外贸业务谈判进程(全英语)

1、外贸业务谈判进程案例Preliminary Talk ILi : A businessman of a Chinese Trade companyPeter: A customerL: I understand this is your first visit to our companyP: Yes, and also my first trip to China. I've always wanted to see with my own eyes China's achievements and now I've been more than rewarded.L

2、: I see, but I hope you've had a pleasant trip.P: I did, thank you. Well, come to the point, the purpose of my coming here is to inquire about possibilities of establishing trade relations with your company.L: Let me assure you of our best attention, Mr.Peter. What's your line of business? P

3、: Cameras and photographic goods. We are distributors with business branches in most major cities in Britain. Now, we'd like to introduce Chinese-made cameras if your conditions are favorable.L: We'll see what we can do.P: There might be few of models we would be interested in, if I could go

4、 over your latest catalogues.L: Here you are. How many copies would you like to have?P: Ten, please. I'd like to airmail some back home.L: Anything else?P: Would it be possible for me to have a closer look at your samples?L: Why not, Mr.Liu over there will take you down to our showroom.P: Thank

5、you. I'm afraid I've taken a lot of your time.L: Not at all. Glad to have been of help. Hope to see more of you in future.Preliminary Talk IIP: Good morning. My name is Peter. I'm from the U.S. Here is my business card. L: Pleased to meet you, Mr. Peter. My name is Li.P: Pleased to meet

6、you too, Mr. LiL: Won't you sit down?P: Thank youL: May I offer you a cup of teaP: Certainly. I like you Jasmine tea very much.L: Well, from your business card, I can see that you specialize in oil-drilling equipment.P: Yes, as matter of fact, we have been in this business for more than twenty y

7、ears. Mr.Wang from your commercial office in Washington has referred me to you in the hope that I might be of some help in your oil industry.L: Currently we have a strong interest in opening up more new oil fields. We could consider buying from you if the technology incorporated in your equipment is

8、 advanced and the trade terms favorable.P: I have brought with me a series of catalogs for our latest models. My engineer is accompanying me on the trip. He can meet your technicians and answer any questions about our products.L: That's an interesting idea. We shall, first of all, study your cat

9、alogs and get in touch with our customers. If they are interested, we'll arrange for further discussion.P: Very good. I'm staying in Beijing Hotel. My room is 315.L: We'll let you know their responses as soon as possible.P: Good-bye!Inquiries IP=Peter (customer, Li=a businessman (of a Ch

10、inese trade companyP: I'm glad to have the chance to visit your company. I hope to conclude some substantial business with you.L: It's a great pleasure, Mr. Peter, to have the opportunity of meeting you. I believe you have seen the exhibits in the showroom. May I know what particular items y

11、ou're interested in?P: I'm interested in your hardware. I have seen the exhibits and studied your catalogs. I think some of the items will find a ready market in Canada. Here is a list of my requirements, for which I'd like to have your lowest quotations, CIF Vancouver.L: Thank you for y

12、our inquiry. Would you tell us the quantity you require so as to enable us to work out the offers?P: I'll do that. Meanwhile, would you give me an indication of price?L: Here are our FOB. price lists. All the prices in the lists are subject to our confirmation.P: What about the commission? From

13、European suppliers I usually get a 3 to 5 percent commission for my imports. It's the general practice.L: As a rule we do not allow any commission. But if the order is large enough, we'll consider it.P: You see, I do business on commission basis. A commission on your prices would make it eas

14、ier for me to promote sales. Even a 2 or 3 percent would help.L: We'll discuss this when you place your order with us.Inquiries IIP: When can I have your firm CIF prices, Mr. Li?L: We'll have them worked out by this evening and let you know tomorrow morning. Would you be good enough to come

15、round then?P: Good. I'll be here tomorrow morning at 10. Will that suit you?L: Perfectly. Our offers are good for 3 days.P: I don't need that long to make up my mind. If your prices are favorable and if I can get the commission I want, I can place the order right away.L: I am sure you'll

16、 find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices haven't changed much.P: I'm glad to hear that. As I've just said, I hope to conclude some substantial business with you.L: We shall be very pleased. Is there any thing else

17、 I can do for you, Mr. Peter?P: I'm buying for chain department stores in Canada. They are also interested in Chinese carpets. I'd like to make me to the person in charge of this line?L: Certainly. I'll make an appointment for you with Mr. Sung of the China National Animal By-products Co

18、rp.P: Thank you very much.Inquiries IIIP: I understand that you're interested in our machine tools, Mr. Li.L: Yes, We're thinking of placing an order. We'd like to know what you can offer along this line as well as your sales conditions.P: As you know, we supply machine tools of all type

19、s and sizes. We have years ofexperience in the manufacture tools.L: We've read about this in your sales literature. May I have an idea of your price? P: Our prices compare favorably with those offered by other manufactures either in Europe or anywhere else. Here are our latest price sheets. You

20、will see that our prices are most competitive.L: Do you take special order? That is, do you make machine according to specification?P: We do. As a matter of fact, we design machine tools for special purposes. L: How long does it usually take you to make delivery?P: As a rule, we deliver all our orde

21、rs within 3 months after receipt of the covering letters of credit. It takes longer, of course, for special orders. But in no case would it take longer than 6 months.L: Good, Another thing, all your prices are on CIF basis. We'd rather have you quote us FOB prices.P: That can easily be worked ou

22、t.Offer IP: I come to hear about your offer for bristles.L: We have the offer ready for you. Let me see. Here it is. 100 cases Tsingtao Black Bristles, 57mm, at pounds sterling per kg, CIF European Main Ports, for shipment in June, 1980. The offer holds for three days.P: Why, your price has soared.

