82 English Conversations for Business and Trade

1 Business negotiations-one sale agency-dialogue one 

We're interested in locating an exclusive agent to sell our electrical appliances are you interested in representing us. 
What benefit can we get if we act as your agent?.
We'll offer our sale agent reasonable quantities of marketing and technical literature and other marketing materials free of charge.
Anything else ?.
We also would provide training free of charge .
That sounds really attractive.
Yes. If you can confirm that you wish to proceed with a distributorship of our company, we'll send you a letter of appointment and can also discuss the signing of a full distributor contract.
What will be the minimum annual sales you'd like us to complete?
At least 100,000 yuan.
Well, if prices are reasonable we're ready to become your agent.
As to the prices, we will send you a list.
All right, we'll make close study about it and give you a reply as soon as possible.

Dialogue 2
Will you consider our proposal to act as your sole agent.
could you give me some idea of your monthly quantity guarantee?
1000 sets per month how do you think of that.
don't you think this monthly turnover is rather conservative for a sole agent.
No for this new product that's the reasonable figure. We are experienced in marketing products similar to yours. You have to consider other factors that affect sales. 
Maybe you are right. Did you just say that you represented other suppliers in this line ?.
Yes. If you appoint us as your sole agent, the turnover will be greatly increased 
But as our agent, you are not to handle the same or similar product of other origins.
Of course. That's the general practice. But we expect our principals to offer advertising support and spare parts service.
Of course. That's the general practice as well. We believe you are the right one to be our sole agent in your country.
As your sole agent, we’ll make greater efforts to push your products.

2 Processing trade - dialog 1 
we're thinking of having products processed in China.
We are glad to hear that. As it's known to all that assembly in our country can reduce costs sharply.
That's why we come here.
May I know what type of products you intend to process?.
Computers, to be processed with our materials and designs.
What's the processed amount?.
10,000 sets. How long will it be required to process this amount of goods.
It will take fifty to sixty days to process the goods from the day we receive the material. 
How much is your processing charge?. 
30 US dollars per set.
I think the processing fees shall be fixed on the basis of world labor price with a discount of 20%.
That depends on the labor needed and the quantity to be processed. we can't give you that much considering your quantity isn't large enough.
Alright. We will supply you the material on time, but you must guarantee you make delivery of the finished products to us on time.
We shall ship the assembled finished products to you at the port destination as instructed by you. All the shipping expenses shall be borne by you.
Should you fail to deliver in time, all losses, thus, incurred shall be borne by you.
Okay.

Dialogue 2
what about the damage rate of parts and components?.
In case the damage rate exceeds 2% percent, you shall provide at its own expense for the excessive shortage of parts and components needed for assembling.
2% is too low, As we all know, 3% is the international practice.
Well we agree to that.
The supplied materials shall be delivered to our ware-house at your expense.
If any defect is found in the materials supplied by you, we will advise you of it immediately, and you will send over replacements in time.
I think we may accept it. You shall process in strict accordance with the design, and deliver the finished products in conformity with the contract terms respecting the time of delivery quality and quantity.
We agree. 

3 Compensation trade-dialogue 1 
We want to import some disk production equipment through compensation trade.
But compensation trade is a kind of loan you have to pay interest every year.
Yes, we know that. But on the condition of the limited funds we have to consider this trade form. Compensation trade is good for both of us.
Yes, of course. Which would you prefer by buy back or counter purchase?.
By buy back. Buy back is more convenient than counter purchase.
That means we should supply technical know-how and equipment, and you pay us through successive deliveries of the resultant product.
That's right. What do you think about it ?.
How many sets of the equipment do you want ?. And how long can we expect you to pay off the loan ?.
we'd like to import two sets and plan to pay off the loan in two years.
What's your plan based on.
The production capacity of your disc production equipment and current price of discs. This is the detailed information, please look through it.
Well, I believe the feasibility of this project is excellent, I will go back and have a careful study.
That's great! Hope to hear something favorable from you soon.

Dialogue 2
Are you interested in compensation trade.
We are very interested in the deal.
I think the compensation Trade Agreement suits you better.
Same here. But we'd prefer the counter purchase to buy-back.
That's acceptable. But I'd like to know what products we will counter purchase. There are two choices for you, one is that you counter purchase our sheets, and the other is that we can process or assemble products for you.
We would like to counter purchase your sheets as compensation.
I really appreciate that. We guarantee the quality of the sheet.
How long do you suggest the time limit?.
One year. we shall reimburse you the total value of the entire equipment by installments in a year. But the price of the sheet shall be fixed on the basis of the world market price.
Good. We agree.

4 Consignment trade -dialog 1
Do you accept consignment Goods?.
Yes. As an importer we can make a consignment arrangement. How can I help you?.
Great! We are looking for a consignee.
what can you supply?.
Canned food, including canned fish, canned fruit, canned meat canned mushrooms, canned vegetables and other canned food.
Good. How do we make a start then?.
Very easy. At the beginning, we will send you a small quantity to you for a trial. You sell at prices given on the price list. As soon as we find that this small quantity answers our expectation, we will make you consignment of some considerable quantity.
Your proposal is completely workable. If it were successful this time, we hoped to repeat it from time to time. But what if we failed ?.
On sale or return basis.
Okay. We will try the best we can with the consignment.

