下载文档原格式
Tran. Ex.21. Translate following sentences to English:1．我行为广西国际合作公司承建越南同奈糖厂项目提供了中长期出口信用保险。
Our bank provides long and medium term export credit insurance to the Guang Xi International Cooperation Company on the construction of Tong nai Sugar factory in Vietnam.2．他一有时间就大量看书，柏拉图、康德、黑格尔、马克思、列宁，无所不看。
As long as he has spare time, he reads books including every aspects like Plato, Kant, Hegel, Marx, Lenin etc,.3．正当游戏机业三巨头索尼、世嘉和任天堂打得不亦乐乎之际，微软带着它的电视游戏机X箱子加入了战斗。
While there was a fierce competition among the 3giants(SONY, Sega and Nintendo) in Video Game industry, the Software joined the market with its TV Game called X-Box.2. Translate following sentences to Chinese, pay attention to the bold words.1. Average is of two kinds: general average and particular average.海损有两种:共同海损和单独海损。
2.In an overheated market, the average buyer is often better on the sidelines.在市场过热时，一般的买家通常会选择观望。
An Overview of International Business NegotiationsMany economic reviewers assume that international business deals will happen naturally if only the correct governmental policies and structures are in place. Corporate leaders assume that they can simply extend their successful domestic strategies to the international setting. Both of these assumptions are mistaken. Policies alone do not create business dea1s; companies do. Business executives will need to be much better educated about international negotiations in order to make successful deals. International business negotiations are fundamentally different from domestic negotiations, and require a different set of skills and knowledge.There are three factors which are common to all international business negotiations, and which distinguish international business negotiations from domestic ones. The first is that in international negotiations the parties must deal with the laws, policies and political authorities of more than one nation. These laws and policies may be inconsistent, or even directly opposed.A second factor unique to international business negotiations is the presence of different currencies. Different currencies give rise to two problems. Since the relative value of different currencies varies over time, the actual value of the prices or payments set by the contract may vary and result in unexpected losses or gains. The other problem is that each government generally seeks to control the flow of domestic and foreign currencies across their national borders. And unexpected changes in such governmental currency policies can have dramatic effects on international business deals. 国际商务谈判概览许多经济评论家认为，只要政府政策正确，结构合理，国际商务交易就会自然发生。
1Insurer 保险人Insurer broker 保险经纪人Insurance underwriter 保险承保人Insurance applicant 投保人Insurant，the insured 被保险人，受保人Subject matter insured 保险标的Insurance rate 保险费率表Insured amount 保险金额Premium 保险费Insurance commission 保险佣金Insurance coverage；risks covered 保险范围Land transit insurance 陆上运输保险Particular average(PA) 单独海损General average(GA) 共同海损Insurance free of (from)particular average(FPA) 平安险Insurance with average/with particular average(WA/WPA) 水渍险Insurance policy 保险单，大保单Insurance certificate 保险凭证Combined certificate 联合凭证Open policy 预约保险单2Provisional price 暂定价Catalogue price 目录价Floor price 最低限价Nominal price 虚价Rock-bottom price 底价Sliding price 滑动价格Convention price 公议价Net price 净价Price including commission 含佣价Retail price 