外贸业务谈判进程:报盘（offer ）(2)

P:Ibelieveyou’vestudiedourproposalforfertilizers.
L:Yes,Mr.Peter.Andwe’reverymuchinterested.

P:It’salmosttwentyyearssincewefirstsuppliedyouwithourproductsin1954.Toourregret,foronereasonoranother,businessbetweenushasfailedtofollowup.Ihopewe’llsucceedinconcludingsomebusinessthistime.
L:Aswe’verepeatedlystated,Chinadoesbusinessonthebasisofequality,mutualbenefitandexchangeofneededgoods.Iftheseprinciplesarekeptto,I’mcertainthatmutuallybeneficialbusinesswillresult.

P:Maywehearyourcommentsonourproducts?
L:Wefindyoursamplesinconformitywithyourspecificationsandsuitableforourrequirements.Ontheotherhand,we’vereceivedoffersforproductsofhigherquality.Sobusinessdependsverymuchonyourprices.

P:Takingeverythingintoconsideration,you’llfindthatourpricescomparefavorablywiththequotationsyoumaygetelsewhere.
L:I’mnotsosureofthat.Beforecomingtothediscussionofprice,mayIpointoutthatweliketohaveyouquoteusonFOBbasis?

P:WhyIdon’tquiteunderstand.Forbulkgoodssuchaschemicalfertilizers,it’sthesellerswhoarrangetheshippingspace.Itismoreconvenientforusaswellasforyou.
L:Well,weprefertohavetheChinaNationalCharteringCorporationtakecareoftheshipping.Itdoesn’tmakemuchdifferencetoyou,doesit?

P:Well,itdoesmakeaslightdifference,butwe’lldoasyouwish.