外貿(mào)英語(yǔ)話題王.doc

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教 材 內(nèi) 容 一、商務(wù)會(huì)談?dòng)谜Z(yǔ) 1.Organizeclientmeeting組織客戶(hù)會(huì)議 A:Hello.John.pleaseinviteallourclientstothe conferencenextweek. A:嗨，約翰，請(qǐng)你邀請(qǐng)我們所有的客戶(hù)參加下個(gè)周的會(huì)議。 B:HowshouldIgettheircontactinfo. B:我怎樣才能知道他們的聯(lián)系方法呢? A:GettheclientscontactinfofrommyRolodex. A:從我的客戶(hù)聯(lián)系單中找他們的聯(lián)系方法。 B:WhereshouldIputthemup? B:讓客戶(hù)在哪里住宿呢? A:HowabouttheHolidayInn? A:假日酒店怎么樣? B:TheclientsliketheShangri-IaHotelmore. B:客戶(hù)更喜歡香格里拉酒店。 A:Well,theclientisalwaysright. A:好吧，客戶(hù)永遠(yuǎn)是正確的. B:WhatelsewouldIprepareSir? B:還有什么要我準(zhǔn)備的，先生? A:Pleaseprintoutthemeetingagendaformetolookover. A:打印一份會(huì)議的議程表給我看看好。 B:Certainly. B:當(dāng)然。 A:AndmakesuretoreturnmyRolodextomydeskwhenyouaredonewithit A:你用完客戶(hù)聯(lián)系單之后，把它放回到我的桌上? B:Ofcourse.Imonit B:當(dāng)然我會(huì)這么做的。 2.Meet with customers客戶(hù)會(huì)議 A:Susan.can you tell me in a nutshell what the retail market is like in China? A:蘇珊，你可以簡(jiǎn)單地告訴我中國(guó)零售市場(chǎng)的現(xiàn)況嗎? B:Well. as per capital income goes up and up.the growth sector seems to be in the high-end. B:哦，由于人均收入不斷提高，市場(chǎng)的成長(zhǎng)領(lǐng)域：似乎偏向于高價(jià)位商品。 A:Retail is going upscale here? China is certainly growing more quickly than I had imagined. A：此地的零售進(jìn)入高價(jià)位了?中國(guó)的發(fā)展比我想象得要快多了。 B:Yes. Things certainly have changed since I was a boy. Weve developed very quickly B：沒(méi)錯(cuò).現(xiàn)在的中國(guó)和我小時(shí)候完全不一樣了，這里發(fā)展得很快。 A:Do you think the trend will continue? A：你想這種趨勢(shì)還會(huì)繼續(xù)下去嗎? B:I dont see why not. We do have some problems. but we are still willing to work hard and wages arent toohigh at this point. B：我覺(jué)得會(huì)!雖然是有一些問(wèn)題，但我們?nèi)栽敢馇趭^工作，而現(xiàn)階段工資仍不算太高。 A:Everything lve seen so far is very impressive. Very impressive indeed. A：到目前為止，我所看到的一切都令我印象深刻，的確十分深刻。 3.Talkaboutjob談?wù)摴ぷ? A:Jane,themeetingisscheduledfrom1: 00thisafternoon.Haveyoumadethenecessaryarrangements? A:簡(jiǎn)，我們計(jì)劃在下午1點(diǎn)鐘開(kāi)會(huì)，你都安排好了嗎? B:Yes.Mr.Miller.Wellusetheconferenceroomonthethirdfloorforthemeeting. B:安排好了，米勒先生。我們將使用三樓的會(huì)議室開(kāi)會(huì)。 A:Thatsright.Themeetingisveryimportant. A:很好，這個(gè)會(huì)議很重要。 A:Whereshalltheguestsbereceivedbeforethemeetingbegins? A:開(kāi)會(huì)前我們?cè)谀睦锝哟齺?lái)賓? B:Inthediningroom.Itsspaciousthere. B:在餐廳吧，那里比較寬敞。 A:Wellhaveseveralforeigngueststoattendthemeeting. A:我們還會(huì)有幾位外賓來(lái)參加會(huì)議 B:Ivearrangedforaninterpretertobepresent.ButitissaidtheseforeignerscouldspeakEnglish. B:我已經(jīng)安排一位口譯員，不過(guò)我聽(tīng)說(shuō)這些外賓都會(huì)講英語(yǔ) A:Really?Illalsotrytospeakslowly.Howwouldyouarrangetheguestsseats,Jane? A:是嗎?