外贸英语听说
Unit one Establishing Business Relations
Terms and Concepts
1、International trade
2、Mercantilism
3、Absolute advantage
4、comparative advantage
5、H_O theory of factor endowments
Background
Establishing business relations is the first step in international trade.
It is an essential undertaking in foreign trade.
Merchants should require general information through different ways.
Sample Dialog One
(At the Exhibition Hall in the China Export Commodities Fair)
Liu: Good morning, anything particular you are interested in this time? We have wide varieties1 for you to choose from. They are of best quality and excellently tailored2 too. These are the latest styles from our joint venture manufacturing company.3
Miller: Well, I’m interested in ready made 4suits.
Liu: Good. You’ve come to the right booth. We specialize in5 producing suits. Miller: Well , is there any superiority6 of your products?
Sample Dialog One
Liu: Here is a sample for you to look at. You will see they are modern and elegant in fashi on, right? What’s more, they wear longer than other’s. you may find this material will retain its luster without becoming shiny.
Miller: why?
Liu: One reason is that the yarn is carefully selected for quality. The luster is laboriously and yet delicately woven into the fabric.
Miller: Oh, I see. Will you please show me some products of different colors?
Liu: Certainly. Five colors are available here.
Miller: How about the sizes?
Sample Dialog One
Liu: We can offer every size from “S” to “XXL”. Please take a close look at the catalog and price list.
Miller: Well. It’s very impressive. But I’m afraid the price is much higher than others.
Liu: But ours are good in material and superb in workmanship. You can’t buy suits of similar quality at such price anywhere else.
Miller: May I take the sample fabric with me? I’d like to discuss with my assistant. Liu: Yes, please. We are sure that you’ll find very good prospects in our products.
Sample Dialog One
Vocabularies and Practical Expressions
1. Variety [n]
(1)多样化(2)品种：
常用表达法：a (great) variety of；wide varieties of
a wide range of…
例句：
这个购物中心出售许多种商品。
The shopping-centre sells a variety of goods.
这个展会展出了多种商品。
The fair shows wide varieties of goods.
他们生产各种各样的儿童玩具。
They produce a wide rang of children’s toys.
这是一家生产各式童车的私营企业。
This is a privately-owned company producing a wide range of children’s bicycles.
Sample Dialog One
Vocabularies and Practical Expressions
实用表达法：
品种繁多wide varieties
款式多样wide fashion
规格齐全complete in specification
注意：
be of various 多样的
我们的床单有各色花样和颜色。
Our bed sheets are of various patterns and colors.
Sample Dialog One
Vocabularies and Practical Expressions
2. tailored [adj]
原意：（1）剪裁讲究的(2)裁缝做的；定制的
本文：加工精良的tailored dress
相关表达法：
sophisticated technology 工艺精良
skillful manufacture 制作精巧
superb in workmanship 工艺上乘
例句：
同其他竞争产品相比，我们的电子产品工艺精良。
Compared with other brands, our electrical
products are more sophisticated.
Sample Dialog One
Vocabularies and Practical Expressions
3. joint venture company 合资企业
foreign-funded enterprise 外资企业
Cooperative enterprise 合作企业
Wholly foreign-funded enterprise 独资企业
State-operated enterprise 国有企业
4. ready-made 成品
实用表达法：unfinished products 半成品
Sample Dialog One
Vocabularies and Practical Expressions
5. specialize in 擅长于, 专攻
实用表达法：trade in
be in the line of
例句：
我们专营人造毛毯。
We specialized in artificial wool carpet.
我们公司专营皮制产品出口。
Our company is specialized in exporting leather products.
我们经营医药保健品。
We trade in medicine and health products.
王先生从事产品的研发。
Mr. Wang has been in the line of product D&R.
Sample Dialog One
Vocabularies and Practical Expressions
我们经营这类商品已有二十多年的历史了。
We have been in this line of business for more than twenty years.
