外贸实务口语.doc

外贸实务口语.txt11生命是盛开的花朵，它绽放得美丽，舒展，绚丽多资；生命是精美的小诗，清新流畅，意蕴悠长；生命是优美的乐曲，音律和谐，宛转悠扬；生命是流淌的江河，奔流不息，滚滚向前Unit 1 建立业务关系 Establishing Business Relations建立业务关系，实际上就是确定贸易对象。贸易对象选择得合适与否，决定着贸易的成败。在一般情况下，双方通过各自的介绍或第三者的介绍，先摸清对方的资金信用、经营能力和业务范围等重要条件，然后再进行实质性的业务商讨。贸易双方只有在相互了解、彼此信赖的基础上，才能进行积极地合作，并使双方贸易活动得以顺利地开展。 Basic Expressions 1. Weve come to know your name and address from the Commercial Counselors Office of the Chinese Embassy in London. 我们从中国驻伦敦大使馆的商务参赞处得知你们的名字和地址。 2. By the courtesy of Mr. Black, we are given to understand the name and address of your firm. 承蒙布莱克先生的介绍，我们得知贵公司的名称和地址。 3. We are willing to enter into business relations with your firm. 我们愿意与贵公司建立业务关系。 4. Your firm has been introduced (recommended, passed on) to us by Maple Company. 枫叶公司向我方介绍了贵公司。 5. Our mutual understanding and cooperation will certainly result in important business. 我们之间的相互了解与合作必将促成今后重要的生意。 6. We express our desire to establish business relations with your firm. 我们愿和贵公司建立业务关系。 7. We shall be glad to enter into business relations with you. 我们很乐意同贵公司建立业务关系。 8. We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you. 现在我们借此机会致函贵公司，希望和贵公司建立业务关系。 9. We are now writing you for the purpose of establishing business relations with you. 我们特此致函是想与贵方建立业务关系。 10. Your desire to establish business relations coincides with ours. 你方想同我方建立业务关系的愿望与我方是一致的。 11. We specialize in the export of Japanese Light Industrial Products and would like to trade with you in this line. 鉴于我方专营日本轻工业产品出口业务，我方愿与贵方在这方面开展贸易。 12. Our lines are mainly arts and crafts. 我们经营的商品主要是工艺品。 13. We have been in this line of business for more than twenty years. 我们经营这类商品已有二十多年的历史了。 14. Your letter expressing the hope of establishing business connections with us has met with approval. 来函收悉，得知贵方愿与我方建立业务关系，我们表示同意。 15. In order to acquaint you with the textiles we handle, we take pleasure in sending you by air our latest catalogue for your perusal. 为了使贵方对我方经营的纺织品有所了解，特航寄我方最新目录,供细阅。 16. Glad to see you in your company. 很高兴在贵公司见到您。 17. Its only half an hours car ride. 只有半小时的车程。 18. Suppose we make it, say three oclock tomorrow afternoon. 如果我们能去的话，那么就明天下午三点钟吧。 19. It would be very helpful if you could send us statistics on your sales. 如果你们能将你们的销售统计资料寄给我们，那可就太有帮助了。 20. We would like to ask you to kindly send us the related information. 我们希望你们能将相关资料寄给我们。 Conversations Dialogue 1 A: How do you do? B: How do you do? Nice to meet you, Ms. Smith. Im Jack Stevens from the Marketing Department. Here is my card. A: Its nice to meet you, Mr. Stevens. B: Please call me Jack. Have a seat, please. A: Thank you. 你好！你好！很高兴见到你，史密斯小姐，我是市场部的杰 克?斯蒂文斯。这是我的名片。 很高兴见到你，斯蒂文斯先生。 就叫我杰克吧。请坐。 谢谢。 Dialogue 2 A: Ah, these are the machines were interested in. May we have a look at them? B: Certainly. But they are in the showroom. A: Is it far from here? B: Not very far. Its only half an hours car ride. Are you free now? A: I will be free tomorrow aft- ernoon. Suppose we make it, say three oclock to- morrow afternoon. Could you manage that? B: Yes. Ill pick you up at your hotel. 啊，这些就是我们感兴趣的机器。我们能看看吗？ 当然可以了，但它们在展示厅里。 离这里远吗？ 不是很远。只有半个小时的车程。你现在有时间吗？ 明天下午我有时间。假如我们能去的话，那就明天下午三点吧。你方便吗？ 可以。我会来酒店接你们的。 