千里之外 2008-5-9 09:38
商务及职场之地道英语点滴一
[b][font=Times New Roman][size=6][color=#0000ff]如何向客户推销产品
[/color][/size][/font][/b][font=Times New Roman][size=3][b] Jennifer要带加拿大客户Bob Mckenzie先生和Andrea Lloyd小姐参观公司的新产品。他当然要借此机会大力推销这项新开发成功的商品。如何利用短短一两分钟的时间最大吸引对方的兴趣，得要事先花费一番心思了！
Mr. Mckenzie, Mr. Lloyd, let me take you to our showroom. I think you'll be interested in seeing some of our
latest innovations in microwave ovens.[/b][/size][/font]
[font=Times New Roman][size=3][b]Mckenzie先生、Lloyd先生，让我带二位到我们的展示室参观。我想你们一定很想看看本公司最新型的微波炉。
This is Action's pride and joy, the Kitchen Master. It's only a prototype but it's a prime example of our future line
of smart products. We are all very excited about this oven. In trial runs, this product has performed very well.[/b][/size][/font]
[font=Times New Roman][size=3][b]这是“大厨师”，本公司引以为傲的产品。您现在所看到的只是个初步的样品，但它代表我们未来智能型产品线的主力。公司全体对这个微波炉都感到十分兴奋，在试用的时候，它表现得无懈可击。
Its main design feature, and key selling point, is the "Correct Cook" option, which uses a sensor to see if the dish has been properly cooked through and through. Basically, "Correct Cook" makes it virtually impossible to over or under cook food. You won't find this feature in any other microwaves.[/b][/size][/font]
[font=Times New Roman][size=3][b]这项产品设计上的主要特色和卖点，是它的“真会煮”装置；里面装有一个感应器，可探察食物究竟熟了没有。所以基本上，有了“真会煮”设计后，就不可能有食物煮得太烂或半生不熟的情况发生；这项特点是其它微波炉所没有的。
You must admit this type of feature will appeal to the many microwave users in the West. We at Action are
convinced that smart products like the Kitchen Master are the wave of the future.
两位得承认，这项特色对西方惯用微波炉的使用者，很具吸引力。Action公司也深信，像“大厨师”这种智能型的产品，将会是未来的潮流趋势。[/b][/size][/font]
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[font=Times New Roman][size=3][b]短语解说[/b][/size][/font]
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[font=Times New Roman][size=3][b]pride and joy 最让人引以为傲的人（事或物）
这是口语用词。当你觉得某个人的表现、或某件事物让你感到骄傲和高兴，而且可以拿出来炫耀的，都可以说是你的"pride and joy"。
My department's pride and joy has to be its latest award for productivity and efficiency.
我的部门最令人感到骄傲的，就是最近获得了生产效率绩优奖。[/b][/size][/font]
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[font=Times New Roman][size=3][b]smart product 智能型产品
"Smart"原用来形容人，指其脑筋灵活、反应巧妙。因此，若有一样产品称得上"smart"，即表示它的设计和功能很灵巧，能省掉使用者很多麻烦，就像它也有脑筋一样！如蒸汽熨斗在达到某个设定温度后，会自动切断电源，即是一例。
Germany is leading the way in producing and marketing smart products.
德国在制造与行销智能型产品方面，居领导地位。[/b][/size][/font]
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[font=Times New Roman][size=3][b]trial run （新产品的）试用；测试
这个词组有两个意思：一指在某项新产品刚开发完成时，测试其功能，看它是否符合当初预定的功能。一指消费者在购买产品之前，先试试它的功能，如果一切令人满意，才决定买下。"trial",尝试。
We were very disappointed with the results from the new car's first trial run.
在首度试开之后，这辆车让我们非常失望。[/b][/size][/font]
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[font=Times New Roman][size=3][b]selling point 卖点
这个词组是销售上的名词，指一项商品的各个特性中，有一点可以强调出来，作为吸引顾客购买的重点特色。"Point",重点。
But, sir, I cannot sell a product that has no obvious selling points. That's impossible!
但是，先生，我没办法卖一项没有任何突出卖点的产品呀！那是不可能的！[/b][/size][/font]
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wave of the future 未来的潮流；趋向
这也是个口语说法，表示某事或某物在将来会受重视或欢迎；同时也意味着这件事物具有创新性。
"Wave"，波浪，潮流。
As far as I'm concerned, economic, not military power, is the wave of the future.
