warm-updialogueswritingreading section ii. situational dialogues before moving-out of the exhibition...

Warm-up Dialogues Writing Reading

Section II. Situational Section II. Situational DialoguesDialogues

Before Moving-out of the Exhibition

Following up the Sales of a Previous Order

Following up Potential Customers Right after the Trade Fair Dealing with the Orders from Potential Customers while Products are out of Stock

Dialogue 1. Dialogue 1. Before Moving-out of the Before Moving-out of the ExhibitionExhibition

Miss Black comes to Mr. Wang’s booth on the last day of the exhibition. She expresses her appreciation of Mr. Wang’s products and gives her own suggestions.

B: Hi, Mr. Wang. W: Hi there. I’m so happy to see you again, Miss Black. I remember you came to our booth on the first day of the exhibition.

Miss Black comes to Mr. Wang’s booth on the last day of the exhibition. She expresses her appreciation of Mr. Wang’s products and gives her own suggestions.

B: Hi, Mr. Wang. W: Hi there. I’m so happy to see you again, Miss Black. I remember you came to our booth on the first day of the exhibition.


B: Yes, I’m here again because your cotton textiles are so appealing to me. W: Do you like the products we sold you ﹖ B: Yes. The silk products are selling well, especially the long-skirts with the traditional Chinese patterns and characters. W: I’m glad to hear that. I’ll send you a catalogue of our various products when I go back to China. B: Thank you. In this exhibition, your products presentation, and hospitality really impressed me. By the way, may I make a suggestion If your﹖ textile products had brighter colors, they would be even more popular.

B: Yes, I’m here again because your cotton textiles are so appealing to me. W: Do you like the products we sold you ﹖ B: Yes. The silk products are selling well, especially the long-skirts with the traditional Chinese patterns and characters. W: I’m glad to hear that. I’ll send you a catalogue of our various products when I go back to China. B: Thank you. In this exhibition, your products presentation, and hospitality really impressed me. By the way, may I make a suggestion If your﹖ textile products had brighter colors, they would be even more popular.


W: I’m glad you have a good impression with our products, Miss Black. And I’ll tell my general manager about your suggestion. I hope we can keep in touch and continue to cooperate. Our phone numbers and e-mail address are on the booklet I gave you. Please keep us informed about how our products are selling. B: I will keep in touch with you. Have a safe and happy journey home!

W: I’m glad you have a good impression with our products, Miss Black. And I’ll tell my general manager about your suggestion. I hope we can keep in touch and continue to cooperate. Our phone numbers and e-mail address are on the booklet I gave you. Please keep us informed about how our products are selling. B: I will keep in touch with you. Have a safe and happy journey home!


Mrs. Jenny Keats ordered 500 embroidered pocket-handkerchiefs from Mr. Huang’s company during the exhibition in Guangzhou. Now the exhibition is over and she has gone back to her country. Mr. Huang (H) calls Mrs. Keats(K).

H: Hello. May I speak to Mrs. Keats﹖ K: This is Jenny Keats. Who’s speaking, please﹖ H: This is Huang Ming from the exhibition in Guangzhou. Do you still remember me﹖

Mrs. Jenny Keats ordered 500 embroidered pocket-handkerchiefs from Mr. Huang’s company during the exhibition in Guangzhou. Now the exhibition is over and she has gone back to her country. Mr. Huang (H) calls Mrs. Keats(K).

H: Hello. May I speak to Mrs. Keats﹖ K: This is Jenny Keats. Who’s speaking, please﹖ H: This is Huang Ming from the exhibition in Guangzhou. Do you still remember me﹖


Dialogue 2. Dialogue 2. Following up the Sales of a Previous Order

K: Hi, Mr. Huang. Of course I remember you. I placed an order with you for 500 embroidered pocket- handkerchiefs in Guangzhou. How are you﹖ H: Fine. I have just come back to Jiangsu. How were the sales of pocket-handkerchiefs﹖ K: Very good. The market responded actively and quickly. The customers were crazy about them. H: That’s good news. I always have confidence in our products. K: Your products turned out to be very saleable. I’m considering placing an additional order for the coming Christmas.

