最新《商务英语口语》考试Word文件下载.docx
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最新《商务英语口语》考试Word文件下载.docx
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Sectionone:
PriceandTermsofPayment
Zhou:
Nowlet’sgetdowntobusiness.YouremailofAugust1saysyouwanttobuycottonpantsfromus.
Daniel:
That’scorrect.Herearethedesigns.
Thankyou.Wecertainlywelcomethisopportunitytofurtherourrelationship.Well,aswebothhaveexpressedsatisfactionatourpreviouscontract,mayIsuggestthatitbethebasisofthenewcontract?
Thiswillsimplifythematteragreatdeal.
It’sagreatidea.Iwaswonderingifyouwouldgiveusaresponsetoouremailinquiry.
Wethinkthattheprice“atUSD$26.80eachCIFTorontoinyouremailinquiryisalittlelow.Certainly,exceptfortheprice,wearepleasedtoofferyou100,000cottonpants.Thepantswillbepackedinplasticbagseachfourdozensinacorrugatedcardboardbox.Theywillbedeliveredintwoconsignmentsof50,000each,thefirstbyOctober15andthesecondbyDecember15.Thetermsofpaymentwillbethesameasthoseinthepreviouscontractthatissightletterofcredit.
Well.Thankyouverymuchforyourofferandwe'
lltakeitseriouslyintoconsideration.Tobefrank,themarketsituationhasalittlechangedrecently.AccordingtothelatestforecastbytheCanadaConsumerAssociation,therecessionwillgetworsebeforetheeconomygetsbetter.Asaresult,theCanadaconsumerswillprefertosavemoneythanmakeconsumptionandwalkawayifthepricestaysonthesamelevel.
Youarecertainlyrightonthat,But,thereareotherfactorsalsoinfluencingthemarket.Asweallknow,cottonpantisakindofcommonnecessityforconsumer,whichisinelastic.That’stosay,whatevertheprices,peoplehavenochoicebutmustbuythem.What’sthemostimportantthingisthatthecottonpantsweprovideareinhighqualityandtheydeservehigherprice,whichcanhelpyousellacompetitivepriceandwinthegoodwillfromyourcustomer.
Well,asfarasthetheoryisconcerned.ButI'
mafraidthepriceofcottonpantsisnotentirelyinelastic.Toohighapricewillcertainlyforcepeopletobuyfewercottonpantsparticularlyinarecessionlikethis.Infact,ourpriceisalwaysthemostcompetitiveinyourmarket.
ActuallyIknowwhatyoumean.Yetontheotherhand,youpriceisnotascompetitiveasusual.WeusethetermsofCIFandaffordthecostoffreightandinsuranceasusual.Asweallknow,theinsuranceratehasincreasedrecentlybecauseofgovernmentpolicies.However,weofferyouthesameinsurancepremiumasusual.
Allright,letmemakeitatUSD$27.80eachCIFToronto.Frankly,Idoubtifwecanmakeanyprofitatthisprice.
Comeon,Mr.Daniel,youneedn'
tbesopessimistic.Evenatthisprice,youcanstillmakereasonableprofit.
Youmustbekidding,Mr.Zhou,That’smyrocktopprice.wecan’tbuycottonpantsuptheirrealvalue.
$29.80,Mr.Daniel,Ican’tgoanyfurther.It’smyrockbottomprice.Ican’tsellthosecottonpantswithoutconsideringthemuchcostandoverhead.Besides,wehavecooperatedwitheachothermanytimes,andyouknowthatthepriceiscompetitiveinyourmarket.
Okay,Ifthereisnootherway,let’smeeteachotherhalfawayandsplitthedifference.
Well,I’llhavetothinkaboutthat.
Oh,comeon,Mr.Zhou,Ihatetosaythis.butIamalreadyinatightcornerandcan'
tmoveanymore.Thisisthebiggestsacrificewecanmakeasaspecialfavortoyou.
Good,That’sadeal.AtUSD$28.80eachcottonpantCIFToronto.Thecottonpantswillselllikehotcakes,andyouwillbesurprisedatyourprofits.
Terrific!
Wehavecometoanagreementonpriceatlast.I’lltakeyourwordforit.Wellthen,whydon’tweworkonthetermsofpayment?
Goodidea.youshouldpaywithsightletterofcreditasusual.right?
That’sright.We'
dliketomakeachange.Youknow,paymentbyL/Cisrathercostlytotheimporters.Thefeescouldbeunbearablyhigh.
Oh,yes.butL/Cgivesthebestprotectiontotheexporters.
That’strue,asweallknow,theexporterneedsthatkindofprotectiononlywhenhedoesn'
tknowtheimporterwell.Inourcase,however,it'
sdifferent.We'
vebeendoingbusinessformanyyearsandwehaveneverfailedtohonoritsobligations.So,wouldyouliketotakethisintoconsiderationandacceptdocumentsagainstacceptance?
We'
veneverdoubtedyourwillingnesstomakepaymentswhenduebuttheboomsandbustsinthebusinessworldaresometimesbeyondhumancontrol.Sowecan'
ttakemorerisks.
Isee,buthowaboutD/P?
Wearealwaysthebestpartner.YouwillnotloseapennyifyouacceptD/P,butitwillsaveusagreatdeal,whichisbeneficialforourfurthercooperationandthat’stherealTWO-WINS.
