商务英语复习资料.doc

2. delivery n 交货,/shipment effect delivery交货/make delivery交货take delivery提货 e.g. We must insist on delivery within the time dated, and reserve the right to reject the goods, should they be delivered later. 我们坚持在原定日期内交货，若迟交则保留拒收的权利e.g. Will you be able to deliver within 5 weeks of receipt of order? 你方能否在收到订单后五周内交货？ 3. C.I.F.C3% 价格术语：成本保险加运费含佣金百分之三 4. commission n 佣金 明佣 open commission/暗佣 sleeping commission含我方佣金百分之三 Our 3% commission / a commission of 3% inclusive of our 3% commission including our commission of 3% 两笔（或几笔）佣金 two items of commission / several items of commissione.g.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，以促进我方产品进一步扩大销售。 e.g. A commission of 5% 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。 e.g.我们愿给百分之五的佣金作为让步To meet you half way, well give you a commission of 5%. a special discount 特别折扣cash discount 现金折扣trade discount 同业折扣，商业折扣quantity discount 数量折扣exceptional discount 额外折扣at a discount 削价，降价，无销路的E.g. We agree to give you 15% discount provided you order 100,000 sets 我们同意给你方百分之十五的折扣，但你得订购十万套才可以。items n.项目；条款；商品；货物类似的表达法及区别：Goods 在商业英语中泛指货物Article 指某一种商品而且有不同的规格Commodity (比较正式)，尤其指一个国家的主要商品Merchandise 泛指商品，不特指某一商品，Cargo 指已装上运输工具、准备运走的货物Consignment 指一批货物illustrated catalogue 有插图的商品目录 a steady demand 稳定的需求 selective buyer 挑剔的买主 general enquiry 一般询盘 high quality优质 fashionable designs款式新颖的设计 craftsmanship精湛的工艺 quantity discount数量折扣 1) Also under separate cover we are sending you a full range of goods _b_. a. of export b. for export c. export to d. export2) We would like to _d_ you a discount _ 5%, if your order exceeds USD$1,000. a. give/ to b. provide/of c. allow/ to d. allow/of3) Our products will appeal _b_ your market. a. for b. to c. on d. in4) We _b_ Mr. Smiths that you are in the market of woolen mixed blanket. a. get information about b. learn from c. are informed by d. are told by 5) We are offering you goods _b_ very high quality. a. at b. of c. with d. for6) You can _c_ our best attention to your specific requirements. a. rely b. replay on c. rely on d. lie on7) Please send us your _b_ catalogue, together with samples you can let us have. a. illustrate b. illustrated c. illustrating d. illustration8) Thank you for your letter of October 20, _c_ for Oilseeds. a. inviting b. expecting c. enquiring d. asking9) There is a _c_ for Chinese cotton in our market.a. great need b. increasing need c. steady demand d. risen demand10) _d_, we are interested in building suitable and lasting trade relations throughout the worldMore exercises: (1)Fill in the blanks with proper forms of given words: interest illustrate appeal demand rely attractive enquiry export discount sale1) We would like to mention that if your price is and delivery date acceptable, we shall place our order_attractive_ with you immediately.2) We are _interested _ in your cotton piece goods, and are in the market for it. We hope to receive your enquiry at an early date.3) While thank you for your letter of March 5, we regret to inform you that the item you are _enquired _ for is in short supply.4) We are mainly exporting _ Chinese electronics. We have recently concluded a transaction of $10,000 on the terms of D/P at sight.5) We have to do a lot of advertising with your goods to push the _sales _.6) The product _appealing _ to your market is our latest one. 7) Thank you for you repeat order, as usual, you can _ rely _ on us to effect the shipment well before your required schedule.8) Your quotation is too high and out of line with the prevailing market level, we ask you for a 5% _ discount _.9) The pamphlet enclosed not only provides you with the necessary information about the machine, but also _ illustrates _ the ways of operating them.10) In order to comply with the _demands_ of their buyers, many suppliers have been doing business on D/P or D/A basis. (2). Correct the mistakes in the following sentences1) We shall place a large order for Ladys blouse from you, if the time of delivery is acceptable to us.from 改为with 3) Regarding walnut meats, we would inform you that the few parcels we have at present are under short supply elsewhere. under 改为in 4) Through the courtesy of Mr. Smiths, we are giving to understand that your are leading importer of electronic goods in your area.giving 改为given 5) We are interested in your rice and do not find your offer of beans interested.