商务英语对话

商务英语对话36篇 Dialogue 1: Johnson, 澳大利亚纺织品进口商; Chen,中国纺织品出口商.双方就印花府绸的价格进行对话 Johnson: I’ve compared your quotation with the prevailing market prices and with that of other origins, Mr. Chen, and I find your price is really high. Chen: But this is the best quotation we can make. We consider it a rock bottom price indeed. Johnson: I’m sorry to hear that. But we still find no way to accept your quotation. Chen: Mr. Johnson, I think you will agree that our products are of the best quality compared with similar products in the market. What’s more, they are brightly colored and beautifully designed. Johnson: I agree. But, you know, no material, however attractive, will sell well if it’s too expensive. We must always bear in mind the fact that all of us are operating in a highly competitive market. Chen: Then, what’s the price you would pay? Johnson: The best we can accept is $280 per bale, CIF Sydney. Chen: Did you say 280? Johnson: Precisely. Chen: The best we can do is to reduce our price by $10 and I should think we could strike a deal at $310. Johnson: I do appreciate the effort you’re making towards reaching an agreement, but frankly speaking, the gap between your price and mine is still enormous. I really don’t see how we can go above $290. Chen: Sorry, we may not be able to sell anything near that price. Johnson: That would be a pity, indeed. Chen: One thing I want to make clear is whether the quantity you ordered can be bigger. Johnson: If that is the question, then the answer is yes. I would order 300 bales more. Chen: Then, the price will be $295 per bale, CIF Sydney. Johnson: Is it possible 290? Chen: I couldn’t have said it any more. Johnson: I’m in a difficult position. It’s beyond my capability to decide it. Chen: In that case let me think it over. Now I have to say that my rock-bottom price is $292 per bale, CIF Sydney. Anything lower than this is impossible. Johnson: Considering our newly-established business relationship and the good quality of your product, I accept your lowered price of $292 per bale, CIF Sydney to be delivered in July this year. Chen: Then, with this settled, I hope we will have no difficulty in reaching an agreement concerning terms of payment. Johnson: I hope so. Dialogue 2: Ali, 埃及文具商,对中国的英雄牌钢笔感兴趣; Zhu, 轻工产品出口商.双方在价格方面进行讨论 Zhu: Oh yes, you have mentioned nothing about quantity yet. Ali: Well, if the order is a substantial one, how much will you come down? Zhu: But what’s your idea of a substantial order? Ali: It seems I’ll have to break the ice. OK, what if I ordered, say, 5,000 dozen? What would you charge then? Zhu: That would be a nice order, but one can hardly call it substantial. Ali: Mr. Zhu, surely there’s a difference between an order of 5,000 dozen and one of only 1,000 dozen. Zhu: You know we don’t do much bargaining. We go in for business on the basis of mutual benefit. Ali: Sellers are naturally reluctant to reduce their price. If I were the seller, I would do the same, but you certainly realize that lower prices are an effective marketing tool, in the short or the long term. Zhu: I’m afraid I don’t quite agree with you there. It’s only part of the matter. Ali: A very significant part? I believe. Zhu: A market secured by a reputation for quality is far more difficult to dislodge. Quality is the thing that counts most. Ali: Quality, yes. I admit your pens are of good quality. If you are prepared to give me a 5% reduction, I’ll consider placing an order for 10,000 dozen. Zhu: You are asking a great deal, Mr. Ali. Ali: But I’m offering a great deal as well. Zhu: 5% reduction is absolutely out of the question. Now Mr. Ali, to help you sell our product, we’ll make an exception — give you a special discount of 2%. That’s the best we can do. Ali: That’s the first step. With one more, we could strike a deal. To make things simpler, let’s split the difference and meet half way. You must leave us some margin to cover the advertising expenses. We will work very hard to make your pen a competitive brand, to establish a “brand image” in our market through promotion. Zhu: I appreciate your straightforwardness, Mr. Ali. Well, for a good start to our business relationship, we’ll make it 3%. Ali: Done! Mr. Zhu, thanks a lot. You’ve come a long way to meet me. Zhu: There is yet a long way to go, Mr. Ali. Dialogue 3: Doll, 德国食品进口商; Li, 厦门食品出口商.