广交会常识由刀豆文库小编整理，希望给你工作、学习、生活带来方便，猜你可能喜欢“广交会须知”。
1）最SB的问题：你有相关经验吗？懂不懂我们行业的知 识？
这个问题相信100％的同学都会说“有”，但后半段怎么回答？我看见很多同学都回答类似“你如果资料请先给我准备，基本没 有问题。”等等，但这个答案往往不是老板期待的，或者说是没有说服力的。我认为较好是“可以，请你现在把目录给我看看，我给你翻译一下。” 尽管你 可能真的心里一点底都没有，但请先不要害怕，老板首先喜欢有自信的人；其次，因为图册是很容易看明白的，他们顶多让你看一些零件或者参数等让你翻译。首先 可能先让你说上一段公司简介的英翻中或中翻英，说得流利点，数字、年份、产品这些基本信息这些不要搞错就好了（因为这种老板通常自己不懂英文，不敢让你翻 长篇大论，怕自己被蒙了），物体的话请按你的生活常识去猜；参数的话请根据数学常识、缩写联想和数字的单位猜，而且不要支吾太久，起码打上70％以上擦边 球！
2）你有过相关行业的广交会经验？你做什么工作的给说说？
这个问题要如实回答。举例：即使大家都 是做机电产品，你的老板搞生产线，但你只做过的是电动机，看似风马牛不相及，你可以如实说，但要说得详细，例如你曾经做过的电动机，堵阻电流、额定功率、单相三相这些怎么说，你都要在他面前掉一下书包，因为这些很多东西都是相关的，有些名词他即使一句英文都不会，但一听就会明白，马上会在茫茫人海中增强对 你的信心。
另外再多口说一句，如果你曾经做过广交会，一定要拿上一两份你老板的目录或者他的隔壁摊位的目录，下次举牌的时候把这些目录show出 来，比你拿着一个网届的入场证好多了。3）你之前在广交会上都具体做了些什么工作？
问完这个问题，如 果合适，一般老板们的问题到此完结了，接下来会谈薪水问题，自己执生吧。所以这个问题要言之有实，而且要注意对其他的问题留个后路。相信大家的回答不外乎 是：“接待外国来宾、介绍推广产品、报价、协同解释和签属成交意向书书/合同”云云，但回答的时候最好具体一些，提供多一些信息：你之前接待过的来宾主要 是哪里的啊，报价是用什么条款的多，推介产品你是怎么让客户增强信心啊，大约协助前老板签过多少货额的合同/意向订单等等。反正目的要明确，让人觉得你不 是信口开河蒙混过关的。
4)接下来就是外 贸常识了，这里我只提供问题，大家动手去找正确答案吧。一般能问这样问题的老板，都是经验丰富老奸巨猾的，而且可能也懂英文。二期的时候我就遇到这样一个 四川女，用全英面试的，但我发现很多同学做了那么多届广交会都还不知道这些问题的答案，特意提个醒：
a）价格条款：FOB/CNF/CIF（最常用的几个）有什么不同？ 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LC等等）
d）包装：一个20'/40'/40HQ的CBM有多少？（提醒：注意是实用 CBM和重量）
e）国际单据类，是否知道什么是B/L, C/O, FORM A / FORM E, CIQ, SHIPPING MARK?(这个问题其实我也是做外贸后才懂，不过那个四川女真的问到了）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？
问好
1.Good morning/afternoon/evening./May I help you? /Anything I can do for you? 2.How do you do? /How are you? /Nice to meet you.3.It‟s a great honor to meet you./I have been looking forward to meeting you.4.Welcome to China.5.We really wish you'll have a pleasant stay here.6.I hope you‟ll have a pleasant stay here.Is this your fist visit to China? 7.Do you have much trouble with jet lag?
机场接客
1.Excuse me;are you Mr.Wilson from the International Trading Corporation? 2.How do I addre you?
