第一篇：展會用語免費下載解讀

展會用語

我們的價格和國際市場的價格相比還是合理的。

Our price is reasonable as compared with that in the international market.我不同意您的說法。

I'm afraid I don't agree with you there.你們的價格比我們從別處得到的報價要高。Your price is higher than those we got from elsewhere.日本的報價就比較低

The Japanese quotation is lower.您必須要考慮到質量問題。

You should take quality into consideration.如果按這個價格買進，我方實在難以推銷。

It would be very difficult for us to push any sales if we buy it at this price.你方的價格比去年高出了百分之二十五（25%）。Your price is 25% higher than that of last year.您知道從去年以來這種商品的價格上漲了。

You may notice that the price for this commodity has gone up since last year.您知道，幾個月來這種商品的價格上漲得很多。

You know, the price for this commodity has gone up a lot in the last few months.這種商品國際市場的價格是每磅二十五（25）美元。

The price for this commodity is US$25 per pound in the international market.如果對方價格優惠，我們可以馬上訂貨。

If your price is favorable, we can book an order right away.如果你方訂貨數量大，價格我們還可以考慮。We may reconsider our price if your order is big enough.這些產品都是我們的暢銷貨。All these articles are our best selling lines.這些產品的花色是目前國際市場上比較流行的。

These patterns are relatively popular in the international market.你們的價格那么高，我們很難以這個價格銷售。It is difficult for us to sell the goods, as your price is so high.這種產品的價格和去年比有些變化。

The price for this commodity has changed somewhat compared with that of last year.我們什么時候可以得到成本加運費和保險費的實盤？ When can I have your CIF firm offer? 我們在今天晚上可以算出來，明天上午交給你方。

We can work out the offer this evening and give it to you tomorrow morning.你們的報價幾天內有效？

How long does your offer remain valid? 我們的報價三天內有效。Our offer remains open for 3 days.你們的報價是成本加運費和保險費的到岸價嗎？ Is this your CIF quotation? 這是我們的F.O.B.價格單。This is our FOB quotation sheet.這上面的價格是實盤嗎? Are the prices on the list firm offer? 單中的所有價格以我方最后確認為準。

All the quotations on the list are subject to our final confirmation.不知你們的價格有沒有變化？

I wonder whether there are any changes in your price.還是你方先報價吧.I think it's better for you to quote us your price first.希望你們報一個C.I.F 舊金山的最低價。

I'd like to have your lowest quotation C.I.F.San Francisco.為了便于報價，能不能請您談談你方所需的數量？

Would you please tell us the quantity you require so as to enable us to work out the offer? 請你們先提出一個估計價格吧。Can you give us an indication of your price? 這種產品C.I.F.舊金山的價格是四百（400）美元一臺。The price for this commodity is US$400 per piece CIF San Francisco.這是我們的最新價格單。This is our latest price list.我方價格極有競爭性。Our price is highly competitive.你們是不是報一下這些產品的價格？ Can you tell me the prices of these goods? 你們先談一下大概要訂多少。

Would you please give us an approximate idea of the quantity you require.我們要訂的數量，很大程度上取決于你方的價格。The size of our order depends greatly on your price.我們可以接受特殊訂貨。

We are in a position to accept a special order.請您介紹一下你方的價格，好嗎

Will you please let us have an idea of your price? 我們的商品銷售說明書您看了吧？ Have you read our leaflet? 你們打算訂購哪種型號的呢？ What type do you want to order? 我們考慮訂購D6C 型的。

We are thinking of placing an order for D6C.這是詢價單，請您看一下。

This is our inquiry.Would you like to have a look? 我們希望能在這方面和你們大量成交

We hope that we can do substantial business with you in this line.你們有這方面的樣本嗎？

Have you got the catalogue for this line? 這是上海出產的真絲印花綢。

It is the printed pure silk fabrics produced in Shanghai.我覺得這幾個品種的花色不錯。I think these patterns are quite good.我們希望能和你們談談工藝品方面的業務。

We are interested in discussing arts and crafts business with you.請您談談你們對哪些產品感興趣？ What particular items are you interested in? 我們對你們的小五金很感興趣。

We are very much interested in your hardware.您這次來主要想買些什么東西呀？ What products do want to purchase this time? 我們想買些上海出產的真絲印花綢。

We should like to purchase Shanghai printed pure silk fabrics.你方如果希望引進一些先進技術和成套設備，我們公司可以盡力。

If you hope to introduce some advanced technology and complete plants, we'd like to offer you our help.我們公司愿為貴國的經濟建設盡一些力量。

Our corporation is willing to give its help to your economic construction.你們仍然堅持自己的價格嗎？ Do you still insist on your price? 我們是根據世界市場的行情來調整價格的。

We readjust our price according to the international market.你們這次來主要想談哪些方面的生意呀？

May I know what particular line you are interested in this time?

第二篇：汽車展會英語 用語（推薦）

國際展會常見英文專業術語

? ? ? ? ? ? ? ? ? ? ? ? ? Affixed merchandise——Exhibitor?s products fastened to display——參展商攜帶的，與參展有關的輔助用品

AT-site——More commonly called On-site, Location of event or exhibit ——展會現場 Attendance——Number of people at show or exhibit——參展人數

Attendee——One who attends an exposition.May also be referred to as delegate or visitor, but should not be used for “exhibitor”——參觀展會的人（不包括參展商）

Attendee brochure——Direct mail piece sent to current and prospective attendees that promotes the benefits of attending a specific show——分發給展會觀眾的宣傳資料

Booking——An arrangement with a company for use of facilities, goods or services——預訂

Booth——One or more standard units of exhibit space.In U.S.A a standard unit is generally known to be a 10? x 10? space——展位（在美國一個標準展位是10x10平方英尺）

Booth area——The amount of floor space occupied by an exhibitor——展位面積

Booth number——Number designated by show management for each exhibitor?s space——展位號 Booth personnel——Staff assigned to represent exhibitor in assigned space——展臺工作人員

Co-Locate——To hold two related shows at the same time and in the same place——在同一地點同時舉辦兩個相關的展會，即“套展”

Consumer show——An exposition that is open to the public.Typically, an admission fee is charged.Also knows as a “public” show——面向公眾開放的展會，一般需要買票進入，即“公共展會”

Contractor——An individual or organization providing services to an exposition and/or its exhibitors.Typically refers to either a general service contractor or specialty contractor——為展覽會組織者、參展商提供服務的服務供應商

Convention——A broad term that can refer to a large meeting, an exhibition, or a combination of the two——泛指大型會議、展覽

Convention center——A facility where exposition are hold.Commonly referred to as FACILITY or HALL.May be purpose-built or converted;municipally or privately owned——會展中心

Carrier——Transportation line moving freight(van line, common carrier, rail car, air plane)——指飛機、車、船等運輸工具

Declared value——Shipper?s stated value of entire shipment in terms of dollars——申報價格

Demographics——Characteristics that help create a profile of exhibitors and attendees.May include company location, job function, purchase intentions——參展商和觀眾的統計數據

Demonstrators——Persons hired to work in a booth demonstration or explaining products——（展位上雇用的）演示和講解員

Display rules & regulations——A set of specifications for exhibit construction endorsed by all mayor exhibit industry associations.Also refers to the individual additional rules which may be adopted by show management——展會規則

Distributor show——A show produced by a distributor at which exhibitors are the manufactures of products sold by the distributor and attendees are the distributor?s customers——分銷展，它由某一個批發商舉辦，參展商都為該批發商的供應商，而參觀展會的人一般為批發商的客戶。

Double-decker——Two-storied exhibit.Also called multiple story exhibit——雙展位

Exhibitor-appointed contractor——Any company other than the designated “official” contractor providing a service to an exhibitor——展覽服務獨家經營商

Exhibit——Although the terms “exhibit” and “booth” are often used interchangeably, an “exhibit” is actually all of the display materials and product house in booth——展位或展品。很多場合下，“exhibit” 和 “booth”可互換，意為“展位”，但“exhibit”主要是指展出的物品

Exhibit directory——Program book for attendees listing exhibitors and booth locations——觀眾指南（主要? ? ? ? ? ? ?

?

? ? ?

?

? ? ? ?

? ?

?

? ? ? ? ? ?

? ? ? ? ? ? ? ?

? ? ?

包括參展商名錄及其展位信息）

Exhibit manager——Person in charge of an individual exhibit(as opposed to the show manager, who is charge of the entire exposition)——展品經理，主要負責展品（區別于負責展會全部事物的展覽經理）Exhibition——An event in which products or services are exhibited——展覽會 Exhibitor——Person or firm who displays in exposition——參展商

Exhibitor lounge——An area either on or adjacent to the exhibit floor where exhibitors may relax or meet with customers.Show management sometimes provides special services in this area, such as translators for a show that has international attendees——參展商活動室

Exhibitor manual——Manual containing general show information, labor/ service order forms, rules and regulations and other information pertinent to an exhibitor?s participation in an exposition——參展商手冊 Exhibitor newsletter——A newsletter sent by show management to exhibitors prior to a show.It includes updates on deadlines, show rules and regulations, events, and marketing opportunities offered by show management, plus educational articles to improve exhibitors? effectiveness——參展商通訊錄

Exhibitor prospectus——Direct mail piece sent to current and prospective exhibitors that promotes benefits of exhibiting of exhibitors that renew.——展覽會組織者發送給現有參展商及潛在參展商的展覽會介紹材料

EST.WT——Estimated Weight——估計重量

Easel——A stand or frame for displaying objects.——展示架

Expedited service——Service offered by transportation company to assure prompt delivery.——速遞服務 Exhibitor retention——Persuading current exhibitors to participate in subsequent events.Exhibitor retention rate is the percentage of exhibitors that renew——挽留參展商繼續再參加下一屆展覽會 Exposition——A display of products and/or services——博覽會

Exposition manager——Person responsible for all aspects of planning, promoting and producing an exposition, Also knows as show manager and show organizer——展覽經理，負責一個展覽會從立項、促銷道現場舉辦和各個方面的工作

Facility——A facility where exposition are hold.Commonly referred to as FACILITY or HALL.May be purpose-built or converted;municipally or privately owned——展覽館或展覽設施 Facility manager——The manager of a convention center or hall——展館或展廳經理

Forklift——Vehicle used to transport heavy exhibit materials short distance, and for loading and unloading materials.——鏟車，主要用于重量大展品裝卸和短距離移動

Freight——Exhibit properties, products, and other materials shipped for an exhibit.——運輸貨物，對展覽會來說，包括發運的道具、展品等

Freight forwarders——A shipping company that typically handles international freight shipments——運輸代理公司

Flame proofed——Term uesd to describe material which has been treated with a fire retardant.——經過防火處理的

Gross weight——The full weight of a shipment, including goods and packaging——貨物運輸總總量，包括貨物及其包裝材料的重量

Package——A term refer to a single-fee booth package offered by show management.Package might include, for instance, booth space, one electrical outlet, one table, two chairs and one hour of labor.——展位一攬子收費標準。包括攤位費、展館電費及展館道具費等在內。

Peninsula booth——An exhibit at the end of an aisle, with aisles on three sides——半島展位，展位背對通道頂端，其他三面都是過道。

Permanent exhibit——A product display held on a long-term basis, etc.museum exhibit, office exhibit, etc.——長期性展覽

Portable exhibit——Crate display units which do not require forklifts to move them.——重量輕、易于搬動? ? ?

