[指南]Offer 报盘 询盘,还盘,Terms of Payment支付条目

[指南]Offer 报盘 询盘,还盘,Terms of Payment支付条目 Offer 报盘 Brief Introduction 报盘是交易磋商中必经的主要环节之一。 在出口贸易中，报盘通常是卖方向买方提出某种交易条件(包括商品名称、数量、规格、交货期等)并愿按此条件成交。报盘有虚盘(Offer Without Engagement)和实盘(Firm Offer)两种形式。 虚盘是报盘人所作的非承诺性 表 关于同志近三年现实表现材料材料类招标技术评分表图表与交易pdf视力表打印pdf用图表说话 pdf 示。虚盘都附有保留条件，如“以我方最后确认为有效”(Subject to our final Confirmation)等。一般说来，虚盘对报盘人没有约束力，较为灵活，可以根据市场变化挑选成交时机和相宜的对手，以取得有利的交易条件。 实盘是报盘人在规定的一定期限内愿按所提条件达成交易的肯定表示。报盘在有效期内不得随意撤回或修改报盘内容。报盘一经买方在有效期内无保留地接受，交易即告成立，双方就有了法律约束力的 合同 劳动合同范本免费下载装修合同范本免费下载租赁合同免费下载房屋买卖合同下载劳务合同范本下载 关系。 Words and Phrases offer 报盘，报价 to offer for 对„„报价 to make an offer for 对„„报盘(报价) firm offer 实盘 non-firm offer 虚盘 to forward an offer (or to send an offer) 寄送报盘 to get an offer(or to obtain an offer) 获得„„报盘 to cable an offer (or to telegraph an offer) 电报(进行)报价 offer and acceptance by post 通过邮政报价及接受 to accept an offer 接受报盘 to entertain an offer 考虑报盘 to give an offer 给...报盘 to submit an offer 提交报盘 official offer 正式报价(报盘) quote 报价 quotation 价格 preferential offer 优先报盘 cost of production 生产费用 reasonable 合理的 competitive 有竞争性的 the preference of one's offer 优先报盘 wild speculation 漫天要价 Basic Expressions 1. This offer is firm subject to your immediate reply which should reach us not later than the end of this month. There is little likelihood of the goods remaining unsold once this particular offer has lapsed. 上述报盘以你方答复在不迟于本月底前到达我方为有效。一旦此报盘过期，此货不可能存留不售。 2. In our offer, we shall make it our business to charge you the lowest possible price for any quantity you may require, in order to give you an entire satisfaction and to retain your customs. 为使你满意并维持顾客，对贵公司的需求，我们不计数量多少，均提供最低价格。 3. We offer the goods at the current season’s prices of ... 上列货物，按本季行情，报价为: 4. 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。 5. We offer firm for reply 11 a.m. tomorrow. 我们报实盘，以明天上午11点答复为有效。 6. My offer was based on reasonable profit, not on wild speculations. 我的报价以合理利润为依据，不是漫天要价。 7. We always try our best to meet your requirements in view of our long relations. 鉴于我们长期的贸易关系，我们总是尽力满足你们的要求。 8. Our offer is RMB300 per set of tape-recorder, F.O.B. Tianjin. 我们的报价是每台收录机300元人民币，天津离岸价。 9. 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。 10. Please renew your offer for two days further. 请将报盘延期两天。 11. Please renew your offer on the same terms and conditions. 请按同样条件恢复报盘。 12. The offer will remain open for 3 days. 报价的有效期为3天。 13. We have received offers recently, most of which are below 100 U.S. dollars. 我们最近的报价大多数都在100美圆以下。 14. 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。 15. 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。 16. No other buyers have bid higher than this price. 没有别的买主的出价高于此价。 17. The price you offered is above previous prices. 你方报价高于上次。 18. It was a higher price than we offered to other suppliers. 此价格比我们给其他供货人的出价要高。 19. We can't accept your offer unless the price is reduced by 5%. 除非你们减价5%，否则我们无法接受报盘。 20. 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。 21. Let me make you a special offer. 好吧，我给你一个特别优惠价。 22. We'll give you the preference of our offer. 我们将优先向你们报盘。 23. I should have thought my offer was reasonable. 我本以为我的报价是合理的。 24. You'll see that our offer compares favorably with the quotations you can get elsewhere. 你会发现我们的报价比别处要便宜。 一般报盘: 清库发盘: 1. The stock on hand at present will be sold at a reduction of at least 50 per cent, and purchasers are respectfully invited to avail themselves of this opportunity of providing themselves with articles in furniture and ironmongery at unprecedentedly low prices. 现减价处理库存货物，价格至少减50%，是家具及五金制品，前所未有的优惠价，请勿失良机。 2. Purchasers are respectfully requested to come early to prevent disappointment. 请各位早日光临，勿失良机。 3. We are pleased to notify you that the whole of their extensive stock of silks, velvets, ribbons, mantles, shawls, woolen and cotton goods, haberdashery, is now on sale at prime cost. 我们正在清仓，有丝织品、天鹅绒、丝带、披风、披肩、毛制品、棉织品以及其他男士服饰，均以进货价出 售，特告。 4. As the premises will be shortly required for other purposes, the whole of the goods must be immediately disposed of without reserve. 本店另有他用，全部货物急需清仓处理。 A specimen Letter Dear Sir, This is to confirm your E-mail of 2 July, 2002, asking us to make your firm offers for rice and soybeans C&F Singapore. We E-mail you this morning offering you 300 metric tons of polished rice at A$2400 per metric ton, C&F Singapore, for shipment during August/September 2002. This offer is firm, subject to the receipt of your reply before 16 July 2002. Please note that we have quoted our most favourable 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, of late it has been a heavy demand for these commodities and this has resulted in increased prices. You may, however, take advantage of the strengthening market if you send an immediate reply. Sincerely yours, Xxxx 主题:报盘 亲爱的先生: 2002年7月2日有关查询大米和大豆新加坡到岸价的电子邮件也收悉。 今日上午电子邮件报价:精白米300公吨，每公吨成本加运费新加坡到岸价为2400澳元。于2002年8或9 月装运。以上实价需由贵公司于2002年7月16日前回复确实。 该报价为最优惠价，恕不能还价。 本公司与客户正洽售一批大豆，若贵公司愿意报以适当买价，本公司乐意出售。近来该类产品需求量大，令 价格上涨。请贵公司把握机会，尽早落实订单为盼。 你真诚的，xxx Inquiry 询 盘 Brief Introduction 在对外贸易中，交易的一方欲出售或购买某种商品，向另一方询问买卖该商品的各项交易条件，这种口头的或 书 关于书的成语关于读书的排比句社区图书漂流公约怎么写关于读书的小报汉书pdf 面的表示，在进出口业务中称之为询盘或询价。 询盘一般分为两种: 1)一般询价:这种询价并不一定涉及到具体的交易，一般属于大致的了解。 2)具体询价:所谓具体询价实际上就是请求对方报盘(request for an offer)。也就是说，买方已准备购买某种商品，或已有现成买主，请卖方就这一商品报价。 Basic Expressions 1. Our buyers asked for your price list or catalogue. 我们的买主想索求你方价格单或目录。 2. Prices quoted should include insurance and freight to Vancouver. 