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▭᧕▭᧕...................................................1Unit1lesson2▭᧕/1Aprice............................................................................2Unit2lesson22price............................................................................................................5Unit3lesson2price3..................................................................................................8Unit4lesson213᪵Sample..................................................................................................10Unit4lesson314᪵Sample................................................................................................13Unit4lesson415᪵Sample................................................................................................16UNIT5LESSON2Inquiry...................................................................................................18UNIT5LESSON32Inquiry............................................................................................20UNIT5LESSON4Inquiry..................................................................................................22UNIT6LESSON27Offer..............................................................................................25UNIT6LESSON38Offer.........................................................................................28UNIT6LESSON49mOffer..............................................................................................31Unit7lesson222PlacingOrders....................................................................................33Unit7lesson323PlacingOrders......................................................................................35Unit7lesson424PlacingOrders........................................................................................37Unit8lesson218Quality.......................................................................................................39Unit8lesson320Payment.....................................................................................................41Unit9lesson225ᒹPacking...............................................................................................44Unit9lesson326ᒹPacking................................................................................................46Unit9lesson427ᒹPacking.................................................................................................48Unit10lesson230Shipping............................................................................................51Unit10lesson331ᨴ Shipping...............................................................................................54Unit10lesson432ᨴ Shipping...........................................................................................56Unit11lesson228 ◅Insurance.........................................................................................58Unit11lesson329 ◅Insurance............................................................................................60UNIT12LESSON133!Claims.......................................................................................62UNIT12LESSON234!Claims......................................................................................64UNIT13LESSON335!Claims......................................................................................6710"#Market..................................................................................................................................6911"#Market...................................................................................................................................7012"#Market..................................................................................................................................7216Quality..................................................................................................................................7417Quality..................................................................................................................................7619Payment.................................................................................................................................7921Payment...................................................................................................................................81Offer.............................................................................................................................................83Offer.............................................................................................................................................85ᖪ%ᑨ....................................................................881.'ᓬ)*+,-BuyandSell.................................................................................................88
12..ᩭᡃ12ᡊBuyandSell.............................................................................................923.45678ᔠ:BuyandSell.............................................................................................964;ᩭ<=>?BuyandSell...................................................................................................101Unit1lesson2▭᧕/1Aprice@ABCḄ⃩%FGᳮIJKFGᳮLMNḄ8ᢝPQRSTUVᔜᨵYᦻ\ᦻA:Ireallythinkthispriceistoohigh.Apricehastobebasedoncostsandtheprofityouwant.B:Iknow.Butpricinghastobebasedonwhatcustomerswanttoo,whichdiffersfromplacetoplaceandtimetotime.A:Yes,experienceshowsthesameproductispriceddifferentlyindifferentmarkets.Butwhysomuchhigherinthismarket?B:Therearemanyrichpeopleinthisarea,soaskimmingpriceisOK-andevenneeded,becausetheythinkonlyahighpricemeansagoodproduct.A:Butthemarketpricesforothersimilarproductsaremuchlower.Buyerswillnoticetheflexibilityinthepricestructure,andbuyfromothercompanies.B:Idon'tthinkso.Ithinktheotherswillhavetoraisetheirpriceceilingtomakecustomersbelievethattheirproductsareasgoodasours. ᦻA:ᡃ]Ḅ^L_`abcad⌕᪷gᡂiI.ᡠk⌕ḄᑭmU8B:ᡃn⍝pd8qrstuḄ◤⌕LwẠTU_y◤⌕dz{|{ᙢU~ḄA:┯᪷gGTPNᙠḄ"#zḄapLᙠ_`"#⌕_c
2B:_`ᙢḄdᨵaTᡠsᨬcᑭmTsd⌕Ḅ{L^Lᨵc>⊤NA:pᐸNḄ"¡¢T£'ὅz¥Rᑮ2§Ḅ¨~T©U£'ᐸBCḄNB:ᡃ^Lᡃ᎔«ᐸ¬c2Ḅ§▲T®tuP¯NIᡃḄ,᪵ skimmingpriceᨬcᑭ°±²³ᔾᾦ2“skim”T¶·¸Tᨵ'ᥗ²»¼⊤☢¾ᱥ’ḄÁÂU“skimming”ᙠᖪ%§ᑣᨵᐸÄᵭR,ᢣ'±²ᨬcᑭ°Ḅ8Èᶍ_yÈᶍÊᵨᙠ,⚗MNͧ"|T{NᱥiÎḄᱯÐឋᔾÄÒÓὅTÔÕ§Ö×ØÙÚ5TÛᑴ⌼ᖪÞß2Tà²ᨬᜧᑭm"skimmingprice”ᓽᢣ'ᔆAᨬc±ᑭ2'marketprice"ᖪᙠ"#§äåæç◤èéêᡠë8Ḅ2flexibilityinthepricestructureìíឋ"flexibility*‘ïឋ"pricestructure”ᑣÁL'2ðñ"flexibilityinthepricestructure”òᢣ@Nó8ᨬcᨬaḄìíôõ"structure"T'÷᪀priceceiling§▲Tᨬc"ceiling",ùᢣ'ᜩûü'³ÄᵭL'§▲'TGÊᵨᩭᢣJGᖪ%ý☢Ḅᨬcðñ▲ᑴPQ¸ᑣL“pricefloor",'ᨬஹ ▲'"floor”‘ᙢ
3•᪷…1.Experienceshowsthat...2.It'swell-knownthat...3.It'scommonknowledgethat...ᵨ᪵Ḅᜮ !Ḅ"# $%&Ḅ&'()▭+ᩭ-./012&Ḅ34ᡈ679:;4<=ᩭ>?"1think”'ᡃ01A…’ᨵ;DEFG
4Unit2lesson22priceHIJKᖪMᢝOḄPQᖪRS☢UVWḄXYZḼ'\]^_`^’Ḅbc᪵ḄVWdᶍfḄᨬhᔩjᨵkᨵ◚mᕖjᦻᦻA:Youknow,Ithinkit'ssmarttostaywiththesamelowprice.Yourcustomerswillbepleased.B:Wethinkthatthebasispriceshouldstaylow.It'swrongtoraisepricesjustbecausemarketdemandisgoingupfast.A:Right.Withsuchcompetitiveprices,yourregularcustomerswillbuyonlyfromyou,andI'msureyou'llgetalotofnewcustomers.B:Fmjustafraidwemightstartapricewar.Thebiggercompaniesmightlowertheirpricestotrytotakeourcustomersaway,andcloseusdown.A:Iflatertheytrytocompetewithyoubyloweringtheirprices,Ithinktheconsumerswouldknowtheyhadloadedpricesbefore,andwouldfeelcheated.B:Well,Idon'tthinktheconsumerswouldknowunlesssomeonetellsthem. ᦻA:ᡃAoVWpᢝᙠrVIf stuvwḄx%yz{ḄB:ᡃ|A}~V_pᢝᙠrVI-]9SḄ◤ᥤᓣ>VA:-ᨵ᪵ḄVW-wḄὁ2x zᔣw|-+ᡃw|zᔾGḄx%
5B:ᡃ|zHVWᡊᜧzrVW-oᡃ|Ḅx%¡-¢£¤ᡃ|᎔¦.A:©O|ªH▣ (w|+V-¬®ὅ>z°⍝²ᩭḄ³V´F]ᔠᳮ-+·F¸¹UºB:ᖅ-cᡃ]¼®ὅzs½¾¿)-◀/ᨵ1ᢣÂᩭbasisprice}~V"basis",‘}Ạ"basisprice" ᢣÄÅᐸÇ▬ÉᡈÊDÌḄVWcompetitivepriceḄVW"competitive", ‘ឋḄ’-ᙠ:ᨩ'ᨵÏEḄH0ÐᙠSUÑᐸÇÒÓÔÕÖ×ḄÔÕ-ᐸVW ØÙÖrᡈPÚpricewarVWᡊºᔜᔆᖪ├Þᖪß├ÔÕ-]àá©-¼âV-+ãFSVᜧä-:åVWᡊ®ὅᙠᡊPæçèé-c]êëì₹ᒹ-ïzð¸ñᜫ"war"-‘ᡊloadedprice▬ó®ᵨVW"loaded",‘ᨵô₹Ḅ0õö ᢣªb÷ÂÔÕᡂ~ḄVW 9ùJú¾ÊḄDÌûᱯýᒹþஹញᡈὅ├ᶍᔠᳮ•ᡃ …1.I'mjustafraidthat...2.Myfearisthat...3.Myonlyhesitationisthat...
6"afraid",'"ஹ%'ᙠ'()*ᵭ,‘ᡃអ…'"that"/☢ᡠ*2Ḅ4567ᨵᔲ:;ᕡ=>?@7⊤B‘CDᐰF;’ḄHᵨJ(KᐸᙠᖪNOᑨ)QRᨵSTUVW"No"ᵨ'XᜮZ⊤[ )ᶧ⇋
7Unit3lesson2price3^ᓬ`a,b--ᢇḄṹfᖪghi=jklᨈ☢no:pqrsjt>uvᑭxyz{ḄOᑨᦻᦻA:Can'twefindapricethat'swithinmycompany'sreach?Negotiationshavebeengoingontoolong.B:Agreed.Butweneedtofindapricethatisgoodforbothsides.A:Tobehonest,ifyoukeepholdingoffforalowerpricewewon'tbeabletomakeadeal,becausewewon'tbeabletomakeaprofit.B:OK.Yousayyourcostpriceis100foreachunit,andyouwanta20%profit.That's120perunit.Wouldyouaccepta7%profitifwedoubledtheorder?A:Thatwouldmeanapriceof107perunit,whichIthinkisstilltoolow.Ifyoucanaccept110perunit,wehaveadeal.B:Aninvoicepriceof110?Filhavetocheckitwithmyboss,butIthinkwecanacceptthoseterms. ᦻA:pqO|}~CVḄṹbᔳ?!=kḄOᑨbB:┯ᡃ⌕:j}`anᨵᑭḄA:WḄᡃ?QO|xḄ,=᪵ᡃTj>ᑮB:uᔳWᡂ¡?¢ᓫ⚗100ᐗ⌕¦ᢝ20%Ḅᑭ¨©ª?ᓫ120ᐗᡃ«¬®j¯CV7%Ḅᑭ¨ᔩ±
8A:©ª?¢ᓫ⚗²,107ᐗ=ᡃ³,?´µ¶V110ᐗ©ªᡂ·B:ᢣ¹ἠ»ᔩ?ᡃ¼ὁ¾ᖪj¿Àᡃ=}ᩩµ¶Vcostprice»ஹᡂ¡»"cost"'ᡂ¡ஹÃÄ=}WÅᓽᢣᙠÇ▬®ÉÊᐸËÄᵨÌÍḄÂᡂ¡»Î"costprice">µÐÑ,^¿jᢇ¬ÒḄ¬»ÓÔ‘ᡂ¡»invoiceprice¹ἠ»"invoice"'¹ἠஹᦈÖ''¹ἠ»'ᓽ?┐jᖪØÙᙠÚ¬ᖪ¹ἠÛḄ»•ὁHW…I.Tobehonest,...2.Totellyouthetruth,...3.Tobefrank,..."honest",'ÜHḄ=᪵ÝḄJÝXᜮZ@7µÞßjàTáâ)iªß)ᦻḄ:‘ὁHWåæ ç…è⌕Wé?êSWáᓽUVᵨëì“with”ᙠᖪNOᑨ)"Tobehonestwithyou,..."?77íᑮḄᵨZ
9Unit4lesson213᪵Sample^aᦈᑮîᩭḄ᪵Ì/ðñᑮᓝᑖô;õᓽöᓬaὶø|«¬Ḅ·᧕ᩩᦻᦻA:Wehavereceivedyouradvancesample,andareveryhappywithit.Wellbeplacinganorderwithyouinafewdays.B:I'mgladtohearthat.MayIremindyouthatthiswasakeepsample?Thatunitwillbeaddedaspartofthefirstshipment.A:Sure.AndIshouldsaythatwhenweplaceanorder,wealwaysaskforasalebysampleagreement,sowecanbesureofthequality.B:That'sfair.Ourproductsarealwaysasgoodasthesampleswesend.Icanpromisetherewillbenodebasementofquality.A:Thankyou.SoIguessitwouldbeOKifweaskthatthegoodsmustbeofGoodMerchantableQuality?B:Ifthat'swhatyouwish,therewillbenoproblem.AsIsaid,thereisnodifferenceinqualitybetweenoursamplesandourgoods. ᦻA:ᡃúᦈᑮûḄᐜ¹᪵ýþ7ô;ᜧᭆᜩᓫB:ᐶᡃ⏨ᶇ᪵ ᪵ᑮ ᙠ"#ᢇ%&☢A:(ᯠᡃ*+,-ᡃ.ᓫ #ᔣ⌕1234᪵5ᓬḄᔠ9᪵:;<=>Ḅ?B:ᔠᳮᡃ.Ḅ>-BC〈EFḄ᪵#᪵Gᡃ=H?IJKLM
10A:NNOPᡃQRST⚪ᔳWYᡃ.⌕1%ᱥ[ᔠ\G〉├?Ḅ᪗`B:Y᪵Ḅa(ᯠSᨵT⚪ᡃcᡃ.>C᪵Ḅ?IJdeKᨵfg advancesampleᐜi᪵“advance”,‘⚜ᐜl☢"sample",‘᪵’ᢣo⊤5ᓬ᪗Ḅᱥq?ᡈtḄuvw%x"specimen"#᪵"advancesample”ᢣ9qyzqlᓬ{|Ḅ᪵}~>ᐜᡂḄz5{R᪵x9ᡠBḄ?Ke9;keepsampleᶇ᪵“keep"ᨵ'=ᶇஹᶇ'Ḅ'ᶇ᪵'ᢣ᪵ὅE%᪵ =ᶇe?eḄ%᪵|Jஹὃsalebysampleᶇ᪵ᓽ᪵£¤5ᓬ᪗Ḅᱥ9B?¥¦§5ᓬ9Ḅ{¨©ᑖ¤45{᪵ஹ4ᓬ{᪵«dJ᪵¬GoodMerchantableQuality\G〉├?®¤GM.Q., ⊤¯?᪗`Ḅᵨ±ᓬ{²◤=H%ᱥḄ?\Gᓽ´◤µᐸ·{☢H-ᐸ?¸ᵨ¹º¨ᑭᵨ᪵ᡈº¼▭¾¿᪗`ᱥÀḄÁÂᩈᩞஹÅÆÇÈÉ5ᓬÊ{J%ᱥ?ᔲ\G〉├ÌiÍÎ~ᵫeоÑÒÓÔ•ᡃ+,-…1.1shouldsaythat...2.1mustremindyouthat...3.Iwouldliketomakeitclearthat..."should",'QRஹ+,'="should"ḄÙÚÛᓝᑖÝÔÞßK«"must"àá âãä⌕
11ᵨ¹⌕1ᡈ⏨å⌕æÁ "that”qáᡠ⌕⊤-Ḅæ⚗
12Unit4lesson314᪵Sample5{᪵éWᓬ{᪵©éWᑮêÊ{Që¬᪵£¤᪗`:;ḆᜧîïᕖW #ñᨵᐵó1᪗`᪵ḄJaôᦻᦻA:Howdoyouusuallyfindcustomers?Ihaven'theardofyourcompanybefore.B:Well,weusuallysendaseller'ssampletocompanieswethinkwecandobusinesswith,toseeiftheylikeourproducts.A:Whatifmycompanysendsyouabuyer'ssample?Couldyouhelpus,oristhataproblemforyou?B:No,ofcoursenot.Pleasesendusanoriginalsample.We'lltakealookatitandseeifwecanmakethesamekindofproduct.A:Thatwouldbegreat.We'vebeenlookingforsomeonetohelpusmakeadifficultproductthatissimilartoyours,butithasnotbeeneasy.B:Well,afterwelookatthesampleyousend,we'llsendyouacountersampleassoonaspossibletoseeifitisacceptabletoyou. ᦻA:õ.~ö÷iøᡝḄWᡃúᩭScüýþB:ÿ ᪵Ḅ ᡃ᪵ᔠḄ ᔲᡃḄ A: ᡃ!᪵" #$%&'(ᡃ)*ᔩ'ᡈᨵ.⚪'B:0.⚪ 1ᯠ0.⚪3#4⊤᪵6ᩭ ᡃᐜ 9:⍝ᔲᑴ⌼>?Ḅ
13A:᪵@ABCᡃDᶇFGHIᡃJKLMᑴ⌼Ḅ N#ḄOP Q6D0GᑮB:Sᡃ6#ᩭḄ᪵T ᡃUVW>᪵ #ᔲ%&seller'ssampleᓬ!᪵ᵫᓬ!ᡠ[W\᪵]*^_`abᑣ dᓬ!!\efgᨵhijk\ᦑoriginalsampleb᪵ 4⊤᪵"original"'bᱥḄஹbpḄ`᪵q᧕s ᓬ!tᜓvᦪḄ᪵ xᐸz[{!Ḅ| }‘b᪵'d4⊤ᓬ᪗ḄᱥḄ᪵ ᦑ}‘4⊤᪵ᓬ!hḄᑣ}‘᪵countersample>᪵Se᪵"counter”F‘>Ḅ᪵ᓬḄ ᪵ᵫᓬ![{ ᨵs!$[{ qᵫᓬ!ᑴasᓬ!$᪷!Ḅ᪵ᐜᑴᡈᢧ⌱>PḄ᪵ 3!f!᪵x[WḄᓬ!᪵ᓽ‘>᪵'>᪵’!T Tqeᓽ`a᪵Ḅ¡v᪵t• … $`ᔩ'I.Whatif...?2.Suppose...3.Whatdoyousayif...?“Whatif..."¥¦$§ᵨ©ª[W«¬ .H'F® ᔲ$'¯⊤°អ²³⇋ ᨵ‘µ’\F¶ὅS"Whatdyouthinkif...?"
