1、厦门石材展外贸销售培训,目 录,一、展会的重要性 （1）企业为什么要参展 （2）业务个人为什么要参展二、个人参展准备 （1）展会前的准备 （2）展会中的注意事项及个人业务处理技巧 （3）展会结束后 三、展会英语销售实战篇四、展会礼仪培训篇五、附录：应用高频词汇及常见缩写,一、展会的重要性,目 录,展会的重要性,企业为什么要参展,展会的重要性,业务个人为什么要参展,二、个人参展准备,展会前（资料准备）,（1）展会前1个月到1个半月（2）展会前3天 （3）展会参展前1天,展会期间,展会口径必须统一，包括公司的产能，特色，价格，产品等等文件准备：硬壳会议记录笔记本，最好是16开的 小订书机及订书钉
2、前一天准备好的价格，图片资料，中性签字笔，打印机白纸若干关于在展会是抓住一个有意向的客户就尽量和他多聊，还是浅尝辄止，尽可能地和很多的客户交换名片，回过头来再使劲的联系？有事没事多游动,百川归海，广交天下，但切忌展位熟人扎堆聊天，打电话，玩手机,展会期间,1-看到有人朝我们产品上扫上5 秒钟便去打招呼。,2-尽量让他们坐下来仔细谈谈，把第一个可以推荐的产品讲解给他听。,3-认真的做好客户讲的每句话的记录。,4-委婉的探听客户的底细，到底是大客户还是小客户,5-能够在广交会回答的问题就马上回答，就是打电话回公司也需要的,6-对待客户要严肃诚恳，不要嘻嘻哈哈的。,展会结束,1- 展会结束后，我们应
3、该立即处理的事 2- 后续持续不断有规律，锲而不舍的跟进非常重要。 3- 每届展会都应有的7点个人反思,交易会结束？真正工作的开始!所有的努力，如果最终不能转化成订单，那么都等于圈圈。,1） 在开展前，是否发邀请给外商，告诉他们你的展位号，你的企业及产品的优势？2） 你的展位布置是否能够吸引外商？3） 你参展的产品是否具有个性，特色，还是雷同其他企业？4） 你的业务素质是否专业？5） 你是否在当天邀约对我们产品有兴趣的客户，在某某酒店继续面对面的洽谈？记住，谈业务一定要趁热打铁，对有兴趣的外商一定不能轻易错过。6） 你是否应该亲自去看看那些门庭若市的参展企业？看看或问问他们成功的原因？7） 你
4、是否在展会结束后及时整理客户资料及洽谈记录，以求会后继续跟踪？,三、展会英语销售实战篇,实用语句 Practical Sentence：,1.Good morning, sir. What can I do for you? 2.May I have your name card (business card)?3.Im wonder if you can share me more information about your scope of business?4. Would you like a packet of our promotional literature?5. Here
5、is our catalogue, you can see most of our products here.6. We have a very strict quality controlling system which promises that goods we produced are always of the best quality 7. Im sorry ,sir. This offer is our rock-bottom price. Im afraid that we can not give you more discounts any more. But I wi
6、ll try my best to talk with my boss again if you can increase your quantity to one container.8. May I propose that we break for a cup of coffee now?9. How many days you will stay in China? It will highly appreciated if you can share some time to visit our factory. 10.Nice to meet you, take care, my
7、friend.,展会英语销售实战篇,模拟情景案例实操讲解,(An American importer talk with you at a trade show)You: Good morning. Sir, What can I do for you？Importer : I wonder if you can give me more information about this products youre showing?Salesman : Id be glad to help. Would you like a packet of our promotional literatur
8、e?Importer : Thank you. Thats be great.Salesman : Here is our catalogue, by the way, my name is Stifer, salesman of Emin international business department. How should I address you?Importer : Mike. Here is my business card.Salesman :Nice to meet you, Mr.Mike. Can you share me more information about
9、your scope of business?Importer : No problem. Were a high-volume, discount wholesales house, specializing in the construction material more than 20 years.,展会英语销售实战篇,Salesman: Oh, No wonder youre so experienced. As a whole-sales company, so I guess its not your first time being in China, am I right?I
10、mporter: Yes, you are right. I have attended this fair so many times.Salesman: Which Chinese company you used to do business with before?Importer: Er #$%$%&*&$%&* Salesman: Pardon?Importer: I mean we have a good partner-ship with some companies in Guangdong, such as A company and company R. Salesman
