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Unit 14. 作为秘书，我做过大量的文字工作，如拟写报告、作会议记录等，而且似乎我的记 忆力比一般人强。 As a secretary, Ive had to do quite a lot of paper work, such as handling report writing, keeping minutes at meetings, and I seem to have a better memory than average. 5. 从秘书角度看，我认为和上司共用一个办公室更好，这样她的上司不太有可能忘 记告诉她一些重要的事情。 From the secretarys point of view I think its better to share an office room with her boss so that theres not much chance of her superior forgetting to let her know about important matters. 6. 我工作过的那家公司是一家做营销和公共关系的公司，主要是为在中国投资的外国公司提供咨询。 The company where I worked is a marketing and public relations company and they do consultant work for foreign companies investing in China. 7. 我想在贵公司会有更多个人发展的机会，而且这里的工作对我来说更具挑战性。 I feel that I would have more scope for personal development in your company and that the work will be more challenging for me. 8. 我要的工作是协助经理安排访问、会议及介绍,并且替他处理信件。 What I basically do is to assist the manager by arranging visits, setting up meetings and presentations and to deal with his correspondence. 9. 申请书和简历一样重要，因为申请书通常是申请者和雇主之间第一次直接的接触。 The application letter can be as important as the CV in that it often provides the first direct contact between an applicant and an employer. 10. 有效的申请书能说明你对具体单位兴趣的原因，并且辨认出你最相关的技能或经历。 Effective application letters explain the reasons for your interest in the specific organization and identify your most relevant skills or experiences. Unit 2 2. 我们在国内有十家专业子公司，在国外有六家常驻办事处。我们在国内还建立了二十多家合资公司。We have 10 specialist subsidiaries at home and 6 permanent representative offices abroad. Weve also set up more than 20 joint ventures in the home market. 7. 我们公司的领导体系是这样的：首先是合伙人；其次，直接在合伙人之下的是三位合作伙伴，也就是，最上层是两位合伙人和直接在合伙人之下的三位合作伙伴。在合作伙伴之下，我们有高级工程师、初级工程师、 绘图员带，一直往下至办公室的勤杂工。The system of command of our company is that we have the partners, and then we have three associates immediately below the partners, that is, two partners at the top and three associates directly below them. And then below the associate we have senior engineers, junior engineers, drafts-person and so on and so forth, down to the office boy. 9. 谈到进口在中国畅销的美国产品，我们作为一家在中国的美国公司，感到比其他公司更有优势。As an American company in China we find we have an advantage over other companies when it comes to importing American products that are marketable here in China.Unit 3 6.我们许多商务工作，如接订单、检查进展情况、与供货商联系、征求和提出建议、 处理投诉，都是通过电话进行。 A lot of our business work, such as taking orders, checking progress, contacting suppliers, requesting and giving advice , and hearing complaints, is done all over the telephone. 8.正因为每天许多人通过电话做生意，所以树立良好的电话形象对公司的成败尤为重要。 Since every day quite a few people transact business over the telephone, establishing a positive telephone image is obviously important to the success of the company. 10.有时一些客户的要求毫无道理。但是只要我们尽量有礼貌、客气，同时也能心平气 和，我们甚至可以留住他们中的一些作为今后的客户。 Sometimes some customers demands are unreasonable. As long as we try to be polite, courteous and even disarming at the same time, we can retain even some of these individuals as future customers. Unit 4 5)我下星期一将前往法兰克福参加法兰克福交易会。听说贵宾馆所有房间交易会期间就 都订满了，但不知现在是否有取消的房间。如果有的话，我想订一间单人房。 Im going to Frankfurt to attend the Frankfurt trade fair next Monday. I was told that all the rooms in your hotel had been booked up last week. I wonder whether any reservations have been canceled now. If available, Id like to book a single room. 6)我想预订从5月5日到5月10日一个双人房间。我喜欢大号床，如果可能的话。随便问一下，房间是否有电脑插座和互联网连接？ Id like to reserve a double room from 5th May to 10th. Id prefer a queen size bed, if thats possible. By the way, does my room have a computer socket and Internet connection? 7.我的秘书10天前以约翰史密斯的名字向你们预订过。她传真发给你们旅馆，订一个两间一套的房间，用三个晚上。 My secretary made a reservation ten days ago in the name of John Smith. She sent a fax to your hotel to reserve a suit of two rooms for three nights. 8. 我们要预订一个能够容纳八九十人的会议室，要有声音设备、投影板或屏幕，还应备有电视机和录像机。 We would like to book a conference room that can accommodate 80 to 90 people, with sound equipment, overhand boards or screen and it should be also equipped with a television set and a video recorder. 