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1、目录UnitllShipment 2Unit13Insurance 3Unit02 Marketing4Unit03 Inquiries 5Unit09 On Terms of Payment6Unit01 Establishing Trade Relation7Unit04 Offer 8Unit08 On price 10Unit06Packing 11Unit07Quality 12Unitll ShipmentJ: Now that we are satisfactorily dealt with the question of payment terms. I m desirous
2、when youan effect the shipment.S: By the end of April, I think.J: That would be too late. You know, April is the high season for this commodity on our market. Besides, our entrance customs formalities are rather complicated and will take a long time. So, you must deliver the goods before the end of
3、March, otherwise we won t be able to catch the shopping season.S: I would glad to do that if we can. However, I must point out that our factories have a lot of back orders on hand and getting the goods ready, making out the documents and booking the shipping space all this takes time. So, I m afraid
4、 it s difficult to improve any further on the time.J: Can t you find some way for an earlier delivery? If you can the delivery by the end of March, we shall lose out.S: All right, we ll do our best to advance the shipment.J: Thank you very much for your help. And, how about the transhipment? We pref
5、er direct shipment, you know transhipment adds to the expenses, risks of damage and sometimes may delayarrival.S： We only have the goods transhipment at Hong Kong.J: If it is Hong Kong, we can accept it.Unit13 InsuranceS: Good morning.J: Good morning. I m Jerry, a Japan businessman, and I m looinsur
6、ance from your company.S: Welcome. My name is Shen. T ake a seat, please.J: Thank you, Mr . Shen. What kind of insurance are you able to provide for our bicycles?S: We are able to cover all kinds of risks for transportation by sea, land and air .J: En, what risks should be covered for my goods?S: We
7、 can serve you with a broad range of coverage against all kinds of risks for sea transport. It s better for you to scthis leaflet first, and then make a decision.J: F.PA that means Free from Particular Average is good enough, what do you think?S: Surely y ou can, all depends on you, but don t you wi
8、sh toarrange for TPND? They suit your consignment?J: Ok, I ll have the goods covered as you said. Now that what is the insurance premium?S： The premium for bicycles is 0.4%. So the total premium is 1999.J: Good, Mr . Shen. Thank you for your assistance.S: Don t mention it. See you.J: See you again.U
9、nit02 MarketingJ: Mr. Shen. We have learned your catalogue you give us last time.S: Oh. How things going? We hope you company can appreciate it.J: En. T o some degree, we can accept your price. However , we found the rice market in Japan has been charged by several major companies. That means we are
10、 confronted many difficulties in pushing sale.S: Oh. Don t worry about it. Recently , we have produced a new item.J: Really? Could you let me know something about if it wouldn inconvenience you?S: Of course. We call this new item 008, which have many outstanding properties compared with the 007. For
11、 instance, this new item doesn t contain any pollution and no chemicals were added into them.J: That sounds great. Is there any other property of it besides thatone?S： It seems that you are interested in it, so, I will give you a pamphlet before you leave here.J: Ok, Mr . Shen, would you mind me tak
12、ing some samples to do some survey of this new item while I am worried about its future market. You know, first-hand information is always more valuable than reading pamphlets.S: No problem. We would be very glad to know the market reactions after your survey.J: Well. I hope Japan is really a potent
13、ial market for your new item.Unit03 InquiriesJ: Im glad to have the opportunity of visiting your corporation. I hope we can do business together .S: It s a great pleasure to meet you, Jerry. I believe you have seen our exhibits in the showroom. What is it in particular you re interested in?J: Im int
14、erested in your 007 rice. I have seen the exhibits and studied your catalogues. I think this item will find a ready market in Japan.Here s a list of requirements. Ihavedyoker towest quotations,CIF Japan.S: Thank you for your inquiry . Would you tell us what quantityyou require so that we can work ou
15、t the offer?J: I ll do that. Meanwhile, could you give me an indication of the price?S: Ok, here is our FOB price. All the prices in the lists are subject to our confirmation.J: What about the commission?S: As a rule we do not allow any commission. But if the order is a sizable one, we ll consider i
16、t.J: Fine! We ll negotiate after we decide the quantity of our order . We are going to order from you.S: When shall I hear from you?J: Next Friday!Unit09 On Terms of PaymentJ: Im glad we are likely to conclude the first transaction with you soon. We settled all the questions about price, insurance,
17、packing and shipment. Now, let s come to the terms of payment.S: Ok, that s what I was going to say. As you have seen from the contract, our terms of payment are by irrevocable by sight draft against presentation of shipping documents.J: I m sorry that you insist on payment by L/C. You know, a lette
18、r of credit would raise the cost of my imports especially for this trial order . That leaves us no margin of profit at your terms of payment. Could you make an exception in your case and accept D/P or D/A?S: I m afraid not. It s our usual practice to accept payment by L/C only except for some specif
19、ic circumstances.J: Ours is not a normal case, is it? It is in the nature of trial order . You know, we can finalize the business if you can give us some favorable terms and a smooth first deal always helps future business.S Mnnwe agree to D/P sight, which is the best we can do.J: Thank you for your
20、 consideration, still it is not good enough. It would help me a lot if D/P after 60 days is accepted.S: Sorry, that is the most favorable terms we can offer .J: All right. It seems that I have no alternative but to accept your terms of payment D/P at sight.Unit01 Establishing Trade RelationJ: We all
21、 know your corporation has received a great reputation and build a good will in the world.S: Yes, our export of rice to other countries has considerably increasedduring the last few years, and the demand becomes greater and greater .J: Oh, it appears that Chinese rice is very attractive. Just as you
22、 say, there are more and more Chinese rice in Japanese market.S: You said it. Your Japanese people have the same taste about rice as Chinese people. What s more, the excellent quality and reasonable price of our rice has also attracted many customers in Japan.J: Em. That is the just reason why I wan
23、t to establish business relations with you.And, may I have a look at your samples first ?S: Of course, this way please. We have three items of rice: 006, 007, 008. And, the 007 rice has a large market in Japan.J: Ah, we really like 007 very much. However , I m not sure about the pesticide residues i
24、n your rice. I m sure you must haveugivethoiught to thematter . But you know, our government restriction have been getting more and more tight, so we are not allowed to import any polluted goods.S: We can understand it under such tense situation. So, we can provide you with some samples of these thr
25、ee items.J: Great! You are so considerate. Oh, I have an appointment at 9:00. Shall we talk the details over tomorrow morning?S: Ok, see you tomorrow.J: See you.Unit04 OfferS: Look, all these articles are our best-selling lines.J: Oh, how marvelous! Please give me two samples each of the toy car and
26、 thedoll. What prices do you quote for these two items?S They are all on the catalogues. Here s the price list. You will see allthe prices are very competitive.J: Do you quote CIF or FOB?S: All prices are FOB with a commission of five percent for you.J: But I d rather have your lowest quotation CIFC
27、 5% Japan.S: That can be done easily. We ll work out CIF offer this evening andgive it to you tomorrow morning. But could you give us a rough idea of the quantity you require?J: I think it s better for you to quote your price first. The size of our order depends very much on your price.S: All right.
