商務(wù)英語300句 - Unit 6 Price 價格

1、Brief Introduction對外貿(mào)易中的商品單價通常由四個部分組成，即計量單位、單位價格、計價貨幣和價格術(shù)語。國際貿(mào)易中使用的價格術(shù)語很多，其中以 F.O.B、C.I.F、及C.F.R三種價格術(shù)語最為常用。對于這三種價格術(shù)語，國際上有多種解釋，現(xiàn)將這三種價格術(shù)語扼要解釋如下：1.F.O.B 該價格叫裝運港船上交貨價，簡稱“船上交貨”。F.O.B是 Free On Board的縮寫。采用這一價格術(shù)語時要在其后注明裝運港名稱。2.C.I.F 該價格叫成本加保險費、運費價。C.I.F是Cost Insurance Freight的縮寫。采用這種價格術(shù)語的時候，應(yīng)在C.I.F后注明目的港名稱。

2、3.C.F.R該價格叫成本加運費價。采用這種價格術(shù)語時，也應(yīng)在 C.F.R后注明目的港名稱。Basic Expressions1. If you can reduce the price by 5%, we shall be able to order 200 metric tons.如果你方能降價百分之五，我們將訂購二百公噸。2. Business is possible if you increase the price by 2%.如果你方提價百分之二，交易才有可能。3. We are not interested unless your price is reduced to a le

3、vel in line with the market price. 除非你們把價格降到與市場價格相等，否則我們不感興趣。4. We have been informed that the current price on your side is much higher than what you say.我們聽說你方的現(xiàn)行價比你方所說的要高很多。5. Sellers decide to wait no matter when the price picks up. 不管價格何時回升，賣方?jīng)Q定再等一等。6. Our prices are highly competitive when you

4、 consider quality.如果你們考慮一下質(zhì)量的話，我們的價格是很有競爭性的。7. Our price is net without commission.我們的價格是凈價，不含傭金。8. To meet your requirements, we would like to reduce our price by 2%, which, I hope, will be satisfactory to you.為滿足你方要求，我們愿降價百分之二,希望能令你們滿意。9. Im awfully sorry. This is our floor price. If you find it u

5、nworkable, we may as well call the deal off.很遺憾，這是我們的底價。如果你覺得價格不可行，我們只好取消這筆交易。10. Will you please quote F.O.B Brussels in U.S. dollar?請你們以美元、布魯塞爾離岸價報價。11. Its better for us to have a talk on price terms, because it is one of the key points in our dealings.我們最好先談價格條件，因為它是做生意的一個關(guān)鍵。12. Ill have to cons

6、ult my home office before I can give you a definite answer on the price terms.在答復(fù)你方有關(guān)價格條件之前，我得先跟我們國內(nèi)公司聯(lián)系一下。ConversationsDialogue 1A: Ive come to hear about your offer for bristles.B: We have the offer ready for you. Let me see . here it is. 100 cases Houston Bristles, 57 mm, at 10 pounds sterling pe

7、r kilogram, C.I.FEuropean Main Ports, for shipment in June 2001. The offer is valid for five days.A: Why, your price has soared. Its almost 25% higher than last years. It would be impossible for us to push any sales at such a price.B: Im a little surprised to hear you say that. You know very well th

8、at markets for bristles have gone up a great deal in recent months. The price we offer compares favorably with quotations you can get elsewhere.- 我是來聽取你們對豬鬃的報盤。- 我們已為你準備好了報盤。讓我找一找，啊，在這里，100箱57毫 米休斯敦豬鬃，每公斤成本加運費保險費到歐洲主要口岸價10英 鎊，2001年6月交貨。報盤五天有效。- 為什么你方的價格猛漲，幾乎比去年高出25%？按這種價格，我方 實在難以銷售。- 你這樣說讓我有點驚訝。近月來豬

9、鬃市價漲了很多。我方所報的價格與你從別處能獲得的價格相比，是較為便宜的。A: Im afraid I cant agree with you there. I must point out your price is higher than some of the quotations weve received from other sources.B: But you must take the quality into consideration. Everyone in the trade knows that USs bristles are of superior quality

10、to those from other countries.A: I agree that yours are of better quality. But theres competition from synthetic products, too. You cant very well ignore that. Prices for synthetic bristles havent changed much over the years.B: Theres practically no substitute for bristles for certain uses. Thats wh

11、y demand for natural bristles keeps rising in spite of cheaper synthetic ones. To be frank with you, if it were not for the long- standing relationship between us, we would hardly be willing to make you a firm offer at this price.A: Well, well have a lot of difficulties in persuading our clients to

