第二節(jié)　國(guó)際貿(mào)易活動(dòng)口譯

一、促銷(xiāo)(Sales Promotion)

1．常用口譯詞匯與短語(yǔ)

2．口譯練習(xí)

Dialogue 1經(jīng)營(yíng)范圍(Line of Business)

A．May I know the main items you export?//

B．我們經(jīng)營(yíng)家用紡織品，如床單、床罩、浴巾等等。//

A．Do you do table cloths?//

B．做的，那屬于我們的業(yè)務(wù)范圍。//

A．Could you show me your catalogs or pamphlets?//

B．請(qǐng)看。這些目錄樣本會(huì)使你對(duì)我們經(jīng)營(yíng)的產(chǎn)品有一個(gè)很好的了解。//

A．Mm．．．It seems there’s a great variety to choose from．//

B．肯定有些商品會(huì)使你感興趣的。//

A．Well，could you leave these with me?I’d like to look them over and see what we can do．//

B．你要的話就留下吧。假如你對(duì)什么商品感興趣的話，我們另定個(gè)時(shí)間談?wù)劇?/

A．That’s fine//

Dialogue 2有關(guān)感興趣的產(chǎn)品(An Interesting Product)

A．It seems there may be a market for these items there I come from．//

B．具體想詢(xún)價(jià)哪項(xiàng)商品?//

A．Item No．7 seems quite interesting to us．//

B．我們可以報(bào)現(xiàn)貨//

A．We’re just taking up the line，I’m afraid we can’t do much right now．//

B．為什么不先訂購(gòu)一筆試試，測(cè)探一下市場(chǎng)的潛力?//

A．I was thinking the same thing．//

Dialogue 3貿(mào)易原則(Business Principle)

A．Our products have been sold in a number of areas abroad．They’re very popular with the users there．//

B．大廳里的展品確實(shí)看來(lái)很引人注目．//

A．We’re sure they will go down well in your market，too．//

B．我愿意試銷(xiāo)你們的產(chǎn)品，不過(guò)交貨必須和樣品相符．//

A．Certainly．It’s our principle in business to“Honor the contract and keep our promise”．//

B．訂了貨通常需要多長(zhǎng)時(shí)間可以裝運(yùn)?//

A．It’s hard to say．It depends on what you choose and how many you want．//

Dialogue 4提供技術(shù)資料(Providing Technical Data)

A．From the catalog you can see that we’re able to supply a wide range of machine tools．Our products are well－known in the world market．//

B．能不能提供一些技術(shù)資料?我們想進(jìn)一步了解你們的產(chǎn)品。//

A．Of course．Here are some．You may have them all．We have also a video film which shows the construction and operation of our latest models．//

B．那很有用。//

A．If you like，I can arrange a meeting for you to meet our technicians，to give you an over-all understanding of our products．//

B．這意見(jiàn)很好。我期待著和他們會(huì)面。//

Dialogue 5新產(chǎn)品推銷(xiāo)(Pushing a New Product)

A．How do you like our video tape recorders?//

B．可以錄制彩色帶子嗎?//

A．Yes，and they are very easy to operate．We make them and sell them ourselves．//

B．不過(guò)我們的客戶對(duì)你們的產(chǎn)品不熟悉。推銷(xiāo)新產(chǎn)品可不是件容易的事。//

A．No，certainly not，because you haven’t tried ours yet．//

二、參觀工廠(Visiting Factories)

1．常用口譯詞匯與短語(yǔ)

2．口譯練習(xí)

Dialogue 1邀請(qǐng)參觀(Inviting People Over)

A．If you are staying here for a few days，we’d be delighted to see you at our

factory．//

B．謝謝你的盛情。我的同事和我很想?yún)⒂^你們的工廠。//

A．Let’s know when you are free．We’ll arrange the tour for you．//

B．謝謝。今天下午我給你去電話，決定參觀時(shí)間。再?zèng)]有比親自去看看更好的了。//

A．That’s for sure．You’ll know our products better after the visit．//

Dialogue 2帶領(lǐng)參觀(Showing People Around)

A．I’ll show you around and explain the operations as we go along．//

B．那太有幫助了。//

A．This is our office block．We have all the administrative departments here．Down there is the research and development section．//

B．你們每年花多少錢(qián)在科研上?//

A．About 3～4%of the gross sales．//

B．對(duì)面那座建筑是什么?//

A．That’s the warehouse．We keep a stock of the faster－moving items so that urgent orders can be met quickly from stock．//

