Unit 6 Rejection, Acceptance and Orders. 目录 Practices Listenning Discuss Situational Dialogues...
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Unit 6 Rejection, Acceptance and Orders Practices Listenning& Discuss Situational Dialogues Useful expressions Task Listen & Discuss 1. What does work out mean here? 2. How did the small suits sell? 3. Why will Mrs. Thomas change quantities? 4. How many suits will Mr. Thomas order? 5. When will Mr. Browns company produce the suits? It means sell. Not very well. Customers held back on the small. Because she took too many small and not enough large. 30,000. When the purchase order gets to his company. Listen to the conversation three times and try to answer the following questions after discussing with your partner. INTENSIVE LISTENING Mrs. Thomas: Hi, Mr. Brown. Nice to meet you. Mr. Brown: Hi, Mrs. Thomas. Nice to meet you too. How did that last lot of ready- mades work out? Mrs. Thomas: Do you mean the lot you sent with the suiting? Mr. Brown: Yes. Were they too late? Mrs. Thomas: They were just in time for the spring buying. Mr. Brown: Thats great. Could you take some more this time? Mrs. Thomas: Of course. But we will have to change quantities. Mr. Brown: Why is that? Mrs. Thomas: We took too many small and not enough large. As a result, customers held back on the small, and snapped up the large on sight. Mr. Brown: So that means youll take more large, isnt it? Mrs. Thomas: Yes. We will take 30,000 suits with more large. Mr. Brown: Thank you. We will carry out the production when the purchase order gets here. Useful Phrases invite/ solicit an order purchase order place an order in blank close an order accept an order repeat an order pass with an order prompt attention confirm an order Certificate of Origin Useful Sentence Patterns You have been trying to secure an order from us. Now we want to place an order with you. The goods are out of stock at the moment. The goods you ordered are in short supply at present. Supply is exceeding demand. Our factory is fully committed to/occupied with fulfilling existing orders. / to be continued Useful Sentence Patterns What is your minimum order for this item? Can we make a trial order of 500 units for these items now? We would like to modify/make an alternation to our last order. What other documents do you require in order to execute this order? Will you provide us with some favorable terms/preferential conditions for follow-up orders? 500 / ? A: Here is our price sheet on an FOB basis. It is subject to our final confirmation. B: Good. Would you mind if I speed a few minutes looking at it? A: Of course not. Take your time, please. B: At a glance I find your prices are much too high. A: As you know, the raw materials prices have soared in recent months. B: We only ask that your prices are in line with others . [ ]Thats reasonable, isnt it? A: Well, to get the business done, we can consider reducing our price. Would you let me know what the quantity you intend to order, so that we can fix our price accordingly ?[ ] B: If the price is acceptable, well take 200 cars. Situational Dialogue 1 A: In that case well reduce our price by 2%. B: When I say your prices are much too high, I mean they are 10% higher than others. A: Impossible. This is the best we can do, Mr. Black. We cant make any further concessions . B: If thats the case, theres not much point in further discussion. [ ]We might as well call the whole deal off .[ ] A: What I mean is that we are not in a position to come down to your price.[ ] This is the very best offer we can make for you. We consider this is a rock-bottom price indeed. Im afraid you wont find another company who will give you a cheaper price than ours. B: Is it possible that you give us a commission, say 5%. Situational Dialogue 1 A: Sorry, we generally do not allow any commission. If you compare the quality of our goods with that of other countries, you will see that our price is very reasonable. B: We very much regret to say that your price is still too high and out of line with the prevailing market level.[ ] We appreciate the good quality of your goods, but unfortunately we are not going to accept the offer on your terms.[ ] A: It doesnt matter. Maybe you can ask other supplier for the cheaper one. But Im sure that after that youll find ours better deal. B: Ill try. Anyway thank you for your offer. Hope well find opportunity to do business in the future. A: We will, I think. Hope you are lucky. See you next time. B: Thank you. See you. Situational Dialogue 1 A: Mr. White, you are an old friend of ours. Considering our long-standing friendship and also to encourage the future cooperation between us, I ve persuaded our export manager to cut our price by 5%. Will that satisfy you? B: That s great. I accept. We appreciate your making your best efforts for us. A: May I repeat 100 units of electric motors Y2- 160M-4, specifications as shown in the catalogue, at 84 each, FOB Dalian. Is