第五章 商务口译

1. 第五章 商务口译 Chapter 5 Business and Trade

2. Warming-up Reading Material • Passage 1 • Amway Products—Value for Money • New Digital Talking Book • Passage 2 • Foreign-Capital Enterprises • Interpretation Practice • Passage 1 • Ordering Wrappers • Ordering a Printing Machine • Passage 2 • 价格谈判

3. Warming-up －Passage 1 • Amway product 安利产品 • organic farm 有机农场 • water treatment 水处理 • Satisfaction Guarantee 顾客服务保证 • Braille 布莱叶盲文，点字法

4. Warming-up －Passage 1 Amway Products—Value for Money New customers are occasionally surprised at the price of AMWAY products. Some people expect products offered by direct sale to be low-priced, inferior copies of the goods they can buy in stores. Amway has never built its business on that concept. From its beginning in the late 1950s, Amway’s focus has been on quality products that deliver exceptional performance at competitive prices. This commitment to quality is reflected in the intensive research and development that goes into AMWAY products. What other company can boast: ·A development and manufacturing facility more than a mile (1.6 km) long ·Organic farms in two hemispheres ·Research partnerships with leading international universities ·Facilities to replicate the water quality in countries around the world ·A list of parents related to products for everything from water treatment to hair repair

5. Despite this huge investment in product development, AMWAY products, in general, are price-competitive and good value for the money. Research shows that some products are less expensive than their counterparts, others are more expensive, and most are competitively priced. Products that are more expensive usually have greater features and benefits over competitive products. Many products, such as L.O.C.TM Multi-Purpose Cleaner, are highly concentrated, meaning a single purchase lasts longer. On a cost-per-use basis, these products are priced very competitively. Product is delivered directly to the consumer and backed by a Satisfaction Guarantee.

6. New Digital Talking Book A model for a new digital talking book that could take the place of the cassette-based players in use today was made known to the public October 21 by the library of National Library Service for the Blind. The book-like model is called a Dook (digital book) by its designer Lachezar Tsvetanov, a 23-year-old student of industrial design at the University of Bridgeport, Connecticut. Tsvetanov, who won ＄5,000 for the design in an Industrial Designers competition in June, said he wanted the player to resemble a book because “ a high percentage of talking-book readers are older. And young people who use the Dook will feel they don’t stand out in a crowd because it looks like a book”. The Dook has no moving parts and reads a book using a digital card. It resembles an open book with two thick pages divided by a metal string; buttons along the edge allow for page-turning, bookmarks, and searching. Its sound system will benefit older readers who cannot read Braille.

7. Warming-up －Passage 2 • foreign-capital enterprise 外资企业 • laws and regulations 法规 • legitimate rights and interests 合法权益 • State Council 国务院 • A legal entity 法人 • industry and commerce administrative authorities 工商行政管理机关 • remuneration 酬劳；赔偿 • cancel business license 吊销营业执照 • set up account books 设置会计帐簿

8. submit the accounting statements 报送会计报表 • financial and tax authorities 财政税务机关 • preferential treatment for tax reduction or exemption减免税优惠待遇 • pay income tax 缴纳所得税 • apply for a refund 申请退税 • remit abroad profits 把利润汇寄国外 • liquidate 清理，清算（破产企业） • terminate the operation 终止经营 • nullify the registration 取消注册

9. Warming-up －Passage 2 Foreign-Capital Enterprises I’d like to take this opportunity to introduce China’s laws and regulations concerning foreign-capital enterprises. To expand economic cooperation and technological exchanges with foreign countries and promote the development of China’s national economy, the People’s Republic of China permits foreign enterprises, other foreign economic organizations and individuals to set up enterprises with foreign capital in China and protects the legitimate rights and interests of such enterprises. Foreign-capital enterprises shall be established in such a manner as to help the development of China’s national economy. The State shall encourage the establishment of export-oriented and technologically advanced foreign-capital enterprises. The investments of foreign investors in China, the profits they earn and their other lawful rights and interests are protected by Chinese laws.

