Lesson Three

Showroom Visit

(1)

C: This is our showroom.

P: I say! You’ve got some nice things here. Do you get many overseas buyers here?

C: Yes, quite a few. They like to keep up-to-date. You see, we change the display pieces every month.

P: Do you, really? This is a quaint set. What is it? A coffee set?

C: That’s a porcelain coffee set. Maybe a little austere for foreign tastes.

P: I’m afraid it is. What would you say is the trend just now in mood or tastes for tableware? Tea and coffee sets, particularly.

C: I’d say there is gentle move away from the simple to the baroque.

P: Is that an indication that people have enough of simple designs?

C: No, not at all. The simple will remain. Odd shapes or unusual shapes usually last for a couple of years or so, then give away to something else.

P: That’s good for business, surely.

C: It is. This set here, for instance, is popular just now. It looks nice, don’t you think so?

P: Very nice. A dessert set: shallow cups, oval plate and saucer. I think I prefer the round plate and saucer, though.

C: Beautiful colors, shapes, and blendings can be worked in glass nowadays.

P: I agree. Glass always takes a nice polish and looks nice under the lights.

C: Here we are. Mainly glassware in this section.

P: Ah, that’s the line. Flower, fruit and dish sets, I’m sure we could work up a good business in that line, and those vases over there.

C: Well, take a supply of these leaflets. Just a second, I’ll get a set of illustrations for you.

P: Do, please. I’ll take some back with me to show to our distributors.

C: Fine. Thank you.

(2)

H: Here is our sample room.

O: You certainly have got a large collection of sample foodstuffs here.

H: Yes. We are exporting a wide range of foodstuffs to many countries. And the demand is getting greater and greater.

O: So it is. Though we haven’t done business with you, as you know, your exports of foodstuffs to our country have considerably increased during the last few years. It appears that Chinese foodstuffs are very attractive.

H: You said it. The quality of ours is as good as that of many other suppliers, while our prices are not so high as theirs. By the way, which items are you interested in?

O: Canned goods are of special interest to me, particularly the canned fruit and meat. As your canned fruit is among the most popular ones in our market, I’m going to place an order in a day or two.

H: Good. How about our canned meat?

O: I think it will also find good market in our country. Will you show me some samples?

H: Yes. This way, please. Our canned meat is in various weights. The largest one weighs three and half pounds net, the smallest seven ounces net.

O: The small sizes are more saleable in our market than the large ones. I’ve brought with me a sample of canned meat, which is only six ounces. The smallest size of yours is even bigger than that of mine. I wonder if your canned meat tastes better.

H: You are welcome to have a try. Here it is. Ours is of prime quality.

O: Oh, it’s delicious. Mm…I’m not sure about the pesticide residues in your foodstuffs, though. I’m sure, you must have given much thought to the matter. But you know, our governmental restrictions have been getting more and more tight, so we are not allowed to import any polluted goods.

H: You can rest assured. Our foodstuffs are guaranteed to conform to the WHO standards.

O: Good. I’d like to order meat of this kind in seven-ounce tins if the price is competitive.

H: What about other canned goods, such as canned mushrooms and vegetables?

O: They are not as saleable as canned fruit, I suppose.

H: Mm, no, I really don’t think that is so. They are also among our major exports and have found a favorable reception in many other countries.

O: Then may I have a look at the samples first?

H: Certainly. Here you are.

O: Ah, very nice indeed. But I am not sure whether they are to the taste of our people. What would you say to my taking some samples home before I make a decision?

H: That’s all right.

O: Well, I have an appointment at 4:00. Shall we talk the details over tomorrow morning?

H: OK. See you tomorrow.

O: Goodbye.

