商务英语口译

Unit 9

Text A

Ever since its establishment in 1984, rainbow has develop from a single store into the leading chain enterprise in shenzhen’s retailing industry. Now rainbow is in the top 100 of retailing giants in China. In its 20 years of development, rainbow has won the trust from the government, business partners,suppliers and customers, by maintaining its corporate philosophy of “Authenticity,integrity, Enthusiasm and Credibility ’’. It has attained the support from the society and achieved excellent economic effects and social effects.

Thought its scientific management technique and professional operative style ,Rainbow made a great-leap-forward development and achieved a splendid result .The annual sales steadily grew from RMB 323 million Yuan to RMB 2.82 billion Yuan .Rainbow has expended its business to new areas ;Nanchang, Xiamen, Dongguan and Huizhou. By now, the total of rainbow chain sore is seventeen.

Rainbow formulated its management guideline of “Quality First, Customer Uppermost”. It has been providing various kinds of high quality commodities with reasonable price, and convenient services. Moreover it abides by the enterprise philosophy that “Authenticity, Integrity, Enthusiasm and Credibility”are the most important values. Rainbow strictly implements quality policies. Theirs policies guarantee that commodities are at genuinely fair prices in abundant variety and the shopping environment is clean, brightly illuminated, safe and comfortable. Moreover the policies ensure warm and sincere service at the customers’ convenience. We have always been providing satisfactory commodities and services to our customers. Text B

A 杰克。萨里文在找到他梦想的工作后感到特别快乐。职位、薪金和津贴正是他所盼望的。但在最初的兴高采烈过后，他发现去上班成为每日重复的一项日常工作。虽然他并不能确切说出究竟是哪里出了问题，但是有一件事是肯定的：他在新工作中并不开心。

B what weng wrong?

A 杰克没有适应公司的企业文化，这一点也不奇怪。因为一个公司的文化也就是通常把员工团结起来的信仰、态度和行为一般都没有明确的宣布或写出来。

B Does all the company have a stated set of cultural values?

A 先进的公司都认识到企业文化的影响力并且也考虑过他们想要在企业中推广的价值观。吐过这个公司没有写下来的文化价值观，可要求看使命声明，这些声明也提供一些对该公司的文化的深入了解。

B what does it take for someone to be successful here?

A 首先他们必须了解面试者正在寻找怎样的个性特征？爱冒风险？有企业家精神？有团队精神？然后留心在这个公司受到鼓励和奖赏的性格，并想一想该公司的企业文化。在面试前及早地问这个问题还可以把这些受欢迎的特征融入你的面

试回答中。

B What kinds of employmee achievements are recognized by the company?

A 同样，对于这个问题的回答也将反映企业的价值和奖励。

B How do you understand the environment?

A 仔细听面试官用的形容词，他或她是从哪一个方面谈论工作的，如：同志间的友谊、职业的发展机会或免费早餐厅等。

B How often are company meetings held ?

A 这个问题提的好。是否每周都开例行会议？或是每月？每年？都有谁参加？它怎样说明了公司管理层对于保证其他员工一直了解公司状况这一条的重视程度？这对于一个公司的企业文化是很重要的。

B How about the physical layout?

A 有没有特别的、被当做“团队”专用的房间以供集体合作或头脑风暴之用的呢？这种布局是促进还是妨碍了部门之间的合作呢？不同的办公室布局会营造不同的企业文化。

B How about the overall impression of the place?

A 从着装要求到门牌号码你能想象自己在哪里工作吗？你对于自己成为这个公司一员的内心真实感受是怎样的？虽然你在一个你不能适应的企业文化中熬过短期疼痛，但为什么要忍受这种不协调而不另谋高就呢？对于许多人来说，工作只不过是为了工资，它是一个他们结交朋友或遇见配偶的场所，也是他们度过大多数醒着的时间和认识、实现自我的地方。所以你必须确认，公司不仅是一个你能工作的地方，同时也是一个适合你工作的地方。

Text C

康佳有着“广东企业文化摇篮”的美誉，优秀的企业文化是康佳取得快速发展的一个重要的原因。“团结创新力求完美”的康佳精神和“创新生活每一天”的经营理念是康佳企业文化的核心。他强调企业不仅要提供高品质的产品，同时也要服务社区、追求企业和员工的公民共同成长。这样就产生了企业的凝聚力和吸引力，并最终促进了企业的发展。

