外贸英语Word格式文档下载.docx
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外贸英语Word格式文档下载.docx
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Okay.Letmecheckmyschedulefirst.(aftercheckingherschedule)Sorry,sir.Tomorrowmorningisalltaken.Whatabouttomorrowafternoonbetween3and4?
Thatistheonlytimeavailablefortomorrow.
That’sfine.Let’smakeitat3pmthen.Thankyou.
Thankyou.Haveaniceday.
Dialogue2
C:
Hereisourpricelistandthesamplesarejustdisplayedoverthere.
F:
Thankyou.(afterstudyingthepricelistandthesamples)。
Well,Mr.Wang.I’mafraidyourpriceistoohigh.Isthispricefirm?
Oh,yes.Thisisourlowestpriceinreferencetothepriceontheworldmarket.
Howlongwillthispricebegood?
Ican’tmakethedecisionmyself;
I’llhavetocallmyheadoffice.
Thispricewillbegoodforthreedays.Doyouthinkyouhaveenoughtimeor…
Oh,yes.I’vegottogonow,Mr.Wang.Seeyoulater!
Seeyou,Mr.James.
Dialogue3
We’vealreadygoneoveryourquotations.Thepricesofsomeofthemerchandisearereallyhardtoaccept.
Themerchandiselistedinyourinquirylistisallfirstclass.Therearesomeotherdifferentgradesofmerchandise,butthepricesarenaturallydifferent.
Inthatcase,istherestillroomtonegotiateontheprice?
Well,asIsaid,itreallydependsonthesizeofyourorder.Wecandiscussthepriceforeachitembasedonthequantityofyourorder.
Thatmaynotbeabadidea.Whydon’twegooverititembyitemnow?
Okay,let’sdothat.
Dialogue4
ThesearetheNikeshoes.Theyareallauthenticproductsfromourjointventuremanufacturer,andwehaveseveralseriesofthematthepresenttime.Wehaverunningshoes,tennisshoes,basketballshoesandsoon.Thesizesavailablearefrom8to13.They’rereallyniceshoes.
(aftercarefullylookingatthesamplesforawhile)Hmm,theyareniceshoesindeed,notmuchdifferentfromtheshoeswesellathome.What’syourquotationoftheseshoes?
CIFSanFrancisco?
Couldyoutellmehowmuchyouwanttobuy?
Ourpriceisdifferentaccordingtothesizeoftheorder.
Okay,letmebefrank.Ourprimaryconcernisprice.Ifthepriceisgood,weplantoimport10,000pairsfirst.Wearealsothinkingofsettingupalongtermrelationship.
Iseewhatyoumean.Whydon’twedoitthiswaythen.Forrunningshoesandtennisshoes,wequoteyou$33apair;
forbasketballshoes,weaskfor$45apair.
Thatsoundsreasonable.Whendoyouplantodelivertheshoes?
We’lldeliverthemin45daysintwogroups,withthesamequantityineachgroup.ThefirstshipmentwillbeinSeptemberandthesecondshipmentwillbeinNovember.Whatdoyouthink?
Soundsgood.
Unit2
OnPrice
Sinceyou’vequotedustheprice,we’veraisedourpricethreetimes.Butyouhaven’tmadeanymoveyet.Thisisnotfair.
Why?
Ourpricehasbeenfairfromtheverybeginning.Ifwehadoverpricedourquotation,wecertainlycouldhavereducedourpricefrequently.Butit’sawasteoftime,don’tyouthink?
Butthisisourtopprice,Ican’tmoveanymore.Pleaseunderstandourdifficultsituation.
I’dsuggestyouleaveyourselfsomemoreroominordertoavoidthispredicament.Totellyouthetruth,Idon’tbelievethisisyourtopprice.Ifyouaresincereanddonotwanttodelay,putyourcardsonthetable,okay?
OnlythencanIconsiderwhetherornotweshouldmakeamove.
Ihaveallmycardsonthetablealready,believeme.
Okay.ButifIfindoutyou’vetrickedme,anydealsinthefuturewillbetough.Takemywordforit.Idon’tdealwiththosepeoplewhodouble-crosstheirfriends.
Comeon,takeiteasy,okay?
Weareoldpartners.Formthepointofviewofourlongterminterests,howcouldItrickyou?
Andyouarenotthatkindofpersonwhocanbetricked.Iwouldn’tdare,right?
Ohforgetit.Thistimewe’lldoitaccordingtoyourprice.
I’vecometoadead-endnow.Idon’tknowwhattodo.
That’sdifficult.Thereisn’tanyroomleftforustocompromise.I’mafraidyou’llhavetotakecareoftheproblemyourself.
Pleasegivemeahand,okay?
IfIagreetoyourterms,I’llbefired.That’sforsure.
Itsureisnoteasybeinganemployee,isit?
Youcanonlymakemoneyforhim.Icanunderstand.Ifyoudidagreetoourtermsandsignthecontract,you’dloseyourjob.Noquestionofthat.Wellthen,whydon’twethinkforsomethingelsethatyou’llbeabletopassoffwhenyougoback,okay?
Ifeelverygratefulforyourhelp.I’lldothebestIcantoconcludethedeal.
