英语贸易中各流程环节必备句型~~~绝对实用！！！

475010267

第一节  询盘 Inquiry

（一）
Heavy enquiries witness the quality of our products. 大量询盘证明我们产品质量过硬。
As soon as the price picks up, enquiries will revive. 一旦价格回升，询盘将恢复活跃。
Enquiries for carpets are getting more numerous. 对地毯的询盘日益增加。
Enquiries are so large that we can only than allot you 200 cases. 询盘如此之多，我们只能分给你们200箱货。
Enquiries are dwindling. 询盘正在减少。
Enquiries are dried up. 询盘正在绝迹。
They promised to transfer their future enquiries to Chinese Corporations. 他们答应将以后的询盘转给中国公司
Generally speaking, inquiries are made by the buyers. 询盘一般由买方发出。
Mr. Baker is sent to Beijing to make an inquiry at China National Textiles Corporation. 贝克先生来北京向中国纺织公司进行询价。
We regret that the goods you inquire about are not available. 很遗憾，你们所询的货物现在无货。
In the import and export business, we often make inquiries at foreign suppliers. 在进出口交易中，我们常向外商询价。
To make an inquiry about our oranges, a representative of the Japanese company paid us a visit. 为了对我们的橙子询价，那家日本公司的一名代表访问了我们。
We cannot take care of your enquiry at present. 我们现在无力顾及你方的询盘。
Your enquiry is too vague to enable us to reply you. 你们的询盘不明确，我们无法答复。
Now that we've already made an inquiry about your articles, will you please reply as soon as possible? 既然我们已经对你们产品询价，可否尽快给予答复？
China National Silk Corporation received the inquiry sheet sent by a British company. 中国丝绸公司收到了英国一家公司的询价单。
Thank you for your inquiry. 谢谢你们的询价。
Words and Phrases inquire 询盘；询价；询购
to inquire about 对...询价
to make an inquiry 发出询盘；向...询价
inquirer 询价者
enquiry 询盘
inquiry sheet 询价单
specific inquiry 具体询盘
an occasional inquiry 偶尔询盘
to keep inquiry in mind 记住询盘

（二）
May I have an idea of your prices? 可以了解一下你们的价格吗？
Can you give me an indication of price? 你能给我一个估价吗？
Please let us know your lowest possible prices for the relevant goods. 请告知你们有关商品的最低价。
If your prices are favorable, I can place the order right away. 如果你们的价格优惠，我们可以马上订货。
When can I have your firm C.I.F. prices, Mr. Li? 李先生，什么时候能得到你们到岸价的实盘？
We'd rather have you quote us F.O.B.prices. 我们希望你们报离岸价格。
Would you tell us your best prices C.I.F. Humburg for the chairs. 请告诉你方椅子到汉堡到岸价的最低价格。
Words and Phrases
favorable 优惠的
firm price 实价，实盘
Will you please tell the quantity you require so as to enable us to sort out the offers? 为了便于我方报价，可以告诉我们你们所要的数量吗？
We'd like to know what you can offer as well as your sales conditions. 我们想了解你们能供应什么，以及你们的销售条件。
How long does it usually take you to make delivery? 你们通常要多久才能交货？
Could you make prompt delivery? 可以即期交货吗？
Would you accept delivery spread over a period of time? 不知你们能不能接受在一段时间里分批交货？
Could you tell me which kind of payment terms you'll choose? 能否告知你们将采用哪种付款方式？
Will you please tell us the earliest possible date you can make shipment? 你能否告知我们最早船期吗？
Do you take special orders? 你们接受特殊订货吗？
Could you please send us a catalog of your rubber boots together with terms of payment? 你能给我们寄来一份胶靴的目录，连同告诉我们付款方式吗？
he inquired about the varieties, specifications and price, and so on and so forth. 他询问了品种、花色和价格等情况。
We have inquired of Manager Zhang about the varieties, quality and price of tea. 我们向张经理询问了茶叶的品种、质量、价格等问题。
Words and Phrases
sales conditions 销售条件
to make delivery 交货
to make prompt-delivery 即期交货
payment terms 付款方式
special orders 特殊订货


第二节  报盘和还盘 Offer & Counter-Offer

（一）
We have the offer ready for you. 我们已经为你准备好报盘了。
I come to hear about your offer for fertilizers. 我来听听你们有关化肥的报盘。
Please make us a cable offer. 请来电报盘。
Please make an offer for the bamboo shoots of the quality as that in the last contract. 请把上次合同中订的那种质量的竹笋向我们报个价。
We are in a position to offer tea from stock. 我们现在可以报茶叶现货。
We'll try our best to get a bid from the buyers. 我们一定尽力获得买主的递价。
We'll let you have the official offer next Monday. 下星期就给您正式报盘。
I'm waiting for your offer. 我正等您的报价。
We can offer you a quotation based upon the international market. 我们可以按国际市场价格给您报价。
We have accepted your firm offer. 我们已收到了你们报的实盘。
We offer firm for reply 11 a.m. tomorrow. 我们报实盘，以明天上午11点答复为有效。
We'll let you have our firm offer next Sunday. 下星期天我们就向你们发实盘。
We're willing to make you a firm offer at this price. 我们愿意以此价格为你报实盘。
Could you offer us F.O.B. prices. 能想我们报离岸价格吗？
All your prices are on C.I.F. basis. 你们所有价格都是成本加运费保险费价格。
Can you make an offer, C & F London, at your earliest convenience? 您能尽快报一个伦敦港成本加运费价格吗？
I'd like to have your lowest quotations, C.I.F. Vancouver. 请报温哥华到岸价的最低价格。
Please make us a cable offer for 5 metric tons of walnut. 请电报5吨核桃仁的价格。
Our offer is RMB300 per set of tape-recorder, F.O.B. Tianjin. 我们的报价是每台收录机300元人民币，天津离岸价。
We quote this article at $250 per M/T C&F. 我们报成本加运费价每吨250美圆。
Words and Phrases
offer 报盘，报价
to offer for 对...报价
to make an offer for 对...报盘（报价）
firm offer 实盘
non-firm offer 虚盘
to forward an offer (or to send an offer) 寄送报盘
to get an offer(or to obtain an offer) 获得...报盘
to cable an offer (or to telegraph an offer) 电报（进行）报价
offer and acceptance by post 通过邮政报价及接受
to accept an offer 接受报盘
to entertain an offer 考虑报盘
to give an offer 给...报盘
to submit an offer 提交报盘
official offer 正式报价（报盘）

（二）
My offer was based on reasonable profit, not on wild speculations. 我的报价以合理利润为依据，不是漫天要价。
We have received offers recently, most of which are below 100 U.S. dollars. 我们最近的报价大多数都在100美圆以下。
Moreover, We've kept the price close to the costs of production. 再说，这已经把价格压到生产费用的边缘了。
I think the price we offered you last week is the best one. 相信我上周的报价是最好的。
No other buyers have bid higher than this price. 没有别的买主的出价高于此价。
The price you offered is above previous prices. 你方报价高于上次。
It was a higher price than we offered to other suppliers. 此价格比我们给其他供货人的出价要高。
We can't accept your offer unless the price is reduced by 5%. 除非你们减价5%，否则我们无法接受报盘。
I'm afraid I don't find your price competitive at all. 我看你们的报价毫无任何竞争性。
Let me make you a special offer. 好吧，我给你一个特别优惠价。
We'll give you the preference of our offer. 我们将优先向你们报盘。
I should have thought my offer was reasonable. 我本以为我的报价是合理的。
You'll see that our offer compares favorably with the quotations you can get elsewhere. 你会发现我们的报价比别处要便宜。
This offer is based on an expanding market and is competitive. 此报盘着眼于扩大销路而且很有竞争性。
Words and Phrases
quote 报价
quotation 价格
preferential offer 优先报盘
cost of production 生产费用
reasonable 合理的
competitive 有竞争性的
the preference of one's offer 优先报盘
wild speculation 漫天要价

（三）
Our offers are for 3 days. 我们的报盘三天有效。
We have extended the offer as per as your request. 我们已按你方要求将报盘延期。 The offer holds good until 5 o'clock p.m. 23nd of June, 1997, Beijing time.
报价有效期到1997年6月22日下午5点，北京时间。 All prices in the price lists are subject to our confirmation.
报价单中所有价格以我方确认为准。 This offer is subject to your reply reaching here before the end of this month.
该报盘以你方本月底前到达我地为有效。 This offer is subject to the goods being unsold.
该报盘以商品未售出为准。 Words and Phrases
subject to 以...为条件，以...为准
offer subject to our written acceptance 以我方书面接受为准的报盘
offer subject to sample approval 以样品确定后生效为准的报盘
offer subject to our final confirmation 以我方最后确认为准的报盘
offer subject to export/import license 以获得出口（进口）许可证为准的报价
offer subject to prior sale 以提前售出为准的报盘
offer subject to goods being unsold 以商品未售出为准的报盘
offer subject to your reply reaching here 以你方答复到达我地为准的报盘
offer subject to first available steamer 以装第一艘轮船为准的报盘

（四）
I'm afraid the offer is unacceptable. 恐怕你方的报价不能接受。
The offer is not workable. 报盘不可行。
The offer is given without engagement. 报盘没有约束力。
It is difficult to quote without full details. 未说明详尽细节难以报价。
Buyers do not welcome offers made at wide intervals. 买主不欢迎报盘间隔太久。
We cannot make any headway with your offer. 你们的报盘未得任何进展。
Please renew your offer for two days further. 请将报盘延期两天。
Please renew your offer on the same terms and conditions. 请按同样条件恢复报盘。
We regret we have to decline your offer. 很抱歉，我们不得不拒绝你方报盘。
The offer is withdrawn. 该报盘已经撤回。
We prefer to withhold offers for a time. 我们宁愿暂停报盘。
Buyers are worried at the lack of offer. 买主因无报盘而苦恼。
Words and Phrases
to extend an offer 延长报盘
to renew an offer 或 to reinstate an offer 恢复报盘
to withdraw an offer 撤回报盘
to decline an offer 或 to turn down an offer 谢绝报盘
unacceptable 不可接受的
workable 可行的
at wide intervals 间隔时间太长
make headway 有进展
be worried at sth. 对...苦恼

（五）
Let's have you counter-offer. 请还个价。
Do you want to make a counter-offer? 您是否还个价？
I appreciate your counter-offer but find it too low. 谢谢您的还价，可我觉得太低了。
Now we look forward to replying to our offer in the form of counter-offer. 现在我们希望你们能以还盘的形式对我方报盘予以答复。
Your price is too high to interest buyers in counter-offer. 你的价格太高，买方没有兴趣还盘。
Your counter-offer is much more modest than mine. 你们的还盘比我的要保守得多。
We make a counter-offer to you of $150 per metric ton F.O.B. London. 我们还价为每公吨伦敦离岸价150美圆。
I'll respond to your counter-offer by reducing our price by three dollars. 我同意你们的还价，减价3元。
Words and Phrases
counter-offer 还盘，还价
offeror 发价（盘）人
offerer 发价人，报盘人
offeree 被发价人
offering 出售物
offer letter 报价书
offer sheet 出售货物单
offer list/book 报价单
offer price 售价
offering date 报价有效期限
offering period 报价日
concentration of offers 集中报盘
combined offer 联盘，搭配报盘
lump offer 综合报盘（针对两种以上商品）
bid n. 递价；出价；递盘（由买方发出）v. 递盘
to make a bid 递价
to get a bid 得到递价
to be outbidding 高于...的价


第三节  合同 Contract
（一）
We'll have the contract ready for signature. 我们应准备好合同待签字。
We signed a contract for medicines. 我们签订了一份药品合同。
Mr. Zhang sings the contract on behalf of the China National Silk Import & Export Corporation. 张先生代表中国丝绸进出口总公司在合同上签了字。
A Japanese company and SINOCHEM have entered into a new contract. 中国化工进出口总公司已经和日本一家公司签订了一份新合同。
It was because of you that we landed the contract. 因为有了你，我们才签了那份合同。
We offered a much lower price, so they got the contract. 由于我们报价低，他们和我们签了合同。
Are we anywhere near a contract yet? 我们可以（接近于）签合同了吗？
We sign a contract when we are acting as principals.("principals" refers to the "seller" and the "buyer") 当我们作为货主时都要签订合同。（这里的“货主”指合同中的卖方和买方）
I know we (the seller) should draw up a contract and the buyer has to sign it. 我们知道我们（卖方）应该拟出一份合同，买方必须签署合同。
We should simultaneously sign two contracts, one sales contract for beef and mutton, and the other contract of equal value for the purchase of cotton. 我们同时签两个合同，一是牛羊肉的销售（出口）合同，另一个是等额的棉花购买（进口）合同。
We both want to sign a contract, and we have to make some concessions to do it. 我们都想签合同，因此双方都要做些让步。
We are here to discuss a new contract with you. 我们来这里和您谈谈订一份新合同的问题。
Our current contract is about to expire, and we'll need to discuss a new one. 欧文们现有合同快要期满了，需要再谈一个新合同。
We can repeat the contract on the same terms. 我们可以按同样条件再订一个合同。
A few problems with supply under the old contract must be quickly resolved. 老合同中的一些供货问题必须尽快解决。
We ought to clear up problems arising from the old contract. 我们应该清理一下老合同中出现的问题。
Do you always make out a contract for every deal? 每笔交易都需要订一份合同吗？
As per the contract, the construction of factory is now under way. 根据合同规定，工厂的建设正在进行中。
Words and Phrases
contract 合同，订立合同
contractor 订约人，承包人
contractual 合同的，契约的
to make a contract 签订合同
to place a contract 订合同
to enter into a contract 订合同
to sign a contract 签合同
to draw up a contract 拟订合同
to draft a contract 起草合同
to get a contract 得到合同
to land a contract 得到（拥有）合同
to countersign a contract 会签合同
to repeat a contract 重复合同
an executory contract 尚待执行的合同
a nice fat contract 一个很有利的合同
originals of the contract 合同正本
copies of the contract 合同副本
a written contract 书面合同
to make some concession 做某些让步

（二）
Look at this contract. 请看这份合同。
These are two originals of the contract we prepared. 这是我们准备好的两份合同正本。
We enclose our sales contract No.45 in duplicate. 附上我们第45号销售合同一式两份。
The copy of our contract will be returned. 合同的副本将被归还。
This contract is for 250 metric tons of groundnuts at RMB1800 per M/T C&F Copenhagen. 这是一份250吨花生的合同，价格为每公吨哥本哈根成本加运费价1800元。
May I refer you to Article 5 of the General Terms and Conditions of the contract? 请您看看合同一般条款的第五条。
May I refer you to the contract stipulation about packing (or shipping....)? 请您看看合同中有关包装（装运）的规定。
You must state the description of the goods, the quantity and the unit price in each contract. 每笔合同中都应该提到的商品的性能说明、数量和单价。
What are the main clauses in the contract? 合同中的主要条款有哪些？
There is an arbitration clause in the contract. (or insurance clause, inspection clause, shipping clause...) 这是合同中的一项仲裁条款。（或：保险条款，检验条款，装运条款等）
Payment terms are important in a contract too, aren't they? 合同中的付款条件也很重要，对吗？
We ship our goods in accordance with the terms of the contract. 我们按合同条款交货。
I'm sure that shipment will be effected according to the contract stipulation. 我保证我们能按合同规定如期装船。
We sincerely hope that both quality and quantity are in conformity with the contract stipulations. 我们真诚希望质量、数量都与合同规定相吻合。
All terms and conditions will be the same as those in your previous contract number C70064. 所有条款与我们过去签的第C70064号合同规定的各项条款相同。
The contract states that the supplier will be charged a penalty if there is a delay in delivery. 合同规定如果供货商延误交货期，将被罚款。
When the goods aren't up to specification stated in the contract, there is also a penalty for poor quality. 如果所交货物与合同所规定规格不符，还有品质恶劣罚款。
Words and Phrases
contract terms (or contract clause) 合同条款
contract provisions/stipulations 合同规定
contract period (or contract term) 合同期限
contract life 合同有效期
to be stipulated in the contract 在合同中予以规定
to be laid down in the contract 在合同中列明

（三）
The contract comes into effect today, we can't go back on our word now. 合同已于今日生效，我们不能反悔了
Once the contract is approved by the Chinese government, it is legally binding upon both parties. 合同一经中国政府批准，对双方就有了法律约束力。
We have to hold you to the contract. 我们不得不要求你们按合同办事。
You must put their rights and interest into a contract. 你们必须把他们的权益订在合同中。
We always carry out the terms o four contract to the letter and stand by what we say. 我们坚持重合同，守信用。
It's clearly a breach of contract. 这显然是违反了合同。
Any deviation from the contract will be unfavourable. 任何违反合同之事都是不利的。
The buyer has the option of canceling the contract. 买主有权撤消合同。
You have no grounds for backing out of the contract. 你们没有正当理由背弃合同。
In case one party fails to carry out the contract, the other party is entitled to cancel the contract. 如果一方不执行合同，另一方有权撤消该合同。
Are you worrying about the non-execution of the contract and non-payment on our part? 你是否担心我们不履行合同或者拒不付款？
You cannot cancel the contract without first securing our agreement. 如果没有事先征得我们同意，你们不能取消合同。
This contract will come into force as soon as it is signed by two parties. 合同一经双方签定即生效。
Once a contract is made, it must be strictly implemented. 合同一旦确定就应严格执行。
Words and Phrases
to bring a contract into effect 使合同生效
to come into effect 生效
to go (enter)into force 生效
to cease to be in effect/force 失效
to carry out a contract 执行合同
to execute/implement/fulfil/perform a contract 执行合同
cancellation of contract 撤消合同
breach of contract 违反合同
to break the contract 毁约
to cancel the contract 撤消合同
to tear up the contract 撕毁合同
to approve the contract 审批合同
to honour the contract 重合同
to annual the contract 废除合同
to terminate the contract 解除合同
to alter the contract 修改合同
to abide by the contract 遵守合同
to go back on one's words 反悔
to be legally binding 受法律约束
to stand by 遵守
non-payment 拒不付款
to secure one's agreement 征得...的同意
Additional Words and Phrases
contract price 合约价格
contract wages 合同工资
contract note 买卖合同（证书）
contract of employment 雇佣合同
contract of engagement 雇佣合同
contract of carriage 运输合同
contract of arbitration 仲裁合同
contract for goods 订货合同
contract for purchase 采购合同
contract for service 劳务合同
contract for future delivery 期货合同
contract of sale 销售合同
contract of insurance 保险合同
contract sales 订约销售
contract law 合同法
to ship a contract 装运合同的货物
contractual dispute 合同上的争议
a long-term contract 长期合同
a short-term contract 短期合同
contract parties 合同当事人
contractual practice/usage 合同惯例
contractual claim 根据合同的债权
contractual liability/obligation 合同规定的义务
contractual income 合同收入
contractual specifications 合同规定
contractual terms & conditions 合同条款和条件
contractual guarantee 合同规定的担保
contractual damage 合同引起的损害
contractual-joint-venture 合作经营，契约式联合经营
completion of contract 完成合同
execution of contract 履行合同
performance of contract 履行合同
interpretation of contract 解释合同
expiration of contract 合同期满
renewal of contract 合同的续订


第四节  品质Quality

（一）
The goods are available in different qualities. 此货有多种不同的质量可供。
Nothing wrong will happen, so long as the quality of your article is good. 只要商品质量可靠，就不会发生差错。
If the quality of your products is satisfactory, we may place regular orders. 如果你们产品的质量使我们满意，我们将不断订货。
If the quality of your initial shipment is found satisfactory, large repeats will follow. 如果贵方第一批运来的货令人满意，随后将有大批续订。
There is no marked qualitative difference between the two. 两者在质量上无显著差异。
We sincerely hope the quality are in conformity with the contract stipulations. 我们真诚希望质量与合同规定相符。
As long as the quality is good, it hardly matters if the price is a little bit higher. 只要能保证质量，售价高点都无所谓。
Prices are fixed according to their quality, aren't they? 价格按质量的好坏而定，对吗？
The transferee must see to it that the quality of the product is maintained. 接受转让一方要负责保持产品的质量。
Our Certificate of Quality is made valid by means of the official seal. 我们的质量证明书盖公章方为有效。
We'll improve the quality of our products and production efficiency. 我们将改进产品质量，提高生产率。
They are fully qualified to pass opinions on the quality of this merchandise. 他们完全有资格对这种产品的质量发表意见。
We would like to have you offer us 100 metric tons, quality same as last. 希望您能报给我们100吨质量和上次相同的货。
We find the quality suitable (unsuitable) for our market. 产品质量适合（不适合）我们的市场。
We always have faith in the quality of your products. 对你们产品的质量我们总是很信任。
Words and Phrases
quality 质量，品质
qualitative 质量的
qualitatively 在质量上
quality clause 品质条款
quality certificate 品质证明书
quality of export and import commodities 进出口商品质量
good merchantable quality 全销质量
to be in conformity with 与...一致
transferer 转让者
transferee 受让者

（二）
This is a quality product. 这是一种高质量的产品。
Those overcoats are of good quality and nice colour. 这批大衣质量高、成色好。
Our quartz technique is well known in the world, and we believe our watches are of fine quality. 我们的石英技术世界闻名，相信我们生产的手表具有高质量。
Our price is a little bit higher, but the quality of our products is better. 虽然价格偏高，但我们的产品质量很好。
Your goods are superior in quality compared with those of other manufacturers. 和其他厂商相比，贵方产品质量上乘。
The equipment are of good quality and very useful. 这些器械质量好，用处大。
Our products are very good in quality, and the price is low. 我们的产品质高价低。
We have received the goods you send us, the quality is excellent. 我们已经收到贵处来的货，质量很好。
Words and Phrases
good quality 好质量
fine quality 优质
better quality 较好质量
high quality 高质量
fair quality 尚好的质量
sound quality 完好的质量
best quality 最好的质量
superior quality 优等的质量
choice quality或selected quality 精选的质量
prime quality 或 tip-top quality 第一流的质量
first-class quality 或 first-rate quality 头等的质量
above the average quality 一般水平以上的质量
below the average quality 一般水平以下的质量
common quality 一般质量
standard quality 标准质量
usual quality 通常的质量
popular quality 大众化的质量
uniform quality 一律的质量
average quality 平均质量
fair average quality (f.a.q.) 大路货

（三）
We are responsible to replace the defective ones. 我们保换质量不合格的产品。
It's really something wrong with the quality of this consignment of bicycles. 这批自行车的质量确实有问题。
I regret this quality problem. 对质量问题我深表遗憾。
We hope that you'll pay more attention to the quality of your goods in the future. 希望贵方将来多注意产品的质量问题。
The workings of these machines are inaccurate. 这批机器运行不准。
Upon arrival, we found the shipment of wool was of poor quality. 货到后，我们发现羊毛的质量较差。
The quality of the fertilizer is inferior to that stipulated in the contract. 化肥质量次于合同中规定的。
The quality of this article cannot qualify for first-class. 这批商品的质量不够一等品。
If you find the quality of our products unsatisfactory, we're prepared to accept return of the rejected material within a week. 如果贵方对产品质量不满意，我们将在一星期内接受退货。
More than 300 watches are not up to standard. 有300多块手表不合质量标准。
Words and Phrases
bad quality 劣质
low quality 低质量
inferior quality 次质量
to be responsible for 对...负责
inaccurate 不精确的
poor quality 质量较差
to be inferior to 次于...
first-class 一等品
unsatisfactory 不满意的