康佳文化的成熟和独特之处还表现在他战略性的策划和实施了企业形象识别系统，简称CIS理论。当90年代初CIS理论从国外传入时，明锐的康佳人就意识到，随着中国的产业升级和转型，企业的产销也相应的会从“生产导向”过度到“行销导向”再最终转为“形象导向”。换言之，现代企业要在激烈的市场竞争中利于不败之地，除了加强“生产”和“营销”，必须进一步强化企业的“形象塑造“。经过一番认真的思考、研讨、调整后，康佳提出了“为顾客与员工创造健康、快乐的生活，不断奉献优秀的产品和服务“的企业理念，即“康佳人生，佳品纷呈”。

康佳的企业文化是康佳人无尽的追求。通过企业文化的熏陶而产生的团结和凝聚力将成为一股推动企业发展的力量。

Unit 10

Text A

女士们，先生们：

本次“生活之友”栏目向您介绍一些中国传统布料。

中国丝绸闻名于世，它的纺织历史已有两千多年。1972年，湖南长沙发掘出一批文物。这批出土文物中有一大批汉代丝织物，其中有一件素纱丝绸单衣，保存完好无损。令人难以置信的是，它薄如蝉翼，轻若烟云，仅重49克，真是一件稀世之宝。

丝绸不仅丰富了当时人们的生活，也开通了中国与欧洲以及西亚国家之间著名的“丝绸之路”。几千年过去了，丝绸在当今的市场上仍很流行。你几乎可以买到丝绸做的任何东西：帽子、领带、钱包、男女衬衫、旗袍、连衣裙等等。各式各样丝织品的颜色、款式和质地足以满足所有人的爱好和需要。

现在请看土布。土布是我国的特产，是完全的手工织品，虽然粗糙，但却柔软并具有良好的透气性，穿着舒适。此外，土布通常采用传统的方式纺织。在我国，青年妇女喜欢用这种材料做衬衫和罩衫，外国友人也喜欢用土布做装饰材料。穿土布做的裙子，你会显得典雅、自然和大方。此外，这种织品比毛料或合成纤维织物便宜。

现在请欣赏用丝绸和土布做的各式服装。谢谢。

Text B

Tallya：Carla, do you have a marketing plan for our new ice-cream sandwich? Carla:是的，我有。经过SWOT分析，我认为我们的经营状况很好。我们的主要优势之一是我们产品的质量，并且创新口味的产品在市场上有很大商机。因为我们公司已有一个好的形象，我并不认为有很多不利因素。其他公司没有一家有5种口味的冰激凌三明治，所以对我们来说谈不上什么威胁。

Tanya：I assume we don't need to worry about creating a need, with summer almost here.

Carla:对。至于说营销组合，我们要用金箔纸来包装它，上面的字母为深褐色，用来仿照巧克力，并且定价比我们的巧克力脆皮冰激凌贵20％。下个月将要在全国有选择地投放市场。主要通过广告促销，当然是运用“拉”式战略。我们还没有最终决定我们的广告，因此我还得要通知你。我们下周初能再碰一下面吗?

Tanya：Sure can. Let me check... How about Tuesday morning at 10:30?

Carla:呃，我看看……我没问题。

Tanya：Well done, Carla. See you next week.

Text C

Ladies and Gentlemen,

I want to inform you of the progress of our plan to internationalize our market．Our conclusion is that we should market our products in me overseas market．The conclusion has been reached on the basis Of me following Observations．

Firstly，our investigation reveals mat t11ere has not been much competition so far in

the North American market in regard to this type of product．So mere is still enough room for us to get in．

Secondly，our investigation also indicates that the majority of American customers wish to buy these types of low—priced products，w11ich are not yet available in the United States．

Thirdly, we have concluded that we have accumulated sufficient financial base to venture into the overseas market. Thus, we have reached a conclusion that we ought to start marketing our products first to the United States, then to other parts of the world.

