第一篇：90后外貿(mào)新人總結(jié)的硅膠行業(yè)英語（精選）

90后外貿(mào)新人總結(jié)的硅膠行業(yè)英語

做工廠外貿(mào)員2個(gè)月終于有美國客戶來看廠，總結(jié)了硅膠專業(yè)英語如下，可是很不標(biāo)準(zhǔn)哦，希望大家?guī)兔μ翦e(cuò)

硅膠行業(yè)專業(yè)詞匯積累： 五金：hardware 腳墊：siliconfoot pad 背膠類產(chǎn)品：application of gum 粘性值：values of viscosity 膠帶：adhesive tape 交聯(lián)：cross bonding 丙烯酸粘劑：Acrylic adhesive 聚乙稀：polythelene 剪切性：Shearing 塑膠鉤lastic hook 咬花:textured 工序名稱：Process name 刷背膠水：Brush back glue 貼合膠帶：Laminating adhesive tape 滾壓：rolling 沖型：Flush type 包裝檢查：Packaging checks 研磨：grinding

頻度：frequency 夾具：fixture 滾筒：roller 細(xì)針：needle 刀模：Cutter 卡尺：caliper 荷重儀Load meter 荷重:load 報(bào)廢：scrap 雜質(zhì)：Impurities 通風(fēng)：ventilated 庫存報(bào)表：Inventory reports 放置周期：Placed cycle 品名：commodity 絲印：silk printing 背膠粘性：Back adhesiveness 測試工具：Test tools 檢驗(yàn)標(biāo)準(zhǔn)：Inspection standard

標(biāo)準(zhǔn)不良率：Standard nonconformities 推拉力計(jì)：Digital Push & Pull Tester 沖透：Flush thoroughly 氣泡:bubble 離型紙arting paper 膠系：rubber fasten 抗強(qiáng)性:Resistance 化學(xué)抗阻性：Chemical resistance of resistance 耐熱性：heat-resistant 剝離力：Stripping force 批量：batch 改善內(nèi)容：Improve the content 破裂；rupture 小柱子包風(fēng): 混料:mixed material

硫化條件：cure conditions（固化條件）基本物性測試:The basic property test 測試方法：Test method 批號：LOT NO.磨耗:Abrasion

實(shí)驗(yàn)判定：experimental determination ppm:pages per minute(每分鐘打印頁數(shù)）parts per million 物質(zhì)的純度ppm(parts per million)

astm:美國試驗(yàn)材料學(xué)會（American Society for Testing Material)比重:specific gravity（nephrite）

rohs：Restriction of Hazardous Substances)指令，禁止制造過程中使用鉛、水銀、鎘等六種有毒物質(zhì)，也禁止含有這些物質(zhì)的產(chǎn)品輸入歐洲。

限制在電子電氣產(chǎn)品中使用有害物質(zhì)的指令（Restriction of the use of certain Hazardous Substances）Our products comply with European ROHS certification.我們的產(chǎn)品符合歐洲的ROHS認(rèn)證

sdssodium dodecyl sulfate SDS（Sodium Dodecyl Sulfate）是陰離子去污劑，作為變性劑和助溶試劑，它能斷裂分子內(nèi)和分子間的氫鍵，使分子去折疊，破壞蛋白分子的二、三級結(jié)構(gòu)。

msds: 物料安全數(shù)據(jù)表（Material Safety Data Sheet）；化學(xué)品安全技術(shù)說明書（Material Safety Data Sheet）；報(bào)文交換數(shù)據(jù)服務(wù)（Message Switching Data Service）silicon rubber sealing product:硅膠密封產(chǎn)品 Extruded parts ：擠壓成型

提出了虎克式萬向節(jié)熱擠壓成型的可行性。

The feasibility of the joint hot extrusion forming was put forth Silicon Injection Molding Machine 橡膠成型機(jī),橡膠射出機(jī),矽膠成型,熱壓機(jī),油壓機(jī) supply ability:供貨能力 coating

涂層

puabbr.實(shí)際裝置（Physical Unit）；推進(jìn)裝置（Propulsion Unit）；功率單位（Power Unit）；拾音器（Pickup

pu coatinghow to ?)pad printing:移印 curing agent：固化劑

puabbr.實(shí)際裝置（Physical Unit）；推進(jìn)裝置（Propulsion Unit）；功率單位（Power Unit）；拾音器（Pickup

the silicone rubber will be cured in 6houres at the temperatuer of 50

第二篇：外貿(mào)行業(yè)英語

外貿(mào)行業(yè)英語——常用紡織專業(yè)詞匯

A 色牢度試驗(yàn)項(xiàng)目

COLOUR FASTNESS TESTS

皂洗牢度 washing摩擦牢度 rubbing/crocking汗?jié)n牢度 perspiration干洗牢度 drycleaning光照牢度 light水漬牢度 water氯漂白 chlorine bleach spotting非氯漂白 non-chlorine bleach漂白 bleaching實(shí)際洗滌（水洗一次）actual laundering(one wash)氯化水 chlorinated water含氯泳池水 chlorinated pool water海水 sea-water酸斑 acid spotting堿斑 alkaline spotting水斑 water spotting

