商务英语300句

Counteroffer



还盘

Brief Introduction



还盘也叫还价。接盘人在收到一项报盘后，往往会对其中的某些内容不能完全同意，于是会提出不同的要求。这种口头或书面的要求一经提出，原来的报盘即刻失效，于是交易在还盘的基础上重新开始。



还盘的内容不单是指价格。对支付条件、装运期等主要条件提出不同的建议，也都属于还盘性质。一笔交易的成立，有时要经历多次还盘和反还盘的过程。



Basic Expressions



1. Our counteroffer is as follows.

我们还盘如下。



2. Our counteroffer is well founded.

我们的还价是很合理的。



3. Your counteroffer is not up to the present market level.

你的还价是不符合目前市场价格。



4. Please make us your best possible counteroffer.

请给我们你们最好的还盘。



5. The price you offer is not in line with the prevailing market.

你方报价与现行市场价不合。



6. It’s impossible for us to entertain your counteroffer.



我们不能接受你方的还价。



7. I’m sorry. The difference between our price and your counteroffer is too wide.



很遗憾，我们的价格与你方还盘之间的差距太大。



8. This is our rock - bottom price, we can’t make any further reduction.

这是我方的最低价格，我们不能再让了。



9. How about meeting each other halfway?

能不能互相做出让步？



10. If you accept our counteroffer, we’ll advise our users to buy from you.

如您能接受我们的还盘，我们就劝用户向你方购买。



11. As a rule, the larger the order, the lower the price.

买得越多，价格越便宜，这是个惯例。



12. I appreciate your counteroffer but find it too low to accept.

谢谢你的还价，我觉得太低了无法接受。



13. We ask for indulgence for 6 days to make a counteroffer.

我们要求宽限六天以便做出还价。



14. We regret to note that you have turned down our counteroffer.



我们很遗憾，知道你方已拒绝了我方的还价。



Conversations



Dialogue 1



A: This is our rock - bottom price, Mr. Li. We can’t make any further concessions.



B: If that’s the case, there’s not much point in further discussion. We might as well call the whole deal off.

A: What I mean is that we’ll never be able to come down to your price. The gap is too great.

B: I think it unwise for either of us to insist on his own price. How about meeting each other half way so that business can be concluded?



A: What is your proposal?



B: Your unit price is 100 dollars higher than we can accept. When I suggested we meet each other half way, I meant it literally.



A: Do you mean to suggest that we have to make a further reduction of 50 dollars in our price? That’s impossible.



B: What would you suggest?



A: The best we can do will be a reduction of another 30 dollars. That’ll definitely be rockbottom.





-- 李先生，这是我方的最低价格，不能再让了。



-- 如果是这样的话，那就没有什么必要再谈下去了，我们是不是干脆 放弃这笔生意算了！



-- 我的意思是说我们的价格永远不可能降到你方提出的水平，差距太 大了。



-- 我想我们双方都坚持自己的价格是不明智的，能不能互相做出让 步？各方都再让一半，生意就能成交了。



-- 你的建议是?



-- 你方提出的单价比我们可以接受的价格高出100美元，我说的各让 一半，是名副其实的一半。



-- 你是说让我们再减价50美元吗？办不到！



-- 你的意见呢？



-- 我们最多只能再减30美元，这可真是最低价了。



B: That still leaves a gap of 20 dollars to be covered. Let’s meet each other half way once more, then the gap will be closed and our business completed.



A: You certainly have a way of talking me into it. All right, let’s meet half way again.



B: I’m glad we’ve come to an agreement on price. We’ll go on to the other terms and conditions at our next meeting.



A: Yes, there’s one other point I wish to clear up.



B: What is it?



A: My friends in business circles all seem to be of the opinion that the U.S. import and export corporations have become more



flexible in doing business recently.



B: Yes, they’re right. In fact, we have either restored or adopted international practices in our foreign trade.





-- 这样还剩下20美元的差额呀。我们再一次各让一半吧。这样差额



就可消除，生意也就做成了。

-- 你真有办法，把我说服了。好吧，我们再各让一半。

-- 双方在价格上达成了协议，我感到很高兴。在下一次谈判中，我们再研究其他条款。

-- 好。不过我还想澄清另一个问题。

-- 什么事？

-- 商界的许多朋友好像觉得美国的进出口公司在贸易中做法更加灵活 了。

-- 正是这样。事实上，最近我们在国际贸易中恢复或采用了国际惯例 和习惯做法。





A: I’m glad to hear that. With a view to expanding and further enhancing the bilateral relations between our two parties, and in particular, exchanging timely views on specific problems in the execution and enforcement of contracts, is it possible for us to have a representative that could stay permanently in Washing- ton D.C.?



B: Basically speaking, yes, we welcome the establishment of repre- sentative offices by foreign companies in Washington D.C.



Of course, there are more details to be attended to. We cannot settle it in a few words.



A: Yes, of course. I’ll call my home office tonight and let them know about it. When do we meet again?



B: How about tomorrow morning at 9?



A: Good. I’ll come back tomorrow, and we can then discuss it more specifically.





-- 听到这一点，我很高兴。为了发展和巩固我们双边之间的关系，特别是为了在执行合同过程中就具体问题及时交换意见，我们能不能 派出代表常驻华盛顿？



-- 从根本上讲，可以，我们欢迎外国公司在华盛顿设立代表处，当然还有一些细节问题需要处理。这个不是三言两语就可以解决的。



-- 那当然。我今晚打电话给国内公司，向他们报告这件事，我们下一次什么时候见面？



-- 明天上午九点钟怎么样？



-- 好，我明天再来，这样我们可以更具体地讨论这件事。





Dialogue 2





A: Mr. Brown, I’m anxious to know about your offer.



B: Well, we’ve been holding it for you, Mrs. Perless. Here it is. Five hundred cases of black tea, at 20 pounds per kilogram, C.I.F. Liverpool. Shipment will be in July.



A: That’s a high price! It will be difficult for us to make any sales.



B: I’m rather surprised to hear you say that, Mrs. Perless. You know the price of black tea has gone up since last year. Ours compares favorably with what you might get elsewhere.



A: I’m afraid I can’t agree with you there. India has just come into the market with a lower price.



B: Ah, but everybody in the tea trade knows that US’s black tea is of top quality. Considering the quality, I should say the price is reasonable.



A: No doubt yours is of high quality, but still, there is keen compe- tition in the tea market. I understand some countries are actually lowering their prices.



-- 布朗先生，我很想知道你们的报盘情况。

-- 佩利丝女士，我们还一直为你保留着这一报盘。这个就是：500箱 红茶，成本加运费保险费到利物浦价，每公斤20英镑，七月装船。



-- 价格太高了！我们很难销售。



-- 佩利丝女士，你这么说我很吃惊。你知道从去年以来红茶价格已经上涨。我们的价格比起你从别处可以买到的价格是较为优惠的。

-- 这点我恐怕不能同意。印度正刚好打入市场，价格比较低。

-- 不过，茶叶商人都知道美国红茶质量好。结合质量考虑，我认为这个价格很合理。

-- 毫无疑问，你们的红茶质量上等，但是茶叶市场竞争激烈。我知道有的国家实际上正在削价抛售。



B: So far our commodities have stood the competition well. The very fact that other clients keep on buying speaks for itself. Few other teas can compare with ours either for flavor or color.

A: But I believe we’ll have a hard time convincing our clients at your price.



B: To be frank with you, if it weren’t for our good relations, we wouldn’t consider making you a firm offer at this price.

A: All right. In order to get the business, I accept.

B: I’m glad that we’ve settled the price.

A: Now about the quantity. You said you could offer me only 500 cases, which I think is not enough. Last year we sold 700 cases, and I’m sure I can do better this year. I hope you can offer me at least 800 cases.

-- 目前为止，我们的商品都是经得起竞争的。其他客户不断地向我们 购买就证明了这一点。在香味或色泽方面，其他品牌的红茶很难与 我们的红茶媲美。

-- 不过我认为很难说服我们的客户们接受你方的价格。

-- 坦率地说，如果不是为了我们之间的友好关系，我们本来不会考虑 以这个价格报实盘的。

-- 好吧，为了达成交易，我接受了。

-- 很高兴我们就价格问题达成了协议。

-- 现在谈谈数量问题。你说只能供应500箱，这不够，去年我们销售 了700箱，今年肯定能销售更多，我希望你至少能报800箱。



B: Because of the rapid growth of both our domestic and foreign markets, our production hasn’t been able to go forward at an equal pace with the demand. 500 cases are the best I can offer you at present.

A: I see. But if I don’t take care of the supply of my market, my customers will naturally turn somewhere else for their needs.

B: Sorry, I don’t think we can offer you more than 500 cases this year. As a matter of fact, we have made a special effort to get



even these 500 cases for you.

A: All right. We’ll take the 500 cases this time. But I do hope you can supply more next time.

B: We’ll see if we can do better next year.



-- 由于国内外市场迅速发展，我们的生产已赶不上需求。目前我最多能报500箱。

-- 我知道。不过如果我不能充分供应市场的话，我的顾客势必会从别 处购货。

-- 很抱歉，我想今年供应不可能超过500箱了。事实上，供应这500 箱我们还做了特别的努力。

-- 好吧，这次我们就接受500箱，但希望下次你方能多供应些。

-- 那得看明年我们能否多供应一些。



Dialogue 3



A: Mr. Brown, let’s have your firm offer now.

B: Gladly. Here’s our offer, 310 Francs per ton, F.O.B. Marseilles. You will notice the quotation is much lower than the current



market price.



A: I’m afraid I disagree with you there. We have quotations from other sources too. And, as you well know, we mainly rely on our own resources. Our own chemical industry has expanded rapidly. We import a certain amount of chemical fertilizer only when the price is reasonable.



B: Well, then, what’s your idea of a competitive price?



A: As we do business on the basis of mutual benefit, I suggest somewhere around 270 Francs per metric ton F.O.B. Marseilles.B: I’m sorry the difference between our price and your counter- offer is too wide. It’s impossible for us to entertain your counter- offer, I’m afraid.



A: Mr. Brown, you no doubt have wide contacts. I don’t think I have to stress that our counter - offer is well founded. It is in line with the international market.



B: I don’t see how I can pull this business through, Mrs. Wang. Let’s meet each other half way. Mutual efforts will carry us a step forward.





-- 布朗先生，现在给我们报实盘吧。

-- 好的。这是我们的报盘：每吨310法郎，马赛船上交货价。你会注 意到我们的价格比目前市价低很多。

-- 恐怕我不能同意这一点。我们也接到了其他地方的报盘。你知道，我们主要靠自己的货源供应，我国的化工工业已迅速扩大。只有在 价格合理时，我们才进口部分化肥。

-- 那好吧，你认为什么价格具有竞争力？

-- 我们都是在互利的基础上做交易，我建议每公吨马赛船上交货价为 270法郎左右。

-- 很遗憾，我们的价格与你方还盘差距太大了，恐怕不可能接受你们 的还盘。

-- 毫无疑问，布朗先生，你们的联系很广泛，我无须再三说明我们的 还盘是很有根据的。它符合国际市场的行情。



-- 王小姐，我不知道怎样才能把这生意做成。我们各让一半吧，共同努力才能使我们前进一步。



A: Now Mr. Brown, what we have given is a fair price.

B: Well, how’s this? We accept your price provided you take the quantity we offer.

A: I’m surprised, Mr. Brown. Wouldn’t it be better to settle on the



price first before going on to the quantity? If you accept our counteroffer, we’ll advise our users to buy from you.



B: Then perhaps you could give me a rough idea of the amount needed?



A: It’ll be somewhere around 50,000 tons.



B: All right, Mrs. Wang. As a token of friendship, we accept your counteroffer for ammonium sulphate for 50,000 tons, at 270 French Francs per metric ton F.O.B. Marseilles.



A: I’m glad we have brought this transaction to a successful conclusion.



B: I appreciate your efforts and cooperation and hope that this will be the forerunner of other transactions in future.



A: Thank you. We’ll be waiting for your confirmation.



-- 布朗先生，我们出的价格是公平合理的。

-- 这样办好不好：如果你方接受我们的数量，我们就接受你方的价格。

-- 布朗先生，你这么说出乎我的意料。在讨论数量前，我们先解决价 格问题不更好吗？如果你接受我们的还盘，我们就推荐用户向你方购买。

-- 那么也许你可以给我一个大概的数量？

-- 大约五万吨左右。

-- 好吧，王小姐，作为友谊的表示，我们接受你方对五万吨硫酸铵的 还盘，即每公吨马赛船上交货价270法郎。

-- 我很高兴，我们已成功地达成了交易。

-- 我感谢你方的努力和合作，并希望这笔交易将只是今后更多交易的 开始。

-- 谢谢你，我们等待你方的确认。



Words and Expressions



concession [kEn5seFEn] 让步

literally [5litErEli] 照字面地，逐字地

reasonable [5ri:znEbl ] 合理的，适当的

Franc [ frANk ] 法郎

current [5kQrEnt] 当前的，现行的

per [ pE] 每，每一

expand [iks5pAnd] 发展，扩大

counteroffer [ 5kauntE7C:fE ] 还盘

entertain [7entE5tein ] 接受，准备考虑

token [5tEukEn] 象征；表示

ammonium sulphate 硫酸铵

forerunner [5fC:7rQnE] 前兆，先导

rock bottom price 最低价格

in that respect 在那方面



Notes



1. might as well call the whole deal off 索性放弃这一整笔交易

2. have a way of talking me into it 有办法说服我

3. have stood the competition well 经得起竞争

4. The very fact that other clients keep on buying speaks for itself.

其他客户继续购买这一事实本身就说明了这一点。

5. It’s impossible for us to entertain your counteroffer.

我们不能接受你方的还价。

6. Our counteroffer is well founded. 我们的还价是很合理的。

7. provided you take the quantity we offer

如果你方接受我们提议的数量



8. as a token of friendship 作为友谊的表示

9. in line with the world market 和世界市场价格一致

A specimen Letter



Dear Sirs:



We are in receipt of your offer of March 26 for 300 cases of black tea at 30 pounds per kilogram, C.I.F. Liverpool.



In reply, we regret to inform you that we cannot do business at the prices you have given. You may be aware that some Indian dealers are lowering their prices. No doubt there is keen competition in the market.



We do not deny that the quality of Chinese tea is better and no other tea can compare with yours either for flavor or color, but the difference in price should, in no case, be as great as 8 percent. To close the business, our counteroffer is as follows:



300 cases of black tea at 25 pounds per kilogram, other terms as per your letter of March 26.



As the market is declining, we recommend your early acceptance.



Yours faithfully,



先生：

我们收到了你们三月二十六日关于三百箱红茶，每公斤三十英镑利物浦到岸价的报盘。

很抱歉，我们不能接受你们的价格。你们可能知道，有些印度商人正在削价销售。无疑市场竞争很激烈。

我们承认，中国茶叶品质较好，在香味和色泽方面，其他品牌的红茶很难与之相比。但是价格差距不应高过百分之八。为了成交，我们还盘如下：

三百箱红茶，每公斤二十五英镑，其他条件照你方三月二十六日信中所述办理。

由于市价看跌，我们建议你们早日接受。



Substitution Drills



1 A:We’re thinking of placing a large order with you.



expanding into the Chinese market.



locating an agent in your area.



B: I’m glad to hear that.



Good news. It means more business for us.



Please let us know if we may be of help.



我们在考虑 下给你们一个大型订单。

开拓进入中国市场

在你们地区设置一个代理

我很高兴听到这个。

好消息，这对我们来说意味着更多的生意。

请告知我们能否帮忙。



2 A: How much are we expected to pay?



are you asking for that?



will you charge per dozen?



B: The lowest we can do is U.S.$30 per dozen.



我们得付多少钱？



你要求多少钱？



每打你要多少钱？



我们可以做的最低价格是每打30美元。



3 A: Could you bring your price down a little bit? Say, $28 ?

cut the price down a little bit?

reduce the price a little bit?

B: I don’t think we can meet your expectations.

meet your request.

meet you on the price.

你能把你的价格降低一点吗？我是说，28美元？

你们能把价格降低一点吗？

你们能把价格降低一点吗？

我想我们 满足不了你们的要求。

满足不了你们的要求。

不能在价格上满足你。



4 A: Have you taken into account the size of our order?



considered the quality of our goods?



B: I wouldn’t have quoted you such a price, if it weren’t for a large quantity.



We wouldn’t have turned to you for an offer, if it weren’t for the good quality of your goods.



你考虑到我们 的订单的大小了吗？

商品的质量了吗？

我不会给你报这样的价格，如果不是大批量的话。

如果不是因为你们商品质量好的话，我们就不会向你们询盘了。



5 A: As a sign of our support to your efforts, we’ll make a special reduction of $0.50 per dozen.

Considering our good relationship and future business, we give you a 3% commission.

B: Frankly speaking, that’s not good enough.

I accept in order to get this transaction concluded.



为了表示我们对你们努力的支持，每打我们特别降价0.5美元。

考虑到我们良好的关系和未来的生意，我们给你提供3%的佣金。

坦率地讲，这还不够。

为了达成交易，我接受。



6 A: You’ve raised the price! May I know what has caused the increase?

You’ve increased the price! May I know why?

The price is higher. Could you give me the explanation?





B: The cost of production has gone up.

The prices of raw materials have been raised.

The market is advancing.



你们提价了！我可以知道增价的原因吗？

你们提价了！能告诉我为什么吗？

价格涨了。你能解释一下原因吗？

生产成本提高了。

原材料的价格上涨了。

市场上涨了。



7 A: As far as I know, the use of new materials could reduce unit cost by 10%.

supply will soon exceed demand.

the price tends to go down.



B: I’m sorry. I can’t agree with you there.

We see things differently.

We don’t see it that way.



据我所知， 新材料的使用能减少单位成本的10%。

供给会很快超过需求。

价格趋于下降。

很抱歉，这点我不同意你的意见。



恐怕我们看法不一样。

恐怕我们看法不一样。
Discount and Commission



折扣和佣金





Brief Introduction



佣金一般是中间商因介绍交易或代买商品而获取的报酬。作为中间商因其有一定的贸易渠道，所以通过其开展交易已是国际贸易中的一种普遍做法。



佣金一般来说分为：明佣和暗佣。明佣是指在合同中已明确确定下来的佣金。暗佣是指在合同中没有表明，而由双方另行约定。佣金数额的计算一般按发票金额总值，即C.I.F.价格或C.F.R.价格乘以佣金率而得。但金额较大的也有按F.O.B.净价计佣的。



折扣是指卖方按照商品的原价给买方以一定比率的价格减让。折扣包括数量折扣、季节性折扣、特别折扣、额外折扣等。具体折扣数额或者比例的多少，应根据具体情况而定。当买卖双方确定了折扣比例后，可在买卖合同中明确地表示出来。



Basic Expressions



A. Commission



1. Please quote us lowest price C.I.F. Los Angeles inclusive of our 5% commission, stating the earliest date of shipment.

