华丽的转身159
我学过国际贸易，FOB和CIF都是最常用的贸易术语二者责任和费用都有区别：FOB下租船订舱和办理保险的责任都在买方，而CIF由卖方负责还有运费和保险费FOB下买方承担，CIF下卖方承担二者也有相同点：交货都在出口国的装运港风险划分都以装运港船舷为界适用的运输方式都为水上运输 每一个术语的具体解释在下面。（一）FOB ： 装运港船上交货定义：指卖方办妥出口清关手续后，在约定的期限内，在指定装运港将货物交至买方指定的船上，即完成交货义务，并承担货物装船之前的一切费用、风险和手续责任；买方必须自货物在装运港越过船舷时起，负担货物的一切费用和风险。 1. FOB术语下买卖双方的义务：（1）卖方义务① 在合同规定的日期或期限内，在指定装运港，将符合合同的货物按港口惯常方式交至买方指定的船上，并给予买方充分通知；② 承担货物在装运港越过船舷为止的一切费用和风险；③ 取得出口许可证或其他官方批准证件，办理货物出口所需的海关手续；④ 提供商业发票和通常单据，或具有同等作用的电子信息。( 2 ）买方义务① 按合同规定支付价款；② 租船或订舱，支付运费，并给予卖方关于船名、装船地点和要求交货时间的充分的通知；③ 承担货物在装运港越过船舷之后的一切费用和风险；④ 取得进口许可证或其他官方批准证件，办理货物进口所需的海关手续；⑤ 受领卖方按合同规定交付的货物，接受卖方提供的单据（二）CIF ：成本加保险费、运费定义：是指卖方卖方办理货物的出口清关手续后，在约定的期限内，在指定装运港将已办理运输与保险并支付所需运费与保险费的货物交至买方指定的船上，即完成交货义务；买方自货物在装运港越过船舷时起，负担货物的一切风险。 1 ．买卖双方的主要义务( 1 ）卖方义务① 在合同规定的日期或期限内，在装运港将货物交至船上，并给予买方充分的通知；② 承担货物在装运港越过船舷为止的一切风险；③ 租船或订舱，支付运费，并办理货物的水上运输保险，支付保险费；④ 取得出口许可证或其他官方批准证件，办理货物出口所需的海关手续；⑤ 提供商业发票和通常单据，或具有同等作用的电子信息。( 2 ）买方义务① 按合同规定支付价款；② 承担货物在装运港越过船舷之后的一切风险；③ 取得进口许可证或其他官方批准证件，办理货物进口所需的海关手续；④ 受领卖方按合同规定交付的货物，接受与合同相符的单据应该明白了吧？？-------------------------------------------好像看错了问题，你要的是翻译你那两句话么？CIF, abbreviation of Cost Insurance and Freight, is one of the external trade terms, which requires the exporter to pay for the cost, insurance and freight of the exportation. FOB, abbreviation of Free On Board, is another way of external trade, under which the exporter's only obligation is to deliver goods on board and the other expense, including chartering ships, should be paid by the inporter.我自己译的，不保准哈~呵呵
小小桐桐
gracious warmthexpand openingmultinational mergergracious invitationtake an active part industrial investment fundwarm hospitalitymultilateral trade systemventure capitalsino-euro trade associationopen to the general public and compete in ordercooperationbelgium-china economy and trade councilmarket environment franchised operationluncheonlegal adminstrationwest-east natural gas transmissionbasic state policyto run the government by high standards west-east electricity transmissionoverall national strengthmultinational trade negotiationsupporting projectall-roundinstructive adviceinfrustructureopen to the outside worldregistered capital limit operation by the marketactive fiscal policyindustrial tariffhigh-profile visitdirection of developmentrestructure of state-owned companythe process of European intergrationdecrease the cost of transactiondeepen reformasset reformation and treatment sustainable development of economy
小不娃娃
1.多听 多看 多说 多练 2.平时多积累一些词汇 这样用的时候就不会感觉无从下手。 3.有条件的话可以报个好点的培训班多跟老师和同学进行交流，多研究 4.最好是看一些资料和光碟。属于日常口语方面的 ，能锻炼自己的表达能力。 5.记忆词汇的时候要掌握内在规律，比如 发音方面的 词形方面的 意义方面的等等 6.可以多看一些英语类的节目，英语类的书籍。 7.可以多写写小短文。从简单句入手。逐步提高。 8.可以听听英语歌。看看英语短剧等等*
睡神熊猫
下面是我整理的 商务英语 用语，以供大家学习参考。
英语商务用语-询价用语、产品自我推荐
询价用语
a.随函寄上询价单一份。
We are enclosing here with an inquiry sheet.
b.如果贵方对……感兴趣，请告具体询价。
If you are interested in our…,please let us know with a specific inquiry.
c.一收到贵方具体询价单，我方马上航空邮上样品册并报价。
Quotations and sample books will be airmailed to you upon receipt of your specific inquiry.
请求报价
a.兹函请提供……的报价。
We are writing to invite quotations for the supply of….
b.请将定期供应……之报价赐知。
Please let us have a quotation for the regular supply for….
c.请将下列货品的最低价格赐知。
Kindly quote us your lowest prices for the goods listed below.
