外贸英语对话(第四版)-全套电子整本书电子教案教学教程整套课件

INTER-LESSON(I)

Review

AnswerKey-translation1) Youhadbetterhaveatalkwithhimyourself.2) Asallthepeopleareherealready,wemightaswellbegin.3) We’dratherhaveyourlowerquotationthanacommission.4) I’dratherhaveyourCIF(price)thanFOBprice.AnswerKey-translation5) SinceMr.Wangisnotfreetomeetusnow,wemightaswellhavealookatthesamples.6) Youhadbettergiveusaprice-listbeforethetalk.7) Asthegoodsyouwanthavegoneoutofproduction,youmightaswelltrythisnewstyle.8) We’dratherreduceourpricethanlosethebusiness.AnswerKey-translation1) Ourusersareinterestedinakindofspecialalloysteel.Ihaveaninquiryherefor50tonsofthatalloysteelwhichIhopeyoucansupply.2) Asthespecificationsarerathercomplicated,couldyougiveusawritteninquiry?3) Wehopeyouwillbringussomesatisfactorynewsaboutourlastinquiry.AnswerKey-translation4) Ifyouareinapositiontosupply,Ihopeyouwillsendusanoffertogetherwithyourcatalogueandprice-lists.5) Someofourclientsareinterestedinyourproducts.Ifyourtermsarefavorable,youmayexpectalargeorderfromus.6) Wearetoldthatyouareinapositiontosupplyhighqualitycopperwire.Couldyoutelluswhatquantityyoucanofferfordeliverynextmonth?AnswerKey-translation7) Weunderstandthere’sagooddemandformachinetoolsinyourmarket.Hereisouroffersheetforyourconsideration.8) Wearesorrythisitemisoutofstockforthetimebeing.9) Ifyouthinktherearebusinesspossibilitiesinthisline,wewillbegladtosendyousamplesandfurtherparticulars.AnswerKey-translation10) Weunderstandthere’sagooddemandforourbasketwareinyourmarket.Wewouldappreciateyourmakinganefforttopushthesaleofthisitem.11) Wecan’tclosebusinessatthatprice.12) Ifyouinsistonyouroriginaloffer,wecanhardlycometoterms.13) Yourcounter-offerismuchtoolowtobeacceptable.AnswerKey-translation14) Wehavenostockofthisitematpresent.We’llcontactyouagainassoonasfreshsuppliescomein.15) We’llkeepinmindyourrequirementforoursoyabeanandwillcontactyouwhenitisavailable.16) I’msorrytosaysuchgoodsasrequiredbyyouarenolongerinproduction.Herearesomesamplesofgoodsofevenbetterqualityforyourselection.17) Weareunabletoacceptyourofferasothersuppliershaveofferedusmorefavorableterms.AnswerKey-translation18) Paymentistobemadebyaconfirmed,irrevocableLetterofCredittobeopenedinourfavor.19) AsaspecialcasewemayconsideracceptingpaymentbyD/P.Thiswillmakeitmucheasierforyoutopushthesaleoftheseproducts.20) TheletterofcreditmustreachusnotlaterthanOctoberandremainvalidforfifteendaysafterthedateofshipment.AnswerKey-translation21) InviewoftheinstabilityofPoundSterling,wewouldsuggest,inyourowninterest,thatyouestablishyourL/CinRenminbiwiththeBankofChinainLondon.22) ConsultyourbankandseeiftheyareinapositiontoopenLettersofCreditinRenminbi.23) We’llbookyourordernow,sothatshipmentcanbemadepromptly.24) Wealwaysmakeoffersaslowaspossiblesoastoconcludemorebusiness.AnswerKey-translation25) PleaserestassuredthatwehavepassedonyourenquirytotheShanghaiBranch.26) Thesupplyislimitedandnofurtheradvicewillbegivenforanychangeinpriceatanytime.Youarerequestedtoplaceyourorderassoonaspossible.27) Aftermanyexperiments,ourmanufactureris,atlast,abletoproducesyntheticbristleinlargequantities.AnswerKey-translation28) Wearenotinapositiontoeffectanearliershipment,becausethereisnoshipsailingtoyourportthisweek.29) Tobefrankwithyou,yourreductionoftwopercentinpricedoesn’thelpmuch.INTERLESSON（II）

