管理专业英语-国际贸易对话经典案例
国际贸易英文案例及解析
国际贸易英文案例及解析1. A Chinese exporter signed a CFR contract with an importer in American on canned meat for an amount of US$50000,with payment by D/P at sight. On the morning of May 5,2006,the goods were all loaded onto the named vessel. The Chinese salesperson in charge of this contract was so busy that he forgot to send the buyer the shipping advice until the next morning. Unexpectedly, when the American importer went to the local insurance company to insure the goods, the insurance company had already learned that the ship suffered a wreck on May 6 and refused to insure the shipment. The American importer immediately sent a fax to the Chinese exporter saying "owing to your delayed shipping advice, we are unable to insure the goods. Since the vessel has been destroyed in a wreck, the loss of goods should be for your account. At the same time, you should compensate our profit and expense losses which amount to US$50000."Soon all the shipping documents sent through the collecting bank were returned to the Chinese exporter ,for the reason that the importer refused to take up the shipping documents. Who should be responsible for the loss and why?The Chinese should be responsible for the loss. As per the clause of CFR term, the exporter is responsible for notifying the shipping details ASAP and the importer can arrange the insurance in time. If the notify delayed and cause the loss without insurance covering, the exporter must bear the loss.2.A Chinese international trade company exported a batch of walnut to England on the basis of CIF London.As it was a seasonal commodity,it was stipulated in the contract that the covering L/C should reach the seller before the end of September.The seller guaranteed that the vessel would reach the port of destination not latter than December 2.If the vessel reached the port of destination later than that day,the buyer was entitled to cancel the contract.In case the payment had been made,the seller should return the payment to the buyer .Then,where do you think the crux lies in this case?In this case, the crux lies is the date of reaching the destination.Because it is normal for vessel delay on sea shipment. The seller cannot control the shipping times on the sea. So the L/C should amend for the reach time, instead of the departure time.。
贸易英语对话实例
X: hello, my name is ALEX, I am a manager of a agricultural export and import company in hongkong. I have heard that your wulong tea is famous. And my company want to order some of your products. But can you give me a brief introduction about your tea.G: of course. It’s my honor. My name is professor, I am the manager of sale department of Fujian tea export and import company. You know, my company has specialized in producing wulong tea for several years. So I can say our wulong tea is self-evident better than others’. What’s more, it has some special functions. For example, drinking it can refresh you.X: it sounds very good. I can’t wait to order 1000KG of your tea. But what’s your price.G: First of all, I am obliged to you for ordering our products. Well, we charge 250yuan per KG by CIF. do you have any questions about our deal in your mind?X: you know, your prices have increased by a rather large margin compared with international market prices. That’s unfair to us. I think you should reduce the prices.G: I admit we have marked up our prices which a little high compared with the current market prices. But we don’t increase it for nothing. You know, the quality of our products have improved this year. And our products deserve that price. And in another aspect, the price of thiskind of commodity is tending upwards on the word market. sooner or later, the market prices will rise. what’s more, the inflation is high now in my country. Considering all of these factors, we won’t cut down our prices anyway.X: oh, you can’t be serious. I know your situation, but your prices are really too high. And it’s unfavourable to us. If you don’t reduce the price, it will be very difficult to proceed with our talk. I think I need to go.G: ok, wait ,wait. Clam down. How about this: both sides make some concessions, and we meet each other half way. I mean you increase the quantity of your order, and I lower our prices. At this case, we are win-win. What do you think ?X: A nice idea. I can’t agree it any more. You should have said this early. we increase our