展会沟通技巧.doc

展会沟通技巧：1.Be interactive.2.弄清客人名字的读法，适当的时候多称呼对方姓名。对方中遇到听不懂的，可以叫对方慢一点，重复，反问对方，不要不懂装懂。3.当客人坐下后，How many time are you available.4.让客人多说，1.和欧洲美国人谈的时候，你可以让客户简单的说一下此行的目的。希望找一些什么样的供应商。2.How can you evaluate your suppliers? 很多客户不愿意直接回答你，因为确实太难了，你可以补充一句, just generally speaking, not the detailed principles. 3.Whats your purchasing plan for next season?4假如是零售商：How many stores does your company have?5假如是中间商：Do you distribute your goods only in your domestic market? Or in the whole Europe? Which country is your biggest market? (不能直接问谁是你最大的客户，这样太敏感了。）6在展览会最后一两天的时候，你可以问： What do you think how about the trade show? Did you find everything which you need exactly? 5.多用行业术语。如果不懂说明，可以说：We have supplied our products for XXXXX company for 5 years, and XXXX company is quiet satisfied for our quality. So I believe we can meet your quality requirements.这个XXXX公司最好是客户应该知道的，和客户差不多同类档次的，或者高一点点，不要高太多的。6 reliability 我们假如能站在客户的角度考虑问题，要让买手觉得你在所有的供应商里面，你是最reliable的，包括质量，价格，长期供货能力等等。确认话意：1. Could you say that again, please? 2. Could you repeat that, please?3. Could you write that down,please ? 4. Could you speak a little more slowly, please? 5. You meanis that right? 6. Do you mean.? 7. Excuse me for interrupting you.招待：1.Would you like a glass of water?/ how about the black tea?2.Alright, Let me make some, Ill be right back.3.I would like to invite you for lunch today.4.I cant let you pay, it is my treat, you are my guest.5.May I propose that we break for coffee now.6.Excuse me, Ill be right back.7.Excuse me a moment.问好：1.Its a great honor to meet you./ I have been looking forward to meet you.2.We really wish you will have a pleasant stay here.Is this your first visit to China.3.Do you have much trouble with jet lag.机场接客：1.Excuse me, are you Mr. Walton from .Company.2.How do I adress you?3.My name is David, Im pany, Im here to meet you.4.We have a car over there to take you to the hotel, did you have a nice trip.5.Mr David Smith asked me to come here in his place to pick you up.6.Is there anything you would like to do before we go to the hotel.7.Do you need to get back your baggage.相互介绍1.Let me introduce myself, my name is David Ma, an international salesman of this company.2.hello, Im David Ma, an international salesman of this company.it is a pleasure to meet you.3.I would like to introduce Mr. Chen. The general manager of our company.4.David, this is Herry, the customer from Canada, Herry, this is David, asalesman ofour company.5.It is my pleasure to talk with you.6.Here is my business card, may i have your business card.7.Im sorry, I cant recall your name, can you tell me how to pronounce your name again.小聊1.Is this your first time to China.2.Do you often come to China on business.3.What kind of Chinese food do you like.4.what is the most interesting you have seen in China5.The weather is very nice.6.What do you like to do in your spare time.7.what line of business are you in8.What do you think about./ What is your opinion9.No wonder youre so experienced.10.It was nice talking with you.11.Good, that is just what we want to hear.告别1.Wish you have a pleasant journey home.2.Thank you very much for everything you have done for us juring your stay in China.3.Dont forget to visit me when you are in Fuzhou next time. Have a good journey.