外貿(mào)實(shí)務(wù)口語(yǔ)句型及對(duì)話（8）

　　Discount and Commission折扣和傭金

　　Brief Introduction

　　傭金一般是中間商因介紹交易或代買(mǎi)商品而獲取的報(bào)酬。作為中間商因其有一定的貿(mào)易渠道，所以通過(guò)其開(kāi)展交易已是國(guó)際貿(mào)易中的一種普遍做法。

　　傭金一般來(lái)說(shuō)分為：明傭和暗傭。明傭是指在合同中已明確確定下來(lái)的傭金。暗傭是指在合同中沒(méi)有表明，而由雙方另行約定。傭金數(shù)額的計(jì)算一般按發(fā)票金額總值，即C.I.F.價(jià)格或C.F.R.價(jià)格乘以傭金率而得。但金額較大的也有按F.O.B.凈價(jià)計(jì)傭的。

　　折扣是指賣(mài)方按照商品的原價(jià)給買(mǎi)方以一定比率的價(jià)格減讓。折扣包括數(shù)量折扣、季節(jié)性折扣、特別折扣、額外折扣等。具體折扣數(shù)額或者比例的多少，應(yīng)根據(jù)具體情況而定。當(dāng)買(mǎi)賣(mài)雙方確定了折扣比例后，可在買(mǎi)賣(mài)合同中明確地表示出來(lái)。

　　Basic Expressions

　　A. Commission

　　1. Please quote us lowest price C.I.F. Los Angeles inclusive of our 5% commission, stating the earliest date of shipment.

　　請(qǐng)報(bào)洛杉磯包括我方5% 傭金在內(nèi)的最低到岸價(jià)格，并告知最早的 裝船日期。

　　2. In view of our long-standing business relationship, we would like to allow you another 2% commission for further promotion of our products.

　　考慮到我們之間長(zhǎng)期的貿(mào)易關(guān)系，我們?cè)冈俳o你方百分之二的傭金， 以進(jìn)一步推銷(xiāo)我們的產(chǎn)品。

