外贸谈判英语.docx
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外贸谈判英语
外贸业务谈判进程（英文版）
外贸业务谈判进程:
PreliminaryTalk
初次见面
（1）
Li:
AbusinessmanofaChineseTradecompany
Peter:
Acustomer
L:
Iunderstandthisisyourfirstvisittoourcompany
P:
Yes,andalsomyfirsttriptoChina.I'vealwayswantedtoseewithmyowneyesChina'sachievementsandnowI'vebeenmorethanrewarded.
L:
Isee,butIhopeyou'vehadapleasanttrip.
P:
Idid,thankyou.Well,cometothepoint,thepurposeofmycominghereistoinquireaboutpossibilitiesofestablishingtraderelationswithyourcompany.
L:
Letmeassureyouofourbestattention,Mr.Peter.What'syourlineofbusiness?
P:
Camerasandphotographicgoods.WearedistributorswithbusinessbranchesinmostmajorcitiesinBritain.Now,we'dliketointroduceChinese-madecamerasifyourconditionsarefavorable.
L:
We'llseewhatwecando.
P:
Theremightbefewofmodelswewouldbeinterestedin,ifIcouldgooveryourlatestcatalogues.
L:
Hereyouare.Howmanycopieswouldyouliketohave?
P:
Ten,please.I'dliketoairmailsomebackhome.
L:
Anythingelse?
P:
Woulditbepossibleformetohaveacloserlookatyoursamples?
L:
Whynot,Mr.Liuovertherewilltakeyoudowntoourshowroom.
P:
Thankyou.I'mafraidI'vetakenalotofyourtime.
L:
Notatall.Gladtohavebeenofhelp.Hopetoseemoreofyouinfuture.
外贸业务谈判进程:
PreliminaryTalk
初次见面
（2）
P:
Goodmorning.MynameisPeter.I'mfromtheU.S.Hereismybusinesscard.
L:
Pleasedtomeetyou,Mr.Peter.MynameisLi.
P:
Pleasedtomeetyoutoo,Mr.Li
L:
Won'tyousitdown?
P:
Thankyou
L:
MayIofferyouacupofteaP:
Certainly.IlikeyouJasmineteaverymuch.
L:
Well,fromyoubusinesscard,Icanseethatyouspecializeinoil-drillingequipment.
P:
Yes,asmatteroffact,wehavebeeninthisbusinessformorethantwentyyears.Mr.WangfromyourcommercialofficeinWashingtonhasreferredmetoyouinthehopethatImightbeofsomehelpinyouroilindustry.
L:
Currentlywehaveastronginterestinopeningupmorenewoilfields.Wecouldconsiderbuyingfromyouifthetechnologyincorporatedinyourequipmentisadvancedandthetradetermsfavorable.
P:
Ihavebroughtwithmeaseriesofcatalogsforourlatestmodels.Myengineerisaccompanyingmeonthetrip.Hecanmeetyourtechniciansandansweranyquestionsaboutourproducts.
L:
That'saninterestingidea.Weshall,firstofall,studyyourcatalogsandgetintouchwithourcustomers.Iftheyareinterested,we'llarrangeforfurtherdiscussion.
P:
Verygood.I'mstayinginBeijingHotel.Myroomis315.
L:
We'llletyouknowtheirresponsesassoonaspossible.
P:
Good-bye!
外贸业务谈判进程:
Inquiries
询价
（1）
P=Peter（customer）,Li=abusinessman（ofaChinesetradecompany）
P:
I'mgladtohavethechancetovisityourcompany.Ihopetoconcludesomesubstantialbusinesswithyou.
L:
It'sagreatpleasure,Mr.Peter,tohavetheopportunityofmeetingyou.Ibelieveyouhaveseentheexhibitsintheshowroom.MayIknowwhatparticularitemsyou'reinterestedin?
