贸易实战下订单英语会话范例

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1、1/8 贸易实战 下订单英语会话范例 Paul:Just fine.I looked over the catalog you gave me this morning,and Id like to discuss prices on your computer speakers.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:Very good.Here is our price list.好的。这是我们的价目表。Paul:Let me see.I see that your listed price for the K-two-one mode

2、l is ten US dollars.Do you offer quantity discounts?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:We sure do.We give a five percent discount for orders of a hundred or more.当然有。100 或以上的订单我们有百分之五的折扣。Paul:What kind of discount could you give me if I were to place an order for six hundred units?如果我下六百的订单，

3、你们可以给我什么样的折扣？Leslie:On an order of six hundred,we can give you a discount of ten percent.六百的话，我们可以给你百分之十的折扣。Paul:What about lead time?交货时间呢?Leslie:We could ship your order within ten days of receiving your payment.在收到货款的十天内，我们就可以把货送出去。Paul:So,you require payment in advance of shipment?那么，你们是要提前付款的?L

4、eslie:Yes.You could wire transfer the payment into our bank account or open a letter of credit in our favor.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。2/8 Paul:Id like to go ahead and place an order for six hundred units.那我想就先下六百的订单。Leslie:Great!Ill just fill out the purchase order and have you sign it.好极了!

5、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：The importers have the right to reinspect the goods after their arrival.进口商在货到后有权复验商品。Whats the time limit for the reinspection?复验的时限是什么时候？Its very complicated to have the goods reinspected and tested.这批货测试和复验起来比较复杂。What if the results from the inspecti

6、on and the reinspection do not coincide with each other?如果检验和复验的结果有出入该怎么办呢？Who issues the inspection certificate in case the quality do not confirm to the contract?如果货物的质量与合同不符，由谁出具检验证明书呢？The certificate will be issued by China Import and Export Commodity Inspection Bureau or by any of its branches.

7、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。The Inspection Certificate will be signed by the commissioner of your bureau.检验证明书将由商检局局长签字。Our certificates are made valid by means of the official seal and personal chop of the commissioner.3/8 我们的证明书以公章和局长签字为有效。As a rule,our certificate is made out in Chinese and English

8、.通常证明书是用中文和英文开具的。You may have another certificate showing the goods to be free from radioactive contamination.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。Our goods must be up to export standards before the Inspection Bureau releases them.我们的货物只有在符合出口标准后，商检局才会予以放行。Our Inspection Bureau will issue a Veterinary Inspect

9、ion Certificate to show that the shipment is in conformity with export standards.商检局将出具动物检疫证明书以证明货物符合出口标准。Is it convenient for you to engage a surveyor?你们联系公证方便吗？We have the best surveyor,China Import and Export Commodity Inspection Bureau.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)Dan Smith 是一位美国

10、的健身用品经销商，此次是 Robert Liu 第一回与他交手。就在短短几分钟的交谈中，Robert Liu 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:Id like to get the ball rolling（开始）by talking about prices.R:Shoot.（洗耳恭听）Id be happy to answer any questions you may have.D:Your products are very good.But Im a little worried about the prices y

11、oure asking.R:You think we about be asking for more?(laughs)D:(chuckles莞尔)Thats not exactly what I had in mind.I know your research costs are high,but what Id like is a 25%discount.4/8 R:That seems to be a little high,Mr.Smith.I dont know how we can make a profit with those numbers.D:Please,Robert,c

12、all me Dan.(pause)Well,if we promise future businessvolume sales（大笔交易）that will slash your costs（大量减低成本）for making the Exec-U-ciser,right?R:Yes,but its hard to see how you can place such large orders.How could you turn over（销磬）so many?(pause)Wed need a guarantee of future business,not just a promise

13、.D:We said we wanted 1000 pieces over a six-month period.What if we place orders for twelve months,with a guarantee?R:If you can guarantee that on paper,I think we can discuss this further 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？

14、请看下面分解：R:Even with volume sales,our coats for the Exec-U-Ciser wont go down much.D:Just what are you proposing?R:We could take a cut（降 低）on the price.But 25%would slash our profit margin（毛 利率）.We suggest a compromise10%.D:Thats a big change from 25!10 is beyond my negotiating limit.(pause)Any other

15、ideas?R:I dont think I can change it right now.Why dont we talk again tomorrow?D:Sure.I must talk to my office anyway.I hope we can find some common ground（共同信念）on this.NEXT DAY D:Robert,Ive been instructed to reject the numbers you proposed;but we can try to come up with some thing else.R:I hope so

16、,Dan.My instructions are to negotiate hard on this dealbut Im try very hard to reach some middle ground（互相妥协）.D:I understand.We propose a structured deal（阶段式和约）.For the first six months,we get a discount of 20%,and the next six months we get 15%.R:Dan,I cant bring those numbers back to my officethey

17、ll turn it down flat（打回票）.D:Then youll have to think of something better,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:How about 15%the first six months,and the second six months at 12%,with a guarantee of 305/8 00

18、 units?D:Thats a lot to sell,with very low profit margins.R:Its about the best we can do,Dan.(pause)We need to hammer something out（敲 定）today.If I go back empty-handed,I may be coming back to you soon to ask for a job.(smiles)D:(smiles)O.K.,17%the first six months,14%for the second?!R:Good.Lets iron

19、 out（解决）the remaining details.When do you want to take delivery（取货）?D:Wed like you to execute the first order by the 31st.R:Let me run through this again:the first shipment for 1500 units,to be delivered in 27 days,by the 31st.D:Right.We couldnt handle much larger shipments.R:Fine.But Id prefer the

