TING ANH trong GIAO DICH THNG MI SPOKEN BUSSINESS ENGLISH Mu cu, hi thoi sinh ng d hc Kin thc thng mi thc t Mi ngy mt bi ngn gn a MP3 pht m tiu chun

LI NI U i din v nhngx khch hng ngi nc ngoi, bn cm thy cng thng, khng ni c nhng iu mnh mun ni? Bn c mun tr thnh ngi ni ting anh lu lot, tha h tung honh ngang dc trn thng trng? Chng tooiraats quan tm n nhu cu ca bn, nht l nhu cu ca nhng ngi ang lm n vi cc i tc nc ngoi. gii quyt nhng vng mc trong vic din t ca bn, chng ti bin son cunTing Anh trong giao tip thng mi. ni dung ca cun sch cp n cc vn trong thng mi t vic n khch, tip khch cho ti vic gii thiu sn phm, dn khch thm xng, gii quyt tranh chp, t k kt hp ng mt cch thun li,hon thnh giao dch, bn i cng tc nc ngoi, cn t v my bay, t phng trong khch sn, bn cn phi gii quyt nhng vic bt nh c th xy ra? Trong cun sch ny, chng ti xin gii thiu ti bn tt c nhng mu cu giao tip trong cc tnh hung bn c th gp phi. Ch cn bn thc hnh theo cc mu cu chng ti hng dn, chc chn bn s c kh nng giao tip mt cch t nhin. Cun sch ny gm 30 bi, tng hp cc tnh hung giao tip chn thc v sinh ng, d hc, d thc hnh, cung cp cho bn cc thut ng, t vng rt thc t thng qua cc hi thoi mu v hi thoi b sung, gip bn c th va hc, va thc hnh. Ngoi ra, trong mi bi u c phn m rng(Business Advice), cung cp cho bn nhng kin thc kinh nghim thc t trong hot ng thng mi. D cuc sng hin ti nhiu cng vic bn rn, ch cn mi ngy bn dnh thi gian gii lao ngn ngi ca mnh hc cun sch ny, sau 30 ngy, bn s cm thy t tin hn bi phn!

PHN 1 INITIAL CONTACT LN U GP MT

Lesson 1

PICKING UP A BUYER LM QUEN VI KHCH HNG

Hi thoi mu

1A: Excuse me, but are you Mr.Johnson of City Bank? Xin li, ng b l Johnson bn ngn hng City phi khng ? B: Yes, I am. Vng, ng vy. A: How do you do? Im David Wang of Acer Industrial Corp. Cho ng! Ti l David Wang, bn cng ty my tnh Acer. B: How do you do? Glad to meet you. Cho ng! Rt hn hnh c gp ng. A: Did you have a good flight? Chuyn bay vui v ch ? B: Yes, it was enjoyable, thanks. Vng, chuyn bay rt vui v, cm n ng. A: Thats good to hear. Rt vui v ng ni nh vy.

2A: Welcome to China, Mr. Brown. ng Brown, hoan nghnh ng n Trung Quc. B: Nice to meet you, Mr. Wang.

ng Wang, rt vui c lm quen vi ng. A: Ive been looking forward to meeting you, too. Ti lun hi vng c lm quen vi ng. B: Thank you very much for coming to meet me. Rt cm n ng n n ti. A: No trouble at all. Let me take your things. C g u! ti xch hnh l gip ng nh! B: Oh, thats all right. Theyve not heavy. Vng, cng c. Hnh l khng nng lm u.

3A: (Calling out in the cowd) Here I am, Mr. Harris. (Gi gia m ng) Harris, ti y! B: Hi, Mr. Lin. How are you? Chao Lin. Anh co khoe khong? A: Fine, thanks. Its nice to see you again. Cam n anh, toi rat khoe. That vui v c gap lai anh. B: Its been quite a while, hasnt it? Lau lam roi chung ta khong gap nhau nh? A: Right. Its been almost 3 years since I saw you a LosAngeles. ung the. T khi gap anh Los Angeles en nay a gan ba nam roi. B: You havent changed a bit. Anh van nh ngay xa A: Thank you. Neither have you. Cam n! Anh cung vay!

Change(v): thay oi A: How was your flight? Chuyen bay cua anh the nao? B: Not bad. But Im a little tired. Cung c. Nhng toi hi met. A: Have you made hotel reservation? Anh a at khach san cha vay? B: No, the trip was so sudden. Cha, toi i voi qua. A: Well then, let me make some arrangements for you. Vay e toi sap xep cho anh nhe! B: Id appreciate that. Rat cam n anh. A: Shall I take you to a hotel now?

Bay gi toi a anh ve khach san nhe? B: Yes, please. Vang, cam n anh.

Arrangement(n): sap xep,thu xep,chuan b Appreciate(v):cam kch,cam ong Reservation(n).pl: at trc Hoi thoai bo sung A: You must be tired after such a long flight. Sau chuyen i dai, chac bay gi anh met lam nh? B: Yes, Im feeling a litle jet lag. Vang, toi cha quen c s chenh lech ve mui gi. A: Im pleased to meet you, Mr.Smith. Rat vui c lam quen vi anh, anh Smith. B: The pleasure is mine. o la vinh hanh cua toi. A: Is this your first trip to China? ay la lan au tien anh en Trung Quoc a? B: Yes, it is. Vang. A: Ive booked a room for you at the Hilton Hotel. Single, for a week. Toi a at phong khach san Hilton cho anh roi. La phong n, anh co the trong mot tuan. B: Oh,good. Thanks. O, tot qua. Cam n anh. Jet lag: s chenh lech ve mui gi Book(v): at phong trc

BUSINESS ADVICE Khi en san bay ve on khach, trc tien phai hen trc a iem gap mat vi khach (nh quan ca phe cua san bay), tranh tnh trang khong gap c ngi

can on. Nen en on ung gi. e khach i lau la hanh ong that le vi khach. Neu a lam nh tren ma ban van khong on c khach, ban co the tm hieu ve hnh dang ben ngoai, ac iem va trang phuc cua khach (nh v du 1 di ay). Khi en iem hen gap, neu thay ngi co ac iem phu hp, ban co the en hoi trc tiep, nh: A: Excuse me, are you Mrs. Adam? Xin loi, ch la ch Adam phai khong? B: Hello! Its a pleasure to meet you at last. Xin chao! Rat vui mng v cuoi cung cung gap ch. Khi on khach hang hay ban be ngoai san bay, ban co the chao hoi ho bang nhng cau n gian di ay: Did you have a good flight? Chuyen bay vui ve ch a? Did you have a nice trip? Chuyen i co tot ep khong a? I hope you had a nice trip. Toi hi vong anh/ch co mot chuyen i vui ve. I hope you have enjoyed your flight. Toi hi vong anh/ch cam thay hai long ve chuyen i nay. Ngoai ra, khi tien khach, cach s dung t ng cung co s khac biet nho nho. oi vi nhng ngi mi gap lan au tien, khi tam biet, co the dung t meet(lam quen, quen biet), nh: Ive enjoyed meeting you. (Ive enjoyed meeting you.) Rat vui c lam quen vi anh. Tuy nhien, oi vi ngi quen, ban nen dung ong t see. V du: Im very glad to have seen you. Rat vui c gap anh. Vi nhng t ng khach sao nh Anh ve nhe!, Anh/ ch i can than nhe ma chung ta thng dung, ngi phng Tay thng thay bang nhng cau sau ay: Have a nice day! Have a good time! Chuc vui ve! Had a nice day!

I hope you had a nice day. Mong anh co mot ngay vui ve! Khi tam biet vao buoi toi, thay v noi Good bye,nen noi: Good night! (Chuc ngu ngon). Lesson 2: FROM THE AIRPORT TO THE HOTEL T SAN BAY EN KHACH SAN Hoi thoai mau: A: My name is David Wang. Heres my card. Ten toi la David Wang. ay la danh thiep cua toi. B: Ill give you mine,too. Con ay la danh thiep cua toi. A: The company car is waiting outside. Shall we go? Xe cua cong ty ang ch ben ngoai. Chung ta i c cha a? B: OK. Is it going to be very far? c roi. ng i co xa lam khong? A: No, well get to the office right away. (On opening a car door). Please sit in the bank seat. Khong, chung ta se en van phong ngay. (M ca xe) Mi anh ngoi ghe sau nay a B: Thank you. Cam n anh! Card(n): danh thiep Right away: ngay tc th A: (In the car) Its very warm, isnt it? (Tren xe) Thi tiet ay rat am phai khong? B: It sure is. Hows business recently? Vang, ung vay. Tnh hnh kinh doanh gan ay the nao a? A: A little slow, Im afraid, but we expect things to pick up soon Toi e rang la khong khi sac lam, nhng chung toi hi vong moi th roi se tot ep ngay thoi. B: That sounds encouraging. Xem ra cung van con trien vong. A: How long will you be in Beijing? Anh se Bac Kinh trong bao lau? B: My schedule is rather tight. I have to leave for Hong Kong on Thursday. Thi gian cua toi kha eo hep. Th nam toi phai en Hong Kong roi.

A: Well have to hungry, in the case. Neu vay th chung ta phai giai quyet cong viec that nhanh. Slow(adj): tr tre, khong khi sac. Pick up:cai thien Leave for: en Encouraging(adj): co trien vong/hy vong A: Yes? May I help you? Vang, toi co the giup g c cho ong? B: Id like to check in, please. Toi muon ngh tro. A: Do you have a reservation? Ong a at phong trc cha a? B: Yes. My name is John Smith. I made it with the ABC Travel Agency in L.A. Roi. Toi la John Smith. Toi a at qua cong ty l hanh ABC cua Los Angeles. A: No problem. I have the reservation here. Vang. ay co ghi at trc roi. Check in: thue, ang ky(phong ) In that case: neu nh vay, neu vay A: Heres your hotel. Let me help you with the formalities at the formalities at the front desk. ay la khach san anh se . e toi en quay le tan lam thu tuc cho anh. B: You are very kind. Anh that tot bung. A:(In a hotel room) I think youd like to unpack and freshen up. ( Trong phong khach) Toi ngh chac anh muon m hanh ly ra lay quan ao roi ngh ngi mot lat. B: Yes. Just give me a minute to take a shower and change my clothes. Vang. Toi can mot chut thi gian e tam ra va thay quan ao. A: Take your time. Ill be back around 6. Vang, anh c t nhien. Khoang 6 gi toi se quay lai. B: OK. Ill be ready by that time. Vang. Toi se chuan b xong moi th trc 6 gi Formalities (n).pl: thu tuc

Unpack :m hanh ly Freshen up: tam ra thay quan ao Take your time: lam t t

Hoi thoai bo sung: A: Would you like me to show you around? Anh co muon toi a anh i dao khong? B: Thanks. Thats very kind of you. Cam n anh. Anh that tot bung! A: How far is it to the office? T ay en van phong con xa na khong a? B: Itll take about 40 minutes or so if the traffic isnt too heavy. Neu giao thong thuan tien th khoang 40 phut na chung ta se ti ni. A: Hows the marketing these days? Tnh hnh th trng dao nay the nao? B:Pretty good. Sales have been up these days. Tng oi on. Lng ban ra ang tang trong dp nay. A: When should I pick you up? Khi nao th toi co the en on anh c? B: At 10 tomorrow morning, please. 10 gi sang ngay mai nhe! BUSINESS ADVICE Theo thoi quen giao tiep, khi bat tay, chung ta thng tien tay a danh thiep luon. Nhng Au My, ch khi can thiet phai lien lac, ngi ta mi a danh thiep cho nhau. V vay, khi giao tiep vi ngi phng Tay, chung ta can chu y mot ieu, o la khong nen bat buoc oi phng phai a danh thiep cho mnh, v nh the se that le. Thong thng, ch khi tien khach hoac trong trng hp thch hp mi phai a danh thiep mi the hien c ay u y ngha va cong hieu cua no. Di ay la nhng cau thng dung khi trao oi danh thiep. Hello! Im David Wang. Heres my business card. Chao anh, toi la David Wang. ay la danh thiep cua toi. Oh, let me give you my business card before I forget. O, toi cung xin gi anh danh thiep trc khi toi quen.

Well, it was nice to have met you. Heres my card. Please call me any time. Vang, that vui v c quen biet anh. ay la danh thiep cua toi. Khi nao tien anh hay goi cho toi nhe Trong nhng trng hp khac, tren ng t san bay en khach san, neu thng xuyen noi chuyen vi khach hang th se hieu qua hn rat nhieu. Luc nay, ban co the noi chuyen ve thi tiet hoac nhng chuyen xay ra gan ay, ban co the noi: Its very warm, isnt it? Tri that am ap phai khong? Did everything go all right? Moi th eu tot ep ch a? Hows your business? Tnh hnh kinh doanh the nao a? Ngoai ra, neu tren ng i nhn thay bien hieu cua cong ty mnh, ban co the tranh thu c hoi nay e gii thieu ve cong ty, ong thi lay o lam chu e cua cau chuyen. Ban co the noi: Please look at that billboard. Its advertising our new product, SK-X. Anh hay nhn tam bien quang cao kia. Tam bien gii thieu ve san pham mi cua cong ty chung toi, SK-X.

Lesson 3

MEETING ARRANGEMENTS SP XP CUC HP

Hi thoi mu

1A: Did you find your hotel comfortable?

