1） At the Trade Show
◆ An American importer talks with a Chinese salesman at a trade show .
◆ Salesman: Good morning. May I help you？
◆ Importer : I wonder if you can give me more information about this computer model you're showing?
◆ Salesman : I'd be glad to help. Would you like a packet of our promotional literature?
◆ Importer : Thank you. I see your computer is fully IBM compatible.
◆ Salesman : Yes, this model can run any software or DOS program and IBM personal computer can run.
◆ Importer : These models seem to be quite small.
◆ Salesman : Yes, one of the problems our company was trying to solve when we worked on this model was to do away with the bulk of IBM desk-tops and their clones. Our computer is only 11 pounds.
◆ Importer : Remarkable! There's nothing quite like seeing a problem and solving it to create a good product. Are all the components made here in Taiwan?
◆ Salesman : Yes, we do some subcontracting, but only in Taiwan. These computers are made here. May I ask what company you work for?
◆ Importer : I represent Reese Computer and Supply Company.We're a high-volume, discount mail-order house.
◆ Salesman : Would you like to tour our factory and perhaps.even one or two of our subcontractors?
◆ Importer : Yes, if it wouldn't take too long to arrange. I'm due to fly back to the States on Friday.
◆ Salesman : I'm sure we can arrange it before then. How about meeting the founder of our company? Would you be interested in talking with him about our ideas for upcoming models?
◆ Importer : Yes, I think that would be useful. Thank you for your help. （2）At the Showroom
◆ A Chinese ceramics manufacturer talks with an American importer.
◆ Importer : What beautiful art ceramics you make.
◆ Manufacturer: I learned the craft from my father. Then I studied ceramic engineering at school.
◆ Importer : All your hard work looks as if it's paid off.
◆ Manufacturer : Yes, I have 50 employees. I hope to become the biggest exporter of ceramics in Taiwan.
◆ Importer : Well, the demand for ceramics is increasing in my country.
◆ Manufacturer : Yes, a large proportion of our sales are to the U.S.
◆ Importer : The development of ceramics in your country has been remarkable.You carry on a centuries-old tradition and keep pace with modern technology at the same time.
◆ Manufacturer : Yes, our research in the field has been yielding good results. And we're deeply grateful to your country's technicians for their considerable assistance.
◆ Importer : Tell me about your designs.
◆ Manufacturer: How do you like this one?
◆ Importer: It's beautiful.
◆ Manufacturer : This is an eight-foot decorative vase. It's hand-made and the inlaid designs are etched in. It takes 45 days to make. Its retail price will be US$3,000.
◆ Importer : The result is certainly worth the effort. How about this design over here?
◆ Manufacturer : This vase is still in the experimental stage.
◆ Importer : Why is that?
◆ Manufacturer : It's quite expensive to make and because of its small size, buyers balk at its high price. We feel we could sell more if we could reduce the price.
◆ Importer : Well, you mustn't tamper with quality. It's the high quality of Chinese ceramics that attracts American buyers.
◆ Manufacturer : That's why a reduction in price can never be made at the expense of quality.
◆ Importer : Well, thank you for showing me your beautiful ceramic ware. I was so impressed by your designs and the high quality of your pieces. （3）At the Factory
◆ An American firm considers using a Chinese factory to manufacture its bicycles.
◆ Manufacturer : How do you do, Mr. Kraft. I've been expecting you.
◆ Businessman : It's good of you to show me around. Your plant is much smaller than I expected.
◆ Manufacturer : Our small size makes us very flexible. As you know, the bicycle business is very much influenced by trends and fashion. Styles change from year to year. Because we're small, we can respond to changes quickly.
◆ Businessman : Yes, you have a good reputation in the field. We've been using a manufacturer in Japan. They are very large and efficient, but they do have trouble getting the new models out quickly.
◆ Manufacturer : We certainly hope we can solve that problem for you.
◆ Businessman : Let's hope so. Well, shall we get started on our tour?
◆ Manufacturer : I suggest we start at the beginning of our production line.
◆ Businessman : Fine. How long have you been in the bicycle business, Mr. Chou?
