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1、第三部分 口语,Oral English,Chapter 11 Reception & Visiting,第十一章 接待和访问,Useful expression:,Feel at home 宾至如归 Take care. 多保重 Bon voyage. 一路顺风 All the best！祝你万事如意,Setences:,Hi, Im zhao hai. Welcome to Fuzhou! I am at your service. 乐意为您效劳。 Sorry to have kept you waiting. 对不起，让您久等了 Is there anything I can do fo
2、r you? 有什么能为您效劳的么 Are these your baggage? 这些是您的行李吗? May I take them for you? 我来帮您拿好吗？,How many times have you been to Fuzhou？ 你来福州多少次啦？ Actually its my first time here. 实际上这是我第一次来这里 Have you been to other parts of Fujian? 你去过福建的其它地方吗？ How was your trip to Wuyi moutain ? 你去武夷山的旅行怎么样？,麻辣豆腐 spicy hot b
3、ean curd 铁板牛肉 sizzling beef steak 酸辣土豆丝:SOUR AND HOT SHREDDED POTATO 肉沫茄子 PORK WITH EGGPLANT 宫保鸡丁 kung pao chicken 红烧排骨 spareribs braised in brown sauce 粉蒸肉 steamed pork with riceflour,割包 Steamed sandwich 馄饨面 Wonton & noodles 刀削面 Sliced noodles 油条 Fried bread stick 臭豆腐Stinky tofu (Smelly tofu) 兰州拉面
4、Lanzhou stretched noodles,福州鱼丸 Fuzhou fish meatballs 荔枝肉 litchi flesh 光饼 light cakes 海蛎饼 oyster cakes 肉燕 Fujian Wonton,Training situation：,You are Assistant manager of international trade department in Fujian Zhida Trade Group.,You and your collegue are asked to go to the airport to meet an importan
5、t client of your company,Mr.Merton from the Silicon Valley ,California,the United States . You have never met Mr. Merton before,and now you are at the airport waiting for him with an signboard.,When you meet each other, you introduce yourself, greet him and start an informal talk about his flight.,T
6、hen you offer to take him to the hotel -the Xihu Hotel. On the way,you give a brief introduction to Fuzhou or the city you are familiar with.,Chapter 12 Business Negotiation,第十二章 业务谈判,第1课 讨论新样品,Discussing the New Samples,Useful expressions:,This is our most recently developed product. 这是我们最近开发的产品。 W
7、ed like to recommend our new home health monitor. 我们想推荐我们新的家庭健康监测器。 I strongly recommend this product. 我强力推荐这种产品。 Im sure youll be pleased with this product. 我敢保证你会喜欢这种产品的。,Im really positive that this product has all the features you have always wanted. 我确信这种产品有各种你所要的款式。 Weve already had a big dema
8、nd for this product. 这种产品我们已有很大的需要求量。 This product is doing very well in foreign countries. 这种产品在国外很畅销。,The distinction of our product is its light weight. 我们产品的特点就是它很轻。 One of the real pluses of this product is that it is of very high quality and of compact size. 这种产品的真正优点之一就是高质量和小体积。 Our service,
9、so far, has been very well-received by our customers . 到目前为止，顾客对我们的服务质量评价甚高。,Could we see the specifications for the X200？ 我们可以看一下X200型的详细规格吗？ can you tell me more about your product? 能多介绍关于产品的情况吗？,Training situation：,You are Assistant manager of international trade department in Fujian Zhida Trade
10、Group.,Discussing New Samples：,Now Mr. Merton want to see your companys samples. And at the moment you just have musical box and fountain model .,Your tasks：,Show him the main functions of your products, and make him interested in your products; Answer the questions that him brought forward about th
11、e packings of the products. Make intial agreement of one of the samples.(every team choose one the two samples),The words you may need:,Products: Fountain model Musical box (elephant) Shinning Euphonic Cute Pitch/plastic/rubber Packings: Foam Plastic bag Box/carton,Ten minutes,第2课 价格谈判,Pricing Negot
12、iation,Useful expressions:,The price you quoted is a little stiff for exporting. 你报的价格对于出口而言，有点偏高。 Your price is 15% higher than that of last year. 你们的价格比去年的高15% Your price is higher than that of other companies. 你方的价格比其它公司的价格要高。,The price we quoted is quite good for your country. 我们报的价格相当适合贵国。 Taki
13、ng the quality into consideration, I think the price is reasonable. 考虑到产品质量，我认为价格是合理的。 Wed appreciate it if you could sell it to us for 1350 yuan per unit. 如果你能以每台1350元的价格卖给我们，我们将不胜感激。,Its not possible for us to make any sales at this price. 我们无法以这种价格销售。 Were in complete agreement. 我们完全同意。,Im afraid
14、 I cant agree with you there. 恐怕我不能同意您出的价格。 380 yuan is about as low as we can go. 380元大约是我们能出的最低价格。,Training situation：,You are Assistant manager of international trade department in Fujian Zhida Trade Group.,Now Mr. Merton want to see your companys samples. And at the moment you just have musical
15、box and fountain model .,PRICE NEGOTIATION:,the listed price 22 USD,the listed price 12 USD,Mr. Merton asks for lower prices , and the exporter should insisted the price above the rock bottom one. Each class should choose three students to battle with the others from the other class .,第十三章 装运,Shippm
