外贸跟单英语 --超级速成
外贸人员必须知道的:
外贸跟单口语(1)
1.What’s the size? 多大尺寸?
90X90 (Ninety by ninety)九十乘九十。
2.What’s the cubage? 体积多大?
0.07M3 (zero point zero seven cube meter) 0.07立方米。
3.What’s the best/last price? 最低价是多少?
¥2.5 (Two point five / Two and a half RMB) 两块五。
4.How many designs? 有几个款式?
Three designs. 三个款式。
5.How many colors? 有几种颜色?
Three colors. Red, yellow and blue. 3种颜色,红、黄、蓝。
6.How many pcs one CTN? 一箱装多少件?
12 dozen, 144pcs. 12打,144件一箱。
7.When shall we deliver? 什么时候交货?
8.Where shall we deliver? 货送到什么地方?
9.30% deposit. 付30%的订金。
10.Only one sample here. We can’t give you. 这里只有一个样品,不能给你。 Piecework计件工作, pcs=pieces 。CTN=container(泛指容器)集装箱 crate大木箱 abox of chocolates 一盒巧克力
外贸跟单口语(2)
11.Too expensive / much. 太贵了。
12.Any discount? 有折扣吗?
13.Cheaper? 可以便宜一点吗?
14.Show me this! 给我看看这个。
15.Good quality or ordinary quality? 质量好的还是普通的?
16.¥180 for a set. 180元一套。
17.4 pcs a set. 一套4个。
18.What’s the minimum purchase? 最小起订量是多少?
19.At least 1 CTN. 至少一箱/件。
20.The minimum purchase is ... units. 最小起订量是„„
外贸跟单口语(3)
21.Can they be mixed? 可以混装吗?
22.Mixed packing. 混装。
23.Just a moment. Let me check. 稍等,让我查一下。
24.Same price/size. 一样的价格/尺寸。
25.I will come again tomorrow. 我明天再来。
26.Where are you from? 你是什么地方的人?
27.What’s your name? 你叫什么?
28.May I have your card? 请给我一张您的名片,可以吗?
29.This is my card. 这是我的名片。
30.Stapler, please. 请给我订书机 。
外贸跟单口语(4)
31.Calculator, please. 请给我计算器。
32.Adhesive tape, please. 请给我胶带。
33.Here’s our catalogue. 这是我们的目录。
34.Here’s my card. 这是我的名片。
35.What’s the material? 什么材料做的?
36.The cost of raw material is increasing. 原材料价格上涨。
37.Out of stock. 没现货。
38.Do you have samples? 有样品吗?
39.Can I buy a sample? 能买一个样品吗?
40.We’ll give the money back when you place an order. 下单时退钱给你。 外贸跟单口语(5)
41.Please have a seat. 请坐。
42.How are you doing? 你好!
43.Nice/Glad to meet/see you. 很高兴遇见/见到你。
44.Me too! 我也是!
45.You are welcome! 不用谢!
46.Come again next time.下次再来。
47.Have a nice trip. 一路顺风。
48.Would you like some water? 要喝水吗?
49.You can visit our website. 你可以上我们的网站。
50.You can go to/visit our factory. 你可以去我们的工厂看看。
51.You’re shrewd. 你真精明。
外贸跟单员手册(1)
外贸业务主要就是进行货物的进出口交易。在这一系列讲座中我们来了解一下货物进出口的程序和跟单员所要做的工作。
货物的出口交易有两种形式,一种通过外贸公司出口,另一种是自营出口。跟单员对出口货物的跟单工作主要有:接单,跟进生产,出货跟踪,制单结汇等。今天我们先来看一下接单。
一.接单:接单也即合同的签定,订单的取得。合同的书面形式并不限于某种特定的格式。任何载明双方当事人名称,标的物的质量,数量,价格,交货和支付等交易条件的书面文件,包括买卖双方为达成交易而交换的信件,电报或电传,都足以构成书面合同。
1.下单方式:客户下单的方式有:通过电话,Fax,Email或书面合同等方式。
2.接单的途径:交易会,出访,出国参展,邀请客户来访,利用网站,等等。
3.接单的形式:在出口贸易中,跟单员接的单没有特定的限制,最常见的是:
(1) 合同(Contract):合同有销货合同(Sales Contract)和购货合同(Purchase Contract)。前者由卖方草拟,后者由买方草拟。
(2) 确认书(Confirmation):它比合同要简化些。对异议,仲裁,不可抗力等条款都不列入。它也有销货确认书(Sales Confirmation)和购货确认书(Purchase
Confirmation)。这种格式的合同一般适用于成交金额不大,批次较多的轻工商品,日用品,土特产等。而机器设备,大棕贸易的进出口的合同则比较正规。
还有协议书,意向书,订单和委托订单等。需要提的一点是,客户从国外直接发来的订单或委托订单,我们收到后要回复,不能置之不理,否则算默认。
4.接单的程序:接单的程序可分为询盘,发盘,还盘和接受四个环节。
(1) 询盘(Inquiry):又叫询价。
(2) 发盘(Offer):又叫发价。是买方或卖方向对方提出各项交易条件,并愿意按照这些条件达成交易,订立合同的一种确定的表示。在实际业务中,发盘通常是一方在收到对方的询盘后作出的。
(3) 还盘(Counter-offer):又叫还价。
(4) 接受(Acceptance):买方或卖方同意对方在发盘中提出的各项交易条件,并愿意按这些条件达成交易,订立合同的一种确定的表示。
外贸跟单员手册(2)
跟单员对出口货物的跟单工作主要有:接单,跟进生产,出货跟踪,制单结汇等。上次我们讲了如何接单,接单之后就该审单了。
二.审单:即审核合同
1.审单内容:
确认产品名称,规格,质量,数量,单价,价格条款,总额,付款方式,包装要求,交货期,交货方式。
2.审单方法:
(1)产品名称,规格:
审查产品代码是不是自身的产品,与我们的产品资料能否对上号。
有很多公司和企业产品名称的代码同时也代表了规格。
(2)质量:
也称品质。是货物的外观形态和内在质量的综合。在国际货物买卖中,货物的品质不仅是主要交易条件,也是我们跟单员进行审单的首要条件。
(3) 数量:
应审查货物的数量是否可以及时备妥,其计量单位,重量以及约数有何规定。
约数:如合同数量前加“约”,可使交货数量有适当的机动。国际上对约字的含义解释不一。有的认为是2.5%,有的认为是5%。按《跟单信用证统一惯例》,信用证上如规定“约”字,应允许有不超过10%的增减幅度。
(4)单价,总额的审查:
1. 客户下单有的会将单价标出,我们要对照我们的报价表审查是否对、总额有没有加错。 新客户下单,要查看我们给他的报价。
2. 通常我们以美元为结算货币,但也有以其它币种的。要注意的是要用在国际上流通的硬货币(英镑,港币,欧元)。
(5)价格条款的审查:
出口货物的单价条款,也称价格术语,常用的有:
FOB 船上交货价(指装运港的价格条件)
C&F 运费付至指定目地的交货价
CIF 成本+保险费+运费(指目的港)价格
(6)付款方式审查:
A. 付款方式是否能接受?
B. 支付的货币能否接受?
(7)包装要求的审查:
A.工厂的产品本身有自已的包装,展示给客户能否接受?
B.客户提供的包装(彩印,尺寸)我们能否做?
C.客户提供的包装资料是否齐全?(内包装,外包装,标签,说明书)
内包装:普合,白合,彩合,吸塑
外包装:纸箱,木箱,桶装,编织袋。最主要的是唛头印刷。
(8)交货期的审查
跟单员应审查交货期是否合理,公司是否能及时筹备到货物,并装船送达。交货期一般应规定一个期限,而不是某个具体日期。期限有长有短,可以是2周,3周,或一个月,二个月,一个季度或更长。
(9)交货方式的审查:
运输主要有海运,陆运,空运,邮寄等等。
约数:如合同数量前加“约”,可使交货数量有适当的机动。国际上对约字的含义解释不一。有的认为是2.5%,有的认为是5%。按《跟单信用证统一惯例》,信用证上如规定“约”字,应允许有不超过10%的增减幅度。
(4)单价,总额的审查:
1. 客户下单有的会将单价标出,我们要对照我们的报价表审查是否对、总额有没有加错。 新客户下单,要查看我们给他的报价。
2. 通常我们以美元为结算货币,但也有以其它币种的。要注意的是要用在国际上流通的硬货币(英镑,港币,欧元)。
(5)价格条款的审查:
出口货物的单价条款,也称价格术语,常用的有:
FOB 船上交货价(指装运港的价格条件)
C&F 运费付至指定目地的交货价
CIF 成本+保险费+运费(指目的港)价格
(6)付款方式审查:
A. 付款方式是否能接受?
B. 支付的货币能否接受?
(7)包装要求的审查:
A.工厂的产品本身有自已的包装,展示给客户能否接受?
