1. We’ve come to know your name and address from the Commercial Counselor’s Office of the Chinese Embassy in London.

我们从中国驻伦敦大使馆的商务参赞处得知你们的名字和地址。

2. By the courtesy of Mr. Black, we are given to understand the name and address of your firm.

承蒙布莱克先生的介绍，我们得知贵公司的名称和地址。

3. We are willing to enter into business relations with your firm.

我们愿意与贵公司建立业务关系。

4. Your firm has been introduced (recommended, passed on) to us by Maple Company.

枫叶公司向我方介绍了贵公司。

5. Our mutual understanding and cooperation will certainly result in important business.

我们之间的相互了解与合作必将促成今后重要的生意。

6. We express our desire to establish business relations with your firm.

我们愿和贵公司建立业务关系。

7. We shall be glad to enter into business relations with you.

我们很乐意同贵公司建立业务关系。

8. We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you.

现在我们借此机会致函贵公司，希望和贵公司建立业务关系。

9. We are now writing you for the purpose of establishing business relations with you.

我们特此致函是想与贵方建立业务关系。

10. Your desire to establish business relations coincides with ours.

你方想同我方建立业务关系的愿望与我方是一致的。

11. We specialize in the export of Japanese Light Industrial Products and would like to trade with you in this line.

鉴于我方专营日本轻工业产品出口业务，我方愿与贵方在这方面开展贸易。

12. Our lines are mainly arts and crafts.

我们经营的商品主要是工艺品。

13. We have been in this line of business for more than twenty years.

我们经营这类商品已有二十多年的历史了。

14. Your letter expressing the hope of establishing business connections with us has met with approval.

来函收悉，得知贵方愿与我方建立业务关系，我们表示同意。

15. In order to acquaint you with the textiles we handle, we take pleasure in sending you by air our latest catalogue for your perusal.

为了使贵方对我方经营的纺织品有所了解，特航寄我方最新目录,供细阅。

16. Glad to see you in your company.

很高兴在贵公司见到您。

17. It’s only half an hour’s car ride.

只有半小时的车程。

18. Suppose we make it, say three o’clock tomorrow afternoon.

如果我们能去的话，那么就明天下午三点钟吧。

19. It would be very helpful if you could send us statistics on your sales.

如果你们能将你们的销售统计资料寄给我们，那可就太有帮助了。

20. We would like to ask you to kindly send us the related information.

我们希望你们能将相关资料寄给我们。

Conversations

Dialogue 1

A: How do you do?

B: How do you do? Nice to meet you, Ms. Smith. I’m Jack Stevens from the Marketing Department. Here is my card.

A: It’s nice to meet you, Mr. Stevens.

B: Please call me Jack. Have a seat, please.

A: Thank you.

 —你好！

—你好！很高兴见到你，史密斯小姐，我是市场部的杰 克·斯蒂文斯。这是我的名片。

—很高兴见到你，斯蒂文斯先生。

—就叫我杰克吧。请坐。

—谢谢。

 Dialogue 2

A: Ah, these are the machines we’re interested in. May we have a look at them?

B: Certainly. But they are in the showroom.

A: Is it far from here?

B: Not very far. It’s only half an hour’s car ride. Are you free now?

A: I will be free tomorrow aft- ernoon. Suppose we make it, say three o’clock to- morrow afternoon. Could you manage that?

B: Yes. I’ll pick you up at your hotel.

—啊，这些就是我们感兴趣的机器。我们能看看吗？

—当然可以了，但它们在展示厅里。

—离这里远吗？

—不是很远。只有半个小时的车程。你现在有时间吗？

—明天下午我有时间。假如我们能去的话，那就明天下午三点吧。你方便吗？

—可以。我会来酒店接你们的。

 Dialogue 3

A: Good morning. My name is Mr. Brown. I’m from Australia. Here is my card.

B: Thank you. I’m pleased to meet you, Mr. Brown. My name is Kathy Perless, the representative of Green Textile Import and Export Corporation.

A: Pleased to meet you too, Ms. Perless. I travel a lot every year on business, but this is my first visit to your country. I must say I have been much impressed by your friendly people.

B: Thank you for saying so. Have you seen the exhibition halls? On display are most of our products, such as silk, woolen knitwear, cotton piece goods, and garments.

A: Oh, yes. I had a look yesterday. I found some of the exhib its to be fine in quality and beautiful in design. The exhibition has successfully displayed to me what your corporation handles. I’ve gone over the catalogue and the pamphlets enclosed in your last letter. I’ve got some idea of your exports. I’m interested in your silk blouses.

B: Our silk is known for its good quality. It is one of our tradi- tional exports. Silk blouses are brightly colored and beau- tifully designed. They’ve met with great favor overseas and are always in great demand.

-- 早上好！我叫布朗，澳大利亚人。这是我的名片。

-- 谢谢。布朗先生，见到您非常高兴。我是凯茜·佩利丝，是格林纺 织品进出口公司的代表。

-- 佩利丝小姐，见到您我也很高兴。我每年出差跑很多地方,但是,到 中国来还是头一次。你们这里的人非常友好给我留下了深刻的印象。

-- 谢谢夸奖。您参观过展览厅了吗？展出的大部分是我们的产品，比如丝绸、毛织品、棉布匹和服装等。

-- 哦，对，昨天我去看过。有些产品质量好，设计又美观。展览会成功向我介绍了贵公司所经营的各种产品。我已看过你上次在信中所 附的目录和小册子，对贵公司的出口产品有了一些了解。我对你们 的丝绸女衫颇感兴趣。

-- 我们的丝绸以质量好著称。丝绸是我们的传统出口商品之一。丝绸女衫色彩鲜艳、设计美观，在国外很受欢迎，需求量一直都很大。

 A: Some of them seem to be of the latest style. Now I’ve a feeling that we can do a lot of trade in this line. We wish to establish relations with you.

B: Your desire coincides with ours.

A: Concerning our financial position, credit standing and trade reputation, you may refer to Bank of Hong Kong, or to our local Chamber of Commerce or inquiry agencies.

B: Thank you for your information. As you know, our corporation is a state-operated one. We always trade with foreign countries on the basis of equality and mu- tual benefit. Establishing business relations between us will be to our mutual benefit. I have no doubt that it will bring about closer ties between us.

A: That sounds interesting. I’ll send a fax home. As soon as I receive a definite answer, I’ll make a specific inquiry.

B: We’ll then make an offer as soon as possible. I hope a lot of business will be conducted between us.

A: So do I.

-- 有些看来还是最新的式样。现在我感觉我们在这方面可以做不少买卖。我们希望同贵公司建立业务关系。

-- 我们双方的愿望是一致的。

-- 关于我们的财务状况、信用及声誉，你们可以向香港银行、或我们的当地商会或咨询社进行了解。

-- 谢谢你所提供的情况。我们公司是国营公司，我们一向是在平等互利的基础上进行外贸交易，我们之间建立业务关系将对双方有利。我相信业务关系的建立也将使我们之间的关系更为密切。

-- 太好了，我会发一份传真回去。一收到肯定的答复，我就提供具体的询价。

-- 到时我们一定尽快报价。我希望我们之间能做成很多生意。

-- 我也一样。

 Words and Expressions

card [ kB:d ] 卡片，名片

catalog [ 5kAtElC^ ] 目录；目录册

colleague [ 5kCli:^ ] 同事，同僚

department [ di5pB:tmEnt ] (行政或企业的)部，局

do my best 尽力而为

enter into 建立

firm [ fE:m ] 公司

introduce [ 7intrE5dju:s ] 介绍，引见

look forward to 盼望，期待

relationship [ ri5leiFEnFip ] 关系，联系

take care of 照顾，处理

recommendation [ 7rekEmen5deiFEn ] 推荐，介绍

Chamber of Commerce 商会

inform [ in5fC:m ] 通知

specialize in 专营

enter into business relations 建立业务关系

on the basis of equality and mutual benefit 在平等互利的基础上

pamphlet [ 5pAmflit ] 小册子

meet with great favor 受欢迎

of the latest style 最新式样

coincide [ 7kEuin5said ] 一致，相符

financial position 财务状况

credit standing 信用地位

trade reputation 贸易声誉

Notes

1. on/through the recommendation of…… 由……介绍（推荐）

We engaged our present secretary on the recommendation of Mr. Brown.

