实践案例

1. Inquiry and offer

•  Mr. Johnson, an American businessman, makes an inquiry for plaited straw articles. We make him an offer for straw baskets and trays that enjoy popularity in the US . He counter-offers at a low price. We stick to our quotations, refuse him a commission and in the end conclude the transaction.

•  Comrade Zhang of the Textile Corp. talks with Mr. Smith from Africa . Mr. Smith inquiries for our printed cotton piece goods. He is not satisfied with our designs and asks us to produce patterns similar to those provided by him. We agree to make him an offer provided he increases the quantity for each design to 10 000.

2. Bargaining

•  Mr. Charles, general importer from Malaysia , is discussing a business transaction with us for artificial leather bags. He is asking for an offer for 2000 pieces for prompt delivery, but only half of the quantity is available on our part. He also asks for a 5% reduction in the price we quoted. We refuse to consider any reduction in price, but give a 2% commission and finally conclude the business.

•  You and your colleague are having a business talk with a foreign customer who does not accept your offer and you try to persuade him to understand the cost of manufacturing is going up because of the shortage of the raw material in the international market.

3. Business dinner

•  This is the first time for you to meet your foreign partner on behalf of your company in the restaurant. Try to order for your guests. Pay attention to their own eating habits and your local specialties as well.

•  Suppose that you and your partner are planning a dinner out for eight people. The budget is about 500 yuan. You have to book a table in a restaurant and make out a list of the dishes you would like to have at dinner.

4. Report

Have a meeting and there are two items of business on the agenda. One is to discuss the request for more funds submitted by the Marketing Department. The other is to discuss the new marketing plan for the next half year.

5. Payment

•  Our clients wish to buy our export products on a D/P system, which is unacceptable to us. Try to persuade them to make the payment by installments using any good reasons you can thinks of.

•  Mr. Black from England has bought from us 300 sets of sewing machines and he intends to open the covering L/C in RMB. But before doing so, he'd like to know in detail how to make payment in RMB. Then he wants to make prompt delivery. We refuse with good reason.

6. Shipment

•  A German businessman wants to buy 30 metric tons of walnuts from China National Native Produce and Animal Byproducts Import &Export Corporation. He requested the shipment must be made before September so as to catch Christmas season or he will lose out. We made no guarantee that the goods will reach the designated place for that totally depends on the shipping company.

•  The director of the Native Produce Corp. agrees to ship the walnuts during the latter part of September but makes no guarantee that the goods will reach Hamburg before the middle of November as demanded by the buyer. Our reason is that the date when the goods arrive at Hamburg depends on the shipping company.

7. Packing

•  You are the exporter of canned food. Your customer suggested packing the goods in vacuum so as to reduce the weight during transportation. You talked him into accepting the designed package using any possible reasons.

•  Having settled a number of problems regarding the purchase of silk blouses, Mr. Black, a businessman from America , brought up the subject of packing with Comrade Chen of the China National Garments Import and Export Corporation. They disagreed on the outer packing for blouses. Mr. Black was worried about the cartons packing and ask us to change into wooden cases. Depict the advantages of carton packing and persuade them to accept your suggestion.

8. Signing the contract

连接为填写合同表格，与制单课相呼应。

9. Claims and settlements

•  A British merchant lodges a claim with us against the soybeans we sold. He claims the 5000 tons arrived short weight. Our sales confirmation stipulates that we sell the goods on shipping weight against the Certificate of Weight issued by the Shanghai Commodity Inspection Bureau. It is to be accepted as final and binding on both parties. How would you talk him out of his claim in a satisfactory manner?

•  As an importer, you come to visit your supplier ( an export corporation) lodging a claim against them on the landed goods for the broken bags and the shortage.

10. Joint venture

Mr. Rama is paying a visit to China for a discussion on the possibility of setting up a joint venture with Mr. Zhou form Sino-peck. They would like to join hands to establish a synthetic rubber plant. They talk about the relevant factors that they should be aware of.

11. Sole agency

A New Zealand exporter of mutton wants to expand his sales in China and is looking for a sole agent. That coincides with your desire since you're the purchasing department manager of Donglaishun. You two sit together to discuss the terms and conditions in details.

了解和填写独加代理协议。

12. OEM—Originated Equipment Manufacturer

A businessman from Japan came to China, seeking the opportunities of doing business in Dalian. During the discussion, we introduce the preferential treatment given by Chinese government to those foreign investors. Meanwhile, we get them know the advantages of choosing Chinese as manufactures. Only in that way we can do business to our mutual benefit.