步入商界课件教材

步入商界课件教材 步入商界 Lesson 1 Introducing Yourself (第一课 自我介绍) GIVING NAME AND JOB TITLE 说明姓名与职务 GREETING PEOPLE 问候他人 TALKING ABOUT YOUR COMPANY 谈论公司情况 In this unit... Bibury Systems is a British company. It manufactures electronic toys. Edward Green starts a new job at Bibury System. Jenny Ross shows Edward Green the company offices. Edward sees a new product: "Big Boss". GERALDINE: Good morning. Bibury Systems. Can I help you? 杰拉尔丁: 早上好，Bibury系统公司。可以为你效劳吗, JENNY ROSS: Good morning, Geraldine. 詹妮?罗斯: 早上好，杰拉尔丁。 GERALDINE: Good morning, Jenny. Your newspapers and the post. 杰拉尔丁: 早上好， 詹妮。这是你的报纸和信件。 JENNY ROSS: Thank you. 詹妮?罗斯: 谢谢。 CLIVE HARRIS: Good morning, Jenny. Good weekend? 克莱夫?哈里斯:早上好， 詹妮。周末过的好么, JENNY ROSS: Excellent, thank you. 詹妮?罗斯: 非常好，谢谢。 CLIVE HARRIS: It is cold this morning. 克莱夫?哈里斯:今天上午真冷。 JENNY ROSS: Yes. Very cold. 詹妮?罗斯: 是的。真的很冷。 CLIVE HARRIS: Good morning, Geraldine. 克莱夫?哈里斯:早上好， 杰拉尔丁。 GERALDINE: Good morning, Mr. Harris. Your newspaper and your post. 杰拉尔丁: 早上好， 哈里斯先生。这是你的报纸和信件。 CLIVE HARRIS: Thank you very much. 克莱夫?哈里斯: 非常感谢。 1 《 步入商界 》 JENNY ROSS: Good morning, Kate. 詹妮?罗斯: 早上好， 凯特。 KATE MCKENNA: Good morning, Jenny. How are you? 凯特?麦凯纳: 早上好， 詹妮。你身体怎样? JENNY ROSS: I'm fine, thank you. 詹妮?罗斯: 很好， 谢谢。 DON BRADLEY: Good morning, Jenny. 堂?布拉德利: 早上好， 詹妮。 JENNY ROSS: Good MORNING, Don. 詹妮?罗斯: 早上好， 堂。 EDWARD GREEN: Good morning. My name?s Edward Green. I'm here to see Don Bradley. 爱德华?格林: 早上好。我是爱德华?格林。我要见堂?布拉德利。 GERALDINE: Ah yes. One moment, please. 杰拉尔丁: 啊，好的。请稍等。 GERALDINE: Hello. Jenny, Edward Green is in reception. Please, sit down. 杰拉尔丁: 喂。詹妮， 爱德华?格林在会客室要见你。请坐。 EDWARD GREEN: Thank you. 爱德华?格林: 谢谢。 JENNY ROSS: Are you Edward Green? 詹妮?罗斯: 你是爱德华?格林吗? EDWARD GREEN: Yes. 爱德华?格林: 是的。 JENNY ROSS: I'm Jenny Ross. How do you do? 詹妮?罗斯: 我是詹妮?罗斯。你好～ EDWARD GREEN: Hello. Pleased to meet you. 爱德华?格林: 你好。见到你很高兴。 JENNY ROSS: Welcome to Bibury Systems. 詹妮?罗斯: 欢迎光临Bibury系统公司。 EDWARD GREEN: Thank you. 爱德华?格林: 谢谢。 JENNY ROSS: I'm the Head of Administration in the Marketing Department. My boss is Don Bradley. Well... our boss is Don Bradley! Let me show you the department. 2 《 步入商界 》 詹妮?罗斯: 我是市场营销部的行政主管。我老板是堂?布拉德利。喔……我们的老板都是堂?布 拉德利～我来领你参观一下市场部。 JENNY ROSS: This is the Marketing Department. This is my desk. Er...that's Don's office. He's not here at the moment. This is your desk. Telephone, PC, In-tray. Let me take your coat. 詹妮?罗斯: 这就是市场部。这是我的办公桌。哦 ……那是堂的办公室。他现在不在。这是你 的办公桌、电话、电脑、公文格。我帮你放外套。 EDWARD GREEN: Thanks. 爱德华?格林: 谢谢。 JENNY ROSS: Over here is the stationery cupboard. Papers. Files. Pencils, etc. Help yourself to what you need. 詹妮?罗斯: 这边是文具柜、纸张、文件、铅笔、等等。有需要尽管取用。 Here is the photocopier. And here is the fax machine. And this is the coffee machine. 这是复印机。这是传真机。这里是咖啡机。 Would you like a cup of coffee? 来杯咖啡, EDWARD GREEN: No, thanks. 爱德华?格林: 不， 谢谢。 JENNY ROSS: Kate, this is Edward Green. He's our new Marketing Executive. 詹妮?罗斯: 凯特， 这位是爱德华?格林。他是新来的销售主管。 KATE MCKENNA: Ah, yes. Edward. Hello. Welcome to Bibury Systems Marketing Department. 凯特?麦凯纳: 啊。爱德华。你好。欢迎加入Bibury系统公司市场营销部。 KATE MCKENNA: Excuse me. Hello, Kate Mckenna. 凯特?麦凯纳: 打扰一下。你好， 凯特(麦凯纳。 EDWARD GREEN: What is Kate's job? 爱德华?格林: 凯特的工作职责是什么, JENNY ROSS: She is Head of Sales. She is good. 詹妮?罗斯: 她是销售部的主管。她很能干。 EDWARD GREEN: Where does she fit into the company structure? 爱德华?格林: 她在公司架构中的位置是怎样的? JENNY ROSS: Here's the company structure. You see Don is Sales and Marketing Director and is on the Board. Kate reports to Don. You are here and you report to Don. 詹妮?罗斯: 公司架构是这样的。堂是销售和市场营销总监，是董事会的成员。凯特向堂报告工 3 《 步入商界 》 作。 你的位置在这儿，你向堂报告工作。 JENNY ROSS: This is the boardroom. Here we have a range of products. Our toys. Come on, let's go to the R & D workshop. ?罗斯: 这是会议室。这里是我们的一系列产品。玩具。来，我们去看一下R & D车间。 詹妮 EDWARD GREEN: I'm sorry. R & D? 爱德华?格林: 对不起。R & D什么意思啊? JENNY ROSS: That's Research and Development. 詹妮•罗斯: 就是研发部，研究和发展的意思。 EDWARD GREEN: Ah, right. 爱德华•格林: 啊，明白了。 GERALDINE: ...Thank you for calling... Goodbye. 杰拉尔丁:…… 谢谢您的来电 …… 再见。 JENNY ROSS: The Managing Director's office is on the first floor. Clive Harris. We call him Clive. 詹妮•罗斯: 总裁的办公室在一楼。克莱夫?哈里斯。我们叫他克莱夫。 Ah, this is Clive's secretary, Sally. 啊， 这是克莱夫的秘书， 萨利。 EDWARD GREEN: hello. 爱德华•格林: 你好。 JENNY ROSS: And you have met Geraldine, our receptionist? 詹妮•罗斯: 这个你已经见过了，杰拉尔丁，我们的接待员? GERALDINE: Hi. 杰拉尔丁: 你好。 JENNY ROSS: So, this is the Research and Development Department. This is Bob and that's Pete. They are Research Assistants. And through here is Derek Jones?office. He has a team of six people. Derek, this is Edward Green. He's our new... 詹妮•罗斯: 那，这就是研发部。这位是鲍勃，那个是皮特。他们是研发助理。这里过去就是德 里克?琼斯的办公室了。他的团队有六个人。德里克，这位是爱德华?格林。他是 我们新来的 …… DEREK JONES: Please. 德里克?琼斯: 拜托。 JENNY ROSS: Oh, you're busy. Sorry. 詹妮•罗斯: 哦，你忙吧。对不起。 4 《 步入商界 》 DEREK JONES: No. Please wait. There. Finished. Good. Do you like it? 德里克•琼斯: 不。请稍等。啊，完成了。很好。你喜欢吗? EDWARD GREEN: Errr. What is it? 爱德华•格林: 哦，这是什么? DEREK JONES: It's a toy. It's a new electronic toy. 德里克•琼斯: 是个玩具。是种新型电子玩具。 EDWARD GREEN: It's very good. Edward Green. Pleased to meet you. 爱德华•格林: 很好啊。爱德华?格林。见到你很高兴。 DEREK JONES: Derek Jones. Welcome to Bibury Systems. 德里克•琼斯: 德里克?琼斯。欢迎加入Bibury系统公司。 EDWARD GREEN: Thank you. 爱德华•格林: 谢谢。 DON BRADLEY: Edward Green starts today. He's the new Marketing Executive. 堂•布拉德利: 爱德华?格林今天开始上班。他是新的销售主管。 CLIVE HARRIS: Oh yes. Is he good? 克莱夫•哈里斯:哦。他行吗? DON BRADLEY: I don't know. He's young. He's intelligent. He is well-qualified, but of course he has no experience. 堂•布拉德利: 不知道。他年轻，聪明。他很合乎条件，但就是没 经验 班主任工作经验交流宣传工作经验交流材料优秀班主任经验交流小学课改经验典型材料房地产总经理管理经验 。 DEREK JONES: So, that's the existing product range. This is a very new product. In fact, this is a prototype. 德里克?琼斯 那么，这就是现有的产品类别。这是个很新的产品。其实，这还是模型个模型。 EDWARD GREEN: What is it? 爱德华•格林: 是什么东西? DEREK JONES: It's called Big Boss. 德里克•琼斯: 叫做 “大老板”。 EDWARD GREEN: Big Boss? What does it do? 爱德华•格林: “大老板”? 有什么功能? DEREK JONES: Ahah! Look: Say:Hello, Big Boss:. 德里克•琼斯: 啊～看着:说“你好，大老板”。 EDWARD GREEN: Hello, Big Boss. 爱德华•格林: 你好， “大老板”。 5 《 步入商界 》 DEREK JONES: No, no. Into the microphone. 德里克•琼斯: 不，不。对着麦克风说。 EDWARD GREEN: Hello, Big Boss. 爱德华•格林: 你好，“大老板”。 DEREK JONES: Try again. 德里克•琼斯: 再试一次。 EDWARD GREEN: Hello, Big Boss. 爱德华•格林: 你好，“大老板”。 BIG BOSS: Hi. Edward. Welcome to Bibury Systems. “大老板”: 你好。爱德华。欢迎加入Bibury系统公司。 CLIVE HARRIS: What do you think, Don? 克莱夫•哈里斯:堂，你认为怎么样, DON BRADLEY: I don't like this design. 堂•布拉德利: 我不喜欢这个设计。 CLIVE HARRIS: I agree. It's not good. I like this one. He looks angry. 克莱夫•哈里斯:我有同感。还不是很好。我喜欢这个。他看上去生气的样子。 DON BRADLEY: Yes, I think it is very funny. 堂•布拉德利: 对，很有趣。 DEREK JONES: What do you think? 德里克•琼斯: 你认为怎么样? EDWARD GREEN: What about glasses? 爱德华•格林: 加上眼镜怎样? DEREK JONES: That is very good. 德里克•琼斯: 太棒了。 DEREK JONES: Good idea! Brilliant! 德里克•琼斯: 好主意! 真聪明! 一、公司成员: 接待员:Geraldine 管理部门负责人:Jenny 销售部门负责人:Kate Bibury Systems总经理:Mr.Clive Harris 销售和营销部的经理:Don开发部负责人:Derek Jones ????New words and expressions生词和短语???? 6 《 步入商界 》 reception n.接待处 receptionist 接待员 Head of Sales 销售部负责人 Research Assistant研究助理 PC--personal computer 个人计算机 Marketing Executive 营销员 The Marketing Department 营销部 photocopier 复印机 Sales and Marketing Director销售和营销部的经理 product产品 in-tray收文篮(办公室里用来存放待处理信函的地方) R&D--Research and Development研究和开发部 fax machine 传真机coffee machine 煮咖啡壶 product range 产品总类 Sample样品 prototype样品(特指没上市的样品)The company structure公司结构 The Sales Department 销售部 Where do you fit into your company structure? 你在公司是做什么的, Lesson 2 Using the Telephone (第二课 如何使用电话) STARTING A TELEPHONE CONVERSATION 电话用语 GETTING THROUGH 接通电话 TAKING MESSAGES 电话留言 In this unit ... Edward Green wants Mr Smith to buy Big Boss. Don Bradley telephones Phil Watson at RUYJ Advertising. Mr Sakai, a Japanese client, rings Clive Harris to discuss a meeting. EDWARD GREEN: Hello, my name is Edward Green. I would like to speak to Mr. Smith, please. 爱德华?格林: 你好， 我是爱德华•格林。请史密斯先生接电话。 SMITH'S SECRETARY: I am sorry, but Mr.Smith isn't available. 史密斯的秘书: 对不起，史密斯先生现在不在。 EDWARD GREEN: Okay. I'll ring back. Does Mr. Smith have a direct line? 爱德华•格林: 那好吧。我再打过来。史密斯先生有直线电话吗, SMITH'S SECRETARY: I'm sorry but the number is confidential. 史密斯的秘书: 对不起，号码保密l。 EDWARD GREEN: Okay. Thank you. 爱德华•格林: 好的。谢谢。 JENNY ROSS: It's very difficult to speak to Mr. Smith. 詹妮•罗斯: 想跟史密斯先生通电话真难。 EDWARD GREEN: Yes, I know. 7 《 步入商界 》 爱德华•格林: 是啊，我知道。 NOVO RECEPTIONIST: Good morning, RUYJ Advertising. NOVO 接待员: 早上好， RUYJ 广告公司。 DON BRADLEY: Good morning. This is Don Bradley. Can I talk to Phil Watson, please? 堂•布拉德利: 早上好。我是堂•布拉德利。请菲尔•沃森接电话, NOVO RECEPTIONIST: What company are you from please? NOVO 接待员: 您是哪家公司的, DON BRADLEY: Bibury Systems. 堂•布拉德利: Bibury系统公司。 NOVO RECEPTIONIST: I'll put you through. NOVO 接待员: 我给您转过去。 DAVE: Phil Watson's phone. 戴夫菲尔: 沃森的电话。 DON BRADLEY: Good morning. Can I talk to Phil, please? 堂•布拉德利: 早上好。请菲尔听电话 DAVE: Can I ask who's calling please? 戴夫: 能问一下您是哪位吗, DON BRADLEY: Don Bradley from Bibury Systems. 堂•布拉德利: Bibury系统公司的堂•布拉德利。 DAVE: Well, Mr. Bradley, I'm afraid Phil's not in the office at the moment. Can I take a message or would you like to ring him on his mobile phone? 戴夫: 哦，布拉德利先生，菲尔目前不在办公室。让我给他捎信还是您打他的移动电 话? DON BRADLEY: I'll try his mobile. Can I have the number please? 堂•布拉德利: 我还是打他的移动电话吧。请问号码是多少, DAVE: 0802 54377 戴夫: 0802 54377 DON BRADLEY: Just let me check that. Zero eight zero two five four three double seven. 堂•布拉德利: 让我对一下。0802 54377。 DAVE: That's it. 戴夫: 对。 DON BRADLEY: Thanks. 8 《 步入商界 》 堂•布拉德利: 谢谢。 PHIL WATSON: Hello. Phil Watson. 菲尔•沃森: 你好。菲尔•沃森。 DON BRADLEY: Hello. Phil, this is Don Bradley. 堂•布拉德利: 你好。菲尔，我是堂•布拉德利。 PHIL WATSON: Hello, Don. Sorry to keep you waiting. How are you? 菲尔•沃森: 你好， 堂。抱歉让你久等。你身体好吗? DON BRADLEY: I'm fine, thanks. Can we meet? We have a new product and I want you to see it. 堂•布拉德利: 好，谢谢。我们能见个面吗,我们有了新产品，我希望你看一下。 SMITH'S SECRETARY: Hello, Mr. Smith's office. 史密斯的秘书: 你好， 史密斯先生的办公室。 EDWARD GREEN: Hello, my name is Edward Green from Bibury Systems. I rang earlier. I would like to speak to Mr. Smith, please. 爱德华•格林: 你好， 我是Bibury系统公司的爱德华•格林。我之前打过电话。我想跟史密斯先生 通电话。 SMITH'S SECRETARY: I'm afraid Mr. Smith isn?t in the office at the moment. Can I ask what it is about? 史密斯的秘书: 史密斯先生目前不在办公室。请问您有什么事? EDWARD GREEN: It is very important. I represent Bibury Systems. We're got a new product and I want Mr. Smith to see it. 爱德华•格林: 是很重要的事。我代表Bibury系统公司。我们新推出了一款产品，希望史密斯先 生看一下。 SMITH'S SECRETARY: Please send the product specifications by mail, Mr. Green. 史密斯的秘书: 格林先生，请把该产品的说明书邮寄给我们。 EDWARD GREEN: I would like Mr. Smith to see the product and would like to talk to Mr. Smith direct. When is a good time to call? 爱德华•格林: 我希望史密斯先生看一下产品，并且希望直接和他谈一谈。什么时候打电话合适? SMITH'S SECRETARY: You could try ringing this afternoon. 史密斯的秘书: 你可以今天下午试着打一下。 EDWARD GREEN: Thank you. Goodbye. 爱德华•格林: 谢谢。再见。 DEREK JONES: Yes. 9 《 步入商界 》 德里克•琼斯: 你好。 CALLER: Can I speak to Peter? CALLER: 请皮特听电话? DEREK JONES: Peter Hill? 德里克•琼斯: 皮特?希尔? CALLER: No. Peter Toyama. CALLER: No. 皮特?富山。 DEREK JONES: There is no one here called Peter Toyama. 德里克•琼斯: 我们这儿没皮特?富山这个人。 CALLER: Is that extension 367? CALLER: 这是367分机吗? DEREK JONES: No, you're got the wrong number. This is 412. 德里克•琼斯: 不是，你打错了。这是分机 412。 CALLER: I'm sorry. Could you put me back to the switchboard? CALLER: 对不起。您能把我转回总机, DEREK JONES: Yes, hang on. 德里克•琼斯: 可以，稍等。 EDWARD GREEN: Hello, this is Edward Green. I rang earlier. I would like to speak to Mr. Smith, please. 爱德华•格林: 你好， 我是爱德华•格林。我之前打过电话。我想跟史密斯先生通话。 SMITH'S SECRETARY: I'm afraid Mr. Smith is in a meeting. 史密斯的秘书: 史密斯先生正在开会。 EDWARD GREEN: Is he free later this afternoon? 爱德华•格林: 他今天下午稍后有空吗? SMITH'S SECRETARY: I don't think so. Mr. Smith is very busy at the moment. 史密斯的秘书: 没有。史密斯先生现在很忙。 EDWARD GREEN: I'll right again tomorrow. 爱德华•格林: 那我明天再打。 SMITH'S SECRETARY: I am afraid Mr. Smith isn't in the office tomorrow. 史密斯的秘书: 史密斯先生明天也不在办公室。 CLIVE HARRIS: Clive Harris. 克莱夫•哈里斯: 克莱夫•哈里斯。 10 《 步入商界 》 KATE MCKENNA: Clive, it's Kate. 凯特(麦凯纳: 克莱夫，是我， 凯特。 CLIVE HARRIS: Hello Kate. 克莱夫•哈里斯: 你好， 凯特。 KATE MCKENNA: Are you busy? 凯特(麦凯纳: 忙吗? CLIVE HARRIS: No, why? 克莱夫•哈里斯: 不忙，什么事? KATE MCKENNA I've got the sales report and I have all the figures ready for the presentation to Mr. Sakai. Do you want to see them? 凯特(麦凯纳: 我拿到了销售报告以及给酒井先生演示的所有数据。你要不要看一下? GERALDINE: Good morning, Bibury Systems. How can I help you? 杰拉尔丁: 早上好， Bibury系统公司。可以为您效劳吗, MR.SAKAI: Hello. My name is Sakai. I would like to speak to Mr. Harris, please. 酒井先生: 你好。我是酒井。请哈里斯先生听电话。 GERALDINE: Please hold the line, Mr. Sakai. I'll put your through. 杰拉尔丁: 请稍等， 酒井先生。我给您转过去。 CLIVE HARRIS: Hello. 克莱夫•哈里斯: 你好。 GERALDINE: Mr. Sakai is on the line. 杰拉尔丁: 酒井先生打电话给您。 CLIVE HARRIS: Put him through ...sorry Kate, I must go. I?ve a very important call. I'll talk to you later. 克莱夫•哈里斯:转过来…… 抱歉， 凯特， 我必须挂了。我有一个很重要的电话。迟点儿再跟你 通话。 Hello, Mr. Sakai. 你好， 酒井先生。 MR. SAKAI: Hello, Mr. Harris, how are you? 酒井先生: 你好， 哈里斯先生， 身体好吗? CLIVE HARRIS: I'm very well, thank you. How are you? 克莱夫•哈里斯: 很好， 谢谢。你呢? MR. SAKAI: I'm fine. I'm calling about our meeting. 11 《 步入商界 》 酒井先生: 好。我打电话是有关我们会面的事宜。 CLIVE HARRIS: Yes? 克莱夫•哈里斯:有什么问题? GERALDINE: Hello, Bibury Systems. How can I help you? Could I ask who's calling please? I'm afraid her extension is busy at the moment, Mr. Clark. Will you hold, or can I take a message? Okay, that's fine. I'll ask her to call you back. 杰拉尔丁: 你好，Bibury系统公司。可以为您效劳吗,请问您是,克拉克先生，她的分机现在 占线。您是等会儿，还是留口信,好的。我会让她打回给您。 JENNY ROSS: Good night, Edward. 詹妮•罗斯: 晚上好， 爱德华。 EDWARD GREEN: Good night. I am going to phone Mr. Smith's number once again. 爱德华•格林: 晚上好。我正要再打一次史密斯先生的号码。 JENNY ROSS: Good luck! 詹妮•罗斯: 祝你好运! EDWARD GREEN: It's six o'clock ? Maybe Mr. Smith is still at work. Maybe his secretary isn't there. 爱德华•格林: 现在是6点钟，……或许史密斯先生还在工作。或许他的秘书不在。 JENNY ROSS: I don't think 詹妮•罗斯: 我不认为 …… EDWARD GREEN: Just wait?Ah Mr. Smith? My name is Edward Green. 爱德华•格林: 等着看吧 …… 啊～史密斯先生? 我是爱德华•格林。 MR. SMITH: Yes. 史密斯先生: 什么事, EDWARD GREEN: You don't know me but I work in Don Bradley's office at Bibury Systems. 爱德华•格林: 您不认识我，我是Bibury系统公司堂•布拉德利手下的工作人员。 MR. SMITH: Yes? 史密斯先生: 怎样? EDWARD GREEN: I spoke to your secretary today. 爱德华•格林: 今天我跟您的秘书通过电话 MR. SMITH: Yes? 史密斯先生: 哦? EDWARD GREEN: You publish your catalogue this month. And we have an exciting new product. 爱德华•格林: 您本月要出版产品目录。我们新推出一款产品。 12 《 步入商界 》 MR. SMITH: I have all the products I need. 史密斯先生: 我有我所需要的所有产品。 EDWARD GREEN: I would like you to have a word with Big Boss. 爱德华•格林: 我希望您可以和 “大老板”说上一、两句。 MR. SMITH: I'm sorry? 史密斯先生: 什么? EDWARD GREEN: I'll put our new product on the line now. 爱德华•格林: 我现在就把我们的新产品跟您连线。 BIG BOSS: Hello, Mr. Smith. My name is Big Boss. I am eighteen inches high! I am voice-activated and I want to be in your catalogue. “大老板”: 你好， 史密斯先生。我是"大老板"。我有18英寸高～我是声音启动型的，我想出 现在您的产品目录上。 ????New words and expressions生词和短语???? telephone / phone n.电话, 电话机 v.打电话 telephone number 电话号码 switchboard n.交 换台/总机 extension 分机 direct line 直线 confidential adj. 机密的 / 秘密的 mobile phone 移动电话 cell phone available adj.有效的，可以得到的 sales report销售报告 catalogue商品目录 to publish出版 voice-activated用声音启动 I'll put you through我帮你接通电话 Can I take a message? 要留口信吗, Can I ask him to call you back? 我要让他给你回电吗, Lesson 3 Making Appointment (第三课 约会) ASKING FOR A MEETING 请求会面 FIXING TIMES AND DATES 约定时间及日期 GETTING PEOPLE TO DO THINGS 让他人做事 In this unit... Edward Green makes an appointment with Mr. Smith. Jenny Ross arranges a time for a meeting with Mr. Sakai. Derek Jones and Clive Harris discuss the launch of Big Boss. EDWARD GREEN: So, Mr. Smith, when can we meet? 13 《 步入商界 》 爱德华•格林: 那么，史密斯先生，我们什么时候可以见面? MR. SMITH: I?m busy all next week. 史密斯先生: 我下周都很忙。 EDWARD GREEN: Maybe the week after? 爱德华•格林: 下下周? MR. SMITH: Talk to my secretary. 史密斯先生: 跟我秘书定吧。 EDWARD GREEN: You print your catalogue this month, don?t you? 爱德华•格林: 你是这个月出版产品目录吧? MR. SMITH: Yes. 史密斯先生: 是的。 EDWARD GREEN: Could you possibly see the product this week? It won?t take long. 爱德华•格林: 那你能不能本周看一下产品?不会花太长时间。 MR. SMITH: Okay. Be here Wednesday morning...eight sharp! I?ll give you twenty minutes. 史密斯先生: 好吧。周三早上到我这儿来……8点整! 我给你20分钟的时间。 EDWARD GREEN: Thank you Mr. Smith. I?ll see you on Wednesday morning at 8 o?clock. 爱德华•格林: 谢谢，史密斯先生。那就周三早上8点钟见。 JENNY ROSS: Well done! 詹妮•罗斯: 做的好! CLIVE HARRIS: Good morning. Geraldine. 克莱夫•哈里斯:早上好。杰拉尔丁。 GERALDINE: Good morning, Mr. Harris. 杰拉尔丁: 早上好， 哈里斯先生。 CLIVE HARRIS: Jenny, could you ring up Mr. Sakai?s office in Japan? 克莱夫•哈里斯:詹妮，你能给日本酒井先生的办公室打个电话吗? We need to set up a meeting. Not this week...but the meeting must be before November the 3rd. 我们要安排个会议。不是本周……但会议必须是在11月3日前 。 I?d like Kate, Don Bradley and Derek to be there. 凯特、堂•布拉德利和德里克要出席。 CLIVE HARRIS: Clive Harris. 克莱夫•哈里斯:克莱夫•哈里斯。 14 《 步入商界 》 DEREK JONES: Clive, it?s Derek. 德里克•琼斯: 克莱夫，是我， 德里克。 CLIVE HARRIS: Hello, Derek. What can I do for you? 克莱夫•哈里斯:你好， 德里克。我能为你做些什么,? DEREK JONES: Could you come down to the development workshop for a second? 德里克•琼斯: 你能下来一趟研发车间吗, CLIVE HARRIS:Derek, I?m busy. 克莱夫.哈里斯: 德里克，我在忙着。 DEREK JONES: Come on. It?ll take ten minutes. 德里克•琼斯: 来吧。只要10分钟。 CLIVE HARRIS: Alright I?ve got five minutes. I?m seeing Kate Mckenna at eleven. 克莱夫•哈里斯:好吧，我只有5分钟。我11点还要见凯特(麦凯纳。 JENNY ROSS: Hello, could I speak to Mr. Sakai?s secretary... This is Jenny from Bibury Systems in the UK. Mr. Harris would like to arrange a meeting with Mr. Sakai. I wonder if you could check Mr. Sakai?s European itinerary. 詹妮•罗斯: 你好，请酒井先生的秘书听电话……我是英国Bibury系统公司的詹妮。哈里斯先 生希望可以和酒井先生安排一次会议。我想知道你能不能核对一下酒井先生欧洲 的行程。 GERALDINE: Yes...yes...yes...I?ll make sure he gets the message...Alright...goodbye. 杰拉尔丁: 好……好……好……我保证他得到消息 …… 好吧 …… 再见。 Mr. Harris, I?ve just had a call from Mr. Peter?s secretary. I?m afraid he?s going to be fifteen minutes late for his appointment this afternoon. 啊， 哈里斯先生， 我刚接到皮特先生秘书的电话。今天下午的约会，他可能要晚 到15分钟。 CLIVE HARRIS: Okay. That?s no problem. 克莱夫•哈里斯:好的。没问题。 GERALDINE: Good morning, Bibury Systems. 杰拉尔丁: 早上好， Bibury系统公司。 GERALDINE: Well, Green can see you at eleven o?clock on Monday. Is that alright? No, I?m sorry, on Tuesday he has a meeting in the morning. Is the afternoon possible? Alright. Thank you. 杰拉尔丁: 噢， 格林可以在周一上午11点钟见你。有问题吗? 没有， 对不起， 他周二上午 15 《 步入商界 》 有个会。下午行吗,好的。谢谢。 GERALDINE: Hello, Bibury Systems. 杰拉尔丁: 你好， Bibury系统公司。 DEREK JONES: What do you think? 德里克•琼斯: 你认为怎么样? CLIVE HARRIS: We?ll miss the launch date. 克莱夫•哈里斯:我们可能会错过发布日期。 DEREK JONES: No, it?ll be on schedule. 德里克•琼斯: 不会，会准时的。 CLIVE HARRIS: February 15th? 克莱夫•哈里斯:2月15日? DEREK JONES: It will be ready for February 15th. 德里克•琼斯: 2月15日前会准备好的。 CLIVE HARRIS: We must meet the deadline. 克莱夫•哈里斯:我们必须赶上最后期限。 JENNY ROSS: Kate! Have you got a minute? 詹妮•罗斯: 凯特!有时间吗? KATE MCKENNA: What?s wrong, Jenny? 凯特(麦凯纳: 怎么了， 詹妮? JENNY ROSS: I have a problem. I am trying to arrange the meeting with Mr. Sakai. He is in the UK for these three days. The first, the second and the third of November, but he is only available on the first and the second...that?s the Monday and the Tuesday. Clive Harris is in Scotland on the Tuesday and Don can?t make Monday morning... and you and Derek are both in meetings on Monday afternoon. What am I to do? 詹妮•罗斯: 我有个问题。我在安排和酒井先生的会面。他有三天在英国。分别是11月的1、23 号，但他只有1号、2号……也就是周以和周二 有空。而克莱夫?哈里斯周二在 苏格兰，堂周一早上又不行 ……而你和德里克周一下午又有会。我该怎么办? KATE MCKENNA: Set up an evening meeting? 凯特(麦凯纳: 会议安排在晚上怎么样? JENNY ROSS: No, Mr. Sakai?s secretary says he has dinner engagements on the second and the third. 詹妮•罗斯: 不行， 酒井先生的秘书说，他在2号、3号晚上有晚餐约会。 KATE MCKENNA: Monday evening? 16 《 步入商界 》 凯特(麦凯纳: 周一晚上? JENNY ROSS: Mr. Sakai arrives at the airport at nine o?clock on Monday morning and it?s a nine hour flight. Monday evening is not a good time for the meeting. He will be jet lagged. 詹妮•罗斯: 酒井先生周一早上9点到机场，而整个航程有9个小时。周一晚上不好。他会有 时差反应的。 KATE MCKENNA: Then Derek and I will have to change our arrangements. May I see my diary? 凯特(麦凯纳: 那么，德里克和我就不得不改变我们的安排了。我来看一下我的日程安排, Change our ten o?clock meeting with Mr. Clark. Make it at half past eight on the 4th. 把10点钟和克拉克先生的会议改期。安排在4号8:30吧。 