国际商务 单词 chapter 4
国际商务函电：Chapter 4
Buyer’s or seller’s enquiry
Most enquiries are from a buyer to a seller since it is normally a request for an offer.
Example: an enquiry from a seller
Definition
An enquiry is the first step in business, usually made by the buyers without engagement, asking for information on terms and conditions of a potential deal, such as quality, specification, price, shipment, etc, for the intention of buying or selling certain kind of commodities.
Peter Johnson Sales Director
Example: specific enquiry
Dear Sirs, Thank you for your catalogue and pricelist, which we received last week. After checking the range of products, we find that the Printed Shirting would be the most suitable one for us. Please quote us your lowest price CIF Hamburg, inclusive of our 3% commission at your earliest convenience.
国际商务 按章节排列的中英文词汇对照表
Important WordsChapter OneGlobalization 全球化Globalization of production 生产全球化General Agreement on Tariffs and Trade(GA TT) 关贸总协定World Trade Organization (WTO) 世界贸易组织International Monetary Fund (IMF) 国际货币基金会Foreign Direct Investment (FDI) 外国直接投资Multinational Enterprise (MNE) 跨国公司Consumer 消费者International business 国际商务International trade 国际贸易Stock of foreign direct investment 外国直接投资总额Factors of production 生产要素World bank 世界银行Telecommunication 通讯Transportation Technology 交通运输技术Wage gap 工资差距Free trade 自由贸易Interdependent 互相依存的Corporation 公司Politician 政客Chapter TwoPolitical economy 政治经济学Political system 政治体制Collectivism 集体主义Individualism 个人主义Representative 典型的；代议制的Democracy 民主政体Communist 共产主义者Theocratic 神权的Tribal 部落的Right-wing 右翼的Totalitarianism 极权主义Economic risk 经济危机Late-mover disadvantages 迟入者劣势First-mover advantages 先进入者优势Purchasing power parity 购买力平价Economic system 经济体制Market economy 市场经济Legal system 法律体制Property rights 产权Terrorism 恐怖主义Chapter ThreeCross-cultural literacy 跨国文化的认识Structure 框架，结构Social strata 社会阶层Social mobility 社会流动性Caste system 种性制度Class system 等级制度Class consciousness 阶级意识Ethical system 道德制度Uncertainty avoidance 不确定性规避Implication 暗示，启示Confucian dynamism 儒家动力Ethnocentric behavior 种族行为Ethnocentrism 民族优越感Buddhism 佛教Hinduism 印度教Confucianism 儒学Nonverbal communication 非语言交流Power distance 权利差距Value 价值Competitive advantage 竞争力优势Chapter FourBusiness ethics 商业道德Ethical strategy 道德策略Moral courage 道义勇气Social responsibility 社会责任Organization culture 组织文化Naive 幼稚的Promotion 促销；晋升Rights theories 权力理论Code of ethics 职业道德，道德准则Internal stakeholders 内部经济相关者External stakeholders 外部经济相关者Root 根源Philosophical 哲学的Profit 利润，收益Employer 雇主Employee 受雇者；员工Traditional 传统的Establish 建立Just 公平的Dilemma 困境Chapter FiveFree trade 自由贸易New trade theory 新贸易理论Zero sum game 零和对策Factor endowments 要素禀赋Economies of scale 规模经济Diminishing returns 收益递减Immobile recourse 不能转移的追索权Absolute advantages 绝对优势Barrier 壁垒Benefit 好处，利益Domestic 国内的Comparative advantage 比较优势Pattern 模式Mercantilism 重商主义Trade balance 贸易平衡Production possibility frontier 生产可能边界Output 产量Economic growth 经济增长Association 联系Export 出口Inport 进口Chapter SixTariff 关税Specific tariff 从量关税Ad alorem tariff 从价税率V oluntary export restraint (VER) 出口自动限制Import quota 进口限额Local content requirements 当地成分要求Dumping 倾销Antidumping policies 反倾销政策Infant industry argument 新生工业争论Subsidy 补贴，津贴Agriculture 农业Administrative trade policies 管理贸易政策Intervention 干涉，干预Federal Express 联邦快递公司Trade policy 贸易政策Countervailing