请报洛杉矶包括我方5% 佣金在内的最低到岸价格，并告知最早的 装船日期。



2. In view of our long-standing business relationship, we would like to allow you another 2% commission for further promotion of our products.

考虑到我们之间长期的贸易关系，我们愿再给你方百分之二的佣金， 以进一步推销我们的产品。





3. We shall remit you a 5% commission of invoice value after payment is effected.

货款支付后，我们将按发票金额的百分之五汇给你方佣金。



4. We request you to deduct our commission from the invoice.

我们请求你方从发票中扣除我们的佣金。



5. Please grant us a 4% commission as a special consideration.

请特殊照顾给我们百分之四的佣金。



6. We usually pay our agents a 5% commission of the value for each deal.

通常我们支付给代理人的佣金是每笔交易达成金额的百分之五。



7. We could make an arrangement with you, not a special discount.

我方可以与你方协商，但并不是特殊折扣。



8. Moreover, when other customers get to know it, they are likely to raise questions.

而且，其他客户知道的话，他们很可能会提意见的。



9. Usually we pay commission on the basis of C.I.F. value.

我们通常按C.I.F.价格支付佣金。



10. A five-percent commission will certainly help you in pushing your sales.

百分之五的佣金肯定会有助于你们的销售。



11. From other suppliers, we get a higher commission rate for the business in this line.

对这类产品的交易，我们从其他供货者那里可得到更高的佣金。



12. We regret that we can’t allow you a 5% commission.

很抱歉，我们不能给你百分之五的佣金。



13. We will give you back a 5% commission by check.

我们将用支票支付你方百分之五的佣金。



14. We are anxious to know your usual practice in giving commission.

我们急于想知道你方付佣金的惯例。



15. I’m afraid it goes against the usual commercial practice not to allow a commission.

不给佣金恐怕有悖于商业惯例吧。



16. It’s really impossible for us to make any concession by allowing you any commission.

在给你们的佣金问题上，我们真的不可能作出任何让步。



17. As commission agents we do business on a commission basis.

作为佣金代理商，我们是以佣金为基础做生意的。



18. We wish to be your agent in our district if the commission rate is favorable.

如佣金率优惠，我们愿意做你方在我们地区的代理。



19. You may invoice the goods at contract price minus 3% commission.

你们可以按合同价格减去百分之三的佣金开发票。



20. The commission shall be paid either by means of goods covered under this contract or by check.

佣金可用合同项下的货物支付，也可用支票支付。



B. Discount



1. We give a ten percent discount for cash payment.

对于现金付款，我们给九折优惠。



2. Right now, jeans are at a discount.

现在牛仔裤打折销售。



3. We are prepared to allow you a special discount of 5% to compen- sate for the trouble we have caused.

我们准备给予你们百分之五的特别折扣，以补偿给你方所造成的不便。



4. The highest discount we can allow you on this article is 10%.

这种商品我们所能给的最高折扣是百分之十。



5. We have replaced the broken glassware. In addition, we offered the customer a 4% discount.

破碎的玻璃器皿我们已更换。另外，我们给客户百分之四的折扣。



6. We hope to enlarge our trade with your country and intend to grant you a 5% discount.

我们希望扩大与贵国的贸易，并准备给你方百分之五的折扣。



7. Having given it a further thought, we think that 5% special dis- count on price will help you enlarge your trade in Africa.

经过深入地考虑，我们认为百分之五的特别折扣将有助于你们扩大 在非洲的贸易。



8. We are prepared to allow you a special discount of 3% if your order exceeds $5,000.

如你方订单额超过五千美元，我们准备给予百分之三的特别折扣。



9. A discount can be deducted from the unit price.

折扣可从单价中扣除。



10. The 5% discount can be deducted from the L/C and after shipment we will send you a check to cover the 3% commission.

百分之五的折扣可从开立的信用证中扣除。装运后，我方会再寄给 你们支票支付百分之三的佣金。



11. To be frank with you, a discount of 4% wouldn’t help very much.

坦率地说，百分之四的折扣帮助不大。



12. We usually get 5% to 10% discount from our suppliers.

我们通常从供货商那儿获得百分之五至百分之十的折扣。



13. If your order is large enough, we can allow you a higher discount on our price.

如你方订购量很大，我们可以给更高的折扣。



14. Because of their poor quality, we have to sell the goods at a 5% discount.

由于品质低劣，我们不得不降价百分之五出售货物。



15. It was only after much persuasion that the buyer finally agreed to accept the goods at a discount of 10% off the quoted price.

经过反复劝说，买方最后才同意按报价打九折收下货物。



Conversations



Dialogue 1



A: Hello, Mr. Kubat. I am glad to meet you here at the fair.

B: Likewise. Take a seat, please. How about a cup of tea?

A: Good. Thank you. It seems your business is prosperous. So many customers here.

B: Yes, not too bad. Our sales are going up year after year. And we still have a large potential production capacity.

A: Well, do you think of choosing a commission representative or agent abroad to promote your sales?

B: That’s a good idea. So far, we have several agents abroad.

A: We are willing to be your agent in Thailand for hand-tools. What’s your idea?

B: It coincides with our desire.

A: Then, what’s your usual commission rate for your agents?

B: Usually, we give a commission of 3% to our agents.

A: 3% is too low, I think. You see, we have a lot of work to do in promoting the sales, such as advertising on radio or TV, printing booklets, leaflets, catalogues and so on. It all costs. 3% is not enough.

B: Don’t worry. We’ll allow you a higher commission rate if your sales score a substantial increase.

A: You mean to say……

B: Now, if you sell US$ 2 million worth of hand-tools annually, we can only allow 3% commission. If the annual turnover exceeds US$ 5 million, you can get 5% commission. What do you think of that?

A: It sounds OK. Then how do you pay the commission?

B: We may deduct the commission from the invoice value directly or remit it to you after payment.

A: All right. If it is okay,we would like to sign an agency agreement with you immediately.

B: Think it over. We hope to keep a good business relationship with you.

A: Thank you for your help.



-- 你好，库巴特先生，很高兴在本届交易会上见到你。

-- 我也很高兴。请坐，喝杯茶好吗？

-- 好，谢谢。看起来生意很兴旺，这么多客户光临。

-- 是的，还可以。销量年年递增，我们的生产潜力还很大。

-- 哦，你们是否想在国外选择一家代办商或代理人为你们推销产品？

-- 这个主意不错。不过，目前我们在国外已有几家代理人。

-- 我们愿意在泰国做你方的手工工具代理人。不知你们意见如何？

-- 这正合我们的心意。

-- 那么，你们通常给代理人的佣金率是多少？

--通常给百分之三。

-- 我认为百分之三太低了。你知道，为了推销你方的产品，我们要做 很多的工作。比如，在电台或电视上做广告，印刷小册子、传单和 商品目录等。这一切花销，百分之三是不够的。

-- 别担心，如果你们的销量大幅度增长，我们会给予更高的佣金。

-- 您的意思是……

-- 如你方手工工具的年销量为二百万美元，我们只能给百分之三的佣金。如果年销量超过五百万美元，你就可得到百分之五的佣金，你看如何？

-- 这还差不多。那么，佣金如何支付？

-- 我们可以直接从发票金额中扣除佣金，或在付款后汇给你方。

-- 那好。如果可以，我们会与你们立即签订代理协议。

-- 好好考虑一下，我们希望与你方保持良好的贸易关系。

-- 谢谢你们的关照。





Dialogue 2



A: Mr. Kirkman, I’ve considered the offer you made me yesterday. I must point out that your price is much higher than other offers we’ve received.



B: Well, it may appear a little higher, but the quality of our products is much better than that of other suppliers. You must take this into consideration.



A: I agree with you on this point. That’s why we like doing business with you. This time I intend to place a large order but business is almost impossible unless you give me a discount.



B: If so, we’ll certainly give you a discount. But how large is the order you intend to place with us?



A: 80,000 sets with a discount rate of 20%.



B: I am afraid I can not agree to such a big discount. Such a discount won’t leave us anything. Our maximum is 10%.



-- 柯克蒙先生，我已考虑过你昨天的报价了。我得指出你们的价格比 我们收到的其他报价高很多。



-- 可能显得高一点，但我们的产品质量要比其他供应商的好。你应该 考虑到这一点。



-- 这点我同意。那也是为什么我们喜欢和你们做生意。此次我们想下 订一个大订单，但你们要给我一个折扣，否则很难成交。



-- 既然如此，我们当然会给你们一个折扣。但你们要订购多少呢？



-- 八万套，折扣百分之二十。



-- 我恐怕不能同意给这么高的折扣。给这样一个折扣，我们就无利可图了。我们最高给百分之十。



A: Oh, Mr. Kirkman, you see, with such a large order on hand, you needn’t worry anymore. You don’t have to take in new orders. Think it over. We are old friends.



B: Considering the long-standing business relationship between us, we shall grant you a special discount of 10%. As you know, we do business on the basis of equality and mutual benefit.



A: Yes, I also hope we do business on mutually beneficial basis. But 10% discount is not enough for such a big order.



B: Only for very special customers do we allow them a rate of 10% discount. Besides, the price of this product tends to go up. There is a heavy demand for it.



A: Yes, I know the present tendency. Anyhow, let’s meet each other halfway, how about 15%?



B: You are a real businesswoman! All right, I agree to give you a 15% discount provided you order 100,000 sets.



A: Ok, I accept.



-- 柯克蒙先生，手头有这么大一个订单，你都不必再担心了。你们都 不必接新订单了。好好想一想吧，我们都是老朋友了。



-- 考虑到我们长期的贸易关系，我们才给你百分之十的特别折扣。你 知道，我们是在平等互利的基础上做交易的。



-- 是的，我们也希望在互利的基础上做交易。但是，这么大一笔订 单，百分之十的折扣是不够的。



-- 只有对十分特殊的客户，我们才给予百分之十的折扣。另外，这一 产品的价格日趋上升，需求旺盛。

-- 是的，我知道目前市场的趋势。不管怎样，我们互让一下，给百分之十五怎么样？



-- 你真是个名副其实的商人。好吧，我同意给百分之十五的折扣，但你得订购十万套才行。



-- 好，我接受。





Words and Expressions





commission [kE5miFEn] 佣金



concession [ kEn5seFEn ] 让步



consignment [ kEn5sainmEnt ] 货物



deduct [ di5dQkt ] 扣除



embarrassing [ im5bArEsiN ] 令人为难的



grant [^rB:nt] 许可，答应



head office 总公司



make a compromise 妥协



make oneself clear 表达清楚



general practice 惯例



profit margin 利润率



distributor [dis5tribjutE] 经销商

hand-tools 手工具

commission agent 佣金代理商

credit information 资信情况



Notes

1. potential production capacity/potential market 潜在生产力/潜在市场



2. It’s really impossible for us to make any concession by allowing you any commission. 我们真的很难在佣金问题上作出任何让步。



make concession 意为“做出让步”



例：I don’t think I’ll make any concession in this matter.



我想我不会在这件事情上做出任何让步。





3. pay



a.付（款项，费用，索赔等）



We believe you will pay our draft on presentation.



我们相信你方在见到我方汇票时即照付。



b. 合算，划算



It doesn’t pay to buy in small quantities. 小量购买不合算。



c. 给予



Special attention should be paid to the outer packaging. 要特别注意外包装。



4. agree



a. agree to (to 为介词)对建议、办法、条件等同意或接受



We agree to your terms of payment. 我们同意你的付款条件/付款方式。



b. agree to (to 为不定式)



We agree to open (establish) L/C at once. 我们同意立即开立信用证。

c. agree with 同意某人的意见，一致

He agrees with what I say. 他同意我所说的。

d. agree on (upon) 双方同意或商定

We agreed on sharing the expenses. 我们同意分担费用。

e. agree (后可接 that 从句，其中 that可省略)



We agree that extra expenses are to be borne by both parties.



我们同意额外费用由双方承担。



A Specimen Letter



Letter One



Dear Sir:



We have received your letter of Jan. 12th, regarding commission on the sale of the above-mentioned goods.



As a rule, we usually grant 3% commission on this particular article. However, considering the difficulty you may meet with and your efforts in pushing sales of our products, we agree to raise your commission to 5%, in order to help you open the market at your end.



Yours faithfully,



释文



先生：



您一月十二日关于销售上述产品的佣金一信已收悉。



通常对这种特殊商品，我们只给百分之三的佣金。然而，考虑到您可能遇到的困难和在推销我方产品中做出的努力，我们同意将佣金提高到百分之五以帮助开拓你方市场。





Letter Two





Dear Sir:

Your letter of April 20th inquiring about the discount is to hand.



As a rule, we do not grant any discount for small orders. However in regard to your order that is sufficiently large this time, we shall be pleased to give you a 6% discount, but this is not to be taken as a precedent.



As you are perhaps aware, our lighters are good in quality and cheap in price. So it pays to purchase from us in large quantities.



We shall welcome you to Beijing again and will do all we can to make your stay a pleasure one. We look forward to signing the contract with you at an early date.



With best regards.



先生：



您四月二十日关于询问折扣问题的来函收悉。

一般来说，对于小批量订货我们不给折扣。但考虑到您此次订货量够大，我们愿给百分之六的折扣，但以后不是以此为例。

你方可能了解到，我们的打火机价廉物美，所以向我们大量订购是合算的。

欢迎您再来北京，我们将设法让您在这里过得愉快。我们盼望早日和您签订合同，顺此致意。



Substitution Drills



1 Mr. Green, I’d like to discuss the discount.

I’d like to talk about commission



格林先生，我想与您讨论一下折扣问题。



我想与您谈谈佣金问题。





2 How much discount do you intend to give us?



commission



你们打算给我们多少 折扣？



佣金？





3 It is very difficult for us to further lower our price.



reduce



cut



对于我们来说，再降低价格非常困难。





折扣和佣金



Business Representation

Business Representation



代理



Brief Introduction



代理是国际贸易中采用的贸易方式之一。



所谓代理就是由进出口公司给予代理商，在特定地区和一定期限内，享有代销指定商品的权利。双方属于一种委托和被委托的代销关系，而不是买卖关系。代理商应积极推销代理商品，并享有收取佣金的权利。由于对代理权限的委托不一，代理可分为独家代理、一般代理和总代理。



独家代理指委托人在一定时期，特定地区给予代理人推销指定商品的专营权，委托人向代理人支付佣金，负担经营风险，一般不再向该地区其他商人销售该种商品。即使直接销售，也要按协议规定给独家代理应得的佣金，这种佣金叫做隐佣（Sleeping Commission）。独家代理则代表委托人与买主洽谈交易，并以委托人的名义或由委托人自己同买主签订合同。



一般代理是指不享有对某种商品的专营权，但其他权利、义务和独家代理一样。在同一地区，同一时期内，委托人可以选定一家或几家客户作为一般代理商，并根据销售商品的金额支付佣金。委托人可以直接与其他买主成交，无须另给代理商佣金。



总代理是指代理商在指定地区内不仅有权独家代销指定商品，而且还有权代表委托人办理一些其他非商品性的事务。



Basic Expressions



1. I would like to discuss with you the problem of agency for your electric fans.



我想同贵方商谈你们电风扇的代理问题。



2. I wonder whether your firm is represented in our country.

我不知道贵公司在我国是否有代理。



3. We should be glad if you would consider our application to act as agents for the sales of your products in our country.

如果贵方能考虑我们的申请使我们成为贵公司产品在我国市场的销 售代理的话，我们会很高兴的。



4. We are pleased to offer you a sole agency for the sale of our products in your country.

我们很乐意指定你们成为我方产品在贵国的独家代理。



5. We are pleased that you are prepared to appoint us as your sole agent for your products.

对贵方有意指定我们成为贵方产品的独家代理，我们感到很高兴。



6. We’re favorably impressed by your proposal for a sole distributor.

对贵方建议由我方担任独家经销商一事，我们颇感兴趣。



7. Thank you for offering us the agency for your products and appreciate the confidence you have placed in us.

谢谢贵方提出让我们代理你们的产品，我们很感激你们对我们所表示的信心。



8. If you give us the agency, we should spare no efforts to further your interests.

如果贵方给予我们代理权，我们将不遗余力为贵方争取利益。



9. As your agents, we’ll make greater efforts to push the sale of your products.

作为你们的代理，我们将会更加努力地推销你方产品。



10. We appreciate your efforts in pushing the sale of our electric fans.



我们感激贵方在推销我方电扇产品方面所做的努力。



11. I’m afraid we can’t agree to appoint you as our sole agent because the annual turnover you promised is too low.



恐怕我们不能同意指定你方作为我们的独家代理，因为你方所承诺 的年销售量太少了。



12. We will increase our turnover if you appoint us as your sole agent.

如果你方指定我们作为独家代理，我们将增加我们的销售量。



13. We’d like to sign a sole agency agreement with you on your electric fans for a period of three years.

我们想同你方签订一项为期三年专营电扇的独家代理协议。



14. As our sole distributor, you are not expected to handle the sale of similar products of other origins.

你方作为我们的独家经营商是不允许经营销售其他类似产品的。



15. I think you know already that I want to discuss the representation for your alarm clocks.

想必你已知道，我想和你方商谈闹钟的代理事宜。



16. We usually get a 10% commission of the amount on every deal.

通常我们取得的佣金是每笔成交额的10%。



17. According to your estimate, what is the maximum annual turnover you could fulfill?

据你估计，你能完成最大年销售量是多少？







Conversations





Dialogue 1



A: First of all, I would like to thank you for your kind invitation to visit your beautiful country. I hope my visit will help to promote a friendly relationship between us.



B: We’ve been looking forward to your visit. It is a great pleasure for us to have you as our guest. It is always more convenient to discuss things face to face.





A: I would like to tell you that my clients are very satisfied with the last delivery of your slippers. The styles and colors are very much to the taste of our market.



B: We’ve received some similar comments from other Australian firms too.



A: I understand you are selling the same products to some other Australian importers. This tends to complicate my business. As you know, I am experienced in the business of slippers and



enjoy a good business relationship with all the leading whole- salers and retailers in that line. I have a mind to expand this business in the years to come. One of the reasons of my visit here is to sign a sole agency agreement with you on these items for a period of 3 years. As it is to our mutual interests and profit, I am sure you’ll have no objection to it.



