商务英语口语对话【关于商务的英语对话阅读】

商务英语情景对话范文A: Good morning, Mr. Smith. I hope you had a pleasant journey.B: Good morning, Ms. Johnson. Yes, thank you. The journey was fine, although the flight was a little delayed.A: I'm sorry to hear that. Anyway, let's get down to business. I believe we have a lot to discuss today.B: Yes, indeed. I'm really looking forward to our meeting. I've prepared a detailed report on the latest market trends and our company's performance.A: That's great. I'm sure your insights will be very valuable to our team. I've also prepared some proposals for expanding our business in the Asian market.B: Excellent. I think our two teams can work closely together to achieve our common goals.A: Absolutely. I believe that collaboration is the key to success in today's competitive business environment.B: I couldn't agree more. By the way, I heard that your company is planning to launch a new product line. Is that true?A: Yes, it is. We have been working on a new line of eco-friendly products, which we believe will be very well-received in the market.B: That's very exciting. I think there is a lot of potential for collaboration in this area as well. Our company has been focusing on sustainability and environmental responsibility, so I believe there are many opportunities for us to work together.A: I completely agree. I think our companies share the same values and goals, and there are definitely many areas where we can collaborate for mutual benefit.B: I'm glad to hear that. I believe that by working together, we can achieve great success in the market.A: I couldn't agree more. I think our meeting today has been very productive, and I look forward to further discussions and collaborations in the future.B: Likewise. Thank you for your time, Ms. Johnson. I'm really excited about the possibilities for our companies to work together.A: You're welcome, Mr. Smith. I'm also very excited about the potential for collaboration. I believe that by working together, we can achieve great things in the market.B: I completely agree. I look forward to our future collaborations. Thank you again for the opportunity to meet today.A: Thank you, Mr. Smith. Have a safe journey back.B: Goodbye, Ms. Johnson. Take care.。

商务英语口语对话范文商务英语口语对话范文在商务合作之中，和外国的客户用英语进行对话是很自然的事情。

下面是店铺给大家整理了商务英语对话，供大家参阅!商务英语对话：国际贸易Betty：Hello. Sales Department. This is Betty Fields speaking.贝蒂：喂，业务部，我是贝蒂_菲尔兹。

Ralph：Hello, Ms Fields. This is Ralph Peterson at World Computers.拉夫：嗨，菲尔兹女士。

我是世界计算机的瑞夫_皮特森。

Betty：Yes, how may I help you?贝蒂：好的，我能为你效劳吗?Ralph：I'm interested in a couple of items in your new catalog, and I would like to know the prices.拉夫：我对你们新目录里的几项产品感兴趣，我想知道它们的定价。

Betty：Great. We're offering a special promotional price on a few of the items. Which items did you have in mind?贝蒂：好的。

我们针对几项产品提供特价。

你对哪些产品有兴趣?Ralph：We're particularly interested in your new RS-five sound card shown on page five of your catalog. I would also like more details about the model RS-four card on page seven.拉夫：我们特别中意你们目录第五页里的新型RS-5 的声卡。