（四）
We've received the sample which you sent us last Sunday. 我们已经收到了上星期天你方寄来的样品。
We've got here our sales samples Type 1. and Type 2. 这里是一号和二号样货。
Our quality is based solely on our sales samples. 我们的质量完全以货样为准。
We sell goods as per the sales sample, not the quality of any previous supplies. 我们销售产品是以货样为标准，而不是凭过去任何一批货的质量。
You know we sell our tea according to our samples. 你们知道我们是凭销售货样销售茶叶的。
You can see the difference between these grades. 你可以看看这些等级的差别。
These two grades are very much in demand. 这两种等级（的货）目前需求甚殷。
We are in urgent need of these two grades. 我们现在急需这两种等级的货。
The colour of the shipment is much darker than that of your previous consignment. 这批货的颜色比上批要暗许多。
No doubt you've received the outturn samples of the inferior quality goods. 你们一定收到了质量低劣产品的到货抽样。
I must advise you of the specifications of the goods. 我必须通知货物的规格。
Have you received the specifications as shown in our catalog? 你们收到了按我方目录所列的产品规格了吗？
The quality is all right, but the style is a bit outdated. 质量无问题，只是式样有点过时。
We found the goods didn't agree with the original patterns. 我们发现货物与原式样不符。
The "Double Fish" brand is not so bad, the design is fresh and vivid. “双鱼”牌商标不错，图案新颖。
The new varieties have very vivid designs and beautiful colors. 那新产品图案新颖，色泽鲜艳。
We're here to discuss the trade marks of your products. 我们来谈谈贵产品的商标一事。
Words and Phrases
sample 样品
counter sample 对等样品
sampling 抽样
pattern sample 型式样品
duplicate sample 复样
colour sample 色彩样品
subject to the counter sample 以对等样品为准
sample for reference 参考样品
sales by sample 凭样品买卖
grade 等级
standard 标准
specification 规格
trade mark 商标
brand 牌名
colour 色彩
design 图案
catalogue 目录
particulars 细节
Sales by Description 凭说明书买卖
Sales by Trade Mark of Brand 凭商标和牌名买卖
quality as per seller's sample 凭卖方样品质量交货
quality as per buyer's sample 凭买方样品质量交货
quality landed 卸岸品质
quality shipped 装船品质
quality control 质量管理
Sales by Specification, Grade, of Standard 凭规格、等级或标准买卖
Fair Average Quality (F.A.Q.) “良好平均品质”（国际上买卖农副产品时常用此标准）
quality to be considered as being about equal to the sample 品质与样品大致相同


第五节  数量 Quantity

（一）
Let's talk about the problem of quantity. 我们谈谈数量的问题吧。
You'll issue a certificate of quantity and weight. 你们必须出具数量和重量证明书。
The package number and quantity are identical with each other. 包装号与商品数量相吻合。
Quantity matters as much as quality of price, doesn't it? 数量和价格、质量一样重要，是吗？
We believe we shall be able to better satisfy our customers quantitatively. 我们相信能在数量上更好地使客户满意。
The quantity you ordered is considerable. 你们订的数量还可以。
We can supply any reasonable quantity of this merchandise. 对此商品，我们能提供任何适当的数量。
I must advise the farm of the quantity of the wheat as per the contract. 我将按合同规定通知农场小麦的数量。
If the quantity of the goods does not conform to that stipulated in the contract, the importer will refuse to accept the goods. 如果进口商发现货物数量与合同规定不符，他将拒收。
Is there any quantity limitation for the import of cotton cloth from China? 从中国进口的棉布有数量限制吗？
You remarked yesterday you would sell on shipped quality, quantity, and weight. 你昨天强调过你们售货以船装质量、数量和重量为准。
Words and Phrases
quantity 数量
quantification 定量
quantitative 数量的，定量的
matter 重要，要紧（主要用于疑问句、否定句和条件句中）
to be identical with, to conform to 与...相符，与...相吻合

（二）
For such a big sum, we should attach importance to it. 数目如此之大，我们将予以重视。
For such a big sum, we shouldn't be frightened by this trouble. 这么大款项，我们不能怕麻烦。
They always buy in large quantities. 他们总是大量购买。
Useful quantities have changed hands. 较大的数量已经转手。
Quantities of Black Tea have been exported. 已经有大批红茶出口。
This is the maximum quantity we can supply at present. 这是目前我们所能提供的最大数量
This is the minimum quantity we require. 这是我们所需要的最小数量。
A small order this year is also welcome. 小批订货今年也受欢迎。
They are not interested in small quantities. 他们对小数量不感兴趣。
For such a big quantity, you should give us a discount. 这么大的订单，贵公司可否给我们折扣？
The quantity of rice imported this year is approximately the same as that last year. 今年进口小麦的数量与去年大体相同。
We're prepared to purchase a shipment quantity of this material. 我们准备买足够一次装运数量的这种商品。
If you can't arrange for the entire quantity, please offer us at least half. 如果你们办不到全数的话，请至少给我们半数。
You sent us only a quarter of our requirements. 您只送给我们所需量的四分之一。
Words and Phrases
to attach importance to sth.对...引起重视
trouble 麻烦
in large quantities 大量
to change hands 转手
discount 折扣
quantities of sth. 大批...
huge quantity 或enormous quantity 巨大的数量
maximum quantity 最大数量
minimum quantity 最小数量
small quantity 小量
entire quantity 整个数量
total quantity 总量
further quantity 更多的数量
sufficient quantity 足够的数量
liberal quantity 充足的数量
shipment quantity 够装运的数量
equal quantity 等量
reasonable quantity 相当的数量
corresponding quantity 相应的数量
large quantity 大数量
considerable quantity 大数量（可观的数量）
substantial quantity 大数量
useful quantity 较大数量
average quantity 平均数量
moderate quantity 中等数量
additional quantity 追加数量

（三）
There are 100 tons of wheat on board the ship. 船上装有100吨小麦。
How many pieces all together? 共有多少件？
500 pieces in total. 总共有500件。
We made a total of 100,000 jackets. 我们一共订了10万件上衣。
We can only supply you with 20,000 yards of pure silk. 我们只能供应两万码的真丝绸。
We want a minimum of 1,000 dozen of men's shirts and minimum of 5,000 dozen of embroidered shirts.
男衬衣至少要1000打，绣花衬衣至少需要5000打。 Can you give us an additional 200 cases?
能再增加200箱吗？ We place an order for additional 4,000 shirts.
我们多订了4000件衬衣。 This year we can buy an extra 700 blue jeans.
今年我们可以多订700件牛仔裤。 We'll try our best to satisfy you with the additional 10,000 tons of coal as you asked.
你们要求增加一万吨煤，我们将尽量满足你们。 We'll increase the quantity of medicines by 300 boxes.
我们将增加300盒药品。 The maximum quantity of cotton jerseys this year is about DM25,000.
我们今年最多能订购大约25000马克的棉毛衫。 5,000 square metres of wool carpet is bigger than any order we've ever placed.
5000平方米的羊毛地毯超过了以往的订货。
Words and Phrases
in total 总共
pure silk 真丝绸
printed silk 印花绸
The U.S. System 美制
The Metric System 公制
metric ton 公吨
The British System 英制
International System of Units (SI) 国际单位制（国际制）
short ton 短吨
long ton 长吨
kilogram 公斤
pound 磅
ounce 盎司
piece 件
pair 对，双
set 套
dozen 打
gross 罗
ream 令
length 长度
meter 米，公尺
foot 英尺
yard 码
area 面积
square meter 面积
square meter 平方米
square foot 平方英尺
volume 体积
cubic meter 立方米
capacity 容积
litre 升
gallon 加仑
bushel 蒲式耳

（四）
As the package of sample is overweight, airmailing would be too expensive. 由于样品包装过重，空邮费用太高。
We sell our goods on shipping weight and not on landed weight. 我们出售产品是以装船重量为标准，而不是卸货重量。
But what in case there is short weight or disqualification? 但如果短重或是质量不合格怎么办？
They inspected the rice for any possible shortage. 他们检查了这批大米看其是否短重。
We're surprised to know that the weight is so short. 对短重的数量我们感到惊奇。
A shortage of 50M/Ts is a big loss for us. 50公吨的短重对我们是个不小的损失。
As for the shortage, I suggest your making up the quantity in your future shipment. 至于短重，我建议你们今后发货时补上。
Have you seen the shortage claim from our company? 您看过我公司的短重索赔报告了吗？
There is an overplus of 100 lbs. 重量超出了100磅。
There is an overage in weight of 25 kilos. 重量多了25公斤。
Words and Phrases
weight 重量
actual weight 实际重量
short weight 短重
a short weight of 5 kilos 短重50公斤
gross weight 毛重
net weight 净重
"Gross for Net" 以毛作净
tare 皮重
actual tare 实际皮重
average tare 平均皮重
customary tare 习惯皮重
computed tare 约定皮重
conditioned weight 公量
About Circa, Approximate “约”量
theoretical weight 理论重量
More or less clause 溢短装条款
Additional Words and Phrases
quantity delivered 供给量；交付数量
quantity shipped 装船数量
quantity buying 大量购买；定额购买
quantity production 大批生产；批量生产
quantity of shipment 货运量；发运量
quantum contract 数量合同
quantity of sale 销售量
quantity of order 订单数量
quantity of output 出产量，输出量；供给量
quantitative value 数值
quantitative data 数据
quantitative analysis 数量分析
quantitative economics 数量经济
quantitative trade quota 贸易配额
quantity standards 数量标准


第六节 包装 Packing

（一）
The next thing I'd like to bring up for discussion is packing.
下面我想提出包装问题讨论一下。
We'd like to hear what you say concerning the matter of packing. 我很想听听你们就包装问题发表意见。
You'd like to know something about the packing of the drugs. is that right? 您想了解药品的包装情况，对吗？
Please make an offer indicating the packing. 请报价并说明包装情况。
Your opinions on packing will be passed on to our manufacturers. 你们对包装的意见将转达给厂商。
It is necessary to improve the packaging. 改进包装方法十分必要。
We've informed the manufacturer to have them packed as per your instruction. 我们已经通知厂商按你们的要求包装。
Packing has a close bearing on sales. 包装直接关系到产品的销售。
Packing also effects the reputation of our products. 包装也影响产品的声誉。
A packing that catches the eye will help us push the sales. 醒目的包装有助于我们推销产品。
Buyers always pay great attention to packing. 买方很注意包装的情况。
I'm sure the new packing will give your clients satisfaction. 我相信新包装定会使您的客户满意。
Different articles require different packing. 不同商品需要不同的包装。
Generally speaking, buyers bear the charges of packing. 包装费用一般由买方负担。
Packing charge is about 3% of the total cost of the goods. 包装费用占货物总值的百分之三。
Normally, packing charge is included in the contract price. 一般地，合同价格中已经包括了包装费用。
The crux of packing lies in protecting the goods from moisture. 包装的关键是防潮。
The machines must be well protected against dampness, moisture, rust and shock. 机器包装必须防湿、防潮、防锈、防震。
We have no objection to the stipulations about the packing and shipping mark. 我们同意关于包装和运输唛头的条款。
We can not afford time to change the packing because the ship will sail after two days. 由于轮船两天后就起航，我们来不及更换包装。
Words and Phrases
pack 包装，装罐
packing 包装
packing charge 包装费用
package 包装（指包、捆、束、箱等）；打包
packing clause 包装条款
packaging 包装方法
packing expenses 包装费用

（二）
What do you think of the packing for fireworks? 您认为礼花怎样包装？
The packings are in good (bad) order. 包装完好无损（破损）。
The packages are intact. The packing is beautiful. 包装完好无损，很美观。
Please pack the goods very carefully. 请细心包装此货。
These marten overcoats are tastefully packed. 这批貂皮大衣的包装十分精美。
I think you'll find the packing beautiful and quite well-done. 您一定发现我们产品的包装美观讲究。
Our packing will be on a par with that of the Japanese. 我们的包装可以与日本同行相比美。
The unique design of the packing will help you promote the sale of drugs. 独特的包装将有助于我们推销这些药品。
The packing must be strong enough to withstand rough handling. 包装必须十分坚固，以承受粗率的搬运。
We have especially reinforced out pacing in order to minimize the extent of any possible damage to the goods. 我们已经特意加固包装，以便使货物万一遭到的损坏减小到最低程度。
These goods didn't sell well merely because of the poor packing. 这些产品由于包装不好影响了销售。
Words and Phrases
fireworks 礼花
be in good order 完好
be in bad order 破损，（包装）不合格
marten overcoats 貂皮大衣
intact 完整的，未损伤的
tastefully 精美的
well-done 美观，讲究
to be on a par with 与...相媲美
unique 独特的
rough handling 粗率的处理（搬运，装运货物）
to reinforce the packing 加固包装

（三）
We agree to use cartons for outer packing. 我们同意用纸箱做外包装。
Could you use cardboard boxes? 你们用硬纸板箱包装吗？
It would cost more for you to pack the goods in wooden cases. 使用木箱包装成本会高些。
The piece goods are to be wrapped in kraft paper, then packed in wooden cases. 布匹在装入木箱以前要用牛皮纸包好。
The eggs are packed in cartons with beehives lined with shake-proof paper board. 鸡蛋要用带蜂房孔，内衬防震纸板的纸箱包装。
Each pill is put into a small box sealed with wax. 每个丸药装入小盒后用蜡密封好。
Please make the fruit jar airtight. 请把果酱罐密封。
We'll pack them two dozen to one carton, gross weight around 25 kilos a carton. 我们一纸箱装两打，每箱毛重25公斤。
Ten bottles are put into a box and 100 boxes into a carton. 10支装入一小盒，100盒装入一个纸箱。
This would discourage people from trying their hand on such packing. 人们不轻易使用这种包装。
No charge will be allowed for packages. 包装容器不收费。
The case was a substantial one, with sufficient packing used. 此箱坚固，使用了足够的包装材料。
I'm afraid the cardboard boxes are not strong enough for ocean transportation. 我担心远洋运输用纸箱不结实。
Such shirts packed in cardboard cartons can save freight cost. 使用硬纸箱包装这批衬衣可以节省运费。
We prefer packing in smaller cases. 我们宁愿用小箱子包装。
We advocate using smaller container to pack the goods. 我们主张用小容器包装这批货。
We use metal angles at each corner of the carton. 每个箱角都用金属角加固。
Each case is lined with foam plastics in order to protect the goods against press. 箱子里垫有泡沫塑料以免货物受压。
The canned goods are to be packed in cartons with double straps. 罐装货物在纸箱里，外面加两道箍。
You must reinforce the packing with metal straps. 你们必须用铁箍加固包装。
The goods are to be packed in strong export cases, securely strapped. 货物应该用坚固的出口木箱包装，并且牢牢加箍。
Shirts are to be packed in plastic-lined water-proof cartons. 衬衣应放在内衬塑料防水的箱子里。
We use a polythene wrapper for each shirt. 每件衬衣都用聚乙烯袋包装。
The fountain pen is placed in a satin-covered small box, lined with beautiful silk ribbon. 金笔装在一个锦缎小盒里，再用一条漂亮的绸带系在外面。
Words and Phrases
case 箱
carton 纸板箱，纸箱
wooden case 木箱
crate 板条箱
chest 箱
casket 小箱
box 盒子
cask 桶
keg 小桶
wooden cask 木桶
barrel 琵琶桶
drum 圆桶
iron drum 铁桶
to be packed in bag 用袋装
to be packed in paper bag 用纸袋装
gunny bag 麻袋
plastic bag 塑料袋
foam plastic bag 泡沫塑料袋
balse 包件
canvas 帆布
bundle 捆，束
can/tin 罐装，听装
coil 捆，盘装
glass jar 玻璃瓶装
container 集装箱
pallet 托盘
breakage-proof 防破损
shakeproof 防震
leakage-proof 防漏
water-proof 防水
sound-proof 隔音
metal strap 铁箍
kraft paper 牛皮纸
flexible container 集装包
parcel 小包，一批货
packed cargo 包装货
parcel post 包裹邮寄
packet (pkt.) 包裹，封套，袋
single packing 单件包装
collective packing 组合包装
outer packing 大包装，外包装
inner packing 内包装，小包装
substantial 坚固的
ocean transportation 远洋运输
smaller container 小容器
polythene 聚乙烯
the canned goods 罐装货
satin-covered 缎包装的
silk ribbon 绸带

（四）
On the outer packing, please mark wording, "Handle with Care". 在外包装上请标明“小心轻放”字样。
Every 100 dozen should be packed in a wooden case marked TM and numbered from No. 1 upward. 每100打装一箱，刷上唛头TM，从第一号开始往上循序编号。
Please mark the cases(boxes,bags,casks,etc)as per the drawing given. 请按所给的图样在（盒、袋、桶等等）上刷唛头。
Please cable packing and marks. 请电告包装及唛头式样。
We will mark the packages the same as before. 我们将在货包上刷上和以前一样的唛头。
Words and Phrases
mark 唛头
Indicative Mark 指示性标志
Warning Mark 警告性标志
upward 向上，由下往上
This Side Up 此端向上
Handle With Care 小心轻放
Keep Upright 勿倒置
Use No Hooks 请勿倒挂
Not to be tripped 勿倾倒
Keep in a dry place 在干燥处保管
Keep in a cool place 在冷处保管
Keep away from boilers 远离锅炉
Keep away from heat 请勿受热
Keep away from cold 请勿受冷
Keep Dry 防湿
Explosive 爆炸品
Fragile 易碎品
Inflammable 易燃品
Inflammable Gas 易燃气体
Inflammable Solid 易燃固体
Inflammable Liquid 易燃液体
Dangerous When Wet 遇水燃烧品
Poison 毒剂
Poison Gas 毒气
Spontaneously Combustible 自燃物品
Organic Peroxide 有机氧化物
Oxidizing Agent 氧化剂
Radioactive 放射性物品
Corrosive 腐蚀性物品
Additional Words and Phrases
neutral packing 中性包装
customary packing 习惯包装
cargo in bulk 散装货
nuded cargo 裸装货
shipment packing 运输包装
consumer packing 消费包装
packaging industry 包装工业
pack test 包装试验
package design 包装设计
package engineering 打包工程
package in damaged condition 破损包装
package materials (packing supplies) 包装材料
packing cost 包装成本
"packing extra" 包装费用另计
packing and presentation 包装装潢及外观
packing credit 打包放款，包装信用证
packing letter of credit 包装信用证，红条标信用证
packing list/note/slip 装箱单
packing specification 包装标准化
seller's usual packing 卖方习惯包装
seaworthy packing 适合海运包装


第七节 价格
(一）
Business is closed at this price. 交易就按此价敲定。
Your price inacceptable (unacceptable). 你方价格可以（不可以）接受。
Your price is feasible (infeasible). 你方价格是可行（不可行）的。
Your price is workable. 你们出价可行。
Your price is realistic (unrealistic). 你方价格合乎实际（不现实）。
Your price is reasonable (unreasonable). 你方价格合理（不合理）。
Your price is practicable (impracticable). 你方价格是行得通的（行不通）。
Your price is attractive (not attractive). 你方价格有吸引力（无吸引力）。
Your price is inducing (not inducing). 你方价格有吸引力（无吸引力）。
Your price is convincing (not convincing). 你方价格有吸引力（无吸引力）。
Your price is competitive (not competitive). 你方价格有竞争力（无竞争力）。
The goods are (not) competitively priced. 此货的定价有（无）竞争力。
Words and Phrases
price 价格，定价，开价
priced 已标价的，有定价的
pricing 定价，标价
priced catalogue 定价目录
price of commodities 物价
pricing cost 定价成本
price card 价格目录
pricing method 定价方法
price list 定价政策，价格目录，价格单
pricing policy 定价政策
price format 价格目录，价格表
price tag 价格标签，标价条
price current (p.c.) 市价表

（二）
Price is turning high(low). 价格上涨（下跌）。
Price is high(low). 价格高（低）。
Price is rising (falling). 价格上升（下降）。
Price is up (down). 价格上涨（下跌）。
Price is looking up. 价格看涨。
Price has skyrocketed. 价格猛涨，
Price has shot up. 价格飞涨。
Price has risen perpendicularly. 价格直线上升。
Price has risen in a spiral. 价格螺旋上升。
Price has hiked. 价格急剧抬高。
Your price is on the high side. 你方价格偏高。
Price has advanced. 价格已上涨。
The goods are priced too high. 货物定价太高。
Your price is rather stiff. 你方价格相当高。
Price is leveling off. 价格趋平。
Your price is prohibitive. 你方价格高得令人望而却步。
The Japanese yen is strengthening. 日圆坚挺。
The U.S. Dollar is weakening. 美圆疲软。
Your price is much higher than the price from U.K. France and Germany. 你方价格比英、法、德的都高。
Since the prices of the raw materials have been raised, I'm afraid that we have to adjust the prices of our products accordingly. 由于原材料价格上涨，我们不得不对产品的价格做相应的调整。
Your price is $500/mt, twice of the other countries. 你们每公吨500美圆的价格是其他国家的两倍。
Is it possible for you to raise (lift) the price by 5%? 你们能否把价格提高5%？
Words and Phrases
ceiling price 最高价，顶价
maximum price 最高价
minimum price 最低价
average price 平均价格
base price 底价
rockbottom price 最低价
bedrock price 最低价

（三）
Price is hovering between $5 and $8. 价格徘徊于5至8美圆之间。
We regret we have to maintain our original price. 很遗憾我们不得不保持原价。
Price is easy. 价格疲软。
Price is easy off. 价格趋于疲软。
Price has declined. 价格已跌落。
Price has dipped (sagged). 价格已下降。
It simply can't stand such a big cut. 再也经不住大幅度削价了。
Price has tobogganed. 价格突然下降。
Price has plummeted. 价格暴跌。
Price has downslided. 价格剧降。
This new product is moderately priced. 新产品的定价适度。
Articles of everyday use are economically priced. 日用品价格低廉。
Everyone knows, the price of crude oil has greatly decreased. 人人皆知，目前原油价格大幅度下跌。
We've already cut the price very fine. 我们已将价格减至最低限度了。
The French price of stainless steel plates are about $1200 per mt, while the German price is still lower. FaGuo的不锈钢板价格为每公吨1200美圆，德国的还要低。
We're ready to reduce the price by 5%. 我们准备减价百分之五。
To have this business concluded, you need to lower your price at least by 3%. 为达成这笔交易，你方应至少减价3%。
Business is possible if you can lower the price to HK$2150. 你方若能减价到2150港币，可能成交。
The utmost (best) we can do is to reduce the price by 2%. 我们最多能减价百分之二。
We cannot take anything off the price. 我们不能再减价了。
We've already cut down our prices to cost level. 我们已经将价格降到成本费的水平了。
There is no room for any reduction in price. 价格毫无再减的余地了。
Our rock-bottom price is $500/mt, and cannot be further lowered. 我们的最低价是500美圆一公吨，不能再低了。
Words and Phrases
hover 徘徊于...，盘旋于
original price 原价
moderately 适当地，合适地；适度
economically 经济地，便宜地
stainless steel 不锈钢
utmost 极限，竭尽所能
cost level 成本费用的水平
rock-bottom 最低的

