國際商務(wù)英語口語（第三版）unit 4

UnitFourOnPrice

1.NewWords&Expressions2.UsefulSentences3.ListeningPractice4.

Conversations（視頻）5.Practice&KeystoExercisesdependon 依靠，根據(jù)brand[br?nd]n. 品牌model[‘m?dl]n. 型號available[?‘veil?b?l]adj. 可以利用的stock[st?k]n. 庫存style[stail]n. 式樣

workable['w?:k?bl]adj. 可行的deal[di:l]n. 成交rather[‘rɑ:e?]adv. 相當?shù)?/p>

onthehighside偏高favorable[‘feiv?r?bl]adj.優(yōu)惠的beinlinewith與……相符

ruling['ru:li?]adj.現(xiàn)行的compare[k?m'p??]v.比較takesth.intoconsideration 考慮到某事

admit[?d'mit]v.承認NEWWORDS&EXPRESSIONS

superior[sju:‘pi?ri?]adj. 優(yōu)良的inviewof鑒于

reduce[ri‘dju:s]v.減少，降低

order['?:d?]n./v. 訂購placeatrialorder 試訂購current['k?r?nt]adj.現(xiàn)行的franklyspeaking 坦白地說origin[‘?rid?in]n. 來源rock-bottom['r?k'b?t?m]adj. 最低的tothatextent 到那種程度

raise[reiz]v. 提高outofthequestion 不可能considerable[k?n'sid?r?bl]adj.大量的

prevailing[pri‘veili?]adj.現(xiàn)行的reconsider['ri:k?n'sid?]v.重新考慮NEWWORDS&EXPRESSIONS

USEFULSENTENCES

買方認為賣方價格過高

1.Yourpricesareonthehighsidecomparedwiththepricesofthesamekindofproduct.

你方價格與同類產(chǎn)品的價格相比偏高。

2.Yourpriceis30%higherthanthosewecangetfromelsewhere.

你方的價格比其他供貨商的價格高30%。

3.Itwouldbeimpossibleforustopushthesaleatsuchahighprice.

對我們來說推銷這樣高價的產(chǎn)品是不可能的。

4.Weregrettosaythatyourpricesareoutoflinewiththerulingmarket.

很遺憾你方價格與現(xiàn)行市場價不符。

5.Yourpriceisfarbeyondourexpectation.

你方價格遠遠超出了我們所期望的。USEFULSENTENCES

1.Idon’tthinkyoucanavoidconsideringthebetterqualityofourproducts,doyouagree?

我想你們不可避免要考慮我們產(chǎn)品的良好質(zhì)量，同意嗎？

2.IfIwereinyourplace,Iwouldconsidernotonlythepricebutalsothequality.

如果我處于你的位置的話，我就不僅考慮價格還會考慮商品的質(zhì)量。

3.Pricecan’tbetakenseparatelyfromquality.

價格和質(zhì)量沒辦法分開來看。

4.Ithinkyou’dbetterconsidertheafter-salesservicewecanoffer.

我想你們最好考慮一下我們能提供的售后服務(wù)。賣方支持原價

USEFULSENTENCES

1.I’dappreciateitifyoucouldreduceyourpricebyanother5%.

如果你方能再降價5%的話，我們將不勝感激。

2.Tomakeadeal,Ireallythinkweshouldbothmakesomeconcessions.Howaboutmeetingeachotherhalfway?

為了達成交易，我們真的認為我們雙方都應(yīng)該讓讓步。折中一下怎么樣？

3.Inviewofthecurrentweakmarket,wewouldaskyoutogiveusareductionof5%.

考慮到當前疲軟的市場，我們建議你們降價5%。

4.Toconcludethebusiness,youneedtocutyourpriceatleastby3%.

要做成這筆交易，你方至少要降價3%。買方建議減價

USEFULSENTENCES

1.Toconcludethebusinesssoon,we'dliketoreduceourpriceto$190/yard.

為了盡快達成交易，我們愿意將價格降低到每碼190美金。

2.Ifyouorderalargequantity,we’llconsiderreducingourprices.

如果你方大量訂購的話，我們會考慮降低價格的。

3.Whydon’twemeeteachotherhalfway,providedyoupurchase60casesofourproducts.

