商务英语16-20.doc

Unit 16MR. SAKAI: I m sorry to have to say this, Clive, but we have got a problem. 酒井先生：克莱夫，这样讲很抱歉，不过我们有麻烦了。 CLIVE HARRIS: Hasn t the consignment arrived yet? 克莱夫哈里斯：货物还没到吗 We sent them off on. 我们发货的时间是在 MR. SAKAI: No, Clive, you misunderstand me, the consignment arrived two days ago. 酒井先生：不是，克莱夫，你误解了，货物两天前就到了。 Right on schedule. 按时到的。 No, the problem is with the product itself. 但，问题是产品本身。 CLIVE HARRIS: What is it? 克莱夫哈里斯：怎么回事？ MR. SAKAI: Last night I had a phone call from one of my warehouse managers. 酒井先生：昨天晚上，我接到一名仓库经理的电话。 He was very excited with the new product. 他对新产品很惊喜。 He was certain that his son would love one. 他确信他的儿子会很喜欢。 So he took one home, opened it up and switched it on, and heard this. 因此，他带了一个回家，打开、启动，但听到了 CLIVE HARRIS: Do you have any idea how many units are defective? 克莱夫哈里斯：你知道有多少件有缺陷吗？ MR. SAKAI: We spent the day checking the whole consignment. 酒井先生：我们花了一整天检查全部货物 Unfortunately it looks like batch numbers 993 and 994 all have the same problem. 不幸的是，看起来993和994两批都有这一问题。 Everything else seems fine. 其他的都还画稿。 But it was a long job. 但花费的时间很长。 My staff had to check every toy. 我的工作人员不得不对每个玩具逐一检查。 CLIVE HARRIS: Kazo, I will get this sorted out immediately. 克莱夫哈里斯：加须，我会立即解决这件事。 MR. SAKAI: Clive, it is essential that we have these on the shelves by the end of this week. 酒井先生：克莱夫，我们一定要在这个周末把玩具上架，这很重要。 CLIVE HARRIS: I am sending Derek Jones over on the first flight. 克莱夫哈里斯：我派德里克琼斯搭乘最早一班飞机赶过去。 And I shall send Don to the suppliers to make sure it won t happen again. 我会派堂去供应商那里确保不会再发生这种事。 DON BRADLEY: There are two hundred fault circuit boards. 堂布拉德利：有200个坏电路板。 Our product for the far Eastern launch is defective. 我们在远东的产品上市已是不完善的了。 This will damage our reputation in the market place and it s very embarrassing for us. 这会损坏我们的市场声誉，使我们很尴尬。 I want to know what you re going to do to remedy the situation. 我想知道你们采取什么措施来补救这种情况。 MR. CLAYTON: Mr. Bradley, we have tracked down the problem. 克莱顿先生：布拉德利先生，我们已经找到了问题所在。 We can guarantee that it won t happen again. 我们能保证不会再出现这样的问题。 There was a localized problem in quality control which we have isolated and rectified. 在质检本地化上有个问题，我们对此已进行了隔离和矫正。 We now have a new Quality Assurance programme. 我们现在用的是一套新的质保程序。 DON BRADLEY: That s all very well but you have failed to meet the terms of the contract. 堂布拉德利：这很好，但你们没能达到合约的条款。 I am afraid we have no option. 恐怕我们别无选择。 We will have to terminate the contract and find a new supplier. 我们不得不终止合约，另找供应商。 MR. CLAYTON: Mr. Bradley, I understand your concern and recognise that it s a very unsatisfactory situation, 克莱顿先生：布拉德利先生，我理解您的担心，也承认这是个很不令人满意的情况， but may I point out it was just two batches that were defective. 但我想指出只有两批出现缺陷 DON BRADLEY: It may have been just two batches but we now have two hundred defective products on the market with the Bibury name on them. 