我们现在雇佣的秘书是由布朗先生介绍的。

2. under separate cover = by separate mail, be sent separately

另邮，另寄

We are sending you catalogue under separate cover. 目录将另函寄出。

如表示“随函”，可用“Enclosed please find ...?

3. latest是late的最高级，表示“最晚的，最近的”

如：最新目录 the latest catalogue ；最新价目表 the latest price list

4. look forward to 盼望（to 为介词）

We look forward to your early reply. 盼早复信。

We look forward to hearing from you soon. 盼早听到你的回复。

5. enclose 封入

We enclose a copy of our latest price list. 随函寄出我方最新价格表一份。

亦可用下列句型：

Enclosed is a copy of our latest price list.

Enclosed please find a copy of ……

Attached please find ……

6. line 行业，（一类）货物

We have been in this line for many years. 我们经营这一行多年了。

This is a good line of hardware. 这是金属器具中的一批好货。

7. to our mutual benefit (interest, advantage)

Expanding trade between us will be to our mutual benefit.

扩大我们之间的贸易对我们双方都有利。

8. I look forward to working with you. (我期望与您 一起工作。)

look forward to sth. / doing sth.

例：We’re so much looking forward to seeing you again.

我们非常盼望再见到你。

A Specimen Letter

Dear Sir:

On the recommendation of your Chamber of Commerce, we have learned with pleasure the name and address of your firm. We wish to inform you that we specialize in the export of Chinese textiles and shall be glad to enter into business relations with you on the basis of equality and mutual benefit.

To give you a general idea of our products, we are sending you under separate cover a catalogue together with a range of pamphlets for your reference.

Please let us have your specific enquiry if you are interested in any of the items listed in the catalogue. We shall make offers promptly.

We look forward to your early reply.

Yours faithfully,

先生：

经你方商会介绍，我方欣悉贵公司的名称和地址。我公司专营中国纺织品出口，很乐意在平等互利的基础上与贵公司建立业务关系。

为使贵方对我方产品有全面的了解，我方另函寄去一本目录册及一套小册子，供参考。

如对目录中所列之商品感兴趣，请具体询价，我方将立即报价。

望尽快答复。

Substitution Drills 1 I’m Jack from the marketing department. personnel development

human resource

我是来自 市场部 的杰克。 人事部

开发部 人力资源部  

1. Our terms of payment are by a confirmed irrevocable letter of credit by draft at sight.

我们的支付方式是以保兑不可撤消的、凭即期汇票支付的信用证。

2. Since the total amount is so big and the world monetary market is rather unstable at the moment, we can not ac cept any terms of payment other than a Letter of Credit.

因为这次交易额大，而且目前国际金融市场很不稳定，所以我们除 接受信用证付款外，不能接受别的付款方式。

3. We would suggest that for this particular order you let us have a D/D, on receipt of which we shall ship the goods on the first available steamer.

此次订货，我们建议你们使用即期汇票。收到该汇票后，我们将把 货物装上第一条可定到的船。

4. In order to conclude the business, I hope you’ll meet me half way. What about 50% by L/C and the balance by D/P?

为了做成这批生意，希望双方都各让步一半。百分之五十以信用证 付款，百分之五十按付款交单怎么样？

5. For such a large amount, a L/C is costly. Besides, it ties up my money. All this adds to my cost.

开这样大数额的信用证，费用很大，再说资金也要积压，这些都要 使成本增加。

6. I’d like to discuss the terms of payment with you. I won der if you would accept D/P.

我想同你讨论一下付款条件。不知你能否接受付款交单的方式。

7. Since we are old friends, I suppose D/P or D/A should be adopted this time as the mode of payment.

咱们是老朋友了，我想这次应该用D/P或者D/A付款方式吧。

8. As we must adhere to our customary practice, we hope that you will not think us unaccommodating.

由于我们必须坚持我们的一贯做法，我们希望你不要认为我们是不 肯通融的。

9. We regret we cannot accept Cash Against Documents On Arrival Of Goods At Destination.

非常遗憾，我们无法接受“货到目的地后凭单付款”这一条件。

10. We wish to reiterate that it is only in view of our long and friendly business relations that we extend you this accommodation.

我们重申，正是鉴于双方长期友好的业务关系，我们才做出此项调和。

11. We have instructed our bank to open an irrevocable documentary letter of credit in your favor. The amount is $ 1,300.00.

我们已通知我方银行开立以你方为受益人的、不可撤消的、跟单信 用证，其金额为一千三百美金。

 12. We’d like you to accept D/P for this transaction and future ones.

我们希望你们对这笔交易和今后的交易接受付款交单方式。

13. Your proposal for payment by time draft for Order No.1 is accept- able to us.

对于你方一号订单，我们可以接受你们远期汇票支付的提议。

14. We shall draw on you at 60 days sight the goods have been shipped. Please honor our draft when it falls due.

货物装运后，我们将向你方开出见票六十天内付款的汇票，请到期 即付。

15. The bank has just advised us that our Draft No.2 was de clined (rejected, refused).

我们刚收到银行通知，我们的第二号汇票被拒付了。

16. Under the installment plan, 20% of the contract value is to be paid with orders.

根据这个分期付款计划，合同总值的百分之二十应在订货时付讫。

17. Please indicate that the L/C is negotiable in our country.

请注明信用证在我国可以议付。

18. We shall open an irrevocable letter of credit in your favor, pay able in Hong Kong against shipping documents.

我方将开立以你方为受益人的、不可撤消的信用证，在香港付款交 单。

19. Your request for D/P payment has been considered and we agree to grant you this facility.

我们已经考虑过了你方付款交单的要求，并同意给予你们这个方便。

20. The time draft is to be countersigned by the Bank of Hong Kong, certifying that your signature is true and valid.

远期汇票要由香港银行回签，以证明你方签字是真实、有效的。

Conversations

Dialogue 1

W: Well, we’ve settled the question of price, quality and quantity. Now what about the terms of payment?

B: We only accept payment by irrevocable letter of credit payable against shipping documents.

W: I see. Could you make an exception and accept D/A or D/P?

B: I’m afraid not. We insist on a letter of credit.

W: To tell you the truth, a letter of credit would increase the cost of my import. When I open a letter of credit with a bank, I have to pay a deposit. That’ll tie up my money and increase my cost.

B: Consult your bank and see if they will reduce the required deposit to a minimum.

-- 好吧，既然价格、质量和数量问题都已谈妥，现在来谈谈付款方式 怎么样？

-- 我们只接受不可撤消的、凭装运单据付款的信用证。

-- 我明白。你们能不能破例接受承兑交单或付款交单？

-- 恐怕不行，我们是坚决要求采用信用证付款。

-- 老实说，信用证会增加我方进口货的成本。要在银行开立信用证，我得付一笔押金。这样会占压我的资金，因而会增加成本。

-- 你和开证行商量一下，看他们能否把押金减少到最低限度。

W: Still, there will be bank charges in connection with the credit. It would help me greatly if you would accept D/A or D/P. You can draw on me just as if there were a letter of credit. It makes no great difference to you, but it does to me.

B: Well, Mrs. Wang, you must be aware that an irrevocable letter of cred it gives the exporter the additional protection of the bank er’s guarantee. We always require L/C for our exports. And the other way round, we pay by L/C for our imports.

W: To meet you half way, what do you say if 50% by L/C and the balance by D/P?

B: I’m very sorry, Mrs. Wang. But I’m afraid I can’t promise you even that. As I’ve said, we require payment by L/C.

-- 即便那样，开立信用证还是要支付银行手续费。假如你能接受承兑 交单或付款交单，这就帮我大忙了。你就当作是信用证一样向我开 汇票。这对你来说区别不大，但是对我来说就大不一样了。

-- 王小姐，你应该也知道，不可撤消的信用证给出口商增加了银行的 担保。我们出口一向要求采用信用证；反过来讲，我们进口也是信 用证付款。

-- 我们都各让一步吧，货价的百分之五十用信用证，其余的采用付款 交单，你看怎么样？

-- 对不起，王小姐。即便那样，我恐怕也不能答应。我都说过了，我 们要求用信用证付款。

Dialogue 2

A: Well, Mr. Brown, we’ve settled everything in connection with this transaction except the question of payment in yen. Now can you explain to me how to make payment in yen?

