Part A Situational Dialogue
Communicative Scene 1
Making General Inquiries
（Mrs. Hanna, the Import Manager of Robinson Textiles Import Company, is making a general inquiry with Textiles Limited Corporation.）
Hanna：Good afternoon. Is this Textiles Limited Corporation?Xue：Yes, it is.May I help you?
Hanna：This is Anna Hanna from Robinson Textiles Import Company. We have seen your advertisement in China Daily.Your textile products in the advertisement look really marvelous.
Xue：Oh, really?
Hanna：We are importers of fabrics. We have made a market research and found a promising market in our country for the textiles you listed in your advertisement.1 So we are considering to broaden our business in Chinese market.2
Xue：Um. What a great idea！May I ask what kinds of products you are interested in?
Hanna：We are interested in the piece goods and made-up goods. 3
Xue：Er, you know, we are a large textiles manufacturing corporation turning out high quality dyed fabric, printed fabric and 100%cotton garments. 4 We are making a variety of garments such as jackets, shirts, skirts, pants, jeans, pajamas and sport suits for men, women and children.5
6 Hanna：Wow！That's really something！
Xue：After China entered the WTO, our textiles have become more and more competitive in the world market.
Hanna：This is the reason we are getting in touch with you.
Xue：We are willing to enter into business relations with your firm.
Hanna：I think so, too. I believe that our trade relationship will be expanded continuously through our joint efforts.
Xue：I couldn't agree more.
Hanna：Would you please send us catalogues and necessary information for our reference?
Xue：Certainly. We are going to send you illustrated catalogues and some free samples by EMS for your consideration.
Hanna：We shall appreciate it if you will give us your price list for these garments.
Xue：OK. We are glad to do that.But these prices are subject to our final confirmation because the prices of raw materials keep rising recently.7
Hanna：Oh, goodness！We hope they are reasonable prices.
Xue：Don't worry, Mrs. Hanna.Our prices are still very competitive in spite of the rising prices of raw materials.
Hanna：I wouldn't mind knowing about your normal export terms.
Xue：We usually make an offer on basis of FOB on our price list. 8 If we know your destination, we'll quote CIF or CFR as the clients required.
Hanna：Fine. Do you allow commission?
Xue：No problem.
Hanna：OK. Let's get the ball rolling.9
Communicative Scene 2
Making Specific Inquiries
（Mr. Penn, who comes from a Canadian Import Company, is making a specific inquiry.）
Penn：Miss Yang, I'd like to thank you for your leaflet together with the sample which I received on Monday.
Yang：My pleasure.
Penn：We are particularly interested in well-favored electric irons.
Yang：Very good. Which model do you prefer?
Penn：We are in the market for your Model E013 and Model E016. Its power source is AC 220V，1000W, but I am not clear about the type of steam generation.
Yang：They are drip type.
Penn：Do you have them in stock now?10
Yang：Yeah. They are available for export.
Penn：That is exciting！As Thanksgiving Day is drawing near, we need these products urgently. When will you be able to make shipment for these goods?
Yang：Don't worry. We'll make prompt shipment according to your requirement.
Penn：Fine. I'll be grateful to you for quoting me competitive prices CIF Vancouver, for these two models.
Yang：Okay. But could you tell me the quantity you want so that we can work out the quotation for you?
Penn：We are going to order 100，000 sets of electric irons, that is，50，000 pieces each of the two models. 11
Yang：I see. The total electric irons you need are 100，000 sets.
Penn：Exactly.
Yang：I guess you must notice the soaring prices of raw materials in the world market recently.
Penn：Oh goodness！I hope you're not kidding. Can you keep competitive prices?
Yang：I'm not going to kid you. However, in view of our newly established good relationship, we'll keep our prices unchanged in spite of the rising prices of raw material.
Penn：I'm delighted to hear it. By the way, could you kindly send us a Proforma Invoice for electric irons?
Yang：Oh, you need Proforma Invoice?
Penn：Yeah. It will enable us to make the necessary preliminary import arrangements.
Yang：I understand.
Penn：We're looking forward to your reply to our inquiry soon.
Yang：I will.