所报价格需包括到温哥华的保险和运费。 3. I would like to have your lowest quotations C.I.F. Vancouver. 希望您报成本加运费、保险费到温哥华的最低价格。 4. Will you please send us your catalogue together with a detailed offer? 请寄样品目录和详细报价。 5. We would appreciate your sending us the latest samples with their best prices. 请把贵公司的最新样品及最优惠的价格寄给我们，不胜感激。 6. Your ad in today’s China Daily interests us and we will be glad to receive samples with your prices. 对你们刊登在今天《中国日报》上的广告，我们很感兴趣。如能寄来样品并附上价格，不胜欣慰。 7. Will you please inform us of the prices at which you can supply? 请告知我们贵方能供货的价格。 8. If your prices are reasonable, we may place a large order with you. 若贵方价格合理，我们可能向你们大量订货。 9. If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you. 若质量好且价格适合我方市场的话，我们愿考虑与你方签署一项长期合同。 10. As there is a growing demand for this article, we have to ask you for a special discount. 鉴于我方市场对此货的需求日增，务请你们考虑给予特别折扣。 11. We would appreciate your letting us know what discount you can grant if we give you a long-term regular order. 若我方向你们长期订货，请告知能给予多少折扣，不甚感激。 12. Please quote your lowest price CIF Seattle for each of the following items, including our 5% commission. 请就下列每项货物向我方报成本加运费、保险费到西雅图的最低价格，其中包括我们百分之五的佣金。 13. Please keep us informed of the latest quotation for the following items. 请告知我方下列货物的最低价格。 14. Mr. Smith is making an inquiry for green tea. 史密斯先生正在对绿茶进行询价。 15. Now that we have already made an inquiry on your articles, will you please make an offer before the end of this month? 既然我们已经对你们的产品进行了询价，请在月底前报价。 16. As a rule, we deliver all our orders within 3 months after receipt of the covering letters of credit. 一般来说，在收到相关信用证后三个月内我们就全部交货。 17. Please quote us your price for 100 units of Item 6 in your catalog. 请给我们提供你们产品目录册上100组6号产品的报价。 18. Those items are in the greatest demand in foreign markets. 那些产品在国外市场上的需求量很大。 19. Would you please quote me your prices for the goods? 你能报给我这些商品的价格吗, 20. We have quoted this price based on careful calculations. 这个报价是我们在精打细算的基础上得出来的。 Conversations Dialogue 1 A: Good afternoon. I am Mr. Brown, the Import manager of Atlantic Industries Ltd, Sidney, Australia. This is my card. B: Good afternoon, Mr. Brown. My name is Mrs. Anderson, manager of the sales department. A: Nice to see you, Mrs. Anderson. B: Nice to see you too, Mr. Brown. Won’t you sit down? A: Thank you. B: What would you like, tea or coffee? A: I’d prefer coffee if you don’t mind. B: Is it your first trip to the Fair, Mr. Brown? A: No, it’s the fourth time. -- 下午好～我是布朗先生，是澳大利亚悉尼大西洋工业有限公司进口部经理。这是我的名片。 -- 布朗先生，下午好～我是安德森女士，销售部的经理。 -- 见到你很高兴，安德森女士。 -- 布朗先生，我也很高兴见到你，请坐。 -- 谢谢。 -- 你愿喝茶还是咖啡, -- 如不介意请来杯咖啡吧。 -- 布朗先生，这是您第一次参加博览会吗, -- 不，这是第四次了。 B: Good. Is there anything you find changed about the Fair? A: Yes, a great deal. The business scope has been broadened, and there are more visitors than ever before. B: Really, Mr. Brown? Did you find anything interesting? A: Oh, yes. Quite a bit. But we are especially interested in your products. B: We are glad to hear that. What items are you particularly interested in? A: Women’s dresses. They are fashionable and suit Australian women well, too. If they are of high quality and the prices are reasonable, we’ll purchase large quantities of them. Will you please quote us a price? B: All right. -- 太好了。您发现博览会有什么变化吗, -- 对，变化很大。经营范围扩大了，而且客户也多了很多。 -- 布朗先生，真的吗,你有没有发现感兴趣的商品, -- 是的，有很多。我们对你们的产品尤其感兴趣。 -- 听你这样说我们真高兴。您对什么产品尤其感兴趣呢, -- 连衣裙。这些连衣裙的款式不仅时髦，而且很适合澳洲妇女穿着。如果这些衣服质量好，价格合理，我们 将大量订购。您能开个价吗, -- 那好吧。 Dialogue 2 A: I’m glad to have the opportunity of visiting your corporation. I hope to conclude some substantial business with you. B: It’s a great pleasure to meet you, Mr. Brown. I believe you have seen our exhibits in the showroom. May I know what particular items you’re interested in? A: I’m interested in your hardware. I’ve seen the exhibits and studied your catalogues. I think some of the items will find a ready market in Canada. Here is a list of my requirements, for which I’d like to have your lowest quotations, C.I.F. Vancouver. -- 我很高兴有这个机会参观你们公司。我希望能与您谈下大笔生意。 -- 很高兴见到您，布朗先生。我想您已经看过我们展示厅里的产品了。可否知道您具体对哪些商品感兴趣, -- 我对你们的五金产品感兴趣。我已看过你们的展示品并仔细看过你们的目录册。我想其中的一些产品很快 就能在加拿大畅销。这是我所列的需求单，请给予最优惠的报价，温哥华到岸价。 B: Thank you for your inquiry. Would you tell us the quantity you require so that we can work out the offers? A: I’ll do that. Meanwhile, could you give me an indication of price? B: Here are our F.O.B. price lists. All the prices in the lists are subject to our confirmation. A: What about the commission? From European suppliers I usually get a 3 to 5 percent commission for my imports. It’s the general practice. B: As a rule we don’t allow any commission. But if the order is a substantial one, we’ll consider it. A: You see, but I do business on a commission basis. A commission on your prices would make it easier for me to promote sales. Even two or three percent would help. B: That’s something we can discuss later. -- 感谢您的询价。您能告诉我们您需要的数量以便我们报价吗, -- 我会的，同时你能给我一个估计价格吗, -- 这是我们的离岸价单，里面所有的价格都以我方确认为准。 -- 佣金呢,从欧洲供销商那里，我通常可以得到进口产品3-5%的佣金。这是惯例。 -- 一般来说，我们不允许任何佣金。但是如果订单数量可观，我们会考虑的。 -- 但我是在佣金的基础上做生意的。你们在价格上提供佣金将使我推销产品更加容易一些。即使2%或3%也 是可以的。 -- 这个问题我们可以以后再讨论。 Dialogue 3 A: When can I have your firm C.I.F. prices, that is to say, the final offer, Mr. London? B: We’ll have them worked out by this evening and let you have them tomorrow morning. Would you be free to come by then? A: Yes. I’ll be here tomorrow morning at 10. B: Perfect. Our offer remains open for 3 days. A: I don’t need that long to make up my mind. If your prices are agreeable and if I can get the commission I want, I can place the order right away. B: I’m sure you’ll find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices haven’t changed much. -- 伦敦先生，什么时候能给我你们公司确认的到岸价格，那就是，最后的报价, -- 我们将在今晚制定出来，明天早上让你拿到。