courtesy 礼貌，恩惠，好意
to establish business relations with……与……建立商业关系
to enter into business relations with……与……建立商业关系
to recommend 推荐
to result in 导致，引起，结果
cooperation 合作
to avail ourselves the opportunity to do sth 给我们自己一个机会去做某事
craft 工艺品
handcraft 手工艺
Glad to see you in your company.很高兴在贵公司见到您。It's only a quarter's car ride.只有十五分钟的车程。Our lines are mainly arts and crafts.我们经营的商品主要是工艺品。We have been in this line of business for more than fifty years.我们经营这类商品已有五十多年的历史了。Suppose we make it，say two o'clock tomorrow afternoon.如果我们能去的话，那么就明天下午两点钟吧。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。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。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。Your firm has been introduced/recommended/passed on/to us by XX Company.某某公司向我方介绍了贵公司。
We express our desire to establish business relations with your firm.我们愿和贵公司建立业务关系。
We've come to know your name and address from the Commercial Counselor's Office of the Chinese Embassy in Sydney.我们从中国驻悉尼大使馆的商务参赞处得知你们的名字和地址。
By the courtesy of Mr.Johnson，we are given to understand the name and address of your firm.承蒙约翰逊先生的介绍，我们得知贵公司的名称和地址。
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。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。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。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。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。We specialize in the export of German light industrial products and would like to trade with you in this line.鉴于我方专营德国轻工业产品出口业务，我方愿与贵方在这方面开展贸易。Your letter expressing the hope of establishing business connections with us has met with approval.收到来函，得知贵方愿与我方建立业务关系，我们表示同意。
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。
A=Annie Taylor(安妮·泰勒)
B=Bob Wood(鲍伯·伍德)
A：Ah，these are the machines we're interested in.May we have a look at them？A：啊，这些就是我们感兴趣的机器。我们能看看吗？B：Certainly.But they are in the showroom.B：当然可以了，但它们在展示厅里。A：Is it far from here？A：离这里远吗？B：Not very far.It's only twenty minutes'car ride.Are you free now？B：不是很远，只有二十分钟的车程。你现在有时间吗？A：I will be free in the afternoon the day after tomorrow.Suppose we make it，say two o'clock p.m.the day after tomorrow.Could you manage that？A：后天下午我有时间。假如我们能去的话，那就后天下午两点吧。你方便吗？
B：Yes.I'll pick you up at your hotel.B：可以。我会来酒店接你们。
A=Peter Stanley(皮特·斯坦利)
B=Kathy Green(凯茜·格林)
A：Good morning.My name is Peter Stanley.I'm from Scotland.Here is my business card.A：早上好！我叫皮特·斯坦利，来自苏格兰。这是我的名片。
B：Thank you.I'm pleased to meet you，Mr.Stanley.I am Kathy Green，the representative of Green Textile Import and Export Corporation.B：谢谢。斯坦利先生，见到您非常高兴。我是凯茜·格林，是格林纺 织品进出口公司的代表。
A：Pleased to meet you too，Ms.Green.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.A：格林女士，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。
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.B：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。
A：Oh，yes.I had a look yesterday.I found some of the exhibits to be fine in quality and beautiful in design.The exhibition has successfully displayed to me what your corporation handles.I've gone over the catalogue and the pamphlets enclosed in your last letter.I've got some idea of your exports.I'm interested in your silk blouses.A：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。
B：Our silk is known for its good quality.It is one of our traditional exports.Silk blouses are brightly colored and beautifully designed.They've met with great favor overseas and are always in great demand.B：我们的丝绸以质量好著称，它是我们传统的出口商品之一。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 I have a feeling that we can do a lot of trade in this line.We wish to establish relations with you.A：有些看来还是最新的式样。我感觉我们在这方面可以做不少生意。我们希望同贵公司建立业务关系。
B：Your desire coincides with ours.B：我们双方的愿望是一致的。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.A：关于我们的财务状况、信用及声誉，你们可以通过香港银行，我们的当地商会或咨询社进行了解。
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 mutual 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.B：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。
A：That sounds interesting.I'll send a fax home.As soon as I receive a definite answer，I'll make a specific inquiry.A：听起来非常有趣，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。B：We'll then make an offer as soon as possible.I hope a lot of business will be conducted between us.B：到时我们一定尽快报价。我希望我们之间能做成很多生意。
A：So do I.A：我也一样。B：I hope everything would be smooth.B：希望一切进展顺利。A：That's what I want to say.A：那正是我要说的。B：I'll give you the lowest price in the future.B：将来我们一定给你们最低的价格。
A：Thank you.A：谢谢。
1.travel on business 因公事出差，出公差，后面可以加交通方式，例如travel on business by plane/train/bus/ship.另外，on business指因为公事，所以还可以构成其他短语像fly to somewhere on business或be away on business.
2.be impressed by sb./sth.指对某人某物或某事印象深刻。impressed可以由副词much修饰，表示程度深，"留下非常深刻的印象"。例如：The tourists are much impressed by the beauty of New York.纽约的美丽给游客们留下了非常深刻的印象。
3.be known for 因……出名，相当于短语be famous for.例如：China is known/famous for its tradition of drinking tea.中国因饮茶的传统而闻名。
4.meet with great favor 很受欢迎。例如：Our new product has met with great favor home and abroad.我们的新产品在国内外都很受欢迎。
5.in great demand 需求量很大的，畅销的。例如：The pop singer's new CD is in great demand.这位流行歌手的新唱片很畅销。
6.coincide with与……重合，附和，一致。例如：Their ideas coincide with each other.他们的想法相互重合。
7.make an inquiry 商业中的询盘，多指交易双方中的买方在准备购买某种商品时，向对方询问该商品的规格，品质，数量，价格，包装，装运以及索取样品等；make an offer则是与询盘相对的发盘，也叫报盘，多指卖方根据买方的要求，告知买方交易条件，包括买方询问的商品的规格，品质，数量，价格，包装，装运以及样品等。
8.A lot of business will be conducted.business 可以与conduct或do搭配，表示做生意。例如：The two companies have been doing business with each other for a long time.这两家公司已经一起做生意很长时间了。
9.I hope everything would be smooth.希望一切顺利。这里从句中用了虚拟语气，是对未来还没有成为现实的事情的假设。smooth原意指事物光滑，指事情时则指事情顺利。
世界重要传统节日一览
元旦(1月1日)——NEW YEAR'S DAY
成人节(日本，1月15日)——ADULTS DAY
情人节(2月14日)——ST.VALENTINE'S DAY
元宵节(阴历1月15日)——LANTERN FESTIVAL
狂欢节(巴西，二月中下旬)——CARNIVAL
桃花节(日本女孩节，3月3日)——PEACH FLOWER FESTIVAL
国际妇女节(3月8日)——INTERNATIONAL WOMEN'S DAY
圣帕特里克节(爱尔兰，3月17日)——ST.PATRICK'S DAY
枫糖节(加拿大，3-4月)——MAPLE SUGAR FESTIVAL
愚人节(4月1日)——FOOL'S DAY
复活节(春分月圆后第一个星期日)——EASTER
宋干节(泰国新年，4月13日)——SONGKRAN FESTIVAL DAY
食品节(新加坡，4月17日)——FOOD FESTIVAL
国际劳动节(5月1日)——INTERNATIONAL LABOUR DAY
男孩节(日本，5月5日)——BOY'S DAY
母亲节(5月的第二个星期日)——MOTHER'S DAY
把斋节——BAMADAN
开斋节(4月或5月，回历十月一日)——LESSER BAIRAM
银行休假日(英国，5月31日)——BANK HOLIDAY
国际儿童节(6月1日)——INTERNATIONAL CHILDREN'S DAY
父亲节(6月的第三个星期日)——FATHER'S DAY
端午节(阴历5月5日)——DRAGON BOAT FESTIVAL
仲夏节(北欧6月)——MIDSUMMER DAY
古尔邦节(伊斯兰节，7月下旬)——CORBAN
筷子节(日本，8月4日)——CHOPSTICKS DAY
中秋节(阴历8月15日)——MOON FESTIVAL
教师节(中国，9月10日)——TEACHER'S DAY
敬老节(日本，9月15日)——OLD PEOPLE'S DAY
啤酒节(德国，10月10日)——OKTOBERFEST
南瓜节(北美10月31日)——PUMPKIN DAY
鬼节(万圣节除夕，10月31日夜)——HALLOWEEN
万圣节(11月1日)——HALLOWMAS
感恩节(美国，11月最后一个星期四)——THANKSGIVING
护士节(12月12日)——NRUSE DAY
圣诞除夕(12月24日)——CHRISTMAS EVE
圣诞节(12月25日)——CHRISTMAS DAY
新年除夕(阴历12月31日)——NEW YEAR'S EVE
春节(阴历1月1日)——SPRING FESTIVAL(CHINESE NEW YEAR)
Boss Wants Too Much
For thirty years，Brook had arrived at work at 8 a.m.on the dot.He had never missed a day and was never late.
Consequently，when 8 a.m.passed without Brook's arrival on one particular day，it caused a sensation.All work ceased，and the boss himself，looking at his watch and muttering，came out into the corridor.
Finally，precisely at 9 a.m.，Brook showed up，clothes dusty and torn，his face scratched and bruised，his glasses bent.He limped painfully to the time clock，punched in，and said，aware that all eyes were upon him，'I tripped and rolled down two flights of stairs in the subway，nearly killed myself.'
