第三单元商务谈判解析.doc

词语预习 进出口商品交易会 Import and Export Commodities Fair 销售部经理 Sales Manager Supply department 采购部 Brochure 小册子 Scope of business 经营范围 Machine tool 机床 Workmanship/craftsmanship 工艺 Make an inquiry 询价 Quotation 报价 C.I.F. Seattle 西雅图到岸价 Competitive 有竞争力的 Bulk 大批，大量 Substantially 大大地 展台 exhibition stand 口译实践 A：欢迎光临上海进出口商品交易会。我叫陈明。我是上海机械公司的销售部经理。 B：Hi, Mr. Chen. My name is Sean Hudson. I’m from Seattle, U.S.A. I’m in charge of the supply department of the Pacific Trading Company Ltd. A: 很高兴见到您，哈德逊先生。请坐，我想向您介绍一下我公司的产品。 B: Thank you. I have read your brochure and am very impressed by your scope of business. I believe my customers will like your new products. A: 您对我们产品感兴趣，我很高兴。不过我们的宣传小册子仅仅介绍了我公司生产的一小部分机床。您可以进来看看我们的展品。 B： Sure. Your exhibits are very attractive, though the workmanship is not so desirable. If you don’t mind, I’d like to make an inquiry. Here’s the list of our interested machine tools. I’d like to hear your lowest quotations C.I.F. Seattle. A: 谢谢您的询价。您单子上所列的机床我们都有。这是我方的美国太平洋沿岸城市到岸价的价目单。我们还可以根据您所想要的数量调整价格。 B：Well. Mr. Chen, your prices are not very competitive. My demand is bulk, but of course I’ll have to substantially reduce the quantity of my intended purchase with your offer. A: 哈德逊先生，我刚才说过，我方的价格可以根据贵方的购买量进行调整。如果使您不安的只是我方的报价，那么您可以到其他展台去看一看，然后我们还可以再坐下来讨论我方的报价。 B：I sure will. Nice meeting you. I’ll call home about your quotations and come back tomorrow with our decision. A: 好的。明天见。 B：bye. 第二篇 英汉交替口译 词语预习 经营的新品种 new line of business 汽车零部件 auto parts Update 调整 At the cost of 以…作为损失 Our part 我方 报/发盘 offer 折扣 discount Supplies 货物 Free sample 免费样品 Inspection 检验 Floor offer 最低报价 Counter-offer 还价 还盘 合同的格式 the format of the contract 规格 specification 单价 unit prices 保险费由贵方负担 the insurance premium should be borne by your side Business transaction 生意 口译实践 A：Good afternoon, may I help you? B:我对贵公司经营的新品种颇感兴趣。我可以看看贵方汽车零部件C.I.F.价目表么？ A：Certainly. Lately we expanded our scope of business to better serve our Fast East Asian customers, Chinese customers in particular. China is such an