1、.我們的宣傳手冊僅僅介紹了一小部分產(chǎn)品,我們的展臺在2號展廳,歡迎您去看看我們的展品,相信一定有適合貴公司的產(chǎn)品。Our brochure only covers a few products. You are encouraged to go to our booth in Pavilion No.2 for more exhibits. I am sure you can find products in your interests.To be frank, our commodities have always come up to our export standard and th

2、e package are excellently designed and printed. So our products are moderately priced.說實話,我們的產(chǎn)品一向達(dá)到出口標(biāo)準(zhǔn),而且包裝設(shè)計精致,印刷精美,所以這個價格還是很合適的。如貴方認(rèn)為是有價值的,那么我建議貴方可以將它羅列出來,給予以作價。我方在合資企業(yè)的股份,將和貴方進(jìn)一步商榷后確定。If your party deems these valuable, then I propose that you run a list and evaluate all the items. The shares he

3、ld by our party in the joint venture will be determined upon further negotiation.8%? I am afraid you are asking too much. Actually, we have never given such a lower price. For friendship sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.降8%？我覺得

4、您砍得太厲害了。我們從沒有給過這么低的價格。看在朋友的份上,我們可以破例降5%。不能再低了。你們的產(chǎn)品質(zhì)量確實沒的說,但是在折扣方面,我覺得過于強(qiáng)硬了。我希望雙方都能讓步,在這七上八下的價格蹊蹺板上,找到彼此的平衡點。You indeed have superb product quality, but you are just uncompromising in discount. I do hope that both parties can make concessions to meet each other half way in our bargaining over price.

5、你們的產(chǎn)品質(zhì)量確實沒的說,但是在折扣方面,我覺得過于強(qiáng)硬了。我希望雙方都能讓步,在這七上八下的價格蹊蹺板上,找到彼此的平衡點。至于折扣方面,我們可以將價目單上的開價再降3%,這是我方的底盤。不好意思,我們不準(zhǔn)備接受還盤。有維多利亞輪運(yùn)走/運(yùn)來/承運(yùn)的最后一批貨將于10月1日抵達(dá)倫敦,煩請貴方獲悉。Please be informed that the last bath per/ex/by S.S. Victoria will arrive in London on the 1st October. Alright, we concluded as follows:340 sets of UX

6、225 at the price of USD 31.50 pet set, and 610sets of UX228 at the price of USD 44.50 per set, both of be packed in cardboard boxes of one set each and to be shipped CIF Toronto.好,我們就如下內(nèi)容達(dá)成一致：已CIF價格將340套UX225和610套UX228運(yùn)至多倫多港,前者每套31.50美元,后者每套44.50美元,都用硬紙皮箱包裝,每箱一套。9. 那么我們已經(jīng)就價格與付款方式達(dá)成一致了,根據(jù)我們這邊的物流安排,這批

7、機(jī)床將于8月17日由希望號輪運(yùn)出,41天后抵達(dá)鹿特丹港。Now weve agreed upon price and terms of payment, According to our current logistics, these machine tools shall be shipped per M.V.Hope on 17th November and due to arrive at port of Rotterdam in 41days.10.I think weve reached an agreement on all the important issues and gr

8、eatly boosted our cooperation. Why dont we relax a while in the cocktail party and leave the technical details of the contract to our assistant?我們在重要事宜上達(dá)成一致,也大大推動了雙方的合作。要不去就會上喝一杯,放松一下？把技術(shù)性細(xì)節(jié)交給助手就行了11.您覺得我們的價格過高,但我認(rèn)為它恰恰反映了我們產(chǎn)品的高價值,體現(xiàn)了我們在生產(chǎn)、人力資源、企業(yè)戰(zhàn)略、銷售渠道上的投入,也保證了我們的產(chǎn)品質(zhì)量和售后服務(wù),正所謂一分錢一分貨。You think our p

9、roduct is overpriced, but to me, it reflects the value of it, which lies in our investment in production, human resources, corporate strategy and sales channel, and which guarantees our product quality and after-sales service. As we can put it, its worth every penny of it.12. Based on the size of yo

10、ur order, we could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise of minus 10%.鑒于您訂單的大小,我們可以降價,但是降25%的話,我們的利潤就慘不忍睹了。我方可以做出讓步,降10%。13.我公司目前在華南地區(qū)共有60家專賣店,而華東和華北地區(qū)只有辦事處,市場部正在做相應(yīng)的市場開發(fā)計劃。我們產(chǎn)品的最大賣點就是環(huán)保,相信一定能打入國際。Our corporation has 60 franchised stores in south Chi

11、na, but in east and north China, weve only got some offices. So the Market Department is currently devising market development plans. The best selling point for our product is environment-friendliness, which, we believe, help us penetrate the international market.14. We propose a structured deal. Fo

12、r the first six months, we get a discount of 20%, and the next six months, we get 15%.我們建議采用階段式合約：頭6個月,我們拿20%的折扣；后六個月,15%的折扣。15.去年的金融危機(jī)給我們打擊很大,積壓了很多庫存,所以才會以這么優(yōu)惠的價格銷售產(chǎn)品,幾乎賺不到什么利潤,用個現(xiàn)在流行的說法,這就是海嘯價了。The financial crisis last year hit us hard, burdening us with overstock. Thats why we are now selling pr