And the boss said，'And to roll down two flights of stairs took you a whole hour？'
Inquiry 询盘
inquirer 询盘者
inquiry 询盘
inquiry sheet 询盘单
to inquire about 对……询盘
specific inquiry 具体询盘
an occasional inquiry 偶尔询盘
to keep inquiry in mind 记住询盘
to make an inquiry 发出询盘
favorable 优惠的
firm price 实价，实盘
sales conditions 销售条件
to make delivery 交货
to make promptdelivery 即期交货
payment terms 付款方式，付款条件
special orders 特殊订货
Inquiries are dwindling.询盘正在减少。Inquiries are dried up.询盘正在绝迹。Thank you for your inquiry.谢谢你们的询价。May I have an idea of your prices？可以了解一下你们的价格吗？Can you give me an indication of price？你能给我一个估价吗？Please let us know your lowest possible prices for the relevant goods.请告知你们有关商品的最低价。
If your prices are favorable，I can place the order right away.如果你们的价格优惠，我们可以马上订货。When can I have your firm C.I.F.prices，Mr.Zhang？张先生，什么时候能得到你们到岸价的实盘？As soon as the price picks up，inquiries will revive.一旦价格回升，询盘将恢复活跃。
We cannot take care of your inquiry at present.我们现在无力顾及你方的询盘。
Your inquiry is too vague to enable us to reply you.你们的询盘不明确，我们无法答复。Heavy inquiries witness the quality of our products.大量询盘证明我们产品质量过硬。Inquiries are so large that we can only than allot you 150 cases.询盘如此之多，我们只能分给你们150箱货。Generally speaking，inquiries are made by the buyers.询盘一般由买方发出。
Mr.Smith is sent to Beijing to make an inquiry at China National Textiles Corporation.史密斯先生来北京向中国纺织公司进行询盘。
We regret that the goods you inquire about are not available.很遗憾，你们所询的货物现在无货。In the import and export business，we often make inquiries at foreign suppliers.在进出口交易中，我们常向外商询盘。To make an inquiry about our pears，a representative of the French company paid us a visit.为了对我们的梨子询盘，那家法国公司的一名代表访问了我们。
Now that we've already made an inquiry about your articles，will you please reply as soon as possible？既然我们已经对你们产品询盘，可否尽快给予答复？
China National Silk Corporation received the inquiry sheet sent by an American company.中国丝绸公司收到了美国一家公司的询盘单。
Would you tell us your best prices C.I.F.Hannover for the desks？你能告诉我们你方桌子到汉诺威到岸价的最低价格吗？Will you please tell the quantity you require so as enabling us to sort out the offers？为了便于我方报价，可以告诉我们你们所要的数量吗？We'd like to know what you can offer as well as your sales conditions.我们想了解你们能供应什么，以及你们的销售条件。Do you take special orders？你们接受特殊订货吗？Could you please send us a catalog of your hats together with terms of payment？你能给我们寄来一份帽子的目录，连同告诉我们付款方式吗？We have inquired of Manager Liang about the varieties，quality and price of flower.我们向梁经理询问了花的品种、质量、价格等问题。We answered the inquiry received from the firm.对该公司的询价信，我们已经回复。We have an inquiry for the goods received from the firm.我公司已收到，该公司关于这类商品的询盘。We invited inquiries for the goods from the customers.我们已邀请客户对该商品提出询价。Will you please let us have a list of items that are imported by you？如能得到贵方特殊的询价，则甚为感谢。We shall be glad to have your specific inquiry.敬请将贵公司的进口商品目录寄来为荷。Please put us on your best terms，as this order forms part of a contract.由于这一次订购是合同的组成部分，请提供最好的条件。Please state your best terms and discount for cash.请告知以现金支付的优惠条款和折扣比例。Please put us on your very best shipping terms as regards discount.由于打折扣，请告知最好的装货（船）条件。Please let us have information as to the price and quality of the goods.请告知该商品的价格和质量。
Kindly favor us with the lowest cash price for the goods.敬请告知该货以现金支付的最低价格。Kindly let us know at what price you are able to deliver quantities of best refined salt.敬请告知贵公司可供应的上等盐的数量和价格。At what lowest price can you quote for 100 bags corn for November？请报100包玉米，11月份交货的最低价格是多少？
The following are two different situations concerning making an inquiry and an offer.
下面是两种不同的情形，分别是询盘和报盘。
(1)A：How many different models of this do you offer？A：这个你们有多少种不同的型号？
B：We have five different ones.B：我们有五种。A：Is there much of a price difference？A：它们的价格有很大的差别吗？B：Yes，so you had better look over our specifications first.B：是的，所以您最好先把我们的规格说明细看一遍。A：You're asking too much for this part.A：这零件你们要价太高了。B：We have some cheaper ones.B：我们有便宜一点的。A：What is the price difference？A：价钱差多少？B：The basic model will cost about 10％less.B：基本型的便宜约10％左右。
(2)A：We can offer you this in different levels of quality.A：这产品我们有三种不同等级的品质。
B：Is there much of a difference in price？B：价钱也有很大的差别吗？A：Yes，the economy model is about 30％less.Is this going to satisfy your requirements？A：是的，经济型的大约便宜30％。这种型号能满足你的要求吗？
B：Actually，it is more than we need.B：事实上，已超出我们所需要的。A：We can give you a little cheaper model.A：我们可以提供给你便宜一点的型号。B：Let me see the specifications for that.We'll take that one.B：让我看看它的规格说明书吧。我们就买那种了。
A=Mr.Baker(贝克先生)
B=Mr.Yang(杨先生)
To make an inquiry about the silk produced by China National Textiles Corporation，Mr.Baker，a representative of the American company is sent to Beijing to pay a visit to the corporation and make an inquiry.Mr.Yang，sales manager of the company is having a conversation with him.为了对中国纺织公司的丝绸询价，贝克先生，美国公司的一名代表来北京探访中国纺织公司，并进行询价。该公司的销售经理，杨先生，正在与其会谈。
A：Your company is vey famous for producing fine textiles.We would like to buy a large number of silk from your company if the price is favorable.A：贵公司在生产精致的纺织品方面非常著名。我们想从贵公司购买大量的丝绸，如果你方价格优惠的话。
B：We would like to do business with you，too.What kind of silk do you want？B：我们也想与您做生意。您想要什么样的丝绸？A：Could you please give us a short introduction of the varieties，quality and price，and so on and so forth，of the silk？A：能否请您给我们简短地介绍一下丝绸的品种、质量、价格等，可以吗？
B：Of course.Here is the catalog of our products，with samples inside.We have fifteen different types of silk.Which type are you interested in？B：当然。这是我们产品的目录，内附样品。我们有15个不同类型的丝绸。您对哪种类型感兴趣？
A：These three types look good and they feel good，too.Can you give me an indication of price？If your prices are favorable，I can place the order right away.A：这三类看起来不错，摸起来感觉也很好。您能给我一个估价吗？如果你们的价格优惠，我们可以马上订货。
B：Will you please tell the quantity you require？B：可以告诉我们你们想要的数量吗？
A：About sixty cases each.A：大约每种60箱。B：Five hundred dollars per case.That is our lowest F.O.B.prices.B：每箱500美元。这是我们最低的离岸价。A：What about your C.I.F.prices？A：请问您的到岸价格是多少？B：I cannot give you our C.I.F.prices now.I can provide you our firm C.I.F.price tomorrow.B：我现在给不了您我们的到岸价，明天我可以为您提供我们的到岸实价。
A：Ok.A：好的。
1.satisfy 表示某物或某事使某人满意，所以一般为事物作主语，而人为宾语，例如：Her current job satisfies her.她现在的工作令她满意。如果人作主语，则应该用短语be satisfied with sth.，则上句可以改为：She is satisfied with her current job.意思不变。
2.so on and so forth 诸如此类，等等，用于无法列举所有事物的情况。
3.F.O.B.price 指离岸价，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。
An Example of First Inquiry and Reply
First inquiry
Dear Sirs，
We have learned from Mr.Hill and the Michigan Company that you manufacture a range of highfashion carpets in a variety of styles.We operate a quality retail business and although our sales volume is not large yet，we obtain high prices for our goods.Would you please send me a copy of your carpet catalogue with details of your prices and payment terms？
We would find it most helpful if you could also supply samples of the various materials from which the carpets are made.
Reply to the first inquiry
Dear Sirs，
Thank you for your enquiry of 21 November.We are pleased to hear that you are interested in our products.
We are sending you a copy of our latest catalogues under，separate cover，together with samples of some of the materials we regularly use in the manufacture of our products.
I regret to say that we cannot send you the full range of samples.You can be assured，however，that the materials which are not included in the sample are of the same high quality.
Mrs.Susan Black，our European sales manager，will be in the UK next week and will be pleased to contact you then.She will have with her a wide range of our products.When you see them，we think that you will agree that only the best quality materials are used，and that the high standards of workmanship will appeal to the most discriminating buyer.
We also manufacture a wide range of quilts and blankets in which you may be interested.They are fully illustrates in our catalogue and are of the same high quality as our carpets.Mrs.Black will be able to show you examples when she is there.We look forward to receiving an order from you.
