英语订单处理-报价

Orderprocessing

——MakinganofferBackground:

HillWoodhasreturnedtotheshowroomoftheCantonFairagainforthefirmofferonthecottonprintshirts.Zhang:Hereyouare.Wood:Thankyou.Zhang:FromwhatIunderstood,thiskindofstyleofmen’sskirtwillbeverypopularthisyearandalsothereisnooneelseproducingthisyet.

据我所知,这种款式的男衬衫在今年是非常流行的,这里没人能生产它Wood:Oh,Isee.Zhang:Allmaterialusedarecottonprint,andIhighlyrecommendthiskindofskirtforitshighqualityandthelatestdesign.所有材料纯棉制作,它有着高质量及最新的设计Wood:Itlooksverygood,however,weneedtostudyitabitfurther.它看起来非常好,但我们需要进一步研究它Zhang:Ok.Keepintouch.好,那我们再联系Wood:I’llletyouknowprobablythisafternoon.Zhang:Fine.Wood:Itwasnicemeetingyou.Zhang:Itwasmypleasure.Seeyouthisafternoon.Wood:Seeyouthen.‥‥‥卖家Zhang:Goodafternoon,Mr.Wood.Nicetomeetyouagain.买家Wood:Me,too.Zhang:Whatdoyouthinkofourproducts?Wood:Well,we’reverymuchinterestedinyourcottonprintshirtsandthisisagoodchanceforustocooperateinthisline.我们对你的衬衫很感兴趣,这对我们来说是个合作的好机会Zhang:Good!Whatparticularpatternsdoyoulike?你喜欢什么特别的款式?Wood:Hereisalistofpatterns.Ithinkthesepatternsarequitegood,andweshallfindareadymarkethere.I’dliketohaveyourbestquotations.C.I.FNewYork.这有一张款式清单,我认为这些款式很好,我们要在这找一个现成的市场,我希望获得一份CIF纽约的合理报价单Zhang:OK.Noproblem.Wouldyoumindtellingusthequantityyourequiresothatwecanworkoutanoffer?没问题,你介意告诉我们你所需的数量以便我们能给予一份报价吗?Commodity:wolframore(钨矿)Price:US$180perMTCFRShanghaiQuantity:100MTCounter-offer:2%discountWood:OK.WhencanIhaveyourfirmC.I.F.prices?Zhang:Ifyoucanconfirmthequantityyouwillorder,we’llhavethemworkedoutandletyouknowtomorrowmorning.Wouldthatbeallright?如果你能确定你们讲订购的数量,我们将让他们做出报价来让你在明早知道,这样可以吗?Wood:Good.Ourfirstorderwillbeone40’container.好,我们的第一份订单是一个40尺集装箱Zhang:Forone40’container,CIFNewYorkpriceisUS$15,000.Theofferholdsgoodforthreedays.一个40尺集装箱CIF纽约的价格是USD15000,该报价3天内保持不变Wood:(Aftercalculating)Itsoundsmuchhigherthanthosewe’rereceivedfromothers.这听起来比我们从其他公司得到的报价要高Zhang:Butyoumusttakequalityintoconsideration.EveryoneinthistradeknowsthatChina’scottonshirtsareofsuperiorquality,abovethosefromothercountries.但你必须考虑到质量.在贸易中任何人都知道,相比其他国家,中国棉衬衫品质优等.Commodity:wolframore(钨矿)Price:US$180perMTCFRShanghaiQuantity:100MTCounter-offer:2%discountWood:We’vetakenthisintoconsideration,butthere’sacompetitionfromcottonprintshirts,too.Youcan’tignorethatsituation.我们有考虑该因素,但棉制印花衬衫领域也有竞争,你不能忽视这一情况.Zhang:Weknow.Butourcottonshirtshaveadvantagesoverothers.That’swhythedemandforourskeepsrising.我们知道,但我们的衬衫有超过他人的优势,这就是我方产品的需求日益增长的原因.Wood:OK,Wecancometoitlater.Anyway,couldyoumaketheofferfirmforsevendays?Yousee,wehavetocheckitcarefullyandhaveadetaileddiscussionwithourclientsbeforewecanmakeadecision.好,我们稍后再谈这个,无论如何,你能使该报价有效期为7天吗,你知道,我们在做决定前不得不仔细核对它并且和我们的客户有个详细的商议Commodity:wolframore(钨矿)Price:US$180perMTCFRShanghaiQuantity:100MTCounter-offer:2%discountZhang:That’sOK.Idon’tthinkyouneedsuchalongtime.Youcanassurethatourpriceismostfavorable,andatrialorderwillconvinceyouofmywords.Youknowthatourquotationsareinlinewiththerulingpriceintheworldmarket.没问题.我不认为你需要那么长时间,你能确保我们的价格是最好的,一张试购订但能让你相信我的话.你知道我们的报价单在该行业领域是全球市场的市价.Wood:Anywaywe’rehaveahardtimepersuadingourclientstoacceptthisprice.不管怎样我们说服我们的客户接受这一价格需要较长时间Zhang:Wereallyappreciateyoureffortsandcooperation.There’snohurry.Haveacupofcoffee,OK?我们真的很感谢你的努力和合作,这事不急,先喝杯咖啡怎么样?Wood:Thankyou.‥‥‥Wood:Thankyouforyourcoffee.Ittastesverygood.Zhang:I’mgladyoulikeit.Wood:Yet,I’mstillthinkingaboutyourprice.It’stoohigh,wecanhardlymakeacounter-offer.我仍在思考你的价格,它太高了,我们几乎不能做一个还盘Zhang:Butyouknowthatthepriceforcottonshirtshasgoneupsincelastseason.Youcanseeourpriceisreasonable,ifyoucomparewithothersintheinternationalmarket.但你知道棉衬衫的价格从上季度起已经上涨了,如果你和国际市场上其它卖家比较,你会发现我们的价格是合理的.Wood:I’mafraidIcan’tagreewithyou.ActuallytheMalaysianquotationislower.我恐怕不能认同你这一观点,事实上马来西亚的报价更低Commodity:wolframore(钨矿)Price:US$180perMTCFRShanghaiQuantity:100MTCounter-offer:2%discount