B: We appreciate your good intention and your effort in pushing the sale of our slippers. As you know, the demand for this item in your market is quite substantial. However, according to our records, the total amount of your order last year was moderate, which does not warrant an agency appointment. Unless you



increase the turnover we can hardly appoint you our sole agent.





-- 首先，我想感谢你盛情邀请我访问你们美丽的国家。我希望这次 访问将有助于促进我们之间的友好关系。



-- 我们一直在盼着你的到来。有你来做客，真是我们的荣幸。面对 面的谈判总是比较方便。



-- 我想告诉你，我们的客户对你方的最后一批拖鞋非常满意。拖鞋 的式样和颜色很符合我们市场的需要。



-- 我们从其他澳大利亚公司那里也听到了类似的反映。



-- 我知道你们也向其他澳大利亚进口商出售同样的产品。这使我们 的生意很难做。你知道，我方在经营拖鞋业务方面很有经验，而 且和这一行业中的所有大批发商和零售商有很好的业务关系。我 打算将来扩大这项业务。我来访的原因之一就是想和你们签订一 项为期三年的独家代理协议。这符合我们双方的利益，我确信你 方不会有任何反对意见。



-- 谢谢你方好意以及在推销我方拖鞋上所做的努力。但是你知道你 方市场对这一商品的需求很大。然而根据我们的记录，你方去年 的订货总量不大，不够资格做代理。除非你方增加营业额，我们 无法指定你方为我们的独家代理。



A: I’ll come to that. My proposal is: Plastic slippers of all sizes. 50, 000 pairs annually within the area of the whole Australian market. We expect a 5% commission, of course.



B: As far as I remember, we sold about 40,000 pairs last year to you alone. Don’t you think this annual turnover is rather conserva- tive for a sole agent?



A: Well, I admit I always do business on the safe side. Could you let me have your proposal then?



B: Let’s put it this way. I propose a sole agency agreement for



Ladies and gents plastic slippers (excluding children’s) for a duration of 3 years; 60,000 pairs to be sold in the first year, 70,000 pairs in the second year, and 80,000 pairs in the third year, the area is to be within the continent of Australia (excluding any neighboring island), commission 5%.



A: You certainly drive a hard bargain, Mrs. Brown.



B: On the contrary, Mr. London, we value your friendship more than anything else. We both understand our slippers are very popular in your market on account of their superior quality and competi- tive price. And with the sole agency in your hand, there will be no competition and you can easily control the market, which would naturally result in bigger sales. I’m sure you can fulfill the agreement without much difficulty.



A: Well, if you put it this way, I’ll have to comply. When shall we sign the contract, Mrs. Brown?



B: Tomorrow afternoon.



A: Tomorrow afternoon will be fine.





-- 我就要谈这一点。我的建议是：各种尺寸的塑料拖鞋，每年销售 五万双，地区是整个澳大利亚市场。当然，我们希望有5%的佣金。



-- 我记得，光去年我们就向你们出售了大约四万双拖鞋。对独家代理 来讲，你不认为这个年销售量数字太过保守了吗？



-- 是，我承认我做生意从来谨慎从事，那么我听听你的建议，好吗？



-- 这样说吧，我建议订一个专销男、女塑料拖鞋（不包括童鞋）为期 三年的独家代理协议，第一年销六万双，第二年销七万双，第三年 销八万双，地区是整个澳大利亚（不包括任何邻近岛屿），佣金是 百分之五。



-- 你真会还价，布朗夫人。



-- 恰恰相反，伦敦先生，我们很珍惜你方友谊。我们双方都知道我们 的拖鞋价廉物美而畅销于你方市场。你取得了独家代理权之后，你 就可以轻而易举地控制市场，没有其他竞争，其结果自然是销售量 增大。我确信你完成这一协议不会有任何困难。



-- 好吧，如果你这么说，我只好同意了。布朗夫人，我们什么时候签 协议？



-- 明天下午。



-- 行，明天下午。



Dialogue 2



A: I think you know already that I want to discuss the representa- tion for your alarm clocks.



B: Yes, Mr. Bergerson. You mentioned that in your letter. To tell you the truth, your proposal surprised us.



A: Is that so? Anyhow I want to go over the details with you in person, so you can give my suggestion thorough consideration. Our firm specializes in this line of business. We have six sales representatives, who are on the road all the time, covering the whole of the European market.



B: Do you sell direct to shops?



A: Yes, we specialize in handling clocks and watches of all sorts. We have well established channels of distribution and we canvass the retailers direct, without any middlemen.



B: Do you keep a stock of these things?



A: In some cases, such as the wristwatches, which always have a steady market, we keep a stock in London and act as distributors as well as agents. Generally, however, we pass on the orders of our clients to the manufacturers for supply. We are paid for our service, of course.



B: That is, your commission.



-- 想必你已知道，我想和你商谈你方闹钟的代理问题。



-- 是的，博格森先生，你在信中有提到。说实话，你方的建议使我们 有些意外。



-- 真的吗？我想亲自同你谈谈细节问题，这样你可以好好考虑我的建 议。我们公司专营这项业务，有六名销售代表常年在外，负责整 个欧洲市场。



-- 你是否直接销售给商店？

-- 对，我们专营各类钟表。我们有良好的销售渠道，不通过任何中间 商直接向零售商推销。



-- 你们有库存吗？



-- 有的商品如手表，市场很稳定，我们在伦敦有库存，经销商品兼作 代理。然而，一般来讲，我们把客户的订货单交给制造商去供货。 当然，我们根据所提供的服务取得报酬。



-- 那就是你们的佣金。



A: Yes, our commission is very reasonable. We usually get a 10% commission of the amount on every deal.



B: Our agents in other areas usually get a 3-5% commission.



A: The European market is not familiar with your products. You have competitors from Japan and other continental countries. At the beginning of our campaign, there is sales resistance to overcome, we must send out salesmen to do a lot of traveling and spend a considerable amount of money on advertising in news- papers and TV programs. A 10% commission will not leave us much.



B: According to your estimate, what is the maximum annual turn- over you can fulfill, in round figures, of course?



A: We will always do our utmost to enlarge the business, as our remuneration increases with the turnover, but we will not guar- antee anything, at least not to begin with.



B: We appreciate very much your intention to push the sale of our products. But our suggestion to you, Mr. Bergerson, as a



preliminary step, is to do a little research into the market……



-- 对，我们的佣金很合理。通常我们取得的佣金是每笔成交额的10%。

-- 我们其他地区的代理商通常拿到百分之三到五的佣金。

-- 欧洲市场对你方产品不熟悉。你们要对付日本和其他大陆国家的竞 争对手。在推销活动的开始阶段，需要克服销售方面的阻力，我们 得派出推销员到处出差，并且耗费大量资金在报纸上和电视节目里 登广告。百分之十的佣金对我们来说不算宽裕。



-- 据你估计，你能完成总的年销售量是多少？当然讲个整数就行了。



-- 我们当然将竭力扩大业务，因为随着销售量的增加，我们的利润也 会上升。不过我们不想作出保证，至少在开始阶段不行。



-- 谢谢你们有意推销我们的产品，但是博格森先生，作为第一步，我 们建议你们在市场上做一些调查研究工作……



A: Do you mean to say you refuse us the agency?



B: Mr. Bergerson, you leave us no alternative. We can not give you an exclusive agency of the whole European market without



having the slightest idea of your possible annual marketing turnover. Besides our price is worked out according to the costing. A 10% commission means an increase in our price. We must have the reaction of the buyers in this respect.



A: Oh, that’s just too bad. I intended to make great efforts in selling your products.



B: Well, we can still carry on our business relationship without the agreement. To start the ball rolling, we will provide you with price lists, catalogues and some samples. Only when you have a thorough knowledge of the marketing possibilities of our products, can we then discuss further details.



A: Ah, Mrs. Miller, but in this case am I covered?



B: Oh, yes. We will give you a 5% commission on every transaction.



A: All right, but I’ll be back again for the Autumn Fair. And then I hope we can see eye to eye about our commission and the terms of the agency.



B: Very good. We will discuss the matter again at the next Fair.



-- 你的意思是说，你拒绝我们做代理？

-- 博格森先生，你让我们没有选择了。我们不能连你方每年可能销售 多少都不知道就给予你们整个欧洲市场的独家代理权。 而且我方价 格是根据成本而定的。给予百分之十的佣金就意味着我们的价格要 提高。我们必须知道卖主在这方面有什么反映。

-- 那太糟糕了，我本想努力推销你们的产品。

-- 不过，即使没有这个协议，我们仍然可以继续发展我们之间的业务 关系。作为开始，我们愿意给你方提供价目单、目录册和一些样 品。等你们全面了解我们产品的销售可能性后，我们才能进一步商 谈。

-- 好吧，米勒女士，那么我有没有佣金呢？

-- 当然有，每笔交易，我们给你5%的佣金。

-- 行，我到秋季交易会再来谈。我希望到那时候我们能在佣金和代 理协议的条款上取得一致意见。

-- 好，我们下次交易会再谈。



Dialogue 3



A: I’m pleased to meet you again, Mrs. King.

B: Pleased to see you, too, Mr. Brown.



A: You’ve had a good trip, I hope.



B: Yes, a very pleasant journey, thank you.



A: It’s been a full two years since we last saw each other.



B: So it is, I’ve come again to renew our sole agency agreement for another 2 years.



A: We shall be pleased to talk the matter over with you. You’ve done very well in fulfilling the agreement.



B: I’m glad you’re satisfied with our work. I can assure you we’ve spared no effort and spent quite a sum of money in pushing the sales of your products.





-- 很高兴又见到你，金夫人。

-- 我也很高兴见到你，布朗先生。

-- 希望你旅途愉快。

-- 是的，旅途很愉快，谢谢你。

-- 我们整整两年没有见面了。

-- 是啊，这次我来是想把我们之间的独家代理协议延长两年。

-- 我们很高兴和你们详细讨论这件事情。你们的协议完成得很漂亮。

-- 你们对我们的工作表示满意，我很高兴。可以说在推销你们的产品 方面，我们费了不少力气，还花了大量资金。



A: Yes, we appreciate your efforts in pushing the sales of our pianos. We can see you are experienced in this particular line.



B: Thank you.



A: But I think the annual sale of 300 pianos for a sole distributorship in Canada is rather conservative. After all, you sold around 400 pieces there last year. You can sell more this year according to the marketing conditions at your end.



B: That is the result of our hard work. Well, what annual quantity would you suggest for the new agreement then?



A: 500 pieces.



B: No, no. That’s too big a number to be acceptable. Let’s put it at 450 pieces. And we’ll strive to sell more, of course. We wish to



add another clause. For every 50 pieces sold in excess of the quota, we’ll get 1% more in commission for our efforts.





-- 是的，我们很感激你方在推销钢琴上所做的努力，看得出来你们对 经营这一行很有经验。



-- 谢谢。



-- 不过我认为对加拿大的独家经销来说，年销售量300架钢琴未免太 过保守了。实际上，去年你都卖了400架左右。根据你们地区的市 场情况，今年应该可以销售更多。



-- 那是我们努力工作的结果。那你认为新协议的年销量应是多少呢？



-- 500架。



-- 不行，不行。这个数字太大了，我不能接受。定为450架吧。当然 我们会尽力多销。我们想增加一个条款，超过定额之后每多销50 架，我们的佣金就增加百分之一。



A: All right, let’s fix it at 450 pieces then. And for every additional 50 pianos sold, we’ll give you 1% higher commission.



B: I suppose all the other terms remain unchanged.



A: We would like to make a specific mention of one more point. As our sole distributor, you will neither handle the same or similar products of other origins nor re-export our goods to any other



area outside your own.



B: No, certainly not. That’s a reasonable restriction.



A: Another thing is that every six months we would like to receive from you a detailed report on current market conditions and the users?comments on our products.



B: Yes, we’ve already prepared one. I’ve brought it with me. I’ll put it forward when we talk with the manufacturers tomorrow.



A: Good, that’s all then.



B: Good.





-- 那好吧，那我们就定为450架吧。另外每多售50架，我们就再多给 你百分之一的佣金。



-- 我想其他条款都不变吧。



-- 另外一点，我想特别提一提。作为我们的独家经销商，你们既不能 经营其他国家的同类或类似的产品，也不能把我们的产品再出口到 加拿大以外的地区去。



-- 那当然不行，这是合理的限制。



-- 另外一点是我们希望每隔六个月收到你们的一份详细的当前市场情 况的报告和用户对我们的反馈。

-- 我们已经都准备了一份。我这次把它带来了。明天我们和生产商洽 谈时，我就将它提交上去。



-- 好，那就这些了。



-- 好。



Words and Expressions



sole [ sEul ] 独一的，专用的



warrant [ 5wCrEnt ] 使有（正当）理由，保证



annually [5AnjJElI] 年度，每年



canvass [ 5kAnvEs ] 兜售，销售



distributor [ dis5tribjutE ] 批发商



costing [ 5kCstiN ] 成本计算，成本会计



excess [ ik5ses, 5ekses ] 超过



remuneration [ ri7mju:nE5reiFEn ] 报酬，酬劳



exclusive [ iks5klu:siv ] 独家的



to the taste of 合……的口味





Notes



1. complicate my business 使我的生意难做



2. leading wholesaler and retailer 主要批发商和零售商



3. to have a mind 打算



4. warrant an agency agreement 有资格签订代理合约



5. to canvass the retailers direct 向零售商直接兜售生意



6. a sole agency agreement 独家代理合约



7. in round figures 大致的整数



8. as a preliminary step 作为第一步



9. leave us no alternative 使我方无考虑余地



10. annual marketing turnover 年销售额



11. to be covered 包括在内



12. to see eye to eye 看法一致



13. in excess of the quota 超过定额



A specimen Letter



Dear Sirs:



We thank you for your letter of July 10th.

After paying due consideration to your proposal and investigating your business standing, we have decided to appoint you as our sole agent for the sale of Gold Brand Bicycles in the district you defined.



We are enclosing a draft agreement. Please go over it and let us have your comments. We assure you of our full cooperation.



先生：



谢谢你们七月十日的来信。

在考虑了你信中的建议和对你们的商业信誉进行了调查之后，我们决定在你们划定的地区里由你们作为我们金牌自行车的独家代理。

现随信附上协议草案一份，请审阅并将意见告知我们。请相信我们会全力合作的。





Substitution Drills



1 A: You could be doing better if you developed some kind of sales network there.



B: We’re thinking of finding a way to

reach all our potential customers.

penetrate that new market

break into the European market



如果你在那里打开了一些销售网络，你可以做得更好的。

我们正设法接触我们所有的潜在顾客。

我们正设法进入新市场。

我们正设法打入欧洲市场。





2 A: How long have you been in this business?



B: For nearly ten years. We have very good connections with wholesalers, chain stores and distributors.



For almost twenty years. We’re well connected with firms in this field.



We’re going to celebrate the firm’s thirtieth anniversary this November.



您从事这行业多久了？



将近10年了。我们和批发商、连锁店和分销商之间关系很好。



将近20年了。我们与这行业的公司关系良好。



我们将在今年11月庆祝公司成立30周年。





3 A: We bought a lot from you last year, amounting to as much as $500,000.



B:We’re quite satisfied with the way things are going now.



We’re quite pleased with what you’ve done to expand the market.



We appreciate the efforts you’ve made in helping our products.

我们去年从你那里买了很多，总计五十万美元。



我们对现在事情的发展局面很满意。



我们很满意你们为开拓市场所做的努力。



我们感激你为帮助我们产品作出的努力。





4 A: If you appoint us as your agent,



the turnover will be three times what it is today.



we can work up a big demand for your products at our end.



we can sort out the license and the regulations for you.

B:We’d like to know more about your proposal before giving an opinion.

We won’t consider the question of agency for the time being.

I’m sorry I don’t think it’s the right time for this matter.

如果你指定我们作为你们的代理，营业额将是现在的三倍。

如果你指定我们作为你们的代理，我们可以在我们这里为你们的产 品创造很大的需求。

如果你指定我们作为你们的代理，我们可以为你们挑选出许可证 和规章。

在提意见前，我们想更多了解你们的计划。

目前我们不会考虑代理事宜。

很抱歉，现在还不是谈这个的时候。



5 A: We wish to have an agent to push our products in Australia. Would you like to accept this appointment?

We’d like to appoint a general agent to handle our products in Britain. Are you interested in it?

We need an experienced representative for our products in France. Would you be interested?



B: We should be very pleased to represent you if the terms and conditions are right.



We would be interested in acting as your general agent there.



I’m willing to handle your exports as an agent.



我们希望在澳大利亚能有一个代理来推动我们的产品销售。您愿 意接受这个委派吗？



我们想指定一个总代理来处理我们在英国的产品销售。您对这个



感兴趣吗？



我们需要为我们在法国的产品销售选择一个有经验的代理商，您有



兴趣吗？





如果条款和条件合适的话，我们会乐意代理你们。



担任那里的总代理我们很有兴趣。



我愿意代理你们的出口商品。





6 A: What’s the annual order you can guarantee?

What are the annual sales you can make for this product?

What’s the annual turnover you can do?



B: To be on the safe side, not less than $200,000 for a start.

Around $500,000 to begin with. It’s not a small figure, I should say.

I’d rather start on a moderate scale, say, 10,000 tons.



你能保证每年订多少货？

你能为这种产品作出的年度销售是多少？

你能做到的年度销售额是多少？

保守地说，一开始不会少于二十万美元。

开始大约五十万美元。我应该说，这不是个小数目。

我想一开始规模适中，比如一万吨。



7 A: I needn’t mention that the price you give us must be competitive.

your terms for us must be favorable

the delivery date must be kept



B: Certainly. Terms for our agents are usually very favorable.

不用说，你给我的价格必须有竞争力。

不用说，你给我们订的条款必须很优惠。

不用说，必须遵守运输日期。





当然，我们的代理条款通常很优惠。



8 A: And the commission you expect?

What commission would you expect?

What about the rate of commission you want to charge? B: 10% on total sales.

A minimum of 3% commission on the sale price.

A commission of 5% on sales and a monthly sum of $5,000 for expenses.



你希望收取多少佣金？





整个销售的10%。



销售价格最少3%的佣金。



销售价格的5%为佣金，以及每月用于花销的总共五千美元。



9 A: May we have a subsidy for sales promotion?



an allowance for advertising?



a reasonable amount from you for publicity?

B: I’m afraid we can’t pay for your sales promotion.