? ?

? ? ? ?

?

? ?

? ? ? ? ? ? 的展品

Press kit——Materials, usually contained in a folder, in which news releases, announcements and other materials intended for the media are distributed.——袋裝展覽會新聞資料

Press release——An article intended for use by the media about a company, product, service, individual, or show.——新聞發布會，在展覽會新聞中心發放的有關產品、服務或展覽會的宣傳資料

Press room——A room where members of the media may obtain exhibition press kits, conduct interviews, or relax.Larger press rooms contain typewriters, computers, phones, and fax machines foe use by the press in filing their stories.——展覽會新聞中心

Producer——An individual or company which designs and/or builds exhibits.May also provide other services.An individual or company which manages expositions.——展位設計搭建商。展覽會組織管理者

Public show——Consumer show, an exposition that is open to the public.Typically, an admission fee is charged.Also known as a “consumer” show.——指面向普通公眾開放的展覽會，觀眾通常需要買票進入。

Service desk——On-site location for ordering or reconfirming services provided by general service contractor and specialty contractors.——設在展會現場、供參展商訂購各種服務的服務供應處

Show break——Time specified for the close of the exhibition and beginning of dismantling.——展會結束和開始撤展的時間

Show daily——A newspaper published each day during the run of a show.It includes articles about the exhibits and events.——展會每日新聞快報

Show directory——A soft cover book containing a listing, with booth numbers, of all the exhibitors in a show, a map showing booth locations, and often advertising.——展覽會會刊，包括參展商名單、攤位號、展館位置及圖示，還常登錄廣告

Show producer——Person responsible for all aspects of planning, promoting and producing an exposition.Also known as show manager.——展覽經理，負責一個展覽會的計劃立項、促銷以及現場舉辦等各方面的工作

Show office——On-site show management office——設在展會現場的展覽會管理辦公室

Show-within-a-show——A show with its own name and own focus that takes place within a larger, related event——套展，指一個有自己獨立名稱和主題的展覽會，在另一個相關的大型展覽會內舉辦，成為其一部分。

Space rate——Cost per square foot or per square meter for exhibit space——攤位租金（以每平方米或平方英尺計算）

Sponsorship——Payment of the cost of a service or activity at an event, in exchange for being publicized at the event——展會贊助，指對展會的某項活動或服務項目提供經費，以換取在展會上對贊助商的宣傳 Stand——European term for booth——展位，歐洲國家普遍使用Stand,英美多使用booth.Subcontractor——Company retained by general contractor to provide service to exhibitors or show management——（展覽服務）分包商

Tramp steamer——A ship not operating on regular routes or schedules.Calls at any point where cargo is available——無固定航線或航行時間表的運輸船只

Truckload——Truckload rates apply where the tariff shows a truckload minimum weight.Charges will be at the truckload minimum weight unless weight is higher——一輛貨車的最低裝載量，當實際運輸的貨物低于最低裝載量時，按最低裝載量收費

外貿口語

Let me introduce you to Mr.Li, general manager of our company.讓我介紹你認識，這是我們的總經理，李先生。

It?s an honor to meet.很榮幸認識你。

Nice to meet you.I?ve heard a lot about you.很高興認識你，久仰大名。

How do I pronounce your name?

你的名字怎么讀？

How do I address you?

如何稱呼您？

It?s going to be the pride of our company.這將是本公司的榮幸。

What line of business are you in?

你做那一行？

Keep in touch.保持聯系。

Thank you for coming.謝謝你的光臨。

Don?t mention it.別客氣

Excuse me for interrupting you.請原諒我打擾你。

I?m sorry to disturb you.對不起打擾你一下。

Excuse me a moment.對不起，失陪一下。

Excuse me.I?ll be right back.對不起，我馬上回來

What about the price?

對價格有何看法？

What do you think of the payment terms?

對支付條件有何看法？

How do you feel like the quality of our products?

你覺得我們產品的質量怎么樣？

What about having a look at sample first?

先看一看產品吧？

What about placing a trial order?

何不先試訂貨？

The quality of ours is as good as that of many other suppliers, while our prices are not high as theirs.By the way, which items are you interested in?

我們的產品質量與其他生產商一樣的好，而我們的價格卻不象他們的那樣高。哎，你對哪個產品感興趣？

You can rest assured.你可以放心。

We are always improving our design and patterns to confirm to the world market.我們一直在提高我們產品的設計水平，以滿足世界市場的要求。

This new product is to the taste of European market.這種新產品歐洲很受歡迎。

I think it will also find a good market in your market.我認為它會在你國市場上暢銷。

Fine quality as well as low price will help push the sales of your products.優良的質量和較低的價格有助于推產品。

While we appreciate your cooperation, we regret to say that we can?t reduce our price any further.雖然我們感謝貴方的合作，但是很抱慊，我們不能再減價了。

Reliability is our strong point.可靠性正是我們產品的優點。

We are satisfied with the quality of your samples, so the business depends entirely on your price.我們對樣品的質量很滿意，因此交易的成敗就取決于你們的價格了。

To a certain extent，our price depends on how large your order is.在某種程度上，我們的價格就得看你們的定單有多大。

This product is now in great demand and we have on hand many enquiries from other countries.這種產品現在需求量很大，我們手頭上來自其他國家的很多詢盤。

Thank you for your inquiry.Would you tell us what quantity you require so that we can work out the offer?

謝謝你詢價。為了便于我方提出報價，能否請你談談你方需求數量？

Here are our FOB price.All the prices in the lists are subject to our final confirmation.這是我們的FOB價格單。單上所有價格以我方最后確認為準。

In general, our prices are given on a FOB basis.通常我們的報價都是FOB價

Our prices compare most favorably with quotations you can get from other manufacturers.You?ll see that from our price sheet.The prices are subject to our confirmation, naturally.我們的價格比其他制造商開價優惠得多。這一點你可以從我們的價格單看到，所有價格當然要經我方確認后方有效。

We offer you our best prices, at which we have done a lot business with other customers.我們向你們報最優惠價，按此價我們已與其他客戶做了大批生意。

Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP.請告訴我們貴方對規格、數量及包裝的要求，以便我方盡快制定出報價。

This is the pricelist, but it serves as a guide line only.Is there anything you are particularly interested in.這是價格表，但只供參考。是否有你特別感興趣的商品？

Do you have specific request for packing? Here are the samples of packing available now, you may have a look.你們對包裝有什么特別要求嗎？這是我們目前用的包裝樣品，你可以看下。

I wonder if you have found that our specifications meet your requirements.I?m sure the prices we submitted are competitive.不知道您認為我們的規格是否符合你的要求？我敢肯定我們的價格是非常有競爭力的Heavy enquiries witness the quality of our products.大量詢盤證明我們的產品質量過硬。

We regret that the goods you inquire about are not available.很遺憾，你們所詢貨物目前無貨。

My offer was based on reasonable profit, not on wild speculations.我的報價以合理利潤為依據，不是漫天要價。

Moreover, we?ve kept the price close to the costs of production.再說，這已經把價格壓到生產費用的邊緣了。

Could you tell me which kind of payment terms you?ll choose?

能否告知你們將采用那種付款方式？

Would you accept delivery spread over a period of time?

不知你們能不能接受在一段時間內分批交貨。

A: I'm sorry to say that the price you quote is too high.It would be very difficult for us to push any sales if we buy it at this price.B: well, if you take quality into consideration, you won't think our price is too high.A: Let's meet each other half way.-很遺憾你們報的價格太高，如果按這種價格買進，我方實在難以推銷。

-如果你考慮一下質量，你就不會覺得我們的價格太高了。

-那咱們就各讓一步吧。

A: I'm sorry to say that your price has soared.It's almost 20% higher than last year's.B: That's because the price of raw materials has gone up.A: I see.Thank you.-很遺憾，貴方的價格猛長，比去年幾乎高出20%。

-那是因為原材料的價格上漲了。

-我知道了，多謝。

A: How many do you intend to order? B: I want to order 900 dozen.A: The most we can offer you at present is 600 dozen.下面我想就包裝問題討論一下。

-請陳述你們的意見。

-好，我們希望我們對包裝的意見能傳達到廠商。

A: You know, packing has a close bearing on sales.B: Yes, it also affects the reputation of our products.Buyers always pay great attention to packing.A: We wish the new packing will give our clients satisfaction.襯衫怎樣包裝？

-它們用紙板箱包裝。

-我擔心遠洋運輸用紙板箱不夠結實。

A: From what I've heard, you're already well up in shipping work.B: Yes, we arrange shipments to any part of the world.A: Do you do any chartering?

