銷售商務會談

1、.PAGE ：.；銷售商務談判-場景會話 Sales and business talk A: Im sorry to say that the price you quote is too high. It would be very difficult for us to push any sales if we buy it at this price. B: well, if you take quality into consideration, you wont think our price is too high. A: Lets meet each other half wa

2、y. - 很遺憾他們報的價錢太高，假設按這種價錢買進，我方真實難以推銷。 - 假設他思索一下質量，他就不會覺得我們的價錢太高了。 - 那我們就各讓一步吧。 A: Im sorry to say that your price has soared. Its almost 20% higher than last years. B: Thats because the price of raw materials has gone up. A: I see. Thank you. - 很遺憾，貴方的價錢猛長，比去年幾乎高出20%。 - 那是由于原資料的價錢上漲了。 - 我知道了，多謝。 A: H

3、ow many do you intend to order? B: I want to order 900 dozen. A: The most we can offer you at present is 600 dozen. - 這種產品他們想訂多少？ - 我們想訂900打。 - 目前我們至多只能提供600打。 A: We have inspected the rice, and were surprised to know that the weight is short. B: We sell our goods on loaded weight and not on landed

4、weight. A: I see. - 這些大米我們檢驗過了，分量不夠，我們感到奇異。 - 我們出賣商品是以裝船分量為準，不是以卸貨分量為準。 - 我知道了。 A: The next thing Id like to bring up for discussion is packing. B: Please state your opinions about packing. A: All right. We wish our opinions on packing will be passed on to your manufacturers. - 下面我想就包裝問題討論一下。 - 請陳說他

5、們的意見。 - 好，我們希望我們對包裝的意見能傳到達廠商。 A: You know, packing has a close bearing on sales. B: Yes, it also affects the reputation of our products. Buyers always pay great attention to packing. A: We wish the new packing will give our clients satisfaction. - 大家都知道，包裝直接關系到產品的銷售。 - 是的，它也會影響我們產品的信譽，買主總是很留意包裝。 - 我

6、們希望新包裝會使我們的顧客稱心。 A: How are the shirts packed? B: Theyre packed in cardboard boxes. A: Im afraid the cardboard boxes are not strong enough for ocean transportation. - 襯衫怎樣包裝？ - 它們用紙板箱包裝。 - 我擔憂遠洋運輸用紙板箱不夠結實。 A: From what Ive heard, youre already well up in shipping work. B: Yes, we arrange shipments t

7、o any part of the world. A: Do you do any chartering? - 據我所知，他方對運輸任務很在行。 - 是的，我們承攬去世界各地的貨物運輸。 - 他們租船嗎？ A: How do you like the goods dispatched, by railway or by sea? B: By sea, please. Because of the high cost of railway transportation, we prefer sea transportation. A: Thats what we think. - 他方將怎樣發(fā)運

8、貨物，鐵路還是海運？ - 請海運發(fā)貨，鐵路運輸費用太高，我們情愿走海運。 - 我們正是這么想的。 A: When can you effect shipment? Im terribly worried about late shipment. B: We can effect shipment in December or early next year at the latest. A: Thats fine. - 他們什么時候能交貨？我非常擔憂貨物遲交。 - 我們最晚在今年十二月或明年初交貨。 - 那很好商務英語對話進出口貿易Along with the standard procedu

9、res set up for import/export businesses, Western companies (and most others, as well) must deal with tariffs, unless the trade is between members of economic blocks such as NAFTA (North America), EEC(Europe), etc. The global organization dealing with international trade (i.e. import/export) is the W

10、TO.根據進出口業(yè)務的規(guī)范程序，西方公司其他公司也是必然要處置關稅問題，除非是同一經濟體成員之間的貿易，如NAFTA(北美自在貿易區(qū))，EEC(歐盟)等。 處置全球國際貿易進口、出口的世界組織是WTO(世界貿易組織). 英：In this conversation, Rocky Simons is the owner of a small company that manufactures recreational speedboats.He is having a telephone conversation with Jacques Riviera, owner of a seaside

