商务英语Lesson 1： Getting Started成立公司
W:Let's reviewour start-up plans. When do you think we will be able to move into our new office ?
L:Well, we can move in any time after July first, but movingin and actuall y getting started are two differe nt things.
W:Good point. Anyway, I have our new marketi ng manager, Helen Parker, helping us get set up. L:What is she doing?
W:She's oversee ing the purchas e of equipme nt and so forth.
L：Does she have a backgro und in that sort of thing? W：As a matterof fact, it turns out she practi c a lly
ran her last company, from marketi ng to financ e.
L:I'm looking forward to meeting her.
W:Have you begun to investi gate factori es? I'm so glad we aren't going to try to run our own factory at first.
L:Yes, I've started. And I've found some good peoplefor R and D, too. Then there are the art peopledesigni ng our logos-
W:Oh, no! Million s of details: logos, slogans, letterh ead, name cards . . .
L:You thought setting up a company was going to be easy?
W：我们再看一遍我们的初步计划。你想什么时候我们
可以搬进新的办公室？
L：七月一号之后我们随时可以搬进去，不过搬进去
和
实际开始工作是两回事。
W：说得好。无论如何，我会要我们新任的市场经理，海伦_派克帮忙我们打点一切。
L：她是做什么的？
W：她监督机器设备的采购等等。
L：她有那方面的背景吗？
W：事实上，她上一个公司从行销到财务，实际上都是她在运作的。
L：我期待认识她。
W：你开始调查工厂了吗？我很高兴我们没有先试图设
立自己的工厂。
L：是的，开始了。我也替研发部门了些好人才。然后有一些美术人员设计我们的商标——
W：噢，天哪！有好多的细节：商标，标语，信头，名片……
L：你觉得创立一间公司会容易吗？
Lesson 2： Quality Control品管
L：We're having some quality-control problem s, Jim. We need to go to the sourceto work them out.
J:What problem s are you having, exactly?
L:The complai nt rate for our new product line is very high, almostseven percent.
J:That's high.
L:Yes. We keep finding problem s when testing the boards.
J:But your promoti onal materia ls claim the boards
are the least expensi ve of their type on the market.
L:The least expensi ve, but still fully functio nal. And we think that your factory needs to take measure s to improve quality control. J:That will involve additio nal expense s for us, which we'll have to pass on to you as a rate hike. L:I'm afraidthat's unaccep table.Your contrac t says that you will deliver a product with a rejectrate of less than five percent.
J:Well, I'll tell you what, Mike. I'll reviewthe
contrac t and talk with managem ent. Then we'll get togethe r and hash this out.
L：吉姆，我们有一些品管的问题。我们必须出问题
根源并设法解决。
J：你们究竟有什么问题？
L：我们新产品的抱怨率非常高，几乎高达百分之七。J：的确很高。
L：没错。我们测试声卡时一直发现问题。
J：可是你们的促销材料要求这种声卡必须是市场上同
类型产品中最便宜的。
L：是要最便宜，但仍要有完备的功能。我们认为你
们
工厂需要采取措施来改善品管。
J：那意味我们会有额外的开销，而我们会把价格增加
部分转嫁到你们身上。
L：恐怕我们无法接受。你们的合约上说你们会以低于百分之五的瑕疵率交货。J：嗯，L我跟你说，我会再看一遍合约，并和管理部门讨论。然后我们会一起讨论解决这个问题。
Lesson 3： Product ion Problem s 产品问题
G:We're going to have a problem meeting the budget
for the product ion of our new sound board. L:How much of a problem?
G：Well, it seems that we underes timate d the costs.
Accordi ng to the factory, it will cost about eight percent more than initial ly project ed. L：Let me see .Looking at this, if my calcula tions
are correct, we are about three thousan d dollar s over budget?
G:That's right. It's going to cost about three thousan d more to complet e the first order. L:
G:But if sales go as well as they should,that's still well withinour profitmargin.Proceed s from sales of the first order will easilycover the cost of the secondorder.
L:In other words, you only need a budgetincrea s e
for the first order.
G:Exactly. After that, the product shouldfinanc e
itself.
L:OK. Well, you know, all major budgetdecisio ns must be approve d by our CEO and the financi al officer.