quantity from 1000KG to 2000KG, how about your prices.G: Now that you increase 1000KG, we will reduce it from 250 per KG to 220 per KG. Is that ok ?X: alright, that’s it. Well, I wonder how you plan to send and pack our order.G: well, first, we intend to deliver your order via sea freight. And because this year we spend more manpower and material resources in developing our products, our factory’s workload is way too heavy. And I am afraid the date of shipment would be later than October.X: what? Later than October. No, you will let us bare a big loss. I badly need you advance the shipment two months earlier.G: well, that will be hard to handle, according our manufacturer’s schedule, the earliest possible delivery date would be September.X: in this case, maybe you need a new manufacturer. We insist that you should effect shipment in august.G: all right, We take customers as our Gods. We’ll make shipment in august to the best of our abilities. As for the packing of the products, every 0.5KG is individually packed in a can, and 40 cans are packed in a paper carton. Then we pack 10 cartons in a bigwooden case. Actually, we have ten cases.X: but I wonder can you make sure the products can be protected from dampness.G: Don’t worry about that. It’s my profound belief that we can make it. the can is hermetic. In addition, each wooden case is lined with plastic sheets from inside. Therefore, your order is absolutely dampproof. Furthermore, every year we export a large quantity of our products by ship, which never came across any problems like dampness. And if you still worry about that, we can change the item of insurance from WPA to all risks. But you have to bare the additional fee.X: as long as we can get the products successfully, anything is ok.G: now, can you tell me what kind of payment would you make.X: all to often, I ‘d like make it by L/C.G: all right, but excuse me , is it irrevocableX: I am sorry, it isn’t, we only accept revocable L/C according our company’s stipulation.G: oh come on , I hope you are kidding, you know , we make a deal together for the first time, to be on the safe side, can you make a bit more flexible and issue irrevocable L/C. and we have made a lot of concessions already. If you deny opening irrevocable L/C, we would rethink whether make this deal or not. I advise you to open irrevocable L/C. to take it or not to take it, that’s your choice.X: ok, I think I have no choice but to take your advice.G: nice to hear this. So, that’s a deal.。
外贸商务谈判英语对话
外贸商务谈判英语对话外贸商务谈判英语对话是国际贸易中必不可少的一部分，以下是一段外贸商务谈判英语对话：Dialogue between a foreign trade negotiator and a client.外贸谈判员与客户之间的对话。
Negotiator: Good morning, Mr. Client. Welcome to our company. How was your flight?谈判员：早上好，客户先生。
欢迎来到我们公司。
您的航班怎么样？Client: Good morning, thank you. The flight was good, thank you. It's nice to be here.客户：早上好，谢谢。
航班很好，谢谢。
很高兴来到这里。
Negotiator: Please have a seat. I have some documents for you to review. This is our company's product catalog, and this is our price list.谈判员：请坐。
我有一些文件需要您审查。
这是我们公司的产品目录，这是我们的价格表。
Client: Thank Thank I will review these documents right away.客户：好的好的，我会立即审查这些文件。
Negotiator: Also, I have some questions for you. Do you have any specific requirements for the products?谈判员：另外，我有一些问题要问您。
您对产品有任何具体要求吗？Client: Yes, I do. I am particularly interested in your electronic products. Could you tell me more about them?客户：是的，我有。
外贸谈判实例英语对话
外贸谈判实例英语对话外贸谈判实例英语对话A:HeIIo.Mr. Wang. I am glad to meet you here at the fair.A:你好，于先生，很高兴在交易会上见到你。
B:Likewise. Take a seat, please. How about a cup of tea?B:我很高兴。
请坐，喝杯茶好吗?A:Sure. Thank you. It seems your business is prosperous. There are many customers here.A:好，谢谢。
看起来生意很兴旺，这么多客户光临。
B:Yes.it's not too bad. Our sales are going up year after year. And we still have a large potential production capacity.Well.B:是的，还可以。
销量年年递增，我们的生产潜力还很大。
A:what do you think of choosing a commission representative or agent abroad to promote your sales?A:哦，你们是否想在国外选择一家代办商或代理人为你们推销产品?B:That's a good idea. So far,we have several agents abroad.B:这个主意不错.不过，目前我们在国外已有几家代理人。
A:We are willing to be your agent in Thailand for hand-held tools.What do you think'?A:我们愿意在泰国做你方的手工工具代理人，不知你们意下如何?B:That sounds good.B:听起来不错A:Then.what's your usual commission rate for your agents?A:那么，你们通常给代理人的佣金率是多少?B:Usually.we give a commission of 4% to our agents.B:通常给4%。
国际贸易常用口语