11、 : OK, I see. A company is very famous in China, the only problem is their production capacitysome times, you will wait a long time. Have you finished the catalogue scan? Are there any products you are interested in? Importer: Yes, it seems that the white color is great. Pls give me more information
12、 about that., Salesman: No problem, the white color Microcrystalline is our newest products. Compare with the other construction material, its more harder, lighter, brilliant and environment friendly. whats more, ts whole- free and water-proof. With the high performance and newest technology, custom
13、ized size is available.Importer : Remarkable! How about the packing?YOU : Usually, we use the wooden cartons to ensure you will receive all the goods with zero damages.Importer :OK, whats the price?Salesman : Frankly speaking, the price is changeable depending on your purchase quantity. Mike, May I
14、have some ideas about the quantity and any other particular demands, so we can work out the offer for you asap.Importer : For this time, as a trial order, 5 pieces 800 *800 mm is OK.Salesman : OK, we can totally understand, 5 piecesnow, the best unit price we can offer you is $245,FOB Chongqing.,Imp
15、orter : Oh, thats too expensive. Can you give me some discounts, say 20%? Salesman : Im afraid not, sir. This is our rock bottom price already. We are so sorry but we can not sacrifice any more. Just as you can see, the RMB rate changed rapidly, the cost of labor going higher and higher, there is al
16、most left nothing for us. But if you can consider to increase the quantity to 1 container, I will try my best to persuade my boss to recheck the cost and let you know soon. Importer: OK, we will consider it.Salesman : How many days you will stay in China? It will highly appreciated if you can share
17、some time to visit our factory in Sichuan province. It will take you around 1 or 2 days. Importer: Thanks for your kind invitation, but we will leave this Friday.Salesman : What a pity! Are you available this tonight? Maybe we can visit you at your hotel and have a cup of coffee here? Importer: Let
18、me check.OK! Lets scheduled for seven. Salesman: OK, sincerely hope we can start our business in the near future. see you. Take care, my friend.,四、展会礼仪篇,仪容礼仪,姿态礼仪,站姿礼仪,从正面观看，全身笔直，精神饱满，两眼平视，表情自然。两肩平齐，两臂自然下垂，两脚跟并拢，两脚尖张开60度，身体重心落于两腿正中,从侧面看，两眼平视，下颌微收，挺胸收腹，腰背挺直，手中指贴裤缝，整个身体庄重挺拔,坐姿礼仪,上身保持站姿的规范；女士应双腿并拢，男士可稍
19、分开，以不超过肩宽为宜；手则自然地放在膝盖上,姿态礼仪,引导礼仪,楼梯的引导礼仪引导客人上楼时，应让客人走在前面，接待工作人员走在后面，若是下楼时，应该由接待工作人员走在前面，客人在后面。上下楼梯时，应注意客人的安全。,电梯的引导礼仪引导客人乘坐电梯时，接待人员先进入电梯，等客人进入后关闭电梯门，到达时，接待人员按“开”的钮，让客人先走出电梯。,走廊的引导礼仪接待工作人员在客人二三步之前，客人走在内侧。,姿态礼仪,握手礼仪,掌握握手的时机(1)遇到久未谋面的熟人时；(2)在比较正式的场合与相识之人道别时。(3)自己作为东道主迎送客人时。(4)向客户辞行时。(5)被介绍给不相识者时。(6)在外面
20、偶遇同事、朋友、客户或上司时。(7)感谢他人的支持、鼓励或帮助时。(8)向他人或他人向自己表示恭喜、祝贺时。(9)应邀参与社交活动见东道主时。(10)对他人表示理解、支持、肯定时，要握手，以示真心实意。(11)在他人遭遇挫折或不幸而表示慰问、支持时。(12)向他人或他人向自己赠送礼品或颁发奖品时。,握手的顺序(1)职业、身份高者与职位、身份低者握手，应由职位、身份高者首先伸出手来。(2)女士与男士握手，应由女士首先伸出手来。(3)已婚者与未婚者握手，就由已婚者首先伸出手来。(4)年长者与年幼者握手，应由年长者首先伸出手来。(5)长辈与晚辈握手，应由长辈首先伸出手来。(6)社交场合的先到者与后来
