1. What do you prefer in your coffee? _________________________________ 2. How's that?
_____________________________________ 3. OK
_____________________________________ 4. They're obviously a good buy.
________________________________________ 5. I think that the prices are a bit too much. _________________________________________ 6. We're done this sort of thing for a long time. __________________________________________ 7. You'll find that our equipment is very good.
___________________________________________ 8. That is certain.
_____________________________________________ 9. I want to think about it.
______________________________________________ 10. I need to consider the price.
______________________________________________
答案：
1. How do you like your coffee? 2. What do you say? 3. Fine with me.
4. As you can see they?re quite competitive. 5. They look a little high.
6. We?ve been in this business many years. 7. You?ll be happy with our machine tools. 8. You can count on that. 9. Let me consider that.
10. I?ve got to think about your price.
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Part C: Passage
C1 Directions: Listen to the passage and fill the number you get from the tape into the right column.
Brand 1) XX-17 car 2) Sunrise- 700 truck
Speed Size of Engine Gas Mileage Price 1.________ 2. _________ in 6 seconds 6. 3. 5.________ on the highway 4. in the city 7 .________
答案：
1. 80 km/h 5. 10 850
C2. Directions: Listen to the passage again. Put check marks beside the
characteristics of each new model according to the information you hear on the tape.
Characteristics 1. It can reach speeds of 80 km/h in 6 seconds 2. The steering turns are no problem XX-17 Sunrise-700
2. 2 500cc
3. 80 mpg 4. 40 mpg
6. 3 000cc 7. 12 500
3. It has the advanced, anti-locking brake system 4. 2 500cc engine 5. gas mileage 40 in the city 6. 4-cylinder engine 7. engine 3 000 cc 8. the solid, four-wheel drive 9. the futuristic body style 10. aerodynamic and appealing
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答案： Characteristics 1. It can reach speeds of 80 km/h in 6 seconds 2. The steering turns are no problem 3. It has the advanced, anti-locking brake system 4. 2,500cc engine 5. gas mileage 40 in the city 6. 4-cylinder engine 7. engine 3000cc 8. the solid, four-wheel drive 9. the futuristic body style 10. aerodynamic and appealing XX-17 Sunrise-700 √ √ √ √ √ √ 0 0 0 0 √ √ √ 0 0 √ √ √ √ √
Unit Three Offer and Counteroffer
一 语汇练习：
Complete the following dialog:
A. _______________, it would be very difficult for us to_________ your
product at the price offered.
说实在的，我们很难按所报的价格去推销你们的产品。
B. Our price is ________________ the world market. It?s workable.
我们的价格与世界行情相一致，是可行的。
A. We have been approached by other _____________ with offers about
10% lower than yours.
其他供货商给我们来的报价要比你们的低百分之十左右。
B. 10% lower? It?s impossible. Have you compared our product with theirs?
Are they __________________ ?
低百分之十？那不可能。你们把我们的产品和他们作比较了吗？是同一个档次的货吗？
A. But the ____________ shouldn?t be as big as 10%. We?ll have to
______________ other suppliers if you don?t make some reduction. 但是价格也不应该相差百分之十呀。如果不减少一点的话，我们不得不去
找别的供货商了。
B. What would that be in your mind? 你想要减多少？
A. A reduction of 5% is only ________________. 减去5%无论如何也是合理的。
B. I?m afraid you?re asking ______________ 5% reduction is out of the
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question. We can never go _______________ that.
恐怕你开口太大了。百分之五根本不能考虑。我们决不可能减去那么多。 A. Then how much can you _______________ ? 那么你们能减去多少？
B. To help you sell our product, we?ll __________________ and reduce
the price by 2%.
为了有助于你们推销我们的产品，作为例外，我们减去2%。
A. I sincerely hope a transaction can be ______________. I?m ready to
move another step forward. Let?s __________________ and meet each other halfway.
我真诚地希望能做成一笔买卖，我愿意往前再走一步。让我们采取折衷办法均摊差额吧。
B. I appreciate what you said. As a gesture of our good will, we accept
your__________.
我很赞赏你的话，为了表示我们的良好愿望，我们接受你出的价格。
答案：
A. To be frank, it would be very difficult for us to market your product at the price offered.
B. Our price is in line with the world market. It?s workable.
A. We have been approached by other suppliers with offers about 10% lower than yours. B. 10% lower? It?s impossible. Have you compared our product with theirs? Are they in the same class?
A. But the price gap shouldn?t be as big as 10%. We?ll have to turn to other suppliers if you don?t make some reduction.
B. What would that be in your mind?
A. A reduction of 5% is only reasonable.
B. I?m afraid you?re asking too much. 5% reduction is out of the question. We can never go as far as that.
A. Then how much can you go down?
B. To help you sell our product, we?ll make an exception and reduce the price by 2%. A. I sincerely hope a transaction can be concluded. I?m ready to move another step forward. Let?s split the difference and meet each other halfway.
B. I appreciate what you said. As a gesture of our good will, we accept your bid.
二 术语和实用表达练习
Please write down the Chinese equivalents of the following expressions. 1. to put forward/make/send/give an offer 2. to accept an offer 3. to extend an offer 4. to modify an offer
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5. to renew an offer 6. to cancel an offer 7. non-firm offer
8. an offer without engagement 9. subject to our confirmation 10. to conclude transaction
答案：
1. 提出报价（盘） 2. 接受报价（盘）
3. 延长发盘（延伸报价） 4. 修订报价（盘） 5. 更新报价（盘） 6. 取消发盘 7. 虚盘
8. 虚盘 / 没有约束力的报盘 9. 以我方确认为准 10. 达成交易
三 翻译练习
Translate the following sentences into English.
1. 我们的价格和国际市场上的同类产品的价格相比一直是偏低的. ( on the low side )
2．由于原材料涨价，我们也不得不调整产品价格。( price hike )
3． 产品的质量不一样，价格当然不一样。你要的是我们今年顶尖的产品，价钱当然
不一样。( be the top of the line )
4．我们双方若在价格问题上都坚持已见，那就很难谈下去了.( hang on to / insist on
their own point of view )
5．你看这样行不行，你在发盘的基础上减百分之五，我在还盘的基础上加百分之五，怎么样？( add ? on ) 6．你同意多买200箱我们的产品，我们就可以按每箱$138新港离岸价成交.( conclude the deal )
答案：
1. Compared with the price of similar product on the international market, our
price has always been low / on the low side.
2. Because of the price hike in raw materials, we were forced to adjust our
prices, too.
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