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BBC_商务英语会话Lesson1IntroducingYourself第一课自我介绍GIVINGNAMEANDJOBTITLE说明姓名与职务GREETINGPEOPLE问候他人TALKINGABOUTYOURCOMPANY谈论公司情况PARTAGoodmorning.BiburySystems.CanIhelpyou早上好,Bibury系统公司可以为你效劳吗?GoodmorningGeraldine.早上好,杰拉尔丁GoodmorningJenny.Yournewspapersandthepost.早上好,詹妮这是你的报纸和信件ThanksGoodmorningJenny.Goodweekend早上好,詹妮周末过的好么?Ex__llentthankyou.Itiscoldthismorning.今天上午真冷Yes.Verycold.GoodmorningGeraldine.GoodmorningMr.Harris.Yournewspaperandyourpost.早上好,哈里斯先生这是你的报纸和信件Thankyouverymuch.GoodmorningKate.GoodmorningJenny.HowareyouImfinethankyou.GoodmorningJenny.GoodMORNINGDon.Goodmorning.MynamesEdwardGreen.ImheretoseeDonBradley.Ahyes.Onemomentplease.Hello.JennyEdwardGreenisinre__ption.Pleasesitdown.喂詹妮,爱德华.格林在会客室要见你请坐Thankyou.AreyouEdwardGreenYes.ImJennyRoss.HowdoyoudoHello.Pleasetomeetyou.WelcometoBiburySystems.欢迎光临Bibury系统公司Thankyou.ImtheHeadofAdministrationinthe__rketingDepartment.MybossisDonBradley.Well...ourbossisDonBradley!Letmeshowyouthedepartment.我是市场营销部的行政主管我老板是堂.布拉德利喔……我们的老板都是堂.布拉德利!我来领你参观一下市场部Thisisthe__rketingDepartment.Thisismydesk.Er...thatsDonsoffi__.Hesnothereatthemoment.Andthisisyourdesk.Telephone.PC.In-tray公文格.Letmetakeyourcoat.Thanks.Overhereisthestationerycupboard.Papers.Files.Pencilsetc.Helpyourselftowhatyouneed.Hereisthephotocopier.Andhereisthefax__chine.Andthisisthecoffee__chine.WouldyoulikeacupofcoffeeNothanks.KatethisisEdwardGreen.Hesournew__rketingExecutive.Ahyes.Edward.Hello.WelcometoBiburySystems__rketingDepartment.PARTBExcuseme.HelloKateMckenna.WhatisKatesjobSheisHeadofSales.Shesgood.Wheredoesshefitintothecompanystructure她在公司架构中的位置是怎样的Heresthecompanystructure.YouseeDonisSalesand__rketingDirectorandisontheBoard.KatereportstoDon.YouarehereandyoureporttoDon.公司架构是这样的堂是销售和市场营销总监,是董事会的成员凯特向堂报告工作你的位置在这儿,你向堂报告工作Thisistheboardroom.Andhereweh__earangeofproducts.Ourtoys.ComeonletsgototheRDworkshop.Imsorry.RDThatsResearchandDevelopment.Ahright.Thankyouforcalling...Goodbye.The__nagingDirectorsoffi__isonthefirstfloor.CliveHarris.WecallhimClive.AhthisisClivessecretarySally.hello.Andyouh__emetGeraldineourre__ptionistHi.SothisistheResearchandDevelopmentDepartment.ThisisBobandthatsPete.TheyareResearchAssistants.AndthroughhereisDerekJonesoffi__.Hehasateamofsixpeople.DerekthisisEdwardGreen.Hesournew...Please.Ohyourebusy.Sorry.No.Pleasewait.There.Finished.Good.DoyoulikeitErrr.WhatisitItsatoy.Itsanewelectronictoy.Itsverygood.EdwardGreen.Pleasedtomeetyou.DerekJones.WelcometoBiburySystems.Thankyou.EdwardGreenstartstoday.Hesthenew__rketingExecutive.Ohyes.IshegoodIdonsknow.Hesyoung.Hesin____igent.Heiswell-qualifiedbutofcoursehehasnoexperien__.Sothatstheexistingproductrange.Thisisaverynewproduct.Infactthisisaprototype.模型WhatisitItsacalledBigBoss.BigBossWhatdoesitdoAhah!Look:Say"HelloBigBoss".HelloBigBoss.Nono.Intothemicrophone.HelloBigBoss.Tryagain.HelloBigBoss.Hi.Edward.WelcometoBiburySystems.WhatdoyouthinkDonIdontlikethisdesign.Iagree.Itsnotgood.Ilikethisone.Helooksangry.YesIthinkitisveryfunny.WhatdoyouthinkWhataboutglassesThatisverygood.Goodidea!Brilliant!Lesson2UsingtheTelephone第二课如何使用__STARTINGATELEPHONECONVERSATION__用语GETTINGTHROUGH接通__TAKINGMESSAGES____PARTAHellomynameisEdwardGreen.IwouldliketospeaktoMr.__ithplease.IamsorrybutMr.__ithisnt__ailable.Okay.Illbringback.DoesMr.__ithh__eadirectlineImsorrybutthenumberisconfidential.Okay.Thankyou.ItsverydifficulttospeaktoMr.__ith.YesIknow.GoodmorningRUYJAdvertising.Goodmorning.ThisisDonBradley.CanItalktoPhilWatsonpleaseWhatcompanyareyoufrompleaseBiburySystems.Illputyouthrough.PhilWatsonsphone.Goodmorning.CanItalktoPhilpleaseCanIaskwhoscallingpleaseDonBradleyfromBiburySystems.WellMr.BradleyImafraidPhilsnotintheoffi__atthemoment.CanItakeamessageorwouldyouliketoringhimonhismobilephoneIlltryhismobile.CanIh__ethenumberplease080254377Justletmecheckthat.Zeroeightzerotwofivefourthreedoubleseven.Thatsit.Thanks.Hello.PhilWatson.Hello.PhilthisisDonBradley.HelloDon.Sorrytokeepyouwaiting.HowareyouImfinethanks.CanwemeetWeh__eanewproductandIwantyoutoseeit.HelloMr.__ithsoffi__.HellomynameisEdwardGreenfromBiburySystems.Irangearlier.IwouldliketospeaktoMr.__ithplease.ImafraidMr.__ithisnotintheoffi__atthemoment.CanIaskwhatitisaboutItisveryimportant.IrepresentBiburySystems.WeregotanewproductandIwantMr.__ithtoseeit.Pleasesendtheproductspecificationsby__ilMr.Green.IwouldlikeMr.__ithtoseetheproductandwouldliketotalktoMr.__ithdirect.WhenisagoodtimetocallYoucouldtryringingthisafternoon.Thankyou.Goodbye.PARTBYes.CanIspeaktoPeterPeterHillNo.PeterToya__.ThereisnooneherecalledPeterToya__.富山Isthatextension367Noyouregotthewrongnumber.Thisis
412.Imsorry.CouldyouputmebacktotheswitchboardYeshangon.HellothisisEdwardGreen.Irangearlier.IwouldliketospeaktoMr.__ithplease.ImafraidthatMr.__ithisinameeting.IshefreelaterthisafternoonIdontthinkso.Mr.__ithisverybusyatthemoment.Illrightagaintomorrow.IamafraidMr.__ithisntintheoffi__tomorrow.CliveHarris.CliveitsKate.HelloKate.AreyoubusyNowhyIvegotthesalesreportandIh__eallthefiguresreadyforthepresentationtoMr.Sakai酒井先生.DoyouwanttoseethemGoodmorningBiburySystems.HowcanIhelpyouHello.MynameisSakai.IwouldliketospeaktoMr.Harrisplease.PleaseholdthelineMr.Sakai.Illputyourthrough.Hello.Mr.Sakaiisontheline.Puthimthrough...sorryKateImustgo.Ih__eaveryimportantcall.Illtalktoyoulater.HelloMr.Sakai.HelloMr.HarrishowareyouImverywellthankyou.HowareyouImfine.Imcallingaboutourmeeting.YesHelloBiburySystems.HowcanIhelpyouCouldIaskwhoscallingpleaseImafraidherextensionisbusyatthemomentMr.Clark.WillyouholdorcanItakeamessageOkaythatsfine.Illaskhertocallyouback.GoodnightEdward.Goodnight.IamgoingtophoneMr.__ithsnumberon__again.Goodluck!Itssixoclock__ybeMr.__ithisstillatwork.__ybehissecretaryisntthere.IdontthinkJustwaitAhMr.__ithMynameisEdwardGreen.Yes.YoudontknowwebutIworkinDonBradleysoffi__atBiburySystems.YesIspoketoyoursecretarytoday.YesYoupublishyourcataloguethismonth.Andweh__eanexcitingnewproduct.Ih__ealltheproductsIneed.Iwouldlikeyoutoh__eawordwithBigBoss.ImsorryIllputournewproductonthelinenow.HelloMr.__ith.MynameisBigBoss.Iameighteenincheshigh!Iamvoi__-activatedandIwanttobeinyourcatalogue.Lesson3__kingappointment第三课约会ASKINGFORAMEETING请求会面FIXINGTIMESANDDATES约定时间及日期GETTINGPEOPLETODOTHINGS让他人做事PARTASoMr.__ithwhencanwemeetImbusyallnextweek.__ybetheweekafterTalktomysecretary.YouprintyourcataloguethismonthdontyouYes.CouldyoupossiblyseetheproductthisweekItwonttakelong.Okay.BehereWednesdaymorning...eightsharp!Illgiveyoutwentyminutes.ThankyouMr.__ith.IllseeyouonWednesdaymorningat8oclock.Welldone!Goodmorning.Geraldine.GoodmorningMr.Harris.JennycouldyouringupMr.Sakaisoffi__inJapanWeneedtosetupameeting.Notthisweek...butthemeetingmustbebeforeNovember3rd.IdlikeKateDonBradleyandDerektobethere.CliveHarris.CliveitsDerek.HelloDerek.WhatcanIdoforyouCouldyoucomedowntothedevelopmentworkshopforasecondDerekImbusy.Comeon.Itlltaketenminutes.AlrightIvegotfiveminutes.ImseeingKateMckennaateleven.HellocouldIspeaktoMr.Sakaissecretary...ThisisJennyfromBiburySystemsintheUK.我是英国Bibury系统公司的詹妮Mr.HarriswouldliketoarrangeameetingwithMr.Sakai.哈里斯先生希望可以和酒井先生安排一次会议IwonderifyoucouldcheckMr.SakaisEuropeanitinerary.我想知道你能不能核对一下酒井先生欧洲的行程Yes...yes...yes...Iwill__kesurehegetsthemessage...Alright...goodbye.我保证他得到消息AhMr.HarrisIvejusthadacallfromMr.Peterssecretary.我刚接到皮特先生秘书的__Imafraidhesgoingtobefifteenminuteslateforhisappointmentthisafternoon.今天下午的约会,他可能要晚到15分钟Okay.Thatsnoproblem.好的没问题PARTBGoodmorningBiburySystems.杰拉尔丁早上好,Bibury系统公司WellGreencanseeyouatelevenoclockonMonday.Isthatalright格林可以在周一上午11点钟进你有问题吗NoImsorryonTuesdayhehasameetinginthemorning.没有,对不起,他周二上午有个会Istheafternoonpossible下午行吗?Alright.Thankyou.好的谢谢Alright.Thankyou.好的谢谢GERALDINE:HelloBiburySystems.杰拉尔丁你好,Bibury系统公司DEREKJONES:Whatdoyouthink德里克.琼斯你认为怎么样CLIVEHARRIS:Wellmissthelaunchdate.克莱夫.哈里斯我们可能会错过发布日期DEREKJONES:Noitllbeonschedule.德里克.琼斯不会,会准时的CLIVEHARRIS:February15th克莱夫.哈里斯2月15日DEREKJONES:ItwillbereadyforFebruary15th.德里克.琼斯2月15日前会准备好的CLIVEHARRIS:Wemustmeetthedeadline.克莱夫.哈里斯我们必须赶上最后期限JENNYROSS:Kate!H__eyougotaminute詹妮.罗斯凯特!有时间吗KATEMCKENNA:WhatswrongJenny凯特.麦凯纳怎么了,詹妮JENNYROSS:Ih__eaproblem.詹妮.罗斯我有个问题IamtryingtoarrangethemeetingwithMr.Sakai.我在安排和酒井先生的会面HeisintheUKforthesethreedays.他有三天在英国ThefirstthesecondandthethirdofNovemberbutheisonly__ailableonthefirstandthesecond...thatstheMondayandtheTuesday.分别是11月的
1、23号,但他只有1号、2号……也就是周以和周二有空CliveHarrisisinScotlandontheTuesdayandDoncan__keMondaymorning...而克莱夫·哈里斯周二在苏格兰,堂周一早上又不行……andyouandDerekarebothinmeetingsonMondayafternoon.而你和德里克周一下午又有会WhatamItodo我该怎么办KATEMCKENNA:Setupaneveningmeeting凯特.麦凯纳会议安排在晚上怎么样KATEMCKENNA:Setupaneveningmeeting凯特.麦凯纳会议安排在晚上怎么样JENNYROSS:NoMr.Sakaissecretarysayshehasdinnerengagementsonthesecondandthethird.詹妮.罗斯不行,酒井先生的秘书说,他在2号、3号晚上有晚餐约会KATEMCKENNA:Mondayevening凯特.麦凯纳周一晚上JENNYROSS:Mr.SakaiarrivesattheairportatnineoclockonMondaymorninganditsaninehourflight.詹妮.罗斯酒井先生周一早上9点到机场,而整个航程有9个小时Mondayeveningisnotagoodtimeforthemeeting.周一晚上不好Hellbejetlagged.他会有时差反应的KATEMCKENNA:ThenDerekandIwillh__etochangeourarrangements.凯特.麦凯纳那么,德里克和我就不得不改变我们的安排了__yIseemydiary我来看一下我的日程安排?ChangeourtenoclockmeetingwithMr.Clark.把10点钟和克拉克先生的会议改期__keitathalfpasteightonthe4th.安排在4号830吧JENNYROSS:Youregivingadinner_____onthe4th.詹妮.罗斯你4号有个宴会KATEMCKENNA:Eight-thirtya.m.noteight-thirtyp.m.凯特.麦凯纳是上午830,不是下午830JENNYROSS:Thatsgoingtobealongday.詹妮.罗斯那天真够你忙的了EDWARDGREEN:GoodMorning!爱德华.格林早上好!KATEMCKENNA:HiEdward.Howsitgoing凯特.麦凯纳你好,爱德华怎么样EDWARDGREEN:Itsgoingverywell!爱德华.格林一切都好!KATEMCKENNA:Youlookveryhappy.凯特.麦凯纳你看上去很高兴EDWARDGREEN:Iamhappy.ImetMr.__iththismorningateight-thirty.爱德华.格林我高兴我今天早上830见了史密斯先生KATEMCKENNA:Thatsverygood.And凯特.麦凯纳很好啊然后呢EDWARDGREEN:Mr.__ithlikedBigBoss.爱德华.格林史密斯先生喜欢“大老板”KATEMCKENNA:Good.凯特.麦凯纳好EDWARDGREEN:Buthedidntlikethename.爱德华.格林但他不怎么喜欢它的名字KATEMCKENNA:Whynot凯特.麦凯纳___EDWARDGREEN:HesaysBigbossisntagoodname.爱德华.格林他说,“大老板”不是个好名字HewantstoallitTycoonTim.ButhethinksBigBosswillsell.他想把它叫做“大款蒂姆”但他又认为,叫“大老板”会畅销KATEMCKENNA:Welldone!Itsyourfirst__rketingsuc__ss.凯特.麦凯纳做的好!这是你营销的第一个成功Lesson4Re__ivingvisitors第四课接受访问者INTRODUCINGAVISITORTOYOURCOLLEAGUES介绍来防者__KING__ALLTALK寒暄RESPONDINGTOINVITATIONS回复邀请SAYINGWHATYOULIKE说明所好PARTAKATEMCKENNA:YouknowMr.SakaiiscomingattenoclockdontyouJenny詹妮,酒井先生10点钟要来,你知道吗?JENNYROSS:YesIdo.Itsanimportantmeetingisntit詹妮.罗斯是的,我知道这次会议很重要,是吗?KATEMCKENNA:Andtheslidesarereadyarentthey凯特.麦凯纳幻灯片已经准备好了,对吗?JENNYROSS:Yestheyare.詹妮.罗斯是的,准备好了KATEMCKENNA:Andyouh__echeckedthemonitorh__entyou你也检查过显示器,对吧?JENNYROSS:YesKateIh__e.詹妮.罗斯是的,凯特,我已经检查过了KATEMCKENNA:SorryJennyitreallyisveryimportant.詹妮,不好意思,不过这次会议真是太重要了DONBRADLEY:Goodmorning!堂.布拉德利早上好!JENNYROSS:HelloDon.詹妮.罗斯你好,堂DONBRADLEY:Iseverythingreadyforthebigday堂.布拉德利这可是个大日子,都准备好了吗?JENNYROSS:Ithinkso.詹妮.罗斯我想是的KATEMCKENNA:DonImworriedaboutthelastpartofthepresentation.Canwetalk凯特.麦凯纳堂,我对演示的最后一部分有点担心我们能谈谈吗?MR.SAKAI:Thankyouverymuchforcollectingme.酒井先生非常感谢你来接我CLIVEHARRIS:Itsapleasure.Dontmentionit.克莱夫.哈里斯乐意效劳没什么的CLIVEHARRIS:Isyourhotelokay克莱夫.哈里斯宾馆还好吧?MR.SAKAI:Yesthanks.Itsfine.酒井先生是的,谢谢很好CLIVEHARRIS:Itisgoodofyoutovisitus.克莱夫.哈里斯你来探望我们真是太好了Thankyouforsparingthetime.Iknowyouh__eabusyitinerary.谢谢你抽出时间来,我知道你的行程很紧MR.SAKAI:ItsapleasureMr.Harris.酒井先生这是我的荣幸,哈里斯先生IenjoycomingtoBritain.AndIamlookingforwardtomyvisittoBiburySystems.我很高兴来英国并且很期望对Bibury系统公司的参观CLIVEHARRIS:Itskindofyoutosayso.克莱夫.哈里斯你这么说真是太感谢你了Welldoourbestto__keyourvisitworthwhile.我们会尽一切努力使你的来访有价值DONBRADLEY:YoureseeingPhilWatsonattwelveoclockaboutthedisplayunitdesign.堂.布拉德利你12点钟要见菲尔o沃森,商谈展品的设计Doyouunderstandtheproblem你明白有什么问题了?DWARDGREEN:NoIdont.爱德华.格林不,没有DONBRADLEY:Thesearetheroughdesigns.堂.布拉德利这些是设计初稿Choosingtherightcolourisveryimportant.选择正确的颜色是很重要的EDWARDGREEN:Sorrycouldyouexplainwhatyoumean爱德华林不好意思,能解释一下你的意思吗?DONBRADLEY:Wellweneeddifferentcolours.堂.布拉德利哦,我们需要不同的颜色EDWARDGREEN:Ahdoyoumeanstrongercolours爱德华.格林啊,你是说要更深的颜色吗?DONBRADLEY:YesIdo.堂.布拉德利是的Thisdisplayunitmust__keanimpact.这件展品必须给人眼前一亮的感觉Itsveryimportant.这很重要Itmustlookrightforthelaunch.它必须要适合本次的发行Itmustlookexciting.必须令人心动EDWARDGREEN:Iunderstand.爱德华.格林我明白了DONBRADLEY:Well__kesurethatPhilunderstands.堂.布拉德利对了,一定要让菲尔明白AlsothispicturesofBigBossneedtobebigger...另外,“大老板”的照片还要大些……CLIVEHARRIS:Sowearentaverybigcompany...butIthinkweareveryefficient.克莱夫.哈里斯我们公司尽管不是很大……,但办事效率却是很高的MR.SAKAI:How__nypeopledoyouemploy酒井先生你们公司有多少员工?CLIVEHARRIS:Aboutsevenhundredfull-time.克莱夫.哈里斯有约700名全职员Butwetakeoncasualstaffwhenweneedthem.但有需要时我们也会雇临时工WouldyoulikesomemorecoffeeMr.Sakai酒井先生,要不要再来些咖啡MR.SAKAI:Nothankyou.AndpleasecallmeKazo.酒井先生不,谢谢请还是叫我加须吧CLIVEHARRIS:AndyoumustcallmeClive.克莱夫.哈里斯那你就叫我克莱夫Soshallweh__ealookaround那么,我们四处参观一下?MR.SAKAI:Thatwouldbeveryni__.酒井先生那太好了CLIVEHARRIS:Thenperhapswecouldh__esomelunch.克莱夫.哈里斯之后,我们可以一起吃午餐Andthenafterlunchsomeofmysenior__nagerswill__keapresentationtoyou.午餐后,我的几名高级经理会给你做场演示Wouldyouliketole__eyourcoatandbriefcasehere你要不要把外套和公文包放在这里?MR.SAKAI:Thankyou.酒井先生谢谢CLIVEHARRIS:AndthisisourSalesand__rketingDepartment.这是我们的销售和市场营销部Idontthinkyouh__emetKateMckenna.你还没见过凯特.麦凯纳吧?SheisHeadofSales.她是我们的销售主管KATEMCKENNA:Howdoyoudo凯特.麦凯纳你好!MR.SAKAI:KazoSakailetmegiveyoumycard.酒井先生加须.酒井,这是我的卡片KATEMCKENNA:Thankyou.凯特.麦凯纳谢谢CLIVEHARRIS:AndthisisDonBradley.克莱夫.哈里斯这位是堂.布拉德利PARTBDONBRADLEY:HelloMr.Sakai.Weh__espokenonthephone.堂.布拉德利你好,酒井先生我们在__上交谈过MR.SAKAI:HelloMr.Bradley.YouareAmerican.酒井先生你好,布拉德利先生你是美国人AndwhatpartofAmericaareyoufrom美国哪个部分DONBRADLEY:LosAngeles.ButIh__elivedintheUKforfiveyears.Ilike.../Ah.Ih__evisited堂.布拉德利洛杉矶不过我在英国已经住来年了我喜欢……/啊我参观过……MR.SAKAI:Imsorry.酒井先生对不起DONBRADLEY:Nopleaseafteryou.堂.布拉德利不,你先请MR.SAKAI:Ih__ebeentoLosAngelestwoorthreetimes.酒井先生我曾经去过洛杉矶两、三次Itsaninterestingcity.是个有趣的城市WellIhopeweh__eachan__totalkagain.希望有机会我们再聊CLIVEHARRIS:YesyoullbeseeingDonatthepresentationthisafternoon.克莱夫.哈里斯好,你会在今天下午的演示上见到堂MR.SAKAI:Ilookforwardtothat.酒井先生好期望啊PHILWATSON:Edward菲尔.沃森爱德华EDWARDGREEN:Yes.爱德华.格林是的PHILWATSON:HiEdward.菲尔.沃森你好,爱德华EDWARDGREEN:Hello.爱德华.格林你好PHILWATSON:PhilWatson.Goodtomeetyou.菲尔.沃森菲尔.沃森遇见你很高兴H__eyoubeenwaitinglong等了很久了吗EDWARDGREEN:Notreally.爱德华.格林不久PHILWATSON:SorryIwasdelayed.菲尔.沃森对不起,我被耽误了Shallwegetstraightdowntobusiness我们就开门见山开始谈生意EDWARDGREEN:Whynot爱德华.格林好啊PHILWATSON:Followme.菲尔.沃森跟我来CLIVEHARRIS:Derekletmeintrodu__youtoMr.SakaifromDetmoreSystems.克莱夫.哈里斯德里克,我来给你介绍Detmore系统公司的酒井先生Mr.SakaicanIpresentDerekJones酒井先生,我来介绍德里克·琼斯可以吗DerekisourDevelopment__nager.德里克是我们研发部经理DEREKJONES:Itsveryni__tomeetyouMr.Sakai.德里克.琼斯很高兴见到你,酒井先生MR.SAKAI:HelloMr.Jones.Imsorrytointerruptyourwork.你好,琼斯先生对不起打断了你的工作DEREKJONES:NotatallIlikemeetingvisitors.德里克.琼斯没有--我喜欢会见访客Youreverywelcome.Please__keyourselfathome.很欢迎你来请随意MR.SAKAI:Sothisisthedevelopmentworkshop酒井先生这里就是研发车间吗?DEREKJONES;MostofourproductsstarthereandthisisourlatestproductBigBoss.德里克.琼斯我们大部分产品从这里开始研发,这是最新产品,大老板MR.SAKAI:Ahyes.酒井先生啊,是啊CLIVEHARRIS:YeswethinkBigBosswillbeverysuc__ssful.克莱夫.哈里斯我们认为大老板这款产品将会很成功的MR.SAKAI:Andwhatdoeshedo酒井先生他可以做什么CLIVEHARRIS:Sayhello.克莱夫.哈里斯说“你好”BIGBOSS:INJAPANESEHelloMr.Sakai.WelcometoBiburySystems.“大老板”日语你好,酒井先生欢迎光临Bibury系统公司MR.SAKAI:AhhespeaksJapanese.酒井先生:啊,他说的是日语DEREKJONES:Healsolistens.德里克.琼斯他还会听呢!Andbychangingthechipheunderstandsandspeaksanylanguage.通过更换晶片,它可以说任何一种语言BIGBOSS:Howareyoufixedforlunch“大老板”你午餐是怎么安排的MR.SAKAI:ThankyoubutIh__eanotherengagement.酒井先生谢谢,但是我有约了BIGBOSS:Okayanothertime__ybe.“大老板”好的,或者下次吧PHILWATSON:Soyousayyouwantstrongercolours.Whataboutthis菲尔.沃森你说想要更深的颜色这个怎么样EDWARDGREEN;Imnotsureaboutthisoneareyou爱德华.格林这种颜色,我不确定,你呢?PHIL.WATSON:No.菲尔.沃森不EDWARDGREEN:Couldweh__ethesetwocolours爱德华.格林我们可以要这两种颜色吗PHILWATSON:Yesbutthosetwocolourstogether菲尔.沃森可以,但是两种颜色一起吗EDWARDGREEN:Ahright.爱德华.格林啊,对啊CLIVEHARRIS:Sowhatkindoffooddoyoulike克莱夫.哈里斯那,你喜欢什么菜?ItalianOrthereisaverygoodFrenchrestaurantclosetotheoffi__.意大利菜?或者办公室很近就有一家法国餐馆MR.SAKAI:Whateveryourecommend.酒井先生随便吧Ilikeeatingallkindsoffood.我对所有的菜都喜欢CLIVEHARRIS:ThenletsgototheFrenchrestaurant.克莱夫.哈里斯那我们就去法国餐馆GeraldinepleaseconfirmlunchfortwoatRenesandcan__ltheotherreservations.杰拉尔丁,确认一下在雷内餐馆两个人的午餐,其他地方的预订取消GERALDINE:OkayMr.Harris.杰拉尔丁好的,哈里斯先生Hello.ImcallingfromBiburySystems.你好我是Bibury系统公司的Idliketoconfirmourreservationfortwopeopleat
12.30please.我想确认一下1230的两个人的订餐ThenameisHarris.名字是哈里斯Thanksalot.Goodbye.多谢再见CLIVEHARRIS:Bythewayareyoufreethisevening克莱夫.哈里斯顺便问一下,你晚上有空吗MR.SAKAI:YesIam.酒井先生是的,有CLIVEHARRIS:MywifeandIaregoingtothetheatrethisevening.克莱夫.哈里斯我和太太今晚要去影院看电影Wouldyouliketojoinus想不想和我们一起去?MR.SAKAI:Thatsverykindbutnothankyou.酒井先生非常感谢,但我还是不去了Ilovegoingtothetheatrebuttr__elling__kesmeverytired.我是喜欢看电影,但旅途颠簸的我太累了TonightImustsleep.今晚我一定要好好睡一觉CLIVEHARRIS:Geraldinewellbebackfor
1.