Anh thy khch sn c thoi mi khng? B: Yes, quite comfortable. Vng, cng tng i thoi mi. A:Let me buy you a drink, and we talk over the schedule. Trc ht ti xin mi anh ung ly nc gii kht , sau chng ta s thng nht v thi gian! B:O.K. Vng. A: (At the hotel lounge) How long will you stay in Beijing? (Trong phng ngh ca khch sn) Anh bc Kinh bao lu? B: I hope we can wind up our negotiations by Friday. Ti hy vng chng ta s m phn xong trc ngy th nm. A:That would be sufficient time to complete them. Nh th chc s thi gian hon thnh mi vic.

2A: Could you arrange a meeting with your boss? Ti c th gp ng ch ca anh c khng? B: Of course. Ive arranged for your luncheon meeting with my boss. Tt nhin l c. ti sp xp anh gp ng ch ca ti vo ba tra ri. A: Fine. Tt lm. B: And heres your schedule for tomorrow. V y l k hoch lm vic ngy mai ca anh. A: Thank you. Cm n anh. B: Youre welcome. Youll be spending most of it touring a factory. And youll be having dinner with my manager in the evening. Khng c g. Phn ln thi gian ca ngy mai dnh tham quan cng xng, sau s cng n ti vi gim c ca chng ti. A: (In the office) You have a nice office. ( vn phng) Vn phng ca cc anh rt p. B: Thank you. Please come along. We can talk in the conference room. Cm n anh. Mi anh i theo ti, chng ta c th m phn trong phng hp. A: All right. Vng. B: Please have a seat and make yourself comfortable. My manager will be here soon.

Mi anh ngi, anh c t nhin nh. Gim c ca chng ti cng sp n ri. A: I see. Vng. B: Would you like coffee or something cold? Anh c mun ung c ph hay ung lnh khng? A: Coffee would be fine. Cho ti c ph nh!

4A: Mr. Brown, this is Mr. Park, my manager. ng Brown, y l ng Park, gim c ca chng ti. B: How do you do, Mr. Brown? Welcome to our company. Cho ng Brown. Cho mng ng ti cng ty ca chng ti. C: How do you do? It was nice of you to send your man to the airport to meet me. Cho ng. ng tht tt bng v cho ngi n n chng ti sn bay. B: Im sorry I couldnt meet you at the airport. Heres my card. Xin li v khng ch thn n n ng c. y l danh thip ca ti. C: Heres mine, too. Cn y l danh thip ca ti. B: First lets have some coffee, shall we? By gi chng ta ung c ph nh! C: Sounds like a good idea. kin hay y! Hi thoi b sung A: Our company is situated on 11th floor. Please take the elevator over ther. Cng ty ca chng ti tng 11. Mi anh i cu thang my bn kia. B: I see Ti bit ri. A: Im sorry to have kept you waiting. Xin li ng phi i lu. B: Thats all right. Khng sao u. A: May I offer you something to drink? ng ung cht g nh? B: No, thanks. Khng, cm n ng.

A: How would you like your coffee? ng thch ung c ph g? B: Black, please. Cho ti c ph en.

Business adviceTrong l nghi ca phng Ty, vic gii thiu cn tun theo nhng thng l di y: 1. Khi gii thiu nhng ngi cng gii vi nhau, nn gii thiu nam gii trc. 2. Khi gii thiu nhng ngi cng gii vi nhau, nn gii thiu trc ngi c a v thp vi ngi c a v cao, hay gii thiu nhng ngi cha kt hn vi nhng ngi kt hn. 3. Gii thiu ngi t tui hn vi nhng ngi nhiu tui hn. 4. Trong trng hp cng gii, cng la tui v c a v nh nhau, nn gii thiu nhng ngi mnh thn thuc vi nhng ngi cn li. Theo php lch s, ngi gii thiu v ngi c gii thiu u phi ng ln, trong trng hp gii thiu nhng ngi khc gii vi nhau th n gii khng nht thit phi ng ln. Nhng nu c gii thiu gia m ng th d ngi c gii thiu c a v cao, ngi nhiu tui hoc n gii cng u phi ng ln, nh th mi ph hp vi l nghi thng thng. Forget me not! Ghi nh h tn ca i phng cng l mt php lch s. nhng cu nh: How do you do, Mr. Brown? Hows going, Miss Lin? khin ngi nghe c cm gic gn gi thn thin hn. V vy khi gii thiu, ngi giao tip va phi ch nghe tn ca i phng, va phi ghi li chnh xc tn ca h. nu cha r th c th hi li i phng, tuyt i khng c gi nhm tn ca i phng.

Hy xem nhng v d v cch gii thiu di y: 1.Miss Evans, may I Introduce Mr. Smith? C Evans, cho php ti c gii thiu vi c v ng Smith.

2. Mrs. White, Miss Li, this is Mr. Park. Tha b White, c Li, y l ng Park. 3. Mrs. Brown, this is Mr. Smith; Mr. Harris, Mr.Smith. Tha b Brown, y l ng Smith. ng Harris, y l ng Smith. 4. Mrs. Jones, this is Mr. Li and Mr. Harris. Tha b Jones, y l ng Li, cn y l ng Harris. 5. Mr. Morgan, this is mr. Li and Mr. Harris. Tha ng Morgan, y l ng Li, cn y l ng Harris. Nhng cu ngi c gii thiu thng dng: How do you do? Im very happy to meet you. Cho ng! Rt hn hnh c gp ng. Im very happy to make your acquaintance. Rt hn hnh c quen bit ng. Ive heard so much about you. Ti c nghe danh ca ng t lu. Ive been looking forward to this occasion. Ti lun mong ch c hi ny.

Lesson 4A CALL FROM A BUYER IN THOI CA KHCH HNG

Hi thoi mu 1A: (On the phone) When are you coming to Beijing? (Hi trong my) Khi no th ng ti Bc Kinh? B: Im arriving on April 8, Pan Am Flight 602. its due at 10:30 a.m. Ti s n vo ngy 8 thng t theo chuyn bay 602 ca cng ty Hng khng Pan Am. Theo d tnh th khong 10 ri ti s ti ni. A: Ill be at the airport to meet you. Ti s n sn bay n ng. B: Iappreciate it. Rt cm n ng. A: By the way, how will I recognize you?

Nhng lm cch no ti c th nhn ra ng nh? B: Im about six feet seven. I have blond hair and wear glasses. Ti cao khong 6 thc 7 (2m), tc vng, mt xanh v eo knh. A: I see. Ti bit ri.

2A: (On the phone) Export Department. May I hepl you? (Ni trong in thoi) Phng xut khu xin nghe. C vic g khng ? B: This is Bill Carson from Crown Cycle Ltd.. We are thinking of buying some of your products through OEM business. Ti l Bill Carson bn cng ty TNHH Crown Cycle. Chng ti mun mua mt s sn phm thng qua hng ch to thit b gc ca cc anh. A: Oh, are you? May I ask where you are now? , th ? Anh c th cho ti bit anh ang u khng? B: Ive just arrived at Beijing International Airport. Ti va n sn bay quc t Bc Kinh. A: Ill come there to pick you up. Ti s n n anh. B: Thats very kind of you. How long will it take? Anh tht tt qu. Phi mt bao lu vy? A: Lets see about half an hour or so. ti xem nokhong na ting ng h. B: I see. Ill be waiting for you at the coffee shop in the arival lounge. Ti hiu. ti s ch anh phng nhp cnh.

3A: (On the phone) This is mike. How are you? (ni trong in thoi) Ti l Mike. Anh c khe khng? B: Fine, thank you, and you? Cm n anh, ti vn khe, anh cng khe ch? A: Pretty good, thank you. How nice to hear your voice again. Ti rt khe, cm n anh. Rt vui v li c nghe thy ging ni ca anh. B: Where are you calling from? Anh gi in t u vy? A: From my hotel-Howard Plaza Hotel. How about having lunch at my hotel?

T khch sn ti ang - khch sn Howard Plaza.Anh n khch sn dng cm tra vi ti nh? B: Thats great! Th th vui qu. A: What time shall we make it? Khi no th tin nh?

4A: (On the phone) Hello, is this Beijing, 6245-4567? (Ni trong in thoi) Xin cho, c phi s my 6245-4567 Bc kinh khng ? B: Yes, it is. Vng, ng y . A: This is Chicago.we have a collect call for Mr. Park. Is Mr. Park there? Chng ti gi n t Chicago. Chng ti c mt cuc gi do ng Park tr cc. ng park c y khng ? B: Yes, hes here. Ill get him to come to the phone now. C. ti gi ng y n nghe in thoi nh. C: Hello.This is Mr. Park speaking. Alo. Ti l Park y. A: You have call from Mr. Miller. Will you accept the charge? C ng Miller gi cho ng. ng ng tr cc ch? C: Yes, I will. Vng, ti ng . A: Thank you. Mr. Miller is on the line. Cm n ng. Gi ng c th ni chuyn vi ng Miller c ri. Hi thoi mu A: May I speak to your Sale Manager, please? Cho ti gp gim c kinh doanh ca cc anh c khng? B: Im sorry, but hes out of the office. Can I do anything for you? Xin li, ng y khng c y. Ti c th gip c g cho ng khng? A: Mr. park is on another line. Do you want to hold? ng Park ang bn nghe in thoi. ng c mun ch my khng? B: No. Ill call back in five minutes. Khng. 5 pht sau ti s gi li. A: Can you tell me the details over the phone? Anh c th ni c th hn qua in thoi c khng? B: Ill tell you now. Would you note them down?

By gi ti s k cho anh nghe. Anh c mun ghi li khng? A: I guess I should hang up now. C l ti phi dng cuc in ngay by gi. B: Well, thank you your calling. Vng. Cm n ng gi.

Business adviceKhi gi in thoi, do chng ta khng th nhn thy hnh dng, biu hin bn ngoi m ch ch th nghe thy ging ni ca i phng. V vy, vic hiu c i phng thng qua ging ni ca h l iu rt quan trng. i vi nhng nhn vin mi lm trong ngnh xut khu, vic kh nht vi h chnh l nghe nhng cuc gi t nc ngoi gi n. Telephone phobia triu chng s in thoi. C ngi khi va nghe thy ting Hello bn kia u dy, lin vi vng tranh th lc khng ai nhn thy m cp lun in thoi. nht l trong trng hp ni chuyn vi ngi nc ngoi, mt mt do khng hiu i phng ni g, mt khc khng nghe kp h ni, v th h khng th giao tip c qua in thoi. mun khc phc tnh trng ny, trc ht ngi nghe in thoi phi loi b quan im nghe khng hiu l mt vic ng xu h. Khi khng hiu hoc khng nghe kp i phng ni g, bn c th nh nhng ni vi i phng bng nhng cu sau: Im sorry I cant follow you. Would you repeat it? Xin li, ti khng nghe kp. ng nhc li c khng? I couldnt catch you. Would you speak more slowly? Ti khng nghe kp. ng ni chm hn c khng? Ni chung, phi yu cu i phng ni tht chm. Nu xung quanh qu n o, bn khng th nghe r i phng ni g, bn c th ngh: Will you speak more clearly? ng lm n ni r hn c khng? Nhng v khch nc ngoi c lng t i cao, c th s cm thy khng vui, v bn thn t clear vn c ngha l do mnh nghe khng r, d b hiu thnh do i phng ni khng chun. V vy, bn c th thay th bng nhng cu di y: Would you speak more loudly, please?

ng lm n ni ln hn c khng ? I cant hear you. Would you speak a little louder? Ti khng nghe r ng ni g. ng c th ni to hn mt cht c khng? Trong trng hp bn qu bn, khng th tip tc nghe in thoi c, khi i phng li ni qu di dng, bn c th ni: Thanks you for calling. Cm n ng gi in thoi. I wish we could talk longer, but I have kept my visitor waiting. Ti rt mun chng ta ni chuyn vi nhau lu hn, nhng khch ca ti i qu lu ri. Dng cc cu trn c ngha nh t Good bye, i phng hiu rng h nn kt thc cuc ni chuyn, m bn vn gi c php lch s.

Lesson 5A new business contact Lin h vi khch hng miHi thoi mu 1 A: Id like to show you some of our products. Chng ti rt vui mng c gii thiu vi ng v nhng sn phm ca chng ti. B: Can you show me some catalogs first? ng c th cho chng ti xem bn lit k sn phm c khng? A: Here you are. I believe that they will allow you to lower costs. y . Ti tin rng nhng sn phm ny c th gim thiu c chi ph ca cc ng. B: Do these cover your complete product line? Bn lit k ny bao gm tt c cc sn phm ca cc ng ? A: Yes, everything we export is included.

Vng, trong bao gm tt c cc sn phm dnh cho xut khu. B: May I look at some samples? Cho ti xem hng mu c khng? A: Sure. Im very confident of the quality of our products. Chc chn ri. Chng ti rt tin tng vo cht lng sn phm ca chng ti.