14
15Unit4lesson415᪵Sample`¸¹º»ὁ½ᡝ`¿ÀÁ᧕ḄÂà ᔣᔆᖪÇq᧕ᩩKᦻᦻThankyouforyourlastdelivery.You'llbepleasedthattheunitsyousentaresellingwell,andthatthequalityoftheunitsmatchthebuyer'ssamplewesentyou.Manyofourcustomershavebeenaskingaboutyournewproduct,theMini-Motor.Wewouldliketotestthemarketforthem.Woulditbepossibleformetohavesixunits,saleonapproval,beforeplacingafirmorder?Thisisbecausewefeelwecan'tplaceasaleasseenorder,sincewedon'tknowanythingabouttheproduct.Weaskthatthesamples,andthelaterorderswemayplace,besaleorreturn. ᦻÉÉÊËÌ^Í〈ᩭḄe#ÏLÐᐶ ᢇe├ÔLA ÕÖᐰØᔠᡃ#Ḅ!᪵ᡃL_½ᡝDᙠ.#ḄÚ ‘Û#ÜÝ’ᡃÞIßTàḄáf$Q$ᐜᡃâã1ßäᓬ'ᙠᡃåæᓫ\¶ᡃ0ᨵèéêëìíæᓫdᡃî ïᡠ:ᡠ` ᡃÕ⌕ñ Qò᪵ᡈὅ`TᡠḄæᓫ ó$`QᔠFí⌨ebuyer'ssample!᪵ᙠæeõ Ḅª æeeᱥḄ᪵_ᵫ![{ ᓬ!õ Ḅöᓬ!gᨵhiq÷ø᪵>?eᱥḄjk
16saleonapprovalßäᓬ"approval"'$ஹ?FùîᖪḄq᧕z ᓬ!tú!ᙠᱯÏüýᑁÿᵨᡈ;⌨ᵨ⊤ஹᱥ⌨ ᑣ !ᡂ#saleasseen$ ᓬ&ᢣ()*ᑮᡈ,ᡠ*ᑮḄ/012!!ᓬ34ᡠ56ᖪ8Ḅ89:〉ᵨឋ=▬?@ABC&DᓬEᵨ4Fᓬ :"saleonseen”GHsaleorreturnIJ⌨ᓬ“return",'⌨LM''IJ⌨ᓬ’OᢣᙠQRSᑁUVW├6YZ[\]⌨ᐸ_ᱥḄᓬᩩabcde2▲ᑣRᔠᳮ Sijkl"S.O.R.”ᡈ"S/R."•op3…rᑮsᐶ1.Youwillbepleasedthat...2.1amsureyouwillbehappytohearthat...3.1amhappytoinformyouthat..."pleased",'uvஹwḄ':"happy"ᡈ'satisfied"GH"that"[x⊖z{|}c~sᐶḄ|ᙠᖪ)Eᵨ4 &|“You”ᜮ⊤23R2psᐶOSḄᵨ
17UNIT5LESSON2/CqU/TyQ6ᖪᔣᑴ⌼ᖪᡭijḄ¡/¢R£z¤ ,¦Aᑮ¨©Ḅᦪ«ᕖᦻᦻOurcontactsinthecomputerindustryspeakhighlyofyournewcomputer,theSuperWang.Wewouldliketomakeaninquiryaboutit.That*sfine.WehavesomecatalogsthatgivefulldetailsoftheSuperWangcomputer.1111sendthemtoyoutoday.Ifyoudon'tmind,couldyoualsosendussomeinformationaboutyourotherproducts?Wemightbeinterestedinthemaswell.Certainly.Andifyouhaveanyotherquestions,pleasefeelfreetocontactmeanytime.Thankyou.Assoonaswehaveanyfurtherinquiries,I'llgiveyouacall.Thankyouforphoning,Mr.Smith.Ihopewecandobusinesstogether,andlookforwardtohearingfromyousoon. ᦻᡃ¯ij°Ḅ3o¯Ḅij'±²☊´'µsᡠᡃ¶R·¸¹8Ḅ/0º»ᡃ¯ᨵ½‘±²☊´'¡¿ḄÀÁᦪ«ᡃÂᜩÄÅÆÇÈÉÊÆËḄÌÍÍÇÅᡃ¯R½ÎÏÐᐸѹ8Ḅᦪ«Lᡃ¯ÍpᨵᐶÒ(ᯠÊᨵ@A¶⚪Õ⌕×ØÙ ÚᡃὶÜ
18ÝÝÞ⌕ᡃ¯ßàR©ḄáᡃpᡭᵯÌÆSmithᐜäÝÝÆᩭᵯÌæçᡃ¯ᨵpᔠèᡃÄ☟ÆḄëìmakeaninquiryabout┐3(¹8)"inquiry"'áஹ¶‘ᖪᵨ ‘’[ᢣᙠð!, »3ᖪ8ᨵñàR©[»ò]ᔣᓬáᱥóôᐸÑõ᧕ᩩa÷89ஹᦪøஹV\ùúûḄüý"inquiry"þ "enquiry"fulldetailsofᐰ᧕⁚"detail",'ஹ⁚'ᙠᖪᢣ‘᧕⁚'ᱯᵨ‘᧕⁚' ᢣ ᓬ !"᧕#$ᜓḄ'(ᦪ*ᒹ,-.ஹᦪ/ஹ01ஹ234ஹ5#6ஹ7◅9 :⚗<=>"fulldetailsof..”ᨵ@ABCD''ᨵᐵ…Ḅᐰ'G'…ᐰ᧕⁚HIJKᦻMNfurtherinquiries!'OḄP0 ᙠP0QRSTU⌕WᓬXYᨵᐵ5ᱥQ'[ឋ]ᧇ_`abcdefghᐶjᑣlXm‘!'OḄP0>#Q‘P0'ndᐹpqᦪr⚣t᧕ᡂvḄwxឋryQz{"further"'!'OḄ•~C…1.Ifyoudon'tmind...2.Ifit'sacceptabletoyou...3.Ifitisnotrouble(toyou)..."mind"'C ᝅQewḼXmḄᩩᡈ⌕"ḄḄᵨC ᙠឋḄP ᔲCḄX¡
19UNIT5LESSON32P0133¢£ᖪᵯ¥¦§¨'©P0ª«Y5ᖪQe¬Gᜩᓽ¯ὶ±K Y5ᖪᙠᵯ²ᔣ´µ0Ḅ¶DᦻᦻA:Goodmorning.Wee-mailedaninquirytoyouyesterdayabouttheSuperWangcomputer.B:Ohyes!Thanks.Iwastoldthatoursalesman,Mr.Chen,hadsolicitedyourinquiry.A:Yes.Mr.Chen.Imethimatatradeshowlastmonth,andhegavemefullparticularsontheSuperWang.B:Inyoure-mailyouaskedforaquotation.WecanquoteyouU.S.$800fortheitem.A:Thatsoundsgood.Whenwouldbetheearliestdeliverydateforanorderof2000units?B:That'snotadifficultmatter,butI'llneedtocheck.Ithink20daysfromthedaytheorderismadewouldbetheearliestdatepossible. ᦻA:·᧤ᜩᡃº§¨'©ᨵᐵ‘»¼☊¾’ÀÁÂḄᵯ¥P0ëB:ᘞÅᨵᨵÆÆÇ ᡃºÈᕒ▰ᐜÌÍκᩭP0ḄA: ÐÅᨴᙠÒ᧕ÓÔᡃÕ´Ö¨'☢´«ᡃ'»¼☊¾’ᡠᨵḄᦪ*B:ᙠò⌕Wᡃºµ0ᡃÙᙠwµ« ÚÛ800ᐗA:ÝÞß~à2000áᨬãᙠäå#w5çB:èw ᡃé⌕ê'•Kᡃëᨬãì⌕Kàᓫe20ᜩ!
20solicityourinquiryïÎP0"solicit",'ឹWஹÎW'QC"solicityourinquiry" ñò ὅôᩭPõ-Ḅᖪᝅ'[P0STᵫ Xm÷ᓬøùõ-rwÍXYᖪ-ᦪ*« úûü Ḅ¯jᙠ├£ 'Aþÿ Ḅquoteᓫ"quote” “quotation"ᢣᓬᐸᜧ ᦪ ᓬ !"ᩩ$%&'(Ḅᵨ*"offer"+,-./ᵨ0123ᵨ"offer”456789:-᧕ᦪ<"ᐸ=-᧕ᩩ$>ᵨ"quote"ᡈ“quotation”4ᓾAB9-᧕ᦪ<earliestdeliverydateDE〈GᨬI-JIIK“delivery"LM 'O〈ஹ-Q'"deliverydate”ᓽ-JIIKᙠT▭V᧕12ḄWX3ᐸ1ᢣ‘ZO[K'-"dateofshipment”ᵫ]T▭V᧕ ^_3O` 0'-J[K'aᑖ cde‘ᓽK-J’g‘9K-J‘ᓽK-J’hBijkᑗIIKmno᧕pqrsᙠ12tᵨ3uvxy-J[zḄ‘9K-J'ᩭ|}~>"earliestdeliverydate”ᨬI-JIIK]B▲9IIKḄ'ᓽK-J”•4…1.Whenwouldbe...?2.Canyouadvisemeastowhen...?3.MayIinquireastowhen...?'⌕ᙢ&'4,$"wouldbe"*"willbe”M'…’M03"would""will"⌕| ᡠᙠ¡¢4 ᵨ"Wouldyouplease...",>£¤ᵨ"Willyouplease..."o
21UNIT5LESSON4"7qU//y¥¦⛲¨ᙠ©Jª«ᔣJᖪ¯¯ᢚᡷḄᩩ$ªὅᙠ³´µᙢ¶·¸¹Ḅ⌕ºᐙᑖ¼½¾¿ÀᖪÁᐵÃḄÄMeᦻᦻWeareagroupofstoresthatsellclothes,andonenquiryhavelearnedyouareasupplierwithawiderangeofclothesatcompetitiveprices.Wewouldliketoinquireaboutmakinglargeorders,andplaceundernegotiationadiscountof20%offyourquotedlistpricesifweplacelargeorders.Iftheseconditionsareacceptable,andyoucanmeetordersofover2000piecesattheearliestdeliverydates,wewouldliketomakeaninquiryforfullparticulars-acatalogandpricelist.Welookforwardtohearingfromyousoon,andinviteanyinquiriesyoumayhave. ᦻᡃÆ├Èᡂ⊟Ḅᖪ¨ËÌÍÎ៉ÐÑÒÓt dᡂ⊟ᡃÆ«ᨵᐵ³ᜧ©ᓫÌÕÖḄ×ᖪᔲ,ᢥÚÆᓫ3ḄÛᡭÝᢚ?ßᡃƳᜧ©ᓫḄàßÐÑÒ,áâ3ãᩩ$>äåᙠᨬI-JK▲ᑁçᡂ2000$ᡃÆèéÐÑÒå¶êëḄᦪìíîí⊤ðñåEᦈᑮôõhö6÷øÚƪᩭonenquiryÌÍ"on”ᙠntùú 'ᙠ…4ᙠÍ'⊤½'pqÍû'ᓽüýqmn'onenquiry.."þ‘ÌᵫÍ…'invite(any)inquiries÷ø( )
22"invite”'⍸ஹ'"inviteanyinquiries”ᓽ⊤ஹᩭ ᨵ^ !ᓬᩩ$%Ḅ⚪("solicitinquiries”Ḅ*+•ᡃ/0⌕…1.Wewouldliketo...2.Woulditbepossibleforusto...?3.Maywe...?“wouldliketo”3456'0789%:"wantto",;<=>"wantto”?=,3ᖪBஹCDEᔠG7ḄHᵨJKLᑏ7N"Wedliketo.
23
24UNIT6LESSON27OOffer!*ᑮQRᖪḄSROTUᨵVW:ᔣQRᖪY;!⊤Z[\]^_ᡃ/L`a`bcd[eNᦻᦻA:Yoursellingoffersoundsgood,butwe'dliketoplacesomeofthedetailsundernegotiation.B:Weunderstandthatoursellingofferwassimplytoopenthenegotiations.Canyougiveusthedetailsofyourcounteroffer?A:Well,inourbuyingofferwewouldliketoaskfor10percentoffyourpricesifweplaceordersover5000unitspermonth.B:Well,thatsoundsreasonable,butIcan'tmakeadecisionyet.Imustdiscussitwithmyboss.A:That'sfine.ButImustpointoutthattheofferisonlyvaliduntiltheendofthemonth.B:Iunderstandfully.Ipromisetogetbacktoyouassoonaspossiblewithacounteroffer.A:Imustmakeitclearthattherecanbenocounteroffer.Theanswermustbeeitheryesorno.Ifno,we'lllookforanothersupplier. ᦻA:fḄgROhiᩭj┯;ᨵVl⁚ᡃ/0noᩭpq/ᖪrB:ᡃ/e⍝OtuvḄwxyjyzl{|}~ḄOA:ᡃ/ḄS!y᯿ᡭᢚᨴR5000$B:ᔠᳮjᡃZᙠYjy_ᡃpᡃḄὁA:L`;ᡃ|34Otᑮᨴᨵᦔ
25B:ᡃᐰᡃ¡¢£¤}~ᡃ/Ḅ¥YA:3¦ᡃ⌕{§¨q/jy©Yª«ªjª«jªᡃ/«¬ᐸ®QRᖪsellingoffergRO├R⌕°"offer"‘O'²"sellingoffer",³´"offertosell”,ᢣᓬ¶├gRᱥ¸¹¥¤!ḄO¡ºOᜧ¼½counterofferO²Y"counter",¾¿5‘\Ḅஹ\Ḅ'O’ᢣÁOÂjyᐰ*ÃOÂḄᩩ$;ÄᨵÅ᧕ÇÈÉÊOËᦋᡈ▬ÏÐᩩ$©ᩭᔣÊOÂoÐOÑÒÓÔ¶‘а'²Õ᧕HÖÓᑣÔ¶‘ÐO'½ØÊOᑣᜫᦔbuyingofferSRO3!¶S!Rᱥ¸¹ᔣᓬ¥oḄO³´"purchasingoffer"ᡈ"bid"ÚoÛ("sellingoffer"CÜ\theofferisvaliduntil...OᨵᦔÝ▲ᑮ…"valid"'ᨵᦔḄஹC]Ḅ‘²"until",'ßᑮT☢ᢥØâãÝ3OØäᵨḄJK,ᙠn⏨¢£æç`èéêØᦔᐵì5¶"valid”•ᡃ{|…1.1mustpointout...2.Imustmakeitclear...3.1musttellyou..."must",‘‘²"pointout"'ᢣoᱯî{|'²34JKïTL*"that"ðJ"must"34ñ¹5ò{dὅḄ<=ô[ᓝᑖ^_÷"haveto"("should”øùúᵨ:⌕û
26⍳ý°Ø
27UNIT6LESSON38OOffer!ᓬþCᙠᖪÿ•ᓬḄᩩḄᡭᙠᑁ ᦻᦻA:I'mthrilledthatyourcompanywantstodobusinesswithus.I'dliketosubmitanofferrightnow.B:Youcertainlydoworkfast.CanItellmycompanythisisafirmoffer?A:Yes.However,itissubjecttoyourreplybeinggivenwithinoneweek.I'msorry,butIhavetogiveyouashorttimelimit.B:Oneweekisnotalongtime,ifyouthinkofallthehardwareandsoftwaredetailsthatwewillhavetotalkabout.A:Iunderstandthat,andI'msorry.Butwemustbesurewecangetthosesuppliessoon.B:Well,I'lldomybesttogiveyouacallwithintwodaysatthelatest.A:Iappreciatethat.IknowIdon'treallyneedtosaythis,butwe'llhavetowithdrawourofferifwedon'thearfromyoubyFriday. ᦻA: ᐶ!"⌕$ᡃ&'()ᡃ*ᙠ+,B:-Ḅ./012ᡃ34,5!"6789:ᔩ
28A:ᡃ_`abcHIJ8ᡃ&@:⌕ᙠ7dᜩᑁ9:8ᔲLgchiB:jᔳ2ᡃlmᨬoᙠpᜩᑁ+3-ᵯA:rrᡃQᙠ=◤⌕t67uJ8wABxyz{ᑮ?Ḅ3}ᡃ&+c~3submitanoffer"submit",'',ᵫᓬ@ᔣ⊤)ᡠḄᩩᐳ:ᨵᦔḄᓬᑣᵯஹ0ᡈfirmoffer9:“firm"':Ḅஹ9:Ḅ"firmoifer”ᓽ¡¢ᡠ£Ḅ"offer”,8¤y¥▭§ᵨḄ‘'ᙠᓫ«¬_ B▲®:ᙠB▲ᑁᡠḄᔜ⚗ᩩ±=cᦋ³´µ¶K⌕ᙠB▲ᑁ ᓽ·ᡂ¹º@»ᨵᦔᙢ ½¾½=c¿ÀÁ¹ᔠsubjecttoyourreplybeinggiven...ᙠÃÄÅ"subject",ᙠµÆÇÈ;"subjectto",'᯿Ë…º:"reply",'3CµÍ¾☢Ï,ᵨÑ®: ḄB▲,ÒÓ"subjecttoyourreplybeinggivenwithinoneweek"Ã@ABᑁCDᓽË9:Åwithdrawone'soffer~3"withdraw"‘~3ᙠ¶ y@cÔ~3~3Ḅ§Õ\ᙠÖ §Õ½y×Øᑮᙠ' §Õ'Ö½¾ᑣ~3Ùᦔ~├ cancellationᑣ=ÛÜ8ᢣ(ᦔ¾~├½ÙᦔḄÞ•ᡃ=c=6…1.IknowIdon't(really)needtosaythis,but...