45.克莱夫.哈里斯杰拉尔丁,我们145回来MR.SAKAI:Imust____youCliveBigBoss__deme__ile.酒井先生克莱夫,我一定要告诉你,“大老板”使我眉开眼笑第五课描述你们公司的产品__KINGAPRODUCTPRESENTATION产品展示GIVINGINFOR__TIONFROMDIAAGRAMS图表信息GIVINGOPINIONS发表看法PARTADONBRADLEY:Letsh__earunthrough.Wemustgetthisright.堂.布拉德利我们先排练一遍我们一定不要出问题Firstweh__etheintroductionsandtheagenda.首先我们进行介绍和议程安排SecondItalkaboutthebackground.其次,我来谈一下背景Companygrowthstaffinglevelsreturnoninvestmentturnoverandpre-taxprofit.公司增长、员工水平、投资回报率、营业额以及税前利润ThirdDerekyoutalkabouttheproductrange.第三,德里克,你谈论一下产品的范围.Atthisstageofthepresentationwewanttopresentabroadcompanyprofile.这个阶段,我们只是给出大概的公司情况Dontgivetoomuchdetailaboutspecificproducts.不用给出太多产品的细节DEREKJONES:OkayDon.Illdescribetherangeandsaywhichproductsaresuc__ssful.好的,堂我会描述一下产品范围,说明那些产品是成功的DONBRADLEY:Good.Mr.Sakai__ywanttodiscuss__rtainproductssobereadyforthat.好酒井先生或许会就某些问题谈论一下,要做好准备AttheendofthissectionofthepresentationIwillaskMr.Sakaiifhehasanyquestions.这个阶段的演示结束时,我会问酒井先生是否问题Wewontdiscussresearchanddevelopmentatthisstage.这个阶段,还不必讨论研发问题Thatwillcomeattheend.这最后再说ThenKateyoutalkabout__jor__rketsandsalesstrategy.然后,凯特,你来谈主要的市场和销售策略Iseverythingready一切都准备好了吗?KATEMCKENNA:Everythingisready.Andrehearsed.凯特.麦凯纳都准备好了开始排练PHILWATSON:Righttheproducttitlegoeshere...菲尔.沃森对,产品名称在这儿……JustremindmeistheproductcalledBigBossorTheBigBoss记得提醒我,产品是叫BigBoss还是TheBigBoss?EDWARDGREEN:BigBoss.爱德华.格林BigBoss/大老板PHILWATSON:Okay.Theseletters菲尔.沃森好的是用这些文字?Ortheseblackletters还是这些黑色文字?EDWARDGREEN:NoIdontlikethoseletters.爱德华,格林不,我不喜欢那些文字PHILWATSON:Okay.These菲尔.沃森好的这些呢EDWARDGREEN:Cantheybelarger爱德华.格林可以大些吗?PHILWATSON:Yes.Likethis.菲尔.沃森可以象这个Itlooksgoodlikethat.那样看起来不错EDWARDGREEN:Ex__llent.Itsveryclear.Itseasytoread.ThatswhatIwant.非常好很清楚读起来容易些正是我想要的DONBRADLEY:AgainwelcometoBiburySystems.堂.布拉德利再次欢迎你光临Bibury系统公司Wereveryhonouredtoh__etheopportunityof__kingthispresentationtoyouMr.Sakai.我们很荣幸有机会向你做这次演示,酒井先生Inthenexthourandahalfwehopetoshowthat:在接下来的1个半小时的时间,我们希望展示Inthenexthourandahalfwehopetoshowthat:在接下来的1个半小时的时间,我们希望展示
1.BiburySystemshastherightproductrangefortodays__rketpla__andambitiousplansforthefuture.Bibury系统公司的产品对当今市场是畅销对路的,并且也有对未来的宏伟计划
2.Thatour__rketshareinEuropeisgrowingatasteadyrate.我们在欧洲市场的分额在平稳增长
3.Thatour__rketingstrategyintheUSisverysuc__ssful.我们在美国的营销策略是很成功的Andlastly
4.Thatwecanbea__jorplayerinFarEastern__rkets.最后,第四点,我们可以成为远东市场上一个很有力的参与者Andwearesurethatwecanbea__jorplayerinthese__rkets.我确信我们会成为这些市场的主要参与者Ifyouh__eanyquestionspleasefeelfreetointerruptatanytime.如果你有任何疑问,请随时打断我Butfirstofallsomebackgroundinfor__tiononBiburySystems.但首先,我们看一下Bibury系统公司的一些背景信息AsyouknowthecompanywasstartedoverfortyyearsagobyMr.HarrisSenior.该公司始于40多年前,由老哈里斯先生创办Inthoseearlydaysthecompanyscorebusinesswasmodelrailwaysandcars.创业初期,公司的核心业务是模型铁道和汽车PHILWATSON:Andhereweh__esomecopythat____suswhattheproductcando.这里是一个文本,可以了解该产品可以做什么PARTBEDWARDGREEN:Sometoystalksometoyslisten.ButBigBosstalksandlistenstoyou.有些玩具可以说话,有些玩具可以倾听但“大老板”既能说又会听PHILWATSON:Andhereandherearethepictures.菲尔.沃森这里是一些__TheyshowBigBosswiththeac__ssories.他们显示了“大老板”及其附件Whatdoyouthink你认为怎么样EDWARDGREEN:ThepicturesareokaybutIdontlikethecopy.__还好,但我不喜欢文本PHILWATSON:Whynot菲尔.沃森___EDWARDGREEN:Itsnotexciting.Itdoesntselltheproduct.还不够令人振奋不利于产品销售PHILWATSON:Sometoystalksometoyslisten.有些玩具可以说话,有些玩具可以倾听BigBosstalksandlistenstoyou.但“大老板”既能说又会听EDWARDGREEN:Itsnotthewayyousaythewordsitsthewordsthemselves.不是讲这些文字的方式,而是文字本身的问题Theyrenotright.这些字有问题PHILWATSON:Sometoystalksometoyslisten...有些玩具可以说话,有些玩具可以倾听……EDWARDGREEN:No!No!Iwantnewwords.不!不!我想要用新词WordsthatgiveBigBossstatus.Wordsthat__keimportant.那些可以显示“大老板”身价的话那些使得它重要的话DEREKJONES:Letsmovefromthegeneraltothespecific.德里克.琼斯我们还是由繁到简吧Imgoingtotalkabouttwoofourproducts.我要谈两个产品FriendlyFishand__dMonkeyaretwoproductsthatusethesamemechani__.FriendlyFish和__dMonkey这两个产品用的是同一个机制Itisa______mechani__...这个机制很简单……Butthisdiagramhereshowshowwellthemechani__workswiththedesignoftheproduct.但这里有个图表显示出这个机制与产品的设计是多么地合拍Forinstan__takealook...例如,看一下……EDWARDGREEN:Idontliketheslogan.我不喜欢这个标语PHILWATSON:No.Itsnoright.菲尔.沃森不好这是不对的EDWARDGREEN:Everyoffi__needsanewboss.每个办公室需要一个新老板Itsjustnotright.Anyideas这样不对有没有新想法PHILWATSON:Somebossesarebig;somebossesare__all...BigBossisthebest!有些老板是大的,有写是小的……“大老板”上做好的EDWARDGREEN:No.爱德华.格林不好KATEMCKENNA:...Sothisslidehereshowsatotalnetincomefromthepreviousyear.这张幻灯片显示的是去年总的净收入Thebluelinerepresentsincomefromthoseproductsinthelowvolumeniche__rketcategory.兰色的线条表示的是来自量小的利基市场类的产品收入Theredlinerepresentsproductsinthehighvolumelow__rgincategory.红色的线条代表的是来自低利润率而量大的产品收入MR.SAKAI:Excusemewhatdoesthedottedlinerepresent打扰一下,虚线代表的是什么KATEMCKENNA:Imsorrythisdottedlinerepresentsincomefromac__ssoriesandaddones.凯特.麦凯纳对不起,这条虚线代表的是来自配件和附加产品的收入MR.SAKAI:Thankyou.AndwhythesharpdecreaseinFebruary谢谢___二月份的收入有个突降?KATEMCKENNA:Thisisacombinationoftwothings:这牵涉到两个方面Firstseasonalfactorsandsecondtheendoftheproductlifecycle.首先是季节性因素,其次是产品生命周期结束PHILWATSON:Okay.Soitsnotright.好的那这就是不对的Wellgetyousomealternativestomorroworthedayafter.我们明后天会给你些选择EDWARDGREEN:No.IthinkIvegotit.不我想好了Theonebossyouroffi__needs.你办公室需要的是这个大老板PHILWATSON:Theonebossyouroffi__needs.你办公室需要的是这个大老板Thatsgood.Thatstheslogan.这个好就用它作标语吧MR.SAKAI:Thankyouforyourveryinterestingpresentation.酒井先生谢谢你们的演示,很有趣Iwouldliketo____youoneortwothingsaboutouroperation.我要告诉你们
一、两件有关我们运营的事情Asyouknowwespecialiseinelectronicgames.正如你们多了解的,我们专门经营电子游戏Weh__eaverylarge__rketshareintheFarEast.我们在远东有很大的市场分额We__nufacturecomputerizedgamesforyoungchildren.我们为青少年生产电脑游戏Somegamesarefor_____s.有些游戏上为成年人制作的ThisgameforexampleisthenumberonebestsellerinJapan.例如这个游戏就是__最畅销的游戏Theoffi__workersloveit.办公室工作人员都喜欢Weknowthe__rketrespondswelltoanykindofhi-techexecutivetoy.我们知道,市场对任何一种高科技玩具都反响良好BigBosscansuc__edinthesame__rket.“大老板”在同一市场上也会取得成功ButthereisonequestionIwouldliketoask.但我要问一个问题ItispossibletolaunchBigBossbeforeJanuary28th在1月28日前推出“大老板”有可能吗?DONBRADLEY:January28th堂.布拉德利1月28日Lesson6__kingtr__elarrangements第六课为旅行作安排__KINGANAIRLINGRESERVATION预订机票ORDERINGATAXI叫出租车HIRINGACAR租用汽车PARTAKATEMCKENNA:January28th!Wecant__kethatdeadline.1月28日!我们不可能做到DONBRADLEY:Yeswecan.Itsdifficultbutitspossible.不,我们可以做到虽然有难度,但还是有可能的KATEMCKENNA:Idontknow.WerelaunchingThe__dMonkeyonJanuary26th.我不确定我们1月26日要推出__dMonkeyDONBRADLEY:Wecanre-schedulethelaunchof__dMonkeycantwe我们可以重新确定推出__dMonkey的时间,对吧?KATEMCKENNA:Illh__etotalktothedistributorsassoonaspossible.我要尽快和销售商说一下DONBRADLEY:Whencanyougoandseethem你什么时候可以去见他们?KATEMCKENNA:Illh__etotakethefirstflightIcan.我必须搭乘能赶上的头班飞机MR.SAKAI:Thepresentationwasveryinteresting.演示很有趣CLIVEHARRIS:Thankyou.MR.SAKAI:Thereareexcitingpossibilitiesforbothourcompanies.我们两家公司都有令人心动的希望CLIVEHARRIS:YesIthinkso.是的,我是这样看的Weh__ealottodiscussdontwe我们有很多东西要讨论,对吧MR.SAKAI:Yeswedo.Iwouldliketostayanextradayifthatispossible.如有可能,我想多待一天CLIVEHARRIS:Iwouldbedelighted.我太高兴了Wecanarrangeeverything.我们可以安排一切事宜Whatisyouritinerary你的行程是怎样的?MR.SAKAI:IamscheduledtoflytoFrankfurttomorrowmorningatseven.我原定明早飞法兰克福的班机Woulditbepossibletofindoutifthereisanafternoonflight有可能查一下有没有下午的__?CLIVEHARRIS:Ofcourse.Illdothatnow.当然可以我现在就查CLIVEHARRIS:JennyweneedtocheckflightstoFrankfurtforSakai-san...詹妮,我们要为酒井先生查一下去法兰克福的__……PHILWATSON:Sothatsex__llent.Weagreeonthedesign.这样就太好了我们就设计取得了一致Ithinkthosecolourswillworkwelltogetherandtheletteringlooksgood.我认为这两种颜色会搭配的很好,而那些文字看上去很不错EDWARDGREEN:IthinkDonwillbeveryhappywiththisbutIllconfirmbyfaxtomorrowmorning.我想堂会对此很满意的,但我明天下午还是传真给他确认一下PHILWATSON:Andwhenisyourdeadline你的最后期限是什么时候?EDWARDGREEN:EverythingmustbereadyforthelaunchonFebruary15th.2月15日的__一定要做好一切准备PHILWATSON:Noproblem.没问题EDWARDGREEN:DoyoumindifIuseyourphonetoorderataxi你介意我用你的__叫辆的士吗?PHILWATSON:Illdoitforyou.我帮你叫吧Hello.Couldyousendataxiplease你好能派辆的士来吗?YestogofromRUJYAdvertising37ChelseaStreetto...Whatstheaddress是的,从切尔西街37号的RUJY__公司到……什么地址?EDWARDGREEN:BarlowHouseCanaryWharf.金丝雀码头的巴罗__PHILWATSON:ToBarlowHouseCanaryWharf...到金丝雀码头的巴罗__……assoonaspossibleplease.请尽快JENNYROSS:Goodafternoon.Ih__eanenquiryaboutflightstoFrankfurt.下午好我想__一下去法兰克福的班机Arethereanyflightstomorrowafternoon明天下午有班机吗?Onepassengertr__ellingbusinessclass.一名乘客,商务仓Whattimedoestheflightle__e什么时候起飞Andwhatisthecheckintimeplease什么时候__登机YesIllhold.好,我等着EDWARDGREEN:HelloDon.Youlookbusy.你好,堂你好忙啊DONBRADLEY:HiEdward.HowdidyougetonwithRUYJAdvertising你好,爱德华你和RUYJ__公司的事谈的怎样?EDWARDGREEN:Fine.谈妥了Theycompletetheartworknextweekandtheydeliverthepackaginganddisplay__terialsonFebruary1st.他们下周完成原图,把包装寄出,2月14日演示素材DONBRADLEY:Ah.EDWARDGREEN:Whath__eIdonewrong我做错什么了吗?DONBRADLEY:Weh__eaproblem.我们现在出了个问题PARTBJENNYROSS:Isthereanearlierflight有没有早点的__?...NoIreallywantadirectflight...OkayIllhangon.……不,我想要直航的……好的,我不会挂断KATEMCKENNA:SorryJenny.对不起,詹妮CouldyoufindoutthetimesofflightstoAtlantaandreservemeaseat你能查一下去亚特兰大的__并帮我订张票吗?Businessclass.Non__oking.商务仓非吸烟区Returningthedayaftertomorrow.Thanks.后天返回谢谢Imgoinghometopackabag.我要回家收拾包裹Illphoneyouinhalfanhour.我半小时后再给你__CLIVEHARRIS:H__eyoustayedinFrankfurtbefore你之前有没有在法兰克福待过?MR.SAKAI:Ohyes__nytimes.酒井先生待过,好多次了JENNYROSS:Clive...Sakai-san.CanIjusth__eaword克莱夫…酒井先生我能讲句话吗MR.SAKAI:Ofcourse.当然JENNYROSS:Itsaboutyourtr__elplans.詹妮.罗斯是有关您的旅行计划MR.SAKAI:Ahthankyou.酒井先生啊,谢谢JENNYROSS:Weh__earrangedeverythingforyou.詹妮.罗斯我们已经为您安排好了一切Youle__eLondonat
14.55tomorrow.您可以明天14;55分离开伦敦Latestcheckintimeis
13.55atTerminalTwo.最迟__登机手续的时间是1355,登机口是2号Youh__ebeenupgradedtoFirstClassatnoextracharge.您已免费升级到等仓MR.SAKAI:Thatisverykind.DoyouknowwhattimeIarriveinFrankfurt酒井先生你们太好了你知道我到达法兰克福的时间吗JENNYROSS:YouarriveatFrankfurtat
17.30localtime您到达法兰克福的时间是当地时间1730,andweh__ealsoarrangedforacartotakeyoutoyoursevenoclockmeeting.我们也为您安排了车接您去7点钟会议的会场YourflightbacktoJapanisonSaturdayattwentywithastopoverinDubaiattheairlinesexpense.您回__的__是在周六的20点钟,飞机中途停迪拜,费用由__公司出Youneedtore-confirmthatlegofyourjourneyforty-eighthoursbeforeyoutr__el.您要在出行前48小时再确认一下行程MR.SAKAI:ThankyouverymuchJenny.非常感谢,詹妮JENNYROSS:MypleasureSakai-san.乐意之至,酒井先生MR.SAKAI:IhopetoreturnyourhospitalitywhenyoucometoJapannextmonth.酒井先生我希望下个月你们来__时,我可以回馈你们的热情好客DONBRADLEY:DerekDEREKJONES:Uhhuh.DONBRADLEY:CanIaskyouaquickquestion我能问你一个问题吗DEREKJONES:Fireaway.说吧DONBRADLEY:Canyou__kethisJanuary28thdeadline你能在1月28日前完成吗DEREKJONES:Whoknows谁知道啊Itsdifficulttosaybecausethereisalotofworktodo.很难说,有太多的工作要做DONBRADLEY:Wellitsgettinglate.时间不早了Imgoinghome.Welltalktomorrow.我要回家了我们明天谈Seeyouinthemorning.明天早上见DEREKJONES:Goodnight.德里克.琼斯晚上好CARHIRECLERK:Thecourtesybusoutsidewilltakeyoutoyourcar.车辆租赁人员外面的免费接送汽车将带您到您租的车Youllh__eani__daynow.你会有个愉快的一天HowcanIhelpyou可以为您效劳吗?KATEMCKENNA:Idliketohireacar.我要租辆车CARHIRECLERK:Forhowlong车辆租赁人员用多久KATEMCKENNA:Justfortwenty-fourhours.就24小时CARHIRECLERK:Whichcategoryofcarwouldyoulike__dam车辆租赁人员__,你要哪种车?KATEMCKENNA:Idlikethestandardfourdoorsaloon.凯特.麦凯纳就要标准的四门轿车好了CARHIRECLERK:Thatsfine.Thatpri__includesfullcollisionwaiverandunlimitedmileage.这个__包括全额免碰撞保险服务,并且不限里程Howareyoupaying您怎样付款KATEMCKENNA:Ih__eacorporatechargecard.我有公司赊帐卡CARHIRECLERK:Thatsfineand__yIseeyourdriversli__nseplease可以,可以看一下您的驾驶证吗?BIGBOSS:Iwanttobeonthe__rketbyJanuary28th.“大老板”我想在1月28日前上市BIGBOSS:Iwanttobeonthe__rketbyJanuary28th.“大老板”我想在1月28日前上市Lesson7Stayingatahotel第七课暂住在旅馆BOOKINGINTOAHOTEL预订__ORDERINGA__EAL点菜__KINGACOMPLAINT抱怨PARTAHOTELRE__PTIONIST:Goodevening__dam.宾馆接待员晚上好,__KATEMCKENNA:Goodevening.Ih__eareservation.凯特.麦凯纳晚上好我预订了房ThenameisMckenna.Aroomforonenight.名字是麦凯纳一间住一晚HOTELRE__PTIONIST:Illjustcheck.宾馆接待员我查一下HOTELRE__PTIONIST:Imsorrybuttheresnothinghereunderthatname.对不起,但没有麦凯纳的预订记录KATEMCKENNA:Ahperhapsitsunderthecompanyname.BiburySystems.啊,也许是用的公司名称Bibury系统公司HOTELRE__PTIONIST:Illjustbeasecond.宾馆接待员请稍等HOTELRE__PTIONIST:Imsorrytheresnothingdownhereunderthatname.对不起,没有Bibury系统公司的预订记录KATEMCKENNA:Ohdear.凯特.麦凯纳哦,天啊Isitpossibletobookaroomforonenightplease那能订间房吗?住一晚HOTELRE__PTIONIST;Imafraidweonlyh__easuite.宾馆接待员我们现在只有套间了KATEMCKENNA:Howmuchisthat凯特.麦凯纳__是多少?HOTELRE__PTIONIST:Thatstwohundredandeightydollarsincludingbreakfastandsalestax.宾馆接待员280美元,包早餐和销售税KATEMCKENNA:Illtakeit.凯特.麦凯纳我订了HOTELRE__PTIONIST:Howwillyoubepaying__dam宾馆接待员__,您怎样付款KATEMCKENNA:Creditcard.凯特.麦凯纳___HOTELRE__PTIONIST:Thatwouldbefinethankyou.宾馆接待员可以,谢谢Couldyoujustcompletethisformplease麻烦您填下这张表格Itsyourhomeaddress在这里填您的家庭住址、theregistrationnumberofyourcarifyouh__eoneandjustputyoursignaturedownhere.如果有车还要填车的注册号码,签名在这个位置就行了HOTELRE__PTIONIST:ItstheTowerSuiteanditsonthetwenty-thirdfloor.宾馆接待员__是__的套房,在23层Wouldyouliketoorderanewspaper您要不要订份报纸KATEMCKENNA:Yesplease.TheHeraldTribune.凯特.麦凯纳要来份《先驱__报》HOTELRE__PTIONIST:Illh__ethebellhopseetoyourbags.我让客房服务员给您拿行李KATEMCKENNA:Nothankyou.Ionlyh__eonebag.凯特.麦凯纳不用,谢谢我就一个包HOTELRE__PTIONIST:Enjoyyourstay.宾馆接待员祝你作客愉快KATEMCKENNA:Sorrywhattimedoyoustartservingdinner对不起,你们什么时候开始供应晚餐HOTELRE__PTIONIST:Dinnerisservedfromsevenoclocktilltenthirty.晚餐从7点开始一直到1030Thediningroomisdowntherethroughthedoorontheleft.餐厅就在那儿,穿过门向左转KATEMCKENNA:Thankyou.凯特.麦凯纳谢谢GEORGEPEARSON:Itsgoodofyoutoseeme.乔治.皮尔森你来看我着是太好了MR.SAKAI;Notatall.酒井先生没什么Ih__eheardalotaboutyourcompany.我对你的公司早有所闻GEORGEPEARSON:GoodtingsIhope.乔治.皮尔森我希望,是好的事情MR.SAKAI:Ohyes.酒井先生哦,当然GEORGEPEARSON:Asyouknow.J.K.Toyshasastrongpresen__inEurope...正如你所知道的,J.K.玩具公司在欧洲具有很强的市场地位……MR.SAKAI:YesIsawyoursalesfiguresforlastyear.酒井先生是的,我看了贵公司去年的销售数字Theyareveryimpressive.印象很深刻Thankyouforcallingthe__rketingDepartmentofBiburySystems.谢谢致电Bibury系统公司市场营销部Imafraidouroffi__iscloseduntilnineoclocktomorrowmorning.我们公司已经结束营业,到明天早上9点再开始营业Pleasele__eyournameyourtelephonenumberthetimeofyourcall请留下你的姓名、__号码、你打__的时间,andyourmessageafterthetone.并在嘀声后留言KATEMCKENNA:HithisisKate.凯特.麦凯纳你好,我是凯特ItsseventhirtyonThursdayevening.现在的时间是周四晚730ImattheTowerHotel.我现在在__酒店JennyassoonasyougetincouldyoufaxmeacopyofthecontractweareofferingtoD__idToys詹妮,你一到公司就马上给我传真一份提供给大卫玩具公司的合同好吗?Talktoyoutomorrow.Bye.明天再跟你通话再见PARTBWAITER:Goodevening__dam.Doyouh__eareservation晚上好,__你有预订吗KATEMCKENNA:DoIneedone要预订吗?WAITER:NowellthatwillbeokayIguess.不,我想没所谓的Wouldyoulike__okingornon-__oking你要在吸烟区还是非吸烟区KATEMCKENNA:Non-__okingplease.非吸烟区WAITER:Wouldyoucaretofollowme请跟我来,好吗?WAITER:ImGregory__damandImyourwaiterthisevening.我是格雷戈里,__,我是您今晚的服务员CanIgetyouyourdrinkwhileyouare__kingyourselection在您点餐的时候,我可以帮你拿杯饮料吗?KATEMCKENNA:NoIllorderrightaway.凯特.麦凯纳不用,我现在就点somethinglightIthink.WhatsinyourPresidentialChicken我要些口味清淡的你们的总统鸡怎么做的WAITER:OurPresidentialChickenwasspeciallycreatedforEx-PresidentGeraldFord.我们的总统鸡是为前总统福特特别创制的Itisstripsoffarmfreshbabypulletlightlysteamed材料是农场饲养的小母鸡切成条,andservedonabedofleeksgarnishedwithsnowpeas.清蒸后用韭菜和雪梨点缀Whatgoesreallyni__withitwethink我们认为,与这道菜搭配很好的是爱达荷州的马铃薯,isafluffybakedIdahopotatowithjustatadofsourcreamoryoghurtifyouprefer...烘烤后与酸奶油或酸乳酪搭配,如果你愿意……KATEMCKENNA:Justri__Ithink.凯特.