堂布拉德利：或许只是两批，但我们现在有200件有缺陷的产品在市场上，而上面印的是Bibury的名字。 MR. CLAYTON: Mr. Bradley, we appreciate that the situation has damaged your reputation. 克莱顿先生：布拉德利先生，我们了解这种情况损及贵方的声誉。 And we are very sorry. 我们很抱歉。 But we also have a good reputation. 但我们也有着良好的声誉。 And that reputation is built upon reliability and good relationships with our customers. 我们的声誉是建立在产品的可靠性和良好的客户关系上的。 We supply many leading companies and we are very embarrassed by this incident. 我们为很多主要公司供货，这次事件也使我们很尴尬。 I must assure you that it wn t happen again. 我必须向您确保，这种事情不会再次发生。 DON BRADLEY: How can I be certain that it won t happen again? 堂布拉德利：我怎样才能确信这种事情不会再次发生呢? JENNY ROSS: Hello, this is Bibury Systems. 詹妮罗斯：你好，Bibury系统公司。 The fax machine that we hired from you has broken down. 我们租的你们的传真机坏了。 The paper keeps jamming. 传真纸总是卡住。 It hasn t worked properly since you installed it. 自从你们安装后就一直不能正常工作。 We would like someone to come and fix it now. 我们希望你们现在派人来修好。 Look, I spoke to someone three hours ago. 听着，我三小时前就跟你们的人讲了。 They said an engineer would come before lunch time. 他们说午饭前会有个工程师过来。 But in the service agreement it says that you will send someone within twenty-four hours. 但在服务协议里，你们承诺的是二十四小时内派人维修。 We need it fixed today. 我们需要它今天就修好。 Well, if you can t get it repaired today then we will have to cancel our rental agreement. 如果你们今天不能修好，我们就不得不取消我们的租赁协议。 KATE MCKENNA: Hello! 凯特麦凯纳：你好! JENNY ROSS: Welcome back. 詹妮罗斯：欢迎归来 I hear the American launch was a great success. 我听说美国的产品上市很成功。 KATE MCKENNA: I think we ve cracked it. 凯特麦凯纳：我想我们大获全胜了。 Orders for Big Boss are right on target. “大老板”的定单纷纷而来。 And I had a wonderful holiday. 我度了个不错的假期。 For a few weeks I managed to stop thinking about Big Boss. 我试着这几周不去想 “大老板”。 So how have things been here? 这里的事情怎样？ Is this post mine? 这是我的信件吗？ JENNY ROSS: No. This is yours. 詹妮罗斯：不是。这才是你的。 You haven t heard the news? 你还没听说吧？ KATE MCKENNA: What s happened? 凯特麦凯纳：怎么了？ JENNY ROSS: There s a problem with the circuitry on some of the units that went to Japan last week. 詹妮罗斯：上周运往日本的产品有些电路板出了问题 KATE MCKENNA: What! 凯特麦凯纳：什么！ JENNY ROSS: Derek flew to Tokyo to look at the problem. 詹妮罗斯：德里克已飞去东京查看这个问题。 KATE MCKENNA: So it s serious. 凯特麦凯纳：那么说，是很严重了。 JENNY ROSS: Yes. And Don s gone to the component supplier to find out how it happened. 詹妮罗斯：是的。堂已经去了零部件供应商那里去调查事情的原因。 We think we have tracked the problem down to just two batches, but. 我们认为，出问题的产品只有两批，不过 KATE MCKENNA: I don t believe this. Where s Clive? 凯特麦凯纳：我不相信。克莱夫在哪儿？ JENNY ROSS: He s in a meeting. 詹妮罗斯：他在开会。 KATE MCKENNA: Jenny, I need to talk to him as soon as possible. 凯特麦凯纳：詹妮，我要尽快跟他谈。 I ve negotiated sales of over 80,000 units to the States. 我已经商定了超过8万件产品销往美国 DON BRADLEY: We have three options. 堂布拉德利：我们有三个选择。 We can re-negotiate with Southford Components or we can work with MAGL or Parkview. 我们可以重新与Southford零配件公司协商，或者我们可以与MAGL或Parkview合作。 CLIVE HARRIS: A crucial factor is how quickly they can deliver. 