外貿(mào)英語對話(第四版)-全套電子整本書電子教案教學(xué)教程整套課件

INTER-LESSON(I)

Review

AnswerKey-translation1) Youhadbetterhaveatalkwithhimyourself.2) Asallthepeopleareherealready,wemightaswellbegin.3) We’dratherhaveyourlowerquotationthanacommission.4) I’dratherhaveyourCIF(price)thanFOBprice.AnswerKey-translation5) SinceMr.Wangisnotfreetomeetusnow,wemightaswellhavealookatthesamples.6) Youhadbettergiveusaprice-listbeforethetalk.7) Asthegoodsyouwanthavegoneoutofproduction,youmightaswelltrythisnewstyle.8) We’dratherreduceourpricethanlosethebusiness.AnswerKey-translation1) Ourusersareinterestedinakindofspecialalloysteel.Ihaveaninquiryherefor50tonsofthatalloysteelwhichIhopeyoucansupply.2) Asthespecificationsarerathercomplicated,couldyougiveusawritteninquiry?3) Wehopeyouwillbringussomesatisfactorynewsaboutourlastinquiry.AnswerKey-translation4) Ifyouareinapositiontosupply,Ihopeyouwillsendusanoffertogetherwithyourcatalogueandprice-lists.5) Someofourclientsareinterestedinyourproducts.Ifyourtermsarefavorable,youmayexpectalargeorderfromus.6) Wearetoldthatyouareinapositiontosupplyhighqualitycopperwire.Couldyoutelluswhatquantityyoucanofferfordeliverynextmonth?AnswerKey-translation7) Weunderstandthere’sagooddemandformachinetoolsinyourmarket.Hereisouroffersheetforyourconsideration.8) Wearesorrythisitemisoutofstockforthetimebeing.9) Ifyouthinktherearebusinesspossibilitiesinthisline,wewillbegladtosendyousamplesandfurtherparticulars.AnswerKey-translation10) Weunderstandthere’sagooddemandforourbasketwareinyourmarket.Wewouldappreciateyourmakinganefforttopushthesaleofthisitem.11) Wecan’tclosebusinessatthatprice.12) Ifyouinsistonyouroriginaloffer,wecanhardlycometoterms.13) Yourcounter-offerismuchtoolowtobeacceptable.AnswerKey-translation14) Wehavenostockofthisitematpresent.We’llcontactyouagainassoonasfreshsuppliescomein.15) We’llkeepinmindyourrequirementforoursoyabeanandwillcontactyouwhenitisavailable.16) I’msorrytosaysuchgoodsasrequiredbyyouarenolongerinproduction.Herearesomesamplesofgoodsofevenbetterqualityforyourselection.17) Weareunabletoacceptyourofferasothersuppliershaveofferedusmorefavorableterms.AnswerKey-translation18) Paymentistobemadebyaconfirmed,irrevocableLetterofCredittobeopenedinourfavor.19) AsaspecialcasewemayconsideracceptingpaymentbyD/P.Thiswillmakeitmucheasierforyoutopushthesaleoftheseproducts.20) TheletterofcreditmustreachusnotlaterthanOctoberandremainvalidforfifteendaysafterthedateofshipment.AnswerKey-translation21) InviewoftheinstabilityofPoundSterling,wewouldsuggest,inyourowninterest,thatyouestablishyourL/CinRenminbiwiththeBankofChinainLondon.22) ConsultyourbankandseeiftheyareinapositiontoopenLettersofCreditinRenminbi.23) We’llbookyourordernow,sothatshipmentcanbemadepromptly.24) Wealwaysmakeoffersaslowaspossiblesoastoconcludemorebusiness.AnswerKey-translation25) PleaserestassuredthatwehavepassedonyourenquirytotheShanghaiBranch.26) Thesupplyislimitedandnofurtheradvicewillbegivenforanychangeinpriceatanytime.Youarerequestedtoplaceyourorderassoonaspossible.27) Aftermanyexperiments,ourmanufactureris,atlast,abletoproducesyntheticbristleinlargequantities.AnswerKey-translation28) Wearenotinapositiontoeffectanearliershipment,becausethereisnoshipsailingtoyourportthisweek.29) Tobefrankwithyou,yourreductionoftwopercentinpricedoesn’thelpmuch.INTERLESSON（II）

