商贸英语对话

（1）At the Trade Show
◆An American importer talks with a Chinese salesman at a trade show .
◆Salesman: Good morning. May I help you？
◆Importer : I wonder if you can give me more information about this computer model you're showing?
◆Salesman : I'd be glad to help. Would you like a packet of our promotional literature?
◆Importer : Thank you. I see your computer is fully IBM compatible.
◆Salesman : Yes, this model can run any software or DOS program and IBM personal computer can run.
◆Importer : These models seem to be quite small.
◆Salesman : Yes, one of the problems our company was trying to solve when we worked on this model was to do away with the bulk of IBM desk-tops and their clones. Our computer is only 11 pounds.
◆Importer : Remarkable! There's nothing quite like seeing a problem and solving it to create a good product. Are all the components made here in Taiwan?
◆Salesman : Yes, we do some subcontracting, but only in Taiwan. These computers are made here. May I ask what company you work for?
◆Importer : I represent Reese Computer and Supply Company.We're a high-volume, discount mail-order house.
◆Salesman : Would you like to tour our factory and perhaps.even one or two of our subcontractors?
◆Importer : Yes, if it wouldn't take too long to arrange. I'm due to fly back to the States on Friday.
◆Salesman : I'm sure we can arrange it before then. How about meeting the founder of our company? Would you be interested in talking with him about our ideas for upcoming models?
◆Importer : Yes, I think that would be useful. Thank you for your help.
商贸英语实用对话Unit2:At the Showroom
（2）At the Showroom
◆A Chinese ceramics manufacturer talks with an American importer.
◆Importer : What beautiful art ceramics you make.
◆Manufacturer: I learned the craft from my father. Then I studied ceramic engineering at school.
◆Importer : All your hard work looks as if it's paid off.
◆Manufacturer : Yes, I have 50 employees. I hope to become the biggest exporter of ceramics in Taiwan.
◆Importer : Well, the demand for ceramics is increasing in my country.
◆Manufacturer : Yes, a large proportion of our sales are to the U.S.
◆Importer : The development of ceramics in your country has been remarkable.You carry on a centuries-old tradition and keep pace with modern technology at the same time.
◆Manufacturer : Yes, our research in the field has been yielding good results. And we're deeply grateful to your country's technicians for their considerable assistance.
◆Importer : Tell me about your designs.
◆Manufacturer: How do you like this one?
◆Importer: It's beautiful.
◆Manufacturer : This is an eight-foot decorative vase. It's hand-made and the inlaid designs are etched in. It takes 45 days to make. Its retail price will be US$3,000.
◆Importer : The result is certainly worth the effort. How about this design over here?
◆Manufacturer : This vase is still in the experimental stage.
◆Importer : Why is that?
◆Manufacturer : It's quite expensive to make and because of its small size, buyers balk at its high price. We feel we could sell more if we could reduce the price.
◆Importer : Well, you mustn't tamper with quality. It's the high quality of Chinese ceramics that attracts American buyers.
◆Manufacturer : That's why a reduction in price can never be made at the expense of quality.
◆Importer : Well, thank you for showing me your beautiful ceramic ware. I was so impressed by your designs and the high quality of your pieces.
商贸英语实用对话Unit3:At the Factory
（3）At the Factory
◆An American firm considers using a Chinese factory to manufacture its bicycles.
◆Manufacturer : How do you do, Mr. Kraft. I've been expecting you.
◆Businessman : It's good of you to show me around. Your plant is much smaller than I expected.
◆Manufacturer : Our small size makes us very flexible. As you know, the bicycle business is very much influenced by trends and fashion. Styles change from year to year. Because we're small, we can respond to changes quickly.
◆Businessman : Yes, you have a good reputation in the field. We've been using a manufacturer in Japan. They are very large and efficient, but they do have trouble getting the new models out quickly.
◆Manufacturer : We certainly hope we can solve that problem for you.
◆Businessman : Let's hope so. Well, shall we get started on our tour?
◆Manufacturer : I suggest we start at the beginning of our production line.
◆Businessman : Fine. How long have you been in the bicycle business, Mr. Chou?