Dialogue 2
Shall we talk about the period of time?.
Okay. Usually we signed the contracts with other consignees based on 12 months, Will you follow the suit ?.
Yes we'll follow the suit. what about from the beginning of next month?.
That means the sales commence on May 1, 2009 and continue through May 1,2010.
And we suggest that after starting the operation, we, two sides, meet around December 1 to decide on acceptable sales for the remainder of the consignment period.
Ok. Do you have any idea about the dispatch?.
We will inform you as soon as we are short of stock.
In that case we will suffer great inconvenience for the shipment. We'd prefer being noticed quarterly. I believe it will certainly benefit both of us.
All right.

5 Invitation of Tender and Bid-dialogue 1 we are going to make an
international bidding for rare metal
exploitation are you interested in our
invitation to tender for the project yes
we are very interested and we have the
qualifications to accept the project
glad to hear that when will you start
the invitation of the tender we will
start it two weeks later is it a secret
opening bid or a public one a public
opening bid what's the time set for the
bidders to submit their bids one month
from May 5th to June 5th where can I get
the tender documents you have to come to
our office for the tender documents ok I
will send someone to get it at once
dialog - would you please tell me your
terms of tender the project has been
listed to the state annual plan and
we've got the working drawing and the
project budget are they made by the
design organization approved by the
relative authorities of China of course
they are made by a design organization
approved by the competent Department
under the State Council what about the
land for construction it has been
requisitioned already do you have the
building permit yes the competent
construction administrative Department
issued the license I see thank you

6 joint venture-dialogue 1
what type of joint venture do you
usually accept we usually accept an
equity joint venture that means each of
the two firms will invest a certain
portion of the capital and share the
profits or losses in proportion to our
respective contributions yes oh
are there any regulations on the foreign
proportion of investment our joint
venture law provides that the lowest
foreign investment proportion shall be
25 percent but there isn't an upper
limit doesn't the Chinese side always
want to hold a bigger portion not always
is that a joint venture can operate only
after having obtained approval of your
government that's correct is the income
tax on joint venture heavy no you can
enjoy preferential treatment
dialogue - what would be the total
amount of the investment the total
amount of investment would be twenty
million dollars how much would you be
prepared to invest in this venture will
lay out about fifty five percent of the
total investment this includes seven
million dollars in cash four million
dollars for factory buildings the right
to use the site etc then we'd like to
contribute the rest forty five percent
including five million dollars in cash
four million dollars for production
equipment and testing instruments the
cash figure is large enough to provide
the construction funds and circulation
capital I think so
how long will joint venture last I would
suggest three years to start with how do
you like it alright as long as we can
run it well the period can be prolonged
in the future
7 Co-operative venture-dialogue 1 
we are pleased to know you
want to produce digital cameras in China
we have to lower the cost as the
financial crisis is so grave we can
produce your product with lower cost and
find quality I'm sure of that
as nearly everything is made in China
this also prompts this decision of my
firm so shall we talk about the details
we'd like this cooperative enterprise
not very big for the total investment 5
million un is enough then how much would
the registered capital be how about 2.5
million un sounds reasonable now what's
the percentage of your contribution 50%
of the total investment that includes
cash machinery and equipment so we will
provide the balance 50% which would
include the factory premises and right
to use the site deal
dialogue - how will the value of
contribution other than cash be
determined as to the patents and
trademarks they shall be assessed by a
group of experts and confirmed by the
Chinese side what kind of group of
experts the group of experts must be
from a qualified asset appraisal company
good will the land the existing
workshops and the new building be
assessed by them as well yes the
properties shall be assessed and then
checked verified and recorded by the
state-owned assets supervision and
administration Department the assets
appraisal is really a system project so
it is
8 merger and acquisition -dialogue 1 
are you interested in holding merger talks
considering the current financial
condition of our company I'd say yes but
I'm not sure whether it will be accepted
by the majority of shareholders so far
the major shareholders of our company
have said they will consider the merger
offer that's inspiring news if we could
join together both our firms would
benefit a lot and a win-win situation
would occur I agree our merger can
enhance our competitiveness so you'd
better make a proposal for the merger
and deliver it to every shareholder for
review good idea I'll get down to it
right now dialogue - what do you think
about the merger offer between our two
firms
I'm afraid the merger offer is
inadequate can you say something about
that our accountant estimates the value
of our form at 1 million u.s. dollars
and of your firm at five hundred
thousand US dollars through the merger
it would be a huge boost for you but
little benefit for us but both of us are
now facing a fierce competition pressure
in the global market
so merger is the best choice otherwise
we'll have to enter into competition
with each other what do you want me to
do a little deliberation would have
deterred your idea well then I will give
you my final decision
in 10 days
9 technology transfer-dialog 1 
we are considering buying the patent do you
plan to transfer the patent right to
Chinese companies yes we are thinking
the same in what form will you transfer
the patent we'd like to transfer the
right to use the patent in the form of
license will the license be exclusive or
non-exclusive non-exclusive and I'd like
to know how much tax the Chinese
government imposes for using patent
rights 20% but the license only gives
one the right to manufacture the
equipment what about the technology not
included in the patent don't worry we'll
provide you with all the information and
also five technicians needed to
manufacture the equipment ok how long
will you allow us to use the patent
three years how much will you ask for
$50,000 as initial payment and 3 percent
of the sales price on each product sold
the price is so high I'm afraid that we
cannot accept that dialogue - are you
interested in transferring your
trademark to us you mean the commercial
franchising kind of but only for the
trademark not include trade name and the
business model I see you name your
products after mine right does that mean
we have to provide you with the full
information about the technology of our
products that won't be necessary as we
have the capability to produce the
product but you also need to send
specialists to give us on-the-spot
guidance we'll consider it