双方就可能发生的短重和不合格问题进行会话 Doll: There’s still a minor point to be cleared up. Li: Yes? Doll: You remarked yesterday you sell on shipped quality, quantity and weight. Li: So we did. The goods will be inspected by the China Commodity Inspection Bureau. It’ll then issue a certificate of quality and a certificate of weight. These will be taken as final and binding. Doll: But in the case of short weight or disqualification? Li: I assure you that is not likely to happen. Our goods should be guaranteed up to export standards before the Inspection Bureau released them. Doll: I know your products have a good reputation. But what in case there is short weight or disqualification? Li: In that event I don’t think the responsibility should rest with us. The goods may be spoiled or the weight gets short during transit. A claim would then be lodged with the insurance company. Doll: What you said stands to reason. Another thing, as our transaction involves Frozen Broilers, we have to make sure the sanitary standards are up to the requirements of the German Government. Li: Mr. Doll, our Inspection Bureau will issue a Veterinary Inspection Certificate to show that the shipment is in conformity with export standards. Doll: Just to make sure that your standards are the same as ours, I wonder if it’s possible for one of our vets to inspect your factories. Li: I’m sorry, that’s never been done. However, if you, as the representative of your firm, wish to visit one of our factories, it can probably be arranged. Doll: Thank you. Mr. Li, in addition to the certificate you mentioned, could we have another one showing the goods to be free from radioactive contamination? You see, some of our clients are very sensitive about this. Li: Your request is understandable. Well, I’ll get in touch with the Inspection Bureau and see what they have to say. Doll: That would be very kind of you. One last thing, however, is that we should like to have each copy of the certificates in German. Li: As a rule, our certificates are made out in Chinese and English. Doll: I see. A copy in English would do as well. And the certificate will be signed by the commissioner of your Bureau. I take it. Li: Our certificates are made valid through the official seal and personal chop of the commissioner. Doll: I see. Well, thanks for everything. Li: Don’t mention it. Glad to have been of help. Dialogue 4: Song, 广州肉制品出口商; Hawk, 新西兰进口商.双方就冻禽制品的检验问题进行对话 Song: I’m so glad that you will renew your order to import frozen poultry from us this year. Hawk: Frozen poultry is in high demand in our market. Song: May I know your approximate annual requirements for the coming year? Hawk: Let’s leave this alone for a moment. I’d like to modify the inspection clause first. Song: Why? Hawk: I’m sorry to tell you that most of the poultry you sent us last year didn’t reach the standard you had promised. We hope that, in the coming year, the grade of quality shall be determined by our inspection institutes and the certificate thus issued shall be taken as final. Song: But we did business on usual terms last year. Hawk: Yes. And we’ve accepted all the deliveries. But I’m afraid that we feel the quality certificates issued by your inspection bureau are not entirely trustworthy. Song: What do you mean by saying this? Do you have any evidence to prove that the poultry is disqualified? Hawk: Well, we didn’t check each dispatch. But we have the impression that the poultry wasn’t up to our standards after we inspected several dispatches. Song: If you don’t have any evidence, I’m afraid we can’t accept your demand to modify the inspection clause. Hawk: Well, the point is that the quality of all our meat imports is determined by our inspection institutes and their certificates are regarded as final. Song: Who will inspect your exports to us? Hawk: The inspection can still be most conveniently done by us. Song: Do you think it’s fair? Hawk: We usually carry out our trade with nearly all other countries in this way. Song: Well, we insist that our trade with foreign countries should be done on the basis of equality and mutual benefit. We don’t want to impose any unequal conditions on you; on the other hand, we’ll by no means tolerate any unreasonable demand. Hawk: Well, I think I’d better talk with my boss about this first and we’ll fax you our final decision. Dialogue 5: Ali, 埃及批发商; Liu, 中国某产品出口商.埃方认为佣金偏低,中方认为提高佣金会影响竞争力 Ali: Mr. Liu, we have gone too far off the point. Let’s return to the topic of commission, shall we? Liu: That’s just what I was going to propose. Ali: Honestly, Mr. Liu, the rate of commission you are going to grant us is far too small. Liu: But that’s exactly the same we pay to other agents. Any increase would have to be put onto the price and make it less competitive. Moreover, when other customers get to know it, they are likely to raise questions. It would then be very embarrassing. Ali: That I know. But then, they have established their markets while we have to start from the very beginning. Besides, it’s a new product. We shall have to spend a lot of money on advertising. Liu: There may be some truth in what you say. But your ten percent is far from being acceptable. Ali: Could we make a compromise? Allow us a higher rate for a certain period, say 6 months. What would you say to it? Liu: That sounds more practical. But I can’t decide it for the moment. I have to get confirmation from my head office. Ali: When can you give me a definite answer? Liu: Will you come round tomorrow afternoon? By then I’ll be able to inform you of the results. Dialogue 6: Larry, 美国陶瓷批发商; Yu, 某工艺品公司出口部.