外贸全部流程谈判Word文件下载.docx
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Isee,butIhopeyou'
vehadapleasanttrip.
Idid,thankyou.Well,cometothepoint,thepurposeofmycominghereistoinquireaboutpossibilitiesofestablishingtraderelationswithyourcompany.
Letmeassureyouofourbestattention,Mr.Peter.What'
syourlineofbusiness?
Camerasandphotographicgoods.WearedistributorswithbusinessbranchesinmostmajorcitiesinBritain.Now,we'
dliketointroduceChinese-madecamerasifyourconditionsarefavorable.
We'
llseewhatwecando.
Theremightbefewofmodelswewouldbeinterestedin,ifIcouldgooveryourlatestcatalogues.
Hereyouare.Howmanycopieswouldyouliketohave?
Ten,please.I'
dliketoairmailsomebackhome.
Anythingelse?
Woulditbepossibleformetohaveacloserlookatyoursamples?
Whynot,Mr.Liuovertherewilltakeyoudowntoourshowroom.
Thankyou.I'
mafraidI'
vetakenalotofyourtime.
Notatall.Gladtohavebeenofhelp.Hopetoseemoreofyouinfuture.
初次见面
（2）
Goodmorning.MynameisPeter.I'
mfromtheU.S.Hereismybusinesscard.
Pleasedtomeetyou,Mr.Peter.MynameisLi.
Pleasedtomeetyoutoo,Mr.Li
Won'
tyousitdown?
Thankyou
MayIofferyouacupofteaP:
Certainly.IlikeyouJasmineteaverymuch.
Well,fromyoubusinesscard,Icanseethatyouspecializeinoil-drillingequipment.
Yes,asmatteroffact,wehavebeeninthisbusinessformorethantwentyyears.Mr.WangfromyourcommercialofficeinWashingtonhasreferredmetoyouinthehopethatImightbeofsomehelpinyouroilindustry.
Currentlywehaveastronginterestinopeningupmorenewoilfields.Wecouldconsiderbuyingfromyouifthetechnologyincorporatedinyourequipmentisadvancedandthetradetermsfavorable.
Ihavebroughtwithmeaseriesofcatalogsforourlatestmodels.Myengineerisaccompanyingmeonthetrip.Hecanmeetyourtechniciansandansweranyquestionsaboutourproducts.
That'
saninterestingidea.Weshall,firstofall,studyyourcatalogsandgetintouchwithourcustomers.Iftheyareinterested,we'
llarrangeforfurtherdiscussion.
Verygood.I'
mstayinginBeijingHotel.Myroomis315.
llletyouknowtheirresponsesassoonaspossible.
Good-bye!
Inquiries
询价
（1）
P=Peter（customer）,Li=abusinessman（ofaChinesetradecompany）
I'
mgladtohavethechancetovisityourcompany.Ihopetoconcludesomesubstantial
businesswithyou.（conclude:
决定，substantial:
重大的）
It'
sagreatpleasure,Mr.Peter,tohavetheopportunityofmeetingyou.Ibelieveyouhaveseentheexhibitsintheshowroom.MayIknowwhatparticularitemsyou'
reinterestedin?
minterestedinyourhardware.Ihaveseentheexhibitsandstudiedyourcatalogs.IthinksomeoftheitemswillfindareadymarketinCanada.Hereisalistofmyrequirements,forwhichI'
dliketohaveyourlowestquotations,CIFVancouver.
Thankyouforyourinquiry.Wouldyoutellusthequantityyourequiresoastoenableustoworkouttheoffers?
（workout:
做出）
lldothat.Meanwhile,wouldyougivemeanindicationofprice?
HereareourFOB.pricelists.Allthepricesinthelistsaresubjecttoourconfirmation.
Whataboutthecommission?
FromEuropeansuppliersIusuallygeta3to5percentcommissionformyimports.It'
sthegeneralpractice.
Asarulewedonotallowanycommission.Butiftheorderislargeenough,we'
llconsiderit.
Yousee,Idobusinessoncommissionbasis.Acommissiononyourpriceswouldmakeiteasierformetopromotesales.Evena2or3percentwouldhelp.
lldiscussthiswhenyouplaceyourorderwithus.
询价
（2）
WhencanIhaveyourfirmCIFprices,Mr.Li?
llhavethemworkedoutbythiseveningandletyouknowtomorrowmorning.Wouldyoubegoodenoughtocomeroundthen?
Good.I'
llbeheretomorrowmorningat10.Willthatsuityou?
Perfectly.Ouroffersaregoodfor3days.
Idon'
tneedthatlongtomakeupmymind.IfyourpricesarefavorableandifIcangetthecommissionIwant,Icanplacetheorderrightaway.
Iamsureyou'
llfindourpricemostfavorable.Elsewherepricesforhardwarehavegoneuptremendouslyinrecentyears.Ourpriceshaven'
tchangedmuch.（tremendously:
极其，极端的。
。
）
mgladtohearthat.AsI'
vejustsaid,Ihopetoconcludesomesubstantialbusinesswithyou.
Weshallbeverypleased.IsthereanythingelseIcandoforyou,Mr.Peter?
mbuyingforchaindepartmentstoresinCanada.TheyarealsointerestedinChinesecarpets.I'
dliketomakemetothepersoninchargeofthisline?
