Strategic planning is the managerial decision process that matches the organization s resources and capabilities to its changing market opportunities for long term growth and survival. The marketing mix consists of four groups of variables known as the “four Ps”： product， price， place， and promotion. One marketing expert suggests that companies should view the four Ps in terms of the customer s four Cs： Product—Customer needs and wants； Price—Cost to the customer； Place—Convenience； Promotion—Communication.
战略规划是指为了企业的长期生存和发展，让企业的资源和能力与不断变化的市场机会相匹配的管理决策过程。其中营销组合包括被称为“4P”的四组变量：产品（product)、价格（price）、地点（place)和促销（promotion）。一位营销专家建议，公司应该将这4个P理解为顾客的4个C：即产品——顾客的需求；价格——对顾客而言就是成本；地点——方便；促销——交流（也称传播）。
使产品家喻户晓
promotion （al) 促销
Perhaps our sales promotion efforts should have been supported by a series of TV advertisements.
也许我们的促销努力应该有一套短小的电视广告作支持。
We need to change our promotional mix and put more emphasis on direct mail advertisements.
我们需要改变我们的促销组合，把重点更多地放在直接邮寄广告上。
Why won t we try an interesting promotion campaign？
我们为什么不试着搞一个有趣的促销活动呢？
I suggest a stronger and bigger promotion initiative.
我建议一个更强势且更具有规模的促销活动。
Thanks to our new sales promotion， sales have gone up by 30% this year.
由于我们新的促销活动，今年销售额上升了 30%。
There are a lot of promotional ways to push sales， for example， try to make yourself known by TV ads.
有好多促销手段，如可以通过电视广告来提高你们的知名度。
Now， let s discuss advertising promotion for our company s products.
让我们来讨论有关我们公司产品的广告宣传活动。
After all， you can hardly expect us to finance your sales promotion.
毕竟您不会期望我们为产品促销提供经费。
advertising / advertisement 广告
I don t think that advertising on TV would be suitable for this product.
我认为电视广告不适合这种产品。
So far the advertising only in the trade press， but the national press might be more suitable.
到目前为止，我们仅仅在本行业刊物上做广告，但全国性报刊可能更合适。
My suggestion is to run the advertisement three times a week， —Tuesday， Thursday and Friday—for two months.
我的建议是一个星期播放3遍广告——星期二、星期四、星期五——连播两个月。
Advertising aims at conveying information to potential customers and clients， and persuading the public to buy things.
广告旨在向潜在的顾客和客户传递信息，并劝说公众去购买。
Sometimes a company tries to build its corporate image through advertising.
有时公司依靠做广告来建立其企业形象。
We usually make different advertisements for each market.
我们一般针对不同市场制作不同的广告。
The social and cultural aspects must be taken into account in advertising，too.
做广告时还必须考虑社会和文化的因素。
This graph here relates advertising fees to sales.
这张图表将广告费用和销售额直接联系起来。
Electric advertising is quick， cheap and widespread.
电子广告速度快、价钱低，并且传播广。
International advertising can meet the current international affairs.
国际广告迎合目前国际事务的需要。
Very good， I hope the audience won t forget that it s an advertisement for our product.
太妙了，我希望观众不会忘记这是我们产品的广告。
I m against translating the copy， the advertisement should be recreated by a local copywriter.
我反对翻译这个拷贝，应由当地广告文字撰写人再创作。
Our ideas of what the advertising for our firm should be like differ simply too much.
我们对如何为公司做广告的想法太不相同了。
I think the first thing is what media we should use and when we should place advertising in the media.
我认为首先要看我们使用什么媒体以及何时在这种媒体上做广告。
advertising strategy 广告策略
You should develop a global advertising strategy.
你应该研究一个全球性的广告战略。
From an advertising strategy standpoint，we agree with you that advertisements which utilize TV commercials are the most effective.However，unfortunately，our company does not have the financial means to consider this option.
从广告策略的观点来看，我们赞同利用TV广告是最有效果的。然而，很遗憾，我们公司并没有财力来考虑这个选择。
Haier Group makes its brand quite famous among children through cartoons.That s a great advertising strategy.
海尔集团通过卡通片使其品牌为儿童所知。那是一个很不错的广告策略。
In addition to improving the quality of our products， we need open more international markets. It depends on advertising strategy.
