BUSINESS LETTERS AND PRESENTING INFORMATION
DON BRADLEY We haven' t decided on a plan of action
yet. We must outline a strategy, but first let me
summarise what we' ve said so far. This is a critical
situation. We know that J. K. Toys are playing to win.
And we know that right now they have the edge. So,
let' s look at the down side. What are their advantages?
They have a larger market share; they have a cheaper
product; they have an earlier launch date, and we think
they have a larger advertising budget.
[decide on 决定…
a plan of action 行动计划
critical situation 严峻的形势
down side 劣势，不利条件
market share 市场分额
advertising budget 广告预算]
KATE McKENNA Their strategy is very clear: they want
our share of the market, both the European market and
the export market.
DON BRADLEY We cannot let them succeed. We have
to consider which of these factors we can influence.
Kate, any ideas?
any ideas 有什么主意]
KATE McKENNA There are two immediate things we can
do: we can increase our advertising budget and bring
forward the launch date.
[bring forward 提前]
DON BRADLEY Derek, is that feasible?
DEREK JONES I don't think so.
CLIVE HARRIS I' ve got some news for you all.
DON BRADLEY Okay, just a second. I' 11 switch on the
speaker. Okay, Clive, go ahead.
[switch on the speaker 打开扬声器]
CLIVE HARRIS I' ve got some useful information from
Peter Day: first of all, I think they' re moving too fast.
They haven't done their sums.
DEREK JONES Clive, this is Derek. Do you know how
large their production run' s going to be?
[production run 产品产量]
CLIVE HARRIS It' s going to be around 300, 000 units.
DEREK JONES That's about what we hoped more than
450, 000 and we' ve got problems.
KATE McKENNA This is Kate. I' ve got a question.
CLIVE HARRIS Go ahead, Kate.
KATE McKANNA Were you able to find out anything
about their overseas marketing strategy?
[overseas marketing strategy 海外市场战略]
CLIVE HARRIS Well, I' 11 tell you this, Kate: they
won't crack the American market- we' re a few steps
ahead of them there, and I want you to exploit that
advantage -you need to get out there fast. Look I'll
ring off now. I'll get back to the office as soon as I
DON BRADLEY The most important thing now is to let
all of the sales force know about this change in our
game plan. Jenny, we need to write them at once. We
need to give them some of the background to this -
about what J. K. Toys are planning, and about our new
marketing strategy - that' s 1. the launch date 2. the
price cut. And 3. the increased advertising budget.
[sales force 销售部队
price cut 降价]
KATE McKENNA We need to make it clear that "Big
Boss" is an absolute priority.
[an absolute priority 绝对优先]
DON BRADLEY Jenny, could you make a draft of that
and we'll get it out as soon as possible. Edward -
you' ve been very quiet -what else can we do in
EDWARD GREEN We must get into Smith's catalogue
- he's chosen "Dealer Dan" and he's decided not to
include "Big Boss".
KATE McKENNA I don't think he'll change his mind
CLIVE HARRIS I' 11 deal with Mr. Smith - I' 11 write to
him straight after the meeting and let you have a copy.
[deal with 联系，处理，解决]
CLIVE HARRIS Jenny, I' d like to dictate a letter which
needs to be faxed as soon as possible to Mr. Smith.
JENNY ROSS Right, I' m ready.
CLIVE HARRIS Dear Mr. Smith ... I have learned that
you have decided to select Dealer Dan for your
catalogue, instead of Big Boss. I understand that your
reasons for rejecting "Big Boss" are as follows: 1. That
the unit cost will be 30% higher than the rival
product. 2. That the launch date of Big Boss will be
three weeks later. 3. That J. K. Toys, the manufacturer,
will mount an extensive advertising campaign to coincide
with the launch date of the product and the mailing date
of your catalogue. I would like you to reconsider your
decision in the light of the following:
1. Bibury Systems have rescheduled the launch date of
Big Boss to January 15th -one week before the planned
launch of Dealer Dan. 2. Because of the market profile
of' your catalogue, we have decided to offer you an extra
2. 5% commission on sales through the catalogue in
exchange for exclusivity. 3. In addition, Bibury Systems
are prepared to offer your customers a discount of 15%
on the recommended retail price. I am sure that this
new information will encourage you to reconsider your
decision and include "Big Boss" in your Spring
Edition. I look forward to receiving your thoughts on
this matter. Yours sincerely, Clive Harris MD Bibury
[reasons for… 对…的原因
coincide with 一致，相符
in the light of 根据，按照
market profile 市场形象
TRAVELLING ON BUSINESS
CLIVE HARRIS We have direct competition from
J. K. Toys. We have to make sure that the sales and
marketing campaign for Big Boss is the best we have
ever done. So we are going to have to make an extra
effort. We have brought the launch date forward to
January 15th. It will be very tight, but I am sure that
we can make this deadline. Do you agree? So, let's
just outline what we are going to do. Kate, I think you
should get the sales people in the States together as
soon as possible.
[direct competition 直接的竞争
the sales and marketing campaign 销售和营销的竞争
sales people 销售人员]
KATE McKENNA Okay, I'll be on the first available
[I'll be on the first available flight. 我会坐最早的班机]
CLIVE HARRIS You ought to make sure that they
understand how important this Big Boss project is.
KATE McKENNA Should I talk to our UK agents as
[UK agent 英国的代理]
CLIVE HARRIS No, I think you ought to leave that to
KATE McKENNA Okay.
CLIVE HARRIS Derek, I think you should visit the
component suppliers that Don saw last week. Confirm
that they can meet these new deadlines. It's essential
that they deliver on time, on spec and on price.
[component suppliers 零件供应尚
It's essential that 重要的是…
Spec=specification 规格/specimen 样品]
DEREK JONES Okay.