克莱夫哈里斯：重要的是他们能多快供货。 DEREK JONES: MAGL certainly claim to be the fastest. 德里克琼斯：MAGL一定是宣称供货最快的。 But I m worried that although they are fast they may not have the best quality control. 但我担心，虽然他们是供货最快的，但他们可能没有最好的质量控制。 CLIVE HARRIS: And quality control was the problem with Southford Components. 克莱夫哈里斯：质量控制正是Southford零配件公司出问题的地方。 DEREK JONES: Exactly. Although they have promised that their system is improved. 德里克琼斯：一点也不错。尽管他们承诺质检系统已有改善。 DON BRADLEY: Looking at these quotations, I don t think Parkview are the best option. 堂布拉德利：看一下这些报价，我认为Parkview不是最好的选择。 They offer a very fast delivery time, they have a very high reputation and they are the nearest supplier to the assembly line. 他们提出的供货时间很快，他们的声誉很好，他们是离装配线最近的供应商。 But they are very expensive compared with Southford. 但与Southford 相比，他们的价格很高。 DEREK JONES: Don, price can t be a factor at this stage. 德里克琼斯：堂，价格在这个阶段已不是关键。 DON BRADLEY: I don t agree with you. 堂布拉德利：我不同意。 I think we have to get the best service at the best price. 我认为我们必须以最好的价格获得最好的服务。 CLIVE HARRIS: I think we can re-negotiate a far better deal with Southford Components. 克莱夫哈里斯：我认为，我们可以和Southford零配件公司重新谈判获取一个更好的协议。 But we must move fast.Come in. 但我们一定要快进来。 KATE MCKENNA: Clive, what on earth s going on? 凯特麦凯纳：克莱夫，到底出了什么事？ CLIVE HARRIS: Welcome back, Kate. 克莱夫哈里斯：欢迎你回来， 凯特。 KATE MCKENNA: I ve just spent weeks selling Big Boss in the States and now I find out there s something wrong with it. 凯特麦凯纳：我刚在美国花了几周时间销售“大老板”，现在却发现出了问题。 Why didnt anyone tell me? 为什么没人告诉我？ CLIVE HARRIS: We only discovered this yesterday. 克莱夫哈里斯：我们也是昨天才发现问题的。 And we re fairly sure that none of the defective circuits went to the States. 我们很确信没有缺陷电路流入美国。 Now, I spoke to New York ten minute ago. 我10分钟前跟纽约通过话。 They re running a check. 他们在开始检查了。 They re ringing back tomorrow. 他们明天会打电话回来。 All the signs are that it is just those two batches in Japan. 所有迹象表明只是日本的那两批有问题。 MR. SMITH: I want to speak to Edward Green right away.please. 史密斯先生：我要马上跟爱德华格林谈话。 GERALDINE: Do you have an appointment, sir? 杰拉尔丁：先生，你有预约吗？ Unit 17KATE MCKENNA: The Boss isn t doing as well as we had hoped. 凯特麦凯纳：“大老板”销售没有我们预计的好。 We didn t launch at the right time. 我们推出产品的时间不太合适。 I myself don t think the market was ready for us. 我本人认为市场还不成熟。 Dealer Dan came later and cheaper.Maybe we should move downmarket in a couple of key territories. “商人丹”推出的时间迟，价格又便宜 或许我们该在几个主要地区把市场放在低收入消费者身上。 EDWARD GREEN: Excuse me, can I interrupt? 爱德华格林：打扰一下，我能插一句吗？ DON BRADLEY: Sure. 堂布拉德利：当然。 EDWARD GREEN: I ve just had a call from Danny Mcneil at Eromart. 爱德华格林：我刚刚接到丹尼麦克内尔的电话。 EDWARD GREEN: I ve just had a call from Danny Mcneil at Eromart. 爱德华格林：我刚刚接到丹尼麦克内尔的电话。 KATE MCKENNA: Oh really? 凯特麦凯纳：哦，真的吗？ EDWARD GREEN: He wants a meeting to discuss discounts. 爱德华格林：他想开个会讨论一下优惠的问题。 Although he s talking about a substantial order, he wants better terms than I can authorise. 