湖南省高等职业院校学生专业技能考核题库答案商务英语岗位核心技能：模块一：商务英语谈判技能试题编号：H1-17 项目名称：价格谈判30考试时量：60分钟1. Sample Dialogue:A: You ( the importer)B: Huang Songjun(the exporter)A: Good morning, Mr. Huang. Nice to meet you. This is Don Smith, my assistant, and this is David Brown, our accountant.A: We are quite interested in the monosultap of HLC and want to get more details.A: Thank you. Would you please tell us your unit price?A: Thats not exactly what I had in mind. How about 5% discount?A: I see, but L/C is not our usual practice. We usually adopt D/P.A: Then, whats your usual commission rate for your agents?A: 2% is too low, I think. We cant make any profit. How about 4%?A: It sounds OK. Lets discuss the details tomorrow.2. Suggested Answer:30Devidayal (Sales) LimitedIstFloor Devidayal Estate, Reay Road, Mumbai 400 010, IndiaMarch & 2017Hunan Haili Chemical Industry Co., Ltd.NO. 251, 2nd section, Furong (M) road, Changsha, Hunan, ChinaDear Sirs,Thank you for your letter and samples of Monosultap sent on March 5. We are glad to inform you that our customers are very satisfied with the results of trial use of your samples, but they are still hesitating at the moment.After careful comparison with similar insecticides in the market, we find your quotation is on the high side. The current insecticide market is swollen up with various brands and quality commodities. The providers are all striving to promote their insecticides with strong efficacy and reasonable prices. Information indicates that some brands have been sold at a level about ten percent lower than yours.Although the quality has already measured up to our customers requirements, your products still need price advantage in order to occupy larger market share. Otherwise some potential customers would have to turn to other providers for business.In view of this, our customers request you to reduce your original price by 10%. Please consider this and give us a prompt reply.Yours faithfully, Edward Green