credit.一般来说，在收到相关信用证后三个月内我们就全部交货。 17. Please quote us your price for 100 units of Item 6 in your catalog. 请给我们提供你们产品目录册上100组6号产品的报价。
18. Those items are in the greatest demand in foreign markets.那些产品在国外市场上的需求量很大。
19. Would you please quote me your prices for the goods?你能报给我这些商品的价格吗？ 20. We have quoted this price based on careful calculations. 这个报价是我们在精打细算的基础上得出来的。
（录音）Conversations Dialogue 1
A: Good afternoon. I am Mr. Brown, the Import manager of Atlantic Industries Ltd, Sidney, Australia. This is my card.
B: Good afternoon, Mr. Brown. My name is Mrs. Anderson, manager of the sales department. A: Nice to see you, Mrs. Anderson.
B: Nice to see you too, Mr. Brown. Won’t you sit down? A: Thank you.
B: What would you like, tea or coffee? A: I’d prefer coffee if you don’t mind.
B: Is it your first trip to the Fair, Mr. Brown? A: No, it’s the fourth time.
B: Good. Is there anything you find changed about the Fair?
A: Yes, a great deal. The business scope has been broadened, and there are more visitors than ever before.
B: Really, Mr. Brown? Did you find anything interesting?
A: Oh, yes. Quite a bit. But we are especially interested in your products. B: We are glad to hear that. What items are you particularly interested in?
A: Women’s dresses. They are fashionable and suit Australian women well, too. If they are of high quality and the prices are reasonable, we’ll purchase large quantities of them. Will you please quote us a price? B: All right.
Dialogue 2
A: I’m glad to have the opportunity of visiting your corporation. I hope to conclude some substantial business with you.
B: It’s a great pleasure to meet you, Mr. Brown. I believe you have seen our exhibits in the showroom. May I know what particular items you’re interested in?
A: I’m interested in your hardware. I’ve seen the exhibits and studied your catalogues. I think some of the items will find a ready market in Canada. Here is a list of my requirements, for which I’d like to have your lowest quotations, C.I.F. Vancouver.
B: Thank you for your inquiry. Would you tell us the quantity you require so that we can work out the offers?
A: I’ll do that. Meanwhile, could you give me an indication of price?
B: Here are our F.O.B. price lists. All the prices in the lists are subject to our confirmation.
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A: What about the commission? From European suppliers I usually get a 3 to 5 percent commission for my imports. It’s the general practice.
B: As a rule we don’t allow any commission. But if the order is a substantial one, we’ll consider it. A: You see, but I do business on a commission basis. A commission on your prices would make it easier for me to promote sales. Even two or three percent would help. B: That’s something we can discuss later.
Dialogue 3
A: When can I have your firm C.I.F. prices, that is to say, the final offer, Mr. London?
B: We’ll have them worked out by this evening and let you have them tomorrow morning. Would you be free to come by then?
A: Yes. I’ll be here tomorrow morning at 10. B: Perfect. Our offer remains open for 3 days.
A: I don’t need that long to make up my mind. If your prices are agreeable and if I can get the commission I want, I can place the order right away.
B: I’m sure you’ll find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices haven’t changed much.
A: I’m glad to hear that. As I’ve just said, I hope to conclude some substantial business with you. B: We shall be very pleased. Is there anything else I can do for you, Mrs. Anderson?
A: I’m buying for chain department stores in Canada. They are also interested in Egyptian carpets. Could you introduce me to the person in charge of this line?
B: Certainly, I’ll make an appointment for you with Mr. Jordan of the Egypt National Native Produce and Animal By-products Import and Export Corporation. A: Thank you very much.
Words and Expressions
promising 有希望的，有前途的initial 最初的a long- term contract 长期合同grant 批准，给予
substantial 数量大的，大量的subject to our confirmation 以我方确认为准covering 有关的 chain department store 连锁百货店receipt 收到；收据a ready market 市场畅销 do business on a commission basis 做有佣金的买卖price sheet / price list 价格单
as a rule 通常，一般来说C.I.F Vancouver 温哥华到岸价quotation 报价，标价enquiry 询价
showroom 展示厅，陈列室hardware 五金制品There’s no indication of price. 没有标明价格 commission 佣金sales literature 销售说明书specification 规格F.O.B. prices 离岸价，船上交货价
firm offer/ tentative offer 实盘/议盘
Notes
1. We would be obliged if you would ?
obliged感激 这是商业信函中的客套话，在请求对方做某事时，常用这个句型。另外，表示―感激‖的句型还有：
a. We would be thankful (grateful) if you would?
