Video 1
Welsh: Hello, Mr. Wang. We received the samples you kindly sent
to our headquarters. Thank you very much.
We’re impressed by both the quality and the variety of your products.
Wang: Thanks, and welcome to our factory.
I hope you enjoyed the tour around some of our workshops.
Welsh: Yes, we actually picked up several products from your
catalogue after the tour.
We maybe able to give you a trial order.
Now I’d like to know if we place a firm order with you, when can you deliver the goods?
Wang: It depends on how many items you choose and what
quantity.
Normally for one container order, we can deliver the goods within 6days.
Welsh: That’s good. OK, let’s work through this list now.
Wang: Mm, I see, Mr. Welsh. You’ve only selected 4 items so we
can guarantee delivery.
This is the unit price of each product.
Welsh: Fine. But it seems to us that your price is much higher than
other suppliers in china.
We are currently doing business with some factories in Shenzhen.
Welsh: We know some factories give lower prices but their quality
is poor.
You see, the surface of our products is very smooth. And after the tour, you must have an idea how well our manufacturing environment meets international sanitary standards.
Considering the quality, our price is very reasonable.
Welsh: We don’t deny that.
But if you can give us a little discount, we can start up a long-term relationship.
Wang: You’re really tempting me. OK, what’s your quantity then?
Generally, we’re not allowed to give discount at this price. But if your order is large enough, I can offer you a special discount.
Welsh: For the large plastic chair and the trolley, we can take 1000
pieces of each and much more later on after this trial order.
Wang: 1000 pieces…Well, since it’s our initial transaction, I’ll give
you a 10% discount on these two items.
Welsh: 10%? Another company gives us a 15% discount for that
size of order.
You know, an incentive discount encourages the buyers and helps expand your business.
Wang: Of course, I know, but that is too high a rate.
Frankly speaking, the maximum discount we can grant is
10%.
Welsh: Then about the food box and cup container? Also 10%?
We would like to order 800 food boxes and 50cup containers to start.
Wang: I’m afraid we can’t do that.
You know, the price of the raw material has been rising steadily. There’s no profit margin left at that price.
Welsh: Come on, of course there is. By the way, we don’t need the
scale on the cup container.
How about reducing the price of the container to us$2 from your original us$3?
Wang: Well, it’s really hard…
Welsh: Well, we could meet each other half-way that would
conclude the deal.
Wang: You certainly have a way of talking me into it.
Al right, let’s each make some concession. You increase the food box order to 1000 pieces. OK?
Welsh: Fine, no problem.
Wang: You really drive a hard bargain! But we look forward to a
long partnership.
Video 2
F: Hello, Mr. Leser. I’m very glad to meet you.
L: Likewise. This is interesting. Do you think the color is right for
the European market?
And…what is the price for this wooden angel?
F: No problem, you definitely have good taste.
We have many European customers who are buying this Christmas range.
The price is US$8, FOB Shanghai.
L: US$8? Your price is much higher than the other offers we’ve
received even just in this exhibition hall.
F: Well, it may appear a little higher, but the quality of our products
is much better than that of other suppliers’. You must take that into consideration.
L: I agree with you. That’s why I’ve come to your booth.
This time I intend to large order but business is almost impossible unless you can give me a discount.
F: We can talk about that later. What’s your line of business? L: We mainly sell gifts and decorations for Christmas, Easter and
other traditional holidays.
Christmas is our largest concern. Our annual sales can reach us$10 million.
F: Good, we've been a large producer of these items for years.
You see, not only is our quality much better than others’. But our product range is more diverse.
You can always find the best of anything you want.
L: So, if you can give me the best price for this first order, we can
start a long-term relationship.
For example, what is the price for these Santa clauses?
F: For the metal ones: US$20.the wooden ones: US$15.
There are 8different styles and 3size for each type.
L: If I choose several items of this kind, what’s the minimum order? F: 100 pieces for each item number and a minimum of 10 items. L: How about the discount? I can place an order for two containers
to start.
F: If so, we can grant you a very special discount of 8%.
L: 8% I can hardly accept that as a special term according to the
offers I’ve had today.
I’d say 15% would be more like it. Some other companies have already promised us that.
F: That really leaves us with nothing. Our maximum is 10%.
You know, the price of these products tends to go up as winter
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