Role Play

Task 1

Pair work. Make a conversation for about 3 minutes with your partner according to the given information.

Tips for you (A)

Situation: You are having a talk with an American businessperson about your company and products, and trying to persuade him to buy your products. Your products include T-shirts, under-wears, dresses, etc. The tips are for you to prepare a conversation.

You are Xu from Zhejiang China, sales representative of Zhejiang Wuchun Textile Garment Corporation.

You will:

• have a talk with your client at the Guangzhou Trade Fair

• introduce your company

• answer the questions about your products

Tips for you (B):

Situation: You come to China to look for a supplier of garment. The tips are for you to prepare a conversation.

You are Jackie from Boston, a retailer of clothing in Boston

You will:

• express your interests in the products of Zhejiang Wuchun Textile Garment Corporation

• ask Mr. Xu for some detailed information about products

• make an initial order on the preferential conditions

Reference sample:

A: Welcome to my booth. My name is Xu Hua. I am a sales representative from Zhejiang Wuchun Textile Garment Corporation. This is my name card, nice to meet you.

B: Nice to meet you, too. This is mine. I'm Jackie. I am a retailer of clothing in Boston.

A: Great, what can I do for you?

B: I have been here to look for a supplier of garment. The moment I came here, I became quite interested in the exhibits of your company. I want to know more details about your company and products.

A: I am glad to answer your questions.

B: How about your company?

A: Established in Zhejiang Province in 1998, our company specializes in the production and marketing of T-shirts, underwears, dresses, etc. Our company now owns standardized workshops of 18,000 square meters and more than 600 employees.

B: Good. How about your products?

A: Our products must have the strict inspection before they go out. With good quality and fair price, our products have enjoyed good reputation in many countries, such as the US, Canada, Japan, Russia, England. Which types of products are you interested in?

B: I am interested in your T-shirts. It looks fabulous. What is the quotation of it?

A: The unit price is $10. If you order more than 3,000 units, I can reduce the price to $8.

B: Sounds great. I will take the initial order of 3,000 units. If I place the order now, when is the delivery time?

A: I will let you know when I confirm it with production manager. So let's keep in touch, and I will email you later.

B: OK, I hope we can have a good cooperative business relationship.

Role Play

Task 2

Background 

At a trade fair, you are selling green tea. A businessman from America is very interested in it. Your offer is USD 22 per kilogram. The discussion starts from an enquiry.

Task Description

Zhang Ming, sales manager of Changqing Green Tea Company, speaks English poorly. However, Mr. Finley, the client from England, cannot understand Chinese. At this moment Mr. Zhang asks his interpreter Lucy for help.

Suppose A is Zhang Ming, B is Mr. Finley, and C is Lucy.

Discuss in groups the following questions:

How will Zhang Ming respond if they cannot reduce the price?

What should be taken into consideration when making an enquiry?

How will you start and continue your conversation on the condition of language barrier and cultural difference?

Task Requirements

 The conversation should last at least 3 minutes. The following items should be included:

1. Zhang Ming asks his interpreter for help.

2. Introduce the condition of the company and answer questions from Mr. Finley.

Reference sample:

(At the trade fair)

A: Welcome to my booth. My name is Zhang Ming. I am the sales manager of Changqing Green Tea Company. This is my business card.

B: This is mine.

A: Nice to meet you.

B: Nice to meet you, too.

A: Is this the first time for you to come to the trade fair?

B: No, I have been here before.

A: Great. But I'm sorry I have poor English. I can ask Lucy for help. She is my interpreter.

B: Your English is good.

A: Thanks. Lucy is not here now. She will come back soon.

B: That's fine.

A: (One minute later) Lucy is back now. I will let her explain to you.

B: OK, thank you.

(At the booth)

C: It's a great pleasure to meet you, Mr. Finley. Our sales manager, Mr. Zhang asks me to answer your questions.

B: OK, glad to meet you, Lucy.

C: I believe you have seen the exhibits here. May I know what kinds of products you are interested in?

B: I am interested in your green tea. I have seen the exhibits and read your catalogues. I think the green tea will find a ready market in my hometown. I would like to have your lowest quotation.

