[立足文本、问题驱动、多元解读——读《文本解读与语文]江苏省车辐中等专业学校 梁全德，《文本解读与语文教学新论》是一部由赖瑞云先生主编的一部详细介绍 文本解读 的理论与实践，同时又明确提出 写作和口语交际乃文本解读的两翼...+阅读
Brief Introduction
商品的质量是对外贸易中价格的基础，所有的交易和谈判都是在商品本身质地的基础上进行的。那也是为什么越来越多的公司希望通过 ISO国际质量体系认证。有了质量保证，买方才会放心，企业也才会有更大的发展。
Basic Expressions
1. We've received the sample that you sent us last Sunday.
我们已经收到了上星期天你方寄来的样品。
2. We've got here our sales samples Type One and Type Two.
这里是我们一号和二号销售样品。
3. Our quality is based solely on our sales samples.
我们的质量完全以货样为准。
4. We sell goods as per the sales sample， not the quality of any previous supplies.
我们销售产品是以货样为标准，而不是凭过去任何一批货的质量。
5. You know we sell our tea according to our samples.
我们凭货样销售茶叶。
6. You can't see the difference between these grades.
你可以看看这些等级的差别。
7. These two grades are very much in demand.
这两种等级（的货）目前需求很大。
8. We are in urgent need of these two grades.
我们急需这两种等级的货。
9. The color of the shipment is much darker than that of your previous consignment.
这批货的颜色比上批要暗许多。
10. No doubt you've received the rejected samples of the inferior quality goods.
你们一定收到了质量低劣的抽样品。
11. I must advise you of the specifications of the goods.
我必须告诉你货物的规格。
12. He you received the specifications as shown in our catalog？
你们收到了按我方目录所列的产品规格了吗？
13. The quality is all right， but the style is a bit outdated.
质量没问题，只是式样有点过时。
14. We found the goods didn't agree with the original patterns.
我们发现货物与原来的式样不符。
15. The Double Fish brand is not so bad. The design is fresh and vivid.
双鱼牌不错，图案新颖。
16. The new varieties he very vivid designs and beautiful colors. 新产品图案新颖、色泽鲜艳。
17. The difference in quality is no more than usual and indeed unoidable in this line of goods.
对于这种商品而言，品质上有差别是很常见的，而且的确难以避免。
18. They were carefully examined and picked only this morning.
这些是经过细心挑选、今天早上才摘下来的。
19. This kind of high-powered battery is produced with the latest technology.
这种高能量电池采用的是最新生产技术。
20. Stainless products are always popular because they're rustproof.
不锈钢制品因为能防锈，所以很受欢迎。
Dialogue 1
A： I can promise you that， if you buy our product， you will be getting quality.
B： I've looked at your units， and I am very happy with them. Your goods are all far above standard quality.
A： We spend a lot of money to make sure that our quality is much better. We don't sacrifice quality for quick profits.
B： Well， we're really interested in placing an order under negotiation. We can start the negotiations as soon as you want.
A： That's great. I'm glad we'll be able to do business together. I’ll he some quotes ready for you by tomorrow morning.
B： Fine. Also， would you mind if I asked to see a surveyor's report of your products？ I may he a few more questions about your quality analysis.
—— 我可以向你保证，如果你买了我们的产品，你会得到好品质。
—— 我看过你们的单件，我很满意。你们的商品质量高过标准质量。
—— 我们投入了大量的资金来确保质量一流。我们不会为了即期利润而 有损质量。
—— 是的，我方真的很愿意谈判后就订货。你们想谈判的话我们随时都 可以。
—— 那不过了。我很高兴我们能在一起做生意。到明天早晨我方将 为您准备好一些报价单。
—— 很好。还有，您不介意我要求看一下你方产品的检查报告吧，对 你们的质量分析我可能还有一些问题。
Dialogue 2
A： I'm interested in all kinds of your products， but this time I would like to order some fireworks and mosquito coil incense. Please quote us C.I.F. Rangoon.
B： Please let us know the quantity required so that we can work out the premium and freight charges.
A： I'm going to place a trial order for 1，000 units of a dozen fireworks and 500 cartons of mosquito coil incense.
B： All right. Here are our F.O.B. price lists. All the prices are subject to our final confirmation.
A： Your price is reasonable but I wonder if you would give us a discount. You know for the products like yours we usually get 2% or 3% discount from European suppliers.
B： We usually offer on a basis only. Many of our clients he been doing very well on this quoted price.