-據我所知，你方對運輸工作很在行。

-是的，我們承攬去世界各地的貨物運輸。

-你們租船嗎？

A: How do you like the goods dispatched, by railway or by sea?

B: By sea, please.Because of the high cost of railway transportation, we prefer sea transportation.A: That's what we think.-你方將怎樣發運貨物，鐵路還是海運？

-請海運發貨，鐵路運輸費用太高，我們愿意走海運。

-我們正是這么想的。

A: When can you effect shipment? I'm terribly worried about late shipment.B: We can effect shipment in December or early next year at the latest.A: That's fine.-你們什么時候能交貨？我非常擔心貨物遲交。

-我們最晚在今年十二月或明年初交貨。

-那很好。

在雙方談判的過程中，一定要注意傾聽對方的發言，如果對對方的觀點表示了解，可以說：I see what you mean.（我明白您的意思。）如果表示贊成，可以說：That's a good idea.（是個好主意。）或者說：I agree with you.（我贊成。）

如果是有條件地接受，可以用on the condition that這個句型，例如： We accept your proposal, on the condition that you order 20,000 units.（如果您訂2萬臺，我們會接受您的建議。）

在與外商，尤其是歐美國家的商人談判時，如果有不同意見，最好坦白地提出來而不要拐彎抹角，比如，表示無法贊同對方的意見時，可以說：I don't think that's a good idea.（我不認為那是個好主意。）或者 Frankly, we can't agree with your proposal.（坦白地講，我無法同意您的提案。）

如果是拒絕，可以說： We're not prepared to accept your proposal at this time.（我們這一次不準備接受你們的建議。）有時，還要講明拒絕的理由，如 To be quite honest, we don't believe this product will sell very well in China.（說老實話，我們不相信這種產品在中國會賣得好。）

談判期間，由於言語溝通問題，出現誤解也是在所難免的：可能是對方誤解了你，也可能是你誤解了對方。在這兩種情況出現後，你可以說： No, I'm afraid you misunderstood me.What I was trying to say was...（不，恐怕你誤解了。我想說的是……）或者說： Oh, I'm sorry, I misunderstood you.Then I go along with you.（哦，對不起，我誤解你了。那樣的話，我同意你的觀點。）

展會接待常用英語口語集錦 1 I've come to make sure that your stay in Beijing is a pleasant one.我特地為你們安排使你們在北京的逗留愉快。You're going out of your way for us, I believe.我相信這是對我們的特殊照顧了。It's just the matter of the schedule, that is, if it is convenient for you right now.如果你們感到方便的話，我想現在討論一下日程安排的問題。I think we can draw up a tentative plan now.我認為現在可以先草擬一具臨時方案。If he wants to make any changes, minor alternations can be made then.如果他有什么意見的話，我們還可以對計劃稍加修改。Is there any way of ensuring we'll have enough time for our talks? 我們是否能保證有充足的時間來談判？ 9 We'd have to compare notes on what we've discussed during the day.我們想用點時間來研究討論一下白天談判的情況。That'll put us both in the picture.這樣雙方都能了解全面的情況。Then we'd have some ideas of what you'll be needing.那么我們就會心中有點兒數，知道你們需要什么了。12 I can't say for certain off-hand.我還不能馬上說定。It'll be easier for us to get down to facts then.這樣就容易進行實質性的談判了。I'm afraid that won't be possible, much as we'd like to.盡管我們很想這樣做，但恐怕不行了。17 We've got to report back to the head office.我們還要回去向總部匯報情況呢。18 Thank you for you cooperation.謝謝你們的合作。If you have any questions on the details，feel free to ask.如果對某些細節有意見的話，請提出來。22 I can see you have put a lot of time into it.我相信你在制定這個計劃上一定花了不少精力吧。23 We really wish you'll have a pleasant stay here.我們真誠地希望你們在這里過得愉快。27 You'll know our products better after this visit.參觀后您會對我們的產品有更深的了解。Maybe we could start with the Designing Department.也許我們可以先參觀一下設計部門。29 Then we could look at the production line.然后我們再去看看生產線。30 These drawings on the wall are process sheets.墻上的圖表是工藝流程表。

They describe how each process goes on to the next.表述著每道工藝間的銜接情況。32 We are running on two shifts.我們實行的工作是兩班倒。

Almost every process is computerized.幾乎每一道工藝都是由電腦控制的。

The efficiency is greatly raised, and the intensity of labor is decreased.工作效率大大地提高了，而勞動強度卻降低了。

All products have to go through five checks in the whole process.所有產品在整個生產過程中得通過五道質量檢查關。

We believe that the quality is the soul of an enterprise.我們認為質量是一個企業的靈魂。

Therefore, we always put quality as the first consideration.因而，我們總是把質量放在第一位來考慮。38 Quality is even more important than quantity.質量比數量更為

I hope my visit does not cause you too much trouble.我希望這次來參觀沒有給你們增添太多的麻煩。41 Is the production line fully automatic? 生產線是全自動的嗎？

What kind of quality control do you have? 你們用什么辦法來控制質量呢？

All products have to pass strict inspection before they go out.所有產品出廠前必須要經過嚴格檢查。

The product gives you an edge over your competitors, I guess.我認為你們的產品可以使你們勝過競爭對手。47 No one can match us so far as quality is concerned.就質量而言，沒有任何廠家能和我們相比。48 I think we may be able to work together in the future.我想也許將來我們可以合作。49 We are thinking of expanding into the Chinese market.我們想把生意擴大到中國市場.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詢與貴公司建立貿易關系的可能性。

We would be glad to start business with you.我們很高興能與貴公司建立貿易往來。52 I'd appreciate your kind consideration in the coming negotiation.洽談中請你們多加關照。

We are happy to be of help.我們十分樂意幫助。

I can assure you of our close cooperation.我保證通力合作。

It will take me several hours if I really look at everything.如果全部參觀的話，那得需要好幾個小時。57 You may be interested in only some of the items.你也許對某些產品感興趣。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.這些產品在國內外很受歡迎。60 All these articles are best selling lines.所有這些產品都是我們的暢銷貨。61 Your desire coincides with ours.我們雙方的愿望都是一致的。62 No wonder you're so experienced.怪不得你這么有經驗。

I hope to conclude some business with you.我希望能與貴公司建立貿易關系。

We also hope to expand our business with you.我們也希望與貴公司擴大貿易往來。68 This is our common desire.這是我們的共同愿望。

I've read about it, but I'd like to know more about it.我已經知道了一點兒，但我還想多了解一些。73 First of all, I will outline the characteristics of our product.首先我將簡略說明我們商品的特性。

When I present my views on the competitive products, I will refer to the patent situation.專利的情況會在說明競爭產品時一并提出。

I would like to ask you a favor.我可以提出一個要求嗎？

Would you let me know your fax number? 可以告訴我您的傳真機號碼嗎？

Would it be too much to ask you to respond to my question by tomorrow? 可以請你在明天以前回復嗎？ 84 Could you consider accepting our counterproposal? 你能考慮接受我們的反對案嗎？

I would really appreciate your persuading your management.如果你能說服經營團隊，我會很感激。86 I would like to suggest that we take a coffee break.我建議我們休息一下喝杯咖啡。

Maybe we should hold off until we have covered item B on our agenda.也許我們應該先談論完B項議題。88 As a matter of fact, we would like to discuss internally regarding item B.事實上，我們希望可以先內部討論B項議題。

May I propose that we break for coffee now? 我可以提議休息一下，喝杯咖啡嗎？ 90 If you insist, I will comply with your request.如果你堅持，我們會遵照你的要求。

We must stress that these payment terms are very important to us.我們必須強調這些付款條件對我們很重要。

Please be aware that this is a crucial issue to us.請了解這一點對我們至關重要。

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，這個條件對我們是必要的。

Our policy is not to grant exclusivity.我們的方針是不授與專賣權。95 There should always be exceptions to the rule.凡事總有例外。

I don't know whether you care to answer right away.我不知道你是否愿意立即回答。

I have to raise some issues which may be embarrassing.我必須提出一些比較尷尬的問題。100 Sorry, but could you kindly repeat what you just said? 抱歉，你可以重復剛剛所說的嗎？ 101 It would help if you could try to speak a little slower.請你盡量放慢說話速度。

Could you please explain the premises of your argument in more detail? 你能詳細說明你們的論據嗎？

It will help me understand the point you are trying to make.這會幫助我了解你們的重點。

We cannot proceed any further without receiving your thoughts with respect to the manner of payment.我們如果不了解你們對付款方式的意見，便不能進一步檢討。

Actually, my interest was directed more towards what particular markets you foresee for our product.事實上，我關心的是貴公司對我們產品市場的考量。106 We really need more specific information about your technology.我們需要與貴公司技術相關更專門的資訊。

Our project must proceed at a reasonably quick tempo.Surely one month is ample time, isn't it? 這個計劃必須盡速進行。一個月的時間應該夠了吧？

I will try, but no promises.我會試試看，但是不敢保證。

I could not catch your question.Could you repeat it, please? 我沒聽清楚你們的問題，你能重復一次嗎？ 110 The following answer is subject to official confirmation.以下的答案必須再經過正式確認才有效。111 Let me give you an indication.我可以提示一個想法。

Please remember this is not to be taken as final.請記得這不是最后的回答。

Let's imagine a hypothetical case where we disagree.讓我們假設一個我們不同意的狀況。

Just for argument's sake, suppose we disagree.為了討論各種情形，讓我們假設我方不同意時的處理方法。115 There is no such published information.沒有相關的出版資料。116 Such data is confidential.這樣的資料為機密資料。

I am not sure such data does exist.我不確定是否有這樣的資料存在。118 It would depend on what is on the list.這要看列表內容。119 We need them urgently.我們急需這些資料。

All right.I will send the information on a piecemeal basis as we acquire it.好。我們收齊之后會立即寄給你。121 I'd like to introduce you to our company.Is there anything in particular you'd like to know? 我將向你介紹我們的公司，你有什么特別想知道的嗎？

I'd like to know some information about the current investment environment in your country? 我想了解一下貴國的投資環境。

