孟诚: I have a feeling that there are bright prospects for us to cooperate in this field. I wish to enter into business relations with you. 我感到你我双方这方面合作会有良好前景，希望能和你们建立贸易关系。 志武: Your desire happens to coincide with ours.
孟诚: Regarding our financial position, credit standing and trade reputation, please refer to our bank or to our local chamber of commerce. 关于我们的财政状况、信用地位和贸易信誉，请向我们的开户银行或我地商会了解。
志武: Thank you for your information.
孟诚: Now we are especially interested in your products.
志武: We are glad to hear that. May I know what items you are particularly interested in?
孟诚: Machine parts. Will you please quote us a price?
志武: All right. Would you tell us the quantity you require so that we can work out the offers？
孟诚: I will do that. Meanwhile, could you give me an indication of price? 我会的，同时你能给我个估计的价格吗？
志武: Here are our F.O.B. price lists（给出价目单）. All the prices in the lists are subject to our confirmation. 这是我们的离岸价单，里面所有的价格都以我方确认为准。
孟诚:（看下价目单） I'm sorry to say that the price you quote is too high. It would be very difficult for us to push any sales if we buy it at this price.
志武: well, if you take quality into consideration, you won't think our price is too high.
不错，但是你方把质量问题考虑在内的话，你就不会认为我们的报价偏高。 孟诚: Let's meet each other half way.
志武：Ok！In view of the first time we cooperate, and for our long-term cooperation in future, I will give you a special discount.
孟诚：It is very kind of you. 太感谢你了！
志武：Here is our draft contract. If there is no any question，we make the deal.
这是我们的合同草案。如果没有任何问题的话，我们就达成这笔交易。 孟诚: I have made a very close study of the draft contract.
志武: Any questions?
孟诚: Yes. There are a few points which I'd like to bring up. First, the packing it's stipulated in the contract that all the machine parts should be packed in wooden cases. This can be done with the machine parts, but it's impossible to pack a truck base like that.
志武: I see. 我明白了。
孟诚: Second, about the terms of payment. Your draft contract says that payment is to be made by D/P. This is not our practice. We prefer to have the payment made by L/C through a negotiating bank in France.
志武: And something else.
孟诚: And the third point is about arbitration. It's stipulated that arbitration shall take place in China. In terms of all our usual practice, it was stipulated that arbitration took place in a third country. 第三点有关仲裁。合同规定仲裁应在中国进行，在我们过去签订的所有合同中都规定仲裁在第三国进行。
志武: Yes, that's right. 对，是这样。
孟诚: But how is it that you wish to have it carried out in China? 那么，为什么你们希望仲裁在中国进行？
志武: Shall we take up the matter point by point?
孟诚: That's a good idea.
志武: Now, the first point is about packing. We agree to a different packing for the truck.
孟诚: This can easily be done.
志武: Second, we agree to pay by L/C.
孟诚: Thank you. 谢谢！
志武: As for arbitration, in our dealings with many countries, arbitration is to be carried out in China. The Arbitration Commission of CCPIT enjoys a high prestige among friendly companies. Personally I hope you'll accept this clause. Further more, the disputes that have arisen from our business transaction were all settled through friendly consultations. Very rarely was arbitration restored to.
孟诚: I see. OK. The new arbitration clause is acceptable. Is there any
志武: As far as the contract stipulations are concerned, there is nothing more. Thank you very much.
孟诚: When should we sign the contract?
志武: We'll revise the contract this evening, and have it ready to be signed tomorrow morning at ten. How's that?
孟诚: Perfect. 太好了。
志武：How about proposing a toast to our friendship.
一、Why are you interested in working for our company?
1）Because your company has a good sales record.
2）Because your operations are global, so I feel I can gain the most from working in this kind of environment.
3）Because I think my major is suitable for this position.
4）Because I can learn new things in your company, at the same time I can offer my services to you.
5）Because I'm very interested in your company's training program.
二、Why did you leave your former company?
Because I'm working in a small company where a further promotion is impossible.
Because I'm capable of more responsibilities, so I decided to change my job.
Because that company didn't have a good future, so I needed to consider my future.
Because I want to change my working environment, I'd like to find a job which is more challenging.
Because I had some private reasons, some family things.
三、What are your great strengths?
I'm a good team player.
I'm a hard-working, persistent person.
I'm a fast-learner.
I can work under pressure and get along with my colleagues.
I have strong organizational skills.
四、In what specific ways will our company benefit form hiring you? I think that my technical background is helpful for you.