B: Many of our business friends in England, France, Switzerland, Italy and Germany are paying for our exports in Japan currency. It is quite easy to do so.

A: I know some of them are doing that. But this is new to me. I’ve never made payment in yen before. It is convenient to make pay- ment in pound sterling, but I may have some difficulty in making payment in yen.

B: Many banks in Europe now carry accounts in yen. They are in a position to open letters of credit and effect payment in yen. Con- sult your banks and you’ll see that they are ready to offer you this service.

A: Do you mean to say that I can open a letter of credit in yen with a bank in London or Bonn?

B: Sure you can. Several of the banks in London, such as the National Westminster Bank and Barclays Bank are in a position to open letters of credit in yen. They’ll do so against our sales confirmation or contract.

A: I see.

-- 布朗先生，除了日元付款问题外，我们已经谈妥了有关这笔交易 的所有事项。现在，能不能请你解释一下如何用日元付款？

-- 我们在英国、法国、瑞士、意大利及德国的许多商界朋友都用日元 支付我们的出口货物。这很容易做到。

-- 我知道有些人是这么做。但对我来说，这是新做法。我从来没用过

 日元付款。用英镑付款很方便,但用日元付款可能会有些麻烦。

-- 现在欧洲许多银行都可以开立日元账户。他们可以开立信用证并且 用日元支付。你去银行咨询就可知道，他们会替你办理这项业务的。

-- 你是说我可以在伦敦或者波恩的银行开立日元信用证吗？

-- 当然可以。在伦敦有好几家银行，如国家威斯敏斯特银行和巴克 莱银行等都可以凭我们的销售确认书或合同开立日元信用证。

-- 我知道了。

Dialogue 3

W：To get around your difficulty, Mr. Brown, I’d sug gest that you reduce your order by half. You can send in an ad di tion al order later.

B: Well, I’ll consider the possibility. By the way, when do I open the L/C if I want the goods to be delivered in June?

W: A month before the time you want the goods to be delivered.

B: Could you possibly effect shipment more promptly?

W: Getting the goods ready, making out the documents and booking the shipping space -- all this takes time, you know. You cannot expect us to make delivery in less than a month.

B: Very well, Mrs.Wang. I’ll not reduce my order. I’ll take the full quan ti ty you offer. And I’ll arrange for the Letter of Credit to be opened in your favor as soon as I get home.

W: When will that be?

B: Early next week. In the meantime, I should be very pleased if you would get everything ready. I hope that the goods can be

dispatched promptly after you get my Letter of Credit.

W: You can rest assured of that. We’ll book you order and inquire for the shipping space now, so that shipment can be effected within two or three weeks of receipt of your L/C.

B: That’ll be fine. I appreciate your cooperation.

-- 布朗先生，我建议你把订单数量削减一半以摆脱你的困难。你可 以以后再下追加订单。

-- 喔，我考虑一下这种可能性。顺便问一下，如果我想要你们六月份 交货的话，我需要在什么时候开立信用证呢？

-- 交货期前一个月。

-- 你们能否再提前一点交货呢？

-- 你瞧，备货、制单证、订舱位——所有这些都要花时间。你总不 能要求我们在不到一个月的时间内交货吧。

-- 好吧，王小姐，我不打算减少订单的数量。你提供的数量我全部

  都要。我一回去马上着手办理开立以你方为受益人的信用证。

-- 那将是什么时候？

-- 下周初。与此同时，如果你们能将所有的事情准备好，我会非常 满意。我希望你们收到我的信用证后能马上发货。

-- 这点我们可以保证。我们这就下单生产、订舱位，这样在收到你方 信用证的两、三星期内就能安排装运。

-- 好，谢谢你们的合作。

W: Very good. Well, thanks to your cooperation, our discussion has been very pleasant and fruitful. I sincerely hope that the volume of trade between us will be even greater in the future.

B: By the way, Mrs. Wang, we have a mind to do joint participa- tion with you on Japanese arts and crafts in our market. Would you entertain this proposal?

W: Well, this is something new. A few of our friends from Europe have also suggested that we participate in joint enterprise with them dealing in some of our goods. We think there are a lot of details to go into.

B: If you feel our proposal is attractive, it is estimated that business to the extent of over twenty million marks can be done in this manner.

W: Naturally, I appreciate your efforts in pushing the sale of

Japanese arts and crafts. But I’m not in a position to discuss your proposal today. I must first talk to our director, and discuss it with you some other time.

B: All right. Anyway, I’ll be staying here for another two weeks. But I’m looking forward to having something done in this respect.

W: We’ll talk about it next time. Now that everything is settled, let’s have a cup of tea, and take our minds off business for a change.

-- 太好了。由于你们的合作，我们之间的谈判很愉快而且富有成果。 我真诚地希望今后我们之间的贸易额会进一步扩大。

-- 王小姐，顺便提一句，我们有意与你方合作，在我国市场上合资 经营日本工艺品。你们愿意接受这个提议吗？

-- 这是一个新做法。有些欧洲朋友也建议我们与他们一起合资经营我 们的一些产品。不过，这个需要进行详细地讨论。

-- 如果你们觉得我方提议值得考虑采纳，估计以这种方式，贸易额 可以达到二千万马克以上。

-- 当然，我们很感激贵方为推销日本工艺品所作的努力，但是我今 天无法与你方讨论这一问题。我得先和我们主管商量一下，然后和 您找个时间再谈。

-- 好吧，反正我还会再呆两个星期。不过我期望在这方面能够取得进 展。

-- 我们下次再谈吧。既然所有的问题都解决了，我们喝杯茶，抛开业 务问题休息一下吧。

Words and Expressions

irrevocable [i5revEkEbl] 不可撤消的，不可取回的

deposit [di5pCzit] 押金，定金

tie up 占压资金

minimum [5minimEm] 最低限度

guarantee [7^ArEn5ti:] 保证，担保

Switzerland [5switsElEnd] 瑞士

currency [5kQrEnsi] 货币

be in a position to 能够

sales confirmation 销售确认书

effect [i5fekt] 实行，生成

promptly [5prRmptlI] 迅速地

dispatch [dis5pAtF] 发送

Notes

1. joint enterprise 合营企业

2. payment by irrevocable letter of credit payable against shipping documents

不可撤消的、凭装运单据付款的信用证付款方式

3. D/P = Documents against Payment 付款交单

4. D/A = Documents against Acceptance 承兑交单

5. in connection with 有关于……， 和……有关系的

6. draw on sb. 向……开出汇票

7. you must be aware that… 你一定知道

8. and the other way round 反过来讲

9. 50% by L/C and the balance by D/P

百分之五十采用信用证，剩余部分采用付款交单

10. against our sales confirmation 凭我们的销售确认书

11. to be opened in your favor 以你方为受益人的

12. you can rest assured of that 这个你可以放心

13. thanks to 由于，因为

14. now that everything is settled…… 既然事情都解决了……

 A Specimen Letter

Dear sirs：

We have received your letter of December 20th and noted with interest your intention of pushing the sale of our automobiles in your country.

Although we are much appreciative of your efforts to help sell our automobiles, we regret being unable to consider your request for payment by D/A 60 days?sight. Our usual practice is to ask for sight L/C.

However, in order to facilitate developing the sale of automobiles in your market, we are prepared to accept payment by D/P at sight as a special accommodation.

We hope that the above payment terms will be acceptable to you and look forward to the pleasure of hearing from you soon.

Yours faithfully,

Manager

先生：

十二月二十日来函收到，获悉你方有意在贵国推销我们的汽车。对此，我们很感兴趣。

对你们为推销我方汽车所作的努力，我们甚为感激。 但对你方要求以见票后六十天内承兑交单付款一事，我们很保歉不能予以考虑。我们通常的做法是要求即期信用证付款。

然而，为了促进我们的汽车在贵方市场上的销售，我方准备接受即期交单付款方式，以示特别照顾。

希望你能接受上述付款条件，并盼早日收到回音。

经理

释文

  支付条款

Substitution Drills

1 A: What are your terms of payment?

How are we going to arrange payment?

