Sure.What sort of delivery periods did you have in mind?
Well,you've seen the order quantities.What do you think you could manage?
Well,on the AX000 components,we could certainly...
No,I didn't mean on the individual orders.What about the whole consignment on a monthly basis?
On,I see.I hadn't realized we'd be talking about that.I'd have to get back to Geoff to confirmed times on that.
Surely you could give me some idea?
Well,I reckon...we could manage 15 days from confirmed order.But,as I say,I'd have to get back to you to confirm that.
That's at your quoted prices?
Um...well,actually we quoted for those batch by batch.We hadn't realized you'd be thinking of ordering the whole lot.
I see.So I suppose we'd be looking at reduction for bulk orders?
Look,I'm sorry.To be perfectly frank,you've caught me on the hop here.Would you mind waiting while I speak to Geoff on the phone?
No,of course not...
Did you get through OK?
Yes,I did I aplolgize for keeping you waiting.Anyway,we can now talk more concretely about delivery terms.
We can deliver the whole consignment at 15 days at the prices already quoted.This would mean dispatch from our premises...
I'm surprised you're not prepared to offer some sort of bulk discount considering the size of the order.
Well,I'm sure you understand that meeting this sort of order will mean quite a lot of overtime,it would be very difficult to come down on the price.
But we are offering you a large amount of regular business...
That's true.Would you be willing to sign on annual contract on the basis we discussed?
Um,possibly,subject to quality and delivery guarantees.
Of course.Well,in that case we could offer a 5% discount for a confirmed monthly order for the next 12 months.
I was hoping for something a bit more substantial.
I'm afraid that's as far as we could go.We'd already be stretching ourselves to the limit.
Foreign Economic Relations & Trade Committee of What City
Tel： 电话号码略 Fax： 传真号码略
To： Ms Jaana Pekkala， Consultant for China Swiss Organization for Facilitating Investments Fax： +41-1-249 31 33
Total pages of this fax： 2
Dear Ms Jaana Pekkala，
We understand from The Swiss Business Guide for China that your organization is helping Swiss firms in seeking opportunities of investing in China and business cooperating with Chinese partners. To establish business relations with your organization and attract Swiss companies' investment here in What， We write to introduce our city， the city of What， as one of the open cities in Liaoning Province， China and also ourselves， Foreign Economic Relations & Trade Committee of What， as a What government initiative to facilitate business relationship with foreign companies.
Our committee provides advice and assistance to What firms seeking to export their services， goods to foreign areas and import goods and services abroad. We also assist Whatfirms in establishment of joint ventures and carry the procedures for examination and approval of joint ventures and foreign sole investment firms. Our Committee can provide What companies with information on the world market and specific commercial opportunities as well as organize trade missions， seminars and business briefings.
Our committee facilitates and encourages investment from other countries into targeted sectors of What economy and maintains active promotion of What through its network of contacts in domestic and abroad areas.
Nowadays， we are seeking foreign investment in the field of capital construction， such as improving of tap water system and highway construction. Also， we are setting up a tannery zone in Tong'erpu， the largest leather clothes producing and wholesaling base in North China. We invite Swiss companies with most favorable polices to set up their firms in any form on tanning， leather processing and sewage treatment.
Any information on investment projects into What and on business cooperation with firms in What is highly appreciated and will be pass on to anyone who have approached us with interest in similar project. You are also invited to our city for investigation and business tour.
Should you have any questions， please fell free to contact us.
Thank you for your attention and looking forward to your prompt reply.
For Foreign Economic Relations & Trade Committee of What City
Part II First Contact 首次接触
RECEPTIONIST： Miss Miguel. You can go up now. It's the fifth floor.
MARIA： Thank you.
PETER： Yes， it looks good. I like the colors. Have we got enough time to promote it? That's my worry. And do we have the price right?
PAULA： More input on the technical side would help.
PETER： That's why I'm bringing Jens Foss over. Come in! (TO Maria) Oh， take a seat， will you? Shan't be a moment. (to Paula) Do you know Jens Foss? He's in our Copenhagen office.
PAULA： I've heard of him but I don't think we've met. Anyway， I'd better leave you to it.
PETER： Let me have the draft schedule by three this afternoon.
PAULA： Yes， I'll get onto it straight away.
PETER： And give me a ring if there are any problems.
PAULA： Will do!
PETER： (To Maria) Sorry to keep you. Have a seat.
MARIA： I hope you were expecting me. My name is Maria de Miguel.
PETER： Yes， I've got your details here somewhere.
PETER： Have we got enough time to promote it， that's the worry. And do we have the price right? Anyway， let's leave it there for the time being... Come in! Hello， you must be Maria. I'm Peter O'Donnell. Welcome to Tectron UK.
