商务英语听说下册答案doc资料

1、学习 好资料Unit Two1) A:这是我方1000箱茉莉花茶的报盘。A： Here is our offer for 1000 cases of jasmine tea.B:你方报价实在是太高了，我方很难销售。B： Well, your price is too high. It'll be very difficult for us to make any sales.A:可你得知道近来茉莉花茶的价格看涨。A： You must be aware that the price of jasmine tea has been increasing.B:可是越南供货商的价格比你方的要

2、低些。B： But Vietnamese suppliers give a lower price than yours.A:同行公认中国茉莉花茶质量上乘。A： Every one in the trade knows that Chinese jasmine tea is far more superior.B:我不否认中国茉莉花茶的质量，但市场竞争很激烈，许多供应商实际上还在削价，以获得更大的市场份额。B： I don't deny the quality of your jasmine tea. But competition is keen. Many suppliers ar

3、e in fact cutting their prices to try to get a large market share.A:迄今为止，我方的商品能够应付这种竞争，我们手头已有很多订单，还会有客户向我们下订单。这一点可以说明我公司的产品具有竞争力，我方的报价是有吸引力的。A： So far, our product can handle the competition well. We've had many orders and more are coming. It just shows that our product is competitive and our pr

4、ice is attractive.2) A:这是我公司的报价单，所有的价格以我方最后确认为准。A： Here is our price list. All the prices are subject to our final confirmation.B:顺便问一下，你们给佣金吗？B： By the way, do you allow any commission?A：我们报的是离岸价净价，按照惯例是不给佣金的。A： Well, our prices are quoted on an FOB net basis. As a rule, we don't allow any comm

5、ission.B:可是你知道我们是佣金商，我们是靠获取佣金来做买卖的。给予我们一定的佣金将有助于推销你方的产品。B： But you know, we're a commissioned agent. We do business on a commission basis. Commission transactions will surely help to push the sales of your products.A:可你方的订购数目不大。A： Yet your order is really not large enough.B:那么在你们眼里订购多少才算大额订单呢？B：

6、 What quantity would you consider to be a large order?A:至少总额达到50万美元。A： USD 500 000 or above.B:噢，这可是一大笔。陈先生，这是我们头一次做买卖，能否灵活一点给我们更优惠的条件？这样我们或许能建立长期的贸易关系。更多精品文档B： Wow, really substantial. Well, Mr. Chen, this is our first transaction. Can you be more flexible and offer us more favorable terms? It might

7、 be possible for us to establish a long-term relationship.A:好吧。如果你方的订货总额达到40万美元，我方可以给予你们 3%的佣金。A： OK. We would grant you a 3% commission if you place an order of USD 400 000.B:你们给予我们特殊的照顾，我们很感激，可我们通常从欧洲供应商那里得到5%的佣金。B： We appreciate your concession very much. However, we can usually get a 5% commissi

8、on from our European suppliers.A:格林先生，其实我公司的报价已经够优惠的了。我们是为了能够与你方建立长期的贸易关系才破例给予你们3%的佣金。我们只能做到这一步。A： Mr. Green, our price itself is already favorable. It is for our long-term business relationship that we make this exception. This is the best we can do.B:既然如此，我们只能接受这个条件了。B： All right, we'll have t

9、o accept it.3) A :怀特先生，这是我公司5000吨一级红豆的报盘，每公吨 CIF5%鹿特丹价 175 美元。A： Mr. Wright, here is our offer for 5000 metric tons of Grade A red beans, USD 175 per metric ton, CIF 5% Rotterdam.B:张先生，你方所报价格偏高，以这样的价格成交是不可能的。B： Your price is on the high side, Mr. Zhang. It's impossible for us to conclude any tra

10、nsactions at this price.A:我不知道你为什么会这样说。坦率地说，如果你不是我公司的长期客户，我公司是不会给你方报这么低的价格的。我敢说你从别的供应商处是得不到这么优惠的报价的。A： I don't know why you think so. Frankly speaking, we wouldn't quote you such a low price if you were not our regular customer. I bet you can't get such a favorable price from other suppl