10 Drafting a contract-dialog one 
Let's talk about drawing up a draft of the contract.
OK. How long will it take you to draw up a contract?.
I'll have the contract drawn up this week.
We expect to have a final contract ready in a week.
In that case, I will try to send the draft to you on Wednesday.
And I think we should try to meet early next week to sign the contract and go over a few final details.
That would be fine. I'll give you a call at the end of the week to set up an appointment.
Alright. By the way, is it likely to sign the contract then ?.
I hope so.
 
Dialogue 2 
There are a few points which I'd like to bring up concerning the contract.
I'd like to hear.
Payment terms is important in a contract. We insist on confirmed and irrevocable letter of credit.
That's fully acceptable to our side.
And we shall make the contract more specific on the delivery.
OK. I'll see that you get the delivery on time. Shipping by “S.S American” as usual, is that right ?.
Good. And please make sure the place of delivery the transport route included. Take it easy. This deal is as important to you as it is to us.
11 Checking a contract-dialogue 1 
Here is the draft of the sales contract for the watches you are going to buy.
You've made such an efficient work !.
You flatter me. Please go over it and see if everything is in order.
OK. But I need a few minutes to read it, would you like to have a seat and drink some coffee ?.
Thank you. Take it easy.
Well I've read all the terms carefully. Hmm, you've done a pretty good job. It's well prepared.
Does that mean we can prepare the originals of the contract ?.
Yes. Our next step is to sign the contract.
Dialog 2 
Good morning, Mr.Smith. I'm calling about the draft of the contract you sent me. I made a very close study of it.
Do you have any questions ?.
Yes. First question is the packing. As the verbal agreement says that you will use wooden cases, but you still write “cartons”. Don't you remember that ?.
Sorry, we’ll amend that. 
The next one is the term of payment. You choose D/A. But we also want to get the terms of the contracts more in our favor. We prefer to have the payments made by L/C through a negotiating Bank in Sweden.
I'm not qualified to make decisions for this term. And anything else ?.
And the last one is the place of arbitration. Could you tell me why you wish to have it carried out in your country ?. It should take place in a third country. That's international practice. We can't break it.
OK. I've written down all your questions, and I need to report to my boss.
12 Before signing a contract-dialog-one 
Here are the two originals of the contract we prepared.
Are they written both in Chinese and English ?.
Yes. We'll sign two originals, each in Chinese and English language.
Are they equally authentic in terms of law ?.
Of course. The Chinese and English texts are equally authentic.
What if there is inconsistency or conflict between English and Chinese version ?.
If there is any inconsistency or conflict between English and Chinese versions ,the English version shall prevail.
Dialogue 2
What will be the effective date of this contract ?.
The effective date will begin from July 6, 2009.
What's the term of this contract ?.
This contract is valid for one year.
I'm afraid that one year is too short. This contract must be valid for at least three years.
If everything's going satisfactorily, it could be extended for two years.
All right. We accept your suggestion.
13 Signing ceremony-dialogue 1 
what time will the contract be ready for signing ?.
It's ready now.
Shall we sign it ?.
With pleasure. I suggest we sign the original of the contract with the attachment.
I agree. Where should I sign ?.
Sign on the dotted line.
Well, it's done.
Let's countersign it.
Ok.
Dialogue 2 
Now that it's all down on paper, there shouldn't be any problem.
Great I'm glad our negotiation has come to a successful conclusion.
Thanks again. It's been good working with you.
My pleasure. I hope this will lead to further business between us.
I hope so.
I think both of us deserve a good rest after the long negotiation.
Yes. To celebrate the signing of our contract and our first cooperation, our general manager wants to host a dinner. Would you like to join us ?.
Yes, I'd like to.
14 terminating a contract-dialogue 1 
What should we do if either one of us desires to terminate the contract ?.
During the one year trial period, the contract can be terminated with only one-month prior to notice.
And after the one year trial period ?.
If you notify us 6 months beforehand, you can cancel the contract.
Will there be any claim damages for that ?.
Of course. Either party shall be liable for its breach of contract and indemnify of all losses thus incurred to the other party.
OK. 
Dialogue 2 
We'd like to contract out of the project, if you don't mind.
But the contract still has one year to go. Can you give me the reason ?.
You've failed to honor the contract, so we are entitled to cancel it. That's the reason.
You mean the notice of shipment ?. But I've told you that's a misunderstanding.
Your explanation won't go down well with us. We insist on canceling it.
What about the subsequent work after the termination ?.
We'll have a representative to do all the subsequent work.
That's really a pity we cannot go on.
I feel the same.
15 expiration of a contract-dialogue 1 
The expiration of the contract is coming.
Would you like a renewal ?.
I'm afraid we don't want to renew it.
Well, in that case, the contract will become void automatically when time comes.
Yes, I see. Nice working with you for the last three years.
Same here. We hope to do business with you in the future.
Absolutely we will.
Dialogue 2 
We'll be discussing the renewal of our contract with hardware.
What are your conditions for renewal ?.
The same as before.
I'm afraid we cannot accept that. We have done a market price survey for major raw material and got to know the price of the raw material has been half lower during the last year.
What do you suggest then ?.
We'd like you to make a reduction in half.
We feel it is necessary to discuss your proposals in more detail.
How far you're willing to go with these negotiations will depend on you.
Part 2 -Imports and exports-1 asking for materials -dialogue 1 
Hello, is that Mr. Keys ?.
Yes, who it that ?.
Nice to speak to you, Mr.Keys. This is Wang Jiang from ABC Trading Company.
Oh, nice to hear from you, Mr. Wang.
Well, I called because I'm interested in a new product you have advertised in a trade journal. And I want to say it seems like a promising item.
Glad to hear that. Then what ?.
You know I have not seen any details about it yet. So I think if…
Oh I see. I will send you some brochures. Just tell me your address.
That will be good, thank you for your trouble. My address is No.246, Newton Avenue.
I can send the related information to you this afternoon.
After I study them, would I have an opportunity to discuss the possibility of selling it in our market ?.
Fine. let's do that and see how it goes, shall we.
Ok.

