英特 商务英语培训教材BUSINESS ENGLISH.doc

英 特 商 务 英 语 培 训 教 材BUSINESS ENGLISH编写：东莞英特英语工作室段老师审阅：Ron 加拿大Unit1 Establishing Business Relations建立业务关系Brief Introduction商务小知识建立业务关系，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基本句型1.By the courtesy of Mr. Black, we are given to understand the name and address of your firm.by courtesy of 由的好意；蒙允许 courtesy n.礼貌， 客气， 好意， 亲切， 周到,恩惠，允许adj.礼貌上的courtesy call礼节性拜访courtesy card优待券 by courtesy 按惯例， 礼貌上2.We are willing to enter into business relations with your firm.3.Your firm has been introduced(recommended,passed on)to us by Maple Company.4.Our mutual understanding and cooperation will certainly result in important business.5.We shall be glad to enter into business relations with you.9.We are now writing you for the purpose of establishing business relations with you.11. Our lines are mainly arts and crafts.12. We have been in this line of business for more than twenty years.Line 行业；职业Conversations商务会话Dialogue 1A: How do you do? B:How do you do? Nice to meet you, Miss. 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.Dialogue 2A: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 afternoon. Suppose we make it, say three oclock tomorrow afternoon. Could you manage that? B: Yes. Ill pick you up at your hotel.Words and Expressions商务词汇1 card 卡片，名片 14catalogue 目录；目录册 2 colleague 同事，同僚 15department 部门，局 3 do my best 尽力而为 16 enter into 建立 4 firm 公司 17 introduce 介绍，引见 5 look forward to 盼望，期待 18 relationship 关系，联系 6 take care of 照顾，处理 19 recommendation 推荐，介绍7 Chamber of Commerce 商会 20 inform 通知 8 specialize in 专营 21 enter into business relations9 on the basis of equality and mutual benefit 在平等互利的基础上 10 pamphlet 小册子 22 meet with great favor 受欢迎 11 the latest style 最新式样 23 coincide 一致，相符 12 financial position 财务状况 24 credit standing 信用地位 13 trade reputation 贸易声誉 Chamber of Commerce n. 商会 coincide vi.一致, 符合coincide with v.与.相符 consist with conform withSpecimen Letter商务信函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(另函邮寄) a catalogue together with a range of pamphlets for your reference. 一些品种的小册子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,Unit2 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。 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 Expressions1. Our buyers asked for your price list or catalogue. 2. I would like to have your lowest quotations C.I.F. Vancouver 3. Will you please send us your catalogue together with a detailed offer?4. We would appreciate your sending us the latest samples with their best prices. 5.If your prices are reasonable,we may place a large order with you.6. If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you. 7. We would appreciate your letting us know what discount you can grant if we give you a long-term regular order. 8.Please quote your lowest price CIF Seattle for each of the following items, including our 5% commission. 9. As a rule, we deliver all our orders within 3 months after receipt of the covering letters of credit. 10. We have quoted this price based on careful calculations. ConversationsDialogue 1A: Good afternoon.I am Mr. Brown,the Import manager of Atlantic Indus-tries 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.Dialogue 2A: 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（获得；得到） 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.Words and Expressions1 promising 有希望的，有前途的 13 initial 最初的 2 a long- term contract 长期合同 14 grant 批准，给予 3substantial数量大，大量的15subject to our confirmation以我方确认为准 4 covering 有关的 16 chain department store 连锁百货店 5 receipt 收到；收据 17 a ready market 市场畅销 6 do business on a commission basis 做有佣金的买卖 7 as a rule 通常，一般来说 18 price sheet / price list 价格单 8 quotation 报价，标价 19 C.I.F Vancouver 温哥华到岸价 9 showroom 展示厅，陈列室 20 enquiry 询价 10 Theres no indication of price.