为您找到与销售员如何与顾客对话相关的共155个结果:
在向顾客推销商品之前,销售员如何与顾客打招呼,这也是一门艺术。在一个门庭若市、顾客如云的商场,销售员要对每一个进门或走到柜台前的顾客都“一视同仁”地热情打招呼,这是不可能的,也 是不必要的。以下是读文网小编整理了销售员如何与顾客打招呼,希望对你有帮助。
销售与与客户在打招呼
A、普通顾客
(1)直接式(随便看一下,梦舒雅女裤专卖!)
(2)问候式(欢迎光临,梦舒雅专卖!)
(3)开放式(喜欢哪个款式,可以试一下!)(喜欢哪种版型,我帮您推荐一下!)
(4)推介式(这个版型比较适合您!这些都是今年的新款!)
(5)兼顾式(稍等一下,我马上就来,您先选一下颜色,选好了再叫我。)
(6)打破沉默式(喜欢吗?喜欢的话取下来试一下,这是特价品)
B、老顾客
(1)寒喧式(好久不见啦!又苗条了!外面风很大吧?累不累?)
(2)直呼期姓(姚大姐,很高兴再次见到你;张小姐,越来越靓了)
(3)职务称呼(季总,难得您来一次;梅院长,气色很不错)
(4)亲昵招呼(大姐,带着小宝贝来的呀!阿姨,先歇会吧!)
C、打招呼细则
(1)保持微笑,亲切自然(2)热情诚恳,表里如一
(3)主动礼貌,声音响亮,吐字清晰(4)举止得体,姿态优雅
顾客试衣时的语言技巧
(1)这个版型与您的体型相吻合,您不妨试一下。
(2)只有多试,才会发现适合自己的款式和裤型,来试一下。
(3)不能只看裤子悬挂时,和这块面料差不多,不试怎么知道适合不适合自己。
(4)要不您把您的上衣穿上与裤子搭配起来,看看整体效果。
(5)这一款是斜裁长裤,能拉长腿型,使身材修长,试试看!
服务中肢体语言的配合技巧
(1)介绍产品时,不要站在顾客面前或背后,应站在一侧。
(2)在与顾客交流时,不要双臂交叉抱于胸前。
(3)不能把双手放在裤袋中,也不能用手托下巴。
(4)倾听顾客说话时,应看着对方的眼睛,双手交叉放在腰际。
(5)与顾客交谈时,辅以适当的手势,幅度不要太大。
(6)引导顾客时,应用手掌做邀请姿势。
(7)给顾客指路、指引时,不应用手指,应手掌心向上,指出方位。
(8)接递物品,应双手接送。
(9)服务中不要用手抚摸胸部以上的部位。
(10)帮顾客整理衣物时,应轻巧利落。
(11)站姿优美,走路时速度适中,不能在店内奔跑。
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企业要发展和维持与销售人员的良好关系,从而提升销售绩效,就必须选择行之有效的管理方式。以下是读文网小编编根据销售员如何捕捉顾客的意愿这个问题整理了相关的资料,希望你喜欢。
顾客在采购货物时,尽管说不想买,但总会透露出想买的暗示,否则他 就不用来了。善于捕捉顾客流露的点滴购买意愿的信息,加以诱导,从而成 交。
比如顾客向你提问: “你们多快能进到货?” “这件衣服去年好像卖得便宜一些。” “货物的价格能否降到整数。” “这台设备的保修期是三年吗?” “这件东西可以试用几天?”
这里,顾客已经在关注运期、价格、售后服务了,是在向您暗示他想拥 有的产品。只要你认真、诚恳地解答,下面就是成交协议了。
比如有的顾客会提出反对性的问题: “真有很多人购买这台机器吗?” “我必须立即作决定吗?” “这种皮革真的很耐用吗?” “这种皮革确实是鳄鱼皮吗?”
顾客这样问,推销员不应感到反感,因为这是顾客从另一方面表达了他们的购买意图。这时,需要推销员给予明确、肯定的答复,消除顾客的疑虑, 也就成交了。有的推销员还善于把成交前提问含蓄地包含在询问中,只要他给出具体的答案,也就是说明他已实际上订购了货物,这样还可以缩短交谈时间,防 止节外生枝。如:
“请问您打算要买 10 件呢,还是 20 件?”
