发布时间 : 星期五 文章剑桥商务英语实训指导书doc更新完毕开始阅读
口语
实训四Price 价格
实训目的：
掌握具体的关于产品的询价句型和回答的模式；了解价格磋商的环节和句型。 Brief Introduction
对外贸易中的商品单价通常由四个部分组成，即计量单位、单位价格、计价货币和价格术语。
国际贸易中使用的价格术语很多，其中以 F.O.B、C.I.F、及C.F.R三种价格术语最为常用。对于这三种价格术语，国际上有多种解释，现将这三种价格术语扼要解释如下：
1.F.O.B 该价格叫装运港船上交货价，简称―船上交货‖。F.O.B是 Free On Board的缩写。采用这一价格术语时要在其后注明装运港名称。
2.C.I.F 该价格叫成本加保险费、运费价。C.I.F是Cost Insurance Freight的缩写。采用这种价格术语的时候，应在C.I.F后注明目的港名称。 3.C.F.R该价格叫成本加运费价。采用这种价格术语时，也应在 C.F.R后注明目的港名称。
Basic Expressions
1. If you can reduce the price by 5%, we shall be able to order 200 metric tons. 如果你方能降价百分之五，我们将订购二百公吨。
2. Business is possible if you increase the price by 2%. 如果你方提价百分之二，交易才有可能。 3. We are not interested unless your price is reduced to a level in line with the market price. 除非你们把价格降到与市场价格相等，否则我们不感兴趣。
4. We have been informed that the current price on your side is much higher than what you say. 我们听说你方的现行价比你方所说的要高很多。
5. Sellers decide to wait no matter when the price picks up. 不管价格何时回升，卖方决定再等一等。
6. Our prices are highly competitive when you consider quality. 如果你们考虑一下质量的话，我们的价格是很有竞争性的。
7. Our price is net without commission. 我们的价格是净价，不含佣金。
8. To meet your requirements, we would like to reduce our price by 2%, which, I hope, will be satisfactory to you. 为满足你方要求，我们愿降价百分之二,希望能令你们满意。
9. I’m awfully sorry. This is our floor price. If you find it unworkable, we may as well call the deal off. 很遗憾，这是我们的底价。如果你觉得价格不可行，我们只好取消这笔交易。
10. Will you please quote F.O.B Brussels in U.S. dollar? 请你们以美元、布鲁塞尔离岸价报价。 11. It’s better for us to have a talk on price terms, because it is one of the key points in our dealings. 我们最好先谈价格条件，因为它是做生意的一个关键。
12. I’ll have to consult my home office before I can give you a definite answer on the price terms. 在答复你方有关价格条件之前，我得先跟我们国内公司联系一下。
Conversations Dialogue 1
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A: I’ve come to hear about your offer for bristles.
B: We have the offer ready for you. Let me see ... here it is. 100 cases Houston Bristles, 57 mm, at 10 pounds sterling per kilogram, C.I.F
European Main Ports, for shipment in June 2001. The offer is valid for five days.
A: Why, your price has soared. It’s almost 25% higher than last year’s. It would be impossible for us to push any sales at such a price.
B: I’m a little surprised to hear you say that. You know very well that markets for bristles have gone up a great deal in recent months. The price we offer compares favorably with quotations you can get elsewhere.
A: I’m afraid I can’t agree with you there. I must point out your price is higher than some of the quotations we’ve received from other sources.
B: But you must take the quality into consideration. Everyone in the trade knows that US’s bristles are of superior quality to those from other countries.
A: I agree that yours are of better quality. But there’s competition from synthetic products, too. You can’t very well ignore that. Prices for synthetic bristles haven’t changed much over the years. B: There’s practically no substitute for bristles for certain uses. That’s why demand for natural bristles keeps rising in spite of cheaper synthetic ones. To be frank with you, if it were not for the long- standing relationship between us, we would hardly be willing to make you a firm offer at this price.
A: Well, we’ll have a lot of difficulties in persuading our clients to buy at this price. But I’ll have to try, I suppose.
Dialogue 2
A: I believe you’ve studied our proposal for fertilizers. B: Yes, Mr. Smith. And we’re very much interested.
A: It’s almost twenty years since we first supplied you with our products in 1984. To our regret, for one reason or another, business between us has failed to develop. I hope we’ll succeed in concluding some business this time.
B: As we’ve repeatedly stated, US does business on the basis of equality, mutual benefit and exchange of needed goods. If these principles are adhered to, I’m certain that mutually beneficial business will result.
A: May we hear your comments on your products?
B: We find the quality of your samples well up to standard and suitable for our requirements. On the other hand, we’re received offers for higher quality products. So business depends very much on your prices.
A: Taking everything into consideration, you’ll find that our pric??es compare favorably with the quotations you can get elsewhere.
B: I’m not sure of that. Before coming to the discussion of price, may I point out that we would like to have you quote us on a F. O.B. basis?
