商务英语对话及翻译.doc

Lesson 1 At a Trade Fair 在商品交易会上A : Good morning sir, welcome to our boothB :Thank you very muchYour booth was really arranged very nicelyA :Thank you for your complimentWould you like to have a seat?B : Thanks. Im the manager of the import division of XYZCo. Ltd. Here is my card. A : Pleased to meet you and I am glad to have the opportunity to recommend to you our lastest laser and electronic product of this year. This product of ours represents the development trend for the next decade. B : What about the functions?A : It combines many functions in one. It is a high-grade product.B : Have you looked into the sales?A : Such products are widely sold in markets abroad. And they are gaining in popularity because oftheir fine quality, competitive prices and honest dealings.B : I would like to see the samples first .A : Ok. This is the newest export item for this year.B : Thanks. Do you have catalogues? Id like to have a few copies to study carefully.A : Here you are. Im sure our products will interest you.B : Thats impressive .Thanks you for your introduction. I should say some of them could be found in the market in my country.A :Im glad to hear that，take you time and look around，and you are welcome to our factory sometimeB: Sure，Im planning to visit some factories after this trade fair. By the way, which province are you from?A : Zhejiang province.B :Really, there is famous for light industry，isnt it?A :It sure isB : I also hope we can do business together in the future.A : I hope so.Notes:1. Good morning sir, welcome to our booth早上好,先生,欢迎光临我们的展位。2. Thank you very muchYour booth was really arranged very nicely非常谢谢您。你们的展位安排得真的很好。3. Thank you for your compliment谢谢你的称赞。4. Im the manager of the import division of XYZCo. Ltd. Here is my card.我是经理XYZ有限公司进口部经理。这是我的名片。5. Pleased to meet you and I am glad to have the opportunity to recommend to you our lastest laser and electronic product of this year.很高兴见到你,我很高兴能有机会向您推荐我们最新的激光和电子产品。6. This product of ours represents the development trend for the next decade. 我们的这款产品的代表着未来十年发展趋势,。7. What about the functions?有什么功能?8. It combines many functions in one.它集多种功能于一身。9. It is a high-grade product.它是一种高档产品。10. Such products are widely sold in markets abroad. 这类产品在国外市场上很畅销。11. And they are gaining in popularity because oftheir fine quality, competitive prices and honest dealings.由于优良的质量、竞争性的价格和诚实的交易，它们正越来越流行,。12. I would like to see the samples first .我想先看一看样品。13. This is the newest export item for this year.这是今年出口的最新款式。14. Do you have catalogues? Id like to have a few copies to study carefully.你有产品目录吗?我想要几份仔细研究。15. Im sure our products will interest you.我敢肯定,你会对我们的产品感兴趣。16. Thats impressive .Thanks you for your introduction. 令人印象深刻。谢谢你的介绍。17. Im glad to hear that，take you time and look around，and you are welcome to our factory sometime听到这消息我很高兴,您慢慢看,也欢迎您随时去我们厂里看一下18. Sure，Im planning to visit some factories after this trade fair.当然, 这场交易会结束后我计划去参观一些工厂后。19. Really, there is famous for light industry，isnt it?哦,真的吗?那里的轻工业很有名,不是吗?20. I also hope we can do business together in the future. 我也希望我们今后能一起做生意。Lesson 2 Visiting a Factory 参观工厂A: Where is your factory?B: Our manufacturers plant is located on the outskirts of Yantai.The transportation there is very convenient. Well get there right away.B: Welcome to our factory. First please take a tour of our display hall.A: Oh, therere so many kinds of carpets here.B: Yes. Look, this carpet is hand-made by traditional methods.Its in good demand in foreign markets.A: Its a fashion nowadays among Europeans and Americans to admire hand-made things.B: This carpet is made by machine. Designs and patterns can be promptly altered, an easy and fast operation.A: This tapestry pattern is very modern. Is the designer Chinese?B: Yes, of course. Our factory employs a group of professional designers.According to our contracts with them, they are obliged to provide a certain number of designs for the work every year.A: I see.B: Just now, what youve seen were woolens and silk.There are synthetic fabrics also.A: If you hadnt told us, I wouldnt have noticed any difference.B: They are lighter, mothproof and less expensive.And theyre more in demand by the salaried class.A: Id like to buy a small rug as a memento and put it in my bedroom.B: Ok, lets go to the sales hall to have a look.Notes：1. Our manufacturers plant is located on the outskirts of Yantai.