ReviewAnswerKey-translationA:Mr.Brown,we’vesettledthetermsforthecontractingeneral,andwearegoingtopreparethecontractaccordingly.Couldyourepeatthetermssothatnomistakesaremade?B: Youareright.I’llrepeat:liquidcrystalHD(HighDefinition)colorTV-set,50000sets,46inches,“SONY”BrandatUS$300persetCIFShanghai,ShipmentFeb.toJune2011,10000setseachmonth,paymentbyL/Cpayableagainstshippingdocuments.AmIright?AnswerKey-translationA: Yes.Butyoumissedonepoint,towhichwepaygreatattention.B: Oh,yes,it’sthepacking,isn’tit?A: Yes.B: EachTV-setistobewrappedinaplastic-filmbag,fixedwithhardfermentedplasticpadding,andputinacarton.Outside,itistobestrengthenedbynylonstraps.AnswerKey-translationA: Right.Don’tforgettostencil“HANDLEWITHCARE”,“FRAGILE”andanyotherrelativeshippingmarksonthecartons.B: Ofcourse.Noneedtoworryonthatpoint.UNITONE

BusinessInquiries

Words&Expressionsparticular a.特定的，具体的steelhardwareassortment n.钢质小五金组合套装catalog(ue) n.目录requirement n.需求inquiry n.询价offer v.&n.报价indicationofprice 估计价格subjectto ad.在……条件下Words&Expressionsdiscount n.折扣commission n.佣金manufacture n.（大量）制造salesliterature 销售说明书favorably ad.有利地competitive a.有竞争力的specifications n.规格receipt n.收到Words&Expressionscovering n.有关coveringL/C 有关信用证compare v.比较elsewhere ad.在别处chaindepartmentstore 连锁商店tobeinterestedinsth. 对……有兴趣subjecttoourfinalconfirmation以我方最终确认为准Words&Expressionsplaceanorder 订货offerinthisline 在这一方面提供ourpricescomparefavorablywith…我方价格比…优惠…madeaccordingtospecifications 定制（按预定规格做）……salesconditions 销售条件pricesheets 价格单makedelivery 交货Words&Expressionsasarule 一般说来，通常3monthsafterreceiptofthecoveringlettersofcredit 接到有关信用证后三个月内CIFVancouver 温哥华到岸价FOBprices 离岸价firmoffer 实盘UsefulPhrasesandExamples1. tobeinterestedin…对……有兴趣Weareinterestedindevelopingbusinessrelationsbetweenus.2. subjectto以……为准，有效Subjecttoourfinalconfirmation,wearesendingyouourofferasfollows.3.placeanorder订货Wewishtoplaceanorderwithyourcorporationfor10000bicyclesUsefulPhrasesandExamples4.comparefavorablywith比……优越，有利Ourconditionsofsalescomparefavorablywiththoseofferedbyothermanufacturers.5.makedelivery交货Weshouldliketoknowhowsoonyoucanmakedeliveryofthegoods. 6. asarule通常Asarule,allthepricechangesmustbeapprovedbythesalesmanager.UsefulPhrasesandExamples7. afterreceiptof收到……之后Wehaveworkedoutourofferforthiscommodityafterreceiptofyourenquiry.8. We’drather…than…我们宁愿……而不……We’dratherfillourneedselsewherethankeepourenquiryopenindefinitely.9. workout写出，报出Wehaveworkedoutascheduleforourdiscussions.Pleasehavealook.UsefulPhrasesandExamples10. Ouroffersremainopenfor3days.我方报价三天有效。Ourofferisgood/firm/validforaweek.

AnswerKey-cloze1) Wouldyoutellusthequantityyouwantsothatwemayworkouttheoffer?2) PleasemakeyourquotationsonaCIFbasis.3) Iwanttoconcludesomesubstantialbusinesswithyouthistime.4) Iusuallygeta5%commissionfrommysuppliersformyimports.5) Wearethinkingofplacinganorderwithyourfirm.AnswerKey-cloze6) MayIknowwhatparticularitemsyouareinterestedin?7) Allthepricesinthelistaresubjecttoourfinalconfirmation.8) Weshall,ofcourse,arrangeforshipmentofthegoodsafterreceiptofyourL/C.9) Oneofourclientsisinterestedinyourproductsandwishestohaveyourquotationsforthem.10) Wehavereceivedaninquiryfromoneofourclientsforyour“Giant”Brandbicyclesandarelikelytoplacealargeorderwithyouifthepriceisfavorable.AnswerKey-translation

