1、一 2019.9.26(外贸商务词组)Confirm by return 确认回来Signature 签字Remind you of payment 提醒你付款RMB appreciation/depreciation 人民币升值/贬值Investment 投资Interest 利息Profit 利润Margin 利润 边缘Accounting department 财务部Money Turnover 资金周转Suggestion/advice 建议Credit card 信用卡Budget 预算Bank slip 银行水单Bank 银行Account 账户A Instead of B A 代
2、替 B对 话 A: Mark, did you receive our PI we sent yesterday? You can confirm by return with your signature, Thank you very much.你收到我昨天发的 PI 了么，你可以签名确认回来，谢谢。We have to remind you of payment because our PI is only valid for 15 days due to RMB appreciation sharply these days.我们不得不提醒你付款，因为我们的 PI 有效期只有 15 天
3、，因为 RMB 这几天升值很厉害。B: I have no budget these days, can I pay by credit card? 这几天我没有预算了，我能用信用卡支付么？A: We want to help, but we can not accept payment by credit card. 我们想帮忙，但是我们不能接受信用卡付款。B: Do you accept paypal? 你们接受 paypal 付款么？A: Sorry, we dont have paypal account. 抱歉，我们没有 paypal 账号。B: Then we have to wa
4、it, or make payment after we recieve goods. 那么我们需要等，或者收到货以后付款。A: Mark, thank you for your suggestion, we need payment for money turnover, and investment for more project. Whats more, RMB appreciate so fast, plus interest rate,if we do your payment terms, we have to increase our price because our pro
5、fit margin is too low. 谢谢你的建议，我们需要资金周转，来投资更多的项目，另外，RMB 升值太快，加上利息率，如果我们做你的付款条款，因为我们的利润空间太低，我们需要加价。What about this way? You can arrange 20% preorder payment instead of 30% this time. This is the best we can do. 你看这样怎样？你这次用 20%定金代替 30%定金（这次你不用付 30%定金给我了，支付 20%就好），这是我们能做的最好的（支持了）。B: OK, fine. Give me yo
6、ur bank account information, I will arrange payment today.好的，给我你的银行账号，我会今天安排付款。A: Thank you very much, Mark.Here is our bank account information:这是我们的银行账号信息 XXXX补充单词Producer / manufacturer 生产商Trading company 贸易公司Demand 需求customer / client 客户Are you a producer/manufacturer or a trading company?你是工厂还是
7、贸易公司？We are a producer/manufacturer but also do some trading in order to meet different demand of different customer/client.我们是工厂，但是我们也做一些贸易项下的产品，为了满足不同客户的不同需求。Plant / factory 工厂Do you have your own factory/plant? Can we visit your factory/plant?你有自己的工厂么？我们能参观你的工厂么？Sure, welcome to our factory/plant
8、. This is our factory/plant picture.当然，欢迎到我们工厂来，这是我们工厂的照片二【客户接待篇】 机场接到客户，去公司途中聊什么？2017-09-25 21:00机场接到了客户，上了车以后，是不是一开始就要长篇大论呢？答案是 no，我们一定要先照顾到客户的感受。请大家听我说：A: It seems you are a little tired. Are you suffering from jet lag?你看起来有点累，你还在倒时差么。 Tips: 先不要跟客户聊正事，先表示贴心的关怀。B: Yes, a little bit.是的，有一点。A: Did y
9、ou sleep well last night? If not, you can sleep for a while. It will take 30 minutes to our office昨晚睡好了么, 如果没睡好，可以睡一会, 我们还要 30 分钟到我司。Tips: 如果客户精神状态不太好，可以建议客户在车上睡会，因为还有 30 分钟到公司，客户可以养精蓄锐。B: No, I am OK. 不用，我可以的。A: OK. Fine. Ive made an meeting schedule and sent to your Email box, did you check it? If
10、 not, we can also go over it now. 好的。我做了一个会议日程，发到了你的邮箱，你查收了么？如果没有，我们现在也可以看一下。Tips: 如果客户说不用休息，我们就可以再次跟客户核对一下日程安排，表示我们的严谨和专业。B: OK.A:Meeting Schedule9:00AMpick you up at airport机场接到你9:30AMarrive to our company到我们公司9:30AMCompany and product introduction公司和产品介绍11:30AMLunch and noon break共进午餐，中午小憩1:30PMG
