1.產(chǎn)品發(fā)布會(huì)活動(dòng)策劃活動(dòng)該由誰(shuí)操作
A: The product launch is on Tuesday, and clear your calendars over the next few days because we're going to be burning the midnight oil in order to get everything ready in time.
產(chǎn)品在周二投放市場(chǎng)，接下來的幾天你把時(shí)間都空出來，因?yàn)槲覀円c(diǎn)燈夜戰(zhàn)按時(shí)把一切準(zhǔn)備好。
B: Oh, it's not as bad as all that... Almost everything is already set. We're going through an event management company, so they should manage most of the details, Probably the biggest thing on our plate is to go over the event rundown with their on site managers to make sure it all goes as planned.
噢，事情沒有那么糟糕...大部分事情都已經(jīng)搞定，我們要把這件事交給一家項(xiàng)目經(jīng)營(yíng)公司，所以大部分的細(xì)節(jié)問題應(yīng)該由他們來處理。我們要做的主要工作可能是和他們的現(xiàn)場(chǎng)經(jīng)理商定一下活動(dòng)的大致安排以確保一切都按計(jì)劃行事。
A:I hate to put all our eggs in one basket.... What if their people drop the ball? We should be prepared with a back up plan just in case...
我討厭把我們所有的雞蛋放在一個(gè)籃子里...萬(wàn)一他們的工作人員完成不了怎么辦？ 我們應(yīng)該準(zhǔn)備一個(gè)備用方案以防萬(wàn)一。
B:Opening day is Tuesday, We've been working with this compny to set everything up since last spring, They are very clear on all of the details for the event, Also, you forget, they are professionals... they run events like our product launch for a living, I'd say we have nothing to worry about ....
周二開幕，自從上個(gè)春季以來我們一直和這家公司一起把所有事情安排好 。他們對(duì)這一活動(dòng)的所有細(xì)節(jié)都非常清楚。此外，你忘了，他們都是專業(yè)人士..他們是以為我們這類產(chǎn)品發(fā)布為生的，我看我們沒有什么可以擔(dān)心的....
A: If you say so....
如果你這么說....
2.委婉回絕客戶要求做國(guó)外的獨(dú)家代理的要求
A: I want to sign a sole agency agreement with you for a period of 3 years.
我想和你簽訂一份三年的獨(dú)家代理協(xié)議。
B:I am interested in that. And thank you for your offer to be our sole agent and we would like to have some information about your plans for promoting the sale of our products.
我對(duì)這個(gè)很感興趣，并且謝謝你想做我們獨(dú)家代理的請(qǐng)求。另外我想了解你們對(duì)我們公司產(chǎn)品的促銷計(jì)劃。
A:Here is our plan, And we have done a research of our market. I think we would broad the market successfully.
這是我們的計(jì)劃書，并且我們已經(jīng)做了一個(gè)市場(chǎng)調(diào)查，我想我們會(huì)成功地拓寬市場(chǎng)的。
B:But I think it is still too early for us to find an agent for your market.
但是我認(rèn)為在貴國(guó)市場(chǎng)找代理人還是為時(shí)尚早。
A:No.no.no. Other manufacturer has entered the market, and if you launch you products later, I think, you will be uncompetitive.
不，不，不。其他廠商已經(jīng)進(jìn)入我們市場(chǎng)了，如果你們晚點(diǎn)投放你們的產(chǎn)品，我想，你們就會(huì)沒有競(jìng)爭(zhēng)力了。
B:I can't give you the thumbs up right now. But I will go back to consult with our directorate.
我現(xiàn)在無(wú)法立刻同意你的請(qǐng)求，不過我會(huì)回去和我們的董事會(huì)商量的。
A: Thank you. I am looking forward to your favorable reply.
謝謝你，那我靜候佳音。
3.直接回絕客戶要求做獨(dú)家代理的要求
A: What do you think our proposal as your sole agent?
你對(duì)我方提出做貴公司獨(dú)家代理的建議，你方一下如何？
B: We think it premature for us to discuss the matter.
我認(rèn)為現(xiàn)在討論這個(gè)問題時(shí)機(jī)還不成熟。
A:Then when do you think the time will be ripe?
那么你們認(rèn)為時(shí)機(jī)什么時(shí)候成熟？
B:When your annual turnover is over USD600,000. We'll certainly be glad to sign an agency agreement with you.
當(dāng)你方年銷售量超過60萬(wàn)美元時(shí)，我們肯定會(huì)樂于與你方簽訂代理協(xié)議。
4.如果你是駐華外企外貿(mào)業(yè)務(wù)員，國(guó)外老板召開產(chǎn)品出口政策會(huì)議，讓參會(huì)人員提出各自的意見，你如何結(jié)合你的外銷工作中遇到的問題，提出自己的建議嗎？
A:I think we should launch a new advertising and promotion campaign at the very beginning of next year. If we want to enjoy a bigger market share in USA, we should first let more people know about our products.
