广交会陶瓷翻译.docx

广交会陶瓷摊翻词汇&工作总结种类：Ceramics陶瓷总称 Terracotta低温陶瓷（陶） Stoneware中温陶瓷（石瓷）Porcelain高温陶瓷（瓷） Dolomite白云土 Bonechina骨瓷（很贵）额外要求：PantoneColor-色卡，有些客人说自己提供颜色，会问起Capacity-容量，有人说CBMCustomize-订造，有时候客人会提供样品给老板让老板帮他做包装(packing)：一个瓷器一般从内到外的包装Bubblebag-气泡袋，就是小时候玩的那种可以捏小气泡的袋Colorbox-彩盒，我们平时买东西的盒子Innerbox-内盒，一般客人会要求一个内盒装6个产品，即一内盒里有6彩盒Carton-外盒，纸皮箱，入货柜时还有7层（ply）纸箱和5层纸箱，7层的比较稳固Container-货柜，一般分为20尺（20feet）和40尺（40feet）以及40尺高柜（40feetHQ），20ft和40ftHQ用得比较多瓷器本身（以茶具为例）：Glaze-釉，即瓷器上面的色，行业叫釉，派生glazingLightglazing-光釉，表面反光的，亮亮的感觉 Matglazing-哑光，不解释Spout-茶壶的出水口 Lid-茶壶盖 Handle-茶壶杯子的把手Saucer-碟子，放杯子用的 Creamer-奶壶，也有说 milkpotSugarpot-糖罐15pieces(pcs)set-15头，即1壶6杯6碟1奶壶1糖罐工作流程：1、 有客人进来，看东西。打招呼，这个时候先递上工厂（除了外贸公司，一般都是自己的厂过来摆摊，说factory比较好，因为客人都希望得到第一手的资料）名片然后问他要名片，“Thisisourname card,mayIhaveyours?”有些客人会不给的。所以我一般是等他们先递上。2、 客人拿起货品-这个时候一定要拿名片了，因为是有意拿报价的，别忘了拿订书机帮客人订在他的本子上。Goodmorning.Thisisourbusinesscard,mayIhaveyours?/Thankyou!3、 客人问报价（photoquotation）等货品基本情况-这个没难度，客人问一句，就翻译给老板听，再翻译给客人听，问报价：Howdoyouquotethis?/Tellmethequotation,please?/Howmuchisit?问容量：Whatsthecapacity?Howmanyml/cc?问材料：Whatsthematerial?Isitporcelain? 问样品：MayItakethissamplewithme?记住：什么都要问老板！因为对于不同国家地区的，老板会给不同的offer。同时记录下每个价格。有时候客人会想把A的壶改为B的尺寸，又把盖子改为铁盖，要求比较复杂，但都要记录得清清楚楚，因为回到工厂老板会根据这个给他e-mail报价。另外，有些客人会带外贸公司的员工过来的，报价一般先报给外贸公司员工，因为他们要计算提成，所以由他们计算好后再告知客人。4、 客人问能不能拍照-如果问了报价的，一般老板都会让他拍。有些老板比较紧张自己的设计，怕他拍了回去给别的厂做，所以那些走进来不问报价只想拍照的，要问下老板让不让他拍。MayItakepicture? / Sendmephotoquotation.5、客人要求回去e-mail报价-告诉老板就是了，有什么时间格式要求老板自然会问的，翻译就是了。问老板后答：OK./Yes,butwemaychargeyou. 收样品费Maybeyoucancomethelastdayoftheexhibition;youcangetitfree,becausewealsoneeditforexhibition要求改货品要素：IwantAinBssize,andastainlesssteellid,howmuchthen?遇到以上的问题尽管问老板，然后详细认真记录！最后的客套话，希望合作、保持联系、很开心你来我们摊位等自由发挥。Thank you so much coming and keep in touch.a） 价格条款：FOB/CNF/CIF有什么不同？1. MOQ-MinimumOrderQuantity(qty) 起订量2. FOB-FeeonBoard离岸价，一般说FOB+港口，如FOBShenzhen，客人有时会问“FOBwhere？”，3. CNF-Cost and Freight=CFR成本加运费4. CIF-Cost,InsuranceandFreight到岸价5. Deliverydate交货期，一般是收到订金（TTtelegraphictransferXX%deposit）后几天发货，20ft和40ft柜的交货期不同，这个得问老板b）报价：如何恰当的跟客人报价（价格表怎么处理）？c）付款方式：常用的付款方式有那些？（提醒：30/70或L/C等等）d）包装：一个20/40/40HQ（高箱/柜）的CBM（立方米）有多少？（提醒：注意是实用CBM和重量）e）国际单据类，B/L（bill of landing提货单）,C/O（certificate of origin原产地证书）,FORMA/FORME（优惠原产地证书）,CIQ（china inspection and quarantine中国检验检疫）,SHIPPINGMARK（发货/装运标志）f）国内采购商要怎么报价？ g）客人如果觉得价格太高怎么办？/老板刚好有事走开了，客人要问技术性的问题你不懂，或者客人要签合同怎么办？市场销售：客户询问1. CouldIhavesomeinformationaboutyourscopeofbusiness?2.Wouldyoutellmethemainitemsyouexport?3.MayIhavealookatyourcatalogue?4.Wereallyneedmorespecificinformationaboutyourtechnology.5.MarketingontheInternetisbecomingpopular.6.Wearejusttakingupthisline.Imafraidwecantdomuchrightnow.