接受与订货

第二十五课　接受与订货

参考译文

◎背景简介

谈判已进行第四轮，美国远东工业公司总经理布朗先生接受了服装和湘绣的价格，想要试订。但由于价格较高，他给出的服装起订量太低。长沙外贸进出口公司的总经理张先生调整价格吸引布朗先生多订，以达到薄利多销的目的。

◎情景会话

1.接受价格

Z：布朗先生，我们是生意上的老伙伴，老朋友了。为了发展将来的业务和作为友谊的一种表示，我公司一次又一次减价，你对上次洽谈的价格满意了吧！

B：总的来说，我是满意了，因为产品的质量好。谢谢你方做出的让步，我接受了。

Z：现在，我来重复一下我们已同意了的价格，按平均计算，旧金山的到岸价每件服装85美元，湘绣每码45美元，对吗？

B：规格呢？你们不按商品的规格定价吗？

Z：对于这种商品，我们通常按平均计算定价。规格如我方目录单所示，你接受这一价格，确认上述条款吗？

B：考虑到质量不错，我方接受你方的价格，尽管价格稍稍偏高。

Z：在质量方面，其他牌号的商品很难与我们的相比。这些产品的花色是目前市场上流行的。由于我方存货逐减，力荐贵方接受。

B：情况既然如此，我们愿意与你方达成这笔交易。

2.试订

B：张先生，下一步我们将讨论订货问题了。

Z：好吧，我们来讨论订货问题吧。你打算订多少？

B：（看着目录单）你们这种棉织品的起订量是多少？我们打算订10万码。

Z：这种产品起订量是15万码。你能多订点吗？这种新产品是高质量的。

B：我想这恐怕不行，除非你方提出具体建议，并适当降低价格，否则，我们是不会大批订货的。

Z：如果你们的订货量大，我们准备减价2％。

B：好吧，关于这种新产品，我们先试订150 000码吧，若销售量大，我们将更多地订购。

3.接受还盘

Z：你还要买什么其他产品吗？关于这类服装，你打算订多少？

B：我们想订40万件。

Z：我希望你能多订些。这些服装质量好，是我们的畅销货。

B：我们订货量在很大的程度上取决于你们的价格。尽管你们在价格上做出了一些让步，但总的来说，贵方价格仍然偏高。

Z：请你说大概要订多少？如果你方订货量很大，我方能又一次调整价格。比方说，如果你们的订数在50万件以上，我方可以进一步减价2％。

B：如果你方再减价5％，我们就订50万件。

Z：好，为了成交，我们接受了你方的还价。这桩买卖以这个价格敲定。

4.确认订货

Z：你打算订多少湘绣？

B：我们要订60万码。你方能满足我们的需要吗？

Z：你要的数量，我们无法满足，我建议你把订数削减一半。

B：你能供给我们40万吗？

Z：要搞到大量这样的货物并在短期内交货是不容易的。请看目录单，我建议你买这种产品，这种产品供应情况好一些。

B：这种产品的质量如何？

Z：就质量而言，我认为我们的产品在国际市场上是有竞争力的。

B：好吧，那我们就订 15万码棉织品，50万件服装，30万码湘绣，这种丝绸产品也增订20万码。

Z：我们可以确认你方的订货。

◎参考答案

I.Comprehension questions on situational conversation：

1.Because the quality of the product is very good, and Mr.Zhang cut the prices again and again, naturally, the prices are reasonable.So Mr.Brown is satisfied with the prices Mr.Zhang offered.

2.Mr.Brown should take the quality into consideration before he accepted the prices.

3.They fix their prices about the garments on average.

4.Because the quality of his products is high in quality.The patterns are relatively popular in the world market.And the stocks are running low.In order to assure Mr.Brown of getting the goods, Mr.Zhang strongly recommends Mr.Brown to accept the prices.

5.He will discuss the problem of placing an order with Mr.Brown after fixing the prices.

6.The minimum quantity of an order for the cotton-piece goods is 150,000 yards.

7.He will place a trial order of 150,000 yards about this new product.

8.Because he feels that the prices are still on the high side although Mr.Zhang has made some concession.

9.He will order 500,000 pieces if Mr.Zhang reduces the prices by 5％ once more.

10.No, he can’t, because it’s difficult for him to get the goods in large quantity as well as to make prompt shipment.

II.Complete the following dialogues：

1.B：We’d like to order some cotton cloth from you.Can you supply us 400,000 yards?

2.B：We want to order 500 cases of green tea, increase the order of 400 cases of red tea, and cancel the order of 400 tins of coffee.

3.B：Well, I’ll tell you the price on CIF basis tomorrow morning.Will you come at that time?

4.B：The quality of our products can stand competition in the international market.The size you order is too small.If it runs into a thousand dozen and more, we can give you better terms of prices.

5.B：We want to order 18,000 yards of cotton cloth, 20,000 yards of Shanghai Printed Pure Silk fabrics and 80,000 pieces of man’s shirts.Can you meet our requirements?

6.B：I would like to point out that because the stock is limited and the production lags behind demand, we can only supply you with 30,000 yards, and I hope you’d better accept it as soon as possible.

7.B：I have discussed your offer with our section chief. We feel that the price you quoted is found to be on the high side.We can’t accept it.I hope you will see your way clear to make a reduction of the price, at least by 15％.

8.B：Would you please give me an indication as to the price you feel workable.

9.B：I’m sorry.The difference between our price and your counter-offer is too wide.I’m afraid that it’s impossible for us to entertain your counter-offer.

