1、Visiting CompanyA：Good morning, welcome to our company. Glad to meet you. a:早上好，欢迎来到我公司，很高兴见到你们。B:我们很兴奋能有机会拜访贵公司，希望能与谈成生意。b: Good morning, gald to have the opportunity of visting your company and I hope to conclude some business with you.A: Thats our common ground.a:那是我们共同的心愿。B:我和我的搭档想参观一下贵公司，可以吗？b:
2、 My associate and I will be interested in visiting your factory. OK?A: Sure. Ill show you around and explain our products as we go along.a:当然可以，我陪你到各处看看，边走边讲解我们的产品。B：那太好了。b: Thatll be most helpful.A: That is our office block. We have all the administrative depart- ments there. Down there is the rese
3、arch and development section. a:那是我们的办公大楼。我们所有的行政部门都在那里。那边是研发部。B:你们每年在科研上花多少钱？ b: How much do you spend on development every year? A: About 3-4% of the gross sales. a:大约是总销售额的 3%到 4%。 B:对面那座建筑是什么？ b:Whats that building opposite us? A:Thats the warehouse. We keep a stock of the faster moving items so
4、 that urgent orders can be met quickly from stock.a: 那是仓库，存放周转快的货物，这样有急的订货时，就可以立刻交现货了。B：如果我现在订购，到交货前需要多长时间？b: If I placed an order now, how long would it be before I got delivery? A: It would largely depend on the size of the order and the items you want.a: 那主要得看订单大小以及你需要的产品而定.B:我们学校要购进一批电脑和电视，我想了解一
5、下你们的产品。b:Our school will buy in a batch of compters and TV sets, I want to get to know your product.A: we have imported a latest development. I wonder if you would like to have a look?a: 我们进口一种新产品,您是否愿意先看看货？B：可以。这就是我所感兴趣的那种样式。b:Ah, yes, this is the model I was interested in.A: I should be very happy
6、 to give you any further information you need on it.a:我很乐意提供您所需要的关于它的进一步的信息。B: 好的，都有哪些规格呢？b: Yes, what are the specifications?A: we have a wide selection of colors and designs.a: 我们有很多式样和颜色可供选择。A:If I may refer you to page eight of the brochure youll find all the specifications there.a: 如果您看一下手册的第 8
7、 页，就会在那儿找到所有的规格。B:好的，产品寿命呢？b: Now what about service life?A: Our tests indicate that this model has a service life of at least 50, 000 hours.,about 10 years.a: 我们的实验表明这种样式至少可以使用 50,000 小时,大约 10 年.B:这是这种设备的平均数据吗？b:Is that an average figure for this type of equipment?A:Oh, no, far from it. Thats about
8、 10,000 hours longer than any other made in its price range.a:不是的，相差还很远。这种比在它的价格范围内的任何其他样式都要高出 1 万小时左右。B:真的？这一点给我印象颇深。b: Really?Thats impressive.A: Of couse.our product is the best seller and it is really competitive in the word market.a: 我们的产品最畅销。我们的产品在国际市场上很有竞争力。B: 不过如果这种设备在我们使用的时候发生故障，该怎么办呢？b: Bu
9、t what happens if something goes wrong when were using it?A: If that were to happen, just contact our nearest agent and theyll send someone round immediately.a: 一旦发生那样的情况，同我们最近的办事处联系，他们会马上派人过去的。B: 我明白了。你可以给我市场价格吗？b: I see. will you give us an indication of prices?A: Unit price is 5000 yuan.a: 单价 500
10、0 元B:能给我一些那种电脑和电视的小册子吗？如有可能，还有价格。b: Could you give me some brochures for that machine? And the price if possible. A:Right. Here is our sales catalog and literature.a: 好的。这是我们的销售目录和说明书。B: 谢谢。我想也许将来我们可以合作b: Thank you. I think we may be able to work togeth er in the future. B:明天我再来和你们讨论细节问题.b:Ill come
11、again tomorrow to discuss it in detail. A: All right. See you tomorrow.a:好的，明天见。PriceB:我们学校对你们的产品很感兴趣。这次想购买电脑和电视，请报 CIF 沈阳到岸价b: Im interested in all kinds of your products, but this time I would like to order some computers and TV sets. Please quote us C.I.F. Shenyang. A:Please let us know the quant
12、ity required so that we can work out the premium and freight charges. a:请你说明需求数量，以便我们计算出保险费和运费。 B:我们打算试订 800 台电脑，500 台电视。b：I m going to place a trial order for 800 computers and 500 TV sets.A:All right. Here are our F.O.B. price lists. All the prices are subject to our final confirmation. a: 好吧!这是我们
13、的 FOB 价目表。所有的价格都以我方最后确认为准。 B: 大量购买，你们提供折扣吗？b: Do you offer discounts for plentiful purchases?A: Yes, we do indeed. Our ususal figure is around 5%, but that depends on the size of the order.a: 是的，我们确实这样做。通常的数目是 5%左右，但那还要根据订货的多少来定。B:我认为你的价格太高，我们不能接受。你们可以降低价格吗？b: Oh,I think Your prices are much too hig
14、h for us to accept. Can you cut down the price for me?A:Sorry, It would be very difficult to come down with the price. I can assure you our price is very favourable.a: 对不起，我们很难再降价了。.我可以保证我们的价格是优惠的。B:像这样的商品，我们通常从欧洲供货商那里得到百分之二到百分之三的折扣。b: You know for the products like yours we usually get 2% or 3% dis
15、count from European suppliers. A:The quantity you ordered is much smaller than those of others. If you can manage to boost it a bit, well consider giving you a better discount. a: 你们订的数量比其他客户少很多。如果你们能试着增加一点数量， 我们会考虑给予适当折扣。 B: 做为试购，这个数量绝不算少了。一般来说，试购总应得到些利润，希望你方能满足我们的要求。 b:As far as a trial order is c