duties 补偿义务Retaliation 报复Smoot-Hawley Act 史慕特郝雷关税法案Intellectual Property 知识产权Watershed 分水岭，转折点Seattle 西雅图Chapter SevenGreenfield investment 新投资Aquiring & Merging 并购Eclectic paradigm 折衷范式Exporting 出口的Licensing 许可证发放Internalization theory 内部化理论Market imperfections 市场缺陷Balance-of-payment accounts 收支平衡Offshore production 境外生产Gross fixed capital formation 固定资本形成总值Oligopoly 供不应求的市场情况Multipoint competition 多点竞争The Product Life Cycle 产品生命周期Political Ideology 政治意识形态Current account 经常账户Adverse effect 反作用Sovereignty 主权Autonomy 自治权Encourage 鼓励Restrict 限制Chapter EightRegional economic integration 区域经济一体化EFTA 欧洲自由贸易区Economic union 经济联盟Trade diversion 贸易转移European Parliament 欧洲议会Free trade area 自由贸易区Common market 共同市场Trade creation 贸易开辟European Commission 欧委会Court of Justice 法庭European Union 欧盟Optimal currency area 最适当的货币区NAFTA 北美自由贸易区Enlargement 扩大Andean Pact 安第斯条约Mercosur 南方共同市场CAFTA 中美洲自由贸易区CARICOM 加勒比共同体East African Community 东非共同体APEC 亚太经合组织Chapter NineForeign exchange market 外汇市场Currency speculation 货币投机Forward exchange rate 远期汇率Law of one price 一价定律Bandwagon effect 从众效应Exchange rate 外汇汇率Spot exchange rate 即期汇率Currency swap 互惠外汇信贷Fisher Effect 费希尔效应Capital flight 资本外逃Hedging Strategy 规避战略Empirical 经验主义Fundamental 基本的，重要的Freely convertibility 自由兑换Externally convertible 外部可兑换的Nonconvertible 非转化型的Translation exposure 折算风险暴露Economic exposure 经济暴露Transaction exposure 交易风险Countertrade 对消贸易，反向贸易Chapter TenInternational monetary system. 国际货币制度Dirty float. 不纯浮动，干预浮动Gold standard 金本位Currency board. 货币委员会Banking crisis 银行业危机Floating exchange 浮动汇率Pegged exchange rate 盯住汇率Balance-of-trade equilibrium 贸易均衡Currency crisis 货币危机Foreign debt crisis 外国债务危机Fixed exchange rate 固定汇率Flexibility 弹性Monetary Policy Autonomy 货币政策自主性Discipline 训练；自我控制Speculation 推断；投机活动Uncertainty 不确定性The Investment Boom 投资风暴Inappropriate 不恰当的Accountability 有责任；可说明性Management 管理Chapter ElevenEurocurrency. 欧洲货币Eurobonds. 欧洲债券Disclosure requirements 资料公开的要求Favorable tax status 有利的税收地位Foreign bonds 外国债券Regulatory interference 监管，干预Information technology 信息技术The cost of capital 资本成本Global Capital Market 全球资本市场Far East Index 远东指数Deregulation 违反规定，反常Interest rate 利率Portfolio Diversification 组合投资多元化V olatile 不稳定的Drawback 缺点，障碍Global Equity Market 环球股本证券市场Stockholder 股东Financial market 金融市场Collapse 崩溃，贬值Correlation 相互的关系Chapter TwelveStrategy. 策略Profit growth 利润增长Core competence 核心能力Experience curve. 经验曲线Economic of scale 规模经济Profitability 获益（情况），收益性Value creation 价值创造Global web 全球性网路Learning effect 学习效应Universal needs 普遍需求Clear Vision 目的明确Location 位置Caveat 警告，附加说明Taste 口味，爱好General Motors 通用汽车Infrastructure 基础设施Distribution Channel 分配渠道Demand 需求Host-Government 东道国政府Global standardization strategy 全球标准化战略Chapter ThirteenOrganizational architecture 组织框架Control system 操纵系统Horizontal differentiation. 水平差异International division. 国际分工Global matrix structure 全球矩阵结构Organizational structure 组织结构Incentive 鼓励措施mechanisms 机制Worldwide area structure 全球区域结构Knowledge network 知识网Process 进程Centralization 集中，中央集权化Vertical 垂直的，纵向的Decentralization 分散，地方分权Firm 公司International division 国际部Ambiguity 歧义Pursue 追求，进行Scheme 图解Performance 执行；表现Chapter FourteenTiming of entry. 进入时机Pioneering costs. 开创成本Turnkey project. 交钥匙工程，总包工程Franchising. 特许Wholly owned subsidiary. 