商务英语结课设计(中英)

商务英语结课设计
——浙江阳光灯饰有限公司和加拿大向日葵进出口公司就太阳能灯交
易的商务谈判
姓名：
学号：
专业班级：国贸
一、背景介绍
加拿大向日葵进出口公司派了Lois及其团队来中国，到浙江阳光灯饰有限公司选购产品。

浙江阳关灯饰有限公司外贸员Mary负责接待。

双方就太阳能灯的交易进行谈判。

最后以单价2.5美元，FOB宁波港的价格，一个彩盒包装5个太阳能灯，一个纸箱10盒的包装，达成一笔10000个太阳能灯，总计25000美元的交易，支付方式为信用证，海运10月装运，买方购买综合险。

二、Situation
Lois：Hello, Mary, I’m so happy to have the opportunity of visiting your corporation.
Mary：It’s my great honor to meet you, Lois. How’s your business?
Lois：Well, fantastic . Thanks for asking. Say, Mary, we have seen your advertisement and sales literature and are totally interested in your products.AS a matter of fact, you know, we shall be obliged if you will give us your catalogs, price list and other details of your business together with samples.
Mary：I really appreciate your coming and inquiry. We would like to mail you our detailed information ASAP.
Lois：Thanks! We are looking forward to receiving them. By the way, my email address is Loissunflower@ . You can send to my e-mail box.
Mary：OK!
One day later.
Lois：Hi, Mary, nice to meet you again.
Mary：Hi, Lois, how are you doing?
Lois：Awesome! Well, we’ve already studied your catalogs and read all the detailed information. We have an inquiry for your goods. Especially the solar lights. We believe they will find a ready market in Canada. I’m wondering that could you by any chance give us an indication of price?
Mary：So nice to hear that good news. The solar lights are very popular among overseas customers which are used in people’s daily lives. Is it
possible for you to let me know what quantity you require so that we can work out the offers?
Lois：Sure,5000 pieces.
Mary：Well, we are pleased to offer your firm our 5000 pieces of solar lights U.S.$3 per piece, total amount U.S.$15000 ,FOB Ningbo.
Lois：Well, to tell you the truth. I’m afraid the price is a little bit on the high side . I must point out that your price is higher than some of the quotations we have received from other sources.
Mary：Our goods maybe apparently a little bit expensive though, we still believe that you will agree that they are excellent value for the price considering their high quality. I assure you of A-list quality. Our clients are well aware of this and our commodities command good sales not because of their reasonable prices, but you know, because of their superior quality. It follows, therefore, please take the quality into consideration.
Lois：Well, we certainly find the quality of your samples well up to the standard and suitable for our requirement. However, on the other hand,
that price you’ve quoted is in excess of the market price in Canada. I suppose that some reasonable discount is essential for sale in the market in Canada.
Mary：You know, the price of raw materials have been rocketing. But our price of our shorts haven’t changed at all. If your order is huge, we will take it into account.
Lois：So do you mean that if we increase our order you’ll reduce the price?
Mary：Certainly. And if your order is over 10000 pieces, as a rule of our company, we can offer you a discount of 17 percent.
Lois：As a matter of fact, we’d like to note there is everypossibility that some price cut will justify itself for an increase in business. So are there any reductions you can give us?
Mary：Well, I’m afraid that’s our final offer, and this is the best we can do. To be frank with you, in view of our long business relations with you, we have made up our mind to concede a 17% discount if you order 10000 pieces, what do you say? I bet there’s nowhere else in China you’ll get
this price.
Lois：Okay, that sounds alright.
Mary：By the way, we usually accept payment by L/C. In our opinion, L/C is the reliable assurance to both sides. It can protect both of us and support us in the cooperation especially on the large import and export business orders.
Lois：I completely agree with you, however, an L/C would increase the cost of our import.
Mary：I can understand that. Would you consult the bank and see if they can reduce the required deposit to a minimum?
Lois：Well, actually, there will still be bank charges for the credit there. And the deposit, this will tie up our found and add to our cost as well. Mary：Well, that’s true, and I can understand your situation. But, nevertheless, I still believe L/C can make the bank assurance to the exporters. And that is of significance to us. On the other hand, it can also bring profit assurance to you, the importers. As you know, the importers can be supported from the bank if the goods damaged or the delivery
time delayed. It follows, therefore, we insist on the L/C.
Lois：You are right, we promise you on this term.Well, since we have settled a whole list of problems like price, quality, quantity, etc. Let’s talk about the packing issues.
Mary：I mean to discuss this with you as well. What a coincidence!
Lois：Yeah, great minds think alike,huh?
Mary：We will pack them 5 pieces to a color box, and every 10 boxes are packed ina carton.
Lois：Cartons? Could you use wooden cases instead? I’m afraid the cartons are not strong enough.
Mary：As a matter of fact, what we chose is the double thick carton, which has been specially designed for export. We always utilize this kind of packing which is totally suitable for ocean shipping. Butif you insist, we still can use wooden cases like you mentioned before, but the charge for packing will be considerably higher.
Lois：Well, good job! I guess that’s much better. Let’s still use cartons.
However, the safety of packing is a matter that cannot be neglected, so be sure to pay more attention to the packing of the goods.
Mary：Of course, please rest assured.
Lois：Last but not least, what about the shipment?
Mary：Well, we can effect shipment during December.
Lois：You don’t say! That might be too late. New year is just coming up around the corner, could you do anything to advance the shipment to October? Cause I’m afraid to miss the New Year sale season, you know.
Mary：Well, as this is the first transaction, I wish we could make a deal. I’ll get in touch with the manufacturer and ask them to try their best to advance the shipment.
Lois：Right on! That’s extremely thoughtful of you.
Mary：Now we get our agreement. And I believe our discussions have been fruitful and delighted.
Lois：Right! We faithfully hope that we could enlarge our trade and business more in the near future.
Mary：Yeah, Lois, we’re so glad the deal has come off nicely and hope there will be more to come. I will have the contract ready within 3days. As soon as I have the contract draft done, I will go to visit you with it for you to look over.
Lois：Thanks a million.
三、译文附录
洛伊丝：你好，玛丽，很高兴能有机会拜访贵公司。

