商業(yè)書信英語第三單元
[00:00.00]Relevant Knowledge
[00:01.02]相關(guān)知識(shí)
[00:02.04]A quotation is a promise to supply goods on the terms stated .It is taken as a non-firm offer.
[00:06.43]報(bào)價(jià)是一種按約定條件供貨的承諾，被認(rèn)為是一種虛盤。
[00:10.81]he prospective buyer is under no oblugation to buy the goods for which a quotation is requested,
[00:13.88]請(qǐng)求報(bào)價(jià)之后，未來買主沒有義務(wù)非買不可，
[00:16.95]while the seller is not bound to sell what has been previously quoted if he later decides not to do.
[00:20.06]如果賣方后來決定不賣，他也沒有義務(wù)一定賣以前報(bào)過價(jià)的商品。
[00:23.17]A quotation in not legally binding thought it contains some qualifying words which function as firm offer do.
[00:27.79]報(bào)價(jià)并不具有法律約束力，盡管它也像實(shí)盤那樣用某些字斟句酌的語言。
[00:32.42]An efficient quotation included the following parts:an expreeeion of thanks for the inquiry,if there is previous inquiry;name of goods,quality,quantity and specifications;
[00:39.64]好的報(bào)價(jià)應(yīng)包括以下部分：對(duì)以前的詢價(jià)表示感謝;所報(bào)商品的名稱、質(zhì)量、數(shù)量和規(guī)格;
[00:46.86]details of prices,discounts and ters of payment;clear indication of what the peices cover,e.g.packing,transport,agents' commission,insurances;
[00:54.02]有關(guān)價(jià)格、折扣和付款條件的細(xì)則;詳細(xì)標(biāo)明價(jià)款所包括的方面，比如：包裝、運(yùn)費(fèi)、代理商的傭金、保險(xiǎn)費(fèi)等;
[01:01.18]an undertaking as to packing and date of delivery ;anexpression of hope that the quotation will be accepted.
[01:05.28]預(yù)定包裝、交貨日期;希望報(bào)價(jià)被接受，等等。
[01:09.38]Simply spesking,an offer is the reply made by a seller to the inquiry by a buyer.
[01:12.49]簡(jiǎn)而言之，報(bào)價(jià)是賣方對(duì)買方詢價(jià)的回復(fù)。
[01:15.60]It has also been the practice for the seller to sell his goods to his regular customers and to new customers who may have interest wothout waiting for an inquiry.
[01:21.10]對(duì)于老客戶或?qū)ι唐酚信d趣的新客戶，賣方為銷售自己的商品可以不等對(duì)方詢盤即發(fā)出報(bào)盤，這也是常用的一種做法
[01:26.60]It must be communicated to the offeree and must clearly undertake a performance definite as to all essential terms.
[01:31.83]報(bào)盤必須有明確的受盤人，報(bào)盤的所有主要內(nèi)容必須十分確定。
[01:37.07]Firm offers are make when a seller promises to sell goods at a stated price and within a stated time.
[01:41.32]當(dāng)賣方承諾按規(guī)定的條件在規(guī)定的時(shí)間內(nèi)售出商品時(shí)，他就會(huì)發(fā)出實(shí)盤。
[01:45.56]A price quotation is not an offer due to lacking an express promise to sell.
[01:48.70]報(bào)價(jià)因?yàn)闆]有承諾出售，所以它不是報(bào)盤。
[01:51.83]Like advertisements ,catalogues,and circular letters ,it invites buyers' offers or orders ,but they do not make them.
[01:56.92]正像廣告、價(jià)格目錄和通函一樣，他邀請(qǐng)買方的報(bào)盤或訂單。
[02:02.02]A price quotation is not a legally binding promise.
[02:03.98]報(bào)價(jià)并不是一種具有約束力的承諾。
[02:05.94]But if it is made subjest to certain condition of acceptance like with the words.
[02:08.84]但是報(bào)價(jià)如果附有某些接受條件如：
[02:11.74]for acceptance within 5 days,this quotation is valid for 31 days or similar qualifying words ,it will turn into somewhat of a firm offer.
[02:17.57]必須在5天之內(nèi)接受、此報(bào)價(jià)有效期31天或類似的有效文字，報(bào)價(jià)就某種程度地成為一個(gè)實(shí)盤。
[02:23.41]A firm offer is a contractual obligation.