B.客户提供的包装(彩印,尺寸)我们能否做?
C.客户提供的包装资料是否齐全?(内包装,外包装,标签,说明书)
内包装:普合,白合,彩合,吸塑
外包装:纸箱,木箱,桶装,编织袋。最主要的是唛头印刷。
(8)交货期的审查
跟单员应审查交货期是否合理,公司是否能及时筹备到货物,并装船送达。交货期一般应规定一个期限,而不是某个具体日期。期限有长有短,可以是2周,3周,或一个月,二个月,一个季度或更长。
(9)交货方式的审查:
运输主要有海运,陆运,空运,邮寄等等。
注:如运费由客户支付,客户决定交货方式。如我们付费,尽量用海运。如报的价是连同海运价,而客户要求空运 (赶销售),我们可要求客户承担多出部分的费用。 关于样品:
要获取订单,备好样品是很重要的一步。
1. 寄目录,样本:
2. 准备样品。
(1) 工厂现有的款式
(2) 新款
(3) 客户来样。
要领:无论老品,新品,还是客户来样,样品都要寄给客人进行确认。特别是新品可能要反复修改几次。跟单员一定要保存好最终的确认样品,以免客人在下单时找不到确认样。在国际贸易中,凭样品成交的比重很大。作为跟单员,我们要做到:
(1) 有完整的产品资料,主动进行宣传。
(2) 新品的成本,价格要进行核算。
(3) 新品的制作要留有实样。
(4) 客户的来样要保存好原样。
外贸跟单员手册(3)
跟单员对出口货物的跟单工作主要有:接单,跟进生产,出货跟踪,制单结汇等。外贸必然涉及到外汇问题,于是就要用到形式发票。
三.形式发票:PROFORMA INVOICE
买方为了向其本国当局申请进口许可证或核批外汇,在未成交前要求出口方将拟出售成交的商品名称,规格,价格等条件开立的一份参考性发票。这种发票在成交后不能代替正式发票使用,对双方都无最终约束力。为了区别于正式发票,它必须明显标明“形式发票”字样。 形式发票上一般要显示订单的相关信息(收货人,合同号,形式发票号,开出日期),产品信息(品名,数量,价格,交货期),合同条款(价格条款,付款方法)。此外,还要提供我方的银行资料以便客户开证或汇款。
注意几点:
1 .单价条款要明确 (FOB, CFR, CIF)
2 .交货日期要明确
3 .付款条件要明确 (LC, TT)
外贸跟单员手册(4)
跟单员对出口货物的跟单工作主要有:接单,跟进生产,出货跟踪,制单结汇等。今天我们来介绍一下出货跟踪和制单结汇。
四.出口货物跟单的基本程序
出口货物跟单是跟单员对履行合同的跟进。它以货,证,船,款为中心,包括备货,催证,改证,租船订仓,(报关,报验,装船),制单,结汇等环节。我们将这些程序概括为:
(1) 筹备货物:按订单及信用证的要求,按时,按质,按量地备好货物。
(2) 催审单证:大多数的支付方式是L/C。对安全收汇有保障,因它是银行信用。只要所装运货物与信用证条款一致,银行保证付款。跟单员应对以L/C为支付方式的合同进行催证,审核和修改的跟踪工作。
催证:货物快完成时,要催证。
审证:审证是银行和公司的共同职责,但在范围和内容上有所不同。银行从政策面上审,如开证的国家有无贸易往来,开证行的资信等等。公司则审开证人和受益人是否正确,L/C的货物和金额与合同是否相同,装期,特别条款等。
改证:审证后发现问题是常事。常会有包装上的错误,总金额,有效期,拼写错误等等。一份L/C,可能有几处问题,我们要一一指出,一次性修改。
(3) 订仓装船:货物备妥,L/C没问题后,我们就要进入到出货装柜,租船订仓和装船的阶段。按CFR 和CIF成交的,我们负责租船订仓和装船的手续。首先:
出货装柜:跟单员在出货前三四天就要联系出货装柜事宜。这当中要做的工作有货柜选择,制作装箱单,跟踪装柜等。
A 货柜选择:根据货物的不同而选择不同的货柜。
B 制作装箱单:装箱单着重表现货物的包装情况。应包括出货的品名规格,数量,箱数,毛净重,包装尺码,总体积,箱号,唛头等。
C 跟踪装柜:出货前一天通知有关人员并确定出货数量的准确性。协助生产部门安排好人员装柜。货柜到厂后,跟单员要监装,指导货物的摆放。如一个柜内有几种货,每一规格的产品要留一二箱放于货柜尾部用于海关查货用。
(4) 制单结汇:是出口货物跟单的最后一个环节。
A 制单:货物装船后,跟单员要及时按L/C,合同或其它单据的内容制作各种单据,并在L/C的有效期内将单据送交银行。
出口单据主要有:汇票,发票,海关发票,提单,装箱单,产地证,商检证,保险单等。
B 结汇:如按L/C的规定制作了单据,并及时送交了银行,我们就可及时收到货款了。
单据要求:正确,完整,及时,简明,整洁。
外贸跟单员手册(5)
今天我们来了解一下物料采购跟单。
物料采购跟单是指跟单员按采购订单所载明的物料,品名,规格,数量及交期等进行跟踪。目的:满足企业生产活动对物料的需求,在必要的时候,获得必要的物料,避免停工待料。
一.采购跟单的基本要求:适当的交货时间,适当的交货质量,适当的交货地点,适当的交货数量及适当的交货价格。(适时,适质,适地,适量,适价)
二.物料采购跟单的原因:以下原因造成我们要对物料进行跟催:
(1) 供应商方面的原因:由于供应商方面的原因造成交货不及时,而使我们必须跟单的原因有:超过产能的接单和超过技术水准的接单。工程管理不良,质量管理不充分而造成不良品的增多。来自低工资的员工工作效率低、完不成等原因。
(2) 企业方面的原因:供应商的选定有误,对他的产能和技术调查不足。所要求的品质没说清楚。价格的决定很勉强。进度的掌握和督促不力。下订单到过远的地方。
(3) 沟通方面的原因:信息交换不及时。
三. 物料采购跟单流程:
(1)制作订购单
跟单员接到所需部门的请购单,要制成订购单传给供应商。制订购单时要注意审查请购单。熟悉订购的物料,价格确认,确认质量标准,确认物料需求量。制定订单说明书,发出订购单,将要采购的物料名称、规格型号、数量、价格、交期等要求表达清楚。采购单经审核无误后发给供应商,并要求供应商签字回传。
(2)订单跟踪
包括跟踪加工工艺,跟踪原材料,跟踪加工过程,跟踪组装总测,跟踪包装入库。对长期合作的、信誉好的供应商可以不进行跟踪。
(3)物料检验
确定检验日期,通知检验人员,进行物料检验,处理检验问题
(4)物料进仓
协调送货,协调接受,通知送货,物料入库,处理接受等。
四.物料采购催单的方法策略
催单的目的是使供应商在必要的时候送来所采购的物料,使企业的经营成本降低。
(1) 按订单跟催。按订单预定的进料日期提前一定时间进行跟催。有:
联单法:将订购单按日期顺序排列好,提前一定时间进行跟催。
统计法:将订购单统计成报表,提前一定时间进行跟催。
跟催箱:制作一个31格的跟催箱,将订购单依照日期顺序放入跟催箱,每天跟催相应的订单。
(2) 定期跟催。于每周固定时间,将要跟催的订单整理好,打印成报表定期统一跟催。 外贸跟单员手册(6)
今天我们来了解一下生产过程跟单的流程。
生产过程跟单主要是了解企业的生产进度能否满足定单的交货期,产品是否按订单生产,因此跟单员要深入企业的生产车间查验产品的质量与生产进度,发现问题要及时处理。因为生产过程跟单的基本要求是使企业能按订单及时交货及按订单约定的质量交货,所以我们要深入到生产线,查看进度,查看质量。
一.生产过程跟单的基本要求
1.按时交货:要使生产进度与订单交货期相吻合,做到不提前也不推迟。
2.按质交货:生产出来的产品符合订单的质量要求。
二.生产过程跟单的流程
1.下达生产通知书
跟单员接到客户订单后,应将其转化为生产通知单。通知单要明确客户所订产品的名称,规格型号,数量,包装要求,交货期等。
2. 分析生产能力
生产通知单下达后,要分析企业的生产能力。能否按期,按质地交货。如不能应采取什么措施、要不要外包等。
3.制定生产计划
生产计划的制定及实施关系着生产管理及交货的成败。跟单员要协助主管人员将订单及时转化为生产通知单。
4.跟踪生产进度,要注意
(1) 生产进度控制流程
(2) 生产进度控制作业程序
(3) 生产进度控制重点
如果实际进度与计划进度发生差异,要找原因。通常有下列原因:
A. 原计划错误
B. 机器设备有故障
C. 材料没跟上
D. 不良率和报废率过高
E. 临时工作或特急订单的影响
F. 前面延误的累积
G. 员工工作情绪低落,缺勤或流动率高
(4) 跟踪生产进度的表单
有:生产日报表,生产进度差异分析表,生产进度控制表,生产异常处理表,生产线进度跟踪表。
5.交期延误
如是工厂原因,要通知客户,取得同意后方可出货。如不同意,一是协商,我们可承担部分费用将货出去;二就只好取消订单了。
6.我们再提一下有关订单的更改问题
客户对已下的订单因市场变化会有更改,有数量上的(或增加,或减少),有包装上的(彩印,或白合),有交期的变更(或提前,或推迟)。接到客户要求变更,首先要看改什么、能否接收。如我们的货已生产的差不多了,已收尾,就不可能再更改了。如还没安排,问题不大。如已安排了部份,要进行协商。比如数量要减,我们已按原数量采购了材料,通用的问题就不大,但如是专用的,客户要承担部份费用。对交期,如要提前,我们要根据实际情况说;如要推迟,时间短,问题不大,但如要延迟很长,那仓储费,损耗费要客户承担。
外贸跟单员手册(7)
说完了海运出口货物跟单,我们再来看看海运进口货物的跟单流程。
海运进口货物的跟单流程也视贸易条件不同而有不同。进口货物大都按FOB贸易条件进口,自已安排船。跟单程序如下:
(1) 租船订舱。
(2) 发派船通知:船位订下后,将船名、船期通知出口方,使其按期备好货,装船。
(3) 办保险:我们收到国外卖方装船通知后,即向保险公司办理投保。
(4) 汇集单证:各种进口单证是办理进口报关,报验,接交等不可缺少的凭证。
(5) 办理商品登记:凡法检商品货到后,我们要凭进口货物通知单向口岸商检机构登记。而后海关才受理报关。
(6) 报关:所有进出口货物都需向海关申报。货物经海关查验与申报内容一致才可放行。
(7) 监卸和交接:船到港卸货前一般有理货公司理货。他代表船方将进口货物按提单、标记、唛头清点件数,验看包装后拨交给进口方。这一关主要是核对标记对否、是不是应接的货,对破损的货物内外包装要有记录,做现场拍照。查清损失的具体数量,查明残缺的原因和责任人,索要证明以进行索赔
