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外贸业务员员需要掌握的常识和技能不仅仅是开发客户和卖出产品哦

时间:2019.07.17信息来源:功夫外贸

1.产品发布会活动策划活动该由谁操作

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.

产品在周二投放市场,接下来的几天你把时间都空出来,因为大家要点灯夜战按时把一切准备好。

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,事情没有那么糟糕...大部分事情都已经搞定,大家要把这件事交给一家项目经营企业,所以大部分的细节问题应该由他们来处理。大家要做的主要工作可能是和他们的现场经理商定一下活动的大致安排以确保一切都按计划行事。

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...

我讨厌把大家所有的鸡蛋放在一个篮子里...万一他们的工作人员完成不了怎么办? 大家应该准备一个备用方案以防万一。

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 ....

周二开幕,自从上个春季以来大家一直和这家企业一起把所有事情安排好 。他们对这一活动的所有细节都非常清楚。此外,你忘了,他们都是专业人士..他们是以为大家这类产品发布为生的,我看大家没有什么可以担心的....

A: If you say so....

如果你这么说....

2.委婉回绝客户要求做国外的独家代理的要求

A: I want to sign a sole agency agreement with you for a period of 3 years.

我想和你签订一份三年的独家代理协议。

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.

我对这个很感兴趣,并且谢谢你想做大家独家代理的请求。另外我想了解你们对大家企业产品的促销计划。

A:Here is our plan, And we have done a research of our market. I think we would broad the market successfully.

这是大家的计划书,并且大家已经做了一个市场调查,我想大家会成功地拓宽市场的。

B:But I think it is still too early for us to find an agent for your market.

但是我认为在贵国市场找代理人还是为时尚早。

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。其他厂商已经进入大家市场了,如果你们晚点投放你们的产品,我想,你们就会没有竞争力了。

B:I can't give you the thumbs up right now. But I will go back to consult with our directorate.

我现在无法立即同意你的请求,不过我会回去和大家的董事会商量的。

A: Thank you. I am looking forward to your favorable reply.

谢谢你,那我静候佳音。

3.直接回绝客户要求做独家代理的要求

A: What do you think our proposal as your sole agent?

你对我方提出做贵企业独家代理的建议,你方一下如何?

B: We think it premature for us to discuss the matter.

我认为现在讨论这个问题时机还不成熟。

A:Then when do you think the time will be ripe?

那么你们认为时机什么时候成熟?

B:When your annual turnover is over USD600,000. We'll certainly be glad to sign an agency agreement with you.

当你方年销售量超过60万美金时,大家肯定会乐于与你方签订代理协议。

4.如果你是驻华外企外贸业务员,国外老板召开产品出口政策会议,让参会人员提出各自的意见,你如何结合你的外销工作中遇到的问题,提出自己的建议吗?

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.

我认为大家应该在下一年刚开始就发起新一轮的广告和促销活动。如果想在美国占有更大的市场份额,大家首先应该让更多人知道大家的产品。

B:I quite agree with you.

我非常同意你的观点。

C: How do you feel about that. Mr. Zhao?

你怎么看,赵先生?

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.

我同意这一观点。但我认为主要问题是大家产品比其他品牌的产品价格偏高一些。

C:You mean we'll reduce our pirces?

你的意思是大家要降价?

D: As far as I am concerned, I think it's a good idea to cut our prices by 10%.

我个人认为,降价10%是个好主意。

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.

我不赞同你的观点,你知道,大家现在的价格已经很薄利了。照我看,更重要的是应该提高大家的产品质量和售后服务。而不是降价。

5.如你遇到国外客户要求做你们企业产品的独家代理,你知道如何应对吗?

A:Nice to meet you. Mr, Jones.

很高兴见到你,琼斯先生。

B: Nice to meet you, too. I want to sign a sole agency agreement with you for  period of three years.

我也是。我想和你们签订一份··三年期的独家代理协议。

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.

谢谢你想做大家独家代理的请求,我想了解你们对大家企业产品的销售计划。

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.

这是大家的计划书,大多数人都会坚持购买他们喜欢的产品,即使价格上涨也是如此。如果大家和一些知名厂家竞争市场,大家一开始应该实行低价政策,在销费者试用了大家的产品,了解了大家产品,并且喜欢上了大家的产品之后,大家就可以涨价了。

A: Have you done any marketing research? What findings have you got from the research?

你做过市场调查吗?你从中有了什么发现?

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,大家已经做了一个市场调查,市场调查显示消费者对大家的新产品非常感兴趣。我预感明年大家的市场状况将会非常好,一旦大家签订了在美国的独家代理协议,大家就可以做大量实质工作,大力推广你们的产品,让消费者相信他们真正需要你们的产品。

A: I see, It's very impressive. Thank you for your informaton.

我明白了,这非常令人印象深刻!谢谢你提供的资料。

B:You're welcome, We look forward to your positive news.

