外贸必知国外客人询价还价拒绝订单交货.docx

外贸必知国外客人询价还价拒绝订单交货.docx

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外贸必知国外客人询价还价拒绝订单交货

外贸必知:

国外客人询价还价拒绝订单交货

一.价格

客人询价

1.Willyoupleaseletushaveanideaofyourprice?

2.Arethepricesonthelistfirmoffers?

3.Howabouttheprice/Howmuchisthis?

我们报价

4.Thisisourpricelist.

6.Whatdoyouthinkofthepaymentterms?

7.HereareourFOBprices.Allthepricesinthelistsaresubjecttoourfinalconfirmation.

8.Ingeneral,ourpricesaregivenonaFOBbasis.

9.Weofferyouourbestprices,atwhichwehavedonealotbusinesswithothercustomers.

10.Willyoupleasetellusthespecifications,quantityandpackingyouwant,sothatwecanworkouttheofferASAP?

尽快（assoonaspossibie

11.Thisisthepricelist,butitservesasaguidelineonly.Isthereanythingyouareparticuiariyinterestedin?

客人还价

12.Isitpossibiethatyouiowerthepriceabit?

13.Doyouthinkyoucanpossibiycutdownyourpricesby10%?

14.Canyoubringyourpricedownabit?

Say$20perdozen.

15.It?

stoohigh;wehaveanotherofferforasimilaroneatmuchlowerprice.

16.Butdon?

tyouthinkit?

salittlehigh?

17.Yourpriceistoohighforustoaccept.

18.Itwouldbeverydifficultforustopushanysalesitatthisprice.

19.Ifyoucangoalittlelower,I?

dbeabletogiveyouanorderonthespot.

20.Itistoomuch.Canyoudiscountit?

拒绝还价

priceisveryreasonable.

23.Totellyouthetruth,wehavealreadyquotedourlowestprice.

24.Icanassureyouthatourpriceifthemostfavorable.Atrialwillconvinceyouofmywords.

25.Thepricehasbeencuttothelimit.

26.I?

msorry.Itisourrock-bottomprice.

27.Myofferwasbasedonreasonableprofit,notonwildspeculations我的报价以合理利润为依据，不是漫天要价

28.Whileweappreciateyourcooperation,weregrettosaythatwecan?

treduceourpriceanyfurther.

接受还价

29.Canweeachmakesomeconcession?

30.Inordertoconcludebusiness,wearepreparedtocutdownourpriceby5%.

31.Ifyourorderisbigenough,wemayreconsiderourprice.

32.Buyerwishtobuycheapandsellerswishtoselldear.Everyonehasaneyetohisownbenefit.

34.Consideringourgoodrelationshipandfuturebusiness,wegivea3%discount.

二.订单

客人询问最小单数量

35.What?

sminimumquantityofanorderofyourgoods?

询问订货数量

36.Howmanydoyouintendtoorder?

37.Wouldyougivemeanideahowmuchyouwishtoorderfromus?

38.Whencanweexpectyourconfirmationoftheorder?

39.Asourbacklogsareincreasing,pleasehastentheorder.

40.Thankyouforyourinquiry.Wouldyoutelluswhatquantityyourequiresothatwecanworkouttheoffer?

41.Weregretthatthegoodsyouinquireaboutarenotavailable.客人回答订单数量

42.Thesizeofourorderdependsgreatlyontheprices我们订单大小绝大部分原因是取决你们的价格

43.Well,ifyourorderislargeenough,wearereadytoreduceourpriceby2percent.

44.Ifyoureduceyourpriceby5,wearegoingtoorder1000sets.

45.Consideringthelong-standingbusinessrelationshipbetweenus,weacceptit.考虑到长期与贵公司合作

46.Thisisatrialorder;pleasesendus100setsonlysothatwemaytestthemarket.Ifsuccessful,wewillgiveyoulargeordersinthefuture试验性订购

47.Wehavedecidedtoplaceanorderforyourelectronicweighingscale下订单

48.I?

dliketoorder600sets.

49.Wecan'texecuteordersatyourlimits.

感谢下单

50.Generallyspeaking,wecansupplyformstock.

51」wanttotellyouhowmuchIappreciateyourorder.真是不甚感激啊

52.Thankyouforyourorderof100dozenoftheshirts.Weassureyouofapunctualexecutionofyourorder.

53.Thankyouverymuchforyourorder我们保证您的订单您准时执行三.交货

客人询问交货期

54.Whataboutourrequestfortheearlydeliveryofthegoods?

55.Whatistheearliesttimewhenyoucanmakedelivery?

56.Howlongdoesitusuallytakeyoutomakedelivery?

57.Whenwillyoudelivertheproductstous?

58.Whenwillthegoodsreachourport?

59.Whataboutthemethodofdelivery?

60.WillitpossibleforyoutoshipthegoodsbeforeearlyOctober?

答复交货期

61.Ithinkwecanmeetyourrequirement.

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77.I?

llfindoutwithourhomeoffice.We?

lldoourbesttoadvancethetimeofdelivery.

78.Thankyouverymuchforyourcooperation.

四.签单

签单前建议

1.Beforetheformalcontractisdrawnupwe?

dliketorestatethemainpointsoftheagreement.

2.Wecangetthecontractfinalizednow.