為什么我們不折中一下，只要你方購買六十箱我們的商品。

4.Withaviewtothelong-termcooperationbetweenus,wecanconsiderapricereduction.

考慮到我們之間長期的業(yè)務(wù)合作，我們可以考慮降價。賣方同意減價

USEFULSENTENCES

1.Thisisourrockbottomprice.Wecan’tloweritanyfurther.

這是我們的最低價。我們再不能降價了。

2.Ihavetosaythatnoconcessionwillbemadeinourprice.

我得說我們無法在價格上作出任何讓步。

3.That’simpossible!Howcanyouexpectustomakeareductiontothatextent?

不可能！你怎么可以要求我們把價格降到那個地步。

4.Thecostoftheproductshasrisenagreatdealrecently.Thepriceitselfleavesuslittleornomarginofprofit.

近來產(chǎn)品成本不斷上升，價格本身已經(jīng)沒有留下什么利潤了。

賣方拒絕減價

A:What’syourpricefor2000piecesofchildren’sdress?B:It_________onthe_________.A:IsModelEL__________in_______?B:Yes,itisUS$20FOBShanghai______piece.A:US$20perpiece?I’mafraidit’smuchtoohigh.B:Thenyoucan_________ModelKM.It’smuchcheaper.A:IthinkIdon’tlikethe________ofModelKM.Canyoucutdownalittle?I’dliketo________2000ormorepieces.B:WhataboutUS$18perpiecefor2000pieces.A:IwouldsayUS$16perpieceshouldbea____________price.B:Well,US$17.5perpieceFOBShanghai.That’sthebestwecando.A:OK.That’sthe________.LISTENINGPRACTICE

dependsbrandsavailablestockperchoosestyleorderworkabledealA:MissLiu,wethinkyourpricesare__________onthehighside.B:Butwehavegivenyouavery____________priceandourquotationsareinlinewiththe_________marketprice.A:Youknow,wehaveotheroffersforthesamegoodsatmuchlowerprices.B:Whenwe___________prices,wemusttakethe__________intoconsideration.A:We________thatthequalityofyourgoodsis___________.Butit’sstilltoohighforus.B:Inviewofourlongandfriendlyrelations,weconsider__________ourpriceby5%.Wecan’tgoany__________.A:Allright.Weacceptthisprice.B:Wehopewe’llhaveagood_____________inthefuture.LISTENINGPRACTICE

ratherfavorablerulingcomparequalityadmitsuperiorreducingfurthercooperationVideo1Video2Video3PRACTICE1[實訓(xùn)場景]洽談價格[地點]模擬公司談判室[形式]口頭洽談[內(nèi)容]ImaginingyouarethesellerofShanghaiDiamondHouseWaresManufacturingCo.,Ltd.

YourcustomercomesfromAmericaandheinquiriesforChineseCoffeePots.Yousticktothepricebystressingthequalityanddecorativevalueofthepots.Pleasetrytoclosethedealbymakingsomeconcession.

CoffeePots(SM-40571/SM-45072/SM-40573/SM-4074)Buyer:AmericanLightIndustry&DailyUseCo.Seller:ShanghaiDiamondHouseWaresManufacturingCo.,Ltd.

Commodity:CoffeePotsQuantity:800piecesUnitPrice:*Seller:USD30FOBShanghaiperpiece*Buyer:USD25FOBShanghaiperpiece[要求]學生兩人一組，根據(jù)給出的情景進行價格談判，洽談要點如下(供參考)：1.對SM-40572型號有興趣

1.強調(diào)樣式新穎、質(zhì)量上乘

2.認為價格過高

2.價格符合市價

3.希望能降到每件25美元

3.數(shù)量達到1000件，同意降到每件28美元

買方賣方PRACTICE2[實訓(xùn)場景]討價還價[地點]網(wǎng)上[形式]在線洽談[內(nèi)容]Aftercarefulstudyingthemainfunctionofthedigitalcamera(TDV-588),Mr.Wilson,comingfromEngland,aresatisfiedwiththistype.Buthehopethesellercangivehimanaccommodationinprice.Atlasthegetsthefavour.ProductDescription:

MainFunctionVideoCamera

DigitalStillCamera

MP3/MP4Players

VoiceRecordModel:TDV-588Origin:ChinaPrice:USD1000FOBShenzhenpersetQuantity:500sets[要求]學生兩人一組，根據(jù)給出的情景進行價格談判，洽談要點如下(供參考)：1.仔細研究各項功能，請求報價

1.詳細介紹產(chǎn)品特點

2.希望能得到一些優(yōu)惠

2.在價格上給予對方3%的優(yōu)惠

3.感謝對方的合作3.希望今后繼續(xù)合作

買方賣方KEYSTOEXERCISESEXERCISE1

1.（1）報價太高了。（2）很抱歉，我必須堅持我們的價格，因為這是我們的最低價了。在價格方面的任何讓步都是不可能的。（3）把各個方面因素考慮進去，你就會認為我們的價格與你們能在其他供貨商那得到的報價相對是很優(yōu)惠的了。（4）為了達成交易，我們可以考慮在價格上做出一些讓步。（5）你們的價格不如其他供貨商所提供的那么有吸引力。KEYSTOEXERCISESEXERCISE2

2．（1）Wehopeyourpricecanbeatthelevelofworldmarket.(2)WereceivedanofferfromUSAyesterday.Theyofferthesamequalityatmuchlowerprices.(3)Weappreciatethequalityofyourproductsbutitishardtopersuadeourcustomerstobuyatthisprice.(4)Wehaveofferedourrockbottomprice.(5)Howcanyouexpectustoreducethepricetothatextent.Thatisimpossible.KEYSTOEXERCISESEXERCISE3

(1)-1A:Mr.Hill,we’dliketohaveapricelistforyourToys.B:Oh,hereitis.A:Thanks.B:Asyouknow,weenjoyahighreputationforthesuperiorqualityandreasonablepriceintheinternationalmarket.Thedemandalwaysexceedsthesupply.Wefindourbidisveryfavorable.A:Mr.Hill,wearesatisfiedwiththequalityofyourproducts.Butifthepriceistoohigh,wewillconsiderbuyingfromothercountries.Infact,wehavereceivedtheofferfromMalaysia.Theirofferedpriceis10%lowerthanyours.

KEYSTOEXERCISESEXERCISE3

（1）-2B:OK.Letmehaveyourcounterofferfirst.A:Franklyspeaking,wehopeyoumayreduceyourpriceby8%.B:Thankyouforyourcounteroffer.Butwecannottakepriceseparatelyfromquality.A:Thequalityofyoursisgood.Howaboutcuttingdownyourpriceby5%?B:Inordertocloseourbusinesssoon,that’sadeal.KEYSTOEXERCISESEXERCISE3

(2)-1A:Wefeelverysurprisedthatyourpriceissohigh.B:Butourpriceisinlinewiththerulingmarket.A:Idon’tthinkso.AswehavejustreceivedanofferfromCanada.Theirpriceismuchlowerthanyours.B:Butitiswellknownthatourproductsaregoodinqualityandreasonableinprice.Actuallyifitwerenotforourfriendlyrelationshipwewouldnotofferedyousuchafavorableprice.

KEYSTOEXERCISESEXERCISE3

(2)-2A:Weappreciatethequalityofyourproductsbutit’sdifficultforustopersuadeourend-userstoaccepttheprice.B:Itisnoneedforyoutoworryaboutthat.Ourproductsalwaysenjoysfastsale.Takeeverythingintoconsideration,ourpriceisnothigh.A:Westillhopeyoucanreconsiderthepriceinordertopushthesale.B:Ok,wewillconsultwithourcompanyandgiveyouareplytomorrow.KEYSTOEXERCISESEXERCISE3

(3)-1A:Mr.Wen,wehavestudiedyourofferforchildren’sgarments.WefindthepriceofUSD180perdozenisnotinlinewiththecurrentworldmarket.B:Mr.Hilton,tobefrankwithyou,itisbecauseofourfriendlyrelationthatweofferyousuchacompetitiveprice.Wefindourpriceismuchlowerthanthatofothersuppliers.A:Wearesorrytosaywecan’tagreewithyou.Infact,wehavereceivedanofferfromThailand.Theirpriceis20%lowerthanyours.B:Wehavetopoint