（一）
A: Stone Corp. Hi, Mary speaking. 隐四通公司, 您好，我是Mary。
B: Hello, I’d like to speak to Mr. Hunter, please. 你好，我想找Hunter先生。
A: May I ask who is calling, please? 请问您是哪位？
B: My name is Herbert Wood of IBM Computer Company. 我是IBM电脑公司的Herbert Wood.
A: Thank you, Mr. Wood. One moment, please… (into PBX) Mr. Hunter, Mr. Wood of IBM Computer Company is on the line. 谢谢，Wood先生，请稍等。（打内线电话）Hunter先生，IBM电脑公司的Wood先生找您。
C: Can you find out what he wants? 你可以问他有什么事吗？
A: Yes, Mr. Hunter. (to caller) I’m sorry to have kept you waiting, Mr. Wood. Mr. Hunter is rather busy right now and would like to know what you wish to speak to him about.
　好的，Hunter先生。（对来电者说）对不起Wood先生，让您久等了。Hunter先生现在非常忙，他想知道你有什么事对他说。
B: Yes, I want to buy some computer software and talk about developing some other software. I don’t know whether he is interested in that or not? 是的，我想买一些计算机软件，另外再谈一

Bal.----------------------Balance 差额
c/- (or c/s)---------------cases 箱
bar. or brl.--------------barrel 桶; 琵琶桶
ca.; c/s; cs.--------------case or cases 箱
B.B. clause---------------Both to blame collision clause 船舶互撞条款
C.A.D.; C/D----------------cash against documents 付款交单
B/C-----------------------Bills for collection 托收单据
B.C.----------------------before Christ 公元前
C.A.F.---------------------Cost，Assurance, Freight
b.d.----------------------brought down 转下
C.I.F---------------------------(=C.I.F.) 成本加保费. 运费价
B.D.----------------------Bank draft 银行汇票
canc.----------------------cancel, cancelled，cancellation取消 ; 注销
Bill----------------------Discounted 贴现***
canclg.--------------------cancelling 取消 ; 注销
b.d.i.--------------------both dates inclusive 包括首尾两日
cat.-----------------------catalogue 商品目录
C/B------------------------clean bill 光票
b.e. ; B/E ; B. EX.-------Bill of Exchange 汇票
C.B.D.-------------------

1、Performance (n.) 人业绩、表现
His performance this month has been less than satisfactory.
他这个月的业绩不是很令人满意。

2、Performance Evaluation 定期的员工个人评定
The performance evaluation test is a way of seeing how efficient a worker's performance is.
定期的员工个人评定是一种考察员工的工作有多高效的手段。

3、Challenge (v.) 在外企的英文中它不当“挑战”讲而是“谴责、批评、指责”
His poor performance gave rise to the challenge from his boss.
他差劲的表现遭到了老板的批评。

4、Presentation (n.) 做介绍（一般指打投影仪的那种汇报）
His presentation on the Earth Summit proves that we really need to pay more attention to the global environment.
他在地球峰会上的报告证实了我们的确要更加关注全球的环境。

5、Quota (n.) 员工的（一年或半年的）任务量
Have you reached your predicted quota for this quarter?
你达到了本季度预期的任务量了吗？

6、Solid (n.) 可靠的、稳妥的
Their partnership is solid as a rock.
他们的伙伴关系像岩石一样坚不可摧。

7、Complicated (adj.) 复杂的
English grammar is

经典商务英语电话报价对话　
　　(1)
　　A: We can offer you this in different levels of quality.
　　B: Is there much of a difference in price ?
　　A: Yes ,the economy model is about 30% less.
　　B: We‘ll take that one .
　　A:这产品我们有三种不同等级的品质。
　　B:价钱也有很大的分别吧？
　　A:是的，经济型的大约便宜30%。
　　B:我们就买那种。 　　
　　(2) 　　
　　A: Is this going to satisfy your requirements ?
　　B: Actually , it is more than we need .
　　A: We can give you a little cheaper model .
　　B: Let me see the specifications for that .
　　A:这种的合你的要求吗？
　　B:事实上，已超出我们所需要的。
　　A:我们可以提供你便宜一点的型式。
　　B:让我看看它的规格说明书吧。 　　
　　(3)　　
　　A: You‘re asking too much for this part .
　　B: we have some cheaper ones .
　　A: What is the price difference ?
　　B: The basic model will cost about 10% less .
　　A:这零件你们要价太高了。
　　B:我们有便宜一点