K: Hi, Mr. Huang. Of course I remember you. I placed an order with you for 500 embroidered pocket- handkerchiefs in Guangzhou. How are you﹖ H: Fine. I have just come back to Jiangsu. How were the sales of pocket-handkerchiefs﹖ K: Very good. The market responded actively and quickly. The customers were crazy about them. H: That’s good news. I always have confidence in our products. K: Your products turned out to be very saleable. I’m considering placing an additional order for the coming Christmas.


H: Good idea! They would be a great gift idea. In view of our first successful business dealings, Mrs. Keats, we can offer you a better discount for your future large orders. K: Terrific! I’ll send you an order by e-mail later. H: Good. I’m looking forward to it. And I’ll e-mail you our newly released catalogue. That will be helpful, I think. K: Thank you very much.

H: Good idea! They would be a great gift idea. In view of our first successful business dealings, Mrs. Keats, we can offer you a better discount for your future large orders. K: Terrific! I’ll send you an order by e-mail later. H: Good. I’m looking forward to it. And I’ll e-mail you our newly released catalogue. That will be helpful, I think. K: Thank you very much.


Mr. Brian White (W) planned to order a large number of printers from ABC Company when he visited the Office Appliance Exhibition in Shanghai, but they didn’t clinch the deal because of the price. The following is a call from Ms. Zhang (Z) following up this case after the exhibition.

Z: Good morning, may I speak to Mr. White﹖ W: This is Brian White, good morning. Who’s speaking﹖

Mr. Brian White (W) planned to order a large number of printers from ABC Company when he visited the Office Appliance Exhibition in Shanghai, but they didn’t clinch the deal because of the price. The following is a call from Ms. Zhang (Z) following up this case after the exhibition.

Z: Good morning, may I speak to Mr. White﹖ W: This is Brian White, good morning. Who’s speaking﹖


Dialogue 3. Dialogue 3. Following up Potential Customers Following up Potential Customers Right after the Trade FairRight after the Trade Fair 1

Z: I’m Zhang Yuan, Sales Representative of ABC Company. We met at the Office Appliance Exhibition in Shanghai. Do you remember our multifunctional printer that you were interested in﹖ W: Yes. Nice to hear your voice, Ms. Zhang. I was thinking about the printer lately. Thank you for calling. Z: My pleasure. I’m calling you to express my gratitude for your interest in our products, and tell you some good news. W: Yes. Z: Last time you asked us to reduce the price by

Z: I’m Zhang Yuan, Sales Representative of ABC Company. We met at the Office Appliance Exhibition in Shanghai. Do you remember our multifunctional printer that you were interested in﹖ W: Yes. Nice to hear your voice, Ms. Zhang. I was thinking about the printer lately. Thank you for calling. Z: My pleasure. I’m calling you to express my gratitude for your interest in our products, and tell you some good news. W: Yes. Z: Last time you asked us to reduce the price by


giving a 10% discount for more than 1,000 sets of multifunctional printers, model AP-542, right﹖ W: Yes. What is the result﹖ Z: I have forwarded it to my manager. He agreed that we could meet each other half way, and offered a 7% discount for 1,000 sets or more. But should your order reach 2,000, the discount would be 10%. W: 10% would be more reasonable. I’d like to buy 2,000 sets. Z: Great! I’ll e-mail you a firm offer including other terms. We assure you that we will provide high

giving a 10% discount for more than 1,000 sets of multifunctional printers, model AP-542, right﹖ W: Yes. What is the result﹖ Z: I have forwarded it to my manager. He agreed that we could meet each other half way, and offered a 7% discount for 1,000 sets or more. But should your order reach 2,000, the discount would be 10%. W: 10% would be more reasonable. I’d like to buy 2,000 sets. Z: Great! I’ll e-mail you a firm offer including other terms. We assure you that we will provide high


quality and good service. W: I appreciate that. Z: OK. Nice talking with you, Mr. White. Please don’t hesitate to contact me again if you have any questions. W Of course I will. Good bye. Z: Good bye.

quality and good service. W: I appreciate that. Z: OK. Nice talking with you, Mr. White. Please don’t hesitate to contact me again if you have any questions. W Of course I will. Good bye. Z: Good bye.


