A：We know that your products are of high quality and for that reason we would like to do business with you.However，if your price remains this high，your products still are not competitive in hats market.I have heard that a lot of companies have begun lowering their prices.A：我們知道你們的產品質量上等，就是這個原因，我們才想和你們做生意。但是，如果你們的價格保持這么高，你們的產品在市場上還是沒有競爭力。我聽說許多公司已經開始降價了。

B：So far our scarves and hats，as well as socks and clothes have taken a good position in the competition.Although our price may be a little higher，the very fact that our products still sell well speaks for itself.B：到目前為止，我們的圍巾和帽子，還有襪子和衣服都在市場競爭中都占據有利位置。盡管我們的價格可能稍微有點高，但是它們仍然很暢銷，這就足以證明我們的競爭力。A：But it's really hard for us to persuade our clients to buy the hats and scarves at your price.A：不過我們真的很難說服我們的客戶們接受你方的價格。B：To be frank with you，if it weren't for the fact that we have been doing business for many years，we wouldn't consider making you a firm offer at that special price.B：坦率地說，如果不是因為我們之間作了這么多年生意，我們本來不會考慮以這個特殊的價格報實盤的。A：All right.In order to do business with you，I accept that price.A：好吧，為了與你方做生意，我接受那個價格了。B：I'm glad that we can reach an agreement on the price.B：很高興我們就價格問題達成了協議。

A：Now about the quantity.You said you could offer me only 300 cases，which may be not enough.I hope you can offer me about 500 cases.A：現在談談數量問題。你說只能供應300箱，這不夠，我希望你能給我們提供大約500箱。

B：I am afraid we can't.Due to the rapid growth of both domestic and foreign markets，our production hasn't been able to go forward at an equal pace with the demand.Three hundred cases are the best we can offer you at present.B：由于國內外市場迅速發展，我們的生產已趕不上需求。目前我最多能報300箱。

A：I see.We'll take the 300 cases this time.But I do hope you can offer more next time.A：好吧，這次我們就接受300箱，但希望下次你方能多供應些。

B：We'll try to do better next year.B：明年我們會努力多供應一些。

A=Mr.He(何先生)

B=Mr.Qreen(格林先生)

A：Mr.Green，let's have your firm offer now.A：格林先生，現在給我們報實盤吧。

B：Gladly.Here's our offer，300 Euro per ton，F.O.B.Singapore.You may notice the quotation is much lower than the current average price.B：好的。這是我們的報盤：每噸300歐元，新加坡船上交貨價。你可能注意到了我們的價格比目前市價低很多。

A：I'm afraid I cannot agree with you there.We have quotations which are much lower than yours.A：恐怕我不能同意這一點。我們收到過比你們更低的報盤。B：Well，then，what's your expected price？B：那好吧，你們的期望價格是多少？A：We have always been advocating doing business on the basis of mutual benefit.I suggest a preferential price for both of us should be somewhere around 250 Euro per ton F.O.B.Singapore.A：我們一向都是在互利的基礎上做交易，我建議每噸250歐元左右，新加坡船上交貨價，這個價格對我們雙方都有利。

B：I'm sorry your counter offer differs too much from our offer.It's impossible for us to accept your price，I'm afraid.B：很遺憾，你方還盤與我們的價格差距太大了，我們恐怕不能接受你們的還盤。

A：Mr.Green，you have done business in this trade for many years.I believe you know that our price is not out of no base.It is the common price in the international market these days.A：格林先生，你在這行做生意也很多年了，我相信你應該知道我們的還盤也不是沒有根據的。這是當今國際市場的普遍價格。

B：I don't see how I can pull this business through，Mr.He.Let's meet each other half way.Mutual efforts will carry us a step forward.B：何先生，我不知道怎樣才能把這生意做成。我們各讓一半吧，共同努力才能使我們前進一步。

A：Now Mr.Green，what we have given is a fair price.A：格林先生，我們出的價格是公平合理的。

B：Well，we can accept your price but you must agree to buy as many as we have requested.B：好吧，如果你方接受我們的數量，我們就接受你方的價格。

A：What is your requested quantity then？A：你們要求的數量是多少？B：It'll be somewhere around 1，000 tons.B：大約1000噸。A：OK.It's a deal.A：好，成交。B：We'll be waiting for your orders.B：我們等待你方的訂單。

1.to be anxious to do sth.表示急切想知道某事。例如：The students are anxious to know the results of the exams.be anxious about則表示對某事擔心。例如：The parents are anxious about the safety of their children.父母擔心他們子女的安全。

2.to be frank with you 或者to be honest with you或者to be frank/honest 都是口語中的常用句，意為"坦率地說，誠實地說"，表示說話人強調所說的話是自己的真實想法，是可信的。例如：To be frank，she is really too fat.說實話，她確實太胖了。

3.firm offer 指商業中的穩定報價或實價，也可以指大學給學生的確定的錄取通知書。例如：Susanne received the firm offer from Sydney University last week.上周蘇珊娜收到了悉尼大學確定的錄取通知書。

A letter of offer

Dear Sir，

This is to confirm your email of 2 July，2008，asking us to make your firm offers for rice and soybeans CIF Singapore.

We email you this morning offering you 300 metric tons of polished rice at US$2，400 per metric ton，CIF Singapore，for shipment during August or September 2008.This offer is firm，subject to the receipt of your reply before 16 July 2008.

Please note that we have quoted our most favorable price and are unable to entertain any counter offer.With regard to soybeans，we advise you that the few lots we have at present are under offer.If，however，you were to make us a suitable offer，there is possibility of our supplying them.

As you know，it has been a heavy demand for these commodities lately and this has resulted in increased prices.You may，however，take advantage of the strengthening market if you send an immediate reply.

Sincerely yours，

XXX

One day a student was taking a very difficult essay exam.At the end of the test，the professor asked all the students to put their pencils down and immediately hand in their tests.The young man kept writing furiously，although he was warned that if he did not stop immediately he would be disqualified.He ignored the warning，finished the test 10 minutes later，and went to hand the test to his instructor.The instructor told him he would not take the test.

The student asked，'Do you know who I am？'

The professor said，'No and I don't care.'

The student asked again，'Are you sure you don't know who I am？'

The professor again said no.So the student walked over to the pile of tests，placed his in the middle，and then threw the papers in the air.

'Good'the student said，and walked out.He passed.

Package 包裝問題

damage 損壞

fragile 易碎的

durable 耐用的

to bear 承擔，擔負

poisonous 有毒的

cargo 貨物

in bundle 捆裝

conspicuously 醒目的

wrapper 封套，包裝物

transparent paper 透明紙

to catch the eye 引人注目

stevedore 裝卸工，搬運工

proper packing 包裝合格

dampness 潮濕

in good condition 狀況良好

waterproof 防水