英語訂單處理-報價

Orderprocessing

——MakinganofferBackground:

HillWoodhasreturnedtotheshowroomoftheCantonFairagainforthefirmofferonthecottonprintshirts.Zhang:Hereyouare.Wood:Thankyou.Zhang:FromwhatIunderstood,thiskindofstyleofmen’sskirtwillbeverypopularthisyearandalsothereisnooneelseproducingthisyet.

據(jù)我所知,這種款式的男襯衫在今年是非常流行的,這里沒人能生產(chǎn)它Wood:Oh,Isee.Zhang:Allmaterialusedarecottonprint,andIhighlyrecommendthiskindofskirtforitshighqualityandthelatestdesign.所有材料純棉制作,它有著高質(zhì)量及最新的設(shè)計Wood:Itlooksverygood,however,weneedtostudyitabitfurther.它看起來非常好,但我們需要進(jìn)一步研究它Zhang:Ok.Keepintouch.好,那我們再聯(lián)系Wood:I’llletyouknowprobablythisafternoon.Zhang:Fine.Wood:Itwasnicemeetingyou.Zhang:Itwasmypleasure.Seeyouthisafternoon.Wood:Seeyouthen.‥‥‥賣家Zhang:Goodafternoon,Mr.Wood.Nicetomeetyouagain.買家Wood:Me,too.Zhang:Whatdoyouthinkofourproducts?Wood:Well,we’reverymuchinterestedinyourcottonprintshirtsandthisisagoodchanceforustocooperateinthisline.我們對你的襯衫很感興趣,這對我們來說是個合作的好機(jī)會Zhang:Good!Whatparticularpatternsdoyoulike?你喜歡什么特別的款式?Wood:Hereisalistofpatterns.Ithinkthesepatternsarequitegood,andweshallfindareadymarkethere.I’dliketohaveyourbestquotations.C.I.FNewYork.這有一張款式清單,我認(rèn)為這些款式很好,我們要在這找一個現(xiàn)成的市場,我希望獲得一份CIF紐約的合理報價單Zhang:OK.Noproblem.Wouldyoumindtellingusthequantityyourequiresothatwecanworkoutanoffer?沒問題,你介意告訴我們你所需的數(shù)量以便我們能給予一份報價嗎?Commodity:wolframore(鎢礦)Price:US$180perMTCFRShanghaiQuantity:100MTCounter-offer:2%discountWood:OK.WhencanIhaveyourfirmC.I.F.prices?Zhang:Ifyoucanconfirmthequantityyouwillorder,we’llhavethemworkedoutandletyouknowtomorrowmorning.Wouldthatbeallright?如果你能確定你們講訂購的數(shù)量,我們將讓他們做出報價來讓你在明早知道,這樣可以嗎?Wood:Good.Ourfirstorderwillbeone40’container.好,我們的第一份訂單是一個40尺集裝箱Zhang:Forone40’container,CIFNewYorkpriceisUS$15,000.Theofferholdsgoodforthreedays.一個40尺集裝箱CIF紐約的價格是USD15000,該報價3天內(nèi)保持不變Wood:(Aftercalculating)Itsoundsmuchhigherthanthosewe’rereceivedfromothers.這聽起來比我們從其他公司得到的報價要高Zhang:Butyoumusttakequalityintoconsideration.EveryoneinthistradeknowsthatChina’scottonshirtsareofsuperiorquality,abovethosefromothercountries.但你必須考慮到質(zhì)量.在貿(mào)易中任何人都知道,相比其他國家,中國棉襯衫品質(zhì)優(yōu)等.Commodity:wolframore(鎢礦)Price:US$180perMTCFRShanghaiQuantity:100MTCounter-offer:2%discountWood:We’vetakenthisintoconsideration,butthere’sacompetitionfromcottonprintshirts,too.Youcan’tignorethatsituation.我們有考慮該因素,但棉制印花襯衫領(lǐng)域也有競爭,你不能忽視這一情況.Zhang:Weknow.Butourcottonshirtshaveadvantagesoverothers.That’swhythedemandforourskeepsrising.我們知道,但我們的襯衫有超過他人的優(yōu)勢,這就是我方產(chǎn)品的需求日益增長的原因.Wood:OK,Wecancometoitlater.Anyway,couldyoumaketheofferfirmforsevendays?Yousee,wehavetocheckitcarefullyandhaveadetaileddiscussionwithourclientsbeforewecanmakeadecision.好,我們稍后再談這個,無論如何,你能使該報價有效期為7天嗎,你知道,我們在做決定前不得不仔細(xì)核對它并且和我們的客戶有個詳細(xì)的商議Commodity:wolframore(鎢礦)Price:US$180perMTCFRShanghaiQuantity:100MTCounter-offer:2%discountZhang:That’sOK.Idon’tthinkyouneedsuchalongtime.Youcanassurethatourpriceismostfavorable,andatrialorderwillconvinceyouofmywords.Youknowthatourquotationsareinlinewiththerulingpriceintheworldmarket.沒問題.我不認(rèn)為你需要那么長時間,你能確保我們的價格是最好的,一張試購訂但能讓你相信我的話.你知道我們的報價單在該行業(yè)領(lǐng)域是全球市場的市價.Wood:Anywaywe’rehaveahardtimepersuadingourclientstoacceptthisprice.不管怎樣我們說服我們的客戶接受這一價格需要較長時間Zhang:Wereallyappreciateyoureffortsandcooperation.There’snohurry.Haveacupofcoffee,OK?我們真的很感謝你的努力和合作,這事不急,先喝杯咖啡怎么樣?Wood:Thankyou.‥‥‥Wood:Thankyouforyourcoffee.Ittastesverygood.Zhang:I’mgladyoulikeit.Wood:Yet,I’mstillthinkingaboutyourprice.It’stoohigh,wecanhardlymakeacounter-offer.我仍在思考你的價格,它太高了,我們幾乎不能做一個還盤Zhang:Butyouknowthatthepriceforcottonshirtshasgoneupsincelastseason.Youcanseeourpriceisreasonable,ifyoucomparewithothersintheinternationalmarket.但你知道棉襯衫的價格從上季度起已經(jīng)上漲了,如果你和國際市場上其它賣家比較,你會發(fā)現(xiàn)我們的價格是合理的.Wood:I’mafraidIcan’tagreewithyou.ActuallytheMalaysianquotationislower.我恐怕不能認(rèn)同你這一觀點,事實上馬來西亞的報價更低Commodity:wolframore(鎢礦)Price:US$180perMTCFRShanghaiQuantity:100MTCounter-offer:2%discount

