Part One Talking about Hotel Reservations
Part Two Negotiating on Terms
Part Three Persuasive Talks
Words and Expressions
Exercises
Part One Talking about Hotel Reservations
S： Good morning. I'm Richard Steward from Honolulu Sunshine Tours.
L： Good morning， Mr Steward. I'm Liu Hua， the sales manager of this hotel. Nice to meet you.
S： May I take up some of your time to have a discussion on the reservations for our groups in 2002？ We'd like to have your room rates and terms for groups.
L： Fine， Mr Steward. It's been our honor that you will favor us with your bookings. Here's a copy of our tariff. We have different rates for groups and for FIT and for different period of the year， namely the peak season， the shoulder season and the low season.
S： Wonderful！ I'd also like to know whether you give preferential rates to groups.
L： Sure. Take a double room as an example， the room rate for groups during the peak season is $ 50 while that for FIT is $ 60. For serial groups and old customers the prices are always negotiable and we offer 10% commission to travel agencies.
S： That sounds terrific. What are your terms as to payment？
L： You know， we have credit application forms， so you don't have to pay in advance. When credit arrangements have been made we will bill you based on your credit limit.
S： You mean we have to sign some kind of agreement？
L： Correct. We'll send you a copy of agreement. If you agree on the terms， sign and return a fax copy to us， please.
S： Good.
L： Mr Steward， we look forward to hosting your guests and hope to cooperate with you.
Part Two Negotiating on Terms
（S = Mr Steward， L= Mr Liu）
S： Good morning， Mr Liu. I've just received the copy of agreement you sent me. I hope we can have a discussion on some of the terms.
L： Sure， Mr Steward.
S： I'd like to discuss with you on the following points. First， it's about the room rates for groups during the peak season. I think you could give us a discount. We can guarantee a series of groups in 2002.
L： If you can guarantee at least fifty groups in the peak season， we would be delighted to offer you a preferential rate of $ 40 per room per night， not including breakfast. You know， our tariff for groups during the peak season is $ 50.
S： The second point I'd like to discuss with you is about the cancellation charges. We wondered if you could exempt us from any compensation except for “no show” on the same day. We presume rooms can readily be sold out to other guests during the peak season.
L： The problem is that we cannot guarantee to have the rooms sold. We may have a try， but this should be written in the agreement， in case the rooms reserved by you are not sold out before six in the evening， we'll have to charge you according to the agreement.
S： Sounds fair.
L： In that case， we'll make out an addendum and mail it to you.
Please sign your name， keep the original and send us a fax copy.
S： No problem. Thank you， Mr Liu， for giving me so much time. I am sure our discussion will be fruitful and beneficial to our future cooperation.
L： Me， too. Thank you， Mr Steward， for taking the time to come and discuss with me.
Part Three Persuasive Talks
（J = Johnson， G = Grace， S = Sam.）
J： If you don't want the powder to cost more， we can't add anything. We'll have to sell it the way it is now， and put a warning on. Then， if someone uses dirty water， they shoulder the responsibility， not us.
G： I'm sorry， but I have to disagree. There are three very good reasons why it would be the wrong thing to do.
J： You seem very sure of what you are saying. Can you back it up？
G： As I see it， first of all， most people there can't read， so a warning won't help them at all. Second， even if their governments say a warning is enough， other groups won't. They'll call out the media hounds， and many people will be very， very angry with us. Sales will go down everywhere.
S： You said there were three good reasons， Grace. Is there another reason you want to add？
G： Yes， there is. Third， and most important， it just couldn't be right if we know even one person wouldn't listen to the warning， and a child is hurt because of it.
S： You can't argue against that. How could we live with ourselves if we know we let that happen？ And just because we wanted more money.
J： It wouldn't be just because of the money. Those people aren't healthy， and our powder is better than mother's milk. Some people might get sick， but isn't it more important that we help so many out.
Words and Expressions
sales promotion
促销
make an appointment
定一次约会
Honolulu Sunshine Tours
檀香山旅游企业
serial
a. 系列的
term
n. 条件
preferential
a. 优惠的
negotiable
a. 可协商的
commission
n. 佣金
credit application form
赊账表
cancellation
n. 取消
exempt
v. 免除
readily
adv.容易地
addendum
n. 附录
the original
原件
fruitful
a. 有成效的
beneficial
a. 有利的
argue against
反对
mother's milk
母乳