国际贸易常用口语1. “Let's talk turkey.”（咱们就直截了当地说吧）例子：在和国外客户谈价格的时候，对方一直在绕圈子，我就说“Let's talk turkey. How much can you really offer for this batch of goods?”2. “A fair shake.”（公平的待遇）例子：我们希望在国际贸易中得到公平对待，就像我的同事对客户说的“All we ask for is a fair shake in this deal.”3. “Cut to the chase.”（言归正传，切入重点）例子：会议上大家闲聊了很久，经理站出来说“Cut to the chase, guys. We need to discuss the shipment details today.”4. “The ball is in your court.”（该你行动了，看你的了）例子：我们已经把合同条款都解释清楚了，我对合作方说“The ball is in your court. It's up to you to make the next mov e.”5. “Up in the air.”（悬而未决的）例子：关于这批货物的运输方式还没有确定，我跟老板汇报说“The matter of the transportation method for this batch of goods is still up in the air.”6. “Cost an arm and a leg.”（价格昂贵）例子：客户觉得我们的产品报价太高，他抱怨说“This product seems to cost an arm and a leg. Can you lower the price?”7. “Bite the bullet.”（硬着头皮做某事）例子：虽然市场环境不好，但我们还是决定咬咬牙开拓新市场，我跟伙伴们说“We have to bite the bullet and explore new markets even though the market situation is tough.”8. “On the same page.”（意见一致）例子：经过一番讨论，我问合作方“Are we on the same page about t he delivery time?”9. “Hit the ground running.”（迅速开始工作）例子：新的贸易项目开始了，老板要求我们“Hit the ground running. Don't waste any time.”10. “By the skin of one's teeth.”（勉强地）例子：我们勉强完成了订单的交付，我跟同事感慨“We finished the order delivery by the skin of our teeth this time.”11. “Call it a day.”（今天就到此为止）例子：忙了一整天的贸易谈判后，我对同事说“Let's call it a day. We can continue tomorrow.”12. “Piece of cake.”（小菜一碟）例子：客户担心安装我们的设备很复杂，我自信地说“Don't worry. Installing this equipment is a piece of cake.”13. “In hot water.”（陷入困境）例子：因为货物质量问题，公司陷入了困境，我跟朋友倾诉“I'm in hot water because of the quality problems of the goods.”14. “Give and take.”（互相让步）例子：在贸易谈判中，我们知道必须要有give and take才能达成协议，所以我对对手说“Let's have some give and take here to close this deal.”15. “Jump through hoops.”（克服重重困难）例子：为了进入那个新的国际市场，我们不得不jump through hoops，就像我的老板说的“We've had to jump through so many hoops to enter that new international market.”16. “Out of the blue.”（突然地）例子：突然收到国外客户取消订单的消息，我惊讶地说“This cancellation came out of the blue.”17. “Stick to one's guns.”（坚持自己的立场）例子：在价格谈判中，我们必须stick to our guns，我跟团队成员强调说“We have to stick to our guns when it comes to the price negotiation.”18. “The early bird catches the worm.”（早起的鸟儿有虫吃，先下手为强）例子：我们总是尽早准备贸易展会的展品，就像那句谚语说的“The early bird catches the worm. So we start preparing the exhibits for the trade fair as early as possible.”19. “Under the weather.”（身体不舒服）例子：我的同事身体不舒服还坚持参加贸易洽谈会，我关心地说“You look under the weather. Are you sure you can handle this trade negotiation?”20. “All in all's well that ends well.”（结果好就一切都好）例子：虽然贸易过程中遇到了很多小麻烦，但最终顺利完成了，我欣慰地说“Al l in all's well that ends well. Despite the small troubles during the trade process, we finally completed it smoothly.”。
国际贸易磋商模拟对话
国际贸易磋商模拟对话A third bargaining chip is modifying the delivery date to allow more time for themanufacturer toproduce the required units.第三个可以用来议价的筹码是修改交货8期,这给制造商更充裕的时间来制造你所订的数量.Mel:And that's the bottom line.Not too bad ,even if | do say so myself.这是最低价格了,我自己看都觉得很不错了.ill:ell,to be honest, was figuring on something about 10% lower.老实说,我还希望能再打9折.Mel:That's about what I'd normally charge,but you added these time restrictions and I'm going tohave to pay some overtime to get it in under the wire.其实我平常就是那个价码,但因为你有时间限制,我得请工人加班,才能准时交货.Bll:So how much time do you need to lower the price?时间要往后延多久,我才能有折扣?Mel:Usually there isn't any time requirement.我通常都不压时间限制的.Bill:I know that,but I'm not going to do that.I want this finished quickly with no breaks inbetween,so the time limit stays.我知道,但我不想这样我希望这批货尽快完成,完全没有延误,所以时间限制不能变Mel:l won't do that to you.我不会害你开天窗的.Bll:Right,not with this penalty in the contract.没错,因为这次迟交会有罚款.Mel:Okay.Give me fifteen working days from start to finish and 'll lower the price 10%.好吧.开工后,给我15个工作日,我就再降个百分之+.。
外贸英语口语对话
外贸英语口语对话1.外贸英语口语对话篇一What about the price? 对价钱有何看法？The price you provided is much higher than market price.你们提供的价格远远高于市场价格。
The price is quite fair. We'll think it over.价格还算公道，我们会认真考虑的。
We'll inform you through discussing with our manager.我们与经理讨论后将通知贵方。
Your price is higher than those we got from elsewhere.你们的价格比我们从别处得到的要高。
How do you like the goods dispatched, by railway or by sea? 你方将怎样发送货物，铁路还是海运？By sea, please. Because of the high cost of railway trans poration, we prefer sea trans poration.请海运发货，铁路运输费太高，我们愿意走海运。
We'd like to deliver these goods by railway.我们希望通过铁路来运送这些货物。
By air will be preferable. Since we are eager to use the products.空运最为优越。
因为我们给予实用这些产品。
Is there much of a difference in price? 价钱也有很大的区别吧？Yes, the economy model is about 30% less.是的，经济型的大约便宜30%。
