外贸英语（二）

外贸英语 (二）

第十四节 对外贸易与外贸关系 Foreign Trade & Foreign Trade Relationship （一）

1 They mainly trade with Japanese firms. 他们主要和日本商行进行贸易。

2 For the past five years, we have done a lot of trade with your company. 在过去的五年中，我们与贵国进行了大量的贸易。

3 Our trade is conducted on the basis of equality. 我们是在平等的基础上进行贸易。 4 There has been a slowdown in the wool trade with you. 和你们的羊毛贸易已有所减少。 5 Our foreign trade is continuously expanding. 我们的对外贸易不断发展。 6 Trade in leather has gone up (down) 3%. 皮革贸易上升（下降）了百分之三。 7 Trade in general is improving. 贸易情况正在好转。

8 Our company mainly trades in arts and crafts. 我们公司主要经营手工艺品。 9 They are well-known in trade circles. 他们在贸易界很有名望。

10 We trade with people in all countries on the basis of equality and mutual benefit. 我们在平等互利的基础上和各国人民进行贸易。

11 To respect the local custom of the buying country is one important aspect of China's foreign policy. 尊重买方国家的风俗习惯是我国贸易政策的一个重要方面。

12 Our purpose is to explore the possibilities of developing trade with you. 我们的目的是和你们探讨一下发展贸易的可能性。 Words and Phrases

14 foreign trade 对外贸易 15 overseas trade 海外贸易 16 international trade 国际贸易 17 to trade with 和...进行贸易

18 to do business in a moderate way 做生意稳重 19 to do business in a sincere way 做生意诚恳 20 to make a deal 做一笔交易 21 deal 交易，经营，处理，与...交往 22 to deal in 经营，做生意

23 to explore the possibilities of 探讨...的可能性 24 trade circles 贸易界 25 to handle 经营某商品 26 to trade in 经营某商品 27 business scope/frame 经营范围 28 trading firm/house 贸易行，商行 （二）

29 Can we do a barter trade? 咱们能不能做一笔易货贸易呢？

30 Is it still a direct barter trade? 这还算是一种直接的易货贸易吗？

31 If you agree to our proposal of a barter trade, we'll give you paper in exchange for your timber. 如果你方同意我们进行易货贸易的建议，我们将用纸与你们交换木材。

32 Shall we sign a triangle trade agreement? 我们订一个三角贸易协议好吗？

33 A triangle trade can be carried out among the three of us. 我们三方可进行三角贸易。 34 Compensation trade is, in fact, a kind of loan. 补偿贸易实际上是一种信贷。 35 We may agree to do processing trade with you. 我们同意与你们进行来料加工贸易。 36 If you're interested in leasing trade, please let us know. 如果你们有意做租赁贸易，请告诉我们。

37 We wonder whether you do counter trade. 我们不知道你们是否做抵偿贸易。 Words and Phrases

38 trade by commodities 商品贸易 39 visible trade 有形贸易 40 invisible trade 无形贸易 41 barter trade 易货贸易 42 bilateral trade 双边贸易 43 triangle trade 三角贸易 44 multilateral trade 多边贸易 45 counter trade 对销贸易；抵偿贸易 46 counter purchase 互购贸易 47 buy-back 回购贸易

48 compensation trade 补偿贸易 49 processing trade 来料加工贸易 50 assembling trade 来料装配贸易 51 leasing trade 租赁贸易 52 in exchange for 用...交换... 53 trade agreement 贸易协议 （三）

55 We want to develop direct contact with Continental buyers for ourselves. 我们想为自己的公司同欧洲大陆的买主建立起直接的联系。

56 We see that your firm specializes in Light Industrial Goods, and we are willing to establish business relationship with you. 得知贵公司专门经营轻工业品，我们愿意与贵公司建立业务关系。

57 We are one of the largest importers of Electric Goods in this city, and we wish to establish business relationship with you. 我们是此地最大的电器进口商之一，愿意与你们建立业务关系。

58 We are willing to enter into business relationship with your company on the basis of equality and mutual benefit. 我们愿在平等互利的基础上与贵公司建立业务关系。 59 Our two countries have had trade relations for ten years. 我们两国之间已经有了10年的贸易关系。

60 We've never had any difficulties with our Chinese partners, and we'd like to make as many new contacts as we can. 和中国同行共事从来没有什么困难，希望今后我们之间尽可能多地建立新的关系。

61 We have made a very good start in our business with Japan. 我们和日本在业务上有了良好的开端。

62 Our company is thinking of expanding its business relationship with China. 我公司

想扩大与中国的贸易关系。

63 As is known, we set great store by the trade relationship with the third world countries. 众所周知，我们十分重视同第三世界国家的贸易关系。

64 We look forward to reactivating our business relationship. 我们盼望我们的业务关系重新活跃起来。

65 We shall welcome a chance to renew our friendly relationship. 很高兴能有机会来恢复我们的友好关系。

66 We'll try our best to widen our business relationship with you. 我们将尽力扩大同你们的贸易关系。

67 We're writing you in order to establish business relationship. 我们写此信是为了与你方建立业务关系。

68 The arrangement will contribute to cement our pleasant relationship. 此项安排将有助于巩固我们良好的关系。

69 We're willing to restore our business relationship. 我们希望能恢复贸易关系。 70 It will be advantageous if steps are taken to resume our business relationship on the basis of mutual benefit. 如果我们采取措施在互利的基础上恢复业务关系，对我们都是有利的。

71 The depressed market results in the stagnation of trade. 市场萧条导致贸易停滞。 72 We have been doing quite well in our business, we are willing to open an account with you. 我们的生意一直做得不错，希望能与你们建立帐户往来关系。 Words and Phrases

73 business association 业务联系，交往 74 business connection 业务联系 75 close relationship 密切的关系 76 closer ties 更密切的关系

77 to establish(enter into, set up)business relationship 建立业务关系 78 to continue business relationship 继续业务关系 79 to present business relationship 保持业务关系 80 to improve business relationship 改善业务关系 81 to promote business relationship 促进业务关系 82 to speed up business relationship 加快业务关系的发展 83 to enlarge (widen) business relationship 扩大业务关系 84 to restore (resume) business relationship 恢复业务关系 85 to interrupt business relationship 中断业务关系 86 to cement business relationship 巩固业务关系 （四）

87 When could you introduce me to your sister company? 什么时候把贵公司的兄弟公司介绍给我们？

88 Would you please introduce us to some of the most reliable exporters of Chinese handicrafts? 请向我们推荐一些最可靠的中国手工艺品出口商，可以吗？

89 If you are interested in dealing, with us in other products of our company, please inform us of your requirements as well as your banker's name and address. 如果你们有意经营我公司其他产品，请告知你方要求及往来银行的名称和地址。

90 Because of the rapid development of our business in Asia, we think it's necessary to open a branch at the following address. 鉴于我们在亚洲地区业务的迅速发展，有必要在下列地点设立分公司。

91 We've often expressed our interest in investing in China. 我们一直对在中国投资很感兴趣。

92 Our abundant resources and stable policy provide foreigners with the advantages they invest here. 我们丰富的资源和稳定的政策为外商投资提供了有利条件。

93 Thank you for your manner of business cooperation. 我们对你们的合作态度非常满意。 94 We have been working on expanding our scope of cooperation with China. 我们一直努力设法扩大与中国的合作范围。

95 We believe in long-term cooperation with China because we view the future as bright. 我们相信与中国长期合作的前途是光明的。 Words and Phrases

97 trade prospects/outlook 贸易前景 98 trade cooperation 贸易合作

99 technological cooperation 技术合作 100 business cooperation 业务合作 101 cooperative relationship 合作关系 102 the scope of cooperation 合作范围 103 Additional Words and Phrases 104 trade fair 贸易展销会 105 trade show 贸易展览 106 trade agreement 贸易协议

107 to establish arrangement 达成协议 108 to reach an agreement 达成协议 109 trade terms/clause 贸易条款 110 trade balance 贸易平衡

111 to conclude a business transaction 达成贸易交易 112 to work with 与...共事 113 business activities 经济活动 114 business house 商行；商号

115 trading department/mechanics 贸易机构 116 trade association 贸易协会

117 the foreign trade department 对外贸易部门

118 C.C.P.I.T.( China Council for the Promotion of International Trade) 中国国际贸易促进会

119 Commercial Counselor's Office 中国使馆的商务处 120 Chamber of Commerce 商会 121 trading partnership 经营合伙人 122 foreign trade personnel 外贸工作者 123 trading center 贸易中心 124 trading market 贸易市场

125 tradesman/trade peoples 商人，零售商

第十五节 代理 Agency （一）

In consideration of your extensive experience in the field, we are glad to appoint you as our agent. 考虑到你们在这一业务范围的丰富经验，我们很高兴指定你们为我们的代理。 I'm entitled to being appointed as your agent. 我有权被指定为你方代理。

We keep a stock in London and act as distributors as well as agents. 我们在伦敦有库存并经营销售兼做代理。

We've decided to entrust you with the sole agency for cars. 我们决定委托你作为我们汽车的独家代理。

Thank you for your proposal of acting as our agent. 谢谢你方作为我们代理的建议。 If we come to terms, we'll appoint you as our agent. 如果达成协议，我们将指定你为我方的代理。

We wish to handle as an agent the goods you are exporting. 我们愿意担任你们出口商品的代理。

We can play an important part as a buying agent in your overseas trade. 我们能在担任你方海外贸易的进口代理中起重要作用。

We're in a position to take good care of your import business as a buying agent. 我们能负起作为你方进口业务中买放代理的责任。

Please get in touch with our agents for the supply of the goods you require. 你们所需的商品，请与我们的代理联系。

We'll leave aside the problem of agency until next week. 我们暂时把代理问题搁置到下周。

We're not prepared to take the agency into consideration for the time being. 目前我们还不准备考虑代理问题。

We won't consider agency in your market at present. 我们目前不考虑在你地市场的代理问题。

We have to decline your proposal of acting as our sole agency. 我们不得不谢绝你们作为我方独家代理的建议。

I think it premature for us to discuss the question of agency. 我认为现在讨论代理问题为时过早。

（二）

Unless you increase the turnover, we can hardly appoint you as our sole agent. 除非你们增加营业额，否则我们无法指定你们作为我方的独家代理。

Don't you think the annual turnover for a sole agent is rather conservative? 对独家代理来讲，这样一个年销售量，您不认为太保守吗？