ReviewAnswerKey-translationA:Mr.Brown,we’vesettledthetermsforthecontractingeneral,andwearegoingtopreparethecontractaccordingly.Couldyourepeatthetermssothatnomistakesaremade?B: Youareright.I’llrepeat:liquidcrystalHD(HighDefinition)colorTV-set,50000sets,46inches,“SONY”BrandatUS$300persetCIFShanghai,ShipmentFeb.toJune2011,10000setseachmonth,paymentbyL/Cpayableagainstshippingdocuments.AmIright?AnswerKey-translationA: Yes.Butyoumissedonepoint,towhichwepaygreatattention.B: Oh,yes,it’sthepacking,isn’tit?A: Yes.B: EachTV-setistobewrappedinaplastic-filmbag,fixedwithhardfermentedplasticpadding,andputinacarton.Outside,itistobestrengthenedbynylonstraps.AnswerKey-translationA: Right.Don’tforgettostencil“HANDLEWITHCARE”,“FRAGILE”andanyotherrelativeshippingmarksonthecartons.B: Ofcourse.Noneedtoworryonthatpoint.UNITONE

BusinessInquiries

Words&Expressionsparticular a.特定的，具體的steelhardwareassortment n.鋼質(zhì)小五金組合套裝catalog(ue) n.目錄requirement n.需求inquiry n.詢價(jià)offer v.&n.報(bào)價(jià)indicationofprice 估計(jì)價(jià)格subjectto ad.在……條件下Words&Expressionsdiscount n.折扣commission n.傭金manufacture n.（大量）制造salesliterature 銷售說明書favorably ad.有利地competitive a.有競爭力的specifications n.規(guī)格receipt n.收到Words&Expressionscovering n.有關(guān)coveringL/C 有關(guān)信用證compare v.比較elsewhere ad.在別處chaindepartmentstore 連鎖商店tobeinterestedinsth. 對……有興趣subjecttoourfinalconfirmation以我方最終確認(rèn)為準(zhǔn)Words&Expressionsplaceanorder 訂貨offerinthisline 在這一方面提供ourpricescomparefavorablywith…我方價(jià)格比…優(yōu)惠…madeaccordingtospecifications 定制（按預(yù)定規(guī)格做）……salesconditions 銷售條件pricesheets 價(jià)格單makedelivery 交貨Words&Expressionsasarule 一般說來，通常3monthsafterreceiptofthecoveringlettersofcredit 接到有關(guān)信用證后三個(gè)月內(nèi)CIFVancouver 溫哥華到岸價(jià)FOBprices 離岸價(jià)firmoffer 實(shí)盤UsefulPhrasesandExamples1. tobeinterestedin…對……有興趣Weareinterestedindevelopingbusinessrelationsbetweenus.2. subjectto以……為準(zhǔn)，有效Subjecttoourfinalconfirmation,wearesendingyouourofferasfollows.3.placeanorder訂貨Wewishtoplaceanorderwithyourcorporationfor10000bicyclesUsefulPhrasesandExamples4.comparefavorablywith比……優(yōu)越，有利Ourconditionsofsalescomparefavorablywiththoseofferedbyothermanufacturers.5.makedelivery交貨Weshouldliketoknowhowsoonyoucanmakedeliveryofthegoods. 6. asarule通常Asarule,allthepricechangesmustbeapprovedbythesalesmanager.UsefulPhrasesandExamples7. afterreceiptof收到……之后Wehaveworkedoutourofferforthiscommodityafterreceiptofyourenquiry.8. We’drather…than…我們寧愿……而不……We’dratherfillourneedselsewherethankeepourenquiryopenindefinitely.9. workout寫出，報(bào)出Wehaveworkedoutascheduleforourdiscussions.Pleasehavealook.UsefulPhrasesandExamples10. Ouroffersremainopenfor3days.我方報(bào)價(jià)三天有效。Ourofferisgood/firm/validforaweek.

AnswerKey-cloze1) Wouldyoutellusthequantityyouwantsothatwemayworkouttheoffer?2) PleasemakeyourquotationsonaCIFbasis.3) Iwanttoconcludesomesubstantialbusinesswithyouthistime.4) Iusuallygeta5%commissionfrommysuppliersformyimports.5) Wearethinkingofplacinganorderwithyourfirm.AnswerKey-cloze6) MayIknowwhatparticularitemsyouareinterestedin?7) Allthepricesinthelistaresubjecttoourfinalconfirmation.8) Weshall,ofcourse,arrangeforshipmentofthegoodsafterreceiptofyourL/C.9) Oneofourclientsisinterestedinyourproductsandwishestohaveyourquotationsforthem.10) Wehavereceivedaninquiryfromoneofourclientsforyour“Giant”Brandbicyclesandarelikelytoplacealargeorderwithyouifthepriceisfavorable.AnswerKey-translation

A: MayIseethemanager?B: I’mafraidheisn’tin.IsthereanythingIcandoforyou?A: Yes,Ihavebroughtsomecataloguesofmachinetools.Iwonderifanyofyourenduserswouldliketohavealookatthem.B: Theycertainlywould.Wouldyouleavethemwithme?A: Wearesuppliersofmachinetoolsofvarioustypes.Ithinkyourenduserswillbeinterestedinsomeofournewproducts.AnswerKey-translationB: We’rethinkingoforderingsomespecialkindsofmachinetools.Wewouldbeinterestedinyourproductsiftheyareofthetypeswewant.A:Asyouprobablyknow,wealsotakeordersformachinetoolsmadeaccordingtospecifications.B: Howlongwouldittakeyoutodelivertheorders?A: ThreemonthsatmostafterreceiptofthecoveringL/C.Itwouldtakelongertodeliverthespecialorders,thoughneverlongerthansixmonths.AnswerKey-translationB: Verywell.I’llsendyourcataloguestothosewhoareinterestedin.Meanwhile,mayIhaveanindicationoftheprice?CanIhaveyourpricesheet?A: Yes,ofcourse,hereyouare.Ourpricescomparemostfavorablywithquotationsyoucangetfromothermanufacturers.You’llseethatfromourpricesheet.Thepricesaresubjecttoourconfirmation,naturally.AnswerKey-translation

B: AllyourquotationsareonanFOB.Vancouverbasis.MayIaskifyouallowanydiscount?A: Pleasetellmewhatyouhaveinmind.B: FromEuropeansuppliersweusuallygeta5%discount,andsometimes10%.A: Ifyourorderislargeenough,we’llconsidergivingyousomediscount.B: Fine!We’llnegotiateafterwedecidehowmanymachinetoolswearegoingtoorderfromyou.A: WhenshallIhearfromyou?B: NextFriday.

