Role Play

Situation 1

George is a visitor from the USA and he has come to Hefei to visit Anhui OSA Pet Products Co., Ltd. to negotiate on the packing, delivery and insurance of his order. Li Yang is the general manager of the factory. Make a conversation between A and B on the negotiation. 

Situation 2

Jennifer would like to ship 2×40ft HQ mobile phones to her customer from Ningbo to Mexico at the end of this month. Now she would like to book the vessel from Cosco Group. Please work with your partner to finish this booking and get the S/O from their forwarder.

Situation 3

Ino Work-shop placed a PO (IN-3130) with its vendor Abline Factory and now they are discussing the shipping schedule with each other. Ino Workshop insisted that the delivery should be no later than 20th/Jun. But Abline’s production line is quite busy and they need another 5-day lead time (订货交付时间). Please work with your partner and try to solve this problem.

Situation 4

Suppose you are talking with an American merchant about the time of shipment. He asks you to make shipment in May because he wants to place the goods on the market in time so that he can catch the brisk demand at the start of the season. Owing to the heavy commitment on hand, you are not in a position to do so. The best you can do is in the middle of June.

Situation 5

Your customers placed an order with you for twenty metric tons of peanuts. They prefer direct shipment as they want the goods on market before Christmas, while you suggest transshipment via Hong Kong. Meanwhile, you ask for partial shipment. Both of you try to convince each other.

Situation 6

 Toshiba is a Japanese PC seller. They bought more than 200,000 sets of laptops from Acer Company in 2017. This year Toshiba would like to place a repeat order (续单) of 300,000 sets of laptops with Acer Company. And Maerskline Shenzhen branch office is their designated (指定的) forwarder. Regarding with the shipping mark, Toshiba requested Acer to put some warning marks (water-proof, etc) on the carton box in addition to the basic shipping mark. 

Meanwhile, the country of origin (Japan) should also be put on the outer packing. And the shipment supposed by finished by 3×40ft containers from Shekou to Yokohama. Please work with your team members to discuss about this matter and try to achieve the concerned tasks. 

(place repeat order→booking a vessel→arrange shipping mark→delivery)

Situation 7

You purchased 15 cases of tableware which need shipping urgently by air to London this weekend. You are negotiating with an agent on phone. Luckily, a flight will fly to London tomorrow and the goods will be able to get there in two days. Both of you agree to the freight charges for US$ 4.0 for each kilo, plus US$2.0 for Airway bill of loading and US$17.00 for customs clearance.

Situation 8

 You are having a talk with an American merchant about the time of shipment. He asks you to make shipment in May because he wants to place the goods on the market in time so that he can catch the brisk demand at the start of the season. Owing to the heavy commitment on hand, you are not in a position to do so. The best you can do is in the middle of June.

Situation 9

 Thomas Anderson, a businessman from Canada, is negotiating with you about the shipment of walnut meat. You want it on the market before Chinese Spring Festival. As time is limited, you are discussing the possible means of transportation.

Situation 10

 Your customer purchased 20 wooden cases of china from Jing Dezhen. You are discussing the modes of transportation. Finally you determine to use the container ship.

Situation 11

 You sold a consignment of goods — 1,000 pieces of shirts to an American client. You now are asking him to allow transshipment owing to the great difficulty in booking shipping space. At first, your client refused to accept transshipment because it will prolong the delivery, cause damage easily to the goods and add expenses. You are trying to persuade him to transship via Hong Kong to the port of destination in San Francisco. Finally, he accepted it.

Situation 12

 Suppose you are the seller and you have some difficulties arranging the delivery as your customer desired. Try to explain the reason for the delivery delays to you customer and try to find out the solutions to the problem according to the following:

（1） There is an unexpected rise in demand for the products and the manufacturer has not been able to cope with orders.

Hints: urgent need of the goods, selling season, partial shipment, 50% proportion of the first lot, pay the extra charge

（2） You fail to find container space for the goods.

Hints: no container space, transshipment, via Hong Kong, port of destination in Los Angeles, add to expense, possible damage, possible delay, transshipment charges include in the CIF price

Situation 13

  At the Guangzhou Trade Fair, an American customer Frank is inquiring the shipping terms at your medical herbs stand. You explain the usually ways your company does to him. 

Situation 14

  Your customer placed an order with you for ten metric tons peanuts. They prefer direct shipment while you suggest transshipment via Hong Kong. Meanwhile, you ask for partial shipment.

Situation 15

You are talking with an Australian merchant about the time of shipment. He asks you to make shipment in May because he wants to catch the brisk demand at the start of the selling season. Owing to the heavy commitment on hand, you are not in a position to do so. You can only promise mid-May. 

Situation 16

Mr. Chen is telephoning the seller to urge them to arrange shipment. As two months passed since the L/C has been opened, there is no news from the seller about the shipping. Mr. Chen requests the seller to ship the goods immediately. 

Situation 17

  Due to heavy commitments, the factory has to delay shipment of goods. But the sale season is coming, the buyer requires to advance delivery. After negotiation, the factory promises to ship 1/3 of the goods at present. 

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 talking about the delivery with a client who is going to visit your company. 

The tips are for you to prepare a conversation.

●  You are He Fei from Guangdong China, a salesperson of Guangdong Oriental Import and Export Corporation

●  You will

•   meet your client at the company

•   talk about his trip

•   explain the reason for the delay of delivery 

Tips for you (B):

Situation: The partner is waiting for you at his office. The tips are for you to prepare a conversation.

●  You are Rice Smith from Singapore, head of Import Dept. of the Cereals & Oil Corp. in Singapore

●  You will

•   express your thanks to Mr. He's help

•   hope to advance the time of delivery 

•   explain your reason for advancing the delivery and ask for understanding and help

Reference sample:

(A: He Fei,   B: Rice Smith,   C: receptionist)

C: Hello, sir?

