2014商务英语复习资料

Parent company：母公司 Subsidiary company：子公司

Foreign-owned company：外商独资公司 Holding company：控股公司 Trade company：贸易公司 Trust company：信托公司

China Ocean Shipping Company：中国远洋运输公司

Nanjing Cereals, Oils and foodstuffs Import & Export Corporation：南京粮油食品进出口公司 China National Offshore oil Corp.：中国海洋石油公司 Beijing Stone Group Co.：北京四通集团公司

Guangzhou Kimberley Mechanical & Electrical Enterprises ltd.：广州金伯利机电有限公司 Capital Investment：资本投资

Portfolio investment：有价证劵投资 Investment portfolio：投资总额

Investment environment：投资环境 Real estate investment：房地产投资

Research and development investment：研发投资 Investment appraisal：投资评估 Global economy 世界经济

The newly emerging economies 新兴经济体 Consumer economy 消费经济 Planned economy 计划经济 Market economy 市场经济 Economic reform 经济改革 Economic take-off 经济起飞 Economic returns 经济效益

Special economic zone 经济特区

Economic and technical development district 经济和技术发展区 Economic prosperity 经济繁荣 Economic recession 经济衰退 Economic sanction 经济制裁 Economic blockade 经济封锁 Economic life-lines 经济生活线 Overheated economy 经济过热 Home economics 家政

Keynesian economics 凯恩斯主义经济学 Machine tool industry 机床制造业 Machine building industry 机器制造业 Raw materials industry 工业原料 Aerospace industry 航空航天业

Textile machinery industry 纺织机械业 Textile industry 纺织业

Advertising industry 广告业 Processing industry 加工业 Intant industry 新兴产业 Service industry 服务业

The tertiary industry 第三产业 The canning industry 罐头工业 The construction industry 建筑业

Nonresidential construction 非住宅建筑 Housing construction 住宅建筑 Construction budget 建筑预算

Construction work in process 建筑工业过程中 Construction contract 施工合同 commercial banks 商业银行 Investment banks 投资银行 Exchange banks 交换银行 Citibank Corp. 花旗银行

Chase Manhattan Bank 大通曼哈顿银行

Hong Kong and Shanghai Banking Corp. 汇丰银行 Bank deposits 银行存款 Bank reserves 银行储备金 Bank loans 银行贷款 Bank charges 银行手续费 Bank draft 汇票 Bank overdraft 透支

The financial position of banks 购物状况 A bank’s balance sheet 银行资产负债表

Non-bank financial companies 非银行金融机构 Banking panics 银行恐慌 Banking reform 银行也改革

Deregulation of the banking industry 取消对银行业管制 Insurance business 保险业务 Insurance coverage 保险覆盖 Insurance clause 保险条款

Insurance portfolio 保险投资组合 Insured value 保险价值 Open policy 开放 Premium rate 溢价率

Insurance claim 保险索赔 Insurance indemnity 保险赔偿

Land transportation insurance 陆上运输保险 Through transport insurance 运输保险 Life insurance 人寿保险 Medical insurance 医疗保险

Insurance underwriter 保险承担人

Insurance broker 保险经纪人 Insurance agent 保险代理

Policy proof of interest 证明保险利益 Reinsurance 再保险

The all American beverage：纯正美国饮料 All-weather operations：全天候的操作 An all-time record：空前的记录

All-China Federation of Trade Union：全中国总工会 The intercountry red tape：国家之间的繁文缛节 Inter-company bond holdings：公司之间互控的债卷 Inter-bank deposits：银行之间的存款

International economic cooperation：国际经济合作 Intra-European service：欧洲内部服务

Intra-governmental service funds：内部的服务基金 Intra-company transaction：公司内部贸易 Multilateral trade：多边贸易

An multi-disciplinary project：多科性贸易： Pan-European strategies：泛欧战略

Pan-American World Airways：泛美航空公司 The Fifth Pan-American Games：第五届泛美运动 An transnational powerhouse：一家强大的公司 Transregional commodity supplies：跨区域的商品供给 A trans-African expedition：一次穿越非洲的冒险

The first transcontinental railway：第一次横跨的铁路 Bill at sight 即期票据 Bill accepted 已承兑汇票 Bill dishonored 被拒付的汇票 Bill for acceptance 承兑汇票 Shipping bill 船货清单 Blank check 空白支票

Rubber check 空头支票（假支票） Check to order 记名支票 Check to bearer 不记名支票 Acceptance contract 承兑合同

Unconditional acceptance 无条件承兑 Dollar acceptance 美元承兑 Provisional invoice 临时 Consignment invoice 寄销 Consignment contract 寄销合同

Invoice approval stamp 核准的书寄 Payment against arrival 货到付款 Payment on credit 记账付款

第二大题 缩写 20’

MNC Multinational Corporation公司 FDI Foreign Direct Investment国外直接投资 TFC Total Fixed Cost固定成本总额 AFC Average Fixed Cost平均固定成本 TVC Total Variable Cost可变成本总额 L/C Letter of credit 信用证

S/C Sales confirmation 销售确认书 B/L Bill of lading 提单 S.S. Steam Ship 轮船 M.V. Motel Vessel 轮船

U.P.S United Parcel Service 联邦快递公司 ROE Return on Equity 股东资产净值盈利 ROI Return on investment 投资报酬率 ROS Return on Sales 销售利润率 EPS Earning per share 每股收益