Life after Death
A primary school teacher asked one of her students，'Do you believe in life after death？'
The boy answered，'Yes，I do！'The teacher said，'Well，it is good that you believe，because your grandpa came to school to see me today，though you told me yesterday that you needed to take a day off to attend his funeral！'
Offer and Counteroffer 报盘与还盘
to make/give an offer for 对……报盘
to submit an offer 提交报盘
to get/obtain an offer 获得……报盘
to forward/send an offer 寄送报盘
to cable/telegraph an offer 电报（进行）报盘
to accept an offer 接受报盘
firm offer 实盘
nonfirm offer 虚盘
official offer 正式报价（报盘）
to extend an offer 延长报盘
to renew an offer 恢复报盘
to withdraw an offer 撤回报盘
to decline an offer 谢绝报盘
to turn down an offer 谢绝报盘
unacceptable 不可接受的
workable 可行的
wild speculation 漫天要价
the preference of one's offer 优先报盘
at wide intervals 间隔时间太长
counteroffer 还盘，还价
quote 报价
quotation 价格
cost of production 生产费用
reasonable 合理的
competitive price 有竞争性的价格
offeror/offerer 发价（盘）人
offeree 被发价人
offering 出售物
offer letter 报价书
offer sheet 出售货物单
offer list/book 报价单
offer price 售价
offering date 报价有效期限
offering period 报价日
concentration of offers 集中报盘
combined offer 联盘，搭配报盘
lump offer 综合报盘（针对两种以上商品）
to make a bid 投标
We're willing to make you a firm offer at this price.我们愿意以此价格为你报实盘。
We can offer you a quotation based upon the international market.我们可以按国际市场价格给您报价。We'll let you have the official offer next Wednesday.下星期三就给您正式报盘。
We have accepted your firm offer.我们已接受了你们报的实盘。We can't accept your offer unless the price is reduced by 7％.除非你们减价7％，否则我们无法接受报盘。I'm afraid I don't find your price competitive at all.我看你们的报价毫无任何竞争性。Let me make you a special offer.好吧，我给你一个特别优惠价。It's a pleasure for us to offer you the goods as follows.非常荣幸地向你方报盘如下。
It is difficult to quote without full details.未说明详尽细节难以报价。This offer is subject to the goods being unsold.该报盘以商品未售出为准。
This offer is based on an expanding market and is competitive.此报盘着眼于扩大销路而且很有竞争性。We prefer to withhold quotation for a time.我们宁愿暂停报盘。Buyers do not welcome offers made at wide intervals.买主不欢迎报盘间隔太久。
Now we look forward to replying to our offer in the form of counter offer.现在我们希望你们能以还盘的形式对我方报盘予以答复。Our offers are effective for 10 days.我们的报盘十天有效。We cannot make any headway with your offer.你们的报盘未得任何进展。
I'll respond to your counter offer by reducing our price by five Yuan.我同意你们的还价，减价5元。
The offer holds good until 5 o'clock p.m.16th of May，2008，London time.报价有效期到2008年5月16日下午5点，伦敦时间。This offer is subject to your reply reaching here before the beginning of next month.该报盘以你方下月前到达我地为有效。The offer is not workable.报盘不可行。I appreciate your counter offer but find it too low.谢谢您的还价，可我觉得太低了。
We have extended the offer as your request.我们已按你方要求将报盘延期。
The offer is given without engagement.报盘没有约束力。We are in a position to offer sugar from stock.我们现在可以报糖现货。
We'll try our best to get a bid from the buyers.我们一定尽力获得买主的投标。
I'm waiting for your offer.我正等您的报价。All your prices are on C.I.F.basis.
你们所有价格都是成本加运费保险费价格。Can you make an offer，C.I.F.Qingdao，at your earliest convenience？您能尽快报一个青岛港成本加运费价格吗？I'd like to have your lowest quotations，C.I.F.London.请报伦敦到岸价的最低价格。
Please make us a cable offer for 6 tons of wheat.请电报6吨小麦的价格。
We quote this article at 100 per M/T C.I.F.我们报成本加运费价每吨100英镑。We have received offers recently，most of which are below 50 Euro.我们最近的报价大多数都在50欧元以下。Moreover，we've kept the price close to the costs of production.再说，这已经把价格压到生产费用的边缘了。I think the price we offered you last week is the best one.相信我上周的报价是最好的。
No other buyers have bid higher than this price.没有别的买主的出价高于此价。
We prefer to withhold offers for a while.我们宁愿暂停报盘。Buyers are worried at the lack of offer.买主因无报盘而苦恼。Let's have you counter offer.请还个价。Do you want to make a counter offer？您是否还个价？I should have thought my offer was reasonable.我本以为我的报价是合理的。
Buyers do not welcome offers made at wide intervals.买主不欢迎报盘间隔太久。
I appreciate your counter offer but find it too low.谢谢您的还价，可我觉得太低了。
Now we look forward to replying to our offer in the form of counter offer.现在我们希望你们能以还盘的形式对我方报盘予以答复。We make a counter offer to you of 300 per metric ton F.O.B.Sydney.我们还价为每公吨悉尼离岸价300英镑。
A=Mrs.Smith(史密斯女士)
B=Mr.Black(布莱克先生)
A：Mr.Black，I'm anxious to know about your offer.A：布莱克先生，我很想知道你们的报盘情况。B：Well，Mrs.Smith，Here it is，three hundred cases of scarves of all colors，200 Euro a case and two hundred cases of hats，300 Euro a case，C.I.F.Berlin.Shipment will be in September.B：史密斯女士，这个就是：300箱各色围巾和200箱帽子，成本加运费保险费到柏林价，分别是每箱200欧元和每箱300欧元，九月装船。
A：That's too high for us to make any sales.B：价格太高，我们很难销售出去。B：I'm quite surprised to hear you say that，Mrs.Smith.You know the price of hats and scarves has increased since the beginning of this year.Besides，ours are more preferable than what you might get anywhere else.B：史密斯女士，你这么说我很吃惊。你知道从今年年初开始帽子和围巾的价格已经上涨。此外，我们的价格比起你从别处可以买到的价格是较为优惠的。
A：I'm afraid I can't agree with you there.Some suppliers have just provided us with a much lower price than that of last year.A：这点我恐怕不能同意。一些供应商向我们提供过比去年更低的价格。
B：If you insist on that，I have nothing to say.But everybody in our trade would agree that our products enjoy the best quality of all.I should say the price is quite reasonable，considering the quality.B：如果你坚持，我没什么好说的。但是，我们同行都一致同意我们的商品质量是最好的。结合质量考虑，我认为这个价格很合理。
A：We know that your products are of high quality and for that reason we would like to do business with you.However，if your price remains this high，your products still are not competitive in hats market.I have heard that a lot of companies have begun lowering their prices.A：我们知道你们的产品质量上等，就是这个原因，我们才想和你们做生意。但是，如果你们的价格保持这么高，你们的产品在市场上还是没有竞争力。我听说许多公司已经开始降价了。
B：So far our scarves and hats，as well as socks and clothes have taken a good position in the competition.Although our price may be a little higher，the very fact that our products still sell well speaks for itself.B：到目前为止，我们的围巾和帽子，还有袜子和衣服都在市场竞争中都占据有利位置。尽管我们的价格可能稍微有点高，但是它们仍然很畅销，这就足以证明我们的竞争力。A：But it's really hard for us to persuade our clients to buy the hats and scarves at your price.A：不过我们真的很难说服我们的客户们接受你方的价格。B：To be frank with you，if it weren't for the fact that we have been doing business for many years，we wouldn't consider making you a firm offer at that special price.B：坦率地说，如果不是因为我们之间作了这么多年生意，我们本来不会考虑以这个特殊的价格报实盘的。A：All right.In order to do business with you，I accept that price.A：好吧，为了与你方做生意，我接受那个价格了。B：I'm glad that we can reach an agreement on the price.B：很高兴我们就价格问题达成了协议。
A：Now about the quantity.You said you could offer me only 300 cases，which may be not enough.I hope you can offer me about 500 cases.A：现在谈谈数量问题。你说只能供应300箱，这不够，我希望你能给我们提供大约500箱。
B：I am afraid we can't.Due to the rapid growth of both domestic and foreign markets，our production hasn't been able to go forward at an equal pace with the demand.Three hundred cases are the best we can offer you at present.B：由于国内外市场迅速发展，我们的生产已赶不上需求。目前我最多能报300箱。
A：I see.We'll take the 300 cases this time.But I do hope you can offer more next time.A：好吧，这次我们就接受300箱，但希望下次你方能多供应些。
B：We'll try to do better next year.B：明年我们会努力多供应一些。
A=Mr.He(何先生)
B=Mr.Qreen(格林先生)
A：Mr.Green，let's have your firm offer now.A：格林先生，现在给我们报实盘吧。
B：Gladly.Here's our offer，300 Euro per ton，F.O.B.Singapore.You may notice the quotation is much lower than the current average price.B：好的。这是我们的报盘：每吨300欧元，新加坡船上交货价。你可能注意到了我们的价格比目前市价低很多。
A：I'm afraid I cannot agree with you there.We have quotations which are much lower than yours.A：恐怕我不能同意这一点。我们收到过比你们更低的报盘。B：Well，then，what's your expected price？B：那好吧，你们的期望价格是多少？A：We have always been advocating doing business on the basis of mutual benefit.I suggest a preferential price for both of us should be somewhere around 250 Euro per ton F.O.B.Singapore.A：我们一向都是在互利的基础上做交易，我建议每吨250欧元左右，新加坡船上交货价，这个价格对我们双方都有利。
B：I'm sorry your counter offer differs too much from our offer.It's impossible for us to accept your price，I'm afraid.B：很遗憾，你方还盘与我们的价格差距太大了，我们恐怕不能接受你们的还盘。
A：Mr.Green，you have done business in this trade for many years.I believe you know that our price is not out of no base.It is the common price in the international market these days.A：格林先生，你在这行做生意也很多年了，我相信你应该知道我们的还盘也不是没有根据的。这是当今国际市场的普遍价格。
B：I don't see how I can pull this business through，Mr.He.Let's meet each other half way.Mutual efforts will carry us a step forward.B：何先生，我不知道怎样才能把这生意做成。我们各让一半吧，共同努力才能使我们前进一步。
A：Now Mr.Green，what we have given is a fair price.A：格林先生，我们出的价格是公平合理的。
B：Well，we can accept your price but you must agree to buy as many as we have requested.B：好吧，如果你方接受我们的数量，我们就接受你方的价格。
A：What is your requested quantity then？A：你们要求的数量是多少？B：It'll be somewhere around 1，000 tons.B：大约1000吨。A：OK.It's a deal.A：好，成交。B：We'll be waiting for your orders.B：我们等待你方的订单。
1.to be anxious to do sth.表示急切想知道某事。例如：The students are anxious to know the results of the exams.be anxious about则表示对某事担心。例如：The parents are anxious about the safety of their children.父母担心他们子女的安全。
2.to be frank with you 或者to be honest with you或者to be frank/honest 都是口语中的常用句，意为"坦率地说，诚实地说"，表示说话人强调所说的话是自己的真实想法，是可信的。例如：To be frank，she is really too fat.说实话，她确实太胖了。
3.firm offer 指商业中的稳定报价或实价，也可以指大学给学生的确定的录取通知书。例如：Susanne received the firm offer from Sydney University last week.上周苏珊娜收到了悉尼大学确定的录取通知书。
A letter of offer
Dear Sir，
This is to confirm your email of 2 July，2008，asking us to make your firm offers for rice and soybeans CIF Singapore.
We email you this morning offering you 300 metric tons of polished rice at US$2，400 per metric ton，CIF Singapore，for shipment during August or September 2008.This offer is firm，subject to the receipt of your reply before 16 July 2008.