10.B：Well, considering the long friendly relations between us.I accept it.Let’s congratulate us on success of this transaction.

III.Make sentences with the following：

1.The buyers are not only satisfied with the quality of the product, but also satisfied with its package.

2.Taking the favorable price into consideration, we are willing to order 500 sets.

3.The price of cotton in the international market is running low (high) this year.

4.Because the prices are inclined to rise, we are inclined to place a large order.

5.This kind of silk goods is one of our best selling lines in world market.

6.The reduction of the prices depends very much on the size of your order.The more you order, the lower our prices (are).

7.Our transaction is closed at US $800 per ton.

8.Shipment will be made by direct steamer within three weeks after receiving your L/C.

9.Your supplies are satisfactory to our clients in respect to (of) both quality and price.

10.Our aim is to cut down the cost and increase production.

IV.Translate the Chinese in the brackets into English, then use them to replace the italicized parts in the sentences：

1. ① enable us to work out the price, please tell us the quantity you require

② conclude the business, we are willing to make some concessions

③ strike a quick deal, we accept your counter-offer

④ get the business concluded, we should meet each other halfway

⑤ open up a new market, we allow you a 10％ discount as an exception to our usual practice

2.① The supply of this kind of products is better

② Such products are very cheap in price

③ These articles are our best selling lines

④ Our price is favourable

⑤ This kind of products is popular in society

3.① giving us such favorable offer

② allowing (giving) us a 5％ discount

③ your close cooperation in business negotiation

④ having sent us the quotation sheet, catalogues and samples

⑤ having done a lot of work to push the sales of our products

4.① the price of the substitute is most favorable

② the quality of Hangzhou Printed Pure Silk Fabrics is as good as that of Shanghai Printed Pure Silk Fabrics

③ you agree to allow us a 5％ discount

④ you cut down your price to US $40 per yard

⑤ you make an exception and accept D/A or D/P

5.① I disagree with your opinion on this point

② things are not so bad

③ this can’t be done

④ we’ll never be able to cut down the prices to what you named

⑤ the deal can’t be stricken because the gap between us is too wide

⑥ we are unable to supply as much as you required

V.Read and translate the following mini dialogues：

1.无货可供

A：你一直做我们绿茶的生意，做得不错吧？

B：马马虎虎，A先生，但是，今天我想看看能不能谈一笔薄荷脑的生意。

A：现在薄荷脑的需求量很大。所以，很遗憾，目前无货可供。

B：无货可供？这太出乎意料了。去年你们好像还有许多库存呢。怎么回事？

A：订单蜂拥而至，货已全部售完。

B：你是说我晚了一步？那真令人遗憾！A先生，你知道中国不是唯一出口薄荷脑的国家。如果你们不能保证供应，客户就要转向其他地方去买。这样，你们打进的市场很快就会失掉。

A：我们正在努力扩大生产，但这不是一夜之间就能办成的。需求增加很快，而生产不可能同步发展。

2.不能供应那么多

A：我们讨论一下订货问题，行吗？

B：可以，贵方想订多少绿茶？

A：这次订500箱。

B：恐怕不能供应你们需求的那么多。

A：贵方可供多少箱？

B：我们只能供应300箱。

3.下次多供点

A：我想订10 000箱绿茶。

B：我们存货已经不多了。恐怕这次供货不能超过5 000箱。

A：希望贵方下次多供应点。

B：如果明年我们能得到更多的货，首先保证贵方的要求。

4.谈论数量

A：为了方便我们报价，可以告诉我们你们所需要的数量吗？

B：这次我们买1 000台。

A：如果你们订3 000台以上，我们准备减价2％。

B：如果你减价5％，我们订3 000台。

5.推荐新产品

A：我建议你买这种新产品，这种产品的供应情况要好些。

B：恐怕这种产品的质量不那么好。

A：谈到质量，其他品牌的货无法与我们的产品相比。

B：好吧，如果你这样说，我只好照办。我们订5 000打。

6.接受（1）

A：很遗憾，我们的报盘和贵方的还盘之间的差距太大了。我们恐怕很难接受贵方的还盘。

B：彼此可让一半怎么样？如果各自再让一步，买买就可以做成。

A：你的意见怎么样？

B：每台888美元。考虑到我们的订货量大，我希望你同意此价。

A：好吧，为了做成这笔买卖，我接受了。

7.接受（2）

A：从贵方的信函中得知你对我方的报价不太满意。那么，B先生，你认为按什么价格可以成交呢？

B：我认为贵方开价太高，我方难于接受。希望贵方采取主动，以弥合价格的差距。

A：B先生，我们是老朋友了。为了进一步扩大业务，也为了表示我们的诚意，我方准备破例再减价2％，你满意了吧。

B：太好了，谢谢你做出的让步。我接受了。

8.接受（3）

A：现在，谈谈包装问题怎么样？我们将用麻布袋包装，每袋净重50公斤。

B：不管怎样，包装应当适合海运，而且经得起粗鲁装卸。

A：你对此不必担心。

B：由于销售季节来临，请务必在今年11月底前把货装好运出，其他条款照旧。

A：我们可以接受你们的一切条款。关于付款，我们要求用信用证支付。我得申明，信用证必须在装运前30天抵达我方，以便我们有足够的时间安排装船。

B：完全可以，好啊，看来我们在主要方面意见都一致了。

A：是的，B先生，我很高兴。这场生意圆满成功。希望以后能达成更多的交易。

B：我也希望如此。谢谢密切合作。