C: Thank you for your inquiry. Would you please tell us the quantity you require so as to enable us to work out the offer?

B: I want to place the order of 1,000 kilograms.

C: OK, our offer is USD 22 per kilogram.

B: I think the price is a little high, can’t you reduce it?

C: I have to tell you that our company is capable of producing and selling the goods to many countries and regions. Our clients are quite satisfied with our products. So I'm afraid we can't reduce the price. $22 is our bottom price. If you purchase more than 2,000 kilograms, we can reduce it to $20.

B: Fine, I will accept the price and place an initial order of 2,000 kilograms.

C: Wonderful. It is my pleasure to do business with you.

B: I hope you can arrange the delivery of goods as soon as possible.

Role Play

Task 3

Task Description

Hans Reiser is a foreign purchaser from Germany. He negotiates with Xiao Chen for products' price at the International Trade Fair.

Topic: Negotiation on Price

Hints: 

A: Give B the condition of purchasing in large quantity; ask B whether it is available

B: Express the feeling that you will not cut down the price; explain the reason to A

A: Express eagerness to cooperate with B; ask B whether they can make the business done or not

B: Express willingness to reach a win-win situation; change his view and agree to lower the price basing on the purchasing amount of more than 10,000 units

A: Express feeling of excitement

Reference sample:

A: Well, we find that your prices are much too high, at least 10% higher than the other hardware. It would be hard for us to buy the goods at so high prices.

B: The prices we quote are reasonable and competitive. You know our products are of good quality.

A: I know your quality is good and that is why I would like to purchase the products from your company.

B: That is right.

A: According to the ruling price in the international market, you can allow 10% discount.

B: I am afraid that it is difficult for us to accept your counter-offer. I am sure that you know quality plays an important role in the business. The better the quality is, the higher the price is.

A: But we know we can import similar products from other sources and the quality is almost the same as yours.

B: Sorry, we cannot make such a big cut on the prices as you proposed.

A: Can you reduce the price if we purchase a large quantity of products?

B: Our products have gotten their ready market. We offer you quite reasonable price.

A: I hope we can establish long-term business relationship. Would you please lower the price a little?

B: I hope we can reach a win-win situation in the process of business. It is our bottom price. However, if you purchase more than 10,000 units, we can reduce the price.

A: I'm glad to hear that.

Role Play

Task 4

Task Description

Andrew Marton, a foreign customer, meets Xu Yang, a Chinese businessman at a business fair.

Topic: Making an Enquiry

Hints:

A: Greet; introduce oneself

B: Greet; introduce oneself, letting A know his surname

(Shaking hands and exchanging business cards)

B: Ask for A's interest 

A: Let B know his interest in one product

B: Express thanks; offer catalogue of their products

A: Express thanks; (Read the catalogue) give sample No. and ask for more information about it

B: Give more information about the product

A: Express thanks; hope to keep in contact with B in the future

B: Offer any help if A needs

A: Express thanks, and say good-bye

B: Say good-bye

Reference sample:

A: Hello, sir. I'm Andrew Marton. Is this Sunny Company?

B: Hello, sir. Welcome to Sunny Company. My name is Xu Yang, and what can I do for you?

A: How do you do, Mr. Xu?

B: How do you do, Mr. Marton? What are you interested in?

A: I'm interested in your waists.

B: Thank you. This is our latest catalogue. Here you are. Would you please tell me which model you like best?

A: Thank you. The model R311C. What is the price of it?

B: OK, the price is USD 9.5 per piece on the basis of FOB.

A: Can you give me a better price? I want to order this kind of waist in large quantity, if the sample one is accepted by our boss.

B: If you can order for more than 3,000 pieces each time, we have to offer you a better price. You can completely trust me. Our products can really find a good market.

A: Thank you. I really hope to keep in contact with you in the future.

B: Thank you. I think we can establish long-term relationship. If you need any help, just let me know.

A: OK. Thank you. Good-bye.

B: Bye-bye.