外贸跟单员手册(8)
出口跟单流程:
(1) 订舱(订箱)。
(2) 接受托运,发送空箱。
(3) 整箱货的装箱与交货:装箱前(不得晚于装箱前24小时)向海关办理报关。
(4) 拼箱货的装箱与交货:货送货运站。该站人员清点接收。
(5) 货物进港:在船吊装前24小时截止货进港。
(6) 换取提单:货进场的收据是换取提单的凭证。
(7) 装船。
(8) 寄送资料。
进口跟单流程:
(1) 寄送资料:起运港的船舶公司在货船到港前(近洋24小时,远洋7天)用传真或邮寄向卸货港提供提单副本,舱单,装箱单等货物清单。
(2) 分发单证:船舶公司或其代理应及时地将起运港寄来的有关货运单据分别送给有关的进口货代或收货人,以便货到港前做好准备。
(3) 发到货通知:船舶公司预告到港日,船到港后发正式到货通知。
(4) 换取提货单:收货人持正本提单向船舶公司换取提货单。
(5) 卸船提货:办理进口报关。
(6) 提货时发现铅封损坏,或箱子破损,要与货运站共同签认,以便向船舶公司索赔。 货运单据的制作:
(1) 海运单据:装船通知(Shipping Advice)
主要内容:L/C 号或S/C号,品名,数量,箱数,金额,船名,开航日,到港日等。
(2) 航空运单(Airway Bill)是运输单据,而不是提货的凭证。
(3) 集装箱货运单据:托运单(9联单)和 装箱单
货物的通关与报关流程及操作:
(1) 货物的通关程序及流程:接受申报 ——审核单证——查验货物——办理征税——放行。
(2) 货物的报关则包括:进出口申报——查验——交税——提货或装货。 外贸业务员现场过招(一)
今天Lucky的办公室出现了一个生面孔――Kevin Hughes,此人代表美国一家运动产品公司,专程来中国寻找加工合作方。接洽的加工产品是运动型"磁质石膏护垫",受伤的运动员使用这种产品上场比赛,即可保护受伤部位,且不妨碍活动。现在,我们就来看看两人的会面情况: L: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons (衡量得失) with you.
K: Mr. Lucky, we've looked all over Asia for a manufacturer; your company is one of the most suitable.
L: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.
K: I hope so. And what might be the basic questions you have?
L: First, do you intend to take a position in (投资于„„) our company?
K: No, we don't, Mr. Lucky. This is just OEM (Original Equipment Manufacturing,贴牌生产). L: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.
K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.
L: At US $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.
K: I'll check the number later, but what do you propose?
L: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer (技术转让).Lucky 提出了合作条件,Kevin会答应吗?欲知后事如何,且看下一轮谈判。
外贸业务员现场过招(二)
Lucky在前面的谈判中提出签约十年、提高单价和技术转让的要求,Kevin会不会答应呢?如果答案是否定的话,Lucky又有何打算?他一心为公司的利益谋划,极力争取技术转移的协定,而对方会甘心出让此项比金钱更珍贵的资产吗?
K: We can't sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.
L: That sounds reasonable. But could you shed some light on (透露) the size of your orders? K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.
L: Excuse me, Mr. Hughes, but it seems to me we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.
K: Mr. Lucky, you've got to give up something to get something.
L: If you're asking us to take such a large gamble (冒险) for just two year's sales, I'm sorry, but you're not in our ballpark (接受的范围).
K: What would it take to keep Pacer interested?
L: A three-year guarantee, not two. And a quality inspection(质量检查)tour after one year is fine, but we'd like some of our personnel on the team.
K: Acceptable. Anything else?
L: We'd be making huge capital outlay (资本支出) for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground (取得初步进步).
行至此处,谈判都还算是在和谐的气氛下进行,双方各自寻求获利的方案。Lucky 再次提出技术转移的要求,不知双方会有何种结论。
but you're not in our ballpark (接受的范围).
get off the ground (取得初步进步).
shed some light on (透露)
take such a large gamble (冒险
外贸业务员现场过招(三)
为了达到技术转移的目的,Lucky提出保证。不知这些保证能否消除Kevin心中的顾虑,而今此谈判是否终露曙光呢?
K: If we transferred our technical and research expertise (技术与研究的专业知识), what would stop you from making the same product?
L: We’d be willing to sign a commitment. We’ll put it in writing (书面保证) that we won’t copycat (仿冒) the Sports Cast within five years after ending our contract.
K: Sounds OK, if it’s for any "similar" product. That would give us better protection. But we’d have to interest on a ten-year limit.
L: Fine. We have no intention of becoming your competitor.
K: Great. Then let’s settle the details of the transfer agreement.
L: We’ll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take?
K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production?
L: Our first production run (一批的生产) should be one week after our team finishes its training. But I’d like your team to stay a full week after that, to handle any things that pop up (处理突发事件).
K: Can do. Everything seems to be set, Robert. I’ll bring in a sample contract tomorrow. If you like, we can sign it then.
谈判至此,双方达成一致,也都尽力为己方争取到了最大利益,可算得上谈判成功的良好范例了。
容易误解的外贸词语
看商业信函的时候有没有疑惑过?比如confirm明明是"确认"嘛,什么时候成了"保兑"了?英语中的一词多义常常让人一头雾水,商务英语中更是如此。这次就给大家来辨析几个常用的商务英语词汇,保证你再看商业信函的时候轻松一点哦!
1. confirm
例一:
We'd like to inform you that our counter sample will be sent to you by DHL by the end of this
week. Please confirm it ASAP so that we can start mass production.
