外贸谈判实训指导书.docx
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外贸谈判实训指导书.docx
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外贸谈判实训指导书
国际经济与贸易(2009级)外贸谈判实训
指导书
实训一ReceivingtheForeignGuest接待外商
问好
1.Goodmorning/afternoon/evening./MayIhelpyou?
/AnythingIcandoforyou?
2.Howdoyoudo?
/Howareyou?
/Nicetomeetyou.
3.It’sagreathonortomeetyou./Ihavebeenlookingforwardtomeetingyou.
4.WelcometoChina.
5.Wereallywishyou'llhaveapleasantstayhere.
6.Ihopeyou’llhaveapleasantstayhere.IsthisyourfistvisittoChina?
7.Doyouhavemuchtroublewithjetlag?
机场接客
1.Excuseme;areyouMr.WilsonfromtheInternationalTradingCorporation?
2.HowdoIaddressyou?
3.MaynameisBenjaminliu.I’mfromtheFuzhouE-fashionElectronicCompany.I’mheretomeetyou.
4.Wehaveacaranovertheretotakeyoutoyouhotel.Didyouhaveanicetrip?
5.Mr.Davidsmithaskedmetocomehereinhisplacetopickyouup.
6.Doyouneedtogetbackyourbaggage?
7.Isthereanythingyouwouldliketodobeforewegotothehotel?
相互介绍
1.Letmeintroducemyself.MynameisBenjaminLiu,anInt’lsalesmanintheMarketingDepartment.
2.Hello,IamBenjaminLiu,anInt’lsalesmanofFUZHOUE-FASHIONELECTRONICCOMPANY.Nicetomeetyou./pleasedtomeetyou./Itisapleasuretomeetyou.
3.IwouldliketointroduceMarkSheller,theMarketingdepartmentmanagerofourcompany.
4.LetmeintroduceyoutoMr.Li,generalmanagerofourcompany.
5.Mr.Smith,thisisourGeneralmanage,Mr.Zhen,thisisourMarketingDirector,Mr.Lin.AndthisisourRDDepartmentManager,Mr.Wang.
6.IfI’mnotmistaken,youmustbeMissChenfromFrance.
7.Doyourememberme?
BenjaminLiufromMarketingDepartmentofPVC.Wemetseveralyearsago.
8.Isthereanyonewhohasnotbeenintroducedyet?
9.Itismypleasuretotalkwithyou.
10.Hereismybusinesscard./MayIgiveyoumybusinesscard?
11.MayIhaveyourbusinesscard?
/Couldyougivemeyourbusinesscard?
12.Iamsorry.Ican’trecallyourname./Couldyoutellmehowtopronounceyournameagain?
小聊
1.IsthisyourfirsttimetoChina?
2.DoyoutraveltoChinaonbusinessoften?
3.WhatkindofChinesefooddoyoulike?
4.WhatisthemostinterestingthingyouhaveseeninChina?
5.WhatissurprisingtoyouraboutChina?
6.Theweatherisreallynice.
7.Whatdoyouliketodoinyoursparetime?
8.Whatlineofbusinessareyouin?
9.Whatdoyouthinkabout…?
/Whatisyouropinion?
/Whatisyourpointofview?
10.Nowonderyou'resoexperienced.
11.Itwasnicetotalkingwithyou./Ienjoyedtalkingwithyou.
12.Good.That'sjustwhatwewanttohear.
确认话意
1.Couldyousaythatagain,please?
2.Couldyourepeatthat,please?
3.Couldyouwritethatdown?
4.Couldyouspeakalittlemoreslowly,please?
5.Youmean…isthatright?
6.Doyoumean..?
7.Excusemeforinterruptingyou.
社交招待
1.Wouldlikeaglassofwater?
/canIgetyouacupofChineseredtea?
/HowaboutaCoke?
2.Alright,letmemakesome.I’llberightback.
3.Acupofcoffeewouldbegreat.Thanks.
4.Therearemanyplaceswherewecaneat.HowaboutCantonesefood?
5.Iwouldliketoinviteyouforlunchtoday.
6.Oh,Ican’tletyoupay.Itismytreat,youaremyguest.
7.MayIproposethatwebreakforcoffeenow?
8.Excuseme.I’llberightback
9.Excusemeamoment.
告别
1.Wishyouaverypleasantjourneyhome?
Haveagoodjourney!