Words and Expressions

article n. 货色，商品；

display n.& v. 陈列，展览；

display pieces a.陈列品；

worthwhile a. 值得化时间（或精力）的；

WHO standard世界卫生组织（颁布的）标准；

showroom n.展览室，陈列室；

sample room 样品间；

up-to-date a. 新式的，最新流行的；

quaint a. 古怪的；

tableware n. 餐具；

baroque a. 古怪的，形状不一的；

odd a. 奇特的，古怪的；

dessert n. 甜点心；

shallow a. 浅的；

oval a.椭圆形的；

blending n. 混合物；

glassware n. 玻璃器皿；

leaflet n. 小册子，广告传单；

distributor n. 经销商；

pesticide residue 农药残留；

conform v. 符合，一致；

Variation of Expressions

1.       You will find it a worthwhile visit, I believe.
This precision instrument is worth 10,000 yuan.
It is worthwhile buying.
This order is very large and well worthy of special discount.

2.       Old shapes or unusual shapes usually last for a couple of years or so, then give way to something else.
The sellers sent perfect goods to replace the defective goods.
We often use plastics as a substitute for wood.

he wooden boxes have given way to the cartons.

3.       I think I prefer the round plate and saucer, though.
We prefer the first grade to the second grade.
We prefer to store the goods in a warehouse rather than dispose of them at a reduced price.
We would rather have the small size than the large one.

4.       I think it will also find (command) a good market in our country.
Our goods enjoy fast sales on your market.
The goods are selling fast.
The Chinese silk is most popular with our customers.

5.       You can rest assured. Our foodstuffs are guaranteed to the WHO standards.
We assured them of our help in their economic construction.
We assure you that all your enquiries will receive our prompt attention.
You may rest assured of our help.

Useful Expressions

1.       Expressing agreement:
The demand is getting greater and greater.
－So it is.
－You said it.
－Yes, I quite agree with you.
－Well, yes, that’s quite true.
－I think so.
－You’re quite right.
－There’s no doubt about it.
－That’s just what I was going to say.
－Yes, that’s just what I think.

2.       Expressing disagreement:
They are not as salable as canned fruit, I suppose.
Oh, no, I don’t think so.
No, I don’t agree with you.
I don’t think you are right there.
I can’t say I agree with you.
I’m afraid you are mistaken there.
Oh, no, that’s where we differ.

3.       Asking for opinions and giving opinions:
How about our canned meat?
What about...
What do you think of…
How do you like…
I think it can find a good market in our country.
In my opinion…
I’m of the opinion that…
I think…
I don’t think it is saleable.
I’m afraid it is not saleable.

4.       Making suggestions:
1). Shall we talk the details over tomorrow?
   Shall we go to the sample room?
   Shall we go to the lobby and have a cup of tea?
2). What about having a look at sample first?
   What about having a try?
   What about canned mushrooms?
   What about placing a trial order?
   That’s a good idea.
   Not a bad idea, I should say.
   Nothing could be better.
   That would be perfect.
3). What do you’ say to my taking some samples home?
   What do you say to going on our talks tomorrow?
   What do you say to our having a nice cup of tea?
   That’s all right.
   That’s a good idea.
   I’m for it.

Exercises

A.     Fill in the blanks with appropriate words:
1. Nowadays the letter of credit can substitute    the cash in the shop.
2. I prefer the silk    the cotton goods.
3. Please be assured     the same prompt attention which you have had in the past.
4. This new product of ours is well      your effort to promote.
5. What do you think     our canned meat on the market?
6. Just a second, I’ll get a      of illustrations for you.
7. What would you          my taking some samples home before I      a decision?
8. You certainly have got a large       of sample foodstuffs here.
9. I’m very interested    the items    display.
10. Your goods are      the most popular one’s     our market. I’m going to place an order    you in a day or two.

B.      Compose a dialogue on the following situation:
Before going to the details. Miss Osborne likes to see some samples. Mr. H shows her into a sample-room. They have a brief talk about the goods on display.