　　3. We shall remit you a 5% commission of invoice value after payment is effected.

　　貨款支付后，我們將按發(fā)票金額的百分之五匯給你方傭金。

　　4. We request you to deduct our commission from the invoice.

　　我們請(qǐng)求你方從發(fā)票中扣除我們的傭金。

　　5. Please grant us a 4% commission as a special consideration.

　　請(qǐng)?zhí)厥庹疹櫧o我們百分之四的傭金。

　　6. We usually pay our agents a 5% commission of the value for each deal.

　　通常我們支付給代理人的傭金是每筆交易達(dá)成金額的百分之五。

　　7. We could make an arrangement with you, not a special discount.

　　我方可以與你方協(xié)商，但并不是特殊折扣。

　　8. Moreover, when other customers get to know it, they are likely to raise questions.

　　而且，其他客戶知道的話，他們很可能會(huì)提意見(jiàn)的。

　　9. Usually we pay commission on the basis of C.I.F. value.

　　我們通常按C.I.F.價(jià)格支付傭金。

　　10. A five-percent commission will certainly help you in pushing your sales.

　　百分之五的傭金肯定會(huì)有助于你們的銷(xiāo)售。

　　11. From other suppliers, we get a higher commission rate for the business in this line.

　　對(duì)這類(lèi)產(chǎn)品的交易，我們從其他供貨者那里可得到更高的傭金。

　　12. We regret that we can’t allow you a 5% commission.

　　很抱歉，我們不能給你百分之五的傭金。

　　13. We will give you back a 5% commission by check.

　　我們將用支票支付你方百分之五的傭金。

　　14. We are anxious to know your usual practice in giving commission.

　　我們急于想知道你方付傭金的慣例。

　　15. I’m afraid it goes against the usual commercial practice not to allow a commission.

　　不給傭金恐怕有悖于商業(yè)慣例吧。

　　16. It’s really impossible for us to make any concession by allowing you any commission.

　　在給你們的傭金問(wèn)題上，我們真的不可能作出任何讓步。

　　17. As commission agents we do business on a commission basis.

　　作為傭金代理商，我們是以傭金為基礎(chǔ)做生意的。

　　18. We wish to be your agent in our district if the commission rate is favorable.

　　如傭金率優(yōu)惠，我們?cè)敢庾瞿惴皆谖覀兊貐^(qū)的代理。

　　19. You may invoice the goods at contract price minus 3% commission.

　　你們可以按合同價(jià)格減去百分之三的傭金開(kāi)發(fā)票。

　　20. The commission shall be paid either by means of goods covered under this contract or by check.

　　傭金可用合同項(xiàng)下的貨物支付，也可用支票支付。

　　B. Discount

　　1. We give a ten percent discount for cash payment.

　　對(duì)于現(xiàn)金付款，我們給九折優(yōu)惠。

　　2. Right now, jeans are at a discount.

　　現(xiàn)在牛仔褲打折銷(xiāo)售。

　　3. We are prepared to allow you a special discount of 5% to compen- sate for the trouble we have caused.

　　我們準(zhǔn)備給予你們百分之五的特別折扣，以補(bǔ)償給你方所造成的不便。

　　4. The highest discount we can allow you on this article is 10%.

　　這種商品我們所能給的最高折扣是百分之十。

　　5. We have replaced the broken glassware. In addition, we offered the customer a 4% discount.

　　破碎的玻璃器皿我們已更換。另外，我們給客戶百分之四的折扣。

　　6. We hope to enlarge our trade with your country and intend to grant you a 5% discount.

　　我們希望擴(kuò)大與貴國(guó)的貿(mào)易，并準(zhǔn)備給你方百分之五的折扣。

　　7. Having given it a further thought, we think that 5% special dis- count on price will help you enlarge your trade in Africa.

　　經(jīng)過(guò)深入地考慮，我們認(rèn)為百分之五的特別折扣將有助于你們擴(kuò)大 在非洲的貿(mào)易。

　　8. We are prepared to allow you a special discount of 3% if your order exceeds $5,000.

　　如你方訂單額超過(guò)五千美元，我們準(zhǔn)備給予百分之三的特別折扣。

　　9. A discount can be deducted from the unit price.

　　折扣可從單價(jià)中扣除。

　　10. The 5% discount can be deducted from the L/C and after shipment we will send you a check to cover the 3% commission.

　　百分之五的折扣可從開(kāi)立的信用證中扣除。裝運(yùn)后，我方會(huì)再寄給 你們支票支付百分之三的傭金。

　　11. To be frank with you, a discount of 4% wouldn’t help very much.

　　坦率地說(shuō)，百分之四的折扣幫助不大。

　　12. We usually get 5% to 10% discount from our suppliers.

　　我們通常從供貨商那兒獲得百分之五至百分之十的折扣。

　　13. If your order is large enough, we can allow you a higher discount on our price.

　　如你方訂購(gòu)量很大，我們可以給更高的折扣。

　　14. Because of their poor quality, we have to sell the goods at a 5% discount.

　　由于品質(zhì)低劣，我們不得不降價(jià)百分之五出售貨物。

　　15. It was only after much persuasion that the buyer finally agreed to accept the goods at a discount of 10% off the quoted price.

　　經(jīng)過(guò)反復(fù)勸說(shuō)，買(mǎi)方最后才同意按報(bào)價(jià)打九折收下貨物。

　　Conversations

　　Dialogue 1

　　A: Hello, Mr. Kubat. I am glad to meet you here at the fair.

　　B: Likewise. Take a seat, please. How about a cup of tea?

　　A: Good. Thank you. It seems your business is prosperous. So many customers here.

　　B: Yes, not too bad. Our sales are going up year after year. And we still have a large potential production capacity.

