外贸英语话题王精品文档27页.doc

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1、如有侵权，请联系网站删除，仅供学习与交流外贸英语话题王【精品文档】第 27 页教 材 内 容一、商务会谈用语1.Organizeclientmeeting组织客户会议A:Hello.John.pleaseinviteallourclientstothe conferencenextweek.A:嗨，约翰，请你邀请我们所有的客户参加下个周的会议。B:HowshouldIgettheircontactinfo.B:我怎样才能知道他们的联系方法呢?A:GettheclientscontactinfofrommyRolodex.A:从我的客户联系单中找他们的联系方法。B:WhereshouldIput

2、themup?B:让客户在哪里住宿呢?A:HowabouttheHolidayInn?A:假日酒店怎么样?B:TheclientsliketheShangri-IaHotelmore.B:客户更喜欢香格里拉酒店。A:Well,theclientisalwaysright.A:好吧，客户永远是正确的.B:WhatelsewouldIprepareSir?B:还有什么要我准备的，先生?A:Pleaseprintoutthemeetingagendaformetolookover.A:打印一份会议的议程表给我看看好。B:Certainly.B:当然。A:AndmakesuretoreturnmyRo

3、lodextomydeskwhenyouaredonewithitA:你用完客户联系单之后，把它放回到我的桌上?B:Ofcourse.ImonitB:当然我会这么做的。2.Meet with customers客户会议A:Susan.can you tell me in a nutshell what the retail market is like in China?A:苏珊，你可以简单地告诉我中国零售市场的现况吗?B:Well. as per capital income goes up and up.the growth sector seems to be in the high-e

4、nd.B:哦，由于人均收入不断提高，市场的成长领域：似乎偏向于高价位商品。A:Retail is going upscale here? China is certainly growing more quickly than I had imagined.A：此地的零售进入高价位了?中国的发展比我想象得要快多了。B:Yes. Things certainly have changed since I was a boy. Weve developed very quicklyB：没错.现在的中国和我小时候完全不一样了，这里发展得很快。A:Do you think the trend will

5、 continue?A：你想这种趋势还会继续下去吗?B:I dont see why not. We do have some problems. but we are still willing to work hard and wages arent toohigh at this point.B：我觉得会!虽然是有一些问题，但我们仍愿意勤奋工作，而现阶段工资仍不算太高。A:Everything lve seen so far is very impressive. Very impressive indeed.A：到目前为止，我所看到的一切都令我印象深刻，的确十分深刻。3.Talkabo

6、utjob谈论工作A:Jane,themeetingisscheduledfrom1: 00thisafternoon.Haveyoumadethenecessaryarrangements?A:简，我们计划在下午1点钟开会，你都安排好了吗?B:Yes.Mr.Miller.Wellusetheconferenceroomonthethirdfloorforthemeeting.B:安排好了，米勒先生。我们将使用三楼的会议室开会。A:Thatsright.Themeetingisveryimportant.A:很好，这个会议很重要。A:Whereshalltheguestsbereceivedb

7、eforethemeetingbegins?A:开会前我们在哪里接待来宾?B:Inthediningroom.Itsspaciousthere.B:在餐厅吧，那里比较宽敞。A:Wellhaveseveralforeigngueststoattendthemeeting.A:我们还会有几位外宾来参加会议B:Ivearrangedforaninterpretertobepresent.ButitissaidtheseforeignerscouldspeakEnglish.B:我已经安排一位口译员，不过我听说这些外宾都会讲英语A:Really?Illalsotrytospeakslowly.Howw

8、ouldyouarrangetheguestsseats,Jane?A:是吗?不过，我还是会讲慢一点，你怎么安排来宾就座呢，简?B:Wevepreparednamecardstobeputontheconterencetableforgueststositby.Whattimewouldyoulikerefreshmentsserved.B:我们已经准备了姓名卡片放在会议桌上，让来宾按此就座。您希望在什么时候供应点心，米勒先生?A:Well,aftermyreport,therewillbeanintervalforrestandrefreshments.A:哦，就在我做完报告后的休息时间供应