129We are sure both of us have a brighter future.我們相信雙方都有一個光明的前景。

How would you like to proceed with the negotiations? 你認為該怎樣來進行這次談判呢？

Perhaps you've heard our product's name.Would you like to know more about it? 也許你已聽說過我們產品的名稱，你想知道更多一點嗎？

Let me tell you about our product.關于產品一事讓我向你說明。

This is our most recently developed product.這是我們最近開發的產品。

We'd like to recommend our new home health monitor.我們想推薦我們新的家庭健康監測器。135 That sounds like the product we had in mind.那種產品好像就是我們所想要的。136 I'm sure you'll be pleased with this product.我敢保證你會喜歡這種產品的。

I'm really positive that this product has all the features you have always wanted.我確信這種產品有各種你所要的款式。

I strongly recommend this product.我強力推薦這種產品。

If I were you, I'd choose this product.如果我是你，我就選擇這種產品。

We've already had a big demand for this product.這種產品我們已有很大的需要求量。141 This product is doing very well in foreign countries.這種產品在國外很暢銷。

Our product is competitive in the international market.我們的產品在國際市場上具有競爭力。

Let's move on to what makes our product sell so well.讓我來說明是什么原因使我們的產品銷售得那么好。144 Good.That's just what we want to hear.很好，那正是我們想要聽的。

The distinction of our product is its light weight.我們產品的特點就是它很輕。

Our product is lower priced than the competition.我們產品價格低廉，具有競爭力。

Our service, so far, has been very well-received by our customers.到目前為止，顧客對我們的服務質量評價甚高。

One of the real pluses of this product is that it is of very high quality and of compact size.這種產品的真正優點之一就是高質量和小體積。

Could we see the specifications for the X200? 我們可以看一下X200型的詳細規格嗎？ 150Certainly.And we also have test results that we're sure you'd be interested to read.當然，同時我們也有測試結果，我們相信你們會有興趣看的。

151 How about feed-back from your retailers and consumers? 你們的零售商和消費者的反映怎樣？ 152 We have that right here in this report.在這份報告書內就有。

153 Could you tell me some more about your market analysis? 請你多告訴我一些你們的市場分析好嗎？ 154 Yes, our market analysis tells us our prime user will be between 40 and 60.好的，我們的市場分析告訴我們，我們產品主要的使用者年齡將在40至60歲。

155 How soon can you have your product ready?你們多久才可以把產品準備好呢？

156 We certainly expect our product to be available by October 1.我們的產品在可在10月1日前準備好。157 How did you decide that product was safe?你怎樣決定產品是安全的呢？

158 What's the basis of your belief that the product is safe?你憑什么相信產品是安全的？ 159 I'd like to know how you reached your conclusions.我想知道你們是如何得出結論的。160 Why don't we go to the office now?為何我們現在不去辦公室呢？

161 I still have some questions concerning our contract.就合同方面我還有些問題要問。

162 We are always willing to cooperate with you and if necessary make some concessions.我們總是愿意合作的，如果需要還可以做些讓步。

163 If you have any comment about these clauses, do not hesitate to make.對這些條款有何意見，請盡管提，不必客氣。

164 Do you think there is something wrong with the contract?你認為合同有問題嗎？

165 We'd like you to consider our request once again.我們希望貴方再次考慮我們的要求。

166 We'd like to clear up some points connected with the technical part of the contract.我們希望搞清楚有關合同中技術方面的幾個問題。

167 The negotiations on the rights and obligations of the parties under contract turned out to be very successful.就合同保方的權利和義務方面的談判非常成功。

168 We can't agree with the alterations and amendments to the contract.我們無法同意對合同工的變動和修改。169 We hope that the next negotiation will be the last one before signing the contract.我們希望下一交談判將是簽訂合同前的最后一輪談判。

170 We don't have any different opinions about the contractual obligations of both parties.就合同雙方要承擔的義務方面，我們沒有什么意見。

173 We'll have to discuss about the total contract price.我們不得不討論一下合同的總價格問題。

177 Would you please read the draft contract and make your comments about the terms?請仔細閱讀合同草案，并就合同各條款提出你的看法好嗎？]178 When will the contract be ready?合同何時準備好？

182 We have agreed on all terms in the contract.Shall we sign it next week?我們對合同各項條款全無異議，下周簽合同如何？

183 We had expected much lower prices.我們希望報價再低一些。

184 They are still lower than the quotations you can get elsewhere.這些報價比其他任何地方都要低得多。185 I can show you other quotations that are lower than yours.我可以把比貴公司報價低得多的價目表給你看看。

186 When you compare the prices, you must take everything into consideration.當你在考慮對比價格時，首先必須把一切都要考慮進去。

187 I can assure you the prices we offer you are very favorable.我敢保證我們向你提供的價位是合理的。188 I don't think you'll have any difficulty in pushing sales.我認為你推銷時不會有任何困難。189 But the market prices are changing frequently.但是市場價格隨時都在變化。190 It's up to you to decide.這主要取決于你。

191 The demand for our products has kept rising.要求定購我們產品的人越來越多。

194 I think a joint venture would be beneficial to both of us.我認為合資經營對雙方都是有利的。195 Please give us your proposal if you're ready for that.如果你們愿意做合資經營，請提出你的方案。196 Please go over it and see if everything is in order.請過目一下，看看是否一切妥當。197 Do you have any comment on this clause.你對這一條款有何看法？

203 Anything else you want to bring up for discussion.你還有什么問題要提出來供雙方討論的嗎？ 207 I hope no questions about the terms.我看合同的條款沒有什么問題了。

208 It is our permanent principle that contracts are honored and commercial integrity is maintained.重合同、守信用是我們的一貫原則。

209 I'm glad our negotiation has come to a successful conclusion.我很高興這次洽談圓滿成功。

210 I hope this will lead to further business between us.我希望這次交易將使我們之間的貿易得到進一步發展。211 We'll sign two originals, each in Chinese and English language.我們將要用中文和英語分別簽署兩份原件。212 I am ready to sign the agreement.我已經準備好了簽合同。216 I will keep you posted.我會與你保持聯絡。

220 Our prices compare most favorably with quotations you can get from other manufacturers.You?ll see that from our price sheet.The prices are subject to our confirmation, naturally.我們的價格比其他制造商開價優惠得多。這一點你可以從我們的價格單看到，所有價格當然要經我方確認后方有效。

221 We offer you our best prices, at which we have done a lot business with other customers.我們向你們報最優惠價，按此價我們已與其他客戶做了大批生意。

222 Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP.請告訴我們貴方對規格、數量及包裝的要求，以便我方盡快制定出報價。

223 This is the pricelist, but it serves as a guide line only.Is there anything you are particularly interested in.這是價格表，但只供參考。是否有你特別感興趣的商品？

224 Do you have specific request for packing? Here are the samples of packing available now, you may have a look.你們對包裝有什么特別要求嗎？這是我們目前用的包裝樣品，你可以看下。

225 I wonder if you have found that our specifications meet your requirements.I?m sure the prices we submitted are competitive.不知道您認為我們的規格是否符合你的要求？我敢肯定我們的價格是非常有競爭力的 226 Heavy enquiries witness the quality of our products.大量詢盤證明我們的產品質量過硬。

227 We regret that the goods you inquire about are not available.很遺憾，你們所詢貨物目前無貨。

228 My offer was based on reasonable profit, not on wild speculations.我的報價以合理利潤為依據，不是漫天要價。

229 Moreover, we?ve kept the price close to the costs of production.再說，這已經把價格壓到生產費用的邊緣了。

廣交會常用外語

問好

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? 機場接客

1.Excuse me;are you Mr.Wilson from the International Trading Corporation? 2.How do I address 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 can over there to take you to your 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? 相互介紹

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 Miss 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 business card./ May I give you my business card?

11.May I have your business card? / Could you give me your business 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 business 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 business 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.確認話意

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 glass 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.告別

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!約會

1.May I make an appointment? I?d like to arrange a meeting to discuss 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.客戶詢問

1.Could I have some information about your scope of business? 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.回答詢問

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 business.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 business “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 success in your business 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 success 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.品質

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 客人詢價

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? 我們報價

4.This is our price list.5.We don?t give any commission 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 business 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? 客人還價

12.Is it possible that you lower the price a bit?

13.Do you think you can possibly 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? 拒絕還價

21.Our price is highly competitive./ this is the lowest possible 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 assure 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.接受還價

29.Can we each make some concession?

30.In order to conclude business, 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 business, we give a 3% discount.客人詢問最小單數量

35.What?s minimum quantity of an order of your goods? 詢問訂貨數量

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.客人回答訂單數量

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 business 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 successful, 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.感謝下單

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 assure you of a punctual execution of your order.53.Thank you very much for your order.客人詢問交貨期

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 possible for you to ship the goods before early October? 答復交貨期

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 assure 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.客人要求提早交貨

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 discuss 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? 穩住客人

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 assure 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.簽單前建議

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.參觀工廠

1.You?ll understand our products better if you visit the factory.2.I wonder if you could arrange a visit to the factory.3.Let?s me know when you are free.We will arrange the tour for you.4.I would be pleased to accompany you to the workshops.5.We will drive you to our plant, which is about thirty minutes from here.6.Can I have a brochure of your factory?

7.Here is the product shop;shall we start with the assembly line?

8.All products have to go through five checks during the manufacturing process.9.The production method ahs been improved by introducing advanced technologies.10.It is a pleasure to show our factory to our friends, what is your general impression? 11.It is nice to meet you.Welcome to our factory.12.Shall we rest a while and have a cup of tea before going around?

13.I would like to look over the manufacturing process.How many workshops are there in the factory? 14.Some accessories are made by our associates specializing in these fields.15.It is very kind of you to say so.My associate and I would be interested in visiting your factory.16.We believe that the quality is the soul of an enterprise.17.Would it be possible for me to have a closer look at your samples?

