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Unit 6

An Impossible discount

Kim: Yes, I understand very well. Would you wait a minute, please? I think Mr. Yoon and I will
deliberate further on this matter. Why don’t you have a cup of coffee?
Richard: Sure, thank you for reconsidering this request. I’ll just stay right here and wait. Please
go ahead.
(After some time)
Kim: Thanks for waiting, Mr. Richard. Well, the best I can offer is a 5% discount, which brings us
to US $ 280 per unit CIF New York. This is the only way I can do it. I hope you understand. I
have reviewed all our options, and this is the only rate on which our company won’t lose.
Richard: Is it impossible to offer an 8% discount? Come on, Mr. Kim. Is there really no way that
you can do it? We really need an 8% discount. I’m sure you company is big enough to grant this
very simple request.
Kim: I am afraid that I won’t be able to accommodate your request, Mr. Richard. This request is
already beyond my authority. Please understand my situation.

1. What would you regard as an impossible discount request?

Sample answer:
I’m a very understanding person, and I usually am patient when it comes to requests. However,
requests that go beyond what has been agreed upon are really impossible. Anything that is not
fair to both parties is impossible to me.

2. Have you ever been presented with an impossible discount request by a cli-
ent? What did you do?

Sample answer:
Yes, it has happened twice. I had to be frank to the client. I declined and said I couldn’t grant
their request. I offered alternatives, and one took the option I presented.

3. How do you decline impossible requests for discounts?

Sample answer:
I have to be very frank with clients. Of course, I still decline with politeness and respect. Our
professional business relationship should still be preserved. I decline as calmly and gently as I
possibly can. I also explain the reasons for declining, and I do my best to answer all the ques-

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