就我所知，未来主导世界的，是经济实力，绝不是军事强权。
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[font=Times New Roman][size=3][b]句型总结[/b][/size][/font]
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[font=Times New Roman][size=3][b]● 提议看产品
1. Mr. Mckenzie, let me take you to our showroom.
2. How about taking a look at our latest products in our showroom?
3. If you have time, I'd like to take you to our showroom.
与客户讨论告一段落后，可转移话题，提议另一件事：新产品。用语以"Let me…","How about"或"If…, I'd like to…"表示礼貌性的建议。[/b][/size][/font]
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[font=Times New Roman][size=3][b]● 产品优缺点
1. It's only a prototype, but it's a prime example of our future line of smart products.
2. This oven is just an example, but it's going to be our future line of smart products.
3. This model hasn't been marketed yet, but we know it's going to be a top-seller.
在参观者看到产品之前，宜先说明该产品目前的状况。所使用的句子，前半部可先说稍有疑虑的一面（例如它只是个初步的样品，尚未正式生产），接着再强调好的一面。主要句型的结构是"It's only…,
but it's…"。[/b][/size][/font]
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[font=Times New Roman][size=3][b]● 强调特性
1. Basically, "Correct Cook" makes it virtually impossible to over or under cook food.
2. Essentially, "Correct Cook" is mistake-proof.
3. The bottom line here is that "Correct Cook" is mistake-proof.
强调该产品最特殊的功能，较易让听者留下深刻的印象。可运用的关键词有："basically"（基本上）和"essentially"（实质上），都是加重语气的字汇。[/b][/size][/font]
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[font=Times New Roman][size=3][b]● 吸引用户
1. You must admit this type of feature will appeal to the many microwave users in the West.
2. You have to agree that this feature will appeal to the many users of microwaves in the West.
3. I think you have to acknowledge that this feature will appeal to the many users of microwaves in the West.
此段应直接指出这项产品的功能，因为这对将来要销售这项产品的两位客户，是最具说服力的。句型用"You must admit…"，不但加强说服力，而且让对方难以反驳。[/b][/size][/font]
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[font=Times New Roman][size=3][b]结构分析[/b][/size][/font]
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在非正式的场合介绍产品时，态度不宜过分积极，因为这样反而会给人压迫感。应该抓住该项产品最出色的特性，强调它能提供使用者的益处，就能令参观者留下深刻印象。
[/b][/size][/font]
[font=Times New Roman][size=3][b]1. 邀看产品
以礼貌的语气邀请对方参观产品展示室。[/b][/size][/font]
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2. 其优缺点[/b][/size][/font]
[font=Times New Roman][size=3][b]提出产品的优缺点，可同时说明改良的经过。[/b][/size][/font]
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3. 强调特性[/b][/size][/font]
[font=Times New Roman][size=3][b]强调产品最主要的特性，以及该特性带给使用者的好处。[/b][/size][/font]
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4. 产品潜力[/b][/size][/font]
[font=Times New Roman][size=3][b]以婉转而具说服力的语句重申该项产品将带来的利益。
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[[i] 本帖最后由 千里之外 于 2008-5-9 09:43 编辑 [/i]]
千里之外 2008-5-9 09:39
[font=Times New Roman][size=6][color=blue][b]商务英语：折扣[/b][/color][/size][/font]
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[font=Times New Roman][size=3][b]买东西当然越便宜越好啦！所以在贸易谈判的时候，总是要谈到数量和折扣这个问题。下面就是一些有关打折的对话，供您参考。
(1)
A: Do you offer any quantity discounts?大量购买有折扣吗？
B: No, we don’t.不，没有。
A: Then give us three cases of this.那么这种的就买三箱好了。
(2)
A: You could save a lot if you would order a little more.
如果你单子下得多一点，可以省不少的钱。
B: How could we do that?怎么说呢？
A: We offer a discount for large orders.
我们对大量订购有打折。
B: Let me take another look at our requirements.
那我看看我们的需要量有多少。
(3)
A: Your prices seem a little high.你们的价钱高了一些。
B: We could make them lower for you.我们可以算你便宜一点。
A: How?怎么做呢？
B: If you order in large lots, we’ll reduce the price.