9、点心吧，B:Allright,Isee.B:好的，我明白了.4. Arrange the negotiate安排谈判A:Mr. Zhang. Please come and sit down.A:你好，张先生。请坐。B:Thank you. Im so glad to see you again.B:谢谢。很高兴再见到你。A:Me too.A:我也是。B:Im also pleased that we have been doing business so well with each other and our cooperation over the years has been a fr

10、uitful one.B:我也很高兴我们之间的贸易关系能保持得如此良好。我们双方的合作是我们多年来合作关系中，有成果的一个。A:Im glad that you are satisfied with the service we provided.A:很高兴我方提供的服务满足贵方的要求。B:As you know,one of the purposes of my present visit here is to discuss ways of strengthening the relationship between us.B:你知道，我这次拜访贵公司的其中一个目的是讨论如何加强双方的关系

11、。A:This idea is exactly mine. As a matter of fact,I was going to mention that we still had some capacity at the Vietnam refinery.A:这也正是我的想法。事实上，我想说的是我们在越南的炼油厂还有生产能力。B:Thats interesting. We are going to expand our gasoline import at the moment. It would certainly be easier to deal with an old and rel

12、iable friend than to establish a new relationship. Of course.it depends on the processing fee you will offer.B:太好了。我们正想扩大汽油进口。与可靠的老朋友打交道显然比建立新的业务关系容易多了。当然，这取决于贵方的加工费。A:I think we can work out something there. As a rule.Ourprocessing fee decreases with the amount of crude oil we sell.A:我认为我们可以解决这个问题，

13、作为惯例，我方的加工费会依据原油销售量的增加而减少。B:Good. I think thats something we can talk about in detail later. At present,we are going to buy 6,000 tons of gasoline for our company.B:好的，我想我们稍后可以讨论下细节我们公司欲购买六千吨的汽油。A:Thats very good.A:太好了。B:Can you provide it right from the stock?B:贵方能从库存里提供吗?A:Yes.of course.A:当然可以。B:T

14、hats good，Can we determine the price according to the internationally accepted standard?B:太好了我们可以根据国际标准确定价格吗?A:Sure.A:当然可以。B:Good. Now I must try to get a vessel. And if everything goes on well,we can expect to draft and sign a contract soon.B:好的。现在我得想法联系船运的事了，如果一切顺利的话，我们很快就可以起草和签订合同了。A:Good. Well g

15、et the necessary document drawn up.A:很好，我方会把需要的文件草拟好.B:And well follow the usual signing procedures，shall we?B:我们将按照通常的签约程序进行可以吗?A:Yes.thats the best.A:是的，那样最好不过了，B:But Im afraid wed have to negotiate other terms and conditions concerning this transaction，shall we?B:但我想我们还需就合同的相关条款进行协商。A:If you feel

16、 it necessary. lets think them over this evening and meet here tomorrow afteroon.A:如果你觉得有必要，晚上可以仔细考虑一下，我们明天下午再谈B:Thats good. See you tomorrow.B:好的，明天见A:See you.A:再见。5. Make a product presentation产品介绍A:Thank you. Im very glad to be here. As Ms.Tina said, the purpose of my presentation today is to fam

17、iliarize you with the new EBP. As you probably know, EBP stands for Electronic Book Player. Our company put the original EBP on the market a year ago, but we have since all developed an improved model which we believe will be a big seller in both China and the U.S.A:谢谢，我很高兴能在这儿演讲。正如蒂娜女士所说，今天我讲演的目的就是

18、向大家介绍新的电子书。我想大家可能已经知道，EBP就是Electronic Book Player（电子书）的缩写。一年以前我们推出EBP到市场上。之后我们公司又继续研发出一款改良型产品，我们相信在中国和美国都会非常畅销。B:Ms.Yang, can you tell us in what ways the new EBP is better than the old model？B:杨女士，您能不能为我们介绍一下新款的EBP在哪些方面比旧款的好？A:Certainly. First of all, the old model had a rather small screen, so not

