Establishing Business Relations
建立业务关系
Brief Introduction
建立业务关系，实际上就是确定贸易对象。贸易对象选择得合适与否，决定着贸易的成败。在一般情况下，双方通过各自的介绍或第三者的介绍，先摸清对方的资金信用、经营能力和业务范围等重要条件，然后再进行实质性的业务商讨。贸易双方只有在相互了解、彼此信赖的基础上，才能进行积极地合作，并使双方贸易活动得以顺利地开展。
Basic Expressions
1. We’ve come to know your name and address from the Commercial Counselor’s Office of the Chinese Embassy in London.
我们从中国驻伦敦大使馆的商务参赞处得知你们的名字和地址。
2. By the courtesy of Mr. Black, we are given to understand the name and address of your firm.
承蒙布莱克先生的介绍，我们得知贵公司的名称和地址。
3. We are willing to enter into business relations with your firm.
我们愿意与贵公司建立业务关系。
4. Your firm has been introduced (recommended, passed on) to us by Maple Company.
枫叶公司向我方介绍了贵公司。
5. Our mutual understanding and cooperation will certainly result in important business.
我们之间的相互了解与合作必将促成今后重要的生意。
6. We express our desire to establish business relations with your firm.
我们愿和贵公司建立业务关系。
7. We shall be glad to enter into business relations with you.
我们很乐意同贵公司建立业务关系。
8. We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you.
现在我们借此机会致函贵公司，希望和贵公司建立业务关系。
9. We are now writing you for the purpose of establishing business relations with you.
我们特此致函是想与贵方建立业务关系。
10. Your desire to establish business relations coincides with ours.
你方想同我方建立业务关系的愿望与我方是一致的。
11. We specialize in the export of Japanese Light Industrial Products and would like to trade with you in this line.
鉴于我方专营日本轻工业产品出口业务，我方愿与贵方在这方面开展贸易。
12. Our lines are mainly arts and crafts.
我们经营的商品主要是工艺品。
13. We have been in this line of business for more than twenty years.
我们经营这类商品已有二十多年的历史了。
14. Your letter expressing the hope of establishing business connections with us has met with approval.
来函收悉，得知贵方愿与我方建立业务关系，我们表示同意。
15. In order to acquaint you with the textiles we handle, we take pleasure in sending you by air our latest catalogue for your perusal.
为了使贵方对我方经营的纺织品有所了解，特航寄我方最新目录,供细阅。
16. Glad to see you in your company.
很高兴在贵公司见到您。
17. It’s only half an hour’s car ride.
只有半小时的车程。
18. Suppose we make it, say three o’clock tomorrow afternoon.
如果我们能去的话，那么就明天下午三点钟吧。
Inquiry
询 盘
Brief Introduction
在对外贸易中，交易的一方欲出售或购买某种商品，向另一方询问买卖该商品的各项交易条件，这种口头的或书面的表示，在进出口业务中称之为询盘或询价。
询盘一般分为两种：
1）一般询价：这种询价并不一定涉及到具体的交易，一般属于大致的了解。
2）具体询价：所谓具体询价实际上就是请求对方报盘（request for an offer）。也就是说，买方已准备购买某种商品，或已有现成买主，请卖方就这一商品报价。
Basic Expressions
1. Our buyers asked for your price list or catalogue.
我们的买主想索求你方价格单或目录。
2. Prices quoted should include insurance and freight to Vancouver. 所报价格需包括到温哥华的保险和运费。
3. I would like to have your lowest quotations C.I.F. Vancouver. 希望您报成本加运费、保险费到温哥华的最低价格。
4. Will you please send us your catalogue together with a detailed offer?
请寄样品目录和详细报价。
5. We would appreciate your sending us the latest samples with their best prices.
请把贵公司的最新样品及最优惠的价格寄给我们，不胜感激。
6. Your ad in today’s China Daily interests us and we will be glad to receive samples with your prices.
对你们刊登在今天《中国日报》上的广告，我们很感兴趣。如能寄 来样品并附上价格，不胜欣慰。
7. Will you please inform us of the prices at which you can supply? 请告知我们贵方能供货的价格。
8. If your prices are reasonable, we may place a large order with you.
若贵方价格合理，我们可能向你们大量订货。
9. If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you.
若质量好且价格适合我方市场的话，我们愿考虑与你方签署一项长 期合同。
10. As there is a growing demand for this article, we have to ask you for a special discount.
鉴于我方市场对此货的需求日增，务请你们考虑给予特别折扣。
11. We would appreciate your letting us know what discount you can grant if we give you a long-term regular order.
若我方向你们长期订货，请告知能给予多少折扣，不甚感激。
12. Please quote your lowest price CIF Seattle for each of the follow- ing items, including our 5% commission.
请就下列每项货物向我方报成本加运费、保险费到西雅图的最低价 格，其中包括我们百分之五的佣金。
13. Please keep us informed of the latest quotation for the following items.
请告知我方下列货物的最低价格。
14. Mr. Smith is making an inquiry for green tea.
史密斯先生正在对绿茶进行询价。
15. Now that we have already made an inquiry on your articles, will you please make an offer before the end of this month?
既然我们已经对你们的产品进行了询价，请在月底前报价。
16. As a rule, we deliver all our orders within 3 months after receipt of the covering letters of credit.
一般来说，在收到相关信用证后三个月内我们就全部交货。
17. Please quote us your price for 100 units of Item 6 in your catalog.
请给我们提供你们产品目录册上100组6号产品的报价。
18. Those items are in the greatest demand in foreign markets.
那些产品在国外市场上的需求量很大。
19. Would you please quote me your prices for the goods?
你能报给我这些商品的价格吗？
20. We have quoted this price based on careful calculations.
这个报价是我们在精打细算的基础上得出来的。
Conversations
Dialogue 1
A: Good afternoon. I am Mr. Brown, the Import manager of Atlantic Industries Ltd, Sidney, Australia. This is my card.
B: Good afternoon, Mr. Brown. My name is Mrs. Anderson, manager of the sales department.
A: Nice to see you, Mrs. Anderson.
B: Nice to see you too, Mr. Brown. Won’t you sit down?
A: Thank you.
B: What would you like, tea or coffee?
A: I’d prefer coffee if you don’t mind.
B: Is it your first trip to the Fair, Mr. Brown?
A: No, it’s the fourth time.
-- 下午好！我是布朗先生，是澳大利亚悉尼大西洋工业有限公司进口部经理。这是我的名片。
-- 布朗先生，下午好！我是安德森女士，销售部的经理。
-- 见到你很高兴，安德森女士。
-- 布朗先生，我也很高兴见到你，请坐。
-- 谢谢。
-- 你愿喝茶还是咖啡？
-- 如不介意请来杯咖啡吧。
-- 布朗先生，这是您第一次参加博览会吗？
n 不，这是第四次了。
B: Good. Is there anything you find changed about the Fair?
A: Yes, a great deal. The business scope has been broadened, and there are more visitors than ever before.
B: Really, Mr. Brown? Did you find anything interesting?
A: Oh, yes. Quite a bit. But we are especially interested in your products.
B: We are glad to hear that. What items are you particularly inter - ested in?
A: Women’s dresses. They are fashionable and suit Australian women well, too. If they are of high quality and the prices are reasonable, we’ll purchase large quantities of them. Will you please quote us a price?
B: All right.
-- 太好了。您发现博览会有什么变化吗？
-- 对，变化很大。经营范围扩大了，而且客户也多了很多。
-- 布朗先生，真的吗？你有没有发现感兴趣的商品？
-- 是的，有很多。我们对你们的产品尤其感兴趣。
-- 听你这样说我们真高兴。您对什么产品尤其感兴趣呢？
-- 连衣裙。这些连衣裙的款式不仅时髦，而且很适合澳洲妇女穿着。 如果这些衣服质量好，价格合理，我们将大量订购。您能开个价吗？
-- 那好吧。
Dialogue 2
A: I’m glad to have the opportunity of visiting your corporation. I hope to conclude some substantial business with you.
B: It’s a great pleasure to meet you, Mr. Brown. I believe you have seen our exhibits in the showroom. May I know what particular items you’re interested in?
A: I’m interested in your hardware. I’ve seen the exhibits and studied your catalogues. I think some of the items will find a ready market in Canada. Here is a list of my requirements, for which I’d like to have your lowest quotations, C.I.F. Vancouver.
-- 我很高兴有这个机会参观你们公司。我希望能与您谈下大笔生意。
-- 很高兴见到您，布朗先生。我想您已经看过我们展示厅里的产品了。 可否知道您具体对哪些商品感兴趣？
-- 我对你们的五金产品感兴趣。我已看过你们的展示品并仔细看过你 们的目录册。我想其中的一些产品很快就能在加拿大畅销。这是我 所列的需求单，请给予最优惠的报价，温哥华到岸价。
B: Thank you for your inquiry. Would you tell us the quantity you require so that we can work out the offers?
A: I’ll do that. Meanwhile, could you give me an indication of price?
B: Here are our F.O.B. price lists. All the prices in the lists are subject to our confirmation.
A: What about the commission? From European suppliers I usually get a 3 to 5 percent commission for my imports. It’s the general practice.