有機(jī)溶劑 organic solvent煮呢 potting濕態(tài)光牢度 wet light

染料轉(zhuǎn)移 dye transfer熱（干態(tài)）dry heat熱壓 hot pressing

印花牢度 print durability臭氧 ozone煙熏 burnt gas fumes

由酚類引起的黃化 phenolic yellowing唾液及汗液 saliva and perspiration

B 尺寸穩(wěn)定性（縮水率）及有關(guān)試驗(yàn)項(xiàng)目（織物和成衣）

DIMENSIONAL STABILITY(SHRINKAGE)AND RELATED TESTS(FABRIC & GARMENT)皂洗尺寸穩(wěn)定性 dimensional stability to washing(washing shrinkage)洗滌/手洗后的外觀 appearance after laundering / hand wash熱尺寸穩(wěn)定性 dimensional stability to heating

熨燙后外觀 appearance after ironing

商業(yè)干洗穩(wěn)定性 dimensional stability to commercial drycleaning(drycleaning shrinkage)

商業(yè)干洗后外觀(外觀保持性）appearance after commercial drycleaning(appearance retention)

蒸汽尺寸穩(wěn)定性 dimensional stability to steaming

松弛及氈化 dimensional stabilty to relaxation and felting

縫紉線形穩(wěn)定性 dimensional stability for sewing thread

C 強(qiáng)力試驗(yàn)項(xiàng)目

STRENGTH TESTS

拉伸強(qiáng)力 tensile strength撕破強(qiáng)力 tear strength

頂破強(qiáng)力 bursting strength接縫性能 seam properties

雙層織物的結(jié)合強(qiáng)力 bonding strength of laminated fabric

涂層織物的粘合強(qiáng)力 adhesion strength of coated fabric

單紗強(qiáng)力 single thread strength縷紗強(qiáng)力 lea strength

鉤接強(qiáng)力 loop strength纖維和紗的韌性 tenacity of fibres and yarn

D 織物機(jī)構(gòu)測試項(xiàng)目 FABRIC CONSTRUC.....D 織物機(jī)構(gòu)測試項(xiàng)目

FABRIC CONSTRUCTION TESTS

織物密度（機(jī)織物)threads per unit length(woven fabric construction)

織物密度（針織物)stitch density(knittted fabric)

紗線支數(shù) counts of yarn

紗線纖度（原樣）denier counts as received

織物幅寬 fabric width織物克重 fabric weight

針織物線圈長度 loop length of knitted fabric

紗線卷曲或織縮率 crimp or take-up of yarn

割絨種類 type of cut pile織造種類 type of weave

梭織物緯向歪斜度 distortion in bowed and skewed fabrics(report as received and after one wash)

圈長比 terry to ground ratio織物厚度 fabric thickness

E 成分和其他分析試驗(yàn)項(xiàng)目

COMPOSITION AND OTHER ANALYTICAL TESTS

纖維成分 fibre composition染料識別 dyestuff identification

靛藍(lán)染料純度 purity of indigo含水率 moisture content

可萃取物質(zhì) extractable matter

填充料和雜質(zhì)含量 filling and foreign matter content

淀粉含量 starch content甲醛含量 formaldehyde content

甲醛樹脂 presence of formaldehyde resin

PH值 PH value水能性 absorbance

F 可燃性試驗(yàn)項(xiàng)目

FLAMMABILITY TESTS

普通織物的燃燒性能 flammability of general clothing textiles

布料的燃燒速率（45。角）burning rate of cloth(45。angle)

瑞典成衣燃燒性能 Sweden fire properties of apparel textile

G 織物性能試驗(yàn)項(xiàng)目

FABRIC FERFORMANCE TESTS

耐磨性 abrasion resistance抗起毛起球性 pilling resistance

拒水性 water repellency抗水性 water resistance

折痕回復(fù)力 wrinkle recovery布料硬挺度 fabric stiffness

彈性及回復(fù)力 stretch & recovery

H 羽絨試驗(yàn)項(xiàng)目

FEATHER & DOWN THERMAL TESTS

羽絨成分分析 composition analysis膨松度 filling power

雜色毛和絨的比例 black tip

填充料的凈重量 new weight(conditioned)of filling material

含水率 moisture content溶劑可溶物的測定 determination of solvent solube 酸度 acidity好氧指數(shù) oxygen number

清潔度 turbidity test

羽絨布防漏性 penetration resistance of cloth to feather & down

成衣附件試驗(yàn)項(xiàng)目 GARMENT ACCESSO.....I 成衣附件試驗(yàn)項(xiàng)目

GARMENT ACCESSORY TESTS(LACE, ZIPPER, BUTTON, BUCKLE, ETC.)

洗滌后外觀 appearanc after laundering貯存后外觀 appearance after storage 耐燙性能 resistance to ironing拉鏈強(qiáng)力 zipper strength

拉鏈的往復(fù)性 reciprocating test拉鏈耐用性 durability of zipper

拉鏈的使用性能 operability of zipper

魔術(shù)貼剪力 shear strength of hooks & loops fastener(velcro tape)

魔術(shù)貼撕離力 peeling strength of hooks & loops fastener(velcro tape)

魔術(shù)貼分合 consecutive adhere/ separation exercising on hooks & loops fastener(velcro tape)

金屬拋光物的銹蝕/變色試驗(yàn) corrosion / tarnish test on metallic finishes 按鈕分開強(qiáng)力 unsnapping og snap fasteners

金屬鈕扣、鉚鈕的緊固試驗(yàn) security of metallics buttons, rivets, ets.按鈕的緊固試驗(yàn) security of snap button

