高级商务英语对话.doc

对话一：面试
A：Please, sit down. Nice to have you here. At the very beginning, could you please brief on yourself?
B：Thanks. Honored to have the chance here. My name is …., and I am going to graduate in two month from ZJUT. I am here to apply for the secretary of the general manager. While at school. I have gained the credit of Business English, International Business Negotiation, International Etiquette, Computer etc. In order to get myself matched for the position, I also obtained the certificate of Computer Level Two, National Business English Level Two, Advanced BEC etc.
A: Then what about your major? How is your English?
B: I have already passed the CET-6 with a score of 615 and is preparing for the TEM-8. I am especially skilled in listening, reading, writing. Meanwhile ,I also know a little about French, which remains my hobby.
A: Well-done, you really have prepared a lot for the position. However, I see from your application that you does not have much experience as a secretary.
B: As a graduate, I am. However, I have once worked as intern last summer in Haoer International Company, a company dealing in international trade as well, where I assisted the general manager to ….. So, compared to other graduates, I have a bit more experience in this line.
A: Good. If you were in my shoes, what sort of qualities you’d look for in your secretary?
B: A secretary needs to be pretty hard-working and should be able to do a lot of things on her own initiative. In addition, many skills are needed, such as shorthand, typing. Moreover, she should be able to handle multiple tasks at once. As for me, I have once get trained on that.
A: Quite a fair idea! Can you brief on your strengths and weakness?
B: Well, I’d say my strengths are my carefulness, patience and devotion. My weakness? I suppose I’m a bit of a perfectionist. I’m usually dissatisfied with what I’ve done and always think I can do it better in a different way.
A: OK. How do you hear about our company and why do you choose our company but not the one you have worked as a intern?
B: Haoer International Company is a small company. There was a lack of growth opportunities in a small company. One of the reasons I’m so interested in your company is that you are a large company dealing in international trade. I feel that I would have more scope for personal development in your company and that the work will be more challenging for me.
A: What can you bring to our company?
B: I feel that my experience and skills are a great match for the position and I could really make a positive contribution to your firm.
A: What do you expect to your salary?
B: I would expect the standard rate of pay at your company for a person with my experiences and educational background.
A: Do you have any question for me?
B: Well, today, what is the next step in the hiring process?
A：Well, today we are interviewing 5 applicants. After this ,we will be selecting two people to our office for another interview. So, You will hear form us soon. After we’ve interviewed all the applicants, we’ll make our final decision. We will telephone you. It has been a pleasure to talk with you
B: Thank you and I certainly hope that the answer will be favorable.

对话二：
Mr. Jones, sales manager from a British company, is talking with you, general manager from a Chinese company, about building business relationships. Now discuss it with him with the help of the following hints.
Mr. Jones:
— Introduce himself and explain the purpose of his visit
— Express interest in establishing trade relations
— State the benefits brought by mutual cooperation
— Suggest meeting again for more details
You:
— Extend your welcome
— Invite Mr. Jones to become your business partner
— Introduce your business scale and main products
— Express confidence in the future
— Agree to meet again for further discussion

J：It’s nice to meet you. My name is Jones Henry. Here is my business card.
M: Nice to meet you, too. Mr Jones, and here is my card. Please sit down here. Would you like sth to drink, coffee or tea?
J: A cup of tea, please. I like Chinese green tea.
M: This is Longjing Tea, a very famous tea in Hangzhou.
J: I have heard of it for a long time. Thank you very much.
M: Is this the your first visit to fair?
J: That’s right. I am here to discuss with you the possibility of importing some product. We are given to understand that your company is one of leading exporters of textiles in Europe, which come within the scope of our business activities.
M: Mr Jones. We very much appreciate your interest in our company. I am great delighted to make your acquaintance. It would be our great honor to have your cooperation.
J:Me, either. Can you give me an idea of your scope and main products?
M: Yes. We deal in textiles for more than 20 years. Our products have enjoyed a high reputation in the domestic and the foreign market for their good quality and reasonable price. Among our products, our silk is the major one. Silk blouses are brightly colored and beautifully designed. They’ve met with great favor overseas and are always in great demand.
J: Sound nice. Actually, our company also remains the leading importers in USA. But as our market share is constantly growing all over the world, so I have a good mind to find some partners to share the world market. Based on the equality and mutual benefit, I believe that we can achieve a 10% increase in annual sale at least.
M: I am quite looking forward to it. Recently we also held a meeting planning the market in the USA, and I think you are the one we are looking for. I would like to extend my welcome again!
J: You said it. But for it remains a great plan, I advice a further discussion concerning the way of cooperation, the specific strategy in different market etc.
M: Year, to plan well is half success. What about 3 o’clock tomorrow afternoon in the conference room of our company? Then I would like to invite you to brief on it and then discuss the detail. If time allowed, we can also have the contract signed.
J: Good. OK, for there is a another meeting too attend, I would like to see you tomorrow!
M: OK. See you.

