Situational Dialogue 1

Kate from Black Diamond is answering a phone call from Larry, a potential client who is inquiring about products.

A: Hello, Black Diamond. This is Kate speaking.

B: Hello, Kate. It's Larry from ABC Chemical Company. We met last month at Canton Fair.

A: Hi, Larry. How can I help you?

B: I am quite interested in your goods. After carefully reading the catalogue you gave me at the fair, I think there is a possibility of cooperation between us.

A: I am glad to hear that. We have years of experience in the manufacture  and export of carbon black products. I believe our cooperation will bring  mutual benefits to us. Which particular products are you interested in?

B: PowCarbon® B. We are considering placing an order with you. So I'd like to have your quotation. Do you quote CIF or FOB?

A: It's our usual practice to quote a price on CIF basis.

B: Could you please quote us the price under FOB terms? We would like to arrange shipment by ourselves.

A: That can be easily done. 

B: That's good. Thank you.

A: Would you please let us know the quantity you plan to order? 

B: We want 2mts. Could you give me your quotation as soon as possible?

A: Sure. I'll look into your requirements first and work out the offer this evening. I'll call you tomorrow. 

B: OK. I will wait for your news.

对话文本翻译参考：

A: 你好，黑钰公司。我是凯特。

B: 你好，凯特。我是ABC化工公司的拉里。我们上个月在广交会上见过面。

A: 嗨，拉里。有什么能为你效劳的吗？

B: 我对你们的产品很感兴趣。在仔细阅读了你在广交会上给我的目录之后，我想我们有合作的可能。

A: 听你这么说我很高兴。我们在炭黑产品的制造和出口方面有多年的经验。我相信我们的合作对我们是互利的。你对哪些特定产品感兴趣?

B: 炭黑B。我们正考虑向你方订货。所以我想知道你们的报价。你们报CIF价还是FOB价？

A: 我们通常报CIF价格。

B: 请报FOB价格好吗？我们想自己安排装运。

A: 这很容易做到。

B: 很好。谢谢。

A: 你能告诉我们你计划订购的数量吗？

B: 我们需要2公吨。你能尽快给我报价吗?

A: 当然。我先研究一下你的需求，并于今天晚上制定报价。明天给你打电话。

B: 好的。我会等你的消息。

Situational Dialogue 2

The next day, Kate is calling Larry to give him an offer.

A: Hello, Larry. I'm calling to tell you we have the offer ready for you now.  We're willing to make an offer of US$20000 per M/T FOB Shanghai.

B: Is this offer a firm one?

A: Yes. It is a firm offer, but it will be valid for three days only.

B: The price is too high for us to accept. We would suggest that you make an   allowance of 10% so that we can introduce your products to our customers.

A: We don't allow any discount because our price is already very favorable. The   price quoted will be enough to compete with the established suppliers from other sources. 

B: Such a high price will leave us with little profit. Could you please quote us your lowest price?

A: It is already the rock bottom price we can offer. Please note that our products     are of superior quality.

B: I'm afraid it's still on the high side.

A: Well, our discount depends on the size of your order. To help you open up the     market, we can give you a 5% discount if you can increase your order to 3mts.

B: 5% for a larger order. Okay, it sounds acceptable. By the way, how about the supply position of your products?

A: We have a steady supply for all our products since we are an enterprise  integrating industry and trade.

B: I think I will place a trial order to see if they are popular in our country.

A: I'm sure our products would find a promising market in your area.

对话文本翻译参考：

A: 你好，拉里。我打电话来是想告诉你，我们已经准备好报价了。我们的报价是每公吨20000美元FOB上海。

B: 这是实盘吗?

A: 是的。这是实盘，但有效期只有三天。

B: 这个价格太高了，我们无法接受。我们建议你方给我们10%的折扣，以便我们向客户介绍你们的产品。

A: 我们没有折扣的，因为我们的价格已经很优惠了。所报价格足以与其他老牌供应商竞争。

B: 这么高的价格，我们几乎没有利润了。请报最低价好吗?

