1、（一）我们的价格和数量有关，因为你的数量有限，所以我们不能降价；（二）我们现在的原材料的价格在上涨，我们的经营成本在增长，所以我们的价格也上涨；（三）我们和同行的质量不相同，我们的质量通过认证，有保障，同行不能够做到，所以我们的价格比同行高；（四）我们提供的优质服务及我公司的信誉同行不能提供给你。因为我们的服务也需要成本，所以我们的价格比同行高点；（五）因运输成本的增长，我们的销售成本也在增长，所以我们的价格也比较高；（六）因我们对工人的工资待遇提高，这也给我们的生产质量提供保障，我们的产品单位价格上升，所以我们的价格也上升；（七）给你的价格已经是最低价格，给你的同行是高于你的价格，我们已经做
2、到我们最大的可能性地为你服务了，如需要证实，可以给另外一个客人的报价给你看。情景一佩利丝: Mr. Brown, Im anxious to know about your offer.布朗先生.我很想知道你们的报盘情况.布朗: Well, weve been holding it for you, Mrs. Perless. Here it is. Five hundred cases of black tea, at 20 pounds per kilogram, C.I.F., Liverpool. Shipment will be in July.佩利丝女士.我们还一直为你保留着这一报
3、盘.这个就是:500 箱红茶.成本加运费保险费到利物浦价.每公斤 20 英镑.七月装船.佩利丝: Thats a high price! It will be difficult for us to make any sales.价格太高了!我们很难销售.布朗: Im rather surprised to hear you say that, Mrs. Perless. You know the price of black tea has gone up since last year. Ours compares favorably with what you might get els
4、ewhere.佩利丝女士.你这么说我很吃惊.你知道从去年以来红茶价格已经上涨.我们的价格比起你从别处可以买到的价格是较为优惠的.佩利丝: Im afraid I cant agree with you there. India has just come into the market with a lower price.这点我恐怕不能同意.印度正好刚打入市场.价格比较低.布朗: Ah, but everybody in the tea trade knows that USs black tea is of top quality. Considering the quality, I s
5、hould say the price is reasonable.不过.茶叶商人都知道美国红茶质量好.结合质量考虑.我认为这个价格很合理.佩利丝: No doubt yours is of high quality, but still, there is keen competition in the tea market. I understand some countries are actually lowering their prices.毫无疑问.你们的红茶质量上等.但是茶叶市场竞争激烈.我知道有的国家实际上正在削价抛售.布朗: So far our commodities h
6、ave stood the competition well. The very fact that other clients keep on buying speaks for itself. Few other teas can compare with ours either for flavor or color.目前为止.我们的商品都是经得起竞争的.其他客户不断地向我们购买就证明了这一点.在香味或色泽方面.其他品牌的红茶很难与我们的红茶媲美.佩利丝: But I believe well have a hard time convincing our clients at your
7、 price.不过我认为很难说服我们的客户们接受你方的价格.布朗: To be frank with you, if it werent for our good relations, we wouldnt consider making you a firm offer at this price.坦率地说.如果不是为了我们之间的友好关系.我们本来不会考虑以这个价格报实盘的.佩利丝: All right. In order to get the business, I accept.好吧.为了达成交易.我接受了.布朗: Im glad that weve settled the price.