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。
We specialize in the export of Japanese Light Industrial Products and would like to trade with you in this line.
Sample Dialog One
Vocabularies and Practical Expressions
Superiority 优势，优越性
superior 优越的；较好的+ -ity 名词后缀
例句：
我们的产品在质量上比市场上能买到的其他产品都要好。
Our produces are superior in quality to any other brands available on the market.
和其他厂商相比，贵方产品质量上乘。
Your goods are superior in quality compared with those of other manufacturers. Sample Dialog One
我们的产品质量上乘并且价格合理。
Our produces are of superior quality and favorable prices.
我们的石英技术世界闻名，相信我们生产的手表具有高质量。
Our quartz technique is well known in the world，and we believe our watches are of superior /fine /good quality.
Sample Dialog One
实用表达：
头等货first-class quality
劣质货inferior goods
顶级产品top grade goods
次品货low-quality goods
正品genuine article
廉价货low-price goods
Sample Dialog One
Useful Sentences
1 自我介绍姓名、任职公司、职位
①I am …… / My name is ……
President /Vice-president
Manager
Deputy Manager
Section Manager
Assistant Manager
Sales Representative
Sample Dialog One
Useful Sentences
1 自我介绍姓名、任职公司、职位
②I’m from …/ I represent …/ …has assigned me to be your host there in ( Beijing) 中国工艺品进出口公司
China National Arts and Crafts Import and Export Corporation
中国纺织品进出口公司
China National Textiles Import and Export Corporation
中国轻工业品进出口公司
China National Light Industrial Products
Sample Dialog One
Useful Sentences
中国粮油食品进出口公司
China National Cereals, Oils and Food-stuffs Import and Export Corporation 中国化工进出口公司
China National Chemicals Import and Export Corporation
中国机械进出口公司
China National Machinery Import and Export Corporation
中国五金进出口公司
China National Metals and Minerals Import and Export Corporation
Sample Dialog One
Useful Sentences
2 介绍他人
①Let me introduce you to some of my friends.
②Allow me to introduce you to Mr. John
③May I introduce you to Mr. Zhang
Sample Dialog One
Useful Sentences
3 询问客户需求
（1）Anything particular you are interested in (attracted by)?
有您特别感兴趣的商品吗？
（2）What products do you have on mind?
（3）Have you got anything in mind you’re interested in?
有没有对哪个产品情有独钟？
（4）May I ask what line of business you are in ?
能不能告诉我这次您具体想做哪方面的生意？
Sample Dialog One
Useful Sentences
5 表示建立商务关系的意愿
①我们愿意与贵方在视听产品方面展开业务。
We express our desire to trade with you in (audio-visual products).
②我想和贵方商讨更进一步的业务。
I’d like to negotiate with you about the further subjects.
③我们很乐意同贵公司建立业务关系。
We shall be glad to enter into business relations with you.
Sample Dialog Two
(at the office of a Chinese company)
Li: I understand this is your first visit to your
corporation.
Anderson: Yes, and also my first visit to china. I've always wanted to see with my own eyes china’s achievements and now I’ve been more than rewarded.
L: Thank you. I hope you’v e had a pleasant trip.
A: Yes, I did. Now let’s get to the point. I have
come to discuss with you the possibility of
importing into Australia a number of your products.
L: We very appreciate 1your interest in our company.
Sample Dialog Two
A: We had an opportunity yesterday to review your well-illustrated catalog and we are primarily interested in your leather-crafts.
L: Most of our products are very well-know all over China, and many of them are
manufactured 2especially to serve our export markets.
A: So I’ve learned. We are distributors with business branches in most major cities in Australia. Now, we’d like to introduce Chinese-made leather-crafts, if your price is competitive 3and sales conditions are favorable.4
Sample Dialog Two
L: We’ll s ee what we can do. We are quite confident about our products because of the excellent quality and the wide selection. Considering the quality of our products, you will find that the price is quite reasonable. let’s go over the illustrstive catalog again.