Dialogue 3 A: Good morning. My name is Mr. Brown. Im from Australia. Here is my card. B: Thank you. Im pleased to meet you, Mr. Brown. My name is Kathy Perless, the representative of Green Textile Import and Export Corporation. A: Pleased to meet you too, Ms. Perless. I travel a lot every year on business, but this is my first visit to your country. I must say I have been much impressed by your friendly people. B: Thank you for saying so. Have you seen the exhibition halls? On display are most of our products, such as silk, woolen knitwear, cotton piece goods, and garments. A: Oh, yes. I had a look yesterday. I found some of the exhib its to be fine in quality and beautiful in design. The exhibition has successfully displayed to me what your corporation handles. Ive gone over the catalogue and the pamphlets enclosed in your last letter. Ive got some idea of your exports. Im interested in your silk blouses. B: Our silk is known for its good quality. It is one of our tradi- tional exports. Silk blouses are brightly colored and beau- tifully designed. Theyve met with great favor overseas and are always in great demand. - 早上好！我叫布朗，澳大利亚人。这是我的名片。 - 谢谢。布朗先生，见到您非常高兴。我是凯茜?佩利丝，是格林纺 织品进出口公司的代表。 - 佩利丝小姐，见到您我也很高兴。我每年出差跑很多地方,但是,到 中国来还是头一次。你们这里的人非常友好给我留下了深刻的印象。 - 谢谢夸奖。您参观过展览厅了吗？展出的大部分是我们的产品，比如丝绸、毛织品、棉布匹和服装等。 - 哦，对，昨天我去看过。有些产品质量好，设计又美观。展览会成功向我介绍了贵公司所经营的各种产品。我已看过你上次在信中所 附的目录和小册子，对贵公司的出口产品有了一些了解。我对你们 的丝绸女衫颇感兴趣。 - 我们的丝绸以质量好著称。丝绸是我们的传统出口商品之一。丝绸女衫色彩鲜艳、设计美观，在国外很受欢迎，需求量一直都很大。 A: Some of them seem to be of the latest style. Now Ive a feeling that we can do a lot of trade in this line. We wish to establish relations with you. B: Your desire coincides with ours. A: Concerning our financial position, credit standing and trade reputation, you may refer to Bank of Hong Kong, or to our local Chamber of Commerce or inquiry agencies. B: Thank you for your information. As you know, our corporation is a state-operated one. We always trade with foreign countries on the basis of equality and mu- tual benefit. Establishing business relations between us will be to our mutual benefit. I have no doubt that it will bring about closer ties between us. A: That sounds interesting. Ill send a fax home. As soon as I receive a definite answer, Ill make a specific inquiry. B: Well then make an offer as soon as possible. I hope a lot of business will be conducted between us. A: So do I. - 有些看来还是最新的式样。现在我感觉我们在这方面可以做不少买卖。我们希望同贵公司建立业务关系。 - 我们双方的愿望是一致的。 - 关于我们的财务状况、信用及声誉，你们可以向香港银行、或我们的当地商会或咨询社进行了解。 - 谢谢你所提供的情况。我们公司是国营公司，我们一向是在平等互利的基础上进行外贸交易，我们之间建立业务关系将对双方有利。我相信业务关系的建立也将使我们之间的关系更为密切。 - 太好了，我会发一份传真回去。一收到肯定的答复，我就提供具体的询价。 - 到时我们一定尽快报价。我希望我们之间能做成很多生意。 - 我也一样。 Words and Expressions card kB:d 卡片，名片 catalog 5kAtElC 目录；目录册 colleague 5kCli: 同事，同僚 department di5pB:tmEnt (行政或企业的)部，局 do my best 尽力而为 enter into 建立 firm fE:m 公司 introduce 7intrE5dju:s 介绍，引见 look forward to 盼望，期待 relationship ri5leiFEnFip 关系，联系 take care of 照顾，处理 recommendation 7rekEmen5deiFEn 推荐，介绍 Chamber of Commerce 商会 inform in5fC:m 通知 specialize in 专营 enter into business relations 建立业务关系 on the basis of equality and mutual benefit 在平等互利的基础上 pamphlet 5pAmflit 小册子 meet with great favor 受欢迎 of the latest style 最新式样 coincide 7kEuin5said 一致，相符 financial position 财务状况 credit standing 信用地位 trade reputation 贸易声誉 Notes 1. on/through the recommendation of 由介绍（推荐） We engaged our present secretary on the recommendation of Mr. Brown. 我们现在雇佣的秘书是由布朗先生介绍的。 