没有标明价格 21 hardware 五金制品 11 sales literature 销售说明书 22.commission 佣金 12 F.O.B.prices 离岸价，船上交货价 23 specification 规格 24 firm offer/ tentative offer 实盘/议盘Specimen LetterDear Sirs:Thank you for your letter of 25th September. As one of the largest dealers of garments,we are interested in ladiesdresses of all descriptions.We would be grateful if you would give us quotations per dozens of C.I.F. Vancouver for those items as listed on the separate sheet.In the meantime,we would like you to send us samples of the various materials of which the dresses are made. We are given to understand that you are a state-owned enterprise and we have confidence in the quality of Chinese products. If your prices are moderate, we believe there is a promising market for the above mentioned articles in our area. We look forward to hearing from you soon.Yours faithfully, Canadian Garment Co.Ltd. Unit3 Telephone Calls 打电话Brief Introduction 电话问询是贸易中一种很常见的方式。对于生产或交易中遇到的各种问题，如果能通过电话方式解决，那便是最快捷、最有效率的。 Basic Expressions 1. This is Dajiang Food Store. How may I help you? 2. Could you put me through to the toy department? 3.My name is Tony Smith, Shanghai Hotel Room 2107.My phone number is 6567- 8904. Hold on a moment please. 5. Ill see if she is in. 6. I am afraid she is out at the moment. 7.- Extension 121, please. -Sorry, the line is busy. 8.- Could I speak to Mr. Johnson, please? -Sorry, there is no one by the name of Johnson here. 9.- Could you hold on a minute? Ill get him for you. -Certainly. Thanks. 10.- I am sorry I wasnt in when you called. -Thats all right. Conversations Dialogue 1 (O=operator) O: International Trading Co. . Good morning. L: Good morning. May I speak to Mr. Smith, please? O: May I ask whos calling, please? L: This is Miss Li from the United Textiles. O:Just a minute,Miss Li.(Switches lines) Mr.Smith Miss Li from United Textiles wants to speak to you. S: Put her through, please. Hello, Mr. Smith speaking. L: Good morning,Mr.Smith.Im calling about the draft agreement you sent meDialogue 2 A: Marketing Managers Office. Can I help you? B: Mr. Smith, please. A: Sorry, he is out. B: What time do you expect him back then? A: Sorry, I am not sure. Can I take a message? B: No, thanks. I will call back later. A: Thats fine. Please call again later. B: OK. Thank you. Goodbye. Words and Expressions 1 draft 草稿 6 agreement 协议，协定 2 bother麻烦，打扰 7 hang up / hang on 挂断电话/不挂断电话3 step out 暂时离开 8 hold the line （打电话时）不挂断 4 extension (电话)分机 9 tie up（工作等）把缠住，使无法脱身5 cut off （指电话）通话被中断 10 reconnect使重新接通 11 follow 听懂，领会 Specimen Letter Dear Mr. / Ms., Mr. John Green, our General Manager, would like to call Mr. Zhang on June 3 at 2 p.m sharp. (your time) about the opening of a sample roomthere. Please let us know if the time is convenient for you.If not,what time would you suggest? Yours faithfully, Unit4 Visiting a Factory参观工厂Brief Introduction 了解对方客户的商品生产主体工厂是对外贸易中必不可少的一环。工厂的设备、规模和工人的素质以及决策者的管理能力都决定着以后产品的质量和信誉。作为索取资料、电话传真问询、浏览网页的必要补充步骤，参观工厂可以让客户最直接、最客观地了解生产方公司，对日后的贸易成功意义重大。 Basic Expressions 1. We are looking forward to our tour of your plant. 2.If it is not too much trouble, we would like to talk to some of the technicians. 3.We learned a lot about your facilities and the process of wine making4. Were interested in learning about your food-making and packaging process. 5. It was very kind of you to give me a tour of the plant.6.You will surely know the products better after the visit. 7. Let me give you this list of departments first. 8. Next to each department is its location and the name of the manager9. Please let us know when you will be free so that we can arrange the tour for you. 10. Does the plant work with everything from the raw material to the finished product? Conversations Dialogue 1 A: If you are staying here for a few days, wed be delighted to see you at our factory. Delight v.(使)高兴, (使)欣喜 delighted adj.