JENNY ROSS: You?re giving a dinner party on the 4th. 詹妮•罗斯: 你4号有个宴会。 KATE MCKENNA: Eight-thirty a.m., not eight-thirty p.m. 凯特(麦凯纳: 是上午8:30，不是下午8:30。 JENNY ROSS: That?s going to be a long day. 詹妮•罗斯: 那天真够你忙的了。 EDWARD GREEN: Good Morning! 爱德华•格林: 早上好! KATE MCKENNA: Hi, Edward. How?s it going? 凯特(麦凯纳: 你好， 爱德华。怎么样? EDWARD GREEN: It?s going very well! 爱德华•格林: 一切都好! KATE MCKENNA: You look very happy. 凯特(麦凯纳: 你看上去很高兴。 EDWARD GREEN: I am happy. I met Mr. Smith this morning at eight-thirty. 爱德华•格林: 我高兴。我今天早上8:30见了史密斯先生。 KATE MCKENNA: That?s very good. And? 凯特(麦凯纳: 很好啊。然后呢? EDWARD GREEN: Mr. Smith liked Big Boss. 爱德华•格林: 史密斯先生喜欢“大老板”。 KATE MCKENNA: Good. 凯特(麦凯纳: 好。 EDWARD GREEN: But he didn?t like the name. 17 《 步入商界 》 爱德华•格林: 但他不怎么喜欢它的名字。 KATE MCKENNA: Why not? 凯特(麦凯纳: 为什么? EDWARD GREEN: He says Big boss isn?t a good name. He wants to call it Tycoon Tim. But he thinks Big Boss will sell. 爱德华•格林: 他说，“大老板”不是个好名字。他想把它叫做“大款蒂姆”。但他又认为，叫 “大老板”会畅销。 KATE MCKENNA: Well done! It?s your first marketing success. 凯特(麦凯纳: 做的好～这是你营销的第一个成功。 ????New words and expressions生词和短语???? tycoon[,,,,,,,,] n. 企业界大亨, 将军 to set up a meeting /to arrange a meeting安排会议/会面 itinerary旅行 计划 项目进度计划表范例计划下载计划下载计划下载课程教学计划下载 / 旅行日程 aunch date产品上市日 schedule安排时间 deadline最后期限 miss an opportunity错过机会 on schedule按计划完成 meet the deadline按时完工 Lesson 4 Receiving Visitors (第四课 接受访问者) INTRODUCING A VISITOR TO YOUR COLLEAGUES 介绍来防者 MAKING SMALL TALK 寒暄 RESPONDING TO INVITATIONS 回复邀请 SAYING WHAT YOU LIKE 说明所好 In this unit... Mr. Sakai, an important Japanese visitor, arrives in the UK. Mr. Sakai and Clive Harris go to Bibury Systems by car. Kate and Jenny prepare for the presentation to Mr. Sakai. Edward Green visits Phil Watson at RUYJ Advertising. They discuss the designs for the display unit. Clive Harris shows Mr. Sakai the company offices. 18 《 步入商界 》 KATE MCKENNA: You know Mr. Sakai is coming at ten o?clock, don?t you, Jenny? 凯特(麦凯纳: 詹妮，酒井先生10点钟要来，你知道吗, JENNY ROSS: Yes, I do. It?s an important meeting, isn?t it? 詹妮•罗斯: 是的，我知道。这次会议很重要，是吗, KATE MCKENNA: And the slides are ready, aren?t they? 凯特(麦凯纳: 幻灯片已经准备好了，对吗, JENNY ROSS: Yes, they are. 詹妮•罗斯: 是的，准备好了。 KATE MCKENNA: And you have checked the monitor, haven?t you? 凯特(麦凯纳: 你也检查过显示器，对吧, JENNY ROSS: Yes, Kate, I have. 詹妮•罗斯: 是的， 凯特，我已经检查过了。 KATE MCKENNA: Sorry, Jenny, it really is very important. 凯特(麦凯纳: 詹妮，不好意思，不过这次会议真是太重要了。 DON BRADLEY: Good morning! 堂•布拉德利: 早上好! JENNY ROSS: Hello, Don. 詹妮•罗斯: 你好， 堂。 DON BRADLEY: Is everything ready for the big day? 堂•布拉德利: 这可是个大日子，都准备好了吗, JENNY ROSS: I think so. 詹妮•罗斯: 我想是的。 KATE MCKENNA: Don, I?m worried about the last part of the presentation. Can we talk? 凯特(麦凯纳: 堂， 我对演示的最后一部分有点担心。我们能谈谈吗, MR. SAKAI: Thank you very much for collecting me. 酒井先生: 非常感谢你来接我。 CLIVE HARRIS: It?s a pleasure. Don?t mention it. 克莱夫•哈里斯:乐意效劳。没什么的。 CLIVE HARRIS: Is your hotel okay? 克莱夫•哈里斯:宾馆还好吧, MR. SAKAI: Yes, thanks. It?s fine. 酒井先生: 是的， 谢谢。很好。 19 《 步入商界 》 CLIVE HARRIS: It is good of you to visit us. Thank you for sparing the time. I know you have a busy itinerary. 克莱夫•哈里斯:你来探望我们真是太好了。谢谢你抽出时间来，我知道你的行程很紧。 MR. SAKAI: It?s a pleasure, Mr. Harris. 酒井先生: 这是我的荣幸，哈里斯先生。 I enjoy coming to Britain. And I am looking forward to my visit to Bibury Systems. 我很高兴来英国。并且很期望对Bibury系统公司的参观。 CLIVE HARRIS: It?s kind of you to say so. We?ll do our best to make your visit worthwhile. 克莱夫•哈里斯:你这么说真是太感谢你了。我们会尽一切努力使你的来访有价值。 DON BRADLEY: You?re seeing Phil Watson at twelve o?clock about the display unit design. Do you understand the problem? 堂•布拉德利: 你12点钟要见菲尔•沃森，商谈展品的设计。你明白有什么问题了, EDWARD GREEN: No, I don?t. 爱德华•格林: 不，没有。 DON BRADLEY: These are the rough designs. Choosing the right colour is very important. 堂•布拉德利: 这些是设计初稿。选择正确的颜色是很重要的。 EDWARD GREEN: Sorry, could you explain what you mean? 爱德华•格林: 不好意思，能解释一下你的意思吗, DON BRADLEY: Well, we need different colours. 堂•布拉德利: 哦，我们需要不同的颜色。 EDWARD GREEN: Ah, do you mean stronger colours? 爱德华•格林: 啊，你是说要更深的颜色吗, DON BRADLEY: Yes, I do. This display unit must make an impact. It?s very important. It must look right for the launch. It must look exciting. 堂•布拉德利: 是的。这件展品必须给人眼前一亮的感觉。这很重要。它必须要适合本次的发行。 必须令人心动。 EDWARD GREEN: I understand. 爱德华•格林: 我明白了。 DON BRADLEY: Well, make sure Phil understands. Also this pictures of Big Boss need to be bigger... 堂•布拉德利: 对了，一定要让菲尔明白。另外，“大老板”的照片还要大些…… CLIVE HARRIS: So, we aren?t a very big company...but I think we are very efficient. 克莱夫•哈里斯:我们公司尽管不是很大……，但办事效率却是很高的。 20 《 步入商界 》 MR. SAKAI: How many people do you employ? 酒井先生: 你们公司有多少员工, CLIVE HARRIS: About seven hundred full-time. But we take on casual staff when we need them. 克莱夫•哈里斯:有约700名全职员。但有需要时我们也会雇临时工。 Would you like some more coffee, Mr. Sakai? 酒井先生，要不要再来些咖啡? MR. SAKAI: No, thank you. And, please, call me Kazo. 酒井先生: 不， 谢谢。请还是叫我加须吧。 CLIVE HARRIS: And you must call me Clive. So, shall we have a look around? 克莱夫•哈里斯:那你就叫我克莱夫。那么，我们四处参观一下, MR. SAKAI: That would be very nice. 酒井先生: 那太好了。 CLIVE HARRIS: Then perhaps we could have some lunch. And then after lunch some of my senior managers will make a presentation to you. Would you like to leave your coat and briefcase here? 克莱夫•哈里斯:之后，我们可以一起吃午餐。午餐后，我的几名高级经理会给你做场演示。你要 不要把外套和公文包放在这里, MR. SAKAI: Thank you. 酒井先生: 谢谢。 CLIVE HARRIS: And this is our Sales and Marketing Department. I don?t think you have met Kate Mckenna. She is Head of Sales. 克莱夫•哈里斯:这是我们的销售和市场营销部。你还没见过凯特(麦凯纳吧,她是我们的销售主 管。 KATE MCKENNA: How do you do? 凯特(麦凯纳: 你好～ MR. SAKAI: Kazo Sakai, let me give you my card. 酒井先生: 加须(酒井，这是我的卡片。 KATE MCKENNA: Thank you. 凯特(麦凯纳: 谢谢。 CLIVE HARRIS: And this is Don Bradley. 克莱夫•哈里斯:这位是堂•布拉德利。 DON BRADLEY: Hello, Mr. Sakai. We have spoken on the phone. 21 《 步入商界 》 堂•布拉德利: 你好， 酒井先生。我们在电话上交谈过。 MR. SAKAI: Hello, Mr. Bradley. You are American. And what part of America are you from? 酒井先生: 你好， 布拉德利先生。你是美国人。美国哪个部分? DON BRADLEY: Los Angeles. But I have lived in the UK for five years. I like... /Ah. I have visited ? 堂•布拉德利: 洛杉矶。不过我在英国已经住来年了。我喜欢……/啊。我参观过 …… MR. SAKAI: I?m sorry. 酒井先生: 对不起。 DON BRADLEY: No, please, after you. 堂•布拉德利: 不，你先请。 MR. SAKAI: I have been to Los Angeles two or three times. It?s an interesting city. Well, I hope we have a chance to talk again. 酒井先生: 我曾经去过洛杉矶两、三次。是个有趣的城市。希望有机会我们再聊。 CLIVE HARRIS: Yes, you?ll be seeing Don at the presentation this afternoon. 克莱夫•哈里斯: 好，你会在今天下午的演示上见到堂。 MR. SAKAI: I look forward to that. 酒井先生: 好期望啊。 PHIL WATSON: Edward? 菲尔•沃森: 爱德华 EDWARD GREEN: Yes. 爱德华•格林: 是的。 PHIL WATSON: Hi, Edward. 菲尔•沃森: 你好， 爱德华。 EDWARD GREEN: Hello. 爱德华•格林: 你好。 PHIL WATSON: Phil Watson. Good to meet you. Have you been waiting long? 菲尔•沃森: 菲尔•沃森。遇见你很高兴。等了很久了吗? EDWARD GREEN: Not really. 爱德华•格林: 不久。 PHIL WATSON: Sorry, I was delayed. Shall we get straight down to business? 菲尔•沃森: 对不起，我被耽误了。我们就开门见山开始谈生意? EDWARD GREEN: Why not? 爱德华•格林: 好啊。 22 《 步入商界 》 PHIL WATSON: Follow me. 菲尔•沃森: 跟我来。 CLIVE HARRIS: Derek, let me introduce you to Mr. Sakai from Detmore Systems. Mr. Sakai, can I present Derek Jones? Derek is our Development Manager. 克莱夫•哈里斯:德里克，我来给你介绍Detmore系统公司的酒井先生。酒井先生，我来介绍德里 克?琼斯可以吗? 德里克是我们研发部经理。 DEREK JONES: It?s very nice to meet you, Mr. Sakai. 德里克•琼斯: 很高兴见到你， 酒井先生。 MR. SAKAI: Hello, Mr. Jones. I?m sorry to interrupt your work. 酒井先生: 你好， 琼斯先生。对不起打断了你的工作 DEREK JONES: Not at all? I like meeting visitors. You?re very welcome. Please make yourself at home. 德里克•琼斯: 没有--我喜欢会见访客。很欢迎你来。请随意。 MR. SAKAI: So this is the development workshop? 酒井先生: 这里就是研发车间吗, DEREK JONES:Most of our products start here and this is our latest product, Big Boss. 德里克•琼斯: 我们大部分产品从这里开始研发，这是最新产品， "大老板"。 MR. SAKAI: Ah, yes. 酒井先生: 啊，是啊。 CLIVE HARRIS: Yes, we think Big Boss will be very successful. 克莱夫•哈里斯:我们认为"大老板"这款产品将会很成功的。 MR. SAKAI: And what does he do? 酒井先生: 他可以做什么? CLIVE HARRIS: Say hello. 克莱夫•哈里斯:说“你好”。 BIG BOSS: (IN JAPANESE) Hello, Mr. Sakai. Welcome to Bibury Systems. “大老板”: (日语) 你好， 酒井先生。欢迎光临Bibury系统公司。 MR. SAKAI: Ah, he speaks Japanese. 酒井先生: 啊，他说的是日语。 DEREK JONES: He also listens. And by changing the chip he understands and speaks any language. 德里克•琼斯: 他还会听呢～通过更换晶片，它可以说任何一种语言。 BIG BOSS: How are you fixed for lunch? 23 《 步入商界 》 “大老板”: 你午餐是怎么安排的? MR. SAKAI: Thank you, but I have another engagement. 酒井先生: 谢谢， 但是我有约了。 BIG BOSS: Okay, another time, maybe. “大老板”: 好的，或者下次吧。 PHIL WATSON: So, you say you want stronger colours. What about this? 菲尔•沃森: 你说想要更深的颜色。这个怎么样? EDWARD GREEN: I?m not sure about this one, are you? 爱德华•格林: 这种颜色，我不确定，你呢, PHIL.WATSON: No. 菲尔•沃森: 不。 EDWARD GREEN: Could we have these two colours? 爱德华•格林: 我们可以要这两种颜色吗? PHIL WATSON: Yes, but those two colours together? 菲尔•沃森: 可以，但是两种颜色一起吗? EDWARD GREEN: Ah right. 爱德华•格林: 啊，对啊。 CLIVE HARRIS: So, what kind of food do you like? Italian? Or there is a very good French restaurant close to the office. 克莱夫•哈里斯:那，你喜欢什么菜,意大利菜,或者办公室很近就有一家法国餐馆。 MR. SAKAI: Whatever you recommend. I like eating all kinds of food. 酒井先生: 随便吧。我对所有的菜都喜欢。 CLIVE HARRIS: Then let?s go to the French restaurant. 克莱夫•哈里斯:那我们就去法国餐馆。 Geraldine, please confirm lunch for two at Rene?s and cancel the other reservations. 杰拉尔丁， 确认一下在雷内餐馆两个人的午餐，其他地方的预订取消。 GERALDINE: Okay, Mr. Harris. 杰拉尔丁: 好的， 哈里斯先生。 Hello. I?m calling from Bibury Systems. I?d like to confirm our reservation for two people at 12.30 please. The name is Harris. Thanks a lot. Goodbye. 你好。我是Bibury系统公司的。我想确认一下12:30的两个人的订餐。名字是哈 里斯。多谢。再见。 24 《 步入商界 》 CLIVE HARRIS: By the way, are you free this evening? 克莱夫•哈里斯:顺便问一下，你晚上有空吗? MR. SAKAI: Yes, I am. 酒井先生: 是的，有。 CLIVE HARRIS: My wife and I are going to the theatre this evening. Would you like to join us? 克莱夫( 哈里斯:我和太太今晚要去影院看电影。想不想和我们一起去, MR. SAKAI: That?s very kind, but no thank you. I love going to the theatre, but travelling makes me very tired. Tonight I must sleep. 酒井先生: 非常感谢， 但我还是不去了。我是喜欢看电影，但旅途颠簸的我太累了。今晚我 一定要好好睡一觉。 CLIVE HARRIS: Geraldine, we?ll be back for 1.45. 克莱夫•哈里斯:杰拉尔丁， 我们1:45回来。 MR. SAKAI: I must tell you Clive, Big Boss made me smile. 酒井先生:克莱夫， 我一定要告诉你，“大老板” 使我眉开眼笑。 ????New words and expressions生词和短语???? 1.Thank you very much for collecting me. 2. It's a pleasure. 3.Don't mention it. 4.It's good of you to visit us. 5.Thank you for sparing the time display unit展览品 rough desigen初步设计 make an impact制造影响 efficient效率高的 to employ雇佣 staff职员 full-time staff全工作日的职员 casual staff临时工 latest product最新产品 chip微型电路 stronger colours色彩更鲜艳 25 《 步入商界 》 Lesson 5 Describing Your Companys Products (第五课 描述你们公司的产品) MAKING A PRODUCT PRESENTATION 产品展示 GIVING INFORMATION FROM DIAGRAMS 图表信息 GIVING OPINIONS 发表看法 In this unit... Derek, Don and Kate make a presentation to Mr. Sakai. Edward and Phil discuss the design for the display unit for Big Boss. DON BRADLEY: Let?s have a run through. We must get this right. First we have the introductions and the agenda. Second I talk about the background. Company growth, staffing levels, return on investment, turnover, and pre-tax profit. Third Derek, you talk about the product range. At this stage of the presentation we want to present a broad company profile. Don?t give too much detail about specific products. 堂•布拉德利: 我们先排练一遍。我们一定不要出问题。首先我们进行介绍和议程安排。其次，我 来谈一下背景、公司增长、员工水平、投资回报率、营业额以及税前利润。第三， 德里克，你谈论一下产品的范围(这个阶段，我们只是给出大概的公司情况。不 用给出太多产品的细节。 DEREK JONES: Okay Don. I?ll describe the range and say which products are successful. 德里克•琼斯: 好的，堂。我会描述一下产品范围，说明那些产品是成功的。 DON BRADLEY: Good. Mr. Sakai may want to discuss certain products, so be ready for that. At the end of this section of the presentation I will ask Mr. Sakai if he has any questions. We won?t discuss research and development at this stage. That will come at the end. Then Kate, you talk about major markets and sales strategy. Is everything ready? 堂•布拉德利: 好。酒井先生或许会就某些问题谈论一下，要做好准备。这个阶段的演示结束时， 我会问酒井先生是否问题。这个阶段，还不必讨论研发问题。这最后再说。然后， 26 《 步入商界 》 凯特，你来谈主要的市场和销售策略。一切都准备好了吗, KATE MCKENNA: Everything is ready. And rehearsed. 凯特(麦凯纳: 都准备好了。开始排练。 PHIL WATSON: Right, the product title goes here... Just remind me, is the product called Big Boss or The Big Boss? 菲尔•沃森: 对，产品名称在这儿……记得提醒我，产品是叫 Big Boss还是 The Big Boss, EDWARD GREEN: Big Boss. 爱德华•格林: Big Boss/大老板。 PHIL WATSON: Okay. These letters? Or these black letters? 菲尔•沃森: 好的。是用这些文字,还是这些黑色文字, EDWARD GREEN: No, I don?t like those letters. 爱德华，格林: 不，我不喜欢那些文字。 PHIL WATSON: Okay. These? 菲尔•沃森: 好的。这些呢? EDWARD GREEN: Can they be larger? 爱德华•格林: 可以大些吗, PHIL WATSON: Yes. Like this. It looks good like that. 菲尔•沃森: 可以。象这个。那样看起来不错。 EDWARD GREEN: Excellent. It?s very clear. It?s easy to read. That?s what I want. 爱德华•格林: 非常好。很清楚。读起来容易些。正是我想要的。 DON BRADLEY: Again, welcome to Bibury Systems. We?re very honoured to have the opportunity of making this presentation to you, Mr. Sakai. In the next hour and a half, we hope to show that: 堂•布拉德利: 再次欢迎你光临Bibury系统公司。我们很荣幸有机会向你做这次演示， 酒井先生。 在接下来的1个半小时的时间，我们希望展示: 1. Bibury Systems has the right product range for today?s market place, and ambitious plans for the future. 1、Bibury系统公司的产品对当今市场是畅销对路的，并且也有对未来的宏伟计 划。 2. That our market share in Europe is growing at a steady rate. 2、我们在欧洲市场的分额在平稳增长。 3. That our marketing strategy in the US is very successful. 27 《 步入商界 》 3、我们在美国的营销策略是很成功的。 And lastly, 4. That we can be a major player in Far Eastern markets. And we are sure that we can be a major player in these markets. If you have any questions, please feel free to interrupt at any time. But first of all, some background information on Bibury Systems. As you know, the company was started over forty years ago by Mr. Harris Senior. In those early days, the company?s core business was model railways and cars. 最后，第四点，我们可以成为远东市场上一个很有力的参与者。我确信我们会成为 这些市场的主要参与者。如果你有任何疑问，请随时打断我。但首先，我们看一下 Bibury系统公司的一些背景信息。该公司始于40多年前，由老哈里斯先生创办。 创业初期，公司的核心业务是模型铁道和汽车。 PHIL WATSON: And here we have some copy that tells us what the product can do. 菲尔•沃森: 这里是一个文本，可以了解该产品可以做什么。 EDWARD GREEN: "Some toys talk, some toys listen. But Big Boss talks and listens to you." 爱德华•格林: 有些玩具可以说话，有些玩具可以倾听。但“大老板”既能说又会听。 PHIL WATSON: And here, and here are the pictures. They show Big Boss with the accessories. What do you think? 菲尔•沃森: 这里是一些图片。他们显示了“大老板” 及其附件。你认为怎么样? EDWARD GREEN: The pictures are okay, but I don?t like the copy. 爱德华•格林: 图片还好，但我不喜欢文本。 PHIL WATSON: Why not? 菲尔•沃森: 为什么? EDWARD GREEN: It?s not exciting. It doesn?t sell the product. 爱德华•格林: 还不够令人振奋。不利于产品销售。 PHIL WATSON: "Some toys talk, some toys listen. Big Boss talks and listens to you." 菲尔•沃森: 有些玩具可以说话，有些玩具可以倾听。但 “大老板”既能说又会听。 EDWARD GREEN: It?s not the way you say the words, it?s the words themselves. They?re not right. 爱德华•格林: 不是讲这些文字的方式，而是文字本身的问题。这些字有问题。 PHIL WATSON: "Some toys talk, some toys listen ..." 菲尔•沃森: 有些玩具可以说话，有些玩具可以倾听…… EDWARD GREEN: No! No! I want new words. Words that give Big Boss status. Words that make important. 爱德华•格林: 不～不～我想要用新词。那些可以显示“大老板”身价的话。那些使得它重要的话。 28 《 步入商界 》 DEREK JONES: Let?s move from the general to the specific. I?m going to talk about two of our products. Friendly Fish and Mad Monkey are two products that use the same mechanism. It is a simple mechanism... But this diagram here shows how well the mechanism works with the design of the product. For instance, take a look ... 德里克•琼斯: 我们还是由繁到简吧。我要谈两个产品。Friendly Fish和Mad Monkey 这两个产品 用的是同一个机制。这个机制很简单……但这里有个图表显示出这个机制与产品 的设计是多么地合拍。例如，看一下…… EDWARD GREEN: I don?t like the slogan. 爱德华•格林: 我不喜欢这个标语。 PHIL WATSON: No. It?s no right. 菲尔•沃森: 不好。这是不对的。 EDWARD GREEN:"Every office needs a new boss". It?s just not right. Any ideas? 爱德华•格林: 每个办公室需要一个新老板。这样不对。有没有新想法? PHIL WATSON: "Some bosses are big; some bosses are small...Big Boss is the best!" 菲尔•沃森: 有些老板是大的，有写是小的 …… “大老板”上做好的。 EDWARD GREEN: No. 爱德华•格林: 不好。 KATE MCKENNA: ...So this slide here shows a total net income from the previous year. The blue line represents income from those products in the low volume niche market category. The red line represents products in the high volume, low margin category. 凯特(麦凯纳: ……这张幻灯片显示的是去年总的净收入。兰色的线条表示的是来自量小的利基 市场类的产品收入。红色的线条代表的是来自低利润率而量大的产品收入。 MR. SAKAI: Excuse me, what does the dotted line represent? 酒井先生: 打扰一下，虚线代表的是什么? KATE MCKENNA: I?m sorry, this dotted line represents income from accessories and add ones. 凯特(麦凯纳: 对不起， 这条虚线代表的是来自配件和附加产品的收入。 MR. SAKAI: Thank you. And why the sharp decrease in February? 酒井先生: 谢谢。为什么二月份的收入有个突降, KATE MCKENNA: This is a combination of two things: First, seasonal factors, and second the end of the product life cycle. 凯特(麦凯纳: 这牵涉到两个方面:首先是季节性因素，其次是产品生命周期结束。 PHIL WATSON: Okay. So it?s not right. We?ll get you some alternatives tomorrow or the day after. 29 《 步入商界 》 菲尔•沃森: 好的。那这就是不对的。我们明后天会给你些选择。 EDWARD GREEN: No. I think I?ve got it. "The one boss your office needs". 爱德华•格林: 不。我想好了。你办公室需要的是这个大老板。 PHIL WATSON: "The one boss your office needs". That?s good. That?s the slogan. 菲尔•沃森: 你办公室需要的是这个大老板。这个好。就用它作标语吧。 MR. SAKAI: Thank you for your very interesting presentation. I would like to tell you one or two things about our operation. As you know, we specialise in electronic games. We have a very large market share in the Far East. We manufacture computerized games for young children. Some games are for adults. This game for example is the number one best seller in Japan. The office workers love it. We know the market responds well to any kind of hi-tech executive toy. Big Boss can succeed in the same market. But there is one question I would like to ask. It is possible to launch Big Boss before January 28th? 酒井先生: 谢谢你们的演示，很有趣。我要告诉你们一、两件有关我们运营的事情。正如你们 多了解的，我们专门经营电子游戏。我们在远东有很大的市场分额。我们为青少 年生产电脑游戏。有些游戏上为成年人制作的。例如这个游戏就是日本最畅销的 游戏。办公室工作人员都喜欢。我们知道，市场对任何一种高科技玩具都反响良 好。“大老板”在同一市场上也会取得成功。但我要问一个问题。在1月28日前推 出“大老板”有可能吗, DON BRADLEY: January 28th? 堂•布拉德利:1月28日? ????New words and expressions生词和短语???? introductions and the agenda介绍和会议议程 the background公司背景 company growth公司 发展史 staffing levels为公司工作的人数 return on investment投资汇报 turnover周转金/周转额 pre-tax profit税前利润 major markets主要市场 sales strategy销售战略 advertising agency 广告代理商 product title 产 品的名字 ambitious plans 宏伟计划 market share市场的分额 marketing strategy 营销策略 slogan广 告语 total net income全部净收入 net weight净重 net loss净亏损 net gain/net margin纯利 net interest纯利息 30 《 步入商界 》 net price净价 accessories and add-ons配件/附加装置 low volume product低额产品 niche market product定向产品 low margin product低利产品 best seller畅销品 eg:The book surprised us by being such a seller. Lesson 6 Making Travel Arrangements (第六课 为旅行作安排) MAKING AN AIRLING RESERVATION 预订机票 ORDERING A TAXI 叫出租车 HIRING A CAR 租用汽车 KATE MCKENNA: January the 28th! We can?t make that deadline. 凯特(麦凯纳: 1月28日! 我们不可能做到。 DON BRADLEY: Yes, we can. It?s difficult but it?s possible. 堂•布拉德利: 不，我们可以做到。虽然有难度，但还是有可能的。 KATE MCKENNA: I don?t know. We?re launching the Mad Monkey on January 26th. 凯特(麦凯纳: 我不确定。我们1月26日要推出Mad Monkey。 DON BRADLEY: We can re-schedule the launch of Mad Monkey, can?t we? 堂•布拉德利: 我们可以重新确定推出Mad Monkey的时间，对吧, KATE MCKENNA: I?ll have to talk to the distributors as soon as possible. 凯特(麦凯纳: 我要尽快和销售商说一下。 DON BRADLEY: When can you go and see them? 堂•布拉德利: 你什么时候可以去见他们, KATE MCKENNA: I?ll have to take the first flight I can. 凯特(麦凯纳: 我必须搭乘能赶上的头班飞机。 MR. SAKAI: The presentation was very interesting. 酒井先生: 演示很有趣。 CLIVE HARRIS: Thank you. 克莱夫•哈里斯:谢谢。 MR. SAKAI: There are exciting possibilities for both our companies. 酒井先生: 我们两家公司都有令人心动的希望。 31 《 步入商界 》 CLIVE HARRIS: Yes, I think so. We have a lot to discuss, don?t we? 克莱夫•哈里斯:是的，我是这样看的。我们有很多东西要讨论，对吧? MR. SAKAI: Yes, we do. I would like to stay an extra day if that is possible. 酒井先生: 是的，确实。如有可能，我想多待一天。 CLIVE HARRIS: I would be delighted. We can arrange everything. What is your itinerary?. 克莱夫•哈里斯:我太高兴了。我们可以安排一切事宜。你的行程是怎样的, MR. SAKAI: I am scheduled to fly to Frankfurt tomorrow morning at seven. Would it be possible to find out if there is an afternoon flight? 酒井先生: 我原定是明早飞法兰克福的班机。有可能查一下有没有下午的航班, CLIVE HARRIS: Of course. I?ll do that now. 克莱夫•哈里斯:当然可以。我现在就查。 CLIVE HARRIS: Jenny, we need to check flights to Frankfurt for Sakai-san... 克莱夫•哈里斯:詹妮，我们要为酒井先生查一下去法兰克福的航班…… PHIL WATSON: So that?s excellent. We agree on the design. I think those colours will work well together and the lettering looks good. 