Seaside Park Hotel - S Beauty Shop B Stage 1 S-Nice to see you again Thank you for coming all

l this way. How are you? B-Fine thanks. Its a pleasure to see you again. S-Did you have a good journey ? B-Yes it is very nice to be back in London. S-How was your flight? B-Yes it was okay altough i had some troubles with my baggage. S-Is your hotel comfortable ? B-Yes. It a very nice hotel. Ive very good view all over the beautiful city of London. S-Were very short of time, so lets get down to business , shall we ? As you know we are here today to discuss a possible sales contract. Does that fit in with your objectives? B-Yes thats all right. Obviously, our main objective is to find out more about your company s needs and talk about ways in which we be able to service those needs. S-First of all we should establish the overall procedure. Well, I would like to start raising the issue of order volume first. Then we could go on with the terms of delivery before we finally talk about the payment modalities. Is that all right with you ? B-Yes, thats very much how we see it to. Stage 2 S -As you may know, Seaside Park Hotel Group GmbH is an exclusive health resort company . We run several four star hotels in superior atmosphere allover Europe. Our hotels focus on the needs of our guests, so we can provide high level service, a natural ambience and individuall wellness. We offer a wide range of treatments and therapys from facial tratment to massages and skin therapy. Our company only uses purest organic cosmetics. Thats why we are interested in your products. You emphasized you products are premium grade natural cosmetics. So first we would like to know more about your products. What do you mean by first class quality ? Could you expand on that issue a little bit ? B -Yes, of course. Our company Beauty Shop Ldt manufactures selected exclusive organic cosmetics products. Our products are produced using advanced green technology and the knowledge of local Aboriginal tribes. We ensure the quality of our natural beauty products an emphasize our philisophy of natural beauty, anti ageing and healing. S -Our hotel Group will focus on building a range of products that are organic, natural and pure. Woult it be possible to produce the bottles and jars with the Seaside Park logo ? B -Im afraid but I dont see objection to that. Could you explain that in a little more detail, please ? S- Yes of course. Our company is intents to provide our exclusive health resorts with a speicial range of organic cosmetics with our Seaside logo. Were interested in combining top end qualitiy with green lifestyle and beauty and finally create a special product line.

Finally your products could be part of our green beauty and lifestyle concept so they reflect an exclusive atmosphere to the customers. B-Oh I see you point but Im not totally convinced by your idea. Could you tell me more about how you intend to use our products? I was just wondering about the USP. S-We are likely to place your products in our store , so our clients could buy them exclusively. We would need the logo , so there is a cooperate concept and our custumers could feel the exclusitivty and the uniqueness of our company. We also tought about using the products for treatments and therapies. S- So what if we need the items promptly , could you delviver at short notice ? B- In case you have additional requirements, such as a special logo we are unable to deliver at short notice. S- Can I order any number of items or is there a minimum quantity of sales? B- There is of course no minimum quantity of sales. But in case you order in bulk we are willing to guarantee you a special discount. Stage 3 S- It seems to me that you products are perfect for our new product line. I would like to suggest that we start with negotiating the details. Order Volume and Terms of Payment Lets start by talking about the order volume. B- Yes how many items would you like to order ? S- Well, I would like to place a trial order first. Could you send us some sample bottles ? B- Perhaps. This would be possible but we would be rather reluctant to send you some sample bottles in combination with a binding order. S- Ok I totally understand that. B- So how much units did you have in mind? S- Maybe we would like to place an order of 250 units. B- Hmm this is not as much as we were hoping. Please consider that our quality products would match perfectly in your concept. S- Probably youre right. But At the beginning you talked about a special discount. So If we ordered more than 250 units today ,what discount could you offer us ? B- I propose a 3 per cent discount if your order 500 items. S- We were rather hoping for a slightly better discount. If we paid 50 per cent of the total price in advance, could you give us a discount of 5 per cent? B- Unfotunately, we would be unable to accept that but provided that you signed the contract today we would guarantee you free delivery. S- That sounds quite good. I second that idea. S-We would like to order 200 items of the Deep Soak Duo, 200 units Superstar Shampoo and 100 items Aromatic Balm from your tee tree oil product line. B-Maybe you could pay within 30 days after presentation ? S- Unfortunately we are prepared to pay within 90 after presentation of the goods.Is that

acceptable to you ? B- We could meet halfway on the terms of payment provided that you accepted a 2 year contract ? S- Thats out of question. Our company faces fierce competition. So first we have to try and look how our customers react on the new product line. I suppose we should leave this problem aside for the moment. Terms of delivery S- Could you tell me what you were thinking about terms of delivery ? B- Thats a very interesting question. Im glad you asked that question. B-From our point of view it is not possible to deliver at such a short notice if you require a special logo on our products. B- So we were thinking about delivery within 10 days. S- Oh to be quite frank we would prefer to have the goods within 3 days after placing the order. Wouldnt that be possible? B- Well, Im very happy that you take this point into account.Am I correct in assuming that you will use our products on behalf of your company and that you promote your exclusive image with our beauty products. Im afraid but this seems to be a problem for our company. As you know our company placed several marketing strategies to promote the image of the Beauty Shop company. We have established reputation and we want to extend S- We can modify our proposal a little bit if that will help you. So what if we put special shop dispays and brochures of you company in our resorts. So our customers are informed about the origin of our exclusive products we use. Please consider that this is a great opportunity to extend your marketing strategy and to reach new consumers. B- Oh , Id appreciate that. Thats a reaonable comprimise. Agreed. I will extend the deadline to 30 days if u place our brochures and shop displays in your hotel. So finally customers could identify our products and know who created them. .Is that an agreement? Additional requirements S-As you know quality is very important to us and therefore we need to be sure that tea tree oil is correctly diluted with other oils. So your products must be top quality. B-We understand you concern about your reputation . We assure that we will do everything in our power to ensure that the provided goods meet your requirements.Of course you can chancel the contract any time , if you find out that the products vary from the official standards. Agreed. Thats a deal. -----------------------------------------------------------I see what you mean. Well thatt certainly something well have to take into account. So, maybe a better solution would be So if I understand you correctly Our objective is to reduce deliery time. You propose the delivery of larger quanitites. This might cause problems because Maybe a better solution would be to We see no objection to that. Im afraid thats out of question. We would need some sort of guarantee. Yes. That will suit us fine then. We shall work out the finer details at a later date. However,

We are aware of that, so we Ok, well, what do you have in mind? could you tell me what you were thinking about in terms of delivery dates? We were thinking about delivery dates of 120 days following our order. Provided that you What do you consider ? ---------------------------------------------------Stage 5 S- I think we have covered everything. Well, Id like to go over the main points weve agreed on. Is that okay? B- Yes, of course, go ahead. S- The objective of this negotiation was to agree on a sales contract. The main issues discussed were: order quantity, terms of delivery, payment modalities and additional requirements. We agreed on the following: The trial order includes 10 sample jars, which will be imprinted with the logo of the company Seaside Park Hotel Group. The supplier will provide the ordered goods within 5 days. We also placed a binding order of 500 items per month, which will be delivered within 7 days after receipt of order. Concerning the terms of payment, we agreed on 60 days presentation for the binding order. Of course.The trial order is free of charge. In addition to that we agreed on a 3 per cent dicount on 500 items. We also agreed on including a penalty clause in the contract. According to this our company is obliged to cancel the contract at any time, in case the products vary from the official standards. Does that reflect what we said ? B- With respect thats not quite correct. We agreed on a 5 per cent discount. But the rest is fine and Im sure that we could all agree that this was a successful meeting.