商务英语口语课程论文

《商务英语口语》考试班级：2012级国际经济与贸易（2）班姓名：蔡正平学号：20123120201任课老师：宋晓舒(Today is Thursday, August 20,2015.Mr.Qiang zhou,marketing manager of Suzhou Textiles Co.,and his assistant,Mr.Jianguo wang come to Toronto Fashion Inc. for the formal negotiation about exporting 100,000 cotton pants.After exchanging greetings with Mr.Daniel, the marketing manager of Toronto Fashion,and Mr.Eric,the assistant of Mr.Daniel,they take seats.)Section one: Price and Terms of PaymentZhou:Now let’s get down to business.Your email of August 1 says you want to buy cotton pants from us.Daniel:That’s correct. Here are the designs.Zhou:Thank you. We certainly welcome this opportunity to further our relationship. Well, as we both have expressed satisfaction at our previous contract,may I suggest that it be the basis of the new contract? This will simplify the matter a great deal.Daniel:It’s a great idea. I was wondering if you would give us a response to our email inquiry.Zhou: We think that the price “at USD $26.80 each CIF Toronto in your email inquiry is a little low. Certainly,except for the price,we are pleased to offer you 100,000 cotton pants. The pants will be packed in plastic bags each four dozens in a corrugated cardboard box. They will be delivered in two consignments of 50,000 each, the first by October 15 and the second by December 15. The terms of payment willbe the same as those in the previous contract that is sight letter of credit.Daniel: Well. Thank you very much for your offer and we'll take it seriously into consideration.To be frank, the market situation has a little changed recently. According to the latest forecast by the Canada Consumer Association,the recession will get worse before the economy gets better. As a result,the Canada consumers will prefer to save money than make consumption and walk away if the price stays on the same level.Zhou: You are certainly right on that,But,there are other factors also influencing the market.As we all know,cotton pant is a kind of common necessity for consumer,which is inelastic.That’s to say,whatever the prices,people have no choice but must buy them. What’s the most important thing is that the cotton pants we provide are in high quality and they deserve higher price, which can help you sell a competitive price and win the goodwill from your customer.Daniel: Well, as far as the theory is concerned.But I'm afraid the price of cotton pants is not entirely inelastic.Too high a price will certainly force people to buy fewer cotton pants particularly in a recession like this. In fact,our price is always the most competitive in your market.Zhou: Actually I know what you mean.Yet on the other hand,youprice is not as competitive as usual. We use the terms of CIF and afford the cost of freight and insurance as usual. As we all know,the insurance rate has increased recently because of government policies. However,we offer you the same insurance premium as usual.Daniel: All right,let me make it at USD $27.80 each CIF Toronto. Frankly, I doubt if we can make any profit at this price.Zhou: Come on, Mr.Daniel,you needn't be so pessimistic.Even at this price, you can still make reasonable profit.Daniel: You must be kidding, Mr.Zhou,That’s my rock top price.we can’t buy cotton pants up their real value.Zhou: $29.80, Mr.Daniel,I can’t go any further.It’s my rock bottom price.I can’t sell those cotton pants without considering the much cost and overhead. Besides,we have cooperated with each other many times,and you know that the price is competitive in your market. Daniel: Okay,If there is no other way, let’s meet each other half away and split the difference.Zhou: Well, I’ll have to think about that.Daniel: Oh, come on, Mr.Zhou, I hate to say this.but I am already in a tight corner and can't move any more.This is the biggest sacrifice we can make as a special favor to you.Zhou: Good,That’s a deal.At USD $28.80 each cotton pant CIF Toronto.The cotton pants will sell like hot cakes,and you will besurprised at your profits.Daniel: Terrific! We have come to an agreement on price at last. I’ll take your word for it.Well then,why don’t we work on the terms of payment?Zhou: Good idea.you should pay with sight letter of credit as usual. right?Daniel: That’s right.We'd like to make a change. You know, payment by L/C is rather costly to the importers. The fees could be unbearably high.Zhou: Oh,yes.but L/C gives the best protection to the exporters. Daniel: That’s true,as we all know,the exporter needs that kind of protection only when he doesn't know the importer well. In our case, however,it's different. We've been doing business for many years and we have never failed to honor its obligations. So,would you like to take this into consideration and accept documents against acceptance? Zhou: We've never doubted your willingness to make payments when due but the booms and busts in the business world are sometimes beyond human control. So we can't take more risks.Daniel: I see, but how about D/P? We are always the best partner. You will not lose a penny if you accept D/P,but it will save us a great deal,which is beneficial for our further cooperation and that’s the real TWO-WINS.Zhou: Please give me some more seconds.