That should be part of your overheads and be taken from your commission.



Yes, but merely at the initial stage to help you push the sale. 可以给我们促销活动一些补助金吗？



可否给我们一些津贴做广告？

你们可否提供一定数量的钱用来作宣传？

对不起，我们不能负担你们的促销费用。

那应该是你们的一部分管理费用，应从佣金中支取。

可以，但只是在初始阶段来帮助你们推销。



10 A: In the long run your market will never grow, not until you



have an agent.



B: I see your point. Thank you for your advice. We’ll consider your proposal.



We may take up the matter again when we come to know each other better.



We think it would be better to consider the matter after you have done more business with us.



长远看来，除非你有一个代理，你们的市场永远不会发展。





我明白你的意思。谢谢你的建议。我们会考虑你的建议的。



当我们彼此更了解的时候，我们可以重新考虑这件事。



我们认为最好是在您和我们有了更多的交易之后再考虑这件事。

Insurance



保险



Brief Introduction



在国际贸易中，货物从卖方到达买方，通常要经过长途的运输、装卸和存储等过程。在此过程中，货物常常会遇到许多风险。为了保障货物遭受损失时能得到一定的补偿，买方或卖方应在货物装船后向保险公司投保货物运输险。



对外贸易的运输保险是指：被保险人（出口人或进口人）对一批或若干批货物向保险人按一定金额投保一定的险别，并交纳保险费；保险人承保后，如果所保货物在运输过程中发生约定范围内的损失，应按照所出具的保险单的规定给予被保险人经济上的补偿。



投保时，通常选择平安险（F.P.A.）,水渍险（W.A.或W.P.A. ）或一切险（A.R.）三种基本险别中的一种，然后，加保其他必要的特殊附加险别。





Basic Expressions



1. We have covered insurance on 1,000 cases of beer for 110% of the invoice value against all risks.



我们已将一千箱啤酒按发票金额的百分之一百一十投保一切险。



2. If you desire us to insure against a special risk, an extra premium will have to be charged.



如你想投保特殊险别，将向你收取额外保费。



3. This risk is coverable at a premium of 0.25%.



该险别的保险费是百分之零点二五。



4. The insurance company insures this risk with 5% franchise.



保险公司保这种险有百分之五的免赔额。



5. After loading the goods on board the ship, you must go to the insurance company to have them insured.



货船装船后，你必须找保险公司为货物投保。



6. We can serve you with a broad range of coverage against all kinds of risks for sea transport, such as Free of Particular Average (F. P.A.), With Particular Average (W.P.A.), All Risks and Extraneous Risks.



我们可以承保海洋运输的所有险别，如：平安险、水渍险、一切险 和附加险。



7. W.P.A. plus Risk of Breakage suit your consignment.



贵方货物适合于投保水渍险及破碎险。



8. The premium is calculated according to the premium rate or rates for risks to be covered.



保险费是根据投保险别的保险费率计算的。



9. They will undertake to compensate you for the losses according to the risks insured.

他们将根据所投保的险别，对损失负责赔偿。





10. We are able to cover all kinds of risks for transportation by sea, land and air.



我们可以办理海运、陆运和空运的所有险别。





11. We won’t have such a risk included, as it is not stipulated in the Ocean Marine Cargo Clauses.



我们不能投保此项险别，因为海洋运输条款中没有包括这一险别。





12. Do you cover risk other than W.P.A. and War Risk?



除了水渍险和战争险外，你们还保其他险吗？





13. As a rule, the extra premium involved will be for buyer’s account.



按常规，额外保险费应由买方负责。





14. Please note that our insurance coverage is for 110% of the invoice value only.



请注意我们的保险范围只是发票金额的百分之一百一十。



15. How long is the period from the commencement to termination of the insurance?



保险责任的起讫期限有多长？





16. We adopt the warehouse-to-warehouse clause that is commonly used in international insurance.



我们采用国际保险中常用的“仓至仓”的责任条款。



17. According to international practice, we do not insure against such risks unless the buyers call for them.



按照国际惯例，我们不投保这些险别，除非买主提出要求投保。



18. Breakage is a special risk, for which an extra premium will have to be charged.



破碎险是一种特别险，需收取额外保险费。



19. Because they aren’t delicate goods and not likely to be damaged on the voyage.



因为这些不是易碎易损的货物，航行中不大可能被损坏。





Conversations



Dialogue 1





A: Good afternoon, Mr. Brown. My appointment was at 4 o’clock, wasn’t it?



B: Yes, Mrs. Wang. We have been expecting you. Mrs. Wang, this is Mr. Jordan of the People’s Insurance Company of China. He has come to explain the unfortunate affair about the insurance.



A: Thank you for coming. Mr. Brown, as you may recall, the



February consignment arrived at Manila seriously damaged. The loss through breakage was over 30% of the consignment. We’ve presented a claim to the underwriters through your firm, but the insurance company refused to admit liability, as there was no insurance on breakage. We naturally were not satisfied with such a reply.





B: I should like to hear what Mr. Jordan has to say about it. You know of course that we, the sellers, are merely acting as mediators in this matter. The Insurance Company is responsible for the claim, as far as it is within the scope of coverage.



J: That’s just the point. The loss in question was beyond the



coverage granted by us. According to your instructions, we made out an insurance certificate covering W.P.A. and the risk of break- age wasn’t mentioned in it. We rang up the Ceramics Section of Light Industrial Products Import & Export Corporation, but were told that their customer had not asked for coverage in case of breakage.





-- 下午好，布朗先生。我们约好四点钟见面，是不是？



-- 是的，王小姐。我们一直在等你。王小姐，这位是中国人民保险公 司的乔丹先生。他是来解释这次不幸事件的保险问题的。



-- 谢谢你来。布朗先生，你也许记得，二月份发运到马尼拉的那批货 物破碎严重。破碎损失超过这批货物的百分之三十。我们已通过你 们公司向保险公司提出了索赔，但保险公司以没投保破碎险为由， 拒绝承担责任。我们当然对这种回答不满意。



-- 我想听听乔丹先生对此有什么看法。当然，你是知道的，我们卖方 对这种事只是个调解人。只要在保险责任范围内，保险公司就应负 赔偿责任。



-- 问题就在这里。你说的损失并不包括在我们承保的责任范围之内。 根据你们的要求，我们出具了投保水渍险的保险凭证，但没提及到 破碎险。我们曾打电话给轻工业品公司陶瓷品部，但他们说，客户 并未要求投保破碎险。





B: In the letter of credit only coverage for all marine risks?was requested. I should like to point out that our prices were calcu- lated without insurance for any special risk. So we applied for the usual W.P.A. coverage and let our customers deal with the matter of breakage. Since the validity of the letter of credit was going to expire in two days, there was no time to write for more detailed instructions. If the L/C had been valid for a longer period, we should have had time to make the matter thoroughly clear.



A: Mr. Brown, our import license only ran up to the middle of February, consequently we were not able to extend the validity of the letter of credit. But we presume that the wording of our L/C implies covering the risk of breakage. Besides, when I take a W.P. A. insurance, that is, with particular average, I should think the risk of breakage is a par ticular average, isn’t it?



J: Not every breakage is a particular average. It is a particular aver- age when the breakage results from natural ca lam i ties or mar i time accidents, such as stranding and sinking of the car ry ing vessel, or is attributable to fire, explosion or collision. If none of these conditions occur, break age is often considered as an or di nary loss and rep re sents what we call ?inherent vice or nature of the subject matter insured? which is outside the scope of the coverage.



-- 信用证只要求投保“综合海运险”。我想要指出的是，我们的价格 没把任何特殊险计算在内，所以我们只投保了通常的水渍险，而让 我们的客户自行办理破碎险事宜。由于信用证两天内就要到期，来 不及写出更详细的说明。如果信用证的有效期长一点的话，我们就 会有时间把事情彻底说清楚。



-- 布朗先生，我们进口许可证的有效期到二月中旬截止，因此我们无 法延长信用证的有效期。但是我方认为信用证的措辞包含了投保破 碎险。此外，当我投保水渍险时，那就是对单独海损要负责赔偿， 我想破碎险是属于一种单独海损，对不对？



-- 并不是所有破碎险都是属于单独海损。只是由于自然灾害或意外事 故所造成的破碎，如货船搁浅与沉没，或归因于着火、爆炸、或碰 撞所引起的破碎才算是属于单独海损。如果没有发生上述事故，破 碎便常被认为是一种普通损失，也就是我们所说的，由于“货物内 在缺陷或特性”所引起的损失，不属于承保范围之内。



A: But the risk of breakage is covered by marine insurance, isn’t it?



J: Certainly, but it is a usual practice to make specific mention in the insurance policy or certificate that the risk of breakage is included. The inclusion of this special risk will be subject to an additional premium that will normally be higher than the basic insurance for the ordinary marine risks. The rate for such risk will vary accord- ing to the kind of commodity, or, as in ceramics, according to the fragility of the goods. I think you must know all about that.



A: Well, I have heard something about it but I can’t say that it is very clear to me. I must admit I’m a layman as far as insurance is concerned.



J: Then let me explain this insurance.



B: Mrs. Wang, would you care for a cup of tea? Or some coffee?



A: Thank you. A cup of tea would be nice. And now, let me hear more about the problem of insurance.



-- 但破碎险是包括在海洋运输货物险之内，对不对？



-- 当然，可是按照通常惯例要在保险单或保险凭证上特别注明破碎 险包括在内。包括这种特别险就必须附加保险费。这种保险费一 般要比通常的海洋运输货物险的基本险高。这类险别的保险费率 将根据货物种类，比如陶瓷器，根据货物的易脆性而有所不同。我想这些你应该都知道。


-- 哦，我听说过一些，但我不能说很清楚。我得承认，就保险而言，我是个外行。



-- 那我来解释一下这种保险吧。



-- 王小姐，想喝杯茶呢还是咖啡？



-- 谢谢，来杯茶倒挺好的。现在，我还想再听听关于保险的问题。





Dialogue 2



W: Do I understand that All Marine Risks means less than All Risks?



J: The English understand by marine risks?only risks incident to transport by sea, such as collision, stranding, fire, pen e tra tion of sea water into the holds of the ships, etc. In other words, under ?all marine risks? recoverable loss will only be con fined to those arising from perils of the sea and maritime accidents only. The all risks?coverage will admit all losses occurring at any time throughout the whole currency of the coverage, irrespective of whether they are caused by accidents at sea or on land. In this sense, all marine risks provides a more limited cover than all risks?



W: I see. Another thing I don’t understand at this moment is the advantage of W.P.A. coverage. I thought that the W.P.A. insurance should cover all principal risks while, according to what you say, it means very little. It seems to be a phrase without much substance. Then what is the difference between W.P.A. and F.P.A.?

-- 那么，“一切海洋运输货物险”是否意味着比“一切险”范围狭一些呢？



-- 英国人对“海洋运输货物险”只理解为海运中的意外风险，诸如 船舶碰撞、搁浅、起火、海水侵入船舱等。换句话说，投保“一 切海洋运输货物险”，其损失的赔偿只限于因海上灾难和海运意外事故所引起的损失。而保“一切险”，在全部承保期内的任何时期，不论海上或陆上所产生的意外事故，其全部损失都予以赔偿。在 这个意义上，“一切海洋运输货物险”比“一切险”所承保的责任 范围更为有限。



-- 我懂了。另外一件事我现在还不明白的是，保“水渍险”有什么 好处。 我原以为“水渍险”应包括全部主要风险，而根据你所说 的，它的承保责任却是很少。徒有其名，而没有本质意义。那么，“水渍险”与“平安险”有什么区别呢？



J: This is a question that is very often overlooked, Mrs. Wang. It is a very common but mistaken idea that a merchant has done everything that is required to protect him against loss es when he has taken out W.P.A. insurance. There is, perhaps, no mistake more det ri men tal to his interests.



W: That interests me very much. I must confess that I was under the impression that W.P.A. insurance was quite sufficient and that losses due to breakage were covered. I know that F.P.A. insur- ance does not cover losses on consumer goods, but I did think that the W.P.A. in sur ance covered more risks than the F.P.A.



J: Actually it is like this. There is some difference between W.P.A. and F.P.A. The F.P.A. clause does not cover par tial loss of the nature of particular average, whereas the W.P.A. claus es cover such losses when they exceed a prearranged percentage. This is the only dif fer ence between W.P.A. and F.P.A. Otherwise, the protection under the F.P.A. clause will be al most identical with that of fered by the W.P.A. clause, because in the event of mari- time ac ci dents en coun tered in transit, such as stranding, fire, explosion or collision, both clauses will cov er particular average losses in full.



-- 王小姐，这是一个经常被人忽略的问题。这是个很普通却又是个 很错误的想法，那就是商人投保了“水渍险”，便以为足以保障其 利益不受损失。恐怕没别的错误比这个更有损他自己的利益的了。



-- 很有意思。我得承认，以往我总认为投保了“水渍险”就够了； 而且以为破碎引起的种种损失也包括在内。我知道“平安险”并 不包括消费品的种种损失，但我确实以 为“水渍险”比“平安 险”承保的范围更大。



-- 确实是这样。“水渍险”与“平安险”是有些不同。“平安险”条款 不包括单独海损性质的部分损失，而“水渍险”条款当超过事先





商定的百分比时，则包括此类损失。这是“水渍险”与“平安险”唯一不同之处。除此之外，“平安险”条款所承保的责任与 “水渍险”条款所承保的责任差不多相同。因为万一在运输途中遭遇海上意外事故，诸如搁浅、着火、爆炸或碰撞，这两种条款都全部赔偿单独海损的损失。



W: I don’t mean to annoy you, Mr. Jordan, but I don’t quite grasp this. Couldn’t you say it in simpler terms?



J: I’ll try. Neither the W.P.A. nor the F.P.A. mentions the risks covered or the risks excluded. The extent of in sur ance is stipulated in the basic policy form and in the various risks clauses. Look at the in sur ance certificates and you will find that the risks of theft and pilferage, freshwater, oil, grease, hooks, breakage, leakage, contamination, deterioration, etc. are specifically mentioned and must be specifically applied for. These are special risks. F.P.A. stands for free of Particular Average?while W. P. A. or W.A. stands for With Particular Average?



W: Mr. Jordan, I must say that you have corrected my ideas about the insurance. I see now that this is far more complicated than I had imagined.



B: Now I know why you often point out to us the wording of some letter of credit which you don’t feel happy about. But what are we to do about it? We must keep to the stipulations of the contract and the letter of credit.



-- 乔丹先生，我并不想让你生气，但是我还是不太懂。你能否说得 简单一点？



-- 我试试看。无论“水渍险”还是“平安险”都不注明包括哪些险别 或者不包括哪些险别。 保险范围是写在基本保险单内和各种险别条 款里。你看保险凭证就会发现偷窃险、淡水险、油渍险、油污险、 钩损险、破碎险、渗漏险、沾污险、变质险等都特加注明，并且必 须特别申保。这些就是特别险。F.P.A.代表Free from Particular



Average（平安险），而W.P.A.或W.A.代表 With Particular Average (水渍险)。



-- 乔丹先生，我得说，你已经改正了我对保险的想法。我现在才明 白，这比我以前想象的要复杂多了。



-- 现在我才知道，你为什么经常向我们指出，你对某些信用证的措辞 感到不愉快。 但现在我们该怎么办呢？我们一定要遵守合约和信用 证的规定。

W: The blame does not only rest with the letter of credit. For an item like ceramics, I think the Light Industrial Products Corporation should have understood from our letter of cred it that we want ed to cover all the risks, including the risk of breakage. I must say the error was on both sides and I think the loss ought to be shar- ed by both parties, let us say half and half.



B: Our price calculation could hardly admit that. Besides, we act ed upon your instructions, so it is not our fault. But in view of our good relationship, we’ll supply you with a favorable offer to com- pensate some of your losses.



J: (rising) I sincerely hope that you will settle the matter to your mutual satisfaction.



W: It goes without saying that both parties must abide by the con- tract terms that we have agreed upon and signed. This blunder, which is due to my ignorance, has cost me a pret ty penny.



B: We also have learned a lesson from this.



W: Well, to compensate a part of the loss, as you suggested, may I ask you to make us a firm offer for 50,000 glazed wall tiles C.I.F. Manila including the risk of breakage, November shipment?



B: We’ll make you an offer tomorrow. Come and see us at 9 a.m.



W: Thank you. Tomorrow at 9 then.

-- 问题不只是信用证。对于陶瓷器来说，我想轻工业品公司应从我 们的信用证中领会到我们要保的是“一切险”，包括破碎险在内。 所以我得说双方都有错误，我认为损失应由双方承担，我们就对半 负担吧。



-- 我们的计价不容许这么做。此外，我们是根据你们的要求办理的， 所以这不是我们的过错。但鉴于我们之间的良好关系，我们准备给 你提供一个优惠报盘，借以补偿你方的一些损失。



-- （站起身来）我衷心希望，你们将这件事情解决至双方都满意。



-- 不用说，双方都必须遵守已经同意并已签署过的合约条款。这次疏 忽是由于我的无知，使我损失了不少钱。



-- 我们也从这件事吸取了教训。



-- 如你所说，为了赔偿一部分损失，可否请你们报给我们一个实盘： 五万块釉面瓷砖包括破碎险在内、马尼拉到岸价，11月份装船？



-- 我们明天报价给你，请在上午九点来吧。



-- 谢谢，那么明天九点再见。



Words and Expressions



breakage [5breikidV] 破损险

leakage [5li:kidV] 渗漏险

glazed wall tile 釉面瓷砖

clarify [5klArifai] 澄清;阐明

recall [ ri5kC:l ] 回忆，记起

underwriter [5QndEraitE] 承保人，保险公司

concurrence [kEn5kQrEns] 结合；赞同

fortuity [ fC:5tjuiti ] 偶然，意外

mediator [`mi:dIeItE ] 调停人，中间人

coverage [ 5kQvEridV ] 保险项目

liability [ 7laiE5biliti ] 责任，义务

stranding [ `strAndiN ] 搁浅



wording [ 5wE:diN ] 措辞；用语



explosion [ iks5plEuVEn ] 爆炸



collision [ kE5liVEn ] 碰撞；冲突



deterioration [ di7tiEriE5reiFEn ] 变质（变坏）



premium [ 5primjEm ] 保险费



layman [5leImEn] 外行



fragility [frE5dViliti] 脆弱，易碎



inclusion [in5klu:VEn] 包括；包含



detrimental [7detri5mentl] 有害的，不利的





Notes



1. basic policy form 基本保险单（指印刷的保单文字）



2. to file a complaint 提出异议（申诉）



3. results from maritime accident 海上事故造成的结果



4. inherent vice 固有缺陷



5. to refuse to admit liability 拒绝承担责任



6. to be merely acting as mediators in this matter

在此事上仅仅作为中间调停人



7. within the scope of coverage 在承保险别范围内



8. to the satisfaction of 以满足



A Specimen Letter



Dear sirs：



We are glad to inform you that your order No.124 will be shipped per s/s peace? due to leave here at the end of this month.