CLIVE HARRIS Don, what are your plans?
DON BRADLEY I have arranged to go to see some of
our overseas franchise holders next week.
[franchise holders 经销权所有人]
CLIVE HARRIS What countries are you going to?
DON BRADLEY I'm going to Italy, Egypt and Germany.
CLIVE HARRIS I don't think you should go, Don. I
think you ought to stay at head office. It's essential
that you co-ordinate the new launch strategy.
DON BRADLEY Okay. I don't want to cancel those
meetings. Could I send Edward?
CLIVE HARRIS Do you think he' s ready for that?
DON BRADLEY Edward is very' capable and I think a
little international business travel will broaden his
[broaden his horizons 增长见识
CLIVE HARRIS Yes, certainly. Send Edward, but you
ought to brief him very carefully.
DON BRADLEY Sure.
CLIVE HARRIS Good. I'll talk to the Bank. I'll try to
reschedule the loan. It won't be easy.
DON BRADLEY Geraldine, have you seen Edward?
GERALDINE He was here a second ago.
DON BRADLEY Thanks. Jenny, I am not going to be
able to make the meeting with the franchise holders
JENNY ROSS Oh, I have just finished typing up your
[typing up 打完了]
DON BRADLEY Sorry. Ah, Edward, are you interested
in a little foreign travel?
EDWARD GREEN Yes. Very.
DON BRADLEY How would you like to go to Italy on
EDWARD GREEN That would be very nice.
DON BRADLEY Good. And Egypt on Thursday?
EDWARD GREEN Oh yes!
DON BRADLEY And then back via Frankfurt.
EDWARD GREEN How much cash do you think I should
DON BRADLEY Ah, you don't have a corporate charge
card. Cash is going to be a bit of a problem. We' 11
give you an advance against expenses.
[charge card 花费卡
EDWARD GREEN Should I entertain any of the clients?
DON BRADLEY I' 11 give you a full briefing before you
go. But yes, I don' t see why not. You should buy
Mr. Lang in Germany a meal. We owe him hospitality.
In fact, he always pays for everything.
JENNY ROSS When you get to Italy, Mr. Barbetti, the
Assistant Sales Manager, will meet your flight. He' 11
be at arrivals at Milan airport.
EDWARD GREEN How will I know who Mr. Barbetti
JENNY ROSS I' 11 make sure he's carrying a Bibnry
DON BRADLEY Don't spend too much on room service.
And get a receipt for everything.
HOTEL RECEPTIONIST How may I help you?
KATE McKENNA I'd like to send a fax to London,
HOTEL RECEPTIONIST Of course. If you could fill
out this form and give it back to me, we' 11 send it off
[fill out this form 填表
straight away 立刻]
KATE McKENNA And could I buy a street map of
HOTEL RECEPTIONIST Please have it with our
compliments. Have a nice day.
KATE McKENNA Thank you.
AIRPORT ANNOUNCER ' S VOICE
Passenger Clark please contact information desk.
information desk 信息台，服务中心]
CHECK-IN STEWARD Thank you. Have a good flight.
Could I have your ticket and passport, please?
Good afternoon, Mr. Green. Smoking or non-smoking?
EDWARD GREEN Non-smoking, please.
CHECK-IN STEWARD Would you like a window or
EDWARD GREEN A window seat, please.
CHECK-IN STEWARD And do you have any luggage?
EDWARD GREEN Just one suitcase and one piece of
CHECK-IN STEWARD Put it on the scales, please.
That' s fine Mr. Green. Here' s your boarding card.
Boarding at gate 3 in about half an hour. The duty free
lounge is through passport control and turn left.
boarding card 登机牌
duty free lounge 免税商店
passport control 护照检查]
EDWARD GREEN Thank you.
KATE McKENNA Hello. Are there any messages for
me? I'm in room 1637.
HOTEL RECEPTIONIST Yes, Ms. McKenna, there is
a fax here and a telephone message.
KATE McKENNA Thank you ... Oh and I wonder if you
could help me. A colleague of mine wants to meet me
at this restaurant. Could you tell me the best way of
HOTEL RECEPTIONIST Well, it' s a five minute walk
or you can get a cab. Would you like us to call a cab
KATE McKENNA That' s very kind of you, but I would
like to walk. Could you tell me where I am on this
HOTEL RECEPTIONIST Right. We are here. The
,restaurant is there. So you take a right outside the
hotel, here, and it' s a couple of blocks down. The
entrance is just off the side-walk.
KATE McKENNA Thank you.
JENNY ROSS Edward, did you have a good journey?
EDWARD GREEN Excellent. I brought you back a little
JENNY ROSS Edward! Thank you and how was your
meeting with Mr. Lang in Frankfurt?
EDWARD GREEN Very successful, I think.
JENNY ROSS Did you go for a meal?
EDWARD GREEN A very good meal. We had ...
JENNY ROSS And who paid for it?
EDWARD GREEN I did. Or rather Bibury Systems did.
JENNY ROSS How did you manage that?
EDWARD GREEN Just before the bill came, I asked to
be excused and then I paid the waiter.
KATE McKENNA I'd like to check out, please.
HOTEL RECEPTIONIST Certainly madam. Have you
taken anything from the Minibar this morning?
KATE McKENNA No. There are two bags in my room.
HOTEL RECEPTIONIST I' 11 just call the bell captain.
Here is your final account.
Is something wrong?
[the bell captain 服务员总管]
KATE McKENNA No. I' m just not certain what this
item refers to.
refer to 所指]]
HOTEL RECEPTIONIST Ah ... let me check ...
That' s a deposit against the use of the conference
facilities on Thursday.
KATE McKENNA Oh, I see.