句末的interested 改为interesting 6) Should your price be found competitive and delivery date accepting, we intend to place a large order with you.accepting 改为acceptable 7) Please rely on us that we will give prompt attention in your enquiry. in 改为to 8) At request, we are enclosing you our latest price list for your reference.At request 改为As requested 9) We are informed that you are able to supply large quantities of this product on attractive prices. on 改为at 10) We have quoted our prices so low that they should appeal in your market. in 改为to （3）. Complete the following sentences in English:1) We should be obliged if you would _. a.立即给我们寄样品 b. 告知我方你处市场行 c. 报女式衬衫的最低价a. send us samples immediately b. inform us of your market c. give us the lowest price for ladies blouse 2) We should appreciated it if you will _. a.随函附有插图的商品目录 b 有兴趣购买我公司的茶叶 c 介绍你公司的其他产品a. enclose an illustrated catalogue b. be interested to purchase our tea c. introduce your other products 3) We are sending you under separate cover _. a.你方询盘的样品 b 两本关于我们产品的小册子 c 有关商品的价目单samples you enquired for b. two pamphlets about our productsc. the pricelist for relative commodities 1) 我公司对贵公司的款式新颖的待出口的棉布很感兴趣 (be interested in, for export)We are interested in your fashionable cotton piece goods which are for export. 2) 从你方8月30日信中得悉，你方对我方的新产品感兴趣。(learn fromthat) We learned from your letter of August 30 that you are interested in our new products. 3）现随函寄去我方的最新商品插图目录，以及你方想要的一些样品。(illustrated catalogue)We are enclosing our latest illustrated catalogue and pricelist, together with some samples you ask for. 4）我们有一批优质的羊毛衫待售。( of high quality, for sale)We have a stock of woolen sweaters of high quality for sale. 5）应你方要求，现另寄我方冬季价目表一份以供参考。(as requested, for your information)As requested, we are now sending under separate cover our winter pricelist for your information. 6）我们要求的货物应经久耐用、色彩鲜艳，这样才能吸引顾客。(appeal to)The goods we require should be durable in quality, bright in color so as to appeal to the customers. 7）你方尽可放心，我方的产品能够满足你方市场的需要。(rely on, meet) the need of)You can rely on the fact that our product will meet the need of your market. 8）供你方参考，如订购超过5,000美元，我们愿意给你方3%的特殊折扣。 (for your information, allow a special discount) For your information, we would like to allow you a special discount of 3% on the order of over USD$5,000. 还盘是交易方式之一，实质上是在某种程度上对原发盘的拒绝，受盘人在接到发盘后，不能完全同意发盘的内容，为了进一步磋商交易，对发盘提出修改意见，用口头或书面形式表示出来，就构成还盘。 还盘是原接盘人以发盘人地位提出的新发盘。因此，一经还盘，原发盘即失效，新发盘取代它成为交易谈判的基础。 写作步骤 表达方式 （）对发盘人的报价表示感谢We thank you for your offer of(感谢你方的报盘） Thank you for the samples you sent in response to our enquiry of 8 June.（感谢您对我方6月8日询价的答复并寄来样品。） Thank you for your prompt reply and detailed quotation.（我们感谢您的及时答复和详细报价。）（）表示无法接受发盘并说明原因The price you offer is out of line with the market, so it is unacceptable to us.贵方报盘与市场不一致,故我方无法接受We regret to inform you that your offer is unworkable, as some parcels of Japanese makes have been sold here at a much lower price. 很遗憾贵方报盘无法接受,因为这里有几批日本货以低得多的价格出售We regret to say that the price you quoted is too high to work on. 很遗憾,贵方所报价格太高,无法进行下去（）对所希望的交易条件提出建议或给予还盘We counter-offer as follows: . 我方还盘如下Your price is on the high side and we have to counter-offer as follows, subject to your reply received by us on or before April 8, 2007. 贵方价格偏高,我们不得不作如下还盘,以我方在2007年4月8日或以前收到你方答复为有效In view of our long-standing business relationship, we make you the following counter-offer. 鉴于我们之间长期的贸易关系,特向贵方作如下还盘（）希望对方能够接受你所提出的还盘的建议并表示继续合作的愿望。It is hoped that you would seriously take it into consideration and let us have your reply very soon.（希望你方能认真考虑我方的建议并尽快回复。） If you accept our counter-offer, we will advise our end users to buy from you. 