11、o to factory启程去工厂2:00PMFactory visit工厂参观3:30PMTake you to visit our famous window of the World 带你去深圳最著名的世界之窗5:00PMBack to hotel返回酒店6:30PMDinner together共进晚餐9:00PMSend you to railway station to Guangzhou送你去火车站去广州How does this schedule sound to you?您觉得这样安排可以吗？B: Good. That doesn t look too stressful.很
12、好，那样(安排)看起来不太紧张。A: After dinner, if we still have time, I will take you to see the city nights. I am glad to be your translator and tour guide. 晚饭以后，如果我们还有时间，我会带你去看城市夜景，我很乐意当您的翻译兼导游。B: haha, thank you, you are very nice. 谢谢，你很好。A: You are most welcome. 不客气（你是最受欢迎的）。Tips: 特意加上了 most，客户听了一般都会很开心。和客户的聊
13、天氛围慢慢升温。 三【人文旅游It is said that there was a boy who made his living by fishing. His sister-in-law was very beautiful, so local thugs wanted to marry her and killed his brother. His sister-in-law asked him to escape. Before he left, she braised the fish with vinegar and let him remember this and reven
14、ge one day.After he got the honour and rank and came back, he punished the thugs, but he couldnt find his sister-in-law. But one day he finally found his sister-in-law by the special taste in an banquet.相传有个小男孩以打鱼为生，她的嫂子很漂亮，当地恶棍欲占其嫂，杀害其兄。宋嫂劝他外逃，临行前特意用醋烧制鱼为他饯行，勉励他记住此事将来报仇。后来他得了功名，惩治了恶霸，但找不到她的嫂子。在一个偶然
15、的宴会上吃到特制鱼菜，终于找到了嫂嫂。4 叫花鸡 beggars chickenIt is said that Beggars chicken was invented by a Hangzhou thief. The storygoes that because the hungry thief had no stove, so he wrapped the stolen chicken in clay and baked it in a hole in the ground, but he didnt expect it tasted so great. Then beggars chic
16、ken is famous.叫花鸡的做法是一杭州小偷发明的，这个很饿的小偷没有炉子，所以把偷来的鸡外面涂上泥，在地洞里烤。没想到这么美味。5 龙井虾仁 Shelled Shrimps Cooked in Longjing Tea 四展会客户太多，如何兼顾A: 代表我B: 代表正在谈的客户C: 代表老客户D: 代表人太多的时候挤不进来，没人招待的客户A: Hi, How are you?B: Fine. How much is it?A: Which market are you in? May I have your name card? B: Turkey.A: Nice to meet y
17、ou, Osman, I am Linda.Tips: 看到客户名片上的名字，打招呼，介绍自己。How many pieces you need? 你需要多少件货？B: What is your MOQ?A: Our MOQ is 1000pcs, is that OK for you? Tips: 给出一个高一点的 MOQ，来探测一下客户的购买力。B: No, too much for me.A: What is your quantity? For the first time, we can low down our MOQ to meet your requirement.B: 500
18、pcs.A: USD18.5/pcB: Its too expensive. Give me low price. ( Linda, 你老客户来了)Tips: 先同老客户笑笑。A: Excuse me for a moment. I have a friend coming here. Can you check our product and catalogue first, I will be back soon. 不好意思等我一会，我有个朋友来了，你能看看看产品和目录么，我一会就过来。B: OK.Tips: 跟客户说抱歉，或者找其他的业务员来接待这个客户。并简单交代一下客户数量和背景。如
19、果没有，就让客户等等。A: Hi Mark, how are you?C: Fine, what about you?A: Fine, too. So nice to meet you.C: Me, too.A: Have a seat, please, and have some water. I still have a customer there, can you give me one minute? C: Sure.A: Thank you very much, Mark, I will be back soon.Tips:交代完老客户以后，还要回来接待原来的小客户，不能丢，但需要
20、加快速度，学会用结束语。A: Hello, I am back, do you still have any other questions?B: How much is it?A: USD15. When do you need goods if everything is OK? B: Just looking.A: I see. Then I will choose some items good for your market, and send you pricelist by Email, OK?B: OK, Thats good.A: Thank you Osman, very