尽管他说的订货数量很大，但他要的条件已经超出了给我的授权。 Would you prefer to deal with him yourself? 你要不要亲自处理？ DON BRADLEY: How larger a discount does he want? 堂布拉德利：他要多大的优惠？ EDWARD GREEN: He didn t say. 爱德华格林：他不肯说。 But I think it s higher than anything we ve ever given before. 但我想比我们之前所有的优惠都高。 He loved the product, though. 不过，他到是喜欢这件产品。 I think he s ready to negotiate. 我认为他是可以沟通的。 ON BRADLEY: I think it s time that we worked on this together. 堂布拉德利：我认为到了我们齐心协力做这件事情的时候了。 Do you agree? 你同意吗？ EDWARD GREEN: Yes! 爱德华格林：同意! KATE MCKENNA: Edward, are you coming down to the workshop? 凯特麦凯纳：爱德华，你要来研发室吗？ Derek wants to show us his latest idea. 德里克想给我们看一下他最新的想法。 EDWARD GREEN: Okay. I ll join you later. 爱德华格林：好的。我过会来。 DON BRADLEY: No, I think Derek wants to talk to the whole team. 堂布拉德利：不，我认为德里克想告诉整个团队。 Come on! 来吧! KATE MCKENNA: Well, it s a terrific idea, but how much will it cost to develop? 凯特麦凯纳：嗯，是个好注意，但生产出来要多少成本？ DEREK JONES: Not as much as you think. 德里克琼斯：不会比你想的多。 KATE MCKENNA: It will be too expensive. 凯特麦凯纳：会太贵的。 DEREK JONES: No, not really. 德里克琼斯：不，不会。 I have prepared a long, detailed, careful analysis of the development costs. 我已经准备了一份详尽严谨的生产成本分析。 See for yourself. 你们自己看吧。 KATE MCKENNA: It will never sell. 凯特麦凯纳：销路不会好。 Who s the market for this? 谁是目标市场？ DEREK JONES: It is more upmarket than Big Boss but it will still appeal to kids as well as executives and office workers. 德里克琼斯：这比“大老板”还要接近高消费市场，但也会吸引儿童以及经理人和办公室工作人员。 KATE MCKENNA: But that s the problem Derek. 凯特麦凯纳：不过，德里克，这就是问题所在啊。 There s no market focus. 没有市场焦点。 Do you remember the Easirite two years ago? 你还记得两年前的Easirite 吗？ We had a beautiful well-designed but expensive product. 我们这款产品外表美观、设计精美但价格太高。 It was great. 产品很不错。 Parents and children could both use it. 家长和孩子们都用。 But could we sell it? 但我们有卖动吗？ No, it failed because we hadn t defined our market. 没有，我们没有成功就是因为没有划定市场。 DEREK JONES: But this is different. 德里克琼斯：但这款不同。 This is more fun than Easirite. 这个比Easirite还有趣。 DON BRADLEY: The costings look okay, but it has too many moving parts. 堂布拉德利：生产费还好，不过活动的部件太多。 DEREK JONES: So does a car, but that seems to sell. 德里克琼斯：汽车也是这样啊，还不是照卖不误。 KATE MCKENNA: That s not the point. 凯特麦凯纳：问题不在这里。 The more moving parts you have the more likely something will go wrong 活动的部件越多，出错的可能性就越大。 DEREK JONES: I don t agree. 德里克琼斯：我不同意。 DON BRADLEY: Let s just hold on a second and think about this. 堂布拉德利：我们先等等，仔细考虑一下。 Derek, you like the concept and think it will sell; Kate, you can t see a market for it. 德里克，你喜欢这个概念，并且认为会有市场；凯特，你认为不会有市场。 KATE MCKENNA: I can t see where it fits in our product range. 凯特麦凯纳：我看不出这件产品该归入那个系列。 DON BRADLEY: I m inclined to agree with Kate. 堂布拉德利：我倾向凯特的意见。 This is much more expensive than anything else we market. 这件产品比我们销售的任何产品都贵。 KATE MCKENNA: Although it s a wonderful idea, we just won t be able to sell it. 