CLIVE HARRIS: Jenny, I' d like to dictate a letter which needs to be faxed as soon as possible to Mr. Smith.
克莱夫．哈里斯：詹妮，我要口述一封信，请你尽快传真给史密斯先生。
JENNY ROSS: Right, I' m ready.
詹妮．罗斯：好的，我准备好了。
CLIVE HARRIS: Dear Mr. Smith...I have learned that you have decided to select Dealer Dan for your catalogue, instead of Big Boss.
克莱夫．哈里斯：亲爱的史密斯先生 ……我了解到你决定选用“商人丹”进入你的产品目录而没选“大老板”。
I understand that your reasons for rejecting "Big Boss"are as follows:
我想你拒用“大老板”的原因可能有以下几点：
1. That the unit cost will be 30% higher than the rival product.
1、我们的产品比竞争对手的单价约高30%。
2. That the launch date of Big Boss will be three weeks later.
2、“大老板”的上市日期将迟3个星期。
3. That J.K. Toys, the manufacturer, will mount an extensive advertising campaign to coincide with the launch date of the product and the mailing date of your catalogue.
3、J.K.玩具公司将在产品上市日和你的产品目录投递日展开大范围的广告攻势。
I would like you to reconsider your decision in the light of the following:
我希望你能根据以下几点重新考虑你的决定：
1. Bibury Systems have rescheduled the launch date of Big Boss to January 15th--one week before the planned launch of Dealer Dan.
1、Bibury系统公司已把“大老板”的上市日期重新定在1月15日－－比“商人丹”的上市要提前一周。
2. Because of the market profile of your catalogue, we have decided to offer you an extra 2.5% commission on sales through the catalogue in exchange for exclusivity.
2、由于你的产品目录的市场概况，我们决定通过你的目录而购买我们产品的，我们会给你额外2.5%的佣金，交换条件是我们产品在你的目录里的唯一性。
3. In addition, Bibury Systems are prepared to offer your customers a discount of 15% on the recommended retail price.
3、此外，Bibury系统公司准备向你的客户提供在建议零售价基础上给予15%的优惠。
I am sure that this new information will encourage you to reconsider your decision and include"Big Boss"in your Spring Edition.
我相信这些新的信息将鼓励你重新考虑你的决定，把“大老板”列入你的春季产品目录里。
I look forward to receiving your thoughts on this matter.
期望收到你对这件事情的想法。
Yours sincerely, Clive Harris MD Bibury Systems.
你真诚的朋友，克莱夫．哈里斯， MD Bibury系统公司。

sales force 销售势力

game plan　对策／行动计划

 DON BRADLEY: The most important thing now is to let all of the sales force know about this change in our game plan.
堂．布拉德利：现在最重要的事就是让我们的销售人员了解我们在销售计划方面的变化。
Jenny, we need to write them at once.
詹妮，我们要立刻书面知会他们。
We need to give them some of the background to this--about what J.K. Toys are planning,
我们要给他们一些背景--有关J.K.玩具公司的计划
and about our new marketing strategy--that' s 1. the launch date 2. the price cut.
有关我们新的营销策略--也就是1、上市日期 2、降低价格
And 3. the increased advertising budget.
3、增加广告预算。

KATE MCKENNA: We need to make it clear that "Big Boss"is an absolute priority.

二、New words and expressions生词和短语

reconsider　再考虑

reject　拒绝

coincide　同时发生

exclusivity　独享的、单独的

discount　减价、折扣

commission　佣金

market profile　市场扫描

mailing date　邮寄时期

in the light of　介于、由于

mount a campaign　发动一场战役、进行一次广告活动

 Dialogue（三）

CLIVE HARRIS: Jenny, I' d like to dictate a letter which needs to be faxed as soon as possible to Mr. Smith.
克莱夫．哈里斯：詹妮，我要口述一封信，请你尽快传真给史密斯先生。
JENNY ROSS: Right, I' m ready.
詹妮．罗斯：好的，我准备好了。
CLIVE HARRIS: Dear Mr. Smith...I have learned that you have decided to select Dealer Dan for your catalogue, instead of Big Boss.
克莱夫．哈里斯：亲爱的史密斯先生 ……我了解到你决定选用“商人丹”进入你的产品目录而没选“大老板”。
I understand that your reasons for rejecting "Big Boss"are as follows:
我想你拒用“大老板”的原因可能有以下几点：
1. That the unit cost will be 30% higher than the rival product.
1、我们的产品比竞争对手的单价约高30%。
2. That the launch date of Big Boss will be three weeks later.
2、“大老板”的上市日期将迟3个星期。
3. That J.K. Toys, the manufacturer, will mount an extensive advertising campaign to coincide with the launch date of the product and the mailing date of your catalogue.
3、J.K.玩具公司将在产品上市日和你的产品目录投递日展开大范围的广告攻势。
I would like you to reconsider your decision in the light of the following:
我希望你能根据以下几点重新考虑你的决定：
1. Bibury Systems have rescheduled the launch date of Big Boss to January 15th--one week before the planned launch of Dealer Dan.
1、Bibury系统公司已把“大老板”的上市日期重新定在1月15日－－比“商人丹”的上市要提前一周。
2. Because of the market profile of your catalogue, we have decided to offer you an extra 2.5% commission on sales through the catalogue in exchange for exclusivity.
2、由于你的产品目录的市场概况，我们决定通过你的目录而购买我们产品的，我们会给你额外2.5%的佣金，交换条件是我们产品在你的目录里的唯一性。
3. In addition, Bibury Systems are prepared to offer your customers a discount of 15% on the recommended retail price.
3、此外，Bibury系统公司准备向你的客户提供在建议零售价基础上给予15%的优惠。
I am sure that this new information will encourage you to reconsider your decision and include"Big Boss"in your Spring Edition.
我相信这些新的信息将鼓励你重新考虑你的决定，把“大老板”列入你的春季产品目录里。
I look forward to receiving your thoughts on this matter.
期望收到你对这件事情的想法。
Yours sincerely, Clive Harris MD Bibury Systems.
你真诚的朋友，克莱夫．哈里斯， MD Bibury系统公司。

 三、商务书信的写作结构：

（一）、

1.提供背景材料--- give background

2.提出问题--- show the problems

3.说明打算做什么---say what intend to do

4.询问---make a request

5.客气的结尾---finish with a polite phrase

（二）、

1.开始用：

Dear Peter/Dear Sir

2.结尾用：

yours/best regards/yours sincerely/ yours faithfully

3.提出问题的解决办法时用：

you need to...

eg:You need to go to America.

The most important thing is...

eg: The most important thing now is to let the sales force know about the change.

We can...

eg:We can increase our advertising budget.

We must...

eg:We must get into Mr.Smith's catalogue.

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