Pleasegivemesomemoreseconds.(thinksforawhile)Okay.IagreewithD/P.
Thankyouverymuch.Mr.Zhou.youareaverynicefriendofmine,andIamveryhappytodobusinesswithyourcompany.
Well,Thankyouforyourcompliment.
Wang:
(looksthewatch)well,don’tyouthinkit’stimeforabreak?
Lunchtimeiscoming.
Eric:
Right,wellallneedagoodstretch.
Well,Mr.zhou,Whatdoyouthinkoftheirsuggestion?
I’llafraidtheyareright.Let’shavelunchandtakeabreak.
Sectiontwo:
DeliveryandClaim
(Afterthelunchandshortbreak.theywillgoonthenegotiation.)
Goodafternoon!
Mr.ZhouandMr.Wang.Didyouhaveagoodlunch?
Goodafternoon,Mr.Daniel,thankforyourhospitality!
It’sgreatanddelicious!
Perfect,I’mverygratefulforwhatyoudidforus.
It’smypleasure.Wearesohappythatyouenjoyit.
Well,let’scontinueournegotiation.Whataboutdelivery?
Good,aswesaidintheoffer,Wewilldeliverthefirstconsignmentintwomonths,thatis,byOctober15.Thesecondconsignmentwilldeliverintwomonthsafterthefirstconsignment,that’sis,byDecember15.Istheresomeproblems?
Oh,yes.I’dliketodrawyourattentiontotheseasonalityofsuchcottonpants.Wewillmissmostofourprofitsifwedon’treceivethembyearlyNovember.Asweallknow,theprocedurestheimportedtextileshavetogothroughcanbeoutrageouslytime-consuming.Forexample,Itusuallytakestwentydaystopassthecustomers.So,Couldyoumakeitabitearlier?
Say,thebeginningoftheOctoberandNovember.
Actually,I'
dliketodeliverearlier.becauseifwedidsowecouldhavethepaymentearlier.ButIcan'
tagreethesuggestion,youknow,thetimebetweenthefirstandthetwodeliveryisonlyonemonth,It’stoohardtomakeit.
Youareright,Iamnotthoughtful,thefirstconsignmentwilldeliverbyOctober1,whilethesecondconsignmentwilldeliverbyNovember20,Whatdoyouthink?
Allright.Iwillrearrangetheproductionscheduletomakesurethatwecansatisfyyourneeds.
Thankyouverymuch,That’ssettled.
Great.Mr.Daniel,Doyoureallythinkit'
snecessarytohaveaclauseofclaim?
We'
vebeendoingbusinessforsomanyyears.
Iknow,Wehavebuiltupagoodrelationshipthroughpreviouscooperation.ButIwanttobeonepercentsurethatwecanreceivethegoodsstipulatedinthecontract.Certainly,neitherofuswanttotakechances.
Allright.Ifyouinsist,let'
sworkonit.Howwouldyouliketogoaboutit?
Inmyopinion,therearetwoproblemsthatmaycauseclaims:
inferiorqualityandlatedelivery.Inferiorqualitywillforcethecottonpantstosellatadiscountortobecomecompletelyunsalable.Ontheotherhand,latedeliverywillalsocauseproblemsbecauseonceyoumisstheseason,you’llmisstheprofitsaswell.
Mr.Daniel,Icouldn’tagreemore.Shallwegoonthequalityfirst?
Iagree.Firstly,Iwanttoreemphasizethatonthewholewehavebeensatisfiedwiththequalityofyourproducts.
Thankyouverymuchforyourcompliment.
Fine.ButItisalsonecessarytomakethisclause.Exactly,IhopeIwillneverhavetoinvokethisclauseandlodgeaclaimwithyou.Ijustwantyoutostepintomyshoesandfeelthepressure.
Allright.Firstofall,couldyougivemethedefinitionoftheinferiorquality?
Okay.Anydefect:
unevenly-stitchedpantssides,stainsonthecottonpants,improperhemming,missingtrimmings,wronglabeling,thelesscottoncontent,etc.
Youareright.ButIthinksuchdefectscanfallintotwotypesandtheyfitfordifferentpenaltyrates.
Itsoundsreasonable.Howtocategorizethesedefects?
Thefirsttypeismajordefects.suchasmissingtrimmingsandstainsonthepants,whichmayrenderthepantsunsuitableforsale.Thesecondtypeisminordefects,suchasunevenly-stitchedpantssidesandimproperhemmingwhichwillnotmakethepantsunsalable.
Itisfinewithme.Butyouignoredthelesscottoncontent.Ithinkitbelongstothemajordefects.Whatdoyouthinkaboutthat?
Youareright.Whataboutthepenaltyrates?
Well,Ihopetherewillbenodefectorasfewdefectsaspossiblesothatwe'
llneverhavetolodgeaclaimwithyou.Inthisspirit.Isuggestweadoptaprogressivepenaltyrate.
Couldyouspellitoutmoreexactly?
Okay,Accordingtothepreviousexperience,Formajordefects,ifthedefectratedoesnotexceed0.1%,thepenaltyratewillbe0.05%ofthecontractvalue.From0.1%to0.5%inclusive,thepenaltyratewillbe
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