(thinks for a while) Okay.I agree with D/P.Daniel: Thank you very much. Mr.Zhou.you are a very nice friend of mine,and I am very happy to do business with your company. Zhou: Well,Thank you for your compliment.Wang: (looks the watch)well,don’t you think it’s time for a break? Lunch time is coming.Eric: Right, well all need a good stretch.Daniel: Well,Mr.zhou,What do you think of their suggestion? Zhou: I’ll afraid they are right.Let’s have lunch and take a break.Section two: Delivery and Claim(After the lunch and short break.they will go on the negotiation.) Daniel: Good afternoon!Mr.Zhou and Mr.Wang.Did you have a good lunch?Zhou: Good afternoon,Mr.Daniel,thank for your hospitality!It’s great and delicious!Wang: Perfect, I’m very grateful for what you did for us.Eric: It’s my pleasure. We are so happy that you enjoy it. Daniel: Well, let’s continue our negotiation. What about delivery? Zhou: Good, as we said in the offer,We will deliver the first consignment in two months,that is, by October 15. The secondconsignment will deliver in two months after the first consignment,that’s is,by December 15.Is there some problems? Daniel: Oh,yes.I’d like to draw your attention to the seasonality of such cotton pants.We will miss most of our profits if we don’t receive them by early November. As we all know, the procedures the imported textiles have to go through can be outrageously time-consuming.For example,It usually takes twenty days to pass the customers.So,Could you make it a bit earlier? Say,the beginning of the October and November.Zhou: Actually,I'd like to deliver earlier. because if we did so we could have the payment earlier.But I can't agree the suggestion,you know,the time between the first and the two delivery is only one month,It’s too hard to make it.Daniel: You are right, I am not thoughtful,the first consignment will deliver by October 1,while the second consignment will deliver by November 20,What do you think?Zhou: All right. I will rearrange the production schedule to make sure that we can satisfy your needs.Daniel: Thank you very much,That’s settled.Zhou: Great. Mr.Daniel, Do you really think it's necessary to have a clause of claim?We've been doing business for so many years.Daniel: I know, We have built up a good relationship through previous cooperation.But I want to be one percent sure that we can receive the goods stipulated in the contract.Certainly,neither of us want to take chances.Zhou: All right. If you insist, let's work on it. How would you like to go about it?Daniel: In my opinion, there are two problems that may cause claims: inferior quality and late delivery. Inferior quality will force the cotton pants to sell at a discount or to become completely unsalable. On the other hand,late delivery will also cause problems because once you miss the season,you’ll miss the profits as well.Zhou: Mr.Daniel, I couldn’t agree more. Shall we go on the quality first?Daniel: I agree. Firstly, I want to reemphasize that on the whole we have been satisfied with the quality of your products.Zhou: Thank you very much for your compliment.Daniel: Fine. But It is also necessary to make this clause. Exactly, I hope I will never have to invoke this clause and lodge a claim with you. I just want you to step into my shoes and feel the pressure. Zhou: All right. First of all, could you give me the definition of the inferior quality?Daniel: Okay.Any defect: unevenly-stitched pants sides, stains onthe cotton pants ,improper hemming, missing trimmings, wrong labeling,the less cotton content,etc.Zhou: You are right. But I think such defects can fall into two types and they fit for different penalty rates.Daniel: It sounds reasonable. How to categorize these defects? Zhou: The first type is major defects.such as missing trimmings and stains on the pants, which may render the pants unsuitable for sale. The second type is minor defects,such as unevenly-stitched pants sides and improper hemming which will not make the pants unsalable. Daniel: It is fine with me. But you ignored the less cotton content.I think it belongs to the major defects. What do you think about that? Zhou: You are right. What about the penalty rates?Daniel: Well, I hope there will be no defect or as few defects as possible so that we' ll never have to lodge a claim with you. In this spirit. I suggest we adopt a progressive penalty rate.Zhou: Could you spell it out more exactly?Daniel: Okay, According to the previous experience, For major defects,if the defect rate does not exceed 0.1% , the penalty rate will be 0.05% of the contract value. From 0.1% to 0.5% inclusive,the penalty rate will be 1%. From 0.5% to 1% inclusive, the penalty rate will be 30%. From 1% to 5% inclusive, the penalty rate will be 70%. The penalty rate will be 200% and the whole lot will be returned to you ifthe defect rate exceeds 5%.Zhou: Um... It is too complicated and high. One successful cooperation depends on mutual trust and understanding.Daniel: Come on, Mr.Zhou, don’t be so negative. What’s your suggestion on the penalty clause?Zhou: For major defects,if the defect rate is from 0.5% to 1%, the penalty rate will be 20% of the contract value. From 1% to 5% inclusive, the penalty rate will be 60%.Daniel: All right. I hope we will never use this clause. So shall we apply the same principle to the minor defects?Zhou: Why not?I am glad to hear that because I have great confidence in my products.Daniel: Good,I am very happy that we reach an agreement. Wang: Congratulations! Let make a quick summary.Eric: Good idea.We'll buy you 100,000 cotton pants at USD $28.80 each cotton pants CIF Toronto. The cotton pants will be delivered in two consignments of 50,000 pieces each. The first consignment will be delivered by October 1, and the second will be delivered by November 20,which are all paid by sight D/P. Am I correct?Wang: You are right. As for penalty clause, if the defect rate does not exceed 0.1% , the penalty rate will be 0.05% of the contractvalue. From 0.1% to 0.5% inclusive,the penalty rate will be 1%. From 0.5% to 1% inclusive, the penalty rate will be 20%. From 1% to 5% inclusive, the penalty rate will be 60%. The penalty rate will be 200% and the whole lot will be returned to you if the defect rate exceeds 5%.Eric:Great. Let’s draw the contract tonight so that we can sign the contract tomorrow. What do you think?Zhou:You are right.Danial: (looks the watch) Dinner time is coming, I know there is a very nice Canadian Restaurant nearby,and shall we go there to celebrate our cooperation?Zhou:Perfect.Thank you very much.Wang: It’s very kind of you.Daniel: It is my pleasure.(After almost one day’s negotiation,Mr.Zhou and Mr.Danial have reached an agreement on everything,and the sales contract will be signed by the two parties the following morning.)。