292.1realizeyouunderstandthis,but...3.1knowIdon'tneedtoremindyou,but..."needto",‘[◤"Iknow...but"7Íà⊤‘=c='áQâãḄ8“but"½¾ᡠåḄæÍᵨ)ᙠ⏨Ḅè)´éê,LÖ(Ḅ=ᑭḄìíîï)ᕡ¬ñ;µÍᜮ,ó$ôõ
30UNIT6LESSON49OfferÄᑴ⌼ᖪÖMùúᖪ⌕8ûüýḄᩩþ87NᑏḄ:ᦻᦻWewouldliketomodifytheoffergiventoyouinourfaxlastweek.WehavediscoveredthatthematerialtobeusedtomakeeachunitwillbeNT$1500,notNT$1000.Thus,weregrettoinformyouthattheoffermustberaisedfromNT$4000toNT$4500perunit.Weareverysorryfortheerror;noextracostswillbepassedontoyou.Aswestatedinthelastfax,thisofferremainsinforceuntiltheendofthemonth.Again,weremindyouthatthisisanofferwithoutengagement. ᦻᡃᦋḄᡃᑴ⌼ᓫ⚗Ḅ ᧇ !"1500ᐗ$%&1000ᐗ(ᡃ)*+,- ./0ᓫ⚗4000ᐗ12ᑮ4500ᐗᡃ456┯89ᑮᓝᑖ*+ᡃ%<4=ᦈ?ḄAᵨCDEF1GḄE᪵56ᑮᨴJᨵᦔ(ᡃ⌕NO1⏨5&QRSmodifytheofferT"modify"'TஹRSWXZ4[\]^Q_T`RSWabofferremainsinforceuntil...c…eᨵ“remain”'fᢝ%R"inforce",56hi&j‘ᨵᦔஹlmn'o"force"ᙠ(]ᢣ‘ᦔr
31"until"WX=t56⊤vwbx"offerisvaliduntil..."oofferwithoutengagement%yz{W|QRS"engagement"'z{(}[~WᨵᩗRS ᩩᓽᦈᑮ4[Ḅ(ᵯ)QRS )*+,-…1.Weregrettoinformyouthat...2.Wearesorrytohavetotellyouthat...3.Itiswith(sincere)apologiesthat..."regret"'⍡ஹ*+'W]"inform"',-ஹ'W]"tell"T~ᾓ(j,ᵨx[E ᐜ⊤[W⍡ᡈ*+¡4[ᐜᨵ¢ᳮ¤ᜓN¦E§¨j©⚪ᡠᙠ⌕¬4[Ḅ¨ᡈ\
32Unit7lesson222®¯PlacingOrders°[±x²³®ᓫC´Q&%µᔆᖪT⌾Ꮇº»t5¼½]&ᔲ<ᡂÀᕖÂÃÄ|ᦻᦻA:Welikeyourproduct,andareinterestedinplacinganorderwithyouassoonaspossible.B:Well,wecan'tproceedwiththeorderuntilaftertheChristmasholiday.Ourfactorieswillbeclosedforanotherweek.A:That'salright.Wewillsendyouapurchaseorderinoneweek.Ihopeyouwillbeabletotakecareofit.B:Noproblem.Oncewegetyourpurchaseorder,wewillbegintheexecutionoftheorderrightaway.A:Thanks.Weneedtheproductsinlessthanonemonth,becausewehaveabigdealwithanothercompany.Bytheway,willpaymentagainstdeliverybeOK?B:Thatwillbefine.AndIcanpromiseyouthatyouwillgetthegoodsabouttwoweeksafterwegetyourpurchaseorder. ᦻA:ᡃ)ÅÆÇÈÉḄ⌕ÊËᔣÍ®¯B:ᕃអ⌕bᑮGÑᙛÓ⁚ÕXᡃÖ×Ø®ᓫᡃ»ᔆ⌕ÙÚE6A:m´E6Wᑁᡃ<Ü®¯ᓫÍÝÞÍ×ß=ÕᜐᳮB:áâã©⚪ᡃEØᑮḄ®ᓫä<åᓽ½A:æ9çᡃ./ᙠ%ᑮE6ᨴWᑁäèᑮ¯ᡃDéḄÈÉᨵE¼ᜧ½]!4C´À¯ìíQÕᔩÂB:QÕ$ïᡃáâÍᜧzᙠᡃᦈᑮÍḄ®ᓫð6XäQÕñ¯placeanorder®¯o³®ᓫ"place"ᙠ(‘ò’W]"placeanorderᖗ°[ᔣᓬ[®ö¯ᱥḄ⊤ø°ᓬ᪗ḄᱥḄúஹûᩩü°[ý/ᔣᓬ[1òþöḄᦪ ⚗ᓽᩩᑣᓬ (sellingorder)!"#$%&'()*+,Ḅ./0purchaseorder0ᓫ0ᓫ23"ordersheet"ஹ"ordernote"ᡈ"indent",6ᔣᓬ0ᡠ Ḅ+☢':'(ᙠ
336ᓬ>ᡂ@A6)BᱥD3ஹEFஹᦪ ஹ HஹᒹJஹKLM᧕ḄᩩᡃPQRᓬS6ᓬ>+begintheexecutionofanorderTUVW0ᓫ"execution"'VWYZ⊤\]^ᢣᓬᙠ`ᑮ0ᓫAḼcdWḄeSᓬfeᔆᑣ◤ᐜjklᧇnATUᑴ⌼qErs᧕ᖪᑣ◤ᐜᔆᖪὶvᱥḄᑴ⌼wxyzn{‘VW0'ᓽᓬᙠ/᧕ᡂ@AB0ᓫ}ḄᩩL~ᨵ…*ᔩ1.Bytheway,will...beOK?2.Also,would...beOK?3.Onemorething;is...alrightwithyou?“bytheway"(ᵨ]ᓽ‘'ḄஹᙠᦻᨵᑗḄYZ^*"bytheway”Tᜮ]nyZ⚪¡}^¢£¤A☢¥ḼḄ⌕§¨©⌕ឋ«¬yZ⌕§®¯ᐕ±²ὅ´µ¶A·Ḽ¸¹Ḅᖪº¡»@¼½ ¾¿⚗⌕§"wilL.be0K?"^'…Wᔩ
34Unit7lesson3230PlacingOrders6⊤\0ÀḄÁ¨AÂ%■ ▬Åᩩ——ÇÀᓬÈᜧÊᜮËᓾÍ%ÁᜫÏYÐ0ᓫÑÒÓÕÖ×ᦻØᦻA:Wewillcarryouttheorderwhenthepurchaseordergetshere.B:Good.Andbecausethisisourinitialorder,andyourproductissonew,wewouldliketomakeadealwithyou.A:Well,actuallyinmostcaseswedon'ttalkaboutspecialdeals,butsincethisoneissonewIwilllistentowhatyouhavetosay.B:Wewanttomakethisatrialorder.Ifwesellalltheproductsintwomonths,wewillpayforthem;ifnot,wewillsendthembacktoyou.A:Ican'tagreetothat.Mycompanywillhavetopayforbothsendingthemandbringingthemback.B:Wepromisethatiftheproductsaresoldoutintwomonths,wewillplacearepeatorderrightaway,atthesamesize.A:OK,Iagree.Buttherepeatordercan'thavethesameterms.ᦻA:ÙÚḄ0ᓫyᑮᡃÚÛ)dWÜqB:ÝÞ^«Y^ßà0náÙÚḄqE2YâãᡃÚ¢ä¥æçèᡭZᖪ A:êw}ᡃÚ'(^%½ºëìᩩḄ%µíᯠY^ãqEᡃÛïὡñòB:ᡃÚ¢ᵨÇ0Ḅ.óᡠᨵḄqEôᙠõZᨴᑁᓬøᡃÚÛLùróᓬ%ᣵᡃÚÛ⌨A:YZᡃ%ô«ᡃÚçèküù〈2küùþ⌨ÿ ᩭB:ᡃᡠᨵḄᙠᨴᑁᓬᡃ ᦪ Ḅ A:!ᔳ#$%&'Ḅ(ᓫ*+ᨵ ᪵Ḅᩩ.ᗂ0123initialorder4'("initial"'4ஹ7'891ᓽ;<᪷>ᓬ<ᩭ?ஹ@A⊤C᪵DᡠEFḄ4';GHIJ9K(LMNOឋQᦪ $RᜧT UFV9WXYZ[\trialorderO]ឋ(@O
35"trial"'O];<ᡠ_`ᵨObᵫdef⚗T ḄQஹᦔiஹjkl├ឋD+ᨵnoᡈὅe✌stuᔠwḄᔆᖪz$R{|V}w~ Ḅ(_O Ḅ├ᡈᦔᵨO ᡂᙢᡭjkᑣ⊤<ᨵ\8ᩭḄrepeatorder(("repeat"‘’8ᙠᖪkbᢣ'(;<ᙠ(l├%f 8'(Ḅᑁ¡ஹᩩ.¢@£'ᔣᓬ<( ¥Zᡃb$…1.Inmostcases,wedon't...2.Usually,wewouldnot...3.Generally,wecannot...“case",'ᫀ¨‘©"inmostcasesᖗᨵ'GHWX’8«᪵Ḅ¬ᨵKᵨ;ᐸGb°±ᙢᔲ³e<Ḅ⌕µ⊤¶·¸¹º»$ẚ¨©½¿À*ᵨᩭÁÂÃḄÄ·bᱯ¨¥Æ8ÇÈb‘ᡃÉᩭÊ$…ËÌbeÃᱯÍ…Î
36Unit7leSSOIl424(PlacingOrdersᓬ<ḄU├ᕒÐÑGÒᖃÔ¢ÕÖ×dØÙᑮÛᡝ©◀Þß(àᓬ<á$âãäḄᔠwᐵæᦻᦻA:Yoursalesmanhasbeentryingtosecureanorderfromus;wenowwanttoplaceanorderwithyou.B:That'sgoodtohear!Wewillbehappytoacceptyourorder,andwillgettoworkonitrightaway.A:Wewillsendyouapurchaseorderintheverynearfuture.Wewanttoaskyoutohurryontheexecutionoftheorder.B:Idon'tthinkthatwillbeaproblem,butI'llhavetocheckandmakesure.I'llletyouknowwhenIconfirmyourpurchaseorder.A:Thanks.Ifwearesatisfiedwiththeproducts,Ithinkwewillmakemanymoreorderslater.B:Good.Andmaybewecantalkaboutsomeofourotherproductsaswell.We'vegotanewkeyboardthatshouldhitthemarketverysoon. ᦻA:ÃḄçèᕒGéᙠØÙᡃḄ(ᓫêᙠᡃÈ⌕ᔣÃ(ÑB:ëì¢íᑮ«îï#ᡃëð8tñòḄ(ᓫIóô7\ A:ᡃ$õÈn(ᓫö÷ VÀøùúûüýþl(ᓫḄÿ B:ᡃ⚪ᡃḄᡃ A:!!#$%&'()Ḅ*ᡃ+,-./0Ḅ1ᓫB:3456789ᡃ+:,;;<=>Ḅᐸ@$%ᡃ+ᨵ⚗CDḄEFGH⌕JK67secureanorderL1"secure"‘NL'"secureanorder"PᓬRSᦈᑮVRVḄWXVᓬY᧕[\^_`abGcVRSde.ᓬRfḄ)gh:ᨵᡠ/j_kᓬRl[.ᙠnoᦈ1ᓫp-VᓬY᧕ᡂrᙠkstᓬR.uVRvᑗxᢝὶ{|})ᐸjᔣHLᑮ1ᓫacceptanorder\1ᢣᓬRᙠᦈᑮVR1ᓫ-g)1ᓫJᡠḄᔜ⚗ᩩ%ஹᓫஹᦪஹY
37s▲ஹᒹஹx◅8G))hurrytheexecutionoftheorder1"hurry"'ஹ⊤¢£ᢣVRញ◤ᑮᱥ⌕§ᓬRHYᦑkj ©ª‘confirmanorder1"confirm"''Y᧕ᡂr-ᓬR«Y᧕ᡂrp¬☢W® "salesnote"'¯ᓫ'ᡈsalesconfirmation"'¯¬’²YVR⊤³‘1l[ᓬR.ᙠᐸ¬☢W®-☢ᓺJᨵᑭ¶<·p¸Y᧕ᩩ¹kᩩºᓬRᱏ☢ª¼᧕½ ¾¿ÀᐸᙠᜐᳮᜧÄY᧕VRᱯÆ})
38Unit8lesson218%QualityÈÉÊᖪ,ÌÍḄ%NVÎḄ☘Ṇ,GVᓬÑRY᧕ÒḄ•ÔÕ*:ᦻᦻA:Icanpromiseyouthat,ifyoubuyourproduct,youllbegettingA-lquality.B:I'velookedatyourunits,andamveryhappywiththem.Yourgoodsareallfarabovestandardquality.A:Wespendalotofmoneytomakesurethatourqualityismuchbetter.Wewon'tsacrificequalityforquickprofits.B:Well,we'rereallyinterestedinplacinganorderundernegotiation.Wecanstartthenegotiationsassoonasyouwant.A:That'sgreat.I'mgladwe'llbeabletodobusinesstogether.Filhavesomequotationsreadyforyoubytomorrowmorning.B:Fine.Aswell,wouldyoumindifIaskedtoseetheLloyd'ssurveyorreportofyourproducts?Imayhaveafewmorequestionsaboutyourqualityanalysis. ᦻA:ᡃ:,xX#×Vᡃ+Ḅ$%%ØḄB:ᡃSdÙ68Ú()×+Ḅ$%%ÛÜᙠ᪗ÞpJA:ᡃ+ᢗà6ᜧáâG⌕xXᡃ+Ḅ%ã'äᡃ+.ª6åæçèé%B:ᡃ+Úuê=>ᖪ;1ᓫḄëì⌕ê=>Ríᡃ+|:,îïA:4567 ᔠ ᡃñḄÚòᐶᨬõᜩ÷JᡃG.øùᓫÞᜓ5B:57ᨵ×:,ûᡃÙ×+Ḅüýᐻ ᔩᡃᨵᐵᑖ
39᪆Ḅ⚪ A-lqualityᵨ "A-onequality",!"# $%"bestquality">"first-ratequality"ᡈ"first-classquality""A-one"'()ᢣᖪ-.ᑡᜮ%1ὅsacrificequality34"sacrifice"$'6ᱨஹ31)ᢣ9:;ᾠ=ὅ$⁚ḕᑴ⌼ᡂ($CDEᜧḄᑭH$ᙠᑴ⌼JḄKLM$ᏕOPᧇ$RJ;Sᢝ ḄUV%"todebasequality”Lloyd'ssurveyorWXᐻ WXᐻ[\("Lloyds"))├^_`S◅ᓫḄᡠdᡂḄefgWXᐻ h[\ᡠiᵨḄjk$jlmṓoḄp⌼qrs$tᔣWXᐻS◅(Lloydsunderwriter)oḄvwqxyḄz{WXᐻ ᙠ|}ᔜ⌕ᙳᨵ=$ ᔣ=}ᨵᐵSஹᐰq◅ᑖ᪆%$▭`ᵨᓩ℉Ḅ d•ᡃS…1.Icanpromiseyouthat...2.1giveyoumywordthat...3.1guaranteethat..."promise"'Sஹᐕ')ᡈSḄᵨ$⌕)¡¢£¤¥¦§¨ᔠªឹḄ$®;\¡ᨵ¯°ᜮ±ἠḄ³´"that"µ☢ᓽSᐕḄ¸¹
40Unit8lesson320º»Payment¼⌕½¾º»¿ᓬ£¥ÁÂÃ;¡ÄÅÆ$ÇÈÉḄÆᨵËÌḄÍÎ$ᓟÐ;¡ÄÑÒ)Ó£Ô[Õᝅº»Ḅ£"ᦻᦻA:Wearehavingalittletroublesellingthegoods,sowewanttoaskifwecoulddeferpaymentuntiltheendofthemonth.B:Ican'tacceptthat,becausethiswillbethesecondtimeyouhavenotmettheagreed-uponpaymentschedule.IwillgetintroubleifIletyoudeferagain.A:OK.Woulditbealrightifwemaketheinitialpaymentintwoweeks,thenpayinone-monthinstallmentsafterthat?B:PHhavetocheckwithmymanager,butIthinkitwillbealrightifyoupromisetherewillbenomoredelaysafterthat.A:Igiveyoumywordthatpaymentswillbemadeontimefromnowon.AndIwillmaketheinitialpaymentalumpsumpaymentofhalfthetotal.B:Thatisevenbetter.I'llphoneyoutomorrowtoletyouknowwhatmymanagersays. ᦻA:×ØᓬÔ;ÙÚᑭ$ᡠ;¡ᡃÛÜᑮᨴßàºáB:ᡃ;â$×)ãÛäåæçᢥ¾º»Ò{ᡃà¡ãÛܾ$ᡃ;\ᨵÉéÎKḄ¿
41A:Éᔳ¿ë{ᡃÛᙠìí¾ᑁºᜮ¾»$ᯠµàðᨴºæ$ᑖ¾ºñ$ᔩB:ᡃÔòᡃÛóᳮ{ãÛSµº»;\àõḄ¦$ᡃhç⚪ᔳ¿A:ᡃSö÷ᙠ¯ø V§º»$ùúᡃÛ\ûüýḄþ ᜮ¾»$æºÿB:ᡃᜩᡭᵯᡃᳮ deferpayment"defer"' ‘ ’ ᢣᓬ"#ᱥ%&'()*+ᨵᐵḄ&ᓫ012"2"3456 )*789:";<ᓬ"=◅?ᜧAB◀D2"EFᓩ℉ᡈ ᓬ"ᙠK(LᙢNᨵᑖPQᦈS"TWXᵨmeettheagreed-uponpaymentscheduleZ[Ḅ"schedule",'6\⊤'^"paymentschedule" '⚜Ḅ6\"agreed-upon"ᑣ abccd"agreeupon"efghiᓄkᩭḄgm ‘nB[ḄஹpqḄ‘k"meettheschedule"gm 'ᢥ6\⊤KsஹtuvKwᦑ"meettheagreed-uponschedule" ᢣ2"ᢥ᯿z"ᡠ[Ḅ6\|initialpaymentᜮ "initial"'ᨬḄஹᜮḄ‘"initialpayment" ᢣᑖ 4ᡠḄᜮ lumpsumpayment4"lump",'ᙽ'^"sum",ᦪ"lumpsum" ᖪᵨ#"lumpsumpayment", ᢣ4#ᒹ[ “installment”Ḅc•ᡃ¡¢
421.1can'tacceptthat.2.FmafraidIcan'tagreewithyouonthat.3.1couldn'tagreewithyouless.“accept”ᙠBḄ£¤#"agree", ‘e¥¦h¡¢’Ḅgm9§¨©⊤ªfg«¬,ᙠ¨°±vTmafraid…"ᑣᨵ³Ḅ´ᵨ
