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第三十二集：The deal is off! 订单取消了！

Episode 190614 / 14 Jun 2019

本集内容简介

安娜的法国客户觉得安娜给出的价格太高，让他们 “受骗” 了，所以想取消订单。要知道，安娜之前好不容易才与这家法国公司达成协议。安娜将如何与客户进行第二次协商？她将会怎样说服法国公司改变主意，继续与她合作？看视频，学习如何用英语谈判、议价。

听力挑战 – 问题

Anna 给法国客户的数量折扣率是多少？

文字稿

Narrator
欢迎回到 Tip Top 贸易公司，好像情况进展不妙啊。安娜好不容易拿下了一个法国客户的订单，不过现在他们打电话来说被蒙骗了。这可得马上处理!

Anna
Oh, Denise, what exactly did they say?

Denise
Something about them agreeing a price for 5,000 lemons and then being offered a better price by another company.

Anna
That’ll be Tutti Fruity – they want our business.

Denise
Sounds like they’re going to get it, unless you sort it out. Maybe you should work out some new figures.

Anna
Figures? Is there something wrong with my figure – am I too fat?

Denise
No Anna! Your numbers – work out a new price, see if you can squeeze the price of lemons – maybe you can price Tutti Fruity out of the market.

Anna
Hmm, somebody else has said that.

Narrator
Yes, it was me, Anna! 赶快算一下，你能出什么价钱，把 Tutti Fruity 给挤下去。

Anna
OK. I could sell them cheaper… but there would be less profit.

Narrator
Well，少赚点钱也比不赚钱强。说不定这张单子做成了，以后还会有更多订单呢！你可要做决定了。

Anna
But what am I going to say?

Narrator
保持友好的态度，你可以说非常抱歉听到你对我们的价格不满。 I’m sorry to hear you’re not happy with our price. 告诉他们 Tip Top 公司一向以提供价廉物美的产品而著称。Tip Top Trading prides itself on quality products and good value for money. 你也需要捧捧客户，告诉他们是公司非常重要的客户，他们的订单也非常重要。They are a valued customer and their business is very important to us.

Anna
And what shall I say about the price?

Narrator
告诉他们竞争对手出什么价，你的公司就可以出同样的价。Match the price of your competitors.

Anna
Match the price. Right. Thanks. OK, I had better call them.

Trader
Bonjour. Fruit Traders International.

Anna
Oh, erm, hello, is that Monsieur Brown?

Trader
Oui. Yes.

Anna
This is Anna from Tip Top Trading. I was sorry to receive your message.

Trader
Yes, well, I thought we were doing good business and then another company called me and offered me a much better deal.

Anna
Yes, I understand. I’m sorry to hear you’re not happy with our price… but hopefully we can sort something out?

Trader
Oh yes?

Anna
You are a valued customer and your business is very important to us… and we would love to see our Imperial Lemons on display in the restaurants and shops of France.

Narrator
做的不错，还挺到位的。恭喜你，Anna!

Trader
So?

Anna
So, I’ve done some calculations and we can offer you a better price.

Trader
But Tutti Fruity can offer us a good price.

Anna
I’m sure they can but… we… we…

Narrator
Yes Anna?

Anna
At Tip Top Trading we pride ourselves on quality products and good value, and I think we can match Tutti Fruity’s price… In fact, I know we can beat it.

Trader
I see. That’s good to hear but…

Anna
We’ll give you an extra 10% discount – but obviously we would like you to make a bigger order.

Trader
Oh, a bigger order. I will have to have a think about this.

Anna
Yes, of course. But please let me know as soon as you can before someone else snaps up this offer. Merci. Au revoir.

Trader
Ah, merci, au revoir.

Narrator
干的好，安娜。我能看出来为什么她拿到了这份工作。不过她的销售策略能行得通吗？ 让我们来再复习一下安娜在解决棘手订单问题时用到的一些词汇和表达。

I’m sorry to hear you’re not happy with our price.
Tip Top Trading prides itself on quality products and good value for money.
You are a valued customer and your business is very important to us.
We can match the price of our competitors.

Denise
Well done, Anna. It looks like you may have saved that deal.

Paul
Saved the deal? Is there a problem?

Anna
Well, Tutti Fruity has tried to undercut our price, but I think I may have saved a deal we had with International Fruit Traders in France.

Denise
Yes, Anna offered a lower price for a bigger order and they’re having a think about it.

Paul
Crumbs. If the deal’s not complete I think you need to get out to France and seal the deal. I want you and Tom to fly out there as soon as possible and do some schmoozing.

Denise
Oh! You and Tom hey?

Narrator
好了，别说了 Denise! 这可变得越来越有意思了。This should be fun! 我们下次节目再见！

听力挑战 – 答案

Anna 给法国客户的数量折扣率是多少？

10%。                                                                               

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