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商務(wù)英語(yǔ)會(huì )話(huà)：公司采購 價(jià)格初探 Purchase
Dan Smith是一位美國的健身用品經(jīng)銷(xiāo)商，來(lái)向Robert Liu的公司采購貨品。這是他們第一次交手。在短短幾分鐘的交談中，雙方都感到對方是久經(jīng)沙場(chǎng)的老將。談判就在拉鋸中開(kāi)始了。雙方第一回過(guò)招如下：
D: I'd like to get the ball rolling（開(kāi)始）by talking about prices.
R: Shoot（洗耳恭聽(tīng)）. I'd be happy to answer any questions you may have.
D: Your products are very good. But I'm a little worried about the prices you're asking.
R: You think we should be asking for more? (laughs)
D: (chuckles) That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.
R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.
D: Please, Robert, call me Dan. (pause) Well, if we promise future business--volume sales（大筆交易）--that will slash your costs（大量減低成本）for making the Exec-U-ciser, right?
R: Yes, but it's hard to see how you can place such large orders. How could you turn over（銷(xiāo)磬）so many? (pause) We'd need a guarantee of future business, not just a promise.
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
R: If you can guarantee that on paper, I think we can discuss this further.
D: 我想就從價(jià)錢(qián)方面開(kāi)始談吧！
R: 洗耳恭聽(tīng)！我很樂(lè )意答復任何問(wèn)題。
D: 貴公司的產(chǎn)品很出色；但你們開(kāi)的價(jià)碼，讓我覺(jué)得有點(diǎn)困難。
R: 你是覺(jué)得我們應該把價(jià)錢(qián)開(kāi)高一點(diǎn)啰？
D: 我不是這個(gè)意思。我知道你們投入很高的開(kāi)發(fā)費用，但是，我想要七五折。
R: Smith先生，這個(gè)折扣似乎多了點(diǎn)。這樣的價(jià)格，我們公司怎么能有利潤可賺！
D: Robert，請叫我Dan好了。這樣吧！若我們答應以后繼續合作，而且是大筆的生意，就可以使你們大幅降低‘健你樂(lè )’的制造成本，對不？
R: 嗯！不過(guò)，我看不出您怎能下這么大筆的訂單?!貴公司如何銷(xiāo)售這么多的貨呢？我們要的可是保證，而不是隨口答應就算數的哦！
D: 我們本來(lái)說(shuō)半年內訂貨1000件。如果現在我們保證一年內都會(huì )跟你們訂貨，你意下如何？
R: 如果你們能以書(shū)面保證，我想我們可以再談。
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