很高兴通知您,我们的回样将于本周末用特快专递给您。请尽快确认,以便我们开始大批生产。 例二:
Payment will be made by a 100% confirmed, irrevocable Letter of Credit, available by sight draft。
付款方式为 100% 即期,保兑,不可撤消信用证。
注解:在第一个句子中,confirm 的意思是"确认"。在第二个句子中,confirmed L/C 应翻译为"保兑信用证",即指一家银行所开的由另一家银行保证兑付的一种银行信用证。
2. negotiable
例一:
Part-time barman required. Hours and pay negotiable.
招聘兼职酒吧侍者,工作时间和薪水面议。
例二:
This Bill of Lading is issued in negotiable form, so it shall constitute title to the goods and the holder, by endorsement of this B/L.
所签发的提单为可转让的。故只要在提单上背书,便确定了货物和持票人的所有权。
注解:在第一句话中,negotiable 的意思是"可商议的";在第二句话中的意思则是可转让的"。"可转让提单" 经过背书后即可将所有权转让给他人。值得注意的是,negotiating bank 则是议付银行,即购买或贴现汇票的银行。
3. endorse
例一:
Our products have been endorsed by the National Quality Inspection Association.
我们的产品为全国质量检查协会推荐产品。
例二:
Drafts must be accompanied by full set original on board marine bill of lading made to order,endorsed in blank, marked right, prepaid.
汇票必须附有全套印有"货物收讫"字样的正本海运提单,凭指示、空白背书,并写明"运费已付"。 注解: 在第一个句子中,endorse指用过某种产品后感到满意,并通过媒体介绍给公众。而第二句中的endorsed in blank是指背书人endorser 只在票据背面签上自己的名字,而不注明特定的被背书人(endorsee)。
4. average
例一:
If a particular cargo is partially damaged, the damage is called particular average.
如果某批货是部分受损我们称之为"单独海损"。
例二:
It's obvious that the products are below average quality.
很明显,这批产品的品质是中下水平。
注解:在第一个句子中,particular average 意思是"单独海损",是指在保险业中由于海上事故所导致的部分损失。第二个句子中average是指"平均的"。
5. tender
例一:
Under the CIF, it is the seller's obligation to tender the relative documents to the buyer to enable him to deliver the goods.
在 CIF 价格术语项下的责任是向买方递交有关单证,使其能在货物到达后提取货物。 例二:
He became as happy as if his tender for building a mansion had been accepted.
他欣喜若狂,好象他承办大厦筑的投标被接受了。
注解: 商务英语中的重要条款用词非常正规,第一句话中,tender 是用作动词,相当于 give。而在第二句中,tender 是用作名词,意思是"投标"。
外贸英语:付款 (1)
付款条件是外贸谈判时的重要一点。下面是一些谈判付款条件的常用表达,希望对您有用。 Payment is to be made before the end of this month.
这个月末以前应该付款。
It's convenient to make payment in pound sterling.
用英镑付款较方便。
Now, as regards payment, we've agreed to use U.S. Dollar, am I right?
至于付款,我们已同意用美元,对吗?
We may have some difficulties making payment in Japanese yen.
用日圆付款可能会有困难。
I've never made payment in Renminbi before.
我从未用过人民币付款。
We can't accept payment on deferred terms.
我们不能接受延期付款。
What's your reason for the refusal of payment?
你们拒付的理由是什么?
Collection is not paid.
托收款未得照付。
We don't think you'll refuse to pay.
我们相信你们不会拒付。
Only one refusal of payment is acceptable to the bank.
银行只接受一次拒付。
You ought to pay us the bank interest once payment is wrongly refused.
如果拒付错了,你们应该偿付我方的银行利息。
We'll not pay until shipping documents for the goods have reached us.
见不到货物装船单据,我们不付款。
We're worrying that a decline in prices might lead to refusal of payment.
我们担心市场价格下跌会引起拒付。
Of course payment might be refused if anything goes wrong with the documents.
如果单据有问题,当然可以提出拒付。
The equipment will be paid in installments with the commodities produced by our factory. 设备以我们工厂生产的产品分期偿还。
外贸英语:付款 (2)
付款条件是外贸谈判时的重要一点。下面是一些谈判付款条件的常用表达,希望对您有用。 Now we have settled the terms of payment.
现在我们已经谈妥了付款条件。
Shall we have a talk about terms of payment today?
我们今天谈谈付款条件怎么样?
What is the mode of payment you wish to employ?
您希望用什么方式付款?
This is the normal terms of payment in international business.
这是国际贸易中惯用的付款方式。
We can't accept any other terms of payment.
我们不能接受其他的付款条件。
If you can't be more flexible, we won't accept your terms of payment.
如果你们不能灵活些,我们将不接受此种付款方式。
英语:付款 (3)
条件是外贸谈判时的重要一点。下面是一些谈判付款条件的常用表达,希望对您有用。 Please protect our draft on presentation. 请见票即付。
Your draft will be honored on presentation. 你方的汇票见票即付。
The draft was discounted in New York. 汇票已经在纽约贴现。
Our draft No.36 was dishonored. 我们的第三十六号汇票被拒付了。
The draft has not been collected. 汇票之款尚未收进。
We'll be unable to meet these drafts. 我们无力兑付这些汇票。
We've drawn a clean draft on you for the value of this sample shipment. 我们已经开出光票向你方索取这批货的价款。
We've drawn on you for payment of the invoice amounting to $20,000. 我们已经按照发票金额20,000美元向你方开出了汇票。
The draft has been handed to the bank on clean collection. 汇票已经交银行按光票托收。 You can draw on me just as if there were a letter of credit. 您就当作有信用证一样,向我开汇票托收。
We're sending our draft through Bank of China for documentary collection. 我们将汇票交中国银行按跟单托收。
We'll draw on you by our documentary draft at sight on collection basis. 我们将按托收方式向你方开出即期跟单汇票。
We'll draw a sight bill in favor of the Export Bank Singapore. 我们要开立一张以新加坡出口银行为收款人的即期汇票。
We've already remitted the amount by cheque. 我们已经将款以支票汇出。
We enclose a cheque for RMB200. 我们附上人民币200元的支票一张。
外贸英语:付款 (4)
付款条件是外贸谈判时的重要一点。下面是一些谈判付款条件的常用表达,希望对您有用。 We regret we can't accept payment "cash against document".
很抱歉,我们不能接受凭单付款办法。
We'll agree to change the terms of payment from L/C at sight to D/P at sight.
我们同意将即期信用证付款方式改为即期付款交单。
We accept D/P payment for future dealings.
以后的交易我们以付款交单方式支付。
We can do the business on 60 days D/P basis.
我们可以按60天付款交单的方式进行交易。
We agree to draw at 30 days D/P.
我们同意开立30天期的付款交单汇票。
We'll draw D/P against your purchase.
我们按付款交单方式收你方这批货款。
As a special sign of encouragement, we'll consider accepting payment by D/P at this sales-purchasing stage.
在此推销阶段,我们将考虑接受付款交单方式以鼓励购买。
We regret we can't accept "Cash against Documents" on arrival of goods at destination. 很抱歉,我们不能同意“货抵目的地付款交单”方式付款。
The buyer suggested D/A as the terms of payment, but the seller was unwilling to make any exception.
买方建议用承兑交单作为付款方式,但卖方不愿作此例外。
We can't agree to draw at 30 days D/A.
我们不同意开具30天期的承兑交单汇票。
So it's better for us to adopt D/P or D/A.
因此,最好是采用付款交单方式或承兑交单方式。
I suppose D/P or D/A should be adopted as the mode of payment this time.
我建议这次用付款交单或承兑交单方式来付款。
It would help us greatly if you would accept D/A or D/P.
如果您能接受D/P或D/A付款,那可帮了我们大忙。
Could you make an exception and accept D/A or D/P?
您能否来个例外,接受D/A或D/P付款方式?
外贸英语:付款 (5)
付款条件是外贸谈判时的重要一点。下面是一些谈判付款条件的常用表达,希望对您有用。 We insist on a letter of credit.
我们坚持用信用证方式付款。
As I've said, we require payment by L/C.
我已经说过了,我们要求以信用证方式付款。
We still intend to use letter of credit as the term of payment.
我们仍然想用信用证付款方式。
We always require L/C for our exports.
我们出口一向要求以信用证付款。
L/C at sight is normal for our exports to France.
我们向法国出口一般使用即期信用证付款。
We pay by L/C for our imports.
