面对客户 Introducing Yourself to New Clients


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。 

 

句型总结

●　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。