10. The application to establish a foreign-capital enterprise shall be submitted for examination and approval to the department under the State Council which is in charge of foreign economic relations and trade, or to another agency authorized by the State Council. After an application for the establishment of a foreign-capital enterprise has been approved, the foreign investor shall, within 30 days from the date of receiving a certificate of approval, apply to the industry and commerce administrative authorities for registration and obtain a business license. A foreign-capital enterprise that meets the requirements for being a legal entity under Chinese law shall acquire the status of a Chinese legal entity, in accordance with the law. A foreign-capital enterprise shall make investments in China within the period approved by the authorities in charge of examination and approval. If it fails to do so, the industry and commerce administrative authorities may cancel its business license.

11. In the event of separation, merger or other major changes, a foreign capital enterprise shall report to and seek approval from the authorities in charge of examination and approval, and register the change with industry and commerce administrative authorities. When employing Chinese workers and staff, a foreign-capital enterprise shall sign contracts with them according to law, which shall clearly prescribe matters concerning employment, dismissal, remuneration, welfare benefits, labor protection and labor insurance, etc. Workers and staff of foreign-capital enterprises may organize trade unions in accordance with the law to conduct trade union activities and protect their lawful rights and interests. Foreign-capital enterprises shall provide necessary conditions for the activities of the trade unions in their respective enterprises.

12. A foreign-capital enterprise must set up account books in China, conduct independent accounting, submit the accounting statements as required and accept supervision by the financial and tax authorities. Foreign-capital enterprises shall pay taxes in accordance with relevant state provision, and may enjoy preferential treatment for tax reduction or exemption. An enterprise that reinvests its profits in China after paying income tax may, in accordance with relevant state provisions, apply for a refund of the portion of the income tax already paid on the reinvested amount.

13. The foreign investor may remit abroad profits that are lawfully earned from a foreign-capital enterprise, as well as other lawful earnings and any funds remaining after the enterprise is liquidated. Foreign employees in a foreign-capital enterprise may remit abroad their wages, salaries and other legitimate income after the payment of individual income tax in accordance with the law. When terminating its operation, a foreign-capital enterprise shall promptly issue a public notice and proceed with liquidation in accordance with legal procedures. At the termination, the foreign-capital enterprise shall nullify its registration with the industry and commerce administrative authorities and hand in its business license for cancellation. Thank you for your attention.

14. Interpretation Practice －Passage 1 • cardboard 硬纸板 • wrapper 包装纸 • fix up 确定 • discount 折扣 • cosmetics 化妆品 • ink-transfer printing machine 油墨转色印机

15. Ordering Wrappers [Hopkins (H), the marketing manager of a food company phones Lewis (L), who works in a printing company.] H: Hello, can I speak to Mr. Lewis, please? L: Yes, speaking. H: This is Barbara Hopkins from Cornelle. We did some business with you a while back. Perhaps you know about us. We produce frozen cakes and I’m responsible for marketing. L: Oh, yes. How can we help you? H: Well, I’d like some information about prices. L: I see. I’ll just write down the details. What exactly are you interested in? H: You used to supply us with cardboard display wrappers, standard size. Could you let me have a firm quote for 250,000 of those? L: Okay.

16. H: We’d also like quote for 1000 four-colour 2m×1m posters and 500 1.5m×4m display stands, also in four-colour. L: Mm, good. H: Would it be possible to send details by the end of the week in writing? We’ve had problems with our usual supplier and we want to get fixed up as soon as possible. L: That shouldn’t be a problem. I’ll get some samples and price lists in the post. H: Fine. And could I also have quotes for the same quantity of wrappers if we order again in six months and then again in 12 months? I assume you will be able to give me a good discount on this size of order? L: Yes, I should think we’ll be able to organize something. You’re based in London, aren’t you? H: Yes. L: Well, I’ve got to be in London on Monday. Would you like me to call in and we could discuss any design features…

17. Ordering a Printing Machine(Mary from the Production Department of Elite rings the Sales Department of IMM.) Jim: Jim Reeves speaking. Mary: My name is Mary Rogers from Elite. I don’t know if you’ve heard of us. Jim: Yes, I think so. You produce cosmetics, don’t you? Mary: That’s right. Jim: How can we help you? Mary: We’re looking for a replacement for one of our ink-transfer printing machines. We’ve just introduced a new range of fragrances and our present machine doesn’t seem to be coping with the design changes. Jim: Which of our machines were you thinking of? Mary: Well, I’m not quite sure which one will suit our specific requirements best. Jim: Ah. You said the machine you’ve got wasn’t coping with design changes.