欣喜的, 快乐的B: Its very kind of you to say so. My associate and I will be inter-ested in visiting your factory. A: Let us know when you are free. Well arrange the tour for you. B:Thank you .Ill give you a call this afternoon to set the time. Theres nothing like seeing things with ones own eyes. A: Thats for sure. Youll know our products better after the visit.Dialogue2 A: How large is the plant? B: It covers an area of 75,000 square meters. A: Its much larger than I expected. When was the plant set up? B: In the early 70s. Well soon be celebrating the 30th anniversary. A: Congratulations! B: Thank you. A: How many employees do you have in this plant? B: 500. Were running on three shifts. shift n.轮班A: Does the plant work with everything from the raw material to the finished product? B: Our associates specializing in these fields make some accessories. Well,here were at the production shop。Shall we start with the assembly line? A: Thats fine. Words and Expressions 1 administrative 行政的，管理的 14 gross总的，毛的2 warehouse 仓库 15 square meter 平方 3 anniversary 周年纪念 16 shift 轮班 4 raw material 原料 17 accessory 零件，配件5 assembly line 装配线 18 helmet 安全帽6 monthly 每月的 19output 产量，出产7 reject 等外品，废品 20 impressive / impression 给人印象深刻的/印象8 performance (机器等)工作性能 21 edge 优势，优越之 9 automated 机械化的，自动的 22 concerned有关的10 literature 商品说明书之类的印刷宣传品 23 merge (企业、团体等)合并11 inspection 检验 24 comment 意见，评论12 facility 设备 25 section 部门，处，科，组13 annual 每年的，年度的 26 capacity 生产量，生产力joint venture n.合资Specimen Letter Dear Mr. / Ms. Mr. William Taylor, President of our Corporation,and Mr. James Rogers,Marketing Manager, would like to visit Beijing to continue our discus-sions on a joint venture. They plan to leave in the second half of April and stay in China about a week.Please let us know if the planned visit is convenient for you and what itinerary you would suggest. If the time of their visit is agreeable, will you kindly request your Embassy here to issue the necessary visas? Yours faithfully, Unit5 About Products 产品问题Brief Introduction 商品的质量是对外贸易中价格的基础，所有的交易和谈判都是在商品本身质地的基础上进行的。那也是为什么越来越多的公司希望通过 ISO国际质量体系认证。有了质量保证，买方才会放心，企业也才会有更大的发展。Basic Expressions 1. Weve received the sample that you sent us last Sunday. 2. Weve got here our sales samples Type One and Type Two. 3. Our quality is based solely on our sales samples. 4. We sell goods as per the sales sample, not the quality of any previous supplies. 5. You cant see the difference between these grades. 6. These two grades are very much in demand. in demand 有需要, 销路好7. I must advise you of the specifications of the goods. 8. Have you received the specifications as shown in our catalogue? 9. The quality is all right, but the style is a bit outdated. 10. This kind of high-powered battery is produced with the latest technology. ConversationsDialogue 1 A: I can promise you that,if you buy our product, you will be getting quality. B: Ive looked at your units, and I am very happy with them. Your goods are all far above standard quality. A:We spend a lot of money to make sure that our quality is much better. We dont sacrifice quality for quick profits. sacrifice v.牺牲, 献出, 献祭, 供奉B:Well,were really interested in placing an order under negotiation. We can start the negotiations as soon as you want. A:Thats great.Im glad well be able to do business together. Ill have some quotes ready for you by tomorrow morning. B: Fine. Also, would you mind if I asked to see a surveyors report of your products? I may have a few more questions about your quality analysis. Surveyor n.