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更新时间：2024-02-27 20:26:51 发布时间：24小时内 作者：文/会员上传 下载docx
2023-07-05
2023-07-05
2023-06-18
2023-06-29
2023-03-19
White: Let me get right to the point. We really need to break into the Chinese market. Why do you think you are the man to do it for us?
让我直说了吧。我们需要打入中国市场。为什么你觉得您是我们合适的人选?
Black: Mr. White, if you want to do business in China you have to have relationships. In Chinese we call it “guanxi”.
White先生，如果您想在中国做生意，您得有关系。中文叫Guanxi.
White: I don’t care what you call it as long as you have it. Do you have it , Mr. Black?
我不管把它叫做什么，只要您有就行。您有关系吗，Black先生?
Black: I was born and raised here, Mr. White .My father is a leading government official so I have a lot of clout. We’ll need that. I have also been working in the computer industry for more than 20 years.
我在这生长。我的父亲，他是政府高官，所以我很有势力。这一点很重要。而且我在电脑行业干了20年了。
White: So far so good, Mr. Black. But you haven’t quite convinced me yet. Keep talking.
很好，Black 先生。但是我还没有被说服。您接着谈吧。
Black: Well, as you know, I am currently working for your biggest competitor Legend Computers. I have a sales network spread all over China. When I make the transition, I am sure many of them will soon come on board.
A: So that concludes the introduction. Now let's move to the first part of my talk, which is about20_ fiscal year marketing plan. So first, right off the bat, When looking at the marketingplan, tell me some of the goals that we had set this year to begin with....
B: We wanted to appeal to a younger set of consumers and also, in line with that goal, redo ourimage....
A: That's correct. If you remember, we also set a goal to double distribution in overseasmarkets. Now, when looking at the data to evaluate whether or not we made our goals, thereare three things to consider. First, the original condition of the market, second, our marketingnumbers from the previous year, and third, our final sales figures for this year. Now I want todescribe for you the second and third parts. If you look at the overhead, you'll see agraph...The blue line represents our sales from the year 20_, the red line is the sales in20_.... As you can see, our sales in 20_ were quite slow to start off with, but managed tomake decent performance in the last part of the year. On the other hand, you can see thisyear's sales took off like a rocket.
A: So that's the end of what I had prepared to share with you today. Now I'd like to open it upfor questions. We have about twenty minutes for questions and discussion. I'd be veryinterested to hear your comments....Yes?
B: Yes, thank you for your excellent presentation. I have one question I would like to ask. Yousaid our sales in Asia overall have been very low in general .... I'm wondering what thesituation is like in Japan?
A: Good question. As I mentioned, Asia in general is a slow starter, this also includes theJapanese market. There is no notable difference between Japan and other Asian that answer your question?
B: Yes, thank you. Another question... Would you care to comment on the cultural impact ofMultinational companies on local economies?
A: I'm afraid that's outside the scope of my talk, I can talk to you more ....
C: What about our future direction in the Asian market? Can you talk a little about what planswe have?
A: I don't think I'm the right person to answer this question, perhaps our General Manager, , can help to answer....
Mr. Lee: I would like to buy a ticket to New York please.
我要买一张去纽约的票。
Ms. Booker: When do you plan to travel?
你要什么时间?
Mr. Lee: I’d like to pack my bags and leave tonight.
我想收拾好行李今晚就走。
Ms. Booker: Are you aware that without two weeks advance notice prices will be very high?
你不知道没有两周的提前预定，票价会很贵。
Mr. Lee: Yes I know, but I just got the chance to leave and so I am going to take it no matter what.
知道，但是好不容易有机会，所以我无论如何都要走。
Ms. Booker: I understand. So that’s one ticket to New York, and you’ll be departing tonight. Will that be one-way or round trip?
我明白了 一张去纽约的票，今晚的。是单程还是往返票?
Mr. Lee: I wish I could stay there, but unfortunately it will have to be a round trip ticket.