到时你有时间过来吗, -- 可以，明天早上10点我过来这里。 -- 太好了，我们的报价三天有效。 -- 我不需要那么长时间来做决定。如果你们提供的价格合适，而且如果我能得到我想要的佣金，我可以立即下订单。 -- 你会发现我们的价格是最优惠的。近几年来，其他地方五金的价格上涨幅度很大，而我们的价格变化不大。 A: I’m glad to hear that. As I’ve just said, I hope to conclude some substantial business with you. B: We shall be very pleased. Is there anything else I can do for you, Mrs. Anderson? A: I’m buying for chain department stores in Canada. They are also interested in Egyptian carpets. Could you introduce me to the person in charge of this line? B: Certainly, I’ll make an appointment for you with Mr. Jordan of the Egypt National Native Produce and Animal By-products Import and Export Corporation. A: Thank you very much. -- 那太好了。正如我刚才所说的，我希望与你们做成一些大买卖。 -- 我们也很高兴。我还能为您做点其他什么吗，安德森女士, -- 我为加拿大的连锁百货店选购货物。他们还对埃及地毯很感兴趣。你们能为我介绍做这行的人吗, -- 当然可以。我会为您和乔丹先生预约一下，他是埃及国家土畜产进出口公司的。 -- 非常感谢你们。 Words and Expressions promising 有希望的，有前途的 initial 最初的 a long- term contract 长期合同 grant批准，给予 substantial 数量大的，大量的 subject to our confirmation 以我方确认为准 covering 有关的 chain department store 连锁百货店 receipt 收到;收据 a ready market 市场畅销 do business on a commission basis 做有佣金的买卖 price sheet / price list 价格单 as a rule 通常，一般来说 C.I.F Vancouver 温哥华到岸价 quotation 报价，标价 enquiry 询价 showroom 展示厅，陈列室 hardware 五金制品 There’s no indication of price. 没有标明价格。 commission 佣金 sales literature 销售说明书 specification 规格 F.O.B. prices 离岸价，船上交货价 firm offer/ tentative offer 实盘/议盘 Notes 1. We would be obliged if you would? obliged感激，这是商业信 函 关于工期滞后的函关于工程严重滞后的函关于工程进度滞后的回复函关于征求同志党风廉政意见的函关于征求廉洁自律情况的复函 中的客套话，在请求对方做某事时，常用这个句型。另外，表示“感激”的句型还有: a. We would be thankful (grateful) if you would? b. We would appreciate if you would? c. It would be appreciated if you would? 2. C.I.F. 是 Cost Insurance Freight 的缩写，其意思是 “成本、保险费加运费”。 3. have confidence in 对„„有信心 4. hear from 收到„„的来信 5. place an order 订货 6. make a delivery 交货 A Specimen Letter Dear Sirs, Thank you for your letter of 25th September. As one of the largest dealers of garments, we are interested in ladies’ dresses of all descriptions. We would be grateful if you would give us quotations per dozen of C.I.F. Vancouver for those items as listed on the separate sheet. In the meantime, we would like you to send us samples of the various materials of which the dresses are made. We are given to understand that you are a state-owned enterprise and we have confidence in the quality of Chinese products. If your prices are moderate, we believe there is a promising market for the above-mentioned articles in our area. We look forward to hearing from you soon. Yours faithfully, Canadian Garment Co. Ltd. 释文 先生: 谢谢你们九月二十五日的来信。 我们是服装大贸易商，我们想购买各种规格的连衣裙。若能按附页所示品种报每打C.I.F.温哥华价，我们当不胜感激。同时请将各种连衣裙的布样寄给我们。 我们得知你们是一家国营企业，我们对中国产品的质量很有信心。如你方价格适中，我们相信上述商品在我们地区会有很好的市场。 盼早复。 加拿大服装有限公司 Substitution Drills 1 A: We’re quite interested in your down coats. How about the supply position? 我们对你们的羽绒衣服很感兴趣。请问供应情况如何, B: For most of the articles in the catalog, we have an ample supply. / All the articles displayed here are available. / Generally speaking, we can supply from stock. 对于目录中的大多数产品，我们都有充足的货源。这里所有展出的商品都有供货。总体来说，我们有存货供应。 2 A: I don’t need to remind you that the market has become very competitive./ the competition has become pretty keen. /you must be able to compete with rival firms. 不用说市场竞争很激烈。市场竞争变得相当尖锐。你必须能够与你的对手公司相竞争。 B: You’ll find our prices are very favorable. /very competitive. /most acceptable. 你会发现我们的价格很优惠。很有竞争力。是最容易接受的。 3 A: Do you quote F.O.B. or C.I.F.? 你们报船上交货价还是最后到岸价, B: We usually quote on an F.O.B. basis./ a C.I.F. basis /the basis of C.I.F. terms landed 我们一般报船上交货价。/成本加运费、保险费在内的到岸价 / 最后到岸价加卸货价 4 A: Could you make offers for the items listed in your catalogue? Would you give me an offer for Item No.7? May I have your offer of Model ZX 102? 所列产品的报价吗,给出七号物品的报价吗,给我ZX 102型的价格吗, B: Here’s the price list, but the prices are subject to our final confirmation. /Here it is, but the price is subject to your confirmation before Friday. /Here you are, but the offer is based on immediate acceptance. 你能给出目录中 这是价格单，但最终价格取决于我们的最终确认。给您，但是价格取决于您周五前的确认。给您，但是价格必须马上接受才行。 5 A: How long will you leave your offer open? /valid on the table你的报价多长时间有效, B: It’s valid for three years. /It’s good for twenty-four hours only. /It’ll remain firm until Friday. 三年有效。/只有二十四小时的有效期。 /周五前不变。 6 A: We want to find out if you can supply walnut meat article No.16 is available. 我们想知道你们能否提供胡桃肉。第16号产品是否还有现货 B: Walnut meat is in high demand these days. /As far as this item is concerned, the supply cannot meet the demand. 最近胡桃肉需求很大。 /就这种产品而言，供不应求。 7 A: Any chance of scraping up a small quantity? 可以积攒起一些吗, B: To be honest, we’ve sold out. / tell the truth, the supply has run out. / put it simply, we have nothing on hand. 坦率地说，我们卖光了。 /说实话，供货卖完了。 /简单地说，我们手边没有货。 8 We’ll keep your order on file. When the next supply comes in, we’ll get in touch with you. We’ll keep your requirement in mind. When new crops come in, we’ll let you know. We’ll inform you as soon as we have new supplies in the near future. 我们会对你的订单做好记录。当下批货来的时，我们会和你联系。 /我们会记下您的要求。下批农作物到来时，我们会告诉您的。 /不久我们一旦有了新货就会通知您。 9 .There is just a limited quantity for the time being. /in the long run /at present /today 现在只是货物数量有限。 