商务英语中级考试口语情景对话部分.doc

商务英语情景对话部分
2
Your company wants to improve work environment in the office. Talk together for 2minutes about some of the things that are important for this and decide which three would be the most important. Here are some ideas to help you.
A: Lanlan, you look tired.
B: Yes, I am sleepy. I worked late last night. What’s more, the office is so dark. Every time I come to the office and I feel tired.
A: So do I. Have you heard that our company wants to improve work environment in the office?
B: Really? That’s wonderful. I think lighting is important. Good lighting can make the rooms more pleasant to work in.
A: You are right. Bad lighting also do harm to our eyes. The second thing we can do is to improve air quality.
B: I quite agree with you. The air is a bit stuffy in the offices. We need bigger windows.
A: That’s true, and we should ban smoking in the offices. I’m sure in this way the air quality will be better.
B: And we need more file cabinets. Every desk has several piles of files. If we have more cabinets, the files can be kept in them.
A: Then we will have more working space. And the office will look clean and tidy, too.
B: So lighting, air quality and file cabinet are the most important things to consider.
A: You’re absolutely right.

4
You have been asked to carry out market research for a new brand of cosmetic. Talk together for about 2 minutes about what methods can be used and decide which three would be the most effective. Here are some ideas to help you.
A: Lanlan，morning, our manager asked us to carry out market research for the new brand of cosmetic.
B: Yes, what do you think of it? What methods can we use?
A: I think face-to-face questionnaire, telephoning and interview are the most effective research methods. Face-to-face questionnaire is a direct way to collect the information.
B: Yes, it’s also one of the most effective ways. And we don’t have to worry about how to collect the questionnaire. A carefully designed questionnaire will be helpful in collecting information.
A: That’s true. Another good method is telephoning. People will relax and feel free to talk more while on the phone.
B: I quite agree with you. But I don’t think interview is effective.
A: Why? We can choose the interviewers and classify them. Then we will know what kind of people are the potential customers.
B: But it’s difficult to choose a proper place for the interview. And it will cost much time.
A: Maybe you are right. How about delivering free samples with the feedback form?
B: It is one of the effective methods. Free samples will help customers to learn more about our products. So their opinions will be valuable.
A: Ok. That’s settled.
5
At the Frankfurt Exposition, Mr. Black shows interest in men’s shirts and jeans and is inquiring about them. Mr. Gao, a sales clerk of Jingjiang Garments Imp. & Exp. Corp, receives him at his stand. They talk about quantity, specification, time of delivery and payment terms.
A: I believe you have seen our exhibits in the sample room. What do you think of them? What is it, in particular, you are interested in?
B: I have a great interest in your men’s shirts and jeans. I think the items may find a ready market in our country.
A: Yes, our products are of great potential. We are in a position to accept orders against customer’s samples specifying design, specifications and packaging requirements.
B: Please quote us your best price for the goods listed on the enclosed inquiry sheet, giving your process CIF Jarkata.
A: Oh yes. We have the offer ready for you now. It’s something like this: 1000 pieces of men’s shirts, at USD 50 per piece and 1000 pieces of men’s jeans, at USD 100 per piece, CIF Jarkata, for shipment in January, 2015.
B: And how shall we pay for the order?
A: Our normal payment terms is by sight L/C.
B: That’s fine. But you should make an earlier shipment.
A: No problem.
B: Ok. That’s settled.

6
Mr. Smith, a representative from New York Trading Company, makes an offer for American bean at US$300 and refuses a 2% commission. You try your best to persuade him in accepting a 2% commission.
A: Good morning, Mr. Zhang. Welcome to New York.
B: Thank you, Mr. Smith. Good to see you again.
A: How was your flight here?
B: It was fine. Everything went very smoothly.
A: Good. I’m glad to hear that. Well, are you suffering from any jet lag?
B: Yes. I’m still quite exhausted and getting very little sleep at night.
A: Oh, I’m sorry to hear that.
B: Oh, it’s ok. I will be all right in a day or two.
A: We can visit Broadway tomorrow.
B: I’d rather start business first.
A: Ok. Business first.
B: So how much is American bean?
A: USD 300.
B: Oh, the price is much too high. Here is the thing I found that some other companies sold the same product at a lower price.
A: I would like to know the exact price they offered.
B: Sure. They offer a price about 10 percent lower than yours.
A: In that case, I should mention that our product is of higher quality than theirs.
B: I fully understand that. However, I think the price difference should not be as huge as 10 percent.
A: In view of our good cooperation over the past years, let’s meet each other half way. I’ll make a reduction by5%.
B: Ok, Mr. Smith. One more question, how much commission will you allow us?
A: We usually don’t allow any commission.
B: Come on, our order is large enough. I think 2% commission can be considered. As you don’t agree, we will have to purchase the goods elsewhere.
A: All right. That’s a deal.

