国际商务英语口语口译语教学课件第8章 生产与订单处理
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Zhao: Perhaps you’d better order some components to ensure the market supplies.
Samuel: Your advice sounds reasonable. In fact, we are satisfied with the quality of your samples, so the business depends entirely on your price.
SCENE 2 Mr. Samuel is calling Mr. Zhao to discuss more details about the order.
Samuel: Hello, may I speak to Mr. Zhao? Zhao: Speaking. Who is that, please? Samuel: Hi, Zhao, this is Samuel. Zhao: Oh, Samuel, nice to hear you. We’ve got your order. And we have also
Zhao: Good. Here is our price list. Samuel: I see that your listed price for the M36 model is 800 US dollars. Do
you offer quantity discount?
Zhao: Yes. We give a 5% discount for orders of a 500 or more.
Zhao: If the quantities of your order are large enough, we may make another reduction of 10%. You know, we will offer you our best prices, at which we have done a lot business with other customers.
now they’re almost ready. Mark: OK. I’d like to have a look at the samples. Chen: I will send you the catalog and some samples. Hope we can have another
Samuel: What kind of discount could you give me if I were to order for 2,000
sets?
Zhao: On an order of 2000 sets, we can give you a discount of 10%.
Samuel: What about the lead time? Zhao: We could deliver your order within 30 days of receiving your payment. Samuel: Ok, let’s make a deal! I will place an order for 2,000 sets. Zhao: Great! I’ll have the draft contract prepared as soon as possible. Samuel: OK. We could have a more detailed discussion should any problems
sent you a letter to acknowledge the order, and a confirmation of sales. Samuel: Great. We have prepared the Letter of Credit. Hopefully, you can get
the goods ready for shipment as soon as possible. Zhao: Sure. But you know, we need a manufacturing time of 30 days prior to
还有在产品的生产过程中,要经常到车间了解生产的情况,把好产品的 质量关,因为客户注重的是结果,也就是产品的质量,而作为外贸及工厂, 不仅要注重结果,更要注重过程,没有对产品的生产各环节认真细致地 进行检查,就很难生产出符合客户要求的产品质量。
总而言之,要做好每一笔对外出口订单,都要精心准备,科学安排,在不 影响企业效益的情况下,凡经过努力就可以做到的,都要满足客户的要 求。Байду номын сангаас以市场需求为导向,以市场行情为报价基础,以服务创新为根本, 以研发竞争作为企业发展的动力,以客户为中心,以科学管理为出发点, 要经常换位思考，生意才有可持续性，也才能得到互利双赢的良好 效果。
Samuel: Good. We’ll send you the official order and a confirmation of purchase as soon as we can.
Zhao: OK. Hope this is a good start for our future cooperation.
Samuel: We’ll order some next time, I think. At first, we should make a market research in our home country so as to obtain the information of demand.
Lu: Hello, Mr. Bernard? This is Lu Ping. Bernard: Hi, Mr. Lu, How are you? Lu: I’m good, thank you. How is your business going? Bernard: Very well. We have an established market here. Our carpets and rugs
successful deal this time. Mark: I hope so. See you then.
SCENE 2 Mr. Lu is an employee of a trade company. He is calling Mr. Bernard, one of
their customers to promote the new product.
enjoy general popularity. Lu: I’m glad to hear that! We have some new designs now. I call to see if you are
interested. Bernard: Sure. Will you tell me something about them?
8.2 Processing Orders 订单处理 How can we promote the order to the customer? What should we notice when dealing with orders?
SCENE 1 Mr. Samuel is meeting Mr. Zhao for another time. Mr. Zhao is trying to
Samuel: Well, for the sake of friendship, we accept this price and order 800 pieces of the main components.
Zhao: Thank you. And we can confirm your orders now: 2,000 sets of M36 model machine and 800 pieces of main components. All the prices are on basis of CIF San Francisco.
Unit 8 Production and Dealing
with Orders/ 生产与订单
在国际贸易业务的具体操作中,当你通过艰苦的努力,终于获得了客户 的订单,要及时和准确地向工厂下单。这时候最好制作一张下单的表 格,将客户的要求明细化,比如产品是由何种材料制作的,需要印什么颜 色,对产品的性能有何要求,内箱及外箱文字的印刷内容。如果是广交 会成交的,已经确认的样品,按该样品安排生产即可,一般就不需要再寄 样品。如果是在平常的业务交流洽谈成的生意,那就要根据客户的具 体要求,制作样品寄出供客户确认。这样才能保证不出差错。如果单 子比较大,你要经常到工厂了解生产的进度。
Lu: Our products are always of first-class quality. These carpets are 100% wool, fairly thick and very soft.
Bernard: What designs do you have? Lu: Quite a few. We have oriental styles woven with exotic flowers and birds,
arise. Zhao: Sure. And now we might say that the success of this transaction is in
sight. And I hope there will be more business to come between us in the future. Samuel: We hope so. Zhao: By the way, do you want to order some main components besides the 2,000 sets?
encourage the business with Mr. Samuel’s company.
Samuel: Hello, Mr. Wang, nice to see you again. I looked over the catalog you gave me yesterday, and I’d like to discuss prices on the machine sets.
and western styles with legendary figures. Bernard: Sounds good! Do you have wall carpets? Lu: Sure we do. We have different colors, which will go with different home
Mark: How about the clothing? Chen: They are 100% cotton with our special arts and crafts. They are soft,
comfortable, and healthy. Mark: Sounds good. When can your new products come out? Chen: In fact, we begun to design this series of products two months ago and
styles. Bernard: You almost convinced me to make another purchase with you.