Could I have a separate receipt for that please?
[separate receipt 单独的收据]
HOTEL RECEPTIONIST Of course, madam. I' 11 just
print one out for you.
KATE McKENNA And can I just double check that I' m
booked in here for two nights, starting Wednesday.
HOTEL RECEPTIONIST That's right Ms. McKenna.
We look forward to seeing you again on Wednesday
PRESENTING A NEW PRODUCT
KATE McKENNA Ladies and gentlemen, thank you very
much for coming this afternoon. In the next hour or so
I'm going to introduce you to a completely new concept
in toy manufacture. I shall begin by talking about the
market research which led to the development of this
product. Then I shall explain the technical develop-
ments, the production and our marketing strategy.
Finally I shall outline our recommendations as to how
you can make this product a success in your territory.
By the end of the hour you will be able to see why
Bibury Systems are so committed to this new venture
and why we are so confident that we can capture the
American market. So let's begin with the
background . ..
[or so 大约
begin by 以…开始
market research 市场研究
By the end of the hour 最后的时候
so committed to 对…如此的投入
JENNY ROSS Can I speak to Phil Watson please?...
This is Jenny from Bibury Systems.
PHIL WATSON Hello, Phil Watson.
JENNY ROSS Phil, this is Jenny from the marketing
department of Bibury Systems.
PHIL WATSON Hi, Jenny. How's life?
[How's life? 生活过的怎么样]
JENNY ROSS Complicated. I' ye been leaving urgent
messages for you for the last few days, but you
obviously haven't seen them. I am afraid it looks like
our competitors, J.K. Toys, have got something that is
very similar to Big Boss.
PHIL WATSON Oh no. How similar?
JENNY ROSS It' s bad news. J. K. Toys are launching
their product in six weeks' time, so we have decided
to bring forward our launch date again. Can you bring
over your designs so Don can see them?
[bring over 带过来]
PHIL WATSON They' re not finished yet, but I' 11 bring
everything I have . ..
KATE McKENNA ... So to sum up, everything
indicated that the market was ready for a hi-tech
product, a product that would appeal to both parents
and children, a product that lets the user decide the
character of the toy. Ladies and gentlemen let me
introduce a break-through in toy technology. Ladies and
gentlemen, I give you 'Big Boss'
[sum up 总结
appeal to 适合
BIG BOSS My name is 'Big Boss' . In six months'
time everyone here in the United States of America will
be talking about 'Big Boss' and you, my friends, can
take a share in my incredible success.
CLIVE HARRIS Derek, I' ve got fifteen minutes. That'
all. I have a meeting with the accountant.
DEREK JONES I would just like you to take a look. It
won' t take long. It' s a development of Big Boss. It' s
Big Boss Mark 2.
CLIVE HARRIS It looks a bit like Big Boss.
[It looks a bit like 它看起来很像…]
DEREK JONES But it has emotions. It can cry. It can
laugh. Not just make the noise. Every doll on the
market can do that. No, Mark 2 can actually make the
movements. And the gestures. It is programmed to look
happy, sad, angry or tired at the touch of a button ...
or even by voice control.
CLIVE HARRIS Derek, I can see you' ve done a lot of
work on this. It does look ingenious. How long has it
DEREK JONES Months. I think it's a real break-
CLIVE HARRIS How difficult will it be to manufacture?
DEREK JONES We have new materials here. Have you
seen the new treated plastics? They are very flexible.
They arc much more adaptable than the Big Boss
material. And we have the technology. Take a look at
these basic designs. I'll show you what I mean.
[treated plastic 经过处理的塑料
CLIVE HARRIS It will cost a fortune to develop. It will
cost three times as much as Big Boss.
DEREK JONES Not that much. It is an expensive
product. But Big Boss is selling upmarket.
CLIVE HARRIS Let's see what Don and Kate say, but I
think it will cost too much.
KATE McKENNA . .. To conclude the presentation we
have seen that Big Boss can succeed in the American
market. We have a product that can give the user more
than anything else on the market. There is nothing that
can touch it. Our competitors cannot deliver the tech-
nology. They cannot match our price and they can't
compete with our television campaign. 'Big Boss' is
going to be coast to coast at peak hours every day in
the new year. And how much are we spending on this
campaign? Well, let's have a look at the individual
deliver the technology 提供技术
coast to coast 从东海岸到西海岸，全美
peak hours 高峰时刻，黄金档
PHIL WATSON This is the wording, which I agreed with
DON BRADLEY Fine. It' s very clear. And I think these
colours work very well.
PHIL WATSON We'll have three different photographs
of the Boss on the display.
DON BRADLEY Yes, I like these two stills but I'm not
sure about that one.
PHIL WATSON There are plenty of options. Have a look
at these contact sheets.
DON BRADLEY How soon will this be camera-ready?
[How soon 多久…]
PHIL WATSON By next Tuesday.
DON BRADLEY. I really need this for tomorrow.
PHIL WATSON Tomorrow! That's difficult.
DON BRADLEY How difficult?
[How difficult? 有多难啊？]
PHIL WATSON It'll be ready for tomorrow.
KATE McKENNA Ladies and gentlemen, thank you for
your attention. But ... I would just like to say a few
more words ... I promise to keep it brief. I know that
one or two of you have to leave now, but for those who
can stay, it' s time to relax. We have prepared some
refreshments so that you can talk informally about how
we can work together to make Big Boss a success. The
table that' s over there has plenty of food on it! And I
hope to be able to speak to all of you before you leave.
And once again, thank you very much for coming.
keep it brief 使之很短
CLIVE HARRIS Don, what are your plans for this
DON BRADLEY Nothing special. Why?