MARIA： Thank you. It's good to be here.
PETER： Let me introduce you to Paula Field. Paula is one of our marketing team.
PAULA： Nice to meet you， Maria.
MARIA： Nice to meet you.
PETER： I'm sure you know that Maria is going to be with us for a couple of months.
PAULA： Yes. We should be seeing quite a lot of each other. (to Peter) If you'll excuse me， I should be getting back. See you later， Maria.
MARIA： Yes， bye.
PETER： See you later， Paula. (to Maria) Have a seat. Coffee?
MARIA： Thank you.
PETER： How was the flight?
MARIA： Fine， only a little bit late.
PETER： Milk and sugar?
MARIA： Black， please.
PETER： Paula and I were discussing the Telcom package. Isn't the Spanish office planning their launch soon?
MARIA： That's right. I was helping to put together the promotional literature.
PETER： Ah. That could be very useful!
leave sb. to sth. 让某人处理某事
A： John went to Paris. He left his secretary to complete the proposal.
B： Oh， really?.
give sb. a ring 打电话
A： Let's go see a movie tonight.
B： OK. Give me a ring when you leave home.
Language focus： Welcoming visitors 欢迎来访者
Welcome to ...
e.g. Welcome to London.
It's a (great) pleasure to welcome you to ...
e.g. It's a great pleasure to welcome you to our company.
On behalf of ...I'd like to welcome you to ...
e.g. On behalf of the staff of Levien， I'd like to welcome you to our company.
Introducing yourself 介绍自己
My name's ... I'm... (job/position)
e.g. My name's Betty. I'm Marketing Manager of Levien.
Let me introduce myself. I'm ...
e.g. Let me introduce myself. I'm Shelly White. I'm Product Manager of Levien.
How do you do. My name's...
e.g. How do you do. My name's Julie.
We haven't met. I'm...
e.g. We haven't met. I'm Kate. How do you do.
Introducing someone else 介绍别人
I'd like to introduce you to ...
e.g. I'd like to introduce you to Mr. Bob， our vice-president.
Have you met...?
e.g. Have you met Alfred， our boss?
Responding to introductions 回答
How do you do. My name's...
e.g. How do you do. My name's Ellen. Glad to meet you.
Nice to meet you. Mine's...
e.g. Nice to meet you. Mine's Tom.
Let me get you a coffee.
Would you like coffee?
Let me take your coat.
We wish to keep you fully informed on this matter.
We wish to keep you fully posted on this matter.
Kindly inform us when this is put into effect. put into effect “实施，实行”。
Kindly notify us when this is put into effect.
Please let us know when this is put into effect.
We feel certain you will understand our position in this matter.
Nevertheless， we will do everything we can to... nevertheless “然而，尽管如此”。
There is no objection， as far as we are concerned， in...
There is no objection， as far as we are concerned， in raising the prices. (就提高价格一事，我们完全没有异议。)
These have been placed into our files for future reference. for future reference 表示“为了作为今后的参考”。
We are confident that... confident “确信的”。
We are enthusiastic over the possibilities of... enthusiastic “热心的，狂热的”。
We welcome this development very much. development “(形势等)进展，发展”。
We will continue to do all we can to...
We will continue to do all we can to develop a stronger working relationship between our companies. (为了使我们两家公司的商务关系更加紧密，我们将做出我们所能做的一切。)
We will do our utmost to... utmost “最大限度”。
We will do our utmost to develop new markets. (为开发新市场我们将竭尽全力。)
We shall do whatever we can to extend...
We shall do whatever we can to extend our service. (为了扩大服务，我们将付出最大的努力。)
We will always endeavor to offer you our most favorable rates. endeavor “认真地努力”。
You may rest assured that... rest assured 为短语，“放心”。
You may rest assured that your shipment will arrive on time. (贵公司的货物将按时到达，请放心。)
You may be certain that...
We are pleased to recommend...to you.
We work closely together with...
We are also told that...
The amendment provides that... amendment “改正”。
The amendment provides that you can no longer ship after the tenth of each month. (更改后的规定是每月10号以后不能装船。)
The following conditions show that... 用于否定的内容时。
The following conditions show that each shipment must arrive before noon. (以下的条件表明各种货物必须在正午以前送到。)
The effect of this change will be to delay...
We appreciate your business and...
We appreciate your patronage and...
...， and wish to thank you for your kindness.
We would appreciate receiving your comments.
We would appreciate it if you could send us your comments.
We shall be interested in receiving your comments.
We shall be interested in hearing your comments.
