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晚上，Jessica亲自到一个老顾客下榻的酒店去拜访。对老客户什么是最重要的呢？除了不断更新的产品外，当然就是优惠的购买条件了。
Jessica: Hello, Robert. How have you been?
Robert: All right. Nice to see you again, Jessica. Can I get you a drink?
Jessica: No, thanks. ①It's been a long day, so a drink would make me tired. Umm... do you have time now, or should I drop by later?
Robert: Of course I have time. So, Jessica, what do you have for me this year?
Jessica: Here are our catalog and price list. I think you'll be most interested in our new cellular phone package.
Robert: Ah, a cellular phone and a small beeper with a digital display screen! But why do you think it will sell better than the ones on the market already?
Jessica: ②Market research clearly shows that businessmen in the U.S. don't like to take their cellular phones into public places. With this beeper, they'll still ③be able to catch every opportunity though they leave the phone in the car.
Robert: I'l interested in this package, but I need to know what the earliest possible delivery date is.
Jessica: Our factory has always been very efficient, so I'l sure we can ④meet your needs. What is your deadline?
Robert: One month. We've planning to open a new store in New York.
Jessica: One month sounds reasonable for production, but you'll have to ⑤allow seven days for shipping. I can offer you a discount if you order more than 100.
Robert: How much of a discount can you give me if I order 150?
Jessica: I can give you at least a 10% discount and probably more, but I'll have to talk to my boss first.
Robert: It'l a deal then, Jessica. Call me as soon as you've talked to your boss.
Jessica：嗨，Robert，最近好吗？
Robert：还好，真高兴再看到你，Jessica。要不要来一杯？
Jessica：不了，谢谢。今天事真多，要是再喝酒我就会更累了。嗯，你现在有空吗？还是我明后天再来？
Robert：现在当然有空。好吧，Jessica，今年有什么适合我的产品？
Jessica：产品目录和价格表在这里。我想你最感兴趣的应该是我们新的移动电话组合。
Robert：啊！具有数码显示屏小型呼叫器的移动电话组合。不过，为什么你觉得这会比市面上现有的产品卖得好呢？
Jessica：市场研究很清楚地显示美国的生意人不喜欢把移动电话带到公共场所。多了呼叫器这个附件，他们仍然能够把握每个可能的机会，就算他们把电话留在车上。
Robert：我对这个组合有兴趣。不过，我要知道最早什么时候可以送货。
Jessica：我们的工厂一向很有效率，所以我想你的要求应该都没有问题。最后期限是什么时候？
Robert：一个月以后。因为我们要在纽约开一家新店。
Jessica：一个月应该算是合理的生产时间，不过运货还要再花上七天。如果你订一百台以上，我就给你打个折。
Robert：我要是订一百五十台，折扣是多少？
Jessica：至少九折，甚至更便宜，不过那得先跟我老板商量。
Robert：就这样决定了，Jessica。你跟老板商量后，立刻给我电话。
Smart Sentences
①It's been a long day! 今天事真多！（我今天又忙又累！）
这个表达语原为“It has been a long day for me (today).”通常是指说话者当天特别的忙，做了很多事。这句话使用现在完成时，故说话者应该是在忙完大部分的事情后所发出的感叹语。
It's been a long day. I had to deal with hundreds of customers alone.
今天真是忙死了，我一个人要应付数以百计的顾客。
②market research 市场研究
也可解释成“市场调查”，通常是指在执行一项生产计划前，先研究产品上市后可能有的反应。research: 收集资料做研究。
We had better do some market research before we produce this car phone.
在生产这种汽车电话前，我们最好先做一下市场研究。
③be able to 能够
这个惯用语等于“can”，；但在完成时态的句子中因无法用“can”和“could”，故必须以“be able to”来表达“能够；可以”的意思。
I haven't been able to get in touch with him.
我到现在还没有办法跟他联络上。
④meet one't needs 符合（某人的）需要
“meet”在此的解释并非“见面”而是“符号”。“need”在此为名词，“需求”的意思。
I guarantee that our products will meet your needs, Mr. Smith.
我保证我们的产品将符合您的需求，Smith先生。
⑤allow (time) for?为……预留时间
此词组经常是要提醒对方，为某件工作所需的时间长度作心理准备。allow：酌留、允许。
I must remind you that we need to allow one extra day to transport the goods from Hongkong to Beijing.
我得提醒你，从香港运货到北京还得再多算上一天的时间。
Know More
面对老客户，可以少费不少口舌。除了产品的特性之外，可以更多地强调与之相关的其它事宜，比如生产能力等。当然，适当优惠也是促成继续合作的一个重要因素。
强调生产力
1. Our factory has always been very efficient, so ...
2. We have an excellent reputation for producing on time ...
3. We haven't had a problem with a delivery date yet, so ...
保证工厂出货绝无问题，即可用这句话来强调工厂的生产力。句子用完成时，表示从以前到现在都是这样的。
能准时交货
1. I'l sure that we can meet your needs.
2. Trust me; we'll get it there before that date.
3. You needn't worry; it will get there on time.
“I’m sure…”这句型表示自己有百分之百的把握；上面整句话是说“保证能满足对方的需求”，通常可用来答复买方对产品品质或送货时间的要求。
优惠条件
1. We may reconsider our price if your order is big enough.
2. I can reduce our asking price by 10%.
3. I’ll try my best to put you on the best of the terms.
任何客户都不可能对优惠的购买条件不动心，所以如何恰到好处地运用这一点至关重要。如果能基于购买数量等促进销售的形式给予优惠，就更完美了。
达成交易
1. It's a deal then...
2. Alright, so it's settled...
3. OK, that sounds reasonable...
谈判接近尾声，买卖双方也接受了彼此的条件，圆满达成协议时，就可以这句话来表示“这笔生意就这么敲定了！”
Jessica: Hello, Robert. How have you been?