P:
I'minterestedinyourhardware.Ihaveseentheexhibitsandstudiedyourcatalogs.IthinksomeoftheitemswillfindareadymarketinCanada.Hereisalistofmyrequirements,forwhichI'dliketohaveyourlowestquotations,CIFVancouver.
L:
Thankyouforyourinquiry.Wouldyoutellusthequantityyourequiresoastoenableustoworkouttheoffers?
P:
I'lldothat.Meanwhile,wouldyougivemeanindicationofprice?
L:
HereareourFOB.pricelists.Allthepricesinthelistsaresubjecttoourconfirmation.
P:
Whataboutthecommission?
FromEuropeansuppliersIusuallygeta3to5percentcommissionformyimports.It'sthegeneralpractice.
L:
Asarulewedonotallowanycommission.Butiftheorderislargeenough,we'llconsiderit.
P:
Yousee,Idobusinessoncommissionbasis.Acommissiononyourpriceswouldmakeiteasierformetopromotesales.Evena2or3percentwouldhelp.
L:
We'lldiscussthiswhenyouplaceyourorderwithus.
外贸业务谈判进程:
Inquiries
询价
（2）
P:
WhencanIhaveyourfirmCIFprices,Mr.Li?
L:
We'llhavethemworkedoutbythiseveningandletyouknowtomorrowmorning.Wouldyoubegoodenoughtocomeroundthen?
P:
Good.I'llbeheretomorrowmorningat10.Willthatsuityou?
L:
Perfectly.Ouroffersaregoodfor3days.
P:
Idon'tneedthatlongtomakeupmymind.IfyourpricesarefavorableandifIcangetthecommissionIwant,Icanplacetheorderrightaway.
L:
Iamsureyou'llfindourpricemostfavorable.Elsewherepricesforhardwarehavegoneuptremendouslyinrecentyears.Ourpriceshaven'tchangedmuch.
P:
I'mgladtohearthat.AsI'vejustsaid,Ihopetoconcludesomesubstantialbusinesswithyou.
L:
Weshallbeverypleased.IsthereanythingelseIcandoforyou,Mr.Peter?
P:
I'mbuyingforchaindepartmentstoresinCanada.TheyarealsointerestedinChinesecarpets.I'dliketomakemetothepersoninchargeofthisline?
L:
Certainly.I'llmakeanappointmentforyouwithMr.SungoftheChinaNationalAnimalBy-productsCorp.
P:
Thankyouverymuch.
外贸业务谈判进程:
Inquiries
询价（3）
P:
Iunderstandthatyou'reinterestedinourmachinetools,Mr.Li.
L:
Yes,We'rethinkingofplacinganorder.We'dliketoknowwhatyoucanofferalongthislineaswellasyoursalesconditions.
P:
Asyouknow,wesupplymachinetoolsofalltypesandsizes.Wehaveyearsofexperienceinthemanufacturetools.
L:
We'vereadaboutthisinyoursalesliterature.MayIhaveanideaofyourprice?
P:
OurpricescomparefavorablywiththoseofferedbyothermanufactureseitherinEuropeoranywhereelse.Hereareourlatestpricesheets.Youwillseethatourpricesaremostcompetitive.
L:
Doyoutakespecialorder?
Thatis,doyoumakemachineaccordingtospecification?
P:
Wedo.Asamatteroffact,wedesignmachinetoolsforspecialpurposes.
L:
Howlongdoesitusuallytakeyoutomakedelivery?
P:
Asarule,wedeliverallourorderswithin3monthsafterreceiptofthecoveringlettersofcredit.Ittakeslonger,ofcourse,forspecialorders.Butinnocasewouldittakelongerthan6months.
L:
Good,Anotherthing,allyourpricesareonCIFbasis.We'dratherhaveyouquoteusFOBprices.
P:
Thatcaneasilybeworkedout.
外贸业务谈判进程:
报盘
（1）
P:
Icometohearaboutyourofferforbristles.