AVC Average Variable Cost平均可变成本 MR Marginal Revenue边际收入 MC Marginal Cost边际成本

CIF Cost, Insurance and Freight...named port of destination成本加保险费，运费 CIP Carriage, Insurance paid to...named place of destination运费，保险费付至（指定目的地） CFR Cost and Freight...named port of destination成本加运费（…指定目的地） FOB Free on Board...named port of shipment船上交货（…指定转运港） IPI Insurance Proof of Interest保险证明，保险权益 WPA With particular average 水渍险

FPA Free from particular average 平安险 EC European Community欧洲共同体

EEC European Economic Community欧洲经济共同体 EU European Union欧洲联盟

IPD Interest, Profit and dividend利息利润和分红

OPEC Organization of Petroleum Exporting Countries石油输出国组织 WTO World Trade Organization 世界贸易组织

IMF International Monetary Fund 国际货币基金组织 EFTA European Free Trade Association欧洲自由贸易联盟 NAFTA North American Free Trade Area北美自由贸易区

UNCTAD United Nations Conference on Trade and Development联合国贸易与发展会议 GATT General Agreement on Tariffs and Trade关贸总协定

SWIFT Society for Worldwide Interbank Financial Telecommunications环球同业银行金融电讯协会

第三、四大题 长短句翻译 （中翻英 10*2’ 英翻中5*2’）

公司的战略，和计划：

Corporate strategy, policy and planning 种种其他因素：

A variety of other factors 世界贸易和投资的模式：

World trade and investment patterns 除了采掘工业之外：

With the exception of extractive industries 建立海外子公司最重要的动机：

The most important motive for setting up overseas subsidiaries 寻求新的利润来源：

The search for new sources of profit 对国外经销方法的不满意：

Dissatisfaction over distribution techniques abroad 国外生产设备的定址：

The location of foreign production facilities 企业兼并的巨浪：

A tremendous surge of acquisition of enterprises 通过在国外生产的方式： By way of foreign production 像税收待遇优惠之类的补贴：

Subsidies such as preferential tax treatment 国际商务决定：

International business decisions 做正式的物价预测：

To do official price forecasts

由公关部主任主持的专题座谈会：

A panel discussion hosted by public relations manager 主要受益人：

The main beneficiaries 套头保值的好处： Hedging benefits

所需要供给的原材料：

Needed supplies of raw materials 技术的不断进步：

Continued advances in technology 技术革新：

Technological innovation

商品与金融资产之间的价格差别：

Price disparity between commodities and financial assets 一个较令人信服的思想学派： A more credible school thought

比较富裕的那部分人口：

The more affluent part of the population 在劳工方面： On the labor front

对利率比较敏感的那部分经济：

The more interest-sensitive sector of the economy 房屋重新装修上的总开支：

Overall spending on repair and remodeling 大大低于最高生产能力： Well below full capacity 占有市场优势的公司：

Firms with a dominant market share 上涨的原材料成本：

Rising raw materials costs 全国消费者协会：

The National Association of Consumers 工业建筑的回升：

A pick up in industrial construction 乐观的理由：

Reasons for optimism 向急需资金的公司贷款：

To make loans to companies badly in need of capital 超过任何一家美国银行的资产：

To exceed the assets of any American bank 把所有的各种保险索赔计算在内：

To count in whole classes of insurance claims 垄断有关投资者的信息：

To monopolise information about investors 将信用卡应收款项证券化：

To have credit-card receivables securitised 遵照公司的规章制度行事：

To comply with the company’s rules and regulations 已出具本票的方式筹集资金：

To raise capital by issuing promissory notes 降低拖欠风险：

To reduce the risk of default 将18%的资金留做准备金： To put1 8% of capital in reserve 担保储蓄存款：

To guarantee savings deposited in banks 把个人债务和资产转换成证券：

To convert individual liabilities and assets into securities 发行5万份每股面值50美金的股票：

To issue 50 thousand shares with the face value of $50 per share

蒙受货物损失：

To be prejudiced by the loss of goods 证明具有可保权益：

To prove one’s insurable interest 品保险单索赔：

To make a claim against a policy 受理索赔：

To accept/meet a claim 背签提单：

To endorse a bill of lading 赔偿投保人：

To indemnify the insured 按保险金额计算保险费：

To calculate premiums on the insured value 空运发货：

To make a shipment by air 注销一笔债款： To write off a debt

对负有责任的承运人采取行动：

To take actions against the liable carriers 由保险公司接替这些权利：

To subrogate the claim to the insurance company 确定造成损失的直接原因：

To establish the actual/proximate cause of the loss 大型国有企业：

Large state-owned enterprises 外国独资企业：

Wholly foreign-owned enterprises 中外合资企业：

Sino-foreign joint ventures 面向出口的企业：

Export-oriented enterprises 高科技工业：

High-tech industries 新汽车的销售量： New-car sales volume

总部设在俄勒冈州的运动鞋业巨霸： The Oregon-based athletic shoe giant 迄今在中国最大的一笔投资：

The largest-ever investment in China 大大改善了的商业环境：

The greatly-improved business environment 在长达3年的经济衰退之后： After a three-year-long recession

公司发言人：

A company spokesman 经济顾问：

Economic consultant

瑞典一家工程公司的总裁：

President of a Swedish engineering firm 在伦敦的一家美国公司的汽车业分析家：

An automobile analyst with an American firm in London 一个做全球生意的权威： A global-business guru