◆Manufacturer : I began in 1973.
◆Businessman : Does your factory carry out the entire process of manufacturing?
◆Manufacturer : Almost. A few necessary items like lights and seats are made elsewhere. Then they are checked for quality at our factory and added to the bicycles.
◆Businessman : What kind of quality control do you have?
◆Manufacturer : It's extremely tight. Quality is one of our primary considerations.
◆Businessman : Well, thank you for showing me your plant and answering my questions. I'm looking forward to receiving the samples we talked about. If they're as good as I think they'll be, my company will be placing an order soon.
◆Manufacturer : We'll certainly try to meet your requirements.
商贸英语实用对话Unit4:Prices and Payment
（4）Prices and Payment
◆An Australian camping goods distributor talks with a Chinese exporter.
◆Distributor : My company really likes the variety and quality of your camping goods.
◆Exporter : Thank you. I'm quite certain that we can satisfy your customers. We've had great success in exporting our products to America, for example.
◆Distributor : I'm ready to place an order as soon as we negotiate final prices.
◆Exporter : We'd be only too pleased to do business with you. What items are you interested in?
◆Distributor : I'm thinking of ordering the tent model we discussed. I'm also interested in your aluminum camping stove. What prices do you offer on these two items?
◆Exporter : The tents go for $63.00 each, and the stoves are $20.50, wholesale.
◆Distributor: Are those prices C.I.F. or F.O.B.?
◆Exporter : All prices are F.O.B.
◆Distributor : I don't think the price on that tent is workable for us.
◆Exporter ：I'm afraid we can't go any lower. We do have a similar tent which uses high-impact plastic poles instead of aluminum. It's considerably cheaper - $45.00.
◆Distributor: That sounds like a possibility. Of course, I ll have to inspect the tent before placing an order.
◆Exporter : No problem. You can see it right here at our showroom.
◆Distributor : How do you pack the goods?
◆Exporter : The tents come in individual carrying cases, wrapped in plastic, in lots of a dozen.
◆Distributor : I think we'd need 10 gross.
◆Exporter : Fine. We do request all our overseas customers to do one thing.
◆Distributor : What's that?
◆Exporter : We'd like to ask you to establish a local letter of credit in our favor.
◆Distributor : My company can easily do that. Let's have a look at the tent. Then I'll let you know as soon as a letter of credit is arranged.
商贸英语实用对话Unit5:Price Negotiation
（5）Price Negotiation
◆A Taiwan exporter talks with a Canadian importer.
◆Importer : I'm interested in your portable（手提式，轻便的）electric heater. But I'd like more information before placing an order.
◆Exporter : l'd be happy to answer your questions.
◆Importer : There's one problem I think I ought to mention. How about the energy efficiency rating of the heater?
◆Exporter : As you know, heaters tend to be high energy users. Our model E22 is no exception. But although this heater is not as energy-efficient as some, it does have the most durable（耐用的）, problem-free electric motor of any heater we've tested.
◆Importer : That sounds very impressive. You're talking about the motor that powers the blower?
◆Exporter : Yes, that's right.
◆Importer : What about safety features?
◆Exporter : It has an automatic thermostat control which keeps temperatures from reaching unsafe levels. It also has an automatic shut-off switch in case the thermostat should malfunction. The cabinet contains special insulating materials, so even if it comes into contact with flammable materials its heat will not ignite them. This model is made especially for export.
◆Importer : Do you have any similar, but smaller, heaters?
◆Exporter : Why don't you have a look at this one? This is our newest heater.
◆Importer : How large is the fan?
◆Exporter : It only has a four-inch blade, but it is made to rotate at high speeds. For its size it distributes the heat very rapidly.
◆Importer : What are the prices on these models?
◆Exporter : The large model goes for $60.00, and the smaller unit is $25.00.
◆Importer : Are those prices the lowest you can offer? I don't know if those prices will work for us.
◆Exporter : We might be able to offer you a 10% cut on your initial order. Ten percent off is about as low as we can go.
◆Importer : That sounds more in line with what we can handle.
◆Exporter : Well, let me check my figures and get back to you on it.
