1、1CONTENT 目录1. Business Profile业务推广2. Product Promotion推销产品3. Sample Request索取样板4. Quotation报价5. Negotiation商议价钱6. Ordering 订购7. Delivery 运送8. Payment 付款9. Agency委托及代理10. Complaint投诉Useful Vocabulary应用单字附录1. 各国货币名称2. 常用出入口单字缩写3. 地名与人称4. 包装形状1. Business Profile业务推广 A 实用语句21. We are well established as
2、 a trading company of quality kitchenware, and enjoy a very good reputation.我们是一间建立良好的贸易公司,专营高质素而享盛名的厨房用具.(Reputation 解作名誉、名声,可用“GOOD“或 “High“ 来形容,均表现好的声望,很适合形容公司的可信性.另外 ,Reputable(Adjective,形容词),即“声誉好的“亦有相同效用,例如“Reputable company“或“Our company“或“Our company is reputable in the pharmaceutical indust
3、ry“(我们的公司在药业内声誉很好的).2. We have been established for five years and have a very good reputation in this field.我们己创业五年业在同行中享有很好的声誉.3. May we introduce ourselves as a manufacturer of leather shoes and gloves?我可以自我介绍为一间皮鞋及皮手套的生产商吗?4. We have 20 years experience of dealing mainly in electronic watches, W
4、ed like to see whether we could get a chance to cooperate with you.我们经营电子手表己有二十年的经验.我们希望有机会和贵公司合作.(“Engage in“解作从事,后面跟踪的是一个业务统称或一个活动,例如: “engage in trade“(从事贸易)或“engage in producing watch“(从事表的生产).但不能用“engage in watch“.相反, “Deal in“解作交易,则能尾随一种产品,例如: “Deal in plastic products”(经营塑料制品).5. We have been
5、 engaged in producing micro-electronic components for six years .We are honored to introduce our new products to you.我们从事生产微电子配件达六年.能为阁下介绍我们的产品是我们的荣幸.6. We are experienced in exporting plastic ware to Eastern Europe and now hope to open a credit account with you.我们对出口塑料用品到西欧很有经验,而现正希望跟贵公司开启交易.(“Open
6、 a credit account“即 “与开启贸易“,当初次跟对方见面,说明来意有助相方往后的讨论.另外“Have transactions with“(与建立贸易关系)亦有同一意思,但上述各句子均表现得非常有礼,较适用初次见面.7. Our company is an experienced trader of consumer products in Hong Kong and we have good connections with the local wholesalers.我们是在香港中一间经验丰富的消费产品贸易公司,我们希望能跟本地大批发商建立良好的联系.(“Sole agen
7、t“ 是独家代理商,是某产品在某地的唯一代理商,亦可说成是“Exclusive representative“).8. As a sole agent of many well known brands of electronic appliances .We are confident that we can satisfy your requirements.作为一间多种著名电器的独家代理商,我们很有信心能满足你的要求.9. We are big wholesalers of leather products and we would like to enter into business
8、 relations with you.本公司是皮具的大批发商,并希望能与贵公司建立交易关系.10. We are Hong Kong based traders dealing with various textile products and we are familiar with the China market.我们是扎根和港的贸易公司,经营不同的纺织品, 而品对中国市场非常熟识.3B.常见对话A: How do you do, Mr. Brown? My name is Susan Lai. I am the representative of ABC Company. Here
9、is my name card.你好,布尼先生 .我的名字是黎苏珊 .我是 ABC 公司的代表 .这是我的名片.B: Nice to meet you, Miss Lai. What can I do for you?很高兴认识你,黎小姐. 有什么可以为你效劳?A: We deal in leather goods, such as gloves, suitcases and handbags. I am here to see whether we can build up our business.我们是经营皮具的,例如手套、皮箱及手袋. 我来是看看我们有没有机会建立商机.B: Can y
10、ou tell me the background of your company?你可以告诉我贵公司的背景?A: Of course. We have three hundred employees who work in 15 production lines in Shenzhen. Our products have enjoyed successful sales wherever they have been introduced.当然可以.我们于深圳的十五条生产线有三百名员工.而我们的产品不论在那个市场上均有很好的销路.B: Do you have any catalogues?
