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实用外贸英语会话3 �=NV=� `Ü~éíÉê=R fåèìáêóI=lÑÑÉê=~åÇ=`çìåíÉêJçÑÑÉê ���������� �� !"�� �� !"#$%&'()*+,-./0 ���������� 1. �� !"#�� �� !"#$%$& 2��� !"#�� �� !"#$%&' 3��� ! "#$%$& 4��� !"#$%&' �� !�� !�� !�� !�� ! 1������ !"#$�� !�Inquiry�Enquiry���� !" #$%&'�! �� !"#$%&'...

实用外贸英语会话3
�=NV=� `Ü~éíÉê=R fåèìáêóI=lÑÑÉê=~åÇ=`çìåíÉêJçÑÑÉê ���������� �� !"�� �� !"#$%&'()*+,-./0 ���������� 1. �� !"#�� �� !"#$%$& 2��� !"#�� �� !"#$%&' 3��� ! "#$%$& 4��� !"#$%&' �� !�� !�� !�� !�� ! 1������ !"#$�� !�Inquiry�Enquiry���� !" #$%&'�! �� !"#$%&'� ()*�� !"#$%&�� !� 1) �� !�General Inquiry���� !"#$ �����Catalogue���� ! �� �Price-list or Quotation sheet�����Sample�����Illustrated Photo Print��� 2) �� !�Specific Inquiry���� !"#$%&�Name of the Commodity��� ��Specifications�����Quantity�����Unit Price���� �Time of Shipment�� �� !�Terms of Payment��� �� !"#$%&'%()��� !"#$�� !"#$%&'()*+,- ���� !"#$%&�� !"#$%&'()�� !"#$%&'()*� �� !"#$ %&�'()�� !"#$%�� !"#$%&'()*+, �� !"#$ 2. �� !"#$%$&� Could you give us some idea about your price? �� !"#$%&'()* � Do you offer FOB or CIF? �� !"#$%&'()%* � How long does your offer remain valid/ firm/ open? �� !"#$%&'() � Will you let us know what your terms of payment are? �� !"#$%&'() Please make us an offer within this month since we have made an inquiry for your � � ! " # $ % �=OM=� products. �� !"�#$%&'()*�� !"#$%&' Please send us your best offer by the Internet stating payment terms and time of shipment. �� !"#$%&'()*�� !"#$%&'( Full information as to prices, quality, quantity available and other relative particulars would be appreciated. �� !"#�� �� !"#$%&'() 3����Offer���� !"#$%&'()!*+,-�� !"#$%&'()* �� !"#$%&'()*+,-�� !"#$%&'()*+ �� !"#$%����Firm Offer��� �Non-firm Offer���� !"#$ �� !�� !"#$%&'( )*�� !"#$!%&'(")*+!, ���� !�Offerer��� !"#$%&'()*""+,-./�� !"# �� �� �Offeree��� !"#$%&'()*+,-.%/0�� !"# �� !"�� !"#$%&'()*+,� 1) �� !"#$%&'()*�� �� �About�� �� !�Reference Price�� �� !"#$%& 2) �� !"#$%&'()�� !"#��� �!�Quality���� �� �Packing�����Price�����Shipment���� !"�� �Validity��� 3) �� !"#$%&'()*���� !"#$%&�Subject to Our Final Confirmation���� !"#$%�Subject to Goods Being Unsold�� ���� !"#$%&'()$*+,�� !"#$%&'()*+,-'. ���� !"#�� !"#$%&'()*+,�� !"#$%&'�� ! �� !�� !"#$%&'(�� !� without engagement �� !" subject to prior sale �� ! All quotations are subject to our final confirmation unless otherwise stated. �� !"� �� !"#�� !"#$!%&'( Our offer is subject to approval of export licence. �� !"# $"��� !" ��� 4. �� !"#$�� � to offer for ��� ! to make an offer for ��� !�� ! � firm offer �� non-firm offer �� � to accept an offer �� ! to entertain an offer �� ! � to give an offer ��� ! to submit an offer �� ! � official offer �� !�� ! 5����Counter-offer���� !"�� !"#�� !"#$%�� �Negotiation� �� �� �� !"#$% &'()*+,-./01�� !"#$%& ���� !"#$%&'()*+,-�� !"#$%&'()**+,-�� �� !"�� !"#$%&'()*� �=ON=� C h a p t e r 5 � 1) �� !"#$%&'()*� � 2) �� !"#$%&'()� � 3) �� !� � 4) �� !"#$%&'( 6. �� !"#$�� offeror ���� ��= offerer� offeree �� ! offering �� offer letter �� offer sheet �� !" offer list/ book �� offer price �� offering date �� !"# offering period �� concentration of offers �� ! combined offer �� �� ! � lump offer �� ! bid n. �� �� �� 7. �� !"#"$� I think that the price of your products is on the high side. �� !"#$%&' With your price I’m afraid you’ll stand very little chance of obtaining the business. �� �� !�� !"#$%&'()*+, To have this business concluded, you need to lower your price at least by 10 percent, I believe. �� !"#$%&'(�� !"# 10%� Our price is reasonable, compared with that in the international market. �� !"#$% �� !"#$%&'()!* Let’s meet each other halfway. �� !"#$% 8. �� !"#$%&'� 1) FOB FREE ON BOARD�...named port of shipment���� !"��� !"#$%�� �� !"#$%&'()*+,#�')*-./0123 �'(456�� �� !"