2A: Would you like a cigarette? ng c ht thuc khng? B: No, thankyou. Go ahead. Khng, cm n ng. ng c tip tc i! A: Well, I understand youre rushed for time. So, what do you say to our getting down to some discussion? Vng, ti hiu thi gian ca cc ng l kh t i. v vy, chng ta hy dng li tho lun, ng th no ? B: No problem. Im interested in your new model passenger cars advertised in this months issue of the CARS. Khng sao. Ti rt hng th vi qung co cho kiu xe khch mi c ng trn tp ch Cars trong thng ny ca cc ng. A: How many cars do you think you can buy? Theo ng th cng ty cc ng c th mua bao nhiu chic xe? B: About 200 to 300. Khong 200 n 300 chic.

3A: Im finding a suitable agent to represent us. Ti ang tm mt i l thch hp i din cho cng ty chng ti. B: You produce sneakers, dont you? Cng ty cc ng sn xut giy chi qun vt phi khng ? A: Thats one of our products we have quite a few other sporting goods. l mt trong nhng sn phm m cng ty chng ti sn xut chng ti cn sn xut mt s dng c th thao n. B: I know. The demand for your brand is growing fast here. Ti hiu. Lng nhu cu v mt hng ny ca cc ng trong vng cng tng r rt. A: I think youd be just the people to work together with. Theo ti, cng ty cc ng l mt i tc kh thch hp.

B: Id be very happy to consider doing so. Ti s suy ngh v vn ny. 4 A: Wed like to manufacture and sell your products under your license in Beijing. Chng ti mun xin giy php ca qu cng ty sn xut v tiu th sn phm ca cng ty ti Bc Kinh. B: Do you want to sell the products under our brand name? ng mun bn sn phm vi thng hiu ca chng ti ? A: Yes, we think it would be safe. Your name is quite weeknown in our country. Vng, ti ngh nh th s an ton hn. V thng hiu ca cc ng cng kh ni ting trong nc chng ti. B: Perhaps we can help you out. Mr. Parket spoke very highly of your firm. C l chng ti c th gip cc ng hon thnh nguyn ny. ng Parket nh gi rt cao v cng ty ca cc ng. A: Thank you. Well try our best to introduce your products. Cm n ng. Chng ti s c ng ht sc gii thiu sn phm ca cc ng. Hi thoi b sung. A: We plan to export our products to your country. Chng ti nh s xut khu sn phm ca chng ti sang nc cc ng. B: I heard your firm did a good deal of exporting. Ti c bit cng ty cc ng rt mnh trong lnh vc xut khu. A: Whats total amount of your annual sales? Tng kim ngch tiu th sn phm trong mt nm ca cc ng l bao nhiu? B: For the fiscal year 2003 it was a little over 60 million dollars. Theo thng k nm 2003, tng kim ngch t hn 60 triu la. A: Id like to make a trial order of one set. Ti mun t th trc mt b. B: OK. Ill send one by air within a week. Vng. Trong vng mt tun, chng ti s gi hng cho ng qua ng hng khng. A: We must keep the deal a secret. Chng ta phi gi b mt v cuc giao dch ny. B: Dont worry. I wont tell anyone.

ng ng lo. Ti s khng ni cho ai bit u. Business advice Khi ni n thng hiu, nu sn phm c tn tui th ch cn nhc`1 n thng hiu l c th lp tc to c lng tin ca mi ngi v cht lng sn phm . V th, mun c s pht trin v sau, vic xy dng thng hiu ca mnh trn th trng quc t l nhim v u tin ca mi doanh nghip. Trc y brand thng gy n tng khng tt v vt nh ca nhng k phm ti, nhng ngy nay n tr thnh mt t ng mang ngha tch cc. v d: sn phm ca cng ty x l best brand cua trung quc, chnh l li khen c ngha nht i vi cng ty x,brand new l t ng cho ngi ta to cm gic mi m v gy c thin cm vi mi ngi. Do you handle the dry cell of theA brand? Anh c dng pin kh loi a khng? Im sorry we dont. but the B brand is more popular these days. Rt tic l chng ti khng dng loi pin ny. Nhng pin loi b gn y c s dng kh ph bin. Trong nhng cu trn, sn phm ca cng ty A, sn phm ca cng ty B khi ni bng ting anh th c chuyn thnh A brand v B brand, m ch brand khng ch n thun l ch bn thn sn phm m cn th hin cht lng ca sn phm , v d: Whats your favorite brand? Anh thch ht thuc li no nht? kent is my favorite brand kent l loi ti thch nht. Trong on hi thoi thuc l va ri, chng ta khng dung t cigarette (thuc l) m dng thay bng t brand. Hp tc k thut Ni n thng hiu, chng ta khng th khng nhc ti s hp tc k thut. hp tc k thut l ch s hp tc gia hai bb trn c s bnh ng. nhng nc ta, a s cc trng hp tc k thut l: mt bn cung cp v h tr v k thut, bn c h tr k thut phi tr chi ph thu bn quyn thng hiu. nu mun sn xut nhng sn phm c bng quyn v thng hiu th bn cn phi xin cp php, sau d0o1 mi c php sn xut v bc u tin l phi k hp ng v quyn s hu sng ch. Ngi s hu quyn sng ch gi l licensor, ngi c cp`1 giy php gi l licensee, hp ng k kt gia hai bn ni trn c gi l licensing agreement.

Phn 2 BUSSINESS NEGOTIATION

M PHN THNG MI LESSON 6 DESCRIBING PRODUCTS MIU T V SN PHMHI THOI MU 1

A : These are our new models. y l mu hng mi ca chng ti B : what are their strong points ? Chng c nhng u im g? A: Theres a lot to be said for them. In the fist place, they are more durable than any similar ones on the market. C rt nhiu u im. Trc ht, n bn hn nhng sn phm cng loi hin c trn th trng. B : Why dose it take longer to wear out than the others? Ti sao n li bn hn nhng sn phm khc? A : the yarn is carefully selected for quality and woven very tightly in this fabric. Cht lng ca loi si ny c la chn rt k, hn na kiu dt cng rt dy. B: can you leave these samples with us? ng c th li hng mu khng? A : how long do you want to keep them? ng mun li trong bao lu? B : About two weeks. Khong hai tun. 2 A: whats the measurement ? Trng lng c tnh th no? B : this has 1.5 kg per ten pack bag. C 10 ti nng 1.5 kg. A : How do you pack them ? ng gi nh th no? B : Ten pieces in a paper box ;20 boxes in a wooden case. Mi hp giy c 10 b, mi thng g c 20 hp giy. A : What is the measurement of one case ? Th tch thc ca mi thng g l bao nhiu? B : Eight cubic feet per case. 8 thc vung Anh (khong 0.23 m2 A : I see Ti hiu ri. 3 A : This is our latest product.

y l sn phm mi nht ca chng ti. B : the finish is superb. How strong is it ? Thnh phm rt tt. bn ca n th no? A : Its about 15kg/cm2, twice as strong as the usual one. C th chu p lc 15 kg/cm2, mnh gp i so vi cc sn phm bnh thng. B : What kind of shapes do you have ? Chng c nhng kiu no? A : As you see, three shapes are availabe. Nhng anh thy y , c 3 kiu khc nhau. B : I think its an excellent product. Ti ngh l sn phm cht lng tt. A : Im happy hear that. Rt vui v anh noi nh vy. 4 A : How many colors are availabe for this item? Sn phm ny c bao nhiu mu? B : We have two standard colors. What colour do you prefer? C 2 mu ch o.Anh thch mu no? A : I prefer light one. Then it will cater more to teenagers. Ti thch loi mu nht hn. V mu hp vi cc bn tr . B : I agree. If the quantity is 10000 sets or more, you may choose any color you like. A : How much can you supply per month? Mt thng cc anh c th cung cp bao nhiu b? B : Our monthly production capacity is 50000 sets. Sn lng hng thng ca chng ti l 50.000 b.

T trang 54 n trang 69

Hi thoi b sung A: whats the material? N lm bng cht liu g? B: this is made of goat leather. N c lm bng da d. A: How many designs do you have? Cc anh c bao nhiu mu thit k? B: we have three designs in that grade?

Loi ny c 3 kiu. A: would it be possible to change the product slightly? Cc anh c th sa li sn phm ny c khng? B: yes, its possible. How do you want it changed? c ch. Anh mun sa nh th no? A: thats all I have to tell you about our latest model? l tt c nhng g ti mun ni vi anh v sn phm mi ca chng ti. B: thank you. Cm n anh. Business Advice Sch hng dn thng bao gm 2 phn, l gii thch v sn phm v hng dn cahc1 s dng sn phm. di y l v d v sch hng dn cho my in thoi, trong ngi ta dng s th hin nhng tnh nng quan trng can sn phm vi khch hng. Hy vng thng qua s ny, bn c th ng dng cho sn phm ca mnh: 1. m t (description)

2. cch s dng (operation)Lesson 7 SHOWROOM GUIDE THM PHNG TRNG BY Hi thoi mu 1 A: Ill show you about our showroom and explain all the exhibits here. Ti s dn anh n tham quan phng trin lm ca chng ti, ng thi cng gii thiu vi anh v tt c nhng sn phm c trng by . B: do you have any literature? Anh c sch hng dn khng? A: yes, heres your catalog. C, y l bn lit k cc sn phm ca cng ty chng ti. B: thanks. Cm n anh. A: are you interested in seeing any particular item first? Anh c mun xem trc th g khng?

B: no. I want to see everything. Khng. Ti mun xem tt c mi sn phm. A: then, shall we begin viewing the objects from over there on the left? Vy chng ta bt u tham quan t bn phi nh.

Exhibit (n): sn phm trng by, hng trin lm. Literature (n): sch hng dn.

2 A: can I interest you in this model? This has just come out. ti gii thiu vi anh v mu hng ny nh. y l sn phm mi c tung ra th trng y. B: could you demonstrate it? Anh c th hng dn cch s dng c khng? A: sure. All you have to do is turn it on and press the play button. Tt nhin l c. anh ch cn bt cng tc, sau n nt khi ng l c. B: simple enough! Qu n gin! A: yes, this will really go over big. Would you like to try it yourself? Vng, sn phm ny chc chn s bn rt chy. anh c mun dng th khng?

Demonstrate (vt): mu, lm mu. Turn on : bt cng tc Go over: thnh cng, bn chy

3 A: how many items do you have? Cng ty cc anh c bao nhiu loi sn phm? B: we market about 80 different items; 120 if we include the trial products. Chng ti c 80 loi sn phm c by bn trn th trng, nu k c sn phm th nghim th c ti 120 loi. A: thats impressive. Tht ng khm phc! B: theres something Id like to show you. This is still at the experimental stage.

y l nhng sn phm m chng ti mun gii thiu vi anh, chng vn ang trong giai on th nghim. A: what is the power source of this robot? Ngun in can ngi my ny u vy? B: it has dry cell batteries. Let me show you some of its features. Bn trong c pin kh. ti gii thiu vi anh v c im ca ngi my ny nh!

Trial product: sn phm th nghim At the experimental stage: trong giai on th nghim Robot: ngi my, robot Dry cell battery: pin kh 4 A: did you enjoy visiting our showroom? Anh hi lng v chuyn tham quan phng trin lm can chng ti ch? B: yes, I did. You have a lot of attractive merchandise. Vng. Hu ht cc sn phm can anh u c sc thu ht A: thank you. I hope youll place some orders before you leave. Cm n anh. Ti mong rng cc anh s t vi n hng, sau s lit k nhng sn phm cn mua. B: Ill run through your catalog and make a list of what were likely towant. Chng ti s xem qua danh mc hng, sau s lit k nhng sn phm cn mua. A: I see. Thank you for sparing your precious time. Ti hiu. cm n anh ginh thi gian qu bu can mnh cho chng ti. B: thank you for all the information. Ti cng xin cm n anh v nhng thng tin anh cung cp cho chng ti.

Merchandise: hng ha, thng phm. Run through: xem lt qua Be likely to: c th.