[Nothing special 没什么特别的]
CLIVE HARRIS Sakai is back in London for a week
before flying home. He still hasn't decided which
company he wants to deal with. He is interested in
Dealer Dan. We will have to work hard. We have to
close this deal. He may be free this weekend and a
friend of Sakai' s told me he' s a keen golfer. Will you
be able to offer him a game?
[close this deal 完成交易
keen golfer 高尔夫球迷
DON BRADLEY Yes, I could call him at his hotel.
KATE McKENNA Yes . . . we know how important the
American market is. In fact our Chief Executive
appointed an American as Director of Marketing and
Sales. Well, you know Don Bradley ... he's born and
bred in Los Angeles.
[Chief Executive 总裁
bred breed的过去分词， 生长]
DON BRADLEY Ah, Mr. Sakai, this is Don Bradley
from Bibury Systems.
MR. SAKAI Ah, yes, hello Don.
DON BRADLEY How' s your trip going?
[How' s your trip going? 你的旅行怎么样？]
MR. SAKAI Very well, thank you. Hard work, but very
[Hard work 辛苦的工作]
DON BRADLEY I hear you play golf?
MR. SAKAI That's right. I do.
DON BRADLEY I'm a member of a very good club
that' s not far from your hotel. Would you care for a
[care for 喜欢
MR. SAKAI Thank you very much, but I have just
arranged to visit some tourist sites tomorrow.
DON BRADLEY Then how about on Sunday?
MR. SAKAI Yes. That's fine.
DON BRADLEY Can I offer you a lift? I' 11 come to
collect you at your hotel at 10.30.
MR. SAKAI That' s very nice of you.
DON BRADLEY Let's meet in the hotel lobby.
[hotel lobby 酒店大厅]
MR. SAKAI Fine.
KATE McKENNA Would you excuse me? I must just
have a quick word with George before he goes. George,
thank you very much for coming. I hope you think it
was worth it.
[have a quick word with 和某人要很快的谈一下]
US SALES AGENT Kate, it has been a great presen-
tation and a great evening.
KATE McKENNA Well, please stay in touch and let me
know how the campaign goes.
[stay in touch 保持联系]
MR. SAKAI How often do you manage to play golf?
DON BRADLEY I like to play twice a week but neither
Clive nor I have been able to play in the last three
weeks because we' ve been too busy.
MR. SAKAI If I could just touch on business for a
second . . .
[touch on 涉及到]
DON BRADLEY Please do.
MR. SAKAI Let me be open. A rival of Bibury Systems
is not only marketing a similar product but is also
launching it around the same time.
DON BRADLEY Have you seen the rival product?
MR. SAKAI Yes, I have seen Dealer Dan.
DON BRADLEY Which product would you prefer?
MR. SAKAI Personally I like the Boss better.
MR. SAKAI Why did you come to the UK?
DON BRADLEY My wife is English. We lived in
America for a while, but she prefers living near her
MR. SAKAI How did you meet your wife?
DON BRADLEY After university I came to Europe to
have a short holiday. At least that was the plan.
Within six months I was both married and working for
Bibury Systems. And I' m still here.
MR. SAKAI You must like living in the UK, then?
DON BRADLEY At first I thought I would never get used
to the weather, but there are lots of good things. I love
the countryside and I really enjoy going to the theatre.
[get used to 习惯，适应
MR. SAKAI Ah, you like the theatre.
DON BRADLEY I love the theatre!
MR. SAKAI That's good. I was planning to go to the
theatre to see 'Twelfth Night'. Do you have any plans
for tomorrow evening?
['Twelfth Night'. 十二夜]
DON BRADLEY No, not really.
MR. SAKAI If you can spare the time perhaps you and
your wife would care to join me.
DON BRADLEY Well, I'll have to check with her, but
it sounds like a wonderful idea. And after the play you
must let us buy you dinner in return.
[in return 回报]
MR. SAKAI See you tomorrow, Don.
DON BRADLEY Bye-bye.
MR. SAKAI First of all I would like to thank you for
your hospitality, your excellent presentations and your
patience. I'm afraid it has taken me a long time to
decide on a European partner, but I am sure you will
understand that it is a very important decision for
Detmore Systems. I have looked at all the options, I
have talked to my staff in Tokyo and we have decided
on Big Boss.
Ten minutes ago Clive and I shook hands on a
provisional agreement. There is still a lot of negotiating
to do, of course, but I am looking forward to successful
partnership with your company and I am sure we' 11 get
to know each other very well over the next few months.
provisional agreement 临时协议
COMPLAINING ABOUT PRODUCTS AND SERVICES
MR. SAKAI I' m sorry to have to say this, Clive, but we
have got a problem.
CLIVE HARRIS Hasn't the consignment arrived yet? We
sent them off on ...
MR. SAKAI No, Clive, you misunderstand me, the
consignment arrived two days ago. Right on schedule.
No, the problem is with the product itself.
[on schedule 按时间表]
CLIVE HARRIS What is it?
MR. SAKAI Last night I had a phone call from one of my
warehouse managers. He was very excited with the new
product. He was certain that his son would love one.
So he took one home, opened it up and switched it on,
and heard this ...
switch on 打开开关]
CLIVE HARRIS Do you have any idea how many units
MR. SAKAI We spent the day checking the whole
consignment. Unfortunately it looks like batch numbers
993 and 994 all have the same problem. Everything
else seems fine. But it was a long job. My staff had to
check every toy.
CLIVE HARRIS Kazo, I will get this sorted out imme-
[sort out 解决]
MR. SAKAI Clive, it is essential that we have these on
the shelves by the end of this week.
[on the shelves 上架]
CLIVE HARRIS I am sending Derek Jones over on the
first flight. And I shall send Don to the suppliers to
make sure it won't happen again.