我認(rèn)為我們應(yīng)該在下一年剛開始就發(fā)起新一輪的廣告和促銷活動(dòng)。如果想在美國(guó)占有更大的市場(chǎng)份額，我們首先應(yīng)該讓更多人知道我們的產(chǎn)品。
B:I quite agree with you.
我非常同意你的觀點(diǎn)。
C: How do you feel about that. Mr. Zhao?
你怎么看，趙先生？
D:I agree up to the point, But I think the main point is that our products are a bit expensive, compared with other brands.
我同意這一觀點(diǎn)。但我認(rèn)為主要問題是我們產(chǎn)品比其他品牌的產(chǎn)品價(jià)格偏高一些。
C:You mean we'll reduce our pirces?
你的意思是我們要降價(jià)？
D: As far as I am concerned, I think it's a good idea to cut our prices by 10%.
我個(gè)人認(rèn)為，降價(jià)10%是個(gè)好主意。
A:I don't agree with you, You know, we only make a small profit at these prices, As I see. it's more important to impove product quality and after sales service than to reduce prices.
我不贊同你的觀點(diǎn)，你知道，我們現(xiàn)在的價(jià)格已經(jīng)很薄利了。照我看，更重要的是應(yīng)該提高我們的產(chǎn)品質(zhì)量和售后服務(wù)。而不是降價(jià)。
5.如你遇到國(guó)外客戶要求做你們公司產(chǎn)品的獨(dú)家代理，你知道如何應(yīng)對(duì)嗎？
A:Nice to meet you. Mr, Jones.
很高興見到你，瓊斯先生。
B: Nice to meet you, too. I want to sign a sole agency agreement with you for period of three years.
我也是。我想和你們簽訂一份··三年期的獨(dú)家代理協(xié)議。
A: Thank you for your offer to be our sole agent. I would like to have some information about your plans for promoting the sale of our products.
謝謝你想做我們獨(dú)家代理的請(qǐng)求，我想了解你們對(duì)我們公司產(chǎn)品的銷售計(jì)劃。
B:Here is our plan. Most people will continue to buy a brand they like even if the price goes up. If we are competing with other well know manufacturers, we should start with low price, After our customers try it, get to know it and like it. we can raise the price.
這是我們的計(jì)劃書，大多數(shù)人都會(huì)堅(jiān)持購(gòu)買他們喜歡的產(chǎn)品，即使價(jià)格上漲也是如此。如果我們和一些知名廠家競(jìng)爭(zhēng)市場(chǎng)，我們一開始應(yīng)該實(shí)行低價(jià)政策，在銷費(fèi)者試用了我們的產(chǎn)品，了解了我們產(chǎn)品，并且喜歡上了我們的產(chǎn)品之后，我們就可以漲價(jià)了。
A: Have you done any marketing research? What findings have you got from the research?
你做過市場(chǎng)調(diào)查嗎？你從中有了什么發(fā)現(xiàn)？
B: Yes, We have done a research of our market.The marketing research shows that the customers seem very interested in this new modell. I have the impression that there will be a good market for it in the years to come. Once we sign the sole agency agreement which covers the whole USA. we can do a substantial job and push your products vigorously to make the customers believe the products are what they really need.
是的，我們已經(jīng)做了一個(gè)市場(chǎng)調(diào)查，市場(chǎng)調(diào)查顯示消費(fèi)者對(duì)我們的新產(chǎn)品非常感興趣。我預(yù)感明年我們的市場(chǎng)狀況將會(huì)非常好，一旦我們簽訂了在美國(guó)的獨(dú)家代理協(xié)議，我們就可以做大量實(shí)質(zhì)工作，大力推廣你們的產(chǎn)品，讓消費(fèi)者相信他們真正需要你們的產(chǎn)品。
A: I see, It's very impressive. Thank you for your informaton.
我明白了，這非常令人印象深刻！謝謝你提供的資料。
B:You're welcome, We look forward to your positive news.
