广交会陶瓷摊翻词汇&工作总结
种类：
Ceramics 陶瓷总称 Terracotta 低温陶瓷（陶） Stoneware 中温陶瓷（石瓷） Porcelain 高温陶瓷（瓷） Dolomite 白云土 Bone china 骨瓷 （很贵）
额外要求：
Pantone Color --- 色卡，有些客人说自己提供颜色，会问起
Capacity --- 容量，有人说CBM
Customize --- 订造，有时候客人会提供样品给老板让老板帮他做
包装(packing)：一个瓷器一般从内到外的包装
Bubble bag --- 气泡袋，就是小时候玩的那种可以捏小气泡的袋
Color box --- 彩盒，我们平时买东西的盒子
Inner box --- 内盒，一般客人会要求一个内盒装6个产品，即一内盒里有6彩盒
Carton --- 外盒，纸皮箱，入货柜时还有7层（ply）纸箱和5层纸箱，7 层的比较稳固
Container --- 货柜，一般分为20尺（20 feet）和40尺（40 feet）以及40尺高柜（40 feet HQ）， 20 ft和40 ft HQ用得比较多
瓷器本身（以茶具为例）：
Glaze --- 釉，即瓷器上面的色，行业叫釉，派生glazing
Light glazing --- 光釉，表面反光的，亮亮的感觉 Mat glazing --- 哑光，不解释
Spout --- 茶壶的出水口 Lid --- 茶壶盖 Handle --- 茶壶杯子的把手
Saucer --碟子，放杯子用的 Creamer --奶壶，也有说 milk pot Sugar pot --糖罐
15 pieces(pcs) set--- 15头，即1壶6杯6碟1奶壶1糖罐
工作流程：
1、 有客人进来，看东西。打招呼，这个时候先递上工厂（除了外贸公司，一般都是自己的厂过来摆摊，说factory比较好，因为客人都希望得到第一手的资料）名片然后问他要名片，“This is our name card, may I have yours?”有些客人会不给的。所以我一般是等他们先递上。
2、 客人拿起货品 --- 这个时候一定要拿名片了，因为是有意拿报价的，别忘了拿订书机帮客人订在他的本子上。 Good morning. This is our business card, may I have yours? / Thank you!
3、客人问报价（photo quotation）等货品基本情况 --- 这个没难度，客人问一句，就翻译给老板听， 再翻译给客人听，
问报价：How do you quote this? / Tell me the quotation, please? / How much is it?
问容量：What's the capacity? How many ml/cc?
问材料：What's the material? Is it porcelain?
问样品：May I take this sample with me?
记住：什么都要问老板！因为对于不同国家地区的，老板会给不同的offer。同时记录下每个价格。有时候客人会想把A的壶改为B的尺寸，又把盖子改为铁盖，要求比较复杂，但都要记录得清清楚楚，因为回到工厂老板会根据这个给他e-mail 报价。另外，有些客人会带外贸公司的员工过来的，报价一般先报给外贸公司员工，因为他们要计算提成，所以由他们计算好后再告知客人。
4、 客人问能不能拍照 --- 如果问了报价的，一般老板都会让他拍。有些老板比较紧张自己的设计，怕他拍了回去给别的厂做，所以那些走进来不问报价只想拍照的，要问下老板让不让他拍。
May I take picture? / Send me photo quotation.
5、客人要求回去e-mail报价 --- 告诉老板就是了，有什么时间格式要求老板自然会问的，翻译就是了。 问老板后答：OK./ Yes, but we may charge you.
收样品费
Maybe you can come the last day of the exhibition; you can get it free, because we also need it for exhibition
要求改货品要素：I want A in B's size, and a stainless steel lid, how much then?
遇到以上的问题尽管问老板，然后详细认真记录！
最后的客套话，希望合作、保持联系、很开心你来我们摊位等自由发挥。
Thank you so much coming and keep in touch.
a） 价格条款：FOB/CNF/CIF有什么不同？
1.
2.
3.
4.