11、iers.B:我昨天收到了泰国一家供应商的报盘，他们的价格比你方报价低 3%。B： We got an offer from a Thailand supplier yesterday. Their price is 3% lower.A:你得从商品的质量这个角度去考虑价格。同行们都公认中国一级红豆的质量是一流的。一级产品的价格当然比二流产品的价格要高些。此外， 目前一级红豆的需求量很大，世界各地的客户都向我公司订货。大多数进口商都认为我方的报价是合理的。相信你方以这个价格进货一定会赢利。A： You must take the quality of the red beans into co

12、nsideration. Every one in this trade is well aware that Chinese Grade A red beans is of superior quality. So the price of Grade A commodities of course must be higher than those of inferior quality. Besides, there is a strong demand for Grade A red beans. A lot of orders are pouring in from all over

13、 the world. Most of the importers think that our offer is reasonable. I believe you'll make a profit buying at this price.4) A:贵公司所报价格比上一次高了5%。A： Your price is 5% higher than that of the last transaction.更多精品文档学习 好资料B:你知道近来产品成本大增，同时我公司在确定价格的时候把此类产品价格上升的趋势考虑了进去。B： You know production cost has inc

14、reased a great deal recently. We also need to consider upward trends when we fix the price.A:可我方很难说服客户以这个价格购买此类产品。你方至少要在这个价格的基础上降价5%。A： But it will be very difficult for us to persuade our clients to buy at such a price.You'll have to reduce your price by at least 5%.B:你方的还盘大大超出了我方所能接受的范围。我公司不能接

15、受这么大幅度的削价。B： Your counter-offer is far beyond my reach. We can't stand such a big cut.A:我方的还盘是在比较了其他供应商的价格后做出的。我公司同时向几家供应商发出了询盘，你方的报价比其他供应商要高。A： We make this counte-roffer based on the offers from other suppliers. We made enquiries to several suppliers at the same time and found that your price

16、is higher than the other suppliers.B：我们暂时把价格问题搁一下。能否先告诉我你方打算订购多少件货物？B： Could we just put this problem aside? Could you give me an idea of the size of your order first?A:这在很大程度上取决于你方的价格。如果你方能降价 5%,我公司马上订10万件。A： It will largely depend on the price you offer. If you could make a 5% reduction, we would

17、place an immediate order of 100 000 pieces.B： 这样吧， 我们双方都作一些让步。我方降价3%， 你方把订购量升为20 万件。这是我方的最低价格了。B： All right. Shall we move together? We'll reduce the price by 3% on the condition that you increase your order to 200000 pieces. This is our rock bottom price.A:好吧，就以这个价格成交。A： OK. Let's call it a

18、 deal.Unit Three1) A:史密斯先生，我公司已收到你方的询盘，可是很遗憾，我方现在手中没货，你们得等两个月。A： We've received your enquiry, Mr. Smith. But we are sorry to tell you that the goods you asked about are out of stock. You'll have to wait for two months.B:两个月太长了。我方的客户正急需这种产品。B： Two months is far too long. Our customers need th

19、e goods urgently.A:我也无能为力。我公司的产品以其优良的品质和公道的价格深受客户欢迎，因此需求量总是大大超过供应量。尽管努力加紧生产，可仍不能满足日益增长的需求。这样吧，我向你们推荐 HRF-279型号的产品。A： There's nothing we can do. Our products have been well received due to their high quality and reasonable prices. So demands often exceed supplies. Though we have 更多精品文档学习 好资料tried

20、 to speed up production, we still can't meet the increasing demand. So I'd like to recommend to you the HRF-279.B：我们的客户熟悉GBS-112型号的产品，可对HRF-279型号的产品却不太熟悉。我不敢保证它在我方市场到底有没有销路。B： Our clients are familiar with GBS-112, but not HRF-279. How do I know that it will sell well in our market?A:你不用担心。近

21、年来，HRF-279在欧洲和东南亚销路不错，我相信它在你方市场站得住脚。A： Don't worry. The HRF-279 has been selling well in Europe and in Southeast Asian countries in recent years. I'm sure it will have a ready market at your end.B:但愿如此。B： I hope so.2) A:我方已经看过你方的样品，觉得很满意。我方打算先试订5万台。订货单明天会到达你处。A： We have received your sample