不過(guò)，我還是會(huì)講慢一點(diǎn)，你怎么安排來(lái)賓就座呢，簡(jiǎn)? B:Wevepreparednamecardstobeputontheconterencetableforgueststositby.Whattimewouldyoulikerefreshmentsserved. B:我們已經(jīng)準(zhǔn)備了姓名卡片放在會(huì)議桌上，讓來(lái)賓按此就座。您希望在什么時(shí)候供應(yīng)點(diǎn)心，米勒先生? A:Well,aftermyreport,therewillbeanintervalforrestandrefreshments. A:哦，就在我做完報(bào)告后的休息時(shí)間供應(yīng)點(diǎn)心吧， B:Allright,Isee. B:好的，我明白了. 4. Arrange the negotiate安排談判 A:Mr. Zhang. Please come and sit down. A:你好，張先生。請(qǐng)坐。 B:Thank you. Im so glad to see you again. B:謝謝。很高興再見(jiàn)到你。 A:Me too. A:我也是。 B:Im also pleased that we have been doing business so well with each other and our cooperation over the years has been a fruitful one. B:我也很高興我們之間的貿(mào)易關(guān)系能保持得如此良好。我們雙方的合作是我們多年來(lái)合作關(guān)系中，有成果的一個(gè)。 A:Im glad that you are satisfied with the service we provided. A:很高興我方提供的服務(wù)滿(mǎn)足貴方的要求。 B:As you know,one of the purposes of my present visit here is to discuss ways of strengthening the relationship between us. B:你知道，我這次拜訪貴公司的其中一個(gè)目的是討論如何加強(qiáng)雙方的關(guān)系。 A:This idea is exactly mine. As a matter of fact,I was going to mention that we still had some capacity at the Vietnam refinery. A:這也正是我的想法。事實(shí)上，我想說(shuō)的是我們?cè)谠侥系臒捰蛷S還有生產(chǎn)能力。 B:Thats interesting. We are going to expand our gasoline import at the moment. It would certainly be easier to deal with an old and reliable friend than to establish a new relationship. Of course.it depends on the processing fee you will offer. B:太好了。我們正想擴(kuò)大汽油進(jìn)口。與可靠的老朋友打交道顯然比建立新的業(yè)務(wù)關(guān)系容易多了。當(dāng)然，這取決于貴方的加工費(fèi)。 A:I think we can work out something there. As a rule.Ourprocessing fee decreases with the amount of crude oil we sell. A:我認(rèn)為我們可以解決這個(gè)問(wèn)題，作為慣例，我方的加工費(fèi)會(huì)依據(jù)原油銷(xiāo)售量的增加而減少。 B:Good. I think thats something we can talk about in detail later. At present,we are going to buy 6,000 tons of gasoline for our company. B:好的，我想我們稍后可以討論下細(xì)節(jié)我們公司欲購(gòu)買(mǎi)六千噸的汽油。 A:Thats very good. A:太好了。 B:Can you provide it right from the stock? B:貴方能從庫(kù)存里提供嗎? A:Yes.of course. A:當(dāng)然可以。 B:Thats good，Can we determine the price according to the internationally accepted standard? B:太好了我們可以根據(jù)國(guó)際標(biāo)準(zhǔn)確定價(jià)格嗎? A:Sure. A:當(dāng)然可以。 B:Good. Now I must try to get a vessel. And if everything goes on well,we can expect to draft and sign a contract soon. B:好的?，F(xiàn)在我得想法聯(lián)系船運(yùn)的事了，如果一切順利的話，我們很快就可以起草和簽訂合同了。 A:Good. Well get the necessary document drawn up. A:很好，我方會(huì)把需要的文件草擬好. B:And well follow the usual signing procedures，shall we? B:我們將按照通常的簽約程序進(jìn)行可以嗎? A:Yes.thats the best. A:是的，那樣最好不過(guò)了， B:But Im afraid wed have to negotiate other terms and conditions concerning this transaction，shall we? B:但我想我們還需就合同的相關(guān)條款進(jìn)行協(xié)商。 