1、A：Goodmorning,welcometoourcompany.Gladtomeetyou.B:Goodmorning,gladtohavetheopportunityofvisitingyourcompanyandwehopetoconcludesomebusinesswithyou.A:That'sourcommonground.B:OurCompanywillbuysomesportsequp,wewanttoknowmoredetailsaboutyourproducts.A2:ok,thisisourmarketingmanager;lethermakeanintrodu

2、ctiontoU.PriceB:weareinterestedinallkindsofyourproducts,butthistimewewouldliketoordersomehoola.PleasequoteusC.I.F.xini.A:Pleaseletusknowthequantityrequiredsothatwecanworkoutthepremiumandfreightcharges.B2：WearegoingtoplaceatrialorderforlOOOhoola.A2:Allright.HereareourF.O.B.pricelists.Allthepricesares

3、ubjecttoourfinalconfirmation.B3:Doyouofferdiscountsforplentifulpurchases?A:Yes,wedoindeed.Ourusualfigureisaround5%,butthatdependsonthesizeoftheorder.B:Oh,Ithinkyourpricesaremuchtoohighforustoaccept.Canyoucutdownthepriceforme?A2:Sorry,Itwouldbeverydifficulttocomedownwiththeprice.Icanassureyouourprice

4、isveryfavorable.B2:Youknowfortheproductslikeyoursweusuallyget2%or3%discountfromEuropeansuppliers.A:Thequantityyouorderedismuchsmallerthanthoseofothers.Ifyoucanmanagetoboostitabit,we'llconsidergivingyouabetterdiscount.B3:Asfarasatrialorderisconcerned,thequantityisbynomeanssmall.Andgenerallyspeaki

5、ng,weliketoprofitfromatrialorder.Ihopeyou'llbeabletomeetourrequirements.A2：Well,asthisisthefirstdealbetweenus,weagreetogiveyouanone-percentdiscountasaspecialencouragement.B:1%?That'stoolowarate.Couldyouseeyourwaytoincreaseitto2%?A:I'mafraidwehavereallymadeagreatconcession,andcouldnotgoan

6、yfurther.B:Itseemsthisistheonlyproposalformetoaccept.A2:IwishIcouldcutmyprice,evenasapersonalfavorforyou,butmyhandsaretied.Mysecretarytellsmethisisourbottomline.A2:It'sonlybecauseyou'resuchagoodcustomerthatI'mwillingtoofferyouthisprice.B:ok!Ihopewecanfindsomecommongroundonthis.A:Well,tog

7、etthebusinessdone,wecanconsidermakingsomeconcessionsinourprice.Butfirst,you'llhavetogivemeanideaofthequantityyouwishtoorderfromus,sothatwemayadjustourpricesaccordingly.BB31500A:OK,noproblem.B2:Itcanbeconsidered.Nowwhataboutthepayment?CouldyouacceptD/PorD/A?A:I'mafraidnot,usuallyweonlyacceptp

8、aymentbyirrevocableletterofcreditpayableagainstshippingdocumentsB2:Youknowforthisalargeamount,anL/Ciscostlostalsotiesupourmoney.IfyouacceptD/PorD/A,Iwouldreallyappreciateit.A2:Iamverysorry,butwerequireL/Cforallofourclients.B:Well,openinganL/Cdoesn'tmakeanydifferencetoyou,butmakesmuchtous.A2:Actu

9、allyitdoes,itgivesustheprotectionofthebank.B:Ifyoucansendgoodsinthismonth,I'llagreetopaymentbyL/C.A:AllrightB2:And,I'dliketoknowyourusualwayofpackingA:Ofcourseweuseboxes.wealsousuallyusenylonstrapstoreinforcethemB2:Thepackingmustbestrongenoughtowithstandroughhandling.A:_Breakage_never_happen

10、ed_to_our_deliveries._If_broken,_we'll_pay_the_cost.B3:Howdoyouusuallymoveyourgoods?A:weuseship,andifuseship,wecanassumetransportationcost.Wehavecoveredinsuranceontheproductsfor110%ofthejnvoicevalueagainstallrisks.B:Thatisgreat.B：Ok.Wearepleasedtoplaceanorderfor1500hoola.Let'ssignthecontract!Thequalitymustbeinstrictconformitywiththatofsample.Onceacontractissigned,ithaslegaleffect.A:ofcourse.It'sourprinc