5. MOQ --- Minimum Order Quantity(qty) 起订量 FOB --- Fee on Board离岸价，一般说 FOB+港口，如FOB Shenzhen，客人有时会问“FOB where？”， CNF---Cost and Freight=CFR成本加运费 CIF --- Cost, Insurance and Freight 到岸价 Delivery date 交货期，一般是收到订金（TT[telegraphic transfer] XX% deposit）后几天发货，20ft
和40ft柜的交货期不同，这个得问老板
b）报价：如何恰当的跟客人报价（价格表怎么处理）？
c）付款方式：常用的付款方式有那些？（提醒：30/70 或L/C等等）
d）包装：一个20'/40'/40HQ（高箱/柜）的CBM（立方米）有多少？（提醒：注意是实用CBM和重量） e）国际单据类，B/L（bill of landing提货单）, C/O（certificate of origin原产地证书）,
FORM A / FORM E（优惠原产地证书）, CIQ（china inspection and quarantine中国检验检疫）,
SHIPPING MARK（发货/装运标志）
f）国内采购商要怎么报价？ g）客人如果觉得价格太高怎么办？
/老板刚好有事走开了，客人要问技术性的问题你不懂，或者客人要签合同怎么办？
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.
6. We are just taking up this line. I‟m afraid we can‟t do much right now.
回答询问
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?
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.
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 another 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.
品质
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 价格
客人询价
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?
我们报价
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?
客人还价
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?
拒绝还价
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.
接受还价
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.
订单
客人询问最小单数量
35. What’s minimum quantity of an order of your goods?
询问订货数量
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.
客人回答订单数量
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.
感谢下单
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.
交货 / 客人询问交货期
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?
答复交货期
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.
客人要求提早交货
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?
稳住客人
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. 签单
签单前建议
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
1. 陶瓷品种：
普白瓷（NORMAL/COMMON WHITE PORCELAIN）-广西，湖南产品； 加白瓷（HIGH WHITE PORCELAIN ）广西，红星做的比较白的陶瓷
高白瓷（SUPERWHITE PORCELAIN）华溢做的白度比“加白”更好一点的陶瓷
骨瓷（BONE CHINA）含有牛骨粉，2次烧成，半透明，米色，釉面完美，轻而薄的瓷器，是最高档的瓷器。
在山东大规模生产，潮州也有小规模生产
新骨瓷（NEWBONE CHINA）潮州做的接近骨瓷颜色的陶瓷，不含骨粉，但因釉面不稳定，现在很少做。 强化瓷（DURABLE CHINA）含铝（ALUMINUM）量高，强度好。分为强化白，强化黄。
强化黄也叫CREAM COLOR， PEARL COLOR等。华溢陶瓷虽然含铝量不如强化瓷，但因烧成温度高，颗粒
细而致密，所以强度不比强化瓷差，而且吸水率很过硬。
炻瓷（STONEWARE）：烧成温度低（1200度左右），比较脆而易碎的瓷器。
很多色釉产品 （COLOR GLAZED）都是炻瓷。
红土（TERRA COTTA）：红土陶器，烧成温度低，一般用作花盆等，不做餐具。
精陶（FINE EARTHENWARE） （暂无资料，据说是吸水率极低的陶）
2. 产瓷区的情况
2.1 中国传统的主要产瓷区在广西，潮州，福建，山东，湖南等地：
广西：大规模生产普白配套，汤平盘散件等滚压（ROLLER PRESSED）产品，煤窑烧成，产量大， 价格较低；