A: I’m particularly interested in this pattern. It is much to the taste of our maket. What are the specifications?
L: Totally, four, in different levels of quality. If I may refer you to page three, you’ll find all the specifications there.
A: Well, perhaps we could discuss the subject further after I have had a chance to view the leather-crafts workshop.
L: Yes, that can be arranged. I’ll let you knoe the time schedule later.
A: Thank you. I’ll be looking forward to that.
Sample Dialog Two
Vocabularies and Practical Expressions
1 appreciate v. 理解，体会；
感谢，感激（接动名词，不接不定式）（1）我们十分感激你方的合作。
We highly appreciate your kind cooperation.
（2）请你方对此事认真考虑为感。
We shall appreciate you giving this matter your serious consideration.
Sample Dialog Two
Vocabularies and Practical Expressions
③如能立即航寄一份说明书和一份样本，不胜感激。
We shall appreciate it if you will send us a brochure and sample book by air immediately.
④希望你们能理解我们的处境。
We hope you will appreciate our position.
⑤如能立即寄来你方样品，我们将不胜感激。
It will be greatly appreciated if you will send us your samples immediately.
⑥如能尽快回复将不胜感激。
Your prompt reply will be greatly appreciated.
Sample Dialog Two
Vocabularies and Practical Expressions
2 manufacturer n. 制造商，厂商
manufactory n. 制造厂，工厂
manufacture v. n. 制造（品），制造业
3 competitive adj. 有竞争力的
竞争价格competitive price
竞争能力competitive capacity( power)
竞争优势competitive edge
Sample Dialog Two
①如果你方价格有竞争力的话，我们将向你方发出订单。
If your price is competitive, we will place an order with you.
②你方产品在我市场上没有竞争力。
Your products has no competitive capacity in our market.
Sample Dialog Two
Vocabularies and Practical Expressions
补充：compete v. 竞争
～with (against) sb. in sth. 在……方面与某人竞争
～with (against) sb. for sth. 为……事情与某人竞争
例句：
我们必须在产品的质量方面与其它企业竞争。
We should compete with other enterprises in
the quality of the products.
为了获取更大的国际市场我们必须与其它国家在贸易方面进行竞争。
We must compete against other countries in trade for obtaining larger international market.
Sample Dialog Two
Vocabularies and Practical Expressions
competition n. 竞争
为了使我们能适应竞争，你方必须报尽可能低的价格。
To enable us to meet competitive, you must quote the lowest possible price. competitor n. 竞争者
我们相信我方产品的优良质量、诱人设计、合理价格定能使我方击败竞争对手。
We trust that the superior quality, attractive design and reasonable price of our products will surely enable us to defeat the competitors.
Vocabularies and Practical Expressions
4 favorable adj. 有利的，赞成的，有帮助的
be ～to sb or sth 表示赞同或对某人、某事有利
be ～for sb or sth 对某种行为有利
我们同意你方这个交易的条件。
We are favorable to your sales conditions .
市场变为对卖方有利。
The market has so changed as to be favorable for the
sellers.
现在不是卖货的有利时机。
The time is not favorable for the disposal of the goods.
Sample Dialog Two
Useful Sentences
陈述来访的目的（stating the purpose of coming）
I’ve come here to ……
My purpose of coming here is to……
I’m here to ……
Supplementary Dialog
中国工艺进出口总公司的出口部的经理李明正在打电话给位于美国洛杉矶的东方地毯有限公司的进口部经理比尔. 泰勒，向其介绍供出口的地毯品种和质量。
Supplementary Dialog
L: Hello, Mr. Taylor? This is Li Ming.
T: Hi, Mr. Li. How are you?
L:I’m fine. Thank you. How is your business going?
T: Very well. You know, we have an established market here. Our carpets and rugs enjoy general popularity.
L: Glad to hear that! We have some new designs now. I call to see if you are interested. T: Sure. Will you tell me something about them?
