《商務(wù)英語(yǔ)口譯》課件-外貿(mào)口譯工作坊：詢盤、報(bào)盤和還盤

Enquiry,OfferandCounter-offer外貿(mào)口譯工作坊：詢盤、報(bào)盤和還盤Unit4商務(wù)英語(yǔ)口譯A.技巧訓(xùn)練Note-takingSkillsNote-takingPractice筆記訓(xùn)練1.Takenotesofthewordsyouhearwiththeskillofabbreviationandrepeatthewordstoyourpartneraccordingtoyournotes.ScriptsandReferenceansweraccept ACPTarrival ARRVbefore BFRbank BKcould CLDcontract CNTRCTcompany COcenter CTRmodel MDLmarket MRKToffer OFRpiece PCprice PRCquality QLYquotation QTNreceived RCVDNote-takingSkillsNote-takingPractice筆記訓(xùn)練ScriptsandReferenceanswerdraft DFTexport EXPfrom FMgroup GRPinform INFkeep KPlocal LCLshipped SHPDthrough THRUtotal TTLyour URwithout W/Oyard YDNote-takingSkillsNote-takingPractice筆記訓(xùn)練ScriptsandReferenceanswer2.Listentothesentencesandtakenotes.Checkwithyourpartnersandtrytoreproducethem.1.Whileissueslikehumanrightsandfreedomofspeechcapturemuchofthepublic’sattention,oneofthemostpressingissuesinUS-Chinarelationsisthecontinuedtradedeficit.可記錄為:2.The2ndCAEXPOwasheldfromOctober19to22,2005intheNanningInternationalConferenceandExhibitionCenter.Twenty-eightinvestmentpromotionactivitiesandtwosigningceremonieswereheld.Chineseandforeigncompaniessigned126investmentcontractsworthnearlyUS$5.29billion.可記錄為:Note-takingSkillsNote-takingPractice筆記訓(xùn)練ScriptsandReferenceanswer3.中國(guó)是世界上四大文明古國(guó)之一,有著五千多年的悠久歷史?許多外國(guó)人訪問中國(guó)是想親眼目睹一下中國(guó)的大好河山,名勝古跡,并通過旅游,更多地了解中國(guó)的風(fēng)土人情?Note-takingPractice筆記訓(xùn)練ScriptsandReferenceanswerNote-takingSkills可記錄為:Note-takingPractice筆記訓(xùn)練ScriptsandReferenceanswerNote-takingSkills4.為了吸引外資,深圳于1980年被列為特區(qū)?深圳的辦事速度比中國(guó)其他地方都快,它臨近香港,是廣東省的中心?盡管特區(qū)的面積只有126平方英里,它吸引了全國(guó)15%的外國(guó)投資?據(jù)估計(jì),由于外國(guó)投資的大量涌入,加上技術(shù)更新,到本世紀(jì)末,深圳的經(jīng)濟(jì)規(guī)?？梢苑瓋煞?人均收入可達(dá)到2000美元?可記錄為:MoreExercisesMoreExercises補(bǔ)充練習(xí)Listenandtakenotesoftheparagraphsandthenretellthemaccordingtothenotes.1.森林面積大,森林資源覆蓋率高?1999年,廣西有林地面積1060.6萬(wàn)公頃,森林覆蓋率為39.26%,森林蓄積量2.77億立方米?林木品種繁多,已知的有8000多種,其中喬木1000多種,僅次于云南?廣東,居第三位?Question:What’sthemainideaofthisparagraph?MoreExercisesMoreExercises補(bǔ)充練習(xí)2.談判產(chǎn)生奇跡?通過精心安排和詳細(xì)計(jì)劃提出一套全面的談判方案,出口商就能提高商務(wù)會(huì)談的效率,而且給他們的出口貿(mào)易帶來(lái)長(zhǎng)期效益?在國(guó)際市場(chǎng)上進(jìn)行談判時(shí),中小規(guī)模的出口商最好不要把商談僅限于價(jià)格問題上?他們應(yīng)該強(qiáng)調(diào)自己公司和產(chǎn)品的優(yōu)勢(shì),并指出這些優(yōu)勢(shì)與買方的期望是一致的?