国际商务洽谈口语教程Unit 4 Meeting the Clients.ppt

Unit 4 Meeting the Clients Why do you need to meet Clients: Face-to-face communication can help you investigate the needs of your clients Explain complicated technology to your clients Deliver right solution to solve their problems Enhance client relationship Trade negotiation Trade negotiation is composed of Technical Negotiation The systems of the clients Their technical requirements How could your product cater to their needs Commercial Negotiation Price Terms of payment How could the goods be delivered What to do when meeting client Give them a brochure A price sheet Find out their business needs and technical requirements Their budget, and purchase plan Prepare a solution that can meet their needs Offer and counter-offer: Technical, and Commercial negotiation like price and other trade terms Sales skills Give them some information and get their feedback (1st field trip) Give them some more information and get more feedback (2rd field trip) Solution sales rather than product sales Bring other people resources to keep pushing, and moving ahead Sample Non-Firm Offer (Letter) Dear sirs,We thank you for your letter of July 10,1998 and have pleasure in offering you the following:Commodity: embroidered（绣花的） satin（绸缎） mini（迷你） skirts.Quantity:10 000 dozens. Price: $50 per dozen CFR New York.Packing:in see-through plastic bags.Shipment: in August 1998.Payment:by irrevocable L/C,payable by draft at sight.This offer is subject to our confirmation. If you find it acceptable, let us have your reply as soon as possible.Yours faithfully, Sample Firm Offer Dear Sirs, We confirm your fax of 18th of this present month, Asking us to make you firm offers for both groundnuts and Walnutmeat CFR Amsterdam. We faxed back this morning, offering you 360 metric tons Shandong groundnuts, hand-packed(人工摘取的), shelled and ungraded at RMB 1800 per metric ton, CFR Amsterdam or any other European Main port for shipment during July/August, 1998. This offer is firm, subj