商務英語結(jié)課設計(中英)

1、商務英語結(jié)課設計浙江陽光燈飾有限公司和加拿大向日葵進出口公司就太陽能燈交易的商務談判姓名： 學號：專業(yè)班級：國貿(mào)一、背景介紹加拿大向日葵進出口公司派了Lois及其團隊來中國，到浙江陽光燈飾有限公司選購產(chǎn)品。浙江陽關燈飾有限公司外貿(mào)員Mary負責接待。雙方就太陽能燈的交易進行談判。最后以單價2.5美元，F(xiàn)OB寧波港的價格，一個彩盒包裝5個太陽能燈，一個紙箱10盒的包裝，達成一筆10000個太陽能燈，總計25000美元的交易，支付方式為信用證，海運10月裝運，買方購買綜合險。二、SituationLois：Hello, Mary, Im so happy to have the opportuni

2、ty of visiting your corporation. Mary：Its my great honor to meet you, Lois. Hows your business?Lois：Well, fantastic . Thanks for asking. Say, Mary, we have seen your advertisement and sales literature and are totally interested in your products.AS a matter of fact, you know, we shall be obliged if y

3、ou will give us your catalogs, price list and other details of your business together with samples.Mary：I really appreciate your coming and inquiry. We would like to mail you our detailed information ASAP.Lois：Thanks! We are looking forward to receiving them. By the way, my email address is Loissunf

4、lower . You can send to my e-mail box.Mary：OK!One day later.Lois：Hi, Mary, nice to meet you again.Mary：Hi, Lois, how are you doing?Lois：Awesome! Well, weve already studied your catalogs and read all the detailed information. We have an inquiry for your goods. Especially the solar lights. We believe

5、they will find a ready market in Canada. Im wondering that could you by any chance give us an indication of price?Mary：So nice to hear that good news. The solar lights are very popular among overseas customers which are used in peoples daily lives. Is it possible for you to let me know what quantity

6、 you require so that we can work out the offers?Lois：Sure, 5000 pieces.Mary：Well, we are pleased to offer your firm our 5000 pieces of solar lights U.S.$3 per piece, total amount U.S.$150 00 ,FOB Ningbo.Lois：Well, to tell you the truth. Im afraid the price is a little bit on the high side . I must p

7、oint out that your price is higher than some of the quotations we have received from other sources.Mary：Our goods maybe apparently a little bit expensive though, we still believe that you will agree that they are excellent value for the price considering their high quality. I assure you of A-list qu

8、ality. Our clients are well aware of this and our commodities command good sales not because of their reasonable prices, but you know, because of their superior quality. It follows, therefore, please take the quality into consideration. Lois：Well, we certainly find the quality of your samples well u

9、p to the standard and suitable for our requirement. However, on the other hand, that price youve quoted is in excess of the market price in Canada. I suppose that some reasonable discount is essential for sale in the market in Canada.Mary：You know, the price of raw materials have been rocketing. But

10、 our price of our shorts havent changed at all. If your order is huge, we will take it into account.Lois：So do you mean that if we increase our order youll reduce the price?Mary：Certainly. And if your order is over 10000 pieces, as a rule of our company, we can offer you a discount of 17 percent.Loi

11、s：As a matter of fact, wed like to note there is every possibility that some price cut will justify itself for an increase in business. So are there any reductions you can give us?Mary：Well, Im afraid thats our final offer, and this is the best we can do. To be frank with you, in view of our long bu

12、siness relations with you, we have made up our mind to concede a 17% discount if you order 10000 pieces, what do you say? I bet theres nowhere else in China youll get this price.Lois：Okay, that sounds alright. Mary：By the way, we usually accept payment by L/C. In our opinion, L/C is the reliable ass

13、urance to both sides. It can protect both of us and support us in the cooperation especially on the large import and export business orders.Lois：I completely agree with you, however, an L/C would increase the cost of our import. Mary：I can understand that. Would you consult the bank and see if they

14、can reduce the required deposit to a minimum?Lois：Well, actually, there will still be bank charges for the credit there. And the deposit, this will tie up our found and add to our cost as well.Mary：Well, thats true, and I can understand your situation. But, nevertheless, I still believe L/C can make

15、 the bank assurance to the exporters. And that is of significance to us. On the other hand, it can also bring profit assurance to you, the importers. As you know, the importers can be supported from the bank if the goods damaged or the delivery time delayed. It follows, therefore, we insist on the L

16、/C.Lois：You are right, we promise you on this term. Well, since we have settled a whole list of problems like price, quality, quantity, etc. Lets talk about the packing issues.Mary：I mean to discuss this with you as well. What a coincidence!Lois：Yeah, great minds think alike, huh?Mary：We will pack t

