商务谈判2
w: Mr. Li, we need to discuss the problem of marketing with you today.
L:Oh, this is really an important issue.
W: What do you estimate will be the annual volume of production ? L: It will be somewhere around 5 million ton.
W:In your opinion, what would be our primary markets?
L:The products should be mainly for export. Our government encourages joint ventures to sell products outside China. That’s because a joint venture is expected to balance its own foreign exchange receipts and payments.
W: But according to our market research, China is a huge potential market. Because of their superior quality ,we’re sure our starch will enjoy popularity in China.
L:There’s something in what y ou said. But the balance of foreign exchange will be a great headache for us. You know, some of the raw materials will have to be imported. Moreover, you need to remit your legitimate profits abroad in US dollars or pound sterling. You certainly don’t want to remit your profits back in renminbi, do you?
W: Of course not. Perhaps through our sales agents we could sell 30% of our products in North America and Europe.
L:I’m afraid 30% is not enough. Although we can find some substitute things in China for impo rted raw materials, I don’t think that would be enough to ensure a favourable foreign exchange balance, not to say your profits.
W:What do you have in mind then?
L:We suggest that 50% be sold internationally. When we can balance our foreign exchange revenues with expenses, we can then consider enlarging the sale on the Chinese market.
W: Well, as the situation stands now, we can promise 40% at most at the moment. Perhaps in the future we can agree to more.
L: OK, we’ll consider this settled.
W:I’m very plea sed that we have reached an agreement on all the major points. If everything goes as planned, I’ve no doubt our cooperation will be very fruitful.
L: Yes. We firmly believe that our cooperation on this project will be good for both of us.。