#$%&'()*+,��-./01&234FOB�� !"#$% �� �� !"#$ 2) CIF COST�INSURANCE AND FREIGHT(...named port of destination)��� !"#$% ����� !"#$%��� !"#$%&'()*+,-$*+./0123 �� !"#$#%&'�� !"#$%&'()*+,-. !/0123(4 ���� !"#$%&'�� !"#$%&'()*+,�� !"#$%&# �� ! 3) CFR COST AND FREIGHT�...named port of destination���� !"#��� !"# ����� !"#$%&'()*+,-.�� !"#$%& '()*+!+ �� �� !"#$%&'()*+,-. !/0123(456�� !"# �� �� !"#$#%&'() � � ! " # $ % �=OO=� 4) EXW EX WORKS�...named place���� !"��� !"#$��� !"#$"% ��� !�� �� !�� !"#$%&'�� !"#$%&�� !"#$ �� !"#$%&'(�)*+,-.�� !"#$%&�� !"#�$%& �� !"#$%&�'%()*+,-./�� �� !"#$%&'()* �Minimum Obligation��� ! �� !�� !�� !�� !�� ! 1. Complete the dialogues by translating the Chinese into English 1) A: We can quote you a price of US$60 per piece. 2) A: Does the price include any commission for us? 3) A: Will you quote us the price CIF Marseilles? 4) A: Are all your quotations CIF? 5) A: We offer Article No.3 at US$100 per dozen CIF New York. 6) A: The price you quoted is quite good for Europe, but a little too stiff for Asia. 7) A: Can you offer a quantity discount? 8) A: We can do business if you can reduce the price by another 2%. 9) A: Are there new prices acceptable, then? A: I can assure you the prices we offer you are very competitive. 10) A: What is the deadline for submitting the quotation? 2. Match the Chinese in the left column with their English equivalents in the right column 1) e 2) f 3) a 4) n 5) c 6) d 7) b 8) h 9) g 10) k 11) o 12) i 13) j 14) l 15) m 3. Translate the following sentences into English 1) We’re quite interested in your Drawn Work items. How about the supply position? 2) Here’s our inquiry list. You’ll find the required items, specifications and quantities all there. 3) Do you quote FOB or CIF? 4) Could you please make your prices CIFC5%? 5) To be frank, US$30 is really not acceptable. 6) Our price is in line with the world market. It’s workable. 7) I sincerely hope we can make a transaction. 8) Let’s split the difference and meet each other halfway. 9) When you compare the prices, you must take everything into consideration. 10) I can assure you the prices we offer you are very favorable. �=OP=� C h a p t e r 5 4. Choose the best word to fit the gap 1) B 2) C 3) A 4) D 5) C 6) A 7) B 8) B 9) D 10) C 5. Match the words 1-5 to their definitions A-G. There are two extra definitions you do not need to use 1) C 2) G 3) A 4) E 5)F 6. Make conversations according to the following situations and play the roles in class (Omitted) �=OQ=� `Ü~éíÉê=S `çããáëëáçå=~åÇ=aáëÅçìåí ���������� �� !"#$%&'()*+,-./0+123*45+67.89:;< ���������� 1. �� �� !"#$!%& 2��� !"#$%�� !"#$%&'($) �� !�� !�� !�� !�� ! 1. ���� ��� !"#$�� !"#$%&'()*+�����Commission� �� !"#!$%&'()*+# ",-./012345�� !"#$%&' �� !"#$��� !"#$�� !"#$%&'()*+,-./�� �� !�� !"#$%&'(�� !"#������� !"#$%&�� �� !"#$������� 2. �� !"#$�%&#��'()*�� !"#� �� !�"#��$ �� !�"#$" 3. �� !"#$��� !"#$%&'()�� !"#$%&'����� ! 200��CIF�� !��2�� !�US$200 per M/T CIF San Francisco including 2� commission���� !"#$%&'()*+,-./0�C��� !"#$%& ������� !200��CIFC2�� !"#�� !"#$%&'()�� ! �� !"�� !"#$%&'(����� !"#$ 25�� !�� !"# �� �� !"#$% 1�� 5�� !�� !" 4. �� !"#$� commissions earned �� ! commissions received in advance �� ! commission insurance �� ! commission system �� selling commission �� ! buying commission �� !" commission (com.) �� �� two items of commission �� ! �=OR=� C h a p t e r 6 all commissions �� ! to pay the commission �� ! rate or scale of commission �� commission transaction �� !"# commission agent �� !�� commission charges �� �� overriding commission �� ! commission on a sliding scale �� ! 5. �� !"#$%&� What about the commission? �� !"# Usually a 1% commission is given to our agent. �� !"#�� !"#1%�� ! We’ll give you a 3% commission on every transaction. �� !"#$% 3%�� ! We expect a 5% commission, of course. �� �� !"