2.外贸英语口语对话篇二This is my first visit to the Fair. Everything is new to me, so many people and so many showrooms. Mr. Ding, would you please give me so me information?The Fair is a big gathering. Tens of thousands of foreign business men from more than 150 countries and regions are here to trade with Ch ina.What about your company?Ours is a company specializing in exporting leather products. And what are yours?My shoes marketing company has high standing in my country. My bank is the Commercial Bank, China. You may refer to it for my references.I've heard about your company. We appreciate your interest in our company very much. We can produce goods modeled after the fashions of different markets.Of course, we can produce shoes modeled after your samples.That's great.I think we can reach an agreement and have a promising cooperative prospect.3.外贸英语口语对话篇三Can you accept this order?你方接受这份订单吗？Please cancel this order.请取消这份订单。
外贸英语口语对话场景20篇
外贸英语口语对话场景20篇As a language model, I can generate scenarios for you, but please note that due to the limitations of the text-based interface, I cannot simulate actual spoken language interactions. However, I can provide you with written examples of common dialogues in foreign trade English to help you understand the language used in these scenarios. Please feel free to adapt and modify these examples to suit your needs.Here are 20 examples of foreign trade English dialogue scenarios:1. Negotiating Payment Terms.A: Hello, we would like to discuss the payment termsfor our order.B: Sure, what are your thoughts on payment?A: We prefer to pay by L/C, with a 30% deposit and the balance paid before shipment.B: I understand. However, we usually require a 50% deposit and the balance paid upon delivery.A: That seems a bit high for us. Could we possibly negotiate a 40% deposit?B: Let me discuss this with my team. I'll get back to you shortly.2. Confirming Order Details.A: Just to confirm, the order is for 1000 units of our model X product, correct?B: Yes, that's correct. We also need them to be shipped by the end of the month.A: We should be able to meet that deadline. Do you have any specific packaging requirements?B: Yes, we need each unit to be individually packaged in a protective box.A: Noted. We'll make sure to include that in our shipping plan.3. Discussing Shipping Arrangements.A: How will you be shipping the goods to us?B: We usually use sea freight for large orders like this one. It's the most cost-effective option.A: That's fine with us. Do you offer insurance for the shipment?B: Yes, we do. It's included in our sea freight quote.A: Great. Please make sure to include the tracking number in your shipment confirmation email.B: Absolutely, we'll send you all the necessary details once the shipment is on its way.4. Inquiring About Product Availability.A: I'm interested in your model Y product. Do you have it available for immediate shipment?B: Let me check. Yes, we do have it in stock. We can ship it out within the next week.A: That's perfect. Could I also get a quote for 100 units?B: Sure, I'll send you a detailed quote later today.A: Thank you. I'll review it and get back to you soon.5. Requesting Samples.A: We're interested in your product line, but we would like to see some samples first.B: Absolutely, we can arrange that. Which products are you particularly interested in?A: We're most interested in your model Z product. Could we get a few samples of that?B: Sure, I'll have our sales team send you some samples as soon as possible.A: Thank you. We look forward to evaluating them.6. Discussing Product Quality.A: We've received the samples and are very impressed with the quality.B: Thank you, we pride ourselves on our commitment to quality.A: However, we noticed a few minor defects on some of the samples. What's your policy on product quality control?B: We take quality control very seriously. I'll have our quality assurance team investigate this matter immediately.A: We appreciate your prompt action. Please keep us updated on the progress.7. Negotiating Prices.A: We're interested in placing a large order, but we feel the prices are a bit high.B: We understand your concern. However, our prices are competitive in the market.A: We understand that, but we're hoping for a discount for such a large order.B: Let me discuss this with our management team. I'll get back to you with our best offer.A: Thank you. We look forward to hearing from you soon.8. Confirming