[send over 派…
DON BRADLEY There are two hundred faulty circuit
boards. Our product for the far Eastern launch is
defective. This will damage our reputation in the market
place and it's very embarrassing for us. I want to know
what you' re going to do to remedy the situation.
circuit board 线路板
MR. CLAYTON Mr. Bradley, we have tracked down the
problem. We can guarantee that it won't happen again.
There was a localised problem in quality control which
we have isolated and rectified. We now have a new
Quality Assurance programme.
[track down 查明
quality control 质量控制
Quality Assurance programme 质量保证系统]
DON BRADLEY That' s all very well but you have failed
to meet the terms of the contract. I am afraid we have
no option. We will have to terminate the contract and
find a new supplier.
the terms of the contract 合同条款
MR. CLAYTON Mr. Bradley, I understand your concern
and recognise that it's a very unsatisfactory situation,
but may I point out it was just two batches that were
defective . ..
DON BRADLEY It may have been just two batches but
we now have two hundred defective products on the
market with the Bibury name on them.
MR. CLAYTON Mr. Bradley, we appreciate that the
situation has damaged your reputation. And we are very
sorry. But we also have a good reputation. And that
reputation is built upon reliability and good relation-
ships with our customers. We supply many leading
companies and we are very embarrassed by this
incident. I must assure you that it won't happen again.
[be built upon 建立在
leading company 顶级公司
DON BRADLEY How can I be certain that it won't
JENNY ROSS Hello, this is Bibury Systems. The fax
machine that we hired from you has broken down. The
paper keeps jamming. It hash' t worked properly since
you installed it. We would like someone to come and
fix it now.
Look, I spoke to someone three hours ago. They said
an engineer would come before lunchtime.
But in the service agreement it says that you will send
someone within twenty-four hours.
We need it fixed today. Well, if you can't get it
repaired today then we will have to cancel our rental
[broken down 坏了
service agreement 服务条款
rental agreement 租赁协议]
KATE McKENNA Hello!
JENNY ROSS Welcome back. I hear the American
launch was a great success.
KATE McKENNA ! think we' ve cracked it. Orders for
Big Boss are right on target. And I had a wonderful
holiday. For a few weeks I managed to stop thinking
about Big Boss. So how have things been here? Is this
JENNY ROSS No. This is yours. You haven't heard the
KATE McKENNA What's happened?
JENNY ROSS There's a problem with the circuitry on
some of the units that went to Japan last week.
KATE McKENNA What!!
JENNY ROSS Derek flew to Tokyo to look at the
KATE McKENNA So it' s serious.
JENNY ROSS Yes. And Don's gone to the component
supplier to find out how it happened. We think we
have tracked the problem down to just two batches,
KATE McKENNA I don' t believe this. Where' s Clive?
JENNY ROSS He's in a meeting.
KATE McKENNA Jenny, I need to talk to him as soon
as possible. I' ve negotiated sales of over 80, 000 units
to the States ...
many moving parts,
DEREK JONES So does a car, but that seems to sell.
KATE McKENNA That's not the point. The more
moving parts you have the more likely something will g
DEREK JONES I don't agree.
DON BRADLEY Let' s just hold on a second and think
about this. Derek, you like the concept and think it
will sell; Kate, you can't see a market for it.
KATE McKENNA I can't see where it fits in our
DON BRADLEY I'm inclined to agree with Kate. This
is much more expensive than anything else we market.
KATE McKENNA Although it's a wonderful idea, we
just won't be able to sell it. You must see that
DEREK JONES Well not really ...
DON BRADLEY Edward, what do you think?
EDWARD GREEN Can I just check something here
Derek? Are you saying that there is a plastic thin
enough and flexible enough to make this realistic?
DEREK JONES Exactly.
EDWARD GREEN That's brilliant. On paper, I think
it's the most remarkable thing I've seen.
DON BRADLEY Well, maybe Edward has something.
Maybe we ought to have a closer look.
DANNY McNEIL I don't know what's happened to your
boss. He knows I never start my meetings late. Do you
want to wait here for Don or would you rather look
EDWARD GREEN If it' s alight with you, I' d like to
DANNY McNEIL Good choice.
DANNY McNEIL Of course, I have two or three
meetings a day with sales people like you.
EDWARD GREEN It' s very good of you to see me.
DANNY McNEIL I always talk to my suppliers
myself- it' s the best way of working. And I always
prefer to bring them down here - they get a better idea
of our operation. They must understand how we work.
Our success is based upon a certain fornmla. Whereas
most supermarkets target individual territories, our
products are pan-European. We always buy in the
products with the best sales performance - products
with a proven track record. We look for the biggest
discounts, and we usually get them.
DANNY McNEIL McNeil.
DON BRADLEY Danny, it's Don Bradley here.
DANNY McNEIL Good Morning, Don. I thought I was
meeting you here.
DON BRADLEY I'm sorry Danny. That was the plan,
but I' m going to be late. This meeting is taking longer
DANNY McNEIL Oh. When can you get here?
DON BRADLEY I' 11 be there as soon as I can. Is
Edward with you ?
DANNY McNEIL He is.
DON BRADLEY Could you start the meeting without me
Edward knows the situation.
Oh, and ean I have a quick word with him?
DANNY McNEIL I' 11 pass the phone to him.
DANNY McNEIL Okay. It' s for you - it' s Don Bradley,
he's got a problem.
EDWARD GREEN Oh, thanks.
DANNY McNEIL Would you like a word in private?
EDWARD GREEN If you don' t mind.
DON BRADLEY Sorry Edward. I' m stuck in a meeting
here. You' 11 have to deal with McNeil by yourself.
EDWARD GREEN Oh.
DON BRADLEY Can you talk?