（四）
DM210 is equivalent to 400 RMB. 210德国马克折合人民币400元。
Don't you wish to employ RMB of ours? US Dollars might be adopted. 如果你们不同意用我们的人民币结算，美圆也可以。
Are you afraid of losing money due to exchange rate fluctuations? 您是不是怕由于汇率浮动而吃亏？
Words and Phrases
Hongkong Dollar (HK$) 港元
Singapore Dollar (S$) 新加坡元
Pound Sterling (Stg.) 英镑
United States Dollar (US$) 美圆
Canadian Dollar (Can. $) 加拿大元
Deutsche Mark (DM) 德国马克
Australian Dollar (A$) 澳大利亚元
Japanese Yen (￥) 日圆
Austrian Schilling (Sch.) 奥地利先令
French Franc (F.F) FaGuo法郎
Italian Lira (Lire) 意大利里拉
Danish Krone (E.Kr.)丹麦克郎
Florin (Guilder) H.Fl. (D.Fi.). 荷兰盾
Norwegian Krone (N.Kr.) 挪威克郎
Swedish Krone (S.Kr.) 瑞典克郎
Belgian Franc (BF) 比利时法郎
Swiss Franc (S.Fr. or S.F.) 瑞典法郎
to be equivalent to 相当于
to employ 用...计价，采用...
exchange rate 汇率

（五）
I can give you a definite answer on the price terms. 我可以就价格条件答复你方。
You wish to have a discussion of the price terms of washers. 您是想谈谈洗衣机的价格条件吧。
Yes, all of the price terms are acceptable. 是的，哪种价格条件都可以接受的。
C.I.F. is the price term normally adopted by you, right? C.I.F.是你们经常采用的价格条件，是吗？
Sometimes F.O.B. and C&F are also employed. 我们有时也用离岸价或成本加运费价。
You said yesterday that the price was $60/mt, C.I.F. Brussels. 您昨天说价格定为每公吨60英镑C.I.F. 布鲁塞尔。
In case F.O.B. is used, risks and charges are to be passed over to the buyers once the cargo is put on board the ship. 如果采用离岸价，货一上船，货物的风险和费用就都转给买方了。
Your price is quoted C&F Xingang at DM200 per washer, right? 你方报价是每台洗衣机200德国马克，C&F新港价，对吗？
Words and Phrases
price terms 价格条款
F.O.B. Free On Board “船上交货价”或称“离岸价格”
C.I.F. Cost, Insurance and Freight “成本加保险费、运费”或“到岸价格”
C&F Cost and Freight “成本加运费”或“离岸加运费”价格
F.O.B. Liner Terms F.O.B. 班轮条件
F.O.B. Stowed 船上交货并理舱
F.O.B. Trimmed 船上交货并平舱
F.O.B. Under Tackle F.O.B.吊钩下交货
C.I.F. Liner terms C.I.F.班轮条件
C.I.F. Ex Ship's Hold C.I.F.舱底交货
F.O.B. plane 飞机离岸价（用于紧急情况）
acceptable 可以接受的，可以使用的
to pass over 转给，转嫁
to adopt, to employ, to use （某种价格术语）采用某种价格
FOR-Free on Rail 火车交货价
FOT-Free on Truck 汽车交货价
FAS-Free Alongside Ship 船边交货价
Ex Factory 工厂交货价
Ex Plantation 农场交货价
Ex Warehouse 仓库交货价
Ex Ship 目的港船上交货价
Ex Dock Duty Paid 目的港码头完税交货价
Ex Dock Duty Unpaid 目的港码头未完税交货价
Additional Words and Phrases
buying price 买价
selling price 卖价
new price 新价
old price 旧价
present price 现价
original price 原价
current price 时价，现价
prevailing price 现价
ruling price 目前的价格
going price 现价
opening price 开价，开盘价
closing price 收盘价
exceptional price 特价
special price 特价
nominal price 有行无市的价格
moderate price 公平价格
wholesale price 批发价
retail price 零售价
market price 市价
net price 净价
cost price 成本价
gross price 毛价
price effect 价格效应
price contract 价格合约
price calculation 价格计算
price limit 价格限制
price control 价格控制
price theory 价格理论
price regulation 价格调整
price structure 价格构成
price support 价格支持
bargain 讨价还价
extra price 附加价
price ratio 比价
price per unit 单价
price index或price indices 物价指数
price of factory 厂价


第八节  运输 Transportation

（一）
We arrange shipments to any part of the world. 我们承揽去世界各地的货物运输。
From what I've heard you're ready well up in shipping work. 据我所知，您对运输工作很在行。
What is your specific transport requirement? 你们需要的运输条件是什么？
It will cause a lot of problems in our transportation. 这将给我们的运输带来很多问题。
The two sides finally reached an agreement on the mode of transportation. 双方就运输方式达成了协议。
Today let's discuss the mode of transportation of the steel we ordered. 今天我们就谈谈关于钢材的运输方式吧。
How do you usually move your machines? 你们出口机器习惯使用哪种运输方式？
The goods are now in transit. 此批货物正在运输途中。
A part of the goods were damaged in transit. 一部分货物在运输途中受损。
If the cargo space must be reserved, please send us the necessary application forms. 如果要预订货舱，请将订舱表寄给我们。
do you do any chartering? 你们租船吗？　
Words and Phrases
transport 运输
to be in transit 正在运输
move 运输
transportation business 运输业
transportation company (corporation) 运输公司
transportation cost 运输成本
mode of transportation 运输方式
way of transportation 运输方式
means of transportation 运输方式
to do charter 租船
cargo space 货舱

（二）
Transport by sea is the most important mode of transportation in the world today. 海运是目前世界上最重要的一种运输方式。
Usually, it is cheaper to have the goods sent by sea than by railway. 通常，海运较陆运便宜。
For such a big order, we propose to have the goods dispatched by sea. 数量如此多的货物，我们建议走海运。
Please dispatch the TV sets we ordered by sea. 请海运我们订购的电视机。
Because of the high cost of railway transportations, we prefer sea tansportations. 因为铁路运输费用高，我们愿意走海运。
Sometimes sea transport is troublesome to us. 有时海运对我们来说麻烦。
Please have the goods transported by air. 请空运此批货
To move the goods by railway is quicker. 铁路运输较快。
We don't think it is proper to transport the goods by railway. 我们认为此货不适合用铁路运输。
Can you have them sent by railway? 能采用 陆运方式吗？
You may have some difficulties in arranging railway transportation, I guess. 我猜你们安排铁路运输有困难。
We have arranged to transport the rice you purchased by rail. 我们已安排用火车运输你们所需的大米。
We would prefer to have goods carried by road and not by railway. 我们宁愿用公路运输而不用铁路。　
Words and Phrases
to transport by sea 海运
to transport by railway 陆运
transportation by sea, land, air, and mail 海、陆、空、邮运输
to arrange transport 安排运输
to have some difficulties in 在...有困难

（三）
We think it necessary to move the articles by way of combined transportation. 我们认为联运货物十分必要。
Sometimes, the way of combined transportation has the complicated formalities. 有时联运的手续十分繁琐。
The two sides agreed to employ "combined transportation" to ship the goods. 双方决定联运货物。
Since there is no direct vessel, we have to arrange multimodal combined transport by rail and sea. 由于没有直达船只，我们只好安排海陆联运。
I don't like this kind of combined transportation. 我并不喜欢这种联运方式。
It's easy to cause a delay in shipment or even lose the goods completely when we arrange such combined transport. 这种联运方式货物容易丢失，也常误期。
It's simpler and cheaper for both of us to arrange multimodal combined transport. 安排联运对我们双方都既简单又经济。
Insurance covers both sea and overland transportation. 保险应包括水陆两路的运输。
If the goods are to be transshipped from one means of transportation to another during the course of the entire voyage, it's called "combined transport". 如果货物在运输途中交换交通工具，这便是“联运”。
Words and Phrases
Train-Air-Truck (TAT;TA) “陆-空-陆”联运；或“陆空联运”
combined transportation 联运
Combined Transport Documents (CTD) 联合运输单据
multimodal combined 联运，多式联运
through B/L 联运提单
through transport 联运
direct vessel 直达船只
entire voyage 整个运输过程中
formality 手续

（四）
Who will bear the extra freight charges? 多出的运费由谁负担？
Please quote your current tariffs. 请报你公司的最新运费表。
Freight for shipment from Shanghai to Hongkong is to be charged to your account. 从上海到香港的运费由贵方负担。
The bill of lading should be marked as "freight prepaid". 提单上应该注明“运费预付”字样。
Words and Phrases
transport charge 运输费
cargo freight 运费
carriage 运费
carload rate 整车运费
carriage expense 运费
carriage free 免收运费
carriage paid 运费已付
carriage forward 运费待付
cartage 搬运费
cartage note 搬运费率
Liner's freight tariff 班轮运价表
Basic Rate 基本运费率
Heavy Lift Additional 超重附加费
Over Length Additional 超长附加费
transportation expenses 运输费用
A.V. (Ad. Val) 从价运费
cash and carry 现付自运
Freight ton 运费吨
Weight ton 重量吨
Measurement ton 尺码吨

（五）
This is one set of the shipping documents coverning the consignment. 这是一套这批货的装运单据。
We'll send you by air a full set of non-negotiable documents immediately after the goods are loaded. 货一发运，我们就寄给你方一套单据副本。
when the goods have been loaded, you can get the B/L signed by the master of the vessel. 货装上船后，你可以得到由船长签字的提单。
We'll send you two sets of the Shipped, Clean Bill of Lading. 我们将寄送两套已装运清洁提单。
Words and Phrases
a full set of 一整套
non-negotiabel 未议付的
immediately 立即地，迅速地
master 船长
two (several) sets of 两（多）套
transport document 运输单据
shipping documents 装船单据
Bill of lading (B/L) 提单
On board B/L 已装船提单
Shipped B/L 已装船提单
received for Shipment B/L 备运提单
Direct B/L 直达提单
Transhipment B/L 转船提单
Through B/L 联运提单
Clean B/L 清洁提单
Unclean B/L 或 Foul B/L 不清洁提单
Straight B/L 记名提单
Open B/L 不记名提单
Bearer B/L 不记名提单
Order B/L 指示提单
Long Form B/L 全式提单
Short Form B/L 简式提单
On Deck B/L 舱面提单
Stale B/L 过期提单
Ante Dated B/L 倒签提单
Advanced B/L 预借提单
Freight at Destination B/L 运费到付提单
Freight prepaid B/L 运费预付提单
to order to 凭某人指定
Additional Words and Phrases
transportation facilities 运输设备
transportation insurance 运输保险
transportation permit 运输许可证
transportation system 运输系统
transportation tax 运输税
transport by container 集装箱运输
transport chain 运输体系
cargo worthy 适宜货运
cargo by rail 铁路运输
cargo by road 公路运输
cargo mark (shipping mark) 货物装运标志
cargo receipt 货运收据
time charter 定期租船
time charter trip 航次期租
single voyage charter 单程租船
return voyage charter 回航次租船
voyage charter 定程租船


第九节 装运 Shipment

（一）
The shipment has arrived in good condition. 运到之货情况良好
I hope you'll be entirely satisfied with this initial shipment. 我希望您能对第一批货感到满意。
Please exercise better care with future shipments. 对今后装运的货，请多加注意。
Can last shipment be duplicated? 上次装运的货能再卖一批吗？
We regret we can't ship as you desired. 很抱歉，我们不能按你们的要求装船。
We'll send vessels to pick up the cargo at Huangpu. 我们将派船只在黄埔装运。
There is an over-shipment of 200 lbs. 货物多装了200磅。
Can we short-ship 5 tons? 我们可以少装5吨吗？
Please hold shipment pending our instructions. 请在我们通知之前暂停装货。
The goods are all ready for shipment. 货物已经准备好待装运。
I've got a bone to pick with you over your last shipment to London. 关于上次装运到伦敦的那批货，我不得不抱怨你。
The cargo has been shipped on board s.s. "Dong Feng". 货已装上“东风”号轮船。
We ship most of our oil in bulk. 我们装运的油多数是散装的。
We can get preferential duty rates when we ship to the U.S.A. 我们能在货物装运到美国时获得优惠税率。
The facilities for shipping goods to southeast Asian countries have changed a lot. 出口到东南亚的货物的装运条件已大大改善了。
Words and Phrases
shipment 装运
shipping advice 装船通知
loading 装货
shipping order 装货单
to effect shipment 装运
shipping 装运的
shipping mark 装运标志
to make shipment 交货，装运
to ship 装船，装运
shipping instruction 装船单据
to make delivery of the goods 交货
to take delivery of the goods 提货
]unloading/discharging 卸货
loading list 装船单
loading charge 装船费
loading certificate 装货证明书
loading days 装货天数，装载时间
load off 卸货
Male's Receipt 大副收据
loaded on Deck （货物）装于甲板上
Shipping Instructions Form 装船指示单
shipping documents 装船单据
cargo mark 货物装运标志

（二）
Can our order of 100 cars be shipped as soon as possible? 我们订的100辆小汽车能尽快装运吗？
An early reply from you will help us to speed up shipment. 如果你们尽快答复，我们便可以加速装船。
The order No. 105 is so urgently required that we have to ask you to speed up shipment. 第105号订单所订货物我们要急用，请你们加快装船速度。
Could you manage to hasten the delivery? 你们能否加快装运？
Could you possibly effect shipment more promptly? 你们能不能提前一点交货呢？
A timely delivery means a lot to us. 及时交货对我们来说关系可大了。
I'm sorry to say that we can't advance the time of delivery. 非常抱歉我们不能把交货期提前。
There's still another possibility to ensure a prompt delivery of the goods. 还有另一种可能可以确保即期交货。
If shipment were effected from Hong Kong, we could receive the goods much earlier. 如果在香港交货，我们可以更早些收到货物。
Could you do something to advance your shipment? 你们能不能设法提前交货？
They hold a discussion on the time of shipment for fireworks. 他们就礼花的装运期问题进行了谈判。
Since the time of shipment can not be fixed, I can not but worry about it. 交货期还没定下来，我怎么会不着急呢？
I'm sorry to tell you that we are unable to give you a definite date of shipment for the time being. 很抱歉，现在我们还无法告诉您确切的装船日期。
Can you effect shipment of the order in March? 您看这批货能在3月份装运吗？
Is it possible to effect shipment during October? 能不能在10月份交货？
I want the goods to be delivered in June. 我希望你们能在6月份交货。
After shipment, it will be altogether four to five weeks before the goods can reach our retailers. 从交货到零售商收到货物总共需要4至5个星期。
We can effect shipment in December or early next year at the latest. 我们最晚在今年12月份或明年初交货。
We assure you that shipment will be made no later than the first half of April. 请您放心，我们交货期不会迟于4月份上半月。
You expect us to make delivery in less than a month, right? 您是希望我们在不到1个月的时间内交货吗？
I'm terribly worried about late shipment. 我非常担心货物迟交。
Words and Phrases
forward shipment 远期装运
near shipment 近期装运
prompt shipment 即期装运
shipment as soon as possible 尽速装运
late shipment 迟交
prompt delivery 即期交货
time of shipment 装运期，装运时间
time of delivery 交货期
load time 装货时间
to speed up 加速
to effect shipment 交货，装运
initial shipment 第一批货
shipment during October 1990
1990年10月装运
shipment during October/November
1990年10月或11月装运
shipment on or before 15th, November, 1990
1990年11月15日以前装运
shipment during May with partial shipment and transshipment allowed, sellers option.
装运期由卖方选择，允许分批装运。
shipment on or before the end of November 1990.
1990年底或以前装运。
shipment on Board the Vessel called the...
已由某某轮船装运
to exercise better care with sth
多加关心
over-shipment 多装
short-shipment 少装
to be ready for 准备好
in bulk 散装
preferential duty rates 优惠利率
facilities 条件，设施

（三）
It's better to designate Tanggu as the loading port. 在塘沽装货比较合适。
A manager of a Japanese Company and a staff member of a Chinese corporation hold a discussion on the loading port at Beijing Hotel. 中国公司一名业务员与日本公司的经理在北京饭店就装运港问题进行了洽谈。
We'd better have a brief talk about the loading port. 我们最好能就装运港问题简短地谈一谈。
You may choose Tianjin as port of shipment. 你可以选择天津作为交货港。
How about shipping them from Huangpu instead of Shantou? 把汕头改为黄埔交货怎么样？
You insist that Dalian is the loading port, right? 您坚持把大连定为装运港，对吗？
Now Huangpu is fine as the loading port. 现在可以把黄埔定为装运港。
We are always willing to choose the big ports as the loading ports. 我们总希望用较大的港口作为装运港
We'd like to designate Shanghai as the loading port because it is near the producing area. 我们希望把上海定为装运港是由于它离货物产地比较近。
It makes no difference to us to change the loading port from Shantou to Zhuhai. 将装运港由汕头改为珠海对我们来说问题不大。
Shall we have a talk on the port of discharge this afternoon? 咱们今天下午是不是谈谈卸货港的问题？
He exchanged views on the choice of the unloading port with Mr. Smith. 他和史密斯先生就选择卸货港问题交换了意见。
What's your unloading port please? 你们的卸货港定在哪里？
It's not reasonable to have the goods unloaded at Hamburg. 把货卸在汉堡不太合适。
We don't think it's proper to unload the Chinese tea at London. 我们认为把伦敦作为中国茶叶的卸货港，很难让人接受。
As most of our clients are near Tianjin, we'd like to appoint Tanggu as the unloading port. 我们的大多数客户离天津较近，所以选择了塘沽作为卸货港。
There are more sailings at Shanghai, so we have chosen it as the unloading port. 因为上海的船次多，我们把这里定为卸货港。
We'd like to change the unloading port from Tokyo to Osaka. 我们愿意把卸货港由东京改为大阪。
Words and Phrases
port of call 寄航港
saillings 船次
optional port 选择港
loading port 装货港
unloading port 卸货港
port of shipment 装运港
port of destination 目的港
European Main Ports (E.M.P.) 欧洲主要港口
Customary Quick Dispatch 按港口习惯快速装运

（四）
Don't you think it's troublesome to transship the goods at Sydney? 您不认为在悉尼转船太麻烦了吗？
Do you wish to transship the goods to Macao at Hong Kong? 您是不是想把货物由香港转至澳门。
We have been able to transship S.E. Asian-bound cargoes from rail to ship at Hongkong without mishap. 我们在香港转船去东南亚的货物途中未曾遇到过麻烦事。
Sometimes, we have to make a transshipment because there is no suitable loading or pr in the producing country. 有时因为在生产国找不到合适的装港，我们不得不转船。
So far as I know, there are risks of pilferage or damage to the goods during transhipment in Hongkong. 据我所知，在香港转船期间有货物被盗或损坏的风险。
In case of transhipment, we have to pay extra transportation charges. 货物如果转运，我们得多付运费。
All transport transshipment charges will be included in the C.I.F. price. 所有的转运费用都包括在到岸价格里面了。
Partial shipment is allowed. 允许分批装运。
I heard that partial shipment wasn't permitted. 我听说不允许分批装运。
Transhipment is (not) allowed. （不）准许转船。
We must have the goods here in September for reshipment. 货物必须9月份到达此地以便再转运。
Words and Phrases
troublesome 麻烦
suitable 合适的
pilferage 盗窃
in case of 如果
transshipment charges 转运费
as far as sb knows 就...所知，据...所知
loaded to full capacity 满载
transshipment (T.S.) 转运
to tranship (transship) 转运
transhipment permitted 允许转运
transhipment prohibited 不许转运
transit shipment 转运，中转
transhipment on route 中途转运
transhipment entry 转运报单
transhipment manifest 转运仓单
transhipment trade 转口贸易
transhipment to be allowed 准许转运
transhipment not allowed 不准许转运
partial shipment 分批装运


第十节 保险 Insurance

（一）
I'm looking for insurance from your company. 我是到贵公司来投保的。
Mr. Zhang met Mr. William in the office of the People' Insurance Company of China. 张先生在中国人民保险公司的办公室接待了威廉先生。
After loading the goods on board the hip, I go to the insurance company to have them insured. 装船后，我到保险公司去投保。
When should I go and have the tea insured? 我什么时候将这批茶叶投保？
All right. Let's leave insurance now. 好吧，保险问题就谈到这里。
I have come to explain that unfortunate affair about the insurance. 我是来解释这件保险的不幸事件的。
I must say that you've corrected my ideas about the insurance. 我该说你们已经纠正了我对保险的看法。
This information office provides clients with information on cargo insurance. 这个问讯处为顾客提供大量关于货物投保方面的信息。
The underwriters are responsible for the claim as far as it is within the scope of cover. 只要是在保险责任范围内，保险公司就应负责赔偿。
The loss in question was beyond the coverage granted by us. 损失不包括在我方承保的范围内。
The extent of insurance is stipulated in the basic policy form and in the various risk clause. 保险的范围写在基本保险单和各种险别的条款里。
Please fill in the application form. 请填写一下投保单。 　 Words and Phrases
insure 保险；投保；保证
insurance 保险；保险费；保险金额
underwriters 保险商（指专保水险的保险商）保险承运人
insurance company 保险公司
insurer 保险人
insurance broker 保险经纪人
insurance underwriter 保险承保人
insurance applicant 投保人
insurant, the insured 被保险人，受保人
to cover (effect,arrange,take out) insurance 投保
insurance coverage;risks covered 保险范围
insurance slip 投保单
insured amount 保险金额
insurance against risk 保险
insurance clause 保险条款
insurance instruction 投保通知
insurance business 保险企业
insurance conditions 保险条件

（二）
What risks is the People's Insurance Company of China able to cover? 中国人民保险公司承保的险别有哪些？
What risks should be covered? 您看应该保哪些险？
What kind of insurance are you able to provide for my consignment? 贵公司能为我的这批货保哪些险呢？
It's better for you to can the leaflet, and then make a decision. 你最好先看看说明书，再决定保什么险。
These kinds of risks suit your consignment. 这些险别适合你要投保的货物。
May I ask what exactly insurance covers according to your usual C.I.F terms? 请问根据你们常用的CIF价格条件，所保的究竟包括哪些险别？
It 's important for you to read the "fine print" in any insurance policy so that you know what kind of coverage you are buying. 阅读保险单上的“细则”对你是十分重要的，这样就能知道你要买的保险包括哪些项目。
Words and Phrases
PICC (People's Insurance Company of China) 中国人民保险公司
risk insured, risk covered 承保险项
risk 险别
to provide the insurance 为...提供保险
leaflet 说明书
fine print 细则

（三）
what is the insurance premium? 保险费是多少？
The premium is to be calculated in this way. 保险费是这样计算的。
The total premium is 800 U.S. dollars. 保险费总共是800美圆。
The cover paid for will vary according to the type of goods and the circumstances. 保险费用按照货物类别的具体情况会有所不同。
The rates quoted by us are very moderate. Of course, the premium varies with the range of insurance. 我们所收取的费率是很有限的，当然，保险费用要根据投保范围的大小而有所不同。
According to co-insurance clauses, the insured person must pay usually 20 percent of the total expenses covered. 根据共同保险条款，保险人通常必须付全部费用的百分之二十。
The insurance rate for such kink of risk will vary according to the kind. 这类险别的保险费率将根据货物种类而定。
Insurance brokers will quote rates for all types of cargo and risks. 保险经纪人会开出承保各类货物的各种险别的费用。
Can you give me an insurance rate? 您能给我一份保险率表吗？
Could you find out the premium rate for porcelain? 您能查一下瓷器的保险费率吗？
You should study not only the benefits but also the terms and limitations of an insurance agreement that appears best suited to your needs. 你不仅要研究各种保险所标明的给予保险人的赔偿费用，还要研究它的条件与限制，然后选出最适合你需要的一种。 　 Words and Phrases
insurance expense 保险费
premium rate 保险费率
premium 保险费
insurance rate 保险费率表
insurance proceeds 保险金（保险收入）