“请问哪一天给您送货比较方便,是礼拜一还是礼拜日?” 有的推销员善于在与顾客交谈中,由全面而重点,形成共识, 如:
“小姐,您喜欢什么颜色?”
“我喜欢红色。”
“质料呢,是全毛、混纺、丝绸,还是化纤的?” “混纺的比较挺。” “您觉得成套好,还是单件好?”
“成套的。”
“请看这两套怎么样?尤其是这套浅红的,很适合您的年龄和身材。”
“真的吗?”
“当然。这种款式今年很流行,我这一天要脱手好几套。”
“是吗?不知这件衣服穿在我身上是否效果不好?”
“很好的!很有时代气息,又很符合您的身材和肤色。”
“好吧!我检查一下,就买一件。”
推销员在这里先谈颜色,再到面料,而后双方逐渐集中到一点,达成一 致了也就成交了。 有的推销员还擅长以肯定语气说出顾客的看法,让对方回答“是”,这样,继续进行容易多了。
“这台计算机的输出系统有多路装置的吗?”
“您是要一台有多路装置的设备吗?”
“是的。”
这样,成交就是十分自然的了。
一位女士走进停车场,挑选车型。
她说:“我喜欢这种车,您们有蓝色 的吗?”
推销员:“您喜欢蓝色的吗?” 这是明知故问,因为她已经说了,但这一问得到对方的确定答复,而后你把车钥匙递给她。 推销员的正面提问,建议性询问,把顾客想的心事先说出来,然后得到 顾客的肯定性答复,会创造很好的效果。
推销员:“二位是来看看装饰材料的吧?”
顾客:“是的。”
推销员:“这里的装饰材料很齐全,您们喜欢哪个品种?”
顾客:“地板胶。”
推销员:“请到这边来,我想二位要买的一定是物美价廉坚固耐用的 吧?”
顾客:“是的。” 推销员:“是否还要色泽鲜明、质地坚固、清理方便的?”
顾客:“那是最好。”
推销员:“您们喜欢什么颜色的呢?” 顾客:“驼色,有立体感的。”
推销员:“这里有几种质地和图案都有较强的立体感,请您们选用。无
论您的房间大小,都可以拼装。”
顾客:“真是不错,让我们来选一下。”
以上读文网小编分享了销售员如何捕捉顾客的意愿,你喜欢吗?
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企业要发展和维持与销售人员的良好关系,从而提升销售绩效,就必须选择行之有效的管理方式。以下是读文网小编编根据销售员如何打消顾客的疑虑这个问题整理了相关的资料,希望你喜欢。
推销员在推销产品过程中,经常会遇到这样的一些顾客,他们会说: “不,我还要想一想。”
“我们等明天再说吧。” “我们现在不要急于作决定。” “我们还要讨论讨论。” “你明天再来,我们再谈,好吗?”
面对这样的顾客,你可以单刀直入,逼问:“那好吧,总经理,看来您 们对我公司产品没有兴趣,要不然您会花时间考虑它的,对吗?”
“哪里,史迪威先生,我们对它很感兴趣。的的确确,我们要考虑。”
“您既然那么感兴趣,我是否可以认为您真的会认真考虑一番呢?”
“当然,我事实上一直在认真考虑。”
“那么,是否您对我公司的信誉有看法?”
“不,贵公司信誉是一流的。” 这样,双方就可以进入实质性内容商谈了。
推销员:“让我们把购买这台机器的好处写下来,再把有关的弊端排出来,作一比较,好吗?”
顾客:“嗯……”
推销员:“我们用不了几分钟时间,但这会很明确、明了。”
顾客:“嗯,好吧!”
推销员:“我们从这儿开始,先想一想支持作决定的理由。如果一个人在驾驶室里就能操作整车而不需第二人,会省下一笔劳务开支。是的吧?”
顾客:“对,没错!”
推销员:“我曾派人到贵公司来,测量了贵处的所有的门,您记得吗?所以我知道这种外运车能开到贵公司的每一个角落。”
顾客:“对,它是能通过我这儿所有的门。”
推销员:“好,这一点很重要。液压设备中的要件,密封问题,我们这台机器配备了特别出色的密封装置。”
顾客:“不漏油吗?”
