外貿(mào)對話 英文

1、COMMISSIONJones: Mr. Xiong, we are anxious to know your usual practice in giving commission. Xiong: Actually, we dont give any commission in general. Jones: Im afraid it goes against the usual commercial practice not to allow a commission. Xiong: Mr. Jones, you must be aware that the articles under

2、offer are our best sellers. Besides, the prices we quoted are very keen and the profit margin is rather narrow. Its really impossible for us to make any further concession by allowing you any commission. Jones: But you see, Mr. Xiong, as commission agents we do business on commission basis. In fact,

3、 we usually get a 3 to 5 percent commission from European suppliers. Xiong: Well, if youll increase your order we shall perhaps consider your request. Jones: Do you think so? What do you say if we increase the order by 15000 yards?Xiong: In that case we may consider giving you a 3 percent commission

4、. Jones: Good. But theres one think I wish to have your special attention. Xiong: What is it? Jones: Do not deduct our commission from the value of the consignment. Xiong: I beg your pardon? Jones: Im afraid I havent made myself clear. I mean you write the full value in the invoice just the same. An

5、d its only after youve collected the full payment of the L/C, will you then remit us our commission. Xiong: I see your point now. Well do as you wish.ENQUIRY()2001-11-05 09:44:43Smith: Our customers in Pakistan want to buy machine tools. Do you happen to make them: Song: Yes. As a matter of fact, we

6、 specialize in this line of goods and have an experience of over twenty years.Smith: Can you show me your catalogue? Song: Certainly. Heres a catalogue for some popular ones. Im sure your customers in Pakistan will be interested in them. Smith: Weve been thinking of placing an order if they are of t

7、he types we want. Song: We also take special orders. That is to say, we can make machine tools according to samples and specifications. Smith: Thats nice. Now, please tell me, do you offer FOB or CIF?Song: Either. Which do you prefer? Smith: Id rather you quoted us your CIF prices. Song: Well see to

8、 it when we make you offers. Smith: All right. Heres a list of our requirements. I hope you will make us your best offer, CIF Karachi. Song: Thank you for your enquiry, well do everything possible to meet your requirements.ENQUIRY()2001-11-05 09:44:14Yang: Now youve seen our samples, what do you thi

9、nk of them? Jones: I should say the quality and finish are all right. Nevertheless they are not exactly what I want. Yang: Is there anything wrong with them? Will you give us your opinions frankly? Well be only too anxious to have them. Jones: Well, for one thing. I dont think I like the colour. Bes

10、ides, the design is a little out of date. Yang: That can be arranged very easily. Just tell us the colour and design you have in mind. Well change them accordingly. Jones: But before coming to concrete business, I want to be clear on some points. Yang: What are they? Jones: When can we expect delive

11、ry? Is it possible for you to make shipment in May? Yang: If you place your order with us in a week or so, we can ship the goods in May. And you will certainly have to advise us of your opinions on the improvement of the products as soon as possible. Jones: There will be no problem. Another thing. C

12、ould I have discount if my order is a large one? Yang: Well, I can hardly give you an answer right now. It depends on how large your order is. Jones: Right. Well leave this problem for some other time. For the moment, Ill get in touch with my customers right away and let you know their responses imm

13、ediately.OFFER()2001-11-05 09:43:38Huang: Look, all these articles are our best selling lines. Heath: Oh, how wonderful! Please give me two samples each of the toy telephone and the doll. What prices do you quote for these two items? Huang: They are all on the catalogues. Heres the price list. You w

14、ill see all the prices are highly competitive. Heath: Do you quote CIF or FOB? Huang: All price are FOB with a commission of five percent for you. Heath: But Id rather have your lowest quotation CIFC 5% San Francisco. Huang: That can be done easily. Well work out our CIF offer this evening and give

15、it to you tomorrow morning. But could you give us a rough idea of the quantity you require? Heath: I think its better for you to quote your price first. The size of our order depends very much on your price. Huang: All right. Well see what we can do. Heath: How long do you generally keep your offers

16、 open? Huang: The prices on the catalogue are without engagement. In case of firm offers we usually keep our offers open for three days. Heath: Could you leave your offers open for seven days? You see, Ill have to send a telegram to my customers and ask about their opinion. Huang: Well consider it w

17、hen we come to the concrete business.OFFER()2001-11-05 09:43:13Liang: Suppose we get down to business now? Smith: Yes, that would be fine. To begin with, are you ready to make us an offer? Liang: Certainly. We have here an offer for you. Its something like this: 500 cases of Black Tea at the price o

18、f US$ 6 per kilogram, CIF New York. Shipment will be made in July. This offer holds good for three days.Smith: But your 500 cases is not enough, Im afraid. Liang: To my memory, you booked only 500 cases last year, didnt you? Smith: Yes. But the whole thing was rapidly sold out in less than two month

19、s. As Im sure I can do better this year, I hope you will supply at least 800 cases. Liang: Im afraid I cant supply your needs to the full. As the goods are in great demand both at home and abroad, 500 cases is the best I can grant you at present. Smith: But if I dont see to my market, my customers w

