外贸英语口语讨价还价对话模板
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你这么说我很吃惊.你知道近年来生产成本迅速上涨.
xx:
xx:
Well, to get the business done, we can consider making some concessions in our price. Butfirst,you'llhavetogivemeanideaofthequantityyou wishtoorderfromus, sothatwemayadjust our prices accordingly.
价格太高了!我们很难销售.
xx:
佩利丝女士.你这么说我很吃惊.你知道从去年以来红茶价格已经上涨.我们的价格比起你从别处可以买到的价格是较为优惠的.
佩利丝:
这点我恐怕不能同意.印度正好刚打入市场.价格比较低.
xx:
Ah, but everybody in the tea trade knows that US's black tea is of top quality. Consideringthe quality, I should say the price is reasonable.
xx:
Take your time.
请便.
xx:
I can tell you at a glance that your prices are much too high.
我一看这份价目单就知道你们的价格太高了.
xx:
I'msurprisedtohearyousayso.Youknowthatthecostofproductionhasbeenskyrocketing in recent years.
（一）我们的价格和数量有关，因为你的数量有限，所以我们不能降价；
（二）我们现在的原材料的价格在上涨，我们的经营成本在增长，所以我们的价格也上涨；
（三）我们和同行的质量不相同，我们的质量通过认证，有保障，同行不能够做到，所以我们的价格比同行高；
（四）我们提供的优质服务及我公司的信誉同行不能提供给你。因为我们的服务也需要成本，所以我们的价格比同行高点；
All right. In order to get the business, I accept.
好吧.为了达成交易.我接受了.
xx:
I'm glad that we've settled the price.
很高兴我们就价格问题达成了协议.
佩利丝:
Now about the quantity. You said you could offer me only 500 cases, which I think is notenough. Last year we sold 700 cases, and I'm sure I can do better this year. I hope you can offerme at least 800 cases.
我今天来访的目的是想听取你方对猪鬃的报盘。
B:
We have the offer ready for you. Let me see…… Here it is. 100 cases ofTsingtaoBristles, 57mm, at…… pounds sterling perkilogram, CIF European MainPorts, for shipment in June,
你认为我们会要的更多吗？
Peter:
That's not exactly what I had in mind. I know your research costs are high, but what I'd likeis a 25% discount.
那并不是我想的。我知道你们的研究成本是很高，但我希望能得到七五折。
A:
恐怕我不能同意你这种说法，必须指出你们的价格比我们从别处所得到的一些报价高。
B:
But you must take the quality into consideration. Everyone in the tradeknows that China's bristles are of superior quality to those from other countries.
我知道.不过如果我不能充分供应市场的话.我的顾客势必会从别处购货.
xx:
Sorry, I don't think we can offer you more than 500 cases this year. As a matter of fact, wehave made a special effort to get even these 500 cases for you.
B:
但是你方必须考虑到质量的问题。同业中人人皆知中国猪鬃质地优于其它国家的供货。
情景一
佩利丝:
Mr. Brown, I'm anxious to know about your offer.
xx先生.我很想知道你们的报盘情况.
xx:
Well, we've been holding it for you, Mrs. Perless. Here it is. Five hundred cases of black tea,at 20 pounds per kilogram,
A:
喔，你方的价格猛涨，几乎比去年高出25%，按这种价格买进，我方实在难以推销。
B:
B:
你这样说使我有点儿惊讶。你很了解，近月来猪鬃市场涨得很多。我方所报的价格与你从别处能获得的价格相比，是较为便宜的。
A:
I'm afraid I can't agree with you there. I must point outthat yourprice ishigher than some of the quotations we have received from other sources.
1980. The offer is valid for three days.
B:
我们已为你准备好报盘。让我找一找，啊，在这里，100箱57毫米青岛猪鬃，每公斤成本加运费保险费到欧洲主要口岸价……英镑，
1980年6月交货。报盘三天有效。
A:
Why, your price has soared. It's almost 25% higher than last year's. Itwould be impossible for us to push any sales at such a price.
Smith:
That seems to be a little high. I don't know how we can make a profit with those numbers.太高了。这样的折扣我们没有利润了。
Peter:
We said we want 100pcs over a three-month period. What if we plan orders for a year,with a guarantee?
现在谈谈数量问题.你说只能供应500箱.这不够.去年我们销售了700箱.今年肯定能销售更多.我希望你至少能报800箱.
xx:
Becauseoftherapidgrowthofbothourdomesticandforeignmarkets,ourproductionhasn't been able to go forward at an equal pace with the demand. 500 cases are the best I can offeryou at present.
不过我认为很难说服我们的客户们接受你方的价格.
xx:
To be frank with you, if it weren't for our good relations, we wouldn't consider making youa firm offer at this price.
坦率地说.如果不是为了我们之间的友好关系.我们本来不会考虑以这个价格报实盘的.佩利丝:
（五）因运输成本的增长，我们的销售成本也在增长，所以我们的价格也比较高；
（六）因我们对工人的工资待遇提高，这也给我们的生产质量提供保障，我们的产品单位价格上升，所以我们的价格也上升；
（七）给你的价格已经是最低价格，给你的同行是高于你的价格，我们已经做到我们最大的可能性地为你服务了，如需要证实，可以给另外一个客人的报价给你看。
由于国内外市场迅速发展.我们的生产已赶不上需求.目前我最多能报500箱.