12、buy at this price. But Ill have to try, I suppose.- 恐怕我不同意你的說法，你們的價格比我們從別處所得到的一些報價高。- 但是你方必須考慮到質(zhì)量的問題。同行中人人皆知美國豬鬃質(zhì)地優(yōu)于其他國家的供貨。 - 我承認你們的豬鬃質(zhì)量高，但還有人造制品的競爭。你恐怕不能忽視這一點吧。今年來，人造制品的價格并無多大變化。- 在某些用途方面，幾乎沒有東西可以代替豬鬃。盡管人造制品價格 便宜，但對天然豬鬃的需求還在不斷增長，原因就在這里。老實 說，如果不是為了我們雙方長期以來的關(guān)系，我們不大可能以這樣 的價格向你方報實盤的。- 唉，要說服客戶以這個價格購買，對

13、我們來說還真不容易。不過看來，我得試一試。Dialogue 2A: I believe youve studied our proposal for fertilizers.B: Yes, Mr. Smith. And were very much interested.A: Its almost twenty years since we first supplied you with ourproducts in 1984. To our regret, for one reason or another, business between us has failed to develop

14、. I hope well succeed in concluding some business this time.B: As weve repeatedly stated, US does business on the basis of equality, mutual benefit and exchange of needed goods. If these principles are adhered to, Im certain that mutually beneficialbusiness will result.- 我相信你們已經(jīng)仔細研究過了我們的肥料報盤。- 是的，史密

15、斯先生，我們對此很感興趣。- 我們于1984年首次向你方供應(yīng)產(chǎn)品至今差不多已有20年之久。由于種種原因，我們之間的業(yè)務(wù)未能繼續(xù)下去，對此我們感到很遺 憾。希望我們這次能達成一些交易。- 我們一再說明，美國是在平等互利、互通有無的基礎(chǔ)上進行貿(mào)易 的。若遵循了這些原則，我確信能夠達成對雙方都有利的交易。A: May we hear your comments on your products?B: We find the quality of your samples well up to standard and suitable for our requirements. On the oth

16、er hand, were received offers for higher quality products. So business depends very much on your prices.A: Taking everything into consideration, youll find that our prices compare favorably with the quotations you can get elsewhere.B: Im not sure of that. Before coming to the discussion of price, ma

17、y I point out that we would like to have you quote us on a F. O.B. basis?A: I dont quite understand. For bulk goods such as chemical fertilizers, its the sellers who arrange the shipping space. It is more convenient for us, as well as for you.B: Well, we prefer to have the US National Chartering Cor

18、poration take care of the shipping. It doesnt make a difference to you, does it?A: Well, it does make a slight difference, but well do as you request.- 請對我們的產(chǎn)品提提意見好嗎？- 我們認為你們的樣品質(zhì)量符合標準而且適合我們的需要，但是另一 方面，我們已收到高檔貨的報盤，所以業(yè)務(wù)能否成交在很大程度上 要看你方的價格。- 如果把各種因素都加以考慮，你就會發(fā)現(xiàn)我們的價格比別處報的要 便宜。- 這點我不敢肯定，在談判價格之前，我想提出，我們希望你方

19、報船 上交貨的價格，行嗎？- 我不大明白，象化肥這一類的大宗貨得由賣方安排艙位。這對你我 都方便。- 喔，我們寧愿由美國租船公司去負責裝船。這對你方?jīng)]有多大 區(qū)別，對不對？- 喔，稍稍有點區(qū)別，但我們可以照你的意見辦。Dialogue 3A: I have here our price sheet on a F.O.B. basis. The prices are given without engagement.B: Good, if youll excuse me, Ill go over the sheet right now.A: Take your time.B: I can tel

20、l you at a glance that your prices are much too high.A: Im surprised to hear you say so. You know that the cost of pro- duction has been skyrocketing in recent years.B: We only ask that your prices be comparable to others. Thats reasonable, isnt it?A: Well, to get the business done, we can consider

21、making some concessions in our price. But first, youll have to give me an idea of the quantity you wish to order from us, so that we may adjust our prices accordingly.- 這是我們船上交貨價的價目單。所報價格沒有約束力。- 很好。如果可以，我馬上把價目單看一遍。- 請便。 - 我一看這份價目單就知道你們的價格太高了。- 你這么說我很吃驚。你知道近年來生產(chǎn)成本迅速上漲。- 我們只要求你方的價格能和別人差不多就行了。這個要求很合理，對

22、不對？- 好吧，為了成交，我們可以考慮作些讓步，不過要請你先說明大概要訂購多少，以便我們對價格作相應(yīng)的調(diào)整。B: The size of our order depends greatly on the prices. Lets settle that matter first.A: Well, as Ive said, if your order is large enough, were ready to reduce our prices by 2 percent.B: When I say your prices are much too high, I dont mean they

