Dialogue 1

　　A: I can promise you that, if you buy our product, you will be getting quality.

　　B: I’ve looked at your units, and I am very happy with them. Your goods are all far above standard quality.

　　A: We spend a lot of money to make sure that our quality is much better. We don’t sacrifice quality for quick profits.

　　B: Well, we’re really interested in placing an order under negotiation. We can start the negotiations as soon as you want.

　　A: That’s great. I’m glad we’ll be able to do business together. I’ll have some quotes ready for you by tomorrow morning.

　　B: Fine. Also, would you mind if I asked to see a surveyor’s report of your products? I may have a few more questions about your quality analysis.

　　-- 我可以向你保证，如果你买了我们的产品，你会得到好品质。

　　-- 我看过你们的单件，我很满意。你们的商品质量高过标准质量。

　　-- 我们投入了大量的资金来确保质量一流。我们不会为了即期利润而 有损质量。

　　-- 是的，我方真的很愿意谈判后就订货。你们想谈判的话我们随时都 可以。

　　-- 那最好不过了。我很高兴我们能在一起做生意。到明天早晨我方将 为您准备好一些报价单。

　　-- 很好。还有，您不介意我要求看一下你方产品的检查报告吧，对 你们的质量分析我可能还有一些问题。

　　Dialogue 2

　　A: I’m interested in all kinds of your products, but this time I would like to order some fireworks and mosquito coil incense. Please quote us C.I.F. Rangoon.

　　B: Please let us know the quantity required so that we can work out the premium and freight charges.

　　A: I’m going to place a trial order for 1,000 units of a dozen fireworks and 500 cartons of mosquito coil incense.

　　B: All right. Here are our F.O.B. price lists. All the prices are subject to our final confirmation.

　　A: Your price is reasonable but I wonder if you would give us a discount. You know for the products like yours we usually get 2% or 3% discount from European suppliers.

　　B: We usually offer on a net basis only. Many of our clients have been doing very well on this quoted price.

　　-- 我对你们所有的产品都感兴趣，但这次我想购买烟火和蚊香。请报 CIF仰光到岸价。

　　-- 请你说明需求数量，以便我们计算出保险费和运费。

　　-- 我们打算试订一千打烟火和五百箱蚊香。

　　-- 好吧!这是我们的FOB价目表。所有的价格都以我方最后确认为准。

　　-- 你方的价格很合理，但我想知道你们能否给一个折扣?像这样的 商品，我们通常从欧洲供货商那里得到百分之二到百分之三的折 扣。

　　-- 我们通常只报净价。我们的许多客户在这个报价上都做得很好。

　　A: Discounts will more or less encourage us to make every effort to push sales of your products.

　　B: The quantity you ordered is much smaller than those of others. If you can manage to boost it a bit, we’ll consider giving you a better discount.

　　A: As far as a trial order is concerned, the quantity is by no means small. And generally speaking, we like to profit from a trial order. I hope you’ll be able to meet our requirements.

　　B: Well, as this is the first deal between us, we agree to give you an one-percent discount as a special encouragement.

　　A: 1%? That’s too low a rate. Could you see your way to increase it to 2%?

　　B: I’m afraid we have really made a great concession, and could not go any further.

　　A: It seems this is the only proposal for me to accept. I’ll come again tomorrow to discuss it in detail.

　　B: All right. See you tomorrow.

　　-- 折扣或多或少能给我们一些鼓励，能使我们更加努力地推销贵方的 产品。

　　-- 你们订的数量比其他客户少很多。如果你们能试着增加一点数量， 我们会考虑给予适当折扣。

　　-- 做为试购，这个数量绝不算少了。一般来说，试购总应得到些利 润，希望你方能满足我们的要求。

　　-- 由于这是我们的第一次交易，我们同意作为特殊照顾给予你们百分 之一的折扣。

　　-- 百分之一?那太少了。能不能想办法增加到百分之二?

　　-- 恐怕不行了，我们确实已做出了很大让步，无法再增加了。

　　-- 看来，这是我唯一能接受的条件了。明天我再来和你们讨论细节问 题。

　　-- 好吧!明天见。

　　Words and Expressions

　　counter sample 对等样品

　　sampling [ 5sB:mpliN ] 抽样，实验样品

　　pattern sample 模型样品

　　duplicate sample 复样

　　color sample 色彩样品

　　subject to the counter sample 以对等样品为准

　　sample for reference 参考样品

　　sales by sample 凭样品买卖

　　Rangoon [ rAN5^u:n ] 仰光(缅甸首都)

　　premium [ 5primjEm ] 保险费

　　trial [ 5traiEl ] 尝试性的，实验性的

　　net price/ net weight/ net profit 实价，净价/净重/净利润

　　boost [ bu:st ] 提高

　　lag [ lA^ ] 走得慢，落后

　　mosquito coil incense 蚊香

　　concession [ kEn5seFEn ] 让步

　　trade mark 商标

　　brand [ brAnd ] 牌子，商标

　　Sales by Description 凭说明书买卖

　　Sales by Trade Mark of Brand 凭商标和牌名买卖

　　quality as per seller’s /buyer’s sample 凭卖方/买方样品质量交货

　　quality landed /quality shipped 卸岸品质/装船品质

　　Sales by Specification, Grade, or Standard

　　凭规格、等级或标准买卖

　　Fair Average Quality (F.A.Q.) “良好平均品质“良好平均品质”(国际上买卖农副产品时常用此标准)

　　Notes

　　1. confirm 确认，证实

　　We confirm (receipt of) your letter of the 7th.

　　你七日来函收悉。

　　2. come to an agreement 达成协议

　　After a long discussion we’ve come to an agreement on barter trade.

　　经过长时间的讨论，我们已在易货贸易方面达成了协议。

　　3. because of 由于，因为

　　Because of heavy bookings, we cannot accept fresh orders at present.

　　由于手中大量的订货，我们目前不能接受新的订单。

　　4. appreciate 感谢(后接名词或动名词宾语)

　　We shall appreciate it if you will make us an offer for 100 dozens.

　　如给我们一千打的报盘，我们将甚为感激。

　　We appreciate your cooperating with us.

　　感谢你同我们的合作。

　　5. lead to

　　Improper packing led to the breakage of the porcelain wares.

　　包装不当造成瓷器的破损。

　　6. to push sales of = to push the sale of 推销

　　7. quality

　　If the quality of your initial shipment is found satisfactory, an additional large shipment will follow.

　　如果你们第一次运来的货令人满意，随后将有大批续订。

　　quality有时可用作形容词作“高级的，优质的”解释。 例：These shoes are made of quality leather. 这些鞋是用高级皮革做的。

　　和质量有关的一些词组：

　　tip-top quality 第一流质量

　　inferior quality 次等质量

　　high quality 高质量

　　first-class quality 头等质量

　　choice quality 精选的质量

　　fair average quality(F.A.Q.) 中等品

　　bad quality 劣质