贸易实战下订单英语会话范例.doc

贸易实战 下订单英语会话范例Paul:Justfine.Ilookedoverthecatalogyougavemethismorning,andIdliketodiscusspricesonyourcomputerspeakers.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:Verygood.Hereisourpricelist.好的。这是我们的价目表。Paul:Letmesee.IseethatyourlistedpricefortheK-two-onemodelistenUSdollars.Doyouofferquantitydiscounts?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:Wesuredo.Wegiveafivepercentdiscountforordersofahundredormore.当然有。100或以上的订单我们有百分之五的折扣。Paul:WhatkindofdiscountcouldyougivemeifIweretoplaceanorderforsixhundredunits?如果我下六百的订单，你们可以给我什么样的折扣？Leslie:Onanorderofsixhundred,wecangiveyouadiscountoftenpercent.六百的话，我们可以给你百分之十的折扣。Paul:Whataboutleadtime?交货时间呢?Leslie:Wecouldshipyourorderwithintendaysofreceivingyourpayment.在收到货款的十天内，我们就可以把货送出去。Paul:So,yourequirepaymentinadvanceofshipment?那么，你们是要提前付款的?Leslie:Yes.Youcouldwiretransferthepaymentintoourbankaccountoropenaletterofcreditinourfavor.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:Idliketogoaheadandplaceanorderforsixhundredunits.那我想就先下六百的订单。Leslie:Great!Illjustfilloutthepurchaseorderandhaveyousignit.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：Theimportershavetherighttoreinspectthegoodsaftertheirarrival.进口商在货到后有权复验商品。Whatsthetimelimitforthereinspection?复验的时限是什么时候？Itsverycomplicatedtohavethegoodsreinspectedandtested.这批货测试和复验起来比较复杂。Whatiftheresultsfromtheinspectionandthereinspectiondonotcoincidewitheachother?如果检验和复验的结果有出入该怎么办呢？Whoissuestheinspectioncertificateincasethequalitydonotconfirmtothecontract?如果货物的质量与合同不符，由谁出具检验证明书呢？ThecertificatewillbeissuedbyChinaImportandExportCommodityInspectionBureauorbyanyofitsbranches.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。TheInspectionCertificatewillbesignedbythecommissionerofyourbureau.检验证明书将由商检局局长签字。Ourcertificatesaremadevalidbymeansoftheofficialsealandpersonalchopofthecommissioner.我们的证明书以公章和局长签字为有效。Asarule,ourcertificateismadeoutinChineseandEnglish.通常证明书是用中文和英文开具的。Youmayhaveanothercertificateshowingthegoodstobefreefromradioactivecontamination.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。OurgoodsmustbeuptoexportstandardsbeforetheInspectionBureaureleasesthem.我们的货物只有在符合出口标准后，商检局才会予以放行。OurInspectionBureauwillissueaVeterinaryInspectionCertificatetoshowthattheshipmentisinconformitywithexportstandards.商检局将出具动物检疫证明书以证明货物符合出口标准。Isitconvenientforyoutoengageasurveyor?你们联系公证方便吗？Wehavethebestsurveyor,ChinaImportandExportCommodityInspectionBureau.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)DanSmith是一位美国的健身用品经销商，此次是RobertLiu第一回与他交手。就在短短几分钟的交谈中，RobertLiu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:Idliketogettheballrolling（开始）bytalkingaboutprices.R:Shoot.（洗耳恭听）Idbehappytoansweranyquestionsyoumayhave.D:Yourproductsareverygood.ButImalittleworriedaboutthepricesyoureasking.R:Youthinkweaboutbeaskingformore?(laughs)D:(chuckles莞尔)ThatsnotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatIdlikeisa25%discount.R:Thatseemstobealittlehigh,Mr.Smith.Idontknowhowwecanmakeaprofitwiththosenumbers.D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusinessvolumesales（大笔交易）thatwillslashyourcosts（大量减低成本）formakingtheExec-U-ciser,right?R:Yes,butitshardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover（销磬）somany?