外貿(mào)實(shí)務(wù)口語(yǔ)句型及對(duì)話（6）

　　Unit 6 Price價(jià)格

　　Brief Introduction

　　對(duì)外貿(mào)易中的商品單價(jià)通常由四個(gè)部分組成，即計(jì)量單位、單位價(jià)格、計(jì)價(jià)貨幣和價(jià)格術(shù)語(yǔ)。

　　國(guó)際貿(mào)易中使用的價(jià)格術(shù)語(yǔ)很多，其中以 F.O.B、C.I.F、及C.F.R三種價(jià)格術(shù)語(yǔ)最為常用。對(duì)于這三種價(jià)格術(shù)語(yǔ)，國(guó)際上有多種解釋，現(xiàn)將這三種價(jià)格術(shù)語(yǔ)扼要解釋如下：

　　1.F.O.B 該價(jià)格叫裝運(yùn)港船上交貨價(jià)，簡(jiǎn)稱“船上交貨”。F.O.B是 Free On Board的縮寫。采用這一價(jià)格術(shù)語(yǔ)時(shí)要在其后注明裝運(yùn)港名稱。

　　2.C.I.F 該價(jià)格叫成本加保險(xiǎn)費(fèi)、運(yùn)費(fèi)價(jià)。C.I.F是Cost Insurance Freight的縮寫。采用這種價(jià)格術(shù)語(yǔ)的時(shí)候，應(yīng)在C.I.F后注明目的港名稱。

　　3.C.F.R該價(jià)格叫成本加運(yùn)費(fèi)價(jià)。采用這種價(jià)格術(shù)語(yǔ)時(shí)，也應(yīng)在 C.F.R后注明目的港名稱。

　　Basic Expressions

　　1. If you can reduce the price by 5%, we shall be able to order 200 metric tons.

　　如果你方能降價(jià)百分之五，我們將訂購(gòu)二百公噸。

　　2. Business is possible if you increase the price by 2%.

　　如果你方提價(jià)百分之二，交易才有可能。

　　3. We are not interested unless your price is reduced to a level in line with the market price.

　　除非你們把價(jià)格降到與市場(chǎng)價(jià)格相等，否則我們不感興趣。

　　4. We have been informed that the current price on your side is much higher than what you say.

　　我們聽(tīng)說(shuō)你方的現(xiàn)行價(jià)比你方所說(shuō)的要高很多。

　　5. Sellers decide to wait no matter when the price picks up. 不管價(jià)格何時(shí)回升，賣方?jīng)Q定再等一等。

　　6. Our prices are highly competitive when you consider quality.

　　如果你們考慮一下質(zhì)量的話，我們的價(jià)格是很有競(jìng)爭(zhēng)性的。

　　7. Our price is net without commission.

　　我們的價(jià)格是凈價(jià)，不含傭金。

　　8. To meet your requirements, we would like to reduce our price by 2%, which, I hope, will be satisfactory to you.

　　為滿足你方要求，我們?cè)附祪r(jià)百分之二,希望能令你們滿意。

　　9. I’m awfully sorry. This is our floor price. If you find it unworkable, we may as well call the deal off.

　　很遺憾，這是我們的底價(jià)。如果你覺(jué)得價(jià)格不可行，我們只好取消這筆交易。

　　10. Will you please quote F.O.B Brussels in U.S. dollar?

　　請(qǐng)你們以美元、布魯塞爾離岸價(jià)報(bào)價(jià)。

　　11. It’s better for us to have a talk on price terms, because it is one of the key points in our dealings.

　　我們最好先談價(jià)格條件，因?yàn)樗亲錾獾囊粋€(gè)關(guān)鍵。

　　12. I’ll have to consult my home office before I can give you a definite answer on the price terms.

　　在答復(fù)你方有關(guān)價(jià)格條件之前，我得先跟我們國(guó)內(nèi)公司聯(lián)系一下。

　　Conversations

　　Dialogue 1

　　A: I’ve come to hear about your offer for bristles.

　　B: We have the offer ready for you. Let me see ... here it is. 100 cases Houston Bristles, 57 mm, at 10 pounds sterling per kilogram, C.I.F

　　European Main Ports, for shipment in June 2001. The offer is valid for five days.

