电子商务实训 情景模拟商务谈判成员角色分配:刘旭杨欢 黄珍珍外商远东服装公司总经理（以下用刘表示） 南昌贸易出口公司总经理（以卜•用杨表示） 南曷贸易出口总经理秘书（以下用黄表示） 南昌贸易出口公司总监（以下用郑表示）情景主要内容：外商远东公司总经理刘先生经多次考察看中南昌贸易出11公司的丝绸，希望 与南昌贸易公司达成这次交易情景会话1、 预约黄:This is Huangzhenzhen, the secretary of the Nanchang Foreign Trade Import & Export Corporation. May I speak to Mr. Liu?刘：Yes Liu speaking. Miss huangl, thank you for your entertainment last Friday. 黄:You're welcome.玄 ij: Well, I was just won dering if I could make an appoi ntment to discuss our business matters.黄：Sure, just tell me when is convenient for you.刘：What about the day after tomorrow?黄：Let me check. Hum, that will be Thursday・ How does 9:00 a.m. sound?刘：Fine. Thank you.黄:Then, I'll arrange a car to pick you up at 8： 30 a.m. the day after tomorrow. 刘：lt"s very kind of you. Thank you very much. But I would like to go to your compa ny on foot because I want to enjoy the see ne of prosperity of the an cient city. Can you tell me how far it is to you company, and how can I get there?黄：About haft an hour walk. Turn to the left in front of your hotel gate and go along with the street, you will get to the railway station. Then turn to the right and take a ten minu tez s walk, you will get to our com pay.2、 商务谈判开始。
杨：Good morning, Mr. Liu. I want to open this morning〃s talk by asking 讦 you are interested in our textiles?刃 J： Yes, Miss. Yang. We are thinking of placi ng an order. We hope to con elude substantial business with you if your prices are reasonable.杨： Mr. Liu, it's a great pleasure, to hear the information you offered. You have seen the exhibits at the Fair. May I know what particular items you are interested in?刃J： Besides silks, Km interested in nearly all kind of the cotton piece goods, such as T-shirts, men"s shirts, blouses, sport shirts, lounge suits, women"s suits, even bathrobe, pajamas and so on. We are ready to negotiate business on these things with you.郑:Do you feel that they will find a ready market in America?>CiJ： I think so, and we won't have any difficulties in sale of these items. As you know, people in Europe and America have been tired of wearing synthetic fabrics. There is a tendency that more and more people like to buy cotton piece goods and silks.郑：As many people say, time proves that nature things are better than man-made ones. Wearing silks and cotton piece goods makes you comfortable. 刘：Now, here is a list of my requirements. If you goods exported is as good as that of the samples displayed, and the prices are reas on able, we expect to place regular orders for fairly large numbers.杨： Mr. Liu, I can assure you of our fine quality and reas on able prices. Here are our latest quotation sheets, and you will see that our prices are most competitive.4、询盘与问盘。
玄ij: Miss. Yang, can you give us an indication of you prices about these goods? 杨：Thank you for your inquiry. But on what basis are we to offer; F.O.B. or C」.F.? 刘:I'd like to have your lowest quotatio n C」.F. San Fran cisco.郑： Would you please tell us the quantity you require so as to enable us to work out the offers?玄ij： If you can quote us your lowest prices, we'd like to order 20000 dozen on each item・郑:The lowest prices of T-shirts, blouses, sport shirts, lounge suits and women's suits are $80 per dozen C」.F. San Francisco. The lowest prices of bathrobes and pajamas are $30 per dozen. Other cotton piece goods and silks are latest catalogues and price sheets in details.刃J： Mr. Yang, I'd like to buy Human embroidery. Have you got the latest catalogues and price lists for this line?郑： Of course, we have. Here you are. There are our catalogues and price lists for Huma n embroidery and other silks. I won der what colors and patter ns you like?玄ij： Let me see. I think these patterns are quite good. The lowest C」.F. Quotation San Francisco is.... Oh, all your prices are on F.O.B. We'd rather have you quote us C」F prices.杨：That is easy. I can ask our Shipping Department to work out C」.F・ prices.j^lj： When can I have your C」・F・ firm offer?杨： We can work out the offer this afternoon, and give it to you tomorrow morning.5、报到岸价。
玄I」：Have you worked out the offers, Miss, zheng?关h Yes, we have. Here is our C.I.F. quotation sheet. Please have a careful look. 刘:Are the prices on the list firm offers?杨：During the term of validity, the prices on the list are firm offer. After the term of validity, all the quotations on the list are subject to our final confirmation.刘：I wonder whether there is any change in your prices?杨：All these products are our best selli ng lines, because the patter ns of these products are relatively popular in the in ter national market. So the prices of ourproducts will change according to those of the international market.刘：That means your prices will in crease possibly.郑：Yes, there is such a tendency・刃J： How long does your current offer remain valid?关E： Our offer remains open for 3 days.玄I」：If your prices are favorable, we can book an or。