Unit 3 Quality and Quantity
Ⅱ
1. We're satisfied with the quality of your samples and I'm positive that your commodity will find a market in our country.
If your prices are reasonable and quantities satisfactory, we'll place substantial order.
In view of the excellent quality of your products, we are going to make orders in large quantities.
I believe that the high quality and low price of our commodity will attract you to place a trial orders.
If you can increase your quantity to 100 000 pieces, we may consider giving you 1.5% discount.
Because of the recent heavy inflow of orders, our supply position is very stringent. But we will do our utmost to satisfy your requirements of quantity.
We believe that the superior quality and competitive price of our products will please your customers. We want to order 100 000 dozen, that is 40 000 dozen more than what we bought last year.
Our commodities have been improved in both quality and design. I'm sure you'll be interested in them.
10. Our woolen sweaters have no rival in quality and color. No other supplier can touch us in this point.
Ⅲ
1. 如果你方给我们提供的货物质量上乘，价格合理，那我方将订购一大批。
2. 我要指出我方的订货以你方的质量保证为条件。
3. 因为其它国家的大量预定，我方暂时不能提供你方要求的数量。
4. 我方的自行车在轻便，高速和耐用等质量方面无可指责。
5. 我方的机械质量高。经过5年的连续使用，没有损坏的迹象。
6. 一项对我方“海鸥”牌手表在你方市场上销售情况的调查将会使你相信其优越的质量。
7. 如果你能把起订量下降到每种花色5 000码，我方有可能向你方订货。
8. 你方的样品质量一流，因此我想在推销你方产品方面不会有太多问题。
9. 我们高兴地通知你，与其它供货商相比，你方产品质量较好， 因此我方决定向你
们定期订货。
10. 四万箱香波远远不够，你能再给我方增加5000箱吗？
Unit 6 Offer and Counter-offer
Ⅱ
The best we can do will be a reduction of another 30 pounds. That'll be definitely rock-bottom.
As your counter-bid is not up to the present market level, we are sorry that we have to give you a negative reply.
Our customers urgently need the goods. So it would be appreciated if you could shift your delivery time from \"the end of July\" to \"in or before June.\"
I hope you would let us have your most favorable firm offer.
As requested, we now make you an offer subject to our confirmation for the following items.
If you are interested, we are able to make you an offer of ... at £ xx per piece CIF Hamburg.
The offer is our rock-bottom price. No further concession I can make
in this respect.
We're making an offer as follows, subject to your reply reaching here by 5:00 p.m. , our time, June 14.
We're now studying your offer carefully, so we hope that you can keep it open till the end of this month.
10. Considering further cooperation in the future, we decide to accept your counter-offer.
Ⅲ
1.我方不可能在价格上再减价50美元。
2.此盘5天内不接受，就作撤消论。
3．考虑到我们长期以来的贸易关系和友好合作，我方建议你方能接受“货到后凭单付款”的支付方式，而非以往的“保兑，不可撤消即期信用证”。
4. 我们的价格定得很合理。
5. 只要你把报价提高，还价有较好的机会获得考虑。
6. 你方还盘太低且没有根据，所以它不能做为进一步洽谈的基础。
7. 很遗憾，我们的价格和你方还盘之间的差距太大，所以恐怕我方不能接受你方还盘。
8．这是一个实盘，有效期到我方时间本周五下午5点止。
9. 这是我方报价单，报的是每种台布曼谷的特别优惠价。
10. 我们已研究了你方对小麦的报价，觉得不符合现行价格水平。
Ⅳ
A: Good afternoon, Mr. Lin. We've studied your offer for compressor.
B: What do you think of it?
A: We think the price is on the high side. It would be impossible for us to push any sales at such a price.
B: I'm a little surprised to hear that. Our offer is based on the current price. It's very reasonable. We can't make any further reduction.
A: If so, there is no point in going on our talking.
B: Then what's your counter-offer?