长远看来 目前 今天 10 .Would you quote me your lowest prices for the goods at present? May I ask /May I know 请问您能给我提供这些商品目前的最低价格吗, 我能问一下 /我可以知道 11(May I ask the price of the product? cost expense charge 我能问一下这商品的 价格 吗, /成本 /费用 Counteroffer 还盘 Brief Introduction 还盘也叫还价。接盘人在收到一项报盘后，往往会对其中的某些内容不能完全同意，于是会提出不同的要求。这种口头或书面的要求一经提出，原来的报盘即刻失效，于是交易在还盘的基础上重新开始。 还盘的内容不单是指价格。对支付条件、装运期等主要条件提出不同的建议，也都属于还盘性质。一笔交易的成立，有时要经历多次还盘和反还盘的过程。 Words and Expressions concession 让步 literally 照字面地，逐字地 reasonable合理的，适当的 Franc 法郎 current当前的，现行的 per 每，每一 expand 发展，扩大 counteroffer还盘 entertain 接受，准备考虑 token 象征;表示 ammonium sulphate 硫酸铵 forerunner 前兆，先导 rock bottom price 最低价格 in that respect 在那方面 Basic Expressions 1. Our counteroffer is as follows. 我们还盘如下。 2. Our counteroffer is well founded. 我们的还价是很合理的。 3. Your counteroffer is not up to the present market level. 你的还价是不符合目前市场价格。 4. Please make us your best possible counteroffer. 请给我们你们最好的还盘。 5. The price you offer is not in line with the prevailing market. 你方报价与现行市场价不合。 6. It’s impossible for us to entertain your counteroffer. 我们不能接受你方的还价。 7. I’m sorry. The difference between our price and your counteroffer is too wide. 很遗憾，我们的价格与你方还盘之间的差距太大。 8. This is our rock - bottom price, we can’t make any further reduction. 这是我方的最低价格，我们不能再让了。 9. How about meeting each other halfway? 能不能互相做出让步, 10. If you accept our counteroffer, we’ll advise our users to buy from you. 如您能接受我们的还盘，我们就劝用户向你方购买。 11. As a rule, the larger the order, the lower the price. 买得越多，价格越便宜，这是个惯例。 12. I appreciate your counteroffer but find it too low to accept. 谢谢你的还价，我觉得太低了无法接受。 13. We ask for indulgence for 6 days to make a counteroffer. 我们要求宽限六天以便做出还价。 14. We regret to note that you have turned down our counteroffer. 我们很遗憾，知道你方已拒绝了我方的还价。 Conversations Dialogue 1 A: This is our rock - bottom price, Mr. Li. We can’t make any further concessions. B: If that’s the case, there’s not much point in further discussion. We might as well call the whole deal off. A: What I mean is that we’ll never be able to come down to your price. The gap is too great. B: I think it unwise for either of us to insist on his own price. How about meeting each other half way so that business can be concluded? A: What is your proposal? B: Your unit price is 100 dollars higher than we can accept. When I suggested we meet each other half way, I meant it literally. A: Do you mean to suggest that we have to make a further reduction of 50 dollars in our price? That’s impossible. B: What would you suggest? A: The best we can do will be a reduction of another 30 dollars. That’ll definitely be rock bottom. -- 李先生，这是我方的最低价格，不能再让了。 -- 如果是这样的话，那就没有什么必要再谈下去了，我们是不是干脆放弃这笔生意算了～ -- 我的意思是说我们的价格永远不可能降到你方提出的水平，差距太大了。 -- 我想我们双方都坚持自己的价格是不明智的，能不能互相做出让步,各方都再让一半，生意就能成交了。 -- 你的建议是? -- 你方提出的单价比我们可以接受的价格高出100美元，我说的各让一半，是名副其实的一半。 -- 你是说让我们再减价50美元吗,办不到～ -- 你的意见呢, -- 我们最多只能再减30美元，这可真是最低价了。 B: That still leaves a gap of 20 dollars to be covered. Let’s meet each other half way once more, then the gap will be closed and our business completed. A: You certainly have a way of talking me into it. All right, let’s meet half way again. B: I’m glad we’ve come to an agreement on price. We’ll go on to the other terms and conditions at our next meeting. A: Yes, there’s one other point I wish to clear up. B: What is it? A: My friends in business circles all seem to be of the opinion that the U.S. import and export corporations have become more flexible in doing business recently. B: Yes, they’re right. In fact, we have either restored or adopted international practices in our foreign trade. -- 这样还剩下20美元的差额呀。我们再一次各让一半吧。这样差额就可消除，生意也就做成了。 -- 你真有办法，把我说服了。好吧，我们再各让一半。 -- 双方在价格上达成了协议，我感到很高兴。在下一次谈判中，我们再研究其他条款。 -- 好。不过我还想澄清另一个问题。 -- 什么事, -- 商界的许多朋友好像觉得美国的进出口公司在贸易中做法更加灵活了。 -- 正是这样。事实上，最近我们在国际贸易中恢复或采用了国际惯例和习惯做法。 A: I’m glad to hear that. With a view to expanding and further enhancing the bilateral relations between our two parties, and in particular, exchanging timely views on specific problems in the execution and enforcement of contracts, is it possible for us to have a representative that could stay permanently in Washing- ton D.C.? B: Basically speaking, yes, we welcome the establishment of representative offices by foreign companies in Washington D.C. Of course, there are more details to be attended to. We cannot settle it in a few words. A: Yes, of course. I’ll call my home office tonight and let them know about it. When do we meet again? B: How about tomorrow morning at 9? A: Good. I’ll come back tomorrow, and we can then discuss it more specifically. -- 听到这一点，我很高兴。为了发展和巩固我们双边之间的关系，特别是为了在执行合同过程中就具体问题 及时交换意见，我们能不能派出代表常驻华盛顿, -- 从根本上讲，可以，我们欢迎外国公司在华盛顿设立代表处，当然还有一些细节问题需要处理。这个不是 三言两语就可以解决的。 -- 那当然。我今晚打电话给国内公司，向他们 报告 软件系统测试报告下载sgs报告如何下载关于路面塌陷情况报告535n,sgs报告怎么下载竣工报告下载 这件事，我们下一次什么时候见面, -- 明天上午九点钟怎么样, -- 好，我明天再来，这样我们可以更具体地讨论这件事。 Dialogue 2 A: Mr. Brown, I’m anxious to know about your offer. B: Well, we’ve been holding it for you, Mrs. Perless. Here it is. Five hundred cases of black tea, at 20 pounds per kilogram, C.I.F. Liverpool. Shipment will be in July. A: That’s a high price! It will be difficult for us to make any sales. B: I’m rather surprised to hear you say that, Mrs. Perless. You know the price of black tea has gone up since last year. Ours compares favorably with what you might get elsewhere. A: I’m afraid I can’t agree with you there. India has just come into the market with a lower price. B: Ah, but everybody in the tea trade knows that US’s black tea is of top quality. Considering the quality, I should say the price is reasonable. A: No doubt yours is of high quality, but still, there is keen competition in the tea market. I understand some countries are actually lowering their prices. -- 布朗先生，我很想知道你们的报盘情况。 -- 佩利丝女士，我们还一直为你保留着这一报盘。这个就是:500箱红茶，成本加运费保险费到利物浦价， 每公斤20英镑，七月装船。 -- 价格太高了～我们很难销售。 -- 佩利丝女士，你这么说我很吃惊。你知道从去年以来红茶价格已经上涨。我们的价格比起你从别处可以买 到的价格是较为优惠的。 -- 这点我恐怕不能同意。印度正刚好打入市场，价格比较低。 -- 不过，茶叶商人都知道美国红茶质量好。结合质量考虑，我认为这个价格很合理。 -- 毫无疑问，你们的红茶质量上等，但是茶叶市场竞争激烈。我知道有的国家实际上正在削价抛售。 B: So far our commodities have stood the competition well. The very fact that other clients keep on buying speaks for itself. Few other teas can compare with ours either for flavor or color. A: But I believe we’ll have a hard time convincing our clients at your price. B: To be frank with you, if it weren’t for our good relations, we wouldn’t consider making you a firm offer at this price. A: All right. In order to get the business, I accept. B: I’m glad that we’ve settled the price. A: Now about the quantity. You said you could offer me only 500 cases, which I think is not enough. Last year we sold 700 cases, and I’m sure I can do better this year. I hope you can offer me at least 800 cases. -- 目前为止，我们的商品都是经得起竞争的。其他客户不断地向我们购买就证明了这一点。在香味或色泽方 面，其他品牌的红茶很难与我们的红茶媲美。 -- 不过我认为很难说服我们的客户们接受你方的价格。 -- 坦率地说，如果不是为了我们之间的友好关系，我们本来不会考虑以这个价格报实盘的。 -- 好吧，为了达成交易，我接受了。 -- 很高兴我们就价格问题达成了协议。 -- 现在谈谈数量问题。你说只能供应500箱，这不够，去年我们销售了700箱，今年肯定能销售更多，我希 望你至少能报800箱。 B: Because of the rapid growth of both our domestic and foreign markets, our production hasn’t been able to go forward at an equal pace with the demand. 500 cases are the best I can offer you at present. A: I see. But if I don’t take care of the supply of my market, my customers will naturally turn somewhere else for their needs. B: Sorry, I don’t think we can offer you more than 500 cases this year. As a matter of fact, we have made a special effort to get even these 500 cases for you. A: All right. We’ll take the 500 cases this time. But I do hope you can supply more next time. B: We’ll see if we can do better next year. -- 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500箱。 -- 我知道。不过如果我不能充分供应市场的话，我的顾客势必会从别处购货。 -- 很抱歉，我想今年供应不可能超过500箱了。事实上，供应这500 箱我们还做了特别的努力。 -- 好吧，这次我们就接受500箱，但希望下次你方能多供应些。 -- 那得看明年我们能否多供应一些。 Dialogue 3 A: Mr. Brown, let’s have your firm offer now. B: Gladly. Here’s our offer, 310 Francs per ton, F.O.B. Marseilles. You will notice the quotation is much lower than the current market price. A: I’m afraid I disagree with you there. We have quotations from other sources too. And, as you well know, we mainly rely on our own resources. Our own chemical industry has expanded rapidly. We import a certain amount of chemical fertilizer only when the price is reasonable. B: Well, then, what’s your idea of a competitive price? A: As we do business on the basis of mutual benefit, I suggest somewhere around 270 Francs per metric ton F.O.B. Marseilles. B: I’m sorry the difference between our price and your counter- offer is too wide. It’s impossible for us to entertain your counter- offer, I’m afraid. A: Mr. Brown, you no doubt have wide contacts. I don’t think I have to stress that our counter - offer is well founded. It is in line with the international market. B: I don’t see how I can pull this business through, Mrs. Wang. Let’s meet each other half way. Mutual efforts will carry us a step forward. -- 布朗先生，现在给我们报实盘吧。 -- 好的。这是我们的报盘:每吨310法郎，马赛船上交货价。你会注意到我们的价格比目前市价低很多。 -- 恐怕我不能同意这一点。我们也接到了其他地方的报盘。你知道，我们主要靠自己的货源供应，我国的化 工工业已迅速扩大。只有在价格合理时，我们才进口部分化肥。 -- 那好吧，你认为什么价格具有竞争力, -- 我们都是在互利的基础上做交易，我建议每公吨马赛船上交货价为 270法郎左右。 -- 很遗憾，我们的价格与你方还盘差距太大了，恐怕不可能接受你们的还盘。 -- 毫无疑问，布朗先生，你们的联系很广泛，我无须再三说明我们的还盘是很有根据的。它符合国际市场的行情。 -- 王小姐，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. Brown, what we have given is a fair price. B: Well, how’s this? We accept your price provided you take the quantity we offer. A: I’m surprised, Mr. Brown. Wouldn’t it be better to settle on the price first before going on to the quantity? If you accept our counteroffer, we’ll advise our users to buy from you. B: Then perhaps you could give me a rough idea of the amount needed? A: It’ll be somewhere around 50,000 tons. B: All right, Mrs. Wang. As a token of friendship, we accept your counteroffer for ammonium sulphate for 50,000 tons, at 270 French Francs per metric ton F.O.B. Marseilles. A: I’m glad we have brought this transaction to a successful conclusion. B: I appreciate your efforts and cooperation and hope that this will be the forerunner of other transactions in future. A: Thank you. We’ll be waiting for your confirmation. -- 布朗先生，我们出的价格是公平合理的。 -- 这样办好不好:如果你方接受我们的数量，我们就接受你方的价格。 -- 布朗先生，你这么说出乎我的意料。在讨论数量前，我们先解决价格问题不更好吗,如果你接受我们的还盘，我们就推荐用户向你方购买。 -- 那么也许你可以给我一个大概的数量, -- 大约五万吨左右。 -- 好吧，王小姐，作为友谊的表示，我们接受你方对五万吨硫酸铵的还盘，即每公吨马赛船上交货价270法郎。 -- 我很高兴，我们已成功地达成了交易。 -- 我感谢你方的努力和合作，并希望这笔交易将只是今后更多交易的开始。 -- 谢谢你，我们等待你方的确认。 Notes 1. might as well call the whole deal off 索性放弃这一整笔交易 2. have a way of talking me into it 有办法说服我 3. have stood the competition well 经得起竞争 4. The very fact that other clients keep on buying speaks for itself. 其他客户继续购买这一事实本身就说明了这一点。 5. It’s impossible for us to entertain your counteroffer. 我们不能接受你方的还价。 6. Our counteroffer is well founded. 我们的还价是很合理的。 