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。

　　Words and Expressions

　　commission [kE5miFEn] 佣金

　　concession [ kEn5seFEn ] 让步

　　consignment [ kEn5sainmEnt ] 货物

　　deduct [ di5dQkt ] 扣除

　　embarrassing [ im5bArEsiN ] 令人为难的

　　grant [^rB:nt] 许可，答应

　　head office 总公司

　　make a compromise 妥协

　　make oneself clear 表达清楚

　　general practice 惯例

　　profit margin 利润率

　　distributor [dis5tribjutE] 经销商

　　hand-tools 手工具

　　commission agent 佣金代理商

　　credit information 资信情况