商務(wù)英語(yǔ)口語(yǔ)課程論文

《商務(wù)英語(yǔ)口語(yǔ)》考試班級(jí)：國(guó)際經(jīng)濟(jì)與貿(mào)易（2）班姓名：學(xué)號(hào)：任課老師：(TodayisThursday,August20,2015.Mr.Qiangzhou,marketingmanagerofSuzhouTextilesCo.,andhisassistant,Mr.JianguowangcometoTorontoFashionInc.fortheformalnegotiationaboutexporting100,000cottonpants.AfterexchanginggreetingswithMr.Daniel,themarketingmanagerofTorontoFashion,andMr.Eric,theassistantofMr.Daniel,theytakeseats.)Sectionone:PriceandTermsofPaymentZhou:Nowlet’sgetdowntobusiness.YouremailofAugust1saysyouwanttobuycottonpantsfromus.Daniel:That’scorrect.Herearethedesigns.Zhou:Thankyou.Wecertainlywelcomethisopportunitytofurtherourrelationship.Well,aswebothhaveexpressedsatisfactionatourpreviouscontract,mayIsuggestthatitbethebasisofthenewcontract?Thiswillsimplifythematteragreatdeal.Daniel:It’sagreatidea.Iwaswonderingifyouwouldgiveusaresponsetoouremailinquiry.Zhou:Wethinkthattheprice“atUSD$26.80eachCIFTorontoinyouremailinquiryisalittlelow.Certainly,exceptfortheprice,wearepleasedtoofferyou100,000cottonpants.Thepantswillbepackedinplasticbagseachfourdozensinacorrugatedcardboardbox.Theywillbedeliveredintwoconsignmentsof50,000each,thefirstbyOctober15andthesecondbyDecember15.Thetermsofpaymentwillbethesameasthoseinthepreviouscontractthatissightletterofcredit.Daniel:Well.Thankyouverymuchforyourofferandwe'lltakeitseriouslyintoconsideration.Tobefrank,themarketsituationhasalittlechangedrecently.AccordingtothelatestforecastbytheCanadaConsumerAssociation,therecessionwillgetworsebeforetheeconomygetsbetter.Asaresult,theCanadaconsumerswillprefertosavemoneythanmakeconsumptionandwalkawayifthepricestaysonthesamelevel.Zhou:Youarecertainlyrightonthat,But,thereareotherfactorsalsoinfluencingthemarket.Asweallknow,cottonpantisakindofcommonnecessityforconsumer,whichisinelastic.That’stosay,whatevertheprices,peoplehavenochoicebutmustbuythem.What’sthemostimportantthingisthatthecottonpantsweprovideareinhighqualityandtheydeservehigherprice,whichcanhelpyousellacompetitivepriceandwinthegoodwillfromyourcustomer.Daniel:Well,asfarasthetheoryisconcerned.ButI'mafraidthepriceofcottonpantsisnotentirelyinelastic.Toohighapricewillcertainlyforcepeopletobuyfewercottonpantsparticularlyinarecessionlikethis.Infact,ourpriceisalwaysthemostcompetitiveinyourmarket.Zhou:ActuallyIknowwhatyoumean.Yetontheotherhand,youpriceisnotascompetitiveasusual.WeusethetermsofCIFandaffordthecostoffreightandinsuranceasusual.Asweallknow,theinsuranceratehasincreasedrecentlybecauseofgovernmentpolicies.However,weofferyouthesameinsurancepremiumasusual.Daniel:Allright,letmemakeitatUSD$27.80eachCIFToronto.Frankly,Idoubtifwecanmakeanyprofitatthisprice.Zhou:Comeon,Mr.Daniel,youneedn'tbesopessimistic.Evenatthisprice,youcanstillmakereasonableprofit.Daniel:Youmustbekidding,Mr.Zhou,That’smyrocktopprice.wecan’tbuycottonpantsuptheirrealvalue.Zhou:$29.80,Mr.Daniel,Ican’tgoanyfurther.It’smyrockbottomprice.Ican’tsellthosecottonpantswithoutconsideringthemuchcostandoverhead.Besides,wehavecooperatedwitheachothermanytimes,andyouknowthatthepriceiscompetitiveinyourmarket.Daniel:Okay,Ifthereisnootherway,let’smeeteachotherhalfawayandsplitthedifference.Zhou:Well,I’llhavetothinkaboutthat.Daniel:Oh,comeon,Mr.Zhou,Ihatetosaythis.butIamalreadyinatightcornerandcan'tmoveanymore.Thisisthebiggestsacrificewecanmakeasaspecialfavortoyou.Zhou:Good,That’sadeal.AtUSD$28.80eachcottonpantCIFToronto.Thecottonpantswillselllikehotcakes,andyouwillbesurprisedatyourprofits.Daniel:Terrific!Wehavecometoanagreementonpriceatlast.I’lltakeyourwordforit.Wellthen,whydon’tweworkonthetermsofpayment?Zhou:Goodidea.youshouldpaywithsightletterofcreditasusual.right?Daniel:That’sright.We'dliketomakeachange.Youknow,paymentbyL/Cisrathercostlytotheimporters.Thefeescouldbeunbearablyhigh.Zhou:Oh,yes.butL/Cgivesthebestprotectiontotheexporters.Daniel:That’strue,asweallknow,theexporterneedsthatkindofprotectiononlywhenhedoesn'tknowtheimporterwell.Inourcase,however,it'sdifferent.We'vebeendoingbusinessformanyyearsandwehaveneverfailedtohonoritsobligations.So,wouldyouliketotakethisintoconsiderationandacceptdocumentsagainstacceptance?Zhou:We'veneverdoubtedyourwillingnesstomakepaymentswhenduebuttheboomsandbustsinthebusinessworldaresometimesbeyondhumancontrol.Sowecan'ttakemorerisks.Daniel:Isee,buthowaboutD/P?Wearealwaysthebestpartner.YouwillnotloseapennyifyouacceptD/P,butitwillsaveusagreatdeal,whichisbeneficialforourfurthercooperationandthat’stherealTWO-WINS.Zhou:Pleasegivemesomemoreseconds.(thinksforawhile)Okay.IagreewithD/P.Daniel:Thankyouverymuch.Mr.Zhou.youareaverynicefriendofmine,andIamveryhappytodobusinesswithyourcompany.Zhou:Well,Thankyouforyourcompliment.Wang:(looksthewatch)well,don’tyouthinkit’stimeforabreak?Lunchtimeiscoming.Eric:Right,wellallneedagoodstretch.Daniel:Well,Mr.zhou,Whatdoyouthinkoftheirsuggestion?Zhou:I’llafraidtheyareright.Let’shavelunchandtakeabreak.Sectiontwo:DeliveryandClaim(Afterthelunchandshortbreak.theywillgoonthenegotiation.)Daniel:Goodafternoon!Mr.ZhouandMr.Wang.Didyouhaveagoodlunch?Zhou:Goodafternoon,Mr.Daniel,thankforyourhospitality!It’sgreatanddelicious!Wang:Perfect,I’mverygratefulforwhatyoudidforus.Eric:It’smypleasure.Wearesohappythatyouenjoyit.Daniel:Well,let’scontinueournegotiation.Whataboutdelivery?Zhou:Good,aswesaidintheoffer,Wewilldeliverthefirstconsignmentintwomonths,thatis,byOctober15.Thesecondconsignmentwilldeliverintwomonthsafterthefirstconsignment,that’sis,byDecember15.Istheresomeproblems?Daniel:Oh,yes.I’dliketodrawyourattentiontotheseasonalityofsuchcottonpants.Wewillmissmostofourprofitsifwedon’treceivethembyearlyNovember.Asweallknow,theprocedurestheimportedtextileshavetogothroughcanbeoutrageouslytime-consuming.Forexample,Itusuallytakestwentydaystopassthecustomers.So,Couldyoumakeitabitearlier?Say,thebeginningoftheOctoberandNovember.Zhou:Actually,I'dliketodeliverearlier.becauseifwedidsowecouldhavethepaymentearlier.ButIcan'tagreethesuggestion,youknow,thetimebetweenthefirstandthetwodeliveryisonlyonemonth,It’stoohardtomakeit.Daniel:Youareright,Iamnotthoughtful,thefirstconsignmentwilldeliverbyOctober1,whilethesecondconsignmentwilldeliverbyNovember20,Whatdoyouthink?Zhou:Allright.Iwillrearrangetheproductionscheduletomakesurethatwecansatisfyyourneeds.Daniel:Thankyouverymuch,That’ssettled.Zhou:Great.Mr.Daniel,Doyoureallythinkit'snecessarytohaveaclauseofclaim?We'vebeendoingbusinessforsomanyyears.Daniel:Iknow,Wehavebuiltupagoodrelationshipthroughpreviouscooperation.ButIwanttobeonepercentsurethatwecanreceivethegoodsstipulatedinthecontract.Certainly,neitherofuswanttotakechances.Zhou:Allright.Ifyouinsist,let'sworkonit.Howwouldyouliketogoaboutit?Daniel:Inmyopinion,therearetwoproblemsthatmaycauseclaims:inferiorqualityandlatedelivery.Inferiorqualitywillforcethecottonpantstosellatadiscountortobecomecompletelyunsalable.Ontheotherhand,latedeliverywillalsocauseproblemsbecauseonceyoumisstheseason,you’llmisstheprofitsaswell.Zhou:Mr.Daniel,Icouldn’tagreemore.Shallwegoonthequalityfirst?Daniel:Iagree.Firstly,Iwanttoreemphasizethatonthewholewehavebeensatisfiedwiththequalityofyourproducts.Zhou:Thankyouverymuchforyourcompliment.Daniel:Fine.ButItisalsonecessarytomakethisclause.Exactly,IhopeIwillneverhavetoinvokethisclauseandlodgeaclaimwithyou.Ijustwantyoutostepintomyshoesandfeelthepressure.Zhou:Allright.Firstofall,couldyougivemethedefinitionoftheinferiorquality?Daniel:Okay.Anydefect:unevenly-stitchedpantssides,stainsonthecottonpants,improperhemming,missingtrimmings,wronglabeling,thelesscottoncontent,etc.Zhou:Youareright.ButIthinksuchdefectscanfallintotwotypesandtheyfitfordifferentpenaltyrates.Daniel:Itsoundsreasonable.Howtocategorizethesedefects?Zhou:Thefirsttypeismajordefects.suchasmissingtrimmingsandstainsonthepants,whichmayrenderthepantsunsuitableforsale.Thesecondtypeisminordefects,suchasunevenly-stitchedpantssidesandimproperhemmingwhichwillnotmakethepantsunsalable.Daniel:Itisfinewithme.Butyouignoredthelesscottoncontent.Ithinkitbelongstothemajordefects.Whatdoyouthinkaboutthat?Zhou:Youareright.Whataboutthepenaltyrates?Daniel:Well,Ihopetherewillbenodefectorasfewdefectsaspossiblesothatwe'llneverhavetolodgeaclaimwithyou.Inthisspirit