外贸英语.docx
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外贸英语
1．前五课的对话A划出的部分
2．补充对话
Unit1
Inquiry（询价）
Dialogue1
W:
Yes,sir.IsthereanythingthatIcanhelpyouwith?
M:
Well,I’mthinkingofpurchasingsomeChinesejasmineteaand,ifthepriceisgood,maybesomeotherkindsofgoodsaswell.
W:
Sure.Wouldyouliketolookatthesesamplesfirst?
Ifyouareinterested,Icouldarrangeameetingandwecantalkaboutit.
M:
（afterlookingatthesamples）Thesearefine.Couldyouarrangeameetingat9:
30tomorrowmorningthen?
W:
Okay.Letmecheckmyschedulefirst.（aftercheckingherschedule）Sorry,sir.Tomorrowmorningisalltaken.Whatabouttomorrowafternoonbetween3and4?
Thatistheonlytimeavailablefortomorrow.
M:
That’sfine.Let’smakeitat3pmthen.Thankyou.
W:
Thankyou.Haveaniceday.
Dialogue2
C:
Hereisourpricelistandthesamplesarejustdisplayedoverthere.
F:
Thankyou.（afterstudyingthepricelistandthesamples）。
Well，Mr.Wang.I’mafraidyourpriceistoohigh.Isthispricefirm?
C:
Oh,yes.Thisisourlowestpriceinreferencetothepriceontheworldmarket.
F:
Howlongwillthispricebegood?
Ican’tmakethedecisionmyself;I’llhavetocallmyheadoffice.
C:
Thispricewillbegoodforthreedays.Doyouthinkyouhaveenoughtimeor…
F:
Oh,yes.I’vegottogonow,Mr.Wang.Seeyoulater!
C:
Seeyou,Mr.James.
Dialogue3
F:
We’vealreadygoneoveryourquotations.Thepricesofsomeofthemerchandisearereallyhardtoaccept.
C:
Themerchandiselistedinyourinquirylistisallfirstclass.Therearesomeotherdifferentgradesofmerchandise,butthepricesarenaturallydifferent.
F:
Inthatcase,istherestillroomtonegotiateontheprice?
C:
Well,asIsaid,itreallydependsonthesizeofyourorder.Wecandiscussthepriceforeachitembasedonthequantityofyourorder.
F:
Thatmaynotbeabadidea.Whydon’twegooverititembyitemnow?
C:
Okay,let’sdothat.
Dialogue4
C:
ThesearetheNikeshoes.Theyareallauthenticproductsfromourjointventuremanufacturer,andwehaveseveralseriesofthematthepresenttime.Wehaverunningshoes,tennisshoes,basketballshoesandsoon.Thesizesavailablearefrom8to13.They’rereallyniceshoes.
F:
（aftercarefullylookingatthesamplesforawhile）Hmm,theyareniceshoesindeed,notmuchdifferentfromtheshoeswesellathome.What’syourquotationoftheseshoes?
CIFSanFrancisco?
C:
Couldyoutellmehowmuchyouwanttobuy?
Ourpriceisdifferentaccordingtothesizeoftheorder.
F:
Okay,letmebefrank.Ourprimaryconcernisprice.Ifthepriceisgood,weplantoimport10,000pairsfirst.Wearealsothinkingofsettingupalongtermrelationship.
C:
Iseewhatyoumean.Whydon’twedoitthiswaythen.Forrunningshoesandtennisshoes,wequoteyou$33apair;forbasketballshoes,weaskfor$45apair.
F:
Thatsoundsreasonable.Whendoyouplantodelivertheshoes?
C:
We’lldeliverthemin45daysintwogroups,withthesamequantityineachgroup.ThefirstshipmentwillbeinSeptemberandthesecondshipmentwillbeinNovember.Whatdoyouthink?
F:
Soundsgood.
Unit2
OnPrice
Dialogue1
F:
Sinceyou’vequotedustheprice,we’veraisedourpricethreetimes.Butyouhaven’tmadeanymoveyet.Thisisnotfair.
