Another bargaining chip could be increasing the quality.Buying in volume often gets the buyer a significant savings.The following dialog discusses that possibility.

另个一个可用来议价的筹码是增加数量.购买的数量巨大,常为买方省下许多钱.下面的对话讨论到这个可能性.

Mel:I'm sorry,but that's my best price.

抱歉,但这是我可以提供的最好的价格.

Bill:Isn't there any way you could sharpen your pencil and get the figure down a bit more?

你难道没有办法再精打细算,多降价一点?

Mel:Well,normally we sell these things for five to ten pencent less,but your volume is so small I can't do that.

通常我们会降个百分之五到百分之十,但你买的数量太少,我没办法这么做.

Bill:Oh!Okay,I can fix that.

喔,好,这点我可以解决.

How about if I promise to order another batch just this one every quarter?We'll use them.

如果我们每季都跟你们下同样数量的订单呢?我们以后的确需要.

Mel:That won't help.We can give the discount if we don't have to retool and set up so often.That's where we save money and we pass that on to you.

没什么用.若可以省掉重新设置、安装的功夫，就能降价。我们通常都是透过这些步骤，来省钱回馈给客户群。

If you double your order,we can give you a 5% discount,and if you double that to four times your order,I can give you a 10% discount.

如果你将订单数量加倍，我们就可以提供百分这五的折扣，如果你将数量增加到四倍，就可以有百分之十的折扣。

Bill:I don't understand.

我不懂。

Mel:We sell a lot of these things but not enough to keep a production line going full time.

我们虽然销量很大，但却还没有到可以全天候开机生产的地步。

We have to set up our shop to make these things and that takes about a day to set up and another half day to tear down when we finish.

这些产品在工厂生产时，光装置就要花一天，在生产完毕后，又要花半天时间拆除。

By saving me three set up days and 1.5 tear down days,that's the salary of three men four and a half days.

如果你的数量多的话，你可以帮我节省三天安装、一天半拆装的时间，这相当于三个工人工作四天半的工资。

I'm willing to let you save that money.

如果是这样，我会很乐意帮你省钱。

Bill:I'd love to but I got no place to put them.

我也想，可是我没地方存货。

Mel:If storage is your only worry,I can help you there.

如果库存是你唯一的顾虑，我可以帮你。

Bill:How?

怎么帮？

Mel:If you sign a contract for a year's supply,I'll make them all in one run.

如果你签署合约，购买一年的供应量，我会一次把它们生产好。

And you qulify for the discount.But ,you have to pay me in full for the whole run as soon as you take delivery of the first of four shipments.

你也可以得到折扣。但你必须在收到第一季的货后，尽快把全额货款付清，总共会有四次出货。

I can store the rest for you for nine months for free.How does that grab you?

我可以免费帮你保管商品九个月，这条件你觉得怎么样？

Bill:You have a deal.Not only do I get the discount, but today's price is locked in for a year.I can't lose.

成交。我不只有了折扣，这一年的价格也会再涨，我一点都不吃亏。

Mel:I'll have the contract ready for your singature tomorrow.

我明天会准备合约，给你签名。

Bill:Great.

太好了。

Vocabulary:重要词汇

significant savings重大的节省

sharpen one's pencil审价削款

figure数字

salary薪水

storage存货处

supply供应

grab抓住