展览会上与老外英语沟通的小技巧 来源：实惠网外贸论坛
展览会上与老外英语沟通的小技巧
我们的老外贸都知道了，在展览会上我们能碰到各种各样的买家。在第一次见面的时候，你假如发挥的好一点，能增加你获得定单的概率。毕竟很多业务员一年也没有几次参加展览会的机会，一定要达到收获最大化。根据自己的经验和荷兰公司提供的信息，总结出了以下10点。希望对大家有用。
1, 欧洲人，美国人是非常喜欢那种interactive 的人的，你不需要太拘谨，不需要什么都yes 。
2, 在两个人对话的时候，适当的时候要称呼对方。假如你在对话中经常称呼对方，对方也会称呼你，这样可以让客户很容易对你有印象，这样对后续跟踪客户好处多多。非英语的名字，象北欧人的名字，我们根本不知道怎么发音，很多法国人的名字不是按英语发音的，要注意，你不会读可以直接问客户，这是不失礼的。荷兰和德国人的姓有很多是2个单词的，一定不能只读最后一个单词。i.e. Caroline van Bommel, 这个女的你可以称呼为：Ms. van Bommel。气氛足够好的情况下，你可以直接称呼对方的单名。
3, 母语是英语的人说话可能会很快，没有停顿的。你可以让别人稍微慢一点，这是不失礼的。千万不要没有听懂就接客户的话。否则客户会觉得和你沟通很困难。很容易就走掉了
4, 客户坐下来以后，你可以问客户你可以给我多少时间。How many time are you available? 这样可以体现你对客户行程的尊重，也可以让你自己根据时间来掌握沟通的内容
5, 老外只要做下来以后，要让老外多说，在你完全明白的情况下，再介绍你自己。和欧洲美国人谈的时候，你可以让客户简单的说一下此行的目的。希望找一些什么样的供应商。有的客户不会直接回答你，有的客户会告诉你。
6, 假如你有幸碰到头衔是Director ，Vice President等职务的买家，要多说一些战略性的东西。这些人来展会不是为了1个柜2个柜来的。他们很多是来找战略性伙伴的(Strategic Partners)。所以你要有放长线钓大鱼的功力。假如你自己工厂实力可以的话，要主动的邀请这些人访问你的工厂。
这些职位的人很多学历很高，有些人有MBA background. 所以，有点喜欢听比较酸的话。这些人开口闭口就是： value, global supply chain, private label, costs, partnership，bottom line等等。你可以这样说：
We are one of the top 3 private label suppliers in the global market. Our producing capacity is more than 5,[1**********]00/units each week. Furthermore, you know, the knowledge and the know-how sometimes is more important than the machines and equipments. Fortunately, we have accumulated enough producing and management know-how from our long-term co-operation with XXXX company. I am sure we can help you to reduce your international sourcing costs, we can help you to increase your bottom line.
just let me know how I can create value.
7, 客户有权利问你很多问题，其实你也是有权利问客户的：下列问题你可是试着问问看，对你了解客户好处多多：
How can you evaluate your suppliers? 很多客户不愿意直接回答你，因为确实太难了，你可以补充一句, just generally speaking, not the detailed principles.
What's your purchasing plan for next season?
假如是零售商：How many stores does your company have?
假如是中间商：Do you distribute your goods only in your domestic market? Or in the whole Europe? Which country is your biggest market? (不能直接问谁是你最大的客户，这样太敏感了。）
8, 在展览会最后一两天的时候，你可以问： What do you think how about the trade show? Did you find everything which you need exactly? 你问这种问题很容易可以从客户那里得到你们整个行业的情况，客户的观点对你是很有价值的。同时，你也间接的问客户了客户还有什么东西没有找到，说不定你可以帮上客户的忙，假如你刚好也有这种产品的话，客户也会把定单下到你这里。
9, 跟客户介绍的时候，不要总是说, Our quality is very good. 展位上面大家时间都不多。不要说一些客人没有办法衡量的话，怎么样才叫好呢？ 大公司的买家基本上都是至少大学学历，很多都受过专门的采购培训，他们内部有一套定量的评估体系的。所以，最好是用你本行业的定量术语来表达，假如本行业没有定量术语，就直接说，We have supplied our products for XXXXX company for 5 years, and XXXX company is quiet satisfied for our quality. So I believe we can meet or exceed your quality requirements. 这个XXXX 公司最好是客户应该知道的，和客户差不多同类档次的，或者高一点点，不要高太多的。否则要误解的。
10, 其实，大公司的买手最关心的不是price, quality, 而是: reliability. 差不多的商品，买手从不同的供应商购买，价格有点小差距，国外的公司是可以接受的。但是，买手找的供应商出问题的话，那问题就大了，欧洲还好一点，美国可以马上就走人。所以，我们假如能站在客户的角度考虑问题，要让买手觉得你在所有的供应商里面，你是最reliable 的，包括质量，价格，长期供货能力等等。
总之，你是在和客户沟通，而不是被审问。一定要interactive 。
广交会英语整理篇
广交会常用外语(一)
问好
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. 4. Welcome to China.