9. 我能在酒店兑换一些钱吗? 我想把一些美元兑换成当地货币。今天的兑换率是多少? Can I change some money in the hotel? Id like to change some US dollars into local currency. Whats the exchange rate today? 10.我明早7点要乘坐BA902航班到新加坡参加一个重要商务会议，耽误不起的。不知你们有电话叫醒服务吗？ Ill be taking Flight BA902 at 7 tomorrow morning. Im going to Singapore for a very important business meeting. I cant afford to miss it. I wonder if you have telephone wake-up service. Unit 5 3.按照议程，我们有两个问题要讨论。第一项是讨论管理部门有关弹性工作时间的建议，第二是有关将要到来的假日的工作安排。 We have two questions on the agenda. The first item is a discussion of managements proposals on flexible time and the second item is the work arrangement for the coming holiday. 6. 这么说，我们都同意在下个星期三的会议上再进一步讨论新产品开发的细节问题。如果今天没有别的事情要谈，我们就到此为止，你看怎样？ So weve all agreed to discuss the details concerning the new product development at our next meeting next Wednesday. If theres nothing else to discuss today, shall we call it a day? 8. 举行会议的目的是为了一个共同的目标而把与会者的想法和建议集中起来。会议的功能有以下几个方面：解决问题、做出决定、分享信息及其他功能。 A meeting is supposed to pool all the participants ideas and suggestions for a common purpose, which may function in several ways like solving problems, making decisions, sharing information and other kinds. 9.一个好的准备工作首先是对议事日程的主题和目标有很好的理解；在此基础上，与会者应考虑所应做的准备工作。有时候，与会者还需要做一些调查研究，以保证其在未来会议上所谈看法的质量。 A good preparatory job, first of all, refers to a good understanding of the subject and the goal of the agenda. Then, on the basis of such understanding, the participant should think about the relevant points to be prepared and brought up at the meeting. Sometimes, he may need to do some research work to confirm his opinions for the coming meeting. 10.成为一名出色的会议主持人意味着他能够很好地控制整个会议，包括对会议不同阶段的控制：开始时的控制、会议进行中的控制以及会议结束时的控制。 To be an effective meeting leader means one should exercise a good control over the meeting, which covers different stages at a meeting: control at the very beginning, control during the meeting and control at the end. Unit 71. 我们是本国最大的纺织品进口商之一，经营该商品已有二十多年历史，往来客户遍及世界各地。We are one of the largest textile importers in our country. We have handled this commodity for more than 20 years and have connections all over the world. 2. 我在上次交易会上看到你们精美插图的商品目录，对你们的水果罐头颇感兴趣。这次特地来与你们商谈进口贵公司这些产品的可能性。I had an opportunity to see your well-illustrated catalogues on the last fair and I am very interested in your canned fruit. Now I have come to discuss with you the possibility of importing the goods 9. 我们访问贵公司的目的是寻求一位贸易伙伴。我们很高兴能与你们直接接洽。 The aim of our visit to your company is to look for a business partner, and we are glad to have a direct contact with you. Unit 85) 很荣幸告诉你方，你们的自行车在我国很畅销，而且市场需求很大。所以我们向你方询价。We are pleased to inform you that your bicycles have a ready market in our country and there is a steady demand for your product in our market. So wed like to make an inquiry. 6) 去年我们纺织品出口创记录，今年我们努力进一步提高质量和设计以适应国际市场的需要。Our exports of textiles last year reached a record high and this year we are trying hard to further improve the quality and design to suit the international market. Unit 9 4) 你方的价格将在我方市场超过所以同类产品的价格，这将导致贵公司产品在我市场上销售的萎缩。Your price for the same products will be the highest in our market, which will no doubt result in shrinkage of the market for your products.10) 为了进一步扩大业务往来，也为了表示我们的诚意，我方准备破例减价5%。 In order to encourage future business and as a gesture of friendship, we are prepared to make this an exception by reducing our price by 5%.Unit 10 1)我们通常支付方式是保兑的、不可撤消的信用证，凭即期汇票呈递货运单据付款。 Our usual terms of payment are confirmed, irrevocable letter of credit by sight draft against presentation of shipping documents. 3) 与那些有竞争性的商品相比，你们的价格偏高。但是我想，你们产品的质量是可以弥补它的。 Although your price is on the high side as compared with those of rival goods, the quality of your products, I suppose, will probably make up for it. 4) 为了有助在贵地市场推销我方产品，作为特殊照顾，我方将同意接受见票即付的付款交单方式。 In order to pave the way for your promotion of our products in your market, we will accept D/P at sight as a special accommodation. 6) 对于新客户我们一直采用信用证付款。另外，国际资本市场不稳，所以我们不得不坚持即期信用证付款。 