B．如果我現(xiàn)在訂購(gòu)，到交貨要多少時(shí)間?//

A．It would largely depend on the size of the order and the items you want．//

Dialogue 3談?wù)摴S(Talking about the Plant)

A．How large is the plant?//

B．面積有75，000平方米。//

A．It’s much larger than I expected．When was the plant set up?//

B．70年代初期。我們很快就要慶祝建廠20周年了。//

A．Congratulations．//

B．謝謝。//

A．How many employees do you have in this plant?//

B．五百。我們是三班制。//

A．Does the plant carry out everything from the raw material to the finished product?//

B．有些零配件是我們的聯(lián)營(yíng)單位生產(chǎn)的，他們是專(zhuān)門(mén)從事這方面的生產(chǎn)的。好，我們到生產(chǎn)車(chē)間了。咱們從裝配線開(kāi)始看好嗎?//

A．That’s fine．//

Dialogue 4參觀生產(chǎn)過(guò)程(Looking over Manufacturing Process)

A．Put on the helmet，please．//

B．我們還得穿上罩衣嗎?//

A．You’d better，to protect your clothes．Now please watch your step．//

B．謝謝。這生產(chǎn)線是全自動(dòng)的嗎?//

A．Well，not fully automatic．//

B．哦。質(zhì)量如何控制?//

A．All products have to go through five checks in the whole manufacturing process．//

B．月產(chǎn)量多少?//

A．1，000 units per month now，But we’ll be making 1，200 units beginning with October．//

B．不合格率通常是多少?//

A．Around 2%in normal operations．//

B．那太了不起了。成品是從那邊出來(lái)是嗎?//

A．Yes．Shall we take a break now?//

Dialogue 5談?wù)撔庐a(chǎn)品(Talking about new Product)

A．It was very kind of you to give me a tour of the place．It gave me a good idea of your product range．//

B．我們感到很榮幸能有朋友來(lái)看看我們的工廠。不知道你總的印象如何?//

A．Very impressive，indeed，especially the speed of your NW Model．//

B．那是我們的新產(chǎn)品，性能很好。兩個(gè)月前剛投放市場(chǎng)。//

A．The machine gives you an edge over your competitors，I guess．//

B．是的。就速度而論，沒(méi)有廠家能和我們相比。//

A．Could you give me some brochures for that machine?And the price if possible．//

B．好的。這是銷(xiāo)售目錄和說(shuō)明書(shū)。//

A．Thank you．I think we may be able to work together in the future．//

三、詢(xún)價(jià)和報(bào)價(jià)(Inquiry and Quotation)

1．常用口譯詞匯與短語(yǔ)

2．口譯練習(xí)

Dialogue 1詢(xún)盤(pán)(Making Inquiries)

A．we’re quite interested in your Drawn Works．How about the supply position?

B．目錄中大部分商品的貨源都很充足。

A．Here’s our inquiry list．You’ll find the required items，specifications and quantities all there．

B．謝謝。我把這詢(xún)價(jià)單研究一下，明天報(bào)實(shí)盤(pán)給你。

A．I don’t need to remind you that the market has become very competitive．

B．你會(huì)發(fā)現(xiàn)我們的價(jià)格非常優(yōu)惠。

A．That’s fine．By the way，do you quote FOB or CIF?

B．報(bào)哪種都行，不過(guò)我們一般是報(bào)到岸價(jià)。

A．Then would you please make your prices CIFC5%?

B．行，我們可以替你把這價(jià)格算出來(lái)。

Dialogue 2報(bào)盤(pán)(Making Offers)

A．Could you make offers for the items listed in your catalog?//

B．這是價(jià)格單。但是這些價(jià)格是以我方最后確認(rèn)為準(zhǔn)。如果這些價(jià)格是以我方最后確認(rèn)為準(zhǔn)。如果你有具體詢(xún)價(jià)，我們可以報(bào)實(shí)盤(pán)。//

A．Item No．9304 seems to be the thing I want to have a try．//

B．你想要多少數(shù)量?//

A．100 tons for a start．//

B．什么時(shí)候要貨?//

A．Early October．//

B．目的港是哪里?//

A．Rotterdam．//

B．請(qǐng)等一等……現(xiàn)在我們報(bào)實(shí)盤(pán):9304號(hào)商品100噸，每公噸鹿特丹到岸價(jià)為150美元，十月初交貨．//