43Unit9lesson225ᒹPacking4µᵯ¶ᔆᖪᡭ¸&〈4ᢇᵯ¶»ᑮ±½ᜧABᱯ¿ᑏEÁÂᒹ%ḄÃÄÅÆᦻÈᦻWearealargeTVmanufacturer,andwishtoexportashipmentofspecialtelevisions.Theweightandmeasurementoftheshipmentwillbeasfollows:2tons,withmeasurementabout38cu.ft.ThegoodsaretogotoVancouver,Canada,andthentoOttawa,sothecasingmaterialmustbeabletowithstandthehazardsofdifferentkindsoftransportation.Couldyoupleasesendusdetailsofyourpackingexpenses?Wecanpromiseyoumorebusinessinthefutureifyouquoteacompetitiverate.¦ᦻÉÊᡃ 4µËÌᵯ¶ḄᜧᔆᖪÍ'(4ᢇᱯΩḄᵯ¶ÏÐÑÒÓÅÔÏ2ᔴÑÒ[38Ö"Æ×ᱥuᐜ±½ᜧÙÚÛ7ᑮÜ?ÛAB%ÝᩞᧇàáἭuãf&〈";Ḅäåæᔲèéêëᒹ%ìᦈíîïÃÄᔠᳮḄᡃñòó*ᨵᔠ´Ḅ»ô£õweightandmeasurementÏÐÑÒ"weight"‘Ï'ö'measurement",'ÑÒஹ×÷' ᢣᒹ%ḄøஹùஹúeûÅ15"xl2"xl8"«4ü&ý´6þÿ ᱥḄᨬᜧஹᐸ▲ᑴᑣᢥ ஹᜧᡈ ᱥ !ᦈ#ᵨcasingmaterial%&ᩞᧇߟ"casing"‘%&'+ᨬ,-Ḅᒹ%ᒹ/0ᢣ%ᩈ&34&5678ᑖ+& caseஹ:ᩩ& crate,<ᩈ=ᩩ┑ᡂ@AB5&Cஹₐ& chest,EFᜳ=&ᑁJ┱LᡈML@AL&CஹNO& carion&ḄᑁQRSTUJVᩖᱥᨵYᒹ%ᩞᧇZ[Y\]ᡠἭ`ḄᦑbᓬdefᐜhijklnEwithstandthehazardsofdifferentkindsoftransportation"withstand",'pqr"hazard"'ᓻ◅ᱥḄᒹ%N〈ḄvᐰᡂxyᨵzᗐḄᒹ%,}8~Ḅᓻ◅ᨬ3zᗐḄᒹ%f 1ᒹ%z2ᒹ%ᩞᧇ〉ᔠᱥᱯឋjὃ⇋%ᔂḄᓄ3ᑜR ஹᜧᡈ ⁚
44ḕᒹ%#ᵨ4¡beᢣ¢£ᳮ5ᔠ¥¦\§¨ᐵª«]packingexpensesᒹ%#"packing",'ᒹ%"expense",‘#ᵨ¬ὅ+¯°ᖪ²³³ᵫᖪµ¶ᖪᡭᒹ,ᒹ%#ᑣᒹ¸ᙠ¦ᡂºªᑁ»U¼ᑡᐭ¦¿BE•8ᔲÂÃ…1.Couldyouplease...?2.Wouldyoubesokindasto...?3.Wewouldappreciateitifyouwould..."could”ᙠÅjÆ⊤¢ÈḄ²3ZÊᝅḄᵨ/8ᵨ"can”ÌÍÎÏÐᵨ"could"xÒஹᨵÓÔ!“please”ÕᐸÖqÊ×ZÂØÙÚÛḄÜᵨÝF
45Unit9lesson326ᒹ%Packingᖪ Þ⌕ᱯàḄᒹ%ᩞᧇ•ᒹ%áÅᵭk¿B~ᨵᡠãä☢+deæÅÛçèḄéêᦻᦻA:Weneedthesegoodstobepackedinaluminum-foilwoodencases,becausetheyaremadeofspecialmaterials.B:Well,lasttimeyoutoldmeonthetelephonethatyouwantedthemosteconomicalpacking.Thiswillcostyoumore.A:Iunderstand.WhatImeantwasthateventhoughweneededspecialpackingmaterials,wewantedtousethemosteconomical.B:Arethereanyotherthingsyouwantustotakecareofwhenwepackthegoods?A:No,butcanyoubesuretoavoidscratchesandknocksagainstthecontainer?Thesegoodsareveryexpensive,andeasilydamaged.B:Wealwaystakeextracarewitheveryshipment.Aswell,we'llletyouseethepackinglistbeforewesendthegoods. ᦻA:×Yᡃì⌕ᵨíLJîḄᩈ&ᩭᒹ%á+×ᢇñµᩞᧇᱯàB:8ZRòóᙠᵯéîõᡃö⌕ᨬ÷Ḅᒹ%øù×᪵Rᩭûyüýᗚ!A:ᡃ⍝ᡃḄᯠᡃᵨᱯḄᒹᩞᧇ•⌕ᨬ Ḅ
46B:ᨵᨵᐸ"ᡃᙠᒹ$ᱥ&⌕ᱯ'(Ḅ)*+A:ᨵ,-./0-012$ᱥ-345ᑮ$7+89$:;<;=᧕?@Ḅ!B:BCDEᢇ$ᡃG3ᱯ'(ᨵH$Iᡃ3J/KᒹᓫDaluminum-foilwoodencasesMNOPᩈR"aluminum",‘M"foil",'UↈWXᱏ"aluminum-foil"ᢣ'U[MNᱏḄᡠ]'MNOPᩈR'^_ᩈRᑁaOMN[■cdᡈᐸ"?fghiᱯḄᒹjkᵨ_lmnஹ᧕?ᡈ᧕pqḄ$rlstguᒹ 47Unit9lesson427ᒹPackingᵫ_$rḄàáᦊᐵäåḄæçᨵèHᖪéÈêëìíîïäåð(ñ⁚ᦻᦻA:Thesegoodscanbebrokenveryeasily,sowewouldbethankfulifyouwouldbesuretousedurablepackingmaterials.B:Thatwillbenoproblem.Weneveruseanykindofinferiorpacking.Yourgoodswillbesafe.A:Good.Andcanweaskyoutoputacountryoforiginmarkoneachcontainer?B:Wealwaysdothatanyway,but111makeapointtocheckitforyou,sinceitissoimportant.A:Youalwaysputaqualitymarkoneachcontainer?!Forthisshipmentitiscrucialtousthatyoudo.B:Wedon'tusuallydothatunlessweareaskedto.Filtellmystafftotakecareofthisforyou.A:Thanks.Thisshipmentissoimportanttoustherecannotbeanyfoul-ups. ᦻA:ᵫ_8ᢇ$᧕ó?ᡠ[ôᡲ/öÚᵨὊᵨḄᒹᩞᧇB:÷Àø⚪ᡃäåúᩭ-Úᵨüýþ©ᒹ/Ḅ$3ÿ ᐰḄA:ᔲᙠᒹᓺ᪗ᕖ 48B:ᡃ ᔣ !"#$%ᯠ ᪗ '⌕"ᡃ )*+,-./ḄA:ᒹ0ᨵ23᪗ᔳ 6 ᢇ8ᩭ:;'⌕B:◀=>ᡝ⌕@"ᡃ AB#*Cᓺ#$ᡃ*DEFGᱯI,-JK LA:MN ᢇ86ᡃ ᩭ:O'⌕N"#P LQ┯ḄdurablepackingὊᵨḄᒹ"durable",'VWὊᵨḄ XᢣZ■\ẚ^ஹ`aஹẚbஹᢚdeḄᒹfg" hᵨij᧕l^Ḅ8ᱥ"noᡠᵨḄᒹᩞᧇtjuvὅ"yzஹᩈᱏe"}~ᐙᱥᑣᨵஹᩈஹeinferiorpacking3ᒹᒹ"inferior",'3ḄeḄᓬft⁚ḕᩞᧇஹஹe"ᨵ*⌱jQḄᒹᩞᧇ"ᡈjḄᒹfg"⌼ᡂ8ᱥ᧕il^ᦑfᙠjᱥ"ᱯI⌕@ᓬf82〉¢Ḅᒹcountryoforiginmark£᪗"origin",'¤¥"P¦"countryoforigin"Xᢣ82Ḅ᪗§¨8ᱥi©ᑴ⌼ஹ«ஹᡈCᜧᦪ£Ḅ¯ᐵ"6i±᪗¨Ḅ8ᱥ"²)#³´µqualitymark23᪗‘23᪗'ᓽ'e᪗'(GradeMark),X⊤º8ᱥ23eḄ»¼"AB½AlஹA2ᡈA,B,Ce¾¼⊤º¿ᵫiÁ8ᱥXÂ᪵2D᧕"noÄÅJ¨23eḄÆ⌕•ᡃ )*È!©ÉÊ1.1willmakeapointto...2.Iwillbesureto... 493.1willtakeextracareto...umakeapoint",'ᱯI…"ÌÍ…'ḄKÎ}"1willmakeapointto...”X⊤ºÑÒÆ)*ᱯIᐵ᯿ᡈÔÕ*!ᑮ©×ÉoØᔣ>ᡝÌÍÔÕḄÙᵨÚÛ 50Unit10lesson230ShippingftN⁚ḕᵨ"ᦋ½ß◀NᔣᓬfAà ⚗â)"ãᨵ•⚗äḄ⌕@à⍝XæᔩèéᦻᦻA:Wedon'tneedthegoodsurgently,sowewanttoaskyoutosendusthisshipmentbyship.B:Sure.I'llcallthefreightforwardingcompanytodaytotakecareoftheshipment.A:Great.Airfreightismuchmorecostlythanseafreight,sowewanttosaveasmuchmoneyaspossible.B:Iunderstand.Whenallofthedetailsoftheshipmentarefinished,I'llsendyoualloftheshippingdocumentsthatyouwillneedtogettheshipment.A:Thankyouverymuch.Thistime,couldyoutakeextracaretoreviewallofthedetailsontheshippingdocuments?B:Absolutely.Iknowtherewasamistakelasttime,anditwasourfault.Ipromiseitwon'thappenagain. ᦻA:ᡃ Ä#ញḼ⌕ ì8ᱥ"ᡠ½í- î ᢇ8ᵨ¯ïDB:Ḅᡃðᜩ*ᡭᵯô8õö"ᔵᕲù ᜐᳮ ᢇ8A:ÙᙠXntüý¯ON"ᡃ íþÿḕB:ᡃᡃḄᡠᨵ⁚ᧇᳮᡠ◤Ḅ ᦻ ᐰ!"#A:$%&''#()#*+*,-. ᦻ Ḅᡠᨵ⁚/012)ᕖ4 51B:55ᡃ6⍝8)Ḅᦻ ᨵ9ᙢ;┯%ᡃ=Ḅ>?ᡃ@A(BCD1+EFGfreightᱥIJ-IJKLᱥM"freight",ᨵNB+OḄPQ/R‘JKT'ᨵᐵWপᢣ'ᱥ'Zᑏ\Frt.,]ᢣ^Jᡈ`JḄᱥ;ᙠcdeᒹghijkiJ〈Ḅᱥফᢣ‘J-'no,"freightage”,rJ〈stJᱥᡠᦈvḄwxyᦈ-;z+O{ᑖr},BL3ᢣ‘J〈;~'⊤‘'ஹ'`'ḄᔠᡂI"airfreight"--`J"seafreight"--JfreightforwardingcompanyJtk"forward",‘J〈"freightforwardingcompany"n\"freightforwarder",BkJ〈sᡲJsᡲJsᡲrᜐᳮ ᱥᔂḄ^▮JKEᦈvJ-¡¢-\rwxᙠ£¤d¥¦§BkḄ¨%+©ᡈªḄὶ¬shippingdocumentsJᓫ®I ᦻ "shipping"J'I"document",(9©¯ᙢᢣJᓫ®ஹ`Jᓫஹ°±ᦈ®ஹ²ᔠJ〈ᓫ®ஹhiᓫ³ᓽAµᱥJஹF〈ᡈ¶·ḄᓫA¸¹ᩭ»ᑣ½ᵨAµᱥ¿ÀJஹᡈAµᱥ¿@◅ஹᱥTÂᦪijᓫAᓫஹ@ᓫஹᖪFἠஹᒹᓫஹÇÈᓫ³Ḇ©or'Jᓫ®•ᡃ=Ì⌕Î#…1.Wewanttoaskyouto...2.Werequestthatyou...3.Wewouldlikeyouto...(9ÐÑ“we”ÒÓÔTᨵÕ⊤(%Ö×Ḅ⌕Î{Ø9sÓÙḄ⌕Î"ask"ᙠ%ᢣ‘⌕Î'I"want+to+V.”%⊤ÚÛÜஹ⌕ÎḄ¦ᵨÑÝÞ߶ᵨ"Weaskyou...”ᩭàáâ]{ãÑÐäZå⊤ÚḄæçèäéêëìḄíᕡïÔðñW"Irequestthat..."èÞ"Iwanttorequestthat..."éò⌕⊤óçḄôÎᑣ©õᵨ"Iwouldliketoaskyouto…" 52 53Unit10lesson331Shippingö;ᓬ;1ḄøÛùúûüý;èþÚÿ ḄᣚᡠᡂḄ ᜮᦻᦻA:Iwanttothankyouforgivingusyourbusiness.Whatarethedetailsforthisconsignment?B:Well,weneedthegoodstoreachourcustomerbytheendofthismonth,soI'dliketheshippingdatetobeMarch10th.A:Noproblem.IfwesendtheconsignmentonMarch10th,itwillarriveonMarch30th.Filgiveyouacalltoletyouknow.B:OK.Canyouphonemebackassoonaspossible?Ifthere'sneedtomakeanychangesinthearrivaldate,Filhavetotellmycustomerrightaway.A:Ellbesuretodothat.Canyougettheshippingadviceinthenexttwodays?Illneedtoshowthemtotheshippingcompany.B:rilgetoneofmystafftotakecareofthattoday,andsendthemovertoyoubytomorrowmorning. ᦻA: ᡃ ᢇ"ᨵ$%&'(⌕*Ḅᕖ,B:-᪵Ḅ/01ᡃ23ᙠᨴ67ᢇ"〈ᑮ:ᡝ$?@Aᙠ3ᨴ10BA:CD⚪Gᡃ3ᨴ10B"ᱥIJ/3ᨴ30B"KLᑮMᡃ?@NOP/LᡭᵯSTUVB:WVXYZ[ᡃᵯSᔩ,G"II@ᨵᡠ]^ḄS/ᡃK_`a:ᡝ 54A:ᡃcOLYZ[VᵯSVXdXKᙠeᜩgᑮ,ᡃ_ IhicB:ᡃjᜩLklᜐᳮo&/pᜩcqK〈rs Vconsignmentt〈u"ᱥ"consignment",ᙠᦻw-ᢣ't〈ᡈJḄ"ᱥ‘/"shipment"|IḄ"ᱥ}~ᙠ/-ᢣ◀u=ᐸIᐹIḄ"ᱥᙠᖪa/ᨵe⌕Ḅc-tᡈᡲJ-tᡈᡲᓬḄ"ᱥshippingdateI?@;?@aḄ/‘?@'ᓽᢣ‘"?@¡ᯠ‘'£1"ᐭ/¥¦§a¨©ª1'«"ᱥ¬aI〈lஹ¯°hiஹ±²ᡈ▮aI〈l'ᦑ"¦▭a¨ᵨ·¸¹1"dateofshipment"shippingadviceI"advice"'ஹºT'"shippingadvice"·¹"noticeofshipment"ᢣJ ᖪᔣ¼ ᖪT"ᱥ¨½ᡈ«½¾¾III¿ḄºT.ᐸᑁÂᒹÄ"ÅஹIᦪÇஹÅஹII@ஹÉᡈÊᵨËBṹMIḄÍᵨᙠÎᑭÐÑ|ᡈ¼ ᖪ}Ò_Ó◅ᡈÕᜓ×"ØÙ/νP©"ᑁ•kl|ÛÜ}ᜐᳮ1....getoneofmystafftotakecareof...2....haveoneofmystafftakecareof...3....askoneofmystafftohandle..."getsomeonetodosomething"^'⌕¿l ¿&’/1ᢣÞlß&Ḅ¦ᵨà"get”Ḅáâã1l/ᐸäåædOã1ç èḄ&ᱥ/ᑣ=rsᑖ⊤ì'í]ᡂ1"staff"-‘îïwḄðᕒ/òó'"takecareof"ᓽ'ᜐᳮßᳮ’u 55Unit10lesson432ShippingJ hiḄeôðᕒõö÷IøùúP/ᑮ6Xᔲᦋ]⚗&¦ᕖ,=þLS:ᦻᦻA:Ithinkthefreightchargesforthisconsignmentaremuchtoohigh.B:Maybenexttimeweshouldtryanon-conferenceshippingline.Thechargesarelower.Wecansavesomemoney.A:That'sagoodidea.Peoplealwaysthinkthattheserviceisnotsogoodasconferenceshippinglines,butIknowothercompanieshaveusedthemwithnoproblems.B:Idon'tthinkourgoodshavelefttheportofshipment.Wecancallourfreightforwardingcompany.A:No,thebillofladinghasbeendone,andwassenttoourbankintheimporter'scountrytwodaysago.It'stoolate.B:Iseewhatyoumean.Theimporterhasprobablyalreadygotit.Wellhavetowaituntilnexttimetotryanewshippingline. ᦻA:ᡃᢇḄᙠB:ᡃḄᦈ ᡃ!ḕ#$%A:'()┯ᜧ,-!.Ḅ/0)Ḅ234ᡃᡠ67,ᵨ9Ḅ:;<=9>⚪B:ᡃ@ᡃḄAB 56B:ᡃcdḄ(ef\]ᖪh-TU⚞ᑮᓫ4k2l•noḄᗂ!non-conferenceshippinglinesqr"conference",'tu'ᙠvw0x3ᢣ‘'(shippingconference)"non-"Y|ᨵ‘’Ḅ(f"line”3ᢣ'qrqr3ᢣ:;ᡠU⃩Ḅqrᖪᵫwὅ.⃩ᡈᩩ)qvᐸ¡)wὅ¢⃩ᑣ .¤ᵫf¥¤¦ᡈ᯿ᡠ¦ὅᡭᢚ#©ª ᳛ portofshipmentEF“port"‘F]''EF'¬"portofloading”,.RᓫxᱥEᡈ:;E±ᱥḄF]EFᙢ³3ᑡᙠ^µᡈ·ᵨ¸xḄEᩩ#ᵨ!⚜ºᱥḄᑮ»¼r½.ᙠ¾FEḄ¿ÀbillofladingRᓫ"lading".‘E‘ÁÂ3"lade""billoflading"#—RᓫÄÅB/L,3〈ÇᡈᐸÈÉᳮÇᡠᑴÌÍᡲÇḄᦈ43〈ÇᡲÇtÏÐᵫ#ᜐᑮÒ#ᜐḄ¿4ᙠᖪwÓÔxÕᢣ‘vRᓫ'ᢝᓫÇ×ᨵRᓫᡠ±ᱥḄᩗᑭᙠvw0ÓÔx#ᢇᨵᦪÛRᓫÜᦔḆßᙠᱥᑮ»àḄFáâ¿#ᓽ⌕〈ÇÍ#URᐸåᔜ¤Áçᜫᦔ•ᡃédḄ(e1.1seewhatyoumean.2.Gotcha.3.1seeyourpoint."see".éfê=ᩭ'f"whatyoumean"3dḄ(e'"what"l"thethingthat"ëìᵨíîïð#▣òáóéôî(eᡈ@õöᨵ÷ᯠᜧùḄ(ᕡ 57Unit11lesson228û◅Insurance=]ᖪ.ýᨬᔠ ᑭḄ◅ᱯᦟ◅Ḅᳮᐰ◅◅Ḅᑭᜫ •!"ᦻᦻA:Whatkindofinsurancepolicywouldyoulike?I'msurewecanhelpyouinanywayyouneed.B:WeneedtosendashipmenttotheUnitedStates.Wewanttofindoutaboutyourmarineinsurance.A:Well,sinceyoutoldmethegoodsareveryvaluable,Ithinkinsuranceagainstallriskswouldbebest.B:AARwillcoveranyproblemsthathappen.ButIdon'tthinkthereisanychancethatourgoodswillbestolen,forexample,soIthinkwedon'tneedapolicythatissoexpensive.A:MayIsuggestafreeofparticularaveragepolicy?Thatwillcoveryouiftheshipsinksorburns,orgetsstuck.B:That'sbetter,butIthinkweneedtocovermorekindsofthings,likedamagebyseawaterforexample. ᦻA:#$ᢗ&'◅(ᡃ*+,-./#ᡠ◤⌕Ḅ3456B:ᡃ*ᨵᢇ9⌕:ᑮ<=ᡃ$ >?