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第1页共11页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第1页共11页展会沟通技巧：1.Beinteractive.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，Howmanytimeareyouavailable.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.Howcanyouevaluateyoursuppliers?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,justgenerallyspeaking,notthedetailedprinciples.3.What'syourpurchasingplanfornextseason?4假如是零售商：Howmanystoresdoesyourcompanyhave?5假如是中间商：Doyoudistributeyourgoodsonlyinyourdomesticmarket?OrinthewholeEurope?Whichcountryisyourbiggestmarket?(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：Whatdoyouthinkhowaboutthetradeshow?Didyoufindeverythingwhichyouneedexactly?5.多用行业术语。如果不懂说明，可以说：WehavesuppliedourproductsforXXXXXcompanyfor5years,andXXXXcompanyisquietsatisfiedforourquality.SoIbelievewecanmeetyourqualityrequirements.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。6reliability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.Couldyousaythatagain,please?2.Couldyourepeatthat,please?3.Couldyouwritethatdown,please?4.Couldyouspeakalittlemoreslowly,please?5.Youmean…isthatright?6.Doyoumean..?7.Excusemeforinterruptingyou.招待：1.Wouldyoulikeaglassofwater?/howabouttheblacktea?2.Alright,Letmemakesome,I'llberightback.第2页共11页第1页共11页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第2页共11页3.Iwouldliketoinviteyouforlunchtoday.4.Ican'tletyoupay,itismytreat,youaremyguest.5.MayIproposethatwebreakforcoffeenow.6.Excuseme,I'llberightback.7.Excusemeamoment.问好：1.It'sagreathonortomeetyou./Ihavebeenlookingforwardtomeetyou.2.Wereallywishyouwillhaveapleasantstayhere.IsthisyourfirstvisittoChina.3.Doyouhavemuchtroublewithjetlag.机场接客：1.Excuseme,areyouMr.Waltonfrom....Company.2.HowdoIadressyou?3.MynameisDavid,I'mfrom...company,I'mheretomeetyou.4.Wehaveacarovertheretotakeyoutothehotel,didyouhaveanicetrip.5.MrDavidSmithaskedmetocomehereinhisplacetopickyouup.6.Isthereanythingyouwouldliketodobeforewegotothehotel.7.Doyouneedtogetbackyourbaggage.相互介绍1.Letmeintroducemyself,mynameisDavidMa,aninternationalsalesmanofthiscompany.2.hello,I'mDavidMa,aninternationalsalesmanofthiscompany.itisapleasuretomeetyou.3.IwouldliketointroduceMr.Chen.Thegeneralmanagerofourcompany.4.David,thisisHerry,thecustomerfromCanada,Herry,thisisDavid,asalesmanofourcompany.5.Itismypleasuretotalkwithyou.6.Hereismybusinesscard,mayihaveyourbusinesscard.7.I'msorry,Ican'trecallyourname,canyoutellmehowtopronounceyournameagain.小聊1.IsthisyourfirsttimetoChina.2.DoyouoftencometoChinaonbusiness.3.WhatkindofChinesefooddoyoulike.4.whatisthemostinterestingyouhaveseeninChina5.Theweatherisverynice.第3页共11页第2页共11页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第3页共11页6.Whatdoyouliketodoinyoursparetime.7.whatlineofbusinessareyouin8.Whatdoyouthinkabout..../Whatisyouropinion9.Nowonderyou'resoexperienced.10.Itwasnicetalkingwithyou.11.Good,thatisjustwhatwewanttohear.告别1.Wishyouhaveapleasantjourneyhome.2.ThankyouverymuchforeverythingyouhavedoneforusjuringyourstayinChina....