1.產品發布會活動策劃活動該由誰操作
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.
產品在周二投放市場，接下來的幾天你把時間都空出來，因為我們要點燈夜戰按時把一切準備好。
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...大部分事情都已經搞定，我們要把這件事交給一家項目經營公司，所以大部分的細節問題應該由他們來處理。我們要做的主要工作可能是和他們的現場經理商定一下活動的大致安排以確保一切都按計劃行事。
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籃子里...萬一他們的工作人員完成不了怎么辦？ 我們應該準備一個備用方案以防萬一。
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 。他們對這一活動的所有細節都非常清楚。此外，你忘了，他們都是專業人士..他們是以為我們這類產品發布為生的，我看我們沒有什么可以擔心的....
A: If you say so....
如果你這么說....
2.委婉回絕客戶要求做國外的獨家代理的要求
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家代理協議。
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.
我對這個很感興趣，并且謝謝你想做我們獨家代理的請求。另外我想了解你們對我們公司產品的促銷計劃。
A:Here is our plan, And we have done a research of our market. I think we would broad the market successfully.
這是我們的計劃書，并且我們已經做了一個市場調查，我想我們會成功地拓寬市場的。
B:But I think it is still too early for us to find an agent for your market.
但是我認為在貴國市場找代理人還是為時尚早。
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。其他廠商已經進入我們市場了，如果你們晚點投放你們的產品，我想，你們就會沒有競爭力了。
B:I can't give you the thumbs up right now. But I will go back to consult with our directorate.
我現在無法立刻同意你的請求，不過我會回去和我們的董事會商量的。
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家代理的要求
A: What do you think our proposal as your sole agent?
你對我方提出做貴公司獨家代理的建議，你方一下如何？
B: We think it premature for us to discuss the matter.
我認為現在討論這個問題時機還不成熟。
A:Then when do you think the time will be ripe?
那么你們認為時機什么時候成熟？
B:When your annual turnover is over USD600,000. We'll certainly be glad to sign an agency agreement with you.
當你方年銷售量超過60萬美元時，我們肯定會樂于與你方簽訂代理協議。
4.如果你是駐華外企外貿業務員，國外老板召開產品出口政策會議，讓參會人員提出各自的意見，你如何結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.
我認為我們應該在下一年剛開始就發起新一輪的廣告和促銷活動。如果想在美國占有更大的市場份額，我們首先應該讓更多人知道我們的產品。
B:I quite agree with you.
我非常同意你的觀點。
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。但我認為主要問題是我們產品比其他品牌的產品價格偏高一些。
C:You mean we'll reduce our pirces?
你的意思是我們要降價？
D: As far as I am concerned, I think it's a good idea to cut our prices by 10%.
我個人認為，降價10%是個好主意。
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，你知道，我們現在的價格已經很薄利了。照我看，更重要的是應該提高我們的產品質量和售后服務。而不是降價。
5.如你遇到國外客戶要求做你們公司產品的獨家代理，你知道如何應對嗎？
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··三年期的獨家代理協議。
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.
謝謝你想做我們獨家代理的請求，我想了解你們對我們公司產品的銷售計劃。
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.
這是我們的計劃書，大多數人都會堅持購買他們喜歡的產品，即使價格上漲也是如此。如果我們和一些知名廠家競爭市場，我們一開始應該實行低價政策，在銷費者試用了我們的產品，了解了我們產品，并且喜歡上了我們的產品之后，我們就可以漲價了。
A: Have you done any marketing research? What findings have you got from the research?