What is the mode of payment?

B: We want payment to be made by confirmed, irrevocable L/C.

You’ll need to open a confirmed and irrevocable letter of credit.

We’d like you to pay us by confirmed and irrevocable letter of credit.

 你们使用什么付款方式？

我们怎么安排付款？

付款方式是什么？

我们要求采用保兑的、不可撤消的信用证来支付。

你们需要开立一个保兑的、不可撤消的信用证。

我们希望你们能用保兑的、不可撤消的信用证来支付给我们。

2 A:The point is that to open a L/C does mean additional expense.

The trouble is that opening a L/C will add to the cost of our imports.

The problem is that payment by L/C will cause us some difficulty in getting the license.

B: I’m sorry that can’t be helped.

问题是开立一个信用证将意味着额外的开支。

问题是开立一个信用证将增加我们的进口成本。

问题是用信用证付款将给我们获得许可证方面带来一些困难。

很抱歉，没办法。

3 A:When shall we open the letter of credit?

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commerce, trade, trading 贸易
inland trade, home trade, domestic trade, internal trade, interior trade 国内贸易
international trade 国际贸易
foreign trade, external trade 对外贸易,外贸
terms of trade 贸易条件
free-trade area 自由贸易区
import, importation 进口
importer 进口商
export, exportation 出口
exporter 出口商
commercial channels 商业渠道
customs 海关
customs duty 关税
quota 配额,限额
item 项目,细目
commercial transaction 买卖,交易
manufacturer 制造商,制造厂
middleman 中间商,经纪人
dealer 经销商
wholesaler 批发商
retailer 零售商
tradesman 零售商
merchant 商人 (英)批发商,(美)零售商
concessionaire, licensed dealer 受让人,特许权获得者
consumer 消费者,用户
client, customer 顾客,客户
buyer 买主,买方
stocks 存货,库存量
purchase 购买,进货
sale 销售
bulk sale 整批销售,趸售
wholesale 批发
retail trade 零售业
cash sale 现货
hire-purchase 分期付款购买 (美作:installment plan)
competition 竞争
competitor 竞争者
competitive 竞争的
unfair competition 不合理竞争
dumping profit margin 倾销差价,倾销幅度
trademark 商标
registered trademark 注册商标
registered office, head office 总公司, 总店, 总部
-------------------
cost price 成本价
factory price, manufacturer's price 出厂价
net price 净价,实价
price free on board 船上交货价
purchase price 买价,进货价格
sale price 卖价,销售价格
wholesale price 批发价
retail price 零售价
fixed price 固定价格
guaranteed price 保证价格
cash price 现贷价格,现金价格
market price 市场价
preferential price 优惠价
piece price, unit price 单位价格,单价
price control 物价管制,价格控制
maximum price, ceiling price 最高价
minimum price 最低价
prime cost, first cost, first price, initial cost, initial price 最初成本
price freeze 价格冻结
price fixing 限价,限定价格
price index 物价指数
price fall 价格下降
rise in price 价格上涨
on a lump-sum basis 一次(整笔)总付的方法
all-inclusive 总括

--------------------
sum 总数,全额
amount 总数,总值
bill 汇票 (美作:check)
bill of exchange 汇票
promissory note 本票,期票
pro forma invoice 估价单,估价发票
voucher 凭单,收据
receipt 收据
advance (payment) 预付(款项)
cash payment 现金支付,付现
deferred payment, payment by instalments 延期付款
cash on delivery 交货付现,货到付款
down payment 预付定金
monthly payment 月度付款
payment in kind 以实物付款
payment in specie 以其真正形式付款
refund, repayment 归还,调换证券
payment in arrears, outstanding payment 拖欠款项
remuneration 报酬,补偿
compensation 赔偿,补偿

1. Happiness takes no account of time。

欢乐不觉时光过。

2. Virtue is her own reward。

为善最乐。

3. Small gains bring great wealth。

小益聚大财，薄利成巨富。

4. Suspicion is the poison of true friendship。

猜疑伤害莫逆之交。

5. Speed is the soldier's asset。

兵贵神速。

6. Sweet discourse makes short days and nights。

言语投机恨时短。

7. Soft words butter no parsnips。

画饼充饥。

8. Set a thief to catch a thief。

以毒攻毒。

9. Well fed, wed bred。

衣食足，知荣辱。

10. Laugh at your ills, and save doctors' bills。

生病不忧虑，节省医药费。

11. Sloth is the key of poverty。

惰能致贫。

12. Among the blind the one eyed man is the king。

山中无老虎，猴子称大王。

13. To err is human。

犯错是人之常情。/ 人谁无过。

14. You can't judge a book by its cover。

不能以外表来判断本质。/ 不要以貌取人。

15. Gut no fish till you get them。

勿操之过急 

Nothing in life is to be feared. It is only to be understood. (Marie Curie)
生活中没有什么可怕的东西，只有需要理解的东西。（居里夫人）

　　A man is not old as long as he is seeking something. A man is not old
until regrets take the place of dreams. (J. Barrymore)
只要一个人还有追求，他就没有老。直到后悔取代了梦想，一个人才算老。（巴里摩尔）

　　A man can succeed at almost anything for which he has unlimited enthusiasm. (C. M. Schwab)
只要有无限的热情，一个人几乎可以在任何事情上取得成功。（施瓦布）

　　One thing I know: The only ones among you who will be really happy are
those who will have sought and found how to serve. (A. Schweizer)
有一点我是知道的：在你们之中，只有那些愿意寻求发现如何为别人服务的人，才是真正幸福的。
（施韦策）

　The important thing in life is to have a great aim, and the determination
to attain it. (Goethe)
人生重要的在于确立一个伟大的目标，并有决心使其实现。（歌德）

　　To live is to function. That is all there is in living. (Holmes)
活着就要发挥作用，这就是生活的全部内容。（霍姆斯）

　　Man can only be free through mastery of himself. ( S. E. Morison)
只有通过掌握自己，才能使自己得到解放。（莫里森）

　　Fear not that thy life shall come to an end, but rather fear that it
shall never have a beginning. (J. H. Newman)
不要害怕你的生活将要结束，应该担心你的生活永远不曾真正开始。（纽曼）

　　Choose a life of action, not one of ostentation. ( C. Nepos)
要选择行动的一生，而不是炫耀的一生。（内波斯）

　　When the fight begins within himself, a man's worth something.
( R. Browning)当一个人内心开始斗争时，他就有了价值。（布郎宁）

　　There is only one success --- to be able to spend your life in your own
way. (C. Morley )只有一种成功，那就是能够用自己的方式度过自己的一生。（莫利）

　　We must accept finite disappointment, but we must never lose infinite
hope. ( Martin Luther King, Jr.)
我们必须接受失望，因为它是有限的，但千万不可失去希望，因为它是无穷的。（马丁。路德。金）

　　We grow neither better nor worse as we grow old but more like ourselves.
( M. L. Becker )随着年龄的增长，我们并不变得更好也不变得更坏，而是变得更象我们自己。（贝克尔）

　　If a jewel falls into the mire, it remains as precious as before; and
though dust should ascend to heaven, its former worthlessness will not be
altered. ( AL Jaber )宝石即使落在泥潭里，仍是一样可贵；尘土纵然扬到天上，还是没有价值。（贾比尔）

　　Better to light one candle than to curse the darkness. ( Strong)
与其诅咒黑暗，不如燃起蜡烛。（斯特郎）

　　A man can fail many times, but he isn't a failure until he begins to
blame somebody else.
( J. Burroughs )一个人可以失败许多次，但是只要他没有开始责怪别人，他还不是一个失败者。（巴勒斯）

　　Work is the grand cure of all the maladies and miseries that ever beset
mankind. ( Carlyle )工作是医治人间一切病痛和疾苦的万应良药。（卡莱尔）