我们是制造商的工厂位于烟台市郊。2. The transportation there is very convenient. Well get there right away.那里的交通十分方便。我们会马上就去。3. Welcome to our factory. First please take a tour of our display hall.欢迎到我们工厂来。首先请参观我们的展示大厅。4. Look, this carpet is hand-made by traditional methods.你看,这是传统工艺手工编织的地毯。5. Its in good demand in foreign markets.它在海外市场需求很大。6. Its a fashion nowadays among Europeans and Americans to admire hand-made things.现在欧美人崇尚手工制品。7. Designs and patterns can be promptly altered, an easy and fast operation.设计和图案可以迅速改变,操作方便。8. This tapestry pattern is very modern.这种织锦图案很现代。9. Our factory employs a group of professional designers.本厂拥有一批专业的设计师。10. According to our contracts with them, they are obliged to provide a certain number of designs for the work every year.根据我们的合同,他们每年有义务提供一定数量的设计工作。11. They are lighter, mothproof and less expensive.它们更轻、防虫蛀、而且更便宜些。12. And theyre more in demand by the salaried class.更受到工薪阶层的欢迎。13. Id like to buy a small rug as a memento and put it in my bedroom.我想买一个小地毯作为纪念品,把它放在我的卧室。14. Ok, lets go to the sales hall to have a look.好的,咱们去销售大厅去看一看。Lesson 3 Introduction of Products 介绍产品A: I learned from the ads that you manufacture and sell this kind of product.B: Yes, we do. Are you interested in our products?If so, youve come to the right place.A: Good.B: Well then, what can I do for you?What exactly are you after?A: Id like to know something more about the product.For example, the manufactured materials, the design and the sales position.B: Here is a catalogue and a price list. We have many varieties.The product is made of 100% cashmere, designed in Tokyo, and is widely sold in big stores in China and chain stores in other countries as well.Its a very popular item this year.A: Really! Hmm? What about the quality?B: Absolutely reliable. The quality is superior, yet the price is very reasonable.It feels soft and smooth. This is this years latest design.It sold remarkably fast during the domestic trial sale period.I can assure you no other product is more competitive than ours.A: Thank you. Youre been most helpful.B: My pleasure. I can assure you that youll find very good prospects in our products.Notes：1. I learned from the ads that you manufacture and sell this kind of product.答:我从广告上得知,贵公司生产销售这种产品。2. Id like to know something more about the product. For example, the manufactured materials, the design and the sales position.我想多了解一下你们的产品。例如,加工原料、设计、销售情况。3. Here is a catalogue and a price list. We have many varieties.这是一个目录和价目表。我们有很多种类。4. The product is made of 100% cashmere, designed in Tokyo, and is widely sold in big stores in China and chain stores in other countries as well.本产品为100%羊绒,在东京设计，在中国的大商店、连锁店和其他国家都有广泛的销售。5. Its a very popular item this year.这是今年非常流行的款式。6. Really! Hmm? What about the quality?真的!嗯?品质怎么样?7. Absolutely reliable. The quality is superior, yet the price is very reasonable.绝对可靠。该产品质优价廉。8. This is this years latest design.这是今年的最新设计。9. It sold remarkably fast during the domestic trial sale period.在国内试销期内期间，它卖得非常快。10. I can assure you no other product is more competitive than ours. 我可以向你保证我们的产品是最有竞争力的。11. I can assure you that youll find very good prospects in our products.我可以向您保证,您会发现我们产品的前景非常美好。Lesson 4 Enquiries and Offers询价和报价A: Can you show us your catalogue?B: Certainly. Heres a catalogue for some of our popular items.A: Thank you. Were very interested in some of your products.Heres an enquiry sheet weve drawn up.B: Thanks. Well look into it carefully.A: How about the supply position of your products?B：We have a steady supply for most of them.A; Do you quote FOB or CIF?B: We usually quote on CIF basis.A：The market at our end has become pretty competitive.In order to sell successfully there, your goods will have to be competitive in price as well.B: Youll find our prices very attractive.A: Would you give us an offer for Art.No.17 CIFC 5% London now?B: Whats the quantity?A: Wed like to start with 10,000 pieces. Its an attractive quantity, isnt it?B; When do you want the goods to be delivered?A: Could you make it for May?B: I think we should manage.A: We pay by Letter of Credit.B: O.K. So now we can offer you 10,000 pieces of Art.Of Art No.17 at US $80 per piece CIFC5% London for shipment in May.A: Thank you. How long will this offer be open?B: Its valid for three days.A: I will study your offer with my colleagues and give you a definite reply in three days.B: Ill be waiting for your reply.Notes:1. Can you show us your catalogue?