G:Yes, I know. But I thought that if I could get your support first, it might make getting approv a l easier.
L:Well, you've got my support on this. I'll see what I can do to get the top brass to agree. G：我们拨给新声卡产品的预算会有问题。
L：问题有多严重？
G: 看样子我们似乎低估了成本。根据制造厂商的说法，成本会比原先计划的还高出百分之八。
L：我看看……看这状况，假如我算得没错，我们大约比预算多出了三千美金。
G：是的。大约要多花三千元来完成第一批订单。
L：我明白了……
G：不过假如销售状况有应有的表现，那就仍在我们的
获利范围之内。第一批定单的营收将会很容易就
抵过第二批定单的成本。
L：换句话说，你只需要增加第一批定单的预算。G：完全正确。之后，产品本身就可以获利，不需要再增加预算。
L：好的，你知道，所有主要的预算决策需要总裁及财
政主管的批准。
G：是的，我知道。只是我觉得如果我能先取得你的支
持可能会比较容易得到批准。
L：嗯，你已经得到我的支持了。我会看看有什么方法
可以让高层主管同意。
Lesson 4： Adverti sing 广告
H:We want to use the right marketi ng mix to reach our targetmarket.
L:Certain ly. We've done some tactica l plannin g already. We think we've come up with a good plan.
H:What media do you plan to use?
L:Well, takinginto account the image you want to project, we've asked our copywri ters to prepare copy for compute r magazin es and the Interne t first.
H:So that way, our adverti sing dollars would be focused on peoplewe know are compute r users. L:Yes. We'll also run billboa rd and newspap er ads to help createbroad brand recogni tion. H:Will there be any directmail?
L:No. That would not be correct for a
manufacturer like you. Leave that to the retaile rs.
H:Good point. Pleaseprepare a more detaile d proposa l, and then I'll pitch it to the higher -u ps.
L:Great. We'll get started right away.
H：我们想要使用正确的行销媒体来达到市场目标。L：当然。我们已经完成一些战略计划。我们认为我们已经提出一项不错的计划。
H：你们准备使用何种媒体？
L：考虑到你们想要表现的形象，我们已要求撰写文案的同事准备好计算机杂志稿及网际网络用稿。
H：这样一来，我们的广告花费就会针对在，如我们所知，计算机使用者身上。
L：是的。我们还同时刊登广告看板及报纸广告来帮助创立明显的品牌识别。
H：会有任何广告邮件吗？
L：没有。对像你们这样的制造商来说，那并不是正
确的作法。把这种方式留给零售商吧。
H：说得没错。请准备一份更详细的提案，然后我会把它推销给高阶主管。
L：太好了。我们马上准备。
Lesson 5： Promoti onal Activit ies 促销活动
L：As you know, the FastTre k 2000 is due for releas e
next month. I think we've finally workedthe kinks out.
H:Great. That's vital. Quality is the focus of the ad campaig n. The boardsmust work well if they're going to be the cash cow we want them to be.
L:Let's go over our promoti on plans again.
H:OK. We have six major retaile rs running demonst ration s at most branche s. And our exhibi t i on team is already on the road setting up for compute r shows.
L:Good. What about print and radio?
H:We've taken out full-page ads for two large trade magazin es. And more importa nt, our press releas
e s have been well receive d.
L:Any largerads?
H:Yes. We're putting the same full-page ad in the Sundayedition of three major newspap ers.
L:Soundsperfect.
H:But nothing ever works out as you want it. So
I have a numberof other tricksup my sleeve,
as well. L：正如你所知，FastTre k 2000 预定在下个月推出。
我想我们已经解决了所有琐碎的问题。
H：太好了。那很重要。品质是广告活动的焦点。如果要让这些适配卡如我们所要的成为摇钱树的话，
就不能出乱子。
L：我们再看一遍我们的促销计划。
H：我们有六家主要的零售商在大部分的分店做展示。
而且我们的展示队伍已经为计算机展在起跑了。L：很好，那印刷品和广播呢？
H：我们在两家大的商业杂志刊登了全版广告。更重要的是，我们的新闻稿已经全被采纳了。
L：有再大一点的广告吗？
H：有的。我们在三大报的星期天版面放了相同的全版
广告。
L：听起来很周全。
H：不过有时候就是会事与愿违，所以我还有很多其它
的妙计。
Lesson 6： Inquiri ng about product s 询问产品
T：You seem to be interes ted in our new J7 cellul a r
telepho ne. Would you like to know more about it?