如果你大量订购，我们可以降价。
(4)
A: We can make the price lower if you would order a bit more.
如果你单子下多一点，我们可以减价。
B: How much more?还要多下多少？
A: Just three more cases.只要再加三箱就可以了。
B: I think we can do that.那我想没问题。[/b][/size][/font]
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[font=Times New Roman][size=6][color=blue][b]商务英语：数量[/b][/color][/size][/font]
[font=Times New Roman][size=3][b]订货数量是买卖中常要探讨的问题。下面是一些关于商品、订单数量的对话，供您参考。
(1)
A: How many would you like to order?
您要订多少？
B: Is there a minimum order?
有最低订购量的限制吗？
A: No, we can ship in lots of any size.
没有，任何数量都可以出货。
B: We’ll try one case of this.
那么，这种的就试一箱吧。
(2)
A: We’re ready to take your order now.
你们现在可以下订单了。
B: We want to try this component as a sample.
这种组件我们想试个样品看看。
A: I can send one for you to try.
我们可以寄个给你试用。
B: Yes, please do that.
好，那就麻烦你了。
(3)
A: How many would you like to order?
您要订多少？
B: How do they come packaged?
货是怎样包装的呢？
A: In cases of 100.一箱装100个。
B: We’ll take 500.我们要500个。
(4)
A: We need seven of these.
我们要七个这种的。
B: They come in cases of five.
它们是五个一箱。
A: Then, send two cases please.
这样的话，就送两箱吧。
B: Good. Thank you for the order.
好的，谢谢你的订货。
(5)
A: We can’t handle an order that small.
这么少的数量，我们不能接受。
B: What is the minimum we would have to order?
那么我们至少得订多少呢？
A: 300 pieces.300个。
B: I see, send those, then.哦，那就300个吧。[/b][/size][/font]
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千里之外 2008-5-9 09:41
[font=Times New Roman][size=6][color=blue][b]如何向客户介绍公司[/b][/color][/size][/font]
[font=Times New Roman][size=3][b]Jennifer在与Standard家用电器的会谈中，因对方想进一步了解Action电器的营运状况。身为公司代言人的Jennifer就必须向他们说明公司经营的历史、主要产品与营业项目等。[/b][/size][/font]
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[font=Times New Roman][size=3][b]In answer to your questions, Action Appliances has been manufacturing top quality appliances for 15 years now. [/b][/size][/font]
[font=Times New Roman][size=3][b]We began selling rice cookers from one small shop in Taipei. At that time, we were strictly a mom-and-pop[/b][/size][/font]
[font=Times New Roman][size=3][b]operation.[/b][/size][/font]
[b][font=Times New Roman][size=3][font=Times New Roman][size=3][b]让我回答您的问题：Action电器生产一流的家电产品已有十五年的历史了。公司最早在台北以贩卖电饭锅起家，我们当时只是小成本的家庭电器行。[/b][/size][/font]
[/size][/font][/b][font=Times New Roman][size=3][b]To keep up with overwhelming customer response, the company expanded rapidly. We improved our R&D [/b][/size][/font]
[font=Times New Roman][size=3][b]department and enlarged our product lines to include washers and dryers, refrigerators, and microwave ovens. Our appliances are geared toward households with high needs but minimal space.[/b][/size][/font]
[b][font=Times New Roman][size=3][font=Times New Roman][size=3][b]由于客户反应热烈，公司即很快地扩展。我们加强研发部门，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。[/b][/size][/font]
[/size][/font][/b][font=Times New Roman][size=3][b]Taiwan is still our main market. As a matter of fact, you'll find at least one Action appliance in one out of three [/b][/size][/font]
[font=Times New Roman][size=3][b]households in Taipei alone.[/b][/size][/font][font=Times New Roman][size=3][b]With a strong home base, we feel we're ready to move overseas. Recent consumer research efforts prove that over 40% of the appliance market in Canada and the United States consists of highly efficient, compact products. You'll find that our appliances meet these needs.[/b][/size][/font]
[font=Times New Roman][size=3][b]台湾仍是我们的主要市场。而事实上，你会发现台北地区至少每三户人家中就有一户用Action的产品。[/b][/size][/font]
[font=Times New Roman][size=3][b]由于在国内的基础稳固，我们觉得向海外市场扩展的时机成熟了。最近的消费研究报导指出，美加地区的电器市场中有百分之四十以上是高效率的组合型商品。所以，您会发现我们的商品完全迎合这些需求。[/b][/size][/font]
