前言
使用说明
1．建立联系
问候与自我介绍
Good morning．My name is Mei Du．Have you found anything interesUng?
具体交流
You can come in and see our exhibits
闲谈
Is this your first visit to Beijing?
So，you are looking for suppliers?
公司介绍
We are a specialized corporation，handling the export of electrical equipments
We are a medium-sized company in this field and have been supplying products to many big companys in North China over 10 years
信息来源
We come to know your name and address from
说明联系目的
We write you hoping to establish business relations
with you
We are looking for an agent to handle our products
索取资料
Will you please send US your illustrated catalogue and price-list?
提供资料
Endosed please find our latest catalogue and prise list
跟进安排
Dear Mr．Johnson，may we make phone calls next week for any service we could offer to you?
期待
I look forward to seeing you next month
Test yourself！
Test yourself！参考答案

2．报盘
关于报盘
Offer/QUOte/Bid
Firm offer Non-firm offer
一般性答复
Thank you for your enquiand for your interest in our products
价格
Our prices mnge from＄25．00 per metre upwards，according to quality
价格波动
Owing to the increased cost of manufacture，prices are expected to rise before long
优惠的价格
We are happy to be able to make the following special offer to you
关于支付工具
Draft
关于支付方式
Remittarice/Collection/Letter of Credit
付款条件
Our terms of payment are confirmed and irrevocable letter of credit
产品质量与样品
The samples sent will convince you of the excellent quality of our products
库存与供货时间
We usually carry large stocks and can deliver as soon as we receive your order
不能及时报价
We will send you a quotation within a few days
拒绝报价
We are sorry to tell you that wecarl’ttake you up on the offer, as your prices appear to be on the high side
Test yourself!
Test yourself!参考答案

3．谈判协商
开启协商
I'd like to discuss some of the details in the offer
提出意见
I would say that the quotation submied by you is too high
具体询问
Can I ask what they're offenng?
价格解释
Our price is quite reasonable and other buyem in your market have accepted it
询问价格优惠
Would you give us a beUer price?
条件
If you purchase more than 1 0，000 units，we can reduce the price to＄25．00
If we extended the contract，would you provide us with a 10％discount?
获益
Both of us can benefit from this coopemtion

4 订货
5 问题处理
6 外贸单证