3.Couldyourepeatthetermswe?

vesettled?

4.Itisveryimportantforustoabidebycontractsandkeepgoodfaith.

5.Haveyouanyquestionsasregardstothecontract?

6.I?

dliketohearyourideasabouttheproblem.

7.Ithinkitisbettertohaveagoodunderstandingofallclausesbeforesigningacontract.

9.Doyouthinkthecontractcontainsbasicallyallwehaveagreedon

duringnegotiations?

10.Everythinghasbeenarrangedwell.Ihopethesigningofthecontractwillgosmoothly.

11.Thesearetwooriginalsofthecontractweprepared.

询问签单

12.Whenshallwesignthecontract?

13.Mr.Brown,doyouthinkitistimetosignthecontract?

14.Shallwegoovertheothertermsandconditionsofthecontracttoseeifweagreeonalltheparticulars?

15.Shallwesignthecontractnow?

16.Justsignthereonthebottom.

17.Thecontractisready,wouldyoumindreadingitthrough?

18.Wehavereachedanagreementonalltheclausesdiscussedsofar.Itistimetosingthecontract.

签单xx

20.Let?

scongratulateourselvesforthesuccessfulcontract.

客人询问付款方式

1.Shallwediscussthetermsofpayment?

2.Whatisyourregularpracticeabouttermsofpayment?

3.Whatareyourtermsofpayment?

4.Howarewegoingtoarrangepayment?

回复询问付款方式

5.We?

dlikeyoutopayusbyL/

C.

6.WealwaysrequireL/CforourexportsandwepaybyL/Cforourimportsaswell.

7.Weinsistonfullpayment.

8.Weaskfora30percentdownpayment.

9.Weexpectpaymentinadvanceonfirstorders.客人建议付款方式

10.WehopeyouwillacceptD/Ppaymentsterms.

11.Inviewofthisorderofsmallquantity,weproposepaymentbyD/Pwithcollectionthroughabandsoastosimplifythepaymentprocedure.

礼貌拒绝客人

13.?

msorry.Wecan?

tacceptD/PorD/

A.WeinsistonpaymentbyL/

C.

14.I?

mafraidwemustinsistonourusualpaymentterms.

15.“Paymentbyinstallments”isnottheusualpracticeinworldtrade.

16.Itisdifficultforustoacceptyoursuggestion

接受客人付款方式

17.Inviewofourlongfriendlyrelationsandtheeffortsyouhavemadeinpushingthesales,weagreetochangethetermsofpaymentfromL/CatsighttoD/Patsight;however,thisshouldnotbetakenasaprecedent.

18.havenoalternativebuttoacceptyourtermsofpayment.

信用证要求及货币

19.WhenshouldweopentheL/C?

20.YourL/Cmustreachus30daysbeforethedateofdeliverysoastoenableustomakeallnecessary

arrangements.

21.HowlongshouldourL/Cbevalid?

22.TheL/Cshouldbevalid30daysafterthedateofshipment.

23.Couldyoutellmewhatdocumentsyou?

llprovide?

24.Togetherwiththedraft,we?

llalsosendyouafullsetofbilloflading,aninvoice,andaninsurancepolicy,acertificateoforiginandacertificateofinspection.Isupposethatisall.

25.Inwhatcurrencywillpaymentbymade?

26.WeusuallydobusinessinU.S.dollarsasworldpricesareoftendollarsbased.

六.保险

客人询问保险

1.Asfortheinsurance,IhavequitealotofthingswhichIamstillnotclearabout.

2.MayIaskyouafewquestionsaboutinsurance?

3.Whatdoyourinsuranceclausescover?

responsibilityfortheloss.

5.Haveyoutakenourinsuranceforusonthesegoods?

6.CanyoutellmethedifferencebetweenWPAandFPA?

7.Whatrisksareyouusuallycoveredagainst?

8.Iswarrisktobecovered?

9.I?

dliketohavetheinsuranceofthegoodscoveredat110%oftheinvoiceamount.

回复保险询问

10.Therearethreebasiccovers,namely,FreeformParticularAverage,withParticularAverageandALLrisks.

11.Oceanshippingcargoinsuranceisimportantbecausegoodsruntheriskofdifferenthazardssuchasfire,storm,collision,theft,leakage,explosions,etc.Ifthegoodsareinsured,theexportermightgetenoughtomakeuphisloss.

13.Asarule,wedon?

tcoverthemunlessyouwantto.

14.Ifmorethanthatisaskedfor,theextrapremiumforthedifferencebetween130%and110%shouldbebornbythebuyer.

15.TheFPAclausedoesn?

tcoverpartiallossoftheparticularcoverage,whereastheWPAclausedoes.

16.Theextrapremiuminvolvedwillbeonyouraccount.

17.TheinsurancecoversALLRisksat110%oftheinvoicevalue.

18.No,itisnotnecessaryfortheshippinglinetoaddtothecost.OurpastexperienceshowsthatAllrisksgivesenoughprotectiontoalltheshipmentstoyourarea.

19.ALLriskcoversalllossesoccurringthroughoutthevoyagecausedbyaccidentsatseaorland.Inotherwords,itincludesFPA,WPA,andgeneraladditionalrisks,withspecialadditionalrisksexcluded.

七.参观工厂

1.Yo