A．How long will you leave your offer open?//

B．有效期為三天。//

Dialogue 3談?wù)撌袌?chǎng)(Talking about the Market)

A．How’s the fur market?//

B．恩，不太景氣．不過(guò)銷(xiāo)售旺季就要到了，也許買(mǎi)主會(huì)多一些。//

A．So far as we know，the market is quite firm．And it’s bound to advance with the coming of the season．//

B．很抱歉，我很難同意你這觀點(diǎn):你說(shuō)的也許僅僅是一兩種商品的情況，例如山羊皮。這也是我來(lái)這里的目的。我相信你給我留了些貨。//

A．How many pieces do you want this time?//

B．一萬(wàn)張。這數(shù)量很吸引人，是不是?希望你報(bào)最優(yōu)惠的條件。//

A．We always place our old clients on the most favorable terms．//

B．有一點(diǎn)我要說(shuō)清楚的是:下月底以前我一定要貨。//

A．I think we can manage．I’ll check the stock position and let you have our firm offer this afternoon．//

Dialogue 4無(wú)貨供應(yīng)(Goods not Available)

A．We want to find out if you can supply Walnut Meat?//

B．這些日子核桃仁的需求量很大。很遺憾，目前無(wú)貨可供。//

A．Any chance to scrape up a small quantity?//

B．坦率地說(shuō)，貨全賣(mài)完了。//

A．Do you think you’ll be getting any more in shortly?//

B．暫時(shí)不會(huì)。不過(guò)我們會(huì)把你的詢(xún)價(jià)放在心上。等下一批貨來(lái)時(shí)，我們就和你聯(lián)系。//

A．Thank you．Hope we could come back to this matter some day．//

四、還盤(pán)(Counter Offer)

1．常用口譯詞匯與短語(yǔ)

2．口譯練習(xí)

Dialogue 1討價(jià)還價(jià)(Bargaining)

A．Now，what is the price?That interests me most．//

B．你會(huì)覺(jué)得我們的價(jià)格很有競(jìng)爭(zhēng)性。每公斤98美元，CIF漢堡。//

A．I must say the price is too high for me to accept———almost twice what I would pay for such an item elsewhere．//

B．市場(chǎng)上確實(shí)有便宜貨。但是你如果注意一下質(zhì)量，就會(huì)同意我們的價(jià)格非常優(yōu)惠。//

A．How many pieces do you want?//

B．10，000。希望你報(bào)優(yōu)惠價(jià)。//

A．You’re our old customer．You know that we don’t do much bargaining．Our quotations are in line with the world market．//

B．但是我們用戶的看法是:與其他供貨商的價(jià)格相比，你們的價(jià)格往往偏高。//

A．One can’t take price separately from quality．If you’ve got a good product，the users won’t worry too much about the price．//

B．凡是用戶都既要質(zhì)量好又要價(jià)格好。他們的錢(qián)要花得值得。//

Dialogue 2洽談傭金(Talking about Commission)

A．Could you let me have an offer for 100 sets of Article No．3015?It’s a sample order，you know．//

B．好的。每套價(jià)格為70英鎊CIFC 2%倫敦。//

A．2%?That not much．Other suppliers are offering a much higher rate of commission．//

B．那得看情況。小數(shù)量的訂購(gòu)我們一般只給2%。//

A．Sample orders can never be large ones．But they are likely to lead to more business．//

B．行?？紤]到我們之間的良好關(guān)系以及今后的業(yè)務(wù)，我們給3%的傭金。我們最多只能給這個(gè)數(shù)，不能更多了。你認(rèn)為如何?//

A．Well，to get this small transaction concluded，I accept．//

Dialogue 3索取折扣(Asking for Discount)

A．If we guarantee an annual order of a certain amount，would you give us a special discount?//

B．我們之間可以采用這種辦法，但并不是給特殊折扣。我們也許能給你浮動(dòng)折扣。//

A．Could you put it more exactly?//

B．是這樣，假設(shè)你的訂單達(dá)20萬(wàn)美金，我們給2%的折扣。訂購(gòu)超過(guò)30萬(wàn)美金，折扣就增加到3%，40就是4%，以此類(lèi)推。//

Dialogue 4討價(jià)還價(jià)(Haggling about Price)

A．We’re thinking of placing a large order with you，much larger than the last one．//