Unless otherwise instructed, we will arrange to take out an All Risks insurance policy for you on your order. This type of coverage is, in our opinion, necessary for a cargo of this nature.



Yours faithfully,



先生：



很高兴通知您，贵方124号订单的货物将装上“和平轮”，该轮定于本月底启程。



如不另行通知，我们将为你方货物投保一切险。我们认为，对这类货物投保这种险别是非常必要的。



Substitution Drills





1 As a rule, we don’t cover them unless you would like to.

need

insist



一般来说，我们不会投保这些险除非你们 愿意。

要求

坚决要求



2 You can be sure that we will have the merchandise insured as soon as they are shipped.

commodity

goods





你们可以放心，货物运输时，我们会给货物投保的。



保险

Acceptance

接受



Brief Introduction



在进出口贸易中，洽谈交易程序一般按询盘--发盘--还盘--接受--签订合同这五个环节来进行的。

接受是达成交易和订立合同必不可少的环节。接受在法律上叫做承诺。它是指受盘人在发盘有效期内完全同意发盘的全部内容，愿意订立合同的一种表示。



一项有效的接受一般必须具备以下条件：

一、它必须是受盘人对一项实盘的完全同意。

二、必须是发盘所规定的受盘人表示同意才有效。

三、必须是受盘人在发盘有效期内或合理时间内表示同意才有效。

四、接受应由受盘人作出声明或其他行为方式表示，并且这种表示 传达给发盘人后才开始有效。





Basic Expressions



1. Our price is quite reasonable and other buyers in your market have accepted it.

我们的价格很合理，已经为你们市场的其他买主所接受了。



2. Please accept our offer and confirm the above-mentioned terms immediately.

请即接受我方报盘，并尽快确认以上条款。



3. Owing to heavy commitments, we can not accept fresh business at present.

由于订货太多，目前我们无法接受新的业务。



4. Taking the quality into consideration, we accept your offer.

考虑到质量，我们接受你方报盘。



5. We are pleased to have transacted our first act of business with your firm.

我们很高兴同贵公司达成了首批交易。



6. We have succeeded in putting through the deal of five hundred bicycles.

我们成功地达成了五百辆自行车的交易。



7. We have faxed our confirmation of your order and you are requested to open the L/C as soon as possible.



我们已发传真确认接受你方订单，请你们尽快开立信用证。



8. We strongly recommend acceptance as our stocks are running low.



由于存货日渐趋少，我们力荐贵方接受。



9. With an eye to future business we’ll accept payment by D/P this time.



为了今后的业务，我们这次可以接受付款交单方式。



10. We are sorry that we cannot accept your counteroffer, as the price quoted by us is quite realistic.



报给你方的价格已很实际，很抱歉不能接受你方还盘。



11. The price you quoted being found workable, we have faxed you our acceptance.



我们认为你们所报价格可行，已发传真给你方表示接受。



12. We accept your offer provided that shipment is made in November.



如能在十一月份装船，我们就接受你方报价。



13. Although the prevailing quotations are somewhat higher, we will accept the order on the same terms as be fore with the view of encouraging business.



尽管目前报价偏高，但为了促进今后业务的开展，我们仍将按过去 条件接受你方订单。



Conversations



Dialogue 1



B: Mrs. Wang, would you give us an idea of the price you regard as workable?



W: As I said before, your price is so high that we find it difficult to make a bid. We hope you will take the initiative and bridge the gap.



B: Just to comply, we’re ready to reduce the price by 5 percent. I hope this concession of ours will get the ball rolling.



W: So do we. Certainly it’s a step forward on your side. But the gap is still too wide.



B: The ball is in your court, Mrs.Wang. What price would you suggest?



W: To make your offer workable, I think you should take another step down as big as the one you’ve just taken.



B: That won’t do. You see, our profit margin is very narrow. It simply can’t stand such a big cut.



W: I hate to disappoint you, Mr. Brown, but if that’s the case, we have no alternative but to cover our requirements elsewhere. Do think it over, please. We sincerely hope our discussion will come to a suc cess ful conclusion.



B: Well, I’m not authorized to agree to such a big reduction. Would you mind waiting a day or two, until I get a reply from the home office?



W: Not at all. Shall we meet again, say, on Friday morning?



B: Good. Friday morning at 9.



-- 王小姐，你认为什么价格可行呢？



-- 我讲过， 你方价格太高使我们很难还价，希望你方能主动弥合差距。



-- 好吧，依从你们的意见，我们准备削价5%，希望我们这次让步能 打开局面。



-- 我们也希望如此。 当然你们方面是前进了一步，但是差距还是很大。



-- 王小姐，看你的了。你出个价吧？

-- 要使你方报盘可行的话，我认为你应象刚才一样再跨出一步。

-- 这不行。你知道，我方利润额很小了，实在经不起这样大幅度的削 价了。

-- 布朗先生，我不想使你感到失望，但是如果你方坚持这样的话，我 们没有别的办法，只好从别处购买了。请仔细考虑一下，我们衷心 希望这次谈判能圆满达成。

-- 是这样，我无权同意这样大幅度的削价，请你等我一两天，好吗？ 我要等国内总公司的答复。

-- 当然可以。那我们星期五上午再见面，好不好？

-- 好，星期五上午九点。



Dialogue 2





B: Good morning, Mrs.Wang. Any news?



W: Yes. I’ve succeeded in persuading our export manager to agree to a reduction of ten percent. He made this an exception with an eye to future business.



B: Good. We certainly appreciate your making these concessions for us.



W: May I repeat 15 Tunnel Drillers, specifications as shown in the technical data, at 57,000 Swiss Francs each, F.O.B. European Main Ports? Business is closed at this price.



B: Yes, that’s right. Shall we go over the other terms and conditions of the transaction to see if we agree on all the particulars?



W: All right. We have no objection to the stipulations about the packing and shipping marks. As a matter of fact, we always pack



our machines in new strong wooden cases suit able for long distance ocean transportation.



B: The machines must be well protect ed against dampness, moisture, rust, and be able to stand shock and rough handling.



W: We’ll see to that.



-- 王小姐，早上好。有什么消息吗？



-- 有，我已经说服我方出口部经理同意降价10%。他考虑到以后的生 意，所以破例降价。



-- 太好了，我们非常感激你方做出这些让步。



-- 我再重复一下报盘：15台隧道钻机，规格详见技术资料，欧洲主要 港口离岸价每台五万七千瑞士法郎。交易就按此价敲定。



-- 没错。我们再检查一下这项交易的其他条款，好吗？看看有没有意 见不一致的地方？



-- 好，我们同意关于包装和唛头的条款。其实，我们的机器包装都 采用适合于长途海洋运输的崭新牢固的木箱。



-- 机器的包装必须防湿、防潮、防锈、防震，并且经得起粗鲁的搬运。



-- 我们会注意的。



B: They are to be shipped not later than Sep tem ber 2001.



W: There’s no question about that.



B: And what about the terms of payment?



W: Payment by L/C, to be opened by the buyer 15 to 20 days prior to the date of delivery. That’s what we’ve agreed upon, isn’t it?



B: Yes, quite so.



W: We’d like to add the condition that the letter of credit shall be valid until the 15th day after shipment. You know, it sometimes takes us a week or so to get all the shipping documents ready for the presentation and negotiation. This will give us more leeway.



B: That can be done. Any questions about the in spec tion and claims?



W: None whatsoever. The quality and per for mance of our machines can stand every possible test. We agree to your conditions.



B: Do you also agree to the condition that all disputes, if unsettled, shall be referred to the For eign Trade Arbitration Commission for the Pro mo tion of In ter na tion al Trade?



W: Certainly, but I’m sure there will be no oc ca sion for arbitration.





-- 装船期不能迟于2001年9月。



-- 没问题。



-- 关于付款方式呢？



-- 付款采用信用证，在交货前15到20天期间由买方开出。这些我们 都已同意了，是不是？



-- 对，是这样。



-- 我们希望加上一条，信用证有效期应至货物装船后第十五日截止。 要把所有装船单据都准备好以便提交银行议付，有时需要一个星期 左右。定上这样一条可以让我们的时间充裕一点。



-- 行。关于商检和索赔，有什么问题吗？



-- 完全没有问题。我们的机器经得起任何质量和性能方面的测试。我 们同意你方条款。



-- 你是否也同意这样一条，解决不了的纠纷，就提交国际贸易促进会 的对外贸易仲裁委员会去仲裁？



-- 可以，不过我相信根本不需要仲裁。



B: Well, then, we’ve agreed on all the major points.

W: Yes, Mr. Brown. We’re glad the deal has come off nicely and hope there will be more to come.

B: So long as we keep to the principle of equality and mutual benefit, trade between our two countries will develop further.

W: When can the contract be ready for signature?

B: I’ll have it ready in a couple of days.

W: The earlier the better. I’m leaving next week.

B: How about next Monday afternoon at 5? I’ll have a copy of the contract sent to your hotel in the morning for you to look over.

W: That suits us fine.





-- 那好，主要要点我们都一致同意了。



-- 是的，布朗先生，我们很高兴圆满达成这项交易，希望以后能达成 更多的交易。



-- 只要我们坚持平等互利的原则，我们两国间的贸易一定会有所发展。



-- 合同什么时候能准备好签字？



-- 我会在几天内准备好的。



-- 越早越好，我下星期离开这里。



-- 下星期一下午五点怎么样？我上午会把合同送到你宾馆请你过目。



-- 太好了。



Dialogue 3





A: Mrs. Miller, you are an old friend of ours. In order to encourage fu ture business and as a gesture of friendship, we are pre pared to cut our price by 5%. Will that satisfy you?



B: That’s great. Thank you for making this concession. I accept.



A: Now I repeat: 5,000 transistor sets, spec i fi ca tions as shown in our catalogue at $ 20 each C.I.F. Los Angeles.



B: Good. Now that the price is decided on, we can discuss the packaging.



A: As to packaging, we’ll pack them two dozens to one carton, gross weight about 25 kilos a carton.



B: Carton?



A: Yes, corrugated cardboard boxes.



B: Could you use wooden cases instead?



A: Why use wooden cases?



B: I’m afraid the cardboard boxes are not strong enough for ocean transportation.



-- 米勒女士，你都是我们的老朋友了。为了将来业务进一步发展，也 作为友好的表示，我们准备削价5%，这样做你满意吗？



-- 太好了。谢谢你作出这一让步。我接受了。



-- 现在我重复一下，五千台半导体收音机，规格根据我方目录所示， 每台20美元洛杉矶到岸价。



-- 好，既然价格已定，我们可以讨论一下包装问题。



-- 关于包装问题，我们一只纸板箱内装两打，每箱毛重25公斤。



-- 是纸板箱吗？



-- 是瓦楞形硬纸箱。



-- 你们能否改用木箱？



-- 为什么用木箱？



-- 恐怕纸板箱用于远洋运输不够结实。



A: Cartons are comparatively light, and there fore easy to handle. They’ll not be stowed away with the heavy cargo. Besides, we’ll reinforce the cartons with metal straps.



B: All right. Carton or no carton, the packaging must be waterproof as well as strong enough to stand shock and rough handling.



A: You needn’t worry about that. Cartons are extensively used in our shipments to foreign countries and there have never been complaints from our clients. Now, as regards payment, we have agreed to use dollars, am I right?



B: That’s right. As soon as I get home, I’ll see about the opening of the letter of credit.



A: Please open the letter of credit 15 to 30 days before the date of delivery so that we’ll have enough time to make all the nec es sary arrangements. Another thing, the L/C should be val id until the 15th day after shipment.



B: No problem. That can be done. I understand you’ll ship the goods before the end of May?



-- 纸板箱比较轻，便于搬运。纸箱不会和别的笨重货物堆放在一起 的。此外，我们会用铁条加固纸箱的。



-- 好，不管是不是纸箱，包装必须防水，而且必须坚固，经得起震动 和粗鲁地搬运。



-- 这个你不必担心。我们发往国外的货中广泛使用纸箱，从未听到 过国外客户有什么抱怨。至于付款，我们已同意使用美元，对吗？



-- 对，我一回去就着手办理开立信用证。



-- 请在交货前15天到30天内开立信用证，以便我方有足够的时间作 好必要的安排。另外，信用证应在装船后15天内保持有效。

-- 没问题，可以办到，你们将在5月底前交货吗？



A: Right. We’ll ship the goods according to the agreed time schedule. Last, but not least, the inspection is to be carried out by Hous ton Commodities Inspection Bureau, which is final and binding on both parties.



B: Yes, we agreed to that. We have great confidence in your inspection institution. Through years of dealing with you, we’ve convinced of your commercial integrity.



A: Thank you. You can rest assured that we’ll do ev ery thing



possible to prevent de fec tive commodities from going abroad. However, if there should be any disputes, we wish to have them settled through friendly discussions.



B: Exactly. That’s what we have done in the past.



A: Well, it seems we have covered everything. We’ll have the



con tract ready in a couple of days.



B: Can you speed it up and let me have it today? I’m leaving tomo- rrow. I’ve been here for almost a month now, you see. My corpo- ration is urging me to return. I’ve booked the tick et for to mor row afternoon’s flight at 3: 00.

A: Let me see. If we can’t get the contract ready by then, we’ll send it to you by airmail for your signature.



B: That’s fine too.



-- 对，我们将根据规定时间交货。最后一点，但并不是最不重要 的一点是，商检由休斯顿商品检疫局执行。其检疫结果是最后依 据，对双方都有约束力。



-- 是的，我们同意了这条。我们对你方商检机构很信任。通过多年的 和你们打交道，我们确信你们的商业信誉可靠。



-- 谢谢。你们尽可放心，我们将尽一切可能去防止次品出口；但是万 一有争议的话，我们希望通过友好协商来解决。



-- 正是这样，我们过去就是这么做的。



-- 好吧，看来我们各方面都谈过了。我们将在几天内把合同准备好。



-- 能否加快点，让我今天拿到，行不行？我明天回国，你知道我在这 儿呆了近一个月了。我的公司催我回去，我已经买了明天下午三点 钟的飞机票。



-- 让我想想。如果到时合同还没有准备好，我们将航空寄给你签字。



-- 也好。



Words and Expressions



bid [bid] 出价

tunnel driller 地道钻孔机

technical data 技术资料

shipping marks 唛头

dampness 潮湿，湿气

moisture [5mCistFE] 水分，湿气

rust [rQst] 锈

leeway [5li:wei] 余地

corrugate [5kCru^eit] 成波状，使起皱

unsettled [5Qn5setld] 未解决的

cardboard [5kB:dbC:d] 硬纸板

stow away 理舱，把货物堆放好

bind [baind ] 束缚，约束





Notes



1. take the initiative 采取主动，带头

2. bridge the gap 弥合差距，实际是reach an agreement on price

3. get the ball rolling 推动（把这笔交易往前推动），即开始

4. The ball is in your court. 轮到你了。

5. take another step down 再减一次价

6. can’t stand 经不住（受不了）

7. We have no alternative but to…… 我们没有别的办法，只好……

8. come to a successful conclusion 圆满结束

9. make this an exception 就这次破例

10. with an eye to 考虑到



11. presentation and negotiation the seller presents the shipping documents to the negotiating bank to negotiate his draft for the goods shipped.



卖方向议付行提交运输单据办理议付手续，取得出口货物的贷款。



12. Council for Promotion of International Trade



国际贸易促进委员会



13. There will be no occasion for arbitration at all.



根本没有必要进行仲裁。



14. The deal has come off nicely. 这笔交易圆满成功了。



15. That suits me fine. 我没有问题。



16. carton or no carton 不管用不用纸箱



A Specimen Letter



Dear Sirs:



We are glad to know from your letter of May 15th that you have ac-cepted our offer dated May 4th.

In reply, we confirm having sold to you 10,000 metric tons of small red beans on the following terms and conditions:

Price: at U.S. $400 per metric ton C.F.R. Vancouver.

Packaging: in gunny bags of about 50 kilograms net each

Quality: FAQ 2001

Shipment: to be effected from New York to Vancouver during Jan u ary 2001.

Payment: by a confirmed and irrevocable letter of cred it in our favor, pay able by draft at sight.

We are pleased to have transacted this first business with you and look forward to the further expansion of trade to our mutual benefit.



先生：



我们很高兴从贵方五月十五日的来信中得知，你们已接受我方五月四日的报盘。



对此，我方确认按下列条款售给你方一万公吨小红豆：



价格：每公吨成本加运费四百美元



目的港：温哥华



包装：麻袋，每袋净重五十公斤



品质：2001年产大路货



装运：2001年1月船期，从纽约至温哥华



支付：以我方为受益人的保兑的、不可撤消的信用证，凭即期汇票支付。



非常高兴此次与你们达成第一笔交易，盼望以后能进一步发展双方互利的贸易。



Substitution Drills





1 The gap between your price and mine is still great.



the quantities



the prices

你我之间的 价格差异 仍然很大。



数量差异



价格差异





2 will lead to the change of our trade policy in the future.



The execution of the contract



The falling of the price



The absence of the tariffs



The coming of the financial reforms



合同的执行 将会导致我们未来贸易政策的变化。



价格的下调



关税的免除



即将到来的财政改革





3 We can assure that everything is in order. Thank you for your sincere cooperation.



you they’ll be safe



that your goods will be safe and sound



我们可以保证 事情都会有条不紊的。 谢谢您的真诚合作。



他们将会很安全。



你的货物将会完好无损。



4 You mean we should meet each other half way?



choose the minimum?



accept the adjustable price?



你的意思是说我们应该 各让一半吗？



选择最小量吗？



接受可调节价格吗？



5 Mr. Green, do you think it’s time to sign the contract?



discuss the terms of payment?



start working?