零售价Wholesale price 批发价Factory price,manufacturer’s price 出厂价Spot price 现货价格Forward price 期货价格Current price ;prevailing price 现行价格World(international) market price 国际市场价格FOB(free on board) 离岸价CIF(cost,insurance and freight) 到岸价C&F(cost and freight) 成本加运费价Preferential price 优惠价3Appreciation 升值Arbitrage 套利交易Auction 标售Cover 补回，冲销Cross hedge 交叉避险Cross rates 交叉汇率Discount 贴水Engineered swap transaction 操纵式换率交易Notional amount 承作金额Offer rate 贷放利率Offset 对冲，轧平Position trader 长线交易者Premium 升水，权利金Principal 本金Short sale 卖空Spot transaction 即期外汇交易Spread 价差Square 平仓或轧平Swap transaction 换汇交易Value at risk(VAR) 风险值4Consumption possibility curve 消费可能曲线Cross-price elasticity 交叉价格弹性Explicit cost 显性成本Homogeneous production function 齐次生产函数Implicit cost 隐性成本Increasing cost industry 成本速递产业Law of diminishing marginal utility 边际效应递减法则Law of increasing cost 成本递增法则Marginal cost pricing 边际成本定价Marginal social benefit 社会边际效应Marginal social cost 社会边际成本Marshallian demand function 马歇尔需求函数Optimal resource allocation 最佳资源配置Pareto optimality 帕累托优化Product transformation curve 产品转换曲线Production possibility curve 生产可能性曲线Stackelberg model 斯塔科尔贝格模型Unstable equilibrium 不稳定均衡Utility possibility curve 效用可能性曲线Walras general equilibrium 瓦尔拉斯总体均衡5Assessment of performance 业绩评定Assets evaluation 资产评估Accelerating premium 累计奖金制Board 董事会Cash flow forecasting 现金流预测Earned value analysis 已增价值分析Industry research &analysis 行业调查与分析Investment appraisal 投资评估Management accounts 管理记录Public relation department（division）公共关系部Payroll analysis 工资分析Performance-linked pay 按劳付酬Project monitoring 项目预测Proprietary company 控股公司Rate of return 投资收益率，利润率Registered assets 注册资产Responsibility costing 责任成本计算Risk return analysis 风险收益分析Supplementary budget 追加预算Year-end report 年终报告6Statement of account 会计报表Account current 往来账目Account sales 销货帐Joint account 共同计算账项Outstanding account 未决账项Credit account /creditor account 贷方账项Debit account /debtor account 借方账项Account payable 应付帐,应付未付账Account recelvable 应收帐，应收未收帐Cash account 现金账Running account 流水账Old account 未决帐，老账Suspense account /pastdue account 过期帐，延滞帐Detail account 详细账单Bad account 呆账Sundry account 杂项账户Account of budiness/business report 营业报告书，损益计算表To make out an account with 清算，清理债务To settle an account ,to liquidate an account ,to square an account 审查账目7Bonded cargo 保税货物Commodity code 商品编码Customs;customs house;customs office 海关Customs duty;tariff 关税Customs invoice 海关发票C.C.V.O.(Combined Certificate of Value and Origin)估价和产地联合证明书Declaration form 报关单Export drawback 出口退税Export duty 出口税Export control 出口管制Generalized System of Preferences(GSP)普惠制HAWB(House Air Waybill)航空分运单Import & export licence 进出口许可证Import duty 进口税Import quota 进口配额Import surtax 进口附加税Letter of credit (L/C)信用证MAWB(Master Air Waybill) 航空总运单Packing list 装箱单Sipping order 装货单8Airway bill of lading 空运提单Air freight 空运Alongside delivery 船边交货Bill of lading 海运提单，提单Clearance B/L 运费后付提单Combined transport bill of lading 联合货运提单Delivery ex-warehouse 仓库交货Documents against payment 付款交单Ex-ship(wharf) 船上（码头）交货Forward arrivals 先期到达货物Forward agent 运送代理人Full container load 集装箱整装或整交Goods afloat 未卸货物，未到货物Joint locked warehouse 连锁仓库Loss in weight 重量蚀耗Market logistics 市场物流学Seaworthy packing 适合海运包装Shipping advice 装运通知Shipping claim 装运索赔Short delivery 短交Cargo in bulk 散装货Transit 转口9authentication身份认证advance notification of payment 支付前通知advance shipment notice（ASN）装运前通知automated dearing