实训项目二推销(示范表达).docVIP

实训项目一 建立业务联系 示范表达 Multiple Speed Racing Bicycle is a new product. China National Light Industrial Products Import and Export Corporation wants to open up a new market abroad for them. Here, Mr. Ma of the Export Department is trying to push the sale with Mr. Brown, a representative from an American firm. (B=Mr. Brown, M=Mr. Ma) B: Mr. Ma, I saw your racing bicycles over there. They really look smart. M: You said it. They are the new models of our name brand “Phoenix” racing bicycles, a lot lighter than the other ones,a great favourite with the young people abroad. B: how much do they weigh? M: Those made from all steel have a net weight of around 17.5 kilograms, and those of light aluminum alloy about 16 kilograms only. B: That’s impressive. What’s your model range? M: In general, we have bikes for gents and ladies size 19’’,21’’, 23’’, 25’’ and 27’’. The colors vary, depending on the buyer’s requirement. Do you think they have a chance on your market? B: Mnn… they could be marketable in our area, but our buyers are rather discriminating. What they appreciate most is a reliable machine. M: Sure, no one would buy a bike that falls to pieces quickly. Reliability is our strong point. Our bikes have been exported to many countries. Users abroad are satisfied with the delivery. B: Such racing bicycles are new to our consumers. They must be handled very carefully right from the beginning. It’s no easy thing to open up a new market. M: There will naturally be problems in the sales work, we understand, at the initial stage, but we can safely say that good quality and a reasonable price will make our bikes very competitive. B: Do you think you would be able to compete with experienced exporters from developed countries? For instance, take the Japanese. Their bikes are well-established with the buying public. M: Well, that depends on our mutual efforts. We can offer excellent terms, Mr. Brown, if you have a specific order on hand. B: Look, Mr. Ma, I’d be willing to give your r