菲尔•沃森: 这样就太好了。我们就设计取得了一致。我认为这两种颜色会搭配的很好，而那些 文字看上去很不错。 EDWARD GREEN: I think Don will be very happy with this but I?ll confirm by fax tomorrow morning. 爱德华•格林: 我想堂会对此很满意的，但我明天下午还是传真给他确认一下。 PHIL WATSON: And when is your deadline? 菲尔•沃森: 你的最后期限是什么时候, EDWARD GREEN: Everything must be ready for the launch on February 15th. 爱德华•格林: 2月15日的发售一定要做好一切准备。 PHIL WATSON: No problem. 菲尔•沃森: 没问题。 EDWARD GREEN: Do you mind if I use your phone to order a taxi? 爱德华•格林: 你介意我用你的手机叫辆的士吗, PHIL WATSON: I?ll do it for you. Hello. Could you send a taxi, please? Yes, to go from RUJY Advertising, 37 Chelsea Street, to...What?s the address? 菲尔•沃森: 我帮你叫吧。你好。能派辆的士来吗,是的，从切尔西街37号的RUJY广告公司 到 …… 什么地址, EDWARD GREEN: Barlow House, Canary Wharf. 32 《 步入商界 》 爱德华•格林: 金丝雀码头的巴罗公寓。 PHIL WATSON: To Barlow House, Canary Wharf... as soon as possible, please. 菲尔•沃森: 到金丝雀码头的巴罗公寓……请尽快。 JENNY ROSS: (ON PHONE) Good afternoon. I have an enquiry about flights to Frankfurt. Are there any flights tomorrow afternoon? One passenger travelling business class. What time does the flight leave? And what is the check in time please? Yes, I?ll hold. 詹妮•罗斯: (通话) 下午好。我想咨询一下去法兰克福的班机。明天下午有班机吗,一名乘客， 商务仓。什么时候起飞? 什么时候办理登机? 好，我等着。 EDWARD GREEN: Hello Don. You look busy. •格林: 你好，堂。你好忙啊。 爱德华 DON BRADLEY: Hi Edward. How did you get on with RUYJ Advertising? 堂•布拉德利: 你好，爱德华。你和RUYJ广告公司的事谈的怎样, EDWARD GREEN: Fine. They complete the artwork next week and they deliver the packaging and display materials on February the 1st. 爱德华•格林: 谈妥了。他们下周完成原图，把包装寄出，2月14日演示素材。 DON BRADLEY: Ah. 堂•布拉德利:啊。 EDWARD GREEN: What?ve I done wrong? 爱德华•格林:我做错什么了吗, DON BRADLEY: We have a problem. 堂•布拉德利: 我们现在出了个问题。 JENNY ROSS: Is there an earlier flight? ...No, I really want a direct flight...Okay, I?ll hang on. 詹妮•罗斯: 有没有早点的航班,……不，我想要直航的……好的，我不会挂断。 KATE MCKENNA: Sorry Jenny. Could you find out the times of flights to Atlanta and reserve me a seat? Business class. Non smoking. Returning the day after tomorrow.Thanks. I?m going home to pack a bag. I?ll phone you in half an hour. 凯特(麦凯纳: 对不起，詹妮。你能查一下去亚特兰大的航班并帮我订张票吗,商务仓。非吸烟 区。后天返回。谢谢。我要回家收拾包裹。我半小时后再给你电话。 CLIVE HARRIS: Have you stayed in Frankfurt before? 克莱夫•哈里斯:你之前有没有在法兰克福待过, MR. SAKAI: Oh yes, many times. 酒井先生: 待过，好多次了。 33 《 步入商界 》 JENNY ROSS: Clive...Sakai-san. Can I just have a word? 詹妮•罗斯: 克莱夫 … 酒井先生。我能讲句话吗? MR. SAKAI: Of course. 酒井先生: 当然。 JENNY ROSS: It?s about your travel plans. 詹妮•罗斯: 是有关您的旅行计划。 MR. SAKAI: Ah, thank you. 酒井先生: 啊， 谢谢。 JENNY ROSS: We have arranged everything for you. You leave London at 14:55 tomorrow. Latest check in time is 13.55 at Terminal Two. You have been upgraded to First Class at no extra charge. 詹妮•罗斯: 我们已经为您安排好了一切。您可以明天14;55分离开伦敦。最迟办理登机手续 的时间是13:55，登机口是2号。您已免费升级到等仓。 MR. SAKAI: That is very kind. Do you know what time I arrive in Frankfurt? 酒井先生: 你们太好了。你知道我到达法兰克福的时间吗? JENNY ROSS: You arrive at Frankfurt at 17:30 local time and we have also arranged for a car to take you to your seven o?clock meeting. Your flight back to Japan is on Saturday at twenty with a stop over in Dubai at the airline?s expense. You need to re-confirm that leg of your journey forty-eight hours before you travel. 詹妮•罗斯: 您到达法兰克福的时间是当地时间17:30，我们也为您安排了车接您去7点钟会议 的会场，您回日本的航班是在周六的20点钟，飞机中途停迪拜，费用由航空公司 出。您要在出行前48小时再确认一下行程。 MR. SAKAI: Thank you very much, Jenny. 酒井先生: 非常感谢， 詹妮。 JENNY ROSS: My pleasure, Sakai-san. 詹妮•罗斯: 乐意之至， 酒井先生。 MR. SAKAI: I hope to return your hospitality when you come to Japan next month. 酒井先生: 我希望下个月你们来日本时，我可以回馈你们的热情好客。 DON BRADLEY: Derek? 堂•布拉德利: 德里克? DEREK JONES: Uh huh. 德里克•琼斯: 哼!, 哈! 34 《 步入商界 》 DON BRADLEY: Can I ask you a quick question? 堂•布拉德利: 我能问你一个问题吗? DEREK JONES: Fire away. 德里克•琼斯: 说吧。 DON BRADLEY: Can you make this January the 28th deadline? 堂•布拉德利: 你能在1月28日前完成吗? DEREK JONES: Who knows? It?s difficult to say because there is a lot of work to do. 德里克•琼斯: 谁知道啊? 很难说，有太多的工作要做。 DON BRADLEY: Well, it?s getting late. I?m going home. We?ll talk tomorrow. See you in the morning. 堂•布拉德利: 时间不早了。我要回家了。我们明天谈。明天早上见。 DEREK JONES: Good night. 德里克•琼斯: 晚上好。 CAR HIRE CLERK: The courtesy bus outside will take you to your car. You?ll have a nice day now. How can I help you? 车辆租赁人员: 外面的免费接送汽车将带您到您租的车。你会有个愉快的一天。可以为您效劳吗, KATE MCKENNA: I?d like to hire a car. 凯特(麦凯纳: 我要租辆车。 CAR HIRE CLERK: For how long? 车辆租赁人员: 用多久? KATE MCKENNA: Just for twenty-four hours. 凯特(麦凯纳: 就24小时。 CAR HIRE CLERK: Which category of car would you like, madam? 车辆租赁人员: 夫人，你要哪种车, KATE MCKENNA: I?d like the standard four door saloon. 凯特(麦凯纳: 就要 标准 excel标准偏差excel标准偏差函数exl标准差函数国标检验抽样标准表免费下载红头文件格式标准下载 的四门轿车好了。 CAR HIRE CLERK: That?s fine. That price includes full collision waiver and unlimited mileage. How are you paying? 车辆租赁人员: 好。这个价格包括全额免碰撞保险服务，并且不限里程。您怎样付款? KATE MCKENNA: I have a corporate charge card. 凯特(麦凯纳: 我有公司赊帐卡。 CAR HIRE CLERK: That?s fine, and may I see your driver?s license, please? 35 《 步入商界 》 车辆租赁人员: 可以， 可以看一下您的驾驶证吗, BIG BOSS: I want to be on the market by January 28th. “大老板”: 我想在1月28日前上市。 BIG BOSS: I want to be on the market by January 28th. “大老板”: 我想在1月28日前上市。 ????New words and expressions生词和短语???? distributers 批发商，经销商 to schedule 制定日程 to reschedule 改变计划/重新安排日程 flight 飞行航班 lettering 为做广告写的词 confirm 确定 itinerary 旅行计划 Could you send a taxi, please? 能帮我叫个出租车吗, I have an enquiry about flights to...,我想问下去...的航班, What time does the light leave? What is the check-in time? 办理登机手续的时间, Is there any earlier flight, I want a direct flight. Please reserve me a seat. 请给我预定个座位 to upgrade 升级 local time 当地时间 stop-over 中途停留 to re-confirm 再次确认 the leg of a journey 一段旅程 courtesy bus 免费车 category of car 车的种类 standard four-door saloon 标准四门轿车 full collision waiver 免碰撞保险服务 unlimited mileage 无里程限制 driver's licence 驾驶证 36 《 步入商界 》 Lesson 7 Staying at a Hotel (第七课 暂住在旅馆) BOOKING INTO A HOTEL 预订房间 ORDERING A MEAL 点菜 MAKING A COMPLAINT 抱怨 In this unit„ Kate makes a complaint at her hotel. Mr. Sakai meets Mr. Pearson from JK Toys. HOTEL RECEPTIONIST: Good evening, madam. 宾馆接待员: 晚上好，夫人。 KATE MCKENNA: Good evening. I have a reservation. The name is Mckenna. A room for one night. 凯特(麦凯纳: 晚上好。我预订了房。名字是麦凯纳。一间住一晚。 HOTEL RECEPTIONIST: I?ll just check. 宾馆接待员: 我查一下。 HOTEL RECEPTIONIST: I?m sorry but there?s nothing here under that name. 宾馆接待员: 对不起，但没有麦凯纳的预订记录 KATE MCKENNA: Ah, perhaps it?s under the company name.Bibury Systems. 37 《 步入商界 》 凯特(麦凯纳: 啊，也许是用的公司名称。Bibury系统公司。 HOTEL RECEPTIONIST: I?ll just be a second. 宾馆接待员: 请稍等。 HOTEL RECEPTIONIST: I?m sorry there?s nothing down here under that name. 宾馆接待员: 对不起，没有Bibury系统公司的预订记录。 KATE MCKENNA: Oh, dear. Is it possible to book a room for one night, please? 凯特(麦凯纳: 哦，天啊。那能订间房吗,住一晚。 HOTEL RECEPTIONIST: I?m afraid we only have a suite. 宾馆接待员: 我们现在只有套间了。 KATE MCKENNA: How much is that? 凯特(麦凯纳: 价格是多少, HOTEL RECEPTIONIST: That?s two hundred and eighty dollars including breakfast and sales tax. 宾馆接待员: 280美元，包早餐和销售税。 KATE MCKENNA: I?ll take it. 凯特(麦凯纳: 我订了。 HOTEL RECEPTIONIST: How will you be paying, madam? 宾馆接待员: 夫人，您怎样付款? KATE MCKENNA: Credit card. 凯特(麦凯纳: 信用卡。 HOTEL RECEPTIONIST: That would be fine, thank you. Could you just complete this form, please? It?s your home address, the registration number of your car if you have one and just put your signature down here. 宾馆接待员: 可以，谢谢。麻烦您填下这张表格。在这里填您的家庭住址、如果有车还要填车的 注册号码，签名在这个位置就行了。 HOTEL RECEPTIONIST: It?s the Tower Suite and it?s on the twenty-third floor. Would you like to order a newspaper? 宾馆接待员: 房间是城堡的套房，在23层。您要不要订份报纸? KATE MCKENNA: Yes, please. The Herald Tribune. 凯特(麦凯纳: 要。来份《先驱论坛报》。 HOTEL RECEPTIONIST: I?ll have the bell hop see to your bags. 宾馆接待员: 我让客房服务员给您拿行李。 KATE MCKENNA: No, thank you. I only have one bag. 38 《 步入商界 》 凯特(麦凯纳: 不用，谢谢。我就一个包。 HOTEL RECEPTIONIST: Enjoy your stay. 宾馆接待员: 祝你作客愉快。 KATE MCKENNA: Sorry, what time do you start serving dinner? 凯特(麦凯纳: 对不起，你们什么时候开始供应晚餐? HOTEL RECEPTIONIST: Dinner is served from seven o?clock till ten thirty. The dining room is down there, through the door on the left. 宾馆接待员: 晚餐从7点开始一直到10:30。餐厅就在那儿，穿过门向左转。 KATE MCKENNA: Thank you. 凯特(麦凯纳: 谢谢。 GEORGE PEARSON: It?s good of you to see me. 乔治(皮尔森: 你来看我真是太好了。 MR. SAKAI; Not at all. I?ve heard a lot about your company. 酒井先生: 没什么。我对你的公司早有所闻。 GEORGE PEARSON: Good tings, I hope. 乔治(皮尔森: 我希望，是好的事情。 MR. SAKAI: Oh, yes. 酒井先生: 哦，当然。 GEORGE PEARSON: As you know. J.K.Toys has a strong presence in Europe... 乔治(皮尔森: 正如你所知道的，J.K.玩具公司在欧洲具有很强的市场地位…… MR. SAKAI: Yes, I saw your sales figures for last year. They are very impressive. 酒井先生: 是的，我看了贵公司去年的销售数字。印象很深刻。 (JENNY ROSS) Thank you for calling the Marketing Department of Bibury Systems. I?m afraid our office is closed until nine o?clock tomorrow morning. Please leave your name, your telephone number, the time of your call, and your message after the tone. (詹妮•罗斯) 谢谢致电Bibury系统公司市场营销部。我们公司已经结束营业，到明天早上9点 再开始营业。请留下你的姓名、电话号码、你打电话的时间，并在嘀声后留言。 KATE MCKENNA: Hi, this is Kate. It?s seven thirty on Thursday evening. I?m at the Tower Hotel. Jenny, as soon as you get in could you fax me a copy of the contract we are offering to David Toys? Talk to you tomorrow. Bye. 凯特(麦凯纳: 你好，我是凯特。现在的时间是周四晚7:30。我现在在城堡酒店。詹妮，你一 到公司就马上给我传真一份提供给大卫玩具公司的 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 好吗,明天再跟你通话。 39 《 步入商界 》 再见。 WAITER: Good evening madam. Do you have a reservation? 服务员: 晚上好，夫人。你有预订吗? KATE MCKENNA: Do I need one? 凯特(麦凯纳: 要预订吗, WAITER: No, well that will be okay, I guess. Would you like smoking or non-smoking? 服务员: 不，我想没所谓的。你要在吸烟区还是非吸烟区? KATE MCKENNA: Non-smoking please. 凯特(麦凯纳: 非吸烟区。 WAITER: Would you care to follow me? 服务员: 请跟我来，好吗, WAITER: I?m Gregory, madam, and I?m your waiter this evening. Can I get you your drink while you are making your selection? 服务员: 我是格雷戈里，夫人， 我是您今晚的服务员。在您点餐的时候，我可以帮你拿杯 饮料吗, KATE MCKENNA: No, I?ll order right away. Something light, I think. What?s in your Presidential Chicken? 凯特(麦凯纳: 不用，我现在就点。我要些口味清淡的。你们的总统鸡怎么做的? WAITER: Our Presidential Chicken, was specially created for Ex-President Gerald Ford. It is strips of farm fresh baby pullet lightly steamed and served on a bed of leeks garnished with snow pears. What goes really nice with it, we think, is a fluffy baked Idaho potato with just a tad of sour cream or yoghurt,if you prefer... 服务员: 我们的总统鸡是为前总统福特特别创制的。材料是农场饲养的小母鸡切成条，清蒸 后用韭菜和雪梨点缀。我们认为，与这道菜搭配很好的是爱达荷州的马铃薯，烘烤 后与酸奶油或酸乳酪搭配，如果你愿意…… KATE MCKENNA: Just rice, I think. 凯特(麦凯纳: 米饭就好了。 WAITER: Would that be white rice, brown rice, wild rice, brown and wild rice mixed or Four Seasons Risottino? 服务员: 那是要精米、糙米、纯野米、糙米和纯野米混合还是意大利调味饭? KATE MCKENNA: Plain, boiled, white rice. 凯特(麦凯纳: 精米白饭。 40 《 步入商界 》 WAITER: Plain boiled white rice. And for your beverage, madam? We have a nice California Chardonnay... 服务员: 精米白饭。那要喝点什么，夫人? 我们的夏敦埃酒不错… KATE MCKENNA: No, I?ll have a mineral water. 凯特(麦凯纳: 不，我要矿泉水。 WAITER: Carbonated or non-carbonated? 服务员: 碳酸的还是非碳酸的? KATE MCKENNA: Carbonated. And the fresh tomato soup to start. 凯特(麦凯纳: 碳酸的。先来点鲜番茄汤。 GEORGE PEARSON: I know that you are interested in Bibury Systems... 乔治(皮尔森: 我知道你对Bibury系统公司感兴趣…… MR. SAKAI: News travels fast in the toy industry. 酒井先生: 玩具业的消息传的很快。 GEORGE PEARSON: We heard that you?re interested in a new product that Bibury Systems are launching... 乔治(皮尔森: 我们听说你对Bibury系统公司将要推出的一款新产品很感兴趣…… MR. SAKAI: I am interested in any innovative product, Mr. Pearson. 酒井先生: 皮尔森先生，我对任何新的产品都感兴趣。 GEORGE PEARSON: That?s why I would like to talk to you. I don?t know how much you?re heard about recent developments at J.K. Toys. But we have some ideas that I think you?ll find very interesting... 乔治(皮尔森: 这也正是我找你的原因。我不知道你对J.K.玩具公司最近的发展有多深的了解。 但我们认为，你会对我们的某些创意感兴趣…… HOTEL WAITER: More coffee? 宾馆服务员: 再来点咖啡? KATE MCKENNA: No, thanks. Could I have the bill, please? 凯特(麦凯纳: 不要了， 谢谢。结帐吧。 HOTEL WAITER: The check? Sure. 宾馆 服务员: 帐单,当然。 KATE MCKENNA: And could you charge it to my room? I?m in the Tower Suite. 凯特(麦凯纳: 能把这比费用计入我的房间吗,我住在城堡套房。 HOTEL WAITER: Of course. 41 《 步入商界 》 宾馆服务员: 当然可以。 KATE MCKENNA: We know that Big Boss is innovative but Dealer Dan also uses very advanced technology. 凯特(麦凯纳:我们知道“大老板”是种创新，但是“商人丹”也采用了高级技术。 MR. SAKAI: When is the launch date for Dealer Dan? 酒井先生: “商人丹”上市的日期是什么时候? GEORGE PEARSON: It will be launched before February. 乔治(皮尔森: 二月之前。 MR. SAKAI: And how much will it cost? 酒井先生: 价格是多少? GEORGE PEARSON: Dealer Dan will be cheaper than Big Boss. 乔治(皮尔森: “商人丹”将比“大老板”更便宜。 HOTEL RECEPTIONIST: The Leisure Centre. Sure. Through the double doors, take a right. Down to the end and it?s on the left. You can?t miss it. 宾馆接待员: 这里是休闲中心。当然。穿过双开门，右转。走到底，就在你的左边。你一定会找 的到。 KATE MCKENNA I?d like to check out and is it possible to talk to the Manager, please? 凯特(麦凯纳: 我要付帐离开旅馆，可以跟你们的经理谈一下吗? HOTEL RECEPTIONIST: I?m afraid the Manager?s not available at the moment. But the Assistant Manager is here. 宾馆接待员: 恐怕经理现在不在。但助理经理在。 ASSISTANT MANAGER: How can I help you, madam? 助理经理: 夫人，能为你效劳吗, KATE MCKENNA: My secretary made a reservation for a standard room, but your receptionist says you have no record of the booking. 凯特(麦凯纳: 我的秘书预订了一个标间，但你的接待人员没有预订记录。 ASSISTANT MANAGER: Ms. McKenna from Bibury Systems. Just let me check. 助理经理: Bibury系统公司的麦凯纳女士。我来查查。 ASSISTANT MANAGER: I?m terribly sorry. Your secretary is right. The fax arrived here yesterday afternoon, but for some reason it was not entered into the computer system. It is entirely our fault. Samantha, please prepare Ms. McKenna?s bill again at the standard rate. I am sorry about this confusion. Please accept last night?s dinner with our 42 《 步入商界 》 compliments. 助理经理: 非常抱歉。你的秘书是对的。传真昨天下午到的，但不知什么原因没有登记到电脑 系统里。这全是我们的失误。萨曼塔，请以标间的价格重新核算一下麦凯纳女士 的帐单。我们对这次失误很抱歉。昨天的晚餐就算我们的敬赠，请接受。 ????New words and expressions生词和短语???? reservation 预定 registration 登记 registration fee注册费/挂号费 registration number 注册号码 home address 家庭住址 available 可用的 home product 国内产品 home sale 内销 home market 国内市场 to make a reservation 预定 under the company name 以公司的名义 strong presence 经济/政治实力 sales figures 销售数字 our fault 我们的责任 confusion 混乱/搞不清 accept 接受 with our apologies 抱歉 check 帐单(美式) bill 帐单(英式) check out 结帐后离店 at standard rate 标准价 二、西餐菜谱: 1、Menu 菜单 2.starters 第一道菜(通常指汤类) 3.main course 主菜 、vegetables 蔬菜 5、desserts 点心(特指甜点心) 6、beverages 饮料 4 三、常用信用卡: Credit card 信用卡 International Card 国际信用卡 Visa Card 维萨卡 Master Card 万事达卡 American Express 美运通卡 Diner's Card 达莱卡 Lesson 8 Showing Visitors Around the Company (第八课 带人参观公司) Showing visitors around 带来访者参观 43 《 步入商界 》 Describing conference facilities 描述会议设施 Describing research facilities 描述研究设施 Checking facts 说明研究条件 In this unit„ Edward shows Phil around the company. Don and Edward see some designs from Phil. Kate checks the conference facilities in Atlanta. EDWARD GREEN: Phil, thanks for coming. 爱德华•格林: 菲尔， 谢谢你的来访。 PHIL WATSON: I?m sorry I?m late. 菲尔•沃森: 对不起，我迟到了。 EDWARD GREEN: No problem. 爱德华•格林: 没关系。 PHIL WATSON: The traffic was very bad. 菲尔•沃森: 交通太糟糕了。 EDWARD GREEN: You have been here before, haven?t you? 爱德华•格林: 你以前来过，对吧? PHIL WATSON: Once. A very short visit to Don Bradley?s office. 菲尔•沃森: 来过一次。就用很短的时间参观了一下堂•布拉德利的办公室。 EDWARD GREEN: Perhaps I could show you around after the meeting. 爱德华•格林: 或许会后我可以带你四处看看。 PHIL WATSON: Yes, please. 菲尔•沃森: 好，有劳了。 EDWARD GREEN: I?ll give you the guided tour. 爱德华•格林: 我会带你参观的。 CLIVE HARRIS: Thanks for going to Southford Components yesterday. 克莱夫•哈里斯: 谢谢 你昨天亲临Southford Components。 DON BRADLEY: It was no problem. 堂•布拉德利: 没什么。 CLIVE HARRIS: I want to keep Derek working on Big Boss. So what did you think of the Southford set up? 克莱夫•哈里斯: 我想要德里克不要停下“大老板”。 你认为南佛的布置怎样? 44 《 步入商界 》 DON BRADLEY: This is their sales brochure. They seem quite competent. 堂•布拉德利: 这是他们的销售手册。看起来很有竞争力 CLIVE HARRIS: Where is it? 克莱夫•哈里斯 在什么地方? DON BRADLEY: It?s just by the freeway near intersection eight. It?s in a large Greenfield site in a new development. 堂•布拉德利: 就在八号立交桥附近的高速公路旁。就在新发展区的商场。 CLIVE HARRIS: Who did you see there? 克莱夫•哈里斯: 你都见了谁? DON BRADLEY: I had a long meeting with the C.E.O. They have excellent robotics and a hi-tech production line. 堂•布拉德利: 我和他们的总裁开了个长会。他们的机器人技术很棒，有一条高科技生产线。 CLIVE HARRIS: It looks impressive. 克莱夫•哈里斯: 看起来很不错。 DON BRADLEY: These are their R & D laboratories. They have a very big budget. They commit five percent of their profit to that department. And they?re doing some very innovative work in solar energy. 堂•布拉德利: 他们有研发实验室。预算很大。他们把5%的利润都投到了这个部门。他们在太 阳能方面做了些创新的工作。 CLIVE HARRIS: Okay, so what?s the down side? •哈里斯: 好的，那么不好的一面是有那些? 克莱夫 DON BRADLEY: Well, I?m slightly unhappy about a couple of things. They are expensive. We could buy in components cheaper from another source. And they do supply a lot of companies, including one or two of our rivals. However they took me out for an excellent lunch! 堂•布拉德利: 哦，我对几件事不是很满意。他们有些贵。我们可以从其他供应商那里买到更便宜 的部件。他们确实为很多公司供货，包括一、两个我们的竞争对手。不过，他们 带我去吃的午餐确实不错～ CLIVE HARRIS: So what do you think? 克莱夫•哈里斯:那你认为怎么样? DON BRADLEY: Well, I can see that they?re a strong option, but I am seeing a couple of other suppliers next week. 堂•布拉德利: 哦，我认为他们是个强有力的选择，不过下周我会见几个其他的供货商。 45 《 步入商界 》 CLIVE HARRIS: Well, let?s wait and see. 克莱夫•哈里斯:那就等等看。 CLIVE HARRIS: Come in. 克莱夫•哈里斯:近来。 EDWARD GREEN: Sorry to interrupt but Phil is here with the designs. 爱德华•格林: 抱歉打断了你，不过菲尔带着设计过来了。 DON BRADLEY: Okay, I?m coming right now. 堂•布拉德利: 好的，我马上来。 HOTEL RECEPTIONIST: I?m very sorry about Ms. McKenna?s booking. It?s my fault. How stupid of me. I didn?t check. 宾馆接待员: 麦凯纳女士预订的事，我很抱歉。是我的错。我真笨，没检查一下。 ASSISTANT MANAGER: Don?t worry about it, Samantha, but please be careful in the future. 助理经理: 别担心，萨曼塔，但今后要细心。 KATE MCKENNA: Sorry to interrupt, but before I go, I would like to speak to someone about conference facilities. 凯特(麦凯纳: 对不起，打扰一下，在我离开之前我想了解一下会议设施。 ASSISTANT MANAGER: Of course. Let me show you what we can offer. How many people are involved? 助理经理: 当然。让我来向你展示我们能做什么。有多少人, KATE MCKENNA: I need to arrange a day?s presentation to about sixty agents. 凯特(麦凯纳: 我需要安排约60人的演示，时间是一天。 ASSISTANT MANAGER: Have you time now to look at our facilities? 助理经理: 你现在有时间看一下我们的设施吗, KATE MCKENNA: I?ve ten minutes. Could we do it fairly quickly? 凯特(麦凯纳: 我有10分钟的时间。我们能不能行动快点? ASSISTANT MANAGER: Of course. You say you need a room for sixty people? 助理经理: 当然。你说要60人的房间? KATE MCKENNA: Yes, that?s right. 凯特(麦凯纳: 是的。 ASSISTANT MANAGER: And it?s a presentation, isn?t it? Here?s our main conference room. It has excellent projection facilities. We have full stereo sound, video, 35 mm slides. You name it, we have it. 46 《 步入商界 》 助理经理: 是做演示，是吧,这是我们的主会议室。有很好的放映设备。我们有立体声、视频 及35 毫米幻灯片。只要你说出来，我们都有。 KATE MCKENNA: How much is this for the day? 凯特(麦凯纳: 那一天是多少钱? ASSISTANT MANAGER: We have a standard rate of $900 per half day which includes coffee and biscuits. 助理经理: 我们标准收费是900美元半天，包括咖啡和饼干。 KATE MCKENNA: That?s quite expensive. 凯特(麦凯纳: 那很贵啊。 ASSISTANT MANAGER: Perhaps we can work something out. Shall we go back to my office? 助理经理: 也许我们可以再商量。去一下我的办公室怎样? PHIL WATSON: This is the outline design concept. This goes with that and this copy goes on the side of the box over here. So, what do you think? 菲尔•沃森: 这是设计理念的大体轮廓。这个和那个相搭配，这个放在这边的箱子的上边。你认 为怎么样? DON BRADLEY: What do you think, Edward? 堂•布拉德利: 你认为怎么样， 爱德华? EDWARD GREEN: I think the design is very good. But not for this product. 爱德华•格林: 我认为设计很棒。但不适合这款产品。 DON BRADLEY: I agree. I?m sorry Phil but it seems rather young for our market. 堂•布拉德利: 我同意。对不起菲尔，但对我们的市场而言有点不成熟。 EDWARD GREEN: Yes, it?s very bright. It looks really good, but Big Boss is a niche product. We are targeting the product at the children of well-educated, high income, young professionals. And don?t forget we expect adults to buy Big Boss as well. 爱德华•格林: 是的，颜色太艳。设计看起来确实不错，但“大老板”是个利基市场。我们的产品锁 定的是受过良好教育的儿童、收入高的年轻专业人士。别忘了，我们也希望成年 人购买“大老板”。 GERALDINE: I?m sorry, deliveries are through the side door. You go out of the building, turn left, and there?s a door on the right hand side marked deliveries. Okay? 杰拉尔丁: 对不起， 送货要走侧门。你出大厦，左转，右手边有个门，上面写着送货。好吗? GERALDINE: Hello, Bibury Systems. Oh, hello, Kate... 