鈕扣強(qiáng)力 strength of buttons

耐洗液腐蝕性 resistance to wash liquor

耐干洗溶劑腐蝕性 resistance to drycleaning solvents

鈕扣撞擊測試 button impact test

鈕扣拉力試驗(yàn) button tension test

鈕扣鈕力試驗(yàn) button torque test

按鈕附著力 snap attachment strength

裝飾物附著力 trim attachment strength

J 其他紡織品測試項(xiàng)目

OTHER TEXTILE TESTS

適當(dāng)試驗(yàn)后推薦護(hù)理標(biāo)簽 care instruction/label recommendation after appropriate testing(testing charges excluded)

成衣尺寸測量 garment size measurement

硫化染料染色的紡織品的加速老化 accelerated ageing of sulphur-dyed textiles色差判定 colour difference assessment

K 纖維和紗的試驗(yàn)項(xiàng)目

FIBRE & TESTS

短纖維長度 fibre staple length線形密度 linear density

纖維直徑 fibre diameter單根纖維強(qiáng)力 single fibre strength

纖維韌性 tenacity of fibre紗支 yarn count

紗線纖度(原樣）denier count as received

連續(xù)或非連續(xù)纖維的識別 identification of continuous/ discontinuous fibres 每卷經(jīng)紗長 length of thread per roll

紗線凈重 net weight of thread 單紗強(qiáng)力 single thread strength

絞紗強(qiáng)力 lea strength線圈強(qiáng)力 loop strength

紗線韌性 tenacity of yarn紗捻度 twist per unit

L 填充棉試驗(yàn) BATTING TESTS

重量 weight厚度 thickness纖維含量 fibre content樹脂含量 resin content 壓縮與回復(fù)試驗(yàn) compresssion and resilience test

樣品分析前準(zhǔn)備 sample dissection for analysis preparation

皂洗尺寸穩(wěn)定性 dimensional stability to washing

機(jī)洗/水洗后的外觀 appearance after laundering / hand wash

M 地毯試驗(yàn)項(xiàng)目 CARPET TESTS

摩擦色牢度 colour fastness to rubbing光照色牢度 colour fastness to light

水漬色牢度 colour fastness to water 毛束聯(lián)結(jié)牢度 tuft withdrawal force(tuft bind)毛束經(jīng)密度 pitches per unit length 毛束緯密度 rows per unit length

底布密度 threads per unit length of backing單位面積重量 weight per unit area 表面毛絨密度（只做單層毛毯）surface pile density(single level pile carpet only)起絨紗股數(shù) ply of pile yarn割絨種類 type of cut pile

毛絨或毛圈長度 pile or loop length

毛絨或底部的纖維成分 fibre composition of pile & back

一、干洗 Dry Cleaning

一般干洗 dryclean專業(yè)干洗 Professionally Dryclean

商業(yè)干洗 Commercially Dryclean以干洗為最佳 Drycleanning Recommened 短干洗周期 Short Cycle干洗劑抽脫時(shí)間最短 Minimum Extraction

低水分 Reduced or Low Moisture干洗過程中不可加水分 No water In System 不可用蒸汽 No Steam

二、水洗 Washing

可機(jī)洗 Machine Washable不可水洗 Do not Wash

不可商業(yè)洗滌 Do not have Commercially Launder可用家庭式洗滌 Home Launder 手洗 Hand Wash手洗不可搓壓 Hand Wash do not Rub

冷水洗 Cold Wash 溫水洗 Warm Wash熱水洗 Hot Wash

不可水煮 Do not Boil少洗衣量 Small Load

溫和洗衣程序 Delicate/Gentle Cycle

持久壓力程序 Durable Press Cycle /Permanent

分開洗滌 Wash Separately可與類似色衣物同時(shí)洗滌 With Like Color

與深色衣物分開洗滌 Wash Dark Color Separetely

翻出底面洗滌 Wash Inside Out不可擰干 No Wring/ Do not Wring

不可擰絞 No Twist/ Do not Twist溫水清洗 Warm Rinse

冷水清洗 Cold Rinse徹底清洗 Rinse Thoroughly

不可脫水 No Spin/ Do not Spin普通旋轉(zhuǎn)速度脫水 Normal Spin

較短較慢程序脫水 Reduced Spin不可浸泡 Do not Soak

只可用皂片 Use Pure Soap Flake only只可抹洗或擦洗 Damp Wipe only

三、漂白 Bleaching

需要時(shí)漂白 Bleaching when Needed不可漂白 No bleach / Do not Bleach 只可用非氯性漂白劑 Only Non-Chlorine Bleach

四、干衣 Drying

滴干 Drip Dry掛干 Line Dry蔭涼掛干 Line Dry in Shade

避熱掛干 Line Dry away from Heat

用烘干機(jī)烘干 Tumble Dry用烘干機(jī)中溫烘干 Tumble Warm

用烘干機(jī)低溫烘干 Tumble Cool平鋪曬干 Flat Dry

定位干衣 Block to Dry用蒸汽烘干 Steam Dry

不用蒸汽 No Steam / Do not Steam風(fēng)柜吹干 Cabinet Dry Cool

五、熨燙 Ironing and Pressing

熱燙 Hot Iron溫燙 Warm Iron

低溫燙 Cold Iron不可熨 Do not Iron

反面熨 Iron on Wrong Side用蒸汽熨燙 Steam Press/Iron

在濕潤時(shí)熨燙 Iron Damp用布間隔熨燙 Use Press Cloth

外包裝 bale 箱 carton 件 package色號 colour number

花號 design number批號 lot number嘜頭 marks

裝箱單 packing list漏驗(yàn) omisson of examination

漏驗(yàn)率 percentage of omisson of examination

復(fù)驗(yàn) re-inspection索賠 claim indemnity毛重 gross weight

凈重 net weight外觀質(zhì)量 appearance quality

內(nèi)在質(zhì)量 inherent quality外觀疵點(diǎn) appearance技術(shù)要求 technical requirement 感觀檢驗(yàn) subjective inspection