Role Play

Task 5

Alexander is a Russian importer who is going to buy mountain bikes from Lara, a sales manager in Sunshine Import and Export Corporation. Alexander calls Lara to inquire about the price, finding that the price given by Lara is too high for him to accept. Then Alexander tries to persuade Lara to cut the price.

Task 6

Pair work. Make a conversation for about 3 minutes with your partner according to the given information.

Tips for you (A)

Situation: You are visiting a company in Ningbo. You saw a display of their products at the Canton Fair. You are interested in their electric appliances and are willing to enter into business relations with them.

● You are Josh from ABC Company in Canada, a salesperson of ABC Company

● You will

• tell your partner how you obtained the information of their company

• express the desire to establish business relations

• list the products that you are interested in

• show the standing of your company

• expect an early reply

Tips for you (B):

Situation: A buyer from Canada shows interest in your products. He is now visiting your company and you want to establish long-term business relations with him.

● You are Jane Chou, Manager of Marketing Department of Kaleading Trading Company in Ningbo

● You will

• appreciate the partner's attempt

• emphasize the same desire to establish business relations

• show the reasons why your products are competitive

• provide catalogue and pricelist for reference

• look forward to good cooperation

Reference sample:

B: Good afternoon. I am Jane Chou, manager of Marketing Department of Ningbo Kaleading Trading Company. What can I do for you?

A: Nice to meet you, Ms. Chou, I'm Josh from ABC Company. This is my business card.

B: Nice to meet you, Josh.

(Shaking hands and exchanging business cards)

(In Jane Chou's office)

A: I was very impressed by your hair dryer displayed at the Canton Fair. Is it your new product?

B: Yes, it is one of our new products this year. It is fashionable, which made it very popular at the fair.

A: We are one of the leading electric appliances importers in Canada. We are willing to enter into business relations with you on the basis of equal and mutual benefit.

B: Your wish of establishing business relations coincides with ours. We have specialized in the electric products for many years and now we are one of the largest exporters of electric products in China.

A: That would be great. I hope this will be a good start for a long and profitable business relationship.

B: Thank you. I am confident that our products will find a ready market in Canada.

A. May I take back your catalogue and one pricelist with me?

B: Sure. Here you are.

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

B: We are looking forward to that.

Task 7

Background

A client named Donna White from Mexico is visiting Banderjohn Trading Co., Ltd. in Yiwu.

Task Description

Julia Brown, sales manager of Banderjohn Trading Co., Ltd., is introducing their products in the sample room to Donna White.

Suppose A is Julia Brown, and B is Donna White.

Discuss in groups the following questions:

How will you introduce your company and your products?

What should be taken into consideration when establishing business relations?

How will you end your conversation appropriately?

Task Requirements

The conversation should last at least 3 minutes. The following items should be included:

• 1. self-introduction;

• 2. channels of obtaining the information sources;

• 3. the company's main products;

• 4. the purpose of this visit;

• 5. your credit and fi nance references;

• 6. expectation.

Reference sample:

A: Good morning, I am Julia Brown, sales manager of Banderjohn Trading Company.

B: Nice to meet you, Ms. Brown. I am Donna White. This is the first time I have been to Yiwu. I have to say that I've been much impressed by the huge market in Yiwu.

A: Yes, Yiwu has made great progress during the past decades. Our foreign trade has also been continuously expanding.

B: This city is really a miracle.

(In the sample room)

A: We have obtained your name and address from the Commercial Counselor's Office of our Embassy in your country who has informed us that you are interested in jewellery. As one of the leading jewellery manufacturers and exporters in China, we shall be glad to enter into business relations with you.

B: Thanks. Chinese jewellery industry is blooming and our company has been thinking of expanding its business relationship with China.

A: Our jewelries are famous for their fashionable design and good quality. They've met with great favor at home and abroad. All these articles are our best selling lines.

B: Yes, I have seen your samples on your website. Some of them seem to be of the latest style.

A: As to our financial standing and business integrity, you may refer to Bank of China, Yiwu Branch. They will provide you with the information.

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

A: This is our illustrated catalogue covering the main products of this season for your reference. Please let us have your specific inquiry if you are interested in any item.