除了改进我们的产品质量以外，我们需要开拓更多国际市场。这些都要靠广告策略取胜。
Thanks to the advertising strategy， we are succeed to finish the promotion.
由于这次广告策略，我们成功地完成了促销。
If we don t have a wonderful advertising strategy， it s hard for us to make our products well known.
如果我们没有一个绝佳的广告策略，我们的产品就不会家喻户晓。
Can this advertising strategy contribute to the success？
这次的广告策略会成功吗？
the... department... 某部门的功能
The media department advises and plans which newspapers， magazines or television stations a client should use.
宣传媒介部负责向客户建议和策划在哪家报刊、杂志或电视台刊登广告。
The design department， from its name， you know， designs advertisements.
广告制作部，从字面上您就知道，负责广告设计、制作。
Well， we regard the client department as the bridge between the agency and the client. They contact the clients directly.
噢，我们把客户服务部看作是公司和客户之间的一座桥梁。他们直接和客户联系。
The client department ensures that the ads. convey the right message to the right people within budget. In order to achieve this goal， they need to get as much information as possible from the clients and know how much the clients want to spend on the commercial.
客户服务部的工作是保证在预算之内让广告把恰当的信息传递给恰当的顾客。为了达到这个目的，他们需要从客户那里了解尽量多的信息，并且知道客户想花多少广告费。
At last， they convey this to the design department in the form of a creative brief.
最后，他们把这些信息以创作要点的形式传递给广告制作部。
new branch... 分店
As you have placed many orders with us， we decide to make a special offer of our products to mark our new branch factory being opened.
因为您向我们发了许多订单，对这些商品我们决定给你们特殊的价格，以庆祝我们新的分厂成立。
We are pleased to announce that new branch factory opened by us will begin production of Ginko Tea in May， this year.
我们非常高兴地向您宣布，我们的新工厂今年5月份开始生产 Ginko 茶。
We learn that you have recently opened a new branch shop for the sale of toys and， therefore， send you our best mechanical toys to wish you success.
获悉你们最近开了一家销售玩具的分店，所以把我们最好的机械玩具送给你们，祝您成功。
A：I m glad to meet you in person， Mr. Li.
李先生，很高兴见到您。
B：I m glad to have the pleasure of meeting you， too. Now what can I do for you？
我也很荣幸见到您，能帮您什么忙吗？
A：Well， as you know we re very interested in developing new markets， and we believe your expert opinion will help us a lot. Would you give us some advice about the marketing of our products？
噢，您知道我们对开拓新的市场很感兴趣，我们相信您的专家意见会对我们帮助很大，您能不能就我们的产品销售提些建议？
B：At the moment it would seem to us that it is not possible to give you a definite answer.
现在对我们来讲似乎还不能给你们一个明确的答复。
A：My biggest concern now is business promotion. Can you give me some tips？
我最关心的是产品的促销。您能提些建议吗？
B：There are a lot of ways to push sales in U.S.A. For example， try to make yourself known by TV ads.
在美国有许多促销方式。比如，通过电视广告让外界了解你们。
A：Advertisement on TV will cost a lot of money， I suppose.
我想电视广告会花费我们一大笔钱。
B：But for a new company， such expenses are absolutely necessary.
但对一个刚开始运作的公司来讲，这笔费用是绝对必要的。
A：I know. Now， let s discuss advertising campaign for our company s products.
这我知道。让我们谈一下我们公司产品的广告战略问题。
B：As you know， in order to guide our campaigns to success in the new market， we should work out a careful plan.
你知道，为了使我们在新市场的广告战里大获全胜，我们应制定一个详尽的计划。
A：Could you put it in detail， Mr. Li？
李先生，你能不能详细说一下？
B：I think the first thing is what media we should use and when we should place advertising in the media. Very often in a campaign， two or more media are used together. The purpose of our advertising is to draw foreign customers interest and keep hold of their attention， so that they may do something in return.
我想首先是我们应选择使用何种广告媒体以及在何时播出广告。经常在广告战中同时使用两种或更多的广告媒体。我们广告的目的就是引起外商的兴趣并紧紧抓住他们的注意力，反过来我们就可以从中得到好处。
A：What media do you recommend then？
您推荐什么广告媒体？
B：I think television is much more effective if it doesn t matter for us to pay a little more money.