A:If you feel it necessary. lets think them over this evening and meet here tomorrow afteroon. A:如果你覺(jué)得有必要，晚上可以仔細(xì)考慮一下，我們明天下午再談 B:Thats good. See you tomorrow. B:好的，明天見(jiàn) A:See you. A:再見(jiàn)。 5. Make a product presentation產(chǎn)品介紹 A:Thank you. Im very glad to be here. As Ms.Tina said, the purpose of my presentation today is to familiarize you with the new EBP. As you probably know, EBP stands for Electronic Book Player. Our company put the original EBP on the market a year ago, but we have since all developed an improved model which we believe will be a big seller in both China and the U.S. A:謝謝，我很高興能在這兒演講。正如蒂娜女士所說(shuō)，今天我講演的目的就是向大家介紹新的電子書(shū)。我想大家可能已經(jīng)知道，EBP就是Electronic Book Player（電子書(shū)）的縮寫(xiě)。一年以前我們推出EBP到市場(chǎng)上。之后我們公司又繼續(xù)研發(fā)出一款改良型產(chǎn)品，我們相信在中國(guó)和美國(guó)都會(huì)非常暢銷(xiāo)。 B:Ms.Yang, can you tell us in what ways the new EBP is better than the old model？ B:楊女士，您能不能為我們介紹一下新款的EBP在哪些方面比舊款的好？ A:Certainly. First of all, the old model had a rather small screen, so not much information could appear at one time. So on the new model, we have made the screen much bigger and... A:當(dāng)然。首先舊款因?yàn)楫?huà)面小，所以無(wú)法顯示很多的信息。而在新款機(jī)種中，我們把畫(huà)面加大了許多。還有…… B:Excuse me, but what are the EBPs mainly used for? B:對(duì)不起，請(qǐng)問(wèn)EBP最主要的用途是什么？ A:Oh, there are many uses and Ill explain them in detail a little later. First, Id like to... A:噢！它有很多用途，稍等一會(huì)兒，我會(huì)詳細(xì)地加以說(shuō)明。首先，我想要… B:Before you go on. Ms Yang, could you tell us if the original EBP sold well in the U.S.? B:楊女士，您能否先告訴我們，舊款的EBP在美國(guó)是否賣(mài)得很好？ A:You were right, Mr. Tim. Your colleagues do want about it. A:蒂姆先生，正如您所說(shuō)，您的同事們真的想知道有關(guān)EBP所有的一切。 6. Product Quality產(chǎn)品質(zhì)量 A:Wed like to have you help straighten out the trouble concerning the bicycles. A:我們希望您能幫我們解決有關(guān)自行車(chē)產(chǎn)品的麻煩。 B:OK, can you give me the facts? B:當(dāng)然，能講講情況嗎？ A:We have here a copy of the inspection certificate issue by the Commodity Inspection Bureau and a set of photos. The inspection certificate states that the bikes were found rusty when they were unpacked and the photos taken on the spot back up the findings. A:這是商檢局開(kāi)具的檢驗(yàn)證明書(shū)副本和一組照片。檢驗(yàn)證明書(shū)上說(shuō)，開(kāi)箱時(shí)發(fā)現(xiàn)自行車(chē)已經(jīng)生銹，這些當(dāng)場(chǎng)拍的照片能證明這點(diǎn)。 B:Are all our bikes like this? B:我們的自行車(chē)都這樣嗎？ A:Not all, there are 5 of them that have rust stains. A:不是全部，五輛有銹斑。 B:This is very unfortunate. Our manufacturer has always attached great importance to the quality of their products. But maybe the rust stains are due to dampness at sea. If thats the case, the liablity should rest with the insurance people. B:真是太不幸了。我們的廠家對(duì)他們的產(chǎn)品質(zhì)量向來(lái)很重視，也可能這些銹斑是海上受潮造成的。如果那樣的話，就應(yīng)該由保險(xiǎn)公司負(fù)責(zé)。 A:But our experts are of the opinion that the rust stain are not due to dampness but to poor workmanship. Please look at the picture. They surely prove that the derusting of the bikes before plating was not thoroughly done. A:但是我們的專(zhuān)家認(rèn)為，銹斑并不是由于受潮所致，而是由于手工藝粗糙造成的。請(qǐng)看照片，可以肯定證明，電鍍之前，自行車(chē)的除銹工作搞得不徹底。 B:Well, it seems that manufacturers have not lived up to their standard in this case. B:嗯，看來(lái)這次廠家沒(méi)有達(dá)到他們的操作標(biāo)準(zhǔn)。 A:On the strength of this evidence, the responsibility rest with the producer and not with the insurance people. Its obvious that the manufacturers didnt strictly observe the proceeding requirements as stipulated in our contract. A:證據(jù)表明，責(zé)任是生產(chǎn)商方面的，不在保險(xiǎn)公司方面。很顯然，廠家沒(méi)有嚴(yán)格遵照我們合同中規(guī)定的加工要求做。 B:Well, Im very sorry for this. Well replace the defectively bikes with new ones. B:對(duì)此，我深感抱歉，我們有毛病的自行車(chē)都換成新的。 A:Thank you for sorting out the matter for us. A:謝謝您把這事解決了。 7. Introductionofproductofthesamesort同類(lèi)產(chǎn)品介紹 A:Strangelookinghandleonthatcoffeemug,isntit？ A:那個(gè)咖啡杯的握把看起來(lái)很奇怪，不是嗎? B:Wesubmittedtwodesignstoourbuyers.Thisoneandonewiththemugindentedtoformagrip.Theychosethisone. B:我們提供兩種樣式給本公司客戶(hù)。這一種，還有另一種是鋸齒狀的握把，他們選擇這一種。 A:Whatstheadvantage?Price，Isuppose. A:它的優(yōu)點(diǎn)是什么?我想是價(jià)格吧! B:No,thistypecleansbetter,nocrevicesbetweenthebodyandhandlejoint. B：不是的，這一種容易清洗，在杯身和握把之間沒(méi)有縫隙。 A:Whatdeliveriesareyouquotingnowadaysonorderssuchasours? A:如果我們要訂貨，幾時(shí)可以交貨呢? B:Wecanmakeshipmentwithinonemonthfromreceiptoforder. B:我們會(huì)在接到訂單后一個(gè)月內(nèi)交貨。 A:Youdontdomuchinporcelaintilesandornamentsdoyou? A:貴公司不太經(jīng)營(yíng)瓷磚和裝飾材料，是嗎? B:Wedoafairamountintilesandininsulatorsforelectricaappliances.Butkitchenwareandtablewareareourmainlines. B:我們經(jīng)營(yíng)相當(dāng)數(shù)量的瓷磚，以及電器用品的絕緣體。但是廚房用具和餐具是本公司主要系列產(chǎn)品。 A：Isee.Well，keepupthegoodwork.Seeyoulater. A：我明白了。好，繼續(xù)保持你們的優(yōu)良業(yè)績(jī)吧!下次見(jiàn)。 8. Products competitive edge產(chǎn)品的競(jìng)爭(zhēng)優(yōu)勢(shì) A:Whats your products competitive edge？ A:你們的產(chǎn)品的競(jìng)爭(zhēng)優(yōu)勢(shì)是什么？ B:You have probably noticed that our products prices are competitive. Besides.we can provide more superior products than other companies at the same price. B:你們可能已經(jīng)注意到了我們產(chǎn)品的價(jià)格很有競(jìng)爭(zhēng)力。此外，在相同的價(jià)位上，我們能夠提供更加優(yōu)質(zhì)的產(chǎn)品。 A:We need your detail explanation. A:我們需要你詳細(xì)地解釋一下。 B:It means that if you place a big order.we usually allow 15% for a trade discount. And our products feel more slip. colorful and faddish than others. You can have a look. B:如果你們下大宗訂單，那么我們通常給你們15%的折扣。而且，我們的產(chǎn)品感覺(jué)起來(lái)更加順滑，顏色更多，而且更加時(shí)尚。你可以看一看。 A:It sounds goodand how about its quality: We only book for the best. A:聽(tīng)起來(lái)不錯(cuò)。