采购议价常用商务英语

Business is closed at this price.  交易就按此价敲定。

Your price is inacceptable (unacceptable).  你方价格可以（不可以）接受。

Your price is feasible (infeasible).  你方价格是可行（不可行）的。

Your price is workable.  你们出价可行。

Your price is realistic (unrealistic). 你方价格合乎实际（不现实）。

Your price is reasonable (unreasonable). 你方价格合理（不合理）。

Your price is practicable (impracticable).你方价格是行得通的（行不通）。

Your price is attractive (not attractive).你方价格有吸引力（无吸引力）。

Your price is inducing (not inducing).你方价格有吸引力（无吸引力）。

Your price is convincing (not convincing).你方价格有吸引力（无吸引力）。

Your price is competitive (not competitive).你方价格有竞争力（无竞争力）。

The goods are (not) competitively priced.此货的定价有（无）竞争力。

Words and Phrases

price 价格，定价，开价

priced 已标价的，有定价的

pricing 定价，标价

priced catalogue 定价目录

price of commodities 物价

pricing cost 定价成本

price card 价格目录

pricing method 定价方法

price list 定价政策，价格目录，价格单

pricing policy 定价政策

price format 价格目录，价格表

price tag 价格标签，标价条

price current (p.c.) 市价表

（二）

Price is turning high(low). 价格上涨（下跌）。

Price is high(low). 价格高（低）。

Price is rising (falling). 价格上升（下降）。

Price is up (down). 价格上涨（下跌）。

Price is looking up. 价格看涨。

Price has skyrocketed. 价格猛涨，

Price has shot up. 价格飞涨。

Price has risen perpendicularly. 价格直线上升。

Price has risen in a spiral. 价格螺旋上升。

Price has hiked. 价格急剧抬高。

Your price is on the high side. 你方价格偏高。

Price has advanced. 价格已上涨。

The goods are priced too high. 货物定价太高。

Your price is rather stiff. 你方价格相当高。

Price is leveling off. 价格趋平。

Your price is prohibitive. 你方价格高得令人望而却步。

The Japanese yen is strengthening. 日圆坚挺。

The U.S. Dollar is weakening. 美圆疲软。

Your price is much higher than the price from U.K. France and Germany.

你方价格比英、法、德的都高。

Since the prices of the raw materials have been raised, I'm afraid that we have to adjust the prices of our products accordingly.由于原材料价格上涨，我们不得不对产品的价格做相应的调整。

Your price is $500/mt, twice of the other countries.

你们每公吨500美圆的价格是其他国家的两倍。

Is it possible for you to raise (lift) the price by 5%?你们能否把价格提高5%？

Words and Phrases

ceiling price 最高价，顶价

maximum price 最高价

minimum price 最低价

average price 平均价格

base price 底价

rockbottom price 最低价

bedrock price 最低价

（三）

Price is hovering between $5 and $8.  价格徘徊于5至8美圆之间。

We regret we have to maintain our original price.  很遗憾我们不得不保持原价。

Price is easy.  价格疲软。

Price is easy off.  价格趋于疲软。

Price has declined  价格已跌落。

Price has dipped (sagged).  价格已下降。

It simply can't stand such a big cut. 再也经不住大幅度削价了。

Price has tobogganed. 价格突然下降。

Price has plummeted. 价格暴跌。

Price has downslided. 价格剧降。

This new product is moderately priced. 新产品的定价适度。

Articles of everyday use are economically priced. 日用品价格低廉。

Everyone knows, the price of crude oil has greatly decreased.人人皆知，目前原油价格大幅度下跌。

We've already cut the price very fine. 我们已将价格减至最低限度了。

The French price of stainless steel plates are about $1200 per mt, while the German price is still lower.法国的不锈钢板价格为每公吨1200美圆，德国的还要低。

We're ready to reduce the price by 5%.  我们准备减价百分之五。

To have this business concluded, you need to lower your price at least by 3%.