麦凯纳米饭就好了WAITER:Wouldthatbewhiteri__brownri__wildri__brownandwildri__mixedorFourSeasonsRisottino服务员那是要精米、糙米、纯野米、糙米和纯野米混合还是意大利调味饭KATEMCKENNA:Plainboiledwhiteri__.凯特.麦凯纳精米白饭WAITER:Plainboiledwhiteri__.服务员精米白饭Andforyourbeverage__dam那要喝点什么,__Weh__eani__CaliforniaChardonnay...我们的夏敦埃酒不错…KATEMCKENNA:NoIllh__eamineralwater.凯特.麦凯纳不,我要矿泉水WAITER:Carbonatedornon-carbonated服务员碳酸的还是非碳酸的KATEMCKENNA:Carbonated.凯特.麦凯纳碳酸的Andthefreshto__tosouptostart.先来点鲜番茄汁GEORGEPEARSON:IknowthatyouareinterestedinBiburySystems...乔治.皮尔森我知道你对Bibury系统公司感兴趣……MR.SAKAI:Newstr__elsfastinthetoyindustry.酒井先生玩具业的消息传的很快GEORGEPEARSON:WeheardthatyoureinterestedinanewproductthatBiburySystemsarelaunching...我们听说你对Bibury系统公司将要推出的一款新产品很感兴趣……MR.SAKAI:IaminterestedinanyinnovativeproductMr.Pearson.皮尔森先生,我对任何新的产品都感兴趣GEORGEPEARSON:ThatswhyIwouldliketotalktoyou.这也正是我找你的原因Idontknowhowmuchyoureheardaboutre__ntdevelopmentsatJ.K.Toys.我不知道你对J.K.玩具公司最近的发展有多深的了解Butweh__esomeideasthatIthinkyouwillfindveryinteresting...但我们认为,你会对我们的某些创意感兴趣……HOTELWAITER:Morecoffee再来点咖啡KATEMCKENNA:Nothanks.CouldIh__ethebillplease不了,谢谢__吧HOTELWAITER:ThecheckSure.帐单?当然KATEMCKENNA:Andcouldyouchargeittomyroom能把这比费用计入我的__吗?ImintheTowerSuite.我住在__套房HOTELWAITER:Ofcourse.宾馆服务员当然可以KATEMCKENNA:WeknowthatBigBossisinnovative我们知道“大老板”是种创新,butDealerDanalsousesveryadvan__dtechnology.但是“商人丹”也采用了高级技术MR.SAKAI:WhenisthelaunchdateforDealerDan“商人丹”上市的日期是什么时候GEORGEPEARSON:ItwillbelaunchedbeforeFebruary.二月之前MR.SAKAI:Andhowmuchwillitcost酒井先生__是多少GEORGEPEARSON:DealerDanwillbecheaperthanBigBoss.乔治.皮尔森“商人丹”将比“大老板”更便宜HOTELRE__PTIONIST:TheLeisure__ntre.Sure.宾馆接待员:这里是休闲中心当然Throughthedoubledoorstakearight.穿过双开门,右转Downtotheendanditsontheleft.走到底,就在你的左边Youcantmissit.你一定会找的到KATEMCKENNAIdliketocheckoutandisitpossibletotalktothe__nagerplease我要付帐离开旅馆,可以跟你们的经理谈一下吗HOTELRE__PTIONIST:Imafraidthe__nagersnot__ailableatthemoment.恐怕经理现在不在ButtheAssistant__nagerishere.但助理经理在ASSISTANT__NAGER:HowcanIhelpyou__dam助理经理__,能为你效劳吗?KATEMCKENNA:Mysecretary__deareservationforastandardroom我的秘书预订了一个标间,butyourre__ptionistsaysyouh__enorecordofthebooking.但你的接待人员没有预订记录ASSISTANT__NAGER:Ms.McKennafromBiburySystems.助理经理Bibury系统公司的麦凯纳女士Justletmecheck.我来查查ASSISTANT__NAGER:Imterriblysorry.Yoursecretaryisright.助理经理非常抱歉你的秘书是对的Thefaxarrivedhereyesterdayafternoon传真昨天下午到的,butforsomereasonitwasnotenteredintothecomputersystem.但不知什么原因没有登记到电脑系统里Itisentirelyourfault.这全是我们的失误Sa__nthapleaseprepareMs.McKennasbillagainatthestandardrate.萨曼塔,请以标间的__重新核算一下麦凯纳女士的帐单Iamsorryaboutthisconfusion.我们对这次失误很抱歉Pleaseac__ptlastnightsdinnerwithourcompliments.昨天的晚餐就算我们的敬赠,请接受Lesson8Showingvisitorsaroundthecompany第八课带人参观公司SHOWINGVISITORSAROUND带来访者参观DESCRIBINGCONFEREN__FACILITIES描述会议设施DESCRIBINGRESEARCHFACILITIES描述研究设施CHECKINGFACTS说明研究条件PARTAEDWARDGREEN:Philthanksforcoming.爱德华.格林菲尔,谢谢你的来访PHILWATSON:ImsorryImlate.菲尔.沃森对不起,我迟到了EDWARDGREEN:Noproblem.爱德华.格林没关系PHILWATSON:Thetrafficwasverybad.菲尔.沃森交通太糟糕了EDWARDGREEN:Youh__ebeenherebeforeh__entyou爱德华.格林你以前来过,对吧PHILWATSON:On__.AveryshortvisittoDonBradleysoffi__.菲尔.沃森来过一次就用很短的时间参观了一下堂.布拉德利的办公室EDWARDGREEN:PerhapsIcouldshowyouaroundafterthemeeting.爱德华.格林或许会后我可以带你四处看看PHILWATSON:Yesplease.菲尔.沃森好,有劳了EDWARDGREEN:Illgiveyoutheguidedtour.爱德华.格林我会带你参观的CLIVEHARRIS:ThanksforgoingtoSouthfordComponentsyesterday.克莱夫.哈里斯谢谢你昨天亲临SouthfordComponentsDONBRADLEY:Itwasnoproblem.堂.布拉德利没什么CLIVEHARRIS:IwanttokeepDerekworkingonBigBoss.克莱夫.哈里斯我想要德里克不要停下“大老板”SowhatdidyouthinkoftheSouthfordsetup你认为南佛的布置怎样DONBRADLEY:Thisistheirsalesbrochure.堂.布拉德利这是他们的销售手册Theyseemquitecompetent.看起来很有竞争力CLIVEHARRIS:Whereisit克莱夫.哈里斯在什么地方DONBRADLEY:Itsjustbythefreewaynearintersectioneight.堂.布拉德利就在八号立交桥附近的高速公路旁ItsinalargeGreenfieldsiteinanewdevelopment.就在新发展区的商场CLIVEHARRIS:Whodidyouseethere克莱夫.哈里斯你都见了谁DONBRADLEY:IhadalongmeetingwiththeC.E.O.堂.布拉德利我和他们的总裁开了个长会Theyh__eex__llentroboticsandahi-techproductionline.他们的机器人技术很棒,有一条高科技生产线CLIVEHARRIS:Itlooksimpressive.克莱夫.哈里斯看起来很不错DONBRADLEY:TherearetheirRDlaboratories.堂.布拉德利他们有研发实验室Theyh__eaverybigbudget.预算很大Theycommitfiveper__ntoftheirprofittothatdepartment.他们把5%的利润都投到了这个部门Andtheyredoingsomeveryinnovativeworkinsolarenergy.他们在太阳能方面做了些创新的工作CLIVEHARRIS:Okaysowhatsthedownside克莱夫.哈里斯好的,那么不好的一面是有那些DONBRADLEY:WellImslightlyunhappyaboutacoupleofthings.哦,我对几件事不是很满意Theyareexpensive.他们有些贵Wecouldbuyincomponentscheaperfromanothersour__.我们可以从其他供应商那里买到更便宜的部件Andtheydosupplyalotofcompaniesincludingoneortwoofourrivals.他们确实为很多公司供货,包括
一、两个我们的竞争对手Howevertheytookmeoutforanex__llentlunch!不过,他们带我去吃的午餐确实不错!CLIVEHARRIS:Sowhatdoyouthink那你认为怎么样DONBRADLEY:WellIcanseethattheyreastrongoption哦,我认为他们是个强有力的选择,butIamseeingacoupleofothersuppliersnextweek.不过下周我会见几个其他的供货商CLIVEHARRIS:Wellletswaitandsee.那就等等看CLIVEHARRIS:Comein.克莱夫.哈里斯近来EDWARDGREEN:SorrytointerruptbutPhilisherewiththedesigns.抱歉打断了你,不过菲尔带着设计过来了DONBRADLEY:OkayImcomingrightnow.堂.布拉德利好的,我马上来HOTELRE__PTIONIST:ImverysorryaboutMs.McKennasbooking.麦凯纳女士预订的事,我很抱歉Itsmyfault.是我的错Howstupidofme.Ididntcheck.我真笨,没检查一下ASSISTANT__NAGER:DontworryaboutitSa__nthabutpleasebecarefulinthefuture.别担心,但今后要细心KATEMCKENNA:Sorrytointerrupt凯特.麦凯纳对不起,打扰一下,butbeforeIgoIwouldliketospeaktosomeoneaboutconferen__facilities.在我离开之前我想了解一下会议设施ASSISTANT__NAGER:Ofcourse.Letmeshowyouwhatwecanoffer.当然让我来向你展示我们能做什么How__nypeopleareinvolved有多少人?KATEMCKENNA:Ineedtoarrangeadayspresentationtoaboutsixtyagents.我需要安排约60人的演示,时间是一天ASSISTANT__NAGER:H__eyoutimenowtolookatourfacilities你现在有时间看一下我们的设施吗?KATEMCKENNA:Ivetenminutes.Couldwedoitfairlyquickly我有10分钟的时间我们能不能行动快点ASSISTANT__NAGER:Ofcourse.Yousayyouneedaroomforsixtypeople助理经理当然你说要60人的__KATEMCKENNA:Yesthatsright.凯特.麦凯纳是的ASSISTANT__NAGER:Anditsapresentationisntit助理经理是做演示,是吧?Heresour__inconferen__room.这是我们的主会议室Ithasex__llentprojectionfacilities.有很好的放映设备Weh__efullstereosoundvideo35mmslides.Younameitweh__eit.我们有立体声、视频及35毫米幻灯片只要你说出来,我们都有KATEMCKENNA:Howmuchisthisfortheday凯特.麦凯纳那一天是多少钱ASSISTANT__NAGER:Weh__eastandardrateof$900perhalfdaywhichincludescoffeeandbiscuits.我们标准收费是900美元半天,包括咖啡和饼干KATEMCKENNA:Thatsquiteexpensive.那很贵啊ASSISTANT__NAGER:Perhapswecouldworksomethingout.也许我们可以再商量Shallwegobacktomyoffi__去一下我的办公室怎样PARTBPHILWATSON:Thisistheoutlinedesigncon__pt.这是设计理念的大体轮廓Thisgoeswiththatandthiscopygoesonthesideoftheboxoverhere.这个和那个相搭配,这个放在这边的箱子的上边Sowhatdoyouthink你认为怎么样DONBRADLEY:WhatdoyouthinkEdward你认为怎么样,爱德华EDWARDGREEN:Ithinkthedesignisverygood.Butnotforthisproduct.我认为设计很棒但不适合这款产品DONBRADLEY:Iagree.ImsorryPhilbutitseemsratheryoungforour__rket.我同意对不起菲尔,但对我们的市场而言有点不成熟EDWARDGREEN:Yesitsverybright.是的,颜色太艳ItlooksreallygoodbutBigBossisanicheproduct.设计看起来确实不错,但“大老板”是个利基市场Wearetargetingtheproductatthechildrenofwell-educatedhighincomeyoungprofessionals.我们的产品锁定的是受过良好教育的儿童、收入高的年轻专业人士Anddontforgetweexpect_____stobuyBigBossaswell.别忘了,我们也希望成年人__“大老板”GERALDINE:Imsorrydeliveriesarethroughthesidedoor.对不起,送货要走侧门Yougooutofthebuildingturnleft你出大厦,左转,andtheresadoorontherighthandside__rkeddeliveries.Okay右手边有个门,上面写着送货好吗GERALDINE:HelloBiburySystems.OhhelloKate...你好,Bibury系统公司哦,你好,凯特……CLIVEHARRIS:IsthatKateMckenna克莱夫.哈里斯是凯特.麦凯纳吗Illh__eaword.我想跟他谈一下CLIVEHARRIS:HelloKate.Howsyourtrip...你好,凯特你的旅行怎样?……Good...Weneedyoubackhereassoonaspossible...好……我们需要你尽快赶回来……Goodluck!祝你好运!GERALDINE:SorrytodisturbyouDerek.抱歉打搅你,德里克DEREK:Notatall.德里克没关系EDWARDGREEN:H__eyoumetPhilWatsonfromRUYJAdvertising你见过RUYJ__公司的菲尔.沃森吗DEREKJONES:NoIdontthinkso.没有,没见过EDWARDGREEN:PhilIdliketointrodu__DerekJonesourDevelopment__nager.我来介绍,德里克.琼斯,我们的研发经理DEREKJONES:Gladtomeetyou.很高兴见到你EDWARDGREEN:Thiswholeareaisourdevelopmentworkshop.这里整个区域都是我们的研发车间Itswhereweworkontheideasfornewproductsandtoys.我们在这里对新产品和玩具的创意着手制作PHILWATSON:Whogivesyoutheideas菲尔.沃森谁提出这些创意EDWARDGREEN:Mostoftheideascomefrominsidethecompany...大多数创意来自公司内部……PHILWATSON:Whothoughtofthis菲尔.沃森谁想到这样做的EDWARDGREEN:Thisproducthereisbeing__nufacturedunderli__n__fromacompanyintheStates.这个产品是由一家美国公司提供特许生产的Itsnotourcon__ptImafraid.不是我们的想法Butitssellingveryfast.但销售很快Weh__eaveryflexiblepositiononli__nsingdeals.我们在特许交易上采取很灵活的方式PHILWATSON:Thislooksbeautiful.菲尔.沃森看上去真漂亮EDWARDGREEN:Derekwhoseideawasthis德里克,这又是谁的注意?Didyouthinkofthisone是你想到的吗?DEREKJONES:Noitsquiteni__isntit不是很不错,对吧?Thattoystartedlifeasapicturefromayounggirlfromalocalschool.Shesentitintous.这个玩具最初是张__,是本地一所学校的一个女孩寄给我们的Ahhereitis.啊,在这里PHILWATSON:Howdoyoudoyour__rketresearchforanewproduct你们对一个新产品是怎样做市场调研的EDWARDGREEN:Goodquestion.这个问题问的好Itdependsontheproduct.主要是看产品自身Weh__eourownresearchpeoplein-housesowedoverydetailedasses__ents.我们本身有调研人员,因此我们会做详细的评估Butofcoursewebuyin__rketresearchexpertisewhenwelookoutsidetheUK.当然,我们__英国之外的市场时,我们会买进市场调研技术__rketingBigBossisverycomplicated.对“大老板”进行市场营销上很复杂的Weretargetingboth_____sandchildren.我们的目标是包括__和儿童PHILWATSON:Ni__tomeetyouDerek.很高兴见到你,德里克DEREKJONES:Youtoo.德里克.琼斯你也是Ihopeyougetthepackagingdesignsright.我希望你收到了正确的包装设计BigBossdeservesthebest.“大老板”应该用最好的Lesson9explaininghowsomethingworks第九课解释他们是怎么工作的DESCRIBINGPRO__SSES描述过程GIVINGINSTRUCTIONS进行操作说明EXPLAININGTHEFEASIBILITYSTUDY阅明可行性研究PARTACLIVEHARRIS:CanIgetyouacupofteaorsomething给你拿杯咖啡或别的MSWONG:NothanksImfine.CLIVEHARRIS:Pleaseh__easeat.WellSallyyoureseenthecompany.Youreseenourproducts.萨利,你参观了公司,也见过了我们的产品Whatdoyouthink你认为怎么样MSWONG:Youh__eawideproductrangebuttheyrealldependentonthesamechiptechnology.你们的产品样式很多,但都依赖同样的芯片技术Ithinkwe__ybeabletosupplyyouwithsomeofthene__ssarycircuitry我认为,我们可以为你提供必要的电路元件...butofcourseweneedtospeakfurtheraboutthis.……当然,我们还要就此再深入交谈CLIVEHARRIS:Wellthanksforcomingin.克莱夫.哈里斯噢,谢谢你的来访MSWONG:Ithasbeenmostinteresting.黄女士这次参观很有意思DEREKJONES:Thisisthelatestprototype.德里克.琼斯这是最新的模型PHILWATSON:Howdoesitwork菲尔.沃森怎么用?DEREKJONES:Saysomethingtotheboss.德里克.琼斯对“大老板”随便说点什么PHILWATSON:Likewhat菲尔.沃森比如DEREKJONES:Anything.德里克.琼斯什么都行TheresamicrophoneinBosssearanditwillrecognise__rtaincom__nds.“大老板”的耳朵里有个麦克风,它可以识别某些指令Itrecordswhatyousayandstoresit.它会录下你讲的内容,并保存起来Whenithearsthetriggerworditplaysitback.在听到触发字后,就会播放出来PHILWATSON:Imsorrycouldyourepeatthat菲尔.沃森对不起,能再说一遍吗?Idontunderstandwhatyoumeanbytriggerword.我不太明白触发字的意思DEREKJONES:OkayIlltrytoexplainitmoresimply.德里克.琼斯好的,我会尽量简单地解释WecanprogrammetheBosstosaysomethinglikeIdontwantproblemsIwantsolutions.我们可以编程使“大老板”说类似“我不管问题,只要解决方案”的话Andwedothatlikethis:youpresshisnoseandthatactivatesthevoi__card.我们是这样做的你按一下它的鼻子,这样就激活了声卡Thenyousaythephrase.然后你说个短语IdontwantproblemsIwantsolutions“我不管问题,只要解决方案”Thenyoupressthenoseagain.然后你再按一下鼻子PHILWATSON:Whydoyoudothat菲尔.沃森___要这样做DEREKJONES:Youdothatinordertostoptherecording.德里克.琼斯这样做是为了停止录音Thenyouselectyourtriggerword.然后再选择触发字PHILWATSON:Whatisthat菲尔.沃森那是什么呢DEREKJONES:Thetriggerword__kestheBossspeak.德里克.琼斯触发字可以使“大老板”开口说话Everytimehehearsthatword它每次听到这个词,hewillsayIdontwantproblemsIwantsolutions.就会说“我不管问题,只要解决方案”PHILWATSON:Soletmeclarifythis:菲尔.沃森让我来澄清这点eachtimetheBosshearsthetriggerwordhellrepeatthephrase.每次“大老板”听到触发字,就会重复这个短语DEREKJONES:Exactly.德里克.琼斯正确Sogivehimthetrigger.那就给它个触发字吧PHILWATSON:Okayummm...Thetriggercanbethewordproblems.菲尔.沃森好的,嗯……触发字就用“问题”这个字吧DEREKJONES:Fine.Sayitinhisearthen.德里克.琼斯好对着它的耳朵说,然后PHILWATSON:Problems.菲尔.沃森“问题”DEREKJONES:Okaynowsayasenten__withthewordproblemsinit.德里克.琼斯好的,现在说个带“问题”这个字的句子PHILWATSON:ExcusemeBigBossImh__ingsomeproblemswiththeproject.菲尔.沃森打扰一下,“大老板”,我在这个项目上有些问题BIGBOSS:Problem!Idontwantproblems.Iwantsolutions.“大老板”问题!“我不管问题,只要解决方案”PHILWATSON:Brilliant!Howisitpowered菲尔.沃森太好了!它的动力是怎样的DEREKJONES:Aha!Youllenjoythis:德里克.琼斯啊哈!你会很喜欢的lightenergy.Itwontneednewbatteries.光能不需要新电池Boththeeyescontainphoto-sensitive__llswhichabsorbthesolarenergy.它的双眼都有可以吸收太阳能的感光电池These__llsthenpowerthemotorslocatedhereundereacharm.这些电池给每支手臂下的发动机提供动力Nowaseverybodyknowswhenyouh__ethiskindofconfigurationthereisa...大家都知道,如果你有这种设置,就会……EDWARDGREEN:SorryDerekwouldyoumindexplainingthatinanotherway爱德华.格林对不起,德里克可以用另外的方式解释一下吗DEREKJONES:Sorry.Illkeepit______.德里克.琼斯抱歉我会简单地说Theimportantthingisthatthisisa__jorbreakthrough.重要的是这是个重大突破Allthetoyswillrepresenttheverylatestintechnology.所有的玩具都代表着科技的最新进展PHILWATSON:Icanseethat.Itsveryimpressive.菲尔.沃森这个我可以看初步来给人的印象很深刻EDWARDGREEN:ThanksDerek.爱德华.格林谢谢,德里克PHILWATSON:Thanksforthedemonstration.菲尔.沃森谢谢你们的演示PARTBDEREKJONES:Anytime.德里克.琼斯随时效劳MSWONG:____medothesetoyswork黄女士告诉我,这些玩具还可以工作吗CLIVEHARRIS:TheseYes.克莱夫.哈里斯这些?可以MSWONG:Howoldarethey黄女士它们有都老了CLIVEHARRIS:SomeofthemareVictorian.克莱夫.哈里斯有些是维多利亚女王时代的Nomicrochipsinthese.这些没有微芯片Allclockworkbutsomeofthemarequiteingenious.全部是依靠机械力,但有些是很有创意的Lookatthisoneforinstan__.比如这个Ayoungviolinplayer.一位年轻的小提琴手MSWONG:Itsverybeautiful.黄女士很漂亮Howdoesitwork它是怎样用的CLIVEHARRIS:Wellyoujustwinditup克莱夫.哈里斯只要给它上紧发条,...andofhegoes...他就会动了grandmotherplayedwithsomeofthesewhenshewasagirl.我祖母年轻的时候玩过一些Andmyfathercollectedclockworktoys.我父亲收集了这些机械玩具MSWONG:Theyareveryclever.黄女士都很精巧CLIVEHARRIS:Butnotverysafe...Lookatthesharpedgesonthisone.克莱夫.哈里斯但却不怎么安全……看这个,边上很锋利Verydangerousanditscoveredwithleadpaint.很危险,并且是用铅喷漆的MSWONG:____mehowdoesthiswork黄女士告诉我,这个怎么用?GERALDINE:Ivepressedreturnandnothinghappens.杰拉尔丁我按了返回,但没什么反应Ivetriedthat.我这样试过了HowcanIgetoutoftheprogramme我怎么才能推出这个程序呢?Justasecond.Couldyouspeakmoreslowlyplease请稍等能说的再慢些吗Right.Letmetry.好了让我试试F1andthenreturn.Yes先按F1,再按返回键对了,thenpressescape.再按“退出”Ohthatsit.Thanks.啊,对了谢谢EDWARDGREEN:...Letmeshowyouhowproductsare__rketresearched...爱德华.格林……我来给你演示一下,怎样对产品进行市场调查……EDWARDGREEN:Youseeallproductsgothroughthesamebasicpro__ss.爱德华.格林所有的产品都要履行一样的基本程序Theystartasanidea.开始时只是个想法Everymontha__nagementcommitteelooksatallthenewideasandtheyputdevelopmentmoneyintosomeofthem.管理层委员会每个月都对所有的新想法进行筛选,对其中的一些想法注入研发资金Letmeshowyouanexample.我给你看个例子Takethisproduct:FriendlyFish.比如这个产品“FriendlyFish”Theideacamefromafreelan__designer.这个想法来自一名自由设计师A__nagementCommitteelookedatthedesignsandtheylikedthem.管理层委员会看了设计,很喜欢Followme.请随我来Theyaskedthedevelopmentteamhowmuchitwouldcostto__nufacturetheproduct于是他们询问队伍,制作这种产品要花多少钱andtheyaskedthe__rketingDepartmenttwoquestions:他们对市场营销部提出了两个问题
1.Whoisthetarget__rketforFriendlyFish
1、FriendlyFish的目标市场是哪人
2.Howbigisthat__rket
2、市场有多大?Wethenknowiftheideaisworthtakingontothenextstagewhichisthefeasibilitystudy.这样我们就会知道这个想法是否值得进行到下一步,也就是可行性研究PHILWATSON:SowhathappenedwiththeFriendlyFish菲尔.沃森那么FriendlyFish最后怎样了呢EDWARDGREEN:Welearnedatthisstagethatitwasalowcosthighvolume__ss__rketproduct.爱德华.格林我们在这个阶段了解到这是一种量大价廉的大众产品ThefeasibilitystudyindicatedthatFriendlyFishwouldsellalloverEurope.可行性研究显示FriendlyFish将行销整个欧洲Wetheninvestedinmore__rketresearch.之后,我们投资进行了更多的市场研究WeaskedalargegroupofeightyearoldsfromDifferentbackgroundsaboutFriendlyFish.我们对来自不同阶层的8岁一大批儿童进行了询问Weaskedthemquestionslike:问题有Which__terialshallweuse我们应该使用何种材料?Whichcoloursdoyoulikeetc.你喜欢什么颜色?等等Afewofthekidswanteditgreenandblue.少数孩子希望是蓝绿相间
17.5%otherchildrenwanteditred.