Please note that we have quoted our most favorable price and are unable to entertain any counter offer.With regard to soybeans，we advise you that the few lots we have at present are under offer.If，however，you were to make us a suitable offer，there is possibility of our supplying them.
As you know，it has been a heavy demand for these commodities lately and this has resulted in increased prices.You may，however，take advantage of the strengthening market if you send an immediate reply.
Sincerely yours，
XXX
One day a student was taking a very difficult essay exam.At the end of the test，the professor asked all the students to put their pencils down and immediately hand in their tests.The young man kept writing furiously，although he was warned that if he did not stop immediately he would be disqualified.He ignored the warning，finished the test 10 minutes later，and went to hand the test to his instructor.The instructor told him he would not take the test.
The student asked，'Do you know who I am？'
The professor said，'No and I don't care.'
The student asked again，'Are you sure you don't know who I am？'
The professor again said no.So the student walked over to the pile of tests，placed his in the middle，and then threw the papers in the air.
'Good'the student said，and walked out.He passed.
Package 包装问题
damage 损坏
fragile 易碎的
durable 耐用的
to bear 承担，担负
poisonous 有毒的
cargo 货物
in bundle 捆装
conspicuously 醒目的
wrapper 封套，包装物
transparent paper 透明纸
to catch the eye 引人注目
stevedore 装卸工，搬运工
proper packing 包装合格
dampness 潮湿
in good condition 状况良好
waterproof 防水
pilferage 偷窃
strap 带，铁皮带
comparatively 稍微，有点
mishap 灾祸，恶运
packing intact/sound 包装完整
improper packing 包装不妥
economical packing 经济的包装
corrugated cardboard boxes 有波纹的硬纸箱
These goods are very expensive，and easily damaged.这批货很贵又容易被损坏。Last time you told me that you wanted the most economical packaging.上次你跟我说要最经济的包装。We always take extra care with every shipment.每批货我们都会特别小心的。Because this article is fragile，please package it with durable material.这种物品易碎，请以耐用材料来包装。Does the cost of this article include packaging？这种物品的价格包含包装费吗？
As a usual practice，the buyer ought to bear the charges of packaging.通常，包装费用应由买方负担。
The outer packaging should be strong enough for transportation.外包装应坚固，适合于运输。
As to the inner packaging，it must be attractive and helpful to the sales.至于内包装，必须具有吸引力，有利于促销。For dangerous and poisonous cargo，the nature and the generally adopted symbol shall be marked conspicuously on each package.对于危险品和有毒的货物，在每件包装上应有醒目的标记及性质说明。
We usually pack each piece of skirts in a box，fifty boxes into a wooden case.我们通常把每件短裙装入一个盒子里，五十个盒子装一个木箱。Nowadays soft drinks are usually packaged in plastic bottles.现今饮料通常使用塑料瓶装。
The wooden case should be not only durable but also strong enough to protect the goods from any damage.木箱不仅要耐用，还要十分坚固足以保护货物不受任何损失。
Please pack every screen into a cardboard box，five into a wooden case.请把每台显示器装入一个纸板箱，每五台装一木箱。All the cases are strongly packed in accordance with your request.按你方要求，所有箱子都包装得很牢固。The outer packing is at buyer's option.外包装由买方选择。Please be assured that the packaging is strong enough to withstand rough handling.请确保此包装牢固，足以承受粗糙地搬运。The goods must be packed in strong paper bags as stipulated in the contract.货物应按合同规定用厚牢固纸袋包装。A=Mr.Wang(王先生)
B=Mr.Johnson(约翰逊先生)
A：Hi，Mr.Johnson，we have visited your factories and I'm very satisfied with your factories'production conditions.A：嗨，约翰逊先生，我们已参观了你的工厂，并对你们工厂的生产条件很满意。
B：Yes，we have rich experience in making electric fans.All our products enjoy high prestige in the world market.B：是的，我们厂在制造电风扇方面经验丰富。我们的所有产品在国际市场上享有很高的声誉。A：That's very good.But I have little knowledge about the packing of your products.Could you let me know some details about your packaging？A：太好了。但是我对你们产品的包装了解甚少。你能给我讲讲包装的具体情况吗？
B：Of course.Let's go to our showroom on the ground floor，where you can have a clear idea about our packaging.This way，please.B：当然了，我们去一楼的陈列室吧，在那里你能对我们的包装有个清晰的了解。这边走。
(Now they are in the showroom.They are walking around the room looking at the samples of packaging.Mr.Johnson is explaining the packing to Mr.Wang.)(他们到了陈列室。他们在陈列室边走边看包装样品。约翰逊先生正给王先生解释包装情况。)
B：These are the various kinds of packing for our fans.Normally，we have three types of packing：skin packing，hanging packing，and blister packing.B：这些是风扇的各种包装。通常有三种：薄膜包装、挂式包装、罩板包装。
A：Oh，the packing looks very nice.A：哦，这些包装很好看。B：The blister packing is the most popular for the fans in the world market.It ensures safety，catches the eyes and helps push sales.B：罩板包装是风扇在世界市场上最受欢迎的包装。它确保安全，惹人注目，能帮助促销。
A：Good，what about the export packing？A：很好，那么出口如何包装？B：Well，each is packed in a box，and 50 boxes in a wooden case.B：每台风扇装在一个盒子里，五十盒装一木箱。A：Is the wooden case strong enough for transportation？50 electric fans are quite heavy.A：木箱是否很坚固适应运输需要？五十台电风扇很重。
B：You can rest assured of that.So far，all of our clients are satisfied with our packing.B：这点你尽可放心。目前，我们所有的客户对我们的包装都很满意。
A：I'm glad to hear that.By the way，do you accept neutral packing？A：这样太好了。顺便问一下，你们接受中性包装吗？B：Yes，we can pack the fans according to your requirements.B：接受，我们可以根据你方的要求包装风扇。A：Very good.Ok，Mr.Johnson，I'm now totally satisfied with every detail of your products.You can execute our first order now，and I will open the L/C immediately after I return to Hong Kong.A：好，约翰逊先生，就这样吧，我对你们产品的每个细节都很满意。现在你可以生产我们的第一批订货了。我回到香港后就立即开立信用证。
B：All right.We'll make the shipment as soon as you give us your L/C.B：那好，一收到你方信用证，我们即安排装运。
A=Mr.Smith(史密斯先生)
B=Mr.Williams(威廉姆斯先生)
A：Mr.Williams，shall we now discuss the packaging？A：威廉姆斯先生，我们来谈谈包装好吗？B：Very well.You know，we have varied ways to package suits.We can package the suits according to your requirement.B：好。你知道，我们对西装包装有各种各样的方式。我们可以根据你们的要求进行包装。A：Good.We would like to have a wrapping that catches the eye，so that it can help us push the sales.With competition from similar suits producers，the products must not only be of good quality but also look attractive.A：好。我们希望用引人注目的袋子，因为那会有助于我们推销产品。因为有许多类似的服装与我们竞争，所以我们的商品不仅要货真价实，还要能吸引人。
B：Right you are.We are also trying to make sure that the suits appeal to the eye as well as to the price.We suggest you have the transparent wrapper for each suits，so as to get them ready for window display.B：这点你说对了。我们会注意把女衫做得非常美观。我们建议你用透明袋包装西装，这样他们可直接放在橱窗里陈列。
A：What about the outer packing then？A：那么外包装是怎么样的？B：We'll pack 50 suits to a carton.The gross weight of a carton is about 30 kilos.B：五十套装一个纸箱，每个纸箱的毛重大约是30公斤。A：What kind of cartons do you use？Are they durable？A：你们用什么样的纸箱？它们耐用吗？B：Yes，you can be assured about that.We will use corrugated cardboard boxes and this kind of boxes is waterproof.B：是的，这点你可以放心。我们会用瓦楞纸板箱，这种纸箱是防水的。A：Could you use wooden cases instead？A：你能不能用木箱代替？B：Why wooden cases？B：为什么要用木箱呢？A：I'm afraid the cardboard boxes are not strong enough for such a heavy load.A：我恐怕纸板箱不够结实，经受不住装这么重的货物。B：The cartons are relatively light，and therefore easy to carry.Besides，we'll reinforce the cartons with straps from the outside.B：纸箱相对比较轻，因而容易搬运。除此之外，我们还会用铁皮带在外面加固。A：Maybe you are right，but when the cartons are moved about on an open wharf，I am afraid the water still can get into them.That would ruin the suits.A：可能您是正确的。但是当纸箱在露天码头搬运时，它还是容易受潮，那会毁坏西装。
B：We'll use wooden cases if you insist，but the charge for packing will be considerably higher，and it also slows delivery，for we have to make preparation for the wooden cases at the same time.B：如果你坚持，我们可以使用木箱，但包装费用就要高得多，而且发运也要延期，因为我们同时要为木箱作准备。
A：Well，I have to discuss this with our managers and I'll call you immediately after we made the decision.A：关于这件事，我得和我们的经理商量。我们做出决定后，我会马上打电话给你。B：Please do.I'll be waiting for your reply.B：好的，我等着你的回答。
1.enjoy high prestige 享有盛誉。
2.neutral packing中性包装，是指既不表明生产国别、地名和厂商名称，也不标明商标或牌名的包装。
3.rest assured of sth.对……放心。
4.execute our first order 处理我们的第一份订单。
5.L/C 是信用证的缩写。
6.window display 橱窗展示，橱窗陈列。
7.wrapping that catches the eye 引人注意的包装。
8.The suits appeal to the eye as well as to the price.这些西装看上去美观，价格具有吸引力。
9.an open wharf 露天码头。
A Letter concerning Package
Dear Sirs，
We are pleased to inform you that 50 cases of adjustable wrenches you shipped to Lagos on March 18th have arrived in perfect condition.This shows that you have made a great deal of improvement in packing.
As for the pliers to be shipped to us，we would like you to have them packed in boxes of 2 dozens each，100 boxes to a wooden case.We trust you will give special care to the packing in order to avoid damage in transit.
Kindly let us know if you can meet our requirements.
