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商务英语Lesson1GettingStarted成立公司W:Letsreviewourstart-upplans.Whendoyouthinkwewillbeabletomoveintoournewoffi__L:WellwecanmoveinanytimeafterJulyfirstbutmovinginandactuallygettingstartedaretwodifferentthings.W:Goodpoint.AnywayIh__eournew__rketing__nagerHelenParkerhelpingusgetsetup.L:WhatisshedoingW:Shesoverseeingthepurchaseofequipmentandsoforth.L Doessheh__eabackgroundinthatsortofthingW Asa__tteroffactitturnsoutshepracticallyranherlastcompanyfrom__rketingtofinan__.L:Imlookingforwardtomeetingher.W:H__eyoubeguntoinvestigatefactoriesImsogladwearentgoingtotrytorunourownfactoryatfirst.L:YesIvestarted.AndIvefoundsomegoodpeopleforRandDtoo.Thentherearetheartpeopledesigningourlogos-W:Ohno!Millionsofdetails:logosslogansletterheadnamecards...L:YouthoughtsettingupacompanywasgoingtobeeasyW我们再看一遍我们的初步计划你想什么时候我们可以搬进新的办公室?L七月一号之后我们随时可以搬进去,不过搬进去和实际开始工作是两回事W说得好无论如何,我会要我们新任的市场经理,海伦_派克帮忙我们打点一切L她是做什么的?W她监督机器设备的采购等等L她有那方面的背景吗?W事实上,她上一个公司从行销到财务,实际上都是她在运作的L我期待认识她W你开始调查工厂了吗?我很高兴我们没有先试图设立自己的工厂L是的,开始了我也替研发部门找了些好人才然后有一些美术人员设计我们的商标——W噢,天哪!有好多的细节商标,标语,信头,名片……L你觉得创立一间公司会容易吗?Lesson2QualityControl品管L Wereh__ingsomequality-controlproblemsJim.Weneedtogotothesour__toworkthemout.J:Whatproblemsareyouh__ingexactlyL:Thecomplaintrateforournewproductlineisveryhighalmostsevenper__nt.J:Thatshigh.L:Yes.Wekeepfindingproblemswhentestingtheboards.J:Butyourpromotional__terialsclaimtheboardsaretheleastexpensiveoftheirtypeonthe__rket.L:Theleastexpensivebutstillfullyfunctional.Andwethinkthatyourfactoryneedstotakemeasurestoimprovequalitycontrol.J:Thatwillinvolveadditionalexpensesforuswhichwellh__etopassontoyouasaratehike.L:Imafraidthatsunac__ptable.Yourcontractsaysthatyouwilldeliveraproductwitharejectrateoflessthanfiveper__nt.J:WellIll____youwhatMike.Illreviewthecontractandtalkwith__nagement.Thenwellgettogetherandhashthisout.L吉姆,我们有一些品管的问题我们必须找出问题根源并设法解决J你们究竟有什么问题?L我们新产品的抱怨率非常高,几乎高达百分之七J的确很高L没错我们测试声卡时一直发现问题J可是你们的促销材料要求这种声卡必须是市场上同类型产品中最便宜的L是要最便宜,但仍要有完备的功能我们认为你们工厂需要采取措施来改善品管J那意味我们会有额外的开销,而我们会把__增加部分转嫁到你们身上L恐怕我们无法接受你们的合约上说你们会以低于百分之五的瑕疵率交货J嗯,L我跟你说,我会再看一遍合约,并和管理部门讨论然后我们会一起讨论解决这个问题Lesson3ProductionProblems产品问题G:Weregoingtoh__eaproblemmeetingthebudgetfortheproductionofournewsoundboard.L:HowmuchofaproblemG Wellitseemsthatweunderesti__tedthecosts.Accordingtothefactoryitwillcostabouteightper__ntmorethaninitiallyprojected.L Letmesee.LookingatthisifmycalculationsarecorrectweareaboutthreethousanddollarsoverbudgetG:Thatsright.Itsgoingtocostaboutthreethousandmoretocompletethefirstorder.L:Isee...G:Butifsalesgoaswellastheyshouldthatsstillwellwithinourprofit__rgin.Pro__edsfromsalesofthefirstorderwilleasilycoverthecostofthesecondorder.L:Inotherwordsyouonlyneedabudgetincreaseforthefirstorder.G:Exactly.Afterthattheproductshouldfinan__itself.L:OK.Wellyouknowall__jorbudgetdecisionsmustbeapprovedbyour__Oandthefinancialoffi__r.G:YesIknow.ButIthoughtthatifIcouldgetyoursupportfirstitmight__kegettingapprovaleasier.L:Wellyouvegotmysupportonthis.IllseewhatIcandotogetthetopbrasstoagree.G我们拨给新声卡产品的预算会有问题L问题有多严重?G:看样子我们似乎低估了成本根据制造厂商的说法成本会比原先计划的还高出百分之八L我看看……看这状况,假如我算得没错,我们大约比预算多出了三千美金G是的大约要多花三千元来完成第一批订单L我明白了……G不过假如销售状况有应有的表现,那就仍在我们的获利范围之内第一批定单的营收将会很容易就抵过第二批定单的成本L换句话说,你只需要增加第一批定单的预算G完全正确之后,产品本身就可以获利,不需要再增加预算L好的,你知道,所有主要的预算决策需要总裁及财政主管的批准G是的,我知道只是我觉得如果我能先取得你的支持可能会比较容易得到批准L嗯,你已经得到我的支持了我会看看有什么方法可以让高层主管同意Lesson4Advertising__H:Wewanttousetheright__rketingmixtoreachourtarget__rket.L:__rtainly.Wevedonesometacticalplanningalready.Wethinkwevecomeupwithagoodplan.H:WhatmediadoyouplantouseL:Welltakingintoaccountthei__geyouwanttoprojectweveaskedourcopywriterstopreparecopyforcomputer__gazinesandtheInternetfirst.H:Sothatwayouradvertisingdollarswouldbefocusedonpeopleweknowarecomputerusers.L:Yes.Wellalsorunbillboardandnewspaperadstohelpcreatebroadbrandrecognition.H:Willtherebeanydirect__ilL:No.Thatwouldnotbecorrectfora__nufacturerlikeyou.Le__ethattotheretailers.H:Goodpoint.PleaseprepareamoredetailedproposalandthenIllpitchittothehigher-ups.L:Great.Wellgetstartedrightaway.H我们想要使用正确的行销媒体来达到市场目标L当然我们已经完成一些战略计划我们认为我们已经提出一项不错的计划H你们准备使用何种媒体?L考虑到你们想要表现的形象,我们已要求撰写文案的同事准备好计算机__稿及网际网络用稿H这样一来,我们的__花费就会针对在,如我们所知,计算机使用者身上L是的我们还同时刊登__看板及报纸__来帮助创立明显的品牌识别H会有任何__邮件吗?L没有对像你们这样的制造商来说,那并不是正确的作法把这种方式留给零售商吧H说得没错请准备一份更详细的提案,然后我会把它推销给高阶主管L太好了我们马上准备Lesson5PromotionalActivities促销活动L AsyouknowtheFastTrek2000isdueforreleasenextmonth.Ithinkwevefinallyworkedthekinksout.H:Great.Thatsvital.Qualityisthefocusoftheadcampaign.Theboardsmustworkwelliftheyregoingtobethecashcowwewantthemtobe.L:Letsgooverourpromotionplansagain.H:OK.Weh__esix__jorretailersrunningdemonstrationsatmostbranches.Andourexhibitionteamisalreadyontheroadsettingupforcomputershows.L:Good.WhataboutprintandradioH:Wevetakenoutfull-pageadsfortwolargetrade__gazines.Andmoreimportantourpressreleasesh__ebeenwellre__ived.L:AnylargeradsH:Yes.Wereputtingthesamefull-pageadintheSundayeditionofthree__jornewspapers.L:Soundsperfect.H:Butnothingeverworksoutasyouwantit.SoIh__eanumberofothertricksupmysleeveaswell.L正如你所知,FastTrek2000预定在下个月推出我想我们已经解决了所有琐碎的问题H太好了那很重要品质是__活动的焦点如果要让这些适配卡如我们所要的成为摇钱树的话,就不能出乱子L我们再看一遍我们的促销计划H我们有六家主要的零售商在大部分的分店做展示而且我们的展示队伍已经为计算机展在起跑了L很好,那印刷品和广播呢?H我们在两家大的商业__刊登了全版__更重要的是,我们的新闻稿已经全被采纳了L有再大一点的__吗?H有的我们在三大报的星期天版面放了相同的全版__L听起来很周全H不过有时候就是会事与愿违,所以我还有很多其它的妙计Lesson6Inquiringaboutproducts询问产品T YouseemtobeinterestedinournewJ7__llulartelephone.WouldyouliketoknowmoreaboutitH YesIwould.WhatdoesthisbuttonheredoT Thatbuttonisforourcallscreeningfunction.Itallowsyoutoidentifythecallerbeforeyouanswerthecall.H Whatelsecanyou____meaboutthisphoneT