代表工厂是三环。
潮州：生产注浆（CASTING，INJECTION）立体件产品，气窑烧成，产量较低，价格高；
做内销的酒店白瓷市场是强项，代表工厂是伟业。
湖南：生产奶杯，色釉产品；代表工厂是华联
山东：生产高档骨瓷，代表工厂是海格雷； 也有的工厂生产较低档的炻瓷，成本较低。
近年江苏的高醇精陶是后起之秀，很受美国市场欢迎。
2.2 国外陶瓷产区：主要是欧洲和日本
英国和日本的骨瓷很有名：大品牌有英国的WEDGWOOD，CHURCHIL；日本的NORITAKE等；
德国，波兰，罗马尼亚等曾经是主要的陶瓷产区，大品牌包括：德国的KAHLA， VILLERY&BOCH等。
3. 市场情况：
3.1 欧洲：比较喜欢华溢高白瓷的瓷质。定单以6人用的小配套为主。
南部意大利，西班牙等常订的有19头，小杯碟，30头等。花面颜色较鲜艳；
中部的德国以12头，18头，30头配套为主。花面颜色较清淡。
3.2 美国：比较喜欢炻瓷的材质。配套以4人用配套为主，例如16头，20头；也有47头。花面颜色较鲜艳
3.3 南美：20头4人用；30头6人用；颜色鲜艳；
3.4 中东：金花/白金12人用大配套
一． 1. Instructions: Dishwasher safe; Do not microwave
2. Seaside Garden Plated-Set of Four Item number #4788-LA
Details: ---Glass; ---6 inches
Instructions: Dishwasher safe; Do not microwave
3. Seaside Garden Platter Item number #4789-LA
Details: ---Glass; ---16 inches x 8 inches
Instructions: Dishwasher safe; Do not microwave
4. Coastal Blues Dishes – Set of Four Item number # 4700-LA
Details: ---Glass; ---6 inches
Instructions: Dishwasher safe; Do not microwave
5. Coastal Blues Plate Item number # 4701-LA
Details: ---Glass; ---8 inches
Instructions: Dishwasher safe; Do not microwave
二．
1. Item number # 8345A
Details: 14 oz(盎司) Porcelain Mug(陶瓷杯)
2. Cityscape Chicago Item number # 8345B
Details：14 oz Porcelain Mug
3. Cityscape New York Item number # 8345C
Details: 14 oz Porcelain Mug
4. Cityscape Paris Item number #8345D
Details: 14 oz Porcelain Mug
5. Cityscape London Item number #8345E
Details: 14 oz Porcelain Mug
三．1. 2. 3. 4. 5.
四．
1. 2. 3. 4. 5.
五． 1. 2. 3. 4. 5.
六． 1. 2. 3. 4.
5. 6. 七． 1. 2. 3. 4.
广交会陶瓷摊翻词汇&工作总结
种类：
Ceramics 陶瓷总称 Terracotta 低温陶瓷（陶） Stoneware 中温陶瓷（石瓷） Porcelain 高温陶瓷（瓷） Dolomite 白云土 Bone china 骨瓷 （很贵）
额外要求：
Pantone Color --- 色卡，有些客人说自己提供颜色，会问起
Capacity --- 容量，有人说CBM
Customize --- 订造，有时候客人会提供样品给老板让老板帮他做
包装(packing)：一个瓷器一般从内到外的包装
Bubble bag --- 气泡袋，就是小时候玩的那种可以捏小气泡的袋
Color box --- 彩盒，我们平时买东西的盒子
Inner box --- 内盒，一般客人会要求一个内盒装6个产品，即一内盒里有6彩盒
Carton --- 外盒，纸皮箱，入货柜时还有7层（ply）纸箱和5层纸箱，7 层的比较稳固
Container --- 货柜，一般分为20尺（20 feet）和40尺（40 feet）以及40尺高柜（40 feet HQ）， 20 ft和40 ft HQ用得比较多
瓷器本身（以茶具为例）：
Glaze --- 釉，即瓷器上面的色，行业叫釉，派生glazing
Light glazing --- 光釉，表面反光的，亮亮的感觉 Mat glazing --- 哑光，不解释
Spout --- 茶壶的出水口 Lid --- 茶壶盖 Handle --- 茶壶杯子的把手
Saucer --碟子，放杯子用的 Creamer --奶壶，也有说 milk pot Sugar pot --糖罐
15 pieces(pcs) set--- 15头，即1壶6杯6碟1奶壶1糖罐
工作流程：
1、 有客人进来，看东西。打招呼，这个时候先递上工厂（除了外贸公司，一般都是自己的厂过来摆摊，说factory比较好，因为客人都希望得到第一手的资料）名片然后问他要名片，“This is our name card, may I have yours?”有些客人会不给的。所以我一般是等他们先递上。
2、 客人拿起货品 --- 这个时候一定要拿名片了，因为是有意拿报价的，别忘了拿订书机帮客人订在他的本子上。 Good morning. This is our business card, may I have yours? / Thank you!