(Afteracoffee-break,Mr.ZhangcontinueshistalkswithMr.Woodaboutthepriceforcottonprintshirts)Zhang:Asfarasthequalityisconcerned,Idon’tthinkthattheshirtsofotherbrandscanmatchours.事實上就質(zhì)量來說,我不認(rèn)為其他品牌襯衫能與我們的競爭Wood:Butpriceisalsoaveryimportantfactorincompetition.Tosomedegree,Iacceptyouropinion,yetit’sstillverydifficultforustopersuadeourcustomerstoacceptyourprice.但在競爭中價格也是個非常重要的因素,從某一層面上講,我接受一的觀點,但對我們來說說服我們的客戶接受你們的價格是很困難的Zhang:Tobefrankwithyou,ifwehadn’tthoughtit’sthefirsttimewedobusinesswithyou,wecouldn’thavemadeyouafirmofferatsuchaprice.Well,wemightconsiderreducingthepriceby2%ifyourorderisbigenough.坦白的說,如果我們不認(rèn)為這是第一次和你們做生意,我們不會給你們這樣一份報價.好吧,如果你的訂單足夠大,我們也許會考慮給予你們2%的折扣Commodity:wolframore(鎢礦)Price:US$180perMTCFRShanghaiQuantity:100MTCounter-offer:2%discountWood:Youknowthatthisisourtrialorder.Wecouldn’ttaketherisktohavealargeorderinsuchacompetitivemarket.Forthesakeofoursincerity,let’smeeteachotherhalfway.Ithinkyoushouldreduceyourpricebyatleast5%andIcouldincreasemyordertotwocontainers.你知道這是我們的試訂單,我們不能冒險在競爭如此激烈的市場下給出一份大訂單.為了表示我們的誠意,我們雙方各讓一半.我認(rèn)為你應(yīng)該減少5%的價格,我們則增加我們的訂單到2個集裝箱Zhang:I’mafraidwecan’t.Accordingtoourusualpractice,a2.5%discountisthemaximumwecouldoffer.我恐怕不能,考慮到我們通常慣例,2.5%的折扣是我們能給予的極限Wood:Bytheway,whataboutthe‘hangtag’?順便問一下,懸掛標(biāo)記是什么Zhang:The‘hangtag’isgenerallyofferedbyusandthecostisincludedintheunitpriceunlessourcustomershavespecialrequirements.懸掛標(biāo)記一般由我們提供,這部分花費包含在單價里了,除非我們的顧客有特殊需求.Wood:Youknow,forourimporttextileproducts,weusuallyhaveourown‘hangtag’.你知道,對于我們的進(jìn)口紡織品,我們通常有自己的懸掛標(biāo)簽Zhang:Ifthat’sthecase,it’spossiblethatwecanreducethepriceby3%.如果是這樣,有可能我們可以給予3%的折扣Wood:Isee.OK,weorderone40’container.Ifthefirstlotsellswell,we’dliketorepeattheorderandhavearegularsupply.我明白了,好的,我們的訂單為一個40尺集裝箱,如果第一批賣得好,我們將再次下單,讓你們有規(guī)律的供貨Zhang:That’swhatweexpect.Wood:Ifweincreaseourordernexttime,you’llcertainlyraisethepercentageofthediscount.AmIright?如果下次我們增加我們的訂單,你能確定增加折扣百分比,我說的對嗎?Zhang:Sure.Bytheway,wouldyoucareforanothercupofcoffee?當(dāng)然,你要再來杯咖啡嗎?Wood:No,thanks.Thankyouagainforthiswonderfulday.不,謝謝,Zhang:I’mgladyouenjoyedit.Knowledge1:orderprocessing