B: Hello, sir. I'm Rice Smith from Singapore and I have an appointment with Mr. He Fei in Sales Department.

C: Excuse me, sir. Wait for a moment, please. I will make a call to Mr. He.

B: Thank you.

C: (Dialing to Sales Dept.) Hello, is this Mr. He Fei?

A: Yes, speaking.

C: Mr. Rice Smith from Singapore said that he had an appointment with you.

A: Oh, that's right. I'm waiting for him at my office. Will you take him here?

C: OK. Mr. Smith, will you follow me to Mr. He's office?

B: Yes, thank you.

(At Sales Dept)

C: (Knocking at the door) May we come in?

A: Yes, please.

C: Good morning, Mr. He. Mr. Smith is coming to meet you.

A: Nice to see you again, Rice!

B: Me too, Mr. He.

A: How's your trip?

B: That's fine. I want to discuss with you on early shipment.

A: Of course. I'm sorry that we might be unable to meet your needs this time.

B: I see. It's really hard for you to have these goods ready for shipment in such a short time.

A: Thank you for your understanding.

B: I would appreciate you very much if you could advance the time of delivery.

A: Since you badly need the lot of goods, we couldn't book enough shipping space.

B: Oh, if possible, partial shipment would be allowed. Because the sales season is coming soon, we have to catch the market. I really need your help, Mr. He.

A: Considering long-term business relationship between us, I must do my best to help you.

B: You're so kind. Thank you very much!

Task 2

Background 

A new client named Gena Smith from America will visit the Light Industrial Products Company in Beijing.

Task Description

Pu Meng, general manager of the Light Industrial Products Company, meets Gena Smith at the Lishe Hotel in Beijing. 

Suppose A is Pu Meng, and B is Gena Smith.

Discuss in groups the following questions:

What should be taken into consideration when choosing the means of transportation? 

How will you make the delivery of the goods? 

How will you continue your conversation with your client successfully if you cannot meet his requirements?

Task Requirements

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

1. effecting the shipment; 

2. changing the idea of transshipment.

Reference sample:

A: Nice to see you again, Ms. Smith.

B: Nice to see you too, Mr. Pu.

A: Welcome to Beijing. Long time no see, are you OK?

B: Thank you. I'm well. And you?

A: All right. Let's get to the business. Today we'll discuss the shipment of your order last Friday in detail.

B: That's OK.

A: Generally speaking, we ship goods through liners.

B: OK. When will my goods arrive at Osaka?

A: Around late November.

B: That would be a bit late. We are in urgent need of them.

A: Oh, I know. But there are not so many direct ships to your port. It's hard to book shipping space.

B: How about transshipment?

A: But it's not allowed in our last negotiation.

B: Such being the case, I've to reconsider it.

A: You mean, you'll change your idea of transshipment?

Task 3

Task Description

Miss Zhang, CEO of Metals and Minerals Import and Export Co., Ltd., and Mr. Baker from Liverpool Minerals Import and Export Co., Ltd., are negotiating a transaction.  Today they are meeting for setting the date of delivery.

Topic: Setting the Date of Delivery

Hints: 

A:  Greeting

B:  Greeting

A:  Ask the time of dispatching

B:  Give the answer 

A: Suggest the expected time

B:  Insist on the original time and explain the reason

A: Hasten the time and ask for help  

B:  Emphasize the trouble of taking delivery

A: Express thanks and hope to have a good cooperation

B:  Express the willingness to cooperate and set the date of delivery

Reference sample:

Setting the Date of Delivery

A: Good afternoon, Miss Zhang.

B: Good afternoon, Mr. Baker.

A: May I know when my order will be ready?

B: It's been ready for shipment.

A: Oh, I'm glad to hear that. When will you make delivery?

B: Oh, around November.

A: It seems a little late. Would it be arranged earlier, say, October?

B: Er... I think it impossible for the manufacturer to finish your order.

A: You know, if we could not catch the sales season, we would lose much marker share.

B: That's true. But it's also a hard task for us to book shipping space for you.

A: I see. It would be appreciated if one-third or half of these goods could be shipped in October.

B: In view of our long-term cooperation, I'll do my best to arrange your shipment. But to be frank, it's the earliest time for us to make your shipment by the end of October.

A: Thank you in advance.

Task 4

Task Description

Simon White, a foreign customer, meets Liu Xiang, a Chinese businessman at a  hotel to negotiate the time of delivery and partial shipment.

Topic: Partial Shipment and Transshipment

Hints:

A: Greet

B: Greet

A: Ask the time of shipment

B: Give the answer 

A: Hasten the time and give the reason

B: Mention the difficulty involved and ask for understanding

A: Make a suggestion that the goods be shipped in several shipments

B: Agree to it and mention another question (no direct steamer)

A: Allow transshipment

B: Suggest the port of transshipment Hong Kong

A: Agree and express thanks, and say good-bye 

B: Say good-bye

Reference sample:

Partial Shipment and Transshipment

A: Good morning, Mr. Liu.

B: Good morning, Mr. White.

A: Mr. Liu, let's get to the business. When is the date of my shipment?

B: By the end of this July.

A: Could it be earlier? Getting the goods in June, we'll grasp much more market chances and earn much more profit.

B: I see. But it's so difficult for us to arrange shipment earlier due to the manufacturer's full working schedule.

A: Shall we arrange partial shipment, even two more lots?

B: Oh, that's fine. But there're still not so many direct ships to your port.

A: It doesn't matter. We agree to transshipment.

B: It's so convenient for us to transship via Hong Kong.

A: That's great! Thank you for your cooperation. Good-bye.

B: It was very kind of you. Good-bye.