取樣 samoling品質(zhì)檢驗(yàn)單 inspection certificate for quality

檢驗(yàn)證書 inspection certificate

織物重量 fabric weight斷裂強(qiáng)力 breaking strength

斷裂強(qiáng)度 breaking tenacity縫紉強(qiáng)力 seam strength

染色牢度 colour fasteness耐日曬色牢度 colour fasteness to sunlight 耐磨擦色牢度 colour fasteness to rubbing

汁漬色牢度 colour fasteness to perspiration

耐熨燙色牢度 colour fasteness to ironing

耐干洗色牢度 colour fasteness to dry cleaning

灰色樣卡 grey scale沾色樣卡 grey scale for staining

纖維含量 fibre content釋放甲醛含量 releasable for maldehyde content 防蛀性 insect resistance防污性 soil resistance

防雨性 rain proofness

織物厚度 fabric thickness透氣性 air permeability

色差 chromatic difference

第三篇：外貿(mào)新人怎樣才能學(xué)好英語

外貿(mào)英語水平的高低直接影響著外貿(mào)人員的工作，如何能夠提高英語，幾乎是所有外貿(mào)人共同關(guān)心的話題，我在這段時(shí)間里根據(jù)自己的英語學(xué)習(xí)，總結(jié)出一點(diǎn)學(xué)習(xí)方法，希望大家共同交流。

第一，對于外貿(mào)英語詞匯方面，我每天都要背誦至少50個(gè)單詞，尤其是關(guān)于外貿(mào)方面的，其實(shí)盡管工作都很忙，但背誦50個(gè)單詞還是很輕松的，一些外貿(mào)術(shù)語的單詞我們其實(shí)都學(xué)過，只要特殊記一下它的外貿(mào)術(shù)語意思就可以了，關(guān)鍵是我們要選擇什么樣的資料去找單詞，我現(xiàn)在用的資料是上海科學(xué)技術(shù)文獻(xiàn)出版社出版的《外經(jīng)貿(mào)英語函電》和一本《外貿(mào)英語口語》，因?yàn)檫@兩本資料都是關(guān)于外貿(mào)英語的，又是平時(shí)經(jīng)常看的，所一背單詞時(shí)還可以結(jié)合課本，能達(dá)到事半功倍的效果。

第二，對于外貿(mào)英語口語方面，我的做法是直接利用外貿(mào)口語資料，比如《外貿(mào)英語口語》，每一天的下午我要預(yù)習(xí)一下，記 下陌生的單詞，第二天早上上班之前找一個(gè)清凈的地方大聲的朗讀，至少要7遍，這樣不但能熟悉課文，還能達(dá)到條件反射式的效果和對口腔及舌頭的鍛煉，使得發(fā)音更標(biāo)準(zhǔn)，當(dāng)然了，最主要的作用還在于提高我們的口語能力。另外，光自己讀還是不夠的，還要找機(jī)會接觸老外，哪怕是只是聽他們說對我們也是一種提高。

第三，對于外貿(mào)英語聽力聽力方面，我的做法是多聽，在工作之余多聽聽英語，尤其是在環(huán)境不是很寧靜的條件下去聽，這樣的效果會更好一些，因?yàn)橐院笪覀兘佑|客戶的時(shí)候還有可能在車間里，那樣嘈雜的環(huán)境對于要聽懂客戶說什么更是難上加難，所以我經(jīng)常找嘈雜一點(diǎn)的環(huán)境去練習(xí)聽力，我的方法是外貿(mào)英語+現(xiàn)實(shí)英語，外貿(mào)英語方面我用的還是《外貿(mào)英語口語》，它是帶有聽力磁帶的，這樣在我每學(xué)一課的時(shí)候，可以集單詞背誦，口語練習(xí)，聽力聯(lián)系于一體。另外就是在看一些英語教學(xué)式的電影，我現(xiàn)在看的是《走遍美國》，不是很難，基本上都能聽懂。

第四，對于外貿(mào)英語閱讀和書寫方面，其實(shí)這兩個(gè)關(guān)聯(lián)最大了，就好比我們中國的古話"熟讀唐詩三百首，不會吟詩也會吟!”平時(shí)多看一些英文書籍，看的多了自然就知道怎么寫了，就好比我們當(dāng)中有很多人喜歡武俠小說，所以有很多人的文才就很好，這是一個(gè)道理的，另一方面，平時(shí)多寫一些英文的東西，對于閱讀能力的也是大有益處的，我平時(shí)喜歡用英語寫一些小隨筆，而且我與我的朋友經(jīng)常用英語聊天。這些都對外貿(mào)英語的讀寫能力有很大的助益的!一定要記住一點(diǎn)，英語的讀和寫是相輔相成的。

第四篇：外貿(mào)業(yè)務(wù)員常用英語總結(jié)

外貿(mào)業(yè)務(wù)員常用英語總結(jié)

Let me introduce you to Mr.Li, the general manager of our company.讓我介紹你認(rèn)識，這是我們的總經(jīng)理，李先生。It?s an honor to meet you.很榮幸認(rèn)識你。

Nice to meet you.I?ve heard a lot about you.很高興認(rèn)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(lián)系。