8、很高兴我们就价格问题达成了协议.佩利丝: Now about the quantity. You said you could offer me only 500 cases, which I think is not enough. Last year we sold 700 cases, and Im sure I can do better this year. I hope you can offer me at least 800 cases.现在谈谈数量问题.你说只能供应 500 箱.这不够.去年我们销售了 700 箱.今年肯定能销售更多.我希望你至少能报 800 箱.布朗: Be
9、cause of the rapid growth of both our domestic and foreign markets, our production hasnt been able to go forward at an equal pace with the demand. 500 cases are the best I can offer you at present.由于国内外市场迅速发展.我们的生产已赶不上需求.目前我最多能报 500 箱.佩利丝: I see. But if I dont take care of the supply of my market, m
10、y customers will naturally turn somewhere else for their needs.我知道.不过如果我不能充分供应市场的话.我的顾客势必会从别处购货.布朗: Sorry, I dont think we can offer you more than 500 cases this year. As a matter of fact, we have made a special effort to get even these 500 cases for you.很抱歉.我想今年供应不可能超过 500 箱了.事实上.供应这 500 箱我们还做了特别的努
11、力.佩利丝: All right. Well take the 500 cases this time. But I do hope you can supply more next time.好吧.这次我们就接受 500 箱.但希望下次你方能多供应些.布朗: Well see if we can do better next year.那得看明年我们能否多供应一些.情景二Peter: Id like to get the ball rolling by talking about prices.我们从价格开始吧。Smith: Shoot. Id be happy to answer any
12、questions you may have.洗耳恭听。我很乐意回答你的任何问题。Peter: Your products are very good. But Im a little worried about the prices youre asking.贵司产品非常不错，但我有点担心你的价格。Smith: You think we will be asking for more?你认为我们会要的更多吗？Peter: Thats not exactly what I had in mind. I know your research costs are high, but what Id
13、 like is a 25% discount.那并不是我想的。我知道你们的研究成本是很高，但我希望能得到七五折。Smith: That seems to be a little high. I dont know how we can make a profit with those numbers.太高了。这样的折扣我们没有利润了。Peter: We said we want 10000pcs over a three-month period. What if we plan orders for a year, with a guarantee?我们接下来的三个月需要采购 10000
14、个，如果我们保证一年的订单怎么样？Smith: If you can guarantee that on paper,I think we can discuss this further.如果你能将你的保证写下来的话。我想可以考虑。情景三 关于价格谈判怀特: I have here our price sheet on a F.O.B. basis. The prices are given without engagement.这是我们船上交货价的价目单.所报价格没有约束力.布莱克: Good, if youll excuse me, Ill go over the sheet right
15、 now.很好.如果可以.我马上把价目单看一遍.怀特: Take your time.请便.布莱克: I can tell you at a glance that your prices are much too high.我一看这份价目单就知道你们的价格太高了.怀特: Im surprised to hear you say so. You know that the cost of production has been skyrocketing in recent years.你这么说我很吃惊.你知道近年来生产成本迅速上涨.布莱克: We only ask that your pric
16、es be comparable to others. Thats reasonable, isnt it?我们只要求你方的价格能和别人差不多就行了.这个要求很合理.对不对?怀特: Well, to get the business done, we can consider making some concessions in our price. But first, youll have to give me an idea of the quantity you wish to order from us, so that we may adjust our prices accord
17、ingly.好吧.为了成交.我们可以考虑作些让步.不过要请你先说明大概要订购多少.以便我们对价格作相应的调整.情景四：重点词汇：1. soar: 高涨 2. quotation: 报价3. point out: 指出4. to be frank with: 坦白说下面我们来看看这几个词汇是怎么用在这个情景对话中的：A: Ive come about your offer for bristles.A: 我今天来访的目的是想听取你方对猪鬃的报盘。B: We have the offer ready for you. Let me see Here it is. 100 cases of Tsin
18、gtao Bristles, 57mm, at pounds sterling perkilogram, CIF European Main Ports, for shipment in June, 1980. The offer is valid for three days.B: 我们已为你准备好报盘。让我找一找，啊，在这里，100 箱 57 毫米青岛猪鬃，每公斤成本加运费保险费到欧洲主要口岸价英镑，1980 年 6 月交货。报盘三天有效。A: Why, your price has soared. Its almost 25% higher than last years. It wou
19、ld be impossible for us to push any sales at such a price.A: 喔，你方的价格猛涨，几乎比去年高出 25%，按这种价格买进，我方实在难以推销。B: Im a little surprised to hear you say that. You know very well that market for bristles has gone up a great deal in recent months. The price we offer compares favourably with quotations you can get