it right for the price? B: That s right. Shall we go over the other terms and conditions of the transaction? A: All right. We have no objection to the stipulation about the packing, inspections and arbitrations , which will be the same as before. Situational Dialogue 2 B: Yes, may I stress that the packing should be strong wooden case and suitable for long-distance ocean transportation. A: No problem. We ll see to it. What about the shipment date? B: They are to be shipped not later than December 30, A: There s no question about that. B: And about the terms of payment? A: The payment is to be made by sight L/C , which is opened and sent b y buyer 30 days before the date of shipment, 30 as we agreed on before, isn t it? B: Yes, quite so . Situational Dialogue 2 A: We would like to add the stipulation that the letter of credit shall be valid until 15th day after shipment, so that we have enough time to prepare for documents and negotiation. B: We ll do that when opening L/C. A: Any questions about other terms? B: No, as same as before, I think. A: Good. Then, we have agreed on all the major terms. B: Yes, Mr. Zhou. I m pleased we have concluded the transaction close a deal; make a deal). A: When will you place your order for these goods? B: This Friday of Saturday. I need a couple of days to work it out and type. Situational Dialogue 2 A: The earlier the better, as the price of materials is rising fast recently. I expect buying the materials as possible. Otherwise it will add to our cooperation cost. B: I understand that. Please r est assured to rest assured that I will try my best to get our order form ready as soon as possible. My company is urging me to return and I ve booked the next Monday s flight at 7:00 am. A: Okay. This weekend we would like to take you sightseeing in our city and then hold a farewell party for you, if you have time. B: Great. Thank you very much for your thoughtful hospitality. A: You are welcome. See you later. B: See you later. A: Oh, keep in touch by phone before you finish your order form. B: OK. I will keep you informed ] when I can finish it. A: Good. Thank you very much. Goodbye, Mr. White. B: Goodbye, Mr. Zhou. Situational Dialogue 2 Practices Task 1 Work in pairs to practice the following useful expressions (in its proper form) in Situational dialogues. (1)would you mind if (2)in line with (3)make a concession (4)be in a position to (5)regret to say (6)have no objection to (7)conclude the transaction (8)please rest assured that (9)keep you informed (10)keep in touch Task 2 Translate the following into Chinese. Practices (1)We have reduced our price. It is impossible for us to take another step down. (2) We accept this counter-offer. We are actually making this an exception with an eye to future business. (3) We have confidence in the quality of our products. We are sure that there will be no occasion for you to lodge claims. Task 2 Translate the following into Chinese. Practices (4) As prices are steadily rising, we would advise you to place your order without delay. (5) Our product is in great demand and the supply is limited, so we would recommend that you accept this offer as soon as possible. (6) Your counter-offer seems to be too low. If so, our profit margin will be too small. Task 2 Translate the following into Chinese. Practices (7)If you increase your initial order to , I suppose we would consider reducing the price to $380 per unit. 3 380 (8) If you stick to your counter-offer without without any compromise, we might not be able to make a deal. (9) Your bid is obviously out of line with the price ruling in the present market. Task 2 Translate the following into Chinese. Practices (10) Our table-cloths are moderately priced and quite salable in your market. (11) All your quotations are on an FOB Vancouver basis. May I ask if you allow any discount? FOB ? (12) Isnt it possible to give us a little more discount? ? Task 2 Translate the following into Chinese. Practices (13) If you are prepared to give me some allowance, Ill consider placing an order for dozen. (14) If we place an order for dozen up, can you give us a special discount? 2000 ? (15) How about meeting each other half way, and each of us makes a further concession so that business can be concluded. ` Practices Task 3 Translate the following into English. (1) 2% 20 (2) 5% (3) 4% If you reduce the price by 2%, I think we can buy 20 MT. We shall book a trial order with you, provided you give us a 5% commission. Hope that you will make at least a 4% reduction on your quotation, or business is not possible. Well give you 4% discount for a good start for our business relationship. Well give you 4% discount for a good start for our business relationship. Practices Task 3 Translate the following into English. Since the present market is so weak, youll have to lower your price if you want us to increase sales. Since the present market is so weak, youll have to lower your price if you want us to