（四）
F.P.A. stands for "Free from Particular Average". FPA代表平安险。
W.P.A. stands for "With Particular Average". WPA代表水渍险。
I'll have the goods covered against Free from Particular Average. 我将为货物投保平安险。
I know that F.P.A insurance doesn't cover losses on consumer goods. 我知道平安险不包括消费品的种种损失。
I don't think that the W.P.A insurance covers more risks than the F.P.A.. 我认为水渍险承保的范围并不比平安险的范围宽。
Free from Particular Average is good enough. 只保平安险就可以了。
The goods are to be insured F.P.A. 这批货需投保平安险。
What you've covered is Leakage. 你所投保的是渗漏险。
Why don't you wish to cover Risk of Breakage? 您为什么不想投保破碎险呢？
W.P.A coverage is too narrow for a shipment of this nature, please extend the coverage to include TPND. 针对这种性质的货物只保水渍险是不够的，请加保偷盗提货不成险。
Don't you wish to arrange for W.P.A. and additional coverage against Risk of Breakage? 您不想保水渍险和附加破碎险吗？
Not every breakage is a particular average. 并不是所有的破碎险都属于单独海损。
The coverage is W.P.A. plus Risk of Breakage. 投保的险别为水渍险加破碎险。
Well, obviously you won't want All Risks cover. 显然，你不想保综合险。
An All Risks policy covers every sort of hazard, doesn't it? 一份综合险保单保所有的险，是吗？
We'd like? to cover the porcelain ware against All Risks. 我们想为这批瓷器投保综合险。
Please insure the shipment for RMB5,000 against All Risks. 请将这批货物投保综合险人民币5000元。
We've cover insurance on these goods for 10% above the invoice value against All Risks. 我们已经将这些货物按发票金额加百分之十投保综合险。
An F.P.A. policy only covers you against total loss in the case of minor perils. 平安险只有在发生较小危险时才给保全部损失险。
The F.P.A. doesn't cover partial loss of the nature of particular average. 平安险不包括单独海损性质的部分损失。
A W.P.A. or W.A. policy covers you against partial loss in all cases. 水渍险在任何情况下都给保部分损失险。
You'll cover SRCC risks, won't you? 你们要保罢工、暴动、民变险，是吗？
As our usual practice, insurance covers basic risks only, at 110 percent of the invoice value. If coverage against other risks is required, such as breakage, leakage, TPND, hook and contamination damages, the extra premium involved would be for the buyer's account. 按照我们的惯例，只保基本险，按发票金额110%投保。如果要加保其它险别，例如破碎险、渗漏险、盗窃遗失险、钩损和污染险等，额外保险费由买方负担。
Words and Phrases
insurance free of (from) particular average (FPA). 平安险（单独海损不赔）
insurance with particular average (WPA), basic risks. insurance against all risks. 综合险，应保一切险
risk of breakage 破碎险
risk of clashing 碰损险
risk of rust 生锈险
risk of hook damage 钩损险
risk of contamination (tainting) 污染险
insurance against total loss only (TLO) 全损险
risk of deterioration 变质险
risk of packing breakage 包装破裂险
risk of inherent vice 内在缺陷险
risk of normal loss (natural loss)? 途耗或自然损耗险
risk of spontaneous combustion 自然险 risk of contingent import duty 进口关税险
insurance against war risk 战争险
Air Transportation Cargo War Risk 航空运输战争险
overland Transportation Insurance War Risk 陆上运输战争险
insurance against strike, riot and civil commotion (SRCC) 罢工，暴动，民变险
insurance against extraneous risks, insurance against additional risks 附加险
risk of theft, pilferage and nondelivery (TRND) 盗窃提货不着险
risk of fresh and/of rain water damage(wetting) 淡水雨淋险
risk of leakage 渗漏险
risk of shortage in weight/quantity 短量险
risk of sweating and/or heating 受潮受热险
risk of bad odour(change of flavour) 恶味险，变味险
risk of mould 发霉险
on deck risk 舱面险

（五）
We can serve you with a broad range of coverage against all kinks of risks for sea transport. 我公司可以承保海洋运输的所有险别。
Generally speaking, aviation insurance is much cheaper than marine insurance. 空运保险一般要比海运保险便宜。
Then "all marine risks" means less than "all risks". 那么，“一切海洋运输货物险”意味着比“一切险”范围小一些。
In the insurance business, the term "average" simply means "loss" in most cases. 在保险业中“average”一词一般是“海损”的意思。
Are there any other clauses in marine policies? 海运险还包括其它条款吗？
Breakage is a particular average, isn't it? 破碎险属于一种单独海损，对吗？
the risk of breakage is covered by marine insurance, isn't it? 破碎险是包括在海洋运输货物险之内的，对吗？
The English understood by "marine risks" only risks incident to transport by sea. 英国人对“海洋运输货物险”只理解为海洋中的意外风险。
Generally, the term "all marine risks" is liable to be misinterpreted and its use should be avoided in L/C. 一般地，“一切海洋运输货物险”容易被误解，应该避免在信用证中使用。
Words and Phrases
ocean marine cargo insurance clauses 海洋运输货物保险条款
transportation insurance 运输保险
overland transportation insurance, land transit insurance 陆上运输保险
insurance against air risk, air transportation insurance 航空运输保险
parcel post insurance 邮包运输保险
ocean marine cargo insurance, marine insurance 水险（海运货物保险）
All Risks 一切险
average 海损
Particular Average (P.A) 单独海损
General Average (G.A) 共同海损
Marine Losses 海损
partial loss 部分损失
total loss 全部损失

（六）
Please tell me whether I need to purchase a foreign student policy. 告诉我是否我需要购买外国学生保险。
I'd like to know whether basic health insurance coverage should include benefits for outpatient, hospital, surgery and medical expenses. 我想知道基本健康保险所列的项目是否应包括医院门诊，住院，手术及药品等费用的赔偿。
Will you please tell me where I can purchase health insurance? 请告诉我在何处能买到健康保险？
Health insurance is merely a mean by which people pool money to guard against the sudden economic consequences of sickness or injury. 健康保险就是筹集一些钱以预防疾病或受伤而突然发生的经济困难。
"Major medical" insurance policies are designed to help offset heavy medical expenses that can result from a prolonged illness or serious injury. “巨额医药费保险”旨在协助减轻久病及重伤所造成的重大医药开支。
If the benefits provided under a certain policy have a dollar limitation for each service, you should determine whether these limitations are realistic. 如果某一家保险公司的健康保险对每种服务定有赔偿限额，你应断定这些限额是否合乎实际。
Words and Phrases
health insurance 疾病保险，健康保险
sickness insurance 疾病保险
insurance for medical care 医疗保险
"major medical" insurance policy 巨额医药费保险
insurance during a period of illness 疾病保险
life insurance 人寿保险
endowment insurance 养老保险
insurance on last survivor 长寿保险
to purchase health insurance 购买健康保险
to have a health insurance policy 购买健康保险
Additional Words and Phrases
policy-holder 保险客户
extra premium 额外保险费
additional premium 附加保险费
insurance law 保险法
insurance act 保险条例
insurance industry? 保险业
insurance division 保险部
insurance treaty 保险合同
cover note 保险证明书
guarantee of insurance 保险担保书
premium rebate 保险费回扣
insurance claim 保险索赔
ceding, retrocession(for reinsurance) 分保
reinsurance 分保（再保险）
ceding(insurance)company 分保公司
co-insurance company 共同保险公司
insurance document 保险单据
certificate of insurance 保险凭证
increasing coverage, extending coverage 加保
renewing coverage 续保
insurance commission 保险佣金
social insurance 社会保险
personal property insurance 个人财产保险
insurance of contents 家庭财产保险


第十一节  付款 Payment Terms

（一）
Payment is to be effected (made) before the end of this month. 这个月末以前应该付款。
It's convenient to make payment in pound sterling. 用英镑付款较方便。
Now, as regards payment, we've agreed to use U.S. Dollar, am I right? 至于付款，我们已同意用美圆，对吗？
We may have some difficulties making payment in Japanese yen. 用日圆付款可能会有困难。
I've never made payment in Renminbi before. 我从未用过人民币付款。
We can't accept payment on deferred terms. 我们不能接受延期付款。
What's your reason for the refusal of payment? 你们拒付的理由是什么？
Collection is not paid. 托收款未得照付。
We don't think you'll refuse to pay. 我们相信你们不会拒付。
Only one refusal of payment is acceptable to the bank. 银行只接受一次拒付。
You ought to pay us the bank interest once payment is wrongly refused. 如果拒付错了，你们应该偿付我方的银行利息。
We'll not pay until shipping documents for the goods have reached us. 见不到货物装船单据，我们不付款。
We're worrying that a decline in prices might lead to refusal of payment. 我们担心市场价格下跌会引起拒付。
Of course payment might be refused if anything goes wrong with the documents. 如果单据有问题，当然可以提出拒付。
The equipment will be paid in installments with the commodities produced by our factory. 设备以我们工厂生产的产品分期偿还。
Words and Phrases
payment 支付，付款
to pay 付款，支付，偿还
dishonour 拒付
deferred payment 延期付款
progressive payment 分期付款
payment on terms 定期付款
payment agreement 支付协定
pay order 支付凭证
payment order 付款通知
payment by banker 银行支付
payment by remittance 汇拨支付
payment in part 部分付款
payment in full 全部付讫
clean payment 单纯支付
simple payment 单纯支付
payment by installment 分期付款
payment respite 延期付款
payment at maturity 到期付款
payment in advance 预付（货款）
Cash With Order (C.W.O) 随订单付现
Cash On Delivery (C.O.D) 交货付现
Cash Against Documents (C.A.D) 凭单付现
pay on delivery (P.O.D) 货到付款
payment in kind 实物支付
payment for (in) cash 现金支付，付现
pay...Co. only 仅付...公司
pay...Co. not negotiable 付...公司，不准疏通
pay...Co. or order (pay to the order of...Co.) 付...公司或其指定人
refusal 拒绝
the refusal of payment 拒付
the bank interest 银行利息
decline 下降，下跌
something goes wrong 某事上出问题，出现差错
commodity 产品
convenient 方便的

（二）
Now we have settled the terms of payment. 现在我们已经谈妥了付款条件。
Shall we have a talk about terms of payment today? 我们今天谈谈付款条件怎么样？
What is the mode of payment you wish to employ? 您希望用什么方式付款？
This is the normal terms of payment in international business. 这是国际贸易中惯用的付款方式。
We can't accept any other terms of payment. 我们不能接受其他的付款条件。
If you can't be more flexible, we won't accept your terms of payment. 如果你们不能灵活些，我们将不接受此种付款方式。
Words and Phrases
payment terms 支付条件，付款方式
the mode of payment 付款方式
flexible 灵活的，多变的

（三）
Please protect our draft on presentation. 请见票即付。
Your draft will be honoured on presentation. 你方的汇票见票即付。
The draft was discounted in New York. 汇票已经在纽约贴现。
Our draft No.36 was dishonoured. 我们的第三十六号汇票被拒付了。
The draft has not been collected. 汇票之款尚未收进。
We'll be unable to meet these draft. 我们无力兑付这些汇票。
We've drawn a clean draft on you for the value of this sample shipment. 我们已经开出光票向你方索取这批货的价款。
We've drawn on you for payment of the invoice amounting to $20,000. 我们已经按照发票金额20，000美圆向你方开出了汇票。
The draft has been handed to the bank on clean collection. 汇票已经交银行按光票托收。
You can draw on me just as if there were a letter of credit. 您就当作有信用证一样，向我开汇票托收。
We're sending our draft through Bank of China for documentary collection. 我们将汇票交中国银行按跟单托收。
We'll draw on you by our documentary draft at sight on collection basis. 我们将按托收方式向你方开出即期跟单汇票。
We'll draw a sight bill in favour of the Export Bank Singapore. 我们要开立一张以新加坡出口银行为收款人的即期汇票。
We've already remitted the amount by cheque. 我们已经将款以支票汇出。
We enclose a cheque for RMB200. 我们附上人民币200元的支票一张。
Words and Phrases
discount 贴现
draft 汇票
Promisory Note 本票
cheque 支票
clean bill 光票
documentary bill 跟单汇票
Sight Bill 即期汇票
Time Bill 远期汇票
Usance Bill 远期汇票
Commercial Bill 商业汇票
Banker's Bill 商业汇票
Banker's Bill 银行汇票
Commercial Acceptance Bill 商业承兑汇票
Bankers' Acceptance Bill 银行承兑汇票
invoice 发票
Performer Invoice 形式发票
Sample Invoice 样品发票
Consignment Invoice 寄售发票
Recipe Invoice 收妥发票
Certified Invoice 证明发票
Manufacturers' Invoice 厂商发票
At sight 即期，见票即付
At...days (month)after sight 付款人见票后若干天（月）付款
At...days sight 付款人见票后若干天即付款
At...days after date 出票后若干天付款
At...days after B/L 提单签发后若干天付款
remittance 汇付
Mail transfer (M/T) 信汇
Demand Draft (D/D) 票汇
Telegraphic Transfer (T/T) 电汇
collection 托收
clean Bill for Collection 光票托收
Documentary Bill for Collection 跟单托收
Uniform Rules for Collection 《托收统一规则》
Collection Advice 托收委托书
Advice of Clean Bill for Collection 光票托收委托书
Collection Bill Purchased 托收出口押汇
Trust Receipt 信托收据
copy 副本
original 正本
　
（四）
We regret we can't accept payment "cash against document". 很抱歉，我们不能接受凭单付款办法。
We'll agree to change the terms of payment from L/C at sight to D/P at sight. 我们同意将即期信用证付款方式改为即期付款交单。
We accept D/P payment for future dealings. 以后的交易我们以付款交单方式支付。
We can do the business on 60 days D/P basis. 我们可以按60天付款交单的方式进行交易。
We agree to draw at 30 days D/P. 我们同意开立30天期的付款交单汇票。
We'll draw D/P against your purchase. 我们按付款交单方式收你方这批货款。
As a special sign of encouragement, we'll consider accepting payment by D/P at this sales-purchasing stage. 在此推销阶段，我们将考虑接受付款交单方式以资鼓励。
We regret we can't accept "Cash against Documents" on arrival of goods at destination. 很抱歉，我们不能同意“货抵目的地付款交单”方式付款。
The buyer suggested D/A as the terms of payment, but the seller was unwilling to make any exception. 买方建议用承兑交单作为付款方式，但卖方不愿例外。
We can't agree to draw at 30 days D/A. 我们不同意开具30天期的承兑交单汇票。
So it's better for us to adopt D/P or D/A. 因此，最好是采用付款交单方式或承兑交单方式。
I suppose D/P or D/A should be adopted as the mode of payment this time. 我建议这次用付款交单或承兑交单方式来付款。
It would help me greatly if you would accept D/A or D/P. 如果您能接受D/P或D/A付款，那可帮了我们大忙。
Could you make an exception and accept D/A or D/P? 您能否来个例外，接受D/A或D/P付款方式？
Words and Phrases
Documents against Payment (D/P) 付款交单
Documents against Payment at Sight (D/P sight) 即期付款交单
Documents against Payment after Sight (D/P sight) 远期付款交单
Documents against Acceptance (D/A) 承兑交单
dealing 交易，生意
sales-purchasing 促销，推销
stage 阶段，过程
destination 目的地
to make exception 例外
Cash Against Payment 凭单付款

（五）
We insist on a letter of credit.
我们坚持用信用证方式付款。
As I've said, we require payment by L/C. 我已经说过了，我们要求以信用证付款。
We still intend to use letter of credit as the term of payment. 我们仍然想用信用证付款方式。
We always require L/C for our exports. 我们出口一向要求以信用证付款。
L/C at sight is normal for our exports to France. 我们向FaGuo出口一般使用即期信用证付款。
We pay by L/C for our imports. 进口我们也采用信用证汇款。
Our terms of payment is confirmed and irrevocable letter of credit. 我们的付款条件是保兑的不可撤消的信用证。
You must be aware that an irrevocable L/C gives the exporter the additional protection of banker's guarantee. 你必须意识到不可撤消信用证为出口商提供了银行担保。
Is the wording of "confirmed" necessary for the letter of credit? 信用证上还用写明“保兑”字样吗？
For payment we require 100% value, irrevocable L/C in our favour with partial shipment allowed clause available by draft at sight. 我们要求用不可撤消的、允许分批装运、金额为全部货款、并以我方为抬头人的信用证，凭即期汇票支付。
What do you say to 50% by L/C and the balance by D/P? 百分之五十用信用证，其余的用付款交单，您看怎么样？
Please notify us of L/C number by telex immediately. 请立即电传通知我方信用证号码。
The beneficiary of the L/C is to be China National Corporation, Beijing. 信用证的受益人为中国工艺品进出口公司北京分公司。
Will you please increase the credit to $1000? 能不能把信用证金额增至1000美圆？
The credit is short opened to the amount of RMB100. 信用证的金额少开了人民币100元。
Your L/C No. 48 is short of $29. 你方第48号信用证少开了29美圆。
Many banks in Europe are in a position to open L/C and effect payment in Renminbi. 欧洲的许多银行能够开立信用证，而且用人民币支付。
I open a letter of credit in Renminbi with a bank in U.S.A. 我在美国的一家银行开立了人民币信用证。
The Barclays Bank in London is in a position to open letters of credit in Renminbi against our sales confirmation or contract. 伦敦巴克莱银行可以凭我们的销售确认书或合同开立人民币信用证。
When do I have to open the letter of credit? 顺便问一句，您几时开立信用证呢？
When can you arrange for a credit under the new import license? 按照新的进口许可证规定，你方什么时候能开出一张信用证？
Please open letter of credit in good time. 请及时开出信用证。
We'll open the letter of credit at sight. 我们会按时开证的。
I agree to use letter of credit at sight. 我同意用即期信用证付款。
Is the credit at sight or after sight? 信用证是即期的还是远期的？
Our letter of credit will be opened early March. 我们在3月初开出信用证。
We'll open the credit one month before shipment. 我们在装船前1个月开立信用证。
Please open the L/C 20 to 30 days before the date of delivery. 请在交货前20到30天开出信用证。
This letter of credit expires on 15th July. 这张信用证7月15日到期。
The validity of the L/C will be extended to 30th August. 信用证的有效期将延至8月30日。
Will you persuade your customer to arrange for a one-month extension of L/C No.TD204? 你们能不能劝说客户将TD204号信用证延期一个月？
To do so, you could save bank charges for opening an L/C. 这样做，你们可以省去开证费用。
It's expensive to open an L/C because we need to put a deposit in the bank. 开证得交押金，因此花费较大。
We pay too much for such a letter of credit arrangement. 这种信用证付款方式让我们花费太大了。
There will be bank charges in connection with the credit. 开立信用证还要缴纳银行手续费。
A letter of credit would increase the cost of my import. 信用证会增加我们进口货物的成本。
The seller will request to amend the letter of credit. 卖方要修改信用证。
Please amend L/C No.205 as follows. 请按下述意见修改第205号信用证。
Your refusal to amend the L/C is equivalent to cancellation of the order. 你们拒绝修改信用证就等于取消订单。
Words and Phrases
Letter of Credit (L/C) 信用证
form of credit 信用证形式
Terms of validity 信用证效期
Expiry Date 效期
Date of issue 开证日期
L/C amount 信用证金额
L/C number 信用证号码
to open by airmail 信开
to open by cable 电开
to open by brief cable 简电开证
to amend L/C 修改信用证
fixed L/C or fixed amount L/C 有固定金额的信用证
Sight L/C 即期信用证
Usance L/C 远期信用证
Buyer's Usance L/C 买方远期信用证
Traveler's L/C 旅行信用证
Revocable L/C 可撤消的信用证
Irrevocable L/C 不可撤消的信用证
Confirmed L/C 保兑的信用证
Unconfirmed L/C 不 保兑的信用证
Confirmed Irrevocable L/C 保兑的不可撤消信用证
Irrevocable Unconfirmed L/C 不可撤消不保兑的信用证
Transferable L/C 可转让信用证
Untransferable L/C 不可转让信用证
Revolving L/C 循环信用证
Reciprocal L/C 对开信用证
Back to Back L/C 背对背信用证
Countervailing credit （俗称）子证
Overriding credit 母证
Banker's Acceptance L/C 银行承兑信用证
Trade Acceptance L/C 商业承兑信用证
Red Clause L/C 红条款信用证
Anticipatory L/C 预支信用证
Credit payable by a trader 商业付款信用证
Credit payable by a bank 银行付款信用证
usance credit payment at sight 假远期信用证
Uniform Customs and Practice for Documentary Credits 跟单信用证统一惯例
I.C.C. Publication No.400 第400号出版物
Credit with T/T Reimbursement Clause 带有电报索汇条款的信用证
method of reimbursement 索汇方法
without recourse 不受追索
Opening Bank' Name & Signature 开证行名称及签字
beneficiary 受益人
guarantor 保证人
Exporter's Bank 出口方银行
Importer's Bank 进口方银行
Seller's Bank 卖方银行
Buyer's Bank 买方银行
Paying Bank 付款行，汇入行
Remitting Bank 汇出行
Opening Bank 开证行
Issuing Bank 开证行
Advising Bank 通知行
Notifying Bank 通知行
Negotiating Bank 议付行
Drawee Bank 付款行
Confirming Bank 保兑行
Presenting Bank 提示行
Transmitting Bank 转递行
Accepting Bank 承兑行
Additional Words and Phrases
pay bearer 付给某人
bearer 来人
payer 付款人
consignee 受托人
consignor 委托人
drawer 出票人
principal 委托人
drawee 付款人
consingnee 受托人
truster 信托人
acceptor 承兑人
trustee 被信托人
endorser 背书人
discount 贴现
endorsee 被背书人
endorse 背书
holder 持票人
endorsement 背书
bailee 受托人，代保管人
payment against documents 凭单付款
payment against documents through collection 凭单托收付款
payment by acceptance 承兑付款
payment by bill 凭汇票付款
Letter of Guarantee (L/G) 保证书
Bank Guarantee 银行保函
Contract Guarantee 合约保函
Payment Guarantee 付款保证书
Repayment Guarantee 还款保证书
Import Guarantee 进口保证书
Tender/Bid Guarantee 投标保证书
Performance Guarantee 履约保证书
Retention Money Guarantee 保留金保证书
Documents of title to the goods 物权凭证
Authority to Purchase (A/P) 委托购买证
Letter of Indication 印鉴核对卡
Letter of Hypothecation 质押书
General Letter of Hypothecation 总质押书