Dialog 2 
Hello, may I speak to Mr. Frank ?.
Yes, it is Frank speaking.
Hi, Mr. Frank. This is Will Smith from Peak injectors. I get your name on an article in the December issue of the British Medical Journal.
Nice to speak to you. What can I do for you ?.
we know that your company manufactures injectors of various sizes. We would like to have some real information about your products.
You mean you like to see the samples.
Exactly.
The samples are now available and will be sent free of charge. Would you please tell me the address of your company ?.
That's great. Our address is 36 Sayer Street. To me, please.
Got it. You'll receive it in 3 or 5 days.
2 formal inquiry-dialogue one 
What price per set do you suggest of Article No.1278 with Lisbon as the destination port ?.
In what currency would you like us to give the price ?.
Better in dollars.
Would you please give us an approximate idea of the quantity you require ?.
The size of our order depends greatly on peace. I think it's better for you to quote us your price first.
Let me see. it's $600 per CIF Lisbon.
Isn't it possible to give us a discount ?
If your order is a large one, that's probable.
what do you mean by a large one ?.
I mean that we'll consider giving some discount only when the order exceeds a total amount of $10,000 or over.
How much is the maximum or minimum discount ?.
Our maximum is 10 percent and the minimum is 3 percent .
Ok, I see. I will try to buy in a bulk.

Dialogue 2 
Here is my inquiry list, I would like to have your lowest quotation.
Thank you for your inquiry. Here are our CIF price lists.
Are they the lowest prices ?.
Of course. They're only for old friends like you. All the prices in the lists are the lowest prices.
But could you quote us FOB prices ?.
Ok. We'll have FOB prices worked out by this evening and let you have them
tomorrow morning.
By the way, can you quote in Australian dollars since the exchange rate for US dollars has been strong recently ?.
I can do that for you as well.
Thank you very much.
3 replying to the inquiry-dialogue 1 
Are you ready to quote us ?.
Yes. I've just worked it out. The price for this commodity is 500 dollars per piece CIF San Francisco.
Is this your FOB quotation ?.
No, this is our quotation sheet.
Are the prices on the list firm offers ?.
All the quotations on the list are subject to our final confirmation.
That means you may grant me, huh ?
Well, it depends. You'd better give the quantity you'd like to order.
Dialog 2 
Are the prices your firm offers ?.
Yes. This is our firm offers. I can assure you that the prices are highly competitive.
How long will you keep the offers open ?.
It's valid within 5 days.
Could you extend your offers for 3 days longer ?. I have to call home for further decision.
Three days is a little longer. What about two days ?. As there is a rush of orders at present, we can hardly meet all the requirements.
Fine. Let me see, Wednesday, that's September 3th. Is that right ?.
Yes. Looking forward to your reply.
4 bargaining-dialog one (MAC CA, THUONG LUONG)
That's a high price !.
We can hardly make a counter-offer.
You know, in our product there are natural herb ingredients. This adds to the cost but makes the quality much superior.
I agree with you there. But, 10% is too big a difference.
Well, we'll reduce the price by 3%. I hope this sets the ball rolling.
I'm afraid we can't accept that. I'd suggest another 2%.
I'm afraid that won't do. A 3% cut is really the best we can do. My offer was based on a reasonable profit, not on wild speculations.
That's why we prefer to order from your company.
So, how about another 1% discount for an order exceeding 5000 bottles ?.
To help us develop a new market for your products, can't you cut your price any more ?.
Sorry, we cannot.
All right. I'll try to persuade my boss to accept the price.

Dialog 2 
I have studied your offer carefully and consulted our home office. We find your price 10% higher than those offered by other suppliers.
Better quality usually means a higher price.
There is acute competition on the world market, and we need to do some sales promotion for this new type.
Well then can you give us an idea that you consider workable.
We can't accept your offer unless the price is reduced by 10%.
I appreciate your counter-offer but find it too low to accept.
It's unwise for either of us to stick to our own price. How about meeting each other halfway, and in that way the business deal can be concluded.
You certainly have a way of talking me into it. All right. Let's meet each other halfway, then the gap will be closed, and our business completed.
That means $95 per piece. It seems reasonable.
we've kept the price close to the costs of production.