我还想知道更多关于第七页里RS-4 型声卡的细节。

关于商务英语对话范例精选商务英语实际上就是商务环境中应用的英语,也就是已在从事或将要从事商务行业的专业人才所学习或应用的专门用途英语。

小编精心收集了关于商务英语对话范例，供大家欣赏学习!关于商务英语对话范例篇1记者: Is it because of trade negotiations that you can start selling in the U.S.?是因为商业会谈决议让你们可以开始在美国销售么?经理: Yes, the recent agreements between the two governments have changes everything. Now our company has the right to sell in America at a much lower tariff. It`s going to be good. We can compete more directly with them.是的.双方政府之间的协议改变了所有的现状.现在我们销售到美国的关税已经降低.这样就好了.我们可以更直接地来竞争了.记者: Congratulations!恭喜你!经理: Our computers have a high level of quality now. We can demonstrate it. And our prices will be good. So I think it will really be worthwhile.现在我们的计算机是有高水准的品质.我们可以参展.我们的价格会很好.所以我认为这是值得做的.记者: You seem excited about it.你看起来蛮高兴的.经理: Well, you know I studied marketing in America. So maybe the thought of going back there to promote our brand is kind of exciting to me.嗯.你知道我在美国念营销.所以回到那里展出我们的产品对我来说是很兴奋地.记者: Wish you a good result.祝你成功.经理: Thank you for coming to the report meeting.谢谢你来参加记者招待会.关于商务英语对话范例篇2记者: A Sinclair executive says he was fired after speaking out about the company`s motives and tactics. His name is Joy Chen. He was Sinclair`s Washington bureau chief, and he joins me now from Baltimore in this exclusive interview. Welcome. Thanks so much for一位辛克莱尔雇员说他被解雇了.因为他说出了公司的目标和战略.他的名字叫陈乔伊.是辛克莱尔华盛顿的总编辑.他从巴尔的摩开参加这个独家采访.欢迎.非常感谢今晚的参与.乔伊: Thanks for having me.你好.谢谢你邀请我来.记者: So, Mr. Chen, what reason did your bosses give you for being fired?那么.陈先生.你的老板解雇你给了什么理由?乔伊: Yesterday, we were called into a mandatory staff meeting and told that the news department would be handling an hour-long special dealing with documentary, and we were basically told we had no choice but to participate. I stood up and said, I`m not comfor相信我们.今天.我被开除了.因为我告诉了报纸我在会议上所说的内容.以及我关心的问题.记者: All right, Joy, I hear what you`re saying, but you still didn`t answer the question. When they announced to you that you were being fired, did they say it was because you publicly spoke out against the airing of this documentary, or was there another reas好的.乔伊.听了你的话之后.我觉得你还是没有回答问题.他们宣布你被开除的时候.是说因为你公开宣称反对这段记录片吗?还是有解雇你的其他原因?乔伊: They said two things, No. 1, I violated company policy by speaking to the media, and No.2, I gave away what they caked proprietary information because I relayed to the newspaper some of what was talked about at this mandatory meeting yesterday.他们说了两点.第一.我和媒体对话.这违反了公司的政策.第二.因为我告诉了报纸一些昨天强制性会议上讨论的内容.只是泄露他们称为隐私的信息.记者: Did you violate company policy?你违反了公司的政策了么?乔伊: I did. Company policy is that you do not speak to the media unless you have prior approval, but I feel so strongly that our credibility was at issue here. And at the end of the day, I don`t think this is about being on the right or being on the left. I th 是的.公司政策规定在获得预先批准钱不可以对媒体说任何内容.但是我强烈感觉到我们的信任度有问题.那天结束时.我认为这不是左或右的问题.我认识是新闻中对或错的问题.关于商务英语对话范例篇3海伦: we want to achieve the market goal with the right media.我们想要使用正确的行销媒体来达到市场目标.李奥: Certainly. We've done some tactical planning already. We think we've come up with a good plan.当然.我们已经完成一些战略计划.我们认为我们已经提出一项不错的计划.海伦: What media do you plan to use?你们准备使用何种媒体?李奥: Well, taking into account the image you want to project, we've asked our copywriters to prepare copy for computermagazines and the Internet first.考虑到你们想要表现的形象.我们已要求撰写文案的同事准备好计算机杂志稿及网际网络用稿.海伦: So that way, our advertising dollars would be focused on people we know are computer users.这样一来.我们的广告花费就会针对在.如我们所知.计算机使用者身上.李奥: Yes. We'll also run billboard and newspaper ads to help create broad brand recognition.是的.我们还同时刊登广告看板及报纸广告来帮助创立明显的品牌识别.海伦: Will there be any direct mail?会有任何广告邮件吗?李奥: No. That would not be correct for a manufacturer like you. Leave that to the retailers.没有.对像你们这样的制造商来说.那并不是正确的作法.把这种方式留给零售商吧.海伦: Good point. Please prepare a more detailed proposal, and then I'll pitch it to the higher-ups.说得没错.请准备一份更详细的提案.然后我会把它推销给高阶主管.李奥: Great. We'll get started right away.太好了.我们马上准备.。

