B. – Beresov, P. – Peterson
Discussing the Price
B. – Beresov, P. – Peterson
P.: Hello, Mr Beresov. Nice to see you again.
B.: Hello, Mr Peterson. Nice to see you too.
P.: If I got you right from our telephone conversation, you want to speak about the prices.
B.: You are quite right. I’ve studied your catalogues very carefully and find your prices somewhat higher as compared with those on the world market.
P.: Yes, I agree with you, but you should take into consideration that these prices include packing, transportation and insurance expenses.
B.: Really? I see. In any case I’d like to find out if you grant quantity discounts?
P.: As a matter of fact, we do. We grant a 5% discount for orders from 200 items.
B.: That suits me perfectly.
P.: What can I say? I’m glad we’ve settled the price question.
B.: So am I.
Make up dialogues based on the following assignments:
1. You are selling chemical equipment. Your partner is interested, but reluctant to buy it at the price suggested. However, he is interested and is willing to negotiate.
2. Your customer’s representatives have been to your plant. Ask them about the visit, their impressions of the plant and equipment; answer their questions about the plant and the equipment.
3. Meet a prospective customer in the showroom you run. Tell him about the goods on display; specify the prices and terms of sale. Offer your catalogues and price-lists.
4. You have read an advertisement concerning the goods you are interested in. Get in touch with the firm and ask them about all the particulars.
Read, translate and act out the dialogues:
Discussing an Offer
L. – Laura, R. – Rachel
L.:So, as you know, I’d like to discuss some of the terms in the offer you sent.
R.:Yes, what is your overall impression?
L.:Well, compared to the other offers we’ve received so far, it’s certainly in the ball park. But, as I said, we need to discuss some of the details.
R.:OK, where would you like to start?
L.:Perhaps with the leasing period. It is very long.
R.:Yes, I agree. That enables us to offer you a better price, which I’m sure is in your best interests, isn’t it?
L.:Normally it is, yes, but unfortunately not in this case. You see, the maximum leasing period was fixed by our board of directors.
R.:Ah, I understand your difficulty. However, the period we are offering is the standard term here in London. If you want to differ from that, we will have to increase the leasing rate.
L.:Normally we could accept that, but I think we also need to consider that the building has been empty for the past three months and there seem to be no other interested parties.
R.:You may have a point there, but the leasing period is an extremely important factor in setting our price. Maybe we could set a dynamic rate, based on your turnover at these premises.
L.:I’m sorry. I’m not with you. What exactly are you proposing?
R.:Well, we could fix a basic rate that is lower than our current offer. But then we would receive a percentage of your turnover. If the café is the success we’re all hoping for, it will be beneficial to both you and us. Would that be acceptable?
L.:That may be a possibility, but I would have to talk to my boss about it and get back to you. On the next point, …
Discussing Dates and Terms of Delivery
B. – Beresov, P. – Peterson
B.: I've been authorized to discuss the terms of delivery with you.
P.: I see.
B.: What time of delivery could you offer?
P.: We can deliver the goods within three weeks of the date of receiving the bank transfer. It’s our usual practice.
B.: Could you offer earlier delivery dates?
P.: I have no idea how to do it.
B.: We agree to take part deliveries if it’s possible.
P.: Then we’ll deliver the goods in three lots of 50 items each at regular intervals within three weeks. Does that suit you?
B.: Yes, perfectly.
Make up dialogues based on the following assignments:
1. Meet your future customer. Ask him what he thinks of your draft contract. On the whole the draft is acceptable but the customer wants you to change the delivery date. Finalize the outstanding points.
2. Greet Mr. Fisher at your office. Find out what equipment his firm is going to buy from you. Discuss the prices.
3. Meet your future customer. Ask him what he thinks of your draft contract. On the whole the draft is acceptable but the customer wants you to change the terms of delivery. Finalize the outstanding points.
4. Contact Mr. Johnson and find out their terms of delivery and payment. Tell him that you would become their regular buyers if their terms are acceptable.
Read, translate and act out the dialogues: