Notes
1. be apt to 有……倾向的
2. The offer is valid for… 报价有效期是…
3. to make sales of / to push sales of 推销
4.markets for bristles have gone up 猪鬃行情上涨
5. I can’t agree with you there. 在这一点上我不同意你的意见。
6. from other sources 从其他来源(供应者)
7. long-standing relationship 长期的合作关系
8. We’ll have a lot of difficulties in persuading our clients?
我们将难以说服我们的客户……
9. to our regret 使我们遗憾的是
10. on the basis of equality, mutual benefit and exchange of needed goods
在平等互利和互通有无的基础上
11. taking everything into consideration 在全面考虑之后
12. shipping space 舱位
13. without engagement 不受约束的
14. to get the business done 为了做成买卖
15. supply exceeds demand 供过于求
A Specimen Letter
Dear Sir,
You letter of 15th August addressed to our Head Office has been passed on to us for attention and reply.
We now take pleasure in advising you that the price of Brown Crystal Sugar is at USA per metric ton F.O.B. Of course we also quote C.F.R. or C.I.F. prices if buyers so desire. The price terms to be employed depend much on the characteristics of the goods as well as their specific transport requirement and shall always serve the best interest of buyers and sellers alike.
We are looking forward to your order.
Yours truly,
释文
先生：
您八月十五日致我总公司的信函已转交到我处作复。
我们高兴地通知您红砂糖的船上到岸价为每公吨#美元。当然，如果买方愿要C.F.R.或C.I.F.价，我们也可照办。采用哪种价格，取决于产品的特点以及所需的运输条件，同时要使其符合买卖双方彼此的利益。
盼望收到你方订单。
Substitution Drills
1 A: Our price is U.S.$ 98 per pound.
B: I must say the price is too high for me to accept.
must point out the price is too high to interest us.
can assure you the price is too high to be competitive.
我们的价格是每磅98美元。
我必须说价格太高不能接受。
我必须说价格太高我们难以接受。
我向你保证价格太高了，没有竞争力。
2 A: I hope you’ll quote favorably.
quote us your best terms.
give us your lowest price quotes.
B: Our rates are in line with the world market.
Our prices fit in with today’s market situation.
We always give our customers the best terms.
我希望你们报价优惠。
我们的价格与国际市场上的是一致的。
我们的价格与今天的市场形式相吻合。
我们总是给我们的顾客最好的协议条款。
3 A: Our users are under the impression that your prices are usually on the high side compared with those of other suppliers.
have the idea that your prices are usually a bit too high.
are of the opinion that your prices are usually rather stiff.
B: One can’t consider price separately from quality.
One has to take quality into account.
When comparing prices, one has to take into consideration the quality of the goods.
我们的用户总是认为你们的价格相对于其他供货商较高。
我们的使用者认为你们的价格总是有点太高。
我们的用户认为你们的价格总是相当昂贵。
不能只看价格，不看质量。
还要考虑质量因素。
衡量价格时，也应该考虑商品的质量问题。
4 A: Other suppliers are offering a much higher rate of commission.
a much better price.
more favorable payment terms.
B: 2% is the usual commission we allow for a small quantity.
$100 is actually the lowest we can do for a small quantity.
其他供货商提供更高比例的佣金。
其他供货商提供更好的价格。
其他供货商提供更优惠的支付条款。
对于小批量的订货，我们通常给百分之二的佣金。
对于小批量的订货，我们的最低价格是100美元。
5 That’s the best we can do. We can’t go any lower.
the lowest price we can offer. We can’t take less.
our bottom price.
这是我们最优惠的价格，我们不能再低了。
那是我们可以提供的最低的价格。不能再少了。
那是我们的底线。
6 A: If we guarantee an annual order of a certain amount,
would you give us a special discount?
would you give us a higher rate of commission?
would you give us some advertising expenses?
B:We can make that kind of arrangement with you.
will have to know how much you can guarantee first.
can’t promise anything before we know more of your plan.
如果我们保证每年一定数量的订货，你们能给我们特殊折扣吗?
如果我们保证每年一定数量的订货，你们能给我们高一点的佣金 率吗?
如果我们保证每年一定数量的订货，你们能给我们一些广告经费 吗?
我们可以为您作出这个安排。
我们必须知道你首先能给我们保证多少数量的订货。
在我们更多地了解您的计划以前，我们什么都不能承诺。
7 A: We may offer you allowances on a sliding scale.
B: Could you put it more exactly?
put it more precisely?
give the details?
我们可以按比例给您提供佣金。
您能说得更详细点吗?
8 The price depends on the size.
quality
material
style
价格取决于 尺码。
质量
质地
款式
9 It sells at 20 yuan a case.
50 pounds
40 dollars
35 marks
一箱 20元。
50英镑
40美圆
35马克
10 How much is this large size one?
the electronic fan?
the computer software?
这个大号的 多少钱?
这台电风扇
这个电脑软件
11 It’s about 300 yuan including the case.
postage
batteries
包括 盒子 大约300元。
邮费
电池
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