当客户对你说

yes-man

你认为TA在说

应声虫

好的，先生

当客户向你介绍

big potato

你认为TA在说

大老板

大土豆

当客户对你说

that’s the white elephant

你认为TA在说

贵且没用

白色大象

这些都是外贸谈判中容易被误解的用词，类似这种例子还有很多。

今天我们整理了一些外贸英语常见词汇，以及实际应用场景，希望对各位外贸人有所帮助。

01【关于合同】

·执行合同---execute/carry out/fulfill a contract

·使合同生效---bring a contract into effect

·违背/撤销和约---break/cancel a contract

·再订一个合同---repeat the contract

·根据平等互利的原则---on the basis of equality and mutual benefits

·遵守通行的国际惯例---follow/observe the general international practices

·询问有关条款---inquire about terms

·使某人接受条款---bring somebody to terms

·更不用谈什么利润了（亏大了）---not to speak of profit（We lose by…）

·违背常见商务惯例---go against the usual commercial practice

·取消合同---to cancel the contract

·合同号---contract number

·定个时间---fix the time

·提出索赔---to lodge/make/raise/issue/file/register/put in/bring up a claim

·满足你方需求---to meet your requirements

·和某人达成协议---come to terms with somebody

02【关于产品介绍】

·畅销---sell fast

·享有很高声誉---enjoy a high reputation

·拥有良好销路---command a good market/find a ready market/enjoy fast sales

·货物受欢迎---the goods are very popular with customers/have met with a warm reception

·高度评价---speak highly of

·必需品---essential articles

·样品和规格---sample and specification

·订购一空---be booked out

·脱销---be out of stock

·售完---be sold out

·试订---to place a trial order

·高质量理应有高价---Better quality deserves higher price.

·同类产品---products of the same range

·订货---place an order

·续订---repeat an order

·符合出口标准---be up to the standard of export

·年成交量---annual turnover

●供现货---supply from stock

·专营---specialize in

·经营某商品---be in the line of…product

03【关于生产包装】

·来料加工---processing with supplied materials

·进料加工---processing with imported materials

·来样加工---processing with supplied sample

·来件装配---assembling with supplied parts

·质量和最后一道工序---the quality and finish

·提高性能和可靠度---to improve efficiency and reliability

·包装指示---packing instructions

·出口包装---export packing

·内包装---inner packing

·外包装---outer packing

·中性包装---neutral packing

·适合海运的包装---seaworthy packing/packing suitable for sea voyage

04【关于市场环境】

·市场情况恶化---the market take a change for the worse

·采取新的外贸政策---take up/adopt new foreign trade policy

·执行开放政策---pursue an open-door policy

·供不应求---demand exceeds supply

·供过于求---supply exceeds demand

·旺季---high season

·商赞处---Commercial Counselor’s Office

·中国商检局---China Commodity of Inspection

·补偿贸易---compensation trade

05【关于报价】

·成本价---cost price

·市价---market price

·与市价不符---be out of line with the market level

·价格上升---（the price）go up/increase/rise/advance

·价格下降---（the price）come down/drop/fall/decline

·价格偏高---be on the high side

·不能再往下去了---cannot go any further

·减价6%---cut down/shade the price by 6%

·最低价---bottom price/rock bottom price

·最后出价---final bid

·这笔买卖真是赚了/赔了---It’s quite a bargain.

·从其它处得到的报价---to obtain quotation from other sources

·还盘---to make an counteroffer./counter bid

·实盘---firm offer

06【关于付款】

·分期付款---payment by installments

·外贷---foreign loans

·余额以优惠付款的方式在…年内付清---to have the rest in easy payments spread out in…years

·苛刻的付款条件---harsh payment terms

·签发信用证---to issue an L/C

·开信用证---to open an L/C

·出示单据议付---presentation of shipping documents and negotiation

·用即期信用证付款---payment by L/C available against draft at sight

07【关于运输】

·装船耽搁---delay in shipment

·按时装船---punctual shipment

·野蛮装卸---rough handling

·装船延期---to postpone the shipment

·加快装运---to expedite shipment

·发货---make the delivery

·装船单据---shipping documents

·即期装运---prompt shipment

·装箱单---packing list

·远洋运输---ocean transportation

·订舱---book the shipping space

·舱位订满---the shipping space has been booked up

·展期20天---to extend for 20 days

·允许分批装运和转船---partial shipment and transshipment allowed

·一切险---All Risks

·保险费---insurance premium

·运费---freight charge

·装运---to effect shipment

·超过船舷---pass over the rail

·在途中---during transit/en route/on the way

·短重---short weight

常见谈判话术

·当客户比价时，你可以说：I dare say that the price we offer compare favorably with any quotation you can obtain elsewhere.与你从其它任何地方获得的报价相比，我敢说我们的报价是最合理的。

·当你要和客户传达“不提升品质，单纯靠降价是没有用的”时，可以说：It is of no avail to reduce the price only without quality improvement.

·当你的专业建议被客户采纳时，他可能会说：You can say that again!意思是Great/Wonderful！表示认同夸奖，而不是把话再重复一遍。

·当客人下了一个500美金的试单，按照常规收30%定金，剩下70%见提单复印件，会比较麻烦，而且两笔款项的银行费用也很贵，可以回邮件：Could you help to pay in one lump sum（一次性付款）for this trial order?Thanks.请问此次订单您可以一次性付款吗？谢谢。

·当你在跟客人解释，因为原材料库存不多，需要把交期延长到40天后的时候，就可以说：Due to the low stock（库存不多）of raw material,we have to postpone the delivery date to 40 days later.