C.      Translate the following into English orally:
A：我是哈森贸易公司的代表，我们对装瓶机有兴趣，打算进口一台，以便在国内展销。如果满意的话，我们可以考虑进一步订货。
B：哦，这儿展出的这部，是本公司最新产品之一。你认为如何？
A：很不错。它的专利怎样？
B：我们拥有三项国际专利，随时可以出售。
A：我可以考虑。你们有没有说明书可以让我带走的？
B：有的，这儿是一些目录和小册子。
A：价格表呢？
B：在这儿。
A：谢谢，我会和您联络的。

参考译文

第三课 参观陈列室

（1）

陈：我想请您参观本公司的陈列的货物，我相信您会感到不虚此行。

彼：想必如此。

陈：您何时能抽空前去参观？

彼：喔，让我想想，下星期二或星期三上午吧！

陈：好啊，我来陪您前往，我们什么时间去？

彼：星期二上午十点钟，你方便吗？

陈：正合适，下星期二上午十点我等你。

 

陈：这是我们的陈列室。

彼：哇！你们这儿有些东西真不错，有很多国外客户来过这儿吗？

陈：有，人数不少，他们都喜欢最新流行的商品，你知道，我们每个月更换一次陈列品。

彼：哦，真的吗？这套东西挺古怪的，是什么？

陈：那是瓷器的咖啡具，可能对外国人的品味而言朴素了一点。

彼：我也是这样认为。你倒说说看，最近餐具的流行趋势和品味是什么？特别是茶具和咖啡具。

陈：我认为是由“淡雅”逐渐转向“花俏”之趋势。

彼：那不就意味着人们对淡雅的设计已有所厌倦了吗？

陈：不，完全不是。淡雅的设计仍将继续保留，而奇形怪状或不寻常的式样通常只能维持两三年左右，然后就被其他新的式样取代。

彼：这对做生意是好事。

陈：是的。比如说这套目前正在流行的餐具，看来很不错，你不这样认为吗？

彼：漂亮极了，全套甜食餐具系列，浅杯子、椭圆形盘子和小碟子，我想我还是偏爱圆盘和小碟子。

陈：色彩美丽，形状好看，混合材料现在可以用玻璃来做。

彼：是的，玻璃总是很明亮的，在灯光下显的更耀眼。

陈：我们现在看的这排都是玻璃器皿。

彼：啊，就是这种花，水果和全套盘子，我想我们在这类货物方面可以成交大笔买卖。还有那边的花瓶。

陈：对了，请自己拿些说明书吧，我失陪一下，我去拿全套样品本给你。

彼：好的，麻烦你了，我要带一些回去给我们的经销商看看。

陈：好的，谢谢你。

（2）

何：这是我们的样品室。

奥：你们这儿确实有很多食品的样品。

何：是的，我们正向许多国家出口一系列食品，需求日益增长。

奥：是这样的，虽然我们没有与你直接做过生意，但你们的食品在过去的几年中对我国的出口大量增长，看来中国食品是很有吸引力的。

何：是这样的，我们食品的质量和其它许多出口供应商的食品质量一样好，但我们的价格没有他们高，顺便问一下，你对哪种食品感兴趣。

奥：我对罐头食品特别感兴趣，尤其是罐头水果和罐头肉，由于你们的罐头水果在我方市场很畅销，我将在一两天内向你方订货。

何：好的。罐头肉怎么样？

奥：我想也很畅销，你能让我看一些样品吗？

何：可以，请往这边走，我们的罐头肉有各种重量装的，最大的三磅半，最小的净重七盎司。

奥：小的罐头肉在我方市场上比大的罐头肉更畅销，我带了一只罐头肉样品，只有六盎司重，你们最小的罐头也比我带来的那只大，我不知道你们的罐头肉是否味道更好。

何：请你尝尝看，拿着。我们的质量上乘。

奥：嗯，味道好极啦，姆……，尽管我不能肯定你们的食品中是否有农药残留，但我想你们必须重视这个问题，你知道我国政府对这一限制越来越严格，为此我们是不允许进口任何污染物的。

何：你可以尽管放心，我们的食品是保证符合世界卫生组织颁布的标准的。

奥：那好，如果价格有竞争力，我想订购这种七盎司一听的罐头肉。

何：其他罐头食品呢，如蘑菇，素菜罐头？

奥：我想他们没有水果罐头好销。

何：姆，不，我确实不那样认为，它们也是我国的主要出口食品，在许多国家内深受人们的欢迎。

奥：那么，我可以先看一下样品吗？

何：当然可以。给。

奥：嗯，确实不错。但我不知道它们是否合我国客户的品味，我拿些样品回去再作决定，你看怎么样？

何：可以。

奥：好，我四点钟有约会，我们明天早上再详细谈好吗？

何：好的，再见！

奥：再见。

Key to Exercise

Ⅰ.1)  for  2) to  3) of  4) worth  5) of

6)  set  7) say to, make  8) collection  9) in, on  10) among, in, with

Ⅲ. A: I represent the Hassan Trading Company. We’re interested in importing a bottling machine for exhibit and sale in our country. If satisfactory, we may consider further orders

B: Well, this unit here on displays is the one of our latest products. What do you think about it?

