1. Discussing the Conditions of purchase 2 страница

Mo The questions you are raising are very serious, and it is beyond my authority to decide anything myself. Âîïðîñû, êîòîðûå âû ïîäíèìàåòå, î÷åíü ñåðüåçíû. È èõ ðåøåíèå íå âõîäèò â êðóã ìîèõ ñîáñòâåííûõ ïîëíîìî÷èé.

I'll discuss your objections with my Board of Directors and let you know their answer in a few days. Ìû îáñóäèì âàøè âîçðàæåíèÿ ñ Ñîâåòîì Äèðåêòîðîâ, è ÷åðåç íåñêîëüêî äíåé ÿ ñîîáùó âàì èõ îòâåò.

BUSINESS TALKS

5. DISCUSSING A CLAIM.

K Mr. White, you have received our claim, haven't you? I would like to discuss it. Èòàê, ã-í Óàéò, âû ïîëó÷èëè íàøó ïðåòåíçèþ, íå òàê ëè? ß áû õîòåë åå îáñóäèòü.

W This is the actual purpose of my visit. I've investigated the position and must offer you my apologies. Ýòî è ÿâëÿåòñÿ öåëüþ ìîåãî âèçèòà. ß èçó÷èë ñèòóàöèþ è äîëæåí ïðèíåñòè âàì ñâîè èçâèíåíèÿ.

The goods are really inadequate in quality, they were sent by mistake. Òîâàðû äåéñòâèòåëüíî íå îòâå÷àþò òðåáîâàíèÿì, ïðåäúÿâëÿåìûì ê èõ êà÷åñòâó. Îíè áûëè ïðèñëàíû ïî îøèáêå.

K I am glad that we don't have to take any extreme measures. Let's say that this problem is settled. ß ðàä, ÷òî íàì íå ïðèéäåòñÿ ïðèíèìàòü êðàéíèõ ìåð ïî ýòîìó âîïðîñó. Äàâàéòå áóäåì ñ÷èòàòü, ÷òî ýòîò âîïðîñ óðåãóëèðîâàí.

W Not quite. The point is we object to the amount of the compensation you are claiming from us. Íå ñîâñåì. Äåëî â òîì, ÷òî ìû íå ñîãëàñíû ñ ðàçìåðîì êîìïåíñàöèè, êîòîðóþ âû îò íàñ òðåáóåòå.

K Really? I think your claims are groundless. Please, explain your reasons. Ïðàâäà? Ìíå êàæåòñÿ, âàøè âîçðàæåíèÿ íåîáîñíîâàííû. Êàêîâû âàøè ñîîáðàæåíèÿ?

W We admit inadequacy in quality, but it is fairly slight. Our calculations show that your total loss may not exceed 5% of the contract value. Ìû ïðèçíàåì íåñîîòâåòñòâèå êà÷åñòâà, íî îíî î÷åíü íåçíà÷èòåëüíî. Íàøè ðàñ÷åòû ïîêàçûâàþò, ÷òî îáùèé ðàçìåð âàøèõ óáûòêîâ íå ìîæåò ïðåâûøàòü 5% ñòîèìîñòè êîíòðàêòà.

K I'm afraid you are mistaken, Mr. White. I have a letter from my plant which contains a full and exact list of all the losses. Áîþñü, ÷òî âû îøèáàåòåñü, ã-í Óàéò. Ó ìåíÿ èìååòñÿ ïèñüìî îò íàøåãî çàâîäà, â êîòîðîì ñîäåðæèòñÿ ïîëíûé è òî÷íûé ïåðå÷åíü âñåõ óáûòêîâ.

I suggest that you should compare their figures with yours. Ïðåäëàãàþ âàì ñðàâíèòü èõ öèôðû ñ âàøèìè.

W Certainly. I'm afraid though, our opinions won't coincide anyway. Êîíå÷íî, Îäíàêî ÿ áîþñü, ìû âñå ðàâíî íå ïðèéäåì ê îäíîìó ìíåíèþ.

K We'll see what happens. When shall we get your answer? Ïîñìîòðèì. Êîãäà ìû ïîëó÷èì îòâåò?

W It'll take time to study the matter thoroughly. We'll cable your firm as soon as I get my answer ready. ×òîáû èçó÷èòü ýòîò âîïðîñ, ïîòðåáóåòñÿ íåêîòîðîå âðåìÿ. Êàê òîëüêî ÿ ïîäãîòîâëþ îòâåò, ìû íàïðàâèì òåëåãðàììó âàøåé ôèðìå.

K Very well. They'll be expecting your cable. Î÷åíü õîðîøî. Îíè áóäóò îæèäàòü âàøó òåëåãðàììó.