[02:25.41]實(shí)盤是一種契約義務(wù)。
[02:27.41]Therefore ,once it had been accepted unconditionally within the term of validity it cannot be withdrawn.
[02:31.17]因此，一旦在有效期內(nèi)被無條件地接受就不可以撤回。
[02:34.93]Firm offers should be provided with two major requirements.
[02:37.04]實(shí)盤必須具備兩個(gè)條件：
[02:39.14]First,in firm offers the writer encloses complete,affirmative,specific,terms of business.
[02:42.32]第一，實(shí)盤中各項(xiàng)條款必須完整、肯定、明確。
[02:45.51]The major condition of the contract are required as to names of goods,Quality,specification,prices,quantity,time of delivery,shipping,terms of payment,packing and insurance.
[02:52.60]合同的要件必須包括商品的名稱、質(zhì)量、規(guī)格、數(shù)量、交貨時(shí)間、裝運(yùn)、付款條件、包裝、保險(xiǎn)等等。
[02:59.70]In the case of the regular customers ,as the twwo sides are aeare of the habitual practices which has come into being in a loing-term cooperation they needn't negotiate all the detal\il one by one.
[03:07.40]對(duì)于老顧客，由于長(zhǎng)期的合作，彼此對(duì)已形成的習(xí)慣做法非常熟悉，則不需要再逐條談判合同細(xì)則。
[03:15.11]instead ,they put it briefly with words Other terms and conditions same as usual.
[03:18.19]而只是簡(jiǎn)單地在合同中加入其他條件不變的文字。
[03:21.27]Second,the beginning and the ending sate and place of the valifity must be given.
[03:23.31]第二，必須明確有效起始時(shí)間、地點(diǎn)。
[03:25.35]For an offer will lose its binding force if it goes beyond the validity date.
[03:27.91]超過有效日期，報(bào)盤則失去約束力。
[03:30.47]If the offeree disagree the terms from the offerer partly or completely
[03:33.77]如果受盤人部分地或完全地不同意發(fā)盤人的條件，
[03:37.08]he may make a counter offer in which he may show dissatisfaction as to the price,or the date of delivery,or terms of payment and make modifications instead.
[03:44.90]他可以還盤，對(duì)價(jià)格、送貨日期、或支付條件表示不滿，并提出修改意見。
[03:52.72]A counter offer must be written very explicicitly and very carefully in order to avoid misunderstanding.
[03:56.77]為避免發(fā)生誤解，寫還盤信時(shí)必須明確而謹(jǐn)慎。
[04:00.82]A sales leter is a means of advertising.
[04:02.99]推銷信是廣告的一種方式。
[04:05.16]Its purpose is to sell particular kinds of goods or services to selected eypes of customers.
[04:08.57]其目的是向某些特定的客戶推銷某些商品的服務(wù)。
[04:11.98]A competent seles letter catches readers' attention all at once to what the writer is saying and makes them eager to try the product.
[04:17.15]一封好的推銷信令讀者第一眼就被其推銷的產(chǎn)品深深吸引而急于嘗試這一產(chǎn)品。
[04:22.32]try any ways to convince the readers that the product is well worth your claims.
[04:25.06]想辦法說服客戶相信你所推銷的產(chǎn)品的確符合推銷信所言。
[04:27.81]Showing round the factory and or the showroom ,goods on approval are relatively advisable.
[04:31.44]可以邀請(qǐng)客戶參觀工廠和展覽室，得到認(rèn)可的產(chǎn)品相對(duì)比較容易推薦。
[04:35.07]Is the cloding paragraph you should induce the readers to follow your advice practically.
[04:37.85]在推銷信的最后一段，不妨勸誘客戶行動(dòng)起來，采納你的建議。
[04:40.63]Put it your mind throughtout writing the sales letter that an order of the product is being expected to follow.
[04:44.80]在寫作的推銷信的整個(gè)過程中，不要忘記你的期望是訂單緊隨其后。
[04:48.97]So providing with a good excuse in the closing paragraph is indispensable for readers to answer your leter.
