英语口语：外贸篇

发表于 2019-07-16 更新于 2020-03-23 分类于英语学习阅读次数：本文字数： 4.3k 阅读时长 ≈ 16 分钟

business

只要我们敢把英文说出口，外国朋友并不会嘲笑我们的中式口音，就像我们不会嘲笑外国朋友说中文一样。

本文出自《毅冰私房英语书：7 天秀出外贸口语》，由庭勃士逐字逐句在键盘上敲击而成。

带文本的音频文件可在喜马拉雅里收听。

轻松自如打电话

报价后的电话跟进

📕 Cindy
📗 Bob

Dialogue

📕 Hello, this is Cindy from Ting Trading in China. Is that Bob speaking?
📗 Hi Cindy, it's me. How are you (doing)?
📕 I'm doing well, thank you! How about you? (I'm doing alright / ok 有消极的意味)
📗 Good. Thanks. (不能用 Fine)
📕 Bob, I sent you an email last week, with the offer sheet for solar light. Have you gotten it?
📗 Really? I just came back from a business trip. I will check my email and get back to you ASAP.
📕 Thank you very much! Please reply to my email or call me directly with any questions.
📗 Sure.

催促紧急事宜

📕 Cindy
📗 Carol

Dialogue

📕 Hello, can I speak to Bob please?
📗 I'm sorry, but he is in Las Vegas for a business trip. May I ask who is speaking?
📕 This is Cindy from China. I wanna check with him for the solar light sample. It is very urgent for me to obtain his approval to arrange the mass production.
📗 Hello Cindy! This is Carol, the Merchandise Planner here, Bob's colleague. Please send him an email, and I'm sure he checks his email / mailbox these days.
📕 Yes, I have already sent him several emails, but have not heart back. May I know when he will be back?
📗 Maybe next Monday. I'm not sure.
📕 OK, I will call him again next Monday. Thank you, Carol! Nice talking to you!

接到 Cold Call

📕 Cindy
📗 Nina

Dialogue

📗 Hello, is this Cindy speaking?
📕 Speaking.
📗 Hi, Cindy, this is Nina from Germany. I found your telephone number from your website and would like to check with you about the price of your garden lights.
📕 Garden lights? Could you please give me the model number?
📗 Sure. ABC-2365, ABC-2300 and ABC-2386. Also, could you recommend some of your best-selling models to Western and Central Europe? So that I could check with the retailers here.
📕 Sorry, I beg your pardon? ABC-2365, ABC-2300, and what?
📗 ABC-2386.
📕 Got it. I will make the offer sheets and send you an email. Er… Could you please give me your email address?
📗 No worries. I will send you an email to the address that's provided on your website.
📕 Sorry? / Pardon me? / Sorry, Could you repeat that, please?
📗 I mean, I will send you an email, and please get back to me ASAP.
📕 OK. No problem!

接到老客户电话

📕 Cindy
📗 Thomas

Dialogue

📕 Hi, Thomas, how are you doing?
📗 Hello, Cindy. I'm doing well, thank you! I've got good news for you.
📕 Really?
📗 Yeah, I will place a repeat order, with a 40-feet container. But please make sure you will finish the goods within 2 weeks!
📕 Oh, it is extremely difficult for us. Is it possible to give us 25 days?
📗 No, I'm sorry. We have to ship them within 20 days in order to do sales promotion.
📕 Ok, let me discuss with my colleagues, and I will get back to you with price and delivery time.
📗 I'm sorry, Cindy, the price we gave was final and will remain so from my end.
📕 Sorry, Thomas. As you know, the labor cost and raw material is the problem…
📗 Yeah, I understand. But the most important thing is getting the order, right? I can not take the risk of negotiating the price with my customer. We could make less, but have to let our customer keep the margin. Please consider it and confirm it with me today.
📕 Well, I have to discuss it with my boss and I'll get back to you.
📗 Great. Thank you!