　　A: Why, your price has soared. It’s almost 25% higher than last year’s. It would be impossible for us to push any sales at such a price.

　　B: I’m a little surprised to hear you say that. You know very well that markets for bristles have gone up a great deal in recent months. The price we offer compares favorably with quotations you can get elsewhere.

　　-- 我是來(lái)聽(tīng)取你們對(duì)豬鬃的報(bào)盤。

　　-- 我們已為你準(zhǔn)備好了報(bào)盤。讓我找一找，啊，在這里，100箱57毫 米休斯敦豬鬃，每公斤成本加運(yùn)費(fèi)保險(xiǎn)費(fèi)到歐洲主要口岸價(jià)10英 鎊，2001年6月交貨。報(bào)盤五天有效。

　　-- 為什么你方的價(jià)格猛漲，幾乎比去年高出25%?按這種價(jià)格，我方 實(shí)在難以銷售。

　　-- 你這樣說(shuō)讓我有點(diǎn)驚訝。近月來(lái)豬鬃市價(jià)漲了很多。我方所報(bào)的價(jià)格與你從別處能獲得的價(jià)格相比，是較為便宜的。

　　A: I’m afraid I can’t agree with you there. I must point out your price is higher than some of the quotations we’ve received from other sources.

　　B: But you must take the quality into consideration. Everyone in the trade knows that US’s bristles are of superior quality to those from other countries.

　　A: I agree that yours are of better quality. But there’s competition from synthetic products, too. You can’t very well ignore that. Prices for synthetic bristles haven’t changed much over the years.

　　B: There’s practically no substitute for bristles for certain uses. That’s why demand for natural bristles keeps rising in spite of cheaper synthetic ones. To be frank with you, if it were not for the long- standing relationship between us, we would hardly be willing to make you a firm offer at this price.

　　A: Well, we’ll have a lot of difficulties in persuading our clients to buy at this price. But I’ll have to try, I suppose.

　　-- 恐怕我不同意你的說(shuō)法，你們的價(jià)格比我們從別處所得到的一些報(bào)價(jià)高。

　　-- 但是你方必須考慮到質(zhì)量的問(wèn)題。同行中人人皆知美國(guó)豬鬃質(zhì)地優(yōu)于其他國(guó)家的供貨。

　　-- 我承認(rèn)你們的豬鬃質(zhì)量高，但還有人造制品的競(jìng)爭(zhēng)。你恐怕不能忽視這一點(diǎn)吧。今年來(lái)，人造制品的價(jià)格并無(wú)多大變化。

　　-- 在某些用途方面，幾乎沒(méi)有東西可以代替豬鬃。盡管人造制品價(jià)格 便宜，但對(duì)天然豬鬃的需求還在不斷增長(zhǎng)，原因就在這里。老實(shí) 說(shuō)，如果不是為了我們雙方長(zhǎng)期以來(lái)的關(guān)系，我們不大可能以這樣 的價(jià)格向你方報(bào)實(shí)盤的。

　　-- 唉，要說(shuō)服客戶以這個(gè)價(jià)格購(gòu)買，對(duì)我們來(lái)說(shuō)還真不容易。不過(guò)看來(lái)，我得試一試。

　　Dialogue 2

　　A: I believe you’ve studied our proposal for fertilizers.

　　B: Yes, Mr. Smith. And we’re very much interested.

　　A: It’s almost twenty years since we first supplied you with our

　　products in 1984. To our regret, for one reason or another, business between us has failed to develop. I hope we’ll succeed in concluding some business this time.

　　B: As we’ve repeatedly stated, US does business on the basis of equality, mutual benefit and exchange of needed goods. If these principles are adhered to, I’m certain that mutually beneficial

　　business will result.

