在外贸业务中，英语口语沟通的流畅性与准确性直接影响合作效率与信任建立，以下通过多个典型情景对话，结合具体场景、表达句式及文化要点,帮助外贸从业者提升实战能力。
询盘与初步沟通
场景：中国供应商（A）收到美国采购商（B）的邮件询盘，双方通过电话进一步确认需求。
对话：
A: "Hello, this is Alice from Shanghai Textiles Import & Export Corporation. I’m calling regarding your inquiry about our cotton T-shirts. Is this a convenient time to talk?"
（您好，我是上海纺织品进出口公司的Alice，致电是关于您对我们纯棉T恤的询盘，现在方便沟通吗？）
B: "Hi Alice, yes, this is Tom from ABC Apparel. Thank you for your prompt reply. We’re interested in your men’s cotton T-shirts, model CT-100. Could you share more details about the fabric composition and pricing?"
（你好Alice，我是ABC Apparel的Tom，感谢您的及时回复，我们对贵司的男士纯棉T恤CT-100型号感兴趣，能否详细说明面料成分和价格？）
A: "Certainly. The CT-100 model is made of 100% combed cotton, 180 GSM, which ensures softness and durability. For pricing, we offer FOB Shanghai at $8.50 per piece for an order of 1000 units. If your quantity exceeds 5000, we can provide a 5% discount."
（CT-100型号为100%精梳棉，180克重，保证柔软耐用，价格方面，1000件起订的FOB上海价为每件8.5美元，若订单量超过5000件，可享受5%折扣。）
B: "That sounds reasonable. Could you also inform us about the production lead time and payment terms?"
（价格合理，生产周期和付款方式是怎样的？）
A: "The lead time is 15-20 days after receiving the deposit. We usually accept T/T or L/C. For new clients, a 30% deposit is required, with the balance paid before shipment."
（收到预付款后15-20天交货，我们通常接受电汇（T/T）或信用证（L/C），新客户需支付30%预付款，余款发货前付清。）
要点提示：
- 主动确认对方通话时间，体现礼貌；
- 用“certainly/surely”等词回应需求，展现合作诚意；
- 清晰说明价格条款（如FOB）、折扣条件，避免歧义；
- 生产周期和付款方式是采购商核心关注点，需主动明确。
价格谈判与折扣争取
场景：采购商（B）认为供应商（A）的报价偏高，尝试通过谈判降低成本。
对话：
B: "Alice, we appreciate your quotation, but our target price for CT-100 is $8.00 per piece. Considering our long-term cooperation, could you offer a better price?"
（Alice，感谢您的报价，但我们对CT-100的目标价是每件8美元，考虑到长期合作，能否提供更优惠的价格？）
A: "Tom, I understand your concern about cost. However, our cotton material has recently increased by 10% due to market fluctuations. To support your business, we can offer $8.30 per piece for 3000 units, and we’ll include free custom logo printing as an added value."
（Tom，我理解您对成本的顾虑，但由于市场波动，我们的棉原材料价格上涨了10%，为支持您的业务，3000件订单可降至每件8.3美元，并免费提供定制logo印刷服务。）
B: "The logo printing is helpful, but the price is still $0.30 higher than our target. Could you meet $8.00 if we increase the order to 5000 units?"
（logo印刷很有帮助，但价格仍比我们的目标高0.3美元，若我们将订单量提高到5000件，能否接受8美元？）
A: "In this case, I’ll consult with our manager. We can accept $8.00 per piece for 5000 units, but the payment terms would be 40% deposit, and the balance paid within 15 days after shipment."
（这样我需要和经理确认，5000件订单可接受每件8美元，但付款方式需调整为40%预付款，余款在发货后15天内付清。）
B: "That works! We’ll send the purchase order by the end of this week."
（成交！我们将于本周内发送采购订单。）
要点提示：
- 用“understand your concern”共情，再解释成本压力，避免直接拒绝；
- 通过增值服务（如免费logo）弥补价格差异，增强谈判筹码；
- 适当让步时，可调整其他条款（如付款比例、交货期）平衡利益。
样品确认与订单跟进
场景：采购商（B）收到样品后，发现细节问题，与供应商（A）沟通修改事宜。
对话：
B: "Alice, we’ve received the samples, but there are two issues: the neckline stitching is slightly uneven, and the color is lighter than the Pantone code we provided."