为达成这笔交易，你方应至少减价3%。

Business is possible if you can lower the price to HK$2150.

你方若能减价到2150港币，可能成交。

The utmost (best) we can do is to reduce the price by 2%.

我们最多能减价百分之二。

We cannot take anything off the price. 我们不能再减价了。

We've already cut down our prices to cost level.

我们已经将价格降到成本费的水平了。

There is no room for any reduction in price.价格毫无再减的余地了。

Our rock-bottom price is $500/mt, and cannot be further lowered.

我们的最低价是500美圆一公吨，不能再低了。

Words and Phrases

hover 徘徊于...，盘旋于

original price  原价

moderately 适当地，合适地；适度

economically 经济地，便宜地

stainless steel 不锈钢

utmost 极限，竭尽所能

cost level 成本费用的水平

rock-bottom 最低的

（四）

DM210 is equivalent to 400 RMB.  210德国马克折合人民币400元。

Don't you wish to employ RMB of ours? US Dollars might be adopted.

如果你们不同意用我们的人民币结算，美圆也可以。

Are you afraid of losing money due to exchange rate fluctuations?

您是不是怕由于汇率浮动而吃亏？

Words and Phrases

Hongkong Dollar  (HK$) 港元

Singapore Dollar (S$) 新加坡元

Pound Sterling (Stg.) 英镑

United States Dollar (US$) 美圆

Canadian Dollar (Can. $) 加拿大元

Deutsche Mark (DM) 德国马克

Australian Dollar (A$) 澳大利亚元

Japanese Yen (￥) 日圆

Austrian Schilling (Sch.) 奥地利先令

French Franc (F.F) 法国法郎

Italian Lira (Lire) 意大利里拉

Danish Krone (E.Kr.) 丹麦克郎

Florin (Guilder) H.Fl. (D.Fi.). 荷兰盾

Norwegian Krone (N.Kr.) 挪威克郎

Swedish Krone (S.Kr.) 瑞典克郎

Belgian Franc (BF) 比利时法郎

Swiss Franc (S.Fr. or S.F.) 瑞典法郎

to be equivalent to 相当于

to employ 用...计价，采用...

exchange rate 汇率

（五）

I can give you a definite answer on the price terms.我可以就价格条件答复你方。

You wish to have a discussion of the price terms of washers.

您是想谈谈洗衣机的价格条件吧。

Yes, all of the price terms are acceptable.

是的，哪种价格条件都可以接受的。

C.I.F. is the price term normally adopted by you, right?

C.I.F.是你们经常采用的价格条件，是吗？

Sometimes F.O.B. and C&F are also employed.

我们有时也用离岸价或成本加运费价。

You said yesterday that the price was $60/mt, C.I.F. Brussels.

您昨天说价格定为每公吨60英镑C.I.F. 布鲁塞尔。

In case F.O.B. is used, risks and charges are to be passed over to the buyers once the cargo is put on board the ship.

如果采用离岸价，货一上船，货物的风险和费用就都转给买方了。

Your price is quoted C&F Xingang at DM200 per washer, right?

你方报价是每台洗衣机200德国马克，C&F新港价，对吗？

Words and Phrases

price terms 价格条款

F.O.B. Free On Board  “船上交货价”或称“离岸价格”

C.I.F. Cost, Insurance and Freight “ 成本加保险费、运费”或“到岸价格”