　　-- 我相信你們已經(jīng)仔細(xì)研究過(guò)了我們的肥料報(bào)盤。

　　-- 是的，史密斯先生，我們對(duì)此很感興趣。

　　-- 我們于1984年首次向你方供應(yīng)產(chǎn)品至今差不多已有20年之久。由于種種原因，我們之間的業(yè)務(wù)未能繼續(xù)下去，對(duì)此我們感到很遺 憾。希望我們這次能達(dá)成一些交易。

　　-- 我們一再說(shuō)明，美國(guó)是在平等互利、互通有無(wú)的基礎(chǔ)上進(jìn)行貿(mào)易 的。若遵循了這些原則，我確信能夠達(dá)成對(duì)雙方都有利的交易。

　　A: May we hear your comments on your products?

　　B: We find the quality of your samples well up to standard and suitable for our requirements. On the other hand, we’re received offers for higher quality products. So business depends very much on your prices.

　　A: Taking everything into consideration, you’ll find that our pric es compare favorably with the quotations you can get elsewhere.

　　B: I’m not sure of that. Before coming to the discussion of price, may I point out that we would like to have you quote us on a F. O.B. basis?

　　A: I don’t quite understand. For bulk goods such as chemical

　　fertilizers, it’s the sellers who arrange the shipping space. It is more convenient for us, as well as for you.

　　B: Well, we prefer to have the US National Chartering Corporation take care of the shipping. It doesn’t make a difference to you, does it?

　　A: Well, it does make a slight difference, but we’ll do as you request.

　　-- 請(qǐng)對(duì)我們的產(chǎn)品提提意見(jiàn)好嗎?

　　-- 我們認(rèn)為你們的樣品質(zhì)量符合標(biāo)準(zhǔn)而且適合我們的需要，但是另一 方面，我們已收到高檔貨的報(bào)盤，所以業(yè)務(wù)能否成交在很大程度上 要看你方的價(jià)格。

　　-- 如果把各種因素都加以考慮，你就會(huì)發(fā)現(xiàn)我們的價(jià)格比別處報(bào)的要 便宜。

　　-- 這點(diǎn)我不敢肯定，在談判價(jià)格之前，我想提出，我們希望你方報(bào)船 上交貨的價(jià)格，行嗎?

　　-- 我不大明白，象化肥這一類的大宗貨得由賣方安排艙位。這對(duì)你我 都方便。

　　-- 喔，我們寧愿由美國(guó)租船公司去負(fù)責(zé)裝船。這對(duì)你方?jīng)]有多大 區(qū)別，對(duì)不對(duì)?

　　-- 喔，稍稍有點(diǎn)區(qū)別，但我們可以照你的意見(jiàn)辦。

　　Dialogue 3

　　A: I have here our price sheet on a F.O.B. basis. The prices are given without engagement.

　　B: Good, if you’ll excuse me, I’ll go over the sheet right now.

　　A: Take your time.

　　B: I can tell you at a glance that your prices are much too high.

　　A: I’m surprised to hear you say so. You know that the cost of pro- duction has been skyrocketing in recent years.

　　B: We only ask that your prices be comparable to others. That’s reasonable, isn’t it?

　　A: Well, to get the business done, we can consider making some concessions in our price. But first, you’ll have to give me an idea of the quantity you wish to order from us, so that we may adjust our prices accordingly.

　　-- 這是我們船上交貨價(jià)的價(jià)目單。所報(bào)價(jià)格沒(méi)有約束力。

　　-- 很好。如果可以，我馬上把價(jià)目單看一遍。

　　-- 請(qǐng)便。

　　-- 我一看這份價(jià)目單就知道你們的價(jià)格太高了。

　　-- 你這么說(shuō)我很吃驚。你知道近年來(lái)生產(chǎn)成本迅速上漲。

　　-- 我們只要求你方的價(jià)格能和別人差不多就行了。這個(gè)要求很合理，對(duì)不對(duì)?

　　-- 好吧，為了成交，我們可以考慮作些讓步，不過(guò)要請(qǐng)你先說(shuō)明大概要訂購(gòu)多少，以便我們對(duì)價(jià)格作相應(yīng)的調(diào)整。

　　B: The size of our order depends greatly on the prices. Let’s settle that matter first.

　　A: Well, as I’ve said, if your order is large enough, we’re ready to reduce our prices by 2 percent.

　　B: When I say your prices are much too high, I don’t mean they are higher merely by 2 or 3 percent.