B: Thank you, I really appreciate it. I can foresee a bright prospect for your products in our market.

A: We are looking forward to your early reply.

Task 8

Task Description

Sarah Deng, sales representative of Menglei Import and Export Co., Ltd., is talking with Jackson Hanks in front of their booth at the fair. Jackson Hanks is from New York. He is the director of Redways Co., Ltd. Redways Co., Ltd. is the main dealer of canned food in New York City. The main product of Menglei is canned fish. They want to establish direct business relations on the basis of equality and mutual benefit.

Topic: Establishment of Business Relations

Hints: 

A: Greet (offering help)

B: Greet; introduce oneself (name and position in a company)

A: Greet; introduce oneself (name and position in a company)

B: Show interest in the products of A's company

A: Introduce the main products and the company briefly

B: Express the desire to establish business relations

A: Appreciate the attempt; express the same desire

B: Provide the standing reference

A: Provide catalogue and price list for reference

B: Express thanks. Promise to contact A after discussion

A: Expect a favorable reply

Reference sample:

A: Good morning. Can I help you?

B: Good morning. I am Jackson Hanks, director of Redways Co. Ltd.

A: Nice to meet you, Mr Hanks. I am Sarah Deng, sales representative of Menglei Import and Export Co., Ltd.

(Shaking hands and exchanging business cards)

B: As the main dealer of canned food in New York, we have been working on expanding our scope of cooperation with Chinese manufactures. Could you tell us more about your company?

A: Sure. Established in 1980, we have many years' experience in this particular line of business. The main product of our company is canned fish, which enjoys a good reputation in the world market.

B: We shall be glad to enter into direct business relations with you on the basis of equality and mutual benefit.

A: That would be great. Our mutual understanding and cooperation will certainly lead to a long and profitable business relationship.

B: As to our financial standing, we are permitted to mention the Citibank as a reference.

A: Good. This is our latest catalogue and price list. Please let us know if you are interested in any of the items. We will give you our lowest quotations and try our best to comply with your requirements.

B: Thank you. I will contact you as soon as possible.

A: Your early reply will be highly appreciated.

Task 9

Task Description

Alan White, manager of Ningbo Sellers Union Trading Company, saw the advertisement of America Sunrise Import and Export Corporation on the Internet. The America Sunrise Imp & Exp Corp. is looking for suppliers of toys. Ningbo Sellers Union Trading Company is one of the leading toy manufacturers in China. Alan White is meeting Kenny Clark, manager of the marketing department, aiming at establishing business relations.

Topic: Establishing Business Relations

Hints:

A: Greet; introduce oneself

B: Greet; introduce oneself

(Shaking hands and exchanging business cards)

A: Introduce the information sources; tell B the purpose of his visit

B: Express thanks and the desire to establish business relations

A: Offer catalogue of their products

B: Express thanks; ask for more information about it

A: Give more information about the main products and company

B: Show the credit and finance references of the company

A: Express thanks; expect a favorable reply

B: Contact A as soon as possible

Reference sample:

A: Nice to meet you, Mr. Clark. I am Alan White, manager of Ningbo Sellers Union Trading Company. We have talked on the phone.

B: Nice to meet you too, Mr. White. I am Kenny Clark, manager of the marketing department of America Sunrise Import and Export Corporation.

(Shaking hands and exchanging business cards)

A: From the advertisement of your company on the Internet, we have learnt that you are in the market for the Chinese toys. As we are one of the leading toy manufacturers in China, we are willing to enter into business relations with you.

B: Great. We are looking for Chinese suppliers of toys because of the fashionable design and competitive price.

A: This is our catalogue covering the main items for your reference. Please let us have your specific inquiry if you are interested in any of the items listed in the catalogue.

B: Thank you. How long have you been in this line?

A: We have been in this line since 1990. Our products are very popular both at home and abroad.

B: That would be great. As to our credit standing, you may refer to the Citibank.

A: Thank you very much. I'm sure this will lead to long-term business relations between our companies. We are looking forward to your favorable reply.

B: We will contact you as soon as possible.