你們產(chǎn)品的質(zhì)量怎么樣？我們只訂最好的。 B:We always sell the best. You can believe us at this point. B:我們一直賣(mài)優(yōu)質(zhì)產(chǎn)品。這點(diǎn)你可以相信我們。 A:OK! How long dose it take you to deliver if we order 1000 piece of silk. A:好。那如果我們預(yù)訂1000件絲綢，交貨需要多長(zhǎng)時(shí)間？ B:Within 2 weeks once we receive your orders. B:收到訂單后兩個(gè)星期內(nèi)交貨。 9. Check terms商定條款 A:We like to buy 2000 tons ofrice from your company. Can you give me an indication of your prices? A:我們想從貴公司購(gòu)買(mǎi)2000噸大米，可以了解一下你們的大概價(jià)格嗎? B:With pleasure.You will findthat we have give you the most favorable price in our business. B:給您提供的是最優(yōu)惠的價(jià)格。 B:Ok,let me have a look. Weshall be glad if you will quote us the best discount for cash off your listprice for cash for this quantity. B：好的，讓我看一下對(duì)這樣數(shù)量大又是現(xiàn)金支付的貨物來(lái)說(shuō).如果貴方能最大讓利的話我們會(huì)很高興的 A:Please feel assured that wewill give you the best discount we can give. A:請(qǐng)放心，我們一定會(huì)給您提供我們所能給的最大的折扣。 B:Thank you very much. I alsowant to know how long it will take to make delivery. B：非常感謝。我還想了解一下你們通常要多久才能交貨。 A:Three months. Would youaccept delivery spread over a period of time？ A:三個(gè)月、不知你們能否接受在一段時(shí)間內(nèi)分批交貨? B：Yes.we normally do. B：是的，我們通常接受. 10、Place an order with condition限定條件訂貨 A:Im ready to place an order with you,but only one condition that the goods are confined to Australia.Can you do that？ A:我現(xiàn)在準(zhǔn)備向你們訂貨，但是唯一的條件是貨品只限賣(mài)給澳大利亞的敝公司，你們能辦到嗎? B:Well.Ihavent made such arrangements with the factory yet.So Id like to make sure if it is acceptable to the factory before making a commitment to you. B：哦，我還未曾跟工廠有過(guò)如此的約定，因此在我回答你之前，得先向工廠方面確認(rèn)一下，這樣是否可以接受。 A:All right,but Im busy. How long will it be before you can finish the talk？ A：好的，但我很忙，你和他們談話需要多久? B:I wont be too long,I suppose. Just let me ring them , will you? B：我想不會(huì)耽擱很久的，請(qǐng)讓我打個(gè)電話給他們，可以嗎? A:Go ahead. A:請(qǐng)。 B:Thank you. B:謝謝。 11. Explanation解釋說(shuō)明 A:I think these patterns are quite good.Can you give me a price indication of these? A:我覺(jué)得這些樣式都非常好您能告訴我它們大概的價(jià)格嗎? B:Of course. its my pleasure. Well quoteyou the lowest price prevailing. B：可以，我非常愿意我會(huì)給您報(bào)現(xiàn)行的最低價(jià)格 A:Thank you very much. If your price issuitable .then we can make further discussion of contract. A：非常感謝。如果價(jià)格合適的話我們就可以就合同內(nèi)容進(jìn)一步討論 B:Here is our price list.our terms are cashwithin three months of date of delivery .if you can pay it within one month.weII give you a discount of 10% . B：這是我們的價(jià)目表我公司的付款條件足交后三個(gè)月內(nèi)支付現(xiàn)會(huì)，如果貴公司能在一個(gè)月內(nèi)付清貨款的話，我們還能再給您打幾折 A:Very good. How many goods do you have? A：非常好,請(qǐng)問(wèn)您有多少件這種商品? B:Can you tell me how many goods you intendto order? B：您能不能告訴我這種產(chǎn)品你們想訂多少? A:We want to order 900 dozen A：我們想訂900打。 