一个研究全球竞争的专家： An expert on global competition

在布鲁塞尔的美国商会欧盟事务所主任：

Manager of EU affairs for the American Chamber of Commerce in Brussels “亚洲杯”排球邀请赛的所有赞助单位：

All the sponsors of the “Asian Cup” Volleyball Invitational Tourament 美国首席器械制造厂家：

America’s leading appliance maker 个人计算机行业里的首脑公司： The leader in personal computer 现行官方远期汇率

The prevailing official forward rate 以外汇开具的

Invoice billed in foreign currency 国际商业交易中商品的定价

The pricing of merchandise in an international business transaction 与外汇交易紧密相关的问题

Problems closely associated with foreign exchange transaction 货到后凭单付现款

Cash against documents on arrival of goods 结算应收账款

To settle accounts receivable 银行拒付通知

Bank notice of dishonor 预付现款

Payment in advance 以贸易账户方式出售 Selling on open account 以银行间转账方式付款

To make payment by bank transfer 承担一切信贷风险和境外风险

To accept/bear all credit and cross-border risks 做出有无追索权的决定

To make a recourse or non-recourse decision

Common stock 普通股股票 Preferred stock 优先股

Non-par value stock 无面值股票 Bearer stock 无记名股票 Promoters stock 创业者股票 Listed stock 上市股票 Stock issue 发行股票 Stock transfer 股票转让

Stock holder’s equity 股东权益 Stock quotation 股票行情 Short-selling 沽空

Margin trading 保证金交易

A purchase syndicate 认购银行团 Equity investors 权益投资者 Bond yields 债券收益率 Share premium 股份议价 Share capital 股份资本

To speculate in stocks 股票投机 To bear the market 熊市 To bull the market 牛市 感觉到界投资的风险

To perceive the risk in cross-border investment 以美元计算平均增长30%

To rise by 30% on average in dollar terms 按大众的心理运转

To move on mass psychology 蒙受200万美元的巨额损失

To suffer a huge loss of $2 million 因总统遇刺而紧张不安

To get jittery over the assassination of the president 表明欧洲经济复苏的迹象

Signs pointing to a mild European recovery 流入亚太地区的外资

Foreign funds flowing into the Asian-Pacific region 一些债台高筑的发展中国家

Some debt-laden developing countries 美元对日元的微弱升值

The dollar’s slight rise against the Japanese Yen 难以预测的市场反应

Unpredictable market reaction

公司经理考虑了将冒的风险之后，决定在东道国再投资60万美元（to allow for)

After allowing for risk, the corporate managers decided to make an additional investment of $600,000 in the host country.

为了进一步开发国外市场，很多公司已在国外设立了销售部或者子公司（to tap)

In order to further tap overseas markets, many companies have set up their foreign marketing divisions or subsidiaries.

降低生产成本是决定建立海外生产设施的主要因素之一（to underlie)

Reduction of production costs is one of the major factors that underlie the decision to set up overseas productive facilities

他建议减价10%，以便扩大市场占有率，这一建议已纳入公司的销售计划。（to incorporate）

He suggests cutting down the price by 10% so as to enlarge the market share. His suggestion has been incorporated into the company’s marketing plan.

随着利率的提高，预计基本建设开支很快将平定下来，不再增长了。

With the rise of interest rate, spending on capital construction is expected to level off soon.

外贸赤字的增大意味着美国必须吸引更多的外资。

The larger foreign trade deficit means that the U.S will have to attract more foreign capital.

已经采取了果断措施使长达3年的过热经济降温。

The government has taken drastic measures to cool the 3-year-long over-heated economy

非耐用消费品开支8年来第一次与收入同步增长。

For the first time in 8 years, spending on consumer nondurables has kept pace with the rise in income.

经济衰退对美容业比对其他行业构成的威胁要小。

The recession posed less of a threat to the beauty industry than to other industries.

银行业所受到的来自这两方面的攻击可能将导致它的最终衰落，这样说可能有悖于人们的直觉

It may seem counter-intuitive to say that the two-pronged assault on banking might be leading to its terminal decline

你清楚投资海外可能带来的风险吗？

Are you aware of the risk that investing abroad may entail?

什么导致美元连续不断贬值？

What lies behind this continuous depreciation of the US dollars?

由于你公司持有保险单，希望你公司能先付款，然后向保险公司索赔保险金额。

As you hold the insurance policy, we should be grateful if you would make the payment first and then claim for the insured value on the insurance company.

如你方同意接受此费率，请告知船货的详细情况，以便我公司据此出具保险单。

If you find the premium rate acceptable, please inform us of the details of your shipment so that we may issue the policy accordingly.

漏损险是一种特别险别，需额外收保险费

Leakage is a special risk, for which an extra premium will have to be charged

在市场普遍不景气的背景下，公司的市场占有率在去年依然增加了14%

Against the backdrop of overall market doldrums, the company still increased its market share by 14% last year.

推动中国经济快速增长的是投资，消费和出口

The rapid growth of Chinese economy has been boosted by investment, consumption, and export

中国自从走上经济改革的道路以来发生了巨大变化。

Great changes have taken place in China since it embarked on the road of economic reform.

他们决定上诉法庭以追回这家时装公司应付的欠款

They have decided to have recourse to the courts to obtain money due from this fashion company.

他们已将同样金额的货款（1000英镑）贷记入伦敦商行的账户中

They have credited the equivalent amount (1000) to the account of the London firm.