Now I'd like to run through our targets for the coming year, market by market, starting with the domestic market. In this market next year we expect a three percent increase in total sales, giving us about twenty percent of the market as opposed to a projected seven percent in North America. The Middle East continues to be our most profitable area of operations and for next year we predict a pre-tax profit of two billion dollars; I think you agree a most encouraging situation. The situation in Southeast Asia is also improving and we are aiming for sales totaling sixteen million dollars there next year. In Latin America the position continues to be difficult due to currency problems and inflation, but we nevertheless expect to establish a twelve percent lead over our competitors.

Unit 11

Text A

对人们来说协商可以是有帮助的也可以是惨败的。达成共识的过程可能会产生一种想得到互相都满意的结果的心理。对一个可行的关系，信任，理解，尊敬和友谊是构建因素，他们可以让每个协商更加顺利和有效。关于人们想要随自己感觉良好的渴望，他们关心的是别人怎么看待他们，这样会使他们更加敏感地看待另一协调防的兴趣。

Text B

Kim: Welcome to our company. My name is Jeff Kim. I’m in charge of the export department. Let me give you my business card.

Smith:这是我的名片。

Kim: How was your flight.

Smith:还行，不过我有点累。

Kim:Here’s your schedule. After this meeting, we will visit the factory and have another meeting with the production manager. And you’ll be having dinner with our directo r.

Smith: 你能安排我跟你们老板开个会吗？

Kim: Of course, I’ve arranged it at 10 o’clock tomorrow mornin g.

Smith: 那我们开始谈正事吧。

Kim: Sure, did you receive the sample we sent last week?

Smith:收到了，我们已进行了评估。如果价格合适，我们现在就想订货。

Kim: I’m very glad to hear that.

Smith: 这种货你们最低价是多少？

Kim: The unit price is $12.50.

Smith:我觉得这个价贵了点，你能不能减一点？

Kim: I’m afraid we can’t. $12.50 is our rock bottom price. If you purchase more than 10,000 un its we can reduce it to $12.00.

Smith:行，我接受这个价格，第一批订10,000件。

Kim:Very good. It’s been a pleasure to do business with you, Mr. Smith.

Smith:是我们的荣幸才对。你们能在3月31号前发货吗？

Kim: Of course.

Text C

T om: 我感到很高兴能有机会拜访贵公司。希望能同你们做成几笔大生意。

Chen: It's great pleasure. Mr. Tom, to have the opportunity of meeting you. I believe you have seen the exhibits in the show room. May I know what particular items you are interested in? Tom: 我对你们的小五金有兴趣。看了展品和商品目录，我看有些东西在荷兰很好销。这是购货单，希望你们报成本加运费保险费到悉尼的最低价。

Chen: Thank you for your inquiry. Would you tell us the quantity you require so as to enable us to work out the offers?

Tom:好的。同时，你可以给我一个估计价格吗？

Chen: Here are our FOB price lists. All the prices in the lists are subject to our confirmation. Tom: 那佣金呢？从欧洲进口，我一般得到3%-5%的佣金。这是惯例。

Chen: As a rule we do not allow any commission. But if the order is large enough, we'll consider it.

Tom: 哦，我是靠佣金做生意的。在你们价格中收点佣金，有助于我的推销，哪怕2%或是3%也行。

Chen: We'll discuss this when you place your order with us.

Unit 12

Text A

女士们，先生们，亲爱的朋友们，

我们今夜聚集在美丽的城市深圳，召开这个国际性的会议。我谨代表主办单位和我们公司，并以我个人的名义，首先向大家表示热烈的欢迎。这次会议的主题是“新世纪、新经济：在经济全球化的世界中发展”这对我们大家都具有重大意义。

人类进入了一个新的世纪。这不仅仅是简单的年代更迭，它标志着国际社会的经济发展和社会进步的新纪元。这个新纪元的独特之处反映在它朝着多极化的世界和经济全球化的日益迈进上，尤其反映在科学技术的迅猛发展上。

为把我国建设成为现代化的国家，我们要广泛地学习、借鉴国外先进技术和科学管理方

法。召开这样的国际会议，积极引进外国智力资源，聘请外国专家来华工作，已经成为我国对外开放的重要组成部分。

我衷心希望各位外国专家、海外华人专家和国际友人一如既往地支持和帮助中国的建设事业，同时也欢迎有更多的外国专家、海外华人专家和国际友人参加到我们的经济和社会建设中来。我祝愿所有获得友谊奖章的专家及其家属在深圳过得愉快。谢谢大家!