17.5%的希望是红色ButallofthemwantedFriendlyFish.但他们都想要FriendlyFishAllofthem.TheylovedFriendlyFish.全部他们喜爱FriendlyFishWecheckedeachkeyindicator.我们核对了每个关键指标Everyoneofthemwaspositive.每个都是积极的We__dehalfamillion.于是我们制造了50万件PHILWATSON:Andwhataresaleslike菲尔.沃森那么销售如何呢?EDWARDGREEN:Terrible.爱德华.格林很糟Sometimesithappens.世事难料Evenwithallthe__rketresearchyoucanneverbeonehundredper__nt__rtain.就算有市场研究,也不可能有百分百的把握啊Lesson10Resche____ngplansandarrangements第十课重新安排计划RESCHE____NGPLANS重新安排计划SUGGESTINGCHANGES提议变动INTERRUPTINGPOLITELY礼貌PARTAMR.__ITH:EdwardImsorry.史密斯先生爱德华,对不起ImafraidIllh__etocan__lourmeetingtomorrow.恐怕我要取消我们明天的会议EDWARDGREEN:Thatsnoproblem.爱德华.格林没问题Shallwepostponeituntillaterintheweek那延后到本周晚些时候?MR.__ITH:NoImafraidImnotpostponingourmeeting.史密斯先生不,我不是说要延期Imcan__lingit.我是要取消EDWARDGREEN:Weneedtosignthecontractandcompletethedealdontwe爱德华.格林我们还是要签合同,完成这次交易,对吧?Isthereaproblem有什么问题吗MR.__ITH:Nonotformebutperhapstheresaproblemforyou.史密斯先生没有,___问题,但你可能会有问题ImafraidBigBosswontbeinthecatalogue.恐怕“大老板”不会出现在我们的目录里EDWARDGREEN:Arewetoolatefortheprintersdeadline爱德华.格林我们赶不及印刷商的最后期限了吗?MR.__ITH:No.Thatsnotthepoint.史密斯先生不这不是问题ImnotgoingtouseBigBoss.我不准备用“大老板”Imgoingtouseanotherproduct.我要用另外一个产品EDWARDGREEN:Idontunderstand.爱德华.格林我不明白MR.__ITH:Welllisten.Thenyouwillunderstand.史密斯先生嗯,听着你就会明白的ThisisanewproductfromJ.KToys.这是来自J.K.玩具公司的一款新产品ItscalledDealerDan.名字叫“商人丹”DEALERDAN:HithisisDealerDan.“商人丹”“你好,我是‘商人丹’Imthebestthingonthevoi__-activatedtoy__rket.我是声动玩具市场最棒的玩具”MR.__ITH:Edwardareyoustillthere史密斯先生爱德华,你在听吗EDWARDGREEN:Yes.爱德华.格林是的MR.__ITH:Goodisnthe史密斯先生很好,对吧EDWARDGREEN:YousayhescalledDealerDan.爱德华.格林你说,他叫做“商人丹”MR.__ITH:Yes.Hearrivedyesterdayafternoon.史密斯先生是的昨天下午到的Theheadof__rketingfromJ.KToysintrodu__dus.J.K.玩具公司的市场营销主管给我们做的介绍TheylllaunchhimonJanuary20th.他们将在1月20日推出这款产品EDWARDGREEN:What!IsDealerDansolarpowered爱德华.格林什么!太阳能的“商人丹”?MR.__ITH:Yes.史密斯先生是的EDWARDGREEN:Andvoi__-activated爱德华.格林声动的?MR.__ITH:Yes.Itsthesametechnology...butcheaper.史密斯先生是的是同样的技术……但更便宜IthinkDealerDanwouldjustliketosaybye-bye.我想,“商人丹”要跟你说再见了DEALERDAN:Bye-bye.“商人丹”再见EDWARDGREEN:Idontunderstand...爱德华.格林我不明白……DEALERDAN:Ifyoucantstandtheheatgetoutofthekitchen.“商人丹”如果你受不了热,就离开厨房GERALDINE:ImafraidMr.Peterisrunningabitbehindschedulebuthewontbelong.Thankyou.杰拉尔丁恐怕,皮特先生有点__了,但他会很快赶上来的谢谢EDWARDGREEN:H__eyouseenDon爱德华.格林见到堂了吗?GERALDINE:Hesintheboardroominameeting.杰拉尔丁他在会议室开会EDWARDGREEN:Somethingimportanthascomeup.爱德华.格林发生了重要的事情Ineedtotalktohim.我得跟他谈谈GERALDINE:HeswithMr.Reiley.杰拉尔丁他和莱利先生一起GERALDINE:Goon.杰拉尔丁去吧DONBRADLEY:Wellgetsomeexamplesofthedisplay__terialstoyouandtherewillalsobeapointofsalevideooftheproduct.堂.布拉德利我们会给你一些演示材料,还有现场销售视频Comein.进来EDWARDGREEN:DonMr.Reiley.Sorrytointerrupt.爱德华.格林堂莱利先生抱歉打搅了Somethingimportanthascomeup.发生了重要的事情Canyouspareaminute你能挤一分钟的时间吗DONBRADLEY:CanitwaitIllbethroughintenminutes.堂.布拉德利能等一下吗?10分钟就完了EDWARDGREEN:Notreally.爱德华.格林不能DONBRADLEY:Okay.Imsorry.DoyoumindifIdealwiththis堂.布拉德利好的对不起我先处理这件事,你不介意吧?EDWARDGREEN:Ithinkwevegotaproblem.爱德华.格林我想我们有麻烦了Ih__ejusttalkedtoMr.__ithonthephone.我刚刚同史密斯先生通过话Thecataloguedealisoff.J.K.ToysarelaunchingDealerDan.目录的事取消了J.K.玩具公司即将推出“商人丹”DONBRADLEY:WhothehellisDealerDan堂.布拉德利“商人丹”到底是什么玩意CLIVEHARRIS:Letsgetthisstraight.克莱夫.哈里斯我们开门见山Youthinkwellmeetthesetargets.你认为我们要满足这些目标DEREKJONES:YesIdo.德里克.琼斯是的Butwellneedtoeitherincreaseovertimeortakeonsomecausalstaff...我们要么加班加点要么雇佣临时工……DONBRADLEY:DoyoumindifIbuttin堂.布拉德利我插句嘴,不介意吧CLIVEHARRIS:Notatall.Whatsthe__tter克莱夫.哈里斯不介意什么事?DONBRADLEY:Ithinkweneedtotalk.堂.布拉德利我们要谈一下Somethingveryimportanthascomeup.发生了很重要的事PARTBJENNYROSS:DoyouknowwhereDonis詹妮.罗斯你知道堂在哪儿吗?JENNYROSS:DoyouknowwhereDonisIthoughthewasinameetingwithaclient.我想他在和客户开会GERALDINE:Hewas.Buthecutthemeetingshort.杰拉尔丁他本来是在开会但提前结束了Theresaproblem.出现了问题JENNYROSS:What詹妮.罗斯什么问题?GERALDINE:Idontknow.SomethingaboutDealerDan.杰拉尔丁我不知道是有关“商人丹”的DEREKJONES:EverythinginBigBossisnew.德里克.琼斯“大老板”的一切都是新的Theideaisnew.想法是新的Thetechnologyisnew.技术是新的DONBRADLEY:__ybeDealerDanisacoinciden__.堂.布拉德利或许“商人丹”是个巧合Isthatpossible这有可能吗?DEREKJONES:Itspossible.德里克.琼斯有可能Ofcourseitspossiblebutitisveryunlikely.当然是有可能的,但却不大像CLIVEHARRIS:How__nypeopleknewaboutTheBoss克莱夫.哈里斯多少人知道关于“大老板”的事?DEREKJONES:Wellhundredsofpeople.德里克.琼斯上百人吧CLIVEHARRIS:NoImsorrythatsnotwhatImean.克莱夫.哈里斯不,对不起,我不是这个意思Imtalkingaboutthetechnology.我是在说技术How__nyknewaboutthat有多少人知道DEREKJONES:Wellonlythepeopleinmyteam.德里克.琼斯嗯,只有我的团队知道DONBRADLEY:IthinkweneedtofindoutmoreaboutDealerDan.堂.布拉德利我认为我们要了解更多关于“商人丹”的情况CLIVEHARRIS:Ill__keafewcalls.克莱夫.哈里斯我打几个__Donyousetupameetingwiththe__rketingteamandlookatouroptions.堂,你和市场营销部的人开个会,看有没有其他选择IllgetbacktoyouassoonasIhearanything.我打完__就找你DerekIwantyoutogetholdofDealerDan.德里克,我要你了解“商人丹”的情况JENNYROSS:Imcallingaboutthemeetingscheduledforthisafternoon.詹妮.罗斯我打__是有关今天下午安排的会议事宜ImterriblysorrybutDonwontbeableto__keit.非常抱歉,堂来不了了Isthereanychan__thatwecouldre-arrangeitforthesametimenextweek有没有可能重新安排在下周相同的时间?EDWARDGREEN:YesImreallysorrybutitsabsolutelyimpossibleformethisafternoon.爱德华.格林是的,非常抱歉,但今天下午我绝对不行Illh__etoworklatetonight.我今晚还要工作到很晚Somethinghascomeup.出了点事情JENNYROSS:IsthereanywaythatMrs.ClarkcouldbringforwardhermeetingwithDonbyanhour詹妮.罗斯克拉克__有没有办法把会议提前一小时?Imtryingtore-scheduleallofDonsappointmentsfortomorrow.我在想办法重新安排堂明天所有的约会EDWARDGREEN:Ahdoyouh__ehisdiaryinfrontofyou爱德华.格林啊,他的日记本在你面前吗Good.CouldwemovethemeetingfromtwooclockonThursdaytosometimeonFridaymorning太好了我们可以把会议由周四两点移到周五上午的某个时间吗?JENNYROSS:Alrightifyoucant__keanytimeinthenextweek詹妮.罗斯好吧,如果你下周找不到时间的话,couldwesetupafour-waytelephoneconferen__那我们可不可以安排四方__会议?GERALDINE:CliveitsMr.Sakaionthelineforyou.杰拉尔丁克莱夫,酒井先生找你CLIVEHARRIS:Mr.Sakai克莱夫.哈里斯酒井先生?HowareyouKazo你好,加须?MR.SAKAI:WellClivethankyou.酒井先生很好,克莱夫,谢谢CLIVEHARRIS:Itsni__tohearfromyou.克莱夫.哈里斯听到你的__真高兴Howarethefamily家人都好吗?MR.SAKAI:TheyarefineClive.酒井先生都好,克莱夫Thankyouforasking.谢谢你的关心ClivecanIcometothepointveryquickly克莱夫,我直奔主题好吗?CLIVEHARRIS:Pleasedo.克莱夫.哈里斯请说MR.SAKAI:Imveryworried.酒井先生我很担心Ih__ejustseenanewproductwhichisveryliketheBigBoss.我刚看到一款与“大老板”很相似的产品CLIVEHARRIS:Really克莱夫.哈里斯真的?MR.SAKAI:Ih__echangedmyplans.酒井先生我改变了我的计划IllbeinLondontomorrow.我明天会到伦敦Wemustmeet.我们必须见面Mysecretarywillfaxallmytr__elplans.我的秘书会传真给你我的所有行程CLIVEHARRIS:YesofcourseKazo.克莱夫.哈里斯当然,加须Illmeetyouattheairport.Goodbye.我在机场接你再见Sallywhateveryouh__earrangedformetomorrowitscan__lled.萨利,无论你明天安排了什么约会,都取消IllbeattheairportallmorningwithMr.Sakai.我明天整个上午都在机场__井先生Andpossiblytheafternoonaswell.并且下午也有可能DEREKJONES:HowmuchdoJ.K.Toysknowaboutyouandwhotoldthem德里克.琼斯J.K.玩具公司对你了解多少,谁告诉他们的?AndhowgoodisDealerDan“商人丹”有多好?Lesson11____yzingyourcompe_____s第十一课分析你们竟争者ASKINGQUESTIONSABOUTCOMPE_____S询问竟争对手的情况DESCRIBINGSIMILARITY描述相似性EXPRESSINGPOSSIBILITY表达可能性PARTADEREKJONES:Thetechnologyisthesameasours.德里克.琼斯技术和我们的一样Ih__eneverseentwoproductswhicharesosimilar.我从没见过两个如此相象的产品Incon__ptanddesigntherearenobasicdifferen__s.在理念和设计上没有根本的不同None.HoweverIh__eexaminedthecomponentsandtheXR
590...没有但是,我检验过部件和XR590……KATEMCKENNA:WhatistheXR590凯特.麦凯纳XR590是什么?DEREKJONES:TheXR590isthepowersour__whichdrivesDealerDan.德里克.琼斯XR590是驱动“商人丹”的能量源Ithinkithasafewweaknesses.我认为它有几个弱点Itsnotasgood.还不是很完善Inmyopinionitsnotreliableenoughforchildren.我看对儿童来讲还不足够可靠DONBRADLEY:Exactlyhowunreliableisit堂.布拉德利具体讲,怎么个不可靠法?DEREKJONES:Icantsayexactly.德里克.琼斯我说不出来Ih__entcompletedthetestsyet.我还没完成测试Itstooearlytosay.现在说为时太早KATEMCKENNA:Willitaffecttheirsales凯特.麦凯纳这会影响他们的销售吗?DONBRADLEY:Derek堂.布拉德利德里克?DEREKJONES:NotmuchinthefirstsixmonthsIsuppose.德里克.琼斯我想最初的6个月不会有太大的影响KATEMCKENNA:Itsthefirstsixmonthsthatareimportant.凯特.麦凯纳最初的6个月才是重要的DONBRADLEY:Edwardwhatdoyouthinkoftheirpackaging堂.布拉德利爱德华,你认为他们的包装怎么样?EDWARDGREEN:Wellplentyofbrightcolours.爱德华.格林色彩很鲜艳Itllh__ealotofimpactatpointofsale.在现场销售时会有很强的冲击效果GERALDINE:Imafraidtheyareallmeetingatthemoment.杰拉尔丁恐怕他们现在都在开会NoImsorryIdontknowwhattimeitwillfinish.不,对不起,我不知道会议什么时候结束IllputyouthroughtoMr.Harrisssecretaryandshecan__keanappointmentforyou.我给你转到哈里斯先生的秘书,她可以为你安排约会Pleaseholdtheline.请不要挂机CLIVEHARRIS:Ni__toseeyouagainPeter.克莱夫.哈里斯很高兴再见到你,皮特Itsbeenalongtime.好久不见了PETERDAY:HowarethingsatBiburySystems皮特.戴Bibury系统公司运转的怎样?CLIVEHARRIS:Veryinterestingatthemoment.克莱夫.哈里斯正处在非常有趣的时期PETERDAY:IvejustheardyouregoingintopartnershipwitharathergoodJapanesecompany.皮特.戴我听说你们要和__的一家不错的公司合伙CLIVEHARRIS:Thatsnotexactlytrue...Peterareyoustilldoingconsultancywork克莱夫.哈里斯也不全是这样……皮特,你还在做顾问业务吗?PETERDAY:Yes.Ih__entretiredyet!皮特.戴是啊我还没退休啊!CLIVEHARRIS:LookcanIgiveyoualiftback克莱夫.哈里斯那,我开车送你回去,好吗?Weh__enthadachan__tochatforalongtime.我们好久没机会一起谈谈了DONBRADLEY:Whath__eyoufoundoutabouttheir__rketingstrategy堂.布拉德利你对他们的营销策略有什么发现吗?KATEMCKENNA:Theyh__ealreadyscheduledatelevisionadvertisingcampaign.凯特.麦凯纳他们已经安排了一场电视____DONBRADLEY:Whowith堂.布拉德利和谁一起?KATEMCKENNA:E.G.N.C.凯特.麦凯纳E.G.N.C.PARTBKATEMCKENNA:E.G.N.C.Thecompanythattheyalwaysuse.凯特.麦凯纳E.G.N.C.他们一直用的那家公司DONBRADLEY:Whenisitscheduled堂.布拉德利定在什么时候KATEMCKENNA:SomethingnextmonthbutIh__entfoundouttheexactdateyet.凯特.麦凯纳下个月的某个时候,但还没查到具体的日期DONBRADLEY:H__eyouheardwhattheyarespendingonTVadvertising堂.布拉德利有没有听说他们在电视__上的花费是多少?KATEMCKENNA:Idontknow.凯特.麦凯纳不知道GERALDINE:NoImsorrytheyarestillinameeting.杰拉尔丁不,对不起,他们还在开会Idontknowhowlongtheyllbe.不知道还要开多久LetmetakeyournumberandIwillgetoneofthemtocallyouback.我记下你的号码,我会让他们中的一个打回给你PETERDAY:Itsgoodofyoutogivemealift.皮特.戴你真好,开车送我CLIVEHARRIS:Itsnoproblem.克莱夫.哈里斯没什么AreyoustilldoingconsultancyworkforJ.K.Toys你还在为J.K.玩具公司做顾问工作吗?PETERDAY:Iwonderedwhyyouweregoingoutofyourwaytogivemealift.皮特.戴我正在想你___大老远地送我,又不顺路CLIVEHARRIS:Wellareyou克莱夫.哈里斯嗯,你还在做吗?PETERDAY:Technicallyno.Ivejustfinished.皮特.戴可以说不做了我刚做完Butthatworkwasconfidential.但那项工作是保密的CLIVEHARRIS:Yesofcourse.克莱夫.哈里斯是的,当然YoucouldbeworkingforusyouknowImightneedaconsultant.你可以为我们工作,要知道,我们也可能需要顾问PETERDAY:Really皮特.戴真的?CLIVEHARRIS:Wellperhaps.克莱夫.哈里斯嗯,或许ImightneedanideaofthebestwaytoreacttoDealerDan.我需要一个反击“商人丹”的最佳方式的点子PETERDAY:Howdidyougettohearaboutthat皮特.戴你怎么知道的?CLIVEHARRIS:Acustomer.克莱夫.哈里斯一个顾客告诉我们的DoyouknowthatDealerDanisverylikeanewtoyweh__edeveloped你知道“商人丹”跟我们的一款新玩具很相似吗?DealerDancouldhurtusbadly.“商人丹”可以重创我们Idontwantanysecrets.我不要任何秘密IdontwanttocompromiseyouIjustwantsomegeneralinfor__tion.我不想为难你,我只想要些大面上的信息PETERDAY:Howgeneral皮特.戴怎样才算大面上的信息KATEMCKENNA:Weknowtheirsellingpri__butwhatstheirunitcost凯特.麦凯纳我们知道他们的销售__,但他们的单位成本是怎样的?DONBRADLEY:Derekwhatsyouresti__te堂.布拉德利德里克,你的估计是多少DEREKJONES:Icantsay.德里克.琼斯说不上来Idontknowwhattheirproductionrunis.我们还不知道产品是怎样的Weh__enthadthatinfor__tionyet.我们还没有这方面的资料DONBRADLEY:WellBigBosssproductionrunisthreehundredthousand.堂.布拉德利“大老板”的产量是30万Willtheyprodu__threehundredthousandOrmore他们会生产30万吗?或者更多?DEREKJONES:Idontknowtheanswertothatone.德里克.琼斯这个我不知道Atthatretailpri__theyh__etosellalotoftoys.以那样的零售价,他们要售出很多玩具才行DONBRADLEY:Itcantbelessthan300thousandcanit堂.布拉德利但不能少于30万,对吧?PETERDAY:ThanksfortheliftClive.皮特.戴谢谢你送我,克莱夫CLIVEHARRIS:YouaresomethingofaspecialistintheFarEastarentyou克莱夫.哈里斯你在远东是名专家,对吧PETERDAY:Youcouldsaythat.皮特.戴也可以这样说CLIVEHARRIS:WellwhenthisdealwiththisJapanesecompanyissettledwemightneedyourhelp.克莱夫.哈里斯我们和__公司的交易完成后,我们或许会需要你的帮助Weshallneedaconsultanttohelpsetthingsup.我们需要一名顾问处理事情Ofcoursethesuc__ssofBigBossisaveryimportantpartofthedeal.当然,“大老板”的成功是这项交易的一个重要部分PETERDAY:Whenmightthishappen皮特.戴那会是什么时候?CLIVEHARRIS:Thatdepends.克莱夫.哈里斯这个要看情况PETERDAY:Theproductionrunis300000units.皮特.戴产量是30万件CLIVEHARRIS:Andtheadvertisingbudget克莱夫.哈里斯__预算呢?PETERDAY:CliveIdontknow.皮特.戴克莱夫,不知道ReallyIdontknow.真的,我不知道Lesson12Businesslettersandpresentinginfor__tion第十二课商业信函和介绍情报PROPOSINGSOLUTIONSTOPROBLEMS提出问题解决方案__KINGCOMPARISONS进行比较UNDERSTANDINGBUSINESSLETTERS理解商务信函ORGANISINGINFOR__TIONINALETTER安排信函内容PARTADONBRADLEY:Weh__entdecidedonaplanofactionyet.堂.布拉德利我们还没决定行动计划Wemustoutlineastrategybutfirstletmesum__rieswhatweresaidsofar.我们必须定出行动纲领,下面我先总结一下大家的发言Thisisacriticalsituation.这是个非常危机的形势WeknowthatJ.K.Toysareplayingtowin.我们知道J.K.玩具公司计划大获全胜Andweknowthatrightnowtheyh__etheedge.我们知道,目前他们占有优势Soletslookatthedownside.所以,我们先来看一下不利因素Whataretheiradvantages他们的优势是什么?Theyh__ealarger__rketshare;他们有更大的市场份额;theyh__eacheaperproduct;他们的产品更便宜;theyh__eanearlierlaunchdate他们产品上市时间更早,andwethinktheyh__ealargeradvertisingbudget.并且我们认为他们的__预算很高KATEMCKENNA:Theirstrategyisveryclear:凯特.麦凯纳他们的策略很清楚theywantourshareofthe__rketboththeEuropean__rketandtheexport__rket.他们要的是我们的市场份额,包括欧洲市场和出口市场DONBRADLEY:Wecannotletthemsuc__ed.堂.布拉德利我们不能让他们成功Weh__etoconsiderwhichofthesefactorswecaninfluen__.我们一定要考虑,我们可以影响这些因素中的哪些Kateanyideas凯特,你___?KATEMCKENNA:Therearetwoimmediatethingswecando:凯特.麦凯纳有两件事是我们可以马上做的wecanincreaseouradvertisingbudgetandbringforwardthelaunchdate.我们可以增加__预算、提前上市日期DONBRADLEY:Derekisthatfeasible堂.布拉德利德里克,这行得通吗?DEREKJONES:Idontthinkso.德里克.琼斯我看不行CLIVEHARRIS:Ivegotsomenewsforyouall.克莱夫.哈里斯我有些消息要告诉大家DONBRADLEY:Okayjustasecond.Illswitchonthespeaker.堂.布拉德利好的,请稍等我改成扬声器OkayClivegoahead.好了,克莱夫,说吧CLIVEHARRIS:Ivegotsomeusefulinfor__tionfromPeterDay:克莱夫.哈里斯我从皮特o戴得到一些有用的资料firstofallIthinktheyremovingtoofast.首先我认为他们走的太快了,Theyh__entdonetheirsums.他们还没做好准备DEREKJONES:ClivethisisDerek.德里克.琼斯克莱夫,我是德里克Doyouknowhowlargetheirproductionrunsgoingtobe你知道他们的产量会是多少吗?CLIVEHARRIS:Itsgoingtobearound300000units.克莱夫.哈里斯约30万件DEREKJONES:Thatsaboutwhatwehoped--morethan450000andwevegotproblems.德里克.琼斯和我们想的差不多--45万多,我们有麻烦了KATEMCKENNA:ThisisKate.Ivegotaquestion.凯特.麦凯纳我是凯特我有个问题CLIVEHARRIS:GoaheadKate.克莱夫.哈里斯说吧,凯特KATEMCKENNA:Wereyouabletofindoutanythingabouttheiroverseas__rketingstrategy凯特.麦凯纳能查到他们的海外销售策略吗?CLIVEHARRIS:WellIll____youthisKate:克莱夫.哈里斯凯特,我这样跟你说吧theywontcracktheAmerican__rket--wereafewstepsaheadofthemthere他们不会动美国市场--我们比他们出手要早,andIwantyoutoexploitthatadvantage--youneedtogetouttherefast.我要你利用这个优势--你要尽快抓住那里的市场LookIllringoffnow.我现在要挂断了Illgetbacktotheoffi__assoonasIcan.我会尽快赶回办公室DONBRADLEY:Themostimportantthingnowistoletallofthesalesfor__knowaboutthischangeinourgameplan.堂.布拉德利现在最重要的事就是让我们的销售人员了解我们在销售计划方面的变化Jennyweneedtowritethematon__.詹妮,我们要立刻书面知会他们Weneedtogivethemsomeofthebackgroundtothis--aboutwhatJ.K.Toysareplanning我们要给他们一些背景--有关J.K.玩具公司的计划andaboutournew__rketingstrategy--thats
1.thelaunchdate
2.thepri__cut.有关我们新的营销策略--也就是
1、上市日期
2、降低__And
3.theincreasedadvertisingbudget.
