功夫外贸⼴交会英语情景对话集锦（上）
秋季⼴交会马上⼜要到了，应关注功夫外贸公众号的粉丝要求，猫熊哥这⾥根据⾃⼰多年来参加⼴交会的经验，和在⼴交会期间经常⽤到的⼴交会英语。
经过整理编辑，推出功夫外贸⼴交会外贸业务员参展实⽤英语情景对话集锦，希望对那些即将参加⼴交会的朋友⼀定的帮助：
1. 当有客商在展位前经过或驻⾜向摊位⾥瞭望时，你应该微笑着跟他们打招呼，hello，good morning；嗨，早上好！Good afternoon.下午好！How do you do?你好！How are you?你好！
2.当客户⾛进我们摊位时，我们应该迎过去微笑着说：welcome you visit our booth.欢迎光临我们展位。
Nice to meet you here in our booth.很⾼兴在我们展位见到你。
It’s a great honor to meet you at our booth.⾮常荣幸在我们展位见到你。
3.很多⼴交会客户会不看你的展品，不进⼊你的摊位，更不和你谈产品，⽽是直接和你索要你们公司的样本，或者产品⽬录的CD或者U盘。客户会这么和你说：Can I have your catalogue?我可以要你们的样本吗？
May I have a look at your catalogue?我可以看看你们的样本吗？
我可以看看你们的样本吗？
do you have your company brief CD?你们有你们公司简介的CD吗？do you have CD catalogues?你们有CD样本吗？
can you give me your company catalogue?你能给我你们公司的样本吗？
4.你应该提前多准备些样本，并把你的名⽚订在样本的封⾯上。你把样本递给客户说：
This is our company’s products catalog（CD catalogue） and this is my name card. It will give you a general idea ofthe products we handle.
这是我们公司产品的样本（CD样本），这是我的名⽚，从样本中你会了解到我们所经营的产品概况。当客户拿到你的样本要⾛时，你可以这样提醒客户：
Won’t you have a look at our catalogue and see what interest you?你可以看看我们的样本，看看你对什么感兴趣。这样有可能把客户留下，并进⼊你的摊位。然后你要马上和客户索要名⽚，否则他就⾛了：could you give me your name card?您可以给我您的名⽚吗？
当客户看完你的样本后，如果有他⾮常感兴趣的产品是，他会这么问：We really need more specific information about this products in your catalogue.我需要样本⾥这款产品的详细信息。
这就需要你对你的产品⾮常熟悉，才能马上做出⾮常专业的解答，否则，你就会在客⼈⾯前显得不专业，客户就会离你⽽去。
所以，猫熊哥还是那句话，熟悉产品，熟悉产品还是熟悉产品的英⽂资料。5.你或者直接双⼿递给客户你的名⽚，并说：Here is my business card.这是我的名⽚。here is my name card.这是我的名⽚。
这是我的名⽚。
6.你给客户名⽚后，⼀般客户会主动拿出他的名⽚作为交换，但是也要客户不愿意主动给出他的名⽚的，这时你要主动地跟他要名⽚说：
May I have your business card?我可以要你的名⽚吗？
Could you give me your business card?你能给我你的名⽚吗？can I have your name card?你能给我你的名⽚吗？
7.当客户给你名⽚时，要双⼿接过来，并认真看⼀下名⽚上客户的名字，公司名称，城市名称，国家名称，以便下⾯交流时⽤。
如果读不出客户的名字，你可以问客户：can you tell me How to pronounce your name?能告诉我如何读你的名字吗？
sorry, can you tell me how to speak your name?对不起，能告诉我如何读你的名字？how can I read your name?你的名字怎么读？
8.当客户直接奔向你们某款展品⾛去时，你要陪着客户过去并主动介绍产品，说：
our this products have been exported to many countries for more than XXX year.from our exhibiting samples you cansee that we are specialized in manufacturing and exporting this line products. and our products have a very goodreputation among our improters.
我们这个产品已经 XXX多年⼀直出⼝到很多国家，从展出的样品你可以看到我们是专业⽣产出⼝这类产品的，我们在我们进⼝商中有⾮常好的⼝碑。
I think it will also find a good market in your market.我认为它会在你们的市场上畅销。
9.如果客户还没有表现出对某款具体产品感兴趣时，你可以这么说：
would you like me to show you our exhibiting samples first, and then we can site down and talking about the specificitems which you interested.
我先带你参观⼀下我们的展出样品，然后我们坐下来再谈某些你具体感兴趣的产品如何？或者说：
What about having a look at our sample first?先看⼀看我们的产品吧？
如果你有在⼴交会上最好卖的产品，你也可以直接推荐给客户：This is our hot sale item. It had a great success at this canton fair.这是我们热卖商品，这款产品在这次⼴交会上收到⾮常成功效果。
10.当客户看完你的展品后，你可以先让客⼈在谈判桌前坐下，并给客户⼀些饮料，这么说：Would you like a glass of water?来⼀杯⽔如何？
can I get you a cup of tea?来⼀杯茶如何？How about a Coke?来⼀杯咖啡？客户可能回答说：
A cup of water would be great. Thanks.谢谢，⼀杯⽔吧。
11.接着进⼊正题，你会问客户：
How do you feel like the quality of our products?你觉得我们产品的质量怎么样？
当客户会表⽰展品质量还不错，或者未加评价时，你可以这么和客户说：
The quality of ours is as good as that of many other suppliers here in canton fair, while our prices are not high as theirs.
The quality of ours is as good as that of many other suppliers here in canton fair, 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参加⼴交会的供应商⼀样的好，⽽我们的价格却不象他们的那样⾼。你对哪个产品感兴趣？或者你也可以这么和客户说：
our products quality is our best selling point.我们产品的质量就是我们最好的卖点。Our product is the best seller.我们的产品就是最好的推销员。
We have a very strict quality controlling system which promises that goods we produced are always of the best quality.and You can see. It is good not only in material, fashionable in design, but also super in workmanship, if you buy ourproduct, You will got the best quality there as well as the fashional style.我们有⾮常严格的质量控制体系，以确保我们的产品⽣产始终是最好的质量。你可以看到，不仅材料好，款式新，⽽且⼯艺⾼超。
如果你买我们的产品，你将不仅得到最好的质量⽽且是最新的款式。或者说：
The high quality of the products will secure their leading status in the market place. You must be aware that our qualityis far superior to others who exhibit in canton fair. Heavy enquiries witness the quality of our products.
产品的⾼品质将确保在市场上的领先地位。你⼀定知道，我们的质量远远优于其他在⼴交会展出商的产品的。⼤量的询价就已经证明我们的产品质量了。
This product is now in great demand and we have on hand many enquiries from customers here in canton fair.这种产品现在需求量很⼤，我们⼿头上有很多来参加展会的客户的询盘。12. 当客户就某个具体产品询问价格时，他会这么说：Will you please let us have an idea of your price?你能给我们报你的价格吗？How about the price价格是多少？How much is this?这个多少钱？What about the price?这个价格是多少？
13.这时你可以这么回答客户说：
To a certain extent，our price depends on how large your order is. but In general, our prices are given on a FOB basis.在某种程度上，我们的价格得看你们的定单有多⼤。但是通常我们的报价都是FOB价。14.然后你可以把提前准备好的FOB价格表给客户并说:
This is the pricelist, but it serves as a guide line only. Is there anything you are particularly interested in we can discussthe price detaily.
这是价格表，但只供参考。如果有你特别感兴趣的商品，我们可以仔细谈论价格。或者这么说：
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。但是所有价格以我⽅最后确认为准。
15.客户看完你的价格表后会含蓄地表⽰让你降价，客户会这么和你说：
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。客户还会这么说：
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销你的产品。16.你这时可以这么回答客户说：
Our prices are most favorably quotations compare with other manufacturers. You’ll see that from our price sheet.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。然后你接着说：
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。
17,当然，要确定给客户降价, 你⼀定要先问客户的⼤概订货数量，这样好决定最后的降价幅度。你可以这么问客户：what’s your quantity in mind?你要多少货呢？或者：
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？或者：
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？或者：
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。How many quantity do you want?你们要多少数量？
How many do you intend to order?你打算订多少？
Would you give me an idea how much you wish to order from us?你能给我⼀个⼤致概念，你希望从我们这⼉订多少货？客户⼀般会这么回答你的问题：
The size of our order depends greatly on the prices.我们的订货数量很⼤程度取决于你的价格。
If you reduce your price by 5%, we are going to order XXXX sets.如果你能降价5%，我们将订 XXX套。
This is a trial order; please send us XXX sets only so that we may test the market. If successful, we will give you largeorders in the future.
