Part A Situational Dialogue

Communicative Scene 1

At China Import and Export Fair

（Helen, a representative of a Greek company, is now in the bag booth of Canton Fair. Jack is the salesman who works for JOY Bag Company.）

Jack：Good morning. Welcome to our booth.1

Helen：Good morning. Nice to meet you.I'm Helen from Greece.Here is my card.We are one of the leading importers at our end.I wish to have a discussion with you about those backpacks on display.2

Jack：Thank you. Here is my card.It's a pleasure to have a chance to talk business with you personally.3 We appreciate your interest.I have some catalogues, and I'd like you to have a look at them.

Helen：Thanks！Do these cover all products displayed on your booth?4

Jack：Yes, of course.

Helen：Well, we are managing to import some satchels for the coming season. Would you recommend some for our reference?

Jack：Well. How about these?Item number YX-01 to YX-10.The series of satchels are specially designed for pupils.We use transferring printing to make the logo with vivid cartoon figures which will be popular among pupils.

Helen：Could you tell us the material of those satchels?

Jack：Some of them are 600D×600D polyester, some are micro fibre.

Helen：Could you give me more details about them?

Jack：Well, here are the specifications for the satchels：16″length×10″width, and 5″depth；backing PVC sheet lining；U shaped main compartment entry；removable and adjustable 5 shoulder strap.

Helen：All right. What's the minimum quantity of each item?

Jack：Usually the minimum quantity of each item is 1，000 pcs.

Helen：MOQ?

Jack：3，000 pcs.

Helen：May I have your price-list?

Jack：Here you are.

Helen：Oh, it's very considerate of you. If you excuse me, I'll go over your price-list first.Then come back again.

Jack：Take your time. Hope to see you again.

Communicative Scene 2

Talking about Products

（Miss Lin, Manager of Sales Department. Mr.Brown is a client from abroad.）

Lin：Good afternoon！My name is Lin, Manager of Sales Department.

Brown：Nice to see you, Miss Lin.

Lin：Nice to see you too, Mr. Brown.Please have a seat.What would you like, tea or coffee?

Brown：I'd prefer coffee if you don't mind.

Lin：Not in the least. What do you think of the Fair?

Brown：Well, there is a great change about the Fair. I have attended three of your fairs, but I find the business scope this time has been broadened, and there are more businessmen than ever before.

Lin：Really. Did you find anything interesting?

Brown：Yes, quite a few. We have special interest in your products, particularly in your kid's shoes.These shoes are fashionable and suit our market.If they are of high quality and the prices are reasonable, we'll purchase large quantities of them.6

Lin：Our shoes are in various colors and sizes. All products have to go through five checks in the whole process.They are not only superior in quality but also attractive in designs as well.7 They are well-received overseas and are always in great demand.

Brown：That sounds nice.

Lin：Well, for your information, there is an upward tendency on the world market and our prices are likely to rise at any moment. We have specially made out a price-list which covers the most saleable products in your market.8 Here is our price sheet and catalogues.

Brown：Oh, that's nice. By the way, how long will your offer hold good?

Lin：15 days. Our prices compare most favorably with quotations you can get from other manufacturers.You'll see that from our price sheet.The prices are subject to our confirmation.

Brown：Well, I sincerely hope to establish good business relationship with you and I'd like to have a further discussion with you.

Lin：Me too.

Communicative Scene 3

Making Acquaintance with Business Customer

（Nancy is a purchaser from America. Park is a salesman of an electronic household corp.）

Park：Good morning. May I help you?

Nancy：I wonder if you can give me more information about this refrigerator model you're showing. Park：I'd be glad to help.Would you like a packet of our promotional literature?

Nancy：Thank you. We've been thinking of placing an order if they are of the types we want and their prices are reasonable.9

Park：We also take special orders. That is to say, we can make refrigerators according to samples and specifications.10

Nancy：These models seem to be quite small.

Park：Yes, one of the problems that we were trying to solve when working on this model was to do away with the freezer. This refrigerator is only USD 50.Its appearance has been designed in the shapes of animals, such as pandas, bears, and so on.