It was two years ago that we made them our sole agent. 我们是在两年前委任他们为我方独家代理的。

When opportunity matures, we will consider making you our exclusive agent for the U.K. 当机会成熟时，我们将考虑委托你为我方在联合王国的独家代理。

We'll consider appointing you as our sole agent for our T shirts for the next two years in your local market. 我们将考虑指定您为贵国市场上T恤衫的独家代理，为期两年。

I am here today to apply for the sole agency of your product in our local market. 我今天来是为了申请做你方产品在我国市场上的独家代理。

How can we appoint you as our sole agent for such a small quantity? 订货量如此之少，我们怎能请您做独家代理呢？

I propose a sole agency agreement for bicycles for a period of 3 years. 我建议订一个专销自行车的为期三年的独家代理协议。

We are not yet prepared to take the question of sole agent into consideration for the time being. 我们目前还不准备考虑有关独家代理的问题。

Your application for sole agency is now under our careful consideration. 我们正在仔细考虑你方想要独家（经营）代理的请求。

We should be interested in acting as your sole agent. 我们很乐意做贵公司的独家代理人。 Words and Phrases

sole agent 独家代理（人）

exclusive agent 独家代理（人）

（三）

When do you expect to sign the agency agreement? 您何时签定代理协议呢？

The agency agreement has been drawn up for the period of one year. 为期一年的代理协议书已经拟订出来。

I want to sign a sole agency agreement with you on this item for a period of 2 years. 我想和你们签定一项为期两年的独家代理协议。

The agency agreement was made out with great care and we have found no loopholes in it. 代理协议书制订的非常仔细，我们没有发现里面有漏洞。

I hope we can see eye to eye about the other terms of the agency then. 我希望到那时候我们能在代理协议的其他条款上能取得一致意见。

We wonder whether we may conclude a long term agency contract with you. 我们不知道能否与你方达成长期代理合约。

Well, what annual quantity would you like to suggest for the new agreement then? 那么，您认为在新的协议中年销售量应是多少呢？

Our agency agreement calls for a timely market report. 我们的代理协议要求你方及时递交市场报告一份。

Since the agency agreement was signed, your turnover has amounted to $500. 自从代理协议签定以后，你们的销售额已达500美圆。

I hope you'll spare no efforts to promote the sale of our products so as to pave the way for renewing the agency agreement when it expires at the end of this year. 希望贵能尽力促进销售，为协议在今年年底期满后续订铺平道路。

We can renew the agreement of agency on its expiry. 我们可以在代理协议期满时续订。 I've come again to renew our sole agency agreement for another 3 years. 我们这次再访是想把我们之间的独家代理协议延长三年。 Additional Words and Phrases selling agents 销售代理 buying agents 购货代理 forwarding agents 运输代理 the agent carrying stock 储货代理

the agent of necessity 客观需要时的代理人

principal 委托方 agent 代理人

agents or agency 代理方或代理公司 express agency 明示代理 implied agency 默认代理

第十六节 佣金 Commission （一）

He came to China to hold a talk about the commission for his new business. 他来中国是洽谈有关生意中的佣金问题。

What about the commission? 佣金是多少？

Usually a 1% commission is given to our agent. 一般情况下，我们给代理商百分之一的佣金。

We'll give you a 3% commission on every transaction. 每笔交易我们都付给百分之三的佣金。

We expect a 5% commission, of course. 当然，我们希望能得到百分之五的佣金。 We're usually paid with a 5% commission of the amount for every deal. 对每笔交易的成交量，我们通常付给5%的佣金。

Our agents in other areas usually get a 3-5% commission. 我方其他地区的代理通常得到3-5%的佣金。

We can get 4.5% commission if 10,000 cases are ordered. 如果订1万箱，我们可以得到4.5%的佣金。

The commission from our corporation is very favourable. 我们公司给的佣金很优惠。 The above price includes your commission of 2%. 上述价格包括百分之二的佣金在内。 The above price excludes your commission. 上述价格不包括佣金在内。 This amount includes all commission. 这一数字包括所有佣金在内。

Our quotation is subject to a 4% commission. 我方报价包括百分之四的佣金在内。 Generally speaking, commission depends on the quantity of goods ordered. 一般来说，佣金多少由订货量决定。

You can get a higher commission rate if you order a bigger quantity. 如果你们订货量大，佣金率就会高。

It's better for us to start business on commission basis first. 对我们来说，最好能在给佣金的基础上开展交易。

We don't pay any commission on our traditional products. 对我们的传统产品，概不付给佣金。

Commission is allowed to agents only. 我们只对代理付佣金。

We don't pay commission to firms dealing with us on principal-to principal basis. 对于不通过中间商直接往来的商号，我们一概不付给佣金。 Words and Phrases commission (com.) 佣金，手续费

two or several items of commission 两笔或几笔佣金 all commissions 所有佣金 to pay the commission 支付佣金

rate of commission or scale of commission 佣金率 commission transaction 付佣金的交易

commission agent 代理商；代办人；代理贸易商 commission charges 佣金；手续费 overriding commission 追加佣金

commission on a sliding scale 递加佣金

（二）

The commission has been increased to 5% in your favour. 贵方佣金已增至百分之五。 You can grant us an extra commission of 2% to cover the additional risk. 你们可以获得另外百分之二的佣金，以补偿你受的额外风险。

We'll get 0.5% more in commission for our effort. 经过努力，我们可以多谋到百分之零点五的佣金。

For every additional 10 pieces of pianos sold, we'll give you 0.2% more commission. 每笔交易若能多卖出10架钢琴，你们可以多得百分之零点二的佣金。

We can't agree to increase the rate of commission. 我们不能同意增加佣金率。 A 5% commission means an increase in our price. 百分之五的佣金就等于价格提高了。 A higher commission means a higher price. 如果佣金提高了，价格也要提高。 A 4% commission is the maximum. 我们最多给百分之四的佣金。

Is it possible to increase the commission to 4%? 能不能把佣金提高到百分之四呢？ Even a 6% commission is not high. 甚至百分之六的佣金都不算高。 2% commission is not enough, is it? 百分之二的佣金是不是少了点？ The present commission isn't enough. 现有的佣金不够。

There are three items of commission left unpaid. 只剩三笔交易的佣金未付。 Additional Words and Phrases

commissions earned 佣金收入

commissions received in advance 预收佣金 commission for collection 代收帐款佣金 commission insurance 佣金保险 commission system 佣金制 commission agency 代理贸易 selling commission 代销佣金 buying commission 代购佣金

第十七节 Order 订 购

（一）

订单:order sheet||order form||order blank||order note 订购帐薄:order boook

订购样品||凭样订购:sample order||order by sample 确实已订:firm order

第一次订购:initial order||first order 正式订单:formal order

有限订单:limited order 按行情订购:market order 原始订单:original order

期订单||未能按时交货订单||尚未交货订单:back order 开口订货:open order 开始订货:opening order

继续订货||再次订货:repeat order 追加订货||补充订购:additional order 分批订单:split order 出口订单:export order 进口订单:import order 已收到订单:order on hand 领到订单:order booked 寄出订单:order given 收到订单:received order 邮购:mail order 新订单:new order 口头订单:verbal order

电报订单:cable order||telegraphic order 试验订购||试购:trial order

向..寄出订单:to order from||to give an order for||to place an order with||to put in an order||to pass an order 对..订货:to pass one an order 不订货:to pass with an order

对..传达订货:to transmit an order to one 接到订单||收到订单:to receive an order 寄空白订单:to place an order in blank

订货||已列帐:to take an order||to book an order

接受订单||接受订货:to accept an order||to take an order 决定成交:to close an order

执行订单:to fill an order||to execute an order||to attend to an order||to put an order through

完成订货||已交货:to complete an order 寄送一份订单:to send an order 发货||寄出货品:to dispatch an order 装船||已装船:to ship an order

改变订货||变更订单:to modify an order||to make alterrations in an order 继续订货:to repeat an order

取消订货||撤消订单to cancel an order 确认订货:to confirm an order 已将订货列帐:to book an order 增加订货:to increase an order 将定货增加一倍:to duplicate an order 减少订货:to reduce an order

请求订货:to solicit an order||to invite an order 错过一次订货:to miss an order 依照某人指示:to make to order of

按照订单:as per order||as ordered||as one wishes

（二）

本月10日来函收悉，感谢贵方对... ...的订货。 We received your letter of the 10th inst., and thank you for your order for ...

贵公司5月10日来函及五部印刷机器的定单均已收到，在此表示感谢。 We are in receipt of your favour of the 10th May, with your order for five printing machines, which I herewith acknowledge with best thanks.

贵公司6月10日电报关于高级砂糖100英担定单已收到，并予以确认。 We confirm herewith your telegraphic order of the 10th June, for 100 cwt. of the best sugar.

贵公司7月10日函收悉，对此次订货，我公司表示感谢。 We acknowledge receipt of your favour of the 10th July, and thank you for the order you have given us.

对于4月10日所订机器，我们于昨天运出，请查收。 The machines ordered on the 10th April were despatched to your address yesterday.

感谢您5月5日的定单，本月已经履约，特此奉告。 In thanking you for your esteemed order of the 5th May, I inform you that it has this day been executed.

为赶5月10日开往横滨的货轮“阿苏号”，我司已货车将您所订购的货物送至伦敦码头。 The goods were forwarded to day, in our van, to the London Wharf for shipment by m.s. \fo rYokohama, sailing on 10th May.

贵公司所订的白衬衣料，本月已装上从西雅图开出的轮船“北野号”，该轮于明日（5月20日）起程，特此通知。 We have the honour to inform you that the shirtings kindly ordered were duly shipped today, by m.s. \这是不得已的事，因为当地棉花市场缺货，价格上涨，每磅约10先令至10先令半。所以对此次贵公司的订货我公司无法供应，请原谅。 We are sorry to say that the quantity of cotton at the market just now is very small and prices consequently have advanced, say to 10s. and 10 1/2d. per lb. It is, therefore, out of our power to execute your order. 由于所需印刷纸张无法解决，因此，贵公司订购我公司发行的杂志“奇闻奇事”未能安排。 Your order for a supply of our booklet \our inability to procure the necessary paper for printing.

实在对不起，由于此次贵公司的订货条件，我公司无法供应。 We regret ot say that on the terms mentioned, we find it impossible to fill same.

目前，关于此类特制品，没有存货，工厂也无法立即制造。因此，我们很担心，在接到订单后，恐怕不能保证在三个月内交货，敬请谅解。 We have none of this particular make in stock at the moment, and, owing to the great pressure at the mills, we are afraid we cannot guarantee delivery within less than three months of receipt of orders.

