Unit10　Conclusion of Business　成交

Part I．Sample Dialogue示范对话

In this conversation，the buyer A and the seller B are talking about the details of a contract，such as the descriptions of product，the language and so on．You should learn how to discuss the terms of a contract．

在这个对话里，买卖双方(A和B)正讨论达成一致的合同的细节，他们谈到了货物本身以及缮制合同的语言等。你应当学会如何确认合同的细节。

A—Buyer　B—Seller

A　So，now we have covered all the important points．

我们现在把所有的重要问题都已经讨论过了。

B　Yes．I think so．

我想是的。

A　Before we draft the contract，let's examine the details to make sure no mistakes were made．

在起草合同之前，我们先检查一下所有的细节以确保无误。

B　OK．Under this contract，we will supply you 1 000 dozen T-shirts，S，M and L equally assorted，at US$80 per dozen，CFR Barcelona．Shipment in October．Payment by irrevocable sight L/C．Other terms will be the same as our previous contract．

好的。根据这项合同，我们将向你们出售1 000打T恤衫，大、中、小号平均搭配，每打80美元，成本加运费巴塞罗那价。10月装运，不可撤销的即期信用证付款，其他条件参照上笔合同。

A　Perfect．But what I'm concerned about most is the time of delivery．

完全正确。但我最关心的是交货时间。

B　You may rest assured that shipment will be effected within the time limit stipulated in the contract．But there is also one point I'd like to stress．

你们可尽管放心，我们会按照合同及时交货。但我也有一点想强调一下。

A　Yes?

是什么?

B　Your L/C must be opened at least one month before the time of shipment，otherwise we wouldn't be able to catch the ship．

你方信用证必须在装货前一个月开出，否则我们将赶不上船。

A　No problem．I'll have the covering L/C opened as soon as I get back．

没问题。我一回去，就马上安排开立有关信用证。

B　Fine．I'm very glad our negotiations have arrived at a successful conclusion．

好吧。我很高兴我们的谈判取得了成功。

A　Me too．I hope this initial deal will result in further transactions between us．

我也是的。我希望这首笔生意会带来更多的交易。

B　Of course．We will have the Sales Contract made out in two days．

当然了。两天后销售合同就能备好。

A　Please remember that the contract should be made in English and Chinese．And both versions are equally valid．

请记住用中英两种文字缮制合同，两种文本同样有效。

B　Naturally．Each of us keeps one original and two copies．

是的。我们每人保留一份正本和两份副本。

A　Then I'll come along two days later to put my signature on it．

那么两天后我再来签字。

B　Good．

好的。

A　Well，Mr．Chen，it's been very pleasant talking to you．

陈先生，跟您谈话真是非常愉快。

B　Thanks．By the way，do you have any plans for tonight?

谢谢。顺便问一下，今晚有什么安排吗?

A　None whatsoever．I'm at your disposal．

还没有。听你安排。

B　Why don't we have dinner together to celebrate the success of our first deal．There is a very nice restaurant round the corner．

咱们一起吃晚饭，庆祝我们的首次交易成功，好不好?附

近有一家饭店非常不错。

A　I'd love to!

太好了!

Part II．Useful Sentences常用句子

1．Will you please check up the particulars and see if everything is in order?

请您看一下是否各条款都无差错，好吗?

2．I'm glad we have concluded a successful transaction through our negotiations．

很高兴通过谈判，我们终于成功达成交易。

3．It contains basically all we have agreed upon during our negotiations．No more questions on our part．

合同包含了我们在谈判当中所同意的各个基本点，我方没有问题了。

4．I hope this will mark the beginning of long and stable business relations between us．

我希望这标志着我们之间长期稳定的业务关系的开始。

5．Is there anything else you'd like to bring up for discussion?

你们还有没有问题要提出来讨论的?

6．We will send the contract to your hotel for you to sign．

我们会将合同送到您的宾馆让您签字。

7．We will airmail the contract to you within the next week．

我们将在下周把合同航空邮寄给你们。

8．Allow me to repeat the main points that we have agreed upon．

请允许我将我们谈妥的主要几点再复述一遍。

9．Do you want to make any change in the contract?

合同当中是否要做些改动?

10．Our principle is that contracts are honored and commercial integrity is maintained．

我们的原则是要遵守合同，维护商业信誉。

11．How long will the contract last?

合同要订多长?

12．We'd like to make a three-year contract．

我们想订三年的合同。

13．If everything is satisfactory，it could be renewed and extended two years。

如果事事都令人满意，合同可以重订，并且延长两年。

14．We expect to make a formal contract early next month．

我们希望下个月初正式签约。

15．With three months notice，the contract can be annulled．

提前三个月通知，合同便可废止。

Part III．New Words and Expressions单词和短语

draft the contract起草合同

be equally assorted平均搭配

previous先前的，以前的

stress强调

arrive at取得

result in导致

make out缮制

Sales Contract销售合同

version文本，版本

original正本

copy副本

stable稳定的

airmail航空邮寄

commercial integrity商业信誉

renew延长……的期限

formal contract正式合同

annul宣告无效，取消，废除

Part IV．Compose a conversation based on the following situation．情景对话

You export some garden tools to America．You have just concluded a deal with Mr．White of an American corporation．Before signing the contract，you are now examining all the terms and conditions you've agreed upon．They are as follows:

Commodity:Garden Tools

Quantity:10 000 sets

Unit Price:USD3 per set CIF New York

Packing:to pack the Garden Tools in a small box of one set each，two dozen to one carton，gross weight around 50kilos a carton

Date of Shipment:before the end of December

Port of Shipment:Qingdao，China

Port of Destination:New York

Terms of Payment:payment by L/C，to be opened by the buyer 15 to 20 days prior to the date of delivery

Insurance:to be covered by the seller for 110%of the invoice value against AR and War Risk