A: MayIseethemanager?B: I’mafraidheisn’tin.IsthereanythingIcandoforyou?A: Yes,Ihavebroughtsomecataloguesofmachinetools.Iwonderifanyofyourenduserswouldliketohavealookatthem.B: Theycertainlywould.Wouldyouleavethemwithme?A: Wearesuppliersofmachinetoolsofvarioustypes.Ithinkyourenduserswillbeinterestedinsomeofournewproducts.AnswerKey-translationB: We’rethinkingoforderingsomespecialkindsofmachinetools.Wewouldbeinterestedinyourproductsiftheyareofthetypeswewant.A:Asyouprobablyknow,wealsotakeordersformachinetoolsmadeaccordingtospecifications.B: Howlongwouldittakeyoutodelivertheorders?A: ThreemonthsatmostafterreceiptofthecoveringL/C.Itwouldtakelongertodeliverthespecialorders,thoughneverlongerthansixmonths.AnswerKey-translationB: Verywell.I’llsendyourcataloguestothosewhoareinterestedin.Meanwhile,mayIhaveanindicationoftheprice?CanIhaveyourpricesheet?A: Yes,ofcourse,hereyouare.Ourpricescomparemostfavorablywithquotationsyoucangetfromothermanufacturers.You’llseethatfromourpricesheet.Thepricesaresubjecttoourconfirmation,naturally.AnswerKey-translation

B: AllyourquotationsareonanFOB.Vancouverbasis.MayIaskifyouallowanydiscount?A: Pleasetellmewhatyouhaveinmind.B: FromEuropeansuppliersweusuallygeta5%discount,andsometimes10%.A: Ifyourorderislargeenough,we’llconsidergivingyousomediscount.B: Fine!We’llnegotiateafterwedecidehowmanymachinetoolswearegoingtoorderfromyou.A: WhenshallIhearfromyou?B: NextFriday.

