Part Ⅰ Situational Dialogues
Practice 1
Task 2: Simulated situational conversation.
A: What is your quotation for the TV set Model TG787?
B: It cost US$ 250 per set. The prices are subject to our final confirmation.
A: Do you have a minimum ordering quantity?
B: Yes, the minimum quantity is 1,000 sets. What's the quantity you're likely to take?
A: 6,000 sets. It's an attractive quantity, isn't it? I hope you'll quote us on your best terms.
B: How soon do you want the goods to be delivered?
A: Early October.
B: Just a minute. Now we offer your firm for 6,000 sets at 210 per set FOB Guangzhou, to be delivered in early October.
A: How long will you leave your offer open?
B: It's valid for three days.
Practice 2
Task 2: Simulated situational conversation.
A: Good Morning.
B: Good Morning.
A: I am quite interested in the bicycles you make.
B: Thank you. We really appreciate that.
A: Your products are very good. But I'm a little worried about the prices you're asking.
B: You think we will be asking for more?
A: That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 15% discount.
B: That seems to be a little high. I don't know how we can make a profit with those numbers.
A: We said we want 2，000 pcs over a three-month period. What if we plan orders for a year, with a guarantee?
B: If you can guarantee that on paper, I think we can discuss this further.
Practice 3
Task 2: Simulated situational conversation.
(A:Mr.Green,B:sales representative)
A: I'm Mr.Green. long time no see.
B: Nice to meet you.
A: What types of booths are available?
B: You are lucky. We have all types of booths available; including standard booth, premium booth, island booth and corner booth.
A: Yeah! I am really lucky. We can choose what we like this time. How much are they?
B: Well, we charge differently according to its type. The starting charge is RMB 2,980 per square meter, and the minimum size is 9 square meters.
A: How much is the island booth?
B: Since you are our old customer, we offer a 10% discount.
A: Sounds acceptable．Does the price include meals during the show or other items?
B: Meals are not included in the price. But each booth is equipped with raw space, carpeting, boarding, one cabinet, two flap seats, three spotlights, one socket and one company signage.
A: OK, I see. Is raw space available to reserve?
B: Yes. It is RMB 2,680 per square meter. The minimum area is 12 square meters.
A: I prefer a standard booth. Is it possible to change the cabinet into a table? We need a table better.
B: Let me think. This is not our usual practice. But I will try. I don't think it is a problem.
A: How do I pay for that?
B: A down payment of 35% of the total amount should be paid by the Exhibitor under the contract upon signing of the contract. And the balance shall be paid no later than August 25, 2013.
A: OK! I'll sign the contract form right now.
Part Ⅲ Workplace Practice
Ⅰ. Complete the following dialogue.
A: We sent you an inquiry for your radios last week.
B: Yes. Our offer is RMB 300.00 per set of tape recorder, FOB Tianjin.
A: USD 28.50 per piece, CIF Shenzhen.
B: The price is much higher than what I have expected.
A: How long will you keep the offer firm?
B: The firm offer is valid for 5 days.
A: How about the validity of the offer?
B: The offer is subject to your reply reaching here before 11 o'clock tomorrow morning.
A: For the terms of payment, what is your regular practice?
B: We usually accept payment by L/C.
A: When is the earliest possible time of delivery?
B: Mid February, I think.
A: What about the quantity discount?
B: We allow a 15% quantity discount for orders of more than 1,000 pieces.
Ⅱ. Translate the following dialogue into English.
A: We are interested in your sweaters in catalog No.4562. Could you offer us your most competitive price for this item?
B: USD 28.50 per piece, CIF Shenzhen.
A: Oh, it is much higher than what I have expected.
B: You know that our products have good quality. Considering the quality, I should say the price is reasonable.
A: No doubt that yours are of high quality, but still, there is keen competition in US market.
B: So far our products have stood competition well. The very fact other clients keep on buying speaks for itself.
A: OK, could you make a 5% reduction?
B: Well, in order to close the deal, I accept.
A: I'm glad that we have settled the price.
Ⅲ. Make a short speech (3 minutes).
Good morning, ladies and gentlemen. Welcome to our department. In selling a product, there is something that you need to pay attention to. Firstly, you should make a high offer at the beginning of the negotiation and try your best to achieve your best aim through negotiation. Reducing your price step by step will make a good impression on the other party. Secondly, make no compromises in the matter of prices at the beginning of negotiations. Remember never to make compromise in the matter of prices at the beginning of negotiations or you will lose other advantages, such as the product's quality, the firm's experience and credit, and other conditions of the transaction being of benefit to you. Thirdly, make no concessions on price at once when the importer doesn't accept the offer. Only by knowing the causes of the buyer's disapproval of the offer can you make a new offer acceptable to them or make some other arrangements.
Ⅳ. Make a workplace interpretation (3 minutes).
Lee: 早上好。
Sam: Good morning, Mr.Li. Are you ready for the quotation?
Lee：是的，我方报每个玉米篮子3美元, 欧洲主要港口到岸价。有效期为5天。
Sam: Well, the price is much higher than what I have expected. Chinese bottles sell well in French market. The main reason is that the price is very favorable. Could you give me a discount?
Lee: 对于数量超过6000的订单，我们给予15%的折扣。
Sam: 6,000 pieces! You see, this is only our trial order. And if the first lot of the goods is good and well sold, we'd like to place regular orders in the future.
Lee: 非常感谢，但是很抱歉我们不能更改公司的定价原则。
Sam: Thank you for your offer. I will talk to my general manager to see if it is possible to increase the quantity to get the discount.
Lee: 非常感谢您的努力。
Sam: By the way, what is your usual practice in payment terms?
Lee: 我们通常采用信用证支付。
Sam: When is the earliest shipment you can make?
Lee: 恐怕要到五月底了。
Sam: Fine, thank you. I'll call you as soon as possible.