11、resort in another country.Rocky: Good morning, Jacques. Nice talking to you again.Hows the weather in your part of the world?Jacques: Couldnt be better, Rocky.Sunny, 29, light breeze.Rocky: Stop! I cant take any more.So, what can I do for you, Jacques?Jacques: I need a couple of your SB2000 speedboa

12、ts to rent to guests. Can you give me a price quote?Rocky: Lets see. Uh, the list price is $6,500 U.S. Youre a valued customer, so Ill give you a 10% discount.Jacques: Thats very reasonable. Do you have them in stock?Rocky: Sure do! We set up new inventory controls last year, so we dont have many ba

13、cklogs any more.Jacques: Thats good. The tourist season is just around the corner, so I need them pretty quick. Whats the earliest shipping date you can manage?Rocky: They can be ready for shipment in 2-3 weeks.Jacques: Perfect.Whats the total CIF price, Rocky?Rocky: Hang on . The price will be $15,

14、230 U.S. to your usual port. Do we have a deal?Jacques: You bet! Send me a fax with all the information, and Ill send you my order right away. Ill pay by irrevocable letter of credit, as usual. Same terms as always?Rocky: Of course.Jacques: Great! Nice doing business with you again, Rocky. Bye for n

15、ow, and say hello to the family for me.Rocky: Will do, and the same goes for me. Bye, Jacques. 中：在這那么對話中，Rocky Simons 是一家制造休閑快艇小公司的業(yè)主。他正和另外一個國家一家海濱度假地的業(yè)主Jacques Riviera在里交談。Rocky: 早上好，Jacques，很高興又和他說話。他們那兒的天氣怎樣樣？Jacques: 再好不過了，Rocky。晴朗，29度，微風Rocky: 別說了！我受不了了。我能為他做什么嗎，Jacques: 我需求兩只他們消費的SB2000快艇租給游客。

16、他能給我個報價嗎？Rocky: 讓我想想呃，報價單上是6,500美圓。您是我們的一個重要客戶，我會給他10%的折扣。Jacques:那很合理。他們有現(xiàn)貨嗎？Rocky: 當然有！我們去年建立了新的存貨控制系統(tǒng)，所以我們不再有很多的積壓訂單。Jacques:那很好。旅游旺季就要到了，所以我很快就需求它們。您最早的發(fā)貨日期是什么時候？Rocky: 可以在2-3周內預備好裝船。Jacques: 棒極了。到岸價錢是多少，Rocky？Rocky: 稍等價格是15,230美圓，到原先的港口。成交嗎？ Jacques: 當然！給我發(fā)一份一切相關信息的，我會立刻下訂單。我會按慣例以不可撤銷信譽一方式付款。按照

17、一慣的條款嗎？Rocky: 當然。Jacques: 好極了！很高興再次和他做生意，Rocky。那再見了，帶我問他家人好。Rocky: 我會的，也帶我問侯他家人。再見，Jacques.中：在這那么對話中，Rocky Simons 是一家制造休閑快艇小公司的業(yè)主。他正和另外一個國家一家海濱度假地的業(yè)主Jacques Riviera在里交談。Rocky: 早上好，Jacques，很高興又和他說話。他們那兒的天氣怎樣樣？Jacques: 再好不過了，Rocky。晴朗，29度，微風Rocky: 別說了！我受不了了。我能為他做什么嗎，Jacques: 我需求兩只他們消費的SB2000快艇租給游客。他能給我

18、個報價嗎？Rocky: 讓我想想呃，報價單上是6,500美圓。您是我們的一個重要客戶，我會給他10%的折扣。Jacques:那很合理。他們有現(xiàn)貨嗎？Rocky: 當然有！我們去年建立了新的存貨控制系統(tǒng)，所以我們不再有很多的積壓訂單。Jacques:那很好。旅游旺季就要到了，所以我很快就需求它們。您最早的發(fā)貨日期是什么時候？Rocky: 可以在2-3周內預備好裝船。Jacques: 棒極了。到岸價錢是多少，Rocky？Rocky: 稍等價錢是15,230美圓，到原先的港口。成交嗎？Jacques: 當然！給我發(fā)一份一切相關信息的，我會立刻下訂單。我會按慣例以不可撤銷信譽一方式付款。按照一慣的條款