19、 much information could appear at one time. So on the new model, we have made the screen much bigger and.A:当然。首先旧款因为画面小，所以无法显示很多的信息。而在新款机种中，我们把画面加大了许多。还有B:Excuse me, but what are the EBPs mainly used for?B:对不起，请问EBP最主要的用途是什么？A:Oh, there are many uses and Ill explain them in detail a little later. Fi

20、rst, Id like to.A:噢！它有很多用途，稍等一会儿，我会详细地加以说明。首先，我想要B:Before you go on. Ms Yang, could you tell us if the original EBP sold well in the U.S.?B:杨女士，您能否先告诉我们，旧款的EBP在美国是否卖得很好？A:You were right, Mr. Tim. Your colleagues do want about it.A:蒂姆先生，正如您所说，您的同事们真的想知道有关EBP所有的一切。6. Product Quality产品质量A:Wed like to h

21、ave you help straighten out the trouble concerning the bicycles.A:我们希望您能帮我们解决有关自行车产品的麻烦。B:OK, can you give me the facts?B:当然，能讲讲情况吗？A:We have here a copy of the inspection certificate issue by the Commodity Inspection Bureau and a set of photos. The inspection certificate states that the bikes were

22、found rusty when they were unpacked and the photos taken on the spot back up the findings.A:这是商检局开具的检验证明书副本和一组照片。检验证明书上说，开箱时发现自行车已经生锈，这些当场拍的照片能证明这点。B:Are all our bikes like this?B:我们的自行车都这样吗？A:Not all, there are 5 of them that have rust stains.A:不是全部，五辆有锈斑。B:This is very unfortunate. Our manufacture

23、r has always attached great importance to the quality of their products. But maybe the rust stains are due to dampness at sea. If thats the case, the liablity should rest with the insurance people.B:真是太不幸了。我们的厂家对他们的产品质量向来很重视，也可能这些锈斑是海上受潮造成的。如果那样的话，就应该由保险公司负责。A:But our experts are of the opinion that

24、 the rust stain are not due to dampness but to poor workmanship. Please look at the picture. They surely prove that the derusting of the bikes before plating was not thoroughly done.A:但是我们的专家认为，锈斑并不是由于受潮所致，而是由于手工艺粗糙造成的。请看照片，可以肯定证明，电镀之前，自行车的除锈工作搞得不彻底。B:Well, it seems that manufacturers have not lived

25、 up to their standard in this case.B:嗯，看来这次厂家没有达到他们的操作标准。A:On the strength of this evidence, the responsibility rest with the producer and not with the insurance people. Its obvious that the manufacturers didnt strictly observe the proceeding requirements as stipulated in our contract.A:证据表明，责任是生产商方

26、面的，不在保险公司方面。很显然，厂家没有严格遵照我们合同中规定的加工要求做。B:Well, Im very sorry for this. Well replace the defectively bikes with new ones.B:对此，我深感抱歉，我们有毛病的自行车都换成新的。A:Thank you for sorting out the matter for us.A:谢谢您把这事解决了。7. Introductionofproductofthesamesort同类产品介绍A:Strangelookinghandleonthatcoffeemug,isntit？A:那个咖啡杯的握

27、把看起来很奇怪，不是吗?B:Wesubmittedtwodesignstoourbuyers.Thisoneandonewiththemugindentedtoformagrip.Theychosethisone.B:我们提供两种样式给本公司客户。这一种，还有另一种是锯齿状的握把，他们选择这一种。A:Whatstheadvantage?Price，Isuppose.A:它的优点是什么?我想是价格吧!B:No,thistypecleansbetter,nocrevicesbetweenthebodyandhandlejoint.B：不是的，这一种容易清洗，在杯身和握把之间没有缝隙。A:Whatd