.Isuggestweadoptaprogressivepenaltyrate.Zhou:Couldyouspellitoutmoreexactly?Daniel:Okay,Accordingtothepreviousexperience,Formajordefects,ifthedefectratedoesnotexceed0.1%,thepenaltyratewillbe0.05%ofthecontractvalue.From0.1%to0.5%inclusive,thepenaltyratewillbe1%.From0.5%to1%inclusive,thepenaltyratewillbe30%.From1%to5%inclusive,thepenaltyratewillbe70%.Thepenaltyratewillbe200%andthewholelotwillbereturnedtoyouifthedefectrateexceeds5%.Zhou:Um...Itistoocomplicatedandhigh.Onesuccessfulcooperationdependsonmutualtrustandunderstanding.Daniel:Comeon,Mr.Zhou,don’tbesonegative.What’syoursuggestiononthepenaltyclause?Zhou:Formajordefects,ifthedefectrateisfrom0.5%to1%,thepenaltyratewillbe20%ofthecontractvalue.From1%to5%inclusive,thepenaltyratewillbe60%.Daniel:Allright.Ihopewewillneverusethisclause.Soshallweapplythesameprincipletotheminordefects?Zhou:Whynot?IamgladtohearthatbecauseIhavegreatconfidenceinmyproducts.Daniel:Good,Iamveryhappythatwereachanagreement.Wang:Congratulations!Letmakeaquicksummary.Eric:Goodidea.We'llbuyyou100,000cottonpantsatUSD$28.80eachcottonpantsCIFToronto.Thecottonpantswillbedeliveredintwoconsignmentsof50,000pieceseach.ThefirstconsignmentwillbedeliveredbyOctober1,andthesecondwillbedeliveredbyNovember20,whichareallpaidbysightD/P.AmIcorrect?Wang:Youareright.Asforpenaltyclause,ifthedefectratedoesnotexceed0.1%,thepenaltyratewillbe0.05%ofthecontractvalue.From0.1%to0.5%inclusive,thepenaltyratewillbe1%.From0.5%to1%inclusive,thepenaltyratewillbe20%.From1%to5%inclusive,thepenaltyratewillbe60%.Thepenaltyratewillbe200%andthewholelotwillbereturnedtoyouifthedefectrateexceeds5%.Eric:Great.Let’sdrawthecontracttonightsothatwecansignthecontracttomorrow.Whatdoyouthink?Zhou:Youareright.Danial:(looksthewatch)Dinnertimeiscoming,IknowthereisaveryniceCanadianRestaurantnearby,andshallwegotheretocelebrateourcooperation?Zhou:Perfect.Thankyouverymuch.Wang:It’sverykindofyou.Daniel:Itismypleasure.(Afteralmostoneday’snegotiation,Mr.ZhouandMr.Danialhavereachedanagreementoneverything,andthesalescontractwillbesignedbythetwopartiesthefollowingmorning.)基于C8051F單片機(jī)直流電動(dòng)機(jī)反饋控制系統(tǒng)的設(shè)計(jì)與研究基于單片機(jī)的嵌入式Web服務(wù)器的研究MOTOROLA單片機(jī)MC68HC（8）05PV8/A內(nèi)嵌EEPROM的工藝和制程方法及對(duì)良率的影響研究基于模糊控制的電阻釬焊單片機(jī)溫度控制系統(tǒng)的研制基于MCS-51系列單片機(jī)的通用控制模塊的研究基于單片機(jī)實(shí)現(xiàn)的供暖系統(tǒng)最佳啟停自校正（STR）調(diào)節(jié)器單片機(jī)控制的二級(jí)倒立擺系統(tǒng)的研究基于增強(qiáng)型51系列單片機(jī)的TCP/IP協(xié)議棧的實(shí)現(xiàn)基于單片機(jī)的蓄電池自動(dòng)監(jiān)測(cè)系統(tǒng)基于32位嵌入式單片機(jī)系統(tǒng)的圖像采集與處理技術(shù)的研究基于單片機(jī)的作物營(yíng)養(yǎng)診斷專家系統(tǒng)的研究基于單片機(jī)的交流伺服電機(jī)運(yùn)動(dòng)控制系統(tǒng)研究與開(kāi)發(fā)基于單片機(jī)的泵管內(nèi)壁硬度測(cè)試儀的研制基于單片機(jī)的自動(dòng)找平控制系統(tǒng)研究基于C8051F040單片機(jī)的嵌入式系統(tǒng