Dialogue 1

　　A: Hello, Mr. Kubat. I am glad to meet you here at the fair.

　　B: Likewise. Take a seat, please. How about a cup of tea?

　　A: Good. Thank you. It seems your business is prosperous. So many customers here.

　　B: Yes, not too bad. Our sales are going up year after year. And we still have a large potential production capacity.

　　A: Well, do you think of choosing a commission representative or agent abroad to promote your sales?

　　B: That’s a good idea. So far, we have several agents abroad.

　　A: We are willing to be your agent in Thailand for hand-tools. What’s your idea?

　　B: It coincides with our desire.

　　A: Then, what’s your usual commission rate for your agents?

　　B: Usually, we give a commission of 3% to our agents.

　　A: 3% is too low, I think. You see, we have a lot of work to do in promoting the sales, such as advertising on radio or TV, printing booklets, leaflets, catalogues and so on. It all costs. 3% is not enough.

　　B: Don’t worry. We’ll allow you a higher commission rate if your sales score a substantial increase.

　　A: You mean to say……

　　B: Now, if you sell US$ 2 million worth of hand-tools annually, we can only allow 3% commission. If the annual turnover exceeds US$ 5 million, you can get 5% commission. What do you think of that?

　　A: It sounds OK. Then how do you pay the commission?

　　B: We may deduct the commission from the invoice value directly or remit it to you after payment.

　　A: All right. If it is okay,we would like to sign an agency agreement with you immediately.

　　B: Think it over. We hope to keep a good business relationship with you.

　　A: Thank you for your help.

　　-- 你好，库巴特先生，很高兴在本届交易会上见到你。

　　-- 我也很高兴。请坐，喝杯茶好吗?

　　-- 好，谢谢。看起来生意很兴旺，这么多客户光临。

　　-- 是的，还可以。销量年年递增，我们的生产潜力还很大。

　　-- 哦，你们是否想在国外选择一家代办商或代理人为你们推销产品?

　　-- 这个主意不错。不过，目前我们在国外已有几家代理人。

　　-- 我们愿意在泰国做你方的手工工具代理人。不知你们意见如何?

　　-- 这正合我们的心意。

　　-- 那么，你们通常给代理人的佣金率是多少?

　　--通常给百分之三。

　　-- 我认为百分之三太低了。你知道，为了推销你方的产品，我们要做 很多的工作。比如，在电台或电视上做广告，印刷小册子、传单和 商品目录等。这一切花销，百分之三是不够的。

　　-- 别担心，如果你们的销量大幅度增长，我们会给予更高的佣金。

　　-- 您的意思是……

　　-- 如你方手工工具的年销量为二百万美元，我们只能给百分之三的佣金。如果年销量超过五百万美元，你就可得到百分之五的佣金，你看如何?

　　-- 这还差不多。那么，佣金如何支付?

　　-- 我们可以直接从发票金额中扣除佣金，或在付款后汇给你方。

　　-- 那好。如果可以，我们会与你们立即签订代理协议。

　　-- 好好考虑一下，我们希望与你方保持良好的贸易关系。

　　-- 谢谢你们的关照。

　　Dialogue 2

　　A: Mr. Kirkman, I’ve considered the offer you made me yesterday. I must point out that your price is much higher than other offers we’ve received.

　　B: Well, it may appear a little higher, but the quality of our products is much better than that of other suppliers. You must take this into consideration.

　　A: I agree with you on this point. That’s why we like doing business with you. This time I intend to place a large order but business is almost impossible unless you give me a discount.

　　B: If so, we’ll certainly give you a discount. But how large is the order you intend to place with us?

　　A: 80,000 sets with a discount rate of 20%.

　　B: I am afraid I can not agree to such a big discount. Such a discount won’t leave us anything. Our maximum is 10%.

　　-- 柯克蒙先生，我已考虑过你昨天的报价了。我得指出你们的价格比 我们收到的其他报价高很多。

　　-- 可能显得高一点，但我们的产品质量要比其他供应商的好。你应该 考虑到这一点。

　　-- 这点我同意。那也是为什么我们喜欢和你们做生意。此次我们想下 订一个大订单，但你们要给我一个折扣，否则很难成交。

　　-- 既然如此，我们当然会给你们一个折扣。但你们要订购多少呢?

　　-- 八万套，折扣百分之二十。

　　-- 我恐怕不能同意给这么高的折扣。给这样一个折扣，我们就无利可图了。我们最高给百分之十。

　　A: Oh, Mr. Kirkman, you see, with such a large order on hand, you needn’t worry anymore. You don’t have to take in new orders. Think it over. We are old friends.

　　B: Considering the long-standing business relationship between us, we shall grant you a special discount of 10%. As you know, we do business on the basis of equality and mutual benefit.

　　A: Yes, I also hope we do business on mutually beneficial basis. But 10% discount is not enough for such a big order.

　　B: Only for very special customers do we allow them a rate of 10% discount. Besides, the price of this product tends to go up. There is a heavy demand for it.

　　A: Yes, I know the present tendency. Anyhow, let’s meet each other halfway, how about 15%?

　　B: You are a real businesswoman! All right, I agree to give you a 15% discount provided you order 100,000 sets.

　　A: Ok, I accept.

　　-- 柯克蒙先生，手头有这么大一个订单，你都不必再担心了。你们都 不必接新订单了。好好想一想吧，我们都是老朋友了。

　　-- 考虑到我们长期的贸易关系，我们才给你百分之十的特别折扣。你 知道，我们是在平等互利的基础上做交易的。

　　-- 是的，我们也希望在互利的基础上做交易。但是，这么大一笔订 单，百分之十的折扣是不够的。

　　-- 只有对十分特殊的客户，我们才给予百分之十的折扣。另外，这一 产品的价格日趋上升，需求旺盛。

　　-- 是的，我知道目前市场的趋势。不管怎样，我们互让一下，给百分之十五怎么样?

　　-- 你真是个名副其实的商人。好吧，我同意给百分之十五的折扣，但你得订购十万套才行。

　　-- 好，我接受。