商务英语口语情景对话情景一：商务会议A: Good morning everyone. Let’s start the meeting.B: Good morning. I have prepared a presentation on our new product launch.C: Sounds interesting. Could you please share it with us?B: Sure. Here are the details. First, we will target the young generation with our innovative design and technology.D: That sounds like a great idea. How about the pricing strategy?B: We will offer competitive prices to attract customers, but also ensure profitability.E: What about the marketing plan?B: We will utilize social media platforms and collaborate with influencers to create buzz around our product.F: Sounds like a solid plan. Let’s discuss the next steps and assign responsibilities.情景二：商务电话A: Hello, this is ABC Company. How can I assist you today?B: Hi, I am calling to inquire about the availability of your product.A: Sure, which specific product are you interested in?B: I am looking for your latest model XYZ.A: We currently have it in stock. How many units are you looking to purchase?B: I am interested in buying around 100 units. Could you please provide me with a quote?A: Of course. Let me check the current price for you.(After a brief pause)A: The price for 100 units of XYZ would be $X, including shipping.B: That sounds reasonable. Can you confirm the delivery time?A: It will take approximately 7-10 business days for the delivery.B: Perfect. Please proceed with the order.A: Great. I will email you the order confirmation shortly.情景三：商务旅行A: Good morning. I am here to check-in for my flight to Shanghai.B: Good morning. May I have your passport and flight details please?A: Sure. Here you go.B: Thank you. Here is your boarding pass. The flight will depart from gate E6.A: Thank you. What is the baggage allowance for this flight?B: You are allowed to take one carry-on bag weighing up to 7 kilograms, and one checked-in bag weighing up to 23 kilograms.A: Noted. Could you also assist me with a seat change request?B: Yes, of course. Let me check the availability.(After a brief pause)B: I can assign you a seat in an emergency exit row if you prefer extra legroom.A: That would be great. Thank you.B: You’re welcome. Enjoy your flight.。

商务英语对话范文A: Good morning, Mr. Smith. How are you today?B: Good morning, Ms. Johnson. I'm doing well, thank you. How about yourself?A: I'm doing great, thank you for asking. I wanted totalk to you about the upcoming conference in London. Have you been briefed on the details?B: Yes, I have. I understand that we will be discussing the new products we are launching in the European market.A: That's correct. We have some exciting new offerings that we believe will be very well-received in Europe. We'll need to finalize our presentation and materials for the conference.B: Agreed. I think we should focus on highlighting the unique features and benefits of our products, as well as the market research that supports our strategy.A: Absolutely. I also think we should consider including some testimonials from early adopters of our products to help build credibility with our audience.B: That's a great idea. I'll make sure to reach out to our satisfied customers and gather their feedback for the presentation.A: In addition to the presentation, we'll need to prepare our promotional materials for the conference. I think we should have some brochures and product samples available for the attendees.B: I agree. We want to make sure that everyone who visits our booth leaves with a good understanding of our products and how they can benefit their business.A: I will coordinate with the marketing team to ensure that we have all the necessary materials and that our booth is visually appealing and inviting to conference attendees.B: Sounds good. I'll also make sure that our sales team is well-prepared to engage with potential customers and answer any questions they may have about our products.A: Excellent. I think we're on the right track to have a successful conference and make a strong impression in the European market. Thank you for your diligence in preparingfor this important event.B: You're welcome, Ms. Johnson. I'm looking forward to representing our company at the conference and showcasing all the hard work we've put into our new product offerings.A: Likewise, Mr. Smith. I have full confidence in our team's ability to make a positive impact at the conference and drive interest in our products. Thank you for your dedication to our success.B: Thank you, Ms. Johnson. I'll make sure that we are well-prepared and make the most of this opportunity to expand our presence in the European market.。

商务英语谈判情景对话（5篇）Business NegotiationA: The seller Miss su representingKai ya Chocolate Manufacturing Co.LtdB: The buyer Mr.zhou representing zhong shang supermarket.A: Good morning, Mr.Zhou.Glad to meet you.B: Good morning, Misssu.It’s very nice to see you in person.A: How are things going?B: Everything is nice.A: So, what’s the topic of today’s meeting?A: Sure.After several smooth transactions, we can try D/P terms.B: Well, as for shipment, the soon the better.A: Yes, shipment is to be made in April, not allowing partial shipment.B: can you make it earlier? May be in March, our customer is eager for them.A: All right.Let me have a check, oh!There are some steam vessels available to your port, so we can make it in March.B: Good!By the way, when can I e某pect to sign the S/C?常用商务英语谈判对话开场介绍篇二在价格的谈判过程中，如何能不动声色的探出双方的价格底线并为自己所用，使自己的公司受益？下面的小例子希望能给您一些提示。

