B：Yes，that's right.B：是的，沒(méi)錯(cuò)。A：What about safety features？A：安全性能怎么樣？B：It has an automatic control system and also an automatic shut off switch in case the fan should malfunction.The cabinet contains special insulating materials，so even if it comes into contact with flammable materials its heat will not ignite them.This model is made especially for export.B：它有一套自動(dòng)化控制系統(tǒng)，并有在風(fēng)扇應(yīng)該發(fā)生故障的情況下，能自動(dòng)關(guān)閉的開(kāi)關(guān)。風(fēng)扇內(nèi)部發(fā)電箱包含特殊絕緣材料，所以即使是接觸到易燃材料也不會(huì)引燃它們。這種樣式是特別為出口產(chǎn)品設(shè)計(jì)的。

A：Do you have any similar，but smaller，fans？A：你們有沒(méi)有類似，但規(guī)格稍小的風(fēng)扇呢？

B：Why don't you have a look at this one？This is our newest model.B：你為什么不看看這款？這是我們的最新款式。A：How large is the fan？A：這風(fēng)扇有多大？B：It only has a three inch blade，but it is made to rotate at high speed.For its size it distributes the fan very rapidly.B：它只有3英寸的刀片，但它們能夠高速旋轉(zhuǎn)。與同等大小的風(fēng)扇相比，這種風(fēng)扇轉(zhuǎn)動(dòng)更快。A：What are the prices of these models？A：這些樣式的風(fēng)扇是什么價(jià)格？B：The large model goes for US$80.00，and the smaller one is US$30.00.B：大風(fēng)扇售價(jià)80.00美元一臺(tái)，小風(fēng)扇售價(jià)30.00美元一臺(tái)。A：Are those prices the lowest you can offer？I don't know if those prices will work for us.A：這是您可以提供的最低價(jià)格嗎？我不知道我們是否能接受這樣的價(jià)格。

B：We might be able to offer you a 5％discount on your initial order.Five percent off is about as low as we can go.

B：既然這是您的首張訂單，我們可以為您提供百分之五的折扣。加上百分之五的折扣，這個(gè)價(jià)格差不多是我們的最低價(jià)了。A：That sounds more in line with what we can handle.A：這聽(tīng)起來(lái)更能讓我們接受。

A=Ms.Sun(孫女士)

B=Mr.Taylor(泰勒先生)

A：Mr.Taylor，here is our price sheet on a F.O.B.basis.The prices are given without engagement.A：這是我們船上交貨價(jià)的價(jià)目單。所報(bào)價(jià)格沒(méi)有約束力。B：Good，if you'll excuse me，I'll go over the sheet right now.B：很好。如果可以，我馬上把價(jià)目單看一遍。A：Take your time.A：不用著急。B：I can tell you at the first glance that your prices are much higher than what we have got from other suppliers.B：我一看這份價(jià)目單就知道你們的價(jià)格 比我們從其他供貨商那里得到的價(jià)格高太多了。A：I'm surprised to hear you say so.You know that the cost of raw material and of the whole production process has been rising in recent years.A：你這么說(shuō)我很吃驚。你知道近年來(lái)原材料和生產(chǎn)過(guò)程的成本迅速上漲。

B：We only hope that your prices can be comparable to others.That's reasonable，isn't it？B：我們只要求你方的價(jià)格能和別人差不多就行了。這個(gè)要求很合理，對(duì)不對(duì)？

A：Well，to get the business done，we would like to make 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.A：好吧，為了成交，我們可以考慮作些讓步，不過(guò)要請(qǐng)你先說(shuō)明大概要訂購(gòu)的數(shù)量，以便我們對(duì)價(jià)格作相應(yīng)的調(diào)整。

B：The size of our order depends greatly on the prices.Let's settle that matter first.B：我們要訂的數(shù)量很大程度上取決于價(jià)格，就讓我們先解決價(jià)格問(wèn)題吧。A：Well，as I've said，if your order is large enough，we're ready to reduce our prices by 3％.A：好吧，如果你們的訂貨數(shù)量很大，我們準(zhǔn)備減價(jià)百分之三。