预约1.May I make a appointment. Id like to arrange a meeting to disscuss our new order.2.Lets fix the time and the place for the meeting.3.Can we make it a little later.4.Could we make it Sunday afternoon, it would be better for me.5.Would you please tell me when you have time.6.Im afraid I have to cancel our appointment.7.will you change our appointment tomorrow at 10 to the day after tomorrow at the same time.8.Anytime except Monday is all right.9.Ok, Ill be here then.市场销售：客户寻问：1.Could I have some infomation about your scope of business?2.Would you like to tell me the main items you export.3.May I have a look at your catologue.4.广交会谈判常用英语Our prices compare most favorably with quotations you can get from other manufacturers. Youll see that from our price sheet. The prices are subject to our confirmation, naturally. 我们的价格比其他制造商开价优惠得多。这一点你可以从我们的价格单看到，所有价格当然要经我方确认后方有效。We offer you our best prices, at which we have done a lot business with other customers.我们向你们报最优惠价，按此价我们已与其他客户做了大批生意。Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP. 请告诉我们贵方对规格、数量及包装的要求，以便我方尽快制定出报价。This is the pricelist, but it serves as a guide line only. Is there anything you are particularly interested in.这是价格表，但只供参考。是否有你特别感兴趣的商品？Do you have specific request for packing？ Here are the samples of packing available now, you may have a look. 你们对包装有什么特别要求吗？这是我们目前用的包装样品，你可以看下。I wonder if you have found that our specifications meet your requirements. Im sure the prices we submitted are competitive.不知道您认为我们的规格是否符合你的要求？我敢肯定我们的价格是非常有竞争力的Heavy enquiries witness the quality of our products.大量询盘证明我们的产品质量过硬。We regret that the goods you inquire about are not available.很遗憾，你们所询货物目前无货。My offer was based on reasonable profit, not on wild speculations.我的报价以合理利润为依据，不是漫天要价。Moreover, weve kept the price close to the costs of production.再说，这已经把价格压到生产费用的边缘了。Could you tell me which kind of payment terms youll choose？能否告知你们将采用那种付款方式？Would you accept delivery spread over a period of time？不知你们能不能接受在一段时间内分批交货广交会使用频率最高的谈判英语What about the price? 对价格有何看法？ What do you think of the payment terms? 对支付条件有何看法？ How do you feel like the quality of our products? 你觉得我们产品的质量怎么样？ What about having a look at sample first? 先看一看产品吧？ What about placing a trial order? 何不先试订货？ The quality of ours is as good as that of many other suppliers, while our prices are not high as theirs. By the way, which items are you interested in?我们的产品质量与其他生产商一样的好，而我们的价格却不象他们的那样高。哎，你对哪个产品感兴趣？ You can rest assured. 你可以放心。 We are always improving our design and patterns to confirm to the world market.我们一直在提高我们产品的设计水平，以满足世界市场的要求。 This new product is to the taste of European market. 这种新产品欧洲很受欢迎。 I think it will also find a good market in your market.我认为它会在你国市场上畅销。 Fine quality as well as low price will help push the sales of your products.优良的质量和较低的价格有助于推产品。 While we appreciate your cooperation, we regret to say that we cant reduce our price any further.虽然我们感谢贵方的合作，但是很抱慊，我们不能再减价了。 Reliability is our strong point. 可靠性正是我们产品的优点。 We are satisfied with the quality of your samples, so the business depends entirely on your price. 我们对样品的质量很满意，因此交易的成败就取决于你们的价格了。 To a certain extent，our price depends on how large your order is.在某种程度上，我们的价格就得看你们的定单有多大。 This product is now in great demand and we have on hand many enquiries from other countries.这种产品现在需求量很大，我们手头上来自其他国家的很多询盘。 Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer? 谢谢你询价。为了便于我方提出报价，能否请你谈谈你方需求数量？ Here are our FOB price. All the prices in the lists are subject to our final confirmation. 这是我们的FOB价格单。单上所有价格以我方最后确认为准。 