A: 这已经是我们能报的最低价了。请注意，我们的产品质量上乘。

B: 恐怕价格还是偏高了。

A: 嗯，我们的折扣取决于你方订货的数量。为了帮助你方开拓市场，如果你方能将订货量增加到3公吨，我们可以给你方5%的折扣。

B: 大订单换取5%的折扣。好吧，听起来可以接受。顺便问一下，你方产品的供货情况如何？

A: 我们是一家工贸一体的企业，所有产品供应稳定。

B: 我想我会试订一批，看看在我国是否受欢迎。

A: 我相信我们的产品在你方地区会有很好的销路。

Situational Dialogue 3

Background

Established in 1980, Zhejiang Fivestar Electrical Appliance Co., Ltd. has become one of the largest exporters of electrical heaters in China. It is a nationally renowned enterprise specializing in R&D, production, marketing of electrical appliances. Mr. Anderson is a sales director from Pacific Import and Export Company, USA. He has just reached Zhejiang Fivestar Electrical Appliance Co., Ltd. which is located in the Hangzhou Economic and Technical Zone, and now he is asking some questions about the products.

Task Description

Zhou Junxiang, a sales vice president of Zhejiang Fivestar Electrical Appliance Co., Ltd., is appointed by managing director, Mr. Xu to answer the questions which are raised by Mr. Anderson in the meeting room.

Topic: An Enquiry

Who: A (Zhou Junxiang), B (Mr. Anderson)

Where: in the meeting room

When: in the morning

What: asking and answering questions about electrical heaters

Conversation:

A: Welcome to our company, sir. Would you please have a seat?

B: Thank you. Oh, I'm Anderson from Pacific Import and Export Company, USA. Here's my business card.

A: My name is Zhou Junxiang, a sales vice president here. This is mine.

B: Since I attended the Guangzhou Trade Fair last year, I have been looking forward to being here to know something about your latest electrical appliances. Today I make my dream come true.

A: It is my honor to have you here. What can I do for you?

B: I was told that your company had been in the field of electrical appliances for many years. What kinds of products can find a ready market?

A: Most of our products can sell well at home and abroad. I strongly recommend electrical heaters to you. These kinds of products have gained a strong reputation for their high quality and cost-effectiveness in many countries worldwide. I'm sure you will like them.

B: Great, I need to study them further. Could you give me the brochure of electrical heaters? Or would you please accompany me to see the samples?

A: Of course. This is our brochure. Here you are. Please have a look first. Later I will show you around the sample room.

B: Fine. What is the lowest price of Model EH-505 electrical heater?

A: The unit price is $45.

B: I think the price is a little high. Can you lower the price?

A: I'm afraid not. $45 is our bottom price. If you order more than 5,000 units, we can reduce it to $40.

B: OK. I accept the price and make an order of 10,000 units.

A: Very good. It's our pleasure to do business with you, Mr. Anderson.

Words & Expressions

1. electrical appliance   家用电器

2. recommend    推荐

3. reputation     名声

4. cost-effectiveness    成本效益

5. brochure     小册子

6. accompany     陪同

Notes

1. I have been looking forward to being here… 我一直期待来这里。

2. make somebody's dream come true 实现某人的愿望

3. gain a strong reputation 获得良好声誉

4. accompany somebody to do something 陪同某人做某事

5. What is the lowest price of… ？产品的最低价是多少？

6. It's our pleasure to do business with you… 我们很高兴和你做生意。

Situational Dialogue 4

Background

Zhejiang Fuqiang Tools Company is a well-known enterprise. It specializes in producing high-speed steel twist drill, bearing still drill, construction drill, woodworking drill, center drill, metal saw blade, alloy saw blade, etc., which enjoy great popularity in the market. Using world-class equipment and setting our R&D team make our products up to international standards. Lisa Sparks is a purchasing manager from Sunny Import and Export Corporation, Canada. She has browsed the product information of Zhejiang Fuqiang Tools Company on the website of Made-in-China. Now she is making an enquiry through Skype.

Task Description

Ding Liang, sales representative of Zhejiang Fuqiang Tools Company, is answering questions raised by Lisa Sparks through Skype.

Topic: A General Enquiry Through Skype

Who: A (Ding Liang), B (Lisa Sparks)

Where: on the Skype

When: in the afternoon

What: making a general enquiry about the tools and offering the prompt reply

Conversation:

A: Zhejiang Fuqiang Tools Company. My name is Ding Liang and I'm a sales representative here. Can I help you?