B：When I say your prices are too much higher than others，I don't mean they are higher merely by 2 or 3 percent.B：我說(shuō)你們的價(jià)格太高，并不是說(shuō)僅僅高出百分之二或三。

A：How much do you mean then？Can you give me a rough idea？A：那么你說(shuō)是多少呢？能不能說(shuō)一個(gè)大概的數(shù)字？B：To have this business concluded，I should say a reduction of least 8 percent would help.B：為了促成交易，我認(rèn)為大約給百分之八的折扣才行。

A：It is impossible.How can you ask us to make a reduction to that extent？A：不可能，你怎么能要求我們給那么大的折扣呢？B：I think you are as well informed as I am about the market for black tea.It's unnecessary for me to point out that supply exceeds demand at present and that this situation tends to continue for a long time yet.May I suggest that you call your home office and see what they have to say？B：有關(guān)紅茶的行情，我想你和我一樣都很了解。用不著我來(lái)指出，目前的情況是供過(guò)于求，而且這種情況還要延續(xù)很長(zhǎng)一段時(shí)間。我建議你打個(gè)電話給你們公司，看看他們有什么意見(jiàn)？

A：Very well，I will.A：好吧，我打個(gè)電話問(wèn)問(wèn)。

1.對(duì)外貿(mào)易中的商品單價(jià)通常由四個(gè)部分組成，即計(jì)量單位、單位價(jià)格、計(jì)價(jià)貨幣和價(jià)格術(shù)語(yǔ)。國(guó)際貿(mào)易中使用的價(jià)格術(shù)語(yǔ)很多，在前面幾單元里，我們已經(jīng)遇到過(guò)F.O.B和C.I.F。現(xiàn)在，我們把最為常用的三種價(jià)格，F(xiàn).O.B，C.I.F及C.F.R放在一起再區(qū)分地講解。F.O.B叫裝運(yùn)港船上交貨價(jià)，簡(jiǎn)稱"船上交貨"。F.O.B是 Free On Board 的縮寫(xiě)。采用這一價(jià)格術(shù)語(yǔ)時(shí)要在其后注明裝運(yùn)港名稱。C.I.F叫成本加保險(xiǎn)費(fèi)、運(yùn)費(fèi)價(jià)。C.I.F是Cost Insurance Freight的縮寫(xiě)。采用這種價(jià)格術(shù)語(yǔ)的時(shí)候，應(yīng)在C.I.F.后注明目的港名稱。C.F.R該價(jià)格叫成本加運(yùn)費(fèi)價(jià)。采用這種價(jià)格術(shù)語(yǔ)時(shí)，也應(yīng)在 C.F.R后注明目的港名稱。

2.without engagement 不受約束的。

3.go over 復(fù)習(xí)，檢查，是教師上課常用的詞組。例如：Now let's first go over what we learned last time.現(xiàn)在我們先來(lái)復(fù)習(xí)一下上節(jié)課學(xué)過(guò)的內(nèi)容。

4.take your time 慢慢來(lái)，別著急，反義詞組是hurry up，即快點(diǎn)。

5.to get the business done 為了做成生意。

6.supply exceeds demand 供過(guò)于求，其反義詞組是demand exceeds supply，即供不應(yīng)求。

A business letter concerning the negotiation of priceDear Sir，Your letter of 27th March 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 our black tea is$600 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，

XXXKeys？Kiss？

A friend of mine was giving an English lesson to a class of adults who had recently come to live in the United States.After placing quite a number of everyday objects on a table，he asked various members of the class to give him the ruler，the book，the pen and so on.The class went very smoothly and the students seemed interested and serious about the work that they were engaged in until when my friend turned to an Italian student and said，'Give me the keys.'The man looked surprised and somewhat at a loss.Seeing this，my friend thought that the student hadn't heard him clearly，so he repeated.'Give me the keys.'The Italian shrugged his shoulders.Then，he threw his arms around the teacher's neck and kissed him on both cheeks.

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