(pause)Wedneedaguaranteeoffuturebusiness,notjustapromise.D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther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:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwontgodownmuch.D:Justwhatareyouproposing?R:Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛利率）.Wesuggestacompromise10%.D:Thatsabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?R:IdontthinkIcanchangeitrightnow.Whydontwetalkagaintomorrow?D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground（共同信念）onthis.NEXTDAYD:Robert,Ivebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.R:Ihopeso,Dan.MyinstructionsaretonegotiatehardonthisdealbutImtryveryhardtoreachsomemiddleground（互相妥协）.D:Iunderstand.Weproposeastructureddeal（阶段式和约）.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.R:Dan,Icantbringthosenumbersbacktomyofficetheyllturnitdownflat（打回票）.D:Thenyoullhavetothinkofsomethingbetter,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:Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?D:Thatsalottosell,withverylowprofitmargins.R:Itsaboutthebestwecando,Dan.(pause)Weneedtohammersomethingout（敲定）today.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.(smiles)D:(smiles)O.K.,17%thefirstsixmonths,14%forthesecond?!R:Good.Letsironout（解决）theremainingdetails.Whendoyouwanttotakedelivery（取货）?D:Wedlikeyoutoexecutethefirstorderbythe31st.R:Letmerunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.D:Right.Wecouldnthandlemuchlargershipments.R:Fine.ButIdpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon-Icantguarantee1500.D:Icanagreetothat.Well,iftheresnothingelse,Ithinkwevesettledeverything.R:Dan,thisdealpromisesbigreturns（赚大钱）forbothsides.Letshopeitsthebeginningofalongandprosperousrelationship.商务谈判实例(四)今天Robert的办公室出现了一个生面孔KevinHughes，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:Wefoundyourproposalquiteinteresting,Mr.Hughes.Wedliketoweightheprosandcons（衡量得失）withyou.K:Mr.RobertLiu,wevelookedalloverAsiaforamanufacturer;yourcompanyisoneofthemostsuitable.R:Ifwecansettleanumberofbasicquestions,Imconfidentinsayingthatwearethemostsuitableforyourneeds.K:Ihopeso.Andwhatmightbethebasicquestionsyouhave?R:First,doyouintendtotakeapositionin（投资于）ourcompany?K:No,wedont,Mr.Liu.ThisisjustOEM.R:Isee.Then,themostimportantthingisthesizeofyourorders.Wellhavetoinvestagreatdealofmoneyinthenewproductionprocess.K:Ifyoucanguaranteecontinuingquality,wecansignacommitmentfor75,000piecesayear,forfiveyears.R:AtU.S.$1000apiece,wellmakeanaveragereturnofjust4%.Thatstoogreatafinancialburdenforus.K:Illcheckthenumberlater,butwhatdoyoupropose?R:Hereshowyoucandemonstratecommitmenttothisdeal.Makeittenyears,increasetheunitprice,andprovidetechnologytransfer.商务谈判实例(五)Robert在前面的谈判最后提出签约十年的要求，Kevin会不会答应呢？如果答案是否决的话，Robert又有何打算？他一心为公司的利益打算，极力争取技术转移地协定，而对方会甘心出让此项比金钱更珍贵的资产吗？请看以下分解：K:Wecantsignanycommitmentfortenyears.Butifyourproductionqualityisgoodafterthefirstyear,wecouldextendthecontractandincreaseouryearlypurchase.R:Thatsoundsreasonable.Butcouldyoushedsomelighton（透露）thesizeofyourorders?K:Ifwearehappywithyourquality,wemightincreaseourpurchaseto100,000ayear,foratwo-yearperiod.R:Excuseme,Mr.Hughes,butitseemstomeweregivinguptoomuchinthiscase.Wedbegivingupthefive-yearguaranteeforincreasedyearlysales.K:Mr.Liu,youvegottogiveupsomethingtogetsomething.R:Ifyoureaskingustotakesuchalargegamble（冒险）forjusttwoyearssales,Imsorry,butyourenotinourballpark（接受的范围）.K:WhatwouldittaketokeepPacerinterested?R:Athree-yearguarantee,nottwo.Andaqualiltyinspection（质量检查）tourafteroneyearisfine,butwedlikesomeofourpersonnelontheteam.K:Acceptable.Anythingelse?R:Wedbemakinghugecapitaloutlay（资本支出）fortheproductionprocess,sowedliketosetupatechnologytransferagreement,tohelpusgetofftheground（取得初步进步）.