佩利丝:
I see. But if I don't take care of the supply of my market, my customers will naturally turnsomewhere else for their needs.
洗耳恭听。我很乐意回答你的任何问题。
Peter:
Your products are very good. But I'm a little worried about the prices you're asking.贵司产品非常不错，但我有点担心你的价格。
Smith:
You think we will be asking for more?
很抱歉.我想今年供应不可能超过500箱了.事实上.供应这500箱我们还做了特别的努力.佩利丝:
All right. We'll take the 500 cases this time. But I do hope you can supply more next time.好吧.这次我们就接受500箱.但希望下次你方能多供应些.
好吧.为了成交.我们可以考虑作些让步.不过要请你先说明大概要订购多少.以便我们对价格作相应的调整.
情景四：
重点词汇：
1. soar:
高涨
2. quotation:
报价
3. point out:
指出
4. to be frank with:
坦白说
下面我们来看看这几个词汇是怎么用在这个情景对话中的：
A:
A:
xx:
We'll see.
那得看明年我们能否多供应一些.
情景二
Peter:
I'd like to get the ball rolling by talking about prices.
我们从价格开始吧。
Smith:
Shoot. I'd be happy to answer any questions you may have.
F.O.
B. basis. The prices are given without engagement.这是我们船上交货价的价目单.所报价格没有约束力.
xx:
Good, if you'll excuse me, I'll go over the sheet right now.
很好.如果可以.我马上把价目单看一遍.
C.I.
F., Liverpool. Shipment will be in July.
佩利丝女士.我们还一直为你保留着这一报盘.这个就是:500箱红茶.成本加运费保险费到利物浦价.每公斤20英镑.七月装船.
佩利丝:
That's a high price! It will be difficult for us to make any sales.
不过.茶叶商人都知道美国红茶质量好.结合质量考虑.我认为这个价格很合理.
佩利丝:
毫无疑问.你们的红茶质量上等.但是茶叶市场竞争激烈.我知道有的国家实际上正在削价抛售.
xx:
佩利丝:
But I believe we'll have a hard time convincing our clients at your price.
我们接下来的三个月需要采购100个，如果我们保证一年的订单怎么样？
Smith:
If you can guarantee that on paper,I think we can discuss this further.
如果你能将你的保证写下来的话。我想可以考虑。
情景三关于价格谈判
xx:
I have here our price sheet on a
xx:
xx:
Well, to get the business done, we can consider making some concessions in our price. Butfirst,you'llhavetogivemeanideaofthequantityyou wishtoorderfromus, sothatwemayadjust our prices accordingly.
价格太高了!我们很难销售.
xx:
佩利丝女士.你这么说我很吃惊.你知道从去年以来红茶价格已经上涨.我们的价格比起你从别处可以买到的价格是较为优惠的.
佩利丝:
这点我恐怕不能同意.印度正好刚打入市场.价格比较低.
xx:
Ah, but everybody in the tea trade knows that US's black tea is of top quality. Consideringthe quality, I should say the price is reasonable.
xx:
Take your time.
请便.
xx:
I can tell you at a glance that your prices are much too high.
我一看这份价目单就知道你们的价格太高了.
xx:
I'msurprisedtohearyousayso.Youknowthatthecostofproductionhasbeenskyrocketing in recent years.
（一）我们的价格和数量有关，因为你的数量有限，所以我们不能降价；
（二）我们现在的原材料的价格在上涨，我们的经营成本在增长，所以我们的价格也上涨；
（三）我们和同行的质量不相同，我们的质量通过认证，有保障，同行不能够做到，所以我们的价格比同行高；
（四）我们提供的优质服务及我公司的信誉同行不能提供给你。因为我们的服务也需要成本，所以我们的价格比同行高点；
All right. In order to get the business, I accept.
好吧.为了达成交易.我接受了.
xx:
I'm glad that we've settled the price.
很高兴我们就价格问题达成了协议.
佩利丝:
Now about the quantity. You said you could offer me only 500 cases, which I think is notenough. Last year we sold 700 cases, and I'm sure I can do better this year. I hope you can offerme at least 800 cases.
我今天来访的目的是想听取你方对猪鬃的报盘。
B:
We have the offer ready for you. Let me see…… Here it is. 100 cases ofTsingtaoBristles, 57mm, at…… pounds sterling perkilogram, CIF European MainPorts, for shipment in June,
你认为我们会要的更多吗？
Peter:
That's not exactly what I had in mind. I know your research costs are high, but what I'd likeis a 25% discount.
那并不是我想的。我知道你们的研究成本是很高，但我希望能得到七五折。
A:
恐怕我不能同意你这种说法，必须指出你们的价格比我们从别处所得到的一些报价高。
B:
But you must take the quality into consideration. Everyone in the tradeknows that China's bristles are of superior quality to those from other countries.