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[font=Times New Roman][size=3][b]短语解说[/b][/size][/font]
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[font=Times New Roman][size=3][b]mom-and-pop 家庭式的，小型的[/b][/size][/font]
[font=Times New Roman][size=3][b]这个词组原指由家庭经营的小店，引申来泛指“小型的营运”。"Mom"和 "pop"是英文中对妈妈、爸爸的昵称。[/b][/size][/font]
[font=Times New Roman][size=3][b]When I was a kid, my neighborhood streets were lined with mom-and-pop stores.[/b][/size][/font]
[font=Times New Roman][size=3][b]我小的时候，邻近的街道都是家庭经营的小店。[/b][/size][/font]
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[font=Times New Roman][size=3][b]keep up with 配合，保持[/b][/size][/font]
[font=Times New Roman][size=3][b]这个词组是指与别人的速度或层次能相配合、能赶得上。[/b][/size][/font]
[font=Times New Roman][size=3][b]We must keep up with demand if we're going to remain a profitable company.[/b][/size][/font]
[font=Times New Roman][size=3][b]如果我们公司仍想赚钱，就得配合市场需求。[/b][/size][/font]
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[font=Times New Roman][size=3][b]R&D 研究发展（部门）[/b][/size][/font]
[font=Times New Roman][size=3][b]这是"research（研究）and development（发展）"的简写，是公司企业中专门负责开发新产品的部门，有时亦可指此类计划。[/b][/size][/font]
[font=Times New Roman][size=3][b]We need to increase funding to our R&D department if we are going to compete with other innovative companies.[/b][/size][/font]
[font=Times New Roman][size=3][b]假如我们要和其它有创意的公司竞争，就要增加对研发部门的投资。[/b][/size][/font]
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[font=Times New Roman][size=3][b]gear toward 专门朝向某事发展[/b][/size][/font]
[font=Times New Roman][size=3][b]"gear"本是“加装上马达，开始运作”的意思。这个词组是说专门为某事或某特定对象而设计发展；跟在"toward"之后的名词词组，即为发展的方向或所针对的对象。[/b][/size][/font]
[font=Times New Roman][size=3][b]Our textbooks are geared toward the business students.[/b][/size][/font]
[font=Times New Roman][size=3][b]我们的教科书是专为商科学生设计的。[/b][/size][/font]
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[font=Times New Roman][size=3][b]home base 主要市场、总部[/b][/size][/font]
[font=Times New Roman][size=3][b]在商业术语中，这个词组可指某企业的“总公司”，或指一项商品大量销售的“主要市场”。[/b][/size][/font]
[font=Times New Roman][size=3][b]I'll report back to home base after I complete the meeting with the European buyers.[/b][/size][/font]
[font=Times New Roman][size=3][b]等我跟欧洲买主商谈之后，我会向总公司报告结果。[/b][/size][/font]
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[font=Times New Roman][size=3][b]句型总结[/b][/size][/font]
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[font=Times New Roman][size=3][b]● 开场白[/b][/size][/font]
[font=Times New Roman][size=3][b]1. In answer to your questions, Action Appliances has been manufacturing top quality appliances for 15 years now.[/b][/size][/font]
[font=Times New Roman][size=3][b]2. Regarding your questions, Action Appliances has been in business for 15 years.[/b][/size][/font]
[font=Times New Roman][size=3][b]3. In response to your questions, Action has been producing top quality products for 15 years now.[/b][/size][/font]
[font=Times New Roman][size=3][b]一开始就直接回答问题，不仅会使晤谈进行顺利，也表示你对客户的问题不回避。"Regarding"及 "in [/b][/size][/font]
[font=Times New Roman][size=3][b]response to"都有“针对……”的意思，皆可作为响应询问的开头语；并用现在完成式表示从过去到现在，一直从事的业务。[/b][/size][/font]
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[font=Times New Roman][size=3][b]● 说明成长[/b][/size][/font]
[font=Times New Roman][size=3][b]1. To keep up with overwhelming customer response, the company expanded rapidly.[/b][/size][/font]
