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1、Video 1 Welsh : Hello, Mr. Wang. We received the samples you kindly sent to our headquarters. Thank you very much. We’ re impressed by both the quality and the variety of your products. Wang : Thanks, and welcome to our factory. I hope you enjoyed the tour around some of our workshops. Welsh :

2、Yes, we actually picked up several products from your catalogue after the tour. We maybe able to give you a trial order. Now I ’d like to know if we place a firm order with you, when can you deliver the goods? Wang : It depends on how many items you choose and what quantity. Normally for one con

3、tainer order, we can deliver the goods within 6days. Welsh : That ’s good. OK, let ’s work through this list now. Wang : Mm, I see, Mr. Welsh. You ’ve only selected 4 items so we can guarantee delivery. This is the unit price of each product. Welsh : Fine. But it seems to us that your price is m

4、uch higher than other suppliers in china. We are currently doing business with some factories in Shenzhen. Welsh : We know some factories give lower prices but their quality is poor. You see, the surface of our products is very smooth. And after the tour, you must have an idea how well our manu

5、facturing environment meets international sanitary standards. Considering the quality, our price is very reasonable. Welsh : We don’ t deny that. But if you can give us a little discount, we can start up a long-term relationship. Wang : You’ re really tempting me. OK, what ’s your quantity then?

6、 Generally, we’ re not allowed to give discount at this price. But if your order is large enough, I can offer you a special discount. Welsh : For the large plastic chair and the trolley, we can take 1000 pieces of each and much more later on after this trial order. Wang : 1000 pieces ? Well, since

7、 it s our initial transaction, I 1l give you a 10% discount on these two items. Welsh : 10%? Another company gives us a 15% discount for that size of order. You know, an incentive discount encourages the buyers and helps expand your business. Wang : Of course, I know, but that is too high a rate.

8、 Frankly speaking, the maximum discount we can grant is 10%. Welsh : Then about the food box and cup container? Also 10%? We would like to order 800 food boxes and 50cup containers to start. Wang : I ’m afraid we can’ t do that. You know, the price of the raw material has been rising steadily.

9、There’ s no profit margin left at that price. Welsh : Come on, of course there is. By the way, we don ’t need the scale on the cup container. How about reducing the price of the container to us$2 from your original us$3? Wang : Well, it s really hard… Welsh : Well, we could meet each other half-

10、way that would conclude the deal. Wang : You certainly have a way of talking me into it. Al right, let ’s each make some concession. You increase the food box order to 1000 pieces. OK? Welsh : Fine, no problem. Wang : You really drive a hard bargain! But we look forward to a long partnership. V

11、ideo 2 F: Hello, Mr. Leser. I ’m very glad to meet you. L : Likewise. This is interesting. Do you think the color is right for the European market? And …what is the price for this wooden angel? F: No problem, you definitely have good taste. We have many European customers who are buying this Ch

12、ristmas range. The price is US$8, FOB Shanghai. L : US$8? Your price is much higher than the other offers we ’ve received even just in this exhibition hall. F: Well, it may appear a little higher, but the quality of our products is much better than that of other suppliers’. You must take that in

13、to consideration. L : I agree with you. That ’s why I ’ve come to your booth. This time I intend to large order but business is almost impossible unless you can give me a discount. F: We can talk about that later. What’ s your line of business? L : We mainly sell gifts and decorations for Christ

14、mas, Easter and other traditional holidays. Christmas is our largest concern. Our annual sales can reach us$10 million. F: Good, weve been a large producer of these items for years. You see, not only is our quality much better than others ’. But our product range is more diverse. You can always

15、find the best of anything you want. L : So, if you can give me the best price for this first order, we can start a long-term relationship. For example, what is the price for these Santa clauses? F: For the metal ones: US$20.the wooden ones: US$15. There are 8different styles and 3size for each t

16、ype. L : If I choose several items of this kind, what ’s the minimum order? F: 100 pieces for each item number and a minimum of 10 items. L : How about the discount? I can place an order for two containers to start. F: If so, we can grant you a very special discount of 8%. L : 8% I can hardly a

17、ccept that as a special term according to the offers I ’ve had today. I ’d say 15% would be more like it. Some other companies have already promised us that. F: That really leaves us with nothing. Our maximum is 10%. You know, the price of these products tends to go up as winter comes and there’

18、 s heavy demand for them. L : OK. I ’ ll make that concession for the sake of the beautiful color of your products. By the way, have you thought of choosing a commissioned sales representative or agent overseas you promote your sales? F: Yes, so far, we have several agents abroad but none in Germ

19、any. L : We’ re willing to be your agent in Germany for Christmas gifts and decorations. What ’s your usual commission rate? F: Usually, we gibe a commission of 4% to our agents. L : 4% is too low. You see. We’d have a lot of work to do in promoting sales, such as advertising on radio or TV, pri

20、nting brochures and so on. It all costs. F: Don ’t worry, we’ ll allow you a higher commission rate if you sales are substantial. F: For example, if you sell US$2 million worth of gifts annually, we can allow 3% commission. But, if the annual turnover exceeds US$5 million, we can offer a 5% commi

21、ssion. What do you think of that? L : It sounds OK. We ’d like to sign an agency agreement with you simultaneously when we sign the contract for this trial order. F: No problem. After you ‘ve chosen the products, we ’ll work them both out for you to sign. We can do it within 3days.Will that be suitable? L : Fine, one more question, when can you deliver the goods? F: 60days after the sales confirmation is signed.