B．聽(tīng)你這么說(shuō)我很高興。不過(guò)你這“大得多”是什么概念?//

A．10，000 dozen．It’s substantial，isn’t it?You’ll certainly give us a lower price．//

B．比上次低的價(jià)格?如果我沒(méi)有記錯(cuò)的話，上次給你們的價(jià)格只適用于那筆試銷(xiāo)訂貨，為的是幫助你們開(kāi)個(gè)頭，純屬例外情況。//

A．Then how much are we expected to pay?//

B．我們能做的最低價(jià)格是每打30美元，CIF鹿特丹。//

A．Could you bring it down a little bit?Say，US$28 per dozen?//

B．我們無(wú)法滿足你的希望。//

A．Have you taken into account the size of our order?It would be worth about US$250，000，if we could come to terms．//

B．要不是為了數(shù)量大，我們還不會(huì)給你們報(bào)這個(gè)價(jià)格呢。//

A．But US$30 is really not acceptable．You surely appreciate the efforts we’ve made in pushing the sale of your product．//

B．好吧，為了表示我們對(duì)你們所作努力的支持，每打特別減價(jià)50美分。不能再少了。//

A．Frankly speaking，not good enough．But it seems there’s nothing more I can do but accept．//

Dialogue 5調(diào)價(jià)(Adjusting Price)

A．The price is US$150 per unit．//

B．你們把價(jià)格提高了!請(qǐng)問(wèn)原因是什么?//

A．The cost of production has gone up．We have to adjust the selling price accordingly．As a matter of fact，this price almost leaves us no profit at all．//

B．但是據(jù)我所知，利用新原料可以使單位成本降低10%。//

A．That’s true．But you can’t have the same quality．//

B．有些大廠商采用新技術(shù)來(lái)增加生產(chǎn)。很快就會(huì)供過(guò)于求。行情看跌。//

A．I’m sorry I can’t agree with you there．Production is increasing while consumption is going up even faster．We got several big orders last week．The goods are selling quickly．//

B．謝謝你提供的信息?？磥?lái)雙方之間的差距確實(shí)很大。如果你們堅(jiān)持那個(gè)報(bào)價(jià)，就不可能做成。是否可以考慮給我們?cè)鹊膬r(jià)格?//

A．I’m afraid not．We can’t set our price below the cost．That’s more than we can do．Please reconsider our offer．It’s quite reasonable．//

B．那就談到這兒吧。也許明天我們可以再談。//

Dialogue 6讓步(Making Concessions)

A．To be frank，it would be very difficult for us to market your product at the price offered．//

B．我們的價(jià)格與世界行情相一致，是可行的。//

A．We have been approached by other suppliers with offers about 10%lower than yours．//

B．低百分之十?那不可能。你們把我們的產(chǎn)品和他們的作比較了嗎?是同一個(gè)檔次的貨嗎?//

A．Your product may have certain advantages over theirs，but the price gap shouldn’t be as big as 10%．We’ll have to turn to other suppliers if you don’t make some reduction．//

B．你想要減多少?//

A．A reduction of 5%is only reasonable．//

B．恐怕你開(kāi)口太大了。5%根本不能考慮。我們絕不可能減去那么多。//

A．Then how much can you go down?//

B．為了有助于我們推銷(xiāo)我們的產(chǎn)品，作為例外我們減價(jià)1%。//

A．This is the first business contact between us．I sincerely hope a transaction can be concluded．I’m ready to move another step forward．Let’s split the difference and meet each other halfway．//

B．我很贊賞你的話，為了表示我們的良好愿望，我們接受你出的價(jià)格。//

A．Thank you．//

五、質(zhì)量(Quality)

1．常用口譯詞匯與短語(yǔ)

2．口譯練習(xí)

Dialogue 1展示樣品(Showing Samples)

A．Here are some samples of different T-shirts．They’re available in all sizes．//

B．唔．．．．．．看上去挺漂亮//

A．Our T-shirts are well known for their fine quality．They’re a great favorite with young people anywhere．//

B．你知道韓國(guó)的T恤衫在我們市場(chǎng)上很吃香．//

A．I won’t say others’T-shirts are not attractive．But look at ours．You can see that they’re good in material，fashionable in design and superb in workmanship．//

B．看來(lái)質(zhì)量不錯(cuò)。但是價(jià)格太高了。//

A．I dare say it’s unlikely you could buy elsewhere shirts of similar quality at such prices．//