Mr. George Taylor (G) visited Miss Jolene Lee’s (J) stand during last China Import and Export Fair but has not yet done any business with her. He is so interested in her toys that he gives

Miss Lee a call today. G: Hello. I’d like to speak to Miss Jolene Lee. J: This is Jolene. Who’s calling, please﹖ G: George Taylor. I visited your stand at China Import and Export Fair last month.

Mr. George Taylor (G) visited Miss Jolene Lee’s (J) stand during last China Import and Export Fair but has not yet done any business with her. He is so interested in her toys that he gives

Miss Lee a call today. G: Hello. I’d like to speak to Miss Jolene Lee. J: This is Jolene. Who’s calling, please﹖ G: George Taylor. I visited your stand at China Import and Export Fair last month.


Dialogue 4. Dialogue 4. Dealing with the Orders from Dealing with the Orders from Potential Customers while Products are out Potential Customers while Products are out of Stockof Stock

I’ve received and tested your sample, the newly designed toy, model T18. We all agreed on the point that they would be saleable on our market. I’m calling today in the hope of ordering some. J: I’m so pleased to receive your phone call, Mr. Taylor. But I’m sorry that T18 is completely sold out. The next lot will be on the 20th of this month in 15 days time. G: What a pity! That would be quite late. As Christmas is coming, there will be a hot demand for them on our market. J: If you can tell me how many you want to order now, Mr. Taylor, I will keep them for you.

I’ve received and tested your sample, the newly designed toy, model T18. We all agreed on the point that they would be saleable on our market. I’m calling today in the hope of ordering some. J: I’m so pleased to receive your phone call, Mr. Taylor. But I’m sorry that T18 is completely sold out. The next lot will be on the 20th of this month in 15 days time. G: What a pity! That would be quite late. As Christmas is coming, there will be a hot demand for them on our market. J: If you can tell me how many you want to order now, Mr. Taylor, I will keep them for you.


G: Thank you very much. We want to order 1,000 pairs. Could you send me an offer﹖ J: Sure, I’ll e-mail an offer to you as soon as possible. If you have no objection about the price, please send us your order. By the way, Mr. Taylor, there’s another available model that is very popular this season. The customers like them very much. Could I send you a sample﹖ G: Thank you. Please send it to Miss Barbara Jones, she’s my secretary. Besides, Miss Lee, I will go to Guangzhou next week, could we make an appointment﹖

G: Thank you very much. We want to order 1,000 pairs. Could you send me an offer﹖ J: Sure, I’ll e-mail an offer to you as soon as possible. If you have no objection about the price, please send us your order. By the way, Mr. Taylor, there’s another available model that is very popular this season. The customers like them very much. Could I send you a sample﹖ G: Thank you. Please send it to Miss Barbara Jones, she’s my secretary. Besides, Miss Lee, I will go to Guangzhou next week, could we make an appointment﹖


J: That’s lovely! When and where will you arrive﹖ G: I don’t have a firm date yet, but I will call you when I arrive in Guangzhou. J: OK. I’m looking forward to meeting you again, Mr. Taylor.

J: That’s lovely! When and where will you arrive﹖ G: I don’t have a firm date yet, but I will call you when I arrive in Guangzhou. J: OK. I’m looking forward to meeting you again, Mr. Taylor.


I'm sure this delightful book will appeal to children of all ages.

This policy will not appeal to the voters.


对…有吸引力 ; 对…产生吸引力 1. 1. appeal to

FOR EXAMPLEFOR EXAMPLE

IMPORTANT IMPORTANT WORDSWORDS

The salesmen usually follow up a letter with a visit. You can follow up to get better information,

especially in terms of whether the injury was occupationally related.


do something in order to find out more or do more about something 跟进

2. 2. follow up




liking someone very much, or very iliking someone very much, or very interested in somethingnterested in something对……着迷，非常喜欢对……着迷，非常喜欢

3. 3. be crazy about


FOR EXAMPLEFOR EXAMPLE Many young people are crazy about the internet. Years ago I was crazy about him, but he didn't

feel the same about me so I went on with my life.