回答询问7.Thisisacopyofcatalog.Itwillgiveagoodideaoftheproductswehandle.8.Wontyouhavealookatthecatalogueandseewhatinterestyou?9.Thatisjustunderourlineofbusiness.10.Whatabouthavingalookatsamplefirst?8.Willyouchangeourappointtomorrowat10:00tothedayaftertomorrowatthecametime?9.AnytimeexceptMondaywouldbeallright.10.OK,Iwillbehere,then.11.Wellleavesomeeveningsfree,thatis,ifitisallrightwithyou.11.Wehaveavideowhichshowstheconstructionandoperationofourlatestproducts.12.Theproductwillfindareadymarketthere.13.Ourproductisreallycompetitiveintheworldmarket.14.Ourproductshavebeensoldinanumberofareasabroad.Theyareverypopularwiththeusersthere.15.Wearesureourproductswillgodownwellinyourmarket,too.16.Itsourprincipleinbusiness“tohonorthecontractandkeepourpromise”.17.Convenience-storechainsaredoingwell.18.Wecanhaveanothertaleifanythinginterestsyou.19.Wearealwaysimprovingourdesignandpatternstoconfirmtotheworldmarket20.Couldyouprovidesometechnicaldata?Wedliketoknowmoreaboutyourproducts.21.Thisproducthasmanyadvantagescomparedtoothercompetingproducts.22.Therearecertainlybeingproblemsinthesaleworkatthefirststage.Butsupposeyouorderasmallquantityforatrail.23.Iwishyouasuccessinyourbusinesstransaction.24.Youwillsurelyfindsomethinginteresting.25.Hereyouare.Whichitemdoyouthinkmightfindareadymarketatyourend?26.Ourproductisthebestseller.27.Thisisournewlydevelopedproduct.Wouldyouliketoseeit?28.Thisisourlatestmodel.IthadagreatsuccessatthelastexhibitioninParis.29.Imsurethereissomeroomfornegotiation.30.Herearethemostfavoriteproductsondisplay.Mostofthemarelocalandnationalprizeproducts.31.Thebestfeatureofthisproductisthatitisverylightinweight.32.Wehaveawideselectionofcolorsanddesigns.33.Havealookatthisnewproduct.Itoperatesattouchofabutton.Itisveryflexible.34.Thisproductispatented.35.Thefunctioningofthissoftwarehasbeengreatlyimproved.36.ThisdesignhasgotarealChinaflavor.37.Theobjectiveofmypresentationisforyoutoseetheproductsfunction.38.Theproducthasjustcomeout,sowedontknowtheoutcomeyet.39.Ithasonlybeenonthemarketforafewmonths,bustitisalreadyverypopular.品质1.Wehaveaverystrictqualitycontrollingsystemwhichpromisesthatgoodsweproducedarealwaysofthebestquality.2.Youhavegotthequalitythereaswellasthestyle.3.Howdoyoufeellikethequalityofourproducts?4.Thehighqualityoftheproductswillsecuretheirleadingstatusinthemarketplace.5.Youmustbeawarethatourqualityisfarsuperiortoothers.6.Weprideourselvesonquality.Thatisourbestsellingpoint.7.Aslongasthequalityisgood.Itisallrightifthepriceisabithigher.8.Theyenjoygoodreputationintheworld.9.Whenwecompareprices,wemustfirsttakeintoaccountthequalityoftheproducts.10.Thereisnoqualityproblem.Qualityissomethingweneverneglect.11.Youareright.Itisgoodinmaterial,fashionableindesign,andsuperbinworkmanship.12.Wedeliverallourorderswithinonemonthafterreceiptofthecoveringlettersofcredit.13.Doyouhavespecificrequestforpacking?Herearethesamplesofpackingavailablenow,youmayhavealook.14.Iwonderifyouhavefoundthatourspecificationsmeetyourrequirements.Imsurethepriceswesubmittedarecompetitive.SampleText价格客人询价1.Willyoupleaseletushaveanideaofyourprice?2.Arethepricesonthelistfirmoffers?3.Howabouttheprice/Howmuchisthis?我们报价4.Thisisourpricelist.5.Wedontgiveanycommissioningeneral.6.Whatdoyouthinkofthepaymentterms?7.HereareourFOBprices.Allthepricesinthelistsaresubjecttoourfinalconfirmation.8.Ingeneral,ourpricesaregivenonaFOBbasis.9.Weofferyouourbestprices,atwhichwehavedonealotbusinesswithothercustomers.10.Willyoupleasetellusthespecifications,quantityandpackingyouwant,sothatwecanworkouttheofferASAP?11.Thisisthepricelist,butitservesasaguidelineonly.Isthereanythingyouareparticularlyinterestedin?客人还价12.Isitpossiblethatyoulowerthepriceabit?13.Doyouthinkyoucanpossiblycutdownyourpricesby10%?14.Canyoubringyourpricedownabit?Say$20perdozen.15.Itstoohigh;wehaveanotherofferforasimilaroneatmuchlowerprice.16.Butdontyouthinkitsalittlehigh?17.Yourpriceistoohighforustoaccept.18.Itwouldbeverydifficultforustopushanysalesitatthisprice.19.Ifyoucangoalittlelower,Idbeabletogiveyouanorderonthespot.20.Itistoomuch.Canyoudiscountit?拒绝还价21.Ourpriceishighlycompetitive./thisisthelowestpossibleprice./Ourpriceisveryreasonable.22.Ourpriceiscompetitiveascomparedwiththatintheinternationalmarket.23.Totellyouthetruth,wehavealreadyquotedourlowestprice.24.Icanassureyouthatourpriceifthemostfavorable.Atrialwillconvinceyouofmywords.25.Thepricehasbeencuttothelimit.26.Imsorry.Itisourrock-bottomprice.27.Myofferwasbasedonreasonableprofit,notonwildspeculations.28.Whileweappreciateyourcooperation,weregrettosaythatwecantreduceourpriceanyfurther.接受还价29.Canweeachmakesomeconcession?30.Inordertoconcludebusiness,wearepreparedtocutdownourpriceby5%.31.Ifyourorderisbigenough,wemayreconsiderourprice.32.Buyerwishtobuycheapandsellerswishtoselldear.Everyonehasaneyetohisownbenefit.33.Thepriceofhiscommodityhasrecentlybeenadjustedduetoadvanceincost.34.Consideringourgoodrelationshipandfuturebusiness,wegivea3%discount.订单客人询问最小单数量35.Whatsminimumquantityofanorderofyourgoods?