进口我们也采用信用证汇款。
Our terms of payment is confirmed and irrevocable letter of credit.
我们的付款条件是保兑的不可撤消的信用证。
You must be aware that an irrevocable L/C gives the exporter the additional protection of banker's guarantee.
你必须意识到不可撤消信用证为出口商提供了银行担保。
Is the wording of "confirmed" necessary for the letter of credit?
信用证上还用写明“保兑”字样吗?
For payment we require 100% value, irrevocable L/C in our favor with partial shipment allowed clause available by draft at sight.
我们要求用不可撤消的、允许分批装运、金额为全部货款、并以我方为抬头人的信用证,凭即期汇票支付。
What do you say to 50% by L/C and the balance by D/P?
百分之五十用信用证,其余的用付款交单,您看怎么样?
外贸英语:付款 (6)
付款条件是外贸谈判时的重要一点。下面是一些谈判付款条件的常用表达,希望对您有用。 Our letter of credit will be opened early March.
我们在3月初开出信用证。
We'll open the credit one month before shipment.
我们在装船前1个月开立信用证。
Please open the L/C 20 to 30 days before the date of delivery.
请在交货前20到30天开出信用证。
This letter of credit expires on 15th July.
这张信用证7月15日到期。
The validity of the L/C will be extended to 30th August.
信用证的有效期将延至8月30日。
Will you persuade your customer to arrange for a one-month extension of L/C No.TD204? 你们能不能劝说客户将TD204号信用证延期一个月?
To do so, you could save bank charges for opening an L/C.
这样做,你们可以省去开证费用。
It's expensive to open an L/C because we need to put a deposit in the bank.
开证得交押金,因此花费较大。
We pay too much for such a letter of credit arrangement.
这种信用证付款方式让我们花费太大了。
There will be bank charges in connection with the credit.
开立信用证还要缴纳银行手续费。
A letter of credit would increase the cost of my import.
信用证会增加我们进口货物的成本。
The seller will request to amend the letter of credit.
卖方要求修改信用证。
Please amend L/C No.205 as follows.
请按下述意见修改第205号信用证。
Your refusal to amend the L/C is equivalent to cancellation of the order.
你们拒绝修改信用证就等于取消订单。
外贸英语:价格 (1)
如何在对外贸易中商讨价格?下面是一些该场合的常用语,供您参考。
Business is closed at this price.
交易就按此价敲定。
Your price is acceptable (unacceptable).
你方价格可以(不可以)接受。
Your price is feasible (infeasible).
你方价格是可行(不可行)的。
Your price is workable.
你们的出价可行。
Your price is realistic (unrealistic).
你方价格合乎实际(不现实)。
Your price is reasonable (unreasonable).
你方价格合理(不合理)。
Your price is practicable (impracticable).
你方价格是行得通的(行不通)。
Your price is attractive (not attractive).
你方价格有吸引力(无吸引力)。
Your price is inducing (not inducing).
你方价格有吸引力(无吸引力)。
Your price is convincing (not convincing).
你方价格有吸引力(无吸引力)。
Your price is competitive (not competitive).
你方价格有竞争力(无竞争力)。
外贸英语之装运(1)
货物的装运也是外贸中的一个重要环节。下面是一些谈论货物装运的常用句,供大家参考。 The shipment has arrived in good condition.
运到之货情况良好。
I hope you'll be entirely satisfied with this initial shipment.
我希望您能对第一批货感到满意。
Please exercise better care with future shipments.
对今后装运的货,请多加注意。
We regret we can't ship as you desired.
很抱歉,我们不能按你们的要求装船。
We'll send vessels to pick up the cargo at Huangpu.
我们将派船只在黄埔装运。
There is an over-shipment of 200 pounds.
货物多装了200磅。
Can we short-ship 5 tons?
我们可以少装5吨吗?
Please hold shipment pending our instructions.
请在我们通知之前暂停装货。
The goods are all ready for shipment.
货物已经准备好待装运。
I've got a bone to pick with you over your last shipment to London.
关于上次装运到伦敦的那批货,我不得不抱怨你。
The cargo has been shipped on board the SS "Dong Feng".
货已装上"东风"号轮船。
We ship most of our oil in bulk.
我们装运的油多数是散装的。
The facilities for shipping goods to Southeast Asian countries have changed a lot. 出口到东南亚的货物的装运条件已大大改善了
外贸英语之装运(2)
[ 2007-01-12 10:05 ]
下面是一些讨论交货和装运的常用句,希望对各位有用。
Can our order of 100 cars be shipped as soon as possible?
我们订的100辆小汽车能尽快装运吗?
An early reply from you will help us to speed up the shipment.
如果你们尽快答复,我们便可以加快出货速度。
The order No. 105 is urgently required so we have to ask you to speed up shipment. 第105号订单所订货物我们要急用,请你们加快出货速度。
Could you manage to hasten the delivery?
你们能否加快装运?
Could you possibly effect shipment more promptly?
你们能不能提前一点交货呢?
A timely delivery means a lot to us.
及时交货对我们来说关系可大了。
I'm sorry to say that we can't advance the time of delivery.
非常抱歉我们不能把交货期提前。
There's still another possibility to ensure a prompt delivery of the goods.
还有另一种可能可以确保即期交货。
If shipment were effected from Hong Kong, we could receive the goods much earlier. 如果在香港交货,我们可以更早些收到货物。
Could you do something to advance your shipment?
你们能不能设法提前交货?
Since the time of shipment can not be fixed, I can not help but worry about it.
交货期还没定下来,我怎么会不着急呢?
I'm sorry to tell you that we are unable to give you a definite date of shipment for the time being.
很抱歉,现在我们还无法告诉您确切的装船日期。
Can you effect shipment of the order in March?
您看这批货能在3月份装运吗?
Is it possible to effect shipment during October?
能不能在10月份交货?
I want the goods to be delivered in June.
我希望你们能在6月份交货。
After shipment, it will be altogether four to five weeks before the goods can reach our retailers. 从交货到零售商收到货物总共需要4至5个星期。
We can effect shipment in December or early next year at the latest.
我们最晚在今年12月份或明年初交货。
We assure you that shipment will be made no later than the first half of April.
请您放心,我们交货期不会迟于4月份上半月。
You expect us to make the delivery in less than a month, right?
您是希望我们在不到1个月的时间内交货吗?
I'm terribly worried about late shipment.
我非常担心货物迟交。
外贸英语之装运(3)
在哪里装货、在哪里卸货,这个问题可要讨论清楚。不然运费的多少是小事,不能及时到货可就是大事了。下面是一些讨论装货港和卸货港的常用句,designate(指定)练练看哦! It's better to designate Tanggu as the loading port.
在塘沽装货比较合适。
A manager of a Japanese company and a staff member of a Chinese corporation are talking on the loading port of Beijing Hotel.
中国公司一名业务员与日本公司的经理在北京饭店就装运港问题进行了洽谈。
We'd better have a brief talk about the loading port.
我们最好能就装运港问题简短地谈一谈。
You may choose Tianjin as the port of shipment.
你可以选择天津作为交货港。
How about shipping them from Huangpu instead of Shantou?
把汕头改为黄埔交货怎么样?
You are insisting that Dalian be the loading port, right?
您坚持把大连定为装运港,对吗?
No, Huangpu is fine as the loading port.
现在可以把黄埔定为装运港。
We are always willing to choose the big ports as the loading ports.
我们总希望用较大的港口作为装运港。
We'd like to designate Shanghai as the loading port because it is near the production area. 我们希望把上海定为装运港是由于它离货物产地比较近。
It makes no difference to us whether the loading port is Shantou or Zhuhai.
由汕头还是由珠海装运对我们来说都行。
Shall we talk about the port of discharge this afternoon?
咱们今天下午是不是谈谈卸货港的问题?
He exchanged views on the choice of the unloading port with Mr. Smith.
他和史密斯先生就选择卸货港的问题交换了意见。
What's your unloading port please?
你们的卸货港定在哪里?
It's not reasonable to have the goods unloaded at Hamburg.
把货卸在汉堡不太合适。
We don't think it's proper to unload the Chinese tea at London.
我们认为把伦敦作为中国茶叶的卸货港,很难让人接受。
As most of our clients are near Tianjin, we'd like to appoint Tanggu as the unloading port. 我们的大多数客户离天津较近,所以我们希望选择塘沽作为卸货港。
There are more sailings at Shanghai, so we have chosen it as the unloading port. 因为上海的船次多,我们把这里定为卸货港。
We'd like to change the unloading port from Tokyo to Osaka.
