【www.gbppp.com--自我介绍】
卖方：皇明太阳能 买方：二龙湖露天大洗浴公司
流程
买方入场，卖方接待，双方握手，入座
卖方代表介绍本方人员
买方代表（张雨桐）介绍本方人员
人员头衔：董事长（黄思瑞）、总经理（康克强）、技术总监（杨敏）、财务经理（孙煦然）、产品经理（王震）、法律顾问（张雨桐）
卖：今日难得贵公司各位精英亲临我们公司，真是让鄙公司蓬荜生辉啊，如果我们公司有照顾不周的地方还请各位多多包涵啊。
总经理（康克强）：请别这么说，我们久闻贵公司热情好客，今天算是真切的感受到贵公司的热情招待，我们十分感谢贵公司的招待。
卖：客气了，我们是非常希望能与贵公司一起合作，这是我们的荣幸。不过说实话，你们选择太阳能这一块领域，真是明智啊。随着经济水平不断攀升，现在的国人受教育水平也高了环保是大多人所追求的生活态度，而太阳能热水机组正是环保的先行军啊。
财务经理（孙煦然）：说得对，这就是我们选择与贵公司商洽的原因所在啊。那我们就进入正题吧，我们这次是抱着十二分的诚意来与贵公司谈判的。请贵公司开个价吧。 卖：既然你们这么爽快，那我们也不可扭扭捏捏的。我们要价1万6千每台，不知贵公司意下如何。
技术总监（杨敏）：实在是太高了，据我们对贵公司的产品调查，其他的同类的都在1万元左右，当然一分钱一分货，贵公司的产品肯定有独特性，解释一下贵公司的这种产品的价格如此昂贵。
卖：好的，现在由我们的产品经理为各位再次详细介绍我们的产品。
（送上资料）
根据市场上贵公司的影响力和消费者的心理，消费者一般注重价格理性消费，更加注重售后服务，而且也注重环保效益，而我方产品更是注重环保理念且性价比高，贵公司不仅需要环保而且还需要让消费者满意，难道你们买一项产品就仅仅注重价格吗？
产品经理（王震）：说的不错，虽然顾客消费趋势发生变化，但是价格却是不可回避的问题，现在关键的问题不是在于我方注重价格而是我们的消费者，如果消费不能接受我们的产品卖不出去，一切都是空谈，而且对于一个新产品与消费者心理接受能力是需要一定时间来适应的，二龙湖公司等早已与一些公司合作，进入东北地区市场，形成品牌优势，而此时贵公司推广环保产品要想在东北地区市场取得成功，而且如果有我公司为贵公司进行全面推广的话，我想贵公司一定能在东北地区市场取得成功。
卖：二龙湖公司是一家很有潜力的公司，和贵公司的销路谈论东北地区市场是没有问题的，但是如果与别的公司合作的话，我方将利用我们的技术与售后等优势重点推广，我方有信心打开东北地区市场。
总经理（康克强）：对于贵公司的技术实力是毋庸置疑的，但是还望贵公司考虑，我们公
司在东北地区是10年的品牌，我们东北地区有着不小的影响力，我们如果再与贵公司加以宣传就知名度问题贵公司是可以完全不用担心的，但是贵公司的价格比市场上的市面上的太阳能机组相差不少，而产品却是很接近啊。
卖：据我了解，根据你方所说的接近我方产品的其他产品与我们产品是不能对比的，我们都十分清楚技术专注的一点点提高，需要的是强大的技术连带物资投入，我公司技术比市面上价格高，通过我的介绍就能够看到原因，对于环保我们要花大量的时间投入扩大其的环保性能。
产品经理（王震）：据我方调查，70%的顾客购买产品价格还是最主要的因素
（卖方小声讨论一下）
卖：当然我方对于所考虑存在市场行情与产品价格问题，同样也经过了分析考虑，但是看到贵公司能如此为我们宣传，我们也十分高兴，我们也看重了贵公司的实力，与贵公司的合作我们也带着十分诚意，为了表示我们的诚意，最后把价格降到1万6千一台，这也便与我们长期合作
财务经理（孙煦然）：综合这些因素，因对我方全方面的考虑，我们给出的价格是1万2千每台，希望贵公司能够好好考虑，在原有的报价上能够做出进一步的让步，让我方看到贵公司的诚意。如果贵公司坚持1万6千的报价，我们实在无法接受。