初次开发潜在客户

📕 Cindy
📗 Brenda

Dialogue

📗 Hello,
who's this?
秘书接到电话：Mr. Weaver's office. Miss Martin speaking.
Good morning, thank you for calling ***. This is Joan. How can I help you?
📕 Hi, this is Cindy from *** Trading in China. We supply solar light and other outdoor lighting items. Could you please transfer this phone call to who are in charge of purchasing. / whoever is in charge of purchasing.
📗 Do you come from China? We've already imported similar products from China.
📕 Yes, I know. But please give me an opportunity to show you our new items. All of them meet SAA Standard(s) in Australia and New Zealand.
📗 Okay. Please send me an email first with an overview of your company and your products. Also, could you recommend us a couple of articles with your best offer? We have to check and do the comparison. If it all sounds good, I will forward to the email to the buyer.
📕 Thank you so much for your help! could you please give me your email address?
📗 Sure. brenda@***.com My name is Brenda.
📕 OK. Thank you, Branda! Nice talking to you!

客户未回复邮件

📕 Cindy
📗 James

Dialogue

📕 Hi, is James in?
📗 Yes, speaking.
📕 This is Cindy from China. I sent you the quotes 2 weeks ago, but have not heard back yet.
📗 Which company are you calling from, please?
📕 *** Trading, from Shanghai, China.
📗 Ah, yes, yes. I've got your offer and transferred it to my assistant. She is now busy checking with all the details and will reply to you before this weekend.
📕 OK. Thank you for letting me know! / Thank you for the update!
📗 No problem! Have a good one!
📕 Thank you, you too.

邮箱出问题

📕 Cindy
📗 Reno (French)

Dialogue

📗 Bonjour! A qui voulez-vous parler?
📕 Bonjour! Monsieur! This is Cindy from *** Trading.
📗 Hello, Cindy! Nice talking to you again! I haven't heard from you for a long time. How are you?
📕 Not too bad. Really busy after the Canton Fair. How about you?
📗 Good. I just came back from (my) vacation (last week).
📕 Woo, where did you go?
📗 Monte Carlo (, in Monaco)
📕 That sounds awesome! (What did you do there?)
📗 Yeah! It was great.
📕 By the way, I would like to inform you that I'm having problems with my mail server. I sent you an email just now from my personal mailbox. Please contact me through this email until the problem is fixed.
📗 Sure, I will check it and reply to you soon.

Cold Call

Good morning, this is Sam from China, company name is xxx, may I talk with your purchasing department? I want to know how to apply for your supplier?
I'm calling to thank you for send inquiry to us, and would like to talk with you a few minutes to learn more details …
Sorry, the signal is weak so I didn't catch you very well. Regarding price / delivery / order / discount / product / sample, could you send me an email? In this way we can make sure we didn't miss any important points.

展会上接待客户

新客户走近展位

📕 Cindy
📗 Customer A
📘 Customer B

Dialogue

📕 Welcome! Please (feel free to) look around.
📗 What's the price for this one?
📕 Which one? The red one? / The red and green one? / The multicolored one?
📗 Yes.
📕 Ah, it's our new design. 1.5 US dollars per piece and the MOQ is 3,000.
📗 It's quite expensive! / That's expensive!
📕 (Smile) They are new arrivals (in-store), so the price is okay. Sir, may I have your name card, please?
📘 Sure. Here it is.
📕 Thank you! And this is mine. And here is our catalog.
📘 Thank you!
📗 Have you exported similar items to the UK before?
📕 No, we haven't. We only exported to France and Germany.
📗 But the price is really expensive. I am worried about retail.
📕 For the first order, we could accept 500 or 1000 pieces as a trial to test the market.
📗 OK, I will consider it. Could you please send me a sample to the UK?
📕 Sure! To the address on this name card (business card)?
📘 Yep.