商务英语囗语对话范文Sarah: Good morning, John! It’s great to see you again.John: Good morning, Sarah! Thanks for meeting with me today. I’ve been looking forward to our discussion about the potential partnership.Sarah: Likewise, I believe there’s significant synergy between our companies. After reviewing your proposal, I think there are several areas where we could collaborate.John: Absolutely. I think our expertise in software development can complement your company’s strong presence in market analytics. How do you envision our collaboration?Sarah: I envision us working together on a new analytics platform that leverages your technology. We could create specialized tools that enhance data interpretation for our clients.John: That sounds promising! What specific features are you considering for this platform?Sarah: Well, I was thinking about integrating real-time data analysis and user-friendly dashboards that allow clients to visualize their data more effectively. Additionally, we could incorporate machine learning algorithms to predict market trends.John: That’s a fantastic idea! The predictive analytics feature could give us a competitive edge. However, we must ensure we have the right resources to develop these advanced features.Sarah: I agree. We can start with a pilot project to test the waters. We can allocate a small team from both sides to collaborate closely and gather feedback.John: That’s a practical approach. It allows us to assess the partnership without a significant upfront investment. What timeline are you considering for the pilot?Sarah: Ideally, I would suggest a three-month timeline to develop the initial version. This gives us enough time to refine our ideas based on feedback and adjust accordingly.John: Sounds reasonable. We can set milestones for each phase of the project to track our progress. Additionally, we should consider how we’ll handle the financial aspects.Sarah: Right. I propose we explore a revenue-sharing model. This way, both parties can benefit from the success of the platform.John: That’s an equitable strategy. I suggest drafting a formal agreement covering our roles, contributions, and revenue sharing while keeping it flexible to adapt to any changes.Sarah: Excellent! I’ll have my legal team draft a preliminary agreement for our review. Once we finalize it, we can kick off the project.John: Perfect! I’m excited about the possibilities this partnership holds. Let’s schedule a follow-up meeting next week to discuss the agreement and the next steps.Sarah: That sounds g reat. I’ll coordinate with my team and send you a calendar invite. I appreciate your time today, John.John: Thank you, Sarah. I’m looking forward to working together!。

商业英语对话xxx 第1篇Grace：We're going to have a problem meeting the budget for the production of our new sound board.葛蕾丝：我们拨给新声卡产品的预算会有问题。

Lester：How much of a problem?xxx：问题有多严重?Grace：Well, it seems that we underestimated the costs. According to the factory, it will cost about eight percent more than initially projected.葛蕾丝：看样子我们似乎低估了成本。

根据制造厂商的说法，成本会比原先计划的还高出百分之八。

Lester：Let me see . . .Looking at this, if my calculations are correct, we are about three thousand dollars over budget?xxx：我看看……看这状况，假如我算得没错，我们大约比预算多出了三千美金。

Grace：That's right. It's going to cost about three thousand more to complete the first order. 葛蕾丝：是的。

大约要多花三千元来完成第一批订单。

Lester：I see...xxx：我明白了……Grace：But if sales go as well as they should, that's still well within our profit margin. Proceeds from sales of the first order will easily cover the cost of the second order.葛蕾丝：不过假如销售状况有应有的表现，那就仍在我们的获利范围之内。