我希望自己能呆在那里，但是我必须要买往返票.
Ms. Booker: When would you like to return?
什么时间回来?
Mr. Lee: My return date will be the 14th.
十四号。
Ms. Booker: OK. I have several seats available. Would you like a window seat or an aisle seat?
好的，我有几张票。你要靠窗户的还是过道的?
Mr. Lee: Anything but a center seat is fine with me. The middle seat drives me crazy!
只要不是中间的座位都可以。坐中间会让我疯掉的。
Ms. Booker: OK Mr. Lee. I have you booked on flight 513 leaving on the 5th at 11:00 pm and arriving in New York on the 6th at 6:00 pm. The return is flight 514 leaving on the 14th at 8:00 . and arriving in Beijing at 12:00 noon on the 15th.
好的。Lee 先生。我给您订了五号晚上十一点的513次航班，六号晚上六点到达纽约十四号晚上八点的514次航班返程，十五号中午十二点到达北京。
Mr. Lee: Will there be any layovers?
中途要换机吗?
Ms. Booker: No, all flights are direct.
不必，都是直飞航班。
Mr. Lee: Perfect! I’m afraid to ask, but how much is it ?
很好!请问多少钱?
Ms. Booker: $800 dollars.
八百美元。
M: Please let me see the draft of what you have put together for Monday's meeting.
F: I'm still working on the agenda, there will be a lot to go over on Monday. Here's what I'vegot so far.
M: Do you think we will spend more than twenty minutes in the opening? I think it should bepretty simple.
F: It shouldn't take too long, but there will be a lot of dignitaries at the meeting. In theopening exercises, it is protocol to spend a little time to recoginise them. I reckon it shouldtake about half an hour before we can even get to the minutes.
M: Really? Well, at least the minutes shouldn't take too long to review. There shouldn't be a lotof active business left over from last meeting.
F: True. After review and acceptance of the minutes, we have several committee reports. Oldbusiness won't take up too much time, but sometimes the committee delegates can be a littleverbose… Is there where we can limit their time?
M: We can set a five minute report time with a three minute question and answer afterwards.
F: That's not good. Q&A always stretch out the time, because people usually get stuck onsome irrelevent point, we'll lose control of the meeting if we open it up to questions too early.
M: True. Well, imposing an eight minute limit on the committee reports then, we'll saveQ&A until right before closed session.
F: Sounds good. Overall, we can probably keep the meeting under two hours.
M: Let's hope!
Manager: Well, gentlemen, as you know, the purpose of this meeting is to make a preliminary evaluation of product CP21· At this stage we have three main points to consider you have them on your agenda. The first one is: potential market. Tom, what can you say about that?
Tom: I asked the four regional managers to do two things. Firstly, to make a rough estimate of the number of customers in their territory who might be interested, and secondly, to sound out one or two of these-very diplomatically of course and find out their reactions. Basically, I wanted to know whether this problem is a general one or not.
Manager: And what were their findings?
Tom: Well, it seems the problem is more general than we realized. But most people just accept it, they regard it more as an inconvenience than as a serious production problem.
Manager: Do you think the idea has sales potential?
Tom: Yes, I do. The results obtained by Jones Electronics are quite impressive.
Manager: Thank you. Now, the next item to consider is the probable cost of going into production. Bill, can you give us some idea of the investment required?
经理:喂，先生们，你们都知道，本次会议的目的是对新产品CP21作投产前的预估。在现阶段，我们要考虑的主要有三点—这三点在你们的议事日程上都有了。第一点是潜在的市场。汤姆，关于这一点你能谈谈吗?
汤姆:我曾请四位区域经理做了两件事。第一是粗略估计在他们的地区内，有多少顾客对这个新产品可能会感兴趣;第二是听取其中一些人的意见，当然要十分机智了解他们的反应。基本上我想弄清楚这个问题是不是一般性的。
经理:他们调查的结果如何?