杰拉尔丁: 你好， Bibury系统公司。哦， 你好， 凯特…… 47 《 步入商界 》 CLIVE HARRIS: Is that Kate Mckenna? I?ll have a word. 克莱夫•哈里斯:是凯特(麦凯纳吗? 我想跟他谈一下。 CLIVE HARRIS: Hello, Kate. How?s your trip?... Good...We need you back here as soon as possible... Good luck! 克莱夫•哈里斯:你好， 凯特。你的旅行怎样,……好…… 我们需要你尽快赶回来……祝你好运! EDWARD GREEN: Sorry to disturb you, Derek. 爱德华•格林: 抱歉打搅你， 德里克。 DEREK: Not at all. 德里克: 没关系。 EDWARD GREEN: Have you met Phil Watson from RUYJ Advertising? 爱德华•格林: 你见过RUYJ 广告公司的菲尔•沃森吗? DEREK JONES: No, I don?t think so. 德里克•琼斯: 没有，没见过。 EDWARD GREEN: Phil, I?d like to introduce Derek Jones our Development Manager. 爱德华•格林: 菲尔， 我来介绍，德里克•琼斯，我们的研发经理。 DEREK JONES: Glad to meet you. 德里克•琼斯: 很高兴见到你。 EDWARD GREEN: This whole area is our development workshop. It?s where we work on the ideas for new products and toys. 爱德华•格林: 这里整个区域都是我们的研发车间。我们在这里对新产品和玩具的创意着手制作。 PHIL WATSON: Who gives you the ideas? 菲尔•沃森: 谁提出这些创意? EDWARD GREEN: Most of the ideas come from inside the company... 爱德华•格林: 大多数创意来自公司内部…… PHIL WATSON: Who thought of this? 菲尔•沃森: 谁想到这样做的? EDWARD GREEN: This product here is being manufactured under licence from a company in the States. It?s not our concept, I?m afraid. But it?s selling very fast. We have a very flexible position on licensing deals. 爱德华•格林: 这个产品是由一家美国公司提供特许生产的。不是我们的想法。但销售很快。我们 在特许交易上采取很灵活的方式。 PHIL WATSON: This looks beautiful. 48 《 步入商界 》 菲尔•沃森: 看上去真漂亮。 EDWARD GREEN: Derek, whose idea was this? Did you think of this one? 爱德华•格林: 德里克， 这又是谁的注意,是你想到的吗, DEREK JONES: No, it?s quite nice, isn?t it? That toy started life as a picture from a young girl from a local school. She sent it in to us. Ah, here it is. 德里克•琼斯: 不是。很不错，对吧,这个玩具最初是张图片，是本地一所学校的一个女孩寄给我 们的。啊，在这里。 PHIL WATSON: How do you do your market research for a new product? 菲尔•沃森: 你们对一个新产品是怎样做市场调研的? EDWARD GREEN: Good question. It depends on the product. We have our own research people in-house so we do very detailed assessments. But, of course, we buy in market research expertise when we look outside the UK. Marketing Big Boss is very complicated. We?re targeting both adults and children. 爱德华•格林: 这个问题问的好。主要是看产品自身。我们本身有调研人员，因此我们会做详细的 评估。当然，我们关注英国之外的市场时，我们会买进市场调研技术。对“大老板” 进行市场营销上很复杂的。我们的目标是包括成人和儿童。 PHIL WATSON: Nice to meet you, Derek. 菲尔•沃森: 很高兴见到你， 德里克。 DEREK JONES: You too. I hope you get the packaging designs right. Big Boss deserves the best. 德里克•琼斯:你也是。我希望你收到了正确的包装设计。“大老板”应该用最好的。 ????New words and expressions生词和短语???? short visit 短期访问/短暂停留 show sb. around 带某人参观 guided tour (有导游的)游 览 freeway 高速工路(美) motorway 高速工路(英) option 选择 components 零件、 部件 conference room 会议室 innovative 革新的、新颖的 video 电视的/视频的 stereo sound 立体声 slide 幻灯片 greenfield site 新发展区 hi-tech production line 高科技生产线 intersection 交叉口(美) junction 交叉口(英) under licence in-house conference facilities 49 《 步入商界 》 niche product 特殊定向产品 target 目标 well-educated 有教养的/受过良好教育的 high-income 高收入 young professionals 年轻的专门人才 under licence concept 计划/主意flexible 灵活 export licnece 出口许可证 import licence 进口许可证 常用会议设施 conference facility 会议设施 flipchart 活动挂图/配套挂图 overhead projector 投影机 television 电视 stereo sound 立体声 audio equipment 音箱设备 video camera 摄像机 Lesson 9 Explaining How Something Works (第九课 解释他们是怎么工 作的) DESCRIBING PROCESSES 描述过程 GIVING INSTRUCTIONS 进行操作说明 EXPLAINING THE FEASIBILITY STUDY 阐明可行性研究 In this unit... Derek explains how Big Boss works. Mr. Wong looks at some old toys. Edward explains the feasibility study for"Friendly Fish". CLIVE HARRIS: Can I get you a cup of tea or something? 克莱夫•哈里斯:给你拿杯咖啡或别的? MS WONG: No, thanks, I?m fine. 黄女士: No， 谢谢， 不用了。 CLIVE HARRIS: Please have a seat. Well, Sally, you?ve seen the company. You?ve seen our products. What do you think? 克莱夫•哈里斯:请坐。萨利，你参观了公司，也见过了我们的产品。你认为怎么样? MS WONG: You have a wide product range, but they?re all dependent on the same chip technology. I 50 《 步入商界 》 think we may be able to supply you with some of the necessary circuitry ...but, of course, we need to speak further about this. 黄女士: 你们的产品样式很多，但都依赖同样的芯片技术。我认为，我们可以为你提供必要 的电路元件……当然，我们还要就此再深入交谈。 CLIVE HARRIS: Well, thanks for coming in. 克莱夫•哈里斯:噢，谢谢你的来访。 MS WONG: It has been most interesting. 黄女士: 这次参观很有意思。 DEREK JONES: This is the latest prototype. 德里克•琼斯: 这是最新的模型。 PHIL WATSON: How does it work? 菲尔•沃森: 怎么用, DEREK JONES: Say something to the boss. 德里克•琼斯: 对“大老板”随便说点什么。 PHIL WATSON: Like what? 菲尔•沃森: 比如? DEREK JONES: Anything. There?s a microphone in Boss?s ear, and it will recognise certain commands. It records what you say and stores it. When it hears the trigger word, it plays it back. 德里克•琼斯: 什么都行。 “大老板”的耳朵里有个麦克风，它可以识别某些指令。它会录下你讲 的内容，并保存起来。在听到触发字后，就会播放出来。 PHIL WATSON: I?m sorry, could you repeat that? I don?t understand what you mean by trigger word. 菲尔•沃森: 对不起，能再说一遍吗,我不太明白触发字的意思。 DEREK JONES: Okay, I?ll try to explain it more simply. We can programme the Boss to say something like "I don?t want problems, I want solutions". And we do that like this: you press his nose and that activates the voice card. Then you say the phrase. "I don?t want problems, I want solutions" Then you press the nose again. 德里克•琼斯: 好的，我会尽量简单地解释。我们可以编程使“大老板”说类似“我不管问题，只要 解决方案”的话。我们是这样做的:你按一下它的鼻子，这样就激活了声卡。然后 你说个短语。 “我不管问题，只要解决方案” 然后你再按一下鼻子。 PHIL WATSON: Why do you do that? 菲尔•沃森: 为什么要这样做? DEREK JONES: You do that in order to stop the recording. Then you select your trigger word. 51 《 步入商界 》 德里克•琼斯: 这样做是为了停止录音。然后再选择触发字 PHIL WATSON: What is that? 菲尔•沃森: 那是什么呢? DEREK JONES: The trigger word makes the Boss speak. Every time he hears that word, he will say "I don?t want problems, I want solutions." 德里克•琼斯: 触发字可以使“大老板”开口说话。它每次听到这个词，就会说“我不管问题，只要 解决方案”。 PHIL WATSON: So, let me clarify this: each time the Boss hears the trigger word, he?ll repeat the phrase. •沃森: 让我来澄清这点:每次“大老板”听到触发字，就会重复这个短语。 菲尔 DEREK JONES: Exactly. So give him the trigger. 德里克•琼斯: 正确。那就给它个触发字吧。 PHIL WATSON: Okay ummm ...The trigger can be the word "problems". 菲尔•沃森: 好的， 嗯 ……触发字就用“问题”这个字吧。 DEREK JONES: Fine. Say it in his ear, then. 德里克•琼斯: 好。对着它的耳朵说，然后。 PHIL WATSON: "Problems." 菲尔•沃森: “问题”。 DEREK JONES: Okay, now say a sentence with the word "problems" in it. 德里克•琼斯: 好的， 现在说个带“问题”这个字的句子。 PHIL WATSON: Excuse me, Big Boss, I?m having some problems with the project. 菲尔•沃森: 打扰一下，“大老板”，我在这个项目上有些"问题"。 BIG BOSS: Problem! I don?t want problems. I want solutions. “大老板”: 问题～“我不管问题，只要解决方案”。 PHIL WATSON: Brilliant! How is it powered? 菲尔•沃森: 太好了～它的动力是怎样的? DEREK JONES: Aha! You?ll enjoy this: light energy. It won?t need new batteries. Both the eyes contain photo-sensitive cells which absorb the solar energy. These cells then power the motors located here under each arm. Now, as everybody knows, when you have this kind of configuration there is a... 德里克•琼斯: 啊哈! 你会很喜欢的:光能。不需要新电池。它的双眼都有可以吸收太阳能的感光 电池。这些电池给每支手臂下的发动机提供动力。大家都知道，如果你有这种设 52 《 步入商界 》 置，就会…… EDWARD GREEN: Sorry, Derek would you mind explaining that in another way? 爱德华•格林: 对不起， 德里克。可以用另外的方式解释一下吗? DEREK JONES: Sorry. I?ll keep it simple. The important thing is that this is a major breakthrough. All the toys will represent the very latest in technology. 德里克•琼斯: 抱歉。我会简单地说。重要的是这是个重大突破。所有的玩具都代表着科技的最新 进展。 PHIL WATSON: I can see that. It?s very impressive. 菲尔•沃森: 这个我可以看初步来。给人的印象很深刻。 EDWARD GREEN: Thanks, Derek. 爱德华•格林: 谢谢， 德里克。 PHIL WATSON: Thanks for the demonstration. 菲尔•沃森: 谢谢你们的演示。 DEREK JONES: Any time. 德里克•琼斯: 随时效劳。 MS WONG: Tell me, do these toys work? 黄女士: 告诉我，这些玩具还可以工作吗? CLIVE HARRIS: These? Yes. 克莱夫•哈里斯:这些,可以。 MS WONG: How old are they? CLIVE HARRIS: Some of them are Victorian. No microchips in these. 克莱夫•哈里斯:有些是维多利亚女王时代的。这些没有微芯片。 All clockwork, but some of them are quite ingenious. Look at this one for instance. 全部是依靠机械力，但有些是很有创意的。比如这个。 A young violin player. 一位年轻的小提琴手。 MS WONG: It?s very beautiful. How does it work? 黄女士: 很漂亮。它是怎样用的? CLIVE HARRIS: Well, you just wind it up ...and off he goes ... Grandmother played with some of these when she was a girl. And my father collected clockwork toys. 克莱夫•哈里斯:只要给它上紧发条，他就会动了。我祖母年轻的时候玩过一些。我父亲收集了这 些机械玩具。 53 《 步入商界 》 MS WONG: They are very clever. 黄女士: 都很精巧。 CLIVE HARRIS: But not very safe ...Look at the sharp edges on this one. Very dangerous and it?s covered with lead paint. 克莱夫•哈里斯:但却不怎么安全……看这个，边上很锋利。很危险，并且是用铅喷漆的。 MS WONG: Tell me, how does this work? 黄女士: 告诉我，这个怎么用, GERALDINE: I?ve pressed return and nothing happens. I?ve tried that. How can I get out of the programme? 杰拉尔丁: 我按了返回，但没什么反应。我这样试过了。我怎么才能推出这个程序呢, Just a second. Could you speak more slowly, please? Right. Let me try. F1 and then return.Yes, 请稍等。能说的再慢些吗? 好了。让我试试。先按F1，再按返回键。对了， then press "escape". Oh that?s it. Thanks. 再按“退出”。啊，对了。谢谢。 EDWARD GREEN: ...Let me show you how products are market researched... 爱德华•格林: ……我来给你演示一下，怎样对产品进行市场调查…… EDWARD GREEN: You see all products go through the same, basic process. They start as an idea. 爱德华•格林: 所有的产品都要履行一样的基本程序。开始时只是个想法。 Every month, a management committee looks at all the new ideas and they put development money into some of them. Let me show you an example. Take this product: "Friendly Fish". 管理层委员会每个月都对所有的新想法进行筛选，对其中的一些想法注入研发资 金。我给你看个例子。比如这个产品: “Friendly Fish”。 The idea came from a freelance designer. A Management Committee looked at the designs and they liked them. Follow me. They asked the development team how much it would cost to manufacture the product, and they asked the Marketing Department two questions: 这个想法来自一名自由设计师。管理层委员会看了设计，很喜欢。请随我来。于是 他们询问队伍，制作这种产品要花多少钱。他们对市场营销部提出了两个问题: 1. Who is the target market for Friendly Fish? 2. How big is that market? 1、Friendly Fish的目标市场是哪人? 2、市场有多大, 54 《 步入商界 》 We then know if the idea is worth taking on to the next stage which is the feasibility study. 这样我们就会知道这个想法是否值得进行到下一步，也就是可行性研究。 PHIL WATSON: So what happened with the Friendly Fish? 菲尔•沃森: 那么Friendly Fish最后怎样了呢? EDWARD GREEN: We learned at this stage that it was a low cost high volume mass market product. 爱德华•格林: 我们在这个阶段了解到这是一种量大价廉的大众产品。 The feasibility study indicated that Friendly Fish would sell all over Europe. 可行性研究显示Friendly Fish将行销整个欧洲。 We then invested in more market research. 之后，我们投资进行了更多的市场研究。 We asked a large group of eight year olds from Different backgrounds about "Friendly Fish". 我们对来自不同阶层的8岁一大批儿童进行了询问。 We asked them questions like: Which material shall we use? Which colours do you like? etc. 问题有:我们应该使用何种材料,你喜欢什么颜色,等等。 A few of the kids wanted it green and blue. 17.5% other children wanted it red. 少数孩子希望是蓝绿相间。 17.5% 的希望是红色。 But all of them wanted Friendly Fish. All of them. They loved Friendly Fish. 但他们都想要Friendly Fish。全部。他们喜爱Friendly Fish。 We checked each key indicator. Every one of them was positive. We made half a million. 我们核对了每个关键指标。每个都是积极的 。于是我们制造了50万件。 PHIL WATSON: And what are sales like? 菲尔•沃森: 那么销售如何呢, EDWARD GREEN: Terrible. Sometimes it happens. Even with all the market research, you can never be one hundred per cent certain. 爱德华•格林: 很糟。世事难料。就算有市场研究，也不可能有百分百的把握啊。 ????New words and expressions生词和短语???? wide range 大范围/许多不同的东西 depend on 依靠/依赖 chip technology 电子/芯片技术 55 《 步入商界 》 trigger vt.引起 photo-sensitive cell 感光电池/感光元件 activate 使活动起来 breakthrough 突破 clockwork 钟表机械 ingenious 灵巧的 management committee 管理委员会 feasability study 可行性的研究 freelance 自由职业者(she works freelance) key indicator 重要信号 one hundred percent certain 完全肯定 Lesson10 Rescheduling Plans and Arrangements (第十课 重新安排计 划) Rescheduling plans 重新安排计划 Suggesting changes 提议变动 Interrupting politely 礼貌打断 56 《 步入商界 》 In this unit... Mr. Smith cancels his meeting with Edward. Edward and Jenny change their appointments. Mr. Sakai sees Dealer Dan. MR. SMITH: Edward, I?m sorry. I?m afraid I?ll have to cancel our meeting tomorrow. 史密斯先生: 爱德华， 对不起。恐怕我要取消我们明天的会议。 EDWARD GREEN: That?s no problem. Shall we postpone it until later in the week? 爱德华•格林: 没问题。那延后到本周晚些时候, MR. SMITH: No, I?m afraid I?m not postponing our meeting. I?m canceling it. 史密斯先生: 不，我不是说要延期。我是要取消。 EDWARD GREEN: We need to sign the contract and complete the deal, don?t we? Is there a problem? 爱德华•格林: 我们还是要签合同，完成这次交易，对吧,有什么问题吗? MR. SMITH: No, not for me, but perhaps there?s a problem for you. I?m afraid Big Boss won?t be in the catalogue. 史密斯先生: 没有，我没有问题，但你可能会有问题。恐怕“大老板”不会出现在我们的目录里。 EDWARD GREEN: Are we too late for the printer?s deadline? 爱德华•格林: 我们赶不及印刷商的最后期限了吗, MR. SMITH: No. That?s not the point. I?m not going to use Big Boss. I?m going to use another product. 史密斯先生: 不。这不是问题。我不准备用“大老板”。 我要用另外一个产品。 EDWARD GREEN: I don?t understand. 爱德华•格林: 我不明白。 MR. SMITH: Well, listen. Then you will understand. This is a new product from J.K Toys. It?s called Dealer Dan. 史密斯先生: 嗯，听着。你就会明白的。这是来自 J.K.玩具公司的一款新产品。名字叫“商人丹”。 DEALER DAN: "Hi, this is Dealer Dan. I?m the best thing on the voice-activated toy market." “商人丹”: “你好，我是„商人丹?。 我是声动玩具市场最棒的玩具”。 MR. SMITH: Edward, are you still there? 史密斯先生: 爱德华， 你在听吗? EDWARD GREEN: Yes. 爱德华•格林: 是的。 MR. SMITH: Good, isn?t he? 57 《 步入商界 》 史密斯先生: 很好，对吧? EDWARD GREEN: You say he?s called Dealer Dan. 爱德华•格林: 你说，他叫做“商人丹”。 MR. SMITH: Yes. He arrived yesterday afternoon. The head of marketing from J.K Toys introduced us. 史密斯先生: 是的。昨天下午到的。 J.K.玩具公司的市场营销主管给我们做的介绍。 They?ll launch him on January 20th. 他们将在1月20日推出这款产品。 EDWARD GREEN: What! Is Dealer Dan solar powered? 爱德华•格林: 什么! 太阳能的“商人丹”, MR. SMITH: Yes. 史密斯先生: 是的。 EDWARD GREEN: And voice-activated? 爱德华•格林: 声动的, MR. SMITH: Yes. It?s the same technology...but cheaper. I think Dealer Dan would just like to say bye-bye. 史密斯先生: 是的。是同样的技术 ……但更便宜。我想，“商人丹”要跟你说再见了。 DEALER DAN: Bye-bye. “商人丹”: 再见。 EDWARD GREEN: I don?t understand... 爱德华•格林: 我不明白…… DEALER DAN: If you can?t stand the heat, get out of the kitchen. “商人丹”: 如果你受不了热，就离开厨房。 GERALDINE: I?m afraid Mr. Peter is running a bit behind schedule but he won?t be long. Thank you. 杰拉尔丁: 恐怕，皮特先生有点落后了，但他会很快赶上来的。谢谢。 EDWARD GREEN: Have you seen Don? 爱德华•格林: 见到堂了吗, GERALDINE: He?s in the boardroom in a meeting. 杰拉尔丁: 他在会议室开会。 EDWARD GREEN: Something important has come up. I need to talk to him. 爱德华•格林: 发生了重要的事情。我得跟他谈谈。 GERALDINE: He?s with Mr. Reiley. 58 《 步入商界 》 杰拉尔丁: 他和莱利先生一起。 GERALDINE: Go on. 杰拉尔丁: 去吧。 DON BRADLEY: We?ll get some examples of the display materials to you and there will also be a point of sale video of the product. Come in. 堂•布拉德利: 我们会给你一些演示材料，还有现场销售视频。进来。 EDWARD GREEN: Don, Mr. Reiley. Sorry to interrupt. Something important has come up. Can you spare a minute? 爱德华•格林堂:莱利先生。抱歉打搅了。发生了重要的事情。你能挤一分钟的时间吗? DON BRADLEY: Can it wait? I?ll be through in ten minutes. 堂•布拉德利: 能等一下吗,10分钟就完了。 EDWARD GREEN: Not really. 爱德华•格林: 不能。 DON BRADLEY: Okay. I?m sorry. Do you mind if I deal with this? 堂•布拉德利: 好的。对不起。我先处理这件事，你不介意吧, EDWARD GREEN: I think we?ve got a problem. I?ve just talked to Mr. Smith on the phone. 爱德华•格林: 我想我们有麻烦了。我刚刚同史密斯先生通过话。 The catalogue deal is off. J.K. Toys are launching Dealer Dan. 目录的事取消了。J.K.玩具公司即将推出“商人丹”。 DON BRADLEY: Who the hell is Dealer Dan? 堂•布拉德利: “商人丹”到底是什么玩意? CLIVE HARRIS: Let?s get this straight. You think we?ll meet these targets. 克莱夫•哈里斯:我们开门见山。你认为我们要满足这些目标。 DEREK JONES: Yes, I do. But we?ll need to either increase overtime or take on some causal staff... 德里克•琼斯: 是的。我们要么加班加点要么雇佣临时工…… DON BRADLEY: Do you mind if I butt in? 堂•布拉德利: 我插句嘴，不介意吧? CLIVE HARRIS: Not at all. What?s the matter? 克莱夫•哈里斯:不介意。什么事, DON BRADLEY: I think we need to talk. Something very important?s come up. 堂•布拉德利: 我们要谈一下。发生了很重要的事。 JENNY ROSS: Do you know where Don is? I thought he was in a meeting with a client. 59 《 步入商界 》 詹妮•罗斯: 你知道堂在哪儿吗,我想他在和客户开会。 GERALDINE: He was. But he cut the meeting short. There?s a problem. 杰拉尔丁: 他本来是在开会。但提前结束了。出现了问题。 JENNY ROSS: What? 詹妮•罗斯: 什么问题, GERALDINE: I don?t know. Something about Dealer Dan. 杰拉尔丁: 我不知道。是有关“商人丹”的。 DEREK JONES: Everything in Big Boss is new. The idea is new. The technology is new. 德里克•琼斯: “大老板”的一切都是新的。想法是新的。技术是新的。 DON BRADLEY: Maybe Dealer Dan is a coincidence. Is that possible? 堂•布拉德利: 或许“商人丹”是个巧合。这有可能吗, DEREK JONES: It?s possible. Of course it?s possible, but it is very unlikely. 德里克•琼斯: 有可能。当然是有可能的，但却不大像。 CLIVE HARRIS: How many people knew about The Boss? 克莱夫•哈里斯:多少人知道关于“大老板”的事, DEREK JONES: Well, hundreds of people. 德里克•琼斯: 上百人吧。 CLIVE HARRIS: No, I?m sorry, that?s not what I mean. I?m talking about the technology. How many knew about that? 克莱夫•哈里斯:不， 对不起，我不是这个意思。我是在说技术。有多少人知道? DEREK JONES: Well, only the people in my team. 德里克•琼斯: 嗯，只有我的团队知道。 DON BRADLEY: I think we need to find out more about Dealer Dan. 堂•布拉德利: 我认为我们要了解更多关于 “商人丹”的情况。 CLIVE HARRIS: I?ll make a few calls. Don, you set up a meeting with the marketing team and look at our options. 克莱夫•哈里斯:我打几个电话。堂，你和市场营销部的人开个会，看有没有其他选择。 I?ll get back to you as soon as I hear anything. Derek, I want you to get hold of Dealer Dan. 我打完电话就找你。德里克，我要你了解“商人丹”的情况。 JENNY ROSS: I?m calling about the meeting scheduled for this afternoon. 詹妮•罗斯: 我打电话是有关今天下午安排的会议事宜。 60 《 步入商界 》 I?m terribly sorry but Don won?t be able to make it. 非常抱歉，堂来不了了。 Is there any chance that we could re-arrange it for the same time next week? 有没有可能重新安排在下周相同的时间, EDWARD GREEN: Yes, I?m really sorry, but it?s absolutely impossible for me this afternoon. 爱德华•格林: 是的，非常抱歉， 但今天下午我绝对不行。 I?ll have to work late tonight. Something has come up. 我今晚还要工作到很晚。出了点事情。 JENNY ROSS: Is there any way that Mrs. Clark could bring forward her meeting with Don by an hour? 詹妮•罗斯: 克拉克夫人有没有办法把会议提前一小时, I?m trying to re-schedule all of Don?s appointments for tomorrow. 我在想办法重新安排堂明天所有的约会。 EDWARD GREEN: Ah, do you have his diary in front of you? 爱德华•格林: 啊，他的日记本在你面前吗? Good. Could we move the meeting from two o?clock on Thursday to sometime on Friday morning? 太好了。我们可以把会议由周四两点移到周五上午的某个时间吗, JENNY ROSS: Alright, if you can?t make any time in the next week, could we set up a four-way telephone conference? 詹妮•罗斯: 好吧，如果你下周找不到时间的话，那我们可不可以安排四方电话会议, GERALDINE: Clive, it?s Mr. Sakai on the line for you. 杰拉尔丁: 克莱夫， 酒井先生找你。 CLIVE HARRIS: Mr. Sakai? How are you, Kazo? 克莱夫•哈里斯:酒井先生,你好， 加须, MR. SAKAI: Well, Clive, thank you. 酒井先生: 很好，克莱夫， 谢谢。 CLIVE HARRIS: It?s nice to hear from you. How are the family? 克莱夫•哈里斯:听到你的电话真高兴。家人都好吗, MR. SAKAI: They are fine, Clive. Thank you for asking. Clive, can I come to the point very quickly? 酒井先生: 都好，克莱夫。谢谢你的关心。克莱夫，我直奔主题好吗, CLIVE HARRIS: Please do. 61 《 步入商界 》 克莱夫•哈里斯:请说。 MR. SAKAI: I?m very worried. I have just seen a new product which is very like the Big Boss. 酒井先生: 我很担心。我刚看到一款与“大老板”很相似的产品。 CLIVE HARRIS: Really? 克莱夫•哈里斯:真的, MR. SAKAI: I have changed my plans. I?ll be in London tomorrow. We must meet. My secretary will fax all my travel plans. 酒井先生: 我改变了我的计划。我明天会到伦敦。我们必须见面。我的秘书会传真给你我的所有行程。 CLIVE HARRIS: Yes, of course, Kazo. I?ll meet you at the airport. Goodbye. Sally, whatever you have arranged for me tomorrow, it?s cancelled. I?ll be at the airport all morning with Mr. Sakai. And possibly the afternoon as well. 克莱夫•哈里斯:当然，加须。我在机场接你。再见。萨利，无论你明天安排了什么约会，都取消。 我明天整个上午都在机场陪酒井先生。并且下午也有可能。 DEREK JONES: How much do J.K. Toys know about you and who told them? And how good is Dealer Dan? 德里克•琼斯: J.K.玩具公司对你了解多少，谁告诉他们的, “商人丹”有多好, ????New words and expressions生词和短语???? postpone....until 推迟到 to run behind the schedule 没按计划完成 point of sale 销售点 Something has come up. 意外发生了 The deal is off. 协议被取消 close the deal 成交 make a deal 做交易 get a good deal 买到便宜货 rearrange 重新安排 coincidence 巧合 set up = arrange cut short 缩短 butt in 打断，干扰 bring forward a meeting 提前开会 62 《 步入商界 》 four way telephone conference 四人电话会议 Lesson 11 Analying Your Competitors (第十一课分析竞争对手) ASKING QUESTIONS ABOUT COMPETITORS 询问竟争对手的情况 DESCRIBING SIMILARITY 描述相似性 EXPRESSING POSSIBILITY 表达可能性 In this unit... Don, Kate, Derek and Edward have a meeting to discuss Dealer Dan. Clive gives an old friend a lift. He asks some questions and gets some new information about Dealer Dan. DEREK JONES: The technology is the same as ours. I have never seen two products which are so similar. In concept and design there are no basic differences. None. However I have examined the components and the XR590... 德里克•琼斯: 技术和我们的一样。我从没见过两个如此相象的产品。在理念和设计上没有根本的 不同。