2.ThankyouverymuchforeverythingyouhavedoneusduringyourstayinChina.
3.Itisapityyouareleavingsosoon.
4.I’mlookingforwardtoseeingyouagain.
5.I’llseeyoutotheairporttomorrowmorning.
6.Don’tforgettolookmeupifyouareeverinFUZHOU.
Haveanicejourney!
1.MayImakeanappointment?
I‘dliketoarrangeameetingtodiscussourneworder.
2.Let’sfixthetimeandtheplaceofourmeeting.
3.Canwemakeitalittlelater?
4.DoyouthinkyoucouldmakeitMondayafternoon?
Thatwouldsuitmebetter.
5.Wouldyoupleasetellmewhenyouarefree?
6.I’mafraidIhavetocancelmyappointment.
7.ItlooksasifIwon’tbeabletokeeptheappointmentwemade.
8.Willyouchangeourappointtomorrowat10:
00tothedayaftertomorrowatthecametime?
9.AnytimeexceptMondaywouldbeallright.
10.OK,Iwillbehere,then.
11.We'llleavesomeeveningsfree,thatis,ifitisallrightwithyou.
实训二IntroducingtheProducts介绍产品
产品介绍:
1.Thismodeloftypewriterisefficientanddurable,economicalandpracticalformiddleschoolstudents.
这个型号的打字机对中学生来说,高效、耐用、经济、实惠。
2.Thecomputerweproducedischaracterizedbyitshighquality,compactsize,energysavingandisalsoeasytolearnandeasytooperate.
我们生产的计算机其特点是质量好,体积小,节能,而且易学好用。
3.Theyarenotonlyaslow-pricedasthegoodsofothermarkers,buttheyaredistinctlysuperiorinthefollowingrespects.
它们不但和其它厂家的产品一样低廉,而且在以下几个方面有其独特的优越性。
4.Youwillgeta30%increaseinproductionuponusingthismachineandalsoitallowsonepersontoperformthetasksofthreepeople.
一旦使用该机器,你们将会增产30%,而且一个人可以顶3个人使用。
5.Thisproductwillpayitsownwayinayear.
该产品一年就可收回成本。
6.Thismachinewillpaybackyourinvestmentinsixmonths.
该机器半年就可收回投资。
7.Thenewtypeofsuitcasecardesignedbyourengineersisveryingeniousandpractical.
我方工程师设计的新款行李车非常精巧、实用。
8.Thiskindofbicyclecanbefoldedinhalfandhandytocarryaround,especiallyusefulduringtravelingandtrafficjams.
这种自行车可以折迭,携带方便,在旅行中或交通堵塞时特别有用。
9.Themaximumspeedofthiskindofvariable-speedbicycleis30kmperhour.
这种变速车每小时的最大速度是30km
10.Thesemachineshavefewbreakdownsandareeasytomaintainbecauseoftheirsimplemechanicalstructure.
这些机器由于机械的构造简单,所以很少故障,易于保养。
11.Comparedwiththeotherbrands,thiskindoftypecostslesspermileandwearsmuchlongerduetoitstopnotchrubber.
与其它牌子相比,这种轮胎每公司损耗较少,也耐磨一些,因为它是用一种流橡胶做成的。
12.Thiskindoftypeischaracteristicofnonskidstopsonwetroads.
这种轮胎的特点是在潮湿的路面上不打滑。
13.Thismaterialhasadurableandeasytocleansurface.
这种材料的表面耐用并易一地清洗。
14.Thiskindofairconditioningsystemispracticalandeconomicalfortheneedsofyourcompany.
这种空调系统实用、经济、能满足贵公司的需要。
15.Ourproductsareofsuperbqualityaswellasthetypicalorientalmake-up.
我方产品,质量优良,具有典型的东方特色。
16.Oursilkgarmentsaremadeofsuperpresilkmaterialsandbytraditionalsilks.
我们的丝绸服装是用传统工艺做成的,采用的是高档真丝面料。
17.Thegarmentsaremagnificentandtastefulandhavealongenjoyedgreatfamebothathomeandabroad.
这些服装华丽、高雅、驰名中外,久享盛誉。
18.Asourtypewritersaremadeoflightandhardalloy,theyarebothportableanddurable.
我们的手提式打字机是用轻质硬合金制造的,故携带方便,经久耐用。
19.Thehandbagswequotedareallmadeofthebestleatherandofvariouskindsofstylesandcolorsinordertomeettherequirementsofallwalksoflifeinyourcountry.