全资子公司First-mover advantages 先动优势Strategic commitments 战略承诺Licensing agreement 专利使用权转让协定Joint venture 合资Strategic alliances 战略联盟Expansion 扩张Entry mode 进入方式Partner 伙伴，合伙人Maximize 最大限度地利用Element 成分，要素Collect 收集，搜集Focus 重点，焦点Grant 授予Acceptable 可接受的Unacceptable 不可接受的Chapter FifteenLetter of Credit 信用证Bill of lading 提单Countertrade 反向贸易Offset 抵消，补偿Buyback 返销，回购Bill of exchange 汇票Export-import bank 进出口银行Barter 交易Switch trading 转手贸易Sight draft 即期汇票Time draft 远期汇票Assistance 援助Eximbank 进出口银行Lack 缺乏，缺少Foreign Credit Insurance Association 对外信贷保险协会Incidence 发生率，影响程度Counterpurchase 互购Compensation 补偿Dispose 舍弃，处置Attractive 有吸引力的Chapter SixteenTotal quality management. 整体品质管理ISO900. 国际标准化组织Lean production 精益生产Global learning 整体学习Asset 资产Six sigma 六西格玛Minimum efficient scale 最低有小规模Flexible 柔韧的，有弹性的Make-or-buy decisions 自制或购买决策JIT 准时生产Logistics 后勤，物流Fixed Costs 固定成本Mass Customization 大规模定制Manufacture 生产，制造Computer-aided design 计算机辅助设计Supply chain 供应链CAM 计算机辅助制造Role 作用；角色Electronic data interchange 电子数据交换Specialized 专业化的Chapter SeventeenMarket segmentation. 市场分割Retail 零售Exclusive distribution channel. 独家分销渠道Source effects. 来源效应Pull strategy 前拉战略Marketing mix 销售组合Channel length 渠道长度Channel quality 渠道质量Noise 噪音Strategy pricing 定价战略Concentration 集中，重视Cultural Barrier 文化障碍Type 类型Sophistication 混合Push strategy 后推战略Media 媒体Availability 可利用性Price elasticity of demand 需求的价格弹性Expenditure 花费，消耗Exclusivity 排他性Agent 中介，代理商。
国际商务双语课件Intl Bz 4 Internatinoal Trade Theory
International Business Chapter Four: International Trade Theory
International Business Chapter Four: International Trade Theory
Key definition No. 26 p.149
按照李嘉图的相对优势理论， 按照李嘉图的相对优势理论，一个国家分工生产最有 相对优势理论 效率的产品，从别国购买自己生产效率相对低的产 效率的产品， 甚至从别国购买自己能更有效生产的产品， 品,甚至从别国购买自己能更有效生产的产品，这样 甚至从别国购买自己能更有效生产的产品 做仍然是有意义的。 做仍然是有意义的。 According to Ricardo’s theory of comparative advantage, it makes sense for a county to specialize in the production of those goods that produces most efficiently and to buy the goods that it produces less efficiently from other countries, even if this means buying goods from other countries that it could produce more efficiently itself.
国际商务Chap004
3-9
Social Stratification
All societies are stratified on a hierarchical basis into social categories, or social strata While all societies are stratified to some extent, they differ by: the degree of mobility between social strata the significance attached to social strata in business contacts
3-6
Individuals And Groups
A group is an association of two or more people who have a shared sense of identity and who interact with each other in structured ways on the basis of a common set of expectations about each other’s behavior Societies differ in terms of the degree to which the group is viewed as the primary means of social organization
3-7
Individuals And Groups
In many Western societies, there is a focus on the individual, and individual achievement is common This contributes to the dynamism of the US economy, and high level of entrepreneurship But, leads to a lack of company loyalty and failure to gain company specific knowledge, competition between individuals in a company instead of than team building, and less ability to develop a strong network of contacts within a firm
国际商务谈判,课件,Unit 4
Unit FOUR ClaRIFYING POSITIONS
1. In a negotiation, what are the advantages to be
gained from listening well? What can stop you from
listening?
