《宋氏快译》英汉对照（23）：这10句话别对经销商说

《宋氏快译》英汉对照（23）：这10句话可别对经销商说

Things to Never Say to a Dealer
by Bengt Halvorson
Monday, October 29, 2007


根本不能对经销商说的话

本格特。哈尔沃森 文 宋德利 译




The dealership experience can be extremely stressful, but it doesn't have to be. You could know everything there is to know about the cars you're considering, but that's only a fraction of the buying process. If you want that seductive new sedan at a good price, you're probably going to need to know what to say — and more importantly, what not to say.

与经销商打交道可能极其紧张，但也不尽然。你对自己想买的汽车，该知道的也许都可以知道，但这只是购买过程的一部分。如果你想以好价钱买下自己心仪的新车，也许你该知道自己应当说什么- 但更重要的，却是不应当说什么。


Some people loathe the whole car-buying experience simply because they anticipate getting conned. A few hundred dollars isn't a big deal on the price of a luxury car, but it's the idea of smart shopping and that sense of getting a good deal that's especially important. For luxury car buyers — notoriously labeled the shrewd shoppers — a good deal is icing on the cake.

一些人什么购车经验都不喜欢听，这仅仅因为受骗上当早已在他们的预料之中。（在他们看来）区区数百美元与一辆豪华车的价格相比，实在是小菜一碟，然而精明购物的思想与做一笔漂亮生意的理念，却是特别重要的。对于豪华车的买主来说 – 遭恶搞被贴上了精明买主的标签 – 做好一笔生意就是在蛋糕上滑冰。


注释：
isn't a big deal，并不是一件大事。说白了不就是“小菜一碟”吗？ Some people loathe the whole car-buying experience simply because they anticipate getting conned.直译：一些人对所有的购车经验都讨厌，这仅仅是因为他们预见到了会受骗。这其实已经很清楚，也很通顺了。我在这里卖弄了一下文笔，写得比较活：受骗上当早已在他们的预料之中。notoriously labeled the shrewd shoppers，被人贴上精明的购物者而名声大坏，其实用当今流行词“恶搞”，译成“遭恶搞被贴上了精明买主的标签”，我觉得不错，又生动，又风趣，也比较贴切。



"The educated consumer is the one who will drive away with the best deal and the best experience," says Rob Gentile, director of car-buying products at Consumer Reports.
To help you take the driver's seat in the buying experience, first learn to play the game, and you might even end up doing some smooth talking of your own.

“有教养的消费者就是一个最佳成交与最佳经历双丰收，开着新车扬长而去的人，”购车产品部经理罗伯。简泰勒在消费者调查报告中这样说。为了帮助你在购买经历中赢得司机宝座，你首先要学学游戏规则，这样你或许在大功告成之际甚至还能牛气十足地侃一侃自己旗开得胜的经历。

注释：
To help you take the driver's seat in the buying experience，直译：在购车经历中取得司机的座位。其实就是买到了车。但这样活译还不如直译更形象，因此究竟选择直译还是意译要看具体情况。尤其这句，把座位改称“宝座”就更显得直译的风趣幽默。you might even end up doing some smooth talking of your own，直译：你或许甚至会以对自己滔滔不绝地谈论一番而结束。其实就是购车结束之后，你可以对自己购车凯旋而归的喜悦心情和朋友们吹嘘一通。我在这里多说了几句，似乎比较生动。不知这样略带文学色彩的翻译在这里是否恰当。



Ready, Set, Go!

预备，起，跑！

1. "I'm ready to buy now."

1。“我现在就准备买。”

This is an admission of weakness and an invitation for the dealer to throw out a price that's slightly below the manufacturer's suggested retail price (MSRP) to see if you'll take the bait. It shows that you're too eager and willing to consider an offer, and it also gives salespeople the advantage by allowing them to talk you up as opposed to you talking them down. But by adding some very precise parameters, you'll sound confident and strong from the start.