2. under separate cover = by separate mail, be sent separately 另邮，另寄 We are sending you catalogue under separate cover. 目录将另函寄出。 如表示“随函”，可用“Enclosed please find .? 3. latest是late的最高级，表示“最晚的，最近的” 如：最新目录 the latest catalogue ；最新价目表 the latest price list 4. look forward to 盼望（to 为介词） We look forward to your early reply. 盼早复信。 We look forward to hearing from you soon. 盼早听到你的回复。 5. enclose 封入 We enclose a copy of our latest price list. 随函寄出我方最新价格表一份。 亦可用下列句型： Enclosed is a copy of our latest price list. Enclosed please find a copy of Attached please find 6. line 行业，（一类）货物 We have been in this line for many years. 我们经营这一行多年了。 This is a good line of hardware. 这是金属器具中的一批好货。 7. to our mutual benefit (interest, advantage) Expanding trade between us will be to our mutual benefit. 扩大我们之间的贸易对我们双方都有利。 8. I look forward to working with you. (我期望与您 一起工作。) look forward to sth. / doing sth. 例：Were so much looking forward to seeing you again. 我们非常盼望再见到你。 A Specimen Letter Dear Sir: On the recommendation of your Chamber of Commerce, we have learned with pleasure the name and address of your firm. We wish to inform you that we specialize in the export of Chinese textiles and shall be glad to enter into business relations with you on the basis of equality and mutual benefit. To give you a general idea of our products, we are sending you under separate cover a catalogue together with a range of pamphlets for your reference. Please let us have your specific enquiry if you are interested in any of the items listed in the catalogue. We shall make offers promptly. We look forward to your early reply. Yours faithfully, 先生： 经你方商会介绍，我方欣悉贵公司的名称和地址。我公司专营中国纺织品出口，很乐意在平等互利的基础上与贵公司建立业务关系。 为使贵方对我方产品有全面的了解，我方另函寄去一本目录册及一套小册子，供参考。 如对目录中所列之商品感兴趣，请具体询价，我方将立即报价。 望尽快答复。 Substitution Drills 1 Im Jack from the marketing department. personnel development human resource 我是来自 市场部 的杰克。 人事部 开发部 人力资源部 替代那些劣质品。 Unit 2 询盘 Inquiry 询 盘 Brief Introduction 在对外贸易中，交易的一方欲出售或购买某种商品，向另一方询问买卖该商品的各项交易条件，这种口头的或书面的表示，在进出口业务中称之为询盘或询价。 询盘一般分为两种： 1）一般询价：这种询价并不一定涉及到具体的交易，一般属于大致的了解。 2）具体询价：所谓具体询价实际上就是请求对方报盘（request for an offer）。也就是说，买方已准备购买某种商品，或已有现成买主，请卖方就这一商品报价。 Basic Expressions 1. Our buyers asked for your price list or catalogue. 我们的买主想索求你方价格单或目录。 2. Prices quoted should include insurance and freight to Vancouver. 所报价格需包括到温哥华的保险和运费。 3. I would like to have your lowest quotations C.I.F. Vancouver. 希望您报成本加运费、保险费到温哥华的最低价格。 4. Will you please send us your catalogue together with a detailed offer? 请寄样品目录和详细报价。 5. We would appreciate your sending us the latest sam ples with their best prices. 请把贵公司的最新样品及最优惠的价格寄给我们，不胜感激。 6. Your ad in todays China Daily interests us and we will be glad to receive samples with your prices. 对你们刊登在今天中国日报上的广告，我们很感兴趣。如能寄 来样品并附上价格，不胜欣慰。 7. Will you please inform us of the prices at which you can supply? 请告知我们贵方能供货的价格。 8. If your prices are reasonable, we may place a large order with you. 若贵方价格合理，我们可能向你们大量订货。 9. If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you. 若质量好且价格适合我方市场的话，我们愿考虑与你方签署一项长 期合同。 10. As there is a growing demand for this article, we have to ask you for a special discount. 鉴于我方市场对此货的需求日增，务请你们考虑给予特别折扣。 11. We would appreciate your letting us know what discount you can grant if we give you a long-term regular order. 