外贸商务英语口语对话范文In the bustling market of international trade, a conversation between a buyer and a seller sets the tone for a potential business deal."Good morning, I'm interested in your line of organic cotton clothing. Could you provide me with a detailed catalog and pricing?" The buyer initiates the dialogue, eager to explore the offerings."Certainly! We offer a wide range of organic cotton products, and I've sent you an electronic catalog with our latest prices. Are there any specific styles you're looking for?" The seller responds promptly, aiming to cater to the buyer's needs."I noticed your prices are quite competitive. What are the minimum order quantities for your bulk discounts?" The buyer inquires, looking to negotiate favorable terms."Our MOQ for bulk orders starts at 500 units, and the discount increases with the volume. Would you like me to calculate the pricing for different quantities?" The seller provides a clear path to the negotiation process."Absolutely, that would be helpful. Also, could you tell me about your shipping options and lead times?" The buyer continues, ensuring all aspects of the transaction are clear."We offer various shipping methods, including sea and air freight. Delivery times vary depending on the destination, but we strive to meet our clients' deadlines." The seller assures, highlighting their commitment to service."Great, I'd like to place a trial order. What are the payment terms you accept?" The buyer moves towards closing the deal, focusing on the financial aspects."We typically require a 30% deposit with the order and the balance before shipment. However, for first-time customers, we can discuss more flexible terms." The seller adapts to the buyer's position, seeking to build a long-term relationship."Thank you for your understanding. I'll review the catalog and get back to you with my order details. Looking forward to a fruitful collaboration." The buyer concludes the conversation, optimistic about the future business prospects."I appreciate your interest. Please feel free to reach out if you have any further questions. We're here to support you every step of the way." The seller closes the conversation, leaving the door open for future communication.。