A: Very splendid. How about patent rights?

B: We have 5 international patents which we are ready to sell.

A: I can consider it. Do you have any literature I can take with me?

B: Yes, here are some catalogs and brochures.

A: How about the price list?

B: Here it is.

A: Thanks. I’ll contact you.

 

Lesson Four

Enquiry and Offer

(1)

C: We are very pleased to welcome you to our Fair.

S: I’m also very happy to have the chance to visit your trading delegation Mr. Cheng. As you know, this is the first time I have been to China. I’m sure I’ll have a pleasant stay here and do some business with you.

C: I share the same wish. I think you have had a look at the exhibits in the halls and wonder whether you can let me know specific products you are interested in.

S: Oh, it’s “Angel” brand bicycles. Our firm has been importing your bicycles for the past 5 years. As a friend of China, I’m happy to tell you that your “Angel” bicycles are most popular with our customers and it has become one of the best selling brands on our market. I’m here with a pile of orders. I’d like to have your lowest quotation, CIF Dar-es-Salaam.

C: I’m very glad to have your enquiry. If you tell me the quantity you want, we will make a quotation.

S: Well, we’ve studied your catalogues and also the price of similar bicycles in the world market. Comparatively speaking, your price as quoted last month is 7% higher than that from Japan. I presume you’re aware of the situation.

C: I’m not very sure.

S: However, with an eye to future business, our customers in Zambia still intend to make a big deal with you if your price should be more competitive.

C: On our part, we appreciate the longstanding cooperation between us. Here is our latest pricelist, and all the prices listed here are subject to our final confirmation. Please go over it first.

S: Can I have a 7% commission if I place and order for 5,000 bicycles?

C: We usually do not allow any commission but in consideration of your big order. We can grant you a 3% commission.

S: Very good. A commission on your price would make it easier for us to promotes sales.

C: While we well understand the position a middleman is in, we would like to point out frankly that a 3% commission is really an exception.

S: Very good.

(2)

L: Good morning, Mr. Brown. I understand you want discuss the price of peanut with us.

B: That’s right.

L: We’ve made the offer ready for you. Oh, here it is. The offer is firm for 5 days ￡100 per metric ton CIF Sydney shipment at the end of March, 1993.

B: Why, your price has gone up. It’s almost 10% higher than last year’s. It would be impossible for us to make any sales at such a price.

L: But you certainly know the price of peanut has risen greatly in the last few months. Our price is still much lower than that you can get elsewhere.

B: Really?

L: And you should give it an overall consideration and ours is of high quality! Peanut from other sources can not compare with it?

B: I grant that yours are of better quality. But still we don’t think we can succeed in getting our customers to buy at such a high price.

L: Why?

B: Because, there’s keen competition from suppliers in South Korea and Thailand. You can’t very well ignore that. So how about reducing the price by 5%.

L: Our offer is made on the basis of many factors, including the rising trend of the world market. If I were you, I would not worry about that at all.

B: Easier said than done!

L: Taking everything into consideration, I can assure you that the price we offered to you is very favorable. I don’t think you will have any difficulty in pushing sales.

B: But, the market price is changing frequently. How can I be sure that the market will not fall before the arrival of goods at our port?

L: It’s up to you to make a decision.

B: If you can promise delivery before February, I’ll be able to decide. It looks as if the market won’t go down until then.

L: The earliest delivery we can effect is in March, but we can assure you that we’ll do our best to advance the shipment.

B: All right. May I ask if you allow any commission? From European suppliers I usually get 5% commission on my imports.

L: We don’t want to bargain. We usually allow a 3% commission.

