采购商初次从一家新供货商订货，供货商给出的报价表已经很合理了，但是采购商依然想取得更大的利润空间。供货商认为这是一个潜在客户，有长期合作的可能，于是最后让利，供货商价格谈判成功，得到折扣，请看下面的英语情景对话。

　　亚历山大:

　　I'm interested in all kinds of your products, but this time I would like to order some fireworks and mosquito coil incense. Please quote us C.I.F., Rangoon.

　　我对你们所有的产品都感兴趣.但这次我想购买烟火和蚊香.请报CIF仰光到岸价.

　　布鲁斯:

　　Please let us know the quantity required so that we can work out the premium and freight charges.

　　请你说明需求数量.以便我们计算出保险费和运费.

　　亚历山大:

　　I'm going to place a trial order for 1,000 units of a dozen fireworks and 500 cartons of mosquito coil incense.

　　我们打算试订一千打烟火和五百箱蚊香.

　　布鲁斯:

　　All right. Here are our F.O.B. price lists. All the prices are subject to our final confirmation.

　　好吧!这是我们的FOB价目表.所有的价格都以我方最后确认为准.

　　亚历山大:

　　Your price is reasonable but I wonder if you would give us a discount. You know for the products like yours we usually get 2% or 3% discount from European suppliers.

　　你方的价格很合理.但我想知道你们能否给一个折扣?像这样的商品.我们通常从欧洲供货商那里得到百分之二到百分之三的折扣.

　　布鲁斯:

　　We usually offer on a net basis only. Many of our clients have been doing very well on this quoted price.

　　我们通常只报净价.我们的许多客户在这个报价上都做得很好.

　　亚历山大:

　　Discounts will more or less encourage us to make every effort to push sales of your products.

　　折扣或多或少能给我们一些鼓励.能使我们更加努力地推销贵方的产品.

　　布鲁斯:

　　The quantity you ordered is much smaller than those of others. If you can manage to boost it a bit, we'll consider giving you a better discount.

　　你们订的数量比其它客户少很多.如果你们能试着增加一点数量.我们会考虑给予适当折扣.

　　亚历山大:

　　As far as a trial order is concerned, the quantity is by no means small. And generally speaking, we like to profit from a trial order. I hope you'll be able to meet our requirements.

　　做为试购.这个数量绝不算少了.一般来说.试购总应得到些利润.希望你方能满足我们的要求.

　　布鲁斯:

　　Well, as this is the first deal between us, we agree to give you an one-percent discount as a special encouragement.

　　由于这是我们的第一次交易.我们同意作为特殊照顾给予你们百分之一的折扣.

　　亚历山大:

　　1%? That's too low a rate. Could you see your way to increase it to 2%?

　　百分之一?那太少了.能不能想办法增加到百分之二?

　　布鲁斯:

　　I'm afraid we have really made a great concession, and could not go any further.

　　恐怕不行了.我们确实已做出了很大让步.无法再增加了.

　　亚历山大:

　　It seems this is the only proposal for me to accept. I'll come again tomorrow to discuss it in detail.

　　看来.这是我唯一能接受的条件了.明天我再来和你们讨论细节问题.

　　布鲁斯:

　　All right. See you tomorrow.

　　好吧!明天见.