Text B

Text C

Why did China choose Shanghai as the site for the APEC meeting? Here is the reason: Shanghai benefits most from the reform and opening-up policy, and its tremendous changes are self-evident, making it a shining example of reform and opening-up in China. The aim of APEC is to establish an open economic system promoting free trade, and Shanghai seems the best place to act on this principle.

Shanghai has won high acclaim both at home and abroad for its successful hosting of APEC 2001. Meanwhile, the event has brought great benefits to the city. Experts predict that many sectors in Shanghai will develop rapidly, due to the multiple effects produced by APEC activities. Shanghai introduced market approaches in hosting the 2001 APEC meetings. This has blazed a trail for the future hosting of large-scale international meetings.

As an international economic, financial and trade center, Shanghai has given much support to the pollution-free, highly efficient convention/exhibition sector since the early 1990s. Shanghai now regularly hosts around 40 world-renowned professional and international exhibitions a year, featuring automobiles, electrical appliances, medical apparatus and food.

In addition, Shanghai has successfully hosted more than 700 important international meetings, earning it a worldwide fame in this regard. In 1999, more than 150 meetings were held in Shanghai. As a result, Shanghai's convention/exhibition sector has developed rapidly, with its economic benefits growing 20 percent annually.

Unit 13

Text A

The China International Fair for Investment and Trade is the only investment promotion activity in China that aims at absorbing direct foreign investment. It is also the largest economic and trade activity in China engaged mainly in transactions of products made by foreign-funded enterprises. The fair has attracted numerous domestic and overseas political VIPs, entrepreneurs and distributors, as well as delegations from member provinces, municipalities, and

autonomous regions. Participants come to display their products, and to seek economic cooperation and business partners.

The principle of the 2005 fair is to stress China’s favorable investment environment and its industrial development policy, and opening a window to foreign investment on the Chinese market, thus making Chinese enterprises more active players in the world. Directed by this principle, the fair will emphasize tremendous business opportunities China offers foreign investors. It is believed that this dynamic approach will achieve the ultimate goal of attracting still more foreign investment to China.

China has absorbed hefty amount of capital from those countries in Southeast Asia and got access to Western countries’ advanced tec hnology, market economy system and management experience. On the other hand, its long time political stability and its compelling economic progress, its vast land and rich resources, its gigantic consuming market and its cheap labor cost, its satisfactory human resources pool and especially its encouraging policy towards foreign investment greatly attracts entrepreneurs all over the world to play roles in the country’s economic development.

Text B

R: 王教授，您好。我们都知道，自20世纪70年代末中国实行改革开放的政策以来，中国的经济一直持续快速发展。一些知名的经济学家声称成功地利用外资是中国经济发展的另一个因素。你对这种说法有何评论？

W：Well, personally, I agree with what they have said. As a matter of fact, foreign investment or foreign capitals have virtually played a very important role in boosting our economy.

R:所以，我想知道中国在过去的２０年里是如何吸引外资的？

Ｗ：OK. China absorbs foreign capital through foreign loans, direct foreign investment and other investment by foreign business people, for instance, international leasing, compensation trade, processing and assembling trade, etc.

R: 到目前为止，都多少国家和地区在中国投资？外资来源国的数量是。

W：More than 170countries and regions have invested here.

R:我记得中国第一个中外合资企业成立于1980年，它表明了中国开始有目的地利用外资。

W: Yes, this was a great event at that time. It also indicated that China has taken the utilization of foreign capital as an important aspect of basic state policy, and great efforts have been made to promote it.

R:这些中外合资企业都涉足于那些领域？

W: At the beginning, Sino-foreign joint ventures first entered the processing industry, and later expanded towards the basic industries and export-oriented enterprises, manufacturing, commerce, finance, information, consultation, real estate, and other fields.

R:我们注意到大多数的中外合资企业都位于沿海地区，为什么会是这样呢？

W：Because the area opened earlier than most of the inland cities. Moreover, the local governments have paid more attention to the infrastructure construction at the same time.