双方谈话集中在佣金条件和订购数量 Yu: It would be the best, if you could promote sales of our products. Larry: I am willing to be at your disposal. What about the commission? Yu: Usually a 2% commission is given to our agent. Larry: Mr. Yu, 2% is not enough, is it? Yu: Well, the commission can be increased if a substantial quantity is ordered. Larry: What about an order of 5,000 cases? Yu: For 5,000 cases, a 3% commission is the maximum. Larry: The terms are rather harsh on us, aren’t they? Yu: No. do you have any specific idea? Larry: Is it possible to increase the commission to 5%? Yu: A higher commission means a higher price, and so it will not be easy for us to sell our products. Larry: But it’s not so easy for us either. It is expensive propaganda, to advertise the goods in order to promote the sales. Even a 5% commission is not high. Yu: How much could you order after all? Larry: How about a larger order? What’s commission then? Yu: That all depends on the quantity. A 3% commission is for an order of 5,000 cases and a 0.5% commission is to be added for each additional quantity of 1,000 cases. Larry: According to what you say, I can get a 5.5% commission if 10,000 cases are ordered. Yu: Yes, the commission from our corporation is very favorable, isn’t it? Larry: Yes. If that is so, it is worthwhile for us to develop business in this line. I’ll depart for home in a day or two, and speak to the American Trade Company. We will specify the quantity when we are going to place an order. Yu: Mr. Larry, I wish you a success. Larry: Thanks for your kind consideration. Dialogue 7: Fremont,法国商人; Liang, 中国服装进出口公司.双方会谈如何包装商品才能经受住长途海运 Fremont: What about the outer packing? Liang: We’ll pack them 10 dozen to one carton, gross weight around 25 kilos a carton. Fremont: Cartons? Liang: Yes, corrugated cardboard boxes. Fremont: Could you use wooden cases instead? Liang: Why use wooden case? Fremont: I’m afraid the cardboard boxes are not strong enough for sea transportation. Liang: The cartons are comparatively light, and therefore easy to handle. They won’t be stowed with other heavy cargoes. The stevedores will see to that. Besides, we’ll reinforce the cartons with plastic straps. Shirts are not fragile goods. They can stand a lot of jolting. Fremont: Maybe you are right, but the goods are to be trans-shipped at Hong Kong. If the boxes are moved about on an open wharf, dampness or rain may get into them. This would make the goods spotted or ruined. Liang: No need to worry about that. The cartons are lined with waterproof plastic sheets, and as the boxes are made of cardboard, they will be handled with care. Fremont: Well, I don’t want to take any chances. Besides, cartons are easy to cut open, and this increases the risk of pilferage. Liang: Tampering with cartons is easily detected. I should say that this rather discourages pilferage. Fremont: Maybe so, but I’m afraid that in case of damage or pilferage, the insurance company will refuse compensation on the ground of improper packing, or packing unsuitable for sea voyage. Liang: But cartons are quite seaworthy. They are extensively used in our shipments to continental ports. There are never any complaints from our clients, and such packing has also been approved by our insurance company for WPA & TPND coverage. Fremont: If you could guarantee compensation in case the insurance company refuses to honor a claim for faulty packing, we would be quite willing to accept cartons. Liang: I’m sorry, but we can’t take on any responsibility that is beyond our functions and powers. We’ll make sure that the packing is seaworthy, but we can’t commit ourselves to being responsible for every kind of mishap. Fremont: I can understand your position. Perhaps I’m asking too much. Liang: We’ll use wooden cases if you insist, but the charge for that kind of packing will be considerably higher, and it also slows down delivery. Fremont: Well, I’ll cable home immediately for instructions on the matter. Liang: Please do. I’ll be waiting for your reply. Dialogue 8: Frank, 美国进口商; Wang, 中国出口商.