In general, our prices are given on a FOB basis. 通常我们的报价都是FOB价。B5Jk0k3l#y1;Q U市场销售0S6H&FJ&G i6c$j)?3-N,d客户询问|中国第一外贸论坛:-8+H/M1. Could I have some information about your scope of business?福步外贸论坛是聚集众多外贸精英的外贸出口论坛，为外贸人员提供交流的场所，打造实力最强的外贸出口论坛，致力于打造最具人气、最实用的外贸出口论坛。!C7f4R#E4T9j4c2. Would you tell me the main items you export?+V3G.v(r9Dq1S3. May I have a look at your catalogue?|中国第一外贸论坛$a4I#E.2*I4. We really need more specific information about your technology.|中国第一外贸论坛4j*h(aq8k&U(H5. Marketing on the Internet is becoming popular.& 9y3W!?!J-c:m-h6. We are just taking up this line. Im afraid we cant do much right now.|中国第一外贸论坛$w7r1X2H x W:D品质福步外贸论坛(FOB Business Forum)A0m.M/F4_6O!n5-q+D4B1. We have a very strict quality controlling system which promises that goods we produced are always of the best quality.福步外贸论坛(FOB Business Forum)5Z:V*y9g H,d2. You have got the quality there as well as the style.-P%C!G;,b!6F2u/J#N|中国第一外贸论坛3. How do you feel like the quality of our products?C$K:N1B2u-!u外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛4. The high quality of the products will secure their leading status in the market place.外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛*s979R*o8v w(L4U5. You must be aware that our quality is far superior to others.7|SE4o96. We pride ourselves on quality. That is our best selling point.5t6r:V)Xp-J&a4J7. As long as the quality is good. It is all right if the price is a bit higher.6Z+N6_.m1h外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛8. They enjoy good reputation in the world.g4y+h/m9R&O*C外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛9. When we compare prices, we must first take into account the quality of the 9i,q9(cK57M:g10. There is no quality problem. Quality is something we never neglect.l)F-?$Z!T7j3R)x11. You are right. It is good in material, fashionable in design, and superb in workmanship.7d!W8_)K#f2J3z|中国第一外贸论坛12. We deliver all our orders within one month after receipt of the covering letters of credit.6m,Q8u+| b1w福步外贸论坛是聚集众多外贸精英的外贸出口论坛，为外贸人员提供交流的场所，打造实力最强的外贸出口论坛，致力于打造最具人气、最实用的外贸出口论坛。13. Do you have specific request for packing? Here are the samples of packing available now, you may have a look.6kX.$WS+G$e-S3T6L:t7r14. I wonder if you have found that our specifications meet your requirements. Im sure the prices we submitted are competitive.Sample Text9FR;#gB8T6ro外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛价格6W95gG)g&客人询价福步外贸论坛(FOB Business Forum)V5H+Z.h0j9TG1F8B!V1. Will you please let us have an idea of your price?35c1;*B()U(C外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛2. Are the prices on the list firm offers?|中国第一外贸论坛8_8:E/x8u+%J1v3. How about the price/ How much is this?福步外贸论坛是聚集众多外贸精英的外贸出口论坛，为外贸人员提供交流的场所，打造实力最强的外贸出口论坛，致力于打造最具人气、最实用的外贸出口论坛。)G,y%z)D6k(L#I8d我们报价福步外贸论坛(FOB Business Forum)1l*t8P4B4K6M4. This is our price list.;B+h:k4QP1?_s#y!福步外贸论坛是聚集众多外贸精英的外贸出口论坛，为外贸人员提供交流的场所，打造实力最强的外贸出口论坛，致力于打造最具人气、最实用的外贸出口论坛。5. We dont give any commission in general.4J(2r(C/B r)e6. What do you think of the payment terms?#9q, .L;j5S-B7. Here are our FOB prices. All the prices in the lists are subject to our final confirmation.|中国第一外贸论坛,K.4K!A8. In general, our prices are given on a FOB basis.9P y6g5O;apP2an+f9. We offer you our best prices, at which we have done a lot business with other customers.福步外贸论坛(FOB Business Forum)$1O%p Q8|2W d4V10. Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP?7K+z&+a2_ E3C|中国第一外贸论坛11. This is the pricelist, but it serves as a guide line only. Is there anything you are particularly interested in?4%d+Y0F-W福步外贸论坛(FOB Business Forum)客人还价|中国第一外贸论坛+E$f!HC$c G6o:pl12. Is it possible that you lower the price a bit?外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛*u s9:M(UM13. Do you think you can possibly cut down your prices by 10%?外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛$o2u/N3u6w l514. Can you bring your price down a bit? Say $20 per dozen.外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛8d$t;H5u:m4k3W15. Its too high; we have another offer for a similar one at much lower price.7i,P:s/?;v,L)U福步外贸论坛(FOB Business Forum)16. But dont you think its a little high?4f)8q1F:Q)T福步外贸论坛是聚集众多外贸精英的外贸出口论坛，为外贸人员提供交流的场所，打造实力最强的外贸出口论坛，致力于打造最具人气、最实用的外贸出口论坛。17. Your price is too high for us to accept.|中国第一外贸论坛4l;z_%A!5T9y:+v18. It would be very difficult for us to push any sales it at this price./3s!R8Qa3b8C福步外贸论坛(FOB Business Forum)19. If you can go a little lower, Id be able to give you an order on the spot.福步外贸论坛是聚集众多外贸精英的外贸出口论坛，为外贸人员提供交流的场所，打造实力最强的外贸出口论坛，致力于打造最具人气、最实用的外贸出口论坛。)?6po4t3g;If,W8U9T20. It is too much. Can you discount it?,K;b%T0j%5n/J5vu%7m订单福步外贸论坛(FOB Business Forum),R12a4H4r4L4L客人询问最小单数量.D3y9l?D P#P35. Whats minimum quantity of an order of your goods?|中国第一外贸论坛26N;Fo)lc*S询问订货数量0Y)B(S0A$R%A9X36. How many do you intend to order?:t9x%N;P1H1.p+?:H,s;37. Would you give me an idea how much you wish to order from us?|中国第一外贸论坛9v!E6A2#-T*V)a-38. When can we expect your confirmation of the order?(S1 r2&e$7v福步外贸论坛(FOB Business Forum)39. As our backlogs are increasing, please hasten the order.5h8Z5m*G:z5V%U640. Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer?福步外贸论坛(FOB Business Forum).J5m6b&_M(41. We regret that the goods you inquire about are not available.L4GH*s-6H|中国第一外贸论坛感谢下单3R-6?*Ag&T-X6K50. Generally speaking, we can supply form stock.9S%K 5s:F51. I want to tell you how much I appreciate your order.%a1X;E(U!b5V 5l;I$J1C福步外贸论坛(FOB Business Forum)52. Thank you for your order of 100 dozen of the shirts. We assure you of a punctual execution of your order.T_#u8t4B5x%p9h4r+p53. Thank you very much for your order.福步外贸论坛(FOB Business Forum)(C2X*0U8E-w.E&P(z交货福步外贸论坛是聚集众多外贸精英的外贸出口论坛，为外贸人员提供交流的场所，打造实力最强的外贸出口论坛，致力于打造最具人气、最实用的外贸出口论坛。9O1c.N&N.z-$|/_客人询问交货期外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛!e4u-k&e0h2c0S%c54. What about our request for the early delivery of the goods?7N.n y&.C*P:n A+55. What is the earliest time when you can make delivery?*m&O$a-$N.z外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛56. How long does it usually take you to make delivery?9B2Iu4P%H/X%57. When will you deliver the products to us?-S4g1v3x-b8)I58. When will the goods reach our port?|中国第一外贸论坛8s7J5O$Q-h2J59. What about the method of delivery?福步外贸论坛(FOB Business Forum) z7?#-X f60. Will it possible for you to ship the goods before early October?.g;t cV%B*a(A+P/J2t:P z答复交货期7N4L,g#J$E6l61. I think we can meet your requirement.外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛-e4lZ;G/u-q3|62. I m sorry. We cant advance the time of delivery.福步外贸论坛(FOB Business Forum).T%P9M01a8u6M63. Im very sorry for the delay in delivery and the inconvenience it must have caused you.m f(N5o$C!V*c?