B: As a rule we don’t allow any commission. But if the order is a substantial one, we’ll consider it.
A: You see, but I do business on a commission basis. A commission on your prices would make it easier for me to promote sales. Even two or three percent would help.
B: That’s something we can discuss later.
-- 感谢您的询价。您能告诉我们您需要的数量以便我们报价吗？
-- 我会的，同时你能给我一个估计价格吗？
-- 这是我们的离岸价单，里面所有的价格都以我方确认为准。
-- 佣金呢？从欧洲供销商那里，我通常可以得到进口产品3-5%的佣 金。这是惯例。
-- 一般来说，我们不允许任何佣金。但是如果订单数量可观，我们会 考虑的。
-- 但我是在佣金的基础上做生意的。你们在价格上提供佣金将使我推 销产品更加容易一些。即使2%或3%也是可以的。
-- 这个问题我们可以以后再讨论。
Dialogue 3
A: When can I have your firm C.I.F. prices, that is to say, the final offer, Mr. London?
B: We’ll have them worked out by this evening and let you have them tomorrow morning. Would you be free to come by then?
A: Yes. I’ll be here tomorrow morning at 10.
B: Perfect. Our offer remains open for 3 days.
A: I don’t need that long to make up my mind. If your prices are agreeable and if I can get the commission I want, I can place the order right away.
B: I’m sure you’ll find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices haven’t changed much.
-- 伦敦先生，什么时候能给我你们公司确认的到岸价格，那就是，最后的报价？
-- 我们将在今晚制定出来，明天早上让你拿到。到时你有时间过来 吗？
-- 可以，明天早上10点我过来这里。
-- 太好了，我们的报价三天有效。
-- 我不需要那么长时间来做决定。如果你们提供的价格合适，而且如 果我能得到我想要的佣金，我可以立即下订单。
-- 你会发现我们的价格是最优惠的。近几年来，其他地方五金的价格 上涨幅度很大，而我们的价格变化不大。
A: I’m glad to hear that. As I’ve just said, I hope to conclude some substantial business with you.
B: We shall be very pleased. Is there anything else I can do for you, Mrs. Anderson?
A: I’m buying for chain department stores in Canada. They are also interested in Egyptian carpets. Could you introduce me to the
person in charge of this line?
B: Certainly, I’ll make an appointment for you with Mr. Jordan of the Egypt National Native Produce and Animal By-products Import and Export Corporation.
A: Thank you very much.
-- 那太好了。正如我刚才所说的，我希望与你们做成一些大买卖。
-- 我们也很高兴。我还能为您做点其他什么吗，安德森女士？
-- 我为加拿大的连锁百货店选购货物。他们还对埃及地毯很感兴趣。 你们能为我介绍做这行的人吗？
-- 当然可以。我会为您和乔丹先生预约一下，他是埃及国家土畜产进 出口公司的。
-- 非常感谢你们。
Words and Expressions
promising [ 5prCmisiN ] 有希望的，有前途的
initial [ i5niFEl ] 最初的
a long- term contract 长期合同
grant [ ^rB:nt ] 批准，给予
substantial [ sEb5stAnFEl ] 数量大的，大量的
subject to our confirmation 以我方确认为准
covering [ 5kQvEriN ] 有关的
chain department store 连锁百货店
receipt [ ri5si:t ] 收到；收据
a ready market 市场畅销
do business on a commission basis 做有佣金的买卖
price sheet / price list 价格单
as a rule 通常，一般来说
C.I.F Vancouver 温哥华到岸价
quotation [ kwEu5teiFEn ] 报价，标价
enquiry [ in5kwaiEri ] 询价
showroom [5FEJrJm] 展示厅，陈列室
hardware [ 5hB:dwZE ] 五金制品
There’s no indication of price. 没有标明价格。
commission [ kE5miFEn ] 佣金
sales literature 销售说明书
specification [ 7spesifi5keiFEn ] 规格
F.O.B. prices 离岸价，船上交货价
firm offer/ tentative offer 实盘/议盘
Notes
1. We would be obliged if you would ?
obliged感激”这是商业信函中的客套话，在请求对方做某事时，常用这个句型。另外，表示“感激”的句型还有：
a. We would be thankful (grateful) if you would?
b. We would appreciate if you would?
c. It would be appreciated if you would?
2. C.I.F. 是 Cost Insurance Freight 的缩写，其意思是 “成本、保险费加运费”。
3. have confidence in 对……有信心
4. hear from 收到……的来信
5. place an order 订货
6. make a delivery 交货
A Specimen Letter
Dear Sirs:
Thank you for your letter of 25th September.
As one of the largest dealers of garments, we are interested in ladies? dresses of all descriptions. We would be grateful if you would give us quotations per dozen of C.I.F. Vancouver for those items as listed on the separate sheet. In the meantime, we would like you to send us samples of the various materials of which the dresses are made.
We are given to understand that you are a state-owned enterprise and we have confidence in the quality of Chinese products. If your prices are moderate, we believe there is a promising market for the above-mentioned articles in our area.
We look forward to hearing from you soon.
Yours faithfully,
Canadian Garment Co.Ltd. 释文
先生:
谢谢你们九月二十五日的来信。
我们是服装大贸易商，我们想购买各种规格的连衣裙。若能按附页所示品种报每打C.I.F.温哥华价，我们当不胜感激。同时请将各种连衣裙的布样寄给我们。
我们得知你们是一家国营企业，我们对中国产品的质量很有信心。如你方价格适中，我们相信上述商品在我们地区会有很好的市场。
盼早复。
加拿大服装有限公司
Substitution Drills
1 A: We’re quite interested in your down coats. How about the supply position?
B: For most of the articles in the catalog, we have an ample supply.
All the articles displayed here are available.
Generally speaking, we can supply from stock.
我们对你们的羽绒衣服很感兴趣。请问供应情况如何？
对于目录中的大多数产品，我们都有充足的货源。
这里所有展出的商品都有供货。
总体来说，我们有存货供应。
2 A: I don’t need to remind you that the market has become very competitive. the competition has become pretty keen. you must be able to compete with rival firms.
B: You’ll find our prices are very favorable. very competitive. most acceptable.
不用说市场竞争很激烈。市场竞争变得相当尖锐。你必须能够与你的对手公司相竞争。你会发现我们的价格 很优惠。很有竞争力。是最容易接受的。
3 A: Do you quote F.O.B. or C.I.F.?
B: We usually quote on an F.O.B. basis. a C. I.F. basis the basis of C. I. F. terms landed
你们报船上交货价还是最后到岸价？我们一般报 船上交货价。成本加运费、保险费在内的到岸价最后到岸价加卸货价
4 A: Could you make offers for the items listed in your catalogue? Would you give me an offer for Item No.7? May I have your offer of Model ZX 102?
B: Here’s the price list, but the prices’re subject to our final confirmation. Here it is, but the price is subject to your confirmation before Friday. Here you are, but the offer is based on immediate acceptance. 你能给出目录中所列产品的报价吗？给出七号物品的报价吗？给我ZX 102型的价格吗？
这是价格单，但最终价格取决于我们的最终确认。给您，但是价格取决于您周五前的确认。给您，但是价格必须马上接受才行。
5 A: How long will you leave your offer open? valid on the table
B: It’s valid for three years.
It’s good for twenty-four hours only.
It’ll remain firm until Friday.
你的报价多长时间有效？
三年有效。
只有二十四小时的有效期。
周五前不变。
6 A:We want to find out if you can supply walnut meat. article No.16 is available. B:Walnut meat is in high demand these days. As far as this item is concerned, the supply cannot meet the demand.
我们想知道你们能否提供胡桃肉。
第16号产品是否还有现货
最近胡桃肉需求很大。
就这种产品而言，供不应求。
7 7 A: Any chance of scraping up a small quantity?
B: To be honest, we’ve sold out.
tell the truth, the supply has run out.
put it simply, we have nothing on hand.
可以积攒起一些吗？
坦率地说，我们卖光了。
说实话，供货卖完了。
简单地说，我们手边没有货。
8 We’ll keep your order on file. When the next supply comes in, we’ll get in touch with you. We’ll keep your requirement in mind. When new crops come in, we’ll let you know. We’ll inform you as soon as we have new supplies in the near future.