3、增加__预算PARTBKATEMCKENNA:Weneedto__keitclearthatBigBossisanabsolutepriority.凯特.麦凯纳我们要清楚的表明“大老板”才是绝对的首选DONBRADLEY:Jennycouldyou__keadraftofthat堂.布拉德利詹妮,你能草拟以下这篇文字吗?andwellgetitoutassoonaspossible.我们要尽快出这篇文字Edward--yourebeenveryquite--whatelsecanwedoin__rketing爱德华--你一直沉默不语--我们在营销方面还可以做什么?EDWARDGREEN:Wemustgetinto__ithscatalogue--heschosenDealerDanandhesdecidednottoincludeBigBoss.爱德华.格林我们必须出现在史密斯的产品目录--他选了“商人丹”而没选“大老板”KATEMCKENNA:Idontthinkhellchangehismindnow.凯特.麦凯纳我想他现在是不会改变注意的CLIVEHARRIS:IlldealwithMr.__ith--Illwritetohimstraightafterthemeetingandletyouh__eacopy.克莱夫.哈里斯我会处理史密斯先生的事情--我会在会后写信给他,并给你们一份CLIVEHARRIS:JennyIdliketodictatealetterwhichneedstobefaxedassoonaspossibletoMr.__ith.克莱夫.哈里斯詹妮,我要口述___,请你尽快传真给史密斯先生JENNYROSS:RightImready.詹妮.罗斯好的,我准备好了CLIVEHARRIS:DearMr.__ith...Ih__elearnedthatyouh__edecidedtoselectDealerDanforyourcatalogueinsteadofBigBoss.克莱夫.哈里斯亲爱的史密斯先生……我了解到你决定选用“商人丹”进入你的产品目录而没选“大老板”IunderstandthatyourreasonsforrejectingBigBossareasfollows:我想你拒用“大老板”的原因可能有以下几点
1.Thattheunitcostwillbe30%higherthantherivalproduct.
1、我们的产品比竞争对手的单价约高30%
2.ThatthelaunchdateofBigBosswillbethreeweekslater.
2、“大老板”的上市日期将迟3个星期
3.ThatJ.K.Toysthe__nufacturerwillmountanextensiveadvertisingcampaigntocoincidewiththelaunchdateoftheproductandthe__ilingdateofyourcatalogue.
3、J.K.玩具公司将在产品上市日和你的产品目录投递日展开大范围的__攻势Iwouldlikeyoutoreconsideryourdecisioninthelightofthefollowing:我希望你能根据以下几点重新考虑你的决定
1.BiburySystemsh__erescheduledthelaunchdateofBigBosstoJanuary15th--oneweekbeforetheplannedlaunchofDealerDan.
1、Bibury系统公司已把“大老板”的上市日期重新定在1月15日--比“商人丹”的上市要提前一周
2.Becauseofthe__rketprofileofyourcatalogueweh__edecidedtoofferyouanextra
2.5%commissiononsalesthroughthecatalogueinexchangeforexclusivity.
2、由于你的产品目录的市场概况,我们决定通过你的目录而__我们产品的,我们会给你额外
2.5%的佣金,交换条件是我们产品在你的目录里的唯一性
3.InadditionBiburySystemsarepreparedtoofferyourcustomersadiscountof15%ontherecommendedretailpri__.
3、此外,Bibury系统公司准备向你的客户提供在建议零售价基础上给予15%的__Iamsurethatthisnewinfor__tionwillencourageyoutoreconsideryourdecisionandincludeBigBossinyourSpringEdition.我相信这些新的信息将鼓励你重新考虑你的决定,把“大老板”列入你的春季产品目录里Ilookforwardtore__ivingyourthoughtsonthis__tter.期望收到你对这件事情的想法Yourssin__relyCliveHarrisMDBiburySystems.你真诚的朋友,克莱夫.哈里斯,MDBibury系统公司BBC经典商务英语教学节目Lesson13Tr__ellingonbusiness第十三课商业旅行CHECKINGINATTHEAIRPORT在机场__登机手续FOLLOWINGDIRECTIONS遵照指令CHECKINGOUTOFAHOTEL__离店手续PARTACLIVEHARRIS:Weh__edirectcompetitionfromJ.K.Toys.克莱夫.哈里斯我们面临J.K.玩具公司的直接竞争Weh__eto__kesurethatthesalesand__rketingcampaignforBigBossisthebestweh__eeverdone.我们一定要确保“大老板”的销售和营销攻势是我们做的最好的一次Sowearegoingtoh__eto__keanextraeffort.所以我们要做出额外的努力Weh__ebroughtthelaunchdateforwardtoJanuary15th.我们把上市日期提前到1月15日ItwillbeverytightbutIamsurethatwecan__kethisdeadline.时间会很紧,但我相信我们做的到Doyouagree大家同意吗?Soletsjustoutlinewhatwearegoingtodo.那么,我简单地说明一下我们要做的事情KateIthinkyoushouldgetthesalespeopleintheStatestogetherassoonaspossible.凯特,我想你应该尽快__好美国的销售人员KATEMCKENNA:OkayIllbeonthefirst__ailableflight.凯特.麦凯纳好的,我做最早的班机去CLIVEHARRIS:Yououghtto__kesurethattheyunderstandhowimportantthisBigBossprojectis.克莱夫.哈里斯你要确保他们明白“大老板”这个项目的重要性KATEMCKENNA:ShouldItalktoourUKagentsaswell凯特.麦凯纳我要不要也同英国的代理打个招呼?CLIVEHARRIS:NoIthinkyououghttole__ethattoDon.克莱夫.哈里斯不,我想这个还是让堂处理吧KATEMCKENNA:Okay.凯特.麦凯纳好的CLIVEHARRIS:DerekIthinkyoushouldvisitthecomponentsuppliersthatDonsawlastweek.克莱夫.哈里斯德里克,我认为你应该去参观一下堂上周看过的部件供应商Confirmthattheycanmeetthesenewdeadlines.确认他们可以在新的期限前完成供应It’sessentialthattheydeliverontimeonspecandonpri__.他们按时、按规格、按价交货是必需的DEREKJONES:Okay.德里克.琼斯好的CLIVEHARRIS:Donwhatareyourplans克莱夫.哈里斯堂,你有什么计划DONBRADLEY:Ih__earrangedtogotoseesomeofouroverseasfranchiseholdersnextweek.堂.布拉德利我已经安排了下周去见见我们海外的特许经营权者CLIVEHARRIS:Whatcountriesareyougoingto克莱夫.哈里斯要去哪些国家DONBRADLEY:ImgoingtoItalyEgyptandGer__ny.堂.布拉德利我会去意大利、埃及和德国CLIVEHARRISL:IdontthinkyoushouldgoDon.克莱夫.哈里斯我认为你不应该去,堂Ithinkyououghttostayatheadoffi__.我认为你应该留在总部Itsessentialthatyouco-ordinatethenewlaunchstrategy.由你来协调新的上市策略才是重要的DONBRADLEY:Okay.Idontwanttocan__lthosemeetings.堂.布拉德利好的我不想取消这些会议CouldIsendEdward我可以派爱德华去吗CLIVEHARRIS:Doyouthinkhesreadyforthat克莱夫.哈里斯你认为他已胜任了吗DONBRADLEY:EdwardisverycapableandIthinkalittleinternationalbusinesstr__elwillbroadenhishorizons.堂.布拉德利爱德华很胜任,我认为有些国际商务旅行的经历会开阔他的眼界CLIVEHARRIS:Yes__rtainly.克莱夫.哈里斯是的,当然SendEdwardbutyououghttobriefhimverycarefully.就派爱德华去吧,但你要仔细地向他作交代DONBRADLEY:Sure.堂.布拉德利当然CLIVEHARRIS:Good.IlltalktotheBank.克莱夫.哈里斯好我会同银行谈Illtrytore-scheduletheloan.我要设法重新安排贷款Itwontbeeasy.这事不会容易DONBRADLEY:Geraldineh__eyouseeEdward堂.布拉德利杰拉尔丁,你看见爱德华了吗GERALDINE:Hewashereasecondago.杰拉尔丁他刚刚还在这儿DONBRADLEY:Thanks.堂.布拉德利谢谢JennyIamnotgoingtobeableto__kethemeetingwiththefranchiseholdersnextweek.詹妮,我下周不能同那些特许经营权者会面了JENNYBOSS:OhIh__ejustfinishedtypingupyouritinerary.詹妮哦,我才打完你的行程表DONBRADLEY:Sorry.堂.布拉德利对不起AhEdwardareyouinterestedinalittleforeigntr__el啊,爱德华,有没有兴趣到国外旅行?EDWARDGREEN:Yes.Very.爱德华.格林有很有兴趣DONBRADLEY:HowwouldyouliketogotoItalyonTuesday堂.布拉德利周二去意大利怎么样EDWARDGREEN:Thatwouldbeveryni__.爱德华.格林那太好了DONBRADLEY:Good.AndEgyptonThursday堂.布拉德利好周四去埃及?EDWARDGREEN:Ohyes!爱德华.格林哦,好!DONBRADLEY:AndthenbackviaFrankfurt.堂.布拉德利然后经由法兰克福回来EDWARDGREEN:HowmuchcashdoyouthinkIshouldtake爱德华.格林你认为我该带多少现金DONBRADLEY:Ahyoudonth__eacorporatechargecard.堂.布拉德利啊,你没有公司赊帐卡Cashisgoingtobeabitofaproblem.现金会有点小问题Wellgiveyouanadvan__againstexpenses.那就先预支费用吧EDWARDGREEN:ShouldIentertainanyoftheclients爱德华.格林我要不要招待这些客户?DONBRADLEY:Illgiveyouafullbriefingbeforeyougo.堂.布拉德利你出发前,我会详细地向你说明ButyesIdontseewhynot.当然要,___不要YoushouldbuyMr.LanginGer__nyameal.你应该请德国的郎先生吃餐饭Weowehimhospitality.我们欠他的情Infacthealwayspaysforeverything.实际上,一直是他买单JENNYROSS:WhenyougettoItalyMr.BarbettitheAssistantSale__nagerwillmeetyourflight.詹妮.罗斯你到意大利时,助理销售经理巴伯蒂先生会在机场接你HellbeatarrivalsatMilanairport.他会在米兰机场的入境大厅等你EDWARDGREEN:HowwillIknowwhoMr.Barbettiis爱德华.格林怎么才知道谁是巴伯蒂先生呢?JENNYROSS:Ill__kesurehescarryingaBiburySystemsbrochure.詹妮.罗斯我会让他拿本Bibury系统公司的手册DONBRADLEY:Dontspendtoomuchonroomservi__.堂.布拉德利别在客房服务上花太多的钱Andgetare__iptforeverything.办什么事都要拿收据PARTBHOTELRE__PTIONIST:How__yIhelpyou宾馆接待员我能帮忙吗?KATEMCKENNA:IdliketosendafaxtoLondonplease.凯特.麦凯纳我要发份传真到伦敦HOTELRE__PTIONIST:Ofcourse.宾馆接待员当然可以Ifyoucouldfilloutthisformandgiveitbacktomewellsenditoffstraightaway.请填完这份表,再还给我,我们就马上帮你传KATEMCKENNA:AndcouldIbuyastreet__pofAtlanta凯特.麦凯纳我能买一份亚特兰大的地图吗?HOTELRE__PTIONIST:Pleaseh__eitwithourcompliments.宾馆接待员请接受我们的心意,免费送给你H__eani__day.祝你有个愉快的一天KATEMCKENNA:Thankyou.凯特.麦凯纳谢谢AIRPORTANNOUN__RsVOI__:PassengerClarkpleasecontactinfor__tiondesk.机场广播员克拉克乘客请与机场询问处__CHECK-INSTEWARD:Thankyou.H__eagoodflight.登机乘务员谢谢祝您旅行愉快!CouldIh__eyourticketandpassportplease看一下您的机票和护照好吗?GoodafternoonMr.Green.下午好,格林先生__okingornon-__oking吸烟仓还是非吸烟仓?EDWARDGREEN:Non-__okingplease.爱德华.格林非吸烟仓CHECK-INSTEWARD:Wouldyoulikeawindoworaisleseat登机乘务员喜欢做靠窗还是过道的座位?EDWARDGREEN:Awindowseatplease.爱德华.格林靠窗的座位CHECK-INSTEWARD:Anddoyouh__eanyluggage登机乘务员您有没有行李?EDWARDGREEN:Justonesuitcaseandonepie__ofhandluggage.爱德华.格林就一个公文包和一个手提箱CHECK-INSTEWARD:Putitonthescalesplease.登机乘务员请把它放在秤上ThatsfineMr.Green.没问题了,格林先生Heresyourboardingcard.这是您的登机牌Boardingatgate3inabouthalfanhour.请在半小时后在3号登机口登机Thedutyfreeloungeisthroughpassportcontrolandturnleft.免税休闲室要检验护照,请左转EDWARDGREEN:Thankyou.爱德华.格林谢谢KATEMCKENNA:Hello.Arethereanymessageforme凯特.麦凯纳你好有我的留言吗?Iminroom
1637.我是1637房HOTELRE__PTIONIST:YesMs.Mckennathereisafaxhereandatelephonemessage.宾馆接待员有的,麦凯纳女士,这里有份传真和____KATEMCKENNA:Thankyou...OhandIwonderifyoucouldhelpme.凯特.麦凯纳谢谢……哦,你能不能帮下我?Acolleagueofminewantstomeetmeatthisrestaurant.我的一位同事想在这家餐馆跟我见面Couldyou____methebestwayofgettingthere你能告诉我去那儿怎样走最快捷吗?HOTELRE__PTIONIST:Wellitsafiveminutewalkoryoucangetacab.宾馆接待员嗯,走路要5分钟,或者你可以叫辆的士Wouldyoulikeustocallacabforyou要我们帮你叫辆的士吗?KATEMCKENNA:ThatsverykindofyoubutIwouldliketowalk.凯特.麦凯纳你太好了,不过我想走路去Couldyou____mewhereIamonthis__p你能在地图上指出我现在的位置吗?HOTELRE__PTIONIST:Right.宾馆接待员没问题Wearehere.Therestaurantisthere.我们的位置在这儿Soyoutakearightoutsidethehotelhereanditsacoupleofblocksdown.餐馆在这里所以你出宾馆后右转,就在这里,下去几个街区就到了Theentran__isjustofftheside-walk.入口就在人行道边上KATEMCKENNA:Thankyou.凯特.麦凯纳谢谢JENNYROSS:Edwarddidyouh__eagoodjourney詹妮.罗斯爱德华,旅行还好吧?EDWARDGREEN:Ex__llent.爱德华.格林很好Ibroughtyoubackalittlesouvenir.我给你买了一点纪念品JENNYROSS:Edward!ThankyouandhowwasyourmeetingwithMr.LanginFrankfurt詹妮.罗斯爱德华!谢谢,在法兰克福跟郎先生的会面怎样?EDWARDGREEN:Verysuc__ssfulIthink.爱德华.格林我认为,很成功JENNYROSS:Didyougoforameal詹妮.罗斯你们有没有一起吃饭?EDWARDGREEN:Averygoodmeal.Wehad...爱德华.格林美餐了一顿我们点了……JENNYROSS:Andwhopaidforit詹妮.罗斯谁买的单?EDWARDGREEN:Idid.OrratherBiburySystemsdid.爱德华.格林我买的或者应该是Bibury系统公司JENNYROSS:Howdidyou__nagethat詹妮.罗斯你怎么做到的?EDWARDGREEN:JustbeforethebillcameIaskedtobeexcusedandthenIpaidthewaiter.爱德华.格林就在他们把帐单拿来之前,我找借口离开就付了款KATEMCKENNA:Idliketocheckoutplease.凯特.麦凯纳我要__HOTELRE__PTIONIST:__rtainly__dam.宾馆接待员当然,__H__eyoutakenanythingfromtheMinibarthismorning您今天上午有没有在__的冰箱里取过东西?KATEMCKENNA:No.Therearetwobagsinmyroom.凯特.麦凯纳没有我__里还有两个包HOTELRE__PTIONIST:Illjustcallthebellcaptain.宾馆接待员我叫领班帮您拿Hereisyourfinalaccount.这是您的最终帐目Issomethingwrong有问题吗?KATEMcKENNA:No.Imjustnot__rtainwhatthisitemrefersto.凯特.麦凯纳没有我只是不大清楚这项是指什么HOTELRE__PTIONIST:Ah...letmecheck...Thatsadepositagainsttheuseoftheconferen__facilitiesonThursday.宾馆接待员啊……我查查……那是周四使用会议设施的定金KATEMCKENNA:OhIsee.凯特.麦凯纳哦,明白了CouldIh__easeparatere__iptforthatplease帮我分开开收据好吗?HOTELRE__PTIONIST:Ofcourse__dam.宾馆接待员当然可以,__Illjustprintoneoutforyou.我马上给您打印一份KATEMCKENNA:AndcanIjustdoublecheckthatImbookedinherefortwonightsstartingWednesday.凯特.麦凯纳我能再核实一下吗?我预定了两个晚上,从周三开始,对吗?HOTELRE__PTIONIST:ThatsrightMs.Mckenna.宾馆接待员对,麦凯纳女士WelookforwardtoseeingyouagainonWednesdayevening.我们盼望周三晚上再见到您Lesson14Presentinganewproduct第十四课赠送产品__KINGAFOR__LPRESENTATION__正规展示会DESCRIBINGANEWPRODUCT介绍新产品ASKINGABOUTDETAILS询问细节PARTAKATEMCKENNA:La___sandgentlementhankyouverymuchforcomingthisafternoon.凯特.麦凯纳女士们、先生们,非常感谢大家今天下午的莅临InthenexthourorsoImgoingtointrodu__youtoacompletelynewcon__ptintoy__nufacture.在接下来的一个小时左右的时间里,我将向大家介绍一个玩具制造业全新的构思Ishallbeginbytalkingaboutthe__rketresearchwhichledtothedevelopmentofthisproduct.我先讲的是这款产品得以研发的市场调查ThenIshallexplainthetechnicaldevelopmentstheproductionandour__rketingstrategy.然后,我会解释技术方面的研发、成果以及营销策略FinallyIshalloutlineourrecommendationsastohowyoucan__kethisproductasuc__ssinyourterritory.最后,我会向大家概括说明我们对怎样使这款产品在各自的市场区域成功销售的一些建议BytheendofthehouryouwillbeabletoseewhyBiburySystemsaresocommittedtothisnewventureandwhywesoconfidentthatwecancapturetheAmerican__rket.结束时,大家会对Bibury系统公司为何对这次商机全力以赴,以及为何我们会对赢得美国市场满怀信心Soletsbeginwiththebackground...下面我们开始讲一下这款产品的背景……JENNYROSS:CanIspeaktoPhilWatsonplease詹妮.罗斯请菲尔.沃森接__好吗?...ThisisJennyfromBiburySystems.……我是Bibury系统公司的詹妮PHILWATSON:HelloPhilWatson.菲尔.沃森你好,菲尔.沃森JENNYROSS:PhilthisisJennyfromthe__rketingdepartmentofBiburySystems.詹妮.罗斯菲尔,我是Bibury系统公司市场营销部的詹妮PHILWATSON:HiJenny.Howslife菲尔.沃森你好,詹妮日子过的怎样?JENNYROSS:Complicated.詹妮.罗斯一言难尽Ivebeenle__ingurgentmessageforyouforthelastfewdaysbutyouobviouslyh__entseenthem.过去的几天,我一直给你留了紧急__,但你明显没有看到Iamafraiditlookslikeourcompe_____sJ.K.Toysh__egotsomethingthatisverysimilartoBigBoss.恐怕我们的竞争对手J.K.玩具公司有了与“大老板”很相似的产品PHILWATSON:Ohno.Howsimilar菲尔.沃森哦,不会吧有多相似?JENNYROSS:Itsbadnews.詹妮.罗斯这是个坏消息J.K.ToysarelaunchingtheirproductinsixweekstimeJ.K.玩具公司将在6周内推出他们的产品,soweh__edecidedtobringforwardourlaunchdateagain.所以我们决定再次提前我们产品的上市日期CanyoubringoveryourdesignssoDoncanseethem你能把你的设计带过来让堂看看吗?PHILWATSON:TheyrenotfinishedyetbutIllbringeverythingIh__e...菲尔.沃森还没完成呢,但我会把所有已经……KATEMCKENNA:...Sotosumupeverythingindicatedthatthe__rketwasreadyforahi-techproduct凯特.麦凯纳……所以,总而言之,所有迹象表明对于高科技产品市场已经成熟了,aproductthatwouldappealtobothparentsandchildren这款高科技产品应该对家长和孩子都有所求,aproductthatletstheuserdecidethecharacterofthetoy.这款产品应该是由使用者来决定玩具的特征La___sandgentlemenletmeintrodu__abreak-throughintoytechnology.女士们、先生们,请让我向大家介绍玩具技术的一项突破La___sandgentlemenIgiveyouBigBoss女士们、先生们,我向你们推介“大老板”BIGBOSS:MynameisBigBoss“大老板”我是“大老板”InsixmonthstimeeveryonehereintheUnitedStatesofAmericawillbetalkingaboutBigBoss在6个月的时间里,美国的大众将津津乐道“大老板”,andyoumyfriendscantakeashareinmyincrediblesuc__ss.而你们,我的朋友们,可以在我惊人的成功里占有一席之地PARTBCLIVEHARRIS:DerekIvegotfifteenminutes.克莱夫.哈里斯德里克,我有15分钟的时间Thatsall.Ih__eameetingwiththeaccountant.就这么多我和会计还有个会DEREKJONES:Iwouldjustlikeyoutotakealook.德里克.琼斯我只是想让你看看Itwonttakelong.时间不会久ItsadevelopmentofBigBoss.是“大老板”的升级ItsBigBoss__rk