L: Our products are always of first-class quality. These carpets are 100% wool, fairly thick and very soft.
Supplementary Dialog
T: What designs do you have?
L:Quite a few. We have Oriental styles woven with exotic flowers and birds, and western styles with legendary figures.
T: That sounds good! Do you have wall rugs, too?
L: Sure we do. Also many designs. We have different colors, which will go with different home styles. For example, we have red color for a cozy home, white for a modern home.
T: You almost convinced me to make another purchase with you. However, before I do that, I really want to see some samples.
L: As you wish. I will send you a sample book with sample cuttings.
T: Thank you. It’s been nice to talk to you.
L: Nice to talk to you, too.
Supplementary Dialog
Vocabularies and Practical Expressions
1 style 风格
东方风格oriental styles
西方风格western styles
家居风格home styles
Supplementary Dialog
Vocabularies and Practical Expressions
2 color
买方在订货之前，常问产品颜色，深、浅、退色与否问题，可用下列表达法：
(1) 我喜欢这个样式，但是颜色太深了。
I like the design, but the colors are a bit too heavy.
(2) 颜色要是柔和些看上去就非常好了！
It will be very nice if the colors are more softer.
(3)颜色太刺眼了。
The colors are too glaring.
(4)这个颜色很吸引人。会不会退色呢？
The color is attractive. Dose it fade?
(5)不会退色！这布的颜色经久不退！
The color will stand. The cloth has fast color.
Supplementary Dialog
Vocabularies and Practical Expressions
3 go with配合；调和
This color does not go with that.
这颜色和那颜色不调和。
Supplementary Dialog
Useful Sentences
1产品很畅销！
sell well / enjoy fast sales / be the best-sellers ：
（1）我们的绒毛玩具在欧洲市场非常畅销。
Our fluff toys are selling well/ enjoying fast sales/ the best-sellers in the European market.
（2）这些是今年的畅销品！
These are the best sellers of this year.
（3）我们的产品在主要国外市场上非常畅销。
Our products sell well in our major overseas markets.
相关：find a ready market
我相信这种人造毛毯在你们那儿会很畅销。
I believe that the artificial wool carpet may find a ready market in your area. Supplementary Dialog
Useful Sentences
2 产品或公司口碑（信誉）很好。
be well established(received) in the market / be well-known / have a high standing/ enjoy reputation/popularity
例句：
（1）我们的服装在市场上建立起良好的声誉。
Our garments have been well established in the market.
（2）我们的皮制品在全国享有盛誉。
Our leather-crafts has a high standing in our country.
（3）我们的电器产品在世界的知名度很高。
Our electrical appliances are enjoying high reputation/ well-known all over the world.
Supplementary Dialog
Useful Sentences
3 向客户介绍产品
（1）I’d like to
I’d like to introduce our products to you.
I’d like to direct y ou to see our showroom (product line)?
（2）Would you like to
Would you like to hear my presentation and let me show you how it works out?
Would you like to give some information about your products.
（3）Let me tell/give you ……
Let me brief you on the features of our new mobile phone.
Let me tell you something about products.
Let me give you some idea about our company and prducts.
SUMMARY
1 介绍自己或者别人
2 陈述来访的目的
3 询问对方需求
4 介绍或者询问经营业务
5 介绍或者询问公司、产品
6 介绍公司、产品的口碑与市场情况
7 表达建立业务关系的愿望
Speaking practice1
A: I haven’t seen you for quite a long time, Mr. Hong. How are you?
B: Fine, thank you. Welcome to the Fair. Anything particular you are interested in or Did you find anything interesting?
A: Of course, I’m interested in your electrical appliances.
B: Thank you. Compared with competing products, ours is smaller and lighter.
Take this walkman for example.
A: Yes, I can feel that . Well, I also notice the look of the walkman is different
from the other products.
B: Yes. We believe the high （excellent, superior）quality will keep the customers happy, and the new look will make them notice them more.
A: So you are very confident about the quality of your products?