C:
Why?
Ourpricehasbeenfairfromtheverybeginning.Ifwehadoverpricedourquotation,wecertainlycouldhavereducedourpricefrequently.Butit’sawasteoftime,don’tyouthink?
F:
Butthisisourtopprice,Ican’tmoveanymore.Pleaseunderstandourdifficultsituation.
C:
I’dsuggestyouleaveyourselfsomemoreroominordertoavoidthispredicament.Totellyouthetruth,Idon’tbelievethisisyourtopprice.Ifyouaresincereanddonotwanttodelay,putyourcardsonthetable,okay?
OnlythencanIconsiderwhetherornotweshouldmakeamove.
F:
Ihaveallmycardsonthetablealready,believeme.
C:
Okay.ButifIfindoutyou’vetrickedme,anydealsinthefuturewillbetough.Takemywordforit.Idon’tdealwiththosepeoplewhodouble-crosstheirfriends.
F:
Comeon,takeiteasy,okay?
Weareoldpartners.Formthepointofviewofourlongterminterests,howcouldItrickyou?
Andyouarenotthatkindofpersonwhocanbetricked.Iwouldn’tdare,right?
C:
Ohforgetit.Thistimewe’lldoitaccordingtoyourprice.
Dialogue2
F:
I’vecometoadead-endnow.Idon’tknowwhattodo.
C:
That’sdifficult.Thereisn’tanyroomleftforustocompromise.I’mafraidyou’llhavetotakecareoftheproblemyourself.
F:
Pleasegivemeahand,okay?
IfIagreetoyourterms,I’llbefired.That’sforsure.
C:
Itsureisnoteasybeinganemployee,isit?
Youcanonlymakemoneyforhim.Icanunderstand.Ifyoudidagreetoourtermsandsignthecontract,you’dloseyourjob.Noquestionofthat.Wellthen,whydon’twethinkforsomethingelsethatyou’llbeabletopassoffwhenyougoback,okay?
F:
Ifeelverygratefulforyourhelp.I’lldothebestIcantoconcludethedeal.
C:
Noproblem.Let’sbothtryit.Ifwe’llbeabletomakeadeal,somuchthebetter.Let’sjusthopeforthebest.
Dialogue3
F:
Thispriceisdefinitelytoohighat$130acase.
C:
Howmuchdoyouthinkwouldbereasonable?
F:
$110acase.
C:
Thatistoobigadifference.I’mafraidit’snotpossible.
F:
Butsurelyyouknowsomethingaboutthemarketsituationinourcountry?
Competitionforgoodslikethisistough;besides,weimportsimilarcommoditieselsewhere.
C:
Icanassureyouthatourgoodsstandcompetitionwell.Youboughtthiskindofcommoditiesformuslastyear,right?
Andtheysellallright,don’tthey?
F:
Oh,yes.Butah…Anyway,atthepriceof$130acase,wewont’makeanysales.
C:
Allright.Whydon’twemeeteachotherhalfway,providedyoubuy500casesmorefromus.
F:
Letmethinkaboutit.Okay,let’sdoit.I’llbuyyourgoodsat$120acaseundertheconditionofbuying500casesmore.
C:
That’sadeal.Wehopewe’lldobusinessagainnextyear.
F:
Youbet.
Dialogue4
F:
Wearesurprisedthatyourpriceis30%highercomparedwithothercompanies.
C:
30%?
Youcan’tbeserious!
F:
Thathasbeenconfirmedbyoursurvey.I’mafraidI’llhavetocancelthedealifyoudon’treduceyourprice.
C:
Howmuchdoyouwanttotakeoff?
F:
30%accordingtothelistedprice.
C:
Butthatisimpossible.Wewon’tmakeanyprofitatthatprice.10%offtheoriginalprice.Howisthat?
F:
Noway.10%isstilltoohigh.