EDWARD GREEN Yes, he's stepped away for a few
minutes. Do you really want me to negotiate? Wouldn't
you rather postpone the meeting?
DON BRADLEY How do you feel about it ?
EDWARD GREEN I'm happy to go ahead, I think.
DON BRADLEY You don't sound sure.
EDWARD GREEN I'm not.
DON BRADLEY Look: we' ve talked about this
negotiation. You know the game plan. Do your best . ..
I' ll be there as soon as I can.
EDWARD GREEN Okay Don. I' 11 do what I can. See
DANNY McNEIL Okay?
EDWARD GREEN Yes, thanks.
DANNY McNEIL So Don can't make it, Oh well, right,
what was I saying? Oh yes: discounts.
EDWARD GREEN We're certainly happy to talk about
DANNY McNEIL You see this?
EDWARD GREEN Yes.
DANNY McNEIL How many of these do you think we' ve
sold in Europe in the last month?
EDWARD GREEN 1,800 - 2, 000.
DANNY McNEIL We sell more than that weekly.
EDWARD GREEN How much do you sell it for?
DANNY McNEIL This retails in France for 130 FF -we
sell it much cheaper- 90FF.
EDWARD GREEN That's very impressive.
DANNY McNEIL I work on higher volumes and I have to
move products faster than any other retailer. That
means I operate on smaller margins. And, I repeat, I
expect the largest discounts in the industry. But over
here - here' s a product that failed. We made a mistake
with this one - of course, I didn't select this one
myself. Right you've seen how our operation works.
You know what I'm after. Let's get down to business.
Would you prefer to talk here or in my office?
EDWARD GREEN The office is fine.
DANNY McNEIL Before we begin, are you sure that you
are in a position to conduct this negotiation?
EDWARD GREEN Yes, I have the authority to negotiate
DANNY McNEIL Right. Let's get down to business.
EDWARD GREEN Which of our product lines are you
particularly interested in Mr. McNeil?
DANNY McNEIL I could be interested in these ones that
I have outlined here. But I want to hear what you say
EDWARD GREEN Let's talk specifically about Big
DANNY McNEIL Let's be clear about one thing. I hope
you realise that we must have a much larger discount
than what's on the table now.
EDWARD GREEN I think the discount problem can be
resolved but you need to be more precise about
DANNY McNEIL Fair enough. What kind of discount
are you offering on ten thousand units?
EDWARD GREEN On ten thousand units, Mr. McNeil,
I can offer a discount of thirty percent. But I can' t
DANNY McNEIL 30 per cent!
EDWARD GREEN Just let me finish, 30 percent, but
with a guarantee of delivery within two months.
DANNY McNEIL Delivery must be within two months or
I'm not interested. I'm offering you the chance to
make a very large sale and you are turning it down
because we' re...
[turn down 拒绝]
EDWARD GREEN Can I just come in here Mr. McNeil?
I haven't turned anything down. I haven't said "no".
I am just saying that on ten thousand units our discount
terms are thirty percent.
DANNY McNEIL But ...
EDWARD GREEN Please let me finish. Now if you
commit to buy twenty thousand units then I could
consider a larger discount.
DANNY McNEIL How much larger?
EDWARD GREEN If you commit to twenty thousand
units then I can offer a thirty-five percent discount.
DANNY McNEIL Thirty, thirty five percent. I' m getting
tired of this. You are playing games. I am looking for
a large discount, and I hope that you' re going to offer
[get tired of 厌倦了]
EDWARD GREEN If you want a big discount then you
must make the order a big one.
Let' s talk about unit price rather than discount. Our
standard unit price to the wholesaler is 23.5.
[standard unit 标准件
DANNY McNEIL And I' m not interested in 23.5.
EDWARD GREEN Yes, I know that Mr. McNeil. If you
buy 40, 000 units, then I can offer a unit price of
19.5. What will your mark-up be on the Boss, 3,
DANNY McNEIL About that.
EDWARD GREEN With those figures you' re going to be
DANNY McNEIL 19.5 unit price?
EDWARD GREEN If you buy 40, 000 units; that
represents a discount of ...
DANNY McNEIL I have a calculator, too. I can see
what the discount is. Offer me a unit price of 19.5 on
25,000 units and we can do business.
EDWARD GREEN I can't do that. I'm sorry.
DANNY McNEIL Let's break for a few minute. I've got
a few things I have to see to. I' 11 be a couple of
minutes. Would you like a cup of coffee?
[Let's break 休息一下]
EDWARD GREEN Yes, please.
DANNY McNEIL Help yourself to the phone if you
want to make a call.
DON BRADLEY Don Bradley.
EDWARD GREEN Hi, Don. How's the meeting?
DON BRADLEY It' s just finished. I' m on my way over.
How's your meeting?
EDWARD GREEN He's definitely interested. We're
having a break.
DON BRADLEY What' s the situation?
EDWARD GREEN It's becoming difficult, we' re stuck
on the size of the order for Big Boss. He wants a unit
price of 19.5 on an order of 25,000.
[be stuck on 陷于…]
DON BRADLEY That sounds good to me.
EDWARD GREEN I think we can push him further.
DON BRADLEY Do you think so?
EDWARD GREEN I think so ... I hope so.
DON BRADLEY Be careful. He's a clever man. I've
dealt with McNeil before. When he starts banging on
the table, that's as far as you can go with him. Good
EDWARD GREEN Thanks. So let's clarify the position
so far. As far as Big Boss is concerned we have agreed
on a unit price of 20 for 30, 000, and I can' t go below
that price for an order of this size. Now let' s look at
terms of payment.
terms of payment 支付条件]
DANNY McNEIL Ninety days.
EDWARD GREEN I' m sorry Mr. McNeil, but that's
completely unacceptable. Our standard policy on
discounts of over thirty percent is payment within thirty
days of delivery.