我们所提的手提包均用最好的皮革制造,式样、颜色齐全,以适合贵国各阶层人士的需求。
20.Vacuumcleanersofthisbrandarecompetitiveintheinternationalmarketandarethebest-sellingproductsoftheirKind.
这种牌子的吸尘器在国际市场上颇具竞争力,是同类产品中最畅销的。
WordsandPhrases
用料上乘selectedmaterials(highqualitymaterials)
优质原料superiormaterials
原料精选choicematerials
做工精细perfectinworkmanship(exquisiteworkmanship)
技艺精湛exquisitecraftsmanship(excellentcraftsmanship)
制作精巧skillfulmanufacture
工艺精良sophisticatedtechnology
最新工艺latesttechnology
加工精细finelyprocessed
设计精巧deftdesign
造型新颖moderndesign
造型优美beautifuldesign
设计合理professionaldesign
造型富丽华贵luxuriantindesign
结构合理rationalconstruction
款式新颖attractivedesign
款式齐全variousstyles
式样优雅elegantshape
花色入时fashionablepatterns
任君选择foryourselection
实训三InquiryandOffer询盘与报盘
1.Willyoupleasesendusyourillustrated/latestcatalogueandfulldetailsofyourpricesandtermsofpayment,togetherwithsamples.(能否请你们给我们随样品寄上带有图片说明的/最新的产品目录表以及详细的价目和支付条件?
)
2.Pleasesendmeadescriptionofyourelectrichedgetrimmers.(请惠寄电动修剪机的说明书。
)
3.Wewouldbepleasedifyousendusyourlowestquotationforthefollowing:
(如能对下列产品报最低价,我方将不胜感激。
)
4.AclientofoursisinterestedinsecuringacertainquantityofChineseCottonPieceGoods,asspecifiedbelow,forwhichyouarerequestedtomakeanoffer.(我们的一位客户希望获得一批下列中国棉布,请报盘。
)
5.Wehavepleasureininformingyouthatweareinterestedinyourplastickitchenwareandwouldlikeyoutomakeusanoffer.(欣告我方对塑料制厨房用具感兴趣,如蒙惠赐报盘,不胜感激。
)
6.WehaveaninquiryinhandforalargequantityofBitterApricotKernels.(我方手头现有一份欲购大量苦杏仁的询价单。
)
WordsandPhrases
撤销一项发盘
towithdraw/cancelanoffer
接受一项发盘
toclosewithanoffer||toentertainanoffer||toacceptanoffer
更改发盘
toimproveanoffer
变更报盘
toalteranoffer
延长发盘有效期
toextendanoffer
重新报盘
torenewanoffer
重复报盘
torepeatanoffer
拒绝接受报盘
todeclineanoffer
此报盘以我方尚未售出为准
anoffersubjectunsold
实训四Counter-OfferandCounter-Counter-Offer还盘与反还盘
1.Asthisisanorderofsubstantialsize,wecannotsafelyundertaketocompleteitsmanufactureinamonth.(由于这是一笔大订单,我们没有把握在一个月内完成生产。
)
2.Unfortunatelywecannotacceptyouroffer.Thepricesyouquotedaremuchhigherthanthoseofothermanufacturers.(很遗憾我们不能接受贵方报盘。
贵方报价比其他厂商所报价格高得多。
)
3.Wedonotseeanyadvantageinyourquotation,andwouldliketoknowwhetheryouhaveanybetterpricetooffer.(我们在贵方的报价中看不到任何优势,不知贵方是否可以给我们报一个更好的价格。
)
4.Ourcounter-offeriswellfoundedandworkable.Wecanalsooffera10%discountforordersover10000pieces.(我们的还盘是很合理的/做得开的。
如果你们的订单超过一万件,我们可以提供10%的折扣。
)
5.Owingtoashortageofstock,weregretthatweareunabletoacceptyourrepeatorder.(由于库存短缺,很抱歉我方不能考虑接受贵方续订单。
)
6.Owingtoheavybookings,wecannotacceptfreshordersatpresent.(由于大量的订货,我们目前不能接受新订单。
)
7.Wehavecutthepricetothelimit.Weregret,therefore,beingunabletocomplywithyourrequestforanyfurtherreduction.(由于我方的价格已降到极限,所以很遗憾无法满足贵方进一步降价的要求。
)
8.Wearesorry
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