2019年浙江自考《国际商务英语》试题复习 （三），由浙江自考网整理，供自考生复习。
二、英译汉
Most companies use salesmen in the domestic market because experience has shown that a good salesman is worth the price. If it is decided to sell through an agent he should be the company’s representative and sales man in the overseas target market and be regarded as an integrate part of the company. The services provided will vary, depending on what has been agreed upon, from the most simple intermediary contract with buyers to a complete range of marketing service.
From the exporters’ point of view, one advantage of the commercial agent is that the agents’ commision is usually proportional to the sales he attained. To the principals, this means“no sale—no cost”, it is important to keep the agent continuously informed of the principal’s intention.
许多企业在国内市场都在利用推销员进行销售。经验表明，花钱雇一个好的推销员是值得的。如某一公司决定通过代理商出口，这一代理商应该是该公司在国外目标市场上的推销员员，并被视为该公司不可分割的一部分。代理服务项目各有不同，要以协议而定，从与买主的联骆到整个销售服务。
对出口商来说，利用代理商服务的好处在于：代理商的佣金是根据他的推销金额按比例支付的，也就是说，“没有销售，就没有费用”。委托人要经常使代理商明确了解自己的意图，这一点很重要。
Price and pricing policy play an important role in all marketing strategy. It is worthwhile for any exporter to pay special attention to pricing before coming to grips with overseas buyers.
Overseas purchasers are generally reputed to be professional, knowledgeable and possessing solid information as a basis for their decisions. In most cases, hey are guided in their business activities by a budget which in turn is based on direct costing. This means that to them the purchase price is but one cost element among sever-al others and that the total cost does not accrue until the goods have been sold to the next customer. It is therefore irrelevant to the purchasers whether they can lower the price by bargaining or, as an alternative, make the sellers take over part of their other other costs for the product. Such peripheral costs may include special packaging, price marking.
价格和定价政策在所有销售策略中起着很重要的作用。出口商在与国外买主接触之前特别注意定价问题是值得的。
国外买主一般都被视为熟悉专业，知识面广，掌握着其决策基础的确切信息。在大多数情况下，他们在业务活动中都是以预算作为指导，而预算又是根据直接费用制订的。这就是说，对他们来说买价只不过是诸多成本因素中的一个因素，直到货物售予下一个客户之前，总的费用不能增加。因此，是通过讨价还价降低价格，还是作为替代办法，让卖主承担产品的其他部分费用，对买主来说都没有多大关系。这样的边缘费用可能有特殊包装、价格标签，其他标志等。
The relationship between a sales person and a client is important: both parties want to feel satisfied with their deal and neither wants to feel cheated. A friendly, respectful relationship is more effective than an aggressive, competitive one.
A sales person should believe that his product has certain ad-vantage over the competition. A customer wants to be sure that he is buying a product that is good value and of high quality. No one in business is going to spend his company’s money on something they don’t really need(unlike consumers, who can sometimes be persuaded to by“useless” products like fur coats and solid gold watches!)
销售人员和客户之间关系是很重要的，双方都希望能对他们的买卖感到满意，并且没有一方希望感到被欺骗。一种友好的、相互尊重的关系要比一种攻击性和竞争性的关系更有效。
一个销售人员应当相信他的产品在竞争能力中具有某种优势。一个顾客则需要相信他要买的东西是有好的价值和高品质的。在生意中，没有一个人会将他公司的钱花在他们并不真正需要的东西上。(不像顾客，他们有时会被说服而购买一些毛皮大衣和包金手表这样的“无用”产品!)
In the postwar period MNCs have acquired a global pres-ence. As one statistic indicates, for most of the postwar period stocks and flows of FDI have grown faster than world income, and sometimes trade, particularly during the 1960s and since the mid-1980s. Stock measures in particular are subject to margins of error because of the difficulties with estimating their growth. Even so, it is indisputable that multinationals have become major players in the world economy: apart from the 1970s and early 1980s, the turnover of the largest 500 companies has grown faster than world output. MNCs now account for the majority of the world’s exports, while sales of foreign affiliates exceed total global exports. Furthermore, as MNCs have grown ,there has been a significant Tran nationalization of production expressed in the emergence of global production and distribution networks.
在战后，多国公司获得了全球性的发展。正如一项数据统计所显示的，在战后相当的一段时间内，特别是在60年代至80年代中期，证券和外国直接投资数量按世界收入增长要快，有时甚至要快于贸易增长的数量。但需指出的是，因为在计算证券投资增长量存在困难，它的数字会存在误差。尽管如此，毋庸置疑，多国公司已经成为世界经济中的主要玩家。若抛开70年代和80年代早期的话，500家大公司的产值增长速度远超过世界的总产值增长速度。多国公司目前的出口占据了世界出口的大多数，其在海外的分支机构的销售额超过了世界出口总额。而且，随着多国公司的壮大，已经形成了一个全球性的生产和分销网络生产多国化的明显趋势。
Economists’ argument for free trade is that opening up markets to foreign suppliers increases competition. Without free trade, domestic companies may have enjoyed monopoles or oligopolies(求大于供的市场情况)that enabled them to keep prices well above marginal costs. Trade liberalization will undermine that market power. Competition should also spur domestic companies to greater efficiency because they will not be able to costs of slackness in higher prices.
In addition, free trade means that firms are no longer limited by the size of their home country, but can sell into bigger markets. In industries where average production costs fall as output increases, producing economies of scale, this means lower costs and prices. In such industries, trade also increases the variety of products on offer.