With our best regards，
XXXThey're all in the Same Boat
Three men were sitting on a bench in the park.The middle one was reading a newspaper，and the others were pretending to fish.They baited imaginary hooks，cast lines and reeled in their catch.
A passing policeman stopped to watch the spectacle and asked the man in the middle if he knew the other two.'Oh，yes，they're my friends！'
'In that case，'the police officer warned him，'you had better get them out of here.'
'Yes，Sir！'the man replied，and he began rowing furiously.
Price 价格
to be apt to 有……倾向的
to make push sales of 推销
net price 净价
competitive 有竞争力的
commission 佣金
to rise 上升
to drop 下降
to skyrocket 猛增
concession 让步
factory price 工厂价
rate fluctuations 汇率浮动
to adjust the price 调整价格
price sheet 价格表，价格单
long standing relationship 长期的合作关系
Business is closed at this price.交易就按此价敲定。Your price is acceptable(unacceptable).你方价格可以(不可以)接受。Your price is convincing(not convincing).你方价格有吸引力(无吸引力)。Your price is competitive(not competitive).你方价格有竞争力(无竞争力)。The goods are(not)competitively priced.此货的定价有(无)竞争力。Price is turning high(low).价格上涨(下跌)。Price is high(low).价格高(低)。Price is rising(falling).价格上涨(下跌)。Price is looking up.价格看涨。Price has skyrocketed.价格猛涨。Price has risen in a spiral.价格螺旋上升。The Chinese Yuan is strengthening.人民币坚挺。The U.S.Dollar is weakening.美元疲软。Since the prices of the raw materials have been raised，I'm afraid that we have to adjust the prices of our products accordingly.由于原材料价格上涨，我们不得不对产品的价格做相应的调整。
Price is hovering between$6 and$9.价格徘徊于6至9美元之间。C.I.F.is the price term normally adopted by you，right？C.I.F.是你们经常采用的价格条件，是吗？In case F.O.B.is used，risks and charges are to be passed over to the buyers once the cargo is put on board the ship.如果采用离岸价，货一上船，货物的风险和费用就都转给买方了。
I can give you a definite answer on the price terms.我可以就价格条件答复你方。Don't you wish to employ RMB of ours？Euros might be adopted.你们不想用我们的人民币结算吗？欧元也可以。Are you afraid of losing money due to exchange rate fluctuations？您是不是怕由于汇率浮动而吃亏？We'll have a lot of difficulties in persuading our clients.我们将难以说服我们的客户。
The price depends on the material/size/quality/style.价格取决于质地/尺码/质量/款式。It sells at 80 dollars a case.一箱 80美元。It's about 100 Euro including the package and the postage.包括包装和邮费，大约100欧元。
If you can reduce the price by 3％，we shall be able to order 500 tons.如果你方能降价百分之三，我们将订购500吨。Business is possible if you increase the price by 3％.如果你方提价百分之三，交易才有可能。We are not interested unless your price is reduced to a level in accordance with the market price.除非你们把价格降到与市场价格相等，否则我们不感兴趣。
We have been informed that the current price on your side is much higher than what you say.我们听说你方的现行价比你方所说的要高很多。
Sellers decide to wait for a while until the price picks up.卖方决定再等一段时间，等到价格回升。Our prices are highly competitive，taking quality into consideration.如果你们考虑一下质量的话，我们的价格是很有竞争性的。Our price is net without commission.我们的价格是净价，不含佣金。To meet your requirements，we would like to reduce our price by 3％，which，I hope，will be satisfactory to you.为满足你方要求，我们愿降价百分之三，希望能令你们满意。
I'm awfully sorry.This is our floor/bottom price.If you find it unworkable，we may as well call the deal off.很遗憾，这是我们的底价。如果你觉得价格不可行，我们只好取消这笔交易。Will you please quote F.O.B London in U.S.dollar？请你们以美元报伦敦离岸价。
It's better for us to have a talk on price terms，because it is one of the key points in our dealings.我们最好先谈价格条件，因为它是我们做生意的一个关键。
I'll have to consult my home office before I can give you a definite answer on the price terms.在答复你方有关价格条件之前，我得先跟我们国内公司联系一下。A=Mr.Huston(休斯顿先生)
B=Mr.Wang(王先生)
Mr.Wang，a Chinese exporter was talking with Mr.Huston，an Australian importer.中国出口商王先生正在与澳大利亚进口商休斯顿先生谈话。
A：I'm interested in your portable electric fan.But could you give more detailed information before we place an order.A：我们对你方的便携式电风扇很感兴趣。但是，你能不能在我们下订单之前，为我们提供关于风扇更详细的信息呢？B：l'm happy to answer all your questions.B：我很乐意回答您的所有问题。A：There's one problem I think I ought to mention.How about the energy efficiency rating of the fan？A：有一个问题，我想我应该提一下。风扇的能源效率等级如何？
B：As you know，fans tend to be high energy users.Our new model F212 is no exception.But although this fan is not as energy efficient as some，it does have the most durable，problem free electric motor of any fan we've produced.B：正如你所知，风扇往往是高能源消耗品。我们的新模式F212也不例外。不过，虽然这种风扇能像有些风扇那样节能，但它和我们生产的其它风扇一样，具有最持久的，无故障的免费电动发动机。
A：That sounds very impressive.You're talking about the motor which provides power to the blower？A：这听起来令人印象深刻。你说的是为风扇提供电源的电动机吗？
B：Yes，that's right.B：是的，没错。A：What about safety features？A：安全性能怎么样？B：It has an automatic control system and also an automatic shut off switch in case the fan should malfunction.The cabinet contains special insulating materials，so even if it comes into contact with flammable materials its heat will not ignite them.This model is made especially for export.B：它有一套自动化控制系统，并有在风扇应该发生故障的情况下，能自动关闭的开关。风扇内部发电箱包含特殊绝缘材料，所以即使是接触到易燃材料也不会引燃它们。这种样式是特别为出口产品设计的。
A：Do you have any similar，but smaller，fans？A：你们有没有类似，但规格稍小的风扇呢？
B：Why don't you have a look at this one？This is our newest model.B：你为什么不看看这款？这是我们的最新款式。A：How large is the fan？A：这风扇有多大？B：It only has a three inch blade，but it is made to rotate at high speed.For its size it distributes the fan very rapidly.B：它只有3英寸的刀片，但它们能够高速旋转。与同等大小的风扇相比，这种风扇转动更快。A：What are the prices of these models？A：这些样式的风扇是什么价格？B：The large model goes for US$80.00，and the smaller one is US$30.00.B：大风扇售价80.00美元一台，小风扇售价30.00美元一台。A：Are those prices the lowest you can offer？I don't know if those prices will work for us.A：这是您可以提供的最低价格吗？我不知道我们是否能接受这样的价格。
B：We might be able to offer you a 5％discount on your initial order.Five percent off is about as low as we can go.
B：既然这是您的首张订单，我们可以为您提供百分之五的折扣。加上百分之五的折扣，这个价格差不多是我们的最低价了。A：That sounds more in line with what we can handle.A：这听起来更能让我们接受。
A=Ms.Sun(孙女士)
B=Mr.Taylor(泰勒先生)
A：Mr.Taylor，here is our price sheet on a F.O.B.basis.The prices are given without engagement.A：这是我们船上交货价的价目单。所报价格没有约束力。B：Good，if you'll excuse me，I'll go over the sheet right now.B：很好。如果可以，我马上把价目单看一遍。A：Take your time.A：不用着急。B：I can tell you at the first glance that your prices are much higher than what we have got from other suppliers.B：我一看这份价目单就知道你们的价格 比我们从其他供货商那里得到的价格高太多了。A：I'm surprised to hear you say so.You know that the cost of raw material and of the whole production process has been rising in recent years.A：你这么说我很吃惊。你知道近年来原材料和生产过程的成本迅速上涨。
B：We only hope that your prices can be comparable to others.That's reasonable，isn't it？B：我们只要求你方的价格能和别人差不多就行了。这个要求很合理，对不对？
A：Well，to get the business done，we would like to make some concessions in our price.But first，you'll have to give me an idea of the quantity you wish to order from us，so that we may adjust our prices accordingly.A：好吧，为了成交，我们可以考虑作些让步，不过要请你先说明大概要订购的数量，以便我们对价格作相应的调整。
B：The size of our order depends greatly on the prices.Let's settle that matter first.B：我们要订的数量很大程度上取决于价格，就让我们先解决价格问题吧。A：Well，as I've said，if your order is large enough，we're ready to reduce our prices by 3％.A：好吧，如果你们的订货数量很大，我们准备减价百分之三。
B：When I say your prices are too much higher than others，I don't mean they are higher merely by 2 or 3 percent.B：我说你们的价格太高，并不是说仅仅高出百分之二或三。
A：How much do you mean then？Can you give me a rough idea？A：那么你说是多少呢？能不能说一个大概的数字？B：To have this business concluded，I should say a reduction of least 8 percent would help.B：为了促成交易，我认为大约给百分之八的折扣才行。
A：It is impossible.How can you ask us to make a reduction to that extent？A：不可能，你怎么能要求我们给那么大的折扣呢？B：I think you are as well informed as I am about the market for black tea.It's unnecessary for me to point out that supply exceeds demand at present and that this situation tends to continue for a long time yet.May I suggest that you call your home office and see what they have to say？B：有关红茶的行情，我想你和我一样都很了解。用不着我来指出，目前的情况是供过于求，而且这种情况还要延续很长一段时间。我建议你打个电话给你们公司，看看他们有什么意见？
A：Very well，I will.A：好吧，我打个电话问问。
1.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，在前面几单元里，我们已经遇到过F.O.B和C.I.F。现在，我们把最为常用的三种价格，F.O.B，C.I.F及C.F.R放在一起再区分地讲解。F.O.B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。C.I.F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。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。
2.without engagement 不受约束的。
3.go over 复习，检查，是教师上课常用的词组。例如：Now let's first go over what we learned last time.现在我们先来复习一下上节课学过的内容。
4.take your time 慢慢来，别着急，反义词组是hurry up，即快点。
5.to get the business done 为了做成生意。
6.supply exceeds demand 供过于求，其反义词组是demand exceeds supply，即供不应求。
A business letter concerning the negotiation of priceDear Sir，Your letter of 27th March addressed to our Head Office has been passed on to us for attention and reply.