玛丽：很荣幸见到您！洛伊丝，生意可好？
洛伊丝：托您的福，很好！多谢关心。

对了，我们看了贵方的广告、销售说明书后对贵公司的产品十分感兴趣。

坦率地讲，如果贵方能惠予目录、价格表和其他交易细节，以及样品，我方将不胜感激。

玛丽：十分感谢您的到来及询价，我们尽快把具体细节信息寄给您。

洛伊丝：谢谢！我们期待您的来信。

我的电子邮箱地址是：
Loissunflower@ .欢迎来信。

玛丽：好的！
一天后
洛伊丝：你好，玛丽，很高兴再次见面。

玛丽：你好，洛伊丝，你好吗？
洛伊丝：很好！我们已经看了你们的目录以及全部的具体信息。

我们想向贵方询盘，特别是太阳能灯，我们觉得在加拿大会大受欢迎。

我想知道一下估计价格。

玛丽：听到这个好消息真振奋人心！太阳能灯在国外的客户中很受欢迎，在人们的日常生活中使用。

洛伊丝：当然，我们要五千个
玛丽：我们很乐意报价给贵公司太阳能灯个五千，每个3美元，宁波港运出，总计1万5千美元。

洛伊丝：好的，但是，实际上，我觉得这个报价稍微高了点，我不得不说你们的价格比我们接到的其他厂商的报价要高些。

玛丽：虽然我方产品价格贵了些，但如果您考虑它的高品质，相信您会同意，它们价有所值。

我可以保证质量一流！我们的老客户都了解这一点，我方产品一直销售良好，不是因为合理价格，而是因为优秀品质啊。

因此，希望您能考虑它的质量。

洛伊丝：我方确实觉得你们的样品质量符合标准，满足要求。

但另一方面，贵方价格也确实比加拿大的市场价高了些。

我方认为如果要在加拿大销售得好的话，需要得到贵方的一些折扣。

玛丽：你知道的，最近原材料的价格飞涨，我们产品的价格也一点都没变。

除非你的订单量很大，我们会考虑。

洛伊丝：您的意思是，如果我方加大订单，您方便减价？
玛丽：似的。

根据我们公司的规定，如果订单超过1万个，可享受8.3折优惠。

洛伊丝：事实上，我们想贵公司注意的是薄利多销啊。

所以，希望能多给些优惠。

玛丽：恐怕这已经是最优惠的报价了，也是我们最大的让步。

实际上，为了双方长久的贸易关系，如果贵方刚好订1万个，我们仍热给予8.3折优惠，您看怎么样？我向您保证这价格比其他任何地方都优惠。

洛伊丝：好的，不错！
玛丽：我们一般接受信用证为付款方式。

在我方看来，信用证为付款方式是对交易双方的可靠保证，特别是对我们这种大宗的进出口买卖，信用证还对双方合作给予了支持。

洛伊丝：虽然我完全同意您的观点，但是我认为开信用证会增加我方的进口成本。

玛丽：这一点我可以理解，是否可以和银行协商，把保证金降低到最小呢？
洛伊丝：但是实际上，在银行开信用证仍然需要手续费，还有保证金，这些会增加我们的成本，也使得我们的资金周转缓慢。

玛丽：是啊，我理解你们的处境，但是，我仍是认为信用证为出口方提供了银行担保，这一点对我方事关重大。

另外，我认为信用证也能
给你们进口方带来利益保证。

相信您知道，因为受损货物或交货期延误，都可以得到银行担保。

因此，我方坚持信用证为付款方式。

洛伊丝：好的，您说的有道理，我同意。

我们已经解决了一系列像价格、质量、数量等问题，现在来谈谈关于包装问题吧。

玛丽：我正准备和您谈这个呢，好巧啊。

洛伊丝：是啊，英雄所见略同啊。

玛丽：我们会一个彩盒装5个太阳能灯，10盒一个纸箱来包装。

洛伊丝：纸箱？能否用木箱啊？我怕不够结实。

玛丽：实际上，我们所选购的是双重纸盒，它是专门为出口而设计的，绝对适合海运。

但是如果您坚持要用木箱也可以，但费用可能要贵许多。

洛伊丝：不错，我觉得那好多了，那我们还是用纸箱。

但是包装的安全性不可忽视，所以要多花点心思。

玛丽：当然，请放心。

洛伊丝：最后，装船呢？
玛丽：我们可以在12月装船。

洛伊丝：不会吧！那太迟了！新年快到了，我怕错过新年销售季，请提前到10月装运可以吗？
玛丽：因为这是我们第一次交易，我希望可以成交。

我跟工厂联系一下，让他们在10月发货。

洛伊丝：太棒了！你真好。

玛丽：现在我们达成一致，我相信我们的洽谈是愉快而富有成效的。

洛伊丝：对，我真诚地希望我们的贸易会更进一步拓展。

玛丽：我们很高兴这项交易能圆满成功，希望以后能达成更多更好的协议。

我会在3天内准备好合同。

我一准备好就送到您那给您过目。

洛伊丝：谢谢。