商务英语一日一课（免金币共享）

swot1984

我的帖子怎么再也发不了？
改了N次了还是发不了。
又没人来顶。是不是不要金币的东西没人看？

ALFA

THANK YOU
PLEASE GO ON

swot1984

版主啊，我的帖子怎么再也发不了啊？
总是说我有不良信息！！！

benzhou

  支持你！

bert781212

thank you very much! suport!

hcf271

very good.suport!

swot1984

商务英语 / 对公众说话 / 04

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英文正文
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　Good afternoon. It's a pleasure to finally meet you. I'm Jennifer Wong from Action Appliances. I hope the two of you had a pleasant flight. Please take a seat.

　 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 secure a deal with a respected distributor like yourselves, Standard Suppliers.

　I'll be responsible for the first round of negotiations here in Taipei. I hope we can make some definite headway during your stay in Taiwan. As the stakes get higher, so to speak , my supervisor, Mr. Cheng, will join us at the bargaining table.

　And now, I'm sure you must have questions.



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中文翻译
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↑

　　两位午安，很高兴终于与您们会面了。我是Action电器的Jennifer Wong，我希望两位一路旅程还算顺利，请坐。

　　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，那真是一个非常好的开始，如果和我们合作的经销商，能像贵公司这样的信誉良好。

　　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。当所谓的利害关系升高时，我的上司郑先生，会加入这项合作的商谈。

　　现在，您们有任何问题，请直接提出来。



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短语解说
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get one's foot in the door 开始涉足于

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’。
It takes years of hard work to even get your foot in the door in the world of broadcast journalism.
要涉足新闻广播界，需要用功努力多年才行。


head start 抢得先机

这个名词词组原指在比赛中抢先，故引申为因起步早而造成有利之先机。
With a head start in business, you can make it all the way to the top.
做生意时抢得先机，你才能顺利一路到达巅峰。


so to speak 可说是

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。
Our editor in chief is, so to speak, a king in the office.
我们的总编辑在办公室里，可说是，像个国王。


at the bargaining table 谈判桌上

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。
We decided to step up to the bargaining table and share our views with the other company.
我们决定参加谈判，与对方公司商讨我们的看法。。



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句型总结
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●　 礼貌性招呼
1. It's a pleasure to finally meet you.
2. It's great to finally get a chance to know you.
3. At last, I've been looking forward to meeting you.

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。


●　 表达目的
1. What we need to get our foot in the door is a well-known distributor.
2. Our main goal is to open doors for our products in the West with a respected distributor.
3. My company's top priority is to introduce our products to new markets in the West, and that requires a well-known distributor.

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。


●　 自己的角色
1. I'll be responsible for the first round of negotiations here in Taipei.
2. My main role here is to get the negotiation process started.
3. I'll mainly be in charge of the first round of negotiations.

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"。


●　 请对方发言
1. And now, I'm sure you must have questions.
2. And now, I'd be happy to answer your questions.
3. I'd like to turn the conversation over to you. Do you have any questions?

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。



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结构分析
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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：

1. 欢迎客户
自我介绍，并感谢客户远道来跟你谈生意。

2. 未来计划
简短说明公司对未来合作计划的期许。

3. 谈判角色
叙述你在商谈中将扮演的角色。

4. 邀请发言
最后，给对方发言机会。

swot1984

几天没发帖了
原来是文章里有个“欧洲（贡产）政权崩溃”的词语导致发不出去的

swot1984

介绍公司 Introducing Your Company

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、主要的产品与营业项目等。


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英文正文
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　In answer to your questions, Action Appliances has been manufacturing top quality appliances for 15 years now. We began selling rice cookers from one small shop in Taipei. At that time, we were strictly a mom-and-pop operation.

　To keep up with overwhelming customer response, the company expanded rapidly. We improved our R&D 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.

　Taiwan is still our main market. As a matter of fact, you'll find at least one Action appliance in one out of three households in Taipei alone.

　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.



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中文翻译
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　　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。

　　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而设计。

　　台湾仍是我们的主要市场。而事实上，你会发现至少有一项Action的产品会出现在台北地区中每三户人家中的其中一户。

　　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。



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短语解说
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mom-and-pop 家庭式的，小型的

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。
When I was a kid, my neighborhood streets were lined with mom-and-pop stores.
我小的时候，邻近的街道都是家庭经营的小店。


keep up with 配合，保持

这个词组是指与别人的速度或层次能相配合、能赶得上。
We must keep up with demand if we're going to remain a profitable company.
如果我们公司仍想赚钱，就得配合市场需求。


R&D 研究发展（部门）

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。
We need to increase funding to our R&D department if we are going to compete with other innovative companies.
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。


gear toward 专门朝向某事发展

"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。
Our textbooks are geared toward the business students.
我们的教科书是专为商科学生设计的。


home base 主要市场、总部

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’。"base",基地。
I'll report back to home base after I complete the meeting with the European buyers.
等我跟欧洲买主商谈之后，我会向总公司报告结果。



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句型总结
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●　开场白
1. In answer to your questions, Action Appliances has been manufacturing top quality appliances for 15 years now.
2. Regarding your questions, Action Appliances has been in business for 15 years.
3. In response to your questions, Action has been producing top quality products for 15 years now.

一开始就直接回答问题，不仅使晤谈进行顺利，并表示你对客户的问题定不回避。"regarding"及 "in 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。


●　说明成长
1. To keep up with overwhelming customer response, the company expanded rapidly.
2. Customer response was overwhelming, so we were able to expand steadily.
3. We grew quickly and steadily due to a strong customer response.

说明公司刚开始营运时，顾客的热烈反应，以及公司因应的方式。"customer response"，顾客反应。


●　市场占有率
1. As a matter of fact, you'll find at least one Action appliance in one out of three households in Taipei alone.
2. In fact, our appliances are used in one out of three households in Taipei.
3. Actually, you'll find at least one Action appliance in one out of three households in Taipei.

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。


●　公司的目标
1. Recent consumer research efforts prove that over 40% of the appliance market in Canada and the States consists of highly efficient, compact products. 2. Marketing studies show that a market exists in Canada and the States for our compact products.
3. Recent consumer research leads us to believe that a market exists in Canada and the States for our appliances.

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 …"，‘证明出…’。



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结构分析
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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。

1. 回答问题
直接回答问题，简述公司的背景。

2. 发展过程
解释消费者的反应以及公司成长的可能性。

3. 巿场优势
提出自己目前在市场上所占的优势。

4. 未来计划
以未来的展望与将和对方合作的计划做总结。

swot1984

推销产品 Presenting Your Product

  
  
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引出对方最大的兴趣，则得事先花费一番心思了！


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英文正文
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　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.

　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.

　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.

　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.  



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中文翻译
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　　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。

　　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。

　　这项产品设计上的主要特色和卖点，是在它的‘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机会发生；这项特点是其它微波炉所没有的。

　　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。



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短语解说
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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。


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。


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.
这辆车在首度试开之后，让我们非常失望。


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！


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，是经济势力，而绝不是军事强权。  



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句型总结
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●　 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。


●　 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…"。


●　 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。


●　 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。



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结构分析
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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。

1. 邀看产品
以礼貌的语气邀请对方参观产品展示室。

2. 其优缺点
提出产品的优缺点，可同时说明改良的经过。

3. 强调特性
强调产品最主要的特性，以及该特性带给使用者的好处。

4. 产品潜力
以婉转而具说服力的语句重申该项产品将带来的利益。