商务英语情景对话(10页).doc

-商务英语情景对话A: seller B: buyerA: Hello, welcome to XX company, Im the (职位). These are my Colleague , Miss and Miss .B: Hi, nice to meet you. Im the (职位)，from XX company,(城市，国家)A: Nice to see you, too. Here is our catalogue for your reference. Is there anything particular youre interested in? B: Well, Im interested in your golden delicious apple.A: You have a good judgment. Golden delicious apple is famous as its first class quality, rich juice, and sweet sour taste. Its also produced from Shandong province which has a good reputation of apples.B: well, Im very impressed .May I have some idea of your price?A: Sure, USD 2000 per ton, CIF Newyork.(B: Your price for golden delicious apple at USD 2000 per ton is on the high side, I cant accept it.A: You must be aware that the price of golden delicious apple has been increasing since last year. It is fixed according to the upward trend in the international market price.B: But your price is much higher than the market price .Thailand gives a much lower price.A: The quality of this kind of golden delicious apple is much better. I can quote you on apple of quality and the price will definitely be lower. Our price varies according to the quality.B: What i mean is that your price is higher than of the same quality .It will be hard for us to persuade our clients to accept such a price .And as I known, many suppliers are in fact cutting the price trying to get a large market share.A: But our product can deal with the competition .You can see that we have already got many orders and more are coming. It shows that our product and price are acceptableB: Could you give us some quantity discount?A:Well, if you place a substantial order, we could allow you some discount, 2% for 20 Tons and 4% for 30 Tons. As an Confidence for the future business, this is the best we can do.B:I am Confident we can do more business, so I want to place an order for 50 Tons golden delicious apple, I believe that you can give me more discount instead of you said before, like 7% ?A: You place me in a very difficult position, please wait a moment, I must consult with my manager. OK, we can suggest you 7% discount, when would you want me to ship the goods?B:This items must be reached before December, so that we can ready for the Christmas Eve. So it is prefect that make an delivery on October. A: I dont think so. We cant supply 50 Tons for you before October, but 30 Tons. If you have something really urgent, how about ordering the other kinds of apples?B: These kind of apples are not good enough. Christmas Eve is very important to our area, we only want to Celebrate it with the best things. Is there any possibility for you to ask your suppliers to provide us 50 Tons ?A: Well, thatll be hard to do. Our suppliers are heavily committed for several months to come. I am so sorry that 30 Tons is only the most we can supply you.B: Fine, please send me 30 Tons first as fast as you can, and the other 20 tons must be shipped before November on the condition that the transshipment are not allowed, because it will add to the risk of damage and may delay the arrival.A: Now we will contact the shipping company to confirm, please wait a minute.OK, there are some direct vessel from Guangzhou to New York in September and October .So well deliver 30 tons apples in September, the remainder will be shipped in October.A: Sure!B: Now, Weve settle the problem of price, quality and quantity. What about the terms of payment.A: We generally accept payment by irrevocable L/C at sight.B: Well, you know our order is so large that it will be too costly to open an L/C. Thatll tie up our money and increase the cost of our imports.A: What do you have in mine?B: Could you accept D/A or D/P instead of L/C ? To you it makes no great difference, but to me it does.A: I am afraid not. I quite understand your position .But an L/C allows exporters protection. So payment by L/C is the only mode we can accept. Especially for new customers with substantial order, we have to make sure that we can get paid for the goods delivered.B: Just as you mentioned, this is our first transaction, could you give us more favorable terms of payment as gesture encouraging more future business?A: I really cant help you, you know, the financial market is fluctuating. So it is necessary for us to do business on an L/C basis so as to get the bankers guarantee.B: Dont you think is it necessary to make an exception to us ? We have strong word of mouth , say our credit is trustworthy and more flexible Payment terms could help to push the sale of your product.A:I really cant help you.B: Well, Ill have no choice but to agree to L/C payment. But could you accept a time L/C and allow us to delay payment, say, 60 days after sight?A: In token of good faith, well accept your proposal.B: Shall we discuss the packing now? A: Fine Id love to.B: What kind of packing do you plan to use?A: Well pack the apples with Bubble nets to protect the goods against pressure.B:Anything else?A:Do you have other requirements?B:These apples are prepared for the Christmas Eve, so it needs their individual package and then as for inner packing, wed like you to use a beautiful gift box which is printed our logo for a window display .A: Yes, you are right. But we only supply you the basic packing, these extra expense will be paid by you.B: Just give me a favorable price of it. A: Of cause!B: And outer packing?A: Cartons. We plan to pack in the cartons, and separated from each apple by corrugated paper dividers.B: Is that really waterproof?A: Well, all our cartons will be lined with plastic sheets, and for transport, we use seaworthy boxes, 50 apples to a box , 20 boxes to a carton, 100 cartons to a 20 feets container.B: I hope you can use wooden boxes instead of paper boxes and reinforce the outside.A: Sure, we ensure all of the packing are in good condition.B: Yes. One more thing, please see to it that Indicative mark like “Keep dry” should be stenciled on the cartons. A: OK, we will meet you to the best of our ability.B:Id like to talk with you on the question of insurance, if you dont mine.A:No, not a bit. Go ahead please.B:What kind of insurance we have got for this order of goods?A:Generally we only insure WPA on CIF sales.B:We would also like to have taint of odor and sweating and heating damage , can you get this for us?A:We certainly can. But you must bear the premium for this sort of special coverage.B:I see.Now could you tell me how to calculated the insurance premium?A:First, find out the premium rate for the goods, that is 10% and second, consider what risk are covered.Now we cover with WPA , taint of odor and sweating and heating damage. Then calculate the total value you are insuring.Usually we cover the insurance for 110% of the invoice value.B:Can I have the goods insured for 120% of the invoice value?A:Yes,but the extra premium for the difference between 120% and 110% should be borne by you.B:Thats understand. Thank you very muchA:It is my pleasure!B:Great! Ill arrange for the L/C to be opened in your favor as soon as i get back.A:Thats fantastic! Lets close the deal.B:Hope we can cooperate happily!-第 10 页-