这是⼀个试订单，请只给我发XXX套，以便我们测试市场，如果成功，我们将给您很⼤的订单。We have decided to place an order for your XXX product at xxxx PCS.我们已经决定订购你们的XXX产品XXXX件。I’d like to order 600 sets.我想订 600台。
18.如果客户的订货量⼩，或者他不打算第⼀次就⼤量订货，往往他会这么问你：What’s your minimum order quantity?你们最低订单量是多少？
What’s minimum quantity of an order of your goods?你们产品⼀个订单的最低订货量是多少？19.这时你就可以直接回答你们的最低订货量：
our minimum order quantity for each Iterm not less than XXX pcs我们每款产品的最低订货量不少于XXX件。
⼀般客户都能接受MOQ， 但是也有客户不能接受你们的最低订货量，他会这么说：We can’t execute orders at your limits（MOQ）我们不能订购你们最低订货量。20.当然你也可以主动建议客户说：What about placing a trial order to start?何不先从试订货开始？
21.客户往往看到你的价格表后，会开始⼤开杀戒，他要开始杀价了。
这时，你不要⽣⽓，更不要慌张，这说明客户真的看好你的产品了，他是真的想买你的东西了，所以他才会这样杀价,客户会这么杀价：
Is it possible that you lower the price a bit?是否可以降⼀点价格？
Do you think you can possibly cut down your prices by 10%?你可否降价10%？
Can you bring your price down a bit? Say $10 per dozen.你能否把价格降⼀些，⽐如每打10美⾦。
It’s too high; we have another offer for a similar one at much lower price.价格太⾼，我们有另⼀个⼀样的产品的报价，但价格却⾮常低。But don’t you think your price’s a little high?但是，你没有感到你的价格有点⾼吗？
Your price is too high for us to accept.你的价格太⾼我们没法接受
It would be very difficult for us to push any sales it at this price.在这个价格对我们来说⾮常困难推销你的产品。
If you can go a little lower, I’d be able to give you an order on the spot如果你可以降低⼀点价格，我就能当场给你下订单It is too much. Can you discount it?这价格太⾼了，你能给些折扣吗？
22.⾯对客户的杀价，不要急，你在参加展会前的准备⼯作是否充分,在这时就体现出来了。⽐如，你⼼⾥是否知道这个价格表最多能让利多少？
假如你们这个价格表最多让利10%，这时，你可千万别直接让利10%，那样你就惨了。那样你不但成不了单，⽽且客户还会得⼨进尺。你要这样步步为营地让价：⾸先和客户说：
While we appreciate your cooperation, we regret to say that our this prices is our best price, we can’t reduce our priceany further at smaller quantity order.
虽然我们感谢贵⽅的合作，但是很抱慊，我们的价格已经是最优惠价格，在订单数量很⼩的情况下不能再减价了，但是客户肯不能同意的，在客户⼀再要求降价的情况下，⽐如，你先让利2%，并和客户这样说：if your order not less than our minimum order quantity, we can give you 2% discount. this is to my best.如果你的订单数量达到我们的最低订货量，我们可以给你2%的折扣，这是尽我最⼤努⼒了。或者：Well, if your order is large than MOQ, we are ready to reduce our price by 2 percent.
好的，如果你的订单不少于最低订货量，我们准备给你2%的降价。如果客户欣然接受，那你就⼤赚了，但客户往往还会摇头说：
No. this price is still too high to acceptable.不，这个价格还是太⾼，我们不能接受。这时你要表现出⾮常为难的样⼦，然后和客户说：
Considering establishing good relationship with you and future business, we can give a 4% discount.考虑到和你建⽴友好的关系和未来的业务，我们可以给你4%的折扣。如果客户还是不满意,你可以这么说：
I do value the opertunity to estalish business relationship with you. In order to conclude business, I’m prepared to cutdown our price by 5%.if at this prices you can not agree, I’m sorry to say that i can not do nothing to help.
down our price by 5%.if at this prices you can not agree, I’m sorry to say that i can not do nothing to help.
我确实⾮常珍惜和你建⽴业务关系的机会，为了达成交易，我准备降价5%。如果在这个价格你还不同意，我很抱歉，我就没办法了。然后接着说：
come on, let’s each make some concession and meet halfway?我们各让⼀步，各让5%，好吗？
如果客户接受你的价格，那就是你⽐预定的最低价格还赚5%，如果客户还是不同意。你可以这么说：
If your order is not less than (10000 pcs) , we may reconsider to give you 7% discount.如果你能订10000件以上，我可以考虑给你7%的价格。
and as you know The price of this commodity will soon be adjusted upwards due to advance in cost.并且你知道，由于成本上涨的原因，这产品的价格马上要上调了。
and The price has been cut to the limit. and,I’m sorry. It is our rock-bottom price.并且这个价格已经降到极限了，对不起，这是我们的底价了。
按正常情况，到此，⼤多数客户都会接受你7%的降价了。这就是说，你还⽐最低价多赚3%。
但是，如果遇到的是印度，巴基斯坦等南亚客户，或者⾮洲客户时，他们还会没完没了，他们会继续杀价.这时要会看懂客户的肢体语⾔与表情，如果客户想⾛了，你必须马上做出反应，要先稳住客户，然后说：
OK. Let me check it with my boss to see if he can give you a special discount.Excuse me a moment. I’ll be right back.好吧，我联系⼀下我们⽼板，看他能否满⾜你的特殊价格，对不起，失陪⼀下，我马上回来 。然后拿着⼿机，到⼀⾓落假装给⽼板打电话，⼀会⼉回来和客户说：
OK. our boss like to give you our no benefit prices only to make you a friend. we agree to give you a 10% discountaccording to your request.and at this price already close to the costs of production.