3、客人问报价（photo quotation）等货品基本情况 --- 这个没难度，客人问一句，就翻译给老板听， 再翻译给客人听，
问报价：How do you quote this? / Tell me the quotation, please? / How much is it?
问容量：What's the capacity? How many ml/cc?
问材料：What's the material? Is it porcelain?
问样品：May I take this sample with me?
记住：什么都要问老板！因为对于不同国家地区的，老板会给不同的offer。同时记录下每个价格。有时候客人会想把A的壶改为B的尺寸，又把盖子改为铁盖，要求比较复杂，但都要记录得清清楚楚，因为回到工厂老板会根据这个给他e-mail 报价。另外，有些客人会带外贸公司的员工过来的，报价一般先报给外贸公司员工，因为他们要计算提成，所以由他们计算好后再告知客人。
4、 客人问能不能拍照 --- 如果问了报价的，一般老板都会让他拍。有些老板比较紧张自己的设计，怕他拍了回去给别的厂做，所以那些走进来不问报价只想拍照的，要问下老板让不让他拍。
May I take picture? / Send me photo quotation.
5、客人要求回去e-mail报价 --- 告诉老板就是了，有什么时间格式要求老板自然会问的，翻译就是了。 问老板后答：OK./ Yes, but we may charge you.
收样品费
Maybe you can come the last day of the exhibition; you can get it free, because we also need it for exhibition
要求改货品要素：I want A in B's size, and a stainless steel lid, how much then?
遇到以上的问题尽管问老板，然后详细认真记录！
最后的客套话，希望合作、保持联系、很开心你来我们摊位等自由发挥。
Thank you so much coming and keep in touch.
a） 价格条款：FOB/CNF/CIF有什么不同？
1.
2.
3.
4.
5. MOQ --- Minimum Order Quantity(qty) 起订量 FOB --- Fee on Board离岸价，一般说 FOB+港口，如FOB Shenzhen，客人有时会问“FOB where？”， CNF---Cost and Freight=CFR成本加运费 CIF --- Cost, Insurance and Freight 到岸价 Delivery date 交货期，一般是收到订金（TT[telegraphic transfer] XX% deposit）后几天发货，20ft
和40ft柜的交货期不同，这个得问老板
b）报价：如何恰当的跟客人报价（价格表怎么处理）？
c）付款方式：常用的付款方式有那些？（提醒：30/70 或L/C等等）
d）包装：一个20'/40'/40HQ（高箱/柜）的CBM（立方米）有多少？（提醒：注意是实用CBM和重量） e）国际单据类，B/L（bill of landing提货单）, C/O（certificate of origin原产地证书）,
FORM A / FORM E（优惠原产地证书）, CIQ（china inspection and quarantine中国检验检疫）,
SHIPPING MARK（发货/装运标志）
f）国内采购商要怎么报价？ g）客人如果觉得价格太高怎么办？
/老板刚好有事走开了，客人要问技术性的问题你不懂，或者客人要签合同怎么办？
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.
6. We are just taking up this line. I‟m afraid we can‟t do much right now.
回答询问
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?
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.
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 another 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.
品质
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 价格
客人询价
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?
我们报价
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?
客人还价
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?
拒绝还价
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.
接受还价
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.
订单
客人询问最小单数量
35. What’s minimum quantity of an order of your goods?
询问订货数量
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.
客人回答订单数量
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.
感谢下单
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.
交货 / 客人询问交货期
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?
答复交货期
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.
客人要求提早交货
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?