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 ori-gins, 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 simi-lar pr oducts 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: T hen, 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 enorm-ous. 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 $292per 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 hav e 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 effec-tive 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% reduc-tion, 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 ques-tion. 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 t he 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 relation-ship, 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 disquali-fication?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 reputa-tion. But what in case there is short weight or disqu-alification?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, t hat’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 certif-icate you mentioned, could we have another one showing the goods to be free from radioactive con-tamination? You see, some of our clients are very sensitive about this.Li: Your request is un derstandable. 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 commis-sioner 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 re-quirements 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 pou l-try 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 in-spection 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 disqu-alified?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 inspe c-tion clause.Hawk: Well, the point is that the quality of all our meat imports is determined by our inspection insti-tutes and their certificates are regarded as final. Song: Who will inspect your exports to us? Hawk: The inspection can still be most conve-niently 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 u n-equal 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 d e-cide 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 5,000cases, 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 e x-pensive 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 commi s-sion then?Yu: That all depends on the quantity. A 3% com-mission is for an order of 5,000cases and a 0.5% commission is to be added for each additional quan-tity 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 10dozen 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 rainmay 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 in-creases 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 ac-cept cartons.Liang: I’m sorry, but we can’t take on any respo n-sibility that is beyond our functions and powers. We’ll make sure that the packing is seaworthy, butwe ca n’t commit ourselves to being responsible forevery 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 consider-ably 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 sa y-ing. According to the present FFDA regulations, the Ma Ling labels as they are cannot be used if the li-chee 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 im-porters. Is it possible for you to use the Ma Ling la-bels 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 l i-chee through the Customs.Wang: In that case, what can we do to help you? Frank: Would you consider quoting us for the or-der 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 th ink 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 bet-ter.Wang: L et’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 dis-play 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 curren t 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 atten-tion.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 supermar-kets, 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. Al-though 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 bath-robes can be more eye-catching.Fan: Good idea. We’ll see to it that packing ap-peal 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 considera-tion 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 with-out delay.Luo: Mr. Allen, you needn’t to spend long testing our market ability of your products. Please be con-vinced that we will try our best to fulfill the suffi-cient turnover so as to warrant the sole agency ap-pointment.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 ef-fective 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 consideration your proposal of an agency ap-pointment.Luo: You can rest assured that we will do our ut-most to do so.Dialogue 11: Jackson,美国公司代表; Wan,中国地毯出口商.Jackson提出和中方签订代理协议Jackson: Mr. Wan, we’ve spoken before this ma t-ter, and I hope we can come to some agreement this time. As you know, Jackson & Co. Ltd. would very much like to act as your agent in the U.S. and Amer-ica.Wan: Yes, indeed. I have spoken to our relevant organization, and we are willing to appoint Jack-son’s as our sole agent for the U.S.Jackson: Excellent news. Once the agreement is signed, we’ll be able to promote our products more vigorously. Giving sole agency to us will also reduce the number of rivals, which is beneficial for business development. And, as you are aware, we have a broad customer base and deal with many retailers not only in the U.S. but all over America. Thus, we consider that the agency agreement should include the USA and the whole America.Wan: I see. But we also have a well-established customer base in America, and don’t really feel the need for an agent to cover America on our behalf. Besides, we have many old customers in Canada and Brazil. If we signed up with you, we would undoub-tedly lose these old and valued customers. Jackson: Okay. I would suggest that the duration of the agreement should be three years and then after that, if it proves satisfactory to both sides, we can extend the agreement.Wan: Sounds fine. You’ve clearly given this a lot of thought. What quantity do you propose to sell? Jackson: I would suggest 30,000 square meters in Year One, 40,000square meters in Year Two and 50,000 square meters in Year Three.Wan: Good. We must also clarify what kind of carpets you will sell on our behalf. We can’t just say Chinese carpets. That’s too general. What we mean is Super Woolens.Jackson: I’m disappointed that you are restricting the types of carpets we can sell as well as the geo-graphical area we can cover. This will certainly af-fect our sales.Wan: Oh, I’m sorry. I obviously haven’t made myself clear. You can certainly sell as many different types of carpets as you like. We’d be del ighted, of course. You can order them from us in the usual way. You will, however, be required to sell on our behalf the types that you undertake to sell under the agency agreement.Jackson: I see. That would be fair enough. Wan: Perhaps I could ask you to draw up the agreement.Jackson: Of course. We’ll get it signed.Dialogue 12: Smith, 新西兰玻璃制品进口商; Guan, 中国出口商.中方负责为这批货物投保,保险费由新方承担.