汤姆:嗯，问题似乎比我们意识到的更为一般化。但是大多数人只是接受问题而已。他们认为只是麻烦，但并没有把它看作是重大的生产问题。
经理:你是否认为这个新产品具有销售潜力?
汤姆:是的，我认为如此。琼斯电子公司所取得的结果给人留下了相当深刻的印象。
经理:谢谢你。现在要考虑的下一个事项是关于投产所需的估算成本。比尔，你可否给我们谈点投资方面所需的意见?
A: Here is the draft contract, Mr Brown. Let's discuss the clauses to see if we agree on all of them. Then I will make out an original of the contract. After that, what's left is to fill out the contract and sign our names.
B: That's OK.
A: The contract is to be written in Chinese and English. Both languages are equally effective.
B: Fine. If you'll excuse me, I'd like to go it over first. (After about 15 minutes) Hmm, you've done a pretty good job. It's well prepared.
A: Thank you.
B: Well, I suggest that we discuss only the clauses and points where we have different opinions, just to save time.
A: That's a good idea.
B: First, let's read Clause Two about packing. It's our usual practice to ship our products in containers. That'll save time and money, but your contract stipulates the use of wooden cases. So, we'd like to have the words xxxcontainers are allowedxxx in the contract.
A: Agree.
B: For shipment, you know we are producing a complete set of equipment for you and it won't all be finished at one time. So would you allow us to make partial shipments.
A: I understand your position.
A: 布朗先生，这是我们的合同草案。让我们讨论并看一下是否能达成一致，然后我们再拟定一份合同正本，最后就只剩下填写合同还有我们的签名了。
B: 好的。
A: 合同将由问中文和英文各一份。中英文的效力是一样的。
B: 好的，如果可以的话，我想先看一下。(15分钟后)嗯，你们做得很漂亮，准备得很好。
A: 谢谢。
B: 好吧，为了节省时间，我们就某些我们有不同意见的条款讨论一下吧。
A: 好主意。
B: 首先，我们来看一下关于包装的第二条款，按照惯例我们应该用集装箱装运，那样会省时省钱，但是你的合同规定用木箱。因此，我们应该加上“允许使用集装箱”。
A: 同意。
B: 你也知道，我们生产了一整套设备，这不可能一次全部运完，你们可以允许我们分几部分运吗?
A: 可以理解。
Paul: The next item is the financial report. Now the treasurer has the floor.
Susan: Thank you. I assume everybody has previewed the profit and loss statement. Then I'll make an explanation.
Paul: Why doesn't it include the payment by BCD company?
Susan: The statement is made at the end of the month and their check was a few days late, so it missed the cutoff point.
Paul: Will the payment be shown in the next month report?
Susan: Yes.
保罗:下一项是财务报告。现在由财务主管发言。
苏珊:谢谢。我想大家都已经看过损益表了。下面我来解释一下。
保罗:为什么上面没有BCD公司的货款?
苏珊:这个报表是在月底做的，他们的'支票晚了几天进账，所以错过了截止日。
保罗:在下个月的报表上能看到这笔货款吗?
苏珊:是的。
A: How do you do?
A:你好!
B: How do you do? Nice to meet you, Ms. Smith. I’m Jack Stevens from the Marketing Department. Here is my card.
B: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。
A: It’s nice to meet you, Mr. Stevens.
A:很高兴见到你，斯蒂文斯先生。
B: Please call me Jack. Have a seat, please.
B:就叫我杰克吧。请坐。
A: Thank you.
A:谢谢。
Betty：Hello. Sales Department. This is Betty Fields speaking.
贝蒂：喂，业务部，我是贝蒂_菲尔兹。
Ralph：Hello, Ms Fields. This is Ralph Peterson at World Computers.
拉夫：嗨，菲尔兹女士。我是世界计算机的瑞夫_皮特森。
Betty：Yes, how may I help you?