不客氣，我們等待你的好消息。現(xiàn)在我們做外貿(mào)的，在合資，合作或外資企業(yè)工作的大有人在。那么我們就應(yīng)該對(duì)合資合作企業(yè)有個(gè)大致的了解。
另外，做外貿(mào)時(shí)間長(zhǎng)了，有的運(yùn)氣好，也許碰到一個(gè)大客戶想在中國(guó)開工廠或者開辦外貿(mào)公司或者外貿(mào)駐華辦事處。
遇到這樣的大好事，你知道如何操作辦理嗎？可千萬(wàn)不要一問三不知，讓客戶笑掉大牙倒是小事，可錯(cuò)過這個(gè)升遷的好機(jī)會(huì)可以太可惜了。
所以，下面這段對(duì)話對(duì)你有一定的啟示，希望記住，一旦有這樣的好機(jī)會(huì)就不會(huì)讓她從身邊溜走。
如果真的遇到這樣客戶，恭喜你！你的身份地位就要發(fā)生重大轉(zhuǎn)折了。
6.下面貓熊哥給大家科普一下有關(guān)合作合資企業(yè)的基礎(chǔ)知識(shí)。
合營(yíng)企業(yè)（Joint Veture）是國(guó)際間直接投資的主要形式之一，合營(yíng)企業(yè)包括股權(quán)式合營(yíng)（Equity Joint Venture）,就是我國(guó)的中外合資合營(yíng)企業(yè)。
契約式合營(yíng)（Contractual Joint Venture）,即我國(guó)的中外合作經(jīng)營(yíng)企業(yè)。
中外合資經(jīng)營(yíng)企業(yè)是指共同投資的中外各方，以現(xiàn)金實(shí)物或無(wú)形資產(chǎn)折價(jià)為現(xiàn)金后，各按一定比例的股份出資，共同組織一個(gè)具有法人地位的，在經(jīng)濟(jì)上獨(dú)立核算，在業(yè)務(wù)上獨(dú)立經(jīng)營(yíng)的企業(yè)。
企業(yè)由投資各方共同經(jīng)營(yíng)，共同管理，共擔(dān)風(fēng)險(xiǎn)，共負(fù)盈虧。
在我國(guó)的合資經(jīng)營(yíng)企業(yè)是指由一個(gè)或幾個(gè)外國(guó)公司，企業(yè)或其他經(jīng)濟(jì)組織或個(gè)人，同一個(gè)或幾個(gè)中國(guó)的公司，企業(yè)或經(jīng)濟(jì)組織，依照我國(guó)相關(guān)法律辦理并經(jīng)中國(guó)政府批準(zhǔn)注冊(cè)的企業(yè)。
與中外合資經(jīng)營(yíng)企業(yè)不同，中外合作經(jīng)營(yíng)企業(yè)是一種建立在合同基礎(chǔ)上的合營(yíng)關(guān)系。
根據(jù)我國(guó)的相關(guān)法律的規(guī)定，中外合作者的權(quán)利和義務(wù)，包括投資或合作條件，受益或者產(chǎn)品分配，風(fēng)險(xiǎn)和虧損的分擔(dān)。
經(jīng)營(yíng)管理的方式和合作企業(yè)終止時(shí)對(duì)財(cái)產(chǎn)的歸屬等事項(xiàng)，都由締約雙方在合作企業(yè)合同中給予約定。
而不像中外合資企業(yè)那樣，以投資各方的認(rèn)股比例為準(zhǔn)。
7.下面是回復(fù)外商有關(guān)合資企業(yè)問題的信函：
Dear Sirs:
We have received your letter of 23 october from which we learn that you are interested in establishing an Auto Parts factory in China in the from of a joint venture and enquire about its feasibility.
你10月23日來信收到，得知你們有興趣以合資企業(yè)形式在中國(guó)建立一汽車配件制造廠，并詢問其可行性。
You are probably aware that China has always presisted in an open door policy and taken a positive stand with regard to introducing foreign investment, with a view to expanding economic cooperation and technical exchange with other countries on the basis of equality and mutual benefit.
你可能知道中國(guó)一向堅(jiān)持開發(fā)政策并對(duì)引進(jìn)國(guó)外投資采取積極立場(chǎng)，以在平等互利的基礎(chǔ)上與其他國(guó)家擴(kuò)大經(jīng)濟(jì)合作和技術(shù)交流。
China permits foreign firms, enterprises and other economic organization or individuals to form joint ventures with Chinese firms, enterprises or others economic organizations.
中國(guó)允許外國(guó)公司，企業(yè)和其他經(jīng)濟(jì)組織或個(gè)人與中國(guó)公司，企業(yè)或其他經(jīng)濟(jì)組織建立合資企業(yè)。
At present, the two type of joint ventures in operation are most popular, i,e. Equity Joint Venture and Contractual Joint Venture, Besides, joint exploration of China's Offshore Oil is also in existence.
目前，兩種在運(yùn)營(yíng)的合資企業(yè)最多， 股權(quán)合資企業(yè)和合同合資企業(yè)，此外，中國(guó)海洋石油的聯(lián)合勘探也存在。
The main features of this form of business are joint investment, joint management and joint share in profits and losses, being beneficial to both parties in that they will enhance business relations and cooperation.
