商务英语对话.doc

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 look forward to our tour of your plant. 我们盼着参观你们工厂。 2. If it is not too much trouble, we would like to talk to some of the technicians. 如果不是太麻烦的话，我们想与一些技术员谈一谈。 3. We learned a lot about your facilities and the process of wine making. 关于你们的酿酒设备和酿酒过程，我们了解了不少情况。 4. Were interested in learning about your food-making and pack- aging process. 我们想向你们学习食品加工和包装过程。 5. It was very kind of you to give me a tour of the plant. 谢谢你陪同我参观工厂。 6. You will surely know the products better after the visit. 参观工厂参观后你对我们的产品肯定会更了解。 7. Let me give you this list of departments first. 我先给你这份各个部门的清单。 8. Next to each department is its location and the name of the manager. 在每个部门的旁边都标有其具体位置和经理的姓名。 9. Please let us know when you will be free so that we can arrange the tour for you. 请告诉我们你们什么时候有空，我们好作安排。 10. Does the plant work with everything from the raw material to the finished product? 从原料到成品都是工厂自己生产吗？ Conversations Dialogue 1 A: If you are staying here for a few days, wed be delighted to see you at our factory. B: Its very kind of you to say so. My associate and I will be interested 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. - 如果你要在这里呆几天的话，我们很高兴你能到我们工厂来看看。 - 谢谢您的盛情。我的搭档和我很想参观你们的工厂。 - 请告诉我们你们什么时候有空，我们好作安排。 - 谢谢。今天下午我会给你电话以确认时间。再没有比亲自去看看更 好的了。 - 的确如此。参观后你会对我们的产品更了解。 Dialogue 2 A: Ill show you around and explain the operation as we go along. B: Thatll be most helpful. A: That is our office block. We have all the administrative depart- ments there. Down there is the research and development section. B: How much do you spend on development every year? A: About 3-4% of the gross sales. B: Whats that building opposite us? A: Thats the warehouse. We keep a stock of the faster moving items so that urgent orders can be met quickly from stock. B: If I placed an order now, how long would it be before I got delivery? A: It would largely depend on the size of the order and the items you want. - 我陪你到各处看看，边走边讲解生产操作。 - 那太好了。 - 那是我们的办公大楼。我们所有的行政部门都在那里。那边是研 发部。 - 你们每年在科研上花多少钱？ - 大约是总销售额的3%到4%。 - 对面那座建筑是什么？ - 那是仓库，存放周转快的货物，这样有急的订货时，就可以立刻 交现货。 - 如果我现在订购，到交货前需要多长时间？ - 那主要得看订单大小以及你需要的产品而定。 Dialogue 3 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. A: Does the plant work with everything from the raw material to the finished product? B: Our associates specializing in these fields make some accesso- ries. Well, here were at the production shop. Shall we start with the assembly line? A: Thats fine. - 这个工厂有多大？ - 面积有七万五千平方米。 - 比我想象的要大多了。什么时候建厂的？ - 七十年代初期。我们很快要庆祝建厂三十周年了。 - 祝贺你们。 - 谢谢。 - 这个工厂有多少员工？ - 五百个，我们是三班制。 - 从原料到成品都是工厂自己生产吗？ - 有些零配件是我们的联营单位生产的，他们是专门从事这一行的。 好了，我们到生产车间了。咱们从装配线开始看，好吗？ - 好的。 Dialogue 4 A: Put on the helmet, please. B: Do we need to put on the jackets too? A: Youd better, to protect your clothes. Now please watch your step. B: Thank you. Is the production line fully automated? A: Well, not fully automated. B: I see. How do you control the quality? A: All products have to go through five checks in the whole manufacturing process. B: Whats the monthly output? A: One thousand units per month now. But well be making 1,200 units beginning with October. B: Whats your usual percentage of rejects? A: About 2% in normal operations. B: Thats wonderful. Is that where the finished products come off? A: Yes. Shall we take a break now? - 请戴上安全帽。 - 我们还得穿上罩衣吗？ - 最好穿上，以免弄脏你的衣服。请留神脚下。 - 谢谢。生产线都是全自动的吗？ - 哦，不是全部自动的。 - 哦，那你们如何控制质量呢？ - 所有产品在整个生产过程中都必须通过五道质量检查关。 - 月产量多少？ - 目前每月一千套，但从十月份开始每月将为一千二百套。 - 每月不合格率通常是多少？ - 正常情况下为2%左右。 - 那太了不起了。成品从那边出来吗？ - 是的，现在我们稍微休息一下吧。 Dialogue 5 A: It was very kind of you to give me a tour of the place. It gave me a good idea of your product range. B: Its a pleasure to show our factory to our customers. Whats your general impression, may I ask? A: Very impressive, indeed, especially the speed of your NW Model. B: Thats our latest development. A product with high performance. We put it on the market just two months ago. A: The machine gives you an edge over your competitors, I guess. B: Certainly. No one can match us as far as speed is concerned. A: Could you give me some brochures for that machine? And the price if possible. B: Right. Here is our sales catalog and literature. A: Thank you. I think we may be able to work together in the future. - 谢谢你们陪同我看了整个工厂。这次参观使我对你们的产品范围有了一个很好的了解。 - 带我们的客户来参观工厂是我们的荣幸。不知道你总体印象如何？ - 很好，尤其是你们的NW型机器的速度。 - 那是我们新开发的产品，性能很好。两个月前刚投放市场。 - 和你们的竞争对手相比，我想这机器可以让你们多占一个优势。 - 当然。就速度而言，目前没有厂家能和我们相比。 - 能给我一些那种机器配套的小册子吗？如有可能，还有价格。 - 好的。这是我们的销售目录和说明书。 - 谢谢。我想也许将来我们可以合作。 Words and Expressions administrative Ed5ministrEtiv 行政的，管理的 gross rEus 总的，毛的 warehouse 5wZEhaus 仓库 square meter 平方米 anniversary 7Ani5vE:sEri 周年纪念 shift Fift 轮班 raw material 原料 accessory Ak5sesEri 零件，配件 assembly line 装配线 helmet 5helmit 安全帽 monthly 5mQnWli 每月的 output 5autput 产量，出产 reject ri5dVekt 等外品，废品 impressive / impression 给人印象深刻的/印象 performance pE5fC:mEns (机器等)工作性能 edge edV 优势，优越之处 automated 5C:tEumeitid 机械化的，自动的 concerned kEn5sE:nd 有关的 literature 5litEritFE 商品说明书之类的印刷宣传品 merge mE:dV (企业、团体等)合并 inspection in5spekFEn 检验 comment 5kCment 意见，评论 facility fE5siliti 设备 section 5sekFEn 部门，处，科，组 annual 5AnjuEl 每年的，年度的 capacity kE5pAsiti 生产量，生产力 A 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 discussions 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, 我们公司的总裁威廉泰勒先生和营销经理詹姆士罗杰斯先生，想来北京继续商讨合资企业之事。他们计划四月下旬出发并在中国停留一个星期左右。请告知我们，该访问计划对你们是否方便以及你们要建议的行程计划。 如果对他们的访问时间无异议的话，可否要求你方使馆签发所需签证？ Substitution Drills 1 A: Let us know when youre free. Well arrange the tour for you. Would you please tell me your schedule so that we could arrange the visit for you? Please tell us the time that suits you for us to set up the visit. B: Thank you. Ill give you a call this afternoon to set the time. Let me see. Im quite free Friday afternoon. Does that suit you? Tuesday next week would be best for me, if thats possible. 告诉我们您什么时候有空，我们好安排参观。 请告诉我您的行程，以便我们为您安排参观。 请告诉我们什么时候适合您来参观。 谢谢，我今天下午会给您打电话来定时间的。 让我想想，周五下午我有空。那个时间方便吗？ 如果可能的话，下周二对我最合适。 2 A:Ill show you around and explain the operations as we go along. guide you through the factory and ask our people to give you a demonstration of our latest models. take you around the factory and show you our machines in operation. B: Thatll be most helpful. Thatll be very interesting. Wed like that very much. 我会带您 到处看看，给您解释我们的操作。 参观工厂，叫我们的人给您演示我们的最新型号。 去工厂参观，带您去看我们运行中的机器。 那太有帮助了。 那会很有意思。 我们非常乐意。 3 A: How large is the plant? is the machine shop an area does this warehouse cover B: It covers an area of 75,000 square meters. Its total area is 4,000 It covers a total area of 5,000 工厂有多大？ 车间 仓库占地面积 它的占地面积有七万五千平方米。 它的总面积是四千平方米。 它的总面积是五千平方米。 4 A: When was the plant set up? When did you start the factory? How long has your factory been established? B: In the early 70s. Some twenty years ago by merging two small-sized ones. Weve been operating for about ten years. 工厂 是什么时候建立的？ 是什么时候开办的？ 建立多长时间了？ 在70年代早期。 大约20年前由两个小规模的工厂合并而成的。 我们已经运作大约10年了。 5 A: Do we need to put on the jackets? Do we have to wear the helmets? Must we wear the masks? B: Youd better protect your clothes. You should heads. Im afraid you must lungs. 我们 需要穿上上衣吗？ 一定要戴上头盔吗？ 一定要戴上面具吗？ 你 最好穿上，保护你的 衣服。 最好戴上，头部。 恐怕必须戴上，肺部。 6 A: Is the production line fully automated? computer-controlled? mechanized? B: Well, not fully automated. Well, not fully computer-controlled. Yes, fully mechanized. 生产线是全自动吗？ 全电脑控制吗？ 全部机械化吗？ 哦，不是全自动的。 哦，不是全电脑控制的。 是的，全部机械化。 7 A: How do you control the quality? How do your quality control systems operate? What kind of quality control do you have? B: All products have to go through five checks in the whole manufacturing process. Therere a total of five checks in the whole manufacturing process. All products have to pass strict inspection before they go out. 你们 怎么控制质量？ 的质量控制系统是怎么运行的？ 有什么样的质量控制？ 所有的产品在整个生产过程中都必须经过五道检查。 在整个生产过程中共有五道检查关。 所有的产品在出厂前必须经过严格的检查。 8 A: It gave me a good idea of your product range. understanding of your products. picture of your product areas. B: Its a pleasure to show our factory to our friends. I am glad it was useful. Im pleased you found it helpful. 这让我对你们的产品范围有了一个很好的了解。 带朋友参观我们的工厂是一种荣幸。 很高兴能起到一定的作用。 我非常高兴能对你有帮助。 9 A: Whats your general impression, may I ask? What do you think of our plant? Wed like to have your suggestion and comments. B: Very impressive, especially the speed of your NW Model. I was very impressed. You have fine facilities and efficient people. Im impressed by your approach to business. 可以问一下您的总体印象吗？ 您认为我们工厂如何？ 我们希望听取您的建议和评论。 很好,印象很深刻，特别是NW型的速度。 我真是大开眼界了，你们拥有很好的设备和高效率的员工。 我对你们的商业运作方法印象很深刻。 10 If it is not too much trouble, we would like to talk to your plant manager. your general manager your delivery department director 如果不是特别麻烦的话，我们想同你们的工厂经理 谈一下。 你们的总经理 你们的运输部主管 11 We look forward to our tour of your factory. visiting your company contacting you next month 我们盼着参观你们工厂。 参观你们公司 下个月与您联系 12 We learned a lot about your facilities. the process of wine making the technology of wine making the skills of driving 我们了解了许多关于 你们设备的情况。 酿酒的过程。 酿酒的技术。 驱动的技巧。 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. 我们已经收到了上星期天你方寄来的样品。 2. Weve got here our sales samples Type One and Type Two. 这里是我们一号和二号销售样品。 3. Our quality is based solely on our sales samples. 我们的质量完全以货样为准。 4. We sell goods as per the sales sample, not the quality of any previous supplies. 我们销售产品是以货样为标准，而不是凭过去任何一批货的质量。 5. You know we sell our tea according to our samples. 我们凭货样销售茶叶。 6. You cant see the difference between these grades. 你可以看看这些等级的差别。 7. These two grades are very much in demand. 这两种等级（的货）目前需求很大。 8. We are in urgent need of these two grades. 我们急需这两种等级的货。 9. The color of the shipment is much darker than that of your previous consignment. 这批货的颜色比上批要暗许多。 10. No doubt youve received the rejected samples of the inferior quality goods. 你们一定收到了质量低劣的抽样品。 11. I must advise you of the specifications of the goods. 我必须告诉你货物的规格。 