伦敦某公司的冯小姐到某茶厂询问有关乌龙茶Oolong tea的价格。谢小姐接待了她。
A:I’m glad to have the opportunity to visit your corporation .I hope we can do business together.
有机会拜访贵公司，我感到很荣幸。希望能与贵公司共同合作。
B:It’s a great pleasure to meet you, Miss Feng.I believe you have seen our teas in the tea factory ,What is it in particular you’re interested in?
冯小姐，很高兴与您会面。相信您已在茶厂参观了我们的茶，请您谈谈对那些产品感兴趣？
A:I’m interested in your oolong tea,green tea,scented tea and health protection tea .I’ve seen your teas and studied your catalogues.I think this teas will find a ready market in London.Here’s a list of requirements.
我对你们的乌龙茶、绿茶、花茶和保健茶感兴趣。在看了你们的茶叶和目录后，我觉得这些商品在伦敦会很有销路。这是询价单。
B:Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer?
谢谢您的询价。为了便于我方报价，能否请您谈谈贵方需求的数量？
A:I’will do that.Meanwhile ,Could you give me an indication of the price?
行。同时请你们给出一个估计价格好吗？
B:Yes,here is our FOB price.All the prices in the lists are subject to our confirmation.
好的！这是我们的FOB价格，单上所有的价格以我方最后确认为准。
A:Well,we place an order of the oolong tea and green tea 150 kilogram each,scented tea 80 kilogram and health protection tea 50 kilogram.Your quotation is higher than the orther suppliers.Could you give me 10% discount?
好的。我需要乌龙茶和绿茶各150公斤，花茶80公斤，保健茶50公斤。你方的报价比起其他的供应商高很多。你能给我10%的折扣吗?
B: Our price is well in line with the international market,fair and reasonable.
我方的报价是与国际市场相一致的，公平，合理。
A:But your prices is higher than the other supplier.
但你方的价格比起其他的供应商要高很多。
B:Because our products quality is the best,and we are in a position to offer tea from stock.
这是因为我们的商品质量是最好的，还有我们现在可以报茶叶的现货价格。
A:I know,but can you considering our long-terms coroperation and give me 10% discount?
我知道，但是你能考虑一下我们的长期合作关系给我10%的折扣？
B:You certainly have a way of talking me into it.Let’s make a concession.You must be order more 20 kilogram each teas.
你真会讨价还价啊！让我们大家都让一步吧！你要每种茶叶多订购20公斤。
A:Ok,deal.What about the commission?From other supplier I usually get 7 to 8 percent commission for my imports.It’s the general practice.
那么佣金呢？我通常从其他的经销商那里获得5%的佣金。这是惯例。
B:As a rule we do not allow any commission.But if you guarantee an annual order of a certain amount,we will give you 3% commission.
我方一般不给佣金。但是如果你方保证每年一定的订货数量，我方将给你3%的佣金。
A:As commission agents we do business on a commission basis.So I hope you can give 6% commission.
作为佣金代理商，我们是以佣金为基础做生意的。所以我希望你能给我6%的佣金。
B:Well,I’ll bend the rule.As a encouragement of business ,we’ll allow you 5% commission.That’our maximum concession.
A:Ok,Thank you.

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