1.當客戶問你超出你的權限范圍以外的問題時，該如何回答客戶。

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，順便問一下，我們有意與你方合作，在我們市場上合作經營中國工藝品，你們愿意接受這個建議嗎？

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，這是一個新的做法，有些歐洲朋友也建議我們合資經營我們的一些產品，我們認為這個需要進行詳細的分析研究。

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.

如果你方覺得我們的建議有吸引力，估計以這種方式，貿易額可達到2000萬英鎊。

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.

當然，我們很感激貴方為推銷中國工藝品所作的努力，但是今天我無法與您討論這個問題，我得先和我們的主管商量一下，然后和你找個時間再談。

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，反正我還會再待兩個星期，不過，我期望在這個方面能夠取得進展。

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.

我們下次再談吧，既然所有問題都解決了，我們喝杯茶，拋開業務問題休息一下吧。

2.如何談論合資外貿企業的具體細節問題：

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，很高興再次見到你，你們正在考慮建立一個中等規模的生產機床的合資企業嗎？

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

是的，我準備和你商談與貴司合資建立企業的問題。

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，對你在中國投資我們有很多優惠待遇，總投資是多少？

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

約900萬美元，這個數字足夠用來做基建和流動資金

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

你們在合資中打算占有多少投資股份？

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.

我們愿意提供投資總額55%的股份，包括建設資金，全部進口設備的費用，以及來自國內公司的工程師，技術員和管理人員的費用。

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

請問合資企業各方如何分擔盈利和虧損的？

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

合資各方將按各自投資股份比例承擔企業的盈利和虧損。

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

我明白了，合營的期限多長？

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?

我們可以先定5年，只要雙方愿意,合同期滿后我們還可以續簽，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.

這正合我們的慣例，如你所知，生產技術必須不斷改進，否則我們將無法和其他產品競爭，這種情況下，在合資企業期限內，你方需要不斷向我方提供改進的技術。

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

下周我們再舉行一輪會談，詳細談論一些技術性問題好嗎？

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

好的，李先生，祝你周末愉快。

B: You, too.

也祝你周末愉快。