Thank you for coming.謝謝你的光臨。Don?t mention it.別客氣

Excuse me for interrupting you.請?jiān)徫掖驍_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(jià)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(chǎn)品的質(zhì)量怎么樣？ What about having a look at sample first?先看一看產(chǎn)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(chǎn)品質(zhì)量與其他生產(chǎn)商一樣的好，而我們的價(jià)格卻不象他們的那樣高。哎，你對哪個(gè)產(chǎn)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(chǎn)品的設(shè)計(jì)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(chǎn)品歐洲很受歡迎。I think it will also find a good market in your country.我認(rèn)為它會在你們國家的市場上暢銷。

Fine quality as well as low price will help push the sales of your products.優(yōu)良的質(zhì)量和較低的價(jià)格有助于推銷產(chǎn)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(jià)了。Reliability is our strong point.可靠性正是我們產(chǎn)品的優(yōu)點(diǎn)。

We are satisfied with the quality of your samples, so the business depends entirely on your price.我們對樣品的質(zhì)量很滿意，因此交易的成敗就取決于你們的價(jià)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(jià)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(chǎn)品現(xiàn)在需求量很大，我們手頭上有來自其他國家的很多詢價(jià)。

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(jià)。為了便于我方提出報(bào)價(jià)，能否請你談?wù)勀惴叫枨髷?shù)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(jià)格單。單上所有價(jià)格以我方最后確認(rèn)為準(zhǔn)。In general, our prices are given on a FOB basis.通常我們的報(bào)價(jià)都是FOB價(jià)

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(jià)格比其他制造商開價(jià)優(yōu)惠得多。這一點(diǎn)你可以從我們的價(jià)格單看到，所有價(jià)格當(dāng)然要經(jīng)我方確認(rèn)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(bào)最優(yōu)惠價(jià)，按此價(jià)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(guī)格、數(shù)量及包裝的要求，以便我方盡快制定出報(bào)價(jià)。

This is the pricelist, but it serves as a guide line only.Is there anything you are particularly interested in.這是價(jià)格表，但只供參考。表里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，你可以看一下。

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(rèn)為我們的規(guī)格是否符合你的要求？我敢肯定我們的價(jià)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(chǎn)品質(zhì)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(bào)價(jià)以合理利潤為依據(jù)，不是漫天要價(jià)。

Moreover, we?ve kept the price close to the costs of production.再說，這已經(jīng)把價(jià)格壓到生產(chǎn)費(fèi)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(shí)間內(nèi)分批交貨。

I think it will also find a good market in your market.我認(rèn)為它會在你國市場上暢銷 廣交會英語:外貿(mào)業(yè)務(wù)員必備50句英語口語

1、Do I have to make reconfirmation?我還要再確認(rèn)嗎?

2、Is there any earlier one?還有更早一點(diǎn)的嗎? 英語口語

3Could you tell me my reservation number, please?請你告訴我我的預(yù)訂號碼好嗎? 4Can I get a seat for todays7:00a.m.train?我可以買到今天上午7點(diǎn)的火車座位嗎?

5、Could you change my flight date from London to Tokyo?請你更改一下從倫敦到東京的班機(jī)日期好嗎?

6、Is there any discount for the USA Rail pass?火車通行證有折扣嗎? 英語口語

7、May I reconfirm my flight?我可以確認(rèn)我的班機(jī)嗎?

8、Are they all non-reserved seats?他們?nèi)坎活A(yù)訂的嗎?

9、Do I have to reserve seat?我一定要預(yù)訂座位嗎?

10、May I see a timetable?我可以看時(shí)刻表嗎?

11、How long will I have to wait?我要等多久呢?

12、Which would you prefer, a smoking seat or a non-smoking seat?你喜歡哪種，吸煙座還是禁煙座呢?

13、Do you have any other flights?

14、When would you like to leave? 英語口語

15、Can I reconfirm by phone?我能電話確認(rèn)嗎?

16、Where can I make a reservation?我到哪里可以預(yù)訂?

17、Do I need a reservation for the dining car?我需要預(yù)訂餐車嗎?

18、How many more minutes will it take for the train to arrive?火車還要多少分鐘就要到達(dá)呢?

19、Is this a daily flight?這是每日航班嗎? 20、Excuse me.May I get by?對不起，我可以上車嗎?

21、How much does it cost to go there by ship?坐船到那里要花多少錢?

22、Can I cancel this ticket?我可以取消這票嗎?

23、Check it to my final destination.把它托運(yùn)到我的目的地。

24、Please come to the air port by eight thirty at the latest.最遲要在8點(diǎn)30分到達(dá)機(jī)場。

25、Take your baggage to the baggage section.把你的行李拿到行李房去。

26、Please open your baggage.請把你行李打開。

27、Please fill in this disembarkation card.請你填寫這張入境卡。

28、Let me see your passport, please.29、I have 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。

30、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。

31、It?s just the matter of the schedule, that is, if it is convenient of you right now.如果你們感到方便的話，我想現(xiàn)在討論一下日程安排的問題。

32、I think we can draw up a tentative plan now.我認(rèn)為現(xiàn)在可以先草擬一具臨時(shí)方案。

33、If he wants to make any changes, min or alter nations can be made then.如果他有什么意見，我們還可以對計(jì)劃稍加修改。

34、Is there any way of ensuring well have enough time for our talks?我們是否能保證有充足的時(shí)間來談判?

35、So our evenings will be quite full then?那幺我們的活動在晚上也安排滿了嗎?