我们要求以保兑的，不可撤销的，可转让的，无追索权的，金额为全部货款的即期信用证支付

We request payment against sight draft under a confirmed, irrevocable, transferable letter of credit without recourse for the full amount

商务英语习题翻译

Lesson1.

二-3这些因素都直接关系到国际投资的流向(bearing)

All these factors have a direct bearing on international investment flows

4公司经理考虑了将冒的风险之后，决定在东道国再投资60万美元（to allow for)

After allowing for risk, the corporate managers decided to make an additional investment of $600,000 in the host country.

5为了进一步开发国外市场，很多公司已在国外设立了销售部或者子公司（to tap)

In order to further tap overseas markets, many companies have set up their foreign marketing divisions or subsidiaries

6吸引外资发展国民经济是非常重要的，这对发展中国家来说尤其如此（to be true of)

It is imperative to acquire foreign funds to develop the national economy. This is particularly true

of the developing countries.

7降低生产成本是决定建立海外生产设施的主要因素之一（to underlie)

Reduction of production costs is one of the major factors that underlie the decision to set up overseas productive facilities

8产品质量的好坏，价格是否具有竞争力，对公司的成败极为重要（to be of importance) Products of high quality and their competition prices are of great importance to the success or failure of a company.

9他建议减价10%，以便扩大市场占有率，这一建议已纳入公司的销售计划。（to incorporate） He suggests cutting down the price by 10% so as to enlarge the market share. His suggestion has been incorporated into the company’s marketing plan.

10全球化是确保产品成本最低，质量最高的最好方法。（to assure)

Globalization is the best way to assure the highest quality product at the lowest cost.

Lesson2

3今年增长的销售额足以抵消去年的损失

This year’s rise in sales is more than enough to offset the loss last year.

4随着利率的提高，预计基本建设开支很快将平定下来，不再增长了。

With the rise of interest rate, spending on capital construction is expected to level off soon.

5确切地说，这是一个我们应在价格上还是在产品上与三大巨头竞争的问题。

It is more a question of whether we should compete with the Big Three on price or on product.

6联邦预算赤字在1992财政年度达到高峰，在1994和1995财政年度里将再度下降。 The federal budget deficit, which peaked in fiscal 1992, will decline again in 1994 and 1995. 7外贸赤字的增大意味着美国必须吸引更多的外资。

The larger foreign trade deficit means that the U.S will have to attract more foreign capital.

8鉴于拉美市场的混乱，目前对股票的走向看法不一。

The stock is controversial at the moment, given the turmoil in Latin American markets.

9墨西哥危机也阻碍了投资流入泰国，这不是坏事而是好事，因为不必进一步提高利率就可以控制住经济。

The crisis in Mexico has also dampened investment flows into Thailand, which is a blessing rather than a curse, since the government can keep the economy under control without raising interest rates further.

10伴随着经济快速增长而来的是收入和消费的猛增而后者反过来又刺激经济进一步增长。 With the rapid economic growth comes a sharp increase in incomes and consumption, which in turn stimulates the economy to further grow.

Lesson3.

已经采取了果断措施使长达3年的过热经济降温。

The government has taken drastic measures to cool the 3-year-long over-heated economy

当前经济正接近全力运转，几乎可以肯定，国内生产总值的增长将放慢而不是加速。

Right now the economy is operating close to full capacity, with GDP growth almost certain to slow down rather than accelerate.

建筑业哪一部分对利率不太敏感，而更与公司利润相关？

Which sector of the construction industry is less interest rate sensitive but more corporate-profits related?

非耐用消费品开支8年来第一次与收入同步增长。

For the first time in 8 years, spending on consumer nondurables has kept pace with the rise in income.

许多住房建筑市场分析家争辩说尽管提高了利率，建筑业总开支在年底前也不会下滑。 Many housing analysts reason that despite the rise in interest rates, overall spending on construction won’t slide down before the end of the year.

经济衰退对美容业比对其他行业构成的威胁要小。

The recession posed less of a threat to the beauty industry than to other industries.

世界范围对高科技产品的需求在今后10年里将超过60个亿。

Worldwide demand for high-tech products would top $6 billion in the next decade 公司把生产成本降低了27%，使其成为利润最高的公司之一

The company lowered its production costs by 27%, making it one of the most profitable companies

Lesson5.

银行业所受到的来自这两方面的攻击可能将导致它的最终衰落，这样说可能有悖于人们的直觉It may seem counter-intuitive to say that the two-pronged assault on banking might be leading to its terminal decline

银行保留的准备金越多，银行在一些借款人无力偿还贷款时倒闭的可能性就越小

The more capital a bank holds in reserve, the less likely its collapsing in the event of some creditors being unable to pay off their loans.

这项工程所需要的开支将比你所预算的大得多

The project will entail much greater expenses than you have budgeted.

你清楚投资海外可能带来的风险吗？

Are you aware of the risk that investing abroad may entail?

对一位公司的总裁来说，这都是些令人感到宽慰的想法，唯一不足之处是忽略了竞争对手越来越多这个现实

These should be pretty consoling thought if you are president of a company. The only flaw in them is that they all overlook the reality of a growing array of competitors.

什么导致美元连续不断贬值？

What lies behind this continuous depreciation of the US dollars?

证券化进程远远超出了直接发行证券的范围

The process of securitization has gone well beyond the direct issuing of securities.

使事情更糟的是，银行即使获得了想要的法律和自由，也难免遭受来自非银行金融机构的竞争What makes matters worse is that even if banks acquire the legal freedom they want, they would not be safe from the competition of non-banks.