在提出這些問題之后,討論價(jià)格問題,這樣就容易做成生意,獲得利潤(rùn)?Question:Whatshallbefocusedonduringnegotiation?3.TheAmericansarefamousfortheirearlyuseoffirstnamesinanyrelationship,howeverformal.YousometimesnoticehowAmericansrepeatyournamefrequentlyinthefirstfiveminutesofconversation.TheBritishalsousefirstnamesmostofthetime.However,theyarenotsogoodatrememberingnamesandwillfrequentlyusenonameatall.Insomeculturesitisimportanttoaddresssomeoneusingtheirtitles—forexample,Doctor,Professor,etc.InbothBritishandAmericancultureswetendnottousetitles.MoreExercisesMoreExercises補(bǔ)充練習(xí)Question:What’sthemaindifferencebetweentheAmericans,theBritishandtheChineseinaddressingsomeone?MoreExercisesMoreExercises補(bǔ)充練習(xí)4.AsanOfficeManager,IneverleavetheofficeandIspend45hoursaweekatmydesk,soIliketomakethingscomfortable.Mydeskisn’tlarge—Ithinkit’smadeofwood,butIhaven’tseenthesurfaceofmydeskforsometime—it’salwayscoveredwithpapers,filesandhalf-emptycoffeecups.IhaveaPC,ofcourse,andthistakesupalotofdeskspace.Icouldjustkeepeverythingonthecomputer,butIlikeprintingthingsoutandseeingthemonthepaper.Question:Whyhasn’tthewriterseenthesurfaceofhisdeskforsometime?MoreExercisesMoreExercises補(bǔ)充練習(xí)5.Althoughgreatachievementshavebeenmadeinimportingtechnology,therearestillsomeproblemssuchasoverlappedimports.Question:Whatproblemoccursintheimportoftechnology?6.ChinaisasbigasthewholecontinentofEurope,stretching5000kilometersfromeasttowest.Roughlyspeaking,Chinacanbesplitintotwoparts.Theeastpartconsistsofplainsandhills,witharelativelyhumidclimate.Thewestpartismadeupofdryandthinlypopulatedplateausandmountains.Question:What’sthelandscapeofChina?外貿(mào)口譯工作坊項(xiàng)目四詢盤、報(bào)盤和還盤任務(wù)一詢盤、報(bào)盤和還盤Enquiry,offerandcounter-offer任務(wù)二促成交易Conclusionofbusiness任務(wù)三貿(mào)易內(nèi)容說明（段落口譯）PassageinterpretingB.口譯實(shí)踐InterpretingPracticeB.口譯實(shí)踐InterpretingPracticeII.SentenceInterpreting句子口譯Directions:Workingroupoffourandinterpretthesentences.Scripts:1.WearetheleadingmanufacturerandexporteroftextilesandgarmentsinChina.2.OurbestpriceisUS$13.4perpieceCIFNewcastle.It’sfirmfor3daysuntilthisFriday,ourtime.3.Youarereallyagoodbargainer.ReferenceVersion:1.我們是中國(guó)一流的紡織品和服裝生產(chǎn)商和出口商?2.我們的最低價(jià)是每件紐卡斯?fàn)柕桨秲r(jià)13.4美元?此報(bào)盤為實(shí)盤,有效期3天,到我方時(shí)間星期五為止3.你太會(huì)討價(jià)還價(jià)了?4.Solongaswedobusinessontheprincipleofequalityandmutualbenefit.5.That’sthedeal.6.如價(jià)格合理,又能如愿以償?shù)玫絺蚪?我們可以馬上下大訂單?7.我可以跟同事商量,熟悉你們產(chǎn)品的質(zhì)量和做工?4.只要我們本著平等互利的原則做生意?5.成交。6.IfyourpriceisreasonableandIcangetthecommissionIwant,

wecanplacealargeorderimmediately.7.Ishalldiscusswithmycolleagues.Theinformationwillacquaintuswiththequalityandworkmanshipofyoursupplies.II.SentenceInterpreting句子口譯Scripts:ReferenceVersion:InterpretingPracticeII.SentenceInterpreting句子口譯Scripts:ReferenceVersion:InterpretingPractice8.我們還接到亞洲其他地區(qū)的供貨商的報(bào)盤,價(jià)格低得多,比你們的大約低20%?9.你們讓步就能成交了?如果同意,我們敲定15%的折扣吧?10.但他強(qiáng)調(diào),這次是例外,下不為例啊?8.WealsoreceivesomeoffersfromothersuppliersinAsianregionatamuchlowerprice,about20percentlowerthanyours.9.Yourconcessionwillsettheballrolling.Letussettleitatatotaldiscountof15%,ifyouagree.10.Buthestressesthatitisanexceptionalcaseandwillinnocasesetaprecedent.實(shí)踐任務(wù)一DialogueInterpreting