We are (now) in the process of... in the process “正在……，……正在进行中”。
We are in the process of reviewing your suggestion. (我们正在重新研究贵社所提出的方案。)
We value ... highly.
We value your suggestion highly. (我们非常重视贵社所提出的建议。)
We thank you for raising the issue. 内容可能是好，也可能是坏。
Your suggestions are being followed up by...
Your suggestions are being followed up by our committee. (您的建议将在我们委员会进行讨论。
Your suggestions are being reviewed by...
We hope you will understand our reason for this action. 表达不利于对方的事情时，重要的是在表达方式上下工夫。
It would be difficult for us to accept... 还有商量余地的情况下。
It would be difficult for us to accept the revision to our shipping schedule. (就我们的装船日程来说，再作修改会是很困难的。)
We regret that we are unable to... 已没有商量的余地。
We regret that we are unable to alter our pricing schedule. (很遗憾，我们不能更改价目表。)
We have no alternative but to... 用于最后阶段的信函中。alternative 是指“替代的手段、方法”。
Consequently we are in the position to... 后接否定性的内容。consequently 表示“最终结果地”。
We think that...
We believe that... (我们相信……)
We understand that... (我们理解……)
We feel strongly that...
We feel strongly that our products are the best. (我们强烈地感到我们的产品是最好的。)
It is our understanding that...
We understand that...
We do not anticipate any objections to...
We do not anticipate any objections to your proposal. (我们对贵社的提议没有任何异议。)
We can see no reason why... 直译是“我们不明白为什么必须……的理由。”Why以下是说话人认为不太合适的事情。“我们一向不认为……”、“我们对不那样做没有异议”、以这种煞有介事的语气使对方感激。
It is not (quite) clear to us what you had in mind.
It is not clear to us what you meant.
It is not clear to us what you intended.
The one point that concerned us (a little) was... concern “担心，在意”。
The one point that troubled us was...
We have become concerned with regards to...
We have become concerned with regards to the shipment schedule. (我们对装船的日程感到担心和挂念。)
Dale: I really envy your milestones over the last few years, Don. In your presentation, I noticed the great results you've obtained in region D. We've had some trouble there.
Don: How so?
Dale: We've had problems on delivery dates for materials. Often, they're not on time. Looks like we'll have to change suppliers.
Marshall: In my region, delivery is not a problem, but we're often behind schedule. If we hadn't extended the drop-dead date on a couple of projects, the situation would be even worse.
Don: What's going wrong?
Marshall: We think it's an employee problem. We can't seem to get a good completion status from them, so that makes it difficult to track a project. We're going to start some job training in this area soon, so that should improve matters.
Don: I hope you're right. Looks like the seminar's set to continue, and I'm presenting soon, so I'll catch you gentlemen later.
Betty: Hello. Sales Department. This is Betty Fields speaking.
Ralph: Hello, Ms Fields. This is Ralph Peterson at World Computers.
Betty: Yes, may I help you?
Ralph: I'm interested in a couple of items in your new catalog, and I would like to know the prices.
Betty: Great. We're offering a special promotional price on a few of the items. Which items did you have in mind?
Ralph: We're particularly interested 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.
我们对目录第五页里的新型RS-5 的声卡特别感兴趣。我还想更多了解一下第七页里的RS-4 型声卡。
Betty: OK. The price on the RS-five is forty-five U.S. dollars for quantities up to five hundred units. Then we offer quantity discounts for larger orders.
Ralph: And the price on the RS-four?
Betty: The RS-four is one of our promotional items this month. For orders received by the end of the month, the price is thirty-three dollars each. That price is good on any size order.
Ralph: That price sounds good. Could you send me more details about the RS-four, including the specifications?
Betty: Certainly. I can fax or e-mail that information to you this afternoon.
Ralph: Terrific. I'll get back to you after I've reviewed the details. Thank you. Good-bye.
Leslie: How are you this afternoon?
Paul: Just fine. I looked over the catalog you gave me this morning, and I'd like to discuss prices on your computer speakers.
Leslie: Very good. Here is our price list.
Paul: Let me see…. I see that your listed price for the K-two-one model is ten US dollars. Do you offer quantity discounts?
Leslie: We sure do. We give a five percent discount for orders of a hundred or more.
Paul: What kind of discount could you give me if I were to place an order for six hundred units?
Leslie: On an order of six hundred, we can give you a discount of ten percent.
Paul: What about lead time?
Leslie: We could ship your order within ten days of receiving your payment.
Paul: So, you require payment in advance of shipment?
Leslie: Yes. You could wire transfer the payment into our bank account or open a letter of credit in our favor.
Paul: I'd like to go ahead and place an order for six hundred units.
Leslie: Great! I'll just fill out the purchase order and have you sign it.