没有。但是，我检验过部件和XR590…… KATE MCKENNA: What is the XR590? 凯特(麦凯纳: XR590是什么, DEREK JONES: The XR590 is the power source which drives Dealer Dan. I think it has a few weaknesses. It?s not as good. In my opinion it?s not reliable enough for children. 德里克•琼斯: XR590是驱动“商人丹”的能量源。我认为它有几个弱点还不是很完善。我看对儿童 来讲还不足够可靠。。。 DON BRADLEY: Exactly how unreliable is it? 63 《 步入商界 》 堂•布拉德利: 具体讲，怎么个不可靠法, DEREK JONES: I can?t say exactly. I haven?t completed the tests yet. It?s too early to say. 德里克•琼斯: 我说不出来。我还没完成测试。现在说为时太早。 KATE MCKENNA: Will it affect their sales? 凯特(麦凯纳: 这会影响他们的销售吗, DON BRADLEY: Derek? 堂•布拉德利: 德里克, DEREK JONES: Not much in the first six months, I suppose. 德里克•琼斯: 我想最初的6个月不会有太大的影响。 KATE MCKENNA: It?s the first six months that are important. 凯特(麦凯纳: 最初的6个月才是重要的。 DON BRADLEY: Edward, what do you think of their packaging? 堂•布拉德利: 爱德华， 你认为他们的包装怎么样, EDWARD GREEN: Well, plenty of bright colours. It?ll have a lot of impact at point of sale. 爱德华•格林: 色彩很鲜艳。在现场销售时会有很强的冲击效果。 GERALDINE: I?m afraid they are all meeting at the moment. No, I?m sorry, I don?t know what time it will finish. I?ll put you through to Mr. Harris?s secretary, and she can make an appointment for you. Please hold the line. 杰拉尔丁: 恐怕他们现在都在开会。不， 对不起，我不知道会议什么时候结束。我给你转到 哈里斯先生的秘书，她可以为你安排约会。请不要挂机。 CLIVE HARRIS: It?s nice to see you again, Peter. It?s been a long time. 克莱夫•哈里斯:很高兴再见到你，皮特。好久不见了。 PETER DAY: How are things at Bibury Systems? 皮特(戴: Bibury系统公司运转的怎样, CLIVE HARRIS: Very interesting at the moment. 克莱夫•哈里斯:正处在非常有趣的时期。 PETER DAY: I?ve just heard you?re going into partnership with a rather good Japanese company. 皮特(戴: 我听说你们要和日本的一家不错的公司合伙。 CLIVE HARRIS: That?s not exactly true...Peter, are you still doing consultancy work? 克莱夫•哈里斯:也不全是这样……皮特，你还在做顾问业务吗, PETER DAY: Yes. I haven?t retired yet! 皮特(戴: 是啊。我还没退休啊～ 64 《 步入商界 》 CLIVE HARRIS: Look, can I give you a lift back? We haven?t had a chance to chat for a long time. 克莱夫•哈里斯:那 ，我开车送你回去，好吗,我们好久没机会一起谈谈了。 DON BRADLEY: What?ve you found out about their marketing strategy? 堂•布拉德利: 你对他们的营销策略有什么发现吗, KATE MCKENNA: They have already scheduled a television advertising campaign. 凯特(麦凯纳: 他们已经安排了一场电视广告推广。 DON BRADLEY: Who with? 堂•布拉德利: 和谁一起, KATE MCKENNA: E.G.N.C. The company that they always use. 凯特(麦凯纳: E.G.N.C. 他们一直用的那家公司。 DON BRADLEY: When is it scheduled? 堂•布拉德利: 定在什么时候? KATE MCKENNA: Something next month, but I haven?t found out the exact date yet. 凯特(麦凯纳: 下个月的某个时候，但还没查到具体的日期。 DON BRADLEY: Have you heard what they are spending on TV advertising? 堂•布拉德利: 有没有听说他们在电视广告上的花费是多少, KATE MCKENNA: I don?t know. 凯特(麦凯纳: 不知道。 GERALDINE: No, I?m sorry, they?re still in a meeting. I don?t know how long they?ll be. Let me take your number and I?ll get one of them to call you back. 杰拉尔丁: 不，对不起，他们还在开会。不知道还要开多久。我记下你的号码，我会让他们中 的一个打回给你。 PETER DAY: It?s good of you to give me a lift. 皮特(戴: 你真好，开车送我。 CLIVE HARRIS: It?s no problem. Are you still doing consultancy work for J.K. Toys? 克莱夫•哈里斯:没什么。你还在为J.K.玩具公司做顾问工作吗, PETER DAY: I wondered why you were going out of your way to give me a lift. 皮特(戴: 我正在想你为什么大老远地送我，又不顺路。 CLIVE HARRIS: Well, are you? 克莱夫•哈里斯: 嗯，你还在做吗, PETER DAY: Technically no. I?ve just finished. But that work was confidential. 皮特(戴: 可以说不做了。我刚做完。但那项工作是保密的。 65 《 步入商界 》 CLIVE HARRIS: Yes, of course. You could be working for us, you know, I might need a consultant. 克莱夫•哈里斯: 是的，当然。你可以为我们工作，要知道，我们也可能需要顾问。 PETER DAY: Really? 皮特(戴: 真的, CLIVE HARRIS: Well, perhaps. I might need an idea of the best way to react to Dealer Dan. 克莱夫•哈里斯: 嗯，或许。我需要一个反击“商人丹”的最佳方式的点子。 PETER DAY: How did you get to hear about that? 皮特(戴: 你怎么知道的, CLIVE HARRIS: A customer. Do you know that Dealer Dan is very like a new toy we have developed? Dealer Dan could hurt us badly. I don?t want any secrets. I don?t want to compromise you, I just want some general information. 克莱夫•哈里斯:一个顾客告诉我们的。你知道“商人丹”跟我们的一款新玩具很相似吗,“商人丹” 可以重创我们。我不要任何秘密。我不想为难你，我只想要些大面上的信息。 PETER DAY: How general? 皮特(戴: 怎样才算大面上的信息? KATE MCKENNA: We know their selling price, but what?s their unit cost? 凯特(麦凯纳: 我们知道他们的销售价格，但他们的单位成本是怎样的, DON BRADLEY: Derek, what?s your estimate? 堂•布拉德利: 德里克，你的估计是多少? DEREK JONES: I can?t say. I don?t know what their production run is. We haven?t had that information yet. 德里克•琼斯: 说不上来。我们还不知道产量是多少。我们还没有这方面的资料。 DON BRADLEY: Well, Big Boss?s production run is three hundred thousand. Will they produce three hundred thousand? Or more? 堂•布拉德利: “大老板”的产量是30万。他们会生产30万吗,或者更多, DEREK JONES: I don?t know the answer to that one. At that retail price they have to sell a lot of toys. 德里克•琼斯: 这个我不知道。以那样的零售价，他们要售出很多玩具才行。 DON BRADLEY: It can?t be less than 300 thousand, can it? 堂•布拉德利: 但不能少于30万，对吧, PETER DAY: Thanks for the lift, Clive. 皮特(戴: 谢谢你送我，克莱夫。 66 《 步入商界 》 CLIVE HARRIS: You are something of a specialist in the Far East, aren?t you? 克莱夫•哈里斯: 你在远东是名专家，对吧? PETER DAY: You could say that. 皮特(戴: 也可以这样说。 CLIVE HARRIS: Well, when this deal with this Japanese company is settled, we might need your help. We shall need a consultant to help set things up. Of course, the success of Big Boss is a very important part of the deal. 克莱夫•哈里斯: 我们和日本公司的交易完成后，我们或许会需要你的帮助。我们需要一名顾问处 理事情。当然，“大老板”的成功是这项交易的一个重要部分。 PETER DAY: When might this happen? 皮特(戴: 那会是什么时候, CLIVE HARRIS: That depends. 克莱夫•哈里斯: 这个要看情况。 PETER DAY: The production run is 300,000 units. 皮特(戴: 产量是30万件。 CLIVE HARRIS: And the advertising budget? 克莱夫•哈里斯: 广告预算呢, PETER DAY: Clive, I don?t know. Really, I don?t know. 皮特(戴: 克莱夫， 不知道。真的，我不知道。 ????New words and expressions生词和短语???? drive 驱动 reliability 可靠性 weakness=fault packaging 包装 partnership 合伙人 consultant 顾问 do consultancy work 做顾问工作 give a lift 搭便车 chat 聊天(非正式) technically 技术上的，学术上的 confidential 机密的 compromise 连累，妥协 budget 预算 estimate 估计，估价 selling price = offering price 卖方出价 retail price 零售价 retailer = retailer dealer production run 产量 unit cost 单位成本 67 《 步入商界 》 Lesson12 Business Letters and Presenting Information (第十二课 商业信函和介绍情报)( 12-商业信函和介绍) PROPOSING SOLUTIONS TO PROBLEMS 提出问题解决方案 MAKING COMPARISONS 进行比较 UNDERSTANDING BUSINESS LETTERS 理解商务信函 ORGANISING INFORMATION IN A LETTER 安排信函内容 In this unit... Don, Kate, Derek and Edward discuss solutions to the problems of Dealer Dan. Clive telephones them on his mobile phone. Clive dictates an important letter to Mr. Smith DON BRADLEY: We haven?t decided on a plan of action yet. We must outline a strategy, but first let me summaries what we?ve said so far. 堂•布拉德利: 我们还没决定行动计划。我们必须定出行动纲领，下面我先总结一下大家的发言。 This is a critical situation. We know that J.K. Toys are playing to win. 这是个非常危机的形势。我们知道J.K.玩具公司计划大获全胜。 And we know that right now they have the edge. So, let?s look at the down side. 我们知道，目前他们占有优势。所以，我们先来看一下不利因素。 What are their advantages? They have a larger market share; they have a cheaper product; 他们的优势是什么,他们有更大的市场份额;他们的产品更便宜; they have an earlier launch date, and we think they have a larger advertising budget. 他们产品上市时间更早，并且我们认为他们的广告预算很高。 KATE MCKENNA: Their strategy is very clear: they want our share of the market, both the European market and the export market. 凯特(麦凯纳: 他们的策略很清楚:他们要的是我们的市场份额，包括欧洲市场和出口市场。 DON BRADLEY: We cannot let them succeed. We have to consider which of these factors we can influence. Kate, any ideas? 堂•布拉德利: 我们不能让他们成功。我们一定要考虑，我们可以影响这些因素中的哪些。凯特， 你怎么看, KATE MCKENNA: There are two immediate things we can do: we can increase our advertising budget and bring forward the launch date. 凯特(麦凯纳: 有两件事是我们可以马上做的:我们可以增加广告预算、提前上市日期。 68 《 步入商界 》 DON BRADLEY: Derek, is that feasible? 堂•布拉德利: 德里克，这行得通吗, DEREK JONES: I don?t think so. 德里克•琼斯: 我看不行。 CLIVE HARRIS: I?ve got some news for you all. 克莱夫•哈里斯:我有些消息要告诉大家。 DON BRADLEY: Okay, just a second.I?ll switch on the speaker. Okay, Clive, go ahead. 堂•布拉德利: 好的，请稍等。我改成扬声器。好了，克莱夫，说吧。 CLIVE HARRIS: I?ve got some useful information from Peter Day: first of all, I think they?re moving too fast. They haven?t done their sums. 克莱夫•哈里斯:我从皮特。戴得到一些有用的资料:首先我认为他们走的太快了，他们还没做好准备。 DEREK JONES: Clive, this is Derek. Do you know how large their production run?s going to be? 德里克•琼斯: 克莱夫，我是德里克。你知道他们的产量会是多少吗, CLIVE HARRIS: It?s going to be around 300,000 units. 克莱夫•哈里斯:约30万件。 DEREK JONES: That?s about what we hoped--more than 450,000 and we?ve got problems. 德里克•琼斯: 和我们想的差不多--45万多，我们有麻烦了。 KATE MCKENNA: This is Kate. I?ve got a question. 凯特(麦凯纳: 我是凯特。我有个问题。 CLIVE HARRIS: Go ahead, Kate. 克莱夫•哈里斯:说吧，凯特。 KATE MCKENNA: Were you able to find out anything about their overseas marketing strategy? 凯特(麦凯纳: 能查到他们的海外销售策略吗, CLIVE HARRIS: Well, I?ll tell you this, Kate: they won?t crack the American market--we?re a few steps ahead of them there, and I want you to exploit that advantage--you need to get out there fast. Look I?ll ring off now. I?ll get back to the office as soon as I can. 克莱夫•哈里斯:凯特，我这样跟你说吧:他们不会动美国市场--我们比他们出手要早，我要你利用 这个优势--你要尽快抓住那里的市场。我现在要挂断了。我会尽快赶回办公室。 DON BRADLEY: The most important thing now is to let all of the sales force know about this change in our game plan. 堂•布拉德利: 现在最重要的事就是让我们的销售人员了解我们在销售计划方面的变化。 69 《 步入商界 》 Jenny, we need to write them at once. 詹妮，我们要立刻书面知会他们。 We need to give them some of the background to this--about what J.K. Toys are planning, 我们要给他们一些背景--有关J.K.玩具公司的计划 and about our new marketing strategy--that?s 1. the launch date 2. the price cut. 有关我们新的营销策略--也就是1、上市日期 2、降低价格 And 3. the increased advertising budget. 3、增加广告预算。 KATE MCKENNA: We need to make it clear that "Big Boss"is an absolute priority. 凯特(麦凯纳: 我们要清楚的表明“大老板”才是绝对的首选。 DON BRADLEY: Jenny, could you make a draft of that and we?ll get it out as soon as possible. 堂•布拉德利: 詹妮，你能草拟以下这篇文字吗,我们要尽快出这篇文字。 Edward--you?ve been very quite--what else can we do in marketing? 爱德华,,你一直沉默不语,,我们在营销方面还可以做什么, EDWARD GREEN: We must get into Smith?s catalogue--he?s chosen"Dealer Dan"and he?s decided not to include "Big Boss". 爱德华•格林: 我们必须出现在史密斯的产品目录--他选了“商人丹”而没选 “大老板”。 KATE MCKENNA: I don?t think he?ll change his mind now. 凯特(麦凯纳: 我想他现在是不会改变注意的。 CLIVE HARRIS: I?ll deal with Mr. Smith--I?ll write to him straight after the meeting and let you have a copy. 克莱夫•哈里斯:我会处理史密斯先生的事情,,我会在会后写信给他，并给你们一份。 CLIVE HARRIS: Jenny, I?d like to dictate a letter which needs to be faxed as soon as possible to Mr. Smith. 克莱夫•哈里斯:詹妮，我要口述一封信，请你尽快传真给史密斯先生。 JENNY ROSS: Right, I?m ready. 詹妮•罗斯: 好的，我准备好了。 CLIVE HARRIS: Dear Mr. Smith...I have learned that you have decided to select Dealer Dan for your catalogue, instead of Big Boss. 克莱夫•哈里斯:亲爱的史密斯先生 ……我了解到你决定选用“商人丹”进入你的产品目录而没选 “大老板”。 70 《 步入商界 》 I understand that your reasons for rejecting "Big Boss"are as follows: 我想你拒用“大老板”的原因可能有以下几点: 1. That the unit cost will be 30% higher than the rival product. 1、我们的产品比竞争对手的单价约高30%。 2. That the launch date of Big Boss will be three weeks later. 2、“大老板”的上市日期将迟3个星期。 3. That J.K. Toys, the manufacturer, will mount an extensive advertising campaign to coincide with the launch date of the product and the mailing date of your catalogue. 3、J.K.玩具公司将在产品上市日和你的产品目录投递日展开大范围的广告攻势。 I would like you to reconsider your decision in the light of the following: 我希望你能根据以下几点重新考虑你的决定: 1. Bibury Systems have rescheduled the launch date of Big Boss to January the 15th--one week before the planned launch of Dealer Dan. 1、Bibury系统公司已把“大老板”的上市日期重新定在1月15日,,比“商人丹”的 上市要提前一周。 2. Because of the market profile of your catalogue, we have decided to offer you an extra 2.5% commission on sales through the catalogue in exchange for exclusivity. 2、由于你的产品目录的市场概况，我们决定通过你的目录而购买我们产品的，我 们会给你额外2.5%的佣金，交换条件是我们产品在你的目录里的唯一性。 3. In addition, Bibury Systems are prepared to offer your customers a discount of 15% on the recommended retail price. 3、此外，Bibury系统公司准备向你的客户提供在建议零售价基础上给予15%的 优惠。 I am sure that this new information will encourage you to reconsider your decision and include"Big Boss"in your Spring Edition. I look forward to receiving your thoughts on this matter. Yours sincerely, Clive Harris MD Bibury Systems. 我相信这些新的信息将鼓励你重新考虑你的决定，把“大老板”列入你的春季产品目 录里。期望收到你对这件事情的想法。你真诚的朋友，克莱夫•哈里斯， MD Bibury 系统公司。 ????New words and expressions生词和短语???? outline 概述，概括 situation 局面，处境 71 《 步入商界 》 advantage 有利地位 summarize 总结 influence 影响 exploit 利用，开发 a plan of action 行动计划 to outline a strategy 想出一条对策 step ahead 领先一步 market share 市场份额，市场占有率 immediate 立即的，当务之急 do their sums 清醒的思考，根据事实做出合乎逻辑的结论 reconsider 重新考虑 reject 拒绝 coincide 同时发生，与...一致 exclusivity 独家经营权 discount 打折，减价 commission 佣金 market profile 市场概况，市场扫描(市场潜力，趋向等) mailing date 邮寄日期 in the light of 鉴于，由于，根据 mount a campaign 发动一场战役 Lesson13 Travelling on business(13-商业旅行) CHECKING IN AT THE AIRPORT 在机场办理登机手续 FOLLOWING DIRECTIONS 遵照指令 CHECKING OUT OF A HOTEL 办理离店手续 In this unit... Clive, Don, Kate and Derek make some important decisions. Kate flies to the USA to talk to the America sales agents. 72 《 步入商界 》 Edward makes his first international business trip. CLIVE HARRIS: We have direct competition from J.K. Toys. We have to make sure that the sales and marketing campaign for Big Boss is the best we have ever done. So we are going to have to make an extra effort. We have brought the launch date forward to January 15th. It will be very tight, but I am sure that we can make this deadline. Do you agree? So, let?s just outline what we are going to do. Kate, I think you should get the sales people in the States together as soon as possible. 克莱夫•哈里斯: 我们面临J.K.玩具公司的直接竞争。我们一定要确保“大老板”的销售和营销攻势 是我们做的最好的一次。所以我们要做出额外的努力。我们把上市日期提前到1 月15日。时间会很紧，但我相信我们做的到。大家同意吗,那么，我简单地说 明一下我们要做的事情。凯特，我想你应该尽快组织好美国的销售人员。 KATE MCKENNA: Okay, I?ll be on the first available flight. 凯特(麦凯纳: 好的，我做最早的班机去。 CLIVE HARRIS: You ought to make sure that they understand how important this Big Boss project is. 克莱夫•哈里斯: 你要确保他们明白“大老板”这个项目的重要性。 KATE MCKENNA: Should I talk to our UK agents as well? 凯特(麦凯纳: 我要不要也同英国的代理打个招呼, CLIVE HARRIS: No, I think you ought to leave that to Don. 克莱夫•哈里斯: 不，我想这个还是让堂处理吧。 KATE MCKENNA: Okay. 凯特(麦凯纳: 好的。 CLIVE HARRIS: Derek, I think you should visit the component suppliers that Don saw last week. Confirm that they can meet these new deadlines. It?s essential that they deliver on time, on spec and on price. 克莱夫•哈里斯: 德里克，我认为你应该去拜访一下堂上周看过的部件供应商。确认他们可以在新 的期限前完成供应。他们按时、按规格、按价交货是必需的。 DEREK JONES: Okay. 德里克•琼斯: 好的。 CLIVE HARRIS: Don, what are your plans? 克莱夫•哈里斯: 堂，你有什么计划? DON BRADLEY: I have arranged to go to see some of our overseas franchise holders next week. 堂•布拉德利: 我已经安排了下周去见见我们海外的特许经营权者。 73 《 步入商界 》 CLIVE HARRIS: What countries are you going to? 克莱夫•哈里斯:要去哪些国家? DON BRADLEY: I?m going to Italy, Egypt and Germany. 堂•布拉德利: 我会去意大利、埃及和德国。 CLIVE HARRISL: I don?t think you should go, Don. I think you ought to stay at head office. It?s essential that you co-ordinate the new launch strategy. 克莱夫•哈里斯: 我认为你不应该去，堂。我认为你应该留在总部。由你来协调新的上市策略才是 重要的。 DON BRADLEY: Okay. I don?t want to cancel those meetings. Could I send Edward? 堂•布拉德利: 好的。我不想取消这些会面。我可以派爱德华去吗? CLIVE HARRIS: Do you think he?s ready for that? 克莱夫•哈里斯:你认为他已胜任了吗? DON BRADLEY: Edward is very capable and I think a little international business travel will broaden his horizons. 堂•布拉德利: 爱德华很胜任，我认为有些国际商务旅行的经历会开阔他的眼界。 CLIVE HARRIS: Yes, certainly. Send Edward, but you ought to brief him very carefully. 克莱夫•哈里斯:是的，当然。就派爱德华去吧，但你要仔细地向他作交代。 DON BRADLEY: Sure. 堂•布拉德利: 当然。 CLIVE HARRIS: Good. I?ll talk to the Bank. I?ll try to re-schedule the loan. It won?t be easy. 克莱夫•哈里斯: 好。我会同银行谈。我要设法重新安排贷款。这事不会容易。 DON BRADLEY: Geraldine, have you see Edward? 堂•布拉德利: 杰拉尔丁，你看见爱德华了吗? GERALDINE: He was here a second ago. 杰拉尔丁: 他刚刚还在这儿。 DON BRADLEY: Thanks. 堂•布拉德利: 谢谢。 Jenny, I am not going to be able to make the meeting with the franchise holders next week. 詹妮，我下周不能同那些特许经营权者会面了。 JENNY BOSS: Oh, I have just finished typing up your itinerary. 詹妮: 哦，我才打完你的行程表。 74 《 步入商界 》 DON BRADLEY: Sorry. Ah, Edward, are you interested in a little foreign travel? 堂•布拉德利: 对不起。啊，爱德华，有没有兴趣到国外旅行, EDWARD GREEN: Yes. Very. 爱德华•格林: 有。很有兴趣。 DON BRADLEY: How would you like to go to Italy on Tuesday? 堂•布拉德利: 周二去意大利怎么样? EDWARD GREEN: That would be very nice. 爱德华•格林: 那太好了。 DON BRADLEY: Good. And Egypt on Thursday? 堂•布拉德利: 好。周四去埃及, EDWARD GREEN: Oh yes! 爱德华•格林: 哦，好～ DON BRADLEY: And then back via Frankfurt. 堂•布拉德利: 然后经由法兰克福回来。 EDWARD GREEN: How much cash do you think I should take? 爱德华•格林: 你认为我该带多少现金? DON BRADLEY: Ah, you don?t have a corporate charge card. Cash is going to be a bit of a problem. We?ll give you an advance against expenses. 堂•布拉德利: 啊，你没有公司赊帐卡。现金会有点小问题。那就先预支费用吧。 EDWARD GREEN: Should I entertain any of the clients? 爱德华•格林: 我要不要招待这些客户, DON BRADLEY: I?ll give you a full briefing before you go. But yes, I don?t see why not. You should buy Mr. Lang in Germany a meal. We owe him hospitality. In fact, he always pays for everything. 堂•布拉德利: 你出发前，我会详细地向你说明。当然要，为什么不要。你应该请德国的郎先生吃 餐饭。我们欠他的情。实际上，一直是他买单。 JENNY ROSS: When you get to Italy, Mr. Barbetti, the Assistant Sale Manager, will meet your flight. He?ll be at arrivals at Milan airport. 詹妮•罗斯: 你到意大利时，助理销售经理巴伯蒂先生会在机场接你。他会在米兰机场的入境大 厅等你。 EDWARD GREEN: How will I know who Mr. Barbetti is? 爱德华•格林: 怎么才知道谁是巴伯蒂先生呢, 75 《 步入商界 》 JENNY ROSS: I?ll make sure he?s carrying a Bibury Systems brochure. 詹妮•罗斯: 我会让他拿本Bibury系统公司的手册。 DON BRADLEY: Don?t spend too much on room service. And get a receipt for everything. 堂•布拉德利: 别在客房服务上花太多的钱。办什么事都要拿收据。 HOTEL RECEPTIONIST: How may I help you? 宾馆接待员: 我能帮忙吗, KATE MCKENNA: I?d like to send a fax to London, please. 凯特(麦凯纳: 我要发份传真到伦敦。 HOTEL RECEPTIONIST: Of course. If you could fill out this form and give it back to me, we?ll send it off straight away. 宾馆接待员: 当然可以。请填完这份表，再还给我，我们就马上帮你传。 KATE MCKENNA: And could I buy a street map of Atlanta? 凯特(麦凯纳: 我能买一份亚特兰大的地图吗, HOTEL RECEPTIONIST: Please have it with our compliments. Have a nice day. 宾馆接待员: 请接受我们的心意，免费送给你。祝你有个愉快的一天。 KATE MCKENNA: Thank you. 凯特(麦凯纳: 谢谢。 AIRPORT ANNOUNCER?s VOICE: Passenger Clark please contact information desk. 机场广播员: 克拉克乘客请与机场询问处联系。 CHECK-IN STEWARD: Thank you. Have a good flight. Could I have your ticket and passport, please? 登机乘务员: 谢谢。祝您旅行愉快～看一下您的机票和护照好吗, Good afternoon, Mr. Green. Smoking or non-smoking? 下午好，格林先生。吸烟仓还是非吸烟仓, EDWARD GREEN: Non-smoking, please. 爱德华•格林: 非吸烟仓。 CHECK-IN STEWARD: Would you like a window or aisle seat? 登机乘务员: 喜欢做靠窗还是过道的座位, EDWARD GREEN: A window seat, please. 爱德华•格林: 靠窗的座位。 CHECK-IN STEWARD: And do you have any luggage? 登机乘务员: 您有没有行李, EDWARD GREEN: Just one suitcase and one piece of hand luggage. 76 《 步入商界 》 爱德华•格林: 就一个公文包和一个手提箱。 CHECK-IN STEWARD: Put it on the scales, please. That?s fine Mr. Green. Here?s your boarding card. Boarding at gate 3 in about half an hour. The duty free lounge is through passport control and turn left. 登机乘务员: 请把它放在秤上。没问题了，格林先生。这是您的登机牌。请在半小时后在3号登 机口登机。免税休闲室要检验护照，请左转。 EDWARD GREEN: Thank you. 爱德华•格林: 谢谢。 KATE MCKENNA: Hello. Are there any message for me? I?m in room 1637. 凯特(麦凯纳: 你好。有我的留言吗,我是1637房。 HOTEL RECEPTIONIST: Yes, Ms. Mckenna, there is a fax here and a telephone message. 宾馆接待员: 有的，麦凯纳女士，这里有份传真和电话留言。 KATE MCKENNA: Thank you...Oh and I wonder if you could help me. A colleague of mine wants to meet me at this restaurant. Could you tell me the best way of getting there? 凯特(麦凯纳: 谢谢……哦，你能不能帮下我,我的一位同事想在这家餐馆跟我见面。你能告诉 我去那儿怎样走最快捷吗, HOTEL RECEPTIONIST: Well, it?s a five-minute walk or you can get a cab. Would you like us to call a cab for you? 宾馆接待员: 嗯，走路要5分钟，或者你可以叫辆的士。要我们帮你叫辆的士吗, KATE MCKENNA: That?s very kind of you, but I would like to walk. Could you tell me where I am on this map? 凯特(麦凯纳: 你太好了，不过我想走路去。你能在地图上指出我现在的位置吗, HOTEL RECEPTIONIST: Right. We are here. The restaurant is there. 宾馆接待员: 没问题。我们的位置在这儿。 So you take a right outside the hotel, here, and it?s a couple of blocks down. 餐馆在这里。所以你出宾馆后右转，就在这里，下去几个街区就到了。 The entrance is just off the side-walk. 入口就在人行道边上。 KATE MCKENNA: Thank you. 凯特(麦凯纳: 谢谢。 JENNY ROSS: Edward, did you have a good journey? 詹妮•罗斯: 爱德华，旅行还好吧, 77 《 步入商界 》 EDWARD GREEN: Excellent. I brought you back a little souvenir. 爱德华•格林: 很好。我给你买了一点纪念品。 JENNY ROSS: Edward! Thank you and how was your meeting with Mr. Lang in Frankfurt? 