Unit FOUR ClaRIFYING POSITIONS
International
Unit FOUR ClaRIFYING POSITIONS
Background information
倾听是语言实现正确表达的十分重要的基础和前提。倾听不是指能听见讲话者的 话就行，也不是指单一地静听而无听者的信息反馈。倾听是指听话者以积极的态 度，认真、专注地悉心听取讲话者的陈述。观察讲话者的表达方式及行为举止， 及时而恰当地进行信息反馈，对讲话者作出反应，以促进讲话者进行全面、清晰、 准确的阐述并从中获取有益信息。在倾听的过程中，要注意对方说话的方式和表 情变化。一个合格的谈判者应该是观察人的行家。另外，对于听到的陈，特别是 关键性问题，即使是听懂了，也可通过反问的方式进一步证实。在倾听过程中， 可以通过恰当的方式促进讲话者阐明其看法。
2. How can you ensure that: a. You listen effectively to others? b. Others listen effectively to you? a. Techniques for effective listening include: --Keeping an open mind. --Clarifying what you do not understand-by asking questions if necessary.
国际商务英语第4章
8
Ⅴ. Declining the Counter-offer
Dear Sirs, Re: Declining the Counter-offer for 5000 m/t Steel Plates Type XX We are appreciative of your letter of May 5, which requested a reduction of 3% in the price of 5000 m/t Steel Plates Type XX, i.e., a price reduction from US $ XXX per m/t to US $ XXX per m/t. We are regrettable to say that there is no possibility to cut down our price to the extent you indicated. You know the price of materials has increased substantially to a certain extent and recently we have received a crowd of inquires from buyers in other directions and expected to conclude business with us at something near our level. So, at present, we cannot see our way clear to accept your counteroffer. But in view of our long lasting and friendly business relations, should you agree to meet each other halfway in prices, we think a price reduction of 2% would make this deal clinched, that is, US $ XXX per m/t. Looking forward to hearing from you soon. Siffer
BEC Unit4
cloth \ clothing \ clothes
clothes 复数名词（无单数形式），谓语动词用复数。意思是 “衣服、衣物” 意义与clothing相近，但意义比较具体。 其前面不可以加定冠词，也不可以加数词，但可用some, these, those, many, few等词修饰。 如：those clothes / few clothes / many clothes
Reading: Fashion industry crisis after EU import ban 欧盟进口禁令后时尚产业危机
A spokeswoman for the retailers said that many small companies are suffering because they cannot sell these Chinese imports. ‘People could lose their jobs and small retailers are facing huge losses,’ said Anna Price. “The EU should release these goods as soon as possible, in time for the Christmas season.