13、oducts at this favorable price, which barely leaves us any profits. Its indeed an extremely low price.16. Please inform us when the goods that we just ordered are properly prepared so that we can send you the shipping instruction. Also, we would be expecting your shipping advice when all goods are l

14、ocated on to the container vessel.請在我方訂購貨物備妥之前通知我方,以便向貴方提供裝運(yùn)須知。此外,請在所有貨物裝船之后將裝運(yùn)通知發(fā)至我方。17、美對華貿(mào)易逆差繼續(xù)擴(kuò)大,中美貿(mào)易摩擦加劇,美國國內(nèi)貿(mào)易保護(hù)主義升溫,國內(nèi)部分議員不斷就貿(mào)易逆差、人民幣匯率、知識產(chǎn)權(quán)問題提出涉華經(jīng)貿(mào)議案,經(jīng)貿(mào)問題政治化趨勢明顯。We are seeing greater U.S. trade deficit against China, aggravating Sino-US trade conflicts and rising trade protectionism in Amer

15、ica. Some congressmen continuously proposed motions on economy and trade against China in respects of trade deficit, exchange rate of RMB and IPR, which clearly politicized issue of economy and trade.18、Weve already sent the samples you gave us to our Headquarters in Germany. I think it wont take lo

16、ng for the lab researchers to give you the feedback on product quality. I am, however, interested in your compliance with CSR, since all our vendors have to be certified in that regard.我們已將貴方提供的樣品寄至德國總部,相信沒多久實驗室的研究人員就會把產(chǎn)品質(zhì)量報告反饋給我們。我對貴公司的企業(yè)社會責(zé)任合規(guī)很感興趣,因為我們的所有供貨商都要取得這方面的認(rèn)證。19、首先非常感謝貴公司對我們的產(chǎn)品的關(guān)心,而你們提出的問

17、題呢,我們總經(jīng)理也非常重視,所以我們馬上會和他連線,以電話會議的形式進(jìn)行下一步的會談,您看沒問題吧？First of all, thank you for your interest in our products. Our general manager highly values your questions. So I am now connecting him in the tele-conference as our next negotiating round. Is that OK?20、The burgeoning Chona boasts such a huge market

18、 that no one can afford to neglect. My company is willing to establish business relations with all interested Chinese parties.迅速騰飛的中國擁有巨大市場,沒人敢視而不見的。我公司愿意與所有感興趣的中國客商建立業(yè)務(wù)關(guān)系。Dialogue 1 At the Canton Fair 在廣交會展臺Australian Buyer: Nice to see you again, Mr. Chen. Hope you still remember me, Kenneth Smith

19、, sourcing director of Alphalink in Australia.澳大利亞買家:陳先生,很高興再次見到你。還記得我吧,澳大利亞Alphalink公司的采購經(jīng)理肯尼斯史密斯。XX廠商: 您好,您好,當(dāng)然記得。歡迎之至。Suzhou Exporter: Nice to meet you. Sure I remember you. Welcome to our booth.Australian Buyer: Thats great. I am here to confirm the deal that we talked about yesterday. I think w

20、e still need to reach some consensus on certain details, right?那好,我今天來是想和你確認(rèn)昨天談過的那筆交易。我們在有些細(xì)節(jié)上還要達(dá)成一致,是吧？XX廠商：是的是的。上次已經(jīng)給您看過了我們的樣品,相信質(zhì)量一定是沒有問題的。這幾天有好幾個海外公司都和我們簽訂了購買合同,過往的產(chǎn)品銷售和使用記錄也能證明這點。Suzhou Exporter: Indeed. I showed you our sample last time and I believe its quality is beyond reproach. We just sig

21、ned some purchasing contracts with several overseas companies these days. Our past sales and usage records could also prove its high quality.Australian Buyer: I have no doubt about that. Actually one of my colleagues recommended you before I traveled here and sure I did some homework. What I am inte

22、rested in today is to see whether you can provide me a more competitive price. You know the financial tsunami and things like that.這點我并不懷疑。實際上,我來廣交會前就有同事向我們推薦了貴公司,我也做了些調(diào)研。今天希望貴方能給我一個更有競爭力的價格。你也知道,金融海嘯了嘛。XX廠商：這個我們自然明白。金融危機(jī)搞得大家都不好過,我們的價格已經(jīng)是很有競爭力的,您肯定也看過其他公司的同類產(chǎn)品。我們的嘛,算不上最低,但是性價比肯定最高,關(guān)鍵還是質(zhì)量過硬。Suzhou Ex

23、porter: We sure know. This crisis gives everyone a hard day.Our price is already very competitive. You must have received similar products from other companies. I cannot say our price is the lowest, but its price-performance ratio is definitely the highest. Quality values more than price.Australian

24、Buyer: Well, considering the fact that our order is pretty big, we are thinking whether there is any possibility of downward adjustment in your quoted price. We do hope to strike this bargain and take it as a good beginning of our future cooperation. Our growing business in Australia will need more

