Tom: I'm glad to have the chance to visit your corporation. I hope to conclude some substantial business with you.

Chen: It's great pleasure. Mr Tom, to have the opportunity of meeting you. I bilieve you have seen the exhibits in the show room. May I know what particular items you are intersted in?

Tom: I'm interested in your hardware, I have seen the exhibits and studied your catalogs. I think some of the items will find a ready market in Holland. Here is a list of my requirements. for which I'd like to have your lowest quotations, CIF Sydney.

Chen: Thank you for your inquiry. Would you tell us the quantity you require so as to enable us to work out the offers?

Tom: I'll do that. Meanwhile, would you give me an indication of price?

Chen: Here are our FOB price lists. All the prices in the lists are subject to our confirmation.

Tom: What about the commission: From European suppliers I usually get a 3 to 5 percent commission for my imports. It's the general practice.

Chen: As a rule we do not allow any commission. But if the order is large enough, we'll consider it.

Tom: You see, I do business on commission basis. A commission on your prices would make it easier for me to promote sales. Even a 2 or 3 percent would help.

Chen: We'll discuss this when you place your order with us.

汤姆：我感到很高兴能有机会拜访贵公司。希望能同你们做成几笔大生意。

陈：汤姆先生，有机会见到你很高兴。相信你已在样品间参观了展品，对哪几种产品感兴趣啊？

汤姆：我对你们的小五金有兴趣。看了展品和商品目录，我看有些东西在荷兰很好销。这是购货单，希望你们报成本加运费保险费到悉尼的最低价。

陈：多谢你们询价。为方便我们报价，告诉我们你所要的数量好吗？

汤姆：好的。同时，你可以给我一个估计价格吗？

陈：这是我们的装运港船上交货价的价格单，所有价格以我们最后确认为准。

汤姆：那佣金呢？从欧洲进口，我一般得到3%-5%的佣金。这是惯例。

陈：我们通常是不给佣金的。但是订货如果数量大，我们可以考虑。

汤姆：哦，我是靠佣金做生意的。在你们价格中收点佣金，有助于我的推销，哪怕2%或是3%也行。

陈：到你们订货时，再讨论这个问题吧。

难点解释：

FOB-- FOB是一个常用的缩写词， 意思指离岸价，如FOB 上海，指的是上海离岸价。FOB HONGKONG 指的是香港离岸价。

CIF--CIF是一个报价的商业惯用语，意思指包成本、保险、运费到某港口的到岸价。 CIF是 cost, insurance 和 freight 缩写。 如： CIF LONDON 伦敦到岸价/ CIF KLANG 马来西亚巴生港到岸价。

General Practice 意思是惯例， international general practice 是国际惯例。