外贸展会上客户常问的问题+回答模板

外贸展会上客户常问的问题+回答模板

关于展会上客户经常问到的问题短语:

1. 询问产品的制作材料

Q: What kind of materials are they made of?

产品是用什么材料制作啊?

A: Some are made of leather, while some are made of fabric.

有些使用真皮的，有些是用布艺制成的。

2. 询问颜色种类，以及是否可定制颜色(custom colors)

Q: Does it come in any other color? The color seems a bit too loud for our customers. I think they prefer something a little quieter.

这种还有其他的颜色么?这些颜色对我们顾客来说太过鲜艳了，我想我们的顾客会偏爱素色。

Q: Do you do custom color?

你们订做颜色吗?

A: Only part of our products are listed here in the catalogue. In fact, we can supply a wide range of colors.

目录上只列了我们部分的产品，其实我们可供应产品颜色有很多。

A: We certainly do custom products.

我们也接受订做的产品。

3. 询问订购价格(price)

Q: What is your pricing on them?

他们的价格是多少?

A: As a rule, the larger the order, the lower the price.

按照惯例，买得越多，价格越便宜。

4. 询问样品信息(sample)

Q: Will the sample be free for us?

给我们的样品是免费的吗?

A: No, unless you place a trial order.

不是免费的，除非你先试用订。

5. 询问最新产品(latest products)

Q: Are there your latest products?

这些是你们最新的手工产品吗?

A: These are our new products and they are very popular both in Asia and Europe at present.

这些是我们新产品，他们目前在亚洲和欧洲国家都很走俏。

6. 谈判议价

A: While we appreciate your cooperation, to be honest, this price is already good enough, we can't reduce our price any further for a smaller quantity order.

虽然我们感谢贵方的合作，但是很抱歉，这个价格已经是最优惠的了，在订单数量很小的情况下不能再降价了。

A: If your order is not less than our MOQ, we can give you a 2% discount, this is the best we can do now.

如果你的订单数量达到我们的最低订货量，我们可以给你2%的折扣，这是尽我们最大努力了.

A: I do value the opportunity to establish a business relationship with you. In order to conclude the business, I am prepared to cut down our price by 5%. If you still think it is too high, I'm sorry to say that I can do nothing to help now.

我非常珍惜和贵公司建立业务关系的机会，为了达成交易，我们愿意降价5%。如果这个价格您还不同意，我们只能很抱歉没法再低了。

A: If your order is not less than (10,000pcs), we may reconsider giving you a 7% discount.

如果你能订10000件以上，我可以考虑给你7%的价格。

A: And as you know, the price will soon be adjusted upwards due to the increase in costs.

并且你知道，由于成本上涨的原因，这产品的价格马上要上调了。

A: The price has been cut to the limit. I'm sorry to say it is really our rock-bottom price.

并且这个价格已经降到极限了，对不起，这是我们的底价了。

A: OK. Let me check it with our boss to see if he can give you a special discount. Wait a moment please. I'll be right back.

好吧，我联系一下我们老板，看他能否满足你的特殊价格，对不起，请稍等我一下，我马上回来。

A: Our price is competitive as compared with others in the Canton Fair.

我们的价格与广交会其他供应商比较是相当有竞争力的。

A: To tell you the truth, it's already our lowest price.

实话告诉你，这已经是最低价格。

7.常规问题

1. Are you a real manufacturer or just do trading?（是否有工厂）

- We do manufacture for 10 years, you can come and visit our factory after the show.

我们已经从事制造业务10年了，展会结束后，您可以前来参观我们的工厂。

2. Currently we buy from company xx, what is the difference between you two?（供应商对比）

Thank you for your feedback. Let me give you an introduction first.

谢谢你的分享，我来给你先介绍一下吧。（根据自己的产品介绍优点）

3. Honestly I never heard about your company before, how many years you do this business?

We have been in this industry for 5 years and have many long-term partnerships with our customers in Europe and America. Previously, our main focus was on B2B platforms and visiting clients locally. This is our first time participating in this exhibition, so it's understandable that it's our first meeting. Thanks for your visiting our booth, let me show you around.

我们在这个行业已经有5年的经验，并与欧洲和美洲的众多客户建立了长期的合作伙伴关系。之前，我们主要是B2B平台开进行本地客户拜访。这是我们第一次参加这个展会，所以我们第一次见面可以理解。感谢您来访我们的展位，让我带您参观一下。（公司品牌）

4. Does your company has all the factory and products' certifications?（产品证书）

Sure, our company has obtained all the necessary factory and product certifications. We comply with industry standards and regulations to ensure the quality and safety of our products.

当然，我们公司已经获得所有必要的工厂和产品认证。我们遵守行业标准和法规，以确保我们产品的质量和安全。

5. Can I get your quotation?（报价）

Sure, I will send a detailed quotation to you by email, you can tell me the products you are interested in and the specific requirements. Because we have products in different price ranges to meet the needs of different customers and markets.

当然，我将通过电子邮件向您发送一份详细的报价单，您可以告诉我您感兴趣的产品和具体要求。因为我们有不同价格范围的产品，以满足不同客户和市场的需求。

6. What is your MOQ?（最小起订量）

Normally it is 2000pcs MOQ. We will customize the gift box, manual, label and with your logo on the product.