我们愿意把卸货港由东京改为大阪。
外贸英语之装运(4)
转运是个麻烦事,这个问题一定要讨论地十分清楚。下面是一些关于转运的常用表达,供大家参考。
Don't you think it's troublesome to transship the goods at Sydney?
您不认为在悉尼转船太麻烦了吗?
Do you wish to transship the goods to Macao at Hong Kong?
您是不是想把货物由香港转至澳门。
We have been able to transship S.E. Asian-bound cargoes from rail to ship at Hong Kong without mishap.
我们在香港转船去东南亚的货物途中未曾遇到过麻烦事。
So far as I know, there are risks of pilfering or damage to the goods during transshipment in Hong Kong.
据我所知,在香港转船期间有货物被盗或损坏的风险。
In case of transshipment, we have to pay extra transportation charges.
货物如果转运,我们得多付运费。
All transport transshipment charges will be included in the C.I.F. price.
所有的转运费用都包括在到岸价格里面了。
Partial shipment is allowed.
允许分批装运。
I heard that partial shipment wasn't permitted.
我听说不允许分批装运。
Transshipment is (not) allowed.
(不)准许转船。
We must have the goods here in September for reshipment.
货物必须9月份到达此地以便再转运。
外贸英语:代理协议
[ 2007-03-06 10:07 ]
下面是一些关于签订代理协议的表达,请需要的人士多多利用。
When do you expect to sign the agency agreement?
您何时签订代理协议呢?
The agency agreement has been drawn up for the period of one year.
为期一年的代理协议书已经拟订出来。
I want to sign a sole agency agreement with you on this item for a period of 2 years. 我想和你们签订一项为期两年的独家代理协议。
The agency agreement was made out with great care and we have found no loopholes in it. 代理协议书制订的非常仔细,我们没有发现里面有漏洞。
I hope we can see eye to eye about the other terms of the agency then.
我希望到时我们能在代理协议的其他条款上取得一致意见。
We wonder whether we may conclude a long term agency contract with you.
我们想知道能否与你方达成长期代理合约。
Well, what annual quantity would you like to suggest for the new agreement then? 那么,您认为在新的协议中年销售量应是多少呢?
Our agency agreement calls for a timely market report.
我们的代理协议要求你方及时递交市场报告一份。
Since the agency agreement was signed, your turnover has amounted to $500.
自从代理协议签订以后,你们的销售额已达500美圆。
I hope you'll spare no efforts to promote the sale of our products so as to pave the way for renewing the agency agreement when it expires at the end of this year.
希望贵方能尽力促进销售,为协议在今年年底期满后续订铺平道路。
We can renew the agreement of agency upon its expiration.
我们可以在代理协议期满时续订。
I've come again to renew our sole agency agreement for another three years.
我这次来是想把我们之间的独家代理协议延长三年。
外贸英语:索赔
索赔是国际贸易中重要的一项,当然不被索赔最好,但有时由于各种原因,索赔也在所难免。下面是一些关于索赔的常用表达。
We've given your claim careful consideration.
我们已经就你们提出的索赔做了仔细研究。
We filed a claim with (against) you for the shortweight.
关于短重问题,我们已经向你方提出索赔。
The Chinese representative and Mr. Bake discussed the claim.
中方代表与贝克先生商谈了索赔问题。
We have received your remittance in settlement of our claim.
我们已经收到你方解决我们索赔问题的汇款。
Claims for incorrect material must be made within 60 days after arrival of the goods. 有关错误货品的索赔问题必须在货到后60天内予以解决。
We have already made a careful investigation of the case.
我们已经对这个索赔案件做了详细的调查研究。
I want to settle our claim on you for the 100 tons of bleached cotton waste, as per Sales Confirmation No. 1254E.
我们想处理一下关于销售确认书第1254E号100吨漂白废棉的索赔问题。
We are not in a position to entertain your claim.
我们不能接受你们提出的索赔要求。
We regret our inability to accommodate your claim.
很抱歉我们不能接受你方的索赔要求。
I'll write to our home office to waive our claim immediately.
我立即写信给我们的总公司提出放弃索赔。
I'm afraid you should compensate us by 5% of the total amount of the contract. 恐怕贵公司要赔偿我方合同全部金额的百分之五。
We regret for the loss you have suffered and agree to compensate you by $500. 我们对你方遭受的损失深表歉意,同意向你们赔偿500美元。
I propose we compensate you by 3% of the total value plus inspection fee.
我想我们赔偿贵方百分之三的损失,另外加上商检费。
There are some different types of claims.
索赔有几种不同的类型。
This is a claim on quality.
这是质量索赔。
This is a claim on shortweight.
这是短重索赔。
This is a claim on delayed shipment.
这是延期装运索赔。
Claim on shortweight is caused by packing damage or shortloading.
短重索赔是由包装破损或装运短重引起的。
Claim on delayed shipment is that sellers fail to make the delivery according to time schedule. 延期索赔是对卖方没有按时装运货物而提出的索赔。
Claim on quality originates from inferior quality of goods or quality changes.
品质(质量)索赔是在货物质量低劣或是质量改变的条件下发生
外贸英语口语—多练练
1 I've come to make sure that your stay in Beijing is a pleasant one.我特地为你们安排使你们在北京的逗留愉快。
2 You're going out of your way for us, I believe.我相信这是对我们的特殊照顾了。
3 It's just the matter of the schedule,that is,if it is convenient for you right now.如果你们感到方便的话,我想现在讨论一下曰程安排的问题。
4 I think we can draw up a tentative plan now.我认为现在可以先草拟一具临时方案。
5 If he wants to make any changes,minor alternations can be made then.如果他有什么意见的话,我们还可以对计划稍加修改。
6 Is there any way of ensuring we'll have enough time for our talks?我们是否能保证有充足的时间来谈判?
7 So our evenings will be quite full then?那么我们的活动在晚上也安排满了吗?
8 We'll leave some evenings free,that is,if it is all right with you.如果你们愿意的话,我们想留几个晚上供你们自由支配。
9 We'd have to compare notes on what we've discussed during the day.我们想用点时间来研究讨论一下白天谈判的情况。 l
10 That'll put us both in the picture.这样双方都能了解全面的情况。put X in the picture.
11 Then we'd have some ideas of what you'll be needing.那么我们就会心中有点儿数,知道你们需要什么了。
12 I can't say for certain off-hand.我还不能马上说定。
13 Better have something we can get our hands on rather than just spend all our time talking.有些实际材料拿到手总比坐着闲聊强。
14 It'll be easier for us to get down to facts then.这样就容易进行实质性的谈判了。
15 But wouldn't you like to spend an extra day or two here?你们不愿意在北京多待一天吗?
16 I'm afraid that won't be possible,much as we'd like to.尽管我们很想这样做,但恐怕不行了。
17 We've got to report back to the head office.我们还要回去向总部汇报情况呢。
18 Thank you for you cooperation.谢谢你们的合作。
19 We've arranged our schedule without any trouble.我们已经很顺利地把活动曰程安排好了。
20 Here is a copy of itinerary we have worked out for you and your friends.Would you please have a look at it?这是我们为你和你的朋友拟定的活动曰程安排。请过目一下,好吗?