Hi thoi b sung A: Thank you for coming to our exhibition today. Cm n v hm nay anh n d trin lm can chng ti B: Im happy to be here. I intend to take a good look at your

A: B: A: B: A: B:

Products. Ti rt vui v c n d. Ti mun tham quan sn phm ca cc anh. Please feel free to ask me anything. C vn g anh c hi. Yes,I will. Vng. How long is the warranty good for? Thi hn bo hnh l bao nhiu? Two years, Mr. Brown. Within that period, all repairs are free. Hai nm, tha ng Brown. Trong thi gian nay, khch hng s c sa cha min ph. Now this is the last item for today. y l mt hng cui cng ca ngy hm nay. Thats very interesting. Tht th v Business Advice

Please come this way. Id like to show you our showroom. Mi i theo li ny. Ti mun a anh n tham quan phng trng by ca chng ti. Ill take you to our showroom. Ti s a anh n tham quan phng trng by ca chng ti! Let me show you you around house. ti a anh i xem nh can ti. Nu bn c mi khch hng mua sn phm no , ban c th ni: Can I interest you in one? Ti xin gii thiu vi anh v sn phm ny. n gin hn bn c th ni: How about this one? What about this one? Anh thy n th no? trnh nhng nghi ng can khch hng v cht lng sn phm, ch cn ni vi li ni,bn c th tng thm tin cy ca khch hngv cht lng ca sn phm, iu ht sc quan trng.V d, nu ban bn mt hng ao s mi, bn co th ni: We have some fine shirts here. We guarantee its quality. y chng ti cn vi chic o s miraats p. Chng ti xin dm bo cht lng sn phm ny. T guarantee trong cu ny c ngha mnh hn t bo m/bo hnh trong ting vit, Khi chng ta mun m bo v cht lng trong mt khong thi gian nht nh,chng ta c th ni: Well guarantee this product for one year. Chng ti xin bo hnh mt nm cho sn phm ny. Bn cng c th thay bng twarrant,nh: Well warrant this product for three years. Chng ti xin bo hnh 3 nm cho sn phm ny. Khi mun dng t ng th hin vic gii thiu sn phm hoc bo m cht lng sn phm,bn c th dng t endorse, nh:

We can endorse this model Chng ti xin m bo cht lng ca loi sn phm ny. Cui cng,khi khch hng i, bn nh ni vi h rng: Thank you for giving us your precious time. Cm n ng ginh thi gian qu bu cho chng ti. Im very glad to have met you.I hope to see you again. Rt hn hnh c lm quen vi ng. Ti hi vng s c gp li ng. Lesson 8 PRICE NEGOTIATION M PHN V GI C Hi thoi mu 1 A: Is this your best price? y c phi l gi u i nht ri khng? B: Im afraid it is. Thats our rock-bottom price. C l l nh vy, y l gi thp nht can chng ti ri. A: That may be true, but if you make it cheaper, well be able to Place large orthers continuously. C th nh vy, nhng nu anh h thp hn cht na , sau nay chng ti s tip tc t hng vi s lng ln. B: About what price would you say? Anh nh h gi xung bao nhiu? A: I have to ask you for $9.00. 9 la. B: $9.00 is out of the question. The best I can offer you is $9.50 9 la, khng c. Gi thp nht can chng ti l 9,5 la ri best price: gi u i rock-bottom price: gi thp nht out of the question: khng th,khng c

2 A: the prices you qouted us are little too high. I want a 20% discount. Gi cc anh a ra hi cao. Ti mun gim xung 20%. B: I cant give a reduction like that! Chng ti khng th gim nh th c.

A: look, I know you can manage that. Ive already had a similar offer from your competitors. Ti bit l anh c th iu chnh c. i th cnh tranh ca cc anh cung a ra gi nh vy m. B: But when it comes to quality, theres no comparison. Nhng nu so v cht lng th hng ca h khng th snh bng hng ca chng ti c. A: you have to meet your figure, if your company really wants to sell more. Cc anh nn cn nhc li gi c nu thc s cc anh mun bn c nhiu hng! B: well, I need some time to think it over. Vng, ti cn c thi gian suy ngh. Quote (vt): bo gi 20% discount: gim 20% 3 A: weve had to increase our prices on some of our items. Chng ti iu chnh gi i vi mt s sn phm. B: up again? Li tng gi ? A: yes. However, since the quality has also improved, the raise is Justifiable. Vng. Khi cht lng c ci thin th tng gi l iu ng nhin. B: how much has it gone up? Gi tng thm bao nhiu? A: the unit price has been raised by 5% to $27. Gi ca mi n v hng tng thm 5%, tc l 27 la. B: I didnt expect it to go that high. Ti khng ngh gi li cao nh th.

Justifiable (adj): iu ng nhin Go up: tng ln, tng thm 4 A: how much are you asking per unit? Gi cho mt n v hng l bao nhiu? B: our factory price is $4.50 per unit. But it depends on quantity.

Gi cho mt n v hng trong xng can chng ti l 4,5 la. Tuy nhin, vn c th iu chnh theo s lng mua. A: assume I oder 30000 outright? Gi s chng ti t mua 30000 b th th no? B: then I could bring it down to $4.48. Nu th chng ti c th gim xung 4,48 la. A: that doesnt seem like much of a reduction. How about $4.45? Nh th chng gim c l bao.cc ng c th gim xung 4,45 la c khng? B: Ill tell you what. If you double the order, I suppose we could consider it. Th ny nh. Nu ng t vi s lng gp i, ti ngh chng ti c th xem xt li gi c.

Factory price: gi xut xng Assume (adj): gi s Outright (adv): tt c, ton b

Hi thoi b sung A: how much can you bring the price down? Cc ng c th h xung bao nhiu? B: Im afraid that there is no room to negotiate the price. Ti e rng mc gi khng th mt c hn c na. A: thay look rather steep. Xem ra mc gi ny khng hp l lm. B: yes, but they are worth that much. Vng, nhng chng hon ton ph hp vi gi m. A: how much are the prices up? Gi tng thm bao nhiu? B: about 5 percent on the average. Trung bnh khong 5%. A: If you wont come down to $23, we wont buy one. Nu gi khng di 23 la th chng ti s khng mua. B: Im sorry, but I cannot make any further discounts. Rt tic, nhng chng ti khng th gim hn c na.

Steep (adj): khng hp l Average (n): trung bnh Discount (n): tin bt, s tin c gim.

Chung ta co th hinh dung mc gia nh hinh cua nui , trong trng hp nay co th dung t high va low biu at , nh : Thats too high. Gia qua cao! Oh, no,this is the lowest price. khng , y la gia thp nht ri. Let us have your rock-bottom price. Hay cho chung ti gia thp nht cac anh co th ban. T rock-bottom price la cach cng iu th hin gia ca nh th la a thp ri, khng th giam hn c na. Khi noi v gia ca, chung ta thng dung tinh t reasonable.Noi mt cach n gian , t nay co y nghia nh t hp ly trong ting Vit, vi du : The price is quite reasonable. Gia nay tng i hp ly. Tinh t unreasonable lai chi gia ca qua cao, cao mt cach v ly, vi du: The price is unreasonable. Gia nay qua cao! Khi noi v gia re, ban nn han ch ti mc ti a vic s dung t cheap, vi t nay co y nghia am chi gia re la do cng lao ng re (cheap labor).

Ban co bit mc ca khng? Nu gia i phng a ra qua cao, ho ha xung gia thp hn, ban co th noi: Can you make it a little cheaper? Can you come down a little? Can you reduce the price? ng co th ha gia hn mt chut c khng?

Khi mun nhn manh v cht lng san phm, co c mc gia hp ly nht trong giao dich, chung ta co th noi: This one is very good for 10 dollars. San phm nay chi ang gia 10 la. These are slightly higher in price , but their superior quality makes them more valuable than the less expensive ones. Mc du gia cua s hang nay hi cao mt chut, nhng o la nhng san phm co cht lng tt, vi th no gia tri hn rt nhiu so vi nhng san phm re hn. Ngoai ra, chung ta co th cu truc:..(all right),but.. t cu, vi du: The price is high, but its an unusual well made tie. Please look at the label. Its designed by Piere Cardin. Gia nay cao tht, nhng y la loai ca vat c thit k c bit. Xin hay nhin vao thng hiu xem, y la san phm do Piere Cardin thit k y.

Lesson 9 FACTORY TOUR (1) THM XNG (1) Hi thoai mu 1 A:Ill be accompanying you on your tour today. Hm nay ti se a anh i tham quan. B: Thank you for all the trouble youre going to take for me. Cam n anh vi anh a giup ti vt va hn. A: No trouble at all. I only hope Ill be able to help you. Co vt va gi u. Ti rt mong co th giup c anh. B: Im sure you will. Chc chn anh se lam c. A: Heres a schedule weve prepared. I hope its suitable for you. y la lich trinh ma chung ti a chun bi sn. Hi vong se lam anh hai long. B: All right. Ill be ready in five minutes. n ri. Ti se chun bi xong trong vong 5 phut na. 2 A: Ill give you a little information about your itinerary for today. Chung ti xin cung cp mt s thng tin v bui tham quan ngay hm nay cho cac anh. B: Id appreciate that.

Cam n cac anh. A: Well reach the plant by 10:30 and well be on a tour before lunch. Were scheduled to be back here in Beijing by 2:30. Chung ta se n xng trc 10 gi 30 va i tham quan trc khi n tra. Theo d inh, chung ta se tr lai Bc Kinh trc 2 gi 30 phut. B: Could you be a little more specific? Anh co th noi cu th hn c khng? A: Of course. Ill be giving you more details on the way there. Tt nhin la c. Chung ti se gii thiu cu th hn trn ng i. By gi chung ta xut phat c cha? 3 A:Mr.Brown, Id like introduce you to meet Mr.Lee, the plant manager. ng Brown, ti mun gii thiu ng vi ng Lee, giam c nha may. B:How do you do, Mr.Lee? Chao ng Lee. C: How do you do, Mr.brown? Its a pleasure to meet you. Chao ng Brown. Rt hn hanh c lam quen vi ng. B: The pleasures mine. o la nim vinh hanh cua ti. C: Ill give you a complete picture of our operation. Ti se gi ng oan phim t liu hoan chinh v qua trinh san xut cua chung ti. B:Thank you. Thats why I came. Cam n ng. y chinh la muc ich ti n y ngay hm nay. C: First, Ill show you an 8 minute multivision. Trc ht, ti xin danh 8 phut ng xem oan phim tai liu nay qua may chiu. 4 A: When was this factory founded? Xng nay c thanh lp t khi nao? B: In 1976 with a capital of 2 million dollars. Nm 1976, khi o vn la 2.000.000 la. A: How many employees do you have? Xng cua cac anh co bao nhiu nhn cng? B: There are about 1200 in the plant, and 80 in the office. Trong xng co 1.200 cng nhn, con vn phong co 80 nhn vin. A: You are expanding your plant.

Xng cua cac anh ngay cang m rng y nhi. B: Yes. Our new plant will start production next month. Vng. Thang ti la xng mi cua chung ti bt u i vao hoat ng. A: That will help to speed things up. Nh vy tc san xut se ngay cang tng ln. B: Of course. It has taken two years altogether. Tt nhin. Tt ca chung ti a mt 2 nm xy dng ri. Hi thoai b sung A: I hope the noise isnt bothering you. Hy vong nhng m thanh nay se khng lam phin n ng. B: No, not at all. Im accustomed to this sort of thing. Khng sao. Ti a quen vi chung ri. A: If theres some place youd like to stop, dont hesitate to ask. Nu mun dng u thi xin ng c noi. B: Thank you. Ill keep that in mind. Cam n ng. Ti se lu y. A: I hear your plant is phasing in robots. Nghe noi xng cua cac anh ang tin dn ti t ng hoa. B: Yes, we began last spring. Vng, chung ti a bt u t u nm ngoai. A: These machines seem to be the most modern ones of their kind. S may moc nay hu nh u la kiu may hin ai nht. B: Thats true. We believe that superior equipment makes for superior products. ung vy. Chung ti tin rng cac thit bi tin tin se giup chung ti san xut ra nhng san phm co cht lng tt.

Business adviceKhi dn khach i tham quan cng xng, ban co th s dung nhng cu sau: 1. Ill give you a little information on our schedule. Chung ti xin cung cp mt s tai liu v k hoach lam vic cua chung ta. Ill give you more information on the way to the factory. Trn ng n xng, ti se gii thiu vi anh nhiu hn. 2. Well drive to the factory, which is about 45 minutes from here.

3.

4.

5.

6.

7.

8. 9. 10.

Chung ta se lai xe n xng, se mt khoang 45 phut i xe. Mr.Song will be meeting us there. He will be the one who actually shows you around. ng Song se i chung ta o. ng y rt mun a anh i tham quan cng xng. Let me take you around the factory. ti a anh i tham quan xng nhe. The power plant was built 5 years ago. Nha may in nay c xy dng t 5 nm trc. At present, there are 967 workers at the manufacturing plant. Hin nay, xng ch tao nay co 967 cng nhn. Watch your step. Anh i cn thn keo nga. Im not familiar with that point. Let me call someone who is more knowledgeable. V khoan nay ti khng ranh lm. ti goi in cho ngi am hiu v vn nay. Well, shall we have a break? You must be tired, having seen all of our plants all at once. c ri, chung ta nghi mt lat nhe? Chi mt thoang a tham quan ht xng cua chung ti, chc anh cung a mt lm ri. I hope you dont mind having Chinese food for lunch. Hy vong anh khng ngai dung cac mon n Trung Quc trong ba tra ch? We still have plenty of time, so if theres some place youd like to stop by, please dont hesitate to ask. Chung ta con rt nhiu thi gian, vi th nu mun nghi u xin anh c noi. Were running a little short on time, so Chung ta khng co nhiu thi gian, vi vy I hope you found the trip informative. Hy vong anh se nm c nhiu thng tin sau chuyn i thm nay. This completes our schedule for today. Chng trinh lam vic cua chung ta hm nay dng y.