　　At twenty years of age, the will reigns; at thirty, the wit; and at
forty, the judgment. ( B. Franklin)
二十岁时起支配作用的是意志，三十岁时是机智，四十岁时是判断。（富兰克林）

　　The tragedy of life is not so much what men suffer, but what they miss.
( T. Carlyle )生活的悲剧不在于人们受到多少苦，而在于人们错过了什么。（卡莱尔）

　　To sensible men, every day is a day of reckoning. ( J. W. Gardner )
对聪明人来说，每一天的时间都是要精打细算的。（加德纳）

　　Genius is formed in quiet, character in the stream of life. (Goethe )
天才形成于平静中，性格来自于生活的激流。（歌德）

　　Wherever valour true is found, true modesty will there abound.
( W. S. Gilbert )真正的勇敢，都包含谦虚。（吉尔伯特）

　　We can't all be heroes. Somebody has to sit on the curb and clap as they
go by. (W. Roger )
我们不可能都成为英雄。总得有人在英雄走过的时候坐在路边鼓掌。（罗杰）

　　Whom the gods destroy, they first make mad. (Euripides )
上帝要谁灭亡，必先让他疯狂。（欧里比德斯)

　　Life is a leaf of paper white, thereon each of us may write his word or
two. ( A. Lowell )
生活是一张白纸，每个人都在上面写上自己的一两句话。（洛威尔）

　　On earth there is nothing great but man; in the man there is nothing
great but mind. ( A. Hamilton )
地球上唯一伟大的是人，人身上唯一伟大的是心灵。（哈密尔顿）

　　Everything ought to be beautiful in a human being: face, and dress, and
soul, and ideas. ( Chekhov )
人的一切--面貌、衣着、心灵和思想，都应该是美好的。（契诃夫）

　　Life is just a series of trying to make up your mind.( T. Fuller )
生活只是由一系列下决心的努力所构成的。（富勒）

　　Live as though you intend to live forever, and work as though your
strength were limit less. ( S. Bernhardt )
要这样生活，仿佛你寿命永恒；要这样工作，仿佛你精力无穷。（波恩哈特）

　　Other man live to eat, while I eat to live. ( Socrates )
别人为食而生存，我为生存而食。（苏格拉底）

　　Life is the art of drawing sufficient conclusions from insufficient
premises. ( S. Butler )
生活是一种艺术，要在不充足的前提下得出充足的结论。（巴特勒）

　　Life is not all beer and skittles. ( T. Hughes )
人生并非只是吃喝玩乐。（休斯）

　　For man is man and master of his fate. ( A. Tennyson )
人就是人，是自己命运的主人。（丁尼生）

　　The supreme happiness of life is the conviction that we are loved. |( V.
Hugo )
生活中最大的幸福是坚信有人爱我们。（雨果）

　　Have an aim in life, or your energies will all be wasted. ( R. Peters )
人生应该树立目标，否则你的精力会白白浪费。（彼得斯）

　　None is of freedom or of life deserving unless he daily conquers it
anew.( Erasmus )
只有每天再度战胜生活并夺取自由的人，才配享受生活或自由。（伊拉斯漠）

　　What makes life dreary is the want of motive. (George Eliot )
没有了目的，生活便郁闷无光。（艾略特）

　　Don't believe that winning is really everything. It's more important to
stand for something. If you don't stand for something, what do you win? (
Lane Kirkland )
不要认为取胜就是一切，更重要的是要有信念。倘若你没有信念，那胜利又有什么意义呢？（柯克兰）

　　Towering genius disdains a beaten path. It seeks regions hitherto
unexplored. ( Lincoln )
卓越的天才不屑走旁人走过的路，他寻找迄今未开拓的地区。（林肯）

　　Life can only be understood backwards, but it must be lived forwards.(
Kierkergaard )
只有向后才能理解生活；但要生活好，则必须向前看。（克尔凯郭尔）

　　While there is one untrodden tractFor intellect or will.And men are free
to think and act,Life is worth living. ( A. Austin
)只要还有一块知识和意志尚未征服的领域，只要人们能自由思考和行动，生活就是值得的。（奥斯汀）

　　Life is ten percent what you make it and ninety percent how you take
it.( I. Berlin
)生活有百分之十在于你如何塑造它，有百分之九十在于你如何对待它。（柏林）

　　The great use of life is to spend it for something that overlasts it.(
W. James )
生命的最大用处是将它用于能比生命更长久的事物上。（詹姆斯）

　　No man is useless in this world who lightens the burden of someone else.
( C. Dickens )
在这个世界上能为别人减轻负担的人都是有用的。（狄更斯）

　　Life is measured by thought and action, not by time. ( J. Lubbock )
衡量生命的尺度是思想和行为，而不是时间。（卢伯克）

　　The value of life lies not in the length of days, but in the use we make
of them. ( Montaigne )
生命的价值不在于能活多少天，而在于我们如何使用这些日子。（蒙田）

　　Ideas are like the stars --- we never reach them, but like mariners, we
chart our course by them. ( C. Schurz )
理想就象是星星--我们永远无法到达，但是我们象水手一样，用它们指引航程。（舒尔茨）

　　I tell you hopeless grief is passionless. ( E. B. Browning )
我告诉你，没有希望的悲伤是没有感情的。（勃郎宁夫人）
He who has never hoped can never despair. ( Bernard Shaw )
从来没有抱什么希望的人也永远不会失望。（萧伯纳）

　　Try not to become a man of success but rather try to become a man of
value. ( A. Einstein )
不要为成功而努力，要为作一个有价值的人而努力。（爱因斯坦）

Our greatest glory consists not in never falling but in rising every time
we fall. ( O. Goldsmith )
我们最值得自豪的不在于从不跌倒，而在于每次跌倒之后都爬起来。（哥德斯密斯）

It is not enough to be industrious, so are the ants. What are you
industrious about?( H.D. Thoreau)光勤劳是不够的，蚂蚁也是勤劳的。要看你为什么而勤劳。（梭罗）

　　You have to believe in yourself. That's the secret of sucess. ( Charles
Chaplin )
人必须相信自己，这是成功的秘诀。（卓别林）

　　A wise man never loses anything if he has himself. ( Nietzche )
聪明的人只要能掌握自己，便什么也不会失去。（尼采）

　　To be without some of the things you want is an indispensable part of
happiness. ( Russell )
有些东西你想要而没有，这是幸福不可缺少的一部分。（罗素）

　　Something attempted, something done. ( Longfellow )
有所尝试，就等于有所作为。（朗费罗）

　　Victory won't come to me unless I go to it. ( M. Moore )
胜利是不会向我们走来的，我必须自己走向胜利。（穆尔）

　　The people who get on in this world are the people who get up and look
for circumstances they want, and if they cannot find them, make them. (
Bernard Shaw )
在这个世界上取得成功的人，都努力去寻找他们想要的机会，如果找不到时，他们就自己创造机会。（萧伯纳）

　　A great man is always willing to be little. ( R. W. Emerson )
伟大的人物总是愿意当小人物的。（爱默生）

　　Death is the only pure, beautiful conclusion of a great passion. ( D. H.
Lawrence )
死是伟大的激情的唯一的纯洁、美丽的终结。（劳伦斯）

　　Great men are rarely isolated mountain-peaks; they are summits of
ranges. ( T. W. Higginson )伟人很少是突兀的山峰；它们是众山中的最高峰。（希金森）

　　The crash of the whole solar and stellar systems could only kill you
once.( T. Carlyle )
即使整个太阳系和星系崩溃，你也只死一次。（卡莱尔）

　　Many people's tombstones should read: " Died at 30, buried at 60." ( N.
M. Butler )
许多人的墓碑上应该刻上："三十而死，六旬而葬。"（巴特勒）

　　To feel that one has a place in life solves half the problem of content.
( G. Woodberry )
如果感觉到自己在生活中有了一个位置，满足的问题就解决了一半。（伍德贝利）

　　We should so live and labor in our time that what came to us as seed may
go to the next generation as blossom, and what came to us as blossom may
go to them as fruit. This is what we mean by progress.( H. W. Beecher )
我们一生应该这样地生活和劳动，使给予我们的种子能在下一代开花，使给予我们的花朵能在下一代结果，这就是我们所说的进步的意义。（比彻）