BUSINESS TALKS

6. DISCUSSING THE GUARANTEE PERIODS AND DELIVERY DATES.

R I've seen your Model D-5 in operation, Mr. Tchernov. ß âèäåë âàøó ìîäåëü Ä-5 â ðàáîòå, ã-í ×åðíîâ.

T How do you like it? Êàê âû åå íàõîäèòå?

R Oh, I am quite satisfied with its efficiency. Åå ïðîèçâîäèòåëüíîñòü ìåíÿ âïîëíå óñòðàèâàåò.

T That's what we expected. We've been selling these machines for a few years and all our clients are satisfied with their work. Ìû òàê è äóìàëè. Ìû òîðãóåì ýòèìè ñòàíêàìè â òå÷åíèå ðÿäà ëåò, è âñå íàøè ïîêóïàòåëè äîâîëüíû èõ ðàáîòîé.

R The machine is certainly good. Now there are some points I'd like to discuss. Can you make us an offer for shipment in April-May? Ñòàíîê äåéñòâèòåëüíî õîðîø. À òåïåðü ÿ õîòåë áû îáñóäèòü íåñêîëüêî âîïðîñîâ. Ìîæåòå ëè âû ñäåëàòü íàì ïðåäëîæåíèå îá îòãðóçêå â àïðåëå-ìàå?

T Yes, we can. In how many lots do you want us to ship the machines? Äà. Ñêîëüêèìè ïàðòèÿìè âû õîòèòå, ÷òîáû ìû îòïðàâèëè ñòàíêè?

R In two lots of 5 machines each. Äâóìÿ ïàðòèÿìè, ïî 5 ñòàíêîâ â êàæäîé.

T We could ship the first lot early in April, and the second - in the middle of May. Do these dates of shipment suit you? Ìû ìîãëè áû îòãðóçèòü ïåðâóþ ïàðòèþ â íà÷àëå àïðåëÿ, à âòîðóþ - â ñåðåäèíå ìàÿ. Âàì ïîäõîäÿò ýòè ñðîêè?

R Yes, that suits us very well. What's your guarantee period? Äà, ýòî íàì âïîëíå ïîõîäèò. Êàêîâ âàø ãàðàíòèéíûé ñðîê?

T 12 months from the date of putting the machines into operation, but not more that 15 months from the date of shipment. 12 ìåñÿöåâ ñî äíÿ ââîäà ñòàíêîâ â ýêñïëóàòàöèþ è íå áîëåå 15 ìåñÿöåâ ñî äíÿ îòãðóçêè.

R We didn't expect it to be as short as that. We hoped to get at least 18 and 24 months respectively. Ìû íå äóìàëè, ÷òî îí òàêîé êîðîòêèé. Ìû íàäåÿëèñü, ÷òî îí ñîñòàâèò, ïî êðàéíåé ìåðå, 18 è 24 ìåñÿöà ñîîòâåòñòâåííî.

T I'm afraid this is contrary to our usual practice. Áîþñü, ÷òî ýòî èäåò âðàçðåç ñ óñòàíîâèâøåéñÿ ó íàñ ïðàêòèêîé.

R Please, try and see our point of view. This is our trial order and we'd like to have a longer guarantee period. Ïîæàëóéñòà, ïîñòàðàéòåñü íàñ ïîíÿòü. Ýòî íàø ïðîáíûé çàêàç, è ìû õîòåëè áû, ÷òîáû âû óâåëè÷èëè ãàðàíòèéíûé ñðîê.

T All right, if you insist we can meet you half way and extend it to 15 and 18 months respectively. Íó, õîðîøî, åñëè âû íàñòàèâàåòå, ìû ìîæåì ïîéòè âàì íàâñòðå÷ó è ïðîäëèòü åãî äî 15-18 ìåñÿöåâ ñîîòâåòñòâåííî.

R Thank you. Now we'd like you to specify the terms of payment. Ñïàñèáî. À ñåé÷àñ ìû áû õîòåëè, ÷òîáû âû îïðåäåëèëè óñëîâèÿ ïëàòåæà.

T You must open a letter of credit within seven days of receipt of our notification of the readiness of the goods for shipment. Âû îòêðûâàåòå àêêðåäèòèâ â òå÷åíèå 7 äíåé ïîñëå òîãî, êàê ïîëó÷èòå íàøå óâåäîìëåíèå î ãîòîâíîñòè.

R Then I think we can accept the terms.  òàêîì ñëó÷àå, ÿ äóìàþ, ìû ìîæåì ïðèíÿòü ýòè óñëîâèÿ.

T When can you send us a formal order? Êîãäà âû ìîæåòå ïðèñëàòü íàì îôèöèàëüíûé çàêàç?