若我方向你们长期订货，请告知能给予多少折扣，不甚感激。 12. Please quote your lowest price CIF Seattle for each of the follow- ing items, including our 5% commission. 请就下列每项货物向我方报成本加运费、保险费到西雅图的最低价 格，其中包括我们百分之五的佣金。 13. Please keep us informed of the latest quotation for the following items. 请告知我方下列货物的最低价格。 14. Mr. Smith is making an inquiry for green tea. 史密斯先生正在对绿茶进行询价。 15. Now that we have already made an inquiry on your articles, will you please make an offer before the end of this month? 既然我们已经对你们的产品进行了询价，请在月底前报价。 16. As a rule, we deliver all our orders within 3 months after receipt of the covering letters of credit. 一般来说，在收到相关信用证后三个月内我们就全部交货。 17. Please quote us your price for 100 units of Item 6 in your catalog. 请给我们提供你们产品目录册上100组6号产品的报价。 18. Those items are in the greatest demand in foreign markets. 那些产品在国外市场上的需求量很大。 19. Would you please quote me your prices for the goods? 你能报给我这些商品的价格吗？ 20. We have quoted this price based on careful calculations. 这个报价是我们在精打细算的基础上得出来的。 Conversations Dialogue 1 A: Good afternoon. I am Mr. Brown, the Import manager of Atlantic Industries Ltd, Sidney, Australia. This is my card. B: Good afternoon, Mr. Brown. My name is Mrs. Anderson, manager of the sales department. A: Nice to see you, Mrs. Anderson. B: Nice to see you too, Mr. Brown. Wont you sit down? A: Thank you. B: What would you like, tea or coffee? A: Id prefer coffee if you dont mind. B: Is it your first trip to the Fair, Mr. Brown? A: No, its the fourth time. - 下午好！我是布朗先生，是澳大利亚悉尼大西洋工业有限公司进口部经理。这是我的名片。 - 布朗先生，下午好！我是安德森女士，销售部的经理。 - 见到你很高兴，安德森女士。 - 布朗先生，我也很高兴见到你，请坐。 - 谢谢。 - 你愿喝茶还是咖啡？ - 如不介意请来杯咖啡吧。 - 布朗先生，这是您第一次参加博览会吗？ ? 不，这是第四次了。 B: Good. Is there anything you find changed about the Fair? A: Yes, a great deal. The business scope has been broadened, and there are more visitors than ever before. B: Really, Mr. Brown? Did you find anything interesting? A: Oh, yes. Quite a bit. But we are especially interested in your products. B: We are glad to hear that. What items are you particularly inter - ested in? A: Womens dresses. They are fashionable and suit Australian women well, too. If they are of high quality and the prices are reasonable, well purchase large quantities of them. Will you please quote us a price? B: All right. - 太好了。您发现博览会有什么变化吗？ - 对，变化很大。经营范围扩大了，而且客户也多了很多。 - 布朗先生，真的吗？你有没有发现感兴趣的商品？ - 是的，有很多。我们对你们的产品尤其感兴趣。 - 听你这样说我们真高兴。您对什么产品尤其感兴趣呢？ - 连衣裙。这些连衣裙的款式不仅时髦，而且很适合澳洲妇女穿着。 如果这些衣服质量好，价格合理，我们将大量订购。您能开个价吗？ - 那好吧。 Dialogue 2 A: Im glad to have the opportunity of visiting your corporation. I hope to conclude some substantial business with you. B: Its a great pleasure to meet you, Mr. Brown. I believe you have seen our exhibits in the showroom. May I know what particular items youre interested in? A: Im interested in your hardware. Ive seen the exhibits and studied your catalogues. I think some of the items will find a ready market in Canada. Here is a list of my requirements, for which Id like to have your lowest quotations, C.I.F. Vancouver. - 我很高兴有这个机会参观你们公司。我希望能与您谈下大笔生意。 - 很高兴见到您，布朗先生。我想您已经看过我们展示厅里的产品了。 可否知道您具体对哪些商品感兴趣？ - 我对你们的五金产品感兴趣。我已看过你们的展示品并仔细看过你 们的目录册。我想其中的一些产品很快就能在加拿大畅销。这是我 所列的需求单，请给予最优惠的报价，温哥华到岸价。 