Delivery Schedule.A: Just to confirm, the delivery schedule for our order is as follows: 500 units by the end of March and the remaining 500 units by the end of April, is that correct?B: Yes, that's correct. We'll do our best to adhere to this schedule.A: Thank you. Please let us know immediately if there are any changes.B: Absolutely, we'll keep you updated throughout the process.9. Requesting Technical Support.A: We've encountered some technical issues with the product. Could you please provide support?B: I'm sorry to hear that. Our technical team will be happy to assist you.A: Could they please provide us with a detailed troubleshooting guide?B: Yes, I'll have them prepare one and send it to you as soon as possible.A: Thank you for your prompt response. We appreciate your support.10. Following Up On Orders.A: I would like to follow up on our order. When can we expect delivery?B: Let me check the status. It appears that the order is on schedule for delivery next week.A: That's great. Could you please provide us with a tracking number?B: Sure, I'll send you the tracking number via email along with an updated shipment status.A: Thank you for the update. We look forward toreceiving the goods.11. Discussing Warranty Period.A: What is the warranty period for your products?B: Our standard warranty period is one year from the date of purchase.A: That seems a bit short for such high-end products. Could we possibly negotiate a longer warranty period?B: I understand your concern. Let me discuss this with our management team and get back to you with our best offer.A: Thank you. We appreciate your consideration.12. Requesting Custom Packaging.A: We would like to request custom packaging for our order.B: Could you please provide more details about your packaging requirements?A: We need each unit to be individually wrapped in our company's branded packaging.B: I see. We can certainly arrange that. However, there may be additional costs involved.A: We understand that. Please provide us with a quote for the custom packaging.B: Sure, I'll have our team calculate the costs and send you a quote shortly.13. Confirming Order Cancellation.A: We've decided to cancel our order due to some unexpected changes in our business.B: I'm sorry to hear that. Could you please confirm the order number and the reason for the cancellation?A: The order number is XYZ123. The reason for the cancellation is due to a change in our product line-up.B: I understand. We'll process the cancellation and refund your deposit as soon as possible.A: Thank you for your prompt response. We appreciate your cooperation.14. Inquiring About Payment Status.A: Could you please provide an update on the status of our payment?B: Let me check. Your payment has been processed and should reflect in your account within the next 24 hours.A: Thank you for the update. We'll check our account accordingly.B: If you have any further questions or concerns,please feel free to contact us.15. Requesting Product Catalog.A: Could you please send us your product catalog?B: Sure, I'll have it sent to you via email later today.A: Thank you. We're interested in several products and would like to evaluate them further.B: Great! The catalog should give you a good overviewof our product line. Let us know if you have any questions.16. Discussing Terms Of Payment.A: What are your terms of payment?B: We usually require payment in full upon delivery. However, we can also offer a 30-day payment term with a 2% discount.A: We would prefer the 30-day payment term. Could you please provide us with the necessary documentation?B: Absolutely, I'll have our accounting team prepare the necessary documents and send them to you along with the invoice.A: Thank you. We'll make the payment within the agreed term.17. Confirming Shipment Details.A: Just to confirm, the shipment is scheduled to arrive at our warehouse next week, is that correct?B: Yes, that's correct. We'll send you the tracking number once the shipment is on its way.A: Great. Please make sure to notify us immediately if there are any changes to the shipment schedule.B: Absolutely, we'll keep you updated throughout the process.18. Requesting Technical Support For Installation.A: We would like to request technical support for the.。
外贸英语口语对话3篇