卖：报价已经低至如此，并且你方也看到了我们本次的产品的技术含量，我们所研发的产品是市面上不可比的，贵公司如此我没有感觉到你方的诚意！
法律顾问（张雨桐）：请您冷静，但请贵公司理解我方的难处，如果以贵公司的报价我们需要配备和培训一批高素质销售人才，这也是一笔不菲的价格啊，这会远远超出我们的预算。如果贵公司能再次降价，我方为表达诚意愿意在原先订购的80台的基础上再加定
卖：这样吧，我方公司也是非常有诚意，我们同样理解贵公司的难处，但是贵公司所说的加定20台付款时间也是挺长的啊，我们本次交易如果成功，我们合同约定的是3月交付所以货款，而这20台的货款我们还需在等3个月，我们公司的资金也经不起啊，请康经理能为我们考虑。
总经理（康克强）：这样如果贵公司能以每台1万2千元的价格出售给我们，我们多订购的20台总价为24万元，我们可以先交付30%的押金，也就是1万2千元，不知道贵公司能否理解我方的难处。
卖：1万2千的价格实在太少如果以这个价格成交我们的高额的研发费用是无法在我们预期时间收回的。
技术总监（杨敏）：我方人员已经把可以努力的条件都给予你们了，我方已经表示了充分的诚意，我们都力求双赢，我们都希望这次谈判是个互利的过程，如果不然我们也没必要在此跟你方谈判了，请贵公司仔细分析我们的条件，给我们一个彼此互利的价格。 卖：我方同样是非常愿意与贵公司合作，并且我们希望这次的合作是长久的，这样，我请容我们商讨一下。 （交头接额 交头接耳 交头接耳 交头接耳 交头接耳）
1万4千每台！这是我们的最后价格，由于考虑到贵公司的追加订货，我们会为贵公司争取优惠的运费，并且我们承诺在合同签订后7个工作日前为贵公司发货，这是我们的底线了。
而且，如果本次合作成功，我们再次合作的话我方公司愿意免除30%的定金，毕竟我们也求长期合作。 是啊，如果我们长期合作把东北地区的市场打下来，对于你方也是有利无害啊
法律顾问（张雨桐）：既然贵公司已经提出这种让步了，好吧，考虑到以后的长期合作，我们就接受这个价格。但合同上要写明利润分配，风险承担，效益回收等条款，和刚才提出的一样，具体的内容我们都记录下来了。
卖方：爽快，我们随时欢迎你们来广州，我非常欣赏你们这几位精英，预祝我们合作愉快，这是合同请你们查看并签约。
卖方：根据平等互利的公平原则，以及上述谈判回答中不存在法律疑问。
签约（双方秘书给对方谈判负责人送文件签字）
董事长（黄思瑞）：合作愉快！（签字）
卖方：合作愉快
贸易实战 下订单英语会话范例
Paul: Just fine. I looked over the catalog you gave me this morning, and I'd like to discuss prices on your computer speakers.
还好。今天早上我已经详细看过你给我的目录了。我想讨论一下你们计算机扬声器的价格。
Leslie: Very good. Here is our price list.
好的。这是我们的价目表。
Paul: Let me see„. I see that your listed price for the K-two-one model is ten US dollars. Do you offer quantity discounts?
我看看。你们K-2-1 型的标价是美金十块钱。大量订购的话，有折扣吗？
Leslie: We sure do. We give a five percent discount for orders of a hundred or more.