house （ACH）自动交换中心blind signature 伪签名Cash concentration and disbursement(CCD)资金集中与支付Consumer EDI 消费者电子数据交换Corporate trade exchange(CTX) 公司交易汇总Corporate trade payment(CIP) 公司交易汇总Costs of EDI 电子数据交换成本Credit card 信用卡Currency server 货币服务器Debit card 借方卡Digital signature 数字化签名Disbursement services 支付服务EDIBANX 电子数据交换银行联合网络交易Efficient consumer response(ECR) 消费者有效应答E-catalog 电子商品目录E-check 电子支票E-wallet 电子钱包10Certificate of Origin产品证明书Inspection Certificate of Quality质量检验证书Inspection Certificate of Quantity数量检验证书Inspection Certificate of Weight重量检验证书Inspection Certificate of Origin产地检验证书Inspection Certificate of Value价值检验证书Inspection Certificate on Damaged Cargo验残检验证书Inspection Certificate on Tank验船证书Certificate of Measurement & Weight货载衡量证书Sanitary Inspection Certificate卫生检验证书inspection of packing 包装检验inspection of loading监装检验inspection of material材料检验inspection of risk被保险物价的检查inspection of storage监装inspection on deanliness清洁检验inspection and acceptance验收inspection before delivery交货前检验inspection between processes工序间检验inspection report检验报告inspection tag检查标签surveyor检验行，公证行11share;equity;stock 股票，股权bond;debenture债券negotiable share可流通股份convertible bond可转换债券treasury/ government bond国库券，政府债券corporate bond企业债券rights issue / offering配股bonus share红股blue-chip stock蓝筹股dividend红利arbitrage套利IPO（initial public offering）新股/初始公开发行new issue新发行secondary distribution（offering）二次发售selling off （sell-off）止损抛售dumping抛售closing transaction平仓交易oversell 超卖rally反弹P（rice）/E(arnings) Ratio市盈率12brand stategy品牌策略buying power index(BPI)购买力指数cost-driven pricing成本导向定价distribution channel分销渠道exclisive distribution直接销售渠道final consumer独家分销intensive distribution密集分销渠道market segmentation strategy市场细分策略market targeting strategy目标市场策略market positioning strategy市场定位策略model of consumer 消费者行为模式pricing strategy定价策略product life cycle产品市场寿命周期product mix产批组合product- mix pricing产批组合定价promotion mix促销组合sales variation analysis销售差异分析selective distribution选择性分销13business交易磋商firm offer；offer with engagement实盘offer without engagement虚盘bid；bidding递盘bidfirm递实盘offer发盘（发价）offer firm 发实盘combined offer 联合发盘counter offer 还盘，还价extend an offer 延长报价renew an offer 重新发盘withdraw an offer 撤回发盘cancel an offer 撤销发盘inquiry；enquiry 询盘（询价）quotation 报价indent 代购订单，订购单order 订单trial order 试购additional order 补充订购back order 尚未交货的订单14blind copy秘密抄送件by another post ;under separate cover另寄by joint efforts; through/by mutual (collective,or joint) efforts共同努力be in conformity with (to)服从，遵守，依照coded wire密码电报distribution抄送enclose封人，随函附件in due course依照顺序in your favor以你方为受益人，以你方为抬头，对你有利here with与此一道hereafter从此以后herelnabove在上文hereinafter在下文herein于此，此中hereby以此Reference is made to兹提及……(We refer to…)Subject to取决于，以……为准to be due;to fall due (become) dueupon receipt of日期将到unless oth收到……后，即……erwise stated/advised除非另行通知15aesthetic appearance式样美观agreeable sweetness甜而不腻choice materials选料考究comfortable feel手感舒适bright luster色泽光润courteous service服务周到diversified in packaging包装多样durable in use经久耐用exquisite craftsmanship技艺精湛fragrant aroma香气馥郁good heat preservation保温性强harmonious colours色彩协调in plain and fancy colour色彩新颖大方lustrous surface表面光滑moderate cost价格适中pleasant to the palate清香爽口rapld heat dissipation散热迅速rich in poeticand pictorial splendor富有诗情画意sturdy construction结构坚固16Agency contract 代理合同Agreement on reinsurance 分保合同Barter contract 易货合同Bilateral trade agreement 双边贸易协议Binding contract 