询问订货数量36.Howmanydoyouintendtoorder?37.Wouldyougivemeanideahowmuchyouwishtoorderfromus?38.Whencanweexpectyourconfirmationoftheorder?39.Asourbacklogsareincreasing,pleasehastentheorder.40.Thankyouforyourinquiry.Wouldyoutelluswhatquantityyourequiresothatwecanwork outtheoffer?41.Weregretthatthegoodsyouinquireaboutarenotavailable.客人回答订单数量42.Thesizeofourorderdependsgreatlyontheprices.43.Well,ifyourorderislargeenough,wearereadytoreduceourpriceby2percent.44.Ifyoureduceyourpriceby5,wearegoingtoorder1000sets.45.Consideringthelong-standingbusinessrelationshipbetweenus,weacceptit.46.Thisisatrialorder;pleasesendus100setsonlysothatwemaytestthemarket.Ifsuccessful,wewillgiveyoulargeordersinthefuture.47.Wehavedecidedtoplaceanorderforyourelectronicweighingscale.48.Idliketoorder600sets.49.Wecantexecuteordersatyourlimits.感谢下单50.Generallyspeaking,wecansupplyformstock.51.IwanttotellyouhowmuchIappreciateyourorder.52.Thankyouforyourorderof100dozenoftheshirts.Weassureyouofapunctualexecutionofyourorder.53.Thankyouverymuchforyourorder.交货/ 客人询问交货期54.Whataboutourrequestfortheearlydeliveryofthegoods?55.Whatistheearliesttimewhenyoucanmakedelivery?56.Howlongdoesitusuallytakeyoutomakedelivery?57.Whenwillyoudelivertheproductstous?58.Whenwillthegoodsreachourport?59.Whataboutthemethodofdelivery?60.WillitpossibleforyoutoshipthegoodsbeforeearlyOctober?答复交货期61.Ithinkwecanmeetyourrequirement.62.Imsorry.Wecantadvancethetimeofdelivery.63.Imverysorryforthedelayindeliveryandtheinconvenienceitmusthavecausedyou.64.WecanassureyouthattheshipmentwillbemadenotlaterthanthefisthalfofMay.65.Wewillgetthegoodsdispatchedwithinthestipulatedtime.66.TheearliestdeliverywecanmakeisattheendofSeptember.客人要求提早交货67.Youmayknowthattimeofdeliveryisamatterofgreatimportant.68.Youknowthattimeofdeliveryifveryimportanttous.Ihopeyoucangiveourrequestyourspecialconsideration.69.Letsdiscussthedeliverydatefirst.Youofferedtodeliverthegoodswithinsixmonthsafterthecontractsigning.70.Theintervalistoolong.Couldweexpectanearliershipmentwithinthreemonths?稳住客人71.Weshalleffectshipmentassoonasthegoodsareready72.Wewillspeeduptheproductioninordertoshipyourorderintime.73.Ifyoudesireearlierdelivery,wecanonlymakeapartialshipment.74.Butyoudbettershipthegoodsentirely.75.Welltryourbest.TheearliestdeliverywecanmakeisinMay,butIcanassureyouthatwelldoourbesttoadvancetheshipment.76.Imafraidnot.Asyouknow,ourmanufacturersarefullandwehavealotofordertofill.77.Illfindoutwithourhomeoffice.Welldoourbesttoadvancethetimeofdelivery.78.Thankyouverymuchforyourcooperation.79.Ibelievethattheproductswillreachyouintimeandingoodorderandhopetheywillgiveyoucompletesatisfaction.