B．假如價(jià)格談得下來(lái)，也許我在這兒期間就可能大量訂購(gòu)。//

Dialogue 2比較產(chǎn)品(Comparing Products)

A．This is our quality product—a great improvement upon the old models．//

B．和你們?cè)瓉?lái)的型號(hào)相比，這產(chǎn)品怎么樣?//

A．It’s different in many ways—design，materials—it’s more solidly built and in better finish．//

B．如果我們要零配件的話，你們供應(yīng)嗎?//

A．Certainly．We always have the interest of the customers at heart．//

B．保用期多長(zhǎng)?//

A．We guarantee our products for two years．//

B．過(guò)了保用期，維修怎么辦?//

A．All repairs are billed at cost．//

Dialogue 3介紹代用品(Recommending Substitutes)

A．We can do another 5，000 dozen，just like those shipped last autumn．//

B．請(qǐng)告訴我貨號(hào)好嗎?//

A．Yes，look here．That’s No．218 in the catalog．//

B．很抱歉，218號(hào)商品已經(jīng)不再生產(chǎn)。你認(rèn)為228號(hào)如何?這是很好的代用品。//

A．I’m not sure whether the users want exactly the same thing or they will take

substitutes．//

B．228號(hào)商品用的是同樣的原料，而在圖案設(shè)計(jì)和顏色色澤上有所改進(jìn)。和你所要的貨很相似。//

A．So there’s no quality problem?//

B．沒(méi)問(wèn)題。我們一向很重視質(zhì)量。//

A．And the price?//

B．這價(jià)格也很可取。由于我們引進(jìn)了一條新的生產(chǎn)線，每打的價(jià)格要少五美元。//

Dialogue 4按買(mǎi)方要求生產(chǎn)(Producing According to Buyer’s Requirement)

A．I’d like to know if you accept orders in the buyer’s design and measurement for such blankets．//

B．是的，如果訂購(gòu)達(dá)一定數(shù)量，我們可以接受。//

A．You see，our users like the material，but they do not care for the color and design．//

B．他們喜歡什么樣的。//

A．They prefer plain dark grey or beige without any stripes．//

B．尺碼呢?//

A．That should be 60“x80”．Do you think you can do the same?//

B．我想沒(méi)什么問(wèn)題。你們要的花色并不很特殊。不過(guò)我得先和生產(chǎn)部門(mén)

聯(lián)系一下。明天給你肯定答復(fù)。//

A．That’s good．//

六、裝運(yùn)(Shipment)

1．常用口譯詞匯與短語(yǔ)

2．口譯練習(xí)

Dialogue 1定交貨期(Setting Date of Delivery)

A．May I know when we could expect delivery?//

B．50%可以立即交貨，就是說(shuō)八月交貨。而其余的十月交貨。//

A．Can’t you make the second delivery a little earlier－say，September?//

B．恐怕最早只能在十月了。//

A．October then，if that’s the way it is．But make sure that there’ll be no delay in shipment．As you know，any delay would put us in a very difficult situation．//

B．我們很明白。這種事不僅使你們感到不愉快，我們也不愉快。//

Dialogue 2提前裝運(yùn)(Advancing Shipment)

A．As we’re in urgent need of the goods，could you deliver 100 tons immediately?//

B．沒(méi)問(wèn)題。我們可以從現(xiàn)貨中提交一百?lài)嵰詽M足你們的需要。//

A．As to the rest of 900 tons，please ship them in one lot in May．//

B．很抱歉，那不可能。要在這么短時(shí)間內(nèi)把貨備妥很困難。//

A．What’s the earliest possible date then?//

B．七月底以前。//

A．That would be too late．Could you find a way to advance the shipment somehow?//

B．我建議分成相等數(shù)量的三批貨，從五月份開(kāi)始分批裝運(yùn)。這樣對(duì)你們是否有所幫助?//

A．You mean 300 tons each in May，June and July?//

B．對(duì)。//

A．Such arrangement helps solve some of my problems．Thank you．//

Dialogue 3催裝(Urging Shipment)

A．I’ve just got a fax from my company．Our people are most anxious about the October shipment．So far they’ve heard nothing from you．//

B．裝運(yùn)有延誤，很抱歉。問(wèn)題在于駛往你們口岸的直達(dá)船很少。//

A．If you can’t get hold of a direct vessel，we may agree to have the goods transshipped via Rotterdam．//

