实用商务英语-报价谈判 03
B
Michael
Ya，could imagine that. It's a must for a professional buyer to collect more information from different suppliers for reference and comparison.
And I do believe that you can always find even lower prices than the ones you've got for now.
But it is impossible for you to get high-quality items with lower prices. You get what you pay for.
A
Mario
You are right.
But most of them have sent us samples for free.
And some of the samples are good-quality items, with which we are quite satisfied.
We are considering to place them some orders.
B
Michael
Mario, this item is not cheap.
We can also provide samples, but the cost of sample&delivery will be on your side if you'd like to see high-quality items, which may help further develop your market.
A
Mario
Michael, why should I take and pay for your samples since I have got some good ones for free？
B
Michael
Mario, since you are not new in this business, you may know that this item is quite complex due to different raw materials and processing technology.
You should focus on the practical performance of this item, instead of similar appearance.
A good product will help beat your competitors. However, a bad product will ruin your business.
A
Mario
Thanks for your explanation, Michael.
How much should I pay then?
How could you guarantee that this item is with good performance?
B:
是的，可以想象得到。因为作为一个专业的买手，一定会向不同的供应商收集更多的信息，以便参考和比较。
我相信你总能得到更低的价格，但是你不可能用较低的价格买到高质量的产品，因为物有所值。
A:
没错。但是他们大多数已经免费给我们寄送样品，而且其中一些质量还蛮不错的，我们很满意。我们正考虑给他们下一些订单。
B:
马里奥，这个产品价格可不便宜。我们也可以给你寄送样品。
但是如果你想看看高质量产品，以便进一步扩展一下自己的现有市场，产品和运输成本需要由你方来承担。
A:
Mike, 既然我已经免费得到了一些质量不错的样品，为何还要给你钱拿你的样品？
B:
马里奥，既然你并非是这个行业的新人，想必你应该知道，由于不同的原材料和加工工艺，这个产品相当复杂。
你该关注的是这个产品的实际使用性能，而不是差不多的外在形态。
一个好产品能够帮助你打败你的竞争对手，然而，一个坏产品会毁掉你的生意。
A:
Mike,我很感激你的讲解，我们应该支付给你们多少钱呢？
你怎么可以保证这个产品性能一定很好呢？
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