B: Thank you for your inquiry. Would you tell us the quantity you require so that we can work out the offers? A: Ill do that. Meanwhile, could you give me an indication of price? B: Here are our F.O.B. price lists. All the prices in the lists are subject to our confirmation. A: What about the commission? From European suppliers I usually get a 3 to 5 percent commission for my imports. Its the general practice. B: As a rule we dont allow any commission. But if the order is a substantial one, well consider it. A: You see, but I do business on a commission basis. A commission on your prices would make it easier for me to promote sales. Even two or three percent would help. B: Thats something we can discuss later. - 感谢您的询价。您能告诉我们您需要的数量以便我们报价吗？ - 我会的，同时你能给我一个估计价格吗？ - 这是我们的离岸价单，里面所有的价格都以我方确认为准。 - 佣金呢？从欧洲供销商那里，我通常可以得到进口产品3-5%的佣 金。这是惯例。 - 一般来说，我们不允许任何佣金。但是如果订单数量可观，我们会 考虑的。 - 但我是在佣金的基础上做生意的。你们在价格上提供佣金将使我推 销产品更加容易一些。即使2%或3%也是可以的。 - 这个问题我们可以以后再讨论。 Dialogue 3 A: When can I have your firm C.I.F. prices, that is to say, the final offer, Mr. London? B: Well have them worked out by this evening and let you have them tomorrow morning. Would you be free to come by then? A: Yes. Ill be here tomorrow morning at 10. B: Perfect. Our offer remains open for 3 days. A: I dont need that long to make up my mind. If your prices are agreeable and if I can get the commission I want, I can place the order right away. B: Im sure youll find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices havent changed much. - 伦敦先生，什么时候能给我你们公司确认的到岸价格，那就是，最后的报价？ - 我们将在今晚制定出来，明天早上让你拿到。到时你有时间过来 吗？ - 可以，明天早上10点我过来这里。 - 太好了，我们的报价三天有效。 - 我不需要那么长时间来做决定。如果你们提供的价格合适，而且如 果我能得到我想要的佣金，我可以立即下订单。 - 你会发现我们的价格是最优惠的。近几年来，其他地方五金的价格 上涨幅度很大，而我们的价格变化不大。 A: Im glad to hear that. As Ive just said, I hope to conclude some substantial business with you. B: We shall be very pleased. Is there anything else I can do for you, Mrs. Anderson? A: Im buying for chain department stores in Canada. They are also interested in Egyptian carpets. Could you introduce me to the person in charge of this line? B: Certainly, Ill make an appointment for you with Mr. Jordan of the Egypt National Native Produce and Animal By-products Import and Export Corporation. A: Thank you very much. - 那太好了。正如我刚才所说的，我希望与你们做成一些大买卖。 - 我们也很高兴。我还能为您做点其他什么吗，安德森女士？ - 我为加拿大的连锁百货店选购货物。他们还对埃及地毯很感兴趣。 你们能为我介绍做这行的人吗？ - 当然可以。我会为您和乔丹先生预约一下，他是埃及国家土畜产进 出口公司的。 - 非常感谢你们。 Words and Expressions promising 5prCmisiN 有希望的，有前途的 initial i5niFEl 最初的 a long- term contract 长期合同 grant rB:nt 批准，给予 substantial sEb5stAnFEl 数量大的，大量的 subject to our confirmation 以我方确认为准 covering 5kQvEriN 有关的 chain department store 连锁百货店 receipt ri5si:t 收到；收据 a ready market 市场畅销 do business on a commission basis 做有佣金的买卖 price sheet / price list 价格单 as a rule 通常，一般来说 C.I.F Vancouver 温哥华到岸价 quotation kwEu5teiFEn 报价，标价 enquiry in5kwaiEri 询价 showroom 5FEJrJm 展示厅，陈列室 hardware 5hB:dwZE 五金制品 Theres no indication of price. 没有标明价格。 commission kE5miFEn 佣金 sales literature 销售说明书 specification 7spesifi5keiFEn 规格 F.O.B. prices 离岸价，船上交货价 firm offer/ tentative offer 实盘/议盘 Notes 1. We would be obliged if you would ?obliged感激”这是商业信函中的客套话，在请求对方做某事时，常用这个句型。另外，表示“感激”的句型还有： a. We would be thankful (grateful) if you would? b. We would appreciate if you would? c. It would be appreciated if you would? 2. C.I.F. 是 Cost Insurance Freight 的缩写，其意思是 “成本、保险费加运费”。 3. have confidence in 对有信心 4. hear from 收到的来信 5. place an order 订货 6. ma