如贵方能接受我们的还盘,我们将劝用户向贵方购买We hope you will consider our counter-offer most favorable, and fax us acceptance at your early convenience.（希望你方考虑我方的还盘，并尽早发传真表示接受。） Global Tea 贸易公司向东田公司5月8日就瓷器茶具的报价做出答复，指出其报价偏高于全球市场行情，并指出类似日产茶具的价格的市价更具竞争性。建议对方降价15%以促成交易。Re: Porcelain Tea Set We acknowledge with thanks receipt of your offerof May 8 for the subject goods. In reply, we regret to say that we cant accept it.Your prices are rather on the high side and out ofline with the world market. Information indicatesthat some parcels of Japanese make have beensold at a much lower level. We have seen your samples and admit that theyare of high quality, but there should not be such a biggap between your prices and those of other suppliers. In order to conclude the transaction, we suggestthat you reduce the prices of your products by, say15%. We hope you can accept the counteroffer and waitfor your favorable reply. Truly yours,Global Tea Ltd写信意图： 东田公司回函Global Tea贸易公司指出报价是合理的，尤其是原材料上涨飞快的情况下，公司通过成本控制才能报出此价，不能再接受任何还盘。Dear Sirs, Thank you for your letter of November 30. We are sorry to find your counter-bid has left us with no profit at all. As you know that our products are made with superior material and are of exquisite handicrafts, which has triggered the extra cost of our final products. Besides, we are of the opinion that the quality of the other makes does not measure up to that of our products. Although we are keen to do business with you, we regret that we can not accept your counter offer. . Complete the following sentences by turning the Chinese into English:1) We do not不否认你方说的，but the price you offered is not realistic.deny what you say2) Because of the 市场竞争激烈, we advise you place the initial order with us immediately.keen competition in the market3) Your 先前的报价is too high to work on.previous quotation4) We can not reduce the price to your level even to各让一步/折中处理。 meet you half way5) We write the letter asking for 降价。price reduction6) Your quotation is 大约高出10% than the European goods.approximately 10% higher7) We 提醒你方注意that the season is coming.invite your attention to the fact8) We 不得不指出 that in view of the unusual circumstances, we cant reduce the price.have to point out that2. Choose the best answer:1) If you could make a reduction _c_ 5% in quotation, please let us know. a. to b. by c. of d. at2) Much to our regret, we are unable to _b_ the price to your level. a. change b. reduce c. decline d. lower3) We think it advisable for you to make a _b_ if you wish to remain competitive. a. reducing in price b. price reduction c. cutting price d. price cutting4) We will place an order without delay if you would reduce your price _c_ 5% _ your cotton shoes. a. of/to b. of/to c. by/in d. by/at5) What we can do best is to _c_ you half way. a. reduce b. come c. meet d. bring6) You may be aware that some Indian dealers are lowering their prices. No doubt there is _c_ competition in the market. a. high b. sharp c. keen d. large7) Information indicates that some parcels of similar quality from other sources are being sold _a_ a level about 8% lower than yours. a. at b. of c. by d. with8) If you could see any chance to reduce the price to our _b_ , there is a possibility to conclude the business. a. approval b. level c. request d. market9) Information _a_ that the market is declining, so we recommend your acceptance. a. indicates b. demands c. makes d. bringsTranslate the following sentences into English:1) 我们认为你方价格不合适，我们各让一半好吗？(meet sb. half way)2) 虽然我们很想和你方交易，但把价格降到你们所说的水平是不可能的，因为我们将无利可图。(conclude business with, reduce price to, leave sb. with no profit)3) 我们希望能按比美国同类产品低10%的价格成交。(conclude the business, at a price .lower than)4) 感谢你方3月14日的报盘，我们十分遗憾的指出你们的报价偏高。(point out, on the high side)Translate the following letter into Chinese: 敬启者： 感谢你方4月5日对衬衫的报盘。 由于市场竞争激烈，我方遗憾告知不能接受你方的报价，因为获利的空间不大。事实上，我们接到你地区的另一供货商的报盘，比你方价格低10%。 鉴于我们长期的友好的贸易关系，建议你方至少降价8%。 盼佳音。 