商務(wù)英語模擬談判大賽-對話(共5頁)

1、精選優(yōu)質(zhì)文檔-傾情為你奉上商務(wù)英語模擬談判賣方 Sales Administrator銷售主管 A Project Manager項目經(jīng)理 B 買方 Vending Manager售買經(jīng)理 C Merchandising Manager采購經(jīng)理 D Wholesale Buyer 批發(fā)采購員 E保險 manager of the Peoples Insurance Company of China PICC的經(jīng)理 F （江來）S代表賣方 b代表買方 旁白：Miss A is the Sales Administrator(銷售主管) of Japanese CASIO corporation

2、; Miss B is the Project Manager(項目經(jīng)理) of Japanese CASIO corporation ; Miss C is the Vending Manager(售買經(jīng)理) of Chinese Agcy agency ; Miss D is the Merchandising Manager（采購經(jīng)理) of Chinese Agcy agency；Miss E is Wholesale Buyer(批發(fā)采購員) of Chinese Agcy agency.B:We warmly welcome you .Do you had a very restf

3、ul night ?S: Actually, we feel quite rested. I would like to thank you for your kind invitation to visit your beautiful country. B: Weve been looking forward to your visit. We are waiting for your reply about the suggestion of the CASIOs (卡西歐) sole agency in China.S: To tell you the truth,your propo

4、sal surprised us. As you know our annual turnover is more than one million. so it is difficult for us to believe you can play the role of the CASIOs (卡西歐) sole agency in China. B: As we know , In China your main markets are big cities such as, Shanghai, Beijing, Guangzhou and so on. About 60% turnov

5、er were sold in these big cities last year. We have extensive channel-0f-distribution, specifically covering these big cities. So As a selling agent we can take good care of your export business.S: Yes, I think so. but your sales are not more than 400,000. how can you explain it for us. B:I understa

6、nd you are selling the same products to some other Chinese importers. this tends to complicate my business. as you know, I am experienced in the business of slippers and enjoy a good business relationship with all the leading whole- salers and retailers in that line. I have a mind to expand thisbusi

7、ness in the years to come.S: Ok, We will take what you said into consideration and do some investigation by ourselves and you can also provide some information to proof your ability. B:Well , well continue the negotiation after your investigation . could you give us an exact time.S: How about 3 days

8、 latter ? B: OK , we look forward for the further negotiation .旁白： Three days later, they continue to the talk.S: Lets take the ball rolling by talking about the sole agency B: Ok, whats your decision?S: After paying due consideration to your proposals and investigating your business standing, we th

9、ink you are able to play the role as our sole agent in China. B: Thank you, we are glade to hear that. How about the commission ?S:As practice ,our sole agent in other areas usually get a 3%-5% commission . B: How about 10% commission if we sold more than 1 million ?S: In order to conclude the trans

10、action, well give you 10% commission if you can sell more than 1.2 million, otherwise we can only give you 7% commission . Do you think so? B:OK , thats a deal.(看看表) It's high time to have lunch .Let's go and have a big meal , and tomorrow go on to talk about the terms of payment .S:OK. That

11、's a good idea . 旁白: The next day ,B invited S to Starbucks and carry on the negotiation. When S have a seat .The waiter is coming .A(服務(wù)員):Would you like a cup of coffee with milk or suger ?S:(對服務(wù)員)Suger, thank you .（對買方） The Starbucks has a pleasant ambience,thank you for your invitation . B:It

12、's a pleasure that you like here . Now, let's continue to talk ,all right?S:With pleasure.You see, the present transaction is the first step in trade between us . I feel sure more business can be expected if this initial deal works out. B:How about the terms of payment ?S:If it's OK with

13、 you, we would like payment prior to delivery, since this is your first order. B: I understand why you would like it that way, but we prefer payment after delivery, because these goods are very expensive.S:I know they are very expensive, but why does that mean you should pay after delivery? B:As you

14、 know ,our order is such an sizable one , it is beyond our financial capability. If we give an advance payment, we will have money trouble, because it will take three or four months to sell the goods and start to make a profit. I advise that we would adopt the terms of "payment by instalments&q

15、uot;for our purchase.S:We don't agree that. But as exports of a complete plant, we would like to have our investments returned as early and safely as possible. B: you are doubtless aware that "payment by instalments" is one of the terms of payment that has been accepted and very often

16、used by several of our sellers abroad, and our adoption of this system of payment for some specific items of our imports is not in contradiction with the usual practice in international trade .S:You are driving a hard bargain. We accept it . B:You are so wise. OK,let's begin to talk about the sh

17、ipment. How about making Shanghai the port of destination instead of Dalian?S:Why? We wish to point out that all the orders accepted by us are shipped to Dalian .Shanghai is out of the question. B:It's like this . There are only one or two sailing a month from Osaka to Dalian, while sailing to S

18、hanghai are quite frequent. If shipment were effected to Shanghai ,we could receive the goods much earlier.S:I see. You want to transport the goods to Shanghai directly . B:Yes, exactly, because I want these goods on our market at the earliest possible date.S: Your idea may be a good one . B:If I ch

19、oose Shanghai , will it be possible for you to ship the goods by the end of May ?S: We'll try our best .Anyway , we assure you that shipment will be made not later than the first part of June . 旁白：Received the goods , B found that the goods has suffered from pilfer ,so he filed a complaint with

20、S for compensation. To clarify the matter, S invited Miss A to Osaka to explain the unfortunate affair about the insurance.S: Thank you for coming, Miss A,MissB. B: Nice to meet you,Miss S,Miss A.As you know,the loss though pilfer was over 20% of the consignment. Weve presented a claim to the underw

21、riters(保險公司) through your firm,but the insurance company refused to admit liability, as there was no insurance on pilfer.We naturally were not satisfied with such a reply.S: I have heard about it. Of course you know,we are merely acting as mediators in this matter.If only within the scope of coverag

22、e,the Insurance Company is responsible for the claim. A: Thats just the point.The loss in question was beyond the coverage granted by us. B: why?A：According to your covering L/C, we made out an insurance certificate covering all marine risks but not mentioned the pilfer in it. B: All right ,we think

23、 the pilfer should be included in the all marine risks.That is,with particular average ,I should think the risk of pilfer is a particular average,isnt it?A: The pilfer is belong to particular average indeed .All marine risks including general loss caused by external factors,but especially the loss d

24、oes not belong to the scope of protection. B: But the risk of pilfer is covered by marine insurance,isnt it?A: The pilfer is not owned in the all marine risks. B: well,I have heard something about it but I cant say that it is very clear to me.I must admit Im a layman as far as insurance is concerned.S: Miss B ,would you like to have a cup of tea or coffee ? B: No,thank you ,Id like to have a cup of