orderprocessingisthesystemafirmhasforgettingordersfromcustomers,checkingonthestatusofordersandcommunicatingtocustomersaboutthem,andactuallyfillingtheorderandmakingitavailabletothecustomer.Knowledge2:inquiry-offer-counterofferInquiryisusuallymadebyanbuyertoaseller,askingforpricelists,catalogues,samplesanddetailedspecificationsaboutthegoodandtradeterms.Anoffermeansquotationwhichmakeareplytothebuyer.Anfirmoffermeansthattheofferorcannotrevokeoramendwhathehasofferedduringthevalidityoftheoffer.Sothiskindofoffermostlyprovidesatermofvalidity,liketheoneinthetext.Onceanofferismade,therecanalsobecounteroffersuntilafinalcontractisreached.Knowledge3:tradetermsTradetermsdistinguishtherelatedresponsibilities,chargesandrisksbetweenbothparties.FOB,CFRandCIFarecustomaryFOBmeansfreeonboardCFRmeanscostandfreightCIFmeanscost,insuranceandfreightAdiscountbargainYouaregoingtopurchasethefollowingcommodityfromyourbusinesspartner,butyoufindthepriceistoohightobeaccepted.Soyouarecounterofferingtohave2%discount.Thedetailsareasfollows.memoCommodity:wolframore(鎢礦)Price:US$180perMTCFRShanghaiQuantity:100MTCounter-offer:2%discountReasons:1.asusualpractice2.asagestureofgoodwill3.asanewproduct4.toopenthemarketinourarea5.toplacealargeorder

6.togetthebusinessstarted7.toencourageustopushthesalesofyourgoodsinourmarket8.tomakethepriceinline