（詢盤、報(bào)盤和還盤）Ⅲ.DialogueInterpreting對(duì)話口譯Directions:Workingroupsofthree,actingasA,Bandtheinterpreterrespectively.Role-playthefollowingdialoguesandinterpretthem.Aftertherole-play,listentotherecordingsandinterpretwhatyouhear.Wow!Whatarangeofbeautifulshirtsandblouses!A:哇!好多漂亮的襯衫啊!是的?我們是中國(guó)一流的紡織品和服裝生產(chǎn)商和出口商?有很多子公司,產(chǎn)品遠(yuǎn)銷歐?美?加和日本?B:Yes.WearealeadingmanufacturerandexporteroftextilesandgarmentsinChina.WehavemanysubsidiariesandexportourgoodstoEurope,America,CanadaandJapan.1.AGeneralEnquiryDialogueInterpretingⅢ.DialogueInterpreting對(duì)話口譯Fantastic!Allowmetointroducemyself.I’mPeterBoston,theManagerofBusinessDepartmentfromFashionForceCo.,Ltd.,Canada.YoucancallmePeter.A:太棒了!請(qǐng)?jiān)试S我自我介紹一下?我是加拿大時(shí)裝有限公司業(yè)務(wù)部經(jīng)理皮特·波斯頓?你叫我皮特好了?很高興見到你,皮特?我是中國(guó)思科紡織品服裝有限公司的陳閩?B:Nicetomeetyou,Peter.I’mChenMinfromSicoTextileGarmentCo.,Ltd,China.Nicetomeetyou.I’mquiteinterestedinyourgoods.Theyareimpressive.A:很高興見到你?我對(duì)你們的產(chǎn)品很感興趣?它們太令人難忘了?DialogueInterpretingⅢ.DialogueInterpreting對(duì)話口譯我很高興你喜歡它們?這兒有一份最新產(chǎn)品目錄,還帶有圖片說明?有什么特別吸引你的產(chǎn)品嗎?B:I’mgladyoulikethem.Hereisacatalogueofourlatestproductswithillustratedpictures.Isthereanyspecialitemthatattractsyoumost﹖TheyareallattractiveandIhavenoideaofwhichoneIshallchoose.Doyouhavethelatestpricelist?A:它們都很吸引人?我都不知道選哪個(gè)了?你有最新價(jià)目表嗎?有的,但報(bào)的是離岸價(jià),根據(jù)訂單大小有所不同?B:Yes,buttheyareonFOBbasis.Andtheyvaryaccordingtoyourordersize.Isee.Doyouallowanycommission?A:我明白了?有傭金嗎?原則上我們不給傭金,但如你方訂單夠大,可以考慮?B:Inprinciple,wedon’tallowanycommission.Butifyourorderislargeenough,wewilltakeitintoconsideration.Butourorderwilldependonyourprice.IfyourpriceisreasonableandIcangetthecommissionIwant,wecanplacealargeorderimmediately.A:但我們的訂單大小得根據(jù)你們的價(jià)格決定啊?如價(jià)格合理,又能如愿以償?shù)玫絺蚪?我們可以馬上下大訂單?DialogueInterpretingⅢ.DialogueInterpreting對(duì)話口譯這樣啊,如果你們能告訴我特別感興趣的商品,我可以馬上算出報(bào)價(jià)?B:Well,ifyoucantellmethecommodityyou’reespeciallyinterestedin,Icanworkoutthequotationimmediately.Great.ShallItakesomesamplesandnecessaryinformationregardingthesegoods?Ishalldiscusswithmycolleagues.Theinformationwillacquaintuswiththequalityandworkmanshipofyoursupplies.A:太好了?我可以拿些樣品和商品的必要資料回去嗎?這樣我可以跟同事商量,熟悉你們產(chǎn)品的質(zhì)量和做工?沒問題?B:Noproblem.DialogueInterpretingⅢ.DialogueInterpreting對(duì)話口譯Thankyou,MrChen.Iwillletyouknowassoonaswemakeourdecision.A:謝謝,陳先生?一旦決定我會(huì)盡快告訴你的?好的?B:Allright.史密斯先生,想好對(duì)哪種產(chǎn)品有興趣了嗎?A:Mr.Smith,haveyoufiguredouttheitemyouareinterestedin?2.OfferandCounter-offerYes,aftercarefulstudy,wearemostinterestedinthiskindofmen’sshirts.B:是的,我們仔細(xì)研究后,對(duì)這種男式襯衫很感興趣?DialogueInterpretingⅢ.DialogueInterpreting對(duì)話口譯你們的品位真高啊?