UNITTWO

OnPriceWords&Expressionsconclude v.成交bristle n.猪鬃poundsterling n.英镑soar v.高飞，（物价）猛增source n.来源synthetic a.合成的，人造的ignore v.不顾substitute n.代用品Words&Expressionsclient n.客户proposal n.报价，建议fertilizer n.肥料benefit n.得益beneficial a.有益的result v.结果bulkgoods n.大批货，散装货comparable a.可比较的，类似的Words&Expressionsaccordingly ad.相应地merely ad.仅仅，只不过exceed v.超过tobeaptto 有……倾向的Theofferisvalidfor… 报价有效期是……tomakesalesof…topushsalesof 推销marketsforbristleshavegoneup 猪鬃行情上涨。Ican’tagreewithyouthere.在这一点上我不能同意你Words&Expressionsfromothersources 从其他来源（供应者）long-standingrelationship 长期形成的（悠久的）关系We’llhavealotofdifficultiesinpersuadingourclients... 我们将难以说服我们的主顾……proposalforfertilizers 化肥报价toourregret 令我们遗憾的是equality,mutualbenefitandexchangeofneededgoods 平等互利和互通有无Words&Expressionstakingeverythingintoconsideration 在全面考虑之后shippingspace 舱位withoutengagement 不受约束的togetthebusinessdone 为了做成买卖supplyexceedsdemand 供过于求beapttocontinue… 倾向于继续……UsefulPhrasesandExamples1.toourregret我们感到遗憾Toourregret,yourproductqualityisnotuptoourexpectedstandard.2.ship(v.)装运ThecargomustbeshippedbyChinaForwardingCorporationwithwhomwehaveafive-yearcontract.3.withoutengagement不承担义务Unlessotherwisestated,ourquotationsinthisoffersheetaregivenwithoutengagement.UsefulPhrasesandExamples4.inorderto为了Inordertomaintainourfriendlyrelations,we’llallowyoua2%commissionthistime.5.tothatextent达到那样的程度Iamnotauthorizedtoreducethepricetothatextent.6.isapttocontinue倾向于继续…… Thetrendforthebubbledcommoditymarketisapttocontinueinthenextfewyears.AnswerKey-cloze1) Theshipmentwillbemadeaccordingtoschedule.2) Ourpricesremainunchangedinspiteoftherecentriseofthemarket.3) We’resurethatyou’llhavenodifficultyinpushingthesales.4) Ihopeyou’lltakeintoconsiderationtheconditionsin(oron)ourmarket.5)Tobefrankwithyou,adiscountof2%offyourpriceswouldn’thelpverymuch.AnswerKey-cloze6) Inviewofourfriendlyrelations,we’llgiveyoua2%commissioninalloursales.7) Wehavetokeepourpricesinconformitywiththerisingcostofproduction.8) Sometimesitmakesthingseasierforthesellertoarrangetheshippingspace.AnswerKey-cloze9) Yourpriceishigherthansomeofthequotationswehavereceivedfromothersources.10) Tobefrankwithyou,ifithadn’tbeenforthelongstandingrelationshipbetweenus,we’dhardlybewillingtomakeyouafirmofferatthisprice.AnswerKey-translationA: Totellyouthetruth,wearegreatlysurprisedatthepricesyouofferus.Wehadexpectedmuchlowerprices.B: Thisyear’spricesarehigherthanlastyear’s.Buttheyarestilllowerthanthequotationsyoucangetelsewhere.A: I’mafraidIcan’tagreewithyouthere.Icanshowyouotherquotationsthatarelowerthanyours.AnswerKey-translationB: Whenyoucomparetheprices,youmusttakeeverythingintoconsideration.Ourproductsareofhighquality,whilethequotationsyougetfromothersourcesareforgoodsofordinaryquality.A: Igrantthatyoursareofbetterquality.Butstillwedon’tthinkwecansucceedinpersuadingourclientstobuyatsuchhighprices.AnswerKey-translationB: IfIwereyou,Iwouldn’tworryaboutthat.Takingeverythingintoconsideration,Icanassureyouthepricesweofferyouareveryfavorable.Idon’tthinkyou’llhaveanydifficultyinpushingsales.A: Butthemarketpricesarechangingfrequently.HowcanIbesurethatthemarketwillnotfallbeforethearrivalofgoodsatourport?B: No,Idon’tseethatyoucan.It’suptoyoutodecide.AnswerKey-translationA: IfyoucanpromisedeliverybeforeJuly,2011,I’llbeabletodecide.Itlooksasifthemarketwon’tgodownuntilthen.B: Well,deliveryinAugustisthebestwecandoforyou.Thedemandforourproductshaskeptrising.Ifyoumadeyourinquirytoday,evenAugustdeliverywouldn’tbepossible.Butsinceyoumadeyourinquirythreedaysago,we’lltrytomakedeliveryinAugust.A: Howlongwillyourofferholdgood?B: Forthreedays,asusual.Ihopeyou’llmakeupyourmindsoon.UNITTWO

OnPriceWords&Expressionsconclude v.成交bristle n.猪鬃poundsterling n.英镑soar v.高飞，（物价）猛增source n.来源synthetic a.合成的，人造的ignore v.不顾substitute n.代用品Words&Expressionsclient n.客户proposal n.报价，建议fertilizer n.肥料benefit n.得益beneficial a.有益的result v.结果bulkgoods n.大批货，散装货comparable a.可比较的，类似的Words&Expressionsaccordingly ad.相应地merely ad.仅仅，只不过exceed v.超过tobeaptto 有……倾向的Theofferisvalidfor… 报价有效期是……tomakesalesof…topushsalesof 推销marketsforbristleshavegoneup 猪鬃行情上涨。Ican’tagreewithyouthere.在这一点上我不能同意你Words&Expressionsfromothersources 从其他来源（供应者）long-standingrelationship 长期形成的（悠久的）关系We’llhavealotofdifficultiesinpersuadingourclients... 我们将难以说服我们的主顾……proposalforfertilizers 化肥报价toourregret 令我们遗憾的是equality,mutualbenefitandexchangeofneededgoods 平等互利和互通有无Words&Expressionstakingeverythingintoconsideration 在全面考虑之后shippingspace 舱位withoutengagement 不受约束的togetthebusinessdone 为了做成买卖supplyexceedsdemand 供过于求beapttocontinue… 倾向于继续……UsefulPhrasesandExamples1.toourregret我们感到遗憾Toourregret,yourproductqualityisnotuptoourexpectedstandard.2.ship(v.)装运ThecargomustbeshippedbyChinaForwardingCorporationwithwhomwehaveafive-yearcontract.3.withoutengagement不承担义务Unlessotherwisestated,ourquotationsinthisoffersheetaregivenwithoutengagement.UsefulPhrasesandExamples4.inorderto为了Inordertomaintainourfriendlyrelations,we’llallowyoua2%commissionthistime.5.tothatextent达到那样的程度Iamnotauthorizedtoreducethepricetothatextent.6.isapttocontinue倾向于继续…… Thetrendforthebubbledcommoditymarketisapttocontinueinthenextfewyears.AnswerKey-cloze1) Theshipmentwillbemadeaccordingtoschedule.2) Ourpricesremainunchangedinspiteoftherecentriseofthemarket.3) We’resurethatyou’llhavenodifficultyinpushingthesales.4) Ihopeyou’lltakeintoconsiderationtheconditionsin(oron)ourmarket.5)Tobefrankwithyou,adiscountof2%offyourpriceswouldn’thelpverymuch.AnswerKey-cloze6) Inviewofourfriendlyrelations,we’llgiveyoua2%commissioninalloursales.7) Wehavetokeepourpricesinconformitywiththerisingcostofproduction.8) Sometimesitmakesthingseasierforthesellertoarrangetheshippingspace.AnswerKey-cloze9) Yourpriceishigherthansomeofthequotationswehavereceivedfromothersources.10) Tobefrankwithyou,ifithadn’tbeenforthelongstandingrelationshipbetweenus,we’dhardlybewillingtomakeyouafirmofferatthisprice.AnswerKey-translationA: Totellyouthetruth,wearegreatlysurprisedatthepricesyouofferus.Wehadexpectedmuchlowerprices.B: Thisyear’spricesarehigherthanlastyear’s.Buttheyarestilllowerthanthequotationsyoucangetelsewhere.A: I’mafraidIcan’tagreewithyouthere.Icanshowyouotherquotationsthatarelowerthanyours.AnswerKey-translationB: Whenyoucomparetheprices,youmusttakeeverythingintoconsideration.Ourproductsareofhighquality,whilethequotationsyougetfromothersourcesareforgoodsofordinaryquality.A: Igrantthatyoursareofbetterquality.Butstillwedon’tthinkwecansucceedinpersuadingourclientstobuyatsuchhighprices.AnswerKey-translationB: IfIwereyou,Iwouldn’tworryaboutthat.Takingeverythingintoconsideration,Icanassureyouthepricesweofferyouareveryfavorable.Idon’tthinkyou’llhaveanydifficultyinpushingsales.A: Butthemarketpricesarechangingfrequently.HowcanIbesurethatthemarketwillnotfallbeforethearrivalofgoodsatourport?B: No,Idon’tseethatyoucan.It’suptoyoutodecide.AnswerKey-translationA: IfyoucanpromisedeliverybeforeJuly,2011,I’llbeabletodecide.Itlooksasifthemarketwon’tgodownuntilthen.B: Well,deliveryinAugustisthebestwecandoforyou.Thedemandforourproductshaskeptrising.Ifyoumadeyourinquirytoday,evenAugustdeliverywouldn’tbepossible.Butsinceyoumadeyourinquirythreedaysago,we’lltrytomakedeliveryinAugust.A: Howlongwillyourofferholdgood?B: Forthreedays,asusual.Ihopeyou’llmakeupyourmindsoon.UNITTHREE