28、eliveriesareyouquotingnowadaysonorderssuchasours?A:如果我们要订货，几时可以交货呢?B:Wecanmakeshipmentwithinonemonthfromreceiptoforder.B:我们会在接到订单后一个月内交货。A:Youdontdomuchinporcelaintilesandornamentsdoyou?A:贵公司不太经营瓷砖和装饰材料，是吗?B:Wedoafairamountintilesandininsulatorsforelectricaappliances.Butkitchenwareandtablewareareour

29、mainlines.B:我们经营相当数量的瓷砖，以及电器用品的绝缘体。但是厨房用具和餐具是本公司主要系列产品。A：Isee.Well，keepupthegoodwork.Seeyoulater.A：我明白了。好，继续保持你们的优良业绩吧!下次见。8. Products competitive edge产品的竞争优势A:Whats your products competitive edge？A:你们的产品的竞争优势是什么？B:You have probably noticed that our products prices are competitive. Besides.we can pr

30、ovide more superior products than other companies at the same price.B:你们可能已经注意到了我们产品的价格很有竞争力。此外，在相同的价位上，我们能够提供更加优质的产品。A:We need your detail explanation.A:我们需要你详细地解释一下。B:It means that if you place a big order.we usually allow 15% for a trade discount. And our products feel more slip. colorful and fad

31、dish than others. You can have a look.B:如果你们下大宗订单，那么我们通常给你们15%的折扣。而且，我们的产品感觉起来更加顺滑，颜色更多，而且更加时尚。你可以看一看。A:It sounds goodand how about its quality: We only book for the best.A:听起来不错。你们产品的质量怎么样？我们只订最好的。B:We always sell the best. You can believe us at this point.B:我们一直卖优质产品。这点你可以相信我们。A:OK! How long dose

32、it take you to deliver if we order 1000 piece of silk.A:好。那如果我们预订1000件丝绸，交货需要多长时间？B:Within 2 weeks once we receive your orders.B:收到订单后两个星期内交货。9. Check terms商定条款A:We like to buy 2000 tons ofrice from your company. Can you give me an indication of your prices?A:我们想从贵公司购买2000吨大米，可以了解一下你们的大概价格吗?B:With p

33、leasure.You will findthat we have give you the most favorable price in our business.B:给您提供的是最优惠的价格。B:Ok,let me have a look. Weshall be glad if you will quote us the best discount for cash off your listprice for cash for this quantity.B：好的，让我看一下对这样数量大又是现金支付的货物来说.如果贵方能最大让利的话我们会很高兴的A:Please feel assure

34、d that wewill give you the best discount we can give.A:请放心，我们一定会给您提供我们所能给的最大的折扣。B:Thank you very much. I alsowant to know how long it will take to make delivery.B：非常感谢。我还想了解一下你们通常要多久才能交货。A:Three months. Would youaccept delivery spread over a period of time？A:三个月、不知你们能否接受在一段时间内分批交货?B：Yes.we normally

35、do.B：是的，我们通常接受.10、Place an order with condition限定条件订货A:Im ready to place an order with you,but only one condition that the goods are confined to Australia.Can you do that？A:我现在准备向你们订货，但是唯一的条件是货品只限卖给澳大利亚的敝公司，你们能办到吗?B:Well.Ihavent made such arrangements with the factory yet.So Id like to make sure if

36、it is acceptable to the factory before making a commitment to you.B：哦，我还未曾跟工厂有过如此的约定，因此在我回答你之前，得先向工厂方面确认一下，这样是否可以接受。A:All right,but Im busy. How long will it be before you can finish the talk？A：好的，但我很忙，你和他们谈话需要多久?B:I wont be too long,I suppose. Just let me ring them , will you?B：我想不会耽搁很久的，请让我打个电话给他们

37、，可以吗?A:Go ahead.A:请。B:Thank you.B:谢谢。11. Explanation解释说明A:I think these patterns are quite good.Can you give me a price indication of these?A:我觉得这些样式都非常好您能告诉我它们大概的价格吗?B:Of course. its my pleasure. Well quoteyou the lowest price prevailing.B：可以，我非常愿意我会给您报现行的最低价格A:Thank you very much. If your price is

