商務談判：增加數量
Another bargaining chip could be increasing thequality.Buying in volume often gets the buyer asignificant savings.The following dialog discusses thatpossibility.
另個一個可用來議價的籌碼是增加數量.購買的數量巨大,常為買方省下許多錢.下面的對話討論到這個可能性.
Mel:I'm sorry,but that's my best price.
抱歉,但這是我可以提供的最好的價格.
Bill:Isn't there any way you could sharpen yourpencil and get the figure down a bit more?
你難道沒有辦法再精打細算,多降價一點?
Mel:Well,normally we sell these things for five to ten pencent less,but your volume is so small Ican't do that.
通常我們會降個百分之五到百分之十,但你買的數量太少,我沒辦法這么做.
Bill:Oh!Okay,I can fix that.
喔,好,這點我可以解決.
How about if I promise to order another batch just this one every quarter?We'll use them.
如果我們每季都跟你們下同樣數量的訂單呢?我們以后的確需要.
Mel:That won't help.We can give the discount if we don't have to retool and set up sooften.That's where we save money and we pass that on to you.
沒什么用.若可以省掉重新設置、安裝的功夫，就能降價。我們通常都是透過這些步驟，來省錢回饋給客戶群。
If you double your order,we can give you a 5% discount,and if you double that to four timesyour order,I can give you a 10% discount.
如果你將訂單數量加倍，我們就可以提供百分這五的折扣，如果你將數量增加到四倍，就可以有百分之十的折扣。
Bill:I don't understand.
我不懂。
Mel:We sell a lot of these things but not enough to keep a production line going full time.
我們雖然銷量很大，但卻還沒有到可以全天候開機生產的地步。
We have to set up our shop to make these things and that takes about a day to set up andanother half day to tear down when we finish.
這些產品在工廠生產時，光裝置就要花一天，在生產完畢后，又要花半天時間拆除。
By saving me three set up days and 1.5 tear down days,that's the salary of three men four anda half days.
如果你的數量多的話，你可以幫我節省三天安裝、一天半拆裝的時間，這相當于三個工人工作四天半的.工資。
I'm willing to let you save that money.
如果是這樣，我會很樂意幫你省錢。
Bill:I'd love to but I got no place to put them.
我也想，可是我沒地方存貨。
Mel:If storage is your only worry,I can help you there.
如果庫存是你唯一的顧慮，我可以幫你。
Bill:How?
怎么幫?
Mel:If you sign a contract for a year's supply,I'll make them all in one run.
如果你簽署合約，購買一年的供應量，我會一次把它們生產好。
And you qulify for the discount.But ,you have to pay me in full for the whole run as soon asyou take delivery of the first of four shipments.
你也可以得到折扣。但你必須在收到第一季的貨后，盡快把全額貨款付清，總共會有四次出貨。
I can store the rest for you for nine months for free.How does that grab you?
我可以免費幫你保管商品九個月，這條件你覺得怎么樣?
Bill:You have a deal.Not only do I get the discount, but today's price is locked in for a year.Ican't lose.
成交。我不只有了折扣，這一年的價格也會再漲，我一點都不吃虧。
Mel:I'll have the contract ready for your singature tomorrow.
我明天會準備合約，給你簽名。
Bill:Great.
太好了。
Vocabulary:重要詞匯
significant savings重大的節省
sharpen one's pencil審價削款
figure數字
salary薪水
storage存貨處
supply供應
grab抓住
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