21、nice talking with you, we will keep in touch. B: OK, bye.Tips:当客户很多的时候，不要慌乱。眼观六路，耳听八方。A: Hi, how are you? We have so many customers here, our products are too popular. Haha. Can you firstly check our catalogue and wait for us a little while? I will be back soon.D: Its OK, We will go around, and come
22、 later. A: May I have your name card? D: LaterA: There is booth No. on my name card, and welcome back later, I will wait for you. D: OK.A: See you later.D: See you.五【英语基础篇】外贸商务英语词汇2017-09-19 21:00actually=In fact 实际上Reasonable 合理的Competitive 有竞争力的survive on fierce competition 在激烈竞争中存活Concentrate on
23、quality 专心于质量Every cent means its worth 一分钱一分货Cut down our cost 压缩成本Risk to do 冒险做Earn little profit 挣很少利润At your convenience 在你方便的时候Make payment 付钱Discussion 讨论Increase 增加Financial department 财务部当客户讲价：In fact our price is very reasonable and competitive, otherwise we cant survive on fierce competit
24、ion for many years.实际上我们的价格很合理很有竞争力，不然我们不能在激烈的竞争中存活许多年。We concentrate more on quality these years, you know, every cent means its worth, and sorry that we can not risk to reduce material and cut down our cost to give you lower price.我们这些年专心于品质，你知道，一分钱一分货， 不好意思我们不能冒险降低材料、压缩我们的成本来给你低价格。However, after
25、discussion with our Financial department, we decided to give you lower price if you can increase your quantity to 3000pcs. To support you, we only earn little profit.但是，经过和财务部门协商，如果你的数量可以加到 3000 台，我们可以给你低一点的价格。为了支持你，我们只挣很少利润。Please find attached PI and kindly make payment at your earliest convenienc
26、e. Thank you very much. 请见附件 PI，在你最早的方便的时候打款。非常感谢。Poster 海报Brochure/catalogue 彩页小册子Customer/client 客户We can make some poster and catalogue for you to show to your clients.我们可以做海报或者目录给你，你来拿给你客户看下。六【客户接待篇】机场见面接客户，如何说？A: Excuse me, are you Mark?Tips: 一开始接机，建议拿张 A4 白纸，打印出客户名字，要非常清晰，如果来不及打印，也要用大头笔手写客户的名字
27、。当然，如果做的比较好的话，可以专门做个高大上的牌子。因为茫茫人海中，很难认出客户。也可以一开始同客户要照片，机场上有可能认出客户。不过有些时候真人和照片看起来还是差别蛮大的。 所以让客户看到我们就简单很多了。飞机有时候会早到，所以接机时最好提前半小时到，不要迟到。B: Yes, I am.A: I am Linda, Im here to pick you up.我来接您。B: How are you, Linda?A: I am fine, what about you?B: I am fine, too, Thank you.Linda, Im very sorry to keep yo
28、u waiting so long. The flight was delayed because of thebad weather.不好意思让你等了这么长时间。飞机因为恶劣天气晚点了。A: It doesnt matter (No problem). Welcome to Shenzhen没关系。欢迎来深圳。B: Its good to be here.来这感觉很好。A: I like your T-shirt, its cool. 我非常喜欢你的 T 恤，很酷。Tips: 破冰过程：夸奖客户（发型，衣服，领带，手表，眼镜，鞋子）。B: Thank you, It s very kind
29、of you to say so. 谢谢。你这样说真好。A: Our car is over there. This way, please. 我们的车在那边，这边请。B: OK.C: Let me help you with your bags.我帮你拿包。Tips: 如果你是女生，可以不用说。如果你旁边有男生，男生可以这样说。B: Thank you.A: How was your flight? 旅途怎样？B: Long, but quite comfortable. 长，但是很舒服。A: How many hours from your country to China? 从你国家到中
30、国多久？B: About 14 hours.A: Such a long journey. How many times have you been to China before? 之前来过中国几次？B: This is my second time. Ive been to Shanghai before. 这是我第二次，我之前去过上海。A: Shanghai is also a big city. You went there for travelling? 上海也是一个大城市，你去那旅游么？B: No, for business. I have other business there