3.May name is Benjamin liu.I‟m from the Fuzhou E-fashion Electronic Company.I‟m here to meet you.4.We have a car an over there to take you to you hotel.Did you have a nice trip? 5.Mr.David smith asked me to come here in his place to pick you up.6.Do you need to get back your baggage?
7.Is there anything you would like to do before we go to the hotel?
相互介绍
1.Let me introduce my self.My name is Benjamin Liu, an Int‟l salesman in the Marketing Department.2.Hello, I am Benjamin Liu, an Int‟l salesman of FUZHOU E-FASHION ELECTRONIC COMPANY.Nice to meet you./pleased to meet you./ It is a pleasure to meet you.3.I would like to introduce Mark Sheller, the Marketing department manager of our company.4.Let me introduce you to Mr.Li, general manager of our company.5.Mr.Smith, this is our General manage, Mr.Zhen, this is our Marketing Director, Mr.Lin.And this is our RD Department Manager, Mr.Wang.6.If I‟m not mistaken, you must be Mi Chen from France.7.Do you remember me? Benjamin Liu from Marketing Department of PVC.We met several years ago.8.Is there anyone who has not been introduced yet? 9.It is my pleasure to talk with you.10.Here is my busine card./ May I give you my busine card?
11.May I have your busine card? / Could you give me your busine card?
12.I am sorry.I can‟t recall your name./ Could you tell me how to pronounce your name again? 13.I‟ am sorry.I have forgotten how to pronounce your name.小聊
1.Is this your first time to China?
2.Do you travel to China on busine often? 3.What kind of Chinese food do you like?
4.What is the most interesting thing you have seen in China? 5.What is surprising to your about China? 6.The weather is really nice.7.What do you like to do in your spare time? 8.What line of busine are you in?
9.What do you think about…? /What is your opinion?/What is your point of view? 10.No wonder you're so experienced.11.It was nice to talking with you./ I enjoyed talking with you.12.Good.That's just what we want to hear.确认话意
1.Could you say that again, please? 2.Could you repeat that, please? 3.Could you write that down?
4.Could you speak a little more slowly, please? 5.You mean…is that right? 6.Do you mean..?
7.Excuse me for interrupting you.社交招待
1.Would like a gla of water? / can I get you a cup of Chinese red tea? / How about a Coke? 2.Alright, let me make some.I‟ll be right back.3.A cup of coffee would be great.Thanks.4.There are many places where we can eat.How about Cantonese food? 5.I would like to invite you for lunch today.6.Oh, I can‟t let you pay.It is my treat, you are my guest.7.May I propose that we break for coffee now? 8.Excuse me.I‟ll be right back 9.Excuse me a moment.告别
1.Wish you a very pleasant journey home? Have a good journey!
2.Thank you very much for everything you have done us during your stay in China.3.It is a pity you are leaving so soon.4.I‟m looking forward to seeing you again.5.I‟ll see you to the airport tomorrow morning.6.Don‟t forget to look me up if you are ever in FUZHOU.Have a nice journey!
约会
1.May I make an appointment? I„d like to arrange a meeting to discu our new order.2.Let‟s fix the time and the place of our meeting.3.Can we make it a little later?
4.Do you think you could make it Monday afternoon? That would suit me better.5.Would you please tell me when you are free? 6.I‟m afraid I have to cancel my appointment.7.It looks as if I won‟t be able to keep the appointment we made.8.Will you change our appoint tomorrow at 10:00 to the day after tomorrow at the came time? 9.Anytime except Monday would be all right.10.OK, I will be here, then.11.We'll leave some evenings free, that is, if it is all right with you.市场销售
客户询问
1.Could I have some information about your scope of busine? 2.Would you tell me the main items you export? 3.May I have a look at your catalogue?