非常抱歉，兹因购货人已向我司撤消订单，迫使我司只好向贵公司取消这一次订货。 To my deep regret, the buyer of these goods has just cancelled the order, a fact which compels me to cancel my order with you.

很抱歉由于我司在今后一段时间内，所有货物品已完全够用，因此，不得不取消此次订货，敬请谅解。 Our requirements are now fully covered for some time to come, and we therefore greatly regret that we have to cancel our order with you.

非常遗憾地通知贵公司，因为购货人对贵公司价格500元不予确认，因此要求您取消此订单。 We are sorry to report that our buyer does not confirm this order at your price $500; we must, therefore, ask you to cancel same. 非常遗憾，我公司不得不通知，在此同一时期内，需要取消数种订单。 I regret that I have to notify you of so many orders being ceancelled at the same time.

（三） 费用:charges

免费:free of charges

买方负责费用||对方负责费用:charges forward

费用已付||卖方已付杂费:charges paid||charges prepaid 装运单据||装货单:Shipping Documents 海运提单:bill of lading (B/L) 海运保险:marine insurance policy 货物装运单||装运发票:shipping invoice 收货传票:receiving note

收货单||大副收据:mate's receipt (M/R) 领事发票:consular invoice 产地证书:certificate of origin 装船通知:shipping advice

船运公司||海运业:shipping business||shipping trade 海运费用:shipping charges||shipping expenses 运费:freight 运费率:freight rate

火车货运||货车:freight train||goods train

对方付运费||运费待收:freight forward||freight payable at destination||freight collect 运费表||运价表:freight tariff||freight list 货运船:freight vessel||cargo boat||freighter 油轮||油槽船:tanker||tanker-steamer||tank-ship 货车:freight wagon 交货||交付:delivery

到达时交货:delivery on arrival

于......轮到达时交货:to arrive per s.s. ...... 尚未下货||尚未卸船||在运途中:on passage||in transit 5月至6月交货:May/June delivery 5月至6月装船:May/June shipment 货已备妥待装运:\立即交货:immediate delivery 立即装船:immediate shipment

近日内马上交货:prompt delivery||near delivery 不久交货:future delivery||forward delivery 分期交货:part delivery 分期装运:part shipment 最后交货付清:final delivery

付清||已交清:complete delivery 交货缺少:short delivery 短装:short shipment 没有全部装上:shutout

交货期||交货时间:time of delivery 交货日期:date of delivery 交货地点:place of delivery 交货港口:port of delivery 目的地:destination

运送工具:transport||transportation 交货||交付:transfer 已装船:transmission 转运||转船:transhipment 接受到货:to accept delivery 完成交货:to complete delivery

据我公司记载, 自上笔交易以来, 我们的业务已中断了很长时间, 不知是否因为我方服务不周所致, 敬请告知。 According to our records, it has been a long time since we last had the pleasure of serving you, and we are wondering whether something has \不论收到贵方任何订单, 我均非常感谢. 确信必将如期完成, 并使贵方感到满意. We shall greatly appreciate any order that you may have for us and feel confident that it will be filled to your satisfaction.

如蒙惠顾, 请寄订单为盼. Should you think favourably of our application, kindly hand us your order-sheet.

我们相信, 近日内必能收到贵公司的试销订单, 为此恭候来函. We trust that you will favour us with a trial at an early date, and await the pleasure of hearing from you. 价格表已收到, 请尽可能迅速以铁路货运下列商品, 当不胜感激。 I have received your price-list, and shall be glad if you will send me by rail as early as possible as follows: 请送马路用, 医院用, 学校用, 以及办公室用的各种大小适当的灯, 一共 100个, 谢谢。 I shall be glad if you will let me have 100 Lamps of each of the various sizes, suitable for streets, hospitals, schools and offices.

请寄我公司在本月 5日函中所详述的抽水机三个. 其价格按照贵公司来函所定价格。 We request you to hand us the three pumps described in detail in ours of the 5th inst., at the prices fixed in your letter.

请按照贵公司提供的样品, 供应我司50吨煤炭, 谢谢。 I shall be glad if you will forward fifty tons of coal, in accordance with your sample.

（四）

开证申请人:Opener

信用证上的进口人||买方:Accredited buyer||Accredited holder||Accredited importer 开证行:Opening bank||Issuing bank 受益人:beneficiary 受领信用的人:accreditee 受领信用证的人:addressee 受雇人:user

通知银行||联系银行:Notifying bank||Advising bank||Transmitting bank 购买银行||议付行:Negotiating bank||Purchaser||Negotiating party 善意持票人:Bona fide holder 受票人::Drawee

接受银行||承兑银行:Accepting bank 保兑银行:Confirming bank

无担保信用证||不跟单信用证:clean letter of credit 押汇信用证||跟单信用证:documentary letter of credit 确认信用证||保兑信用证:confirmed letter of credit 不确认信用证||不保兑信用证:unconfirmed letter of credit 不可撤消信用证:irrevocable letter of credit 可撤消信用证:revocable letter of credit

保兑不可撤消信用证:irrevocable and confirmed credit 不保兑、不可撤消信用证:irrevocable and unconfirmed credit 不保兑、可撤消信用证:revocable and unconfirmed credit 循环信用证:circular letter of credit||revolving credit 特定信用证:restricted letter of credit 旅行信用证:traveller's letter of credit 商业信用证:commercial letter of credit 无条件信用证:\委托购买信用证:L/A letter of credit 特定授权信用证:S/A letter of credit 有条件转让信用证:ESCROW letter of credit 背对背信用证:back-to-back letter of credit 交互计算信用证:swing clause letter of credit 开出计算信用证:open account letter of credit 可转让信用证:assignable L/C 有权追索信用证:with recourse L/C 无权追索信用证:without recourse L/C 银行信用证:banker's credit||bank credit 前借信用证:packing credit 原始信用证:original credit 开立信用证:\

在银行裁决信用证:to arrange a credit with a bank 以电报开出信用证:to cable a credit 开出信用证:to issue a credit 修改信用证:to amend a credit

将信用证有效期延长:to extend a credit 增加信用证金额:to increase a credit 请求开立信用证:to take out a credit 收回信用证||撤回信用证:to revoke a credit

我们很高兴得知贵公司早于5月5日向旧金山美国银行开出信用证。我们相信日内可望收到银行通知。 We are glad to learn that you forwarded the letter of credit on May 5 to the Bandk of America in San Franceisco. We assume we shall receive an advice within a few days.

我们很高兴得知贵公司对此批订货, 已通过国家银行开出以史密斯公司为受益人,面额为 100000美元, 12月31日前有效的信用证。 We are glad to learn that you opened a credit with the National Bank, in favor of Messers. Smith & Co., for the amount of $100,000 covering the said order available till December31.

对6月6日第450号信用证, 我公司已开出面额为90,000元的汇票, 该汇票以东京银行为受益人, 付款日期为见票后60天。 We have drawn on you at 60 days' sight a draft for $90,000, under the credit No. 450 of June 6, in favor of the Tokyo Bank.

因信用证的有效期为5月31日, 希望将其有效期延长至6月10日, 并请将此情况通知你方的银行。 The expiry date of the credit being May 31, we request that you will arrange with your banker to extend it up to June 10, amendign the said credit. 修改信用证:amendent to an L/C

更改一部分:partial amendment||whole amendment 更改全部:whole amendment

更改信用证||修改信用证:to amend an L/C 做如下更改||做如下修改:to amend as follows 更改:to make an amendment

建议更改::to propose an amendment 执行更改::to introduce an amendment

提出更改信用证的建议:to suggest an amendment to an L/C

商业信用证更改已通知:Amendment of the commercial credit was advised.

请通知受益人, 我们对第1200号信用证中, 5箱更改为10箱, 其余部分不变。 Please advise the beneficiaries that we shall amend the Credit No.1200 to read ten boxes of the articles instead o f5 boxes, otherwise unchanged.

烦请通知买方, 我们将信用证内C&F纽约更改为买方负担运费。 Kindly notify the buyers that we shall make an amendment in the L/C freight collect instead of C&F New York. 本函仅为信用证修改通知书，并非证实书。 This is solely an advice of amendment of the L/C and not constitute a Confirmation of the message.

第十八节 销售 Sale （一）

Your T shirts can find a ready market in the eastern part of our country. 贵国的T恤在我国东部市场很畅销。

We all understand that Chinese shippers are very popular in your market on account of their superior quality and competitive price.

我们都知道中国拖鞋因价廉物美而畅销于你方市场。 This product has been a best seller for nearly one year.

该货成为畅销货已经将近1年了。 There is a good market for these articles. 这些商品畅销。 There is a poor market for these articles. 这些商品滞销。 There is no market for these articles. 这些商品无销路。 Your bicycles find a ready market here.

你们的自行车在此地销路很好。 They talked over at great length the matter of how to increase the sale of your products.

他们详细地讨论了怎样增加你方产品的销售。 Please furnish us with more information from time to time so that we may find outlets for our stationery.

由于对此货物的需求将不断增加，请提前补充货源。 They are doing their utmost to open up an outlet.

他们正在尽最大努力以打开销路。 Our demand for this product is steadily on the increase. 我们对该产品的需求正在稳步地增长。 We are sure that you can sell more this year according to the marketing conditions at your end.

根据你地的市场情况，我们确信今年你们有望销得更好。 Packing has a close bearing on sales. 包装对产品的销路有很大关系。 We are trying to find a market for this article. 我们正在努力为此项商品找销路。 We regret we cannot find any market for this article. 我们很抱歉不能为此项商品找到销路。 According to our experience, these handicrafts can find a ready market in Japan.

根据我们的经验，这些手工艺品在日本销路很好。 We can discuss further details when you have a thorough knowledge of the marketing possibilities of our products.

等你们全面了解我们产品销售可能性之后，我们再进一步细谈。 According to your estimate, what is the maximum annual turnover you could fulfill?

