实用商务英语4：面对客户

面对客户 Introducing Yourself to New Clients

>>>>>教你如何赢在职场！！！

Jennifer要进军美加市场，经过数星期的信件传真往来，终于与一家加拿大的中盘经销商，Standard家用电器，约好了当面商谈合作的可能性。Jennifer与买商首度会面，不但要说明公司目前的计划，还要告诉对方自己在此商谈中所扮演的角色。

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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.

作业：看到划线的句子了吗？请翻译。

BEC剑桥商务英语证书考试仿真试卷

本书收录了10套试卷，按顺序编号，每册分为阅读、写作、听力、口语四个部分，每做完一套模拟题，学生可以根据试卷答案给自己评分。书中写作和口语都给出了参考答案，有利于学生自学。本书旨在让考生更好地了解剑桥商务英语证书(BEC)考试，使考生能够比较顺利地通过该项考试；正确使用本试卷，不仅能够预测读者的商务英语水平，还可以让学生在做题和研究答案时学到知识，提高就业竞争力。

>>中级 >>高级

● 礼貌性招呼
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.

一开口要立刻感谢对方前来与你会面。说时因为你与对方事前已有相当程度的联系，所以不同于一般性初次见面的说法。此时，应强调‘能得一见，三生有幸'的商业客套。

● 表达目的
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.

直截了当的说明自己的目标和需求--亦即此番将与对方磋商的重要计划；同时，也借机间接来赞赏对方公司的信誉。"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.

说明自己将在商谈中扮演的角色，是绝对有必要的，因为，这样才不至于延误后来决策的过程。通常这句话之后还要讲明自己上司扮演的角色。关键词为"responsible for", "in charge of"。

● 请对方发言
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?

最后的目的是以和气的口吻，希望能展开交谈。重点是要让对方知道你有诚意与对方沟通，希望了解他们此刻的想法。这是在商场应注意的礼貌。

结构分析

通常跟客户自我介绍时的说辞依情况不同而略有差异，不过由于你与客户已有书信来往，那么就可以依以下的步骤进行：

1. 欢迎客户
自我介绍，并感谢客户远道来跟你谈生意。

2. 未来计划
简短说明公司对未来合作计划的期许。

3. 谈判角色
叙述你在商谈中将扮演的角色。

4. 邀请发言
最后，给对方发言机会。

新编剑桥商务英语PASS BEC口试必备手册

本书是针对可望获得剑桥商务英语证书、说好商务英语的学习者而编写的。作者在分析、参考历年试题和有关辅导用书的基础上，根据2002年改型后的实际口试样式和题型，针对多年来所接触的考生在实际口试过程中表现出来的弱点，精心设计编写了这一BEC口试专题辅导用书。本书的特点为：分类编写，专题设计；循序渐进，点面结合；针对性强，方面实用。本书可让读者深入了解和充分接触BEC口语考试的方方面面。读者对象：大、中专院校、参加剑桥商务英语证书考试的确相关人员，以及想说好英语的学习者。

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