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    远来贵宾谈代工Buy and Sell
    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,专程前来寻找代工。现在,我们就来看看两人的会谈现况:
    英文正文
    Robert: We found your proposal quite interesting, Mr. Hughes. We would like to weigh the pros and cons with you.
    Kevin: Mr. Liu, we’ve looked all over Asia for a manufacturer; your company is one of the most suitable.
    Robert: If we can settle a number of basic questions, I’m confident in saying that we are the most suitable for your needs.
    Kevin: I hope so. And what might be the basic questions you may have?
    Robert: First, do you intend to take a position in our company?
    Kevin: No, we don’t, Mr. Liu. This is just OEM.
    Robert: 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.
    Kevin: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.
    Robert: At U.S. $1000 a piece, we’ll make an average return of just 4%. That’s too great a financial burden for us.
    Kevin: I’ll check the numbers later, but what do you propose?
    Robert: Here’s how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.
    句型总结
    ● 保证能胜任
    1. I’m confident in saying that we are the most suitable for your needs.
    2. I’m confident in saying that we are the best qualified for your needs.
    3. I’m confident in saying that we are the best choice for you.
    4. I’m confident in saying that we are the best qualified to handle your needs.
    推销产品时,总免不了要‘老王卖瓜’自夸一番。实用的句型有:"I’m confident in saying that we are the most suitable for your needs."。
    此句型适用于正式的商谈场合,表示自己是对方的最佳拍档,并愿竭尽所能谈笔公平的买卖。考试大论坛
    ● 财务负担
    1. That’s too great a financial burden for us.
    2. That’s too big a financial burden for us.
    3. That’s too risky a financial position for us.
    4. That places us in a risky position.
    谈判中,‘价码’往往是影响结果的最大关键。对方价钱开得太低时,你不必明明白白地说‘不’,只要说:"That’s too great a financial burden for us.",对方即能明白。
    这个句型为正式用语,语气平铺直叙,意思是要告诉对方所提出的条件太苛,己方不愿再考虑;同时也暗示对方要作些让步。
    ● 提出条件
    1. Here’s how you can demonstrate commitment to this deal.
    2. Here’s how you can show serious intent.
    3. Here’s how you can show your support.
    4. Here’s how you can show you’re committed to this deal.
    正式的商业谈判中,不仅要被动地防御对方的攻势,更要会主动地提出己方的要求。
    文中Robert很巧妙地运用了一个句型:"Here’s how you can demonstrate commitment to this deal."‘你们可以这样表示承诺(的诚意)’。说完这句话之后,就应接着提出己方的要求,且注意提出的条件应有给双方转圜的余地。
    特别提示
    Robert与Kevin首度会谈,我们应注意两人一开始是如何建立商谈的气氛,其次是Robert如何安排他的话题。您是否看出他循序渐进地发问,把重要条件拖到最后才提出?
    A. 见面三分情
    与初次接触的商业代表会晤时,一来为了博取对方的好感,二来为了兼顾礼貌,总会先拣好听的说。如文中,Kevin一见面就说"...your company was one of the most suitable."来恭维对方。不过Kevin对Pacer的赞美在这儿却稍有保留:当他说Pacer是‘较合适者之一’时,就表示还有一、两家同行可供其比价,无异暗示对方若要做成这笔生意,可能得适时地降低要求。
    B. 善用最后时间
    在谈判战争中,善用拖延战术的把关将领,通常都会将最重要的条件留到最后一刻才提出。此时由于时间匆促,对手无法详加考虑,又为了急于回去交差,往往容易牵就己方。如在本单元中,Robert把技术转移这种最敏感的重要条件留到最后才提出来,就是不到最后关头,不轻易出招。


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