商贸英语实用对话Unit6:Agency Business
（6）Agency Business
◆A Taiwanese exporter of sporting goods talks with an English distributor about the possibility of becoming a commissioned agent.
◆Distributor : It's a very innovative design. This tennis racquet is stronger, lighter, and more flexible than other existing racquets.
◆Exporter : Yes, our company is the first to take the carbon fiber graphite used in rockets and apply this technology to racquets. As you know, Colin, we'd like to introduce our products to England. But our experience with English markets is limited. We're considering appointing an agent for the U.K. How would you like to be our agent?
◆Distributor: That might work well for both of us. Let me assure you that I'd do my best for you. I'd make sure this racquet got a good reception in the U.K.
◆Exporter : We'd offer you a 10% commission on all sales.
◆Distributor : What about buyers who don't make good on their payments?
◆Exporter : I'm afraid that would be the responsibility of the agent.
◆Distributor : What terms of payment would you offer buyers?
◆Exporter : The usual. 20% when the order is placed, 50% at delivery, and 30% 30 days after delivery. And a 5% cash discount.
◆Distributor : Would you consider both C.W.O.and C.O.D. as cash?（订货付款或货到付款）◆Exporter : I'm afraid not, since with C.O.D. orders, the money is not paid until delivery. We'd only offer a discount on C.W.O. orders.
◆Distributor : Then I guess you wouldn't offer discounts for prompt cash payments either. With that sort of arrangement the payment is supposed to be made within a reasonable time after delivery-usually within a few days.
◆Exporter : We might be able to consider that kind of payment. And perhaps we could offer some discount for that and C.O.D., but not as much as for cash.
◆Distributor : What about installment payments?
◆Exporter : For domestic purchases that form of payment is quite popular and safe for the seller. You can reclaim goods if payments aren't made. In the case of foreign trade you can't do that easily. Goods are difficult to reclaim from abroad, though, of course, I know you would use good
judgment in choosing customers.
◆Distributor : Well, we aren't obliged to offer installment payments. We always say, A bird in the hand is worth two in the bush
商贸英语实用对话Unit7:Salesmanship
（7）Salesmanship
Salesmanship I
◆Taiwan exporters show skill in selling to foreign importers.
◆Importer : This is a low price all right, but why do these disposable hospital gowns cost so much less than others?
◆Exporter : Let me tell you why. One reason is that the gowns are made from non-woven fabric. We use a special micro-fiber we've developed to make the fabric.
◆Importer : How does that affect the price?
◆Exporter : Non-woven fabric is easy to cut and sew. We're able to assemble the gowns quickly.
◆Importer : How's the durability of the gowns?
◆Exporter : I happen to be especially proud of that feature of our gowns. Our fabric has more elasticity than others, so our gowns resist tearing and maintain their shape.
◆Importer : That sounds too good to be true.
◆Exporter : I've been selling these gowns for over a year. Our testing and customer feedback all testifyi to their quality.
◆Importer : I'm also concerned about their wet strength and water resistance. Hospital workers are exposed to stains and spills of all kinds.
◆Exporter : Our fibers have a special finish which makes them highly stain and moisture-resistant. We think this product is going to be the pride of our company.
Salesmanship II
◆Importer: I'm interested in your satellite receivers.
◆Exporter : Our TVROs are one of our best-selling products. In fact we occupy about 50% of the world market on this item. We specialize in microwave technology.
◆Importer : Taiwan has certainly gained a place in the high-tech market.
◆Exporter : We used to lack R & D so we found it hard to innovate. That's the reason our company now invests 10% of our revenues in R & D.
◆Importer: You used to have trouble with quality control too. Can you tell me how your company insures that your receivers meet a uniform high standard?
◆Exporter : At first we had to station one of our engineers at the factories we used to forge the parts for our TVROs. But by now these factories have stringent quality control of their own.
◆Importer : Well, we're looking for a supplier who can give us a lower price with no reduction in quality.
◆Exporter : May I ask how many TVROs you were thinking of ordering?
◆Importer : I would estimate that we'd buy about 1,000 per month.