We now take pleasure in advising you that the price of our black tea is$600 per metric ton F.O.B..Of course we also quote C.F.R.or C.I.F.prices if buyers so desire.The price terms to be employed depend much on the characteristics of the goods as well as their specific transport requirement and shall always serve the best interest of buyers and sellers alike.
We are looking forward to your order.
Yours truly，
XXXKeys？Kiss？
A friend of mine was giving an English lesson to a class of adults who had recently come to live in the United States.After placing quite a number of everyday objects on a table，he asked various members of the class to give him the ruler，the book，the pen and so on.The class went very smoothly and the students seemed interested and serious about the work that they were engaged in until when my friend turned to an Italian student and said，'Give me the keys.'The man looked surprised and somewhat at a loss.Seeing this，my friend thought that the student hadn't heard him clearly，so he repeated.'Give me the keys.'The Italian shrugged his shoulders.Then，he threw his arms around the teacher's neck and kissed him on both cheeks.
Terms of Payment 支付账款
currency 货币
payment 支付，付款
deposit 押金，定金
to tie up 占压资金
sales confirmation 销售确认书
irrevocable 不可撤消的，不可取回的
deferred payment 延期付款
progressive payment 分期付款
payment on terms 定期付款
payment agreement 支付协定
pay order 支付凭证
payment in kind 实物支付
the bank interest 银行利息
the refusal of payment 拒付
payment in cash 现金支付，付现
payment order 付款通知
payment by banker 银行支付
payment by remittance 汇拨支付
payment in part 部分付款
payment in full 全部付讫
clean payment 单纯支付
simple payment 单纯支付
payment by installment 分期付款
payment at maturity 到期付款
payment in advance 预付货款
Cash With Order(C.W.O)随订单付现
Cash On Delivery(C.O.D)交货付现
Cash Against Documents(C.A.D)凭单付现
Pay On Delivery(P.O.D)货到付款
Your proposal for payment by time draft for Order No.3 is acceptable to us.对于你方三号订单，我们可以接受你们远期汇票支付的提议。It's convenient to make payment in RMB.用人民币付款较方便。Now，as regards payment，we're agreed to use Euro，am I right？至于付款，我们已同意用欧元，对吗？We may have some difficulties making payment in Chinese RMB.用中国人民币付款可能会有困难。I've never made payment in Euro before.我从未用过欧元付款。We can't accept payment on deferred terms.我们不能接受延期付款。
What's your reason for the refusal of payment？你们拒付的理由是什么？
Collection is not paid.托收款未得照付。We don't think you'll refuse to pay.我们相信你们不会拒付。Only one refusal of payment is acceptable to the bank.银行只接受一次拒付。How would you like payment be made？你们采取什么付款方式？Do you accept D/P payment terms？你们接受付款交单这种方式吗？What are your terms of payment？你们的付款条件是什么？You ought to pay us the bank interest once payment is wrongly refused.如果拒付错了，你们应该偿付我方的银行利息。We'll not pay until shipping documents for the goods have reached us.见不到货物装船单据，我们不付款。We're worrying that a decline in prices might lead to refusal of payment.我们担心市场价格下跌会引起拒付。Of course payment might be refused if anything goes wrong with the documents.如果单据有问题，当然可以提出拒付。We shall draw on you at 30 days sight the goods have been shipped.Please honor our draft when it falls due.货物装运后，我们将向你方开出见票三十天内付款的汇票，请到期即付。Under the installment plan，15％of the contract value is to be paid with orders.根据这个分期付款计划，合同总值的百分之十五应在订货时付讫。Please indicate that the L/C is negotiable in our country.请注明信用证在我国可以议付。
We shall open an irrevocable letter of credit in your favor，pay able in Guangdong against shipping documents.我方将开立以你方为受益人的、不可撤消的信用证，在广东付款交单。Your request for D/P payment has been considered and we agree to grant you this facility.我们已经考虑过了你方付款交单的要求，并同意给予你们这个方便。Our terms of payment are by irrevocable L/C payable by sight draft against presentation of shipping documents.我们的支付方式是不可撤消的信用证支付，凭装运单据见票。
Can you tell it on an installment basis？你们这里可以分期付款吗？Do you accept payment by installments？你同意分期付款吗？We expect payment in advance on first orders.我们希望第一次订货要求预付货款。We can't accept D/P or D/A.we insist on payment by L/C.我们不接收付款交单或承兑交单，我们只收信用证。
A=Ms.Wang(王女士)
B=Ms.Brown(布朗女士)
A：Now let's talk about the terms of payment.A：我们现在来谈谈付款方式吧。B：We only accept payment by irrevocable letter of credit payable against shipping documents.B：我们只接受不可撤消的、凭装运单据付款的信用证。
A：I see.Could you make an exception and accept D/A or D/P？A：我明白。你们能不能破例接受承兑交单或付款交单？B：I'm afraid not.We insist on a letter of credit.B：恐怕不行，我们是坚决要求采用信用证付款。A：To tell you the truth，a letter of credit would increase the cost of my import.When I open a letter of credit with a bank，I have to pay a deposit，which will increase our cost.A：老实说，信用证会增加我方进口货物的成本。要在银行开立信用证，我方得付一笔押金。这样会增加我方的成本。
B：I suggest that you consult your bank and see if they will reduce the required deposit to a minimum.B：我建议你和开证银行商量一下，看他们能否把押金减少到最低限度。
A：Still，there will be bank charges in connection with the credit.It would be very kind of you if you would accept D/A or D/P.You can count on me just as if there were a letter of credit.I assure you it makes no difference to you at all.A：即便那样，开立信用证还是要支付银行手续费。假如你能接受承兑交单或付款交单，那就太好了。你可以完全相信我，就像是有信用证一样。我向你保证，这对你来说没有任何区别。
B：Well，Ms.Wang，as we both know，an irrevocable letter of credit gives the exporter the additional protection of the banker's guarantee.We always require L/C for our exports.And the other way round，we pay by L/C for our imports.B：王女士，我们都知道，不可撤消的信用证给出口商增加了银行的担保。我们出口一向要求采用信用证；反过来讲，我们进口也是信用证付款。
A：Ms.Brown，I know your point.As it really raises the cost greatly，could we both make a concession and we pay 60％by L/C and the balance by D/P？A：布朗女士，我明白你的意思，但它确实大大增加了我方成本。这样吧，我们百分之六十用信用证，其余的采用付款交单，你看怎么样？B：I'm very sorry，Ms.Wang.But I'm afraid I can't accept even that.As a principle，we require payment by L/C in our business.B：对不起，王女士。即便那样，我恐怕也不能答应。作为我们的一项原则，我们做生意都要求用信用证付款。
A=Mr.Zhao(赵先生)
B=Mr.Black(布莱克先生)
A：Well，Mr.Black，we've settled everything related to this transaction except the question of payment in Euro.Now can you explain to me how to make payment in Euro？A：布莱克先生，除了欧元付款问题外，我们已经谈妥了有关这笔交易的所有事项。现在，能不能请你解释一下如何用欧元付款？
B：Many of our business friends in England，France，and Germany are paying for our exports in Euro.It is very convenient.B：我们在英国、法国及德国的许多商界朋友都用欧元支付我们的出口货物，非常方便。A：I know some of them are doing that.But this is something new to us.We've always made payment in US dollars in the past.A：我知道有些人是这么做。但对我来说，这是新做法。我们之前一直是用美元付款。
B：Many banks in Europe now carry accounts in Euro.They are in a position to open letters of credit and effect payment in Euro.Make a consultation at the bank and you'll see that they are ready to offer you this service.B：现在欧洲许多银行都可以开立欧元账户。他们可以开立信用证并且用欧元支付。你去银行咨询就可知道，他们会替你办理这项业务。
A：Do you mean to say that I can open a letter of credit in Euro with a bank in London or Berlin？A：你是说我可以在伦敦或者柏林的银行开立欧元信用证吗？
B：Of course you can.Most of the banks here in London are able to open letters of credit in Euro now.They'll do so according to our sales confirmation or contract.B：当然可以。现在伦敦有好几家银行都可以凭我们的销售确认书或合同开立欧元信用证。
A：I see.A：我知道了。
1.payment by irrevocable letter of credit payable against shipping documents 不可撤消的、凭装运单据付款的信用证付款方式。
2.D/P=Documents against Payment 付款交单。
D/A=Documents against Acceptance 承兑交单。
3.in connection with 有关于……，和……有关系的。例如：He said nothing in connection with his wife.他绝口不提他的妻子。
4.the other way round 相反(地)，反过来，正相反。用来说明一种与前文所提的情况正好相反的情况。
5.balance有一个意思是"差额，余额"，此处就是指剩余部分，未缴纳的款项。
Eating out in America(I)
Eating out is one of the joys of being in the USA.The food is usually good and often excellent；the prices are reasonable；and the service is mostly fine.
Some restaurants are open for breakfast；others are open twenty four hours a day.A number of restaurants call themselves'family restaurants'.Many of these serve no alcohol and have fairly restricted menus which include steaks，hamburgers，omelets and sandwiches，and all are at very reasonable prices.They may also serve smaller and cheaper children's portions.Note that many American restaurants are'specialty'restaurants.They may serve only，or mainly，steaks，seafood，etc.
Many restaurants，especially the more expensive ones，open at about 11：30 a.m.(midday，rather than 1 p.m.，is the most normal time for lunch in the USA，and some remain open until the evening，so it is possible to order a meal throughout the afternoon.In many areas it is usual for people to leave work and go out for an evening meal at 5 p.m.or 6 p.m.，than waiting until later.)
Eating out is rather popular in the USA.And it is often necessary to make a reservation.You will sometimes see short queues of people waiting for tables at restaurants—it's more pleasant to wait in the bar，of course，if there is one—but there queues more quickly.