根据美国联邦食品药品管理局的新规定,中方出口的马铃牌罐装荔枝的货物标签不再有效,双方就新标签的使用和版式交换意见 Wang: In my opinion, overly strict regulations are just another way of restricting imports. Frank: Ah, there’s something in what you’re saying. According to the present FFDA regulations, the Ma Ling labels as they are cannot be used if the lichee is to be offered for import into the U.S. Wang: Why not? Our canned lichee and other canned provisions have already been widely sold in various markets abroad, and Ma Ling label has now been accepted by most overseas customers and importers. Is it possible for you to use the Ma Ling labels as they are? Frank: I’d be quite willing to if I could, but we must comply with the label requirements according to our law, or we can’t clear the consignment of lichee through the Customs. Wang: In that case, what can we do to help you? Frank: Would you consider quoting us for the order with neutral (unlabelled) cans on a CIF basis for delivery in Hong Kong? Our associated company there will have the labels printed to comply with the FFDA regulations. Wang: Do you think that’s the only way out? You know we usually do the labeling ourselves as we are responsible for the brand labels of our products. Frank: Well, the present label won’t do. Is it possible for you get round the Ma Ling Factory to print different labels for us? Wang: Yes, I think they might consider it as long as your requirements are reasonable. Frank: This is great. I could wish for nothing better. Wang: Let’s hear what idea you have in mind. Frank: The FFDA insists that only 2 languages be used on the labels. Since there are two principal display panels on the label, one can be in English and the other in Chinese. The important point is to have information on one of the panels in English only. Wang: The German or Dutch description on the current labels is to be deleted then, isn’t it? Frank: Yes, that’s what we want. Wang: Any other changes? Frank: Yes, just one more thing. The net weight must be indicated in a type of required size, that is, one-eighth of an inch minimum, and placed in the lower 30% of the panel. Wang: I see. We shall give it our immediate attention. Frank: Thanks for your help. Dialogue 9: Spencer, 英国服装进口商; Fan,中国出口商. Spencer对浴衣的纸箱包装有异议,认为不够结实,双方经讨论后达成一致 Spencer: Shall we discuss the packing now, Mr. Fan? Fan: All right. Bathrobes are packed in cartons of 20 dozen each. Spencer: Do you think cartons are strong enough for a long sea voyage? Fan: It doesn’t matter much. We strengthen the cartons with four nylon straps outside. Spencer: But you should know that dampness may get into cartons during long distance shipping. This would make bathrobes spotted. And it may bring us a great deal of loss. Fan: You can be assured. The cartons are lined with waterproof plastic sheets. Besides, we use a transparent polyethylene bag for each bathrobe. Spencer: That’s good. The transparent packaging gives the consumer a clear view of the colors of the bathrobe and facilitates its marketing in supermarkets, department stores and other retail outlets. Fan: That’s true. We keep making improvements in our packing method in order to meet the demands of the market. By the way, do you have any other questions or requirements regarding packing? Spencer: The inner packing needs to be improved. It does not look attractive enough to customers. Although your bathrobes are reliable in quality, you lose out to others just because you fail to pack the goods properly. Fan: That’s a good suggestion, but can you be more specific? Spencer: You should have color designs on each transparent polyethylene bag. In this way, the bathrobes can be more eye-catching. Fan: Good idea. We’ll see to it that packing appeal to the eye as well as to the purse. I’ll pass it on to the designers. Any other suggestions? Spencer: No, nothing else. I suppose everything concerning packing is clear now. Dialogue 10: Luo, 电脑经销商; Allen,美国电脑出口商. Luo想成为美方电脑在中国的独家代理商, Allen认为双方仍处在相互了解的阶段 Luo: May I know the conditions as a sole agency? Allen: Mr. Luo, your offering help to push the sales of our products will be appreciated by us. But as we are now only at the get-acquainted stage, we consider it rather premature to take into consideration the matter of sole agency. Luo: What about your suggestion? Allen: In my opinion, it would be better for both of us to try out a period of cooperation to see how things prove. Also it would be necessary for you to test the market ability of our products at your end and to continue your efforts in building a large turnover to justify the sole agency arrangement. Luo: How long do you mean the trial period should be? Allen: One year, we suggest. If everything turns out satisfactory, we shall revert to this subject without delay. Luo: Mr. Allen, you needn’t to spend long testing our market ability of your products. Please be convinced that we will try our best to fulfill the sufficient turnover so as to warrant the sole agency appointment. Allen: But you should at least let us know your market connection, the effectiveness of your sales organization and your technical ability to handle the goods to be marketed. Luo: We have more than 20 sales representatives, who are on the road all the year round, covering the whole of China’s market. Allen: Do you have any middlemen or sell direct to the retailers? Luo: Through years of efforts, we have set up effective channels of distribution and we canvass the retailers direct without any middlemen. Allen: Well, if you could pursue your efforts in building a large turnover, we shall be glad to take into con