1. A purchasing manager of an X-ray 2. After receiving the offer from an American company f rom I reland intends to place an company for sports wear, you are to telephone order for 15 tons of pineapple if the price their sales manager and tell him/her that their is competitive. You are to offer your price is still higher than other suppliers. You company’s best price and tell him your argue with him/her and finally get 1.5% company’s policy on discount: If the 3. A British businessman phones you to enquire
quantity exceeds 20 tons, you’ll give 2% the tea price and you offer him your rocket
discount. After several rounds of bottom price. Unfortunately, the gap between his
argument, you and the purchasing expectation and your offer is too and he decides
manager reach a deal. to find other suppliers. Sample A: Lanxing Fruit Import & Export! Can I help you? B: This is Robinson from X-ray Co., Ltd. I’m very interested in your pineapple. A: Great! How much do you want to order? B: 15 tons. So, please quote us your lowest price. A: $1,000 per ton. B: It’s not very competitive, yes? A: But if your order exceeds 20 tons, we’ll give you a 2% discount. That’s our lowest price. B: OK, done! 5. Reading B
Task
Rocky Mountain Co. is a big company located in San Francisco, whose business covers buying and selling clothes, toys, etc. Now, it is seeking an alternative supplier of jeans in China and sends an enquiry to Win-win Clothing Factory that is located in Qingdao, China. The following is the correspondence between them.
落基山公司是一家坐落于旧金山的大型公司，其业务涉及衣服、玩具等的买卖。目前，它正在中国寻求一家牛仔裤替代供应商。它向位于中国青岛的双赢服装厂发去了询盘。下面就是它们之间的信件往来。
Dear Mr. Smith,
Thanks for your enquiry of February 5th, 2009. We are glad to know your interest in the jeans we produce. Our company is the second largest manufacturer in China with favorable comments from home and abroad. The jeans you enquired about are specially designed for the Americans and in rising demand.
We wish to inform you that the samples you asked for in your last letter have
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been sent to you by EMS and we expect your favorable feedbacks.
Your terms of payment by L/C are acceptable to us. To make sure the shipment of the jeans on time, please ensure that the L/C reaches us at least 60 days before the time of shipment.
For the quantities you mentioned, we are pleased to quote as follows:
If you want to have any further information, please contact us by telephone. Our phone number is 0532-8888xxxx.
We are looking forward to receiving your order.
Yours sincerely,
Zheng Zhi Sales Manager
史密斯先生：
非常感谢您2009 年2 月5 日的询盘。我们非常高兴地获悉您对我们生产的牛仔裤感兴趣。我公司是中国第二大生产商，产品倍受国内外好评。您所询问的牛仔裤是专门为美国人体型所设计的，需求量持续增长。 我们希望告知您，您在上封信中要求的样品已经通过特快专递发送给您，期待着您的好评。
我公司接受贵方提出的信用证付款方式。为确保牛仔裤及时发运，请确保信用证至少在发运前60 天开到我方。
我们非常高兴地根据您提到的需求量报价如下：
如果您想要获知其他信息，请通过电话联系我们。我公司电话号码是0086-0532-8888xxxx。
盼望早日收到贵公司订单。
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销售经理
郑智 （ 谨上）
郑先生：
非常感谢您给我公司发来的男款牛仔裤样品。 我们非常欣赏贵公司牛仔裤的质量和款式。但是，在仔细研究您的报价和目前市场后，我们发现您的价格似乎偏高。如果接受贵公司的报价，我们将几乎没有利润。因此，我们建议您给我公司10% 的折扣，这样就可以为我们打开您的产品销路铺平道路。
关于付款，您要求我们最少在装运前60 天开出信用证，坦率的说，那样会占用资金。因此，我可否建议我们在装运前30 天将信用证开到贵处？ 我们热切地期望您肯定的回复。
采购部经理
汤姆·史密斯
（ 谨上）
Task 1
Choose the best answer to each of the following questions according to the above correspondence.
B 1. Which of the following topics has not been stated in the first email? A. The position of Win-win Clothing Factory. B. Feedbacks to the samples. C. The terms of payment. D. The quotations for jeans.
A 2. It can be inferred from the first email that . A. it is the first time for the two companies to do business with each other B. the samples were sent to the business partner before February 5th, 2009 C. Win-win Clothing is only dedicated to American market
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D. Rocky Mountain hates women’s jeans
C 3. What is the price of small blue jeans for men? A. $11. B. $10.5. C. $10. D. $50.
D 4. What have the two companies agreed on according to the second email? A. The amount of profit. B. The price of the jeans. C. Time of payment. D. The quality of the jeans.
Task 2
Match the following terms with their Chinese meaning. 1. manufacturer a. 信用证 2. favorable b. 信件 3. L/C c. 制造商 4. freight d. 占用 5. insurance e. 为……铺平道路 6. alternative supplier f. 有利的 7. correspondence g. 运费 8. quotation h. 报价 9. pave the way for… i. 保险费 10. tie up j. 交替供应商
Task 3
Translate the following short paragraph chosen from the second email into Chinese. We do appreciate the good quality of your jeans and their styles. However, after a careful study of your quotation and the current market, we learn that your price seems to be on the high side. To accept your quotation will leave us with little profit. 我们十分欣赏贵公司牛仔裤的质量和样式。但是，在认真研究您的报价和目前市场后，我们发现您的价格似乎偏高。如果接受贵公司的报价，我们将几乎没有利润。 6. Writing
Task 1
Fill in the following letter according to the given information.
Mr. Smith wanted to find an alternative supplier of clothes. He sent a seller a letter to ask for samples and the latest pricelists. He might place orders if the price is reasonable. Dear Sir or Madam, (1)We learn your company and its address from your advertisement in China Daily on Monday, February 9th. You may be glad to know that we are one of the most important importers of jeans in the US. We’re seeking (2)an alternative supplier of jeans. Could you send us (3)your samples and the latest price list for men’s jeans? (4)We would like to have 1000 pairs of men’s jeans in Size L, M and S respectively with the(5)delivery date before June 30th. The color can be either black or blue. Please (6)quote us your best price as we will (7)place regular orders in the future if 14
your products are at reasonable prices. We are (8)looking forward to receiving your replay. Yours faithfully, Tom Smith Purchasing Manager Task 2
Read the second email in Reading B again, and send an acceptance with the help of the following tips.
◆ Express your acceptance directly and clearly and restate the terms and conditions you have agreed upon;
◆ Remind the reader to countersign;
◆ Show your confidence in carrying out the deal. Suggested Answers Dear Mr. Smith,
We accept your counter-offer of February 8th, 2009 and are pleased to confirm having concluded the transaction of the jeans you ordered. The 1,000 pairs of men’s jeans in Size L, M and S respectively will be manufactured as soon as your L/C reaches us and be ready before the shipping time. You can rest assured that your order will be fulfilled as contracted upon.
To make sure that the shipment is on time, we’d like to reiterate that your L/C must reach us 30 days before the shipping time.
We are now enclosing here with our Sales Contract No. 09T4321 in duplicate. Please counter-sign and return us one copy for our records.
We appreciate your cooperation and are confident that our products will turn out to your satisfaction.
Yours sincerely,
Zheng Zhi
7. Project
Project Guidelines
This project aims at performing the process of business negotiation. The whole task is divided into three steps. Step one involves sending an enquiry and giving an offer. Step two focuses on two sides’ arguing over the terms and conditions of the offer. Step three bears upon the confirmation of what have been agreed on. Please follow the Task Description to complete the project.
Task Description
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