2.马克二世CLIVEHARRIS:ItlooksabitlikeBigBoss.克莱夫.哈里斯看起来有点儿像“大老板”DEREKJONES:Butithasemotions.德里克.琼斯但它有情感Itcancry.Itcanlaugh.它会哭、会笑Notjust__kethenoise.而不仅仅是制造噪音Everydollonthe__rketcandothat.市场上的每个洋娃娃都会出声No__rk2canactually__kethemovements.不,马克二世实际上可以做动作Andthegestures.打手势Itisprogrammedtolookhappysadangryortiredatthetouchofabutton...oreverbyvoi__control.程序已设定了让它可以看起来有喜、悲、怒、累,只要按一下按钮……或者用声音控制CLIVEHARRIS:DerekIcanseeyouvedonealotofworkonthis.克莱夫.哈里斯德里克,看得出你费了不少心思在这上面Itdoeslookingenious.看起来确实很精致Howlonghasittakenyou你花了多长时间?DEREKJONES:Months.Ithinkitsarealbreakthrough.德里克.琼斯好几个月我认为这是个突破CLIVEHARRIS:Howdifficultwillitbeto__nufacture克莱夫.哈里斯要制造的话有多困难?DEREKJONES:Weh__enew__terialshere.德里克.琼斯我们现在有新的材料H__eyouseenthenewtreatedplastics你看过新__的塑料了吗?Theyareveryflexible.很有韧性TheyaremuchmoreadaptablethantheBigBoss__terial.比“大老板”用的材料更有适应性Andweh__ethetechnology.技术是我们的Takealookatthesebasicdesigns.看一下这些基本的设计IllshowyouwhatImean.我会向你演示我说的到底是什么意思CLIVEHARRIS:Itwillcostafortunetodevelop.克莱夫.哈里斯研发的__会很高ItwillcostthreetimesasmuchasBigBoss.会花“大老板”三倍的时间DEREKJONES:Notthatmuch.德里克.琼斯没有那么多Itisanexpensiveproduct.这是个昂贵产品ButBigBossissellingup__rket.但“大老板”的市场是高档市场CLIVEHARRIS:LetsseewhatDonandKatesaybutIthinkitwillcosttoomuch.克莱夫.哈里斯看堂和凯特有什么看法,但我认为成本会太高KATEMCKENNA:...Toconcludethepresentationweh__eseenthatBigBosscansuc__edintheAmerican__rket.凯特.麦凯纳……请让我以这句话来结束本次演示我们知道“大老板”可以在美国市场获得成功KATEMCKENNA:...Toconcludethepresentationweh__eseenthatBigBosscansuc__edintheAmerican__rket.Weh__eaproductthatcangivetheusermorethananythingelseonthe__rket.我们的产品可以给予用户的是市场上任何产品所不能比拟的Thereisnothingthatcantouchit.没有什么可以动摇它Ourcompe_____scannotdeliverthetechnology.我们的竞争对手不可能生产这种技术Theycannot__tchourpri__andtheycantcompetewithourtelevisioncampaign.他们敌不过我们的__、不能同我们的电视__攻势竞争BigBossisgoingtobecoasttocoastatpeakhourseverydayinthenewyear.在新的一年,“大老板”每天都会在收视高峰出现在全国的电视上Andhowmucharewespendingonthiscampaign我们在这场__上投入的是多少呢?Wellletsh__ealookattheindividualterritories.让我们看一下每个区域吧PHILWATSON:ThisisthewordingwhichIagreedwithEdward.菲尔.沃森这是使用的措辞,我和爱德华都同意的DONBRADLEY:Fine.Itsveryclear.堂.布拉德利好清楚明了AndIthinkthesecoloursworkverywell.而且我认为这些颜色搭配的很好PHILWATSON:Wellh__ethreedifferentphotographsoftheBossonthedisplay.菲尔.沃森我们有三套不同的“大老板”的照片供展示DONBRADLEY:YesIlikethesetwostillbutImnotsureaboutthatone.堂.布拉德利是的,我还是喜欢这两套,但对那个不是很确定PHILWATSON:Thereareplentyofoptions.菲尔.沃森有很多种选择H__ealookatthesecontactsheets.看一下这些缩图清单DONBRADLEY:Howsoonwillthisbecamera-ready堂.布拉德利多快可以成为可印制的?PHILWATSON:BynextTuesday.菲尔.沃森到下周二DONBRADLEY:Ireallyneedthisfortomorrow.堂.布拉德利我真的明天就需要PHILWATSON:Tomorrow!Thatsdifficult.菲尔.沃森明天!太难了DONBRADLEY:Howdifficult堂.布拉德利有多难?PHILWATSON:Itllbereadyfortomorrow.菲尔.沃森那就明天完成Lesson15Entertainingvisitors第十五课招待参观者INVITING邀请THANKING感谢__KING__ALLTALK寒暄PARTAKATEMCKENNA:La___sandgentlementhankyouforyourattention.凯特.麦凯纳女士们、先生们,谢谢大家全神贯注But...Iwouldjustliketosayafewmorewords...Ipromisetokeepitbrief.但是……我还要多说几句……我保证很简短Iknowthatoneortwoofyouh__etole__enowbutforthosewhocanstayitstimetorelax.我知道你们中的
一、两位必须马上离开,但那些可以留下来的人,现在可以松弛一下了Weh__epreparedsomerefreshmentssothatyoucantalkinfor__llyabouthowwecanworktogetherto__keBigBossasuc__ss.我们准备了一些点心、饮料,大家可以随意谈论一下,我们要怎样共同努力才能使“大老板”获得成功Thetablethatsovertherehasplentyoffoodonit!那边桌子上堆满了食物!AndIhopetobeabletospeaktoallofyoubeforeyoule__e.我希望在大家离开之前能和你们每个人都谈一下Andon__againthankyouverymuchforcoming.再次感谢大家的莅临CLIVEHARRIS:Donwhatareyourplansforthisweekend克莱夫.哈里斯堂,周末你有没有安排?DONBRADLEY:Nothingspecial.Why堂.布拉德利没什么特别的事情有什么事吗CLIVEHARRIS:SakaiisbackinLondonforaweekbeforeflyinghome.克莱夫.哈里斯酒井要来呆上一周,之后才搭飞机回家Hestillhasntdecidedwhichcompanyhewantstodealwith.他还没有决定和哪家公司合作交易HeisinterestedinDealerDan.他对“商人丹”感兴趣Wewillh__etoworkhard.我们必须努力才行Weh__etoclosethisdeal.我们必须要完成这份交易He__ybefreethisweekendandafriendofSakaistoldmehesakeengolfer.他这个周末或许有空,酒井的一位朋友告诉我,他酷爱打高尔夫Willyoubeabletoofferhimagame你能请他打一局吗?DONBRADLEY:YesIcouldcallhimathishotel.堂.布拉德利好的,我可以打__到他住的宾馆KATEMCKENNA:Yes...weknowhowimportanttheAmerican__rketis.凯特.麦凯纳是的……我们知道美国市场是多么的重要InfactourChiefExecutiveappointedanAmericanasDirectorof__rketingandSales.实际上,我们的总裁委任一名美国人作为营销和销售部主管WellyouknowDonBradley...hesbornandbredinLosAngles.你认识堂.布拉德利……他在洛杉矶出生、长大DONBRADLEY:AhMr.SakaithisisDonBradleyfromBiburySystems.堂.布拉德利啊,酒井先生,我是Bibury系统公司的堂.布拉德利MR.SAKAI:AhyeshelloDon.酒井先生啊,你好,堂DONBRADLEY:Howsyourtripgoing堂.布拉德利你的旅行还好吧?MR.SAKAI:Verywellthankyou.酒井先生很好,谢谢Hardworkbutveryuseful.工作有难度,但很有用DONBRADLEY:Ihearyouplaygolf堂.布拉德利我听说你喜欢打高尔夫?MR.SAKAI:Thatsright.Ido.酒井先生对我喜欢打DONBRADLEY:Imamemberofaverygoodclubthatsnotfarfromyourhotel.堂.布拉德利我是一家不错的高尔夫俱乐部的会员,这个俱乐部离你的宾馆不远Wouldyoucareforaroundtomorrow有没有兴趣明天打一局?MR.SAKAI:ThankyouverymuchbutIh__ejustarrangedtovisitsometouristsitestomorrow.酒井先生非常感谢,不过我已经安排了明天去参观一些旅游景点DONBRADLEY:ThenhowaboutonSunday堂.布拉德利那星期天怎么样?MR.SAKAI:Yes.Thatsfine.酒井先生好星期天可以DONBRADLEY:CanIofferyoualift堂.布拉德利我来接你好吗?Illcometocollectyouatyourhotelat
10.
30.我1030到你的宾馆接你MR.SAKAI:Thatsveryni__ofyou.酒井先生你太好了DONBRADLEY:Letsmeetinthehotellobby.堂.布拉德利我们在宾馆大堂见MR.SAKAI:Fine.酒井先生好的KATEMCKENNA:Wouldyouexcuseme凯特.麦凯纳抱歉,能打扰一下吗?Imustjusth__eaquickwordwithGeorgebeforehegoes.乔治走之前,我要跟他说两句,很快的Georgethankyouverymuchforcoming.乔治,谢谢你的光临Ihopeyouthinkitwasworthit.希望你觉得没有白来USSALESAGENT:Kateithasbeenagreatpresentationandagreatevening.美国销售代理凯特,这场演示和会议都很棒KATEMCKENNA:Wellpleasestayintouchandletmeknowhowthecampaigngoes.凯特.麦凯纳请保持联络,让我了解__活动的运行情况MR.SAKAI:Howoftendoyou__nagetoplaygolf酒井先生你多久打一次高尔夫?DONBRADLEY:Iliketoplaytwi__aweekbutneitherClivenorIh__ebeenabletoplayinthelastthreeweeksbecausewe抳ebeentoobusy.堂.布拉德利我希望可以一周打两次,但克莱夫和我在过去的三周都没打过,太忙了PARTBMR.SAKAI:IfIcouldjusttouchonbusinessforasecond...酒井先生我能否说几句公事…DONBRADLEY:Pleasedo.堂.布拉德利请说MR.SAKAI:Letmebeopen.酒井先生那我就直说了ArivalofBiburySystemsisnotonly__rketingasimilarproductbutisalsolaunchingitaroundthesametime.Bibury系统公司的一个竞争对手不仅是类似的产品,并且上市的时间也几乎相同DONBRADLEY:H__eyouseentherivalproduct堂.布拉德利你见过他们的产品吗?MR.SAKAI:YesIh__eseenDealerDan.酒井先生是的,我见过“商人丹”DONBRADLEY:Whichproductwouldyouprefer堂.布拉德利那你喜欢哪件产品?MR.SAKAI:PersonallyIliketheBossbetter.酒井先生我个人更喜欢“大老板”MR.SAKAI:WhydidyoucometotheUK酒井先生你___来英国DONBRADLEY:MywifeisEnglish.堂.布拉德利我太太是英国人WelivedinAmericaforawhilebutshepreferslivingnearherfamily.我们在美国住过一段时间,但她更愿住得离她的家庭近些MR.SAKAI:Howdidyoumeetyourwife酒井先生你是怎样和你的太太相遇的?DONBRADLEY:AfteruniversityIcametoEuropetoh__eashortholiday.堂.布拉德利大学毕业后,我来欧洲度个短假Atleastthatwastheplan.至少当时是这样计划的WithinsixmonthsIwasboth__rriedandworkingforBiburySystems.但在六个月的时间里我结了婚,并且开始为Bibury系统公司工作AndImstillhere.现在,依然还留在这里MR.SAKAI:YoumustlikelivingintheUKthen酒井先生那你一定喜欢住在英国了?DONBRADLEY:AtfirstIthoughtIwouldnevergetusedtotheweatherbuttherearelotsofgoodthings.堂.布拉德利最初,我想我绝不会适应这里的天气,但也有一些好的方面IlovethecountrysideandIreallyenjoygoingtothetheatre.我喜欢乡村风景,我很享受去电影院的__MR.SAKAI:Ahyoulikethetheatre.酒井先生啊,你喜欢电影院DONBRADLEY:Ilovethetheatre!堂.布拉德利我热爱电影院!MR.SAKAI:Thatsgood.酒井先生太好了IwasplanningtogotothetheatretoseewelfthNight.我正准备去电影院看《第十二夜》呢Doyouh__eanyplansfortomorrowevening你明天晚上有计划吗?DONBRADLEY:Nonotreally.堂.布拉德利不,没有MR.SAKAI:Ifyoucansparethetimeperhapsyouandyourwifewouldcaretojoinme.酒井先生如果你能抽出空来,或许你和你的太太可以和我一起去DONBRADLEY:WellIllh__etocheckwithherbutitsoundslikeawonderfulidea.堂.布拉德利嗯,我要看一下她的时间,不过这确实是个好注意Andaftertheplayyoumustletusbuyyoudinnerinreturn.看完后,你一定允许我们请你吃晚餐作为回报MR.SAKAI:SeeyoutomorrowDon.酒井先生明天见,堂DONBRADLEY:Bye-bye.堂.布拉德利再见MR.SAKAI:FirstofallIwouldliketothankyouforyourhospitalityyourex__llentpresentationsandyourpatien__.酒井先生首先感谢你们的热情款待,精彩的演示和坚韧不拔ImafraidithastakenmealongtimetodecideonaEuropeanpartner恐怕我花在选择欧洲伙伴上的时间有些长,butIamsureyouwillunderstandthatitisaveryimportantdecisionforDetmoreSystems.但我相信你们能理解这对Detmore系统公司是个很重要的决定Ih__elookedatalltheoptionsIh__etalkedtomystaffinTokyoandweh__edecidedonBigBoss.我已经看过了所有的选择,也和在东京的工作人员谈过,我们决定用“大老板”TenminutesagoCliveandIshookhandsonaprovisionalagreement.10分钟前,克莱夫和我就已经临时协议达成一致ThereisstillalotofnegotiatingtodoofcoursebutIamlookingforwardtosuc__ssfulpartnershipwithyourcompany当然,还有很多方面要谈,但我期望和贵公司的合作是成功的,andIamsurewellgettoknoweachotherverywelloverthenextfewmonths.我确信在接下来的几个月我们会彼此更深的了解Lesson16Complainingaboutproductsandservi__s第十六课关于产品与服务的抱怨DESCRIBINGPROBLEMS说明问题DE__NDINGACTION要求采取行动PROMISINGTODOSOMETHING承诺采取措施PARTAMR.SAKAI:Imsorrytoh__etosaythisClivebutweh__egotaproblem.酒井先生克莱夫,这样讲很抱歉,不过我们有麻烦了CLIVEHARRIS:Hasnttheconsig__entarrivedyet克莱夫.哈里斯货物还没到吗?Wesentthemoffon...我们发货的时间是在……MR.SAKAI:NoCliveyoumisunderstandmetheconsig__entarrivedtwodaysago.酒井先生不是,克莱夫,你误解了,货物两天前就到了Rightonschedule.按时到的Notheproblemiswiththeproductitself.但,问题是产品本身CLIVEHARRIS:Whatisit克莱夫.哈里斯怎么回事?MR.SAKAI:LastnightIhadaphonecallfromoneofmywarehouse__nagers.酒井先生昨天晚上,我接到一名仓库经理的__Hewasveryexcitedwiththenewproduct.他对新产品很惊喜Hewas__rtainthathissonwouldloveone.他确信他的__会很喜欢Sohetookonehomeopeneditupandswitcheditonandheardthis...因此,他带了一个回家,打开、启动,但听到了……CLIVEHARRIS:Doyouh__eanyideahow__nyunitsaredefective克莱夫.哈里斯你知道有多少件有缺陷吗?MR.SAKAI:Wespentthedaycheckingthewholeconsig__ent.酒井先生我们花了一整天检查全部货物Unfortunatelyitlookslikebatchnumbers993and994allh__ethesameproblem.不幸的是,看起来993和994两批都有这一问题Everythingelseseemsfine.其他的没有问题Butitwasalongjob.但花费的时间很长Mystaffhadtocheckeverytoy.我的工作人员不得不对每个玩具逐一检查CLIVEHARRIS:KazoIwillgetthissortedoutimmediately.克莱夫.哈里斯加须,我会立即解决这件事MR.SAKAI:Cliveitisessentialthatweh__etheseontheshelvesbytheendofthisweek.酒井先生克莱夫,我们一定要在这个周末把玩具上架,这很重要CLIVEHARRIS:IamsendingDerekJonesoveronthefirstflight.克莱夫.哈里斯我派德里克.琼斯搭乘最早一班飞机赶过去AndIshallsendDontothesuppliersto__kesureitwonthappenagain.我会派堂去供应商那里确保不会再发生这种事DONBRADLEY:Therearetwohundredfaultcircuitboards.堂.布拉德利有200个坏电路板OurproductforthefarEasternlaunchisdefective.我们在远东的产品上市已是不完善的了Thiswillda__geourreputationinthe__rketpla__anditsveryembarrassingforus.这会损坏我们的市场声誉,使我们很尴尬Iwanttoknowwhatyouregoingtodotoremedythesituation.我想知道你们采取什么措施来补救这种情况MR.CLAYTON:Mr.Bradleyweh__etrackeddowntheproblem.克莱顿先生布拉德利先生,我们已经找到了问题所在Wecanguaranteethatitwonthappenagain.我们能保证不会再出现这样的问题Therewasalocalizedprobleminqualitycontrolwhichweh__eisolatedandrectified.在质检本地化上有个问题,我们对此已进行了隔离和矫正Wenowh__eanewQualityAssuran__programme.我们现在用的是一套新的质保程序DONBRADLEY:Thatsallverywellbutyouh__efailedtomeetthetermsofthecontract.堂.布拉德利这很好,但你们没能达到合约的条款Iamafraidweh__enooption.恐怕我们别无选择Wewillh__etoterminatethecontractandfindanewsupplier.我们不得不终止合约,另找供应商MR.CLAYTON:Mr.BradleyIunderstandyourcon__rnandrecognisethatitsaveryunsatisfactorysituation克莱顿先生布拉德利先生,我理解您的担心,也承认这是个很不令人满意的情况,but__yIpointoutitwasjusttwobatchesthatweredefective...但我想指出只有两批出现缺陷……DONBRADLEY:It__yh__ebeenjusttwobatchesbutwenowh__etwohundreddefectiveproductsonthe__rketwiththeBiburynameonthem.堂.布拉德利或许只是两批,但我们现在有200件有缺陷的产品在市场上,而上面印的是Bibury的名字MR.CLAYTON:Mr.Bradleyweappreciatethatthesituationhasda__gedyourreputation.克莱顿先生布拉德利先生,我们了解这种情况损及贵方的声誉Andweareverysorry.我们很抱歉Butwealsoh__eagoodreputation.但我们也有着良好的声誉Andthatreputationisbuiltuponreliabilityandgoodrelationshipswithourcustomers.我们的声誉是建立在产品的可靠性和良好的客户关系上的Wesupply__nyleadingcompaniesandweareveryembarrassedbythisincident.我们为很多主要公司供货,这次__也使我们很尴尬Imustassureyouthatitwnthappenagain.我必须向您确保,这种事情不会再次发生DONBRADLEY:HowcanIbe__rtainthatitwonthappenagain堂.布拉德利我____确信这种事情不会再次发生呢JENNYROSS:HellothisisBiburySystems.詹妮.罗斯你好,Bibury系统公司PARTBThefax__chinethatwehiredfromyouhasbrokendown.我们租的你们的传真机坏了Thepaperkeepsjamming.传真纸总是卡住Ithasntworkedproperlysin__youinstalledit.自从你们__后就一直不能正常工作Wewouldlikesomeonetocomeandfixitnow.我们希望你们现在派人来修好LookIspoketosomeonethreehoursago.听着,我三小时前就跟你们的人讲了Theysaidanengineerwouldcomebeforelunchtime.他们说午饭前会有个工程师过来Butintheservi__agreementitsaysthatyouwillsendsomeonewithintwenty-fourhours.但在服务协议里,你们承诺的是__四小时内派人维修Weneeditfixedtoday.我们需要它今天就修好Wellifyoucantgetitrepairedtodaythenwewillh__etocan__lourrentalagreement.如果你们今天不能修好,我们就不得不取消我们的租赁协议KATEMCKENNA:Hello!凯特.麦凯纳你好!JENNYROSS:Welcomeback.詹妮.罗斯欢迎归来IheartheAmericanlaunchwasagreatsuc__ss.我听说美国的产品上市很成功KATEMCKENNA:Ithinkwevecrackedit.凯特.麦凯纳我想我们大获全胜了OrdersforBigBossarerightontarget.“大老板”的定单纷纷而来AndIhadawonderfulholiday.我度了个不错的假期ForafewweeksI__nagedtostopthinkingaboutBigBoss.我试着这几周不去想“大老板”Sohowh__ethingsbeenhere这里的事情怎样?Isthispostmine这是我的信件吗?JENNYROSS:No.Thisisyours.詹妮.罗斯不是这才是你的Youh__entheardthenews你还没听说吧?KATEMCKENNA:Whatshappened凯特.麦凯纳怎么了?JENNYROSS:TheresaproblemwiththecircuitryonsomeoftheunitsthatwenttoJapanlastweek.詹妮.罗斯上周运往__的产品有些电路板出了问题KATEMCKENNA:What!!凯特.麦凯纳什么!!JENNYROSS:DerekflewtoTokyotolookattheproblem.詹妮.罗斯德里克已飞去东京查看这个问题KATEMCKENNA:Soitsserious.凯特.麦凯纳那么说,是很严重了JENNYROSS:Yes.AndDonsgonetothecomponentsuppliertofindouthowithappened.詹妮.罗斯是的堂已经去了零部件供应商那里去调查事情的原因Wethinkweh__etrackedtheproblemdowntojusttwobatchesbut...