#$ 5%�� ! We’re usually pay a 5% commission of the amount for every deal. �� !"#$!%& �� !"# 5%�� ! The above price includes your commission of 2%. �� !"# 2%�� !"# The above price excludes your commission. �� !"#$%&'() This amount includes all commission. �� !"#$%&'()*+ Our quotation is subject to a 4% commission. �� !"# 4%�� !"# Generally speaking, commission depends on the quantity of goods ordered. �� !"� �� !"#$%&' You can get a higher commission rate if you order a bigger quantity. �� !"#$%& �� !"#$ It’s better for us to start business on commission basis first. �� !"#�� !"# �� !"#$%&' We don’t pay any commission on our traditional products. �� !"#$%&'�� �� We can’t agree to increase the rate of commission. �� !"#$%&'() A higher commission means a higher price. �� !"#$%�� !"#$ Is it possible to increase the commission to 4%? ��� !"#$% 4%�� 2% commission is not enough, is it? 2%�� !"!#$%& 6. ���� ����Discount��� !"#$%&'!()*+,-./0�� �� !"#$%&'�� !"#$%&'(�� !"�� !"#$�� ! �� !"#$%&'(�Quantity Discount���� !"#$%&'()&#*+ ��Special Discount��� !"#�Turnover Bonus����� !"#$%&' �� !"#���� !��� !"#$%&'()*+,-�� !"#$% �� !"#$%���� !"�� !"#$%&'()*�� !"#$%& �� !"#$%�� !"#$%&�� !"#�� !"#�� !"#$ ���� !"#$%&'()�� !"#$�� !"#$%&'()*+,- ���� !"#$�� !"#$%&'()*+ 7. �� !"#$��� !"#$�� !"#$%&'()*+,-./0123 ����CIF�� !" 200�� �� 3���US$200 per metric ton CIF London in- cluding 3� discount���� !"#$%��CIF�� !" 200�� � 3�� ! � � ! " # $ % �=OS=� �US$200 per metric ton CIF London less 3� discount���� �� !"#$%&' �� ����� !"# 6�� ! 8. �� !"��� !"#$%&'($)*+,-./01����CIF�� � ��2000�� ��2�� �� !"#$%&'()1960�� �� !"#$� �� !"#$ =���� !"#$�� ! �� !"#$ =�� !"#$%&' 9. �� !"#$%&� All right, I agree to give you a 15% discount provided you order 80,000 sets. �� �� � 15%�� !�� !" 80,000�� ! Anyhow, let’s meet each other halfway, how about 15%? �� !"�� !"#$15% �� !"#$ Only for special customers do we allow them a rate of 10% discount. �� !"#$%& ���� !" 10%�� ! But 10% discount is not enough for such a big order. �� !"#$%&'(10%�� �� ! Considering our long-term business relationship, we shall grant you special discount of 10%. �� !"#$%&'()*+,�� !"# 10%�� !"# I’m afraid I could not agree with you for such a big discount. In this way, it won’t leave us anything. �� !"#$%&'()*+,-�� !"�� !"#$%& This time I intend to place a large order but business is almost impossible unless you give me a better discount. �� !"#$%&'�� !"#$%&'()*+,�� �� !"#$%&' �� !�� !�� !�� !�� ! 1. Match the Chinese in the left column with their English equivalents in the right column 1) g 2) n 3) j 4) k 5) h 6) o 7) b 8) c 9) d 10) a 11) e 12) f 13) i 14) l 5) m 2. Translate the following sentences into English 1) It’s no possible for us to make any sales at this price. 2) But considering the high quality, our price is very reasonable. 3) If you could go a little lower, I’d give you the order right away. 4) Please show us the latest products. 5) We will provide good service and quality. 6) For such a big quantity, you should give us a discount. �=OT=� C h a p t e r 6 7) The maximum we can give is 5% this time. 8) You shouldn’t compare our goods with “water goods”. Ours are of superior quality. 9) You can’t expect us to give you a 40% discount. That will cost us an arm and a leg. 10) You know that the cost of production has been skyrocketing in recent years. 3. Choose the best word to fit the gap. 1) C 2) A 3) D 4) B 5) D 6) D 7) B 8) A 9) C 10) B 4. Fill in the appropriate word in gaps 1-10 from the box. There are two words you do not need to use 1) submitted 2) meet 3) uncompetitive 4) reduction 5) transaction 6) quality 7) quoted 8) idea 9) beyond 10) comparable 5. Make up short dialogues according to the situations provided (Omitted)
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