I have enough knowledge to market the products of your company.
I'm very familiar with this market and have many customers. I think your company will benefit from it.
Your company will benefit from gaining a young energetic, bright, person.
I know I am the right person for this job.
五、What are your salary expectations?
I would expect the standard rate of pay at your company for a person with my experiences and
Shall we discuss my responsibilities with your company first? I think salary is closely related to the responsibilities of the job.
I hope you'll consider my experience and training and will offer me a salary higher than the junior secretary's salary.
I expect to be paid according to my abilities.
With my experiences, I'd like to start at RMB4000 a month.
A: Tell me a little bit about yourself.
B: My name is David and I live in Shanghai, I was born in 1980. My major was electrical engineering.
A: What kind of personality do you think you have?
B: Well, I approach things very enthusiastically, I think, and I don't like to leave things half-done.I'm very organized and extremely capable.
A: What would you say are your weaknesses and strengths?
B: Well, I'm afraid I'm a poor speaker, however I'm fully aware of this, so I've been studying how to speak in public. I suppose my strengths are I'm persistent and a fast-learner.
A: Do you have any licenses or certificates?
B: I have a driver's license, and I am a CPA (Certified Public Accountant).
A: How do you relate to others?
B: I'm very co-operative and have good teamwork spirit.
A: I see by your resume that you have been working?
B: Yes, I have worked for two years with an American Company.
A: Tell me what you know about our company please.
B: Well, the company was founded in New York in 1950 by Mark Ward, who was the first president. It has 1 billion dollars in capital; it employs 5,000 people, and it is the largest company in its field in the States.
A: What do you know about our major products and our share of the market?
B: Your company's products are mostly marketed in Europe and the United States, but particularly has sold very well here in China. So I think in the future you'll find China to be a profitable market as well.
A: What made you decide to change your job?
B: I would like to get a job in which I can further develop my career.
A: May I ask you why you left the former company？
B: Because I want to change my working environment and seek new challenges.
A: What is your working experience?
B: I have worked for IBM for 3 years.
A: How will your experiences benefit this company?
B: I know the marketing from top to bottom and. I can develop a new market for you. That will increase your profit margin and keep the shareholders satisfied.
A: Are you aware of the aspects of this position and do you feel you are qualified?
B: Yes, I understand my qualification and your needs by researching your company.
A: If you enter this company, what section would you like to work in?
B: If possible. I'd like to be positioned in International Trade Department.
A: What starting salary do you expect?
B: I'd like to start at ￥5000 a month.
A: How long does it take to get here from your home?
B: It takes about 40 minutes.
A: Do you have any particular conditions that you would like the company to take into consideration?
B: Yes, do you have allowance for transportation as well a housing packages, medical insurance, unemployment insurance and annuity.
What are your performance incentives and the bonus structure?
A: How can we get in touch with you?
B: You can reach me at 62547833.
A: How can I contact you when we reach our decision?
B: You can call me at this number between 4 and 6 in the afternoon.
A: Do you have any questions you would like to ask me?
B: What are the company's working hours?
Would I have to work overtime very often?
Would there be any opportunities to work abroad in the future?
I：what is your major？
A：My major is Business Administration. I am especially interested in “Marketing”。
I：Which university are you attending？
A：I am attending HIT.
I：Have you received any degrees?
A：Yes. First, I received my Bachelor degree in English Literature， and then an MBA degree. I：What course did you like best？
A：Project Management. I was very interested in this course when I was a student. And I think it‘s
very useful for my present work.
I：Do you feel that you have received a good general training?
A：Yes，I have studied in an English training program and a computer training program when I was
in university. I am currently studying Finance at a training school.
I：Your resume says you have had half-year experience working in a foreign representative office
in Shanghai， may I ask why you left？
A：I worked in a foreign office for one year. However，I left there two years ago because the work
they gave me was boring. I found another job that is more interesting.
I：What have you learned from the jobs you have had ?
A：I have learned a lot about business know how and basic office skills. In addition， I learned at
my previous job show to cooperate with my colleagues.
I：What‘s your major weak point？
A：I haven‘t been involved in international business， so I don’t have any experience， but I have
studied this course in the International Business Training Center.
I：Does your present employer know you are looking for another job？
A：No，I haven‘t discussed my career plans with my present employer， but I am sure he will
A：When will I know your decision？
I：We will notify you of our decision by email, is this convenient for you？
Thank you for your interest in our company.
A：Thank you, Mr. Zhang. Goodbye.
I：You will be hearing from us very soon.
A：OK. Thank you very much.