C&F Cost and Freight “成本加运费”或“离岸加运费”价格

F.O.B. Liner Terms    F.O.B. 班轮条件

F.O.B. Stowed 船上交货并理舱

F.O.B. Trimmed 船上交货并平舱

F.O.B. Under Tackle   F.O.B.吊钩下交货

C.I.F. Liner terms    C.I.F.班轮条件

C.I.F. Ex Ship's Hold   C.I.F.舱底交货

F.O.B. plane 飞机离岸价（用于紧急情况）

acceptable 可以接受的，可以使用的

to pass over 转给，转嫁

to adopt, to employ, to use （某种价格术语）采用某种价格

FOR-Free on Rail  火车交货价

FOT-Free on Truck  汽车交货价

FAS-Free Alongside Ship 船边交货价

Ex Factory 工厂交货价

Ex Plantation 农场交货价

Ex Warehouse 仓库交货价

Ex Ship 目的港船上交货价

Ex Dock Duty Paid 目的港码头完税交货价

Ex Dock Duty Unpaid 目的港码头未完税交货价

Additional Words and Phrases

buying price 买价

selling price 卖价

new price 新价

old price 旧价

present price 现价

original price 原价

current price 时价，现价

prevailing price 现价

ruling price 目前的价格

going price 现价

opening price 开价，开盘价

closing price 收盘价

exceptional price 特价

special price 特价

nominal price 有行无市的价格

moderate price 公平价格

wholesale price 批发价

retail price 零售价

market price 市价

net price 净价

cost price 成本价

gross price 毛价

price effect 价格效应

price contract 价格合约

price calculation 价格计算

price limit 价格限制

price control 价格控制

price theory 价格理论

price regulation 价格调整

price structure 价格构成

price support 价格支持

bargain 讨价还价

extra price 附加价

price ratio 比价

price per unit 单价

price index或price indices 物价指数

price of factory  厂价

1）

A: We can offer you this in different levels of quality.

B: Is there much of a difference in price ?

A: Yes ,the economy model is about 30% less.

B: We‘ll take that one .

A:这产品我们有三种不同等级的品质。

B:价钱也有很大的分别吧？

A:是的，经济型的大约便宜30%。

B:我们就买那种。

2）

A: Is this going to satisfy your requirements ?

B: Actually , it is more than we need .

A: We can give you a little cheaper model .

B: Let me see the specifications for that .

A:这种的合你的要求吗？

B:事实上，已超出我们所需要的。

A:我们可以提供你便宜一点的型式。

B:让我看看它的规格说明书吧。

3）

A: You‘re asking too much for this part .

B: we have some cheaper ones .

A: What is the price difference ?

B: The basic model will cost about 10% less .

A:这零件你们要价太高了。

B:我们有便宜一点的。

A:价钱差多少？

B:基本型的便宜约10%左右。

4）

A: How many different models of this do you offer?

B: We have five different ones .

A: Is there much of a price difference .

B: Yes, so we had better look over your specifications.

A:这个你们有多少种不同的型式。

B:五种

A:价钱有很大的差别吗？

B:是的，所以我们最好先把您的规格说明细看一遍。

5）

A: The last order didn‘t work out too well for us

B: What was wrong?

A: We were developing too much waste .

B: I suggest you go up to our next higher price level.

A:上回订的货用起来不怎么顺。

B:有什么问题吗？

A:生产出来的废品太多了。

B:我建议您采用我们价格再高一级的货

6）

A: Did the material work out well for you ?

B: Not really .

A: What was wrong?

B: We felt that the price was too high for the quality .

A:那些材料进行的顺利吗？

B:不怎么好。

A:怎么啦？

B:我们觉得以这样的品质价钱太高了。

7)

A: Has our material been all right ?

B: I‘m afraid not .

A: Maybe you should order a little better quality

B: Yes, we might have to do that .

A:我们的原材料没问题吧？

B:有问题呢。

A:也许您应该买品质好一点的

B:是呀，恐怕只有这么做了。

8)

A: I think you had better come out to the factory .

B: Is there something wrong .

A: Yes ,your last shipment wasn‘t up to par .

B: Let’s go out Ａnd have a look at it .

A:我看你最好走一趟工厂，

B:出了什么事吗。

A:嗯，你上次送去的货没有达到标准。

B:走，我们去看看?

9)

A: I want you to look at this material .