28、 We ll see what we can do. If the order is so large, we offer you our most favorable t erms. We ll give you a 5 percent discount.J: Thank you. That does seem to be a nice offer . And how long do you generally keep your offers open?S: The prices on the catalogue are without engagement. In case of fir
29、m offers we usually keep our offers open for three days.J: Could you make the offers firm for seven days? You see, I ll have to stelegram to my customers and ask about their opinion.S: Ok, no problem. We ll consider it when we come to the concretebusiness.Unit08On priceJ: To tell you the truth, we a
30、re greatly surprised at the prices you offer us. We had expected much lower prices.S: This year s prices are higher than last year s. But they are stlower than the quotations you can get elsewhere.J: Im afraid I can t agree w i there. I can show you other quotations that are lower than yours.S: When
31、 you compare the prices, you must take everything into consideration. Our products are of high quality, while the quotations you get from other sources are for goods of ordinary quality.J: I grant that yours are of better quality. But still we don t think wesucceed in persuading our clients to buy a
32、t such high prices.S: If I were you, I wouldn t worry about thOinT everything intoconsideration, I can assure you the prices we offer are very favorable. I don t think you ll have any difficulty in pushing sales.J: But the market prices are changing frequently. How can I be sure that the market will
33、 not fall before the arrival of goods at our port?S: No, I don t see that youan. It s up to you to decide.J: If you can promise delivery before July, 2006, I ll be able to decide. It has if the market won t go down until then.S Ok, that s no problem. We will try our best to make delivery in July.J:
34、That will be ok!Unit06PackingJ: What s your condition then, Mr. Shen, as far as packing is concerned?S: Well, as you know, we have definite ways of packing towels for sea shipment. As a rule, we use polyether wrapper for each article, all ready for shelf selling.J: Good. A wrapping that appeals to t
35、he consumers will certainly help push sales. With keen competition from similar towel producers, the merchandise must not only be of nice quality, but also look attractive.S: Right are you. We will see to it that the towels appeal to the eye as well as to the purse.J: What about the outer packing?S:
36、 Wej ll pack them six towels each with a different color in a box, ten boxes in a carton.J: Cartons? Can you use wooden cases instead? I m afraid the cardboard boxeare not strong enough for sea transportation.S: The cartons are comparatively light, and therefore easy to handle. Besides, we ll reinfo
37、rce the cartons with iron straps.J: Ok, I understand your position. Perhaps I m demanding too much.S: Wej ll use wooden cases if y ou insist anyway, but the charge for that kind of packing will be considerably higher , and it also slows down delivery.J: Well, I ll come home immediately for the final
38、 confirmation on the matterS: Please do. I ll be waiting for your soonest reply.Unit07 QualityS: Good morning, Mr . Jerry. Welcome to China.J: Good morning, Mr . Shen. This is the third time I come to China. I really love China, especially its amusing dragon dance and its beautiful garments.S: I m g
39、lad you could say so. Do you want to see some of our samples?J: Right. Thank you. Oh, what a beautiful display of garments.S: Do you really like it? You know, our garments have been sold in over80 countries and regions.J: That s great. ou export mostly shirts, trousers, work clothes and suits, don t
40、 you ?S: Yes, we did in the past. But now our export garments include jackets, ski suits, hunting suits, over coats, all-weather coats and dresses.J: Your laborious workmanship is something we appreciate most. I know a bit about this line and I can see the quality from its design.S: We are quite pro
41、ud of our craftsmanship.J: Mm, The material is superb.S： It s comfortable too.J: Fine. Nowadays, people care much for the material, but they pay much more attention to its design.S: We can produce garments designed after the fashions of different markets or according to the buyer s samples.J: Really
42、? That s good. Could the garments be made specially foeour market, I mean , according to the samples given?S: Of course, we can arrange production to meet national characteristics and habitual tastes of different countries.J: Thank you. May I come back tomorrow afternoon to continue the talk?S: All right, see you!