本书内容涉及商业活动的各个方面，

如联系出访、商业会谈、签订合同、询价

报价、商品检验，等等。

作者Jane Plas加拿大人，有丰富的

工作经验和对语言的独特的敏感性。她从

一个普通秘书，到成为加拿大最大的钾碱

公司的高级雇员，一直从事与商业有关的

工作。而后自组公司，专事培训文秘和商

业管理人员。1992年来华，任对外经济贸

易大学教师，1995年为中化总公司顾问，

从事商业英语和国际管理的教学与咨询工

作。本书是她根据在华多年教学之经验，

针对中国大学英语的具体问题而编写的，

是一本特别适合中国学生和商贸工作者的

极好的商业英语教材。

Contents 目录

Preface前言

Synopsis提要

AbluttheAuthorr作者简介

Dedi‘cati’on呈献

1 Faxmessage from Galaxy，New York ，U.S.A .

来自美国纽约银河公司的传真

2 Huaxia CeroilfooddiscussionGalaxyfaxandresponse

华夏粮油总公司研究了银河公司的传真并答复

3 Booking hotelreservati ons

向饭店预订房间

4 ArrivalMsSabinaandMrMitchell BeijingAirport

andwelcome byhuaxiaCeroilfoodrep＇resentati ves

萨拜娜与米歇尔抵达北京机场并受到迎接

5 ChataboutflightandBeijingvisit

就旅途与访问北京闲谈

6 Check－inatTriumphPlazaHotel

在胜利广场饭店进行登记

7 Dinnerandsocialchitchat

晚宴和闲谈

8 Continuationof出nneranddiscussions

继续晚宴和洽谈

9 HuaxiaCero Ifood preliminary businessdiscussions

与华夏粮油总公司的首轮商业会谈

10 HuaxiaCeroilfooddiscussionsreGrandBankwine

与华夏粮油总公司洽谈长堤牌葡萄酒

11 Huaxia Ceroilfood出scussionsrechocolates

与华夏粮油总公司洽谈巧克力

12 HuaxiaCeroilfooddiscussions rePekingDuck

与华夏粮油总公司洽谈北京烤鸭

13 Huaxia Ceroilfooddiscussionsrecanned ChinaYapears

与华夏粮油总公司洽谈北京鸭梨罐头

14 VisittoGrandBankWineCompany

参观长堤酒业公司

15 Tour ofGrand Bank Wine Compan yplant

走访长堤酒业公司酿造厂

16 Return toHote l；d iscussionsofplansfornext day

回到饭店；讨论明日计划

17 HuaxiaCeroilfoodpricenegotiationsrewine

与华夏粮油总公司就酒价进行洽谈

18 Conclusionofcontractnegotiationsrewineandpears

完成葡萄酒与鸭梨罐头的签约谈判

19 Sigh tseeingtour Termple ofHeaven

参观天坛

20 Continuationofsightseeingtour

继续参观

21 HuaxiaNational Silk discussionsresilkfabricand garments

与华夏丝绸总公司就丝织物及成衣洽谈

22 HuaxiaNationalSilk descriptionofCompany’soperationsand silkwormfaming

华夏丝绸总公司介绍其业务及养蚕业

23 Continuationdiscussionsregamentsand fabrics

继续就成衣与织物洽谈

24 ShoppingattheFriendshipStore

在友谊商店购物

25 HuaxiaCeroilfood－signingofcontracts

与华夏粮油总公司签约

26 ChinaNational Chemicals （Sinoochem）telephonecontactand initialmeeting

与中国化工总公司电话联系及首次商谈

27 Descriptionof Sinochem activitiesandproducts

中化总公司介绍其业务及产品

28 DiscussionreSinochem reactive dyes

与中化总公司就活性染料洽谈

29 DiscussionreSi＇nochem pigments

与中化总公司就颜料洽谈

30 CCIBedsc riptionof B ureau ’snspectionofexports

商检局介绍其对出口商品的检验

31 CCIB d escriptionofBureau’sabora torie sandissuance of GSP Form

商检局介绍其实验室及发放GSP表

32 CCIBdescriptionofBureausinspectionofimports

商检局介绍其对进口商品的检验

33 Sinotrans desc riptionofcontainerlinerservicesandexpansionplans

中运公司介绍其货柜班轮服务及扩展计划

34 Sinotrans publ icationofshipp ingdata

中运公司发布其装船资料

35 Sinochem desc riptionofagrichemi calexports

中化总公司介绍其化肥出口产品

36 Sinochem discussionsreagencyrelationshipwith Galaxy

中化总公司就代理关系与银河公司洽谈

37 Continuationdiscussionsreagencyrelationship；productpromotion；

agen t’scommi ssion

继续就代理关系、产品推广及佣金洽谈

38 Continuingnegotiationsreageent’sconnmission

继续就佣金洽谈

39 Sabinaand Mitchellreflection onSinochemnegotiations

萨拜娜和米歇尔思考与中化总公司的会谈

40 Sinochemcompromi seofferreagent’scommission；discussionofsalesvolumes

中化总公司提出佣金率；就销售额进行商谈

41 GalaxyacceptanceofSinochem offer

银河公司接受中化总公司的提议

42 Executionofagencyagreementbetween Sinochemand Galaxy；

Sabinaand Mitche＇llreturntotheUnitedStates

双方签定代理协议；萨拜娜和米歇尔返美

SalesContract 销售合同书

ContractofSale 供销合同

SalesAgencyAgreement 销售代理合同

Sampleformats 格式范例

AnswerKeytoExercises

练习答案

(2) Comprehension Questions



1. Why has Ceroilfood not developed an export market for its chocolates?