能看一下你们的产品目录吗?2. Certainly. Heres a catalogue for some of our popular items.当然可以。这是一份我们的一些受欢迎商品的目录。3. Were very interested in some of your products.我们非常感兴趣,对你们的一些产品。4. Heres an enquiry sheet weve drawn up.这是我们拟订的询价单。5. Thanks. Well look into it carefully.谢谢。我们会仔细研究一下。6. How about the supply position of your products?你方产品供货情况怎么样?7. We have a steady supply for most of them.对于（目录中的）大多数（产品），我们有着稳定的供应,。8. Do you quote FOB or CIF?你们报离岸价还是到岸价? FOB是FREE ON BOARD三个单词第一个字母的大写，中文意思为装运港船上交货，指定具体装运港名。CIF术语的中译名为成本加保险费加运费，（指定目的港，其原文为Cost, Insurance and Freight(.named port of destination)按此术语成交，货价的构成因素中包括从装运港至约定目的的港的通常运费和约定的保险费，故卖方除具有与CFR术语的相同的义务外，还就为买方办理货运保险，支付保险费。9. We usually quote on CIF basis.我们通常报CIF价。10. The market at our end has become pretty competitive. 我方市场竞争已经变得非常激烈。11. In order to sell successfully there, your goods will have to be competitive in price as well.为了成功的销售,你们的货物必须具有竞争力的价格。12. Youll find our prices very attractive.你会发现我们的价格很有吸引力。13. Would you give us an offer for Art.No.17 CIFC 5% London now?你给我们报第十七号货物(含5%的佣金)的CIF伦敦价吗?Art. No 是 Article Number 的缩写。CIFC 5% CIF含5%的佣金，第二个C是Commission 的缩写。14. Whats the quantity?多少数量?15. Wed like to start with 10,000 pieces.我们想先订一万件。16. When do you want the goods to be delivered? 你需要什么时候发货？17. We pay by Letter of Credit. 我们用信用证来付款。Letter of Credit 简称 L/C, 信用证。18. So now we can offer you 10,000 pieces of Art.现在我们可以向你们报价一万件。19. Of Art No.17 at US $80 per piece CIFC5% London for shipment in May. 17号货价格：CIF伦敦价80美元每件,含5%佣金，5月份装运。20. How long will this offer be open?这个报价的有效期多长?21. Its valid for three days.它的有效期为三天。22. I will study your offer with my colleagues and give you a definite reply in three days.我将跟同事们研究一下,给你一个明确的答复。Lesson 5 Counter-offer 还盘A: We are surprised to find that your price is 25% higher than those of other companies.B: 25%? You cant be serious!A: That has been confirmed by our survey.Im afraid Ill have to cancel the deal unless you reduce your price.B: But you know fully well that our product is of superior quality.Other products cant be compared with it.A: True. But its also a fact that your price is too high.B: Then whats your idea of a good price?A: I would say 20% off the listed price.B: Impossible. We wont make any profit at that price.10% off is the best we can do.A: Thats still too high.B: Our quality is far beyond comparison. Besides, the market is advancing.Our goods can always sell.A: Other companies are also saying that their products are the best.B: Lets meet each other half way. Ill cut another 5%.Thats definitely my rock bottom price.A: All right. Thats settled.1. We are surprised to find that your price is 25% higher than those of other companies.我们很惊讶地发现你的价格比其它公司要高25%。2. 25%? You cant be serious!25%的吗?你不可能是认真的吧!3. That has been confirmed by our survey.我们调查证实过了。4. Im afraid Ill have to cancel the deal unless you reduce your price.恐怕我将不得不取消这笔生意,除非您降价。5. But you know fully well that our product is of superior quality.但你很了解我们的产品质量上乘。6. Other products cant be compared with it.其他产品无法与之相比。7. Then whats your idea of a good price?那你觉得什么是好价钱?8. I would say 20% off the listed price.我想说的是标价的80%。9. Impossible. We wont make any profit at that price.那不可能。那种价格我们没有任何利润。10. 10% off is the best we can do.9折是我们能够做到的最好的了。11. Our quality is far beyond comparison. 我们的质量是无与伦比的.12. Besides, the market is advancing. Our goods can always sell. 而且行市上涨。我们的产品总能卖出。13. Lets meet each other half way. Ill cut another 5%. 我们来折中一下吧。我再降5%。14. Thats definitely my rock bottom price.这绝对是最低价格了。15. All right. Thats settled.好吧，就这么定了。Lesson 6 Commission 佣金A：Hello, Mr. Sam, I am glad to meet you here at the fair. B: Likewise. Take a seat, please. A: Good. Thank you. It seems your business is prosperous. So many customers come here. B: Yes, not too bad. Our sales are going up year after year. And we still have a large potential production capacity. A: Well, do you think of choosing a commission representative or agent abroad to promote your sales? B: Thats a good idea. So far, we have several agents abroad. A: We are willing to be your agent in Thailand for hand-tools. Whats your idea? B: It coincides with our desire.A: Then, whats your usual commission rate for your agents? B: Usually, we give a commission of 3% to our agents. A: 3% is too low, I think. You see, we have a lot of work to do in promoting the sales, such as advertising on radio or TV, printing booklets, leaflets, catalogues，and so on. It all costs. 