跟老客户打招呼

📕 Cindy
📗 Jonathan
📘 Maggie

Dialogue

📕 Hello, Johnny. Glad to see you here!
📗 Hi Cindy. Nice to meet you. This is Maggie, my assistant.
📕 Hello, Maggie. We have been in touch by email.
📘 Yes! Nice to meet you, Cindy!
📕 Thank you. It's very nice to meet you as well. Ah, sit down, please. (take a seat.) Would you like something to drink?
📗 No, thanks. (I'm good. / I'm fine.) We'd like to go around first, and we could have a meeting tomorrow evening if you have time.
📕 Sure. At your hotel?
📗 Yes, we're coming here again, maybe tomorrow afternoon, and select some new items of yours. Well, how is the order SP11075?
📕 (I sure) we could deliver them on time. I have submitted the inspection booking form, and have asked your forwarder to book the vessel.
📗 Good. Thank you.
📕 And here are our newly designed items for outdoor use, with color box packaging. Would you like me to bring them to your hotel for the meeting tomorrow? We also have some new models that are not displayed here.
📗 Good. I have to do the selection first, and let's discuss then.
📕 Sure, how long do you plan to stay in China?
📗 Roughly / About / Around one week. And we're going to Singapore to visit another and then back to the US. OK well, I think it's time we get going now. Nice talking to you! We'll see you tomorrow?
📕 Sure! See you then.

给客户拿样品

📕 Cindy
📗 Stephy

Dialogue

📕 Hi, can I help you?
📗 Hi, this is my name card.
📕 Ah, thank you! This is mine.
📗 OK, … Cindy, sales representative.
📕 Yes, We supply solar lamps and other lighting items.
📗 Good. Could I see that one, please?
📕 This one?
📗 Yep.
📕 Here you are.
📗 Thank you. What's the price?
📕 2.5 US dollars, FOB shanghai.
📗 What about the diameter?
📕 2 centimeters.
📗 OK, MOQ?
📕 3,000 pieces.
📗 1 piece per color box, right?
📕 Yes.
📗 Is it possible to pack 2 pieces in one larger color box?
📕 Absolutely. But I have to check the packaging cost again, and give you the price later.
📗 Sure. Please send me an email with the price for 2 pieces per unit.
📕 No problem.

介绍参展产品

📕 Cindy
📗 Henry

Dialogue

📕 Good afternoon, sir. Welcome to our booth!
📗 Hi, I would like to purchase some new solar lamps, with a price range between 1 and 3 USD.
📕 Sure, we have a lot of items in this price range. May I know your (desired) packaging method? Color box or double blister? 彩盒还是双泡壳 (clamshell)?
📗 European guys prefer color box, but in the US, the double blister is more popular.
📕 OK. Please check this one, this one, and this one. They are our best-selling items in the US market.
📗 Really? To which customers?
📕 Target, Kmart, and some other importers.
📗 Good. Please send me the offer sheet soon. Here is my name card.
📕 Thank you! And here is mine. Would you link to see some other lighting items?
📗 No thanks.

介绍同事跟进

📕 Cindy
📗 Jack
📘 Athena

Dialogue

📕 Good morning. Can I help you?
📗 Yes, my name is Jack. This my name card. What is the price for these two?
📕 Sorry Jack, these items are handled by my colleague. Let me introduce her to you.
📗 OK.
📕 Athena, could you come here, please? Jack wants to know the price of the two camping lamps. Here is his card.
📗 Hello, Athena!
📘 Hello, Jack. Nice to meet you. The two lamps were designed for portable usage with handles and car chargers. The big one is 12 dollars and the smaller one is 9 dollars.
📗 The whole set?
📘 Yes, one lamp, one adaptor, and one car charger.
📗 OK, what about the quantity for the small one in a 20' container (20-foot container)?
📘 Let me check it. Er … 1500 pieces.
📗 So, 3,000 pieces per 40' container, right?
📘 Sure.
📗 Please send me a detailed offer sheet and 2 samples for the small one. Btw, have your products passed the UL or ETL testing?
📘 ETL for chargers.
📗 Got it.