　　What's a man's first duty? The answer's brief: To be himself. ( Ibsen )
人的第一天职是什么？答案很简单：不伪饰自己。（易卜生）

　　It is while you are patiently toiling at the little tasks of life that
the meaning and shape of great whole of life dawn on you. ( P. Brooks )
在你耐心地操劳于生活的琐事的过程中，你才能领悟整个生活的伟大意义和形象。 （布鲁克斯）

　　Dare and the world always yields. If it beats you sometimes, dare it
again and again and it will succumb. ( W. M. Thackeray )
大胆挑战，世界总会让步。如果有时候你被它打败了，不断地挑战，它总会屈服的。（萨克雷）

　　Destiny: A tyrant's authority for crime, and a fool's excuse for
failure. ( A. Bierce )
命运是暴君施虐的权威，傻瓜失败的借口。（比尔斯）

　　Have no fear of perfection ---- you'll never reach it. ( S. Dali )
不要为十全十美担心--你永远作不到十全十美。（达里）

　　The sum of behaviour is to retain a man's own dignity, without intruding
upon the liberty of others. ( F. Bacon )
人的行为准则是，维护自己的尊严，不妨碍他人的自由。（培根）

　　One may overcome a thousand men in battle, but he who conquers himself
is the greatest victor.
( Nehru )一个人能在战场上制胜千军，但只有战胜自己才是最伟大的胜利者。（尼赫鲁）
I've never any pity for conceited people, because I think they carry their
comfort about
with them. ( George Eliot )
我从不怜惜自负的人们，因为我觉得他们无处不能自我安慰。（艾略特）

　　Man can climb to the highest summit, but he cannot dwell there long. (
Bernard Shaw )
人可以爬到最高峰，但他不能在那儿久住。（萧伯纳）

　　The tyrant dies and his rule ends, the martyr dies and his rule begins.
(Kierkegaard)
暴君死了，他的统治就结束了；烈士死了，他的统治刚开始。（克尔凯郭尔）

　　Most of the trouble in the world is caused by people wanting to be
important. ( T. S. Eliot )
世界上大部分的麻烦都是要想成为伟大人物的人搞出来的。（艾略特）

　　The main dangers in this life are the people who want to change
everything --- or nothing.
( Lady Astor )
生活中的主要危险来自那些想要改变一切或什么也不想改变的人。（阿斯特子爵夫人）

　　Habit is habit, and not to be flung out of the window by any man, but
coaxed downstairs a step a time. ( Mark Twain )
习惯就是习惯，谁也不能将其扔出窗外，只能一步一步地引它下楼。（马克吐温）

　　Bigotry may be roughly defined as the anger of men who have no opinions.
( C. K. Chesterton )
可以给偏执下一个粗略的定义：没有观点的人的愤怒。（切斯特顿）

　　Optimist: A man who gets treed by a lion but enjoys the scenery. ( W.
Winchell )
乐观主义者：被狮子逼上了树但仍能欣赏风景的人。（温切尔）

　　You know what charm is : A way of getting the answer "yes" without
having asked any clear question. ( A. Camus )
你知道什么是魅力：一种不用明白地提出问题而能得到肯定答复的办法。（加谬）

　　The worst tragedy for a poet is to be admired through being
misunderstood. ( J. Cocteau )
对于诗人来说，最大的悲剧莫过于由于误解而受到钦佩。（科克托）

　　The essence of language is human activity. ( O. Jesperson )
语言的本质是人类活动。（耶斯佩森）

　　Animals are such agreeable friends ----they ask no questions, they pass
no criticisms.
( George Eliot )
动物是极容易相处的，它们从不提问，也从不会批评。（艾略特）

　　Education is a progressive discovery of our own ignorance. ( W. Durant )
教育是一个逐步发现自己无知的过程。（杜兰特）

　　In education we are striving not to teach youth to make a living, but to
make a life.
( W. A. White )
教育不是为了教会青年人谋生，而是教会他们创造生活。（怀特）

　　I would rather see a young man blush than turn pale. ( M. P. Cato )
我宁可看到青年人脸红，也不愿看到它脸色变得苍白。（加图）

　　It is impossible to defeat an ignorant man in argument. ( W. G. McAdoo )
在争论中是无法击败无知者的。（麦卡杜）

　　A long dispute means that both parties are wrong. ( Voltaire )
持久的争论意味着双方都是错的。（伏尔泰）

　　People generally quarrel because they cannot argue. ( Chesterton )
通常人们是因为不会辩理才吵架的。（切斯特顿）

　　The reasonable man adapts himself to the world; the unreasonable one
persists in trying to adapt the world to himself. ( Bernard Shaw )
明白事理的人使自己适应世界；不明事理的人想使世界适应自己。（萧伯钠）

　　Every form of addiction is bad, no matter whether the narcotic be
alcohol or morphine or idealism. ( C. G. Jung )
任何形式的瘾都是不好的，不管上瘾的是酒精、吗啡还是唯心主义。（荣格）

　　As long as the world shall last there will be wrongs, and if no man
rebelled, those wrongs would last forever. ( C. Darrow )
只要世界还存在，就会有错误，如果没有人反叛，这些错误将永远存在下去。（达罗）

　　I disapprove of what you say, but I will defend to the death your right
to say it. ( Voltaire )我不同意你说的话，但我愿意誓死捍卫你说话的权利。（伏尔泰）

　　The only man who is really free is the one who can turn down an
invitation to dinner without giving any excuse. ( J. Renard )
唯一真正自由的人是能够拒绝宴会的邀请而不用提出理由的人。（勒纳尔）

　　The man with a new idea is a crank until the idea succeeds.
( Mark Twain)具有新想法的人在其想法被接受之前是怪人。（马克吐温）

The greater the man, the more restrained his anger. ( Ovid )
人越伟大，越能克制怒火。（奥维德）

　　It is easier to fight for principles than to live up to them.
( A. E. Stevenson )为原则而斗争容易，按原则的要求活着难。（史蒂文森）

　　There is nothing permanent except change. ( Heracleitus )
惟有变化才是永恒的。（赫拉克利特）

　　Those who expect to reap the blessings of freedom must undergo the
fatigue of supporting it.
( T. Paine )想要收获自由之果的人，必须承受维护自由的劳苦。（潘恩）

　　No road of flowers lead to glory. ( La Fontaine )
没有一条通向光荣的道路是铺满鲜花的。（拉封丹）

　　Do not, for one repulse, forgo the purpose that you resolved to effort.
( Shakespeare )
不要只因一次挫败，就放弃你原来决心想达到的目的。（莎士比亚）

　　The man who has made up his mind to win will never say " Impossible".(
Napoleon )
凡是决心取得胜利的人是从来不说"不可能"的。（拿破仑）

　　Miracles sometimes occur, but one has to work terribly for them. ( C.
Weizmann )
奇迹有时候是会发生的，但是你得为之拼命蒂努力。（魏茨曼）

　　There is no such thing as darkness; only a failure to see. ( Muggeridge
)
没有黑暗这种东西，只有看不见而已。（马格里奇）

　　It never will rain roses. When we want to have more roses we must plant
trees. ( G. Eliot )
天上永远不会掉下玫瑰来，如果想要更多的玫瑰，必须自己种植。（艾略特）

　　Time is a bird for ever on the wing. ( T. W. Robertson )
时间是一只永远在飞翔的鸟。（罗伯逊）

　　If you do not learn to think when you are young, you may never learn.
(Edison )如果你年轻时不学会思考，那就永远不会。（爱迪生）

　　A day is a miniature of eternity. ( Emerson )
一天是永恒的缩影。（爱默生）

　　The course of true love never did run smooth. ( Shakespeare )
真诚的爱情之路永不会是平坦的。（莎士比亚）

　　Love is stronger than death.
爱的力量大于死亡。（《圣经》）

　　When I was young, I admired clever people. Now that I am old, I admire
kind people. ( A. J. Heschel )少时喜欢聪明人，老来喜欢仁厚人。（赫歇尔）

　　All good things are cheap, all bad things are very dear.( H. D. Thoreau)
一切好的东西都是便宜的，所有坏的东西都是非常贵的。（梭罗）