R：但是在近几年，中国的投资总的来说有了很大的提升。

R: So, as a result, some of Sino-foreign ventures have gradually settled down in the inland cities. Some international consortiums and transnational companies have come to China one after another. Of the 500 top transnational companies in the world, nearly 400 have invested in China, according to one recent CCTV report.

R:王教授，我们能不能得出这样的结论，外国投资已经成为中国经济建设的重要资金来源之一。

W: Yes. Here I’ve got so me figures for you. In 2000 direct foreign investments in real terms totaled 48 billion US dollars and projects with direct foreign investment numbered 17,000. Between 1979 and 2000, in terms of foreign capital utilized by China, the accumulative total of direct foreign investment came to 310 billion US dollars.

R: 外国独资企业的情况如何？

W: By the end of 2000, China had approved the founding of 350,000 foreign-funded enterprises, among them, over 100,000 have gone into operation. Most of them have made satisfactory profits.

R：据说，中国已经取代了美国的外置而成为了世界上头号的外国投资目的地国。是真的吗？

W: After China’s entry into WTO, foreign capital is very much likely to flow in the country in even larger quantities, this is an irreversible trend, I’m sure.

R: 王教授，谢谢您就这个话题给我们提供了很多信息。

W: You’re welcom e. Bye-bye!

Text C

自从上海成功主办了“1999年全球财富论坛”，流入的外资和在上海建立总部的跨国公司的数量迅速增加。世界前500强大型联合企业中有二十多家承诺在上海建立他们的亚洲总部。

作为中国最有竞争力的城市，有着经济发展的最佳环境，上海必定是跨国公司进入中国市场的首选。全球商界巨子不仅亲眼看到了一个繁荣的上海，也看到了外国企业在中国赚取的可观利润。因此，很多跨国公司计划在上海建立或扩大他们的研究和开发基地。

越来越多的外国公司在上海—这个高效率的中国经济的动力源泉—成立了他们的办事处。去年，1，360家外国公司在上海成立了办事处，契约投资额为27.2亿美元。在今后的头八个月里，日本、美国和其它一些发达国家增加了在上海的投资额。日本的投资额涨幅最大，其契约投资额为12.3亿美元，增长了1.88倍。

去年，俄罗斯外贸银行行长和首席执行官与中国工商银行行长曾就两行之间的综合合作事宜签订了一项协议。日本的一些主要银行在上海均有不错的业绩，这些都表明上海有着金融投资的良好环境。

Unit 14

Unit 15

Text A

今天深圳高科技交易会的开幕，标志着深圳高科技逐渐成熟起来。它向我们清晰全面的展示了深圳市，乃至全国高科技的发展和进步。

除了它的教育意义以外，本次博览会还可以为不远万里的朋友和本地的朋友，为厂家和顾客之间搭起一个交流的平台。这个平台同时为双方提供了一个机会来清楚地认识自己的角色和兴趣，以及双方的互相依存。这次交易会同时给了我们一个海外的朋友见面交流，向他们展示中国的科技发展水平，以及介绍我们碰到各类问题。

我希望参加本次交易会的朋友们能仔细研究展出的科技产品。如果他们这么做，他们一定会带着骄傲之情离开本次交易会，会对本次交易会的组织者感到骄傲，会更清楚的认识到自己在中国科技领域将扮演的角色，同时也会坚信只有各方面的精诚合作才能共创美好未来。

Text B

A: 第20届中国塑胶展销会将在2006年4月在上海新国际展览中心开幕。你能简单介绍一下今年中国塑胶展销会的一些基本情况吗？

B：Sure. It’s Asia’s largest international exhibition for the plastic & rubber industries. Total exhibition area reaches over 90,000 sqm, enjoying a growth of 13,000 sqm. Eight theme zones are set up.

A: 真不错，那有多少参展者会来展销会呢？

B：Over 52,000 visitors come form over 79 countries and regions.

A: 太好了。你能给我们介绍一下展位分配的情况吗？

B：The exhibition area will be divided according to topics. The allocation of space will be assigned according to signed application forms accompanied by payment.

A: 那展台的安排是否有先后顺序？

B：Starting from August 2005, applications received will be handle on a

first-come, first-served, space-available basis.