B: You are right. We always pay attention to improving our quality. I can assure you that these products stand competition well.
Speaking practice2
A ：多漂亮的纺织品展览啊！
B ：谢谢！本省的丝绸工业有很长的历史了，其湘绣产品在世界上享有很好的声誉。
A ：我知道。我从事湘绣的进口业务已经有十几年了。
B ：哦！我们有许多品种供您选择。请这边看，这儿有些流行款式。
A ：如果你们的价格有竞争力了，而且贸易条件优惠的话，我们可以考虑向你们购买。
B ：太好了，我希望我们之间能做很多生意。
Speaking practice 2
A: What a beautiful display of textiles!
B: Thank you. The silk industry in this province has a long history, and Hunan embroidery has been well established in the world.
A: So I ‘ve heard. I have been specializing in exporting Hunan embroidery for more than ten years.
B: Oh! We have wide varieties for you to choose from. Look here, please, There are some fashionable patterns.
A: I could consider buying from you if your price is competitive and the trade terms are favorable.
B: That’s great. I hope a lot of business will be conducted between us.
Speaking practice 3
A:早上好，先生，欢迎光临我们公司。
B:谢谢，我叫彼得.汤普森，来自新加坡。
A:你好，汤普森先生，我叫刘伟，销售部经理。这是我的名片。
B:谢谢。我来的目的是想了解能否和你们开展业务。您能否把贵公司及其产品给我简单介绍。
A:可以。本公司是一家私营企业，专门从事儿童玩具生产和销售。我们从事这项业务近20年了。我们生产的各种儿童玩具在海内外深受欢迎。
B:很好。你们的玩具有什么特色？
Speaking practice 3
A:我们的产品是用特殊塑料制作的，款式和颜色都很有吸引力。这些玩具特别受儿童的欢迎，使用也安全。
B:价格怎样？
A:如果您的订货量大，我们可以给您报最优惠价格。和当前同类市场相比，我们的产品不仅质量好，而且价格合理。现在我们的年销售额已经达到1.5亿美元。
B:太了不起了。如果您能给我最优惠价，我愿意和你们达成交易。
A:您尽管放心，我们一定给您最合理的报价。我们始终坚持和客户在平等互利的基础上开展业务，这是我们的一贯原则。
B:听您这么说我很高兴。谢谢您提供这些情况。
Speaking practice 3
A: Good morning, sir. Welcome to our company.
B: Thank you. I’m Peter Thompson from Singapore.
A: How do you do , Mr. Thompson? I’m Liu Wei, the sales manager. Here is my card.
B: Thank you. I’ve come here to enquire about the possibility of doing business with you. Can you brief me on your company and products first?
A: Yes. Our company is a privately-owned enterprise and specialized in manufacturing and selling children’s toys. We have been in this li ne of business for
nearly 20 years. We produce a wide rang of children’s toy, which are well received at home and abroad.
B: Good. What are the features of your products?
Speaking practice 3
A: Our products are made of special plastic and attractive in design and color. They are very popular with children and quite safe to play with.
B: How about the prices?
A: We can quote you the lowest price if you place a big order with us. Compared with similar products in the current market, our products are not only good in the quality but also reasonable in price. Now our annual sales volume reaches ＄150 million.
B: That’s great. We’d like to make a deal with you if you can give us the most favorable price.
Speaking practice 3
A: You can rest assured we’ll quote you the best price. We always do business with our clients on the basis of equality and mutual benefit. That is the principle we constantly adhere to in doing business.
B: I’m glade to hear that. Thank you very much for the information.
The rest practice
Complete the following sentences:
display products
wide varieties choose
This style is much to the taste
specialize in designing and producing
well received
always sell well
appreciate trade with you in this line
assure competitive
The rest practice
1. audio-visual products
2. electronic toys
3. garments
4. Suzhou embroidery
5. medical instruments
6. cosmetics
7.electrical appliances
8. ceramics