面對客戶 Introducing Yourself to New Clients

Jennifer要進軍美加市場，經(jīng)過數(shù)星期的信件傳真往來，終于與一家加拿大的中盤經(jīng)銷商，Standard家用電器，約好了當(dāng)面商談合作的可能性。Jennifer與買商首度會面，不但要說明公司目前的計劃，還要告訴對方自己在此商談中所扮演的角色。

音頻試聽：

正文

　Good afternoon. It's a pleasure to finally meet you. I'm Jennifer Wong from Action Appliances. I hope the two of you had a pleasant flight. Please take a seat.

　 As you know, Action is looking to expand into western Canada and the United States. What we need to get our foot in the door is a well-known distributor. To be perfectly honest, it would be quite a head start for us if we could secure a deal with a respected distributor like yourselves, Standard Suppliers. 　

I'll be responsible for the first round of negotiations here in Taipei. I hope we can make some definite headway during your stay in Taiwan. As the stakes get higher, so to speak , my supervisor, Mr. Cheng, will join us at the bargaining table. 　

And now, I'm sure you must have questions.

作業(yè)：看到劃線的句子了嗎？請翻譯。?

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句型總結(jié)

●　禮貌性招呼
1. It's a pleasure to finally meet you.
2. It's great to finally get a chance to know you.
3. At last, I've been looking forward to meeting you.

一開口要立刻感謝對方前來與你會面。說時因為你與對方事前已有相當(dāng)程度的聯(lián)系，所以不同于一般性初次見面的說法。此時，應(yīng)強調(diào)‘能得一見，三生有幸'的商業(yè)客套。

●　表達目的
1. What we need to get our foot in the door is a well-known distributor.
2. Our main goal is to open doors for our products in the West with a respected distributor.
3. My company's top priority is to introduce our products to new markets in the West, and that requires a well-known distributor.

直截了當(dāng)?shù)恼f明自己的目標(biāo)和需求--亦即此番將與對方磋商的重要計劃；同時，也借機間接來贊賞對方公司的信譽。"well known", "respected", 著名的。

● 自己的角色
1. I'll be responsible for the first round of negotiations here in Taipei.
2. My main role here is to get the negotiation process started.
3. I'll mainly be in charge of the first round of negotiations.

說明自己將在商談中扮演的角色，是絕對有必要的，因為，這樣才不至于延誤后來決策的過程。通常這句話之后還要講明自己上司扮演的角色。關(guān)鍵詞為"responsible for", "in charge of"。

●　請對方發(fā)言
1. And now, I'm sure you must have questions.
2. And now, I'd be happy to answer your questions.
3. I'd like to turn the conversation over to you. Do you have any questions?

最后的目的是以和氣的口吻，希望能展開交談。重點是要讓對方知道你有誠意與對方溝通，希望了解他們此刻的想法。這是在商場應(yīng)注意的禮貌。

結(jié)構(gòu)分析

通常跟客戶自我介紹時的說辭依情況不同而略有差異，不過由于你與客戶已有書信來往，那么就可以依以下的步驟進行：

1. 歡迎客戶
自我介紹，并感謝客戶遠(yuǎn)道來跟你談生意。

2. 未來計劃
簡短說明公司對未來合作計劃的期許。

3. 談判角色
敘述你在商談中將扮演的角色。

4. 邀請發(fā)言
最后，給對方發(fā)言機會。?