[04:53.59]因此要給客戶提供必須給你的回信的最好的理由。
[04:58.21]Opening Sentence
[04:59.32]開篇語
[05:00.43]We know your firm ,through your advertising in an English newspaper China Daily,id leading exporter of textiles ,if yourprice is acceptablel eithout sacrificing the quality,we can close a deal.
[05:09.17]我們從中國(guó)日?qǐng)?bào)上的了解到貴公司為紡織口主要出口公司，如你們的質(zhì)量上乘并且價(jià)格可以接受，我們可以成交。
[05:17.91]We have studied your offer carefully and consulted our home office and find your price is 5 percent higher than thise offered by other suppliers.
[05:23.66]我們仔細(xì)研究了你們的報(bào)價(jià)并匯報(bào)了總部，認(rèn)為你方價(jià)格比其他供貨商商出5%。
[05:29.40]As a leading trading company,we have well-established distribution channels ,enabling us to place a substantial order,would you please first give us an indication of price.
[05:35.96]作為一家大型貿(mào)易公司，我們建立了完善的分銷渠道，所以可以大量訂貨，你們可以給出指示價(jià)格嗎?
[05:42.52]We are informed in your leter of 3 February that ourprice for the work is too high to work on,since French goods are being offered to you at a price approximately 5% lower than that quoted by us.
[05:49.87]我們收到你方2月3日信函，并獲悉你方認(rèn)為對(duì)此商品，我方報(bào)價(jià)太高，而法國(guó)商品的報(bào)價(jià)比我方你將近5%。
[05:57.22]Thank you for your inquiry of 1 June and,as requested,we enclose samples of different patterns of crockey.We are pleased to quote as follows:
[06:02.79]感謝你方6月1日的詢函，根據(jù)要求，茲附各種式樣陶器的樣品，并非常高興作如下報(bào)價(jià)：
[06:08.35]Your inquiry of 7 December is now having our attention and we will let you have our ofer in a few days.
[06:12.61]貴方12月7日的詢價(jià)已收悉，幾天后我們將給你方發(fā)盤。
[06:16.87]We have lately received many requests for your hats and have good reason to believe that we could place regular orders with you provused you offer competitive perices.
[06:22.73]最近我們收到許多要求貴公司制造的帽子的來函，相信如果貴方提出的價(jià)格具有競(jìng)爭(zhēng)性，我們能夠予以定期訂單。
[06:28.60]I am sorry to find that we have not received an order from you over long time.
[06:31.82]非常遣憾地發(fā)現(xiàn)我們已有很長(zhǎng)時(shí)間沒有收到貴方的訂單了。
[06:35.05]Middle Part
[06:36.13]中間部分
[06:37.22]All quotation are subject to our final confirmation.
[06:39.36]所以報(bào)價(jià)以我們的最后確認(rèn)為準(zhǔn)。
[06:41.50]Please note that we have quited our most favorable price and are unable to entertain any counter offer.
[06:45.84]請(qǐng)注意到我們已報(bào)最優(yōu)惠價(jià)格，無法考慮任何還盤。
[06:50.17]Though we do not doubt what you say,we are of the opinion that the quality of other makes does not measure up to ours.
[06:54.77]盡管我們不懷疑你們所說的，但是我們?nèi)哉J(rèn)為別的公司的產(chǎn)品的質(zhì)量比不上我們的產(chǎn)品質(zhì)量。
[06:59.37]We agree to your proposed terms for this transaction in order to strengthen our relations.
[07:02.73]為了加強(qiáng)我們之間的合作關(guān)系，我們同意你方提出的此次交易的條件。
[07:06.08]Please do not hesitate to make good use of this limited offer.
[07:08.83]請(qǐng)不要遲疑，趕快充分利用此次時(shí)間有限的供貨。
[07:11.57]We hope that your prices will be workable and the business will materialize to our mutual advantage.
[07:15.21]希望你方的價(jià)格是可行的，我們的生意能實(shí)現(xiàn)對(duì)對(duì)方互利。
[07:18.86]Desirous as we are to expand our business with you,we fell very regretful that we cann't accept your counter offer or even meet you half way.
[07:24.60]盡管我方很想擴(kuò)大與你方的貿(mào)易，但是我們還是感到非常遺憾，我方不能接受你們的還盤，甚至不能作出一半讓價(jià)。
[07:30.35]Our products are popular not only because they have light weight ,but also durability after being apecially treated.