20、first shipment to be 1000 units,the next 2000.The 31st is quite soon-I cant guarantee 1500.D:I can agree to that.Well,if theres nothing else,I think weve settled everything.R:Dan,this deal promises big returns（赚大钱）for both sides.Lets hope its the beginning of a long and prosperous relationship.商务谈判实

21、例(四)今天Robert的办公室出现了一个生面孔Kevin Hughes，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:We found your proposal quite interesting,Mr.Hughes.Wed like to weigh the pros and cons（衡量得失）with you.K:Mr.Robert Liu,weve looked all over Asia for a manufacturer;your

22、 company is one of the most suitable.R:If we can settle a number of basic questions,Im confident in saying that we are the most suitable for your needs.K:I hope so.And what might be the basic questions you have?R:First,do you intend to take a position in（投资于）our company?K:No,we dont,Mr.Liu.This is j

23、ust OEM.R:I see.Then,the most important thing is the size of your orders.Well have to invest a great deal of money in the new production process.K:If you can guarantee continuing quality,we can sign a commitment for 75,000 pieces a year,for five years.R:At U.S.$1000 a piece,well make an average retu

24、rn of just 4%.Thats too great a financial burden for us.K:Ill check the number later,but what do you propose?R:Heres how you can demonstrate commitment to this deal.Make it ten years,increase the unit price,and provide technology transfer.商务谈判实例(五)6/8 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，

25、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:We cant sign any commitment for ten years.But if your production quality is good after the first year,we could extend the contract and increase our yearly purchase.R:That sounds reasonable.But could you shed some light on（透露）the size

26、 of your orders?K:If we are happy with your quality,we might increase our purchase to 100,000 a year,for a two-year period.R:Excuse me,Mr.Hughes,but it seems to me were giving up too much in this case.Wed be giving up the five-year guarantee for increased yearly sales.K:Mr.Liu,youve got to give up s

27、omething to get something.R:If youre asking us to take such a large gamble（冒险）for just two years sales,Im sorry,but youre not in our ballpark（接受的范围）.K:What would it take to keep Pacer interested?R:A three-year guarantee,not two.And a qualilty inspection（质量检查）tour after one year is fine,but wed like

28、some of our personnel on the team.K:Acceptable.Anything else?R:Wed be making huge capital outlay（资本支出）for the production process,so wed like to set up a technology transfer agreement,to help us get off the ground（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

29、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:If we transferred our technical and research expertise（技 术 与 研 究 的 专 业 知识）,what would stop you from making th esame product?R:Wed be willing to sign a commitment.Well put it in writing（书面保证）that we wont copycat（仿冒）the Sports Cast within five years after ending our contra

30、ct.K:Sounds O.K.,if its for any similar product.That would give us better protection.But wed have to interest on a ten year limit.R:Fine.We have no intention of becoming your competitor.K:Great.Then lets settle the details of the transfer agreement.R:Well need you to send over some key personnel to

31、help us purchase the equipment and train our technical people.How long do you anticipate that will take?K:A week to put the team together,three weeks to train your people.If so,when do you estimate starting production?7/8 R:Our first production run（一批的生产）should be one week after our team finishes it

32、s training.But Id like your team to stay a full week after that,to handle any kitches that pop up（处理突发的事件）.K:Can do.Everything seems to be set,Robert.Ill bring in a sample contract tomorrow.If you like,we can sign it then.商务谈判实例(七)Botany Bay 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。

33、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 Botany Bay 的代表，Mark Davis，首度会面的情形：M:Mr.Liu,total sales onthe Medic-Disk were U.S.$100,000 last year,through our agent in Hong Kong.R:Our research shows most of your sales,are made in the Taipei area.Your agent has only been able to target t

34、he Taipei market（把作为目标市场）.M:True,but we are happy with the sales.Its a new product.How could you do better?R:Were already well-established in the medical products business.The Medic-Disk would be a good addition to our product range.M:Can you tell me what your sales have been like in past years?R:In

35、 the past three years,our unit sales have gone up by 350 percent;profits have gone up almost 400 percent.M:What kind of distribution capabilities（分销能力）do you have?R:We have salespeople in four major areas around the island,selling directly to customers.M:What about your sales?R:In terms of unit sale

36、s,55 percent are still from the Taipei area.The rest comes from the Kaohsiung,Taichung,and Tainan areas.Thats a great deal of untapped market potential（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Botany Bay 所能提供的协助。你知道 Rob

37、ert 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,what kinds of sales do you think you could get?R:Well,to begin with,wed have to insist on sole agency in Taiwan.We believe we could spike（激增）sales by 30%to 40%in the first year.But certain conditions would have to be met.M:What kinds o

38、f conditions?8/8 R:Wed need your full technical and marketing support.M:Could you explain what you mean by that?R:Wed like you to give training to our technical staff;wed also like you to pay a fee for after-sales service.M:Its no problem with the training.As for service support,we usually pay a yea

39、rly fee,pegged to（根据）total sales.R:Sounds OK,if we can come to terms（达成协定）on how much is fair.As for marketing support,we would like you to assume 50%of all costs.M:Wed prefer 40%.Many customers learn about our products through international magazines,trade shows,and so on.We pick up the tab（付款）for that,but you get the sales in Taiwan.R:Well think about it,and talk more tomorrow.M:Fine.Wed like you to tell us about your marketing plans.