36、We?ll leave some evenings free, that is, If it is all right with you.如果你們愿意，我們想留幾晚供你們自由支配。

37、Wed have to compare notes on what we?ve discussed during the day.我們想用點(diǎn)時(shí)間來研究討論一下白天談判的情況。

38、That?ll put us both in the picture.這樣雙方都能了解全面的情況。

39、Then we?d have some idea of what you?ll be needing.那我們會心中有數(shù)，知道你們需要什么了。

40、I can?t say for certain off-hand.我還不能馬上說定。

41、Better have something we can get our hands on rather than just spend all our time talking.有些實(shí)際材料拿到手總比坐著閑聊強(qiáng)。

42、It?ll be easier for us to get down to facts then.這樣就容易進(jìn)行實(shí)質(zhì)性的談判了。

43、But wouldn't you like to spend an extra day or two here?你們不愿意在北京多待一天嗎?

44、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。

45、We?ve got to report back to the head office.我們還要回去向總部匯報(bào)情況呢。

46、Thank you for you cooperation.47、We?ve arrange dour schedule without any trouble.我們已經(jīng)很順利地把活動日程安排好了。48Here is a copy of itinerary we have worked out for you and your friends.Would you please have a look at it?這是我們?yōu)槟愫湍愕呐笥褦M定的活動日程安排。請過目一下，好嗎? 49If you have any questions on the details，feel free to ask.如果對某些細(xì)節(jié)有意見的話，請?zhí)岢鰜怼?/p>

50、I can see you have put a lot of time in to it.我相信你在制定這個(gè)計(jì)劃上一定花了不少精力吧。

廣交會常用外語(一)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(jī)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(rèn)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.廣交會常用外語(二)品質(zhì)

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 價(jià)格 客人詢價(jià)

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(bào)價(jià)

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(jià)

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(jià)

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(jià)

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.訂單

客人詢問最小單數(shù)量

35.What?s minimum quantity of an order of your goods? 詢問訂貨數(shù)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(shù)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.交貨

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(fù)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(wěn)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 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

廣交會常用外語(三)

11.These are two originals of the contract we prepared.詢問簽單

12.When shall we sign the contract? 13.Mr.Brown, do you think it is time to sign the contract? 14.Shall we go over the other terms and conditions of the contract to see if we agree on all the particulars? 15.Shall we sign the contract now? 16.Just sign there on the bottom.17.The contract is ready, would you mind reading it through? 18.We have reached an agreement on all the clauses discussed so far.It is time to sing the contract.簽單后祝語

19.I?m very pleased that we have come to an agreement at last.20.Let?s congratulate ourselves for the successful contract.付款方式

客人詢問付款方式 1.Shall we discuss the terms of payment? 2.What is your regular practice about terms of payment? 3.What are your terms of payment? 4.How are we going to arrange payment? 回復(fù)詢問付款方式

5.We?d like you to pay us by L/C.6.We always require L/C for our exports and we pay by L/C for our imports as well.7.We insist on full payment.8.We ask for a 30 percent down payment.9.We expect payment in advance on first orders.客人建議付款方式

10.We hope you will accept D/P payments terms.11.In view of this order of small quantity, we propose payment by D/P with collection through a band so as to simplify the payment procedure.12.Payment by L/C is the safest method, but rather complicated.禮帽拒絕客人

13.I?m sorry.We can?t accept D/P or D/A.We insist on payment by L/C.14.I?m afraid we must insist on our usual payment terms.15.“Payment by installments” is not the usual practice in world trade.16.It is difficult for us to accept your suggestion 接受客人付款方式

17.In view of our long friendly relations and the efforts you have made in pushing the sales, we agree to change the terms of payment from L/C at sight to D/P at sight;however, this should not be taken as a precedent.18.I have no alternative but to accept your terms of payment.信用證要求及貨幣

19.When should we open the L/C? 20.Your L/C must reach us 30 days before the date of delivery so as to enable us to make all necessary arrangements.21.How long should our L/C be valid? 22.The L/C should be valid 30 days after the date of shipment.23.Could you tell me what documents you?ll provide?

24.Together with the draft, we?ll also send you a full set of bill of lading, an invoice, and an insurance policy, a certificate of origin and a certificate of inspection.I suppose that is all.25.In what currency will payment by made? 26.We usually do business in U.S.dollars as world prices are often dollars based.保險(xiǎn)

客人詢問保險(xiǎn)

1.As for the insurance, I have quite a lot of things which I am still not clear about.2.May I ask you a few questions about insurance? 3.What do your insurance clauses cover? 4.I wonder if the insurance company holds the responsibility for the loss.5.Have you taken our insurance for us on these goods? 6.Can you tell me the difference between WPA and FPA? 7.What risks are you usually covered against? 8.Is war risk to be covered? 9.I?d like to have the insurance of the goods covered at 110% of the invoice amount.回復(fù)保險(xiǎn)詢問

10.There are three basic covers, namely, Free form Particular Average, with Particular Average and ALL risks.11.Ocean shipping cargo insurance is important because goods run the risk of different hazards such as fire, storm, collision, theft, leakage, explosions, etc.If the goods are insured, the exporter might get enough to make up his loss.12.Should any damage be incurred, you may, within 60 days after the arrival of the consignment, file a claim supported by a survey report, with the insurance company at your end.13.As a rule, we don?t cover them unless you want to.14.If more than that is asked for, the extra premium for the difference between 130% and 110% should be born by the buyer.15.The FPA clause doesn?t cover partial loss of the particular coverage, whereas the WPA clause does.16.The extra premium involved will be on your account.17.The insurance covers ALL Risks at 110% of the invoice value.18.No, it is not necessary for the shipping line to add to the cost.Our past experience shows that All risks gives enough protection to all the shipments to your area.19.ALL risk covers all losses occurring throughout the voyage caused by accidents at sea or land.In other words, it includes FPA, WPA, and general additional risks, with special additional risks excluded.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?