请求做代理商
a.我们深盼与英国公司接洽，希望成为其销售代理商之一。
We are anxious to contact some British firms with a view to acting as their selling angents.
b.如蒙考虑担任销售你们……代理商，我们将十分高兴。
We should be glad if you would consider our application to act as agents for the sale of your…
寄发资料用语
a.很高兴寄你一邮包，内装……
We are pleased to send you by parcel post a package containing…
b.欣寄我方目录，提供我方各类产品的详细情况。
We have pleasures in sending you our catalogue, which gives full information about our various products.
c.欣然奉上我方产品样品，在贵方展厅展出。
We should be pleased to let you have samples to give a demonstration at your premises.
d.为使贵方对我方各种款式的手工艺品有一初步了解，今航邮奉上我方目录和一些样品资料，供您们参考。
In order to give you some idea of various qualities of handicrafts we carry, we havepleasure in forwarding you by airmail one catalogue and a few sample books for yourperusal.
附寄资料用语:
a.随函附上本公司新出品的……样品，请查收。
You will find enclosed with this letter a sample of new….
b.随函附上购货合同第××号两份，希查收，谅无误。请会签并退我方一份备案。
Enclosed please find two copies of Purchase Contract No.…，which we trust will be found in order. Kindly sign and return one copy for our file.
c.我们很高兴地附上询价单第××号，请贵方报离岸价格。
We have pleasure in enclosing our file.
d.我们确认向贵方购买……,随函附上订单确认书供参照。
We confirm having purchased from you….A confirmation order is enclosed for your reference.
价格用语
a.我们发现你方报价比我们从其他地方收到的略为偏高，请你方降价，以适应竞争。
We find your quotation slightly higher than those we have received from other sources, and ask you to reduce your price to meet the competition.
b.我们很抱歉地通知你方价格无竞争力，若贵方能降低价格，使我方可接受的话，我们仍对交易感兴趣。
We're sorry to inform you that your price has been found uncompetitive, but we're still interested in doing business if you can bring down your price to a level acceptable.
产品自我推荐
a.请容我们 自我介绍 ，我们是……首屈一指的贸易公司。
Let us introduce ourselves as a leading trading firm in…
b.本公司经营这项业务已多年，并享有很高的国际信誉。
Our company has been in this line of business for many years and enjoys highinternational prestige.
c.我们的产品质量一流，我们的客户一直把本公司视为最可信赖的公司。
Our products are of very good quality and our firm is always regarded by our customers as the most reliable one.
英语商务用语(自我推荐)
a.请容我们自我介绍，我们是……首屈一指的贸易公司。 let us introduce ourselves as a leading trading firm in…
b.本公司经营这项业务已多年，并享有很高的国际信誉。 our company has been in this line of business for many years and enjoys high international prestige.
各种商务会议英语常见术语
二、召开会议常见术语
rostrum 讲台
public gallery 旁听席
notice board 布告牌
to convene, to convoke 召开
convocation 会议
standing orders, by-laws 议事程序
rules of procedure 议事规则
constitution, statutes 章程
procedure 程序
agenda 议程
timetable, schedule 日程表,时刻表
item on the agenda 议程项目
other business 其他事项
to place on the agenda 列入议程
working paper 工 作文 件
opening 开幕
the sitting is open 会议开幕
appointment 任命
综合辅导：学做Presentation(四、五)
图表就像是“数字地图”，可以让看的人一目了然。成功的演说者应该就这些数字、图表加以诠释，让听众即刻掌握这些数字之间的关系。
The statistics I've just given show that Taiwan is definitely a youth-oriented market, and will remain so for another ten years. The companies that successfully target this segment have higher sales and larger market shares year in and year out. I've prepared a few diagrams showing which companies dominate the market, and the types of advertising they use to keep their sales.
我刚才给各位的统计数字说明台湾的确是一个以年轻人为导向的市场，而且未来十年之内仍然会继续是这种状况。因此看准了并打进这个市场区间的企业，每年就能有较高的业绩和市场占有率。我另外还准备了一些图来说明是哪几家公司主宰了目前的市场，以及这些公司运用哪些 广告 来维持他们的业绩。
This bar chart shows the top four companies and their market shares: the American Jonny&Jammy Company leads the pack with 29%, followed by the domestic firm, V08, at 21%. The Japanese MARUMI is next with 17%, and the French company, La-Rose, is last with 12%. The next chart, a pie graph, shows a breakdown of their advertising: the largest wedge at 62% represents TV commercials; a quarter of their budget goes to magazine and newspaper ads, and the remainder is for purchasing advertising and posters placed in shops where their products are sold.
从这个条形图表可以看出四家最大的公司以及他们的市场占有率。美国的Jonny&Jammy公司以百分之二十九领先群雄，其次是本地的厂家V08，拥有百分之二十一的市场占有率;再下来是日本的MARUMI，拥有百分之十七;法国的La-Rose居末，占了百分之十二的市场。第二个图表是个圆形百分比图，显示这几家公司的各类广告比重。比率最大的那个扇形是电视广告，占百分之六十二;报刊杂志占了百分之二十五，其余的则是促销广告和海报等贴在产品销售卖场的广告。
Notes：
1. youth-oriented 以年轻人为导向的
youth是"青少年人"的意思。基本上各年龄层的泛称有：children(小孩)、teenagers(青少年)、adults(成年人)和the elderly(老年人)。
I suggest youth-oriented commercials when we introduce the new cereal.
