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1、学 海 无 涯 1 Dialogue 2：Negotiation on Commission and Agency Situation: Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the commission of agency. Huang: 怀特先生，很高兴见到你。最近怎么样？ White: Glad to meet you too. What can I d
2、o for you?（我也很高兴见到你。能为你 做些什么吗？） Huang: 根据我们的协议，这个月就是试销期的最后一个月了。我想是时候讨论 中国北方独家代理权的问题了。 White: Yes. Your sales performance in the trial period is good and the plan of advertising and promotion have been well practiced. Your company is qualified for the sole agency in north of China.（是的。在试销期内，你们的销售业绩很好
3、，广 告和宣传计划也有效地落实了。 你们公司可以做我们公司在北方的独家代理了。 ） Huang: 太好了。能得到你的认可我们很高兴。我们谈谈代理合同的细节吧？ White: Yes, of course. As we have talked befote, the territory to be covered is the north of China. How about the commission fee?（好的，当然。就像我们先前谈过 的，代理区域是中国北方。你收取多少佣金？） Huang: 在试销期内，佣金是 4%。我认为可以提高到 7%。 White: The rate of c
4、ommission is too high. The commission fee we provide to other agencies is 5%. If they know we give you a 7% commission, it will be embrassing. （佣金太高了， 我们给其他代理商的佣金是 5%。 如果他们知道了， 就很尴尬了。 ） Hunag: 我认为我们公司的销售策略和宣传策略都是很好的，这一点可以从我们 的销售业绩中看出来。而且，和其他代理商相比，我们的木雕销量是最多的。 White：There is some truth in what you sa
5、id, but we can only give you 6% commission. (你说的有些道理，但是我们只能给你 6%的佣金。) Huang：超过定额每多销 5000 件，多给我们 0.5%的佣金，这样可以吗？ White: Ok. For every 5000 pieces sold in excess of the quote, you will get 0.5% commission . (好吧，每超过定额 5000 件，我们就多给 0.5%的佣金。) Huang：Good. Thank you for your consideration.(太好了，谢谢你的关照。) Whit
6、e: 我们会起草合同，如果没有问题，下午签字吧？ Huang：Fine. We look forward to happy and successful cooperation between us.(好 的。希望我们今后合作愉快。) Dialogue3 Negotiation on Packing and Shipment Situation: Miss Huang, a Chinese handicraft sales company and Mr. White, a sales 学 海 无 涯 2 manager of a handicraft company in Abuja, Nig
7、eria are talking about the Packing and Shipment of the wooden sculptures. Miss Huang: 既然我们谈妥了支付条款， 我想问问货物能否在五月份装船。 （Now that weve dealt with the question of payment terms, Im wondering if its possible to effect the shipment during May?） Mr. White: Im sorry we can not promise that. I think we could e
8、ffect the shipment by the middle of June. Miss Huang:那太迟了。我们迫切需要这批货物，所以我请求贵方能在六月之前 装运。 （That would be too late. The order is so urgently required that I must ask you effect the shipment before June.） Mr. White: Im sorry, but we cant. We have a lot of back orders on hand. Im afraid its very difficult
9、 to do it as you expect. But please be assured that we will try our best to advance the shipment. And that will be not late than 15 June. Miss Huang: 好的， 我建议把这点写入合同吧。 （All right. May I suggest you to put it down in our contract?） Mr. White: OK. No problem. Miss Huang: 多谢。现在让我们讨论下包装的问题吧，你打算如何包装我们的货 物
10、？（Thanks. Now lets move on to talk about packageHow would you pack the goods weve ordered?） Mr. White: Each sculpture is packed in one carton lined with plastic bubble wrap to protect the goods from pinch. Miss Huang:你觉得纸板箱能经受长途的海运么？（Do you think cartons are strong enough for a long voyage） Mr. Whit
11、e: It doesnt matter much. We strengthen cartons with nylon straps outside. Miss Huang: W 我觉得这样不够。木雕在海上容易磨损和发霉，你们能否用木箱 子并且用塑料袋包裹木雕吗，防止其发霉。 （ It dont think it is enough. The wooden sculptures may get worn or moldy during the long voyage. Could you use wooden cases and add waterproof plastic sheets for
12、 coverage against mildew?） Mr. White: We can use wooden cases with plastic sheets for packing if you insist. But this kind of packing costs more, and you have to pay for the additional packing. Besides, the delivery will slow down. Miss Huang: 但是我不想冒这个险。 而且纸板箱容易割破， 这增加了被盗的几率。 难道贵方不认为塑料防水包装和木箱是海上运输的必
13、须包装么？而且我觉得你 们真应该提高包装质量了。But I dont want to take any risks. Besides cartons are 学 海 无 涯 3 easy to cut open, which increases the rate of pilferage. Dont you think wooden cases and plastic sheets are necessary for sea voyage? And I do think you need to improve your packing in order to meet the demands
14、of competent market Mr. White: OK. Lets meet each other half way. We could pack the goods with wooden cases and plastic sheets on the condition that you pay for 40% of the additional packing. Miss Huang: 好吧， 我接受你的建议,谢谢您的合作。（OK. I accept your suggestion. Thanks for your cooperation.） Mr. White: We lo
15、ok forward to a happy and successful cooperation between us. Dialogue4 Negotiation on Insurance and Payment. Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the Insurance and Payment. of the wooden sculptures.
16、Miss Huang: 既然我们已经谈妥了包装和装运，我想问问付款和保险的具体情 况。 （Since we have settled about the packing and shipment. I would like to ask some details about insurance and payment.） Mr. White: Well, we will arrange insurance on your behalf and will get you a WPA policy. Miss Huang: 水渍险是不是不包括所有的损坏情况？（But not every breakage will be included in this WPA, will it?） Mr. White: No. It is included in the WPA when the breakage results from For