外贸英语口语对话3篇店铺为大家整理了外贸英语口语对话3篇，一起来学习吧!一、产品质量的保证约翰:I can promise you that, if you buy our product, you will be getting quality.我可以向你保证.如果你买了我们的产品.你会得到好品质.萨姆:I've looked at your units, and I am very happy with them. Your goods are all far above standard quality.我看过你们的单件.我很满意.你们的商品质量高过标准质量.约翰:We spend a lot of money to make sure that our quality is much better. We don't sacrifice quality for quick profits.我们投入了大量的资金来确保质量一流.我们不会为了即期利润而有损质量.萨姆:Well, we're really interested in placing an order under negotiation. We can start the negotiations as soon as you want.是的.我方真的很愿意谈判后就订货.你们想谈判的话我们随时都可以.约翰:That's great. I'm glad we'll be able to do business together. I'll have some quotes ready for you by tomorrow morning.那最好不过了.我很高兴我们能在一起做生意.到明天早晨我方将为您准备好一些报价单.萨姆:Fine. Also, would you mind if I asked to see a surveyor's report of your products? I may have a few more questions aboutyour quality analysis.很好.还有.您不介意我要求看一下你方产品的检查报告吧.对你们的质量分析我可能还有一些问题.二、跟客户介绍产品卡尔先生:This is the model I was interested in.这就是我所感兴趣的那种样式.罗伯特先生:I should be very happy to give you any further information you need on it.我很乐意提供您所需要的关于它的进一步的信息.卡尔先生:Yes.What are the specifications?好的.都有哪些规格呢?罗伯特先生:If I may refer you to the brochure you'll find all the specifications there.如果您看一下这个手册.就会找到所有的规格.卡尔先生:Ah, yes. Now what about service life?哦.好的.关于使用寿命呢?罗伯特先生:Our tests indicate that this model has a service life of at least four years.我们的实验表明这种样式至少可以使用4年.卡尔先生:Is that an average figure for this type of equipment?那是这种样式的平均水平吗?罗伯特先生:Oh no. far from it.That's about one year longer than anyother make in its price range.哦.不是的.相差还很远.这种比在它的价格范围之内的任何其他样式都要高出1年左右.卡尔先生:Now what happens if something goes wrong when we're using it?如果这种设备在我们使用的时候发生故障.该怎么办呢?罗伯特先生:If that were to happen.please contact our nearest agent and he`ll send someone round immediately.一旦发生那样的情况.同我们最近的办事处联系.他会马上派人过去的.三、产品出口包装卡尔:These are the various kinds of packing for pliers. Normally, we have three types of packing: skin packing, hanging packing, and blister packing.这些是钳子的各种包装.通常有三种:薄膜包装.挂式包装.罩板包装.瑞秋:Oh, the packing looks very nice.这些包装很好看.卡尔:The skin packing is the most advanced packing for this product in the world market. It catches the eyes and can help push sales.薄膜包装是世界市场上这种产品的最新包装.它惹人注目.能帮助促销.瑞秋:Good, what about the export packing?很好.那么出口包装如何?卡尔:Well, they are packed in boxes of two dozens each, 100 boxes to a wooden case.每两打装一盒.一百盒装一木箱.瑞秋:Is the wooden case strong enough for transportation? You see, 100 boxes of pliers are very heavy. It's about 2,400 kilograms.木箱是否很坚固适应运输需要?一百盒钳子很重.大约有二千四百公斤.卡尔:You can rest assured of that. So far, no customers have complained about our outer packing.这点你尽可放心.目前.还没有客户抱怨我们的外包装有问题.瑞秋:I'm glad to hear that. By the way, do you accept neutral packing?这样太好了.顺便问一下.你们接受中性包装吗?卡尔:Yes, we can pack the goods according to your instructions.接受.我们可以根据你方的指示说明进行包装.瑞秋:Very good. Ok, Carl, I'm now totally satisfied with your packing. You can execute our first order now, and I will open the L/C immediately after I return to Taipei.好的.卡尔.就这样吧.我很满意你们的包装.现在你可以生产我们的第一批订货了.我回到台北后就立即开立信用证.卡尔:All right. We'll make the shipment as soon as your L/C is on hand.那好.一收到你方信用证.我们即安排装运.。
外经贸英语对话
UNIT 2This is Michael Wang, the manager of international trading co. I’d like to make a appointment with the manager director, harry lin. I wonder if he could see me early tomorrow morning. It’s about the office equipment order.Hold on please, I’ll have to check.All right.Sorry, Mr. Smith, but he doesn’t have any openings in the morning.Could I possibly make it in the afternoon? Say, 2 o’clock?Yes, he will be free thenI’m awfully sorry, but I won’t be able to come over Thursday afternoon.Is every thing ok?Oh, yes. I checked my calendar just now and I already had an appointment that afternoon.In that case, let’s make it nine o’clock Friday morning. Would that be convenient for him?That would be fine. Thank you.How do you do?How do you do? It’s a pleasure to meet you, Ms. Liu.My pleasure. Have a seat please.Thank you,. Ms. Ann, you must have heard of our company. We are one of the largest textile importers in the world. We used to buy silks from Japan and India. But now we are thinking of expanding into Chinese market.I’m glad to hear that. We would be only too pleased to start business with you. Yesterday I walked around the hall and found the exhibits so attractive. Your corporation seems to handle a great variety of silks. May I know the main items you export?Our line covers pure silk fabrics, synthetic fabrics and mixed fabrics. We deal mainly in velvet, spun silk, satin plain, brocade, etc. silk are one of china’s traditional exports. They are well received wherever they go. Here are the catalogues and the pattern books that will give you a rough idea about our products.Thank you. What a dazzling display! Fantastic!As you know, Chinese silks are highly reputed for their quality and products from any other country. Look here, these are the latest fashions.May I have a price list with specifications?Sure, but if you have something particular in mind or if you inquire specifically, we could give you an offer.There’s such a wide variety to choose from, I’m really at a loss to which to take. May I take the catalogues and pattern books so that I can examine them further.Fine. Call again anything you like, just ring up the fair office before you come. Thanks, I’ll. Good bye.Good bye.Satin plain is in high demand these days. Nothing is available at the moment.That’s sudden. Last year you seem to have a large stock. What happened?We’ve been flooded with orders. The goods are sold out.What a shame! You know china is not the only exporter of satin plain,. If you can’t maintain the supply, buyers will look elsewhere. The market you have built up can be easily destroyed.We are making efforts to enlarge outputs, but that can’t be done overnight. Demand is going up drastically. Production can’t keep pace with it. For most of the articles listed here, we have a good supply. Spun silk is still available. We can supply from stock. Do you have any left? Not even a small quantity? Are you going to send an old friend away empty-handed?Have another cup of tea, and we will talk about it calmly.Oh, excuse me. I’m not really upset.We’ll keep your order before us. When the next supply comes in, we will get in touch with you. Next year, please order earlier, before others have taken up all of our stock. Thank you. I will.How about the supply position?We have a good supply of pure silk fabric.Here is our inquiry list. You will find the required articles, specifications and quantities all there.Thanks. I’ll look into this and let you have our firm offers tomorrow. Here is the price list, but the prices are subjected to our final confirmation.As you know, the market has been very competitive.You can’t take price separately from quality. When you look at the quality, you will agree that our price is very favorable.That’s fine. By the way, do you quote on fob or CIF basis?Either can be done, though we usually quote on CIF basis.Then could you please make you price CIF 5%?Certainly, we can work them out for you. How soon do you want the goods to be delivered?Early October.And the port destination is?New York.How long will the offers be open?It’s valid for 3 days.Mrs. WEI, do you have offers for all the articles listed here?Oh, yes, this is the price list, but it serves as a guide line only. I wonder, Mrs. Wei, if there is anything you are particularly interested in?I m interested in the article 33. But as we are just taking up the line, I’m afraid wecan’t do much right now. Could we have 2000 gross for a start? If the sales go well, big business is sure to follow. I wish you could offer us your most favorable terms, though the quantity we are ordering is by no means an attractive one.I m sure you will find our price most competitive. The unit price is CNY 99.88 Yuan per gross CIF New York.I have business with other corporations, so i m thinking of arranging container shipment for all my goods. Could you make an offer on fob basis?It s CNY 88.88 fob shanghai. If the order was for a larger quantity, say 50000 gross, we could give you a 5 percent discount.That does seem to be a nice offer, but 50000 gross is certainly too large a figure to be used for a trail. Still Mr. Wang, you have given me something to think about. Now what would be the earliest date of shipment?Three months after the signing of the contract, that is, for an order of less than 50000 gross. For larger orders, we can arrange partial shipment.How long will you keep your offer open?24hoursThank you very much. I shall telephone you from my hotel early tomorrow morning with my decision.Thank you. It’s very nice to have seen you.。
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• H: According to my company's long-term international purchase price, the average price is only 2000 U.S. dollars / tone. Moreover, your side is not so special about the hongyang kiwi fruit.