我建议推出新的麦片时，打以青少年为导向的电视广告。
2. year in and year out 每年;年复一年
In 和out在这里是指"出"、"入"，也就是"来"、"去"的意思。"年来年又去"，给人一种连续不断的感觉，有强调的意思。其实它就是指 every year、year after year。
Year in and year out, Ven-Ven is a leader in creative advertising.
年复一年，文文公司仍是创意广告的龙头。
3. lead the pack 领先群雄
Pack 常用的意思是"包;捆"，如：a pack of cigarettes(一包香烟);但在这里是指"一群(人)"。整个词组原来是说有一群人在赛跑，其中一人超越了 其它 竞赛对手，居于领先地位。现在只要是形容某人在团体中表现最好，就可以用这个词组。
Because she studied hard, she led the pack in the race to get into a good university.
她读书很用功，因此考试成绩比其它人好，进了好大学。
句型 总结
● 图表的说法与用途
1. What we have here is a bar chart showing...
2. Our monthly sales are shown on this X/Y graph.
3. These three pie graphs each present...
4. The next diagram illustrates...
基本的图表通常有chart、graph 和 diagram。这三个词在意义上原本有细微的差异，但现已互相通用了。图表的种类有很多，最常使用的几种是 bar chart条形图，line chart曲线图(又称 X/Y graph，X/Y坐标图)，以及 pie graph圆形百分比图。条形图使人容易看出单一方面的数目，譬如业绩;圆形百分比图则可以看出每一方面占整体的比率。X/Y坐标图能让人清楚地看出两个因素之间的关系，譬如"每月"的"业绩"。每提到一个图表时，要先说出该图表的种类或名称。
● 指出图表某部份
1. The longest bar is...
2. This group of thin wedges shows...
3. The lowest point on the graph is…
解释图表内容时，将每个部份所代表的数字或比率说出来即可。但解释百分比图时，也可加入每个项目彼此或与整体之间的关系，譬如 the largest(最多的……)及 the remainder(其余的……)。另外，在圆形百分比图中的每一部分都可以称为 wedge(扇形)或 slice(片)，如 "the smallest wedge / slice shows..."。至于X/Y坐标图就比较复杂，并行线称为 X axis(X轴)，垂直线称为 Y axis(Y轴)，图上的任何 (X，Y)坐标都是一个 point(一点)。通常要指出曲线上某一点时，最好能明确地指出来，不然就要把X与Y轴所代表的事物明白讲清楚。
● 说明图表的意义
1. This bar chart shows the growth in our sales.
2. Here is a graph showing the growth in our sales.
3. Each bar on the chart represents the growth in our sales.
4. The wedges on this pie graph illustrate the growth in our sales.
5. This diagram focuses on the growth in our sales.
说明图表的意义要简单明了，一句话就能让听众明白。例如文中提到条形图时，立刻表明这张图分别代表the top four companies 和 their market shares(这些称为图表的 factor(s));而看到圆形百分比图时，就表示这张图 "shows a breakdown of their advertising..."。注意，表示整个图所代表的意义用动词 show，而表示图中各部分的要用 represent。
Daphne提供观众所需的背景数据后，便进入presentation的核心阶段。她必须以专业者的眼光指出天籁在美国成功的销售 经验 与在台湾所需的行销企划之间所存在的重要差异。
I know EarthSound has used all of these advertising methods successfully in the United States, and you may feel that what works in the States will work in Taiwan. This is definitely not the case. There are important differences between EarthSound's advertising and the advertising of successful companies in Taiwan.
我知道贵公司在美国已经非常成功地运用这几种广告，而且，各位也许会认为，这些广告在美国有效，在台湾应该也一样。其实不然，贵公司的广告与刚才我提到的几家在台湾成功的公司所做的广告有很大的不同。
EarthSound's slogan is, "EarthSound - the healthy alternative for you and the environment," while V08's slogan is, "Thank you, V08, for making me beautiful." Why the difference? My calculations show that 85% of the American public believes they can do something to help the environment, but only 30% of Taiwan's people feel the same. America's politicians and its media have made people aware of this issue. This has created a market for EarthSound's products. If Taiwan's politicians and media would do the same, then the people of Taiwan would be ready for EarthSound's advertising. This hasn't happened yet.
天籁的 口号 是："天籁--你和环境的健康选择"，V08的口号是："V08，谢谢你把我变得美丽"。为什么会有这样的差异呢?我的统计显示有85%的美国大众相信他们能做些有助于环境的事，但只有30%的台湾人会这么想。美国的政客和媒体已让大众意识到环境的问题，这就为天籁的产品创造了市场。如果台湾的政客和媒体也能做一样的事，那台湾人才会接受天籁的广告，但这种情况还没有出现。