（Alice，我们已收到样品，但有两个问题：领口缝合不够平整，且颜色比我们提供的潘通色号偏浅。）
A: "I apologize for the inconvenience. Could you send photos of the issues? Our quality control team will check immediately and arrange re-production within 3 days."
（抱歉给您带来不便，能否发送问题照片？我们的质检团队会立即核查，并在3天内安排重产。）
B: "Sure, I’ve attached the photos to this email. Also, when can we expect the revised samples?"
（好的，已将照片附在邮件中，修改后的样品何时能收到？）
A: "We’ll expedite the production and send the samples via DHL tomorrow. You should receive them in 5-7 working days. We’ll cover the shipping cost this time."
（我们会加急生产，明天通过DHL寄出样品，预计5-7个工作日送达，此次运费由我方承担。）
B: "Thank you for your quick response. Once the samples are approved, we’ll proceed with the bulk order."
（感谢您的快速响应，样品确认后，我们将立即安排批量生产。）
要点提示：
- 首先道歉，体现对问题的重视；
- 要求提供具体证据（如照片），便于快速定位问题；
- 明确整改时间和补救措施（如承担运费），挽回客户信任。
发货安排与物流跟进
场景：订单生产完成，供应商（A）通知采购商（B）发货细节，并解答物流疑问。
对话：
A: "Tom, good news! Your 5000 pieces of CT-100 T-shirts have been completed and will be shipped tomorrow. The Bill of Lading and commercial invoice have been sent to your email."
（Tom，好消息！您订购的5000件CT-100 T恤已生产完成，将于明天发货，提单和商业发票已发送至您的邮箱。）
B: "That’s great! Could you confirm the shipping carrier and tracking number? Also, will the goods be delivered to our warehouse in Los Angeles?"
（太好了！能否确认货运承商和追踪单号？货物会送达我们在洛杉矶的仓库吗？）
A: "The goods are shipped via COSCO, and the tracking number is COSU12345678. The destination port is Los Angeles Port, and our agent will contact you for customs clearance procedures. Please ensure all documents are ready to avoid delays."
（货物由中远海运承运，追踪单号是COSU12345678，目的港为洛杉矶港，我方代理会联系您清关，请确保所有文件齐全，以免延误。）
B: "Understood. We’ll prepare the documents and coordinate with the agent. Thank you for your support!"
（明白，我们会准备好文件并与代理协调，感谢您的支持！）
要点提示：
- 及时通知发货，主动提供关键文件（提单、发票）；
- 明确物流信息（承商、追踪号、目的港），方便客户跟进；
- 提醒客户清关注意事项，降低合作风险。
外贸英语口语高频表达总结
| 场景 | 核心表达 |
|---|---|
| 询盘沟通 | "We're interested in...""Could you share details about...""What's your MOQ?" |
| 价格谈判 | "Our target price is...""To support your business...""We can offer a discount if..." |
| 样品确认 | "There’s an issue with...""Could you send photos?""We’ll arrange re-production..." |
| 发货物流 | "The goods have been shipped...""The tracking number is...""Please prepare for customs..." |
相关问答FAQs
Q1: 当客户提出的价格远低于成本时，如何礼貌拒绝并保持合作机会？
A: 可采用“肯定+解释+替代方案”的结构。“Thank you for your offer, and we value your long-term partnership. However, the current price is below our production cost due to [具体原因，如原材料上涨]. To maintain quality, we can suggest a slightly adjusted price of [新价格], or we can explore a smaller order quantity to start with. Would either option work for you?”（感谢您的报价，我们珍视长期合作关系，但当前价格因[原因]低于成本，为保证产品质量，我们建议调整至[新价格]，或可先以较小订单量合作，您看哪种方式可行？）
Q2: 如何用英语委婉催促客户支付尾款？
A: 避免直接催促，强调“合作顺利”与“按时发货”。“Hope this email finds you well. We’re writing to follow up on the outstanding balance for Order #[订单号], which was due on [原定日期]. Once we receive the payment, we’ll arrange shipment immediately to avoid any delay. Please let us know if you need any assistance with the payment process. Thank you for your cooperation!”（希望您一切顺利，此邮件是关于#[订单号]的尾款，原定支付日期为[日期]，收到款项后我们会立即安排发货，避免延误，若付款过程中需要协助，请随时告知，感谢您的合作！）
