找客户的技巧

网络给人一种浩渺的感觉！我们知道里边有着我们要的商机。那么应该如何下手呢？

首先是不论做了多久外贸，在找新客人上有多少心得，决窍，B2B***是一个不可忽视的平台，在这里你可以慢慢的找到属于你自己的节奏！一个个细心地注册，填写好你的尽可能详细的信息，比如联系方式（除非有商业机密什么的），把产品发布上去，并能作及时的更新！这一点也很重要，不然前边的辛苦就白费了！这样做的目的，是让更多的人看到你的产品，了解你的公司，（如果你的公司有网站的话，至少能带来多一点的点击率！）我个人觉得这是B2B网站给我带来的***收益。（当然咱是没什么投资的，都是用免费的，耗点电而已！ ）如果能有那么几个客人不小心钻进来，那是你的运气好！同时也可以顺便了解一下国内外同行的一些信息，有什么新产品了，等等！我***讨厌印度阿三了，哪里都有他们的影子！

第二步，是应该到你想得到的，需要你们产品的那些市场去，也就是到不同地区***去！中东，北美，西欧什么的，如果可以的话，做到南极也是没人反对的，企鹅也有需求嘛！ 到人家的网站上去看看，当然一般是兼有英文的了，估计做外贸的会多国语言的并不会太多吧？说错了，收回！我觉得***使的是黄页

你想不到的语句

Any day will do? 哪一天都可以？
>
> Any messages for me? 有我的留言吗？
>
> Are you by yourself? 你一个人来吗？
>
> All right with you? 你没有问题吧？
>
> Are you free tomorrow? 明天有空吗？
>
> Are you kidding me? 你在跟我开玩笑吧？
>
> As soon as possible! 尽可能快！
>
> Back in a moment! 马上回来！
>
> Believe it or not! 信不信由你！
>
> Better luck next time! 下次会更好！
>
> Boy will be boys 本性难移！
>
> Come to the point! 有话直说！
>
> Do you accept plastic? 收不收行用卡？
>
> Does it keep long? 可以保存吗？
>
> Don't be so fussy! 别挑剔了！
>
> Don't count to me! 别指望我！
>
> Don't fall for it! 不要上当！
>
> Don't get me wrong! 你搞错了！
>
> Don't give me that! 少来这套！
>
> Don't let me down! 别让我失望！
>
> Don't lose your head! 别乐昏了头！
>
> Don't over do it! 别做过头了！
>
> Don't sit there daydreaming! 别闲着做白日梦！
>
> Don't stand on ceremony! 别太拘束！
>
>

从零开始2

11.1 一般现在时的用法

1) 经常性或习惯性的动作，常与表示频腮度的时间状语连用。
　 时间状语： every…, sometimes,　at…, on Sunday
　 I leave home for school at 7 every morning.

2) 客观真理，客观存在，科学事实。
　 The earth moves around the sun.
　 Shanghai lies in the east of China.
3) 表示格言或警句中。
　 Pride goes before a fall.　骄者必败。

　 注意：此用法如果出现在宾语从句中，即使主句是过去时，从句谓语也要用一般现在时。
例：Columbus proved that the earth is round..

4) 现在时刻的状态、能力、性格、个性。
　 I don't want so much.
　 Ann Wang writes good English but does not speak well.
比较：Now I put the sugar in the cup.
　　　I am doing my homework now.

　　***句用一般现在时，用于操作演示或指导说明的示范性动作，表示言行的瞬间动作。再如：Now watch me, I switch on the current and stand back. 第二句中的now是进行时的标志，表示正在进行的动作的客观状况，所以后句用一般现在时。

11.2 一般过去时的用法

1）在确定的过去时间里所发生的动作或存在的状态。
　 时间状

疯狂英语内部资料（1）
***幕：亲密无间

一位美国***来华任教，她主动让学生称呼她的名字Mary，声明不必以她的姓氏与头衔相称，如：Dr. Smith或Prof. Smith。不久，她和学生已相处很好，***找她的学生络绎不绝，使她应接不暇，倍受侵扰。有的学生见面时，与她开玩笑说：“中国菜好吃吧？瞧你胖了不少呢！”在路上，一些陌生人也对她***咧咧地喊声“Hello, Mary。”她渐渐地苦恼起来。

文化差异：在美国，***对学生，老板对雇员，甚至长辈对晚辈,常常主动要求以名相称，以示关系随和。但这是在他/她本人允许的前提下，而且是表面形式而已。如果素昧平生，毫无往来，或只是初打交道，冒然称呼对方的名字，会给人“冒失鬼”、“粗鲁汉”的印象。另外，对方平等待人、不拘身份，不等于可以让人肆无忌惮，无拘无束，没大没小。相处时，嘴巴上以名相称，心中仍应记住对方的身份。在一些庄重场合，例如：老师和校长在一起时，学生对老师不能象往常那样直呼其名，必须以“某某***”或“某博士”相称。英美人即使当关系变得很熟悉时，仍然不会亲密“无间”。他们对各自的隐私领地会保持距离。隐私包括私人时间、住所、物品、年龄、体重、长相等等。在上面的例子中，中国学生犯了三

国际商务英语(口语)

1. China Eastern Airlines . Good morning . How can I help you ?

2. I’d like to book two seats to BeiJing on a flight leaving on 9th June , please .

3. wait a moment , please . ( A moment later ) .