这样说就是揭自己懦弱的疮疤，也是在请商人抛出一个略微低于厂商建议零售价的价格，看看你是否要上钩。这表明你心太急，愿意考虑对方的递价，而且还让售货人占了上风，因为你已经允许他们通过谈话，把你要付的价格提高，而不是相反把他们的出价压低。但是，如果你略施小计，那你从一开始就会显得自信与坚强。

注释：

an admission of weakness，承认自己的弱点，可以灵活一些，译成“揭自己软弱的老底 或疮疤”。manufacturer's suggested retail price (MSRP)， 厂商建议零售价格，是不含税的。some very precise parameters，一些十分明显的参数。不如说“略施小计”容易懂。


"Don't let them know that you're ready to buy without being very particular. If you're ready, say that you'll buy, but only under these particular conditions," says Gentile.

“没有特殊情况，不要让他们知道你准备买。如果你确实准备好了，那你就说要买，但是仅仅在这些特殊情况下（才可以这样说），”简泰勒说。


There are two schools on negotiating. Going into the process, Gentile reminds consumers to be wary of the dealer cost. Consumer Reports has something called wholesale price, which is the normal dealer invoice price minus all relevant rebates and incentives. Similarly, most longstanding price-information services advise buyers to research the dealer invoice, along with any relevant incentives, then make a lowball offer that's maybe just a few hundred dollars above invoice. The dealer will follow your figure with a counteroffer that then allows you to go back and forth until there is a compromise.

有两种谈判。一旦进入谈判进程，简泰勒提醒消费者要小心留意商家的成本。消费者调查报告有一种被称之为批发价的东西，这就是通常的商家发票价格减去所有相关回扣费和奖励津贴。类似的情况是，长期存在的价格信息服务都建议买主去调查经销商那些附加相关奖励津贴的发票，然后再向卖主提出一个较低的递价，这个价格也许只比发票高出几百元。卖主将会提出一个还盘（回价）来回应你，这样就会让你像走路那样来回盘桓不止，直到达成一项妥协。


注释：
这段比较专业，我也没有买过车，不知这样译是否正确，因此仅供参考。还望有经验或懂行的朋友指正。



Conversely, a second school believes that making the first offer puts the buyer in a weak position. "When you make an offer on a car, you're digging yourself into a hole," says James "Spike" Bragg, a consumer advocate and founder of Fighting Chance, an information service for new-car buyers. "That offer will be as good as it gets. There's so much today in 'under the radar' sales incentives to dealers, you don't want to limit yourself."

与之相反，第二种谈判认为第一次递价会将买主置于一种弱势地位。“当你对一辆汽车递价的时候，你就是在将自己塞进一个洞，”詹姆斯布拉格说。此人绰号“牛市”，他既是一位消费者，也是那家专向新车买主提供信息的“奋斗机遇”机构的创始人和鼓吹者。“那个递价自然是很不错的。当今在“暗箱销售”中支付给经销商的回扣中，刺激经销商的东西实在太多，谁也不嫌钱扎手。”


注释：
says James "Spike" Bragg, a consumer advocate and founder of Fighting Chance, an information service for new-car buyers，实在太长太复杂。直译：詹姆斯“牛市”布拉格说。他是向新车买主提供信息的“奋斗机遇”机构的一位以消费者身份出现的鼓吹者和创始者。There's so much today in 'under the radar' sales incentives to dealers,如果把这句话中的个别词组调整一下顺序，可能就会一目了然：Today in 'under the radar' sales，there's so much incentives to dealers. 此外，under the radar，雷达之下的销售，是否就是常说的“暗箱操作”？中国有句俗话叫：灯下黑。越是在灯下越黑，因为灯本身的阴影就在灯下。you don't want to limit yourself. 你不想想束缚自己。就是说在面对回扣的情况下，你不会限制自己的手脚，不去接这些钱。俗话说：谁都不嫌钱扎手。大概就是这个意思吧。


According to Bragg, many of the dealer incentives today are awarded on a dealer-by-dealer basis, often handed out for meeting sales targets. Because of this, you can't pin down these incentives on a particular vehicle, and you never know which dealership might be able to provide the better price at a given time.