我们认为,出问题的产品只有两批,不过……KATEMCKENNA:Idontbelievethis.WheresClive凯特.麦凯纳我不相信克莱夫在哪儿?JENNYROSS:Hesinameeting.詹妮.罗斯他在开会KATEMCKENNA:JennyIneedtotalktohimassoonaspossible.凯特.麦凯纳詹妮,我要尽快跟他谈Ivenegotiatedsalesofover80000unitstotheStates...我已经商定了超过8万件产品销往美国……DONBRADLEY:Weh__ethreeoptions.堂.布拉德利我们有三个选择Wecanre-negotiatewithSouthfordComponentsorwecanworkwith__GLorParkview.我们可以重新与Southford零配件公司协商,或者我们可以与__GL或Parkview合作CLIVEHARRIS:Acrucialfactorishowquicklytheycandeliver.克莱夫.哈里斯重要的是他们能多快供货DEREKJONES:__GL__rtainlyclaimtobethefastest.德里克.琼斯__GL一定是宣称供货最快的ButImworriedthatalthoughtheyarefastthey__ynoth__ethebestqualitycontrol.但我担心,虽然他们是供货最快的,但他们可能没有最好的质量控制CLIVEHARRIS:AndqualitycontrolwastheproblemwithSouthfordComponents.克莱夫.哈里斯质量控制正是Southford零配件公司出问题的地方DEREKJONES:Exactly.Althoughtheyh__epromisedthattheirsystemisimproved.德里克.琼斯一点也不错尽管他们承诺质检系统已有改善DONBRADLEY:LookingatthesequotationsIdontthinkParkviewarethebestoption.堂.布拉德利看一下这些报价,我认为Parkview不是最好的选择Theyofferaveryfastdeliverytimetheyh__eaveryhighreputationandtheyarethenearestsuppliertotheassemblyline.他们提出的供货时间很快,他们的声誉很好,他们是离装配线最近的供应商ButtheyareveryexpensivecomparedwithSouthford.但与Southford相比,他们的__很高DEREKJONES:Donpri__cantbeafactoratthisstage.德里克.琼斯堂,__在这个阶段已不是关键DONBRADLEY:Idontagreewithyou.堂.布拉德利我不同意Ithinkweh__etogetthebestservi__atthebestpri__.我认为我们必须以最好的__获得最好的服务CLIVEHARRIS:Ithinkwecanre-negotiateafarbetterdealwithSouthfordComponents.克莱夫.哈里斯我认为,我们可以和Southford零配件公司重新谈判获取一个更好的协议Butwemustmovefast...Comein.但我们一定要快……进来KATEMCKENNA:Clivewhatonearthsgoingon凯特.麦凯纳克莱夫,到底出了什么事?CLIVEHARRIS:WelcomebackKate.克莱夫.哈里斯欢迎你回来,凯特KATEMCKENNA:IvejustspentweekssellingBigBossintheStatesandnowIfindouttheressomethingwrongwithit.凯特.麦凯纳我刚在美国花了几周时间销售“大老板”,现在却发现出了问题Whydidntanyone____me___没人告诉我?CLIVEHARRIS:Weonlydiscoveredthisyesterday.克莱夫.哈里斯我们也是昨天才发现问题的AndwerefairlysurethatnoneofthedefectivecircuitswenttotheStates.我们很确信没有缺陷电路流入美国NowIspoketoNewYorktenminuteago.我10分钟前跟纽约通过话Theyrerunningacheck.他们在开始检查了Theyreringingbacktomorrow.他们明天会打__回来AllthesignsarethatitisjustthosetwobatchesinJapan.所有迹象表明只是__的那两批有问题MR.__ITH:IwanttospeaktoEdwardGreenrightaway...please.史密斯先生我要马上跟爱德华.格林谈话GERALDINE:Doyouh__eanappointmentsir杰拉尔丁先生,你有预约吗?GERALDINE:Doyouh__eanappointmentsir杰拉尔丁先生,你有预约吗?Lesson17Comparingproductsandpri__s第十七课产品与__的比较TAKINGPARTINAMEETING参加会议EVALUATINGNEWPRODUCTS评价新产品COMPARINGPRODUCTSANDRETAILERS比较产品与零售商PARTAKATEMCKENNA:TheBossisntdoingaswellaswehadhoped.凯特.麦凯纳“大老板”销售没有我们预计的好Wedidntlaunchattherighttime.我们推出产品的时间不太合适Imyselfdontthinkthe__rketwasreadyforus.我本人认为市场还不成熟DealerDancamelaterandcheaper...__ybeweshouldmovedown__rketinacoupleofkeyterritories.“商人丹”推出的时间迟,__又便宜……或许我们该在几个主要地区把市场放在低收入消费者身上EDWARDGREEN:ExcusemecanIinterrupt爱德华.格林打扰一下,我能插一句吗?DONBRADLEY:Sure.堂.布拉德利当然EDWARDGREEN:IvejusthadacallfromDannyMcneilatEro__rt.爱德华.格林我刚刚接到丹尼.麦克内尔的__KATEMCKENNA:Ohreally凯特.麦凯纳哦,真的吗?EDWARDGREEN:Hewantsameetingtodiscussdiscounts.爱德华.格林他想开个会讨论一下__的问题AlthoughhestalkingaboutasubstantialorderhewantsbettertermsthanIcanauthorise.尽管他说的订货数量很大,但他要的条件已经超出了给我的授权Wouldyouprefertodealwithhimyourself你要不要亲自处理?DONBRADLEY:Howlargeradiscountdoeshewant堂.布拉德利他要多大的__?EDWARDGREEN:Hedidntsay.爱德华.格林他不肯说ButIthinkitshigherthananythingweveevergivenbefore.但我想比我们之前所有的__都高Helovedtheproductthough.不过,他到是喜欢这件产品Ithinkhesreadytonegotiate.我认为他是可以沟通的DONBRADLEY:Ithinkitstimethatweworkedonthistogether.堂.布拉德利我认为到了我们齐心协力做这件事情的时候了Doyouagree你同意吗?EDWARDGREEN:Yes!爱德华.格林同意!KATEMCKENNA:Edwardareyoucomingdowntotheworkshop凯特.麦凯纳爱德华,你要来研发室吗?Derekwantstoshowushislatestidea.德里克想给我们看一下他最新的想法EDWARDGREEN:Okay.Illjoinyoulater.爱德华.格林好的我过会来DONBRADLEY:NoIthinkDerekwantstotalktothewholeteam.堂.布拉德利不,我认为德里克想告诉整个团队Comeon!来吧!KATEMCKENNA:Wellitsaterrificideabuthowmuchwillitcosttodevelop凯特.麦凯纳嗯,是个好注意,但生产出来要多少成本?DEREKJONES:Notasmuchasyouthink.德里克.琼斯不会比你想的多KATEMCKENNA:Itwillbetooexpensive.凯特.麦凯纳会太贵的DEREKJONES:Nonotreally.德里克.琼斯不,不会Ih__epreparedalongdetailedcareful____ysisofthedevelopmentcosts.我已经准备了一份详尽严谨的生产成本分析Seeforyourself.你们自己看吧KATEMCKENNA:Itwillneversell.凯特.麦凯纳销路不会好Whosthe__rketforthis谁是目标市场?DEREKJONES:Itismoreup__rketthanBigBossbutitwillstillappealtokidsaswellasexecutivesandoffi__workers.德里克.琼斯这比“大老板”还要接近高消费市场,但也会吸引儿童以及经理人和办公室工作人员KATEMCKENNA:ButthatstheproblemDerek.凯特.麦凯纳不过,德里克,这就是问题所在啊Theresno__rketfocus.没有市场焦点DoyouremembertheEasiritetwoyearsago你还记得两年前的Easirite吗?Wehadabeautifulwell-designedbutexpensiveproduct.我们这款产品外表美观、设计精美但__太高Itwasgreat.产品很不错Parentsandchildrencouldbothuseit.家长和孩子们都用Butcouldwesellit但我们有卖动吗?Noitfailedbecausewehadntdefinedour__rket.没有,我们没有成功就是因为没有划定市场DEREKJONES:Butthisisdifferent.德里克.琼斯但这款不同ThisismorefunthanEasirite.这个比Easirite还有趣DONBRADLEY:Thecostingslookokaybutithastoo__nymovingparts.堂.布拉德利生产费还好,不过活动的部件太多DEREKJONES:Sodoesacarbutthatseemstosell.德里克.琼斯汽车也是这样啊,还不是照卖不误KATEMCKENNA:Thatsnotthepoint.凯特.麦凯纳问题不在这里Themoremovingpartsyouh__ethemorelikelysomethingwillgowrong活动的部件越多,出错的可能性就越大DEREKJONES:Idontagree.德里克.琼斯我不同意DONBRADLEY:Let抯sjustholdonasecondandthinkaboutthis.堂.布拉德利我们先等等,仔细考虑一下Derekyoulikethecon__ptandthinkitwillsell;Kateyoucantseea__rketforit.德里克,你喜欢这个概念,并且认为会有市场;凯特,你认为不会有市场KATEMCKENNA:Icantseewhereitfitsinourproductrange.凯特.麦凯纳我看不出这件产品该归入那个系列DONBRADLEY:IminclinedtoagreewithKate.堂.布拉德利我倾向凯特___Thisismuchmoreexpensivethananythingelsewe__rket.这件产品比我们销售的任何产品都贵KATEMCKENNA:Althoughitsawonderfulideawejustwontbeabletosellit.凯特.麦凯纳虽然想法很棒,我们却卖不动YoumustseethatyourselfDerek.德里克,你本人也一定是这样看的吧DEREKJONES:Wellnotreally...德里克.琼斯也不是……DONBRADLEY:Edwardwhatdoyouthink堂.布拉德利爱德华,你认为怎么样?EDWARDGREEN:CanIjustchecksomethinghereDerek爱德华.格林德里克,我能不能先确认一下?Areyousayingthatthereisaplasticthinenoughandflexibleenoughto__kethisrealistic你是不是在说有这样一种够细又够柔韧的塑料来使这一切成为现实?DEREKJONES:Exactly.德里克.琼斯一点不错EDWARDGREEN:Thatsbrilliant.爱德华.格林太好了OnpaperIthinkitsthemostre__rkablethingIveseen.从理论上来说,我认为那是我见过的最非凡的东西DONBRADLEY:Well__ybeEdwardhassomething.堂.布拉德利或许爱德华有这方面的资料__ybeweoughttoh__eacloserlook.或许我们该看的得更细些PARTBDANNYMCNEIL:Idontknowwhatshappenedtoyourboss.丹尼.麦克内尔不知道你老板有什么事HeknowsIneverstartmymeetingslate.他知道我从不晚开会的DoyouwanttowaithereforDonorwouldyouratherlookaround你要在这儿等堂还是四处走走?EDWARDGREEN:IfitsalrightwithyouIdliketolookaround.爱德华.格林如果你没什么问题,我想四处走走DANNYMCNEIL:Goodchoi__.丹尼.麦克内尔选的不错DANNYMcNEIL:OfcourseIh__etwoorthreemeetingsadaywithsalespeoplelikeyou.丹尼.麦克内尔当然,我每天和跟你一样的销售人员开
2、3次会EDWARDGREENItsverygoodofyoutoseeme.爱德华.格林你能来看我真是太好了DANNYMCNEIL:Ialwaystalktomysuppliersmyself--itsthebestwayofworking.丹尼.麦克内尔我一直跟我的供应商讲--这是最佳的工作方式AndIalwaysprefertobringthemdownhere--theygetabetterideaofouroperation.并且我总是把他们带到这里--他们会有更好的运营想法Theymustunderstandhowwework.他们必须明白我们是怎样工作的Oursuc__ssisbasedupona__rtainformula.我们的成功是有一定的规则的Whereasmostsuper__rketstargetindividualterritoriesourproductsarepan-European.尽管大多数__把目标市场定在单个的区域,我们的产品是面向全欧洲的Wealwaysbuyintheproductswiththebestsalesperfor__n__--productswithaproventrackrecord.我们总是__销售最佳的产品--那些被证明有记录的产品Welookforthebiggestdiscountsandweusuallygetthem.我们寻求最大的__,通常我们也会得到最大的__DANNYMCNEIL:Mcneil.丹尼.麦克内尔麦克内尔DONBRADLEY:DannyitsDonBradleyhere.堂.布拉德利丹尼,我是堂.布拉德利DANNYMCNEIL:GoodMorningDon.丹尼.麦克内尔早上好,堂IthoughtIwasmeetingyouhere.我原以为会在这里跟你见面的DONBRADLEY:ImsorryDanny.堂.布拉德利对不起,丹尼ThatwastheplanbutImgoingtobelate.本来计划是这样的但我会迟点Thismeetingistakinglongerthanexpected.这次会议比预期的要长DANNYMCNEIL:Oh.Whencanyougethere丹尼.麦克内尔哦你什么时候可以到这里?DONBRADLEY:IllbethereassoonasIcan.堂.布拉德利我会尽快赶到那里IsEdwardwithyou爱德华跟你一起吗?DANNYMCNEIL:Heis.丹尼.麦克内尔他在DONBRADLEY:Couldyoustartthemeetingwithoutme堂.布拉德利你可以不要管我,开始开会吗?Edwardknowsthesituation.爱德华知道情况OhandcanIh__eaquickwordwithhim哦,我能跟他很快地说两句吗?DANNYMCNEIL:Illpassthephonetohim.丹尼.麦克内尔我会把__给他DANNYMcNEIL:Okay.Itsforyou--it抯DonBradleyhe抯gotaproblem.丹尼.麦克内尔好的找你的--是堂.布拉德利,他出点问题EDWARDGREEN:Ohthanks.爱德华.格林哦,谢谢DANNYMCNEIL:Wouldyoulikeawordinprivate丹尼.麦克内尔你们要私下谈吗?EDWARDGREEN:Ifyoudontmind.爱德华.格林如果你不介意DONBRADLEY:SorryEdward.堂.布拉德利抱歉,爱德华Imstuckinameetinghere.我还在这边开会Youllh__etodealwithMcneilbyyourself.你得自己对付麦克内尔了EDWARDGREEN:Oh.爱德华.格林哦DONBRADLEY:Canyoutalk堂.布拉德利你说话方便吗?EDWARDGREEN:Yeshessteppedawayforafewminutes.爱德华.格林是的,他离开了几分钟Doyoureallywantmetonegotiate你真的想让我谈判?Wouldntyouratherpostponethemeeting你不能推迟会议吗?DONBRADLEY:Howdoyoufeelaboutit堂.布拉德利你认为呢EDWARDGREEN:ImhappytogoaheadIthink.爱德华.格林我认为,我会很高兴可以继续下去DONBRADLEY:Youdontsoundsure.堂.布拉德利你语气不是很肯定啊EDWARDGREEN:Imnot.爱德华.格林是不肯定DONBRADLEY:Look:wevetalkedaboutthisnegotiation.堂.布拉德利听我说我们谈过这次谈判Youknowthegameplan.你也知我们的计划Doyourbest...IllbethereassoonasIcan.尽力去做……我会尽快赶过去EDWARDGREEN:OkayDon.爱德华.格林好的,堂IlldowhatIcan.Seeyoulater.我会尽力的稍后见DANNYMCNEIL:Okay丹尼.麦克内尔好了?EDWARDGREEN:Yesthanks.爱德华.格林是的,谢谢DANNYMCNEIL:SoDoncant__keit.丹尼.麦克内尔这么说堂赶不及了OhwellrightwhatwasIsaying哦,好吧,我刚刚说到哪儿了?Ohyes:discounts.哦,对了__EDWARDGREEN:Were__rtainlyhappytotalkaboutpossiblediscounts.爱德华.格林能谈一下可能的__,我们是十分开心的DANNYMCNEIL:Youseethis丹尼.麦克内尔你看到了吗?EDWARDGREEN:Yes.爱德华.格林是的DANNYMCNEIL:How__nyofthesedoyouthinkwevesoldinEuropeinthelastmonth丹尼.麦克内尔你认为我们上个月在欧洲售出了多少?EDWARDGREEN:1800-
2000.爱德华.格林1800-2000件DANNYMcNEIL:Wesellmorethanthatweekly.丹尼.麦克内尔我们每周的销售量都比这多EDWARDGREEN:Howmuchdoyousellitfor爱德华.格林你们的定价是多少呢?DANNYMCNEIL:ThisretailsinFran__for130FF--wesellitmuchcheaper--90FF.丹尼.麦克内尔这个在法国的零售价是130法郎--我们卖的很便宜--90法郎EDWARDGREEN:Thatsveryimpressive.爱德华.格林很不错嘛DANNYMCNEIL:IworkonhighervolumesandIh__etomoveproductsfasterthananyotherretailer.丹尼.麦克内尔我们做的是更大的量,我必须比其他的零售商工作要快ThatmeansIoperateon__aller__rgins.这就意味着我的利润率很低AndIrepeatIexpectthelargestdiscountsintheindustry.我再次重复,我想要这行里最大的__Butoverhere--heresaproductthatfailed.但,这儿--这个产品我们没有成功We__deamistakewiththisone--ofcourseIdidntselectthisonemyself.我们在这个产品上犯了错--当然,这个不是我本人选的产品Rightyouveseenhowouroperationworks.好了,你也了解了我们的运作情况YouknowwhatImafter.你也知道我想要的是什么Letsgetdowntobusiness.我们就公事公办吧Wouldyouprefertotalkhereorinmyoffi__你愿意在这儿还是到我的办公室谈?EDWARDGREEN:Theoffi__isfine.爱德华.格林到办公室吧Lesson18Negotiatingpri__s第十八课__谈判SAYINGWHATYOUWANT提出要求__KINGOFFERS报价RESPONDINGTOOFFERS讨价还价PARTADANNYMCNEIL:Beforewebeginareyousurethatyouareinapositiontoconductthisnegotiation丹尼.麦克内尔在开始前,我想问一下你确定你可以进行这次谈判吗?EDWARDGREEN:YesIh__etheauthoritytonegotiatewithyou.爱德华.格林是的,我有跟你谈判的授权DANNYMCNEIL:Right.Letsgetdowntobusiness.丹尼.麦克内尔好那我们就办正事吧EDWARDGREEN:WhichofourproductlinesareyouparticularlyinterestedinMr.McNeil爱德华.格林麦克内尔先生,你对我们的那些生产线特别感兴趣?DANNYMCNEIL:IcouldbeinterestedintheseonesthatIh__eoutlinedhere.丹尼.麦克内尔我对这些圈出来的产品感兴趣ButIwanttohearwhatyousayaboutdiscounts.但我要听听你给什么样的__EDWARDGREEN:LetstalkspecificallyaboutBigBoss.爱德华.格林那我们就具体用“大老板”来谈吧DANNYMCNEIL:Letsbeclearaboutonething.丹尼.麦克内尔我们先要明确一件事情Ihopeyourealizethatwemusth__eamuchlargerdiscountthanwhatsonthetablenow.我希望你认识到我们要的__比现在摆在桌面的要大的多EDWARDGREEN:Ithinkthediscountproblemcanberesolvedbutyouneedtobemorepreciseaboutnumbers.爱德华.格林我认为__的问题是可以解决的,但你得大具体的购货量明确一下DANNYMCNEIL:Fairenough.丹尼.麦克内尔很公平Whatkindofdiscountareyouofferingontenthousandunits你们给1万件的__是多少?EDWARDGREEN:OntenthousandunitsMr.McneilIcanofferadiscountofthirtyper__nt.爱德华.格林麦克内尔先,1万件的话,我能给的__是30%ButIcantoffermore但不能再多了……DANNYMCNEIL:30per__nt!丹尼.麦克内尔30%!EDWARDGREEN:Justletmefinish30per__ntbutwithaguaranteeofdeliverywithintwomonths.爱德华.格林请让我说完,__是30%,但我们保证两个月内交货DANNYMCNEIL:DeliverymustbewithintwomonthsorImnotinterested.丹尼.麦克内尔交货必须是两个月内,或则我也没兴趣了Imofferingyouthechan__to__keaverylargesaleandyouareturningitdownbecausewere...我在向你提供大批量销售的机会,你却拒绝了,因为我们……EDWARDGREEN:CanIjustcomeinhereMr.McNeil爱德华.格林麦克内尔先生,我能插两句吗?Ih__entturnedanythingdown.___拒绝任何事Ih__entsaidno.我并没有说“不”Iamjustsayingthatontenthousandunitsourdiscounttermsarethirtyper__nt.我只是说,对于1万件我们给的__是30%DANNYMCNEIL:But...丹尼.麦克内尔但是……EDWARDGREEN:Pleaseletmefinish.爱德华.格林请让我说完NowifyoucommittobuytwentythousandunitsthenIcouldconsideralargerdiscount.如果你承诺__2万件,那么我可以考虑更大的__DANNYMCNEIL:Howmuchlarger丹尼.麦克内尔大多少?EDWARDGREEN:IfyoucommittotwentythousandunitsthenIcanofferathirty-fiveper__ntdiscount.爱德华.格林如果你承诺__2万件,那么我可以给你35%的__DANNYMCNEIL:Thirtythirtyfiveper__nt.丹尼.麦克内尔30%,35%Imgettingtiredofthis.我不吃这一套Youareplayinggames.你们在玩把戏IamlookingforalargediscountandIhopethatyouregoingtooffermeone.我要的是大__,并且我希望你能给我这样的__EDWARDGREEN:Ifyouwantabigdiscountthenyoumust__ketheorderabigone.爱德华.格林如果你想要大的__,那么你的定单也要大Letstalkaboutunitpri__ratherthandiscount.我们还是不谈__,谈单价吧Ourstandardunitpri__tothewholesaleris
23.
5.我们给__商的标准单价是
23.5DANNYMCNEIL:AndImnotinterestedin
23.
5.丹尼.麦克内尔但我对
23.5元没什么兴趣EDWARDGREEN:YesIknowthatMr.McNeil.爱德华.格林是的,麦克内尔先生,我知道Ifyoubuy40000unitsthenIcanofferaunitpri__of
19.