诚意
• H:Your side keeps emphasizing high-quality goods and completely ignore our强in调terests. It seems that we simply can not continue the negotiation.
中新猕猴桃贸易商务谈判
小组成员：韩鼎 12112001 马增世 1211200136 杨文华 1211200122
中新猕猴桃贸易商务谈判
• 中方（Seller）：金色阳光农业科技发展有限公司 • 中方代表： • General Manager：Ma Zengshi • • 新方（buyer）：新西兰佳沛国际有限公司 • 新方代表： • General Manager：Han Ding
异议
• H:Of course not.
• H； We have informed that your Company owe the most tremendous kiwi fruit planting base in Asia.While among all the varieties泥,猴H桃ongyang is the most selebarted brand. Therefore,we come here to purchase a branch of good quality of kiwi fruit of hongyang. So, please describe it in detail!
• M:I wish all of you could be satisfied with the arrangement
of your trip to Dujiangyan?
安排
• H:Oh! yes! very excellent, However,the most satisfactory for our staff is your company's acres亩of planting base, which is really a splendiferous located in Shu!
游离a氨ci基ds酸and a variety of min矿er物a成l c分omposition. Among those, vitamins and amino acids is the se首co屈n一d指to none. Containing dimensional C350 mg per 100g pulp,it is known as "the King of Victoria C." However, because it’s short time to come into th维e cmarket , until now, there are still many countries and regions where people cannot have an opportunity to taste this delicious fruit!
• H:It seems your company's super Kiwi product is in line
with our procurement requirements, how much the price
of your product? 采购要求
新方初次谈价
• M: I do not know your company's procurement plan for
January15,2009.
新方采购计划
• M: Our offer is 3800 U.S. dollars / tonne CIF Royal
Sangare Port.
成本加保险费、运费
中方首次报价
• H: Ah my friend,are you kidding with me? Your side's offer is too high
• M: Your side is wrong. The international community generally agree that Hongyang kiwi f国ru际it 社ta会stes better than any of the international breeding species, but also to "red soft gold" reputation is truly a pollutionfree,exportoriented high红-g色ra软d黄e金fruit preference.
开始谈判
• M:First of all,as to this consultation,we go for <<International Rules for the Interpretation of Trade Terms 2000>>.Does any demurrer exist,Mr Han? 《2000年国际贸易术语解释通则》，
varieties of kiwi fruit.
中方对比
• M: sir, our offer is very reasonable.
• H: Very reasonable? Your offer is so outrageous, fairly reasonable? I really doubt the sincerity of your side.
Sunshine Agricultural Science and Technology
Development Company.
客套话。。
• H: I’m very pleased to come to the beautiful Dujiangyan.I’m Zespri International Limited Company’s Deputy General Manager of Asia.
this trip…
采购量
• H: Our tentative purchase super Hongyang kiwifruit 2000 tRoonynaelsS, athnegapr初oer步，t o采af购nddesthtienaatriorinvainl tNimeew新s西Zh兰eoau皇llad加n雷bde港Pb口oerftore
介绍产品
• M:Next,let me introduce our hongyang Kiwifruit.our products of hongyang kiwifruit was selected from rare unparalleled wild species vegetating in Qinba area throug极h好m的ore than ten years of hard work of Sichuan Institute of Natural Resources ’scientists.It’s an international le四a川di省ng自l然e资ve源l 研in究th所e unique characteristics of it’s quality and specialty.
• H:What about the accreditation about quality?
认证
• M:In the year of 2006,hongyang kiwifruit successfully obtain export base for certification from Sichuan Import and Export Inspection an认d证Quarantine Bureau. In 2008 it g四ot川a省C进e出rt口ifi检ca验ti检o疫n 局as the global Excellent Agricultural Practices (GLOBALG.AP) and ISO22000 certification of food quality and safetyISsOy2s2te00m0食,a品nd质量th安e全M体in系is认tr证y of Agriculture issued a p无ol公lu害tio农n产-f品re认e证a证gr书icultural products certification. The base of the company was choosed as "base with standard model of export"by Sichuan People's Government and Tech四n川o省lo科gy技B局ureau. As for the property rights, you do not have to worry about!
• M: Welcome negotiator coming from Zespri International Limited to Dujian谈g判y者an for conducting the business
negotiation. I am the General Manager of Golden
• H:Then,please tell us nutritional aspects of your Kiwi in
detail
产品成分