I. Ask and answer the following questions in pairs.

1. The articles Mr. Huang showed to Mr. heath were best selling lines, weren’t they?

2. What does “best selling lines” mean?

3. Was Mr. Heath very interested in all of them?

4. What articles was Mr. Heath interested in?

5. How many samples did he want?

6. Were the prices FOB or CIF?

7. The prices on the catalogue were very high, weren’t they?

8. Were they competitive?

9. Did the price include any commission?

10. What was the percentage of the commission?

11. The prices on the catalogue were on FOB basis. But what price terms did Mr. Heath want to have?

12. When would CIF quotation be ready?

13. Did Mr. Heath let Mr. Huang know his requirements?

14. When would Mr. Heath let Mr. Huang know his requirements?

 15. How long did Mr. Heath want the offer to remain open?

II. Fill in the blanks with the following words or phrases.

         if               when              so that

         before           unless              as

         because          now that           in case of

         so … that

1. please tell us the quantity you want ______ we can make you an offer.

2. ______ I place an order with you, I’ll have to make a long distance call home for advice.

3. We will agree to your terms of price ______ you can promise to make shipment in September.

4. _____ our manager comes back I’ll let him know you’ve called.

5. Our customers can’t accept your offer ______ your price is too high.

6. ______ it is a large order, we shall exceptionally cut down our price by 2%.

7. ______ everybody is here, let’s begin the meeting.

8. Better take more clothes _____ the weather.

9. I’m afraid I can’t sign the contract _____ you have agreed to our terms.

10. Our customers were ______ interested in your silk garments _____ they all got in touch with us and asked to know more about them.

III. Change the following into exclamatory sentences beginning with WHAT or HOW.

1.       The weather is wonderful.

2.       I’m very tired.

3.       You spend a lot of money.

4.       It is a cold day today.

5.       The price sounds very high.

6.       You’re very kind to say so.

IV. Make short dialogues in the following situations.

1.       A foreign businessman pays a business call to your office and inquires for the price of toy telephone. He finks the quality and the design are all right. But he doesn’t like the color and wants to have it changed to light green.

2.       The foreigner asks about the time of shipment, which he thinks too late and wants to have it advanced to October. You agree to his request.

3.       The foreigner wants to have a CIF quotation instead of FOB. But the quotations on the catalogue are FOB. Besides, your offer is firm three days while the foreigner asks for five to seven days. You agree to keep the offer open for five days.

V. Translate the following into English orally.

  C：早上好！F先生。昨晚休息好吧？

  F：好極了。經(jīng)過(guò)一夜休息我精神多了，我想我可以全力以赴投入談判了。

  C：很高興聽(tīng)見(jiàn)你這么說(shuō)。好吧，我們現(xiàn)在就開(kāi)始吧。我正全神貫注等待聽(tīng)取你的意見(jiàn)呢。

  F：呃，我已經(jīng)仔細(xì)看過(guò)你們的商品目錄了。我對(duì)一些商品很感興趣。譬如說(shuō)你們的童裝。

  C：我佩服你的眼光。這些式樣都是今年最流行的款式。在大多數(shù)歐洲國(guó)家十分暢銷(xiāo)，相信在貴國(guó)市場(chǎng)也不例外。

  F：現(xiàn)在你能否給我談?wù)勀銈兊膬r(jià)格意向。

  C：噢，這兒正好有份價(jià)格表，你請(qǐng)過(guò)目。

  F：（看價(jià)格表）這些價(jià)格看上去還可以，不過(guò)要具有競(jìng)爭(zhēng)力，看樣子還得調(diào)低一些。

  C：恰恰相反，F(xiàn)先生。有一點(diǎn)你應(yīng)該知道，我們的產(chǎn)品在國(guó)際上素以品質(zhì)優(yōu)良和價(jià)格合理而著稱(chēng)，深為客戶(hù)喜愛(ài)。經(jīng)常 供不應(yīng)求。在同系列產(chǎn)品中，我們的價(jià)格是偏低而不是偏高。

  F：我看到你們價(jià)格表上的價(jià)格全是FOB價(jià)，可是我希望能是CIF價(jià)。

  C: 那不是問(wèn)題。 我們很快就可以算出CIF價(jià)。我們只要把保險(xiǎn)費(fèi)和運(yùn)費(fèi)加到成本上就可以了。

  F：假如我10月份要貨，現(xiàn)在訂貨還來(lái)得及嗎？

  C：我想沒(méi)問(wèn)題。不過(guò)，如果訂貨量大的話，一定要在一周內(nèi)給我們通知，否則怕來(lái)不及備貨。

  F：好吧，我們會(huì)很快給你消息的。