据你估计，你能完成的最大年销售量是多少呢？ The market situation is not known to us. 我们还不了解市场情况。 Your market still has great potential. 你们的市场仍有很大潜力。 There are only a few unsold pieces. Words and Phrases salable 畅销的 popular 有销路的 find a market 销售 selling line 销路

trial sale, test sale, test market 试销 salable goods 畅销货 popular goods 快货

the best selling line (the best seller) 热门货 to find (have) a ready market 有销路，畅销 to have a strong footing in a market 很有销路 good market 畅销 poor(no) market 滞销 goods that sell well 畅销货 sell like wild fire 畅销，销得很快 （二）

Promoting the sale of your suits has proved successful. 推销你们的西装还很顺利。 There appear to be no difficulty in marketing these products. 在市场上推销这些产品似乎没有什么困难。

We learn that you have years of experience in pushing the sale of porcelain products. 我们得知你们在推销瓷器方面很有经验。

Meanwhile, we should like to know your plan to push the sale of our products. 同时，我们很想了解你方推销我们产品的计划。

You are experienced in promoting the sale of our craft paper. 你方在推销我们的牛皮纸

方面很有经验。

I can assure you we've spared no effort and spent quite a sum of money in pushing the sales of your products. 我可以向你保证在推销你方产品时，我们从没放松努力，并且动用了大量的资金。

We've spared no effort in promoting the sale of your products. 我们为推销你们的产品是竭尽全力的。

Our salesmen have worked hard to push the sale of your products here, there and everywhere. 我们几个推销员努力工作，四处奔走。

Thanks for all the work you've done to promote the sale of our products. 感谢您为推销我们的产品所作的努力。 Words and Phrases

selling techniques 推销技术

selling and administrative expense 推销及管理费用 selling concept 推销观点 Additional Words and Phrases selling 卖的；出售的；销路好的 sell 卖；销售；有销路

sales agent 代销人；销售代理商

sell at a bargain, sell at a profit 廉价出售 sell goods at a high figure 高价出售 sellers' market 卖方市场 buyers' market 买方市场 selling price 售价，时价 selling season 销售季节

marketing mix 销售综合方法，销售策略 marketing establishment 销售企业，销售公司 consumer media 销售方面的宣传工具

sales person 推销员，售货员（包括男、女） salesman 售货员

saleslady, salesgirl, saleswoman （口语）女售货员 sales clerk 男（女）售货员（美国口语） marketing managers 推销经理 market test 销售实验 dumping 倾销

sporadic dumping 偶尔倾销，非持久性倾销 predatory dumping 掠夺性倾销

International Dumping Code 国际反倾销法 marketing system 销售体系

a company's marketing program 一家公司的销售计划 sales promotion 促销

marketing strategies 销售策略 market segmentation 市场分割 selling cost 销售成本 selling expense 销售费用

selling operation 销售业务 selling profit 销售利润

第十九节 最常用商务口语

1 I've come to make sure that your stay in Beijing is a pleasant one. 我特地为你们安排使你们在北京的逗留愉快。

2 You're going out of your way for us, I believe. 我相信这是对我们的特殊照顾了。 3 It's just the matter of the schedule,that is,if it is convenient of you right now. 如果你们感到方便的话，我想现在讨论一下日程安排的问题。

4 I think we can draw up a tentative plan now. 我认为现在可以先草拟一具临时方案。 5 If he wants to make any changes,minor alternations can be made then. 如果他有什么意见的话，我们还可以对计划稍加修改。

6 Is there any way of ensuring we'll have enough time for our talks? 我们是否能保证有充足的时间来谈判？

7 So our evenings will be quite full then? 那么我们的活动在晚上也安排满了吗？ 8 We'll leave some evenings free,that is,if it is all right with you. 如果你们愿意的话，我们想留几个晚上供你们自由支配。

9 We'd have to compare notes on what we've discussed during the day. 我们想用点时间来研究讨论一下白天谈判的情况。

10 That'll put us both in the picture. 这样双方都能了解全面的情况。

11 Then we'd have some ideas of what you'll be needing 那么我们就会心中有点儿数，知道你们需要什么了。

12 I can't say for certain off-hand. 我还不能马上说定。

13 Better have something we can get our hands on rather than just spend all our time talking. 有些实际材料拿到手总比坐着闲聊强。

14 It'll be easier for us to get down to facts then. 这样就容易进行实质性的谈判了。 15 But wouldn't you like to spend an extra day or two here? 你们不愿意在北京多待一天吗？

16 I'm afraid that won't be possible,much as we'd like to. 尽管我们很想这样做，但恐怕不行了。

17 We've got to report back to the head office. 我们还要回去向总部汇报情况呢。 18 Thank you for you cooperation. 谢谢你们的合作。

19 We've arranged our schedule without any trouble. 我们已经很顺利地把活动日程安排好了。

20 Here is a copy of itinerary we have worked out for you and your friends.Would you please have a look at it? 这是我们为你和你的朋友拟定的活动日程安排。请过目一下，好吗？ 21 If you have any questions on the details， feel free to ask. 如果对某些细节有意见的话，请提出来。

22 I can see you have put a lot of time into it. 我相信你在制定这个计划上一定花了不少精力吧。

23 We really wish you'll have a pleasant stay here. 我们真诚地希望你们在这里过得愉快。 24 I wonder if it is possible to arrange shopping for us. 我想能否在我们访问结束时为

我们安排一点时间购物。

25 Welcome to our factory. 欢迎到我们工厂来。

26 I've been looking forward to visiting your factory. 我一直都盼望着参观贵厂。 27 You'll know our products better after this visit. 参观后您会对我们的产品有更深的了解。

28 Maybe we could start with the Designing Department. 也许我们可以先参观一下设计部门。

29 Then we could look at the production line. 然后我们再去看看生产线。 30 These drawings on the wall are process sheets. 墙上的图表是工艺流程表。

31 They describe how each process goes on to the next. 表述着每道工艺间的衔接情况。 32 We are running on two shifts. 我们实行的工作是两班倒。

33 Almost every process is computerized. 几乎每一道工艺都是由电脑控制的。

34 The efficiency is greatly raised,and the intensity of labor is decreased. 工作效率大大地提高了，而劳动强度却降低了。

35 All produets have to go through five checks in the whole process. 所有产品在整个生产过程中得通过五道质量检查关。

36 We believe that the quality is the soul of an enterprise. 我们认为质量是一个企业的灵魂。

37 Therefore,we always put quality as the first consideration. 因而，我们总是把质量放在第一位来考虑。

38 Quality is even more important than quantity. 质量比数量更为重要。 39 I hope my visit does not cause you too much trouble. 我希望这次来参观没有给你们增添太多的麻烦。

40 Do we have to wear the helmets? 我们得戴上防护帽吗？

41 Is the production line fully automatic? 生产线是全自动的吗？

42 What kind of quality control do you have? 你们用什么办法来控制质量呢？

43 All products have to pass strict inspection before they go out. 所有产品出厂前必须要经过严格检查。

44 What's your general impression,may I ask? 不知您对我们厂总的印象如何？ 45 I'm impressed by your approach to business. 你们经营业务的方法给我留下了很深的印象。

46 The product gives you an edge over your competitors,I guess. 我认为你们的产品可以使你们胜过竞争对手。

47 No one can match us so far as quality is concerned. 就质量而言，没有任何厂家能和我们相比。

48 I think we may be able to work together in the future. 我想也许将来我们可以合作。 49 We are thinking of expanding into the Chinese market. 我们想把生意扩大到中国市场。 50 The purpose of my coming here is to inquire about possibilities of establishing trade relations with your company. 我此行的目的正是想探询与贵公司建立贸易关系的可能性。 51 We would be glad to start business with you. 我们很高兴能与贵公司建立贸易往来。 52 I'd appreciate your kind consideration in the coming negotiation. 洽谈中请你们多加关照。

53 We are happy to be of help. 我们十分乐意帮助。

54 I can assure you of our close cooperation. 我保证通力合作。

55 Would it be possible for me to have a closer look at your samples? 可以让我参观一下你们的产品陈列室吗？

56 It will take me several hours if I really look at everything. 如果全部参观的话，那得需要好几个小时。

57 You may be interested in only some of the items. 你也许对某些产品感兴趣。 58 I can just have a glance at the rest. 剩下的部分我粗略地看一下就可以了。 59 They've met with great favor home and abroad. 这些产品在国内外很受欢迎。 60 All these articles are best selling lines. 所有这些产品都是我们的畅销货。 61 Your desire coincides with ours. 我们双方的愿望都是一致的。 62 No wonder you're so experienced. 怪不得你这么有经验。

63 Textile business has become more and more difficult since the competition grew. 随着竞争的加剧，纺织品贸易越来越难做了。

64 Could I have your latest catalogues or something that tells me about your company? 可以给我一些贵公司最近的商品价格目录表或者一些有关说明资料吗？ 65 At what time can we work out a deal? 我们什么时候洽谈生意？

66 I hope to conclude some business with you. 我希望能与贵公司建立贸易关系。 67 We also hope to expand our business with you. 我们也希望与贵公司扩大贸易往来。 68 This is our common desire. 这是我们的共同愿望。

69 I think you probably know China has adopted a flexible policy in her foreign trade. 我想你也许已经了解到中国在对外贸易中采取了灵活的政策。

70 I've read about it,but I'd like to know more about it. 我已经知道了一点儿，但我还想多了解一些。

71 Seeing is believing. 百闻不如一见。

72 I would like to present our comments in the following order. 我希望能依照以下的顺序提出我们的看法。

73 First of all, I will outline the characteristics of our product. 首先我将简略说明我们商品的特性。

74 When I present my views on the competitive products, I will refer to the patent situation. 专利的情况会在说明竞争产品时一并提出。

75 Please proceed with your presentation. 请开始你的简报。

76 Yes, we have been interested in new system. 是的，我们对新系统很感兴趣。 77 Has your company done any research in this field? 请问贵公司对此范畴做了任何研究吗？

78 Yes, we have done a little. But we have just started and have nothing to show you. 有，我们做了一些，但是因为我们才刚起步，并没有任何资料可以提供给你们。

79 If you are interested, I will prepare a list of them. 如果您感兴趣的话，我可以列表让你参考。

80 By the way, before leaving this subject, I would like to add a few comments. 在结束这个问题之前顺便一提，我希望能再提出一些看法。

81 I would like to ask you a favor. 我可以提出一个要求吗？

82 Would you let me know your fax number? 可以告诉我您的传真机号码吗？

83 Would it be too much to ask you to respond to my question by tomorrow? 可以请你在明天以前回复吗？

84 Could you consider accepting our counterproposal? 你能考虑接受我们的反对案吗？

85 I would really appreciate your persuading your management. 如果你能说服经营团队，我会很感激。

86 I would like to suggest that we take a coffee break. 我建议我们休息一下喝杯咖啡。 87 Maybe we should hold off until we have covered item B on our agenda. 也许我们应该先谈论完B项议题。