16、oncerned, the quantity is by no means small. And generally speaking, we like to profit from a trial order. I hope youll be able to meet our requirements. A：Well, as this is the first deal between us, we agree to give you an one-percent discount as a special encouragement. a: 由于这是我们的第一次交易，我们同意作为特殊照顾给
17、予你们百分之一的折扣。B: 百分之一？那太少了。能不能想办法增加到百分之二？ b: 1%? Thats too low a rate. Could you see your way to increase it to 2%? A:Im afraid we have really made a great concession, and could not go any further. a:恐怕不行了，我们确实已做出了很大让步，无法再增加了。B: 看来，这是我唯一能接受的条件了。b: It seems this is the only proposal for me to accept. A:
18、 I wish I could cut my price, even as a personal favor for you, but my hands are tied. My money people tell me this is our bottom line.a：就算帮你个忙，我也希望能够降价，但我无能为力。财务人员告诉我这是底价。A: Its only because youre such a good customer that Im willing to offer you this price.a: 因为你是这么好的客户，我才愿意提供你这个价格。B:谢谢你,我真的很感谢，不过
19、这个价格超过了我的权限。b:Thank you. I really appreciate that. Its just more than Im authorized to pay.B:我想现在惟一能做的就是停止谈判，然后分道扬镳吧。b: I guess the only thing to do now is call a halt to this negotiation and part, friend.A:What do you mean?a: 此话曾经？B：没错，每一家厂商都提高了价格，但你们似乎是最贵的。b: True, everyone raised his/her prices b
20、ut you seem to be at the high end of the scale.B: 我们有一定的预算限制，所以我只好去别家问问看。b:But, we have a budget we have to stay under, so well have to shop around some more.A:I sure hate to see you go across the street. Weve had a good friend relationship for MANY years.a: 我很不希望看你找别家，我们的朋友关系已经维持多年了。B：这种事是难免的。b: Th
21、ese things happen.B:我这次来，也可以顺路去拜访其他厂商，所以我告辞了。b:We have some other suppliers I can visit on this trip, so I have to get moving.A: wait，wait，dont be so hurry ,ok.(pause)Sure. I dont think I can change it right now. I must talk to my office anyway. a:等一下，等一下，别着急嘛。我不能立刻更改价格，我得先请示一下我的领导。B：好的，我希望我们有共同的目标信
22、念。b: ok! I hope we can find some common ground on this.A:Well, to get the business done, we can consider making some concessions in our price. But first, youll have to give me an idea of the quantity you wish to order from us, so that we may adjust our prices accordingly. a: 好吧，为了成交，我们可以考虑作些让步，不过要请你
23、先说明大概要订购多少，以便我们对价格作相应的调整。 B:我不知道怎样才能把这生意做成。我们各让一半吧。稍后我秘书会把订单数量报给你。b：I dont see how I can pull this business through, Mrs. Wang. Lets meet each other half way. Mutual efforts will carry us a step forward. My secretary will send you the order quantity.A: OK, no problem.a: 好的，没问题。B：可以考虑，您可以接受付款交单或承兑交单吗
24、?b: It can be considered. Now what about the payment? Could you accept DP or DA?A: Im afraid not，usually we only accept payment by irrevocable letter of credit payable against shipping documentsa: 恐怕不行，通常我们只接受不可撤销的信用证，凭装运单据付款。B: 您知道这么大的金额的信用证，费用很大，同时积压我们的资金。如果您能接受付款交单或承兑交单的话，我们会很感激的。b: You know for
25、this a large amount，an LC is cost lost also ties up our moneyIf you accept DP or DA，I would really appreciate itA:I am very sorry,but we require LC for all of our clientsa:对此我非常抱歉，我们对所有客户都是用信用证来付款。B: 噢，开信用证对您来说没有影响，但对我们影响很大。 b: Well, opening an LC doesnt make any difference to you，but makes much to
26、usA:Actually it does，it gives us the protection of the banka:事实上对我们也有影响的，它能给我们银行的保护。B: 如果您在这个月前发货的话，我将同意开立信用证。b: If you can send goods in this month，Ill agree to payment by L CA: All right a: 好吧。B：我想了解一下你们的常规包装方法。b:And,Id like to know your usual way of packingA:Of course we use canons. we also usual
27、ly use nylon straps to reinforce thema: 当然是纸箱了。我们通常还用尼龙带加固。B: 我同意，包装必须十分坚固，以承受粗鲁的搬运。b: The packing must be strong enough to withstand rough handlingA: Breakage never happened to our deliveries. If broken,well pay the cost.a: 我们的货物从未发生过破损现象.假如破损我们赔偿。B:你们习惯使用哪种方式运输?b:How do you usually move your goods
28、? A :we use ship, and if use ship ,we can assume transportation cost.We have covered insurance on the 800 computers and 500 TV sets for 100% of the invoice value against all risks a:轮船，并且用轮船，我们承担运费。并且，我们我们已经将 800 台电脑和 500 台电视机按发票金额的 100% 投保一切险。B:太好了b:That is great.B:好的，我们订 800 台电脑,500 台电视。 让我们来签合同吧
29、, 质量必须与样品一样。合同一旦签署即具有法律效力。b：Ok.We are pleased to place an order for 800 computers and 500 TV sets. Lets sign the contract! The quality must be instrict conformity with that of sample. Once a contract is signed,it has legal effect.A: of couse.Its our principle in business to honor the contract and keep our promise.Im glad that our negotiation has come to a successful conclusion.a: 重合同，守信用“ 是我们经营的原则。我很兴奋我们的谈判获得圆满成功。