5 ordering and accepting-dialog 1
What is the minimum quantity of an order for your goods ?.
The minimum quantity for this product is 200 cartons.
Do you have that on hand ?.
Will you wait while I see if we have them in stock ... Yes.
We will submit further orders if this one is completed to our satisfaction.
Thank you very much for the order. Hope this is a good start for both of us.
Dialogue 2 
we intend to book a trial order with you.
Glad to hear that. We are in a position to accept a special order.
We'd like to place a very small order. Will that work for you ?.
Usually the order we accept will be substantial. But as a new customer like you, we'd say it's all right.
I would appreciate that. If possible, we are going to order 10 sacks.
Good. Your order shall have our prompt and careful attention.
And one more question we have to discuss with you.
What is it ?.
As a trial order, if we sell all the products in 3 months, we will pay for them. If not, we will send them back to you.
Well, I agree with you. But the repeat order can't have the same terms.
6 Mode of delivery dialog one 
The time of delivery is very important to us. Let's discuss the delivery date next.
Please tell me your requirement.
First, I'd like to know how long it usually takes you to make delivery.
Delivery would be a month from receipt of your L/C.
Can you make the delivery before the beginning of November?. We hope to keep up with the Christmas rush.
Ok. I can assure you we will deliver it to you on time, on condition that you should open the L/C as soon as possible.
We will do it right away. By the way, may I inspect them before shipment ?.
Sure. We’ll inform you before the shipment.
Dialog 2 
what's your earliest delivery ?.
They may be delivered in a month. I'll tell you the date as soon as they are ready.
Could you possibly affect shipment more promptly ?.
I'm sorry to say that we can't advance the time of delivery. Getting the goods ready, making out the documents and booking the shipping space, all these take time, you know, you cannot expect us to make delivery in less than a month.
I see. So will you confirm that you can execute our order before the end of April ?.
Of course. 
7 Mode of payment-dialogue one 
In what currency will payment be made ?.
We would prefer you to pay for your imports in USD.
What's your regular practice concerning terms of payment ?.
We usually accept payments by irrevocable L/C payable against shipping documents ?
Could you make an exception and accept D/P for this transaction?.
Occasionally we accept for trial order. But yours is a normal case, isn't it ?.
As you know, it doesn't pay to open an L/C with a bank for such a small amount.
I see. Only for this time. I hope after the first supply, you will place regular orders.
You bet.
Dialogue 2 
Is it possible to find alternative terms for future business ?.
Well, it is only under very special circumstances that we agree to other payment terms.
It would help me greatly if you would agree to D/A.
But we will take more risks. I'd like to think it over.
Please.
All right, in view of our long friendly relations, we agree to your requirement this time. Once and for all.
Thanks a lot.
8 opening and E/C-dialogue 1 
Hello, anything I can do for you ?.
Hello, Mr. White. This is Wang Bin. I'm calling to tell you that we have not yet received the covering L/C to date.
I know the date of delivery is approaching. You must feel worried about that.
Yes, we are so worried. As we've come to an agreement that you should open an L/C 15 to 20 days before delivery.
Yes, I see. Our letter of credit is bound to be opened before March 1.
That would be great. Please call me as soon as you do that.
Oh, I almost forgot that, is the word of “confirmed” necessary for the letter of credit ?.
I think so. I'm always waiting for your call. Bye. 
Dialogue 2
Hello, is that Mr. Conner ? This is Sarah.
Yeah, what's the matter ? You sound like very anxious.
Sorry, we are unable to guarantee shipment by the agreed date due to a strike at our factory.
Oh, what a pity !what shall we do then ?.
Will you please explain our situation to your customers and secure their consent to extend the L/C to September 30.
It's a hot potato, but I will try. If possible, we will instruct the Beijing City Commercial Bank to extend the L/C up to September 30th.
I really appreciate that.
9 Packaging details-dialog one 
I would like to hear your requirements about the product packaging issues.
Well, the wrapping certainly should be attractive and good quality, too. So please pay attention to the design of the inner packing. All the packages must be ready for window display.
We have thought of that. You can rest assured that. For this time, we plan to use a polythene wrapper for inner packaging.
Good ! Waterproof material is usually used for inner packing.
And in order to accommodate to the American consumers’ taste, we plan to print color embroidery patterns on the exclusively designed wrapping bag. Our packing will be on a par with that of other competitors, if not better.
Great idea. A wrapping that catches the eye will certainly help push the sales.
Same here.
But don't forget that the bar codes should be marked on the inner packing.
No. We won't.
Dialogue 2 
Do you have anything to say about the outer packaging ?.
We intend to use cartons for outer packing.
Are they standard export cartons ?.
Yes. It's cardboard cartons with stenciled shipping marks.
But, these goods will have to go a long way before they arrive at our ports. what if dampness gets into packages ?.
All the cartons are lined with plastic sheets, so they're absolutely waterproof, I can assure you.
Then how many for one box ?.
Two dozens.
I'm afraid it's overweight for that kind of box.
Will reinforce the box with metal straps.
Why not use the wooden case ?.
Wooden case is too heavy to handle.
Anyway, the outer packing should be suitable for long-distance ocean transportation. Please make sure that the packing is strong enough to stand rough handling.
Certainly. Please set your mind at rest. Do you have more questions about packing ?.
No, I will leave it to you.
10 making shipment-dialogue 1 
Would you tell me how you intend to ship the goods ?.
To make it easier for us to get the goods ready, we're willing to ship them in two Lots.
