Part Ⅰ Situational Dialogues
Situational Dialogue 1
Linda and Sue continue to talk about the outer packing of PE boxes.
Sue：What about the export packing？
Linda：Well，they are packed in cartons，25 pieces to one carton，gross weight around 20 kilos a carton.
Sue：Cartons？
Linda：Yes，corrugated cardboard boxes.
Sue：Could you use wooden cases instead？
Linda：Why use wooden cases？
Sue：I’m afraid the cardboard boxes are not strong enough for such a long voyage.
Linda：No need to worry about that. Cartons are quite seaworthy. They are extensively used in our shipments to continental ports. There is never any complaint from our clients.
Sue：If you could guarantee compensation in case the insurance company refuses to honor a claim for faulty packing. We would be quite willing to accept cartons.
Linda：I’m sorry，but we can’t take on any responsibility that is beyond our powers.
Sue：I can understand your position. Perhaps I’m asking too much. Well，I will take cartons. One more thing，could you mark our initials MIC in a diamond on the outer packing，with the port of destination and our order number under it？
Linda：Yes，we can do that.
Sue：By the way，as the goods will be shipped a long distance，all the cartons should be lined with plastic sheets，absolutely waterproof.
Linda：No problem. I can assure you that all the packing is waterproof. And as the cartons are made of cardboard，they will be handled with care.
Sue：All right，thanks for your cooperation.
Linda：My pleasure.
Practice 1
Task 1：Listen to the dialogue and role-play it in pairs.
Task 2：Simulated situational conversation.
Suppose you are Jane，the sales representative of a company，and your partner is Mike，the buyer. After discussing the price，quality and quantity，the two of you are going to discuss packing.
Situational Dialogue 2
Linda and Sue have reached an agreement on payment and packing of plastic bottles；now they are negotiating the shipment.
Sue：I’m glad we have settled the terms of payments. When is the earliest shipment you can make？
Linda：It usually takes us one month to make delivery. You know we should get the goods ready，and make out the documents and book the shipping space，so we can carry our prompt shipment by the end of May，2019.
Sue：I’m afraid the date of shipment would be too late for us. The time from mid-June is the selling season for this commodity. In order to meet the season，we hope you can deliver the goods in early May.
Linda：We have no stock on hand. And our workers are fully committed. We check their production schedule against our orders almost every day. They are already working overtime to speed up production.
Sue：But prompt shipment is of great importance to us.
Linda：I understand. Take everything into consideration，we hope you will agree to partial shipment.
Sue：Under this situation，I think your proposal is workable. Then how much and when can we expect the first shipment？
Linda：Half of your order in early May and the balance at the end of May. We believe this proportion will meet the urgent need of your clients.
Sue：Could you make it better？Say，75% for the first shipment？
Linda：I’m terribly sorry. We’ve already tried our best.
Sue：In this case，I have to take it as it is.
Practice 2
Task 1：Listen to the dialogue and role-play it in pairs.
Task 2：Simulated situational conversation.
Suppose you are Lucy and your partner is Mr.Wang. The two of you are talking about the shipment of cotton.
Situational Dialogue 3
Linda has drafted a sales contract. Now she is examining the details with Sue in the conference room.
Linda：We settled the terms for the contract three days ago. Now the draft contract is ready. Would you like me to repeat it and see if there is anything wrong？
Sue：Great. Go ahead.
Linda：Under this contract，we will supply you with 10，000 pieces corn baskets，at US $1.56 per piece CIF Rotterdam. Shipment is in May，2019，and payment is to be made by irrevocable L/C at 30 days’ sight.
Sue：Well，everything seems all right except the time of shipment.
Linda：The time of shipment？We have settled that as：shipment is to be made in May，2019. Isn’t that right？
Sue：But I think during our last negotiation we amended it to：shipment is to be made by the first available vessel in May with partial shipment and transshipment via Hong Kong allowed，didn’t we？
Linda：Oh，yes，I see. But don’t worry，I’ll put it right immediately.
Sue：That’s good. What about the packing？
Linda：As usual，we use skin packing for our baskets.
Sue：Then the outer packing？
Linda：As requested，we’ll pack our baskets in cartons，25 pieces to one carton，gross weight around 20 kilos a carton. We will reinforce all the cartons with absolutely waterproof plastic sheets，and mark them with warning words such as “Handle With Care”.
Sue：Great.
Practice 3
Task 1：Listen to the dialogue and role-play it in pairs.
Task 2：Simulated situational conversation.
Suppose you and your partner are closing the deal and ready to sign a contract after a long business negotiation. Please make a dialogue according to the situation.