4. Sorry , Sir , there isn’t a direct flight to BeiJing on June 9 . You will have to change in Moscow .

5. Then when is a eariest direct flight available to BeiJing ?

6. There will be a flight departing from Madrid at 9:18 a.m. the next day .

7. Good . I take that one .

8. Your name , Sir ?

9. Jimmy White and Susan Lee .

10. Do you want to fly first or economy class ?

11. Economy class , please . How much is the fare ?

12. The exact airfare of the two plane tikets is $2,000 . you can pay when you come to pick up your tickets .

13. O.k. Thank you very much . I’ll collect my tikets next Wednesday .

14. That’s fine . Goodbye .

………………………………………………………………………………………

进出口商向海关报关时，需提交以下单证

1、进出口货物报关单。一般进口货物应填写一式二份;需要由海关核销的货物，如加工贸易货物和保税货物等，应填写专用报关单一式三份;货物出口后需国内退税的，应另填一份退税专用报关单。

2、货物***。要求份数比报关单少一份，对货物出口委托国外销售，结算方式是待货物销售后按实销金额向出口单位结汇的，出口报关时可准予免交。

3、陆运单、空运单和海运进口的提货单及海运出口的装货单。

4、货物装箱单。其份数同***。但是散装货物或单一品种且包装内容一致的件装货物可免交。

5、出口收汇核销单。一切出口货物报关时，应交验外汇管理部门加盖“监督收汇”章的出口收汇核销单，并将核销编号填在每张出口报关单的右上角处。

6、海关认为必要时，还应交验贸易合同、货物产地***等。

7、其它有关单证。包括：

（1）经海关批准准予减税、免税的货物，应交海关签章的减免税证明，北京地区的外资企业需另交验海关核发的进口设备清单;

（2）已向海关备案的加工贸易合同进出口的货物，应交验海关核发的“登记手册”。

就价格让步的还盘

[center]20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK
Dear Sirs:
Thank you for your letter of 20 May 2000. We are disappointed to hear that our price for Flame cigarette lighters is too high for you to work on. You mention that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us.

We accept what you say, but we are of the opinion that the quality of the other makes does not measure up to that of our products.

Although we are keen to do business with you, we regret that we cannot accept your counter offer or even meet you half way.
The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval.

We look forward to hearing from you.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:


二零零零年五月二十日来函收到，不胜感激。得知贵公司认为火焰牌打火机价格过高，无利可图，本公司

请求建立商业关系

[center]20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK
Dear Sirs:

We have obtained your name and address from Dee&Co. Ltd, and we are writing to enquire whether you would be willing to establish business relations with us.

We have been importers of shoes for many years. At present, we are interested in extending our range and would appreciate your catalogues and quotations.

If your prices are competitive we would expect to place volume orders on you.

We look forward to your early reply.

Yours faithfully,

Tony Smith
Chief Buyer
--------------------------------------------------------------------------------

——先生:

我们从蒂科公司得知贵司商号与地址，特此来函，希望能同贵司发展商务关系。

多年来，本公司经营鞋类进口生意，目前想扩展业务范围。请惠寄商品目录与报价单。

如贵司产品价格合理，本公司必定向你方下定单。

恭候佳音。

采购部主任
托尼.斯密思谨上

主动报价

[center]20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK
Dear Sirs:
This time last year you placed an order for Type BS362 12-volt sealed batteries. This is a discontinued line which we had on offer at the time.

We now have a similar product on offer, Type CN233. It occurs to us that you might be interested. A descriptive leaflet is enclosed.

We have a stock of 590 of Type CN233 which we are selling off at GB￡30 each.

We can offer a quantity discount of up to 15%, but we are prepared to give 20% discount for an offer to buy the complete stock.

We are giving you this opportunity in view of your previous order. We would appreciate a prompt reply, since we will put the offer out in the event of your not being interested.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

去年此时贵公司所订购的BS362型号12伏密封电池，现已停止生产。

现有同类型产品CN233，存货共五百九十件，特

询价的回复

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK
Dear Sirs:
We welcome your enquiry of 20th May and thank you for your interest in our products. A copy of our illustrated catalogue is being sent to you today, with samples of our products.