[07:35.22]我們的產(chǎn)品很暢銷，不僅由于重量輕，還因?yàn)榻?jīng)過特殊處理后更加經(jīng)久耐用。
[07:40.09]As regards sportswear shirts ans wash-and-wear cotton shirts ,we would inform you that 10 parcels we have at present are under offer elsewhere.
[07:45.45]我們通知你方，關(guān)于運(yùn)動(dòng)衫和洗后不慰棉布襯衫，有10包目前正在給別處報(bào)盤。
[07:50.80]These hats are of superior quality and can be supplied in range of designs and colors wide enough to meet the rrquirements of your customers.
[07:55.89]這些帽子質(zhì)量上乘，式樣多種顏色各異，足以滿足貴公司顧客需求。
[08:00.97]Closing Sentence
[08:02.26]結(jié)束語
[08:03.55]We can promise delivery within 5 days feom receiving your order,and hope you will find both samples and peices satisfactory.
[08:08.36]我們保證收到訂單5天內(nèi)發(fā)貨，希望樣品和價(jià)格都能使你方滿意。
[08:13.17]However you may avail yourselves of the advantage of this strengthening market if you will send us an immediate reply.
[08:17.76]只要你方迅速回復(fù)我們，無論如何，你們都可以利用這個(gè)迅速增強(qiáng)的市場(chǎng)。
[08:22.36]We are giving you the first chance in view of your previous order,but we should appreciate a prompt reply so that we can put the offer out in the event of your not being interested.
[08:29.01]考慮到你方以前的訂單，我們給你方首選的機(jī)會(huì)，但是我們希望你方迅速答復(fù)以便萬一你方?jīng)]有興趣，我們可以向別的客戶普遍發(fā)盤。
[08:35.66]We feel sure you will dind a ready sale for this excellent material,and that you customers will be well satisfied with it.
[08:40.76]我們相信，你方會(huì)發(fā)現(xiàn)這種優(yōu)質(zhì)材料銷路很好，你們的顧客會(huì)對(duì)此滿意。
[08:45.87]We hope these terms are satisfactory to you and look forward to the pleasure of your order.
[08:48.74]我們希望這些條件能使你方滿意，并愉快地等候你們的訂單。
[08:51.62]Appreciation of Selected Business Letters
[08:53.43]商業(yè)書信精選實(shí)例賞析
[08:55.25]Dear Sirs:
[08:56.12]尊敬的各位先生，
[08:57.00]We trust you recrived our catalogue,price-list and brochure,sent to you on the 18 October.
[09:00.23]相信貴方已經(jīng)收到我公司10月18日寄出的目錄、價(jià)目表以及小冊(cè)子。
[09:03.45]We have forwarded under separate cover a list of price reductions available.
[09:05.99]另外，我們還分封寄出降價(jià)商品清單一份。
[09:08.52]We would like to inform you especially of price reduction for our office furniture,which came into effect on November 1.
[09:13.44]尤其要向您提及的是辦公家具也折價(jià)，新的價(jià)格將從11月1日起執(zhí)行。
[09:18.37]These price reductions were made possible by currency fluctuations,
[09:21.38]降價(jià)之所以成為可能是因?yàn)樨泿诺母?dòng)，
[09:24.40]in particular with the decline in the value of sterling against most major currencies.
[09:27.30]尤其是英國(guó)對(duì)其它貨幣的價(jià)值下跌。
[09:30.20]The price reductions apply to other markets in Europe,so we expect demand to increase.
[09:34.22]該降價(jià)也適用于歐洲其它市場(chǎng)，我們預(yù)期需求量會(huì)隨之上升。
[09:38.25]this may mean our limited stocks may become depleted.
[09:40.30]這就意味著庫(kù)存量會(huì)變得匱乏。
[09:42.35]To avoid delay in dispatch perhaps you would like to order as soon as possible.
[09:44.86]為避免延遲發(fā)貨，您也許會(huì)遲早下訂單。
[09:47.36]A fax message would be the best method of communication,since we could then beginst pack the required goods ready fir dispach.
[09:52.29]傳真興許是最好的聯(lián)系方式，因?yàn)橐毁故盏絺髡?，我們就可將所需物品包裝以便發(fā)貨。
[09:57.21]Yours truly.