DANNY McNEIL This is not a standard situation. I am
making a very large order . . .
EDWARD GREEN Can I just come in here, Mr.
McNeil? I know you' re making a large order but you
are also getting an excellent product at a very large
DANNY McNEIL I can' t believe that this is your final
EDWARD GREEN If you order 35,000 then I can
authorise payment in 90 days.
DANNY McNEIL We have already decided on quantity.
This is my last offer. 30, 000 at 60 days payment.
Take it or leave it.
[Take it or leave it 要还是不要]
EDWARD GREEN I think that offer will be acceptable.
So all we have to do now is finalise the delivery
DANNY McNEIL Well, let's discuss the details
DANNY McNEIL Come in ! Don, how are you?
DON BRADLEY Hello, Danny, Edward. I' m sorry I'm
DANNY McNEIL You are late. I'd rather do business
with you than this young man. What have you been
DON BRADLEY Oh, we don't feed him. We like to
keep our staff hungry.
DON BRADLEY I'd like you to look at those figures:
As you can see, the maximum retail price for the Mark
2 must be 60. That means, that to keep our margins,
our production costs must be no more than 14 per unit.
[the maximum retail price 最高零售价
DEREK JONES I' d rather have a retail price of 75. I
don' t believe that the Mark 2 can be produced for less
than 18 per unit.
DON BRADLEY That retail price is not a realistic
option, Derek. We've done the research.
DEREK JONES But it' s not just a toy. This is a genuine
DON Derek ...
DEREK JONES Let me finish -this is a genuine
breakthrough and the market will be prepared to pay a
premium price for something that is so advanced.
DON BRADLEY Derek, let me ...
DEREK JONES Just a minute. There is nothing like this
on the market, we have to take a chance with it.
CLIVE HARRIS Derek, I don't like arguing with you,
but I have to agree with Don. I'm sorry, we can't
take the risk. I say we retail at 60 and produce at 14.
take the risk 冒险]
DEREK JONES No manufacturer will be able to produce
the Mark 2 for 14 per unit and maintain the quality.
CLIVE HARRIS I would rather not decide anything now.
DEREK JONES I would like to show it to Hazelford
Systems. They might be able to produce it for 15 or
KATE McKENNA Jenny, could you do something about
this fax machine? Phone the company, cancel the
rental agreement and get the best deal you can from
another firm. I' m sick of this.
[I' m sick of this 我对此厌烦了]
JENNY ROSS Hello. This is Jenny Ross of Bibury
Systems. We hired a fax machine from you and I would
like to cancel our rental agreement.
No, I' m sorry. I would rather just cancel the
agreement . . .
No, we did ask you to send someone yesterday and it
still isn't working properly.
I' m sorry, but I have to say no.
Yes, if you could send someone to collect it tomorrow
DANNY McNEIL Now let's turn to the Big Boss. What
is the soonest you can deliver?
EDWARD GREEN You can have the first five thousand
units before the end of the month.
DANNY McNEIL I want ten thousand by the end of the
EDWARD GREEN Well, Mr. McNeil, that will be
difficult, but as you have been so understanding over
the question of price, I think we can arrange that.
DANNY McNEIL What about the balance of the order?
[balance of the order 订单的余额]
EDWARD GREEN We can deliver that in three
consignments over the following three months.
DANNY McNEIL I' d rather have everything delivered by
the end of May.
EDWARD GREEN I can't promise to do that, but I
shall do my best.
MS WONG First of all, let me welcome all the
representatives of Bibury Systems. I' d like to say that
we at Hazelford Systems are delighted that you are
considering us as a future supplier. Perhaps I could
begin by checking that everyone has a copy of the
agenda? And I' d like to add one extra item, if I
may ... could we discuss the question of exchange
procedures after item four, which looks at general
So let's make a start. Mr. Jones, would you like to
outline your position on the first item on the agenda:
technological specifications 技术规格]
DEREK JONES Thank you. I think that we need to
consider a couple of options when we look at this
FAX REP So that's fine. You can sign the contract when
we deliver the machine.
JENNY ROSS How soon can we expect delivery?
FAX REP Well, would next Tuesday be convenient?
JENNY ROSS No, we really need it today.
FAX REP I' m afraid that's just not possible.
JENNY ROSS Well, what is the earliest you can deliver?
FAX REP We can't do it before Friday afternoon.
JENNY ROSS Well, I' m afraid we really need the
machine by tomorrow at the latest or I' m going to have
to look elsewhere.
FAX REP Okay, I' 11 see what I can do.
JENNY ROSS I' in sorry but that just isn't good enough.
I must have a guarantee of delivery by tomorrow.
FAX REP I' 11 need to speak to my boss. Can I call you
back in ten minutes?
MS WONG I'm sorry. This is a very difficult situation.
I understand your problem, but you must see our
position. We think this is a very exciting project, but
because we cannot find a compromise I' m afraid we
can go no further.
[go no further 走不了更远了]
CLIVE HARRIS We cannot go higher than 14 for
30, 000 units. That is our final offer.
MS WONG But you must realise that at this price our
margin is unacceptable. So, I think we have covered
all the items on today's agenda, I am sorry that we
have reached no solution on the final item which is the
Mark 2 project. Could I suggest that we adjourn for
today and meet tomorrow morning at ten o' clock?
JENNY ROSS Is Clive back yet?
GERALDINE He phoned about twenty minutes ago -
said he was on his way. He didn't sound very happy.
JENNY ROSS Oh dear. I wanted to ask him about
taking a couple of days off.
GERALDINE I'd suggest that you wait. I don't think
GERALDINE Oh, Mr. Harris there's a message
CLIVE HARRIS Geraldine, I' m in a meeting with
Derek. Hold all my calls.