根据布拉格掌握的情况，经销商得到的许多回扣都是以逐笔生意为基础分别提供的，经常是以达到销售指标为条件支付。正是因为如此，你就不可能压低某一辆汽车的回扣，而你根本也不知道哪一个商品特许经销商可能会在一个特定的时间提供一个好价钱。


Bragg's method involves faxing quote requests from several different dealerships and asking them for their best bottom-line price on a particular model. His clients sometimes manage to negotiate prices well below invoice, even considering all published incentives. In this day of increased under-the-radar incentives, this method doesn't limit you to a bottom line and certainly has its merits if you're willing to put in the effort.

布拉格的方法涉及到，把来自几个不同商品特许经销商的报价要求用传真发出去，并要他们就某一款车报出最佳底价。他的客户有时会设法通过谈判将价格压得大大低于发票水平，甚至会考虑到所有那些公开的回扣问题。在暗箱回扣日益增加的今天，这种方法就不会将你限制在一种底线的水平，而如果你愿意付出努力，这种方法肯定还会创造奇迹呢。


注释：
faxing quote requests from several different dealerships，这句话有点弯弯绕，不仔细体会就很费解。quote requests，报价要求，按说只有买主要求卖主报价，而不是相反，也就是说其中的from应该用在buyers前面，而不是 dealerships前面。其实这句话的意思是说，经销商为尽快把货卖出去，经常迫不及待地向买主表示自己向买主报价的要求。这样一说，事情就清楚了。一旦如此，买主就占了上风，因此，才会有可能在把几个不同卖主都要求向买主报价的信息告诉这个卖主，让他了解卖主并非仅你一家，将他一军，于是顺理成章地就可以要求他们就某一具体款式的车报出最低价（asking them for their best bottom-line price on a particular model）。


On ForbesAutos.com you can pursue both options. On each of our Reviews pages there is a link to detailed MSRP and invoice pricing. Also, if you go to our "Buy a Car" section, you can select a model, configure it how you like and then request a free dealer price quote.

在ForbesAutos.com上，这两种选择你都可以搜索到。在我们的Reviews里，每一页都有与厂商建议价和发票价相关的具体内容。如果你到我们的“买车”部去搜索，你就可以选择一个款式，然后真正了解自己究竟如何喜欢这一款式，继而要求卖主报出一种自由成交价。


Monthly Payment
按月支付

2. "I can afford this much per month."

2．“我每月付得起这么多钱。”


"Don't tell the dealer what you're willing to pay per month. This is the biggest mistake a shopper can make. Often the dealer will focus on a monthly payment scheme, insisting you are receiving a great deal, but at the end of the day you won't really know what you paid, advises Gentile.

“不要告诉经销商你每月想付多少钱。这是一个购物者所犯的最大错误。经销商经常把注意力集中到每月的付款计划上，坚持说你的收益很大，但在一天结束的时候你并不会真正知道自己付出多少，”简泰勒建议道。


If the dealer can get a number out of you, a common trick is to ask if you can squeeze out a slightly higher monthly payment, then raise the bottom-line price accordingly by hundreds or even thousands. Avoid this by insisting that you focus only on the purchase price. Walk away if the salesperson only wants to talk in monthly payments.

如果经销商能从你嘴里套出一个数字，他通常使用的秘诀就是问你是否能够挤出钱来每月稍微多支付一些，然后根据你的情况将最低价格提高数百，甚至数千元。要尽量避免这种情况，做法就是坚持把你的注意力集中到买价上。如果售货人只是想和你谈论每月付费情况，那你就一走了之。

Trade-in
折价物

3. "Yes, I have a trade-in."

3。“是，我有折价物。”

Don't tell salespeople you have a trade-in until a final transaction price is set. If you do and the deal hasn't been made yet, they may try to distract you with the "great" deal they're giving you on your trade-in as they skimp on the real deal. And if you catch that, they may try writing your trade-up for less.