如果对我们来讲多花点儿钱无关紧要的话，电视广告效果要好得多。
A：Well， it s worth doing so long as the result is satisfactory. But when shall we take this advertisement？
只要效果满意，值得一试。那么我们何时做广告呢？
B：How about the beginning of this fall？
今年秋初怎么样？
A：All right.
好吧。
B：Furthermore， don t neglect all kinds of industrial shows and exhibitions. You will make lots of business friends there.
而且不要忽视各种工业展览会，在那你会交许多商界朋友。
A：Only yesterday， I received an invitation to a machinery show， I think I should go and have a look.
昨天我还收到了一份参观机械展览的邀请。我想我应该去看一看。
B：Right. And go to as many social events as possible， and to make yourself known in the commercial circle.
好。另外还要尽量多参加社会活动，让商界了解你们。
A：Do you think I should visit some retailers？
我是不是应该拜访几位零售商？
B：If you want to do a wholesale business， don t go to retailers. Retail sales can only be your supplementary business.
如果你们想做批发生意，不要去拜访零售商。零售只能作为补充。
A：That is to say I should aim at big importers and chain stores.
这就是说，我应该面对大的进口商和连锁店。
B：You get the point.
你明白了。
应对突发事件
problem / mistake... 纠纷的应对
Our company will thoroughly investigate the cause of the problem.
本公司将会彻底调查问题的原因。
As it was our mistake，we will take full responsibility for the problem and will fix it as soon as possible.We apologize for the trouble caused.
这是我们的错，我们会担负起全责并尽快处理这个问题。导致这样的问题发生，我们深感抱歉。
We are terribly sorry.We promise not to repeat the same mistake again.
我们非常抱歉，我们承诺不会再犯相同的错误。
We will send our expert to investigate the problem and will report our findings to you as soon as possible.
我们会派我们的专家去调查这个问题，而且会尽快将调查结果呈报给您。
We will pay for the return postage on damaged goods. I m sorry for our mistake.
我们会支付受损商品退回的运费。我对我们的失误表示道歉。
How can we face the mistake？ Who can take the responsibility？
我们如何面对这个错误？谁来负责？
be sorry 道歉
We were very sorry to receive your complaint that the material you received was not of the quality expected.
收到了你方投诉，说您所收到的材料质量不是您所期望的，对此我们深感抱歉。
What you complained about is now under investigation， which， however， will take some time. We shall let you know the result at the conclusion of it. We are sorry to that.
您的投诉正在调查中，这需要一些时间。有结果后我们会通知您的。对此我们深感抱歉。
We are extremely sorry about this delay， which you will realize was due to circumstances beyond our control.
对这种拖延我们非常抱歉，您知道这事是我们力所不能及的。
Thank you for calling our attention to the mistake in the price of the furniture purchased by you last month. We are sorry for our mistake.
感谢您提醒我们注意到您上月所购家具价格上的错误。我们对此失误表示抱歉。
We are very sorry about the confusion about our delivery this month. There was a slip up in our sales department during the holidays， which resulted in a number of errors.
对本月交货出现混乱我们十分抱歉，节日期间我们的销售部门出现了疏忽，导致了不少的错误。
take emergency measures 采取紧急措施
There is no time to discuss the problem.We need to take emergency measures right away.
没有时间讨论这个问题了，我们需要马上采取紧急措施。
Our customers will be very disturbed if they learn of this problem. We should take emergency measures at once.
如果我们的顾客知悉这个问题，他们会觉得很困扰。我们应该马上采取紧急措施。
This trouble is the reason that the project is running late.May we discuss how to get back on track？ We should take the right emergency measures.
这个麻烦是计划执行迟缓的原因。我们可否来讨论如何回到正轨？ 我们应该采取正确的应对措施。
Why don t you take emergency measures as soon as possible？ There is no time to hesitate.
没有时间再犹豫了，为什么不尽快采取紧急措施？
Thanks to take emergency measures immediately， we hardly have any damage.
由于采取措施及时，我们几乎没有多大损失。
arrange 安排
According to contract stipulations， we are not liable for the damage， but， as there was evidence of rough handling on our part， we are willing to arrange for you half the amount of your claim，＄135.5， for full settlement.
根据合同的规定，我们对这种损坏不负责任，但是，因为有证据表明我方操作粗糙，我方愿意赔偿全额的一半，即135.5美元。
We think the first step to be taken will be to have the pieces examined by an expert， and we are arranging this to be done.
