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.

也祝你周末愉快。