場景二
Talking about the Price
價格談判
Section 1 Speaking talking about the Price of QQ Kites
談QQ風箏的價格
Buyer: Morning, I'm Smith from England. I'm interested in your elegant QQ kites. We need to import a large quantity of this product. Your exhibits and catalogues are attractive. Would you please give your lowest quotation CIF Liverpool, England?
早上好，我是來自英國的斯密斯。我方對貴方精美的QQ風箏甚是感興趣，而且我們有大量的購買需求。貴方的展品和產品冊做得很好，能否請貴方報一下英國利物浦到岸價?
Seller: Welcome and thanks for your inquiry. Would you please give us your expected quantity? Large order will get a lower price.
感謝垂詢。不知貴方想要訂多少?買得多價格會有優惠哦。
Buyer: OK, could you give me an indication of the price first?
好吧，你能不能先給我們說個價位?
Seller: Here are our latest FOB price sheets. All the prices in the sheets are subject to our final confirmation.
這是我們的FOB報價單。所有的價格以最后的成交價格為準。
Buyer: I wonder whether you can quote us on CIF basis.
能否用CIF報價?
Seller: Yes. We can give you prices both FOB and CIF.
當然，CIF 和 FOB 都行。
Buyer: I want to order 10,000pcs of big QQ kites, please give me your best CIF offer.
我方欲購買一萬個QQ風箏，請給出最優的CIF 報價。
Seller: 10,000pcs of big QQ kites at USD11.00/pc CIF Liverpool, England, for shipment during July/August, 2012. The offer is valid for 10 days.
2012年七月和八月期間，船運10000個大型QQ風箏英國利物浦到岸價單價十一美元。本報價十日內有效。
Buyer: Why? Your price is too high and it is incredible!
為什么?你們開價也太離譜了吧!
Seller: I am surprised to hear you say it. As you well know, there has been a strong demand for new designed QQ kites and such a demand will certainly lead to increased price. Our price is more competitive than quotations you can get elsewhere.
想不到你會這么說。你也知道，新型QQ風箏需求量大，所以必定價格也會隨之上漲。我們的報價與其他廠家相比已經便宜很多了。
Buyer: I don't think so. I must point out that some of the quotations we have received from other sources are much lower than yours.
我不這么認為。我想說我們收到的其它報價比你們的還要低。
Seller: But you must take the quality into consideration. You know our big QQ kite is of superior quality and best design. To be frank with you, if we were not friends, we would hardly be willing to make you a firm offer at this price.
但你也得考慮一下質量問題。我們的風箏質量上乘，設計精美，這你是知道的。坦白說，如果不是因為我們的交情，我們很難開出這個價。
Buyer: You are right. Your QQ kite is in better quality and elegant design and only because we are old friends, we come to buy your products. You should cut your price at least by 10%. If you don't make any move, we might turn to other suppliers.
你說的沒錯，你們的產品質量越來越好，設計也更上一層樓。但就是因為我們是老朋友了，所以我才來買你們的產品啊。你至少要再降價百分之十，否則我們只能找別家了。
Seller: Please don't rush to conclusions so quickly. The price of silk, nylon and other materials has gone up sharply this year. The price offered is competitive. All I am saying is that my price will not change; if I do, you won't accept it either, because the difference between us is so great.
請先別急著這么說。今年無論是絲和尼龍繩還是其它制造材料的價格都急劇上升，我們開出的這個價格已經很低了。我的意思是我們不會降價;就算我降了你還是會覺得貴，因為我們之間的分歧太大了。
Buyer: But no matter how great the difference is, you'll have to move. Both of us move, and move together, right? It's impossible for me to move alone.
不管分歧有多大，你也得把價格降一降。那我們各退一步，好吧?要我們單方面讓步是不可能的。
Seller: All right. Just now, you said I should cut my price by 10%. Let's meet half way, how about 5%? Only because we are good friends, I give you 5% off the price. It's already a sacrifice on our part.
那好，剛剛你說讓我們降價百分之十，那我們就降百分之五，你看怎么樣?因為我們是老朋友了，所以給你降了百分之五，這對我們來說已經是損失了。
Buyer: Thank you. In order to close the deal, I accept.
謝謝。為了合作能成功，我接受你們的報價。
Seller: I'm pleased that we have arrived at the agreement. I hope we can do better next year.
很高興我們達成了共識。希望明年我們的合作更上一層樓。
Buyer: Surely, I'm also pleased to declare to place an order now. Could you tell me the minimum order quantity?
一定會的。我現在很高興地告訴你我們要下單了。多少件商品起步?
Seller: The minimum order is l,000pcs for 1*20'FCL. I suggest you order 1*40'FCL for a lower freight shipment.
至少要訂1000件，即20箱。建議你可以多訂20箱，這樣運費可以降一點。
Buyer: Good. It's not our first business. I agree to order 2,000 pcs for a 40'FCL.
好，這也不是我們第一次做交易了，就訂40箱2000件。
Seller: Great! Surely we will have successful business and further cooperation. Wish you make a larger order later for more benefits.
好極了!這筆生意很成功，我們以后還會合作的。祝愿你生意興隆，財源廣進。
Buyer: OK. Thanks. Let's talk about the contract terms soon.
謝了，那我們來談談合同條款吧。
Seller: I will send you a draft contract for confirmation tomorrow.
明天我會把合同草案發給你。
Buyer: You are always doing a good job. Thanks for your effort.
你每次都做的很棒。感謝你的努力。
Seller: Wish we have happy cooperation all the time. Bye.
希望我們能保持愉快的合作，回見。
Buyer: Bye.
再見。