UNITTWO

OnPriceWords&Expressionsconclude v.成交bristle n.豬鬃poundsterling n.英鎊soar v.高飛，（物價(jià)）猛增source n.來源synthetic a.合成的，人造的ignore v.不顧substitute n.代用品Words&Expressionsclient n.客戶proposal n.報(bào)價(jià)，建議fertilizer n.肥料benefit n.得益beneficial a.有益的result v.結(jié)果bulkgoods n.大批貨，散裝貨comparable a.可比較的，類似的Words&Expressionsaccordingly ad.相應(yīng)地merely ad.僅僅，只不過exceed v.超過tobeaptto 有……傾向的Theofferisvalidfor… 報(bào)價(jià)有效期是……tomakesalesof…topushsalesof 推銷marketsforbristleshavegoneup 豬鬃行情上漲。Ican’tagreewithyouthere.在這一點(diǎn)上我不能同意你Words&Expressionsfromothersources 從其他來源（供應(yīng)者）long-standingrelationship 長期形成的（悠久的）關(guān)系We’llhavealotofdifficultiesinpersuadingourclients... 我們將難以說服我們的主顧……proposalforfertilizers 化肥報(bào)價(jià)toourregret 令我們遺憾的是equality,mutualbenefitandexchangeofneededgoods 平等互利和互通有無Words&Expressionstakingeverythingintoconsideration 在全面考慮之后shippingspace 艙位withoutengagement 不受約束的togetthebusinessdone 為了做成買賣supplyexceedsdemand 供過于求beapttocontinue… 傾向于繼續(xù)……UsefulPhrasesandExamples1.toourregret我們感到遺憾Toourregret,yourproductqualityisnotuptoourexpectedstandard.2.ship(v.)裝運(yùn)ThecargomustbeshippedbyChinaForwardingCorporationwithwhomwehaveafive-yearcontract.3.withoutengagement不承擔(dān)義務(wù)Unlessotherwisestated,ourquotationsinthisoffersheetaregivenwithoutengagement.UsefulPhrasesandExamples4.inorderto為了Inordertomaintainourfriendlyrelations,we’llallowyoua2%commissionthistime.5.tothatextent達(dá)到那樣的程度Iamnotauthorizedtoreducethepricetothatextent.6.isapttocontinue傾向于繼續(xù)…… Thetrendforthebubbledcommoditymarketisapttocontinueinthenextfewyears.AnswerKey-cloze1) Theshipmentwillbemadeaccordingtoschedule.2) Ourpricesremainunchangedinspiteoftherecentriseofthemarket.3) We’resurethatyou’llhavenodifficultyinpushingthesales.4) Ihopeyou’lltakeintoconsiderationtheconditionsin(oron)ourmarket.5)Tobefrankwithyou,adiscountof2%offyourpriceswouldn’thelpverymuch.AnswerKey-cloze6) Inviewofourfriendlyrelations,we’llgiveyoua2%commissioninalloursales.7) Wehavetokeepourpricesinconformitywiththerisingcostofproduction.8) Sometimesitmakesthingseasierforthesellertoarrangetheshippingspace.AnswerKey-cloze9) Yourpriceishigherthansomeofthequotationswehavereceivedfromothersources.10) Tobefrankwithyou,ifithadn’tbeenforthelongstandingrelationshipbetweenus,we’dhardlybewillingtomakeyouafirmofferatthisprice.AnswerKey-translationA: Totellyouthetruth,wearegreatlysurprisedatthepricesyouofferus.Wehadexpectedmuchlowerprices.B: Thisyear’spricesarehigherthanlastyear’s.Buttheyarestilllowerthanthequotationsyoucangetelsewhere.A: I’mafraidIcan’tagreewithyouthere.Icanshowyouotherquotationsthatarelowerthanyours.AnswerKey-translationB: Whenyoucomparetheprices,youmusttakeeverythingintoconsideration.Ourproductsareofhighquality,whilethequotationsyougetfromothersourcesareforgoodsofordinaryquality.A: Igrantthatyoursareofbetterquality.Butstillwedon’tthinkwecansucceedinpersuadingourclientstobuyatsuchhighprices.AnswerKey-translationB: IfIwereyou,Iwouldn’tworryaboutthat.Takingeverythingintoconsideration,Icanassureyouthepricesweofferyouareveryfavorable.Idon’tthinkyou’llhaveanydifficultyinpushingsales.A: Butthemarketpricesarechangingfrequently.HowcanIbesurethatthemarketwillnotfallbeforethearrivalofgoodsatourport?B: No,Idon’tseethatyoucan.It’suptoyoutodecide.AnswerKey-translationA: IfyoucanpromisedeliverybeforeJuly,2011,I’llbeabletodecide.Itlooksasifthemarketwon’tgodownuntilthen.B: Well,deliveryinAugustisthebestwecandoforyou.Thedemandforourproductshaskeptrising.Ifyoumadeyourinquirytoday,evenAugustdeliverywouldn’tbepossible.Butsinceyoumadeyourinquirythreedaysago,we’lltrytomakedeliveryinAugust.A: Howlongwillyourofferholdgood?B: Forthreedays,asusual.Ihopeyou’llmakeupyourmindsoon.UNITTWO