H：Yes, I would. What does this buttonhere do? T：That buttonis for our call screeni ng functi o n.
It allowsyou to identif y the callerbeforeyou
answerthe call.
H：What else can you tell me about this phone? T：This special phone utilize s state-of-the-art technol ogy to bring you several unique
functio ns in additio n to the call screeni ng feature.
H：So, what are the uniquefunctio ns?
T：Oh, it's loadedwith them. If you are outsid e
of your service area, this cell phone can still receive message s.
H：No kidding?
T：In additio n to that, it has a vibrati on featur e
sort of things什么意思that will let you know when you have a call if you don't want the ringing sound to interru pt importa nt meeting s. Here is our brochur e with all the details.
H：What is the price of the J7 model?
T：he list price is US$110 per unit. We're offeri n g
a special in-show discoun t of 10%.
H：Well, I'll have to contact my officeand get back to you. Thanks.
T：您似乎对我们新型的J7 行动电话很感兴趣。您想
知道更多的信息吗？
H：是的，我想知道。这里这个按钮是作什么用的? T：那个按钮是来电显示功能。它可以让您在接电话之
前先知道是谁来电。
H：这个电话还有什么其它功能吗?
T：这个特殊的电话除了来电显示的特外，还运用最新科技提供您几项独特的功能。
H：是什么独特的功能呢? T：喔，功能有很多。就算你在系统服务区外，这支大哥大还是可以收到讯息。
H：真的吗？
T：除了这点之外，如果您不想让电话铃声打断重要会
议，还有震动功能可以通知你有来电。这是详细
的产品简介。
H：J7 这一型的价格是多少?
T：标价是每支美金一百一十美元。在展示会场我们会有打九折的特价。
H：嗯，我得和公司联络之后再过来你，谢谢。
Lesson 7： Interna tional Trade 国际贸易
B：Hello. Sales Departm ent. This is Betty Fields
speakin g.
R：Hello, Ms Fields. This is Ralph Peterso n at World Compute rs.
B：Yes, how may I help you?
R：I'm interes ted in a coupleof items in your new catalog, and I would like to know the prices .
B：Great. We're offerin g a special promoti onal price on a few of the items. Which items did you have in mind?
R：We're particu larlyinteres ted in your new RS-five sound card shown on page five of your catalog. I would also like more details about the model RS-four card on page seven.
B：OK. The price on the RS-five is forty-five U.S.
dollars for quantit ies up to five hundred
units. Then we offer quantit y discoun ts for largerorders.
R：And the price on the RS-four?
B：The RS-four is one of our promoti onal items this month. For ordersreceive d by the end of the month, the price is thirty-three dollars each.
That price is good on any size order.
R：That price soundsgood. Could you send me more details about the RS-four, includi ng the
specifi cation s?
B：Certain ly. I can fax or E-mail that informa tion to you this afterno on.
R：Terrifi c. I'll get back to you after I've reviewe d the details. Thank you. Good-bye. B：喂，业务部，我是贝蒂_菲尔兹。R：嗨，菲尔兹女士。我是世界计算机的瑞夫_皮特森。
B：好的，我能为你效劳吗?
R：我对你们新目录里的几项产品感兴趣，我想知道它们的定价。
B：好的。我们针对几项产品提供特价。你对哪些产
品
有兴趣?
R：我们特别中意你们目录第五页里的新型RS-5 的声卡。我还想知道更多关于第七页里R S-4 型声卡的细节。
B：好的。数量有达到五百片的话，RS-5 的价格是四十五美元。大量定购的话我们还有折扣。
R：那RS-4 的价格呢？
B：RS-4 是我们本月的促销产品之一，本月底前接到订单的话，单价是三十三美元。不管定单数量多少
都是这个价格。
R：这个价格听起来不错。你可以寄给我更详细的RS-4
型的资料和说明书吗？
B：当然。我可以在今天下午把资料传真或寄电子邮件
给你。
R：太好了。我看完详细资料后会打电话给你。谢谢你，
再见。
Lesson 8： Placing an order 下定单
L：How are you this afterno on?