市場銷售 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.

第五篇：外貿(mào)行業(yè)潛規(guī)則

外貿(mào)行業(yè)的潛規(guī)則分析

(2008-04-02 16:13:23)

轉(zhuǎn)載

分類：外貿(mào)技巧

談不上傳授外貿(mào)經(jīng)驗(yàn)吧，因?yàn)槲胰肷鐣膊惶茫怯行┰捳娴氖窍牒痛蠹艺f。并不在乎于積累，而是以前有過和出現(xiàn)過的經(jīng)驗(yàn)教訓(xùn)，和社會的磨合過程，成長過程的一種分享.我曾經(jīng)在VEVON的帖子說過的一個(gè)潛規(guī)則：社會的本身有一個(gè)潛在的規(guī)則，所有的規(guī)定，措施，管理都是為了提高公司的收入來實(shí)行了。就是很簡單的，經(jīng)濟(jì)絕對政治。幾乎大部分公司是會遵循于潛規(guī)則的，違反了潛規(guī)則，他就沒可能去留住人才，也不可能創(chuàng)造經(jīng)濟(jì)效益，不過他如果在潛規(guī)則內(nèi)進(jìn)行懲罰，那么就是符合客觀規(guī)律，是符合經(jīng)濟(jì)管理一致性的。而員工也是一樣遵循著這點(diǎn)潛規(guī)則，那么就萬事無憂，同社會去磨合，為事業(yè)去拼搏。

當(dāng)然也有例外你能夠沖破潛規(guī)則，那么就要符合兩點(diǎn)：第一，你承擔(dān)了公司大部分的收入，相當(dāng)于收入的股東。第二，你是大家不可缺少的對象，你的存在關(guān)系到整個(gè)公司的平衡。那么，基于這兩點(diǎn)，員工也可以去修改潛規(guī)則的部分內(nèi)容，因?yàn)槟阋呀?jīng)屬于強(qiáng)勢群體。

舉個(gè)例子，剛來我現(xiàn)在的公司，我必須在三個(gè)月遵循著公司的管理制度和潛在規(guī)則。不然的話我就會被淘汰，而我三個(gè)月不停的放廣告，找客人，發(fā)郵件，有著郵件管理的老板已經(jīng)完全看在眼里，他原本對我說三個(gè)月沒有定單就需要走人。而三個(gè)月后的一次會議上他親自對公司全員說。我是一個(gè)難得的人才，我的方法是世界最新的，就算我一年沒有定單，就依照這種辦法，是絕對會有很好成果的。而在這邊，我就已經(jīng)打敗了約束我的潛規(guī)則，因?yàn)槲业姆椒ㄒ矀鞯搅烁鱾€(gè)人身上，對于總體來說，我第一作到了表率的作用，第二也以方法來加

強(qiáng)了所有公司的業(yè)務(wù)能力。三個(gè)月了，我還是沒單，但是老板也沒讓我走。并且對我十分客氣，對我平時(shí)十分關(guān)照。

而我第一次做到德國客人是5個(gè)月后，而當(dāng)時(shí)我做了一個(gè)小柜。因?yàn)槲蚁矚g早上睡懶覺，有時(shí)也遲到，老板也找我談了多次。我便索性告訴他，我只開發(fā)德國市場，而德國人的作息時(shí)間是下午兩點(diǎn)到晚上十二點(diǎn)。我希望在此段時(shí)間內(nèi)工作。而看到我做好德國客人的老板竟然同意實(shí)行一段時(shí)間。而到了5個(gè)月后，我現(xiàn)在已經(jīng)是擁有十二個(gè)德國客人的老業(yè)務(wù)員了。所以到現(xiàn)在就算我第一天晚上七點(diǎn)走了，而第二天兩點(diǎn)才來，公司也沒有一個(gè)人會說我。

因?yàn)閷?shí)踐證明了，我遵守了潛規(guī)則并發(fā)現(xiàn)了客觀規(guī)律，定單證明了我走的路是正確的，我通過貼合客人的作息時(shí)間來換位，所以客人的信任和我本身的溝通技巧得以體現(xiàn)。不過當(dāng)然這也是種傷身體的做法，我現(xiàn)在都習(xí)慣性的往后推一點(diǎn)，十點(diǎn)左右上班，然后晚上加到八點(diǎn)左右。

而如果你沒有遵循潛規(guī)則，比如說逆道而行，做別人不敢做的事去挑戰(zhàn)權(quán)威，或者在沒有創(chuàng)造任何業(yè)績情況下提條件或者違反規(guī)定。自然而然，老板也會維持潛規(guī)則的尊嚴(yán)，他使用任何手段對于別人只能同情你。大家覺得公司規(guī)定本身很嚴(yán)厲，實(shí)際上那全部都是基于此原則再適合于公司的實(shí)際情況來制定的。對于守規(guī)矩的好學(xué)生，公司自然會歡迎，但是公司不會歡迎一心向?qū)W而不創(chuàng)造任何效益的學(xué)生。即使品行再好，對于業(yè)務(wù)員一職來說也只能稱作失職。

