最新《商务英语口语》考试.docx
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最新《商务英语口语》考试.docx
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最新《商务英语口语》考试
《商务英语口语》考试
班级:
国际经济与贸易
(2)班
姓名:
学号:
任课老师:
(TodayisThursday,August20,2015.Mr.Qiangzhou,marketingmanagerofSuzhouTextilesCo.,andhisassistant,Mr.JianguowangcometoTorontoFashionInc.fortheformalnegotiationaboutexporting100,000cottonpants.AfterexchanginggreetingswithMr.Daniel,themarketingmanagerofTorontoFashion,andMr.Eric,theassistantofMr.Daniel,theytakeseats.)
Sectionone:
PriceandTermsofPayment
Zhou:
Nowlet’sgetdowntobusiness.YouremailofAugust1saysyouwanttobuycottonpantsfromus.
Daniel:
That’scorrect.Herearethedesigns.
Zhou:
Thankyou.Wecertainlywelcomethisopportunitytofurtherourrelationship.Well,aswebothhaveexpressedsatisfactionatourpreviouscontract,mayIsuggestthatitbethebasisofthenewcontract?
Thiswillsimplifythematteragreatdeal.
Daniel:
It’sagreatidea.Iwaswonderingifyouwouldgiveusaresponsetoouremailinquiry.
Zhou:
Wethinkthattheprice“atUSD$26.80eachCIFTorontoinyouremailinquiryisalittlelow.Certainly,exceptfortheprice,wearepleasedtoofferyou100,000cottonpants.Thepantswillbepackedinplasticbagseachfourdozensinacorrugatedcardboardbox.Theywillbedeliveredintwoconsignmentsof50,000each,thefirstbyOctober15andthesecondbyDecember15.Thetermsofpaymentwillbethesameasthoseinthepreviouscontractthatissightletterofcredit.
Daniel:
Well.Thankyouverymuchforyourofferandwe'lltakeitseriouslyintoconsideration.Tobefrank,themarketsituationhasalittlechangedrecently.AccordingtothelatestforecastbytheCanadaConsumerAssociation,therecessionwillgetworsebeforetheeconomygetsbetter.Asaresult,theCanadaconsumerswillprefertosavemoneythanmakeconsumptionandwalkawayifthepricestaysonthesamelevel.
Zhou:
Youarecertainlyrightonthat,But,thereareotherfactorsalsoinfluencingthemarket.Asweallknow,cottonpantisakindofcommonnecessityforconsumer,whichisinelastic.That’stosay,whatevertheprices,peoplehavenochoicebutmustbuythem.What’sthemostimportantthingisthatthecottonpantsweprovideareinhighqualityandtheydeservehigherprice,whichcanhelpyousellacompetitivepriceandwinthegoodwillfromyourcustomer.
Daniel:
Well,asfarasthetheoryisconcerned.ButI'mafraidthepriceofcottonpantsisnotentirelyinelastic.Toohighapricewillcertainlyforcepeopletobuyfewercottonpantsparticularlyinarecessionlikethis.Infact,ourpriceisalwaysthemostcompetitiveinyourmarket.
Zhou:
ActuallyIknowwhatyoumean.Yetontheotherhand,youpriceisnotascompetitiveasusual.WeusethetermsofCIFandaffordthecostoffreightandinsuranceasusual.Asweallknow,theinsuranceratehasincreasedrecentlybecauseofgovernmentpolicies.However,weofferyouthesameinsurancepremiumasusual.
Daniel:
Allright,letmemakeitatUSD$27.80eachCIFToronto.Frankly,Idoubtifwecanmakeanyprofitatthisprice.
Zhou:
Comeon,Mr.Daniel,youneedn'tbesopessimistic.Evenatthisprice,youcanstillmakereasonableprofit.
Daniel:
Youmustbekidding,Mr.Zhou,That’smyrocktopprice.wecan’tbuycottonpantsuptheirrealvalue.