B: This is Lisa Sparks, Purchasing Manager of Sunny Import and Export Corporation, Canada. I've just browsed your company's online product information and I'm interested in your different kinds of drills and saw blades.

A: Anyway, our products are good in quality and low in price, and they are sold well in the overseas market. Are there any special models that you want to know about? I am glad to introduce them to you.

B: Fine, HD-2000 woodworking drill. What is the lowest price of it?

A: The price is $20 per set. However, it depends on the quantity. If you place a large order from our company, you can get 15% discount.

B: That sounds great. Can you tell me more about your company? Because I want to know whether you are a competitive company with which I want to establish a partnership.

A: Yes, our company has been in the field of tools for more than 30 years. As a well-known enterprise, our company specializes in R&D, manufacturing and marketing of tools.

B: Good. But I need to study your products further. Could you please send me your latest catalog, brochure and price list? My email address is lucky23@yahoo.com.

A: No problem. I will send email with attachment this afternoon. I hope we can keep in touch and build long-term business relationship in the future.

B: Thank you very much.

A: It is my pleasure. See you.

B: See you, bye.

Words & Expressions

1. browse      v. 浏览

2. woodworking drill        木工钻

3. discount      n. 折扣

4. competitive       a. 有竞争力的

5. attachment      n. 附件

Notes

1. What is the lowest price of it? 最低价多少？

2. …it depends on the quantity. 这取决于数量。

3. get 15% discount 打八五折

4. R&D, manufacturing and marketing of tools 工具的研发、生产和制造

Situational Dialogue 5

Background

Ms. Blair, a purchaser from Ocean Import and Export Corporation, Australia, takes part in the Yiwu International Commodities Fair. She has just come to the exhibition hall of Jialan Cosmetic Co., Ltd., and now she is making some enquiries about various kinds of cosmetics.

Task Description

Mr. Wang, a sales manager of Jialan Cosmetic Co., Ltd., together with his interpreter, Miss Huang, is meeting Ms. Blair at the exhibition hall. They are willing to introduce different types of cosmetics to Ms. Blair.

Topic: At the Trade Fair

Who: A (Miss Huang), B (Ms. Blair)，C (Mr. Wang)

Where: at the exhibition hall of Yiwu International Commodities Fair

When: in the morning

What: asking and answering questions about natural herbal cream

Conversation:

A: Which kinds of products are you interested in, Ms. Blair?

B: I am interested in your natural herbal cream. It seems that this product is quite suitable for young ladies. ( 我对贵公司的纯天然草本乳液十分感兴趣。这款产品似乎非常适合年轻女性。)

A: Yes, you are right. If the young ladies use this cream every day after facial cleaning, they will be astonished to fi nd that their facial skin gradually becomes crystal bright and nourished with water.

B: Wonderful. Can I have a try of this cream? ( 好极了。这款乳液我能试一下吗？ )

C: Sure, let me help you. (Putting a little cream on the hand of Ms. Blair)

B: It is really nice cream! What is the quotation of it? ( 很不错的乳液。报价是多少?)

C: Could you please tell me how much you want to purchase? Our price is different according to the size of the order.

B: If the price is acceptable, I am going to order 10,000 units and hoping to establish a long-term partnership between us.

( 如果价格合适的话，我将订购一万件乳液。希望我们能建立长期的合作关系。)

C: I see what you mean. I quote you ＄8 a bottle.

B: Fine. But you should pack the goods according to my requirements.

A: Ms. Blair, would you please send me your product requirements by email, including package size, color, design, etc.?

B: OK.

Words & Expressions

1. herbal          a. 草本的

2. facial          a. 面部的

3. purchase        v. 采购

4. acceptable      a. 可接受的

5. quote           v. 报价

Notes

1. Our price is different according to the size of the order. 我们的价格根据订单的大小而有不同。

2. I quote you $8 a bottle. 每瓶报价8 美元。

Situational Dialogue 6

Background

Hangzhou Angel Trading Co., Ltd. specializes in the exporting of silk scarves. Neil Millers is from Italy. She found the samples of Hangzhou Angel Trading Co., Ltd. very attractive. And now she is in Ben Zhang's office, sales manager of Hangzhou Angel Trading Co., Ltd.