我知道.不过如果我不能充分供应市场的话.我的顾客势必会从别处购货.
xx:
Sorry, I don't think we can offer you more than 500 cases this year. As a matter of fact, wehave made a special effort to get even these 500 cases for you.
B:
但是你方必须考虑到质量的问题。同业中人人皆知中国猪鬃质地优于其它国家的供货。
情景一
佩利丝:
Mr. Brown, I'm anxious to know about your offer.
xx先生.我很想知道你们的报盘情况.
xx:
Well, we've been holding it for you, Mrs. Perless. Here it is. Five hundred cases of black tea,at 20 pounds per kilogram,
A:
喔，你方的价格猛涨，几乎比去年高出25%，按这种价格买进，我方实在难以推销。
B:
B:
你这样说使我有点儿惊讶。你很了解，近月来猪鬃市场涨得很多。我方所报的价格与你从别处能获得的价格相比，是较为便宜的。
A:
I'm afraid I can't agree with you there. I must point outthat yourprice ishigher than some of the quotations we have received from other sources.
1980. The offer is valid for three days.
B:
我们已为你准备好报盘。让我找一找，啊，在这里，100箱57毫米青岛猪鬃，每公斤成本加运费保险费到欧洲主要口岸价……英镑，
1980年6月交货。报盘三天有效。
A:
Why, your price has soared. It's almost 25% higher than last year's. Itwould be impossible for us to push any sales at such a price.
Smith:
That seems to be a little high. I don't know how we can make a profit with those numbers.太高了。这样的折扣我们没有利润了。
Peter:
We said we want 100pcs over a three-month period. What if we plan orders for a year,with a guarantee?
现在谈谈数量问题.你说只能供应500箱.这不够.去年我们销售了700箱.今年肯定能销售更多.我希望你至少能报800箱.
xx:
Becauseoftherapidgrowthofbothourdomesticandforeignmarkets,ourproductionhasn't been able to go forward at an equal pace with the demand. 500 cases are the best I can offeryou at present.
不过我认为很难说服我们的客户们接受你方的价格.
xx:
To be frank with you, if it weren't for our good relations, we wouldn't consider making youa firm offer at this price.
坦率地说.如果不是为了我们之间的友好关系.我们本来不会考虑以这个价格报实盘的.佩利丝:
（五）因运输成本的增长，我们的销售成本也在增长，所以我们的价格也比较高；
（六）因我们对工人的工资待遇提高，这也给我们的生产质量提供保障，我们的产品单位价格上升，所以我们的价格也上升；
（七）给你的价格已经是最低价格，给你的同行是高于你的价格，我们已经做到我们最大的可能性地为你服务了，如需要证实，可以给另外一个客人的报价给你看。
由于国内外市场迅速发展.我们的生产已赶不上需求.目前我最多能报500箱.
佩利丝:
I see. But if I don't take care of the supply of my market, my customers will naturally turnsomewhere else for their needs.
洗耳恭听。我很乐意回答你的任何问题。
Peter:
Your products are very good. But I'm a little worried about the prices you're asking.贵司产品非常不错，但我有点担心你的价格。
Smith:
You think we will be asking for more?
很抱歉.我想今年供应不可能超过500箱了.事实上.供应这500箱我们还做了特别的努力.佩利丝:
All right. We'll take the 500 cases this time. But I do hope you can supply more next time.好吧.这次我们就接受500箱.但希望下次你方能多供应些.
好吧.为了成交.我们可以考虑作些让步.不过要请你先说明大概要订购多少.以便我们对价格作相应的调整.
情景四：
重点词汇：
1. soar:
高涨
2. quotation:
报价
3. point out:
指出
4. to be frank with:
坦白说
下面我们来看看这几个词汇是怎么用在这个情景对话中的：
A:
A:
xx:
We'll see.
那得看明年我们能否多供应一些.
情景二
Peter:
I'd like to get the ball rolling by talking about prices.
我们从价格开始吧。
Smith:
Shoot. I'd be happy to answer any questions you may have.
F.O.
B. basis. The prices are given without engagement.这是我们船上交货价的价目单.所报价格没有约束力.
xx:
Good, if you'll excuse me, I'll go over the sheet right now.
很好.如果可以.我马上把价目单看一遍.
C.I.
F., Liverpool. Shipment will be in July.
佩利丝女士.我们还一直为你保留着这一报盘.这个就是:500箱红茶.成本加运费保险费到利物浦价.每公斤20英镑.七月装船.
佩利丝:
That's a high price! It will be difficult for us to make any sales.
不过.茶叶商人都知道美国红茶质量好.结合质量考虑.我认为这个价格很合理.
佩利丝:
毫无疑问.你们的红茶质量上等.但是茶叶市场竞争激烈.我知道有的国家实际上正在削价抛售.
xx:
佩利丝:
But I believe we'll have a hard time convincing our clients at your price.
我们接下来的三个月需要采购100个，如果我们保证一年的订单怎么样？
Smith:
If you can guarantee that on paper,I think we can discuss this further.
如果你能将你的保证写下来的话。我想可以考虑。
情景三关于价格谈判
xx:
I have here our price sheet on a