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 Payment

Zhou: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 will

be 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,you