凯西：这一点给我印象颇深。不过如果这种设备在我们使用的时候发生故障，该怎么办呢？
布莱克：一旦发生那样的情况，同我们最近的办事处联系，他们会马上派人过去的。
凯西：我明白了。长期购买，你们提供折扣吗？
布莱克：是的，我们确实这样做。通常的数目是5%左右，但那还要根据订货的多少来定。
凯西：那当然了。好了，非常感谢，布莱克先生。
布莱克：不客气。希望尽快听到您 的消息。
凯西：我想会的，布莱克先生。
Notes 注释
specification [spesifikein] n.规格，说明书，详述
indicate [indikeit] v.表明，指出，预示，象征
figure [fiɡ] n.数字，人物，图形，价格
purchase [pts] n.购买
小叮咛
①I hope we shall be hearing from you very shortly. 希望尽快听到您的消息。hear from 收到……的来信。例如：I often hear from my parents. 我经常收到父母的来信。hear可用作及物动词，表示“听到”、“听见”，侧重于听的结果。如：I’m very sorry to hear that. 听到那件事我非常难过。hear of是“不及物动词+介词”构成的词组，意指间接地“听到”“听说”后接名词性质的词。如：I have never heard of him before. 我以前从来没有听说过他。hear of与hear about的意义相近，这两个词组在英语中有时可以通用。它们含有“听人说起”，“从书报上看到关于”等意义。例如：Have you heard about him from anywhere 你从什么地方听到过他吗？
Quality of the Products
产品质量
Classic Sentences 经典句子
01|Could we check these samples
我们能检测一下样品吗？
02|The quality of the products we ordered are in accordance with the catalogue.
我们订的产品质量和目录中的一样。
03|The order this time doesn’t work out too well .
这次订的货使用效果不佳。
04|We found the goods didn’t agree with the original patterns.
我们发现货物与原式样不符。
05|Your goods are superior in quality compared with those of other manufacturers.
和其他厂商相比，贵方产品质量上乘。
06|The goods are available in different qualities.
此货有多种不同的质量可供。
07|They are fully qualified to pass opinions on the quality of this merchandise.
他们完全有资格对这种产品的质量发表意见。
08|The quality is all right， but the style is a bit outdated
质量无问题，只是式样有点过时。
09|Our Certificate of Quality is made valid by means of the official seal.
我们的质量证明书盖公章方为有效。
10|There is no marked qualitative difference between the two.
两者在质量上无显着差异。
11|As long as the quality is good， it hardly matters if the price is a little bit higher.
只要能保证质量，售价高点都无所谓。
12|Nothing wrong will happen， so long as the quality of your article is good.
只要商品质量可靠，就不会发生差错。
13|We sincerely hope the quality are in conformity with the contract stipulations.
我们真诚希望质量与合同规定相符。
14|Our quality is based solely on our sales samples.
我们的质量完全以货样为准。
15|If the quality of your products is satisfactory， we may place regular orders.
如果你们产品的质量使我们满意，我们将不断订货。
Useful Dialogue 实用会话
Good Quality
Cathy： I can promise you that， if you buy our product， you will be getting quality.
Eric： I’ve looked at your units， and I am very happy with them. Your goods are all far above standard quality.
Cathy： We spend a lot of money to make sure that our quality is much better1. We don’t sacrifice quality for quick profits.
Eric： Well， we’re really interested in placing an order under negotiation. We can start the negotiations as soon as you want.
Cathy： That’s great. I’m glad we’ll be able to do business together. I’ll have some quotes ready for you by tomorrow morning.
Eric： Fine. Also， would you mind if I asked to see a surveyor’s report of your products I may have a few more questions about your quality analysis.
Cathy： Of course not.If you have any question just bring it out.
良好品质
凯西：我可以向你保证.如果你买了我们的产品.你会得到好品质.
艾瑞克：我看过你们的单件.我很满意.你们的商品质量高过标准质量.
凯西：我们投入了大量的资金来确保质量一流.我们不会为了即期利润而有损质量.
艾瑞克：是的.我方真的很愿意谈判后就订货.你们想谈判的话我们随时都可以.
凯西：那最好不过了.我很高兴我们能在一起做生意.到明天早晨我方将为您准备好一些报价单.
艾瑞克：很好.还有.您不介意我要求看一下你方产品的检查报告吧.对你们的质量分析我可能还有一些问题.
凯西：当然不介意。如果你方有任何问题请提出来。
Notes 注释
quality [kwliti] n. 质量，品质，特性，才能
unit [junit] n. 单元，单位，装置，部件
sacrifice [s 8krifais] v. 牺牲，奉献
quote [kwut] n. 引用
surveyor [svei] n. 检验员，检测员
小叮咛
①We spend a lot of money to make sure that our quality is much better. 我们投入了大量的资金来确保质量一流. spend主语只能是表示人的名词或代词。例如： Andy spent a lot of money on books. Andy花了很多钱买书。若表示”在......上花费(时间、金钱等) 介词on后接名词或代词。Kitty spends two hours on her homework every day. Kitty每天花两个小时做家庭作业。若表示”花费(时间、金钱等)做某事”，此时第二个动词要用动词-ing形式，介词in可以省略。例如： They spent 4450 yuan buying the big colour TV set. 他们买那台大彩电花了4450元。另外，spend也有”度过”的意思。例如：They want to spend their summer holiday in the country. 他们想去乡下过暑假。相关近义词比较：take， cost，spend.
Negotiation on Price
价格谈判
Classic Sentences 经典句子
01|Should you be prepared to reduce your limit by say 10% we might come to terms.
如果你方愿意减价，譬如说减10%，也许能达成交易。
02|We will pass on your decision to the buyer.
我很荣幸能参加这个宴会，谢谢你们。
03|I think you misunderstood me on this point.
在这一点上我想你是误会我了。
04|We are not prepared to change the terms.
我们不打算调整价格。
05|Your limit is too high to permit business.
你们的价格太高我们无法做成交易。
06|These are slightly higher in price， but their superior quality makes them more valuable than the less expensive ones.
这些货价稍微高了一点，但其优异的品质，使它们比那些便宜的货更有价值。
07|This is the lowest possible price
这已是最低价格。
08|Let’s get down to business， shall we
让我们开始谈生意好吗？
09|Are those prices FOB or CIF
这些价格是船上交货价还是运费及保险费在内价？
10|Are these prices wholesale or retail
这些价格是批发价还是零售价？
11|That’s too high.
价钱太高了。
12|You’re offering us this product at 1800 yuan per unit-is that right
你提供我们的这种产品报价是每台1800元吗，对吗？
13|The price you quoted is a little stiff for exporting.
你报的价格对于出口而言，有点偏高。
14|But considering the high quality， our price is very reasonable.
不过鉴于产品的优良质量，我们的价格是非常合理。
15|It’s not possible for us to make any sales at this price.
我们无法以这种价格销售。
Useful Dialogue 实用会话
Negotiation on Price
A： I can see what the discount is.Offer me a unit price of 19.5 on 25， 000 units and we can do business .
B： Sorrg， I can’t.
A：
Let’ s break for a few minutes.
B： I’ ve got a few things I have to see to.I’ ll be a couple of minutes.
A： Would you like a cup of coffee
B： Yes， please.
A： Help yourself to the phone if you want to make a call.
B： Thanks.
C： Hi， Don. How’ s the meeting
B： It’ s just finished.
C： I’ m on my way over. How’ s your meeting
B： he’ s definitely interested.We’ re having a break.
C： What’ s the situation
B： It’ s becoming difficult，we’ re stuck on the size of the order for Big Bo.He wants a unit price of 19.5 on an order of 25，000.
C： That sounds good to me.
B： I think we can push him further.
C： Do you think so
B： I think so...I hope so.
C： I’ve dealt with Mcneil before.When he starts banging on the table， that’ s as far as you can go with him.Good luck！