　　A: Well, do you think of choosing a commission representative or agent abroad to promote your sales?

　　B: That’s a good idea. So far, we have several agents abroad.

　　A: We are willing to be your agent in Thailand for hand-tools. What’s your idea?

　　B: It coincides with our desire.

　　A: Then, what’s your usual commission rate for your agents?

　　B: Usually, we give a commission of 3% to our agents.

　　A: 3% is too low, I think. You see, we have a lot of work to do in promoting the sales, such as advertising on radio or TV, printing booklets, leaflets, catalogues and so on. It all costs. 3% is not enough.

　　B: Don’t worry. We’ll allow you a higher commission rate if your sales score a substantial increase.

　　A: You mean to say……

　　B: Now, if you sell US$ 2 million worth of hand-tools annually, we can only allow 3% commission. If the annual turnover exceeds US$ 5 million, you can get 5% commission. What do you think of that?

　　A: It sounds OK. Then how do you pay the commission?

　　B: We may deduct the commission from the invoice value directly or remit it to you after payment.

　　A: All right. If it is okay,we would like to sign an agency agreement with you immediately.

　　B: Think it over. We hope to keep a good business relationship with you.

　　A: Thank you for your help.

　　-- 你好，庫(kù)巴特先生，很高興在本屆交易會(huì)上見(jiàn)到你。

　　-- 我也很高興。請(qǐng)坐，喝杯茶好嗎?

　　-- 好，謝謝?？雌饋?lái)生意很興旺，這么多客戶光臨。

　　-- 是的，還可以。銷(xiāo)量年年遞增，我們的生產(chǎn)潛力還很大。

　　-- 哦，你們是否想在國(guó)外選擇一家代辦商或代理人為你們推銷(xiāo)產(chǎn)品?

　　-- 這個(gè)主意不錯(cuò)。不過(guò)，目前我們?cè)趪?guó)外已有幾家代理人。

　　-- 我們?cè)敢庠谔﹪?guó)做你方的手工工具代理人。不知你們意見(jiàn)如何?

　　-- 這正合我們的心意。

　　-- 那么，你們通常給代理人的傭金率是多少?

　　--通常給百分之三。

　　-- 我認(rèn)為百分之三太低了。你知道，為了推銷(xiāo)你方的產(chǎn)品，我們要做 很多的工作。比如，在電臺(tái)或電視上做廣告，印刷小冊(cè)子、傳單和 商品目錄等。這一切花銷(xiāo)，百分之三是不夠的。

　　-- 別擔(dān)心，如果你們的銷(xiāo)量大幅度增長(zhǎng)，我們會(huì)給予更高的傭金。

　　-- 您的意思是……

　　-- 如你方手工工具的年銷(xiāo)量為二百萬(wàn)美元，我們只能給百分之三的傭金。如果年銷(xiāo)量超過(guò)五百萬(wàn)美元，你就可得到百分之五的傭金，你看如何?

　　-- 這還差不多。那么，傭金如何支付?

　　-- 我們可以直接從發(fā)票金額中扣除傭金，或在付款后匯給你方。

　　-- 那好。如果可以，我們會(huì)與你們立即簽訂代理協(xié)議。

　　-- 好好考慮一下，我們希望與你方保持良好的貿(mào)易關(guān)系。

　　-- 謝謝你們的關(guān)照。

　　Dialogue 2

　　A: Mr. Kirkman, I’ve considered the offer you made me yesterday. I must point out that your price is much higher than other offers we’ve received.

　　B: Well, it may appear a little higher, but the quality of our products is much better than that of other suppliers. You must take this into consideration.

　　A: I agree with you on this point. That’s why we like doing business with you. This time I intend to place a large order but business is almost impossible unless you give me a discount.

　　B: If so, we’ll certainly give you a discount. But how large is the order you intend to place with us?

　　A: 80,000 sets with a discount rate of 20%.

