贸易谈判之商品规格.ppt

1、Unit Three Specifications 规格 Conversations 1. Quality First A showroom displays a beautiful collection of embroidered shoes, slippers, and other ordinary shoes for men, women and children. Mr. Orwell, holding a ladys shoe in hand, is talking to Mr. Lin from the Shanghai Arts you dont need to “break

2、them in”. By the way, Mr. Orwell, isnt there room in your market for lower grade shoes?,Orwell: Even highly demanding markets require a wide range of quality and price levels for any group of products. Lin: But even for such products we have minimum quality requirements that must be met. Orwell: The

3、y are not bad, indeed. Do you have any other colors? Lin: Yes, there is dark blue, light grey, desert tanall available in a full range of sizes. Orwell: The colors wont fade, will they? Lin: No, they last very well.,2. Customers Preference Last year Mr. Brown signed his first contract for Chinese pa

4、per cuts and bamboo products. He has been doing very well with his business. Dont think paper cuts and bamboo products are trivial products. Small articles sometimes bring big profits. If that werent the case, Mr. Brown would not be signing his second contract.,Liu: So you are coming to us for a sec

5、ond contract? Brown: Yes, but not merely for bamboo products and paper cuts. We are also interested in your wooden decorations. Liu: Good news. I admire your shrewdness, Mr. Brown. Youve selected a much-sought-after item for your market. Brown: Selling is what I know. Selection of the right product

6、for the right market is essential in our business. Liu We have a rich assortment. Shown all around here are samples of new designs: Wooden Pyramids, Nutcrackers, Smoking men, Rocking Horses, Hand-painted Wooden Carvings and great variety of pendants. Do you like them? Brown: They are lovely! With su

7、ch lifelike resemblance! I can almost hear the birds singing, and the ducks quacking. (All laugh.) Liu: They certainly bring one to interesting imagination. Ideal gifts and decorations for Christmas or other traditional festivals, arent they?,Brown: Very fascinating. Old as I am, I can hardly tear m

8、yself away from them. But Ms. Liu, could the articles be made specially for our market, that is, according to the samples given? Liu: That can be done. We can arrange production to meet national characteristics and habitual tastes of different countries. Brown: You know, colors, tastes and social cu

9、stoms vary. Our people back home like noisy colors and novel designs. At the same time there mustnt be any features that might offend the customers. Liu: We always keep an eye on customers preference and make our products according to what our customers are likely to need, want and like. If you go o

10、ver the pamphlets, youll find some most attractive designs there. Brown: Could you leave these pamphlets with me? Id like to have a closer look. Liu: Keep them, if you like. Brown: Thanks a lot. (Collecting the pamphlets) Well, Ms. Liu, Im sure we can work something out. May I come Back tomorrow mor

11、ning, say, nine oclock, to continue the talk? Liu: All right, nine oclock tomorrow morning.,II. Sentence translation 1我们的商品一直是符合出口标准的，牢固性和可靠性是我们产品的两大优点。 2现在的服装市场讲究样式。 3这些产品完全是手工制作的，工艺精湛。 4我们新到了一批适合青少年需求的各类羽绒制品。 5我们的产品居同类产品的榜首，在国际市场上深受欢迎。 6这些皮鞋是用特殊工艺制作的，穿着很舒服，一穿就合脚。 7这些外套款式新颖，颜色鲜艳，深受时尚女孩的喜爱。 8市场竞争日益激

12、烈，要想成功，必须把产品质量放在首位。 9我们希望图案最好具有民族特色，因为我们那里对中国传统产品情有独钟。 10我们可以按照不同市场的流行款式，生产不同款式的服装。,1. Our commodities have always come up to our export standards; durability and reliability are their two strong points. 2. Its a style conscious market for garments. 3. These products are entirely hand-made with exqu

13、isite craftsmanship. 4. We have a fresh range of down products for the teenage market. 5. Our products rank first among similar products and win great popularity in the international market.,6. These leather shoes are made with special craftsmanship. They are comfortable and you dont need to break t

14、hem in. 7. These coats are very popular with fashionable girls thanks to the attractive design and noisy color. 8. With increasing competition all around, one must give top priority to the quality of products in order to be successful in the market. 9. We hope that the designs are to have national c

15、haracteristics as our people show a partial favor to traditional Chinese products. 10. We can make garments modeled after the fashionable of different markets.,III. Dialogue translation Wang: 欢迎您来上海，一路上好吗？ Jones: Pretty good. The weather was fine and the journey was uneventful. Wang: 琼斯先生，这是您第一次来上海吗

16、？ Jones: Oh yes, Ive always been looking forward to this trip. The main purpose of my visit to your company is to explore the possibilities of entering into business relations with you in textiles. Wang: 感谢您方有意与我们开展业务往来。那么，为了让您对我们可供出口的各类纺织品有个大概的了解，先让我给您介绍一下我们的部分样品。 Jones: Mm, the silk feels so smoot

17、h and comfortable. It must be of fine quality.,Wang: 我们一向将产品质量放在首位，我们的准则是以合理的价格提供一流的产品。我们的产品在国内外市场深受顾客欢迎。相信在贵国也会找到广阔销路的。 Jones: I have not the slightest doubt about that. But as you know, different people have different tastes. Can you alter the design to meet the needs of our market? Wang: 这点大可不必担心

18、。我们可以按照要求改动图案以满足你们顾客的爱好。 Jones: It sounds good! This time I will place a trial order. If your products turn out to be satisfactory, we will place substantial orders with you in the future. Wang: 我们对自己的产品很有信心。我们衷心希望彼此之间能建立起经常的贸易往来。 Jones: We hope so, too.,IV. Situational dialogue practice Smith wishe

19、s to place an order for machine tools. He asks for the catalogue and wants to know something more about the specifications. Zhang tells him that special orders can also be considered if the type and specifications on display do not meet his requirements.,quality control 质量管理 choice quality 优质 fair average quality(F.A.Q.) 良好平均品质（大路货） good merchantable quality(G.M.Q) 上好可销品质 style conscious 讲究式样 quality conscious 讲究质量 price conscious 讲究价