Task Description

Ben Zhang, sales manager of Hangzhou Angel Trading Co., Ltd., is talking with Neil Millers, the marketing manager from SCC Company. They want to enter into business relations with each other.

Topic: Establishing Business Relations

Who: A (Neil Millers), B (Ben Zhang)

Where: in the sales manager’s office

When: in the morning

What: introducing products and establishing business relations

Conversation:

A: Good morning, I'm Neil Millers from Italy. This is my business card.

B: Nice to meet you, Miss Millers. I am Ben Zhang, sales manager of Hangzhou Angel Trading Company.

(Shaking hands and exchanging their name cards)

A: Nice to meet you, Mr. Zhang. We, SCC Company are one of the leading scarves importers in Europe. I was very impressed by your products displayed at the Canton Fair. And we now avail ourselves of this opportunity to visit you with a view to establish business relations with you.

B: Thanks. The samples displayed in the fair are just part of our products. We are exporting a wide range of scarves to many countries. We have been in business since 1950 and enjoy a good reputation in the world market.

A: Yes, Chinese scarves are attractive indeed in world market. What's more, your silk scarves are classic and elegant.

B: This is our catalogue, and this is one of our latest samples. It was a great success in the last exhibition in Guangzhou.

A: It's soft and glossy, and the style is unique. I'm sure it would be in fashion in the coming sales peak.

B: We are willing to enter into business relations with you on the basis of equal, mutual benefit. I hope this will be a good start for a long and  profitable business relationship.

A: I have confidence that your products will find a ready market in France. May I take back your catalogue and one price list with me?

B: Sure. Here you are.

A: I will give you the reply as soon as possible.

B: We are looking forward to it.

Words & Expressions

1. catalogue       目录

2. glossy         有光泽的，光滑的

3. sales peak       销售旺季

4. find a ready market    有销路

5. mutual benefit      互利

Notes

1. We now avail ourselves of this opportunity to… 

    我们希望借此机会……

2. It was a great success in the last exhibition in Guangzhou. 

此句表明这款最新的丝巾在上一届广交会中非常受欢迎，获得了一致好评。

3. I'm sure it would be in fashion in the coming sales peak. 

   我觉得销售旺季时，这款产品肯定会非常受欢迎。

4. ...on the basis of equal, mutual benefit 在平等互利的基础上

Situational Dialogue 7

Background

Shawn Kent from Global Company Ltd. is interested in the sunglasses. He wants to establish long-term relations with Yiwu Market Union Company. William An, sales representative of Market Union Company, is meeting him, introducing the products.

Task Description

William An, sales representative of Market Union Company, is meeting Shawn Kent from Global Company Ltd. They express their desire to enter into business relations with each other.

Topic: Entering into Business Relations

Who: A (Shawn Kent), B (William An)

Where: in the meeting room

When: in the afternoon

What: introducing financial standing and establishing business relations

Conversation:

A: Good afternoon. I am Shawn Kent, from Global Company Ltd. We've obtained your name and address from the Commercial Counselor's Office of the Chinese Embassy in Belgium. This is my card.

B: Nice to meet you, Mr. Kent. I am William An, sales representative of Market Union Company.

A: Nice to meet you too, Mr. An. This is the first time I have been in China. I have to say that I've been much impressed by the rapid development of economy in China.

B: Yes, China has made great progress during the past decades. Our foreign trade has also been continuously expanding. And you know, Yiwu has been the biggest commodity distribution center in the world for years.

A: That's why we came here. Being one of the leading importers of sunglasses in Belgium, we have excellent connections in the trade and are fully experienced with the import business for this type of product. We are now interested in your products.

B: Our sunglasses are famous for their good quality. They are one of our traditional exports. The sunglasses are of great quality and beautiful design. They've met with great favor at home and abroad. All these articles are our best selling lines.

A: Yes, I have seen your samples on your website. Some of them seem to be of the latest style. I can foresee a bright prospect for your products in our market.

B: We appreciate your desire to establish business relations with us. Establishing direct business relations will benefit us a lot.

A: As to our financial standing and business integrity, you may refer to Citibank. They will provide you with the information.