Lesson 10 FACTORY TOUR (2) THM XNG (2) Hi thoai mu 1

A: Why dont we start at our main plant? Sao chung ta khng bt u tham quan t xng chinh nhi? B:Sure. Whats your annual output? Tt nhin ri. San lng nm cua cac anh la bao nhiu? A: It would be approximately 800.000 tons. Production is double what it was 3 years ago. Khoang 80 van tn, gp i san lng cua 3 nm trc y. B: Whats your market share? Ty l chim hu thi trng th nao? A: It was over 48% last year. Were the largest manufacturer in Beijing in this line of business. Vt trn 48% so vi nm ngoai. Bc Kinh, chung ti la nha ch tao ln nht trong nganh. B: Is that right? Th a? A: Were supposed to take off shoes from here. And please use these slippers. Chung ta phai ci giy y. y co dep l, mi cac a i tam. 2 A: What is your usual percentage of rejects? Ty l hang bi tra v cua cac anh la bao nhiu? B:In normal operations it would be about 6 or 7 percent. But in our factory its only 3.9 percent. Binh thng nu nha may san xut binh thng thi ty l hang bi tra v la 6%-7%, nhng xng cua chung ti chi co 3,9%. A: Thats fantastic. Cung kha di y ch! B: Our quality control is very strict. V vn cht lng, chung ti quan ly rt nghim ngt. A: How much do you spend on R&D? Cac anh bao nhiu chi phi cho cng tac nghin cu va phat trin? B:About 3% of gross sales. Please come along and see our R&D Department. Khoang 3% tng doanh thu. Mi anh i theo ti,chung ta cung n thm phong nghin cu va phat trin. 3 A: Everybody is working very hard. Moi ngi lam vic tht chm chi. B: yes.We are short-handed. Vng.Chung ti con thiu rt nhiu nhn cng.

A: Ive heard Beijing is one of the cities with the densest population. Nghe noi Bc Kinh la mt trong nhng thanh ph co mt dn s ng nht. B: Nevertheless, we are short of laborersb these days. Du vy, hin nay chung ti vn ang thiu nhn lc. A: they take home excellent salaries, I hope. Hy vong rng ho co thu nhp cao. B: Thats right. Beijing is no longer a city of cheap labor. Vng.Bc Kinh khng con la mt thanh ph co gia nhn cng re mat na ri. 4 A:What do you think of our factory? ng thy xng cua chung ti th nao? B: Im very favorably impressed. I think we may be able to work together. Ti rt n tng va bai phuc. Ti nghi chung ta co th hp tac vi nhau. A: Im very glad to hear that. Well work very hard to live up to your expectetions. Ti rt mng v iu o. Chung ti se n lc lam vic at c nhng iu ng mong mun. B: Ill do my best, too. Ti cung se c gng. A: Well, shall we have a break? Vng, chung ta se nghi mt lat ch? B:Good idea. Y kin hay y! Hi thoai b sung A: Can you give me more details on that? ng co th cho ti bit cu th hn c khng? B: Id be happy to. Ti rt sn long. A: Did you get the information you were after? ng a tim c nhng thng tin cn thit ri ch? B:Actually, I got far more than I had expected. Thc ra, ti bit c nhiu hn nhng gi minh mong mun. A: Thank you very much for the tour. Cam n ng a sp t cho chuyn tham quan ln nay

B: Not at all. Im sorry I couldnt answer all of your questios better. Khng co gi. Ti xin li vi a khng th tra li cu th tt ca cac cu hi cua ng. A:Can you explain it more in detail? ng co th giai thich cu th hn c khng? B: Im sorry, but the technical know-how is confidential. Rt xin li,vi vn ky thut la chuyn bi mt cua chung ti.

Business adviceMt trong nhng phng phap quan trong thuyt phuc khach hang u My o la cung cp cac tai liu thng k mt cach chi tit. Nu ban chi s dung nhng t ng kiu nh: hi, khoang, thi ban se khng tao c nim tin cho i phng.Hay lit k mt cach chinh xac lng hang ban ra,san lng nm, ty l chim hu thi trng, ty l hang bi tra v va cac chi phi danh cho cng tac nghin cu va phat trin, o la nhng iu ht sc quan trong. Chung ta co th ly vi du v mc doanh thu nm: Whats the total amount of your annual sales? Xin hoi, tng doanh thu nm cua quy cng ty la bao nhiu? For the fiscal year 2004 it was a little over 300 million dollars. Theo thng k nm 2004 , mc doanh thu cua chung ti la 300 triu la. Nu chi noi v tng kim ngach ban ra thi co le cha u, li nhun cung la mt yu t rt quan trong.Nu mun bit li nhun la bao nhiu, ban co th hoi nh sau: Whats the percentage of your profit? Ty l li nhun cua cac ng la bao nhiu phn trm? Whats the total profit of your annual sales? Tng li nhun cua cac ng la bao nhiu? C th ty theo phm vi khu vc m chia hot ng kinh doanh thnh 2 loi: kinh doanh trong nc,gi l domestic sales; nu l hat ng kinh doanh trong lnh vc xut khu th gi loverseas saleshoc sales abroad.Khi hiu 2 thut ng ny, bn c th hiu c ngha ca nhng cu sau mt cch d dng: What the percentage of overseas markets in proportion to domestic markets for your product? T l sn phm bn ra th trng trong nc v th trng nc ngoi ca qu cng ty l bao nhiu? The ratio is about 7 overseas to 3 domestic. T l bn ra nc ngai l 70%,cn trong nc l 30%

Khi mun bit sn lng ,bn c th hi: Whats you annual output? Sn lng nm ca nh my cc anh l bao nhiu? Heres a pamphlet about this plants yearly production. y l cun s tay gii thiu cc sn phm trong nm ca xng ny. Nu mun hi t l phn trm chim hu th trng l bao nhiu ,bn c th dng t market share,v d: Whats you market share? T l chim hu th trng ca cc anh l bao nhiu? Whats the market share held by your company? T l chim hu th trng ca qu cng ty l bao nhiu?

PHN 3 MAKING AN AGREEMENT

K HP NG

Lesson11

TERMS OF PAYMENT IU KIN THANH TON Hi thoi mu

1

A: Now Id like to go over the terms of payment. By gi ti mun tho lun v iu kin thanh ton. B: What do you have in mind? Theo ng th th no? A: Full payment must be made at the time of the shipment. Tt c cc khan tin u phi thanh tan xong ngay khi xp hng. B: Hmm. A: Weve already reduced the price by 3%.Please keep that in mind. Chng ti gim gi 3%.Xin cc ng lu iu ny. B: All right. I see no problem. Vng, ti thy nh th cng c. A: I appreciate your cooperation. Cm n s hp tc ca cc ng. Terms of payment:iu kin thanh tan Coopertion [ kuprei n] (n):hp tc ,s hp tc

2

A: I wonder if you could consider spreading payment over a period of time. Ti ngh, cc ng c th ng vi vic thanh tan thnh nhiu t. B: Do you mean installment payments? ng l tr gp ? A:Right. ng th B: If you insist, we may be able to consider that type of payment. Nu ng vn c ni, chng ti c th xem xt v phng thc thanh tan ny. A: How does it work? C th l thanh tan nh th no? B: Generally,10%down and the balance is to be divided three equal monthly payments. Thng thng u phi tr trc 10%,s cn li s tr ht trong 3 thng ,mi thng30%. installment [in'st:lmnt] (n): thanh tan thnh nhiu t,tr gp balance ['blns] (n):s tin cn li

3A: (On the phone) What do you think of our proposition regarding payment?

(Ni trong in thoi) ng c kin g v phng thc thanh ton m chng ti ngh khng? B: Basically,I think its reasonable .But the first payment is more than we expected Ti cho rng phng thc v c bn l hp l, nhng t thanh tan u li nhiu hn so vi d tnh ca chng ti. A: Please consider our profit margin.It isnt large. Mong ng hy xem xt vn ny ,v li nhun ca chng ti khng nhiu. B: But Id appreciate a more favorable condition. Nhng chng ti s rt cm n nu iu kin thanh tan u i hn mt cht. A: Well,Ill have to give it some more thought. Vng , nht nh chng ti s suy ngh thm v vn ny. B: When can I have an answer? Khi no th ng cho chng ti bit cu tr li? A: Ill let you know within an hour. Ti s tr li ng trong khang 1 ting na. profit margin:li nhun, li

4A: Were in a tough position. Please consider deferred payment. Cng ty chng ti ang gp kh khn .Mong ng hy ko di thi hn thanh tan cho chng ti. B: As I said before,Id like to.But I cant get permission from the company. Trc y chng ti ni vi cc ng ri,chng ti rt mun ra hn.Nhng cng ty chng ti khng cho php. A: Cant you think it over a little more? Cc ng khng th xem xt thm v vn ny c sao? B: Im afraid we just cant. Ti e l khng th . A: Come onIsnt there anything that could be done? Xin ng lm th.L no cc ng khng th gip chng ti mt cht g sao? B: Sorry,its out of my hands now. Rt ly lm tic ,vic ny ti khng th t quyt nh c. deferred payment:ko di thi hn thanh ton, ra hn thanh ton

Hi thoi b sung:

A: What are your terms of payment?

iu kin thanh tan ca cc ng nh th no ? B: Please open an irrevocable confirmed L/C at sight Xin hy m ngay th tn dng khng th hy ngang A: Please give us a quotation in US dollars for model No.5. Xin hy chuyn cho chng ti mt bng d k gi mu hng s 5 tnh bng la. B: It is around US $40 C.I.F London. The payment term is cash on delivery. Gi C.I.F Lun n l 40 la ,bao gm ph bo him v cc vn chuyn .Phi thanh tan bng tin mt ngay khi nhn c hng. A: What about the cost of delivery? Gi vn chuyn khong bao nhiu? B: Wed like to do it in accordance with an F.O.B. iu ty thuc vo gi F.O.B. A: Can you tell me the advising bank of your L/C and its number? Cc ng c th cho ti bit ngn hng thng bo th tn dng v m s th tn dng ca cc ng khng? B: The advising bank is the First Bank head office with is to confirm the L/C,and its number is 523. Ngn hng thng bo l tr s chnh ca ngn hng First Bank,h xc nhn th tn dng ca chng ti ,m s th tn dng l 523 C.I.F.(Cost ,Insurance and Freight):gi bao gm ph bo him v cc vn chuyn,gi cp bn. Cash on delivery:thanh ton khi nhn c hng F.O.B(free of board):gi giao hng ln tu Advising bank:ngn hng thng bo ,ngn hng trung gian L/C(letter of credit):th tn dng

Business AdviceTrong cc tnh hung giao tip thng thng ,nu mun hi gi, bn ch cn ni:How much is this l . Nhng trong trng hp m phn thng mi , chng ta khng th hi mt cch n gin nh vy c.Do qung ng vn chuyn hng ha rt xa ,nn trc tin phi xc nh r cc iu kin nh bn no chu trch nhim chi tr ph bo him v cc vn chuyn ,nhn hng u,nh vy chng ta mi bit gi nh th l cao hay thp.Cc bn c th tham kho cc mu hi thoi di y: A: And the price? Gi c l bao nhiu? B: Twenty cents per yard. 0.2 la mt thc Anh. A: On what term? Ph vn chuyn tnh nh th no? B: F.O.B Tianjin. Bn bn c trch nhim thanh ton gi F.O.B Tianjin(gm ph giao hng,cc vn chuyn v ph bo him) A: That s too high.I thought it was on a C.I.F. basis Cao qu .Chng ti ngh cc vn chuyn v ph bo him c tnh trong tin hng ri.

Thut ng v vn chuyn hng haTrong qu trnh vn chuyn hng ha ,F.O.B ch phng thc giao hng ti cng xut,cch vit tt cafree on board(bn bn vn chuyn min ph ln tu).V th F.O.B Tianjin ch phng thc thanh ton m bn bn chu trch nhim chi tr ph vn chuyn ,tin bo him vo giao hng ti Tianjin.Ngc li ,C.I.F l cch vit tt ca Cost ,Insurance and Freight, ngha ca cm t ny l gi hng bao gm c ph vn chuyn v tin bo him t cng xut ti im ch.Khi dng phng thc

thanh ton C.I.F ,phi ch r a danh ,nhC.I.F Seattle l ch bn mua chu trch nhim chi tr gi hng bao gm c ph vn chuyn v tin bo him t cng xut Seattle n im ch. Thng thng ,i vi nhng mt hng nhp khu th F.O.B tng i m bo,cn C.I.F thng c dng i vi cc hng ha xut khu.

Money,money,moneyThanh tan tin hng trong giao dch xut nhp khu tng t nh cc hnh thc giao dch thng thng trong nc,gm:thanh tan bng tin mt ,thanh tan bng sc,thanh tan qua ti khan ngn hng, ngoi cc hnh thc thanh ton thng thng,trong giao dch quc t cn c nhng khi nim nh thanh ton trc(pay in advance) hoc thanh tan ht khi nhn c hng (cash on delivery).Khi giao dch bng hi phiu (documentary draft),ngi mua phi m th tn dng (L/C= letter of credit) ngn hng v giao cho bn bn ,bn bn li cn c vo th tn dng m hi phiu sau khi xp hng ,v th rt him xy ra tnh trng khng thu c tin hng.iu ng ch l ,hi phiu c chia lm cc loi:hi phiu tr ngay(pay at sight) hoc hi phiu tr sau(unsance) ,c th dng 60d/s biu th , ngha ca 60d/s l thanh ton trong vng 60 ngy ngay sau khi k hi phiu (d/s= day after sight)

Quiz:Hy cho bit ngha ca cc thut ng sau: F.O.B.(free on board) C.I.F.(cost,insurance and freight) Documentary draft L/C(letter of credit) Unsance 90d/s Pay at sight pay in advance

Hi thoi mu

TERMS OF DELIVERY IU KIN GIAO HNG 1

Lesson 12

A: What quantities would you order? ng mun t mua bao nhiu hng? B: Can you make around 80.000 pieces in this mold?

Cc ng c th lm cho chng ti 80.000 chic vi kch c nh th ny khng? A: Weve got only 50.000 pieces at the present time. When do you need them? Hin ti chng ti ch c 50.000 chic .Khi no ng cn? B: Please rush this order Cng sm cng tt B: Ill arrange to have them reach you in five days.Would that be satisfactory? Ti s sp xp 5 ngy na hng s n ni .Nh th c c khng? B: Good.You must deliver the goods in that time Vng. ng phi gi hng ng thi gian y. A: Dont worry about it. We can come up with your order. Xin ng ng lo,chng ti s lm kp n t hng ca ng Come up with:theo kp ,ui kp

2A: What quantity do you have in mind? ng mun t bao nhiu hng? B: Thirty thousand dozen in five shipments. 30.000 t ,vn chuyn thnh 5 lt. A: When do you want to start and how do you want it shipped? ng mun khi no tu chy v vn chuyn th no ? B: Six thousand dozen each month for five months starting in July will be fine. Vn chuyn trong 5 thng, mi thng 6000 t ,bt u t thng 7. A: In October ,the production line is very busy.So ,if we could ship 3000 dozen in October ,then well make it up by sending 9000 dozens in November. Vo thng 10, dy chuyn sn xut s rt bn.V vy ,nu c th ,thng 10 chng ti s chuyn 3000 t ,n thng 11 s chuyn b sung 9000 t. B: Okay,but youve gotta be sure to meet it. Cng c, nhng cc anh phi m bo chuyn hng ng thi gian quy nh. make up:b sung ,n b ,bi thng A: (On the phone) Could we get them delivered by the end of this month? (Qua in thoi )Cui thng hng c n ni c khng ?

3

B: Its rather difficultwe have now a rush of orders and we are working round the clock. Nh th s hi kh hin chng ti ang c mt s n t hng cn phi lm gp nn phi tng ca c ngy v m. A: What is the present lead time ,then? Vy l nhanh nht l khi no th hng c chuyn n? B: Im afraid itll be about four to six months .If you need immediate shipment,youll have to check stocks of other manufacturers. Ti e rng phi 4-6 thng na . Nu ng mun chuyn ngay, ng c th tm hiu v hng d tr ca nh sn xut khc. A: I see.Well find another supplier. Ti hiu,chng ti s tm nh cung cp khc. B: Please understand that immediate shipment after an order is not possible. Mong ng thng cm ,chng ti khng th chuyn hng n ngay khi va mi nhn c n t hng.

Round the clock:tng ca c ngy ln m Supplier[splai] n: nh cung cp

4 A: (On the phone) how long will it take to get the sample? (Qua in thoi ) khong bao lu na chng ti mi nhn c hng mu? B: Itll take about 30daysto send it by ship. Phi mt 30 ngy chuyn n bng tu. A: Its too late. Nh th th qu mun. B: Then Ill it rush off to you by air. Vy chng ti s chuyn bng ng hng khng cho ng. A: That would be better. C l nh th s tt hn. B: How soon can you give me the order details? Khong bao lu mi gi cho chng ti n t hng chi tit? A: When I reveice the sample,Ill send you the purchase order. Khi no nhn c mu hng ,ti s gi ngay n t hng cho ng. Rush off: vi ,tranh th

Purchase order: n t hng Hi thoi b sung A: When can you deliver the goods? Khi no ng s chuyn hng ti? B: Within 3 months upon arrivalof your L/C. Trong vng ba thng k t khi chng ti nhn c th tn dng. A: Do you have SM-3S in stock? Trong kho ca cc ng cn loi SM-3S khng? B: Yes, we always try to keep on adequate stock . Cn .Chng ti lun c gng gi hng trong kho. A: Can you fill this order? Cc ng c tip nhn n t hng ny khng? B: Yes, we have enough stock to supply you. C , chng ti lun c hng cung cp . A: Im afraid Ill have to reconsider the order. E rng ti phi xem xt li n t hng ny. B: Why do you say so? Ti sao ng li ni nh vy? Keep on : m bo ,duy tr Stock([stk] ) n : hng d tr, kho d tr Fill in the order: tip nhn n t hng

Business Advice Bn hy th tnh xem: 1 GROSS =___DOZEN =___PIECES V n v tnh s lng hng ha ,c th chia thnh cc n v sau :piece (chic ,ci), dozen (t), gross(mi hai t).Thng thng mi dozen l 12 ci mi gross l 144 ci hay 12 t .Nhng do chng loi hng khc nhau ,nn n v tnh cng c s khc bit nho nh ,v th bnaj cng cn lu .V d , bakers dozen l 13 chic do quy nh v trng lng trc y rt

nghim ngt , cho ln trong ngh lm bnh , c mt t li c tnh thm mt chic ph hp vi quy nh . Cho ti nay, bakers dozen tr thnh mt khi nim t bit ,l 13 ci ,ch khng n thun l 1tas 12 chic nh thng thng . Dozen l tn n v ,hy ch cch s dng nhng mu cu quan trng di y: Shell by the dozen. Bn tng t mt. Cheaper by the dozen. Mau c t s r hn. Cu chuyn v 5 tn than V n v tnh trng lng ,cch tnh ca Anh v M cng c nhng im khc nhau .Tn ca Anh (English ton) l tn di (long ton) ,tng ng 2240 bng, nng hn so vi n v tnh thng thng (metric ton ,2204 bng) .Cn tn ca M l tn ngn (short ton), ch bng 2000 bng ,nh hn so vi n v thng thng. Ngi Anh v ngi M tng tranh ci rt nhiu v vic tnh 5 tn than.V pha Lon Anh ,do bn ht than nn h mua than g Metri Sho ca M .Ngi Anh nh mua 5 tn than c rt (tn ca Anh) nhng ngi M li tnh ton ton ton bng n v tn ca M ,do dn n s chnh lch v khi lng .y c th coi l s hiu nhm do hai bn Anh v M quen dng on v tnh khc nhau gy nn. 2240 1b 2204 1b 2000 1b

Chnh v nhng bt ng ,hai bn quyt nh thng nht cc n v o lng d l thng(case), kin (bale), bao(bag), hay bc (bundle) .Tng trng lng (gross weight) tr i trng lng ca bao b (tare) th ra trng lng tnh (net), mc d nguyn l ca n kh n gin , nhng trong lnh vc thng

mi ,do hng ha phi vn chuyn i rt xa , nn trng lng khi bt u vn chuyn (shipped weight) v trng lng khi n ch (landed weight) lun c s chnh lch nht nh .Ch khi hai bn k hip nh th h mi trnh c nhng hiu lm ny . Ly v d , nu mun xy ra tranh chp gia hai bn v vic khng trng lng th phi lm hp ng trc v t ra quy nh bng vn bn , v d: Loss in weight over 2% will be for sellers account . Nu trng lng thiu trn 2% so vi tng trng lng ,bn bn s phi chu trch nhim. Trong hp ng ,cn phi xc nh r phm vi trch nhim ca hai bn v kh nng tng gim ca trng lng ,lu phi thm vo cu s chnh lch v trng lng khng c vt qu 10% so vi tng trng lng, cm t tng ng trong ting Anh l more or less term.

LESSON 13

ESTABLISHING AN AGREEMENT K KT THA THUN

Hi thoi mu 1 A: (On the phone) Have you come to any decision? (Ni qua in thoi ) Cc ng quyt nh cha ? B: No ,not yet.Were still taking it over. Cha chng ti vn ang tho lun. A: When will you give us a definite answer? Khi no cc ng c cu tr li chnh xc cho chng ti ? B: Well ,lets not be hasty. Were haning a board meeting to nail it down .

Cc ng ng c vi .Chng ti cn phi hp hi ng qun tr sau mi quyt nh c. A: I hope we shall be able to work together. Hi vng chng ta c th cng hp tc vi nhau. B: I hope so ,too. Ill contact you after the meeting over. Ti cng hi vng nh vy .Sau khi kt thc cuc hp , ti s lin lc vi ng ngay lp tc. Establish [is'tbli] vt : k , xc nh , lp Agreementn ['gri:mnt] n : tha thun , hip c Board meeting : cuc hp hi ng qun tr Nail down: a ra quyt nh 2 A: Youve read the summary of our negotiations.Do you see any problem? c qua bin bn tm tt cuc hp ca chng ti ,ng thy c vn g khng? B: No , theyre no problem as far as I can see. Khng , hin ti cha thy c vn g . A: Then ,its set .Lets putit into writing and sign it. Vy chng ta quyt nh nh th nh . ti vit thnh vn bn chng ta c th k vo . B: Before signing, if you like, Id like to have our consultant look at it. Nu ng mun ,trc khi k , ti ngh l hy c vn ca chng ta xem qua . A: Fine. Vng. Consultant[kn'sltnt] n

: c vn. 3

A: What do you think of this contact ? ng ngh g v bn hp ng ny ? B: Its okay, up to a point. Rt tt, nhng cn mt s vn . A: What do you mean ? ca ng l ? B: Well, Im in agreement in principle., but therere still a few details that have to be

ironed out. ,v c bn ti ng vi hp ng ny ,nhng c mt s chi tit cha hp l,chng ta nn gii quyt. A: Which points do we stilldiffer on? Nhng iu bt hp l ch no? B: First of all ,clause number 6.Your condition are t severe. Trc ht l iu khon th 6 trong hp ng , iu kin cc anh a ra l qu kht khe. A: I think thats what we agree on. Ti ngh , chnh l iu kin m chng ta thng nht. up to a point : c vn g . iron out : gii quyt (vn , kh khn) 4 A: Im happy that we could arrive at a mutually satisfactory agreement. Rt vui v chng ta t c tha thun m c hai bn u cm thy hi lng. B: I feel the same way . It sure took a long time . Ti cng ngh nh vy . Tt nhin chng ta cng mt mt thi gian kh di. A: I cant believe the number of times we met. Ti khng dm tin v chng ta phi i li qu nhiu. B: I didnt intend to draw out the negotiations. Ti khng mun ko di thi gian m phn. A: I understand your position quite well. Ti hiu quan im ca ng . B: When will the contact papers be ready? Khi no th chun b xong vn bn tha thun ? A: Ill have them ready for you tomorrow morning. Ti s chun b cho ng trc sng mai. Draw out: ko di Hi thoi b sung A: Lets review whats been deciced so far. Chng ti s kim tra li vn c quyt nh. B: Good idea. kin rt hay!

A: How long should we make the contact for? Chng ta cn k hp ng trong bao lu? B: Ordinarily, we make a 2-year contact. Thng thng chng ta k trong 2 nm. A: Before we sign th contact , may I confirm a couple of things ? Trc khi k hp ng , ti mun xc nh mt s vn c c khng? B: Of course. What are they? Tt nhin . l vn g vy? A: I guess were all in agreement now. Ti ngh hin ti chng ta t c tha thun. B: All we have to do now is shake hands. By gi vic m chng ta cn lm bt tay chc mng. Business Advice M, do c nhiu dn tc cng chung sng vi nhau , v th phng thc t duy v gi tr quan ca con ngi cng rt khc nhau , trch nhng tranh chp v phin phc, thng thng ngi ta tha thun bng hp ng (verbal contact ), trong c ghi r quyn li v ngha v ca bn . Hp ng ngoi tc dng trnh nhng tranh chp c th ny sinh , cn c tc dng quy nh r quyn li v ngha v ca mi bn. Trong m phn , cc doanh nghip M thng xc nhn tha thun mt cch rt cn thn , r rng , ng thi sau khi tha thun bng ming , h thng ghi li vn bn hai bn cng k . Nu m phn qua in thoi , h s nh my li tha thun, sau gi cho i phng . Ngoi ra h cn dng hnh thc ghi m li ni dung m phn.Lm nh vy c th trnh c nhng tranh chp d l nh nht , y l thi quen rt tt trong thng mi , chng ta nn hc tp theo. ATTENTION ! Khi lm n vi cc doanh nghip nc ngoi , trong hp ng ca chng ta cn c nhng iu khon sau :

a) Date and Place : Thi gian v a im b) Purpose of the contact : Mc ch ca hp ng. c) Type of goods : Loi hng d) Prices : Gi c e) Offers : Tr gi f) Orders : Lng t mua g) Letter of Credit : Th tn dng h) Force Majeure : iu kin bt kh khng i) Inspection: Kim tra j) Shipment :Gi hng k) Marine Insurance: Bo him ng bin l) Claims : i bi thng m) Arbitration : Trng ti n) Know-how License: Quyn chuyn giao k thut o) Confidentiality : cn mt p) Term : iu khon q) Proper Law : Lut chuyn ngnh r) Signature : K tn

Khi k nhng hp ng quan trng , cn c s chng kin ca i din v php lut , nhng trong trng hp bnh thng , ch cn hai bn k hp ng l m bo cho quyn li ny . Cui cng , khi k hp ng , nu bn nhn thy cn b sung thm mt iu khon no , hoc c vn g , bn c th dng mu cu sau : Id like to discussthe detials of the contact . Ti mun bn thm cc chi tit trong hp ng . May I ask how you interpret this article? Anh c th cho ti bit , anh hiu nh th no v iu khon ny khng ? Id like to talk about th point this article . Ti mun bn bc thm v im ny trong iu khon Lets go over the details of this article again to avoid any confusion. Chng ta hy kim tra mt lt cc chi tit trong iu khon , trnh trng hp nhm ln,khng r rng . Wont you think over the terms of that article again? Anh khng mun xem li nhng t ng c dng trong cc iu khon ? We would like to insert an article on terminating this contact Chng ti mun b sung thm mt iu khon v vic chm dt hp ng ny. We need a little more time to consider the contact. Chng ti cn thm thi gian suy ngh v hp ng ny.