11、 你有没有带目录来?A: Yes, here they are.有,这就是了 .B: Thank you. Does this show the fill range?谢谢你.这便是你们所有的产品吗?A: No. We have hundreds of items, but these are the lists of the most popular ones.不是.我们有数百个项目, 但这些是最受欢迎的.B. Well. I think I need some time to look at these catalogues. Ill call you as soon as have ma
12、de a decision.好的.我想我需要一些时间去看看这些目录. 我有决定会实时通知你.A: All right. We will look forward to receiving your order.好的.我们期待你的惠顾.C.相关词汇Deal in 经营Goods 货品Product 产品Manufacturer 生产商Supplier 供货商Experience 经验Representative 代表Business relation 贸易关系Wholesaler 批发商Reputation 信誉Export 出口Import 入口Engage in 从事4Well Establ
13、ished 建立良好Trade 贸易Foreign 外地Local 本地Introduce 介绍Recommendation 推荐Market 市埸2. 推销产品Product promotionA 实用语句1. May I introduce our latest products to you? I believe they might be of interest to you.我可以为你介绍我们的最新产品吗?我相信你会感兴趣.2. Would you like to have a look at our catalog covering the complete line of our
14、 goods?你想看看我们的全线产品的目录吗?(“Complete line of goods “是全线货品, 跟“full range of products“的用法一样.如想表达部分产品,则可用“Some of“或 Part of ).3. The official authority certifies our products for safety and we guarantee their high quality.有关当局己为我们的产品批出证书,我们保证它的品质优良.4. We are capable of providing the high quality goods and
15、 after sale services.我们能够提供高质素的货品和一连串售后服务.5. I am sure that you will be impressed with this advanced design.我肯定你会对此先进设计有深刻印象.6. We are certain that the quality of this product will give you full satisfaction.我们可以肯定这产品的质素能令你满意.(“Satisfaction“是满足的名词,可以“full“或“greatest“来形容.另外, 亦用“satisfactory“(Adjectiv
16、e,形容词)来表达, 例如: “The quality of the goods are satisfactory. “(货品的质素是令人满意的).7. Our goods are of the best materials and excellent workmanship, and are second to none in design and durability. 我们的产品具最好的质地和最优秀的手工,而且在设计和耐用程度上是无人能及的.(“second to none “即无人能及 ,是对自己商品的信心保证,跟“We are the best. “意思相同,都是认为自己是最好的.但
17、前者是非正式的用法, 所以多用于会话而非文书上.)8. Large orders are now pouring in from China and the market here is also very strong.目前有大量的订单来自中国,而且本地市场非常坚强. (“The market here is strong. “中的 marker 并非解作真正具实体的市场, 而是解作对货品的需求,即销路(The demand for goods),所以可以用 Strong 来形容销路强劲 .而”No market 即没有销路).9. We believe that the high qual
18、ity of our goods will make you place a trial order with us.我相信我们高质素的产品能令你试购.10. These products are slightly higher in price than those produced by the other manufacturers, but were sure that they are far better in quality.这些产品在价钱上是比其它生产商稍高,但我们肯定我们的质素远超他人.B. 常见对话5A: I wonder if you might be intereste
19、d in some of our companys sweaters.我想你可能对我们公司的毛衣有兴趣.B: The designs are very special.它们的设计很特别.A: Yes. Thats why they are meeting with great favor in the European market. Their price and quality are both competitive.是的.所以它们在欧洲市场非常受欢迎. 它们的价钱和品质都极具竞争力.B: Can I see what you have?我可以看看你的东西吗? A: Sure. This
20、 is a very special fabric.当然可以.这是很特别的布料.B: What do you mean?你的意思是什么?A: This synthetic fabric is produced by our research department. A series of tests confirmed the high quality . You can feel that it is extremely soft.这是由我们研究部门生产的混合纤维.一系列的测试己证明其高质.你可以感觉到它是特别柔软的.B: Can I see a sample of your product
21、s ? 我可以看看你的产品的样板吗? A: Of course . Would you like to see our showroom / I am sure our products meet the standards you expect.当然可以.你想看看我们的展览室吗?我相信我们的产品能符合你的标准.C. 相关词汇Complete line 全线Material 质料Durable 耐用Satisfaction 满意Excellent 优越Standard 规格Workmanship 手工Guarantee 证书Best 最好Promise 承诺Demand for 对的需求Com
22、pete with 与竞争High competitive 高竞争力Grade 等级High quality 高品质Advanced 先进Steady 穏定Cooperate 合作After sale service 售后服务63.索取样板Sample Request A. 实用语句1. Would you please send us your catalogue and best terms for this new product ?你可以将你们的目录和产品的最好销售条件寄给我们吗?(Terms 指条款,是报价上的条件,主要包括限期,价目及数量,但也有一些是特殊情况的规定.Best Te