如果客户犹豫，可补上一句：

But maybe you can take small quantities to test the market first, we can offer you 500pcs MOQ with your logo printing on the product, the gift box and manual we keep neutral.（定制）

7. Can I get a free sample for testing?（问要样品）

Usually, you know we cannot provide free samples. However, if after our current communication you think there is no other doubts and concerns about the products and price, just need a sample to ensure the quality. I will try to apply to our director to get the approval of the free sample. What do you think?

通常情况下，你知道我们不能提供免费样品。但是，如果经过我们目前的沟通，你认为对产品和价格没有其他疑问和疑虑，只是需要一个样品来确保质量。我将尝试向我们的总监申请来获得免费的样品。你认为如何？

8. Does your company already have local customers in Europe?（产品市场）

Yes, you know our company has been in this industry for 6 years, and we have a lot of stable cooperative customers over in Europe.

是的，你知道我们公司做这个行业6年了，在欧洲那边有不少稳定的合作客户。

9. Can I know their company name?（合作客户）

I'm afraid not, because you know, we have NDA with our clients and we cannot leak their information without their consent, which I believe this also what you expect if you were cooperating with us. Thank you for your understanding.（Non-Disclosure Agreement）

恐怕不行，因为你知道，我们与客户有NDA协议，没有他们的同意，我们不能泄露他们的信息，我相信这也是你所期望的，如果你与我们一起合作的话。谢谢你的理解。

10. How is the quality of your products?（产品质量）

Our quality is always at the top of the industry, you can take our samples to test.

我们的质量一直是行业里靠前的水平，你可以去拿我们的样品去测试。

11. What are the selling points for this new item?（产品卖点）

This product is our newly released...

12. How many production lines do you have?（生产线）

We have 5 production lines. This allows us to efficiently manage our manufacturing processes and meet customer demands in a timely manner.

我们有5条生产线。这使我们能够有效地管理我们的生产过程，并及时满足客户的需求。

13. What is your current customers' return rate?（退货率）

Our defective return rate is very low and also varies depending on the channel. Because some channels have an unconditional return clause, the device is working, it just needs to be refurbished and we will provide the packaging materials to the customers.

我们的缺陷退货率非常低，也因渠道的不同而不同。因为有些渠道有无条件退货的条款，设备是可以使用的只是需要翻新，我们会提供包装材料给客户。

14. How about your warranty?（售后保修）

- Normally we offer 1year warranty. If the customer needs to extend the time, we are also open to talk.

通常情况下我们提供1年的保修，如果客户需要延长时间，我们也可开放来谈。

15. What is your delivery time?（交货时间）

The delivery time depends on the product, quantity, and customization requirements. Once we have the specific details of your order, we can provide you with an estimated delivery time.

交付时间取决于产品、数量和定制要求。一旦我们了解了你的订单的具体细节，我们可以为你提供大致的交货时间。

16. What is the payment terms?（付款条款）

Our standard payment terms are T/T 100%, normally 30% deposit and 70% balance before shipment. However, we are open to discussing and accommodating alternative payment arrangements based on mutual agreement.

我们的标准付款条件是T/T100%，通常是30%的定金和装运前70%的尾款。但是我们也很愿意开放式来根据双方的合约来谈。（电汇）

17. Can you offer SKD or CKD?（散装出货→规避高额关税）

SKD: Semi-knocked Down 半散件组装 CKD: Completely Knocked Down全散件

Yes, we can provide that. But there is a MOQ for every order. So it is recommended to do the finished product in the early stage, and then you can do SKD or CKD when you have more confidence and more sales about the product. Let's take it step by step.

是的，我们可以提供。但是有最小起订量。所以前期建议做成品，后续你们对产品有更多信息和销量了，可以做SKD或CKD。我们一步步来。

18. Do you offer OEM and ODM?（OEM-Original Equipment Manufacturer 原始设备制造商；ODM-Original Design Manufacturer 原始设计制造商）

Yes, we provide OEM & ODM business for 10 years and have a lot of experience. Although we also do branding, more than 80% of the company revenue is OEM&ODM business.（OEM: 你设计，别人生产；ODM: 别人设计和生产，贴你的牌）

是的，我们提供OEM&ODM业务10多年，经验非常丰富。虽然我们也做品牌设计，但公司80%以上的收入是OEM&ODM业务。

19. Can we do exclusive mold?（做独模）

It is doable for our R&D Team. But this process cost a very long time, we suggest that we start with the existing products in the early stage. If you want to focus on this product and have concerns about market conflicts, we can consider giving you exclusive mold protection, and both sides can sign a contract based on the requirements and expectations.

是的，这对我们的研发团队来说是可行的。但这个过程需要很长的时间，我们建议从现有产品的早期阶段开始。如果你想专注于这个产品，又担心市场冲突，我们可以考虑给你独家的模具保护，双方可以根据要求和期望签订合同。

20. Can i visit your factory?（工厂参观）

Absolutely! Welcome to our factory. It would be a great opportunity for you to see our production processes, quality control measures, and meet our R&D team. How about next Monday at 10am?

当然可以！欢迎来到我们的工厂。这是一个很好的机会，让你看到我们的生产过程，质量控制措施，认识我们的研发团队。下周一上午十点OK吗？