3. It‟s a great honor to meet you./I have been looking forward to meeting you.
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? 机场接客
1. Excuse me; are you Mr. Wilson from the International Trading Corporation? 2. How do I address you? meet you.
3. May name is Benjamin liu. I‟m from the Fuzhou E-fashion Electronic Company. I‟m here to
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? 相互介绍
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. years ago.
7. Do you remember me? Benjamin Liu from Marketing Department of PVC. We met several
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? 13. I‟ am sorry. I have forgotten how to pronounce your name.
12. I am sorry. I can‟t recall your name. / Could you tell me how to pronounce your name again? 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. 确认话意
1. Could you say that again, please? 2. Could you repeat that, please? 3. Could you write that down? 5. You mean…is that right? 6. Do you mean..?
7. Excuse me for interrupting you. 社交招待
4. Could you speak a little more slowly, please?
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. 告别
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. 约会
6. Don‟t forget to look me up if you are ever in FUZHOU. Have a nice journey!
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.
市场销售 客户询问
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. 回答询问
6. We are just taking up this line. I‟m afraid we can‟t do much right now.
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. users there.
14. Our products have been sold in a number of areas abroad. They are very popular with the
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. order a small quantity for a trail.
23. I wish you a success in your business transaction. 24. You will surely find something interesting. 26. Our product is the best seller.
27. This is our newly developed product. Would you like to see it? 29. I‟m sure there is some room for negotiation.
22. There are certainly being problems in the sale work at the first stage. But suppose you
25. Here you are. Which item do you think might find a ready market at your end?
28. This is our latest model. It had a great success at the last exhibition in Paris.
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.
展览会上与老外英语沟通的小技巧 来源：实惠网外贸论坛
展览会上与老外英语沟通的小技巧
我们的老外贸都知道了，在展览会上我们能碰到各种各样的买家。在第一次见面的时候，你假如发挥的好一点，能增加你获得定单的概率。毕竟很多业务员一年也没有几次参加展览会的机会，一定要达到收获最大化。根据自己的经验和荷兰公司提供的信息，总结出了以下10点。希望对大家有用。
1, 欧洲人，美国人是非常喜欢那种interactive 的人的，你不需要太拘谨，不需要什么都yes 。
2, 在两个人对话的时候，适当的时候要称呼对方。假如你在对话中经常称呼对方，对方也会称呼你，这样可以让客户很容易对你有印象，这样对后续跟踪客户好处多多。非英语的名字，象北欧人的名字，我们根本不知道怎么发音，很多法国人的名字不是按英语发音的，要注意，你不会读可以直接问客户，这是不失礼的。荷兰和德国人的姓有很多是2个单词的，一定不能只读最后一个单词。i.e. Caroline van Bommel, 这个女的你可以称呼为：Ms. van Bommel。气氛足够好的情况下，你可以直接称呼对方的单名。
3, 母语是英语的人说话可能会很快，没有停顿的。你可以让别人稍微慢一点，这是不失礼的。千万不要没有听懂就接客户的话。否则客户会觉得和你沟通很困难。很容易就走掉了
4, 客户坐下来以后，你可以问客户你可以给我多少时间。How many time are you available? 这样可以体现你对客户行程的尊重，也可以让你自己根据时间来掌握沟通的内容
5, 老外只要做下来以后，要让老外多说，在你完全明白的情况下，再介绍你自己。和欧洲美国人谈的时候，你可以让客户简单的说一下此行的目的。希望找一些什么样的供应商。有的客户不会直接回答你，有的客户会告诉你。
6, 假如你有幸碰到头衔是Director ，Vice President等职务的买家，要多说一些战略性的东西。这些人来展会不是为了1个柜2个柜来的。他们很多是来找战略性伙伴的(Strategic Partners)。所以你要有放长线钓大鱼的功力。假如你自己工厂实力可以的话，要主动的邀请这些人访问你的工厂。
这些职位的人很多学历很高，有些人有MBA background. 所以，有点喜欢听比较酸的话。这些人开口闭口就是： value, global supply chain, private label, costs, partnership，bottom line等等。你可以这样说：
We are one of the top 3 private label suppliers in the global market. Our producing capacity is more than 5,[1**********]00/units each week. Furthermore, you know, the knowledge and the know-how sometimes is more important than the machines and equipments. Fortunately, we have accumulated enough producing and management know-how from our long-term co-operation with XXXX company. I am sure we can help you to reduce your international sourcing costs, we can help you to increase your bottom line.
just let me know how I can create value.
