商務英語300句:Unit 6 Price 價格

Price 價格

Brief Introduction

對外貿易中的商品單價通常由四個部分組成，即計量單位、單位價格、計價貨幣和價格術語。

國際貿易中使用的價格術語很多，其中以 F.O.B、C.I.F、及C.F.R三種價格術語最爲常用。對於這三種價格術語，國際上有多種解釋，現將這三種價格術語扼要解釋如下：

1.F.O.B 該價格叫裝運港船上交貨價，簡稱“船上交貨”。F.O.B是 Free On Board的縮寫。採用這一價格術語時要在其後註明裝運港名稱。

2.C.I.F 該價格叫成本加保險費、運費價。C.I.F是Cost Insurance Freight的縮寫。採用這種價格術語的時候，應在C.I.F後註明目的港名稱。

3.C.F.R該價格叫成本加運費價。採用這種價格術語時，也應在 C.F.R後註明目的港名稱。

-- 恐怕我不同意你的說法，你們的價格比我們從別處所得到的一些報價高。

-- 但是你方必須考慮到質量的問題。同行中人人皆知美國豬鬃質地優於其他國家的供貨。

-- 我承認你們的豬鬃質量高，但還有人造製品的競爭。你恐怕不能忽視這一點吧。今年來，人造製品的價格並無多大變化。

-- 在某些用途方面，幾乎沒有東西可以代替豬鬃。儘管人造製品價格 便宜，但對天然豬鬃的需求還在不斷增長，原因就在這裏。老實 說，如果不是爲了我們雙方長期以來的關係，我們不大可能以這樣 的價格向你方報實盤的。

-- 唉，要說服客戶以這個價格購買，對我們來說還真不容易。不過看來，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.

-- 我相信你們已經仔細研究過了我們的肥料報盤。

-- 是的，史密斯先生，我們對此很感興趣。

-- 我們於1984年首次向你方供應產品至今差不多已有20年之久。由於種種原因，我們之間的業務未能繼續下去，對此我們感到很遺 憾。希望我們這次能達成一些交易。

-- 我們一再說明，美國是在平等互利、互通有無的基礎上進行貿易 的。若遵循了這些原則，我確信能夠達成對雙方都有利的交易。

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 prices 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.

-- 請對我們的產品提提意見好嗎？

-- 我們認爲你們的樣品質量符合標準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盤，所以業務能否成交在很大程度上 要看你方的價格。

-- 如果把各種因素都加以考慮，你就會發現我們的價格比別處報的要 便宜。

-- 這點我不敢肯定，在談判價格之前，我想提出，我們希望你方報船 上交貨的價格，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。這對你我 都方便。

-- 喔，我們寧願由美國租船公司去負責裝船。這對你方沒有多大 區別，對不對？

-- 喔，稍稍有點區別，但我們可以照你的意見辦。

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的價目單。所報價格沒有約束力。

-- 很好。如果可以，我馬上把價目單看一遍。

-- 請便。

-- 我一看這份價目單就知道你們的價格太高了。

-- 你這麼說我很吃驚。你知道近年來生產成本迅速上漲。

-- 我們只要求你方的價格能和別人差不多就行了。這個要求很合理，對不對？

-- 好吧，爲了成交，我們可以考慮作些讓步，不過要請你先說明大概要訂購多少，以便我們對價格作相應的調整。

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.

-- 我們要訂的數量很大程度上取決於價格，就讓我們先解決價格問 題吧。

-- 好吧，如果你們的訂貨數量很大，我們準備減價百分之二。

-- 我說你們的價格太高，並不是說僅僅高出百分之二或三。

-- 那麼你說是多少呢？能不能說一個大概的數字？

-- 爲了促成交易，我認爲大約給百分之十的折扣才行。

-- 不可能，你怎麼能要求我們給那麼大的折扣呢？

-- 有關化肥的行情，我想你和我一樣都很瞭解。用不着我來指出， 目前的情況是供過於求，而且這種情況還要延續很長一段時間。 我建議你打個電話給你們公司，看看他們有什麼意見？

-- 好吧，我打個電話問問。

Notes

1. be apt to 有……傾向的

2. The offer is valid for… 報價有效期是…

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

ets for bristles have gone up 豬鬃行情上漲

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

6. from other sources 從其他來源（供應者）

7. long-standing relationship 長期的合作關係

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

我們將難以說服我們的客戶……

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的基礎上

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

12. shipping space 艙位

13. without engagement 不受約束的

14. to get the business done 爲了做成買賣

15. supply exceeds demand 供過於求

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交到我處作復。

我們高興地通知您紅砂糖的船上到岸價爲每公噸#美元。當然，如果買方願要C.F.R.或C.I.F.價，我們也可照辦。採用哪種價格，取決於產品的特點以及所需的運輸條件，同時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.

我們的價格是每磅98美元。

我必須說價格太高不能接受。

我必須說價格太高我們難以接受。

我向你保證價格太高了，沒有競爭力。

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.

我希望你們報價優惠。

我們的價格與國際市場上的是一致的。

我們的價格與今天的市場形式相吻合。

我們總是給我們的顧客最好的協議條款。

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.

我們的用戶總是認爲你們的價格相對於其他供貨商較高。

我們的使用者認爲你們的價格總是有點太高。

我們的用戶認爲你們的價格總是相當昂貴。

不能只看價格，不看質量。

還要考慮質量因素。

衡量價格時，也應該考慮商品的質量問題。

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佣金。

其他供貨商提供更好的價格。

其他供貨商提供更優惠的支付條款。

對於小批量的訂貨，我們通常給百分之二的佣金。

對於小批量的訂貨，我們的最低價格是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.

這是我們最優惠的價格，我們不能再低了。

那是我們可以提供的最低的價格。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量的訂貨，你們能給我們高一點的佣金 率嗎？

如果我們保證每年一定數量的訂貨，你們能給我們一些廣告經費 嗎？

我們可以爲您作出這個安排。

我們必須知道你首先能給我們保證多少數量的訂貨。

在我們更多地瞭解您的計劃以前，我們什麼都不能承諾。

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佣金。

您能說得更詳細點嗎？

8 The price depends on the size.

quality

material

style

價格取決於 尺碼。

質量

質地

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?

這個大號的 多少錢？

這臺電風扇

這個電腦軟件

11 It’s about 300 yuan including the case.

postage

batteries

包括 盒子 大約300元。

郵費

電池