商务英语实训剧本

班级：B101206组长：张丹组员：申鹏云 王艳培 王鑫指导老师：郭艳涛2010-12-09洛阳理工学院外语系商务英语谈判实训Luoyang Institute of Science and Technology wants to place an order from Universal Corp. Ltd. Jessica is the manager of Universal Corp. Ltd. and Linda is her secretary. Sherry is the financial manager of Luoyang Institute of Science and Technology and Danny is her secretary. They saw samples last week. Now Danny, the secretary of financial manager of Luoyang Institute of Science and Technology, is making a call to Linda, the secretary of manager of Universal Corp. Ltd. to make an appointment about the further discussion on the contract.The Seller: Universal Corp. Ltd.Jessica—J Linda—LThe Buyer: Luoyang Institute of Science and Technology Sherry—S Danny—DPartⅠAppointment(Linda is busying working when the phone rings.)D: hello, Danny here. I am the secretary of financial manager of Luoyang Institute of Science and Technology. May I speak to Jessica?L: just a minute. I will get you on her line.(Jessica’s phone rings.)J: Hello, this is Jessica.L: hello, Jessica! This is Danny’s call from Luoyang Institute of Science and Technology.J: Oh, thank you.J: Hello, Jessica’s speaking.D: Oh, this is Danny from Luoyang Institute of Science and Technology. We met about the goods we wanted last week, but we didn’t reach the agreement. So I wonder if we could have another meet on our business contract at 2 p.m. in the office this afternoon. What about you?J: I will look at my schedule first. Ok, let’s get together.D: See you!J: See you later!PartⅡGreeting(Both sides meet in Sherry’s office and begin the discussion.)D: Jessica, nice to meet you. This is Sherry, our financial manager.S: (To Jessica) Nice to meet you.J: Fancy meeting you here. I know you are very well by reputation.(To Linda)This is my secretary, Linda.L: (To Danny and Sherry) Nice to see you.S: How’s your flight?J: Fine, thanks.S: Sit down, please. Something to drink? Coffee or tea?J: Coffee, please.L: A couple of China’s tea, please.D: And you, Sherry?S: Water, please!(Danny serves drinks.)S: What’s your impression on Luoyang?J: It’s clean and beautiful. And people here are very friendly. D: Have everyone received the agenda for the meeting?L: Now, let’s get down to business. Ok?All: Ok.Part ⅢNegotiation(The discussion starts.)J: You have seen our samples and the price list. Let us know your comments, will you?D: Perfect! The product is the one we’re looking for. You know our university will establish two students’labs. So we want to purchase 200suits lab series equipment in model H-6 from your company. But your price is higher than some of the quotations we have received from other sources. And we haven’t done business with you before.J: We have been in this line of business for more than 50 years. We can usually make delivery in the required time and our conditions of sales are quite favorable.D: Would you review your price again? We think your price is too much on the high side. We couldn’t accept it. Your price is out of line of the prevailing market.J: Excuse me. It’s true that our product do cost slightly more than the other makes, but it’s only due to our technological superiority.S: Is it possible to get any down on price? And the price appears unworkable. Compared with what is quoted by other suppliers your price is not competitive at all.L: The cost of production has increased by 10% each year during last few years. We can assure you that our product is of high quality and they are popular both in domestic and abroad. J: Price is negotiable if you are really interested in placing an order with us. This is our best price.D: Would you like to give us a discount? If you could go a little lower, we’ll order right away.J: We’ve already offered you a 1% discount. You get what you pay for, considering the high quality, our price is really reasonable.S: Your price is much higher than other companies, and it’s difficult to bye at such price. We want you to offer us a 5% discount.L: What I just mean is that we’ll never be able to come down to your price. The gap is too great, and you’re depriving us of all profit.S: I think it is unwise for either of us to insist on this own price. How about meeting each other half way? Each makes a further concession so that business can be concluded.J: I appreciate that. Let’s see what we can do in order to get business done to our mutual satisfaction. So we’ll agree a 3% discount. This is our rock-bottom line. We can’t make any further concessions.D/S: That’s cost-effective. Then what about the payment?L: How would you like to pay?S: We want to adopt installment, as our present purchase is of such a mammoth size. We would like to propose the terms of payment by installment.L: We only adopt installment payment for some special export items. For your orders, I would prefer to receive a lump-sum payment.D: If you offer us this easier payment terms, we may accept .Otherwise, we refuse.J: We must adhere to our usual practice and hope that this will not affect our future business relations.D: Recently, we have ordered a large number of goods. We don’t have any money.J: Ok, the interest rates are changing. We ask for a 30%deposit. The remaining balance is divided in 10 equals payment to be more made monthly. I’m afraid there’s no other choice.D/S: Fair enough! That sounds reasonable. We can’t agree more. L: About our contract, any questions?S: About time? How long does it make to delivery?L: How about 2 months?S: We expect to get the goods early in August. Could you possible effect shipment more promptly?L: I’m sorry to say that we can’t advance the time of delivery. Getting the goods ready, making out the documents, and booking the shipping space--all these need time, you know. You can’t expect us to make delivery less than a month.D: Time is limited. We are in urge need of these facilities. We’ve no enough time to wait.J: The trouble is that we’re short of time, but we should try our utmost to deliver goods before August.S: No, you must send goods before August. As you know, the new term is coming, so everything should be in order. We would really appreciate that if you could send the equipment early inAugust.L: We can understand that, but you also need to understand us. S: Thus…Ur… Ten days later is our limit.J: Let me think about it. Ok, that’s a deal.D: Then everything is all right. Any more questions?L: No, nothing more. Shall we sign the contract now?S: With pleasure. I’d read it first. I’ve been looking forward this moment. Please sign here!L: Ok.Thank you!J: I’m glad our negotiation has come to a successful conclusion. I hope this will lead to further business between us.S: I am expecting it. Today’s meeting is very productive.D: Done. Congratulations！Part ⅣConclusionS: Have you traveled around here?J: It’s my first time to be here.S: Really? Be my guest! It’s my pleasure to show you around. D: It’s time for dinner!L: Anything special in Luoyang?S: Yes, of course. Luoyangshuixi is very famous.J: I can’t wait to have a taste!S: Let’s go for it!。