产品的销售价格在企业的营销过程中是一个十分敏感而又最难以有效控制的因素。它直接关系着市场对产品的接受程度，影响着市场需求量即产品销售量的大小或企业利润多少。因此，讨价还价是商务公关人员在商务活动中的一项必备技能。

让我们来看下面2段小对话：

Dialogue I

A: What's your price per dozen for leathern gloves?
每打皮手套的售价是多少？

B: 30 dollars per dozen.
每打30美元。

A: It's much too high. We have another offer for a similar one at a much lower price.
太贵了。同样的产品，我们另外得到的报价比这低得多。

B: I can assure you that our price is the most favorable. A trial will convince you of my words.
我向你保证，我们的价格是最优惠的，试一试你就知道了。

A: If you can go a little lower, I'd be able to give you an order on the spot.
如果你能把价格降低些，我现在就订货。

B: That's out of the question. You musk know that the cost of production has risen a great deal in recent years.
这是不可能的。你知道，近几年里生产成本增加了很多。

A: I hope you'll give a second thought to it.
希望你再考虑考虑。

B: We have to discuss the problem later.
我们只好下次再讨论这个问题了。

Dialogue II

A: Well, to come straight to the point, could you tell us something about your new price?
那好，开门见山地说吧，能说说你们的新价格吗？

B: Most willingly. It's $600 per ton.
很乐意。每吨售价600美元。

A: That's a high price.
好贵啊！

B: But you know, the price of this article has soared up since last year.
但你知道，去年开始这种商品的价格就在猛涨。

A: I know. But I must say it's still unacceptable.
我知道。但我还是不能接受这个价格。

接待客户
[ 2007-04-27 10:38 ]

接待客户在商务往来过程中起着非常重要的作用。它是推销准备过程的延伸，又是实质性接触客户的开始。接待客户是指在实质性洽谈之前，销售人员努力获得客户接见并相互了解的过程，是实质性洽谈的前奏。

Dialogue

A: Good morning, Mr. Smith. I'm Yang, Mr. Yao's secretary. Would you like to see around the factory?
早上好，史密斯先生。我姓杨，姚先生的秘书。你想先看看我们的工厂吗？

B: Yes, I'd...
是的，我想……

A: Now this is our office block. We have all the administrative department here. Sales, Accounts, Personnel, Market Research and so on.
这是我们的办公区。我们所有的行政部门都设在这儿：销售部、会计部、人事部、市场调研部等。

B: What's that building opposite us?
对面是什么建筑？

A: That's the warehouse where the large items of office equipment are stored. We try to keep a stock of the faster-moving items so that urgent orders can be met quickly from stock.
那是仓库，用来贮存比较大的办公设备。我们尽量贮存一些销售得比较快的设备以便救急之用。

B: If I ordered a desk today, how would it be before I got delivery in Scotland?
假如我今天预订一张办公桌，如何在苏格兰提货呢？

A: Well, I think perhaps you'd better speak to our Production Manager, Mr. Yao. You'll meet him when we go over to the factory.
噢，我想你还是和我们的生产经理姚先生谈谈。到了工厂你便能见到他了。