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SCENE 2 Mr. Samuel is calling Mr. Zhao to discuss more details about the order.
Samuel: Hello, may I speak to Mr. Zhao? Zhao: Speaking. Who is that, please? Samuel: Hi, Zhao, this is Samuel. Zhao: Oh, Samuel, nice to hear you. We’ve got your order. And we have also
Samuel: We’ll order some next time, I think. At first, we should make a market research in our home country so as to obtain the information of demand.
Zhao: If the quantities of your order are large enough, we may make another reduction of 10%. You know, we will offer you our best prices, at which we have done a lot business with other customers.
还有在产品的生产过程中,要经常到车间了解生产的情况,把好产品的 质量关,因为客户注重的是结果,也就是产品的质量,而作为外贸及工厂, 不仅要注重结果,更要注重过程,没有对产品的生产各环节认真细致地 进行检查,就很难生产出符合客户要求的产品质量。
总而言之,要做好每一笔对外出口订单,都要精心准备,科学安排,在不 影响企业效益的情况下,凡经过努力就可以做到的,都要满足客户的要 求。要以市场需求为导向,以市场行情为报价基础,以服务创新为根本, 以研发竞争作为企业发展的动力,以客户为中心,以科学管理为出发点, 要经常换位思考，生意才有可持续性，也才能得到互利双赢的良好 效果。
sent you a letter to acknowledge the order, and a confirmation of sales. Samuel: Great. We have prepared the Letter of Credit. Hopefully, you can get
the goods ready for shipment as soon as possible. Zhao: Sure. But you know, we need a manufacturing time of 30 days prior to
Lu: Hello, Mr. Bernard? This is Lu Ping. Bernard: Hi, Mr. Lu, How are you? Lu: I’m good, thank you. How is your business going? Bernard: Very well. We have an established market here. Our carpets and rugs
Samuel: Good. We’ll send you the official order and a confirmation of purchase as soon as we can.
Zhao: OK. Hope this is a good start for our future cooperation.
Samuel: Well, for the sake of friendship, we accept this price and order 800 pieces of the main components.
Zhao: Thank you. And we can confirm your orders now: 2,000 sets of M36 model machine and 800 pieces of main components. All the prices are on basis of CIF San Francisco.
arise. Zhao: Sure. And now we might say that the success of this transaction is in
sight. And I hope there will be more business to come between us in the future. Samuel: We hope so. Zhao: By the way, do you want to order some main components besides the 2,000 sets?
Zhao: Perhaps you’d better order some components to ensure the market supplies.
Samuel: Your advice sounds reasonable. In fact, we are satisfied with the quality of your samples, so the business depends entirely on your price.
and western styles with legendary figures. Bernard: Sounds good! Do you have wall carpets? Lu: Sure we do. We have different colors, which will go with different home
now they’re almost ready. Mark: OK. I’d like to have a look at the samples. Chen: I will send you the catalog and some samples. Hope we can have another
successful deal this time. Mark: I hope so. See you then.
SCENE 2 Mr. Lu is an employee of a trade company. He is calling Mr. Bernard, one of
their customers to promote the new product.
enjoy general popularity. Lu: I’m glad to hear that! We have some new designs now. I call to see if you are
interested. Bernard: Sure. Will you tell me something about them?
Mark: How about the clothing? Chen: They are 100% cotton with our special arts and crafts. They are soft,
comfortable, and healthy. Mark: Sounபைடு நூலகம்s good. When can your new products come out? Chen: In fact, we begun to design this series of products two months ago and
8.2 Processing Orders 订单处理 How can we promote the order to the customer? What should we notice when dealing with orders?
SCENE 1 Mr. Samuel is meeting Mr. Zhao for another time. Mr. Zhao is trying to
Unit 8 Production and Dealing
with Orders/ 生产与订单
在国际贸易业务的具体操作中,当你通过艰苦的努力,终于获得了客户 的订单,要及时和准确地向工厂下单。这时候最好制作一张下单的表 格,将客户的要求明细化,比如产品是由何种材料制作的,需要印什么颜 色,对产品的性能有何要求,内箱及外箱文字的印刷内容。如果是广交 会成交的,已经确认的样品,按该样品安排生产即可,一般就不需要再寄 样品。如果是在平常的业务交流洽谈成的生意,那就要根据客户的具 体要求,制作样品寄出供客户确认。这样才能保证不出差错。如果单 子比较大,你要经常到工厂了解生产的进度。
Samuel: What kind of discount could you give me if I were to order for 2,000
sets?
Zhao: On an order of 2000 sets, we can give you a discount of 10%.
Samuel: What about the lead time? Zhao: We could deliver your order within 30 days of receiving your payment. Samuel: Ok, let’s make a deal! I will place an order for 2,000 sets. Zhao: Great! I’ll have the draft contract prepared as soon as possible. Samuel: OK. We could have a more detailed discussion should any problems
Zhao: Good. Here is our price list. Samuel: I see that your listed price for the M36 model is 800 US dollars. Do