有约束力合同Compensation trade contract 补偿贸易合同Copies of the contract 合同副本Originals of the contract 合同正本Cross licence contract 互换许可证合同Exclusive licence contract 独家许可证合同Export contract 出口合同Forward contract 期货合同Import contract 进口合同Indirect contract 间接合同Installment contract 分期合同To draw up a contract 拟订合同To draft a contract 起草合同To countersign a contract 会签合同To make /place/enter into a contract 订合同To annul a contract 废除合同17Acceptance承兑，认付bill of exchange／draft汇票invoice发票bill of lading提单insurance policy保险单packJng list and weight memo装箱单和重量单certificate of origin产地证inspection certificate检验证书beneficiary’s draft受益人(卖方)按信用证条款开具的汇票extra premium额外保险费term stamp duty印花税negotialtion议付face value票面金额usance i nterest远期利息negotiable documents议付单据transport document运费单据bona fide holder善意持有人preadvice of a credit信用证预先通知书notification通知书declaration of origin产地证明书18catalogue 商品目录pamphlet 宣传小册specifications 规格tolerance 公差Article No. 货号assortment 花色(搭配)net weight 净重capacity 容积volume 体积tare 皮重gross weight毛重gross for net毛净重ideal gift for al l occaslons节日送礼之佳品easy and simpie to handle操作简便attractive and durable美观耐用a wide selection of colours and designs花样繁多excellent (in) quality品质优良shrink-proof防缩crease-resistant防皱waterproof，shock-resistant and antimagnetic防水，防震，防磁。
高级商务英语阅读课文译文第1 课新长征―中国制造‖这个标记很久以前就不新鲜了，它贴在鞋子上、玩具上、服装上，以及为跨国公司制造的其他商品上，世界各地到处可见。
现在真正新鲜的是以中国品牌出售的中国制造的商品。
目前中国只有为数不多的几家公司拥有足够的财力和管理知识来打造国际名牌；其余的绝大多数公司还在为在国内获得知名度而努力奋斗着。
但是正在海外市场上试水的各大先锋公司，很有可能把事情做大。
一些人认为，在创业精神饱满的本地管理层的协助下，或者在一些想在其产品系列里添加新产品的外国公司的协助下，中国商品在极具竞争力的价格的基础上，若把卖点放在产品质量和异国情调上，那末10 年之内，中国品牌将一个一个地走向全球。
总部在香港的广告公司中国精信（Grey China）的执行董事陈一木丹（Viveca Chan）说：―如果世界上只有一个国家具备创立全球品牌的潜力，那么这个国家就是中国。
‖短期之内，中国商品最有希望打入国际市场的当属中草药和特色食品，当然也包括那些体现中国浪漫并具有异国情调的产品，例如化妆品、时装和音乐作品。
中国总部设在上海的泰勒·娜尔森·索福瑞（Taylor Nelson Sofres）市场调研公司的中国区总经理Kev in Tan 说：―与中国相联系的神秘色彩还有许多。
化妆品是种靠形象推销的产品，假如你要做化妆品，你会一下子就发现，中国化妆品来头不小。
‖努力走向世界的中国品牌还有一些领导时尚潮头的饮料和啤酒品牌，也包括家用电器等具有品牌潜力的产品，它们都能以竞争性的价格提供高品质的产品。
这些中国品牌中的一部分，最终将会通过合资、兼并和收购的途径走向国际市场。
而对于合资双方中的外国投资者来说，这些品牌则将成为他们更快地进入中国消费市场和销售渠道的载体，同时这些中国品牌也能进一步充实国外投资者在国际市场上已经确立的优质品牌的阵营。
A lot of our business work, such as taking orders, checking progress, contacting suppliers, requesting and giving advice, and hearing complaints, is done all over the telephone. (如接订单、检查进展情况、与供货商联系、征求和提出建议、处理投诉，都是通过电话进行。
)Since every day quite a few people transact business over the telephone, establishing a positive telephone image is obviously important to the success of the company.（所以树立良好的电话形象对公司的成败尤为重要。
）When making a business call,you don’t need to spend time talking around the subject. Just get to the point as you would in a business letter. (不需拐弯抹角。
正如在商务书信中一样，开门见山，切入要点。
)4) A：Hello．This is David Taylor calling from the Sales Department of ABC Company．May I speak to your manager, please？B：I’ m very sorry. Our manager is tied up at the moment. If you leave your name and phone number, I’ll have him call you back as soon as he’s available.(非常抱歉，我们经理正忙得脱不开身。
请留下你的姓名和电话号码，我请他有空就给你回电。
)5) A: Hello, Mr. Brown. What can I do for you?B: I’ll be in China next week and I’m calling to see if you have any time to meet with me to discuss about your purchasing plan for next year. Will you be free sometime next week?我打电话是想看看你是否有空和我会面谈谈你们明年的采购计划。