88 As a matter of fact, we would like to discuss internally regarding item B. 事实上，我们希望可以先内部讨论B项议题。

89 May I propose that we break for coffee now? 我可以提议休息一下，喝杯咖啡吗？ 90 If you insist, I will comply with your request. 如果你坚持，我们会遵照你的要求。 91 We must stress that these payment terms are very important to us. 我们必须强调这些付款条件对我们很重要。

92 Please be aware that this is a crucial issue to us. 请了解这一点对我们至关重要。 93 I don't know whether you realize it, but this condition is essential to us. 我不知道你是否了解，但是，这个条件对我们是必要的。

94 Our policy is not to grant exclusivity. 我们的方针是不授与专卖权。 95 There should always be exceptions to the rule. 凡事总有例外。

96 I would not waste my time pursuing that. 如果是我的话，不会将时间浪费在这里。 97 Would you care to answer my question on the warranty? 你可以回答我有关保证的问题吗？

98 I don't know whether you care to answer right away. 我不知道你是否愿意立即回答。 99 I have to raise some issues which may be embarrassing. 我必须提出一些比较尴尬的问题。

100 Sorry, but could you kindly repeat what you just said? 抱歉，你可以重复刚刚所说的吗？

第二十节 运输常用语句

We arrange shipments to any part of the world. 我们承揽去世界各地的货物运输。 From what Ive heard youre ready well up in shipping work. 据我所知，您对运输工作很在行。

What is your specific transport requirement? 你们需要的运输条件是什么？

It will cause a lot of problems in our transportation. 这将给我们的运输带来很多问题。 The two sides finally reached an agreement on the mode of transportation. 双方就运输方式达成了协议。

Today lets discuss the mode of transportation of the steel we ordered. 今天我们就谈谈关于钢材的运输方式吧。

How do you usually move your machines? 你们出口机器习惯使用哪种运输方式？ The goods are now in transit. 此批货物正在运输途中。 Do you do any chartering? 你们租船吗？

A part of the goods were damaged in transit. 一部分货物在运输途中受损。

Transport by sea is the most important mode of transportation in the world today. 海运是目前世界上最重要的一种运输方式。

Please have the goods transported by air. 请空运此批货。

We dont think it is proper to transport the goods by railway. 我们认为此货不适合用铁路运输。

You may have some difficulties in arranging railway transportation, I guess. 我猜你们安排铁路运输有困难。

If the goods are to be transshipped from one means of transportation to another during the course of the entire voyage, its called \如果货物在运输途中交换交通工具，这便是\联运\。

We think it necessary to move the articles by way of combined transportation. 我们认为联运货物十分必要。

Its simpler and cheaper for both of us to arrange multimodal combined transportation. 安排联运对我们双方都既简单又经济。

Freight for shipment from Shanghai to Hongkong is to be charged to your account. 从上海到香港的运费由贵方负担。

The bill of lading should be marked as \提单上应该注明\运费预付\字样。

Well send you by air a full set of non-negotiable documents immediately after the goods are loaded. 货一发运，我们就寄给你方一套单据副本。

when the goods have been loaded, you can get the B/L signed by the master of the vessel. 货装上船后，你可以得到由船长签字的提单。

Well send you two sets of the Shipped, Clean Bill of Lading. 我们将寄送两套已装运清洁提单。

第二十一节 装运之英汉互译

The shipment has arrived in good condition. 运到之货情况良好。

I hope youll be entirely satisfied with this initial shipment. 我希望您能对第一批货感到满意。

Please exercise better care with future shipments. 对今后装运的货，请多加注意。 Can last shipment be duplicated? 上次装运的货能再卖一批吗？

Well send vessels to pick up the cargo at Huangpu. 我们将派船只在黄埔装运。 We can get preferential duty rates when we ship to the U.S.A. 我们能在货物装运到美国时获得优惠税率。

Can our order of 100 cars be shipped as soon as possible? 我们订的100辆小汽车能尽快装运吗？

The order No. 105 is so urgently required that we have to ask you to speed up shipment. 第105号订单所订货物我们要急用，请你们加快装船速度。

Could you possibly effect shipment more promptly? 你们能不能提前一点交货呢？ If shipment were effected from Hong Kong, we could receive the goods much earlier. 如果在香港交货，我们可以更早些收到货物。

Could you do something to advance your shipment? 你们能不能设法提前交货？

Im sorry to tell you that we are unable to give you a definite date of shipment for the time being. 很抱歉，现在我们还无法告诉您确切的装船日期。

After shipment, it will be altogether four to five weeks before the goods can reach our

retailers. 从交货到零售商收到货物总共需要4至5个星期。

We assure you that shipment will be made no later than the first half of April. 请您放心，我们交货期不会迟于4月份上半月。

Wed better have a brief talk about the loading port. 我们最好能就装运港问题简短地谈一谈。

We are always willing to choose the big ports as the loading ports. 我们总希望用较大的港口作为装运港。

Shall we have a talk on the port of discharge this afternoon? 咱们今天下午是不是谈谈卸货港的问题？

He exchanged views on the choice of the unloading port with Mr. Smith. 他和史密斯先生就选择卸货港问题交换了意见。

Sometimes, we have to make a transshipment because there is no suitable loading port in the producing country. 有时因为在生产国找不到合适的装港，我们不得不转船。 In case of transhipment, we have to pay extra transportation charges. 货物如果转运，我们得多付运费。

Partial shipment is allowed. 允许分批装运。

We must have the goods here in September for reshipment. 货物必须9月份到达此地以便再转运。

to make delivery of the goods 交货 to take delivery of the goods 提货 transshipment (T.S.) 转运 to tranship (transship) 转运 transhipment permited 允许转运 transhipment prohibited 不许转运 transit shipment 转运，中转 transhipment on route 中途转运 transhipment to be allowed 准许转运 partial shipment 分批装运

第二十二节 商品检验中英互译

Shall we take up the question of inspection today? 今天咱们讨论商品检验问题吧。 As an integral part of the contract, the inspection of goods has its special importance. 作为合同里的一个组成部分，商品检验具有特殊的重要性。

The exporters have the right to inspect the export goods before delivery to the shipping line. 出口商在向船运公司托运前有权检验商品。

The inspection should be completed within a month after the arrival of the goods. 商品检验工作在到货后一个月内完成。

Im worried that there might be some disputes over the results of inspection. 我担心对商检的结果会发生争议。

Where do you wish to reinspect the goods? 您希望在哪里复验商品？

The importers have the right to reinspect the goods after their arrival. 进口商在货到后有权复验商品。

Its very complicated to have the goods reinspected and tested. 这批货测试和复验起来比较复杂。

What if the results from the inspection and the reinspection do not coincide with each other? 如果检验和复验的结果有出入该怎么办呢？

Who issues the inspection certificate in case the quality do not confirm to the contract? 如果货物的质量与合同不符，由谁出具检验证明书呢？

The certificate will be issued by China Import and Export Commodity Inspection Bureau or by any of its branches. 检验证明书将由中国进出口商品检验局或其分支机构出具。 As a rule, our certificate is made out in Chinese and English. 通常证明书是用中文和英文开具的。

Our Inspection Bureau will issue a Veterinary Inspection Certificate to show that the shipment is in conformity with export standards. 商检局将出具动物检疫证明书以证明货物符合出口标准。

We have the best surveyor, China Import and Export Commodity Inspection Bureau. 我们有最好的公证行，即中国进出口商品检验局。

Mr. Black is talking with the Chinese importer about inspecting the goods. 布莱克先生与中方进口商就商品检验问题进行洽谈。

How should we define the inspection rights? 商检的权力怎样加以明确呢？

Well accept the goods only if the results from the two inspections are identical with each other. 如果双方的检测结果一致，我们就收货。

Our certificates are made valid by means of the official seal and personal chop of the commissioner. 我们的证明书以盖公章和局长签字为有效。

Our goods must be up to export standards before the Inspection Bureau releases them. 我们的货物只有在符合出口标准后，商检局才予以放行。

Whats the time limit for the reinspection? 复验的时限是什么时候？ inspection of commodity 商品检验 reinspect 复验

to coincide with 与??相符 be in conformity with 与??一致 be identical with 与??一致 Inspection Certificate 检验证明 surveyor 检验行，公证行

第二十三节 打商务电话

Making a business call

Jenny : Hi, Mr Lao assigns me to help you understand the thrust of our business, Lily Li.

Lily Li : Cool! Please bring me up to speed so I can help ASAP (abbr. as soon as possible). Jenny : One thing at a time. Don't want to get the cart before horse. Lily Li : Stop pulling my leg. I just want to get down to business.

Jenny : You should check out our product catalogue and the sales files, they should clue you in on where our business is.

Lily Li : All right.

Jenny : By the way, could you make calls from this list? I assume they are potential buyers. Please get the scoop of those companies, such as company structures, who is responsible for the equipment purchasing and so on and so forth. Be sure to get the name and phone no of PICs (Person in Charge). Get it? Lily Li : Yeah, no problem............................

Lily Li : \this ......(customer company name)?\ Operator: \

Lily Li : \want to set up a business relationship with you, who should I talk to?

Operator: \ Lily Li : \

Operator: \ Lily Li : \译文: 打商务电话

珍 尼： 嘿李莉丽，刘先生让我帮助你尽快熟悉公司业务。 李莉丽： 太好了！快点让我接触业务吧。 珍 尼： 我们得一件一件来。你不可能急于求成。 李莉丽： 别开我玩笑了。我只想早些熟悉工作。

珍 尼： 我想你该从公司的产品清单和所有的销售档案着手，这样你会对我们的公司业务会有大体了解。 李莉丽： 好的。

珍 尼： 另外，你能按照这份名单打电话吗？我认为他们有可能购买产品。请你询问一下这些公司的大致情况，比如说公司的结构，谁是购买设备的负责人等等。记住要到负责人的姓名和电话等等，明白了吗？

李莉丽： 明白了。 ????.

李莉丽： \早上好，我是......(你的公司名称)的李莉丽，这里是......(客户的公司名称)吗？\

接线员： \是的，请讲。\

李莉丽： \我们......(你的公司名称)......产品的授权经销商，我们想与贵单位建立业务关系，请问该和哪一位谈这件事？\

接线员： \我认为您可以与......先生联系，他是我们的业务拓展经理。\ 李莉丽： \我可以知道他的电话吗？\

接线员： \他的直线是......，我也可以马上给您接过去。\ 李莉丽： \请给我接过去，谢谢。\

第二十四节 商务谈判简要实例

（一）

Business Negotiation

A The seller: Miss Li representing Huaxin Trading Company Limited B The buyer: Mr. Huang representing James Brown & Sons

A: Good morning, Mr. Huang. Glad to meet you.