They predict that high interest rates, or a disastrous turn in the stock market, could bring many of the deserters scurrying back to the safety of bank deposits.

他们预测高利率和股票市场的恶化能够迫使那些背弃银行的人蜂拥返回，把钱安全的存入银行。

At first only blue-chip companies could raise capital by issuing commercial paper, but the practice has moved inexorably down the credit spectrum, robbing banks of more and more of their best customers.

开始只有蓝股公司能够以发行商业股票的方式筹集资金，但这种做法已不可改变地扩展到了更大的信贷范围，夺走了银行更多的一流客户。

The one that has particularly damaged the position of banks is the process known as securitization. 特别是银行地位遭到重大损害的是一种人们称作证券化的做法。

Often, they can be traded at will, enabling the holders of debt change their risk exposure as they please.这些证券常常可以自由买卖，使债务持有人能够随意转移其风险暴露。

The more capital a bank holds, the bigger its safety cushion in the event of a creditor being unable to pay off a loan

银行持有的资本越多，银行在债务人不能偿还贷款时的安全系数就越大。

Lesson6

我们以为下列船货按5400美元保险额投保综合险。

We have taken out insurance for the following shipment against All Risks for the sum of US $5400

保险事宜由你方安排，但希望该或也报战争险。

We leave the insurance arrangements to you but we wish to have the goods covered against war

risk as well

由于你公司持有保险单，希望你公司能先付款，然后向保险公司索赔保险金额。

As you hold the insurance policy, we should be grateful if you would make the payment first and then claim for the insured value on the insurance company.

如发现预约保险单客户故意不申报船货，保险公司有权取消该保险单。

If the open policy holder is found not to declare its shipment deliberately, the insurance company has the right to void the policy.

如你方同意接受此费率，请告知船货的详细情况，以便我公司据此出具保险单。

If you find the premium rate acceptable, please inform us of the details of your shipment so that we may issue the policy accordingly.

漏损险是一种特别险别，需额外收保险费

Leakage is a special risk, for which an extra premium will have to be charged

我们对破损造成的损失不负赔偿责任，你的保险单上没有破损险。

We are not liable for the loss caused by breakage, which is not an insured risk on your policy.

保险公司拒绝理赔，因为所需文件补全，缺少提单原件。

The insurance company refused to meet the claim as the required documents were incomplete, short of the original bill of lading.

Lesson7

新兴金融市场特别易受外界应响，当前墨西哥金融危机就是一个很好的例证。

The current Mexican financial crisis is a good example of emerging financial markets that are especially susceptible to outside influence.

这些国家的经济不景气令人可怕的不是通货膨胀而是通货紧缩。

Their economies being sluggish, inflation is not feared as much as deflation.

该公司的B股股票将于下周三在上海股票市场挂牌交易。

The company’s B shares will begin trading on the Shanghai market next Wednesday.

普遍看法似乎是：短期利率剧增将损害股票的价格。

The consensus seemed to be that a significant hike in short-term interest rates would hurt equities prices.

该公司股票价格现为70美元，今年每股盈收益8.75美元，所以显示出售价为收益率的8倍。 Now the stock is $70 and should earn $8.75 per share this year, so it is selling a 8 times earning

上周美元对日元的汇率下滑到新的低点，自二战以来第一次以低于100日元的汇率收盘。 The dollar slid to new lows against the Yen last week, closing below 100 Yen for the first time

since 2nd World War.

长期利率下跌将刺激经济的发展，尤其是房地产业，但令那些赌注经济将减慢的投资者大失所望。

The drop in long-term interest rates will stimulate the economy, especially housing, disappointing investors betting on slowdown.

或者经济必须搞上去，或者过高的股票价格必须回落，与经济现状相一致，二者必居其一。 Either the economy must go up, or overvalued share must fall in line with underlying economic realities. Lesson9.

在市场普遍不景气的背景下，公司的市场占有率在去年依然增加了14%

Against the backdrop of overall market doldrums, the company still increased its market share by 14% last year.

许多经济学家期望信息技术的迅速发展最终能变成更高的生产力。

Many economists expect the boom in information technology to translate, at last, into higher productivity.

推动中国经济快速增长的是投资，消费和出口

The rapid growth of Chinese economy has been boosted by investment, consumption, and export

没有有力的投资环境也会出现高涨的投资景象，这种想法纯粹是幻想。

It’s an illusion to think there will be an investment boom without a favorable investment environment for investors.

与其主要对手相比，美国公司较少以某个国家作为定向目标。

In contrast to their major rivals, U.S. companies are less nationally oriented.

中国自从走上经济改革的道路以来发生了巨大变化。

Great changes have taken place in China since it embarked on the road of economic reform.

我们在英国，法国和西班牙兼并了3家公司。我们违反了我们自己的任用当地管理人员的原则。我们从美国派去一些管理人员，共有6个人，于是，这3家公司就陷入了困境。 We acquired three businesses in England, France, and Spain. We violated our principle of using local management. We sent some management in from the United States—half a dozen people—and the businesses got into trouble.

Lesson11.

他们决定上诉法庭以追回这家时装公司应付的欠款

They have decided to have recourse to the courts to obtain money due from this fashion company.

我们愿退让一步，以45天为期的信用证方式敲定这笔生意

We are ready to meet you half way and reach an agreement by L/C at 45 days.