7. provided you take the quantity we offer 如果你方接受我们提议的数量 8. as a token of friendship 作为友谊的表示 9. in line with the world market 和世界市场价格一致 A specimen Letter Dear Sirs, We are in receipt of your offer of March 26 for 300 cases of black tea at 30 pounds per kilogram, C.I.F. Liverpool. In reply, we regret to inform you that we cannot do business at the prices you have given. You may be aware that some Indian dealers are lowering their prices. No doubt there is keen competition in the market. We do not deny that the quality of Chinese tea is better and no other tea can compare with yours either for flavor or color, but the difference in price should, in no case, be as great as 8 percent. To close the business, our counteroffer is as follows: 300 cases of black tea at 25 pounds per kilogram, other terms as per your letter of March 26. As the market is declining, we recommend your early acceptance. Yours faithfully, 先生: 我们收到了你们三月二十六日关于三百箱红茶，每公斤三十英镑利物浦到岸价的报盘。 很抱歉，我们不能接受你们的价格。你们可能知道，有些印度商人正在削价销售。无疑市场竞争很激烈。 我们承认，中国茶叶品质较好，在香味和色泽方面，其他品牌的红茶很难与之相比。但是价格差距不应高过 百分之八。为了成交，我们还盘如下: 三百箱红茶，每公斤二十五英镑，其他条件照你方三月二十六日信中所述办理。 由于市价看跌，我们建议你们早日接受。 Substitution Drills 1 A: We’re thinking of placing a large order with you. /expanding into the Chinese market. /locating an agent in your area. B: I’m glad to hear that. /Good news. It means more business for us. /Please let us know if we may be of help. 我们在考虑 下给你们一个大型订单。 开拓进入中国市场 在你们地区设置一个代理 我很高兴听到这个。好消息，这对我们来说意味着更多的生意。 请告知我们能否帮忙。 2 A: How much are we expected to pay? /are you asking for that? /will you charge per dozen? B: The lowest we can do is U.S.$30 per dozen. 我们得付多少钱,你要求多少钱,每打你要多少钱, 我们可以做的最低价格是每打30美元。 3 A: Could you bring your price down a little bit? Say, $28 ? /cut the price down a little bit? reduce the price a little bit? B: I don’t think we can meet your expectations. meet your request. meet you on the price. --把你的价格降低一点吗,我是说，28美元, /你们能把价格降低一点吗, /你们能把价格降低一点吗, --我想我们满足不了你们的要求。 /满足不了你们的要求。 /不能在价格上满足你。 4 A: Have you taken into account the size of our order? /considered the quality of our goods? B: I wouldn’t have quoted you such a price, if it weren’t for a large quantity. We wouldn’t have turned to you for an offer, if it weren’t for the good quality of your goods. --考虑到我们的订单的大小了吗, /商品的质量了吗, --我不会给你报这样的价格，如果不是大批量的话。/如果不是因为你们商品质量好的话，我们就不会向你们询盘了。 5 A: As a sign of our support to your efforts, we’ll make a special reduction of $0.50 per dozen. Considering our good relationship and future business, we give you a 3% commission. B: Frankly speaking, that’s not good enough. /I accept in order to get this transaction concluded. --为了表示我们对你们努力的支持，每打我们特别降价0.5美元。/考虑到我们良好的关系和未来的生意，我们给你提供3%的佣金。 --坦率地讲，这还不够。 /为了达成交易，我接受。 6 A: You’ve raised the price! May I know what has caused the increase? You’ve increased the price! May I know why? The price is higher. Could you give me the explanation? B: The cost of production has gone up. /The prices of raw materials have been raised. /The market is advancing. --你们提价了～我可以知道增价的原因吗, /你们提价了～能告诉我为什么吗, /价格涨了。你能解释一下原因吗, --生产成本提高了。 /原材料的价格上涨了。 /市场上涨了。 7 A: As far as I know, the use of new materials could reduce unit cost by 10%. / supply will soon exceed demand. /the price tends to go down. B: I’m sorry. I can’t agree with you there. /We see things differently. /We don’t see it that way. --据我所知，新材料的使用能减少单位成本的10%。 /供给会很快超过需求。 /价格趋于下降。 --很抱歉，这点我不同意你的意见。 /恐怕我们看法不一样。 /恐怕我们看法不一样。 Terms of Payment支付条款 Brief Introduction 目前，国际贸易中常用的付款方式( payment terms)有:汇付(Remittance)、托收(Collection )、信用证(Letter of Credit)三种方式。大金额交易时主要是用到信用证，小买卖当然是用托收和汇付来完成。 作为国际结算中的一个重要组成部分，对外贸易货款的支付一般是利用汇票这种支付凭据通过银行进行的。 汇票中的跟单汇票(Documentary Draft)是对外贸易中最常用的一种支付工具。汇票按付款时间的不同，分 为即期汇票和远期汇票两种。 Words and Expressions irrevocable 不可撤消的，不可取回的 deposit 押金，定金 tie up 占压资金 minimum 最低限度 guarantee 保证，担保 Switzerland 瑞士 currency 货币 be in a position to 能够 sales confirmation 销售确认书 effect实行，生成 promptly 迅速地 dispatch 发送 Basic Expressions 1. Our terms of payment are by a confirmed irrevocable letter of credit by draft at sight. 我们的支付方式是以保兑不可撤消的、凭即期汇票支付的信用证。 2. Since the total amount is so big and the world monetary market is rather unstable at the moment, we can not accept any terms of payment other than a Letter of Credit. 因为这次交易额大，而且目前国际金融市场很不稳定，所以我们除接受信用证付款外，不能接受别的付款方 式。 3. We would suggest that for this particular order you let us have a D/D, on receipt of which we shall ship the goods on the first available steamer. 此次订货，我们建议你们使用即期汇票。收到该汇票后，我们将把货物装上第一条可定到的船。 4. In order to conclude the business, I hope you’ll meet me half way. What about 50% by L/C and the balance by D/P? 为了做成这批生意，希望双方都各让步一半。百分之五十以信用证付款，百分之五十按付款交单怎么样, 5. For such a large amount, a L/C is costly. Besides, it ties up my money. All this adds to my cost. 开这样大数额的信用证，费用很大，再说资金也要积压，这些都要使成本增加。 6. I’d like to discuss the terms of payment with you. I wonder if you would accept D/P. 我想同你讨论一下付款条件。不知你能否接受付款交单的方式。 7. Since we are old friends, I suppose D/P or D/A should be adopted this time as the mode of payment. 咱们是老朋友了，我想这次应该用D/P或者D/A付款方式吧。 8. As we must adhere to our customary practice, we hope that you will not think us unaccommodating. 由于我们必须坚持我们的一贯做法，我们希望你不要认为我们是不肯通融的。 9. We regret we cannot accept Cash Against Documents On Arrival Of Goods At Destination. 非常遗憾，我们无法接受“货到目的地后凭单付款”这一条件。 10. We wish to reiterate that it is only in view of our long and friendly business relations that we extend you this accommodation. 我们重申，正是鉴于双方长期友好的业务关系，我们才做出此项调和。 11. We have instructed our bank to open an irrevocable documentary letter of credit in your favor. The amount is $ 1,300.00.