23、are higher merely by 2 or 3 percent.A: How much do you mean then? Can you give me a rough idea?B: To have this business concluded, I should say a reduction of least 10 percent would help.A: Impossible. How can you expect us to make a reduction to that extent?B: I think you are as well - informed as

24、I am about the market for chemical fertilizers. Its unnecessary for me to point out that sup- ply exceeds demand at present and that this situation is apt to continue for a long time yet. May I suggest that you call your home office and see what they have to say?A: Very well, I will.- 我們要訂的數(shù)量很大程度上取決

25、于價格，就讓我們先解決價格問 題吧。- 好吧，如果你們的訂貨數(shù)量很大，我們準備減價百分之二。- 我說你們的價格太高，并不是說僅僅高出百分之二或三。- 那么你說是多少呢？能不能說一個大概的數(shù)字？- 為了促成交易，我認為大約給百分之十的折扣才行。- 不可能，你怎么能要求我們給那么大的折扣呢？- 有關(guān)化肥的行情，我想你和我一樣都很了解。用不著我來指出， 目前的情況是供過于求，而且這種情況還要延續(xù)很長一段時間。 我建議你打個電話給你們公司，看看他們有什么意見？- 好吧，我打個電話問問。 Notes1. be apt to 有傾向的2. The offer is valid for 報價有效期是3. t

26、o make sales of / to push sales of 推銷4.markets for bristles have gone up 豬鬃行情上漲5. I cant agree with you there. 在這一點上我不同意你的意見。6. from other sources 從其他來源（供應(yīng)者）7. long-standing relationship 長期的合作關(guān)系8. Well have a lot of difficulties in persuading our clients?我們將難以說服我們的客戶9. to our regret 使我們遺憾的是10. on th

27、e basis of equality, mutual benefit and exchange of needed goods在平等互利和互通有無的基礎(chǔ)上11. taking everything into consideration 在全面考慮之后12. shipping space 艙位13. without engagement 不受約束的14. to get the business done 為了做成買賣15. supply exceeds demand 供過于求 A Specimen LetterDear Sir,You letter of 15th August address

28、ed to our Head Office has been passed on to us for attention and reply.We now take pleasure in advising you that the price of Brown Crystal Sugar is at USA per metric ton F.O.B. Of course we also quote C.F.R. or C.I.F. prices if buyers so desire. The price terms to be employed depend much on the cha

29、racteristics of the goods as well as their specific transport requirement and shall always serve the best interest of buyers and sellers alike.We are looking forward to your order.Yours truly,釋文先生：您八月十五日致我總公司的信函已轉(zhuǎn)交到我處作復(fù)。我們高興地通知您紅砂糖的船上到岸價為每公噸#美元。當然，如果買方愿要C.F.R.或C.I.F.價，我們也可照辦。采用哪種價格，取決于產(chǎn)品的特點以及所需的運輸條件

30、，同時要使其符合買賣雙方彼此的利益。盼望收到你方訂單。Substitution Drills1 A: Our price is U.S.$ 98 per pound.B: I must say the price is too high for me to accept.must point out the price is too high to interest us.can assure you the price is too high to be competitive.我們的價格是每磅98美元。我必須說價格太高不能接受。我必須說價格太高我們難以接受。我向你保證價格太高了，沒有競爭力

31、。2 A: I hope youll quote favorably.quote us your best terms.give us your lowest price quotes. B: Our rates are in line with the world market.Our prices fit in with todays market situation.We always give our customers the best terms.我希望你們報價優(yōu)惠。我們的價格與國際市場上的是一致的。我們的價格與今天的市場形式相吻合。我們總是給我們的顧客最好的協(xié)議條款。3 A: O

32、ur users are under the impression that your prices are usually on the high side compared with those of other suppliers.have the idea that your prices are usually a bit too high.are of the opinion that your prices are usually rather stiff.B: One cant consider price separately from quality.One has to

33、take quality into account.When comparing prices, one has to take into consideration the quality of the goods.我們的用戶總是認為你們的價格相對于其他供貨商較高。我們的使用者認為你們的價格總是有點太高。我們的用戶認為你們的價格總是相當昂貴。不能只看價格，不看質(zhì)量。還要考慮質(zhì)量因素。衡量價格時，也應(yīng)該考慮商品的質(zhì)量問題。4 A: Other suppliers are offering a much higher rate of commission.a much better price.more favorable payment terms.B: 2% is the usual commission we allow for a small quantity.$100 is actually the lowest we can do for a small quantity.其他供貨商提供更高比例的傭金。其他供貨商提供更好的價格。其他供貨商提供更優(yōu)惠的支付條款。對于小批量的訂貨，我們通常給百分之二的傭金。對于小批量的訂貨，我們的最