签单签单前建议1.Beforetheformalcontractisdrawnupwedliketorestatethemainpointsoftheagreement.2.Wecangetthecontractfinalizednow.3.Couldyourepeatthetermswevesettled?4.Itisveryimportantforustoabidebycontractsandkeepgoodfaith.5.Haveyouanyquestionsasregardstothecontract?6.Idliketohearyourideasabouttheproblem.7.Ithinkitisbettertohaveagoodunderstandingofallclausesbeforesigningacontract.8.Doyouhaveanycommenttomakeaboutthisclause?9.Doyouthinkthecontractcontainsbasicallyallwehaveagreedonduringnegotiations?10.Everythinghasbeenarrangedwell.Ihopethesigningofthecontractwillgosmoothly1. 陶瓷品种：普白瓷（NORMAL/COMMON WHITE PORCELAIN）-广西，湖南产品；加白瓷（HIGH WHITE PORCELAIN ）广西，红星做的比较白的陶瓷高白瓷（SUPERWHITE PORCELAIN）华溢做的白度比“加白”更好一点的陶瓷骨瓷（BONE CHINA）含有牛骨粉，2次烧成，半透明，米色，釉面完美，轻而薄的瓷器，是最高档的瓷器。在山东大规模生产，潮州也有小规模生产新骨瓷（NEWBONE CHINA）潮州做的接近骨瓷颜色的陶瓷，不含骨粉，但因釉面不稳定，现在很少做。强化瓷（DURABLE CHINA）含铝（ALUMINUM）量高，强度好。分为强化白，强化黄。强化黄也叫CREAM COLOR， PEARL COLOR等。华溢陶瓷虽然含铝量不如强化瓷，但因烧成温度高，颗粒细而致密，所以强度不比强化瓷差，而且吸水率很过硬。炻瓷（STONEWARE）：烧成温度低（1200度左右），比较脆而易碎的瓷器。很多色釉产品 （COLOR GLAZED）都是炻瓷。红土（TERRACOTTA）：红土陶器，烧成温度低，一般用作花盆等，不做餐具。精陶（FINE EARTHENWARE） （暂无资料，据说是吸水率极低的陶）2. 产瓷区的情况2.1 中国传统的主要产瓷区在广西，潮州，福建，山东，湖南等地：广西：大规模生产普白配套，汤平盘散件等滚压（ROLLER PRESSED）产品，煤窑烧成，产量大， 价格较低；代表工厂是三环。潮州：生产注浆（CASTING，INJECTION）立体件产品，气窑烧成，产量较低，价格高；做内销的酒店白瓷市场是强项，代表工厂是伟业。湖南：生产奶杯，色釉产品；代表工厂是华联山东：生产高档骨瓷，代表工厂是海格雷； 也有的工厂生产较低档的炻瓷，成本较低。 近年江苏的高醇精陶是后起之秀，很受美国市场欢迎。2.2 国外陶瓷产区：主要是欧洲和日本英国和日本的骨瓷很有名：大品牌有英国的WEDGWOOD，CHURCHIL；日本的NORITAKE等；德国，波兰，罗马尼亚等曾经是主要的陶瓷产区，大品牌包括：德国的KAHLA， VILLERY&BOCH等。3. 市场情况：3.1 欧洲：比较喜欢华溢高白瓷的瓷质。定单以6人用的小配套为主。 南部意大利，西班牙等常订的有19头，小杯碟，30头等。花面颜色较鲜艳； 中部的德国以12头，18头，30头配套为主。花面颜色较清淡。3.2 美国：比较喜欢炻瓷的材质。配套以4人用配套为主，例如16头，20头；也有47头。花面颜色较鲜艳3.3 南美：20头4人用；30头6人用；颜色鲜艳；3.4 中东：金花/白金12人用大配套Prima Designs products一 CoastalCollection (5)1. Seaside Garden Three Piece Set Item number #4781-LADetails: -Glass; -Tray-13inches by 5.5 inches, Bowls-5 inches by 5 inchesInstructions: Dishwasher safe; Do not microwave2. Seaside Garden Plated-Set of Four Item number #4788-LADetails: -Glass; -6 inchesInstructions: Dishwasher safe; Do not microwave3. Seaside Garden Platter Item number #4789-LADetails: -Glass; -16 inches x 8 inchesInstructions: Dishwasher safe; Do not microwave4. Coastal Blues Dishes Set of Four Item number # 4700-LADetails: -Glass; -6 inchesInstructions: Dishwasher safe; Do not microwave5. Coastal Blues Plate Item number # 4701-LADetails: -Glass; -8 inchesInstructions: Dishwasher safe; Do not microwave二 Jet SetCollection (5)1. Cityscape San Francisco Item number # 8345ADetails: 14 oz(盎司) Porcelain Mug(陶瓷杯)2. Cityscape Chicago Item