—— 我对你们所有的产品都感兴趣，但这次我想购买烟火和蚊香。请报 CIF仰光到岸价。
—— 请你说明需求数量，以便我们计算出保险费和运费。
—— 我们打算试订一千打烟火和五百箱蚊香。
—— 好吧！这是我们的FOB价目表。所有的价格都以我方最后确认为准。
—— 你方的价格很合理，但我想知道你们能否给一个折扣？像这样的 商品，我们通常从欧洲供货商那里得到百分之二到百分之三的折 扣。
—— 我们通常只报净价。我们的许多客户在这个报价上都做得很好。
A： Discounts will more or less encourage us to make every effort to push sales of your products.
B： The quantity you ordered is much smaller than those of others. If you can manage to boost it a bit， we'll consider giving you a better discount.
A： As far as a trial order is concerned， the quantity is by no means small. And generally speaking， we like to profit from a trial order. I hope you'll be able to meet our requirements.
B： Well， as this is the first deal between us， we agree to give you an one-percent discount as a special encouragement.
A： 1%？ That's too low a rate. Could you see your way to increase it to 2%？
B： I'm afraid we he really made a great concession， and could not go any further.
A： It seems this is the only proposal for me to accept. I'll e again tomorrow to discuss it in detail.
B： All right. See you tomorrow.
—— 折扣或多或少能给我们一些鼓励，能使我们更加努力地推销贵方的 产品。
—— 你们订的数量比其他客户少很多。如果你们能试着增加一点数量， 我们会考虑给予适当折扣。
—— 做为试购，这个数量绝不算少了。一般来说，试购总应得到些利 润，希望你方能满足我们的要求。
—— 由于这是我们的第一次交易，我们同意作为特殊照顾给予你们百分 之一的折扣。
—— 百分之一？那太少了。能不能想办法增加到百分之二？
—— 恐怕不行了，我们确实已做出了很大让步，无法再增加了。
—— 看来，这是我能接受的条件了。明天我再来和你们讨论细节问 题。
—— 好吧！明天见。
Words and Expressions
counter sample 对等样品
sampling [ 5sB：mpliN ] 抽样，实验样品
pattern sample 模型样品
duplicate sample 复样
color sample 色彩样品
subject to the counter sample 以对等样品为准
sample for reference 参考样品
sales by sample 凭样品买卖
Rangoon [ rAN5
u：n ] 仰光（缅甸首都）
premium [ 5primjEm ] 保险费
trial [ 5traiEl ] 尝试性的，实验性的
price/ weight/ profit 实价，净价/净重/净利润
boost [ bu：st ] 提高
lag [ lA
] 走得慢，落后
mosquito coil incense 蚊香
concession [ kEn5seFEn ] 让步
trade mark 商标
brand [ brAnd ] 牌子，商标
Sales by Deion 凭说明书买卖
Sales by Trade Mark of Brand 凭商标和牌名买卖
quality as per seller's /buyer's sample 凭卖方/买方样品质量交货
quality landed /quality shipped 卸岸品质/装船品质
Sales by Specification， Grade， or Standard
凭规格、等级或标准买卖
Fair Average Quality （F.A.Q.） “良好平均品质”良好平均品质“（国际上买卖农副产品时常用此标准）
Notes
1. confirm 确认，证实
We confirm （receipt of） your letter of the 7th.
你七日来函收悉。
2. e to an agreement 达成协议
After a long discussion we've e to an agreement on barter trade.
经过长时间的讨论，我们已在易货贸易方面达成了协议。
3. because of 由于，因为
Because of hey bookings， we cannot accept fresh orders at present.
由于手中大量的订货，我们目前不能接受新的订单。
4. appreciate 感谢（后接名词或动名词宾语）
We shall appreciate it if you will make us an offer for 100 dozens.
如给我们一千打的报盘，我们将甚为感激。
We appreciate your cooperating with us.
感谢你同我们的合作。
5. lead to
Improper packing led to the breakage of the porcelain wares.
包装不当造成瓷器的破损。
6. to push sales of = to push the sale of 推销
7. quality
If the quality of your initial shipment is found satisfactory， an additional large shipment will follow.
如果你们第一次运来的货令人满意，随后将有大批续订。
quality有时可用作形容词作“高级的，优质的”解释。 例：These shoes are made of quality leather. 这些鞋是用高级皮革做的。
和质量有关的一些词组：
tip-top quality 第一流质量
inferior quality 次等质量
high quality 高质量
first-class quality 头等质量
choice quality 精选的质量
fair erage quality（F.A.Q.） 中等品
bad quality 劣质
A specimen Letter
Dear Sirs：
We confirm email exchanged between us regarding fireworks and mosquito-repellent incense and are glad that we he e to an agreement on the price. Your last email informed us that you could offer us 500 units of a dozen fireworks and 300 cartons of mosquito-repellent incense， which we think is not enough. More and more clients in our country like to buy Chinese products because of their good quality. If we do not take care of the supply of our market， they will naturally turn somewhere else for their needs. So we do hope you can offer us at least 1，000 units of a dozen fireworks and 500 cartons of mosquito-repellent incense.