17、hem 5 pieces to a color box, and every 10 boxes are packed in a carton.Lois：Cartons? Could you use wooden cases instead? Im afraid the cartons are not strong enough.Mary：As a matter of fact, what we chose is the double thick carton, which has been specially designed for export. We always utilize thi

18、s kind of packing which is totally suitable for ocean shipping. But if you insist, we still can use wooden cases like you mentioned before, but the charge for packing will be considerably higher.Lois：Well, good job! I guess thats much better. Lets still use cartons. However, the safety of packing is

19、 a matter that cannot be neglected, so be sure to pay more attention to the packing of the goods.Mary：Of course, please rest assured.Lois：Last but not least, what about the shipment?Mary：Well, we can effect shipment during December.Lois：You dont say! That might be too late. New year is just coming u

20、p around the corner, could you do anything to advance the shipment to October? Cause Im afraid to miss the New Year sale season, you know.Mary：Well, as this is the first transaction, I wish we could make a deal. Ill get in touch with the manufacturer and ask them to try their best to advance the shi

21、pment.Lois：Right on! Thats extremely thoughtful of you.Mary：Now we get our agreement. And I believe our discussions have been fruitful and delighted.Lois：Right! We faithfully hope that we could enlarge our trade and business more in the near future.Mary：Yeah, Lois, were so glad the deal has come off

22、 nicely and hope there will be more to come. I will have the contract ready within 3days. As soon as I have the contract draft done, I will go to visit you with it for you to look over.Lois：Thanks a million.三、譯文附錄洛伊絲：你好，瑪麗，很高興能有機會拜訪貴公司?，旣悾汉軜s幸見到您！洛伊絲，生意可好？洛伊絲：托您的福，很好！多謝關心。對了，我們看了貴方的廣告、銷售說明書后對貴公司的產(chǎn)品十分

23、感興趣。坦率地講，如果貴方能惠予目錄、價格表和其他交易細節(jié)，以及樣品，我方將不勝感激?，旣悾菏指兄x您的到來及詢價，我們盡快把具體細節(jié)信息寄給您。洛伊絲：謝謝！我們期待您的來信。我的電子郵箱地址是：Loissunflower .歡迎來信?，旣悾汉玫?！一天后洛伊絲：你好，瑪麗，很高興再次見面?，旣悾耗愫?，洛伊絲，你好嗎？洛伊絲：很好！我們已經(jīng)看了你們的目錄以及全部的具體信息。我們想向貴方詢盤，特別是太陽能燈，我們覺得在加拿大會大受歡迎。我想知道一下估計價格?，旣悾郝牭竭@個好消息真振奮人心！太陽能燈在國外的客戶中很受歡迎，在人們的日常生活中使用。洛伊絲：當然，我們要五千個瑪麗：我們很樂意報價給貴公

24、司太陽能燈個五千，每個3美元，寧波港運出，總計1萬5千美元。洛伊絲：好的，但是，實際上，我覺得這個報價稍微高了點，我不得不說你們的價格比我們接到的其他廠商的報價要高些?，旣悾弘m然我方產(chǎn)品價格貴了些，但如果您考慮它的高品質(zhì)，相信您會同意，它們價有所值。我可以保證質(zhì)量一流！我們的老客戶都了解這一點，我方產(chǎn)品一直銷售良好，不是因為合理價格，而是因為優(yōu)秀品質(zhì)啊。因此，希望您能考慮它的質(zhì)量。洛伊絲：我方確實覺得你們的樣品質(zhì)量符合標準，滿足要求。但另一方面，貴方價格也確實比加拿大的市場價高了些。我方認為如果要在加拿大銷售得好的話，需要得到貴方的一些折扣?，旣悾耗阒赖?，最近原材料的價格飛漲，我們產(chǎn)品的價格也一點都沒變。除非你的訂單量很大，我們會考慮。洛伊絲：您的意思是，如果我方加大訂單，您方便減價？瑪麗：似的。根據(jù)我們公司的規(guī)定，如果訂單超過1萬個，可享受8.3折優(yōu)惠。洛伊絲：事實上，我們想貴公司注意的是薄利多銷啊。所以，希望能多給些優(yōu)惠?，旣悾嚎峙逻@已經(jīng)是最優(yōu)惠的報價了，也是我們最大的讓步。實際上，為了雙方長久的貿(mào)易關系，如果貴方剛好訂1萬個，我們?nèi)詿峤o予8.3折優(yōu)惠，您看怎么樣？我向您保證這價格比其他任何地方都優(yōu)惠。洛伊絲：