P：Just fine. I lookedover the catalog you gave me this morning, and I'd like to discuss prices
on your compute r speaker s.
L：Very good. Here is our price list.
P：Let me see . . . I see that your listedprice
for the K-two-one model is ten U.S. dollars.
Do you offer quantit y discoun ts?
L：We sure do. We give a five percent discoun t for ordersof a hundred or more.
P：What kind of discoun t could you give me if I were to place an order for six hundred units? L：On an order of six hundred, we can give you a
discoun t of ten percent.
P：What about lead time?
L：We could ship your order withinten days of receivi ng your payment.
P：So, you require payment in advance of shipme n t?
L：Yes. You could wire transfe r the payment into our bank account or open a letterof creditin our favor.
P：I'd like to go ahead and place an order for six hundred units.
L：Great! I'll just fill out the purchas e order and have you sign it
L：今天下午过得如何?
P：还好。今天早上我已经详细看过你给我的目录了。
我想讨论有关你们计算机扬声器的价格。
L：好的。这是我们的价目表。
P：我看看……。你们K-2-1 型的标价是美金十块钱。
你们有提供大量订购的折扣吗？L：当然有。100 或以上的订单我们有百分之五的折扣。P：如果我下六百组的订单，你们可以给我什么样的折
扣？
L：订单是六百组的话，我们可以给你百分之十的折扣。
P：交货时间呢?
L：在收到货款的十天内，我们就可以把货送出去。P：所以，你们在送货前要先收货款?
L：是的。你可以汇款到我们的银行帐户，或是开一个以我们公司为抬头的信用状。
P：那我想就先下六百组的订单。
L：太棒了!我马上写订购单并请你签名。
Lesson 9： Interna tional Trade -Insuran ce 国际贸易-保险
H：I'm calling to discuss the level of insuran ce coverag e you've request ed for your order. H：I believe that we have request ed an amounttwenty-five percent above the invoice value? H：Yes, that's right. We have no problem in complyi ng with your request, but we think that the amountis a bit excessi ve.
H：We've had a lot of trouble in the past with damaged goods.
H：I can underst and your concern. However, the normalcoverag e for goods of this type is to insurethem for the total invoice amountplus ten percent.
H：We would feel more comfort able with the additio nal protect ion.
H：Unfortu nately, if you want to increas e the coverag e, we will have to chargeyou extra for the additio nal cost.
H：But the insurance was suppose d to be included
in the quotati on.
H：Yes, but we quotedyou normalcoverag e at regular rates.
H：I see.
H：We can, however, arrange the extra coverag e.
But I suggest you contact your insuran ce agent there and compare rates.
H：You're right. It might be cheaper on this end. H：Fax me whateve r rates you find there and I'll compare them with what we can offer.
H：我打电话来是想讨论你所要求的订单保险额的级
别。
H：我想我们要求的是高于发票价值百分之二十五的保
险金额。
H：是的，没错。我们可以答应这个要求，但是我们觉得金额有点太高。
H：我们过去有太多货物毁损的困扰。
H：我能了解你的考虑。然而，一般这类产品的保险额
度是发票总额再加百分之十。
H：有额外的保障会让我们觉得安全些。
H：很遗憾，如果你们想增加保险额的话，我们就得向你们收取额外的费用。
H：但是保险应该包含在报价里了。
H：是的，但是我们向你们报的价是一般比例下的正常
保险额。
H：我了解。
H：不过超出的保险额我们可以再商量。但是我建议你
和你们那边的保险代理商联络并比较一下价格。H：你说得没错，在这边可能会比较便宜。
H：不论你那里到的是那一种价格都传真给我，我会和我们可以提供的价格来做比较。
Lesson 10： Interna tional Trade-Shippin g 国际贸易-运输
H：Hello, I’m calling from San Francis co for Kevin Lee.
K：This is Kevin Lee speakin g.
H：Hi. This is Helen Parkercalling.
K：Good morning, Helen. What can I do for you? H：I'm calling to find out how you would like your
order of speaker s, by air or by sea?
K：We need part of that order by next week, so we would like to do a partial air shipmen t.
H：How much of it do you want shipped by air? K：We'd like to ship half the order by air and the rest by sea.
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