凯特麦凯纳：虽然想法很棒，我们却卖不动。 You must see that yourself, Derek. 德里克，你本人也一定是这样看的吧。 DEREK JONES: Well not really. 德里克琼斯：也不是 DON BRADLEY: Edward, what do you think? 堂布拉德利：爱德华， 你认为怎么样？ EDWARD GREEN: Can I just check something here Derek? 爱德华格林：德里克，我能不能先确认一下？ Are you saying that there is a plastic thin enough and flexible enough to make this realistic? 你是不是在说有这样一种够细又够柔韧的塑料来使这一切成为现实？ DEREK JONES: Exactly. 德里克琼斯：一点不错。 EDWARD GREEN: That s brilliant. 爱德华格林：太好了。 On paper, I think it s the most remarkable thing I ve seen. 从理论上来说，我认为那是我见过的最非凡的东西。 DON BRADLEY: Well, maybe Edward has something. 堂布拉德利：或许爱德华有这方面的资料。 Maybe we ought to have a closer look. 或许我们该看的得更细些。DANNY MCNEIL: I don t know what s happened to your boss. 丹尼麦克内尔：不知道你老板有什么事。 He knows I never start my meetings late. 他知道我从不晚开会的。 Do you want to wait here for Don or would you rather look around? 你要在这儿等堂还是四处走走？ Do you want to wait here for Don or would you rather look around? 爱德华格林：如果你没什么问题，我想四处走走。 DANNY MCNEIL: Good choice. 丹尼麦克内尔：选的不错。 DANNY McNEIL: Of course, I have two or three meetings a day with sales people like you. 丹尼麦克内尔：当然，我每天和跟你一样的销售人员开2、3次会。 EDWARD GREEN It s very good of you to see me. 爱德华格林： 你能来看我真是太好了。 DANNY MCNEIL: I always talk to my suppliers myself-it s the best way of working. 丹尼麦克内尔：我一直跟我的供应商讲-这是最佳的工作方式。 And I always prefer to bring them down here-they get a better idea of our operation. 并且我总是把他们带到这里-他们会有更好的运营想法。 They must understand how we work. 他们必须明白我们是怎样工作的。 Our success is based upon a certain formula. 我们的成功是有一定的规则的。 Whereas most supermarkets target individual territories, our products are pan-European. 尽管大多数超市把目标市场定在单个的区域，我们的产品是面向全欧洲的。 We always buy in the products with the best sales performance-products with a proven track record. 我们总是购买销售最佳的产品-那些被证明有记录的产品。 We look for the biggest discounts, and we usually get them. 我们寻求最大的优惠，通常我们也会得到最大的优惠。 DANNY MCNEIL: Mcneil. 丹尼麦克内尔：麦克内尔。 DON BRADLEY: Danny, it s Don Bradley here. 堂布拉德利：丹尼，我是堂布拉德利 。 DANNY MCNEIL: Good Morning, Don. 丹尼麦克内尔：早上好， 堂。 I thought I was meeting you here. 我原以为会在这里跟你见面的。 DON BRADLEY: I m sorry Danny. 堂布拉德利：对不起，丹尼。 That was the plan, but I m going to be late. 本来计划是这样的，但我会迟点。 This meeting is taking longer than expected. 这次会议比预期的要长。 DANNY MCNEIL: Oh. When can you get here? 丹尼麦克内尔：哦。你什么时候可以到这里？ DON BRADLEY: I ll be there as soon as I can. 堂布拉德利：我会尽快赶到那里。 Is Edward with you? 爱德华跟你一起吗？ DANNY MCNEIL: He is. 丹尼麦克内尔：他在。 DON BRADLEY: Could you start the meeting without me? 堂布拉德利：你可以不要管我，开始开会吗？ Edward knows the situation. 爱德华知道情况。 Oh, and can I have a quick word with him? 哦，我能跟他很快地说两句吗？ DANNY MCNEIL: I ll pass the phone to him. 丹尼麦克内尔：我会把电话给他。 DANNY McNEIL: Okay. It s for you-it抯 Don Bradley, he抯 got a problem. 丹尼麦克内尔：好的。找你的-是堂布拉德利，他出点问题。 EDWARD GREEN: Oh, thanks. 爱德华格林：哦，谢谢。 DANNY MCNEIL: Would you like a word in private? 丹尼麦克内尔：你们要私下谈吗？ EDWARD GREEN: If you don t mind.爱德华格林：如果你不介意。 DON BRADLEY: Sorry Edward. 堂布拉德利：抱歉，爱德华。 I m stuck in a meeting here. 我还在这边开会。 You ll have to deal with Mcneil by yourself. 你得自己对付麦克内尔了。 EDWARD GREEN: Oh. 爱德华格林：哦。 DON BRADLEY: Can you talk? 堂布拉德利：你说话方便吗？ EDWARD GREEN: Yes, he s stepped away for a few minutes. 爱德华格林：是的，他离开了几分钟。 Do you really want me to negotiate? 你真的想让我谈判？ Wouldn t you rather postpone the meeting? 你不能推迟会议吗？ DON BRADLEY: How do you feel about it? 堂布拉德利：你认为呢? EDWARD GREEN: I m happy to go ahead, I think. 爱德华格林：我认为，我会很高兴可以继续下去。 DON BRADLEY: You don t sound sure. 堂布拉德利：你语气不是很肯定啊。 EDWARD GREEN: I m not. 爱德华格林：是不肯定。 DON BRADLEY: Look: we ve talked about this negotiation. 堂布拉德利：听我说：我们谈过这次谈判。 You know the game plan. 你也知我们的计划。 Do your best.I ll be there as soon as I can. 尽力去做我会尽快赶过去。 EDWARD GREEN: Okay Don. 爱德华格林：好的，堂。 I ll do what I can. See you later. 我会尽力的。稍后见。 DANNY MCNEIL: Okay? 丹尼麦克内尔：好了？ EDWARD GREEN: Yes, thanks. 爱德华格林：是的，谢谢。 DANNY MCNEIL: So Don can t make it. 丹尼麦克内尔：这么说堂赶不及了。 Oh well, right, what was I saying? 哦，好吧，我刚刚说到哪儿了？ Oh yes: discounts. 哦，对了：优惠。 EDWARD GREEN: We re certainly happy to talk about possible discounts. 爱德华格林：能谈一下可能的优惠，我们是十分开心的。 DANNY MCNEIL: You see this? 丹尼麦克内尔：你看到了吗？ EDWARD GREEN: Yes. 爱德华格林：是的。 DANNY MCNEIL: How many of these do you think we ve sold in Europe in the last month? 丹尼麦克内尔：你认为我们上个月在欧洲售出了多少？ EDWARD GREEN: 1,800 - 2,000. 爱德华格林：1,800 - 2,000件。 DANNY McNEIL: We sell more than that weekly. 丹尼麦克内尔：我们每周的销售量都比这多。 EDWARD GREEN: How much do you sell it for? 爱德华格林：你们的定价是多少呢？ DANNY MCNEIL: This retails in France for 130 FF-we sell it much cheaper-90FF. 丹尼麦克内尔：这个在法国的零售价是130法郎-我们卖的很便宜-90法郎。 EDWARD GREEN: That s very impressive. 爱德华格林：很不错嘛。 DANNY MCNEIL: I work on higher volumes and I have to move products faster than any other retailer. 丹尼麦克内尔：我们做的是更大的量，我必须比其他的零售商工作要快。 That means I operate on smaller margins. 这就意味着我的利润率很低。 And, I repeat, I expect the largest discounts in the industry. 我再次重复，我想要这行里最大的优惠。 A But over here-here s a product that failed. 但，这儿-这个产品我们没有成功。 We made a mistake with this one-of course, I didn t select this one myself. 我们在这个产品上犯了错-当然，这个不是我本人选的产品。 Right you ve seen how our operation works. 好了，你也了解了我们的运作情况。 You know what I m after. 你也知道我想要的是什么。 Let s get down to business. 我们就公事公办吧。 Would you prefer to talk here or in my office? 你愿意在这儿还是到我的办公室谈？ EDWARD GREEN: The office is fine. 爱德华格林：到办公室吧。Unit 18DANNY MCNEIL: Before we begin, are you sure that you are in a position to conduct this negotiation? 丹尼麦克内尔：在开始前，我想问一下你确定你可以进行这次谈判吗？ EDWARD GREEN: Yes, I have the authority to negotiate with you. 爱德华格林：是的，我有跟你谈判的授权。 DANNY MCNEIL: Right. Let s get down to business. 丹尼麦克内尔：好。那我们就办正事吧。 EDWARD GREEN: Which of our product lines are you particularly interested in Mr. McNeil? 爱德华格林：麦克内尔先生，你对我们的那些生产线特别感兴趣？ DANNY MCNEIL: I could be interested in