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Words and Expressions
concession [kEn5seFEn] 让步
literally [5litErEli] 照字面地，逐字地
reasonable [5ri:znEbl ] 合理的，适当的
Franc [ frANk ] 法郎
current [5kQrEnt] 当前的，现行的
per [ pE] 每，每一
expand [iks5pAnd] 发展，扩大
counteroffer [ 5kauntE7C:fE ] 还盘
entertain [7entE5tein ] 接受，准备考虑
token [5tEukEn] 象征；表示
ammonium sulphate 硫酸铵
forerunner [5fC:7rQnE] 前兆，先导
rock bottom price 最低价格
in that respect 在那方面
Notes
1. might as well call the whole deal off 索性放弃这一整笔交易
2. have a way of talking me into it 有办法说服我
3. have stood the competition well 经得起竞争
4. The very fact that other clients keep on buying speaks for itself.
其他客户继续购买这一事实本身就说明了这一点。
5. It’s impossible for us to entertain your counteroffer.
我们不能接受你方的还价。
6. Our counteroffer is well founded. 我们的还价是很合理的。
7. provided you take the quantity we offer
如果你方接受我们提议的数量
8. as a token of friendship 作为友谊的表示
9. in line with the world market 和世界市场价格一致
A specimen Letter
Dear Sirs:
We are in receipt of your offer of March 26 for 300 cases of black tea at 30 pounds per kilogram, C.I.F. Liverpool.
In reply, we regret to inform you that we cannot do business at the prices you have given. You may be aware that some Indian dealers are lowering their prices. No doubt there is keen competition in the market.
We do not deny that the quality of Chinese tea is better and no other tea can compare with yours either for flavor or color, but the difference in price should, in no case, be as great as 8 percent. To close the business, our counteroffer is as follows:
300 cases of black tea at 25 pounds per kilogram, other terms as per your letter of March 26.
As the market is declining, we recommend your early acceptance.
Yours faithfully,
先生：
我们收到了你们三月二十六日关于三百箱红茶，每公斤三十英镑利物浦到岸价的报盘。
很抱歉，我们不能接受你们的价格。你们可能知道，有些印度商人正在削价销售。无疑市场竞争很激烈。
我们承认，中国茶叶品质较好，在香味和色泽方面，其他品牌的红茶很难与之相比。但是价格差距不应高过百分之八。为了成交，我们还盘如下：
三百箱红茶，每公斤二十五英镑，其他条件照你方三月二十六日信中所述办理。
由于市价看跌，我们建议你们早日接受。
Substitution Drills
1 A:We’re thinking of placing a large order with you.
expanding into the Chinese market.
locating an agent in your area.
B: I’m glad to hear that.
Good news. It means more business for us.
Please let us know if we may be of help.
我们在考虑 下给你们一个大型订单。
开拓进入中国市场
在你们地区设置一个代理
我很高兴听到这个。
好消息，这对我们来说意味着更多的生意。
请告知我们能否帮忙。
2 A: How much are we expected to pay?
are you asking for that?
will you charge per dozen?
B: The lowest we can do is U.S.$30 per dozen.
我们得付多少钱？
你要求多少钱？
每打你要多少钱？
我们可以做的最低价格是每打30美元。
3 A: Could you bring your price down a little bit? Say, $28 ?
cut the price down a little bit?
reduce the price a little bit?
B: I don’t think we can meet your expectations.
meet your request.
meet you on the price.
你能把你的价格降低一点吗？我是说，28美元？
你们能把价格降低一点吗？
你们能把价格降低一点吗？
我想我们 满足不了你们的要求。
满足不了你们的要求。
不能在价格上满足你。
4 A: Have you taken into account the size of our order?
considered the quality of our goods?
B: I wouldn’t have quoted you such a price, if it weren’t for a large quantity.
We wouldn’t have turned to you for an offer, if it weren’t for the good quality of your goods.
你考虑到我们 的订单的大小了吗？
商品的质量了吗？
我不会给你报这样的价格，如果不是大批量的话。
如果不是因为你们商品质量好的话，我们就不会向你们询盘了。
5 A: As a sign of our support to your efforts, we’ll make a special reduction of $0.50 per dozen.
Considering our good relationship and future business, we give you a 3% commission.
B: Frankly speaking, that’s not good enough.
I accept in order to get this transaction concluded.
为了表示我们对你们努力的支持，每打我们特别降价0.5美元。
考虑到我们良好的关系和未来的生意，我们给你提供3%的佣金。
坦率地讲，这还不够。
为了达成交易，我接受。
6 A: You’ve raised the price! May I know what has caused the increase?
You’ve increased the price! May I know why?
The price is higher. Could you give me the explanation?
B: The cost of production has gone up.
The prices of raw materials have been raised.
The market is advancing.
你们提价了！我可以知道增价的原因吗？
你们提价了！能告诉我为什么吗？
价格涨了。你能解释一下原因吗？
生产成本提高了。
原材料的价格上涨了。
市场上涨了。
7 A: As far as I know, the use of new materials could reduce unit cost by 10%.
supply will soon exceed demand.
the price tends to go down.
B: I’m sorry. I can’t agree with you there.
We see things differently.
We don’t see it that way.
据我所知， 新材料的使用能减少单位成本的10%。
供给会很快超过需求。
价格趋于下降。
很抱歉，这点我不同意你的意见。
恐怕我们看法不一样。
恐怕我们看法不一样。