我们会对你的订单做好记录。当下批货来的时，我们会和你联系。
我们会记下您的要求。下批农作物到来时，我们会告诉您的。
不久我们一旦有了新货就会通知您。
9 There is just a limited quantity for the time being.
in the long run
at present
today
现在只是货物数量有限。
长远看来
目前
今天
10 Would you quote me your lowest prices for the goods at present?
May I ask
May I know
请问您能给我提供 这些商品目前的最低价格吗？
我能问一下
我可以知道
111May I ask the price of the product?
cost
expense
charge
我能问一下这商品的 价格 吗？
成本
费用
费用
Telephone Calls
打电话
打电话
Telephone Calls
打电话
Brief Introduction
电话问询是贸易中一种很常见的方式。对于生产或交易中遇到的各种问题，如果能通过电话方式解决，那便是最快捷、最有效率的。
Basic Expressions
1. This is Dajiang Food Store. How may I help you?
这里是大江食品店。请问我怎样能帮到你呢？
2. Could you put me through to the toy department?
请帮我接玩具部好吗？
3. I’d like to order 3 cases of beer.
我打算订购三箱啤酒。
4. My name is Tony Smith, Shanghai Hotel Room 2107. My phone number is 6567- 8900.
我叫托尼·史密斯，住上海宾馆2107房间，我的电话号码是 6567-8900。
5. Please make a remittance of 1,500 Yuan for the books you’ve ordered. The postage is included.
您订的书请汇款一千五百元过来，邮资包括在内。
6. Hold on a moment please.
请稍等。
7. I’ll see if she is in.
我去看看她有没有在。
8. I am afraid she is out at the moment.
对不起，她这会出去了。
9. I’ll be pleased to if I can.
如果能的话，我很高兴。
10. Extension 121, please.
Sorry, the line is busy.
请接121号分机。
对不起，线路忙。
11. Could I speak to Mr. Johnson, please?
Sorry, there is no one by the name of Johnson here.
我可以和约翰逊先生通话吗？
对不起，这里没人叫约翰逊。
12. Could you hold on a minute? I’ll get him for you.
Certainly. Thanks.
稍等，我帮你去叫他。
行，谢谢。
13. Mr. Smith is tied up at the moment.
OK. I’ll call again later.
史密斯先生现在脱不开身。
好的，我回头再打电话过来。
14. I am sorry I wasn’t in when you called.
That’s all right.
很抱歉你来电话时我不在。
没关系。
15. Operator, we were cut off. Could you reconnect me, please?
Just a moment, please.
接线员，电话断了。可以替我重新接通吗？
请稍等片刻。
16. Do you follow me?
Yes, please go on.
打电话
听懂我的话了吗？
听懂了，请接着谈。
17. Have you got it?
Sorry. Do you mind repeating?
明白了吗？
对不起，你介意再说一遍吗？
Conversations
Dialogue 1 (O=operator)
O: International Trading Co. . Good morning.
L: Good morning. May I speak to Mr. Smith, please?
O: May I ask who’s calling, please?
L: This is Miss Li from the United Textiles.
O: Just a minute, Miss Li.
(Switches lines) Mr.Smith,
Miss Li from United
Textiles wants to speak to you.
S: Put her through, please. Hello, Mr. Smith speaking.
L: Good morning, Mr. Smith. I’m calling about the draft agreement you sent me……
-- 这是国际贸易公司。早上好。
-- 早上好。我想和史密斯先生 通话，可以吗？
-- 请问您是哪位？
-- 我是联合纺织品公司的 李小 姐。
-- 请稍候，李小姐。（转线路）
史密斯先生，联合纺织品公 司的李小姐想和你通电话。
-- 请把电话接过来。你好，我 是史密斯先生。
-- 早上好，史密斯先生。我打 电话是为了你寄给我的那份 协议草案……
Dialogue 2
A: Marketing Manager’s Office. Can I help you?
B: Mr. Smith, please.
A: Sorry, he is out.
B: What time do you expect him back then?
A: Sorry, I am not sure. Can I take a message?
B: No, thanks. I will call back later.
A: That’s fine. Please call again later.
B: OK. Thank you. Goodbye.
-- 这是营销经理办公室。请问 有什么事吗？
-- 请史密斯先生接电话。
-- 对不起，他出去了。
-- 那你估计他什么时候回来？
-- 对不起，我不清楚。你要留 个口信吗？
-- 不用了，谢谢，我待会再打
过来。
-- 那好。请过会儿再打来吧。
-- 好的。谢谢你。再见。
Dialogue 3
A: United Development Corp. May I help you?
B: I’d like to speak to Mr. Smith, please.
A: Who shall I say is calling, please?
B: This is Miss Zhang from ABC Corp.
A: I’m sorry, Miss Zhang, but Mr. Smith is not in at the moment.
B: When will he come in, do you know?
A: I suppose he won’t be in until 11:00.
B: May I leave a message?
A: Certainly.
B: Please ask him to give me a call as soon as he returns. He has my number.
A: Very well, Miss Zhang, I’ll do that.
B: Thank you. Goodbye.
-- 联合开发公司。您有什么事 吗？
-- 我想和史密斯先生通电话。
-- 可以告诉我您是哪位吗？
-- 我是ABC公司的张小姐。
-- 对不起，张小姐，史密斯先生 现在不在。
-- 他什么时候来，你知道吗？
-- 我估计他要到十一点才会来。
-- 我可以留个口信吗？
-- 当然可以。
-- 他一回来就请他给我回个电话。 他有我的电话号码。
-- 好的，张小姐。我会的。
-- 谢谢。再见。
打电话
Dialogue 4
A: Is Mr. Zhang there, please?
B: Sorry. I can’t hear you. Would you please speak a little louder?
A: I said, is Mr. Zhang there?
B: Mr. Smith, the line is bad. Don’t hang up, please. I’ll have the call transferred to another line.
-- 请问张先生在吗？
-- 对不起。我听不清楚。请说 大声一点好吗？
-- 我是问，张先生在吗?
-- 史密斯先生，电话线路不清 楚。请别挂，我把电话转到 另一条线路上去。
Dialogue 5
A: (on the phone) Hello? Smith here.
B: Oh, Mr. Smith, my name is Melva Miller. You don’t know me, but I’m a friend of Mike Black.
A: Oh, yes?
B: When I told Mike I was coming to live here he gave me your name, and suggested that I give you a ring. I was wondering if you could give me some advice.
A: I’ll be pleased to if I can. What can I do for you?
B: Well, I’m looking for a place to live. Mike thought that as you’re an estate agent you might know of something suitable.
A: Yes, I think I can help you. Why don’t you come round and see me? Do you know where my office is?
B: Yes. I’ve got the address.
A: Good. Where are you now?
B: I’m at the post office.
A: Oh, well, that’s just a few minutes walk from my office. Come round and see me now.
B: Thank you very much, Mr. Smith.
A: Not at all.
-- 您好，我是史密斯。
-- 哦，史密斯先生，我是梅尔薇·米勒。您不认识我，但我是迈克· 布莱克的一个朋友。
-- 哦，是吗？
-- 当我告诉迈克我要来这里时，他给我您的名字，他还建议我给您打 个电话。我想知道您能否给我一些建议。
-- 如果可以的话，我很乐意。我能为您做点什么？
-- 哦，我在找一个住的地方。迈克想您是一位房地产商，可能知道 一些合适的信息。
-- 是的，我想我能帮你。你为什么不过来找我呢？您知道 我的办公 室在哪里吗？
-- 是的，我有地址。
-- 太好了，你现在在哪里？
-- 我在邮局。
-- 哦，那里离我这里走路才几分钟。现在过来找我吧。
-- 非常谢谢你，史密斯先生。
-- 不客气。
Dialogue 6
A: Good morning. Marketing Department. Can I help you?
B: Good morning. This is Mr. Kubat. I ordered five barrels of your pure water a week ago, but they haven’t arrived yet.
A: Oh, I’m sorry, Sir. I’ll check it immediately. Can I have your full name, address and phone number?
B: Yes. Bruce Kubat, 480 Jinling Road, 5653-0198.
A: Thank you, Sir. I’ll check it with our delivery department and call you back in fifteen or twenty minutes. Please accept our sincere apologies.
B: Oh, that’s all right. I’ll be waiting for your call. Bye-bye.
A: Bye-bye and thank you for calling.
-- 早上好，市场部，有什么可以帮忙的吗？
-- 早上好，我是库巴特先生。我一个星期前订购了五桶纯净水，但是 还没有到货。
-- 哦，对不起，先生。我立刻查一下。您能告诉我您的全名、地址 和电话号码吗？
-- 好，布鲁斯·库巴特，金陵路480号，5653-0198.
-- 谢谢你，先生。我会检查一下我们运输部，将在十五分钟或者二十 分钟内给您打电话。请接受我们真诚的道歉。
-- 哦，没关系。我会等您的电话，再见。
-- 再见，谢谢您打电话过来。
Words and Expressions
draft [ drB:ft ] 草稿
agreement [ E5^ri:mEnt ] 协议，协定
bother [ 5bCTE ] 麻烦，打扰
hang up / hang on 挂断电话/不挂断电话
step out 暂时离开
hold the line （打电话时）不挂断
extension [ iks5tenFEn ] (电话)分机
tie up （工作等）把……缠住，使无法脱身
cut off （指电话）通话被中断
reconnect [ 7ri:kE5nekt ] 使重新接通
follow [ 5fClEu ] 听懂，领会
A Specimen Letter
Dear Mr. / Ms.,
Mr. John Green, our General Manager, would like to call Mr. Zhang on June 3 at 2 p.m sharp. (your time) about the opening of a sample room there.
Please let us know if the time is convenient for you. If not, what time would you suggest?
Yours faithfully,
释文
尊敬的先生/小姐，
关于在那里开样品陈列室的事宜，我们的总经理约翰·格林想在你们当地时间六月三日下午两点整打电话给张先生。
请告知这个时间对您是否方便。如不方便，请建议具体时间。
Substitution Drills
1 A: May I help you?
B: I’d like to speak to Mr. Smith, please.