詹妮•罗斯: 爱德华! 谢谢，在法兰克福跟郎先生的会面怎样, EDWARD GREEN: Very successful, I think. 爱德华•格林: 我认为，很成功。 JENNY ROSS: Did you go for a meal? 詹妮•罗斯: 你们有没有一起吃饭, EDWARD GREEN: A very good meal. We had... 爱德华•格林: 美餐了一顿。我们点了…… JENNY ROSS: And who paid for it? 詹妮•罗斯: 谁买的单, EDWARD GREEN: I did. Or rather Bibury Systems did. 爱德华•格林: 我买的。或者应该是Bibury系统公司。 JENNY ROSS: How did you manage that? 詹妮•罗斯: 你怎么做到的, EDWARD GREEN: Just before the bill came, I asked to be excused and then I paid the waiter. 爱德华•格林: 就在他们把帐单拿来之前，我找借口离开就付了款。 KATE MCKENNA: I?d like to check out, please. 凯特(麦凯纳: 我要结帐。 HOTEL RECEPTIONIST: Certainly madam. Have you taken anything from the Minibar this morning? 宾馆接待员: 当然，夫人。您今天上午有没有在房间的冰箱里取过东西, KATE MCKENNA: No. There are two bags in my room. 凯特(麦凯纳: 没有。我房间里还有两个包。 HOTEL RECEPTIONIST: I?ll just call the bell captain. Here is your final account. Is something wrong? 宾馆接待员: 我叫领班帮您拿。这是您的最终帐目。有问题吗, KATE McKENNA: No. I?m just not certain what this item refers to. 凯特(麦凯纳: 没有。我只是不大清楚这项是指什么。 HOTEL RECEPTIONIST: Ah...let me check...That?s a deposit against the use of the conference facilities on Thursday. 宾馆接待员: 啊……我查查……那是周四使用会议设施的定金。 KATE MCKENNA: Oh, I see. Could I have a separate receipt for that please? 78 《 步入商界 》 凯特(麦凯纳: 哦，明白了。帮我分开开收据好吗, HOTEL RECEPTIONIST: Of course, madam. I?ll just print one out for you. 宾馆接待员: 当然可以，夫人。我马上给您打印一份。 KATE MCKENNA: And can I just double check that I?m booked in here for two nights, starting Wednesday. 凯特(麦凯纳: 我能再核实一下吗,我预定了两个晚上，从周三开始，对吗, HOTEL RECEPTIONIST: That?s right Ms. Mckenna. We look forward to seeing you again on Wednesday evening. 宾馆接待员: 对，麦凯纳女士。我们盼望周三晚上再见到您。 ????New words and expressions生词和短语???? cash 现金 expenses 开支/花费 receipt 发票、收据 co-ordinate 协调 loan 贷款 time loan 定期贷款 demand loan 活期借款 brief 概要、摘要 spec (specification) 明确说明，用复数时specifications 规格 hospitality 款待 ticket 票/机票 luggage 行李 hand luggage 手提行李 scales 秤 boarding 登机 passport control 检察处 window seat 靠窗户的坐位 aisle seat 靠通道的坐位 deposit 押金 block 街区 美国英语(American) 英语英语(British) 汉译 side walk pavement 人行道 bell captain head porter 领班 cab taxi 出租车 79 《 步入商界 》 Lesson14 Presenting a new product(第十四课 赠送产品) MAKING A FORMAL PRESENTATION 组织正规展示会 DESCRIBING A NEW PRODUCT 介绍新产品 ASKING ABOUT DETAILS 询问细节 In this unit... Kate presents Big Boss to fifty sales agents in he United States. Derek has some ideas about Big Boss Mark 2. He shows them to Clive. Don meets with Phil Watson and gives him a new deadline. KATE MCKENNA: Ladies and gentlemen, thank you very much for coming this afternoon. In the next hour or so I?m going to introduce you to a completely new concept in toy manufacture. I shall begin by talking about the market research which led to the development of this product. Then I shall explain the technical developments, the production and our marketing strategy. Finally I shall outline our recommendations as to how you can make this product a success in your territory. By the end of the hour you will be able to see why Bibury Systems are so committed to this new venture and why we so confident that we can capture the American market. So let?s 80 《 步入商界 》 begin with the background... 凯特(麦凯纳: 女士们、先生们，非常感谢大家今天下午的莅临。在接下来的一个小时左右的时 间里，我将向大家介绍一个玩具制造业全新的构思。我先讲的是这款产品得以 研发的市场调查。然后，我会解释技术方面的研发、成果以及营销策略。最后， 我会向大家概括说明我们对怎样使这款产品在各自的市场区域成功销售的一些 建议。 结束时，大家会对Bibury系统公司为何对这次商机全力以赴，以及为 何我们会对赢得美国市场满怀信心。下面我们开始讲一下这款产品的背景…… JENNY ROSS: Can I speak to Phil Watson please? ...This is Jenny from Bibury Systems. 詹妮•罗斯: 请菲尔•沃森接电话好吗, ……我是Bibury系统公司的詹妮。 PHIL WATSON: Hello, Phil Watson. 菲尔•沃森: 你好，菲尔•沃森。 JENNY ROSS: Phil, this is Jenny from the marketing department of Bibury Systems. 詹妮•罗斯: 菲尔，我是Bibury系统公司市场营销部的詹妮。 PHIL WATSON: Hi, Jenny. How?s life? 菲尔•沃森: 你好，詹妮。日子过的怎样, JENNY ROSS: Complicated. 詹妮•罗斯: 一言难尽。 I?ve been leaving urgent message for you for the last few days, but you obviously haven?t seen them. 过去的几天，我一直给你留了紧急短信，但你明显没有看到。 I am afraid it looks like our competitors, J.K. Toys, have got something that is very similar to Big Boss. 恐怕我们的竞争对手J.K.玩具公司有了与“大老板”很相似的产品。 PHIL WATSON: Oh no. How similar? 菲尔•沃森: 哦，不会吧。有多相似, JENNY ROSS: It?s bad news. J.K. Toys are launching their product in six weeks time,J.K so we have decided to bring forward our launch date again. Can you bring over your designs so Don can see them? 詹妮•罗斯: 这是个坏消息。玩具公司将在6周内推出他们的产品，所以我们决定再次提前我们 产品的上市日期。你能把你的设计带过来让堂看看吗, PHIL WATSON: They?re not finished yet, but I?ll bring everything I have... 菲尔•沃森: 还没完成呢，但我会把所有已经…… 81 《 步入商界 》 KATE MCKENNA: ...So to sum up, everything indicated that the market was ready for a hi-tech product, 凯特(麦凯纳: ……所以，总而言之，所有迹象表明对于高科技产品市场已经成熟了， a product that would appeal to both parents and children, 这款高科技产品应该对家长和孩子都有所求， a product that lets the user decide the character of the toy. 这款产品应该是由使用者来决定玩具的特征。 Ladies and gentlemen let me introduce a break-through in toy technology. 女士们、先生们，请让我向大家介绍玩具技术的一项突破。 Ladies and gentlemen, I give you "Big Boss" 女士们、先生们，我向你们推介“大老板”。 BIG BOSS: My name is "Big Boss" In six months?time everyone here in the United States of America will be talking about "Big Boss" and you, my friends, can take a share in my incredible success. “大老板”: 我是“大老板”。在6个月的时间里，美国的大众将津津乐道 “大老板”， 而你们， 我的朋友们，可以在我惊人的成功里占有一席之地。 CLIVE HARRIS: Derek, I?ve got fifteen minutes. That?s all. I have a meeting with the accountant. 克莱夫•哈里斯:德里克，我有15分钟的时间。就这么多。我和会计还有个会。 DEREK JONES: I would just like you to take a look. It won?t take long. It?s a development of Big Boss. 德里克•琼斯: 我只是想让你看看。时间不会久。是“大老板”的升级。 It?s Big Boss Mark 2. 马克二世。 CLIVE HARRIS: It looks a bit like Big Boss. 克莱夫•哈里斯:看起来有点儿像“大老板”。 DEREK JONES: But it has emotions. It can cry. It can laugh. Not just make the noise. Every doll on the market can do that. No, Mark 2 can actually make the movements. And the gestures. It is programmed to look happy, sad, angry or tired at the touch of a button...or ever by voice control. 德里克•琼斯: 但它有情感。它会哭、会笑。而不仅仅是制造噪音。市场上的每个洋娃娃都会出声。 不，马克二世实际上可以做动作。打手势。程序已设定了让它可以看起来有喜、悲、 怒、累，只要按一下按钮……或者用声音控制。 CLIVE HARRIS: Derek, I can see you?ve done a lot of work on this. It does look ingenious. How 82 《 步入商界 》 long has it taken you? 克莱夫•哈里斯:德里克，看得出你费了不少心思在这上面。看起来确实很精致。你花了多长时间, DEREK JONES: Months. I think it?s a real breakthrough. 德里克•琼斯: 好几个月。我认为这是个突破。 CLIVE HARRIS: How difficult will it be to manufacture? 克莱夫•哈里斯:要制造的话有多困难, DEREK JONES: We have new materials here. Have you seen the new treated plastics? They are very flexible. 德里克•琼斯: 我们现在有新的材料。你看过新加工的塑料了吗,很有韧性。 They are much more adaptable than the Big Boss material. And we have the technology. 比“大老板”用的材料更有适应性。技术是我们的。 Take a look at these basic designs. I?ll show you what I mean. 看一下这些基本的设计。我会向你演示我说的到底是什么意思。 CLIVE HARRIS: It will cost a fortune to develop. It will cost three times as much as Big Boss. 克莱夫•哈里斯:研发的价格会很高。会花“大老板”三倍的时间。 DEREK JONES: Not that much. It is an expensive product. But Big Boss is selling upmarket. 德里克•琼斯: 没有那么多。这是个昂贵产品。但“大老板”的市场是高档市场。 CLIVE HARRIS: Let?s see what Don and Kate say, but I think it will cost too much. 克莱夫•哈里斯:看堂和凯特有什么看法，但我认为成本会太高。 KATE MCKENNA: ...To conclude the presentation we have seen that Big Boss can succeed in the American market. 凯特(麦凯纳: ……请让我以这句话来结束本次演示:我们知道“大老板”可以在美国市场获得 成功。 We have a product that can give the user more than anything else on the market. 我们的产品可以给予用户的是市场上任何产品所不能比拟的。 There is nothing that can touch it. Our competitors cannot deliver the technology. 没有什么可以动摇它。我们的竞争对手不可能生产这种技术。 They cannot match our price and they can?t compete with our television campaign. 他们敌不过我们的价格、不能同我们的电视广告攻势竞争。 'Big Boss'is going to be coast to coast at peak hours every day in the new year. 在新的一年，“大老板”每天都会在收视高峰出现在全国的电视上。 And how much are we spending on this campaign? Well, let?s have a look at the 83 《 步入商界 》 individual territories. 我们在这场广告上投入的是多少呢,让我们看一下每个区域吧。 PHIL WATSON: This is the wording, which I agreed with Edward. 菲尔•沃森: 这是使用的措辞，我和爱德华都同意的。 DON BRADLEY: Fine. It?s very clear. And I think these colours work very well. 堂•布拉德利: 好。清楚明了。而且我认为这些颜色搭配的很好。 PHIL WATSON: We?ll have three different photographs of the Boss on the display. 菲尔•沃森: 我们有三套不同的“大老板”的照片供展示。 DON BRADLEY: Yes, I like these two stills but I?m not sure about that one. 堂•布拉德利: 是的，我还是喜欢这两套，但对那个不是很确定。 PHIL WATSON: There are plenty of options. Have a look at these contact sheets. 菲尔•沃森: 有很多种选择。看一下这些缩图清单。 DON BRADLEY: How soon will this be camera-ready? 堂•布拉德利: 多快可以成为可印制的, PHIL WATSON: By next Tuesday. 菲尔•沃森: 到下周二。 DON BRADLEY: I really need this for tomorrow. 堂•布拉德利: 我真的明天就需要。 PHIL WATSON: Tomorrow! That?s difficult. 菲尔•沃森: 明天!太难了。 DON BRADLEY: How difficult? 堂•布拉德利: 有多难, PHIL WATSON: It?ll be ready for tomorrow. 菲尔•沃森: 那就明天完成。 ????New words and expressions生词和短语???? concept 思想,观念,概念 committed to 完全相信 做出保证 indicate 表明,显示 territory 地区,地方 background 背景资料 to sum up 总结 capture the market 占领市场 84 《 步入商界 》 emotions 感情/情绪 gestures 手势 movement 活动 ingenious 机灵 treated plastic 经过处理的塑料 flexible 易弯曲的 adaptable 能适应的 conclude 总结/终了 upmarket 高价市场的 Lesson15 Enteraining visitors (第十五课 招待参观者) INVITING 邀请 THANKING 感谢 MAKING SMALL TALK 寒暄 In this unit... Kate invites the American sales people to a launch party. Don invites Mr. Sakai to play golf. Mr. Sakai makes an important decision about the deal with Bibury Systems. KATE MCKENNA: Ladies and gentlemen, thank you for your attention. But...I would just like to say a few more words...I promise to keep it brief. I know that one or two of you have to leave now, but for those who can stay, it?s time to relax. We have prepared some refreshments so that you can talk informally about how we can work together to make Big Boss a success. The table that?s over there has plenty of food on it! And I hope to be able to speak to all of you before you leave. And once again, thank you very much for coming. 凯特(麦凯纳: 女士们、先生们，谢谢大家全神贯注。但是……我还要多说几句……我保证很 简短。我知道你们中的一、两位必须马上离开，但那些可以留下来的人，现在可以 松弛一下了。我们准备了一些点心、饮料，大家可以随意谈论一下，我们要怎样共 同努力才能使 “大老板”获得成功。那边桌子上堆满了食物～我希望在大家离开之 前能和你们每个人都谈一下。再次感谢大家的莅临。 CLIVE HARRIS: Don, what are your plans for this weekend? 克莱夫•哈里斯:堂，周末你有没有安排, DON BRADLEY: Nothing special. Why? 85 《 步入商界 》 堂•布拉德利: 没什么特别的事情。有什么事吗? CLIVE HARRIS: Sakai is back in London for a week before flying home. He still hasn?t decided which company he wants to deal with. He is interested in Dealer Dan. We will have to work hard. We have to close this deal. He may be free this weekend and a friend of Sakai?s told me he?s a keen golfer. Will you be able to offer him a game? 克莱夫•哈里斯:酒井要来呆上一周，之后才搭飞机回家。他还没有决定和哪家公司合作交易。他 对“商人丹”感兴趣。我们必须努力才行。我们必须要完成这份交易。他这个周末 或许有空，酒井的一位朋友告诉我，他酷爱打高尔夫。你能请他打一局吗, DON BRADLEY: Yes, I could call him at his hotel. •布拉德利: 好的，我可以打电话到他住的宾馆。 堂 KATE MCKENNA: Yes...we know how important the American market is. In fact our Chief Executive appointed an American as Director of Marketing and Sales. Well, you know Don Bradley...he?s born and bred in Los Angles. 凯特(麦凯纳: 是的……我们知道美国市场是多么的重要。实际上，我们的总裁委任一名美国人 作为营销和销售部主管。你认识堂•布拉德利 …… 他在洛杉矶出生、长大。 DON BRADLEY: Ah, Mr. Sakai, this is Don Bradley from Bibury Systems. 堂•布拉德利: 啊，酒井先生，我是Bibury系统公司的堂•布拉德利。 MR. SAKAI: Ah, yes, hello Don. 酒井先生: 啊，你好，堂。 DON BRADLEY: How?s your trip going? 堂•布拉德利: 你的旅行还好吧, MR. SAKAI: Very well, thank you. Hard work, but very useful. 酒井先生: 很好，谢谢。工作有难度，但很有用。 DON BRADLEY: I hear you play golf? 堂•布拉德利: 我听说你喜欢打高尔夫, MR. SAKAI: That?s right. I do. 酒井先生: 对。我喜欢打。 DON BRADLEY: I?m a member of a very good club that?s not far from your hotel. Would you care for a round tomorrow? 堂•布拉德利: 我是一家不错的高尔夫俱乐部的会员，这个俱乐部离你的宾馆不远。有没有兴趣明 天打一局, MR. SAKAI: Thank you very much, but I have just arranged to visit some tourist sites tomorrow. 86 《 步入商界 》 酒井先生: 非常感谢，不过我已经安排了明天去参观一些旅游景点。 DON BRADLEY: Then how about on Sunday? 堂•布拉德利: 那星期天怎么样, MR. SAKAI: Yes. That?s fine. 酒井先生: 好。星期天可以。 DON BRADLEY: Can I offer you a lift? I?ll come to collect you at your hotel at 10.30. 堂•布拉德利: 我来接你好吗,我10:30到你的宾馆接你。 MR. SAKAI: That?s very nice of you. 酒井先生: 你太好了。 DON BRADLEY: Let?s meet in the hotel lobby. 堂•布拉德利: 我们在宾馆大堂见。 MR. SAKAI: Fine. 酒井先生: 好的。 KATE MCKENNA: Would you excuse me? I must just have a quick word with George before he goes. 凯特(麦凯纳: 抱歉，能打扰一下吗,乔治走之前，我要跟他说两句，很快的。 George, thank you very much for coming. I hope you think it was worth it. 乔治，谢谢你的光临。希望你觉得没有白来。 US SALES AGENT: Kate, it has been a great presentation and a great evening. 美国销售代理: 凯特，这场演示和会议都很棒。 KATE MCKENNA: Well, please stay in touch and let me know how the campaign goes. 凯特(麦凯纳: 请保持联络，让我了解广告活动的运行情况。 MR. SAKAI: How often do you manage to play golf? 酒井先生: 你多久打一次高尔夫, DON BRADLEY: I like to play twice a week but neither Clive nor I have been able to play in the last three weeks because we?ve been too busy. 堂•布拉德利: 我希望可以一周打两次，但克莱夫和我在过去的三周都没打过，太忙了。 MR. SAKAI: If I could just touch on business for a second... 酒井先生: 我能否说几句公事… DON BRADLEY: Please do. 堂•布拉德利: 请说。 MR. SAKAI: Let me be open. A rival of Bibury Systems is not only marketing a similar product but is also launching it around the same time. 87 《 步入商界 》 酒井先生: 那我就直说了。Bibury系统公司的一个竞争对手不仅是类似的产品，并且上市的时 间也几乎相同。 DON BRADLEY: Have you seen the rival product? 堂•布拉德利: 你见过他们的产品吗, MR. SAKAI: Yes, I have seen Dealer Dan. 酒井先生: 是的，我见过“商人丹”。 DON BRADLEY: Which product would you prefer? 堂•布拉德利: 那你喜欢哪件产品, MR. SAKAI: Personally I like the Boss better. 酒井先生: 我个人更喜欢“大老板”。 MR. SAKAI: Why did you come to the UK? 酒井先生: 你为什么来英国? DON BRADLEY: My wife is English. We lived in America for a while, but she prefers living near her family. 堂•布拉德利: 我太太是英国人。我们在美国住过一段时间，但她更愿住得离她的家庭近些。 MR. SAKAI: How did you meet your wife? 酒井先生: 你是怎样和你的太太相遇的, DON BRADLEY: After university I came to Europe to have a short holiday. At least that was the plan. Within six months I was both married and working for Bibury Systems. And I?m still here. 堂•布拉德利: 大学毕业后，我来欧洲度个短假。至少当时是这样计划的。但在六个月的时间里我 结了婚，并且开始为Bibury系统公司工作。现在，依然还留在这里。 MR. SAKAI: You must like living in the UK, then? 酒井先生: 那你一定喜欢住在英国了, DON BRADLEY: At first I thought I would never get used to the weather, but there are lots of good things. I love the countryside and I really enjoy going to the theatre. 堂•布拉德利: 最初，我想我绝不会适应这里的天气，但也有一些好的方面。我喜欢乡村风景，我 很享受去电影院的感受。 MR. SAKAI: Ah, you like the theatre. 酒井先生: 啊，你喜欢电影院。 DON BRADLEY: I love the theatre! 堂•布拉德利: 我热爱电影院! 88 《 步入商界 》 MR. SAKAI: That?s good. I was planning to go to the theatre to see 'Twelfth Night'. Do you have any plans for tomorrow evening? 酒井先生: 太好了。我正准备去电影院看《第十二夜》呢。你明天晚上有计划吗, DON BRADLEY: No, not really. 堂•布拉德利: 不，没有。 MR. SAKAI: If you can spare the time perhaps you and your wife would care to join me. 酒井先生: 如果你能抽出空来，或许你和你的太太可以和我一起去。 DON BRADLEY: Well, I?ll have to check with her, but it sounds like a wonderful idea. And after the play you must let us buy you dinner in return. •布拉德利: 嗯，我要看一下她的时间，不过这确实是个好注意。看完后，你一定允许我们请你堂 吃晚餐作为回报。 MR. SAKAI: See you tomorrow, Don. 酒井先生: 明天见，堂。 DON BRADLEY: Bye-bye. 堂•布拉德利: 再见。 MR. SAKAI: First of all I would like to thank you for your hospitality, your excellent presentations and your patience. I?m afraid it has taken me a long time to decide on a European partner, but I am sure you will understand that it is a very important decision for Detmore Systems. I have looked at all the options, I have talked to my staff in Tokyo and we have decided on Big Boss. Ten minutes ago Clive and I shook hands on a provisional agreement. There is still a lot of negotiating to do, of course,but I am looking forward to successful partnership with your company and I am sure we?ll get to know each other very well over the next few months. 酒井先生: 首先感谢你们的热情款待，精彩的演示和坚韧不拔。恐怕我花在选择欧洲伙伴上的 时间有些长，但我相信你们能理解这对Detmore系统公司是个很重要的决定。我已 经看过了所有的选择，也和在东京的工作人员谈过，我们决定用“大老板”。 10分 钟前，克莱夫和我就已经临时协议达成一致。当然，还有很多方面要谈，但我期望 和贵公司的合作是成功的，我确信在接下来的几个月我们会彼此更深的了解。 ????New words and expressions生词和短语???? relax 放松 talk informally 随便聊聊 keen 喜欢,热衷于 eg: to be keen music tourist sites 旅游圣地 hotel lobby/foyer饭点大厅 to close a deal 答成协易,成交 provisional agreement 暂行协议/临时协议 negotiate 谈判/恰谈 partner 合伙人 89 《 步入商界 》 holiday 节假日/假期 married 婚姻的 university 大学 Lesson16 Complaining about products and services (第十六课 关于产品与服务的抱怨) DESCRIBING PROBLEMS 说明问题 DEMANDING ACTION 要求采取行动 PROMISING TO DO SOMETHING 承诺采取措施 In this unit... It is now only a few days before the launch of Big Boss. Mr. Sakai calls Clive to say that he has received some faulty units. Don Bradley visits the component supplier to discuss the problem. Kate returns from the States. She is very angry when she hears the news. Clive, Don and Derek try to find a solution to the problem. MR. SAKAI: I?m sorry to have to say this, Clive, but we have got a problem. 酒井先生: 克莱夫，这样讲很抱歉，不过我们有麻烦了。 CLIVE HARRIS: Hasn?t the consignment arrived yet? We sent them off on... 克莱夫•哈里斯:货物还没到吗,我们发货的时间是在…… MR. SAKAI: No, Clive, you misunderstand me, the consignment arrived two days ago. Right on schedule. No, the problem is with the product itself. 酒井先生: 不是，克莱夫，你误解了，货物两天前就到了。按时到的。但，问题是产品本身。 CLIVE HARRIS: What is it? 克莱夫•哈里斯:怎么回事, MR. SAKAI: Last night I had a phone call from one of my warehouse managers. He was very excited with the new product. He was certain that his son would love one. So he took one home, opened it up and switched it on, and heard this... 酒井先生: 昨天晚上，我接到一名仓库经理的电话。他对新产品很惊喜。他确信他的儿子会很 喜欢。因此，他带了一个回家，打开、启动，但听到了…… CLIVE HARRIS: Do you have any idea how many units are defective? 克莱夫•哈里斯:你知道有多少件有缺陷吗, MR. SAKAI: We spent the day checking the whole consignment. Unfortunately it looks like batch numbers 993 and 994 all have the same problem. Everything else seems fine. But it was a long job. My staff had to check every toy. 酒井先生: 我们花了一整天检查全部货物.不幸的是，看起来993和994两批都有这一问题。其 90 《 步入商界 》 他的都还好。但花费的时间很长。我的工作人员不得不对每个玩具逐一检查。 CLIVE HARRIS: Kazo, I will get this sorted out immediately. 克莱夫•哈里斯:加须，我会立即解决这件事。 MR. SAKAI: Clive, it is essential that we have these on the shelves by the end of this week. 酒井先生: 克莱夫，我们一定要在这个周末把玩具上架，这很重要。 CLIVE HARRIS: I am sending Derek Jones over on the first flight. And I shall send Don to the suppliers to make sure it won?t happen again. 克莱夫•哈里斯:我派德里克•琼斯搭乘最早一班飞机赶过去。我会派堂去供应商那里确保不会再发 生这种事。 DON BRADLEY: There are two hundred fault circuit boards. Our product for the far Eastern launch is defective. This will damage our reputation in the market place and it?s very embarrassing for us. I want to know what you?re going to do to remedy the situation. 堂•布拉德利: 有200个坏电路板。我们在远东的产品上市已是不完善的了。这会损坏我们的市场 声誉，使我们很尴尬。我想知道你们采取什么措施来补救这种情况。 MR. CLAYTON: Mr. Bradley, we have tracked down the problem. We can guarantee that it won?t happen again. There was a localized problem in quality control which we have isolated and rectified. We now have a new Quality Assurance programme. 克莱顿先生: 布拉德利先生，我们已经找到了问题所在。我们能保证不会再出现这样的问题。在 质检本地化上有个问题，我们对此已进行了隔离和矫正。我们现在用的是一套新 的质保程序。 DON BRADLEY: That?s all very well but you have failed to meet the terms of the contract. I am afraid we have no option. We will have to terminate the contract and find a new supplier. 堂•布拉德利: 这很好，但你们没能达到合约的条款。恐怕我们别无选择。我们不得不终止合约， 另找供应商。 MR. CLAYTON: Mr. Bradley, I understand your concern and recognise that it?s a very unsatisfactory situation, but may I point out it was just two batches that were defective... 克莱顿先生: 布拉德利先生，我理解您的担心，也承认这是个很不令人满意的情况，但我想指出 只有两批出现缺陷…… DON BRADLEY: It may have been just two batches but we now have two hundred defective products on the market with the Bibury name on them. 堂•布拉德利: 或许只是两批，但我们现在有200件有缺陷的产品在市场上，而上面印的是Bibury 的名字。 91 《 步入商界 》 MR. CLAYTON: Mr. Bradley, we appreciate that the situation has damaged your reputation. And we are very sorry. But we also have a good reputation. And that reputation is built upon reliability and good relationships with our customers. We supply many leading companies and we are very embarrassed by this incident. I must assure you that it won?t happen again. 克莱顿先生: 布拉德利先生，我们了解这种情况损及贵方的声誉。我们很抱歉。但我们也有着良 好的声誉。我们的声誉是建立在产品的可靠性和良好的客户关系上的。我们为很 多主要公司供货，这次事件也使我们很尴尬。我必须向您确保，这种事情不会再 次发生。 DON BRADLEY: How can I be certain that it won?t happen again? 