实用商务英语-报价谈判 02

A: How much will that item cost?

B: Well, it is Ex-Works USD35.5/Unit. You can also check the file we sent in last e-mail for reference.

A: This item is ok, but its price is not workable. Can we get any discount pls?

B: The price for this item has been very good regarding its high standards.

A: No. Price too high, we need a discount.

B: Well, it might be possible if the quantity can be above 2000 units.

A: Sounds fair enough. Let's see how much discount you can give.

B: The price can be Ex-Works USD31.5/Unit based on the qty 2000 units.

A: Still too high. Listen, we need your best price, we don't wanna our waste time.

B:  We've been already doing our best. Coz the cost is fixed. Well then, how much is your target?

A: USD20/Unit

B: As we said before, you get what you pay for. The price is always tied closely to the quality of the product. How could a product meet your quality standards if the price cannot even cover the cost of the raw material?

A: Could understand. But the price we gave is not the lowest.

B: However, it has been even lower than our production cost. We can't sell at a loss.

A: You know we've got some good quotations with lower prices from other suppliers from China.

A: 那个产品要多少钱？

B:出厂价是35.5美金/个，您也可以查看上封邮件里发给您的资料作为参考。

A: 这个产品还行，但是价格不好，我们能够得到一些折扣么？

B: 基于该产品较高的质量，这个价格已经很好了。

A: 不，价格太高了，我们想要一些折扣。

B: 如果您的采购量能达到2000个以上，或许是可以得到一些折扣的。

A: 听起来蛮公平的。你能给多少折扣呢？

B: 如果订货量达到2000个，出厂价可以是31.5美金/个。

A: 还是太贵了。听着，我们需要你最好的价格，我们不想浪费彼此的时间。

B: 我们已经尽力了，因为成本是固定的。那么你的目标价是多少呢？（不要不加修饰的就直接问目标价）

A: 20美金/个。

B:正如我们前面说的，物有所值。价格总是和产品的质量挂钩的。如果价格都无法弥补产品原材料的成本，如何去满足您要求的质量标准呢？

A: 可以理解。但是我们给出的价格并不是最低的。

B: 然而这个价格已经比我们的成本还要低了。都亏本了，我们咋卖？

A: 我们已经从中国的其他供应商那里得到了更加好的报价，价格比你的低。

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