4.We really need more specific information about your technology.5.Marketing on the Internet is becoming popular.6.We are just taking up this line.I‟m afraid we can‟t do much right now.回答询问
7.This is a copy of catalog.It will give a good idea of the products we handle.8.Won‟t you have a look at the catalogue and see what interest you? 9.That is just under our line of busine.10.What about having a look at sample first?
11.We have a video which shows the construction and operation of our latest products.12.The product will find a ready market there.13.Our product is really competitive in the world market.14.Our products have been sold in a number of areas abroad.They are very popular with the users there.15.We are sure our products will go down well in your market, too.16.It‟s our principle in busine “to honor the contract and keep our promise”.17.Convenience-store chains are doing well.18.We can have anther tale if anything interests you.19.We are always improving our design and patterns to confirm to the world market
20.Could you provide some technical data? We‟d like to know more about your products.21.This product has many advantages compared to other competing products.22.There are certainly being problems in the sale work at the first stage.But suppose you order a small quantity for a trail.23.I wish you a succe in your busine transaction.24.You will surely find something interesting.25.Here you are.Which item do you think might find a ready market at your end? 26.Our product is the best seller.27.This is our newly developed product.Would you like to see it?
28.This is our latest model.It had a great succe at the last exhibition in Paris.29.I‟m sure there is some room for negotiation.30.Here are the most favorite products on display.Most of them are local and national prize products.31.The best feature of this product is that it is very light in weight.32.We have a wide selection of colors and designs.33.Have a look at this new product.It operates at touch of a button.It is very flexible.34.this product is patented
35.The functioning of this software has been greatly improved.36.This design has got a real China flavor.37.The objective of my presentation is for you to see the product‟s function.38.The product has just come out, so we don‟t know the outcome yet.39.It has only been on the market for a few months, bust it is already very popular.品质
1.We have a very strict quality controlling system which promises that goods we produced are always of the best quality.2.You have got the quality there as well as the style.3.How do you feel like the quality of our products?
4.The high quality of the products will secure their leading status in the market place.5.You must be aware that our quality is far superior to others.6.We pride ourselves on quality.That is our best selling point.7.As long as the quality is good.It is all right if the price is a bit higher.8.They enjoy good reputation in the world.9.When we compare prices, we must first take into account the quality of the products.10.There is no quality problem.Quality is something we never neglect.11.You are right.It is good in material, fashionable in design, and superb in workmanship.12.We deliver all our orders within one month after receipt of the covering letters of credit.13.Do you have specific request for packing? Here are the samples of packing available now, you may have a look.14.I wonder if you have found that our specifications meet your requirements.I‟m sure the prices we submitted are competitive.Sample Text
价格
客人询价
1.Will you please let us have an idea of your price? 2.Are the prices on the list firm offers? 3.How about the price/ How much is this?
我们报价
4.This is our price list.5.We don‟t give any commiion in general.6.What do you think of the payment terms?
7.Here are our FOB prices.All the prices in the lists are subject to our final confirmation.8.In general, our prices are given on a FOB basis.9.We offer you our best prices, at which we have done a lot busine with other customers.10.Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP?
11.This is the pricelist, but it serves as a guide line only.Is there anything you are particularly interested in?
客人还价
12.Is it poible that you lower the price a bit?
13.Do you think you can poibly cut down your prices by 10%? 14.Can you bring your price down a bit? Say $20 per dozen.15.It‟s too high;we have another offer for a similar one at much lower price.16.But don‟t you think it‟s a little high? 17.Your price is too high for us to accept.18.It would be very difficult for us to push any sales it at this price.19.If you can go a little lower, I‟d be able to give you an order on the spot.20.It is too much.Can you discount it?
拒绝还价
21.Our price is highly competitive./ this is the lowest poible price./Our price is very reasonable.22.Our price is competitive as compared with that in the international market.23.To tell you the truth, we have already quoted our lowest price.24.I can aure you that our price if the most favorable.A trial will convince you of my words.25.The price has been cut to the limit.26.I‟m sorry.It is our rock-bottom price.27.My offer was based on reasonable profit, not on wild speculations.28.While we appreciate your cooperation, we regret to say that we can‟t reduce our price any further.接受还价
29.Can we each make some conceion?