第十二节  商品检验 Commodity Inspection
（一） Shall we take up the question of inspection today? 今天咱们讨论商品检验问题吧。
The inspection of commodity is no easy job. 商检工作不是那么简单。
Mr. Black is talking with the Chinese importer about inspecting the goods. 布莱克先生与中方进口商就商品检验问题进行洽谈。
As an integral part of the contract, the inspection of goods has its special importance. 作为合同里的一个组成部分，商品检验具有特殊的重要性。
We should inspect this batch of porcelainware to see if there is any breakage. 我们要检查一下这批瓷器是否有破损的。
The exporters have the right to inspect the export goods before delivery to the shipping line. 出口商在向船运公司托运前有权检验商品。
The inspection should be completed within a month after the arrival of the goods. 商品检验工作在到货后一个月内完成。
How should we define the inspection rights? 商检的权力怎样加以明确呢？
I'm worried that there might be some disputes over the results of inspection. 我担心对商检的结果会发生争议。
We'll accept the goods only if the results from the two inspections are identical with each other. 如果双方的检测结果一致，我们就收货。
Words and Phrases
inspection 检验
inspect 检验
to inspect A for B 检查A中是否有B
inspector 检验员
inspector of tax 税务稽查员
inspection of commodity 商品检验
（二） Where do you wish to reinspect the goods? 您希望在哪里复验商品？
The importers have the right to reinspect the goods after their arrival. 进口商在货到后有权复验商品。
What's the time limit for the reinspection? 复验的时限是什么时候？
It's very complicated to have the goods reinspected and tested. 这批货测试和复验起来比较复杂。
What if the results from the inspection and the reinspection do not coincide with each other? 如果检验和复验的结果有出入该怎么办呢？
Words and Phrases
reinspect 复验
reinspection 复验
（三） Who issues the inspection certificate in case the quality do not confirm to the contract? 如果货物的质量与合同不符，由谁出具检验证明书呢？
The certificate will be issued by China Import and Export Commodity Inspection Bureau or by any of its branches. 检验证明书将由中国进出口商品检验局或其分支机构出具。
The Inspection Certificate will be signed by the commissioner of your bureau. 检验证明书将由商检局局长签字。
Our certificates are made valid by means of the official seal and personal chop of the commissioner. 我们的证明书以盖公章和局长签字为有效。
As a rule, our certificate is made out in Chinese and English. 通常证明书是用中文和英文开具的。
You may have another certificate showing the goods to be free from radioactive contamination. 你们还要出具另一份证明书，以证明货物没有受放射线污染。
Our goods must be up to export standards before the Inspection Bureau releases them. 我们的货物只有在符合出口标准后，商检局才予以放行。
Our Inspection Bureau will issue a Veterinary Inspection Certificate to show that the shipment is in conformity with export standards. 商检局将出具动物检疫证明书以证明货物符合出口标准。
Is it convenient for you to engage a surveyor? 你们联系公证方便吗？
We have the best surveyor, China Import and Export Commodity Inspection Bureau. 我们有最好的公证行，即中国进出口商品检验局。
Words and Phrases
Inspection Certificate 检验证明
Inspection Certificate of Quality 质量检验证书
Inspection Certificate of Quantity 数量检验证书
surveyor 检验行，公证行
Additional Words and Phrases
Inspection Certificate of Weight 重量检验证书
Inspection Certificate of Origin 产地检验证书
Inspection Certificate of Value 价值检验证书
Inspection Certificate of Health 健康检验证书
Sanitary Inspection Certificate 卫生检验证书
Veterinary Inspection Certificate 兽医检验证书
inspection of packing 包装检验
inspection of loading 监装检验
inspection of material 材料检验
inspection of risk 被保险物价的检查
inspection of storage 监装
inspection of voucher 凭证检验
inception of carriage 货车检查
inspection of document 单证检查
inspection of fixed asset 固定资产检查
inspection of incoming merchandise 到货验收
Inspection Certificate on Damaged cargo 验残检验证书
Inspection Certificate on Tank 验船证书
Certificate of Measurement & Weight 货载衡量证书
Authentic Surveyor 公证签定人
inspection on cleanliness 清洁检验
inspection on cleanliness of dry cargo hold 干货舱清洁检验
inspection on cleanliness of tank 油舱清洁检验
inspection and acceptance 验收
inspection before delivery 交货前检验
inspection after construction 施工后检验
inspection during construction 在建工程检验
inspection between process 工序间检验
inspection report 检验报告
inspection tag 检查标签
Inspectorate General of Customs 海关稽查总局
inspection and certificate fee 检验签证费
to issue(a certificate) 发...（证明）
Sworn Measurer 宣誓衡量人
Underwriters Laboratory 保险商实验室
Loyd's Surveyor 英国劳氏公证行
General Superintendence & Co, Geneva (S.G.S) 瑞士日内瓦通用签定后


第十三节  索赔 Claim

（一）
Claims occur frequently in international trade. 国际贸易中经常发生索赔现象。
We are now lodging a claim with you. 我们现在向贵方提出索赔。
I've heard that you have lodged a claim against us. 听说你们已经向我们提出了索赔。
We've given your claim our careful consideration. 我们已经就你们提出的索赔做了仔细研究。
We lodged a claim with you on fertilizer yesterday. 昨天我们就化肥问题向贵方提出索赔。
We filed a claim with(against) you for the shortweight. 关于短重问题，我们已经向你方提出索赔。
The Chinese representative and Mr.Bake discussed the claim. 中方代表与贝克先生商谈了索赔问题。
We have received the letters giving full details of this claim. 我们已经收到了内容详尽的索赔信件。
Sometimes the shipping company or insurance company is found to be responsible for the claim. 有时候，船公司或保险公司应负责赔偿。
Words and Phrases
claim 索赔；赔偿；赔偿金
compensate 赔偿，补偿
to make a (one's) claim 提出索赔
to register a (one's) claim 提出索赔
to file a (one's) claim 提出索赔
to lodge a (one's) claim 提出索赔
to raise a (one's) claim 提出索赔
to put in a (one's) claim 提出索赔
to bring up a (one's) claim 提出索赔
to make a claim with (against) sb. 向某方提出索赔
to make a claim for (on)sth. 就某事提出索赔
claims 索赔；债权

（二）
I was asked to come to your company on my way home in order to settle the claim. 我顺路来你们公司是为了处理索赔问题的。
We have received your remittance in settlement of our claim. 我们已经收到你方解决我们索赔问题的汇款。
Claims for incorrect material must be made within 60 days after arrival of the goods. 有关不合格材料的索赔问题必须在货到后60天内予以解决。
I want to settle our claim on you for the 100 tons of bleached cotton waste, as per Sales Confirmation No. 1254E.
我们想处理一下关于销售确认书第1254E号100吨漂白废棉的索赔问题。 We have already made a careful investigation of the case.
我们已经对这个索赔案件做了详细的调查研究。 We are not in a position to entertain your claim.
我们不能接受你们提出的索赔要求。 But we regret our inability to accommodate your claim.
很抱歉我们不能接受你方索赔。 We may consider withdrawing the claim.
我们可以考虑撤回索赔要求。 I'll write to our home office to waive our claim immediately.
我立即写信给我们的总公司提出放弃索赔。
Words and Phrases
to settle a claim 解决索赔（问题）
to withdraw a claim 撤消（某项）索赔
to waive a claim 放弃索赔（要求）
claim on the goods 对某（批）货索赔
claim on you 向某人（方）提出索赔
claim for trade dispute 贸易纠纷（引起的）索赔
claim for indemnity 要求索赔
claim for compensation 要求补偿
on my way home 顺路
in settlement of 解决
incorrect 不正确的
Sales Confirmation 销售确认书
to make an investigation 调查研究
inability 无能力

（三）
I'm afraid you should compensate us by 5% of the total amount of the contract. 贵公司要赔偿我方合同全部金额的百分之五。
I propose we compensate you by 3% of the total value plus inspection fee. 我想我们赔偿贵方百分之三的损失，另外加上商检费。
We regret for the loss you have suffered and agree to compensate you by $500. 我们对你方遭受的损失深表歉意，同意向你们赔偿500美圆。
We register a claim for US$200. 我们提出索赔200美圆。
The Japanese Company agreed to compensate us for the defective watches by 4% of the total value. 日本一家公司同意就手表不精确向我们赔偿总价值的百分之四。
Words and Phrases
claims expenses 理赔费用

（四）
There are some different types of claims. 索赔有几种不同的类型。
This is a claim on quality. 这是质量索赔。
This is a claim on shortweight. 这是短重索赔
This is a claim on delayed shipment. 这是延期装运索赔。
Claim on shortweight is caused by packing damage or shortloading. 短重索赔是由包装破损或装运短重引起的。
Claim on delayed shipment is that sellers fail to make the delivery according to time schedule. 延期索赔是对卖方没有按时装运货物而提出的索赔。
Claim on quality originates from inferior quality of goods or quality changes. 品质（质量）索赔是在货物质量低劣或是质量改变的条件下发生的。
Words and Phrases
claim for short weight 由于短重而索赔
claim for damage 由于损坏而索赔
claim for loss and damage of cargo 货物损失索赔
claim for inferior quality 由于质量低劣而索赔
Additional Words and Phrases
claim against carrier 向承运人索赔
claimee 被索赔人
claimant 索赔人
claimsman 损失赔偿结算人
claims assessor 估损人
claims settling agent 理赔代理人
claims surveying agent 理赔检验代理人
claiming administration 索赔局
claims department (commission board) 索赔委员会
claim letter 索赔书
claims documents 索赔证件
claim report 索赔报告
claims statement 索赔清单
claims settlement 理赔
claims settling fee 理赔代理费
claim indemnity 索赔
claims rejected 拒赔
insurance claim 保险索赔                                   


第十四节  对外贸易与外贸关系 Foreign Trade & Foreign Trade Relationship
（一）
1 They mainly trade with Japanese firms. 他们主要和日本商行进行贸易。
2 For the past five years, we have done a lot of trade with your company. 在过去的五年中，我们与贵国进行了大量的贸易。
3 Our trade is conducted on the basis of equality. 我们是在平等的基础上进行贸易。
4 There has been a slowdown in the wool trade with you. 和你们的羊毛贸易已有所减少。
5 Our foreign trade is continuously expanding. 我们的对外贸易不断发展。
6 Trade in leather has gone up (down) 3%. 皮革贸易上升（下降）了百分之三。
7 Trade in general is improving. 贸易情况正在好转。
8 Our company mainly trades in arts and crafts. 我们公司主要经营手工艺品。
9 They are well-known in trade circles. 他们在贸易界很有名望。
10 We trade with people in all countries on the basis of equality and mutual benefit. 我们在平等互利的基础上和各国人民进行贸易。
11 To respect the local custom of the buying country is one important aspect of China's foreign policy. 尊重买方国家的风俗习惯是我国贸易政策的一个重要方面。
12 Our purpose is to explore the possibilities of developing trade with you. 我们的目的是和你们探讨一下发展贸易的可能性。
Words and Phrases
14 foreign trade 对外贸易
15 overseas trade 海外贸易
16 international trade 国际贸易
17 to trade with 和...进行贸易
18 to do business in a moderate way 做生意稳重
19 to do business in a sincere way 做生意诚恳
20 to make a deal 做一笔交易
21 deal 交易，经营，处理，与...交往
22 to deal in 经营，做生意
23 to explore the possibilities of 探讨...的可能性
24 trade circles 贸易界
25 to handle 经营某商品
26 to trade in 经营某商品
27 business scope/frame 经营范围
28 trading firm/house 贸易行，商行

（二）
29 Can we do a barter trade? 咱们能不能做一笔易货贸易呢？
30 Is it still a direct barter trade? 这还算是一种直接的易货贸易吗？
31 If you agree to our proposal of a barter trade, we'll give you paper in exchange for your timber. 如果你方同意我们进行易货贸易的建议，我们将用纸与你们交换木材。
32 Shall we sign a triangle trade agreement? 我们订一个三角贸易协议好吗？
33 A triangle trade can be carried out among the three of us. 我们三方可进行三角贸易。
34 Compensation trade is, in fact, a kind of loan. 补偿贸易实际上是一种信贷。
35 We may agree to do processing trade with you. 我们同意与你们进行来料加工贸易。
36 If you're interested in leasing trade, please let us know. 如果你们有意做租赁贸易，请告诉我们。
37 We wonder whether you do counter trade. 我们不知道你们是否做抵偿贸易。
Words and Phrases
38 trade by commodities 商品贸易
39 visible trade 有形贸易
40 invisible trade 无形贸易
41 barter trade 易货贸易
42 bilateral trade 双边贸易
43 triangle trade 三角贸易
44 multilateral trade 多边贸易
45 counter trade 对销贸易；抵偿贸易
46 counter purchase 互购贸易
47 buy-back 回购贸易
48 compensation trade 补偿贸易
49 processing trade 来料加工贸易
50 assembling trade 来料装配贸易
51 leasing trade 租赁贸易
52 in exchange for 用...交换...
53 trade agreement 贸易协议

（三）
55 We want to develop direct contact with Continental buyers for ourselves. 我们想为自己的公司同欧洲大陆的买主建立起直接的联系。
56 We see that your firm specializes in Light Industrial Goods, and we are willing to establish business relationship with you. 得知贵公司专门经营轻工业品，我们愿意与贵公司建立业务关系。
57 We are one of the largest importers of Electric Goods in this city, and we wish to establish business relationship with you. 我们是此地最大的电器进口商之一，愿意与你们建立业务关系。
58 We are willing to enter into business relationship with your company on the basis of equality and mutual benefit. 我们愿在平等互利的基础上与贵公司建立业务关系。
59 Our two countries have had trade relations for ten years. 我们两国之间已经有了10年的贸易关系。
60 We've never had any difficulties with our Chinese partners, and we'd like to make as many new contacts as we can. 和中国同行共事从来没有什么困难，希望今后我们之间尽可能多地建立新的关系。
61 We have made a very good start in our business with Japan. 我们和日本在业务上有了良好的开端。
62 Our company is thinking of expanding its business relationship with China. 我公司想扩大与中国的贸易关系。
63 As is known, we set great store by the trade relationship with the third world countries. 众所周知，我们十分重视同第三世界国家的贸易关系。
64 We look forward to reactivating our business relationship. 我们盼望我们的业务关系重新活跃起来。
65 We shall welcome a chance to renew our friendly relationship. 很高兴能有机会来恢复我们的友好关系。
66 We'll try our best to widen our business relationship with you. 我们将尽力扩大同你们的贸易关系。
67 We're writing you in order to establish business relationship. 我们写此信是为了与你方建立业务关系。
68 The arrangement will contribute to cement our pleasant relationship. 此项安排将有助于巩固我们良好的关系。
69 We're willing to restore our business relationship. 我们希望能恢复贸易关系。
70 It will be advantageous if steps are taken to resume our business relationship on the basis of mutual benefit. 如果我们采取措施在互利的基础上恢复业务关系，对我们都是有利的。
71 The depressed market results in the stagnation of trade. 市场萧条导致贸易停滞。
72 We have been doing quite well in our business, we are willing to open an account with you. 我们的生意一直做得不错，希望能与你们建立帐户往来关系。
Words and Phrases
73 business association 业务联系，交往
74 business connection 业务联系
75 close relationship 密切的关系
76 closer ties 更密切的关系
77 to establish(enter into, set up)business relationship 建立业务关系
78 to continue business relationship 继续业务关系
79 to present business relationship 保持业务关系
80 to improve business relationship 改善业务关系
81 to promote business relationship 促进业务关系
82 to speed up business relationship 加快业务关系的发展
83 to enlarge (widen) business relationship 扩大业务关系
84 to restore (resume) business relationship 恢复业务关系
85 to interrupt business relationship 中断业务关系
86 to cement business relationship 巩固业务关系

（四）
87 When could you introduce me to your sister company? 什么时候把贵公司的兄弟公司介绍给我们？
88 Would you please introduce us to some of the most reliable exporters of Chinese handicrafts? 请向我们推荐一些最可靠的中国手工艺品出口商，可以吗？
89 If you are interested in dealing, with us in other products of our company, please inform us of your requirements as well as your banker's name and address. 如果你们有意经营我公司其他产品，请告知你方要求及往来银行的名称和地址。
90 Because of the rapid development of our business in Asia, we think it's necessary to open a branch at the following address. 鉴于我们在亚洲地区业务的迅速发展，有必要在下列地点设立分公司。
91 We've often expressed our interest in investing in China. 我们一直对在中国投资很感兴趣。
92 Our abundant resources and stable policy provide foreigners with the advantages they invest here. 我们丰富的资源和稳定的政策为外商投资提供了有利条件。
93 Thank you for your manner of business cooperation. 我们对你们的合作态度非常满意。
94 We have been working on expanding our scope of cooperation with China. 我们一直努力设法扩大与中国的合作范围。
95 We believe in long-term cooperation with China because we view the future as bright. 我们相信与中国长期合作的前途是光明的。
Words and Phrases
97 trade prospects/outlook 贸易前景
98 trade cooperation 贸易合作
99 technological cooperation 技术合作
100 business cooperation 业务合作
101 cooperative relationship 合作关系
102 the scope of cooperation 合作范围
103 Additional Words and Phrases
104 trade fair 贸易展销会
105 trade show 贸易展览
106 trade agreement 贸易协议
107 to establish arrangement 达成协议
108 to reach an agreement 达成协议
109 trade terms/clause 贸易条款
110 trade balance 贸易平衡
111 to conclude a business transaction 达成贸易交易
112 to work with 与...共事
113 business activities 经济活动
114 business house 商行；商号
115 trading department/mechanics 贸易机构
116 trade association 贸易协会
117 the foreign trade department 对外贸易部门
118 C.C.P.I.T.( China Council for the Promotion of International Trade) 中国国际贸易促进会
119 Commercial Counselor's Office 中国使馆的商务处
120 Chamber of Commerce 商会
121 trading partnership 经营合伙人
122 foreign trade personnel 外贸工作者
123 trading center 贸易中心
124 trading market 贸易市场
125 tradesman/trade peoples 商人，零售商


第十五节 代理 Agency

（一）
In consideration of your extensive experience in the field, we are glad to appoint you as our agent. 考虑到你们在这一业务范围的丰富经验，我们很高兴指定你们为我们的代理。
I'm entitled to being appointed as your agent. 我有权被指定为你方代理。
We keep a stock in London and act as distributors as well as agents. 我们在伦敦有库存并经营销售兼做代理。
We've decided to entrust you with the sole agency for cars. 我们决定委托你作为我们汽车的独家代理。
Thank you for your proposal of acting as our agent. 谢谢你方作为我们代理的建议。
If we come to terms, we'll appoint you as our agent. 如果达成协议，我们将指定你为我方的代理。
We wish to handle as an agent the goods you are exporting. 我们愿意担任你们出口商品的代理。
We can play an important part as a buying agent in your overseas trade. 我们能在担任你方海外贸易的进口代理中起重要作用。
We're in a position to take good care of your import business as a buying agent. 我们能负起作为你方进口业务中买放代理的责任。
Please get in touch with our agents for the supply of the goods you require. 你们所需的商品，请与我们的代理联系。
We'll leave aside the problem of agency until next week. 我们暂时把代理问题搁置到下周。
We're not prepared to take the agency into consideration for the time being. 目前我们还不准备考虑代理问题。
We won't consider agency in your market at present. 我们目前不考虑在你地市场的代理问题。
We have to decline your proposal of acting as our sole agency. 我们不得不谢绝你们作为我方独家代理的建议。
I think it premature for us to discuss the question of agency. 我认为现在讨论代理问题为时过早。

（二）
Unless you increase the turnover, we can hardly appoint you as our sole agent. 除非你们增加营业额，否则我们无法指定你们作为我方的独家代理。
Don't you think the annual turnover for a sole agent is rather conservative? 对独家代理来讲，这样一个年销售量，您不认为太保守吗？
It was two years ago that we made them our sole agent. 我们是在两年前委任他们为我方独家代理的。
When opportunity matures, we will consider making you our exclusive agent for the U.K. 当机会成熟时，我们将考虑委托你为我方在联合王国的独家代理。
We'll consider appointing you as our sole agent for our T shirts for the next two years in your local market. 我们将考虑指定您为贵国市场上T恤衫的独家代理，为期两年。
I am here today to apply for the sole agency of your product in our local market. 我今天来是为了申请做你方产品在我国市场上的独家代理。
How can we appoint you as our sole agent for such a small quantity? 订货量如此之少，我们怎能请您做独家代理呢？
I propose a sole agency agreement for bicycles for a period of 3 years. 我建议订一个专销自行车的为期三年的独家代理协议。
We are not yet prepared to take the question of sole agent into consideration for the time being. 我们目前还不准备考虑有关独家代理的问题。
Your application for sole agency is now under our careful consideration. 我们正在仔细考虑你方想要独家（经营）代理的请求。
We should be interested in acting as your sole agent. 我们很乐意做贵公司的独家代理人。 　 Words and Phrases
sole agent 独家代理（人）
exclusive agent 独家代理（人） 　

（三）
When do you expect to sign the agency agreement? 您何时签定代理协议呢？
The agency agreement has been drawn up for the period of one year. 为期一年的代理协议书已经拟订出来。
I want to sign a sole agency agreement with you on this item for a period of 2 years. 我想和你们签定一项为期两年的独家代理协议。
The agency agreement was made out with great care and we have found no loopholes in it. 代理协议书制订的非常仔细，我们没有发现里面有漏洞。
I hope we can see eye to eye about the other terms of the agency then. 我希望到那时候我们能在代理协议的其他条款上能取得一致意见。
We wonder whether we may conclude a long term agency contract with you. 我们不知道能否与你方达成长期代理合约。
Well, what annual quantity would you like to suggest for the new agreement then? 那么，您认为在新的协议中年销售量应是多少呢？
Our agency agreement calls for a timely market report. 我们的代理协议要求你方及时递交市场报告一份。
Since the agency agreement was signed, your turnover has amounted to $500. 自从代理协议签定以后，你们的销售额已达500美圆。
I hope you'll spare no efforts to promote the sale of our products so as to pave the way for renewing the agency agreement when it expires at the end of this year. 希望贵能尽力促进销售，为协议在今年年底期满后续订铺平道路。
We can renew the agreement of agency on its expiry. 我们可以在代理协议期满时续订。
I've come again to renew our sole agency agreement for another 3 years. 我们这次再访是想把我们之间的独家代理协议延长三年。 　 Additional Words and Phrases
selling agents 销售代理
buying agents 购货代理
forwarding agents 运输代理
the agent carrying stock 储货代理
the agent of necessity 客观需要时的代理人
principal 委托方
agent 代理人
agents or agency 代理方或代理公司
express agency 明示代理
implied agency 默认代理


第十六节  佣金 Commission

（一）
He came to China to hold a talk about the commission for his new business. 他来中国是洽谈有关生意中的佣金问题。
What about the commission? 佣金是多少？
Usually a 1% commission is given to our agent. 一般情况下，我们给代理商百分之一的佣金。
We'll give you a 3% commission on every transaction. 每笔交易我们都付给百分之三的佣金。
We expect a 5% commission, of course. 当然，我们希望能得到百分之五的佣金。
We're usually paid with a 5% commission of the amount for every deal. 对每笔交易的成交量，我们通常付给5%的佣金。
Our agents in other areas usually get a 3-5% commission. 我方其他地区的代理通常得到3-5%的佣金。
We can get 4.5% commission if 10,000 cases are ordered. 如果订1万箱，我们可以得到4.5%的佣金。
The commission from our corporation is very favourable. 我们公司给的佣金很优惠。
The above price includes your commission of 2%. 上述价格包括百分之二的佣金在内。
The above price excludes your commission. 上述价格不包括佣金在内。
This amount includes all commission. 这一数字包括所有佣金在内。
Our quotation is subject to a 4% commission. 我方报价包括百分之四的佣金在内。
Generally speaking, commission depends on the quantity of goods ordered. 一般来说，佣金多少由订货量决定。
You can get a higher commission rate if you order a bigger quantity. 如果你们订货量大，佣金率就会高。
It's better for us to start business on commission basis first. 对我们来说，最好能在给佣金的基础上开展交易。
We don't pay any commission on our traditional products. 对我们的传统产品，概不付给佣金。
Commission is allowed to agents only. 我们只对代理付佣金。
We don't pay commission to firms dealing with us on principal-to principal basis. 对于不通过中间商直接往来的商号，我们一概不付给佣金。 　 Words and Phrases
commission (com.) 佣金，手续费
two or several items of commission 两笔或几笔佣金
all commissions 所有佣金
to pay the commission 支付佣金
rate of commission or scale of commission 佣金率
commission transaction 付佣金的交易
commission agent 代理商；代办人；代理贸易商
commission charges 佣金；手续费
overriding commission 追加佣金
commission on a sliding scale 递加佣金 　