B．我得先和我們?cè)谀抢锏陌l(fā)貨代理人聯(lián)系一下，看看情況怎么樣。//

A．You know we must have the goods in time for the Christmas rush．//

B．我理解。我會(huì)盡力而為。//

Dialogue 4集裝箱運(yùn)輸(Talking about Container Service)

A．I know you are operating a container service on the Shanghai－Latin American sea route．//

B．是的。我們?cè)絹?lái)越多地利用集裝箱船只來(lái)裝運(yùn)發(fā)往那個(gè)地區(qū)的貨。//

A．Are your containers temperature-controlled?//

B．有的，而且不透水、不透空氣以保護(hù)貨物不致因高溫、水或潮濕而受損。//

A．Containers certainly have got a lot of advantages．The loading and unloading process can be greatly speeded up．//

B．的確如此，這就縮短了船只在港口的停泊時(shí)間。//

七、付款(Payment)

1．常用口譯詞匯與短語(yǔ)

2．口譯練習(xí)

Dialogue 1要求信用證付款(Demanding Payment by L/C)

A．There’s one other thing we’ve got to discuss．That is，what are your terms of payment?//

B．我們和新客戶往來(lái)時(shí)，要求采用保兌的、不可撤銷(xiāo)的信用證，憑裝船單據(jù)付款。//

A．Payment by L/C is the safest method，but rather complicated．//

B．這是我們通常的做法。這樣做，我們確保可以拿到該得的錢(qián)。//

A．The point is to open an L/C with a bank does mean additional expense．//

B．很抱歉，這可是沒(méi)有辦法的事。//

A．I quite understand．One can’t be too careful these days．//

Dialogue 2安排付款辦法(Arranging Payment)

A．How are we going to arrange payment?//

B．我們希望你們用不可撤銷(xiāo)的信用證付款。//

A．When shall we open the credit?//

B．在裝船那個(gè)月以前30天。//

A．How long should our L/C be valid?//

B．有效期為裝船日期后15天。//

A．Could you tell me what documents you’ll provide?//

B．除了匯票以外，我們還將交給你們一整套提單、發(fā)票、出口許可證、保險(xiǎn)單、產(chǎn)地證書(shū)和檢驗(yàn)證書(shū)。我想就是這些。//

A．You didn’t mention the consular invoice．We need that as well．//

B．好的。我記下來(lái)。//

Dialogue 3遠(yuǎn)期信用證(Time L/C)

A．I find the terms quite satisfactory except the mode of payment．//

B．即期信用證付款在國(guó)際貿(mào)易中極為普通。//

A．I know．L/C is all right，but do you think you could accept a time L/C，allowing us to delay payment，say，60 days after sight?//

B．一般說(shuō)來(lái)，我們要求憑即期匯票付款。但是為了鼓勵(lì)更多訂購(gòu)，我們可以考慮你們的要求。//

A．Thank you．You’ve been most helpful．//

Dialogue 4承兌交單和付款交單(D/A and D/P)

A．Do you accept D/A terms?//

B．不，恐怕不行。大家都知道，這種付款方式可能給賣(mài)方帶來(lái)很大麻煩。//

A．How about D/P?//

B．目前這階段不行。以后通過(guò)經(jīng)常業(yè)務(wù)往來(lái)，彼此之間有了信任，付款交單方式也許可以考慮。//

A．I see．I look forward to that time．//

八、代理(Agency)

1．常用口譯詞匯與短語(yǔ)

2．口譯練習(xí)

Dialogue 1推薦代理(Offering as Agent)

A．You’re doing very nicely in our market．But you could be doing better if you developed some kind of sales network there．//

B．我們也正在考慮如何設(shè)法爭(zhēng)取所有可能的客戶。//

A．As you know，we’re a large knitwear importer，a well－established firm in this trade．//

B．你們做這生意有多久了?//

A．For nearly ten years．We have very good connections with wholesalers，chain stores and distributors．We bought a lot from you last year，amounting to as much as$500，000．You know that．//

B．整個(gè)說(shuō)來(lái)，我們對(duì)目前業(yè)務(wù)的進(jìn)展情況感到比較滿意。//

A．If you appoint us as your sole agent，the turnover will be three times what it is today．//

B．希望能更多了解你們的建議后再談我們的想法。//

Dialogue 2討論條件(Discussing Terms)

A．We want to have an agent to push our products in Australia．Would you like to accept the appointment?//

