春季广交会快要到了！展会中，大批客户到访，如何避免与客户尬聊？在经历了中美贸易摩擦、人民币汇率影响、原材料价格上涨等等因素之后，外贸企业如何在展会中寻求商机？
产品是“硬条款”，个人表现则是“软实力”。
常用词
证 badge
护照 passport
注册，报到 register
采购代表 purchasing agent
邀请函 invitation
身份证 ID card
驾照 driving license
办证 make the badge
补办证 re-apply a new IC card（re-application）
个人有效证件 personal document
电子请帖 E-invitation
重要通知单 Important Notice
名片 Business card / name card
行李寄放处 Luggage office
穿梭巴士 Shuttle bus
柜台 Counter
一、见面问好
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.
3. It’s a great honor to meet you./I have been looking forward to meeting you. u.
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?
二、展会寒暄用语
1. Let me introduce you to Mr. Li, general manager of our company.
让我介绍你认识，这是我们的总经理，李先生。
2. It’s an honor to meet.
很荣幸认识你。
3. Nice to meet you . I’ve heard a lot about you.
很高兴认识你，久仰大名。
4. How do I pronounce your name?
你的名字怎么读？
5. How do I address you?
如何称呼您？
6. It’s going to be the pride of our company.
这将是本公司的荣幸。
7. What line of business are you in?
你做那一行？
8. Keep in touch.
保持联系。
9. Thank you for coming.
谢谢你的光临。
10. Don’t mention it.
别客气
11. Excuse me for interrupting you.
请原谅我打扰你。
12. I’m sorry to disturb you.
不起打扰你一下。
13. Excuse me a moment.
对不起，失陪一下。
14. Excuse me. I’ll be right back.
对不起，我马上回来。
三、展会常用谈判句
1. What about the price?
对价格有何看法？
2. What do you think of the payment terms
对支付条件有何看法？
3. How do you feel like the quality of our products?
你觉得我们产品的质量怎么样？
4. What about having a look at sample first?
先看一看产品吧？
5. What about placing a trial order?
何不先试订货？
6. 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?
我们的产品质量与其他生产商一样的好，而我们的价格却不象他们的那样高。哎，你对哪个产品感兴趣？
7. You can rest assured.
你可以放心。
8. We are always improving our design and patterns to confirm to the world market.
我们一直在提高我们产品的设计水平，以满足世界市场的要求。
9. This new product is to the taste of European market.
这种新产品欧洲很受欢迎。
10. I think it will also find a good market in your market.
我认为它会在你国市场上畅销。
11. Fine quality as well as low price will help push the sales of your products.
优良的质量和较低的价格有助于推产品
12. While we appreciate your cooperation, we regret to say that we can’t reduce our price any further.
虽然我们感谢贵方的合作，但是很抱慊，我们不能再减价了。
13. Reliability is our strong point.
可靠性正是我们产品的优点。
14. We are satisfied with the quality of your samples, so the business depends entirely on your price.
我们对样品的质量很满意，因此交易的成败就取决于你们的价格了。
15. To a certain extent，our price depends on how large your order is.
在某种程度上，我们的价格就得看你们的定单有多大。
16. This product is now in great demand and we have on hand many enquiries from other countries.
这种产品现在需求量很大，我们手头上来自其他国家的很多询盘。
17. Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer?
谢谢你询价。为了便于我方提出报价，能否请你谈谈你方需求数量？
18. Here are our FOB price. All the prices in the lists are subject to our final confirmation.
这是我们的FOB价格单。单上所有价格以我方最后确认为准。
19. In general, our prices are given on a FOB basis.
通常我们的报价都是FOB价
四、机场接客
1. Excuse me; are you Mr. Wilson from the International Trading Corporation?
2. How do I address you?
3. My 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?
五、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.
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'm sorry. I can’t recall your name. / Could you tell me how to pronounce your name again?
13. I'm sorry. I have forgotten how to pronounce your name.
六、小聊片刻
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.
七、确认话意
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.
八、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.
九、告别用语
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!
十、约会客户
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 same 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.
十一、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
1. This is a copy of catalog. It will give a good idea of the products we handle.
2. Won’t you have a look at the catalogue and see what interest you?
3. That is just under our line of business.
4. What about having a look at sample first?
5. We have a video which shows the construction and operation of our latest products.
6. The product will find a ready market there.
7. Our product is really competitive in the world market.
8. Our products have been sold in a number of areas abroad. They are very popular with the users there.
9. We are sure our products will go down well in your market, too.
10. It’s our principle in business “to honor the contract and keep our promise”.
11. Convenience-store chains are doing well.
12. We can have anther tale if anything interests you.
13. We are always improving our design and patterns to confirm to the world market
14. Could you provide some technical data? We’d like to know more about your products.
15. This product has many advantages compared to other competing products.
16. There are certainly being problems in the sale work at the first stage. But suppose you order a small quantity for a trail.