推销员:“不,一点也不漏。”
顾客:“这真是不错。”
推销员:“这台机器的操纵比同类产品灵活,能在小型场地完成作业。”
顾客:“好的。”
推销员:“它的转弯半径也较小。”
顾客:“这也勉强算一条。”
推销员:“它在维修工作中能发挥多种用途,在维修您的工厂设备时, 这台外运机能为您们做许多事呢!它可有 8 英尺长的起重臂,有很大的作用, 特殊情况下,可配装 20 英尺长的起重臂。”
顾客:“好吧,把它写下来。”
推销员:“我们能提供就地维修服务,不需要很多停车时间。您是内行,一台机器停在那儿等维修会花很大成本。” 顾客:“是呀,是那么回事。”
推销员:“我们还有税收方面的好处。买这台外运车起码的好处是节省纳税。”
顾客:“好吧。”
推销员:“如果您打算建库房,您不必为买不到好的吊车而犯愁,我们 有。卖给您外运车以后,我们还可以提供好的吊车。”
顾客:“算一条吧,只是又要我们掏钱。”
推销员:“我们的外运车的最大装载量比别的外运车大一些。”
顾客:“好的,这一条也写下。”
推销员:“现在,请先生您提提否定性的支持理由。”
顾客:“我们眼下没有这项预算,况且,我们原有的设备怎么办?”
推销员:“这两条都成立,还有嘛。”
顾客:“没有啦。”
推销员:“那就请您将支持理由和否定理由都加起来,看看。”
顾客:“9 条支持理由,2 条否定理由。”
推销员:“先生,您不认为这答案已经再明显不过吗?”
顾客:“我告诉您,我只不过是那种凡事都爱想一想的人。”
以上读文网小编分享了销售员如何打消顾客的疑虑,你喜欢吗?
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在销售过程中,尽量促使客户多讲话,自己转为一名听众,并且必须有这样的心理准备,让客户觉得是自己在选择,按自己的意志在购买,这样的方法才是高明的销售方法。下面读文网小编来告诉你作为销售员怎样说服顾客吧。
销售员讲的话,不会百分之百地都留在对方的记忆里。而且,很多时候就连强调的部分也只是通过对方的耳朵而不会留下任何记忆的痕迹,很难如人所愿。因此,你想强调说明的重要内容最好能反复说出,从不同的角度加以说明。这样,就会使客户相信并加深对所讲内容的印象。
切记:要从不同角度,用不同的表达方式向对方表白你的重点说明的内容。
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销售员与顾客沟通至关重要,如何与顾客进行沟通,下面读文网小编整理了销售员跟顾客沟通的方法,供你阅读参考。
1、忌争辩营销员在与顾客沟通时,我们是来推销产品的,不是来参加辩论会的,要知道与顾客争辩解决不了任何问题,只会招致顾客的反感。
2、忌质问诸如此类等等,用质问或者审讯的口气与顾客谈话,是销售人不懂礼貌的表现,是不尊重人的反映,是最伤害顾客的感情和自尊心的。记住!如果您要想赢得顾客的青睐与赞赏,做销售、做大客户销售,忌讳质问。
3、忌命令营销员在与顾客交谈时,微笑再展露一点,态度要和蔼一点,说话要轻声一点,语气要柔和一点,要采取征询、协商或者请教的口气与顾客交流,切不可采取命令和批示的口吻与人交谈。人贵有自知自明,要清楚明白您在顾客心里的地位,您需要永远记住一条那就是---您不是顾客的领导和上级,您无权对顾客指手画脚,下命令或下指示;您只是一个保险销售人,他的一个理财顾问。做销售、做大客户销售,忌讳命令。
4、忌炫耀与顾客沟通谈到自己时,要实事求是地介绍自己,稍加赞美即可,万万不可忘乎所以、得意忘形地自吹自擂、自我炫耀自己的出身、学识、财富、地位以及业绩和收入等等。这样就会人为地造成双方的隔阂和距离。要知道人与人之间,脑袋与脑袋是最近的;而口袋与口袋却是最远的,如果再您一而再再而三地炫耀自己的收入,对方就会感到,你向我推销保险是来挣我钱的,而不是来给我送保障的。
5、忌直白营销员要掌握与人沟通的艺术,顾客成千上万、千差万别,有各个阶层、各个方面的群体,他们的知识和见解上都不尽相同。我们在与其沟通时,如果发现他在认识上有不妥的地方,也不要直截了当地指出,说他这也不是?那也不对?一般的人最忌讳在众人面前丢脸、难堪,俗语道:“打人不打脸,揭人不揭短”,要忌讳直白。我们一定要看交谈的对象,做到言之有物,因人施语,要把握谈话的技巧、沟通的艺术,做销售、做大客户销售,要委婉忠告。我们在与顾客沟通时,如果发现他身上有些缺点,我们也不要当面批评和教育他,更不要大声地指责他。做销售、做大客户销售,批评的事情可以做,但也要讲究方式方法。
看过“销售员怎样跟顾客沟通”
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商务英语句子结构比较复杂,句式规范,文体正式,尤其在招标文件和投资文件经及合同中更是如此。商务谈判人员要多练习商务谈判模拟对话。下面读文网小编整理了商务谈判模拟对话,供你阅读参考。
Dialogue 1:
A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that?