　　A: How much do you mean then? Can you give me a rough idea?

　　B: To have this business concluded, I should say a reduction of least 10 percent would help.

　　A: Impossible. How can you expect us to make a reduction to that extent?

　　B: I think you are as well - informed as I am about the market for chemical fertilizers. It’s unnecessary for me to point out that sup- ply exceeds demand at present and that this situation is apt to continue for a long time yet. May I suggest that you call your home office and see what they have to say?

　　A: Very well, I will.

　　-- 我們要訂的數(shù)量很大程度上取決于價(jià)格，就讓我們先解決價(jià)格問(wèn) 題吧。

　　-- 好吧，如果你們的訂貨數(shù)量很大，我們準(zhǔn)備減價(jià)百分之二。

　　-- 我說(shuō)你們的價(jià)格太高，并不是說(shuō)僅僅高出百分之二或三。

　　-- 那么你說(shuō)是多少呢?能不能說(shuō)一個(gè)大概的數(shù)字?

　　-- 為了促成交易，我認(rèn)為大約給百分之十的折扣才行。

　　-- 不可能，你怎么能要求我們給那么大的折扣呢?

　　-- 有關(guān)化肥的行情，我想你和我一樣都很了解。用不著我來(lái)指出， 目前的情況是供過(guò)于求，而且這種情況還要延續(xù)很長(zhǎng)一段時(shí)間。 我建議你打個(gè)電話給你們公司，看看他們有什么意見(jiàn)?

　　-- 好吧，我打個(gè)電話問(wèn)問(wèn)。

　　Notes

　　1. be apt to 有……傾向的

　　2. The offer is valid for… 報(bào)價(jià)有效期是…

　　3. to make sales of / to push sales of 推銷

　　4.markets for bristles have gone up 豬鬃行情上漲

　　5. I can’t agree with you there. 在這一點(diǎn)上我不同意你的意見(jiàn)。

　　6. from other sources 從其他來(lái)源(供應(yīng)者)

　　7. long-standing relationship 長(zhǎng)期的合作關(guān)系

　　8. We’ll have a lot of difficulties in persuading our clients?

　　我們將難以說(shuō)服我們的客戶……

　　9. to our regret 使我們遺憾的是

　　10. on the basis of equality, mutual benefit and exchange of needed goods

　　在平等互利和互通有無(wú)的基礎(chǔ)上

　　11. taking everything into consideration 在全面考慮之后

　　12. shipping space 艙位

　　13. without engagement 不受約束的

　　14. to get the business done 為了做成買賣

　　15. supply exceeds demand 供過(guò)于求

　　A Specimen Letter

　　Dear Sir,

　　You letter of 15th August addressed to our Head Office has been passed on to us for attention and reply.

　　We now take pleasure in advising you that the price of Brown Crystal Sugar is at USA per metric ton F.O.B. Of course we also quote C.F.R. or C.I.F. prices if buyers so desire. The price terms to be employed depend much on the characteristics of the goods as well as their specific transport requirement and shall always serve the best interest of buyers and sellers alike.

　　We are looking forward to your order.

　　Yours truly,

　　釋文

　　先生：

　　您八月十五日致我總公司的信函已轉(zhuǎn)交到我處作復(fù)。

　　我們高興地通知您紅砂糖的船上到岸價(jià)為每公噸#美元。當(dāng)然，如果買方愿要C.F.R.或C.I.F.價(jià)，我們也可照辦。采用哪種價(jià)格，取決于產(chǎn)品的特點(diǎn)以及所需的運(yùn)輸條件，同時(shí)要使其符合買賣雙方彼此的利益。

　　盼望收到你方訂單。

　　Substitution Drills

　　1 A: Our price is U.S.$ 98 per pound.

　　B: I must say the price is too high for me to accept.

　　must point out the price is too high to interest us.

　　can assure you the price is too high to be competitive.

　　我們的價(jià)格是每磅98美元。

　　我必須說(shuō)價(jià)格太高不能接受。

　　我必須說(shuō)價(jià)格太高我們難以接受。

　　我向你保證價(jià)格太高了，沒(méi)有競(jìng)爭(zhēng)力。

　　2 A: I hope you’ll quote favorably.

　　quote us your best terms.

　　give us your lowest price quotes.