当然有。100 或以上的订单我们有百分之五的折扣。
Paul: What kind of discount could you give me if I were to place an order for six hundred units?
如果我下六百的订单，你们可以给我什么样的折扣？
Leslie: On an order of six hundred, we can give you a discount of ten percent.
六百的话，我们可以给你百分之十的折扣。
Paul: What about lead time?
交货时间呢?
Leslie: We could ship your order within ten days of receiving your payment.
在收到货款的十天内，我们就可以把货送出去。【商务会话下订单的对话】
Paul: So, you require payment in advance of shipment?
那么，你们是要提前付款的?
Leslie: Yes. You could wire transfer the payment into our bank account or open a letter of credit in our favor.
是的。你可以汇款到我们的银行帐户，或是开一个以我们公司为抬头的信用状。
Paul: I'd like to go ahead and place an order for six hundred units.
那我想就先下六百的订单。
Leslie: Great! I'll just fill out the purchase order and have you sign it.
好极了! 我马上写订购单并请你签名。
贸易实战 实用商检英语情景范例
在跟单商检过程中经常会遇到下述情形：
The importers have the right to reinspect the goods after their arrival.
进口商在货到后有权复验商品。
What's the time limit for the reinspection?
复验的时限是什么时候？
It's very complicated to have the goods reinspected and tested.
这批货测试和复验起来比较复杂。
What if the results from the inspection and the reinspection do not coincide with each other?
如果检验和复验的结果有出入该怎么办呢？
Who issues the inspection certificate in case the quality do not confirm to the contract?
如果货物的质量与合同不符，由谁出具检验证明书呢？
The certificate will be issued by China Import and Export Commodity Inspection Bureau or by any of its branches.
检验证明书将由中国进出口商品检验局或其分支机构出具。
The Inspection Certificate will be signed by the commissioner of your bureau.
检验证明书将由商检局局长签字。
Our certificates are made valid by means of the official seal and personal chop of the commissioner.
我们的证明书以公章和局长签字为有效。
As a rule, our certificate is made out in Chinese and English.
通常证明书是用中文和英文开具的。
You may have another certificate showing the goods to be free from radioactive contamination.
你们还要出具另一份证明书，以证明货物没有受放射线污染。
Our goods must be up to export standards before the Inspection Bureau releases them.
我们的货物只有在符合出口标准后，商检局才会予以放行。
Our Inspection Bureau will issue a Veterinary Inspection Certificate to show that the shipment is in conformity with export standards.
商检局将出具动物检疫证明书以证明货物符合出口标准。【商务会话下订单的对话】
Is it convenient for you to engage a surveyor?
你们联系公证方便吗？
We have the best surveyor, China Import and Export Commodity Inspection Bureau.
我们有最好的公证行，中国进出口商品检验局。
经典商务谈判英语实例8则
商务谈判实例(一)
Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。
双方第一回过招如下：
D: I'd like to get the ball rolling（开始）by talking about prices.
R: Shoot.（洗耳恭听）I'd be happy to answer any questions you may have.
D: Your products are very good. But I'm a little worried about the prices you're asking.
R: You think we about be asking for more?(laughs)
D: (chuckles莞尔) That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.
R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.
D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales（大笔交易）――that will slash your costs（大量减低成本）for making the Exec-U-ciser, right? R: Yes, but it's hard to see how you can place such large orders. How could you turn over（销磬）so many? (pause) We'd need a guarantee of future business, not just a promise.
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
R: If you can guarantee that on paper, I think we can discuss this further
商务谈判实例(二)
Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？
请看下面分解：
R: Even with volume sales, our coats for the Exec-U-Ciser won't go down much.
D: Just what are you proposing?
R: We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）.We suggest a compromise――10%.
D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas? R: I don't think I can change it right now. Why don't we talk again tomorrow?