Thisspecialphoneutilizesstate-of-the-arttechnologytobringyouseveraluniquefunctionsinadditiontothecallscreeningfeature.H SowhataretheuniquefunctionsTOhitsloadedwiththem.Ifyouareoutsideofyourservi__areathis__llphonecanstillre__ivemessages.H NokiddingTInadditiontothatithasavibrationfeaturethatwillletyouknowwhenyouh__eacallifyoudontwanttheringingsoundtointerruptimportantmeetings.Hereisourbrochurewithallthedetails.H Whatisthepri__oftheJ7modelT helistpri__isUS$110perunit.Wereofferingaspecialin-showdiscountof10%.H WellIllh__etocontactmyoffi__andgetbacktoyou.Thanks.T您似乎对我们新型的J7行动__很感兴趣您想知道更多的信息吗?H是的,我想知道这里这个按钮是作什么用的T那个按钮是来电显示功能它可以让您在接__之前先知道是谁来电H这个__还有什么其它功能吗T这个特殊的__除了来电显示的特色外,还运用最新科技提供您几项独特的功能H是什么独特的功能呢T喔,功能有很多就算你在系统服务区外,这支大哥大还是可以收到讯息H真的吗?T除了这点之外,如果您不想让____打断重要会议,还有震动功能可以通知你有来电这是详细的产品简介H J7这一型的__是多少T标价是每支美金一百一十美元在展示会场我们会有打九折的__H嗯,我得和公司联络之后再过来找你,谢谢Lesson7InternationalTrade国际贸易B Hello.SalesDepartment.ThisisBettyFieldsspeaking.R HelloMsFields.ThisisRalphPetersonatWorldComputers.B Yeshow__yIhelpyouR IminterestedinacoupleofitemsinyournewcatalogandIwouldliketoknowthepri__s.B Great.Wereofferingaspecialpromotionalpri__onafewoftheitems.Whichitemsdidyouh__einmindR WereparticularlyinterestedinyournewRS-fivesoundcardshownonpagefiveofyourcatalog.IwouldalsolikemoredetailsaboutthemodelRS-fourcardonpageseven.B OK.Thepri__ontheRS-fiveisforty-fiveU.S.dollarsforquantitiesuptofivehundredunits.Thenweofferquantitydiscountsforlargerorders.R Andthepri__ontheRS-fourB TheRS-fourisoneofourpromotionalitemsthismonth.Forordersre__ivedbytheendofthemonththepri__isthirty-threedollarseach.Thatpri__isgoodonanysizeorder.R Thatpri__soundsgood.CouldyousendmemoredetailsabouttheRS-fourincludingthespecificationsB__rtainly.IcanfaxorE-__ilthatinfor__tiontoyouthisafternoon.R Terrific.IllgetbacktoyouafterIvereviewedthedetails.Thankyou.Good-bye.B喂,业务部,我是贝蒂_菲尔兹R嗨,菲尔兹女士我是世界计算机的瑞夫_皮特森B好的,我能为你效劳吗R我对你们新目录里的几项产品感兴趣,我想知道它们的定价B好的我们针对几项产品提供__你对哪些产品有兴趣R我们特别中意你们目录第五页里的新型RS-5的声卡我还想知道更多关于第七页里RS-4型声卡的细节B好的数量有达到五百片的话,RS-5的__是四十五美元大量定购的话我们还有折扣R那RS-4的__呢?B RS-4是我们本月的促销产品之一,本月底前接到订单的话,单价是三十三美元不管定单数量多少都是这个__R这个__听起来不错你可以寄给我更详细的RS-4型的资料和说明书吗?B当然我可以在今天下午把资料传真或寄____给你R太好了我看完详细资料后会打__给你谢谢你,再见Lesson8Placinganorder下定单L HowareyouthisafternoonPJustfine.Ilookedoverthecatalogyoug__emethismorningandIdliketodiscusspri__sonyourcomputerspeakers.L Verygood.Hereisourpri__list.P Letmesee...Iseethatyourlistedpri__fortheK-two-onemodelistenU.S.dollars.DoyouofferquantitydiscountsL Wesuredo.Wegiveafiveper__ntdiscountforordersofahundredormore.P WhatkindofdiscountcouldyougivemeifIweretopla__anorderforsixhundredunitsL Onanorderofsixhundredwecangiveyouadiscountoftenper__nt.P WhataboutleadtimeLWecouldshipyourorderwithintendaysofre__ivingyourpayment.P Soyourequirepaymentinadvan__ofshipmentL Yes.Youcouldwiretransferthepaymentintoourbankaccountoropenaletterofcreditinourf__or.P Idliketogoaheadandpla__anorderforsixhundredunits.L Great!Illjustfilloutthepurchaseorderandh__eyousignitL今天下午过得如何P还好今天早上我已经详细看过你给我的目录了我想讨论有关你们计算机扬声器的__L好的这是我们的价目表P我看看……你们K-2-1型的标价是美金十块钱你们有提供大量订购的折扣吗?L当然有100或以上的订单我们有百分之五的折扣P如果我下六百组的订单,你们可以给我什么样的折扣?L订单是六百组的话,我们可以给你百分之十的折扣P交货时间呢L在收到货款的十天内,我们就可以把货送出去P所以,你们在送货前要先__款L是的你可以汇款到我们的银行帐户,或是开一个以我们公司为抬头的信用状P那我想就先下六百组的订单L太棒了!