买方在持票人出示卖方开具的即期跟单汇票时应立即付款，付款后方交装运单据。

Upon first presentation the buyer shall pay against documentary draft drawn by the seller at sight. The shipping documents are to be delivered against payment only.

买方核对单据无误后按全部金额将货款支付给在纽约的中国银行。

Having found documents in order, the buyer shall pay the full amount of invoice value to the Bank of China, New York.

银行将注意进口商的信用可靠性，也许会要求进口商向该行缴存一定的抵押金

The bank will look to the credit-worthiness of the importer and may require some securities to be lodged with the bank

他们已将同样金额的货款（1000英镑）贷记入伦敦商行的账户中

They have credited the equivalent amount (1000) to the account of the London firm.

我们要求以保兑的，不可撤销的，可转让的，无追索权的，金额为全部货款的即期信用证支付

We request payment against sight draft under a confirmed, irrevocable, transferable letter of credit without recourse for the full amount

如果各国专门生产那些他们具有相对优势或绝对优势的商品，大家就都能获利。

If countries specialize in the production of those goods in which they are endowed with either a relative or absolute advantage, every one stands to gain.

第五大题：介词填空 10*1

 1. ______receipt of your cable of March 5, we at once requested to Bank of China in

London to establish a letter of credit ______ your favor.

 2. We are glad that we have come _________ an agreement _________ this matter.  3. Owing _______ the delay on the part of suppliers, we must ask you to extend the date of shipment_________ October 10th.

 4. ________ view of the long-standing business relations _________ us, we wish to

settles this dispute amicably.

 5. In reply, we wish to inform you that we well connected________ major

dealers________ the line of textiles.  1. in, in  2. to, in  3. to, on

 4. in, between  5. with, in

第六大题：问答题

 CIF，CIP，CFR，FOB  Hedge

 Economies of scale， Diseconomies of scale  Letter of credit

 Bulls ，bears， bull market， bear market

CIF： stands for cost, insurance, and freight(……named port of destination).This means the seller has responsibility to arrange and pay for the shipment of the goods to the port of destination and provide insurance cover at his own expense. But the risk of loss or damage to the goods is transferred from the seller to the buyer once the goods are loaded on board the ship at the named port of shipment.

CIF代表成本，保险和运费（......指定目的港），这意味着卖方有责任安排并支付货物运至目的港，并提供保险自费。但灭失或损坏货物的风险即由卖方转移至买方，一旦货物在船上装在指定的装运港。

CIP: stands for Carriage, Insurance Paid to(……named place of destination) CIP is more used for through of goods while CIF is limited in use for marine transportation. Under CIP condition, the seller is responsible for arranging and paying for the transport of the goods to the named place of destination. The seller must also deal with the matter of insurance and pay premiums. But once the goods are delivered to the carrier, or the first carrier if there are two or more carriers, at the agreed place of delivery, it if for the buyer to bear the risk of loss or damage to the goods thereafter.

CIP: 代表运输，保险费付至（......指定目的地）CIP是更多地用于通过商品的到岸价格，同时在使用中海运是有限的。在CIP条件下，卖方负责安排和货物的运输支付给指定的目的地的地方。卖方还必须办理保险的有关事宜，并支付保险费。但是，一旦将货物交付给承运人或第一承运人如果有两个或更多的运营商，在约定的交货地点，但如果由买方承担损失或损坏货物的风险其后。

CFR: formerly known as C & F, stands for Cost and Freight(……named port of destination). On a CFR contract, the seller arranges the shipment of the goods and pays the freight to the named port of destination. But the buyer bears the risk of loss or damage to the goods once they are loaded on board the ship at the named port of shipment. As for insurance, it is entirely the buyer’s responsibility, including payment of premiums.

CFR：前身为C＆F，代表成本加运费（......指定目的港）。在CFR合同，卖方安排货物运输和支付运费给指定的目的港。但买方承担损失或损害一旦他们在船上装在指定的装运港将货物的风险。至于保险，这完全是买方的责任，包括支付的保费。

FOB: stands for Free on Board (……named port of shipment). This means that once the goods are loaded on board the ship at the named port of shipment, delivery is completed and the risk of loss or damage to the goods is transferred from the seller to the buyer. An FOB contract also requires the buyer to arrange and pay for the shipment to the port of destination, and take out whatever insurance cover the buyer considers necessary. 离岸价：表示船上交货（装运......命名的端口）。这意味着，一旦货物在船上装载于在指定的

装运港，交货完成，灭失或损坏货物的风险即由卖方转移至买方。在FOB合同还要求买方安排并支付运送到目的港，并采取了一切保险买方认为有必要。

Hedge: hedging is a commercial operation that combines spot trading and future trading for the purpose of protecting the trader against risks in price fluctuations. including buying hedge and selling hedge.

套期保值是一种商业化运作相结合的现货交易和期货交易为防止在价格波动风险的交易者的目的。包括买入套期保值和卖出套期保值。

Economies of scale: As output or the scale of operations increases, the average cost of production tends to decline. This phenomenon is called economies of scale.

规模经济：由于输出或经营规模的扩大，生产的平均成本趋于下降。这种现象被称为规模经济。

Diseconomies of scale: When the amount of output reaches beyond a certain point, the average cost of production no longer declines but increases. This is called diseconomies of scale.