好吧，我们⽼板为了交你这个朋友原因按评价给你，同意给你10%的折扣，按这个价格已经是我们的⽣产成本价了。这是最后的⼀招，这时，按照客户的要求降价10%。
这样，你保住了最多降价10%的底线，客户看到这么艰难得到的价格，他还以为捡到⼤便宜了。23.当然如果你们的价格已经是底价了，那就这么和直接和客户说：Our price is highly competitive.我们的价格相当有竞争⼒。this is the lowest possible price.这是最低的价格了
Our price is very reasonable.我们的价格⾮常合理。
Our price is competitive as compared with others in canton fair.我们的价格与⼴交会其他供应商⽐较是相当有竞争⼒的。To tell you the truth, we have already quoted our lowest price.实话告诉你，我们已经报的是最低价格。
I can assure you that our price is the most favorable. A trial will convince you of my words.我可以向你保证我们的价格是最优惠的，你试订货⼀次会证明我的话。
24. 如果客户就要求你降价3%。那你就直接接受客户的要求好了，并和客户说：Considering to establish long standing business relationship between us, we accept it.考虑我们之间的建⽴长期的业务关系，我们接受你的还价。25.当有的客户要求⽤CIF, CFR价格术语成交时，客户会这么说：could you offer us CIF (CFR) (NEW YORK) prices?你能给我们报CIF (CFR) 纽约的价格吗？
这⼜是检验你参加展会前的准备⼯作是否做得充分，如果你展会前将世界主要港⼝的海运费有个价格表，并且对你的产品包装规格尺⼨⼼中有数。
20尺货柜能装多少数量也⾮常清楚，你就可以马上计算出平均到每个商品上的海运运费。
这样把运费加到FOB价格上就是CFR价，⽽保险费⾮常少可以忽略不计的情况下，CFR价格也就约等于CIF价格。这样就能报出 CIF价格。
你就可以当场计算后报给客户说：
here is CIF(CFR) XXX prices calculated on the base of FOB prices which we have just given you best discount.这是按照刚刚给你打折的FOB价格的基础上算出的CIF价格。26.有关保险问题，客户会这么问你：
What kind of insurance are you able to provide for my consignment？贵公司能为我的这批货保哪些险呢？
May I ask what exactly insurance covers according to your usual C.I.F terms？请问根据你们常⽤的CIF价格条件，所保的究竟包括哪些险别？May I ask you a few questions about insurance?
May I ask you a few questions about insurance?我可以问⼏个关于保险的问题吗？
27.关于客户问的保险问题，你可以这样回答：
For Transactions concluded on CIF bases, we usually effect insurance with the People’s Insrance Company of Chinaagainst All Risks, as per Ocean Marine Cargo Clause of The People’s Inrance Company of China.
对于按照CIF达成的交易，我们通常按照中国⼈民保险公司的海洋运输保险条款，投保中国⼈民保险公司的⼀切险。Usually, the amount insured is 110% of the total invoice value, However, if a higher percentage is required, we may doaccordingly but you have to bear the extra premium as well.
通常，保额按发票额的110%投保，但是，如果你要求更⾼的加成⽐例，我可以按照承保但是额外保费你⽅承担。Should you require the insurance to be covered as per institue Cargo Clause, we would be glad to comply but if thereis any difference in premium between the two it will be charged to your account.
如果你们要求投保协会货物保险条款，我们可以投保但是如果由此引起两者之间的费⽤差别，由你们负担。
we are also in a position to insure the shipment against any additional risks if you so desire, and the extra premium isto be borne by you. In this case, we shall send you the premium receipt issued by the relative underwrter.我们也可以投保任何你希望的附加险，但是额外费⽤由你⽅负责，我们将把保险公司的保费收据寄给你。如果客户要你报的是 CFR价格，但是客户还是要求你给他办理保险，他会这么和你说：
we do know that for transactions on CFR bases, usually the buyer effect insurance, but could you on our behalf toeffect the insurance?
我们知道CFR达成的交易，通常保险都是买家投保的，但是，你能代表我投保吗？对于客户的这个要求，你可以这么回答：
we agree to effect insurance on your behalf but you have to bear the premium.我们同意代表你办理保险，但你必须要承担的保费。
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