商务谈判试卷三

Section II 外贸业务谈判

Directions: You are required to design a dialogue based on the following situation with at least 250 words and 8 rounds.

Situation: Tim Hill (the buyer), representative of Foremost International Ltd., visits Wang Jun (the seller), marketing manager of Hunan Province Light Industrial Products Corporation Ltd. in Miss Wang’s office. They have a negotiation about the price of biodegradable plastic cup.

Party A:

Tim Hill (the buyer), representative of Foremost International Ltd.

Tasks:

-----Conform receiving the sample and ask about the price;

-----Ask whether the price is for a carton or not and how many pieces are in a carton;

-----Ask for FOB term;

-----Suggest CIF Toronto;

-----Show your disagreement on the price (too high), and explain the reason;

-----Admit the quality is better but still think the client won’t accept the price

-----Ask for discount on a large order;

-----Promise to reconsider.

Party B:

Wang Jun (the seller), Marketing manager of Hunan Provincial Light Industrial Products Corporation Ltd.

Tasks:

-----Offer USD 80, CIF Boston;

-----Explain the price is for per carton and 1000 pieces are in a carton;

-----Refuse FOB term;

-----Offer USD 60, CIF Toronto;

-----Ask to take the quality into account;

-----Ask about the quality;

-----Offer USD 50, CIF Toronto;

-----Remind the offer open for three days.

Section III 外贸英语函电撰写

Directions: You are required to write a letter based on the following situation with at least 150 words. (Note: Your letter should adopt the modified-block style.)

Situation: As a sales representative of Hunan Province Light Industrial Products Corporation Ltd., you are going to write back to a client from Foremost Industrial Ltd., who requested you to reduce your price by 10%. (More information about the parties, please refer to the background information given above.)

The following aspects should be included in the letter:

Indicate the inside addresses of the sender, the receiver, the date, the complimentary close and the signature;

Reply your client who thinks your quotation for biodegradable plastic cup is too high;

State your reasons for your quotation: good quality of your goods and a rise in the price of raw material;

Taking your business relations into consideration, offer to reduce your quotation by 3%;

Make a proposal for 1/4 down payment.

Section IV 商务谈判案例分析

Directions: Read the following case and analyze the problem with at least 100 words.

Case: Foremost International Ltd. In Canada made an inquiry of 1000 cartons of biodegradable plastic cup to Hunan Province Light Industrial Products Corporation Ltd. on August 7th. The Canadian company came to China to hold a business negotiation and quoted at USD 50 per carton on CIF Toronto basis, Hunan Provincial Light Industrial Products Corporation Ltd’s INTERNAL control price of the commodity was RMB 140 per carton on FOB Shanghai. At that time, the Bank of China exchange rates are for each of the purchase price USD 100 was for RMB 640 Yuan. The Chinese company has cash, and it can be sold out within the controllable price by the company itself. The goods would be transported from one Chinese port to the port of Toronto, freight RMB 79 Yuan per carton and insurance RMB 85 Yuan per carton.

Problem:Can Hunan Provincial Light Industrial Products Corporation Ltd. accepts the offer? Why?

Your analysis should be written according to the following clues: