商务谈判对话编写.pptVIP

Business Negotiations 商务谈判对话编写实训要领 步骤一：建立业务关系 要领： 　　 1. 相互介绍，介绍公司及产品 2. 推销产品 3. 表达贸易意向　　　　 实训要领 步骤二：交易磋商 要领： 就价格进行磋商。 就支付方式进行磋商。 就包装及运输方式进行磋商。　　 实训要领 步骤三：索赔 要领 ： 1.陈述索赔原因。 2.索赔要求。 3.理赔，解决问题。 实训目标 能够就给定情境编写不少于八个轮回的对话。 项目考核 Having an Initial Talk The assimilated situation: Mr. Greene, the South African Businessman, is waiting at the reception room, for a talk to Mr. Li Zhongguo, Vice-President of China’s TCL Corp. in charge of sales. Li: Hello, Mr. Greene. Welcome to TCL. I’ve just heard that you visited the IT Products Exhibition yesterday? What do you think of the exhibition, Mr. Greene? Greene: Oh, terrific! I have been very much impressed by your PC models on display at the Exhibition. That’s the reason why I am here and now. It is just unbelievable that you have made such a difference in 10 years’ time. It’s like a myth. Li: Thank you for your appraisal. In the year 2000, our corp. decided to expanded our business from electrical appliance to Internet access device manufacturing. In the process of economic globalization, such changes are essential for our survival. Now we have been one of the leading manufacturers in China’s IT sector. And we are proud of that. Greene: Mr. Li. I come here today to inquire about the possibility of establishing trade relations with TCL. Li: You are always welcome. We’re also hoping to seek more ways to cooperate with other IT counterparts and promote our sales or market share in overseas. Frankly speaking, we are very concerned about the financial position, credit standing and commercial integrity of your side, so are you. We may refer to the banks concerned and the local chambers of commerce in each other’s country respectively, the records of which are vital to the establishment of the relationship between us. Equality, mutual- respect and mutual benefit have always been our business policy. Greene: You are absolutely right. My company has also been one of the major PC suppliers for our home mark