21 If you have any questions on the details, feel free to ask.如果对某些细节有意见的话,请提出来。
22 I can see you have put a lot of time into it.我相信你在制定这个计划上一定花了不少精力吧。
23 We really wish you'll have a pleasant stay here.我们真诚地希望你们在这里过得愉快。
24 I wonder if it is possible to arrange shopping for us.我想能否在我们访问结束时为我们安排一点时间购物。
25 Welcome to our factory.欢迎到我们工厂来。
26 I've been looking forward to visiting your factory.我一直都盼望着参观贵厂。
27 You'll know our products better after this visit.参观后您会对我们的产品有更深的了解。
28 Maybe we could start with the Designing Department.也许我们可以先参观一下设计部门。
29 Then we could look at the production line.然后我们再去看看生产线。
30 These drawings on the wall are process sheets.墙上的图表是工艺流程表。
31 They describe how each process goes on to the next.表述着每道工艺间的衔接情况。
32 We are running on two shifts.我们实行的工作是两班倒。
33 Almost every process is computerized.几乎每一道工艺都是由电脑控制的。
34 The efficiency is greatly raised,and the intensity of labor is decreased.工作效率大大地提高了,而劳动强度却降低了。
35 All produets have to go through five checks in the whole process.所有产品在整个生产过程中得通过五道质量检查关。
36 We believe that the quality is the soul of an enterprise.我们认为质量是一个企业的灵魂。
37 Therefore,we always put quality as the first consideration.因而,我们总是把质量放在第一位来考虑。
38 Quality is even more important than quantity.质量比数量更为重要。
39 I hope my visit does not cause you too much trouble.我希望这次来参观没有给你们增添太多的麻烦。
40 Do we have to wear the helmets?我们得戴上防护帽吗?
41 Is the production line fully automatic?生产线是全自动的吗?
42 What kind of quality control do you have?你们用什么办法来控制质量呢?
43 All products have to pass strict inspection before they go out.所有产品出厂前必须要经过严格检查。
44 What's your general impression,may I ask?不知您对我们厂总的印象如何?
45 I'm impressed by your approach to business.你们经营业务的方法给我留下了很深的印象。
46 The product gives you an edge over your competitors,I guess.我认为你们的产品可以使你们胜过竞争对手。
47 No one can match us so far as quality is concerned.就质量而言,没有任何厂家能和我们相比。
48 I think we may be able to work together in the future.我想也许将来我们可以合作。
49 We are thinking of expanding into the Chinese market.我们想把生意扩大到中国市场.
50 The purpose of my coming here is to inquire about possibilities of establishing trade relations with your company.我此行的目的正是想探询与贵公司建立贸易关系的可能性。
51 We would be glad to start business with you.我们很高兴能与贵公司建立贸易往来。
52 I'd appreciate your kind consideration in the coming negotiation.洽谈中请你们多加关照。
53 We are happy to be of help.
我们十分乐意帮助。
54 I can assure you of our close cooperation.我保证通力合作。
55 Would it be possible for me to have a closer look at your samples?可以让我参观一下你们的产品陈列室吗?
56 It will take me several hours if I really look at everything.如果全部参观的话,那得需要好几个小时。
57 You may be interested in only some of the items.你也许对某些产品感兴趣。
58 I can just have a glance at the rest.剩下的部分我粗略地看一下就可以了。
59 They've met with great favor home and abroad.这些产品在国内外很受欢迎。
60 All these articles are best selling lines.所有这些产品都是我们的畅销货。
61 Your desire coincides with ours.我们双方的愿望都是一致的。
62 No wonder you're so experienced.怪不得你这么有经验。
63 Textile business has become more and more difficult since the competition grew.随着竞争的加剧,纺织品贸易越来越难做了。 64 Could I have your latest catalogues or something that tells me about your company?可以给我一些贵公司最近的商品价格目录表或者一些有关说明资料吗?
65 At what time can we work out a deal?我们什么时候洽谈生意?
66 I hope to conclude some business with you.我希望能与贵公司建立贸易关系。
67 We also hope to expand our business with you.我们也希望与贵公司扩大贸易往来。
68 This is our common desire. 这是我们的共同愿望。
69 I think you probably know China has adopted a flexible policy in her foreign trade.我想你也许已经了解到中国在对外贸易中采取了灵活的政策。
70 I've read about it,but I'd like to know more about it.我已经知道了一点儿,但我还想多了解一些。
71 Seeing is believing. 百闻不如一见。
72 I would like to present our comments in the following order.我希望能依照以下的顺序提出我们的看法。
73 First of all, I will outline the characteristics of our product.首先我将简略说明我们商品的特性。
74 When I present my views on the competitive products, I will refer to the patent situation.专利的情况会在说明竞争产品时一并提出。
75 Please proceed with your presentation.请开始你的简报。
76 Yes, we have been interested in new system.是的,我们对新系统很感兴趣。
77 Has your company done any research in this field?请问贵公司对此范畴做了任何研究吗?
78 Yes, we have done a little. But we have just started and have nothing to show you.有,我们做了一些,但是因为我们才刚起步,并没有任何资料可以提供给你们。
79 If you are interested, I will prepare a list of them.如果您感兴趣的话,我可以列表让你参考。
80 By the way, before leaving this subject, I would like to add a few comments.在结束这个问题之前顺便一提,我希望能再提出一些看法。
81 I would like to ask you a favor.我可以提出一个要求吗?
82 Would you let me know your fax number?可以告诉我您的传真机号码吗?
83 Would it be too much to ask you to respond to my question by tomorrow?可以请你在明天以前回复吗?
84 Could you consider accepting our counterproposal?你能考虑接受我们的反对案吗?
85 I would really appreciate your persuading your management.如果你能说服经营团队,我会很感激。
86 I would like to suggest that we take a coffee break.我建议我们休息一下喝杯咖啡。
87 Maybe we should hold off until we have covered item B on our agenda.也许我们应该先谈论完B项议题。
88 As a matter of fact, we would like to discuss internally regarding item B.事实上,我们希望可以先内部讨论B项议题。
89 May I propose that we break for coffee now?我可以提议休息一下,喝杯咖啡吗?
90 If you insist, I will comply with your request.如果你坚持,我们会遵照你的要求。
91 We must stress that these payment terms are very important to us.我们必须强调这些付款条件对我们很重要。
92 Please be aware that this is a crucial issue to us.请了解这一点对我们至关重要。
93 I don't know whether you realize it, but this condition is essential to us.我不知道你是否了解,但是,这个条件对我们是必要的。
94 Our policy is not to grant exclusivity.我们的方针是不授与专卖权。
95 There should always be exceptions to the rule.凡事总有例外。
96 I would not waste my time pursuing that.如果是我的话,不会将时间浪费在这里。
97 Would you care to answer my question on the warranty?你可以回答我有关保证的问题吗?
98 I don't know whether you care to answer right away.我不知道你是否愿意立即回答。
99 I have to raise some issues which may be embarrassing.我必须提出一些比较尴尬的问题。
100 Sorry, but could you kindly repeat what you just said?抱歉,你可以重复刚刚所说的吗?
101 It would help if you could try to speak a little slower.请你尽量放慢说话速度。
102 Could you please explain the premises of your argument in more detail?你能详细说明你们的论据吗?
103 It will help me understand the point you are trying to make.这会帮助我了解你们的重点。
104 We cannot proceed any further without receiving your thoughts with respect to the manner of payment.我们如果不了解你们对付款方式的意见,便不能进一步检讨。
105 Actually, my interest was directed more towards what particular markets you foresee for our product.事实上,我关心的是贵公司对我们产品市场的考量。
106 We really need more specific information about your technology.我们需要与贵公司技术相关更专门的资讯。
107 Our project must proceed at a reasonably quick tempo. Surely one month is ample time, isn't it?这个计划必须尽速进行。一个月的时间应该够了吧?
108 I will try, but no promises. 我会试试看,但是不敢保证。
109 I could not catch your question. Could you repeat it, please?我没听清楚你们的问题,你能重复一次吗?
110 The following answer is subject to official confirmation.以下的答案必须再经过正式确认才有效。
111 Let me give you an indication.我可以提示一个想法。
112 Please remember this is not to be taken as final.请记得这不是最后的回答。
113 Let's imagine a hypothetical case where we disagree.让我们假设一个我们不同意的状况。
114 Just for argument's sake, suppose we disagree.为了讨论各种情形,让我们假设我方不同意时的处理方法。
115 There is no such published information.没有相关的出版资料。
116 Such data is confidential. 这样的资料为机密资料。
117 I am not sure such data does exist.我不确定是否有这样的资料存在。
118 It would depend on what is on the list.这要看列表内容。
119 We need them urgently. 我们急需这些资料。
120 All right. I will send the information on a piecemeal basis as we acquire it.好。我们收齐
之后会立即寄给你。
121 I'd like to introduce you to our company. Is there anything in particular you'd like to know?我将向你介绍我们的公司,你有什么特别想知道的吗?