你做過市場調查嗎？你從中有了什么發現？
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，我們已經做了一個市場調查，市場調查顯示消費者對我們的新產品非常感興趣。我預感明年我們的市場狀況將會非常好，一旦我們簽訂了在美國的獨家代理協議，我們就可以做大量實質工作，大力推廣你們的產品，讓消費者相信他們真正需要你們的產品。
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。現在我們做外貿的，在合資，合作或外資企業工作的大有人在。那么我們就應該對合資合作企業有個大致的了解。
另外，做外貿時間長了，有的運氣好，也許碰到一個大客戶想在中國開工廠或者開辦外貿公司或者外貿駐華辦事處。
遇到這樣的大好事，你知道如何操作辦理嗎？可千萬不要一問三不知，讓客戶笑掉大牙倒是小事，可錯過這個升遷的好機會可以太可惜了。
所以，下面這段對話對你有一定的啟示，希望記住，一旦有這樣的好機會就不會讓她從身邊溜走。
如果真的遇到這樣客戶，恭喜你！你的身份地位就要發生重大轉折了。
6.下面貓熊哥給大家科普一下有關合作合資企業的基礎知識。
合營企業（Joint Veture）是國際間直接投資的主要形式之一，合營企業包括股權式合營（Equity Joint Venture）,就是我國的中外合資合營企業。
契約式合營（Contractual Joint Venture）,即我國的中外合作經營企業。
中外合資經營企業是指共同投資的中外各方，以現金實物或無形資產折價為現金后，各按一定比例的股份出資，共同組織一個具有法人地位的，在經濟上獨立核算，在業務上獨立經營的企業。
企業由投資各方共同經營，共同管理，共擔風險，共負盈虧。
在我國的合資經營企業是指由一個或幾個外國公司，企業或其他經濟組織或個人，同一個或幾個中國的公司，企業或經濟組織，依照我國相關法律辦理并經中國政府批準注冊的企業。
與中外合資經營企業不同，中外合作經營企業是一種建立在合同基礎上的合營關系。
根據我國的相關法律的規定，中外合作者的權利和義務，包括投資或合作條件，受益或者產品分配，風險和虧損的分擔。
經營管理的方式和合作企業終止時對財產的歸屬等事項，都由締約雙方在合作企業合同中給予約定。
而不像中外合資企業那樣，以投資各方的認股比例為準。
7.下面是回復外商有關合資企業問題的信函：
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形式在中國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.
你可能知道中國一向堅持開發政策并對引進國外投資采取積極立場，以在平等互利的基礎上與其他國家擴大經濟合作和技術交流。
China permits foreign firms, enterprises and other economic organization or individuals to form joint ventures with Chinese firms, enterprises or others economic organizations.
中國允許外國公司，企業和其他經濟組織或個人與中國公司，企業或其他經濟組織建立合資企業。
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，兩種在運營的合資企業最多， 股權合資企業和合同合資企業，此外，中國海洋石油的聯合勘探也存在。
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.
這種經營方式的特點是共同投資，共同管理，共負盈虧，可使雙方的關系更為密切，協作更為加強，對雙方都有利的。
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，我國政府頒布了“中華人民共和國使用中外投資合資企業法”，
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，第七屆全國人民代表大會第三次會議修訂了“ ，為了幫助您充分了解與合資企業有關的各種規定，
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法規，我們樂意附上一份這個法規副本給你參考，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營，請將你方的初步設想，包括產品品種，數量，進料，銷售渠道和主要機械設備等告訴我們，以便詳細研究后，作進一步的洽談。
We look forward to your reply with interest.
我們以及大的興趣期待您的回復
Your faithfully.
客戶的回復，進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“中華人民共和國中外投資合資企業法”
Having gone through it carefully, we have now a better understanding about the establishment of a joint venture in China.
經過仔細研究，我們現在很好地了解了如何在中國建立合資企業了。
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，我們仍然有一點不清楚，在第4條中規定，在合資企業的注冊資本中，外國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,
但沒有提及外國人所持合資企業的注冊資本份額的上限。
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％的基礎進行投資，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％的資本將部分為現金，部分為機械和設備。
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.
對于現金，按照協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,
由于我們與當地的機械制造商保持良好的聯系，我們將提供最先進的機械和設備適合生產工藝。
which will be evaluated by both parties, In the meantime, we should like to know in what form your investment will be.
這將由雙方進行評估。同時，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，我們將進一步進行此事或派個人去訪問你們以進行面對面的討論，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。
Yours faifhully.