我们已通知我方银行开立以你方为受益人的、不可撤消的、跟单信用证，其金额为一千三百美金。 12. We’d like you to accept D/P for this transaction and future ones. 我们希望你们对这笔交易和今后的交易接受付款交单方式。 13. Your proposal for payment by time draft for Order No.1 is accept- able to us. 对于你方一号订单，我们可以接受你们远期汇票支付的提议。 14. We shall draw on you at 60 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六十天内付款的汇票，请到期即付。 15. The bank has just advised us that our Draft No.2 was declined (rejected, refused). 我们刚收到银行通知，我们的第二号汇票被拒付了。 16. Under the installment plan, 20% of the contract value is to be paid with orders. 根据这个分期付款计划，合同总值的百分之二十应在订货时付讫。 17. Please indicate that the L/C is negotiable in our country. 请注明信用证在我国可以议付。 18. We shall open an irrevocable letter of credit in your favor, pay able in Hong Kong against shipping documents. 我方将开立以你方为受益人的、不可撤消的信用证，在香港付款交单。 19. 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。 20. The time draft is to be countersigned by the Bank of Hong Kong, certifying that your signature is true and valid. 远期汇票要由香港银行回签，以证明你方签字是真实、有效的。 Conversations Dialogue 1 W: Well, we’ve settled the question of price, quality and quantity. Now what about the terms of payment? B: We only accept payment by irrevocable letter of credit payable against shipping documents. W: I see. Could you make an exception and accept D/A or D/P? B: I’m afraid not. We insist on a letter of credit. W: 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. That’ll tie up my money and increase my cost. B: Consult your bank and see if they will reduce the required deposit to a minimum. -- 好吧，既然价格、质量和数量问题都已谈妥，现在来谈谈付款方式怎么样, -- 我们只接受不可撤消的、凭装运单据付款的信用证。 -- 我明白。你们能不能破例接受承兑交单或付款交单, -- 恐怕不行，我们是坚决要求采用信用证付款。 -- 老实说，信用证会增加我方进口货的成本。要在银行开立信用证，我得付一笔押金。这样会占压我的资金， 因而会增加成本。 -- 你和开证行商量一下，看他们能否把押金减少到最低限度。 W: Still, there will be bank charges in connection with the credit. It would help me greatly if you would accept D/A or D/P. You can draw on me just as if there were a letter of credit. It makes no great difference to you, but it does to me. B: Well, Mrs. Wang, you must be aware that 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. W: To meet you half way, what do you say if 50% by L/C and the balance by D/P? B: I’m very sorry, Mrs. Wang. But I’m afraid I can’t promise you even that. As I’ve said, we require payment by L/C. -- 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，这就帮我大忙了。你 就当作是信用证一样向我开汇票。这对你来说区别不大，但是对我来说就大不一样了。 -- 王小姐，你应该也知道，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。 -- 我们都各让一步吧，货价的百分之五十用信用证，其余的采用付款交单，你看怎么样, -- 对不起，王小姐。即便那样，我恐怕也不能答应。我都说过了，我们要求用信用证付款。 Dialogue 2 A: Well, Mr. Brown, we’ve settled everything in connection with this transaction except the question of payment in yen. Now can you explain to me how to make payment in yen? B: Many of our business friends in England, France, Switzerland, Italy and Germany are paying for our exports in Japan currency. It is quite easy to do so. A: I know some of them are doing that. But this is new to me. I’ve never made payment in yen before. It is convenient to make payment in pound sterling, but I may have some difficulty in making payment in yen. B: Many banks in Europe now carry accounts in yen. They are in a position to open letters of credit and effect payment in yen. Consult your banks and you’ll see that they are ready to offer you this service. A: Do you mean to say that I can open a letter of credit in yen with a bank in London or Bonn? B: Sure you can. Several of the banks in London, such as the National Westminster Bank and Barclays Bank are in a position to open letters of credit in yen. They’ll do so against our sales confirmation or contract. A: I see. -- 布朗先生，除了日元付款问题外，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 如何用日元付款, -- 我们在英国、法国、瑞士、意大利及德国的许多商界朋友都用日元支付我们的出口货物。这很容易做到。 -- 我知道有些人是这么做。但对我来说，这是新做法。我从来没用过日元付款。用英镑付款很方便,但用日元 付款可能会有些麻烦。 -- 现在欧洲许多银行都可以开立日元账户。他们可以开立信用证并且用日元支付。你去银行咨询就可知道， 他们会替你办理这项业务的。 -- 你是说我可以在伦敦或者波恩的银行开立日元信用证吗, -- 当然可以。在伦敦有好几家银行，如国家威斯敏斯特银行和巴克莱银行等都可以凭我们的销售确认书或合 同开立日元信用证。 -- 我知道了。 Dialogue 3 W:To get around your difficulty, Mr. Brown, I’d suggest that you reduce your order by half. You can send in an additional order later. B: Well, I’ll consider the possibility. By the way, when do I open the L/C if I want the goods to be delivered in June? W: A month before the time you want the goods to be delivered. B: Could you possibly effect shipment more promptly? W: Getting the goods ready, making out the documents and booking the shipping space -- all this takes time, you know. You cannot expect us to make delivery in less than a month. B: Very well, Mrs. Wang. I’ll not reduce my order. I’ll take the full quantity you offer. And I’ll arrange for the Letter of Credit to be opened in your favor as soon as I get home. W: When will that be? B: Early next week. In the meantime, I should be very pleased if you would get everything ready. I hope that the goods can be dispatched promptly after you get my Letter of Credit. W: You can rest assured of that. We’ll book you order and inquire for the shipping space now, so that shipment can be effected within two or three weeks of receipt of your L/C. B: That’ll be fine. I appreciate your cooperation. -- 布朗先生，我建议你把订单数量削减一半以摆脱你的困难。你可以以后再下追加订单。 -- 喔，我考虑一下这种可能性。顺便问一下，如果我想要你们六月份交货的话，我需要在什么时候开立信用 证呢, -- 交货期前一个月。 -- 你们能否再提前一点交货呢, -- 你瞧，备货、制单证、订舱位——所有这些都要花时间。你总不能要求我们在不到一个月的时间内交货吧。 -- 好吧，王小姐，我不打算减少订单的数量。你提供的数量我全部都要。我一回去马上着手办理开立以你方 为受益人的信用证。 -- 那将是什么时候, -- 下周初。与此同时，如果你们能将所有的事情准备好，我会非常满意。