商务英语模拟谈判大赛-对话

商务英语模拟谈判

卖方Sales Administrator销售主管A Project Manager项目经理B

买方Vending Manager售买经理C Merchandising Manager采购经理D

Wholesale Buyer 批发采购员E

保险manager of the People’s Insurance Company of China

PICC的经理F （江来）

S代表卖方b代表买方

旁白：Miss A is the Sales Administrator(销售主管) of Japanese CASIO corporation ; Miss B is the Project Manager(项目经理) of Japanese CASIO corporation ; Miss C is the Vending Manager(售买经理) of Chinese Agcy agency ; Miss D is the Merchandising Manager （采购经理) of Chinese Agcy agency；Miss E is Wholesale Buyer(批发采购员) of Chinese Agcy agency.

B:We warmly welcome you .Do you had a very restful night ?

S: Actually, we feel quite rested. I would like to thank you for your kind invitation to visit your beautiful country.

B: We’ve been looking forward to your visit. We are waiting for your reply about the suggestion of the CASIO’s (卡西欧) sole agency in China.

S: T o tell you the truth,your proposal surprised us. As you know our annual turnover is more than one million. so it is difficult for us to believe you can play the role of the CASIO’s (卡西欧) sole agency in China.

B: As we know , In China your main markets are big cities such as, Shanghai, Beijing, Guangzhou and so on. About 60% turnover were sold in these big cities last year. We have extensive channel-0f-distribution, specifically covering these big cities. So As a selling agent we can take good care of your export business.

S: Yes, I think so. but your sales are not more than 400,000. how can you explain it for us. B:I understand you are selling the same products to some other Chinese importers. this tends to complicate my business. as you know, I am experienced in the business of slippers and enjoy a good business relationship with all the leading whole- salers and retailers in that line. I have a mind to expand this business in the years to come.

S: Ok, We will take what you said into consideration and do some investigation by ourselves and you can also provide some information to proof your ability.

B:Well , we’ll continue the negotiation after your investigation . could you give us an exact time.

S: How about 3 days latter ?

B: OK , we look forward for the further negotiation .

旁白：Three days later, they continue to the talk.

S: Let’s take the ball rollin g by talking about the sole agency

B: Ok, what’s your decision?

S: After paying due consideration to your proposals and investigating your business standing, we think you are able to play the role as our sole agent in China.

B: Thank you, we are glade to hear that. How about the commission ?

S:As practice ,our sole agent in other areas usually get a 3%-5% commission .

B: How about 10% commission if we sold more than 1 million ?

S: In order to conclude the transaction, we’ll give you 10% commission if y ou can sell more than 1.2 million, otherwise we can only give you 7% commission . Do you think so? B:OK , that’s a deal.(看看表) It's high time to have lunch .Let's go and have a big meal , and tomorrow go on to talk about the terms of payment .

S:OK. That's a good idea .

旁白:The next day ,B invited S to Starbucks and carry on the negotiation. When S have a seat .The waiter is coming .

A(服务员):Would you like a cup of coffee with milk or suger ?

S:(对服务员)Suger, thank you .（对买方）The Starbucks has a pleasant ambience,thank you for your invitation .

B:It's a pleasure that you like here . Now, let's continue to talk ,all right?

S:With pleasure.You see, the present transaction is the first step in trade between us . I feel sure more business can be expected if this initial deal works out.

B:How about the terms of payment ?

S:If it's OK with you, we would like payment prior to delivery, since this is your first order.