Noproblem.Let’sbothtryit.Ifwe’llbeabletomakeadeal,somuchthebetter.Let’sjusthopeforthebest.
Thispriceisdefinitelytoohighat$130acase.
Howmuchdoyouthinkwouldbereasonable?
$110acase.
Thatistoobigadifference.I’mafraidit’snotpossible.
Butsurelyyouknowsomethingaboutthemarketsituationinourcountry?
Competitionforgoodslikethisistough;
besides,weimportsimilarcommoditieselsewhere.
Icanassureyouthatourgoodsstandcompetitionwell.Youboughtthiskindofcommoditiesformuslastyear,right?
Andtheysellallright,don’tthey?
Oh,yes.Butah…Anyway,atthepriceof$130acase,wewont’makeanysales.
Allright.Whydon’twemeeteachotherhalfway,providedyoubuy500casesmorefromus.
Letmethinkaboutit.Okay,let’sdoit.I’llbuyyourgoodsat$120acaseundertheconditionofbuying500casesmore.
That’sadeal.Wehopewe’lldobusinessagainnextyear.
Youbet.
Wearesurprisedthatyourpriceis30%highercomparedwithothercompanies.
30%?
Youcan’tbeserious!
Thathasbeenconfirmedbyoursurvey.I’mafraidI’llhavetocancelthedealifyoudon’treduceyourprice.
Howmuchdoyouwanttotakeoff?
30%accordingtothelistedprice.
Butthatisimpossible.Wewon’tmakeanyprofitatthatprice.10%offtheoriginalprice.Howisthat?
Noway.10%isstilltoohigh.
Comeon.Theyqualityofourproductsisguaranteed,andyouarebuyingthebestofitskind.Youknowthat.
Butothercompaniesalsosaythattheirproductsarethebest.HowcouldItell?
Allrightthen.I’llcutanother3%,andthat’smyrockbottomprice.
Alright,that’sadeal.
Unit3
PaymentTerms
Iwonderifwecanmakepaymentforthisorderbydocumentarycollection?
Iamsorry,youcan’t.Generally,weonlyacceptpaymentbyirrevocableletterofcreditpayableagainstshippingdocuments.(不可撤销的凭装运单付款信用证)
Youknowourorderthistimeisverylarge.ToopenanL/Cforsuchalargeamountatabankiscostly.Canyoubeabitmoreflexibleandbendtherulesalittle?
Ireallycan’thelpyou.Rightnow,thesituationontheinternationalmoneymarketisunstable.Tobeonthesafeside,weinsistonthepaymentbyL/C.
We’dliketomakeourpaymentforthissetofequipmentbyinstallment.
Ineedtocheckwithmycompanyaboutit.Butwhatkindofinstallmentpaymentdoyouhaveinmind?
Idon’tknowverymuchaboutyourcompany’spolicy.Whatwe’dliketodoistomakeadownpaymentfirst,andthenafterthedelivery,wepayofftherestofitinfourpayments.
It’dbeverydifficulttoarrangeadeallikethis.Tomyknowledge,yourbank,BankofChina,hascreditagreementwithsomeAmericanbanks.SoIsuggestyougoandfindoutmorefromthem.
Unit4
PackingandMarking
Asforthepackingoftheproducts,we’dliketouseourownbrandname.
Thisisnobigproblem;
wecanacceptit.
Onemorequestion.Ifweprovidethepackingmaterials,canyoupacktheproductsaccordingtoourspecificationsandincludeapackingslip?
Yes,provideyoupayacertainamountofprocessingfee.Asamatteroffact,we’vealreadydonebusinessofprocessingmaterialsthataresuppliedbycustomers.
F:
Now,let’sdiscussthemarking.Areyouusingindeliblepaint?
C:
Yes,water-repellentindeliblepaintistobeused.
Fine.AndastheparcelistobetransshippedatHongkong,pleasemakesureyouusethekindofpackingwhichisstrongenoughtostandallthehandling.
Thathasbeentakenintoaccount.Theboxestobeusedarestrongandwater-proof.Theyareseaworthyandcanstandroughhandlingonthewharves.
Unit5
Insurance
WhatrisksarecoveredinyourofferaccordingtotheCIFclause?
WegenerallyonlyissueFPA,WPAandALLRisks,butwecouldaddspecialcoverageifacustomerrequires.
WewouldalsoliketohaveWarRiskcoverage.Canyougetthisforus?
Wecertainlycan.Butyoumustbearthepremiumforthissortofspecialcoverage.
ThereisanotherpointI’dliketoclarifynow.YourquotationisonCIFbasis.Whatrisksareusuallycoveredagainst?
TheinsurancecoversAllRisksat110percentoftheinvoicevalue.
IsWarRisktobecovered?
No,it’snotnecessaryfortheshippinglinetoaddtothecost.OurpastexperienceshowsthatAllRisksgivesenoughprotectiontoallourshipmentstoyourarea.
LESSON6
SHIPMENT
UsefulWordsandExpressions
shipment装运
Thegoodsarereadyforshipment.货物备妥待运。
Shipmentistobemadeintwoweeks.两周后装运。
Thequalityofthegoodsisbetterthanthatofthelastshipment.货物的质量比上批货好。
toeffectshipment
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