@*ḄAB◅A:CDᯠ#FGᢇ9HIJᡃ$ᐰ◅KᨬM B:ᐰ◅N34O⚪QᨵRKS┯UKVWXᩭFᡃ$ᡃ*Ḅ9Z,[\Ꮥᡠ-ᡃ^_ᡃ*Z◤⌕G`IḄ◅ 58A:&◅4(bd ஹfg ᡈᤁj #Q,-ᑮklḄB:G!"ᔠ〉Zoᡃ$ᡃ*,[◤⌕pqRWrstuvwinsurancepolicyᓫ"insurance"'◅'z"policy"◅ᓫᓫ{,|}"policy"ᡈ"I/P",_~◅\◅vᡂ◅Ḅᦻᡠ+Ḅᩗᑭ6◅ᓫ_ᐹᜓᦔḄ~ᦻmarineinsuranceAB◅zs◅"marine"'ABḄzAḄ‘AB◅'Kᢣ◅ᔣAB:〈᪗ḄᱥḄᱥ£¤¥¦ᐸ᪗Ḅᱥ¨ᱯ+ᓻ◅ª«u¬®⊡lḄagainstallrisksᐰ◅z°ᑗ◅"risk",'ᓻ²G³´ᨵµ¶{,|}_"A.R."ᡈ"A.A.R.",·}"AllRisks",_◅¹ᨬᜧḄAB◅◀¼A½¾ஹᐷ◅ஹÀÁ◅ஹ9ᱥ ÂᨵᴟÄஹÅÆuẚᢁ-ÉូËÌ_Ívᐰ◅◅¤9ᱥÏ:н¨ᩭ¨ÑᡠÒÓḄᑗuᜫfreeof/fromparticularaverage◅"average",‘Au'_ᖪÕ´ᨵµ¶"particularaverage"Kᢣ’ᓫ×Au'ᢣ9ᱥᙠAB¨Z,⚜ᧇḄᓻ◅ᡠ⌼ᡂḄÜÝu"freefrom”ËÞK‘ß◀,|}_"FPA”•#áâ4'Ḅ..(1.Whatkindof...Wouldyoulike?2.Whatsortof...Areyouinterestedin?3.Whattypeof...Doyouprefer?"Whatkindof"'4''"wouldyoulike"ÍÏ"doyouwant",äåæKᵨᩭ >$⌕è`Ḅéêᵨᖪëᵨäåæᨵìíîᐭ£⚪Ḅ ᵨZU,ðñ >NḄ◤òóôõö÷øùúË"Whalkindvûüíᓫᦪµ¶Zþÿ 59Unit11lesson329◅InsuranceᓬᖪᱥᢗḄᢗ‘ᐰ◅’ᔲ ᨵ!"#$%ᕖ '()*+,-ᦻᦻA:Wewouldliketoaskyousomedetailsaboutthisagreement.Haveyoutakenoutinsuranceyetonthisshipment?B:Yes.Wetalkedaboutitwithourunderwriter,andthinkthatweshouldgetapolicyfortotallossonly.A:WhyTLO?Thatonlyhelpsifthegoodsaredestroyed,ordamagedsobadlythattheycan'tbeused.B:Wehaveshippedalotofgoods.WethinkTLOisthebestpolicyforthisshipment.Trustus.A:OK.Iknowyou'vebeeninthisbusinesslongerthanwehave.I'lltrustyouthistime.B:Thanks.Thereisreallynoneedtoworry.Ourcompanyhasneverlostmoneybecauseofunderinsurance.Yourshipmentissecure. ᦻA:ᡃ/0'ᦟ2ᨵᐵ4567Ḅ89:⁚2ᔲ<=>4ᢇᱥᢗ@ B:Ḅᡃ/A◅BCDEFGHᢗᐰ◅A:I!"⌕ᐰᕖ 4K◅LᨵMᦔOᱥᐰPQᡈᱥTUQB:ᡃ/EVWᡃ/Fᐰ◅X4ᢇᨬᔠ〉Ḅ'\]ᡃ/A:^ᔳ`ᡃa⍝c/d4eḄQfgᡃ/h4ijkc/ḄB:llmḄnopqᡃ/BCrᩭtᨵuInvw◅x⌼ᡂᜫEcḄn+ᨵ|⚪Ḅ 60 takeoutinsuranceᢗ"takeout"~☢‘’ᙠᖪᵨᢣ'ஹᑮ‘"takeoutalicense"⚞᯿x"takeoutinsurance"ᓽ‘ᢗ'O"effectinsurance"ᡈ"effectapolicy"underwriter◅ὅ◅ᖪ"underwrite”,ᙠᖪᢣ'Oᓫஹ◅"underwriter”¢ᑏIUWᡈU/W,ᓽ=⃩¥ᓃᱥ◅§Ḅ¨© ªI"underwritingagent”«¬O®Ḅ¯°ᐻ◅+ Llodyl,uᐸ³+ᕒᨵᩗ)¶·Ḅ¸³x³ὅᙠ³Q¹ᙠ◅ᓫ*ºᦑª¼totallossonlyᐰ◅¢ªT.L.O., ª"freefrom ofallaverage""totalloss"I'ᐰ'ᢣ◅᪗Ḅᱥuᓻ◅xᐰ¿ᜫᡈÀMÁᐰ¿ᜫḄÂxÃÄ◅©ÅÆᜫὅᐰ◅Lpᐰn³¿5ᐰ)ᐰ◅XÄ◅©Ḅ◅ÇÈᦑᙠÉ᧕˧ÇÈÌᵨunderinsurancenvw◅"under”I'ÍO¼'nvw◅'ᢣ◅ÎwÍO◅ÏwḄ◅ÐMÂQ◅©Ñ°◅ÎwÒ◅ÏwḄgÓÔ;ÖÑ°ᱯᩩÙÚᙠ◅Îw)*Ḅᜫ,nᢥgÝÓxᢥË▭ᜫÓÔ•ᡃ/Ò•“©DE1.Wetalkedaboutitwith...2.Wediscusseditwith...3.Wewentoveritwith..."talkabout"I‘áâ'O"discuss",ÃᵨEãä⊤æ<=Ò8©DâE4ç"with"¼èᡠêḄ©Iᨵᐵ©ëᡈᩗì©ë⊤涷ᡠíḄ,îïOðñᑨóôᨵõᨵö,)÷øíḄÑ]TÒùñឋᙠûí,ὅü)áâὅᡠý⊤ḄᩗìþXḄÿ 61UNIT12LESSON233ClaimsᦈᑮḄᯠᦪᵨᙠ ◤"☟ᜐᳮ&'()‘+,’./0012⊡ᦗ56Ḅ708ᦻᦻPleaseregardthisletteraspreliminarynoticeofclaim.Wearenotsatisfiedwiththeshipmentwereceivedfromyou.Thegoodsreceivedroughhandling,andtherewasalotofbreakage.Notallofthegoodswerebroken,butmostofthemaredamagedenoughthatwewillnotbeabletousethem.Wefeelthattheproblemswerecausedbyyourcompany.Youremployeesdidnotmakesurethattheshipmentwasdoneinthebestandsafestway.Thus,weareentitledtomakeaclaimagainstyou.Wehaveaskedanindependentsurveyortolookintothesituation.Wewillinformyouofhisopinionsonthismatterlater. ᦻ9:;1<.2Ḅ=8+,ᡃ?ᡠᦈᑮABCḄᱥEF;ᱥᜐᳮḄG᳛JKLMᜧOPᯠᑮᐰḄRSTUᦪVᑮᵨḄᙢ8ᡃXYZ⚪)ᙠABCABC\ᕒ?^1ᢇ`a:;ᨬcᐰdeḄGᩭᜐᳮᡠᡃᨵᩗi)jBCkὺ9mnp\qᩭrsZ⚪rstuvw+,ABCOnoticeofclaim+,"notice"'+,'y"claim"‘zᙠ{,ᱥ|}~vᦔ'?◅BCᡈᳮ\()+,yᑮ) vwi)G/ᐸᦻᓫ 62G9+,Y=8Ḅ+,ᑁᶍ\᪶qḄᜓbeentitledtomakeaclaimᨵᩗ“entitle",'¢£ᩗᑭ'y"beentitledto..."¥☢;§2¨£ᩗᑭ©ª,¬ᡂ'ᨵᩗ©...’y"makeaclaim"ᑣY‘+±²Xᨵᩗ◤)³ᐙᑖḄᳮᵫᔣ?¸independentsurveyormnp\mnB\"surveyor"'p\ஹºOᕒ'mnp\'»¬¼ᡂ"publicsurveyor”ᢣmn^7¿ὅḄᙢÁᐹᜓÃÄ,ÅÃÆpᡈÇÈᱥÉÊஹËÌஹOஹᦪOᡈrspÍÎᜫYÃÄḄÐ\ஹBCᡈ◅p\‘mn'2ᢣᐸÒBÄÓÔ}²ÕḄᑭÖᡈᑭ~ᐵØ\ÙᡲḄÛÜ•9Þßà…âY…1.Pleaseregard...as...2.Pleaseconsider...as...3.Weaskyoutolookat...as..."regard"'ÞY'"regardAasB”1ãä2¼'åAe6B\1Ðæç±ᵨ^GḄè.éᩭêëì^íîz⌕ᙠGi⏨?ªᡈªÒYḄñḄᡈᵨ;à.0òᜮôᵨ1æõᨵòÆìöḄ;ᕡ 63UNIT12LESSON334Claimsᦈᑮ0ᢇᨵZ⚪Ḅø⌶ᵯõᔣᓬᐶýZþᑮÿ ⚪ᙠᓬᔣᕖᦻᦻA:Thegoodsyousentusdidnotmeetourspecifications,sowefeelthatyoushouldfixtheproblemsandmakeituptous.B:Please,there'snoneedtobesoangry.Wecantalkaboutit,thenmaybefixthings.A:Mostofthegoodswereunderweight.Thiskindofthingcanonlyhappeniftheexportingcompanydidnotdoitsjob,orwastryingtocheatus.B:Wealwaysdoagoodjob,andIdon'tthinkyoushouldsaywearetryingtocheatyou.I'llcheckwhythegoodswereunderweight.A:Good.Aswell,wefeelthatthereweretoomanydefectiveitems.B:Well,IpromiseIwillcheckintotheseproblems,andfindoutifwewereatfault.ButIthinkyoushouldwaituntilIfinishmyreporttosendusaletterofclaim. ᦻA:ᩭḄ ᱥ ᡃ"⌕$Ḅ%&ᡃ"() *"+,- ⚪ .⊡0ᡃ"Ḅ1ᜫB:34 6789ᜧḄ;<=ᡃ">?? ᡈA>B ⚪,-A:ᜧCDḄ EFG HIᨵ├MᨵNᑮPQRS78TU ᡈὅWXYZB:ᡃ"•ᔣ\N ᡃ]^_* `ᢣᡃ"ᨵbYZᡃRcde)f9 ᱥRFG HA:gᔳ=iᨵ ᡃ"^_ᴟklmno 64B:g ᡃpqrsRtuvc8w ⚪ xx ᡃ"Ḅ┯zᡃ{|`}ᡃ~ᡂvc SunderweightFGᜫ"underweight" ‘FG H'8ᙠ᧕ᢣ"shortage"('ᜫ)ḄrT‘ᜫ'ᢣᦪGḄ⌼ᡂUḄ>ᑖ)FGᜫ("underweight"ᡈ"shortageofweight")ᑁᜫ("shortageofcontents")'ᜫ¡ḄS7ᓽᢣᒹ¤ᓫ¦§qᙳ©ᑡ«¤¬ z ᑮᓾS® l ~defectiveitemsᴟkl"defective" 'ᨵ°±ஹᴟkḄ' "item",ᙠ³ᢣ' lᴟklᢣᡠḄ l7µᢈ· ¸ ᡈ¹ᜓ»µ7ᴟk n ¼¦ᓬḄᦑb¾)ᐸÀᨵᐵÂlÃḄ⚗Å ÆᒹÇlÃḄ È(inferiorquality)ஹÉ}lÃ(inferiorgrade)ஹÊᐭ ¸l(inferiorqualitymixedin)ஹÊᐭÉ}l(inferiorgrademixedin)ஹ%& (differentspecifications),là Ì(differentquality)᪵ Ì(differenttype)letterofclaimÎÏÐ +ÑbÒ(1)ÓÔÏ >YZÒ(2) ÕᵨU ×ØᳮឋᙢÜ«Ò(3)▰Þßᐹá âãᵨ«äᫀæஹçè(4)+ᑖ᪆>ê⌼ᡂḄëì(5)í,-î⍝(6) ðñòóᩭô(7)⊤ö÷øç,-•Ìú ᡃ"()…1.Aswell,wefeelthat...2.Inaddition,wethinkthat...3.Wealsofeelthat..."aswell" ‘Ìú ]8üýþᵨÂ⊡ᐙ 〉ᔠᵨᙠḄᜮ⚪ ᐵḄ !""bytheway...”$ὅᵨ&ᦋ(⚪ᙠ"We“)T*ᐹ ,-⊤/ᜧ123Ḅ456"feel”7&“think" 89‘;9ஹ=>'"that”?@ᑣ⊤B 65 66UNIT12LESSON435DEClaimsFGᦈᑮᴟKLMNᙢPQRᖪTUVᡂḄX YZ[\F]ᔣ_`ᳮᖪᢙcde>$ EfḄghiᦻᦻA:Thepercentageofdefectsintheconsignmentyousenttouswasmuchtoohigh.Wehavelostmoneybecauseofit.B:Weknowthattheproblemwascausedbyus;wewouldliketoagreeonanout-ofcourtsettlement.A:Wealsowanttosettlethisproblemasfastaspossible.Ifyouwon'tcooperate,we'regoingtosubmittheclaimtoarbitration.B:Iwanttomakeitclearthatweaccepttheclaim,andwanttoknowwhatyouwantustodo.A:Youcanmakeamendsforthelossesbyreplacingallofthedefectiveproducts,andpayingforthebusinesswehavelost.B:ThatsoundsOK.Oneofmypeoplewillgotoyourofficetomorrowtotalkaboutwhatreplacementsareneeded,andthemoneyforyourotherlosses. ᦻA:ᴟKLḄ)jᙠkl〈ᩭḄoᢇqrs>tuvᡃlxRyz{B:ᡃl|⍝o~⚪ᡃl⌼ᡂḄᡃl$ A:ᡃlY⚪ᡠ\klᔠḄᡃlB:ᡃ⌕ ᡃl$ ᳮEYR⌕ᡃlA:kl\*ᣚᡠᨵḄᴟKLdEfᡃlo2ᡠᣵḄX ᩭ⊡ᡃlḄ¢ᜫ 67B:\¤ᜩᡃlᨵ¦ᑮ§ᣚq!¨ᨵEfᐸ"¢ᜫ◤z«{Ḅ¬submitaclaimtoarbitrationDE®"submit"''!"submitsomethingto..." 8'°¬®±‘"arbitration"'ஹ²³▭µ᧕ᡠ·XDE¸¹º¬¦»G¼5\½yG¾¿⌱Á¦Â9ὅ(arbitrator),9»GÃᔠᳮḄᑨ²6º¬¦ÅÆ,ÇὅḄÈᐸᑨ²5▾ÊÈᑨᐹᨵ$᪵ᦔ-outofcourtsettlementÍ."court",'5▾'!"settlement",‘"courtsettlement"ᢣ'ᙠ5ÐÑᑭ'6"outofcourtsettlement”ᑣᙠ5Ð\Y‘oᢣº¬¦»GÔÕ5Ö⌶ØÙÚᑨஹÛÜ⍝oÝᳮḄG¾92ÞÔßàáὑãä-åæç»Gègᦑê>ëᜧzᦪº¬¦íîᵨ9DE¸¹ḄG¾accepttheclaim$ ᳮE"accept"'ïð' ᢣñ⌕ÜEfὅòóôஹẆᑨö÷ᖪø⍝ùḄúûEfüGḄ¢ᜫ•DE1.Youcanmakeamendsfor...by...2.Isuggestthatyoumakeamendsfor...by...3.Couldyoumakeitupby...?oDEãḄþᵨ@ÿ"amends”ᦪᓫᦪ"by..."ᑣ⊤Ḅ"Youcan…”Ḅᵨ !"#$%&'()*+,-.Ḅ/ᕡ 12"Youhaveto..."ᡈ"Youmust..."45 6⌕89:1; 6810=>Marketᓬ@ᔣBC├EF 'ᵫ HI1J! BKᡭMN ᜐᜐPQ$ᓬR……ᦻᦻA:Itismyopinionthatthisisnotagoodtimetoputthisnewproductonthemarket.B:Whynot?Ourmarketreportshowsthatthere'sademandforthisproduct.A:Ithinkthereportisincomplete;Iagreetheproductisgood,butwhatthereportdoesn'tshowisthatthemarketisonadownwardtrend.B:Agoodproductwillsellwellwhetherthemarketisupordown—itcreatesitsownmarket.A:Idon'tthinkso.Whenthemarketslumps,there*snochanceforanewproducttosellinlargenumbers.B:Butnowitseemsthatunfavorablemarketconditionsmaygetbettersoon.A:That*sonlyaguess.Wecan*ttakethechance. ᦻA:UᡃWX Yᙠ)1[⚗]EFC^=>Ḅ〉`aB:bc91d᪷f=>gh iEFᨵkḄ◤mnopA:ᡃqrgh1stᡃv/wEF 'ghxᨵᢣzḄ =>ᨵ{|Ḅ}~B:wḄEF 1=>{|ᡈ^ ᓬḄwk⌼zḄ=>A:ᡃ;1v/=>` ]EF᪷xᨵaᜧn├B:;ᩭ =>;1wA:R$ ᡃ;19ᑈ◅ 69marketreport=gh =>¡“report" ‘gh"marketreport”ᢣᨵᐵᙢ=>Ḅ¥Enஹ§᧕nஹ©ªnஹᡂ¬=>®ᔣḄ¯ᧇᦪf±²;³´µg¶ ᡈὅᵫBᡈᓬὺ¹ºᳮ¼ ½marketonadownwardtrend=>ᨵ{|Ḅ}~"downward"ᔣ{Ḅ‘"trend"'}~®ᔣ"5⊤¿ÀÁ5=>ÂÃ$⊦"downward”WÅÆb"upward" Ç‘=>ᨵ^Ḅ}~';(ᡂ"Themarketisonanupwardtrend."marketslumpÈ>“slump" 'É1J!'W/5+ÊᯠḄ{ $6ÌÍᙢ{Î5ÏᢣÁEFᙠ=☢^Ḅ◤mnÑᯠᒓÓÔ kRH²ᵨᩭÀÖἠ=>ḄÉØ•Uᡃ…1.Itismyopinionthat...2.Inmyview,...3.1feelthat...“opinion" '/Xஹ'W/Ú“that”WÛ#q⊤ḄÜÝÞᙢ⊤%5¼Ḅ/X 1ßà68┯ Ç)xᨵ+,âãä¼Ḅ/ᕡ¿!å"æç ᓾ1ᜫêÍ11=>MarketB⚜ìJ!ᓽîï ᡭNᢕña ᑴ⌼ᔆᖪὶ÷zø ù=>]ᜩᙢ 70ûᦻýᦻA:Wefeelthemarketwillsoonbeontheupgrade,andit'stimetoworktogetheronthisnewproduct.B:Ithinkweallagreethattherewillbeamarketboomsoon.Ifweplanahead,weshallbeatourcompetitors.A:Yes.Whenpeoplestartspendingthemoneytheysavedduringthemarketslump,we'lldowell.B:We'rereadytoputalotofmoneyintomakingtheproduct.Areyougoingtoinvestinmarketingtodevelopthemarketforit?A:Yes.Ourcompanyisnotmakingmuchmoneynow,butweknowifwespendmoneytodevelopthemarketforthisproduct,futureprofitswillbegood.B:It*safeatureofthemarketthatpeoplestarttobuythingsonlywhentheyaresurethemarketisgettingbetter.