關于公司的產品說明

1.我司所有產品應用于柴油車（卡車、客車、工程機械）

All our products are applied to diesel powered cars, such as truck, coach and engineering machinery.2.我司所有傳感器和儀表是配套生產的

Form a complete production network of sensors and meters.3.主打產品：機械壓力傳感器

Main product: Mechanical pressure sensor 4.我司擁有完善的試驗和設備保障.We have perfect test& assurance equipments.5．溫度傳感器主要用到恒溫測試臺（-20—150℃）

Constant temperature testboard

6．壓力傳感器—激光調阻機，拉力測試儀，彈簧成型機，校準測試臺

Laser trimming apparatus, Tension test instrument, spring forming machine, calibration testboard 7．燃油傳感器—波峰焊，干簧管成型機，振動測試臺，油量電性能測試臺

Wave soldering, tongue tube forming machine, vibration testboard, electric performance testboard 8．里程傳感器—回流焊（無鉛），300℃高溫，標準主要針對歐洲質量體系認證;試波器 Solde-reflow, unleaded, high temperature of 300 centidegree, filter teste 9．轉速傳感器—全自動電腦數控繞線機，轉速傳感器測試臺 Automatic numerical winding machine, speed sender testboard 10.鹽霧試驗：鍍鋅層，測試防銹

Salt spray test: zinc coat, test rust prevention 11.振動試驗

Vibration test: test the performance under running condition 12.高低溫交變濕熱試驗(變更范圍-40℃—300℃)High and low temperature alternation test（temperature range: 40 centidegree below zero to 300 centidegree, humid heat test.13.耐磨性測試，相對于壓力傳感器而言

Abrasion resistance test, relative to pressure sensor 14.通電老化，高溫老化，油壓老化

Power ageing, high temperature ageing，oil pressure ageing 15.活塞式壓力計，儀表是用來測試傳感器合格與否的，而活塞壓力計是用來測試儀表合格與否。Piston manometer: used for test whether the gauge qualified or not, while the gauge used for test whether the sensor qualified or not.16.油量老化測試，相對于油量傳感器 Oil ageing test, relative to fuel sender 17.產品老化校驗

Aging checkout of the products 18．壓力開關的老化校驗

Aging checkout of the pressure switch 19．產品完工階段抽檢老化，100%通過才算合格

Sample aging at the stage of completion.Qualified only 100% passing the test 20．大型拋光機，打磨機器表層，使之光滑

Large-sized polishing machine, polish the surface of the product, make it smooth 21.拉力測試，推拉力計

Tension test, pull and push dynamometer 22.塑料打磨機 Plastic sander 23．電腦自動剝線機

Automatic peeling-wire machine 24．公司花費200萬購置的全套生產制作設備，由機器判斷，設置參數，實現了生產過程自動化，激光調阻機

Full sets of production equipments cost about 2 million RMB, judged and set by machine, achieve the automatic manufacturing process.Laser trimming apparatus 25．工廠目前在生產油量傳感器，氣密性測試

We are producing fuel sensor at present, test of the gas tightness 26．不銹鋼環縫焊接，焊接均勻，無需再拋光

Stainless steel girth welding, weld evenly, no need to polish 27．全自動數控洗床，數控車床，數控磨床，打孔，可以快速交樣，單管成型機，數控成型

Automatic numerical control miller, numerical control lathe, punch, produce samples immediately, single-tube forming machine, numerical control forming 28.車載MP3的主板部分由我司生產，焊接現由深圳一工廠負責，我方已派3-5人前往監管。產品會經過高溫，振動測試。

Mainboard of auto MP3 manufactured by us, soldered/welded by a factory in Shenzhen, we have sent five person to supervise.High temperature test, vibration test.

第三篇：展會商務禮儀及用語1

展會商務禮儀 本次培訓內容分為三大部分

1、商務禮儀其各國風俗禁忌

2、展會接待禮儀

3、展會常用英語引言 世界上最廉價，而且能得到最大收益的一項特質，就是禮節。）

一、儀表禮儀 3V信號 人與人的交流相互傳遞的信號主要有三種：視覺（VISUEL）、聲音（VOCEL）、語言（VOAL）。第一印象美好的第一印象永遠不會有第二次。67%的男人相信一見鐘情。人們見面后5秒鐘內就會對對方形成第一印象。PMA 積極的心態）一個人能否成功，關鍵在于他的心態，成功人士都具有PMA（Positive Mental Attitude。TPO原則 服飾穿戴應該符合三個因素，即時間（TIME）、地點（PLACE）和場合（OCASSION）。西裝 襯衫 領帶 襪子 紐扣 鞋子 女性西裝 一個不喜歡看女人穿套裝的男人，不是傻瓜就是腦子有問題。職業套裝更能顯露出女性高雅氣質和獨特魅力。----韋斯特任德（美時裝設計師）

二、形體語言 姿體禮儀 站如松 坐如鐘 行如風 OK手勢 同意（美）零（中、法）給金錢（日、韓）侮辱（巴西、希臘、獨聯體）V手勢 成功（手心向外）侮辱（手背向外）翹起大拇指 夸獎、稱贊 搭車（英、新西蘭、澳大利亞）滾蛋（希臘）人體近身學 親密距離（15-46cm個人距離（46-76cm社交距離（1.2-2.1m-3.6m公眾距離（3.6-7.6m

三、語言禮儀語言禮儀 心誠氣溫，氣和辭婉，必能動人WHY “為什么人有一張嘴，兩個耳朵？”聆聽六要素（SOFTEN）微笑（SMILE）注意姿態（OPEN POSTURE）身體前傾（FORWARD LEAN）音調（TONE）目光交流（EYE COMMUNICATION）點頭（NOD）學會贊美別人真誠、慷慨地贊美他人，人人都需要贊美，你我也不例外。----林肯 常見現象?? 90% 的人根本不知道如何寫自薦信，如何著裝，如何對答。這不只是經驗不足,而是太缺乏這方面的教育，因為中國的學校根本不教授語言交流技巧。國外大學和中學都提倡合作精神 TEAMWORK，通過小組討論，交流意見，共同解題。而在中國，老師往往反對小組學習，主張獨立思考。上到中國領導人，下到黎民百姓，口才缺少魅力，用詞千篇一律，象“再創輝煌”，“與時俱進”，耳朵快聽爛了。中國與其他國家團隊的區別 TEAMThe effective army management團隊 良好的才識和口才交流技巧差的特征

一、經常使用“但是”

二、愛插話，高聲辯論

三、總說不，不知道

四、無故貶低對方

五、面無表情，沒反映 六：目光斜視，心不在焉

七、用詞怪僻，說話絕對或模棱

兩可

四、商務禮儀 主席臺座次 在人與人的交往中，禮儀越周到越保險。托.卡萊爾（英）談判座位 A-B1：社交式 A-B2：合作式 A-B3：對抗式 A-B4：獨立式 數字禁忌 西方人不喜歡13，尤其既是13號又是星期五的那一天。英美的門牌號、旅館房號、層號、宴會桌號都要避開13。非洲的加納、埃及，亞洲的巴基斯坦、阿富汗、新加坡及拉美一些國家也不大喜歡13。日本人不喜歡數字4?；ɑ芙珊苫ㄔ谌毡緝H用于祭奠； 郁金香在土耳其表示愛情，但德國人則相反。菊花是日本皇室專用花，而在比利時、意大利和法國人眼中，菊花只能在墓地或靈前使用。在法國，康乃馨表示不幸； 不能將菊花、杜鵑花、山竹花和黃色的花獻給客人。宗教禁忌 中東地區伊斯蘭教禁食豬肉、酒。伊斯蘭教徒每天要做五次祈禱，這時外來人絕不能干擾。在泰國神像都是神圣的，不準拍照。在進入日本的神社或寺院的房舍之前，則應脫掉鞋帽和圍巾。禮品禁忌紅玫瑰只送給情人，送花一般送單數。印度教徒不能送牛皮制品，伊斯蘭教徒不能送豬皮制品和酒。禮物必須包裝，并去除價簽。日、韓忌諱4，12被認為“買一打便宜”。送食物會被認為招待不足。

五、部分國家談判風格與禁忌美國態度熱情，外露奔放 喜歡“一攬子”交易 貨好不會降價 重視律師，崇尚合同 美國 在歐美各國嚴禁隨地吐痰和亂丟垃圾，違者必罰，沒有例外。?有些西方人也忌三，特別是點煙的時候，不論你用火柴還是打火機給他們點煙，點到?第三個人時，他們往往會面呈難色，有的人甚至會有禮貌的拒絕。忌諱別人沖他伸舌頭，認為這種舉止是侮辱人的動作 忌諱數字“13” “星期五”等 忌諱問個人收入及財產情況，忌諱問女性婚否、年齡 忌諱服裝純黑色 英國嚴肅刻板，思想保守 傲慢自負，延遲交貨 英國 忌諱用人像、大象、孔雀作服飾圖案和商品裝潢。他們認為大象是愚笨的，孔雀是淫鳥、禍鳥，連孔雀開屏也被認為是自我吹噓和炫耀。忌諱“13”這個數字。還忌諱“3”這個數字，忌諱用同一根火柴給第3個人點煙。和英國人坐著談話忌諱兩腿張得過寬，更不能蹺起二郎腿。如果站著談話不能把手插入衣袋。忌諱當著他們的面耳語和拍打肩背。忌諱有人用手捂著嘴看著他們笑，認為這是嘲笑人的舉止。忌諱送人百合花，他們認為百合花意味著死亡法國要求別人守約 重視人際關系 決策者個人權力較大 簽定合同草率 8月不談生意 法國 忌諱的色彩主要是黃色與墨綠色。法國人所忌諱的數字是“13”與“星期五”。在人際交往之中，法國人對禮物十

分看重，但又有其特別的講究。宜選具有藝術品味和紀念意義的物品，不宜以刀、劍、剪、餐具或是帶有明顯的廣告標志的物品。男士向一般關系的女士贈送香水，也是不合適的。在接受禮品時若不當著送禮者的面打開其包裝，則是一種無禮的表現。在法國，康乃馨表示不幸德國擅長商務談判 重合同，守信用 不在晚上談判 德國 對于“13”與“星期五”，德國人極度厭惡。他們對于四個人交叉握手，或在交際場合進行交叉談話，也比較反感。因為這兩種作法，都被他們看作是不禮貌的。