我方认为第一步应由专家对货物进行检查，我们正在安排此事。
We have arranged for the right goods to be dispatched to you at once. Relative documents will be mailed to you as soon as they are ready.
我们已安排立即给您发正确的货物。相关单据将尽快邮寄给您。
We are arranging to send you under separate cover samples we have in stock. Please select two that you consider satisfactory and return the original two pieces to us.
我们另函寄送库存物样品。请选择您感到满意的两个，把原件样品归还我方。
Page 2of this fax is a copy of the order that should have been sent to you. As you will see， this is exactly the same as last month s order. I hope that you will be able to fill the order in spite of our delay to arrange.
本传真的第二页为一份应发给您的订单。如您所见，此份与上月相同。尽管我们延误了日期，但望您能够执行此订单。take responsibility (for)... 对负责
To find the real root of this trouble，I think we need to look at the indirect factors，as well as direct factors. It s not the time to discuss who should take responsibility.
要想发现这个问题真正的根源，我认为不但是直接因素，我们也需要注意间接因素。这不是讨论谁该负责的时候。
I really want you to take full responsibility for solving this accident.
我真的希望你能担负起解决这个意外事故的全部责任。
Are you trying to avoid taking responsibility by saying that？
你想尝试借着那样说以逃避责任吗？
Why do you take responsibility for the accident？ I know it s not you fault.
我不懂你为什么要对那次意外事故负责，那不是你的错。
Could you... 你能
Could you tell me what went on at the meeting with the other party？
请告诉我会议上和对方进行的情况如何？
Could you tell me what are the issues difficult to deal with？
你能告诉我难以处理的问题是什么吗？
Could you take it back and think about it？
你可否带回去想一想？
Could you make that theme for the 3p.m.manager s meeting？
你们能否将此作为下午3点经理会议的议题？
Could you put together your opinions in a proposal for next time？
可否请你在下次将你的意见整理成一个提案？
The project details have already leaked out despite the fact that we handled it carefully. Could you have an idea？
尽管我们小心处理，计划的细节已经走漏了。你有什么办法吗？
If things go on like this，I think a problem will inevitably occur. Could you take the responsibility？
如果事情继续这样下去，我认为必然会发生问题。你能负责吗？
Could you estimate the combined sales volume from now until 3months out？
你可以估计从现在起三个月过后的销售总量吗？
Could you tell me all the features of your company s products？
你能告诉我贵公司产品的所有特征吗？
we regret... 很遗憾
We regret to learn that you consider the price of the shipped goods too high. Due to the recent oil crisis， prices of our raw materials have risen considerably. Under these circumstances， we are quite unable to allow any reduction.
很遗憾您认为所发货物的价格太高。由于最近石油危机，我方原料价格涨幅很大，在此情况下，我们的确不能给予任何降价。
Such color deviation existing between the products and the samples is normal and permissible. Therefore， the compensation claimed is impracticable. We regret for that.
这种存在于产品和样品之间的颜色偏差是正常的、允许的。因此，对索赔进行补偿是行不通的。我们深感遗憾。
We regret very much of the delay， which is due to circumstances beyond our control.
对于这种不是我方所能控制的范围内的延误，我们感到非常遗憾。
A：I ve studied your survey report and other relevant documentations concerning this ketchup deal， particularly the contract. If you don t mind， I d like to remind you of its claim clause.
我仔细研究了你方关于番茄酱的检验报告和有关文件，尤其是合同。如果您不介意的话，我要提醒您合同中的索赔条款。
B：Of course not. Go ahead， please.
当然不，请吧。
A：In the contract it s clearly put down that claims， if any， must be filed together with the evidence within 30 days after the arrival of the goods at the destination. The goods reached you in July， you d have lodged claim in August at the latest. Now， we are in October. To be strict， we have every reason to turn down the claim case.
合同中明确规定：索赔须在货到后30天之内提出，并附确凿的证据。货物于七月到达你处，索赔最迟也应在八月提出。而现在已是十月份。从严格意义上说，我们完全有理由不受理你方索赔。
B：What you ve talked about is not beyond my expectation. It s true that we stored up the goods in the warehouse since it was the slack season and the market was weak when they arrived. It was not until September that the cases were sold and opened by our customers， who discovered the blown tins. Another fact is that the expiry date is September， 2008. If the goods were of good quality， they couldn t deteriorate almost one year in advance.