[font=Times New Roman][size=3][b]2. Customer response was overwhelming, so we were able to expand steadily.[/b][/size][/font]
[font=Times New Roman][size=3][b]3. We grew quickly and steadily due to a strong customer response.[/b][/size][/font]
[font=Times New Roman][size=3][b]说明公司刚开始营运时，顾客的热烈反应，以及公司应对的方式。"Customer response"，顾客反响。[/b][/size][/font]
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[font=Times New Roman][size=3][b]● 市场占有率[/b][/size][/font]
[font=Times New Roman][size=3][b]1. As a matter of fact, you'll find at least one Action appliance in one out of three households in Taipei alone.[/b][/size][/font]
[font=Times New Roman][size=3][b]2. In fact, our appliances are used in one out of three households in Taipei.[/b][/size][/font]
[font=Times New Roman][size=3][b]3. Actually, you'll find at least one Action appliance in one out of three households in Taipei.[/b][/size][/font]
[font=Times New Roman][size=3][b]本段应以明确的例子及统计数字，说明产品如何受欢迎，以支持公司的形象。用"as a matter of fact", "in fact"及 "actually" 做为句子开头语，使谈话口语化，同时加强语气。[/b][/size][/font]
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[font=Times New Roman][size=3][b]● 公司的目标[/b][/size][/font]
[font=Times New Roman][size=3][b]1. Recent consumer research efforts prove that over 40% of the appliance market in Canada and the States [/b][/size][/font]
[font=Times New Roman][size=3][b]consists of highly efficient, compact products. 2. Marketing studies show that a market exists in Canada and the States for our compact products.[/b][/size][/font]
[font=Times New Roman][size=3][b]3. Recent consumer research leads us to believe that a market exists in Canada and the States for our appliances.[/b][/size][/font]
[font=Times New Roman][size=3][b]以公司的目标作为谈话的总结，同时以明显直接的事实来证明公司的目标正确，有发展潜力。关键句型为"…prove that…" 意为“证明出……”。[/b][/size][/font]
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[font=Times New Roman][size=3][b]结构分析[/b][/size][/font]
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[font=Times New Roman][size=3][b]介绍公司的成长重点，是要把数据和事实一并提出给客户知道；并注意让对方明了，这些事实与目前的成功息息相关。[/b][/size][/font]
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[font=Times New Roman][size=3][b]1. 回答问题[/b][/size][/font]
[font=Times New Roman][size=3][b]直接回答问题，简述公司的背景。[/b][/size][/font]
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[font=Times New Roman][size=3][b]2. 发展过程[/b][/size][/font]
[font=Times New Roman][size=3][b]解释消费者的反应以及公司成长的可能性。[/b][/size][/font]
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[font=Times New Roman][size=3][b]3. 巿场优势[/b][/size][/font]
[font=Times New Roman][size=3][b]提出己方目前在市场上所占的优势。[/b][/size][/font]
[font=Times New Roman][size=3][b]4. 未来计划[/b][/size][/font]
[font=Times New Roman][size=3][b]以对未来的展望与将和对方合作的计划做总结。[/b][/size][/font]
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千里之外 2008-5-9 09:42
[font=Times New Roman][size=6][color=blue][b]如何向客户介绍自己[/b][/color][/size][/font]
[font=Times New Roman][size=3][b]Jennifer要进军美加市场，经过数星期的信件传真往来，终于与一家加拿大的中盘经销商，Standard家用电器，约好了当面商谈合作的可能性。Jennifer与买家首度会面，不但要说明公司目前的计划，还要告诉对方自己在此商谈中所扮演的角色。[/b][/size][/font]
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[font=Times New Roman][size=3][b]Good afternoon. It's a pleasure to finally meet you. I'm Jennifer Wong from Action Appliances. I hope the two of [/b][/size][/font]
[font=Times New Roman][size=3][b]you had a pleasant flight. Please take a seat.[/b][/size][/font]
[b][font=Times New Roman][size=3]两位中午好，很高兴终于与你们会面了。我是Action电器的Jennifer Wong，我希望两位一路旅程还算顺利，请坐。[/size][/font][/b]