堂•布拉德利: 我怎样才能确信这种事情不会再次发生呢? JENNY ROSS: Hello, this is Bibury Systems. The fax machine that we hired from you has broken down. The paper keeps jamming. It hasn?t worked properly since you installed it. We would like someone to come and fix it now. Look, I spoke to someone three hours ago. They said an engineer would come before lunchtime. But in the service agreement it says that you will send someone within twenty-four hours. We need it fixed today. Well, if you can?t get it repaired today then we will have to cancel our rental agreement. 詹妮•罗斯: 你好，Bibury系统公司。我们租的你们的传真机坏了。传真纸总是卡住。自从你们 安装后就一直不能正常工作。我们希望你们现在派人来修好。听着，我三小时前 就跟你们的人讲了。他们说午饭前会有个工程师过来。但在服务协议里，你们承 诺的是二十四小时内派人维修。我们需要它今天就修好。如果你们今天不能修好， 我们就不得不取消我们的租赁协议。 KATE MCKENNA: Hello! 凯特(麦凯纳: 你好! JENNY ROSS: Welcome back. I hear the American launch was a great success. 詹妮•罗斯: 欢迎归来。我听说美国的产品上市很成功。 KATE MCKENNA: I think we?ve cracked it. Orders for Big Boss are right on target. And I had a wonderful holiday. For a few weeks I managed to stop thinking about Big Boss. So how have things been here? Is this post mine? 凯特(麦凯纳: 我想我们大获全胜了。 “大老板”的定单纷纷而来。我度了个不错的假期。我试 着这几周不去想 “大老板”。 这里的事情怎样,这是我的信件吗, 92 《 步入商界 》 JENNY ROSS: No. This is yours. You haven?t heard the news? 詹妮•罗斯: 不是。这才是你的。你还没听说吧, KATE MCKENNA: What?s happened? 凯特(麦凯纳: 怎么了, JENNY ROSS: There?s a problem with the circuitry on some of the units that went to Japan last week. 詹妮•罗斯: 上周运往日本的产品有些电路板出了问题 KATE MCKENNA: What!! 凯特(麦凯纳: 什么～～ JENNY ROSS: Derek flew to Tokyo to look at the problem. 詹妮•罗斯: 德里克已飞去东京查看这个问题。 KATE MCKENNA: So it?s serious. 凯特(麦凯纳: 那么说，是很严重了。 JENNY ROSS: Yes. And Don?s gone to the component supplier to find out how it happened. We think we have tracked the problem down to just two batches, but... 詹妮•罗斯: 是的。堂已经去了零部件供应商那里去调查事情的原因。我们认为，出问题的产品 只有两批，不过…… KATE MCKENNA: I don?t believe this. Where?s Clive? 凯特(麦凯纳: 我不相信。克莱夫在哪儿, JENNY ROSS: He?s in a meeting. 詹妮•罗斯: 他在开会。 KATE MCKENNA: Jenny, I need to talk to him as soon as possible. I?ve negotiated sales of over 80,000 units to the States... 凯特(麦凯纳: 詹妮，我要尽快跟他谈。我已经商定了超过8万件产品销往美国…… DON BRADLEY: We have three options. We can re-negotiate with Southford Components or we can work with MAGL or Parkview. 堂•布拉德利: 我们有三个选择。我们可以重新与Southford零配件公司协商，或者我们可以与 MAGL或Parkview合作。 CLIVE HARRIS: A crucial factor is how quickly they can deliver. 克莱夫•哈里斯:重要的是他们能多快供货。 DEREK JONES: MAGL certainly claim to be the fastest. But I?m worried that although they are fast they may not have the best quality control. 德里克•琼斯: MAGL一定是宣称供货最快的。但我担心，虽然他们是供货最快的，但他们可能没 93 《 步入商界 》 有最好的质量控制。 CLIVE HARRIS: And quality control was the problem with Southford Components. 克莱夫•哈里斯:质量控制正是Southford零配件公司出问题的地方。 DEREK JONES: Exactly. Although they have promised that their system is improved. 德里克•琼斯: 一点也不错。尽管他们承诺质检系统已有改善。 DON BRADLEY: Looking at these quotations, I don?t think Parkview are the best option. They offer a very fast delivery time, they have a very high reputation and they are the nearest supplier to the assembly line. But they are very expensive compared with Southford. 堂•布拉德利:看一下这些报价，我认为Parkview不是最好的选择。他们提出的供货时间很快，他 们的声誉很好，他们是离装配线最近的供应商。但与Southford 相比，他们的价格 很高。 DEREK JONES: Don, price can?t be a factor at this stage. 德里克•琼斯:堂，价格在这个阶段已不是关键。 DON BRADLEY: I don?t agree with you. I think we have to get the best service at the best price. 堂•布拉德利:我不同意。我认为我们必须以最好的价格获得最好的服务。 CLIVE HARRIS: I think we can re-negotiate a far better deal with Southford Components. But we must move fast...Come in. 克莱夫•哈里斯:我认为，我们可以和Southford零配件公司重新谈判获取一个更好的协议。但我们 一定要快……进来。 KATE MCKENNA: Clive, what on earth?s going on? 凯特(麦凯纳: 克莱夫，到底出了什么事, CLIVE HARRIS: Welcome back, Kate. 克莱夫•哈里斯:欢迎你回来， 凯特。 KATE MCKENNA: I?ve just spent weeks selling Big Boss in the States and now I find out there?s something wrong with it. Why didn't anyone tell me? 凯特(麦凯纳: 我刚在美国花了几周时间销售“大老板”，现在却发现出了问题。为什么没人告 诉我, CLIVE HARRIS: We only discovered this yesterday. And we?re fairly sure that none of the defective circuits went to the States. Now, I spoke to New York ten minute ago. They?re running a check. They?re ringing back tomorrow. All the signs are that it is just those two batches in Japan. 克莱夫•哈里斯:我们也是昨天才发现问题的。我们很确信没有缺陷电路流入美国。我10分钟前跟 94 《 步入商界 》 纽约通过话。他们在开始检查了。他们明天会打电话回来。所有迹象表明只是日 本的那两批有问题。 MR. SMITH: I want to speak to Edward Green right away...please. 史密斯先生: 我要马上跟爱德华•格林谈话。 GERALDINE: Do you have an appointment, sir? 杰拉尔丁: 先生，你有预约吗, ????New words and expressions生词和短语???? a consignment 寄售货物 misunderstand 误解/曲解 warehouse 仓库 defective 次品 batch 一批 localized 局部的 isolated 隔离的,分离的 rectify 纠正,改正 terminate 停止,结束,终止 hire 租用 jam 使...卡住 install 安装 fix 修理 repair 修理，纠正 re-negotiate 重新谈判 rental agreement 租赁协议 service agreement 服务契约 We've cracked it 我们成功了 crucial factor 关键性的因素 assembly line 装配线 95 《 步入商界 》 Lesson17 Comparing products and prices (第十七课 产品与价格的比较) TAKING PART IN A MEETING 参加会议 EVALUATING NEW PRODUCTS 评价新产品 COMPARING PRODUCTS AND RETAILERS 比较产品与零售商 In this unit... Danny McNeil, head of a large European mass-marketing operation, is interested in Big Boss. Derek shows his plans for Big Boss mark 2 to Don, Kate and Eeward. Edward arranges a meeting with Danny McNeil and looks around his operation KATE MCKENNA: The Boss isn?t doing as well as we had hoped. We didn?t launch at the right time. I myself don?t think the market was ready for us. Dealer Dan came later and cheaper...Maybe we should move downmarket in a couple of key territories. 凯特(麦凯纳: “大老板”销售没有我们预计的好。我们推出产品的时间不太合适。我本人认为市 场还不成熟。“商人丹”推出的时间迟，价格又便宜…… 或许我们该在几个主要地 区把市场放在低收入消费者身上。 EDWARD GREEN: Excuse me, can I interrupt? 爱德华•格林: 打扰一下，我能插一句吗, DON BRADLEY: Sure. 堂•布拉德利: 当然。 EDWARD GREEN: I?ve just had a call from Danny Mcneil at Eromart. 爱德华•格林: 我刚刚接到丹尼(麦克内尔的电话。 KATE MCKENNA: Oh really? 96 《 步入商界 》 凯特(麦凯纳: 哦，真的吗, EDWARD GREEN: He wants a meeting to discuss discounts. Although he?s talking about a substantial order, he wants better terms than I can authorise. Would you prefer to deal with him yourself? 爱德华•格林: 他想开个会讨论一下优惠的问题。尽管他说的订货数量很大，但他要的条件已经超 出了给我的授权。你要不要亲自处理, DON BRADLEY: How larger a discount does he want? 堂•布拉德利: 他要多大的优惠, EDWARD GREEN: He didn?t say. But I think it?s higher than anything we?ve ever given before. He loved the product, though. I think he?s ready to negotiate. 爱德华•格林: 他不肯说。但我想比我们之前所有的优惠都高。不过，他到是喜欢这件产品。我认 为他是可以沟通的。 DON BRADLEY: I think it?s time that we worked on this together. Do you agree? 堂•布拉德利: 我认为到了我们齐心协力做这件事情的时候了。你同意吗, EDWARD GREEN: Yes! 爱德华•格林: 同意! KATE MCKENNA: Edward, are you coming down to the workshop? Derek wants to show us his latest idea. 凯特(麦凯纳: 爱德华，你要来研发室吗,德里克想给我们看一下他最新的想法。 EDWARD GREEN: Okay. I?ll join you later. 爱德华•格林: 好的。我过会来。 DON BRADLEY: No, I think Derek wants to talk to the whole team. Come on! 堂•布拉德利: 不，我认为德里克想告诉整个团队。来吧! KATE MCKENNA: Well, it?s a terrific idea, but how much will it cost to develop? 凯特(麦凯纳: 嗯，是个好注意，但生产出来要多少成本, DEREK JONES: Not as much as you think. 德里克•琼斯: 不会比你想的多。 KATE MCKENNA: It will be too expensive. 凯特(麦凯纳: 会太贵的。 DEREK JONES: No, not really. I have prepared a long, detailed, careful analysis of the development costs. See for yourself. 德里克•琼斯: 不，不会。我已经准备了一份详尽严谨的生产成本分析。你们自己看吧。 97 《 步入商界 》 KATE MCKENNA: It will never sell. Who?s the market for this? 凯特(麦凯纳: 销路不会好。谁是目标市场, DEREK JONES: It is more upmarket than Big Boss but it will still appeal to kids as well as executives and office workers. 德里克•琼斯: 这比“大老板”还要接近高消费市场，但也会吸引儿童以及经理人和办公室工作人 员。 KATE MCKENNA: But that?s the problem Derek. There?s no market focus. Do you remember the Easirite two years ago? We had a beautiful well-designed but expensive product. It was great. Parents and children could both use it. But could we sell it? No, it failed because we hadn?t defined our market. 凯特(麦凯纳: 不过，德里克，这就是问题所在啊。没有市场焦点。你还记得两年前的Easirite 吗, 我们这款产品外表美观、设计精美但价格太高。产品很不错。家长和孩子们都用。 但我们有卖动吗,没有，我们没有成功就是因为没有划定市场。 DEREK JONES: But this is different. This is more fun than Easirite. 德里克•琼斯:但这款不同。这个比Easirite还有趣。 DON BRADLEY: The costings look okay, but it has too many moving parts. 堂•布拉德利:生产费还好，不过活动的部件太多。 DEREK JONES: So does a car, but that seems to sell. 德里克•琼斯:汽车也是这样啊，还不是照卖不误。 KATE MCKENNA: That?s not the point. The more moving parts you have the more likely something will go wrong 凯特(麦凯纳:问题不在这里。活动的部件越多，出错的可能性就越大。 DEREK JONES: I don?t agree. 德里克•琼斯:我不同意。 DON BRADLEY: Let ‘s just hold on a second and think about this. Derek, you like the concept and think it will sell; Kate, you can?t see a market for it. 堂•布拉德利:我们先等等，仔细考虑一下。德里克，你喜欢这个概念，并且认为会有市场;凯特， 你认为不会有市场。 KATE MCKENNA: I can?t see where it fits in our product range. 凯特(麦凯纳: 我看不出这件产品该归入那个系列。 DON BRADLEY: I?m inclined to agree with Kate. This is much more expensive than anything else we market. 98 《 步入商界 》 堂•布拉德利:我倾向凯特的 意见 文理分科指导河道管理范围浙江建筑工程概算定额教材专家评审意见党员教师互相批评意见 。这件产品比我们销售的任何产品都贵。 KATE MCKENNA: Although it?s a wonderful idea, we just won?t be able to sell it. You must see that yourself, Derek. 凯特(麦凯纳: 虽然想法很棒，我们却卖不动。德里克，你本人也一定是这样看的吧。 DEREK JONES: Well not really... 德里克•琼斯: 也不是…… DON BRADLEY: Edward, what do you think? 堂•布拉德利: 爱德华， 你认为怎么样, EDWARD GREEN: Can I just check something here Derek? Are you saying that there is a plastic thin enough and flexible enough to make this realistic? 爱德华•格林: 德里克，我能不能先确认一下,你是不是在说有这样一种够细又够柔韧的塑料来使 这一切成为现实, DEREK JONES: Exactly. 德里克•琼斯: 一点不错。 EDWARD GREEN: That?s brilliant. On paper, I think it?s the most remarkable thing I?ve seen. 爱德华•格林: 太好了。从理论上来说，我认为那是我见过的最非凡的东西。 DON BRADLEY: Well, maybe Edward has something. Maybe we ought to have a closer look. 堂•布拉德利: 或许爱德华有这方面的资料。或许我们该看的得更细些。 DANNY MCNEIL: I don?t know what?s happened to your boss. He knows I never start my meetings late. Do you want to wait here for Don or would you rather look around? 丹尼(麦克内尔:不知道你老板有什么事。他知道我从不晚开会的。你要在这儿等堂还是四处走走, EDWARD GREEN: If it?s alright with you, I?d like to look around. 爱德华•格林: 如果你没什么问题，我想四处走走。 DANNY MCNEIL: Good choice. 丹尼(麦克内尔:选的不错。 DANNY McNEIL: Of course, I have two or three meetings a day with sales people like you. 丹尼(麦克内尔:当然，我每天和跟你一样的销售人员开2、3次会。 EDWARD GREEN It?s very good of you to see me. 爱德华•格林: 你能来看我真是太好了。 DANNY MCNEIL: I always talk to my suppliers myself--it?s the best way of working. And I always prefer to bring them down here--they get a better idea of our operation. They must understand how we work. Our success is based upon a certain formula. Whereas most 99 《 步入商界 》 supermarkets target individual territories, our products are pan-European. We always buy in the products with the best sales performance--products with a proven track record. We look for the biggest discounts, and we usually get them. 丹尼(麦克内尔:我一直跟我的供应商讲--这是最佳的工作方式。并且我总是把他们带到这里--他 们会有更好的运营想法。他们必须明白我们是怎样工作的。我们的成功是有一定 的规则的。尽管大多数超市把目标市场定在单个的区域，我们的产品是面向全欧 洲的。我们总是购买销售最佳的产品--那些被证明有记录的产品。我们寻求最大 的优惠，通常我们也会得到最大的优惠。 DANNY MCNEIL: Mcneil. 丹尼(麦克内尔:麦克内尔。 DON BRADLEY: Danny, it?s Don Bradley here. 堂•布拉德利: 丹尼，我是堂•布拉德利 。 DANNY MCNEIL: Good Morning, Don. I thought I was meeting you here. 丹尼(麦克内尔:早上好～堂。我原以为会在这里跟你见面的。 DON BRADLEY: I?m sorry Danny. That was the plan, but I?m going to be late. This meeting is taking longer than expected. 堂•布拉德利: 对不起，丹尼。本来计划是这样的，但我会迟点。这次会议比预期的要长。 DANNY MCNEIL: Oh. When can you get here? 丹尼(麦克内尔:哦。你什么时候可以到这里, DON BRADLEY: I?ll be there as soon as I can. Is Edward with you? 堂•布拉德利: 我会尽快赶到那里。爱德华跟你一起吗, DANNY MCNEIL: He is. 丹尼(麦克内尔:他在。 DON BRADLEY: Could you start the meeting without me? Edward knows the situation. Oh, and can I have a quick word with him? 堂•布拉德利: 你可以不要管我，开始开会吗,爱德华知道情况。哦，我能跟他很快地说两句吗, DANNY MCNEIL: I?ll pass the phone to him. 丹尼(麦克内尔:我会把电话给他。 DANNY McNEIL: Okay. It?s for you—it?s Don Bradley, he?s got a problem. 丹尼(麦克内尔:好的。找你的--是堂•布拉德利，他出点问题。 EDWARD GREEN: Oh, thanks. 爱德华•格林:哦，谢谢。 100 《 步入商界 》 DANNY MCNEIL: Would you like a word in private? 丹尼(麦克内尔:你们要私下谈吗, EDWARD GREEN: If you don?t mind. 爱德华•格林: 如果你不介意。 DON BRADLEY: Sorry, Edward. I?m stuck in a meeting here. You?ll have to deal with Mcneil by yourself. 堂•布拉德利: 抱歉，爱德华。我还在这边开会。你得自己对付麦克内尔了。 EDWARD GREEN: Oh. 爱德华•格林: 哦。 DON BRADLEY: Can you talk? 堂•布拉德利: 你说话方便吗, EDWARD GREEN: Yes, he?s stepped away for a few minutes. Do you really want me to negotiate? Wouldn?t you rather postpone the meeting? 爱德华•格林: 是的，他离开了几分钟。你真的想让我谈判,你不能推迟会议吗, DON BRADLEY: How do you feel about it? 堂•布拉德利: 你认为呢? EDWARD GREEN: I?m happy to go ahead, I think. 爱德华•格林: 我认为，我会很高兴可以继续下去。 DON BRADLEY: You don?t sound sure. 堂•布拉德利: 你语气不是很肯定啊。 EDWARD GREEN: I?m not. 爱德华•格林: 是不肯定。 DON BRADLEY: Look: we?ve talked about this negotiation. You know the game plan. Do your best...I?ll be there as soon as I can. 堂•布拉德利: 听我说:我们谈过这次谈判。你也知我们的计划。尽力去做……我会尽快赶过去。 EDWARD GREEN: Okay Don. I?ll do what I can. See you later. 爱德华•格林: 好的，堂。我会尽力的。稍后见。 DANNY MCNEIL: Okay? 丹尼(麦克内尔:好了, EDWARD GREEN: Yes, thanks. 爱德华•格林: 是的，谢谢。 DANNY MCNEIL: So Don can?t make it. Oh well, right, what was I saying? Oh yes: discounts. 101 《 步入商界 》 丹尼(麦克内尔:这么说堂赶不及了。哦，好吧，我刚刚说到哪儿了,哦，对了:优惠。 EDWARD GREEN: We?re certainly happy to talk about possible discounts. 爱德华•格林: 能谈一下可能的优惠，我们是十分开心的。 DANNY MCNEIL: You see this? 丹尼(麦克内尔:你看到了吗, EDWARD GREEN: Yes. 爱德华•格林: 是的。 DANNY MCNEIL: How many of these do you think we?ve sold in Europe in the last month? 丹尼(麦克内尔:你认为我们上个月在欧洲售出了多少, EDWARD GREEN: 1,800 - 2,000. 爱德华•格林: 1,800 - 2,000件。 DANNY McNEIL: We sell more than that weekly. 丹尼(麦克内尔:我们每周的销售量都比这多。 EDWARD GREEN: How much do you sell it for? 爱德华•格林: 你们的定价是多少呢, DANNY MCNEIL: This retails in France for 130 FF--we sell it much cheaper--90FF. 丹尼(麦克内尔:这个在法国的零售价是130法郎--我们卖的很便宜--90法郎。 EDWARD GREEN: That?s very impressive. 爱德华•格林: 很不错嘛。 DANNY MCNEIL: I work on higher volumes and I have to move products faster than any other retailer. That means I operate on smaller margins. And, I repeat, I expect the largest discounts in the industry. But over here--here?s a product that failed. We made a mistake with this one--of course, I didn?t select this one myself. Right you?ve seen how our operation works. You know what I?m after. Let?s get down to business. Would you prefer to talk here or in my office? 丹尼(麦克内尔:我们做的是更大的量，我必须比其他的零售商工作要快。这就意味着我的利润率 很低。我再次重复，我想要这行里最大的优惠。但，这儿--这个产品我们没有成 功。我们在这个产品上犯了错--当然，这个不是我本人选的产品。好了，你也了 解了我们的运作情况。你也知道我想要的是什么。我们就公事公办吧。你愿意在 这儿还是到我的办公室谈, EDWARD GREEN: The office is fine. 爱德华•格林: 到办公室吧。 102 《 步入商界 》 ????New words and expressions生词和短语???? downmarket adj.低档市场 upmearket adj. 高档市场 substantial adj.大量的 terms n.价格，条件( eg: We accepted the new terms. authorise vt.授权,批准. costing 成本核算 market focus 市场重点 to define a market 确定市场 negotiate vi( 谈判,协商 eg:The government will not negotiate with the terrorists. 政府决不与 恐怖分子谈判。 A substantial order 大订单 To deal with sb 对付,处理 eg:he is difficult to deal with 他很难对付( pan-European 全欧洲的 track record 跟踪记录 discounts 折扣/折价 weekly/every week 每周 monthly/every month 每月 the game plan 一条策略 higher volumes 高销售量 smaller margins 底利润 参加新产品评估会议时常用的表达方法: 1.提出问题时: How much will it cost to develop? Who's the market for this? 2(发表意见时: I think it's too expensive. It will be too expensive. 3.表是反对意见时: I don't think so. That's not right. No, not really, I don't agree. ,(表示同意见时: That's right.I agree. 103 《 步入商界 》 I'm inclined to agree with somebody. 5.询问意见时: What's your opinion? What do you think? Lesson18 Negotiating prices (第十八课 价格谈判) SAYING WHAT YOU WANT 提出要求 MAKING OFFERS 报价 RESPONDING TO OFFERS 讨价还价 In this unit... Edward Green starts the negotiation with Danny McNeil. Edward telephones Don Bradley during a break and gets some useful information. Don arrives after Edward has closed the deal. DANNY MCNEIL: Before we begin, are you sure that you are in a position to conduct this negotiation? 丹尼(麦克内尔:在开始前，我想问一下你确定你可以进行这次谈判吗, EDWARD GREEN: Yes, I have the authority to negotiate with you. 爱德华•格林: 是的，我有跟你谈判的授权。 DANNY MCNEIL: Right. Let?s get down to business. 丹尼(麦克内尔:好。那我们就办正事吧。 EDWARD GREEN: Which of our product lines are you particularly interested in Mr. McNeil? 爱德华•格林: 麦克内尔先生，你对我们的那些生产线特别感兴趣, DANNY MCNEIL: I could be interested in these ones that I have outlined here. 丹尼(麦克内尔:物品对这些划线的感兴趣。 But I want to hear what you say about discounts. 但我要听听你给什么样的优惠。 EDWARD GREEN: Let?s talk specifically about Big Boss. 爱德华•格林: 那我们就具体用“大老板”来谈吧。 DANNY MCNEIL: Let?s be clear about one thing. 丹尼(麦克内尔:我们先要明确一件事情。 I hope you realize that we must have a much larger discount than what?s on the table now. 104 《 步入商界 》 我希望你认识到我们要的优惠比现在摆在桌面的要大的多。 EDWARD GREEN: I think the discount problem can be resolved but you need to be more precise about numbers. 爱德华•格林: 我认为优惠的问题是可以解决的，但你得大具体的购货量明确一下。 DANNY MCNEIL: Fair enough. What kind of discount are you offering on ten thousand units? 丹尼(麦克内尔:很公平。你们给1万件的优惠是多少, EDWARD GREEN: On ten thousand units, Mr. Mcneil, I can offer a discount of thirty percent. But I can?t offer more 爱德华•格林: 麦克内尔先生，1万件的话，我能给的优惠是30%。但不能再多了…… DANNY MCNEIL: 30 per cent! 丹尼(麦克内尔:30 %! EDWARD GREEN: Just let me finish, 30 percent, but with a guarantee of delivery within two months. 爱德华•格林: 请让我说完，优惠是30%，但我们保证两个月内交货。 DANNY MCNEIL: Delivery must be within two months or I?m not interested. 丹尼(麦克内尔:交货必须是两个月内，或则我也没兴趣了。 I?m offering you the chance to make a very large sale and you are turning it down because we?re... 我在向你提供大批量销售的机会，你却拒绝了，因为我们…… EDWARD GREEN: Can I just come in here Mr. McNeil? I haven?t turned anything down. I haven?t said "no". I am just saying that on ten thousand units our discount terms are thirty percent. 爱德华•格林: 麦克内尔先生，我能插两句吗,我没有拒绝任何事。我并没有说“不”。 我只是说， 对于1万件我们给的优惠是30%。 DANNY MCNEIL: But... 丹尼(麦克内尔:但是…… EDWARD GREEN: Please let me finish. Now if you commit to buy twenty thousand units then I could consider a larger discount. 爱德华•格林: 请让我说完。如果你承诺购买2万件，那么我可以考虑更大的优惠。 DANNY MCNEIL: How much larger? 丹尼(麦克内尔:大多少, EDWARD GREEN: If you commit to twenty thousand units then I can offer a thirty-five percent discount. 爱德华•格林:如果你承诺购买2万件，那么我可以给你 35%的优惠。 DANNY MCNEIL: Thirty, thirty five percent. I?m getting tired of this. You are playing games. 105 《 步入商界 》 丹尼(麦克内尔:30%，35%。我不吃这一套。你们在玩把戏。 I am looking for a large discount, and I hope that you?re going to offer me one. 我要的是大优惠，并且我希望你能给我这样的优惠。 EDWARD GREEN: If you want a big discount then you must make the order a big one. Let?s talk about unit price rather than discount. Our standard unit price to the wholesaler is 23.5. 爱德华•格林: 如果你想要大的优惠，那么你的定单也要大。我们还是不谈优惠，谈单价吧。我们 给批发商的标准单价是23.5。 DANNY MCNEIL: And I?m not interested in 23.5. 丹尼(麦克内尔:但我对23.5元没什么兴趣。 EDWARD GREEN: Yes, I know that Mr. McNeil. If you buy 40,000 units, then I can offer a unit price of 19.5. What will your mark-up be on the Boss, 3, 3.5, 4? 爱德华•格林: 是的，麦克内尔先生，我知道。如果你买4万件，那么我可以给你19.5元的单价。 你在“大老板”上的毛利是多少， 3， 3.5， 4, DANNY MCNEIL: About that. 丹尼(麦克内尔:大约这个数吧。 EDWARD GREEN: With those figures you?re going to be very competitive. 爱德华•格林: 以我们给出的单价，你将会很有竞争力。 DANNY MCNEIL: 19.5 unit price? 丹尼(麦克内尔:单价19.5, EDWARD GREEN: If you buy 40,000 units; that represents a discount of... 爱德华•格林: 如果你买4万件的话，这样优惠就是…… DANNY MCNEIL: I have a calculator, too. I can see what the discount is. Offer me a unit price of 19.5 on 25,000 units and we can do business. 丹尼(麦克内尔:我能知道这个优惠是多少。给我19.5的单价，我买2.5万件，我们就可以成交。 EDWARD GREEN: I can?t do that. I?m sorry. 爱德华•格林: 对不起，我办不到。 DANNY MCNEIL: Let?s break for a few minutes. I?ve got a few things I have to see to. I?ll be a couple of minutes. Would you like a cup of coffee? 丹尼(麦克内尔:我们先休息一下。我有几件事要处理。我要几分钟。来杯咖啡, EDWARD GREEN: Yes, please. 爱德华•格林: 好的，谢谢。 DANNY MCNEIL: Help yourself to the phone if you want to make a call. 106 《 步入商界 》 丹尼(麦克内尔:如果你想打电话，请随意。 EDWARD: Thanks. 爱德华: 谢谢。 DON BRADLEY: Don Bradley. 堂•布拉德利: 堂•布拉德利。 EDWARD GREEN: Hi, Don. How?s the meeting? 爱德华•格林: 堂，你好。会议开的怎样, DON BRADLEY: It?s just finished. I?m on my way over. How?s your meeting? 堂•布拉德利: 刚刚结束。我在过来的路上了。你的会面怎样, EDWARD GREEN: he?s definitely interested. We?re having a break. 爱德华•格林: 他很有兴趣。我们在休息。 DON BRADLEY: What?s the situation? 