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1、04/1)Good morning, Mr. Hunter. Nice to see you again.Good morning, Ms. Li. You too. Oh, you look good.Thanks. Have a seat please.Thanks.Mr. Hunter, you are here for the walnut meat. Am I right?Yes. Please make an offer for the walnut meat that can be supplied from stock.Ok. You are lucky, Mr. Hunter
2、. We've just laid the goods instock. By the way, do you have any special requirement for packing?No. Just the regular solid and seaworthy packing will do.I am glad to make you a firm offer for 250 metric tons of walnut meat at $420 per metric ton, CIF New York to be delivered by the end of Feb 1
3、997.How long will the offer remain open?The offer is subject to acceptance within 5 days.Ms Li, as far as I know, your price has gone up by almost 10% compared to the same period of last year. It's hard for us to make any sales at this price. I hope you could lower the price/make some reduction
4、to the price.Mr. Hunter, you must have been aware that during the past few months, the prices for walnut have gone up greatly, but our price is still lower than others'. You 'd better give it anall-round consideration. Our walnut meat is of high quality and walnut meat from other sources can
5、 hardly compete with ours.I admit that your walnut meat is of better quality. But such a price makes it hard for us to persuade our clients to buy your product. Plus, the fierce competition from the Korean and Thai suppliers can not be ignored. Ms Li, how about cutting your price by 6%?Our offer has
6、 been made after the consideration of different factors, including the rising tendency of the world market. If I were you, I wouldn 't worry at all. We could assure you that our offer is very reasonable if you give it an all-round consideration. I don 't think there will be any problem for y
7、ou to market our products. Frankly speaking, but for ourlong-term relationship, we wouldn't have made you such anoffer.The market prices are changing all the time. How can I be sure that the price won ' t fall before the goods arrive at our port? It's up to you.If you could guarantee del
8、ivery by January, I could then make a decision. It seems that the market wont fall be'fore then.It would be the best if delivery is in Feb. but we can promise to you that we will try our best to make delivery as early as possible.Good. By the way, do you allow any commission?I am sorry, Mr. Hunt
9、er. Our offer is not with commission.04/2)We are interested in your cotton yarn products. How is your supply situation?Here is our catalogue. Most of the items in it can be supplied from stock.It 's great. Can you quote for the items listed in the catalogue?Here is the price sheet. But these pri
10、ces are subject to our final confirmation. If you inquire specifically, we could make you firm offers.Thanks. Here is our inquiry list with the categories, specification and numbers listed.Thanks. We will go over your inquiry list and make you a firmoffer tomorrow.Ms Liu, I don 't think I need t
11、o remind you that the competition is getting increasingly fierce.Mr. Hanson, you will find our offers very favorable.Good. By the way, do you offer FOB or CIF prices?Both will do. But we usually offer CIF prices without commission.Ms Liu, it 's the first deal between us. As we ' ve never han
12、dled your products at our end, we hope you could make some reduction so as to help us introduce your products into our market.I will see what I can do.Ok, see you tomorrow.See you tomorrow.I studied your price list yesterday. I need not point out that your prices are too high for us to accept, nearl
13、y twice as much as the prices I can get elsewhere.You should not separate price from quality. And actually, thefirst consideration should be given to quality.Everybody knows that when comparing prices quality shouldbe taken into consideration. It ' sju st because that I' ve notice the qualit
14、y of your products that I am here to talk business with you.Good. There are cheap goods in the market. Mr. Hanson, if you take notice of the quality of our product you will find that our prices are very favorable.To be honest, it 's hard for us to market your product. If you don 't make any
15、reduction, I will have to turn to other suppliers.Ok, we agree to make some reduction. Mr. Hunter, please giveus an indication of the quantity you need.1500 to 2000 pieces for cotton yarn product Art. Number A150 and B225 respectively.Thanks. A 150 can be supplied from stock. and delivered immediate
16、ly.Good. Please offer us your best price for 1500 pieces.Ok. I am glad to offer you 1500 pieces of cotton yarn Art. No. 150 at $120 CIF Hamburg to be delivered within 21 days after the receipt of your L/C.Thank you for your offer. How about B 225? We need 2000 pieces of that.As to B225, it 's ou
17、t of stock at the moment. But we will tryour best to meet your demand. Please offer for goods August/September.I afraid August/September September/October?Ok. Letthat canbedeliveredinwon 'tdo.Howabouts make it September/October.Our offer is $126 per piece CIF Hamburg for cotton yarnproducts Art.
18、 No. b225 to be delivered in Sep/Oct. Mr. Hanson, both of these offers are subject to acceptance within 7 days. Fine. How would you like to be paid?Letter of credit.Thank you for you offer. I need to think it over and consult withmy colleague. I will give you a reply in 2 or 3 days.Take you time, Mr
19、. Hanson. The offers are open for 7 days.05/01Good morning, Mr. Anderson.Good morning.Tea or coffe?Tea please.After studying your inquiry list we found that most of the items you need are in stock. What do you think of our prices?Rather on the high side, I 'm afraid.I am very sorry to hear that.