您刚才谈的，均在意料之中。我必须承认，货物到达以后，由于市场疲软，且又是淡季，我们把货物存在仓库里。直到九月份货品才售出，我们的客户打开之后发现膨听。另外，番茄酱的保质期应该到2008年9月份。如果货品质量好，也不能提前一年就变质吧。
A：Mr. Rajiadi， it seems to me that both of us should be held responsible for our own faults. We suppliers should guarantee the product quality. However， you should also honor the contract. Well， I have a proposal to make， which I believe will have the case settled to our mutual satisfaction.
拉贾迪先生，我认为我们双方均有责任。我们供货方应该保证货品的质量。而你方也应遵守合同的规定。好，对于如何解决该项争议，我来提个建议，相信双方都能满意。
B：What is it？
什么建议？
A：The total value of the goods should be reduced by 40% and we ll give you an allowance by way of credit for the amount to be set against your future purchases of the same products from us. I think it s fair and reasonable.
给您总体降价40%。 支付方法是：从您将来订购同样货品的付款中扣除。这样既公平又合理。
B：40% of reduction？ It s too modest. At least 60%. I didn t ask you to compensate our entire loss.
减40%？太少了，最低也得减60%。 我还没让您赔偿我们全部损失呢。
A：Well， how about 50%， half to half？
好吧，50%吧。各让一半。
B：Well， I m afraid I have to accept it， Mr. Zhou.
好吧，只能如此了。
产品营销前期准备
reduce / cut... 比例削减
I m very sorry，but there will be a 13% cut in the development department s budget.
我很抱歉，但是开发部门的预算将会被删减13%。
According to my estimate，we need to reduce expenses by ten percent.
根据我的估算，我们需要减少10%的费用。
It is possible to cut last year s expenses by ten percent.
去年的费用减少10%是可能的。
Aren t there expenses that you can cut down on in your department as well？ Please make a list and turn it in.
难道你们部门不能也删减一些费用吗？请做一份表交上来！
We cannot cut the budget for this plan.
我们不能削减这个计划的预算。
On orders of more than 1，000 units， we ll cut the transport fee for you.
订数若超过 1000个，我们就将减少你们的运费。
Is there any possible to reduce expenses by 15%？
有没有可能减少15%的费用？
market(ing) 营销
How do you value the function of marketing in the management process？
你如何评价营销在管理过程中的作用？
Marketing plays a very important part in the entire process of management.
营销在整个管理过程中起着非常重要的作用。
Marketing is a three sided function.
营销具有三个功能。
Marketing research and product development are one side and advertising and sales promotion are another.
营销调查和产品开发是一个方面，广告和促销是另一个方面。
Selecting the appropriate marketing channel in the beginning is vital.
在一开始选择适当的营销渠道是至关重要的。
It s important to establish a clearly defined marketing policy at the beginning.
一开始就形成一个明确的营销政策是重要的。
To be frank， I know very little about the marketing conditions of Europe.
说实在的，我对欧洲的销售环境知之甚少。
You ll lose the market completely if you ignore this.
如果忽略了这一点，你会完全丢掉市场。
We ll ask him to do a market research.
我们将请他做一个市场研究。
I believe it s high time you changed your marketing policy.
我认为你该变换营销政策了。
Your policy is paid off in our market.
你的生意宗旨在我们的市场大见成效。
We need a flexible strategy to meet the changing market condition.
我们要有灵活的策略应付市场变化的形势。
If we reduce our prices， I m sure our market share will increase.
如果降低价格，我相信我们的市场份额就会增加。
But I think the increased market share is the objective.
但我认为增加市场份额是目的。
The market is already very competitive and getting more so.
市场竞争已经非常激烈，并且会更加激烈。
budget... 有关预算
Make a budget and submit it by the next executive presentation.
在下次执行简报前做一份预算提案并呈报。
We should increase the marketing department s budget.
我们应该增加市场营销部门的预算。
Please make sure that we somehow get our budget.
请务必设法确保我们得到预算。
I wonder if we can cut the budget to solve the problems recently.
我们是否可以通过削减预算来度过当前的难关。
How about adjusting the budget to keep balance？
何不通过调整收支来达到预算平衡？
stock 库存
I m sorry but we are currently out of stock.
我很抱歉，但是我们现在没有现货。
We are currently checking our stock.