7, 客户有权利问你很多问题，其实你也是有权利问客户的：下列问题你可是试着问问看，对你了解客户好处多多：
How can you evaluate your suppliers? 很多客户不愿意直接回答你，因为确实太难了，你可以补充一句, just generally speaking, not the detailed principles.
What's your purchasing plan for next season?
假如是零售商：How many stores does your company have?
假如是中间商：Do you distribute your goods only in your domestic market? Or in the whole Europe? Which country is your biggest market? (不能直接问谁是你最大的客户，这样太敏感了。）
8, 在展览会最后一两天的时候，你可以问： What do you think how about the trade show? Did you find everything which you need exactly? 你问这种问题很容易可以从客户那里得到你们整个行业的情况，客户的观点对你是很有价值的。同时，你也间接的问客户了客户还有什么东西没有找到，说不定你可以帮上客户的忙，假如你刚好也有这种产品的话，客户也会把定单下到你这里。
9, 跟客户介绍的时候，不要总是说, Our quality is very good. 展位上面大家时间都不多。不要说一些客人没有办法衡量的话，怎么样才叫好呢？ 大公司的买家基本上都是至少大学学历，很多都受过专门的采购培训，他们内部有一套定量的评估体系的。所以，最好是用你本行业的定量术语来表达，假如本行业没有定量术语，就直接说，We have supplied our products for XXXXX company for 5 years, and XXXX company is quiet satisfied for our quality. So I believe we can meet or exceed your quality requirements. 这个XXXX 公司最好是客户应该知道的，和客户差不多同类档次的，或者高一点点，不要高太多的。否则要误解的。
10, 其实，大公司的买手最关心的不是price, quality, 而是: reliability. 差不多的商品，买手从不同的供应商购买，价格有点小差距，国外的公司是可以接受的。但是，买手找的供应商出问题的话，那问题就大了，欧洲还好一点，美国可以马上就走人。所以，我们假如能站在客户的角度考虑问题，要让买手觉得你在所有的供应商里面，你是最reliable 的，包括质量，价格，长期供货能力等等。
总之，你是在和客户沟通，而不是被审问。一定要interactive 。
广交会英语整理篇
广交会常用外语(一)
问好
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. 4. Welcome to China.
3. It‟s a great honor to meet you./I have been looking forward to meeting you.
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? 机场接客
1. Excuse me; are you Mr. Wilson from the International Trading Corporation? 2. How do I address you? meet you.
3. May name is Benjamin liu. I‟m from the Fuzhou E-fashion Electronic Company. I‟m here to
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? 相互介绍
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. years ago.
7. Do you remember me? Benjamin Liu from Marketing Department of PVC. We met several
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? 13. I‟ am sorry. I have forgotten how to pronounce your name.
12. I am sorry. I can‟t recall your name. / Could you tell me how to pronounce your name again? 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. 确认话意
1. Could you say that again, please? 2. Could you repeat that, please? 3. Could you write that down? 5. You mean…is that right? 6. Do you mean..?
7. Excuse me for interrupting you. 社交招待
4. Could you speak a little more slowly, please?
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. 告别
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. 约会
6. Don‟t forget to look me up if you are ever in FUZHOU. Have a nice journey!
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.
市场销售 客户询问
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. 回答询问
6. We are just taking up this line. I‟m afraid we can‟t do much right now.
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. users there.
14. Our products have been sold in a number of areas abroad. They are very popular with the
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. order a small quantity for a trail.
23. I wish you a success in your business transaction. 24. You will surely find something interesting. 26. Our product is the best seller.
27. This is our newly developed product. Would you like to see it? 29. I‟m sure there is some room for negotiation.
22. There are certainly being problems in the sale work at the first stage. But suppose you
25. Here you are. Which item do you think might find a ready market at your end?
28. This is our latest model. It had a great success at the last exhibition in Paris.
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.