向德國人贈送禮品時，不宜選擇刀、劍、剪、餐刀和餐叉。以褐色、白色、黑色的包裝紙和彩帶包裝、捆扎禮品，也是不允許的。

與德國人交談時，不宜涉及納粹、宗教與黨派之爭。在公共場合竊竊私語，德國人認為是十分無禮的。日本禮儀周全 通過中間人辦事 重視翻譯、影像等材料 不愿與年輕人談判日本 櫻花是日本的國花，荷花則僅用于喪葬活動。日本人大都喜愛白色與黃色。厭惡綠色和紫色。在日本，綠色與紫色都具有不祥與悲傷的意味。日本人有著敬重“7”這一數字的習俗?？墒菍τ凇?”與“9”卻視為甚為不吉。日本人很愛給人送小禮物。日本人覺得注視對方雙眼是失禮的。因此，他們絕不會直勾勾地盯視對方。阿拉伯節奏緩慢 不速之客常常打斷談判 不輕易表示否定阿拉伯不能雙手交叉著說話 說話或跟對方面對面的時候，在中東、近東諸國有個習慣：不可以雙手交叉。在中東、近東地區把這看得比較嚴重，認為是“侮辱”或是“挑戰”。洋娃娃不能當禮物 回教徒嚴禁偶像崇拜。在中東諸國，洋娃娃等外形類似人像的東西，因此在這些國家，您絕不能以洋娃娃當禮物，否則會被誤以為瞧不起他們的宗教。禁穿有星星圖案的衣服 埃及、阿拉伯諸國對穿星星圖案衣服的人反應強烈，很是不滿。原因是，其政治上的對手以色列國旗以星星做圖案。除了衣服，有星星圖案的包裝紙也不受歡迎。不送酒 科威特、埃及、阿拉伯聯合酋長國、阿富汗、黎巴嫩等國的宗教是禁酒的，對他們來說喝酒是直通罪惡的途徑。對禁酒成習的教徒，應避免贈送酒類，因為這種行為無異公然勸他破戒，絕對不能做朝鮮 朝鮮人對即杜鵑花有著特殊的感情，認為是其民族的化身，并且象

征著繁榮昌盛，幸福永存，因此將她作為國花。朝鮮人普遍崇拜太陽神，認為白色代表陽光，所以他們對白色厚愛。朝鮮人很不喜歡“4”這個數字，因為它的發音與“死”類似，被視為只會預示著厄運。朝鮮人遞接東西以用雙手為佳。在他人面前，不得吐痰、擤鼻涕、掏耳朵。印度習俗禁忌 印度人崇拜藍孔雀和黃牛，舉國敬牛、愛牛，不打牛、不殺牛、不使用牛皮制品。虔誠的印度教教徒有早睡早起的習慣。每年封齋三天，白天不可進食。印度教教徒還認為“入河沐浴，可消罪過”。在印度南部的一些地方，人們慣于以搖頭表示同意。印度人忌諱白色，忌諱彎月圖案，忌諱送人百合花。

巴基斯坦 巴基斯坦人飲食禁忌為不吃豬肉、自死亡物、動物的血和非按教規宰殺之物，不吃母雞、甲魚、螃蟹、海狗、禾花雀，不吃魚肚和海參。不飲用酒和含有酒精的一切飲料。巴基斯坦人認為黑色象征著消極?！?3”和“420”代表災難與厄運。巴基斯坦人往往星期五不辦公。不歡迎的禮品有酒、豬皮或豬鬃制品、帶有女性圖片的書刊和雕塑印度尼西亞 印度尼西亞國花是茉莉花。印度尼西亞人有敬蛇之習。他們將蛇視為“智慧”、“本領”、“德性”的象征，對虎非常崇拜，甚至將其稱為“祖宗”。印度尼西亞人認為人的頭部神圣不可冒犯，故不要撫摸印度尼西亞小孩的頭部。客人就座雙腳平放在地，不可翹腳。菲律賓菲律賓人最喜歡茉莉花，被確定為國花，并被視為革命和自由的象征，還是表達愛情的信物。菲律賓的國樹、國果和國石，分別是納拉樹、芒果和珍珠。紅色與茶色被菲律賓人視為不祥之色，白色則受其珍愛。

菲律賓人喜歡在登門拜訪時贈送一些禮品。工藝品、酒類、糖果、水果等等。接受禮品時，菲律賓人通常是不會當場打開包裝。菲律賓人認為，“13”這一數字是厄運、災難的象征，因此對它諱莫如深。他們還認為，人的左手是不干凈的，所以不可以之接觸他人。拜訪菲律賓人時，進門前脫鞋，不要窺視主人的臥室和廚房。

六、展會接待禮儀 展會上，對買家與專業觀眾，不要以貌取人。展覽會上唯一要注重儀表的是參展單位的工作人員，客戶都會按自己的意愿盡量穿著隨便些，如牛仔褲、

第四篇：展會介紹解讀

展 會 介 紹

一、境內展

1、第六屆中國國際中小企業博覽會

中國國際中小企業博覽會是通過UFI（全球展覽業協會）認證的國際性綜合展會，由工業和信息化部、國家發展和改革委員會、財政部、商務部、國家工商行政管理總局、國家質量監督檢驗檢疫總局、中國銀行業監督管理委員會、廣東省人民政府等共同主辦，旨在為國內外中小企業構建一個“展示、交易、交流、合作”的平臺，推動我國中小企業與世界各國（地區）中小企業的交流和合作，促進我國中小企業健康發展。

2008年舉辦的第五屆中博會共有3713家中小企業參展（其中境外企業963家）,展位6068個（其中境外企業展位1500個）。除設立電子信息、家用電器、機械裝備、陶瓷建材、食品藥品、玩具工藝品、家具燈飾、紡織服裝、鞋帽箱包等展區以外,還設有中小企業服務業館2個,包括金融、電信、流通、零售連鎖等多個與中小企業密切相關的服務業展區；境外展館3個,包括韓國館、亞歐中小企業合作交流館、國際及港澳臺館。據統計,展會期間共有來自58個國家和地區共27.46萬人次到場參觀、洽談、采購,其中客商13.5萬人,包括海外客商5,914人次,合作洽談項目共12,241個。

第六屆中博會將于2009年9月舉辦，目前大會已與西班牙簽署聯合主辦第六屆中博會的備忘錄，西班牙將是繼法國、意大利、日本、韓國之后的第五個中博會主賓國。

時間：2009年9月

地點：廣州市國際會議展覽中心

展覽內容：我市將重點組織機械裝備、食品藥品行業的企業參展 展位費用：每個標準展位6800元，由國家、省、市三級全額進行補貼。

2、2009 中國國際工業博覽會

中國國際工業博覽會是經國務院批準，由國家發展和改革委員會、商務部、工業和信息化部、科學技術部、教育部、中國科學院、中國工程院、中國國際貿易促進委員會和上海市人民政府共同主辦，中國機械工業聯合會協辦，上海世博(集團)有限公司承辦的國家級、國際性的大型工業博覽會，是中國最具影響力的國際工業品牌展，也是促進中外經濟技術合作交流的重要窗口和平臺。

2008工博會展覽總面積12.1萬平方米，參展企業1816家，其中境外企業473家，來自24個國家和地區，境外企業占全部展覽面積比為31%。工博會期間同期舉行了70多場論壇或活動。

時間：2009年11月3-7日 地點：上海新國際博覽中心

展覽內容：數控機床與金屬加工展、工業自動化展、環保技術與設備展、信息與通訊技術應用展、能源展、科技創新展、航空航天展

展位費用：每個標準展位8000元，每平方米空地800元。

二、境外展 1、2009中國湖北—莫桑比克貿易投資展覽會

為進一步擴大非洲市場，擴大對非洲貿易與合作，湖北省政府定于2009年2月在莫桑比克舉辦展覽會。該展由湖北省人民政府和莫桑比克工業與貿易部共同主辦，湖北省貿促會、莫桑比克出口促進中心承辦。

時間：2009年2月19日—22日 地點：莫桑比克馬普托市

展覽內容：紡織服裝、輕工、家用電器、機電產品、五金建材、農用機械、汽車零部件、太陽能熱水器、太陽能節能產品、家具等。

展位費用：由省政府免費提供展位 2、2009印度國際機械工業展覽會

2009印度國際機械工業展覽會是由國家商務部外貿發展事務局、中國機械 設備進出口總公司、世展展覽集團聯合主辦的印度首個國際性機械、工業類專業貿易展覽會。2007年5月，首屆展會成功召開，共設有180個展位近4000平米展出面積，吸引了來自印度超過5000名專業采購商參觀，展會效果也獲得各方的好評。2008年5月,第二屆展會再次成功舉辦, 來自中國、印度、德國等地的超過100家參展企業展出機械設備, 共有超過4000名專業觀眾到場參觀洽談.展會不僅在客商參與人數及意向成交額方面取得了巨大成功，而且對印度知名企業的機械生產和流通產生了重要影響，引起了印度采購商、行業協會及商會的濃厚興趣。

繼2007年2008年兩次成功舉辦印度國際機械展后，展會將再次在印度的第一大城市---孟買的BEC展覽中心舉辦。屆時將有來自中國、中國臺灣、韓國、東南亞、歐洲及印度等地企業參展，預計展覽面積超過上屆展會，達到5000平方米。其中商務部將為中國大陸的參展企業提供“中小企業海外市場開拓資金”補助。

時間：2009年5月12日到15日 地點：印度孟買

展覽內容：機床及金屬加工設備、配件及工具；塑料、包裝、印刷機械設備、材料及配件；紡織機械設備、材料及配件；化工機械設備、材料及配件；建筑機械、工程機械設備、材料及配件；搬運機械及設備；農用機械及設備；電工設備及相關系統、配件、附加設施；食品機械、木工機械、制鞋機械、發電機及其它機械、設備和材料、配件等。