B: Thank you very much. I'm sure this will lead to long-term business between our companies.

A: Sure.

Words & Expressions

1. Commercial Counselor's Office    商务参赞处

2. best selling lines      畅销货

3. financial standing      财务状况

4. business integrity      商业信誉

Notes

1. We've obtained your name and address from the Commercial Counselor's Office of Embassy in Belgium. 我们从中国驻比利时大使馆商务参赞处得知贵公司的信息。

类似表达：

We've come to know your name and address from...

We owe your name and address to...

2. They've met with great favor at home and abroad. 

它们在国内外市场上都非常受欢迎。

类似表达：

They are very popular in both domestic and oversea markets.

3. As to our financial standing and business integrity, you may refer to Citibank. 

有关我们的财务状况和商业信誉，可向花旗银行查询。

类似表达：

For information concerning our standing, you may refer to...

Our bankers are..., and they can provide you with the information about our business and finances.

Situational Dialogue 8

Background

Hipo Handbag Company is a Chinese company manufacturing and exporting handbags. It has been in business for many years. Lexi Company in London wants to trade with suppliers of handbags directly. And now Lisa Wang, sales representative of Hipo Handbag Company, is meeting Selina Brown.

Task Description

Lisa Wang, sales representative of Hipo Handbag Company, is introducing her company to Selina Brown, director of Lexi Company. Both of them want to establish business relations with each other.

Topic: Establishment of Trade Relations

Who: A (Lisa Wang), B (Selina Brown)

Where: in the manager's office

When: in the afternoon

What: establishing business relations

Conversation:

A: Good afternoon. I am Lisa Wang, sales representative of Hipo Handbag Company.

B: Nice to meet you, Ms. Wang. I am Selina Brown, director of Lexi Company.

A: Nice to meet you too, Ms. Brown. We have obtained your name and address from the Commercial Counselor's Office of the Chinese Embassy in London. （从我国驻伦敦大使馆的商务参赞处得知贵公司的信息。） We notice that you are interested in establishing business relations with suppliers of handbags.

B: Yes, as one of the largest importers of handbags in England, we have been in this line for more than 20 years. （我们从事这行业已经超过20 年了。）With the demand getting greater and greater, we want to establish business relations with Chinese suppliers directly.

A: As one of the leading manufacturers of handbags in China, we now avail ourselves of this opportunity to approach you for the establishment of trade relations with you. （很高兴能借这次机会与贵公司联系，希望能建立贸易关系。）

B: That would be great. Would you please tell me more about your company?

A: Sure. Established in 1990, our company specializes in producing and exporting handbags.（我司成立于1990 年，专门从事生产和出口手袋。）We have 1,000 staff. We can design handbags ourselves because we have a department with 100 designers. Besides that, we are also able to accept orders against customers' samples and can produce handbags with customers' own trademarks.

B: Sounds interesting. Do you have any catalogue or brochure with you?

A: Certainly. Here's our brochure.

B: Is this your new product?

A: Yes, this is our latest product.（是的，这是我们的最新产品。）

B: It looks gorgeous! I'm sure it will be a fashion in the peak season.

When will the new product be released?（该产品何时会上市？）

A: According to our schedule, it will be released next month.

B: I can foresee a promising market for your products. It will sell like hot cakes.

A: Good to hear that. As to our financial standing, we refer you to the Bank of China, Ningbo Branch.（关于我们公司的财务状况，您可以咨询中国银行宁波分行。）They will provide the information you need.

B: Thank you for your information. I really appreciate it. Establishing business relations will be to our mutual benefit and I hope this will be the start of our long-term business relations.

A: Thanks for your time. If you have anything particular interested in, please let us know. We are looking forward to your early reply. （希望能早日收到您的回复。）

Words & Expressions

1. supplier        供应商

2. trademark      商标

3. release       释放；上市

4. foresee        预见

5. look forward to    盼望，期待

Notes

1. as one of the largest importers of handbags in England... 

   作为英国最大的手袋进口商之一

   类似表达还包括：

   As one of the leading importers...

   Being one of the leading importers...

2. It will sell like hot cakes. 这款产品肯定会很畅销的。

"Sell like hot cakes" means "sell well".