23、It's almost 25% higher than last year's. It would be impossible for us to make any sales at such a price.L: I'm rather surprised to hear you say that. You know very well that markets for bristles have gone up a great deal in recent months. The price we offer compares favorable with quota

24、tions you can get elsewhere.P: I'm afraid I can't agree with you there. I must point out that your price is higher than some of the quotations we've received from others sources.L: But you must take quality into consideration. Everyone in the trade knows that China's bristles are of

25、superior quality, above that from others sources.P: I grant that yours are of better quality. But there's competition from the synthetic products, too. You can't very well ignore that. Prices for synthetic bristles haven't changed much all these years.L: There is practically no substitut

26、e for bristle in certain uses. That's why demand for natural bristles keeps rising in spite of cheaper synthetic ones. To be frank with you, if no for the long-standing relationship between us, we would hardly be willing to makeyou a firm offer at this price.P: Well, we'll have a hard time p

27、ersuading our clients to buy at this price. But I guess I have no choice.Offer IIP: I believe you've studied our proposal for fertilizers.L: Yes, Mr. Peter. And we're very much interested.P: It's almost twenty years since we first supplied you with our products in 1954. To our regret, fo

28、r one reason or another, business between us has failed to follow up. I hope we'll succeed in concluding some business this time.L: As we've repeatedly stated, China does business on the basis of equality, mutual benefit and exchange of needed goods. If these principles are kept to, I'm

29、certain that mutually beneficial business will result.P: May we hear your comments on our products?L: We find your samples in conformity with your specifications and suitable for our requirements. On the other hand, we've received offers for products of higher quality. So business depends very m

30、uch on your prices.P: Taking everything into consideration, you'll find that our prices compare favorably with the quotations you may get elsewhere.L: I'm not so sure of that. Before coming to the discussion of price, may I point out that we like to have you quote us on FOB basis?P: Why I do

31、n't quite understand. For bulk goods such as chemical fertilizers, it's the sellers who arrange the shipping space. It is more convenient for us as well as for you. L: Well, we prefer to have the China National Chartering Corporation take care of the shipping. It doesn't make much differ

32、ence to you, does it?P: Well, it does make a slight difference, but we'll do as you wish.Counter Offer IP: I have here our price sheet on FOB basis. The prices are given without engagement.L: Good, if you'll excuse me, I'll go over the sheet right now.P: Take your time.L: I can tell you

33、at a glance that your prices are much too high.P: I'm surprised to hear you say so. You know that the cost of production has risen a great deal in recent years.L: We only ask that your prices be comparable to others. That's reasonable, isn't it?P: Well, in order to get the business, we&#

34、39;re quite willing to make some concessions. Would you give me an idea how much you wish to order from us, so that we may adjust our prices accordingly?L: The size of our order depends greatly on the prices. Let's settle that matter first.P: As you wish. Well, if your order is large enough, we

35、are ready to reduce our prices by 2 per cent.L: When I say your prices are much too high, I don't mean they are higher merely by 2 or 3 per cent.P: Then how much do you mean? Can you give me a rough idea?L: For the business to be concluded, I should think a reduction of about 10 percent would he

36、lp.P: Impossible. How can you except us to make a reduction to that extent.L: I think you are as well informed as I am about the market for chemical fertilizers. It's needless for me to point out that supply exceeds demand at present and that this situation is apt to continue for a long time yet

37、. May I suggest that you cable your home office and see what they'll have to say?Counter Offer IIL: This is our rock-bottom price, Mr. Li. No further concession can be made in that respect.P: If that's the case, there's hardly any need for further discussion.We might as well call the who

38、le deal off.L: What I mean is that we'll never be able to come down to the price you name. The gap is too great.P: I think it unwise for either of us to insist on his own price.L: How about meeting each other half way? Each will make a further concession so that business can be concluded.P: What

39、 is your proposal?Counter Offer IIIP: Mr. Li, I'm anxious to know about your offer.L: Well, we've been holding it for you, Mr. Peter. Here it is. 500 cases of Black Tea, at per kg, CIF Liverpool. Shipment will be in July.P: That's a high price! It's difficult to make any sales.L: I&#

40、39;m rather surprised to hear you say that, Mr. Peter. You know the price of Black Tea has gone up since last year. Ours compares favorably with what you might get elsewhere.P: I'm afraid I can't agree with you there. India has just come into the market with a lower price.L: Ah, but everybod

41、y in the tea trade knows that China's black tea is of top quality. Considering the quality, I should say the price is reasonable.P: No doubt yours is of a high quality, but still, there is keen competition in the sea market. I understand some countries are actually lowering their prices.L: So fa

