商贸英语实用对话 Unit7:Salesmanship

（7）Salesmanship
Salesmanship I
◆ Taiwan exporters show skill in selling to foreign importers.
◆ Importer : This is a low price all right, but why do these disposable hospital gowns cost so much less than others?
◆ Exporter : Let me tell you why. One reason is that the gowns are made from non-woven fabric. We use a special micro-fiber we've developed to make the fabric.
◆ Importer : How does that affect the price?
◆ Exporter : Non-woven fabric is easy to cut and sew. We're able to assemble the gowns quickly.
◆ Importer : How's the durability of the gowns?
◆ Exporter : I happen to be especially proud of that feature of our gowns. Our fabric has more elasticity than others, so our gowns resist tearing and maintain their shape.
◆ Importer : That sounds too good to be true.
◆ Exporter : I've been selling these gowns for over a year. Our testing and customer feedback all testifyi to their quality.
◆ Importer : I'm also concerned about their wet strength and water resistance. Hospital workers are exposed to stains and spills of all kinds.
◆ Exporter : Our fibers have a special finish which makes them highly stain and moisture-resistant. We think this product is going to be the pride of our company.

Salesmanship II
◆ Importer: I'm interested in your satellite receivers.
◆ Exporter : Our TVROs are one of our best-selling products. In fact we occupy about 50% of the world market on this item. We specialize in microwave technology.
◆ Importer : Taiwan has certainly gained a place in the high-tech market.
◆ Exporter : We used to lack R & D so we found it hard to innovate. That's the reason our company now invests 10% of our revenues in R & D.
◆ Importer: You used to have trouble with quality control too. Can you tell me how your company insures that your receivers meet a uniform high standard?
◆ Exporter : At first we had to station one of our engineers at the factories we used to forge the parts for our TVROs. But by now these factories have stringent quality control of their own.
◆ Importer : Well, we're looking for a supplier who can give us a lower price with no reduction in quality.
◆ Exporter : May I ask how many TVROs you were thinking of ordering?
◆ Importer : I would estimate that we'd buy about 1,000 per month.
◆ Exporter : Well, since you'd be placing a large order, we can give you a discount on the price.
◆ Importer : That would certainly encourage us to order from you. Let me discuss what you offer with my home office.
◆ Exporter : I'll be expecting your call then.