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《市场开拓与商务谈判》. 项目六 — 外贸谈判的策略 老师:赵益华 Jet. START. 《 市场开拓与商务谈判 》. 一、项目目的. 使学生懂得:谈判策略是建立在双方平等、 互相支持 的基础上;其次,谈判策略需要丰富的 专业知识 ;最后, 真诚 站在多方立场考虑问题。 -- 谁输谁赢不是谈判是侵略 -- 没有单纯的策略. 策略 = 互相支持 + 专业 + 真诚. NEXT. 《 市场开拓与商务谈判 》. 二、项目实例. Sent: 2009-12-16 23:51:14 +0800 Subject: Treffert System

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《市场开拓与商务谈判》

项目六—外贸谈判的策略

老师:赵益华Jet

START

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《市场开拓与商务谈判》

一、项目目的

  • 使学生懂得:谈判策略是建立在双方平等、互相支持的基础上;其次,谈判策略需要丰富的专业知识;最后,真诚站在多方立场考虑问题。

--谁输谁赢不是谈判是侵略

--没有单纯的策略

策略=互相支持+专业+真诚

NEXT

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《市场开拓与商务谈判》

二、项目实例

Sent: 2009-12-16 23:51:14 +0800

Subject:Treffert System

Dear Jet,

I asked the finish supplier to give me details about the Treffert system and

this is the reply I received. We need to be very cautious with 1.any changes

made to this system because the quality we are getting from you 2.now is very

good. and we are not experiencing any problems. However, if what 3.Tomas says is correct, then we may need to consider

some changes. Please study this carefully and let me know the results. Best regards,Steve

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《市场开拓与商务谈判》

-------- Original Message --------

Hi Steve,

Huzhou Jeson does 2.not use a full Treffert system, they only use 471331 UV-PU Insulation Coat, 661347 Duro Sealer (contains Alox) and topcoat 651332xx00. The other layers arenot from Treffert. The system is 3.therefore unstableand may lead to quality problems.

We are happy to implement a full coating system with your support at this plant. Please let me have your surface requirements and we can specify you the rightsystem.

We have technical service people near the plant and can be there within 24 hours.

Thanks & best regards, 

Tomas Weil

1.Managing Director

Shanghai Treffert Special Coatings Co., Ltd..

Jiading North Industrial Zone, Shanghai China 201807

Tel: +86/ 21 51651818*875

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《市场开拓与商务谈判》

Dear Steve,

9 layers of finish  ( top layer 2+ bottom layer 7)

2) The third layer has aluminum oxide ( from the bottom layer)

3) The 2th, and 4th,  5th layer have seal coats (from the bottom layer)

4) Each layer thinkness is  50 um ( 5* 0.01mm),  Total 9layers,150g/m2

Best regards

Jet

Cell: 0086-13867284535

Tel: 0086-572-2118015

Fax: 0086-572-2118650

e-mail: jet@jesonwood.net

web: www.jesonwood.net

NEXT

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《市场开拓与商务谈判》

Dear Steve,

1)Almost all North America wood floorings from China,  oil painting  is the same as

ours and Green home.  including Goodfellow , Home depo , Pacific , Sequoia flooring, 

Sonic,etc. Almost 100% America market flooring from China is the same oil painting as

ours.   All system ( including aluminum oxide , top , seal coats,color fine) useTreffert System except filling bottom base.(1.让客户心理放心,同行比较)

2)For  filling bottom base, Almost all chinese factories use chinese brand oil, because itis better than Treffert. It is not appear Mist or fog.(2. 专业技术调研事实)

3)Our boss and Green home boss and other boss all very angry with Thomas irresponsible speech .he just want to sell filling bottom base to every factory but the fact is that Treffert filling bottom base not good enough.(3.分析对手TOMAS的目的—推销全套油漆)

4)Of course, our boss told me we can supply you with full set of Treffert System(4.以退为进)

seperately.  but the quality is absolutely not good as ours now oil painting system.

Best regards

Jet

Tel: 0086-572-2118015

e-mail: jet@jesonwood.net

web: www.jesonwood.net

NEXT

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《市场开拓与商务谈判》

三、总结(谈判注意细节)

1.冷静科学分析投诉,不能撒谎

2.充分做好专业技术知识的准备

3.分析客户心理heart-talk

4.生意谈判不是政治谈判

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(1)Attitude is everything. we need to be positive and seek the best from others and to feel the best of the world.----1.业务员处理问题的态度

(2)Devotion --- you should responsible for your customer and always give them qualified and consistent goods.—2.互相支持与互相理解

(3)Love--how to love your customer besides you has been the eternal business skill in our life . and sometimes the more you share with customer , the more you gain. that is called business wisdom ---3.和客户一起分享行业

(4)Humor—if possible, can often take you surprise. (Ship and Jet)---4.幽默

《市场开拓与商务谈判》

四、能力拓展(谈判感悟)

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《市场开拓与商务谈判》

五、学生作业(实训操作)

作业1:2011年2月5日,接到3个柜子40’的82.55 OAK(橡木)

订单,要求一个月内交货, 老板当天允诺一个月内交完3个柜子。 但老板于

2月8号,对你说只能交2个柜子,4月份再交一个,你如何与客户沟通?

突然在2月11号,老板对你说,3月份只能交一个柜子,又如何与客户沟通?

要求:

(1)英文邮件形式,逻辑性

(2)研究老板、国外客户的心理

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《市场开拓与商务谈判》

六、课程实践探索

1.2013年4月 ACCAHOME 团队 校园“挑战杯”一等奖

2.2013年5月16-17 ACCAHOME 团队 浙江省会展比赛二等奖

3.2013年6月 ACCAHOME 全国(昆山)外贸会展谈判大赛二等奖

特点: a.产业依托----地板

b.会展平台

c.商务英语口语交流

d.全真谈判