中英商务会谈.doc

商务会谈 陈明：欢迎光临上海进出口商品交易会。我叫陈明。我是上海机械公司的销售 部经理。哈罗德：Hi, Mr. Chen. My name is Sean Hudson. I am from Seattle, USA. I am in charge of the supply department of the Pacific Trading Company Ltd.陈明：很高兴见到您，哈德逊先生！请坐！我向您介绍一下我公司的情况及产品。哈罗德：Thank you! I have read your brochure and am very impressed by your scope of business, especially the machinery tools you manufacture. I believe my customers will like your new products.陈明：您对我们产品感兴趣，我很高兴。不过我们的宣传小册子仅仅介绍了我 公司生产的一小部分机床。您可以进来看看我们的展品。哈罗德：Sure. Your exhibits are very attractive, though the workmanship is not so desirable. If you dont mind, Id like to make an inquiry. Heres my list of interested machine tools. Id like to hear your lowest quotations C.I.f. Seattle.陈明：谢谢您的询价。您单子上所列的机床我们都有。这是我方的美国太平洋沿岸城市到岸价的价目单。我们还可以根据您所想要的数量调整价格。哈罗德：Well, Mr. Chen, your prices are not competitive. My demand is bulk, but of course Ill have to reduce the quantity of my intended purchase substantially with your offer.陈明：哈德孙先生，我刚才说过，我方的价格可以根据贵方的购买量进行调整。如果使您不安的只是我方的报价，那么您可以先到其他地方转一圈，看一看，然后我们还可以再讨论我方的报价。 哈罗德：I sure will. Nice meeting you. Ill call home about your quotations and come back tomorrow with our decision. 陈明：好的。明天见。哈罗德：Bye.中商：噢，我对贵方经营的新品种颇感兴趣。我可以看一下贵方汽车零部件的 C.I.F.价目表吗？外商：Certainly. Lately we expanded our scope of business to better serve our Far East Asian customers, Chinese customers in particular. China is such an enormous market that nobody can afford to neglect. My company is willing to establish business relations with all interested Chinese parties.中商：听您这么说很高兴。我们打算长期从贵公司进口一些汽车零部件，当然 这得看贵方的价格是否比他人优惠。坦率地讲，贵方单子上的价格毫无竞争 力。我希望知道贵方的最新报价。外商：We have just updated our prices. But of course I dont mean our offer is final. As a result, wed like to quote our new customers the most reasonable price to start our business relationship for the future, even at the cost of a substantial loss on our part.中商：但是从我对汽车零部件市场所掌握的信息来看，贵方的报盘没有吸引 力。此外我还需要时间来树立对贵方产品质量的信心。如果您不愿给我方一 些合理折扣，我打算等一下，先到别处看看再说。外商：We guarantee the quality of our supplies. And we have free samples for your inspection. As for the discount, we can reduce the listed prices by 5%. This is our floor offer and youll have to excuse me, were not prepared for any counter-offer.中商：我很欣赏您的直率。虽然贵方的底价与我方所希望得到的价格仍有距离，我还是愿意签合同。我与您有同感，我现在这样做是着眼于我们将来业务关系的发展。外商：Thats wonderful. Lets leave the technical details of the contract to our assistants. Id like to invite you to a drink and celebrate the success of your first business transaction.中商：不胜感激。我相信我们这次合作仅仅是个开端，今后合作的机会将更多。中方：感谢您的询价。这是我方在原价基础上削减了 3.5%以后的报价单。您一定会感到我们的报价在今天这个需求量上升的市场上最有竞争力。外商：I agree your offer after this reduction is attractive but excuse my frankness, in any case it is by no means the most competitive one to the best of my knowledge. I did a lot of research lately and Im sure youll agree with me that a growing number of suppliers in other Southeast Asian countries have joined this market. I foresee a substantial drop in price next year.中方：对您所说的大幅度降价，我不敢恭维。您知道我们的产品是享誉全球的名牌产品，而且我们绝对保证质量。虽然我们的周边国家和地区或许会以较低地的价格吸引客户，但是我们保证质量的做法，加上这次大幅度价格下调，一定会在市场上取胜。实话对您说，我们的老客户，我相信也包括您在 内，没有谁转到其他厂商哪儿去。相反，我们还接到许多新客户的订单。我们的报盘是合情合理的。外商：Youre a real business negotiator, but if you hang on to the listed quotations, its impossible for us to come to terms. I dont think your offer is in line with the current market. I do hope youll consider our counter-offer. After all, weve had a business relationship for almost ten years.中方：好吧！为了庆祝我们 10 年来在省以上的合作，也为了继续推进我们的商务关系，我乐意给您追加 1.5%的特别折扣。这已