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Conversations

Dialogue 1

A: I¡¯ve come to hear about your offer for bristles.

B: We have the offer ready for you. Let me see ... here it is. 100 cases Houston Bristles, 57 mm, at 10 pounds sterling per kilogram, C.I.F

European Main Ports, for shipment in June 2001. The offer is valid for five days.

A: Why, your price has soared. It¡¯s almost 25% higher than last year¡¯s. It would be impossible for us to push any sales at such a price.

B: I¡¯m a little surprised to hear you say that. You know very well that markets for bristles have gone up a great deal in recent months. The price we offer compares favorably with quotations you can get elsewhere.

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A: I¡¯m afraid I can¡¯t agree with you there. I must point out your price is higher than some of the quotations we¡¯ve received from other sources.

B: But you must take the quality into consideration. Everyone in the trade knows that US¡¯s bristles are of superior quality to those from other countries.

A: I agree that yours are of better quality. But there¡¯s competition from synthetic products, too. You can¡¯t very well ignore that. Prices for synthetic bristles haven¡¯t changed much over the years.

B: There¡¯s practically no substitute for bristles for certain uses. That¡¯s why demand for natural bristles keeps rising in spite of cheaper synthetic ones. To be frank with you, if it were not for the long- standing relationship between us, we would hardly be willing to make you a firm offer at this price.

A: Well, we¡¯ll have a lot of difficulties in persuading our clients to buy at this price. But I¡¯ll have to try, I suppose.

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Dialogue 2

A: I believe you¡¯ve studied our proposal for fertilizers.

B: Yes, Mr. Smith. And we¡¯re very much interested.

A: It¡¯s almost twenty years since we first supplied you with our products in 1984. To our regret, for one reason or another, business between us has failed to develop. I hope we¡¯ll succeed in concluding some business this time.

B: As we¡¯ve repeatedly stated, US does business on the basis of equality, mutual benefit and exchange of needed goods. If these principles are adhered to, I¡¯m certain that mutually beneficial business will result.

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A: May we hear your comments on your products?

B: We find the quality of your samples well up to standard and suitable for our requirements. On the other hand, we¡¯re received offers for higher quality products. So business depends very much on your prices.

A: Taking everything into consideration, you¡¯ll find that our prices compare favorably with the quotations you can get elsewhere.

B: I¡¯m not sure of that. Before coming to the discussion of price, may I point out that we would like to have you quote us on a F. O.B. basis?

A: I don¡¯t quite understand. For bulk goods such as chemical fertilizers, it¡¯s the sellers who arrange the shipping space. It is more convenient for us, as well as for you.

B: Well, we prefer to have the US National Chartering Corporation take care of the shipping. It doesn¡¯t make a difference to you, does it?

A: Well, it does make a slight difference, but we¡¯ll do as you request.

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