（二）
The commission has been increased to 5% in your favour. 贵方佣金已增至百分之五。
You can grant us an extra commission of 2% to cover the additional risk. 你们可以获得另外百分之二的佣金，以补偿你受的额外风险。
We'll get 0.5% more in commission for our effort. 经过努力，我们可以多谋到百分之零点五的佣金。
For every additional 10 pieces of pianos sold, we'll give you 0.2% more commission. 每笔交易若能多卖出10架钢琴，你们可以多得百分之零点二的佣金。
We can't agree to increase the rate of commission. 我们不能同意增加佣金率。
A 5% commission means an increase in our price. 百分之五的佣金就等于价格提高了。
A higher commission means a higher price. 如果佣金提高了，价格也要提高。
A 4% commission is the maximum. 我们最多给百分之四的佣金。
Is it possible to increase the commission to 4%? 能不能把佣金提高到百分之四呢？
Even a 6% commission is not high. 甚至百分之六的佣金都不算高。
2% commission is not enough, is it? 百分之二的佣金是不是少了点？
The present commission isn't enough. 现有的佣金不够。
There are three items of commission left unpaid. 只剩三笔交易的佣金未付。 　 Additional Words and Phrases
commissions earned 佣金收入
commissions received in advance 预收佣金
commission for collection 代收帐款佣金
commission insurance 佣金保险
commission system 佣金制
commission agency 代理贸易
selling commission 代销佣金
buying commission 代购佣金


第十七节  Order 订 购

（一）
订单:order sheet||order form||order blank||order note
订购帐薄:order boook
订购样品||凭样订购:sample order||order by sample
确实已订:firm order
第一次订购:initial order||first order
正式订单:formal order
有限订单:limited order
按行情订购:market order
原始订单:original order
期订单||未能按时交货订单||尚未交货订单:back order
开口订货:open order
开始订货:opening order
继续订货||再次订货:repeat order
追加订货||补充订购:additional order
分批订单:split order
出口订单:export order
进口订单:import order
已收到订单:order on hand
领到订单:order booked
寄出订单:order given
收到订单:received order
邮购:mail order
新订单:new order
口头订单:verbal order
电报订单:cable order||telegraphic order
试验订购||试购:trial order
向..寄出订单:to order from||to give an order for||to place an order with||to put in an order||to pass an order
对..订货:to pass one an order
不订货:to pass with an order
对..传达订货:to transmit an order to one
接到订单||收到订单:to receive an order
寄空白订单:to place an order in blank
订货||已列帐:to take an order||to book an order
接受订单||接受订货:to accept an order||to take an order
决定成交:to close an order
执行订单:to fill an order||to execute an order||to attend to an order||to put an order through
完成订货||已交货:to complete an order
寄送一份订单:to send an order
发货||寄出货品:to dispatch an order
装船||已装船:to ship an order
改变订货||变更订单:to modify an order||to make alterrations in an order
继续订货:to repeat an order
取消订货||撤消订单to cancel an order
确认订货:to confirm an order
已将订货列帐:to book an order
增加订货:to increase an order
将定货增加一倍:to duplicate an order
减少订货:to reduce an order
请求订货:to solicit an order||to invite an order
错过一次订货:to miss an order
依照某人指示:to make to order of
按照订单:as per order||as ordered||as one wishes

（二）
本月10日来函收悉，感谢贵方对... ...的订货。 We received your letter of the 10th inst., and thank you for your order for ...
贵公司5月10日来函及五部印刷机器的定单均已收到，在此表示感谢。 We are in receipt of your favour of the 10th May, with your order for five printing machines, which I herewith acknowledge with best thanks.
贵公司6月10日电报关于高级砂糖100英担定单已收到，并予以确认。 We confirm herewith your telegraphic order of the 10th June, for 100 cwt. of the best sugar.
贵公司7月10日函收悉，对此次订货，我公司表示感谢。 We acknowledge receipt of your favour of the 10th July, and thank you for the order you have given us.
对于4月10日所订机器，我们于昨天运出，请查收。 The machines ordered on the 10th April were despatched to your address yesterday.
感谢您5月5日的定单，本月已经履约，特此奉告。 In thanking you for your esteemed order of the 5th May, I inform you that it has this day been executed.
为赶5月10日开往横滨的货轮“阿苏号”，我司已货车将您所订购的货物送至伦敦码头。 The goods were forwarded to day, in our van, to the London Wharf for shipment by m.s. "AsoMaru", fo rYokohama, sailing on 10th May.
贵公司所订的白衬衣料，本月已装上从西雅图开出的轮船“北野号”，该轮于明日（5月20日）起程，特此通知。 We have the honour to inform you that the shirtings kindly ordered were duly shipped today, by m.s. "Kitano Maru", sailing tomorrow, May 20th, from seattle.
这是不得已的事，因为当地棉花市场缺货，价格上涨，每磅约10先令至10先令半。所以对此次贵公司的订货我公司无法供应，请原谅。 We are sorry to say that the quantity of cotton at the market just now is very small and prices consequently have advanced, say to 10s. and 10 1/2d. per lb. It is, therefore, out of our power to execute your order.
由于所需印刷纸张无法解决，因此，贵公司订购我公司发行的杂志“奇闻奇事”未能安排。 Your order for a supply of our booklet "A Wonderful Story" hsa not been filled, because of our inability to procure the necessary paper for printing.
实在对不起，由于此次贵公司的订货条件，我公司无法供应。 We regret ot say that on the terms mentioned, we find it impossible to fill same.
目前，关于此类特制品，没有存货，工厂也无法立即制造。因此，我们很担心，在接到订单后，恐怕不能保证在三个月内交货，敬请谅解。 We have none of this particular make in stock at the moment, and, owing to the great pressure at the mills, we are afraid we cannot guarantee delivery within less than three months of receipt of orders.
非常抱歉，兹因购货人已向我司撤消订单，迫使我司只好向贵公司取消这一次订货。 To my deep regret, the buyer of these goods has just cancelled the order, a fact which compels me to cancel my order with you.
很抱歉由于我司在今后一段时间内，所有货物品已完全够用，因此，不得不取消此次订货，敬请谅解。 Our requirements are now fully covered for some time to come, and we therefore greatly regret that we have to cancel our order with you.
非常遗憾地通知贵公司，因为购货人对贵公司价格500元不予确认，因此要求您取消此订单。 We are sorry to report that our buyer does not confirm this order at your price $500; we must, therefore, ask you to cancel same. 非常遗憾，我公司不得不通知，在此同一时期内，需要取消数种订单。 I regret that I have to notify you of so many orders being ceancelled at the same time.

（三）
费用:charges
免费:free of charges
买方负责费用||对方负责费用:charges forward
费用已付||卖方已付杂费:charges paid||charges prepaid
装运单据||装货单:Shipping Documents
海运提单:bill of lading (B/L)
海运保险:marine insurance policy
货物装运单||装运发票:shipping invoice
收货传票:receiving note
收货单||大副收据:mate's receipt (M/R)
领事发票:consular invoice
产地证书:certificate of origin
装船通知:shipping advice
船运公司||海运业:shipping business||shipping trade
海运费用:shipping charges||shipping expenses
运费:freight
运费率:freight rate
火车货运||货车:freight train||goods train
对方付运费||运费待收:freight forward||freight payable at destination||freight collect
运费表||运价表:freight tariff||freight list
货运船:freight vessel||cargo boat||freighter
油轮||油槽船:tanker||tanker-steamer||tank-ship
货车:freight wagon
交货||交付:delivery
到达时交货:delivery on arrival
于......轮到达时交货:to arrive per s.s. ......
尚未下货||尚未卸船||在运途中:on passage||in transit
5月至6月交货:May/June delivery
5月至6月装船:May/June shipment
货已备妥待装运:"ready||for delivery
立即交货:immediate delivery
立即装船:immediate shipment
近日内马上交货:prompt delivery||near delivery
不久交货:future delivery||forward delivery
分期交货:part delivery
分期装运:part shipment
最后交货付清:final delivery
付清||已交清:complete delivery
交货缺少:short delivery
短装:short shipment
没有全部装上:shutout
交货期||交货时间:time of delivery
交货日期:date of delivery
交货地点:place of delivery
交货港口:port of delivery
目的地:destination
运送工具:transport||transportation
交货||交付:transfer
已装船:transmission
转运||转船:transhipment
接受到货:to accept delivery
完成交货:to complete delivery
据我公司记载, 自上笔交易以来, 我们的业务已中断了很长时间, 不知是否因为我方服务不周所致, 敬请告知。 According to our records, it has been a long time since we last had the pleasure of serving you, and we are wondering whether something has "gone wrong".
不论收到贵方任何订单, 我均非常感谢. 确信必将如期完成, 并使贵方感到满意. We shall greatly appreciate any order that you may have for us and feel confident that it will be filled to your satisfaction.
如蒙惠顾, 请寄订单为盼. Should you think favourably of our application, kindly hand us your order-sheet.
我们相信, 近日内必能收到贵公司的试销订单, 为此恭候来函. We trust that you will favour us with a trial at an early date, and await the pleasure of hearing from you.
价格表已收到, 请尽可能迅速以铁路货运下列商品, 当不胜感激。 I have received your price-list, and shall be glad if you will send me by rail as early as possible as follows:
请送马路用, 医院用, 学校用, 以及办公室用的各种大小适当的灯, 一共 100个, 谢谢。 I shall be glad if you will let me have 100 Lamps of each of the various sizes, suitable for streets, hospitals, schools and offices.
请寄我公司在本月 5日函中所详述的抽水机三个. 其价格按照贵公司来函所定价格。 We request you to hand us the three pumps described in detail in ours of the 5th inst., at the prices fixed in your letter.
请按照贵公司提供的样品, 供应我司50吨煤炭, 谢谢。 I shall be glad if you will forward fifty tons of coal, in accordance with your sample.

（四）
开证申请人:Opener
信用证上的进口人||买方:Accredited buyer||Accredited holder||Accredited importer
开证行:Opening bank||Issuing bank
受益人:beneficiary
受领信用的人:accreditee
受领信用证的人:addressee
受雇人:user
通知银行||联系银行:Notifying bank||Advising bank||Transmitting bank
购买银行||议付行:Negotiating bank||Purchaser||Negotiating party
善意持票人:Bona fide holder
受票人::Drawee
接受银行||承兑银行:Accepting bank
保兑银行:Confirming bank
无担保信用证||不跟单信用证:clean letter of credit
押汇信用证||跟单信用证:documentary letter of credit
确认信用证||保兑信用证:confirmed letter of credit
不确认信用证||不保兑信用证:unconfirmed letter of credit
不可撤消信用证:irrevocable letter of credit
可撤消信用证:revocable letter of credit
保兑不可撤消信用证:irrevocable and confirmed credit
不保兑、不可撤消信用证:irrevocable and unconfirmed credit
不保兑、可撤消信用证:revocable and unconfirmed credit
循环信用证:circular letter of credit||revolving credit
特定信用证:restricted letter of credit
旅行信用证:traveller's letter of credit
商业信用证:commercial letter of credit
无条件信用证:"general credit
委托购买信用证:L/A letter of credit
特定授权信用证:S/A letter of credit
有条件转让信用证:ESCROW letter of credit
背对背信用证:back-to-back letter of credit
交互计算信用证:swing clause letter of credit
开出计算信用证:open account letter of credit
可转让信用证:assignable L/C
有权追索信用证:with recourse L/C
无权追索信用证:without recourse L/C
银行信用证:banker's credit||bank credit
前借信用证:packing credit
原始信用证:original credit
开立信用证:"to open a credit
在银行裁决信用证:to arrange a credit with a bank
以电报开出信用证:to cable a credit
开出信用证:to issue a credit
修改信用证:to amend a credit
将信用证有效期延长:to extend a credit
增加信用证金额:to increase a credit
请求开立信用证:to take out a credit
收回信用证||撤回信用证:to revoke a credit
我们很高兴得知贵公司早于5月5日向旧金山美国银行开出信用证。我们相信日内可望收到银行通知。 We are glad to learn that you forwarded the letter of credit on May 5 to the Bandk of America in San Franceisco. We assume we shall receive an advice within a few days.
我们很高兴得知贵公司对此批订货, 已通过国家银行开出以史密斯公司为受益人,面额为 100000美元, 12月31日前有效的信用证。 We are glad to learn that you opened a credit with the National Bank, in favor of Messers. Smith & Co., for the amount of $100,000 covering the said order available till December31.
对6月6日第450号信用证, 我公司已开出面额为90,000元的汇票, 该汇票以东京银行为受益人, 付款日期为见票后60天。 We have drawn on you at 60 days' sight a draft for $90,000, under the credit No. 450 of June 6, in favor of the Tokyo Bank.
因信用证的有效期为5月31日, 希望将其有效期延长至6月10日, 并请将此情况通知你方的银行。 The expiry date of the credit being May 31, we request that you will arrange with your banker to extend it up to June 10, amendign the said credit.
修改信用证:amendent to an L/C
更改一部分:partial amendment||whole amendment
更改全部:whole amendment
更改信用证||修改信用证:to amend an L/C
做如下更改||做如下修改:to amend as follows
更改:to make an amendment
建议更改::to propose an amendment
执行更改::to introduce an amendment
提出更改信用证的建议:to suggest an amendment to an L/C
商业信用证更改已通知:Amendment of the commercial credit was advised.
请通知受益人, 我们对第1200号信用证中, 5箱更改为10箱, 其余部分不变。 Please advise the beneficiaries that we shall amend the Credit No.1200 to read ten boxes of the articles instead o f5 boxes, otherwise unchanged.
烦请通知买方, 我们将信用证内C&F纽约更改为买方负担运费。 Kindly notify the buyers that we shall make an amendment in the L/C freight collect instead of C&F New York.
本函仅为信用证修改通知书，并非证实书。 This is solely an advice of amendment of the L/C and not constitute a Confirmation of the message.


第十八节  销售 Sale

（一）
Your T shirts can find a ready market in the eastern part of our country. 贵国的T恤在我国东部市场很畅销。
We all understand that Chinese shippers are very popular in your market on account of their superior quality and competitive price.
我们都知道中国拖鞋因价廉物美而畅销于你方市场。 This product has been a best seller for nearly one year.
该货成为畅销货已经将近1年了。 There is a good market for these articles.
这些商品畅销。 There is a poor market for these articles.
这些商品滞销。 There is no market for these articles.
这些商品无销路。 Your bicycles find a ready market here.
你们的自行车在此地销路很好。 They talked over at great length the matter of how to increase the sale of your products.
他们详细地讨论了怎样增加你方产品的销售。 Please furnish us with more information from time to time so that we may find outlets for our stationery.
由于对此货物的需求将不断增加，请提前补充货源。 They are doing their utmost to open up an outlet.
他们正在尽最大努力以打开销路。 Our demand for this product is steadily on the increase.
我们对该产品的需求正在稳步地增长。 We are sure that you can sell more this year according to the marketing conditions at your end.
根据你地的市场情况，我们确信今年你们有望销得更好。 Packing has a close bearing on sales.
包装对产品的销路有很大关系。 We are trying to find a market for this article.
我们正在努力为此项商品找销路。 We regret we cannot find any market for this article.
我们很抱歉不能为此项商品找到销路。 According to our experience, these handicrafts can find a ready market in Japan.
根据我们的经验，这些手工艺品在日本销路很好。 We can discuss further details when you have a thorough knowledge of the marketing possibilities of our products.
等你们全面了解我们产品销售可能性之后，我们再进一步细谈。 According to your estimate, what is the maximum annual turnover you could fulfill?
据你估计，你能完成的最大年销售量是多少呢？ The market situation is not known to us.
我们还不了解市场情况。 Your market still has great potential.
你们的市场仍有很大潜力。 There are only a few unsold pieces.
Words and Phrases
salable 畅销的
popular 有销路的
find a market 销售
selling line 销路
trial sale, test sale, test market 试销
salable goods 畅销货
popular goods 快货
the best selling line (the best seller) 热门货
to find (have) a ready market 有销路，畅销
to have a strong footing in a market 很有销路
good market 畅销
poor(no) market 滞销
goods that sell well 畅销货
sell like wild fire 畅销，销得很快

（二）
Promoting the sale of your suits has proved successful. 推销你们的西装还很顺利。
There appear to be no difficulty in marketing these products. 在市场上推销这些产品似乎没有什么困难。
We learn that you have years of experience in pushing the sale of porcelain products. 我们得知你们在推销瓷器方面很有经验。
Meanwhile, we should like to know your plan to push the sale of our products. 同时，我们很想了解你方推销我们产品的计划。
You are experienced in promoting the sale of our craft paper. 你方在推销我们的牛皮纸方面很有经验。
I can assure you we've spared no effort and spent quite a sum of money in pushing the sales of your products. 我可以向你保证在推销你方产品时，我们从没放松努力，并且动用了大量的资金。
We've spared no effort in promoting the sale of your products. 我们为推销你们的产品是竭尽全力的。
Our salesmen have worked hard to push the sale of your products here, there and everywhere. 我们几个推销员努力工作，四处奔走。
Thanks for all the work you've done to promote the sale of our products. 感谢您为推销我们的产品所作的努力。
Words and Phrases
selling techniques 推销技术
selling and administrative expense 推销及管理费用
selling concept 推销观点
Additional Words and Phrases
selling 卖的；出售的；销路好的
sell 卖；销售；有销路
sales agent 代销人；销售代理商
sell at a bargain, sell at a profit 廉价出售
sell goods at a high figure 高价出售
sellers' market 卖方市场
buyers' market 买方市场
selling price 售价，时价
selling season 销售季节
marketing mix 销售综合方法，销售策略
marketing establishment 销售企业，销售公司
consumer media 销售方面的宣传工具
sales person 推销员，售货员（包括男、女）
salesman 售货员
saleslady, salesgirl, saleswoman （口语）女售货员
sales clerk 男（女）售货员（美国口语）
marketing managers 推销经理
market test 销售实验
dumping 倾销
sporadic dumping 偶尔倾销，非持久性倾销
predatory dumping 掠夺性倾销
International Dumping Code 国际反倾销法
marketing system 销售体系
a company's marketing program 一家公司的销售计划
sales promotion 促销
marketing strategies 销售策略
market segmentation 市场分割
selling cost 销售成本
selling expense 销售费用
selling operation 销售业务
selling profit 销售利润


