1楼 coco123123
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|  发帖时间 - 2015/8/31 13:19:24
| 中国国际跨采大会的时间越来越逼近了，大概一个月以前我就在外贸邦（ http://dwz(dot)cn/1j2OgN）网站上看到有关展会的相关信息了，马上就到9月了，展会的开幕越来越近。这种大型的展会对我们外贸人来说很重要，势必有很多国外的参展商，对于展会你的口语过关了吗？你准备好了吗？这里我来聊一聊我的看法吧。
***点：如何招揽客户
一般程序：招呼—问候—寻找相关话题—理出商谈头绪。所以，打招呼很重要，无论顾客有没有表现购买意愿，您都应该上前问候一句：“What can I do for you?”或“May I help you?”，也可说：“Can I be of any assistance?”，如果是熟客，可简单说声：“Good afternoon, madam, something for you?”
第二点：如何打开话题
如果顾客不置可否或表现出不耐烦的样子，决不可轻言放弃，可以先说：“Everybody is welcome here, madam. Whether she buys or not.（这里欢迎任何人光临，买不买都没关系）”，然后婉转地问：“Are you looking for something?”。
第三点：如何拉近距离
首先表达自己身份，甚至可以交换名片，然后说些常用客套话，为后来的推销铺路。一句：“Would you mind my recommending?”十分有用。
第四点：如何游说购买
初次见面就开门见山、滔滔不绝的做法已经落伍。当你要说服顾客时，***用“Well, let me tell you why.”作为解释商品用途、优点的开场白。
第五点：如何展示商品
可以说：“Please take a look at this.”或“That one, madam?（那个好吗？）”配合产品加以说明时，则用“As you can see, "（正如您所见，"）”
第六点：如何拖延时间
争取时间以便长期抗战要有技巧，再心急也要说“Please take your time”（慢慢看/参观）或“Go right ahead, please.”（随便参观）。根据情况也可通过闲聊进入主题，让顾客有一定时间考虑。
建议是：首先要熟悉自己的产品；其次，产品所对应的英语，以及客户常会问的问题和***的英文。***后，日常对话英语也是必备的。
以下是我整理的展会基本口语：
We offer you our best prices, at which we have done a lot business with other customers
Is there anything you are particularly interested in. 是否有你特别感兴趣的商品？
My offer was based on reasonable profit, not on wild speculations.
Moreover, we’ve kept the price close to the costs of production.。
Could you tell me which kind of payment terms you’ll choose?
Let me introduce you to Mr. Li， general manager of our company.
It’s an honor to meet. 很荣幸认识你。
Nice to meet you . I’ve heard a lot about you. 很高兴认识你，久仰大名。
How do I pronounce your name？ 你的名字怎么读？
How do I address you？ 如何称呼您？
It’s going to be the pride of our company. 这将是本公司的荣幸。
What line of business are you in？ 你做那一行？
Keep in touch. 保持联系。 Thank you for coming. 谢谢你的光临。
Excuse me for interrupting you. 请原谅我打扰你。
I’m sorry to disturb you. 对不起打扰你一下。
Excuse me a moment. 对不起，失陪一下。
Excuse me. I’ll be right back. 对不起，我马上回来
What about the price？ 对价格有何看法？
What do you think of the payment terms？ 对支付条件有何看法？
How do you feel like the quality of our products？ 你觉得我们产品的质量怎么样？
What about having a look at sample first？ 先看一看产品吧？
What about placing a trial order？ 何不先试订货？
The quality of ours is as good as that of many other suppliers， while our prices are not high as
theirs.
By the way， which items are you interested in？
You can rest assured. 你可以放心。
Fine quality as well as low price will help push the sales of your products.
While we appreciate your cooperation， we regret to say that we can’t reduce our price any further.
Reliability is our strong point. 可靠性正是我们产品的优点。
To a certain extent，our price depends on how large your order is.
Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer？
Here are our FOB price. All the prices in the lists are subject to our final confirmation.
In general， our prices are given on a FOB basis.
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