19、嗎？Rocky: 當然。Jacques: 好極了！很高興再次和他做生意，Rocky。那再見了，帶我問他家人好Rocky: 我會的，也帶我問侯他家人。再見，Jacques.35. 如何說最低消費 雖然菜單都已標明最低消費，除非想被炒魷魚，否那么顧客問起來，還是得畢恭畢敬地回答“Im afraid the minimum charge for any first order is ￥100我們的最低消費是100元，而不能說：“菜單上有，您不會本人看呀？！ 36. 如何回絕降價 顧客討價討價幾乎是不可防止的事情，直接說no的推銷員估計很少，所以他應該充分解釋“We make so little on

20、 this line！這方面的東西我們沒賺錢 37. 如何回絕小費 假設店鋪規(guī)定不能收取小費，他可婉拒顧客：“Its so kind of you, sir. But we cant accept your tips先生您太好了，不過我們不能收取小費 38. 如何闡明高/低價位 一分錢，一分貨。假設顧客埋怨價錢太高，您可以說：“We have cheaper products if you want. But value depends on expense假設您情愿，我們有更廉價的商品，但是價值完全取決于價錢高低 39. 如何謝絕討價討價 假設沒有議價的余地，態(tài)度雖然要堅決，但口氣仍要非常委

21、婉：“We have but one price, sir.我們不二價的或“Sorry we cant reduce the price, sir.很負疚，我們沒方法降低價錢 40. 如何說分期付款 如今分期付款很流行，所以要學會說：“You can buy them by installment41. 如何解釋分期付款 還要會解釋：“You pay a down-payment of five hundred dollars, and then, within a year, one hundred for each an every month.可以先付訂金500元，然后在一年內，每月付1

22、00元 42. 如何收取貨款 假設是當場付清貨款，就能夠用到這個句子：“Could you pay at the Cashiers Desk?請到收銀臺付款 43. 如何找零 以下句子要活學活用：“Thirteen dollars and twenty cents from one hundred dollars leaves eighty six dollars and eighty cents. You might see if thats all right, sir.收您100元，減去13元2角，應找您86元8角，請點下數(shù)目 44. 如何開立發(fā)票、收據 東西賣出后，并非萬事大吉，開發(fā)票

23、、給收據、找零錢是一向作業(yè)，一句“Heres your receipt過后，別忘了說聲謝謝。 45. 找錯錢了怎樣辦 誰都有出錯的時候，這時態(tài)度一定要誠實：“Im very sorry for the mistake，然后再說：“Heres the right change.這才是要找您的零錢數(shù) 46. 規(guī)范買一方式 當顧客問他：“How much will this be多少錢？，他可以說“Just a moment, please. Ill calculate that for you.請等一下，我算算看 47. 解釋稅率及效力費 顧客的疑慮多針對效力費service charge在國外還

24、有稅率tax rate，您的闡明一定要明白無誤：“A 10% service charge have been added to your bill.賬單曾經加了10%的效力費 48. 如何議價 假設情愿降價，可以運用however來轉機語氣：“However,., we can give you a discount.然而，由于，我們可以給您打折 49. 如何優(yōu)待熟客 對熟客可以說：“Ordinarily we sell them for one hundred and fifteen dollars, but Ill make a concession.我們普通要賣115元，但您可以優(yōu)惠

25、50. 如何給新顧客打折 對新顧客可以說：“I can manage to give you a discount of ten percent, deeming it as a kind of expenditure for advertisement.給您9折，當作是宣傳費吧51. 如何闡明價廉物美 “Its indeed two-pence colored真是價廉物美這句流行用語可是中外皆宜 52. 如何講解免稅商品 免稅商品的標簽通常會注明“Its tax-free，當然，您首先要確認顧客能否屬于觀光客，可以說：“May I see your passport, please? 53. 如何引見名貴產品 名貴產品通常價錢不菲，所以“A good product will always sell.貨好銷路好要比不斷強調“pretty good更具壓服力 54. 如何收取首付款 分期付款與收取其他貨款并沒有多大不同，后者除手續(xù)略微復雜一點外，前提是“May I have some money as a deposit?您可以付部分訂金嗎？ 55. 支票付