　　B: I am afraid I can not agree to such a big discount. Such a discount won’t leave us anything. Our maximum is 10%.

　　-- 柯克蒙先生，我已考慮過(guò)你昨天的報(bào)價(jià)了。我得指出你們的價(jià)格比 我們收到的其他報(bào)價(jià)高很多。

　　-- 可能顯得高一點(diǎn)，但我們的產(chǎn)品質(zhì)量要比其他供應(yīng)商的好。你應(yīng)該 考慮到這一點(diǎn)。

　　-- 這點(diǎn)我同意。那也是為什么我們喜歡和你們做生意。此次我們想下 訂一個(gè)大訂單，但你們要給我一個(gè)折扣，否則很難成交。

　　-- 既然如此，我們當(dāng)然會(huì)給你們一個(gè)折扣。但你們要訂購(gòu)多少呢?

　　-- 八萬(wàn)套，折扣百分之二十。

　　-- 我恐怕不能同意給這么高的折扣。給這樣一個(gè)折扣，我們就無(wú)利可圖了。我們最高給百分之十。

　　A: Oh, Mr. Kirkman, you see, with such a large order on hand, you needn’t worry anymore. You don’t have to take in new orders. Think it over. We are old friends.

　　B: Considering the long-standing business relationship between us, we shall grant you a special discount of 10%. As you know, we do business on the basis of equality and mutual benefit.

　　A: Yes, I also hope we do business on mutually beneficial basis. But 10% discount is not enough for such a big order.

　　B: Only for very special customers do we allow them a rate of 10% discount. Besides, the price of this product tends to go up. There is a heavy demand for it.

　　A: Yes, I know the present tendency. Anyhow, let’s meet each other halfway, how about 15%?

　　B: You are a real businesswoman! All right, I agree to give you a 15% discount provided you order 100,000 sets.

　　A: Ok, I accept.

　　-- 柯克蒙先生，手頭有這么大一個(gè)訂單，你都不必再擔(dān)心了。你們都 不必接新訂單了。好好想一想吧，我們都是老朋友了。

　　-- 考慮到我們長(zhǎng)期的貿(mào)易關(guān)系，我們才給你百分之十的特別折扣。你 知道，我們是在平等互利的基礎(chǔ)上做交易的。

　　-- 是的，我們也希望在互利的基礎(chǔ)上做交易。但是，這么大一筆訂 單，百分之十的折扣是不夠的。

　　-- 只有對(duì)十分特殊的客戶，我們才給予百分之十的折扣。另外，這一 產(chǎn)品的價(jià)格日趨上升，需求旺盛。

　　-- 是的，我知道目前市場(chǎng)的趨勢(shì)。不管怎樣，我們互讓一下，給百分之十五怎么樣?

　　-- 你真是個(gè)名副其實(shí)的商人。好吧，我同意給百分之十五的折扣，但你得訂購(gòu)十萬(wàn)套才行。

　　-- 好，我接受。

　　Words and Expressions

　　commission [kE5miFEn] 傭金

　　concession [ kEn5seFEn ] 讓步

　　consignment [ kEn5sainmEnt ] 貨物

　　deduct [ di5dQkt ] 扣除

　　embarrassing [ im5bArEsiN ] 令人為難的

　　grant [^rB:nt] 許可，答應(yīng)

　　head office 總公司

　　make a compromise 妥協(xié)

　　make oneself clear 表達(dá)清楚

　　general practice 慣例

　　profit margin 利潤(rùn)率

　　distributor [dis5tribjutE] 經(jīng)銷(xiāo)商

　　hand-tools 手工具

　　commission agent 傭金代理商

　　credit information 資信情況

　　Notes

　　1. potential production capacity/potential market 潛在生產(chǎn)力/潛在市場(chǎng)

　　2. It’s really impossible for us to make any concession by allowing you any commission. 我們真的很難在傭金問(wèn)題上作出任何讓步。

　　make concession 意為“做出讓步”

　　例：I don’t think I’ll make any concession in this matter.