Certainly.I'
llmakeanappointmentforyouwithMr.SungoftheChinaNationalAnimalBy-productsCorp.
Thankyouverymuch.
询价（3）
Iunderstandthatyou'
reinterestedinourmachinetools,Mr.Li.
Yes,We'
rethinkingofplacinganorder.We'
dliketoknowwhatyoucanofferalongthislineaswellasyoursalesconditions.
Asyouknow,wesupplymachinetoolsofalltypesandsizes.Wehaveyearsofexperienceinthemanufacturetools.
vereadaboutthisinyoursalesliterature（文本）
.MayIhaveanideaofyourprice?
OurpricescomparefavorablywiththoseofferedbyothermanufactureseitherinEuropeoranywhereelse.Hereareourlatestpricesheets.Youwillseethatourpricesaremostcompetitive.
Doyoutakespecialorder?
Thatis,doyoumakemachineaccordingtospecification?
Wedo.Asamatteroffact,wedesignmachinetoolsforspecialpurposes.
Howlongdoesitusuallytakeyoutomakedelivery?
Asarule,wedeliverallourorderswithin3monthsafterreceiptofthecoveringlettersofcredit.Ittakeslonger,ofcourse,forspecialorders.Butinnocase（决不会）wouldittakelongerthan6months.
Good,Anotherthing,allyourpricesareonCIFbasis.We'
dratherhaveyouquoteusFOBprices.
Thatcaneasilybeworkedout.
报盘
（1）
Icometohearaboutyourofferforbristles.（猪鬃）
Wehavetheofferreadyforyou.Letmesee.Hereitis.100casesTsingtaoBlackBristles,57mm,at…poundssterlingperkg,CIFEuropeanMainPorts,forshipmentinJune,1980.Theofferholdsforthreedays.
Why,yourpricehassoared（提高）.It'
salmost25%higherthanlastyear'
s.Itwouldbeimpossibleforustomakeanysalesatsuchaprice.
mrathersurprisedtohearyousaythat.Youknowverywellthatmarketsforbristleshavegoneupagreatdealinrecentmonths.Thepriceweoffercomparesfavorablewithquotationsyoucangetelsewhere.
mafraidIcan'
tagreewithyouthere.Imustpointoutthatyourpriceishigherthansomeofthequotationswe'
vereceivedfromotherssources.
Butyoumusttakequalityintoconsideration.EveryoneinthetradeknowsthatChina'
sbristlesareofsuperiorquality,abovethatfromotherssources.
Igrantthatyoursareofbetterquality.Butthere'
scompetitionfromthesynthetic（合成的）products,too.Youcan'
tverywellignorethat.Pricesforsyntheticbristleshaven'
tchangedmuchalltheseyears.
Thereispracticallynosubstituteforbristleincertainuses.That'
swhydemandfornaturalbristleskeepsrisinginspiteofcheapersyntheticones.Tobefrankwithyou,ifnoforthelong-standingrelationshipbetweenus,wewouldhardlybewillingtomakeyouafirmofferatthisprice.
Well,we'
llhaveahardtimepersuadingourclientstobuyatthisprice.ButIguessIhavenochoice.
--------
报盘
（2）
Ibelieveyou'
vestudiedourproposalforfertilizers.
Yes,Mr.Peter.Andwe'
reverymuchinterested.
salmosttwentyyearssincewefirstsuppliedyouwithourproductsin1954.Toourregret,foronereasonoranother,businessbetweenushasfailedtofollowup.Ihopewe'
llsucceedinconcludingsomebusinessthistime.
Aswe'
verepeatedlystated,Chinadoesbusinessonthebasisofequality,mutualbenefitandexchangeofneededgoods.Iftheseprinciplesarekeptto,I'
mcertainthatmutuallybeneficialbusinesswillresult.
Maywehearyourcommentsonourproducts?
Wefindyoursamplesinconformitywithyourspecificationsandsuitableforourrequirements.Ontheotherhand,we'
vereceivedoffersforproductsofhigherquality.Sobusinessdependsverymuchonyourprices.
Takingeverythingintoconsideration,you'
llfindthatourpricescomparefavorablywiththequotationsyoumaygetelsewhere.
mnotsosureofthat.Beforecomingtothediscussionofprice,mayIpointoutthatweliketohaveyouquoteusonFOBbasis?
WhyIdon'
tquiteunderstand.Forbulkgoodssuchaschemicalfertilizers,it'
sthesellerswhoarrangetheshippingspace.Itismoreconvenientforusaswellasforyou.
Well,weprefertohavetheChinaNationalCharteringCorporationtakecareoftheshipping.Itdoesn'
tmakemuchdifferencetoyou,doesit?
Well,itdoesmakeaslightdifference,butwe'
lldoasyouwish.
CounterOffer
还盘
（1）
IhavehereourpricesheetonFOBbasis.Thepricesaregivenwithoutengagement.
Good,ifyou'
llexcuseme,I'
llgooverthesheetrightnow.
Takeyourtime.
Icantellyouataglancethatyourpricesaremuchtoohigh.
msurprisedtohearyousayso.Youknowthatthecostofproductionhasrisenagreatdealinrecentyears.
Weonlyaskthatyourpricesbecomparable
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