However, I want to see some samples beforehand. Lu: No problem. I will send you a catalog with some sample cuttings. Bernard: Thank you.
Samuel: Your advice sounds reasonable. In fact, we are satisfied with the quality of your samples, so the business depends entirely on your price.
SCENE 2 Mr. Samuel is calling Mr. Zhao to discuss more details about the order.
Samuel: Hello, may I speak to Mr. Zhao? Zhao: Speaking. Who is that, please? Samuel: Hi, Zhao, this is Samuel. Zhao: Oh, Samuel, nice to hear you. We’ve got your order. And we have also
Zhao: Good. Here is our price list. Samuel: I see that your listed price for the M36 model is 800 US dollars. Do
you offer quantity discount?
Zhao: Yes. We give a 5% discount for orders of a 500 or more.
Zhao: If the quantities of your order are large enough, we may make another reduction of 10%. You know, we will offer you our best prices, at which we have done a lot business with other customers.
now they’re almost ready. Mark: OK. I’d like to have a look at the samples. Chen: I will send you the catalog and some samples. Hope we can have another
Samuel: What kind of discount could you give me if I were to order for 2,000
sets?
Zhao: On an order of 2000 sets, we can give you a discount of 10%.
Samuel: What about the lead time? Zhao: We could deliver your order within 30 days of receiving your payment. Samuel: Ok, let’s make a deal! I will place an order for 2,000 sets. Zhao: Great! I’ll have the draft contract prepared as soon as possible. Samuel: OK. We could have a more detailed discussion should any problems
sent you a letter to acknowledge the order, and a confirmation of sales. Samuel: Great. We have prepared the Letter of Credit. Hopefully, you can get
the goods ready for shipment as soon as possible. Zhao: Sure. But you know, we need a manufacturing time of 30 days prior to
还有在产品的生产过程中,要经常到车间了解生产的情况,把好产品的 质量关,因为客户注重的是结果,也就是产品的质量,而作为外贸及工厂, 不仅要注重结果,更要注重过程,没有对产品的生产各环节认真细致地 进行检查,就很难生产出符合客户要求的产品质量。
总而言之,要做好每一笔对外出口订单,都要精心准备,科学安排,在不 影响企业效益的情况下,凡经过努力就可以做到的,都要满足客户的要 求。Байду номын сангаас以市场需求为导向,以市场行情为报价基础,以服务创新为根本, 以研发竞争作为企业发展的动力,以客户为中心,以科学管理为出发点, 要经常换位思考，生意才有可持续性，也才能得到互利双赢的良好 效果。
Samuel: Good. We’ll send you the official order and a confirmation of purchase as soon as we can.
Zhao: OK. Hope this is a good start for our future cooperation.
Samuel: We’ll order some next time, I think. At first, we should make a market research in our home country so as to obtain the information of demand.
Lu: Hello, Mr. Bernard? This is Lu Ping. Bernard: Hi, Mr. Lu, How are you? Lu: I’m good, thank you. How is your business going? Bernard: Very well. We have an established market here. Our carpets and rugs
successful deal this time. Mark: I hope so. See you then.
SCENE 2 Mr. Lu is an employee of a trade company. He is calling Mr. Bernard, one of
their customers to promote the new product.
enjoy general popularity. Lu: I’m glad to hear that! We have some new designs now. I call to see if you are
interested. Bernard: Sure. Will you tell me something about them?
8.2 Processing Orders 订单处理 How can we promote the order to the customer? What should we notice when dealing with orders?
SCENE 1 Mr. Samuel is meeting Mr. Zhao for another time. Mr. Zhao is trying to
Samuel: Well, for the sake of friendship, we accept this price and order 800 pieces of the main components.
Zhao: Thank you. And we can confirm your orders now: 2,000 sets of M36 model machine and 800 pieces of main components. All the prices are on basis of CIF San Francisco.
Unit 8 Production and Dealing
with Orders/ 生产与订单
在国际贸易业务的具体操作中,当你通过艰苦的努力,终于获得了客户 的订单,要及时和准确地向工厂下单。这时候最好制作一张下单的表 格,将客户的要求明细化,比如产品是由何种材料制作的,需要印什么颜 色,对产品的性能有何要求,内箱及外箱文字的印刷内容。如果是广交 会成交的,已经确认的样品,按该样品安排生产即可,一般就不需要再寄 样品。如果是在平常的业务交流洽谈成的生意,那就要根据客户的具 体要求,制作样品寄出供客户确认。这样才能保证不出差错。如果单 子比较大,你要经常到工厂了解生产的进度。
Lu: Our products are always of first-class quality. These carpets are 100% wool, fairly thick and very soft.
Bernard: What designs do you have? Lu: Quite a few. We have oriental styles woven with exotic flowers and birds,
arise. Zhao: Sure. And now we might say that the success of this transaction is in
sight. And I hope there will be more business to come between us in the future. Samuel: We hope so. Zhao: By the way, do you want to order some main components besides the 2,000 sets?
encourage the business with Mr. Samuel’s company.
Samuel: Hello, Mr. Wang, nice to see you again. I looked over the catalog you gave me yesterday, and I’d like to discuss prices on the machine sets.
and western styles with legendary figures. Bernard: Sounds good! Do you have wall carpets? Lu: Sure we do. We have different colors, which will go with different home
Mark: How about the clothing? Chen: They are 100% cotton with our special arts and crafts. They are soft,
comfortable, and healthy. Mark: Sounds good. When can your new products come out? Chen: In fact, we begun to design this series of products two months ago and
styles. Bernard: You almost convinced me to make another purchase with you.
However, I want to see some samples beforehand. Lu: No problem. I will send you a catalog with some sample cuttings. Bernard: Thank you.