规模不经济：由于输出或经营规模的扩大，生产的平均成本趋于上升。这种现象被称为规模不经济。

Letter of credit: This is a letter from a bank to his agent abroad or to a foreign bank authorizing the payment of a special sum of money to a person named in the letter. Letter of credit roughly goes like this:

(1) the buyer and the seller agree in the sales contract as to what kind of L/C to be used for

payment

(2) the buyer applies to his bank to open the L/C according to the sales contract

(3) the issuing bank opens the L/C in favor of the seller, negotiable at the seller’s bank, and sends

the L/C to its correspondent bank

(4) on arrival of it, the notifying bank informs the seller of the receipt of the L/C

(5) the seller then dispatches the goods accordingly, presents the shipping documents, draws the

bill of exchange, and gets advances made against the face value of the bill at the negotiating bank

(6) the negotiating bank then sends the bill and the shipping documents to the opening bank for

payment

(7) the opening bank pays the bill to the negotiating bank

(8) the opening bank notifies the buyer to pay the bill so as to obtain the shipping documents. 信用证：这是从一个银行的一封信到国外的代理人或向外国银行授权的在信中点名的人支付一笔特殊的总和。 信用证大致是这样的：

（1）买方和卖方同意在销售合同中，以用于支付什么样的L / C （2）买方适用于他的银行根据销售合同开出L / C

（3）开证银行开的L / C有利于卖方，转让卖家的银行，并将L / C到其代理行 （4）在它到来时，通知银行通知收到L / C的销售商

（5）卖方然后相应地调度货物，呈现货运单据，吸引汇票，并得到在议付行提出反对该法案的面值进展

（6）议付行然后将账单和货运单据向开证行付款 （7）开户银行埋单向议付行

（8）开证行通知买家埋单，从而获得货运单据。

Bulls are people who expect stock prices to rise. Bulls also refer to people who speculate for a rise in stock price and there buy in the hope of selling later for a gain.

牛是希望股票价格上涨的人。牛也指人们猜测谁在股票价格上涨，因此买入。

Bears are people who expect stock prices to fall. Bears also refer to people who speculate for a decline in stock prices and therefore sell short.

熊是希望股票价格下跌的人。熊也指人们猜测谁在股票价格下跌，因此卖空。

Bull market: When more traders on a stock exchange want to buy rather than sell, with the result that stock prices and the value of traded shares are rising, the market is said to be a bull markets 当在证券交易所上市交易员更想购买而不是出售，致使股票价格和交易股票的价值都在上涨，市场被认为是一个牛市

Bears market: is one which stock prices are falling,the value of shares traded on the exchange is decreasing, and there is more selling than buying. A bear maket occurs when the economy is sluggish.

熊市场：是哪只股票的价格正在下降，对交易所买卖股票的价值正在下降，并有比购买更多的抛售。当经济不景气时，会发生熊市。

第七大题：写书信

Correspondence (1)

Dear Mr. Haan:

Re: Parts for Machine Type B-114

We purchased from you ten sets of the captioned machine in 2005. The machines have been very satisfactory.

However, at present we need a large quantity of parts/accessories as per the enclosed list. Please send us as soon as possible your proforma invoice by fax and hard copy in quadruplicate by airmail. You are kindly requested to quote the FOB New York rate.

The parts and accessories are urgently needed so we wish to receive your proforma invoice by return fax.

Sincerely,

Wang Liming Manager

WLM/sm

Encl.: a copy of inquiry list.

标题：B-114型机器零部件

我方于19年从贵公司购买了10台标题所示机器。其令人非常满意。

但目前我方急需一大批零部件，如所附清单所示。请尽快用传真发来形式，且空邮硬拷贝一式四份，并告知纽约船上交货价。由于急需零部件，故盼即传真回复形式

Correspondence (2)

Dear Mr. Wang:

Subject: Parts of Machine Type B-114

Thank you for your letter of Feb. 15th, 2001 and the enclosure requesting quotes for parts for the captioned machine.

As requested, we are submitting our quotation in triplicate and wish for you to place your order with us as early as possible because we have a large backlog.

We await your decision.

Sincerely,

Sander De Haan

International Sales Manager

贵方2007年2月15日来函及要求报标题所示机器零部件之价格附件已收到，谢谢。 应贵方要求，我方寄上报价单一式三份，望尽早订货，因我方有大量积压而未交付的订单。

等候贵方定夺。

Correspondence (3)

Dear Export Department:

Re: Electric Saws

We are in the market for electric saws. Please provide us with quotes for the goods listed on the enclosed inquiry sheet, giving your prices CFR Jakarta. Please also state your earliest delivery date, your terms of payment and discounts for regular purchases.

Kindly mail us your catalogue and details of your specifications.

We look forward to your early reply.

Sincerely,

Joseph Ng

Commercial Manager Encl.: inquiry sheet

我方欲购买电锯，请报所附询价单上之列货物雅加达CFR价。并请告知贵方最早交货日期，付款方式及经常购买之折扣。

请寄贵方产品目录及规格详细资料。

盼早复。

（1）

贵方1999年12月23日的询价函已收到，谢谢。随函附上我方价格表。产品目录已另封航邮寄上

Thank you for your inquiry of December 23rd, 2005. Enclosed is our price list. A catalog has been airmailed to you under separate cover.

本公司向贵国、加拿大、英国以及其它欧洲国家出口地毯已有多年。（因此）贵方订货肯定会有利可图。

This company has exported carpets for years to your country, Canada, England and other European countries. You may be sure that your order will be profitable.