JENNY ROSS I see what you mean!
GERALDINE I' ve never seen Derek look so angry.
What's going on?
JENNY ROSS I don't know. Have they had an
KATE McKENNA Well! That was an interesting
journey! Twenty minutes of total silence.
JENNY ROSS What's going on ?
KATE McKENNA I think the word to describe the
situation is "deadlock".
CLIVE HARRIS Derek, you are being unreasonable.
DEREK JONES Me? Why won't you move on fourteen?
CLIVE HARRIS Derek, we have been through this. We
have agreed our negotiating position.
DEREK JONES I have never agreed to this position. We
aren't offering any flexibility. They have to protect
CLIVE HARRIS Then we can't do the project.
DEREK JONES That's your decision, is it ?
CLIVE HARRIS Derek, I have no choice.
DEREK JONES I'm sorry Clive. I can't accept that.
CLIVE HARRIS What are you saying?
DEREK JONES I' m giving in my resignation.
CLIVE HARRIS That' s ridiculous. You' re tired. Sleep
on it and we' 11 talk in the morning.
CONCLUDING A DEAL
DEREK JONES I have been with Bibnry Systems for
twelve years. I have given the company 100%
commitment. I feel very disappointed that you are
unable to support me on this project. I know that the
Mark 2 will work and it will sell. I intend to start
looking for a company that values new ideas.
CLIVE HARRIS Derek, there must be a way round this.
I know how you feel. And I do value your contribution.
To prove it I'm going to increase your research
DEREK JONES That's not the point, Clive ...
[That's not the point 不是这个问题]
CLIVE HARRIS Clive Harris. Yes, put her through.
Sally - good morning. Yes, he is. Just a minute.
It's Sally Wong. She wants to talk to you.
DON BRADLEY Edward, I've looked through the draft
contract with Eromart. I see you've covered packaging,
insurance, late delivery penalties ... and you did well
to make him agree to be more flexible over terms of
payment. Well done. Now we can get the contract
EDWARD GREEN Before I go, can we have a chat?
DON BRADLEY Sure. What about?
EDWARD GREEN Don, I have been with Bibury
Systems for 6 months now, and I'd like to talk about
MS WONG I'm terribly sorry to ask you to come here
early, but I have a proposal that could benefit both of
us. Could I suggest that we look at these designs again?
Particularly I want you to look at the interface between
the release mechanism and the scanner. I believe that
we can make the process simpler.
DEREK JONES No. I have been through this many
MS WONG I am sorry, if you could just bear with me a
second ... I spent all last night worrying about this. I
believe the conclusion of yesterday' s meeting was very
unfortunate. I wanted to find a way forward and I think
I have. The scanner does not need to be powered from
the same source. That means it can be produced
DEREK JONES No, no, no, it' s . . . Your' re right.
This is brilliant.
MS WONG It's really very simple.
DON BRADLEY Is there a problem? Aren't you happy
EDWARD GREEN Yes. But I would like to know what
plans you have for me. I feel I' ve made good progress
here over the last six months. What do you think?
DON BRADLEY I agree. We're very happy with what
you have done. Of course you did make a few
mistakes, especially early on, but generally I see you
as an important part of the team and I' m sure Kate
goes along with that.
EDWARD GREEN That' s good to hear, thank you. I
feel I've learned a lot here in the last six months.
Obviously six months ago I couldn' t have negotiated a
large deal with Eromart . .. but now I can.
DON BRADLEY Let's be open here, Edward. Are we
talking about salary?
[Let's be open here 我们还是直接一些吧]
EDWARD GREEN It' s not just a question of money
Don. I want to look at the whole package. It' s salary,
performance-related bonus, a company charge card, an
expense account, a car, and a more responsible
[the whole package 整个所得的情况
performance-related bonus 业绩奖金
expense account 开销帐户]
DON BRADLEY I think we should sit down, don't you'?
MS WONG I am very happy that we have been able to
overcome the difficulties. I think our negotiations have
been very successful and as a result we are in a position
to move forward with this project,
CLIVE HARRIS I would like to thank Sally Wong for her
outstanding contribution to this project.
DEREK JONES Here, here.
CLIVE HARRIS She has worked very hard to find a
solution to what seemed an impossible problem.
MS WONG Thank you. I think the Mark 2 is a very
exciting concept. Perhaps we should spend some time
summarising and clarifying what we have agreed ...
DON BRADLEY Edward, if you insist on the car then I
can' t offer you such a large salary increase, and we'll
have to find some compromise on the performance-
EDWARD GREEN I think I am worth the salary.
DON BRADLEY I' ll prepared to offer you a larger
bonus, but if you accept that, then you have to accept
a smaller salary increase.
EDWARD GREEN Could you be more precise?
DON BRADLEY If you accept a fifteen percent increase
in salary then I can add an extra five percent on that
bonus figure. That represents a forty percent increase
next year. If you make your targets.
EDWARD GREEN Okay, if you make that a seventeen
percent salary increase, I think we can reach agree-
DON BRADLEY Okay.
CLIVE HARRIS Sally, we very much appreciate your
efforts to make this product possible. I have a small
token of our gratitude which I would like you to have.
MS WONG That is very kind of you.
EDWARD GREEN Which just leaves the matter of the
DON BRADLEY But Edward, I said the salary increase
was conditional on you making a concession on the car.
EDWARD GREEN I' 11 accept a smaller ear.
DON BRADLEY Alright. Now let' s go through these
points once more. Clive is going to kill me. Where did
you learn to negotiate, Edward?
EDWARD GREEN You taught me everything I know,
JENNY ROSS Good night Geraldine.
GERALDINE Good night.