To get around your difficulty, Mr. Peter, I'd suggest that you reduce your order by half. You can send in an additional order later.


追加订货，追加定单4. 4. additional order



To clinch the deal, we really think we should both make some concessions.

Emma made a good presentation of the product, which paved the way for the sales director to clinch the deal.


达成协议，做成交易达成协议，做成交易5. 5. clinch the deal



In order to close the business, we will meet you half way.

To meet you half way, we'll give you a commission of 5%.

As this means developing a new market, why don't we meet half way to bridge the gap on a fifty-fifty basis? That would mean a 3% reduction on the previous offer.


做出妥协，做出让步做出妥协，做出让步6. 6. meet half way



We have no objection to the stipulation about the packing and shipping mark.


同意同意7. 7. have no objection about




1. 客户管理跟进技巧一 : 认真筛选 ,切忌盲目跟进

NOTESNOTES

首先将交易会上与客户谈判的细节做好详细的记录和回忆 ,先判断此客户的购买欲有多强 ,也就是说 ,要区分清楚他是“真的买家”还是“打听行情的买家”｡有的客户其实已经有长期稳定的供应商 ,他只是把你当报价的参照物 ,对这类客户要特别小心｡关于真假买家 ,行家还是生手 ,可以通过交谈 (面谈､电话､传真､电子邮件 )来辨别｡例如可以询问一些关键性的问题 :产品的规格､技术参数 ,希望接受的价位 ,打算订购


的数量 ,从事什么品牌 ,该品牌在当地是否有影响力 ,和中国的哪些企业有过生意往来 ,和中国做生意有多长时间 (也就是说是否为“中国通” ) ｡通过这些大致可以区分出客户的“真”与“假” ,“实”与“虚” ,“大”与“小”｡另外从外商提供的名片也可以判断客户的实力 ,如 :公司所处该城市的地段 ,有几条电话线､传真线 ,有没有自己的网站 ,是零售商､批发商还是进口商 ,在当地是否代理过一些著名的品牌 ,等等｡


2. 客户管理跟进技巧二 : 需要就会下订单如何让您的客户觉得购买你们的产品和服务是他们最好的选择 ?或者说购买你们的产品或者服务能够得到很大的回报 ?如果客户这样认为 ,那么他们肯定会在第一时间给您下订单 !而要达到这一目标 ,需要明确的是 : 1. 对于同类型的产品 ,贵公司的产品有何优势 ? 2. 除了产品的优势 ,您的价格如何 ,交货期能否准时? 3. 贵公司是否通过国际认证 ? 4. 贵公司是否与行业中的知名企业合作 ? 5. 您是否比别人更努力 ? 只要您能多站在客户的角度去考虑 ,您将发现 ,困难已离您远去｡

Functional Sentences


EXERCISESEXERCISES

Role Play

Listening Comprehension

Build up Your Vocabulary

1. I’m considering placing an additional order for the coming Christmas.

A. whether we should do market research first. B. whether we could accept this offer. C. visiting your factory next week. D. inviting Mr. White to China.


Functional Sentences Functional Sentences

Substitute the italicized parts with the following choices.


2. In view of our first successful business dealings, we can offer you a better discount.

A. our long-term business relationship, we agree to make a further concession. B. the increasing demand on our products, we’ll step up production. C. the heavy commitment of our factory, we could only supply 1,000 sets for each order. D. our wish to establish business relations with you, we could accept your price this time as an exception.



3. I’m calling to express my gratitude for your interest in our products.

A. inform you that your order is ready for shipment. B. confirm whether you have received our B/L by fax. C. thank you for your kind cooperation in this transaction. D. follow up the deal we concluded during the exhibition in Guangzhou.



4. I’m looking forward to your early reply. A. meeting you again in China. B. your prompt shipment. C. our long-term cooperation from now on. D. your trial order.



5. I’m so pleased to receive your phone call.

A. show you around our factory.

B. get the chance to visit your company again.

C. inform you that your order No. 125 is to be shipped

tomorrow.