May I please?
Can I please?
您好！
请帮我接史密斯先生。
2 A: May I ask who is calling, please?
May I know who is this speaking?
Who shall I say is calling, please?
B: This is Mr. Fox from United Textiles.
可以告诉我您是哪位吗？
我是联合纺织品的福克斯先生。
A: Mr. Smith, please.
Is Mr. Smith in?
Is Mr. Smith there?
B1: This is Mr. Smith speaking.
Smith speaking. (Speaking)
Smith here. Is that Mr. Fox?
B2: I’m sorry. Mr. Smith is not in at the moment.
Sorry, he’s just stepped out.
Sorry, he’s in the conference.
B3: Just a moment, please.
Hold the line, please.
Hang on, please.
史密斯先生在吗？
史密斯先生在吗？
史密斯先生在吗？
我就是。
我就是。
我是，是福克斯先生吗？
对不起， 史密斯先生现在不在这里。
他刚出去。
他在开会。
请稍等。
请稍等。
请稍等。
4 A: Mr. Smith, Mr. Li from United Textiles wants to speak to you.
phone call for you.
you’re wanted on the phone.
B: Put him through, please. Thank you.
史密斯先生，联合纺织品的李先生要和您通话。
有您的电话。
有电话找您。
请接过来,谢谢。
5 A: When will he come in, do you know?
What time do you expect him back?
Will he be back soon?
B: I suppose he won’t be in until 11:00.
I don’t expect him to be available until 2:30.
I’m sorry. I’ve no idea.
你知道他什么时候来吗？
你预计他什么时候回来？
他会很快回来吗？
我想他十一点前不会回来。
我想他得到二点半才能回来。
对不起，我不知道。
6 A: May I leave a message?
Could you give him a message?
Could you tell him Mr. Zhang called?
B: Certainly.
Sure.
我可以留个口信吗？
您能传个口信给他吗？
您能告诉他张先生给他打过电话吗？
当然。
7 A: Would you like to leave a message?
May I take a message?
Shall I ask him to call you when he returns?
B: Don’t bother. I’ll call back later.
Yes. Please tell him to call Mr. Zhang at 231-4567.
Yes, please. My number is 231-4567.
您可以留个口信吗？
您可以留个口信吗？
他回来时我要他给您打个电话吗？
不必麻烦了。我等会再打过来。
好的,请叫他打231-4567给张先生。
好的,我的电话号码是231-4567。
8 I can’t hear you. Would you please speak a little louder?
The line is bad. Would you please say that again?
Sorry. Something is wrong with the phone. It’s not clear. Please repeat that.
我听不到你说话。您的声音能不能大一点？
线路很差。请再说一遍。
对不起，电话有点问题，不够清晰。
请重复一下。
9 This is Dajiang Food Store. May I help you?
Fuda Company.
the tailoring department.
这里是 大江食品店。请问你需要什么？
富达公司。
剪裁部。
10 Could you put me through to the Toy Department？
the information desk
the manager’s office
the fast food restaurant
您能帮我接通 玩具部吗？
问询处吗
经理办公室吗
快餐馆吗
11 I’d like to order 3 cases of Carlsberg Beer.
a birthday cake
100 boxes of moon cakes
a bouquet of flowers
我想订购 三箱嘉仕伯啤酒。
一个生日蛋糕
一百箱月饼
一束花
Visiting A Factory
参观工厂
Brief Introduction
了解对方客户的商品生产主体——工厂——是对外贸易中必不可少的一环。工厂的设备、规模和工人的素质以及决策者的管理能力都决定着以后产品的质量和信誉。作为索取资料、电话传真问询、浏览网页的必要补充步骤，参观工厂可以让客户最直接、最客观地了解生产方公司，对日后的贸易成功意义重大。
Basic Expressions
1. We look forward to our tour of your plant.
我们盼着参观你们工厂。
2. If it is not too much trouble, we would like to talk to some of the technicians.
如果不是太麻烦的话，我们想与一些技术员谈一谈。
3. We learned a lot about your facilities and the process of wine making.
关于你们的酿酒设备和酿酒过程，我们了解了不少情况。
4. We’re interested in learning about your food-making and pack- aging process.
我们想向你们学习食品加工和包装过程。
5. It was very kind of you to give me a tour of the plant.
谢谢你陪同我参观工厂。
6. You will surely know the products better after the visit.
参观工厂参观后你对我们的产品肯定会更了解。
7. Let me give you this list of departments first.
我先给你这份各个部门的清单。
8. Next to each department is its location and the name of the manager.
在每个部门的旁边都标有其具体位置和经理的姓名。
9. Please let us know when you will be free so that we can arrange the tour for you.
请告诉我们你们什么时候有空，我们好作安排。
10. Does the plant work with everything from the raw material to the finished product?
从原料到成品都是工厂自己生产吗？
Conversations
Dialogue 1
A: If you are staying here for a few days, we’d be delighted to see you at our factory.
B: It’s very kind of you to say so. My associate and I will be interested in visiting your factory.
A: Let us know when you are free. We’ll arrange the tour for you.
B: Thank you. I’ll give you a call this afternoon to set the time. There’s nothing like seeing things with one’s own eyes.
A: That’s for sure. You’ll know our products better after the visit.
-- 如果你要在这里呆几天的话，我们很高兴你能到我们工厂来看看。
-- 谢谢您的盛情。我的搭档和我很想参观你们的工厂。
-- 请告诉我们你们什么时候有空，我们好作安排。
-- 谢谢。今天下午我会给你电话以确认时间。再没有比亲自去看看更 好的了。
-- 的确如此。参观后你会对我们的产品更了解。
Dialogue 2
A: I’ll show you around and explain the operation as we go along.
B: That’ll be most helpful.
A: That is our office block. We have all the administrative depart- ments there. Down there is the research and development section.
B: How much do you spend on development every year?
A: About 3-4% of the gross sales.
B: What’s that building opposite us?
A: That’s the warehouse. We keep a stock of the faster moving items so that urgent orders can be met quickly from stock.
B: If I placed an order now, how long would it be before I got delivery?
A: It would largely depend on the size of the order and the items you want.
-- 我陪你到各处看看，边走边讲解生产操作。
-- 那太好了。
-- 那是我们的办公大楼。我们所有的行政部门都在那里。那边是研 发部。
-- 你们每年在科研上花多少钱？
-- 大约是总销售额的3%到4%。
-- 对面那座建筑是什么？
-- 那是仓库，存放周转快的货物，这样有急的订货时，就可以立刻 交现货。
-- 如果我现在订购，到交货前需要多长时间？
-- 那主要得看订单大小以及你需要的产品而定。
Dialogue 3
A: How large is the plant?
B: It covers an area of 75,000 square meters.
A: It’s much larger than I expected. When was the plant set up?
B: In the early 70s. We’ll soon be celebrating the 30th anniversary.
A: Congratulations!
B: Thank you.
A: How many employees do you have in this plant?
B: 500. We’re running on three shifts.
A: Does the plant work with everything from the raw material to the finished product?
B: Our associates specializing in these fields make some accesso- ries. Well, here we’re at the production shop. Shall we start with the assembly line?
A: That’s fine.
-- 这个工厂有多大？
-- 面积有七万五千平方米。
-- 比我想象的要大多了。什么时候建厂的？
-- 七十年代初期。我们很快要庆祝建厂三十周年了。
-- 祝贺你们。
-- 谢谢。
-- 这个工厂有多少员工？
-- 五百个，我们是三班制。
-- 从原料到成品都是工厂自己生产吗？
-- 有些零配件是我们的联营单位生产的，他们是专门从事这一行的。 好了，我们到生产车间了。咱们从装配线开始看，好吗？
-- 好的。
Dialogue 4
A: Put on the helmet, please.
B: Do we need to put on the jackets too?
A: You’d better, to protect your clothes. Now please watch your step.
B: Thank you. Is the production line fully automated?
A: Well, not fully automated.
B: I see. How do you control the quality?
A: All products have to go through five checks in the whole manufacturing process.
B: What’s the monthly output?
A: One thousand units per month now. But we’ll be making 1,200 units beginning with October.
B: What’s your usual percentage of rejects?
A: About 2% in normal operations.
B: That’s wonderful. Is that where the finished products come off?
A: Yes. Shall we take a break now?
-- 请戴上安全帽。
-- 我们还得穿上罩衣吗？
-- 最好穿上，以免弄脏你的衣服。请留神脚下。
-- 谢谢。生产线都是全自动的吗？
-- 哦，不是全部自动的。
-- 哦，那你们如何控制质量呢？
-- 所有产品在整个生产过程中都必须通过五道质量检查关。
-- 月产量多少？
-- 目前每月一千套，但从十月份开始每月将为一千二百套。
-- 每月不合格率通常是多少？
-- 正常情况下为2%左右。
-- 那太了不起了。成品从那边出来吗？
-- 是的，现在我们稍微休息一下吧。
Dialogue 5
A: It was very kind of you to give me a tour of the place. It gave me a good idea of your product range.