　　Patience! The windmill never strays in search of the wind. ( Andy J. Sklivis )
耐心等待！风车从不跑去找风。（斯克利维斯）

　　Morality may consist solely in the courage of making a choice. ( L. Blum )
品德可能仅仅在于有勇气作出抉择。（布鲁斯）

　　Fame usually comes to those who are thinking something else.
( O. W. Holmes )通常是没想到成名的人反而成了名。（霍姆斯）

　　The jealous are troublesome to others, but a torment to themselves. ( W. Penn)
妒忌者对别人是烦恼，对他们自己却是折磨。（佩恩）

　　If there were less sympathy in the world, there would be less trouble in
the world. ( O. Wilde )如果世界上少一些同情，世界上也就会少一些麻烦。（王尔德）

　　Many a man's reputation would not know his character if they met on the
street. ( E. Hubbard )
许多人的名声如果在街上遇到自己的品德会互相不认识。（哈伯德）

　　Don't waste life in doubts and fears. ( Emerson )
不要把生命浪费于怀疑与恐惧中。（爱默生）

　　The most exhausting thing in life is being insincere. ( A. M. Lindbergh)
生活中最使人筋疲力尽的事是弄虚作假。（林德伯格）

　　It is discouraging to think how many people are shocked by honesty and
how few by deceit. ( N. Coward )
令人沮丧的是，有那么多人对诚实感到吃惊，而对欺骗感到吃惊的人却那么的少。（科沃德）

贵国的T恤在我国东部市场很畅销。

2. We all know that Chinese slippers are very popular in your market since they have superior quality and competitive prices.

我们都知道中国拖鞋因价廉物美而畅销于你方市场。

3. This product has been a best seller for nearly one year.

该产品成为畅销货已经将近1年了。

4. There is a good market for these articles.

这些商品畅销。

5. There is a poor market for these articles.

这些商品滞销。

6. There is no market for these articles.

这些商品没有销路。

7. Your bicycles find a ready market here.

你们的自行车在此地销路很好。

8. They talked at great length of how to increase product sales.

他们详细地讨论了怎样增加你方产品的销售。

9. They are doing as much as possible to open up an outlet.

他们正在尽最大努力以打开销路。

10. Our demand for this product is steadily increasing.

我们对该产品的需求正在稳步地增长。

11. We are sure that you can improve sales this coming year, based on the end of last years' marketing conditions.

根据你地的市场情况，我们确信今年你们有望销得更好。

12. Packing has a close relationship with sales.

包装对产品的销路有很大关系。

13. We are trying to find a market for this article.

我们正在努力为此项商品寻找销路。

14. We regret we cannot find any market for this article.

我们很抱歉不能为此项商品找到销路。

15. According to our experience, these handicrafts can find a ready market in Japan.

根据我们的经验，这些手工艺品在日本销路很好。

16. We can discuss further details when you have a thorough knowledge of the marketing possibilities of our products.

等你们全面了解我们产品销售的可能性之后，我们再进一步细谈。

17. According to your estimate, what is the maximum annual turnover you could fulfill?

据你估计，你能完成的最大年销售量是多少呢？

18. We don't know the market situation.

我们还不了解市场情况。

19. Your market still has great potential.

你们的市场仍有很大潜力。

20. There are only a few unsold pieces.

只有几件商品未售出。

Words and Phrases

salable 畅销的

popular 有销路的

find a market 销售

selling line 销路

trial sale, test sale, test market 试销

salable goods 畅销货

popular goods 快销货

the best selling line (the best seller) 热门货

to find (have) a ready market 有销路，畅销

to have a strong footing in a market 很有销路

good market 畅销

poor(no) market 滞销

goods that sell well 畅销货

sell like wild fire 畅销，销得很快

　　例： By choosing the right on-hold music， the company has reduced abandon rate by 50%.

　　2、absenteeism 旷工，缺勤

　　例：Improvements in working conditions helped to reduce levels of absenteeism.

　　3、absolute interest 绝对产权，绝对权益

　　例：The company has an absolute interest in the building.

　　4、academic intelligence 学术方面的才智

　　例：Phrases such as "solves problems well，""displays interest in the world at large，""accepts others for what they are，""admits mistakes，""is goal oriented，" and "converses well" suggest that people focus on the worldly side of intelligence， as opposed to just "academic intelligence.

　　5、academic smarts 学术方面的才能

　　例：It's not the usual way of thinking about it - academic smarts-IQ.

1、accelerated learning 速成学习

　　例：Accelerated learning shows that language learning an be fast， effective and enjoyable.

　　2、access 使用，享用权

　　例1： Access to these files is restricted.

　　2 ： Students have free access to the library's scientific literature.

　　3、access 进入

　　例：Its acquisition of the group will allow it to gain access to France's railway business.

　　4、access fee 使用费

　　例：They have cut the access fee long-distance providers pay to local phone companies.

　　5、accessories 装饰品，首饰，衣饰

　　例1：I would like to thank you for the interest you expressed in our range of children's and teenage fashion sportswear and accessories.

　　例2：As Potter-mania sweeps the nation， add a magical touch to your mobile with these fun Harry Potter-themed phone accessories.

1、account  账户

　　例：When the debt is cleared- as it must be by the time the customer retires- and the account goes into credit， it will attract interest at about 5 per cent.

　　2、account  客户，生意往来关系

　　例：The firm is one of our major accounts.

　　3、accountancy 会计工作

　　例： To her， accountancy was a means to find out about business and be paid at the same time.

　　4、accounts  账目

　　例：The financial director was accused of falsifying the company accounts.

　　5、accounts  会计部门 即 accounts department

　　例： She works in accounts.

　　6、accounts manager 会计部经理

　　7、accounts payable 应付账款

　　例： Accounts payable is created when a firm deals with suppliers who extend credit.

　　8、accounts receivable 应收账款

　　例： Assets include cash， accounts receivable， inventory， property and equipment， and patents.

　　9、achievable 切实可行的，可达到的

　　例： Your objectives should be relevant to the job you have applied for and achievable.

　　10、Achilles' heel 原意为阿基里斯的脚踵，引申为致命弱点

　　例： However， an Achilles' heel can usually be found that allows the headhunter to persuade them that they are， in fact， wanting to change.

1、acid test 决定性的考验

　　例： The acid test is whether or not somebody will actually buy the product.

　　2、acquire 购入，取得所有权

　　例： This is Cussons' newly acquired factory in Poland.

　　3、acquisition 收购

　　例： The accelerated rate of globalisation has left companies desperately seeking overseas acquisitions in order to remain competitive.

　　4、across-the-board 全面，全体

　　例1： They have decided to increase prices by 4% across-the-board.

　　例2： To save money， identify current problems， and make the old company more dfficient， the new president ordered an across-the-board examination of expenditures and operational procedures in every department.

　　5、action figure （仿真）玩具人，活动人

　　6、activewear 运动服

　　例： Lauren has been making activewear and basics like jeans and leather jackets for almost a quarter of a century.

　　7、activity 经营项目， 经营业务

　　例： The main activities of the company are manufacturing computer components and direct retailing to consumers.

　　8、act of God 不可抗力， 天灾， 亦作 force majeure.

　　例1. Private householders or businessmen insure against burglary， loss or damage by vandalism or "acts of God".

　　例2. The insurance policy does not cover acts of God.

　　9、actuals 实际数字（相对于估计的数目）

　　例： These are the actuals for last year's turnover.

　　10、actuary 精算师（受雇于保险公司或退休基金公司，根据死亡率和意外事故、火灾、盗窃等的可能性，估计保险风险和费用）

　　例：Actuaries spend their time working out whether or not an accident will happen and how much it will cost if it does.

　1、adaptation 重新打造以适应本土化

　　例1：Adaptation may need to be made in branding， labeling， and packaging of the product.

　　例2：Potential risk refers to the level of adaptation required to enter foreign markets.

　　2、added value 增加值，增值

　　例：An important aspect of marketing goods like CD players and televisions is possible added value， such as free videos or CDs.

　　3、addition （某一产品系列中的）新增产品

　　例：The KR 700 is the latest addition to our range of fax machines.