◆Exporter : Well, since you'd be placing a large order, we can give you a discount on the price.
◆Importer : That would certainly encourage us to order from you. Let me discuss what you offer with my home office.
◆Exporter : I'll be expecting your call then.
商贸英语实用对话Unit8:Purchasing
（8）Purchasing
◆An American importer discusses the purchase of photocopying machines with a Taiwan salesman.
◆Importer : I'm thinking of placing an order with you for some of your copiers.
◆Salesman : What model are you interested in?
◆Importer : I like the Rep0100, and the larger model, the Rep 0200.
◆Salesman : Would you like to order some of both, or are you trying to decide between the models?
◆Importer : I think some of both would fit my company's needs best.
◆Salesman : What quantity of each do you think you'll need?
◆Importer : Well, that depends partly on price. Also, I'd like more information on the copiers before I order.
◆Salesman : I'd be happy to answer any questions.
◆Importer : I see from your promotional literature that the larger model can make 44 copies per minute, while the smaller one makes 35.
◆Salesman : That's right.
◆Importer : Does the larger model have a copy-enlarging feature?
◆Salesman : Yes, it does, but the smaller one doesn't. An enlarger is almost never a feature on smaller machines.
◆Importer : What's the frequency of repairs on these machines?
◆Salesman : That depends on many things. For example, how much use the copier gets. These machines have a record of going without repair longer than any copy machines in their price range.
◆Importer : They look as if they would fit our needs. Could I see a price list?
◆Salesman : Here you are.
◆Importer : I think these copiers are fine, but I don't like these prices.
◆Salesman : The prices include the freight company's commission for packing and shipping, plus freight charges to San Francisco.
◆Importer : Then there would be no further costs for shipping the copiers?
◆Salesman : That's right.
◆Importer : The price is no problem then, especially since shipping costs are such a big factor in imports. Does the price also include customs duties?
◆Salesman : Yes, it does.
◆lmporter : Well, then I think we can discuss an order.
◆Salesman ; Let me know the details of your order when you're ready.
◆Importer : By the way, what about English-language instruction manuals?
◆Salesman : English manuals are generally shipped with the copiers to English-speaking countries.
商贸英语实用对话Unit9:Insurance
（9）Insurance
◆A Chinese exporter discusses insuring an order with an American buyer.
◆Exporter : Of course, we'll need to insure your shipment of baby coaches.
◆Importer ：What is the primary purpose of insurance?
◆Exporter ：It protects against damage or loss of goods during shipping.
◆Importer ： A business acquaintance told me that you're an experienced exporter. Why don't you explain how goods are valued for insurance purposes? I suppose there's more than one factor that goes to make up insured valuation.
◆Exporter ：Yes, the primary factor is the cost of the goods at the point of delivery. Then, too, it depends on whether goods are shipped F.O.B. or EX-factory1.
◆Importer ：I'd like to hear something about those unfamiliar terms.
◆Exporter ：F.O.B. means free on board. This means the seller is responsible for delivery of the goods to the carrier TM, and from there the buyer is responsible.EX-factory means from the point of origin. This means the buyer pays all shipping costs from the factory.
◆Importer : How should we go about shipping the baby coaches?
◆Exporter : Our firm uses a freight forwarder. As soon as the order is ready, my company issues an order to our freight handler. They prepare all the documents needed for shipping, including the certificate of insurance.
◆Importer : I understand freight forwarders handle packing and insurance as well as the other documents needed for export.
◆Exporter : Right.
◆Importer : What sort of documents do you need to provide to the freight forwarder?
◆Exporter : We must submit a commercial invoice which provides accurate information about the goods, their value, their quantity, and the names of the consignor and consignees.
◆Importer : But it's the freight forwarder who chooses the insurance company?
◆Exporter : Yes. They only deal with reputable firms, so you can be sure of dependable coverage.
◆Importer :The insurance is protection against loss arising from damage?
◆Exporter : Yes, we're usually covered for loss or damage. As soon as the insurance company gets the export declaration-- if they agree to insure -- they write a policy fixing the terms and the premium.
◆Importer : And then the consignee pays the premium?