Zhou:
$29.80,Mr.Daniel,Ican’tgoanyfurther.It’smyrockbottomprice.Ican’tsellthosecottonpantswithoutconsideringthemuchcostandoverhead.Besides,wehavecooperatedwitheachothermanytimes,andyouknowthatthepriceiscompetitiveinyourmarket.
Daniel:
Okay,Ifthereisnootherway,let’smeeteachotherhalfawayandsplitthedifference.
Zhou:
Well,I’llhavetothinkaboutthat.
Daniel:
Oh,comeon,Mr.Zhou,Ihatetosaythis.butIamalreadyinatightcornerandcan'tmoveanymore.Thisisthebiggestsacrificewecanmakeasaspecialfavortoyou.
Zhou:
Good,That’sadeal.AtUSD$28.80eachcottonpantCIFToronto.Thecottonpantswillselllikehotcakes,andyouwillbesurprisedatyourprofits.
Daniel:
Terrific!
Wehavecometoanagreementonpriceatlast.I’lltakeyourwordforit.Wellthen,whydon’tweworkonthetermsofpayment?
Zhou:
Goodidea.youshouldpaywithsightletterofcreditasusual.right?
Daniel:
That’sright.We'dliketomakeachange.Youknow,paymentbyL/Cisrathercostlytotheimporters.Thefeescouldbeunbearablyhigh.
Zhou:
Oh,yes.butL/Cgivesthebestprotectiontotheexporters.
Daniel:
That’strue,asweallknow,theexporterneedsthatkindofprotectiononlywhenhedoesn'tknowtheimporterwell.Inourcase,however,it'sdifferent.We'vebeendoingbusinessformanyyearsandwehaveneverfailedtohonoritsobligations.So,wouldyouliketotakethisintoconsiderationandacceptdocumentsagainstacceptance?
Zhou:
We'veneverdoubtedyourwillingnesstomakepaymentswhenduebuttheboomsandbustsinthebusinessworldaresometimesbeyondhumancontrol.Sowecan'ttakemorerisks.
Daniel:
Isee,buthowaboutD/P?
Wearealwaysthebestpartner.YouwillnotloseapennyifyouacceptD/P,butitwillsaveusagreatdeal,whichisbeneficialforourfurthercooperationandthat’stherealTWO-WINS.
Zhou:
Pleasegivemesomemoreseconds.(thinksforawhile)Okay.IagreewithD/P.
Daniel:
Thankyouverymuch.Mr.Zhou.youareaverynicefriendofmine,andIamveryhappytodobusinesswithyourcompany.
Zhou:
Well,Thankyouforyourcompliment.
Wang:
(looksthewatch)well,don’tyouthinkit’stimeforabreak?
Lunchtimeiscoming.
Eric:
Right,wellallneedagoodstretch.
Daniel:
Well,Mr.zhou,Whatdoyouthinkoftheirsuggestion?
Zhou:
I’llafraidtheyareright.Let’shavelunchandtakeabreak.
Sectiontwo:
DeliveryandClaim
(Afterthelunchandshortbreak.theywillgoonthenegotiation.)
Daniel:
Goodafternoon!
Mr.ZhouandMr.Wang.Didyouhaveagoodlunch?
Zhou:
Goodafternoon,Mr.Daniel,thankforyourhospitality!
It’sgreatanddelicious!
Wang:
Perfect,I’mverygratefulforwhatyoudidforus.
Eric:
It’smypleasure.Wearesohappythatyouenjoyit.
Daniel:
Well,let’scontinueournegotiation.Whataboutdelivery?
Zhou:
Good,aswesaidintheoffer,Wewilldeliverthefirstconsignmentintwomonths,thatis,byOctober15.Thesecondconsignmentwilldeliverintwomonthsafterthefirstconsignment,that’sis,byDecember15.Istheresomeproblems?