我们现在正检查我们的库存。
This order will be delivered from the distributing center in Yokohama. Is there any problem about our stock？
这个订单将会从Yokohama的物流中心运送出去。我们的库存有问题吗？
I would like to ask you about the stock.
我想请问一下你们的库存情况。
If 100 sets are bought， we are currently out of stock.
若要购买 100套我们没有现货。
data 资料
I d like to have certain data as soon as possible.
我想尽快拥有可靠的资料。
These are data on the matter.
这些是与这件事相关的资料。
Since I have all the data， I can give you what you need.
因为我有全部的资料，所以我能给你所需要的任何资料。
I d be willing to offer you any necessary data.
我愿意为你提供任何必要的资料。
According to the data I investigated， that s right.
根据我所调查的资料，这完全正确。
Please go through the data and tell me if there are any changes I need to make or anything else you noticed.
请检查这些资料，如果需要更改或是你注意到其他问题，请告诉我。
I ve been receiving a lot of data， but I don t remember the report about this.
我收到很多资讯，但是我不记得有这件事的相关报告。
Thank you very much for presenting so many different data.
非常感谢你提供这么多不同的资料。
Please read the data I distributed.
请各位看一下我发下去的资料。
hope/have confidence in... 希望/有信心
We hope to receive your orders for these goods.
我们希望收到这些货物的订单。
We hope you will not lose this chance so that you will benefit from the expanding market.
希望您不会错失良机，这样您将从不断扩大的市场中获益。
We have confidence in that our products are saleable in your market and will bring profit to your firm.
我们对我方产品在贵方市场畅销充满信心，这也将为贵公司带来利润。
We hope you will take advantage of this favorable offer and send us your acceptance at an early date.
希望您将利用这个有利的发盘的机会，尽早给我方发确认书。
We have confidence in receiving your order， which will have our prompt and careful attention.
我们有信心会接到您的订单，我们将迅速而认真地经办您的订单。
We have confidence in the quality is the best at the price available we offered to you and far superior to those of foreign makers who are supplying to your market.
就我们给您发盘的、能够得到的价格而言商品质量是上乘的，比国外制造商在贵方市场上的供货优越得多。
We have confidence in it would be greatly to your interest to make a trial of these goods.
试购这些商品，对您益处极大。
We hope to direct your attention to the good quality of our products instead of price.
希望贵方注意我们产品的良好质量，而不是价格。
A：What would you like to ask me？
你想了解点什么呢？
B：Well， you told me you re representing Stanele Thermatron. Ltd. and that you wish to introduce their products of Heaters and Welders into our market. Is that so？
嗯，你说自己代表 Stanele Thermatron 有限公司，你想把这家公司的产品，像加热器、焊机引入我们的市场，是这样吗？
A：Yes， Mr. Liu. You know， Stanele Thermatron Ltd. is an established firm whose products have met with warm reception on the European market for their superior quality and attractive prices. Now they want to develop trade with China and to find an outlet for their products here in Shanghai. I ll appreciate your strenuous efforts to promote the sales in your market on a commission basis. When your attempts prove to be fruitful， I may even consider appointing you as our sole agent in China.
是这样的，刘先生，您知道，Stanele Thermatron 有限公司的产品以其物美价廉在欧洲市场上受到广大消费者的极大欢迎。现在呢，他们公司打算在中国开展贸易，并且希望先在上海打开市场。我欣赏您为促进销售所做的不懈努力，倘若很有成效，我会考虑任命您为我们在中国的独家代理。
B：Well， Mr. Wu. I suppose we could best discuss this business now. I think you realize that the products you wish to sell are within the scope of our business activities and we have years of experience in this particular line. Furthermore， we ve got many prospective buyers， including retailers and end users， who are interested in your products. Our sales representatives pay regular visits to these buyers and have established excellent connections with them.
好吧，吴先生。我想现在我们可以好好谈一下这笔生意了。在我看来，你应该可以意识到你打算销售的产品正好在我们的业务范围之内，而且我们在这一领域有着多年的经验，更重要的是，我们有很庞大的客户群，包括零售商及终端消费者，他们都对你们的产品很感兴趣。我们的销售代表定期拜访这些客户，与他们有着紧密的联系。
A：It s really very interesting to hear that. How many sales representatives do you have？
很高兴听到这些。那么，你们公司有多少名销售代表呢？
B：At present， we have six. They are constantly on road covering key cities of Zhejiang and Jiangsu Provinces. As a rule， we deal only with exclusive distributors. What I mean is we sell to only one client in any one city.
