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1、A:为出口公司B:为国外进口公司场景一：价格谈判A和B开门走进办公室……A:pleasetakeyourseat,---B:Thankyou.A:Afteranttendingournewproductlaunchmeeting,youmusthaveadetailideaaboutourproducts,---.Nowpleaseletmeknowwhatkindsofflowersyouareinterested.(A递给B一个产品目录册，B迅速地翻阅并作出标记)B:Yes,yourflowersareprettybeautifulandleavemeadeepimpressi
2、on.(A接过B递回的册子，翻阅)B:AndI’dliketogettheballrollingbytalkingabouttheprice.whatpriceswillyouofferfortheseI’vemarked?A:---,beforewequotepricepleasetellmehowmanyflowersyouaregoingtobuy.B:forNo.10we’dliketophurchase1500units,No.20,1000unitsand1000unitsforNo.30.A:TheusualpriceforNo10is25USD,forNo20,35
3、,andNo30,50USD.theyareallonthetradetermofCIFSydney.B:Ithinkit’sunacceptableforus,youknowthemarkethasshrinkedalotduringtheeconomicressesionperiod.A:weunderstandit,butyouknowtheseflowersaregoodforvalue.Andtheyarenewlycultivatedafterwetriedalotforgenetictransplant.Ibelieveyouknowthecostwespent.B:
4、yes,Iknowthat,---,it’sbecauseofthat,Ihopewecancooperatetoopenthemarket.Ifthepriceisreasonable,thelargevolumesaleswillbeeasytoreach,andthatcanremedyyourlargecost,right?A:(考虑片刻)Consideringit’sthefirsttimewedobusinessandlong-termcooperationinfuture,wecancut1USDforthepricewhichweusualdon’tdo.B:1US
5、D?Itmakesnodifference.weneedmore.andtobefrank,wewantthepricetobe20,25and40USDforeachkind.A:No,no,no,Ithinkyouarekidding….---,that’sabigcut,anditwillmakeushavenoreturns.B:(表情严肃，犹豫片刻)Thenhowabout22,30and45USD.A:That’sstillleaveusalittleofmargin,butincrease500hundredsunitsforeachkind,wecanmakeit.
6、B:That’shardforus,youknowitisalargesize,andwecan’tkeepthemforalongtime.A:Theseasonoflargedemandforflowersiscoming,weguaranteethedeliverywithin1month,thatcanbehelpfulforyourquicksale.B:Thedeliveryshouldbewithin1month,otherwiseIcannotplacetheorder.Nowlet’sreachsomemiddleground,youallowa20%discou
7、nt,Iincreasetheorderquantityby500hundredsunitsatthatnewprice.A:20%discount?Thepolicyregulatesthemaxiumdiscountiswithin15%inourcompany.Andifyouwanttogetthediscount,theunitsyouorderedhavetooverpass2000foreachitem.B:2000units?wecan’ttaketh
