商务英语口译Unit1 Passage 2

Passage 2

Mr. Liu, shall we discuss the packaging now?

Sure. Since this is the first time you purchase from us, I'd like to listen to your opinion about packaging for the products.

Your products should be competitive not just in price and quality, but in packaging as well. I like the packaging which is novel and attractive. Could you tell me your usual way of packaging your garments when you export them?

Actually we keep making improvements in our method of packaging in order to meet the needs of keen competition in the world market. Our packaging now is wrapping each garment in a transparent plastic bag first and then packing it in a small box which is exquisitely designed. The design of packaging has our own style. Our clients from other countries respond that the packaging is very competitive in their markets. As to the blouses you would like to order, we use a polythene wrapper for each article, all ready for window display.

That's good. A wrapping that catches the eye will certainly help push the sales. To get an edge over our competitors, we have to make sure the merchandise is not only of good value but also looks attractive.

You have got a point here. We will see to it that the blouses appeal to the eye as well as to the purse.

I'm glad to hear that. Can I have a look at a packaging model?

Very sorry,.I don't have a model at hand. But you may look at the pictures of some packaging models in this catalogue.

Not bad. They are really beautifully designed. But perhaps I should say that your packaging lacks a sense of expensiveness. And I think the color of your packaging really should be more eye-catching. My opinion is that the packaging should give the buyer an idea of what is packed inside.

That's really a good idea. I'll pass it onto our designers and ask them to improve it.

Then what about the packing for transport?

For the outer packaging, we usually use corrugated cardboard boxes. They are standard export cartons. We'll pack them 10 dozen to 1 carton, gross weight around 20 kilos a carton.

I'm afraid the cardboard boxes are not strong enough for such a heavy load. Could you use something stronger for the packing, say, wooden cases?

If you prefer wooden cases, we shall do as you request. But a wooden case is much heavier than a carton, and you may be aware that the ocean freight is by weight but not by size. That is to say, using wooden a case will cost you more. As a matter of fact, we have improved our cartons. Our new cartons are strong enough to stand even rough handling in transit. The cartons are comparatively light and therefor easy to handle. They won't be stowed away with the heavy cargo.

Maybe you are right, but the goods are to be transshipped at Chicago or New York. If the boxes are moved about on an open wharf, the dampness or rain may get into them. That would make the blouses spotted or even ruin them.

No need to worry about that. The cartons lined with plastic sheets are water-proof, and as the boxes are made of cardboard, they will be handled with care.

I don't want to take any chance. Besides, cartons are easy to cut open, and this increases the risk of pilferage.

Tampering with cartons is easily detected. I should say that this rather discourages pilferage.

Maybe so, but I'm afraid that in case of damage or pilferage, the insurance company will refuse compensation on the ground of improper packaging, or packaging unsuitable for sea voyage.

But in fact, cartons are quite seaworthy. They are extensively used in our shipments to continental ports. Never are there any complaints from our clients, and such packaging has also been approved by our insurance company for W.P.N and If you could guarantee compensation in case the insurance company refuses to honor a claim for faulty packaging, we would be quite willing to accept cartons.

I'm sorry, but we accept no responsibility for matters that are beyond our functions and powers. We will make sure the packaging is seaworthy, but we can't commit ourselves to being responsible for every kind of mishap.

I can understand your position. Perhaps I'm asking too much.

We will use wooden cases if you insist, but the charge for packaging will be considerably higher, and it also slows down delivery.

Can I get back to you on this later? I'll phone our head office for the final confirmation on the matter.

Please do. I'll be waiting for your reply.