到目前为止，有六名。他们大多负责江浙一带。通常我们只同唯一指定的经销商打交道。也就是说在一个城市我们公司只设一个代理经销商。
A：I see. You sell direct to shops.
我明白。你们直接与销售商挂钩。
B：Yes， our clients are all for speciality products， not the kind of things to sell in bulk to wholesalers. We approach the retailers direct， without any middleman.
是的，我们的客户群都是经营指定商品，而不是间接经营不同种类的商品。我们公司与零售商直接联系，不经过中间商插手。
A：Do you keep any stock of the goods？
那你们保留库存吗？
B：Generally speaking， we do not keep any stock. We ll just pass the orders on to you， and you supply the clients direct. However， if you decide to appoint us as your sole agent， we consider carrying a limited quantity of stock on hand.
通常情况下我们不留库存。我们只是把定单交给你们，由你们来直接供应给客户。不过，如果你们打算由我公司作独家代理，我们会考虑留一部分库存的。
A：Then what price should we quote you？
那价格怎么算？
B：Well， we would like to have you quote list prices， and then decide what discounts to offer according to whether we supply retailers or end users. I suppose you might as well work out your prices from your costs.
是这样的，我们打算先听听你们给的价儿，然后再决定一下佣金，这要看我们是供应零售商还是终端客户群了。我想你们也能根据成本给个价儿吧。
A：Yes， but before fixing our prices， we have to know what your service charges will be.
当然，但在此之前，我们要清楚你们打算要多少服务费。
B：Do you mean commission？ That is what I am thinking about. You can consider your prices so as to cover us with a certain percentage， which is to be decided through friendly consultation.
你是指佣金吗？这正是我所考虑的。你方可以根据佣金比例来决定出价的高低，当然这些都好商量。
A：Yes， I like the idea of a percentage.
好的，我赞同按比例算这个主意。
B：And our remuneration increases with the turnover. But as you know to start with we ll meet more difficulties with new products. Therefore， we would like to ask for a guaranteed minimum. I mean an allowance you are going to pay us， say monthly， even if the sales do not warrant it. Otherwise， with all the travelling and advertising that is to be done， especially at the beginning of our sales， we might find ourselves out of pocket. After all， you can hardly expect us to finance your sales promotion.
而且我们的酬劳要随交易额的增加而增加。不过你方应该知道新产品的推广最初会遇到一些困难，所以我方要求一个保底金。我的意思是你方要按月付给我们一笔钱，即使销售不尽如人意。否则，在最初又要四处跑客户又要打广告，我们很快就没钱了。毕竟，你们不能期望我方无偿推广你们的产品吧。
A：How do you say？
怎么说？
B：Well， you think so？ Supposing you decide to grant us the agency， and we both agree on the terms， you should send us as many as possible price lists， illustrated catalogues， and also leaflets to be distributed among our clients.
你们没考虑过吗？如果要我们代理的话，并且我们又在各方面都达成了一致的情况下，你方应尽可能提供价目表，插图册，还有一些可供顾客们了解产品的小册子。
A：Yes， we can give you all that.
那当然，我们都会提供的。
克服语言障碍
make sure... 预先的建议
There are many non native speakers of English present. Make sure that we all try to avoid slang words or colloquial expressions.
在场的有许多母语非英语的人士，确定一下我们全部试着避免用俚语或口语表达。
To make sure that the language gap will not stand in our way of communication，I would like to suggest all of us try to speak as clearly as we can.
为了确定语言的隔阂不会阻碍我们的沟通，我想建议我们都尽可能说得清楚一点。
We should make sure that everyone can pay more attention to the speaker.
我们都应该确定下来，当发言人说话时我们要认真听。
As there are some non native speakers of English attending here， we d better to make sure the speed when we discuss.
因为有许多母语非英语的人士参加，我们最好确定一下我们讨论时的速度。
There are some non English speaking people here， so we should make sure there is a simultaneous interpreter here.