B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else.
A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that.
B: All right. That sounds reasonable.
A: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combied strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that.
点睛注释:
1. make comments on sth 对某事进行评论
Example: Would you make comments on our women's garments in current design?您对我们流行女装款式有何评论
Oh look very nice! 哦,看起来很漂亮
2. have sth. in common: 有共同点
Example: The two firms have very little common in selling strategies. 这两家公司在销售策略上没有什么共同点。
3. in the interest of: 符合......的利益
Example: The stable and healthy business relations are in the interest of our sides. 稳定健康的贸易关系符合双方的利益。
Dialogue 2
A: Hello, Mr Wang, nice to see you again. How are you?
B: Fine, thank you ,and you?
A: I'm fine, we just moved in our new house. Everything is in a great mess. It's a nightmare. But i'll appreciate not having to spend so much time commuting to my work every day.
B: Yes, it took me nearly one hour to get here today. Bus service in this area is not so good.
A: Well, will you like a cup of coffee?
B: Thank you, that would be nice.
A: Milk or sugar?
B: Black will do, thank you.
A: So, how's business in your section?
B: Not too bad. We have a lot of work to do as far as our contract George is concerned this time.
A: Then i think you can say a few words about that first.
点睛注释
1. in a mess: 乱成一团
Example: Since 9 O' clock , Mr. Gill has been sorting out the shipping documents which are in a mess in the files.
从九点以来,吉尔小姐一直在整理文件夹里乱成一团的海运单据.
2. commute: 乘通勤车上班
Example: I commute to work from Shenyang to Fushun on weekdays.周一到周五我从沈阳到抚顺乘通勤车上班.
bus commuter 乘通勤汽车上班的人 train commuter 乘通勤火车上班的人
3. as far as sb./sth. be concerned: 就什么而言; 至于
Example: As far as i am concerned, i agree with Jack on this point.就我而言, 我同意杰克的观点.
As far as color is concerned, Tom prefers black. 就颜色而言, 汤姆更喜欢黑色.
Dialogue 3
A: Will you have a cup of coffee, Mr. Wang?
B: No. Don't bother, please.
A: Of course, i don't know Smith at all, but you've got to be on your guard against George. I told you about our negotiating with him in New York three years ago, didn't I?
B: I am sure you did. Can we focus on the final packing today, Mr. Brown? We mustn't get stuck in the price. They are going to knock us down. We have got some room to maneuver.
A: That's right, George is the head of Marketing Department.
B: What we must keep in mind is that we can make a concession if they push us on staff cut.
A: Oh we don't need to worry about that, Mr. Wang. We will just play it by ear.
点睛注释
1. be on one's guard against sb./sth. 小心,防范
Example: We must be on our guard against pickpockets on a bus.在公交车上我们要小心扒手。
2. focus on sth. 集中精力于......之上
Example: We should focus our attention on the demands at the overseas market.我们应该集中注意一下海外市场的需求
3. knock sb. down 打倒,使屈服
Example: They are attempting to knock us down in terms of price.他们试图让我们在价格方面让步。
4. keep/bear sth. in mind 记住,牢记(英国都用remember)
Example: Please keep in mind that you'll arrive punctually for the meeting tomorrow.请记住明天开会要准时。
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谈判过程中,多听少说是每个谈判者必须做到的一点,这对谈判者的听力有着极高的要求,经验不足的谈判者,在谈判过程中是不能有足够的耐心听对方的阐述,所以要通过商务英语谈判两人对话练习口语能力。下面读文网小编整理了商务英语谈判两人对话,供你阅读参考。
Dan Smith是一位美国的健身用品经销商,此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中,Robert Liu既感到这位大汉粗犷的外表,藏有狡兔的心思――他肯定是沙场老将,自己绝不可掉以轻心。双方第一回过招如下:
D: I‘d like to get the ball rolling(开始)by talking about prices.