D. receive your B/L by fax this morning.


Mr. White, representative of WPA Imp & Exp Corp., arrived in China today, expecting to place an order with Miss Wang, Sales Manager of Zike Environment Protection Co., Ltd.. He has made an appointment with Miss Wang to meet in a café tod

ay, and asked her to bring her company’s brochures, price list and contract, etc..

Please work with your partner to talk about the relevant order, and try to do business successfully.


Role PlayRole Play

Make up a dialogue based on the following situation.

Martin: M / William: WM: Hello, William. This is Martin.W: Hello, Martin, (1) ________.M: How was your trip home﹖W: Very good. Thank you for (2)___________.M: My company needs more (3) ___________________ in order to improve our goods. Would you give us some information﹖


Listening Comprehension Listening Comprehension

Listen to the short dialogues; fill in the blanks according to what you hear. Then practice the dialogues with your partner.

my friend

your concernfeedback from the consumers

W: Sure. We received the packs from you at the end of last month. Up to now, we have been told that (4) _________________________________________ _________. M: Really This information is important to us. We will﹖ be encouraged to (5)___________. W: But we find one problem. There are no illustrations in the manual. If there were, it would be easier for users to (6)_________________. M: I’ll (7)________________ to the company. We will try to do that. Thank you for your suggestion. Anything else﹖


the products are of good quality and at a reasonable price

work harder

follow the directionspass your comment

W: We are very satisfied with your (8)______________. M: Thank you for your support. Please keep the

business card and the service card. If you have any

problems or suggestions, please contact us. W: I (9)____________. Thank you for your call. See you. M: Thank you for your cooperation in accepting (10)

__________________. See you.

appreciate that

our business follow-up


after sales service

(1) of good quality (2) instruction manual (3) after sales service (4) business follow-up (5) at a reasonable price (6) feedback (7) service card


Build up Your Vocabulary Build up Your Vocabulary

1. Match the expressions on the left with the best translation on the right.

a. 价格合理 b. 售后服务 c. 服务卡 d. 反馈 e. 指南手册 f. 业务跟进 g. 质量优良

(1) In view of our long-term business relationship, we can __________________________________________ ( 如果贵方大批量订购 , 可提供更优惠折扣 ).(2) I’m calling you to _____________________________ _____________( 感谢贵方对我方产品的兴趣 ) ｡(3) My manager agreed that we could________________ ________( 双方各让一步 ), and offered a 7% discount f

or 1 000 sets or more.

(1) In view of our long-term business relationship, we can __________________________________________ ( 如果贵方大批量订购 , 可提供更优惠折扣 ).(2) I’m calling you to _____________________________ _____________( 感谢贵方对我方产品的兴趣 ) ｡(3) My manager agreed that we could________________ ________( 双方各让一步 ), and offered a 7% discount f

or 1 000 sets or more.



2. Complete the following sentences with words or expressions from the dialogues.

offer a better discount for your substantial orders

express my gratitude for your interestin our products

meet each other half way

(4) We could_____________________________________ ( 按您的要求对产品作修改 )if you have the intention to order more.(5) Thank you for_________________________________ ______________( 寄来家用自助产品的样品 ).(6) Would you please___________________________ ( 安排发运 )of Order No.123. (7) Thank you for your cooperation in _______________ ________________( 接受我们跟进业务 ).(8) We _______________________( 获悉贵方的名址 ) from the trade fair in Canton last month.

(4) We could_____________________________________ ( 按您的要求对产品作修改 )if you have the intention to order more.(5) Thank you for_________________________________ ______________( 寄来家用自助产品的样品 ).(6) Would you please___________________________ ( 安排发运 )of Order No.123. (7) Thank you for your cooperation in _______________ ________________( 接受我们跟进业务 ).(8) We _______________________( 获悉贵方的名址 ) from the trade fair in Canton last month.



make some change to the products as required

arrange to effect the shipment

accepting ourbusiness follow-up

got your name and address

sending me the samples of the homeDIY products


Thank Thank you!you!

warm-updialogueswritingreading section ii. situational dialogues before moving-out of the exhibition...

Documents

wangs products

textile products

products presentation

various products

silk products

exhibition miss black

good idea

im glad