离去-小品我要上春晚

2021年1月20日发(作者：车梁)
外贸谈判英语

外贸业务谈判进程
(
英文版
)
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外贸业务谈判进程
:Preliminary Talk

初次见面

(1)

Li :


A
businessman of a Chinese Trade company
Peter: A
customer


L: I understand this is your first visit to our company
P: Y
es, and also my first trip to China. I've always wanted to see with my own eyes China's achievements and
now I've been more than rewarded.
L: I see, but I hope you've had a pleasant trip.

P: I did, thank you. Well, come to the point, the purpose of my coming here is to inquire about possibilities of
establishing trade relations with your company.
L: Let me assure you of our best attention, . What's your line of business?
P: Cameras and photographic goods. We are distributors with business branches in most major cities in Britain.
Now, we'd like to introduce Chinese-made cameras if your conditions are favorable.
L: We'll see what we can do.
P: There might be few of models we would be interested in, if I could go over your latest catalogues.
L: Here you are. How many copies would you like to have?
P: Ten, please. I'd like to airmail some back home.
L: Anything else?
P: Would it be possible for me to have a closer look at your samples?
L: Why not, over there will take you down to our showroom.
P: Thank you. I'm afraid I've taken a lot of your time.
L: Not at all. Glad to have been of help. Hope to see more of you in future.
外贸业务谈判进程
:Preliminary Talk

初次见面

(2)



P: Good morning. My name is Peter. I'm from the U.S. Here is my business card.
L: Pleased to meet you, . My name is Li.
P: Pleased to meet you too,
L: Won't you sit down?
P: Thank you
L: May I offer you a cup of tea P: Certainly. I like you Jasmine tea very much.
L: Well, from you business card, I can see that you specialize in oil-drilling equipment.

P:
Y
es,
as
matter
of
fact,
we
have
been
in
this
business
for
more
than
twenty
years.

from
your
外贸谈判英语

commercial office in Washington has referred me to you in the hope that
I might be of some help
in your oil
industry.
L: Currently we have a strong interest in opening up more new oil fields. We could consider buying from you if
the technology incorporated in your equipment is advanced and the trade terms favorable.

P: I have brought with me a series of catalogs for our latest models. My engineer is accompanying me on the trip.
He can meet your technicians and answer any questions about our products.


L: That's an interesting
idea. We shall, first of all, study your catalogs
and get in touch with our customers. If
they are interested, we'll arrange for further discussion.
P: V
ery good. I'm staying in Beijing Hotel. My room is 315.
L: We'll let you know their responses as soon as possible.
P: Good- bye!
外贸业务谈判进程
:Inquiries

询价
(1)



P=Peter (customer), Li=a businessman (of a Chinese trade company)

P: I'm glad to have the chance to visit your company. I hope to conclude some substantial business with you.
L: It's a great pleasure, Mr. Peter, to have the opportunity of meeting you. I believe you have seen the exhibits in
the showroom. May I know what particular items you're interested in?

P: I'm interested in your hardware. I have seen the exhibits and studied your catalogs. I think some of the items
will
find
a
ready
market
in
Canada.
Here
is
a
list
of
my
requirements,
for
which
I'd
like
to
have
your
lowest
quotations, CIF V
ancouver.
L:
Thank
you
for
your
inquiry.
Would
you
tell
us
the
quantity
you
require
so
as
to
enable
us
to
work
out
the
offers?

P: I'll do that. Meanwhile, would you give me an indication of price?
L: Here are our FOB. price lists. All the prices in the lists are subject to our confirmation.

P:
What
about
the
commission?
From
European
suppliers
I
usually
get
a
3
to
5
percent commission
for
my
imports. It's the general practice.
L: As a rule we do not allow any commission. But if the order is large enough, we'll consider it.

P:
Y
ou
see,
I
do
business
on commission
basis.
A
commission
on
your
prices would
make
it
easier
for
me
to
promote sales. Even a 2 or 3 percent would help.
L: We'll discuss this when you place your order with us.
外贸业务谈判进程
:Inquiries

询价
(2)



P: When can I have your firm CIF prices, Mr. Li?
L: We'll have them worked out by this evening and let you know tomorrow morning. Would you be good enough
to come round then?
外贸谈判英语


P: Good. I'll be here tomorrow morning at 10. Will that suit you?
L: Perfectly. Our offers are good for 3 days.