5.如果你买4万件,那么我可以给你
19.5元的单价Whatwillyour__rk-upbeontheBoss
33.54你在“大老板”上的毛利是多少,3,
3.5,4?DANNYMCNEIL:Aboutthat.丹尼.麦克内尔大约这个数吧EDWARDGREEN:Withthosefiguresyouregoingtobeverycompetitive.爱德华.格林以我们给出的单价,你将会很有竞争力DANNYMCNEIL:
19.5unitpri__丹尼.麦克内尔单价
19.5?EDWARDGREEN:Ifyoubuy40000units;thatrepresentsadiscountof...爱德华.格林如果你买4万件的话,这样__就是……PARTBIcanseewhatthediscountis.我能知道这个__是多少Offermeaunitpri__of
19.5on25000unitsandwecandobusiness.给我
19.5的单价,我买
2.5万件,我们就可以成交EDWARDGREEN:Icantdothat.Imsorry.爱德华.格林对不起,我办不到DANNYMCNEIL:Letsbreakforafewminutes.丹尼.麦克内尔我们先休息一下IvegotafewthingsIh__etoseeto.我有几件事要处理Illbeacoupleofminutes.我要几分钟Wouldyoulikeacupofcoffee来杯咖啡?EDWARDGREEN:Yesplease.爱德华.格林好的,谢谢DANNYMCNEIL:Helpyourselftothephoneifyouwantto__keacall.丹尼.麦克内尔如果你想打__,请随意EDWARD:Thanks.爱德华谢谢DONBRADLEY:DonBradley.堂.布拉德利堂.布拉德利EDWARDGREEN:HiDon.Howsthemeeting爱德华.格林堂,你好会议开的怎样?DONBRADLEY:Itsjustfinished.堂.布拉德利刚刚结束Imonmywayover.Howsyourmeeting我在过来的路上了你的会面怎样?EDWARDGREEN:hesdefinitelyinterested.爱德华.格林他很有兴趣Wereh__ingabreak.我们在休息DONBRADLEY:Whatsthesituation堂.布拉德利情况怎么样?EDWARDGREEN:ItsbecomingdifficultwerestuckonthesizeoftheorderforBigBoss.爱德华.格林变的有点难,我们还在订购“大老板”的量上Hewantsaunitpri__of
19.5onanorderof
25000.他想要
19.5,买的量是
2.5万件DONBRADLEY:Thatsoundsgoodtome.堂.布拉德利我觉得不错EDWARDGREEN:Ithinkwecanpushhimfurther.爱德华.格林我认为还可以再逼下他DONBRADLEY:Doyouthinkso堂.布拉德利你是这样认为的吗?EDWARDGREEN:Ithinkso...Ihopeso.爱德华.格林我是这样认为的……希望如此DONBRADLEY:Becareful.Hesaclever__n.堂.布拉德利小心点,他可是个聪明人IvedealtwithMcneilbefore.我以前跟麦克内尔打过交道Whenhestartsbangingonthetablethatsasfarasyoucangowithhim.如果他开始敲桌子的话,那就是你能做的极限了Goodluck!祝你好运!EDWARDGREEN:Thanks.Soletsclarifythepositionsofar.爱德华.格林谢谢那么我们明确一下我们现在为止的处境AsfarasBigBossiscon__rnedweh__eagreedonaunitpri__of20for30000andIcantgobelowthatpri__foranorderofthissize.仅就“大老板”我们同意给20的单价,但要__3万件,对这样的订购量我不可能低于这个数Nowletslookattermsofpayment.现在我们看一下付款条款DANNYMCNEIL:Ninetydays.丹尼.麦克内尔90天EDWARDGREEN:ImsorryMr.Mcneilbutthatscompletelyunac__ptable.爱德华.格林对不起麦克内尔先生,不过这完全不可接受Ourstandardpolicyondiscountsofoverthirtyper__ntispaymentwithinthirtydaysofdelivery.我们对于超过30%的__的__政策通常是交货后30天之内DANNYMCNEIL:Thisisnotastandardsituation.丹尼.麦克内尔但这不是个通常情况Iam__kingaverylargeorder...我订购的货量很大……EDWARDGREEN:CanIjustcomeinhereMr.Mcneil爱德华.格林麦克内尔先,我能插两句吗?Iknowyoure__kingalargeorderbutyouarealsogettinganex__llentproductataverylargediscount.我知道你的订购量很大,但你也是以很大的__获得一件很棒的产品DANNYMCNEIL:Icantbelievethatthisisyourfinaloffer.丹尼.麦克内尔真不能相信,这就是你们的最终报价EDWARDGREEN:Ifyouorder35000thenIcanauthorisepaymentin90days.爱德华.格林如果你订购
3.5万件,我可以授权90天内付款DANNYMCNEIL:Weh__ealreadydecidedonquantity.丹尼.麦克内尔我们已经决定了数量Thisismylastoffer.30000at60dayspayment.这是我的最后出价3万件,60天内付款Takeitorle__eit.要么接受要么一拍两散EDWARDGREEN:Ithinkthatofferwillbeac__ptable.爱德华.格林我认为这个出价可以接受Soallweh__etodonowisfinalisethedeliveryarrangements.那么我们现在要做的就是商定交货的安排了DANNYMcNEIL:Wellletsdiscussthedetailstomorrow.丹尼.麦克内尔我们还是明天再商谈细节吧DANNYMCNEIL:Comein!Donhowareyou丹尼.麦克内尔近来!堂,你好!DONBRADLEY:HelloDannyEdward.堂.布拉德利你好,丹,爱德华ImsorryImlate.对不起,我迟到了DANNYMCNEIL:Youarelate.丹尼.麦克内尔你真是迟了Idratherdobusinesswithyouthanthisyoung__n.我宁愿跟你打交道,也不愿跟这个年轻人做生意Whath__eyoubeenfeedinghim你都给他吃了什么啊?DONBRADLEY:Ohwedontfeedhim.堂.布拉德利哦,我们不给他们吃的Weliketokeepourstaffhungry.我们喜欢使员工有饥饿感Lesson19Negotiatingdelivery第__课交付谈判DISCUSSINGPOSSIBLEDELIVERYDATES讨论发货时间GETTINGPEOPLETODOTHINGS让他人做事__KINGCOUNTER-PROPOSALS提出反建议STARTINGANDENDINGMEETINGS开始及结束会谈PARTADONBRADLEY:Idlikeyoutolookatthosefigures:堂.布拉德利我想请大家看一下这些数字Asyoucanseethe__ximumretailpri__forthe__rk2mustbe
60.正如大家所看到的,马克二世的最高__必须是60Thatmeansthattokeepour__rginsourproductioncostsmustbenomorethan14perunit.这就是说,为了保持我们的利润,我们的生产成本每件一定不能超过14DEREKJONES:Idratherh__earetailpri__of
75.德里克.琼斯我宁愿零售价是75Idontbelievethatthe__rk2canbeprodu__dforlessthan18perunit.我认为马克二世的单个生产成本不会低于18DONBRADLEY:Thatretailpri__isnotarealisticoptionDerek.堂.布拉德利这样的零售价是不实际的,德里克Wevedonetheresearch.我们做过了调查DEREKJONES:Butitsnotjustatoy.Thisisagenuinebreakthrough.德里克.琼斯但这不只是个玩具这是一项真正的突破DON:Derek...堂德里克……DEREKJONES:Letmefinish--thisisagenuinebreakthroughandthe__rketwillbepreparedtopayapremiumpri__forsomethingthatissoadvan__d.德里克.琼斯让我说完--这是个真正的突破,市场对某种如此先进的东西会有所准备的,他们会愿意出高价DONBRADLEY:Derekletme...堂.布拉德利德里克,让我……DEREKJONES:Justaminute.德里克.琼斯等一下Thereisnothinglikethisonthe__rketweh__etotakeachan__withit.市场上没有老的产品,我们得冒冒险CLIVEHARRIS:DerekIdondlikearguingwithyoubutIh__etoagreewithDon.克莱夫.哈里斯德里克,我不想跟你争论,但我不同意你的看法Imsorrywecanttaketherisk.对不起,我们不能冒这个险Isayweretailat60andprodu__at
14.我的看法是零售价60,生产成本14DEREKJONES:No__nufacturerwillbeabletoprodu__the__rk2for14perunitand__intainthequality.德里克.琼斯没有哪家制造商能以单个成本14来生产马克二世而又能保证质量CLIVEHARRIS:Iwouldrathernotdecideanythingnow.克莱夫.哈里斯我不想现在就下决定DEREKJONES:IwouldliketoshowittoHazelfordSystems.德里克.琼斯我想让Hazelford系统公司的人看一下Theymightbeabletoprodu__itfor15or
16.他们或许能以15或16的单价生产KATEMCKENNA:Jennycouldyoudosomethingaboutthisfax__chine凯特.麦凯纳詹妮,你能解决一下这台传真机的问题吗?Phonethecompanycan__ltherentalagreementandgetthebestdealyoucanfromanotherfirm.给传真机公司打__,取消租赁协议,跟另外一家公司合作,尽力获得最好的条件Imsickofthis.我烦透这个了JENNYROSS:Hello.ThisisJennyRossofBiburySystems.詹妮.罗斯你好我是Bibury系统公司的詹妮.罗斯Wehiredafax__chinefromyouandIwouldliketocan__lourrentalagreement.我们在你公司租了液体台传真机,我现在要取消租赁协议NoImsorry.不,对不起Iwouldratherjustcan__ltheagreement...我只想取消协议……Nowedidaskyoutosendsomeoneyesterdayanditstillisntworkingproperly.不,我们昨天确实要求你们派人来维修,但还是不能正常工作ImsorrybutIh__etosayno.对不起,我不得不说“不”Yesifyoucouldsendsomeonetocollectittomorrowmorningplease.是的,请你明天上午派人来回收传真机DANNYMCNEIL:NowletsturntotheBigBoss.丹尼.麦克内尔现在我们谈“大老板”的事情Whatisthesoonestyoucandeliver你们最快什么时候可以交货?EDWARDGREEN:Youcanh__ethefirstfivethousandunitsbeforetheendofthemonth.爱德华.格林本月底前你可以得到首批5000件DANNYMCNEIL:Iwanttenthousandbytheendofthemonth.丹尼.麦克内尔月底前我想要1万件EDWARDGREEN:WellMr.Mcneilthatwillbedifficult爱德华.格林麦克内尔先生,这太难了,butasyouh__ebeensounderstandingoverthequestionofpri__Ithinkwecanarrangethat.不过鉴于你在__问题上对我们的理解支持,我认为我们可以安排的DANNYMCNEIL:Whataboutthebalan__oftheorder丹尼.麦克内尔所订购货物之其余部分呢?EDWARDGREEN:Wecandeliverthatinthreeconsig__entsoverthefollowingthreemonths.爱德华.格林我们将在随后的三个月里分三批交货DANNYMCNEIL:Idratherh__eeverythingdeliveredbytheendof__y.丹尼.麦克内尔我宁愿在5月底前你们交清所有货物EDWARDGREEN:IcantpromisetodothatbutIshalldomybest.爱德华.格林我不能保证做到,不过我会尽力MSWONG:FirstofallletmewelcomealltherepresentativesofBiburySystems.黄女士先,让我欢迎所有Bibury系统公司的代表IdliketosaythatweatHazelfordSystemsaredelightedthatyouareconsideringusasafuturesupplier.我想说,Hazelford系统公司很高兴,你们考虑我们作为今后的供应汤PerhapsIcouldbeginbycheckingthateveryonehasacopyoftheagenda或许我该问一下各位是不是都有一份会议议程?AndIdliketoaddoneextraitemifI__ycouldwediscussthequestionofexchangepro__duresafteritemfour如果可以……,我想增加一条,我们能不能在第四项后讨论交易流程的问题,whichlooksatgeneralpaymentconditions涉及大概的付款条件?PARTBSolets__keastart.那我们就开始了Mr.Joneswouldyouliketooutlineyourpositiononthefirstitemontheagenda:technologicalspecifications琼斯先生,请你大体描述一下对议程第一条技术规范的看法,好吗?DEREKJONES:Thankyou.德里克.琼斯谢谢Ithinkthatweneedtoconsideracoupleofoptionswhenwelookatthisquestion...我认为我们对这个问题应该要考虑几个选择……FAXREP:Sothatsfine.传真机代表这样就没问题了Youcansignthecontractwhenwedeliverthe__chine.你们可以在我们送传真机时再签合同JENNYROSS:Howsooncanweexpectdelivery詹妮.罗斯要等多久能送到?FAXREP:WellwouldnextTuesdaybeconvenient传真机代表下周二方便吗?JENNYROSS:Nowereallyneedittoday.詹妮.罗斯不,我们今天就很需要FAXREP:Imafraidthatsjustnotpossible.传真机代表恐怕,这是不可能的JENNYROSS:Wellwhatistheearliestyoucandeliver詹妮.罗斯那么,你们最早什么时候可以送到?FAXREP:WecantdoitbeforeFridayafternoon.传真机代表我们在周五下午前不可能送到JENNYROSS:WellImafraidwereallyneedthe__chinebytomorrowatthelatestorImgoingtoh__etolookelsewhere.詹妮.罗斯恐怕我们最迟明天就要,不行我去找别家了FAXREP:OkayIllseewhatIcando.传真机代表好的,我会看看我能做些什么JENNYROSS:Imsorrybutthatjustisntgoodenough.詹妮.罗斯对不起,不过这还不够Imusth__eaguaranteeofdeliverybytomorrow.我必须有明天交货的保证FAXREP:Illneedtospeaktomyboss.传真机代表我要跟老板说CanIcallyoubackintenminutes我10分钟后再打回给你,好吗?MSWONG:Imsorry.黄女士对不起Thisisaverydifficultsituation.这是个很难的形势Iunderstandyourproblembutyoumustseeourposition.我能理解你们的问题,但你也要看到我们的处境Wethinkthisisaveryexcitingproject我们认为折射个很令人激动的项目,butbecausewecannotfindacompromiseImafraidwecangonofurther.但因为我们不能找到这种的办法,恐怕无法再谈下去了CLIVEHARRIS:Wecannotgohigherthan14for30000units.克莱夫.哈里斯我们生产3万件的成本不能高于14Thatisourfinaloffer.这是我们最后的报价了MSWONG:Butyoumustrealisethatatthispri__our__rginisunac__ptable.黄女士但你要认识到,我们的利润是无法接受的SoIthinkweh__ecoveredalltheitemsontodaysagenda我想我们已经谈过了所有议程上的项目,Iamsorrythatweh__ereachednosolutiononthefinalitemwhichisthe__rk2project.很抱歉未能在最后马克二世这个项目达成解决方案CouldIsuggestthatweadjournfortodayandmeettomorrowmorningattenoclock我建议今天的会议延期,我们明天上午10点再开,好吗?JENNYROSS:IsClivebackyet詹妮.罗斯克莱夫回来了吗?GERALDINE:Hephonedabouttwentyminutesago--saidhewasonhisway.杰拉尔丁他大约20分钟前打过__--他说在路上了Hedidntsoundveryhappy.听起来,他不怎么高兴JENNYROSS:Ohdear.詹妮.罗斯哦,天啊Iwantedtoaskhimabouttakingacoupleofdaysoff.我还想向他请几天假呢GERALDINE:Idsuggestthatyouwait.杰拉尔丁我建议你还是等等Idontthinkthat...我认为,不该……GERALDINE:OhMr.Harristheresamessagefrom...杰拉尔丁哦,哈里斯先生有你的留言,来自……CLIVEHARRIS:GeraldineIminameetingwithDerek.克莱夫.哈里斯杰拉尔丁,我在和德里克开会Holdallmycalls.我不接任何__JENNYROSS:Iseewhatyoumean!詹妮.罗斯明白了!GERALDINE:IveneverseenDereklooksoangry.杰拉尔丁我还没看过德里克这么生气过Whatsgoingon发生了什么事?JENNYROSS:Idontknow.詹妮.罗斯不知道H__etheyhadanargument他们争吵了吗?KATEMCKENNA:Well!Thatwasaninterestingjourney!凯特.麦凯纳好啊!!真是有趣啊!Twentyminutesoftotalsilen__.总共沉默了20分钟JENNYROSS:Whatsgoingon詹妮.罗斯发生了什么事?KATEMCKENNA:Ithinkthewordtodescribethesituationiseadlock.凯特.麦凯纳我想现在的情况可以用“僵局”来形容CLIVEHARRIS:Derekyouarebeingunreasonable.克莱夫.哈里斯德里克,你是在无理取闹DEREKJONES:MeWhywontyoumoveonfourteen德里克.琼斯我?你___不提到14?CLIVEHARRIS:Derekweh__ebeenthroughthis.克莱夫.哈里斯德里克,关于这一点我们已经谈过了Weh__eagreedournegotiatingposition.我们已经同意了谈判的立场DEREKJONES:Ih__eneveragreedtothisposition.德里克.琼斯我从未同意过这个立场Wearentofferinganyflexibility.我们不做任何调整Theyh__etoprotecttheir__rgins.他们一定要保护他们的利润CLIVEHARRIS:Thenwecantdotheproject.克莱夫.哈里斯那么我们就不能做我们的项目了DEREKJONES:Thatsyourdecisionisit德里克.琼斯这是你的决定,是吗?CLIVEHARRIS:DerekIh__enochoi__.克莱夫.哈里斯德里克,我别物选择DEREKJONES:ImsorryClive.Icantac__ptthat.德里克.琼斯对不起,克莱夫我不能接受CLIVEHARRIS:Whatareyousaying克莱夫.哈里斯你说什么?DEREKJONES:Imgivinginmyresignation.德里克.琼斯我要辞职CLIVEHARRIS:Thatsridiculous.克莱夫.哈里斯太荒谬了Youretired.Sleeponitandwelltalkinthemorning.你累了先睡一觉,我们明早再谈Lesson20Concludingadeal第__课达成交易REACHINGAGREEMENT取得一致SUM__RIZINGWHATYOUH__EDONE进行归纳CONCLUDINGANEGOTIATION结束谈判PARTADEREKJONES:Ih__ebeenwithBiburySystemsfortwelveyears.德里克.琼斯我在Bibury系统公司12年了Ih__egiventhecompany100%commitment.给了公司100%的投入Ifeelverydisappointedthatyouareunabletosupportmeonthisproject.我很失望,你们不能在这个项目上支持我Iknowthatthe__rk2willworkanditwillsell.我知道马克二世会成功,会畅销Iintendtostartlookingforacompanythatvaluesnewideas.我想开始找家重视新想法的公司CLIVEHARRIS:Derektheremustbeawayroundthis.克莱夫.哈里斯德里克,肯定会有解决办法的Iknowhowyoufeel.我知道你的__AndIdovalueyourcontribution.我也确实重视你的贡献ToproveitImgoingtoincreaseyourresearchbudget...为了证明,我会增加你的研发预算……DEREKJONES:ThatsnotthepointClive...德里克.琼斯这个不是问题所在,克莱夫…CLIVEHARRIS:CliveHarris.克莱夫.哈里斯克莱夫·哈里斯YesputherthroughSally--goodmorning.是的,转过来萨利--早上好Yesheis.是的,他在Justaminute.请稍等ItsSallyWong.Shewantstotalktoyou.是萨利.黄她想跟你通话DONBRADLEY:EdwardIvelookedthroughthedraftcontractwithEro__rt.堂.布拉德利爱德华,我看过了和Ero__rt的合同草稿Iseeyouvecoveredpackaginginsuran__latedeliverypenalties...我看到你包括了包装、保险、交货延误的罚款……andyoudidwellto__kehimagreetobemoreflexibleovertermsofpayment.你能使他在支付条款上更为灵活,做的很好Welldone.Nowwecangetthecontractfinalised.真棒现在我们可以最终确定合同的文稿了EDWARDGREEN:BeforeIgocanweh__eachat爱德华.格林我走之前,我们能谈一下吗?DONBRADLEY:Sure.Whatabout堂.布拉德利当然关于什么的?EDWARDGREEN:DonIh__ebeenwithBiburySystemsfor6monthsnowandIdliketotalkaboutmyfuture.爱德华.格林堂,我现在到Bibury系统公司6个月了,我想谈一下我的未来MSWONG:ImterriblysorrytoaskyoutocomehereearlybutIh__eaproposalthatcouldbenefitbothofus.黄女士非常抱歉要求你提前来这里,不过我有个提议,对双方会都有利CouldIsuggestthatwelookatthesedesignsagain我建议大家再看一下这些设计,好吗?ParticularlyIwantyoutolookattheinte_____betweenthereleasemechani__andthescanner.我特别请大家看释放机械和扫描器之间的界面Ibelievethatwecan__kethepro__ss______r.我相信可以使整个程序更简单DEREKJONES:No.Ih__ebeenthroughthis__nytimes.德里克.琼斯不可能我想过很多次了MSWONG:Iamsorryifyoucouldjustbearwithmeasecond...黄女士对不起,请你再给我一会儿时间……Ispentalllastnightworryingaboutthis.我昨天整晚都在为此担忧Ibelievetheconclusionofyesterdaysmeetingwasveryunfortunate.我相信昨天会议的结局是很令人遗憾的IwantedtofindawayforwardandIthinkIh__e.我想找出一个可行的方法,我认为我找到了Thescannerdoesnotneedtobepoweredfromthesamesour__.扫描器不必由同一个能源供应Thatmeansitcanbeprodu__dseparately.这就意味着可以分开生产DEREKJONES:Nononoits...德里克.琼斯不,不,不这……Youreright.你是正确的Thisisbrilliant.这太高明了MSWONG:Itsreallyvery______.黄女士其实很简单DONBRADLEY:Isthereaproblem堂.布拉德利有问题吗?Arentyouhappyhere大家还不高兴吗?EDWARDGREEN:Yes.ButIwouldliketoknowwhatplansyouh__eforme.爱德华.格林是很高兴不过,我想知道你对我的计划IfeelIve__degoodprogresshereoverthelastsixmonths.我认为在过去的6个月里我在这里取得了很好的成果Whatdoyouthink你认为怎么样?DONBRADLEY:Iagree.堂.布拉德利我同意Wereveryhappywithwhatyouh__edone.我们很高兴你所做的一切Ofcourseyoudid__keafewmistakesespeciallyearlyon当然,你确实犯了几个错,尤其是最初,butgenerallyIseeyouasanimportantpartoftheteamandImsureKategoesalongwiththat.不过总起来我认为你是整个团队重要的一部分,我确信凯特也同意这一点EDWARDGREEN:Thatsgoodtohearthankyou.爱德华.格林很高兴听到你这么说,谢谢PARTBEDWARDGREEN:Thatsgoodtohearthankyou.爱德华.格林很高兴听到你这么说,谢谢IfeelIvelearnedalothereinthelastsixmonths.我感觉在过去的6个月里,我在这里学到了很多ObviouslysixmonthsagoIcouldnth__enegotiatedalargedealwithEron__rt...butnowIcan.很明显,6个月前我根本不可能和Eron__rt谈成这么大的生意……但现在我可以了DONBRADLEY:LetsbeopenhereEdward.堂.布拉德利我们还是有话直说吧,爱德华Arewetalkingaboutsalary我们要谈的是不是薪水?EDWARDGREEN:ItsnotjustaquestionofmoneyDon.爱德华.格林堂,不只是钱的问题Iwanttolookatthewholepackage.我想要的是整个薪酬体系Itssalaryperfor__n__-relatedbonusacompanychargecardanexpenseaccountacarandamoreresponsibleposition.包括薪水、绩效奖金、一张公司签帐卡、一个公款支付帐户、一辆车和一个更加重要的职位DONBRADLEY:Ithinkweshouldsitdowndontyou堂.布拉德利我想我们还是坐下来谈,好吗?MSWONG:Iamveryhappythatweh__ebeenabletoovercomethedifficulties.黄女士我很高兴我们可以克服困难Ithinkournegotiationsh__ebeenverysuc__ssfulandasaresultweareinapositiontomoveforwardwithhisproject.我认为我们的谈判很成功,所以我们可以继续跟进这个项目CLIVEHARRIS:IwouldliketothankSallyWongforheroutstandingcontributiontothisproject.克莱夫.哈里斯我要感谢萨利.黄对这个项目所做出的贡献DEREKJONES:Herehere.德里克.琼斯同感,同感CLIVEHARRIS:Shehasworkedveryhardtofindasolutiontowhatseemedanimpossibleproblem.克莱夫.哈里斯她非常努力地寻找一个似乎不可能解决难题的解决办法MSWONG:Thankyou.Ithinkthe__rk2isaveryexcitingcon__pt.黄女士谢谢我认为马克二世是个很激动人心的概念Perhapsweshouldspendsometimesum__rizingandclarifyingwhatweh__eagreed...或许我们该花些时间来总结和确认一下我们所达成的事情……DONBRADLEY:EdwardifyouinsistonthecarthenIcantofferyousuchalargesalaryincrease堂.布拉德利爱德华,如果你坚持要车的话,那我就不能给你增加这个高的薪水了,andwellh__etofindsomecompromiseontheperfor__n__-relatedbonus.并且我们要在绩效奖金这方面找到双方都可接受的方式EDWARDGREEN:IthinkIamworththesalary.爱德华.格林我认为,我是值得拿这份薪水的DONBRADLEY:Impreparedtoofferyoualargerbonusbutifyouac__ptthatthenyouh__etoac__pta__allersalaryincrease.堂.布拉德利我准备给你更大的奖金,不过如果你接受的话,你就得接受低些的薪水EDWARDGREEN:Couldyoubemoreprecise爱德华.格林你能不能更精确一点儿?DONBRADLEY:Ifyouac__ptafifteenper__ntincreaseinsalarythenIcanaddanextrafiveper__ntonthatbonusfigure.堂.布拉德利如果你接受薪水增加15%,我就可以在奖金数上再额外增加5%Thatrepresentsafortyper__ntincreasenextyear.这就表示明年会有40%的增加Ifyou__keyourtargets.如果你完成业务目标EDWARDGREEN:Okayifyou__kethataseventeenper__ntsalaryincreaseIthinkwecanreachagreement.爱德华.格林好的,如果薪水增加17%,我想我们就可以达成一致了DONBRADLEY:Okay.堂.布拉德利好的CLIVEHARRIS:Sallyweverymuchappreciateyoureffortsto__kethisproductpossible.克莱夫.哈里斯萨利,我们很感激你促成这个产品的实现Ih__ea__alltokenofourgratitudewhichIwouldlikeyoutoh__e.我有一点小礼物表达我们的谢意,请你接受MSWONG:Thisisverykindofyou.黄女士你太好了EDWARDGREEN:Whichjustle__esthe__tterofthecar.爱德华.格林这就是说只剩下车的问题了DONBRADLEY:ButEdwardIsaidthesalaryincreasewasconditionalonyou__kingacon__ssiononthecar.堂.布拉德利但是爱德华,我说过了薪水增加是以你在车的方面做出妥协为条件的EDWARDGREEN:Illac__pta__allercar.爱德华.格林我可以接受小点的车DONBRADLEY:Alright.堂.布拉德利好吧Nowletsgothroughthesepointson__more.现在我们再过一遍这些要点Cliveisgoingtokillme.克莱夫会杀了我的WheredidyoulearntonegotiateEdward爱德华,你是在哪儿学的谈判技巧啊?EDWARDGREEN:YoutaughtmeeverythingIknowDon.爱德华.格林堂,我所有的都是你教的啊JENNYROSS:GoodnightGeraldine.詹妮.罗斯杰拉尔丁,再见GERALDINE:Goodnight.杰拉尔丁再见。