展会商议技巧.docVIP

展会沟通技巧：1.Be interactive.2.弄清客人名字的读法，适当的时候多称呼对方姓名。对方中遇到听不懂的，可以叫对方慢一点，重复，反问对方，不要不懂装懂。3.当客人坐下后，How many time are you available.4.让客人多说，　 　1.和欧洲美国人谈的时候，你可以让客户简单的说一下此行的目的。希望找一些什么样的供应商。　2.How can you evaluate your suppliers? 很多客户不愿意直接回答你，因为确实太难了，你可以补充一句, just generally speaking, not the 　　　　　　　　detailed principles. 　3.Whats your purchasing plan for next season?　4假如是零售商：How many stores does your company have?　5假如是中间商：Do you distribute your goods only in your domestic market? Or in the whole Europe? Which country is your biggest market? (不能直接问谁是你最大的客户，这样太敏感了。）　6?在展览会最后一两天的时候，你可以问： What do you think how about the trade show? Did you find everything which you need exactly? ? 5.多用行业术语。如果不懂说明，可以说：We have supplied our products for XXXXX company for 5 years, and XXXX company is quiet 　satisfied for our quality. So I believe we can meet your quality requirements.这个XXXX公司最好是客户应该知道的，和客户差不多同类档次的，或者高一点点，不要高太多的。 ? 6 reliability 我们假如能站在客户的角度考虑问题，要让买手觉得你在所有的供应商里面，你是最reliable的，包括质量，价格，长期供货能力等等。 确认话意： 1. Could you say that again, please? 2. Could you repeat that, please??3. Could you write that down,please ? 4. Could you speak a little more slowly, please? 5. You mean…is that right? 6. Do you mean..? 7. Excuse me for interrupting you. ? 招待： 1.Would you like a glass of water?/? how about the black tea? 2.Alright, Let me make some, Ill be right back. 3.I would like to invite you for lunch today. 4.I cant let you pay, it is my treat, you are my guest. 5.May I propose that we break for coffee now. 6.Excuse me, Ill be right back. 7.Excuse me a moment. ? 问好： 1.Its a great honor to meet you./ I have been looking forward to meet you. 2.We really wish you will have a pleasant stay here.Is this your first visit to China. 3.Do you have much trouble with jet lag. ? 机场接客： 1.Excuse me, are you Mr. Walton from ....Company. 2.How do I adress you? 3.My name is David, Im pany, Im here to meet you. 4.We have a car over there to take you to the hotel, did you have a nice trip. 5.Mr David Sm