SHERRY: I understand we will need seven air conditioning units on the two floors.
* ?; X0 f, a$ n# k6 O' y1 {# A That's what you think, yes?, D" z3 F# c9 n0 J9 A j! k; m s
ARNOLD: Yes. You could use five or six units." z0 l% W! p% s# I+ a/ ~! T4 c$ ~
But five or six wouldn't be very efficient. I recommend seven.- M t {; V3 P: z. D
SHERRY: And if we take the Decker units you suggested, what would the price be?0 m; p P3 w, \; g1 X
ARNOLD: Let me calculate the price for you.' o* T, U: ~3 @% c5 V0 ~! f3 m2 L; K
I can give you a 15% discount if you buy the seven units.
6 \4 E. {' ] P9 ^+ U Let's see here. Your total would be 5929 dollars.
6 {. T' P$ V6 e- e+ @ SHERRY: Isn't there any way we can get central air conditioning in this building?
2 N3 F+ K( {- {! ] ARNOLD: As I said, it is possible, but it would be much more expensive.
. A7 O) `& {2 ~1 g7 ~ p/ f. ] I think it would be at least 12000 dollars to do a complete system.
7 f" i1 Q" d; N* R% V SHERRY: That's too much. We need to use the separate units, I guess.& A( X; i1 {4 {
ARNOLD: It's more practical, and the new units really are very quiet.
9 |1 A" [+ l: p) F. j Your customers won't even notice them.
, l6 r& t* Y0 P4 \6 g4 [" P SHERRY: So you say we can do it for 6000 dollars.
9 Z$ {0 C V2 z) o3 h ARNOLD: Yes, that's for the units.+ ?2 W5 C! F) R6 J$ N: j
Installation would probably be another 700 to 1000 dollars.
5 A6 k5 g5 R1 i But it depends on the time spent, of course.! A8 a' R1 r' L( T5 b
SHERRY: You mean installation isn't included? I’m very surprised.5 S6 ?* S$ i( B& L1 [: b' Z
ARNOLD: No, Ma'am. Installation isn’t included.
3 y! Q* h8 K% o( d( K7 v3 m4 J0 V The price I quoted was just for the units.' r* Q/ W! c+ {" v% v+ k$ D0 y `0 Q
SHERRY: In Taipei, you know, the company usually installs the things they sell.1 L: E2 e }( X) q! ~
They don't charge extra.+ u8 l$ z2 [6 |* i' M' Y+ F! x
ARNOLD: I know that, Ma'am.8 {( H4 d' F' u6 n& ~$ A& _) X
But they would just raise the price of the units to cover their costs. Z7 R0 e4 k/ h; H
Here in L.A., installation is charged separately.
! ?3 Z9 r4 q0 {4 p6 ]+ t SHERRY: Yes, I suppose I should get used to it.
9 _2 [4 P1 T6 h6 J$ _' F But I'm not really willing to spend more than 6000 dollars for this.
* Y* u: n% Y7 k% s4 \5 b5 \2 C We haven't even opened yet.
[, a+ B Q& h! U ARNOLD: I understand, Ma'am. \5 v& g2 T( W: r* O( O4 p
SHERRY: And the other company that gave me a quote on this said they could do it for 4000 dollars.
$ r. \( K: n9 e5 t/ h2 C ARNOLD: It's a question of quality, Ma’am.
: o2 s& B! q T4 ~3 @ At that price, you would not get good equipment.
9 p% c; Q( g" j I've been in this business for almost twenty years. I know what happens., I" ?& y! M9 j n; K+ v
If you don't get quality air conditioning now,
6 S& b; ]; z0 i you will just have to replace the system after two years.- R8 v0 ?& o, G! C1 E! y0 y1 x% m
SHERRY: I will tell you what I can agree to.
9 @4 ]) g' \0 G) F7 E5 l If you can quote me a price of 6000 dollars, installation included, I can accept.6 a/ \6 b2 O5 I1 O+ V5 q6 O, V+ ~, I
ARNOLD: Well.% Z! Z7 h: E9 r* c: w1 p: ^
SHERRY: You do seem like a better company than the other one.