17. I wish you a success in your business transaction.
18. You will surely find something interesting.
19. Here you are. Which item do you think might find a ready market at your end?
20. Our product is the best seller.
21. This is our newly developed product. Would you like to see it?
22. This is our latest model. It had a great success at the last exhibition in Paris.
23. I’m sure there is some room for negotiation.
24. Here are the most favorite products on display. Most of them are local and national prize products.
25. The best feature of this product is that it is very light in weight.
26. We have a wide selection of colors and designs.
27. Have a look at this new product. It operates at touch of a button. It is very flexible.
28. This product is patented.
29. The functioning of this software has been greatly improved.
30. This design has got a real China flavor.
31. The objective of my presentation is for you to see the product’s function.
32. The product has just come out, so we don’t know the outcome yet.
33. It has only been on the market for a few months, bust it is already very popular.
邀约的邀请函怎么写？
发送对象：与自己成交过订单的，还包括之前曾经与你联系过、询问过相关产品的意向客户。
1. 不要千篇一律
有些工作人员会上网找一些范文，全篇照抄，然后只改动一下名字和展会的地址，就完成了任务，其实这样会显得没有诚意。客户不仅仅是只跟一家公司做生意，邀请函可不止收到一封，类似的范文他可能已经见过几百遍了，这样的邀请函实在缺乏专业度和诚意度。如果能针对客户写一些诚意十足的文字，在文中对客户致以问候，尤其是能在文中提一下跟该客户上次的谈话细节，更能加深对方的印象，这样才是一份好的邀请函。
2. 附上交通路线
在邀请函中附上交通路线。尽管客户可能已经参观过很多次这样的展览了，他对展馆的地理位置十分的熟悉，但是如果参展商能在邀请函中附上交通路线，则会显得亲切细心。比如像琶洲展馆，一到广交会，周围的交通就十分拥堵，如果客户是开车来的话，可能会在路上耽搁不少的时间。若参展商在信函中告知客户“为了防止出现塞车，耽搁您的时间，建议您可将车停在酒店，选择地铁前往，在琶洲或者新港东站下车即可”，同时附上地铁线路图，这样的邀请函相信能给客户留下很好的印象。
3. 邀请时间有讲究
参展商在某个地区可能有不止一个代理商，那么在邀请这些客户来参观展览的时候，邀请时间就有讲究了，应该尽量将他们的参观时段错开。因为同一个地区的代理商，可能就是直接的竞争对手，为了避免引起尴尬，最好是一个安排在上午会面，另外一个安排在下午。
4. 附上展馆平面图
邀请函里附上展馆平面图，可以让客户更容易地找到展位。主办方会提供展馆平面图，上主办方的官网下载电子版，自己打印或者拿到纸质的图样进行复印，再附在邀请函里。
5. 告之天气情况
参观展览的客户来自全世界各地，他们并不熟悉展览所在地的情况。比如说广交会，广州的天气连第一次来的北方人都觉得不习惯，参展商如果能在邀请函里将未来几天详细的天气情况告诉客户，并附上生活上该注意的细节，则显得细心体贴。
附上几封可作参考的邀请函：
模板1：
Dear XXX,
How are you?
This is XXX from XXX company, specializing in manufacture and sale XXX products, such as : Product A , Product B, Product C, Product D, Product E and so on .
Now I am writing for inviting you to have a look at our exhibition stand in Guangzhou, China --The 122th China Import and Export Fair (Canton Fair). Our booth No. is XXX.
We will show a great variety of our products here, suitable for worldwide well-known bands. We believe there will be some items attracting you. Meanwhile, I think it will be a good opportunity to communicate with you face to face.
If you couldn’t attend this exhibition, welcome to visit our website: www.abcd.com for more details.
We sincerely hope to see you at canton fair and look forward to hearing from you soon.
Yours sincerely,
XXX
模板2：
Dear XXX,
We hereby sincerely invite you to visit our booth at 展馆 from 时间 as the 展会 is coming.
Our company is a professional 产品. We specialize in designing and manufacturing 产品. We constanly upDate models and develop new products. Providing everycustomer superior quality products at competitive price .
It would be a great pleasure to meet you at the exhibition.We expect to establish long-term business relations with your company in future.
Exhibition Center : 展馆地址
Booth Number : 展位号
Date : 时间
Yours sincerely,
XXX
模版3：
Dear XXX,
This is Lily from HCR, manufacturer of peephole door viewers. HCR has provided super durable and latest design of door viewers with competitive price for over 10 years.
We hereby sincerely invite you and your company representatives to visit our booth at Shenzhen Convention and Exhibition Centre during CPSE. Information below is for your reference.
China Public Security Expo (CPSE)
Date: October 29th, 2017- November 1st,2017
Venue: Shenzhen Convention and Exhibition Center
Our Booth No: E001
( If you wanna know more details about HCR products, the exhibition, or simply need guidance to the location during CPSE, just call me ! )
Have a nice day !
XXX
模版4：
Dear XXX,
It's good to hear about your visit to Shenzhen. I will bring the samples to your hotel on the designated date.
You mentioned that you can't visit our factory in Dongguan due to the far distance. But if it suits your schedule, I'd like to invite you to visit our booth at Shenzhen Convention and Exhibition Centre during CPSE, currently one of the biggest exhibitions in the world in Security industry.
Information below is for your reference.
China Public Security Expo (CPSE)
Date: October 29th, 2017- November 1st,2017
Venue: Shenzhen Convention and Exhibition Center
Our Booth No: E001
( If you wanna know more details about the exhibition, or simply need guidance to the location during CPSE, just call me ! )
Have a nice day !
注意两个小细节：
1. 展会的时间地点以及公司的展位信息建议单独罗列出来，让客户一眼就能看到。
2. 邮件里一定留下自己的手机号码并告诉他有任何问题都能找你，原因自己想。
,