格林先生，你认为是该 签协议了吗？



讨论付款条件了吗？



开始工作了吗？


Packing



包装



Brief Introduction



包装包括运输包装（外包装或大包装）和销售包装（内包装或小包装）。这些都是为了保护商品的品质完好和数量完整而采取的措施。具体来说，运输包装不仅要起到能防止货物运输途中受损的作用，同时也应具备装卸方便、贮存和防盗的功能。



在国际贸易中，还有一种中性包装，它是在商品包装上既不注明生产国别、地名和厂名，也不注明原有商标和牌号的包装。





Basic Expressions



1. These goods are very expensive, and easily damaged.

这批货很贵又容易被损坏。



2. Last time you told me that you wanted the most economical packaging.

上次你跟我说要最经济的包装。



3. We always take extra care with every shipment.

每批货我们都会特别小心的。



4. As this article is fragile, please case it into durable packaging.

这种物品易碎，请以耐用包装来装箱。



5. The cost of this article includes packaging.

这种物品的价格已包含了包装费。



6. As a rule, the buyer ought to bear the charges of packaging.

通常，包装费用应由买方负担。



7. The outer packing should be strong enough for transportation.



外包装应坚固，适合于运输。



8. As to the inner packaging, it must be attractive and helpful to the sales.

至于内包装，必须具有吸引力，有利于促销。



9. For dangerous and poisonous cargo, the nature and the gener- ally adopted symbol shall be marked conspicuously on each package.

对于危险品和有毒的货物，在每件包装上应有醒目的标记及性质说 明。



10. We usually pack each piece of men’s shirt in a box, half dozen to a box and 10 dozens to a wooden case.

我们通常把每件男衬衣装入一个盒子里，半打装一箱，十打装一个 木箱。





11. Nowadays many kinds of drinks are packed in paper tins.

现今很多饮料使用纸听装。





12. The wooden case should be not only seaworthy but also strong enough to protect the goods from any damage.

木箱不仅要适合于海运，还要十分坚固足以保护货物不受任何损失。





13. Please pack one TV set to a cardboard box, 4 sets to a wooden case suitable for export.

请把每台电视机装一纸板箱，每四台装一适合于出口的木箱。





14. All the cases are strongly packed in compliance with your request.

按你方要求，所有箱子都包装得很牢固。





15. The outer packing in bales or in wooden cases is at buyer’s option.

外包装打包还是使用木箱，由买方选择。



16. Please be assured that the packaging is strong enough to withstand rough handling.

请确保此包装牢固，足以承受粗糙地搬运。



17. The goods must be packed in five - ply strong paper bags as stipulated in the contract.

货物应按合同规定用五层厚牢固纸袋包装。



Conversations





Dialogue 1





A: Hi, Mr. Brown, we have visited the factories and I’m very satisfied with your factories?production conditions.



B: Yes, they are our main export bases of tools with the advantage of having good production experience and long historical record. All their products enjoy high prestige in the world market.



A: That’s very good. But I have little knowledge about the packing of your pliers. I just want to know the details about that.



B: Ok, I’ll show you how the packing is like. We have a showroom on the ground floor. Let’s go downstairs and have a look.



A: Sure.



(Now they are in the showroom. They are walking around the room looking at the samples of packaging. Mr. Brown is



explaining the packing to the customer).





-- 嗨，布朗先生，我们已参观了工厂，并对你们工厂的生产条件很满 意。



-- 是的，这些厂生产经验丰富，历史悠久，是我们工具出口的主要生 产厂家。所有产品在国际市场上享有很高的声誉。



-- 太好了。至于钳子的包装，我了解甚少，我很想知道包装的具体情 况。



-- 可以，我带你去看看包装。在一楼，我们有一间陈列室。我们一起 下去看一下吧。



-- 可以。（他们在样品室边走边看包装样品。布郎先生正给客户解释 包装情况。）



B: These are the various kinds of packing for pliers. Normally, we have three types of packing: skin packing, hanging packing, and blister packing.



A: Oh, the packing looks very nice.



B: The skin packing is the most advanced packing for this product in the world market. It catches the eyes and can help push sales.



A: Good, what about the export packing?



B: Well, they are packed in boxes of two dozens each, 100 boxes to a wooden case.



A: Is the wooden case strong enough for transportation? You see, 100 boxes of pliers are very heavy. It’s about 2,400 kilograms.





-- 这些是钳子的各种包装。通常有三种：薄膜包装、挂式包装、罩 板包装。



-- 这些包装很好看。



-- 薄膜包装是世界市场上这种产品的最新包装。它惹人注目，能帮 助促销。



-- 很好，那么出口包装如何？



-- 每两打装一盒，一百盒装一木箱。



-- 木箱是否很坚固适应运输需要？一百盒钳子很重，大约 有二千四 百公斤。



B: You can rest assured of that. So far, no customers have com- plained about our outer packing.



A: I’m glad to hear that. By the way, do you accept neutral packing?



B: Yes, we can pack the goods according to your instructions.



A: Very good. Ok, Mr. Brown, I’m now totally satisfied with your packing. You can execute our first order now, and I will open the L/C immediately after I return to Taipei.



B: All right. We’ll make the shipment as soon as your L/C is on hand.





-- 这点你尽可放心。目前，还没有客户抱怨我们的外包装有问题。



-- 这样太好了。顺便问一下，你们接受中性包装吗？



-- 接受，我们可以根据你方的指示说明进行包装。



-- 好，布朗先生，就这样吧，我很满意你们的包装。现在你可以生 产我们的第一批订货了。我回到台北后就立即开立信用证。



-- 那好，一收到你方信用证，我们即安排装运。





Dialogue 2





A: That price of ours, by the way, is for a minimum quantity of 1,000 saddles.



B: Yes, I noticed that. To what extent would local assembly help sales, did you say?



A: 20-30%. But we proposed the plan from the storage and delivery viewpoint. That is to say, less warehouse space and prompt delivery.



B: Yes, of course. Assembly would be quite a simple matter. Cycle dealers could put them together in a very short time.



A: Sales have been exceptionally good during the past twelve months.



B: Yes, I’ve noticed that. Where have you been placing them?



A: All in the local market. One or two suggestions that came in from the distribution might interest you.



B: Yes. What were they? Anything that will help sales?



A: Perhaps. General opinion is that the rear carrier should be offered as an extra.



B: That’s to keep the price down, I suppose. I’ll take it up with our overseas department and listen to what they’ve got to say about this.



A: Thanks.





-- 顺便说一下，我们的价格是针对最小量为1000个车座而言的。



-- 是的，我注意到了。你说本地装配能在多大程度上促进销售呢？



-- 百分之二十到三十。但我们是从贮存和运输的角度做出此计划的。 就是说，更少的仓库空间和更快捷的运输。



-- 是的，当然。装配将是一件很简单的事。自行车商人能在很短的 时间内将它们组装起来。



-- 在过去的12个月中销售是特别的好。



-- 对，我看到了。你们把它们都投放在哪些市场上了？



-- 都在本地市场上。你可能会想听取经销商的一些建议。



-- 当然。是什么建议？是关于促销的吗？



-- 可能吧。大家都认为后面的行李架应该额外提供。



-- 我想那会把价格降下来。我会把这个建议反映到我们的海外部，听 取一下他们的建议。



-- 谢谢。





Dialogue 3





A: I wish to make it clear at the outset that this matter of labels is entirely our problem.



B: I should say it is something we have never come across before.



A: The Federal Food and Drug Administration, or the FDA as we call it for short, imposes a whole set of regulations on the import of food products to the United States. Over the years, they have become so rigid and complicated that they are now quite a head- ache for us importers.



B: In my opinion, overly strict regulations are just another way of restricting imports.



A: Ah, there’s something in what you’re saying. According to the present FDA regulations, the Ma Ling Labels then cannot be used if the lichee is to be offered for import into the United States.



-- 我希望从一开始就想说明标签的事情完全是我们的问题。



-- 我得说这个问题是我们从来没有遇到过的。



-- 联邦食物药品管理局，或者简称FDA，在向美国的食品进口上强加 了一整套规章制度。这些年来，这些制度变得如此严格和复杂以 至于使我们进口商感到相当的头疼。



-- 依我的意见，过于严格的规章正是另一种方式限制进口。



-- 啊，你说得有些道理。根据现在的FDA规章，如果荔枝要被获准进 入美国，Ma Ling标签就不能使用。





B: Why not? Our canned lichee and canned provisions have al- ready been widely sold in various markets abroad, and the Ma Ling Label has now been accepted by most of overseas custom- ers and importers. Is it quite impossible for you to use the Ma Ling labels as they are?



A: I’d be quite willing to if I could, but we must comply with the label requirements according to our law, or we can’t clear the consignment of lichee through the Customs.



B: In that case, what can we do to help you? Have you any suggestions?



A: Would you consider quoting us for the order with neutral cans on a C.I.F. basis for delivery in Hong Kong? Our associated company there will have the labels printed to comply with the FDA regulations.



B: Do you think that’s the only way out? You know we usually do the labeling, as we are responsible for the brand labels of our products.





-- 为什么不行呢？我们的罐装荔枝和其他罐装品已经在国外许多市 场上广泛销售，而且Ma Ling商标已经被大多数的海外顾客和进

口商所接受。你真的没法使用Ma Ling标签吗？



-- 如果可以的话我当然乐意做了，但是根据我们的法律，我们必须 服从于商标许可，否则不能通过海关得到我们的订货。



-- 既然那样，我们怎样才能帮到你们呢？你有什么建议吗？



-- 关于这批订货采用中性罐装，你能否考虑报给我们CIF香港到岸价 格？我们的附属公司会按照食品及药物管理局的规定将标签打印出 来。



-- 只能这样吗？通常我们自己做标签，因为我们要为自己的品牌标签 负责。





Dialogue 4



A: Mr. Jones, shall we now discuss the packaging?



B: Very well. You know, we have definite ways of packaging garments. As to blouses, we use a polythene wrapper for each article, all ready for window display.



A: Good. A wrapping that catches the eye will certainly help push the sales. With competition from similar garments producers, the merchandise must not only be good value but also look attractive.



B: Right you are. We’ll see to it that the blouses appeal to the eye as well as to the purse.



A: What about the outer packing?



B: We’ll pack them 10 dozens to one carton, gross weight around 25 kilos a carton.



A: Cartons?



B: Yes, corrugated cardboard boxes.



A: Could you use wooden cases instead?



B: Why use wooden cases?



-- 琼斯先生，我们来谈谈包装好吗？



-- 好。你知道，我们对服装包装有特定的方式。至于女衫，一件装一 个聚乙烯口袋，可直接放在橱窗里陈列。



-- 好。袋子引人注目肯定有助于推销。商品不仅要货真价实，还要 能吸引人，因为有许多类似的服装与之竞争。



-- 这点你说对了。我们会注意把女衫做得跟手提包一样美观。



-- 外包装是怎么样的？



-- 十打装一纸箱，每箱毛重约25公斤。



-- 纸箱？



-- 是的，瓦楞纸板箱。



-- 你不能用木箱代替吗？



-- 为什么要用木箱呢？

A: I’m afraid the cardboard boxes are not strong enough for such a heavy load.



B: The cartons are comparatively light, and therefore easy to handle. They won’t be stowed away with the heavy cargo. The steve- dores will see to that. Besides, we’ll reinforce the cartons with straps. Silk blouses are not fragile goods. They can stand a lot of jolting.



A: Maybe you are right, but the goods are to be transhipped at Hamburg or London. If the boxes are moved about on an open wharf, the dampness or rain may get into them. This would make the blouses spotted or ruined.



B: No need to worry about that. The cartons lined with plastic sheets are waterproof, and as the boxes are made of cardboard, they will be handled with care.



A: Well, I don’t want to take any chances. Besides, cartons are easy to cut open, and this increases the risk of pilferage.





-- 恐怕纸板箱不够结实，经受不住装这么重的货物。



-- 纸箱比较轻，因而容易搬运。纸箱不会和重物一起堆放，搬运工 人会注意到这一点。此外，我们还用铁皮带加固。丝绸女衫并非 易碎货物，经受得住剧烈地震动。



-- 你也许说得对，但这些货物要在汉堡或伦敦转运。如果纸箱在露 天码头上搬运，潮气和雨水就有可能渗透进去，这就会使女衫弄 得斑斑点点的，或甚至毁掉。



-- 那个没必要担心。纸箱内都衬有塑料布，是防水的，而且由于箱 子是硬纸板的，所以在搬运的时候就会小心处理。



-- 嘿，我可不想去冒险，再说，纸箱容易被割开，这就增加了被偷 盗的风险。



B: Tampering with cartons is easily detected. I should say that this rather discourages pilferage.



A: Maybe so, but I’m afraid that in case of damage or pilferage, the insurance company will refuse compensation on the ground of improper packing, or packing unsuitable for sea voyage.



B: But cartons are quite seaworthy. They are extensively used in our shipments to continental ports. There are never any complaints from our clients, and our insurance company has also approved such packing for W.P.A. and T.P.N.D.





-- 纸箱弄破是容易检查出来的，我说这恰恰可以防止偷盗。



-- 也可能,但在出现损坏或偷盗时,恐怕保险公司会借口包装不当、或 包装不适合于海运为由而拒绝赔偿。



-- 纸箱是很适合海运的。 对于运往(欧洲)大陆港口的货物，我们广 泛采用纸箱，而且从未有客户抱怨过，我们的保险公司承保水渍险 和偷窃及提货不着险时，也同意使用这种包装。







A: If you could guarantee compensation in case the insurance com- pany refuses to honor a claim for faulty packing, we would be quite willing to accept cartons.



B: I’m sorry, but we can’t take on any responsibility that is beyond our functions and powers. We’ll make sure that the packing is seaworthy, but we can’t commit ourselves to being responsible for every kind of mishap.



A: I can understand your position. Perhaps I’m asking too much.



B: We’ll use wooden cases if you insist, but the charge for packing will be considerably higher, and it also slows delivery.



A: Well, I’ll call you immediately for instructions on the matter.



B: Please do. I’ll be waiting for your reply.





-- 万一保险公司以包装不当为由而拒绝接受索赔时，如果你保证赔偿 的话，我们就乐于接受纸箱。



-- 对不起，我们不能承担任何超出我们职权范围的责任。我们可以保 证包装适合海运，但不能对每一种损失都负责。



-- 我能理解你的立场，也许我要求得太多了。



-- 如果你坚持，我们可以使用木箱，但包装费用就要高得多，而且发 运也要延期。



-- 关于这件事，我会马上打电话给你指示。



-- 好的，我等着你的回答。





Words and Expressions

garment [ 5^B:mEnt ] 服装，衣服

polythene [7pCli5Wi:n] 聚乙烯

wrapper [5rApE ] 封套，包装物

catch the eye 引人注目

stevedore [5sti:vidC:] 装卸工，搬运工

strap [strAp] 带，铁皮带

lichee [5li:tFi:] 荔枝



comparatively [kEm5pArEtIvlI] 稍微，有点



Notes



1. be ready for window display 可直接做橱窗陈列



2. wrapping that catches the eye 引人注意的包装



3. We’ll see to it that the blouses appeal to the eye as well as to the price. 我们会注意使这些衬衫看上去美观，价格具有吸引力。



4. an open wharf 露天码头



5. to honor a claim for faulty packing 接受由于包装不当而提出的索赔



6. bring up 提出



a. You may bring up the matter at the meeting for consideration this afternoon. 今天下午你可以把这件事在会议上提出来考虑。



b. This problem will be brought up at the next meeting.



这个问题在下次会议上会被提出来。





7. to stand 经得起，耐得住，忍受



Please see that the packing is seaworthy and stands long sea voyage. 请注意包装必须适合于海运，并经得起长期的海上航行。



8. on the ground(s) of 以……为理由



They would ask for compensation on the grounds of faulty packing.



他们会以包装有瑕疵而要求赔偿。



9. to smooth out 解决；弄平



a. Before going into further discussion, there are one or two things to be smoothed out. 在进一步讨论前，还有一两件事情需要解决。



b. Every time she got up from a seat, she always smoothed out the crease in her dress.

她每次从座位上站起来时，总是把连衣裙上的皱弄平。







A Specimen Letter



Dear Sirs:



We are pleased to inform you that 50 cases of adjustable wrenches you shipped to Lagos on March 18th have arrived in perfect condition. This shows that you have made a great deal of improvement in packing.



As for the pliers to be shipped to us, we would like you to have them packed in boxes of 2 dozens each, 100 boxes to a wooden case. We trust you will give special care to the packing in order to avoid damage in transit.



Kindly let us know if you can meet our requirements.



With our best regards.



释文



先生：



你三月十八日发送的五十箱可调节扳手已完好无损地到达拉各斯，对此我们非常高兴。这表明贵方在包装方面有了很大的改进。



关于即将发给我们的钳子，我们希望每两打装一盒，一百盒装一木箱。我们相信你们会特别注意包装，以免运输途中受损。



是否可按我们的要求包装，请告知。



顺致问候。







Substitution Drills





1 Our staffs in the transportation department are fully



engaged.



committed



friendly



helpful and efficient







包装



包装





我们运输部的全体职员 都很忙。



工作都很认真。



都很友好。



都很乐于助人而且做事效率高。





2 Your sincere advice on the packing is welcome.



comments are



关于包装，欢迎你提出诚恳的建议。



关于包装，你可以提出意见。





3 I had told you that by the beginning of September I would have completed the task. middle



end



我告诉过你到九月 初，我会完成任务。



中旬
Shipment



装 运





Brief Introduction





在对外贸易中，按时装运进出口货物，及时将货物从厂方运至目的地，对完成进出口交易、满足市场需要、减少货物积压和提高商品的竞争能力，都起着积极重要的作用。 特别是对某些鲜活商品或季节性商品的运输，更要抢时间、争速度，及时完成运输任务，以免造成经济上的损失和信誉上的不良影响。如果装卸不及时，运输拖延，到货慢，就会影响商品的销路，甚至失去市场。



交货是指卖方按照同买方约定的时间、地点和运输方式将合同规定的货物交付给买方或其代理人。装运一般是指将货物装上运输工具，它与交货是两个不同的概念。但是，在国际商务中，由于采用F.O.B、



C.F.R 和 C.I.F 三种价格术语，卖方只要根据合同的有关规定将货物装上船，取得提单，就算交货。提单签发日期亦即为交货日。因此，装运一词常被用来代替交货的概念。 这种凭单交货被称为象征性交货。（实际交货是指货物运抵目的地，因而，装运时间与交货时间是并不一致的。）凭单交货时，装运期和交货期是一致的。在买卖合同中，合理地规定装运期（交货期）是很重要的。装运期（交货期）可分为三种：定期装运、近期装运和不定期装运。





Basic Expressions





1. How long does it usually take you to make a delivery?



通常你方需要多长时间交货？





2. As a rule, we deliver all our orders within three months after



re ceipt of the covering L/C.