[09:58.32]您真誠(chéng)的。
[09:59.43]Words and Expressions:
[10:00.45]單詞和短語
[10:01.47]solid tyre
[10:02.64]固體輪胎
[10:03.82]air-filled tyre-punctures
[10:05.54]充氣輪胎
[10:07.27]racing car driver
[10:08.42]賽車手
[10:09.57]test driver
[10:10.53]試車員
[10:11.50]dealers
[10:12.13]銷售商
[10:12.75]manufacturers
[10:13.86]生產(chǎn)商，廠商
[10:14.97]Dear Mr.Wood
[10:16.03]伍德先生，
[10:17.09]Reports from all over the world confirm what we have always known that the RELIANCE solid tyre is the fulfillment of every car owner's dream.
[10:24.00]來自全世界各地的報(bào)告都證實(shí)我們已經(jīng)知道的一個(gè)事實(shí)即"信賴"牌固體輪胎實(shí)現(xiàn)了所有車主的夢(mèng)想。
[10:30.91]You will naturally be well aware of the weakness of the ordinary air-filled tyre-punctures,split outer covers under sudden stress,and a tendency to skid on wet road surfaces ,
[10:38.84]您肯定清楚一般充氣輪胎的缺陷，在突然重壓下外胎會(huì)裂開，路面潮濕時(shí)會(huì)打滑等等，
[10:46.77]to mention only a few motorists' main complaints.
[10:48.84]在此只列舉車主們的幾項(xiàng)抱怨。
[10:50.92]Our RELIANCE tyre enables you to offer your customers a tyre which is beyond criticism in those vital qualities of road--holding and reliability.
[10:57.45]我們的"信賴"牌固體輪胎能夠?yàn)轭櫩吞峁o可挑剔的輪胎，尤其是在路況惡劣時(shí)，該輪胎穩(wěn)固可靠。
[11:03.98]We could tell you a lot more about RELIANCE tyres,but would prefer you to read the enclosed copies of reports from racing car driver,test drivers and motor dealers and manufacturers.
[11:12.18]關(guān)于"信賴"牌輪胎我們可以告知您很多，但我們還是愿意您親自閱讀本函附寄的賽車手、車輛測(cè)試人員、機(jī)動(dòng)車經(jīng)銷商以及制造商們的報(bào)告。
[11:20.39]These reports really speak for themselves.
[11:22.31]事實(shí)勝于雄辯，這些報(bào)告無疑都是很好的證明。
[11:24.23]You are already aware of our terms of dealing,but to encourage you to hold a stock of the new solid RELIANCE ,we are pleased to offer you a special discount or 3% on any order recrived by 31 July.
[11:32.61]您肯定清楚我們的交易方式，為使您有將該新型的固體輪胎備現(xiàn)貨，我們很高興向您保證在7月31日前接受的訂單均享有3%的折扣優(yōu)惠。
[11:41.00]Yours sincerely.
[11:41.84]您真誠(chéng)的，
[11:42.69]Gentlemen
[11:43.27]敬啟者，
[11:43.84]The enclosed new price list reveals a number of increases.
[11:45.84]奉上新價(jià)目單，其中不免有若干項(xiàng)略有提高。
[11:47.84]A few figures will quickly tell you why these quotation leave us a reasonable margin of profit.
[11:51.20]僅舉少數(shù)數(shù)字，便不難立即顯示，為何此等報(bào)價(jià)使我方獲利甚薄。
[11:54.55]Today our overheads are 40% per cent higher than a year ago.
[11:56.84]目前本公司之維持費(fèi)用已較一年前提高四成。
[11:59.12]Of the more than one hundred ingredients we utilize,not a single one has failed to advance in cost.
[12:03.37]本公司所用原料一百余種，無一而非成本提高者。
[12:07.61]The range of these increases runs from 20 to 60 per cent.
[12:09.69]其增設(shè)率為兩成至六成。
[12:11.77]To keep in step with these wide spread increases,we have had to raise our prices accordingly.
[12:15.53]為配合此種成本普遍增高情形，我們也必須提高價(jià)格。
[12:19.29]I am sure you will understand.
[12:20.52]事非得已，請(qǐng)諒解。
[12:21.75]Truly yours.
[12:22.57]您真誠(chéng)的，