20、ill turn to other suppliers for their requirement. Liang: I think Ive made my position clear to you. The fact is that weve employed all possible means to get even these 500 cases for you. Smith: All right, well take 500 cases this time. But I hope you could supply more next year. Liang: Well sea if

21、our supply position will improve by then.PAYMENT TERMS()2001-11-05 09:42:45Fitch: Talking of mode of payment, can you advise me of your regular practice on this respect? Jiang: Positively. We generally request payment to be made by irrevocable letter of credit payable against shipping. Its adopted u

22、niversally in the international trade. Fitch: I wonder if you accept D/P, which is also customary as far as international trade travels. Jiang: As a rule we dont accept D/P payment terms. Fitch: To spcak frankly, it will add to the cost of our imports to open an L/C, especially for such a huge order

23、. Whats more, it will cause us a great deal of difficulty. Jiang: Im afraid it cant be helped. Fitch: But itll be of great help if you would be a bit more flexible and accept D/P terms. you see, it makes on great difference to you, but it dose make difference to me. Jiang: Im very sorry, Mr. Fitch.

24、Its beyond our power to grant your request. D/P will put us to great trouble while an L/C will give us protection of the bank. Everyone in trade knows it very well. And the other way round, we also pay by L/C for our imports.Fitch: Well, it seems that we have no alternative other than accept L/C pay

25、ment terms. But, can you guarantee that shipment will be made as soon as you receive the L/C. Jiang: There could be no doubt about it.PAYMENT TERMS()2001-11-05 09:42:14Jay: Mr. Lu, when do I have to open the covering L/C if I want the goods delivered in June? Lu: Youll have to open the L/C early in

26、May, that is, 30 days before the month of delivery. Otherwise wed be behind the sailing schedule. Jay: Thatll tie up our capital in the bank for too long. We simply cant afford it. Wont 15 to 20 days be enough? Lu: Im afraid 15 to 20 days wont do. Getting the goods ready, booking the shipping space,

27、 all this takes time. You cant expect us to make delivery in less than 30 days. Jay: Since there is no other choice I think Ill have to arrange for the L/C to be issued as soon as I get home. Lu: When will it be? Jay: Early next week. In the meantime, Id like you to exert yourself and get everything

28、 ready for shipment. Lu: You may rest assured of it. Well set about booking the shipping space immediately and try to effect shipment within the time stipulated. Jay: Thatll be fine. Thank you for your cooperation. Lu: Theres one point Id like to mention. The L/C is to remain valid until the fifteen

29、th day after shipment. You must leave us one weeks time or so to get all the shipping documents ready for presentation and negotiation. Jay: Well, Ill take careful note of it.PRICE()2001-11-05 09:41:29Bragg: What is your price per dozen for plastic toy camera? Zhang: Our price is two hundred dollars

30、 per dozen FOB Guangzhou. Bragg: Its much too high. We have another offer for a similar one at a much lower price. Zhang: I can assure you that our price is most favourable. A trial sale will convince you of my words. Bragg: If you can go a little lower, Id be able to give you an order on the spot.

31、You see, my customers intend to buy three hundred dozens, but they only offer me one hundred and ninety dollars per dozen. Zhang: This price of yours is out of the question. You must be aware that the cost of production has risen a great deal in recent years. Bragg: But one hundred and ninety is the

32、ir final bid and I cant help it. Thats the actual position. I hope youll give a second thought to the bid. Zhang: O.K. Since it is a big order, I think Ill accept your price of one hundred and ninety. Its quite a bargain. I hope you will appreciate it. Bragg: Thank you for your cooperation. Zhang: I

33、t will leave us very little profit. But I trust our first supply will induce your customers to place regular orders with us in future.PRICE()2001-11-05 09:40:34Smith: Im afraid your prices are not acceptable at all, Mr. Zhang. Zhang: Nothing would have surprised me more than to hear you say so, Mr.

34、Smith. Smith: But weve obtained quotations from other sources which are about 8% lower than yours. Zhang: How can that be? As an old client of ours, Mr. Smith, you know perfectly well that our quotations come in line with the ruling prices in the world market. Smith: But you cant be ignorant of the

35、fact that goods of Japanese make are sold at only $18.4 per piece. Zhang: Well, speaking of goods of Japanese make, you must be aware our quality is far superior to theirs. When we compare prices, we must first of all take into consideration the quality of the goods, mustnt we? Smith: Sure we must.

36、But the difference in price should, in no case, be so much as 8%. Zhang: To be frank with you, there are many other customers who have approached us with some higher prices. If it werent for our good relationship, wed hardly be willing to make you a firm offer at this price. Smith: Still it would be

37、 difficult for us to make any sales. Will you consider cutting down your price by 6%? Zhang: Thats more than we can promise you. But to comply with you, we are prepared to reduce our price to $19 per piece. We cant go any farther. Smith: All right, Mr. Zhang. In order to get the business, we accept this price. Zhang: