1. To Establish Business Relations建立業務關係 ...................................................................................................2

2. Asking for Materials 索取樣品 ...........................................................................................................7

3. Starting to Inquiry Formally正式詢價 .........................................................................................................12

4. Responding to Clients' Inquiry回應客戶報價 .................................................................................................17

5. NotSatisfiedwiththePrice對價格不滿意 .................................................................................................22

6. AcceptingthePriceandPlacinganOrder接受價格，下訂單 .........................................................................................27

7. Talking About Delivery Types 討論交貨方式 .................................................................................................32

8. TalkingAboutPaymentMethod討論付款方式 .................................................................................................36

9. OpeningaLetterofCredit開立信用狀 .....................................................................................................40

Daily BusinessChapter 1

日常業務

目錄

10.AboutthePackageDetails包裝問題 .........................................................................................................44

11.StartingPackingtoDeliverGoods裝船運送 .........................................................................................................49

12.AbouttheInsurance談論保險 .........................................................................................................52

13.DoingCommodityInspection商品檢驗 .........................................................................................................57

14. Claiming for Indemnity要求索賠 .........................................................................................................61

15. Trade Complaint on Quality投訴貿易品質 .................................................................................................66

16. Trade Complaint on Time貿易時程的投訴 .............................................................................................70

17. Arbitrating仲裁事宜 .........................................................................................................74

18.ContactingClientsbyCalling電話聯繫客戶 .................................................................................................80

19.WelcomingClientsattheAirport到機場迎接客戶 .............................................................................................84

20. Arriving at the Hotel入住旅館 .........................................................................................................88

21. Having an Arrangement安排行程 .........................................................................................................92

Receiving Clients

接待客戶

Chapter 2

26. Inviting Clients to Dinner邀請客戶用餐 ...............................................................................................114

27. Entertaining Clients on the Dinner招待客戶 .......................................................................................................118

28.ReceivingClientsintheCompany在公司內接待客戶 .......................................................................................123

29.AffirmingtheAppointment確定預約 .......................................................................................................127

30. Delaying the Appointment延遲預約 .......................................................................................................131

31.CancellingtheAppointment取消預約 .......................................................................................................134

32. Business Visit商務拜訪 .......................................................................................................138

33.AttendingtheOpeningCeremony出席開幕典禮礼 ...........................................................................................142

Business Activities

商務活動

22.LeadingClientsVisittheCompany帶客戶參觀公司 .............................................................................................96

23.LeadingClientstotheFactory帶客戶參觀工廠 ...........................................................................................100

24.ShowingClientsAround陪同客戶觀光 ...............................................................................................104

25.SeeingClientsOff送別客戶 .......................................................................................................108

Chapter 3

38.NewProductsRelease新產品發佈 ...................................................................................................166

39.DoingMarketResearch市場調查 .......................................................................................................171

40. Making Sales Strategy制訂行銷策略 ...............................................................................................175

41.PromotingtheNewProducts推銷新產品 ...................................................................................................180

42.PublicRelationsCrisis公關危機 .......................................................................................................185

Marketing and Investigation

市場調查

34.PreparingfortheMeeting開會前的準備 ...............................................................................................146

35. Making an Agenda制定議程 .......................................................................................................150

36.MakingtheMeetingFollowingtheAgenda按照議程開會 ...............................................................................................155

37. Summarizing After the Meeting會議總結 .......................................................................................................160

Business Conference

商務會議

Chapter 4

Chapter 5

43.InvitingClientstotheTradeShow邀請客戶參加展售會 ...................................................................................190

44. Applying for the Booth申請展位 .......................................................................................................194

45. Arranging the Booth Carefully精心佈置展位 ...............................................................................................198

46. Exhibition Registration展售會的註冊 ...............................................................................................203

47.ApplyingforServices申請服務 .......................................................................................................207

48.ReceivingClientsontheShow在展售會上接待客戶 ...................................................................................211

49.ShowingClientstheSamples為客戶展示樣品 ...........................................................................................215

50.EndingtheShow展售會結束 ...................................................................................................219

51.ConnectingAftertheShow展售會後的聯繫 ...........................................................................................223

Trade Fair

產品展銷會

Chapter 6

52. About the Sales Agency有關代理的事項 ...........................................................................................228

53. About Processing and Assembling加工裝配 .......................................................................................................233

54. About Compensation Trade補償貿易 .......................................................................................................237

55. About Joint Venture合資問題 .......................................................................................................241

56. About Technical Patent技術專利的問題 ...........................................................................................245

57. About Calling for Bids and Bidding招標和投標 ...................................................................................................249

58. About Mergers and Acquisitions合併收購的問題 ...........................................................................................253

59. About Contract Term合約條款 .......................................................................................................257

60. Contract Review審核合約 .......................................................................................................261

61. Signing the Contract簽訂合約 .......................................................................................................265

62. Terminating the Contract解除合約 .......................................................................................................269

63. Expiration of the Contract合約到期 .......................................................................................................273

附錄

相關貿易術語 ...............................................................................................276

