商務交流範例解析

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A公司與B公司簽訂合約之後，產品的需求量大增。Jane和她的頂頭上司Jim先生擔心公司未來無法供應如此多的產品，因而召開一次內部會議。由Jane負責向與會者解說問題所在，要求各線幹部提出改善的方案。

To begin, let's take a look at the distribution contract we just signed with B Suppliers. I believe each of you has a copy.

Looking over the numbers, you get an idea of what B expects from us in terms of monthly shipments. I think you'll agree that our necks are on the line here.

This leads me to my first concern. Frankly speaking, we're worried that current productivity can not keep up with demand. Mr. Jim and I have gone over Action's operating expenses, and we believe that there is room to both expand and upgrade facilities.

The best place to start is Action's mainstay - the assembly line. What we'd like each of you to do is to go over your respective operations, make recommendations about improving production, and report back to us.

首先，我們來看看公司和B公司剛簽訂的這份配銷合約。相信各位手上都有一份。

看過合約上的數字，各位便知道B公司每個月要從我們這邊進多少貨。我想各位也都同意，我們這方面有點冒險。

我的首要顧慮就是這個問題。坦白說，我們擔心目前的生產力會趕不上需求量;Jim先生和我已經仔細查覈過公司的營運費用，我們

認爲公司還有餘力可以改良設備和提高產量。

最佳的着手點就是本公司的主幹--生產線;我們希望在座各位重新檢視自己部門的運作情形，然後提出改進的建議，再讓我們瞭解情況。

　　- 問題前導

1. To begin, let's take a look at the distribution contract we just signed with B Suppliers.

2. Let's get started by taking a look at the B distribution contract.

3. To get started, I'd like you to go over the distribution contract we just signed with B Suppliers.

在整段報告的開頭，可利用會前分發的文字數據引出今天的討論重點。值得注意的是，開頭語應力求簡潔明確。

　　- 團隊精神

1. I think you'll agree that our necks are on the line here.

2. Don't you agree that A is taking a risk with this new contract?

3. We're certainly all aware of the risks with this new contract.

請大家瞭解目前的情況時，必須注意營造出團隊的氣氛，讓每個與會者都覺得這是自己的責任，並無職位高低之分。可用"we" 、"our"或公司之名"A"，作爲句子的主語，還可用間接句型使口氣婉轉。

　　短語解說

neck(s) is / are on the line 冒險;賭運氣

這是個俚語，字面解釋有點像中文的"脖子架在刀口上"的誇張說法。引申來形容一種危險的狀況。

I hope you know what you're doing because we're really putting our necks on the line.

希望你們清楚自己的所爲，因爲我們可是冒了很大的風險。

operating expenses 公司的營運費用

這是指一家公司營運所需的各種費用，如員工薪資、辦公室或廠房租金、硬設備等等。"Operating"做"運轉的，經營的"解釋。

If our operating expenses exceed sales, we won't be able to make a profit.

我們的營運費用若比銷售所得高的話，就賺不到錢了。

keep up with 配合，保持

這個詞組是指與別人的速度或層次能相配合、能趕得上。

Can our factory keep up with the incoming orders for the next six months?

我們的工廠能保證得了下半年的訂單嗎?

in terms of... 就......來說，以......的角度來看

"Terms"在此表示"條件、狀況";介係詞"of"之後的名詞詞組即爲衡量的標準、角度。

He used to think of everything in terms of money.

他以前總以錢來衡量每件事情。

assembly line 生產線，裝配線

這是大量生產作業的裝配線，包括不同製造過程中各項機件與人員的組合。

Working on an assembly line can be incredibly boring and tiring.

裝配線的工作通常極端無聊而且累人。

　　- 問題癥結

1. Frankly speaking, we're worried that current productivity can not keep up with demand.

2. To be honest, we're worried that current productivity can not keep up with demand.

3. Basically, there is concern about productivity levels not keeping up with demand.

進一步地指明問題;但絕不說出某某部門或某人應負責這類話。注意說話者仍然使用"we"爲主詞，表示這件事大家都有責任。句子開頭可加上"Frankly speaking"、"To be honest"(坦白說)，這樣的詞彙加重口氣。

- 解決之道

1. What we'd like each of you to do is go over your respective operations, make recommendations about improving production, and report back to us.

2. What we recommend is that each of you evaluates your departments and makes recommendations for improvement.

3. We'd like to see each of you go over your operations, and think of where we can improve production.

問題點明之後，接着就提出明確的要求。用間接語法的句子如"what we'd like", "what we recommend"，可使語氣婉轉，讓聽者較沒有被命令的感覺。

　　結構分析

爲解決共同的問題而召開內部會議時，由於與會者中有上司及同級幹部，在會中發言時應採間接句型，使得語氣婉轉。

1. 請注意看

先請與會者注意一件事、一項報告或一紙合約。

2. 團隊精神

根據開場白逐漸引出問題，同時喚起大家的團隊觀念。

3. 問題癥結

指出真正的問題、困難所在。

4. 解決之道

說明應從何處着手，進而對與會者提出要求。