双方就投保的条款和险种展开讨论Smith: We would like to ask you some details about this agreement. Have you taken our insurance yet on this shipment?Guan: Yes, we talked about it with our underwri-ter, and think that we should get a policy for With Particular Average, considering our deal is based on CIF clause. Is there anything else you would like to know about?Smith: No, not really. I was just wondering if thebreakage of goods is included in this WPA or not.You know this consignment is easy to be broken.Guan: In fact, not every breakage is included inthis WPA. It is included in the WPA when the brea-kage results from natural calamities and maritimeaccidents, such as stranding and sinking of the car-rying vessel, or is attributable to fire, explosion orcollision. Or else it belongs to the Risk of Breakage.We could add this item if you wish.Smith: But that’s an additional risk item, isn’t it? Guan: Yes. And the buyer is usually required to bear the cost for the additional risk coverage. Smith: I see. What if we change to “All Risks”? Do we still have to pay extra for the Risk of Brea-kage?Guan: No, you don’t have to. The in surance of AllRisks has that item under coverage already. However,all you need to do is to pay a little higher premiumrate.Smith: That really doesn’t matter. The value of thegoods is just too high. If we lose them our companywill lose a lot of money, and may have to close. Sosafety of the goods is all that counts.Guan: Oh yes, absolutely. I’ll have your insurance changed from WPA to All Risks for 110% of CIF in-voice value as per the ocean marine cargo clause of the PICC.Smith: Very good. Another thing, what about thescope of the insurance coverage? I mean where doesit start and where does it end?Guan: We adopt the Warehouse to WarehouseClause which is commonly used in international in-surance. In other words, the coverage is in effectwhen the cargo has left the consigner’s wa rehouseand all the way through transit to the consigner’swarehouse.Smith: I see. Thank you for your cooperation.Guan: It’s my pleasure.Dialogue 13: Liu, 天津外贸公司;Kohler, 德国保险公司理赔处.货物在到达目的地时发霉了,Liu认为保险公司应当赔偿,Kohler认为货物受损不在承保范围内Liu: I come here for the unfortunate affairs about the insurance.Kohler: What’s the matter?Liu: We exported a lot of gloves a month ago.Now the goods have arrived at the destination. Un-fortunately, most of them have gone mouldy.Kohler: Have you asked our agent in that countryto take samples and photos?Liu: Yes. A spot investigation has been made.Kohler: How does the survey report say?Liu: It said it was the chemical reaction thatcaused the mould. When the gloves were stored inthe factory, they had been moisturized and the moisture and the chemical elements in the leather gloves results in the chemical reaction.Kohler: If that is the case, we refuse to indemnify you for the losses.Liu: Why? Our insurance covered All Risks. To cover All Risks, the insurance company shall be lia-ble for total loss on land / sea of the insured goods. Kohler: Even though your insurance covered All Risks, there are conditions under which the insur-ance company is not liable.Liu: I don’t understand it. Could you explain it in more details?Kohler: Sure. The insurance doesn’t cov er loss or damage caused by the international act or fault of the insured.Liu: Our damage isn’t caus ed by international act. Kohler: I know. Exclusion also includes loss or damage from normal loss, inherent vice or nature of the insured goods.Liu: Do you think our damage is caused by inhe-rent vice or nature?Kohler: That’s it.Liu: But when the goods came out of the factory, they were intact and in good condition. It was the long voyage that made them mouldy.Kohler: Do you have any certification that can testify the good quality of the goods?Liu: No, we don’t have.Kohler: That’s way the insurance company re-fused to admit the liability.Dialogue 14: Wei,上海食品进出口公司;Simon,英国食品进口商,从中方这里进口了一批海味食品,并希望即期装运. Wei认为舱位太紧,无能为力Simon: Can you make prompt shipment?Wei: Prompt shipment, such terms are ambiguous. People can interpret this phrase quite differently. Simon: We must have the seafood for the winter sale. That’s all I want.Wei: For the winter sale? Why, that would mean the goods must arrive at London in early November. Even if we had the goods ready, I don’t think we could ship them right away.Simon: I know there is a great demand on ship-ping lately.Wei: That is so. I was informed by our shipping department yesterday that liner space for Europe up to the end of next month has been fully booked. Simon: We understand tramps are still available. Wei: Yes, but tramps are scarce. Generally, no re-frigeration facilities are provided on them, and I’m not sure whether there would be enough tonnage to make a full cargo, even if a tramp could be obtained. Simon: Is there any chance if transshipment is al-lowed?Wei: But transshipment adds to the expenses, risks of damage and sometimes may delay arrival, be cause there’s also a shortage of transshipment space for Europe. Anyhow, we’ll try.Simon: We prefer direct shipment, of course, but if you can’t get hold of a direct vessel, we may agree to have the goods transshipped at Hong Kong. You know, good quality, competitive price, all would mean nothing if goods could not be put on the mar-ket on time.Wei: Yes, fully understood. We’ll find ou t the sit-uation about the connecting steamer right away. Simon: As far as I know, Jardine Shipping Agent (HK) Ltd. has a liner sailing from Hong Kong for Europe around mid-October. If you could manage to catch that vessel, everything would be all right. Wei: Are you sure the vessel will call at London? And is she already carrying a full load?Simon: I guess if we start immediately, there is still hope. And if worst comes to worst, please ship the goods to London or Liverpool.Wei: Good. Then what would you say if we put it like this: “Shipment, first available steamer in O c-tober. Port of destination, London or Liverpool. Transshipment at Hong Kong allowed.” I think this is the earliest possibility.Simon: Fine. Thanks, Mr. Wei. I’m sorry if these arrangements cause you a lot of inconvenience. Wei: Oh no, we’re only too glad to help you in any way we can.Dialogue 15: Kimura, 日本商务代表;Xiang, 广州进出口公司.为使货物尽早运达日本大阪,日方要求把香港作为装运港,中方表示异议Kimura: It has just occurred to me that there is till another possibility to ensure a prompt delivery of the goods.Xiang: And that is?Kimura: How about making Hong Kong the port of shipment instead of Shantou?Xiang: I’m afraid we can’t agree to that. We co n-cluded the business with you in Guangzhou, and the goods you ordered are manufactured in Shantou. We wish to point out that all orders accepted by us are shipped from Shantou or Huangpu. Hong Kong is out of the question.Kimura: It’s like this. There are only one or two sailings a month from Shantou to Osaka, while sail-ing from Hong Kong are quite frequent. If shipment were effected from Hong Kong, we could receive the goods much earlier.Xiang: I see. You want to have your goods shipped from Shantou to Osaka via Hong Kong, where they can be transshipped. Is that the idea? Kimura: Yes, exactly, because I want these goods on our market at the earliest possible date.Xiang: Your idea may be a good one, but the trouble is that there are risks of pilferage or damage to the goods during transshipment at Hong Kong. How about shipping them from Huangpu instead of Shantou? You may choose either one as port of shipment. It makes no difference to us. There are more sailings from Huangpu than from Shantou. Kimura: It sounds all right to me, but I’ll have to。