þᦻÿ A:ᡃḄᙠᔠ B:ᡃ ᡃ!"#$%&ᩭ(*ᡃ+,-ᑜ/01ᐸ345ὅ7A:8┯:ᑮ<=>?@AᙠB#$ ᡠḕEḄF ᡃG7B:ᡃHIJᜓ7LᜧNFᩭᑴ⌼QRS ᔲU⌕ᢗXYZḄ├L&>G\A: ḄᡃRSᙠ]ᯠB _F/ ᡃ`⍝*ᡃᢗX>GY⚗ḄcᩭḄᑭefg%B:Y Ḅᱯ⁐jU kᜧlmno%pq>?rst 71themarketisontheupgradegu"upgrade"'ஹ+ᓣ‘(“up”ᙠyᨵ‘ᔣ’Ḅ"~gu⊤I⌲ᔣᓣᖪ᧕ὅ"Themarketisoff(down).”(E)"Themarketisonadownwardtrend."omarketboom₫(#$“boom”'₫(ᐶ""marketboom” ᢣᖪḄ◤¡¢£¤¥¦Ḅ§¨Ḅ᧕¤©ª"strongmarket”¬developamarket>G(®¯YZᵨ±Ḅ²³"´ ᢣL⚗ᐰᡈ·ᨵḄ¸├¹º»ᡈ¼½¾┐ºᐰ"developamarket" ⊤yÀᑮÁÂèÄÅᑭÆᐭ(¾┐ºÈᨵᑣ⊤3>¯BÊËÌḄÍᓬ⚞С¢B!Ḅ¼½ᡈ├ÑÒ•ᡃ!"…1.(Ithink)weallagreethat...2.(Iamsure)weallthinkthat...3.(Iknow)weallbelievethat..."agree"'×ᡂஹ!"’"⊤ÙÚÛÜᐳ!×ᡂÞkὅᙠßàºÜ+Ḅ"áâ¾ᨵ!"ãᑣ/ᵨyäåæçyḄèé"agree”Ḅê“disagree",'ᜧlB!"'/ "Wealldisagreewiththat---"«12Marketë#$ìí▭ïRSὺñLò<óḄô᪀ööᾭøùúû⚥ý<óḄþÿ 72ᦻᦻA:Ifyouwanttoincreasesalesinsuchaweakmarket,youwillhavetoloweryourprices.B:AsIseeit,thatwillmakeourprofitsgodown.A:Iknow,butIthinkifyouloweryourprices,andspendalittlemoremoneyonqualityanalysis,saleswillgoup.B:Youmeanifwelowerpricesandhavebetterquality,we'llgetmorecustomerstobuyfromus?A:Exactly.You'llincreaseyourmarketsharewhilewe'reinamarketslump.Then,whenmarketfluctuationsstopyoucanslowlyraiseyourpricesandmakebiggerprofits.B:Andinastrongmarkettherewillbemanynewcustomers.They'llbuyfromusbecauseeveryonewillknowwehavethebest-qualityproducts.Thanksforyourreport. ᦻA:ᙠḄ├Ḅ B:ᡃ"#$ᩭᡃ&Ḅᑭ()*+A:ᡃ,⍝./&0 123$45ᙠ67ᑖ᪆:;<$=)>?B:/Ḅ@ABᡃ& C 5DE67>?ᡃ&)ᔾGH2IᡝKA:LᐰNO᪵$ᩭQR/&Ḅᓰᨵ᳛VWᡠYZ[\,/&^Y᠒᠒Ḅ>? `aH?Ḅᑭ(bB:WcᙠᜧeḄ)ᨵg2hiIjkl&)mᡃ&Ḅn6opᜧqr,⍝ᡃ&Ḅn667ᨬebtt/Ḅuv 73weakmarketwx"weak"yᢣ'|}ḄஹḄ‘ᙠBᢣ‘wxᙠ₫.ᖪ6.᧕"marketboom"“strongmarket”Vmarketshareᓰᨵ᳛“share”yBᢣ'ᡠᑖḄ$'ᙠ“marketshare”ᢣᑴ⌼ᖪᡈ6¢£¤n6Ḅ├¥ᓰ¦n6§◤Ḅ©ᑖªmarketfluctuations«"fluctuation"yᢣ':ஹ'ᙠᢣஹᱥ ¯\"marketfluctuationsᖗB±n6ᙠ:Ḅ ²³´=strongmarketµ¶·¸¹Bᢣºᖪ6Ḅ◤gᜧ"strong"'»¼Ḅஹµ\Ḅ'"strongmarket""marketboom"£p"weakmarket"ḄV¸•ᡃ"…1.AsIseeit...2.Frommyviewpoint...3.Inmyview..."as",''¿@•"see"ᙠB‘"À'ÁÂÃp‘,⍝ஹÄÂÅÆÇḄ“it"BᢣÉ☢ᡠ>ᑮḄÌÍÎᡈÏ⚪ÅÆ¿ÑÒ±ÓÔÕºÌÍḄ"Ö"AsIseeil"ᨵ×ØÙḄÚᵨgÜÝᙢߺà,⍝áB·âḄ"Ö·±ÖÉ☢>.Ḅ“Itismyopinionthat..…”å1667QualitymÏᵫçèᡠᦈᑮḄêëᨵ67ìíᡭïºàḄ6Rᑴðñ·ÄÂBᔣᔆôõ· 74ö÷ᦻᦻA:HowcanIbesureyourproductsareofsuperiorquality,asyoupromised?B:Oneofthereasonsforourgoodqualityproductsisbecauseofourqualityinspectionsystem,whichisthebestofitskind.A:Butaqualityinspectionsystemdoesnotmeanthateachunitwillalwaysbeuptothestandard.B:Wehavetrainedanalyzerstodoqualityanalysisattheendofeachpartwhenwemaketheproduct.Thismeansthatnomistakesaremade.A:Ybursalesmanalsotoldmethateachworkeristrainedtodoqualityanalysis.Canyoutellmealittleaboutthat?B:Certainly.Weprovidequalityanalysistrainingaspartofthetrainingforallnewworkers,plusaweekoffurthertrainingeveryyear. ᦻA:ᡃøùO=/&Ḅn6Ø/úûḄ•᪵üᨵᨬ?67KB:ᡃ&Ḅn667ýeḄyo¿$Bopᡃ&üᨵᨬþýḄ67ÿ A:Ḅ ⊤⚗ᑮ᪗B:ᡃ ᨵ !Ḅᑖ᪆$%&'ᑖ᪆(ᙠᑴ⌼Ḅ,-.ᡂ 01(234ᨵ┯67A:8 Ḅ9:ᕒ2<ᡃ= ( >9ᕒ ᑖ᪆!8??@@A,BB:CᯠEFᡃ ᡠᨵHIJᕒḄ!K01(ᒹMᑖ᪆Ḅ!(NOPQᨵ,RSḄI,T! 75superiorqualityU"superior",'Ḅ'W"super-"A-XYᨵ‘[\ஹ^Uஹᨬ'Ḅ`ᕡ"superior"ᙠAbcdḄefḄg(◀U(jEᑖ1U("ordinary")lgU("inferior").qualityinspectionsystem"inspection",' 'W"system"('ஹᑴmAᢣᵨᩭ ᔲᔠs᪗Ḅ,ᝅ(vḄᙠw=xᖪஹz{|}~ஹI79Ḅupto(the)standardᑮ᪗"upto"ᨵ'ᑮ’N`;"standard",'᪗A-⊤Uw"reachthestandard"ᐸ,ᨵᐵ''Ḅᵨᨵ"abovethestandard"(᪗N^)"belowthestandard"(᪗N)qualityanalysisᑖ᪆"analysis"(‘ᑖ᪆'ᑖ᪆'Ḅᱯឋஹᡂᑖஹᱥᳮឋஹᑴ⌼ᢈஹU\ஹcUᡠ>ḄẆᵫ%9Jᕒ¡¢>(£¤¥ᔠ〉CḄ§ᜓ©?.ᡂ•?ᔲ¬ᡃ…I.Canyoutellme(alittle)about...?2.I'dliketoknowabout...3.Couldyouexplain...?A¯°~±Ḅᵨ²³´µ°²Ḅc¶(·¸¹²ᨵº»“Canyou..."Eᵨ"Couldyou..."¼ᣚ(Oὅ¿·ÀÁ"alittle”ᢣ©‘ÃÄ@@ஹÅÆÇÈ‘W"about”O☢ᓽÌͯ°Ḅᱥ17QualityÎÏÐÑÒὺ,ÔÕᔠ> Ḅ×J,ÙᐸÚ'ᑖ᪆F ᕒᡠ'ḄÛ¬: 76ᦻᦻA:Ourteamhasfinisheditsanalysisofyourfactory,andgivenusitssurveyor'sreport.B:Tmsurethatthereportshowsthatmycompanyisstillmakinggoodsofcustomaryquality.A:Iregrettoinformyouthattheoppositeistrue.Therehasbeenadebasementofqualitysincelastyear.B:Idon'tunderstand.Withournewqualityanalysisteams,ourqualityshouldgetbetter,notworse.A:Theproblemseemstobethattheworkersareunhappywiththepaynegotiationsyouarehavingrightnow.B:It*struetherehavebeensometroublesoverpay,butIdidn'tthinkitwouldcauseproblemsinthequalityofourproducts.A:Wecannotgiveyouaninspectioncertificatenow.Butwelldoanotherinspectionintwomonths,toseeifthingsbecomebetter. ᦻA:ᡃ ḄÝᕒÞ.ᡂßᔆḄᑖ᪆(ÞᕈâÑãJÛ¬B:ᡃä~Û¬^,×⊤ᡃ ÑÒᡠᑴ⌼Ḅ(ᐹᨵḄA:æç(èéäêëìPᑮíᙠ(ÞᜧïðñB:ᡃòóôᡃ Hᡂ{Ḅᑖ᪆õÝ(ö÷=ᓣ(eùúû!A:°⚪éþᕒÿ ᙠḄᑨᓝᑖḄB:ᙠ☢Ḅᨵ⚪ ᡃ!"#$%&Ḅ&'ᔳ)+ 77A:ᡃ,-ᙠ./01234567ᨴ9 ᡃ,:;<=>12 ??@AᔲCDsurveyor'sreport3EFG"surveyor" 'JEஹ3E’ ᢣᙢNOPᐹᜓSTUVḄWXὅZ[Jᡈ12]ᱥ&'ஹ_`ஹᦪb ᡈ[cdJefgᜫijTk7Eஹᡈl◅JEn‘3EFG'ᢣ3Epᡲ12ᡈJrAk9ᡠtᐹḄ34ᦻv wx"surveyreport”ᡈ"surveyor'scertificate"ocustomaryquality=z&'"customary"'{|}Ḅஹ=zḄ‘"customaryquality”ᢣ=z{|~JḄ&'inspectioncertificate12345"certificate"'35ஹ᯿'1234'wx"certificateofinspection"ஹ"certificateofquality"ᡈ"qualityreportofinspection",34]&Ḅ&'ᔠᓬ_`kᦻvᖪj⚜■tᖪᔠḄ]&ᡈᐭeᐵḄ_J ⌕tᖪt12345◀t᪀0 ¡ᵫ3ஹ3EஹJEஹᑴ⌼ᔆᖪஹ¦T:ஹᖪᑖ§ᡈᢣJ¨ᳮE0 12⚗«◀&'ஹ_` ¬ᒹ®ᦪbஹᒹi ¯°ᵨrḄ_Jnᨵᡠ²³•µ¶· ᡃ⌕¸…I.Iregrettoinformyouthat...2.I'msorrytotellyouthat...3.It'sashamethat...!᪵Ḅ»ᜮ½¬ᵨᙠ¬U¾E¿ÀÁḄÂ"regret”'⍡Åஹ¶·’ḄÇÈZ"inform”‘¬U'kÇ"that-"ÉÊᓽ⊤͵ÎGÏ ḄÐvஹÀÁ!᪵Ḅ¸Ñ⊤͸ÒὅḄÓÔ ÕÖ×ØÙt¿ḄÚÛᡈÀÁ Üᐜ⊤ÍÞßḄ⍡Å 7819àPaymentᓬáâàãäᔠᳮḄᢚ⊭ᫀè[é:Ò ᡃ,¡0-ê]ëàáê]9à ìḄ#$íᦻᦻA:Ifit'sOKwithyou,wewouldlikepaymentpriortodelivery,sincethisisyourfirstorder.B:Iunderstandwhyyouwouldlikeitthatway,butwepreferpaymentafterdelivery,becausethesegoodsareveryexpensive.A:Iknowtheyareveryexpensive,butwhydoesthatmeanyoushouldpayafterdelivery?B:It'salargeorder,soifwegiveanadvancepayment,wewillhavemoneytrouble,becauseitwilltakethreeorfourmonthstosellthegoodsandstarttomakeaprofit.A:Iunderstand,butifwemustpaytomakethegoods,andthenmustwaitfourmonthsforyoutopay,wewillhavemoneytroubletoo.B:Let'sdoitthisway.Wewillpayininstallments,withthefirstpaymenttobetwoweeksafterdelivery,thenonceamonthafterthat. ᦻA:Û¡[ḄÒ ᡃ,ïðᙠê]ëᦈàòj!óW=>ô]B:ᡃ4õö,ïð!᪵<Ḅ÷ò ᡃ,ïðê]9;à òj!ᢇ]ÕùúA:ᡃU⍝µó jüý!᪵ö,â⌕ᙠê]9þàᕖ B:ᢇᦪᡃ⚜ᐜḄᨵ ᓬ ◤⌕!"#ᨴ%&'()ᑭ 79A:ᡃ,-./⌕ᡃᐜ012334567"#ᨴ%&8ᑮ:ᡃ;ᨵB:ᡃ<:᪵ᔳ?ᡃ@ᑖB?CDE#FBᜮBHDᑣJ#ᨴLpaymentpriortodelivery⚜"payment"'"prior"'ᙠOPḄ'"priorto..."'ᙠ…OP"paymentpriortodelivery"RS7T"paymentinadvance"ᡈ"prepayment",/ᢣWXDᓬYZ[CP\Yᓽ^_`〉ᵨT\Ycᵨdeஹ\YᡠhḄᱥjkᱯmஹᓬYnopq7rstYuvᓬYwᨵᑭv\Yx◅ᓾ{|}ᨵᙠᓬYc~.☠Y.paymentafterdeliveryCDtYuᵫ\ᓬYXBT├(creditsale)»ᓬYoᢚᡷᑣᙠἠᢚᡷḄHᢚᡷḄB▲C᧕ᑣ\Y◤ᙠᓬYᡠjḄB▲Oᑁadvancepayment⚜"advance",‘⚜‘"advancepayment"/ᢣ\YᙠᓬY4P⚜ᐜᓬYḄinstallmentsᑖB"installment",'ᑖB5¡"easypayment"¢ᓬYᐜ4C£\Y¤ᢥXjT[ᩭᢣᑖ¨B©ᓬY.ª«3¬ஹ®¯cᵨ°ஹ±²ᐹ¯´µ7Yu¯¶·¸Ḅᩗº•ᡃ,-¼/…1.1understand,but...2.Isympathize,yet... 803.1canseeyourproblem,but...½¾¿ÀÁᵨTÂÃvYḄ▰Åᡈ-ÆODÇ&ÈÉÊËÌÍᐜ⊤ÏÐÑOÒÓÔÕÖתØÉÙÚÛ"but"ÍᢚÜÝÞß7T"yet",D☢ᡠÝO¾áRâᡈãË^äP☢O¾áåæ¼ᑣ^Ùè21Payment\YéHêḄYuᓬYëì⚟îï¼ðñÙò⊝ᩗôõODöᦻᦻA:We'llbedoingalotofbusinesswithyouinthefuture,sowe'dliketohaveanopenaccountwithyou.B:Butbecausethisisourfirstdeal,wewouldlikepaymentagainstdelivery.Afterthistimewecandobusinessonopenaccount.A:Ithinkitisnotagoodideatopaycashondelivery.Theorderissosmallthatitwillcosttoomuchjusttosendyouthemoney.B:Ifyoupromisetherewillbemoreordersinthefuture,Ithinkitwillbealrighttoopenanaccountnow,withmonthlypayments.A:It*sbetterifwecouldmakepaymenteverysixmonths.Ifoursalesgrow,thenwecanmakebiggerordersandpaymoreoften.B:Ithinkpaymentsonlytwiceayearistooslow.Ifyoucanagreetomakingpaymentseveryquarter,wecanfinishthisdeal. 81 ᦻA:ᡃHDᨵ{2RḄ÷ᩭᡠHᡃéªØḄYuB:¼//ø½ùÙLᔠûᡃüýþCHD@.HᵨḄ,A:ᡃÿ ᑮᓫḄᦪ⌕ ᑜᩭḄB:!"#ᩭ$%&'Ḅᓫᡃ)ᙠ+,-ᡝᯠ0ᢥᨴ3"4567ḄA:⌕6789:;&<=├?@ᡃA$%&ᜧḄᓫCDEF3ḄᦪB:ᡃ)•9HIJ᠒<ALMN,ᨴ:OPMQᡂS<openaccountT-“account"'-ᡝ:VWᑏY"0/A",ZS03ᓬ\]ᱥ_`0ᓽ#bᓫcdefSg\3ᓽ7hijklᐭg 82opqrstuvwQxy7ln\zS᧕|ᓬ\}◅⚟ᜧ◀ᜧ|ᑖᡈ├?ᵨ▭᧕paymentagainstdeliveryS3ᨬᔠᳮḄ3\zᑁ▭'x‘I'j3\zᓬ\Sb0ᓽ7⊤ᱥᡠᨵᩗjᓫcSg\g\30¡¢ᓫc£ ᱥᡠᨵᩗcashondeliveryᑮ¤"cash",¤"cashondelivery"¥¦"collectondelivery"§¨ᶍª"C.O.D."«y3\zᓬ\#ᱥb_ᱥᑮ¬oḄᙢg\®#ᐰ°3Sᓬ\ᡈᐸᳮ²\6£x3\z'ᵨ³ᑁS᧕▭᧕◀´bᵨ 83•¶…$&1.Itwouldbebetterif...2.Itwouldbemoreacceptableif...3.Wewouldbehappierif..."wouldbebetter",'$&x¸YᎷºᵨ»¼ὅhᎷº¾¿À_ÁÂḄ⌕Ã"if"0☢ᓽe⌕ÃÅᵨÆÇz⊤È'ᙠᡈ70¶xyᵨ⊤É<»¼ὅÁÂḄrÊËÌÍḄ`¿ÎÏÉ¥ÐÑḄᵨÒÓOfferÔᑴ⌼ᖪØÙÚ`ᖪÛ⌕&ÜÒÓḄᩩÞßÙàᑏḄ:ᦻᦻWewouldliketomodifytheoffergiventoyouinourfaxlastweek.WehavediscoveredthatthematerialtobeusedtomakeeachunitwillbeNT$1500,notNT$1000.Thus,weregrettoinformyouthattheoffermustberaisedfromNT$4000toNT$4500perunit.Weareverysorryfortheerror;noextracostswillbepassedontoyou.Aswestatedinthelastfax,thisofferremainsinforceuntiltheendofthemonth.Again,weremindyouthatthisisanofferwithoutengagement. 