刘先生，我们现在谈谈包装吧？

好的。因为这是您第一次向我方购买产品，我很乐意听一下您对产品包装的意见。

你放产品不仅在价格上、质量上富有竞争力，在包装上也需要有竞争力。我喜欢新颖美观的包装。您能告诉我贵方在出口服装时通常是怎样包装的吗？

为了国际市场竞争，我们一直在不断改进包装方法。我们最近的方法是把每一件服装先装在一个透明塑料袋中，然后装进一个设计精美的纸盒子里，这种纸盒的装潢设计有我们独特的风格。我方其他国家的客户反应这种新包装在市场上竞争力很强。对于您想订购的女衬衫，我们将每一件衣服以聚乙烯纸来包装，这样可以直接用于橱窗展示。

好。精美的包装肯定有助于推销。为了超过竞争对手，我们必须使商品不仅要货真价实，还要能吸引人。

您说的对极了。我们会注意使女衬衫既美观又廉价。

您这样说我非常高兴。能让我看一下包装样品吗？

非常遗憾，我手头没有样品。不过您可以看看这本商品目录中的包装装潢插图。

不错，设计的确很漂亮。但是，或许我该说你们的包装缺少一种高贵感，而且包装的设计颜色应当更吸引眼球。我的意见是包装应当买方清楚里面包的是什么。

好主意，我将转告我们的设计师并让他们改进。

那么运输包装呢？

外包装，我们通常用瓦楞纸板箱，是标准的出口纸板箱。10打装一个纸箱，每箱毛重20千克。

我怕纸箱不够结实。你们能用更结实的外包装，比如木箱？

如果您更喜欢木箱，我们可以照您的要求。但木箱比纸箱重的多，您可能知道。海运以重量而不是以尺寸来计费的。也就是说，用木箱会让您话费跟高。事实上，我们已经改进了纸箱。新的纸箱非常结实，足以承受运输中的野蛮装卸。纸板箱相对来说较轻，容易搬运。不会和其他重货堆置在一起。

也许你是对的。但这些货物要在芝加哥或纽约转船。如果纸板箱在码头上搬来搬去，湿气或雨水有可能进入箱内。那会使女衬衫出现斑点或受损。

不必为此担心。内衬塑料布的纸板箱是防水的，而且因为纸箱板是由纸板做成的，人们搬运的时候会小心的。

我可不希望冒险。另外，纸箱很容易打开，这会增加被盗的危险。

如果有人想动纸板箱是很容易被发现的，应该说这倒反而减少了偷窃的可能性。

可能是吧。不过我担心一旦发生受损或盗窃，保险公司会以包装不当或不适合海运为由而拒绝赔偿。

但是，纸板箱是完全适合海运的。我们的货物运到各大港口时都广泛地使用纸板箱。我们的客户从未提出过抱怨，而且我保险公司承包水渍险和偷窃提货不着险时，也同意使用这种包装。

如果保险公司因包装不当拒绝理赔而你们又能担保提供赔偿的话，我们愿意接受纸板箱包装。

很抱歉，我们不能承担任何超出我们职权之外的责任。我们可以保证我们的包装是适合海运的，但我们不会为任何意外事故承担责任。

可以理解，也许我要求太多了。

如果你们坚持的话，我们也可以用木箱，但这种包装费用会高得多，而且交货也会慢一点。

等一会再谈这件事情，好吗？我会打电话给总部，以最终确认此事。

好吧，我会等待你们的答复。

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marketing research 市场调查professional petence 专业技能 a sales point 卖点product design 产品设计 potential consumer 潜在顾客business disaster 商业灾难 chapter4 mobility of people 人口流动supplier works 供应商网络standardized items 标准零配件specialist manufacturing technology 特殊制造技术 plementary economies 互补经济体anti-japanese sentiment 反日情绪 foreign affiliates外方合伙人，外国附属公司go public 上市二、汉翻英 chapter1 经济双赢economic win-win关税壁垒tariff barrier 收入不平等 wage inequality劳动生产率labor productivity 解雇工人lay off works 生产要素factor of production 双边协议bilateral deal 回归分析regression analysis 市场准入market access 世界经济复苏world economic recovery chapter2 价格溢价price premium 基线销售base-line sales 减价price reductions广告支出advertising spending 营销组合marketing mix 销量溢价quantity premium

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