B:The most we can offer you at present is600 dozen. B：目前我們至多能提供600打 12. Payment terms付款條件 A:We are interested in your pure silk.but Im wondering about the price. How much you possibly offer us? A:我方對(duì)貴方的真絲面料很感興趣，但我在考慮價(jià)格問(wèn)題。不知道貴方要出什么價(jià)呢7 B:Its $ 120 per yard including a 5% discount. B:真絲每碼120美元，其中包括5%的折扣。 A:Thats much higher than I expected.Can you come down a bit？ A:價(jià)格比我想象中要高得多.能否降低一點(diǎn)呢? B:But if you placed a larger order.we would increase the discount to 10% . B:如果你們訂的再多一點(diǎn)的話，我方愿將折扣提到10%。 A:Supposing we agreed to your price.what payment terms could you offer us？ A:那假如我們接受貴方價(jià)格，你方能提供什么付款條件呢? B:Maybe we would consider a longer credit period. B:也許我們會(huì)考慮延長(zhǎng)信用期。 A:That would be nice. Lets call it a deal. A:那太好了。就這么決定了。 13. Discount折扣 A:We can offer you a 5% discount. A：我方可以給貴方5%的折扣。 B:You price is rather out of line，much higher than we expected. We cant buy with your offer. B：貴公司的價(jià)格太離譜了，比我方所預(yù)料的要高得多。我們不能接受這一價(jià)格。 A:Well.what do you suggest then？How about 8% ？ A:恩，那你的意思是什么? 8%的折扣怎么樣? B:When we say your prices are much too high.wedont mean the are higher only by 2 0r 3 percent. If we are to place an order with you.I think a discount of about 15% would be sufficient. B：我們說(shuō)你們的價(jià)格太高，并不是說(shuō)僅僅高出2%或3%。如果我們要向你們定貨，我認(rèn)為大約15%的折扣倒還是差不多。 A:What？You want to drive me bankrupt! You cant expect us to make such a large reduction. A:什么?你想讓我們公司破產(chǎn)嗎!我們不可能打這么低的折扣. B:Theres no point in making a counter offer because the gap is too great. B:由于相差太懸殊，討價(jià)還價(jià)也沒(méi)有什么意義。 A:How about lO%? This price is already a little tight.our profit margin is not that large. A:怎么樣?這個(gè)價(jià)格已經(jīng)有點(diǎn)勉強(qiáng)了，我們的利潤(rùn)沒(méi)有那么高的。 B:Ok.I can settle for that. B:好吧，成交。 14. Compromise折衷 A:Were considering of ordering 200 computers , but Im wondering about the price youll possibly offer. A:我們正考慮訂購(gòu)200臺(tái)電腦，但不知貴方的給出的價(jià)格是多少？ B：Our price will be not less than $5000. B：$ 5000 一臺(tái)大概是我們能出的最低價(jià)格。 A:Your price is higher than I expected. Could you give us a little discount? A：價(jià)格比我想象中要高。能給我們打點(diǎn)折嗎? B:This is already our best price. B：這已經(jīng)是我們最優(yōu)惠的價(jià)格 A:But the price is always negotiable and you should consider our quantity of order. A：可是價(jià)格總是可以商量的嘛，而且你們應(yīng)該要考慮我們的訂貨數(shù)量。 B:Well,what would you suggest? B：好吧，那你們覺(jué)得什么價(jià)格合適呢? A:Could you make it $ 4500"? A:能否把價(jià)格訂在每臺(tái)$4500? B:Im afraid that there is no room to negotiate the price. This is the best price we can quote. B:恐怕價(jià)格上已經(jīng)沒(méi)有商量的余地了，這是我們最低的報(bào)價(jià)。 A:Can we meet each other half way？ A:能折衷一下嗎? B:What do you mean? B:什么意思? A:Lets close the deal at $4800，OK? A：讓我們以每臺(tái)$ 4800敲定這樁生意，好嗎? B:You drive a hard bargain ! OK，thats a deal. B:你真會(huì)討價(jià)還價(jià)！