P: I don't need that long to make up my mind. If your prices are favorable and if I can get the commission I want,
I can place the order right away.
L: I am sure you'll find our price most favorable. Elsewhere prices for hardware have gone up tremendously in
recent years. Our prices haven't changed much.

P: I'm glad to hear that. As I've just said, I hope to conclude some substantial business with you.
L: We shall be very pleased. Is there any thing else I can do for you, Mr. Peter?

P: I'm buying for chain department stores in Canada. They are also interested in Chinese carpets. I'd like to make
me to the person in charge of this line?
L: Certainly. I'll make an appointment for you with Mr. Sung of the China National Animal By- products Corp.

P: Thank you very much.
外贸业务谈判进程
:Inquiries

询价
(3)


P: I understand that you're interested in our machine tools, Mr. Li.
L: Yes, We're thinking of placing an order. We'd like to know what you can offer along this line as well as your
sales conditions.

P: As you know, we supply machine tools of all types and sizes. We have years of experience in the manufacture
tools.
L: We've read about this in your sales literature. May I have an idea of your price?

P: Our prices compare favorably with those offered by other manufactures either in Europe
or
anywhere
else.
Here are our latest price sheets. Y
ou will see that our prices are most competitive.
L: Do you take special order? That is, do you make machine according to specification?


P: We do. As a matter of fact, we design machine tools for special purposes.
L: How long does it usually take you to make delivery?

P:
As
a
rule, we
deliver
all
our
orders within
3
months
after receipt
of
the
covering
letters
of credit. It takes
longer, of course, for special orders. But in no case would it take longer than 6 months.
L: Good, Another thing, all your prices are on CIF basis. We'd rather have you quote us FOB prices.
P: That can easily be worked out.
外贸业务谈判进程
:
报盘
(1)



P: I come to hear about your offer for bristles.
L: We have the offer ready for you. Let me see. Here it is. 100 cases Tsingtao Black Bristles, 57mm, at …pounds
sterling per kg, CIF European Main Ports, for shipment in June, 1980. The offer holds for three days.
外贸谈判英语


P: Why, your price has soared. It's almost 25% higher than last year's. It would be impossible for us to make any
sales at such a price.
L: I'm rather surprised to hear you say that. Y
ou know very well that markets for bristles have gone up a great
deal in recent months. The price we offer compares favorable with quotations you can get elsewhere.


P: I'm afraid I can't agree with you there. I must point out that your price is higher than some of the quotations
we've received from others sources.
L: But you must take quality into consideration. Everyone in the trade knows that China's bristles are of superior
quality, above that from others sources.

P: I grant that yours are of better quality. But there's competition from the synthetic products, too. Y
ou can't very
well ignore that. Prices for synthetic bristles haven't changed much all these years.
L: There is practically no substitute for bristle in certain uses. That's why demand for natural bristles keeps rising
in spite of cheaper synthetic ones. To be frank with you, if no for the long-standing relationship between us, we
would hardly be willing to make you a firm offer at this price.

P: Well, we'll have a hard time persuading our clients to buy at this price. But I guess I have no choice.
外贸业务谈判进程
:
报盘
(2)



P: I believe you've studied our proposal for fertilizers.
L: Y
es, Mr. Peter. And we're very much interested.

P: It's almost twenty years since we first supplied you with our products in 1954. To our regret, for one reason or
another, business between us has failed to follow up. I hope we'll succeed in concluding some business this time.
L:
As
we've repeatedly
stated,
China
does
business
on
the
basis
of
equality,
mutual
benefit
and
exchange
of
needed goods. If these principles are kept to, I'm certain that mutually beneficial business will result.

P: May we hear your comments on our products?
L: We find your samples in conformity with your specifications and suitable for our requirements. On the other
hand, we've received offers for products of higher quality. So business depends very much on your prices.

P: Taking every thing
into consideration, you'll find that our prices compare favorably with the quotations you
may get elsewhere.
L: I'm not so sure of that. Before coming to the discussion of price, may I point out that we like to have you
quote us on FOB basis?

P:
Why
I
don't
quite
understand.
For
bulk
goods such
as chemical
fertilizers,
it's the sellers who
arrange
the
shipping space. It is more convenient for us as well as for you.
L: Well, we prefer to have the China National Chartering Corporation take care of the shipping. It doesn't make
much difference to you, does it?

P: Well, it does make a slight difference, but we'll do as you wish.
外贸业务谈判进程
:Counter Offer

外贸谈判英语

还盘
(1)



P: I have here our price sheet on FOB basis. The prices are given without engagement.
L: Good, if you'll excuse me, I'll go over the sheet right now.