2. Why does Mr Chen suggest that Ms Zhang Ailian answer Galaxy' s questions with regard to

chocolates?



3. What does the expression a real treat mean?



4. What is meant by the expression that Ceroilfood produces chocolates on behalf of other com-

panies?



5. What is meant by using those companies' formulas?



6. What does Mr Chen mean when he says that Ms Sabina and Mr Mitchell mayfind that the

taste of the Chinese chocolates is different?



7. What is meant by the expression, for you to try out ?



(3) Lingujstic Development



Complete the following sentences using the words in brackets and reflecting the text of Units 10

and 11:



Example: (develop) Ceroilfood has not tried to......



Answer: Ceroilfood has not tried to dewelop export markets for its chocolates since it has diffi-

culty keeping up with domestic demand.



1. (manufactures) The Fengsheng Cocoa & Chocolate Foodstuffs Co......



1. (imported) Tlie chocolates are made from cocoa beans



3. (fonnula) Ceroilfood also produces chocolates on behalf of ......



4. (tentative) We would like to receive......



5. (agrees) At Mr Mitchell' s request, Mr Chen......



6. (promises) Mr Chen would like the Galaxy executives to try out some Chinese chocolates

and he, therefore,....



7. (appreciation) As Ms Sabina would like to try some Chinese made chocolates, she......

UNIT



Huaxia Ceroilfood discussions

re Peking Duck



在与夏粮油总公司洽谈北京烤鸭



(Negotiations Room of Huaxia Ceroilfood ----Continuation of business discussions.)



ChenMing:



Sabina:



Perhaps we could now review your poultry.



Glancing through your catalogue, 1 note that you sell a very large variety of poul-



try, including both fresh and frozen.



Yes, Mr Mitchell, we do. After the U.S. and the European Union, China is the



largest processor of poultry in the world.



After enjoying that delicious Peking Duck at dinner last evening, Mr Mitchell and



1 would like you to tell us a little more about it. You mentioned last evening that



China and particularly Beijing has a number of restaurants that specialize in this



delicacy. There may be a market for this product in the U. S.



China is very proud of the taste and succulence of its Peking duck. The quality is



very strictly controlled, and all meat products are inspected under a rigorous pro-



gram set by the China State Bureau of Inspection. Our Company is well known for



its high quality fowl of all kinds and the inspection by the Bureau is simply part of



our manufacturing process.



Are you in a position to give us some idea (a ballpark number, if you wish) of



your proposed pricing structure for Peking Duck for export to the U. S. ? 1 assume



that your mode of transportation would depend on quantities shipped.



Last year, we produced a total of 2. 8 mm metric tons of frozen product of all



kinds, all with what we would call bone in.

作者简介

珍妮·帕拉丝女士先后在荷兰、瑞士、加拿大和中国工作过，在加拿大工作时间最长，

其间先后担任过科室经理、高级职员，在最后的7年中，她任加拿大钾碱有限公司行政部

经理和公司秘书，该公司是世界最大的加拿大钾碱供应商。在加拿大钾碱公司和中国化

工进出口总公司的安排下，她自1992年起，在对外经济贸易大学任商业英语与国际管理

教授，为时两年。在此之前若干年间，她还多次代表中化总公司在南戴河培训中心开办管

理研究生班。

1995年从加拿大钾碱公司退休后，她担任中国化工进出口总公司的高级顾问，继续

其商业英语和管理的培训计划，同时用其专业知识为该公司的英语联络工作服务。

帕拉丝小姐还是其全资开办的帕拉丝知识展望有限公司的董事长。她代表该公司，

开办过公司内部培训计划、研讨班和进修班，涉及内容广泛，其中包括管理技巧、国际管理

及秘书业务与程序等。

本书作者获有加拿大多伦多大学行政助理文凭和西安大略大学文学士学位。她还是

特许秘书与管理协会会员，近日又成为香港公司秘书协会会员。