Mr. Lee, our overseas director, will be in London early next month and will be glad to call on you. He will have with him a wide range of our manufactures, and when you see them we think you will agree that the quality of the materials used, and the high standard of craftsmanship will appeal to the most selective buyers.

We manufacture a wide range of hand-made leather shoes in which we think you may be interested. They are fully illustrated in the catalogue and are of the same high quality as our gloves. Mr. Lee will be able to show you samples when he calls.

We hope the samples will reach you in good time and look forward to your order.

Yours faithfully,

Tony Smith
Chief Seller


----------------------------------------------

外贸书信

1请求建立商业关系

Rogers Chemical Supply Co. 10E.22Street Omaha8,Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and *域名隐藏* your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply.

Very truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。 如价格公道，本公司必大额订购。 烦请早日赐复。 此致

2.回复对方建立商业关系的请求

Thank your for your letter of the 16th of this month. We shall be glad to enter into business relations with your company. In compliance with your request, we are sending you, under separate cover, our latest catalogue and pr

跟单信用证常见条款及短语

一、Kinds of L/C 信用证类型

*域名隐藏* ble L/C/irrevocable L/C 可撤销信用证/不可撤销信用证

*域名隐藏* med L/C/unconfirmed L/C 保兑信用证/不保兑信用证

*域名隐藏* L/C/usance L/C 即期信用证/远期信用证

*域名隐藏* erable L/C(or)assignable L/C(or)transmissible L/C /untransferable L/C

可转让信用证/不可转让信用证

*域名隐藏* ble L/C/undivisible L/C 可分割信用证/不可分割信用证

*域名隐藏* ing L/C 循环信用证

7.L/C with T/T reimbursement clause 带电汇条款信用证

*域名隐藏* t recourse L/C/with recourse L/C 无追索权信用证/有追索权信用证

*域名隐藏* ntary L/C/clean L/C 跟单信用证/光票信用证

*域名隐藏* ed payment L/C/anticipatory L/C 延期付款信用证/预支信用证

*域名隐藏* to back L/Creciprocal L/C 对背信用证/对开信用证

*域名隐藏* ler's L/C(or:circular L/C) 旅行信用证


二、L/C Parties Concerned 有关当事人

*域名隐藏* 开证人

(1)applicant 开证人（申请开证人）

(2)principal 开证人（委托开证人）

(3)accountee 开证人

(4)accreditor 开证人（委托开证人）

(5)opener 开证人

(6)f

·信用证上的几个解释

port of discharce 目的港 place of delivery 目的地 port of loading 起使地
ressel 船名舰次 ***UMETRN NO。 背案编

进出口英语全套书信

Dear Sirs: May 1, 2001

Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market - that it is the best mountain bike available. Enclosed is our brochure.

Yours faithfully

2. 提出询价

Dear Sirs: Jun.1, 2001

We received your promotional letter and brochure today. We believe that your would do well here in the U.S.A. Kindly send us further details of your prices and terms of sale. We ask you to make every effort to quote at competitive prices in order to secure our business. We look forward to hearing from you soon..

Truly

3. 迅速提供报价

Gentlemen: June 4, 2001

Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on the model together with the catalog and price list. After studying the prices and terms of trade, y

·装运通知

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK
Dear Sirs:
Thank you for your letter of 20 May enquiring about the shipment of your order under contract 4632.
Please accept my apology for the delay which has been caused by the unavailability of shipping space from Bombay to London.
The matter was, however, in hand and your consignment was shipped yesterday on board SS Pandit which is sailing directly to London.
I enclose one set of shipping documents comprising:
*域名隐藏* non-negotiable copy of the bill of lading
*域名隐藏* cial invoice in duplicate.
*域名隐藏* copy of the certificate of guarantee.
*域名隐藏* copy of the certificate of quantity.
*域名隐藏* copy of the insurance policy.
I am glad that we have been able to execute your order as contracted. I trust the goods will reach you in time for the winter selling season and prove to be entirely satisfactory. I will personally ensure that you receive our prompt and careful attention at all times.
Yours faithfully,
Tony Smith
Chief Seller

There was a rich merchant who had 4 wives. He loved the 4th wife the most and adorned her with rich robes and treated her to delicacies. He took great care of her and gave her nothing but the best.
　　He also loved the 3rd wife very much. He’s very proud of her and always wanted to show off her to his friends. However, the merchant is always in great fear that she might run away with some other men.
　　He too, loved his 2nd wife. She is a very considerate person, always patient and in fact is the merchant’s confidante. Whenever the merchant faced some problems, he always turned to his 2nd wife and she would always help him out and tide him through difficult times.
　　Now, the merchant’s 1st wife is a very loyal partner and has made great contributions in maintaining his wealth and business as well as taking care of the household. However, the merchant did not love the first wife and although she loved him deeply, he hardly took notice of her.
　　One day, the merchant fell ill. Before long, he knew