B: Good morning, Miss Li. Glad to meet you, too. It is my first time to visit Shanghai. Shanghai has been known to me as an interaction port city before I came here. A: We always take attention to establish business relations with the new clients in other countries. I wish we will have a good time this morning.

B: I come here to visit you hoping to have a discussion with you on the purchase of your HX Series chinaware.

A: Which Art. No. are you interested in? B: HX1115 and HX1128.

A: Which price terms do you prefer, FOB, CFR, or CIF? B: CIF.

A: The price of HX1115 is USD 24.19 per set CIF Toronto. The price of HX1128 is USD 14.93 per set CIF Toronto. It is understood that the above prices are net, without any commission.

B: I am afraid it goes against the usual commercial practice not to allow a commission. A: We are prepared to grant you a 5% commission. 442 sets of HX1115 at the price of USD 24.68 per set CIFC5 Toronto; 338 sets of HX1128 at the price of USD 15.23 per set CIFC5 Toronto.

B: I’m afraid your prices appear unworkable.

A: I am assuring you that our prices are most favorable. A trial sale will unvoiced you of my words.

B: Unless the prices could match with the market level, it is difficult to persuade customers to purchase with you. In order to conclude the transaction, I think you should reduce your price to USD 23.00 per set of HX1115. Will you consider cutting down your price to USD 14.20 per set of HX1128.

A: As the raw material has advanced by 10% during the last few months and the prices are going up, owing to the rise in the cost of raw materials. We can’t accept this prices. B: I think it unwise for both of us to insist on his own prices. Can we each make some concession, say, the price of HX1115 is USD 23.50 per set CIFC5 Toronto; the price of HX1128 is USD 14.50 CIFC5 Toronto?

A: If we accept your prices, we will not leave a little of margin of profit. B: I am afraid we have to call the whole deal off if you still insist on your original quotation.

A: Well for friendship’s sake, we are prepared to make a 5% reduction if your order is big enough. Our minimum quantity is a 20’ container for each article. B: Our quantities are 542 sets of HX1115 and 438 sets of HX1128. A: OK.

B: Shall we have a talk about terms of payment now?

A: Our usual payment terms are by confirmed, irrevocable L/C payable by sight draft against presentation of shipping documents and to reach us 30 days before the month of shipment.

B: To open an L/C will cause us a great deal of difficult. It’s expensive to open an L/C and ties up the capital of a company like ours. So it’s better for us to adopt D/P or D/A.

A: L/C at sight is our usual payment terms.

B: It is better for us to adopt D/P at sight than L/C at sight.

A: We have never granted D/P terms to any new clients. So we hope you can accept the L/C terms. After several smooth transactions, we can try other terms.

B: We can’t help it if you insist requiring payment by L/C at sight. By the way, what cover will you take out?

A: The insurance is to be covered by us for 110% of invoice value against WPA Clash & Breakage and War Risks as per the Ocean Marine Cargo Clauses of PICC (1981.1.1). B: All right. How would you pack the goods?

A: HX1115 is to be packed in cartons of one set each. HX1128 is to be packed in cases of one set each, two cases to a carton.

B: I hope the packing will be attractive. Nice packing helps find a market. Please give special attention to the packing or the goods could be damaged in transit. A: All right.

B: When is shipment to be made?

A: Shipment is to be made before or on April 30, 1998.

B: We have to point out that the goods are not allowing partial shipment. A: OK. By the way, what are the Ports of Shipment & Destination? B: Shanghai and Toronto.

A: I’m glad we have brought this transaction to a successful conclusion and hope this will be the forerunner of other business in the future.

B: All right. I accept your offer of 542 sets of HX1115 at the price of USD 23.50 per set, and 438 sets of HX1128 at the price of USD 14.50 per set. Shipment is to be made no later than April 30, 1998 after receipt of L/C and not allowing partial shipment. The Ports of Shipment & Destination are from Shanghai to Toronto. HX1115 is to be packed in cartons of one set each and HX1128 is to be packed in cases of one set each, two cases to a carton. The payment terms are by L/C at sight. Insurance is to be covered by you for 110% of invoice value against WPA Clash & Breakage and War Risks as per the Ocean Marine Cargo Clauses of PICC (1981.1.1).

A: That’s right. I will get the Sales Confirmation ready tomorrow for your signature. Would it be convenient for you to come again tomorrow morning?

B: OK. We expect to find a good market for your goods and hope to place further and large orders with you in the near future. See you tomorrow morning. A: See you. （二）

Business Negotiation

A The seller: Miss Li representing Huaxin Trading Company Limited B The buyer: Mr. Huang representing James Brown & Sons

A: Good morning, Mr. Huang. Glad to meet you.

B: Good morning, Miss Li. Glad to meet you, too. It is my first time to visit Shanghai. Shanghai has been known to me as an interaction port city before I came here. A: We always take attention to establish business relations with the new clients in other countries. I wish we will have a good time this morning.

B: I come here to visit you hoping to have a discussion with you on the purchase of your HX Series chinaware.

A: Which Art. No. are you interested in? B: HX1115 and HX1128.

A: Which price terms do you prefer, FOB, CFR, or CIF? B: CIF.

A: The price of HX1115 is USD 24.19 per set CIF Toronto. The price of HX1128 is USD 14.93 per set CIF Toronto. It is understood that the above prices are net, without any commission.

B: I am afraid it goes against the usual commercial practice not to allow a commission. A: We are prepared to grant you a 5% commission. 442 sets of HX1115 at the price of USD 24.68 per set CIFC5 Toronto; 338 sets of HX1128 at the price of USD 15.23 per set CIFC5 Toronto.

B: I’m afraid your prices appear unworkable.

A: I am assuring you that our prices are most favorable. A trial sale will unvoiced you of my words.

B: Unless the prices could match with the market level, it is difficult to persuade customers to purchase with you. In order to conclude the transaction, I think you should reduce your price to USD 23.00 per set of HX1115. Will you consider cutting down your price to USD 14.20 per set of HX1128.

A: As the raw material has advanced by 10% during the last few months and the prices are going up, owing to the rise in the cost of raw materials. We can’t accept this prices. B: I think it unwise for both of us to insist on his own prices. Can we each make some concession, say, the price of HX1115 is USD 23.50 per set CIFC5 Toronto; the price of HX1128 is USD 14.50 CIFC5 Toronto?

A: If we accept your prices, we will not leave a little of margin of profit. B: I am afraid we have to call the whole deal off if you still insist on your original quotation.

A: Well for friendship’s sake, we are prepared to make a 5% reduction if your order is big enough. Our minimum quantity is a 20’ container for each article. B: Our quantities are 542 sets of HX1115 and 438 sets of HX1128. A: OK.

B: Shall we have a talk about terms of payment now?

A: Our usual payment terms are by confirmed, irrevocable L/C payable by sight draft against presentation of shipping documents and to reach us 30 days before the month of shipment.

B: To open an L/C will cause us a great deal of difficult. It’s expensive to open an L/C and ties up the capital of a company like ours. So it’s better for us to adopt D/P or D/A.

A: L/C at sight is our usual payment terms.

B: It is better for us to adopt D/P at sight than L/C at sight.

A: We have never granted D/P terms to any new clients. So we hope you can accept the L/C terms. After several smooth transactions, we can try other terms.

B: We can’t help it if you insist requiring payment by L/C at sight. By the way, what

cover will you take out?

A: The insurance is to be covered by us for 110% of invoice value against WPA Clash & Breakage and War Risks as per the Ocean Marine Cargo Clauses of PICC (1981.1.1). B: All right. How would you pack the goods?

A: HX1115 is to be packed in cartons of one set each. HX1128 is to be packed in cases of one set each, two cases to a carton.

B: I hope the packing will be attractive. Nice packing helps find a market. Please give special attention to the packing or the goods could be damaged in transit. A: All right.

B: When is shipment to be made?

A: Shipment is to be made before or on April 30, 1998.

B: We have to point out that the goods are not allowing partial shipment. A: OK. By the way, what are the Ports of Shipment & Destination? B: Shanghai and Toronto.

A: I’m glad we have brought this transaction to a successful conclusion and hope this will be the forerunner of other business in the future.

B: All right. I accept your offer of 542 sets of HX1115 at the price of USD 23.50 per set, and 438 sets of HX1128 at the price of USD 14.50 per set. Shipment is to be made no later than April 30, 1998 after receipt of L/C and not allowing partial shipment. The Ports of Shipment & Destination are from Shanghai to Toronto. HX1115 is to be packed in cartons of one set each and HX1128 is to be packed in cases of one set each, two cases to a carton. The payment terms are by L/C at sight. Insurance is to be covered by you for 110% of invoice value against WPA Clash & Breakage and War Risks as per the Ocean Marine Cargo Clauses of PICC (1981.1.1).

A: That’s right. I will get the Sales Confirmation ready tomorrow for your signature. Would it be convenient for you to come again tomorrow morning?

B: OK. We expect to find a good market for your goods and hope to place further and large orders with you in the near future. See you tomorrow morning. A: See you.

第二十五节 用简单英语谈生意--介绍、约会与参观

谈“生意”才是目的，“说英语”只不过是一种手段；如果用简单英语就可以达到目的，就完全没有必要说得那么复杂，那么辛苦！！只要生意能谈成，手段似乎没有予以复杂化的必要-应该愈简单愈好。《用简单英语谈生意》EZ Business Talk 就是教您如何用简单美语（初中英语程度）来处理错综复杂的生意?? 介绍篇:

1) A: I don‘t believe we‘ve met. B: No, I don‘t think we have. A: My name is Chen Sung-lim.

B: How do you do? My name is Fred Smith. A: 我们以前没有见过吧？

B：我想没有。 A：我叫陈松林。

B：您好，我是弗雷德·史蜜斯。 2) A: Here‘s my name card. B: And here‘s mine.