18. Mary: Yes, we’ve got problems printing on the bottle caps. The new ones are triangular shaped, but we also produce other geometric shapes, so we need a machine which will give us more flexibility and allow us to print on just about any shape. Jim: I see. And what are the caps made of? Mary: They’re normally plastic and sometimes glass for the more expensive range. So obviously any machine must be capable of printing on fragile materials. Jim: Ah, and what kind of speed does your present model have? Mary: Speed isn’t really a factor. The one we’ve got produces 1000 impressions a minute, which is really quite adequate for our needs, but what we do need is an easy set-up procedure, so that we can handle short runs of our different product lines.

19. Jim: Right. Any other special requirements? Mary: Ah, yes. There is one other thing. For some of our lines, we need multi-coulour printing. So we’ve really got to have a facility for both single and multi-colour printing. Jim: Yes, I think we’ve got just what you’re looking for. Our model 50 LK is the smallest machine in our printing range, but it seems to fit all your requirements. Would you like me to send you a brochure? Mary: Yes, could you get it in the post for me today? Jim: Yes, no problem.

20. Interpretation Practice －Passage 2 • 就…作一简单介绍 give a briefing on • 旱冰鞋 roller-skates • 有好的销路 catch the market • 交货保证 a guarantee of delivery • 在利润空间很小的情况下做生意 operate on small margins • 在…方面卡壳 get stuck over… • 双方做点让步 meet each other half way

21. 价格谈判 中国出口商黄女士（H）正在跟一外国参展商渡边（W）先生谈判，经过一番简单介绍他们最近研发的ET牌塑胶旱冰鞋，他们开始了价格的谈判。 H:好吧，让我们开始切入正题。渡边先生，我向您介绍一下我们最近推出ET牌旱冰鞋在玩具制造方面的新概念吧。您的面前放有样品以及目录。它们是玩具技术方面的新突破，使用既耐用又轻的塑胶原料做成，受到小孩以及成人的喜爱，我相信它们会有很好的销路。 W:这些旱冰鞋看着挺不错，但是价格太高了。 H: 渡边先生，请问你对我们哪个系列的产品尤其感兴趣呢？ W:我对之前提过的那系列感兴趣。但是我想听听您关于价格以及折扣的说法。

22. H:旱冰鞋标签上的价格是50美元一双，我们报45美元。您认为如何？H:旱冰鞋标签上的价格是50美元一双，我们报45美元。您认为如何？ W: 那离我想要的价格太远了。 H: 43美元如何？ W:我还30美元一双。 H:那太少了。我让步到40美元一双。 W:好吧，您已经做出让步，那我也让步一点，我提到35美元，我不会再加了。这样可以接受吗？ H:好的。我同意。 W:我们谈谈折扣的问题吧。 H:我当然很乐意谈折扣的问题。但是您是否能指明一下你们想订多少呢？ W:挺多的。你们给1000双的订单折扣多少？

23. H:那个数量的话，渡边先生，我们打9折。 W: 9折！ H:请让我说完。除了打9折，我们还保证两个月内发货。 W:肯定要两个月内发货，否则我们也不会感兴趣。我们圣诞节之前就要收到。我要重申一点，我希望您能认识到这点，我们要比你说的再低的折扣。 H:如果您承诺订2000双的话，我们可以给再低点折扣。 W:有多低？ H:如果是2000双的话，我们可以打8折。 W: 9折，8折。我都厌烦了这个了。您在闹着玩呢。我们要更低的折扣。我会订很多，我也在利润空间很小的情况下做生意。

24. H:如果您要更低的折扣，您订的数量要足够大才行。H:如果您要更低的折扣，您订的数量要足够大才行。 W:我们在转圈子呢。难道2000双数量还不够大吗？除非您愿意作出让步，否则我们谈不出什么结果。 H:渡边先生，不要让我们都卡在价格上好么？我们双方都作出让步：你订2500双，我们打7.5折。这样行了吧？ W:这还差不多。 H:那好。

25. The End!