B．假如條件談得攏，我們很愿意代表你們。//

A．What’s the annual order you can guarantee?//

B．說(shuō)得有把握一些，不少于20萬(wàn)美元，作個(gè)開(kāi)頭。我無(wú)需說(shuō)，你們的價(jià)格必須具有競(jìng)爭(zhēng)性。//

A．Certainly．Terms for our agents are usually the best ones．Now what is the territory to be covered?//

B．全澳大利亞。//

A．And the commission you expect?//

B．總銷(xiāo)售額的10%。//

A．We can’t go as far as that．We generally allow our agents in this line a commission of 8%．//

B．以給我們一些津貼作為促銷(xiāo)費(fèi)用嗎?//

A．I’m afraid we can’t pay for your sales promotion．//

B．要是這樣的話，傭金如果少于10%這生意就不值得我們?nèi)ゲ傩牧?。要知道，每一塊錢(qián)都是拼著命去掙來(lái)的。//

A．May be we can come back to this later．//

Dialogue 3談?wù)摯黉N(xiāo)計(jì)劃(Talking about Promotion Plans)

A．We’d like to have the right of sole distribution of your sports goods in our area．//

B．體育用品這面太廣了。我建議你是否先試做幾樣商品。//

A．We’re now working on your sports wear．I’m thinking of expanding into sports equipment．That market，as I see it，has got a lot of potential．//

B．你肯定不是過(guò)分樂(lè)觀?//

A．No，not in the least．Of course，we’ll have to go all out to promote the sale．//

B．你們計(jì)劃怎么做?//

A．We have a showroom in the center of downtown area．We would arrange the best space to display your goods．//

B．這主意不錯(cuò)。//

A．We’ll take a stand at the coming International Fair to make your brands known in the trade．//

B．給買(mǎi)貨的人們留下深刻的印象。售后服務(wù)怎么辦?//

A．We will deal with that too．It’s vital to one’s success．//

Dialogue 4婉拒代理要求(Declining Request)

A．It’s in your interest to have an agent to give you an on－the－spot push and to help establish your market channels．//

B．你說(shuō)得對(duì)。不過(guò)從另一方面來(lái)說(shuō)，盡可能通過(guò)多一些渠道去做，也可以增加銷(xiāo)售。//

A．Making offers through many channels is，in fact，competing against yourself．//

B．只要我們銷(xiāo)售人員工作得當(dāng)，這問(wèn)題并不大。//

A．I know your sales force is very professional．You may get big orders now，but in the long run your market will never grow，not until you have an agent．//

B．謝謝你的忠告，我很明白你的意思。有機(jī)會(huì)時(shí)我們會(huì)考慮你的建議的。//

九、外國(guó)投資(Foreign Investment)

1．常用口譯詞匯與短語(yǔ)

2．口譯練習(xí)

Dialogue 1投資環(huán)境(Investment Environment)

A．I see the city is being built into a financial and trade center．//

B．那是我們到2，000年的目標(biāo)。我們歡迎四?？蜕虂?lái)此投資。//

A．I know the city has a sound industrial foundation and you’re quite experienced in management．But as a coastal open port，what are its communications like?//

B．為了發(fā)展交通，在過(guò)去幾年中市政府投資了幾百億元?，F(xiàn)在這里的水陸空交通都比較發(fā)達(dá)。//

A．Can the city provide good postal and telecommunication services?//

B．郵電通信業(yè)務(wù)正在迅速發(fā)展。據(jù)我所知，市郵電局與大約七十個(gè)國(guó)家和地區(qū)的郵局建立了郵件直通關(guān)系。像傳真、數(shù)據(jù)通訊、會(huì)議電視、磁卡電話、可視電話、電子信函等業(yè)務(wù)皆可辦理。//

A．How about the supply of energy?//

B．我們的電力供應(yīng)還不充足，這是事實(shí)。不過(guò)一座新的發(fā)電廠已經(jīng)建成，另有一座熱電廠和煤氣廠也即將先后建成，能源方面的供應(yīng)矛盾將隨之得到緩解。//

A．So you’ve been making great efforts and adopting effective measures to create a better environment for foreign investment．//

Dialogue 2申報(bào)合資企業(yè)(Establishing Joint Ventures)