B: Is this from our last shipment ?

A: Yes ,it is .

B: I can see why you are having some problems with it .

A:我要你看看这材料！

B:这是上次叫的货吗？

A:是啊。

B:我明白为什么你用起来会有问题了。

10)

A: I would suggest that you use this material instead of that .

B: But that costs more .

A: But you will get less waste from this .

B: We‘ll try it once .

A:我建议你改用这种替代那种。

B:可是那样成本较高。

A:但可以减少浪费。

B:那么就试一次看看吧。

11)

A: Our manufacturing costs have gone up too much .

B: You might try one of our cheaper components .

A: Let‘s take a look at your price list again

B: Sure . I‘ll bring it in next week .

A:我们的制造成本增加太多了。

B:你试试这种较便宜的组件怎样？

A:我再看一次你们的价目表吧。

B:好哇 ，我下个礼拜带过来。

12)

A: This is the best material we have to offer .

B: Actually ,I don‘t think we need it to be this good .

A: I can let you have this kind cheaper .

B: Let‘s do that .

A:这是本公司所供应的最好的原料。

B:说实在的，我并不认为我们用得着这么好的，

A:我可以算你便宜一点。

B:那就这么说定吧?

13)

A: How is the new material working out for you ?

B: Fine .we‘re saving a lot of money with it .

A: I‘m glad to hear that .

B: It was a good suggestion .thanks .

A:新原料用得如何？

B:不错，节省了不少的钱，

A:听你这么说真高兴。

B:你建议得不错，谢谢。

14)

A: How many would you like to order ?

B: Is there a minimum order ?

A: No ,we can ship in lots of any size .

B: We‘ll try one case of this .

A:您要订多少？

B:有最低订购量的限制吗？

A:没有，任何数量都可以出货。

B:那么，这种的就试一箱吧

15)

A: We‘re ready to take your order now.

B: We want to try this component as a sample.

A: I can send one for you to try .

B: Yes , please do that .

A:你们现在可以下订单了。

B:这种组件我们想试个样品看看。

A:我们可以寄个给你试用。

B:好，那就麻烦你了。

16)

A: How many would you like to order ?

B: How do they come packaged ?

A: In cases of 100.

B: We‘ll take 500.

A: 您要订多少？

B：货是怎样装的呢？

A:一箱装100个。

B:我们要500个

17)

A: We need seven of these .

B: They come in cases of five .

A: Then ,send two cases please .

B: Good . thank you for the order .

A:我们要七个这种的。

B:它们是五个一箱。

A:这样的话，就送两箱吧。

B:好的，谢谢你的订货。

18)

A: We can‘t handle an order that small .

B: What is the minimum we would have to order .

A: 300 pieces .

B: I see ,send those ,then .

A:这么少的数量，我们不能接受。

B:那么我们至少得订多少呢。

A:300个

B:哦，那就300个吧。

19)

A: We have a problem with your order .

B: What is it ?

A: We can‘t split open a case to fill your order .

B: I‘ll see if we can take the whole case .

A:你订的货有点问题。

B:什么问题。

A:因为我们不能拆箱来凑足你的订量。

B:那我考虑看看是不是可以买整箱。

20)

A: Do you offer any quantity discounts ?

B: No, we don‘t.

A: Then give us three cases of this .

A:大量购买有折扣吗？

B:不，没有。

A:那么这种的就买三箱好了。

We want to develop direct contact with Continental buyers for ourselves.

我们想为自己的公司同欧洲大陆的买主建立起直接的联系。

We see that your firm specializes in Light Industrial Goods, and we are willing to establish business relationship with you.

得知贵公司专门经营轻工业品，我们愿意与贵公司建立业务关系。

We are one of the largest importers of Electric Goods in this city, and we wish to establish business relationship with you.

我们是此地最大的电器进口商之一，愿意与你们建立业务关系。

We are willing to enter into business relationship with your company on the basis of equality and mutual benefit.

