對話1：

A: Your new task is to reach US $20 billion by the end of 2006. That’s a magnificent task. How can you make sure you will accomplish it?

你們的新目標是到 2006 年底增到 200 億美元，這是宏偉的任務，你們怎樣完成這個任務呢?

B: Well, in addition to improving the quality of our products, we need to open more international markets.

除了提高我們的產品質量，我們還需要開拓更多的銷售市場。

A: As far as I know, you have many regular customers.

據我所知，你們有很多老客戶。

B: Yes, most trading companies have regular customers. But it is quite another story for those manufacturing enterprises that have just started exporting. They can’t find certain distribution channels.

是的，大多數貿易公司都有老客戶，但是對于那些剛剛開始出口的生意的生產企業來講情況就不同了，他們找不到分銷渠道。

A: Do you have any particular plan to help them to open up new markets?

你們有沒有特別的計劃幫助他們打開新的市場?

B: Yes, we do. In order to help them build up marketing channels, we have decided to strengthen market research and gather more information from various resources, such as national trade statistics, trade journals and directories, international organizations and field investigations.

有。為幫助他們建立銷售渠道，我們決定加強市場調研，從各種資源，比如國家貿易統計資料，貿易雜志和名錄，國際組織和實地調查搜集更多的信息。

A: I agree that a good marketing channel is important and indispensable to the success of exporting, Besides, as a friend of yours, I would suggest that you should be still more flexible in doing business.

我同意一條好的銷售渠道對順利出口是至關重要和必不可少的。另外。做為你們的朋友，我建議您做生意更活些。

B: Thank you for your good suggestion! As a matter of fact, we need to make improvement in many areas. 謝謝你的建議!事實上，我們需要許多方面進行改進。

A: Yes, you said it. 您說對了。

對話2.

A: How is market research carried out?

怎樣進行市場研究?

B: That’s a very wide question. But to put it in a very simple terms, one of the objects of market research is to find out ................................................

這是一個范圍很廣的問題。但簡單地說，市場調研的目標之一就是找出這種產品是否有市場，在市場上是否能出售這種產品。

A: Who does this kind of job then? 那么誰做這種工作那?

B:: Sometimes we carry out our own research, but for major products where development costs are likely to be high, we employ specialists.

有時候是我們自己搞調研，但對于那些開發費用高的主要產品我們請專家調研。

A: Do you own salesmen take part? 你們自己的銷售人員參加嗎?

B: In the early stages, only the regional managers do. If we decide to have some test marketing, some of the senior salesmen are brought in.

在開始階段，只有地區經理參加，如果我們搞試銷，一些高級銷售元也參加。

A: It seems to me that the salesmen receive some special training.

依我看，銷售員似乎接受了一些特殊的訓練。

B: Yes, they all have initial training course when they first join the company, and this includes product training.

是的。他們在進公司時，都進行了培訓，其中包括產品知識培訓。

A: What is that? 什么意思?

B: As a salesmen he or she must fully understand the various applications, design features, special advantages and almost everything of the products we produce.

作為一名銷售人員，他 / 她必須對公司的產品的用途，設計，特點，獨特的優點等等都要非常了解。