A．Are the procedures of setting up a joint venture rather complicated?//

B．過(guò)去手續(xù)比較復(fù)雜，不過(guò)情況已經(jīng)改變。為了簡(jiǎn)化手續(xù)和加快速度，市政府建立了外國(guó)投資工作委員會(huì)，處理一切有關(guān)審批外商投資項(xiàng)目的事情。//

A．That saves time and makes things much easier．You just said the proce-dures have been simplified．What do I have to do if I want to start a joint venture here?//

B．首先，你得先進(jìn)行一些市場(chǎng)調(diào)研，選擇一項(xiàng)合適的項(xiàng)目和尋找一位合適的中方合作者。//

A．I suppose choosing the right project is the key point．//

B．你說(shuō)得對(duì)。//

A．Do we sign an agreement with the Chinese company?//

B．不是簽訂協(xié)議，是意向書(shū)。然后由中方合作者向有關(guān)的審批機(jī)關(guān)報(bào)送項(xiàng)目建議書(shū)。//

A．Is that all if the project proposal is approved?//

B．喔，還沒(méi)有那么簡(jiǎn)單。這只是第一個(gè)階段要做的事。//

A．Then what is involved in the second stage?//

B．你和你的中方合作者要制訂三個(gè)文件:可行性報(bào)告、合同以及章程，交原審批機(jī)關(guān)進(jìn)行審批。//

A．How long will it take for all these documents to be approved?//

B．根據(jù)現(xiàn)行規(guī)定，對(duì)項(xiàng)目建議書(shū)的審批時(shí)間不能超過(guò)20天;對(duì)可行性報(bào)告等的審批時(shí)間不超過(guò)30天。//

Dialogue 3優(yōu)惠政策(Preferential Policies)

A．What projects will mostly likely be needed?//

B．如果你們能引進(jìn)資金密集型或技術(shù)密集型項(xiàng)目，你們可享受很多優(yōu)惠待遇。//

A．what are your preferential policies for foreign investors?//

B．有不少。例如，減少所得稅或甚至在一定時(shí)期內(nèi)免交所得稅。//

A．Could you be more specific about the income tax system?//

B．對(duì)不同類(lèi)型的項(xiàng)目征稅不一樣。如果是生產(chǎn)性質(zhì)項(xiàng)目，所得稅可由30%減為24%。如果那項(xiàng)目在新經(jīng)濟(jì)開(kāi)發(fā)區(qū)興辦，則稅率僅為15%。我這里有一本手冊(cè)，其中有詳細(xì)說(shuō)明。你要不要看一下?//

A．Thank you very much．I’ve heard that you’ve softened the terms in certain aspects．What are they?//

B．你消息很靈通啊。我可以提一下比較明顯放寬的幾項(xiàng)政策:如技術(shù)密集型產(chǎn)品可以按比較大的比例內(nèi)銷(xiāo)，只要企業(yè)自己的用匯能夠用自己出口產(chǎn)品所取的外匯來(lái)平衡。//

A．That’s really something encouraging．//

B．另外一項(xiàng)是允許外國(guó)投資者投資于專(zhuān)業(yè)醫(yī)院項(xiàng)目和學(xué)校項(xiàng)目。//

A．Very good moves．To help you to attain international standards in these respects．//

B．還有一項(xiàng)是外國(guó)投資者可以投資于內(nèi)銷(xiāo)房地產(chǎn)項(xiàng)目。//

A．That’s a very interesting line．I’m sure it’ll attract the attention and interest of many investors．//

Dialogue 4設(shè)立辦事處(Setting up a Representative Office)

A．We’re thinking of setting up a representative office here．Could you give me some advice?//

B．很樂(lè)意。第一件事是委托本市一家具有對(duì)外經(jīng)濟(jì)貿(mào)易權(quán)的公司去提出申請(qǐng)。//

A．That firm，I suppose，is in the same line of business as ours．// B．對(duì)。//

A．Who should that firm apply to for approval?//

B．對(duì)外經(jīng)濟(jì)貿(mào)易委員會(huì)。//

A．What documents and materials should be provided when making application?//

B．有好幾份呢:申請(qǐng)書(shū)、開(kāi)業(yè)證書(shū)、資信證書(shū)、授權(quán)書(shū)以及那機(jī)構(gòu)代表的簡(jiǎn)歷和身份證件。//

A．I see．That’s the usual procedure．Anything else?//

B．哦，我差點(diǎn)忘了。還有辦公室租房合同。//

A．Certainly．The representative must have an office to work in．//