A: I don’t quite understand. For bulk goods such as chemical fertilizers, it’s the sellers who arrange the shipping space. It is more convenient for us, as well as for you.
B: Well, we prefer to have the US National Chartering Corporation take care of the shipping. It doesn’t make a difference to you, does it?
A: Well, it does make a slight difference, but we’ll do as you request.
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Dialogue 3
A: I have here our price sheet on a F.O.B. basis. The prices are given without engagement. B: Good, if you’ll excuse me, I’ll go over the sheet right now. A: Take your time.
B: I can tell you at a glance that your prices are much too high.
A: I’m surprised to hear you say so. You know that the cost of pro- duction has been skyrocketing in recent years.
B: We only ask that your prices be comparable to others. That’s reasonable, isn’t it?
A: Well, to get the business done, we can consider making some concessions in our price. But first, you’ll have to give me an idea of the quantity you wish to order from us, so that we may adjust our prices accordingly.
B: The size of our order depends greatly on the prices. Let’s settle that matter first.
A: Well, as I’ve said, if your order is large enough, we’re ready to reduce our prices by 2 percent. B: When I say your prices are much too high, I don’t mean they are higher merely by 2 or 3 percent.
A: How much do you mean then? Can you give me a rough idea?
B: To have this business concluded, I should say a reduction of least 10 percent would help. A: Impossible. How can you expect us to make a reduction to that extent?
B: I think you are as well - informed as I am about the market for chemical fertilizers. It’s unnecessary for me to point out that sup- ply exceeds demand at present and that this situation is apt to continue for a long time yet. May I suggest that you call your home office and see what they have to say?
A: Very well, I will.
Notes
1. be apt to 有……倾向的
2. The offer is valid for… 报价有效期是… 3. to make sales of / to push sales of 推销
4.markets for bristles have gone up 猪鬃行情上涨
5. I can’t agree with you there. 在这一点上我不同意你的意见。 6. from other sources 从其他来源（供应者） 7. long-standing relationship 长期的合作关系
8. We’ll have a lot of difficulties in persuading our clients? 我们将难以说服我们的客户…… 9. to our regret 使我们遗憾的是
10. on the basis of equality, mutual benefit and exchange of needed goods 在平等互利和互通有无的基础上
11. taking everything into consideration 在全面考虑之后 12. shipping space 舱位
13. without engagement 不受约束的
14. to get the business done 为了做成买卖 15. supply exceeds demand 供过于求
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Substitution Drills
1 A: Our price is U.S.$ 98 per pound. 我们的价格是每磅98美元。
B: I must say the price is too high for me to accept. 我必须说价格太高不能接受。 must point out the price is too high to interest us. 我必须说价格太高我们难以接受。
can assure you the price is too high to be competitive. 我向你保证价格太高了，没有竞争力。
2 A: I hope you’ll quote favorably. 我希望你们报价优惠。 quote us your best terms.
give us your lowest price quotes.
B: Our rates are in line with the world market. 我们的价格与国际市场上的是一致的。 Our prices fit in with today’s market situation. 我们的价格与今天的市场形式相吻合。 We always give our customers the best terms. 我们总是给我们的顾客最好的协议条款。
3 A: Our users are under the impression that your prices are usually on the high side compared with those of other suppliers. 我们的用户总是认为你们的价格相对于其他供货商较高。
have the idea that your prices are usually a bit too high. 我们的使用者认为你们的价格总是有点太高。
are of the opinion that your prices are usually rather stiff. 我们的用户认为你们的价格总是相当昂贵。
B: One can’t consider price separately from quality. 不能只看价格，不看质量。 One has to take quality into account. 还要考虑质量因素。
When comparing prices, one has to take into consideration the quality of the goods. 衡量价格时，也应该考虑商品的质量问题。
4 A: Other suppliers are offering a much higher rate of commission. 其他供货商提供更高比例的佣金。
a much better price. 其他供货商提供更好的价格。
more favorable payment terms. 其他供货商提供更优惠的支付条款。
B: 2% is the usual commission we allow for a small quantity. 对于小批量的订货，我们通常给百分之二的佣金。
$100 is actually the lowest we can do for a small quantity. 对于小批量的订货，我们的最低价格是100美元。
5 That’s the best we can do. We can’t go any lower. 这是我们最优惠的价格，我们不能再低了。 the lowest price we can offer. We can’t take less. 那是我们可以提供的最低的价格。不能再少了。
our bottom price. 那是我们的底线。
6 A: If we guarantee an annual order of a certain amount, would you give us a special discount? 如果我们保证每年一定数量的订货，你们能给我们特殊折扣吗？
would you give us a higher rate of commission? 你们能给我们高一点的佣金率吗？ would you give us some advertising expenses? 你们能给我们一些广告经费吗？ B: We can make that kind of arrangement with you. 我们可以为您作出这个安排。
will have to know how much you can guarantee first. 我们必须知道你首先能给我们保证多少数量的订货。
can’t promise anything before we know more of your plan. 在我们更多地了解您的计划以前，
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