R: Shoot.(洗耳恭听)I‘d be happy to answer any questions you may have.
D: Your products are very good. But I‘m a little worried about the prices you‘re asking.
R: You think we about be asking for more?(laughs)
D: (chuckles莞尔) That‘s not exactly what I had in mind. I know your research costs are high, but what I‘d like is a 25% discount.
R: That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers.
D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales(大笔交易)――that will slash your costs(大量减低成本)for making the Exec-U-ciser, right?
R: Yes, but it‘s hard to see how you can place such large orders. How could you turn over(销磬)so many? (pause) We‘d need a guarantee of future business, not just a promise.
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
R: If you can guarantee that on paper, I think we can discuss this further.
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商务英语谈判对话案例对于商务谈判英语的提高有很大的帮助。下面读文网小编整理了商务英语谈判对话案例,供你阅读参考。
Dan上回提议前半年给他们二成折扣,后半年再降为一成半,经Robert推翻后,Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走,如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解:
R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?
D: That's a lot to sell, with very low profit margins.
R: It's about the best we can do, Dan. (pause) We need to hammer something out (敲定)today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)
D: (smiles) O.K., 17% the first six months, 14% for the second?!
R: Good. Let's iron out(解决)the remaining details. When do you want to take delivery(取货)?
D: We'd like you to execute the first order by the 31st.
R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.
D: Right. We couldn't handle much larger shipments.
R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon ---- I can't guarantee 1500.
D: I can agree to that. Well, if there's nothing else, I think we've settled everything.
R: Dan, this deal promises big returns(赚大钱)for both sides. Let's hope it's the beginning of a long and prosperous relationship.
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英语口译商务谈判对话是提高商务谈判英语水平的基础,多加练习你的英语口语水平会得到很大的提升。下面读文网小编整理了英语口译商务谈判对话,供你阅读参考。
M: Mr. Liu, what kinds of sales do you think you could get?
R: Well, to begin with, we'd have to insist on sole agency in Taiwan. We believe we could spike(激增) sales by 30% to 40% in the first year. But certain conditions would have to be met.
M: What kinds of conditions?
R: We'd need your full technical and marketing support.
M: Could you explain what you mean by that?
R: We'd like you to give training to our technical staff; we'd also like you to pay a fee for after-sales service.
M: It's no problem with the training. As for service support, we usually pay a yearly fee, pegged to(根据)total sales.
R: Sounds OK, if we can come to terms(达成协定) on how much is fair. As for marketing support, we would like you to assume 50% of all costs.
M: We'd prefer 40%. Many customers learn about our products through international magazines, trade shows, and so on. We pick up the tab(付款)for that, but you get the sales in Taiwan.
R: We'll think about it, and talk more tomorrow.
M: Fine. We'd like you to tell us about your marketing plans.
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通过商务谈判内容的对话会让自己的英语水平取得了一些新的感知。下面读文网小编整理了商务谈判内容的对话,供你阅读参考。
A: The seller Miss Lin representing Huaxin Trading Co.,Ltd.
B: The buyer Mr. Cai representing James Brown&Sons Co.,Ltd.
A: Good morning, Mr. Cai. Glad to meet you.
B: Good morning, Miss Lin. It’s very nice to see you in person.
Let me introduce my colleagues to you. This is my manager, Mr. Jia.
A: How do you do? Mr.Jia.
B: How do you do? Miss Lin. Nice to meet you.
B: ....And this is Mr. Wang. He is in charge of sales department. This is Miss Huang. She is in charge of business with clents.
A: Nice to meet you, Miss Huang, Mr. Wang.
B: Nice to meet you, Miss Lin.
A: How are things going?
B: Everything is nice.
A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long.
B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series Chinaware. Can you show us your price-list and catalogues?
A: We’ve specially made out a price-list which cover those items most popular on your market. Here you are.