]5 [/ S8 J7 [$ l* s; c, Z; B So I am willing to pay more than 4000 for you. But I won't pay more than 6000.' \% T) H4 y4 Z2 W7 T
ARNOLD: Well, we don't usually do it, but…… I believe we can accommodate you on this.. K& |! _0 G- k. K! g' z6 B
We will do the installation for free. Because we appreciate your business.
/ \' `$ E! x# c1 H9 Q; m5 _ SHERRY: Good. I hope we can arrange the contract as soon as possible.9 D+ E w8 t2 X4 r" |0 b
, o2 |9 c% Y8 t2 K2 l( B- n 雪莉:我了解我们需要七部空调机在两个楼面。# Y* Y) ~$ J: @/ i- N/ n6 }3 I/ M
你是这个意思,对吧?9 h: y" A: M$ F
阿诺:是的。你可以装五到六部。% x) c: t& s3 D" R+ g# Q1 S% z
但五到六部会不够,所以我建议七部。
1 H# q3 f5 X! I0 C. e$ u* { 雪莉:还有我们如果用你建议的戴格牌,会是多少钱?2 H; w( L/ j6 M! W" I
阿诺:让我算一下。
! c6 L, D$ v' j# }1 D) o 如果你一次购买七部,我可以给你百分之十五的折扣。
9 Y: M! F6 g6 B4 ^8 }) } 让我看一下,你的总数是五千九百二十九美元整。" x+ \1 {% ~ l* u3 r4 j
雪莉:我们可以在这栋建筑装设中央空调系统吗?
3 k6 \; y" Q) N/ Q. x5 d$ w2 y: H 阿诺:就像我说的,是可行的,但是会花费很多。' s, W; P, P5 `' W9 a# C. Q& k2 t
我想会需要一万二千美元才能完成一个系统。
m+ [# H5 W. a' r. I# q 雪莉:那真是太多了。我们必须要分开的装置,我想。+ Y; O( t+ |0 l2 B& e2 B! f& i% k' x
阿诺:在实用性方面,新的装置也会比较安静。9 x) B, o0 W, W$ X/ M8 U9 }
你的顾客根本不会感觉到它的存在。, ]5 \7 S1 p- V
雪莉:所以你说我们可以在六千美元以内完工。; M6 y; M- x/ v$ E
阿诺:是的,只有装置的费用。- G- n' Z' O! L( i. |
安装费大约是七百至一千美元。
) [; g# g6 ` \5 d" U2 G 当然是要看所用的时间而定。, z. O. `+ i+ t/ n8 B
雪莉:你的意思是没有包含安装费?我很惊讶。
3 E* c( X3 c7 K+ V% n9 } 阿诺:不,女士。安装费没有包含在内。6 A Q8 S# F3 |6 t
我估计的费用是只有装置的费用。$ w. o# ~& \+ G8 @
雪莉:在台北,你知道,一般公司都安装他们所卖的产品。( c- o, w0 ]1 C0 ?; W! Z
他们不会额外收费。
0 ]& a$ h6 {# t5 {. E; c0 S1 W 阿诺:我知道,女士。5 x. f- v3 N2 A2 @! ~
但通常他们都会提高售价来掩饰他们的花费。% g) `8 l3 O) h+ H( v, G
在洛杉矶,安装费都是分开来收取的。
2 y; Q+ X% s/ h: x! k 雪莉:是的,我以为我应该可以习惯这种做法。
) V7 r% a4 d) h/ {- i 但我真的没有想要为了安装空调系统花费超过六千美元。
7 U% ?( y& L$ k+ M$ J9 W& D 我们都还没开张呢。! q* u9 R- _. ?* W: w
阿诺:我了解,女士。; ~0 W7 C! J- B# E9 V
雪莉:而且另一家公司只给我估价四千美元。# T' ]* `: j1 v4 x( q7 [
阿诺:这是有关品质的问题,女士。& {* p D1 R' Y$ _. U2 L0 T4 j+ n
而且那种价位,你不会拿到好的装置。6 b: t0 I! }% c' \+ |
我在这一行有将近二十年了。我知道行情, |