A: It‘s nice to finally meet you. B: And I‘m glad to meet you, too. A: 这是我的名片。 B: 这是我的。

A: 很高兴终于与你见面了。 B: 我也很高兴见到你。

3) A: Is that the office manager over there? B: Yes, it is,

A: I haven‘t met him yet. B: I‘ll introduce him to you . A:在那边的那位是经理吧？ B:是啊。 A:我还没见过他。 B:那么，我来介绍你认识。 4) A: Do you have a calling card ? B: Yes , right here. A: Here‘s one of mine. B: Thanks. A:您有名片吗？ B:有的，就在这儿。 A:喏，这是我的。 B:谢谢。

5) A: Will you introduce me to the new purchasing agent? B: Haven‘t you met yet? A: No, we haven‘t. B: I‘ll be glad to do it. A:请替我引介新来负责采购的人好吗？ B:你们还没见面吗？ A:嗯，没有。 B:我乐意为你们介绍。 6) A: I‘ll call you next week. B: Do you know my number? A: No, I don‘t.

B: It‘s right here on my card. A:我下个星期会打电话给你。 B:你知道我的号码吗？ A:不知道。 B:就在我的名片上。

7) A: Have we been introduced?

B: No, I don‘t think we have been A: My name is Wong. B: And I‘m Jack Smith. A:对不起，我们彼此介绍过了吗？ B:不，我想没有。 A:我姓王。

B:我叫杰克·史密斯。 8) A: Is this Mr. Jones? B: Yes, that‘s right.

A: I‘m just calling to introduce myself. My name is Tang. B: I‘m glad to meet you, Mr. Tang. A:是琼斯先生吗？ B:是的。

A:我打电话是向您作自我介绍，我姓唐。 B:很高兴认识你，唐先生。

9) A: I have a letter of introduction here. B: Your name, please？ A: It‘s David Chou.

B: Oh, yes, Mr. Chou. We‘ve been looking forward to this. A:我这儿有一封介绍信。 B:请问贵姓大名？ A:周大卫。

B:啊，周先生，我们一直在等着您来。

10) A: I‘ll call you if you give me a name card. B: I‘m sorry, but I don‘t have any with me now. A: Just tell me your number, in that case. B: It‘s 322-5879.

A:给我一张名片吧,我会打电话给你.。 B:真抱歉,我现在身上没带。

A:这样子，那就告诉我你的电话号码好了。 B:322-5879。

约会篇:

11) A: Do you have some time tomorrow? B: Yes, I do.

A: How about having lunch with me? B: Good idea. A:明天有空吧? B:有啊。

A:一起吃顿中饭怎样？ B:好主意。

12) A: If you‘re free, how about lunch? B: When did you have in mind? A: I was thinking about Thursday?

B: That will be fine with me. A:有空的话一起吃顿中饭如何？ B:你想什么时候呢？ A:我看星期四怎样？ B:没问题。

13) A: I‘m calling to see if you would like to have lunch tomorrow. B: I‘m sorry, but this week isn‘t very convenient for me. A: Perhaps we van make it later. B: That would be better.

A:我打电话给你，是想知道明天一起吃顿中饭怎样？ B:对不起，这个星期我都不方便。 A:那么，也许改天吧。 B:好啊。

14) A: I‘m calling to confirm our luncheon appointment. B: It‘s tomorrow at twelve o‘clock, right? A: Yes, that‘s right. B: I‘ll be there.

A:我打电话来，是想确定一下我们约好吃饭的事。 B:是明天12点吧？ A:是的，没错。 B:我会去的。

15) A: I‘m sorry, but I have to cancel out luncheon appointment. B: I‘m sorry to hear that.

A: I have pressing business to attend to . B: No problem. we‘ll make it later in the month . A:真抱歉，不过我不得不取消我们午餐的约会。 B:真遗憾。

A:我有紧急的事情要处理。 B:没关系，这个月改天再说吧。

16) A: I need to change the time we meet for lunch. B: What time would be good for you? A: I‘ll be about half an hour late. B: Good, I‘ll see you there at 12:30. A:我需要更改我们见面吃午饭的时间。 B:什么时间你合适呢？ A:我大概要慢半个小时。

B:好的，十二点我会在那儿与你碰面。 17) A: I‘ll get the check. B: No, let me pay this time. A: No, I insist.

B: Well, thank you very much. A:我来付帐。 B:不，这次由我付。 A:不，还是我来。

B:好吧，那就谢谢你啦?

18) A: This lunch is on me today, B: I think you got it last time. A: It‘s my pleasure. B: That‘s very nice of you. A:今天这顿饭算我请客。 B:我记得上回也是你请的。 A:我请得心里高兴。 B:既然这样，那就多谢了。 19) A: Shall we split the check. B: Why don‘t you let me pick it up. A: Oh, that‘s not necessary.

B: I know it‘s not necessary. I want to do it. A:大家分摊吧？ B:就让我来付帐好了。 A:啊，不必这样。

B:我知道不必这样，可是我愿付。 20) A: I really enjoyed the lunch. B: Yes, let‘s do it again real soon. A: I‘ll be back in town next month.

B: Good, I‘ll invite you out when you‘re here. A:这顿饭我吃得好高兴。

B:是啊，让我们不久再一起用餐吧。 A:我下个月会再回这里来。

B:好极了，等你来的时候，请再接受我的招待。

参观篇:

21) A: Would you like to go through our factory some time? B: That‘s a good idea.

A: I can set up a tour next week. B: Just let me know which day. A:什么时候来看看我们的工厂吧？ B:好啊。

A:我可以安排在下个礼拜参观。 B:决定好哪一天就告诉我。 (22) A: thank for coming today.

B: I‘ll wanted to see your factory for a long time. A: we can start any time you‘re ready. B: I‘m all set. A:谢谢您今天的莅临。

B:好久就想来看看你们的工厂了。 A:只要你准备好了，我们随时可以开始。 B:我都准备好了。

(23) A: The tour should last about an hour and a half .

B: I‘m really looking forward to this. A: We can start over here. B: I‘ll just follow you. A:这次参观大概需要一个半小时。 B:我期待这次参观已久了。 A:我们可以从这里开始。 B:我跟着你就是。

(24) A: Please stop me if you have any question. B: I well.

A: Duck your head as you go through the door there. B: Thank you.

A:有任何问题，请随时叫我停下来。 B:好的

A:经过那儿的门时，请将头放低。 B:谢谢。

(25) A: You‘ll have to wear this hard hat for the tour. B: This one seems a little small for me. A: Here, try this one. B: That‘s better. A:参观时必需戴上这安全帽。 B:这顶我戴好像小了一点。 A:喏，试试这一顶。 B:好多了。

(26) A: That‘s the end of the tour. B: It was a great help to me.

A: Just let me know if you want to bring anyone else. B: I‘d like to have my boss go through the plant some day. A:参观就此结束了。 B:真是获益良多

A:如果你要带别人来，请随时通知我。 B:我真想叫我老板哪天也过来看看。 (27) A: I‘d like to see your showroom. B: Do you know where it is? A: No, I don‘t.

B: I‘ll have the office send you a map. A:我想参观你们的展示中心， B:你知道地方吗？ A:不知道

B:我会叫公司里的人送张地图给你。 (28) A: I‘m hoping to get to your showroom. B: When might you go?

A: I was thinking about next Tuesday.

B: I‘ll meet you there, shall we say about eleven o‘clock. A:我打算到你们的展示中心看看，

B:什么时候想去呢？ A:我想下个礼拜二。

B:我会在那儿等你，你看十一点左右如何。 (29) A: Welcome to our showroom. B: Thank you, I‘m glad to be here. A: Is there anything I can show you. B: I think I‘d like to just look around . A:欢迎参观我们的展示室， B:谢谢，我很高兴到这里来。 A:有什么要我拿给你们看的吗？ B:哦，我只是看看而已。

(30) A: Where can we see your complete line? B: We have a showroom in this city. A: I‘d like to see it. B: Drop by anytime.

A:什么地方可以看到你们全部产品的样品？ B:我们在本市设有一个展示中心。 A:我想看看。 B:随时欢迎参观者。

报价篇:

(41) A: We can offer you this in different levels of quality. B: Is there much of a difference in price ? A: Yes ,the economy model is about 30% less. B: We‘ll take that one . A:这产品我们有三种不同等级的品质。 B:价钱也有很大的分别吧？ A:是的，经济型的大约便宜30%。 B:我们就买那种。

(42) A: Is this going to satisfy your requirements ? B: Actually , it is more than we need . A: We can give you a little cheaper model . B: Let me see the specifications for that . A:这种的合你的要求吗？ B:事实上，已超出我们所需要的。 A:我们可以提供你便宜一点的型式。 B:让我看看它的规格说明书吧。

(43) A: You‘re asking too much for this part . B: we have some cheaper ones . A: What is the price difference ?

B: The basic model will cost about 10% less . A:这零件你们要价太高了。 B:我们有便宜一点的。 A:价钱差多少？

B:基本型的便宜约10%左右。

(44) A: How many different models of this do you offer? B: We have five different ones . A: Is there much of a price difference .

B: Yes, so we had better look over your specifications. A:这个你们有多少种不同的型式。 B:五种

A:价钱有很大的差别吗？

B:是的，所以我们最好先把您的规格说明细看一遍。 (45) A: The last order didn‘t work out too well for us B: What was wrong?

A: We were developing too much waste .

B: I suggest you go up to our next higher price level. A:上回订的货用起来不怎么顺。 B:有什么问题吗？ A:生产出来的废品太多了。

B:我建议您采用我们价格再高一级的货

(46) A: Did the material work out well for you ? B: Not really . A: What was wrong?

B: We felt that the price was too high for the quality . A:那些材料进行的顺利吗？ B:不怎么好。 A:怎么啦？

B:我们觉得以这样的品质价钱太高了。 (47) A: Has our material been all right ? B: I‘m afraid not .

A: Maybe you should order a little better quality B: Yes, we might have to do that . A:我们的原材料没问题吧？ B:有问题呢。

A:也许您应该买品质好一点的 B:是呀，恐怕只有这么做了。

(48) A: I think you had better come out to the factory . B: Is there something wrong .

A: Yes ,your last shipment wasn‘t up to par . B: Let ‘s go out and have a look at it . A:我看你最好走一趟工厂， B:出了什么事吗。

A:嗯，你上次送去的货没有达到标准。 B:走，我们去看看?

(49) A: I want you to look at this material . B: Is this from our last shipment ? A: Yes ,it is .

B: I can see why you are having some problems with it . A:我要你看看这材料！ B:这是上次叫的货吗？ A:是啊。

B:我明白为什么你用起来会有问题了。

(50) A: I would suggest that you use this material instead of that . B: But that costs more .