A: 能介绍一下展位的情况吗？

B：We offer two configurations. Based on your needs, choose the surface area best for you. For any specific request, please do not hesitate to contact us.

A: 交通，海关清关和仓储对参展商都很重要。你们会给他们特别的协助吗？

B：These services can be booked in advance: transport to and from the exhibition complex, freight forwarding, Customs clearance and storage.

Text C

The World Exposition is not the same as a trade fair, in which mainly governments and international organizations participate. The World Exposition, on the other hand, displays the achievements and prospects in the economic, cultural and technological sectors, and is an event where people from all over the world come together to exchange experience and ideas, and learn from one another. Long known as the "economic, technological and cultural Olympic Games", the World Exposition is held every five years, and has been held in developed countries since it first took place in London in 1851.

If Shanghai wins the bid for the 2010 World Exposition, China will be-the first developing country to host this major event. Hosting the exposition will have a positive impact on China, as China will not only learn from the experiences of other countries to further its reform and opening-up endeavor, but will also enhance its friendly relations with other countries. Besides, its role as hosting country will no doubt accelerate the development of world expositions elsewhere, which can promote worldwide economic, cultural and technological development.

Unit 16

Text A

East Asiatic Company is better known in China as BaoLung YangHuang—BaoLung for short. BaoLung has been in China since 1990 and we are proud of our 90 years history of cooperation with China.

With our history in China as well as our knowledge of the market and the mentality of our Chinese business partners, we had the basis for a good start. We strongly believe that a sound of business partnership is the foundation for a successful joint venture and we therefore attach great importance to the development of a good personal relationship and understanding with our Chinese partners. It is this context important for us to commuunicate to our Chinese counterparts our sincerity and seriousness towards the success of our joint venture.

If a joint venture is successful, both partners will benefit; whereas partners will suffer if a joint venture is running into operational problems. In short, we make a point of carefully explaining to our partners that BaoLung is in the partnership for “mutual benefit”.

And you can imagine that we do expect an identical attitude from our Chinese friends. That is why we are extremely careful in selecting in our Chinese business partners and I simply must take this opportunity to mention that we are enjoying our relationship in all our 5 projects with Chinese partners.

When we get into a joint venture we are fully committed to the success of the project and commitment is to us the key word. We expect that our Chinese partners bring along commitment into the joint venture.

Text B

Z: I call you in because I’ve been hearing about too many customer complaints recently, even from some of our most loyal customers. What do you know about this, Howard?

H:我们从一个新厂商那儿进的一些货的确有一些问题。我们已经根据公司政策进行了合理的退换。从我们职员那里得来的反馈也表明顾客认为我们队商品质量把关不严。

Z: From the customers’point of view, they’re right! It’s not our fault,of course,but what are we doing about it? Has there been any follow-up on this issue?

H: 我们已经联系采购部，他们也正在和供应商讨论相关事宜。

Z: That’s not good enough! If we’ve had that many complaints, let’s get the products taken off the shelves until the manufacturer cleans up their act.

H: 好的。我会和采购部经理商讨此事。这应该没有问题，不过要把空下来的货架装上货还得花一两天。

Z：That’s okay. The long-term success of their business depends heavily on building up a steady and reliable customer base, and the best way to do so is to treat the customers properly!

H: 我们会不惜运用一切手段留住我们的客户。

Z: Let’s be pro-active with the customers who bought those products. Send them a discount coupon for their next store purchase. And let’s touch bases with our other recent customers to make sure that they’re satisfied with our customer policies.

H: 我马上去办。

Z：OK. Thanks! Howard.

