函电对话是关于进出口贸易的谈判，然后达成贸易活动的一系列过程。

只是关于报价的一小段对话，对话不多，主要角色安排如下：

T与X GT出口公司

H与Y Nade Tree CHINA 进口公司

H：Nade Tree公司 性格从容，不轻易展示情绪的销售经理。

Y：Nade Tree公司 直爽严厉的销售经理，很有分析能力

T：GT出口公司 销售经理是一名老江湖

X：GT 出口公司 销售经理非常维护本公司立场

第一幕 H与T

T：Excuse me, are you Mr H?

H: Yes I am, I am from Nade Tree,CHINA

T: Nice to meet you.. I`m T, sales manager at G,T Company

H: Nice to meet you too. Can I help you?

T: Ah… we have heard from China Council for the Promotion of International Trade that you are in the market for note book…

H: Yeah! we have excellent connections in the trade and are fully experienced with the import business for the type of product.

T: Specializing in the notebooks., we express our desire to trade with you in line.

H: Ok, please submit full specifications of your notebooks together with terms of payment and discount rate.

T: Here you are.

H: I will reply you soon.

T: We should be pleased if you would respond to our request at your earliest convenience.

H: thank you very mouch.

第二幕 H与Y

Y: Morning! Mr H,

H: Morning!

Y: What are you doing here?

H: Look! This is a catalogue of G T company . They would be able to do considerable notebooks export business with our company .

Y: G T company? Give me the catalogue…… (仔细的看着) oh no!

H： What`s wrong?

Y: Look! The notebook`s price is much higher than the market. We just get only a small profit on our sales.

H: I know ,but we must get GT notebook to open the market.

Y: Let me see…In recent years the company has experienced a serious difficulty in finance and

delayed in executing their normal payment.. we would pay more attention to the business with them.

H: I think we must make further information in the company!

第三幕T与X H与Y

T与X： Good day sir!

H(Y站在一旁) Good day!

T: Mr H, this is our first transaction with you, we sincerely hope that this is the beginning of a long and pleasant business reation.

H: Absolutely!

X: Well. Mr H, if you order 5000 sets GT notebooks, we should grant you 10% discount.

Y: If you reduce you price by 20%, we will send you an order immediately.

X: Are you kidding me? It `s impossible!

Y: I` m sorry to say that your price you quote is too high. It` s almost 15% higher than market . It would be very difficult for us to push any sales if we buy it at this price.

T: Well, if you take quality into consideration, you won `t think our price is high.

H: Let` s meet each other half way.

Y: You could benefit from higher sale with a little concession, say 5%reduction.

X: We can safely say that our price is quite realistic. It is impossible that any other supplies can underquote us if their goods are as good as ours inquality…

Y: We appreciate the good quality of your products, but unfortunately your prices appear to be excessive even for the products of this quality., this is an area in which the principal demand is for articles in the medium price range.

X: You are a selective buyer…

H: As for GT notebook, we are not able to make you orders because another supplier is offering us the similar quality at a 5% lower.

T: OK, we are willing to make you an offer at prices 5% below the listed prices. But the quantity is limited, please make up your decision as soon as possible.

H: For GT notebook, we like to order 50 sets. This is a trial order, we may tap the market. If successful, we will give you larger orders in the future.

T: We highly appreciate your kind cooperation.

H: Good cooperation!