He sent Ms Chen a letter seeking for business cooperation
explore the possibility of establishing business relations.
He learned about Ms Chen’s company from his Commercial Counselor’s Office in China..
their prices compare very favorably with the prices of the same kind of products on the international market.
To do business with merchants of all countries on the basis of equality and mutual benefit .

对话三：
S: I’m so glad that we have arrived at a complete agreement on price. And I cannot but admit that everything has turned out satisfactory in the end. Now there remains only the question of payment terms to be discussed. What is the mode of payment you usually accept?
M: Well. We only accept confirmed, irrevocable L/C payable by sight draft against presentation of shipping documents.
S: I understand that the L/C provides both parties some measure of security, but when opening a letter of credit with a bank, we have to pay a large sum of money as a deposit. That will tie up their capital. And other suppliers can give us more favorable terms. You see, the world market has been rather dull. Besides, our exchange quota is rather limited. So we would like to ask you for more favorable terms like D/A against presentation of time draft. 或者/ Payment by L/C is our usual practice with all new customers for such commodities. Moreover, the international capital market is fluctuating, so I am afraid that we have to insist on payment by L/C at sight.
M: I am sorry. But our rules don’t allow us to accept other payment terms except L/C. Meanwhile, you must be aware that a confirmed and irrevocable L/C allows exporters the additional protection of the banker’s guarantee. And the other way around, we pay by L/C for our imports and furthermore, we pay the same kind of letter of credit when we import form your country.
S: Well, it seems that I have to agree on it. But could you make a little concession?
M: What is your idea?
S:I’ like you to exert yourself and get everything ready for shipment as early as possible, say in a month?
M: We are sorry that we are unable to advance shipment in whole lot owing to our heavy commitments. But we can ship 40% in advance. Is that OK?
S: I understand your position. But one thing needs mentioning, please see to it that the remaining 60% should also be shipped timely.
M: You can rest assured that we will honor the contract and deliver it on time. But, we need you to amend the contract to have transship allowed so that the goods can reach you as soon.
S: No problem. On the condition that the goods shall be shipped as soon as possible. Nice to cooperate with you and I am looking forward to our next cooperation.
E: Nice to cooperate with you, too. As for the goods, we will surely make arrangements timely.