20、 We always offer the best prices forour clients in order to make our prices in line with the worldmarket.Frankly speaking, we 've received several offers from other suppliers and their prices are about 10% lower than yours.How could it be? What we are talking about must be goods of different qua
21、lity. As far as our down products are concerned, there is little profit margin for us at this price.We know that your products are of good quality, especially the down quilts and garments. But we are talking about 20000 quilts and 30000 garments. Can you make any reductions?Mr. Anderson, as I said b
22、efore, the problem is that we have taken the quantity into consideration when making you the offer. So, you 'd better take notice of our quality. By the way, have you compare our products with other suppliers ' ? are they in the same class?Your products do have some advantages over theirs, b
23、ut theprice difference shouldn ' t be as much as 10%. If you don'tmake any reduction on price, we 'll have to turn to other suppliers.How much reduction do you have in mind?A 6% reduction would be very reasonable.Mr. Anderson, you are asking too much. A 6% reduction is beyond considerati
24、on. We could never go as far as 6%.Then how much can you lower your price?1%.4%?Oh, I 'm afraid that ' ll be too low for us to accept. The bestwe could do is 2%.You say 2%, and I say 4%. Let 's split the difference and meet each other half way and make 3%. What do you say?I am sorry but
25、I still can not accept that.How about 2.5%?Mr. Anderson, I appreciate your effort towards concluding thisdeal and your sincerity as well. To show our goodwill, we accept your bid.Thanks.Mr. Anderson, let 's recap on what we have agreed so far.We'll sell you 20000 down quilts and 30000 down g
26、armentsto be delivered in 2 month from August at $ 18.6 for each quilt and $16.8 each garment, CIF Vancouver payable by l/c.Good. That 's a deal. Thanks.05/02Mr. zhang, I am honored to have the opportunity to visit your company. I am impressed by some of the items displayed in the showroom.What
27、items are you interested in most?The T shirts. They look nice.Thanks. Our T shirts are famous for their high quality and are well received by youngsters in the overseas market, especially in your county.Mr. Zhang, the Korean T shirts are also very popular in our market.I can say T shirts from other
28、sources are not attractive but after seeing ours, you will find them particular in texture, fashionable in patterns and delicate in workmanship.How about the prices? Can you quote us a competitive price?theMr. Zhang, you must have been aware that the prices ofKorean T shirts are very competitive.Yes
29、, I am. But I need to remind you that when comparing prices you must take the quality into first consideration. As long as the quality is good, our customers will not care too much about the prices.Mr. Zhang, I agree. As long as the quality is good, it doesn'tmatter if the price is a little high
30、.The products we offer are not only superior in quality but also reasonable in price.I am glad to hear that. Mr. Zhang, if you could offer us a really competitive price, maybe we can place a large order with you.“ a large order ”? can you give me an indication of the exact quality you might order?Le
31、t's say 2000 dozen T shirts.2000 dozen? Mr. Steven, you must be kidding. 2000 dozen isindeed a very small number, so we could not offer you any competitive prices.Then how about 20,000 dozen?Oh, that 's much better. We are now ready to offer your 20000 dozen T shirts at $ 22.6 FOB Qingdao.Mr
32、. Zhang, you must be kidding. A friend of mine told me that you once sold him 200000 dozen T shirts at $ 18 FOB Qingdao.Is it Mr Frazel from ABC trading company in New York?Yes. It's him that told me you sell products of high quality at reasonable prices.Mr. Frazal is an old customer of ours. We
33、 did conclude a deal at this price. But that 's half a year ago. During this period, the market situation has changed greatly. As far as I know, the market has become rather firm. As I see it, with the coming of the season, the market is about to rise. As a businessman, you must have been very f
34、amiliar with the current world market.I certainly am. Frankly speaking, I have received several offers, most of which are below 20 dollars per dozen.20 dollars per dozen? How could it be? May I ask from where you got such offers?Most of them were from Korea and south Asian countries, such as the Fil
35、ipines and Singpore.Oh, I see. Mr. steven, you 'd better compare our products with other suppliers ' before placing the orders. If you can 't accept our prices, you could purchase from them.Mr. Zhang, compared to other supplier s ', your prices are indeed higher.Mr. Steven, you '
36、d better take the following facts into consideration:1) the world market has changed greatly, and the sellers have advantages over the buyers now.2) the prices for different raw materials have gone up greatly,and as a result the price of our cotton yarn has gone up continuously during the past 6 mon
37、th.3) The supply-demand situation has changed greatly during the past period of time, and you must have been aware of that. As we have a great number of orders, I am afraid our T shirts can not meet the demand.Mr. Zhang, thank you for you detailed explanation. Can you lower the price a little bit?Wh
38、at 's your counter offer?How about 20.5 dollars per dozen?We could hardly make any profit at this price.When do you expect us to make delivery?As we are in urgent need of the goods, I hope you could makeearly delivery. How about delivery within one month from now?It's hard for us to make del
39、ivery within one month at his price, as delivery within such a short tiem will increase our cost.How about 21.50 dollars then?Mr. Steven, this is our first deal. I sincerely hope that we could conclude this deal. I am ready to take a step forward.Let 'ssplit the difference and meet each other half way and make it22 dollars per dozen.Oh, Mr.zhang ， you talked me into it. Ok, I agree. I will place an order with you for 20000 dozen T shirts at 22 dollars per dozen FOB Qingdao ， to be delivered within one month from now.