這些襯衫在海外市場(chǎng)很暢銷呢?A:Ishouldsayyouhavesuchahightaste.Theseshirtsareourbestsellersinoverseasmarkets.Great!CanyougivemeyourbestpriceCIFNewcastle?B:太好了!你能給我報(bào)最低的紐卡斯?fàn)柕桨秲r(jià)嗎?我們的最低價(jià)是每件紐卡斯?fàn)柕桨秲r(jià)13.4美元?此報(bào)盤為實(shí)盤,有效期3天,到我方時(shí)間星期五為止?A:OurbestpriceisUS$13.4perpieceCIFNewcastle.It’sfirmfor3days,thisFriday,ourtime.DialogueInterpretingⅢ.DialogueInterpreting對(duì)話口譯Idon’tthinkyourpriceworkable.Chineseproductssellwellinourmarket.Themainreasonisthatthepriceisveryfavorable.B:我覺得你們的價(jià)格做不來(lái)?在我們市場(chǎng)上中國(guó)產(chǎn)品很暢銷,原因就是價(jià)格很優(yōu)惠?是的?我們的價(jià)格比別的供貨商的價(jià)格低得多,質(zhì)量卻要好得多?A:That’strue.Thepricesofoursaremuchlowerthanthatofthosefromothersourcesandourqualityisalsomuchmoresuperior.Yousaidit.Couldyougivemeadiscountasthisisageneralpractice?B:那倒是?你能給予折扣嗎?給予折扣可是慣例?超過5000件,我們確實(shí)給予10%的折扣?A:Wedooffera10%discountforanorderofmorethan5000pieces.DialogueInterpretingⅢ.DialogueInterpreting對(duì)話口譯10%for5000pieces?Yousee,thisisonlyourfirstorder.Wecannotplacealargeorderforatrial.Totellyouthetruth,wealsoreceivesomeoffersfromothersuppliersinAsianregionatamuchlowerprice,about20percentlowerthanyours.B:5000件才給10%?你知道,這是我們的第一次訂貨?不可能一下子試訂那么多?說實(shí)話,我們還接到亞洲其他地區(qū)的供貨商的報(bào)盤,價(jià)格低得多,比你們的大約低20%?但你們得考慮質(zhì)量啊?你知道我們的產(chǎn)品質(zhì)量?jī)?yōu)良,全球有名?A:Butyoushouldtakethequalityintoconsideration.Youknowourproductsareofhighqualityandwellknownallovertheworld.DialogueInterpretingⅢ.DialogueInterpreting對(duì)話口譯DialogueInterpretingⅢ.DialogueInterpreting對(duì)話口譯Iknow,Iknow.Butthepriceisbeyondourreach.Howabout10%for1000pieces?B:我知道,我知道?但價(jià)格實(shí)在太高了?1000件給10%折扣如何?10%的數(shù)量折扣已經(jīng)降到最低了?目前的情況是,大量訂貨涌入,我們不能降價(jià)?A:A10%quantitydiscounthasalreadybeenreducedtothelimit.Thefactisthatatpresentmanyorderspourin.Sowecannotmakereductionoftheprice.I’mregretfultohearthat.Isthereanypossibilityofpricereduction?Youknow,wereallywishtoestablishbusinessrelationswithyou.Ifthefirstorderturnsouttooursatisfaction,repeatorderswillfollow.B:很遺憾聽你這么說?有可能減價(jià)嗎?你知道,我們真的想跟你們建立業(yè)務(wù)關(guān)系?如果第一次訂貨令人滿意的話,隨后還有續(xù)訂呢?好吧,如果那樣的話,我們的最低價(jià)就是再給你們3%的特殊折扣?A:Well,inthatcase,thebestwecandoistograntyouaspecialdiscountofanother3%.Yourconcessionwillsettheballrolling.Letussettleitatatotaldiscountof15%,ifyouagree.B:你們讓步就能成交了?如果同意,我們敲定15%的折扣吧?你太會(huì)討價(jià)還價(jià)了?15%訂5000件?也許可能吧,我得先向經(jīng)理報(bào)告?A:Youarereallyagoodbargainer.15%for5000pieces?That’spossible,butIhavetoconsultmymanagerfirst.DialogueInterpretingⅢ.DialogueInterpreting對(duì)話口譯DialogueInterpretingⅢ.DialogueInterpreting對(duì)話口譯Thankyouforyoureffortsinpushingthebusinessconcluded.OK,I’mwaitingforyourgoodnews.B:謝謝你為促進(jìn)成交所做的努力。好的，我就等你好消息了。我會(huì)盡快通知你。

A:

I’llinformyouassoonaspossible.實(shí)踐任務(wù)二DialogueInterpreting（促成交易）Ⅲ.DialogueInterpreting對(duì)話口譯李先生,事情進(jìn)展如何?A:Mr.Li,howisitgoing?Goodnews.Ihaveconsultedmymanager.Inordertoencouragebusinessheagreestogiveyoua15%discountforanorderof5000pieces.B:好消息?我已經(jīng)請(qǐng)示過經(jīng)理了?為促進(jìn)交易,他同意給你方5000件15%的折扣?太好了?很感謝你們的緊密合作?A:Good.Wecertainlyappreciateyourclosecooperation.Buthestressesthatitisanexceptionalcaseandwillinnocasesetaprecedent.B:但他強(qiáng)調(diào),這次是例外,下不為例啊?3.ConclusionofBusiness（促成交易）我們明白?A:Weunderstand.Wedohopethisconcessionwillleadtofuturebusiness.Andwecanestablishlong-termrelationsintheyearscoming.B:我們希望這次讓步能帶來(lái)以后的生意?我們可以在將來(lái)建立長(zhǎng)期關(guān)系?我們相信可以的,只要我們本著平等互利的原則做生意?A:Webelievewecan.Solongaswedobusinessontheprincipleofequalityandmutualbenefit.Surely.Youneednotworryaboutthat.That’salwaysourtradeprinciple.B:當(dāng)然了?你沒必要擔(dān)心這個(gè)?這也是我們的貿(mào)易原則?DialogueInterpretingⅢ.DialogueInterpreting對(duì)話口譯很高興聽到這個(gè)?A:Gladtohearthat.Youcanalsobeconfidentinourmarket.Ourgoodsarepopularlyreceivedintheworld.Theycanhaveaprospectivemarketatyourend.B:你盡可對(duì)我們的市場(chǎng)放心?我們的產(chǎn)品在世界上都很受歡迎?在你處市場(chǎng)前景一定很好?這實(shí)在令人振奮啊?A:That’sreallyencouraging.Yes.MayIrepeat,US$11.39perpieceCIFNewcastlefor5000piecesmen’sshirts.B:是的?我重復(fù)一下報(bào)價(jià):5000件男士襯衫,每件紐卡斯?fàn)柕桨秲r(jià)11.39美元?DialogueInterpretingⅢ.DialogueInterpreting對(duì)話口譯Wehaveafullrangeofcolors,red,white,black,purple,pink,yellowandorange.B:我們有很完整的顏色系列:紅?白?黑?紫?粉紅?黃和橘紅?我們想訂購(gòu)5000件,白?紫和粉紅三種顏色?A:We’dliketohave5000pieces,white,purpleandpinkassortments.OK,wecantakeyourordernow.B:好的,現(xiàn)在我們就可以接受訂單?成交!A:That’sthedeal.對(duì)?你們有多少種顏色?A:Right,Howmanycolorshaveyougot?DialogueInterpretingⅢ.DialogueInterpreting對(duì)話口譯實(shí)踐任務(wù)三DialogueInterpretingⅣ.PassageInterpreting

段落口譯Directions:Listentothefollowingpassages,threetimesforeach.Inthefirsttimepleaselistenandtakenotes,thenreproduceittoyourpartner,inthesecondtime,interpretwhatyouhearwheneveritpauses,inthethirdtime,listenandfollowthereaderwitha4-7-wordspan.ScriptsPassage1在國(guó)際貿(mào)易中,一筆交易的達(dá)成需要經(jīng)過很多個(gè)環(huán)節(jié),主要包括詢盤?報(bào)盤?還盤?成交等?詢盤是有意向購(gòu)買或銷售的一方對(duì)商品的交易條件條款提出詢問?報(bào)盤是給出商品的條件條款?還盤是針對(duì)報(bào)盤的具體內(nèi)容提出異議,然后給出自己的條件?當(dāng)雙方對(duì)條件條款沒有異議后,即可成交?ReferenceVersion:Ininternationalbusiness,agooddealwillbemadeaftermanyprocesses.Theprocessesmainlyincludeenquiry,offer,counter-offer,conclusionofbusiness,etc.Anenquiryismadebythepartywhointendstobuyorselltoenquireaboutthebusinesstermsandconditionsregardingthegoods.Anofferisaproposaloftermsandconditions.Acounter-offercanbeadisagreementtospecifictermsandconditionsoftheofferandaproposalofhisownterms.Whennomoredisagreementarisesfromthetwoparties,atransactionisconcluded.Ⅳ.PassageInterpreting

段落口譯DialogueInterpretingScriptsPassage2Onceatransactionisconcluded,thetwopartiesareboundbythecontract,