122 I'd like to know some information about the current investment environment in your country?我想了解一下贵国的投资环境。 123 I'd like to know something about your foreign trade policy.我非常想了解有关贵国对外贸易的政策。
124 It is said that a new policy is being put into practice in your foreign trade.据说你们正在实施一种新的对外贸易政策。
125 Our foreign trade policy has always been based on equality and mutual benefit and exchange of needed goods.我们的对外贸易政策一向是以平等互利、互通有无为基础的。
126 We have adopted much more flexible methods in our dealings.我们在具体*作方法上灵活多了。
127 We have mainly adopted some usual international practices.我们主要采取了一些国际上的惯例做法。
128 You have also made some readjustment in your import and export business, have you?你们的进出口贸易也有一些调整,对吗?
129We are sure both of us have a brighter future.我们相信双方都有一个光明的前景。
130 How would you like to proceed with the negotiations?你认为该怎样来进行这次谈判呢?
131 Perhaps you've heard our product's name. Would you like to know more about it?也许你已听说过我们产品的名称,你想知道更多一点吗?
132 Let me tell you about our product.关于产品一事让我向你说明。 133 This is our most recently developed product.这是我们最近开发的产品。
134 We'd like to recommend our new home health monitor.我们想推荐我们新的家庭健康监测器。
135 That sounds like the product we had in mind.那种产品好像就是我们所想要的。
136 I'm sure you'll be pleased with this product.我敢保证你会喜欢这种产品的。
137 I'm really positive that this product has all the features you have always wanted.我确信这种产品有各种你所要的款式。
138 I strongly recommend this product.我强力推荐这种产品。
139 If I were you, I'd choose this product.如果我是你,我就选择这种产品。
140 We've already had a big demand for this product.这种产品我们已有很大的需要求量。
141 This product is doing very well in foreign countries.这种产品在国外很畅销。
142 Our product is competitive in the international market.我们的产品在国际市场上具有竞争力。
143 Let's move on to what makes our product sell so well.让我来说明是什么原因使我们的产品销售得那么好。
144 Good. That's just what we want to hear.很好,那正是我们想要听的。
145 The distinction of our product is its light weight.我们产品的特点就是它很轻。
146 Our product is lower priced than the competition.我们产品价格低廉,具有竞争力。
147 Our service, so far, has been very well-received by our customers .到目前为止,顾客对我们的服务质量评价甚高。
148 One of the real pluses of this product is that it is of very high quality and of compact size.这种产品的真正优点之一就是高质量和小体积。
149 Could we see the specifications for the X200?我们可以看一下X200型的详细规格吗?
150 Certainly. And we also have test results that we're sure you'd be interested to read.当然,同时我们也有测试结果,我们相信你们会有兴趣看的。
151 How about feed-back from your retailers and consumers?你们的零售商和消费者的反映怎样?
152 We have that right here in this report.在这份报告书内就有。
153 Could you tell me some more about your market analysis?请你多告诉我一些你们的市场分析好吗?
154 Yes, our market analysis tells us our prime user will be between 40 and 60.好的,我们的市场分析告诉我们,我们产品主要的使用者年龄将在40至60岁。
155 How soon can you have your product ready?你们多久才可以把产品准备好呢?
156 We certainly expect our product to be available by October 1.我们的产品在可在10月1曰前准备好。
157 How did you decide that product was safe?你怎样决定产品是安全的呢?
158 What's the basis of your belief that the product is safe?你凭什么相信产品是安全的?
159 I'd like to know how you reached your conclusions.我想知道你们是如何得出结论的。
160 Why don't we go to the office now?为何我们现在不去办公室呢?
161 I still have some questions concerning our contract.就合同方面我还有些问题要问。
162 We are always willing to cooperate with you and if necessary make some concessions.我们总是愿意合作的,如果需要还可以做些让步
163 If you have any comment about these clauses, do not hesitate to make.对这些条款有何意见,请尽管提,不必客气。
164 Do you think there is something wrong with the contract?你认为合同有问题吗?
165 We'd like you to consider our request once again.我们希望贵方再次考虑我们的要求。
166 We'd like to clear up some points connected with the technical part of the contract.我们希望搞清楚有关合同中技术方面的几个问题。
167 The negotiations on the rights and obligations of the parties under contract turned out to be very successful.就合同保方的权利和义务方面的谈判非常成功。
168 We can't agree with the alterations and amendments to the contract.我们无法同意对合同工的变动和修改。
169 We hope that the next negotiation will be the last one before signing the contract.我们希望下一交谈判将是签订合同前的最后一轮谈判。
170 We don't have any different opinions about the contractual obligations of both parties.就合同双方要承担的义务方面,我们没有什么意见。
171 That's international practice. We can't break it.这是国际惯例,我们不能违背。
172 We are prepared to reconsider amending the contract.我们可以重新考虑修改合同。
173 We'll have to discuss about the total contract price.我们不得不讨论一下合同的总价格问题。
174 Do you think the method of payment is OK for you?你们认为结算方式合适吗?
175 We are really glad to see you so constructive in helping settle the problems as regards the signing of the contract.我们很高兴您在解决有关合同的问题上如此具有建设性。
176 Here are the two originals of the contract we prepared.这是我们准备好的两份合同正本。
177 Would you please read the draft contract and make your comments about the terms?请仔细阅读合同草案,
178 When will the contract be ready?合同何时准备好?
179 Please sign a copy of our Sales Contract No.156 enclosedhere in duplicate and return to us for our file.请会签第156号销售合同一式两份中的一份,将它寄回我方存档。
180 The contract will be sent to you by air mail for your signature.合同会航邮给你们签字。
181 Don't you think it necessary to have a close study of the contract to avoid anything missing?你不觉得应该仔细检查一下合同,以免遗漏什么吗?
182 We have agreed on all terms in the contract. Shall we sign it next week?我们对合同各项条款全无异议,下周签合同如何?
183 We had expected much lower prices.我们希望报价再低一些。
184 They are still lower than the quotations you can get elsewhere.这些报价比其他任何地方都要低得多。
185 I can show you other quotations that are lower than yours.我可以把比贵公司报价低得多的价目表给你看看。
186 When you compare the prices,you must take everything into consideration.当你在考虑对比价格时,首先必须把一切都要考虑进去。
187 I can assure you the prices we offer you are very favorable.我敢保证我们向你提供的价位是合理的。
188 I don't think you'll have any difficulty in pushing sales.我认为你推销时不会有任何困难。
189 But the market prices are changing frequently.但是市场价格随时都在变化。
190 It's up to you to decide. 这主要取决于你。
191 The demand for our products has kept rising.要求定购我们产品的人越来越多。
192 How long will your offer hold good?一般你们报盘的有效期是多长?
193 We have new methods like compensation trade and joint ventrue.我们有补偿贸易和合资经营。
194 I think a joint venture would be beneficial to both of us .我认为合资经营对双方都是有利的。
195 Please give us your proposal if you're ready for that.如果你们愿意做合资经营,请提出你的方案。
196 Please go over it and see if everything is in order.请过目一下,看看是否一切妥当。
197 Do you have any comment on this clause.你对这一条款有何看法?
198 Don't you think we should add a sentence here like this?难道你不觉得我们应该在这儿加上一句话?
199 If one side fails to observe the contract,the other side is entitled to cancel it.如果一方不履行合同协议,另一方则有权终止合同。
200 The loss for this reason should be charged by the side breaking the contract.造成的损失必须由毁约方承担。
201 We should add a clause regarding arbitration of differences.我们应该附加一条关于仲裁分歧的条款。
202 The contract contains basically all we have agreed upon during our negotiations.这个合同基本上囊括了所有我们在谈判中所达成协议。
203 Anything else you want to bring up for discussion.你还有什么问题要提出来供双方讨论的吗?
204 We agree to insert a clause giving you a ten-day grace period.我们同意给你加上一条10天宽限期的条款。
205 When the grace peroid expires, the contract is annulled.当这个宽限期届满,你仍未执行合同的话,该合同就终止了。
206 I don't want to imply that every point in this contract is negotiable.不用我说,该合同中的每一条都要严格执行的,没有讨价还价的余地。
207 I hope no questions about the terms.我看合同的条款没有什么问题了。
208 It is our permanent principle that contracts are honored and commercial integrity is maintained.重合同、守信用是我们的一贯原则。 209 I'm glad our negotiation has come to a successful conclusion.我很高兴这次洽谈圆满成功。
210 I hope this will lead to further business between us.我希望这次交易将使我们之间的贸易得到进一步发展。
211 We'll sign two originals, each in Chinese and English language.我们将要用中文和英语分别签署两份原件。
212 I am ready to sign the agreement.我已经准备好了签合同。 213 I'm sure you need an original signature, not a faxed copy.我知道你们需要的是原件,不是传真件。
214 So I will receive and sign it overnight.那么,我明天就可以收到并且签上名了。
215 We'll still be able to meet the deadline.我们还是可以赶上最后期限的。
216 I will keep you posted. 我会与你保持联络。
217 What is your hurry? 什么事让您这么着急呢?
218 I'm sorry to burst in on you like this, but I'm really upset.我很抱歉这样突然地找您,但我真的很心烦。
219 What on earth has happened to trouble you so?到底发生什么事让您如此发愁?
220 I'm afraid I have bad news for you.恐怕我有坏消息要告诉您。