外贸业务员如何和外商谈判如何让客户接受自己的观点和成交方式
The China National Machinery Import and Export Corp, XX Branch, wants to import a complete set of advanced Electronic Equipment from Germany in order to update their clients electronic industry, But in order to expand exporting business, compensation trade is considerated by the Chinese Side. The following business talk, in its initial stage, is conducted between Mr. Wang, who represents CMIEC, and Mr. Brown, who repsents OLFF& Company Germany.
中国机械进出口公司XX分公司想从德国进口一套完整的先进电子设备，以更新他们客户的电子工业，但为了扩大出口业务，中方考虑采用补偿贸易。下面的商业谈话，在开始阶段，由代表CMIEC的王先生和代表德国OLFF公司的Brown先生进行。
Wang: Well, Mr. Brown, we intend to import a complete set of advanced Electronic Equipment from you, but one of our economic priorities is to export Chinese products to the world market in order to expand our export business.
你好，布朗先生，我们打算从你那里进口一套完整的先进电子设备，但我们经济的优先事项之一是出口中国产品到世界市场，以扩大我们的出口业务。
Brown:I quite understand that, Mr. Wang, But it is a prerequisite that Chinese products must be superior in quality and attractive in price in order to be able to compete with your rivals.
我很理解，王先生。但是先决条件是中国产品必须在质量上有优势，价格有吸引力才能与竞争对手竞争。
Wang: That may be true, As a matter of fact, Chinese products are of excellent quality and their prices can stand any competition, Therefore, we are thinking of placing an order with you for Electric Equipment amounting to USD500,000.00 with the understanding that you would purchase from us, in the equal amount, products manufactured with the equipments supplied by you. To be exact, we'd like to conlcude this transaction with you on Compensation Trade basis, as a " Package deal".
这倒是真的，事实上，中国产品质量很好，产品的价格可以承受任何竞争，因此，我们正在考虑订购你们的电子设备约50万美元。同时，你应该从我们这儿购买，等额的用您提供的设备制造的产品。确切地说，我们希望用补偿贸易方式作为“一揽子交易”与您成交。
Brown: Well, you suggeston sounds practical and is just what I'm interested in, Your products will surely find their way into the international market with our help, but not until you have shown yourselves to be able to produce and supply the products reliable at competitive prices and with standard quality.
好的，你的建议听起来可行，正是我感兴趣的。你的产品肯定会在我们的帮助下进入国际市场，但是，只有在你们已经表明你们自己能够生产并且能够可靠地供应有竞争价格和质量标准的产品才行。
Wang: Mr. Brown, you've been our client for years and have never complained about our previous supplies.This proves that our products are up to world standards and will find a ready market anywhere, Since you insist on payment for your Equipment to be supplied in U.S. Dollars we'll have to find one way or another to offset our payments.
布朗先生，多年来你一直是我们的客户，从来没有抱怨我们以前供应的产品。这证明，我们的产品达到世界标准，并在哪儿都能找到一个合适的市场，因为你坚持要求我们为您的设备付美元，我们必须找到一种方式来偿还我们货款。
Brown: Yes. You're right. I agree with you that to undertake some compensation trade between us will enable you to settle your payment problem, Now I'd like to discuss with you the purchase of your 50MHz multipurpose Oscilloscope,Detail as per your catalogueNo.137,on a long term basis and the purchase value of which can be used to offset the cost of our Electronic Equipment you intend to buy from us.
是的。你是对的。我同意你和我们之间进行补偿贸易将使您解决您的付款问题，现在我想和您讨论购买您的50MHz多用途示波器，细节根据您的目录No.137，在长期购买的基础上，并且购买额可用于偿还您打算从我们那里购买我们电子设备的货款。
Wang: I highly appreciate your cooperation and flexibility, and hope this initial compensation trade will pay the way for further cooperation between us in the future. Undoubtedly,your acceptance of our Oscilloscopes will surely help to win a very good reputation for our products.
我非常感谢您的合作和灵活性，希望这头次的补偿贸易将为我们未来的进一步合作打下基础。毫无疑问，您接受我们的示波器肯定有助于我们的产品赢得非常好的声誉。
Brown: To be frank with you. we are in no way able to sell such a large quantity of Chinese Oscilloscopes, We'll induce our overseas sales affiliates and branches to help us selling your Oscilloscopes; therefore if this intial compensation trade proves to be successful and beneficial to both of us. we can continue on a long term basis.
坦率地告诉你。我们无法销售如此大量的中国示波器，我们将指导我们的海外销售子公司和分支机构帮助我们销售示波器; 因此，如果这头次的补偿贸易证明是成功和有益于我们双方的。我们可以在长期合作的基础上继续进行。
Wang: Yes, I quite agree with you, The ultimate success of our cooperation largely depends on the compatibility and sincerity of both sides, and neither of us should try to obtain individual interest, but put the interest of our both parties on an equal level.
是的，我很赞同你的观点，我们合作的最终成功在很大程度上取决于双方互谅和诚意，我们都不应该努力争取己方利益，而是将双方的利益置于同等水平。
Brown: I am in agreement with that you say,It sounds not only reasonable, but also logical. On our part, we can assure you of our full cooperation at all times,By the way, when can I expect you to finish the letter of intent about this Compensation Trade?
我同意你说，这听起来不仅合情，而且合理。在我们方面，我们可以向您保证我们将一直充分配合。顺便说一句，什么时候你可以完成这份补偿贸易的意向书？
Wang: I think I'll get the letter of intent ready by Saturday morning and as soon as it's ready I'll phone you to come over, At that time we can discuss the price of yyour electronic equipment and our oscilloscopes,also others details, What do you think, Mr. Brown?
我想我会在周六早上准备好意向书，一旦准备就绪，我会给你打电话，到时我们可以讨论你的电子设备和我们的示波器的价格，还有其他细节，布朗先生，你看行吗？
Brown, Quite all right. I look forward to your call, then, Good-Bye, Mr.Wang.
很好。那么，我等你的电话，再见，王先生。
Wang: Good-bye. Mr. Brown.
布朗先生 再见。