OnPaymentandDelivery

Words&Expressionsirrevocable a.不可撤销的insist(on) v.坚持frankly ad.坦白地deposit n.存款tieup v.束缚（资金），俗称压资金minimum n.最低限度guarantee n.保证，担保物inapositionto 能够Words&Expressionsconsult v.商量salesconfirmation 销售确认书receipt n.收到deliver v.交付（货物）effect v.实行effectshipment 交货promptly ad.迅速地dispatch v.发送Words&Expressionsjointenterprise n.联合经营draftamemorandumofintention 起草意向书paymentbyirrevocableletterofcreditpayableagainstshippingdocuments不可撤销的、凭装船单据付款的信用证付款方式D/P=DocumentsagainstPayment 付款交单D/A=DocumentsagainstAcceptance 承兑交单Words&Expressionsinconnectionwith 关于……，和……有关系的drawonsb. 向……开出汇票youmustbeawarethat…你一定知道……andtheotherwayround反过来讲（也是如此）50%byL/CandthebalancebyD/P 百分之五十用信用证方式，剩余部分用付款交单ManybanksinEuropenowcarryaccountsinRenminbiwiththeBankofChina.现在欧洲许多银行和中国银行有人民币账户往来。Words&Expressionsagainstoursalesconfirmation 凭我们的销售确认书tobeopenedinyourfavour 以你方为抬头youcanberestassuredofthat你对此可以绝对放心we’llplaceyourorder 我们将为你方订货thanksto… 由于，因为……nowthateverythingissettled… 既然事情都解决了UsefulPhrasesandExamples1.inconnectionwith…与……有关的 Pleasetellusallyouknowinconnectionwiththesaleofthisproductonyourmarket.2.todrawon向……开汇票 HaveyoumadeoutthedrafttobedrawnonBarclaysBank?3.Youmustbeawarethat…你一定知道…… Weareawarethatthereiskeencompetitionforthisproductfromothersources.UsefulPhrasesandExamples4.theotherwayround反过来（也是如此） WefrequentlyinviteforeignbusinessmentoBeijingfordiscussionsandtheotherwayround,wesendoutmanytradedelegationstoexploretradepossibilitiesabroad.5.inapositionto...能够，可以 Asoursupplyisrunninglow,wearenotinapositiontoacceptnewordersforthetimebeing.UsefulPhrasesandExamples6.Youcanberestassuredthat…你可以尽管放心 Pleaseberestassuredthatwe’lldoeverythingwecantoensurepromptdelivery.7.thanksto(yourcooperation)…由于（你方合作）…… Thankstoourmutualefforts,thetransactionhascomeoffsatisfactorily.UsefulPhrasesandExamples8.now(that)everythingissettled…既然所有问题均已解决 Now(that)we’vesettledthepriceterms,wecangoontothetermsofpayment.9.getourmindsoffbusiness…让我们把业务放一放（休息一下）…… Heregoesthebell!Let’shaveabreakandgetourmindsoffourwork.AnswerKey-Translation在一个成交合同中，付款条件是很重要的一部分。就卖方观点来说，最好的付款条件是当货物出售时就能全部收到现金货款，而买方则愿先收到货，然后付款。进口商和出口商双方远隔千里，这就给达成付款协议增加了困难。进出口商一般互相迁就，同意采用由一家可靠的银行开立信用证的办法付款。信用证是银行出具的保证，保证提交全套必要的装运单据后即付货款。这样，卖方或出口商得到的不仅是买方或进口商的保证，而且还有银行的保证，保证货物装出后定能收回货款，另一方面，银行也向买方或进口商保证在装运单据没有提交的情况下，绝不付款。开立不可撤销的信用证是符合出口商的利益的，因为在信用证有效期内，不论买方或者银行都不能将信用证或付款保证撤销。AnswerKey-cloze1) I’mafraidwemustinsistonpaymentbyL/C.2) OurL/Cisalwayspayableagainstshippingdocuments.3) WheneverIopenanL/CIhavetopayadeposit.4) Youcannotexpectustomakedeliverysosoon.5) Canyoubooktheshippingspacenow?6) We’veopenedanL/CinfavouroftheMachineryCorporation.AnswerKey-cloze7) ShipmentwillbeeffectedinJanuary.8) I’mgladwe’veagreedonthedateofshipment.9) Tomeetyouhalfway,we’llgiveyouacommissionof2%.10) Whataboutsigningthecontracttomorrow?11) We’llhavetheSalesConfirmationmarked“paymentbyL/CinRenminbi”.12) TheSalesConfirmationwillfacilitateyouropeningtheL/C.AnswerKey-translationA: Hereisourprice-listforcorn.Allthepricesaresubjecttoourconfirmation.B: Why,theyareallonaCIFbasis.IexpectedthatyouknewwealwaysimportonanFOBbasis.A: Oh,Isee.Ifyou’llexcusemeforafewminutes,IcanhavetheFOBpriceworkedoutrightaway.B: Pleasedo.A: Hereyouare.B: Thankyou.Doyouallowanydiscount?A: Usuallynot.B: ThenImustsaythatthepricesarehigh.AnswerKey-translationA: Youmusthavestudiedthemarketandbeawareofthepresentsoaringmarket.B: Well,Ithinkyouareright.Now,Iwanttoplaceanorderfor10000tonsriceofthebestquality.Whenwillyousendmeanoffer(afirmoffer)?A: Thisafternoonoratthelatesttomorrowmorning.B: Good.Now,I’dliketodiscusstermsofpaymentwithyou.IwonderifyouwouldacceptD/P.A: I’mafraidnot.Weusuallyacceptpaymentbyirrevocableletterofcreditpayableagainstshippingdocuments.AnswerKey-translationB: Forsuchalargeamount,anL/Ciscostly.Besidesittiesupmymoney.Allthisaddstomycost.A: Thatcan’tbehelped,Mr.Smith.WerequireL/Cforallourexports.B: Tomeetyouhalfway,whatabout50%byL/CandthebalancebyD/P?A: Sorry,Mr.Smith.I’mafraidwemustinsistonpaymentbyL/C.B: Well,Mr.Wang,anL/Cdoesnotmakeasmuchdifferencetoyouasitdoestome.AnswerKey-translationA: Oh,yes,itdoes.Itgivesustheprotectionofthebank.B: Well,Mr.Wang,youpromisedshipmentintwomonths.Ifyoucanadvancedeliverybyonemonth,I’llagreetopaymentbyL/C.A: Allright,Mr.Smith.I’llbookyourorderandinquirefortheshippingspacenow.ShipmentwillbemadeonemonthafterreceiptofyourL/C.Howisthat?B: That’sgood.UNITFOUR