*域名隐藏* me. Are you Susan Davis from Western Electronics？ 对不起，你是来自西方电子公司的苏姗?戴卫斯吗？
*域名隐藏* , I am. And you must be Mr. Takeshita. 是的，我就是，你一定是竹下先生吧。
*域名隐藏* me. Are you Ralph Meyers from National Fixtures？ 对不起，请问你是从***装置公司来的雷夫?梅耶史先生吗？
4.I"m Dennis. I am here to meet you today. 我是丹尼斯，今天我到这里来接你。
5.I"m Donald. We met the last time you visited Taiwan. 我是唐纳德，上次你来台湾时我们见过面。
6.I"m Edwin. I"ll show you to your hotel. 我是爱德温，我带你去旅馆。
*域名隐藏* was your flight? Was it comfortable? 你坐的班机怎么样？还舒服吗？
*域名隐藏* was quite good. But it was awfully long. 班机很好，就是时间太长了。
*域名隐藏* you have a good flight？ 你旅途愉快吗？
*域名隐藏* really, I"m afraid. We were delayed taking off, and we encountered a lot of bad weather. 不太好，我们起飞延误了，还遭遇了恶劣的气候。
*域名隐藏* was your flight？ 你的航班怎样？
*域名隐藏* you get any sleep on the plane？ 你在飞机上睡觉了吗？
*域名隐藏*

1 I’ve come to make sure that your stay in Beijing is a pleasant one.
我特地为你们安排使你们在北京的逗留愉快。
2 You’re going out of your way for us, I believe.
我相信这是对我们的特殊照顾了。
3 It’s just the matter of the schedule,that is,if it is convenient for you right now.
如果你们感到方便的话，我想现在讨论一下日程安排的问题。
4 I think we can draw up a tentative plan now.
我认为现在可以先草拟一具临时方案。
5 If he wants to make any changes,minor alternations can be made then.
如果他有什么意见的话，我们还可以对计划稍加修改。
6 Is there any way of ensuring we’ll have enough time for our talks?
我们是否能***有充足的时间来谈判？
7 So our evenings will be quite full then?
那么我们的活动在晚上也安排满了吗？
8 We’ll leave some evenings free,that is,if it is all right with you.
如果你们愿意的话，我们想留几个晚上供你们自由支配。
9 We’d have to compare notes on what we’ve discussed during the day.
我们想用点时间来研究讨论一下白天谈判的情况。
10 That’ll put us both in the picture.
这样双

1. We think your offer is too high, which is difficult for us to accept.

我们认为你方的报价太高了，我方难以接受。

2. Our offer is reasonable and realistic. It comes in line with the prevailing market.

我方的报价是合理的、现实的，符合当前市场的价格水平。

3. If you insist on your price and refuse to make any concession, there will be not much point in further discussion.

如果你方坚持自己的价格，不作让步，我们没有必要再谈下去了。

4. Let's have your counteroffer.

请还个价。

5. We make a counter-offer to you of $150 per metric ton F.O.B. London.

我们还价为每公吨伦敦离岸价150美元。

6. Your counteroffer is too low and we can't accept it.

你方还价太低了，我方无法接受。

7. It's absolutely out of the question for us to reduce our price to your level.

我们不可能将价格降到你方所要求的那样低。

8. We can't accept your offer unless the price is reduced by 5%.

除非你们减价5%，否则我们无法接受报盘。

9.

回复客户还价常用文句

1、Since the prices of the raw materials have been raised, I'm afraid that we have to adjust the prices of our products accordingly.
由于原材料价格上涨，我们不得不对产品的价格做相应的调整。

2、The U.S. Dollar is weakening. 美圆疲软。

3、We’ve sold to other customers in USA also at this price.
我们卖给美国其他客人也是这个价格。

4、The price is reasonable because the quality is superior.
这价格是合情合理的，因为质量极好。

5、I'll cut the price down, if you are going to make a big *域名隐藏* you please tell me your order quantity?
如果您打算大量购买，我就把价格降下来。您能否告诉我你的订单数量？

6、Our offer is reasonable and realistic. It comes in line with the prevailing market.
我方的报价是合理的、现实的，符合当前市场的价格水平。

