外貿(mào)英語口語討價還價對話模板

1、精選優(yōu)質(zhì)文檔-傾情為你奉上（一）我們的價格和數(shù)量有關(guān)，因為你的數(shù)量有限，所以我們不能降價；（二）我們現(xiàn)在的原材料的價格在上漲，我們的經(jīng)營成本在增長，所以我們的價格也上漲；（三）我們和同行的質(zhì)量不相同，我們的質(zhì)量通過認證，有保障，同行不能夠做到，所以我們的價格比同行高； （四）我們提供的優(yōu)質(zhì)服務(wù)及我公司的信譽同行不能提供給你。因為我們的服務(wù)也需要成本，所以我們的價格比同行高點； （五）因運輸成本的增長，我們的銷售成本也在增長，所以我們的價格也比較高；（六）因我們對工人的工資待遇提高，這也給我們的生產(chǎn)質(zhì)量提供保障，我們的產(chǎn)品單位價格上升，所以我們的價格也上升； 

2、60; （七）給你的價格已經(jīng)是最低價格，給你的同行是高于你的價格，我們已經(jīng)做到我們最大的可能性地為你服務(wù)了，如需要證實，可以給另外一個客人的報價給你看。情景一佩利絲: Mr. Brown, I'm anxious to know about your offer.布朗先生.我很想知道你們的報盤情況.布朗: Well, we've been holding it for you, Mrs. Perless. Here it is. Five hundred cases of black tea, at 20 pounds per kilogram, C.I.F., Li

3、verpool. Shipment will be in July.佩利絲女士.我們還一直為你保留著這一報盤.這個就是:500箱紅茶.成本加運費保險費到利物浦價.每公斤20英鎊.七月裝船.佩利絲: That's a high price! It will be difficult for us to make any sales.價格太高了!我們很難銷售.布朗: I'm rather surprised to hear you say that, Mrs. Perless. You know the price of black tea has gone up since la

4、st year. Ours compares favorably with what you might get elsewhere.佩利絲女士.你這么說我很吃驚.你知道從去年以來紅茶價格已經(jīng)上漲.我們的價格比起你從別處可以買到的價格是較為優(yōu)惠的.佩利絲: I'm afraid I can't agree with you there. India has just come into the market with a lower price.這點我恐怕不能同意.印度正好剛打入市場.價格比較低.布朗: Ah, but everybody in the tea trade kn

5、ows that US's black tea is of top quality. Considering the quality, I should say the price is reasonable.不過.茶葉商人都知道美國紅茶質(zhì)量好.結(jié)合質(zhì)量考慮.我認為這個價格很合理.佩利絲: No doubt yours is of high quality, but still, there is keen competition in the tea market. I understand some countries are actually lowering their pri

6、ces.毫無疑問.你們的紅茶質(zhì)量上等.但是茶葉市場競爭激烈.我知道有的國家實際上正在削價拋售.布朗: So far our commodities have stood the competition well. The very fact that other clients keep on buying speaks for itself. Few other teas can compare with ours either for flavor or color.目前為止.我們的商品都是經(jīng)得起競爭的.其他客戶不斷地向我們購買就證明了這一點.在香味或色澤方面.其他品牌的紅茶很難與我們的紅

7、茶媲美.佩利絲: But I believe we'll have a hard time convincing our clients at your price.不過我認為很難說服我們的客戶們接受你方的價格.布朗: To be frank with you, if it weren't for our good relations, we wouldn't consider making you a firm offer at this price.坦率地說.如果不是為了我們之間的友好關(guān)系.我們本來不會考慮以這個價格報實盤的.佩利絲: All right. In o

8、rder to get the business, I accept.好吧.為了達成交易.我接受了.布朗: I'm glad that we've settled the price.很高興我們就價格問題達成了協(xié)議.佩利絲: Now about the quantity. You said you could offer me only 500 cases, which I think is not enough. Last year we sold 700 cases, and I'm sure I can do better this year. I hope yo