B: Well, if that’s the case, I suppose I’ll have to do the same, won’t I?

Words and Expressions

Exhibit n.展览品，陈列品；

Angel n.安琪儿，天使；

brand n.商标，牌子；

Dar-es-Salaam达累斯萨拉姆（坦桑尼亚首都）

comparatively speaking 相对来说；

presume v.假设，认为；

with an eye to 着眼于；

Zambia n.赞比亚（非洲）；

longstanding a.长期间的，长期存在的；

confirmation n.确认；

go over仔细检查，再读一遍；

commission n.佣金；

middleman n.中间商；

exception n.例外，除外；

peanut n.花生；

Sydney n.悉尼（澳大利亚）；

grant v.同意，承认；

succeed v.成功，继续；

South Korea南朝鲜；

Thailand n.泰国；

include v.包括；

push sales推销，促销；

promise v. & n.许诺，诺言；

European a.欧洲的

Variation and Expressions

1.       We usually do not allow any commissions.
We will grant you a commission.
We will permit you a commission of 5%.
We will let you have a commission on silk.

2.       We well understand the position a middleman is in.
Your failure to open the covering L/C on time has put us in an embarrassing position.
We are in a position to offer you 50 long tons of Tin Foil Sheets.
We regret that we are not in a position to reserve the supply for you indefinitely.

3.       Your price has gone up.
The price rises in grain.
The price has increased recently.
There is a rapid growth in price.

4.       Peanut from other sources can not compare with it.
Our price compares favorably with yours.
Compared with the previous year, the average retails was reduced 9%.
If you make a comparison between the two samples, you will see which is of better quality.

5.       I don’t think you will have any difficulty in pushing sales.
They often promote the sales of Chinese products.
This year’s sales promotions haven’t been very successful.
It will be difficult to make any sales at that price.

Useful Expressions

We have an enquiry for large quantities of the goods.
Please let us know on what terms you can supply the goods.
We should be grateful if you would quote for the goods.
Please send us samples and quote your lowest prices for the goods.
All the quotations are subject to our final confirmation.
Thank you for your enquiry.
We make you a firm offer for peanuts.
We offer you firm for three days of FOB Shanghai basis.
Our offer remains firm until Oct. 15.
Our offer is kept open for two days.
Our offer holds good for a week.
Please keep an offer open until Oct. 15.
Our offer is subject to reply here by Friday.
Our offer is subject to prior sale.
Our offer is subject to goods being unsold.
Please make /send /give /cable us your lowest quotation for cotton.
They make a bid at US$ 2,500 for cotton.

Exercises

A.     Fill in the blanks with appropriate words:
1. We are willing to allow you a commission    10% calculated     gross profits.
2. We are     receipt of your letter of June 7, enquiring    our bicycles.
3. The buyers are anxious to get an offer     walnuts.
4. For quantities of 1 gross and over, we can grant a discount    15%    price list.
5. Your bicycles are most popular     our customers.
6. It would be impossible for us to make any sales      such a price.
7. Our exports are      of high quality.
8. One of our clients is interested      your products and wished to have your quotation     them.
9. We shall, of course, arrange       shipment of the goods     receipt of your L/C.
10. We are thinking      placing an order      your firm.

B.      Compose a dialogue on the following situation:
Mr. Charles Moultona, an English businessman, makes an inquiry for Chinese silk and asks for a commission of 5%.
Mr. Wang, a representative from China’s Silk Import and Export Company, makes an offer but refuses a 5% commission.

C.      Translate the following into English orally:
A:我到中国是为考察与收集样品，如果有可能的话，顺便订购一些货。
B:我们在陈列室里有一些样品，请从这儿走。
A:谢谢。事实上，我主要是对水密桃罐头感兴趣，我们也需要各种饮料，尤其是甜的。
B:你是知道的，本公司一直在出口各种果汁罐头，我们那边就有水密桃罐头。
A:那些看来不错。你能报价吗？
B:这是我们的报价单，报的是上海离岸价。
A:你能报到岸价吗？
B:当然可以，请稍候。
A:谢谢!