B: Oh, it’s very considerate of you. If you’ll excuse me, I ’ll go over your price-list right now.
A: Take your time, Mr. Cai.
B: Oh, Mr, Wang. After going over your price-list and catalogues, we are interested in Art No. HX1115 and HX 1128, but we found that your price are too highthan those offered by other suppliers. It would be impossible for us to push any sales at such high prices.
A: I’m sorry to hear that. You must know that the cost of production has risen a great deal in recent years while our prices of Chinaware basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.
B: I’m afraid I can’t agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. I’ve received from your competitors in other countries. So, your price is not competitive in this market.
A: Mr. Cai. As you may know, our roducts which is of high quality have found a good market in many countries. So you must take quality into consideration, too.
B: I agree with what you say, but the price difference should not be so big. If you want to get the order, you’ll have to lower the price. That’s reasonable, isn’t it?
A: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent.
B: If you are prepared to cut down your price by 8%, we might come to terms.
A: 8%? I’m afraid you are asking too much. Actually, we have never gave such lower price. For friendship’s sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.
B: You certainly have a way of talking me into it. But I wonder if when we place a larger order, you’ll farther reduce your prices. I want to order one container of HX1115 and 438 sets of HX1128.
A: Mr. Cai, I can assure you that our price is most favourable. We are sorry to say that we can bring our price down a still lower level.
B: Ok, I accept. Now let’s talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you.
A: The terms of payment we usually adopt are sight L/C.
B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.
A: Payment by L/C is our usual practice of doing business with all customers for such commodities. I’m sorry we can’t accept D/P terms.
B: As for regular orders in future, couldn’t you agree to D/P?
A: Sure. After several smooth transactions, we can try D/P terms.
B: Well, as for shiopment, the soon the better.
A: Yes, shipment is to be made in April, not allowing partial shipment.
B: Ok, I see. How about packing the goods?
A: We’ll pack HX115 in carton of one set each, HX1128 in cases of one set each, two cases to a carton.
B: I suggest the goods packed in cardboard boxes, it’s more attractive than cartons. Do you think so?
A: Well, I hope the packing will be attractive,too.
B: For transaction concluded on CIF basis, insurance is to be covered by the sellers for 110% of invoice value against WPA. Clash&Breakage and War Risk.
A: This term less these goods should damage in transit. I agree with it.
B: I’m gald we have brought this transaction to a successful conclusion and hope this will be the beginning of other business in the future. Let’s confirm these items we concluded at the moment.
A: Yes, we concluded as follows: 532 sets of HX1115 at the price of USD 23.50 per set to be packed in cardboard boxes of one set each and to be shipped CIF5 Toronto; 438 sets of HX1128 at the price of USD 14.50 per set to be packed in case of one set each, two cases to a cardboard box and to be shipped CIF5 Toronto.
B: All right. By the way, when can I expect to sign the S/C?
A: Mr. Cai, would it be convenient for you to come again tomorrow morning. I’ll get the S/C ready tomorrow for your signature.
B: That’s fine. See you tomorrow. Goodbye. Miss Lin.
A: See you and thanks for coming, Mr. Cai.
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在谈判桌上,做任何承诺,都要是有客观事实做基础,不要空口说大话,谈下订单却又无法履行。有哪些商务谈判对话注意事项呢?下面读文网小编整理了商务谈判对话注意事项,供你阅读参考。
我们常说知己知彼,百战不殆,我们要充分了解经销商情况和信息,要在谈判之前充分了解经销商想得到什么?想要什么?要说什么?等等,这些信息非常重要。
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谈判能力在每种谈判种都起到重要作用,无论是商务谈判、外交谈判,还是劳务谈判,在买卖谈判中,双方谈判能力的强弱差异决定了谈判结果的差别。下面读文网小编整理了商务谈判对话英语实例,供你阅读参考。
This is a quality product.
这是一种高质量的产品。
Those overcoats are of good quality and nice colour.
这批大衣质量高、成色好。
Our quartz technique is well known in the world, and we believe our watches are of fine quality.
我们的石英技术世界闻名,相信我们生产的手表具有高质量。
Our price is a little bit higher, but the quality of our products is better.
虽然价格偏高,但我们的产品质量很好。
Your goods are superior in quality compared with those of other manufacturers.
