商務(wù)談判：增加數(shù)量
Another bargaining chip could be increasing thequality.Buying in volume often gets the buyer asignificant savings.The following dialog discusses thatpossibility.
另個(gè)一個(gè)可用來(lái)議價(jià)的籌碼是增加數(shù)量.購(gòu)買(mǎi)的數(shù)量巨大,常為買(mǎi)方省下許多錢(qián).下面的對(duì)話討論到這個(gè)可能性.
Mel:I'm sorry,but that's my best price.
抱歉,但這是我可以提供的最好的價(jià)格.
Bill:Isn't there any way you could sharpen yourpencil and get the figure down a bit more?
你難道沒(méi)有辦法再精打細(xì)算,多降價(jià)一點(diǎn)?
Mel:Well,normally we sell these things for five to ten pencent less,but your volume is so small Ican't do that.
通常我們會(huì)降個(gè)百分之五到百分之十,但你買(mǎi)的數(shù)量太少,我沒(méi)辦法這么做.
Bill:Oh!Okay,I can fix that.
喔,好,這點(diǎn)我可以解決.
How about if I promise to order another batch just this one every quarter?We'll use them.
如果我們每季都跟你們下同樣數(shù)量的訂單呢?我們以后的確需要.
Mel:That won't help.We can give the discount if we don't have to retool and set up sooften.That's where we save money and we pass that on to you.
沒(méi)什么用.若可以省掉重新設(shè)置、安裝的功夫，就能降價(jià)。我們通常都是透過(guò)這些步驟，來(lái)省錢(qián)回饋給客戶群。
If you double your order,we can give you a 5% discount,and if you double that to four timesyour order,I can give you a 10% discount.
如果你將訂單數(shù)量加倍，我們就可以提供百分這五的折扣，如果你將數(shù)量增加到四倍，就可以有百分之十的折扣。
Bill:I don't understand.
我不懂。
Mel:We sell a lot of these things but not enough to keep a production line going full time.
我們雖然銷(xiāo)量很大，但卻還沒(méi)有到可以全天候開(kāi)機(jī)生產(chǎn)的地步。
We have to set up our shop to make these things and that takes about a day to set up andanother half day to tear down when we finish.
這些產(chǎn)品在工廠生產(chǎn)時(shí)，光裝置就要花一天，在生產(chǎn)完畢后，又要花半天時(shí)間拆除。
By saving me three set up days and 1.5 tear down days,that's the salary of three men four anda half days.
如果你的數(shù)量多的話，你可以幫我節(jié)省三天安裝、一天半拆裝的時(shí)間，這相當(dāng)于三個(gè)工人工作四天半的.工資。
I'm willing to let you save that money.
如果是這樣，我會(huì)很樂(lè)意幫你省錢(qián)。
Bill:I'd love to but I got no place to put them.
我也想，可是我沒(méi)地方存貨。
Mel:If storage is your only worry,I can help you there.
如果庫(kù)存是你唯一的顧慮，我可以幫你。
Bill:How?
怎么幫?
Mel:If you sign a contract for a year's supply,I'll make them all in one run.
如果你簽署合約，購(gòu)買(mǎi)一年的供應(yīng)量，我會(huì)一次把它們生產(chǎn)好。
And you qulify for the discount.But ,you have to pay me in full for the whole run as soon asyou take delivery of the first of four shipments.
你也可以得到折扣。但你必須在收到第一季的貨后，盡快把全額貨款付清，總共會(huì)有四次出貨。
I can store the rest for you for nine months for free.How does that grab you?
我可以免費(fèi)幫你保管商品九個(gè)月，這條件你覺(jué)得怎么樣?
Bill:You have a deal.Not only do I get the discount, but today's price is locked in for a year.Ican't lose.
成交。我不只有了折扣，這一年的價(jià)格也會(huì)再漲，我一點(diǎn)都不吃虧。
Mel:I'll have the contract ready for your singature tomorrow.
我明天會(huì)準(zhǔn)備合約，給你簽名。
Bill:Great.
太好了。
Vocabulary:重要詞匯
significant savings重大的節(jié)省
sharpen one's pencil審價(jià)削款
figure數(shù)字
salary薪水
storage存貨處
supply供應(yīng)
grab抓住
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