Communicative Scene 3
A First Inquiry
（Mr. Hart is making a first inquiry to the supplier whom he has not previously dealt with.）
SEC：Good afternoon. Furniture Enterprise Company.
Hart：Hello. Could I speak to Mr.Fu, please?
SEC：Just a sec.，please.
Fu：Hello, Fu speaking.
Hart：This is Hart speaking. Chamber of Commerce in our country has recommended your name and firm to us.We are glad to note that you specialize in handling new types of furniture.
Fu：Yes, that's good. What particular items do you need?
Hart：We are very interested in your rattan furniture.
Fu：Good. We have been in this line for 25 years.We are making new designs of wood, rattan, bamboo and wicker furniture and products.Our rattan furniture enjoys good reputation in the world market.
Hart：Yes, I believe your rattan furniture may find a ready market in our area. 12
Fu：I feel the same way. 13
Hart：We shall be pleased if you quote us competitive prices in Eurocurrency CFR EMP for rattan furniture.
Fu：Thank you for your inquiry.
Hart：We'd like to stress the important of the competitive prices since our customers are very sensitive to the prices. 14
Fu：We assure you that the prices we quote are competitive enough to induce business.
Hart：Thanks. If the prices are workable, we are planning to place a trial order with you for the first time.15
Fu：I see.
Hart：The large orders will follow when our clients see your rattan furniture.
Fu：I hope so.
Hart：Could you do me a favor by sending us more copies of your relevant brochures?16 We need them to send out to our customers.
Fu：Certainly.
Hart：We are expecting your offer.
Fu：We'll calculate and let you know as soon as possible.
Words and Expressions
1.dyed fabric 色布
2.printed fabric 花布
3.garment n.服装，cotton garments 全棉服装
4.pajama n.睡衣
5.FOB（Free on Board）船上交货价
6.quotation n.报价
7.CIF（Cost, Insurance and Freight）成本加保险费和运费
8.CFR（Cost and Freight）成本加运费
9.leaflet n.活叶说明
10.brochure n.小册子
11.well-favored 漂亮的，吸引人的
12.electric iron 电熨斗
13.steam generation 蒸汽发生方式
14.drip type 滴下式
15.Proforma Invoice 形式发票
16.preliminary arrangements 预先安排
17.SEC（Secretary）秘书
18.EMP（Europe Main Port）欧洲主要港口
19.rattan furniture 藤制家具
20.wicker n.柳条
adj.柳条的
21.calculate v.计算
22.fabric n.织物，布
Notes
1.We have made a market research and found a promising market in our country for the textiles you listed in your advertisement.
近来我们做了市场调查，发现你方刊登的纺织品广告在我国市场前景广阔。
promising market 市场前景广阔
相关表达：
booming market 市场繁荣
brisk market 市场景气
bull market 多头市场，市场行情看涨
bullish market 牛市
declining market 市场衰退
depressed market 市场萧条
dull market 市场呆滞
2.We are considering to broaden our business in Chinese market.
我们想把生意扩大到中国市场。
① broaden vt.&vi.扩大，拓宽，扩大影响。主要指拓宽、增长（知识）等。
The college students broadened their experience by taking part-time job.
大学生通过兼职工作增长经验。
Good films broaden/widen our outlook/mind/horizon.
好影片使我们视野开阔。
② widen vt.&vi.使变宽，扩大
但 widen the opportunity（扩大机会）不能用broaden the opportunity。
③ expand v.扩展。主要指范围、数量、重要性、尺寸、体积方面的扩大。
We discuss the plan to expand business.我们商议扩展业务的计划。
3.We are interested in the piece goods and made-up goods.
我们对布匹和纺织成品很感兴趣。
① made-up goods 本文指纺织成品
② made-up 性格，气质；组成，构成；化妆（品）
4.We are a large textiles manufacturing corporation turning out high quality dyed fabric, printed fabric and 100%cotton garments.
我们是一家大型纺织品生产公司，生产高质量的色布、花布和全棉服装。
① turn out 生产，证实，发觉是，原来是，关闭
② manufacture/produce/make 生产
The survey shows that Chinese families prefer electrical appliances turned out by Chinese companies rather than foreign-made ones.
