外企白领口语第24课:Markets 市场部门

市场需求量比较大 in large demand on market
A: Our sales department claims that the stainless steel ones are in large demand on market.
B: Really? That means we should make adjustment accordingly.
接订单 fill the order
A: Do we have SM-57 in stock?
B: Yes,we always try to keep adequate stock.
A: Can we fill this order?
B: No problem.We have enough stock to supply the clients.
查一笔上个月的订单 track down an order of last month.
A: Susan,I wonder if you could track down an order of last month. It hasn't arrived yet.
B: Certainly.Do you have an order number?
最新款的吸尘器 the latest vacuum cleaner
A: I recommend to you our latest vacuum cleaner this year.
B: What's the difference?
A: It makes less noise compared with the old ones.
B: And？
A: The design of the appearance is also the fashion development trend in the future.
贵方觉得我们的产品如何？How do you like our products?
A: How do you like our products?
B: As a matter of fact, we shall be obliged if you give us your catalogs,price list, sales literature and other details of your business together with samples.
试销 trial sale
A: Is this type of vase new？
B: Yes,it is. This is the most fashionable item for this year.
A: We'd like to order 100 first for a trial sale. If it is sells well,we will order more.
B: Sorry,according to the regulations of our company, the minimum order for this item is 200.
大量订购 place a large order
A: If you can place your order within this month, the present prices are still in effect.
B: I know,but I have to contact our headquarters first.
A: Certainly,and you can report that if you place a large order, you can enjoy a special discount.
价格上涨 Prices soared/increased.
A: Your prices have soared additional 20% over the last year.
B: The reason is that the price of the raw materials increased.
A: But at present,the price of this commodity is tending downward on the world market.
B: Well,how about this: we will lower our price another 5%, that is our bottom price.
物有所值 High quality deserves high price.
A: Your goods are indeed superior in quality compared with those of other manufacturers, but can you cut the price a little bit?
B: Oh, Im sorry.High quality deserves high price.
品质证明书 certificate of quality
A: As long as the quality is good, it hardly matters if the price is a little bit higher.
B: Don't worry about that.We have a certificate of quality.
商品目录所列的产品规格 specifications shown in the catalogue
A: We've received the specifications as shown in your catalog. But the color in the design is not so fashionable in our market.
A: That's not a serious problem. We can adjust to your requirements.
销售合同 sales contract
A: This is the sales contract we draft for this deal, you can have a look first.
B: There seems no article about the terms of payment and conditions of payment?
A: I just want to discuss with you about this. What's your opinion?
B: Opening the Letter of Credit within 30 days after the shipment will be all right.
分期付款 payment by installment
A: I was wondering if you could by any chance accept the payment by installment.
B: What's your specific idea about that?
A: Actually,our idea is that the payment can be separated into two installments.60% of the total will be paid upon delivery. And the rest after the final acceptance. What do you say?
B: I think at least 70% of the total should be paid upon delivery.
A: You can say that again.
销售业绩 sales performance/achievement
A: From this month on, we will apply the performancerelated pay system.
B: How about last month's sales performance?
A: That will be calculated in this month's pay. So you will get a higher salary for your better performance.
B: Well,this kind of reform also can bring more profit to our company.
销售指标 sales quota
A: What is your requirement to agencies?
B: You must fulfill the sales quota of 100 sets per month.
A: If so,how much can we get as the commission?
B: You will get a 10% commission on every machine you sell.
目标客户 target/potential customer
A: How do you define your target customer?
B: We designed a questionnaire to do the research.
A: What's the consumers'response?
B: Almost all the young people have the great interest in our product.
售后服务 after-sale service
A: Your product is nice, but will the price be on the high side?
B: Our price is absolutely competitive. You can compare that with the other dealers.
A: Then，how about the after-sale service?
B: Don't worry about that, our company has sound after-sale service.
调换 replace
A: If there is something wrong with the product after your purchase, you can get it repalced within 7 days. We also offer you the after-sale repair service within a year.
A: Will it be repaired free of charge?
B: Yes,but we will charge you after one year.
销售单据 sales receipts/invoice
A: What are the sales documents I need to present to you when I come to get it repaired?
B: Invoice is a must. You'd better bring the guarantee certificate together with it as well.
销售技巧 selling skills
A: How do you strengthen the sales persons'quality in the training?
B: I always give them lectures on marketing.
A: What's the specific content of those lectures?
B: Mostly I attract their attention to the selling skills they must have as a salesperson.
采购商 / 供应商 buyer / supplier
A: I find it more efficient for a buyer to deal with fewer suppliers rather than more.
B: I don't buy your point. I think more suppliers mean lower price and higher quality.
A: It's not the case in reality. Buyers can benefit a lot from the reduction in the number of suppliers.
