ROLE : Buyer：Jane Cooper(manager), Alfred Smith(assistant)

Seller: Zhang Hong(manager), Liu Mei(assistant) A——接电话的公司职员

(in the phone ) Ring—Ring—Ring A:Good morning. Northtool Trading Co. Can I help you? L:Good morning. This is Liu Mei from Hangzhou Flavic Tool Company. I’d like to speak to Miss.Cooper, your purchasing manager, please. A: Just a minute.I’ll put you through. C:Hello,Jane Cooper speaking. L:Good morning, Miss.Cooper. This is Liu Mei calling from Hangzhou. How are you? C: I’m fine. Thank you. How are you? L:Great.Miss.Cooper, my company has just introduce a new range of mountain climbing backpacks. I am calling to invite you to visit our company. C:It’s very kind of you to invite us. My associate and I would be very happy to visit your company. L:Let us know when you are free. We’ll arrange the tour for you. C:Thank you. I would like to set the time on next Friday. Is that OK for you? L:Yes. I’ll see you then. C:Thanks for calling us. Goodbye. L:Goodbye.

(at the company gate. ) Z:Here you are, Miss.Cooper and Mr.Smith. Welcome to our company. S:Nice to see you again, Miss.Zhang. Z:Would you like some to drink before we begin? C: No, thanks. I’d like to visit the show room. Z:No problem. Let me show you around our sample rooms. C:Thank you. But Miss.Zhang, I think we need some information about your products before we have a look at your samples. Z:Miss Li will give you our latest catalog. C: That’s very consideration of you.

(The guests come into the showroom.) Z:(To cooper and smith)Welcome to our show room. C:Thank you.we are pleased to be here. Z:Please come this way. I’d like to show you our latest mountain climbing backpacks. How do you think about it? C: Very splendid. I think it will be popular in our market. (Cooper check the samples.) C:I’m quite interested in Art. No.30628 and Art. No.30637. How are they selling? Z:We’ve exported 10000 pieces to European countries. C:What’s The Price For This Item? I’d like to have your lowest quotations,CIF New York. Z:Thank you for your inquiry. But before we start our business ,can we go to the meeting room ? C:Yes,of course.

(go to the meeting room,sit down.) Z:Now let’s get down to business.Would you tell us what quantity you require so we can work out the offers? C:We want to order 500pcs of Art. No.30628 and 300pcs of Art. No.30637. Z:Sure. (Miss Li is calculating in the paper.) 30usd each,CIF New York. C:But don’t you think it’s a little high? Z:Our price is highly competitive. C:I’m afraid i can’t agree with you there. I must point out that your price is higher than some of the quotations we have received from other sources. Z:But you must take the quality into the consideration. If your quantity is more than 1000pcs,price can be lower. C:If we add to 500pcs of Art. No.30637, what is the price? Z:We may consider reducing the price to 25usd each. This is the highest reduction we can afford. C:Good. We certainly appreciate your making these concession for us. Z:May I repeat 500cps Art. No.30628 and 500cps Art. No.30637, specifications as shown in the catalog, at 25usd each, CIF New York. Business is closed at this price. C: Yes,that’s right. Z:Well,we’ve settled the question of price. Now what about the terms of payment? C:What is your regular practice concerning the terms of payment? Z:We only accept payment by irrevocable L/C against shipping documents. C:That will up my money and increase my cost. Could you accept payment by D/P or D/A? Z:As you know, payment by L/C is our usual practice. C:To meet you half way, what do you say 50% payment by L/C and the balance by D/P? Z:In view of our long-standing business relation, we, as an exceptional case, accept your new payment by “50% by L/C and the balance by D/P”. C:thank you for your cooperation. Z:Now let’s talk about the problem of shipment. C:When is the earliest we can except? Z:By the end of Oct,2015.I think. C:Could you advance your shipment to the end of September? Z:I can deliver earlier only if your L/C reaches us one month before shipment. C:No problem. That’s settled. Now we have agreed on most of the terms concerning the deal, shall we discuss the packing? Z:Of course. We usually pack our articles individually in Poly bags. Every 20pcs one carton. C:The cartons are not strong enough for ocean transportation. Z:Please rest assured that all cartons will be reinforced with straps, they can stand long transportation and rough handling. C:OK. But cartons should be lined with waterproof plastic sheet. Z:Sure. We will see that the goods are packed as per your instructions. C:I’m so glad to hear that. Z:What about the shipping mark? C:The shipping mark should be include total number of cases, the ordinal number of package and number of the bill of lading. Z:Sure. C:If you don’t mind, I’d like to talk about the insurance with you . Z:Yes,please. C:According to your practice, what risks does the seller generally cover?