42、r our commodities have stood the competition well. The very fact that other clients keep on buying speaks for itself. Few other brands of tea can compare with ours for flavor and color.P: But I believe we'll have a hard time convincing our clients at your price.L: To be frank with you, if it wer

43、en't for our good relations, we'd hardly be willing to make you a firm offer at this price.P: All right. In order to get the business, I accept.L: I'm glad that we've come to terms.P: Now about the quality. You said you could offer me only 500 cases, which I think is not enough. Last

44、 year we sold 700 cases, and I'm sure I can do better this year. I hope you can offer me at least 800 cases.L: Because of the rapid growth of both our domestic and foreign markets, our production hasn't been able to keep up with the demand. 500 cases are the best I can offer you at present.P

45、: I see. But if I don't see to my market, my customers will naturally turn somewhere else for their needs.L: Sorry, I don't think we can offer you more than 500 cases this year. As a matter of a fact, we have made a special effort to get even these 500 cases for you.P: All right. We'll t

46、ake the 500 cases this time. But I do hope you could supply more next time.L: We'll see if we can do better next year.Counter Offer IVL: Mr. Peter, let's have your firm offer now.P: Gladly. Here's our offer, 310 Francs per ton, FOB Marseilles. You will notice the quotation is much lower

47、than the current market price.L: I'm afraid I disagree with you there. We have quotations from others sources too. And, as you well know, we mainly rely on our own resources. Our own chemical industry has expanded rapidly. We import a certain amount of chemical fertilizer only when the price is

48、reasonable.P: Well, then, what's your idea of a competitive price?L: As we do business on the basis of mutual benefit, I suggest somewhere around 270 French Francs per metric ton FOB Marseilles.P: I'm sorry the difference between our price and your counter offer is too wide. It's impossi

49、ble for us to entertain your counteroffer, I'm afraid.L: Mr. Peter, you no doubt have wide contacts. I don't think I have to stress that our counteroffer is well founded. It is in line with the international market.P: I don't see how I can pull this business through. Mr.Li, let's mee

50、t each other halfway. Mutual efforts would carry us a step forward.L: Now, Mr. Peter, what we have given is a faire price.P: Well, how's this? We take the price you offered, provided you take the quality we offered.L: Wouldn't it be better to settle on the price first before going on to the

51、quantity? If you accept our counteroffer, we'll advise our endusers to buy from you.P: Then perhaps you could give me a rough idea of the amount needed?L: It'll be somewhere around 50,000 tons.P: All right, Mr. Li, as a token of friendship, we accept your counteroffer for ammonium sulphate f

52、or 50,000 tons, at 270 French Francs per metric ton FOB Marseilles.L: I'm glad we have brought this transaction to a successful conclusion.P: I appreciate your efforts and cooperation and hope that this will be the forerunner of other transactions in future.Withholding Offer IL: Welcome to Beiji

53、ng, Mr. Peter.P: Thank you. I'm glad I was able to comeL: Did you have a pleasant trip?P: One could hardly call it so. We ran into a thunderstorm over Hong Kong, and the airplane was so tossed about that everyone got airsick.L: Is that so? I am sorry to hear that. I hope you had a good rest afte

54、r that.P: I hade a very restful night. The Xinqiao Hotel is a nice quiet place. I'm quite myself again.L: Glad to hear it. Shall we talk business now?P: Yes. That's fine.L: In your reply to our enquiry, you clearly stated the reasons why you couldn't make us an offer at the time and sugg

55、ested a vis a vis talk with us. Do you see your way now to take the matter again?P: Please accept my apologies for our inability to be more responsive to your enquiry.L: That's all right. Unforeseen circumstances do occur, don't they?P: You see, when we received your enquiry, the world marke

56、t was under the impact of a currency crisis, which made it difficult for us to make a firm offer. Now the storm is more or less over, at least for the time being.L: I presume you know where you stand now.P: Yes. Hopefully I feel we're in a position to resume business negotiations now. But in tho

57、se uncertain days about two weeks ago, most of the experts at our end refrained from quoting prices. U.S. dollar devaluation was imminent, and sterling was also under heavy pressure. We couldn't afford to take chances.Withholding Offer IIP: We've luckily survived this crisis. In order to put

58、 our business relations on a solid footing, we have come to explain the position ourselves.L: Good. We're really looking forward to doing business with you in the years to come.P: so are we. However, the tallow market has been quite strong for sometime and the prevailing price in the London mark

59、et is around US$303 for bulk tallow.L: I'm sorry to say that we find your price unacceptable.P: Would you give me an indication as to the price you consider workable?L: I hope you would reconsider your price and bring it into line with the world market price.P: Well, I'll be glad to hear wha

60、t you have in mind.L: I can only say that the prices from other sources are much lower than yours and their quality is indisputable.P: I admit that we' we in a disadvantageous position in the face of competition from other sources.L: I'm afraid you'll stand no chance if you don't fall into line with others.P: But we simply can't. The U.S. currency devaluation has put us in a disadvantageous position as regards