第十九节  最常用商务口语

1 I've come to make sure that your stay in Beijing is a pleasant one. 我特地为你们安排使你们在北京的逗留愉快。
2 You're going out of your way for us, I believe. 我相信这是对我们的特殊照顾了。
3 It's just the matter of the schedule,that is,if it is convenient of you right now. 如果你们感到方便的话，我想现在讨论一下日程安排的问题。
4 I think we can draw up a tentative plan now. 我认为现在可以先草拟一具临时方案。
5 If he wants to make any changes,minor alternations can be made then. 如果他有什么意见的话，我们还可以对计划稍加修改。
6 Is there any way of ensuring we'll have enough time for our talks? 我们是否能保证有充足的时间来谈判？
7 So our evenings will be quite full then? 那么我们的活动在晚上也安排满了吗？
8 We'll leave some evenings free,that is,if it is all right with you. 如果你们愿意的话，我们想留几个晚上供你们自由支配。
9 We'd have to compare notes on what we've discussed during the day. 我们想用点时间来研究讨论一下白天谈判的情况。
10 That'll put us both in the picture. 这样双方都能了解全面的情况。
11 Then we'd have some ideas of what you'll be needing 那么我们就会心中有点儿数，知道你们需要什么了。
12 I can't say for certain off-hand. 我还不能马上说定。
13 Better have something we can get our hands on rather than just spend all our time talking. 有些实际材料拿到手总比坐着闲聊强。
14 It'll be easier for us to get down to facts then. 这样就容易进行实质性的谈判了。
15 But wouldn't you like to spend an extra day or two here? 你们不愿意在北京多待一天吗？
16 I'm afraid that won't be possible,much as we'd like to. 尽管我们很想这样做，但恐怕不行了。
17 We've got to report back to the head office. 我们还要回去向总部汇报情况呢。
18 Thank you for you cooperation. 谢谢你们的合作。
19 We've arranged our schedule without any trouble. 我们已经很顺利地把活动日程安排好了。
20 Here is a copy of itinerary we have worked out for you and your friends.Would you please have a look at it? 这是我们为你和你的朋友拟定的活动日程安排。请过目一下，好吗？
21 If you have any questions on the details， feel free to ask. 如果对某些细节有意见的话，请提出来。
22 I can see you have put a lot of time into it. 我相信你在制定这个计划上一定花了不少精力吧。
23 We really wish you'll have a pleasant stay here. 我们真诚地希望你们在这里过得愉快。
24 I wonder if it is possible to arrange shopping for us. 我想能否在我们访问结束时为我们安排一点时间购物。
25 Welcome to our factory. 欢迎到我们工厂来。
26 I've been looking forward to visiting your factory. 我一直都盼望着参观贵厂。
27 You'll know our products better after this visit. 参观后您会对我们的产品有更深的了解。
28 Maybe we could start with the Designing Department. 也许我们可以先参观一下设计部门。
29 Then we could look at the production line. 然后我们再去看看生产线。
30 These drawings on the wall are process sheets. 墙上的图表是工艺流程表。
31 They describe how each process goes on to the next. 表述着每道工艺间的衔接情况。
32 We are running on two shifts. 我们实行的工作是两班倒。
33 Almost every process is computerized. 几乎每一道工艺都是由电脑控制的。
34 The efficiency is greatly raised,and the intensity of labor is decreased. 工作效率大大地提高了，而劳动强度却降低了。
35 All produets have to go through five checks in the whole process. 所有产品在整个生产过程中得通过五道质量检查关。
36 We believe that the quality is the soul of an enterprise. 我们认为质量是一个企业的灵魂。
37 Therefore,we always put quality as the first consideration. 因而，我们总是把质量放在第一位来考虑。
38 Quality is even more important than quantity. 质量比数量更为重要。
39 I hope my visit does not cause you too much trouble.
我希望这次来参观没有给你们增添太多的麻烦。
40 Do we have to wear the helmets? 我们得戴上防护帽吗？
41 Is the production line fully automatic? 生产线是全自动的吗？
42 What kind of quality control do you have? 你们用什么办法来控制质量呢？
43 All products have to pass strict inspection before they go out. 所有产品出厂前必须要经过严格检查。
44 What's your general impression,may I ask? 不知您对我们厂总的印象如何？
45 I'm impressed by your approach to business. 你们经营业务的方法给我留下了很深的印象。
46 The product gives you an edge over your competitors,I guess. 我认为你们的产品可以使你们胜过竞争对手。
47 No one can match us so far as quality is concerned. 就质量而言，没有任何厂家能和我们相比。
48 I think we may be able to work together in the future. 我想也许将来我们可以合作。
49 We are thinking of expanding into the Chinese market. 我们想把生意扩大到中国市场。
50 The purpose of my coming here is to inquire about possibilities of establishing trade relations with your company. 我此行的目的正是想探询与贵公司建立贸易关系的可能性。
51 We would be glad to start business with you. 我们很高兴能与贵公司建立贸易往来。
52 I'd appreciate your kind consideration in the coming negotiation. 洽谈中请你们多加关照。
53 We are happy to be of help. 我们十分乐意帮助。
54 I can assure you of our close cooperation. 我保证通力合作。
55 Would it be possible for me to have a closer look at your samples? 可以让我参观一下你们的产品陈列室吗？
56 It will take me several hours if I really look at everything. 如果全部参观的话，那得需要好几个小时。
57 You may be interested in only some of the items. 你也许对某些产品感兴趣。
58 I can just have a glance at the rest. 剩下的部分我粗略地看一下就可以了。
59 They've met with great favor home and abroad. 这些产品在国内外很受欢迎。
60 All these articles are best selling lines. 所有这些产品都是我们的畅销货。
61 Your desire coincides with ours. 我们双方的愿望都是一致的。
62 No wonder you're so experienced. 怪不得你这么有经验。
63 Textile business has become more and more difficult since the competition grew. 随着竞争的加剧，纺织品贸易越来越难做了。
64 Could I have your latest catalogues or something that tells me about your company? 可以给我一些贵公司最近的商品价格目录表或者一些有关说明资料吗？
65 At what time can we work out a deal? 我们什么时候洽谈生意？
66 I hope to conclude some business with you. 我希望能与贵公司建立贸易关系。
67 We also hope to expand our business with you. 我们也希望与贵公司扩大贸易往来。
68 This is our common desire. 这是我们的共同愿望。
69 I think you probably know China has adopted a flexible policy in her foreign trade. 我想你也许已经了解到中国在对外贸易中采取了灵活的政策。
70 I've read about it,but I'd like to know more about it. 我已经知道了一点儿，但我还想多了解一些。
71 Seeing is believing. 百闻不如一见。
72 I would like to present our comments in the following order. 我希望能依照以下的顺序提出我们的看法。
73 First of all, I will outline the characteristics of our product. 首先我将简略说明我们商品的特性。
74 When I present my views on the competitive products, I will refer to the patent situation. 专利的情况会在说明竞争产品时一并提出。
75 Please proceed with your presentation. 请开始你的简报。
76 Yes, we have been interested in new system. 是的，我们对新系统很感兴趣。
77 Has your company done any research in this field? 请问贵公司对此范畴做了任何研究吗？
78 Yes, we have done a little. But we have just started and have nothing to show you. 有，我们做了一些，但是因为我们才刚起步，并没有任何资料可以提供给你们。
79 If you are interested, I will prepare a list of them. 如果您感兴趣的话，我可以列表让你参考。
80 By the way, before leaving this subject, I would like to add a few comments. 在结束这个问题之前顺便一提，我希望能再提出一些看法。
81 I would like to ask you a favor. 我可以提出一个要求吗？
82 Would you let me know your fax number? 可以告诉我您的传真机号码吗？
83 Would it be too much to ask you to respond to my question by tomorrow? 可以请你在明天以前回复吗？
84 Could you consider accepting our counterproposal? 你能考虑接受我们的反对案吗？
85 I would really appreciate your persuading your management. 如果你能说服经营团队，我会很感激。
86 I would like to suggest that we take a coffee break. 我建议我们休息一下喝杯咖啡。
87 Maybe we should hold off until we have covered item B on our agenda. 也许我们应该先谈论完B项议题。
88 As a matter of fact, we would like to discuss internally regarding item B. 事实上，我们希望可以先内部讨论B项议题。
89 May I propose that we break for coffee now? 我可以提议休息一下，喝杯咖啡吗？
90 If you insist, I will comply with your request. 如果你坚持，我们会遵照你的要求。
91 We must stress that these payment terms are very important to us. 我们必须强调这些付款条件对我们很重要。
92 Please be aware that this is a crucial issue to us. 请了解这一点对我们至关重要。
93 I don't know whether you realize it, but this condition is essential to us. 我不知道你是否了解，但是，这个条件对我们是必要的。
94 Our policy is not to grant exclusivity. 我们的方针是不授与专卖权。
95 There should always be exceptions to the rule. 凡事总有例外。
96 I would not waste my time pursuing that. 如果是我的话，不会将时间浪费在这里。
97 Would you care to answer my question on the warranty? 你可以回答我有关保证的问题吗？
98 I don't know whether you care to answer right away. 我不知道你是否愿意立即回答。
99 I have to raise some issues which may be embarrassing. 我必须提出一些比较尴尬的问题。
100 Sorry, but could you kindly repeat what you just said? 抱歉，你可以重复刚刚所说的吗？


第二十节  运输常用语句

We arrange shipments to any part of the world. 我们承揽去世界各地的货物运输。
From what Ive heard youre ready well up in shipping work. 据我所知，您对运输工作很在行。
What is your specific transport requirement? 你们需要的运输条件是什么？
It will cause a lot of problems in our transportation. 这将给我们的运输带来很多问题。
The two sides finally reached an agreement on the mode of transportation. 双方就运输方式达成了协议。
Today lets discuss the mode of transportation of the steel we ordered. 今天我们就谈谈关于钢材的运输方式吧。
How do you usually move your machines? 你们出口机器习惯使用哪种运输方式？
The goods are now in transit. 此批货物正在运输途中。
Do you do any chartering? 你们租船吗？
A part of the goods were damaged in transit. 一部分货物在运输途中受损。
Transport by sea is the most important mode of transportation in the world today. 海运是目前世界上最重要的一种运输方式。
Please have the goods transported by air. 请空运此批货。
We dont think it is proper to transport the goods by railway. 我们认为此货不适合用铁路运输。
You may have some difficulties in arranging railway transportation, I guess. 我猜你们安排铁路运输有困难。
If the goods are to be transshipped from one means of transportation to another during the course of the entire voyage, its called "combined transportation". 如果货物在运输途中交换交通工具，这便是"联运"。
We think it necessary to move the articles by way of combined transportation. 我们认为联运货物十分必要。
Its simpler and cheaper for both of us to arrange multimodal combined transportation. 安排联运对我们双方都既简单又经济。
Freight for shipment from Shanghai to Hongkong is to be charged to your account. 从上海到香港的运费由贵方负担。
The bill of lading should be marked as "freight prepaid". 提单上应该注明"运费预付"字样。
Well send you by air a full set of non-negotiable documents immediately after the goods are loaded. 货一发运，我们就寄给你方一套单据副本。
when the goods have been loaded, you can get the B/L signed by the master of the vessel. 货装上船后，你可以得到由船长签字的提单。
Well send you two sets of the Shipped, Clean Bill of Lading. 我们将寄送两套已装运清洁提单。


第二十一节  装运之英汉互译

The shipment has arrived in good condition. 运到之货情况良好。
I hope youll be entirely satisfied with this initial shipment. 我希望您能对第一批货感到满意。
Please exercise better care with future shipments. 对今后装运的货，请多加注意。
Can last shipment be duplicated? 上次装运的货能再卖一批吗？
Well send vessels to pick up the cargo at Huangpu. 我们将派船只在黄埔装运。
We can get preferential duty rates when we ship to the U.S.A. 我们能在货物装运到美国时获得优惠税率。
Can our order of 100 cars be shipped as soon as possible? 我们订的100辆小汽车能尽快装运吗？
The order No. 105 is so urgently required that we have to ask you to speed up shipment. 第105号订单所订货物我们要急用，请你们加快装船速度。
Could you possibly effect shipment more promptly? 你们能不能提前一点交货呢？
If shipment were effected from Hong Kong, we could receive the goods much earlier. 如果在香港交货，我们可以更早些收到货物。
Could you do something to advance your shipment? 你们能不能设法提前交货？
Im sorry to tell you that we are unable to give you a definite date of shipment for the time being. 很抱歉，现在我们还无法告诉您确切的装船日期。
After shipment, it will be altogether four to five weeks before the goods can reach our retailers. 从交货到零售商收到货物总共需要4至5个星期。
We assure you that shipment will be made no later than the first half of April. 请您放心，我们交货期不会迟于4月份上半月。
Wed better have a brief talk about the loading port. 我们最好能就装运港问题简短地谈一谈。
We are always willing to choose the big ports as the loading ports. 我们总希望用较大的港口作为装运港。
Shall we have a talk on the port of discharge this afternoon? 咱们今天下午是不是谈谈卸货港的问题？
He exchanged views on the choice of the unloading port with Mr. Smith. 他和史密斯先生就选择卸货港问题交换了意见。
Sometimes, we have to make a transshipment because there is no suitable loading port in the producing country. 有时因为在生产国找不到合适的装港，我们不得不转船。
In case of transhipment, we have to pay extra transportation charges. 货物如果转运，我们得多付运费。
Partial shipment is allowed. 允许分批装运。
We must have the goods here in September for reshipment. 货物必须9月份到达此地以便再转运。
to make delivery of the goods 交货
to take delivery of the goods 提货
transshipment (T.S.) 转运
to tranship (transship) 转运
transhipment permited 允许转运
transhipment prohibited 不许转运
transit shipment 转运，中转
transhipment on route 中途转运
transhipment to be allowed 准许转运
partial shipment 分批装运


第二十二节  商品检验中英互译

Shall we take up the question of inspection today? 今天咱们讨论商品检验问题吧。
As an integral part of the contract, the inspection of goods has its special importance. 作为合同里的一个组成部分，商品检验具有特殊的重要性。
The exporters have the right to inspect the export goods before delivery to the shipping line. 出口商在向船运公司托运前有权检验商品。
The inspection should be completed within a month after the arrival of the goods. 商品检验工作在到货后一个月内完成。
Im worried that there might be some disputes over the results of inspection. 我担心对商检的结果会发生争议。
Where do you wish to reinspect the goods? 您希望在哪里复验商品？
The importers have the right to reinspect the goods after their arrival. 进口商在货到后有权复验商品。
Its very complicated to have the goods reinspected and tested. 这批货测试和复验起来比较复杂。
What if the results from the inspection and the reinspection do not coincide with each other? 如果检验和复验的结果有出入该怎么办呢？
Who issues the inspection certificate in case the quality do not confirm to the contract? 如果货物的质量与合同不符，由谁出具检验证明书呢？
The certificate will be issued by China Import and Export Commodity Inspection Bureau or by any of its branches. 检验证明书将由中国进出口商品检验局或其分支机构出具。
As a rule, our certificate is made out in Chinese and English. 通常证明书是用中文和英文开具的。
Our Inspection Bureau will issue a Veterinary Inspection Certificate to show that the shipment is in conformity with export standards. 商检局将出具动物检疫证明书以证明货物符合出口标准。
We have the best surveyor, China Import and Export Commodity Inspection Bureau. 我们有最好的公证行，即中国进出口商品检验局。
Mr. Black is talking with the Chinese importer about inspecting the goods. 布莱克先生与中方进口商就商品检验问题进行洽谈。
How should we define the inspection rights? 商检的权力怎样加以明确呢？
Well accept the goods only if the results from the two inspections are identical with each other. 如果双方的检测结果一致，我们就收货。
Our certificates are made valid by means of the official seal and personal chop of the commissioner. 我们的证明书以盖公章和局长签字为有效。
Our goods must be up to export standards before the Inspection Bureau releases them. 我们的货物只有在符合出口标准后，商检局才予以放行。
Whats the time limit for the reinspection? 复验的时限是什么时候？
inspection of commodity 商品检验
reinspect 复验
to coincide with 与……相符
be in conformity with 与……一致
be identical with 与……一致
Inspection Certificate 检验证明
surveyor 检验行，公证行


第二十三节  打商务电话

Making a business call
Jenny : Hi, Mr Lao assigns me to help you understand the thrust of our business, Lily Li.
Lily Li : Cool! Please bring me up to speed so I can help ASAP (abbr. as soon as possible).
Jenny : One thing at a time. Don't want to get the cart before horse.
Lily Li : Stop pulling my leg. I just want to get down to business.
Jenny : You should check out our product catalogue and the sales files, they should clue you in on where our business is.
Lily Li : All right.
Jenny : By the way, could you make calls from this list? I assume they are potential buyers. Please get the scoop of those companies, such as company structures, who is responsible for the equipment purchasing and so on and so forth. Be sure to get the name and phone no of PICs (Person in Charge). Get it?
Lily Li : Yeah, no problem............................
Lily Li : "Good Morning, this is Lily Li calling from ......(your company name), is this ......(customer company name)?"
Operator: "Yes, how can I help you?"
Lily Li : "......(your company name) is the authorized dealer of ...... Products, we want to set up a business relationship with you, who should I talk to?
Operator: "You need to talk to Mr ......, he is our Business Development Manager. "
Lily Li : "Can I get his number?"
Operator: "His direct line is ......, or I could put you to him right away."
Lily Li : "Please get me through, thanks."
译文: 打商务电话
珍 尼： 嘿李莉丽，刘先生让我帮助你尽快熟悉公司业务。
李莉丽： 太好了！快点让我接触业务吧。
珍 尼： 我们得一件一件来。你不可能急于求成。
李莉丽： 别开我玩笑了。我只想早些熟悉工作。
珍 尼： 我想你该从公司的产品清单和所有的销售档案着手，这样你会对我们的公司业务会有大体了解。
李莉丽： 好的。
珍 尼： 另外，你能按照这份名单打电话吗？我认为他们有可能购买产品。请你询问一下这些公司的大致情况，比如说公司的结构，谁是购买设备的负责人等等。记住要到负责人的姓名和电话等等，明白了吗？
李莉丽： 明白了。 ………….
李莉丽： "早上好，我是......(你的公司名称)的李莉丽，这里是......(客户的公司名称)吗？"
接线员： "是的，请讲。"
李莉丽： "我们......(你的公司名称)......产品的授权经销商，我们想与贵单位建立业务关系，请问该和哪一位谈这件事？"
接线员： "我认为您可以与......先生联系，他是我们的业务拓展经理。"
李莉丽： "我可以知道他的电话吗？"
接线员： "他的直线是......，我也可以马上给您接过去。"
李莉丽： "请给我接过去，谢谢。"


第二十四节   商务谈判简要实例

（一）
Business Negotiation
A The seller: Miss Li representing Huaxin Trading Company Limited B The buyer: Mr. Huang representing James Brown & Sons
A: Good morning, Mr. Huang. Glad to meet you.
B: Good morning, Miss Li. Glad to meet you, too. It is my first time to visit Shanghai. Shanghai has been known to me as an interaction port city before I came here.
A: We always take attention to establish business relations with the new clients in other countries. I wish we will have a good time this morning.
B: I come here to visit you hoping to have a discussion with you on the purchase of your HX Series chinaware.
A: Which Art. No. are you interested in?
B: HX1115 and HX1128.
A: Which price terms do you prefer, FOB, CFR, or CIF?
B: CIF.
A: The price of HX1115 is USD 24.19 per set CIF Toronto. The price of HX1128 is USD 14.93 per set CIF Toronto. It is understood that the above prices are net, without any commission.
B: I am afraid it goes against the usual commercial practice not to allow a commission.
A: We are prepared to grant you a 5% commission. 442 sets of HX1115 at the price of USD 24.68 per set CIFC5 Toronto; 338 sets of HX1128 at the price of USD 15.23 per set CIFC5 Toronto.
B: I’m afraid your prices appear unworkable.
A: I am assuring you that our prices are most favorable. A trial sale will unvoiced you of my words.
B: Unless the prices could match with the market level, it is difficult to persuade customers to purchase with you. In order to conclude the transaction, I think you should reduce your price to USD 23.00 per set of HX1115. Will you consider cutting down your price to USD 14.20 per set of HX1128.
A: As the raw material has advanced by 10% during the last few months and the prices are going up, owing to the rise in the cost of raw materials. We can’t accept this prices.
B: I think it unwise for both of us to insist on his own prices. Can we each make some concession, say, the price of HX1115 is USD 23.50 per set CIFC5 Toronto; the price of HX1128 is USD 14.50 CIFC5 Toronto?
A: If we accept your prices, we will not leave a little of margin of profit.
B: I am afraid we have to call the whole deal off if you still insist on your original quotation.
A: Well for friendship’s sake, we are prepared to make a 5% reduction if your order is big enough. Our minimum quantity is a 20’ container for each article.
B: Our quantities are 542 sets of HX1115 and 438 sets of HX1128.
A: OK.
B: Shall we have a talk about terms of payment now?
A: Our usual payment terms are by confirmed, irrevocable L/C payable by sight draft against presentation of shipping documents and to reach us 30 days before the month of shipment.
B: To open an L/C will cause us a great deal of difficult. It’s expensive to open an L/C and ties up the capital of a company like ours. So it’s better for us to adopt D/P or D/A.
A: L/C at sight is our usual payment terms.
B: It is better for us to adopt D/P at sight than L/C at sight.
A: We have never granted D/P terms to any new clients. So we hope you can accept the L/C terms. After several smooth transactions, we can try other terms.
B: We can’t help it if you insist requiring payment by L/C at sight. By the way, what cover will you take out?
A: The insurance is to be covered by us for 110% of invoice value against WPA Clash & Breakage and War Risks as per the Ocean Marine Cargo Clauses of PICC (1981.1.1).
B: All right. How would you pack the goods?
A: HX1115 is to be packed in cartons of one set each. HX1128 is to be packed in cases of one set each, two cases to a carton.
B: I hope the packing will be attractive. Nice packing helps find a market. Please give special attention to the packing or the goods could be damaged in transit.
A: All right.
B: When is shipment to be made?
A: Shipment is to be made before or on April 30, 1998.
B: We have to point out that the goods are not allowing partial shipment.
A: OK. By the way, what are the Ports of Shipment & Destination?
B: Shanghai and Toronto.
A: I’m glad we have brought this transaction to a successful conclusion and hope this will be the forerunner of other business in the future.
B: All right. I accept your offer of 542 sets of HX1115 at the price of USD 23.50 per set, and 438 sets of HX1128 at the price of USD 14.50 per set. Shipment is to be made no later than April 30, 1998 after receipt of L/C and not allowing partial shipment. The Ports of Shipment & Destination are from Shanghai to Toronto. HX1115 is to be packed in cartons of one set each and HX1128 is to be packed in cases of one set each, two cases to a carton. The payment terms are by L/C at sight. Insurance is to be covered by you for 110% of invoice value against WPA Clash & Breakage and War Risks as per the Ocean Marine Cargo Clauses of PICC (1981.1.1).
A: That’s right. I will get the Sales Confirmation ready tomorrow for your signature. Would it be convenient for you to come again tomorrow morning?
B: OK. We expect to find a good market for your goods and hope to place further and large orders with you in the near future. See you tomorrow morning.
A: See you.

（二）
Business Negotiation
A The seller: Miss Li representing Huaxin Trading Company Limited B The buyer: Mr. Huang representing James Brown & Sons
A: Good morning, Mr. Huang. Glad to meet you.
B: Good morning, Miss Li. Glad to meet you, too. It is my first time to visit Shanghai. Shanghai has been known to me as an interaction port city before I came here.
A: We always take attention to establish business relations with the new clients in other countries. I wish we will have a good time this morning.
B: I come here to visit you hoping to have a discussion with you on the purchase of your HX Series chinaware.
A: Which Art. No. are you interested in?
B: HX1115 and HX1128.
A: Which price terms do you prefer, FOB, CFR, or CIF?
B: CIF.
A: The price of HX1115 is USD 24.19 per set CIF Toronto. The price of HX1128 is USD 14.93 per set CIF Toronto. It is understood that the above prices are net, without any commission.
B: I am afraid it goes against the usual commercial practice not to allow a commission.
A: We are prepared to grant you a 5% commission. 442 sets of HX1115 at the price of USD 24.68 per set CIFC5 Toronto; 338 sets of HX1128 at the price of USD 15.23 per set CIFC5 Toronto.
B: I’m afraid your prices appear unworkable.
A: I am assuring you that our prices are most favorable. A trial sale will unvoiced you of my words.
B: Unless the prices could match with the market level, it is difficult to persuade customers to purchase with you. In order to conclude the transaction, I think you should reduce your price to USD 23.00 per set of HX1115. Will you consider cutting down your price to USD 14.20 per set of HX1128.
A: As the raw material has advanced by 10% during the last few months and the prices are going up, owing to the rise in the cost of raw materials. We can’t accept this prices.
B: I think it unwise for both of us to insist on his own prices. Can we each make some concession, say, the price of HX1115 is USD 23.50 per set CIFC5 Toronto; the price of HX1128 is USD 14.50 CIFC5 Toronto?
A: If we accept your prices, we will not leave a little of margin of profit.
B: I am afraid we have to call the whole deal off if you still insist on your original quotation.
A: Well for friendship’s sake, we are prepared to make a 5% reduction if your order is big enough. Our minimum quantity is a 20’ container for each article.
B: Our quantities are 542 sets of HX1115 and 438 sets of HX1128.
A: OK.
B: Shall we have a talk about terms of payment now?
A: Our usual payment terms are by confirmed, irrevocable L/C payable by sight draft against presentation of shipping documents and to reach us 30 days before the month of shipment.
B: To open an L/C will cause us a great deal of difficult. It’s expensive to open an L/C and ties up the capital of a company like ours. So it’s better for us to adopt D/P or D/A.
A: L/C at sight is our usual payment terms.
B: It is better for us to adopt D/P at sight than L/C at sight.
A: We have never granted D/P terms to any new clients. So we hope you can accept the L/C terms. After several smooth transactions, we can try other terms.
B: We can’t help it if you insist requiring payment by L/C at sight. By the way, what cover will you take out?
A: The insurance is to be covered by us for 110% of invoice value against WPA Clash & Breakage and War Risks as per the Ocean Marine Cargo Clauses of PICC (1981.1.1).
B: All right. How would you pack the goods?
A: HX1115 is to be packed in cartons of one set each. HX1128 is to be packed in cases of one set each, two cases to a carton.
B: I hope the packing will be attractive. Nice packing helps find a market. Please give special attention to the packing or the goods could be damaged in transit.
A: All right.
B: When is shipment to be made?
A: Shipment is to be made before or on April 30, 1998.
B: We have to point out that the goods are not allowing partial shipment.
A: OK. By the way, what are the Ports of Shipment & Destination?
B: Shanghai and Toronto.
A: I’m glad we have brought this transaction to a successful conclusion and hope this will be the forerunner of other business in the future.
B: All right. I accept your offer of 542 sets of HX1115 at the price of USD 23.50 per set, and 438 sets of HX1128 at the price of USD 14.50 per set. Shipment is to be made no later than April 30, 1998 after receipt of L/C and not allowing partial shipment. The Ports of Shipment & Destination are from Shanghai to Toronto. HX1115 is to be packed in cartons of one set each and HX1128 is to be packed in cases of one set each, two cases to a carton. The payment terms are by L/C at sight. Insurance is to be covered by you for 110% of invoice value against WPA Clash & Breakage and War Risks as per the Ocean Marine Cargo Clauses of PICC (1981.1.1).
A: That’s right. I will get the Sales Confirmation ready tomorrow for your signature. Would it be convenient for you to come again tomorrow morning?
B: OK. We expect to find a good market for your goods and hope to place further and large orders with you in the near future. See you tomorrow morning.
A: See you.