D: Sure. I must talk to my office anyway. I hope we can find some common ground（共同信念）on this. NEXT DAY
D: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
R: I hope so, Dan. My instructions are to negotiate hard on this deal――but I'm try very hard to reach some middle ground（互相妥协）.
D: I understand. We propose a structured deal（阶段式和约）. For the first six months, we get a discount of 20%, and the next six months we get 15%. R: Dan, I can't bring those numbers back to my office――they'll turn it down flat（打回票）. D: Then you'll have to think of something better, Robert.
商务谈判实例(三)
Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢？他从锦囊里又掏出什么妙计了呢？
请看下面分解：
R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 30
00 units?
D: That's a lot to sell, with very low profit margins.
R: It's about the best we can do, Dan. (pause) We need to hammer something out （敲定）today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles) D: (smiles) O.K., 17% the first six months, 14% for the second?!
R: Good. Let's iron out（解决）the remaining details. When do you want to take delivery（取货）? D: We'd like you to execute the first order by the 31st.
R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.
D: Right. We couldn't handle much larger shipments.
R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon ---- I can't guarantee 1500.
D: I can agree to that. Well, if there's nothing else, I think we've settled everything.
R: Dan, this deal promises big returns（赚大钱
for both sides. Let's hope it's the beginning of a long and prosperous relationship.
）
商务谈判实例(四)
今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。
现在，我们就来看看两人的会议现况：
R: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons（衡量得失）with you.
K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.
R: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.
K: I hope so. And what might be the basic questions you have?
R: First, do you intend to take a position in（投资于„„）our company?
K: No, we don't, Mr. Liu. This is just OEM.
R: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.
K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.
R: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.
K: I'll check the number later, but what do you propose?
R: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.
商务谈判实例(五)
A:Good morning ,this is BBQ company,what can I do for you?
B:Good morning, I’ｍ a employees of PPG company, I want to find the secretary Mo of your company.
A:I am sorry, I'm afraid she isn't in company now
B:O…
A:Please tell me about your name.
B:My name is Karry Li,I’m the general manager’s secretary of the PPG company.
A:Hello,Mrs.Li please assure you,I’will tell her your call when she back at once.
B:Thank you very much
A:You are welcome
When Mr Mo back…
A: Mrs Mo,the PPG company’secretary Li called you in the morning
C:Thank you very much!
A:You’re welcome.
B @ C communication
C:Hello,Mrs Li I am so sorry to call back late!
B:Never mind.I just want to tell you some issues about our manager to
visit your cpmpany next week.
C.OK,what time about your arrival?
B:We will arrive at 9:00am at 广轻airport on the Monday.
C:OK,would you tell me how many people come here?
B:Just our manger and me.
B:Ok,and please tell me how long will you stay?
C:Three days
B:Please allow me to make a phone call to ask you if I have other problems
C: very welcome
B: Nice to talk to you
C:Looking forward to meet you.
B:Goodbye
C:Goodbye
Guest: Excuse me, miss. I’m very interested in your products which you just showed with the PPT, may I experience it by myself?
Receptionist: of course, sir .here you are. These two types of cameras are what we have just recommended to the market, they are of perfect designs .we are quite confident in them.
Guest: yes, I agree with you .if I want to place an order, shall I just talk with you?
Receptionist: no sir, Liming, our manager, is in charge of that, he is over there, I’d like to introduce him to you. Just have a seat there, please.
Guest: thank you!
Manager: Nice to meet you! I’m glad that you appreciate our products.
Guest: nice to meet you, too. I’m Gorge Green, The purchasing represent of the Von
Dorens’ Imp./Exp.Co.,Ltd. in the Netherlands.So what are the CIF Rotterdam ,
Netherlands prices for these two types of camera.
Manager :here are our catalogue and price-list. The type 201will be 110 US Dollars
per piece for CIF Rotterdam Netherlands, type 202 will be 120 US Dollars. But if you place a large order ,we will give you the relevant discount.