Background Knowledge
2. What is Christmas season?
圣诞季节通常指从12月初到第二年的一月6号这段时间，商 家会利用这段时间进行商品促销活动，相当于我国的传统节 日春节。
3. H&M.
H&M.是全球时装零售连锁巨头，来自瑞典的连锁服装店 Hemmes & Mauritz的缩写。公司成立于1947年，总部设在斯 德哥尔摩，是欧洲最大的服装零售商。
chapter four-商务英语英汉翻译教程
CISISU-Business English for the Seniors
11
Part 2. Cultural meaning of words
2) Breaking the glass ceiling, the regulation makes it easier for women to move into senior management position. 译文：这项规定打破了看不见的晋级限制，使女性 员工晋升高级管理职位不再困难重重。 Glass ceiling 原指“隐形封顶或玻璃天花板”， 在该句中指的是无形的晋升障碍。该词在汉语文化 中空缺，所以译文要以释义的方式进行文化信息的 补充。
CISISU-Business English for the Seniors 14
Part 3. Characteristic meaning in Business Discourse
2)Would you kindly quote us your lowest price FOB London ASAP? 烦请贵方尽快报伦敦离岸最低价。 3)As requested, we are airmailing to you, under separate cover, a sample of Article Nos. 2031 and 2032 for your reference. 根据贵方要求，兹另封航邮货号2031和 2032样品各一份，以供参考。
CISISU-Business English for the Seniors
4
Part 1. Relationship between the meaning of English and Chinese words
商业英语入门chapter 4
The Scope of Marketing
Goods Services Experiences Events Persons
Places Properties Organizations Information Ideas
Core Concepts of Marketing
Supply chain Competition Marketing Environment
The Four P Components of the Marketing
Mix
Alternative Marketing Mix: The Four Cs
Customer Solution
The Four Cs
Foreigners who do business in China must
either accept the concept of guan-xi or be inevitably unsuccessful. Guan-xi means
personal relationships. Everything in China is
Three Intensive Growth Strategies: Ansoff’s Product/Market Expansion Grid
Starbucks’ home page: Customers can request a catalog of Starbucks products, subscribe to a newsletter, and shop online
– Internet Domains: C2B (Customer to Business)
国际商务第四章
A Look at Three Segments
The Home-Country Perspective Host Country Political and Legal Environment International Relations and Laws
3
The Home Country Perspective
5
Export Controls
Are designed to deny or delay the acquisition of strategically important goods by adversaries. The legal basis for export controls varies in nations. Most international business can be carried out with a general license used to provide blanket permission to export. In the U.S. export licenses are issued by the Dept. of Commerce for commodities whose export is considered sensitive.
6
How an Export License is Issued
Specialists in the Department of Commerce match the exported commodity with the Critical Commodities list, the country of destination, and the recipient company. If no concerns exist in any one of the three areas, a license is issued. This process is only carried out if the product or the recipient country is considered sensitive.
商务英语Chapter 4
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Three The Main Contents of Business Negotiation
Notes on the Text
1 .Having an inflexible strategy and limited tactics will almost instantly bring negotiations to an unproductive close. 2. Being able to “think on your feet" will go a long way toward success at the negotiation table. 3. Time zone changes，language problems，and legal wrangling can be major distractions from the goals set forth in the strategy. 4. Many an executive has returned from an overseas negotiation with nothing achieved according to the preplan. 5. Negotiation can be a very stressful affair, and there will be moments when it hardly seems worth the effort.
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Three The Main Contents of Business Negotiation
guard against防止，防范 cloud the main issue混淆主要问题 be equipped with用……装备 time-consuming费时间的 back out退出(放弃，收回) lose the nerve变得胆怯，失去勇气，畏缩，害怕 set forth陈述(陈列，出发，宣布) sense of humor幽默感 think on your feet反应迅速，行动敏捷果断
国际商务交际 Unit 4
☆ Fifth, verify that the information the caller has given you is correct and work out solutions by yourself or f ind someone else who can handle it. If you turn over the matter to someone else, follow up to see that the problem is properly resolved.
Complainer
Introduce — you have a complaint DVD-Disk erased — repair & compensation OK 0755-269354××
Communicating with others
Task 5
Pair work. Perform role-plays of complaining and handling complaints according to the situations below. Take turns to be the complainer and the person responding to a complaint.
If you must call back to say that you can’t make the adjustment the customer wants, you need to express your regret over the matter f irst, then give the reason and offer a substitute product or service. One thing you must not do is to assume responsibility for the error on behalf of your
国际商务4
ETHICAL ISSUES IN INTERNATIONAL BUSINESS
The most common ethical issues in business involve employment practices, human rights, environmental regulations, corruption, and the moral obligation of multinational companies.
Some economists suggest that the practice of giving bribes might be the price that must be paid to do a greater good. These economists believe that in a country where preexisting political structures distort or limit the workings of the market mechanism, corruption in the form of black-marketeering（黑市交易）, smuggling, and side payments to government bureaucrats to “speed up” approval for business investments may actually enhance welfare. Other economists have argued that corruption reduces the returns on business investment and leads to low economic growth.
国际商务函电Unit 4 enquiries and replies
Yours faithfully,
Notes
1. inquiry (enquiry) n. 询盘，询价 make (or: send, give, fax) sb. an inquiry for sth. 向某人询购某种商品 1) We thank you for your inquiry for sunflower seeds. 我们感谢你方有关向日葵籽的询盘。 2) Upon receipt of your specific inquiry, we shall send you our quotations and samples. 一收到你方具体询盘，我方立即给你方寄出我方的 报价及样品。
for, including specifications, quantity, etc.