谨上 Dear Sirs, We thank you for your offer dated April 5. Because of the keen competition in the market, we regret to inform you that we can not accept your quotation. It would leave us with only a small profit. Actually, we are receiving an offer from another seller, their price is 10% lower than yours. In view of our long friendly business relationship, we suggest that you reduce your price at least by 8%. We are looking forward to your favorable reply. Yours sincerely1. Fill in the blanks with proper forms of given words: reduce1) Buyers ask for a _ reduction _ in price.2) In order to close this deal we shall further _reduce_ our price.3) Our closely calculated price cannot be further _reduced_. regret1) It is _regrettable_ _ to decline your counter offer, however, we can not but do so.2) We are _regretful_ that we did not advise you earlier.3) We _regret _ to say that the quality does not measure up to the contracted standard. ApprovalWe have tried our best to meet with your approval_ in this business.2) Your request has been _ _ approved_of after our discussion.3) We _ approve_ of the fact that the price of raw material is declining, our quotation will be slightly reduced. handle1) To give you a general idea of our products, we enclose a complete set of leaflets showing various products being _ handled _ by this corporation.2) What items do you mainly _ handle_ ?3) We are the leading importer of electronics in Lagos, mainly _ handling_ the import of the electronic goods2 Translate the following sentences into English: 我们希望能按比你们现在所报价格低10%的价格成交。 (conclude business, price lower than)We sincerely hope to conclude the business at a price 10% lower than your quotation.2) 虽然我们尽力说服买主，但他们仍未接受。 (while) As the offer is low, we cant make concession anymore or it will leave us with a small profit.3) 如你方能在报价上减少2%，我们将立即接受。(reduce)If you can reduce your offer by 2%, well accept it immediately.4) 由于所报价格很低，我们不可能再让步，否则我们无利可图。( make concession, leave sb. with a small profit)While we are desirous to persuade the buyer, they still do not accept.5) 我们同意将价格从原来的每公吨1000美元降至现在的每公吨 990美元。( reduce fromto)We agree to reduce our price from USD$1000 per m/t to USD$990 per m/t.6) 从目前迹象来看,行市将继续下降. (present indications)From the present indications, the market will continue to be weak.7) 如你方能设法减价,比方说3%,我们准备再向你订购500台蝴蝶牌缝纫机,即期装运。(reduce, be prepared to, place another order, prompt shipment)If you can see your way to reduce the price, say 3%, were prepared to place another order with you for 500 sets Butterfly Sewing machines for prompt shipment.8) 虽然我们很乐意利用你方所报的盘,但我方认为不能接受,因为你方价格比一般价格高10%。 ( pricehigher)Much as wed like to avail ourselves of the offer made to us, we find it impossible to accept owing to your price being about 10% higher than the average.3. Translate the following letter into Chinese: Dear Sirs: We are in receipt of your letter of May 10 offering us 200 cameras at US $ 500/pc CIF Shangha In reply, we regret to inform you that our customers here find your price is too high and out of line with the prevailing market level. You may be aware that some Japanese dealers are lowering their prices. No doubt there is keen competition in the market. We do not deny that the quality of your digital cameras is slightly better, but the difference in price should, in no case, be as much as 5%. On behalf of our customers, we make counteroffer as follows: “200 cameras at US $ 480/pc CIF Shanghai, other terms as per your letter of May 10” As the market is declining, we recommend your acceptance. Yours faithfully先生： 贵公司5月10日函悉，报盘200台数码相机，单价为500美元，上海到岸价。 兹复，很遗憾，我处客户认为你方价格过高，且与现行行市不一致。贵公司可能了解，一些日本商人正在削价销售，毋庸置疑，市场竞争激烈。我们不否认贵公司的数码相机质量稍好，但差价决不至于高达5%。我们谨代表客户还价如下：“200台数码相机，每台480美元上海到岸价，其他条件按你方5月10函办理。由于行情下跌，建议你方早日接受。盼早复。谨上1.我们愿意与贵公司建立业务往来。We are willing to establish trade relations with your company.2. 我们愿为发展双方贸易(bilateral trade)提供机会。 We wish to offer you an opportunity to develop bilateral trade.3. 我公司经营电子产品的进出口业务，希望与贵方建立商业关系。This corporation specializes in importing and exporting electronic products and wishes to enter into busi