3% is not enough. B: Dont worry. Well allow you a higher commission rate if your sales score a substantial increase. A: You mean to say B: Now, if you sell US$ 2 million worth of hand-tools annually, we can only allow 3% commission. If the annual turnover exceeds US$ 5 million, you can get 5% commission. What do you think of that? A: It sounds OK. Then how do you pay the commission? B: We may deduct the commission from the invoice value directly or remit it to you after payment. A: All right. If it is okay, we would like to sign an agency agreement with you immediately. B: Think it over. We hope to keep a good business relationship with you. A: Thank you for your help. Notes:1. It seems your business is prosperous.看起来生意很兴旺。 2. Yes, not too bad. Our sales are going up year after year.- 是的，还可以。销量年年递增，3. And we still have a large potential production capacity. 我们的生产潜力还很大。4. Well, do you think of choosing a commission representative or agent abroad to promote your sales? 哦，你们是否想在国外选择一家代办商或代理人为你们推销产品？ commission representative 代办商5. We are willing to be your agent in Thailand for hand-tools.我们愿意在泰国做你方的手工工具代理人。6. It coincides with our desire. 这正合我们的心意7. Then, whats your usual commission rate for your agents? 那么，你们通常给代理人的佣金率是多少？8. Usually, we give a commission of 3% to our agents. 通常给代理人百分之三的佣金。 9. You see, we have a lot of work to do in promoting the sales, such as advertising on radio or TV, printing booklets, leaflets, catalogues，and so on. 你知道，为了推销你方的产品，我们要做 很多的工作。比如，在电台或电视上做广告，印刷小册子、传单和 商品目录等。10. It all costs. 3% is not enough. 这一切花销，百分之三是不够的。 11. Dont worry. Well allow you a higher commission rate if your sales score a substantial increase. - 别担心，如果你们的销量大幅度增长，我们会给予更高的佣金。 12. Now, if you sell US$ 2 million worth of hand-tools annually, we can only allow 3% commission.如你方手工工具的年销量为二百万美元，我们只能给百分之三的佣金。13. If the annual turnover exceeds US$ 5 million, you can get 5% commission.如果年销量超过五百万美元，你就可得到百分之五的佣金。14. What do you think of that? 你看如何？ 15. Then how do you pay the commission?那么，佣金如何支付？ 16. We may deduct the commission from the invoice value directly or remit it to you after payment. 我们可以直接从发票金额中扣除佣金，或在付款后汇给你方。17. We hope to keep a good business relationship with you. 我们希望与你方保持良好的贸易关系。 Lesson 7 Payment Terms 付款方式A: Since this is the first deal between us, I hope we can trade on customary terms, i.e., a letter of credit payable against sight draft.B:I understand your position. But at the moment, I do have some difficulty.Could you make an exception, say, to accept D/P?A:I would like to bend the rules a little if possible, but we accept D/P only if the amount is under USD2,000.This is not the case now. We could only accept confirmed, irrevocable L/C.B: As you are aware, payment by L/C is a bit complicated and expensive.Lets do this: if you can reduce the price by 2% and give us three months to raise money, wed be willing to give you a 10% down payment.A: And the balance by 90 days L/C?B: Yes.A: Im afraid Im not in a position to give you an immediate answer.Ill have to consult my head office.Well, my head office says the best we can do is to accept 60 days L/C.B:60 days? Thats all right.A: But we wish to point out that it is only with a view to encouraging future deals with you that we are accommodating you this time.B：OK. Im glad that we have settled the payment terms.Notes:1. Since this is the first deal between us, I hope we can trade on customary terms, i.e., a letter of credit payable against sight draft.由于这是我们之间的第一笔交易,我很希望能遵照惯例,也就是说,用即期信用证付款。i.e. (拉丁语) that is即letter of credit 信用证 复数为 letter of credits, 但在商业书信中常作大写，单数为L/C, 复数为 Ls/C。letter of credit payable against sight draft 是凭即期汇票付款的信用证；远期信用证的说法 usance L/C; time L/C; term L/C。 以见票三十天议付的信用证为例：a. 30 days (usance) L/Cb. (time)L/C at 30 daysc. (term)L/C at 30 days after sightd. L/C available by draft at 30 days after sight2. Could you mak