84 ᦻᡃA)âᦋäråæçḄÒÓèYᡃAØᑴ⌼éᓫ⚗ḄëᧇÓí"Yîïð1500ᐗË1000ᐗèxᡃAòó§ôçëÒÓíõ®öéᓫ⚗4000ᐗÀÏᑮ4500ᐗᡃA|,┯øùᑮᓝᑖòóᡃA$|çFᦈḄüᵨ<ý:þåæÀÆḄ:᪵ ᑮᨴᨵᦔ ᡃ⌕⏨ modifytheoffer"modify"'ஹ !"#$ %& ' ()*offerremainsinforceuntil...+…-.ᨵ"remain"'/ᢝ1"inforce",234'ᨵᦔஹ567'8"force"ᙠ$ᢣ‘ᦔ<"until" =>) ⊤@A*B"offerisvaliduntil.offerwithoutengagement1CDE 8"engagement"'DEF"G HᨵᩗJᩩL ᓽNOᦈᑮ!"ḄRSTUᵯW XJ 85•[\]^_…1.Weregrettoinformyouthat...2.Wearesorrytohavetotellyouthat...3.Itiswith(sincere)apologiesthat...“regret”'⍡aஹ\]’ $"inform”'^_ஹcd' $ e"ell”Gfᾓ4h^iᵨBcd!"klmn opqrᐜ⊤tu" ⍡aᡈ\] w!"ᐜᨵxᳮzᜓ |o}~4⚪ᡠᙠ ⌕!"Ḅ~ᡈS#Offerᓬ"ᙠᖪoᓬḄᩩLḄ!7 Hᡭᙠnᑁ N!"CᦻᦻA:I'mthrilledthatyourcompanywantstodobusinesswithus.I'dliketosubmitanofferrightnow.B:Youcertainlydoworkfast.CanItellmycompanythisisafirmoffer?A:Yes.However,itissubjecttoyourreplybeinggivenwithinoneweek.Fmsorry,butIhavetogiveyouashorttimelimit.B:Oneweekisnotalongtime,ifyouthinkofallthehardwareandsoftwaredetailsthatwewillhavetotalkabout. 86A:Iunderstandthat,andFmsorry.Butwemustbesurewecangetthosesuppliessoon.B:Well,Fildomybesttogiveyouacallwithintwodaysatthelatest.A:Iappreciatethat.IknowIdon'treallyneedtosaythis,butwellhavetowithdrawourofferifwedon*thearfromyoubyFriday. ᦻA:[ᐶ⌕ᡃ&$ᡃᙠB:Ḅ¡¢ᡃ£¤¥4R¦ᔩ¨A:1©⌕ᙠoª)ᑁ«¬ᨵᦔ[\] ®ᡃ¯°±²Ḅ)▲B:oª)5ᙠ1´ µµᨵᐵ·L¸¹LḄᡠᨵº⁚ ᡃ¼½¾¿ḄA:ᡃÀ~ ÁÂÃ\]®ᡃo¦⌕ᙠÄᜩᑁR¦ᔲ°ÇÃÈÉB:Êᔳ¢ᡃÌÍᨬÏᙠÐᜩᑁ£ᵯA:ÑÑᡃ5ᙠ1◤⌕4Ó ® Ôª)ÕÖ X×ᑮḄ£Ø ᡃÃÙ£submitanofferÚ 87"submit",'Ú'8ÚᵫᓬÜÝo"ᔣ!"Ú⊤tß$àáuᡠpḄᩩL â!"ᐳ¦häåᨵᦔḄᓬD "GᑣᵯஹèᡈTé-êfirmofferR¦ ëì"firm" 'ë¦ḄஹR¦Ḅ"firmoffer”ᓽíiᡠîḄ"offer” ïÖð▭å^ᵨḄ"G‘ëì'ᙠᓫåóôÀC)▲ õö¦ᙠ)▲ᑁ ᡠÚḄᔜ⚗ᩩLù1ÃᦋûüH¯⌕ᙠ)▲ᑁC Dᓽcᡂþÿ ᨵᦔᙢᔠsubjecttoyourreplybeinggiven...ᙠ()"subject",ᙠ !"subjectto",'#᯿%…'("reply",')* +☢-./ᵨ12(Ḅ4▲68"subjecttoyourreplybeinggivenwithinoneweek"( 94ᑁ*;ᓽ% =()withdrawone'soffer>)“withdraw"‘>)ᙠ@ABC>)>)ḄDEFᙠGHDEAIJᑮᙠ'DE'GHᑣ>)Mᦔ>├(cancellation)ᑣOPQᢣSᦔ>├TMᦔḄU •ᡃY…1.1knowIdon't(really)needtosaythis,but...2.Irealizeyouunderstandthis,but...3.1knowIdon'tneedtoremindyou,but..."needto"'Z◤"Iknow...but"\+]⊤_‘`a'bc.deḄQ"but"ᡠgḄh+ᵨiᙠj⏨Ḅlim nojHpqGSḄᑭḄstuviᕡxy;{ +|ᜮp{~ 88ᖪᑨ1.ᓬ )BuyandSellDanSmilhQ ḄᏉᵨ├ᖪ QRobert )ᙠᑖḄRobertᓽᑮ\ᜧ¡¢Ḅ⊤¤¥ᨵ¦§ῃᐢḄª« ¬(Q®¯ὁ±`apᣵ{³ª´ )¤8ᦻ¶ᦻDan:Fdliketogettheballrollingbytalkingaboutprices.Robert:Shoot.I'dbehappytoansweranyquestionsyoumayhave.Dan:Yourproductsareverygood.ButI'malittleworriedaboutthepricesyou'reasking.Robert:Youthinkweshouldbeaskingformore?Dan:That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.Robert:Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwiththosenumbers.Dan:Please,Robert,callmeDan.Well,ifwepromisefuturebusiness-volumesalesthatwillslashyourcostsformakingtheExec-U-Ciser,right?Robert:Yes,butifshardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnoversomany?We'dneedaguaranteeoffuturebusiness,notjustapromise.Dan:Wesaidwewanted1000piecesoverasixmonthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?Robert:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther. 89ᦻ·¸D:ᡃ¹º»☢|¼ᔳ¾R8¿ὡÁ¾ᡃÃÄi*;ÅÆÇ⚪D:ÉÊËḄÌÃH⁐!ÎÏÐ|ḄṹÒᡃÓᨵÔÕÖR8ÏQÓᡃÐ×ØÙ»|Ú ÔᗂÜD:ᡃQ\Ýi«ᡃE⍝ÏÐᢗᐭÃÚḄ|GáᵨÎQᡃ¹⌕ãäᢚR:SmithᐜS\ÝᢚᡷèéêëÔ\᪵ḄíᡃÐÊËîïqᨵᑭðpñ¾D:Robert,òóᡃDanôë\᪵ᔳ¾nᡃÐ*×{õöᔠ÷'øQᜧùḄSip{TÏÐᜧúûü‘ᏉÏÄ’Ḅᑴ⌼ᡂRᡃᜧḄᓫ?! ├!Ḅ"ᕖᡃ$⌕Ḅ&'()*'+,-./0ᦪḄ2D:ᡃ$ᩭ456ᑁ"10008:;ᙠᡃ$()=6ᑁ>?@A$"AB R:A$CD☢()ᡃFᡃ$&CGHIJK4gettheballrollingLM“gettheballrolling”N☢BO'‘QᳫSTUVWXYZ[ᳫ\]ᵫ=_ᳫᕒLᳫaᳫbcdefUgL=hijklUm‘QᳫST’ḄTo/pᵭr'LMtuTWecangettheballrollingonthisdealbytalkingtothecompany'svicepresident.ᐵwxBᡃ$&Cᐜz{ Ḅ|}H 90shootᨵ4kὡ"shoot",TVᨵ''ḄBᙠᦻrJoᵨ'BO''ᨵ4ᡃὡ’rUJIfyouthinkyouhaveabetterideathanthis,shoot.:AᨵiḄB4ᔳmakeaprofit¡k¢ᑭ‘¡’mVWḄTVr"make"--ᵨ¤'"makeaprofit"(,¥¦B"profit"⌕§¨V"a"ᡈᦋr«ᦪ¬-"makeprofits"ᩭᵨIdon'tseehowhiscompanycanmakeaprofit;hismarketingcostsaremuchtoohigh.ᡃ®rḄ ᨵ¯¤ᑮ¡Ḅ±├ᡂ²³´volumesalesµ¶├ஹᜧ¸᧕"volumesales"'ᢣ»xB¼½¾Ḅᦪµ¿=À▲Â/&C¢ᢚᡷᡈᐸÆÇ☢ḄÈÉ(lrᳮÌÍᜧµxÎḄᑴ⌼ᡂiÑÒ)Weonlydobusinessinvolumesales,sowecanofferlowerpricesthanothercompanies.ᡃ$Ôoµ¶ḄxBᡠCÖᨵ¯¤a×ØÙiÚ{ Òslash(one's)costsᜧÛÜÒᡂ"slash”Ýᢣ‘Þ'ᙠUo‘ᑤÜ'àá'¬âãᯠᜧÛÂᙢÜÒ×ØᡈεæWe'vedecidedtoslashourcostsbymakingtheproductsinFukieninsteadofTaiwan.ᡃ$çÀèéêëìᑮíîᩭxÎCïᜧÛÜÒᑴ⌼ᡂturnover».…}òḄxBkó"turnover"N☢ḄBO'‘ôõᙠᖪ÷ÍᨵᱯùḄúûᢣᙠ=üýþᑁÿᡠḄᡈḄ"turnover”⊤' Ḅ├WeneedtoturnoverthesesummerfashionsbyAugust.ᡃ!ᙠ#ᨴ%ᓬ'()*+,-. 91•12341.Fdbehappytoansweranyquestionsyoumayhave.2.I'mreadytoansweranyquestionsyoumayhave.3.Fmverywillingtoansweranyquestionsyoumayhave.4.Itwouldbemypleasuretoansweranyquestionsyoumayhave."I'dbehappytoanswer...",(5,-678934⊤:;ᓝᑖ>?89Ḅ@ABCDEFGHIJḄKLᨵNDOᔣḄQR"wouldbehappyto..."‘CT…‘"would"ᙠVWXTYNZ[⊤\]^_`Ḅab"anyquestionsyoumayhave"cḄ"may"⊤deឋᓽ'ᨵde’Ḅi[j"may”ᙠVᨵkla`ḄHᵨ IJno1.That'snotexactlywhatIhadinmind.2.That'snotexactlywhatIwasgettingat.3.That'snotexactlywhatIwasalludingto.4.That'snotexactlywhatIwasthinkingabout.p89nIqḄrsqr⌕uvwxyzᵨḄ,-dᵨ{"ThafsnotexactlywhatIhadinmind."'ᡃ(}~/ᡠḄ)W(5i'"have(something)inmind"i'}crḼ()'“notexactly”ᑣ'WᯠW'ᐰ'(,qAᓽ:;xḄi•ᩩ1.Ifyoucan.....,Ithinkwecandiscussthisfurther.2.Ifyoucan..…,perhapswecandiscussthismore.3.Ifyoucan..…maybewecantalkmoreaboutthis.4.Ifyoucan..…,wemaybeabletoagree(to/on)whatyou'reproposing.ᑨ◍ᐭqᢚ⊭sᩭ¢ẚ¤¥yd¦ᵨ"Ifyoucan...,Ithinkwecandiscussthisfurther.”(5,-Vᩩ,v§,¨©ᱯ«Ḅᩩ[v¬⌕§,"1think…”⊤\.®L¬⌕ᵨ¯°89{'®e²Vᩩᡈ³´V µe¶·¸'¬⌕§,¹Tthink...%[º”1promise...",ᙠD»b'de…'¼W½ᡭᒹἠ;(Â]^ᑨᢈÄᱯÅ 92A.ᑭᵨ‘Ç'G‘⍝É'ᨩ´V ḄËÌᙠxYÍᔠcpO9Ï]Ðo☢RÒvMr.ᡈMs.,ᓽ'ᐜஹÕÖ’Ç×89L¼ØÙÚÛÜÝÞ×ᐸvàáâᦻcpRobertÇ89Mr.Smith,jäឌᐸᩔçWᔠᳮyDanSmithéêëRobertìíDanîdvL(îïð´V ḄËÌ⊤"ᨵñᖪó”ḄôõB.»[WöxḄ»Úᑨy÷⌕øᢝúᑣ¼ᨬñW⌕üÚýöḄᓺÿ ᔲᑣᡂ ᔠḄᵨ "You”ᩭᢣ ! ᦻ$Robert%&'(‘*⌕Ḅᢚᡷ./01' 3(4"Idon'tknowhowwecanmakeaprofitwiththosenumbers" 5᪵Ḅ78ᡃ:;<=>??!BCDEFGHIJஹHLMNឋ !PQὡSH&Tὡ UᝯᙢXᢣ JᣚZ[ឋḄ\ឌ2.*ᩭᡃ^78ᡊBuyandSellRobert`abᕈdDanḄeᫀg ὁijk!ḄlmnᑜCpᙠᢚᡷ!☢ᑣstRobert=uvwᢝyzḄ| }~!Ḅ▲ᙠ5Ḅ78i !ᔲ=ᑮḄ⊝ᕖ☢ᑖ4ᦻᦻRobert:Evenwithvolumesales,ourcostsfortheExec-U-Ciserwon'tgodownmuch.Dan:Justwhatareyouproposing?Robert:Wecouldtakeacutontheprice.But25%wouldslashourprofitmargin.Wesuggestacompromise-10%.Dan:That'sabigchangefrom25!10isbeyondmynegotiatinglimit.Anyotherideas?Robert:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?Dan:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommongroundonthis,(nextday)Robert,Tvebeeninstructedtorejectthenumbersyouproposed;butwecantrytocome 93upwithsomethingelse.Robert:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal-butFmtryingveryhardtoreachsomemiddleground.Dan:Iunderstand.Weproposeastructureddeal.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.Robert:Dan,Ican'tbringthosenumbersbacktomyoffice-theyllturnitdownflat.Dan:Thenyou'llhavetothinkofsomethingbetter,Robert.$ᦻR4ᓽDᜧ~├ ᡃ:Ḅ‘Ꮙ*’¡ᡂ¢£ᯠL¥¦§./D:¨*Ḅ©ª…R4¬ab®¦7p¯ᢚ°|±§ᡃ:Ḅ²ᑭᡃ:©ª!ᔜµ¶·¶¸ᢚD:¨¹¯ᢚº./01¸ᢚ»ᙠ¼ᡃḄ½ᑨ▲|ᨵᐸÁ!ᫀᔩR4ᡃÃᙠÄÅ¥ÆÇ5᪵ᔳ ᡃ:É&Êᜩ̽D:®ÍᡃEÎab!☢Ïжstᡃ:=ÑÒᡂᐳÔÕªR:Ö×BRobert,ᜮᢣÚ ᡃEᔲÆ*ᡠeḄᢚᡷ pᡃ:Ü®ᐸÁÝḄÅ¥D:st Dan☢ᢣÚᡃ⌕yzᙢ½5¶¶pᡃ¶'ÞÒᡂᢚ⊭Ḅ!ᫀR4ᡃ0¨<ᡃ:eª▤áâḄÕªãäåᐜçᡃ:ᢚ gäå ᑣᡭ¯ᢚD:ᡃÄÅ¥ᔣabdê5᪵Ḅᦪ춶í:¶Çᡭ`ἠḄR4¨*EÞïðḄ¥ñᗂ! 94óô(takeacutõö±÷“take”ᙠøZ‘õöஹ⌱ú' ûüaccept”Ccut”ᙠýþ ÿ 'ஹᑤ◀ᵭ‘ᩔ‘°Weneedeveryonetotakeacutinhissalary,orelsethecompanywillhavetochoosesomepeopletoletgo.ᡃ◤⌕ᜧᔲᑣ !"#profitmargin%ᑭ“profit” ᑭ''("margin”)* ‘+,'("profitmargin”-ᢣ├0ᡠ2ᑭ'3456Ḅ89ᐵ;(<-ᢣ0=ᡂ?ᡈAḄᦪCTheprofitmarginonfruitandvegetablesislowerthanlastyear.DEFGḄ%ᑭ᳛8=EIcommongroundJKLMஹᐶO"common"‘ᐳK'("ground” 'Qᙢ(Sᙢ'"commonground”)ᢣTUVWXᵨᩭ[ᱣḄᐳᵨᙢ]^_Dᑣᵭ‘`abKLḄcdWhenitcomestoincomeagreements,we'reoncommonground.eᦈᐭh☢ḄjklmᡃᢝᨵJKḄLMreachsomemiddlegroundpᡂᢚ⊭(sJjt"reach"'ᑮp(v'5L("middle”'w6Ḅ"reachsomemiddleground”)ᢣxhyᡊ⍩⍩J|}~hvpwyᜐAjᖪᵭ‘ᢚ⊭jtYourdemandistoohigh,butifwecanreachsomemiddlegroundwemighthaveadeal.Ḅ⌕#Gᡃpᡂᢚ⊭ᡈ-ᡂystructureddeal▤Ḅjkᔠᡠ“structureddeal” ᢣᔠ⚜▤4ᡈᩩ▤l^(3"simpledeal"-----'ᓫᔠK'K"simpledea£- ¤¥4Weofferedtheagentastructureddealtomakeiteasierforhimtoagree.ᡃᔣ§├ᖪ¨k▤Ḅᔠ ©ª«ᯠKL 95turn(something/someone)downflat®ᯠ¯°"turndown1,±²²³ᨵ‘¯°'ḄL´(“flat”ᙠ±¶ ·²‘°¸ᙢஹ®ᯠᙢ'5L ¹º»¼Ḅ½Whenheaskedustopaycash,weturnedhimdownflat.¾ª⌕ᡃ¿ÀÁÂᡃeÃÄ#¾ᙢ¯°ÅÆÇÈ•ÊᝯᔲÌ1.Wesuggestacompromise--10%.2.Weproposeanalternative—10%.3.Wehaveanotherpossibility—10%.4.Wesuggestanotherapproach—10%.