Unit 6 Rejection, Acceptance and Orders. 目录 Practices Listenning Discuss Situational Dialogues...

Unit 6Rejection, Acceptance

and Orders

目录

Practices

Listenning& Discuss

Situational Dialogues

Useful expressions

Task Listen & Discuss

1. What does “work out” mean here?

2. How did the small suits sell?

3. Why will Mrs. Thomas change quantities?

4. How many suits will Mr. Thomas order?

5. When will Mr. Brown’s company produce the suits?

It means “sell”.

Not very well. Customers held back on the small.

Because she took too many small and not enough large.

30,000.

When the purchase order gets to his company.

Listen to the conversation three times and try to answer the following questions after discussing with your partner.

INTENSIVE LISTENING

Mrs. Thomas: Hi, Mr. Brown. Nice to meet you.Mr. Brown: Hi, Mrs. Thomas. Nice to meet you too. How did that last lot of ready- mades work out?Mrs. Thomas: Do you mean the lot you sent with the suiting?Mr. Brown: Yes. Were they too late?Mrs. Thomas: They were just in time for the spring buying.Mr. Brown: That’s great. Could you take some more this time?Mrs. Thomas: Of course. But we will have to change quantities.Mr. Brown: Why is that?Mrs. Thomas: We took too many small and not enough large. As a result, customers held back on the small, and snapped up the large on sight.Mr. Brown: So that means you’ll take more large, isn’t it?Mrs. Thomas: Yes. We will take 30,000 suits with more large.Mr. Brown: Thank you. We will carry out the production when the purchase order gets here.

Useful Phrases

invite/ solicit an order purchase order place an order in blank close an order accept an order repeat an order pass with an order prompt attention confirm an order Certificate of Origin

请求订货购货订单寄空白订单决定成交接受订货继续订货不订货及时处理确认订货原产地证明书

Useful Sentence Patterns

You have been trying to secure an order from us. Now we want to place an order with you.

The goods are out of stock at the moment. The goods you ordered are in short supply at present.

Supply is exceeding demand.

Our factory is fully committed to/occupied with fulfilling existing orders.

你们一直争取我们的订单，现在我们要向你们订货了。目前该货没有库存。贵方订购的货物目前短缺。供大于求。

我们厂完全致力于 / 忙于履行现有订单。to be continued

Useful Sentence Patterns

What is your minimum order for this item?

Can we make a trial order of 500 units for these items now?

We would like to modify/make an alternation to our last order.

What other documents do you require in order to execute this order?

Will you provide us with some favorable terms/preferential conditions for follow-up orders?

贵公司对该产品的最少订货单是多少？我们能先试定 500 件该产品吗？我们希望修改最后一次的订单。履行这份订单前贵方还有什么条件？

对于后续订单贵方有没有优惠项目 / 条件 ?

A: Here is our price sheet on an FOB basis. It is subject to our final confirmation. B: Good. Would you mind if I speed a few minutes looking at it? A: Of course not. Take your time, please. B: At a glance （看一眼） I find your prices are much too high. A: As you know, the raw materials’ prices have soared （猛增，剧增） in recent months. B: We only ask that your prices are in line with others’（和 ...... 一致） . [ 我们只是想让你们的价格与其它公司一致。 ]That’s reasonable, isn’t it? A: Well, to get the business done, we can consider reducing our price. Would you let me know what the quantity you intend to order, so that we can fix （确定价格等） our price accordingly （相应地） ?[ 以便我们确定对应的价格 ] B: If the price is acceptable, we’ll take 200 cars.

Situational Dialogue 1

A: In that case we’ll reduce our price by 2%. B: When I say your prices are much too high, I mean they are 10% higher than others’. A: Impossible. This is the best we can do, Mr. Black. We can’t make any further concessions （妥协，做出让步） . B: If that’s the case, there’s not much point in （有意义，在 ......起作用） further discussion. [ 如果那样的话，就没有必要再进一步交流了。 ]We might as well （不妨，何妨） call the whole deal off（取消） .[ 不妨取消这笔交易 ] A: What I mean is that we are not in a position （没有做 ...... 的机会，不能够） to come down to your price.[ 我的意思是我们无法做到你说的价格。 ] This is the very best offer we can make for you. We consider this is a rock-bottom price （最低价） indeed. I’m afraid you won’t find another company who will give you a cheaper price than ours. B: Is it possible that you give us a commission, say 5%.


