商務(wù)英語常識

1、開頭語與自我介紹1.從中華人民共和國駐大使館商務(wù)參贊處獲悉貴公司名稱和地址，現(xiàn)借此機(jī)會與貴方通信，意在達(dá)成一些實(shí)際交易為開端，以建立業(yè)務(wù)關(guān)系。 Having had your name and address from the Commercial Counselors office of the Embassy of the Peoples Republic of China in., we now avail ourselves of this opportunity to write to you and see if we can establish business relation

2、s by a start of some Practical transactions. 2.從中國國際貿(mào)易促進(jìn)會獲悉，你們有意采購電器用具。 We have heard from China Council for the Promotion of International Trade that you are in the market for Electric Appliances. 3.駐貴地的中國領(lǐng)事向我們介紹，你公司是生產(chǎn)（商品）的大出口商。 Your name has been recommended to us by the Chinese Consul stationed

3、in your city as large exporters of . goods produced in. 4.從獲悉你們行名及地址并了解你們是有經(jīng)驗(yàn)的進(jìn)口商。現(xiàn)向你們開報(bào)，盼能在貴地市場推銷。 From ., we have obtained your name and address and understand that you are experienced importers of. We have pleasure in offering you . of which we would appreciate your pushing the sale on your marke

4、t. 5.從獲悉你公司專門經(jīng)營，現(xiàn)愿與你公司建立業(yè)務(wù)關(guān)系。 We learn from . that your firm specializes in ., and would like to establish business relationship with you. 6.承的介紹，獲悉你們是有代表性的進(jìn)口商之一。 Through the courtesy of. we have learned that you are one of the representative importers of . 7.據(jù)紐約司密斯公司所告，得悉你公司名稱和地址，并得知你們?nèi)毡緰|京商會已把你行介紹給

5、我們。 Your name and address has been given to us by Messrs. J. Smith & Co., Inc., in New York, who have informed us that your firm has been recommended to us by the Chamber of Commerce in Tokyo, Japan. 8.承貴地銀行通知，你們是的主要進(jìn)口商（出口商），并有意與中國進(jìn)行這些方面的貿(mào)易。 The. Bank in your city has been kind enough to inform us t

6、hat you are one of the leading importers (exporters) of . and are interested in trading with China in these lines . 9.據(jù)了解，你們是中國（商品）有潛力的買主，而該商品正屬我們的業(yè)務(wù)經(jīng)營范圍。 We are given to understand that you are potential buyers of Chinese .,which comes within the frame of our business activities. 10.通過貴國最近來訪的貿(mào)易代表團(tuán)，

7、我們了解到你們是信譽(yù)良好的進(jìn)口商，現(xiàn)發(fā)信給你們，盼能不斷地接到你們的定單。 Through your trade delegation that recently paid a visit to this country, we learned that you are well-established importers of . and are writing to you in the hope of receiving your orders from time to time. 11.我們欣然寄發(fā)這封自薦信，希望是互利關(guān)系的前奏。 We are glad to send you th

8、is introductory letter, hoping that it will be the prelude to mutually beneficial relations between us. 12.我們有幸自薦，盼望能有機(jī)會與你們合作，擴(kuò)展業(yè)務(wù)。 We have the Pleasure to introduce ourselves to you with the hope that we may have an opportunity of cooperating with you in your business extension. 13.我們冒昧通信，以期待與貴公司建立

9、業(yè)務(wù)關(guān)系。 We take the liberty of writing to you with a view to building up business relations with your firm. 14.現(xiàn)向貴司自我介紹，我們是國營公司，專門經(jīng)營輕工業(yè)品。 We wish to introduce ourselves to you as a state operated corporation dealing exclusively in Light Industrial Goods. 15.也許你們已有所知，我們是國營公司，經(jīng)營（商品）的進(jìn)出口業(yè)務(wù)。 As you may be

10、 well aware, we are a state-operated corporation handling such items as. In both import and export business. 16.鑒于你們是的主要進(jìn)口商之一，特此聯(lián)系，盼能建立業(yè)務(wù)關(guān)系，以有助于你們滿足各項(xiàng)需求。 As you are one of the leading importers in ., we have pleasure in contacting you in the hope of establishing business relations and rendering you