和其他厂商相比,贵方产品质量上乘。
The equipment are of good quality and very useful.
这些器械质量好,用处大。
Our products are very good in quality, and the price is low.
我们的产品质高价低。
We have received the goods you send us, the quality is excellent.
我们已经收到贵处来的货,质量很好。
We are responsible to replace the defective ones.
我们保换质量不合格的产品。
It's really something wrong with the quality of this consignment of bicycles.
这批自行车的质量确实有问题。
I regret this quality problem.
对质量问题我深表遗憾。
We hope that you'll pay more attention to the quality of your goods in the future.
希望贵方将来多注意产品的质量问题。
The workings of these machines are inaccurate.
这批机器运行不准。
Upon arrival, we found the shipment of wool was of poor quality.
货到后,我们发现羊毛的质量较差。
The quality of the fertilizer is inferior to that stipulated in the contract.
化肥质量次于合同中规定的。
The quality of this article cannot qualify for first-class.
这批商品的质量不够一等品。
If you find the quality of our products unsatisfactory, we're prepared to accept return of the rejected material within a week.
如果贵方对产品质量不满意,我们将在一星期内接受退货。
More than 300 watches are not up to standard.
有300多块手表不合质量标准。
bad quality 劣质
low quality 低质量
inferior quality 次质量
to be responsible for 对...负责
inaccurate 不精确的
poor quality 质量较差
to be inferior to 次于...
first-class 一等品
unsatisfactory 不满意的
good quality 好质量
fine quality 优质
better quality 较好质量
high quality 高质量
fair quality 尚好的质量
sound quality 完好的质量
best quality 最好的质量
superior quality 优等的质量
choice quality或selected quality 精选的质量
prime quality 或 tip-top quality 第一流的质量
first-class quality 或 first-rate quality 头等的质量
above the average quality 一般水平以上的质量
below the average quality 一般水平以下的质量
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在基本掌握市场行情及其走势的基础上,谈判人员即可参照近期成本价格,结合己方的经营意图,拟定出价格的掌握幅度,确定一个大致的要价范围。下面读文网小编整理了商务谈判对话模拟,供你阅读参考。
Robert在前面的谈判最后提出签约十年的要求,Kevin会不会答应呢?如果答案是否决的话,Robert又有何打算?他一心为公司的利益打算,极力争取技术转移地协定,而对方会甘心出让此项比金钱更珍贵的资产吗?请看以下分解:
K: We can't sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.
R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?
K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.
R: Excuse me, Mr. Hughes, but it seems to me we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.
K: Mr. Liu, you've got to give up something to get something.
R: If you're asking us to take such a large gamble(冒险)for just two year's sales, I'm sorry, but you're not in our ballpark(接受的范围).
K: What would it take to keep Pacer interested?
R: A three-year guarantee, not two. And a qualilty inspection(质量检查)tour after one year is fine, but we'd like some of our personnel on the team.
K: Acceptable. Anything else?
R: We'd be making huge capital outlay(资本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步).
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想要让你的谈判有好的结果,就一定要学会阐述利害关系。许多人在说中文时,往往可以巧舌如簧,但是你会用英语进行谈判吗?下面读文网小编整理了商务谈判对话情景模拟,供你阅读参考。
A: We are going to need confirmation(确认) on these orders today, and delivery must be made before next Tuesday. Do you think you can handle that?
B: We are willing to work with you, but do you think it would be possible to extend your confirmation deadline? We need to check the warehouse(仓库) to make sure the products are in stock. The earliest I will be able to get back to you is tomorrow morning.
A: No, I must know today because we have to go to press for the advertisements. Is there any way you can speed up the process of checking inventory(存货)?
B: We can do that, but it will cost… If we have to check our inventory with all our guys on overtime, you’re looking at an increased cost of, I’d say, maybe 10%.
A: Are you kidding?
B: No, and let me tell you why… If I make my guys stay over to check the inventory, I’ll have to pay them at an overtime rate, which is time and a half. I estimate it will probably take three guys two hours to finish, that will be an increase on your labor fee by at least 10%... if you need the numbers that urgently, I can have them do it. Otherwise, we can wait until tomorrow morning, and I’ll call you with the numbers after they’re done. It’s your call….