22、and are very satisfied with it. We plan to place a trial order for 50,000 sets. The order form will reach you tomorrow.B:我们很乐意接受你方的订单。我想提醒你那个样品到时就算在第一批货物里面。B： We're glad to accept your order. May I remind you that the sample should be added as part of the first shipment?A:没问题。我方下订单时一向要求签署凭样品买卖合约

23、。我们这样做是为了确保货物的质量。A： No problem. Whenever we place an order, we always ask for a sale by sample agreement, so we can be sure of the quality of the product.B:请放心。我公司出去的货物一定会与样品的质量相同。B： Don't worry. Our products are always as good as samples we send.A:太好了。如果产品销路好，我们以后会下更多的订单。A： Great. If they sell

24、well in our market, I can promise you that substantial orders will follow.3) A:你好。A： Hi!B:好久不见，生意如何？B： Long time, no see. How's business?A:过得去。你那儿的情况怎么样？A： Not bad. How's everything?B:现在春节刚过，是淡季。我发现贵公司现在自行车的订单似乎没以前多，是这样吗？B： It is off-season now, since spring festival has just passed. I found

25、 that your sales of bicycles have been falling off lately, haven't they?A:那是由于我们转向做汽车零件的缘故。A： That's because we have switched to automobile accessories.更多精品文档学习 好资料B:你们还做自行车买卖吗？B： Then, are you still handling bicycles?A:做，但量不多。你打算订购自行车吗？A： I am, but not on a large scale. Are you thinking of

26、placing an order for some bicycles?B:如果你方价格公道，我公司这次打算订购50000辆。B： I'm considering placing an order for 50,000 units if your price is fair.Unit Four1) A:我方应在什么时候开立信用证？A： When should we open the L/C?B:信用证必须在装船前一个月到达我方。你方这批货是现货供应，必须尽快办理开证手续，否则可能会耽误装船。B： The L/C must reach us one month before shipmen

27、t. Since the goods are supplied from stock, you'd better open the L/C as soon as possible, otherwise it may delay the shipment.A:在装船前一个月开立信用证，这样会影响我公司的资金周转，能否将时间缩短至 15 天？A： If we open the L/C one month before shipment, it'll tie up our money. Would 15days do?B:恐怕不行。我公司得准备货物，订船舱，这些都得花时间。不能指望我

28、们在15 天之内发货。B： I'm afraid not. It'll take us a lot of time to get the goods ready and book shipping space. You can't expect us to make delivery within 15 days.A:那么你们打算什么时候发货呢？A： When are you going to ship the goods?B:货物会在1月底准备好，如果信用证能在1月1号前寄达我方，我们可以在2 月初发货。B： The goods will be ready at th

29、e end of January. So if the L/C would reach us byJanuary 1, we could deliver the goods in early February.A:贵公司在信用证有效期方面有什么规定？A： Do you have any stipulations on the validity of the L/C?B:我公司一般规定信用证在发货后15天内有效。B： We generally require the L/C to remain valid until the fifteenth day after shipment.A:我方可以

30、把美国花旗银行作为开证行吗？A： Can we use Citibank as our opening bank?B:完全没问题。B： No problem at all.2) A:史密斯先生，我是广东省丝绸进出口公司的陈强。我想与你谈谈关于你方 123-456 订单的问题。A： Mr. Smith, I'm Chen Qiang of the Guangdong Silk Import & Export Corporation.I'd like to talk to you regarding your order No.123-456.更多精品文档学习 好资料B：有

31、什么不妥吗？B： Is there anything wrong?A:舱位很紧，我公司恐怕不能准时发货。你方可否将信用证的有效期延至这个月底？A： Well, shipping space is all booked up. I'm afraid we can't deliver the goods on time. Could you extend the L/C until the end of this month?B:没问题，不过请你想办法解决问题。这批货是季节性货物，我们得赶上圣诞节销售旺季。B： No problem, but please try your best to solve the problem. The goods are seasonal commodities; we'll have to meet the Christmas selling season.A:我们会尽力确保在12月上旬交货。A： We'll try our best to ensure delivery in early December.B:十分感谢。B： Thank you very much.A：别客气。A： That's all right.3) A:到目前为止，我们已经谈妥了价格、质量和数量问题，现