31、.不，做生意，我有其他生意在那里。A: Also LED light business? 也是 LED 灯的生意么？B: No, its another business. 不，其他生意。Tips: 问一下客户第几次来中国，看看他对中国是否熟悉。顺便也可以侧面问问客户供应商在哪里。A: Shall we go to hotel or our company? 回酒店还是去公司？B:How long will it take to get to your company? 多久时间到公司？A: There is no traffic jam now, so it will take 30 min
32、utes to our company.因为不塞车，所以 30 分钟能到公司。B:OK, Then lets go to your company. 好的，去你公司吧。A: OK七人民币升值，原材料涨价，导致价格上涨，我们怎么谈（二）？4 月确定了订单( 当时汇率 6.85), 客户先付了 20%订金，但要求 CE 认证通过才能生产，CE到 9 月刚做好，现在汇率 6.55。生产还需要一个月。客人的 80%尾款是发货前付款。现在环保审核，材料又上涨，想至少涨价 5%，怎么谈？给客户涨完价，万一这个月生产完汇率又降了，怎么办？刚好有朋友留言最近环保涨价，该如何同客户说。所以借助这个案例一并给大家
33、解决。Dear Mark,How are you?1 We are glad to tell you that finally our CE certificate comes out, please find attachment.很高兴告诉你，最后我们的 CE 证书出来了，请见附件。Tips:先报喜，给一个愉悦的心情。2 Did you hear about central environmental protection inspection in China? Many polluting factories are forced to shut down, so it caused
34、a great increase on iron ore price, and Aluminium price also increase to the highest level.你听过中国的中央环保检查么？许多污染工厂被迫关掉，所以导致铁矿石价格大幅上涨，铝价也涨到最高水平。Tips:摆出中国实情。It also affect us a lot, and our raw material price increased 6% these months.它也很大的影响了我们，我们的原材料价格这几个月涨了 6%。Tips:加上原材料价格，有缓和余地。Moreover, in April 1US
35、D=6.85RMB, now 1USD=6.55RMB, RMB appreciate around 5%.而且，在四月，1USD=6.85RMB，现在 1USD=6.55RMB，人民币升值 5%。Tips:摆出实情，让客户信服。3 Mark, you are my old friend, we want to keep the original price, but facing a very big loss, its indeed very difficult for us, we have no choice but to increase the price.Mark, 你是我的老朋
36、友，我们想保持原价，但是面临着巨大的损失，处境真的很难，我们别无选择只能涨价。Tips:打感情牌，老朋友，帮个忙。Price should increase by 11%, but wed like to bear the 4% cost together with you, and increase only 7% this time.价格应该涨 11%，但是我们想和你一起承担 4%，这次只涨 7%。Tips:表示为客户着想，我和你一起承担。Please confirm by return, Thank you in advance. 请确认回来，提前表示感谢。如果客户不同意 准备第二封邮件
37、:Tips:谈判的时候需要给自己准备 plan B。Dear Mark,Thank you for your fast reply. We understand your feeling very well.谢谢你快速回复，我们很理解你的心情。 （表明态度）How about this way? After double check with our accounting department, wed like to bear another 2% more, and only increase 5%.这样做如何？和财务部再次确认，我们再承担 2%，只涨价 5%。 （再次让步）Please
38、kindly understand that this is indeed the best we can do.请理解我们，这真的是我们能做到的最好的程度了。To support you, we bear all the CE certificate cost this time by ourselves. It is also a very big cost to us.为了支持你，我们承担了所有 CE 证书的费用，那也是一笔很大的费用。 Tips:摆出我们之前做的努力。Please confirm by return. Thank you very much for your under
39、standing.请确认回来，谢谢你的理解。P.S. Please kindly note that RMB appreciate sharply these days, if RMB appreciate within 2%, we will bear the loss. If over 2%, we have to adjust price accordingly. Thank you very much for your understanding.另附：请注意，RMB 最近升值很厉害，如果升值在 2%以内，我们会承担这个损失，如果超过 2%，我们只能相应调整价格，谢谢你的理解。 （为后
40、续做铺垫）八 【英语基础篇】 外贸商务常用词组词组训练Requested price 要求的价格Establish good relationship 建立良好关系Meet each other half way 各让一步In LED light Industry 在 LED 灯产业Labor cost 劳动力成本Raw material 原材料Quotation 报价Valid 有效的Update our pricelist 更新我们的报价RMB Depreciation/appreciation RMB 贬值/升值Note 注意Transfer 转款T/T=telegraphic tran