30.In order to conclude busine, we are prepared to cut down our price by 5%.31.If your order is big enough, we may reconsider our price.32.Buyer wish to buy cheap and sellers wish to sell dear.Everyone has an eye to his own benefit.33.The price of his commodity has recently been adjusted due to advance in cost.34.Considering our good relationship and future busine, we give a 3% discount.订单
客人询问最小单数量
35.What‟s minimum quantity of an order of your goods?
询问订货数量
36.How many do you intend to order?
37.Would you give me an idea how much you wish to order from us? 38.When can we expect your confirmation of the order? 39.As our backlogs are increasing, please hasten the order.40.Thank you for your inquiry.Would you tell us what quantity you require so that we can work out the offer?
41.We regret that the goods you inquire about are not available.客人回答订单数量
42.The size of our order depends greatly on the prices.43.Well, if your order is large enough, we are ready to reduce our price by 2 percent.44.If you reduce your price by 5, we are going to order 1000sets.45.Considering the long-standing busine relationship between us, we accept it.46.This is a trial order;please send us 100 sets only so that we may test the market.If succeful, we will give you large orders in the future.47.We have decided to place an order for your electronic weighing scale.48.I‟d like to order 600 sets.49.We can‟t execute orders at your limits.感谢下单
50.Generally speaking, we can supply form stock.51.I want to tell you how much I appreciate your order.52.Thank you for your order of 100 dozen of the shirts.We aure you of a punctual execution of your order.53.Thank you very much for your order.交货
客人询问交货期
54.What about our request for the early delivery of the goods? 55.What is the earliest time when you can make delivery? 56.How long does it usually take you to make delivery? 57.When will you deliver the products to us? 58.When will the goods reach our port? 59.What about the method of delivery?
60.Will it poible for you to ship the goods before early October?
答复交货期
61.I think we can meet your requirement.62.I „m sorry.We can‟t advance the time of delivery.63.I‟m very sorry for the delay in delivery and the inconvenience it must have caused you..64.We can aure you that the shipment will be made not later than the fist half of May.65.We will get the goods dispatched within the stipulated time.66.The earliest delivery we can make is at the end of September.客人要求提早交货
67.You may know that time of delivery is a matter of great important.68.You know that time of delivery if very important to us.I hope you can give our request your special consideration.69.Let‟s discu the delivery date first.You offered to deliver the goods within six months after the contract signing.70.The interval is too long.Could we expect an earlier shipment within three months?
稳住客人
71.We shall effect shipment as soon as the goods are ready
72.We will speed up the production in order to ship your order in time.73.If you desire earlier delivery, we can only make a partial shipment.74.But you‟d better ship the goods entirely.75.We‟ll try our best.The earliest delivery we can make is in May, but I can aure you that we‟ll do our best to advance the shipment.76.I‟m afraid not.As you know, our manufacturers are full and we have a lot of order to fill.77.I‟ll find out with our home office.We‟ll do our best to advance the time of delivery.78.Thank you very much for your cooperation.79.I believe that the products will reach you in time and in good order and hope they will give you complete satisfaction.签单
签单前建议
1.Before the formal contract is drawn up we‟d like to restate the main points of the agreement.2.We can get the contract finalized now.3.Could you repeat the terms we‟ve settled?
4.It is very important for us to abide by contracts and keep good faith.5.Have you any questions as regards to the contract? 6.I‟d like to hear your ideas about the problem.7.I think it is better to have a good understanding of all clauses before signing a contract.8.Do you have any comment to make about this clause?
9.Do you think the contract contains basically all we have agreed on during negotiations? 10.Everything has been arranged well.I hope the signing of the contract will go smoothly.