9、u can offer me at least 800 cases.現(xiàn)在談?wù)剶?shù)量問題.你說只能供應(yīng)500箱.這不夠.去年我們銷售了700箱.今年肯定能銷售更多.我希望你至少能報800箱.布朗: Because of the rapid growth of both our domestic and foreign markets, our production hasn't been able to go forward at an equal pace with the demand. 500 cases are the best I can offer you at present

10、.由于國內(nèi)外市場迅速發(fā)展.我們的生產(chǎn)已趕不上需求.目前我最多能報500箱.佩利絲: I see. But if I don't take care of the supply of my market, my customers will naturally turn somewhere else for their needs.我知道.不過如果我不能充分供應(yīng)市場的話.我的顧客勢必會從別處購貨.布朗: Sorry, I don't think we can offer you more than 500 cases this year. As a matter of fact,

11、 we have made a special effort to get even these 500 cases for you.很抱歉.我想今年供應(yīng)不可能超過500箱了.事實上.供應(yīng)這500箱我們還做了特別的努力.佩利絲: All right. We'll take the 500 cases this time. But I do hope you can supply more next time.好吧.這次我們就接受500箱.但希望下次你方能多供應(yīng)些.布朗: We'll see if we can do better next year.那得看明年我們能否多供應(yīng)一些

12、.情景二Peter: I'd like to get the ball rolling by talking about prices.我們從價格開始吧。Smith: Shoot. I'd be happy to answer any questions you may have.洗耳恭聽。我很樂意回答你的任何問題。Peter: Your products are very good. But I'm a little worried about the prices you're asking.貴司產(chǎn)品非常不錯，但我有點擔(dān)心你的價格。Smith: You th

13、ink we will be asking for more?你認為我們會要的更多嗎？Peter: That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.那并不是我想的。我知道你們的研究成本是很高，但我希望能得到七五折。Smith: That seems to be a little high. I don't know how we can make a profit with those numbe

14、rs.太高了。這樣的折扣我們沒有利潤了。Peter: We said we want 10000pcs over a three-month period. What if we plan orders for a year, with a guarantee?我們接下來的三個月需要采購10000個，如果我們保證一年的訂單怎么樣？Smith: If you can guarantee that on paper,I think we can discuss this further.如果你能將你的保證寫下來的話。我想可以考慮。情景三 關(guān)于價格談判懷特: I have here our pric

15、e sheet on a F.O.B. basis. The prices are given without engagement.這是我們船上交貨價的價目單.所報價格沒有約束力.布萊克: Good, if you'll excuse me, I'll go over the sheet right now.很好.如果可以.我馬上把價目單看一遍.懷特: Take your time.請便.布萊克: I can tell you at a glance that your prices are much too high.我一看這份價目單就知道你們的價格太高了.懷特: I

16、9;m surprised to hear you say so. You know that the cost of production has been skyrocketing in recent years.你這么說我很吃驚.你知道近年來生產(chǎn)成本迅速上漲.布萊克: We only ask that your prices be comparable to others. That's reasonable, isn't it?我們只要求你方的價格能和別人差不多就行了.這個要求很合理.對不對?懷特: Well, to get the business done, we

17、can consider making some concessions in our price. But first, you'll have to give me an idea of the quantity you wish to order from us, so that we may adjust our prices accordingly.好吧.為了成交.我們可以考慮作些讓步.不過要請你先說明大概要訂購多少.以便我們對價格作相應(yīng)的調(diào)整.情景四：重點詞匯：1. soar: 高漲2. quotation: 報價3. point out: 指出4. to be frank

18、 with: 坦白說下面我們來看看這幾個詞匯是怎么用在這個情景對話中的：A: I've come about your offer for bristles.A: 我今天來訪的目的是想聽取你方對豬鬃的報盤。B: We have the offer ready for you. Let me see Here it is. 100 cases of Tsingtao Bristles, 57mm, at pounds sterling perkilogram, CIF European Main Ports, for shipment in June, 1980. The offer i

19、s valid for three days.B: 我們已為你準(zhǔn)備好報盤。讓我找一找，啊，在這里，100箱57毫米青島豬鬃，每公斤成本加運費保險費到歐洲主要口岸價英鎊，1980年6月交貨。報盤三天有效。A: Why, your price has soared. It's almost 25% higher than last year's. It would be impossible for us to push any sales at such a price.A: 喔，你方的價格猛漲，幾乎比去年高出25%，按這種價格買進，我方實在難以推銷。B: I'm a l