When you arrive at most restaurants，you should not just go in and sit down—unless you see a sign saying'Please seat yourself'.Usually you will have to wait for a'hostess'or'captain'to escort you to a table.Often there will be a sign that reads'Please wait to be seated'.
A man walks into a shop and sees a cute little dog.He asks the shopkeeper，'Does your dog bite？'
The shopkeeper says，'No，my dog does not bite.'
The man tries to pet the dog and the dog bites him.
'Ouch！'He says，'I thought you said your dog does not bite！'
The shopkeeper replies，'That is not my dog！'
Signing an Order 签订订单
order sheet/form/note 订单
order book 订购账薄
sample order 订购样品
order by sample 凭样订购
firm order 确实已订
initial/first order 第一次订购
formal order 正式订单
limited order 有限订单
market order 按行情订购
original order 原始订单
back order未 能按时交货订单，尚未交货订单
open order 未给订单，开放订单
opening order 开始订货
repeat order 继续订货，翻单
additional order 追加订货
split order 分批订单
export order 出口订单
import order 进口订单
order on hand 已收到订单
order given 寄出订单
received order 收到订单
new order 新订单
verbal order 口头订单
cable/telegraphic order 电报订单
trial order 试验订购，试购
to give an order for 向……寄出订单
to pass with an order 不订货
to transmit an order to one 对……传达订货
to receive an order 接到订单，收到订单
to place an order in blank 寄空白订单
to take an order 订货
to book an order 已列账
to accept an order 接受订单
to close an order 决定成交
to fill an order/to execute an order/toattend to an order/to put an orderthrough 执行订单
to complete an order 完成订货，已交货
to send an order 寄送一份订单
to dispatch an order 发货，寄出货品
to ship an order 已装船
to modify an order/to make alternations in an order 改变订货，变更订单
to cancel an order 取消订货，撤消订单
to confirm an order 确认订货
to increase an order 增加订货
to duplicate an order 将定货增加一倍
to reduce an order 减少订货
to solicit/invite an order 请求订货
to miss an order 错过一次订货
as ordered 按照订单
Our price is quite reasonable and other buyers in your market have accepted it.我们的价格很合理，你们市场的其他买主已经接受了。Please accept our offer and confirm the above mentioned terms immediately.请立即接受我方报盘，并确认以上条款。Owing to heavy commitments，we cannot accept fresh business at present.由于订货太多，目前我们无法接受新的业务。Taking the quality into consideration，we accept your offer.考虑到质量，我们接受你方报盘。
We are pleased to have transacted our first act of business with your firm.我们很高兴同贵公司达成了首批交易。We have succeeded in putting through the deal of a hundred cars.我们成功地达成了一百辆小轿车的交易。We have faxed our confirmation of your order and you are requested to open the L/C as soon as possible.我们已发传真确认接受你方订单，请你们尽快开立信用证。
We strongly recommend acceptance as our stocks are running low.由于存货日渐趋少，我们力荐贵方接受。With an eye to future business we'll accept payment by D/P this time.为了今后的业务，我们这次可以接受付款交单方式。We are sorry that we cannot accept your counteroffer，as the price quoted by us is quite realistic.报给你方的价格已很实际，很抱歉不能接受你方还盘。
The price you quoted being found workable，we have faxed you our acceptance.我们认为你们所报价格可行，已发传真给你方表示接受。We accept your offer provided that you effect shipment in May.如能在五月份装船，我们就接受你方报价。Although the prevailing quotations are somewhat higher，we will accept the order on the same terms as before with the view of encouraging business.尽管目前报价偏高，但为了促进今后业务的开展，我们仍将按过去条件接受你方订单。
A=Ms.Guo(郭女士)
B=Mr.Blair(布莱尔先生)
A：Good afternoon，Mr.Blair.Any thing new？A：布莱尔先生，下午好。有什么新消息吗？
B：Yes.I've succeeded in persuading our export manager to agree to a reduction of five percent.He made this an exception with an eye to future business.B：有，我已经说服我方出口部经理同意降价5％。他考虑到以后的生意，所以破例降价。
A：Good.We certainly appreciate your making these concessions for us.A：太好了，我们非常感激你方为我们做出的这些让步。B：May I repeat our offer，10 cars，specifications as is shown in the technical data，at 25，000 US dollars each，F.O.B.Chicago？Business is closed at this price.B：我再重复一下报盘：10辆小轿车，规格详见技术资料，芝加哥港口离岸价每辆25 000美元，对吧？交易就按此价敲定。A：Yes，that's right.Shall we go over the other terms and conditions of the transaction to see if we agree on all the terms？A：没错。我们再检查一下这项交易的其他条款，看看有没有意见不一致的地方，好吗？B：All right.We have no objection to the terms on the packing and shipment.As a matter of fact，we always pack our cars in new strong wooden cases suitable for long distance ocean transportation.B：好，我们同意关于包装和运输的条款。其实，我们的机器包装都采用适合于长途海洋运输的崭新牢固的木箱。
A：The cars must be well protected against dampness，moisture，rust，and be able to stand shock and rough handling.A：机器的包装必须防湿、防潮、防锈、防震，并且经得起粗鲁的搬运。
B：Yes，definitely.B：对，一定。A：The shipment will be effected no later than February 2008.A：装船期不能迟于2008年2月。
B：No problem.B：没问题。A：And the terms of payment？A：关于付款方式呢？B：Payment by L/C，to be opened by the buyer 20 to 30 days prior to the date of delivery.That's what we've agreed upon，isn't it？B：付款采用信用证，在交货前20到30天期间由买方开出。这些我们都已同意了，是不是？
A：Yes.A：对。B：OK，Ms.Guo.It seems that we have agreed on all the particulars.I am glad the deal has come off nicely and hope there will be more to come.B：好，郭女士，要点我们都一致同意了。我很高兴圆满达成这项交易，希望以后能达成更多的交易。
A：So long as we keep to the principle of equality and mutual benefit，trade between our two countries will develop further.A：只要我们坚持平等互利的原则，我们两国间的贸易一定会有所发展。
B：When can the contract be ready for signature？B：合同什么时候能准备好签字？
A：I'll have it ready in a couple of days.A：我会在几天内准备好的。B：The earlier the better.B：越早越好。A：How about this Friday morning at 9 o'clock？I'll have a copy of the contract sent to your hotel for you to look over the day before.A：这星期五上午九点怎么样？我提前一天会把合同送到你宾馆请你过目。
B：That's very considerate of you.B：你考虑得太周到了。
A=Mr.Gipson(吉布森先生)
B=Mr.Wood(伍德先生)A：How much are you asking for per kilo rice？A：请问每公斤大米单价多少？
B：Our normal price is$6 per kilo，but it subjects to the quantity of your order.B：我们的一般单价为每公斤6美元，但可以依据订购的数量来调整。A：What if I order 10，000 kilos？A：假设我总共要订购10 000公斤呢？B：Then I could lower it to$5.5.B：那么可以降价到5.5美元。A：That doesn't seem like much of a reduction to me.What about$5？A：折扣不怎么多，5美元怎么样？
B：We cannot accept that price for that quantity，but if you double the order，I suppose we could consider it.B：如果你订的量不变的话，我们不能接受那个价格，但如果订购的数量加倍，我想我们可以考虑的。A：OK，we agree.A：好的，我方同意。B：We'll have the contract ready in a few days.B：我们会在几天里把合同准备好。
A：Can we sign it today or tomorrow？Because I have got something urgent to handle back home，I am going to fly home tomorrow.A：我们今天能签吗？因为我回去有紧急的事情要处理，我明天就要飞回去。
B：Let me see.If we don't get the contract ready by then，we'll send it to you by fax for your signature.B：让我想想。如果到时合同还没有准备好，我们将传真给你签字。
A：That's perfect.A：那太好了。
1.succeed in doing sth.成功做某事。
2.with an eye to 考虑到。例如：Charles saves money with an eye to buy a house of his own in New York.查尔斯现在存钱，为了将来在纽约买一套自己的房子做打算。
3.make a concession 做出让步。例如：In order to get the business done，both parties have to make a concession.为了做成生意，双方都应该作出让步。
4.The deal has come off nicely.这笔交易圆满成功了。
Eating out in America(II)
Do not expect to share a table with other parties，even if the restaurant is crowed.It just isn't done.Many restaurants have a nonsmoking section.
One excellent American custom is that after you have sat down your waiter or waitress will often bring you a glass or water(with ice naturally)and will keep on refilling it throughout the meal.Most Americans are incapable of eating a meal without drinking something at the same time.
When your waiter or waitress takes your order，it is not very normal for one person to order for the whole table.Each person orders separately，except in the most expensive restaurants.
You may find your waiter unusually friendly.He may ask you how you are(You're supposed just to say"Fine")，inquire whether you have a good day and，later on say that he hopes you will enjoy your meal.
To summon a waiter in an American restaurant you may call'Bill'，or'Mary'，or'Claude'，or whatever.Waiters and waitresses often actually introduce themselves when they first come to your table or wear name tags，you are permitted to use their first names.
The bill(often called the"check")comes usually with tax added but no service charge—though some restaurant do now add a service charge.The etiquette books say that you should leave a ten percent tip for lunch，fifteen percent for dinner.The tip should be calculated on the basis of the total before the addition of tax.
A duck walks into a bar and goes up to the bartender.
The bartender says'What can I get you？'
Duck：Umm.Do you have any grapes？
Bartender(looking surprised and finding the question odd)：
No，I'm afraid we don't.
And the duck waddles slowly out of the bar.
The next day at the same time，the duck waddles into the bar，hops up on a bar stool.
Bartender：Hi.What can I get for you？
Duck：Umm.Do you have any grapes？
Bartender(a little annoyed)：Hey！Weren't you in here yesterday？Look buddy，we don't have any grapes.OK？
The duck hops off the stool and waddles out the door.
The next day，at the same time，the bartender is cleaning some glasses when he hears a familiar voice.
Duck：Umm..Do you have any grapes？
The bartender is really ticked off.
Bartender：Look.What's your problem？You came in here yesterday asking for grapes，I TOLD you，WE DON'T have any grapes！Next time I see your little ducktail waddle in here，I'm going to nail those little webbed feet of yours to the floor.GOT me pal？
And the duck hops off the bar stool and waddles out.