41、sfer 电汇Western Union 西联Loss 损失Deposit 存款Balance 余款Before shipment 发货前Bear the cost for you 承担一些成本常用句子Your requested price is too low, it is very hard to find this price in our LED light industry.你要求的价格太低了，在我们 LED 灯行业已经很难找到这个价格了。You know these days labor cost is increased day by day, raw material pri
42、ce also increase largely, plus RMB appreciation.你知道这些天劳动力成本每天都在涨，原材料价格也涨了很多，加上 RMB 升值。But in order to establish good relationship with you, about price, wed like to bear some cost for you, and lets meet each other half way. USD18/pc.但是为了和你建立好的合作关系，关于价格，我们想为你承担一些成本，让我们各让一半，USD18/pc。Plesase kindly not
43、e that our quotation is only valid for 7 days, and we have to update our pricelist after7 days.请注意我们的价格仅仅有效 7 天， 7 天以后我们不得不更新价格。Our payment terms is 30% deposit by T/T, balance paid before shipment, or you can also pay by Western Union. 我们付款条件是 30% T/T 定金，余款发货前付，或者你也可以付西联。Please find attached PI, an
44、d kindly arrange payment at your earliest convenience.请见附件 PI， 在你最早的方便时间安排付款。九电话营销篇，如何巧妙越过前台第一个电话：Hello, DEF company.Hello, may I speak to Mark, please?May I know your name and company name?Linda from ABC company.Hold on, please.Sorry that Mark is busy at the moment, can you leave a message? Mark 现在
45、很忙，你能留个信息么？When will he be available? 他什么有空?I am not sure.OK, then I will call him later.OK, Bye.这是一个被前台搪塞的电话。如何绕过前台呢？第二个电话：Hello, DEF company.Hello, this is Linda calling from China, may I know your name? 我是从中国打来电话的 linda，可以知道你的名字么？Mary.Hi, Mary, may I speak to Mark, please?Sorry he is not in the o
46、ffice right now. 不好意思他现在不在办公室。When will he come back?他什么时候回来？I am not sure. Can you leave a message? 不确定，你能留个信息么？No, thank you. Will he come back tomorrow morning? 不了，谢谢。他明天早上回来么？Yes, you can call tomorrow morning. 是的，你可以明天早上打来。OK, Thank you very much. You are very nice, Mary. 好的，谢谢，Mary, 你很好。You ar
47、e welcome. 不客气。Have a nice day. ByeBye第三个电话：Hello, DEF company.Hi, Mary, how are you today?Fine. What about you?I am wonderful. Its very good to hear your nice voice again. 再次听到你的声音感觉很好。Haha,me, too.May I speak to Mark, please?Mark is busy at the moment. Mark 现在很忙。He sent me an Email (We met in fair
48、 days before), he knows me very well, I have something to talk to him, it is a little urgent, can you help me this time? 他之前有发过邮件给我， （我们之前在展会见过） ，他很了解我，我有事情跟他说，有点紧急，这次你能帮我么？OK, hold on, I will put you through.如何巧妙越过前台？1 与前台搞好关系，夸奖。2 与 mark 有过联系。3 适当说有点紧急。一直以来坚信，如果你对对方报以热情和善意，即便一开始可能得不到回应，但是慢慢的你会发现，即
49、使是冰心也会被融化，因为，人之初，性本善，所以，我们需要先放开，先对对方报之以热情，你会有善意的回应的，相信我。 1.如何克服拖延症3450 202017-09-08 21:00How to overcome procrastination? 如何克服拖延症？Have you ever had a task you need to complete but however urgent it may be, you just dont get on and do it? The only thing that seems to work is to: Do it now.你曾经完成过你需要完成的任务吗？但是不管它多么紧急，你就是不去做它？唯一能起作用的是：现在就做。But many people lose sight of this basic skill. Its not that we dont know that we should do things now;its that weve forgotten how.但是许多人忽略了这个基本技能。不是我们不知道我们现在应该做什么，而是我们忘记了怎样做。1 Make your deadline.设定你的截止日期。Most people would s