另外，由于我们的年产量约为30000条（中国最大的地毯生产厂家）我方的价格总是比别的厂家低。 盼早复。

Also, because our yearly production is about 30,000 pieces—the largest of all the carpet manufacturers in China—our prices are always lower than others. We look forward to receiving your reply.

（2）

贵方1996年3月10日询及题头所示商品的来函已收到，我方的报价为：

We have received your letter of March 10, 2007 inquiring about the captioned commodity. Our quote is: 备注：

1. 包装：标准出口纸板箱

2. 有效期：从2001年3月22日起两周 3. 装运：2001年5月全部装运

4. 付款方式：在装运前两周开立以我方为受益人的不可撤

销的、见票即付的信用证。 Remarks:

1. Packing: Standard export cardboard cartons.

2. Validity: Two weeks from the date here of 22 March 2007 3. Shipment: Total quantity to be shipped during May, 2007.

4. Payment: By irrevocable letter of credit opened for our company two weeks before shipment and drawn at sight.

以上所报价格为最低价。我方产品由于质量超群可和其它品牌相媲美。由于需求上升，价格肯定上涨，恳求贵方尽早定夺。

The prices we quote above are the lowest we are able to offer. Our products will compete well with other brands because of our superior quality. Since demand is rising and prices are bound to go up, we urge you to make your decision as early as possible.

（3）

现答复贵方4月2日传真，随函附上第SX10012号订单。

In reply to your fax dated April2, we are enclosing this order, No. SX/0014. 我方接受Model A 15.4美元价及Model B 19.6美元价，但对Model C我方报价为35.5美元。市场上充斥着廉价品，即使这样，这种价格仍然太高。

We accept US$15.40 for Model A and US$19.60 for Model B, but must offer US$35.50 for Model C. The market is flooded with cheaper models so even this price is too high.

付款方式为见票即付的不可撤销的信用证。货物备妥待运时请通知我方。如能早复，将不胜感激。

Payment will be made by irrevocable L/C at sight. Please advise us when the goods are ready for shipment.

Your early reply is appreciated.

（4）

贵方3月3日报价及短袜样品已收到，谢谢。

We thank you for your quotation of March the 3rd and the samples of socks. 虽然我方对贵方的产品感兴趣，但是发现贵方价格太高以至我方无利可赚。正如贵方可能知道的那样，目前在市场上销售的由几家工厂制造的短袜品质优良且价格比贵方低10%—15%。因此，我方希望贵方能降价以便能经得起竞争。 盼复。

Although we are interested in your products, we find your price is so high that our margin of profit would be either very little or nil. As you probably know, the socks available at present on the market manufactured by several Hong Kong factories are of good quality and the price is 10%--15% lower than yours. We hope, therefore, you will reduce your price so as to stand up to the competition. We await your reply.

Dear…:

Please insure us against all risks $100,000, value of 5,000 sets of “Butterfly” Sewing Machines shipped at Shanghai, on board S.S. “Fengching”, sailing for New York on May 20th. Please send

us the policy, together with a note for the charges.

Sincerely,

请为我方5000台蝴蝶牌缝纫机投保价值100000美元的综合险。该批货物已在上海港装上“风庆”轮，于5月20日运往纽约港。请寄来保险单及所需费用单据。

Dear…:

Regarding your instructions dated May 8, we have insured your shipment of 5,000 sets of “Butterfly” Sewing Machines shipped from Shanghai on board S.S. “Fengching”, sailing for New York on May 20th, as per the policy enclosed. Please remit $1,200 to our account for this policy by bank check.

Sincerely,

现答复贵方5月8日指示，我方已为贵方5000台蝴蝶牌缝纫机投了保，如所附保单所示。该批货物是在上海港装上“风庆”轮；于5月20日运往纽约港。请将此保单所需1200美元汇入我方帐户。

Dear…:

In reply to your letter of September 4 regarding insurance:

Your customer’s request for insurance coverage up to the inland city is acceptable on condition that such extra premium is for his account.

Second, we cannot grant you insurance coverage for 150% of the invoice value, because the contract stipulates that insurance is to be covered for 110% of invoice value.

We trust the above information serves your purpose. Meanwhile we await your reply.

Sincerely,

现答复贵方9月4日有关保险来函：

贵方客户保险范围扩大至内陆城市的要求已被接受，条件是额外费用由贵方承担。 我方需要范围较广泛的保险单。

关于保险，按110%的金额投保，至目的港为止。 我方相信以上所述符合贵方的要求并等候贵方答复。

Insurance Policy Policy No. 118765

This is to certify that this Company has insured on behalf of China National Light Industrial Products Import & Export Corp., Shanghai Branch.

The sum of US dollars One Hundred Thousand only. Upon Five Thousand sets “Butterfly” Sewing Machines.

At & from Shanghai to New York. Ship or vessel: S.S. “Fengching”. Sailing on or about May 20th, 2001. Covering All Risks.

In the event of damage, it will be surveyed by the Johnson Survey Co. and claims are payable at Shanghai.

This policy is issued in duplicate at Shanghai on the 7th day of May in the year two thousand and one.

兹证明本公司代表中国轻工产品进出口公司，上海分公司办理了保险。

金额100000美元整 保5000台蝴蝶牌缝纫机 自上海至纽约港 船名：“风庆”号轮

于1996年5月20日前后启航 投综合险

如（货物）发生损失，由Johnson调查公司调查，在上海赔付。

此保单一式两份，1996年5月7日于上海签发。