调查表明中国家庭喜欢购买国产家电而不是国外制造的产品。
③ to be found to be 证实发觉是，原来是，结果是
That kind gentleman turned out to be an industry analyst.
那个慈祥的绅士原来是个行业分析家。
④ turn off 关闭
Please make sure to turn off the computer before you leave.
在离开时请务必关机。
5.We are making a variety of garments such as jackets, shirts, skirts, pants, jeans, pajamas and sport suits for men, women and children.
我们生产多种男女服装和童装，例如：夹克衫、衬衫、裙装、裤子、牛仔服、睡衣和运动装。
a（considerable, great, wide）variety of 品种繁多
相关表达：
various kinds of
all kinds of
a range of
6.Wow！That's really something！
哇，真了不起！
① be something 了不起，重要
口语中something 表示重要的人物或事情（非正式用法）
He thinks he is something but actually he is nothing.
他自以为是个重要的人物，可是其实没啥了不起。
7.But these prices are subject to our final confirmation because the prices of raw material keep rising recently.
但由于近期原料价格不断上涨，这些价格应以我方最后确认为准。
① be subject to 依……而定的，以……为准
The price of the export commodity is subject to the fluctuation exchange rate.
出口商品的价格视外汇波动而决定。
8.We usually make an offer on basis of FOB on our price list.
我们在价格单上通常报FOB价格。
① on（the）basis of FOB/on FOB basis 在FOB的基础上
It is our usual practice to do business on the basis of L/C.
在信用证的基础上做生意是我方的惯例。
9.Let's get the ball rolling.
那就开始干吧。
① Get the ball rolling.这是一句谚语，意思是开始某事并使之运作起来。
Let's get the ball rolling on the performance.让我们开始表演吧。
一旦有了良好的开端，则可使用Keep the ball rolling表示继续的意愿。10.Do you have them in stock now?
你现在有现货吗？
① in stock 现货，库存
The new type of computer is out of stock, but the similar one is in stock.
这种新型电脑缺货，但类似的型号有现货。
相似词组：
from stock 现货供应
come into（to）stock 库存有货
a stock of 一批……现货
out of stock 缺货，无货
no stock on hand 手头无存货
11.We are going to order 100，000 sets of electric irons, that is，50，000 pieces each of the two models.
我们打算订100，000 台电熨斗，即两种型号各50，000台。
① that is 即，也就是
Could I have your firm price quotation CFR Oslo, that is, the final and firm offer?
何时能得到贵方到奥斯陆（挪威首都，港口）的CFR实盘，即最后一次有效的报盘？
② 同义词namely, specifically, that is to say 即，那就是说，明确地
12.I believe your rattan furniture may find a ready market in our area.
我相信贵方的藤制家具在我国市场会旺销。
① find a ready market 旺销，畅销
② be in the market for 想购买
We are in the market for your electronic appliances.
我们想购买贵方的家用电器。
13.I feel the same way.
我有同感。
当你完全同意别人的观点，可以用I feel the same way.这句话，不但让你避免把同样的话
再重复一次，帮你省了不少口舌，还可以让对方感受到自己的意见被尊重。
14.We'd like to stress the important of the competitive prices since our customers are very sensitive to the prices.
需要特别强调的是竞争性的价格，因为我方客户对价格特别敏感。
sensitive
（1）敏感
She is sensitive to what people think of her.
她对别人如何想她很敏感。
（2）易波动的（价格，行情）
sensitive price 价格波动
sensitive stocks 行情起落的股票
15.If the prices are workable, we are planning to place a trial order with you for the first time.
若价格可行，我们准备首次向贵方下试订单。
① place a trial order with sb.向某人下试订单
② place an initial order with sb.初次向某人下订单
16.Could you do me a favor by sending us more copies of your relevant brochures?
能否帮忙寄上更多相关宣传小册子，以便我们分发给客户?
请人帮忙比较正式而礼貌的表达，常用Could you do me a favor?/Could you give me a hand?/May I ask a favor of you?
有时候请别人帮忙不太好意思说时，可以婉转地说：
Could you do me a little favor?能不能帮我一个小忙？