23、rms 即指最好的条款,是暗示对方给予最优惠的条件,主要指的是价格,故是间接表达想要较低的价钱).2. Please send us samples of the waterproof cloth that you can supply from stock.请将你们存货中防水衣的样本送给我们.3. We would like to have samples of various sizes of your latest leather jackets together with the lowest price .我们想要你们最新皮衣各种尺码的样皮以及最低的价格表.4. We are loo
24、king for a quality chemical fiber .would you please send us a sample at your earliest convenience ?我们正寻找化学纤维.你可以从速将你们的样品寄给我们吗?(“At your earliest convenience“意指“ 在阁下最快而又方便的情况下“,是一种有礼的催促方法,令对方不会有被脋迫的感觉,而又会感到事情的紧急.5. We would like to ask whether you could give us the catalogues of any new models of swi
25、msuit .我想问你们能否将最新的泳装款式目录寄给我们.6. We would appreciated if you could send us a sample of your new product .如果你们能将最新产品的样品送给我们,我们会很感激.7. We should be glad if you would send us a copy of your latest catalogue.如果你们能给最新的目录我们,我们会很高兴.8. We are looking for the items that we faxed to you and would be grateful i
26、f you could send samples of the same .我们正寻找传真给你的项目,如贵公司能寄相同货物的样品给我们,我们会很高兴. 9. Will you kindly send us samples of the latest items of your company ?你能将贵公司最新项目的样品送给我们吗?10. We have seen your advertisement in the newspaper for you latest product ,and we should like to have a sample thereof .我们看到贵公司刊登在报
27、纸广告上的最新产品,希望能得到有关的样品.B. 常见对话A: I have brought you our catalogue. Would you like to have a look at it?我带了我们的目录给你.你想看看吗?B. Certainly. Could you please show me the price list?当然.你可以给我看看价目表吗? A: Sure. Here it is. 当然可以.这就是了.B: Well. The price is quite reasonable. Have you brought any samples along with y
28、ou?这价钱看来很合理.你有带样板来吗?A: No. But I can send them to you tomorrow.7没有.但我明天可以送来给你. B: Could you make it today ? I will be leaving Hong Kong tomorrow.你可以今天送来吗?我明天离开香港了.A: All right . Can I send them to you by five ? 好的.我可以在五时前送来吗?B: That is great .那很好.A: If you have any inquiries about the samples , plea
29、se let us know .如果你对样板有任何疑问,请让我们知道.B: Ok. Thank you. 好的.谢谢你 .C. 相关词汇Sample 檥品Commodity 日用品Demonstration 展示样品 Exhibition 展览Model 样式 Design 设计Require 要求Send 寄予Color 颜色Type 种类Various 各种Specimen 样板Showroom 展示室Particular 特定Catalogue 目录Brochure 小册子Pattern 花样Code 代号New arrival 新货Item 项目4.报价QuotationA. 实用语句
30、1. This is the best offer we can make at present and we believe that you will accept it at once .这是我们现时能给予的最好报价,并相信贵公司会实时接受.2. We are pleased to send you the latest catalogue of our products with their quotations and discounts .我们很高兴能奉上我们最新产品的目录、报价以及折扣.3. This quotation is for a minimum quantity of
31、100 dozen.8这个报价的最低订购额是百打.(Minimum quantity,最低数量,是当少额订单对卖家不利时,卖家所设立的最少订购数额.亦可用 Minimum order 来表达 ).4. We have already sent you our quotations ,which are open for one month only.我们己将报价奉上,并会保持一个月的有效期.5. The price of this product will be revised soon because of the recent rise in the cost of materials .
32、这产品的价钱将很快被调整,因为近日原料的价格上升.6. May we offer you the new model of electronic organizer we have recently developed ?我们可以为你提供最新发展的电子记事簿的报价吗?7. We will withdraw this offer if it is not accepted within two months .如果此报价在两个月内不被拉纳,我们会将之撤销.8. We believe that you will accept our offer and we will keep it open a
33、gainst your reply by fax.我们相信贵公司会接受我们的报价,并会保持其效力直至收到贵方的传真回复.(Free offer 跟 firm offer 之分别, 在于前者之条款并未落实限期;后者则具有承诺期限,限期一过,报价便失去效力 .在表达 Free offer 时,可以用“keep the offer open“以示报价持续有效).9. Thank you for your quotation of February 11 for the new design of leather wallets and we are pleased to accept your of
34、fer .谢谢你们于二月十一日为最新皮银包款式所报的价格,我们很乐意接受这报价.10. We accept the terms quoted in your offer of February 11 and we have pleasure in placing our order .我们接受贵方二月十一日报价上的条款并很乐意落实订单.B. 常见对话A: We have not yet been favored with your order and we would like to ask if you have made a decision.我们尚未接到贵公司的订单,因此我们想冒昧地问及