A: Here it is.
B: We're sincere to trade with you, but the gap between your counter- offer and our price is too wide. That is to say we can't grant the reduction you ask for.
A: We are sincere, too, so let's meet each other half way. In this way, we may be able to conclude the business.
B: You certainly have a way of talking me into it.
A: Thank you for your efforts. And we hope this is only the beginning of our further cooperation in future.
Unit 7 Withholding an Offer
Ⅰ
1. on
2. up before
3. to closing at on
4. imminent commit
Offers investigations importing
stands withhold until
Impossible bring price
responsive fresh supply
Ⅱ
A: How do you find our offer on heavy-duty trucks, Mr. Gao?
B: I'm afraid you're facing a stiff competition from other suppliers.
A: We are. It's expected. Everyone in the trade knows you're in the market. I think we stand a good chance.
B: I'm not so sure. It all depends.
A: We're prepared to cooperate to the best we can. You see, we are the biggest manufacturers of trucks in Italy and our make is one of the best in the world, if not the Number One, We know where we stand,
B: How do your trucks compare with German's?
A: But their prices are higher.
B: Do you think your prices are in keeping with the German make when the quality is taken into consideration?
A: I should think so.
B: I'm afraid I can't agree with you there. On the other hand, you're also facing the competition from the Japanese whose prices are much lower than those of yours. I think you know the situation fairly well.
A: But the quality of theirs compares much lower with ours. All right. Would you give us a counter-offer then?
B: Your prices are so high that we find it difficult to give you any counter-offer. I hope you'll take the initiative in bridging the gap.
A: I'm not in a position to agree to any further reduction. Would you mind waiting a day or two before I get a reply from my home office?
B: Good. Please ring me up as soon as you have any news to tell us.
Unit 9 Price
Ⅱ
1. If you're willing to reduce the price, 10% for instance, we will make large orders with you.
Our prices are very favorable when you consider quality.
As our prices are closely calculated, we regret being unable to grant the discount you asked for.
After studying your price sheet carefully, we have to tell you that your prices appear much higher than those of other suppliers.
We decide to make another concession of 2% in the hope of helping you to push sales.
In view of the recent advance in price in international steel market, we can't cut our price anymore. The prices of foodstuffs are on the increase.
Business opportunity is rather remote unless you can see your way to reduce your prices.
I'll have to consult my home office before I can give you an answer on the price terms.
10. If you stand firm, business is impossible.
Ⅲ
1.价格已定得十分合理，但为了促进交易，我方准备给你4%的折扣。
2.你方价格没有竞争性，如能降价10%，就有可能达成交易。
3．由于价格差距不是大得不可协商，我方希望能通过相互让来解决价格问题。4. 我方认为你方价格远远高于现行价格。
5. 除非你方商品价格低得足以吸引消费者,不然我们无法推销你方商品。
6．虽然我们产品的价格有些高，但是我们确信，就其质量而言，定价是合理的。
7.你肯定注意到目前大米已供不应求,所以价格肯定趋于上升。
8. 看在我们老关系的份上，我方愿意给你在价格上打的折扣。
9. 我方认为，如果你方把价格降低少许，会使销售量增加，利润也会更多。
10.最近，原料价格下跌，因此我方希望你方能相应减低纺织品的价格。
Ⅳ
A: It's really difficult for us to sell your woolen gloves here nowadays.
B: What's the problem?
A: Price, of course. To be frank, your price is much too dear.
B: But the price of wool has gone up since last year because of the increase in the price of materials. In fact, our price is lower than current price level.
A: I don't think so. Japanese suppliers have entered the market, too. And their quotations are lower.
B: But Chinese wool is of top quality.
A: I admit your high quality. However, there's a sharp competition in the market. Lower price is an effective marketing tool, isn't it?
B: I don't deny that. Ok, to support you in selling our products, we can grant you a special discount of 3 % .
A: Thank you.