P: Take your time.
L: I can tell you at a glance that your prices are much too high.

P: I'm surprised to hear you say so. Y
ou know that the cost of production has risen a great deal in recent years.
L: We only ask that your prices be comparable to others. That's reasonable, isn't it?

P: Well, in order to get the business, we're quite willing to make some concessions. Would you give me an idea
how much you wish to order from us, so that we may adjust our prices accordingly?

L: The size of our order depends greatly on the prices. Let's settle that matter first.

P: As you wish. Well, if your order is large enough, we are ready to reduce our prices by 2 per cent.
L: When I say your prices are much too high, I don't mean they are higher merely by 2 or 3 per cent.

P: Then how much do you mean? Can you give me a rough idea?
L: For the business to be concluded, I should think a reduction of about 10 percent would help.

P: Impossible. How can you except us to make a reduction to that extent.
L: I think you are as well informed as I am about the market for chemical fertilizers. It's needless for me to point
out that supply exceeds demand at present and that this situation
is apt to continue for a long time yet. May I
suggest that you cable your home office and see what they'll have to say?

P: V
ery well, I shall do so.
外贸业务谈判进程
:Counter Offer

还盘
(2)



L: This is our rock-bottom price, Mr. Li. No further concession can be made in that respect.
P: If that's the case, there's hardly any need for further discussion.

We might as well call the whole deal off.

L: What I mean is that we'll never be able to come down to the price you name. The gap is too great.
P: I think it unwise for either of us to insist on his own price.

L:
How
about
meeting
each
other
half
way?
Each
will
make
a
further
concession
so
that
business
can
be
concluded.
P: What is your proposal?
外贸业务谈判进程
:Counter Offer

还盘
(3)



外贸谈判英语

P: Mr. Li, I'm anxious to know about your offer.

L: Well, we've been holding it for you, Mr. Peter. Here it is. 500 cases of Black Tea, at …per kg, CIF Liverpool.
Shipment will be in July.


P: That's a high price! It's difficult to make any sales.
L: I'm rather surprised to hear you say that, Mr. Peter. Y
ou know the price of Black Tea has gone up since last
year. Ours compares favorably with what you might get elsewhere.

P: I'm afraid I can't agree with you there. India has just come into the market with a lower price.
L:
Ah, but everybody in the tea trade knows that China's black tea is of top quality. Considering the quality, I
should say the price is reasonable.

P: No doubt yours is of a high quality, but still, there is keen competition in the sea market. I understand some
countries are actually lowering their prices.
L:
So
far
our commodities
have
stood
the
competition
well.
The
very
fact
that
other clients
keep
on
buying
speaks for itself. Few other brands of tea can compare with ours for flavor and color.

P: But I believe we'll have a hard time convincing our clients at your price.
L: To be frank with you, if it weren't for our good relations, we'd hardly be willing to make you a firm offer at
this price.

P: All right. In order to get the business, I accept.
L: I'm glad that we've come to terms.

P: Now about the quality. Y
ou said you could offer me only 500 cases, which I think is not enough. Last year we
sold 700 cases, and I'm sure I can do better this year. I hope you can offer me at least 800 cases.

L: Because of the rapid growth of both our domestic and foreign markets, our production hasn't been able to keep
up with the demand. 500 cases are the best I can offer you at present.

P: I see. But if I don't see to my market, my customers will naturally turn somewhere else for their needs.
L: Sorry, I don't think we can offer you more than 500 cases this year. As a matter of a fact, we have made a
special effort to get even these 500 cases for you.

P: All right. We'll take the 500 cases this time. But I do hope you could supply more next time.
L: We'll see if we can do better next year.
外贸业务谈判进程
:Counter Offer

还盘
(4)



L: Mr. Peter, let's have your firm offer now.
P: Gladly. Here's our offer, 310 Francs per ton, FOB Marseilles. Y
ou will notice the quotation is much lower than
the current market price.

L: I'm afraid I disagree with you there. We have quotations from others sources too. And, as you well know, we
mainly rely on our own resources. Our own chemical industry has expanded rapidly. We import a certain amount
of chemical fertilizer only when the price is reasonable.

离去-小品我要上春晚

离去-小品我要上春晚

离去-小品我要上春晚

离去-小品我要上春晚

离去-小品我要上春晚

离去-小品我要上春晚

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