简单讨论报价

📕 Cindy
📗 Nick

Dialogue

📕 Good morning!
📗 Morning.
- You handle lighting items, right?
- You do plumbing /ˈplʌmɪŋ/, right?
- You do early modern history, right? (at a conference)
📕 Yes.
📗 Are you involved in manufacturing or trading?
📕 We do both trading and manufacturing. And we have our own R&D team.
📗 How many workers?
📕 250, including office staff.
📗 Good. Can you please help me check the price of this item?
📕 Ah … a very nice design for the glass part.
📗 Yes, we'd like to get the best quote for 50,000 pieces.
📕 We can / could certainly handle that quantity / do that / handle that for you. Please sit down. I'll check into it (仔细核查). Would you like something to drink?
📗 Water, please.
📕 OK. The diameter of the body is 17 cm, the diameter of the tube is 2 cm, the thickness is 1 cm … what about the LED?
📗 Same as this one, one watt.
📕 What I meant to ask what type of LED is it? Chinese made, US made, or German made? The price is different.
📗 Give me the most competitive one.
📕 Sure. What about the packaging? One piece per 3-layer color box, and 24 pieces per container?
📗 Please add an inner box for me. I think it's better to pack 12 pieces per inner box and then 24 pieces per outer carton.
📕 OK. The price is around 3.9 USD per unit. I have to check with our engineering team and purchasing team to confirm the price again for each part, and then send you the final offer.
📗 Sounds good.
📕 Could you please leave the sample here?
📗 Sorry, I only have one piece on hand. But I will send you the sample to your factory when I get back to my office.
📕 Sounds good! Thank you very much.

预约见面时间

📕 Cindy
📗 Christina

Dialogue

📕 Hello, Christina!
📗 Hi, I'd like to get in touch / check with you about my business trip. / I happen to be / would be in the area and I would also like to see your company. I think I'm going to visit some suppliers in Shanghai and Zhejiang for a week. Is it possible to visit your company then?
📕 Sure / Of course. You are (of course) more than welcome to. Please feel free to drop by, and I'm sure you'll find a lot of interesting items in our big showroom.
📗 Sounds great! I'm leaving for Shanghai tonight and will visit 2 suppliers tomorrow. I'll have some time the day after tomorrow.
📕 OK, We could arrange the pick-up. Where will you stay in Shanghai? Would you like us to book a hotel for you?
📗 No, thanks. I have already booked a deluxe room at the Peninsula Hotel. Have you heard of it? / Are you familiar with this location?
📕 Yes, I have heard of it. It's a very nice hotel.
📗 It's in (the) downtown (area), correct?
📕 Yes, it's in downtown, near the Shanghai Bund area.
📗 How far is it to your company?
📕 Roughly an hour's drive.
📗 OK. I will call you back tomorrow to confirm. / I will call you tomorrow for final confirmation.

随客户拜访工厂

接机

📕 Cindy
📗 Nicole

Dialogue

📕 Hi, Nicole. This is Cindy speaking. Have you arrived in Hong Kong?
📗 Hi, Cindy. Yes, I have. I'm in the hotel right now, and I'm gonna take a shower and get something to eat.
📕 How are you feeling?
📗 Well, I feel so drained / I feel like exhausted after the long flight from Frankfurt to Hong Kong. / I've got a jet lag. / I'm really tired because of the jet lag. And the traffic here is terrible!
📕 Don't worry. You will be in Shanghai tomorrow, and everything will be OK then. I'd like to confirm your flight and arrange a pick-up. You will be arriving on Dragonair Flight KA5368 at 11:15 a.m., right?
📗 Yes.
📕 So, we will pick you up in Shanghai Putong airport tomorrow morning. Take care, and see you tomorrow.
📗 Thanks. See you then.

在路上

📕 Cindy
📗 Nicole

Dialogue

📕 How was your trip? / Did you have a good trip?
📗 (Yep,) it was good. There was nice food on the plane.
📕 Good. An extra night (one more night) in Hong Kong could help you get over your jet lag. I beg you had some Cantonese food.
📗 Yes, I did. But the price of the hotel in Hong Kong was too expensive.
📕 Which hotel?
📗 The Upper House. Have you heard of it?
📕 Oh wow, that's one of the most expensive hotels in Hong Kong Central, but I guess it must be an amazing hotel.
📗 Yeah, it was great.
📕 Would you like to go to the hotel first?
📗 Thank you, but I'd prefer to go see your factory first.
📕 Yeah, that's fine. We can do that.
📗 How far away is it? / How long of a drive is it (from the airport to the hotel)?
📕 Roughly an hour (About an hour) if there is no traffic jam. (if the traffic is OK/alright.)