Negotiations

商務談判

Chapter 7

Chapter1

Daily Business日常業務

職場必備！這樣說訂單馬上來

輕鬆說英語

建立業務關係是做外貿的第一步，只有對未來夥伴的業務

感興趣並且對其進行較深入的瞭解之後，才能確保進行深入的合

作。雙方必須建立良好的業務關係，才能保障有效地實現雙贏的

局面。建立業務關係的途徑有很多，比如參加展覽會、網路 B2B

平臺、業務夥伴介紹等等。那麼，如何建立良好的業務關係呢？

接下來我們就來一探究竟吧。

1. To Establish Business Relations建立業務關係

初次見面、互相問候

Good morning, I'm John, the manager of a textile company. This is my calling card.早安，我是約翰，一家紡織公司的經

理。這是我的名片。

Nice to meet you. I think we are in the same line.很高興認識您，我想我們是同行。

Hello! May I have your company name? 您好！我能知道貴公司的名稱嗎？

"calling card" 的意思是“名片＂、“名片＂的英語還有 "business card、name card" 等。

2

Daily Business日常業務 1

Chapter

如何獲取資訊

I know your company from our friend's recommendation, and I gladly see that you are in need of the items that we produce.我是透過朋友的介紹知道貴公司的，很高興獲悉貴公司需要我們

生產的產品。

I know your company through the Internet. I learned that you are specialized in textile, and that is what we require urgently.我從網路上得知貴公司的消息，並知道您們專門經營紡織產品，

而這正是我們所迫切需要的。

推薦自己的產品及介紹公司優勢

We are in the line for three decades. 我們在這個業界 30年了。

Our products are popular in many countries with lasting large demand.我們的產品在許多國家都很受歡迎，而且需求量很大。

I think that compared with those of the same kind in the world, our price is competitive.我認為與世界上其他國家的同類型產品

相比，我們的價格是很有競爭力的。

Our products are made of elegant materials and have various styles in order to meet many countries' requirements.我們的產品是採用上等原料製成的，有

不同樣式，能夠滿足許多國家的需求。

"in order to" 的 意思是“為了……＂

3

職場必備！這樣說訂單馬上來

輕鬆說英語

希望建立業務聯繫

We would like to build business relationships with you.我們想要與貴公司建立業務關係。

You are welcome to build business relations with us.很高興與您們建立業務關係。

It's our honor to make a deal with you.我們很榮幸與您做生意。

Your thought is the same as mine.我們的想法一致。

I'm here to see whether we have the possibility to cooperate with each other.我來這裡是想知道我們是否有可能合作。

職場就這樣說 - 情境模擬

John: Hello! May I have your name, please?

Mary: Hello! I'm Mary. Can you tell me what you do?

John: Our company is specialized in producing textiles for more than twenty years. And I have known your company through the Internet.

Mary: So? You mean you want to purchase from us?

John: Sorry, we just want to supply to you, as I found that you are in urgent need of the items of our products.

Mary: Oh, yes. Can you tell me what your advantage is?

"be specialized in" 的意思是 “專門從事……＂

4

Daily Business日常業務 1

Chapter

John: Yes. As I have told you, we are in the line ① for more than two decades, having much more experience, and our price is the most favorable one compared with ② those of the same kind in the world.

Mary: That sounds good.

John: So, you know, we would like to build business relationships with you.

Mary: As you say, we share the same idea.

John: Great! I hope we can make a great deal afterward.

Mary: So do I.

約翰：您好！我可以知道您的名字嗎？

瑪麗：您好！我是瑪麗。可以告訴我您是做什麼的嗎？

約翰：我們公司專門生產紡織產品，已經超過 20 年了。我是從網路上得知貴公司的訊息的。

瑪麗：所以？您的意思是想要購買我們的產品嗎？

約翰：不好意思，我們只是想要為貴公司提供我們的產品。因為我

發現貴公司正急需要我們公司生產的產品。

瑪麗：是的。能否告訴我貴公司的優勢是什麼嗎？

約翰：好的。正如我剛告訴您的，我們從事這一行已經超過 20年，有豐富的經驗。而且我們的價格與全世界其他同業的產品相比，是

最優惠的。

瑪麗：聽起來不錯。

約翰：您知道的，我們想要與貴公司建立業務關係。

瑪麗：如您說的，我也有同樣的想法。

約翰：太好了！希望未來我們可以完成大筆的交易。

瑪麗：希望如此。

① "in the line" 的意思是 “在這領域( 行業 )＂。② "compare with"的意思是“與……相比＂。

5

職場必備！這樣說訂單馬上來

輕鬆說英語

1. 建立業務關係之前，一定要確保自身利益與對方利益能否持平，合作

是否公平。

2. 留意對方的業務規模、企業形象與信譽。

3. 弄清楚彼此合作能否達到雙贏，是否有合作的需求。

1. recommendation [ˌrɛkəmɛn'deʃən]n. 推薦

2. demand [dɪ'mænd] n. 需求3. competitive [kəm'pɛtətɪv] adj.

競爭的

4. honor [ˈɑnər] n. 榮耀5. possibility [ˌpɑsə'bɪləti] n. 可能性6. advantage [əd'væntɪdʒ] n. 優勢7. afterword ['æftɚwɝd] adv. 以後

絕對用得到的超實用單字

商務上的小訣竅

6