Listening Practice
Activity 1
The following short dialogues contain the
expressions for price negotiation. Listen and fill in the blanks with what you
hear.
Dialogue1
A: ______________________by talking about prices.
B:OK. I’d be happy to answer any questions you may have.
DDialogue
2
AA:
Dick, I have seen your latest price list. I must point out that_________________________ than that of last year.
BB:
As you know, the cost of production_______________
recently. So I have no choice but to raise
price.
Dialogue3
A:I know your labor costs are high, but what I’d like is __________________.
B:That seems to be a little high. I don’t know_______________ with those numbers.
Dialogue4
A:______________________ , we can place an order right away.
B:We may reconsider our price if your order is big enough.
Dialogue5
A:We have been doing business for a long time, we prepare to__________________, say, 15% discount.
B:Are you joking? The best we can do is 8%.
A:Dick, please pay attention, the high price also forces us out of the game; as aresult, we’ll have to ____________ .
Dialogue6
A:Good morning, Dick. Any news?
B:Yes. Our manager has_____________________.
A:Good. We certainly appreciate _____________ for us.
Activity 2 Tips for Negotiating Prices
New words and Expressions
| solely | 仅仅 | min-max | 最小值和最大值 |
| flexibility | 灵活性
| insistent | 坚持的 |
| concede | 让步 | COD（cash on delivery） | 货到付款 |
| reluctant | 不情愿的 | win-win | 双赢 |
| commitment | 承诺，保证 | beat that price | 卖得比那个价钱还低 |
A.Listen to the passage and decide whether the following statements are true (T)or false (F). Correct the false statements.
（ ）1.Price is the most important aspect of sale.
（ ）2. Customersmake their buying decisions solely on price.
（ ）3. Youshould know your min-max points when dealing with the price issue.
（ ）4.Howto negotiate against price and discount pressure is a common challenge.
（ ）5.Ifthe customer says yes to your initial confirmation, it means he is willing tonegotiate with you.
B.Listen to the passage again and sort out the following statements. Thenclassify them in the table. One has been done as an example.
a.Discuss price at initial confirmation.
b.Focus on selling value and benefits to the customer when giving a reply.
c. If the customer says “Your price is too high,” respond with the question
“What’s the price they’re offering you?”
d. Ifyou have price or discount flexibility, give it all away at once.
e.Concede slowly and reluctantly when talking about price.
f.Ask for something from the customer, if he is insistent on a discounted
price.
g.Negotiate all aspects of the deal and then focus separately on price.