好吧，就這么定了。 15. Establish long-term business relations建立長(zhǎng)久商務(wù)關(guān)系 A:Tell me. Mr. Han.What do you suggest if we establish long term business relations? A:告訴我，韓先生，關(guān)于我們建立長(zhǎng)久的商務(wù)關(guān)系，您有何建議？ B:Surely its a sound idea. Mr. Joey. But I have a few questions for you first. B:喬伊先生，這肯定是個(gè)不錯(cuò)的主意，只是我想先問(wèn)您幾個(gè)問(wèn)題。 A:I am all ears. A:我在聽(tīng)。 B:First, can I know something about your financial situations? B:首先您公司的財(cái)務(wù)狀況，我能了解一下嗎？ A:Sure. As for our financial sitation ,you can inquire about them in the national bank. They handle all our financial documents. A:我們的財(cái)務(wù)問(wèn)題您可以到國(guó)家銀行去查詢(xún)，我們的一切賬務(wù)都由它處理： B:Thank you. And how is your business in the clothing business circle? B:謝謝，另外，貴公司在服裝業(yè)的營(yíng)業(yè)情況如何？ A:A very good question. Its very honorable for me to tell you that our business relations cover all over the world and they all have very good business reputation. A:這個(gè)問(wèn)題問(wèn)得好。我非常榮幸的告訴您，我們的業(yè)務(wù)遍布世界各地，而且都有良好的商業(yè)信譽(yù)。 B:Then what do you deal with? B:業(yè)務(wù)范圍呢？ A:We deal with kids clothing, womens clothing ,and mens clothing. You name it we deal with it. A:我們經(jīng)營(yíng)童裝，女裝、男裝、您能說(shuō)出的服裝我們都經(jīng)營(yíng)。 B:Thats nice. They provided us with covenient choice. B:這相當(dāng)好，這給我們提供了方便的選擇。 A:As for the regular customers,we have some favorable terms for. A:對(duì)于老客戶(hù)，我們提供優(yōu)惠。 B:Id like to hear that. B:我想聽(tīng)聽(tīng)。 A:For the substantial regular customers, we offer 5% commissions. A:對(duì)于大宗型客戶(hù)，我們提供5%的提成優(yōu)惠。 B:That sounds attractive, all right,how about that we sign a one year contract? B:這聽(tīng)起來(lái)很誘人。好吧，我們先訂一年的合同怎樣？ A:Fabulous. I will get the contract ready shortly. A:好極了，我馬上把合同準(zhǔn)備好。 16. Theconclusionofnegotiation談判結(jié)語(yǔ) A:So,nowwehavecoveredalltheimportantpoints. A:現(xiàn)在，所有的主要問(wèn)題我們都已討論過(guò)了 B:Yes.Ithinkso. B:我想是的 A:Beforewedraftthecontract.letsexaminethedetails. A:在起草之前，我們先檢查一下所有的細(xì)節(jié) B:Ok.underthiscontract.we’llsupplyyouwith600dozenT-shirts.S,MandLequallyassorted.atUSD100perdozen.CFRLondon.ShipmentinJuly.PaymentbyirrevocablesightUC. B:好的、根據(jù)這項(xiàng)合同，我們將向貴方出售600 打T恤衫，大、中、小號(hào)平均搭配，每打100美元，成本加運(yùn)費(fèi)倫敦價(jià)7月裝運(yùn)，以不可撤銷(xiāo)的即期信用證付款。 A:Perfect.ButwhatI’mconcernedaboutmostisthetimeofdelivery。 A:完全正確，但我最擔(dān)心的是交貨時(shí)間。 B:Youmayrestassuredthatshipmentwillbeeffectedwithinthetimelimitstipulatadinthecontract.ButthereisalsoonepointI’dliketostress. B:你可以放心，貨物會(huì)在合同中規(guī)定的時(shí)間內(nèi)裝運(yùn)。但我方也有一點(diǎn)想強(qiáng)調(diào)。 A:Yes? A：什么? B:YourUCmustbeopenedatleastonemonthbeforethetimeshipment:otherwisewewontbeabletocatchtheship. B：你方信用證必須在裝運(yùn)前1個(gè)月開(kāi)出，否則我們將趕不上船。 