商务英语实训剧本

班级：B101206

组长：张丹

组员：申鹏云 王艳培 王鑫

指导老师：郭艳涛

2010-12-09

洛阳理工学院外语系

商务英语谈判实训

Luoyang Institute of Science and Technology wants to place an order from Universal Corp. Ltd. Jessica is the manager of Universal Corp. Ltd. and Linda is her secretary. Sherry is the financial manager of Luoyang Institute of Science and Technology and Danny is her secretary. They saw samples last week. Now Danny, the secretary of financial manager of Luoyang Institute of Science and Technology, is making a call to Linda, the secretary of manager of Universal Corp. Ltd. to make an appointment about the further discussion on the contract.

The Seller: Universal Corp. Ltd.

Jessica—J Linda—L

The Buyer: Luoyang Institute of Science and Technology Sherry—S Danny—D

PartⅠAppointment

(Linda is busying working when the phone rings.)

D: hello, Danny here. I am the secretary of financial manager of Luoyang Institute of Science and Technology. May I speak to Jessica?

L: just a minute. I will get you on her line.

(Jessica’s phone rings.)

J: Hello, this is Jessica.

L: hello, Jessica! This is Danny’s call from Luoyang Institute of Science and Technology.

J: Oh, thank you.

J: Hello, Jessica’s speaking.

D: Oh, this is Danny from Luoyang Institute of Science and Technology. We met about the goods we wanted last week, but we didn’t reach the agreement. So I wonder if we could have another meet on our business contract at 2 p.m. in the office this afternoon. What about you?

J: I will look at my schedule first. Ok, let’s get together.

D: See you!

J: See you later!

PartⅡGreeting

(Both sides meet in Sherry’s office and begin the discussion.)

D: Jessica, nice to meet you. This is Sherry, our financial manager.

S: (To Jessica) Nice to meet you.

J: Fancy meeting you here. I know you are very well by reputation.(To Linda)This is my secretary, Linda.

L: (To Danny and Sherry) Nice to see you.

S: How’s your flight?

J: Fine, thanks.

S: Sit down, please. Something to drink? Coffee or tea?

J: Coffee, please.

L: A couple of China’s tea, please.

D: And you, Sherry?

S: Water, please!

(Danny serves drinks.)

S: What’s your impression on Luoyang?

J: It’s clean and beautiful. And people here are very friendly. D: Have everyone received the agenda for the meeting?

L: Now, let’s get down to business. Ok?

All: Ok.

Part ⅢNegotiation

(The discussion starts.)

J: You have seen our samples and the price list. Let us know your comments, will you?

D: Perfect! The product is the one we’re looking for. You know our university will establish two students’labs. So we want to purchase 200suits lab series equipment in model H-6 from your company. But your price is higher than some of the quotations we have received from other sources. And we haven’t done business with you before.

J: We have been in this line of business for more than 50 years. We can usually make delivery in the required time and our conditions of sales are quite favorable.