稳住客人
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. 签单
签单前建议
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
1. 陶瓷品种：
普白瓷（NORMAL/COMMON WHITE PORCELAIN）-广西，湖南产品； 加白瓷（HIGH WHITE PORCELAIN ）广西，红星做的比较白的陶瓷
高白瓷（SUPERWHITE PORCELAIN）华溢做的白度比“加白”更好一点的陶瓷
骨瓷（BONE CHINA）含有牛骨粉，2次烧成，半透明，米色，釉面完美，轻而薄的瓷器，是最高档的瓷器。
在山东大规模生产，潮州也有小规模生产
新骨瓷（NEWBONE CHINA）潮州做的接近骨瓷颜色的陶瓷，不含骨粉，但因釉面不稳定，现在很少做。 强化瓷（DURABLE CHINA）含铝（ALUMINUM）量高，强度好。分为强化白，强化黄。
强化黄也叫CREAM COLOR， PEARL COLOR等。华溢陶瓷虽然含铝量不如强化瓷，但因烧成温度高，颗粒
细而致密，所以强度不比强化瓷差，而且吸水率很过硬。
炻瓷（STONEWARE）：烧成温度低（1200度左右），比较脆而易碎的瓷器。
很多色釉产品 （COLOR GLAZED）都是炻瓷。
红土（TERRA COTTA）：红土陶器，烧成温度低，一般用作花盆等，不做餐具。
精陶（FINE EARTHENWARE） （暂无资料，据说是吸水率极低的陶）
2. 产瓷区的情况
2.1 中国传统的主要产瓷区在广西，潮州，福建，山东，湖南等地：
广西：大规模生产普白配套，汤平盘散件等滚压（ROLLER PRESSED）产品，煤窑烧成，产量大， 价格较低；
代表工厂是三环。
潮州：生产注浆（CASTING，INJECTION）立体件产品，气窑烧成，产量较低，价格高；
做内销的酒店白瓷市场是强项，代表工厂是伟业。
湖南：生产奶杯，色釉产品；代表工厂是华联
山东：生产高档骨瓷，代表工厂是海格雷； 也有的工厂生产较低档的炻瓷，成本较低。
近年江苏的高醇精陶是后起之秀，很受美国市场欢迎。
2.2 国外陶瓷产区：主要是欧洲和日本
英国和日本的骨瓷很有名：大品牌有英国的WEDGWOOD，CHURCHIL；日本的NORITAKE等；
德国，波兰，罗马尼亚等曾经是主要的陶瓷产区，大品牌包括：德国的KAHLA， VILLERY&BOCH等。
3. 市场情况：
3.1 欧洲：比较喜欢华溢高白瓷的瓷质。定单以6人用的小配套为主。
南部意大利，西班牙等常订的有19头，小杯碟，30头等。花面颜色较鲜艳；
中部的德国以12头，18头，30头配套为主。花面颜色较清淡。
3.2 美国：比较喜欢炻瓷的材质。配套以4人用配套为主，例如16头，20头；也有47头。花面颜色较鲜艳
3.3 南美：20头4人用；30头6人用；颜色鲜艳；
3.4 中东：金花/白金12人用大配套
一． 1. Instructions: Dishwasher safe; Do not microwave
2. Seaside Garden Plated-Set of Four Item number #4788-LA
Details: ---Glass; ---6 inches
Instructions: Dishwasher safe; Do not microwave
3. Seaside Garden Platter Item number #4789-LA
Details: ---Glass; ---16 inches x 8 inches
Instructions: Dishwasher safe; Do not microwave
4. Coastal Blues Dishes – Set of Four Item number # 4700-LA
Details: ---Glass; ---6 inches
Instructions: Dishwasher safe; Do not microwave
5. Coastal Blues Plate Item number # 4701-LA
Details: ---Glass; ---8 inches
Instructions: Dishwasher safe; Do not microwave
二．
1. Item number # 8345A
Details: 14 oz(盎司) Porcelain Mug(陶瓷杯)
2. Cityscape Chicago Item number # 8345B
Details：14 oz Porcelain Mug
3. Cityscape New York Item number # 8345C
Details: 14 oz Porcelain Mug
4. Cityscape Paris Item number #8345D
Details: 14 oz Porcelain Mug
5. Cityscape London Item number #8345E
Details: 14 oz Porcelain Mug
三．1. 2. 3. 4. 5.
四．
1. 2. 3. 4. 5.
五． 1. 2. 3. 4. 5.
六． 1. 2. 3. 4.
5. 6. 七． 1. 2. 3. 4.