采购商初次从一家新供货商订货，供货商给出的报价表已经很合理了，但是采购商依然想取得更大的利润空间。供货商认为这是一个潜在客户，有长期合作的可能，于是最后让利，供货商价格谈判成功，得到折扣，请看下面的英语情景对话。

亚历山大:

I'm interested in all kinds of your products, but this time I would like to order some fireworks and mosquito coil incense. Please quote us C.I.F., Rangoon.

我对你们所有的产品都感兴趣.但这次我想购买烟火和蚊香.请报CIF仰光到岸价.

布鲁斯:

Please let us know the quantity required so that we can work out the premium and freight charges.

请你说明需求数量.以便我们计算出保险费和运费.

亚历山大:

I'm going to place a trial order for 1,000 units of a dozen fireworks and 500 cartons of mosquito coil incense.

我们打算试订一千打烟火和五百箱蚊香.

布鲁斯:

All right. Here are our F.O.B. price lists. All the prices are subject to our final confirmation.

好吧!这是我们的FOB价目表.所有的价格都以我方最后确认为准.

亚历山大:

Your price is reasonable but I wonder if you would give us a discount. You know for the products like yours we usually get 2% or 3% discount from European suppliers.

你方的价格很合理.但我想知道你们能否给一个折扣?像这样的商品.我们通常从欧洲供货商那里得到百分之二到百分之三的折扣.

布鲁斯:

We usually offer on a net basis only. Many of our clients have been doing very well on this quoted price.

我们通常只报净价.我们的许多客户在这个报价上都做得很好.

亚历山大:

Discounts will more or less encourage us to make every effort to push sales of your products.

折扣或多或少能给我们一些鼓励.能使我们更加努力地推销贵方的产品.

布鲁斯:

The quantity you ordered is much smaller than those of others. If you can manage to boost it a bit, we'll consider giving you a better discount.

你们订的数量比其它客户少很多.如果你们能试着增加一点数量.我们会考虑给予适当折扣.

亚历山大:

As far as a trial order is concerned, the quantity is by no means small. And generally speaking, we like to profit from a trial order. I hope you'll be able to meet our requirements.

做为试购.这个数量绝不算少了.一般来说.试购总应得到些利润.希望你方能满足我们的要求.

布鲁斯:

Well, as this is the first deal between us, we agree to give you an one-percent discount as a special encouragement.

由于这是我们的第一次交易.我们同意作为特殊照顾给予你们百分之一的折扣.

亚历山大:

1%? That's too low a rate. Could you see your way to increase it to 2%?

百分之一?那太少了.能不能想办法增加到百分之二?

布鲁斯:

I'm afraid we have really made a great concession, and could not go any further.

恐怕不行了.我们确实已做出了很大让步.无法再增加了.

亚历山大:

It seems this is the only proposal for me to accept. I'll come again tomorrow to discuss it in detail.

看来.这是我唯一能接受的条件了.明天我再来和你们讨论细节问题.

布鲁斯:

All right. See you tomorrow.

好吧!明天见.