市场需求量比较大in large demand on market
A:Our sales department claims that the stainless steel ones are in large demand on market.
B:Really?That means we should make adjustment accordingly.
接订单fill the order
A:Do we have SM-57 in stock?
B:Yes,we always try to keep adequate stock.
A:Can we fill this order?
B:No problem.We have enough stock to supply the clients.
查一笔上个月的订单track down an order of last month.
A:Susan,I wonder if you could track down an order of last month.It hasn't arrived yet.
B:Certainly.Do you have an order number?
最新款的吸尘器the latest vacuum cleaner
A:I recommend to you our latest vacuum cleaner this year.
B:What's the difference?
A:It makes less noise compared with the old ones.
B:And?
A:The design of the appearance is also the fashion development trend in the future.
贵方觉得我们的产品如何?How do you like our products?
A:How do you like our products?
B:As a matter of fact,we shall be obliged if you give us your catalogs,price list,sales literature and other details of your business together with samples.
试销trial sale
A:Is this type of vase new?
B:Yes,it is.This is the most fashionable item for this year.
A:We'd like to order 100 first for a trial sale.If it is sells well,we will order more.
B:Sorry,according to the regulations of our company,the minimum order for this item is 200.
大量订购place a large order
A:If you can place your order within this month,the present prices are still in effect.
B:I know,but I have to contact our headquarters first.
A:Certainly,and you can report that if you place a large order,you can enjoy a special discount.
价格上涨Prices soared/increased.
A:Your prices have soared additional 20%over the last year.
B:The reason is that the price of the raw materials increased.
A:But at present,the price of this commodity is tending downward on the world market.
B:Well,how about this:we will lower our price another 5%,that is our bottom price.
物有所值High quality deserves high price.
A:Your goods are indeed superior in quality compared with those of other manufacturers,but can you cut the price a little bit?
B:Oh,I?m sorry.High quality deserves high price.
品质证明书certificate of quality
A:As long as the quality is good,it hardly matters if the price is a little bit higher.
B:Don't worry about that.We have a certificate of quality.
商品目录所列的产品规格specifications shown in the catalogue
A:We've received the specifications as shown in your catalog.But the color in the design is not so fashionable in our market.
A:That's not a serious problem.We can adjust to your requirements.
销售合同sales contract
A:This is the sales contract we draft for this deal,you can have a look first.
B:There seems no article about the terms of payment and conditions of payment?
A:I just want to discuss with you about this.What's your opinion?
B:Opening the Letter of Credit within 30 days after the shipment will be all right.
分期付款payment by installment
A:I was wondering if you could by any chance accept the payment by installment.
B:What's your specific idea about that?
A:Actually,our idea is that the payment can be separated into two installments.60%of the total will be paid upon delivery.And the rest after the final acceptance.What do you say?
B:I think at least 70%of the total should be paid upon delivery.
A:You can say that again.
销售业绩sales performance/achievement
A:From this month on,we will apply the performance?related pay system.
B:How about last month's sales performance?
A:That will be calculated in this month's pay.So you will get a higher salary for your better performance.
B:Well,this kind of reform also can bring more profit to our company.
销售指标sales quota
A:What is your requirement to agencies?
B:You must fulfill the sales quota of 100 sets per month.
A:If so,how much can we get as the commission?
B:You will get a 10%commission on every machine you sell.
目标客户target/potential customer
A:How do you define your target customer?
B:We designed a questionnaire to do the research.
A:What's the consumers'response?
B:Almost all the young people have the great interest in our product.
售后服务after-sale service
A:Your product is nice,but will the price be on the high side?
B:Our price is absolutely competitive.You can compare that with the other dealers.
A:Then,how about the after-sale service?
B:Don't worry about that,our company has sound after-sale service.
调换replace
A:If there is something wrong with the product after your purchase,you can get it repalced within 7 days.We also offer you the after-sale repair service within a year.
A:Will it be repaired free of charge?
B:Yes,but we will charge you after one year.
销售单据sales receipts/invoice
A:What are the sales documents I need to present to you when I come to get it repaired?
B:Invoice is a must.You'd better bring the guarantee certificate together with it as well.
销售技巧selling skills
A:How do you strengthen the sales persons'quality in the training?
B:I always give them lectures on marketing.
A:What's the specific content of those lectures?
B:Mostly I attract their attention to the selling skills they must have as a salesperson.
采购商/供应商buyer/supplier
A:I find it more efficient for a buyer to deal with fewer suppliers rather than more.
B:I don't buy your point.I think more suppliers mean lower price and higher quality.
A:It's not the case in reality.Buyers can benefit a lot from the reduction in the number of suppliers.