采购数量与采购时机 order quantities and timing
A: Henry,what do you think matters the most in purchasing?
B: Order quantities and timing.
A: Why are they important?
B: How and when to buy is a big concern in reducing cost.
及时采购 Just-in-time (JIT) purchasing
A: Just-in-time purchasing seems to be quite popular now, isn't it?
B: Yes.You know one goal of modern purchasing is to maintain supply continuity with the minimum inventory investment.
A: I think the goal of JIT purchasing is zero inventory.
B: Theoretically speaking,it is. But in practice,that is rarely achieved.
市场调查 conduct a market research
A: I am thinking of doing a new business.
B: What sort of business will it be?
A: I've been thinking about opening a supermarket.
B: The business will be good if you choose the right location. You'd better conduct a market research first.
市场定位 market positioning
A: What is the market positioning for our new products?
B: We focus on the teenagers, their consuming power is increasing day by day.
销售战略 selling strategy
A: Have you predicted our position?
B: We'll be the market leader in the near future. Our selling strategy is the high quality of our products.
市场会变得更规范。The market will be standardized.
A: What are the opportunities for the next five years?
B: The market will be standardized.
A: And?
B: The government may announce more positive policies to promote the international business.
市场营销策划 marketing plan
A: How is the marketing plan for the new product going on? Don't forget to analyze the basic four aspects.
B: Don't worry; we've already finished the part about product and promotion.
分销渠道 distribution channels
A: What are the distribution channels you have found for our products?
B: Nowadays,the direct marketing is very popular, such as the internet,telephone,mail, etc.
A: What are the advantages of direct marketing?
B: The most prominent one is reducing the cost.
中间商 intermediary
A: Do you think we should use the intermediaries to help us with the sales?
B: Absolutely.They have knowledge of customers and their needs.
定价时所定的战略目标 strategic objectives in pricing
A: What are the strategic objectives in your pricing?
B: I'm not sure about it. The least is survival, but we are trying to achieve profit maximization as well.
特许经营权 franchise
A: Are you planning to go with one of those big chain supermarkets?
B: Yes,that is probably reliable.
A: But a franchise from those big supermarkets must be very expensive.
B: Yes,I am thinking how to avoid investing a great deal of money.
开设海外分公司 Open an overseas branch company
A: Recently,we are preparing to enlarge our business scale further.
B: You mean?
A: We are discussing opening an overseas branch company in the US.
B: Great,that's a big market for us to make the profit.
我们可以把这里的经验运用在分公司的发展上。We can apply the experience we have here to develop the branch company.
A: Do we need to hire all the managers and staff in the US?
B: No,the new company cannot be operated by all local people.
A: So we need to send some managers and engineers from the headquaters to help them?
B: Yes,thus we can apply the experience we have here to develop the branch company.
当地的商务文化 local business culture
A: We also need the local managers, because they know the local business culture.
B: Would you please raise an example?
A: For example,when they negotiate with the American clients, they know better about the difference.
B: It seems we need help from each other.
调整管理风格 adjust the management style
A: Our management in China is traditional,but in America, we need to adjust the management style to the local culture.
B: That's right, the management approach in American culture emphasizes independence.
A: So we have to adjust to the different management when we are developing the new market.
B: En,only by doing this can we get the market share in the local market.
没有涉猎到的市场 an untapped market
A: It's time for us to develop a new market now. So far,Vietnam is an untapped market for our product.
B: So we'd better find an intermediary in Vietnam to help us begin our business there.
潜在市场 potential markets
A: This year we are going to find more potential markets.
B: That means we'll sell our products to more places?
A: Yes,but we need to remember that some countries don't welcome the aggressive sales.
B: You're right.
犯规 break the rules
A: We have to prepare well before we enter into the new market. In addition to the culture, we need to understand their law regulations.
B: Yes,it's easy to break the rules if we are not familiar with them.
开发新市场看重的是市场份额。emphasize the market share when developing new markets.
A: You must remember we emphasize the market share when we develop the new market.
B: How about the other benefits?
A: Of course,profit is what we want, but we need to get the customers first in the fierce competition.
B: I'll take your advice.
短期规划 short-term planning
A: What's the short-term planning of your company?
B: We are preparing to enter new markets in Europe.
A: How do you define your term?
B: Our planning is within next year.
长期规划 long-term planning
A: The long-term planning of our company is to compete with the Fortune 500 corporations.
B: When do you plan to enter into Fortune 500?
A: I hope we will be on the list in 2010.
那些都是不可避免的挑战。Those are all inevitable challenges.
A: Can you imagine the challenges for the next 5 years?
B: Those are all inevitable challenges.
A: Can you list some?
B: Like the increasing price of raw materials, fierce competition and over capacity of the industry.