因为这里有一些不会讲英语的人士，所以我们应该确定现场有一名同步翻译人员。
Excuse me.May I talk to my colleagues in Chinese to make sure that we all understand what we are talking about，please？
对不起。我可否和我同事用中文交谈一下，以确定我们都明白了谈论的内容是什么。slow down 放慢速度
Will you slow down and recapitulate what you have just said about the case？
可否请你放慢速度，将刚才针对那个案子所说的，扼要重述一次？
Could you slow down a little？
你可以讲慢一点吗？
If you can slow down a little， I ll appreciate very much.
如果你可以讲慢一点，我将十分感激。
catch up with... 赶上
The conversation between you makes it difficult for non native speakers of English including myself to catch up with you.
你们之间的对话对于以非英语为母语的人，包括我自己在内，很难跟得上。
I am having trouble catching up with what you are talking about.
我有点跟不上大家正在讨论的。
Excuse me，but I am getting lost here.Can we go back to what we were talking about a bit？ I can t catch up with you.
对不起，不过这里我搞糊涂了。我们可以稍微回到我们刚才所谈的吗？我跟不上你了。
Sorry to interrupt you， but I can t catch up with you at all.
很抱歉打断你们，但我真的一点都跟不上你们的谈话内容了。
Mr. Wang， you seem so puzzled， can you catch up with us？
王先生，你看起来很迷茫，你能跟得上我们吗？
if... 如果
I think you are using a lot of slang words or expressions.They are difficult for me to understand.I wonder if you can use the common ones.
我认为你正在用俚语或惯用语表达，对我来说那些难以理解。你可以使用常见词吗？
I am not familiar with some of the words you used.I would appreciate it if you could use simpler words.
对于某些你所使用的字词我并不熟悉。如果你能用简单一点的字词，我会很感激的。
If you don t mind，I would like to talk with my associates in Chinese to make sure that we know the concept of the technical words just brought in.
如果你不介意，我想用中文跟我的同事讨论，以确定我们明白了刚刚提到的技术性用词的概念。
It might be better if we have simultaneous interpreters at the conference.
在会议上如果我们有同步翻译人员会比较好。
I think that this conference will become more efficient if we have an interpreter.
如果我们有个口译员，我想这个会议将会变得更有效率。
I wonder if you mind I am an engineer， not a professional interpreter.
你是否介意我是个工程师，并非专业口译人员。
interpreter 口译人员
Pardon me.Would you allow me to speak Chinese and use the interpreter，please？
对不起。可否请您允许我用汉语说，并请口译员翻译？
Mr.（Ms.）Nakamura from the third section of the business department is going to be our meeting s interpreter today.
业务3部的Nakamura先生(小姐)将在我们今天的会议上担任口译。
We will bring our own translator / interpreter.
我们会带自己的翻译过来。
As there are some non English speaking people attending here，I would like to be their interpreter.
(=There are some non English speaking people here；therefore，I will interpret as needed.)
因为这里有一些不会讲英语的人士参加，我想担任他们的口译。
Of course，I will do my best.However，I have little experience as a interpreter. Please help me if it gets difficult to proceed.
当然，我会竭尽所能。然而，我没什么口译经验，如果在会议进行中有困难时，请协助我。
I m going to be your interpreter today.I would appreciate your kind support.
今天我将担任各位的口译人员，若能得到各位的协助支持，我将十分感激。
They assigned me to do the interpreting job for this conference because I have specialized knowledge of this technology. So I m the interpreter here.
因为我有这门技术的专业知识，所以他们指定我来为这场会议做翻译工作。也就是说，我是今天的口译人员。
Because we can t understand the concept of the technical words just brought in， I would like to turn to my interpreter for help.
因为我们不太明白刚刚提到的技术性用词的概念，我想请翻译帮忙。
Can I have an interpreter with me？ Because my English level is not very well.
我可以随行带一名口译人员吗？因为我的英语水平不是很好。
I would like to let you know that we are going to have a translator/interpreter in advance.
我想事先让大家知道，我们将有一位翻译人员在场。
A：Since our country is experiencing a recession of considerable dimension at this moment， we cannot possibly bring ourselves to execute a purchase which is quite beyond our means.
因为我国此刻正面临相当大规模的经济萧条，所以我们不可能购买超过我们财力所及的物品。
B：Gee， you re talking over my head.
哎呀，你的话我不懂。
A：Am I？
是吗？
B：Yes， I can t follow you very well. Would you mind using simpler words？
是的，我听不太懂你说的。您介意用较简单的话吗？
A：Of course not.
当然不。
B：Thank you.
谢谢。