R In about 10 or 12 days and I hope the order will lead to further business between our firms. Ïðèìåðíî ÷åðåç 10-12 äíåé. È ÿ íàäåþñü, ýòîò çàêàç ïîëîæèò íà÷àëî äàëüíåéøåìó ñîòðóäíè÷åñòâó ìåæäó íàøèìè ôèðìàìè.

T I hope so, too. ß òàêæå íàäåþñü íà ýòî.

BUSINESS TALKS

7. DISCUSSING PRICES AND TERMS OF PAYMENT

Bl Good morning, Mr. Belov Äîáðîå óòðî, ã-í Áåëîâ.

B Good morning, Mr. Bell. Äîáðîå óòðî, ã-í Áåëë.

Bl Happy to meet you again. Ðàä âñòðåòèòüñÿ ñ âàìè.

B So am I. Well, let's get down to business. I would like to begin with the price. I'm very sorry, but it's unacceptable for us. You have quoted a very high price. ß òîæå. Äàâàéòå ïåðåéäåì ê äåëó. ß áû õîòåë íà÷àòü ñ öåíû. Î÷åíü ñîæàëåþ, íî îíà äëÿ íàñ íåïðèåìëåìà. Âû íàçíà÷èëè î÷åíü âûñîêóþ öåíó.

Bl Oh, $350 per unit is quite a reasonable price. As you know we have improved the model. And besides the price includes export packing. Íî 350 äîëëàðîâ çà èçäåëèå - ýòî âïîëíå ðàçóìíàÿ öåíà. Êàê âàì èçâåñòíî, ìû óñîâåðøåíñòâîâàëè ýòó ìîäåëü. À êðîìå òîãî, öåíà âêëþ÷àåò ýêñïîðòíóþ óïàêîâêó.

B Yes, we know that. But we also know that on the market prices for this type of pumps are much lower than yours. Äà, íàì ýòî èçâåñòíî. Íî íàì òàêæå èçâåñòíî, ÷òî íà ìèðîâîì ðûíêå öåíû íà íàñîñû òàêîãî òèïà çíà÷èòåëüíî íèæå âàøèõ.

Bl But the quality of our pumps is higher and we've delivered a lot of pumps to different countries of the world at this price. Íî êà÷åñòâî íàøèõ íàñîñîâ âûøå, è ìû óæå ïîñòàâèëè áîëüøîå êîëè÷åñòâî íàñîñîâ â ðàçëè÷íûå ñòðàíû ìèðà ïî òàêîé öåíå.

B And still, Mr. Bell, we find the price somewhat high. I'd like to stress that it is our trial order. È âñå æå, ã-í Áåëë, ìû íàõîäèì, ÷òî öåíà íåñêîëüêî âûñîêà. ß áû õîòåë ïîä÷åðêíóòü, ÷òî ýòî íàø ïðîáíûé çàêàç.

And if we are satisfied with our deal, you can expect repeat orders from us. È åñëè ìû áóäåì óäîâëåòâîðåíû íàøåé ñäåëêîé, âû ìîæåòå îæèäàòü îò íàñ ïîâòîðíûõ çàêàçîâ.

Bl Well, the only thing we can do is to give you a discount of 2% off the value of the contract. Åäèíñòâåííîå, ÷òî ìû ìîæåì ñäåëàòü, ýòî ïðåäîñòàâèòü âàì ñêèäêó â 2% îò ñòîèìîñòè êîíòðàêòà.

B All right. Let's say that we've agreed upon the price. Õîðîøî. Áóäåì ñ÷èòàòü, ÷òî ìû äîãîâîðèëèñü î öåíå.

Bl And what about the method of payment? I hope payment by a letter of credit against shipping documents suits you, doesn't it? À êàê íàñ÷åò ôîðìû ïëàòåæà? Íàäåþñü, ïëàòåæ ñ àêêðåäèòèâà ïðîòèâ ïîãðóçî÷íûõ äîêóìåíòîâ âàñ óñòðàèâàåò?

B Yes, it does. Äà, óñòðàèâàåò.

Bl Good. You are to open an L/C with the Moscow Narodny Bank after our notification of the readiness of the goods for shipment. Õîðîøî. Âû äîëæíû ïîñëå íàøåãî óâåäîìëåíèÿ î ãîòîâíîñòè òîâàðà ê îòãðóçêå îòêðûòü àêêðåäèòèâ â Ìîñêîâñêîì íàðîäíîì Áàíêå.

B All right. One more question, Mr. Bell. Our experts would like to visit your manufacturing plant. Is it possible? Õîðîøî. Åùå îäèí âîïðîñ, ã-í Áåëë. Íàøè ñïåöèàëèñòû õîòåëè áû ïîñåòèòü âàø çàâîä-èçãîòîâèòåëü. Âîçìîæíî ëè ýòî?

Дата добавления: 2015-11-05