C:
Comeon.Theyqualityofourproductsisguaranteed,andyouarebuyingthebestofitskind.Youknowthat.
F:
Butothercompaniesalsosaythattheirproductsarethebest.HowcouldItell?
C:
Allrightthen.I’llcutanother3%,andthat’smyrockbottomprice.
F:
Alright,that’sadeal.
Unit3
PaymentTerms
Dialogue1
F:
Iwonderifwecanmakepaymentforthisorderbydocumentarycollection?
C:
Iamsorry,youcan’t.Generally,weonlyacceptpaymentbyirrevocableletterofcreditpayableagainstshippingdocuments.（不可撤销的凭装运单付款信用证）
F:
Youknowourorderthistimeisverylarge.ToopenanL/Cforsuchalargeamountatabankiscostly.Canyoubeabitmoreflexibleandbendtherulesalittle?
C:
Ireallycan’thelpyou.Rightnow,thesituationontheinternationalmoneymarketisunstable.Tobeonthesafeside,weinsistonthepaymentbyL/C.
Dialogue2
C:
We’dliketomakeourpaymentforthissetofequipmentbyinstallment.
F:
Ineedtocheckwithmycompanyaboutit.Butwhatkindofinstallmentpaymentdoyouhaveinmind?
C:
Idon’tknowverymuchaboutyourcompany’spolicy.Whatwe’dliketodoistomakeadownpaymentfirst,andthenafterthedelivery,wepayofftherestofitinfourpayments.
F:
It’dbeverydifficulttoarrangeadeallikethis.Tomyknowledge,yourbank,BankofChina,hascreditagreementwithsomeAmericanbanks.SoIsuggestyougoandfindoutmorefromthem.
Unit4
PackingandMarking
Dialogue1
F:
Asforthepackingoftheproducts,we’dliketouseourownbrandname.
C:
Thisisnobigproblem;wecanacceptit.
F:
Onemorequestion.Ifweprovidethepackingmaterials,canyoupacktheproductsaccordingtoourspecificationsandincludeapackingslip?
C:
Yes,provideyoupayacertainamountofprocessingfee.Asamatteroffact,we’vealreadydonebusinessofprocessingmaterialsthataresuppliedbycustomers.
Dialogue2
F：
Now,let’sdiscussthemarking.Areyouusingindeliblepaint?
C：
Yes,water-repellentindeliblepaintistobeused.
F：
Fine.AndastheparcelistobetransshippedatHongkong,pleasemakesureyouusethekindofpackingwhichisstrongenoughtostandallthehandling.
C：
Thathasbeentakenintoaccount.Theboxestobeusedarestrongandwater-proof.Theyareseaworthyandcanstandroughhandlingonthewharves.
Unit5
Insurance
Dialogue1
F:
WhatrisksarecoveredinyourofferaccordingtotheCIFclause?
C:
WegenerallyonlyissueFPA,WPAandALLRisks,butwecouldaddspecialcoverageifacustomerrequires.
F:
WewouldalsoliketohaveWarRiskcoverage.Canyougetthisforus?
C:
Wecertainlycan.Butyoumustbearthepremiumforthissortofspecialcoverage.
Dialogue2
F:
ThereisanotherpointI’dliketoclarifynow.YourquotationisonCIFbasis.Whatrisksareusuallycoveredagainst?
C:
TheinsurancecoversAllRisksat110percentoftheinvoicevalue.
F:
IsWarRisktobecovered?
C:
No,it’snotnecessaryfortheshippinglinetoaddtothecost.OurpastexperienceshowsthatAllRisksgivesenoughprotectiontoallourshipmentstoyourarea.
LESSON6
SHIPMENT
UsefulWordsandExpressions
shipment装运
Thegoodsarereadyforshipment.货物备妥待运。
Shipmentistobemadeintwoweeks.两周后装运。
Thequalityofthegoodsisbetterthanthatofthelastshipment.货物的质量比上批货好。
toeffectshipment
升级会员 