介绍同事

📕 Cindy
📗 Nicole
🏭 Michael: Factory Director (厂长)
🧭 Mr. Zhang: Gneral Nanager (总经理)

Dialogue

📕 OK, here we are!
📗 This is an impressive operation you have here. / This looks like a (very) up-to-date modern factory.
📕 Thank you! This way, please. Nicole (niˈkoʊl), this is Michael, our factory director.
📗 Hi, My name is Nicole Fisher (first name + last name) of ABC company.
🏭 Hi, (I'm) Michael Smith. Nice to meet you!
📗 Nice to meet you, too!
📕 And this is Chris, our marketing director.
🗺️ Hi, Nicole.
📗 Hi, Chris!
📕 And this is Amy, my assistant. And … ah … here comes Mr. Zhang, our general manager.
🧭 Welcome to our factory! (Sorry I'm a bit late.)
📗 Oh, not at all. My name is Nicole Fisher. Nice to meet you.
🧭 Nice to meet you.
📗 I was just telling Cindy that your factory looks very impressive / modern / up-to-date. This looks like an excellent working environment.

参观

📕 Cindy
📗 Nicole
🏭 Michael: Factory Director (厂长)
🧭 Mr. Zhang: Gneral Manager (总经理)

Dialogue

🧭 Now if you'll excuse me, I have an urgent matter to attend to. Cindy will show you around the facility.
📗 Nice meeting you.
📕 This is our production facility which has 10 injection machines (注塑机) and 2 blowing machines as you can see the workers are assembling the plastic parts. These machines have been recently installed.
📗 Which brand is your injection machinery?
📕 Sorry, I'm not sure. Michael, do you know?
🏭 It's LUST. We imported them from Germany. Have you heard of it before?
📗 Yes, I'm familiar with it / this brand. Well, how many workers are there / do you have in your factory?
🏭 Roughly 300. 50 in production, 120 in assembling, 60 in packaging, and the rest work in quality control, material purchasing, and office work / internal affairs.
📗 I see.
🏭 Now let's go upstairs to see our assembling and packaging facilities.
📗 Sure.

交流

📕 Cindy
📗 Nicole

Dialogue

📕 What do you think?
📗 Ah, this is an impressive facility. / Your facility looks very modern / up-to-day / impressive.
📕 Thank you!
📗 Now I'd like to know more about your company. / I have a question about your company. I saw some items in your warehouse, with a shipping mark for METRO.
📕 Yeah.
📗 Are these / your products shipped direct or through importers.
📕 Pardon me?
📗 I mean, do you cooperate with METRO Germany directly? Or do you get orders from other trading companies?
📕 Oh, we do business with the METRO Hong Kong office directly. Then the goods are shipped to Hamburg or Bremerhaven in Germany. METRO HK is their purchasing center in the Asia Pacific region.
📗 I see. Could you (please) show me the items (that) you supplied to them?
📕 I can show you several open-design products / I can only show you open-design products; the other products are their private designs, which we have to keep confidential.
📗 No problem. Thank you!

约定

📕 Cindy
📗 Nicole

Dialogue

📕 Do you have any plans tomorrow? Any other suppliers?
📗 Yeah, the one in Qingpu District in Shanghai.
📕 OK, would you like us to arrange the pick-up for you?
📗 No, thanks. They will take care of it. But I could use some other help. Could you take me to the airport the day after tomorrow?
📕 Sure. When's your flight?
📗 Let me see. Er… 01:05 p.m. from Shanghai Pudong Airport.
📕 OK. When do you plan to start from the hotel? Does 10 a.m. sound good to you? It takes us about an hour‘s drive to get to the airport.
📗 Since you're more familiar with the area, I'll leave it up to you. (全交给你了 / 拜托你了)
📕 Sure. I will wait for you at 9:30 a.m. in the lobby, and please arrange the checkout earlier.
📗 Sounds good！