我希望你们收到我的信用证后能马 上发货。 -- 这点我们可以保证。我们这就下单生产、订舱位，这样在收到你方信用证的两、三星期内就能安排装运。 -- 好，谢谢你们的合作。 W: Very good. Well, thanks to your cooperation, our discussion has been very pleasant and fruitful. I sincerely hope that the volume of trade between us will be even greater in the future. B: By the way, Mrs. Wang, we have a mind to do joint participation with you on Japanese arts and crafts in our market. Would you entertain this proposal? W: Well, this is something new. A few of our friends from Europe have also suggested that we participate in joint enterprise with them dealing in some of our goods. We think there are a lot of details to go into. B: If you feel our proposal is attractive, it is estimated that business to the extent of over twenty million marks can be done in this manner. W: Naturally, I appreciate your efforts in pushing the sale of Japanese arts and crafts. But I’m not in a position to discuss your proposal today. I must first talk to our director, and discuss it with you some other time. B: All right. Anyway, I’ll be staying here for another two weeks. But I’m looking forward to having something done in this respect. W: We’ll talk about it next time. Now that everything is settled, let’s have a cup of tea, and take our minds off business for a change. -- 太好了。由于你们的合作，我们之间的谈判很愉快而且富有成果。我真诚地希望今后我们之间的贸易额会进一步扩大。 -- 王小姐，顺便提一句，我们有意与你方合作，在我国市场上合资经营日本工艺品。你们愿意接受这个提议吗, -- 这是一个新做法。有些欧洲朋友也建议我们与他们一起合资经营我们的一些产品。不过，这个需要进行详细地讨论。 -- 如果你们觉得我方提议值得考虑采纳，估计以这种方式，贸易额可以达到二千万马克以上。 -- 当然，我们很感激贵方为推销日本工艺品所作的努力，但是我今天无法与你方讨论这一问题。我得先和我们主管商量一下，然后和您找个时间再谈。 -- 好吧，反正我还会再呆两个星期。不过我期望在这方面能够取得进展。 -- 我们下次再谈吧。既然所有的问题都解决了，我们喝杯茶，抛开业务问题休息一下吧。 Notes 1. joint enterprise 合营企业 2. 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 3. D/P = Documents against Payment 付款交单 4. D/A = Documents against Acceptance 承兑交单 5. in connection with 有关于„„， 和„„有关系的 6. draw on sb. 向„„开出汇票 7. you must be aware that„ 你一定知道 8. and the other way round 反过来讲 9. 50% by L/C and the balance by D/P 百分之五十采用信用证，剩余部分采用付款交单 10. against our sales confirmation 凭我们的销售确认书 11. to be opened in your favor 以你方为受益人的 12. you can rest assured of that 这个你可以放心 13. thanks to 由于，因为 14. now that everything is settled„„ 既然事情都解决了„„ A Specimen Letter Dear Sirs, We have received your letter of December 20th and noted with interest your intention of pushing the sale of our automobiles in your country. Although we are much appreciative of your efforts to help sell our automobiles, we regret being unable to consider your request for payment by D/A 60 days sight. Our usual practice is to ask for sight L/C. However, in order to facilitate developing the sale of automobiles in your market, we are prepared to accept payment by D/P at sight as a special accommodation. We hope that the above payment terms will be acceptable to you and look forward to the pleasure of hearing from you soon. Yours faithfully, Manager 释文 先生: 十二月二十日来函收到，获悉你方有意在贵国推销我们的汽车。对此，我们很感兴趣。 对你们为推销我方汽车所作的努力，我们甚为感激。但对你方要求以见票后六十天内承兑交单付款一事，我们很保歉不能予以考虑。我们通常的做法是要求即期信用证付款。 然而，为了促进我们的汽车在贵方市场上的销售，我方准备接受即期交单付款方式，以示特别照顾。 希望你能接受上述付款条件，并盼早日收到回音。 经理 Substitution Drills 1 A: What are your terms of payment? How are we going to arrange payment? What is the mode of payment? B: We want payment to be made by confirmed, irrevocable L/C. You’ll need to open a confirmed and irrevocable letter of credit. We’d like you to pay us by confirmed and irrevocable letter of credit. --你们使用什么付款方式, /我们怎么安排付款, /付款方式是什么, --我们要求采用保兑的、不可撤消的信用证来支付。 /你们需要开立一个保兑的、不可撤消的信用证。 /我们希望你们能用保兑的、不可撤消的信用证来支付给我们。 2 A: The point is that to open a L/C does mean additional expense. The trouble is that opening a L/C will add to the cost of our imports. The problem is that payment by L/C will cause us some difficulty in getting the license. B: I’m sorry that can’t be helped. --问题是开立一个信用证将意味着额外的开支。 问题是开立一个信用证将增加我们的进口成本。 问题是用信用证付款将给我们获得许可证方面带来一些困难。 --很抱歉，没办法。 3 A: When shall we open the letter of credit? do we have to establish the letter of credit? shall we arrange for a credit line under the contract terms? B: Thirty days before the month of shipment. The credit line should be opened one month before the time of shipment. The buyer shall open the credit line 30 days before the date of shipment. --我们应该什么时候开立信用证, 我们必须什么时候开立信用证, 我们应该什么时候按协议条款安排信贷额度, --在装船当月前30天。 信用证必须在装船前一个月办理。 买方应该在装船日期前30天内办理信贷额度。 4 A: How long should our L/C be valid? / When should we set the expiry date? / What should be the validity of the L/C? B: The L/C should be valid for 15 days after the date of shipment. The expiry date of the L/C is to be 15 days after the date of shipment. The L/C must remain valid until the fifteenth day after shipment. --我们的信用证应该多长时间有效,/我们应该把失效期设为哪一天, /信用证应该多长时间有效, --信用证应该在装船日期后15天内有效。 信用证应该在装船日期15天后失效。 信用证必须在装船后15天有效。 5 A: Payment by L/C is quite usual in international trade. /our usual practice. /customary in foreign trade. B: I know. L/C is all right, but could you consider 60 days sight draft? be more flexible for future dealings, make your payment terms easier for us just for this small order, --信用证支付在国际贸易中非常普遍。 /信用证支付是我们的通常做法。 /信用证支付在对外贸易中是惯例。 --我知道，信用证支付是不错，但是你们能考虑60天的即期汇票吗, 但是未来的交易你能否更灵活一点, 但这小批订单的付款方式能否容易一点, 6 It is $30. Mr. Green, please pay the cashier. /comes to /amounts to /adds up to 总共30美元，格林先生，请付款给出纳员。 7 --Here is your change of 5 Yuan. Please double check it. /See if it’s all right. --I hope I haven’t made a mistake. --Please keep it carefully. --这是您的五元零钱。 请再核实一下。/看看是否正确。 --我希望没出错。 --请妥善保管。