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展會
Hello Sir/Madam. Nice to meet you.
hi， nice to meet you.
Come in please， have a look. We are a big hometextile manufacturer in China， Jacquard fabric is our strong， that means low price， but high quality.
Thanks， but I have a tight schedule. We can contact later， and please send some samples to me.
Since you already come to our booth after a long trip， why don’t you spend a few minutes to take a look at our products? And let me know what you are really interested in， it will make it much easier for us to further contact.
Ok.
May I have your namecard?
I’ll give you later.
Where are you from， sir?
Turkey.
How many times have you been to China?
This is my first time.
How long have you been doing business with Chinese?
Never.
Which countries do you sell to?
A lot of， but mainly Saudi Arabian， Middle East countries， some America， Europe.
What do you buy mainly? What kind of business do you do?
All kinds fabrics， mostly Tapestry， I’m an agent.
Usually how much do you order?
Container basis， like 2 or 3 Hi-Q
What’s the price?
1 dollar.
Too high
If really big order， like one Hi-Q， price can be discussed.
Ok， we can discuss price later， now please prepare these samples for me.
I’ll prepare samples and send them to you. But our practice is we burden the cost of the samples， and you pay for the freight， that means we only send sample by freight collect if you don’t need too many samples. If you need too many samples like now， hundreds of designs， you have to pay for the cost of samples too. This is just for you to take good use of our samples.
This is not acceptable， I only accept freight collect， I have to spend lot of money to get order. Factory should provide us with free samples， I only need small cutting.
Let me find a way out， how about I make the sample as small as possible， like a booklet， but contain one design at least， since you need too many samples， you give me money of the cost of the samples first， after giving me order， I’ll return it to you， ok?
Ok， this is my DHL account No.， send to me as soon as possible.
What’s your plan after the fair?
I stay Canton for 3 days， then go back to my country.
I advise you visit our factory after the fair， so we have more time to select samples， and we can sit and talk over coffee.
Thanks， I’m not sure if I have time， if come， I’ll call you.
Thanks for your coming， hope our business can soon be started， see you.
Bye.
開發(fā)客戶，展會無疑是占有極其重要的地位，一般而言，通過展會獲得客戶的比率，要占外貿(mào)出口企業(yè)的三分之一以上。參加一次展會，費用往往很大，一個企業(yè)的參展效果，對一個企業(yè)的發(fā)展至關重要。參好一次展，除了外貿(mào)出口企業(yè)積極備戰(zhàn)之外，完全要看外貿(mào)業(yè)務員如何利用好這次機會了。那么外貿(mào)業(yè)務員如何有效地利用展會積極的開發(fā)客戶呢?這里面還是有相當?shù)膶W問和技巧的。廣交會是目前國內(nèi)影響的展會，在國際上也有較大的聲譽。在此，我就以廣交會舉例。
展會
Hello Sir/Madam. Nice to meet you.
hi， nice to meet you.
Come in please， have a look. We are a big hometextile manufacturer in China， Jacquard fabric is our strong， that means low price， but high quality.
Thanks， but I have a tight schedule. We can contact later， and please send some samples to me.
Since you already come to our booth after a long trip， why don’t you spend a few minutes to take a look at our products? And let me know what you are really interested in， it will make it much easier for us to further contact.
Ok.
May I have your namecard?
I’ll give you later.
Where are you from， sir?
Turkey.
How many times have you been to China?
This is my first time.
How long have you been doing business with Chinese?
Never.
Which countries do you sell to?
A lot of， but mainly Saudi Arabian， Middle East countries， some America， Europe.
What do you buy mainly? What kind of business do you do?
All kinds fabrics， mostly Tapestry， I’m an agent.
Usually how much do you order?
Container basis， like 2 or 3 Hi-Q
What’s the price?
1 dollar.
Too high
If really big order， like one Hi-Q， price can be discussed.
Ok， we can discuss price later， now please prepare these samples for me.
I’ll prepare samples and send them to you. But our practice is we burden the cost of the samples， and you pay for the freight， that means we only send sample by freight collect if you don’t need too many samples. If you need too many samples like now， hundreds of designs， you have to pay for the cost of samples too. This is just for you to take good use of our samples.
This is not acceptable， I only accept freight collect， I have to spend lot of money to get order. Factory should provide us with free samples， I only need small cutting.
Let me find a way out， how about I make the sample as small as possible， like a booklet， but contain one design at least， since you need too many samples， you give me money of the cost of the samples first， after giving me order， I’ll return it to you， ok?
Ok， this is my DHL account No.， send to me as soon as possible.
What’s your plan after the fair?
I stay Canton for 3 days， then go back to my country.
I advise you visit our factory after the fair， so we have more time to select samples， and we can sit and talk over coffee.
Thanks， I’m not sure if I have time， if come， I’ll call you.
Thanks for your coming， hope our business can soon be started， see you.
Bye.
開發(fā)客戶，展會無疑是占有極其重要的地位，一般而言，通過展會獲得客戶的比率，要占外貿(mào)出口企業(yè)的三分之一以上。參加一次展會，費用往往很大，一個企業(yè)的參展效果，對一個企業(yè)的發(fā)展至關重要。參好一次展，除了外貿(mào)出口企業(yè)積極備戰(zhàn)之外，完全要看外貿(mào)業(yè)務員如何利用好這次機會了。那么外貿(mào)業(yè)務員如何有效地利用展會積極的開發(fā)客戶呢?這里面還是有相當?shù)膶W問和技巧的。廣交會是目前國內(nèi)影響的展會，在國際上也有較大的聲譽。在此，我就以廣交會舉例。