B: It’s a pleasure to show our factory to our customers. What’s your general impression, may I ask?
A: Very impressive, indeed, especially the speed of your NW Model.
B: That’s our latest development. A product with high performance. We put it on the market just two months ago.
A: The machine gives you an edge over your competitors, I guess.
B: Certainly. No one can match us as far as speed is concerned.
A: Could you give me some brochures for that machine? And the price if possible.
B: Right. Here is our sales catalog and literature.
A: Thank you. I think we may be able to work together in the future.
-- 谢谢你们陪同我看了整个工厂。这次参观使我对你们的产品范围有了一个很好的了解。
-- 带我们的客户来参观工厂是我们的荣幸。不知道你总体印象如何？
-- 很好，尤其是你们的NW型机器的速度。
-- 那是我们新开发的产品，性能很好。两个月前刚投放市场。
-- 和你们的竞争对手相比，我想这机器可以让你们多占一个优势。
-- 当然。就速度而言，目前没有厂家能和我们相比。
-- 能给我一些那种机器配套的小册子吗？如有可能，还有价格。
-- 好的。这是我们的销售目录和说明书。
-- 谢谢。我想也许将来我们可以合作。
Words and Expressions
administrative [ Ed5ministrEtiv ] 行政的，管理的
gross [ ^rEus ] 总的，毛的
warehouse [ 5wZEhaus ] 仓库
square meter 平方米
anniversary [ 7Ani5vE:sEri ] 周年纪念
shift [ Fift ] 轮班
raw material 原料
accessory [ Ak5sesEri ] 零件，配件
assembly line 装配线
helmet [ 5helmit ] 安全帽
monthly [ 5mQnWli ] 每月的
output [ 5autput ] 产量，出产
reject [ ri5dVekt ] 等外品，废品
impressive / impression 给人印象深刻的/印象
performance [ pE5fC:mEns ] (机器等)工作性能
edge [ edV ] 优势，优越之处
automated [5C:tEumeitid ] 机械化的，自动的
concerned [ kEn5sE:nd ] 有关的
literature [ 5litEritFE ] 商品说明书之类的印刷宣传品
merge [ mE:dV ] (企业、团体等)合并
inspection [ in5spekFEn ] 检验
comment [ 5kCment ] 意见，评论
facility [ fE5siliti ] 设备
section [ 5sekFEn ] 部门，处，科，组
annual [ 5AnjuEl ] 每年的，年度的
capacity [ kE5pAsiti ] 生产量，生产力
A Specimen Letter
Dear Mr. / Ms.
Mr. William Taylor, President of our Corporation, and Mr. James Rogers, Marketing Manager, would like to visit Beijing to continue our discussions on a joint venture. They plan to leave in the second half of April and stay in China about a week. Please let us know if the planned visit is convenient for you and what itinerary you would suggest.
If the time of their visit is agreeable, will you kindly request your Embassy here to issue the necessary visas?
Yours faithfully,
我们公司的总裁威廉·泰勒先生和营销经理詹姆士·罗杰斯先生，想来北京继续商讨合资企业之事。他们计划四月下旬出发并在中国停留一个星期左右。请告知我们，该访问计划对你们是否方便以及你们要建议的行程计划。
如果对他们的访问时间无异议的话，可否要求你方使馆签发所需签证？
Substitution Drills
1 A: Let us know when you’re free. We’ll arrange the tour for you.
Would you please tell me your schedule so that we could arrange the visit for you?
Please tell us the time that suits you for us to set up the visit. B: Thank you. I’ll give you a call this afternoon to set the time.
Let me see. I’m quite free Friday afternoon. Does that suit you?
Tuesday next week would be best for me, if that’s possible.
告诉我们您什么时候有空，我们好安排参观。
请告诉我您的行程，以便我们为您安排参观。
请告诉我们什么时候适合您来参观。
谢谢，我今天下午会给您打电话来定时间的。
让我想想，周五下午我有空。那个时间方便吗？
如果可能的话，下周二对我最合适。
2 A:I’ll show you around and explain the operations as we go along.
guide you through the factory and ask our people to give you a demonstration of our latest models.
take you around the factory and show you our machines in operation.
B: That’ll be most helpful.
That’ll be very interesting.
We’d like that very much.
我会带您 到处看看，给您解释我们的操作。
参观工厂，叫我们的人给您演示我们的最新型号。
去工厂参观，带您去看我们运行中的机器。
那太有帮助了。
那会很有意思。
我们非常乐意。
3 A: How large is the plant?
is the machine shop
an area does this warehouse cover
B: It covers an area of 75,000 square meters.
Its total area is 4,000
It covers a total area of 5,000
工厂有多大？
车间
仓库占地面积
它的占地面积有七万五千平方米。
它的总面积是四千平方米。
它的总面积是五千平方米。
4 A: When was the plant set up?
When did you start the factory?
How long has your factory been established?
B: In the early 70s.
Some twenty years ago by merging two small-sized ones.
We’ve been operating for about ten years.
工厂 是什么时候建立的？
是什么时候开办的？
建立多长时间了？
在70年代早期。
大约20年前由两个小规模的工厂合并而成的。
我们已经运作大约10年了。
5 A: Do we need to put on the jackets?
Do we have to wear the helmets?
Must we wear the masks?
B: You’d better protect your clothes.
You should heads.
I’m afraid you must lungs.
我们 需要穿上上衣吗？
一定要戴上头盔吗？
一定要戴上面具吗？
你 最好穿上，保护你的 衣服。
最好戴上，头部。
恐怕必须戴上，肺部。
6 A: Is the production line fully automated?
computer-controlled?
mechanized?
B: Well, not fully automated.
Well, not fully computer-controlled.
Yes, fully mechanized.
生产线是全自动吗？
全电脑控制吗？
全部机械化吗？
哦，不是全自动的。
哦，不是全电脑控制的。
是的，全部机械化。
7 A: How do you control the quality?
How do your quality control systems operate?
What kind of quality control do you have?
B: All products have to go through five checks in the whole manufacturing process.
There’re a total of five checks in the whole manufacturing process.
All products have to pass strict inspection before they go out.
你们 怎么控制质量？
的质量控制系统是怎么运行的？
有什么样的质量控制？
所有的产品在整个生产过程中都必须经过五道检查。
在整个生产过程中共有五道检查关。
所有的产品在出厂前必须经过严格的检查。
8 A: It gave me a good idea of your product range.
understanding of your products.
picture of your product areas.
B: It’s a pleasure to show our factory to our friends.
I am glad it was useful.
I’m pleased you found it helpful.
这让我对你们的产品范围有了一个很好的了解。
带朋友参观我们的工厂是一种荣幸。
很高兴能起到一定的作用。
我非常高兴能对你有帮助。
9 A: What’s your general impression, may I ask?
What do you think of our plant?
We’d like to have your suggestion and comments.
B: Very impressive, especially the speed of your NW Model.
I was very impressed. You have fine facilities and efficient people.
I’m impressed by your approach to business.
可以问一下您的总体印象吗？
您认为我们工厂如何？
我们希望听取您的建议和评论。
很好,印象很深刻，特别是NW型的速度。
我真是大开眼界了，你们拥有很好的设备和高效率的员工。
我对你们的商业运作方法印象很深刻。
10 If it is not too much trouble, we would like to talk to
your plant manager.
your general manager
your delivery department director
如果不是特别麻烦的话，我们想同你们的工厂经理 谈一下。
你们的总经理
你们的运输部主管
11 We look forward to our tour of your factory.
visiting your company
contacting you next month
我们盼着参观你们工厂。
参观你们公司
下个月与您联系
12 We learned a lot about your facilities.
the process of wine making
the technology of wine making
the skills of driving
我们了解了许多关于 你们设备的情况。
酿酒的过程。
酿酒的技术。
驱动的技巧。
About Products
产品问题
Brief Introduction
商品的质量是对外贸易中价格的基础，所有的交易和谈判都是在商品本身质地的基础上进行的。那也是为什么越来越多的公司希望通过 ISO国际质量体系认证。有了质量保证，买方才会放心，企业也才会有更大的发展。
Basic Expressions
1. We’ve received the sample that you sent us last Sunday.
我们已经收到了上星期天你方寄来的样品。
2. We’ve got here our sales samples Type One and Type Two.
这里是我们一号和二号销售样品。
3. Our quality is based solely on our sales samples.
我们的质量完全以货样为准。
4. We sell goods as per the sales sample, not the quality of any previous supplies.
我们销售产品是以货样为标准，而不是凭过去任何一批货的质量。
5. You know we sell our tea according to our samples.
我们凭货样销售茶叶。
6. You can’t see the difference between these grades.
你可以看看这些等级的差别。
7. These two grades are very much in demand.
这两种等级（的货）目前需求很大。
8. We are in urgent need of these two grades.
我们急需这两种等级的货。
9. The color of the shipment is much darker than that of your previous consignment.
这批货的颜色比上批要暗许多。
10. No doubt you’ve received the rejected samples of the inferior quality goods.
你们一定收到了质量低劣的抽样品。
11. I must advise you of the specifications of the goods.
我必须告诉你货物的规格。
12. Have you received the specifications as shown in our catalog?
你们收到了按我方目录所列的产品规格了吗？
13. The quality is all right, but the style is a bit outdated.
质量没问题，只是式样有点过时。
14. We found the goods didn’t agree with the original patterns.
我们发现货物与原来的式样不符。
15. The Double Fish brand is not so bad. The design is fresh and vivid.
双鱼牌不错，图案新颖。
16. The new varieties have very vivid designs and beautiful colors. 新产品图案新颖、色泽鲜艳。
17. The difference in quality is no more than usual and indeed unavoidable in this line of goods.
对于这种商品而言，品质上有差别是很常见的，而且的确难以避免。
18. They were carefully examined and picked only this morning.
这些是经过细心挑选、今天早上才摘下来的。
19. This kind of high-powered battery is produced with the latest technology.
这种高能量电池采用的是最新生产技术。
20. Stainless products are always popular because they’re rustproof.
不锈钢制品因为能防锈，所以很受欢迎。
Dialogue 1
A: I can promise you that, if you buy our product, you will be getting quality.