一般说来，我们在收到有关的信用证后三个月内可交货。





3. Could you possibly advance shipment further more?



你方能不能再提前一点交货？





4. I hope that the goods can be shipped promptly after you get our L/C.



我希望你们能在收到我方信用证后马上装运。





5. Shipment should be made before October，otherwise we are not able to catch the season.



十月底前必须交货，否则就赶不上季节了。





6. The earliest shipment we can make is early March.



三月初是我们能够做到的最早交货日期。





7. I’m sorry，we can’t advance the time of shipment.



很抱歉，我们不能提前交货。



8. The order is so urgently required that we must ask you to expedite shipment.



我方迫切需要这次订货，故请贵方加快装运。



9. We are confident of being able to ship the goods to you by the end of next month.



我们相信能在下月底前将货物装运给你们。



10. The goods ordered are all in stock and we assure you that the first steamer will make the shipment available in November.



贵公司订购的货物我方均有现货，可保证在十一月份将货物装上第 一条便船。



11. Please see to it that the goods are shipped per PEACE sailing on or about October 15th.



请确保货物由十月十五日左右启航的“和平轮”装运。



12. Shipment by the middle of October will be too late for us.



十月中旬交货太晚了。





13. We’ll try our best to advance shipment to September.



我们会尽最大努力将交货期提前到九月。



14. When is the earliest possible date you can ship the goods?



你们最早什么时候可以装运？



15. I wonder whether you can make shipment in September.



我想知道你们能否在九月份装运。



16. How long will the delivery take from here to Canada by sea freight?



从这里到加拿大海运需多长时间？



17. I don’t think I can promise you any January shipments.



我不能保证一月份发货。



18. Please be informed that the shipment of the cargo (your purchase order No. 123) was sent yesterday, airway bill No.123.



特此通知这批货物（你方订单号码是No.123）昨天已装运，航 空货物的领取号码是No.123。





19. In case you do not receive the goods on or before December 12, please let us know.



万一你方没有在12月12日或之前收到货物，请告知我方。





20. We will do all we can to fill your order so that the goods will be shipped before October 15.



我方将尽全力履行此订单，将于10月15日前安排这些货物装船。





Conversations



Dialogue 1



A: Now we have settled the terms of payment. Is it possible to effect shipment during September?



B: I don’t think we can.



A: Then when is the earliest we can expect shipment?



B: By the middle of October, I think.



A: That’s too late. You see, November is the season for this commodity in our market, and our Customs formalities are rather compli- cated.



B: I understand.



A: Besides, the flow through the marketing channels and the red tape involved take at least a couple of weeks. Thus, after ship- ment it will be four to five weeks altogether before the goods can reach our retailers. The goods must therefore be shipped



before October;otherwise we won’t be in time for the selling season.





-- 现在我们已经谈妥了付款条件，你方是否能够在九月份装船?



-- 我看不行。



-- 那么最早什么时候可以装船呢?



-- 恐怕要在十月中旬。



-- 那太迟了。你知道，在我方市场上，十一月份是这种商品的上 市季节，而我们的海关手续又相当复杂。



-- 我明白。



-- 另外，通过销售渠道以及繁琐的公文程序，起码要花上几个星 期。这样从装船后到我们的零售商收到货物，总共要用四、五 个星期。因此，十月份前货物必须装船，否则我们就赶不上销 售季节了。



B: But our factories are fully committed for the third quarter. In fact, many of our clients are placing orders for delivery in the fourth quarter.



A: Mr. Brown, you certainly realize that the time of delivery is a mat- ter of great importance to us. If we place our goods on the market at a time when all other importers have already sold their goods at profitable prices, we shall lose out.



B: I see your point. However, we have done more business this year than any of the previous years. I am very sorry to say that we cannot advance the time of delivery.



A: That’s too bad, but I sincerely hope you will give our request your special consideration.



B: You may take it from me that the last thing we want to do is to disappoint an old customer like you. But the fact remains that our manufacturers have a heavy backlog on their hands.



A: But can’t you find some way to get round your producers for an earlier delivery? Make a special effort, please. A timely delivery means a lot to us.



B: All right. We’ll get in touch with our producers and see what they have to say.





-- 但是我们工厂第三季度的生产任务已全部排满了。事实上，我们很 多客户在订第四季度交的货呢。





-- 布朗先生，你知道的，交货时间对我们来说很重要。如果在我 们把商品投放到市场上去的时候，别的进口商已经把商品脱手 赚钱了，那我们就亏了。



-- 这点我明白。但是今年我们做的贸易比以往哪一年都要大。很 遗憾不能提前交货。



-- 那糟了，但我真心希望你们对我们的要求给予特殊的考虑。



-- 我可以向你保证，我们最不愿做那些让像你们这样的老客户失 望的事，但是我们的厂家眼前的交货压得很重，这是事实。



-- 你不能想些办法说服厂家提前一些时间交货吗? 请你特别加把 劲。及时交货对我们关系可大啦！



-- 好吧。我们和厂家联系一下，听听他们的意见。





Dialogue 2





A: It has just occurred to me that there is still another possibil- ity to ensure a prompt delivery of the goods.



B: And that is?



A: How about making Hong Kong the port of shipment instead of New York?



B: I’m afraid we can’t agree to that. We concluded the business with you here in Houston, and the goods you ordered are manufactured in New York. We wish to point out that all orders accepted by us are shipped from New York or Seattle. Hong Kong is out of the question.



A: It’s like this. There are only one or two ships sailing a month from New York to Osaka, while sailings from Hong Kong are quite frequent. If shipment were effected from Hong Kong, we could receive the goods much earlier.





-- 我刚想起来了，还有一种可能性确保即期交货。



-- 什么可能性？



-- 把交货港从纽约改为香港怎么样？



-- 那个我们恐怕不能同意。我们是在休斯顿达成交易的，而你所 订货物在纽约生产。我们要指出的是，我们接受的所有订货是 从纽约或西雅图发货的。香港不行。



-- 原因是这样的：从纽约到大阪每个月只有一二个航班，而从香 港到大阪的船却相当频繁。如果在香港交货，我们收到货物的 时间就会早很多。





B: I see. You want to have your goods shipped from New York to Osaka via Hong Kong, where they can be transshipped. Is that the idea?



A: Yes, exactly, because I want these goods on our market at the earliest possible date.



B: Your idea may be a good one, but the trouble is that there are risks of pilferage or damage to the goods during transshipment at Hong Kong. How about shipping them from Seattle instead of NewYork? You may choose either one as port of shipment. It makes no difference to us. There are more sailings from Seattle than from New York.



A: It sounds all right to me, but I will have to think about it. I’ll give you a definite answer tomorrow. If I choose Seattle, will it be possible for you to ship the goods by the end of March?



B: We’ll try our best. Anyway, we assure you that shipment will be made not later than the first half of April.





-- 原来是这样。你想经由香港中转把货从纽约运到大阪，是不是？



-- 对，就是这样，因为我们想把商品尽可能早地投放市场。



-- 这个想法倒不错。不过问题是，在香港转船期间，货物有被偷窃和 损坏的风险。交货港由纽约改为西雅图怎么样?你可以随便选择一 个装运港。对我们来说都一样。从西雅图启航的船只比纽约多。



-- 我是觉得不错，但我得想一想，明天给你答复。如果我选择西雅 图，你们能在三月底前交货吗？



-- 我们尽力而为吧！不管怎样，请你放心，交货不会迟于四月上旬。



Dialogue 3

A: Could you do something to advance your time of shipment?



B: Well, our manufacturers are fully committed at the moment. I’m afraid it’s very difficult to improve any further on the time.



A: I hope you’ll try to convince them to step up production.



B: We check their production schedule against our orders almost every day. As new orders keep coming in, they are working three shifts to step up production. I’m sorry, but we simply can



BUSINESS ENGLISH 300





not commit ourselves beyond what the production schedule can fulfill.



A: Well, in that case, there is nothing more to be said. What’s your last word as to the date then?



B: I said by the middle of October. This is the best we can promise.



A: All right. I’ll take you at your word. May I suggest that you put down in the contract shipment on October 15th or earlier? Our letter of credit will be opened early September.



B: Good. Let’s call it a deal. We’ll do our best to advance the ship- ment to September. The chances are that some of the other orders may be cancelled. But of course you cannot count on that. In any case, we’ll let you know by email.







-- 你们能否想些办法提前交货？



-- 但我们的厂家眼前都很忙，要再提前恐怕很难。



-- 希望你们能设法说服他们加速生产。



-- 我们几乎每天核对他们的生产进度以跟进订单。由于接连不断地 收到新订单，他们现在一天三班工作来加快生产。很抱歉，我们 承担的任务实在不能超出生产计划所能完成的限额。



-- 如果是这样，多说也无益。那么你能不能最后确定一下什么时候 能交货呢？



-- 要到十月中旬，这是我们能够答应的最缛掌凇?



-- 好吧，那就以你的话为准了。我建议你在合同里写上“十月十五 日或之前交货”行吗？我们在九月初开立信用证。



-- 好！就这样决定吧！我们尽力把交货期提前到九月份。有可能取 消其他一些订单，不过当然还不确定。不管怎样，我们会发电子 邮件告知你的。







A: That’s very considerate of you. And now, shall we discuss the insurance terms?



B: We generally insure W.P. (W.P.A) on a C.I.F. offer. Special risks, such as TPND (Theft, Pilferage and Non-delivery), leakage, breakage, oil, freshwater, etc. can also be covered upon request.



A: I suppose the additional premium for the special coverage is for the buyer’s account.



B: Quite right. According to the usual practice in international trade, special risks are not covered unless the buyer asks for them.







A: Then what about SRCC (Strikes, Riots and Civil Commotions)? Can we request you to cover this for our imports?



B: Yes, we accept it now, after it has been suspended for many years. However, if you want to have it covered for your imports at your end, you may arrange the insurance as you like.



A: Then please cover W.P.A. and TPND for this transaction.



B: All right, I’ll adjust the price accordingly.





-- 你想得真周到。现在我们谈谈保险条款好吗？



-- 一般来讲，我们在到岸价里投保了水渍险。特殊险如偷窃险、提货 不着险、漏损险、破损险、油污险、淡水险等等也可以根据客户要 求投保。



-- 我想投保特殊险别所需附加的保险费由买方负担吧。



-- 正是，根据国际贸易中的惯例，只有买方要求时才保特殊险。



-- 那么关于罢工、暴动、平民动乱险呢？能不能请你方为我们的进口 货保这种险呢？



-- 我们现在可以受理了，很多年来我们停办了这项业务。但是如果你 方想要为你们的进口货物投保这种险的话，你们可以自行安排。



-- 那么，请为这批货物保水渍险和偷窃、提货不着险。



-- 好，我会相应地把价格调整一下。





Words and Expressions





customs [5kQstEmz] 海关；关税



formality [ fC:5mAliti ] 正式手续



retailer [ ri:5teilE ] 零售店，零售商



season [ 5si:zn ] 季节，旺季



backlog [5bAklR^] 待办事项



production schedule 生产进度表



insure [ in5FuE ] 为……投保



special risk 特种险



leakage [ 5li:kidV ] 漏损（险）



breakage [ 5breikidV ] 破损（险）



freshwater [5freFwC:tE(r)] 淡水（险）



coverage [ 5kQvEridV ] (保险合同所列的)险别



Osaka [ Eu5sB:kE ] 大阪（日本地名）



tranship [ trAn5Fip ] 转运，换船



pilferage[ 5pilfEridV ] (小量地)偷





Notes



1. to effect shipment = to make shipment 装运



effect 实现 e.g. to effect payment 支付



2. the season for this commodity 这个商品的销售季节



3. red tape 繁琐的官方手续



4. place our goods on the market 销售商品 ( push the sale of our goods)



5. lose out 输掉，亏本



6. You may take it from me. 我可以向你保证。



7. the last thing we want to do 我们最不想做的事是……



8. convince your producers for an earlier delivery



说服你们的生产商早日交货



9. to step up production 加快生产



10. cannot commit ourselves to... 我们不能保证



11. Let’s call it a deal. (口)这笔交易就敲定吧（拍板）



12. the chances are…… 可能……（probably）



13. You cannot count on that. 你不要指望那个



14. TPND( Theft, Pilferage and Non-delivery) 偷窃提款不着险



15. for the buyer’s account 由买方负担费用



16. at your end/on your side 在你方





17. Via Hong Kong 途经香港



A Specimen Letter



Dear sir：



Your letter of the 5th March came to hand yesterday.



Accordingly, we have lost no time in getting in touch with our factories and urged them to hasten their delivery. Owing to heavy commitments, they cannot advance delivery from June to April but they understand perfectly that July is the selling season for shirts in your market. They eventually agree to make delivery in mid-May.



We have booked the shipping space on S.S.. Peace, which is scheduled to sail on or about the 20th of May. We shall send you an email as soon as the loading is completed.



Yours faithfully



National Textiles I/E Corp.



贵方三月五日来函昨日收悉。



据此，我们立即与厂方联系，催促他们赶快交货。由于交货任务繁重，他们不能把交货日期从六月份提前到四月份。但是他们非常清楚七月份是贵方市场衬衣的销售季节，故最终他们同意五月中旬交货。



我们已订妥“和平轮”的舱位，预计五月二十日左右开航。一旦装货完毕，我们即发电子邮件告知贵方。



国家纺织品进出口公司





Substitution Drills



1 A: May I know when we could expect delivery?



B: We can deliver 50% promptly, that is, in August. And the balance in October.



We can deliver 50% right away. The remaining half in the next two months.



Our earliest time of delivery is October.



能告诉我你们什么时候可以交货吗？



我们可以在八月份交一半货，其余的十月份交货。



有一半货我们可以马上送货，剩下的一半后两个月交。



我们最早的交货日期是十月。



2 A: I’m afraid October is the best we can do. October is the earliest possible date of delivery. we can’t promise delivery earlier than October. B: October then.



恐怕 十月是我们能够做到的最早的了。十月是最早的交货日期了。我们不能承诺早于十月交货。那就十月吧。



3 A: Could you deliver 100 tons immediately?



Is it possible to effect shipment immediately?



Do you think you can ship the goods soon?



B: No problem. We can deliver that from stock to meet your requirement.



I’m afraid prompt shipment is impossible.



I’ll have to look into the stock position.



您能即刻运输100吨吗？



能立即安排装船吗？



你认为能很快装船吗？



没问题。我们可以交现货来满足你们的要求。



恐怕立即装船不太可能。



我得仔细检查一下存货的情况。



4 A: Please ship the goods in one lot in May.

B: I’m sorry that’s impossible. It would be very difficult for us to get the goods ready within such a short time.

I’m not sure if we are able to get the necessary shipping space.

We’ll have to contact the manufacturers. Maybe it’s possible. 请在五月份将货物分一批运过来。



对不起，那不可能。这么短的时间把货物准备好对我们来说很难。



我不敢肯定我们是否能订到必要的舱位。



我们将得联系生产商。也许可以。



5 A: Could you find a way to advance the shipment somehow?



do something to advance the time of delivery?



make the delivery a little earlier?



B: May I suggest



we effect shipment in three equal lots, starting from May?



we spread the goods over three months - May, June and July? partial shipment be allowed?



你能不能想办法提前装运？



你能想办法提前交货吗？



你能不能早一点交货？





我可否建议 我们从五月份开始分相等的三批办理装运？



我们把货物分五、六、七三个月交货？



允许部分装运？

6 A: Our people are most anxious about the October shipment; so far they’ve heard nothing from you.



B: We’re sorry for the delay. The trouble is that



direct sailings to your port are very few.



there is great demand on shipping lately



you changed the port of destination



我方很想知道十月装船一事，但到现在还没有听到你们的任何消 息。



此次拖延我们很抱歉。问题是 直达你们港口的船只太少了。



最近需要装运的太多了。



你们改变了目的港。





7 A:You know



we must have the goods in time for the Christmas rush.



we must have the goods ready for the shopping season.



the goods have to be here in March. Otherwise we’d be behind the season.



B: I understand. I’ll try my best.

你知道 我们必须在圣诞节采购前及时供货。

在购货旺季时我们必须把货准备好。

货物必须在三月份到位。否则我们就赶不上销售季节了。

我理解。我会尽力的。





8 I don’t think I can promise you any September shipments.

October

June

我想我不能答应你 九月 装运。

十月

六月



9 Would you like to have your refrigerator delivered?

furniture

washing machine

你的 电冰箱 要送货上门吗？

家具

洗衣机





10 You will probably get it within 10 days.

in a week

by the end of this month

no later than tomorrow afternoon 也许 十天内 你就可以收到。



一周内

这个月底

不迟于明天下午

Claim



索 赔



Brief Introduction



在执行合同的过程中，签约双方都应该严格履行合同义务。任何一方如果不能严格履行，就会给另一方带来麻烦。在这种情况下，受损失的一方有权根据合同规定要求责任方赔偿损失或采取其他补救措施。受损失的一方采取的这种行动称之为“索赔”，而责任方就受损失一方提出的要求进行处理，叫做“理赔”。



在业务中常见的是买方向卖方提出索赔，如卖方拒不交货、逾期装运、数量短缺、货物的品质规格与合同不符、错发错运、包装不妥、随船单证不全或漏填错发等致使买方遭受损失时，买方可向卖方提出索赔。但是在某些情况下，卖方也向买方提出索赔要求，如买方拒开或迟开信用证、不按时派船、无理毁约等致使卖方遭受损失时，卖方也会向买方提出索赔。





Basic Expressions

1. Please give our claim your favorable consideration.

请合理考虑我们的索赔要求。

2. Please examine the matter and send us the goods to meet the shortage as soon as possible.

请调查此事，并尽快将货物发给我们以弥补数量的不足。

3. As regards inferior quality of your goods, we claim a compensa- tion of U.S.$10,000.

至于你方产品的品质低劣问题，我方要求你方赔偿一万美元。

4. We shall lodge a claim for all the losses incurred as a consequence of your failure to ship our order in time.

由于你方未能及时交货，我方将向你方提出由此而遭受的全部损失的索赔。

5. Any complaint about the quality of the products should be lodged within 15 days after their arrival.

任何有关该产品质量问题的申诉应该在货物到达后的十五天内提出。

6. Our customers are complaining of the inferior quality of our products.

我们的客户投诉我们的产品质量低劣。

7. This seems to be a very clear case and we hope you will see your way to make a prompt settlement.

看来情况已十分清楚，我们希望你能设法尽快解决问题。

8. We regret that your claim on shortage cannot be accepted.

很遗憾，我们无法接受你方关于货物短装的索赔。

9. Our investigation shows that improper packing caused damage. Therefore we have to refer this matter to you.

我方检验证明，货物受损是由于包装不当而造成的。因此，我们不 得不将此事提交你处解决。

10. As the goods are inferior in quality, we are returning the whole of the 20 cases and must ask you to replace them.

由于这些产品质量低劣，所以我方把20箱全部退回，并务必请贵方 更换这些产品。

11. We very much regret the mistake in article number, which resulted in your receiving the wrong goods.

因货号有误，致使到货错误。对此，我们深表歉意。

12. The goods we’ve received do not tally with the sample on which we ordered.

我们收到的货物与订货样品不符。

13. In view of the long business relations between us, we wish to meet you half way to settle the claim.

考虑到我们之间长期的业务关系，我们愿意各让一半解决这项索赔。

14. We hope this unfortunate incident will not affect the relationship between us.

我们希望这一不幸事件将不会影响到我们双方之间的关系。

15. Apparently, the shortage is due to omission in packing.

很明显，货物短缺系包装遗漏所致。

16. In view of our friendly business relations, we are prepared to meet your claim for the 25 tons shortage weight.

考虑到我们之间的业务关系，我们准备接受25吨短装的索赔。

17. We are sorry that the quality of our goods did not turn out to your satisfaction.

我们很抱歉你们不满意我们货物的质量。

18. We can assure you that such a thing will not happen again in future deliveries.

我们保证在以后的交货中不会出现类似的事件。

19. Enclosed is the surveyor’s report on the three damaged cases.

内附有鉴定人对这破损的三箱货物的鉴定报告。

20. Here’s a survey report by a well-known lab in Houston, whose testimony is absolutely reliable.

这是由休斯顿的一个著名实验室提供的一份检验报告，证据绝对可靠。



Conversations



Dialogue 1



W: Hello, Mr. Brown, how are you? It is nice to see you again.



