2011外销员考试技巧二十一世纪写好合同的五十招(2)

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　　为了帮助考生系统的复习外销员课程，全面的了解外销员考试的相关重点，小编特编辑汇总了2011年外销员考试相关资料，希望对您参加本次考试有所帮助！
. Y) `! A/ v. B' o1 c8 W) z　　Before You Write the First Word
+ U5 y, j% l' o7 `& N# h　　第一部分：在动笔之前
　　1. Ask your client to list the deal points. This can be in the form of a list， outline or narration. Doing this will help the client focus on the terms of the agreement.
　　1.要求你的客户列出合同交易的要点，也可以说是合同的清单、目录或概述。这一招首先帮助你的客户弄清合同的重点所在。
- @; K5 O- l: D. p  U　　2. Engage your client in "what if" scenarios. A good contract will anticipate many possible factual situations and express the parties' understanding in case those facts arise. Talking to your client about this will generate many issues you may not otherwise consider.
( X: M  [/ P! f4 j* J$ B. [! R5 \' F　　2.让你的客户提供一些假设可能发生的情况。好的合同不仅能够预见到许多可能发生的情况，而且还能清楚地描述出发生这些情况后合同双方的立场。和客户聊这些情况将有助于你发现一些你可能没有考虑到的问题。
　　3. Ask your client for a similar contract. Frequently， clients have had similar transactions in the past or they have access to contracts for similar transactions.
　　3.请求你的客户提供类似的合同。通常情况下，客户都保留着过去的交易记录或者是类似合同。
　　4. Search your office computer or the Internet for a similar form. Many times you can find a similar form on your computer. It may be one you prepared for another client or one you negotiated with another lawyer. Just remember to find and replace the old client's name. Starting with an existing form saves time and avoids the errors of typing. Here are some Web sites where you can find forms：