2011初级商务英语阅读指导二
买卖过招第一回 Buy and SellDan Smith是一位美国的健身用品经销商，此次是Robert第一回与他交手。就在短短几分钟的交谈中，Robert即感到这位大汉粗犷的外表下，藏有狡黠如脱兔的心思－－他肯定是名沙场老将，自己绝不可掉以轻心。双方第一回过招如下：
英文正文
Dan: I'd like to get the ball rolling by talking about prices.
Robert: Shoot. I'd be happy to answer any questions you may have.
Dan: Your products are very good. But I'm a little worried about the prices you're asking.
Robert: You think we should be asking for more?
Dan: That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.
Robert: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.
Dan: Please, Robert, call me Dan. Well, if we promise future business -- volume sales that will slash your costs for making the Exec-U-Ciser, right?
Robert: Yes, but it's hard to see how you can place such large orders. How could you turn over so many? We'd need a guarantee of future business, not just a promise.
Dan: We said we wanted 1000 pieces over a six month period. What if we place orders for twelve months, with a guarantee?
Robert: If you can guarantee that on paper, I think we can discuss this further.
中文翻译
D: 我想就从价钱方面开始谈吧！
R: 洗耳恭听！我很乐意答复任何问题。
D: 贵公司的产品很出色；但你们开的价码，让我觉得有点困难。
R: 你是觉得我们应该把价钱开高一点啰？
D: 我不是这个意思。我知道你们投入很高的开发费用，但是，我想要七五折。
R: Smith先生，这个折扣似乎多了点。这样的价格，我们公司怎么能有利润可赚！
D: Robert，请叫我Dan好了。这样吧！若我们答应以后继续合作，而且是大笔的生意，就可以使你们大幅降低‘健你乐’的制造成本，对不？
R: 嗯！不过，我看不出您怎能下这么大笔的订单?!贵公司如何销售这么多的货呢？我们要的可是保证，而不是随口答应就算数的哦！
D: 我们本来说半年内订货1000件。如果现在我们保证一年内都会跟你们订货，你意下如何？
R: 如果你们能以书面保证，我想我们可以再谈。
短语解说
get the ball rolling 开始
"get the ball rolling"字面意思是‘让球滚动’。此词组乃源自足球惯例：由一位球员开球，把球传给队友，借此展开一场比赛；因此这个‘让球滚动’的动作，就引申为‘开始某活动’。
We can get the ball rolling on this deal by talking to the company's vice president.
关于这笔生意，我们可以先找这家公司的副总谈。
shoot 有话直说；洗耳恭听
"shoot"，当动词有‘发射’的含意。在本文中为感叹语，作用是鼓励他人踊跃发言，意思是‘有话尽管说，我洗耳恭听’，为美式口语。
If you think you have a better idea than this, shoot.
如果你觉得还有比这更好的意见，尽管直说吧！
make a profit 赚钱；获利
‘赚钱’这个词组的动词为 "make" -- 用法是 "make a profit"。请注意 "profit" 要加冠词 "a" ,或改为复数形 -- "make profits "来使用。
2011初级商务英语阅读指导二
I don't see how his company can make a profit; his marketing costs are much too high.我不认为他的公司有办法赚到钱，他的行销成本太高了。
volume sales 量贩销售、大笔交易
"volume sales" 是指做生意时，购买的数量超过一定限度，就可以获得折扣或其它方面的优惠（因为理论上，大量生产的制造成本比较低。）
We only do business in volume sales, so we can offer lower prices than other companies.
我们只作量贩的生意，所以才有办法把价格压得比别家公司低。
slash (one's) costs 大幅减低成本
"slash" 原指‘砍下’，在此作‘删减’，通常是形容突然大幅度地减低价格或产量等。
We've decided to slash our costs by making the products in Fukien instead of Taiwan.
我们决定从台湾移师到福建来生产，以求大幅减低制造成本。
turn over 做....总额的生意；售磬
"turn over" 字面的意思是‘翻转’。在商业上有特殊的涵义，指在一段期间内，将所进的货品售磬，或是做了总额多少的生意。名词仍为"turnover" 表示‘某期间的销售总额’。
We need to turn over these summer fashions by August.
我们得在八月前卖完这些夏装。
句型总结
● 欢迎发问
1. I'd be happy to answer any questions you may have.
2. I'm ready to answer any questions you may have.
3. I'm very willing to answer any questions you may have.
4. It would be my pleasure to answer any questions you may have.
"I'd be happy to answer..."，这个句型是鼓励对方发问，表示自己十分重视对方的反应，及乐于回答与作解释的诚意；有助于双向的沟通。 "would be happy to..."是‘乐意去…’， "would" 在此不是过去式助动词，而是表达一种客气的语调。"any questions you may have"中的 "may" 表示可能性，即‘有可能’的意思，而且 "may" 在此有缓和语气的作用。
● 解释误会
1. That's not exactly what I had in mind.
2. That's not exactly what I was getting at.
3. That's not exactly what I was alluding to.
4. That's not exactly what I was thinking about.
当对方误解你的想法，你想要予以纠正时，实用的句型可用： "That's not exactly what I had in mind."‘我(心里／刚才所说的)并不是这个意思’。 "have (something) in mind"意思是‘心中想着(某件事)’"not exactly"则为‘不尽然，不完全是’,紧接这句话之后，你应即刻说明自己真正的意思。
● 提出条件
1. If you can ....., I think we can discuss this further.
2. If you can ....., perhaps we can discuss this more.
3. If you can ....., maybe we can talk more about this.
4. If you can ....., we may be able to agree (to/on) what you're proposing.
谈判陷入僵局，你欲提出折衷办法来突破现况时，可使用"If you can..., I think we can discuss this further."这个句型。此条件句，以"if"子句引导特定的条件，而以主要子句"I think..."表达结果；主要用意是告诉对方：‘如果能同意此条件，或许彼此之间还能继续再谈。’主要子句采"I think..."，而非"I promise..."，在于强调‘可能…’，但不愿打包票；这也是一种谈判技巧。
特别提示
A. 利用‘称名’与‘道姓’，暗示彼此间的距离
在正式场合中当双方第一次会面，通常以Mr.或Ms.，即‘某先生、某小姐’称呼对方；但美加人士习惯直呼其名，以示亲近。例如文中，当Robert称对方Mr. Smith，且抱怨其杀价不合理时，Dan Smith马上请Robert叫他Dan就可以了；这就是刻意缩短彼此间的距离，表示"有话好商量"的讯号。
B. 强而不悍，才是真正的强人
谈判时虽要坚持原则，但最好不要给人剽悍的印象，否则就算做成第一笔生意，第二次合作的机会也是渺茫。避免用第二人称"You"来指责对方，如文中Robert并不直说‘你要的折扣太多了！’，而说："I don't know how we can make a profit with those numbers"（这样的价格我们怎么能赚钱?!）；使得措辞较婉转、较无威胁性，对方听进耳里也较不刺耳，微妙地将指责转换为软性的抱怨。
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