广交会展位上接待客人对话

Atabooth在展位上RICKYSUN:Goodmorning!Welcometoourbooth!MynameisRickySun,aninternationalsalesmanfromHuizhouStrongerPlasticCo.,Ltd.HowdoIaddressyou?JOHNSMITH:Nicetomeetyou,Mr.Sun.I’mJohnSmith,managerofthepurchasingdepartmentofOneEuroMarket.Hereismynamecard.RICKYSUN:Mr.Smith,nicetomeetyou,too.Pleasetakeaseatherefirst.Hereisourlatestcatalogue,pleasetakealook.Weareaprofessionalmanufacturerforplasticcontainers,foodboxes,storageboxesandhangers.JOHNSMITH:I’vebeeninChinaseveraltimes,butthistime,Iamtobuysomeplasticfoodboxesandstorageboxes.Wouldyoupleasetellmesomethingaboutthem?RICKYSUN:Ok,withpleasure!Yousee,plasticfoodboxesandstorageboxesarebothourmainproducts.Wehavebeeninthislinefor13years.Ourproductsareknownfortheirgoodquality.Thisisespeciallytrueforourfoodboxesandstorageboxes.Theyarefineinqualityandbeautifulindesign.Wehavethreeserieseachforbothfoodboxesandstorageboxesforyoutoselect.Pleasetakealookatoursamplesherefirst.RICKYSUN:很高兴效劳。您知道的，塑胶食物盒和储存盒都是我们的主要产品。我们从事这一行有十三年了。我们经营的产品以质地优良而闻名，尤其是我们的食物盒和储存盒。他们质量上乘，设计美观。对于食物盒和储存盒，我们都有三个系列供您挑选。请先来这边看看我们的样品。JOHNSMITH:I’mquiteinterestedinyourproducts.Theyarewonderful.I’dliketohavesomedetailedinformationaboutthequantity,size,priceandsoon.RICKYSUN:Ok,hereisourlatestprice,pleasetakealook.JOHNSMITH:Thanks.Hmm…..ArethepriceshereFOBorCIFprices?RICKYSUN:HereareourFOBprices.Allthepricesinthelistsaresubjecttoourfinalconfirmation.JOHNSMITH:I'msorrytosaythatthepriceyouquoteistoohigh.Itwouldbeverydifficultforustopushanysalesifwebuyitatthisprice.RICKYSUN:well,ifyoutakequalityintoconsideration,youwon'tthinkourpriceistoohigh.JOHNSMITH:What’stheMOQofanorder?RICKYSUN:ConcerningMOQ,wemainlyhavethreesuggestionsasfollows.First,choosemultipleitemsaddinguptoafullcontainer.Second,providethequantityyourequireinadvancesothatwecanarrangetomanufacturewithotherordersandshipmentbyLCL,butthedeliverytimemightbealittlebitlonger.Third,increasetheunitpricealittlesothatwewon'tproducethemataloss.Wouldyougivemeanideahowmuchyouwishtoorderfromus?RICKYSUN:对于最小订量，我们主要有以下三种建议：第一，选择不同的几款加起来有一个货柜就成。第二，提前告知您所需要的数量以便于我们可以安排和其它订单一块生产，拼柜发货,但是发货时间可能要长一些。第三：在原单价的基础上，单价贵一些，以满足不亏本的情况下帮客人生产。您能够告诉我您打算跟我们订购多少吗？JOHNSMITH:Thesizeofourorderdependsgreatlyontheprices.RICKYSUN:Asarule,thelargertheorder,thelowertheprice.Ifyourorderislargeenough,wearereadytoreduceourpricealittle.JOHNSMITH:Sowhat’syourwayofpacking?RICKYSUN:Doyouhavespecificrequestforpacking?Herearethesamplesofpackingavailablenow,youmayhavealook.Wenormallyhavetwokindsofmatch-up.Oneistoputsomesmallboxestothebigplasticboxes.Itcansavespaceandsavefreightandtheotheristopackwithaboxbysets.Ifyouchoosetopackwithcoloredbox,theboxisfreeofcharge.Aboutthepacking,accordingtothevolumeandweightoftheproduct,werecommendtheuseofstackedtogethertosavespace.RICKYSUN:对于包装，你们有具体的要求吗？这是我们现有的包装样板，你可以看一下。组合通常有两种，一种为大的食物盒或储存盒里面装小的，这样以便节省空间，降低运输成本。另一种是单个盒子包装，装在同一个彩盒里形成一个组合进行出货，如果选择彩盒组装的形式，我们不收取彩盒的成本。对于包装，根据我们产品的大小和重量，我们推荐使用叠起来包装的形式来节约空间。JOHNSMITH:Howlongdoesitusuallytakeyoutomakedelivery?RICKYSUN:Withintwomonthsuponthereceiptofanorder.Wewillgetthegoodsdispatchedwithinthestipulatedtime.JOHNSMITH:Ifyourqualityisgoodandthepriceissuitableforourmarket,wewouldconsidersigningalong-termcontractwithyou.Don’tyouthinkexpandingtradebetweenuswillbetoourmutualbenefit?JOHNSMITH:针对我们的市场来说，如果你们的产品质优价廉，我们可以考虑和你们签订长期合同。难道你不认为扩大我们的贸易往来对双方都有利吗？RICKYSUN:Ok,we’llmakealatestpricelistassoonaswegetageneralideaofyourcompanyandthequantityyourequirewhenwearebacktothefactory.Ihopealotofbusinesswillbeputthroughbetweenus.JOHNSMITH:SodoI.RICKYSUN:Mr.Smith,enjoyyourstayinChinaandlet’skeepintouch!Hopetoseeyouagain!JOHNSMITH:Seeyou!本对话根据Baly喻老师（QQ1073380469）的实践经验自编，内容很完整，希望学员朋友们认真掌握，另外，很多客人在展会上很赶时间，为了可以多看几家，为了不让客人匆忙离开，可建议公司领导在展位上准备几把椅子和几箱饮用水，方便客人可以坐下来边休息边聊，这样就不至于赶着时间匆匆离开。再者，如果说方便的话，请带上专业相机，在接待客人时可询问客人是否介意拍个合照，得到客人允许后可以展位为背景，留下几张照片，在回厂后发邮件跟进客人时，将照片作为附档一起传过去，一般客人都会回复，这也是销售小技巧之一。