ÍᑨAwGᨵLÏᦋ¸hḄ¨ᫀ-ᢈÊᙢÓᵨÔ"wesuggesta(compromise)...1,‘ᡃÕk•⚗(ᢚ⊭)…'Óᵨ±ÅÚḄ ᜐ Ûܾ☢Ý┑Äßᙢ¯°¸hlàá-¨âã¨kᩭäå¸h(a±ÅÆæᨵçIÀQèéᕡḄëᵨì-ía⊤pïḄLMᓝᑖᨵᑭòhAóᖪôḄ»mᢈÊᓽᙠ⊤p'ᔲ'Âöᨵᵨᑮ‘'±᪵Ḅ½ø•ùâ▲û1.10isbeyondmynegotiatinglimit.2.10isoutsidewhereIcango.3.10isbeyondthelimitsofwhatIcandiscuss.4.10isnotacceptabletome.”…isbeyondmynegotiating'…ùâᡃḄÍᑨ▲û'aÅÆḄü²e ¸hᡠ¨Ḅᩩ±ÅÚýþÿ ᐸᫀᨵḄ▲ᡈḄᩗ▲ᕡ⌼ᡂᑨẚ !⊤#ᔲ%&ᕡḄ'()*+,ᓾ.ᜫ01•45ᢣ71.Myinstructionsaretonegotiatehardonthisdeal.2.Fvebeeninstructedtonegotiatehardonthisdeal. 963.I'vebeentoldtonegotiatehardonthisdeal.4.I'mobligedtonegotiatehardonthisdeal.89ᨵ:;⊤7<⊖>?ᩭḄ'AB^f•DDanEḄF"I'vebeeninstructedto..."oG;DRobertEḄF"Myinstructionsareto...”:;'Aᙳ〉ᵨKLMNᔠ)*PQRSTᩭU⌴45Ḅᢣ7Wᩭᑜ,ᑨḄY▲.Z[\]ᩗ^ᨵ▲Ḅ_ᜐabcde4fghijklmh.nᡂopqḄr☰ᱯu7RobertKDanḄᑨv?wxyzv?᧽xyᳮᑗḄ~~D#ᡂᢚ⊭ᫀஹᡂ᧕y:ᑣᑨᢈ◤⌕&FA.ᑭᵨ''ḄU⌴¡v.⌕¢R£Ḽ¡Ḅ¥ᦋ§Ḅ¨ᵨE¥¡vᑭᵨ“we"ᡈ"our“⊤7©ᙠ«f¬Nᡈᨩ7D«fḄ%,?;&®¯ᦻ9RobertE:"Ourcosts...Won'tgodown…"³”…wouldslashourprofitmargin."¶.ᯠ¸c;.ᙠNḄ4f⊤7>l[º\Ḅ.»¼ᙠE¡ᡈ½¾ᩩÀvᑣÁ¨ᵨTᡈ”my”yÃÄÅlÆÇÈḄᑭKÉeᐵËḄÌÍB.ÎϼᑮᑨḄ▲ÁÑÒᙠᑨḄÓÔ9Õ.vᙢ××'¼ØDÙÚḄ▲R'ᐸÛÜÝÞDßß᪵(?¼ØáxDS⌲ãäå⌕æçv¸DèᑮÙÚ▲ḄéᐚR[&⌕ḄæçSᐸ⌲ãäåᑮëìí9ᳮîÙÚḄïðv,ᑣÇ▲ò.9ó.ôõ!3.÷øùú,ᔠûBuyandSellDan4üýþÿ ᡂᢚᡷ ᡂRobertDan⊤ᨵ▲ ⍝Robertᙠ ᢚᡷ◣"#$&'(᥎*+,-./Ḅᦪ2ᕖ45┶789:*;<ᝯ>ᕖ4?@A☢ᑖDE 97GᦻIᦻRobert:Howabout15%forthefirstsixmonths,andforthesecondsixmonthsat12%,withaguaranteeof3000units?Dan:hat'salottosell,withverylowprofitmargins.Robert:It'saboutthebestwecando,Dan.Weneedtohammersomethingouttoday.IfIgobackempty-handed,Imightbecomingbacktoyousoontoaskforajob.Dan:OK,17%thefirstsixmonths,14%forthesecond?!Robert:Good.Let'sironouttheremainingdetails.Whendoyouwanttotakedelivery?Dan:We*dlikeyoutoexecutethefirstorderbythe31st.Robert:Letmerunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.Dan:Right.Wecouldn'thandlemuchlargershipments.Robert:Fine.ButFdpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon-1can'tguarantee1500.Dan:Icanagreetothat.Well,ifthere'snothingelse,Ithinkwe'vesettledeverything.Robert:Dan,thisdealpromisesbigreturnsforbothsides.Let'shopeit'sthebeginningofalongandprosperousrelationship."ᦻJREKLMᨴOᢚLMᨴᦋOOᢚQRST3(X)0UV/A&4D: ᪵ᡃ⌕ᓬḄT[\]^ᑭ9[`aREDan,ᡃbcdaeᜩg;<ᡃh⌕ijklmnᡃopqrᜧᭆuvwxᩭzV⌕{|}ᗂ 98D:ᔳKLMᨴOᢚLMᨴOLᢚ?RE<ᡃᩭDᒕAḄ⁚⚪⌕;<T4D:ᡃ(ᙠ31KSᓫREᡃimgᢇT1500U⌕ᙠ27ᑁhw31KᑮD:¡\ḄTᡃhbcd¢ᜐᳮR:¥¦ᡃᢇT1000UAᢇ2000U31wvᑮaᡃ¥(QR(§1500UD: ᡃ¨©./<nbᨵᐸ«⚪ᡃjk-DaREDan, ¬/QR(+,-ᜧ® ¢ᡃ¯°ᔠ}Ḅ²³´µDghammer(something)outm·¸¹z*Dº"hammer"»ᢣ'¾┴’ÁÂÑ┴ᡭ'Æ/·"hammerout"»ᢣ¾ᓈ©ᜧ¾┴ÈÉᡭ⌼*UU¾ᘤÌᵭ'¸¹*¨Ḅ,dThetwocountriesfinallyhammeredoutanagreement.ÎÏᨬÑÒÓᡂaÔÕempty-handedop·Ö×ØÙᙢ“empty"'oḄ'·"empty-handed”Üᡃ"ÏÝᡠg‘op’Ḅ/ßàᐰâ.⊤'bᨵᦈäThetradenegotiationswentonforthreedays,buttheyhadtogobacktotheircountryempty-handed.å¢æ᧕èᑨêaᜩëᨬᓾØÙ]íᙢqÏairon(something)out◀ðñD⚪ 99“ironout”»ᢣᵨóᧅõö⋨øùúåÌᵭ‘◀ðñ©D⚪’ûüýµᵨdåÃþÜ"hammerout”Ḅ/ßâÿ "ironout"''Ḅ ”hammerout"ᑣ‘ᵨThereareafewproblemswiththenewcomputersystemthatwehavetoironout.ᨵḄ⚪ ᡃ !"takedelivery$%&'('“take”ᙠ*!+,‘$%'"delivery”-ᢣ‘&〈ஹ1'*2345$%6 ⌕ᵨ82Wecan'ttakedeliveryofthenewmachinesuntilthebuildingisfinished.ᙠᜧ:;<=4> ᡃ ?$%〈ᩭḄAᘤexecutetheorderCDEᓫ"execute",G2 H-'DஹJK' L"carryout""executetheorder”-'CDEᓫ'IfwedidnotexecutetheorderbyMarch,wewouldhavelostalotofmoney.O?ᙠPᨴ>CDEᓫ ᡃ RSᜫᜧUVpromise bigreturnsWXᨵYZᜧḄ[\ᦈ“promise"-‘WX'"return”ᙠ*^_2 ᢣ'\ᦈ`a'bcdefgᡈiᡠkᑮḄᦈm"promisebigreturns”-n'Yo⚗Ḅᢗr[st?uᜧV'Themoneywearespendingtobuildhotelspromisesreturnsforuswithintenyears.ᡃ ᐶwx✂ᡠᢗzḄr{ WX?ᙠᓝ}ᑁ\ᦈ•$▲1.It'saboutthebestwecando.2.It'saboutasfaraswecango.3.Wecan'tofferanythingbetterthanthat.4.That'sthebottomline.ᨬ5DḄᢚᫀ5 ᢝᔲtḄ n"It'saboutthebestwecando."-‘ᡃ ᡠ?Ḅ▲⊤ᑮᑨḄ▲¢ £K¤ ¥¦᎔¨ᵫªᵨ“about” ᑣ¬ᨩ 100ᨵ®¯°Ḅ?ឋ ³´µᑖ4µᙢᦋ¹ºn»ᩭ⏨ ⌕〉¾ ¿ᩭᵫᵨÀᢈ ÃÄÅÆWᶇᑨḄÈᙢ•ÉÊ⌕Ë1.Letmerunthroughthisagain:thefirstshipment..…2.Letmecheckthisagain:thefirstshipment.....3.Letmegothroughthisasecondtime:thefirstshipment.....4.Letmegooverthisagain:thefirstshipment.....,¢⌕ÌtÅÆÍᨵÎ!ḄH ᙠᑨ¨ÏÐÑbᨵÒ⌕ᵨÅÆḄ ÓḄᩩÕᡈ"t£nÖ Ìt×Î$0"Letmerunthroughthisagain:thefirstshipment...",ØÐḄ“runthrough”H-'ÙᶍnÛZÜᙢÝÖ‘ Þ*ᨩR⌲ᩩ⌲⚗ᙢàÊ á-ÙᶍÉÊËᙠâãᖪÐ t1᧕4> çèéêḄë⚗-ìᨵÒ⌕Ḅ•íᝅï1.Let'shopeit'sthebeginningofalongandprosperousrelationship.2.Let'shopeit'sthebeginningofagreatfuture.3.Let'shopeit'sthebeginningofalongtermrelationship.4.Let'shopeit'sthebeginningofarichandprosperouscooperation.ᑨᙊñò ᯿ô⌕õöḄíᝅ÷øᦻÐRobertᡠnḄ“Lefshopeit'sthebeginningofalongandprosperousrelationship."¥-úZJᵨḄô⊤üýþᢝÿ ḄᔠᐵᵫḄᔠᐵḄᓃℳᐸᑭᱯ RobertDanḄ!ᑨ#$%&Ḅᢚ()*+,-.!ᑨ$/0123456ᙢ89ᡠ Ḅᦪ<==>>?@AAᙢBᨬDḄᦪ<ᐹFᓄH2!ᑨ5I@JHᓽḄL5M⌕OPRSTUVᨬᜧḄᑭXYZ[⌕OP\]^_I3`!ᑨᢈbcA:R⊤ eᑮ!ᑨḄg▲i!ᑨ◍ᐭlmnᑈ◅ᔣ9r=stu[Iwx@yᦻ0Dan{ឌRobertḄᢚᡷ~PZ,Robertᓽᡭᜩ^"It'saboutthebestwecando."ᩭ⌨Danᵫ*uᨩ !ᑨᨵẚḄH9ᙠᑮu`D5DanxDi_☢UB⌕¡¢@£5¤ᢝ¦ᢚᡷ 101B:◚ូªᗐ¬®¯☄UVḄ±£!ᑨZᨬᜧḄᓻ³I´µ¶¯☄VḄ·£®◍ᐭᢸᡭḄᙢ¹ᡠ^º»¼½¾UV¿ḄÀÁB¿5ᑮḄᑡÃᨬ¦³ÄyRobertÅ▭Ç´ÈÉÇÊ1500ËuÌ%ḄÍÎÏÐÑ9ᜧ¼ÒÍÎÓRobert@ÔÕ☄u@£9HÖ^×ØÙḄt⌼ᡂÙÜÝḄÞßàᑗ¬â¯ãÁäºᨵåæçᜓé@9êëZUV⌕Rºì4íᩭîï!ðLBuyandSellñᜩRobertḄòóôõë•÷ø☢ùkevinHughes,4ð⊤úû•üÊýþóÿ ᩭᙠ ᡃᩭḄᦻᦻRobert:Wefoundyourproposalquiteinteresting,Mr.Hughes.Wewouldliketoweightheprosandconswithyou.Kevin:Mr.Liu,we'velookedalloverAsiaforamanufacturer;yourcompanyisoneofthemostsuitable.Robert:Ifwecansettleanumberofbasicquestions,Fmconfidentinsayingthatwearethemostsuitableforyourneeds.Kevin:Ihopeso.Andwhatmightbethebasicquestionsyoumayhave?Robert:First,doyouintendtotakeapositioninourcompany?Kevin:No,wedon't,Mr.Liu.ThisisjustOEM.Robert:Isee.Then,themostimportantthingisthesizeofyourorders.Wellhavetoinvestagreatdealofmoneyinthenewproductionprocess.Kevin:Ifyoucanguaranteecontinuingquality,wecansignacommitmentfor75,000piecesayear,forfiveyears.Robert:AtU.S.$1000apiece,we'llmakeanaveragereturnofjust4%.That'stoogreatafinancial 102burdenforus.Kevin:Filcheckthenumberslater,butwhatdoyoupropose?Robert:Here'showyoucandemonstratecommitmenttothisdeal.Makeittenyears,increasetheunitprice,andprovidetechnologytransfer.ᦻ R:Hughesᐜ !"#$!"Ḅ%ᫀ'ᨵᐶ*ᡃ+,-./⊝12ᫀ3K:ᑢᐜ ᡃᙠ56ᔜᙢᑴ⌼ᖪ <$!"=ᨬᔠ〉ὅBCREᡃFGHIJKL⚪ ᡃᦢOᡃḄᩩQ=ᨬ〉ᔠ$!"ḄK:RSTU+VGWXKL⚪ᕖZR✌ᐜ $!"=ᔲᨵ]ᢗ_!"ZK:` ᑢᐜ 2Jᫀ3abc=RᡃdVef ᨬg⌕ḄL⚪=$!"Ḅiᓫ1klᡃmlnḄ opqᢗrᜧtḄ_uK:c⌕$!"FvwxyḄz{ ᡃ|}~il 75,000QḄᔠRQ1000ᐗḄ,ᡃḄᙳᦈ`=ᑖB2#ᡃḄᜧVK:ᡃCrUOḄᦪ eUᨵ%ZRᡃ+$!"|}2᪵⊤ᔠTᫀḄ¡]ᔠlᓝ %£ᓫ¤ ¥¦%§ᢈ©ª«¬GO 103weightheprosandcons⊝1®]¯°mᜫ²“pro”l³´µ ]¶='¸ᡂ' º»“for”¼ᐸ®¾=“con" '®#' =³´¿“contra”ḄÀᑏ º»“against"TÃÄÅᔠᵨᡂ“proandcon" ⊤'¸ᡂ,®#Ḅ]¯¼ÇÈÉ"Afterweighingtheprosandcons,wefeelitwouldbetooexpensivetobuildnewofficessoclosetoTaipei../ὃ⇋ÇÈÉÍ ᡃÎm⌕ᙠÏᓅ▬ÒÓn!" ÔÕ£Vtakeapositionin...ᢗ_»…¼×ᐭ…Ù⃩"position"l'ÛÜᙠT=ᨩkÞᐵà<áᨵᙢÛ¼ᡠ}“takeapositionin…”Ḅ]¶=ä,ᢗ_å!"ᡈåçᑜ é<êᨵëìᩗWearenotinterestedintakingapositioninthenewproject;wedon'tthinkthereisamarketforit.ᡃ#ᢗ_2⚗nçᑜïᨵᐶ* klᡃ`ðlñᨵòóagreatdealofᜧ1Ḅ“deaô=ᢣ‘÷1' "agreatdealof"^'ᜧ1Ḅ' Í☢ùú`|ᦪûü º»“alotof"ý“much”þ⌕“agreatdeal”ᨵ”oᑣᵨᩭḄ,⊤' Ḅ Iwassurprisedagreatdealatthenews.ᡃ"#$%&'ᑮ)*+,averagereturn.ᙳ0ᦈ2"averagereturn”34ᖪᵨ67ᢣ90Ḅ.ᙳᦈ2 :;ᑖ=⊤"20%averagereturnonaninvestment"-----'ᢗ? .ᙳ@ᡂḄ0ᦈ2'Evenduringtherecession,theyaredoingwell,withanaveragereturnofover15percent.BCᙠEFGHIJḄKLE┯ᨵNᡂO: Ḅ0ᑭQtechnologytransferᢈSTU“technologytransfer”BᡠXḄ‘ᢈSTU'Zᓽ\]^_`\ᱯbᢈSTUcdN]^_ef^_ghiKjjkInthepast,manycompanieshaveusedtechnologytransfertogetinformationfromanothercompany-thentheyhavebecomecompetitors.lmᨵno^_ᑭᵨᢈSTUpq]^_rst&uvᓾᡂxyzὅ 104}~1.I'mconfidentinsayingthatwearethemostsuitableforyourneeds.2.Fmconfidentinsayingthatwearethebestqualifiedforyourneeds.3.Emconfidentinsayingthatwearethebestchoiceforyou.4.Fmconfidentinsayingthatwearethebestqualifiedtohandleyourneeds.├jkHE⌕‘ὁᓬ'hᜲNᵨḄ}~ᨵurmconfidentinsayingthatwearethemostsuitableforyourneeds.1'o}~〉ᵨ4Ḅᖪᔠ⊤hi"Ḅᨬ¡ᡠ¢^.Ḅ£ᓬ¤¥¦§1.That'stoogreatafinancialburdenforus.2.That'stoobigafinancialburdenforus.3.That'stooriskyafinancialpositionforus.4.Thatplacesusinariskyposition.ᑨ©'ªṹ'¬¬®¯Ḅᨬᜧᐵ²"ª³´sµ¶H·E¸¹¹ººᙢ¼‘E½⌕¼:,'That,stoogreatafinancialburdenforus.u,"ᓽ¹º#$}~x4ᵨ77G.¿ÀÁÂ⌕ÃÄ"ᡠÅÆḄᩩȵÉiEÊὃ⇋ZÍHÎᨩ"⌕ÐÑeÒÅÆᩩÈ1.Here'showyoucandemonstratecommitmenttothisdeal.2.Here'showyoucanshowseriousintent.3.Here'showyoucanshowyoursupport.4.Here'showyoucanshowyou'recommittedtothisdeal.4ḄᖪÓᑨ©EÔ⌕Õᙢ■×"ḄØÙÚ⌕ÛÜᙢÅÆiḄ⌕Ýᦻ©RobertßàᝯᙢâᵨN$}~"Here'showyoucandemonstratecommitmenttothisdeal/'·Jã:#᪵⊤åæḄç¼è#}éuvBêëḼÅÆiḄ⌕ÝíÅÆḄᩩÈêᨵcîTïḄðᙢ 105ᱯqÅRobertKevin✌ÛᡃJêòóN´ôõö÷ᖪḄGøᐸúRobertõûIḄé⚪þᔲ ᙢ⌕ᩩᑮᨬA.☢ᑖ Ḅᖪ#$⊤&ᨈ()ᩭ+,-./0Ḅ123ᩭ+,45678&ᐜ:1;Ḅ<ᦻ@Kevin•☢B<"...yourcompanywasoneofthemostsuitable."ᩭCD/0EFKevin/PacerḄGHᙠJKᓾMᨵOᶇQR
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