Guest :I think I’d like to let you know that we are a large chain of retailers in
Netherlands and are looking for a manufacturer who could supply us with a wide
range of brilliant cameras in for the domestic market .so it will just be a trail order, we will need 1500pieces of type 201 and 2000 pieces of type 202.
Manager : that’s really a small order , as you can see from the price list ,if you pur
chase more than 2000pieces of type 201cameras you will enjoy 5% discount for
that ,and another 7% discount for more than 3000 pieces of type 202cameras .
Guest ：may I have a consideration please .all right ,there is not a difference.let ‘s
make it 2000pieces of 201 and 3000pieces of types of 202. be sure that the cameras
are well packed in cartons ,about 50pieces in one carton.
Manager : all right .would you give us your communication methods ,please ? We
would send you the sale contract as soon as possible to make your confirm.
Guest : my email would be , the fax 0213-123456.
Manager : Then everything is ok .glad to do business with you ,I hope it will be a good start for our future partnerships .
Guest :so do I . Bye !
Manager :bye !
1.Excuse me. Are you Susan Davis from Western Electronics?
对不起，你是来自西方电子公司的苏姗·戴卫斯吗？
2.Yes, I am. And you must be Mr. Takeshita.
是的，我就是，你一定是竹下先生吧。
3.Pardon me. Are you Ralph Meyers from National Fixtures?
对不起，请问你是从国家装置公司来的雷夫·梅耶史先生吗？
4.I"m Dennis. I am here to meet you today.
我是丹尼斯，今天我到这里来接你。
5.I"m Donald. We met the last time you visited Taiwan.
我是唐纳德，上次你来台湾时我们见过面。
6.I"m Edwin. I"ll show you to your hotel.
我是爱德温，我带你去旅馆。
7.How was your flight? Was it comfortable?
你坐的班机怎么样？还舒服吗？
8.It was quite good. But it was awfully long.
班机很好，就是时间太长了。
9.Did you have a good flight?
你旅途愉快吗？
10.Not really, I"m afraid. We were delayed taking off, and we encountered a lot of bad weather.
不太好，我们起飞延误了，还遭遇了恶劣的气候。
11.How was your flight?
你的航班怎样？
12.Did you get any sleep on the plane?
你在飞机上睡觉了吗？
13.Mr. Wagner, do you have a hotel reservation?
华格纳先生，你预订过旅馆吗？
14.No, I don"t. Will it be a problem?
不，我没有，会有困难吗？
15.I don"t think so. I know several convenient hotels. Let me make some calls. 我认为没有，我知道有几家便利旅馆，让我打几个电话。
16.I"ve made a reservation at the hotel you used last time.
我已预订了你上次住过的旅馆。
17.We"ve booked a Western-style room for you.
我们已为你订了一间西式的房间。
18.Let"s go to the station to get a train into town.
我们到火车站去乘车进城。
19.Does it take long to get into Taibei from here?
从此地去台北要很久吗？
20.It"s about an hour.
大概要一个小时。
21.We"ll get a taxi from the station.
我们到火车站乘出租车。
22.There"s a shuttle bus we can use.
我们可搭乘机场班车。
23.I"ve brought my car, so I can drive you to your hotel.
我开车来的，所以我开车送你到旅馆。
24.You must be hungry. Shall we get something to eat?
你一定饿了，我们吃点东西好吗？
25.That sounds good. Let"s get somethingat the hotel restaurant. I feel a little tired. 那太棒了，我们就到旅馆餐厅吃点东西，我有点累了。
26.Would you like to have some dinner?
你想吃饭吗？
27.What would you like to eat?
你想吃什么呢？
28.Can I take you out to dinner? It"ll be my treat.
我带你出去吃饭好吗？这次我请客。
29.If you"re hungry, we can eat dinner now.
如果你饿了，我们现在就去吃饭。
30.Have you had breakfast yet?
