第二十三課　詢價(jià)與報(bào)盤(pán)

參考譯文

◎背景簡(jiǎn)介

詢價(jià)的目的就是買(mǎi)方想要尋求貨源、服務(wù)及有關(guān)信息。談判進(jìn)行的第二天，會(huì)議比預(yù)料的要長(zhǎng)一些，因?yàn)檎勁虚_(kāi)始接觸到實(shí)質(zhì)性的問(wèn)題了。

◎情景會(huì)話

1.促銷(xiāo)

Z：早上好，布朗先生，今天上午會(huì)談開(kāi)始時(shí)，我想詢問(wèn)一下，你是否對(duì)我們的紡織品感興趣。

B：是感興趣，張先生。我們正在考慮訂貨。如果你們的價(jià)格合理，我們希望和你們做成幾筆買(mǎi)賣(mài)。

Z：布朗先生，很高興聽(tīng)到你提供的這個(gè)信息，你已經(jīng)看了交易會(huì)上的展品，能讓我知道你對(duì)哪幾種具體的商品感興趣嗎？

B：除絲綢外，我?guī)缀鯇?duì)所有的棉織品都感興趣，如T恤衫、男女襯衫、運(yùn)動(dòng)衫、男裝和女裝，甚至乳罩、浴衣和睡衣等。我們準(zhǔn)備和你們談?wù)勥@方面的生意。

Z：你覺(jué)得這些產(chǎn)品在美國(guó)有銷(xiāo)路嗎？

B：我覺(jué)得有銷(xiāo)路，我們推銷(xiāo)這些商品是不會(huì)有什么困難的。正如你所知道的，歐美人對(duì)合成纖維織物已厭倦了?，F(xiàn)在有個(gè)傾向，越來(lái)越多的人喜歡買(mǎi)棉織品和絲織品。

Z：正如許多人說(shuō)的那樣，時(shí)間已經(jīng)證明，自然界的東西比人造的好。穿絲織品和棉織品使你感到很舒服。

B：這是購(gòu)貨單，如果貴方出口的貨物質(zhì)量和所陳列的樣品一樣好，且價(jià)格合理，我們打算經(jīng)常向貴公司訂購(gòu)相當(dāng)數(shù)量的貨物。

Z：布朗先生，我可以向你擔(dān)保，我們的產(chǎn)品質(zhì)量?jī)?yōu)良，價(jià)格合理。這是我們最近的價(jià)格表，你會(huì)發(fā)現(xiàn)我們的價(jià)格極有競(jìng)爭(zhēng)性。

2.詢價(jià)與報(bào)盤(pán)

B：張先生，關(guān)于這些產(chǎn)品，你能先提出一個(gè)估價(jià)嗎？

Z：謝謝你的詢盤(pán)，按離岸價(jià)，還是按到岸價(jià)？

B：希望你們報(bào)成本加保險(xiǎn)費(fèi)、運(yùn)費(fèi)到舊金山的最低價(jià)。

Z：為便于我方報(bào)價(jià)，可以告訴我你方所需要的數(shù)量嗎？

B：如果你方向我方報(bào)最低價(jià)，我們想每一種訂購(gòu)20 000打。

Z：T血衫、男女襯衫、運(yùn)動(dòng)衫、男式常服和女式常服是舊金山到岸價(jià)打80美元。乳罩、浴衣和睡衣每打30美元。其他棉織品和絲綢詳見(jiàn)我們最近的目錄單和價(jià)格表。

3.詢問(wèn)目錄單與價(jià)格表

B：張先生，我想買(mǎi)湘繡，你們有這方面的目錄單和價(jià)格表嗎？

Z：我們當(dāng)然有，給你，這是我們的湘繡和其他絲織品的目錄單和價(jià)格表。不知你喜歡什么樣的花色品種？

B：讓我看看。我覺(jué)得這幾個(gè)品種的花色不錯(cuò)。你們的舊金山的到岸價(jià)是……。哦，你們的價(jià)格都是離岸價(jià)，而我們卻希望你報(bào)到岸價(jià)。

Z：那容易辦到，我可以讓我們的裝運(yùn)部算出到岸價(jià)。

B：什么時(shí)候可以得到你們的到岸價(jià)的實(shí)盤(pán)？

Z：我們?cè)诮裉煜挛缈梢运愠鰜?lái)，明天上午交給你方。

4.報(bào)到岸價(jià)

B：你們算出來(lái)了嗎，張先生？

Z：算出來(lái)了，這是我們的到岸價(jià)格表，請(qǐng)仔細(xì)過(guò)目。

B：表中的價(jià)格都是實(shí)盤(pán)嗎？

Z：在有效期內(nèi)，表中所列價(jià)格都是實(shí)盤(pán)。有效期過(guò)后，表中所有的報(bào)價(jià)以我方最后確認(rèn)為準(zhǔn)。

B：不知你們的價(jià)格有沒(méi)有變化？

Z：這些產(chǎn)品都是我們的暢銷(xiāo)貨，因?yàn)檫@些產(chǎn)品的花色品種是目前國(guó)際市場(chǎng)上比較流行的，所以我們產(chǎn)品的價(jià)格將按照國(guó)際市場(chǎng)的價(jià)格而變化。

B：那就意味著你方的價(jià)格有上漲的可能。

Z：是的，有這種趨勢(shì)。

B：你方的目前的報(bào)價(jià)幾天內(nèi)有效？

Z：我們的報(bào)價(jià)三天內(nèi)有效。

B：如果你方價(jià)格優(yōu)惠，我們可以馬上訂貨。

Z：如果你們訂貨量大，價(jià)格我們還可以考慮。

◎參考答案

I.Comprehension questions on situational conversation：

1.Because the negotiations get down to brass tacks.

2.He opens the morning’s talks by asking if Mr.Brown is interested in the textiles of the Changsha Foreign Trade Import ＆ Export Company.

3.Yes, he is.He is thinking of placing an order.If the price is reasonable, he hopes to conclude substantial business.

4.Beside silks, Mr.Brown is interested in nearly all of the cotton piece goods, such as T-shirts, men’s shirts, blouses, sport shirts, lounge suits, women’s suits, even bras, bathrobes, pajamas and so on.

5.Because wearing silks and cotton piece foods makes people comfortable.People in Europe and America have been tired of wearing synthetic fabrics.More and more people like to wear natural goods.

6.Yes.If the quality of the goods is as good as that of the samples displayed at the Export Commodities Fair, and the prices are reasonable, Mr.Brown would expect to place regular orders for fairly large numbers.

7.They are two kinds of prices in international business.The first one, CIF, means the price including the Cost, Insurance and Freight.The second means the price including all the seller’s cost until the goods are sent on the board for transportation, that is Free on Board.

8.When we inquire about the price, we can express our ideas in many ways, for example, we can say, “Can you give us an indication of your prices?” “I’d like to have your lowest quotation CIF Shanghai?” or “If you can quote us your lowest prices, we’d like to place a large order.” and so on.

9.He would like to order 20,000 dozen on each item if he could get the lowest quotation.

10.Because the patterns of Mr.Zhang’s products are relatively popular in the international market and all the products are best selling lines.By this estimate, Mr.Brown says that means your price will increase possibly.

II.Complete the following dialogues：

1.B：It’s a great pleasure, Mr.B, to have the opportunity of meeting you.I believe you have seen the exhibit at the Export Commodities Fair.I’d like to know what particular items are you interested in.

2.B：Ihave seen the exhibits and studied your catalogues.I think some of the items will find a ready market in Canada.Here is a list of my requirements, for which I’d like to have your lowest quotations CIF Vancouver.

3.B：Yes.We are thinking of placing an order, and we’d like to know what you can offer along this line as well as your sales conditions.

4.B：Certainly.I’ll make an appointment for you with Mr.Wang of Changsha Branch of China National Animal By-products Corporation.