35、你的决定.B: Well. Can you tell me what is the minimum order we should place?好的.你可以告诉我们最低的订购是多少呢?A: Referring to the quotation .We sent you, The price is for a minimum order of 5000 sets.依据我们给你的报价表,那价格的最低订购数量是五千套. B: What is the price if we order 1000 sets?那么如果我们订一千套,价钱是多少?A: In this case, we can give yo
36、u 5% discount. We have already quoted our lowest price .这情况我们会给你九五折优惠.我们己将最低的价格报上.B: Well, I will have to discuss it with head office. Could you keep the offer firm for three days?好的.我需要跟总公司讨论. 你们能在三天后才确定报价吗?A: Certainly. We believe that you will accept our offer and we will keep it open against you
37、r reply by fax.当然可以.我相信你会接受我们的报价, 而此价格必须在收贵公司的传真回复后, 方为有效.B: Thank you.麻烦你.A: If you have any questions about the terms, Please do not hesitate to let us know.如果你对条款有任何疑问,请不要迟疑, 让我们知道.9C 相关词汇Quotation 报价Cost 成本Term 条款Accept 接受Withdraw 撤销Free offer 未限定期报价Confirmation 确定Reply 回复Special offer 特别优惠Effec
38、tive 生效Official 正式的Offer on sale or return 允许退货的报价Valid 有效Under quote 开价低Firm offer 确定报价Expired 过期Counter offer 还价Minimum 最少Maximum 最多Quantity 数量5.商议价钱NegotiationA .实用语句1. Thank you for your quotation of February 11.We would like to know whether you could give us a better price for the product if we
39、 placed an order for 1000 sets.谢谢你于二月十一日给我方的报价.我们想佑道假若我方落实一千套的订单,贵方能否给予我们较优惠的价钱.(Better price 是较好的价钱,是一般议价时买方提出的要求,在开始议价时不会说出实际所要求的价格, 使大家都有商量的空间. 另外, “favorable offer“亦有相近意思.2. The products you offered are much higher in price than those of other manufacturers.贵方所报的价格比其它生产商要高出很多.3. We cannot accept
40、 your offer immediately because your price is relatively higher than that if other suppliers.我们不能立即接受贵方的报价,因为你们的价格相对其他供货商要高.4. We would like to know if you could offer us a 5% discount on the list price. 我们想知道你们会否从价格表中给予九五折的优惠.5. The minimum order of 500 dozen is too large for us. We are not plannin
41、g to buy a large quantity from one company at a time.10最低订购额为五百打对我们而言实在太多了.我们不打算在同一家公司购入大量货品.6. If you can give us a 5% discount, we have in mind an order for 1000 dozen of these products.如果贵方给予我们九五折优惠,我们会打算订购一千打这些产品.7. The price you suggested is far lower than that in the general market.你建议我价格实在低于一
42、般市场太多了.(Market 在这里解作市面,General market 即市面下的一般情况.这表达了对方价格比一般的要求高,而不只是对自己公司而言. 但在提出这说法前, 最好先作好一般市价的调查,以令对方信服).8. In fact, We are offering our products at the lowest possible price.事实上,我们己报上可能的最低的价格了.9. We appreciate the large order that you would give us, But the discount you suggested is beyond our r
43、each.我们很感谢贵方的大量订购,但你建议的折扣优惠我们实在无能为力.(Reach 可解作范围, “Out of ones reach“指超出所及之范围,即指力所不能及.一般拒绝对方的要求时,总不能只以 “cannot 此等决绝的对方的要求时,总不能只以“cannot“此等决绝的词汇.10. A 5% discount is the best we can offer you because of a rise in the labor cost .由于人工上涨,九五折己是我们可以给予的最大优惠了.B. 常见对话A: How much are you asking for it ?它的价钱是
44、多少?B: We can quote you a price of 70 dollars per dozen.我们可以给你每七十元.A: Would you consider making us a more favorable offer ?你们愿意考虑给我们更有利的价钱吗?B: It depends on the quantity you would like to order .那要视乎你订购的数量.A: If you can give us a 10% discount ,we have in mind an order for 1000 dozen of this product .
45、如果你们能给我们九折优惠,我们会打算订一千打这产品.B: We appreciate the large order that you would give us , But the discount you suggested is beyond our reach .我们很感谢贵方的大量订购,但你建议的折扣优惠我们实在无能为力.A: But the price you offered is rather high.但你提出的价钱实在太高了.B: A 7% discount is the best we can offer you. In fact , Our products are th
46、e most suitable for your market .Would you please think about the benefit you will get ?我们能给予的最优惠价钱是原价的九三折.事实上,我们的产品最适合你的市场. 请你考虑你们将可获得的利润.A: Well. Let us think about it.好的.让我们想想吧 .C.相关词汇Negotiation 商议11Price 价钱 Discount 折扣Reduction 减价Possible 可能Appreciate 感激Peak season 旺季Slack season 淡季Grand sale 大减价Profit 利润Average 平均Refuse 拒绝Receive 接收At pre