16、ent,PRICE NEGOTIATION:,EX: the rock bottom 10 USD the listed price 22 USD IM: the surveyed price (lowest)15 USD the listed price 22 USD,EX: the rock bottom 8 USD the listed price 12 USD IM: the surveyed price (lowest)15 USD the listed price 12 USD,Flow chat:,Useful expressions:,The goods are all rea
17、dy for shipment. 货物已经准备好待装运。 Well send vessels to pick up the cargo at Huangpu. 我们将派船只在黄埔装运。 The cargo has been shipped on board s.s. “Dong Feng“. 货已装上“东风”号轮船。 I hope youll be entirely satisfied with this initial shipment. 我希望您能对第一批货感到满意。,There is an over-shipment of 200 pounds. 货物多装了200磅。 We regret
18、 we cant ship as you desired. 很抱歉，我们不能按你们的要求装船。 Can we short-ship 5 tons? 我们可以少装5吨吗？ The shipment has arrived in good condition. 运到之货情况良好 Please exercise better care with future shipments. 对今后装运的货，请多加注意。,Training situation：,The goods (20 sets of Model A and 60 sets of model B) that ABC company order
19、ed have been loaded on board s.s “Forever” on Dec.20 ,2008 . ETA: Dec.23,2008 Destination Port: New York Contract.No:AR0258 Model A are packed in cartons individually ,and the Model B are packed in injection cases individually.,First call Mr.Merton, the sales manager of ABC company, and tell him the
20、 condition of the goods that he ordered. Tell him the detail of the shipment and the packings of the goods. Dont forget to tell him to take delivery of the good when they arrived.,第2课 催促装运,Urging Shipment,Listening Training:,Listen to the tape carefully, and pay attention to the following texts:,1.I
21、t is now over two months since we sent in the order for Tape Recorders, yet we are still awaiting delivery. You should know that the delivery date is very important to us. 2.Please take the matter up at once and see to it that the goods are delivered without further delay. 3.Please get the goods dis
22、patched with the least possible delay.,4.I wonder if you could check the order I placed with you last month. It hasnt arrived yet. 5.Please do your utmost to hasten shipment. 6.We are much in need of the goods. Please expedite（加速） shipment as soon as possible.,7.We wish to call your attention that u
23、p to the present moment no news has come from you about the shipment. Our users are in urgent need of the machines and are pressing us for an early delivery. 8.As our customers are in urgent need of the contracted machines, we hope you can assure us of an early shipment.,9.I want to know why our all
24、oy（合金） inserts havent arrived yet. Our customers are in urgent need of them? 10.We hope that there will be no delay in shipment any longer.,第十四章 质量投诉,Quality Complaint,第1课 收到错货,Wrong Goods Received,We have received your goods covering our order of August 10.On opening the goods, we have found it con
25、tains completely different articles. As we need the correct articles, we request you arrange for dispatch of replacements at once. Meanwhile we will keep the goods at your disposal. 通知对方货品出错，要求重新送货,We have received today the goods we ordered on June 10. On examination we have found not all the goods
26、 correspond with your original samples. The quality is much inferior and the weights lighter. We are, therefore, returning the goods to you with freight forward. 因货物与样品不一致，要求退货,Your goods have arrived today. On opening the case we have found the goods are short by 10 units. We have only a few stocks
27、, and ask you, therefore, to ship the 10 units by airfreight immediately 通知对方到货数量不足，要求送来不足部分,We are sorry to hear that the case No.5 does not contain the goods you ordered.On going into the matter we have found that a mistake was made in the packing through a confusion of numbers, and we have arrang
28、ed for the right goods to be dispatched to you at once. 解释发生错误的原因，并运送正确货品,Thank you for sending us the samples of inferior goods for investigation.We have passed these on to the production department for comment. Evidently through an oversight some wrong goods were mixed in your consignment.We have
29、arranged for immediate dispatch of replacement. 通知对方，运去代替品,Your claim is apparently made due to a misunderstanding .If you look into our quotation you will see that we explained that you had to state our model number in addition to the name of the articles. 针对索赔，指责对方订货错误,1.Training Situation:,Assume
30、 that you are a foreign trade executive in a trade company (Fujian Zhida Trade Group.)which imports home appliances.,Your company ordered from ABC company 80sets of air conditionings. They include 20 sets of Model A and 60 sets of Model B.,A,B,B,20 sets,60 sets,but when the goods arrived on Nov.4th