Nancy：Remarkable！There's nothing quite like seeing a problem and solving it to create a good product. Are all the components made here in Shanghai?

Park：Yes, we do some subcontracting, but only in Shanghai. These are made here.May I ask what company you work for?

Nancy：I represent Electronic Supply Company from the United States.

Park：Would you like to tour our factory and perhaps even one or two of our subcontractors?

Nancy：Yes, if it wouldn't take too long to arrange. I'm due to fly back to the States on Friday.11

Park：I'm sure we can arrange it before then. How about meeting the founder of our company?Would you be interested in talking with him about our ideas for upcoming models?

Nancy：That's a good idea. To tell you the truth, we're looking for ways to outperform our competitors.In the past few months, we've been considering the possibility of transferring some of our manufacturing to China as a way to reduce production cost.Our marketing people have done some studies, but their data is mostly second hand.

Park：I guess this is why you came to this fair.

Nancy：You're right. I'd like to have face-to-face contact with people like you.

Park：I see. Why not contact the founder of our company right away?

Nancy：Yes, I think that would be useful. Thank you for your help.

Words and Expressions

1.booth n.展摊

2.leading importer 主要进口商

3.at our end 在我方市场

4.logo n.标识语

5.polyester n.涤纶面料，聚酯纤维

6.micro fibre 超细纤维

7.MOQ=Minimum Order Quantity 最小订购量

8.satchel n.书包

9.compartment n.分隔的口袋

10.transferring printing 热移印（一种印花技术名称）

11.sales department 销售部

12.superior in quality 质量上乘

13.subcontracting n.转包合同

14.specification n.规格

15.freezer n.冷冻室（冰箱）

16.component n.成分

17.outperform vt.胜过

18.face-to-face contact 面对面接触

Notes

1.Welcome to our booth.

欢迎参观我们的展摊。

2.I wish to have a discussion with you about those backpacks on display.

我想同您谈谈所展出的背包。

3.It's a pleasure to have a chance to talk business with you personally.

我很高兴有机会与你面谈。

① to have a chance to do sth.有机会做某事

I'm glad to have a chance to cooperate with you.

我很高兴有机会与您合作。

I'm glad to have the chance to call on you.

我很高兴有机会拜访您。

4.Do these cover all of your products displayed on your booth?

您展摊上展出的产品都在目录上吗？

displayed on your booth 过去分词短语作定语，修饰products

5.Well, here are the specifications for the satchels：16″length×10″width, and 5″depth；backing PVC sheet lining；U shaped main compartment entry；Removable and adjustable shoulder strap.

书包的规格：长度16英寸，宽度10英寸，厚度是5英寸，PVC背胶，U形口袋，可调整肩带。

① Shall we talk about the specification of the products?

我们能否谈谈产品的规格？

② on display 展出

A great variety of new products are on display at the fair, which offers a variety of attractions.

交易会上陈列着多种新产品，很有吸引力。

6.If they are of high quality and the prices are reasonable……

如果质量好，价格合理……

① Our price is most favorable.

我们的价格是最优惠的。

② both reasonable and practical 既合理又可行

③ closely calculated 经过仔细核算

7.They are not only superior in quality but also attractive in designs as well.

它们不仅质量上乘而且设计新颖。

It's not only durable but also competitive in price.

此产品不仅经久耐用，而且价格上很有竞争力。

8.We have specially made out a price-list which covers the most saleable products in your market.

我们专门做了一个报价表，上面的产品都是你方市场上畅销的。

I'm sure the goods will be readily saleable in your market at this price.

我相信此价格在贵方市场上是很好销的。

9.We've been thinking of placing an order if they are of the types we want and their prices are reasonable.

如果是我们要的类型，价格又合理的话，我们会考虑下订单。

① we want 定语从句，修饰types

They are of the types=they are the types

10.We also take special orders.That is to say, we can make refrigerator according to samples and specifications.

我们还接特殊订单。也就是说，我们可以根据客户的样品及规格生产冰箱。

11.I'm due to fly back to the states on Friday.

我定于星期五飞回美国。

① in the due time 在规定的时间

② due to bad weather 由于坏天气