A: Sorry, we generally do not allow any commission. If you compare the quality of our goods with that of other countries, you will see that our price is very reasonable. B: We very much regret to say that your price is still too high and out of line with （与 ...... 不一致） the prevailing （主要的；流行的；普遍的） market level.[ 与市价不一致 ] We appreciate the good quality of your goods, but unfortunately we are not going to accept the offer on your terms.[ 但不能接受你们的报价 ] A: It doesn’t matter. Maybe you can ask other supplier for the cheaper one. But I’m sure that after that you’ll find ours better deal. B: I’ll try. Anyway thank you for your offer. Hope we’ll find opportunity to do business in the future. A: We will, I think. Hope you are lucky. See you next time. B: Thank you. See you.


A: Mr. White, you are an old friend of ours. Considering our long-standing（长期存在的） friendship and also to encourage the future cooperation between us, I’ve persuaded our export manager to cut our price by 5%. Will that satisfy you? 【你满意吗？】 B: That’s great. I accept. We appreciate your making your best efforts for us.（非常感谢你为我们做出了最大的努力） A: May I repeat 100 units of electric motors Y2-160M-4, specifications as shown in the catalogue, （规格如产品所示） at 84 each, FOB Dalian. Is it right for the price? B: That’s right. Shall we go over the other terms and conditions of the transaction? A: All right. We have no objection to （不持异议） the stipulation （规定，条款） about the packing, inspections （商检） and arbitrations （仲裁） , which will be the same as before.


B: Yes, may I stress that the packing should be strong wooden case and suitable for long-distance ocean transportation. 【包装应该是适合长距离海运、结实的木箱子。】

A: No problem. We’ll see to it. 【我们会留意的。】 What about the shipment date? B: They are to be shipped not later than December 30, 2013. A: There’s no question about that. B: And about the terms of payment? A: The payment is to be made by sight L/C （即期信用证） , which is opened and sent by buyer 30 days before the date of shipment,【买方在装运前 30天开立并寄出即期信用证】 as we agreed on before, isn’t it? B: Yes, quite so 【是这样】 .


A: We would like to add the stipulation that the letter of credit shall be valid until 15th day after shipment, 【我们想添加一条，信用证的有效期应到装运后的第十五天】 so that we have enough time to prepare for documents and negotiation. 【单证和议付】 B: We’ll do that when opening L/C. A: Any questions about other terms? B: No, as same as before, I think. A: Good. Then, we have agreed on all the major terms. B: Yes, Mr. Zhou. I’m pleased we have concluded the transaction （达成交易： close a deal; make a deal). A: When will you place your order （订购商品等） for these goods? B: This Friday of Saturday. I need a couple of days to work it out and type. 【做这个单子并打字】


A: The earlier the better, as the price of materials is rising fast recently. I expect buying the materials as possible. Otherwise it will add to our cooperation cost. B: I understand that. Please rest assured （请放心： to rest assured放心）that I will try my best to get our order form ready as soon as possible. My company is urging me to return and I’ve booked the next Monday’s flight at 7:00 am. A: Okay. This weekend we would like to take you sightseeing （带你观光、游览） in our city and then hold a farewell party for you, if you have time. B: Great. Thank you very much for your thoughtful hospitality. 【友好款待；热情款待】 A: You are welcome. See you later. B: See you later. A: Oh, keep in touch （保持联系） by phone before you finish your order form.（定货单） B: OK. I will keep you informed 【随时通知，保持联系 ] when I can finish it. A: Good. Thank you very much. Goodbye, Mr. White. B: Goodbye, Mr. Zhou.


PracticesTask 1 Work in pairs to practice the following useful expressions (in its proper form) in Situational dialogues.

(1)would you mind if(2)in line with(3)make a concession(4)be in a position to(5)regret to say(6)have no objection to(7)conclude the transaction(8)please rest assured that(9)keep you informed(10)keep in touch

Task 2 Translate the following into Chinese.Practices

(1) We have reduced our price. It is impossible for us to take another step down.我们已经降价了，再降不可能了。

(2) We accept this counter-offer. We are actually making this an exception with an eye to future business.我们接受你们的还盘。着眼于将来的生意我们这次实际上破了例。

(3) We have confidence in the quality of our products. We are sure that there will be no occasion for you to lodge claims.我们对我们产品的质量很有信心。我们确信你们不会向我们提出索赔。