11、assistance in a wide range of your requirements. 17.了解到你們對（商品）的進(jìn)口和出口都感興趣，故愿自薦，希望在我們兩公司間建立互利的業(yè)務(wù)關(guān)系。 We understand that you are interested in both the import and export of . and it is on this subject that we wish to introduce ourselves in the hope of establishing mutually beneficial business relations

12、between our two corporations. 18.你公司是信譽(yù)卓著的照相機(jī)進(jìn)口商，我公司極愿與你公司建立業(yè)務(wù)關(guān)系。為此，我們現(xiàn)在寄去商品目錄和價(jià)目單，用以向你公司毛遂自薦。 The high reputation, which you are enjoying as camera importers, has rendered us desirous of entering into business relations with you. Accordingly, we introduce ourselves to you by sending you our catalog

13、s and price-lists. 19.我們經(jīng)營的商品包括本國第一流造紙廠的產(chǎn)品，因此，我們有良好條件就你們提出的商品，向你們的顧客提供質(zhì)量最可靠的商品。 The commodities we are handling consist of the manufactures of the first-rate paper mills of this country, and so we are in a good position to serve your customers with the most reliable quality of the line you suggest.

14、20.我們專門經(jīng)營中國美術(shù)工藝品出口，愿與你們進(jìn)行交易。 Specializing in the export of Chinese Art & Craft Goods we express our desire to trade with you in this line. 21.我們的主要業(yè)務(wù)是紡織品和手工藝品。 Our lines are mainly textiles and handicrafts. 22.我們經(jīng)營這項(xiàng)業(yè)務(wù)已有多年。 We have been in this line of business for many years. 23.本信目的是探索與你們發(fā)展貿(mào)易的可能性。

15、 The purpose of this letter is to explore the possibilities of developing trade with you. 24.我們愿在平等互利、互通有無的基礎(chǔ)上與你公司建立業(yè)務(wù)關(guān)系。 We are willing to enter into business relations with your firm on the basis of equality, mutual benefit and exchanging what one has for what one needs. 25.我們愿與你們建立友好業(yè)務(wù)關(guān)系，分享互利的交易。

16、 We wish to establish friendly business relations with you to enjoy a share of mutually profitable business. 26.盼直接洽談，以便將你公司特種經(jīng)營商品引進(jìn)我地市場。 We wish to enter into direct negotiation with you with a view to introducing your special lines in our market. 27.我們有意向中華人民共和國尋求原油供應(yīng)來源的可能性. We are interested in t

17、he possibility of establishing sources of supply of crude oil from the Peoples Republic of China. 28.建議試試?yán)靡幌挛覀兊慕?jīng)驗(yàn)和專門知識。 We advise you to make use of our experience and special knowledge on trial. 29.相信我公司的對外貿(mào)易經(jīng)驗(yàn)以及對國際市場情況的熟悉，可能使我們有資格得到你們的信任。 We trust that our experience in foreign trade and intimate

18、 knowledge of international market conditions will entitle us to your confidence. 30.我公司與此地可靠的批發(fā)商有密切聯(lián)系，能與你公司作可觀的進(jìn)口業(yè)務(wù)。 Being closely connected with reliable wholesalers here, we shall be able to do considerable import business with you. 31.我們能開報(bào)十分優(yōu)惠的條款。 We are able to quote you very advantageous term

19、s. 商業(yè)信函的7個“C”原則寫信的原則（Writing Principles）已從原來的3個“C”（Conciseness, Clearness, Courtesy）發(fā)展到目前的個“C”：Completeness, Clearness, Concreteness, Conciseness, Correctness, Courtesy, Consideration 實(shí)例: Dear Sirs, With reference to your letter of April 9, we are pleased to accept your offer of 100 tons of Copper W

20、ire as per your Offer Sheet No.8/070/02B. Please go ahead and apply for your Export Licence. As soon as we are informed of the number of the Export Licence we will open the L/C by cable. 信的本文漢譯 關(guān)于你們四月九日函，我們高興地接受你們第號報(bào)盤單所報(bào)噸紫色銅絲。請著手辦理申請出口許可證。一經(jīng)接到出口許可證號碼的通知，當(dāng)即電開信用證。 商務(wù)談判實(shí)例(一)Dan Smith是一位美國的健身用品經(jīng)銷商，此次是Ro