OnPriceWords&Expressionsconclude v.成交bristle n.豬鬃poundsterling n.英鎊soar v.高飛，（物價(jià)）猛增source n.來源synthetic a.合成的，人造的ignore v.不顧substitute n.代用品Words&Expressionsclient n.客戶proposal n.報(bào)價(jià)，建議fertilizer n.肥料benefit n.得益beneficial a.有益的result v.結(jié)果bulkgoods n.大批貨，散裝貨comparable a.可比較的，類似的Words&Expressionsaccordingly ad.相應(yīng)地merely ad.僅僅，只不過exceed v.超過tobeaptto 有……傾向的Theofferisvalidfor… 報(bào)價(jià)有效期是……tomakesalesof…topushsalesof 推銷marketsforbristleshavegoneup 豬鬃行情上漲。Ican’tagreewithyouthere.在這一點(diǎn)上我不能同意你Words&Expressionsfromothersources 從其他來源（供應(yīng)者）long-standingrelationship 長期形成的（悠久的）關(guān)系We’llhavealotofdifficultiesinpersuadingourclients... 我們將難以說服我們的主顧……proposalforfertilizers 化肥報(bào)價(jià)toourregret 令我們遺憾的是equality,mutualbenefitandexchangeofneededgoods 平等互利和互通有無Words&Expressionstakingeverythingintoconsideration 在全面考慮之后shippingspace 艙位withoutengagement 不受約束的togetthebusinessdone 為了做成買賣supplyexceedsdemand 供過于求beapttocontinue… 傾向于繼續(xù)……UsefulPhrasesandExamples1.toourregret我們感到遺憾Toourregret,yourproductqualityisnotuptoourexpectedstandard.2.ship(v.)裝運(yùn)ThecargomustbeshippedbyChinaForwardingCorporationwithwhomwehaveafive-yearcontract.3.withoutengagement不承擔(dān)義務(wù)Unlessotherwisestated,ourquotationsinthisoffersheetaregivenwithoutengagement.UsefulPhrasesandExamples4.inorderto為了Inordertomaintainourfriendlyrelations,we’llallowyoua2%commissionthistime.5.tothatextent達(dá)到那樣的程度Iamnotauthorizedtoreducethepricetothatextent.6.isapttocontinue傾向于繼續(xù)…… Thetrendforthebubbledcommoditymarketisapttocontinueinthenextfewyears.AnswerKey-cloze1) Theshipmentwillbemadeaccordingtoschedule.2) Ourpricesremainunchangedinspiteoftherecentriseofthemarket.3) We’resurethatyou’llhavenodifficultyinpushingthesales.4) Ihopeyou’lltakeintoconsiderationtheconditionsin(oron)ourmarket.5)Tobefrankwithyou,adiscountof2%offyourpriceswouldn’thelpverymuch.AnswerKey-cloze6) Inviewofourfriendlyrelations,we’llgiveyoua2%commissioninalloursales.7) Wehavetokeepourpricesinconformitywiththerisingcostofproduction.8) Sometimesitmakesthingseasierforthesellertoarrangetheshippingspace.AnswerKey-cloze9) Yourpriceishigherthansomeofthequotationswehavereceivedfromothersources.10) Tobefrankwithyou,ifithadn’tbeenforthelongstandingrelationshipbetweenus,we’dhardlybewillingtomakeyouafirmofferatthisprice.AnswerKey-translationA: Totellyouthetruth,wearegreatlysurprisedatthepricesyouofferus.Wehadexpectedmuchlowerprices.B: Thisyear’spricesarehigherthanlastyear’s.Buttheyarestilllowerthanthequotationsyoucangetelsewhere.A: I’mafraidIcan’tagreewithyouthere.Icanshowyouotherquotationsthatarelowerthanyours.AnswerKey-translationB: Whenyoucomparetheprices,youmusttakeeverythingintoconsideration.Ourproductsareofhighquality,whilethequotationsyougetfromothersourcesareforgoodsofordinaryquality.A: Igrantthatyoursareofbetterquality.Butstillwedon’tthinkwecansucceedinpersuadingourclientstobuyatsuchhighprices.AnswerKey-translationB: IfIwereyou,Iwouldn’tworryaboutthat.Takingeverythingintoconsideration,Icanassureyouthepricesweofferyouareveryfavorable.Idon’tthinkyou’llhaveanydifficultyinpushingsales.A: Butthemarketpricesarechangingfrequently.HowcanIbesurethatthemarketwillnotfallbeforethearrivalofgoodsatourport?B: No,Idon’tseethatyoucan.It’suptoyoutodecide.AnswerKey-translationA: IfyoucanpromisedeliverybeforeJuly,2011,I’llbeabletodecide.Itlooksasifthemarketwon’tgodownuntilthen.B: Well,deliveryinAugustisthebestwecandoforyou.Thedemandforourproductshaskeptrising.Ifyoumadeyourinquirytoday,evenAugustdeliverywouldn’tbepossible.Butsinceyoumadeyourinquirythreedaysago,we’lltrytomakedeliveryinAugust.A: Howlongwillyourofferholdgood?B: Forthreedays,asusual.Ihopeyou’llmakeupyourmindsoon.UNITTHREE

OnPaymentandDelivery

Words&Expressionsirrevocable a.不可撤銷的insist(on) v.堅(jiān)持frankly ad.坦白地deposit n.存款tieup v.束縛（資金），俗稱壓資金minimum n.最低限度guarantee n.保證，擔(dān)保物inapositionto 能夠Words&Expressionsconsult v.商量salesconfirmation 銷售確認(rèn)書receipt n.收到deliver v.交付（貨物）effect v.實(shí)行effectshipment 交貨promptly ad.迅速地dispatch v.發(fā)送Words&Expressionsjointenterprise n.聯(lián)合經(jīng)營draftamemorandumofintention 起草意向書paymentbyirrevocableletterofcreditpayableagainstshippingdocuments不可撤銷的、憑裝船單據(jù)付款的信用證付款方式D/P=DocumentsagainstPayment 付款交單D/A=DocumentsagainstAcceptance 承兌交單Words&Expressionsinconnectionwith 關(guān)于……，和……有關(guān)系的drawonsb. 向……開出匯票youmustbeawarethat…你一定知道……andtheotherwayround反過來講（也是如此）50%byL/CandthebalancebyD/P 百分之五十用信用證方式，剩余部分用付款交單ManybanksinEuropenowcarryaccountsinRenminbiwiththeBankofChina.現(xiàn)在歐洲許多銀行和中國銀行有人民幣賬戶往來。Words&Expressionsagainstoursalesconfirmation 憑我們的銷售確認(rèn)書tobeopenedinyourfavour 以你方為抬頭youcanberestassuredofthat你對此可以絕對放心we’llplaceyourorder 我們將為你方訂貨thanksto… 由于，因?yàn)椤璶owthateverythingissettled… 既然事情都解決了UsefulPhrasesandExamples1.inconnectionwith…與……有關(guān)的 Pleasetellusallyouknowinconnectionwiththesaleofthisproductonyourmarket.2.todrawon向……開匯票 HaveyoumadeoutthedrafttobedrawnonBarclaysBank?3.Youmustbeawarethat…你一定知道…… Weareawarethatthereiskeencompetitionforthisproductfromothersources.UsefulPhrasesandExamples4.theotherwayround反過來（也是如此） WefrequentlyinviteforeignbusinessmentoBeijingfordiscussionsandtheotherwayround,wesendoutmanytradedelegationstoexploretradepossibilitiesabroad.5.inapositionto...能夠，可以 Asoursupplyisrunninglow,wearenotinapositiontoacceptnewordersforthetimebeing.UsefulPhrasesandExamples6.Youcanberestassuredthat…你可以盡管放心 Pleaseberestassuredthatwe’lldoeverythingwecantoensurepromptdelivery.7.thanksto(yourcooperation)…由于（你方合作）…… Thankstoourmutualefforts,thetransactionhascomeoffsatisfactorily.UsefulPhrasesandExamples8.now(that)everythingissettled…既然所有問題均已解決 Now(that)we’vesettledthepriceterms,wecangoontothetermsofpayment.9.getourmindsoffbusiness…讓我們把業(yè)務(wù)放一放（休息一下）…… Heregoesthebell!Let’shaveabreakandgetourmindsoffourwork.AnswerKey-Translation在一個(gè)成交合同中，付款條件是很重要的一部分。就賣方觀點(diǎn)來說，最好的付款條件是當(dāng)貨物出售時(shí)就能全部收到現(xiàn)金貨款，而買方則愿先收到貨，然后付款。進(jìn)口商和出口商雙方遠(yuǎn)隔千里，這就給達(dá)成付款協(xié)議增加了困難。進(jìn)出口商一般互相遷就，同意采用由一家可靠的銀行開立信用證的辦法付款。信用證是銀行出具的保證，保證提交全套必要的裝運(yùn)單據(jù)后即付貨款。這樣，賣方或出口商得到的不僅是買方或進(jìn)口商的保證，而且還有銀行的保證，保證貨物裝出后定能收回貨款，另一方面，銀行也向買方或進(jìn)口商保證在裝運(yùn)單據(jù)沒有提交的情況下，絕不付款。開立不可撤銷的信用證是符合出口商的利益的，因?yàn)樵谛庞米C有效期內(nèi)，不論買方或者銀行都不能將信用證或付款保證撤銷。AnswerKey-cloze1) I’mafraidwemustinsistonpaymentbyL/C.2) OurL/Cisalwayspayableagainstshippingdocuments.3) WheneverIopenanL/CIhavetopayadeposit.4) Youcannotexpectustomakedeliverysosoon.5) Canyoubooktheshippingspacenow?6) We’veopenedanL/CinfavouroftheMachineryCorporation.AnswerKey-cloze7) ShipmentwillbeeffectedinJanuary.8) I’mgladwe’veagreedonthedateofshipment.9) Tomeetyouhalfway,we’llgiveyouacommissionof2%.10) Whataboutsigningthecontracttomorrow?11) We’llhavetheSalesConfirmationmarked“paymentbyL/CinRenminbi”.12) TheSalesConfirmationwillfacilitateyouropeningtheL/C.AnswerKey-translationA: Hereisourprice-listforcorn.Allthepricesaresubjecttoourconfirmation.B: Why,theyareallonaCIFbasis.IexpectedthatyouknewwealwaysimportonanFOBbasis.A: Oh,Isee.Ifyou’llexcusemeforafewminutes,IcanhavetheFOBpriceworkedoutrightaway.B: Pleasedo.A: Hereyouare.B: Thankyou.Doyouallowanydiscount?A: Usuallynot.B: ThenImustsaythatthepricesarehigh.AnswerKey-translationA: Youmusthavestudiedthemarketandbeawareofthepresentsoaringmarket.B: Well,Ithinkyouareright.Now,Iwanttoplaceanorderfor10000tonsriceofthebestquality.Whenwillyousendmeanoffer(afirmoffer)?A: Thisafternoonoratthelatesttomorrowmorning.B: Good.Now,I’dliketodiscusstermsofpaymentwithyou.IwonderifyouwouldacceptD/P.A: I’mafraidnot.Weusuallyacceptpaymentbyirrevocableletterofcreditpayableagainstshippingdocuments.AnswerKey-translationB: Forsuchalargeamount,anL/Ciscostly.Besidesittiesupmymoney.Allthisaddstomycost.A: Thatcan’tbehelped,Mr.Smith.WerequireL/Cforallourexports.B: Tomeetyouhalfway,whatabout50%byL/CandthebalancebyD/P?A: Sorry,Mr.Smith.I’mafraidwemustinsistonpaymentbyL/C.B: Well,Mr.Wang,anL/Cdoesnotmakeasmuchdifferencetoyouasitdoestome.AnswerKey-translationA: Oh,yes,itdoes.Itgivesustheprotectionofthebank.B: Well,Mr.Wang,youpromisedshipmentintwomonths.Ifyoucanadvancedeliverybyonemonth,I’llagreetopaymentbyL/C.A: Allright,Mr.Smith.I’llbookyourorderandinquirefortheshippingspacenow.ShipmentwillbemadeonemonthafterreceiptofyourL/C.Howisthat?B: That’sgood.UNITFOUR

