国际商务英语口语（第三版）unit 4

UnitFourOnPrice

1.NewWords&Expressions2.UsefulSentences3.ListeningPractice4.

Conversations（视频）5.Practice&KeystoExercisesdependon 依靠，根据brand[brænd]n. 品牌model[‘mɔdl]n. 型号available[ə‘veiləbəl]adj. 可以利用的stock[stɔk]n. 库存style[stail]n. 式样

workable['wə:kəbl]adj. 可行的deal[di:l]n. 成交rather[‘rɑ:ðə]adv. 相当得

onthehighside偏高favorable[‘feivərəbl]adj.优惠的beinlinewith与……相符

ruling['ru:liŋ]adj.现行的compare[kəm'pɛə]v.比较takesth.intoconsideration 考虑到某事

admit[əd'mit]v.承认NEWWORDS&EXPRESSIONS

superior[sju:‘piəriə]adj. 优良的inviewof鉴于

reduce[ri‘dju:s]v.减少，降低

order['ɔ:də]n./v. 订购placeatrialorder 试订购current['kʌrənt]adj.现行的franklyspeaking 坦白地说origin[‘ɔridʒin]n. 来源rock-bottom['rɔk'bɔtəm]adj. 最低的tothatextent 到那种程度

raise[reiz]v. 提高outofthequestion 不可能considerable[kən'sidərəbl]adj.大量的

prevailing[pri‘veiliŋ]adj.现行的reconsider['ri:kən'sidə]v.重新考虑NEWWORDS&EXPRESSIONS

USEFULSENTENCES

买方认为卖方价格过高

1.Yourpricesareonthehighsidecomparedwiththepricesofthesamekindofproduct.

你方价格与同类产品的价格相比偏高。

2.Yourpriceis30%higherthanthosewecangetfromelsewhere.

你方的价格比其他供货商的价格高30%。

3.Itwouldbeimpossibleforustopushthesaleatsuchahighprice.

对我们来说推销这样高价的产品是不可能的。

4.Weregrettosaythatyourpricesareoutoflinewiththerulingmarket.

很遗憾你方价格与现行市场价不符。

5.Yourpriceisfarbeyondourexpectation.

你方价格远远超出了我们所期望的。USEFULSENTENCES

1.Idon’tthinkyoucanavoidconsideringthebetterqualityofourproducts,doyouagree?

我想你们不可避免要考虑我们产品的良好质量，同意吗？

2.IfIwereinyourplace,Iwouldconsidernotonlythepricebutalsothequality.

如果我处于你的位置的话，我就不仅考虑价格还会考虑商品的质量。

3.Pricecan’tbetakenseparatelyfromquality.

价格和质量没办法分开来看。

4.Ithinkyou’dbetterconsidertheafter-salesservicewecanoffer.

我想你们最好考虑一下我们能提供的售后服务。卖方支持原价

USEFULSENTENCES

1.I’dappreciateitifyoucouldreduceyourpricebyanother5%.

如果你方能再降价5%的话，我们将不胜感激。

2.Tomakeadeal,Ireallythinkweshouldbothmakesomeconcessions.Howaboutmeetingeachotherhalfway?

为了达成交易，我们真的认为我们双方都应该让让步。折中一下怎么样？

3.Inviewofthecurrentweakmarket,wewouldaskyoutogiveusareductionof5%.

考虑到当前疲软的市场，我们建议你们降价5%。

4.Toconcludethebusiness,youneedtocutyourpriceatleastby3%.

要做成这笔交易，你方至少要降价3%。买方建议减价

USEFULSENTENCES

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

为了尽快达成交易，我们愿意将价格降低到每码190美金。

2.Ifyouorderalargequantity,we’llconsiderreducingourprices.

如果你方大量订购的话，我们会考虑降低价格的。

3.Whydon’twemeeteachotherhalfway,providedyoupurchase60casesofourproducts.

为什么我们不折中一下，只要你方购买六十箱我们的商品。

4.Withaviewtothelong-termcooperationbetweenus,wecanconsiderapricereduction.

考虑到我们之间长期的业务合作，我们可以考虑降价。卖方同意减价

USEFULSENTENCES

1.Thisisourrockbottomprice.Wecan’tloweritanyfurther.

这是我们的最低价。我们再不能降价了。

2.Ihavetosaythatnoconcessionwillbemadeinourprice.

我得说我们无法在价格上作出任何让步。

3.That’simpossible!Howcanyouexpectustomakeareductiontothatextent?

不可能！你怎么可以要求我们把价格降到那个地步。

4.Thecostoftheproductshasrisenagreatdealrecently.Thepriceitselfleavesuslittleornomarginofprofit.

近来产品成本不断上升，价格本身已经没有留下什么利润了。

卖方拒绝减价

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[实训场景]洽谈价格[地点]模拟公司谈判室[形式]口头洽谈[内容]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]学生两人一组，根据给出的情景进行价格谈判，洽谈要点如下(供参考)：1.对SM-40572型号有兴趣

1.强调样式新颖、质量上乘

2.认为价格过高

2.价格符合市价

3.希望能降到每件25美元

3.数量达到1000件，同意降到每件28美元

买方卖方PRACTICE2[实训场景]讨价还价[地点]网上[形式]在线洽谈[内容]Aftercarefulstudyingthemainfunctionofthedigitalcamera(TDV-588),Mr.Wilson,comingfromEngland,aresatisfiedwiththistype.Buthehopethesellercangivehimanaccommodationinprice.Atlasthegetsthefavour.ProductDescription:

MainFunctionVideoCamera

DigitalStillCamera

MP3/MP4Players

VoiceRecordModel:TDV-588Origin:ChinaPrice:USD1000FOBShenzhenpersetQuantity:500sets[要求]学生两人一组，根据给出的情景进行价格谈判，洽谈要点如下(供参考)：1.仔细研究各项功能，请求报价

1.详细介绍产品特点

2.希望能得到一些优惠

2.在价格上给予对方3%的优惠

3.感谢对方的合作3.希望今后继续合作

买方卖方KEYSTOEXERCISESEXERCISE1

1.（1）报价太高了。（2）很抱歉，我必须坚持我们的价格，因为这是我们的最低价了。在价格方面的任何让步都是不可能的。（3）把各个方面因素考虑进去，你就会认为我们的价格与你们能在其他供货商那得到的报价相对是很优惠的了。（4）为了达成交易，我们可以考虑在价格上做出一些让步。（5）你们的价格不如其他供货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