商务谈判实例(六)行至此处，谈判都还算是在和谐的气氛下进行，双方各自寻求获利的方案。但针对技术转移这一项，Robert所提的保证和要求能否消弭Kevin心中的顾虑，而今此谈判终露曙光呢？以下对话即为您揭晓：K:Ifwetransferredourtechnicalandresearchexpertise（技术与研究的专业知识）,whatwouldstopyoufrommakingthesameproduct?R:Wedbewillingtosignacommitment.Wellputitinwriting（书面保证）thatwewontcopycat（仿冒）theSportsCastwithinfiveyearsafterendingourcontract.K:SoundsO.K.,ifitsforanysimilarproduct.Thatwouldgiveusbetterprotection.Butwedhavetointerestonatenyearlimit.R:Fine.Wehavenointentionofbecomingyourcompetitor.K:Great.Thenletssettlethedetailsofthetransferagreement.R:Wellneedyoutosendoversomekeypersonneltohelpuspurchasetheequipmentandtrainourtechnicalpeople.Howlongdoyouanticipatethatwilltake?K:Aweektoputtheteamtogether,threeweekstotrainyourpeople.Ifso,whendoyouestimatestartingproduction?R:Ourfirstproductionrun（一批的生产）shouldbeoneweekafterourteamfinishesitstraining.ButIdlikeyourteamtostayafullweekafterthat,tohandleanykitchesthatpopup（处理突发的事件）.K:Cando.Everythingseemstobeset,Robert.Illbringinasamplecontracttomorrow.Ifyoulike,wecansignitthen.商务谈判实例(七)BotanyBay是家生产高科技医疗用品的公司。其产品“病例磁盘”可储存个人病例；资料取用方便，真是达到“一盘在手，妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬件设备的代理权。以下就是Robert与BotanyBay的代表，MarkDavis，首度会面的情形：M:Mr.Liu,totalsalesontheMedic-DiskwereU.S.$100,000lastyear,throughouragentinHongKong.R:Ourresearchshowsmostofyoursales,aremadeintheTaipeiarea.YouragenthasonlybeenabletotargettheTaipeimarket（把作为目标市场）.M:True,butwearehappywiththesales.Itsanewproduct.Howcouldyoudobetter?R:Werealreadywell-establishedinthemedicalproductsbusiness.TheMedic-Diskwouldbeagoodadditiontoourproductrange.M:Canyoutellmewhatyoursaleshavebeenlikeinpastyears?R:Inthepastthreeyears,ourunitsaleshavegoneupby350percent;profitshavegoneupalmost400percent.M:Whatkindofdistributioncapabilities（分销能力）doyouhave?R:Wehavesalespeopleinfourmajorareasaroundtheisland,sellingdirectlytocustomers.M:Whataboutyoursales?R:Intermsofunitsales,55percentarestillfromtheTaipeiarea.TherestcomesfromtheKaohsiung,Taichung,andTainanareas.Thatsagreatdealofuntappedmarketpotential（未开发的市场潜力）,Mr.Davis商务谈判实例(八)Robert说明Pacer在行销与技术上的基础后，终于取信了Mark,也为此谈判迈开成功的第一步。在谈判佣金鱼合约期限这类议题之前，Robert想先确定一些条件，包括独家代理权与BotanyBay所能提供的协助。你知道Robert运用了哪些技巧，才不会让Mark以此作条件来威胁Pacer让步？我们看看Robert怎么说：M:Mr.Liu,whatkindsofsalesdoyouthinkyoucouldget?R:Well,tobeginwith,wedhavetoinsistonsoleagencyinTaiwan.Webelievewecouldspike（激增）salesby30%to40%inthefirstyear.Butcertainconditionswouldhavetobemet.M:Whatkindsofconditions?R:Wedneedyourfulltechnicalandmarketingsupport.M:Couldyouexplainwhatyoumeanbythat?R:Wedlikeyoutogivetrainingtoourtechnicalstaff;wedalsolikeyoutopayafeeforafter-salesservice.M:Itsnoproblemwiththetraining.Asforservicesupport,weusuallypayayearlyfee,peggedto（根据）totalsales.R:SoundsOK,ifwecancometoterms（达成协定）onhowmuchisfair.Asformarketingsupport,wewouldlikeyoutoassume50%ofallcosts.M:Wedprefer40%.Manycustomerslearnaboutourproductsthroughinternationalmagazines,tradeshows,andsoon.Wepickupthetab（付款）forthat,butyougetthesalesinTaiwan.R:Wellthinkaboutit,andtalkmoretomorrow.M:Fine.Wedlikeyoutotellusaboutyourmarketingplans.