广交会展位上接待客人对话

At a booth 在展位上

RICKY SUN: Good morning! Welcome to our booth! My name is Ricky Sun, an international salesman from Huizhou Stronger Plastic Co., Ltd. How do I address you?

JOHN SMITH: Nice to meet you, Mr. Sun. I’m John Smith, manager of the purchasing department of One Euro Market. Here is my name card.

RICKY SUN: Mr. Smith, nice to meet you, too. Please take a seat here first. Here is our latest catalogue, please take a look. We are a professional manufacturer for plastic containers, food boxes, storage boxes and hangers.

JOHN SMITH: I’ve been in China several times, but this time, I am to buy some plastic food boxes and storage boxes. Would you please tell me something about them?

RICKY SUN: Ok, with pleasure! You see, plastic food boxes and storage boxes are both our main products. We have been in this line for 13 years. Our products are known for their good quality. This is especially true for our food boxes and storage boxes. They are fine in quality and beautiful in design. We have three series each for both food boxes and storage boxes for you to select. Please take a look at our samples here first.

RICKY SUN: 很高兴效劳。您知道的，塑胶食物盒和储存盒都是我们的主要产品。我们从事这一行有十三年了。我们经营的产品以质地优良而闻名，尤其是我们的食物盒和储存盒。 他们质量上乘，设计美观。对于食物盒和储存盒，我们都有三个系列供您挑选。请先来这边看看我们的样品。

JOHN SMITH: I’m quite interested in your products. They are wonderful. I’d like to have some detailed information about the quantity, size, price and so on.

RICKY SUN: Ok, here is our latest price, please take a look.

JOHN SMITH: Thanks. Hmm…..Are the prices here FOB or CIF prices?

RICKY SUN: Here are our FOB prices. All the prices in the lists are subject to our final confirmation.

JOHN SMITH: I'm sorry to say that the price you quote is too high. It would be very difficult for us to push any sales if we buy it at this price.

RICKY SUN: well, if you take quality into consideration, you won't think our price is too high.

JOHN SMITH: What’s the MOQ of an order?

RICKY SUN: Concerning MOQ, we mainly have three suggestions as follows.

First, choose multiple items adding up to a full container. Second, provide the quantity you require in advance so that we can arrange to manufacture with other orders and shipment by LCL, but the delivery time might be a little bit longer. Third, increase the unit price a little so that we won't produce them at a loss.

Would you give me an idea how much you wish to order from us?

RICKY SUN:对于最小订量，我们主要有以下三种建议：第一，选择不同的几款加起来有一个货柜就成。第二，提前告知您所需要的数量以便于我们可以安排和其它订单一块生产，拼柜发货,但是发货时间可能要长一些。第三：在原单价的基础上，单价贵一些，以满足不亏本的情况下帮客人生产。您能够告诉我您打算跟我们订购多少吗？

JOHN SMITH: The size of our order depends greatly on the prices.

RICKY SUN: As a rule, the larger the order, the lower the price. If your order is large enough, we are ready to reduce our price a little.

JOHN SMITH: So what’s your way of packing?

RICKY SUN: Do you have specific request for packing? Here are the samples of packing available now, you may have a look. We normally have two kinds of match-up. One is to put some small boxes to the big plastic boxes. It can save space and save freight and the other is to pack with a box by sets. If you choose to pack with colored box, the box is free of charge. About the packing, according to the volume and weight of the product, we recommend the use of stacked together to save space.

RICKY SUN:对于包装，你们有具体的要求吗？这是我们现有的包装样板，你可以看一下。组合通常有两种，一种为大的食物盒或储存盒里面装小的，这样以便节省空间，降低运输成本。
另一种是单个盒子包装，装在同一个彩盒里形成一个组合进行出货，如果选择彩盒组装的形式，我们不收取彩盒的成本。对于包装，根据我们产品的大小和重量，我们推荐使用叠起来包装的形式来节约空间。

JOHN SMITH: How long does it usually take you to make delivery?

RICKY SUN: Within two months upon the receipt of an order. We will get the goods dispatched within the stipulated time.

JOHN SMITH: If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you. Don’t you think expanding trade between us will be to our mutual benefit?

JOHN SMITH: 针对我们的市场来说，如果你们的产品质优价廉，我们可以考虑和你们签订长期合同。难道你不认为扩大我们的贸易往来对双方都有利吗？

RICKY SUN: Ok, we’ll make a latest price list as soon as we get a general idea of your company and the quantity you require when we are back to the factory. I hope a lot of business will be put through between us.

JOHN SMITH: So do I.

RICKY SUN: Mr. Smith, enjoy your stay in China and let’s keep in touch! Hope to see you again!

JOHN SMITH: See you!

本对话根据Baly喻老师（QQ 1073380469）的实践经验自编，内容很完整，希望学员朋友们认真掌握，另外，很多客人在展会上很赶时间，为了可以多看几家，为了不让客人匆忙离开，可建议公司领导在展位上准备几把椅子和几箱饮用水，方便客人可以坐下来边休息边聊，这样就不至于赶着时间匆匆离开。再者，如果说方便的话，请带上专业相机，在接待客人时可询问客人是否介意拍个合照，得到客人允许后可以展位为背景，留下几张照片，在回厂后发邮件跟进客人时，将照片作为附档一起传过去，一般客人都会回复，这也是销售小技巧之一。

THANKS !!!

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