Robert: All right. Nice to see you again, Jessica. Can I get you a drink?
Jessica: No, thanks. ①It's been a long day, so a drink would make me tired. Umm... do you have time now, or should I drop by later?
Robert: Of course I have time. So, Jessica, what do you have for me this year?
Jessica: Here are our catalog and price list. I think you'll be most interested in our new cellular phone package.
Robert: Ah, a cellular phone and a small beeper with a digital display screen! But why do you think it will sell better than the ones on the market already?
Jessica: ②Market research clearly shows that businessmen in the U.S. don't like to take their cellular phones into public places. With this beeper, they'll still ③be able to catch every opportunity though they leave the phone in the car.
Robert: I'l interested in this package, but I need to know what the earliest possible delivery date is.
Jessica: Our factory has always been very efficient, so I'l sure we can ④meet your needs. What is your deadline?
Robert: One month. We've planning to open a new store in New York.
Jessica: One month sounds reasonable for production, but you'll have to ⑤allow seven days for shipping. I can offer you a discount if you order more than 100.
Robert: How much of a discount can you give me if I order 150?
Jessica: I can give you at least a 10% discount and probably more, but I'll have to talk to my boss first.
Robert: It'l a deal then, Jessica. Call me as soon as you've talked to your boss.
Jessica：嗨，Robert，最近好吗？
Robert：还好，真高兴再看到你，Jessica。要不要来一杯？
Jessica：不了，谢谢。今天事真多，要是再喝酒我就会更累了。嗯，你现在有空吗？还是我明后天再来？
Robert：现在当然有空。好吧，Jessica，今年有什么适合我的产品？
Jessica：产品目录和价格表在这里。我想你最感兴趣的应该是我们新的移动电话组合。
Robert：啊！具有数码显示屏小型呼叫器的移动电话组合。不过，为什么你觉得这会比市面上现有的产品卖得好呢？
Jessica：市场研究很清楚地显示美国的生意人不喜欢把移动电话带到公共场所。多了呼叫器这个附件，他们仍然能够把握每个可能的机会，就算他们把电话留在车上。
Robert：我对这个组合有兴趣。不过，我要知道最早什么时候可以送货。
Jessica：我们的工厂一向很有效率，所以我想你的要求应该都没有问题。最后期限是什么时候？
Robert：一个月以后。因为我们要在纽约开一家新店。
Jessica：一个月应该算是合理的生产时间，不过运货还要再花上七天。如果你订一百台以上，我就给你打个折。
Robert：我要是订一百五十台，折扣是多少？
Jessica：至少九折，甚至更便宜，不过那得先跟我老板商量。
Robert：就这样决定了，Jessica。你跟老板商量后，立刻给我电话。
Smart Sentences
①It's been a long day! 今天事真多！（我今天又忙又累！）
这个表达语原为“It has been a long day for me (today).”通常是指说话者当天特别的忙，做了很多事。这句话使用现在完成时，故说话者应该是在忙完大部分的事情后所发出的感叹语。
It's been a long day. I had to deal with hundreds of customers alone.
今天真是忙死了，我一个人要应付数以百计的顾客。
②market research 市场研究
也可解释成“市场调查”，通常是指在执行一项生产计划前，先研究产品上市后可能有的反应。research: 收集资料做研究。
We had better do some market research before we produce this car phone.
在生产这种汽车电话前，我们最好先做一下市场研究。
③be able to 能够
这个惯用语等于“can”，；但在完成时态的句子中因无法用“can”和“could”，故必须以“be able to”来表达“能够；可以”的意思。
I haven't been able to get in touch with him.
我到现在还没有办法跟他联络上。
④meet one't needs 符合（某人的）需要
“meet”在此的解释并非“见面”而是“符号”。“need”在此为名词，“需求”的意思。
I guarantee that our products will meet your needs, Mr. Smith.
我保证我们的产品将符合您的需求，Smith先生。
⑤allow (time) for?为……预留时间
此词组经常是要提醒对方，为某件工作所需的时间长度作心理准备。allow：酌留、允许。
I must remind you that we need to allow one extra day to transport the goods from Hongkong to Beijing.
我得提醒你，从香港运货到北京还得再多算上一天的时间。
Know More
面对老客户，可以少费不少口舌。除了产品的特性之外，可以更多地强调与之相关的其它事宜，比如生产能力等。当然，适当优惠也是促成继续合作的一个重要因素。
强调生产力
1. Our factory has always been very efficient, so ...
2. We have an excellent reputation for producing on time ...
3. We haven't had a problem with a delivery date yet, so ...
保证工厂出货绝无问题，即可用这句话来强调工厂的生产力。句子用完成时，表示从以前到现在都是这样的。
能准时交货
1. I'l sure that we can meet your needs.
2. Trust me; we'll get it there before that date.
3. You needn't worry; it will get there on time.
“I’m sure…”这句型表示自己有百分之百的把握；上面整句话是说“保证能满足对方的需求”，通常可用来答复买方对产品品质或送货时间的要求。
优惠条件
1. We may reconsider our price if your order is big enough.
2. I can reduce our asking price by 10%.
3. I’ll try my best to put you on the best of the terms.
任何客户都不可能对优惠的购买条件不动心，所以如何恰到好处地运用这一点至关重要。如果能基于购买数量等促进销售的形式给予优惠，就更完美了。
达成交易
1. It's a deal then...
2. Alright, so it's settled...
3. OK, that sounds reasonable...
谈判接近尾声，买卖双方也接受了彼此的条件，圆满达成协议时，就可以这句话来表示“这笔生意就这么敲定了！”