B: I’ve looked at your units, and I am very happy with them. Your goods are all far above standard quality.
A: We spend a lot of money to make sure that our quality is much better. We don’t sacrifice quality for quick profits.
B: Well, we’re really interested in placing an order under negotiation. We can start the negotiations as soon as you want.
A: That’s great. I’m glad we’ll be able to do business together. I’ll have some quotes ready for you by tomorrow morning.
B: Fine. Also, would you mind if I asked to see a surveyor’s report of your products? I may have a few more questions about your quality analysis.
-- 我可以向你保证，如果你买了我们的产品，你会得到好品质。
-- 我看过你们的单件，我很满意。你们的商品质量高过标准质量。
-- 我们投入了大量的资金来确保质量一流。我们不会为了即期利润而 有损质量。
-- 是的，我方真的很愿意谈判后就订货。你们想谈判的话我们随时都 可以。
-- 那最好不过了。我很高兴我们能在一起做生意。到明天早晨我方将 为您准备好一些报价单。
-- 很好。还有，您不介意我要求看一下你方产品的检查报告吧，对 你们的质量分析我可能还有一些问题。
Dialogue 2
A: I’m interested in all kinds of your products, but this time I would like to order some fireworks and mosquito coil incense. Please quote us C.I.F. Rangoon.
B: Please let us know the quantity required so that we can work out the premium and freight charges.
A: I’m going to place a trial order for 1,000 units of a dozen fireworks and 500 cartons of mosquito coil incense.
B: All right. Here are our F.O.B. price lists. All the prices are subject to our final confirmation.
A: Your price is reasonable but I wonder if you would give us a discount. You know for the products like yours we usually get 2% or 3% discount from European suppliers.
B: We usually offer on a net basis only. Many of our clients have been doing very well on this quoted price.
-- 我对你们所有的产品都感兴趣，但这次我想购买烟火和蚊香。请报 CIF仰光到岸价。
-- 请你说明需求数量，以便我们计算出保险费和运费。
-- 我们打算试订一千打烟火和五百箱蚊香。
-- 好吧!这是我们的FOB价目表。所有的价格都以我方最后确认为准。
-- 你方的价格很合理，但我想知道你们能否给一个折扣?像这样的 商品，我们通常从欧洲供货商那里得到百分之二到百分之三的折 扣。
-- 我们通常只报净价。我们的许多客户在这个报价上都做得很好。
A: Discounts will more or less encourage us to make every effort to push sales of your products.
B: The quantity you ordered is much smaller than those of others. If you can manage to boost it a bit, we’ll consider giving you a better discount.
A: As far as a trial order is concerned, the quantity is by no means small. And generally speaking, we like to profit from a trial order. I hope you’ll be able to meet our requirements.
B: Well, as this is the first deal between us, we agree to give you an one-percent discount as a special encouragement.
A: 1%? That’s too low a rate. Could you see your way to increase it to 2%?
B: I’m afraid we have really made a great concession, and could not go any further.
A: It seems this is the only proposal for me to accept. I’ll come again tomorrow to discuss it in detail.
B: All right. See you tomorrow.
-- 折扣或多或少能给我们一些鼓励，能使我们更加努力地推销贵方的 产品。
-- 你们订的数量比其他客户少很多。如果你们能试着增加一点数量， 我们会考虑给予适当折扣。
-- 做为试购，这个数量绝不算少了。一般来说，试购总应得到些利 润，希望你方能满足我们的要求。
-- 由于这是我们的第一次交易，我们同意作为特殊照顾给予你们百分 之一的折扣。
-- 百分之一？那太少了。能不能想办法增加到百分之二？
-- 恐怕不行了，我们确实已做出了很大让步，无法再增加了。
-- 看来，这是我唯一能接受的条件了。明天我再来和你们讨论细节问 题。
-- 好吧！明天见。
Words and Expressions
counter sample 对等样品
sampling [ 5sB:mpliN ] 抽样，实验样品
pattern sample 模型样品
duplicate sample 复样
color sample 色彩样品
subject to the counter sample 以对等样品为准
sample for reference 参考样品
sales by sample 凭样品买卖
Rangoon [ rAN5^u:n ] 仰光（缅甸首都）
premium [ 5primjEm ] 保险费
trial [ 5traiEl ] 尝试性的，实验性的
net price/ net weight/ net profit 实价，净价/净重/净利润
boost [ bu:st ] 提高
lag [ lA^ ] 走得慢，落后
mosquito coil incense 蚊香
concession [ kEn5seFEn ] 让步
trade mark 商标
brand [ brAnd ] 牌子，商标
Sales by Description 凭说明书买卖
Sales by Trade Mark of Brand 凭商标和牌名买卖
quality as per seller’s /buyer’s sample 凭卖方/买方样品质量交货
quality landed /quality shipped 卸岸品质/装船品质
Sales by Specification, Grade, or Standard
凭规格、等级或标准买卖
Fair Average Quality (F.A.Q.) “良好平均品质“良好平均品质”（国际上买卖农副产品时常用此标准）
Notes
1. confirm 确认，证实
We confirm (receipt of) your letter of the 7th.
你七日来函收悉。
2. come to an agreement 达成协议
After a long discussion we’ve come to an agreement on barter trade.
经过长时间的讨论，我们已在易货贸易方面达成了协议。
3. because of 由于，因为
Because of heavy bookings, we cannot accept fresh orders at present.
由于手中大量的订货，我们目前不能接受新的订单。
4. appreciate 感谢（后接名词或动名词宾语）
We shall appreciate it if you will make us an offer for 100 dozens.
如给我们一千打的报盘，我们将甚为感激。
We appreciate your cooperating with us.
感谢你同我们的合作。
5. lead to
Improper packing led to the breakage of the porcelain wares.
包装不当造成瓷器的破损。
6. to push sales of = to push the sale of 推销
7. quality
If the quality of your initial shipment is found satisfactory, an additional large shipment will follow.
如果你们第一次运来的货令人满意，随后将有大批续订。
quality有时可用作形容词作“高级的，优质的”解释。 例：These shoes are made of quality leather. 这些鞋是用高级皮革做的。
和质量有关的一些词组：
tip-top quality 第一流质量
inferior quality 次等质量
high quality 高质量
first-class quality 头等质量
choice quality 精选的质量
fair average quality(F.A.Q.) 中等品
bad quality 劣质
A specimen Letter
Dear Sirs:
We confirm email exchanged between us regarding fireworks and mosquito-repellent incense and are glad that we have come to an agreement on the price. Your last email informed us that you could offer us 500 units of a dozen fireworks and 300 cartons of mosquito-repellent incense, which we think is not enough. More and more clients in our country like to buy Chinese products because of their good quality. If we do not take care of the supply of our market, they will naturally turn somewhere else for their needs. So we do hope you can offer us at least 1,000 units of a dozen fireworks and 500 cartons of mosquito-repellent incense.
We appreciate your efforts and cooperation and believe this order will lead to considerable business in the future.
We look forward to your early reply.
……Import Corp.
先生：
兹证实我们双方关于烟火和蚊香的往来电报。我们很高兴在价格方面达成了协议。你在上一封电报里通知我们，只能报五百打烟火和三百箱蚊香，这个数量是不够的。由于中国商品质量好，我们越来越多的客户喜欢购买它。如我们不能充分供应市场，他们势必会从别处购买。因此，我们希望你至少能报一千打烟火和五百箱蚊香。
我们感谢你方的努力和合作，相信这次订货将会带来今后更多的交易。
盼早复。
Substitution Drills
1 Last year Tide detergent had been awarded tip-top quality certificate many times.
Colgate toothpaste
Ford cars
Nike sportswear
去年 汰渍洗衣粉 被多次授予顶级质量证书。
高露洁牙膏
福特汽车
耐克运动衣
2 The quality of products of P&G is high.
dependable
guaranteed
first-class
宝洁公司的产品质量 高。
可以信赖
是有保障的
一流
3 This suit is well - tailored. 这件西装 裁剪 精良。
knitted 编织
selected 选择
designed 设计
4 They’re available in all sizes.
different colors.
various patterns.