第四个：
M：Everything has turned out satisfactory by far. Now there remains only the question of packing to be discussed. Mrs could you please tell me how you will pack the silk blouse?
I: By all means. You know, we have definite ways of packing garments. As to blouse, we use a polythene wrapper for each article, all ready for window display.
M: Very good. A wrapping that catches the eye will certainly help promote the sales, To get an edge over our competitors, we have to make sure the merchandise is not only of good value but also looks attractive. Then what about the outer packing?
I: We will pack them 10 dozen to one carton, gross weight around 25 kilos a carton. Do you have any good special instruction?
M: Could you use something stronger for the packing, say, wooden cases? I am afraid the cardboard boxes are not strong enough to stand such long voyage.
I: We have been dealing in the silk blouse for over 10 years, and experiences prove that the carton is enough. For one thing, it is comparatively light and therefore easy to handle. They won’t get stowed away with heavy cargo. Besides, we’ll reinforce the cartons with straps. Silk blouse are not fragile goods. They can stand a lot of jolting and shock.
M: Maybe you are right, but the goods are to be transshipped in London. If the boxes are moved about on an open wharf, the dampness or rain may get into them
. This would make the blouses spotted and ruined.
I: No need to worry about that. The cartons lined with plastic sheets are waterproof, and this increases the risk of pilferage.
M: Well, I don’t want to take any chances. Besides, cartons are easy to open, and this increase the risk of pilferage.
I: Tampering with cartons is easily detected. I should say that this rather discourages pilferage.
M: Maybe so, but I am afraid that in case of damage or pilferage, the insurance company will refuse compensation on the ground of improper packing, or packing unsuitable for sea voyage.
I: But cartons are quite seaworthy. They are excessively in our shipments to continental ports. Never are there any complaints from our clients, and such packing has also approved by our insurance company for W.P.A. and T.P.N.D.
M: If you could guarantee the compensation in case the insurance company refuses to hounour a claim for faulty packing, we would be quite willing to accept cartons.
I: I am sorry, but we can’t take on any responsibility that is beyond our functions and powers. We will make sure that the packing is seaworthy, but we cannot commit ourselves to being responsible for every kind of mishap.
M:I understand your position. Maybe I am asking too much.
I: We will use wooden case if you insist, but the charges for packing will be considerably higher, and is also slows down delivery.
M: Taking all factors into consideration, I think I had better follow your advice. Just pack as you have said. Thank you and nice to cooperate with you.
I: Me, too.

第五个：
I：I’m glad to have the opportunity to exchange ideas with you on terms of shipment. First, let’s decide the time of delivery.
H: Here I want to draw your attention that the festival lamps we ordered is expected to catch the Chrismas sale. So, we shall appreciate it very much if you will effect shipment in early October, thus enabling the goods to arrive here in time to catch the brisk demand at the start of the season.
I: I understand your position. But as you know, at the moment, we are so heavily committed that it is rather difficult to effect delivery in early October. Considering our long standing business relationship, what about 50% be delivered in early October to meet the great demand and the balance be dispatched at the end of the month?
H: If the goods shall not arrive on early October, the market share shall decline, which will affect our company a lot. So do see to it that all the goods be effected early.
I: In that case, extra fee is expected since we had no other choice but to have our employee to take on additional shift which will increase our cost. If extra fee is offered, we are able to effect the consignment in early November,
H: If the extra fee is added, what is the total amount then？
I：Up to 110% of the original one.
H: OK, I will accept it. And we trust you will endeavor to ship the goods within the stipulated time and hope the consignment will arrive at the destination in perfect condition.

第六个：
G: I do not like to complain, but I have had a lot of trouble with your company, one way or another. Moreover, the case is too seriously overlooked to be overlooked, so I decided to come and have a face-to-face talk with you. I demand a full refund of the amount paid.
I: Just be patient, please. Any criticism on our products is sincerely invited. Can you give me the details? I really hope that I can do sth for you to release the loss.
G: Well. I ordered 50 M/T of air dried carrot granules from your company. Upon arrival, 20 cartons have been found short-weighted and 10 cartons broken.
I: It’s impossible. As everybody knows, our dehydrated vegetables enjoy a good reputation for their fine quality in the world market. Such a case never happened. Could you tell the exact cause of the inferior quality? You see, the damage might be incurred by a variety of factors.
G: Here’s survey report by a well-known lab in London. It certifies that the goods are not properly handled.
I: But let me inform you that the goods in question were strictly inspected by CCIB before shipment, with your representatives on the spot. Their report showed that the packaging of the goods is up to the standards. Consequently, the damage must have taken place in transit, such as improper storage, rough handling and so on. We suggest you a further investigation into the matter
G: If that is really the case, who do you think I must turn to for my claim？
I： The goods were brought on a FOB basis. And it was you who booked the shipping space and had the goods secured. So, you may approach the s