38、suitable .then we can make further discussion of contract.A：非常感谢。如果价格合适的话我们就可以就合同内容进一步讨论B:Here is our price list.our terms are cashwithin three months of date of delivery .if you can pay it within one month.weII give you a discount of 10% .B：这是我们的价目表我公司的付款条件足交后三个月内支付现会，如果贵公司能在一个月内付清货款的话，我们还能再给您打几折A:

39、Very good. How many goods do you have?A：非常好,请问您有多少件这种商品?B:Can you tell me how many goods you intendto order?B：您能不能告诉我这种产品你们想订多少?A:We want to order 900 dozenA：我们想订900打。B:The most we can offer you at present is600 dozen.B：目前我们至多能提供600打12. Payment terms付款条件A:We are interested in your pure silk.but Im w

40、ondering about the price. How much you possibly offer us?A:我方对贵方的真丝面料很感兴趣，但我在考虑价格问题。不知道贵方要出什么价呢7B:Its $ 120 per yard including a 5% discount.B:真丝每码120美元，其中包括5%的折扣。A:Thats much higher than I expected.Can you come down a bit？A:价格比我想象中要高得多.能否降低一点呢?B:But if you placed a larger order.we would increase th

41、e discount to 10% .B:如果你们订的再多一点的话，我方愿将折扣提到10%。A:Supposing we agreed to your price.what payment terms could you offer us？A:那假如我们接受贵方价格，你方能提供什么付款条件呢?B:Maybe we would consider a longer credit period.B:也许我们会考虑延长信用期。A:That would be nice. Lets call it a deal.A:那太好了。就这么决定了。13. Discount折扣A:We can offer you

42、a 5% discount.A：我方可以给贵方5%的折扣。B:You price is rather out of line，much higher than we expected. We cant buy with your offer.B：贵公司的价格太离谱了，比我方所预料的要高得多。我们不能接受这一价格。A:Well.what do you suggest then？How about 8% ？A:恩，那你的意思是什么? 8%的折扣怎么样?B:When we say your prices are much too high.wedont mean the are higher onl

43、y by 2 0r 3 percent. If we are to place an order with you.I think a discount of about 15% would be sufficient.B：我们说你们的价格太高，并不是说仅仅高出2%或3%。如果我们要向你们定货，我认为大约15%的折扣倒还是差不多。A:What？You want to drive me bankrupt! You cant expect us to make such a large reduction.A:什么?你想让我们公司破产吗!我们不可能打这么低的折扣.B:Theres no point

44、 in making a counter offer because the gap is too great.B:由于相差太悬殊，讨价还价也没有什么意义。A:How about lO%? This price is already a little tight.our profit margin is not that large.A:怎么样?这个价格已经有点勉强了，我们的利润没有那么高的。B:Ok.I can settle for that.B:好吧，成交。14. Compromise折衷A:Were considering of ordering 200 computers , but

45、Im wondering about the price youll possibly offer.A:我们正考虑订购200台电脑，但不知贵方的给出的价格是多少？B：Our price will be not less than $5000.B：$ 5000 一台大概是我们能出的最低价格。A:Your price is higher than I expected. Could you give us a little discount?A：价格比我想象中要高。能给我们打点折吗?B:This is already our best price.B：这已经是我们最优惠的价格A:But the p

46、rice is always negotiable and you should consider our quantity of order.A：可是价格总是可以商量的嘛，而且你们应该要考虑我们的订货数量。B:Well,what would you suggest?B：好吧，那你们觉得什么价格合适呢?A:Could you make it $ 4500?A:能否把价格订在每台$4500?B:Im afraid that there is no room to negotiate the price. This is the best price we can quote.B:恐怕价格上已经没有商量的余地了，这是我们最低的报价。A:Can we meet each other half way？A:能折衷一下吗?B:What do you mean?B:什么意思?A:Lets close the deal at $4800，OK?A：让我们以每台$ 4800敲定这桩生意，好吗?B:You drive a hard barg