7、Your counteroffer is too low and we can’t accept it. 你方还价太低了，我方无法接受。

8、I’ll respond to your counter-offer by reducing our price by three dollars.
我同意你们的还价，减价3元。

9、What's your general

***章：报价单的主要形式：

一、电子形式报价单：
　　通过邮件或即时通讯在线聊天工具将报价单连同电子目录等一并发送给客户。
　　常用的即时通讯工具有：
　　腾讯QQ：http://www(dot)qq(dot)com
　　微软MSN：http://www(dot)msn(dot)com
　　SKYPE：http://www(dot)skype(dot)com
　　雅虎通Yahoo Messenger：http:// *域名隐藏* (dot)com
　　Google-talk：http://www(dot)google(dot)com/talk

二、电传形式报价单：
　　通过传真方式将报价单打印后传真给客户，有的时候还需要双方的签字和盖章。
　　中国大陆地区传真区号：0086
　　中国台湾地区传真区号：0886
　　中国香港地区传真区号：0852
　　中国澳门地区传真区号：0853

三、邮寄件形式报价单：
　　通过快递公司将报价单连同彩色印刷产品目录或产品目录光盘等一并邮寄给客户。
　　常见的全球性快递公司有：
　　中外运敦豪（DHL）：http://www(dot) *域名隐藏* (dot)com
　　美国联邦快递（Fedex）：http://www(dot)fedex(dot)com/cn
　　美国联合包裹（UPS）：http://www(dot)ups(dot)com/asia/cn/ *域名隐藏*
　　荷兰天地快递（TNT）：http://www(dot)tnt(dot)com/country/zh_ *域名隐藏* 　 　
第二章：报价单的主要内容

一、报价单的头部（H

Accent Speaker Technology Ltd. alonbyacarian@cs(dot)com
Acoustic Dreams brucef@acousticdreams(dot)net
Zalmen Reiss & Assoc. golo@zreiss(dot)com
Whistler International Sales intldistrb@earthlink(dot)net
Wealhand Enterprise Co., Ltd. matthew@thetw(dot)com
WI-FI Alliance jfeltes@ *域名隐藏*
WiQuest Communications, Inc. info@wiquest(dot)com
Xing Xing Electronic Co. Ltd. xx@ *域名隐藏* (dot)cn
Xiangyang (USA), Inc. mayelaxyui@yahoo(dot)com
UNIREX Corporation bijan@unirex(dot)net
Valor Auto Companion/Valor DVD Sales@valordvd(dot)com
VIPColor Technologies info@vipcolor(dot)com
Xanboo Inc. bdiamond@xanboo(dot)com
TravRoute annis@alk(dot)com
United Pioneer International Inc. upusa99@yahoo(dot)com
Universal GIS Soft, Inc. sonny@universalgis(dot)com
Vision Objects *域名隐藏* eau@visionobjects(dot)com
The Clip SCOTT@ *域名隐藏*
Siangsiu Industrial Corp. matthew@thetw(dot)com
Singnality System Engineering Co., Ltd.

Belkin Corporation kimberlied@belkin(dot)com
AutoCinema kushmider@autocinema(dot)com
ALi Microelectronics Corp. USA jeny_ginsberg@aliusa(dot)com
Amphony Corp. jkurrat@amphony(dot)com
Aquarry Technology, Inc matthew@thetw(dot)com
Aspen Marketing lglick@aspenms(dot)com
Amoi Electronics Company Ltd. overseas@amoi(dot)com(dot)cn
Agenda Computing, Inc. jasonyeunge@agendacomputing(dot)com
Avodah Publishing - ETC. Magazines info@dvdetc(dot)com
Aspire Digital, LLC wendy@aspiredigital(dot)com
American Wireless ckemlo@brixcom(dot)com
Adire Audio info@adireaudio(dot)com
ASP, Inc. terry@asp-net(dot)com
Adxlink, Inc. *域名隐藏* @emink(dot)com
Bangkok Interfurn Co. Ltd. info@twowayintertrade(dot)com
Benji-26 Inc./ Emerson Mobile john@benji-26(dot)com
Avalon MultChannel Systems sales@avalonacoustics(dot)com
Atma-Sphere Music Systems ralph@atma-sphere(dot)com
AM-Source International john@am-source(dot)com
Atlantic Inc. sales@atlantic-inc(dot)com
Audio