20、ittle surprised to hear you say that. You know very well that market for bristles has gone up a great deal in recent months. The price we offer compares favourably with quotations you can get elsewhere.B: 你這樣說使我有點兒驚訝。你很了解，近月來豬鬃市場漲得很多。我方所報的價格與你從別處能獲得的價格相比，是較為便宜的。A: I'm afraid I can't agree wi

21、th you there. I must point out that your price is higher than some of the quotations we have received from other sources.A: 恐怕我不能同意你這種說法，必須指出你們的價格比我們從別處所得到的一些報價高。B: But you must take the quality into consideration. Everyone in the trade knows that China's bristles are of superior quality to thos

22、e from other countries.B: 但是你方必須考慮到質(zhì)量的問題。同業(yè)中人人皆知中國豬鬃質(zhì)地優(yōu)于其它國家的供貨。A: I agree that yours are of better quality. But there's competition from synthetic products, too. You can't ignore that prices for synthetic bristles haven't changed much over the years.A: 我承認你們的豬鬃質(zhì)量高，但還有人造制品的競爭。你方恐怕不能無視這一點

23、吧。近年來，人造制品的價格并無多大變化。B: There's practically no substitute for bristles for certain uses. That's why demand for natual bristles keeps rising in spite of cheaper synthetic ones. To be frank with you, if it were not for the long-standing relationship between us, we would hardly be willing to mak

24、e you a from offer at this price.B: 在某些用途方面，幾乎沒有東西可以代替豬鬃。盡管人造制品價格便宜，但對天然豬鬃的需求還在不斷增長，原因就在這里。老實對你說，如果不是為了雙方的老關(guān)系，我們不大可能以這樣的價格向你方報實盤。A: Well, we'll have a lot of difficulties in persuading our clients to buy at this price. But I'll have to try, I suppose.A: 唉，要說服客戶以這個價格購買，對我們來說是不容易的。不過看來我得試一試。情景

25、五：產(chǎn)品的銷售價格在企業(yè)的營銷過程中是一個十分敏感而又最難以有效控制的因素。它直接關(guān)系著市場對產(chǎn)品的接受程度，影響著市場需求量即產(chǎn)品銷售量的大小或企業(yè)利潤多少。因此，討價還價是商務(wù)公關(guān)人員在商務(wù)活動中的一項必備技能。 讓我們來看下面2段小對話： Dialogue I A: What's your price per dozen for leathern gloves?每打皮手套的售價是多少？ B: 30 dollars per dozen.每打30美元。 A: It's much too high. We have another offer for a similar one

26、 at a much lower price.太貴了。同樣的產(chǎn)品，我們另外得到的報價比這低得多。 B: I can assure you that our price is the most favorable. A trial will convince you of my words.我向你保證，我們的價格是最優(yōu)惠的，試一試你就知道了。 A: If you can go a little lower, I'd be able to give you an order on the spot.如果你能把價格降低些，我現(xiàn)在就訂貨。 B: That's out of the qu

27、estion. You musk know that the cost of production has risen a great deal in recent years.這是不可能的。你知道，近幾年里生產(chǎn)成本增加了很多。 A: I hope you'll give a second thought to it.希望你再考慮考慮。 B: We have to discuss the problem later.我們只好下次再討論這個問題了。 Dialogue II A: Well, to come straight to the point, could you tell us

28、something about your new price?那好，開門見山地說吧，能說說你們的新價格嗎？ B: Most willingly. It's $600 per ton.很樂意。每噸售價600美元。 A: That's a high price.好貴??！ B: But you know, the price of this article has soared up since last year.但你知道，去年開始這種商品的價格就在猛漲。 A: I know. But I must say it's still unacceptable.我知道。但我還是不能接受這個價格。接待客戶 2007-04-27 10:38 接待客戶在商務(wù)往來過程中起著非常重要的作用。它是推銷準(zhǔn)備過程的延伸，又是實質(zhì)性接觸客戶的開始。接待客戶是指在實質(zhì)性洽談