你吃过早餐了吗？
31.Yes. It was delicious.
是的，味道很好。
32Good. Let"s go to the office.
好的，我们去办公室吧。
33.How is your room?
你的房间怎样？
34.Did you sleep well last night?
你昨晚睡得好吗？
35.Why don"t we go to the office now?
为何我们现在不去办公室呢？
36.We"ll start with an orientation video. It runs about 15 minutes.
我们将从一个电视简报开始，大概放15分钟。
37.The tour will take about an hour and a half. We ought to be back here by 3:00. 参观大概要一个半小时，3点钟以前回到这里。
38.Our new product line has been very successful. We"ve expanded the factory twice this year already.
我们新的生产线非常成功，我们今年已把工厂扩展了两倍。
39.I"d like to introduce you to our company. Is there anything in particular you"d like to know?
我将向你介绍我们的公司，你有什么特别想知道的吗？
40.We have some reports to show you for background information.
我们还有一些报告向你介绍背景资料。
41.Is your factory any different from other plastics factories?
你们工厂和其他塑胶工厂有何差别呢？
42.Yes, our production speed is almost twice the industry-wide average.
是的，我们的生产速度是其他工厂两倍。
43.I"d like to explain what makes this factory special.
我要向你说明本工厂的特性。
44.This is the most fully-automated factory we have.
这是我们的全自动化工厂。
45.It"s the most up-to-date in the industry.
这是同业中最新型的。
46.We"ve increased our efficiency by 20% through automation.
通过自动化我们的效率增加了20%。
47.Could you tell me the cost of production per unit?
请你告诉我每件成品的生产成本好吗？
48.I"m afraid I don"t know. Let me ask the supervisor in this section.
恐怕我不知道，让我来询问一下该组的负责人。
49.I"m not really sure about that. Mr. Jiang should know the answer to that. 关于那事我不敢确定，蒋先生应该知道答案。
50.Let me direct that question to the manager.
让我直接问经理好了。
51.I"m not familiar with that part. Let me call someone who is more knowledgeable. 那部分我不熟悉，让我找专业人士来说明。
52.Yes, I"d like to know your daily production.
是的，我想知道你们的日生产额。
53.Is there anything you"d like to know?
你想知道什么？
54.Is there anything I can explain fully?
有什么事情要我详细说明的吗？
55.What did you think of our factories?
你认为我们的工厂怎样？
56.I was impressed very much.
我有深刻的印象。
57.thank you very much for giving us your valuable time.
我们占用了你宝贵的时间，非常感谢。
58.We have a small gift for you to take with you when you leave the factory.
• P60——66
• （一）
• A: What kind of jobs have you had?
• B:I worked as a personnel manager in a state-owned company, and
then I transferred to a joint venture as a sales manager. So I am familiar with the textile market in China.
• A：How did your previous employers treat you ?
• B: The treated me very well. We cooperated harmoniously and
respected each other.
• A: What have your learned from the job you have had ?
• B:I have learned some skills about how to deal with clients and
how to behave myself as a personnel manager.
• A: When you worked in your previous company, which did you
prefer working with other people or by yourself?
• B: I prefered working with other colleagues when I worked in my
previous company. I think teamwork and cooperation are very important .NO matter how competent he or she is in a company , he can’t do without them.
• 翻译：
• A：你曾经做过什么工作?
• B: 我在一家国有公司里做过人事经理，接着转到一家私有企业
做销售经理。因此我对中国的纺织品市场很熟悉。
• A：你以前的雇主对你怎么样？
• B：他们都对我很好。我们合作得很和谐，互相尊重对方。 • A：从你以前的工作中，你学到了什么？
• B：我学到了一些和顾客相处的技巧，学到了作为一名人事部经理的适当的行为举止。
• A：你在以前公司工作的时候，你喜欢和其他人一起工作还是你自己单独工作？
本文来源：http://www.gbppp.com/fw/425203/
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