测量员, 检查员Dialogue 2 A:Im interested in all kinds of your products,but this time I would like to order some fireworks and mosquito coil incense. Please quote us C.I.F. Rangoon. B: Please let us know the quantity required so that we can work out the premium and freight charges. A: Im going to place a trial order for 1,000 units of a dozen fireworks and 500 cartons of mosquito coil incense. B:All right.Here are our F.O.B.price lists.All the prices are subject to our final confirmation. A:Your price is reasonable but I wonder if you would give us a discount.You know for the products like yours we usually get 2% or 3% discount from European suppliers. B:We usually offer on a net basis only.Many of our clients have been doing very well on this quoted price. Words and Expressions counter sample 对等样品 pattern sample 模型样品 color sample 色彩样品 subject to the counter sample对等样品为准 sample for reference 参考样品 sales by sample 凭样品买卖 premium 保险费 trial 尝试性的， net price/ net weight/ net profit 实价，净价/重/利润 concession 让步 trade mark 商标 brand 牌子，商标 Sales by Description 凭说明书买卖 Sales by Trade Mark of Brand 凭商标和牌名买卖 quality as per sellers /buyers sample 凭卖方/买方样品质量交货 quality landed /quality shipped 卸岸品质/装船品质 Sales by Specification, Grade, or Standard 凭规格、等级或标准买卖 Fair Average Quality (F.A.Q.) “良好平均品质“良好平均品质”（国际上买卖农副产品时常用此标准） sacrifice vt, vi .（常与to连用）供奉，祭祀；献祭,n. 牺牲, 献出, 献祭, 供奉 incense n.熏香, 熏香的烟 specimen n.范例, 标本, 样品, 样本, 待试验物 repellent adj.排斥的 considerable adj相当大的；相当多的A specimen Letter Dear Sirs:We confirm email exchanged between us regarding fireworks and mosquito repellent incense and are glad that we have come to an agreement on the price. Your last email informed us that you could offer us 500 units of a dozen fireworks and 300 cartons of mosquito repellent incense, which we think is not enough. More and more clients in our country like to buy Chinese products because of their good quality.If we do not take care of the supply of our market, they will naturally turn somewhere else for their needs. So we do hope you can offer us at least 1,000 units of a dozen fireworks and 500 cartons of mosquito repellent incense.We appreciate your efforts and cooperation and believe this order will lead to considerable business in the future. We look forward to your early reply. Import Corp. Unit6 Price 价格 Brief Introduction 对外贸易中的商品单价通常由四个部分组成，即计量单位、单位价格、计价货币和价格术语。 国际贸易中使用的价格术语很多，其中以 F.O.B、C.I.F、及C.F.R三种价格术语最为常用。对于这三种价格术语，国际上有多种解释，现将这三种价格术语扼要解释如下： 1.F.O.B 该价格叫装运港船上交货价，简称“船上交货”。F.O.B是 Free On Board的缩写。采用这一价格术语时要在其后注明装运港名称。 2.C.I.F 该价格叫成本加保险费、运费价。C.I.F是Cost Insurance Freight的缩写。采用这种价格术语的时候，应在C.I.F后注明目的港名称。 3.C.F.R该价格叫成本加运费价。采用这种价格术语时，也应在 C.F.R后注明目的港名称。 Basic Expressions 1. If you can reduce the price by 5%, we shall be able to order 200 metric tons. 2. Business is possible if you increase the price by 2%. 3. We are not interested unless your price is reduced to a level in line with the market price. 4. We have been informed that the current price on your side is much higher than what you say. 5. Sellers decide to wait no matter when the price picks up. 6. Our prices are highly competitive when you consider quality. 7. Our price is net without commission. 8. To meet your requirements, we would like to reduce our price by 2%, which, I hope, will be satisfactory to you. 9.Im awfully sorry.This is our floor price if you find it unworkable, we may as well call the deal off. (我们也索性放弃这笔交易)10. Will you please quote F.O.B Brussels in U.S. dollar? 11. Its better for us to have a talk on price terms, because it is one of the key points in our dealings. 12.Ill have to consult my home office before I can give you a definite answer on the price terms. Conversations Dialogue 1 A: I believe youve studied our proposal for fertilizers. 肥料B: Yes, Mr. Smith. And were very much interested. A: Its almost twenty years since we first supplied you with our products in 1984. To our regret, for one reason or another, business between us has failed to develop. I hope well succeed in concluding some business this time. succeed in 在.方面成功B:As weve repeatedly stated,US does business on the basis of equality, mutual benefit and exchange of needed goods. If these principles are adhered to, Im certain that mutually beneficial business will result. repeatedly adv.重复地, 再三地adhere to 坚持；坚信；忠于A:May we hear your comments on your products? B:We find the quality of your samples well up to standard and suitable for our requi