12. Have you received the specifications as shown in our catalog? 你们收到了按我方目录所列的产品规格了吗？ 13. The quality is all right, but the style is a bit outdated. 质量没问题，只是式样有点过时。 14. We found the goods didnt agree with the original patterns. 我们发现货物与原来的式样不符。 15. The Double Fish brand is not so bad. The design is fresh and vivid. 双鱼牌不错，图案新颖。 16. The new varieties have very vivid designs and beautiful colors. 新产品图案新颖、色泽鲜艳。 17. The difference in quality is no more than usual and indeed unavoidable in this line of goods. 对于这种商品而言，品质上有差别是很常见的，而且的确难以避免。 18. They were carefully examined and picked only this morning. 这些是经过细心挑选、今天早上才摘下来的。 19. This kind of high-powered battery is produced with the latest technology. 这种高能量电池采用的是最新生产技术。 20. Stainless products are always popular because theyre rustproof. 不锈钢制品因为能防锈，所以很受欢迎。 Dialogue 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. 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. - 我可以向你保证，如果你买了我们的产品，你会得到好品质。 - 我看过你们的单件，我很满意。你们的商品质量高过标准质量。 - 我们投入了大量的资金来确保质量一流。我们不会为了即期利润而 有损质量。 - 是的，我方真的很愿意谈判后就订货。你们想谈判的话我们随时都 可以。 - 那最好不过了。我很高兴我们能在一起做生意。到明天早晨我方将 为您准备好一些报价单。 - 很好。还有，您不介意我要求看一下你方产品的检查报告吧，对 你们的质量分析我可能还有一些问题。 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. - 我对你们所有的产品都感兴趣，但这次我想购买烟火和蚊香。请报 CIF仰光到岸价。 - 请你说明需求数量，以便我们计算出保险费和运费。 - 我们打算试订一千打烟火和五百箱蚊香。 - 好吧!这是我们的FOB价目表。所有的价格都以我方最后确认为准。 - 你方的价格很合理，但我想知道你们能否给一个折扣?像这样的 商品，我们通常从欧洲供货商那里得到百分之二到百分之三的折 扣。 - 我们通常只报净价。我们的许多客户在这个报价上都做得很好。 A: Discounts will more or less encourage us to make every effort to push sales of your products. B: The quantity you ordered is much smaller than those of others. If you can manage to boost it a bit, well consider giving you a better discount. A: As far as a trial order is concerned, the quantity is by no means small. And generally speaking, we like to profit from a trial order. I hope youll be able to meet our requirements. B: Well, as this is the first deal between us, we agree to give you an one-percent discount as a special encouragement. A: 1%? Thats too low a rate. Could you see your way to increase it to 2%? B: Im afraid we have really made a great concession, and could not go any further. A: It seems this is the only proposal for me to accept. Ill come again tomorrow to discuss it in detail. B: All right. See you tomorrow. - 折扣或多或少能给我们一些鼓励，能使我们更加努力地推销贵方的 产品。 - 你们订的数量比其他客户少很多。如果你们能试着增加一点数量， 我们会考虑给予适当折扣。 - 做为试购，这个数量绝不算少了。一般来说，试购总应得到些利 润，希望你方能满足我们的要求。 - 由于这是我们的第一次交易，我们同意作为特殊照顾给予你们百分 之一的折扣。 - 百分之一？那太少了。能不能想办法增加到百分之二？ - 恐怕不行了，我们确实已做出了很大让步，无法再增加了。 - 看来，这是我唯一能接受的条件了。明天我再来和你们讨论细节问 题。 - 好吧！明天见。 Words and Expressions counter sample 对等样品 sampling 5sB:mpliN 抽样，实验样品 pattern sample 模型样品 duplicate sample 复样 color sample 色彩样品 subject to the counter sample 以对等样品为准 sample for reference 参考样品 sales by sample 凭样品买卖 Rangoon rAN5u:n 仰光（缅甸首都） premium 5primjEm 保险费 trial 5traiEl 尝试性的，实验性的 net price/ net weight/ net profit 实价，净价/净重/净利润 boost bu:st 提高 lag lA 走得慢，落后 mosquito coil incense 蚊香 concession kEn5seFEn 让步 trade mark 商标 brand 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） Notes 1. confirm 确认，证实 We confirm (receipt of) your letter of the 7th. 你七日来函收悉。 2. come to an agreement 达成协议 After a long discussion weve come to an agreement on barter trade. 经过长时间的讨论，我们已在易货贸易方面达成了协议。 3. because of 由于，因为 Because of heavy bookings, we cannot accep