7
An American businessman wants to place an order for 50 metric tons of peanuts from you. You explain your company’s minimum order to him, which start from 100 metric tons. Begin from inquiry, and proceed to commission or discount. Settle on these issues with your customer.
A: Good morning, May I help you?
B: I have a great interest in your peanuts. Some of our customers have recently expressed interest in it, so I think it may find a ready market in our country. How much does it cost?
A: This is our price list. Here you are.
B: Let me have a look. OK. I want to order 50 metric tons.
A: Well, I have to remind you that our minimum quantity is 100 metric tons.
B: If you reduce the price by 5%, I think we can order 100 metric tons.
A: That’s impossible. Our products are superior in quality and our quotations come in line with the ruling prices in the world market.
B: I’m not used to bargaining. But your price is too high for us to accept. It would be very difficult for us to push any sales if we buy it at that price.
A: Well, let’s meet each other half way. I’ll make a reduction by 3% for a good start for our business relationship. Okay?
B: That’s great. One more question. How much commission will you allow us?
A: But we usually don’t allow any commission.
B: Come on. We have a lot of work to do in sales promotion. It all costs money. I think 2% commission can be settled.
A: All right. That’s a deal.

8
You are going to import some toys from a supplier from Dutch. But you find their price is on the high side. You try your best to persuade him to reduce the price with good reasons. At last he agrees to make a reduction.
A: Good morning. May I help you?
B: I wonder if you can give me some more information about these toys.
A: I’d be glad to help. Our company has always concentrated on the domestic market. The toys you see here are specially designed by our company to cater to the vast foreign market.
B: Your toys look unique. How much does a toy like this cost?
A: It’s 100 RMB.
B: The price is much too high. Here is the thing I found that some other suppliers sold the same products at a lower price.
A: I would like to know the exact price they offered.
B: Sure. They offer a price about 10 percent lower than yours.
A: In that case, I should mention that our product is of higher quality than theirs.
B: I fully understand that. However, I think the price difference should not be as huge as 10 percent.
A: Well, to get the business done, I can consider reducing the price. But first, you’ll have to give me an idea of the quantity you wish to order from us, so that I can adjust the price accordingly.
B: The size of our order depends greatly on the prices.
A: Well, if your order is large enough, we are ready to reduce our prices by 5%.
B: 5% is still too high.
A: Come on. The quality of our products is guaranted, and you’re buying the best of its kinds, you know that.
B: But other suppliers are also saying that their products are the best. How could I tell?
A: All right then, I’ll cut another 2%, and that’s my rock bottom price.
B: All right. That’s a deal.
9
An American businessman wants to buy 5000 sets of cameras from Chinese Export Company. Both sides agree upon the price. But the American businessman asks for a 6% quantity discount. Chinese Export Company agrees to 3% discount. The American takes it and the business is done on the usual terms.
A: Good morning. May I help you?
B: I wonder if you can give me some more information about this camera.
A: I’d be glad to help. This is the new product that our company has just researched and developed last year. The cameras commend good sales because of their superior quality.
B: So, how much does a camera like this cost?
A: It’s 500 RMB.
B: Ok. I want to order 5000 sets.
A: Well, I’m glad to see that we’ve settled the price. Have you any questions on this deal?
B: Doesn’t the quantity discount apply on this order? We ask for a
6% quantity discount.
A: I’m afraid that’s quite impossible. You want to drive me bankrupt. You can’t expect us to give a discount to that extent.
B: Since we’re likely to place sizable orders, we hope that you will make some special concessions. You know, our order is for a much larger quantity. How about meeting each other halfway and each makes a further concession so that business can be concluded.
A: All right. We will give you a 3% quantity discount for a good start for our business relationship, okay?
B: It seems there is nothing more than I can do but take up your offer. But we accept it only you can make an earlier shipment.
A: No problem.
B: Ok. That’s a deal.
10
A buyer plans to place an order with you. But he asks for a 5% reduction in the price. You refuse to consider any reduction, but give him a 3% commission. Finally you conclude the business.
A: Good morning. May I help you?
B: I wonder if you can give me some more information about these products?
A: I’d be glad to help. Our company has always concentrated on the domestic market. The products you see here are specially designed by our company to cater to the vast foreign market.
B: Your products look unique. How much does a sofa like this cost?
A: 5000RMB.
B: Oh, The price is much too high. Here is the thing I found that some other suppliers sold the same products at a lower price.
A: I would like to know the exact price they offered.
B: Sure. They offer a price about 5 percent lower than yours.
A: 5%? You cannot be serious.
B: That has confirmed by our survey.
A: In that case, I should mention that our product is of higher quality than theirs.
B: I fully understand that. However, I think the price difference should not be as huge as 5 percent.
A: Well, you know that the cost of production has been skyrocketing in recent years. We won’t make any profit at that price. To get the business done, we’d offer you a 3% commission on all sales.
B: All right. That’s a deal.