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b. We would appreciate if you would? c. It would be appreciated if you would?
2. C.I.F. 是 Cost Insurance Freight 的缩写，其意思是 ―成本、保险费加运费‖。 3. have confidence in 对……有信心 4. hear from 收到……的来信 5. place an order 订货 6. make a delivery 交货
Substitution Drills
1 A: We’re quite interested in your down coats. How about the supply position? 我们对你们的羽绒衣服很感兴趣。请问供应情况如何？
B: For most of the articles in the catalog, we have an ample supply. 对于目录中的大多数产品，我们都有充足的货源。
All the articles displayed here are available. 这里所有展出的商品都有供货。 Generally speaking, we can supply from stock.总体来说，我们有存货供应。
2 A: I don’t need to remind you that the market has become very competitive, the competition has become pretty keen, you must be able to compete with rival firms. 不用说市场竞争很激烈。市场竞争变得相当尖锐。你必须能够与你的对手公司相竞争。
B: You’ll find our prices are very favorable, very competitive, and most acceptable.你会发现我们的价格很优惠。很有竞争力。是最容易接受的。
3 A: Do you quote F.O.B. or C.I.F.? 你们报船上交货价还是最后到岸价？
B: We usually quote on an F.O.B. basis. a C. I.F. basis the basis of C. I. F. terms landed 我们一般报船上交货价。成本加运费、保险费在内的到岸价最后到岸价加卸货价
4 A: Could you make offers for the items listed in your catalogue? Would you give me an offer for Item No.7? May I have your offer of Model ZX 102? 你能给出目录中所列产品的报价吗？给出七号物品的报价吗？给我ZX 102型的价格吗？
B: Here’s the price list, but the prices are subject to our final confirmation. Here it is, but the price is subject to your confirmation before Friday. Here you are, but the offer is based on immediate acceptance. 这是价格单，但最终价格取决于我们的最终确认。给您，但是价格取决于您周五前的确认。给您，但是价格必须马上接受才行。
5 A: How long will you leave your offer open? valid on the table你的报价多长时间有效？ B: It’s valid for three years. 三年有效。
It’s good for twenty-four hours only. 只有二十四小时的有效期。 It’ll remain firm until Friday.周五前不变。
6 A: We want to find out if you can supply walnut meat. article No.16 is available. 我们想知道你们能否提供胡桃肉。第16号产品是否还有现货
B: Walnut meat is in high demand these days. As far as this item is concerned, the supply cannot meet the demand. 最近胡桃肉需求很大。就这种产品而言，供不应求。
7 A: Any chance of scraping up a small quantity? 可以积攒起一些吗？
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B: To be honest, we’ve sold out. 坦率地说，我们卖光了。 tell the truth, the supply has run out. 说实话，供货卖完了。
put it simply, we have nothing on hand.简单地说，我们手边没有货。
8 We’ll keep your order on file. When the next supply comes in, we’ll get in touch with you. We’ll keep your requirement in mind. When new crops come in, we’ll let you know. We’ll inform you as soon as we have new supplies in the near future.
我们会对你的订单做好记录。当下批货来的时，我们会和你联系。 我们会记下您的要求。下批农作物到来时，我们会告诉您的。 不久我们一旦有了新货就会通知您。
9 There is just a limited quantity for the time being. 现在只是货物数量有限。 in the long run长远看来 at present目前 today今天
10 Would you quote me your lowest prices for the goods at present? 请问您能给我提供这些商品目前的最低价格吗？ May I ask我能问一下 May I know我可以知道
11 May I ask the price of the product? 我能问一下这商品的价格吗？ cost成本 expense费用 charge费用
实训要求：
按照上述所给材料，每组同学根据自己选择的行业、产品，进行询盘、发盘对话，并记录下来。
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