　　4、Additional Benefit Funding 附加福利基金（专款）

　　例：You will be able to use as much as you like of your Additional Benefit Funding to "buy" benefits.

　　5、add-on 附加装置（可以是硬件或软件，目的为改进或增加功能），附加部分，亦作add-in

　　例1：It's better to use a computer with add-on/in.

　　例2：Various add-ons/ins can be purchased to increase the output of the machine.

　　6、address 满足（需求）

　　例：Every effort is made to address costomer needs.

　　7、address 作正式讲话，发表演说，向……汇报

　　例：The media relations manager addressed shareholders prior to the company's merger with a Swedish company.

　　8、address  处理，解决

　　例：In an attempt to address this problem， major banks are about to offer start-up packages to assist new business.

　　9、address book 通讯簿

　　例：Mke sure you have everybody's name in your address book.

　　10、addressing machine 通讯地址打印机

adjoining bedroom （两间毗连的）套间

　　administration charges 行政管理费，亦作administration fees

　　例： If you're just starting up， many banks offer special packages with no administration charges for the first year.

　　administrative expenses 行政管理费用

　　例：The secretary's salary， and expenses incurred in the office are shown as administrative expenses.

　　adult day-care centre 成人日托服务中心

　　例：Adult day-care centres， which provide supervision in a group setting for aged or disabled people who live at home， have multiplied tenfold in the past decade.

　　好了，今天就不唱歌了，上自习去了

　　advance 预付款， 垫款

　　例： I asked for an advance on my salary.

　　advanced orders 预订货量

　　例： The development of the game has taken two years but advanced orders are impressive.

　　advancement 进步

　　例： Businesses established in foreign countries should contribute to the social advancement of those countries.

　　advance publicity 前期宣传

　　例： The product has sold well considering it was not given much advance publicity.

　　advance reservation clerk （酒店）客房预订接待员

　　advantageous 有利的

　　例：Applicants with a background in engineering or processing would be highly advantageous.

　　adversarial relationship 长期敌对关系，长期关系紧张

　　例：Top management called on the company's division heads to start acting like members of the same team rather than displaying an adversarial relationship.

　　advertising agency 广告公司

　　例： You need to employ an advertising agency to create a product image.

　　advertising business 广告业

　　例： Dentsu is in the advertising business.（Dentsu日本电通公司）

　　advertising campaign 广告宣传活动

　　例1： If one advertises excessively， the advertising campaign could suffer from wearout.

　 I learned to alugh inside my tears,

   I learned to be human in my most wretched years……

   I learned to feel when I wasn't being touched,

　　I learned to give when I didn't have much.

　　I learned to be warm when I was cold……

　　Living real humbly ,I earing to be bold.

　　I learned to live when I thought it better to die……

　　I learned to laugh when all I could do was cry.

　　I learned from below what it's like up above……

　　While I was hated,I learned how to love……

　　It was on the move that I learned how to rest,

　　While at my worst,I learned my best.

　　I learned about God,when it seemed I was damned……

　　It is when I was lost that I learned that I am.

　　I learned to be rich when I had no money……

　　These tings seem so serious,but hey……

　　Isn't life funny!?

　　在泪水中我学会了欢笑

　　在最悲惨的岁月里，我学会了有血有肉

　　当没有什么值得感动的时候，我学会了去感受

　　当并不富足时，我学会了给予

　　当寒冷的时候，我学会了怎样得到温暖

　　在真正卑微地活着，我学会了无畏

　　当生不如死的时候，我学会了生存

　　当唯一能做的事就是哭泣时，我会了欢笑

　　当 一切都高高在上时，我学会了向卑微学习

　　当我被憎恶时，我学会怎样去爱

　　在颠沛流离时，我学会怎样放松

　　当处于最糟糕的境况时，我学会了憧憬最美好的事物

　　当 似乎就要完蛋的时候，我想起了上苍

　　当我迷失的时候，我才知道自己是谁

　　当我一文不名的时候，我学会了要成为一名富翁

　　这些事情似乎很严肃，然而……

　　生活是不是真的很搞笑！？

    We want to develop direct contact with Continental buyers for ourselves.
    我们想为自己的公司同欧洲大陆的买主建立起直接的联系。

    We see that your firm specializes in Light Industrial Goods, and we are willing to establish business relationship with you.
    得知贵公司专门经营轻工业品，我们愿意与贵公司建立业务关系。

    We are one of the largest importers of Electric Goods in this city, and we wish to establish business relationship with you.
    我们是此地最大的电器进口商之一，愿意与你们建立业务关系。

    We are willing to enter into business relationship with your company on the basis of equality and mutual benefit.
    我们愿在平等互利的基础上与贵公司建立业务关系。

    Our two countries have had trade relations for ten years.
    我们两国之间已经有了10年的贸易关系。

    We've never had any difficulties with our Chinese partners, and we'd like to make as many new contacts as we can.
    和中国同行共事从来没有什么困难，希望今后我们之间尽可能多地建立新的关系。

    We have made a very good start in our business with Japan.
    我们和日本在业务上有了良好的开端。

    Our company is thinking of expanding its business relationship with China.
    我公司想扩大与中国的贸易关系。

    As is known, we set great store by the trade relationship with the third world countries.
    众所周知，我们十分重视同第三世界国家的贸易关系。 

    We look forward to reactivating our business relationship.
    我们盼望我们的业务关系重新活跃起来。

    We shall welcome a chance to renew our friendly relationship.
    很高兴能有机会来恢复我们的友好关系。

    We'll try our best to widen our business relationship with you.
    我们将尽力扩大同你们的贸易关系。

    We're writing you in order to establish business relationship.
    我们写此信是为了与你方建立业务关系。

    The arrangement will contribute to cement our pleasant relationship.
    此项安排将有助于巩固我们良好的关系。

    We're willing to restore our business relationship.
    我们希望能恢复贸易关系。

    It will be advantageous if steps are taken to resume our business relationship on the basis of mutual benefit.
    如果我们采取措施在互利的基础上恢复业务关系，对我们都是有利的。

    The depressed market results in the stagnation of trade.
    市场萧条导致贸易停滞。

    We have been doing quite well in our business, we are willing to open an account with you.
    我们的生意一直做得不错，希望能与你们建立帐户往来关系。

    Words and Phrases

    business association 业务联系，交往

    business connection 业务联系

    close relationship 密切的关系

    closer ties 更密切的关系

    to establish(enter into, set up)business relationship 建立业务关系

    to continue business relationship 继续业务关系

    to present business relationship 保持业务关系

    to improve business relationship 改善业务关系

    to promote business relationship 促进业务关系

    to speed up business relationship 加快业务关系的发展

    to enlarge (widen) business relationship 扩大业务关系

    to restore (resume) business relationship 恢复业务关系

    to interrupt business relationship 中断业务关系

    to cement business relationship 巩固业务关系

1.You may be assured that we shall do our best to execute the order to your satisfaction. 我方会尽力执行贵方的订单，让您满意！

2.We promise to give our best attention to the execution of your order. 我们保证认真执行贵方的订单，敬请放心。

3.We regret that owning to the shortage of stocks we are unable to fill your order.
 由于存货短缺，很遗憾，我方无法供应贵方所需货品。

4.We feel great regretful that we can no longer supply the goods your ordered as the production has been discontinued since last August. 很抱歉，我们不能向贵方提供所订货品，因为从去年8月起，该产品就已经停止了生产。

5.It is hard for us supply the amount you need. 我方很难提供你们所需的量。

6.It is impossible for us to supply 3,000 sets for the time being. 目前我方无法向贵方提供300套。

7.At present, we can not undertake to entertain your order owning to the uncertain availability of raw materials. 我方无法确定原料供应量是否充足，所以目前我们不能接受贵方订单。

8.We regret that we are unable to meet your requirement for the time being as orders has been full booked. 货物已经全部订出，目前我方无法满足贵方要求。

9.We are sorry to inform you that we are not able to supply these articles for the moment.很抱歉，这些商品我们暂时不能供应。

10.We are too heavily committed to be able to entertain fresh orders. 向我们订货的人实在是太多了，我们不能再接新的订单了！