【正确答案】Delivery must be within 2 months or I'm not interested. I'm looking for a large discount. Offer me a unit price of 19.5 on 30,000 units and we can do business. This is my last offer.
【答案解析】
问答题Say what you want—Polite 客气表示自己所需
【正确答案】I would like to have... I really need... If you could offer me... I would prefer...
【答案解析】
问答题 Making offers 提出报价
【正确答案】On 10,000 units, I can offer a discount of 30%. If you buy 50,000 units, then I can offer a unit price of 19.5. If you order 50,000, then I can authorize payment in 90 days.
【答案解析】
问答题 Turning down offers—strong 坚决拒绝对方报价
【正确答案】I'm not interested in 23.5. I can't go below that price.
【答案解析】
问答题 Turning down offers—polite 客气拒绝对方报价
【正确答案】I'm sorry but that's unacceptable. I can't do that, I'm sorry.
【答案解析】
问答题 Accepting 接受条件
【正确答案】I think that offer will be acceptable. Why not? Yes, of course. I agree to..., That's a deal.
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问答题 Interrupting 打断对方
【正确答案】I've got to stop you... Can I just come in here? Can I interrupt? Just a moment.
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问答题 Don't accept the interruption 不要让对方打断自己的陈述
【正确答案】Just let me finish. Please let me finish.
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问答题 Standing your ground 坚持自己的立场
【正确答案】Well, as I said before... As I've already said... I see what you mean, but the point is... What I am saying is... I think you've misinterpreted what I said. You are missing the point. No, that's not what I said. It's (not) company policy to... You must realize that...
【答案解析】
问答题 Pushing your point 强调自己的论点
【正确答案】Let me come back to the point about... I'm not sure you've really answered my question. Are you saying that...? To return to Ms Peggy... I'd like to get this clear in my mind ... Let me put this another way... Surely, that means... Perhaps you can explain how... Would you say that...?
【答案解析】
问答题 Stating your position 陈述自己的态度
【正确答案】What we're looking for... We think... We'd like to... There's no way... We wouldn't want to... I guarantee... I was hoping for...
【答案解析】
问答题Change to a new point 转入新议题
【正确答案】Let's talk about unit price rather than discount. Okay, let's talk about... Now let's look at terms of payment. Now let's turn to...
【答案解析】
问答题Analyzing your competitors 分析自己的竞争对手
【正确答案】a．Technology Is their technology the same as ours? Is it as good as ours? Is it reliable? Exactly how unreliable is it? Will it affect their sales? b．Marketing strategy What have you found out about their marketing strategy? What about their marketing strategy? c．Packaging What do you think of their packaging? d．Advertising When is the advertising campaign scheduled? Have they scheduled a TV advertising campaign? e．Advertising budget Have you heard what they are spending on advertising? What are they spending on advertising? f．Selling price What is the selling price? g．Production What's their unit cost? What will it cost to produce? Will they produce 50,000,000? Or more? How many units will they produce?
【答案解析】
问答题 Describing similar products 描述类似产品
【正确答案】I have never seen two products, which are so similar. This product is very like a new toy we have developed. The technology is the same as ours. In concept and design, there are no basic differences.
【答案解析】
问答题Saying what you have done 陈述所作所为
【正确答案】I have examined the components. I've already scheduled the TV advertising campaign.
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问答题Saying what you haven't done 陈述尚未完成
【正确答案】I haven't completed the tests yet. I haven't retired yet. I haven't found out the exact date yet.
【答案解析】
问答题 Proposing solutions 提出解决办法
【正确答案】There are two immediate things we can do: we can increase our advertising budget and bring forward the launch date. You need to get out to America-fast. The most important thing now is to let the sales force know about the change. We need to e-mail them at once. We must get into Mr. Smith’s catalogue.
【答案解析】
问答题 Making comparisons 进行比较
【正确答案】Their products have a larger market share. They have a cheaper product. They have an earlier launch date. We think they have a larger advertising budget.
【答案解析】
问答题 Summarize 归纳谈判结果
【正确答案】So, let’s clarify the position so far. To summarize… We have agreed on a unit price of 30 for 50,000. We agree to… So, all we have to do now is finalize the delivery arrangements. So, now, we must…
【答案解析】
问答题 Postpone 推迟讨论 Well, let’s discuss the details tomorrow. Let’s deal with that later.