导读：疫情后各种国际性展会越来越多！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.
邀请约的邀请函怎么写？
发送对象：与自己成交订单的，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，然后只关心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。客户不仅仅只是跟一家公司做生意，邀请函可不止一封，类似的范文他可能已经看过几遍了，这样的邀请函缺乏专业度和诚意度。如果能针对客户写一些诚意的文字，在文中对客户致以问候，尤其是可以在文中提一下跟客户上次谈话的细节，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。虽然客户可能已经看过很多次这样的展览了，他对展馆的断层十分熟悉，但是如果暂时商人能在邀请函中附上交通路线，那么立体视觉亲切细心。比如像机器人洲展馆，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，可能会在路上耽搁严重的时间。若暂停商在信函中告知客户“为了防止出现塞车” ，您耽搁您的时间，建议可将车停在酒店，选择前往地铁，在编程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顾客留下很好的印象的印象。
3.邀请时间有讲究
假设商在某个地区可能有多个合作伙伴，那么在邀请这些客户来参观展览的时候，邀请时间一定要注意了，应该尽量将他们的参观争取错开。因为同一个地区的合作伙伴，可能就是直接的竞争对手，为了避免引起尴尬，最好是上午会面一个安排，下午另外一个安排。
4.附上展览馆结构
邀请函里附上展览馆结构，可以让客户更容易地找到展览位置。主办方会提供展览馆空间，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自定义，再附在邀请函里。
5. 告之天气情况
参观展览的客户来自世界各地，他们并不熟悉展览驻地的情况。比如广交会，广州的连续第一次来的北方人都觉得不习惯，阻碍商天气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，则细致体贴。
附上几封可作参考的邀请函：
模板1：
亲爱的XXX，
你好吗？
我是XXX公司的XXX，专业生产和销售XXX产品，如：产品A、产品B、产品C、产品D、产品E等。
现在我写信邀请您参观我们在中国广州的展台——第122届中国进出口商品交易会（广交会）。我们的展位号是XXX。
我们将在这里展示各种各样的产品，适合全球知名乐队。我们相信一定会有一些商品吸引您。同时，我认为这将是一个与大家面对面交流的好机会。
如果您无法参加本次展会，欢迎访问我们的网站：www.abcd.com 了解更多详情。
我们真诚地希望在广交会上见到您，并期待很快收到您的回复。
此致，
XXX
模板2：
亲爱的XXX，
展会即将来临，我们诚挚地邀请您莅临我们位于时间展馆的展位。
我们公司是一家专业的产品。我们专注于设计和制造产品。我们不断更新型号并开发新产品。以有竞争力的价格为每一位客户提供优质的产品。
很高兴在展会上见到您。我们希望将来能与贵公司建立长期的业务关系。
展览中心 : 展馆地址
展位号 : 展位号
日期 : 时间
此致，
XXX
模版3：
亲爱的XXX，
我是来自窥视门观察器制造商 HCR 的莉莉。10 多年来，HCR 一直以具有竞争力的价格提供超耐用、最新设计的门镜。
我们诚挚地邀请您和您的公司代表在安博会期间参观我们位于深圳会展中心的展位。以下信息供您参考。
中国国际社会公共安全博览会（CPSE）
日期：2023年10月XX日-2023年11月X日
地点：深圳会展中心
我们的展位号：E001
（如果您想了解更多HCR产品、展会详情，或者只是需要安博会地点指导，请致电我！）
祝你今天过得愉快 ！
XXX
模版4：
亲爱的XXX，
很高兴听到你访问深圳。我会在指定日期将样品带到您的酒店。
您提到由于距离较远，您无法参观我们在东莞的工厂。但如果您的日程安排合适，我想邀请您在安博会期间参观我们在深圳会展中心的展位，安博会是目前世界上最大的安防行业展会之一。
以下信息供您参考。
中国国际社会公共安全博览会（CPSE）
日期：2023年10月XX日-2023年11月X日
地点：深圳会展中心
我们的展位号：E001
（如果您想了解更多展会详情，或者只是需要安博会期间地点指导，请致电我！）
祝你今天过得愉快 ！
注意两个小细节：
1.单独罗列出来查看展会的建议时间以及公司的展会位置信息，方便客户方便。
2.邮件里一定留下自己的手机号码，并告诉他有任何问题就去找你，原因是自己想。