【正文】 We appreciate the good quality of your products. But unfortunately your prices appear to be on the high side even for the same regret that at these prices we cannot make an order. M: Delivery id about 90 days after th e receipt of the L/C. W: Now the last items, what about pack。 We are quite interested in the mechanical toys demonstrated at the recent Canton Fair and should be glad to have details of your export terms. 我們對(duì)于你們的產(chǎn)品的質(zhì)量非常欣賞，然而你的報(bào)價(jià)在同樣質(zhì)量的產(chǎn)品中偏高。 W:貨物需要多長時(shí)間運(yùn)到？ Practical Sentences 實(shí)用句型 我們專門經(jīng)營中國棉紡制品的出口，非常愿意與你們進(jìn)行這方面的合作。 W：你們什么時(shí)候?qū)⒀b運(yùn)單據(jù)送過來？ M：我們一旦 按照信用證的裝船完畢，就好將裝運(yùn)的通知提供給你們，我們將隨函件附上一整套裝運(yùn)單據(jù)副本，這樣你們就能作好充分的準(zhǔn)備，在貨物抵達(dá)貴方碼頭時(shí)及時(shí)提貨?，F(xiàn)在談?wù)勚Ц逗徒回洍l件吧。 W：很好，就 5％吧。 W：我們雙方在作一點(diǎn)讓步吧， 6％。 W:那你說一個(gè)確切的折扣率吧。如果要我們定購的話，我認(rèn)為我們的折扣還不多。 M： In order to make the ties of friendship between our two corporations stronger, we would reduce our prices by 2%. W: When I say that your prices are high, I don’t mean that they are high by only 2%. If we are to place an order with you,I think a discount of about10% would be sufficient. M: Your counteroffer is too low and groundless. So it cannot server as a basis for further negotiation with our manufactures. W: What exactly do you propose? M: I propose a reduction of 4%. W: Let’s both make a further concession –6%. M: But I’m afraid 5％ is our rock bottom price. W: Very good. Then 5% it is. M: I’m very glad we’ve e to an agreement. Now, let’s talk about the terms and conditions. W: Yes, we’ve already settled the questions of prices, quality and quantity. Then what are the terms of payment? M: We accept payment by letter of credit. W: When will you send us the shipping documents? M: We’ll give you shipping advise once we have pleted the shipment in accordance with the stipulations set fort in the letter of credit. And we are sending you under cover one set of duplicate shipping documents so that you can make all the preparations to take the delivery of goods in due time, when they arrive at your port. W: What will be included in these shipping documents? M: They will included Invoice ,Packing List Nonnegotiable Bill of Lading, Insurance policy and Inspection Report. W: How long will the delivery take? M:未來加強(qiáng)我們兩家公司的友誼的紐帶，我們的價(jià)格降低 2％。 M：這也許不假，但是我們可以負(fù)責(zé)的說我們沒有漫天要價(jià)，在相同的質(zhì)量的條件下，其他供應(yīng)商的報(bào)價(jià)不可能低于我們的報(bào)價(jià)。比較其他公司我價(jià)格我們的價(jià)格算是很優(yōu)惠的了。 M：沒錯(cuò)。我相信我們的價(jià)格頗有競(jìng)爭(zhēng)力?？刹豢梢宰屛覀兞私庖幌聝r(jià)格？ M：這是我 們的價(jià)目表。 M：（拿清單過來看）我?guī)砹宋覀冏钚庐a(chǎn)品的目錄，上面正好就有那么所需的貨物，您要不要翻閱一下這些目錄？ W：當(dāng)然。 W:我們想增加原來的訂貨量，需進(jìn)口中國的棉紡織品。既然大家都到齊了，我們就轉(zhuǎn)入正題吧。 W：謝謝。 M: Good afternoon ,. Take a seat , please. W: Thank you. . Since everybody is here. Let’s get down to business. M: That’ll be fine. W: We would like to increase our original order and import a lot of Chinese textiles. Here is the list of our requirements. M: (Take the list and looking at it) I’ve brought a series of catalogues on our newest terms. There are some products you want. Would you like to have a look at them? W: You bet.(Looking over the catalogues, several minutes later) Yes, I’d like say that we are interested in these products. Could you give us some idea of your prices? M: Here are. our price lists. The quotations are all in US dollars FOB .I’m sure you can find our prices most petitive. W: But I find that these prices are higher than the ones you quoted a few months ago. M: That’s true. But I’m sure you realize that the costs of raw material have gone up considerably recently. Compared with the prices offered by other firms, ours are quite favorable. W: I must tell you that your prices are higher than some quotations we have received from other firms. M: That may well be true. But we can safely say that any other our prices are quite realistic. It’s impossible that any other supplier can under quote us if their goods are as good as our in quality. W: Maybe your products are of top quality, but we simply cannot order them at this price. M:威廉先生，下午好。 C：我是說 6 個(gè)月內(nèi)能保證購買 2021件貴方的產(chǎn)品。但是我們很難看到如何才能簽到大訂單。我不知道按這個(gè)折扣我方如何能獲得利潤。 M:您想我們?cè)匍_高點(diǎn)的價(jià)錢嗎？ C:我并沒有這么想，我要送是 25％的折扣。 C:貴方的產(chǎn)品質(zhì)量好。 According t to the quality you wish to order from us ,we may adjust our prices accordingly . language points Vocabulary c. i. f (cost +insurance +freight ) in fashion in advance in particular in fact make the order make one’s decision margin negotiate with over the past few years remended retail prices reasonable favors sign your name superior to stick to spare parts take … .into consideratio’ tie up a deal would have believed write some remarks 到 岸價(jià)（成本＋保險(xiǎn)＋運(yùn)費(fèi)） 時(shí)髦，流行 提前 特別地 事實(shí)上 簽下訂單 下決心 贏利；利潤 洽談 過去的幾年里 推薦零售價(jià) 適當(dāng)?shù)膬?yōu)惠 簽名 比 …… 高級(jí) 堅(jiān)持 配件 考慮在內(nèi) 達(dá)成貿(mào)易 情愿相信 留言 Situational Dialogues 情景對(duì)話 M: Martin 馬丁 C: Customers 顧客 Any more At your convenience Agency By all means Be unwise for sb to do sth 再；更；還；目前；現(xiàn)在；今后 你方便的時(shí)候 代理 不管怎么都行 不明智做 …… .. Dialogue 2 W: William 威廉 M: Martin 馬丁 C: I’m like to get the ball rolling by talking about the price. M: I’d be happy to answer any questions you may have.