商务英语复习资料.docx
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商务英语复习资料
2.deliveryn交货,/shipment
effectdelivery交货/makedelivery交货
takedelivery提货
e.g.Wemustinsistondeliverywithinthetimedated,andreservetherighttorejectthegoods,shouldtheybedeliveredlater.
我们坚持在原定日期内交货，若迟交则保留拒收的权利
e.g.Willyoubeabletodeliverwithin5weeksofreceiptoforder?
你方能否在收到订单后五周内交货？
3.C.I.F.C3%价格术语：
成本保险加运费含佣金百分之三
4.commissionn佣金
明佣opencommission/暗佣sleepingcommission
含我方佣金百分之三
Our3%commission/acommissionof3%
inclusiveofour3%commission
includingourcommissionof3%
两笔（或几笔）佣金—twoitemsofcommission/severalitemsofcommission
e.g.Inviewofourlong-standingbusinessrelationship,wewouldliketoallowyouanother2%commissionforfurtherpromotionofourproducts.
考虑到我们之间长期的.贸易关系，我们愿再给你方百分之二的佣金，以促进我方产品进一步扩大销售。
e.g.Acommissionof5%willcertainlyhelpyouinpushingyoursales.
百分之五的佣金肯定会有助于你们的销售。
e.g.我们愿给百分之五的佣金作为让步
Tomeetyouhalfway,we’llgiveyouacommissionof5%.
aspecialdiscount特别折扣
cashdiscount现金折扣
tradediscount同业折扣，商业折扣
quantitydiscount数量折扣
exceptionaldiscount额外折扣
atadiscount削价，降价，无销路的
E.g.Weagreetogiveyou15%discountprovidedyouorder100,000sets
我们同意给你方百分之十五的折扣，但你得订购十万套才可以。
itemsn.项目；条款；商品；货物
类似的表达法及区别：
Goods在商业英语中泛指货物
Article指某一种商品而且有不同的规格
Commodity（比较正式），尤其指一个国家的主要商品
Merchandise泛指商品，不特指某一商品，
Cargo指已装上运输工具、准备运走的货物
Consignment指一批货物
illustratedcatalogue有插图的商品目录
asteadydemand稳定的需求
selectivebuyer挑剔的买主
generalenquiry一般询盘
highquality优质
fashionabledesigns款式新颖的设计
craftsmanship精湛的工艺
quantitydiscount数量折扣
1）Alsounderseparatecoverwearesendingyouafullrangeofgoods____b_____.
a.ofexportb.forexportc.exporttod.export
2）Wewouldliketo_______d__youadiscount_________5%,ifyourorderexceedsUSD$1,000.
a.give/tob.provide/ofc.allow/tod.allow/of
3）Ourproductswillappeal____b_____yourmarket.
a.forb.toc.ond.in
4）We________b_Mr.Smithsthatyouareinthemarketofwoolenmixedblanket.
a.getinformationaboutb.learnfrom
c.areinformedbyd.aretoldby
5）Weareofferingyougoods______b___veryhighquality.
a.atb.ofc.withd.for
6）Youcan_______c__ourbestattentiontoyourspecificrequirements.
a.relyb.replayonc.relyond.lieon
7）Pleasesendusyour___b______catalogue,togetherwithsamplesyoucanletushave.
a.illustrateb.illustratedc.illustratingd.illustration
8）ThankyouforyourletterofOctober20,____c_____forOilseeds.
a.invitingb.expectingc.enquiringd.asking
9）Thereisa______c___forChinesecottoninourmarket.
a.greatneedb.increasingneedc.steadydemandd.risendemand
10）_____d____,weareinterestedinbuildingsuitableandlastingtraderelationsthroughouttheworld
Moreexercises:
（1）Fillintheblankswithproperformsofgivenwords:
interestillustrateappealdemandrely
attractiveenquiryexportdiscountsale
1）Wewouldliketomentionthatifyourpriceisanddeliverydateacceptable,weshallplaceourorder____attractive__withyouimmediately.
2）Weare____interested_____inyourcottonpiecegoods,andareinthemarketforit.Wehopetoreceiveyourenquiryatanearlydate.
3）WhilethankyouforyourletterofMarch5,weregrettoinformyouthattheitemyouare___enquired______forisinshortsupply.
4）Wearemainlyexporting_________Chineseelectronics.Wehaverecentlyconcludedatransactionof$10,000onthetermsofD/Patsight.
5）Wehavetodoalotofadvertisingwithyourgoodstopushthe_sales_______.
6）Theproduct____appealing_____toyourmarketisourlatestone.
7）Thankyouforyourepeatorder,asusual,youcan_____rely____onustoeffecttheshipmentwellbeforeyourrequiredschedule.
8）Yourquotationistoohighandoutoflinewiththeprevailingmarketlevel,weaskyoufora5%_____discount____.
9）Thepamphletenclosednotonlyprovidesyouwiththenecessaryinformationaboutthemachine,butalso____illustrates______thewaysofoperatingthem.
10）Inordertocomplywiththe_______demands__oftheirbuyers,manysuppliershavebeendoingbusinessonD/PorD/Abasis.
（2）.Correctthemistakesinthefollowingsentences
1）WeshallplacealargeorderforLady’sblousefromyou,ifthetimeofdeliveryisacceptabletous.
from改为with
3）Regardingwalnutmeats,wewouldinformyouthatthefewparcelswehaveatpresentareundershortsupplyelsewhere.
under改为in
4）ThroughthecourtesyofMr.Smiths,wearegivingtounderstandthatyourareleadingimporterofelectronicgoodsinyourarea.
giving改为given
5）Weareinterestedinyourriceanddonotfindyourofferofbeansinterested.
句末的interested改为interesting
6）Shouldyourpricebefoundcompetitiveanddeliverydateaccepting,weintendtoplacealargeorderwithyou.
accepting改为acceptable
7）Pleaserelyonusthatwewillgivepromptattentioninyourenquiry.
in改为to
8）Atrequest,weareenclosingyouourlatestpricelistforyourreference.
Atrequest改为Asrequested
9）Weareinformedthatyouareabletosupplylargequantitiesofthisproductonattractiveprices.on改为at
10）Wehavequotedourpricessolowthattheyshouldappealinyourmarket.
in改为to
（3）.CompletethefollowingsentencesinEnglish:
1）Weshouldbeobligedifyouwould______________.
a.立即给我们寄样品
b.告知我方你处市场行
c.报女式衬衫的最低价
a.sendussamplesimmediately
b.informusofyourmarket
c.giveusthelowestpriceforladies’blouse
2）Weshouldappreciateditifyouwill______________.
a.随函附有插图的商品目录
b有兴趣购买我公司的茶叶
c介绍你公司的其他产品
a.encloseanillustratedcatalogue
b.beinterestedtopurchaseourtea
c.introduceyourotherproducts
3）Wearesendingyouunderseparatecover_____________.
a.你方询盘的样品
b两本关于我们产品的小册子
c有关商品的价目单
samplesyouenquiredfor
b.twopamphletsaboutourproducts
c.thepricelistforrelativecommodities
1）我公司对贵公司的款式新颖的待出口的棉布很感兴趣（beinterestedin,forexport）
Weareinterestedinyourfashionablecottonpiecegoodswhicharefor
export.
2）从你方8月30日信中得悉，你方对我方的新产品感兴趣。
（learnfrom…that）
WelearnedfromyourletterofAugust30thatyouareinterestedinournewproducts.
3）现随函寄去我方的最新商品插图目录，以及你方想要的一些样品。
（illustratedcatalogue）
Weareenclosingourlatestillustratedcatalogueandpricelist,togetherwithsomesamplesyouaskfor.
4）我们有一批优质的羊毛衫待售。
（ofhighquality,forsale）
Wehaveastockofwoolensweatersofhighqualityforsale.
5）应你方要求，现另寄我方冬季价目表一份以供参考。
（asrequested,foryourinformation）
Asrequested,wearenowsendingunderseparatecoverourwinterpricelistforyourinformation.
6）我们要求的货物应经久耐用、色彩鲜艳，这样才能吸引顾客。
（appealto）
Thegoodswerequireshouldbedurableinquality,brightincolorsoastoappealtothecustomers.
7）你方尽可放心，我方的产品能够满足你方市场的需要。
（relyon,meet…）theneedof）
Youcanrelyonthefactthatourproductwillmeettheneedofyourmarket.
8）供你方参考，如订购超过5,000美元，我们愿意给你方3%的特殊折扣。
（foryourinformation,allowaspecialdiscount）
Foryourinformation,wewouldliketoallowyouaspecialdiscountof3%ontheorderofoverUSD$5,000.
还盘是交易方式之一，实质上是在某种程度上对原发盘的拒绝，受盘人在接到发盘后，不能完全同意发盘的内容，为了进一步磋商交易，对发盘提出修改意见，用口头或书面形式表示出来，就构成还盘。
还盘是原接盘人以发盘人地位提出的新发盘。
因此，一经还盘，原发盘即失效，新发盘取代它成为交易谈判的基础。
写作步骤
表达方式
（）对发盘人的报价表示感谢
Wethankyouforyourofferof……（感谢你方……的报盘）
Thankyouforthesamplesyousentinresponsetoourenquiryof8June.（感谢您对我方6月8日询价的答复并寄来样品。
）
Thankyouforyourpromptreplyanddetailedquotation.（我们感谢您的及时答复和详细报价。
）
（）表示无法接受发盘并说明原因
Thepriceyouofferisoutoflinewiththemarket,soitisunacceptabletous.
贵方报盘与市场不一致,故我方无法接受｡
Weregrettoinformyouthatyourofferisunworkable,assomeparcelsofJapanesemakeshavebeensoldhereatamuchlowerprice.很遗憾贵方报盘无法接受,因为这里有几批日本货以低得多的价格出售｡
Weregrettosaythatthepriceyouquotedistoohightoworkon.很遗憾,贵方所报价格太高,无法进行下去｡
（）对所希望的交易条件提出建议或给予还盘
Wecounter-offerasfollows:
...我方还盘如下……
Yourpriceisonthehighsideandwehavetocounter-offerasfollows,subjecttoyourreplyreceivedbyusonorbeforeApril8,2007.贵方价格偏高,我们不得不作如下还盘,以我方在2007年4月8日或以前收到你方答复为有效｡
Inviewofourlong-standingbusinessrelationship,wemakeyouthefollowingcounter-offer.
鉴于我们之间长期的贸易关系,特向贵方作如下还盘｡
（）希望对方能够接受你所提出的还盘的建议并表示继续合作的愿望。
Itishopedthatyouwouldseriouslytakeitintoconsiderationandletushaveyourreplyverysoon.（希望你方能认真考虑我方的建议并尽快回复。
）
Ifyouacceptourcounter-offer,wewilladviseourenduserstobuyfromyou.如贵方能接受我们的还盘,我们将劝用户向贵方购买｡
Wehopeyouwillconsiderourcounter-offermostfavorable,andfaxusacceptanceatyourearlyconvenience.（希望你方考虑我方的还盘，并尽早发传真表示接受。
）
GlobalTea贸易公司向东田公司5月8日就瓷器茶具的报价做出答复，指出其报价偏高于全球市场行情，并指出类似日产茶具的价格的市价更具竞争性。
建议对方降价15%以促成交易。
Re:
PorcelainTeaSet
Weacknowledgewiththanksreceiptofyouroffer
ofMay8forthesubjectgoods.
Inreply,weregrettosaythatwecan’tacceptit.
Yourpricesareratheronthehighsideandoutof
linewiththeworldmarket.Informationindicates
thatsomeparcelsofJapanesemakehavebeen
soldatamuchlowerlevel.
Wehaveseenyoursamplesandadmitthatthey
areofhighquality,butthereshouldnotbesuchabig
gapbetweenyourpricesandthoseofothersuppliers.
Inordertoconcludethetransaction,wesuggest
thatyoureducethepricesofyourproductsby,say
15%.
Wehopeyoucanacceptthecounterofferandwait
foryourfavorablereply.
Trulyyours,
GlobalTeaLtd
写信意图：
东田公司回函GlobalTea贸易公司指出报价是合理的，尤其是原材料上涨飞快的情况下，公司通过成本控制才能报出此价，不能再接受任何还盘。
DearSirs,
ThankyouforyourletterofNovember30.Wearesorrytofindyourcounter-bidhasleftuswithnoprofitatall.Asyouknowthatourproductsaremadewithsuperiormaterialandareofexquisitehandicrafts,whichhastriggeredtheextracostofourfinalproducts.
升级会员 