We appreciate your efforts and cooperation and believe this order will lead to considerable business in the future.
We look forward to your early reply.
……Import Corp.
先生：
兹证实我们双方关于烟火和蚊香的往来电报。我们很高兴在价格方面达成了协议。你在上一封电报里通知我们，只能报五百打烟火和三百箱蚊香，这个数量是不够的。由于中国商品质量好，我们越来越多的客户喜欢购买它。如我们不能充分供应市场，他们势必会从别处购买。因此，我们希望你至少能报一千打烟火和五百箱蚊香。
我们感谢你方的努力和合作，相信这次订货将会带来今后更多的交易。
盼早复。
Substitution Drills
1 Last year Tide detergent had been awarded tip-top quality certificate many times.
Colgate toothpaste
Ford cars
Nike sportswear
去年 汰渍洗衣粉 被多次授予质量证书。
高露洁牙膏
福特汽车
耐克运动衣
2 The quality of products of P&G is high.
dependable
guaranteed
first-class
宝洁公司的产品质量 高。
可以信赖
是有保障的
一流
3 This suit is well - tailored. 这件西装 裁剪 精良。
knitted 编织
selected 选择
designed 设计
4 They're ailable in all sizes.
different colors.
various patterns.
各个尺码 的都有。
不同颜色
不同款式
5 A： They're good in material， fashionable in design and superb in workmanship.
simple in design， small in size and light in weight.
good to look at， easy to operate and convenient to carry.
B： I see. The quality seems all right， but your prices are too high.
材料很好、设计时尚、做工优秀。
设计简洁、尺码不大、重量也很轻。
看上去很好，易操作、携带方便。
哦，原来这样。质量看上去不错，但你们的价格太高了。
6 A： How does it pare with your old models？
the peting products
Japanese make
B： It's different in many ways.
It gives longer wear.
It's lighter and much easier to operate.
它与你们的老型号相比如何？
你们的竞争产品
日本制品
在很多方面都不一样。
更耐穿。
较轻，更易操作。
7 A： Will you supply spare parts if we want them？
do the repairs if the machine breaks down after the warranty period？
B： Certainly.We always he the interest of the customers at heart.
如果 我们需要零部件配件，你们能提供吗？
机器在保修期后坏了，你们修理吗？
当然，我们时刻考虑顾客的利益。
8 A： How long is the warranty？
B： We guarantee our product for two years.
It is guaranteed for one year.
It carries a three-year warranty.
保修期多长时间？
我们的产品保修两年。
保修一年。
三年保修。
9 A： How about repairs after the warranty expires？
B： All repairs are billed at cost.
We'll only bill you for parts.
The on-site service is 500 a year after the warranty.
在保修期过后的修理怎么办呢？
所有的修理都是成本价。
我们只收取零件修理费用。
在保修期外的现场服务是500美金一年。
10 A： What do you think of Model 8？ It can serve as a good substitute.
It's equally good in quality.
It's very close to the sample.
B： I'm not sure whether the users want exactly the same thing or they may take substitutes.
I'm not sure if we could persuade our users to accept the new specifications.
I he no idea if we could interest our users in your new product.
您认为第八号模型怎么样？它可以作为很好的替代品。
它的质量一样出色。
它与样品非常接近。
我不确定使用者是想要完全一样的东西呢还是替代品。
我不知道我们能否说服用户来接受新规格。
我不知道你们的新产品能否吸引我们的用户。
11 A： I'd like to know if
you accept orders in the buyer's design and measurement.
the articles could be made especially for our market.
B： Yes， we do. If the order es to a certain quantity.
That can be done. We can arrange production to meet your requirement.
Certainly. We can make products according to buyer's samples.
我想知道 你们是否按买方的设计和尺寸接受订单。
货物能否按我们的市场特别制造
是的，我们可以。如果订单达到一定的数量的话。
可以做到。我们可以安排生产满足您的要求。
当然。我们可以根据买方的样品生产。
12 A： Our users like the
material， but they don't care for the color and design.
craftsmanship， but they don't care for the style.
pattern， but they don't care for the material.
B： What's their preference？
What do they prefer？
我们的用户喜欢 这材料，但是他们不喜欢颜色和设计。
做工，但他们不喜欢款式。
款式，但他们不喜欢材料。
他们的偏好是什么？
他们喜欢什么？
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