when will it be for each lot ?.
The first lot is in September, and the second one, a month later.
If so, can you assure me of shipping on time ?.
Of course. We assure you that the shipment will be made before September 30TH. As soon as shipping space is booked, we shall advise you of the name of the ship.
Good. I'm waiting for your good news.
Dialog 2
How would you like us to ship the goods ?.
As the goods are seasonal goods, you'd better ship them in one lot.
But it will cause a lot of problems in our shipment. And it is very difficult to book so much shipping space at one time.
I understand your position, but you should try your best to make everything go smoothly.
We will contact the shipping company to meet your need. I will phone you in the afternoon to tell you the results.
Good.
11 About insurance-dialogue one 
Do you mind telling me what kind of insurance we've got for this order of goods ?
We generally cover insurance WPA and War risks in the absence of instruction from our clients.
WPA and war risks are too narrow for a shipment of this nature.
What other insurances would you like to add ?.
We want to add the risk of Breakage.
If broader coverage is required, the extra premium is for the buyer’s account.
Yes, we know that. What's the extra premium ?.
This kind of additional risk is coverable at a premium of 2%.
Okay. Please cover the insurance for us.
Dialogue 2 
We hope to have the goods insured at your end.
Ok. For orders on CIF basis, we usually effect insurance against all risks for 110 percent of the invoice value with the People's insurance Company of China. Will you arrange to plus 10% ?.
Sorry, as for the percentage above the invoice value, our usual price is to accept 110%.
For the sake of long and friendly business relations with you, we hope our request will meet with your approval.
If we comply with your request for covering 120% of the invoice value the extra premium arising, therefore, will be borne by you.
It does not matter what we want to have is peace of mind.
13 trade complaints (1)-dialogue one 
What's wrong with the goods ?.
Some component parts were found covered with rust on opening the package by inspectors at the destination.
How many of them are rusty ?
Nearly 10% of all.
Are there any possibilities that the long distance transportation caused the rusty ?.
The experts have reasons to believe the rust had been there before the finishing process.
But we also hold the inspection certificate from our Commodities inspection Bureau, which states the consignment was up to the standard for export.
The only possibility is your inspection Bureau may select a few packages at random.
I'm afraid we only can give our opinion after we have them re-checked.
Dialogue 2
We found a short weight in your last consignment.
This kind of incident has never occurred before. How much is the short weight ?. 2 tons short weight on the arrival.
Have you got any proof ?.
Here is the copy of the inspection certificate.
Let me see ... it seems like we had a mistake on the shipment. We are extremely sorry for that.
Well, it happened. What we need is quick shipment for the two tons.
We will send them in this week, and we will inform you of the details of the shipment as soon as possible.
14 trade complaints(2)-dialogue one 
Sales department, Zhang Jun speaking. What can I do for you ?.
Good afternoon, Mr. Zhang. This is Michael. I'm calling to ask you about the shipment. The goods are now two weeks overdue.
Oh, sorry, we are doing everything possible in our power to guarantee the delivery within two days.
Your delay in delivery has caused problem on both our customer and us. We should appreciate if you could make the arrangement for the shipment by June 1.
Take it easy, we promise you.
I'm afraid if you are unable to deliver within this period, we shall be compelled to cancel our order.
That won't happen. You are surely bound to receive it within two weeks.
Dialogue 2
Hello, is that Mr. Wang ?. This is Peter.
Yes, speaking.  
Oh, Mr. Wang, I have to make a complaint to you for the delay.
what's the matter ?. Haven't you received the goods ?.
Oh yes, we have received. But five weeks went by before the goods arrived instead of three weeks, and we lost a wonderful opportunity of sales.
How can that be ?.
It is true. On inquiry we found that the goods were not shipped until two weeks after the date of dispatch.
Oh, sorry for the inconvenience the delay has caused you. But this delay must due to the shipping company as we have sent the goods to them on time.
Anyway, we have to ask you to make us allowance corresponding to our loss.
Please give us some time, we must inquire into the matter.
All right, but reply to me as soon as possible, please.
15 Claim and settlements-dialogue 1 YEU CAU VA GIAI QUYET
Hello, Robert, nice see you.
Hi, good to see, too. I'm sure you will come today.
I'm here to settle the claim for last shipment.
I see. We made investigation and found that the goods had not been packed as stipulated in the contract. That caused the breakage in transit. I do apologize for that.
So what will you deal with this matter ?. The repacking did take a long time and cost a lot.
And we'd like to know how much the repacking cost you.
The expenses amounted to 5,000 dollars. We expect compensation for this amount.
Certainly. We will compensate you for any expenses you may have incurred. Hope this unfortunate error will not affect our future relations.
I hope so. Be careful next time.
Dialogue 2 
I think the problem can be solved by friendly consultation without referring to arbitration.
Quite right. Then how much would you like to compensate for the losses ?.
We are going to compensate a part of the losses.
Can you name the reasons ?.
As we have stated in the contract, “should any loss or damage occur, Party A shall lodge claims against the insurer and pay a part of the indemnification received from the insurer to Party B, which shall be in proportion to the payment Party A has not made for the part of machinery involved in the loss or damage.”
That sounds Ok. One of my people will go to your company tomorrow to talk about what replacements are needed and the money for your future losses.
