职场英语学习：订单取消后-商业谈判用语

BBC English at Work Episode 32: The deal is off!
BBC白领工作英语第 32 集：订单取消了！ 商业谈判用语

Narrator: 欢迎回到 Tip Top 贸易公司，好像情况进展不妙。Anna 好不容易拿下了一个法国客户的订单，不过现在他们打电话来说被蒙骗了。这可得马上处理!

Anna: Oh Denise, what exactly did they say?

Denise: Something about them agreeing a price for 5,000 lemons and then being offered a better price by another company.

Anna: That’ll be Tutti Fruity – they want our business.

Denise: Sounds like they’re going to get it, unless you sort it out. Maybe you should work out some new figures.

Anna: Figures? Is there something wrong with my figure – am I too fat?

Denise: No Anna! Your numbers – work out a new price, see if you can squeeze the price of lemons – maybe you can price Tutti Fruity out of the market.

Anna: Hmm, somebody else has said that.

Narrator: Yes it was me Anna! 赶快算一下，你能出什么价钱，把 Tutti Fruity 给挤下去。

Anna: OK. I could sell them cheaper… but there would be less profit.

Narrator: Well, 少赚点钱也比不赚钱强。说不定这张单子做成了，以后还会有更多订单呢！你可 要做决定了。

Anna: But what am I going to say?

Narrator: 保持友好的态度，你可以说非常抱歉听到你对我们的价格不满。 I’m sorry to hear you’re not happy with our price. 告诉他们 Tip Top 公司一向以提供价廉物美的 产品而著称。Tip Top Trading prides itself on quality products and good value for money. 你也需要捧捧客户，告诉他们是公司非常重要的客户，他们的订单也非常 重要 – they are a valued customer and their business is very important to us.

Anna: And what shall I say about the price?

Narrator: 告诉他们竞争对手出什么价，你的公司就可以出同样的价。Match the price of your competitors.

Anna: Match the price. Right. Thanks. OK, I had better call them.

Trader: Bonjour. Fruit Traders International.

Anna: Oh, erm, hello, is that Monsieur Brown?

Trader: Oui. Yes.

Anna: This is Anna from Tip Top Trading. I was sorry to receive your message.

Trader: Yes, well, I thought we were doing good business and then another company called me and offered me a much better deal.

Anna: Yes, I understand. I’m sorry to hear you’re not happy with our price… but hopefully we can sort something out?

Trader: Oh yes?

Anna: You are a valued customer and your business is very important to us… and we would love to see our Imperial Lemons on display in the restaurants and shops of France.

Narrator: 做的不错，还挺到位的。恭喜你，Anna!

Trader: So?

Anna: So, I’ve done some calculations and we can offer you a better price.

Trader: But Tutti Fruity can offer us a good price.

Anna: I’m sure they can but… we… we…

Narrator: Yes Anna?

Anna: At Tip Top Trading we pride ourselves on quality products and good value and I think we can match Tutti Fruity’s price… in fact I know we can beat it.

Trader: I see. That’s good to hear but…

Anna: We’ll give you an extra 10% discount – but obviously we would like you to make a bigger order.

Trader: Oh, a bigger order. I will have to have a think about this.

Anna: Yes of course but please let me know as soon as you can before someone else snaps up this offer. Merci. Au revoir.

Trader: Ah, merci, au revoir.

Narrator: 干的好！Anna. 我能看出来为什么她拿到了这份工作。不过她的销售策略能行得通 吗？ 让我们再来复习一下 Anna 在解决棘手订单问题时用到得一些词汇和表达… I’m sorry to hear you’re not happy with our price. Tip Top Trading prides itself on quality products and good value for money. You are a valued customer and your business is very important to us. We can match the price of our competitors.

Denise: Well done Anna. It looks like you may have saved that deal.

Paul: Saved the deal? Is there a problem?

Anna: Well, Tutti Fruity has tried to undercut our price but I think I may have saved a deal we had with International Fruit Traders in France.

Denise: Yes, Anna offered a lower price for a bigger order and they’re having a think about it.

Paul: Crumbs. If the deal’s not complete I think you need to get out to France and seal the deal. I want you and Tom to fly out there as soon as possible and do some schmoozing.

Denise: Oh! You and Tom hey?

Narrator: 好了，别说了 Denise! 这可变得越来越有意思了。This should be fun! 我们下次节 目再见！ 

Listening Challenge 听力挑战:

Anna 给了法国客户多少折扣？
答案：10%的折扣。