Lesson 14 SHIPMENT CHUYN HNG LN TU 1

Hi thoi mu A: (On the phone) Transportation Department .Can I help you? (Ni qua in thoi ) Phng vn chuyn xin nghe. C vic g th ? B: We have a cargo to be ship to L.A within th month. Can you provide space for our cargo? Thng ny chng ti mun chuyn hng n Los Angeles bng tu .Anh c th b tr tu ch hng cho chng ti c khng ? A: Thank you for your inquiry. Would you tell me what your is cargo? Cm n v cu hi ca ng . ng c th cho ti l mt hng g khng? B: Our cargo is one box of medical machinery. l mt thng thit b y t . A: How much tonnage and measurement does your car go have ? Trng lng v th tch l bao nhiu? B: It is about 700 kilogams and about 2 cubic metrets of wooden box . Nng khong 700kg , th tch thng g khong 2m3 . A: I see. We can provide space on the Cupid for you at the end of this month. Ti hiu , chng ti s chuyn cho cc ng vo cui thng ny bng tu Cupid. Cargo

['k:gou] n : hng , hng ha

Inquiry [in'kwairi] n : yu cu Tonnage ['tnid] n : s lng hng ha con tu c th ch c (tn)

2A: Im not interesting in just one order. Ti khng th ho hng vi mi mt n t hng. B: Im understand what you mean. Well inspect the shipment carefully. Ti hiu ng. Chng ti s gim st nghim ngt vic vn chuyn. A: thats what I wanted to say. We insist on first quality. chnh l iu ti mun ni. Chng ti lun t cht lng ln hng u. B: we guarantee that the quality of our good will be the same as the original samples. Chng ti bo m cht lng hng y ht nh mu hng trc . A: thats very important for both of us. iu rt quan trng vi c hai bn chng ta. B: we have not had a single complain about our quality.

T trc n nay chng ti cha bao gi b phn nn v vn cht lng. Shipment ['ipmnt] n : vic gi hng, cht hng ln tu Complaint [km'pleint] n : phn nn, trch mc

3A: when can you make shipment. Khi no th cc ng c th chuyn hng? B: well need at least 90 days after receipt of your L/C to make complete delivery of 50000 sets. t nht 90 ngy sau khi nhn c th tn dng ca cc ng,khi th chng ti mi c th gi ton b 50.000 b sn phm c. A: Cant you make it 60 days? Cc ng c th chuyn thnh 60 ngy c khng. B: Then, we can make intitial delivery of 30000 sets in October, and the balance, 20000 at the end of November. Vy, chng ti s chuyn 30000 b sn phm ca t u tin vo thng 10, cn li 20000 b s chuyn tip vo cui thng 11. A: If that the best you can do, I agree. Nu cc ng c gng ht sc th ti ng . B: Thank you very much. We shall try to speed up. Rt cm n ng. Chng ti s c gng lm tht nhanh. 4 A: How soon can you make the deliver two weeks early? Khong bao nhiu lu cc ng mi c th chuyn hng? B: Within six weeks. Trong vng 6 tun. A: We cant lose the season. Please deliver two weeks early. Chng ti khng th l thi v c. Mong hy chuyn sm cho chng ti 2 tun. B: Two weeks? That s pretty tight. Hai tun? Nh th th hi cng. A: Any chance we can get them sooner? Th c cch no chng ti nhn c hng sm hn khng? B: All right. Ill see if I can make it. c ri, ti xem li nh th no.

Hi thoi b sung: A: Have you booked the space on any vessel yet?

Anh t c tu cha? B: Yes, we send them by the Ever Lucky departing Tianjin on October 20. Ri, chng ti s gi trn chuyn tu Ever Lucky ri Tianjin vo 20 thng 10. A: How much is the freight from Tianjin to New York ? Chi ph vn chuyn t Tianjin n New York l bao nhiu? B: $24 per ton of 40 cubic feet. i vi loi hng 40 thc vung Anh ( khong 1,13m3) th mi tn 24 la. A: When are you going to get the backlog out? Khi no th cc ng xut ht s hng cn li? B: The remaining 500 dozen will be shipped on May 10. 500 t hng cn li s c chuyn ln tu vo ngy mng 10 thng 5. A: What about insuring the shipment? Tin bo him vn chuyn tnh nh th no? B: Im afraid youll have to take of the insurance. Ti e l tin bo him cc ng s phi chi tr.

Vessel ['vesl] n : tu Freight [freit] n : chi ph vn chuyn Backlog ['bklg] n : hng tn, hng trong kho Take care of the insurance : chi tr tin bo him

Business adviceShip l t ch vic chuyn hng ln tu, bao gm c vic chuyn bng cc phng tin giao thng ng b. Ngoi ra, shipment bao hm rt nhiu ngha: chuyn hng, ngy chuyn hng v hng chuyn. khi dng ring t shipment th c ngha hng vn chuyn theo tng t, chnh l partial shipment (chuyn tng l). A: When can you ship the goods? Khi no th anh chuyn hng? B: During March. Thng 3. A: Cant you ship earlier? Anh khng th chuyn sm hn c ? B: Well, the space is very scarce these days. So lets make it February/March. Do ny c rt t tu, v th chng ti d nh s chuyn trong thng 2 v thng 3. Thi gian chuyn hng thng c biu th bng thng, t February/March c ngha l c th chuyn trong thi gian t ngy 1 thng 2 n ngy 31 thng 3. Trong trng hp ny, thng thng mt

na lng hng s c chuyn trong thng 2 v mt na cn li s c chuyn tip trong thng 3, ng nhin bn c th yu cu i phng: If are you in hurry for goods, shall we ship one half during February and the rest during March? Nu cc anh cn hng gp, chng ti s chuyn mt na lng hng trong thng 2, v na cn li s chuyn ht trong thng 3 c khng.

DELAY IN SHIPMENTKhi ko di thi gian chuyn hng ( delay in shipment ), ty theo lng thi gian, chng ta phi ko di thi gian ca th tn dng mi c. Khi hai bn c th i thoi v nhau nh sau: A: Your goods will be ready by the end of the next month. So will you extend the credit? Cui thng sau hng ca cc anh mi c chuyn ti ni, vy cc anh c cn ko di thi hn th tn dng khng? B: OK. But remember this is the last chance for you. We have already extended the credit twice. If you fail again, well have to cancel our order. C. Nhng xin cc anh lu rng, y s l c hi cui cng ca cc anh. Th tn dng ca chng ti gia hn 2 ln ri. Nu mt ln na hng khng c chuyn n ng thi hn, chng ti nh phi hy b n t hng. Ko di thi gian giao hng cng l mt hnh vi vi phm php lut. Tuy nhin nu nguyn nhn l do thin tai, bi cng hoc cc nguyn nhn bt kh khng, bn c th a ra cc bng chng bo m rng thi hn giao hng chm l do cc nguyn nhn trn trnh b hy hp ng, v c th ko di thi hn th tn dng. Nhng th tn dng ch c th gia hn c t 2-3 tun. Nu trong thi gian ny bn vn cha chuyn hng n th hp ng s b hy b.

Lesson 15

CLAIM SETTLEMENT I BI THNG

Hi thoi mu

1A: We have a problem with your products. Hng ca cc anh c vn .

B: Whats problem? Vn g vy? A: Some are heavily damaged due to loose packing. This is obviously your error. Do ng gi qu lng lo nn mt s mt hng b hng. y r rng l li ca cc anh. B: Well do everything we can to straighten things out. Chng ti c gng ng gi tht chc chn ri m. A: Thats not a concrete answer. You have to answer for any broken equipment. y khng phi l cu tr li c th. Cc anh phi chu trch nhim v nhng thit b b hng. B: We accept your complaint as being fair, but thats all we can say at this stage. Chng ti chp nhn ngh hp l ca cc anh, tuy nhin by gi chng ti ch c th ni nh vy thi. Settlement ['setlmnt] n : tha thun, dn xp. Damage ['dmidd] adj : hng, tn hi Straighten out : ng gi cn thn, sp xp cn thn. Answer for sth : chu trch nhim v ( vic g)

2A: (On the phone) The order we placed yesterday hasnt arrived yet. ( Ni qua in thoi ) Hng chng ti t ngy hm qua vn cha ti. B: Hold on a minute. Ill call the warehouse and checking up on it. Xin i mt cht. Chng ti s gi in xung kho kim tra xem li nh th no. A: Please do that. Anh c in i. B: Were sorry for the delay. It left there 30 minutes ago. Rt xin li v s chm tr ny. Hng va mi c chuyn i cch y 30 pht. A: Were out of stock now. Hin ti chng ti khng cn hng d tr. B: I wish you wouldnt get so upset. Youll get your goods soon. Mong ng ng phin long nh vy. Hng s c chuyn ti nhanh thi. Warehouse ['wehaus] n : nh kho, kho hng. Check up on sth : kim tra ( ci g ) Out of stock : khng cn hng d tr

3A: We offer a 10% reduction on the total shipment. Chng ti yu cu gim 10% tng s tin hng. B: But according to the survey report, the 10% was not entirely worthless.

Nhng theo bo co kim tra, 10% s hng b hng ny khng phi b hng ton b. A: But, as a matter of fact, our customer did not accept about 10% of the shipment, and we have not yet disposed of the rejected goods. Nhng thc t khch hng ca chng ti khng chp nhn 10% s hng ny, m chng ti cng cha tr li hng. B: All right, send the damaged pieces back to us, please. Vng. Xin cc ng hy gi li s hng b hng cho chng ti. A: Then, well meet your halfway. Well bear 5%. Vy chng ta s nhng b. Chng ti s chu 5% tn tht. B: OK.We accept your proposal. c ri. chng ti chp nhn ngh ca cc ng. Survey report: bo co kim tra Dispose of (the rejected goods) : x l (tr li hng) Meet sb half: ng tha hip cng vi ai

4A: Whats the trouble? C vn g th ? B: We have some unexpected production delays. Please extend the shipping date by two week. Do mt s s c ngoi d kin, chng ti phi vn chuyn hng mun hn mt cht. Xin hy ko di thi gian vn chuyn thm 2 tun na. A: No, we agreed already. I need the shipment on time. Khng c, chng ta tha thun ri. Chng ti cn giao hng ng thi hn. B: But we wont be able to make it. I hope you understand we are proceeding as fast as we can . Nhng chng ti khng th thc hin c. hy vng ng hiu cho, chng ti c gng ht sc tng tc ri. A: All right, but this is the last time. Unless you can supply them by then, we have no alternative but to cancel the contract. Thi c nhng y l ln cui cng. Tr khi cc ng gi hng ti kp thi, nu khng chng ti nh phi hy b hp ng. Hi thoi b sung A: Whats the problem? C vn g khng ? B: the quality is not up to your usual standards. Cht lng khng t tiu chun chung ca cc anh. A: Whats the problem? C vn g khng ? B: Weve had complaints from our customer, and its not very goods.

Chng ti nhn c kin ngh ca khch hng, h ni cht lng hng ln ny khng tt lm. A: We found that your last shipment was short of 10 units. Chng ti pht hi l hng trc thiu mt 10 chic. B: Oh, really? Ill send the missing units to you as soon as possible. , c chuyn sao. Chng ti s gi b sung ngay cho cc ng s hng ny. A: What we received was not what we ordered. Hng chng ti nhn c khng phi l hng chng ti t. B: Im sorry it happened. Well send you the correct products immediately. Ti rt xin li. chng ti s gi li ngay cho cc ng.

Business adviceTrong qu trnh giao dch, nu c iu g khng hi lng, bn c th phn nn (complaint) vi i phng. Tuy nhin, ngha ca t claim li khng ging ngha trn, m n c ngha l khi pht sinh tn tht th yu cu i phng phi bi thng, claims dng s nhiu li c ngha l tin bi thng. Nguyn nhn gy ra claim khng nm ngoi vn v hng ha km cht lng (inferior quality), khng s lng (shortage) hoc ko di thi gian giao hng (delayed shipment), vn v gi c, thm ch cn c hin tng market claim, c ngha l khi gi th trng gim xung bn mua i bi thng mt cch khng hp l. Tuy nhin, chng ta cn ghi nh mt iu l claim lun ch quyn li m chng ta ng c hn, ch khng phi l nhng yu cu v l.

Cch x l nhng li phn nn ca i phng

Khi nhn c claim t i phng, trc ht phi tin hnh iu tra ngay, nu c vn sai st th cn th hin thi ng mc. D lc do b kch ng nn i phng c nhng phn ng tiu cc, vt qu s tht, bn cng cn hiu i phng, t t ra bnh tnh, khim nhng gi mi quan h than thin vi i phng. lm du s kin quyt ca i phng, bn c th dng li l nh We are surprised to hear that (chng ti rt ngc nhin v thng tin ny) hoc We regret (chng ti rt tic), thm ch bn c th ni: We are sorry ngay t u,lm c iu khng d dng g,tuy nhin iu th hin chng ta chp nhn claim ca i phng trnh nhng bt li cho chng ta.