◆Exporter : And the insurance company issues a receipt for the premium called a covering note. That secures the goods until the actual policy is written.
◆Importer : So from that point on we're protected against loss or damage?
◆Exporter : Some policies cover TLO（total loss only （保险业用语）全损险, so in that case we're covered for total loss of goods only, not for partial loss or damage. But all this is always spelled out in advance.
◆Importer : Well, thanks for the information.
商贸英语实用对话Unit10:Packing and Shipping
（10）Packing and Shipping
◆A Taiwan exporter talks to a freight forwarder about shipping his goods.
◆Exporter ：How do you do, Mr. Blake? Your company has been recommended to me by Mr. Hsiao.
◆Freight Forwarder ：What did your friend say about our services?
◆Exporter : He explained how we could have lowered shipping costs by using your company.
◆Freight Forwarder ：Yes, a freight forwarder can cut down on a reat deal of your shipping expense.
◆Exporter ：How do you do that?
◆Freight Forwarder ：We are knowledgeable about shipping and can secure you the best rates. We also cut costs by our efficiency in preparing the documents you need for export.
◆Exporter : What documents are those?
◆Freight Forwarder : Generally, exporters need a consular invoice, a bill of ladin, a certificate of insurance, and sometimes a certificate of origin and a carnet.
◆Exporter : What about packing?
◆Freight Forwarder : We can crate, box, or rope any items for a small charge.
◆Exporter ：I'm concerned about damage to my breakable goods. Can you mark this shipment Fragile?
◆Freight Forwarder ：We can attach all kinds of labels such as Handle with Care and Keep Dry. Shipments can also be given special handling for an additional fee.
◆Exporter ：How much does special handling cost?
◆Freight Forwarder ：Well, regular shipping is cheaper, of course. But you have to measure that saving against the advantages of reducing damage. I'm afraid there's some weight limitation on shipments given special handling.
◆Exporter : It sounds as though you offer some useful services. How much does all this cost?
◆Freight Forwarder : You can understand that the price depends on many things. We estimate fees on a per-shipment basis. Rates also vary with the costs of the merchandise carried. Our charges are generally reasonable. The seller often pays a commission for our services and passes it on to the buyer. So it works out to be very inexpensive.
◆Exporter :Becoming an exporter sounds as though it will be easier than I thought, with a freight forwarder to help me.
商贸英语实用对话Unit11:Line of Credit
（11）Line of Credit
◆An American importer meets with a Taiwan exporter to discuss terms of payment.
◆Importer : Thank you for meeting with me this morning. We've been getting together quite often lately. My company is very pleased with the deal I've been able to negotiate（谈判达成; 成功越过; 议价出售）.
◆Exporter: Yes, we've been able to undersell the competition with our new hearing device.
◆Importer: Now that we've settled on a price, we need to discuss terms of payment. Is it necessary to do anything special in the way of payments for international trade?
◆Exporter: You could have the goods sent on consignment.
That way you wouldn't have to pay until you actually sold the hearing devices.
◆Importer : But wouldn't we get a better deal if we bought the goods outright? We'd expect to be able to obtain a reasonably large reduction in price.
◆Exporter : Yes, you would; and we'd prefer to have the money up-front, so we can pay off our transistor supplier.
◆Importer ：Has the supplier indicated a need for money?
◆Exporter : Oh, no. They're an enormously well-financed organization. It's just that we'd get a discount if we paid before the fifteenth of the month.
◆Importer : Can we pay you by check?
◆Exporter : The customary method of payment in international trade is the letter of credit. A local bank will grant you, let's say a letter of credit line of $250,000. You would then need to pay one half the total invoice in local currency. The balance would be payable upon receipt of the goods.
◆Importer : How can I open a letter of credit?
◆Exporter : You would need to describe the transaction to the bank, and specify the documents the bank needs. For example, the certificate of insurance.
◆Importer : I see no reason why my company can't operate this way.
◆Exporter: We ask you to use an irrevocable letter of credit. this means that the bank would guarantee payment even if your company is unable to pay. This way we maintain continuous control over our financial risk until the final payment is made.