31、via s.s “Forever”, you found that there were 30 sets of Model A and 50 sets of Model B .,A,B,30 sets,50 sets,2.Training Requirements:,You are requested to call the sales manager of ABC company ,Mr.Merton, and complain about the incorrect delivery of the goods. Then, bring forward your requests( repl
32、acement of the right goods and ask for the settlement of the wrongly delivered goods) Conclude with an agreement.,第2课就受损进口电子产品提出索赔,A Claim on Imported Electronic Products in Damaged Condition,1. 通知对方货品品质不良，并寄送该质量低劣货物的样品给对方，希望对方尽快解决该问题。 We are sorry to inform you that your last shipment is not up to
33、your usual standard.The goods seem to be roughly made and are inclined to be inferior. By separate mail we have sent you a sample of this article so that you see the inferiority of the goods dispatched.,2. We have found that one case of the consignments is badly damaged. Among the goods, thirty unit
34、s are broken, and the mechanisms are exposed. As you will see in our survey report enclosed, these articles are seriously damaged, and are quite unsaleable. 通知货物的破损,We consider you will suffer a heavy loss from cancellation of order, and it will be more favorable to both of us to search for another
35、step.Therefore we will take your goods at some reasonable discount. 通知对方若打折扣，就接受货物,4.We regret that the damages are chiefly due to poor packing which is not adequately reinforced. 很抱歉，损坏主要是由于没有很好加固、包装极差造成的。 5. According to the surveyors report, the damage was due to rough (careless) handling during
36、transit. 根据检查员报告，损坏是由于运输中操作不小心造成的。,第3课 货物纸箱破损,Broken Cartons of the shipment,1. 经检查发现，货物的一半（50件）已严重损坏。很明显是因对方包装不良而导致破损 On examining your goods, 50 units, half of the consignments, are badly damaged.This is obviously due to your poor packing of the goods because they have been placed without any padd
37、ing.,2.The case was broken and its contents were damaged. 箱子破裂，内装货物受损。 3. We hold the goods at your disposition. 我们保留货物等候你们处置。 4. We regret that the damages are chiefly due to poor packing which is not adequately reinforced. 很抱歉，损坏主要是由于没有很好加固、包装极差造成的。,5. We have learned from your letter that one cas
38、e of our shipment is badly damaged.As the goods were packed with the best care we assume that the case has been roughly handled.Therefore we ask you to lodge your claim with the insurance company. 说明己方包装无误，请对方向保险公司索赔,6. We have received your letter requesting a discount.However it has become impossi
39、ble for us to keep the previous prices owing to the recent considerable rise of all raw materials and wages.Under the circumstances, we are quite unable to make any small discount. 拒绝减价的要求,第十五章 支付 Payment,第1课 需要信用证支付 L/C is Required,Listening Training:,Listen to the tape carefully, and pay attention
40、 to the following texts:,1. Payment by L/C is our method of trade in such commodities. 2.Our usual terms of payment are by an irrevocable L/C to be established in the sellers favour through the bank of China. 3.For exports, we usually adopt irrevocable letters of credit available by sellers document
41、ary drafts at sight.,4.We usually make payment by letters of credit or adopt some other modes of payment such as immediate payment, deferred payment and payment by installments. 5.We have opened an L/C in your favor through the Bank of China for an amount of 17,000 to cover the full CIF value of our
42、 order No 754.,6. We prefer to have the payment made by L/C through the negotiating bank in Sweden. 7.We shall open a letter of credit in your favor to be settled in US dollars.,第2课 较宽容的支付 Easier Payment,Listening Training:,Listen to the tape carefully, and pay attention to the following texts:,1.Co
43、uld you make an exception in our case and accept D/P or D/A? 2.I hope you would leave us some leeway in terms of payment. 3.Would you agree to a 30-day credit period? 4.Because of the money problem, I hope that you can allow us to pay in installments with the first payment after delivery, then well
44、pay the rest once month.,5.We are having some trouble in receiving payment, so we want to ask if we could defer payment until the end of the month. 6.We refer payment after delivery, because these goods are very expensive. 7.We hope to payment by bill of exchange at 30d/s .,8.We hope you can accept payment in other currencies expect in US dollars. 9.We shall be very happy if you can grant us a extension of 2 weeks. 10.We ask to put off the time of our payment 3 months later to facilitate the capital turnover.,Free talking:,Why do (dont ) you like to choose L/C?,Two minutes,