21、者握手，应由先到者首先伸出手来。(7)主人应先伸出手来，与到访的客人相握。(8)客人告辞时，应首先伸出手来与主人相握。提醒您握手时最重要的是要知道应当由谁先伸出手来。,交谈礼仪,、问候用语,以下五种情况下必须使用问候语： 主动服务于他人时； 他人有求于自己时； 他人进入本人的服务区域时； 他人与自己相距过近或是四目相对时； 自己主动与他人进行联络时。,Hello,sir,what can I do fou you?Good morning,thanks for coming.Is there anything that I can do for you?Hi, my name is Stife
22、r, what can I do for you?,、送别用语,最为常用的送别用语，主要有“再见”、“慢走”、“走好”、“欢迎再来”等等,See you,my friendPls keep in touch,my friend,bye.I will call you around,take care, my friend.,征询用语,服务人员需向观展人员进行征询时，要使用必要的礼貌语言。一般有下述五种情况：、主动提供服务时； 、了解对方需求时； 、给予对方选择时；、启发对方思路时； 、征求对方意见时。,How dou you think .?May I have more ideas abou
23、t .?Would you mind to share me more about .?Im wondering whether you can share me more information about.?It will be highly appreciated if you can .?,推托用语,合理地拒绝观展人员，此时必须语言得体，态度友好，不能直言“不知道”、“做不到”、“不归我管”、“问别人去”等等,Im so sorry,my friend ,but .Im afraid not,because.We are so appreciated for your interest
24、ing,but frankly speaking , its far blowed than our cost,so regret that we can not accpet.,五、附录,附录,商务信函口语应用高频词汇(部分）,（1）高兴，愉快，欣慰To have the pleasure to do; To have the pleasure of doing; To have pleasureto do; to have pleasure in (of) doing; To take (a) pleasure in doing(something); To take pleasure i
25、n doing (something); To be pleased to(with)(by); to be delighted at (in)(with); To be glad to (of)(about); To berejoiced in (at).（2）迅速，立刻Urgently; Promptly; Immediately; With all speed; At once; With dispatch; Withall despatch; With the quickest possible despatch; With the least possibledelay; As so
26、on as possible; As quickly as possible; As promptly as possible;At ones earliest convenience; At the earliest possible moment; At an earlydate; Without delay; Without loss of time; Immediately on receipt of thisletter; By express messenger; By Special messenger; By special delivery; Byexpress letter
27、.（3）依照According to; Agreeably to; Conformably to; pursuant to; In accordance with;In conformity with (to); In obedience to; In deference to; In compliance with;In agreement with; In pursuance of.,附录,商务信函口语应用高频词汇(部分）,（4）就.，关于About; Regarding; Concerning; As to; As regards; With regard to; In regardto
28、;(of); Respecting; Relative to; Anent; In connection with; Referring to;With reference to; In reference to; Re.（5）accordingly adv.因此，于是，所以（在句首或句中）；按要求办（在句尾）Accordingly, we have to ask you to extend the L/C 15 days more.因此我们不得不请求你将信用证延期15天。（6）advance .v.预付，垫款；事先；上涨Please do your best to advance shipm
29、ent.请尽最大努力提前装船。Thanks in advance. 提前感谢（7）agency n.代理Our company has agencies in all parts of Africa already.本公司在非洲各地有代理(8) Appreciate v.涨价；感谢appreciation.感谢，感激The price has already appreciated. 价格已涨。,附录,商务信函口语应用高频词汇(部分）,(9) Capacity n.容量；能力，生产能力Our production capacity is 1.5 million square meter.(10) item n.外贸中常用做“货物”，做“项目”解There are several items of commission not yet paid.有几笔佣金尚未付清。,附录,外贸常见英文缩略词(部分）,附录,外贸常见英文缩略词(部分）,谢谢大家,Stifer GuoInternational sales department of EminEMAIL:S,同时也非常感谢公司给我这次重新梳理曾经工作的机会。个中不足，恳请大家指正，共同进步。最后，预祝大家在厦门石材展上取得优异的成绩。,