L:
Wehavetheofferreadyforyou.Letmesee.Hereitis.100casesTsingtaoBlackBristles,57mm,at…poundssterlingperkg,CIFEuropeanMainPorts,forshipmentinJune,1980.Theofferholdsforthreedays.
P:
Why,yourpricehassoared.It'salmost25%higherthanlastyear's.Itwouldbeimpossibleforustomakeanysalesatsuchaprice.
L:
I'mrathersurprisedtohearyousaythat.Youknowverywellthatmarketsforbristleshavegoneupagreatdealinrecentmonths.Thepriceweoffercomparesfavorablewithquotationsyoucangetelsewhere.
P:
I'mafraidIcan'tagreewithyouthere.Imustpointoutthatyourpriceishigherthansomeofthequotationswe'vereceivedfromotherssources.
L:
Butyoumusttakequalityintoconsideration.EveryoneinthetradeknowsthatChina'sbristlesareofsuperiorquality,abovethatfromotherssources.
P:
Igrantthatyoursareofbetterquality.Butthere'scompetitionfromthesyntheticproducts,too.Youcan'tverywellignorethat.Pricesforsyntheticbristleshaven'tchangedmuchalltheseyears.
L:
Thereispracticallynosubstituteforbristleincertainuses.That'swhydemandfornaturalbristleskeepsrisinginspiteofcheapersyntheticones.Tobefrankwithyou,ifnoforthelong-standingrelationshipbetweenus,wewouldhardlybewillingtomakeyouafirmofferatthisprice.
P:
Well,we'llhaveahardtimepersuadingourclientstobuyatthisprice.ButIguessIhavenochoice.
外贸业务谈判进程:
报盘
（2）
P:
Ibelieveyou'vestudiedourproposalforfertilizers.
L:
Yes,Mr.Peter.Andwe'reverymuchinterested.
P:
It'salmosttwentyyearssincewefirstsuppliedyouwithourproductsin1954.Toourregret,foronereasonoranother,businessbetweenushasfailedtofollowup.Ihopewe'llsucceedinconcludingsomebusinessthistime.
L:
Aswe'verepeatedlystated,Chinadoesbusinessonthebasisofequality,mutualbenefitandexchangeofneededgoods.Iftheseprinciplesarekeptto,I'mcertainthatmutuallybeneficialbusinesswillresult.
P:
Maywehearyourcommentsonourproducts?
L:
Wefindyoursamplesinconformitywithyourspecificationsandsuitableforourrequirements.Ontheotherhand,we'vereceivedoffersforproductsofhigherquality.Sobusinessdependsverymuchonyourprices.
P:
Takingeverythingintoconsideration,you'llfindthatourpricescomparefavorablywiththequotationsyoumaygetelsewhere.
L:
I'mnotsosureofthat.Beforecomingtothediscussionofprice,mayIpointoutthatweliketohaveyouquoteusonFOBbasis?
P:
WhyIdon'tquiteunderstand.Forbulkgoodssuchaschemicalfertilizers,it'sthesellerswhoarrangetheshippingspace.Itismoreconvenientforusaswellasforyou.
L:
Well,weprefertohavetheChinaNationalCharteringCorporationtakecareoftheshipping.Itdoesn'tmakemuchdifferencetoyou,doesit?
P:
Well,itdoesmakeaslightdifference,butwe'lldoasyouwish.
外贸业务谈判进程:
CounterOffer
还盘
（1）
P:
IhavehereourpricesheetonFOBbasis.Thepricesaregivenwithoutengagement.
L:
Good,ifyou'llexcuseme,I'llgooverthesheetrightnow.
P:
Takeyourtime.
L:
Icantellyouataglancethatyourpricesaremuchtoohigh.
P:
I'msurprisedtohearyousayso.Youknowthatthecostofproductionhasrisenagreatdealinrecentyears.
L:
Weonlyaskthatyourpricesbecomparabletoothers.That'sreasonable,isn'tit?
P:
Well,inordertogetthebusiness,we'requitewillingtomakesomecon
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