A: But you will get less waste from this . B: We‘ll try it once . A:我建议你改用这种替代那种。 B:可是那样成本较高。 A:但可以减少浪费。 B:那么就试一次看看吧。

(51) A: Our manufacturing costs have gone up too much . B: You might try one of our cheaper components . A: Let‘s take a look at your price list again B: Sure . I‘ll bring it in next week . A:我们的制造成本增加太多了。 B:你试试这种较便宜的组件怎样？ A:我再看一次你们的价目表吧。 B:好哇 ，我下个礼拜带过来。

(52) A: This is the best material we have to offer . B: Actually ,I don‘t think we need it to be this good . A: I can let you have this kind cheaper . B: Let‘s do that .

A:这是本公司所供应的最好的原料。

B:说实在的，我并不认为我们用得着这么好的， A:我可以算你便宜一点。 B:那就这么说定吧?

(53) A: How is the new material working out for you ? B: Fine .we‘re saving a lot of money with it . A: I‘m glad to hear that .

B: It was a good suggestion .thanks . A:新原料用得如何？ B:不错，节省了不少的钱， A:听你这么说真高兴。 B:你建议得不错，谢谢。

(54) A: How many would you like to order ? B: Is there a minimum order ?

A: No ,we can ship in lots of any size . B: We‘ll try one case of this . A:您要订多少？

B:有最低订购量的限制吗？ A:没有，任何数量都可以出货。

B:那么，这种的就试一箱吧

(55) A: We‘re ready to take your order now. B: We want to try this component as a sample. A: I can send one for you to try . B: Yes , please do that . A:你们现在可以下订单了。 B:这种组件我们想试个样品看看。 A:我们可以寄个给你试用。 B:好，那就麻烦你了。

(56) A: How many would you like to order ? B: How do they come packaged ? A: In cases of 100. B: We‘ll take 500. A: 您要订多少？ B：货是怎样装的呢？ A:一箱装100个。 B:我们要500个

(57) A: We need seven of these . B: They come in cases of five . A: Then ,send two cases please . B: Good . thank you for the order . A:我们要七个这种的。 B:它们是五个一箱。 A:这样的话，就送两箱吧。 B:好的，谢谢你的订货。

(58) A: We can‘t handle an order that small . B: What is the minimum we would have to order . A: 300 pieces .

B: I see ,send those ,then . A:这么少的数量，我们不能接受。 B:那么我们至少得订多少呢。 A:300个

B:哦，那就300个吧。

(59) A: We have a problem with your order . B: What is it ?

A: We can‘t split open a case to fill your order . B: I‘ll see if we can take the whole case . A:你订的货有点问题。 B:什么问题。

A:因为我们不能拆箱来凑足你的订量。 B:那我考虑看看是不是可以买整箱。

(60) A: Do you offer any quantity discounts ? B: No, we don‘t.

A: Then give us three cases of this .

A:大量购买有折扣吗？ B:不，没有。

A:那么这种的就买三箱好了。

(61) A: You could save a lot if you would order a little more . B: How could we do that ?

A: We offer a discount for large orders . B: Let me take another look at our requirements . A:如果你单子下得多一点，可以省不少的钱。 B:怎么说呢？

A:我们对大量订购有打折。 B:那我们看看我们的需要量有多少 (62) A: Your prices seem a little high . B: We could make them lower for you . A: How ?

B: If you order in large lots , we‘ll reduce the price . A:你们的价钱高了一些。 B:我们可以算你便宜一点。 A:怎么做呢？

B:如果你大量订购，我们可以降价

(63) A: We can offer a 10% discount for orders over 10000 pieces. B: I‘m not sure we can use that many . A: It would represent quite a savings . B: Ok, I‘ll see what I can do . A:订购一万个以上，我们可以打九折。 B:我怕我们用不了那么多。 A:这省下的可是一笔不少的钱哩。 B:好吧，我考虑考虑吧

(64) A: Why are there three prices quoted for this part ? B: They represent the prices for different quantities. A: I see .

B: The more you order , the more you will save . A:这种零件为什么有三种不同的报价？ B:那表示不同的量有不同的价钱。 A:原来如此。

B:订购愈多，省的钱愈多

(65) A: Is this your standard price ? B: Yes ,it is .

A: It seems too high to me

B: We can negotiate the unit price for large orders . A:这是你们的基本准价吗？ B:是的

A:好像贵了一点。

B:如果大量订购，单价可以再谈。

(66) A: I‘m calling about mistake on our last invoice .

B: What was it ?

A: We should have been given the large quantity price . B: Yes ,that is absolutely right . A:我打电话来，是因为上回的发票有错。 B:怎么啦。

A:你应该开大宗折扣价才是。 B:啊，对的，是应该这样。

(67) A: Doesn‘t the quantity discount apply on this order ? B: No ,I‘m sorry ,but it doesn‘t. A: Why not?

B: Because these items are from different shipments. A:这次下的单子没有大宗折扣吗？ B:抱歉，没有。 A:为什么没有？

B:因为这几项品目不属同一批货。

(68) A: We can make the price lower if you would order a bit more . B: How much more ? A: Just three more cases . B: I think we can do that . A:如果你单子下多一点，我们可以减价。 B:还要多下多少？ A:只要再三箱就可以了。 B:那我想没问题。

(69) A: I have the quotations you asked for . B: Good ,we‘ve been looking for them . A: I‘ll leave them for you to look over .

B: I‘ll give you a call when we are ready to talk about them . A:你要的报价已经做好了。 B:好啊 ，我们一直等着看呢。 A:我会留下来给你慢慢的看。

B:等我们准备好可以谈的时候，我会打电话给你。

(70) A: Were you able to quote on all the items we need ? B: No, not all of them . A: Oh ?why not ?

B: We aren‘t able to supply the third ad fifth items . A:我们需要的每个项目你都能报价吗。 B:不，没办法全部。 A:哦，为什么？

B:第三及第五项目，我们没有货供应。

(71) A: Here are the quotations that you asked for . B: How do they compare to last year‘s ?

A: The price increases haven‘t been too bad at all . B: That‘s good to hear .let‘s take a look at your prices . A:这是你的报的价。

B:与去年的相比怎么样。 A:没有涨太多。

B:那好，我们来看看你的报价吧。

(72) A: I have a question about this quotation you submitted . B: What is it ?

A: The third item has been omitted .

B: Oh ,yes .we don‘t carry that item anymore . A:你提出的报价我有问题。 B:什么呢？ A:第三项目漏掉了。

B:哦，是的，那一项目我们不再卖了。

(73) A: What is the deadline for submitting the quotation ? B: We need it in our office by next Monday . A: I think we‘ll able to make that . B: Good .we can‘t extend the deadline . A:报价截止日是哪一天？ B:下星期一以前要送到我们公司。 A:我想没问题。

B:那好，我们可不能延期的。

(74) A: We‘d like a chance to bid on this business. B: We‘ll be taking quotations next month . A: Will you let us have the specifications ?

B: Sure ,just drop in my office some time and pick them up . A:我们希望能有机会投标这笔生意。 B:我们将在下个月接受报价。 A:规格说明书可以给我们吗。

B:没问题，什么时候到我办公室来拿都可以。

(75) A: Can you tell me why our bid was not accepted?

B: I think you were a little too high on some of the items . A: On which ones ?

B: You‘re perfectly welcome to inspect the winning bid . A:请告诉我为什么我们没有得标好吗？ B:我想你们有几个项目的价格高了一点。 A:哪几个品目呢，

B:我们很欢迎你来查阅得标者。 (76) A: Was our bid accepted ? B: No ,I ‘m sorry .it wasn‘t . A: Can you tell me why ?

B: Sorry ,but I‘m not at liberty to reveal that information. A:我们得标了吗？ B:抱歉，没有。 A:能告诉我什么原因吗？ B:对不起，我示能随意泄露情报。

(77) A: Congratulations ! your bid has won .

B: I‘m glad to hear that .

A: When can you come around to discuss some details with us ? B: I‘ll be there next Monday at noon . A:恭喜！你得标了。 B:真是好消息，

A:什么时候可以过来和我们讨论细节呢？ B:下个星期一中午吧。

(78) A: What is your best price on this item ? B: $24.95 per hundred pieces A: That will be fine with us . B: Fine .

A: I‘ll start the paperwork for your order right away . A:此一品目的最低价是多少？ B:一百个美金二十四块九毛五。 A:这价钱还可以。

B:好啊，那我立刻就为你们的订单作准备了。 (79) A: Can we expect the same price as last time ? B: Oh ,yes ,no problem about that.

A: Good ,we‘ll be ordering in just a few days. A:价钱能够和上次的一样吗？ B:哦，可以。没问题的。

A:很好，两三天内我们就会下订单。

(80) A: This price is quite a bit higher than it was last time . B: We‘re sorry ,but we ‘ve had a slight price increase here . A: Slight ?I wouldn‘t call this slight .

B: We‘ve had to increase our prices on this item by just 8%. A:这次的价格比上次要贵了一些。 B:真抱歉，不过我们出只涨了一点点而已。 A:一点点？这叫一点点？！

B:这一种我们不得已也只加了8%而已。

B: I‘m glad to hear that .

A: When can you come around to discuss some details with us ? B: I‘ll be there next Monday at noon . A:恭喜！你得标了。 B:真是好消息，

A:什么时候可以过来和我们讨论细节呢？ B:下个星期一中午吧。

(78) A: What is your best price on this item ? B: $24.95 per hundred pieces A: That will be fine with us . B: Fine .

A: I‘ll start the paperwork for your order right away . A:此一品目的最低价是多少？ B:一百个美金二十四块九毛五。 A:这价钱还可以。

B:好啊，那我立刻就为你们的订单作准备了。 (79) A: Can we expect the same price as last time ? B: Oh ,yes ,no problem about that.

A: Good ,we‘ll be ordering in just a few days. A:价钱能够和上次的一样吗？ B:哦，可以。没问题的。

A:很好，两三天内我们就会下订单。

(80) A: This price is quite a bit higher than it was last time . B: We‘re sorry ,but we ‘ve had a slight price increase here . A: Slight ?I wouldn‘t call this slight .

B: We‘ve had to increase our prices on this item by just 8%. A:这次的价格比上次要贵了一些。 B:真抱歉，不过我们出只涨了一点点而已。 A:一点点？这叫一点点？！

B:这一种我们不得已也只加了8%而已。

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