高级口译第三版教程2梅德明

UnitThreeBusinessNegotiationTextPassageOneimportandexportcommoditiesfairsalesmanagersupplydepartmentbrochurescopeofbusinessmachinetoolworkmanshipmakeaninquiryquotationC.I.FSeattle(*cost,insurance.freight)adjustthepricecompetitivebulksubstantiallyexhibitionstand1WelcometoShanghaiImportandExportCommoditiesFair.MynameisMingChen.IamSalesmanageroftheShanghaiMachineryCompanyInc..2Hi,Mr.Chen.MynameisSeanHudson.IamfromSeattle,USA.IaminchargeofthesupplydepartmentofthePacificTradingCompanyLtd.?3Iamverypleasedtomeetyou,Mr.Hudson.Pleasesitdownandallowmetointroduceourcompanyanditsproducts.4Thankyou!Ihavereadyourbrochureandamveryimpressedbyyourscopeofbusiness,especiallythevarietyofmachinerytoolsyoumanufacture.Ibelievemycustomerswilllikeyournewproducts.5Iamgladthatyouareinterestedinourproducts.Actuallyourbrochureshowsjustafractionofourmachinetools.Youmaycomeinandtakealookatourexhibitsintheshow-room,ifyouplease.6Sure.Yourexhibitsareveryattractive,thoughtheworkmanshipisnotsodesirable.Ifyoudontmind,Idliketomakeaninquiry.Heresthelistofourinterestedmachinetools.I'dliketohearyourlowestquotationsC.I.f.Seattle.7Thankyouforyourinquiry.Wecansupplyyouwithalltherequiredtoolsonthelist.HeremyC.I.FUSPacificCoastalCitypricelist.Wemayadjustthepricesaccordingtothequantityyouwant.8Well,Mr.Chen,yourpricesarenotcompetitive.Mydemandisbulk,butofcourseIllhavetosubstantiallyreducethequantityofmyintendedpurchasesubstantiallywithyouroffer.9AsIsaidearlier,Mr.Hudson,ourpricescanbeadjustableaccordingtoyourquantityofyourrequirement.Ifourofferistheonlythingthatbothersyou,youmaylookaroundandcallagainforanotherdiscussionofourquotations.10Isurewill.Nicemeetingyou.Illcallhomeaboutyourquotationsandcomebacktomorrowwithourdecision.11Thatsfine.Seeyoutomorrowthen.12Bye.Unit3PASSAGETWOnewlineofbusinessautopartsupdateatthecostof,,ourpart/offerdiscountsuppliesfreesampleinspectionflooroffercounter-offerformatofcontractspecificationunitpricetheinsurancepremiumshouldbebornbyyoursidebusinesstransactionGoodafternoon,mayIhelpyou?1C.I.F.Oh,Iaminterestedinyournewlineofbusiness.MayIlookatyourCIFpricesheetofautoparts?2Certainly.LatelyweexpandedourscopeofbusinesstobetterserveourFarEastAsiancustomers,Chinesecustomersinparticular.Chinaissuchanenormousmarketthatnobodycanaffordtoneglect.MycompanyiswillingtoestablishbusinessrelationswithallinterestedChineseparties.3Thatsverynicetohear.Weshouldliketoimportautopartsformyourcompanyonaregularbasis,providedyourpricescomparefavorablywiththoseofothers.Tobefrankwithyou,yourlistedpricesareindeedamongtheleastcompetitive.Idliketohearyourmostrecentquotation.4Wehavejustupdatedourprices.ButofcourseIdontmeanourofferisfinal.Asusual,wedliketoquotethemostreasonablepricetostartourbusinessrelationshipforthefuture,evenatthecostofasubstantiallossonourpart.5Butmyknowledgeoftheautopartsmarkettellsmethatyourofferisveryunattractive.Besides,Ineedtimetobuildupmyconfidenceinthequalityofyourstuff.Inanycase,Idratherwaitandhuntaround,ifyouwereunabletoincludeanyreasonablediscount.6Weguaranteethequalityofoursupplies.Andwehavefreesamplesforyourinspection.Asforthediscount,wecanreducethelistedpricesby5%.Thisisourfloorofferandyoullhavetoexcuseme,werenotpreparedforanycounter-offer.5%7Iappreciateyourfrankness.Thoughthereisstillagapbetweenyourrock-bottompricesandmyexpectations,Iamwillingtosigncontractswithyou.Ilikewhatyousaid,Iamdoingthisforthedevelopmentofourfuturebusinessrelations.8.ButImnotsureifyouarehappywiththetermsinthecontact.9.Ivestudiedthecontract.Ithinkafewplacesarenotclearlyspeltout;theyneedfurtherclarification.Andtheformatofthecontract.Wedliketousecopiespreparedandprintedbyourowncompany.Willthatbeallrightwithyou?10Noproblem.Buteverythinginthecontractshouldbebilingual,bothinEnglishandChinese.116Yes,thenamesofthecommodities,specifications,quantity,unitprices,thetotalpayment,andtheshipment,alltobewrittenbilingually.Bytheway,wehopetheshipmentwillbemadebeforetheendofJune.Wecannotacceptanydelay,youknow.12Ofcourse13.ItsC.I.F.,andthereforetheinsurancepremiumshouldbebornebyyourside.14Certainly.Wegobythecontract.15.Good,nomorequestions.16Thatswonderful.Letsleavethetechnicaldetailsofthecontracttoourassistants.Idliketoinviteyoutodrinkandcelebratethesuccessofyourfirstbusinesstransaction.17Thankyouverymuch.Ibelievethisinitialcooperationwillleadtomanymoreinthefuture.Unit3TextforPracticePassageOne13.5%Iappreciateyourinquiry.Thisisourlistofquotationswitharecentreductionontheoriginalpricesby3.5%.Imsureyouwillfindourofferthemostcompetitiveoneinthisrisingmarketoftoday.2.TobefrankwithyouitisreallydifficultforustomarketyourproductsatthepriceofferedI'vebeenapproachedbyothersupplierswithmuchloweroffersyesmuchlower56563.AThatsimpossible.Wecannotgoasfarasthat.Thatsridiculous.4.BWhatdoyouhaveinyourmind?5.?Haveyourcomparedourproductswiththeirs?Wearecertainlynotinthesameclass.Besides,wehavereducedourprices.6.IagreeyourofferafterthisreductionisattractivebutexcusemyfranknessinanycaseitisbynomeansthemostcompetitiveonetothebestofmyknowledgeIdidalotofresearchlatelyandImsureyou'llagreewithmet