这段对话讲的是供货商与客户之间确认订单及库存的模拟情景,在国际贸易中经常会遇到。以上两段对话选取的都是职场中比较常见的谈判英语中说明利害关系的英语对话,通过沟通利害关系不仅能够帮助你说服对方接受你的建议,更加能为公司带来更多的利益,是每一位职场人都需要掌握的技能。
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准备阶段是商务谈判最重要的阶段之一,良好的谈判准备有助于增强谈判的实力,建立良好的关系,影响对方的期望,为谈判的进行和成功创造良好的环境。下面读文网小编整理了商务谈判模拟对话过程,供你阅读参考。
今天Robert的办公室出现了一个生面孔――Kevin Hughes,此人代表美国一家运动产品公司,专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”,受伤的运动员包上这种产品上场比赛,即可保护受伤部位,且不妨碍活动。现在,我们就来看看两人的会议现况:
R: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons(衡量得失)with you.
K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.
R: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.
K: I hope so. And what might be the basic questions you have?
R: First, do you intend to take a position in(投资于……)our company?
K: No, we don't, Mr. Liu. This is just OEM.
R: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.
K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.
R: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.
K: I'll check the number later, but what do you propose?
R: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.
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发型师如何跟顾客沟通?发型师跟顾客沟通的方法有哪些?下面读文网小编整理了发型师跟顾客沟通的方法,供你阅读参考。
客人的说话习惯不同,节奏有快有慢,你要配合客人的说话节奏才是上乘之策。事前了解客人的性格也很重要。此点要靠多观察和善于累积经验。
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发型师怎么和顾客沟通?发型师和顾客沟通的方法有哪些?下面读文网小编整理了发型师和顾客沟通的方法,供你阅读参考。
干净、整齐、大方又不失时尚和动感的发型师形象是让顾客信任的最好武器,很多发型师把自己装扮的太过出位,染了一头极为夸张的颜色,服饰也比较古怪,那样的形象一般难以让顾客接受,虽然有部分顾客接受,但那也是部分,虽然发型师是头发艺术家,但不要忘记发型师还是服务行业,发型师的形象还是要让大众所接受和喜欢。
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在销售过程中,如何让客户接受你,认可你,有更多的话题?如何跟顾客沟通?跟顾客沟通的方法有哪些?下面读文网小编整理了跟顾客沟通的方法,供你阅读参考。
1.与完美型客户沟通
完美型客户经常会说“你有没有考虑到……万一……”,对待这样的客户,需要将计划书准备充分,内容包括来了多少客人、停车位在哪里,甚至去洗手间有几步路都要设计好,因为这类客户要求非常高,甚至具体到计划书的每一个标点符号。
2.与活泼型客户沟通
对待活泼型客户要换一种方式,这类客户通常只看计划书中自己想看的内容,其他内容随便翻翻,不会关注得很具体。但与其打交道时要注意内容的新颖性,给人耳目一新的感觉,做出的方案要千变万化,让对方产生兴趣。
3.与力量型客户沟通
力量型除了干好自己的工作之外,还喜欢指挥别人干好工作,甚至去帮助别人干工作。与这类客户打交道时不要硬碰硬,否则只能自找麻烦,要带着仰慕的心情与对方交流,展现出自己的弱势。
在企业中,力量型主管喜欢亲力亲为,一般不计后果;完美型主管不但要求自己完美,也要求别人完美,而且经常给活泼型的人泼冷水。完美型主管会替别人想到很多,让其担任团队执行者或监督者,事情一定会做好。
4.与和平型客户沟通
和平型客户与世无争、胆子很小,通常没有大喜大怒,比较认可对方,与这类人沟通要让他们感觉很和谐,不要提出“万一”等词语。
例如,一个小玩具适合3岁~5岁的孩子,木质的,当中有一块小东西,不能让孩子放到嘴里,否则会窒息。针对这个产品,完美型的人会想办法改进玩具并贴上标志警告,而和平型的人马上会想“如果孩子吃下去,自己就要倾家荡产”,会感觉很恐惧。
在完美型、力量型、活泼型和和平型人群中,最难搞定的客户是和平型,因为这类人做事很犹豫,不像活泼型“太好了,就这么定了”,也不像力量型习惯于自己做主,也不像完美型在挑剔之余总能指出问题并做出决定,和平型人不愿意做主,对事情总是拿不定主意,所以不好应付。
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