送行

📕 Cindy
📗 Nicole

Dialogue

📗 Thanks for your time today, Cindy. / Thanks for showing me around.
📕 It's my pleasure. Thank you for your visit. / We've appreciated your visit. Thank you for giving us the opportunity to work together. / We look forward to serving / having you as a customer. / We look forward to having your business soon.
📗 Excellent. You'll be hearing from us shortly.
📕 Is this your first time in Shanghai?
📗 Nope. I've been here a couple of times in the past seven years.
📕 Were these also business trips, or were you traveling?
📗 Oh, these were business trips, just for visiting suppliers, placing orders, negotiating price, problem-solving, and other things like that.
📕 Sounds busy.
📗 Yep, it was.
📕 Well, I've heard the market in Europe is not doing well / in a slump.
📗 Yes, that's true, especially the southern European countries, like Greece, Spain, Portugal ,and Italy, where there are high unemployment and recession.
📕 What about Germany?
📗 Germany is doing OK, but only OK.
📕 Well, have a safe flight back!
📗 Thank you!

样品间自由玩转

介绍公司

📕 Cindy
📗 Fernando

Dialogue

📕 OK， Mr. Fernando. Let me give you a brief introduction of our company.
📗 OK.
📕 Our company was established in 1988, so we have roughly 25 years’ experience in the lighting field. Originally, we only had a small factory with 20 people, with sales turnover (营业额) of only 13,000 USD. However, over the past 25 years, we have expanded rapidly. Now we have 300 workers in our own factory and 50 staff belonging to several teams in our trading company.
📗 I see. / Mmm hmm.
📕 And our business is still growing. The sales turnover last year was 10 billion US dollars for our solar lights and other lighting items.
📗 Impressive.
📕 Our products have been sold worldwide. Our primary markets are in the US, Germany, Canada, and Japan.
📗 What is / How about the percentage for your European market?
📕 Roughly 65% from Europe, 15% from the U.S., and he rest from other countries or regions.
📗 So, out of your existing orders from Europe what percentage comes from Italy?
📕 Honestly, we have no customer directly from Italy. But we do sell a lot of items to importers in Holland and Belgium, and maybe you could find our articles in the retail shops in Italy.
📗 In that case, maybe I’ll be your first client in Italy.
📕 We definitely hope so. And this is the chart for our turnover growth and current market share. The next page is the list for our testing certificates and reports, so you can get a rough idea.

边走边谈

📕 This is our newly developed product for the European market.
📗 Who is the target? / Which country is the target?
📕 We don’t know yet. We plan to promote this item in the Canton Fair next spring.
📗 What’s the price? How about the price?
📕 It’ll be based on quantity. If you could place one 20-foot container, the unit price could be 3.74 USD.
📗 How many pieces could be filled in the whole container?
📕 Roughly 8,000.
📗 Oh, that’s in excess of our needs. We would like to take in 500 to 1,000 pieces for trial.
📕 OK. But I think we would have to discuss the price later.
📗 Sure. What about this one?
📕 Ah, we sold this model to Aldi for one million pieces last year.
📗 Wow. So you have very competitive pricing on this one, right?
📕 Yes, we do. But I have to know your quantity before giving you a final offer.
📗 One last question. Could you please take this one and the previous one to the boardroom table? We could go over them one by one some time later.
📕 Don’t worry. Just lay them aside on the floor. And we’ll collect them for your confirmation later.
📗 OK. Let’s go ahead.
📕 And this shelf includes our promotional items to the U.S.. All of them are packed by double blister with Ni-Cad battery.
📗 What else do you have?
📕 And here are our one-dollar lights, with display box packaging.
📗 Can they display any color?
📕 Certainly. Would you like to leave one sample for it on the floor as well?
📗 Sure.

整理客户选中的样品

📕 Here they are. The 6 items you just selected. Are these the right ones?
📗 Correct.
📕 OK. Let's discuss the first one, our new model RJK -23366. The unit price is 3.74 USD per piece for one 20' FCL (一个小柜). If you place 500 to 1000 pcs as trial order, we have to charge you an extra 200 USD as handling fee (操作费).
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