第二十五节  用简单英语谈生意--介绍、约会与参观
谈“生意”才是目的，“说英语”只不过是一种手段；如果用简单英语就可以达到目的，就完全没有必要说得那么复杂，那么辛苦！！只要生意能谈成，手段似乎没有予以复杂化的必要-应该愈简单愈好。《用简单英语谈生意》EZ Business Talk 就是教您如何用简单美语（初中英语程度）来处理错综复杂的生意……

介绍篇:
1) 　A: I don‘t believe we‘ve met.
　　B: No, I don‘t think we have.
　　A: My name is Chen Sung-lim.
　　B: How do you do? My name is Fred Smith.
　　A: 我们以前没有见过吧？
　　B：我想没有。
　　A：我叫陈松林。
　　B：您好，我是弗雷德·史蜜斯。
2) 　A: Here‘s my name card.
　　B: And here‘s mine.
　　A: It‘s nice to finally meet you.
　　B: And I‘m glad to meet you, too.
　　A: 这是我的名片。
　　B: 这是我的。
　　A: 很高兴终于与你见面了。
　　B: 我也很高兴见到你。
3) 　A: Is that the office manager over there?
　　B: Yes, it is,
　　A: I haven‘t met him yet.
　　B: I‘ll introduce him to you .
　　A:在那边的那位是经理吧？
　　B:是啊。
　　A:我还没见过他。
　　B:那么，我来介绍你认识。
4) 　A: Do you have a calling card ?
　　B: Yes , right here.
　　A: Here‘s one of mine.
　　B: Thanks.
　　A:您有名片吗？
　　B:有的，就在这儿。
　　A:喏，这是我的。
　　B:谢谢。
5) 　A: Will you introduce me to the new purchasing agent?
　　B: Haven‘t you met yet?
　　A: No, we haven‘t.
　　B: I‘ll be glad to do it.
　　A:请替我引介新来负责采购的人好吗？
　　B:你们还没见面吗？
　　A:嗯，没有。
　　B:我乐意为你们介绍。
6) 　A: I‘ll call you next week.
　　B: Do you know my number?
　　A: No, I don‘t.
　　B: It‘s right here on my card.
　　A:我下个星期会打电话给你。
　　B:你知道我的号码吗？
　　A:不知道。
　　B:就在我的名片上。
7) 　A: Have we been introduced?
　　B: No, I don‘t think we have been
　　A: My name is Wong.
　　B: And I‘m Jack Smith.
　　A:对不起，我们彼此介绍过了吗？
　　B:不，我想没有。
　　A:我姓王。
　　B:我叫杰克·史密斯。
8) 　A: Is this Mr. Jones?
　　B: Yes, that‘s right.
　　A: I‘m just calling to introduce myself. My name is Tang.
　　B: I‘m glad to meet you, Mr. Tang.
　　A:是琼斯先生吗？
　　B:是的。
　　A:我打电话是向您作自我介绍，我姓唐。
　　B:很高兴认识你，唐先生。
9) 　A: I have a letter of introduction here.
　　B: Your name, please？
　　A: It‘s David Chou.
　　B: Oh, yes, Mr. Chou. We‘ve been looking forward to this.
　　A:我这儿有一封介绍信。
　　B:请问贵姓大名？
　　A:周大卫。
　　B:啊，周先生，我们一直在等着您来。
10)　A: I‘ll call you if you give me a name card.
　　B: I‘m sorry, but I don‘t have any with me now.
　　A: Just tell me your number, in that case.
　　B: It‘s 322-5879.
　　A:给我一张名片吧,我会打电话给你.。
　　B:真抱歉,我现在身上没带。
　　A:这样子，那就告诉我你的电话号码好了。
　　B:322-5879。

约会篇:
11)  A: Do you have some time tomorrow?
　　B: Yes, I do.
　　A: How about having lunch with me?
　　B: Good idea.
　　A:明天有空吧?
　　B:有啊。
　　A:一起吃顿中饭怎样？
　　B:好主意。
12)　A: If you‘re free, how about lunch?
　　B: When did you have in mind?
　　A: I was thinking about Thursday?
　　B: That will be fine with me.
　　A:有空的话一起吃顿中饭如何？
　　B:你想什么时候呢？
　　A:我看星期四怎样？
　　B:没问题。
13)　A: I‘m calling to see if you would like to have lunch tomorrow.
　　B: I‘m sorry, but this week isn‘t very convenient for me.
　　A: Perhaps we van make it later.
　　B: That would be better.
　　A:我打电话给你，是想知道明天一起吃顿中饭怎样？
　　B:对不起，这个星期我都不方便。
　　A:那么，也许改天吧。
　　B:好啊。
14)　A: I‘m calling to confirm our luncheon appointment.
　　B: It‘s tomorrow at twelve o‘clock, right?
　　A: Yes, that‘s right.
　　B: I‘ll be there.
　　A:我打电话来，是想确定一下我们约好吃饭的事。
　　B:是明天12点吧？
　　A:是的，没错。
　　B:我会去的。
15)　A: I‘m sorry, but I have to cancel out luncheon appointment.
　　B: I‘m sorry to hear that.
　　A: I have pressing business to attend to .
　　B: No problem. we‘ll make it later in the month .
　　A:真抱歉，不过我不得不取消我们午餐的约会。
　　B:真遗憾。
　　A:我有紧急的事情要处理。
　　B:没关系，这个月改天再说吧。
16)　A: I need to change the time we meet for lunch.
　　B: What time would be good for you?
　　A: I‘ll be about half an hour late.
　　B: Good, I‘ll see you there at 12:30.
　　A:我需要更改我们见面吃午饭的时间。
　　B:什么时间你合适呢？
　　A:我大概要慢半个小时。
　　B:好的，十二点我会在那儿与你碰面。
17)　A: I‘ll get the check.
　　B: No, let me pay this time.
     A: No, I insist.
　　B: Well, thank you very much.
　　 A:我来付帐。
　　B:不，这次由我付。
　　A:不，还是我来。
　　B:好吧，那就谢谢你啦?
18)　A: This lunch is on me today,
　　B: I think you got it last time.
　　A: It‘s my pleasure.
　　B: That‘s very nice of you.
　　A:今天这顿饭算我请客。
　　B:我记得上回也是你请的。
　　A:我请得心里高兴。
　　B:既然这样，那就多谢了。
19)  A: Shall we split the check.
　　B: Why don‘t you let me pick it up.
　　A: Oh, that‘s not necessary.
　　B: I know it‘s not necessary. I want to do it.
　　A:大家分摊吧？
　　B:就让我来付帐好了。
　　A:啊，不必这样。
　　B:我知道不必这样，可是我愿付。
20)　A: I really enjoyed the lunch.
　　B: Yes, let‘s do it again real soon.
　　A: I‘ll be back in town next month.
　　B: Good, I‘ll invite you out when you‘re here.
　　A:这顿饭我吃得好高兴。
　　B:是啊，让我们不久再一起用餐吧。
　　A:我下个月会再回这里来。
　　B:好极了，等你来的时候，请再接受我的招待。

参观篇:
21)　A: Would you like to go through our factory some time?
　　B: That‘s a good idea.
　　A: I can set up a tour next week.
　　B: Just let me know which day.
　　A:什么时候来看看我们的工厂吧？
　　B:好啊。
　　A:我可以安排在下个礼拜参观。
　　B:决定好哪一天就告诉我。
(22) A: thank for coming today.
　　B: I‘ll wanted to see your factory for a long time.
　　A: we can start any time you‘re ready.
　　B: I‘m all set.
　　A:谢谢您今天的莅临。
　　B:好久就想来看看你们的工厂了。
　　A:只要你准备好了，我们随时可以开始。
　　B:我都准备好了。
(23) A: The tour should last about an hour and a half .
　　B: I‘m really looking forward to this.
　　A: We can start over here.
　　B: I‘ll just follow you.
　　A:这次参观大概需要一个半小时。
　　B:我期待这次参观已久了。
　　A:我们可以从这里开始。
　　B:我跟着你就是。
(24) A: Please stop me if you have any question.
　　B: I well.
　　A: Duck your head as you go through the door there.
　　B: Thank you.
　　A:有任何问题，请随时叫我停下来。
　　B:好的
　　A:经过那儿的门时，请将头放低。
　　B:谢谢。
(25) A: You‘ll have to wear this hard hat for the tour.
　　B: This one seems a little small for me.
　　A: Here, try this one.
　　B: That‘s better.
　　A:参观时必需戴上这安全帽。
　　B:这顶我戴好像小了一点。
　　A:喏，试试这一顶。
　　B:好多了。
(26) A: That‘s the end of the tour.
　　B: It was a great help to me.
　　A: Just let me know if you want to bring anyone else.
　　B: I‘d like to have my boss go through the plant some day.
　　A:参观就此结束了。
　　B:真是获益良多
　　A:如果你要带别人来，请随时通知我。
　　B:我真想叫我老板哪天也过来看看。
(27) A: I‘d like to see your showroom.
　　B: Do you know where it is?
　　A: No, I don‘t.
　　B: I‘ll have the office send you a map.
　　A:我想参观你们的展示中心，
　　B:你知道地方吗？
　　A:不知道
　　B:我会叫公司里的人送张地图给你。
(28) A: I‘m hoping to get to your showroom.
　　B: When might you go?
　　A: I was thinking about next Tuesday.
　　B: I‘ll meet you there, shall we say about eleven o‘clock.
　　A:我打算到你们的展示中心看看，
　　B:什么时候想去呢？
　　A:我想下个礼拜二。
　　B:我会在那儿等你，你看十一点左右如何。
(29) A: Welcome to our showroom.
　　B: Thank you, I‘m glad to be here.
　　A: Is there anything I can show you.
　　B: I think I‘d like to just look around .
　　A:欢迎参观我们的展示室，
　　B:谢谢，我很高兴到这里来。
　　A:有什么要我拿给你们看的吗？
　　B:哦，我只是看看而已。
(30) A: Where can we see your complete line?
　　B: We have a showroom in this city.
　　A: I‘d like to see it.
　　B: Drop by anytime.
　　A:什么地方可以看到你们全部产品的样品？
　　B:我们在本市设有一个展示中心。
　　A:我想看看。
　　B:随时欢迎参观者。

报价篇:
(41) A: We can offer you this in different levels of quality.
　　B: Is there much of a difference in price ?
　　A: Yes ,the economy model is about 30% less.
　　B: We‘ll take that one .
　　A:这产品我们有三种不同等级的品质。
　　B:价钱也有很大的分别吧？
　　A:是的，经济型的大约便宜30%。
　　B:我们就买那种。
(42) A: Is this going to satisfy your requirements ?
　　B: Actually , it is more than we need .
　　A: We can give you a little cheaper model .
　　B: Let me see the specifications for that .
　　A:这种的合你的要求吗？
　　B:事实上，已超出我们所需要的。
　　A:我们可以提供你便宜一点的型式。
　　B:让我看看它的规格说明书吧。
(43) A: You‘re asking too much for this part .
　　B: we have some cheaper ones .
　　A: What is the price difference ?
　　B: The basic model will cost about 10% less .
　　A:这零件你们要价太高了。
　　B:我们有便宜一点的。
　　A:价钱差多少？
　　B:基本型的便宜约10%左右。
(44) A: How many different models of this do you offer?
　　B: We have five different ones .
　　A: Is there much of a price difference .
　　B: Yes, so we had better look over your specifications.
　　A:这个你们有多少种不同的型式。
　　B:五种
　　A:价钱有很大的差别吗？
　　B:是的，所以我们最好先把您的规格说明细看一遍。
(45) A: The last order didn‘t work out too well for us
　　B: What was wrong?
　　A: We were developing too much waste .
　　B: I suggest you go up to our next higher price level.
　　A:上回订的货用起来不怎么顺。
　　B:有什么问题吗？
　　A:生产出来的废品太多了。
　　B:我建议您采用我们价格再高一级的货
(46) A: Did the material work out well for you ?
　　B: Not really .
　　A: What was wrong?
　　B: We felt that the price was too high for the quality .
　　A:那些材料进行的顺利吗？
　　B:不怎么好。
　　A:怎么啦？
　　B:我们觉得以这样的品质价钱太高了。
(47) A: Has our material been all right ?
   　B: I‘m afraid not .
　　A: Maybe you should order a little better quality
　　B: Yes, we might have to do that .
　　A:我们的原材料没问题吧？
　　B:有问题呢。
　　A:也许您应该买品质好一点的
　　B:是呀，恐怕只有这么做了。
(48) A: I think you had better come out to the factory .
　　B: Is there something wrong .
　　A: Yes ,your last shipment wasn‘t up to par .
　　B: Let ‘s go out and have a look at it .
　　A:我看你最好走一趟工厂，
　　B:出了什么事吗。
　　A:嗯，你上次送去的货没有达到标准。
　　B:走，我们去看看?
(49) A: I want you to look at this material .
　　B: Is this from our last shipment ?
　　A: Yes ,it is .
　　B: I can see why you are having some problems with it .
　　A:我要你看看这材料！
　　B:这是上次叫的货吗？
　　A:是啊。
　　B:我明白为什么你用起来会有问题了。
(50) A: I would suggest that you use this material instead of that .
　　B: But that costs more .
　　A: But you will get less waste from this .
　　B: We‘ll try it once .
　　A:我建议你改用这种替代那种。
　　B:可是那样成本较高。
　　A:但可以减少浪费。
　　B:那么就试一次看看吧。
(51) A: Our manufacturing costs have gone up too much .
　　B: You might try one of our cheaper components .
　　A: Let‘s take a look at your price list again
　　B: Sure . I‘ll bring it in next week .
　　A:我们的制造成本增加太多了。
　　B:你试试这种较便宜的组件怎样？
　　A:我再看一次你们的价目表吧。
　　B:好哇 ，我下个礼拜带过来。
(52) A: This is the best material we have to offer .
　　B: Actually ,I don‘t think we need it to be this good .
　　A: I can let you have this kind cheaper .
　　B: Let‘s do that .
　　A:这是本公司所供应的最好的原料。
　  B:说实在的，我并不认为我们用得着这么好的，
　　A:我可以算你便宜一点。
　　B:那就这么说定吧?
(53) A: How is the new material working out for you ?
　　B: Fine .we‘re saving a lot of money with it .
　　A: I‘m glad to hear that .
　　B: It was a good suggestion .thanks .
　　A:新原料用得如何？
　　B:不错，节省了不少的钱，
　　A:听你这么说真高兴。
　　B:你建议得不错，谢谢。
(54) A: How many would you like to order ?
　　B: Is there a minimum order ?
　 　A: No ,we can ship in lots of any size .
　　B: We‘ll try one case of this .
　　A:您要订多少？
　　B:有最低订购量的限制吗？
　　A:没有，任何数量都可以出货。
　　B:那么，这种的就试一箱吧
(55) A: We‘re ready to take your order now.
　　B: We want to try this component as a sample.
　　A: I can send one for you to try .
　　B: Yes , please do that .
　　A:你们现在可以下订单了。
　　B:这种组件我们想试个样品看看。
　　A:我们可以寄个给你试用。
　　B:好，那就麻烦你了。
(56) A: How many would you like to order ?
　　B: How do they come packaged ?
　　A: In cases of 100.
　　B: We‘ll take 500.
　　A: 您要订多少？
　　B：货是怎样装的呢？
　　A:一箱装100个。
　　B:我们要500个
(57) A: We need seven of these .
　　B: They come in cases of five .
　　A: Then ,send two cases please .
　　B: Good . thank you for the order .
　　A:我们要七个这种的。
　　B:它们是五个一箱。
　　A:这样的话，就送两箱吧。
　　B:好的，谢谢你的订货。
(58) A: We can‘t handle an order that small .
　　B: What is the minimum we would have to order .
　　A: 300 pieces .
　　B: I see ,send those ,then .
　　A:这么少的数量，我们不能接受。
　　B:那么我们至少得订多少呢。
　　A:300个
　　B:哦，那就300个吧。
(59) A: We have a problem with your order .
　　B: What is it ?
　　A: We can‘t split open a case to fill your order .
　　B: I‘ll see if we can take the whole case .
　　A:你订的货有点问题。
　　B:什么问题。
　　A:因为我们不能拆箱来凑足你的订量。
　　B:那我考虑看看是不是可以买整箱。
(60) A: Do you offer any quantity discounts ?
　　B: No, we don‘t.
　　A: Then give us three cases of this .
　　A:大量购买有折扣吗？
　　B:不，没有。
　　A:那么这种的就买三箱好了。
(61) A: You could save a lot if you would order a little more .
　　B: How could we do that ?
　　A: We offer a discount for large orders .
　　B: Let me take another look at our requirements .
　　A:如果你单子下得多一点，可以省不少的钱。
　　B:怎么说呢？
　　A:我们对大量订购有打折。
　　B:那我们看看我们的需要量有多少
(62) A: Your prices seem a little high .
　　B: We could make them lower for you .
　　A: How ?
　 　B: If you order in large lots , we‘ll reduce the price .
　　A:你们的价钱高了一些。
　　B:我们可以算你便宜一点。
　　A:怎么做呢？
　　B:如果你大量订购，我们可以降价
(63) A: We can offer a 10% discount for orders over 10000 pieces.
　　B: I‘m not sure we can use that many .
　　A: It would represent quite a savings .
　　B: Ok, I‘ll see what I can do .
　　A:订购一万个以上，我们可以打九折。
　　B:我怕我们用不了那么多。
　　A:这省下的可是一笔不少的钱哩。
　　B:好吧，我考虑考虑吧
(64) A: Why are there three prices quoted for this part ?
　　B: They represent the prices for different quantities.
　　A: I see .
　　B: The more you order , the more you will save .
　　A:这种零件为什么有三种不同的报价？
　　B:那表示不同的量有不同的价钱。
　　A:原来如此。
　　B:订购愈多，省的钱愈多
(65) A: Is this your standard price ?
　　B: Yes ,it is .
　　A: It seems too high to me
　　B: We can negotiate the unit price for large orders .
　　A:这是你们的基本准价吗？
　　B:是的
　　A:好像贵了一点。
　　B:如果大量订购，单价可以再谈。
(66) A: I‘m calling about mistake on our last invoice .
　　B: What was it ?
　　A: We should have been given the large quantity price .
　　B: Yes ,that is absolutely right .
　　A:我打电话来，是因为上回的发票有错。
　　B:怎么啦。
　　A:你应该开大宗折扣价才是。
　　B:啊，对的，是应该这样。
(67) A: Doesn‘t the quantity discount apply on this order ?
　　 B: No ,I‘m sorry ,but it doesn‘t.
　　A: Why not?
　　B: Because these items are from different shipments.
　　A:这次下的单子没有大宗折扣吗？
　　B:抱歉，没有。
　　A:为什么没有？
　　B:因为这几项品目不属同一批货。
(68) A: We can make the price lower if you would order a bit more .
　　B: How much more ?
　　A: Just three more cases .
　　B: I think we can do that .
　　A:如果你单子下多一点，我们可以减价。
　　B:还要多下多少？
　　A:只要再三箱就可以了。
　　B:那我想没问题。
(69) A: I have the quotations you asked for .
　　B: Good ,we‘ve been looking for them .
　　A: I‘ll leave them for you to look over .
　　B: I‘ll give you a call when we are ready to talk about them .
　　A:你要的报价已经做好了。
　　B:好啊 ，我们一直等着看呢。
　　A:我会留下来给你慢慢的看。
　　B:等我们准备好可以谈的时候，我会打电话给你。
(70) A: Were you able to quote on all the items we need ?
　　B: No, not all of them .
　　A: Oh ?why not ?
　　B: We aren‘t able to supply the third ad fifth items .
　　A:我们需要的每个项目你都能报价吗。
　　B:不，没办法全部。
　　A:哦，为什么？
　　B:第三及第五项目，我们没有货供应。
(71) A: Here are the quotations that you asked for .
　　B: How do they compare to last year‘s ?
　　A: The price increases haven‘t been too bad at all .
　　B: That‘s good to hear .let‘s take a look at your prices .
　　A:这是你的报的价。
　　B:与去年的相比怎么样。
　　A:没有涨太多。
　　B:那好，我们来看看你的报价吧。
(72) A: I have a question about this quotation you submitted .
　　B: What is it ?
　　A: The third item has been omitted .
　　B: Oh ,yes .we don‘t carry that item anymore .
　　A:你提出的报价我有问题。
　　B:什么呢？
　　A:第三项目漏掉了。
　 　B:哦，是的，那一项目我们不再卖了。
(73) A: What is the deadline for submitting the quotation ?
　　B: We need it in our office by next Monday .
　　A: I think we‘ll able to make that .
　　B: Good .we can‘t extend the deadline .
　　A:报价截止日是哪一天？
　　B:下星期一以前要送到我们公司。
　　A:我想没问题。
　　B:那好，我们可不能延期的。
(74) A: We‘d like a chance to bid on this business.
　　B: We‘ll be taking quotations next month .
　　A: Will you let us have the specifications ?
　　B: Sure ,just drop in my office some time and pick them up .
　　A:我们希望能有机会投标这笔生意。
　　B:我们将在下个月接受报价。
　　A:规格说明书可以给我们吗。
　　B:没问题，什么时候到我办公室来拿都可以。
(75) A: Can you tell me why our bid was not accepted?
　　B: I think you were a little too high on some of the items .
　　A: On which ones ?
　　B: You‘re perfectly welcome to inspect the winning bid .
　　A:请告诉我为什么我们没有得标好吗？
　　B:我想你们有几个项目的价格高了一点。
　　A:哪几个品目呢，
　　B:我们很欢迎你来查阅得标者。
(76) A: Was our bid accepted ?
　　B: No ,I ‘m sorry .it wasn‘t .
　　A: Can you tell me why ?
　　B: Sorry ,but I‘m not at liberty to reveal that information.
　　A:我们得标了吗？
　　B:抱歉，没有。
　　A:能告诉我什么原因吗？
　　B:对不起，我示能随意泄露情报。
(77) A: Congratulations ! your bid has won .
　　B: I‘m glad to hear that .
　　A: When can you come around to discuss some details with us ?
　　B: I‘ll be there next Monday at noon .
　　A:恭喜！你得标了。
　　B:真是好消息，
　　A:什么时候可以过来和我们讨论细节呢？
　　B:下个星期一中午吧。
(78) A: What is your best price on this item ?
　　B: $24.95 per hundred pieces
　　A: That will be fine with us .
　　B: Fine .
     A: I‘ll start the paperwork for your order right away .
　　A:此一品目的最低价是多少？
　　B:一百个美金二十四块九毛五。
　　A:这价钱还可以。
　　B:好啊，那我立刻就为你们的订单作准备了。
(79) A: Can we expect the same price as last time ?
　　B: Oh ,yes ,no problem about that.
　　A: Good ,we‘ll be ordering in just a few days.
　　A:价钱能够和上次的一样吗？
　　B:哦，可以。没问题的。
　　A:很好，两三天内我们就会下订单。
(80) A: This price is quite a bit higher than it was last time .
　　B: We‘re sorry ,but we ‘ve had a slight price increase here .
　　A: Slight ?I wouldn‘t call this slight .
　　B: We‘ve had to increase our prices on this item by just 8%.
　　A:这次的价格比上次要贵了一些。
　　B:真抱歉，不过我们出只涨了一点点而已。
　　A:一点点？这叫一点点？！
　　B:这一种我们不得已也只加了8%而已。

475010267

晕~~~哎！:)

影音王

这个我得好好学习！

李鸿章

又是一个看了想自杀的帖子！
谢谢楼主的凶残！

Yoeh

Thanks