我马上写订购单并请你签名Lesson9InternationalTrade-Insuran__国际贸易-保险H Imcallingtodiscussthelevelofinsuran__coverageyouverequestedforyourorder.H Ibelievethatweh__erequestedanamounttwenty-fiveper__ntabovetheinvoi__valueH Yesthatsright.Weh__enoproblemincomplyingwithyourrequestbutwethinkthattheamountisabitex__ssive.H Wevehadalotoftroubleinthepastwithda__gedgoods.H Icanunderstandyourcon__rn.Howeverthenor__lcoverageforgoodsofthistypeistoinsurethemforthetotalinvoi__amountplustenper__nt.H Wewouldfeelmorecomfortablewiththeadditionalprotection.H Unfortunatelyifyouwanttoincreasethecoveragewewillh__etochargeyouextrafortheadditionalcost.H Buttheinsuran__wassupposedtobeincludedinthequotation.H Yesbutwequotedyounor__lcoverageatregularrates.H Isee.H Wecanhoweverarrangetheextracoverage.ButIsuggestyoucontactyourinsuran__agentthereandcomparerates.H Youreright.Itmightbecheaperonthisend.H FaxmewhateverratesyoufindthereandIllcomparethemwithwhatwecanoffer.H我打__来是想讨论你所要求的订单保险额的级别H我想我们要求的是高于__价值百分之__五的保险金额H是的,没错我们可以答应这个要求,但是我们觉得金额有点太高H我们过去有太多货物毁损的困扰H我能了解你的考虑然而,一般这类产品的保险额度是__总额再加百分之十H有额外的保障会让我们觉得安全些H很遗憾,如果你们想增加保险额的话,我们就得向你们收取额外的费用H但是保险应该包含在报价里了H是的,但是我们向你们报的价是一般比例下的正常保险额H我了解H不过超出的保险额我们可以再商量但是我建议你和你们那边的保险代理商联络并比较一下__H你说得没错,在这边可能会比较便宜H不论你那里找到的是那一种__都传真给我,我会和我们可以提供的__来做比较Lesson10InternationalTrade-Shipping国际贸易-运输H HelloI’mcallingfromSanFranciscoforKevinLee.K ThisisKevinLeespeaking.H Hi.ThisisHelenParkercalling.K GoodmorningHelen.WhatcanIdoforyouH ImcallingtofindouthowyouwouldlikeyourorderofspeakersbyairorbyseaKWeneedpartofthatorderbynextweeksowewouldliketodoapartialairshipment.H HowmuchofitdoyouwantshippedbyairKWedliketoshiphalftheorderbyairandtherestbysea.H OK.DoyouwantustouseourfreightforwardingagentK Actuallywevegotafreightforwarderoverthere-ChinaConsolidated.Illfaxyoutheircontactinfor__tion.H Allright.Wecandeliverthathalftoyouragenttomorrowmorning.K Thatwouldbegreat.H Imnotsurewhattheshippingschedulewillbefortheseafreight.K Nohurry.Werenotinabigrushforthesecondhalfoftheorder.H Allright.IllletyouknowtheshippingdetailslaterandIllsendyoutheshippingdocumentsbyDHLassoonasIgetthem.K Verygood.Wellbeexpectingtohearfromyou.Andthanksforcalling.H哈啰,我从旧金山打来找李凯文K我是李凯文H嗨我是海伦_派克K早安,海伦有什么我能效劳的吗?H我想请教你要如何运送你下单的扬声器,空运还是海运K我们下个星期就要一部分的订货,所以我们有部份想用空运H您想要空运多少数量呢K一半用空运,剩下的一半用海运H好的你要用我们公司的货运代理商吗K事实上,我们这边自己有货运公司--中国联合公司我会把他们的联络资料传真给你H好的我们明早可以出一半的货给你们的代理商K那样很好H我不确定海运的时间表K不急另一半的订单我们不是很急H好的我稍后再通知你送货细节,我一拿到出货文件就马上用DHL快递给你K很好我们等你的消息谢谢你的来电。