各个尺码 的都有。
不同颜色
不同款式
5 A: They’re good in material, fashionable in design and superb in workmanship.
simple in design, small in size and light in weight.
good to look at, easy to operate and convenient to carry.
B: I see. The quality seems all right, but your prices are too high.
材料很好、设计时尚、做工优秀。
设计简洁、尺码不大、重量也很轻。
看上去很好，易操作、携带方便。
哦，原来这样。质量看上去不错，但你们的价格太高了。
6 A: How does it compare with your old models?
the competing products
Japanese make
B: It’s different in many ways.
It gives longer wear.
It’s lighter and much easier to operate.
它与你们的老型号相比如何？
你们的竞争产品
日本制品
在很多方面都不一样。
更耐穿。
较轻，更易操作。
7 A: Will you supply spare parts if we want them?
do the repairs if the machine breaks down after the warranty period?
B: Certainly.We always have the interest of the customers at heart.
如果 我们需要零部件配件，你们能提供吗？
机器在保修期后坏了，你们修理吗？
当然，我们时刻考虑顾客的利益。
8 A: How long is the warranty?
B: We guarantee our product for two years.
It is guaranteed for one year.
It carries a three-year warranty.
保修期多长时间？
我们的产品保修两年。
保修一年。
三年保修。
9 A: How about repairs after the warranty expires?
B: All repairs are billed at cost.
We’ll only bill you for parts.
The on-site service is $ 500 a year after the warranty.
在保修期过后的修理怎么办呢？
所有的修理都是成本价。
我们只收取零件修理费用。
在保修期外的现场服务是500美金一年。
10 A: What do you think of Model 8? It can serve as a good substitute.
It’s equally good in quality.
It’s very close to the sample.
B: I’m not sure whether the users want exactly the same thing or they may take substitutes.
I’m not sure if we could persuade our users to accept the new specifications.
I have no idea if we could interest our users in your new product.
您认为第八号模型怎么样？它可以作为很好的替代品。
它的质量一样出色。
它与样品非常接近。
我不确定使用者是想要完全一样的东西呢还是替代品。
我不知道我们能否说服用户来接受新规格。
我不知道你们的新产品能否吸引我们的用户。
11 A: I’d like to know if
you accept orders in the buyer’s design and measurement.
the articles could be made especially for our market.
B: Yes, we do. If the order comes to a certain quantity.
That can be done. We can arrange production to meet your requirement.
Certainly. We can make products according to buyer’s samples.
我想知道 你们是否按买方的设计和尺寸接受订单。
货物能否按我们的市场特别制造
是的，我们可以。如果订单达到一定的数量的话。
可以做到。我们可以安排生产满足您的要求。
当然。我们可以根据买方的样品生产。
12 A: Our users like the
material, but they don’t care for the color and design.
craftsmanship, but they don’t care for the style.
pattern, but they don’t care for the material.
B: What’s their preference?
What do they prefer?
我们的用户喜欢 这材料，但是他们不喜欢颜色和设计。
做工，但他们不喜欢款式。
款式，但他们不喜欢材料。
他们的偏好是什么？
他们喜欢什么？
Price
价格
Brief Introduction
对外贸易中的商品单价通常由四个部分组成，即计量单位、单位价格、计价货币和价格术语。
国际贸易中使用的价格术语很多，其中以 F.O.B、C.I.F、及C.F.R三种价格术语最为常用。对于这三种价格术语，国际上有多种解释，现将这三种价格术语扼要解释如下：
1.F.O.B 该价格叫装运港船上交货价，简称“船上交货”。F.O.B是 Free On Board的缩写。采用这一价格术语时要在其后注明装运港名称。
2.C.I.F 该价格叫成本加保险费、运费价。C.I.F是Cost Insurance Freight的缩写。采用这种价格术语的时候，应在C.I.F后注明目的港名称。
3.C.F.R该价格叫成本加运费价。采用这种价格术语时，也应在 C.F.R后注明目的港名称。
Basic Expressions
1. If you can reduce the price by 5%, we shall be able to order 200 metric tons.
如果你方能降价百分之五，我们将订购二百公吨。
2. Business is possible if you increase the price by 2%.
如果你方提价百分之二，交易才有可能。
3. We are not interested unless your price is reduced to a level in line with the market price.
除非你们把价格降到与市场价格相等，否则我们不感兴趣。
4. We have been informed that the current price on your side is much higher than what you say.
我们听说你方的现行价比你方所说的要高很多。
5. Sellers decide to wait no matter when the price picks up. 不管价格何时回升，卖方决定再等一等。
6. Our prices are highly competitive when you consider quality.
如果你们考虑一下质量的话，我们的价格是很有竞争性的。
7. Our price is net without commission.
我们的价格是净价，不含佣金。
8. To meet your requirements, we would like to reduce our price by 2%, which, I hope, will be satisfactory to you.
为满足你方要求，我们愿降价百分之二,希望能令你们满意。
9. I’m awfully sorry. This is our floor price. If you find it unworkable, we may as well call the deal off.
很遗憾，这是我们的底价。如果你觉得价格不可行，我们只好取消这笔交易。
10. Will you please quote F.O.B Brussels in U.S. dollar?
请你们以美元、布鲁塞尔离岸价报价。
11. It’s better for us to have a talk on price terms, because it is one of the key points in our dealings.
我们最好先谈价格条件，因为它是做生意的一个关键。
12. I’ll have to consult my home office before I can give you a definite answer on the price terms.
在答复你方有关价格条件之前，我得先跟我们国内公司联系一下。
Conversations
Dialogue 1
A: I’ve come to hear about your offer for bristles.
B: We have the offer ready for you. Let me see ... here it is. 100 cases Houston Bristles, 57 mm, at 10 pounds sterling per kilogram, C.I.F
European Main Ports, for shipment in June 2001. The offer is valid for five days.
A: Why, your price has soared. It’s almost 25% higher than last year’s. It would be impossible for us to push any sales at such a price.
B: I’m a little surprised to hear you say that. You know very well that markets for bristles have gone up a great deal in recent months. The price we offer compares favorably with quotations you can get elsewhere.
-- 我是来听取你们对猪鬃的报盘。
-- 我们已为你准备好了报盘。让我找一找，啊，在这里，100箱57毫 米休斯敦猪鬃，每公斤成本加运费保险费到欧洲主要口岸价10英 镑，2001年6月交货。报盘五天有效。
-- 为什么你方的价格猛涨，几乎比去年高出25%？按这种价格，我方 实在难以销售。
-- 你这样说让我有点惊讶。近月来猪鬃市价涨了很多。我方所报的价格与你从别处能获得的价格相比，是较为便宜的。
A: I’m afraid I can’t agree with you there. I must point out your price is higher than some of the quotations we’ve received from other sources.
B: But you must take the quality into consideration. Everyone in the trade knows that US’s bristles are of superior quality to those from other countries.
A: I agree that yours are of better quality. But there’s competition from synthetic products, too. You can’t very well ignore that. Prices for synthetic bristles haven’t changed much over the years.
B: There’s practically no substitute for bristles for certain uses. That’s why demand for natural bristles keeps rising in spite of cheaper synthetic ones. To be frank with you, if it were not for the long- standing relationship between us, we would hardly be willing to make you a firm offer at this price.
A: Well, we’ll have a lot of difficulties in persuading our clients to buy at this price. But I’ll have to try, I suppose.
-- 恐怕我不同意你的说法，你们的价格比我们从别处所得到的一些报价高。
-- 但是你方必须考虑到质量的问题。同行中人人皆知美国猪鬃质地优于其他国家的供货。
-- 我承认你们的猪鬃质量高，但还有人造制品的竞争。你恐怕不能忽视这一点吧。今年来，人造制品的价格并无多大变化。
-- 在某些用途方面，几乎没有东西可以代替猪鬃。尽管人造制品价格 便宜，但对天然猪鬃的需求还在不断增长，原因就在这里。老实 说，如果不是为了我们双方长期以来的关系，我们不大可能以这样 的价格向你方报实盘的。
-- 唉，要说服客户以这个价格购买，对我们来说还真不容易。不过看来，我得试一试。
Dialogue 2
A: I believe you’ve studied our proposal for fertilizers.
B: Yes, Mr. Smith. And we’re very much interested.
A: It’s almost twenty years since we first supplied you with our
products in 1984. To our regret, for one reason or another, business between us has failed to develop. I hope we’ll succeed in concluding some business this time.
B: As we’ve repeatedly stated, US does business on the basis of equality, mutual benefit and exchange of needed goods. If these principles are adhered to, I’m certain that mutually beneficial
business will result.
-- 我相信你们已经仔细研究过了我们的肥料报盘。
-- 是的，史密斯先生，我们对此很感兴趣。
-- 我们于1984年首次向你方供应产品至今差不多已有20年之久。由于种种原因，我们之间的业务未能继续下去，对此我们感到很遗 憾。希望我们这次能达成一些交易。
-- 我们一再说明，美国是在平等互利、互通有无的基础上进行贸易 的。若遵循了这些原则，我确信能够达成对双方都有利的交易。
A: May we hear your comments on your products?
B: We find the quality of your samples well up to standard and suitable for our requirements. On the other hand, we’re received offers for higher quality products. So business depends very much on your prices.
A: Taking everything into consideration, you’ll find that our prices compare favorably with the quotations you can get elsewhere.
B: I’m not sure of that. Before coming to the discussion of price, may I point out that we would like to have you quote us on a F. O.B. basis?
A: I don’t quite understand. For bulk goods such as chemical
fertilizers, it’s the sellers who arrange the shipping space. It is more convenient for us, as well as for you.
B: Well, we prefer to have the US National Chartering Corporation take care of the shipping. It doesn’t make a difference to you, does it?
A: Well, it does make a slight difference, but we’ll do as you request.
-- 请对我们的产品提提意见好吗？
-- 我们认为你们的样品质量符合标准而且适合我们的需要，但是另一 方面，我们已收到高档货的报盘，所以业务能否成交在很大程度上 要看你方的价格。
-- 如果把各种因素都加以考虑，你就会发现我们的价格比别处报的要 便宜。
-- 这点我不敢肯定，在谈判价格之前，我想提出，我们希望你方报船 上交货的价格，行吗？
-- 我不大明白，象化肥这一类的大宗货得由卖方安排舱位。这对你我 都方便。
-- 喔，我们宁愿由美国租船公司去负责装船。这对你方没有多大 区别，对不对？
-- 喔，稍稍有点区别，但我们可以照你的意见办。
Dialogue 3
A: I have here our price sheet on a F.O.B. basis. The prices are given without engagement.
B: Good, if you’ll excuse me, I’ll go over the sheet right now.
A: Take your time.
B: I can tell you at a glance that your prices are much too high.
A: I’m surprised to hear you say so. You know that the cost of pro- duction has been skyrocketing in recent years.
B: We only ask that your prices be comparable to others. That’s reasonable, isn’t it?
A: Well, to get the business done, we can consider making some concessions in our price. But first, you’ll have to give me an idea of the quantity you wish to order from us, so that we may adjust our prices accordingly.
-- 这是我们船上交货价的价目单。所报价格没有约束力。
-- 很好。如果可以，我马上把价目单看一遍。
-- 请便。
-- 我一看这份价目单就知道你们的价格太高了。
-- 你这么说我很吃惊。你知道近年来生产成本迅速上涨。
-- 我们只要求你方的价格能和别人差不多就行了。这个要求很合理，对不对？
-- 好吧，为了成交，我们可以考虑作些让步，不过要请你先说明大概要订购多少，以便我们对价格作相应的调整。
B: The size of our order depends greatly on the prices. Let’s settle that matter first.
A: Well, as I’ve said, if your order is large enough, we’re ready to reduce our prices by 2 percent.
B: When I say your prices are much too high, I don’t mean they are higher merely by 2 or 3 percent.
A: How much do you mean then? Can you give me a rough idea?
B: To have this business concluded, I should say a reduction of least 10 percent would help.
A: Impossible. How can you expect us to make a reduction to that extent?
B: I think you are as well - informed as I am about the market for chemical fertilizers. It’s unnecessary for me to point out that sup- ply exceeds demand at present and that this situation is apt to continue for a long time yet. May I suggest that you call your home office and see what they have to say?
A: Very well, I will.
-- 我们要订的数量很大程度上取决于价格，就让我们先解决价格问 题吧。
-- 好吧，如果你们的订货数量很大，我们准备减价百分之二。
-- 我说你们的价格太高，并不是说仅仅高出百分之二或三。
-- 那么你说是多少呢？能不能说一个大概的数字？
-- 为了促成交易，我认为大约给百分之十的折扣才行。
-- 不可能，你怎么能要求我们给那么大的折扣呢？
-- 有关化肥的行情，我想你和我一样都很了解。用不着我来指出， 目前的情况是供过于求，而且这种情况还要延续很长一段时间。 我建议你打个电话给你们公司，看看他们有什么意见？
-- 好吧，我打个电话问问。
Notes
1. be apt to 有……倾向的
2. The offer is valid for… 报价有效期是…
3. to make sales of / to push sales of 推销
4.markets for bristles have gone up 猪鬃行情上涨
5. I can’t agree with you there. 在这一点上我不同意你的意见。
6. from other sources 从其他来源（供应者）
7. long-standing relationship 长期的合作关系
8. We’ll have a lot of difficulties in persuading our clients?
我们将难以说服我们的客户……
9. to our regret 使我们遗憾的是
10. on the basis of equality, mutual benefit and exchange of needed goods
在平等互利和互通有无的基础上
11. taking everything into consideration 在全面考虑之后
12. shipping space 舱位
13. without engagement 不受约束的
14. to get the business done 为了做成买卖
15. supply exceeds demand 供过于求
A Specimen Letter
Dear Sir,
You letter of 15th August addressed to our Head Office has been passed on to us for attention and reply.
We now take pleasure in advising you that the price of Brown Crystal Sugar is at USA per metric ton F.O.B. Of course we also quote C.F.R. or C.I.F. prices if buyers so desire. The price terms to be employed depend much on the characteristics of the goods as well as their specific transport requirement and shall always serve the best interest of buyers and sellers alike.
We are looking forward to your order.
Yours truly,
释文
先生：
您八月十五日致我总公司的信函已转交到我处作复。
我们高兴地通知您红砂糖的船上到岸价为每公吨#美元。当然，如果买方愿要C.F.R.或C.I.F.价，我们也可照办。采用哪种价格，取决于产品的特点以及所需的运输条件，同时要使其符合买卖双方彼此的利益。
盼望收到你方订单。
Substitution Drills
1 A: Our price is U.S.$ 98 per pound.
B: I must say the price is too high for me to accept.
must point out the price is too high to interest us.
can assure you the price is too high to be competitive.
我们的价格是每磅98美元。
我必须说价格太高不能接受。
我必须说价格太高我们难以接受。
我向你保证价格太高了，没有竞争力。
2 A: I hope you’ll quote favorably.
quote us your best terms.
give us your lowest price quotes.
B: Our rates are in line with the world market.
Our prices fit in with today’s market situation.
We always give our customers the best terms.
我希望你们报价优惠。
我们的价格与国际市场上的是一致的。
我们的价格与今天的市场形式相吻合。
我们总是给我们的顾客最好的协议条款。
3 A: Our users are under the impression that your prices are usually on the high side compared with those of other suppliers.
have the idea that your prices are usually a bit too high.
are of the opinion that your prices are usually rather stiff.
B: One can’t consider price separately from quality.
One has to take quality into account.
When comparing prices, one has to take into consideration the quality of the goods.
我们的用户总是认为你们的价格相对于其他供货商较高。
我们的使用者认为你们的价格总是有点太高。
我们的用户认为你们的价格总是相当昂贵。
不能只看价格，不看质量。
还要考虑质量因素。
衡量价格时，也应该考虑商品的质量问题。
4 A: Other suppliers are offering a much higher rate of commission.
a much better price.
more favorable payment terms.
B: 2% is the usual commission we allow for a small quantity.
$100 is actually the lowest we can do for a small quantity.
其他供货商提供更高比例的佣金。
其他供货商提供更好的价格。
其他供货商提供更优惠的支付条款。
对于小批量的订货，我们通常给百分之二的佣金。
对于小批量的订货，我们的最低价格是100美元。
5 That’s the best we can do. We can’t go any lower.
the lowest price we can offer. We can’t take less.
our bottom price.
这是我们最优惠的价格，我们不能再低了。
那是我们可以提供的最低的价格。不能再少了。
那是我们的底线。
6 A: If we guarantee an annual order of a certain amount,
would you give us a special discount?
would you give us a higher rate of commission?
would you give us some advertising expenses?
B:We can make that kind of arrangement with you.
will have to know how much you can guarantee first.
can’t promise anything before we know more of your plan.
如果我们保证每年一定数量的订货，你们能给我们特殊折扣吗？
如果我们保证每年一定数量的订货，你们能给我们高一点的佣金 率吗？
如果我们保证每年一定数量的订货，你们能给我们一些广告经费 吗？
我们可以为您作出这个安排。
我们必须知道你首先能给我们保证多少数量的订货。
在我们更多地了解您的计划以前，我们什么都不能承诺。
7 A: We may offer you allowances on a sliding scale.
B: Could you put it more exactly?
put it more precisely?
give the details?
我们可以按比例给您提供佣金。
您能说得更详细点吗？
8 The price depends on the size.
quality
material
style
价格取决于 尺码。
质量
质地
款式
9 It sells at 20 yuan a case.
50 pounds
40 dollars
35 marks
一箱 20元。
50英镑
40美圆
35马克
10 How much is this large size one?
the electronic fan?
the computer software?
这个大号的 多少钱？
这台电风扇
这个电脑软件
11 It’s about 300 yuan including the case.
postage
batteries
包括 盒子 大约300元。
邮费
电池
home appliance mould
precision plastic mould
receiver box mold
electronic mould
daily goods mold
hand tool mold
cleaner piper mould
OEM molding
plastic molding part
du material mould
double injection mold
cup mold
connector mold
cap mold
AP plastic mould
big mould
auto mould
