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Dialogue 2

A: Mr. Brown, I¡¯m anxious to know about your offer.

B: Well, we¡¯ve been holding it for you, Mrs. Perless. Here it is. Five hundred cases of black tea, at 20 pounds per kilogram, C.I.F. Liverpool. Shipment will be in July.

A: That¡¯s a high price! It will be difficult for us to make any sales.

B: I¡¯m rather surprised to hear you say that, Mrs. Perless. You know the price of black tea has gone up since last year. Ours compares favorably with what you might get elsewhere.

A: I¡¯m afraid I can¡¯t agree with you there. India has just come into the market with a lower price.

B: Ah, but everybody in the tea trade knows that US¡¯s black tea is of top quality. Considering the quality, I should say the price is reasonable.

A: No doubt yours is of high quality, but still, there is keen compe- tition in the tea market. I understand some countries are actually lowering their prices.

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B: So far our commodities have stood the competition well. The very fact that other clients keep on buying speaks for itself. Few other teas can compare with ours either for flavor or color.

A: But I believe we¡¯ll have a hard time convincing our clients at your price.

B: To be frank with you, if it weren¡¯t for our good relations, we wouldn¡¯t consider making you a firm offer at this price.

A: All right. In order to get the business, I accept.

B: I¡¯m glad that we¡¯ve settled the price.

A: Now about the quantity. You said you could offer me only 500 cases, which I think is not enough. Last year we sold 700 cases, and I¡¯m sure I can do better this year. I hope you can offer me at least 800 cases.

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B: Because of the rapid growth of both our domestic and foreign markets, our production hasn¡¯t been able to go forward at an equal pace with the demand. 500 cases are the best I can offer you at present.

A: I see. But if I don¡¯t take care of the supply of my market, my customers will naturally turn somewhere else for their needs.

B: Sorry, I don¡¯t think we can offer you more than 500 cases this year. As a matter of fact, we have made a special effort to get

even these 500 cases for you.

A: All right. We¡¯ll take the 500 cases this time. But I do hope you can supply more next time.

B: We¡¯ll see if we can do better next year.

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