這種經(jīng)營(yíng)方式的特點(diǎn)是共同投資，共同管理，共負(fù)盈虧，可使雙方的關(guān)系更為密切，協(xié)作更為加強(qiáng)，對(duì)雙方都有利的。
On July,8,1979, our government promulgated " The Law of the People's Republic of China on Joint Ventures Using Chinese and Foreign Investment",
1979年7月8日，我國(guó)政府頒布了“中華人民共和國(guó)使用中外投資合資企業(yè)法”，
Later on April 4, 1990, the Third Session of the Seventh National People's Congress made amendments to the Law,
1990年4月4日，第七屆全國(guó)人民代表大會(huì)第三次會(huì)議修訂了“ ，為了幫助您充分了解與合資企業(yè)有關(guān)的各種規(guī)定，
In order to help you get fully acquainted with the various provisions in connection with the joint venture, we take pleasure in enclosing a copy of the Law for your persual and hope to have your comments.
為了使你更全面了解合資相關(guān)法規(guī)，我們樂意附上一份這個(gè)法規(guī)副本給你參考，并希望聽到你的意見。
Should you be interested in forming a joint venture with us, Please let us know your tentative idea as to the type of commodity, quantity of production, material procurement, sales channels and principal machinery and equipment, so that we can make a thorough study of your plan and go further into the matter.
如果你公司有意和我們合資經(jīng)營(yíng)，請(qǐng)將你方的初步設(shè)想，包括產(chǎn)品品種，數(shù)量，進(jìn)料，銷售渠道和主要機(jī)械設(shè)備等告訴我們，以便詳細(xì)研究后，作進(jìn)一步的洽談。
We look forward to your reply with interest.
我們以及大的興趣期待您的回復(fù)
Your faithfully.
客戶的回復(fù)，進(jìn)一步搞清問題的來函：
Dear Sirs:
Thank you for your letter of 2 November, enclosing a copy of " The Law of the People's Republic of China on joint Ventures Using Chinese and Foreign Investment"
感謝你11月2日的來信，和附上的“中華人民共和國(guó)中外投資合資企業(yè)法”
Having gone through it carefully, we have now a better understanding about the establishment of a joint venture in China.
經(jīng)過仔細(xì)研究，我們現(xiàn)在很好地了解了如何在中國(guó)建立合資企業(yè)了。
However, here is still one point not clear on us, In Article 4, it states that in the registered capital of a joint venture, the proportion of the investment contributed by the foreign participant(s) shall be in general not less than 25%,
然而，我們?nèi)匀挥幸稽c(diǎn)不清楚，在第4條中規(guī)定，在合資企業(yè)的注冊(cè)資本中，外國(guó)參與者提供的投資比例一般不低于25％ 。
but no mention is made about the upper limit on the share of the registered capital of a joint venture countributed by a foreigner,
但沒有提及外國(guó)人所持合資企業(yè)的注冊(cè)資本份額的上限。
As we have informed you previously, we are of the intention to make investment on 50%-50% basis and wonder if this is practicable。
正如我們以前告訴你的，我們打算按50％-50％的基礎(chǔ)進(jìn)行投資，并想知道 這是否可行。
Our investment, i,e. 50% of the capital of the proposed joint veture, is to be made partly in cash and partly in machinery and equipment,
我們的投資，或者說， 擬議合資公司的50％的資本將部分為現(xiàn)金，部分為機(jī)械和設(shè)備。
As to the cash, it is to be converted from US dollars according to the exchange rate in effect on the date the agreement becomes effective.
對(duì)于現(xiàn)金，按照協(xié)議生效之日的匯率按美元兌換。
As we are well connected with the machinery manufacturers here we shall supply the most advanced machinery and equipment suitable for the need in the course of production,
由于我們與當(dāng)?shù)氐臋C(jī)械制造商保持良好的聯(lián)系，我們將提供最先進(jìn)的機(jī)械和設(shè)備適合生產(chǎn)工藝。
which will be evaluated by both parties, In the meantime, we should like to know in what form your investment will be.
這將由雙方進(jìn)行評(píng)估。同時(shí)，我們想知道你們以什么形式投資。
Upon hearing from you, we will go further into the matter or suggest a personal visit to have a face to face discussion so that problems can be cleared and settled quickly.
一收到您的回復(fù)，我們將進(jìn)一步進(jìn)行此事或派個(gè)人去訪問你們以進(jìn)行面對(duì)面的討論，以便可以快速弄清和解決問題。
We await your early reply.
我們等待您的早期答復(fù)。
Yours faifhully.