|中国第一外贸论坛64. We can assure you that the shipment will be made not later than the fist half of May.3G6!9Ly,h2U6A8F福步外贸论坛是聚集众多外贸精英的外贸出口论坛，为外贸人员提供交流的场所，打造实力最强的外贸出口论坛，致力于打造最具人气、最实用的外贸出口论坛。65. We will get the goods dispatched within the stipulated time.!n/?#d0Zv2Q*H&A(t8u66. The earliest delivery we can make is at the end of September.6;u,;N(o/b l7?7v$&v福步外贸论坛是聚集众多外贸精英的外贸出口论坛，为外贸人员提供交流的场所，打造实力最强的外贸出口论坛，致力于打造最具人气、最实用的外贸出口论坛。客人要求提早交货.K$u*x:Y9c!|67. You may know that time of delivery is a matter of great important.福步外贸论坛(FOB Business Forum)9V*g8c.V)3V-568. You know that time of delivery if very important to us. I hope you can give our request your special consideration.5a U+I*B+j,V;Y:s69. Lets discuss the delivery date first. You offered to deliver the goods within six months after the contract signing.!:u/v%V&Q,G外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛70. The interval is too long. Could we expect an earlier shipment within three months?!w*z h+r6b5|中国第一外贸论坛稳住客人E;rN#X4V8c福步外贸论坛是聚集众多外贸精英的外贸出口论坛，为外贸人员提供交流的场所，打造实力最强的外贸出口论坛，致力于打造最具人气、最实用的外贸出口论坛。71. We shall effect shipment as soon as the goods are ready$s-F3r/外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛72. We will speed up the production in order to ship your order in time.5K K U-a%A/J4t%i073. If you desire earlier delivery, we can only make a partial shipment.$f+Y1V-q!j!J;o.&d福步外贸论坛是聚集众多外贸精英的外贸出口论坛，为外贸人员提供交流的场所，打造实力最强的外贸出口论坛，致力于打造最具人气、最实用的外贸出口论坛。74. But youd better ship the goods entirely.+gy8b6M:75. Well try our best. The earliest delivery we can make is in May, but I can assure you that well do our best to advance the shipment.福步外贸论坛是聚集众多外贸精英的外贸出口论坛，为外贸人员提供交流的场所，打造实力最强的外贸出口论坛，致力于打造最具人气、最实用的外贸出口论坛。.E#f;x#V5+PD#s76. Im afraid not. As you know, our manufacturers are full and we have a lot of order to fill.福步外贸论坛是聚集众多外贸精英的外贸出口论坛，为外贸人员提供交流的场所，打造实力最强的外贸出口论坛，致力于打造最具人气、最实用的外贸出口论坛。$r$i0r81T4f0o4m77. Ill find out with our home office. Well do our best to advance the time of delivery.外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛,c Y9g.r2s4F+_78. Thank you very much for your cooperation.外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛#:W*n&R+a&F4x79. I believe that the products will reach you in time and in good order and hope they will give you complete satisfaction.签单0I7(q/uz(x1h)A签单前建议8F,|(x)S;W/y+福步外贸论坛(FOB Business Forum)1. Before the formal contract is drawn up wed like to restate the main points of the agreement.外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛#e4x;T5K;_&Y!f0D)K2. We can get the contract finalized now.,B&p0+o)2p2/U/9!d外贸论坛,出口论坛,外贸,外贸经理人,出口退税,福步外贸论坛3. Could you repeat the terms weve settled?/E *Z8H,U 4. It is very important for us to abide by contracts and keep good faith.$B b&D#8I)K:A3-I5. Have you any questions as regards to the contract?|中国第一外贸论坛,s;h9c;v;t.z6. Id like to hear your ideas about the problem.|中国第一外贸论坛%_36#c5b.n J9u+p5p7. I think it is better to have a good understanding of all clauses before signing a contract.6I5o-o8Q:?08. Do you have any comment to make about this clause?3M1T%|*2g,y9. Do you think the contract contains basically all we have agreed on during negotiations?!W S/U#D7z10. Everything has been arranged well. I hope the signing of the contract will go smoothly.|中国第一外贸论坛4k&d#P Hd1P;o&p2O11. These are two originals of the contract we prepared.:a&g&|!k8+J询问签单+b:$H8a6t12. When shall we sign the contract?,U9|1l$G0g-V8M&13. Mr. Brown, do you think it is time to sign the contract?|中国第一外贸论坛