展位費用：標準展位費（3X3平方米）：￥23，000元/展位；光地（最少18平方米）：￥2，300元/平米；報名費：￥2000/參展企業

3、慕尼黑國際應用激光、光電技術貿易博覽會

慕尼黑國際應用激光、光電技術貿易博覽會（LASER-World of Photonics）系由德國著名的慕尼黑國際博覽會集團公司（MMG）主辦的全球唯一覆蓋整個光電子行業所有門類、展示最尖端科技的專業光電博覽會。屆時將有來自世界各地的上千家光電子企業齊聚慕尼黑新國際博覽中心。各種設計新穎、科技領先的新 產品、全新的解決方案和緊跟世界潮流的應用技術將紛紛登臺亮相。同時為數眾多的投資、貿易商的進場觀展將為先進的科學技術轉換成現實的生產力鋪平道路。

時間：2009年6月15-18日 地點：德國慕尼黑

展覽內容：激光及光電子、光學元件、光學制造技術、感應器件、光學測試測量技術、光學成像、生產工程設計、激光在醫療行業的應用技術。

展位費用：38000元人民幣/9m2 4、2009年美國食品科技展（簡稱IFT FOOD EXPO）

美國食品科技展覽會IFT由美國食品科學學會(Institute of Food Technologists)主辦，每年在美國不同的城市輪流舉辦。該展覽會有著悠久的歷史，迄今已舉辦第67屆。它是美洲地區規模最大的國際食品添加劑、食品配料及科技方面的專業展和行業盛會，及時地反映了食品行業全球科技成果轉化為產品的最新情況，反映了食品工業發展的方向和動態，代表了世界食品科技工業發展趨勢。

時間：2009年6月7日---9日 地點：美國洛杉磯阿納海姆中央展覽館

展覽內容：氨基酸及衍生物、烘焙產品、谷類制品、蛋制品、脂類及精制油、水果產品、肉類食品、奶制品、有機配料、大豆制品、蔬菜制品、香料香精、甜味劑、著色劑、芳香劑、穩定劑、乳化劑、增味劑、營養強化劑、防腐劑、飲料等。

展位費用：35900元人民幣/9m2 5、09年世界醫藥原料展覽會

世界上規模最大的醫藥原料展覽會，在歐洲各國巡回展出，每年一屆，每屆參展商在一千家左右。

在過去的五年里，CPHI增長的40%來自歐洲之外，其中亞洲占25%，美洲占 10%。這項統計清楚地表明了CPHI在世界領域的增長。CPHI的增長反映了過去十年醫藥工業的發展，也證實了CPHI在此工業內的重要作用。CPHI不但擴展到了醫藥工業的全新的分支，而且擴展到全球。盡管最大的醫藥工業仍在西歐、美國和日本，但在幾乎每個國家都有扮演重要角色的企業。同時，技術變得更加容易獲得，因為很多公司的眼光不局限于某些大市場，它們在世界每個角落尋找合作伙伴，尋找實施自身發展戰略的最佳切入點。

時間：10月12-10月15日 地點：西班牙馬德里

展品內容：活性配料；生物堿；氨基酸；抗生素；抗菌防腐劑；生物酶；調味及香精；荷爾蒙及合成品；微型膠囊；植物及動物提取物；溶化劑；懸浮及粘性增加劑；保濕劑；抗氧化劑；生物催化劑；大宗醫藥原料；藥用膠囊；乳化劑和溶解劑；藥茶；賦型劑；中間體；精細化工；神經膠質；藥用植物；血清及疫苗；栓劑；片劑等。

展位費用：約55000元人民幣/9m2 6、2009歐洲機床展

EMO是由歐洲機床工業合作委員會（CECIMO）發起和贊助的，創立于1951年，已經成功舉辦了十六屆，每兩年舉辦一屆，在歐洲的兩大著名展覽城市按照“漢諾威—漢諾威—米蘭”的模式巡回展出。EMO是世界上第一流的機械制造技術專業展覽會。EMO是以其展覽規模全球最大，展品種類豐富，展品水平引領世界，參觀客商檔次最高而聞名于世的。它是國際機床行業的窗口，是國際機床市場的縮影和晴雨表，是中國機床工具企業通往世界的最佳市場平臺。

時間：2009年10月5-10日 地點：意大利米蘭 展覽內容：

機床：車床、鉆床、鏜床、銑床加工中心、柔性加工單元、系統運輸機械、動力頭、磨床工具、雕刻機、教學用機床、并聯機床、顯微機械加工等；

其它機器：焊接與氣割、熱處理、表面處理、表面拋光、高速仿形； 工具 ；

零部件，機床附件E制造及加工自動化； Metrology 度量 服務

展位費用：約40000元人民幣/9m2 7、2009年歐亞國際消費類電子、信息及通信展覽會

CeBIT Bilisim eurAsia 是歐亞地區規模最大的信息電子貿易展覽會。作為全球最具影響力的ICT盛會CeBIT在土耳其的系列展，其瞄準東歐、中東、歐亞大陸及土耳其本國的巨大潛力市場；并憑借CeBIT的著名品牌和漢諾威展覽公司成熟的運作經驗，成為該地區無法替代的優質貿易平臺。

時間：2009年10月 地點：土耳其伊斯坦布爾 展覽內容：

計算機、配件及周邊設備；

通信、網絡設備和系統：固網通訊系統、移動通訊系統、英特網、3G通訊解決方案；

金融設備和系統：銀行裝備、裝置及技術設備；金融服務的整體解決方案；銀行設備；電子及移動金融服務；現金管理系統；金融咨詢服務；銀行財政系統；資本世界；

數碼娛樂、家庭消費電子：數碼影像、辦公自動化；計算機（個人電腦、筆記本、PDA）；計算機配件及部件；存儲、計算機周邊、數碼電子；顯示技術；主板及配件；聲卡、顯卡；數碼娛樂、消費電子產品；

電子商務、電子政務解決方案； 軟件及服務。

展位費用：約40000元人民幣/9m2

8、美國拉斯維加斯國際汽車零部件及售后服務展覽會

美國拉斯維加斯國際汽車零部件及售后服務展覽會每年舉辦一次，是美國著名的專業展覽會之一，該展覽會被稱為世界最大的商務對商務展覽會。主辦單位為美國汽車零部件協會（APAA）、美國汽車維修服務業協會（ASIA）和美國汽車與設備商（MEMA）。是進軍北美及歐洲汽配市場的必經之路。

時間：2009年11月3日－11月6日 地點：美國拉斯維加斯Sands Expo Center 參展范圍：汽車零配件、各類輪胎、空調、汽車音響、防盜產品、電子設備、蓄電池、安全帶、制動器零件、底盤、離合器、冷卻系統、傳動及變速器、金屬構件、重型車輛部件及附件、提升設備、服務設備、調試設備、車輛維修工具和設備、維修車間設備、汽車燈具及汽車美容用品等。

展覽攤位：40000元人民幣/9m2

第五篇：展會業務流程解讀

一.接洽階段 獲取參展客戶信息 上門拜訪客戶 取得客戶參展相關資料 明確設計圖交付日期 二.設計階段

與設計師溝通并即時同客戶進行展位設計的交流 向客戶交付設計初稿、設計說明、工程報價 研究客戶反饋意見并再次修改 交付最后定稿之設計圖及工程報價 三.簽約階段 同客戶確定工程價格 明確同客戶的相互配合要求 簽定合同 四.制作階段

根據部門工作單完成制作及準備工作 安排客戶到工廠實地察看制作及準備情況 完成主辦、主場、展館等各項手續 五.現場施工階段

現場展位搭建

處理現場追加、變更項目 配合客戶展品進場 客戶驗收

六.展會期間及撤場階段

安排展會期間現場應急服務和增值服務 配合客戶展品離場 現場拆除 七.后續跟蹤服務 展會的后續總結報告

為客戶提供行業會展信息和分析 邀請客戶參觀公司其他服務案例 一.項目接洽階段

1.獲取參展客戶信息:以下一些渠道是有可能幫助獲得最初步的客戶信息的。市場部將在前期對國內的主要會展信息列出一 個比較詳細的表格(按照行業和區域進行分類, 并根據特裝比例對其展覽裝飾服務需要進行初步的劃定 , 業務部門可以根據各 自的優勢和以往資源,有側重地選擇哪個展會開展業務。

上屆展覽會的會刊——一般比較成熟和已經固定的展會,行業中的主要廠商基本上會繼續參展,所以上屆會刊是很好的 渠道。會刊資料往往登載有平面圖(可以看出是否展位屬于特裝,一般面積在 36平米以上是需要特別布置的、展商的聯系

方式和簡介(有些展會也會把公司的展會負責人姓名登在上面。會刊資料可以配合現場實景照片進行比較,今后市場部將 對重要展會的所有特裝展位進行拍攝存檔(數碼相片統一存放路徑電腦備份、相片紙打印編號存檔以方便查閱。

展會專設網站——比較有規模的展會基本上建有專門的網頁,一般有對下屆展會的宣傳和以往展覽的回顧,有些不僅會 列出上屆的展商,為顯示其展會效益,網上也上傳一些布置得挺美觀的展位照片。

行業資訊媒體——行業資訊媒體比較熟悉其行業的展會和廠商,有些專門的采訪類欄目,類似展會快報的性質,里面有 參展商市場宣傳方面的負責人信息。

正在服務客戶的參展商手冊和平面圖——如果在每次展會上有我們的客戶參展,最好能夠通過他們獲得展位平面圖(在 為新客戶服務時也要盡可能獲得所有展商的平面圖,上面是最新的參展商,該屆展會的特裝客戶可以一目了然。

2.上門拜訪客戶 :會展行業的業務特殊性在于它的客戶是確定的,只是客戶選擇不同的供應商而已。很多的客戶會進行邀稿 競標,這些是我們可以進入的,有些供應商關系已經固定的客戶我們可以以后通過機會再進入。目前聯智公司在會議整合上 優勢明顯,有品牌知名度,但在展覽上所做的市場宣傳不多,沒有很明顯的優勢,要向直接客戶展開展覽投標,就很需要前 期主動聯系。很多時候,確實要參展的特裝客戶是需要展覽服務的,可以進行登門拜訪的。