Payment by L/C is our usual practice with all new customers for such commodities. Moreover, the international capital market is fluctuating, so I am afraid that we have to insist on payment by L/C at sight.7) 按照你的要求，我们破例地接受即期付款交单发货，但这种情况下不为例。 In compliance with your request, we exceptionally accept delivery against D/P at sight, but this should not be taken as a precedent. 8) 我方出口一向要求以信用证付款。反过来讲，我们进口也采用信用证付款。再说，我们从贵国进口也是以同一种类型的信用证付款的。 We always require L/C for our exports. And the other way round, we pay by L/C for our imports and furthermore, we pay the same kind of letter of credit when we import from your country. 10)坦率地讲，信用证付款会增加我们的进口成本。我们在银行开立信用证时，必须付押金，那将不但会占压了我们的资金，而且还增加了我们的费用。 Frankly, a letter of credit would raise the cost of our imports. When we open a letter of credit with a bank, Ill have to pay a margin. Thatll not only tie up our money but also increase our cost. Unit 111) 商品不仅要货真价实，还要能吸引人，因为有许多类似的服装与之竞争。With competition from similar garment producers, the merchandise must not only be of good value but also look attractive. 3) 我们可以保证包装适合海运，但不能对每一种损失都负责。Well make sure that the packing is seaworthy, but we cant commit ourselves to being responsible for every kind of mishap. 5) 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。另外，我们 会用铁皮带加固纸板箱。The cartons are comparatively light and therefore easy to handle. They wont be stowed with other heavy cargoes. Besides, well reinforce the cartons with iron straps.6) 适宜的包装可经得起长途海运、野蛮装卸、颠簸并可避免偷窃、而包装不当，货物会严重生锈和损坏。Proper packing is strong enough to stand long sea voyage, rough handling, jolting and shock, and to discourage pilferage; otherwise, the goods are terribly rusty and damaged.Unit 12说实话我并不喜欢投诉，可你们公司老给我带来这样那样的许多麻烦。我找过你们许多部门，但无济于事。这次我要直接找你们领导反映。 To be honest, I dont like having to complain, but Ive had lot of trouble with your company, one way or another. I have contacted several departments of your company but nothing has been done. So this time Im going right to the top. 6. 因为这种不正常的事情以前从未发生过，所以我们要对此进行彻底调查，以便采取措施防止类似不幸的事情今后再发生。 As such irregularities have never happened before, we want to go into the matter thoroughly so that we can take measures to prevent similar mishaps in the future.7. 重新考虑了一下，我认为你们是对的，没有必要仅仅为了检验而将全部有毛病的货物都运回去。因此，发回两个受损最严重的，其余的你们自己处置。On second thought, I think you are right. There is no point in returning the whole lot of defective goods just for the sake of checking up. So just send back two of the worst ones and leave the others at your disposal. Unit 134) 国际市场营销者在决定如何推广一种产品时必须考虑到语言和文化的差异。The international marketer must be aware of language and cultural differences when deciding how to market a product. appropriate marketing mix.5) 我们的产品无疑已经得到媒体、许多行业出版物以及客户的热烈好评，成为国内外家喻户晓的商品。Our product has certainly received rave reviews from the media and many trade publications as well as from our customers. It certainly has become a household item at home and abroad. 6) 研究表明在国内市场开发一个叫的响的品牌无疑是对外发展的先驱。Studies have shown that the development of a strong brand name in the domestic market is undoubtedly a precursor to any outward expansion.7) 市场试销是市场营销的一种技巧。它是把有限量的产品提供给特别选择的目标市场上的顾客。其目的在于了解可能购买该产品的消费者对这种新产品的反应。市场试销过程需要做出一些决策，其中包括：试销时间、试销地点、试销时间长短、需要何种信息以及如何运用试销结果等。Test marketing is a marketing technique. It is a limited introduction of a product in areas chosen to represent the intended market. Its aim is to determine the reactions of probable consumers. The test marketing process requires several decisions: when, where, how long, what information to acquire, and how to apply results. 8) 发展市场营销战略包含两个步骤：一是选择和分析目标市场；二是创造和维护适合的市场。The development of a marketing strategy encompasses two steps: one is selecting and analyzing a target market; the other is creating and maintaining an appropriate marketing mix.9) 国际客户的喜爱和需求和国内客户不同。关键在于制定正确的适应特定需求的市场营销战略。 The international customers have different tastes and needs from our domestic customers. The key is in concocting the right marketing strategy tailored to these specific needs.10) 一般来说，消费者对价格很敏感，并且通常选择较便宜的产品，除非他们确信质量或售后服务是好的。