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视频会议：说清运费涨价，给出替代方案，保住订单

视频会议Graham · 英国口音　Helen · 英国口音

点「看一看」，Graham 和 Helen 就在这里把这一场演一遍；轮到你开口的 5 个地方会停下来，给你看要说的意思和三种说法。

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AI角色、对话和声音都由 AI 生成，只用于练习。

这一场在哪里，发生了什么？

周二下午英国时间 3 点（宁波已是晚上），你在工位上和曼彻斯特一家家居连锁的采购开视频会议

你是宁波一家出口工厂的业务员，和曼彻斯特这家家居连锁合作了四年。航线运价上涨，下个月起 CIF 报价要涨。采购经理 Graham 说话直接，对涨价很不满，还会问工厂能不能分担一半；财务同事 Helen 也在线，她只看数字和生效日期。对方月底就要定季度预算。

和谁对话？

Graham
英国口音。家居连锁的采购经理，合作多年，说话直接，对涨价很不满
Helen
英国口音。财务同事，冷静，只关心具体数字和生效日期

你要做到什么？

先感谢对方抽时间，坦白说今天要谈运费上涨；讲清运费和单价分别涨多少，说明出厂价没变；说明 11 月 1 日起生效、10 月 31 日前确认的订单按老价格；Graham 要你分担时，给出两个替代方案（改 FOB 或拼整柜）；约定会后发新旧报价对比表，周五前拿到答复。

这一场轮到你开口 5 次：

  1. 开场报忧
  2. 讲数字
  3. 说生效日
  4. 给替代方案
  5. 约定下一步

全文：这一场怎么说？

中英对照，不用注册。每一句都能点「听」，录音就是 App 里这一场的录音，只有角色的台词。轮到你的地方，写着你想说的意思、三种说法和值得记住的说法：能说清是短句，先保证对方听懂；自然是同事平时会说的；高密度更紧凑、信息更多。

Graham

Afternoon. Helen from finance is joining us. Your email mentioned shipping costs. What's going on?

下午好。财务的 Helen 也一起。你邮件里提到运费，怎么回事？

听懂：Helen from finance 财务部的 Helen · shipping costs 运费 · What's going on? 怎么回事

轮到你：开场报忧

先感谢两位抽时间，再坦白说今天是个不太好的消息：运费涨了。

你想说的意思：谢谢两位抽时间。今天恐怕要说个不太好的消息：运费涨了。

  • 能说清
    Thank you for meeting me. I have bad news. Shipping costs went up.
  • 自然
    Thanks for making the time, both of you. I'm afraid I have some bad news: shipping costs have gone up.
  • 高密度
    Thanks for making the time, both of you. I'm afraid it's not good news: ocean freight has gone up, and I'd rather explain it directly than by email.
值得记住的说法中文
Thanks for making the time谢谢您抽时间自然的口语说法，常用于开场致谢
I'm afraid …恐怕……说坏消息前先垫一句
I'd rather explain it directly我更想当面说清楚表示诚意，不躲在邮件后面
Graham

Right. I had a feeling. So how bad is it? Give us the actual numbers.

嗯，我就猜到了。那有多糟？把具体数字告诉我们。

听懂：I had a feeling 我就猜到了 · the actual numbers 具体数字

轮到你：讲数字

讲清 40 尺柜运费从 2,800 涨到 4,100 美元，CIF 单价每件涨约 0.45 美元，出厂价没变。

你想说的意思：宁波出发的 40 尺柜运费从 2,800 美元涨到 4,100 美元，摊到每件，CIF 大概涨 0.45 美元。我们的出厂价没变。

  • 能说清
    A 40-foot container was 2,800 dollars. Now it's 4,100. So our CIF price goes up 45 cents a piece. Our factory price is the same.
  • 自然
    Freight for a 40-foot container from Ningbo has gone up from 2,800 to 4,100 dollars. That works out to about 45 cents more per piece on CIF. Our factory price hasn't changed.
  • 高密度
    Freight on a 40-foot container from Ningbo has jumped from 2,800 to 4,100 dollars. Spread over about 2,900 pieces, that works out to roughly 45 cents a piece on CIF. Our factory price hasn't changed at all.
值得记住的说法中文
has jumped from … to …从……猛涨到……比 gone up 语气更强
Spread over …摊到……上解释单价怎么算出来的
works out to …算下来是……报算出来的数字时很常用
Our factory price hasn't changed我们的出厂价没变先说清不是工厂在涨价
Helen

Okay, I'm writing that down. When does the new price start, and what about orders we're discussing now?