(4) As prices are steadily rising, we would advise you to place your order without delay.价格正稳步上升，建议贵方迅速订货。(5) Our product is in great demand and the supply is limited, so we would recommend that you accept this offer as soon as possible.我方产品市场需求量很大，供货有限，建议贵方宜从速接受访报价为好。 (6) Your counter-offer seems to be too low. If so, our profit margin will be too small.贵方的还盘太低了，如果这样的话，我方的利润额就太小了。


(7)If you increase your initial order to 30 000, I suppose we would consider reducing the price to $380 per unit.如果贵方能将首次订货升至 3 万套，我想我方可以考虑将价格降至 380 美元一套。(8) If you stick to your counter-offer without without any compromise, we might not be able to make a deal.如果贵方坚持你们的还盘而一点都不让步的话，这笔生意我们可能就无法成交了。 (9) Your bid is obviously out of line with the price ruling in the present market.很显然，你方的出价与当前行市不符。


(10) Our table-cloths are moderately priced and quite salable in your market.我们的台布价格适中，在你方市场上完全可以做得开的。(11) All your quotations are on an FOB Vancouver basis. May I ask if you allow any discount?你方报的都是 FOB 温哥华价，请问你们给不给折扣 ?(12) Isn’t it possible to give us a little more discount?难道就没有可能再多打一些折扣了吗 ?


(13) If you are prepared to give me some allowance, I’ll consider placing an order for 10 000 dozen.如果你们愿意减价的话，我可以考虑订购 10000 打。(14) If we place an order for 2 000 dozen up, can you give us a special discount?如果我方订购 2000 打以上的话，贵方能否给我们一个特殊折扣 ?(15) How about meeting each other half way, and each of us makes a further concession so that business can be concluded.能不能互相做出让步，各方再让一步 ` ，生意就能成交了。

PracticesTask 3 Translate the following into English.

(1) 如果贵方降价 2% 的话，我认为我方可以购买 20 吨。

(2) 如果贵方能给我方 5% 佣金的话，我方可以向贵方试订单。

(3) 希望你能将报价至少降低 4% ，否则无法达成交易。

If you reduce the price by 2%, I think we can buy 20 MT.

We shall book a trial order with you, provided you give us a 5% commission.

Hope that you will make at least a 4% reduction on your quotation, or business is not possible.

We’ll give you 4% discount for a good start for our business relationship.


Since the present market is so weak, you’ll have to lower your price if you want us to increase sales.

(4) 贵方能在 12 月底之前下订单的话，我方可以给 15% 的折扣。

(5) 为了使我们的业务关系有一个良好的开端，我方准备给贵方 5%的折扣 5

(6) 由于目前的市场不那么景气，如果贵方需要我方增加销售量的话，就必须降价。

You can receive a special 15% discount on orders placed before the end of December.

Considering your substantial order, we can give you this exceptional discount.


We wish to order from you according to this purchase order.

(7) 经过认真的考虑，我方可以接受你们的还盘。

(8) 考虑到你们订购的数量比较大，我方可以给你们这一破格的折扣。

(9) 我们希望能按照这个购货订单 (purchase order) 向你方订货。

After serious consideration, we can accept your counter-bid.

If the quality meets our requirement, we shall place further orders in the near future.


What is the minimum quantity of an order for your goods?

(10) 感谢贵方 5 月 20 日的报盘，这是我方购买 10 台数码相机的正式订单。

(11) 如果质量能符合我方要求的话，我方将会在不久的将来继续向贵方订货。

(12) 贵方货物的最低订购量是多少？

Thank you for your quotation dated May 20th, and this is our official order for 10 digital cameras.

We regret that owning to the shortage of stocks we are unable to supply the goods you need.


We are glad to receive your order and confirm the acceptance for it.

(13) 我方急需这批货，务必请尽早装运。

(14) 由于存货短缺，很遗憾，我方无法供应贵方所需货品。

(15) 很高兴接到贵方订单，并确认予以接受。

The order is so urgently required that we must ask you to make the earliest possible shipment.

Task 4 compose a dialogue on the following situation.

Practices

A Pakistan importer is discussing with Mr. Han from our Trading Corp. about an offer on 500 children bicycles. He asks for discount of 5% and we accept it and sign a contract after negotiation.

Thanks ！

Unit 6 Rejection, Acceptance and Orders. 目录 Practices Listenning Discuss Situational Dialogues...

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