(Afteracoffee-break,Mr.ZhangcontinueshistalkswithMr.Woodaboutthepriceforcottonprintshirts)Zhang:Asfarasthequalityisconcerned,Idon’tthinkthattheshirtsofotherbrandscanmatchours.事实上就质量来说,我不认为其他品牌衬衫能与我们的竞争Wood:Butpriceisalsoaveryimportantfactorincompetition.Tosomedegree,Iacceptyouropinion,yetit’sstillverydifficultforustopersuadeourcustomerstoacceptyourprice.但在竞争中价格也是个非常重要的因素,从某一层面上讲,我接受一的观点,但对我们来说说服我们的客户接受你们的价格是很困难的Zhang:Tobefrankwithyou,ifwehadn’tthoughtit’sthefirsttimewedobusinesswithyou,wecouldn’thavemadeyouafirmofferatsuchaprice.Well,wemightconsiderreducingthepriceby2%ifyourorderisbigenough.坦白的说,如果我们不认为这是第一次和你们做生意,我们不会给你们这样一份报价.好吧,如果你的订单足够大,我们也许会考虑给予你们2%的折扣Commodity:wolframore(钨矿)Price:US$180perMTCFRShanghaiQuantity:100MTCounter-offer:2%discountWood:Youknowthatthisisourtrialorder.Wecouldn’ttaketherisktohavealargeorderinsuchacompetitivemarket.Forthesakeofoursincerity,let’smeeteachotherhalfway.Ithinkyoushouldreduceyourpricebyatleast5%andIcouldincreasemyordertotwocontainers.你知道这是我们的试订单,我们不能冒险在竞争如此激烈的市场下给出一份大订单.为了表示我们的诚意,我们双方各让一半.我认为你应该减少5%的价格,我们则增加我们的订单到2个集装箱Zhang:I’mafraidwecan’t.Accordingtoourusualpractice,a2.5%discountisthemaximumwecouldoffer.我恐怕不能,考虑到我们通常惯例,2.5%的折扣是我们能给予的极限Wood:Bytheway,whataboutthe‘hangtag’?顺便问一下,悬挂标记是什么Zhang:The‘hangtag’isgenerallyofferedbyusandthecostisincludedintheunitpriceunlessourcustomershavespecialrequirements.悬挂标记一般由我们提供,这部分花费包含在单价里了,除非我们的顾客有特殊需求.Wood:Youknow,forourimporttextileproducts,weusuallyhaveourown‘hangtag’.你知道,对于我们的进口纺织品,我们通常有自己的悬挂标签Zhang:Ifthat’sthecase,it’spossiblethatwecanreducethepriceby3%.如果是这样,有可能我们可以给予3%的折扣Wood:Isee.OK,weorderone40’container.Ifthefirstlotsellswell,we’dliketorepeattheorderandhavearegularsupply.我明白了,好的,我们的订单为一个40尺集装箱,如果第一批卖得好,我们将再次下单,让你们有规律的供货Zhang:That’swhatweexpect.Wood:Ifweincreaseourordernexttime,you’llcertainlyraisethepercentageofthediscount.AmIright?如果下次我们增加我们的订单,你能确定增加折扣百分比,我说的对吗?Zhang:Sure.Bytheway,wouldyoucareforanothercupofcoffee?当然,你要再来杯咖啡吗?Wood:No,thanks.Thankyouagainforthiswonderfulday.不,谢谢,Zhang:I’mgladyouenjoyedit.Knowledge1:orderprocessing

orderprocessingisthesystemafirmhasforgettingordersfromcustomers,checkingonthestatusofordersandcommunicatingtocustomersaboutthem,andactuallyfillingtheorderandmakingitavailabletothecustomer.Knowledge2:inquiry-offer-counterofferInquiryisusuallymadebyanbuyertoaseller,askingforpricelists,catalogues,samplesanddetailedspecificationsaboutthegoodandtradeterms.Anoffermeansquotationwhichmakeareplytothebuyer.Anfirmoffermeansthattheofferorcannotrevokeoramendwhathehasofferedduringthevalidityoftheoffer.Sothiskindofoffermostlyprovidesatermofvalidity,liketheoneinthetext.Onceanofferismade,therecanalsobecounteroffersuntilafinalcontractisreached.Knowledge3:tradetermsTradetermsdistinguishtherelatedresponsibilities,chargesandrisksbetweenbothparties.FOB,CFRandCIFarecustomaryFOBmeansfreeonboardCFRmeanscostandfreightCIFmeanscost,insuranceandfreightAdiscountbargainYouaregoingtopurchasethefollowingcommodityfromyourbusinesspartner,butyoufindthepriceistoohightobeaccepted.Soyouarecounterofferingtohave2%discount.Thedetailsareasfollows.memoCommodity:wolframore(钨矿)Price:US$180perMTCFRShanghaiQuantity:100MTCounter-offer:2%discountReasons:1.asusualpractice2.asagestureofgoodwill3.asanewproduct4.toopenthemarketinourarea5.toplacealargeorder

6.togetthebusinessstarted7.toencourageustopushthesalesofyourgoodsinourmarket8.tomakethepriceinline