ALBATRON andrew@albatronusa(dot)com
BenQ America Corp. WilburLin@benq(dot)com
Analog Devices *域名隐藏* @analog(dot)com
Analysis Plus Inc. inquiry@analysisplusinc(dot)com
Audio Aero jpc@audioaero(dot)com
Audiotronic Tech Co. Ltd. audiotro@ *域名隐藏* (dot)net
Alera Technologies sales@aleratec(dot)com
APA Co-op apaonline@aol(dot)com
AVerMedia Technologies, Inc. grantw@aver(dot)com
AGFA Corporation *域名隐藏* @agfa(dot)com
American Canyon Ltd. acl@acl-telecom(dot)com
batteries(dot)com dale@battries(dot)com
Amkor Technology lrubi@amkor(dot)com
Autotek Corporation autotek@autotek(dot)net
Barclay Industries, Corp. barclayphones@aol(dot)com
Atek Electronics Inc. mnash@atek(dot)com
ATI Wireless lhenderson@atiwireless(dot)net
Alon by Acarian alonbyacarian@cs(dot)com
Brillian Corporation *域名隐藏* @brilliancorp(dot)com
Benwin press@benwin(dot)com
Belkin Components tawneeo@belkin(dot)com
ARCAM (Audiophile Systems) tonyg@aslgroup(dot)com

Company Name Email
Atlantic Technology International Corp. sales@atlantictechnology(dot)com
Ameriwest Industries nancy@ameriwestindustries(dot)com
Audio Showcase mcapone@cablewholesale(dot)com
Blue Knot - UJC blueknot@ *域名隐藏*
Apollo Hi-Fi Furniture Ltd. sales@ *域名隐藏*
Beltronics drich@beltronics(dot)com
Avery Dennison *域名隐藏* @averydennison(dot)com
Bounty Hunter jscarlett@frsttx(dot)com
BeAtHome(dot)com cinman@beathome(dot)com
ADS TECH alfred@adstech(dot)com
Ayre Acoustics, Inc. info@ayre(dot)com
Advanced Electronics Energy Ltd. jojocheung@aeenergy(dot) *域名隐藏*
Advent Multimedia, A Division of Recoton ldavi@recoton(dot)com
American Products Co. briant@apc(dot)net
Audes/QS & D sales@audesusa(dot)com
ActionTec Electronics, Inc. mferguson@actiontec(dot)com
AUVI Technologies sales@auviusa(dot)com
American Recorder Technologies Inc. sales@americanrecorder(dot)com
Anthony Gallo Acoustics mena@roundsound(dot)com
AlephTec

欧盟是我国对外贸易的重要贸易伙伴，和欧洲客户打交道，我们应该注意什么？应该如何向欧洲客户报价？
应该如何向欧洲客户报价？
为什么产品差不多的企业，有的能接到订单，有的就没有，这当中有什么贸易技巧


1.我们中国人一般来说重于感情，但是欧洲人一般来说他生意跟感情是两码事，是分开的，也就是说我们在整个经营过程当中有一个很一致性的考虑，就是说我们生意跟他做得越好、友情越深厚，我们讨价还价越容易，这是华人的一般想法，欧洲人来说生意是归生意、友情另外归友情。

国人对付人的感情的想法跟欧洲人做生意的感情想法有很大的差异，国人来说如果信得过什么过程都不要有了，口头就说一下行了，大家信到这样的程度，欧洲人来说***不会这样的，口头归口头的，文字上的准备事很充足的，每一单的交易过程文字的记录、整个条款他们都非常的清楚

2.如果是欧洲人是卖家，他会价格提升，然后让你接受，这是一般进口欧洲经常会遇到的问题．当然另外一个方面反过来作为中国的卖家来说，欧洲是买家的话那这里面又有一个很特殊的中西方不同文化的结果，西方人讲究衡量你整个的背景，对这个产品的控制能力，还有你的发货的能力在什么位置，华人比喻西方人做生意很罗嗦的，他罗嗦在什么地

Euro-China Vermittlungsburo


Company: Euro-China Vermittlungsburo 邮 编:
Address: Reumontstrasse 5(China-Haus Der Stadt Aachen),52064 Achen Germany Phone: 49-241-602155\6052156
Manager: Fax: 49-241-6052157
Contact : 网 址: http://www(dot) *域名隐藏*
电 子邮 箱:

产品： Industry Sub-Industry Products Details 福步整理发布
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