A:Noproblem.I’llhavethecoveringUCopenedassoonasIgetback.Inaddition.wouldyoutellmebywhomthecommodityinspectionisconductedbeforeshipment? A：沒(méi)問(wèn)題，我一回去，就馬上安排開(kāi)立有關(guān)信用證。此外，您能告訴我們?cè)谘b船前這些商品是由誰(shuí)負(fù)責(zé)檢驗(yàn)么? B:ThegoodswillbeinspectedbytheChinaImport&ExportCommodityInspectionBureau.Itwillthenissueacertificateofqualityandacertificateofweight.Thesewillbetakenasfinalandbiding. B:貨物由中國(guó)進(jìn)出口商品檢驗(yàn)局檢驗(yàn)，然后出具質(zhì)量和重量證書(shū)。這些證明書(shū)將是最后的依據(jù)并具有約束力。 A:PleaseremembertousebothEnglishandChineseversionsandbothversionsshouldbeequallyvalid. A：請(qǐng)記住用中英兩種文字結(jié)合，兩種文本同樣有效。 B:Naturally.Eachofuskeepsoneoriginalandtwocopies. B：那當(dāng)然。雙方各保留一份原件和兩份復(fù)印件。 A:ThenI’llcomealongthreedayslatertoputmysignatureonit. A：那么，三天后我來(lái)簽字。 B:Good. B:好的 17. Sign a contract簽訂合同 A:Can you tell me what the unit price of such carpet is? A:您能告訴我這種地毯的單價(jià)是多少嗎? B:Ofcourse.here is the catalogue and the price list. You can have a look. We alsohave many other kinds of carpets. B:當(dāng)然可以，這兒是商品目錄和價(jià)格表，您可以看一下。我們還有很多其他類(lèi)型的地毯。 A:Theprice seems acceptable for me. But I want to check whether you can supply thecarpets now if we order some? A:價(jià)格對(duì)于我來(lái)說(shuō)還可以接受但是我想確認(rèn)一下，如果我們現(xiàn)在下訂單的話，你們可以提供這些地毯的現(xiàn)貨嗎? B：Of course we can. We can provide the quantity you ask for. B:當(dāng)然可以。我們可以提供任何你們需要的量 A:Thats very good. Shall we sign a contract now? A:那太好了，我們現(xiàn)在可以簽合同嗎? B :No problem. Lets check the terms of contract. B：沒(méi)問(wèn)題我們來(lái)商量一下合同的條款吧。 18. Reduce order by half消減訂單 A:To get around your difficulty,Mr Smith. Id suggest that you reduce your order by half. You can send in an additional order later. A:史密斯先生，我建議你把訂單數(shù)量消減一半以擺脫你的困難，你可以以后再提出新的訂單。 B：Well.Ill consider the possibility. By the way.when do I have to open the L/C if I want the goods to be delivered in June. B：嗯，我考慮一下對(duì)了，如果想要你們六月份交貨的話，我需要在什么時(shí)候開(kāi)立信用證呢? A：A month before the time you want the goods to be delivered. A：在交貨期前一個(gè)月。 B：Could you possibly effect shipment more promptly. B:你們能否再提前一點(diǎn)交貨呢? A:Getting the goods ready,making out the documents and booking the shipping space,all this takes time you know. You cannot expect us to make delivery in less than a month. A：你瞧，備貨、制單證，艙位……所有這些都要花時(shí)間你總不能要求我們?cè)诓坏揭粋€(gè)月的時(shí)間內(nèi)交貨吧。 B：Very well.Mr Zhang. Ill not reduce my order. Ill take the full quantity you offer. And Ill arrange for the L/C to be opened in your favor as soon as I get home. B：好吧，張先生，我不打算消減訂單你提供的數(shù)量我全部都要，我一回去馬上著手辦理向你方開(kāi)立信用證。 A:When will that be? A:那是什么時(shí)候呢? B：Early next month. In the meantime，I should be very pleased if you would get everything ready. I hope that the goods can be dispatched pr