在最终成交价定下来之前，不要告诉商人你有一个折价物。如果你这样做，而且交易还没谈成，他们就可能在真正的交易中一边大打折扣，一边千方百计地分散你的精力，声称他们在你的折价物上给了你“巨大”的好处。

注释：
trade-in 折价物，以旧换新。此处指旧车。


"You'll see games being played — they'll play one off on the other," Gentile says. Once you've decided on a sale price, then you can see what they'll give you for your old car.

“你将看到有人在玩把戏 - 他们将会一个接一个地玩下去，”简泰勒说。一旦你在对方的卖价上做出决定，那你就能看到他们在你的旧车上究竟会给你什么。


Cash-Only Please
请接受现金付款

4. "I'm only buying the car with cash."

4。“我只用现金买车。”

Car dealers make a significant chunk of added profit when they sell you financing. If you don't at least leave the dealer with the possibility that he or she might sell you financing, you simply won't be getting the best deal. Bragg recommends saying something like "I haven't really thought that through yet. Maybe we'll see what you have after we agree on a price."

车商以赊销方式向你出售的时候，他们能赚取一笔相当可观的附加利润。你至少要让经销商有可能以赊销方式和你做生意，否则你就无法做成一笔漂亮的生意。布拉格建议和经销商说这样的话，比如“我还没有真正地想过那个问题。也许在我们就价格问题达成一致之后，我们就会看看你究竟有些什么货。”


But be truly noncommittal with financing, even though it's a good idea to line up tentative financing with your lender before you go car shopping.

不要真正答应赊销方式，即便在你购车之前与你的借款人达成暂时赊销方案是个好主意，（也不要答应）。

注释：
意思就是，即便购车之前已经有人答应把钱借给你去赊货，你也不要真正答应这种方式。


Still Debating
依然在思考

5. "I'm not sure…which model do you think I need?"

5。“我不敢肯定 。。。你认为我需要哪一款？”

If you're this undecided, you may end up driving away in a vehicle you neither wanted nor needed. Do the research in advance, and make your first shopping trip a short one. Use this opportunity to gather information and take your spec vehicle for a short test drive. If your uncertainty is apparent, you may end up buying the model with the most add-on equipment, the highest sticker price and, of course, the most profit for the dealer. Before you go shopping, narrow your choices down to three or four vehicles that fit your needs.

如果你就是如此这般地优柔寡断，那你结束谈判的时候，也许只能驾着一辆你既不想要，也不需要的汽车离开了事。事先做好调查，把自己的首次购车之旅搞得短一些。利用这次机会收集情况，用你选定的汽车做一次简短的驾驶试验。如果你显然是拿不定主意，那就不要购买那个款式的车，虽然这辆车带有大部分的附加设备、具有最高的价目表价格，当然，对于经销商来说，那当然也是最有利可图。在你去购货之前，要把你的选择范围压缩到三辆或四辆能满足你需要的汽车上。


My Dream Car
我的梦之车


6. "Oh, I've wanted one of these all my life."

6。“呕，我这辈子就想要这种车。”


As soon as you've lost yourself in the dreamy vision of that gleaming convertible, the salesperson has you hooked, and your chances of getting a great deal are over. "Don't get caught heavy breathing," says Bragg. "Certainly don't admit to your spouse — with the salesman listening in the backseat — that you're in love with the car." Here's where you need to have a communication plan. Try to sound objective and rational. Point out some pros and cons and be observant and calm. Just don't say that you have to have this car.

一旦你被那辆闪闪发光的篷车梦幻般的视觉效果所迷惑，经销商就已经把你套住了，而你做成一笔漂亮交易的机会也就落空了。“不要压得喘不过气，”布拉格说。“当然不要向你的配偶承认 – 卖主就坐在车的后排座位上听你说话- 你喜欢那辆汽车。”这正是你需要做一个交流信息计划的原因之所在。要尽量显得客观合理。要指出优缺点，要保持敏锐的洞察力和镇定的心态。千万不能说你不得不要这部汽车。


What Everyone Wants
每个人都想要的

7. "I'll take whatever the popular options are."

7。“热门选择是什么我就接受什么。”


Don't ever ask for the "popular options" especially on a luxury model that already comes loaded. It's an open invitation for overpriced dealer add-ons such as interior protectant, window etching or undercoating. They're all things you can come back for later. Instead, go through the equipment list at home after your first visit to the dealership and then decide exactly what you need.

对于订单已经满负荷的一个豪华款式，不要问“热门选择”。这就等于公开让那些早已把车价抬得过高的经销商再继续以内部保护剂、车窗蚀刻术或添加内涂层为借口而加价。（卖主的）这些要求都可放到以后处理。当务之急是第一次拜访卖主之后，回到家里先要浏览一下设备清单，然后再决定需要什么。


Lowest You Can Go
最低价格

8. "What's the lowest price you can give me?"

8。“你能给我的最低价格是什么？”

Most likely, this question won't be taken seriously, and you will be met with a predictable performance. The salesperson will wince, maybe talk to the manager, fiddle with numbers and eventually come back with a price that probably isn't a very good deal for you. But there may be so much apparent effort in this performance that you'll be pressured into settling for that final number. Don't. To avoid this, make an informed and reasonable low offer, then wait for a counteroffer. Don't be afraid of silence. Conversely, don't be surprised if there's even a little drama.


这个问题在大多数情况下似乎并不太被人在意，这个问题一旦提出来，对方的表现你会预见到。售货人会畏畏缩缩，也许还要去和经理商量，胡乱弄出一个数字，最后回来给你报一个对你来说可能并不太好的价格。不过在他这种表现中显然可以看到他的确已经使出浑身解数，从而迫使你接受那个最终的数字。千万别这样。为了避免这种情况，一定要让对方把一个合理的低廉的价格水平提前通知你，然后再等着还价。不要怕沉默。相反，沉默甚至会产生一种小小的戏剧性效果，果真如此，你也别感到大惊小怪。


Doing The Math
做数学

9. "Sure, I'll look at the numbers with you."

9。“当然，我要会和你一起看看有多少。”


Perhaps quite early in your visit, the salesperson will most likely make an offer to "just go look at the numbers." Dealers do this when they sense you're undecided, but they want to be in the position of control. Getting you in the office makes it harder for you to back out. Wait until you can call the shots of what you want at what price.

也许在你走访卖主的最初时刻，营业员很可能提出一个竞购报价，先让你“去看看有多少”。经销商们感到你犹豫不决时就会这样做，不过他们是想占据支配地位。把你请到他们的办公室就会使你难于脱身。那你就等，一直等到你可以为自己想要的价格一锤定音时为止。

注释：
make an offer to "just go look at the numbers." 其中numbers，是指卖主拥有的车数，言外之意，当然车很多，让你去看车数，就是向你夸耀他的货源之充足，买主选择余地之充分。其实，他是在耍手腕，分散你对价格的注意力。而精明的买主，就会一眼看穿他的阴谋，不听他那一套，继续谈价格，不获全胜决不收兵，否则还不如一走了之。



The Haggle Factor
讨价还价的技巧

10. "I think you can do a lot better than that."

10．“我认为你还能做得比那更好。”


Never scold or accuse the salespeople. Be polite. Compliment them, and show respect. You'll never get the best price if you talk down to them. At least for the moment, you want them to be your friends. Let the scene play out, but leave when the deal's not good enough by quietly suggesting that the competition across town might be more willing to work with you.

千万不要责备或非难营业员。要礼貌。恭维他们，表现敬意。如果你想压倒他们，那你就永远也得不到最好的价格。起码在当时你要让他们成为你的朋友。让戏充分演完，但是一旦成交情况并不太好，那你就给他来个金蝉脱壳，而且还要悄悄地暗示在这个城里并非别无分店，还有其他竞争者更愿意和你合作。


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