Generally speaking, consumers are sensitive to price and usually choose the less expensive product unless they can be convinced by quality or after-sales service.Unit 14对于那些准备乐观地破除重重障碍，愿意继续探寻新方法的人来说， 有着众多的全球商业机会。Opportunities in global business are around for those who are prepared to confront myriad obstacles with optimism and a willingness to continue learning new ways. 一旦你的前期工作确保了进入国际市场的准确时间，下一步的工作就是选择适当的市场进入策略, 将产品或服务输送给你的国外客户。 Once your legwork has confirmed that the timing to enter the international market is all set, the next step is to choose the appropriate market entry strategy to deliver your goods or services to your foreign customers. 目前， 我们还不能考虑合资这种选择，因为合资耗时、资源要求高，并且要不断仔细监督一些如人事、财务、基本经营活动等关键方面。但是，合资可能是开发我公司产品市场最终的步骤。 Presently, we are not in the position to consider joint ventures, because joint ventures are time-consuming and resource-demanding, and will involve continuous and careful monitoring of critical areas such as personnel, finance and basic operations, but this option may be the final step in developing markets for our companys product. 特许经营是许可证制快速发展的一种方式，通过这种方式特许权一方提供系列产品、 系统及管理服务的标准，而受特许权的一方提供市场、资金和管理人员。 Franchising is a rapidly growing form of licensing in which the franchisor provides a standard package of products, systems, and management services, and the franchisee provides market knowledge, capital, and personnel involvement in management.由于有合伙人入股，合资企业的政治、经济风险较小，如果要进入有法律、文化障碍的市场，合资比收购现有的企业所承担的风险要小。 Besides serving as a means of lessening political and economic risks by the amount of the partners contribution to the venture, JVs provide a less-risky way to enter markets that pose legal and cultural barriers than would be the case in an acquisition of an existing company通过营销活动的良好协调和整合进行跨国经验交流和专门技术的交换，这也被称为是全球化带来的好处。 Transfer of experience and know-how across countries through improved coordination and integration of marketing activities is also cited as a benefit of globalization.10. 品牌或企业标识的全球认知有利于加速新产品的引进和增强广告的效率和效果。 Global recognition of brand names and/or corporate logos accelerates new product introductions and increases the efficiency and effectiveness of advertising. Unit 15 2）电子商务是指通过电子媒体来进行商务活动。这意味着使用简单、快捷、低成本的电子通信手段来进行交易，交易的双方不必进行面对面的会晤。E-commerce is doing business through electronic media. It means using simple, fast and low-cost electronic communications to transact, without face-to-face meeting between the two parties of transaction.3) 电子商务的优势几乎是无限的，最重要的是它能够扩大你的客户基础，增加销售总量，而且无疑能够增强你的形象和声望。The advantages of E-commerce are virtually unlimited, the most important being an increase of your customer base, your overall sales and undoubtedly your image and prestige. 6）传统营销要素由4P组成，即产品、价格、渠道和促销。而电子营销有4C组成，即顾客、成本、便利和沟通。The traditional marketing is made up of four Ps product, price, place and promotion, while E-marketing consists of four Cs customer, cost, convenience and communication.7) 在电子商务世界中，一直需要给消费者、商人和金融机构等建立一个安全的、可以信任的购买环境。In the world of E-commerce, there is a continuing need to create a safe and trusted purchasing environment for consumers, merchants, and financial institutions alike.8) 随着电子支付方式的开发，电脑空间结算已经普遍存在，但许多跨国界的公司对公司商务仍然依赖传统的支付手段。这些支付手段具有一定的安全性，但随之而来的是支付迟缓、不必要的成本，甚至有时发生争端。Cyberspace is rife with newly developed electronic payment scheme but much of cross-border business-to-business commerce still relies on traditional payment methods. These conventional methods offer some level of security but often involve delays, unnecessary costs and sometimes even disputes.9) 数字产品是电子商务所独有的。虽然目前的交易量很小，但随着带宽的增加，录音和录像可以电子传递，交易量会猛增。Digital products are unique to E-commerce. Although the transaction volume is small now, as bandwidth increases, and recorded music and videos can be delivered electronically, the transaction volume will soar.10) 许多企业在审查其产业价值链时发现电子商务可以降低成本，提高产品质量，获得新客户或供应商，为现有产品开创新的销售方式等作用。 Many businesses find as they examine their industry value chains that electronic commerce can play a role in reducing costs, improving products quality, reaching new customers or suppliers, and creating new ways of selling existing products.
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