bbc english at work episode 32: the deal is off!
bbc白领工作英语第 32 集：订单取消了！ 商业谈判用语
narrator: 欢迎回到 tip top 贸易公司，好像情况进展不妙。anna 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！anna. 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？ 让我们再来复习一下 anna 在解决棘手订单问题时用到得一些词汇和表达… 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！
listening challenge 听力挑战:
anna 给了法国客户多少折扣？
答案：10%的折扣。