　　我想我不會(huì)在這件事情上做出任何讓步。

　　3. pay

　　a.付(款項(xiàng)，費(fèi)用，索賠等)

　　We believe you will pay our draft on presentation.

　　我們相信你方在見(jiàn)到我方匯票時(shí)即照付。

　　b. 合算，劃算

　　It doesn’t pay to buy in small quantities. 小量購(gòu)買(mǎi)不合算。

　　c. 給予

　　Special attention should be paid to the outer packaging. 要特別注意外包裝。

　　4. agree

　　a. agree to (to 為介詞)對(duì)建議、辦法、條件等同意或接受

　　We agree to your terms of payment. 我們同意你的付款條件/付款方式。

　　b. agree to (to 為不定式)

　　We agree to open (establish) L/C at once. 我們同意立即開(kāi)立信用證。

　　c. agree with 同意某人的意見(jiàn)，一致

　　He agrees with what I say. 他同意我所說(shuō)的。

　　d. agree on (upon) 雙方同意或商定

　　We agreed on sharing the expenses. 我們同意分擔(dān)費(fèi)用。

　　e. agree (后可接 that 從句，其中 that可省略)

　　We agree that extra expenses are to be borne by both parties.

　　我們同意額外費(fèi)用由雙方承擔(dān)。

　　A Specimen Letter

　　Letter One

　　Dear Sir:

　　We have received your letter of Jan. 12th, regarding commission on the sale of the above-mentioned goods.

　　As a rule, we usually grant 3% commission on this particular article. However, considering the difficulty you may meet with and your efforts in pushing sales of our products, we agree to raise your commission to 5%, in order to help you open the market at your end.

　　Yours faithfully,

　　釋文

　　先生：

　　您一月十二日關(guān)于銷(xiāo)售上述產(chǎn)品的傭金一信已收悉。

　　通常對(duì)這種特殊商品，我們只給百分之三的傭金。然而，考慮到您可能遇到的困難和在推銷(xiāo)我方產(chǎn)品中做出的努力，我們同意將傭金提高到百分之五以幫助開(kāi)拓你方市場(chǎng)。

　　Letter Two

　　Dear Sir:

　　Your letter of April 20th inquiring about the discount is to hand.

　　As a rule, we do not grant any discount for small orders. However in regard to your order that is sufficiently large this time, we shall be pleased to give you a 6% discount, but this is not to be taken as a precedent.

　　As you are perhaps aware, our lighters are good in quality and cheap in price. So it pays to purchase from us in large quantities.

　　We shall welcome you to Beijing again and will do all we can to make your stay a pleasure one. We look forward to signing the contract with you at an early date.

　　With best regards.

　　先生：

　　您四月二十日關(guān)于詢問(wèn)折扣問(wèn)題的來(lái)函收悉。

　　一般來(lái)說(shuō)，對(duì)于小批量訂貨我們不給折扣。但考慮到您此次訂貨量夠大，我們?cè)附o百分之六的折扣，但以后不是以此為例。

　　你方可能了解到，我們的打火機(jī)價(jià)廉物美，所以向我們大量訂購(gòu)是合算的。

　　歡迎您再來(lái)北京，我們將設(shè)法讓您在這里過(guò)得愉快。我們盼望早日和您簽訂合同，順此致意。

　　Substitution Drills

　　1 Mr. Green, I’d like to discuss the discount.

　　I’d like to talk about commission

　　格林先生，我想與您討論一下折扣問(wèn)題。

　　我想與您談?wù)剛蚪饐?wèn)題。

　　2 How much discount do you intend to give us?

　　commission

　　你們打算給我們多少 折扣?

　　傭金?

　　3 It is very difficult for us to further lower our price.

　　reduce

　　cut

　　對(duì)于我們來(lái)說(shuō)，再降低價(jià)格非常困難。

　　折扣和傭金

　　Business Representation