25、products like this in the near future.鑒于這是個大單,我想請貴方再考慮下調(diào)報價的可能性。我們是非常希望能做成這筆交易,為我們今后的合作開個好頭。我們在澳大利亞的業(yè)務(wù)不斷發(fā)展,近期肯定需要更多的同類產(chǎn)品。XX廠商：這樣的話,請讓我考慮一下,畢竟我們也有成本方面的考慮。您希望價格能夠調(diào)整多少？此外,貴公司還有沒有其他方面的要求,比如交貨時間？If so, let me think it over, since, after all, we have to cover our cost. Whats your proposed adjustment? Do yo

26、u have other requirements, such as delivery time?Australian Buyer: Id prefer to have your price cut down by 25 USD per unit on an FBO basis. You mentioned last time, if I remember it correctly, that your lead time is 35 days. So, plus the shipping, Id expect a delivery period of 55 days. 我希望貴方能將FOB單

27、價下降25 美元。如果我沒記錯的話,上次你說制造周期是35天,那么加上運(yùn)輸, 55天能拿到貨就行。XX廠商：交貨時間沒有問題,稍微提前點也可以,因為我們倉庫里還有一些庫存,但是價格實在不能接受,已經(jīng)低于我們的成本價了,我們的利本來就很薄。Fine for the delivery time; we can actually shorten it in that we still have some inventory. But your proposed price is unacceptable. Its lower than our cost price and we already ha

28、ve a very thin margin.Australian Buyer: Thats too bad. I dont think I have the authority to brake that price ceiling set by my superior. If that should be the case, then I think I have to report to him for further direction.很遺憾,這個最高單價是我們的頭兒定的,我可沒權(quán)上調(diào)。如果這樣的話,我得先向他請示。XX廠商：好的,希望我們能有機(jī)會合作,就像中國人常說,生意不成情誼在嘛

29、。Its alright. Hope we can close the deal in future. Just like we Chinese often say, our friendship lasts, though our deal fails.Dialogue2 At the Company Conference Room 在公司會議室XX買家：威廉姆斯先生,您好。我就不拐彎抹角了,我們向貴公司訂的貨至今未收到,請問,您對此如何解釋？Hi Mr. Williams. Ill just go straight to the point. We have not received th

30、e ordered goods from you. Whats your explanation?American Company: Nice to see you again, Mr. Zhang. I feel really for that and was just about to drop you a line to explain the situation. The problem is that our products have been stuck in the customs. 張先生,很高興又見面了。我很抱歉,剛準(zhǔn)備打電話和你解釋一下。海關(guān)扣下了我們的貨。XX買家：您知

31、道是什么原因被海關(guān)扣下嗎？Guangzhou buyer: Whats the reason for that?American Company: We have already sent a representative to the customs to inquire after and negotiate the problem. Hes not reported yet, but it is assumed that the issue arises from non-standard labeling on some of the containerized goods.美國公司：

32、我們已經(jīng)派了代表去海關(guān)打聽情況并處理問題,還沒收到他的消息,不過應(yīng)該是因為部分集裝箱貨物貼標(biāo)不合標(biāo)準(zhǔn)。XX買家：這倒不是特別嚴(yán)重的問題,但關(guān)鍵是需要多久才能完成海關(guān)的手續(xù),你們還要重新給這批產(chǎn)品貼標(biāo)簽,我們可能等不及了。Its not a serious matter, but our main concern is how much extra time is needed for you to clear the custom. You have to re-label this batch and I dont think we could wait that long.American

33、 Company：Those products will have to be sent back to our factory to re-label and then to re-ship. Optimally it will take an extra 25 days. 美國公司：這批貨要發(fā)回工廠重新貼標(biāo),然后再發(fā)貨。順利的話,25天就夠了。XX買家：現(xiàn)在已經(jīng)過了交貨期三天了,我們不可能再等25天才收貨,您要知道,馬上是國慶銷售黃金周,我們急等著貨上柜的。Its already three days beyond delivery deadline. We just cannot wai

34、t another 25 days. I think you know the coming Golden Week of National Day and we need badly those goods to be marketed.American Company：We also feel sorry about that and are trying our best to get the problem sorted out ASAP. But, you know, customs always follow procedures and indeed its very costl

35、y in time. I really hope you can understand, particularly considering our past history of successful cooperation.我們也很遺憾,希望能盡快解決問題。不過你也知道,海關(guān)必須要按程序來,很耗時間。我也希望得到你們的諒解,尤其是看在過去成功合作的份上。XX買家：我們明白,所以這次我們沒準(zhǔn)時拿到貨,還特意等了兩天,就是相信你們會及時發(fā)貨。出了問題我們自然可以理解,但是現(xiàn)在的情況讓我們也很難辦,恐怕只能按照合同追究你們了。Guangzhou Buyer: Thats true, so we w

36、aited for another two days beyond the deadline because we trust you in timely delivery. We can accept this in fact, but the problem is that now we are in a dilemma, too. Im afraid we have to resort to pur contact and bring you to account.American Company: Well, I think turning to the contrast for any compensation issue might just be the last resort. In light of goodwill, I do hope we can