貿易談判之商品規(guī)格.ppt

1、Unit Three Specifications 規(guī)格 Conversations 1. Quality First A showroom displays a beautiful collection of embroidered shoes, slippers, and other ordinary shoes for men, women and children. Mr. Orwell, holding a ladys shoe in hand, is talking to Mr. Lin from the Shanghai Arts you dont need to “break

2、them in”. By the way, Mr. Orwell, isnt there room in your market for lower grade shoes?,Orwell: Even highly demanding markets require a wide range of quality and price levels for any group of products. Lin: But even for such products we have minimum quality requirements that must be met. Orwell: The

3、y are not bad, indeed. Do you have any other colors? Lin: Yes, there is dark blue, light grey, desert tanall available in a full range of sizes. Orwell: The colors wont fade, will they? Lin: No, they last very well.,2. Customers Preference Last year Mr. Brown signed his first contract for Chinese pa

4、per cuts and bamboo products. He has been doing very well with his business. Dont think paper cuts and bamboo products are trivial products. Small articles sometimes bring big profits. If that werent the case, Mr. Brown would not be signing his second contract.,Liu: So you are coming to us for a sec

5、ond contract? Brown: Yes, but not merely for bamboo products and paper cuts. We are also interested in your wooden decorations. Liu: Good news. I admire your shrewdness, Mr. Brown. Youve selected a much-sought-after item for your market. Brown: Selling is what I know. Selection of the right product

6、for the right market is essential in our business. Liu We have a rich assortment. Shown all around here are samples of new designs: Wooden Pyramids, Nutcrackers, Smoking men, Rocking Horses, Hand-painted Wooden Carvings and great variety of pendants. Do you like them? Brown: They are lovely! With su

7、ch lifelike resemblance! I can almost hear the birds singing, and the ducks quacking. (All laugh.) Liu: They certainly bring one to interesting imagination. Ideal gifts and decorations for Christmas or other traditional festivals, arent they?,Brown: Very fascinating. Old as I am, I can hardly tear m

8、yself away from them. But Ms. Liu, could the articles be made specially for our market, that is, according to the samples given? Liu: That can be done. We can arrange production to meet national characteristics and habitual tastes of different countries. Brown: You know, colors, tastes and social cu

9、stoms vary. Our people back home like noisy colors and novel designs. At the same time there mustnt be any features that might offend the customers. Liu: We always keep an eye on customers preference and make our products according to what our customers are likely to need, want and like. If you go o

10、ver the pamphlets, youll find some most attractive designs there. Brown: Could you leave these pamphlets with me? Id like to have a closer look. Liu: Keep them, if you like. Brown: Thanks a lot. (Collecting the pamphlets) Well, Ms. Liu, Im sure we can work something out. May I come Back tomorrow mor

11、ning, say, nine oclock, to continue the talk? Liu: All right, nine oclock tomorrow morning.,II. Sentence translation 1我們的商品一直是符合出口標準的，牢固性和可靠性是我們產品的兩大優(yōu)點。 2現(xiàn)在的服裝市場講究樣式。 3這些產品完全是手工制作的，工藝精湛。 4我們新到了一批適合青少年需求的各類羽絨制品。 5我們的產品居同類產品的榜首，在國際市場上深受歡迎。 6這些皮鞋是用特殊工藝制作的，穿著很舒服，一穿就合腳。 7這些外套款式新穎，顏色鮮艷，深受時尚女孩的喜愛。 8市場競爭日益激

12、烈，要想成功，必須把產品質量放在首位。 9我們希望圖案最好具有民族特色，因為我們那里對中國傳統(tǒng)產品情有獨鐘。 10我們可以按照不同市場的流行款式，生產不同款式的服裝。,1. Our commodities have always come up to our export standards; durability and reliability are their two strong points. 2. Its a style conscious market for garments. 3. These products are entirely hand-made with exqu

13、isite craftsmanship. 4. We have a fresh range of down products for the teenage market. 5. Our products rank first among similar products and win great popularity in the international market.,6. These leather shoes are made with special craftsmanship. They are comfortable and you dont need to break t

14、hem in. 7. These coats are very popular with fashionable girls thanks to the attractive design and noisy color. 8. With increasing competition all around, one must give top priority to the quality of products in order to be successful in the market. 9. We hope that the designs are to have national c

15、haracteristics as our people show a partial favor to traditional Chinese products. 10. We can make garments modeled after the fashionable of different markets.,III. Dialogue translation Wang: 歡迎您來上海，一路上好嗎？ Jones: Pretty good. The weather was fine and the journey was uneventful. Wang: 瓊斯先生，這是您第一次來上海嗎

16、？ Jones: Oh yes, Ive always been looking forward to this trip. The main purpose of my visit to your company is to explore the possibilities of entering into business relations with you in textiles. Wang: 感謝您方有意與我們開展業(yè)務往來。那么，為了讓您對我們可供出口的各類紡織品有個大概的了解，先讓我給您介紹一下我們的部分樣品。 Jones: Mm, the silk feels so smoot

17、h and comfortable. It must be of fine quality.,Wang: 我們一向將產品質量放在首位，我們的準則是以合理的價格提供一流的產品。我們的產品在國內外市場深受顧客歡迎。相信在貴國也會找到廣闊銷路的。 Jones: I have not the slightest doubt about that. But as you know, different people have different tastes. Can you alter the design to meet the needs of our market? Wang: 這點大可不必擔心

18、。我們可以按照要求改動圖案以滿足你們顧客的愛好。 Jones: It sounds good! This time I will place a trial order. If your products turn out to be satisfactory, we will place substantial orders with you in the future. Wang: 我們對自己的產品很有信心。我們衷心希望彼此之間能建立起經常的貿易往來。 Jones: We hope so, too.,IV. Situational dialogue practice Smith wishe

19、s to place an order for machine tools. He asks for the catalogue and wants to know something more about the specifications. Zhang tells him that special orders can also be considered if the type and specifications on display do not meet his requirements.,quality control 質量管理 choice quality 優(yōu)質 fair average quality(F.A.Q.) 良好平均品質（大路貨） good merchantable quality(G.M.Q) 上好可銷品質 style conscious 講究式樣 quality conscious 講究質量 price conscious 講究價