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1、Video 1Welsh : Hello, Mr. Wang. We received the samples you kindly sent to our headquarters. Thank you very much.We re impressed by both the quality and the variety of your products.Wang : Thanks, and welcome to our factory.I hope you enjoyed the tour around some of our workshops.Welsh : Yes, we act
2、ually picked up several products from your catalogue after the tour.We maybe able to give you a trial order.Now I d like to know if we place a firm order with you, when can you deliver the goods?Wang : It depends on how many items you choose and what quantity.Normally for one container order, we can
3、 deliver the goods within 6days.Welsh : That s good. OK, let s work through this list now.Wang : Mm, I see, Mr. Welsh. You ve only selected 4 items so we can guarantee delivery.This is the unit price of each product.Welsh : Fine. But it seems to us that your price is much higher than other suppliers
4、 in china.We are currently doing business with some factories in Shenzhen.Welsh : We know some factories give lower prices but their qualityis poor.You see, the surface of our products is very smooth.And after the tour, you must have an idea how well our manufacturing environment meets international
5、 sanitary standards.Considering the quality, our price is very reasonable.Welsh : We don t deny that.But if you can give us a little discount, we can start up a long-term relationship.Wang : You re really tempting me. OK, what s your quantity then? Generally, we re not allowed to give discount at th
6、is price. But if your order is large enough, I can offer you a special discount.Welsh : For the large plastic chair and the trolley, we can take 1000 pieces of each and much more later on after this trial order.Wang : 1000 pieces Well, since it s our initial transaction, I 1l give you a 10% discount
7、 on these two items.Welsh : 10%? Another company gives us a 15% discount for that size of order.You know, an incentive discount encourages the buyers and helps expand your business.Wang : Of course, I know, but that is too high a rate.Frankly speaking, the maximum discount we can grant is 10%.Welsh
8、: Then about the food box and cup container? Also 10%?We would like to order 800 food boxes and 50cup containers to start.Wang : I m afraid we can t do that.You know, the price of the raw material has been rising steadily. There s no profit margin left at that price.Welsh : Come on, of course there
9、is. By the way, we don t need the scale on the cup container.How about reducing the price of the container to us$2 from your original us$3?Wang : Well, it s really hardWelsh : Well, we could meet each other half-way that would conclude the deal.Wang : You certainly have a way of talking me into it.A
10、l right, let s each make some concession. You increase the food box order to 1000 pieces. OK?Welsh : Fine, no problem.Wang : You really drive a hard bargain! But we look forward to a long partnership.Video 2F: Hello, Mr. Leser. I m very glad to meet you.L : Likewise. This is interesting. Do you thin
11、k the color is right for the European market?And what is the price for this wooden angel?F: No problem, you definitely have good taste.We have many European customers who are buying this Christmas range.The price is US$8, FOB Shanghai.L : US$8? Your price is much higher than the other offers we ve r
12、eceived even just in this exhibition hall.F: Well, it may appear a little higher, but the quality of our products is much better than that of other suppliers.You must take that into consideration.L : I agree with you. That s why I ve come to your booth.This time I intend to large order but business
13、is almost impossible unless you can give me a discount.F: We can talk about that later. What s your line of business?L : We mainly sell gifts and decorations for Christmas, Easter and other traditional holidays.Christmas is our largest concern. Our annual sales can reach us$10 million.F: Good, weve
14、been a large producer of these items for years.You see, not only is our quality much better than others . But our product range is more diverse.You can always find the best of anything you want.L : So, if you can give me the best price for this first order, we can start a long-term relationship.For
15、example, what is the price for these Santa clauses?F: For the metal ones: US$20.the wooden ones: US$15.There are 8different styles and 3size for each type.L : If I choose several items of this kind, what s the minimum order?F: 100 pieces for each item number and a minimum of 10 items.L : How about t
16、he discount? I can place an order for two containers to start.F: If so, we can grant you a very special discount of 8%.L : 8% I can hardly accept that as a special term according to the offers I ve had today.I d say 15% would be more like it. Some other companies have already promised us that.F: Tha
17、t really leaves us with nothing. Our maximum is 10%.You know, the price of these products tends to go up as wintercomes and there s heavy demand for them.L : OK. I ll make that concession for the sake of the beautiful color of your products.By the way, have you thought of choosing a commissioned sal
18、es representative or agent overseas you promote your sales?F: Yes, so far, we have several agents abroad but none in Germany.L : We re willing to be your agent in Germany for Christmas gifts and decorations.What s your usual commission rate?F: Usually, we gibe a commission of 4% to our agents.L : 4%
19、 is too low. You see. Wed have a lot of work to do in promoting sales, such as advertising on radio or TV, printing brochures and so on. It all costs.F: Don t worry, we ll allow you a higher commission rate if you sales are substantial.F: For example, if you sell US$2 million worth of gifts annually
20、, we can allow 3% commission.But, if the annual turnover exceeds US$5 million, we can offer a 5% commission.What do you think of that?L : It sounds OK. We d like to sign an agency agreement with you simultaneously when we sign the contract for this trial order.F: No problem. After you ve chosen the products, we ll work them both out for you to sign.We can do it within 3days.Will that be suitable?L : Fine, one more question, when can you deliver the goods?F: 60days after the sales confirmation is signed.
新視野商務(wù)英語(yǔ)視聽(tīng)說(shuō)下冊(cè)1-8單元video原文unit-4(參考文本)
