商务谈判练习3份.doc

商务谈判在演练谈判时，我们要严格按照设定的环节来：礼仪引领接待简单介绍递上资料引客户参观产品讲解谈判（下面13个问题都结束后）登记信息、送贺卡、送客。This is Liu Jie, our sales assistant. And this is zhang chaoqun,he is our marketing assistant. I am sun hui ,the sales manager.所以一些接待用语你们自己组织，然后加上我下面的问题，最晚明天中午发给我一份全场进行的对话流程（所有环节都包括）。并且都用“名字：对话内容”这样的句式做好。以下是我会问的问题：1. How is the product selling ? What are the selling points of your product ? Its selling well. Compared with competing products, our products have the luxuriant design and sophisticated technology. 这产品卖得怎么样？你们的销售重点是什么呢？（就是与同类产品相比有什么优势？比如，工艺精良 sophisticated technology，造型富丽华贵 luxuriant in design等等）2. Were quite interested in your Black Pottery. And we are satisfied with the quality of your samples, so the business depends entirely on your price. How about your offer?我们对你们的黑陶十分感兴趣，而且我们对样品的质量很满意，因此交易的成败就取决于你们的价格了。你方的报价如何？（这时指的是总的报价单）Here is our FOB price list, but all of them are subject to our final confirmation. Of course, the larger the order is, the more discount youll get.3. May I ask the price of this product?我能问一下这种产品的价格吗？（到时候我会选择漆盘）Wait a minute,please.well,its4. Can you tell me the rock-bottom price of this product?你能告诉我这种产品的最低价吗？（还是漆盘）5. I hope you will offer us your lowest quotations, CIF New York. So you quote us the prices including insurance and freight to New York.我希望你能提供纽约到岸价的最低价格。所以价格要包括保险和运费。(仍然是漆盘)7. Your prices are much too high. What are your discount terms ?你们的价格太高. 你们的折扣条件如何？（给出你们设定的折扣）To have this business concluded, I should say a reduction of least 10 percent would help. 为了促成交易，我认为大约给百分之十的折扣才行。 （表示我还价太多）We only ask that your prices be comparable to others. Thats reasonable, isnt it? 我们只要求你方的价格能和别人差不多就行了。这个要求很合理，对不对？ （和数量联系，如果订量大可以折扣多一些）The size of our order depends greatly on the prices. Lets settle that matter first. 我们要订的数量很大程度上取决于价格，就让我们先解决价格问题吧。（表示要请示公司，具体价格（含折扣）在请示后电邮给客户）9. If we would come to an agreement on price, then we want to order some of these. Can you supply us right away? Your company is a factory, right? Whats the monthly output?如果我们在价格上达成一致的话，我们想订些这种货。能够立刻供货吗？你们公司是生产型的工厂对吧？月产量多少？（回答）Do you have enough material on hand to take care of our big order, for example, 2000 pieces? 你们现在手边有足够的存量满足我们的订单吗，比如，两千件？（回答）10. If I placed an order now, how long would it be before I got delivery? 如果我现在订购，到交货前需要多长时间？ （It would largely depend on the size of the order and the items you want. 那主要得看订单大小以及你需要的产品而定。 ）11. Can you show me the packing for this product? （可以让客户看电脑里的包装盒照片）12.May I ask the kind of payment terms you will accept?你能告诉我你们能接受的付款方式吗？(回答)13.Thank you. I think we may be able to work together in the future. I hope to conclude some business with you. Thank you for your enthusiastic reception.谢谢