Text C

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P23页 1. I said this morning that today would be an opportunity for our nations, both individually and collectively, to make concrete commitments and take tangible steps to secure nuclear materials so they never fall into the hands of terrorists who would surely use them. 2. This evening, I can report that we have seized this opportunity, and because of the steps we’ve taken--as individual nations and as an international community--the American people will be safer and the world will be more secure. 3. I want to thank all who participated in this historic summit -- 49 leaders from every region of the world. Today’s progress was possible because these leaders came not simply to talk, but to take action; not simply to make vague pledges of future action, but to commit to meaningful steps that they are prepared to implement right now. 4. I also want to thank my colleagues for the candor and cooperative spirit that they brought to the discussions. This was not a day of long speeches or lectures on what other nations must do. We listened to each other, with mutual respect. We recognized that while different countries face different challenges, we have a mutual interest in securing these dangerous materials. P52页 1. In the 21st century your generation must also lead the challenge of an international financial system that has no respect for national borders. When stock markets fall in Hong Kong or Jakarta, the effects are no longer local; they are global. The vibrant growth of your own economy is tied closely, therefore, to the restoration of stability and growth in the Asia Pacific region. 2. China has steadfastly shouldered its responsibilities to the region and the world in this latest financial crisis -- helping to prevent another cycle of dangerous devaluations. We must continue to work together to counter this threat to the global financial system and to the growth and prosperity which should be embracing all of this region. 3. In each of these vital areas that I have mentioned, we can clearly accomplish so much more by walking together rather than standing apart. That is why we should work to see that the productive relationship we now enjoy blossoms into a fuller partnership in the new century. 4. If that is to happen, it is very important that we understand each other better, that we understand both our common interest and our shared aspirations and our honest differences. I believe the kind of open, direct exchange can both clarify and narrow our differences, and, more important, by allowing people to understand and debate and discuss these things can give a greater sense of confidence to our people that we can make a better future. P69页 1.赠送礼物是现代商务活动的重要内容之一，是为了建立友好关系、增进友谊，也能用于广告和促销。礼品的选择是非常重要，因为它传递着文化、经济、

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Unit1 Phrase Interpreting A 1. to recover from the jet lag 2. thoughtful arrangement 3. hospitality 4. souvenir 5. accommodations 6. to claim baggage 7. to proceed through the Customs 8. itinerary 9. farewell speech 10. to adjust to the time difference 1．倒时差2．周到的安排3．热情好客4．纪念品5．食宿 6．提取行李7．进行海关检查8．活动安排9．告别词10．适应时差 B 1．为……设宴洗尘2．向……告别3．不远万里来到…4．很荣幸…… 5．久仰大名6．欢迎词7．赞美8．回顾过去9．展望未来 10．美好回忆 1. to hold a banquet in honor of... 2. to bid farewell to... 3. to come all the way to... 4. to be/feel honored... 5. I have long been looking forward to meeting you. 6. a welcoming address 7. to pay tribute to 8. to look back 9. to look ahead 10. happy memory Distinguished Guests, Ladies and Gentlemen, Thank you very much for your gracious welcoming speech. China is one of the earliest cradles of civilization and the visit to this ancient nation has long been my dream. This visit will give me an excellent opportunity to meet old friends and establish new contacts. I wish to say again that I am so delighted and privileged to visit your great country and this lovely town. I am deeply grateful for everything you have done for me since my arrival in China. As an American manager of a Sino-American joint venture for two years, I have to say that there are differences in business management practice between Chinese and Americans. We are more direct and straightforward than most Chinese colleagues due to our different cultural traditions. I can't say our way of doing business is absolutely superior. After all, there are strong points and weak points in both types of management. In recent years, more and more American business executives have recognized the strong points of the more humane way of Chinese management. It is a great pleasure that I can exchange views and information with you, and reach common ground here. And I wish to share with you my thoughts on this topic in the days to come. Thank you! 尊敬的各位来宾，女士们，先生们： 非常感谢你们热情友好的欢迎词。中国是最古老的文明发源地之一，访问这个文明古国是我多年梦寐以求的愿望。这次访问使我有机会重见老朋友，结交新朋友。我为自己能访问贵国和这座美丽的城市，再次表达我的愉快之情和荣幸之感。我对你们为我到达贵国后所做的安排深表谢意。 作为在一家中美合资企业工作了两年的美国经理，我认为中国人和美国人在经营管理中存在着差异。基于不同的文化传统，我们的美国同事比大部分中国同行来得直率。我无法断言我们美国的经营方式一定在中国之上。毕竟各有各的优点和弊病。近年来，越来越多的美国管理人员已经认识到中国人那种更具人情味的管理方式的长处。 很高兴我们能交换意见和信息，并达成共识。我希望在今后的日子里，我能有机会就