◆Importer : I guess the next step is for me to visit the bank. Thank you for making my first importing experience a pleasant one.
◆Exporter : Well, exporting is what we're in business for. I notice that you have very few hesitations about beginning.
◆Importer : You've calmed my fears marvelously.
. 商贸英语实用对话Unit12:Advertising
（12）Advertising
◆A Taiwan manufacturer talks with an American distributor and his ad agency.
◆Distributor; Mr. Davis, I'd like you to meet Mr. Lin, our manufacturer from Taiwan.
◆Agency : How do you do, Mr. Lin. It's a pleasure to work with you on introducing your delicious product to Americans.
◆Manuf. : Thank you. I hope we can come up with a good marketing strategy.
◆Distributor: One of the things Mr. Lin wants to know is what kind of packaging we'll be using.
◆Manuf. : Yes, I'm interested in knowing what you plan to do about packaging. In Taiwan these dried fruits or michien－are either sold loose or packaged using very traditional art themes. I wondered if this kind of design was appropriate here, or if a more Western design would work better.
◆Agency : We think the product should retain its character as Asian, something different and exotic in snack foods.
◆Manuf. : How do you plan to accomplish this?
◆Agency : We've retained some of the traditional Chinese art motifs in our package design such things as dragons and plum blossoms. But we've also used a more Western design which is less crowded and more abstract. We think we've combined the best of Eastern and Western advertising art.
◆Distributor : Here are the sample designs, Mr. Lin. We need to know what you think of our designs.
◆Manuf. : They look very nice. It seems that you have thought of everything.
◆Agency : Which of these is most appealing?
◆Manuf. : I think I like the one with the dragon best.
◆Agency : They'll be done in different colors to indicate the different flavors. The designs are for use on preprinted plastic packaging. The fruits will be packaged by machine. There's a perforation at the top of each package so retailers can display the bags on a rack.
◆Distributor : American retailers are much more likely to carry goods packaged in this way.
◆Manuf. : I see. This all seems well planned. Are you going to advertise exclusively through packaging?
◆Agency : No, we plan to offer posters to retailers and to place ads in magazines, mostly upscale, gourmet magazines.
◆Distributor : We'll be aiming for a well-off, sophisticated market. These buyers are more likely to read ads than less affluent buyers. Research has indicated that once a product is accepted in this market, it gains acceptance elsewhere.
◆Agency : Our aim might be to increase the recognition of a particular trademark among buyers. Each ad, poster, and package will contain the dragon logo for easy recognition of your products.
◆Manuf. : Thank you for your work. It Sounds as if my products will soon be as popular in the U.S. as they are in Taiwan.
商贸英语实用对话Unit13:Claims and Complaints
（13）Claims and Complaints
Claims and Complaints I
◆A clerk discusses an insurance claim with his boss.
◆Boss : What's your hurry?
◆Clerk : Bad news! That shipment of parts from Japan has been partially lost and damaged at sea. What should we do when loss or damage occurs?
◆Boss : We must prepare our claim and send it to the underwriter to secure payment.
◆Clerk : Won't our broker take care of that?
◆Boss : Yes, that's part of the service on the broker's side.
◆Clerk : So the first step would be to contact our broker?
◆Boss : Yes, and we'll need to submit some documents to him.
◆Clerk : Is it enough that we have an on-board bill of lading to claim settlement?
◆Boss : I'm sorry to say it isn't. We'll need a statement from the shipping agents stating that the goods were actually loaded and noting when the vessel sailed.We'll also need to present proof of ownership.
◆Clerk : How do we do that?
◆Boss : We'll have to file a full original set of ocean bills of lading, the insurance certificate, and the original commercial invoice.
◆Clerk : No problem. I have them on file.
◆Boss : We may also need a statement of protest.
◆Clerk : What's that?
◆Boss : It's usually an extract from the ship's log which describes how the goods were lost or damaged. It's prepared by the master of the vessel. Sometimes that documentation is also required.
◆Clerk : Well, that covers all the things I want to know. I guess I'll call our broker.
◆Boss : Yes, let's get started right away.
Claims and Complaints II。