下周有空吗？6) A: I’m sorry. Mr. Johnson has ju st gone out. May I ask who’s calling?(可以问一下您是哪位吗？)B: This is Harry Smith from ACE International. Could you tell me where I can reach him?（请你告诉我哪里能找到他？）A: I really have no idea when Mr. Johnson could be available in the office. Could you call back later or would you mind leaving a message? (您可以过一会儿再打来或者给他留言吗？)B：I think it’s better for me to leave a message. But it’s important and urgent. Please make sure he gets this message. (我觉得还是留下一个口信比较好。
不过这件事很要紧，请一定将留言传达给他。
)A: I see. I’m sure to pass your messages to Mr. Johnson. (我一定把您的留言传达给约翰逊先生。
)B: Good. Would you mind telling him that due to some sudden changes, do not fill out any orders for ABC Company until further notice? It’s very important. I’ll explain later. (由于意外变化，在进一步通知之前，请勿给ABC公司发货。
事关重大，稍后我会做出解释。
)I’ll begin by talking about our sales figures last year, and then I’ll talk about our market share of our product in some major countries. Finally I’ll talk about our main customers and future plans. (然后谈谈我们产品目前在主要几个国家的市场份额，最后谈我们的主要客户及今后的计划。
)2) I realize you’ve got a full agenda so I intend to briefly run through the four P’s for the new videophone model the product, the place, the price and the promotion. (所以我只想简单地介绍一下新型可视电话的4个P，即有关产品、分销地点、定价、促销四个方面。
)I’m sure that you now share my enthusiasm for the new model. I have no doubt will not only open up a new sector of the market but ensure long-term growth and prosperity for our company. (我毫不怀疑，该产品不但会开辟一个新市场，而且还会确保我公司的长期发展和繁荣。
)4) We confidently believe that this new product represents a significant market opportunity for the company with its ability to open up a new sector of the residential market. (对于能在居民市场上开辟出新行业的公司来说这种新产品为他们带来莫大的市场机遇。
)5) Our company was established in 1980 and has now become a diversified company dealing mainly in international trade, international transportation, labor export, real estate and so on. (现在已经成为一家多元化企业，主要经营国际贸易、国际运输、劳务输出、房地产等。
)6) To keep up with overwhelming customer response, our company has expanded rapidly. We have improved our R&D department and enlarged our product lines to include washers and dryers, refrigerators, and microwave ovens. Our electric appliances are geared toward households with high efficiency but minimal space.（我们加强了研发部门，扩大生产线，增加产品项目，像洗衣机及烘干机、电冰箱、微波炉等产品。
我们的电器是专门针对要求高效率，但空间有限的家庭用户设计的。
）7) To begin with, I’d like to give you a brief review of our research and development.Moving right along, I’ll elaborate on how we designed our product. And then I’ll bring out our demonstration model so you can have a look. Finally, I’ll talk about the marketing strategy for this product. (我将阐述一下我们产品是怎样设计的。
然后，我会让大家看看展示的机型。
最后，我将谈谈该产品的销售策略。
)8) To sum up, this product has excellent quality, reasonable price, unique design and a predicable large circulation. 品质优良，价格合理，设计独特，并将拥有较大的销路。
We are one of the leading exporters handling textiles for more than 20 years. Our products have enjoyed a high reputation in the world for their good quality and reasonable price. (经营纺织品已有二十多年历史。
我们的产品质量好，价格合理，在世界上享有极高的声誉。
)2) We wish to inform you that we specialize in the export of Chinese textiles and shall be glad to enter into business relations with you on the basis of equality and mutual benefit. (我公司专营中国纺织品出口，很乐意在平等互利的基础上与贵公司建立业务关系。
)3) I had an opportunity to see your well-illustrated catalogues and I am very interested in your canned fruit. Now I have come to discuss with you the possibility of importing the goods (你们精美插图的商品目录，对你们的水果罐头颇感兴趣。