采购数量与采购时机order quantities and timing
A:Henry,what do you think matters the most in purchasing?
B:Order quantities and timing.
A:Why are they important?
B:How and when to buy is a big concern in reducing cost.
及时采购Just-in-time(JIT)purchasing
A:Just-in-time purchasing seems to be quite popular now,isn't it?
B:Yes.You know one goal of modern purchasing is to maintain supply continuity with the minimum inventory investment.
A:I think the goal of JIT purchasing is zero inventory.
B:Theoretically speaking,it is.But in practice,that is rarely achieved.
市场调查conduct a market research
A:I am thinking of doing a new business.
B:What sort of business will it be?
A:I've been thinking about opening a supermarket.
B:The business will be good if you choose the right location.You'd better conduct a market research first.
市场定位market positioning
A:What is the market positioning for our new products?
B:We focus on the teenagers,their consuming power is increasing day by day.
销售战略selling strategy
A:Have you predicted our position?
B:We'll be the market leader in the near future.Our selling strategy is the high quality of our products.
市场会变得更规范。The market will be standardized.
A:What are the opportunities for the next five years?
B:The market will be standardized.
A:And?
B:The government may announce more positive policies to promote the international business.
市场营销策划marketing plan
A:How is the marketing plan for the new product going on?Don't forget to analyze the basic four aspects.
B:Don't worry;we've already finished the part about product and promotion.
分销渠道distribution channels
A:What are the distribution channels you have found for our products?
B:Nowadays,the direct marketing is very popular,such as the internet,telephone,mail,etc.
A:What are the advantages of direct marketing?
B:The most prominent one is reducing the cost.
中间商intermediary
A:Do you think we should use the intermediaries to help us with the sales?
B:Absolutely.They have knowledge of customers and their needs.
定价时所定的战略目标strategic objectives in pricing
A:What are the strategic objectives in your pricing?
B:I'm not sure about it.The least is survival,but we are trying to achieve profit maximization as well.
特许经营权franchise
A:Are you planning to go with one of those big chain supermarkets?
B:Yes,that is probably reliable.
A:But a franchise from those big supermarkets must be very expensive.
B:Yes,I am thinking how to avoid investing a great deal of money.
开设海外分公司Open an overseas branch company
A:Recently,we are preparing to enlarge our business scale further.
B:You mean?
A:We are discussing opening an overseas branch company in the US.
B:Great,that's a big market for us to make the profit.
我们可以把这里的经验运用在分公司的发展上。We can apply the experience we have here to develop the branch company.
A:Do we need to hire all the managers and staff in the US?
B:No,the new company cannot be operated by all local people.
A:So we need to send some managers and engineers from the headquaters to help them?
B:Yes,thus we can apply the experience we have here to develop the branch company.
当地的商务文化local business culture
A:We also need the local managers,because they know the local business culture.
B:Would you please raise an example?
A:For example,when they negotiate with the American clients,they know better about the difference.
B:It seems we need help from each other.
调整管理风格adjust the management style
A:Our management in China is traditional,but in America,we need to adjust the management style to the local culture.
B:That's right,the management approach in American culture emphasizes independence.
A:So we have to adjust to the different management when we are developing the new market.
B:En,only by doing this can we get the market share in the local market.
没有涉猎到的市场an untapped market
A:It's time for us to develop a new market now.So far,Vietnam is an untapped market for our product.
B:So we'd better find an intermediary in Vietnam to help us begin our business there.
潜在市场potential markets
A:This year we are going to find more potential markets.
B:That means we'll sell our products to more places?
A:Yes,but we need to remember that some countries don't welcome the aggressive sales.
B:You're right.
犯规break the rules
A:We have to prepare well before we enter into the new market.In addition to the culture,we need to understand their law regulations.
B:Yes,it's easy to break the rules if we are not familiar with them.
开发新市场看重的是市场份额。emphasize the market share when developing new markets.
A:You must remember we emphasize the market share when we develop the new market.
B:How about the other benefits?
A:Of course,profit is what we want,but we need to get the customers first in the fierce competition.
B:I'll take your advice.
短期规划short-term planning
A:What's the short-term planning of your company?
B:We are preparing to enter new markets in Europe.
A:How do you define your term?
B:Our planning is within next year.
长期规划long-term planning
A:The long-term planning of our company is to compete with the Fortune 500 corporations.
B:When do you plan to enter into Fortune 500?
A:I hope we will be on the list in 2010.
那些都是不可避免的挑战。Those are all inevitable challenges.
A:Can you imagine the challenges for the next 5 years?
B:Those are all inevitable challenges.
A:Can you list some?
B:Like the increasing price of raw materials,fierce competition and over capacity of the industry.
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