20、 elsewhere.B: 你这样说使我有点儿惊讶。你很了解，近月来猪鬃市场涨得很多。我方所报的价格与你从别处能获得的价格相比，是较为便宜的。A: Im afraid I cant agree with you there. I must point out that your price is higher than some of the quotations we have received from other sources.A: 恐怕我不能同意你这种说法，必须指出你们的价格比我们从别处所得到的一些报价高。B: But you must take the quality into c
21、onsideration. Everyone in the trade knows that Chinas bristles are of superior quality to those from other countries.B: 但是你方必须考虑到质量的问题。同业中人人皆知中国猪鬃质地优于其它国家的供货。A: I agree that yours are of better quality. But theres competition from synthetic products, too. You cant ignore that prices for synthetic br
22、istles havent changed much over the years.A: 我承认你们的猪鬃质量高，但还有人造制品的竞争。你方恐怕不能无视这一点吧。近年来，人造制品的价格并无多大变化。B: Theres practically no substitute for bristles for certain uses. Thats why demand for natual bristles keeps rising in spite of cheaper synthetic ones. To be frank with you, if it were not for the lon
23、g-standing relationship between us, we would hardly be willing to make you a from offer at this price.B: 在某些用途方面，几乎没有东西可以代替猪鬃。尽管人造制品价格便宜，但对天然猪鬃的需求还在不断增长，原因就在这里。老实对你说，如果不是为了双方的老关系，我们不大可能以这样的价格向你方报实盘。A: Well, well have a lot of difficulties in persuading our clients to buy at this price. But Ill have
24、to try, I suppose.A: 唉，要说服客户以这个价格购买，对我们来说是不容易的。不过看来我得试一试。情景五：产品的销售价格在企业的营销过程中是一个十分敏感而又最难以有效控制的因素。它直接关系着市场对产品的接受程度，影响着市场需求量即产品销售量的大小或企业利润多少。因此，讨价还价是商务公关人员在商务活动中的一项必备技能。 让我们来看下面 2 段小对话： Dialogue I A: Whats your price per dozen for leathern gloves?每打皮手套的售价是多少？ B: 30 dollars per dozen.每打 30 美元。 A: Its m
25、uch too high. We have another offer for a similar one at a much lower price.太贵了。同样的产品，我们另外得到的报价比这低得多。 B: I can assure you that our price is the most favorable. A trial will convince you of my words.我向你保证，我们的价格是最优惠的，试一试你就知道了。 A: If you can go a little lower, Id be able to give you an order on the spo
26、t.如果你能把价格降低些，我现在就订货。 B: Thats out of the question. You musk know that the cost of production has risen a great deal in recent years.这是不可能的。你知道，近几年里生产成本增加了很多。 A: I hope youll give a second thought to it.希望你再考虑考虑。 B: We have to discuss the problem later.我们只好下次再讨论这个问题了。 Dialogue II A: Well, to come str
27、aight to the point, could you tell us something about your new price?那好，开门见山地说吧，能说说你们的新价格吗？ B: Most willingly. Its $600 per ton.很乐意。每吨售价 600 美元。 A: Thats a high price.好贵啊！ B: But you know, the price of this article has soared up since last year.但你知道，去年开始这种商品的价格就在猛涨。 A: I know. But I must say its sti
28、ll unacceptable.我知道。但我还是不能接受这个价格。接待客户 2007-04-27 10:38 接待客户在商务往来过程中起着非常重要的作用。它是推销准备过程的延伸，又是实质性接触客户的开始。接待客户是指在实质性洽谈之前，销售人员努力获得客户接见并相互了解的过程，是实质性洽谈的前奏。 Dialogue A: Good morning, Mr. Smith. Im Yang, Mr. Yaos secretary. Would you like to see around the factory?早上好，史密斯先生。我姓杨，姚先生的秘书。你想先看看我们的工厂吗？ B: Yes, Id
29、.是的，我想 A: Now this is our office block. We have all the administrative department here. Sales, Accounts, Personnel, Market Research and so on.这是我们的办公区。我们所有的行政部门都设在这儿：销售部、会计部、人事部、市场调研部等。 B: Whats that building opposite us?对面是什么建筑？ A: Thats the warehouse where the large items of office equipment are s
30、tored. We try to keep a stock of the faster-moving items so that urgent orders can be met quickly from stock.那是仓库，用来贮存比较大的办公设备。我们尽量贮存一些销售得比较快的设备以便救急之用。 B: If I ordered a desk today, how would it be before I got delivery in Scotland?假如我今天预订一张办公桌，如何在苏格兰提货呢？ A: Well, I think perhaps youd better speak to our Production Manager, Mr. Yao. Youll meet him when we go over to the factory.噢，我想你还是和我们的生产经理姚先生谈谈。到了工厂你便能见到他了。