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[font=Times New Roman][size=3][b]As you know, Action is looking to expand into western Canada and the United States. What we need to get our foot in the door is a well-known distributor. To be perfectly honest, it would be quite a head start for us if we could [/b][/size][/font]
[font=Times New Roman][size=3][b]secure a deal with a respected distributor like you, Standard Suppliers.[/b][/size][/font]
[b][font=Times New Roman][size=3][font=Times New Roman][size=3][b]您也知道，Action希望能将市场扩展到加拿大西部及美国，因此我们目前需要的，就是一家声誉卓著的经销商，来帮助我们打入市场。老实说，如果我们能和像贵公司这样的信誉良好经销商合作，那真是一个非常好的开始。[/b][/size][/font]
[/size][/font][/b][font=Times New Roman][size=3][b]I'll be responsible for the first round of negotiations here in Taipei. I hope we can make some definite headway [/b][/size][/font]
[font=Times New Roman][size=3][b]during your stay in Taiwan. As the stakes get higher, so to speak, my supervisor, Mr. Cheng, will join us at the bargaining table.[/b][/size][/font][font=Times New Roman][size=3][b]And now, I'm sure you must have questions.[/b][/size][/font]
[font=Times New Roman][size=3][b]敝人负责此次在台北第一阶段的商谈。希望趁两位在台北停留的这段时间内，我们能有明朗化的进展。当进入高层次的商谈时，我的上司郑先生会加入商谈。[/b][/size][/font]
[font=Times New Roman][size=3][b]现在，你们有任何问题，请直接提出来。[/b][/size][/font]
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[font=Times New Roman][size=3][b]短语解说[/b][/size][/font]
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[font=Times New Roman][size=3][b]be looking to 希望，计划[/b][/size][/font]
[font=Times New Roman][size=3][b]这是美式俚语用法，表明展望未来要做的事。[/b][/size][/font]
[font=Times New Roman][size=3][b]With the demise of communism in Europe, we're looking to open new markets in Poland and Yugoslavia.[/b][/size][/font]
[font=Times New Roman][size=3][b]由于欧洲共产政权崩溃，我们计划将在波兰及南斯拉夫开发新市场。[/b][/size][/font]
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[font=Times New Roman][size=3][b]get one's foot in the door 开始涉足于[/b][/size][/font]
[font=Times New Roman][size=3][b]这词组原本是指推销员挨家挨户拜访客户时，会将脚挡在门口边，让对方没办法关门，不得不听他推销产品。现在则用来比喻“涉足某事，并从此愈做愈好”。[/b][/size][/font]
[font=Times New Roman][size=3][b]It takes years of hard work to even get your foot in the door in the world of broadcast journalism.[/b][/size][/font]
[font=Times New Roman][size=3][b]要涉足新闻广播界，需要用功努力多年才行。[/b][/size][/font]
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[font=Times New Roman][size=3][b]head start 抢得先机[/b][/size][/font]
[font=Times New Roman][size=3][b]这个名词词组原指在比赛中抢先，引申为因起步早而造成有利之先机。[/b][/size][/font]
[font=Times New Roman][size=3][b]With a head start in business, you can make it all the way to the top.[/b][/size][/font]
[font=Times New Roman][size=3][b]做生意时抢得先机，你才能顺利一路到达巅峰。[/b][/size][/font]
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[font=Times New Roman][size=3][b]so to speak 可说是[/b][/size][/font]
[font=Times New Roman][size=3][b]通常在言谈间引起一个比喻性的说法时，会用这个词组。它在句中出现时，前后要以逗号隔开。[/b][/size][/font]
[font=Times New Roman][size=3][b]Our editor in chief is, so to speak, a king in the office.[/b][/size][/font]
[font=Times New Roman][size=3][b]我们的总编辑在办公室里，可说是，像个国王。[/b][/size][/font]
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[font=Times New Roman][size=3][b]at the bargaining table 谈判桌上[/b][/size][/font]
[font=Times New Roman][size=3][b]字面上来看，这个词组指“谈判的会议桌”，引申为整个谈判过程。[/b][/size][/font]
[font=Times New Roman][size=3][b]We decided to step up to the bargaining table and share our views with the other company.[/b][/size][/font]
[font=Times New Roman][size=3][b]我们决定参加谈判，与对方公司商讨我们的看法。[/b][/size][/font]
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[font=Times New Roman][size=3][b]句型总结[/b][/size][/font]
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[font=Times New Roman][size=3][b]● 礼貌性招呼[/b][/size][/font]
[font=Times New Roman][size=3][b]1. It's a pleasure to finally meet you.[/b][/size][/font]
[font=Times New Roman][size=3][b]2. It's great to finally get a chance to know you.[/b][/size][/font]
[font=Times New Roman][size=3][b]3. At last, I've been looking forward to meeting you.[/b][/size][/font]
[font=Times New Roman][size=3][b]一开口要立刻感谢对方前来与你会面。说时因为你与对方事前已有相当程度的联系，所以不同于一般性初次见面的说法。此时，应强调“能得一见，三生有幸”的商业客套。[/b][/size][/font]
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[font=Times New Roman][size=3][b]● 表达目的[/b][/size][/font]
[font=Times New Roman][size=3][b]1. What we need to get our foot in the door is a well-known distributor.[/b][/size][/font]
[font=Times New Roman][size=3][b]2. Our main goal is to open doors for our products in the West with a respected distributor.[/b][/size][/font]
[font=Times New Roman][size=3][b]3. My company's top priority is to introduce our products to new markets in the West, and that requires a [/b][/size][/font]
[font=Times New Roman][size=3][b]well-known distributor.[/b][/size][/font]
[font=Times New Roman][size=3][b]直截了当的说明自己的目标和需求--亦即此番将与对方磋商的重要计划；同时，也借机间接来赞赏对方公司的信誉。"Well known", "respected", 著名的。[/b][/size][/font]
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[font=Times New Roman][size=3][b]● 自己的角色[/b][/size][/font]
[font=Times New Roman][size=3][b]1. I'll be responsible for the first round of negotiations here in Taipei.[/b][/size][/font]
[font=Times New Roman][size=3][b]2. My main role here is to get the negotiation process started.[/b][/size][/font]
[font=Times New Roman][size=3][b]3. I'll mainly be in charge of the first round of negotiations.[/b][/size][/font]
[font=Times New Roman][size=3][b]说明自己将在商谈中扮演的角色是绝对有必要的，因为，这样才不至于延误后来决策的过程。通常这句话之后还要讲明自己上司扮演的角色。关键词为"responsible for", "in charge of"。[/b][/size][/font]
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[font=Times New Roman][size=3][b]● 请对方发言[/b][/size][/font]
[font=Times New Roman][size=3][b]1. And now, I'm sure you must have questions.[/b][/size][/font]
[font=Times New Roman][size=3][b]2. And now, I'd be happy to answer your questions.[/b][/size][/font]
[font=Times New Roman][size=3][b]3. I'd like to turn the conversation over to you. Do you have any questions?[/b][/size][/font]
[font=Times New Roman][size=3][b]最后的目的是以和气的口吻，希望能展开交谈。重点是要让对方知道你有诚意与对方沟通，希望了解他们此刻的想法。这是在商场应注意的礼貌。[/b][/size][/font]
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[font=Times New Roman][size=3][b]结构分析[/b][/size][/font]
[b][font=Times New Roman][size=3][/size][/font][/b]
[font=Times New Roman][size=3][b]通常跟客户自我介绍时的说辞依情况不同而略有差异，不过由于你与客户已有书信来往，那么就可以依以下的步骤进行：[/b][/size][/font]
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[font=Times New Roman][size=3][b]1. 欢迎客户[/b][/size][/font]
[font=Times New Roman][size=3][b]自我介绍，并感谢客户远道来跟你谈生意。[/b][/size][/font]
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[font=Times New Roman][size=3][b]2. 未来计划[/b][/size][/font]
[font=Times New Roman][size=3][b]简短说明公司对未来合作计划的期许。[/b][/size][/font]
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[font=Times New Roman][size=3][b]3. 谈判角色[/b][/size][/font]
[font=Times New Roman][size=3][b]叙述你在商谈中将扮演的角色。[/b][/size][/font]
[font=Times New Roman][size=3][b]4. 邀请发言[/b][/size][/font]
[font=Times New Roman][size=3][b]最后，给对方发言机会。[/b][/size][/font]
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ashley_a127 2008-8-1 19:28
很有用 谢谢楼主!!!!!