)開(kāi)發(fā)基于單片機(jī)的液壓動(dòng)力系統(tǒng)狀態(tài)監(jiān)測(cè)儀開(kāi)發(fā)模糊Smith智能控制方法的研究及其單片機(jī)實(shí)現(xiàn)一種基于單片機(jī)的軸快流CO〈,2〉激光器的手持控制面板的研制基于雙單片機(jī)沖床數(shù)控系統(tǒng)的研究基于CYGNAL單片機(jī)的在線間歇式濁度儀的研制基于單片機(jī)的噴油泵試驗(yàn)臺(tái)控制器的研制基于單片機(jī)的軟起動(dòng)器的研究和設(shè)計(jì)基于單片機(jī)控制的高速快走絲電火花線切割機(jī)床短循環(huán)走絲方式研究基于單片機(jī)的機(jī)電產(chǎn)品控制系統(tǒng)開(kāi)發(fā)基于PIC單片機(jī)的智能手機(jī)充電器基于單片機(jī)的實(shí)時(shí)內(nèi)核設(shè)計(jì)及其應(yīng)用研究基于單片機(jī)的遠(yuǎn)程抄表系統(tǒng)的設(shè)計(jì)與研究基于單片機(jī)的煙氣二氧化硫濃度檢測(cè)儀的研制基于微型光譜儀的單片機(jī)系統(tǒng)單片機(jī)系統(tǒng)軟件構(gòu)件開(kāi)發(fā)的技術(shù)研究基于單片機(jī)的液體點(diǎn)滴速度自動(dòng)檢測(cè)儀的研制基于單片機(jī)系統(tǒng)的多功能溫度測(cè)量?jī)x的研制基于PIC單片機(jī)的電能采集終端的設(shè)計(jì)和應(yīng)用基于單片機(jī)的光纖光柵解調(diào)儀的研制氣壓式線性摩擦焊機(jī)單片機(jī)控制系統(tǒng)的研制基于單片機(jī)的數(shù)字磁通門(mén)傳感器基于單片機(jī)的旋轉(zhuǎn)變壓器-數(shù)字轉(zhuǎn)換器的研究基于單片機(jī)的光纖Bragg光柵解調(diào)系統(tǒng)的研究單片機(jī)控制的便攜式多功能乳腺治療儀的研制基于C8051F020單片機(jī)的多生理信號(hào)檢測(cè)儀基于單片機(jī)的電機(jī)運(yùn)動(dòng)控制系統(tǒng)設(shè)計(jì)Pico專用單片機(jī)核的可測(cè)性設(shè)計(jì)研究基于MCS-51單片機(jī)的熱量計(jì)基于雙單片機(jī)的智能遙測(cè)微型氣象站MCS-51單片機(jī)構(gòu)建機(jī)器人的實(shí)踐研究基于單片機(jī)的輪軌力檢測(cè)基于單片機(jī)的GPS定位儀的研究與實(shí)現(xiàn)基于單片機(jī)的電液伺服控制系統(tǒng)用于單片機(jī)系統(tǒng)的MMC卡文件系統(tǒng)研制基于單片機(jī)的時(shí)控和計(jì)數(shù)系統(tǒng)性能優(yōu)化的研究基于單片機(jī)和CPLD的粗光柵位移測(cè)量系統(tǒng)研究單片機(jī)控制的后備式方波UPS提升高職學(xué)生單片機(jī)應(yīng)用能力的探究基于單片機(jī)控制的自動(dòng)低頻減載裝置研究基于單片機(jī)控制的水下焊接電源的研究基于單片機(jī)的多通道數(shù)據(jù)采集系統(tǒng)基于uPSD3234單片機(jī)的氚表面污染測(cè)量?jī)x的研制基于單片機(jī)的紅外測(cè)油儀的研究96系列單片機(jī)仿真器研究與設(shè)計(jì)基于單片機(jī)的單晶金剛石刀具刃磨設(shè)備的數(shù)控改造基于單片機(jī)的溫度智能控制系統(tǒng)的設(shè)計(jì)與實(shí)現(xiàn)基于MSP430單片機(jī)的電梯門(mén)機(jī)控制器的研制基于單片機(jī)的氣體測(cè)漏儀的研究基于三菱M16C/6N系列單片機(jī)的CAN/USB協(xié)議轉(zhuǎn)換器基于單片機(jī)和DSP的變壓器油色譜在線監(jiān)測(cè)技術(shù)研究基于單片機(jī)的膛壁溫度報(bào)警系統(tǒng)設(shè)計(jì)基于AVR單片機(jī)的低壓無(wú)功補(bǔ)償控制器的設(shè)計(jì)基于單片機(jī)船舶電力推進(jìn)電機(jī)監(jiān)測(cè)系統(tǒng)基于單片機(jī)網(wǎng)絡(luò)的振動(dòng)信號(hào)的采集系統(tǒng)基于單片機(jī)的大容量數(shù)據(jù)存儲(chǔ)技術(shù)的應(yīng)用研究基于單片機(jī)的疊圖機(jī)研究與教學(xué)方法實(shí)踐基于單片機(jī)嵌入式Web服務(wù)器技術(shù)的研究及實(shí)現(xiàn)基于AT89S52單片機(jī)的通用數(shù)據(jù)采集系統(tǒng)基于單片機(jī)的多道脈沖幅度分析儀研究機(jī)器人旋轉(zhuǎn)電弧傳感角焊縫跟蹤單片機(jī)控制系統(tǒng)基于單片機(jī)的控制系統(tǒng)在PLC虛擬教學(xué)實(shí)驗(yàn)中的應(yīng)用研究基于單片機(jī)系統(tǒng)的網(wǎng)絡(luò)通信研究與應(yīng)用基于PIC16F877單片機(jī)的莫爾斯碼自動(dòng)譯碼系統(tǒng)設(shè)計(jì)與研究基于單片機(jī)的模糊控制器在工業(yè)電阻爐上的應(yīng)用研究基于雙單片機(jī)沖床數(shù)控系統(tǒng)的研究與開(kāi)發(fā)基于Cygnal單片機(jī)的μC/OS-Ⅱ的研究基于單片機(jī)的一體化智能差示掃描量熱儀系統(tǒng)研究基于TCP/IP協(xié)議的單片機(jī)與Internet互聯(lián)的研究與實(shí)現(xiàn)變頻調(diào)速液壓電梯單片機(jī)控制器的研究基于單片機(jī)γ-免疫計(jì)數(shù)器自動(dòng)換樣功能的研究與實(shí)現(xiàn)基于單片機(jī)的倒立擺控制系統(tǒng)設(shè)計(jì)與實(shí)現(xiàn)單片機(jī)嵌入式以太網(wǎng)防盜報(bào)警系統(tǒng)HYPERLINK"/detail.htm?375