参考译文

第四课 询价和报价

（1）

陈：我们很高兴在广交会欢迎你。

斯：陈先生，我也很高兴有机会来拜访你的交易团。如你所知，这是我第一次来中国。我相信我在这儿会过得很好，并与你们做些交易。

陈：我也希望这样，我想你已看到大厅里的展品吧，能否告诉我你对什么具体的产品感兴趣。

斯：喔，对安琪儿自行车感兴趣。我们公司在过去的五年中，一直进口你们的自行车。作为中国的朋友，我很高兴地告诉你，你们安琪儿自行车在我方客户中最受欢迎，所以它已成为市场上畅销货之一。我这儿有一大堆定单，希望你们报达累斯萨拉姗的CIF最低价。

陈：很高兴你来询价。如果现在你能告诉我你要多少数量，我们可以出报价。

斯：噢，我们研究了你的目录和国际市场上类似的自行车的价格。相对来说，你们上月所报的价格比日本高出百分之七。我相信你是知道这种情况的。

陈：我不是很清楚。

斯：然而，考虑到将来的交易，如果你们的价格能够更具有竞争性，我们在赞比亚的客户仍然想跟你们做大交易的。

陈：从我们这方面来说，我们很赞赏我们之间的长期合作，这是我们的最新价格单，价格单里所报的价格都以我方确认为准，请你过目。

斯：如果我方订购5000辆自行车，我能得到百分之七的佣金吗？

陈：我们一般不给任何佣金，但考虑到你们的大量订货，我给你百分之三的佣金。

斯：很好。在你们价格的基础上给些佣金将使我们更容易推销。

陈：我们很理解中间商的地位。另一方面，我们必须坦白告诉你，百分之三的佣金是一个例外。

斯：很好。

（2）

林：早上好，布朗先生，我知道你想和我们商谈花生的价格。

布：是的

林：我们已给这些货物准备好了报价单，嗯……这就是，报实盘每吨100英镑CIF悉尼，1993年3月底交货，此盘5天有效。

布：啊，你们的价格上涨了，比去年几乎上涨了百分之十，这样的价格使我们无法销售。

林：但你一定知道花生价格在近几个月内已大大上涨，我们的价格比起你从别处得到的价格仍然低得多。

布：是吗？

林：此外，你应该全面考虑，我们的产品质量高，比其他产地的花生的质量都好。

布：我承认你们的质量是比较好。但是我们仍无法说服我方客户以这么高的价格来购买。

林：为什么？

布：因为，来自泰国供应商的竞争是很激烈的，你不能忽视这一点。你看将价格下调百分之五怎么样？

林：我们的报价是在许多因素基础上形成的，包括世界市场上涨趋势。如果我是你的话，我是不会担心的。

布：说来容易做来难啊！

林：从全面考虑，我可以向你保证我们向你报的价是很优惠的，我认为你推销不会有任何困难。

布：但市场价格是经常变化的，我怎么能保证货物到达我们的港口之前，价格不会下降呢？

林：这就由你决定了。

布：如果你答应在二月以前装运，我就能作出决定，看来似乎到那时候市价还不会下跌。

林：三月份交货是最早的了，不过我们能向你保证我们将尽最大努力提前交货。

布：好的。我想问一下你们给不给佣金？我通常从欧洲供应商那里得到进口货值的百分之五的佣金。

林：我们不希望讨价还价，我们一般给百分之五的佣金。

布：噢，如果是那样的话，我想我就照样接受了，对吗？

Key to Exercise

Ⅰ.1) at, on  2) in, for  3) for  4) of, on  5) with
6) at  7) of  8) in, for  9) for, after  10) of, with

Ⅲ. A: I’m here in China to inspect and obtain samples and, if possible, place some orders.

B: We have some samples in our showroom. This way, please.

A: Thank you. As a matter of fact, I’m primarily interested in canned peaches. We also need a lot of soft drinks, especially sweet ones.

B: As you know, our company has been exporting a lot of canned fruit juice. We have canned peaches right over there.

A: They look very good. Can you quote on them?

B: Here’s our quotation. The prices are FOB Shanghai.

A: Can you quote CIF price for me?

B: Certainly. Please wait a moment.

A: Thanks.