5.B：Yes, I will.I am interested in your hardware.If your prices are favorable, and if I can get the commission I want, I can place the order right, away.

6.B：The price for copper is ＄200,000 per ton FOB Chilean Port.

7.B：In order to conclude business, we may make some concessions.We can do more than a 2％ reduction.

8.B：Yes, this is the price list, but it serves as a guide line only.All the quotations on the list are subject to our final confirmation.

9.B：We have the offer ready for you.You see, here is 1,000 tons of cotton, at 650 pounds sterling per ton, CIF European Main Ports, for shipment in July, 1999.The offer holds good for 3 days.

10.B：Taking everything on consideration, you’ll find that our prices are favorable when compared with the quotations you may get elsewhere.

III.Make sentences with the following：

1.Now, let’s get down to the matter of our current transaction.

2.The minister of our foreign affairs is authorized to issue the following statement to the government of the U.S.A.

3.Nowadays the young women in China are tired wearing the hair type of past time.

4.We can assure you of our best attention about the problem establishing business relations between our two corporations.

5.Please send us various samples of your Shanghai Printed Pure Silk Fabrics so that to help us decide how many we should order.

6.Would you please work out the discount about this lot so that we can make settlement of accounts in time?

7.This offer is subject to immediate acceptance by fax.

8.① The term of this loan is fifteen years.

② During his term of office as chairman, the company made very good profits.

IV.Translate the Chinese in the brackets into English, then use them to replace the italicized parts in the sentences：

1.① your electronic computers

② various kinds of hardware in your company

③ your cameras and photographic goods

④ inquiring about possibility of establishing long-term trade relations with your company

⑤ importing your oil-drilling equipment

2.① you have any difficulties in promoting the sales of our products

② whether it is necessary for us to arrange for further discussion

③ how is the fur market

④ our price can be acceptable

⑤ when you will get your new supply

3.① our prices are favourable compared with those offered by other manufactures either in Europe or anywhere else

② taking the quality into consideration, our prices are most reasonable

③ although elsewhere prices for hardware have gone up tremendously in recent years, our prices haven’t changed much

④ our prices are in line with the international market

⑤ the price of this product has changed a bit compared with that we offered last year

4.① to conclude some substantial business with you

② to do business on the principles of equality and mutual benefit

③ to have your FOB.quotation sheet

④ to have your firm offer of CIF Sidney

⑤ to have your favourable firm offer of 600 metric tons of cotton

5.① The quality can stand competition; or The quality is most competitive

② The colours and patterns of our products are relatively popular in the international market

③ The property is popular to the endusers

④ The demands are much more than we expect

⑤ The lowest CIF quotation Los Angeles is 200,000 per metric ton

6.① firm offer

② non-firm offer

③ CIF firm offer

④ subject to acceptance by telex within 3 days

⑤ firm for 7 days

V.Read and translate the following mini dialogues：

1.接待新顧客（1）

A：早上好，我叫A，加拿大人。這是我的名片。

B：?jiǎn)?，從名片看?lái)，你專(zhuān)營(yíng)糧油食品。

A：是的，這生意我們已做了十多年了。貴國(guó)在倫敦的商務(wù)處的劉先生介紹我來(lái)找你們的。

B：我們很樂(lè)意幫忙。并能保證全力合作。

2.接待新顧客（2）

A：你是做什么生意的？

B：我們供應(yīng)各種類(lèi)型和尺寸的機(jī)床。

A：現(xiàn)在我們想進(jìn)口一些中國(guó)制造的機(jī)床—如果你們的價(jià)格優(yōu)惠的話。

B：我們希望能很好合作。

A：我們可以仔細(xì)看看你們的樣品嗎？

B：歡迎參觀。那邊的那位C先生將帶你去樣品間。

3.詢價(jià)（1）

A：我是A，美國(guó)人。我是第一次訪問(wèn)貴公司。

B：歡迎你，A先生。很高興有機(jī)會(huì)見(jiàn)到你。你對(duì)什么產(chǎn)品感興趣？

A：我對(duì)你們的生絲感興趣，希望你報(bào)成本加保險(xiǎn)費(fèi)、運(yùn)費(fèi)到溫哥華的最低價(jià)。

B：謝謝你方的詢價(jià)，這是我們的CIF價(jià)格表，所有的價(jià)格都以我的確認(rèn)為準(zhǔn)。

4.詢價(jià)（2）

A：十分高興有機(jī)會(huì)拜訪貴公司，但愿能同你們做成幾筆大買(mǎi)賣(mài)。

B：A先生，相信你在展銷(xiāo)會(huì)上已看到了展品，你對(duì)哪幾種產(chǎn)品感興趣。

A：我對(duì)你們的棉織品很感興趣。我看有些東西在澳大利亞好銷(xiāo)，供應(yīng)情況怎么樣？

B：目錄中大部分商品貨源充足。

A：這是我們的詢價(jià)單。希望你們報(bào)成本加保險(xiǎn)運(yùn)費(fèi)到悉尼價(jià)。

B：行，我們可以立即替你把這價(jià)格算出來(lái)。

5.詢價(jià)（3）

A：B先生，我們什么時(shí)候可以得到你們的成本加保險(xiǎn)費(fèi)、運(yùn)費(fèi)的實(shí)盤(pán)？

B：我們今晚算出來(lái)，明天上午讓你知道。

A：我來(lái)這里，這對(duì)你來(lái)說(shuō)適合嗎？

B：適合。明天上午十點(diǎn)見(jiàn)。

A：明天上午十點(diǎn)見(jiàn)。

6.詢價(jià)（4）

A：請(qǐng)介紹一下你方的價(jià)格，好嗎？

B：這是我們的最新價(jià)格表。

A：表中的價(jià)格都是實(shí)盤(pán)嗎？

B：表中所有的價(jià)格以我們的最后確認(rèn)為準(zhǔn)。

7.報(bào)盤(pán)（1）

A：請(qǐng)報(bào)目錄中所列商品的價(jià)好嗎？

B：這是報(bào)價(jià)單。但是這些價(jià)格是以我方最后確認(rèn)為準(zhǔn)。如果你有具體詢價(jià)，我們可以報(bào)實(shí)盤(pán)。

A：9908號(hào)商品看來(lái)我可以試試。

B：你想要多少數(shù)量？

A：做100萬(wàn)碼開(kāi)個(gè)頭。

B：什么時(shí)候要貨？

A：九月初。

8.報(bào)盤(pán)（2）

A：B先生，我今天上午能拿到報(bào)價(jià)單嗎？

B：當(dāng)然能。根據(jù)你方要求，我們向你方報(bào)盤(pán)如下：1 000打大、中、小不同型號(hào)不同顏色的天鵝牌男式襯衫。

B：對(duì)，對(duì)。價(jià)格呢？

天鵝牌男式襯衫的舊金山到岸價(jià)格如下：

大號(hào)：192.24美元/打

中號(hào)：168.12美元/打

小號(hào)：144.00美元/打

關(guān)于裝運(yùn)與支付，如我們所達(dá)成的協(xié)議，也就是 2013年九、十月間，以保兌的、不可撤銷(xiāo)的、即期匯票信用證支付。這一報(bào)盤(pán)有效期十天。

A：?jiǎn)?，你方的?bào)盤(pán)比我預(yù)期的可是高得多呀，這我們恐難接受。

B：怎么，難道你們不知道市場(chǎng)情況嗎？真的不知道市價(jià)正上漲嗎？近幾年世界范圍的棉花減產(chǎn)，不可避免地要影響棉紡織品的價(jià)格。

A：如果情況真的是這樣，恐怕我就不得不接受了，就怕我們難以說(shuō)服我們的顧客按這個(gè)價(jià)格購(gòu)買(mǎi)。