說了這么多，到底如何去適應(yīng)和改變潛規(guī)則呢，那我下面幾點(diǎn)就 需要更形象一點(diǎn)。

首先，第一點(diǎn)，你到任何一家公司，首先要做的就是：不要樹敵，要做大家都喜歡的人。如何做大家喜歡的人呢，有時(shí)老業(yè)務(wù)員要你做這做那，一方面是想你能為他分擔(dān)事務(wù)，另一方面他們在潛規(guī)則內(nèi)這樣也是培訓(xùn)你的一部分。就是說，他完全可以有理由讓你新人去做他們做新人時(shí)的事情，讓你學(xué)會做事和做人。而這時(shí)你身邊在你成長的足跡里也必然有對方無法超越的事情。舉例說，我來我的公司之后，我做過幾件事，第一是我的EXCEL表格很美觀，我自己做完報(bào)價(jià)，合同，利潤分析表之后會無償分享給大家，并在一次會議上提出和大家研究，經(jīng)過磋商后發(fā)表到公用信箱里。另外我的電腦維修能力，我?guī)椭^兩個(gè)老業(yè)務(wù)員將他們電腦的速度提升了一倍。

在老板那里，我收集過的客人信息會作出參考總結(jié)，以書面形式呈遞，并且謙虛的尋求修改。這就是說，從我本質(zhì)之外我遵循了戴爾卡耐基的額外付出原則，和做一個(gè)大家都喜歡并且需要的人。所以我遇到什么問題，大家也會主動幫助我，而我卻一在尋求自己的解決辦法。走自己的路，而慢慢趨于強(qiáng)勢。但是當(dāng)我也有經(jīng)驗(yàn)上的空白，所有的人都會不奢賜教，并且他們會覺得告訴你往往也是種榮幸，感覺到好象再向?qū)I(yè)和資格靠攏。

另外還有一些細(xì)節(jié)：

盡量在人多的時(shí)候不要出頭。每一個(gè)新人都要感覺到，自己不重要，自己只是來規(guī)范自己，在社會里磨合自己而存在的。一起吃飯不要主動點(diǎn)菜，別人說話不要輕易插話，不要在公眾場合吸煙，不要頂撞，高調(diào)做事，謙虛做人。只有當(dāng)所有條件成熟的基礎(chǔ)上，在你熟悉整個(gè)領(lǐng)域之上，再嘗試去創(chuàng)新，去改動潛規(guī)則。

對于自己的工作環(huán)境，你可以展示自己的個(gè)性，而不要在和管理者和同僚對話之間展現(xiàn)個(gè)性，因?yàn)閭€(gè)性起源還在成熟范疇之內(nèi)。你的工作臺一定要整潔，文件夾要?dú)w類成檔，抽屜里

文書紙張和日用品都要井井有條，客人資料也要在電腦里以文件夾形式整理成檔，圖片也要整理。各種各樣報(bào)價(jià)表和PI，合同都要更新并且整理成檔。

永遠(yuǎn)不要認(rèn)為別人應(yīng)該告訴你，教育你，應(yīng)該象老師一樣無償奉獻(xiàn)，你讓別人有著當(dāng)老師的虛榮心或者別人應(yīng)該給你分享什么。即使在論壇來講也是一樣，作為新人，不要希望和對方多交流，而是你在一個(gè)學(xué)習(xí)的境地。除了謙卑，你也應(yīng)該分享你的東西給別人，在此基礎(chǔ)上你才可以和對方分享他的東西。社會里天上掉不下餡餅，無償奉獻(xiàn)只會在高度經(jīng)濟(jì)發(fā)達(dá)的共產(chǎn)主義才能看到，在競爭機(jī)制的資本原始積累階段。信息也是一種命脈，而且在外貿(mào)行業(yè)是很敏感的，對于前輩也踏下了血的烙印，對于此，大家起先要尊重，才能求教。否則也是將潛規(guī)則踏于腳下，對于經(jīng)驗(yàn)本身也是一種賤價(jià)處理。相同對于老業(yè)務(wù)員的經(jīng)驗(yàn)或者論壇上各位高手的箱底資本也是如此。

對于客人，我只想說一點(diǎn)，你如何為他創(chuàng)造財(cái)富，你才會得到財(cái)富。運(yùn)費(fèi)我現(xiàn)在對于客人一分錢都不掙，我只是想節(jié)約他的成本，他才能更好的為我的產(chǎn)品開拓市場，其他的我不想說。

對于老板，我也只想說一點(diǎn)，潛規(guī)則之下。創(chuàng)造財(cái)富和立足點(diǎn)，樹立關(guān)系網(wǎng)和存在價(jià)值。

對于自己，永遠(yuǎn)告訴自己不夠，全局的成敗取決于自身原因。你該給自己貼個(gè)標(biāo)示“：沒有理由”

對于公司，你只是個(gè)大機(jī)器中的小齒輪，當(dāng)你可以當(dāng)其中一部不可缺少的機(jī)械時(shí)，再要求別人給你拋光上油吧。

對于社會：你需要遵循和利用潛規(guī)則，才能獲得你的成功。

對于國家：你要做的就是把對方的美圓打到國家的銀行帳戶里，而不是想老板口袋里的人民幣。

對于世界：你的工廠就是世界工廠，中國也就是世界工廠。

希望我的一些不成熟看法能和各位共勉。我做外貿(mào)才1年零三個(gè)月，客人為32個(gè)，總定單量為12個(gè)柜加散貨，而我大部分都遵循著潛規(guī)則，不管是老板，公司，國家，客人的利益為前提之下。信譽(yù)，信任都只是在潛規(guī)則中的一種衍生品，只是客觀規(guī)律的一部分而已。而我在原則之內(nèi)，也的確改造到了潛規(guī)則，我的話，我的言論在公司某種程度來也能有自己的權(quán)威。