不客气,大家等待你的好消息。现在大家做外贸的,在合资,合作或外资企业工作的大有人在。那么大家就应该对合资合作企业有个大致的了解。

另外,做外贸时间长了,有的运气好,也许碰到一个大客户想在中国开工厂或者开办外贸企业或者外贸驻华办事处。

遇到这样的大好事,你知道如何操作办理吗?可千万不要一问三不知,让客户笑掉大牙倒是小事,可错过这个升迁的好机会可以太可惜了。

所以,下面这段对话对你有一定的启示,希翼记住,一旦有这样的好机会就不会让她从身边溜走。

如果真的遇到这样客户,恭喜你!你的身份地位就要发生重大转折了。

6.下面猫熊哥给大家科普一下有关合作合资企业的基础常识。

合营企业(Joint Veture)是国际间直接投资的主要形式之一,合营企业包括股权式合营(Equity Joint Venture),就是我国的中外合资合营企业。

契约式合营(Contractual Joint Venture),即我国的中外合作经营企业。

中外合资经营企业是指共同投资的中外各方,以现金实物或无形资产折价为现金后,各按一定比例的股份出资,共同组织一个具有法人地位的,在经济上独立核算,在业务上独立经营的企业。

企业由投资各方共同经营,共同管理,共担风险,共负盈亏。

在我国的合资经营企业是指由一个或几个外国企业,企业或其他经济组织或个人,同一个或几个中国的企业,企业或经济组织,依照我国相关法律办理并经中国政府批准注册的企业。

与中外合资经营企业不同,中外合作经营企业是一种建立在合同基础上的合营关系。

根据我国的相关法律的规定,中外合编辑的权利和义务,包括投资或合作条件,受益或者产品分配,风险和亏损的分担。

经营管理的方式和合作企业终止时对财产的归属等事项,都由缔约双方在合作企业合同中给予约定。

而不像中外合资企业那样,以投资各方的认股比例为准。

7.下面是回复外商有关合资企业问题的信函:

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日来信收到,得知你们有兴趣以合资企业形式在中国建立一汽车配件制造厂,并询问其可行性。

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.

你可能知道中国一向坚持开发政策并对引进国外投资采取积极立场,以在平等互利的基础上与其他国家扩大经济合作和技术交流。

China permits foreign firms, enterprises and other economic organization or individuals to form joint ventures with Chinese firms, enterprises or others economic organizations.

中国允许外国企业,企业和其他经济组织或个人与中国企业,企业或其他经济组织建立合资企业。

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,两种在运营的合资企业最多, 股权合资企业和合同合资企业,此外,中国海洋石油的联合勘探也存在。

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.

这种经营方式的特点是共同投资,共同管理,共负盈亏,可使双方的关系更为密切,协作更为加强,对双方都有利的。

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,我国政府颁布了“中华人民共和国使用中外投资合资企业法”,

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,第七届全国人民代表大会第三次会议修订了“ ,为了帮助您充分了解与合资企业有关的各种规定,

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.

为了使你更全面了解合资相关法规,大家乐意附上一份这个法规副本给你参考,并希翼听到你的意见。

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.

如果你企业有意和大家合资经营,请将你方的初步设想,包括产品品种,数量,进料,销售渠道和主要机械设备等告诉大家,以便详细研究后,作进一步的洽谈。

We look forward to your reply with interest.

大家以及大的兴趣期待您的回复

Your faithfully.

客户的回复,进一步搞清问题的来函:

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"

感谢你11月2日的来信,和附上的“中华人民共和国中外投资合资企业法”

Having gone through it carefully, we have now a better understanding about the establishment of a joint venture in China.

经过仔细研究,大家现在很好地了解了如何在中国建立合资企业了。

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,大家仍然有一点不清楚,在第4条中规定,在合资企业的注册资本中,外国参与者提供的投资比例一般不低于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,

但没有提及外国人所持合资企业的注册资本份额的上限。

As we have informed you previously, we are of the intention to make investment on 50%-50% basis and wonder if this is practicable。

正如大家以前告诉你的,大家打算按50%-50%的基础进行投资,并想知道 这是否可行。

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,

大家的投资,或者说, 拟议合资企业的50%的资本将部分为现金,部分为机械和设备。

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.

对于现金,按照协议生效之日的汇率按美金兑换。

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,

由于大家与当地的机械制造商保持良好的联系,大家将提供最先进的机械和设备适合生产工艺。

which will be evaluated by both parties, In the meantime, we should like  to know in what form your investment will be.

这将由双方进行评估。同时,大家想知道你们以什么形式投资。

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.

一收到您的回复,大家将进一步进行此事或派个人去访问你们以进行面对面的讨论,以便可以快速弄清和解决问题。

We await your early reply.

大家等待您的早期答复。

Yours faifhully.

   
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