我们愿在平等互利的基础上与贵公司建立业务关系。

Our two countries have had trade relations for ten years.

我们两国之间已经有了10年的贸易关系。

We've never had any difficulties with our Chinese partners, and we'd like to make as many new contacts as we can.

和中国同行共事从来没有什么困难，希望今后我们之间尽可能多地建立新的关系。

We have made a very good start in our business with Japan.

我们和日本在业务上有了良好的开端。

Our company is thinking of expanding its business relationship with China.

我公司想扩大与中国的贸易关系。

As is known, we set great store by the trade relationship with the third world countries. 众所周知，我们十分重视同第三世界国家的贸易关系。

We look forward to reactivating our business relationship.

我们盼望我们的业务关系重新活跃起来。

We shall welcome a chance to renew our friendly relationship.

很高兴能有机会来恢复我们的友好关系。

We'll try our best to widen our business relationship with you.

我们将尽力扩大同你们的贸易关系。

We're writing you in order to establish business relationship.

我们写此信是为了与你方建立业务关系。

The arrangement will contribute to cement our pleasant relationship.

此项安排将有助于巩固我们良好的关系。

We're willing to restore our business relationship.

我们希望能恢复贸易关系。

It will be advantageous if steps are taken to resume our business relationship on the basis of mutual benefit.

如果我们采取措施在互利的基础上恢复业务关系，对我们都是有利的。

The depressed market results in the stagnation of trade.

市场萧条导致贸易停滞。

We have been doing quite well in our business, we are willing to open an account with you. 我们的生意一直做得不错，希望能与你们建立帐户往来关系。

Words and Phrases

business association 业务联系，交往

business connection 业务联系

close relationship 密切的关系

closer ties 更密切的关系

to establish(enter into, set up)business relationship 建立业务关系

to continue business relationship 继续业务关系

to present business relationship 保持业务关系

to improve business relationship 改善业务关系

to promote business relationship 促进业务关系

to speed up business relationship 加快业务关系的发展

to enlarge (widen) business relationship 扩大业务关系

to restore (resume) business relationship 恢复业务关系

to interrupt business relationship 中断业务关系

to cement business relationship 巩固业务关系

They mainly trade with Japanese firms. 他们主要和日本商行进行贸易。

For the past five years, we have done a lot of trade with your company.

在过去的五年中，我们与贵国进行了大量的贸易。

Our trade is conducted on the basis of equality.

我们是在平等的基础上进行贸易。

There has been a slowdown in the wool trade with you.

和你们的羊毛贸易已有所减少。

Our foreign trade is continuously expanding.

我们的对外贸易不断发展。

Trade in leather has gone up (down) 3%.

皮革贸易上升（下降）了百分之三。

Trade in general is improving.

贸易情况正在好转。

Our company mainly trades in arts and crafts.

我们公司主要经营手工艺品。

They are well-known in trade circles.

他们在贸易界很有名望。

We trade with people in all countries on the basis of equality and mutual benefit. 我们在平等互利的基础上和各国人民进行贸易。

To respect the local custom of the buying country is one important aspect of China's foreign policy.

尊重买方国家的风俗习惯是我国贸易政策的一个重要方面。

Our purpose is to explore the possibilities of developing trade with you.

我们的目的是和你们探讨一下发展贸易的可能性。

Words and Phrases

foreign trade 对外贸易

overseas trade 海外贸易

international trade 国际贸易

to trade with 和...进行贸易

to do business in a moderate way 做生意稳重

to do business in a sincere way 做生意诚恳

to make a deal 做一笔交易

deal 交易，经营，处理，与...交往

to deal in 经营，做生意

to explore the possibilities of 探讨...的可能性

trade circles 贸易界

to handle 经营某商品

to trade in 经营某商品

business scope/frame 经营范围

trading firm/house 贸易行，商行