21、bert Liu第一回與他交手。就在短短幾分鐘的交談中，Robert Liu既感到這位大漢粗獷的外表，藏有狡兔的心思？他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下： D: Id like to get the ball rolling（開始）by talking about prices. R: Shoot.（洗耳恭聽）Id be happy to answer any questions you may have. D: Your products are very good. But Im a little worried about the prices youre aski

22、ng. R: You think we about be asking for more? (laughs) D: (chuckles莞爾) Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount. R: That seems to be a little high, Mr. Smith. I dont know how we can make a profit with those numbers. D: Please, Robe

23、rt, call me Dan. (pause) Well, if we promise future business？volume sales（大筆交易）？that will slash your costs（大量減低成本）for making the Exec-U-ciser, right? R: Yes, but its hard to see how you can place such large orders. How could you turn over（銷磬）so many? (pause) Wed need a guarantee of future business,

24、not just a promise. D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee? R: If you can guarantee that on paper, I think we can discuss this further商務(wù)談判實(shí)例(二)Robert回公司呈報(bào)Dan的提案后，老板很滿意對方的采購計(jì)劃;但在折扣方面則希望Robert能繼續(xù)維持強(qiáng)硬的態(tài)度，盡量探出對方的底線。就在這七上七八的價(jià)格

25、翹翹板上，雙方是否能找到彼此地平衡點(diǎn)呢？請看下面分解: R: Even with volume sales, our coats for the Exec-U-Ciser wont go down much. D: Just what are you proposing? R: We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）.We suggest a compromise？10%. D: Thats a big change from 25! 10 is beyond my nego

26、tiating limit. (pause) Any other ideas? R: I dont think I can change it right now. Why dont we talk again tomorrow? D: Sure. I must talk to my office anyway. I hope we can find some common ground（共同信念）on this. NEXT DAY D: Robert, Ive been instructed to reject the numbers you proposed; but we can try

27、 to come up with some thing else. R: I hope so, Dan. My instructions are to negotiate hard on this deal？but Im try very hard to reach some middle ground（互相妥協(xié)）. D: I understand. We propose a structured deal（階段式和約）. For the first six months, we get a discount of 20%, and the next six months we get 15%

28、. R: Dan, I cant bring those numbers back to my office？theyll turn it down flat（打回票）. D: Then youll have to think of something better, Robert. 商務(wù)談判實(shí)例(三)Dan上回提議前半年給他們二成折扣，后半年再降為一成半，經(jīng)Robert推翻后，Dan再三表示讓步有限。您知道Robert在這折扣縫隙中游走，如何才能摸出雙方都同意的數(shù)字呢？他從錦囊里又掏出什么妙計(jì)了呢？請看下面分解： R: How about 15% the first six months,

29、and the second six months at 12%, with a guarantee of 3000 units? D: Thats a lot to sell, with very low profit margins. R: Its about the best we can do, Dan. (pause) We need to hammer something out （敲定）today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles) D: (

30、smiles) O.K., 17% the first six months, 14% for the second?! R: Good. Lets iron out（解決）the remaining details. When do you want to take delivery（取貨）? D: Wed like you to execute the first order by the 31st. R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days

31、, by the 31st. D: Right. We couldnt handle much larger shipments. R: Fine. But Id prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon - I cant guarantee 1500. D: I can agree to that. Well, if theres nothing else, I think weve settled everything. R: Dan, this deal promis

32、es big returns（賺大錢）for both sides. Lets hope its the beginning of a long and prosperous relationship. 商務(wù)談判實(shí)例(四)今天Robert的辦公室出現(xiàn)了一個生面孔？Kevin Hughes，此人代表美國一家運(yùn)動產(chǎn)品公司，專程來臺灣尋找加工。接洽的加工產(chǎn)品市運(yùn)動型“磁質(zhì)石膏護(hù)墊”，受傷的運(yùn)動員包上這種產(chǎn)品上場比賽，即可保護(hù)受傷部位，且不妨礙活動。現(xiàn)在，我們就來看看兩人的會議現(xiàn)況： R: We found your proposal quite interesting, Mr. Hughes. We

33、d like to weigh the pros and cons（衡量得失）with you. K: Mr. Robert Liu, weve looked all over Asia for a manufacturer; your company is one of the most suitable. R: If we can settle a number of basic questions, Im confident in saying that we are the most suitable for your needs. K: I hope so. And what mig