好，我记下来。新价格什么时候开始？我们正在谈的订单怎么算？

听懂：writing that down 记下来 · orders we're discussing now 正在谈的订单

轮到你：说生效日

说明新价格 11 月 1 日起生效，10 月 31 日前确认的订单按老价格。

你想说的意思：新价格 11 月 1 日起生效。10 月 31 日前确认的订单，都按老价格。

  • 能说清
    The new price starts on November 1st. Orders confirmed by October 31st keep the old price.
  • 自然
    The new prices kick in on November 1st. Any order confirmed by October 31st stays at the old price.
  • 高密度
    The new prices kick in on November 1st, but anything confirmed by October 31st is locked in at the old price, so there's still a window.
值得记住的说法中文
kick in开始生效比 start 更口语
confirmed by …在……之前确认by 表示截止日
locked in at the old price按老价格锁定
there's still a window还有时间窗口暗示对方可以提前下单
Graham

Honestly, the timing's awful. We set next quarter's budget at the end of this month.

说实话，这时机太糟了。我们月底就要定下个季度的预算。

听懂：the timing's awful 时机太糟 · next quarter's budget 下个季度的预算

Graham

Can't the factory take half of it? Or is this take it or leave it?

工厂不能承担一半吗？还是说要么接受要么拉倒？

听懂：take half of it 承担一半 · take it or leave it 要么接受，要么拉倒

轮到你：给替代方案

委婉说明工厂没法分担，再给两个方案：改 FOB 由他们的货代订舱，或把两个小单拼成一个整柜摊薄运费。

你想说的意思：不是非此即彼。运费我们自己扛不了，但可以改成 FOB，让你们自己的货代订舱；或者把两个小单合成一个整柜，摊薄运费。

  • 能说清
    It's not take it or leave it. We can't pay half. You can buy FOB and use your own forwarder. Or we put two small orders in one full container.
  • 自然
    It's not take it or leave it. We can't really absorb it, but we could switch to FOB, and your forwarder books the ship. Or we combine two smaller orders into one full container.
  • 高密度
    It's not take it or leave it. We can't absorb the freight ourselves, but we could switch to FOB and let your own forwarder book it, or combine two smaller orders into one full container to spread the cost.
值得记住的说法中文
It's not take it or leave it不是非此即彼直接回应对方的话，缓和气氛
switch to FOB改成 FOB 价FOB：货在中国港口装船后，运费由买方负责
let your own forwarder book it让你们自己的货代订舱
combine two smaller orders into one full container把两个小单拼成一个整柜
spread the cost摊薄成本
Helen

FOB is interesting. Our own forwarder might get us a better rate.

FOB 挺有意思的。我们自己的货代也许能拿到更好的运价。

听懂：FOB 离岸价，运费由买方负责 · forwarder 货代 · a better rate 更好的运价

Helen

But combining orders only works if both are ready to ship around the same time.

不过拼单只有在两张单差不多同时能出货时才行。

听懂：combining orders 拼单 · ready to ship 可以出货

Graham

Okay. I'm not agreeing to anything today. I want it in writing, and we have to decide by Friday anyway.

好吧。今天我什么都不答应。我要书面的，反正我们周五前也得定下来。

听懂：in writing 书面的 · decide by Friday 周五前做决定

轮到你：约定下一步

答应会后把新旧报价对比表发给两位，并说周五前等他们的决定。

你想说的意思：没问题。会后我马上把新旧报价对比表发邮件给两位，两个方案也算好，周五前等你们的答复。

  • 能说清
    Of course. After the call, I'll email you a table. It shows old and new prices. Please reply by Friday.
  • 自然
    Of course. I'll send you both a side-by-side of the old and new quotes right after the call, and I'll wait to hear from you by Friday.
  • 高密度
    Absolutely. I'll email you both a side-by-side of the old and new quotes right after this call, with both options costed out, and I'll wait to hear from you by Friday.
值得记住的说法中文
a side-by-side of ………的对比表口语里直接当名词用
right after this call会一结束就
costed out把成本算好
hear from you by Friday周五前收到你们的答复比 reply 更客气
Helen

Great. Please copy me in, so I can check the numbers before our budget meeting.

好。邮件请抄送我，我好在预算会前核对数字。

听懂：copy me in 抄送我 · budget meeting 预算会

Graham

Fine. Four years is a long time. Let's find a way to make this work.

行。合作四年不容易，我们想办法把这事做成。

听懂：make this work 把这事做成

没听清、卡住时怎么接？

这一场准备的救场的话：没听清、一时想不起词，先用一句接住，再想内容。

英文中文
Sorry, the line broke up. Could you say that again?抱歉，刚才信号断了，能再说一遍吗
Let me check that and put it in my email.我核实一下，写在邮件里给您
Just to make sure I understand, …我确认一下我理解得对不对……
Give me a second to find the numbers.稍等，我找一下数字

在开口前练这一场

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开口前 App 里的练习场景「视频会议：说清运费涨价，给出替代方案，保住订单」：情境、角色、全文、三种说法和救场的话都是 App 里的原文，录音是 App 里这一场的录音。人名和情节是虚构的。
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