2. Asking for a special discount , terms ofpayment and t来自me of delivery.
3. Stating the possibility of placing an order.
Notes
3. market come to the market find a market a good (poor) market in the market for an advancing market a brisk market a strong market
n. 市场，行市 上市 找销路 畅销(滞销) 要购买 市场上涨 市场活跃 市场坚挺
Dear Sirs,
询问哪些信息？ 商品详情，尺寸，颜色，价格 索要样品 1.交代信息来源
Specimen Letters
Messrs. Brother and Clark of this city inform us that you are exporters of all cotton bed-sheets and pillowcases. We would like you to send us details of your various ranges, including sizes, colors and prices, and 2.表明写信目的 also samples of the different qualities of material used. We are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of the kind mentioned. 4.强调该信息对公司的价值 When replying, please state your terms of payment and discount you would allow on purchases of quantities of not less than 1000 dozen of individual items. Prices quoted should include insurance and freight to Liverpool. Yours sincerely, 提出请求： United Textiles Limited 付款条款，折扣 Manager 贸易术语 3.提出具体要求
商务英语口译第4章ppt课件
建议：句中的专业术语比较多，这些都是商业谈判中的常 用语，所以需要记忆。
精选课件
15
E-C Interpretation
You can draw on me just as if there were a letter of credit.
建议：注意按照国际惯例，货物装运后卖方须将 装运情况及时通知买方。
精选课件
9
Note-taking （1）
import from other exporters: 从其他出口商进口； an advance payment: 一笔预付款； the interest rate: 利率； make concessions: 做出让步； retract the order: 撤回订单；
certificate of weight; 开始招标的时间：the time of your invitation for bid; 出具保证书：hand in a letter of guarantee;
建议：英语多被动，汉语多主动。如The goods will be inspected by the China Commodity Inspection Bureau. 译为“货物由中国商品检验局进行检验” ，而不是译为“被检验”。
精选课件
3
Vocabulary Work
terms of payment: 支付条款；
specimen contract: 合同样本；
draft sight: 见票即付；
pay a margin: 支付保证金；
D/P (document against payment): 付款交单 是跟单托 收方式下的一种交付单据的办法，指出口方的交 单是以进口方的付款为条件，即进口方付款后才 能向代收银行领取单据；
经贸英语写作 Chapter 4 Enquiry and offer
3. Classification of offers （发盘的 分类）
Offers can be classified into: ① firm offers （实盘） ② non-firm offers（虚盘）
The characteristics of firm offers
（实盘的特点）
Q: What does the author write in the first paragraph （第一段写什么内容）?
① “You were recommended to us by…” Where have you learned of the exporter
（如何知道对方）?
② “We are importer of bed sheet and home textile products…”
Para. 3: Here in the European market only all-cotton bed
sheets are salable and any synthetic fiber or blended fiber is not in demand.
Salable: 有销路的/适合销售的 试译: 这些房子销路很好。
2、好的秘书总是很多人都需要的。 Good secretaries are always in demand.
If you are in a position to offer products of this quality at workable price, we may play substantial (large) order in the future.
be in a position to= be able to / can
商务沟通英文原版第四章
Planning
Drafting
Revising
Proofreading
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[Click The to edit Writing Master Process title style]
Audience Analysis
Studying relevant aspects of the receiver
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Audience Analysis
4. What does the audience already know? Evaluating the primary audience’s present level of understanding is critical to making decisions about content and writing style. 5. What is unique about the audience? Learn about the reader’s interests, demographic characteristics, level of formality expected, and the like. Use this information to structure the content, organization, and tone of the message.
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Audience Analysis (continued)
1. Who is the primary audience? If you have multiple audiences, you need to identify the primary audience—the person whose cooperation is critical if your message is going to achieve its objectives—and your Secondary audience—those who also are affected by the topic of the message. Even if you are able to satisfy no one else, try to satisfy the needs of your primary audience. 2. What is your relationship with the audience? If your audience does not know you, you have to establish credibility through tone and supporting evidence.