堂•布拉德利: 情况怎么样, EDWARD GREEN: It?s becoming difficult, we?re stuck on the size of the order for Big Boss. He wants a unit price of 19.5 on an order of 25,000. 爱德华•格林: 变的有点难，我们还在订购“大老板”的量上。他想要19.5，买的量是2.5万件。 DON BRADLEY: That sounds good to me. 堂•布拉德利: 我觉得不错。 EDWARD GREEN: I think we can push him further. 爱德华•格林: 我认为还可以再逼下他。 DON BRADLEY: Do you think so? 堂•布拉德利: 你是这样认为的吗, EDWARD GREEN: I think so...I hope so. 爱德华•格林: 我是这样认为的„„ 希望如此。 DON BRADLEY: Be careful. He?s a clever man. I've dealt with Mcneil before. When he starts banging on the table, that?s as far as you can go with him. Good luck! 堂•布拉德利: 小心点，他可是个聪明人。我以前跟麦克内尔打过交道。如果他开始敲桌子的话， 那就是你能做的极限了。祝你好运～ EDWARD GREEN: Thanks. So let?s clarify the position so far. 爱德华•格林: 谢谢。那么我们明确一下我们现在为止的处境。 As far as Big Boss is concerned we have agreed on a unit price of 20 for 30,000, and I can?t go below that price for an order of this size. 107 《 步入商界 》 仅就“大老板” 我们同意给20的单价，但要购买3万件，对这样的订购量我不可 能低于这个数。 Now let?s look at terms of payment. 现在我们看一下付款条款。 DANNY MCNEIL: Ninety days. 丹尼(麦克内尔:90天。 EDWARD GREEN: I?m sorry Mr. Mcneil, but that?s completely unacceptable. Our standard policy on discounts of over thirty percent is payment within thirty days of delivery. 爱德华•格林: 对不起 麦克内尔先生，不过这完全不可接受。我们对于超过30%的优惠的优惠政 策通常是交货后30天之内。 DANNY MCNEIL: This is not a standard situation. I am making a very large order... 丹尼(麦克内尔:但这不是个通常情况。我订购的货量很大„„ EDWARD GREEN: Can I just come in here, Mr. Mcneil? I know you?re making a large order but you are also getting an excellent product at a very large discount. 爱德华•格林: 麦克内尔先，我能插两句吗,我知道你的订购量很大，但你也是以很大的优惠获得 一件很棒的产品。 DANNY MCNEIL: I can?t believe that this is your final offer. 丹尼(麦克内尔:真不能相信，这就是你们的最终报价。 EDWARD GREEN: If you order 35,000 then I can authorise payment in 90 days. 爱德华•格林: 如果你订购3.5万件，我可以授权90天内付款。 DANNY MCNEIL: We have already decided on quantity. This is my last offer. 30,000 at 60 days payment. Take it or leave it. 丹尼(麦克内尔:我们已经决定了数量。这是我的最后出价:3万件，60天内付款。要么接受要么 一拍两散。 EDWARD GREEN: I think that offer will be acceptable. So all we have to do now is finalise the delivery arrangements. 爱德华•格林: 我认为这个出价可以接受。那么我们现在要做的就是商定交货的安排了。 DANNY McNEIL: Well, let?s discuss the details tomorrow. 丹尼(麦克内尔:我们还是明天再商谈细节吧。 DANNY MCNEIL: Come in! Don, how are you? 丹尼(麦克内尔:进来! 堂，你好～ DON BRADLEY: Hello, Danny, Edward. I?m sorry I?m late. 108 《 步入商界 》 堂•布拉德利: 你好，丹尼， 爱德华。对不起，我迟到了。 DANNY MCNEIL: You are late. I?d rather do business with you than this young man. What have you been feeding him? 丹尼(麦克内尔:你真是迟了。我宁愿跟你打交道，也不愿跟这个年轻人做生意。你都给他吃了什么啊, DON BRADLEY: Oh, we don?t feed him. We like to keep our staff hungry. 堂•布拉德利:哦，我们不给他们吃的。我们喜欢使员工有饥饿感。 ????New words and expressions生词和短语???? to conduct 进行 authority 权力/代理权 to resolve 解决 break 休息 clarify 请清楚，阐明 unit price 单价 mark-up 加价 standard 标准，规格 unacceptable 不能接授的 terms of payment 付款条件 final offer 最终报价 a large order 一张大量的订单 turn down 拒绝 Just let me finish.../Please let me finish...请让我讲完 Can I come in here?我能在这里插话吗, 在谈判中常用句式: 1、想打断某人说话时可用: Can I interrupt? Just a moment. Can I just come in here? 2.不接受某人的插话时可用: Please let me finish. Just let me finish. 3、想转移话题时可用: Now, let's turn to... Now, let's look at terms of payment. Okay, Let's talk about... 4.在总结时可用: To summarise... We agree to... 109 《 步入商界 》 So, now we must... 5.想推迟谈判时可用: Let's deal with that later. Well, Let's discuss the details tomorrow. 1、报价时: On 10,000 units, I can offer a discount of 30% If you buy 40,000 units I can offer a unit price of 19.5. If you order 35,000, then I can authorise payment in 90 days. 2、在拒绝报价时: I'm not interested in 23.5. I can't go below that price. I'm sorry but that's unacceptable I can't do that, I'm sorry. I think that offer will be acceptable. 3、向对方提出要求时的表达方法: Delivery must be within 2 months or I'm not interested. I'm looking for a large discount. This is my last offer. Lesson19 Negotiating delivery (第十九课 交付谈判) DISCUSSING POSSIBLE DELIVERY DATES 讨论发货时间 GETTING PEOPLE TO DO THINGS 让他人做事 MAKING COUNTER-PROPOSALS 提出反建议 STARTING AND ENDING MEETINGS 开始及结束会谈 In this unit... Derek disagrees with Clive and Don about the production costs for Big Boss Mark 2. Edward negotiates delivery terms with Danny McNeil. Kate, Clive and Derek go to a meeting at Hazelford Systems and discuss the productio n of Mark 2Derek is angry about the conclusion of the meeting. DON BRADLEY: I?d like you to look at those figures: As you can see, the maximum retail price for the Mark 2 must be 60. That means, that to keep our margins, our production costs must be no more than 14 per unit. 110 《 步入商界 》 堂•布拉德利: 我想请大家看一下这些数字:正如大家所看到的，马克二世的最高价格必须是60。 这就是说，为了保持我们的利润，我们的生产成本每件一定不能超过14。 DEREK JONES: I?d rather have a retail price of 75. I don?t believe that the Mark 2 can be produced for less than 18 per unit. 德里克•琼斯: 我宁愿零售价是75。我认为马克二世的单个生产成本不会低于18。 DON BRADLEY: That retail price is not a realistic option, Derek. We?ve done the research. 堂•布拉德利: 这样的零售价是不实际的，德里克。我们做过了调查。 DEREK JONES: But it?s not just a toy. This is a genuine breakthrough. 德里克•琼斯: 但这不只是个玩具。这是一项真正的突破。 DON: Derek... 堂: 德里克…… DEREK JONES: Let me finish--this is a genuine breakthrough and the market will be prepared to pay a premium price for something that is so advanced. 德里克•琼斯: 让我说完--这是个真正的突破，市场对某种如此先进的东西会有所准备的，他们会 愿意出高价。 DON BRADLEY: Derek, let me... 堂•布拉德利: 德里克， 让我…… DEREK JONES: Just a minute. There is nothing like this on the market, we have to take a chance with it. 德里克•琼斯: 等一下。市场上没有老的产品，我们得冒冒险。 CLIVE HARRIS: Derek, I don?d like arguing with you, but I have to agree with Don. I?m sorry, we can?t take the risk. 克莱夫•哈里斯: 德里克，我不想跟你争论，但我不同意你的看法。对不起，我们不能冒这个险。 I say we retail at 60 and produce at 14. 我的看法是零售价60，生产成本14。 DEREK JONES: No manufacturer will be able to produce the Mark 2 for 14 per unit and maintain the quality. 德里克•琼斯: 没有哪家制造商能以单个成本14来生产马克二世而又能保证质量。 CLIVE HARRIS: I would rather not decide anything now. 克莱夫•哈里斯: 我不想现在就下决定。 DEREK JONES: I would like to show it to Hazelford Systems. They might be able to produce it for 15 or 16. 111 《 步入商界 》 德里克•琼斯: 我想让Hazelford系统公司的人看一下。他们或许能以15或16的单价生产。 KATE MCKENNA: Jenny, could you do something about this fax machine? 凯特(麦凯纳: 詹妮，你能解决一下这台传真机的问题吗, Phone the company, cancel the rental agreement and get the best deal you can from another firm. 给传真机公司打电话，取消租赁协议，跟另外一家公司合作，尽力获得最好的条件。 I?m sick of this. 我烦透这个了。 JENNY ROSS: Hello. This is Jenny Ross of Bibury Systems. 詹妮•罗斯: 你好。我是Bibury系统公司的詹妮•罗斯 。 We hired a fax machine from you and I would like to cancel our rental agreement. 我们在你公司租了液体台传真机，我现在要取消租赁协议。 No, I?m sorry. I would rather just cancel the agreement ... 不，对不起。我只想取消协议…… No, we did ask you to send someone yesterday and it still isn?t working properly. 不，我们昨天确实要求你们派人来维修，但还是不能正常工作。 I?m sorry, but I have to say no. 对不起，我不得不说“不”。 Yes, if you could send someone to collect it tomorrow morning, please. 是的，请你明天上午派人来回收传真机。 DANNY MCNEIL: Now let?s turn to the Big Boss. What is the soonest you can deliver? 丹尼(麦克内尔:现在我们谈“大老板”的事情。你们最快什么时候可以交货, EDWARD GREEN: You can have the first five thousand units before the end of the month. 爱德华•格林: 本月底前你可以得到首批5000件。 DANNY MCNEIL: I want ten thousand by the end of the month. 丹尼(麦克内尔:月底前我想要1万件。 EDWARD GREEN: Well, Mr. Mcneil, that will be difficult, 爱德华•格林: 麦克内尔先生，这太难了， but as you have been so understanding over the question of price, I think we can arrange that. 不过鉴于你在价格问题上对我们的理解支持，我认为我们可以安排的。 DANNY MCNEIL: What about the balance of the order? 112 《 步入商界 》 丹尼(麦克内尔:所订购货物之其余部分呢, EDWARD GREEN: We can deliver that in three consignments over the following three months. 爱德华•格林: 我们将在随后的三个月里分三批交货。 DANNY MCNEIL: I?d rather have everything delivered by the end of May. 丹尼(麦克内尔:我宁愿在5月底前你们交清所有货物。 EDWARD GREEN: I can?t promise to do that, but I shall do my best. 爱德华•格林: 我不能保证做到，不过我会尽力。 MS WONG: First of all, let me welcome all the representatives of Bibury Systems. 黄女士: 首先，让我欢迎所有Bibury系统公司的代表。 I?d like to say that we at Hazelford Systems are delighted that you are considering us as a future supplier. 我想说，Hazelford系统公司很高兴，你们考虑我们作为今后的供应汤。 Perhaps I could begin by checking that everyone has a copy of the agenda? 或许我该问一下各位是不是都有一份会议议程, And I?d like to add one extra item, if I may ?could we discuss the question of exchange procedures after item four, 如果可以……，我想增加一条 ，我们能不能在第四项后讨论交易流程的问题， which looks at general payment conditions? 涉及大概的付款条件, So let?s make a start. 那我们就开始了。 Mr. Jones, would you like to outline your position on the first item on the agenda: technological specifications? 琼斯先生，请你大体描述一下对议程第一条:技术规范的看法，好吗, DEREK JONES: Thank you. I think that we need to consider a couple of options when we look at this question... 德里克•琼斯: 谢谢。我认为我们对这个问题应该要考虑几个选择…… FAX REP: So that?s fine. You can sign the contract when we deliver the machine. 传真机代表: 这样就没问题了。你们可以在我们送传真机时再签合同。 JENNY ROSS: How soon can we expect delivery? 詹妮•罗斯: 要等多久能送到, FAX REP: Well, would next Tuesday be convenient? 113 《 步入商界 》 传真机代表: 下周二方便吗, JENNY ROSS: No, we really need it today. 詹妮•罗斯: 不，我们今天就很需要。 FAX REP: I?m afraid that?s just not possible. 传真机代表: 恐怕，这是不可能的。 JENNY ROSS: Well, what is the earliest you can deliver? 詹妮•罗斯: 那么，你们最早什么时候可以送到, FAX REP: We can?t do it before Friday afternoon. 传真机代表: 我们在周五下午前不可能送到。 JENNY ROSS: Well, I?m afraid we really need the machine by tomorrow at the latest or I?m going to have to look 詹妮•罗斯: 恐怕我们最迟明天就要，不行我去找别家了。 FAX REP: Okay, I?ll see what I can do. 传真机代表: 好的，我会看看我能做些什么。 JENNY ROSS: I?m sorry but that just isn?t good enough. I must have a guarantee of delivery by tomorrow. 詹妮•罗斯: 对不起，不过这还不够。我必须有明天交货的保证。 FAX REP: I?ll need to speak to my boss. Can I call you back in ten minutes? 传真机代表: 我要跟老板说。我10分钟后再打回给你，好吗, MS WONG: I?m sorry. This is a very difficult situation. I understand your problem, but you must see our position. 黄女士: 对不起。这是个很难的形势。我能理解你们的问题，但你也要看到我们的处境。 We think this is a very exciting project, 我们认为折射个很令人激动的项目， but because we cannot find a compromise I?m afraid we can go no further. 但因为我们不能找到这种的办法，恐怕无法再谈下去了。 CLIVE HARRIS: We cannot go higher than 14 for 30,000 units. That is our final offer. 克莱夫•哈里斯:我们生产3万件的成本不能高于14。这是我们最后的报价了。 MS WONG: But you must realise that at this price our margin is unacceptable. 黄女士: 但你要认识到，我们的利润是无法接受的。 So, I think we have covered all the items on today?s agenda, 我想我们已经谈过了所有议程上的项目， 114 《 步入商界 》 I am sorry that we have reached no solution on the final item which is the Mark 2 project. 很抱歉未能在最后 马克二世这个项目达成解决方案。 Could I suggest that we adjourn for today and meet tomorrow morning at ten o?clock? 我建议今天的会议延期，我们明天上午10点再开，好吗, JENNY ROSS: Is Clive back yet? 詹妮•罗斯: 克莱夫回来了吗, GERALDINE: He phoned about twenty minutes ago--said he was on his way. He didn?t sound very happy. 杰拉尔丁: 他大约20分钟前打过电话--他说在路上了。听起来，他不怎么高兴。 JENNY ROSS: Oh dear. I wanted to ask him about taking a couple of days off. 詹妮•罗斯: 哦，天啊。我还想向他请几天假呢。 GERALDINE: I?d suggest that you wait. I don?t think that... 杰拉尔丁: 我建议你还是等等。我认为，不该…… GERALDINE: Oh, Mr. Harris there?s a message from... 杰拉尔丁: 哦，哈里斯先生有你的留言，来自…… CLIVE HARRIS: Geraldine, I?m in a meeting with Derek. Hold all my calls. 克莱夫•哈里斯:杰拉尔丁，我在和德里克开会。我不接任何电话。 JENNY ROSS: I see what you mean! 詹妮•罗斯: 明白了! GERALDINE: I?ve never seen Derek look so angry. What?s going on? 杰拉尔丁: 我还没看过德里克这么生气过。发生了什么事, JENNY ROSS: I don?t know. Have they had an argument? 詹妮•罗斯: 不知道。他们争吵了吗, KATE MCKENNA:Well! That was an interesting journey! Twenty minutes of total silece. 凯特(麦凯纳: 好啊～～真是有趣啊～总共沉没了20分钟。 JENNY ROSS: What?s going on? 詹妮•罗斯: 发生了什么事, KATE MCKENNA: I think the word to describe the situation is"eadlock". 凯特(麦凯纳: 我想现在的情况可以用“僵局”来形容。 CLIVE HARRIS: Derek, you are being unreasonable. 克莱夫•哈里斯:德里克，你是在无理取闹。 115 《 步入商界 》 DEREK JONES: Me? Why won?t you move on fourteen? 德里克•琼斯: 我,你为什么不提到14, CLIVE HARRIS: Derek, we have been through this. We have agreed our negotiating position. 克莱夫•哈里斯:德里克，关于这一点我们已经谈过了。我们已经同意了谈判的立场。 DEREK JONES: I have never agreed to this position. We aren?t offering any flexibility. 德里克•琼斯: 我从未同意过这个立场。我们不做任何调整。 They have to protect their margins. 他们一定要保护他们的利润。 CLIVE HARRIS: Then we can?t do the project. 克莱夫•哈里斯:那么我们就不能做我们的项目了。 DEREK JONES: That?s your decision, is it? 德里克•琼斯: 这是你的决定，是吗, CLIVE HARRIS: Derek, I have no choice. 克莱夫•哈里斯:德里克，我别无选择。 DEREK JONES: I'm sorry Clive. I can?t accept that. 德里克•琼斯: 对不起，克莱夫。我不能接受。 CLIVE HARRIS: What are you saying? 克莱夫•哈里斯:你说什么, DEREK JONES: I?m giving in my resignation. 德里克•琼斯: 我要辞职。 CLIVE HARRIS: That?s ridiculous. You?re tired. Sleep on it and we?ll talk in the morning. 克莱夫•哈里斯:太荒谬了。你累了。先睡一觉，我们明早再谈。 ????New words and expressions生词和短语???? take a chance 冒险 collect realistic option 现实的选择 premium price 高价 取 balance 余额 agenda 议事日程 exchange procedures 按排手续 retail price 零售价 adjourn 使终止 deadlock僵局 resignation 辞职 116 《 步入商界 》 Lesson20 Concluding a deal(第二十课 达成交易) REACHING AGREEMENT 取得一致 SUMMARIZING WHAT YOU HAVE DONE 进行归纳 CONCLUDING A NEGOTIATION 结束谈判 In this unit... Sally Wong makes a new proposal for the Mark 2 project. Clive, Derek and Sally have another meeting and reach a new conclusion. Edward negotiates a better job package at Bibury Systems. DEREK JONES: I have been with Bibury Systems for twelve years. I have given the company 100% commitment. I feel very disappointed that you are unable to support me on this project. I know that the Mark 2 will work and it will sell. I intend to start looking for a company that values new ideas. 德里克•琼斯: 我在Bibury系统公司12年了。给了公司100% 的投入。我很失望，你们不能在这 个项目上支持我。我知道马克二世会成功，会畅销。我想开始找家重视新想法的 公司。 CLIVE HARRIS: Derek, there must be a way round this. I know how you feel. And I do value your contribution. To prove it I?m going to increase your research budget... 克莱夫•哈里斯:德里克，肯定会有解决办法的。我知道你的感受。我也确实重视你的贡献。为了 证明，我会增加你的研发预算…… DEREK JONES: That?s not the point, Clive... 德里克•琼斯: 这个不是问题所在，克莱夫… CLIVE HARRIS: Clive Harris. Yes, put her through Sally--good morning. Yes, he is. Just a minute. It?s Sally Wong. She wants to talk to you. 克莱夫•哈里斯:克莱夫?哈里斯。是的，转过来。萨利,,早上好。是的，他在。请稍等。是萨利(黄。 她想跟你通话。 DON BRADLEY: Edward, I?ve looked through the draft contract with Eromart. I see you?ve covered packaging, insurance, late delivery penalties... and you did well to make him agree to be more flexible over terms of payment. Well done. Now we can get the contract finalised. 117 《 步入商界 》 堂•布拉德利: 爱德华，我看过了和Eromart 的合同草稿。我看到你包括了包装、保险、交货延误 的罚款……你能使他在支付条款上更为灵活，做的很好。真棒。现在我们可以最 终确定合同的文稿了。 EDWARD GREEN: Before I go, can we have a chat? 爱德华•格林: 我走之前，我们能谈一下吗, DON BRADLEY: Sure. What about? 堂•布拉德利: 当然。关于什么的, EDWARD GREEN: Don, I have been with Bibury Systems for 6 months now, and I?d like to talk about my future. •格林: 堂， 我现在到Bibury系统公司 6个月了，我想谈一下我的未来。 爱德华 MS WONG: I?m terribly sorry to ask you to come here early, but I have a proposal that could benefit both of us. Could I suggest that we look at these designs again? Particularly I want you to look at the interface between the release mechanism and the scanner. I believe that we can make the process simpler. 黄女士: 非常抱歉要求你提前来这里，不过我有个提议，对双方会都有利。我建议大家再看 一下这些设计，好吗,我特别请大家看释放机械和扫描器之间的界面。我相信可 以使整个程序更简单。 DEREK JONES: No. I have been through this many times. 德里克•琼斯: 不可能。我想过很多次了。 MS WONG: I am sorry, if you could just bear with me a second... I spent all last night worrying about this. I believe the conclusion of yesterday?s meeting was very unfortunate. I wanted to find a way forward and I think I have. The scanner does not need to be powered from the same source. That means it can be produced separately. 黄女士: 对不起，请你再给我一会儿时间……我昨天整晚都在为此担忧。我相信昨天会议的 结局是很令人遗憾的。我想找出一个可行的方法，我认为我找到了。扫描器不必 由同一个能源供应。这就意味着可以分开生产。 DEREK JONES: No, no, no, it?s... You?re right. This is brilliant. 德里克•琼斯: 不，不，不。这……你是正确的。这太高明了。 MS WONG: It?s really very simple. 黄女士: 其实很简单。 DON BRADLEY: Is there a problem? Aren?t you happy here? 堂•布拉德利: 有问题吗,大家还不高兴吗, 118 《 步入商界 》 EDWARD GREEN: Yes. But I would like to know what plans you have for me. I feel I?ve made good progress here over the last six months. What do you think? 爱德华•格林: 是很高兴。不过，我想知道你对我的计划。我认为在过去的6个月里我在这里取得 了很好的成果。你认为怎么样, DON BRADLEY: I agree. We?re very happy with what you have done. Of course you did make a few mistakes, especially early on, but generally I see you as an important part of the team and I?m sure Kate ges along with that. 堂•布拉德利: 我同意。我们很高兴你所做的一切。当然，你确实犯了几个错，尤其是最初，不过 总起来我认为你是整个团队重要的一部分，我确信凯特也同意这一点。 EDWARD GREEN: That?s good to hear, thank you. 爱德华•格林:很高兴听到你这么说，谢谢。 EDWARD GREEN: That?s good to hear, thank you. I feel I?ve learned a lot here in the last six months. Obviously six months ago I couldn?t have negotiated a large deal with Eronmart...but now I can. 爱德华•格林: 很高兴听到你这么说，谢谢。我感觉在过去的6个月里，我在这里学到了很多。很 明显，6个月前我根本不可能和Eronmart谈成这么大的生意 ……但现在我可以 了。 DON BRADLEY: Let?s be open here, Edward. Are we talking about salary? 堂•布拉德利: 我们还是有话直说吧，爱德华。我们要谈的是不是薪水, EDWARD GREEN: It?s not just a question of money Don. I want to look at the whole package. It?s salary, performance-related bonus, a company charge card, an expense account, a car, and a more responsible position. 爱德华•格林: 堂，不只是钱的问题。我想要的是整个薪酬体系。包括薪水、绩效奖金、一张公司 签帐卡、一个公款支付帐户、一辆车和一个更加重要的职位。 DON BRADLEY: I think we should sit down, don?t you? 堂•布拉德利: 我想我们还是坐下来谈，好吗, MS WONG: I am very happy that we have been able to overcome the difficulties. I think our negotiations have been very successful and as a result we are in a position to move forward with his project. 黄女士: 我很高兴我们可以克服困难。我认为我们的谈判很成功，所以我们可以继续跟进这 个项目。 CLIVE HARRIS: I would like to thank Sally Wong for her outstanding contribution to this project. 119 《 步入商界 》 克莱夫•哈里斯:我要感谢萨利(黄对这个项目所做出的贡献。 DEREK JONES: Here, here. 德里克•琼斯: 同感，同感。 CLIVE HARRIS: She has worked very hard to find a solution to what seemed an impossible problem. 克莱夫•哈里斯:她非常努力地寻找一个似乎不可能解决难题的解决办法。 MS WONG: Thank you. I think the Mark 2 is a very exciting concept. Perhaps we should spend some time summarizing and clarifying what we have agreed... 黄女士: 谢谢。我认为马克二世是个很激动人心的概念。或许我们该花些时间来总结和确认 一下我们所达成的事情…… DON BRADLEY: Edward, if you insist on the car then I can?t offer you such a large salary increase, and we?ll have to find some compromise on the performance-related bonus. 堂•布拉德利: 爱德华，如果你坚持要车的话，那我就不能给你增加这个高的薪水了，并且我们要 在绩效奖金这方面找到双方都接受的方式。 EDWARD GREEN: I think I am worth the salary. 爱德华•格林: 我认为，我是值得拿这份薪水的。 DON BRADLEY: I?m prepared to offer you a larger bonus, but if you accept that, then you have to accept a smaller salary increase. 堂•布拉德利: 我准备给你更大的奖金，不过如果你接受的话，你就得接受低些的薪水。 EDWARD GREEN: Could you be more precise? 爱德华•格林: 你能不能更精确一点儿, DON BRADLEY: If you accept a fifteen percent increase in salary then I can add an extra five percent on that bonus figure. That represents a forty percent increase next year. If you make your targets. 堂•布拉德利: 如果你接受薪水增加15%，我就可以在奖金数上再额外增加5%。这就表示明年会 有40%的增加。如果你完成业务目标。 EDWARD GREEN: Okay, if you make that a seventeen percent salary increase, I think we can reach agreement. 爱德华•格林: 好的，如果薪水增加17%，我想我们就可以达成一致了。 DON BRADLEY: Okay. 堂•布拉德利: 好的。 CLIVE HARRIS: Sally, we very much appreciate your efforts to make this product possible. I have a small token of our gratitude which I would like you to have. 120 《 步入商界 》 克莱夫•哈里斯:萨利，我们很感激你促成这个产品的实现。我有一点小礼物表达我们的谢意，请你接受。 MS WONG: This is very kind of you. 黄女士: 你太好了。 EDWARD GREEN: Which just leaves the matter of the car. 爱德华•格林: 这就是说只剩下车的问题了。 DON BRADLEY: But Edward, I said the salary increase was conditional on you making a concession on the car. 堂•布拉德利: 但是爱德华，我说过了薪水增加是以你在车的方面做出妥协为条件的。 EDWARD GREEN: I?ll accept a smaller car. 爱德华•格林: 我可以接受小点的车。 DON BRADLEY: Alright. Now let?s go through these points once more. Clive is going to kill me. Where did you learn to negotiate, Edward? 堂•布拉德利: 好吧。现在我们再过一遍这些要点。克莱夫会杀了我的。爱德华，你是在哪儿学的谈判技巧啊, EDWARD GREEN: You taught me everything I know, Don. 爱德华•格林: 堂，我所有的都是你教的啊。 JENNY ROSS: Good night Geraldine. 詹妮•罗斯: 杰拉尔丁，再见。 GERALDINE: Good night. 杰拉尔丁: 再见。 ????New words and expressions生词和短语???? commintment 投入/许诺 contribution 贡献 proposal 提议/建议 salary 薪水 package 小包 bonus 奖金/津贴 draft contract 合同讨案 overcome 克服 /征服 insist 坚持/坚决 targets 目标 121 《 步入商界 》 gratitude 感激 /谢谢 condittional 符条件的 concession 让步 122 《 步入商界 》