通過對客戶的交談,詳細了解客戶的意圖,明確客戶希望展示的主題,偏愛色調,是否開辟洽談區,需要媒介設備等。有些客戶會提供他們的公司介紹給我司,但即便有對方的公司介紹。通過交流,我們可以得知其以往的展臺情況,特別是為 什么會放棄原有的合作關系,有哪些地方是不滿意的。

有些客戶通常邀請很多家比稿,但最后選中的方案是幾個方案的集合,對于這種客戶事先很難分辨。也有個別客戶已經 有了搭建商,只是為了形式,或是為了通過比稿得到一份現成的設計圖,最后自己另外找人做。目前會展行業比較混亂,該 種情況希望可以通過與客戶交流能夠提前得以發覺。

3.取得客戶參展相關資料:如果得到客戶的認可,同意我們為其展覽提供策劃設計,通常我們需要得到客戶的以下資料— —展館平面圖、展位面積、展商手冊、客戶公司介紹資料、客戶公司全稱、客戶標準司標、客戶標準字體、客戶標準色標、參展產品名稱規格和數量登、參展產品用電要求、重點參展產品、展位制作預算。

通常不管是何種情況,客戶都會提供設計本身需要的資料,但對于我們來說,獲得客戶的費用運算是最關鍵的,在投標 比稿中尤為重要。有些客戶會給一個大概的范圍,但有些客戶不愿透露,甚至本身也沒有事先有預算。我們可以收集該客戶 的以往同行業展位照進行比較,或者把一些展位圖給客戶參考選擇,并告知其大致費用,請其選擇參考。客戶一般會選擇其 風格和價格都比較接近的展臺圖。(至于展位圖的來源,業務經理可把原來的服務客戶圖文資料整理歸類,市場部將在今后 的資料收集工作中進一步完善。

參展商手冊和客戶要求關系到設計師的方案是否能夠達到入圍中標,我們應該盡可能齊全地從客戶那邊獲得。展商手冊 涉及到了展館的技術參數和規則要求等。客戶要求可從以下幾個方面明確:展位結構、展位材質要求、色彩要求、設計重點、照明要求、展板數量、展位高度等。

4.明確設計圖交付日期 , 制定工作計劃 :同客戶明確首稿的交付時間和要求,會同設計師進行安排。(目前公司展示設計人 員有限,我們應該盡可能避免參與多家競爭的比稿中。對于大的項目,應該制定一份工作時間明細表,有需要可以提交給 客戶。

二.設計階段

1.向設計師轉交客戶設計要求并隨時與客戶進行展位設計的相關溝通交流 為形成設計部的統一安排,業務人員應該把與客戶在項目接洽中獲得的客戶設計要求和可能的需求風格,填寫設計明細 表,轉交給設計部的負責人。(今后設計人員充足,每人的風格和常用的手法不一,在不同行業的展示設計有不同的優勢, 有必要由設計負責人制定比較適合客戶要求的設計師操作。

在設計師出圖中,業務人員應該保持同客戶的隨時聯系,把握其可能的變化。如果有必要,應該把設計師介紹給客戶, 讓雙方可以有直接的聯系。

對于需要親自去考察測量的場地,可以由業務人員或者設計師安排去現場。設計師應注意同工程施工人員保持聯系,了 解最新的展示材料,避免設計采用的材料陳舊或者有些設計無法實地施工。

2.向客戶交付設計初稿、設計說明、工程報價

展臺初稿定下以后,會同供應商得到成本價,制作明晰的報價單。一般展臺設計的報價有一個比較細分的順序,既是為 了方便具體列項也有助與讓客戶明了并樂于接受,往往按照設計圖從天到地或者從外到里按順序羅列,防止漏掉項目。在報 價中要對材料、顏色、形狀及尺寸進行盡可能完整的描述。一份完整的報價就是一份詳細的工單,便于把握施工成本核算及 施工的準確性。

展覽設計承建中,有一部分費用是可以由客戶自己向展館支付的,但往往實踐中都是展覽公司代交的,應在報價中凡代 場館收費的項目一定要注明,比如電箱申請、場地管理費等。

有些客戶要求在提交設計圖時同時附上設計說明,但有些要求比較簡單,只要看到實際的效果圖就可以;一些形成規模 的企業比較注重形象宣傳,盡管沒有明確要求設計圖附有說明,但從今后正規化考慮,應該提倡設計師寫設計說明。一般可 以就展位風格、材質說明、展位功能、色彩說明、照明說明、設計重點等幾個方面進行闡述。交圖時,如果能夠安排設計師 一起同客戶見面的就好,可由設計師向客戶說圖,解釋該方案的賣點和最大的與眾不同。

3.研究客戶反饋意見并進行再次修改

客戶如果是多家比稿的話,就會有一番篩選。如果要求我們繼續修改,那么應仔細了解其真實意圖。有些客戶經過第一 次接觸后,即便是原來對展覽陌生的要說出個一二來。應仔細同其溝通。如果客戶要求重新以不同風格再次出圖,應該綜合 具體情況。

4.交付最后定稿之設計圖及工程報價 三.簽約階段

1.同客戶確定工程價格

在報價確定價格時, 一定要保證所有的材料和特別要求公司是能夠做到的。否則一旦客戶確認而現場無法達到要求的話, 將造成不好影響。

2.明確同客戶的相互配合要求

展館現場搭建的時間一般都比較緊張,只有 2-3天的安排,這其中還有客戶的展覽產品需要布置,有時涉及到需要提前 申報的事宜,應同客戶協調好雙方負責的范圍。

3.簽定合同 四.制作階段

1.根據部門工作單完成制作及準備工作

根據具體項目的需要,安排 AV 設備、木工結構制作、地毯供應商、美工制作等部分按照設計圖的要求和客戶的制定進 行制作。注意在制作過程中如果有變動,應及時同設計師聯系,有需要業務人員應照會客戶。

2.安排客戶到工廠實地察看制作及準備情況

一般客戶確認最后的效果圖后就只是等待到時進場,有些項目較大或者是客戶特別注重的項目會在制作中進行監督,我 們應做好安排其到公司或工廠間參觀的準備。

3.完成主辦、主場、展館等各項手續

有些項目應該是要于開展前向展館或者主辦方進行申報的,如果該部分工作是由我們來完成就要就定水、電、氣與客戶 確認,并向主辦方提供必要的材料,如電圖等進行審批。對于某些特殊用材如霓虹燈、高空氣球等等還要進行特別的審批。五.現場施工階段

1.現場展位搭建

現場施工的好壞決定了項目設計是否得到了實現?，F在有很多的展覽公司只注重設計不注重搭建,造成了客戶的不滿, 這也是展覽服務中經常有客戶更換供應商的原因。一般在搭建中客戶也會在現場布置展品,此時最好具體負責該項目的業務 服務人員能到現場陪同,有必要,設計師也可以到現場監督施工,并同客戶即時交流。盡管實際的效果不能馬上體現,但是 很多客戶希望能得到這樣的服務。如果業務人員確實有原因不能在現場,應該把負責搭建布置的聯系人介紹給客戶。2.處理現場追加、變更項目

現場中經常會有一些設計中本身沒有預料到的情況出現,而且客戶也會臨時提出一些要求。如果是由于公司本身的原因 造成的,應即時進行更改,如果是客戶額外提出的,應保證首先滿足其合理的要求,同時對追加的部分要求客戶簽收補充到 總項目款項中。

3.配合客戶展品進場

實踐中往往是先把展臺結構布置好以后再安排展品入場的,現場的工作人員一定要注意為客戶服務,配合其展品進場。4.客戶驗收

所有的搭建工作完成后,要進行展位的衛生清潔,該項工作主要能安排我們的工作完成好,直到客戶驗收完,確保次日 的開幕。(應注意有些時候自己展臺搭建完成的較早,所有工作都結束后,大家都以為沒事了,但隔壁展位的施工會造成展 臺衛生和展品擺放等受到影響

六.展會期間及撤場階段

1.安排展會期間現場應急服務和增值服務

在開展期間,主要是客戶的接待工作,但很多時候會需要對展臺進行維護和臨時配置東西。業務負責人員和一二個工人 應在現場進行應急服務。從客戶方來講,他很是希望能夠在展覽期間有展覽公司的人在場,并且最好是他熟悉的,能夠有需 要的時候隨時可以得到解決。客戶在現場的工作人員應該有我們的現場服務人員的最直接的聯系方法。

增值服務方面可以很廣泛,有些業務人員在現場幫助客戶做接待工作,外語水平好的可以充當翻譯服務,甚至可以幫助 客戶發送資料、安排客戶間見面等。

2.配合客戶展品離場和現場拆除

展覽結束后,應首先配合客戶把展品撤離現場,再進行展位的拆除,如果客戶對有些材料需要再次使用的,應幫助其大 包運輸;如果是需要我們保存的,應主要拆裝。

3.退回前期預付的相關費用

完成工程后,應即時進行成本總結,向展館或主辦方退回事先預付的電箱申請、通訊押金等費用。

七.后續跟蹤服務

作好后續服務是贏得回頭客的重要原因。許多公司認為展會有些要間隔半年一年的才舉辦一次,展會結束了也就中頓了 與客戶的聯系,從而忽略了對客戶的關懷。但其實客戶是很脆弱的,也是很容易被他人挖走的。

所謂的展覽后續服務其實很廣泛,比如公司可以把在展覽現場的照片打印或沖洗一份給客戶(包括客戶本身的和其他公 司的、為客戶整理展會的會后總結、收集該行業的今后會展信息,提供客戶選擇下次參展、如果方便,可以邀請客戶參觀 公司為其他行業客戶設計的優秀展出等。只要我們能夠在合同項目列表上為客戶多付出一份努力,都將為公司在下次服務中 贏得優勢。