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　　外贸业务员不能只知道进出口那点事这些也是外贸业务员需要掌握的，所以，今天给大家扩展一下知识面，如果当你在大的外贸公司工作或者大的出口产品生产企业做外贸业务员时，你可能会遇到以下的情况，这样你就知道如何应付客户了：

　　1.当客户问你超出你的权限范围以外的问题时，该如何回答客户。

　　A: By the way, Mrs. wen, we have a mind to do joint participation with you on Chinese arts and crafts in our market, Do you have an interest to this proposal?

　　文女士，顺便问一下，我们有意与你方合作，在我们市场上合作经营中国工艺品，你们愿意接受这个建议吗?

　　B:Well, this is something new, a few of our friends from Europe have also suggested that we participate in joint enterprise with them dealing in some of our goods, we think there a lot of details we should go into.

　　嗯，这是一个新的做法，有些欧洲朋友也建议我们合资经营我们的一些产品，我们认为这个需要进行详细的分析研究。

　　A:If you feel our proposal is attractive. it is estimated that business to the extent of over twenty million pounds can be achieved in this manner.

　　如果你方觉得我们的建议有吸引力，估计以这种方式，贸易额可达到2000万英镑。

　　B:Naturally. I appreciate your efforts in pushing the sale of Chinese arts and crafts, But I'm not in a position to discuss your proposal today. I must first talk to our director, and discuss it with you some other time.

　　当然，我们很感激贵方为推销中国工艺品所作的努力，但是今天我无法与您讨论这个问题，我得先和我们的主管商量一下，然后和你找个时间再谈。

　　A: All right. Anyway. I'll be staying here for another two weeks, But I'm looking forwards to having something done in this respest.

　　好吧，反正我还会再待两个星期，不过，我期望在这个方面能够取得进展。

　　B:We'll talk about it next time, Now that everything is settled, let's have a cup of tea. and take our minds off business for a change.

　　我们下次再谈吧，既然所有问题都解决了，我们喝杯茶，抛开业务问题休息一下吧。

　　2.如何谈论合资外贸企业的具体细节问题：

　　A: I am so happy to see you again. Mr. Li. You are considering joint venture of moderate scale machine tools right?

　　李先生，很高兴再次见到你，你们正在考虑建立一个中等规模的生产机床的合资企业吗?

　　B: Yes, I would like to discuss with you the possibilities of establishing a joint venture with your company.

　　是的，我准备和你商谈与贵司合资建立企业的问题。

　　A:That is great. We have so many favorable conditions for you to invest in China. What is the prices of the total amount of investment?

　　那太好了，对你在中国投资我们有很多优惠待遇，总投资是多少?

　　B:About US dollar 9 million. This figure is large enough to provide the construction funds and circulation capital.

　　约900万美元，这个数字足够用来做基建和流动资金

　　A; How much would your share of investment be in this partnership?

　　你们在合资中打算占有多少投资股份?

　　B:My contribution is 55% of the total investment, including the construction funds and the cost of all the imported equipment, and the engineers, technicians and management staff from my home company.

　　我们愿意提供投资总额55%的股份，包括建设资金，全部进口设备的费用，以及来自国内公司的工程师，技术员和管理人员的费用。

　　A:May I ask how profit and loss should be shared between the parties to a joint venture?

　　请问合资企业各方如何分担盈利和亏损的?

　　B;The profit and loss shall be shared between the parties to the joint venture in proportion to their repestive contributions

　　合资各方将按各自投资股份比例承担企业的盈利和亏损。

　　A:I see, How long will a joint venture last?

　　我明白了，合营的期限多长?

　　B: We can fix the term for 5 years first. and extend the contract later if both parties wish to continue the partnership. What do you say about this?

　　我们可以先定5年，只要双方愿意,合同期满后我们还可以续签，你意下如何?

　　A: That coincide with our usual partice, As you know, production technology should be always improved; otherwise, our products cannot compete with others. In this case, during the duration of the joint venture, you should keep offering us your improved technology.

　　这正合我们的惯例，如你所知，生产技术必须不断改进，否则我们将无法和其他产品竞争，这种情况下，在合资企业期限内，你方需要不断向我方提供改进的技术。

　　B: Shall we hold another round of discussion next week on some technical problems in a more detailed way?

　　下周我们再举行一轮会谈，详细谈论一些技术性问题好吗?

　　A:That's fine. Have a nice weekend, Mr. Li

　　好的，李先生，祝你周末愉快。

　　B: You, too.