外贸全部流程谈判Word文件下载.docx

1、 I see, but I hope youve had a pleasant trip. I did, thank you. Well, come to the point, the purpose of my coming here is to inquire about possibilities of establishing trade relations with your company. Let me assure you of our best attention, Mr.Peter. Whats your line of business? Cameras and phot

2、ographic goods. We are distributors with business branches in most major cities in Britain. Now, wed like to introduce Chinese-made cameras if your conditions are favorable. Well see what we can do. There might be few of models we would be interested in, if I could go over your latest catalogues. He

3、re you are. How many copies would you like to have? Ten, please. Id like to airmail some back home. Anything else? Would it be possible for me to have a closer look at your samples? Why not, Mr.Liu over there will take you down to our showroom. Thank you. Im afraid Ive taken a lot of your time. Not

4、at all. Glad to have been of help. Hope to see more of you in future.初次见面 （2） Good morning. My name is Peter. Im from the U.S. Here is my business card. Pleased to meet you, Mr.Peter. My name is Li. Pleased to meet you too,Mr.Li Wont you sit down? Thank you May I offer you a cup of tea P: Certainly.

5、 I like you Jasmine tea very much. Well, from you business card, I can see that you specialize in oil-drilling equipment. Yes, as matter of fact, we have been in this business for more than twenty years. Mr.Wang from your commercial office in Washington has referred me to you in the hope that I migh

6、t be of some help in your oil industry. Currently we have a strong interest in opening up more new oil fields. We could consider buying from you if the technology incorporated in your equipment is advanced and the trade terms favorable. I have brought with me a series of catalogs for our latest mode

7、ls. My engineer is accompanying me on the trip. He can meet your technicians and answer any questions about our products. Thats an interesting idea. We shall, first of all, study your catalogs and get in touch with our customers. If they are interested, well arrange for further discussion. Very good

8、. Im staying in Beijing Hotel. My room is 315.ll let you know their responses as soon as possible. Good-bye!Inquiries 询价（1） P=Peter （customer）, Li=a businessman （of a Chinese trade company） Im glad to have the chance to visit your company. I hope to conclude some substantial business with you. （ con

9、clude: 决定， substantial: 重大的） Its a great pleasure, Mr. Peter, to have the opportunity of meeting you. I believe you have seen the exhibits in the showroom. May I know what particular items youre interested in?m interested in your hardware. I have seen the exhibits and studied your catalogs. I think

10、some of the items will find a ready market in Canada. Here is a list of my requirements, for which Id like to have your lowest quotations, CIF Vancouver. Thank you for your inquiry. Would you tell us the quantity you require so as to enable us to work out the offers? （ work out : 做出）ll do that. Mean

11、while, would you give me an indication of price? Here are our FOB. price lists. All the prices in the lists are subject to our confirmation. What about the commission? From European suppliers I usually get a 3 to 5 percent commission for my imports. Its the general practice. As a rule we do not allo

12、w any commission. But if the order is large enough, well consider it. You see, I do business on commission basis. A commission on your prices would make it easier for me to promote sales. Even a 2 or 3 percent would help.ll discuss this when you place your order with us.询价（2） When can I have your fi

13、rm CIF prices, Mr. Li?ll have them worked out by this evening and let you know tomorrow morning. Would you be good enough to come round then? Good. Ill be here tomorrow morning at 10. Will that suit you? Perfectly. Our offers are good for 3 days. I dont need that long to make up my mind. If your pri

14、ces are favorable and if I can get the commission I want, I can place the order right away. I am sure youll find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices havent changed much. （ tremendously: 极其，极端的。）m glad to hear that. As Ive just

15、 said, I hope to conclude some substantial business with you. We shall be very pleased. Is there any thing else I can do for you, Mr. Peter?m buying for chain department stores in Canada. They are also interested in Chinese carpets. Id like to make me to the person in charge of this line? Certainly.

16、 Ill make an appointment for you with Mr. Sung of the China National Animal By-products Corp. Thank you very much.询价（3） I understand that youre interested in our machine tools, Mr. Li. Yes, Were thinking of placing an order. Wed like to know what you can offer along this line as well as your sales c

17、onditions. As you know, we supply machine tools of all types and sizes. We have years of experience in the manufacture tools.ve read about this in your sales literature （文本）. May I have an idea of your price? Our prices compare favorably with those offered by other manufactures either in Europe or a

18、nywhere else. Here are our latest price sheets. You will see that our prices are most competitive. Do you take special order? That is, do you make machine according to specification? We do. As a matter of fact, we design machine tools for special purposes. How long does it usually take you to make d

19、elivery? As a rule, we deliver all our orders within 3 months after receipt of the covering letters of credit. It takes longer, of course, for special orders. But in no case （决不会）would it take longer than 6 months. Good, Another thing, all your prices are on CIF basis. Wed rather have you quote us F

20、OB prices. That can easily be worked out.报盘（1） I come to hear about your offer for bristles.（猪鬃） We have the offer ready for you. Let me see. Here it is. 100 cases Tsingtao Black Bristles, 57mm, at pounds sterling per kg, CIF European Main Ports, for shipment in June, 1980. The offer holds for three

21、 days. Why, your price has soared （提高）. Its almost 25% higher than last years. It would be impossible for us to make any sales at such a price.m rather surprised to hear you say that. You know very well that markets for bristles have gone up a great deal in recent months. The price we offer compares

22、 favorable with quotations you can get elsewhere. m afraid I cant agree with you there. I must point out that your price is higher than some of the quotations weve received from others sources. But you must take quality into consideration. Everyone in the trade knows that Chinas bristles are of supe

23、rior quality, above that from others sources. I grant that yours are of better quality. But theres competition from the synthetic（合成的） products, too. You cant very well ignore that. Prices for synthetic bristles havent changed much all these years. There is practically no substitute for bristle in c

24、ertain uses. Thats why demand for natural bristles keeps rising in spite of cheaper synthetic ones. To be frank with you, if no for the long-standing relationship between us, we would hardly be willing to make you a firm offer at this price. Well, well have a hard time persuading our clients to buy

25、at this price. But I guess I have no choice.-报盘（2） I believe youve studied our proposal for fertilizers. Yes, Mr. Peter. And were very much interested.s almost twenty years since we first supplied you with our products in 1954. To our regret, for one reason or another, business between us has failed

26、 to follow up. I hope well succeed in concluding some business this time. As weve repeatedly stated, China does business on the basis of equality, mutual benefit and exchange of needed goods. If these principles are kept to, Im certain that mutually beneficial business will result. May we hear your

27、comments on our products? We find your samples in conformity with your specifications and suitable for our requirements. On the other hand, weve received offers for products of higher quality. So business depends very much on your prices. Taking every thing into consideration, youll find that our pr

28、ices compare favorably with the quotations you may get elsewhere.m not so sure of that. Before coming to the discussion of price, may I point out that we like to have you quote us on FOB basis? Why I dont quite understand. For bulk goods such as chemical fertilizers, its the sellers who arrange the

29、shipping space. It is more convenient for us as well as for you. Well, we prefer to have the China National Chartering Corporation take care of the shipping. It doesnt make much difference to you, does it? Well, it does make a slight difference, but well do as you wish.Counter Offer 还盘（1） I have her

30、e our price sheet on FOB basis. The prices are given without engagement. Good, if youll excuse me, Ill go over the sheet right now. Take your time. I can tell you at a glance that your prices are much too high.m surprised to hear you say so. You know that the cost of production has risen a great deal in recent years. We only ask that your prices be comparable