We apologize for the trouble caused to you and will take steps to avoid such a mistake again in the future.
I hope so. I hope you'll seriously consider our claim.
Part 3 -Trade show - 1 extending invitations-dialogue 1
hello is this the Pacific
mechanical company yes may I know who's
calling it's Lily
from the organizing committee of the
annual international high-tech industry
exposition 2009 glad to hear from you
can I be of any help to you I'm calling
to invite you to visit our annual
international high-tech industry
exposition this is an excellent
opportunity to show your company to the
world who else may I know will you
invite we are going to invite a crop of
scitech specialists with high academic
achievements and lots of international
exhibitors oh I see will you invite
Madison industries yes
do you need me to send you the expo
information ok
our email address is P MC at 1 6 3
dot-com got it please take a peek at
your mailbox in 5 minutes
dialog - your computers have a high
level of quality now and your prices are
good so why not I think it will really
be worthwhile what you said is right we
must demonstrate it so you accept the
invitation is that right yes we will
attend the expo you seem excited about
it well you know computer originates
from America
so maybe the thought of going back there
to promote our brand is kind of exciting
to me wish you a good result thank you
for inviting us
to applying to the fair
dialogue 1
may I know the purpose of holding such
an exhibition the purpose of this
exhibition is promote the development of
industrial sectors strengthen industrial
communication and cooperation and
prosper industrial economy nice theme
when and where will the exhibition be
held it's in Beijing on August the 5th
and 6th when is the deadline for
registration the deadline is Friday
however we can make exceptions for
overseas companies what about the
accommodation will help you reserve the
hotels and arrange cars to pick you up
at the airport do we need to pay the
deposit yes you need to prepay for the
rent
50% dialogue - we have an idea of
joining the exposition you are welcome
to participate in the exposition what
shall we do with the registration form
and registration fee you need to fill
out the application form and agreement
with official stamp and submit it to the
organising committee
the address is room 1 2 1 2 wait on
building Yonghwa Road 1:05 Chao yo
district Beijing can I transfer money by
bank of course our account number of
Industrial and Commercial Bank of China
is six to two two zero two three six
zero two zero one eight three zero three
eight three four is it necessary for us
to provide you other documents please
provide samples and photographic
materials in English and Chinese
three decorating the booth dialogue one
today we need to make the display of the
exhibition let's make a unique display
yes a unique display so where shall we
start the work well I think we should
start from measuring the floor for a new
carpet and the walls for new wallpaper
the color of the floor and the wall must
match our products how do you like green
good idea I was thinking the same thing
myself what about the tables they are
all the same color in the hall we can
spread the tables with some colorful
clothes just like the flowers in the
forests I'm sure it will look decorative
dialog - what can we do with the door
just put some posts on it all right with
you you do what you like
it makes no odds to me okay do it then
after that you need to put the logo of
our company on the wall ok but just tell
where you'd like I've no idea ask Helen
for some advice but remember we should
put the logo at the very obvious place I
will oh I almost forget the posts also
should be pasted up on the walls in the
surrounding hallways don't worry I will
make them on
for registration
dialogue 1 welcome to the exhibition as
the registration begun yes would you
like to check in yeah can you tell me
the registration process you should show
your ID card the invitation letter and
the receipt to the exhibition registry
they will give you a guest card then you
need to get the meal vouchers okay could
you tell me how to get there you can go
to the room 2 1 1 and there will be
someone to help you to finish the
registration thank you dialog - hello
I'd like to sign the register
good morning would you show me your
documents here they are well excuse me
for a moment
all seemed right here is your ticket to
the hall your booth is in number 3 Hall
is it far from here it's so spacious
here here is the floor plan of the
exhibition hall oh good I think it must
be a good helper if you need any help
please let me know
five applying for other services
dialogue 1 good morning sir
can I help you I wonder if you can
arrange an interpreter for us you know
we cannot speak Chinese very well yes we
can
there are many English major students
who can translate for you that is great
how much do they charge each day it is
$15 an hour for a minimum of four hours
I see well I need a three day service
that will be twelve hours altogether
would you like a girl or a boy a girl
please I think girls will be more
considerate okay I will arrange one for
you at once dialogue - good afternoon
mr. Houston good afternoon I'd like to
arrange a meeting for some business do
you have a conference room we could use
certainly sir we have a conference room
for ten people at $150 an hour or a
larger room for 20 people for $250 an
hour I'd prefer the smaller room can I
book it for tomorrow morning at 11 a.m.
yes that would be fine
could you tell me where it is let me
take you there thanks a lot you were so
kind
six welcoming the clients
dialogue 1 welcome to the China export
commodities fair how do I address you
nice to meet you
I'm Tom Bailey the business
representative of ABC company nice to
meet you too mr. Bailey is this your
first visit to the fair yes this is my
first visit I've heard that it is famous
all around the world yes you have come
to the right place what would you like
to see I'd like to see the handmade rug
here we've got a series of latest ones
do you feel interested ok show me please
see those on the wall behind me those
are the new ones oh they look nice would
you like to have a further negotiation
with our manager oh I'm afraid not at