Unit 11 Payment terms
Ⅰ
1．terms of payment
2．a confirmed, irrevocable letter of credit
3．to open/issue an L/C
4．documents against acceptance (D/A)
5．to honor one’s obligations
6. financial standing
7. to make a compromise
8. invoice value/invoice amount
9. D/P at sight
10. mutual understanding
Ⅱ
1. 不可撤销信用证为出口商提供了银行担保的额外保障。
2. 我们将开立以你方为受益人的信用证，以美元结算。
3. 买方对卖方开具的见票后30天付款的跟单汇票，于提示时应即承兑，并应于汇票到期日即于付款，承兑后交单。
4. 买方应凭卖方开具的跟单汇票，于提单后15天付款，付款后交单。
5. 买方应在信用证内规定：在装运时，如有港口拥挤附加费，由开证人负担，可凭受益人开具的发票和船公司表明实际已付附加费的正本收据，在信用证金额外支付给受益人。
6. Owing to the late arrival of the L/C, we are unable to make shipment according to the date specified in the S/C.
7. Could you make an exception and accept D/A or D/P?
8. With an eye to our long-term business relationship, we agree to meet you halfway.
9. We will draw on you by sight draft on collection basis.
10. We are not used to haggling over prices.
Ⅲ
Buyer: 赵先生，昨天我们已经品尝过你们的罐头桃子了。
Seller: What do you think of them?
Buyer: 好极了！这些比我以前尝过的任何罐头水果都好。
Seller: The quantity you ordered is considerable, but we still insist on using sight L/C as the terms of payment.
Buyer: 我们既然是老朋友了，我想这次交易的支付方式应该采用承兑交单了。
Seller: Sorry, that can’t be done. You know L/C at sight is the usual way of payment for our exports, so we cannot make an exception.
Buyer: 那么付款交单怎样？
Seller: Not at this stage. D/P may be considered after we have done more business together.
Buyer: 明白了。我盼着那一天。
Unit19 Inspection and Arbitration
Ⅰ
1. Commodity Inspection Bureau
2. file a claim
3. authentic surveyor
4. short weight
5. inspection certificate
6. to get acquainted with import and export practice
7. to have some idea about arbitration procedure
8. to fulfill a contract
9. to resolve/ settle a dispute
10. binding upon both parties
Ⅱ.
1. 他们检查了这些小麦，看是否短量。
2. 以中国国家出入境检验检疫局的检验报告为依据，兹向你方提出索赔。
3. 装运质量以中国国家出入境检验检疫局出具之检验证明书为证明并作为最终
依据。
4. 产地证明书或由天津商检局所发的品质检验证，作为装运品质的依据。
5. 这笔交易是按装船重量成交的，以中国国家出入境检验检疫局出具的重量证明书作为最后依据。
6．Arbitration is only the last resort.
7．We always attach importance to the arbitration clause of a contract.
8. Generally speaking, the parties to a sales contract are free to choose the applicable law and specify it in their contract.
9. Personally I should say it’s better to resolve the dispute through friendly negotiations between our two parties.
10. You can choose to have the arbitration held either in your own country or in a third country.
Ⅲ
A: 秦先生，我们还有一个小问题要予以澄清。昨天你说你们出售货物是以装运
质量、数量和重量为准，是吗？
B: Yes, I did. The goods will be inspected by the China Import & Export Commodity Inspection Bureau. It will then issue a certificate of quality and a certificate of weight.
A: 但如果质量不合格或者短量怎么办？
B: I assure you that it is not likely to happen. Our goods must be up to export standards before the Inspection Bureau releases the certificates.
A: 我知道你们的产品信誉很好，但是万一发生短量或质量不合格怎么办？
B: In that event we should first find out who should bear the responsibility. The goods may be spoilt or the weight gets short during transportation. If the responsibility doesn’t rest with us, a claim would then be lodged with the carrier or the insurance company.
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