Daniel:
Oh,yes.I’dliketodrawyourattentiontotheseasonalityofsuchcottonpants.Wewillmissmostofourprofitsifwedon’treceivethembyearlyNovember.Asweallknow,theprocedurestheimportedtextileshavetogothroughcanbeoutrageouslytime-consuming.Forexample,Itusuallytakestwentydaystopassthecustomers.So,Couldyoumakeitabitearlier?
Say,thebeginningoftheOctoberandNovember.
Zhou:
Actually,I'dliketodeliverearlier.becauseifwedidsowecouldhavethepaymentearlier.ButIcan'tagreethesuggestion,youknow,thetimebetweenthefirstandthetwodeliveryisonlyonemonth,It’stoohardtomakeit.
Daniel:
Youareright,Iamnotthoughtful,thefirstconsignmentwilldeliverbyOctober1,whilethesecondconsignmentwilldeliverbyNovember20,Whatdoyouthink?
Zhou:
Allright.Iwillrearrangetheproductionscheduletomakesurethatwecansatisfyyourneeds.
Daniel:
Thankyouverymuch,That’ssettled.
Zhou:
Great.Mr.Daniel,Doyoureallythinkit'snecessarytohaveaclauseofclaim?
We'vebeendoingbusinessforsomanyyears.
Daniel:
Iknow,Wehavebuiltupagoodrelationshipthroughpreviouscooperation.ButIwanttobeonepercentsurethatwecanreceivethegoodsstipulatedinthecontract.Certainly,neitherofuswanttotakechances.
Zhou:
Allright.Ifyouinsist,let'sworkonit.Howwouldyouliketogoaboutit?
Daniel:
Inmyopinion,therearetwoproblemsthatmaycauseclaims:
inferiorqualityandlatedelivery.Inferiorqualitywillforcethecottonpantstosellatadiscountortobecomecompletelyunsalable.Ontheotherhand,latedeliverywillalsocauseproblemsbecauseonceyoumisstheseason,you’llmisstheprofitsaswell.
Zhou:
Mr.Daniel,Icouldn’tagreemore.Shallwegoonthequalityfirst?
Daniel:
Iagree.Firstly,Iwanttoreemphasizethatonthewholewehavebeensatisfiedwiththequalityofyourproducts.
Zhou:
Thankyouverymuchforyourcompliment.
Daniel:
Fine.ButItisalsonecessarytomakethisclause.Exactly,IhopeIwillneverhavetoinvokethisclauseandlodgeaclaimwithyou.Ijustwantyoutostepintomyshoesandfeelthepressure.
Zhou:
Allright.Firstofall,couldyougivemethedefinitionoftheinferiorquality?
Daniel:
Okay.Anydefect:
unevenly-stitchedpantssides,stainsonthecottonpants,improperhemming,missingtrimmings,wronglabeling,thelesscottoncontent,etc.
Zhou:
Youareright.ButIthinksuchdefectscanfallintotwotypesandtheyfitfordifferentpenaltyrates.
Daniel:
Itsoundsreasonable.Howtocategorizethesedefects?
Zhou:
Thefirsttypeismajordefects.suchasmissingtrimmingsandstainsonthepants,whichmayrenderthepantsunsuitableforsale.Thesecondtypeisminordefects,suchasunevenly-stitchedpantssidesandimproperhemmingwhichwillnotmakethepantsunsalable.
Daniel:
Itisfinewithme.Butyouignoredthelesscottoncontent.Ithinkitbelongstothemajordefects.Whatdoyouthinkaboutthat?
Zhou:
Youareright.Whataboutthepenaltyrates?
Daniel:
Well,Ihopetherewillbenodefectorasfewdefectsaspossiblesothatwe'llneverhavetolodgeaclaimwithyou.Inthisspirit.Isuggestweadoptaprogressivepenaltyrate.
Zhou:
Couldyouspellitoutmoreexactly?
Daniel:
Okay,Accordingtothepreviousexperience,Formajordefects,ifthedefectratedoesnotexceed0.1%,thepenaltyratewillbe0.05%ofthecontractvalue.From0.1%to0.5%inclusive,thepenaltyratewillbe
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