Discussion on the Price 价格磋商
知识热点
外贸英语关于佣金和折扣知识
在合同的价格条款中或附注中写明的佣金和折扣分别称为“明佣”和“暗扣”。有时买卖双方约定在合同的价格条款
中或附注中不显示佣金和折扣，而是按双方暗中的约定另付，这种佣金和折扣分别称为“暗佣”和“暗扣”。在有独家代理
情况下，如果委托人同约定地区的其他客户直接成交，即使未经过独家代理，也应支付其佣金。
例文
Discount
A: If we guarantee an annual order of a certain amount, would you give us a special discount?
B: We could make that kind of arrangement with you, not a special discount, though. We may offer you allowance on a sliding scale.
A: Could you put it more exactly?
B: Well, suppose your order comes to U.S. $200,000, we will give you a two percent discount. And it goes up to three percent for purchase exceeding U.S. $300,000. And four percent for U.S. $400,000 and so on.
折扣
甲：假如我们保证每年的订货达到一定的数量，你们能给予特殊折扣吗？
乙：我们之间可以采取这种办法，但并不是给予特殊折扣。我们可以给你浮动折扣。
甲：能否说得具体些？
乙：是这样，假你的订单达二十万美元，我们给2%的折扣，订购超过三十万美元，折扣就增加到3%，四十万就是4%，以此类推。
Commission
A: What price do you suggest for 300,000 sets of Article No,2323 with London as the destination port?
B: Let me see. Its ￡800 per set CIF London.
A: What commission terms can you offer?
B: Usually the commission is three percent of the net invoice amount after deduction of discounts.
A: Couldn’t you raise the commission to five percent?
B: Considering our good relationship and our future business, we give you four percent. That’s best we can do. We can’t go any further. What would you day to it?
A: Then I’ll accept it with thanks.
佣金
甲：请问三十万套2323号商品以伦敦为目的港的价钱如何？
乙：让我看看，伦敦到岸价每套八百英镑。
甲：你们能提供什么样的佣金条件？
乙：佣金一般为扣除折扣后在发票上净额的3%。
甲：你们能不能把佣金提高到5%呢？
乙：考虑到我们的友好业务关系，我们给你4%的佣金。我们最多只能给到这个数，不能再多了，你认为如何？
甲：那就这样定了，谢谢你。
外贸英语培训中的高频句型及短语
1. If… a little lower, I think I’d make an order right here. — 要是……低一点儿，我想我会当场订货。
If it were a little lower, I think I’d make an order right here. 要是它能低一点儿，我想我会当场订货。
If you could go a little lower, I think I’d make an order right here.要是您能降一点儿，我想我会当场订货。
If you could quote a little lower, I think I’d make an order right here. 要是您能开价低一点儿，我想我会当场订货。
2. I don’t know if…— 我不知道能不能……
I don’t know if we can do/accept it. 我不知道我们能不能做到/接受。
I don’t know if a change in L/C is possible.我不知道改变信用证是不是可能。
3. I was asked to get a… from your company. — 我奉命来向贵公司取得……
I was asked to get a price reduction from your company. 我奉命来向贵公司取得降价协议。
I was asked to get a promise/quotation from your company. 我奉命来向贵公司取得承诺/报价。
4. …your offer / the offer of your goods… — 贵方的报价……
We regret to say we cannot accept your offer because your price is to high. 很抱歉，我方不能接受贵方的报价，因为价格过高。
The offer of your goods is about 5% higher than that of other manufacturers. 贵方商品的价格比其他厂商高出大约5%左右。
The goods you offered are much higher in price than those of other suppliers. 贵方报价的商品价格比其他供应商都高得多。
Your offer is not acceptable to us because we have another manufacturer offering similar quality products at a 2% discount.
我方不能接受贵方的报价，因为有另外一家厂商对同样品质的商品提供2%的折扣。