B: How are you, Mrs. Wang. It certainly is a pleasure to see you again here. I hope you had an enjoyable trip from London.



W: The flight was really long, but it was comfortable so I do not feel very tired.

B: I am glad that you had a pleasant trip. I hope you are comfortably settled and find things at the hotel satisfactory.



W: Everything is perfect, thank you. Well, now, Mr. Brown, if you don’t mind, I’ll get to the point.



B: Okay. You want to take up the subject of the arbutus, don’t you?



W: That’s right. You see, Mr. Brown, you have probably been ad- vised of the serious damage done to the last consignment of 60 cases of arbutus. Upon its arrival in London on board the S.S. Cornea, it was found, much to our regret, that about 50% of the cases were leaking. Closer inspection by the Health Officers showed that the contents were considered unfit for human consumption.





-- 布朗先生，你好。很高兴再次见到你。



-- 王小姐，你好。很荣幸在这里又见到你。希望你从伦敦来一路 旅途愉快。



-- 飞行时间虽长，但客机非常舒适，所以也不觉得很累。



-- 我很高兴你旅途愉快。希望你住得舒适，旅馆设备都还觉得满意。



-- 谢谢你，一切都很好。噢，布朗先生，要是你不介意的话，现在咱 们就开始谈谈业务吧。



-- 好，你想谈谈杨梅的事，对不对？



-- 对。布朗先生，也许你已经知道最后一批60箱的杨梅严重损坏的 情况。“柯娜”轮一到达伦敦的时候，我们就遗憾地发现其中有一 半左右的箱子渗漏。经卫生检疫局官员仔细检查，认为 内装食品 不可供人们食用。



B: Just a minute, if you please, Mrs.Wang. Have your people in London discovered what were the exact causes of the leakage? It was rather a singular case, for thousands of tons of this product have been exported and this seems to be the only case of a




shipment being damaged en route.



W: I am sorry I have to say it was not en route. It was definitely damaged prior to loading onto the S.S. Cornea. You may think it a singular case, yet the fact remains that this has made it



necessary for us to file a claim on you. Here, Mr. Brown, I have brought along with me the certificate issued by the London Health Office. It speaks for itself. As to the causes, closer inspection and examination by our cargo-handling people revealed that the



leakage of juice was brought about damaged tins. They were



evidently broken through careless handling while being loaded onto the ship’s hold in Sydney dock.



B: As I have said before, the whole business is most unfortunate. We have never come across such a case of damage during loading.





-- 王小姐，请稍等。请问伦敦的人有没有发现渗漏的确切原因？这件 事还只这么一次，我们已经出口好几千吨了，在中途损坏还是头一 回。



-- 很抱歉，我得说明，损坏不是在运输途中发生的。很明显, 损坏是 在装上“柯娜”轮号前发生的。你可能认为这事是头一回，可事实 不得不让我们向你们提出索赔。布朗先生，这儿是伦敦卫生检疫局 官员签发的证书，上面写得一清二楚。至于原因，我们经办装卸的 人仔细检查，结果发现果汁渗漏的原因是锡罐被损坏了。很明显是 在悉尼码头装船时，因搬运疏忽大意而造成锡罐受损的。



-- 我刚才讲过，整件事实在是很不幸。我们从未遇到过罐头在装船时 发生这样的损坏。



W: I have to remind you that our terms are C.I.F. port of London. While we have full confidence in your Commodities Inspection Bureau, this is a case that occurred after their sampling and analy- sis at the factory. And the broken tins through careless handling and deterioration of the contents en route brought about this state of affairs. Now, Mr. Brown, you are well aware that our business has just started this branch of activities and the loses thus sustained will be a blow to this department. I am sure you will think it fair on our part when we suggest that the total value of the parcel should be reduced by 50% and that you should give us an allowance by way of credit for the amount to be set against our future purchases of canned fruits from you.



B: To be fair to your company, I am directed by my Sydney branch to settle this issue with you amicably on the condition that you give us a certificate issued by your Health Department. Now that this is available, I think everything will be in order.



W: I am so glad to hear of your ready agreement. Your fairness in business dealing is unsurpassed. Shall we send you a letter confirming this?



B: As soon as you send us a letter confirming this conversation, we’ll send you a reply immediately.



W: Thanks ever so much for your cooperation, Mr. Brown. Goodbye.



B: Goodbye.





-- 我不得不提醒你，我们的条款是伦敦到岸价。虽然我们很信赖你们 的商品检验局，可是损坏是在工厂抽样化验之后发生的，是由于搬 运不慎而锡罐破裂，中途食品变质所造成的。布朗先生，你很清楚 我们才开始经营这项业务，蒙受的损失将对业务部门是一个打击。 我们建议这批货从总价中削减百分之五十，并给予我们补贴，这款 项就用于将来向你们订购罐头水果时冲销，我相信你认为这样对我 们才是公平的。



-- 悉尼分公司派我来和你们公平友好地解决这件事，前提条件就是把 你们卫生部签发的证书给我们。现在证书已经有了，我想事情都会 解决的。



-- 听到你这么痛快地同意了，我很高兴。办理业务这么公平，真是无 法比啊。我们将寄信让你们确认好吗?



-- 我们一旦收到你们的信确认此次谈话，就会立即回复。



-- 万分感谢你的合作。布朗先生，再会。



-- 再见。





Dialogue 2





W: Mr. Brown, I’d like to talk with you about something that is getting to be a problem. I’d like, if possible, to see it settled at this meeting.



B: What is it, Mrs. Wang?



W: It’s about the quality of 300 cartons of dried mushrooms. They reached us two weeks ago, and were immediately examined after they arrived. To our astonishment, about 20% of them were moldy and in many cartons there were even small brownish bugs crawling in and out of the half- eaten mushrooms. We can’t accept them in this state. They are unfit for human consumption. And the Medical Officer of Health has issued a ?Stop Notice?on them.



B: Is that so? So far we haven’t had any complaint of this kind. Our mush- rooms have enjoyed a good reputation for their superior quality for years. We are really at a loss to understand why your lot was found moldy and worm-eaten. Have you any evidence?



W: Certainly. Here’s a survey report by a well-known lab in London, whose testimony is absolutely reliable.







-- 布朗先生，我想和你谈谈快要发生的一件比较麻烦的事情。如果可 以的话，我想在这次会议上解决。



-- 王小姐，是什么事?



-- 是关于300箱干蘑菇的质量问题。两周前到的货，我们当即进行了 检查。令我们惊奇的是，大约20％的干蘑菇已发霉，甚至在许多箱 内有褐色小甲虫爬出爬进，有一半蘑菇已被吃掉。这样的货物我们 是不能接受的。它们不宜被人们食用。医药卫生官员对这些货物发 出了“停售通知”。



-- 有这么一回事？我们还从未收到过这样的抱怨呢。多年来，我们 的蘑菇因质量好而享有盛誉。这真叫我们难于理解，给你们的那批 货怎么发霉了，甚至被虫咬了。你有什么证据吗？



-- 当然有。这是伦敦一家有名的实验室的检验报告，他们的证词绝对 可靠。



B: Though everything may be as you say, there are many factors involved. What’s more, your surveyors have not mentioned any cause for the damage.



W: The mushrooms were packed in small one pound plastic bags, sixty of these bags to a carton. It is stated on the surveyor?s report that external conditions of goods at the time of survey are all sound and intact. So it is obvious the cause of the damage is that the mushrooms were not completely dried before packing.



B: As you know, before shipment, the Commodity Inspection



Bureau inspected the goods in question. They concluded that the goods were well dehydrated from fresh and choice material and up to standard for export.



W: I think the Inspection Bureau at your end, when effecting inspection, only selected a few package at random -- these hap- pened to be up to the standard. The part that was not dried properly, most probably, escaped their attention. As the amount in question is only 20% of the whole shipment, I think it is only reasonable that you should compensate us for the loss.





-- 虽然事情可能象你所说的那样，但它牵涉到很多因素。况且，你方 检验员并没有提及造成损坏的任何原因。



-- 蘑菇每磅装一小塑料袋，每60袋装进一只木箱。检验员的报告中



说，检验时货物的外包装都是完好无缺的。所以很明显，造成损坏 的原因是蘑菇在包装前没有彻底干透。



-- 如你所知，这批货在装船前由商品检验局检验过。他们的结论 是，此货已很好地除去了水分，品质上等，达到出口的标准。



-- 我想你方商检局进行检验时，只随意地挑了几包，而这几包又 恰巧达到了标准。而没达到干燥程度的那部份可能就没被他们注 意到。由于波及到的数量只是整批货的20％，我想你方应该赔偿



我们的损失才算合理。

B: The inspection certificate, which is based on a random selection of 20% of the consignment as we’ve agreed on beforehand, is considered final and binding upon both parties. We do not accept any claims for compensation for loss incurred in transit, because you bought the goods F.O.B. Houston and on shipping quality, not on landed quality. Your claim, in our opinion, should be re- ferred to the insurance company, as the mishap occurred after shipment.



W: We’ve already got in touch with the underwriter. But they have refused to accept any liability. They attributed the accident to the effects of dampness during the long sea voyage.



B: That’s a matter over which we could exercise no control, then. I’m afraid I have to insist that you approach the insurance company for settlement, that is, if you have covered this risk in your coverage.



W: To my regret, we failed to cover contamination. This is an unfortu- nate oversight on our part and a lesson to us.



B: Otherwise the insurance company would no doubt have enter- tained your case.



W: Well, live and learn. It seems we’ll have to waive the claim.





-- 我们事前已有协议，任意抽取整批货的20％进行检验，其检验证明 最终对双方都具有约束力。因为你买的这批货是休斯顿港船上交货 价，以装船质量而不是以到岸质量为准，任何运输途中产生的损失 要求赔偿，我们都不予接受。我们认为，你们应该要求保险公司索 赔，因为损失发生在装船后。



-- 我们已联系过保险商，但他们拒绝承担任何责任。他们将此事故归 咎于长途海运中受潮的结果。



-- 那种事我们可控制不了。我们恐怕还得坚持这一点，就是你们联系 保险公司要求解决，如果你们投保了这个险的话。



-- 遗憾的是，我们没有投保“污染险”。不幸这是我方的疏忽，也是 一个教训。



-- 不然的话，保险公司毫无疑问将会接受索赔的。



-- 是的，活到老，学到老。看来，我们只好放弃索赔了。



Words and Expressions



in the amount of 金额为



mishap [5mis7hAp] 不幸事故；灾难



consequence [ 5kCnsikwEns] 结果，后果



improper [im5prCpE] 不合适的



crawl [ krC:l ] 爬，蠕动



unmerchantable[ Qn5mE:tFEntEbl ] 不适于出售的



precaution [pri5kC:FEn] 预防，警惕，谨慎



impartial [im5pB:FEl] 公正的



mouldy [5mEuldi] 发霉的，陈腐的



wormeaten [5wE:m7i:tn] 虫蛀的



testimony [5testimEni ] 证言，证词



attribute [E5tribju(:)t] 归因于



oversight [5EuvEsait] 疏忽，出错



waive [weiv] 放弃，撤回



singular [5siN^julE ] 独一无二的，独个的



reveal [ ri5vi:l ] 揭示



dehydrate [di:5haidreit] 脱水，干燥

unsurpassed [5QnsE5pB:st] 无比的， 卓越的

mushroom [5mQFrum] 蘑菇

bug [bQ^] 虫子



human consumption 可供食用



choice material 上等品，选品



compensation [kCmpen5seiFEn] 赔偿金



incur [in5kE:] 遭受，带来



liability [7laiE5biliti] 责任，义务



voyage [5vCIIdV] 航程，航行



contamination [kEn7tAmi5neiFEn] 污染，弄脏





Notes





1. the goods in question 刚才谈到的商品



2. final and binding upon both parties



(是)最后的依据，对双方都具有约束力



3. Your claim should be referred to the insurance company.



你们应该向保险公司提出索赔。

4. underwriters



保险商（在英国早期开办保险业务时，由好多承保商号联合承保， 他们一起在保险单下面签字，因而得此名称。）



5. sound and intact 完整无缺的

6. select at random 任意挑选

7. arrive in ……condition 到达时的情况

8. prior to 在前，居前 （to 是介词）

It is important that you time the shipment to arrive here prior to the expiration of the import license.



你们须安排此货在进口许可证期满之前到达，这是非常重要的。





A Specimen Letter



Dear Sirs:



As a result of faxes exchanged between us, we are pleased to inform you that we have reached an arrangement regarding your claim on shipment per the S.S. Peace for late delivery.



We have advised you this morning by fax of our appreciation that this matter has now been settled. Enclosed please find our check in the amount of U.S.$56,000 in final and complete settlement of this claim.



It is our hope to express again our satisfaction that this mishap has been amicably settled and look forward to promoting our business relationship with your corporation.





作为我们双方传真往来磋商的结果，我们很高兴地通知贵方，关于由“和平”轮运载的货物迟交一事所引起的索赔，我们已经达成了一项协议。



今天上午，我方已发传真感谢贵方索赔问题已获解决。兹附上五万六千美元支票一张，作为最终全部了结此项索赔，请查收。



对这一不幸事件得以友好解决，我们很称心如意，盼望能促进与贵公司的业务关系。





Substitution Drills

1 A: Five cases



were found broken and the units inside seriously damaged.



arrived in a badly damaged condition.



out of the whole lot were found soiled.



释文

B: Really! That’s something unexpected.



发现五箱破损，里面的装置严重损坏。



五箱货到达时状况破损严重。



整批货物中有五箱污损。





真的！那真是没有料到哦。





2 A: The goods were in perfect condition when they left here.



B: According to our survey report,



the damage was caused by poor packaging.



the goods were carelessly packed.



货物从这里运出时，状况良好。



据我们的调查报告显示，损坏是由于包装不当引起的。



商品包装得很粗糙。





3 A: According to our survey report,



poor packaging caused the damage.



the quality deterioration ocurred in transit.



the breakage took place during transit.



B: That could have happened in transit due to rough handling.



high humidity and temperature.



improper stowage.



据我们的调查报告显示， 是包装不当导致了破损。



在运输途中发生了变质问题。



在运输过程中发生了破损。





由于 搬运粗糙 很可能在运输途中发生了这样的问题。



潮湿和高温



装载方式不当





4 A: Please look into the matter and have the case settled immediately.



Please see your way to make a prompt settlement of the case.



Please do your best to bring the case to a satisfactory close.





B: We’ll check it up with the parties concerned right away.



get in touch with the shipping company and see what can be done.



take the matter up with the underwriters and give you the result as soon as possible.







请调查此事，并立即解决。

请寻求方法迅速解决此事。

请尽最大努力圆满解决此事。

我们将立刻对涉及双方进行核查。

我们将联系船舶公司看如何处理此事。

我门将会和保险商一起考虑此事，并尽快给你答复。



5 A: Our exports have to pass a rigid inspection before they are shipped. Our Inspection Bureau won’t let go anything defective.



B: As much as I respect your Inspection Bureau,

it’s obvious that the fruits are no longer suitable for consumption.

one has to admit that the goods are quite useless now.

it’s clear the goods are unfit for our purpose.



我们的出口商品必须在装运前经过一道严格的检查。我们的检查局 不会放过任何瑕疵品。

虽然我对你们检查局很敬重,但是很明显水果已经不能吃了。

虽然我对你们检查局很敬重,但是必须承认这些商品现在已经没有 用了。

虽然我对你们检查局很敬重,但是很明显这些商品不是我们想要的。



6 A: Our surveyors stated that it was the inferior material used that caused the quality deterioration.

improper packing that caused the damage. carelessness on the part of the manufacturers that caused the shortage.

B: In a case like this, one cannot rule out other possibilities.



我们的检查员申明 是所用的劣质材料导致了变质。

是包装不当导致了破损。

是生产商方的粗心导致了短缺。

象这种情况，不能排除其他可能性。



7 A:We have no alternative but to lodge a claim with you. to file against you a claim for $5,000.



to make a claim with you for a compensation of $3,000. B:We’ll certainly consider a claim, if there’s sufficient evidence. We’ll entertain a claim if it is supported by adequate documents. We would accept a claim if we were at fault.

我们没有办法只有向你们提出索赔。

我们不得不向你们提出诉讼索赔五千美元。

我们不得不向你们索赔三千美元。



如果有充足的证据的话，我们将一定考虑索赔。

如果有足够的文件证明的话，我们将接受索赔。

如果是我们出错了的话，我们就会接受索赔。



8 A: What are you going to do about this?

B: We’ll send you correct products to replace the wrong ones.

new products to replace the damaged ones.

quality products to replace the imperfect ones.

你们准备怎么处理这件事？

我们将把正确的产品运过来替代那些错误的。

我们将把新产品运过来取代那些破损的。

我们会把质量好的产品运过来替代那些劣质品。