商务英语口译 Unit 1 Passage 3

Passage 3 Yesterday we went through the main ponts of the proposal joint venture. Now you have seen the factory. Shall we discuss technology transfer briefly? Ah, I'm just coming to that. If you want the products to compete successfully on the international market, you'll have to acquire advanced technology. Certainly, the technology to be imported should be advanced and appropriate to China's needs. Excuse me, Mr. Zhao, when you say imported technology, what does the word "technology" refer to? Naturally it doesn't merely refer to industrial property. Know-how is also included. We agree, but the know-how we promise to transfer to the joint venture company is what we are adopting in our production at the moment, and you'll pay for it in the form of royalties apart from a certain initial down payment, right? Yes, and at the same time we also expect that in the duration of the joint venture , you can continue offering us your improved technological expertise. As to the price of technology, the minimum generally accepted is 5% of the sales price of all licensed items made and sold during the term of the agreement, in addition to an initial down payment of USD100,000. I'm afraid both the royalty rate and the initial down payment amount are too high. I'm sure you can understand that the company will have a tough time in the initial stages of cooperation----low yield, possibly unstable quality, high expenses. How could the joint venture bear such a heavy additional load each year? This would certainly break the back of the company. The initial down payment cannot be reduced, but we may consider lowering the royalty rate a bit little. In addition, even the sum of USD100,000 hardly covers all the expenses spent on technological information, drawings , personnel training, etc; not to mention the travelling expenses we'll have to pay for this job of technology transfer. Well, it could work if the first two years of production were exempt from royalty and if the rate came down to 3% of the net sales price. How long will the term of agreement be? Generally not longer than 10 years. We will accept your proposal to begin royalty payments in the third production year to show that we want to cooperate. "To render good for good", as the Chinese saying goes, we agree to the amount of USD100,000 as the initial down payment. That's a sign of our sincere desire to venture jointly. And what do you say to the 3 %

商务英语口译unit2-Passage-1

Passage 1 Respected Leaders, Distinguished Guests, Dear Friends, Ladies and Gentlemen, In this golden autumn season of October, we welcome in Guangzhou the opening of the 100th Session of China Export Commodity Fair, and our guests and friends from all over the world. At the opening and celebration ceremony of the 100th Session of Chinese Export Commodities Fair, the Chinese Premier Wen Jiabao announced, on behalf of the Chinese government, that as of the 101st session, the Chinese Export Commodities Fair (also known as the "Canton Fair") will be renamed as the China Import and Export Fair, marking a new historical starting point for the Canton Fair. For the last 5 decades the Canton Fair took serving China's foreign trade as its responsibility. Today it has become a comprehensive international trade event in China with the longest history, the largest scale, the biggest variety of exhibits, the largest number of buyers and the highest turnover, and enjoys the reputation as "China's NO.1 Fair". The Canton Fair will be given more extensive and profound connections after being renamed as the China Import and Export Fair. The 2006 Central Economic Working Conference definitely set forth the important task of "vigorously expanding import", which clearly demonstrates the decision for a fundamental transformation in the implementation of the Chinese foreign trade strategy. Just like 50 years ago when China took a robust step forward to inaugurate the fair, Canton fair will assume new tasks and set sail for an even more brilliant destination. Looking into the future, the Canton Fair, standing on a higher position with a wider horizon and a newer vision, will better serve the reform, opening up and the economic construction, and make further contributions to the overall goal of building a harmonious socialist society. In the new historical scenario, as the organizer of the Canton Fair, we at the China Foreign Trade center will continues to follow the philosophy of "Specialization, Market Orientation, Legalization, Industrialization and Internationalization" so as to effectively organize the fair, to endeavor to explore the organizing methods, mode of holding exhibitions and service system to gear ourselves to the new tasks and the higher demands , ans to bring the Fair's experience in conformity with the international practice; we will effectively change our notion, make endeavors to enhance our service awareness, place excellent service as the foundation of our greater success so as to keep the Canton Fair in a new historical period in line with the new situations and the higher demands as the world first-class trade fair. In all sincerity and cordiality, the Canton Fair looks forward to your participation. May the 100th Session of the Chinese Export Commodities Fair be crowned with a complete success!