Dialog 1
Nice to meet you
Who: A(Mr.Li Hong),B(Mr.Tom Smiths)
Where: at the airport
When: in the afternoon
What: meeting a business client
A: Excuse me,but are you Mr.smiths?
B: Yes,I'm tom Smiths from New York.
A: How do you do?My name is Li Hong from ABC Import and Export Corporation of China.
B: How do you do,Mr.Li?
A: Welcome to China,To be exact,warmly welcome to our Hangzhou.
B: Thank you,I have heard a lot about hangzhou,a beautiful city,before I came here.
A: On behalf of our general manager,Mr.Chen,I come here to meet you.
B: Thank you,Mr.Li.Very nice to meet you.
(Shaking hands and exchanging business cards.)
A: Nice to meet you,too.How was your flight?
B: Yes,it was very pleasant.
A: I'm very glad to here that.And I hope you'll enjoy your stay
here.
B: Thank you,I'm sure i will.
A: Let me take your luggage for you.
B: Many thanks.
Dialog 2
Bon V oyage
Who: A(Mr.Tom Smiths),B(Miss Zhang)
Where: at the airport
When: in the morning
What: seeing a business client off
A: Miss Zhang,it's very kind of you to see me off today.
B: My pleasure.How many pieces of luggage will you check? A: Only one suitcase.It's small and I can take it as a carry-on luggage.
B: OK.I see.
A: Well,my flight is now boarding.I must go now.Thank you for everything you have done for me during my stay here.
B: My pleasure.
A: I expect to meet you again in the near future.
B: So do I,you are welcome back here at any time.
A: Thank you once more for all you've done for me.
B: You're walcome.Bon voyage,mr.smiths.good-bye.
A: Good-bye and all the best.
Promotion
who: A(Ian Johns),B(Thomas Peterson)
where: in the offce
when: in the morning
what: promotion products
A: Hello,Sales Department.This is Ian Johns speaking.
B: Hello, Mr.Johns. This is Thomas Peterson at World Air-conditioner company.
A: Yes, may I help you?
B: I'm interested in a couple of items in your new catalog,and I would like to know the prices.
A: Great.We're offering a special promotional price on a few of the items.Which items did you have in mind?
B: We're particularly interested in your new KF-25GW/EE-D5 air-conditioner show on page six of your catalog.I would also like more details about the model KFR-32GW/EE4-D4 on page nine.
A: OK.The price on the KF-25GW/EE-D5 is two hundred and twenty-five U.S.dollars for quantities up to fifty units.Then we
offer quantity discounts for larger orders.
B: And the price on the KFR-32GW/EE4-D4?
A: The KFR-32GW/EE4-D4 is one of our promotional items this month.For orders received by the end of the month,the price is two hundred each.that price is good on any size order.
B: That price sounds good.Could you send me more details about the KFR-32/EE4- D4,including and specifications?
A: Certainly.I can fax or e-mail that information to you this afternoon.
B: Terrific.I'll get back to you after I've reviewed the details.Thank you.Good-bye.
conversation 2
Who: A(Mr.black,a European businessman),B(Mr.Brown,Sales manager of an export company)
Where: in the Import-Export Fair
When: in the afternoon
What: Promoating products
A: What's your price per dozen for socks?
B: 20 U.S.dollars per dozen.
A: It's much too high.We have another offer for a similar one at a much lower price.
B: The quanlity of our products is very high.I can assure you that our price is the most favorable. A trial will convince you of my words.
A: If you can go a little lower,I'd be able to give you an order on the spot.
B: OK.We can give you a discount for wholesale. The price is fifteen dollars per dozen for quantities up to five hundred dozens.
A: It sounds reasonable.
Unit 13
Dialog 1
Talking about Price
Who: A(Mr,Tony White), B(Mr.Zhang)
Where: on the telephone
When: at office hours
What: baraining for a better price
A: Good morning, this is Tony White from London. Is that Mr.Zhang speaking?
B: Yes, Mr.White. How are you?
A: I’m OK. Thank you. Now, let’s talk about the business . I’m thinking of ordering six tons of your green tea. What is your price per ton?
B: It’s a little bit higher than we had expected. Can you make some discount?
A: The price we offered to you is the best one. But considering our long-term business, I’d like to apply to the general manager for a special discount for you.
A: That’s great. Thank you very much.
B: You are welcome. I’ll call you before this friday. Bye-bye. A:Bye-bye.
Dialog 2
Payment
Who: A(Mr.tom Smiths), B(Miss Zhang)
Where: on the telephone
When: in the afternoon
What: talking about terms of payment
A: Miss Zhang, I’m calling you to make sure that the letter of credit will reach us one month before the delivery date. B: I’m afraid we can’t afford it since that will tie up our capital in the bank for too long. Will 20 days do for you?
A: Sorry, but that won’t do for us. You can’t expect us to make delivery in less than 30 days.
B: I see. Then when do you plan to ship the goods?
A: We can manage the shipment in September.
B: What do you think of the terms of payment?
A: We require payment by irrevocable L/C. We would appreciate it if the L/C would reach us by august 1.
B: The validity?
A: According to the conventions, the L/C remains valid until the fifteenth day after shipment.
B: OK. Thank you very much. Bye.
A: Bye.
Unit 14
Dialog 1
Arranging Insurance
Who: A(Mr.Zhang), B(M.rWang, an insurance agent)
Where: office
When: morning
What: arranging insurance
B: Good morning, what can I do for you?
A; Good morning, I’d like to look for insurance from your company.
B: Welcome. Take a seat, please.
A: Thank you. Our quotation is on CIF basis. Could you tell me what kinds of insurance clauses you can cover?
B: Yes. We always insure FPA, WPA, AR.
A: What’s the coverage of FPA?
B: Roughing speaking, FPA covers total losses resulting from both natural calamities and accidents, and partial losses caused by accidents.
A: Well, what about WPA and AR?
B: WPA covers everything in FPA plus partial losses caused by natural calamities, AR means WPA plus additional risks. What insurance do you take out?
A: I have a batch of earthenware to be shipped to New York. I think WPA can suit my goods.
B: I’ll have the goods covered as you said, please fill in the application form.
A: Good, thank you for your help.
Dialog 2
Negotiating the Insurance Premium
Who: A(Mr.Chang) B(Mr.White)
Where: office
When: afternoon
What: negotiating the insurance premium
A: According to our usual practice, our quotation is on CIF basis, Mr. White.
B: That’s good. It can save us a lot of time.
A: Oh, we will effect insurance for you.
B: Thank you, Chang. But I want to know how much the premium is.
A: It depends on the types of the risks.
B: OK. What risks do you usually cover?
A: FPA.
B: What’s the usual insurance amount?
A: With 110 percent of the invoice value.
B: But the political situation in the Middle East nowadays is not stable, I think War Risk should be covered.
A: We can do it, the extra premium will be for you account if you add the coversge of War Risk.
B: That’s understandable.
A: Then we cover War Risk for you.
B: Thank you.