　　B: Our rates are in line with the world market.

　　Our prices fit in with today’s market situation.

　　We always give our customers the best terms.

　　我希望你們報(bào)價(jià)優(yōu)惠。

　　我們的價(jià)格與國(guó)際市場(chǎng)上的是一致的。

　　我們的價(jià)格與今天的市場(chǎng)形式相吻合。

　　我們總是給我們的顧客最好的協(xié)議條款。

　　3 A: Our users are under the impression that your prices are usually on the high side compared with those of other suppliers.

　　have the idea that your prices are usually a bit too high.

　　are of the opinion that your prices are usually rather stiff.

　　B: One can’t consider price separately from quality.

　　One has to take quality into account.

　　When comparing prices, one has to take into consideration the quality of the goods.

　　我們的用戶總是認(rèn)為你們的價(jià)格相對(duì)于其他供貨商較高。

　　我們的使用者認(rèn)為你們的價(jià)格總是有點(diǎn)太高。

　　我們的用戶認(rèn)為你們的價(jià)格總是相當(dāng)昂貴。

　　不能只看價(jià)格，不看質(zhì)量。

　　還要考慮質(zhì)量因素。

　　衡量?jī)r(jià)格時(shí)，也應(yīng)該考慮商品的質(zhì)量問(wèn)題。

　　4 A: Other suppliers are offering a much higher rate of commission.

　　a much better price.

　　more favorable payment terms.

　　B: 2% is the usual commission we allow for a small quantity.

　　$100 is actually the lowest we can do for a small quantity.

　　其他供貨商提供更高比例的傭金。

　　其他供貨商提供更好的價(jià)格。

　　其他供貨商提供更優(yōu)惠的支付條款。

　　對(duì)于小批量的訂貨，我們通常給百分之二的傭金。

　　對(duì)于小批量的訂貨，我們的最低價(jià)格是100美元。

　　5 That’s the best we can do. We can’t go any lower.

　　the lowest price we can offer. We can’t take less.

　　our bottom price.

　　這是我們最優(yōu)惠的價(jià)格，我們不能再低了。

　　那是我們可以提供的最低的價(jià)格。不能再少了。

　　那是我們的底線。

　　6 A: If we guarantee an annual order of a certain amount,

　　would you give us a special discount?

　　would you give us a higher rate of commission?

　　would you give us some advertising expenses?

　　B:We can make that kind of arrangement with you.

　　will have to know how much you can guarantee first.

　　can’t promise anything before we know more of your plan.

　　如果我們保證每年一定數(shù)量的訂貨，你們能給我們特殊折扣嗎?

　　如果我們保證每年一定數(shù)量的訂貨，你們能給我們高一點(diǎn)的傭金 率嗎?

　　如果我們保證每年一定數(shù)量的訂貨，你們能給我們一些廣告經(jīng)費(fèi) 嗎?

　　我們可以為您作出這個(gè)安排。

　　我們必須知道你首先能給我們保證多少數(shù)量的訂貨。

　　在我們更多地了解您的計(jì)劃以前，我們什么都不能承諾。

　　7 A: We may offer you allowances on a sliding scale.

　　B: Could you put it more exactly?

　　put it more precisely?

　　give the details?

　　我們可以按比例給您提供傭金。

　　您能說(shuō)得更詳細(xì)點(diǎn)嗎?

　　8 The price depends on the size.

　　quality

　　material

　　style

　　價(jià)格取決于 尺碼。

　　質(zhì)量

　　質(zhì)地

　　款式

　　9 It sells at 20 yuan a case.

　　50 pounds

　　40 dollars

　　35 marks

　　一箱 20元。

　　50英鎊

　　40美圓

　　35馬克

　　10 How much is this large size one?

　　the electronic fan?

　　the computer software?

　　這個(gè)大號(hào)的 多少錢?

　　這臺(tái)電風(fēng)扇

　　這個(gè)電腦軟件

　　11 It’s about 300 yuan including the case.

　　postage

　　batteries

　　包括 盒子 大約300元。

　　郵費(fèi)

　　電池