商务英语口语考试

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Part 1 Invitation
S: Mr. Li, it’s so nice talking with you about your business. I really hope we can have a chance to do business together.
L: I hope so. Look, we are having a small dinner for some of our clients. Please come and join us.
S:That’s very kind of you. I’ll be glad to come. But I have my associate with me. She is visiting one of our important clients in the city. I’m afraid she has some arrangements foe me. Anyway, I’ll just check with her. L: How is it?
S: I’m free tonight.
L: Sounds great! Your associate is most welcome to join us too.
S: Thank you. Unfortunately she has another engagement.
L: Well. What a pity!
S: I’m sorry for that, but thank you just the same. Where and when shall we meet?
L: How about the lounge bar here? At about six?
S:OK..
(During the dinner, Li Yan invited Susan to visit his factory in China.)
L: If you’d like, we’d be delighted to see you at our workshop.
S: It’s very kind of you. My associate and I would be interested in visiting your factory.
L: How long will you be in China? When is OK with you?
S: We’ll be here for another three weeks, for other business of course. We want to visit next week, how about November 1st.
L: That’s all right. Could you give me your email address? I’ll arrange your tour and email the schedule to you. S: Thanks. My email address is Susan@.
L: I’ve got it. I am looking forward to seeing you.
Part 2 Visiting a Plant
L: Hello, Susan. Nice to meet you and welcome to Boyi.
S: Hello. Nice to meet you , too.
L: Let me show you around our factory. If you have any questions, please feel free to ask me.
S: OK. Could you give me a general idea of your factory before we see the workshops?
L: Certainly. There are three parts: the production area, the processing area and the dispatch area.
S: How large is the factory?
L: It covers an area of 50,000 square meters.
S: It is much larger than I expected. When was the factory set up?
L: In the early 1970s.
S: How many employees do you have now?
L: About 2,000. That is our office block. We have all the administrative departments there. Down there is the research and development section.
S: How much do you spend on development every year?
L: About 5-6% of the gross sales.
S: What’s that building opposite to us?
L: That’s the warehouse. We keep a stock of the faster moving items so that urgent orders now, how long would it be before I got delivery?
S: If I placed an order now, how long would it be before I got delivery?
L: It would largely depend on the size of the order and the items you want.
S: Could you show us your production shop?
L: Sure. This way, please.
L: Well, here we are at the workshops.
S: That’s fine. The factory floor is clean and well laid out.
L: Our company has introduced advanced technology and equipment. They have increased our productivity and lowered the cost of production.
S: Your equipment is first-class and the workers seem to be professional and skilled.
L: Yes, you know our products are made of botanical materials. In order to produce high-quality products, materials shall be strictly selected and processed before we put them into production.
S: Well, is the production line fully automated?
L: Well, not fully automated. Most of them are hand-operated.
S: So what is the output of your factory?
L: As I mentioned at the fair, it depends. Our goods are hand-made and the output of each kind is around 300-500.
We have decided to enlarge production as there is a strong demand for it at home and abroad.
S: That’s wonderful. You’re really far-sighted. May I have a look at the finished products?
L: Certainly. Our showroom is on the second floor. This way, please.
S: Oh, you’ve got so many nice things here.
L: Yes. Most of our products are well-known in China, because of the superior quality and reasonable prices of course.
S: That sound great. What kind of quality control do you have?
L: All products have to go through 4 checks during the production process and have to pass strict inspection before they go out. In addition, we set up our own quality control department.
S: That’s the way it should be.
Part 3 Making an Inquiry
M:hello, I am Mary from Masaic International corporation from France. Nice to meet you!
M: Well, I am thinking of placing an order with you for some of your products. I am quite sure that these items will find a ready market in France if their prices are competitive.
W:I am very glad to hear that. What items are you particularly interested in?
M: We need to get some more information about your products before we place an order with you.Could you give me one copy of your catalogue and latest price list each.
W: Of course. Here you are. These are price lists for products with sample pictures and specifications as all.
M: Thank you. Are the goods as good as the samples you display?
W: Certainly, I can assure you of our high quality and reasonable price.
M: All right, thank you very much for your patience. I will look through the catalogues and price list indetails ,and call you as soon as I get an idea.
W: Sure. am looking forward to your trial order.
(Several days later, Mary calls MR .Wang to make a specific inquiry about the products)
M: Hello. This is Mary .May I speak to Mr. Wang.
W: Speaking. Good afternoon. What can I do for you?
M: Yes. After looking through the price lists, we are particularly interested in apple crafts. By the way, how about the supply position?
W: We have a steady for all our products.
S: That is good ! Can you quote us your best price for apple crafts ?
W: Thanks for your inquiry. Would you tell me the quantity you require so that we can work out our best offer ? M: We would like to start with 2000 apple crafts.
W: Ok. Which one would you prefer for the quotation, FOB or CIF?
M: I wonder whether you can quote us your CIF price. If your prices are good , we can place the order with you. W: I am sure you will find our price is very competitive, compared with that of the other companies in the same line.
M: Well, when can I have your CIF firm offers for the 2000 apple crafts? Meanwhile, we also need to know some information on your terms of payment , packing and the earliest date of shipment .
W: We will work out the firm offer this evening and give it to you tomorrow morning.
M: I will be at your office at ten a.m. tomorrow for the firm offer .Is it all right with you ?
W: Ok .I will be expecting you then.
Part 4 Offer and Counter-offer
W: Good morning,Mary.
M: Good morning, Mr. Wang, are you ready for the quotation?
W: Yes, I’d like to quote you USD 1.58 per piece CIF European Main Ports. The validity is 4 days.
M: Well, the price is much higher than what I have expected. Could you give me a discount?
W: We will offer 10% discount for an order of more than 5,000 pieces.
M: 5,000 pieces! You see, this is only our trial order. And if the first order in the future.
W: I highly appreciate it. But I’m sorry we couldn’t make a change to the settled-price principle of our corporation.
M: Thank you for your offer. I will talk to my general manager to see if it is possible to increase the quantity to get the discount.
W: I’m very grateful to you for your efforts.
M: By the way, what is your usual practice in payment terms?
W: It is our practice to adopt L/C.
M: When is the earliest shipment you can make?
W: End of April, I’m afraid.
M: Fine, thank you. I’ll call you as soon as possible.
(Susan is negotiating with Li Yan to settle the quotation over the phone.)
M:Mr. Wang, I’ve talked to my general manager and he has agreed to increase the number to 5,000 pieces but we ask for a 20% quantity discount.
W: Thank you for your effort, but 20% is much more than we can offer to any of our customers. M: If you take such a large quantity into account, you will find your prices are higher than we can get from elsewhere.
W: But you should take the quality into consideration. You know our products are of high quality and well-known all over the world.
M: The labor cost has decreased a lot recently, however. I think you can reduce the price accordingly.
W: But it’s beyond our reach. Well, in order to establish the business relations with you, we can grant you a special discount of another 3%.
M: A 13% discount ? That doesn’t make a difference. You know we usually deal on a 20% quantity discount for such large orders. How about 15 %.
W: It would be uneconomical for us to offer our products at the discount you suggest.
M: Your concession will set the ball rolling. Let us settle it at a total discount of 15%, if you agree. W: I’m afraid 13% discount is already our best offer for 5,000 pieces.
M: In order to get the business, we are willing to make some concessions. 15 % for 6,000 pieces. W: Great. Let’s call it a deal. USD 1.34 per piece for 6,000 pieces apple crafts.
M: OK. I hope we both can get something out of this.。

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