Mu cu thng dng khi khch hng claim:Ill look into it and try to get it corrected for you. Chng ti s kim tra li v iu chnh kp thi. We cannot accept your claim.

Chng ti khng th chp nhn yu cu bi thng ca cc ng. This is surely our fault, well gladly change it for a new one. y l li ca chng ti, chng ti sn lng i hng mi cho cc ng. We shall be more carefully not to repeat the same mistake. Chng ti s cn thn hn ln sau khng cn xy ra tnh trng nh vy na. Well, I dont know if we can do it. Let me talk to our manage. Ti khoong bit chng ti c th lm c g. ti ni chuyn ny vi gim c ca ti. Cui cng, nu hai bn c th thng qua tha thun tm phng n gii quyt l tt nht. Nhng trong trng hp khng th tha thun c v gy tranh chp,chng ta nh phi nh n s phn xt cng bng ca trng ti (arbitrary). Thc ra, d trng ti c phn x nh th no, tt nht chng ta nn thng nht cc iu khon trong hp ng mt cch cht ch phng iu bt trc c th xy ra.

PHN 4

ENTERTAINING A BUYER TIP KHCH

Lession 16

A BUSSINESS LUNCH

N TRA VI KHCH HNG Hi thoi mu

A: Its almost noon. How about talking further over lunch? Sp n tra ri. Chng ta i n tra ri bn tip nh! B: That would be fine. Nh th cng c. A: Which do you refer Korean, Janpanese or Amerrican food? Bn thch mn n kiu Hn Quc, Nht Bn hay mn n kiu M? B: Id like to have Korean food. Ti thch n mn n Hn Quc. A: Good. Vng. B: Do you know of any good restaurants? Anh c bit nh hng no tt khng? A: Yes. I know of a restaurant in arcade in this building. Ti bit mt nh hng trong khu kin trc mi vm ny. Know of: bit v, hiu v Arcade [:'keid] n : ng c mi vm, dy cun

1

Bai 162 A: what would you like to have? Anh thch n g? B: I dont know much about Chinese food? Ti khng b nhiu v mn n trung quc. A: well,I suggest you try swallows nest soup.its one of our famous dishes. Vy anh th mn canh yn xem th no. l mn n ni ting ca trung quc y. B: it sounds like a big lunch!ill try it. Nge c v nh mt bui tic y nh.ti s th xem sao. A:ok.shall we start with some beer?vng .anh c mun ung cht bia khng? B: no,not for me.but please go ahead,mr lee. Ti khng ung xin anh lee c t nhin. A: I better not,then. Th th tt nht ti cng khng nn ung! 3 A: have you ever tried any Chinese dishes? Anh n mn n trung quc bao gi cha B: no,Im new in your country. Cha.ti cha bit g v n nc ca anh. A:Im sure youll like eel noodles.

Ti tin rng anh s rt thch n mn m c chnh. B: (after lunch)thank you very much for excellent Chinese dish.i really enjoyed it. (sau ba tra)cm n anh v mn n trung quc rt ngon ny.thc s ti rt thch. A: you seem to like Chinese food.how about having dinner at my house before you leaver? Hnh nh anh cng thch nmn n trung quc.trc khi anh v nc,ti mi anh n nh ti n ti nh? B: really?id love to see a Chinese home. Th ?ti r mun c n thm mt gia nh trung quc. 4 A: let me pay for mine. ti thanh tan cho. B: no,I insist.its on me. Khng c ti mi. A: Are you sure its all right? Nh th khng sao ch? B: of course.anyway,Im not the one whos footing the bill. Tt nhin ri th t th ti c phi l ngi tr tin u. A: you mean your company is? Cng ty cc anh tr ? B: yes,in Beijing,its a common practice to treat clients on the commpanys account. Vng. bc kinh ha n thanh tan do cng ty chiu trch nhim,iu thnh l ri. A: any way,thank you. D sao cng cm n anh. Hi thai b sung A: how about lunch to day? Tra nay mi anh i n nh. B: Im sorry,but I already have another appointment. Rt tic,ti c hn ri. A: when is your lunch hour? Khi no anh n tra? B: its usually 12 to 1,but Im flexible. Thng thung l t 12 gi n 1 gi,ty tng lc. A: could I see you Thursday morning? Ti c th gp anh vo sng th nm c khng B: I can always make time for you.i hope you stay longer and eat lunch with me. Ti s sp xp thi gian,hi vng anh s li lu hn,chng ta s cng n tra. A: do you have time for lunch? anh c thi gian n tra khng? B: sorry,I cant make it to day.ive got a client. Rt tic hm nay ti bn ti phi gp khch hng.

Business advice u m ngi ta c thi quen va ntra va trao i cng vic,hnh htc n trany gi l business lunch, hay cn gi l working lunch. hn n tra cho cuc giao dch thng mi,bn c th ni nh sau: would it possible for us to have lunch tomorrow at my hotel? Ngy mai anh c th n khch sn chng ti cng n tra khng? Could we have lunch tomorrow to discuss the matter we spoke yesterday? Ngy mai chng ta cng i n tra tho lun v chyyun chng ta cp ngy hm qua c khng? ,thng thung cc ba n nynn hn trc,nhng nu cuc hp qu di,khng ht kp thc trc ba n,i khi cng c th s dng ba n tra tip tc tho lun tip.v th nhng cu di y kh thc t v thng dng: Would you like to discuss it over lunch? talk about a cup of coffee? A dink? Anh c mun chng ta va n tra Ung c ph ung va trao i cng vic khng m phn thng mi l mc ch ch yu ca business lunch, nhng thi gian thch hp nht l khi ung ru trc ba n hoc sau khi im tm sau ba n,nh th s hp l hn. L nghi trn bn n gip bn th hin chnh mnh,v gy n tng tt i vi khch hng. 1. dont make noise when you are eating or drinking. Khi n cm ung canh khng pht ra ting. 2. dont try to eat and talk. Khng nn va n va ni. 3. dont rush through your meal. khng nn n ug qu phm phu. 4. dont raise any plates or bowls when you eat. Khng nn nhc bt hoc a khi n. 5.dont pick your teeth at the table. Khng nn xa rng khi ang n. 6. dont use your handkerchief for napkin. Khng nn dng khn tay lm khn n. 7. do male conversation. Khng nn cm ci n,khng ni chuyn. Lesson 17 At the restaurant Khi nh hng Hi thai mu

1 A: (on the phone) four season restaurant.may I help you? (ni qua in thai) nh hng four season xin nghe.ti c th gip g c khng ? B: yes. Id like to make a reservation for dinner tomorrow. Vng ti mun t ch cho bui ti ngy mai. A: I see.what time will you come,sir? Ti hiu,my gi th cc ng n? B: around 7. Khang 7gi. A: may I have your name,please? Xin ng cho bit tn? B: mike chen. Mike chen A: how many will be in your party? Tt c bao nhiu ngi? B: three.id prefer a table by the window. Ba ngi .cho ti bn gn ca s. 2 A: do you have a table for two? Ch c bn dnh cho hai ngoi khng? B: do you have a preservation? Xin hi ng t ch cha a? A: no Cha. B: Im sorry,but therere no tables available right now. Xin li hin ti khng c. A: how long will it be? Vy phi i bao lu na? B: Im not sure..in about 20minutes.would you like to wait in the bar? Ti cng cha bit ckhang 20pht na,ng ng i quy bar ch? Cng c.hy gi cho chng ti ngay khi c bn.

3 A: May I take your order , sir ? ng cn g ? B:Yes . this gentleman will have the beef stew, and I ll have the sirloin steak. Vng , ng y dng tht b hm , cho ti sn b nng nh . A: Yes , sir . and how would you like your beef ? Vng , tha ng . ng thch mn nng no ? B: Well-done, please. Cho ti b chn. A:(turning to C)how about you , sir ?

(hi C )th cn ng ? C: Medium- rare, please. Cho ti b ti A:Yes ,sir . would you like a drink first with your meal ? Vng tha ng .cc ng c mun ung g khng ? B:Why do not we have cocktails? Chng ta ung cocktails nh /?

4 A:This was a splendid meal .I really enjoyed it. Ba n ngon ming tht . ti rt thch. B: Im glad you liked it . will you have a cognac to round off the meal ? Rt vui v ng thch mn ny . n xong chng ta ung ru c-nhc nh . A:I do nt mind if I do. Cng c. B:Waiter , show me the cognac list. Ch i , cho ti mn thc n ru c-nhc. C:Yes, sir. Vng , tha ng .

Hi thoai b sung : A:What will you have , sir /? ng dng g ? B:Just a moment, please. I have nt decided yet . Xin i mt cht , ti cha bit nn n g . A:What do you recommend ? Hm nay c mn g ngon ? B:Our specialty for the day is roast duck. Hm nay chng ti c mn t sn vt quay. A;What would you like for dessert? ng mun im tm g ? B:Ill skip the dessert. Ti khng thch im tm . A:This is not what I ordered . y khng phi l mn ti gi . B:Im sorry, sir . Xin li ng .

BUSINESS ADVI CE Mun tip khch khch sn , bn cn phi t trc bn khang 2 ngy . nu mun dn ba vo ti th su hoc th by , tt nht bn nn t bn t th hai . dt bn trong khch sn , bn c th ni : Id like to reserve a table for 4 at 7 tomorrow evening . Ti mun t bn cho 4 ngi vo 7 gi ti ngy mai . Do you have a table for 2 at 6 oclock on Friday ? Anh cn bn cho 2 ngi vo 6 gi chiu th su khng ? Ngy hm , bn nn n sm n khch , nh th mi khng tht l vi khch . mt iu khng th thiu c l khi t bn , bn nn ni trc vi qun l khch sn h cho ngi tip khch cn thn hn . Bn nn gi o khac phng gi (check room ) , nu c th k hoc phu nhn i cng , thng thng bn c th treo o khac ca ph n pha gh ngi ca mnh v hi i phng xem h c cn bn gip h ct o khng , khi bn c th hi : May I check your coat? Anh /ch c cn ti gi o khac gip khng ? Sau khi n , bn nn gip khch ly li o khac . nc ta , ch em ph n thng t khi xen vo vic lm n ca phu qun , nhng u m , ch em ph n rt quan tm cng vic lm n ca chng mnh , i khi h cn ng vai tr nh mt tr l , v th khi gp g vi khch hng l ngi nc 2 A: what would you like to have? Anh thch n g? B: I dont know much about Chinese food? Ti khng b nhiu v mn n trung quc. A: well,I suggest you try swallows nest soup.its one of our famous dishes. Vy anh th mn canh yn xem th no. l mn n ni ting ca trung quc y. B: it sounds like a big lunch!ill try it. Nge c v nh mt bui tic y nh.ti s th xem sao. A:ok.shall we start with some beer?vng .anh c mun ung cht bia khng? B: no,not for me.but please go ahead,mr lee. Ti khng ung xin anh lee c t nhin. A: I better not,then. Th th tt nht ti cng khng nn ung! 3 A: have you ever tried any Chinese dishes? Anh n mn n trung quc bao gi cha B: no,Im new in your country. Cha.ti cha bit g v n nc ca anh.

A:Im sure youll like eel noodles. Ti tin rng anh s rt thch n mn m c chnh. B: (after lunch)thank you very much for excellent Chinese dish.i really enjoyed it. (sau ba tra)cm n anh v mn n trung quc rt ngon ny.thc s ti rt thch. A: you seem to like Chinese food.how about having dinner at my house before you leaver? Hnh nh anh cng thch nmn n trung quc.trc khi anh v nc,ti mi anh n nh ti n ti nh? B: really?id love to see a Chinese home. Th ?ti r mun c n thm mt gia nh trung quc. 4 A: let me pay for mine. ti thanh tan cho. B: no,I insist.its on me. Khng c ti mi. A: Are you sure its all right? Nh th khng sao ch? B: of course.anyway,Im not the one whos footing the bill. Tt nhin ri th t th ti c phi l ngi tr tin u. A: you mean your company is? Cng ty cc anh tr ? B: yes,in Beijing,its a common practice to treat clients on the commpanys account. Vng. bc kinh ha n thanh tan do cng ty chiu trch nhim,iu thnh l ri. A: any way,thank you. D sao cng cm n anh. Hi thai b sung A: how about lunch to day? Tra nay mi anh i n nh. B: Im sorry,but I already have another appointment. Rt tic,ti c hn ri. A: when is your lunch hour? Khi no anh n tra? B: its usually 12 to 1,but Im flexible. Thng thung l t 12 gi n 1 gi,ty tng lc. A: could I see you Thursday morning? Ti c th gp anh vo sng th nm c khng B: I can always make time for you.i hope you stay longer and eat lunch with me. Ti s sp xp thi gian,hi vng anh s li lu hn,chng ta s cng n tra. A: do you have time for lunch? anh c thi gian n tra khng? B: sorry,I cant make it to day.ive got a client.

Rt tic hm nay ti bn ti phi gp khch hng. Business advice u m ngi ta c thi quen va ntra va trao i cng vic,hnh htc n trany gi l business lunch, hay cn gi l working lunch. hn n tra cho cuc giao dch thng mi,bn c th ni nh sau: would it possible for us to have lunch tomorrow at my hotel? Ngy mai anh c t