Counter-offer

Words&Expressionsconcession n.讓步deal n.交易proposal n.建議literally ad.按字面意思地definitely ad.肯定地reasonable a.公道的（價(jià)格）execution n.貫徹，落實(shí)，執(zhí)行enforcement n.執(zhí)行Words&Expressionsstrategicmove 戰(zhàn)略舉措specifically ad.具體的current a.通用的，現(xiàn)行的per(metricton) prep.每，（每公噸）chemicalfertilizer 化肥expand v.發(fā)展，擴(kuò)大counteroffer n.還價(jià)，還盤entertain v.準(zhǔn)備考慮Words&Expressionsamount n.數(shù)量rough a.大概的token n.象征forerunner n.前兆rockbottomprice 最低價(jià)格inthatrespect 在這方面mightaswellcallthewholedealoff還不如索性放棄這一整筆交易Words&Expressionshaveawayoftalkingmeintoit 有辦法說服我consideringthequality 考慮到質(zhì)量we’vebeenholdingitforyou我們一直為你留著這批貨havestoodthecompetitionwell 經(jīng)得起競爭asatokenoffriendship 作為友誼的表示providedyoutakethequantityweoffer條件是你方接受我們提出的數(shù)量pullthebusinessthrough達(dá)成交易UsefulPhrasesandExamples1. Thereisnopoint...沒有必要去做…… Thereisnotmuchpointinfurtherdiscussing.2. mightaswell不妨 Sincethereisalongwaybeforeusyet,wemightaswelltakearestherebeforecontinuingthewalk.3. considering考慮到…… Consideringthehighpricesingeneral,ourofferisquitecompetitive.UsefulPhrasesandExamples4. competitionn.competev.competitiveadj.競爭Asthereiskeencompetitionfromothersimilarproducts,Istronglyadviseyoutoloweryourprices.5. entertain接受，準(zhǔn)備考慮 Asourproposalforchemicalfertilizersisbasedonclosecalculation,Ihopeyouwillentertainitwithouthesitation. Yourproposalcannotbeentertained.UsefulPhrasesandExamples6. provided假如 Wearereadytoplacealargeorderwithyouprovidedyourpriceisfavorable.7. advise勸告，通知 I’dadviseyounottogoasitmightrainthisafternoon. Pleaseadviseuswhenthegoodsaredispatched.AnswerKey-cloze1) Whatdoyouthinkofthesamplewesentyoulastweek?2) Havewesettledeverythinginconnectionwiththistransaction?3) We’lldrawonyouwithourdraftaccompaniedwith(by)shippingdocuments.4) Tomeetyouhalfway,whatdoyousaytoD/Aat60dayssight?5) PleaseletushaveyourL/CnotlaterthanFebruary.AnswerKey-cloze6) We’renotinapositiontoo