the moment
I'd better go have a look at the others
I'll come to you if necessary here is a
catalog and brochure take a look
dialogue - hi mr. Morris nice seeing you
again
oh hello Ralph haven't run into you for
a long time it really is you've changed
so much how was your business it's just
all right what about yours
it is looking up so I came here how is
the market going for last consignment
very well I'm going to place an order
again glad to hear that I wish a brisk
business for you all and a continued
development in our business dealings the
same to you oh I have to go and have a
brief look excuse me for a moment take
it easy
see you soon
seven establishing contacts
dialogue 1 good afternoon sir may I know
what company you are from I'm Matt Brown
from the import manager of Atlantic
Industries Ltd Sydney Australia
good afternoon mr. brown my name is
Juliet Anderson manager of the sales
department nice to see you miss Anderson
do you find anything interesting I'm
just arriving here I haven't seen as
much as I could would you mind leaving
your business card here no I'd be glad
to here is my card
thank you and here is mine please call
me anytime if anything I can do for you
dialog - oh by the way I would like you
to know my friend Ming Ming this is my
buddy Tim nice to meet you I'm Wang Ming
me too I'm Tim Alexander just call me
Tim well Tim's company is doing business
with importing toys maybe you can seize
the opening of course thank you so much
John and I think we should have a
further talk sometime later do you think
so Tim good idea it suits me then let's
make it tomorrow morning
say 10:00 okay I will come to the booth
to meet you
eight introducing the business
dialogue 1 what kinds of treat are you
generally in we are engaged in export
what countries do you trade with we
mainly trade with Japanese and South
Korean firms what's your business scope
our business scope includes clothes
stationaries toys household electric
appliances and medical devices dialogue
2 what kinds of products do you mainly
handle we mostly handle office furniture
could you say something about the
product category it includes sofa filing
cabinet executive desk computer table
and office chair what about the quality
and price we supply first-class
furniture the material is superior and
with all the latest styles the prices
are competitive against the similar
products can you give me some idea about
what you're looking for
oh I'm just looking around
9 showing samples
dialogue 1 could you please let me have
it look okay here is the model good it's
indeed of attractive due to the limited
space we cannot demonstrate all the
models these are some samples of the
products well these are enough really
did you find anything interesting oh yes
we are especially interested in these
three models we are glad to hear that
dialogue - I would like to see the
samples first okay here it is these are
our new models oh it looks really
attractive what are their strong points
there's a lot to be said for them
firstly they are more durable than any
similar ones in the market why does it
take longer to wear out than others the
yarn is carefully selected for quality
and woven very tightly in this fabric oh
I see
may we hear your comments on our
products we find the quality of your
samples well up to standard and suitable
for our requirements
ten presenting related materials
dialogue 1 what items are you
particularly interested in women's
dresses we are looking for something
fashionable and suitable for Australian
women oh we just got some new dresses
would you like a brochure yes please
that will be good this is the brochure
of our latest products here you are oh
thank you I surely will have a close
study of it our phone numbers and email
address are on the booklet I gave you
will be glad to hear from you ok I hope
so dialogue - well here we offer you
with a catalogue of the newest products
for reference oh thank you and here is
the price list please take a look at it
oh thank you so much would you like
something else Oh better not I'm full
with my hands oh I will fetch you a bag
we have some bags free of charge
thank you for trouble
11 moving out
dialogue 1 the show is coming to the end
we better start moving out at 2:00 in
the afternoon it's finally over
I have yearned for home so we've got
lots of things to do now could you go to
the hotel and check out with pleasure
but what should we do with the display
items we can sell some of the display
items for the others we can find a
transportation company to ship them back
to our country I'll follow your advice
the organizers of the exhibition have
already appointed a few transportation
companies here are their telephone
numbers ok I will call them in a moment
dialogue - hi miss Wong hi mr. Kennedy
nice seeing you anything I can do for
you no I've just come to say thank you
for your help
during the show it's my pleasure I
appreciated your work methods if there
is anything else I can do for you please
don't hesitate to let me know deal I'm
looking forward to cooperate with you
next time
me too by the way is everything ready
for going home yes everything is ready
we'll move out in the afternoon then
have a nice trip
twelve contacting after the show
dialogue 1
is this mr. Jones yes that's right who's
calling I'm just calling to introduce
myself my name is Tong the buyer on PC
program of high-tech company I'm glad to
hear from you mr. Tong we've met at the
exhibition right yes we're ver
interested in the product you exhibited
at the international exhibition I would
be happy to learn more about export
business terms the price varies somewhat
according to the size of your order
would you tell us the quantity you want
so that we can work out an offer well I
will send you a list of my requirements
for which I'd like to have your lowest
quotations CIF Vancouver dialog - hello
is there Susan speaking yes who is that
genuine Oh
nice to hear from you well Susan I'm
calling to know if you have any interest
in our samples yes we are very
interested in the Cotton Chun Psalms
especially the ones with the traditional
Chinese patterns and characters glad to
hear that so is it possible for us to do
business we are just thinking about this
great hope we can get your order soon
you