Counter-offer

Words&Expressionsconcession n.让步deal n.交易proposal n.建议literally ad.按字面意思地definitely ad.肯定地reasonable a.公道的（价格）execution n.贯彻，落实，执行enforcement n.执行Words&Expressionsstrategicmove 战略举措specifically ad.具体的current a.通用的，现行的per(metricton) prep.每，（每公吨）chemicalfertilizer 化肥expand v.发展，扩大counteroffer n.还价，还盘entertain v.准备考虑Words&Expressionsamount n.数量rough a.大概的token n.象征forerunner n.前兆rockbottomprice 最低价格inthatrespect 在这方面mightaswellcallthewholedealoff还不如索性放弃这一整笔交易Words&Expressionshaveawayoftalkingmeintoit 有办法说服我consideringthequality 考虑到质量we’vebeenholdingitforyou我们一直为你留着这批货havestoodthecompetitionwell 经得起竞争asatokenoffriendship 作为友谊的表示providedyoutakethequantityweoffer条件是你方接受我们提出的数量pullthebusinessthrough达成交易UsefulPhrasesandExamples1. Thereisnopoint...没有必要去做…… Thereisnotmuchpointinfurtherdiscussing.2. mightaswell不妨 Sincethereisalongwaybeforeusyet,wemightaswelltakearestherebeforecontinuingthewalk.3. considering考虑到…… Consideringthehighpricesingeneral,ourofferisquitecompetitive.UsefulPhrasesandExamples4. competitionn.competev.competitiveadj.竞争Asthereiskeencompetitionfromothersimilarproducts,Istronglyadviseyoutoloweryourprices.5. entertain接受，准备考虑 Asourproposalforchemicalfertilizersisbasedonclosecalculation,Ihopeyouwillentertainitwithouthesitation. Yourproposalcannotbeentertained.UsefulPhrasesandExamples6. provided假如 Wearereadytoplacealargeorderwithyouprovidedyourpriceisfavorable.7. advise劝告，通知 I’dadviseyounottogoasitmightrainthisafternoon. Pleaseadviseuswhenthegoodsaredispatched.AnswerKey-cloze1) Whatdoyouthinkofthesamplewesentyoulastweek?2) Havewesettledeverythinginconnectionwiththistransaction?3) We’lldrawonyouwithourdraftaccompaniedwith(by)shippingdocuments.4) Tomeetyouhalfway,whatdoyousaytoD/Aat60dayssight?5) PleaseletushaveyourL/CnotlaterthanFebruary.AnswerKey-cloze6) We’renotinapositiontoo