34、ht be the basic questions you have? R: First, do you intend to take a position in（投資于）our company? K: No, we dont, Mr. Liu. This is just OEM. R: I see. Then, the most important thing is the size of your orders. Well have to invest a great deal of money in the new production process. K: If you can gu

35、arantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years. R: At U.S. $1000 a piece, well make an average return of just 4%. Thats too great a financial burden for us. K: Ill check the number later, but what do you propose? R: Heres how you can demonstrate commitm

36、ent to this deal. Make it ten years, increase the unit price, and provide technology transfer. 商務(wù)談判實(shí)例(五)Robert在前面的談判最后提出簽約十年的要求，Kevin會不會答應(yīng)呢？如果答案是否決的話，Robert又有何打算？他一心為公司的利益打算，極力爭取技術(shù)轉(zhuǎn)移地協(xié)定，而對方會甘心出讓此項(xiàng)比金錢更珍貴的資產(chǎn)嗎？請看以下分解： K: We cant sign any commitment for ten years. But if your production quality is good

37、after the first year, we could extend the contract and increase our yearly purchase. R: That sounds reasonable. But could you shed some light on（透露）the size of your orders? K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period. R: Excuse me, Mr

38、. Hughes, but it seems to me were giving up too much in this case. Wed be giving up the five-year guarantee for increased yearly sales. K: Mr. Liu, youve got to give up something to get something. R: If youre asking us to take such a large gamble（冒險(xiǎn)）for just two years sales, Im sorry, but youre not

39、in our ballpark（接受的范圍）. K: What would it take to keep Pacer interested? R: A three-year guarantee, not two. And a quality inspection（質(zhì)量檢查）tour after one year is fine, but wed like some of our personnel on the team. K: Acceptable. Anything else? R: Wed be making huge capital outlay（資本支出）for the produ

40、ction process, so wed like to set up a technology transfer agreement, to help us get off the ground（取得初步進(jìn)步）. 商務(wù)談判實(shí)例(六)行至此處，談判都還算是在和諧的氣氛下進(jìn)行，雙方各自尋求獲利的方案。但針對技術(shù)轉(zhuǎn)移這一項(xiàng)，Robert所提的保證和要求能否消弭Kevin心中的顧慮，而今此談判終露曙光呢？以下對話即為您揭曉： K: If we transferred our technical and research expertise（技術(shù)與研究的專業(yè)知識）, what would stop

41、you from making the same product? R: Wed be willing to sign a commitment. Well put it in writing （書面保證）that we wont copycat（仿冒）the Sports Cast within five years after ending our contract. K: Sounds O.K., if its for any similar product. That would give us better protection. But wed have to interest o

42、n a ten year limit. R: Fine. We have no intention of becoming your competitor. K: Great. Then lets settle the details of the transfer agreement. R: Well need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will tak

43、e? K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production? R: Our first production run（一批的生產(chǎn)）should be one week after our team finishes its training. But Id like your team to stay a full week after that, to handle any kitches that pop up

44、（處理突發(fā)的事件）. K: Can do. Everything seems to be set, Robert. Ill bring in a sample contract tomorrow. If you like, we can sign it then. 商務(wù)談判實(shí)例(七)Botany Bay是家生產(chǎn)高科技醫(yī)療用品的公司。其產(chǎn)品“病例磁盤”可儲存?zhèn)€人病例；資料取用方便，真是達(dá)到“一盤在手，妙用無窮”的目的。此產(chǎn)品可廣泛使用于醫(yī)院、養(yǎng)老院、學(xué)校等。因此Pacer有意爭取該產(chǎn)品軟硬件設(shè)備的代理權(quán)。以下就是Robert與Botany Bay的代表，Mark Davis，首度會面的情形： M

45、: Mr. Liu, total sales on the Medic-Disk were U.S. $ 100,000 last year, through our agent in Hong Kong. R: Our research shows most of your sales are made in the Taipei area. Your agent has only been able to target the Taipei market（把作為目標(biāo)市場）. M: True, but we are happy with the sales. Its a new produc

46、t. How could you do better? R: Were already well-established in the medical products business. The Medic-Disk would be a good addition to our product range. M: Can you tell me what your sales have been like in past years? R: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent. M: What kind of distribution capabiliti