◆ Manufacturer : I began in 1973.
◆ Businessman : Does your factory carry out the entire process of manufacturing?
◆ Manufacturer : Almost. A few necessary items like lights and seats are made elsewhere. Then they are checked for quality at our factory and added to the bicycles.
◆ Businessman : What kind of quality control do you have?
◆ Manufacturer : It's extremely tight. Quality is one of our primary considerations.
◆ Businessman : Well, thank you for showing me your plant and answering my questions. I'm looking forward to receiving the samples we talked about. If they're as good as I think they'll be, my company will be placing an order soon.
◆ Manufacturer : We'll certainly try to meet your requirements. （4）Prices and Payment
◆ An Australian camping goods distributor talks with a Chinese exporter.
◆ Distributor : My company really likes the variety and quality of your camping goods.
◆ Exporter : Thank you. I'm quite certain that we can satisfy your customers. We've had great success in exporting our products to America, for example.
◆ Distributor : I'm ready to place an order as soon as we negotiate final prices.
◆ Exporter : We'd be only too pleased to do business with you. What items are you interested in?
◆ Distributor : I'm thinking of ordering the tent model we discussed. I'm also interested in your aluminum camping stove. What prices do you offer on these two items?
◆ Exporter : The tents go for $63.00 each, and the stoves are $20.50, wholesale.
◆ Distributor: Are those prices C.I.F. or F.O.B.?
◆ Exporter : All prices are F.O.B.
◆ Distributor : I don't think the price on that tent is workable for us.
◆ Exporter ： I'm afraid we can't go any lower. We do have a similar tent which uses high-impact plastic poles instead of aluminum. It's considerably cheaper - $45.00.
◆ Distributor: That sounds like a possibility. Of course, I ll have to inspect the tent before placing an order.
◆ Exporter : No problem. You can see it right here at our showroom.
◆ Distributor : How do you pack the goods?
◆ Exporter : The tents come in individual carrying cases, wrapped in plastic, in lots of a dozen.
◆ Distributor : I think we'd need 10 gross.
◆ Exporter : Fine. We do request all our overseas customers to do one thing.
◆ Distributor : What's that?
◆ Exporter : We'd like to ask you to establish a local letter of credit in our favor.
◆ Distributor : My company can easily do that. Let's have a look at the tent. Then I'll let you know as soon as a letter of credit is arranged. （5）Price Negotiation
◆ A Taiwan exporter talks with a Canadian importer.
◆ Importer : I'm interested in your portable electric heater. But I'd like more information before placing an order.
◆ Exporter : l'd be happy to answer your questions.
◆ Importer : There's one problem I think I ought to mention. How about the energy efficiency rating of the heater?
◆ Exporter : As you know, heaters tend to be high energy users. Our model E22 is no exception. But although this heater is not as energy-efficient as some, it does have the most durable, problem-free electric motor of any heater we've tested.
◆ Importer : That sounds very impressive. You're talking about the motor that powers the blower?
◆ Exporter : Yes, that's right.
◆ Importer : What about safety features?
◆ Exporter : It has an automatic thermostat control which keeps temperatures from reaching unsafe levels. It also has an automatic shut-off switch in case the thermostat should malfunction. The cabinet contains special insulating materials, so even if it comes into contact with flammable materials its heat will not ignite them. This model is made especially for export.
◆ Importer : Do you have any similar, but smaller, heaters?
◆ Exporter : Why don't you have a look at this one? This is our newest heater.
◆ Importer : How large is the fan?
◆ Exporter : It only has a four-inch blade, but it is made to rotate at high speeds. For its size it distributes the heat very rapidly.
◆ Importer : What are the prices on these models?
◆ Exporter : The large model goes for $60.00, and the smaller unit is $25.00.
◆ Importer : Are those prices the lowest you can offer? I don't know if those prices will work for us.
◆ Exporter : We might be able to offer you a 10% cut on your initial order. Ten percent off is about as low as we can go.
◆ Importer : That sounds more in line with what we can handle.
◆ Exporter : Well, let me check my figures and get back to you on it.