The NEXT day at the same time，the duck waddles into the bar，walks up to the bartender and the bartender says，
'What the heck do YOU want？'
Umm.do you have any nails？
What！？OF course not.
Oh.Well，do you have any grapes？
Uploading and Shipment 装运交货
to transship 转运
customs 海关，关税
formality 正式手续
retailer 零售店，零售商
season 季节，旺季
backlog 待办事项
production schedule 生产进度表
to insure 为……投保
special risk 特种险
coverage(保险合同所列的)险别
leakage 漏损(险)
breakage 破损(险)
freshwater 淡水(险)
transshipment permitted 允许转运
transshipment prohibited 不许转运
transshipment to be allowed 准许转运
transshipment not allowed 不准许转运
transit shipment 转运，中转
transshipment on route 中途转运
transshipment entry 转运报单
transshipment manifest 转运仓单
transshipment trade 转口贸易
partial shipment 分批装运
transshipment charges 转运费
as far as sb knows 就某人所知，据某人所知
in case of 如果
loaded to full capacity 满载
transshipment(T.S.)转运
Could you manage to hasten the delivery？你们能否加快装运？Could you possibly effect shipment more promptly？你们能不能提前一点交货呢？
A timely delivery means a lot to us.及时交货对我们来说关系可大了。I'm sorry to say that we can't advance the time of delivery.非常抱歉我们不能把交货期提前。How long does it usually take you to make a delivery？通常你方需要多长时间交货？
Don't you think it's troublesome to transship the goods at Hong Kong？您不认为在香港转船太麻烦了吗？Do you wish to transship the goods to Hong Kong from Guangzhou？您是不是想把货物由广州转至香港？We have been able to transship South East Asianbound cargoes from rail to ship at Hong Kong without mishap.我们在香港转船去东南亚的货物途中未曾遇到过麻烦事。
Sometimes，we have to make transshipment because there is no suitable loading or pr in the producing country.有时因为在生产国找不到合适的装港，我们不得不转船。
So far as I know，there are risks of pilferage or damage to the goods during transshipment in Macao.据我所知，在澳门转船期间有货物被盗或损坏的风险。
In case of transshipment，we have to pay extra transportation charges.货物如果转运，我们得多付运费。
All transport transshipment charges will be included in the C.I.F.price.所有的转运费用都包括在到岸价格里面了。Partial shipment is allowed.允许分批装运。I heard that partial shipment wasn't permitted.我听说不允许分批装运。
Transshipments are(not)allowed.(不)准许转船。We must have the goods here in October for reshipment.货物必须10月份到达此地以便再转运。I hope you'll be entirely satisfied with this initial shipment.我希望您能对第一批货感到满意。Please exercise better care with future shipments.对今后装运的货，请多加注意。
Can last shipment be duplicated？上次装运的货能再卖一批吗？We regret we can't ship as you desired.
很抱歉，我们不能按你们的要求装船。
A=Ms.Macy(梅西女士)
B=Mr.Franklin(富兰克林先生)
A：Is it possible to begin shipment during July？A：你方是否能够在七月份开始装船？B：I don't think so.B：我看不行。A：Then when is the earliest we can expect your shipment？A：那么你方最早什么时候可以装船呢？
B：By the middle of September，I think.B：我想恐怕要到九月中旬。A：That's too late.You see，October is the season for this commodity in our market，and our customs formalities are rather complicated.A：那太迟了。你知道，在我方市场上，十月份是这种商品的上市季节，而我们的海关手续又相当复杂。
B：I know.B：我知道。A：Besides，it takes at least three weeks for the cargo go through the red tapes involved in the marketing channels.Thus，after shipment it will be at least four to five weeks altogether before our retailers can get the goods.The shipment of the goods must therefore be started before September.Otherwise we won't be in time for the selling season.A：此外，通过销售渠道繁琐的公文程序，起码要花上三个星期。这样从装船后到我们的零售商收到货物，至少要用四、五个星期。因此，九月份之前货物必须装船，否则我们就赶不上销售季节了。
B：But our factories are very busy during these times of the year.In fact，we have many clients who have placed orders before you and also required for delivery in the third quarter.B：但是我们工厂今年这个时候非常繁忙。事实上，我们很多在你之前订货的客户也要求我们第三季度交货。
A：Mr.Franklin，the time of delivery is an important matter to us.If our goods arrive at the market later than the time when the customers need them，we shall lose out.A：富兰克林先生，交货时间对我们来说很重要。如果我们把商品投放到市场上去的时候，顾客已经不需要它们了，那我们就亏了。
B：I understand your situation.However，we have received more orders this year than any of the previous years.I am very sorry to say that we are not able to advance the time of delivery.B：我明白你的情况。但是我们今年接到的订单比以往任何一年都要大。非常抱歉我们不能提前交货。
A：That's a pity，but I sincerely hope you can give special attention to our requirement.A：那真很遗憾，但我真心希望你们对我们的要求给予特殊的考虑。
B：Ms.Macy，the last thing I want to do is to disappoint an old customer like you.But the fact remains that we have had so many orders before you and they have all required shipment before September.B：梅西女士，我最不愿做那些让像你们这样的老客户失望的事，但是我们的工厂眼前有很多货要在九月份之前装船，这是事实。
A：But could you find some way to get round your production department for an earlier delivery？Please make a special effort for our longterm good relationship.A timely delivery really means something to us.A：但是你不能想些办法说服生产部门提前一些时间交货吗？为了我们长期的良好合作关系，请你特别照顾一下吧。及时交货对我们关系至关重要。
B：All right.We'll get in touch with our production department and see what they can do.B：好吧。我们和生产部门联系一下，看看他们能不能做点什么。
A=Mr.Brown(布朗先生)
B=Mr.Zhang(张先生)
A：Could you do something to make your time of shipment earlier？A：你们能否想些办法提前装运？
B：Well，our manufacturers are all very busy at the moment.I'm afraid it's very difficult to advance the time.B：哎，我们的生产商眼前都很忙，要再提前恐怕很难。
A：I hope you'll try to convince your manufactures to speed up production.A：希望你们能设法说服你们的生产厂家加速生产。B：We check their production schedule against our orders almost every day.As new orders keep coming in，our workers now are working three shifts to step up production.I'm sorry，but we simply cannot commit ourselves beyond what the production schedule can fulfill.B：我们几乎每天核对他们的生产进度以跟进订单。由于接连不断地收到新订单，他们现在一天三班工作来加快生产。很抱歉，我们承担的任务实在不能超出生产计划所能完成的限额。
A：Well，in that case，there is nothing more to be said.What's your earliest day of shipment then？A：如果是这样，多说也无益。那么你能不能最后确定一下最早什么时候能交货呢？B：I said by the end of July.This is the best we can promise.B：要到七月末，这是我们能够向你承诺的最早时间了。A：All right.I'll take your word.May I suggest that you put down in the contract shipment on August 1st or even earlier？Our letter of credit will be opened at the end of June.A：好吧，那就以你的话为准了。我建议你在合同里写上"八月一日或之前交货"行吗？我们在六月底开立信用证。
B：Good.Let's call it a deal.We'll do our best to advance the shipment to July.The chances are that some of the other orders may be cancelled.But of course you cannot count on that.In any case，we'll let you know in time by email.B：好，就这样决定吧！我们尽力把交货期提前到七月份。有一些订单可能会被取消，不过当然还不确定。不管怎样，我们会发电子邮件及时告知你。
A：You are very considerate.A：你想得真周到。
1.the season for this commodity 这个商品的销售季节。
2.red tapes 繁琐的官方手续，拖拉的公事程序。例如：Some governments just like the red tapes，while most of the civilians hate that deeply.有些政府就是喜欢繁文缛节，而大多数公民都不喜欢。
3.to lose out 意思是输掉(比赛)或(生意)亏本，例如：Our company seems to lose out on that deal.看起来我们公司在那笔生意上可能要亏本。
4.to speed up(使)加快速度。例如：The factory has already speeded up their production as much as they can.工厂已经尽他们的努力加快生产了。
5.cannot commit ourselves to……我们不能保证……
6.Let's call it a deal.常用口语句型，常用于做事情最后拍板定案，意思是"就这么说定了"，"这笔交易就这么敲定吧"。
7.the chances are……可能……，相当于probably。
8.You cannot count on that.你不要指望那个。count on 意思是"指望，依靠"，例如：You can count on her to give you a hand.你可以指望她帮助你。
Recommend new products to old customers
Dear Sirs，
I enclose an illustrated supplement tour catalogue.It covers the latest designs which are now available from stock.We are most gratified that your resulting sales have been very steady for several years.We believe that you will find our new designs most attractive.They should get a very good reception in your market.Once you have had time to study the supplement，please let us know if you would like to take the matter further.We would be very happy to send samples to you for closer inspection.For your information，we are planning a range of classical Chinese teapots which，should be popular in the European market.We will keep you informed on our progress and look forward to hearing from you.
Yours sincerely，
XXX
A man got a parrot which could speak.It had belonged to a sailor and had a big vocabulary.However，the man soon discovered that the parrot mostly knew bad words.At first he thought it was funny，but then it became tiresome，and finally，when the man had important guests，the bird's bad words embarrassed him very much.
As soon as the guests left，the man angrily shouted at the parrot，'That language must stop！'.But the bird answered him with curses.He shook the bird and shouted again，'Don't use those ugly words！'.Again the bird cursed him.
Now the man was really angry.He grabbed the parrot and threw him into the refrigerator.But it had no effect.From inside the refrigerator，the parrot was still swearing.He opened the door and took him out，and again the bird spoke in dirty words and curses.This time，the man opened the door of the freezer，threw the bird into it，and closed the door.
This time there was silence.After two minutes，the man opened the door and removed the very cold parrot.Slowly the shivering parrot walked up the man's arm，sat on his shoulder and spoke into his ear，sounding very frightened，
'I'll be good；I promise……Those chickens in there……what did they say？'
聚合中文网 阅读好时光 www.juhezwn.com
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