贝蒂：好的，我能为你效劳吗?
Ralph：I'm interested in a couple of items in your new catalog, and I would like to know the prices.
拉夫：我对你们新目录里的几项产品感兴趣，我想知道它们的定价。
Betty：Great. We're offering a special promotional price on a few of the items. Which items did you have in mind?
贝蒂：好的。我们针对几项产品提供特价。你对哪些产品有兴趣?
Ralph：We're particularly interested in your new RS-five sound card shown on page five of your catalog. I would also like more details about the model RS-four card on page seven.
拉夫：我们特别中意你们目录第五页里的新型RS-5 的声卡。我还想知道更多关于第七页里RS-4 型声卡的细节。
Betty：OK. The price on the RS-five is forty-five . dollars for quantities up to five hundred units. Then we offer quantity discounts for larger orders.
贝蒂：好的。数量有达到五百片的话，RS-5 的价格是四十五美元。大量定购的话我们还有折扣。
Ralph：And the price on the RS-four?
拉夫：那RS-4 的价格呢?
Betty：The RS-four is one of our promotional items this month. For orders received by the end of the month, the price is thirty-three dollars each. That price is good on any size order.
贝蒂：RS-4 是我们本月的促销产品之一，本月底前接到订单的话，单价是三十三美元。不管定单数量多少都是这个价格。
Ralph：That price sounds good. Could you send me more details about the RS-four, including the specifications?
拉夫：这个价格听起来不错。你可以寄给我更详细的RS-4 型的资料和说明书吗?
Betty：Certainly. I can fax or E-mail that information to you this afternoon.
贝蒂：当然。我可以在今天下午把资料传真或寄电子邮件给你。
Ralph：Terrific. I'll get back to you after I've reviewed the details. Thank you. Good-bye.
拉夫：太好了。我看完详细资料后会打电话给你。谢谢你，再见。
A: Good morning, Mr. Green. We've gone through the price and other items and conditions, shall we go into the subject of transportation?
A:上午好，格林先生，我们已就价格和其他条款谈妥，现在我们谈谈商业实务运输好吗?
B: Right, before going to details, I'd like to have a general idea about China's foreign trade transportation. What are the usual facilities you offer for the goods transporting overseas?
B:好的。在谈细节之前，我们想听一听中国的外贸运输的一般情况，你们通常有哪些海外运输设施呢?
A: Well, we usually send the goods by sea. It is easier and cheaper. Of course the shipment of goods has been changed by the technique of containerization. These standard containers are internationally agreed as to dimensions, weight, structural strength and other features. We've been using such containers for cargoes transported to Australia, North America and many other parts of the world.
A: 我们通常作海运。因为这样比较经济，也更容易。当然货物装运已经因集装箱运输技术而发生了改变。 这种标准集装箱在大小，重量、结构强度及其他方面，国际上均有统一规定。我们一直使用这样的集装箱将货物运往澳大利亚、北美和世界各地。
B: I see.
B:哦，明白。
A: The China Ocean Shipping Company, the COSCO, has opened more than 50 domestic and internationa1 container shipping routes.
A:中国远洋运输总公司，即 COSCO，已经开通了 50多条国内国际集装箱运输线路。
B: New methods of loading, such as containers, save not only a lot of wrapping but also the cost of freight.
B:新的装卸方式，如集装箱，不仅节省了许多包装材料，也节约了运输费用。
A: That's true. What's more, it's faster, safer and more convenient. The time for loading and unloading has been shortened.
A:对。而且，这样更快、更安全、更方便。装卸时间也缩短了。
B: I think containerization is one of the best loading methods at present.
B:我认为集装箱运输是目前的最佳运输方式之一。
A: Besides, other transport means have all been adopted, including multi-modal transportation.
A:另外其他运输方式也会被采用，包括国际多式联运。
B: Great, thank you for all this.
B:谢谢您给我讲了这么些。
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