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1、Unit4MeetingtheClientsWhydoyouneedtomeetClients:Face-to-facecommunicationcanhelpyouinvestigatetheneedsofyourclientsExplaincomplicatedtechnologytoyourclientsDeliverrightsolutiontosolvetheirproblemsEnhanceclientrelationshipTradenegotiationTradenegotiationiscompos
2、edofTechnicalNegotiationThesystemsoftheclientsTheirtechnicalrequirementsHowcouldyourproductcatertotheirneedsCommercialNegotiationPriceTermsofpaymentHowcouldthegoodsbedeliveredWhattodowhenmeetingclientGivethemabrochureApricesheetFindouttheirbusinessneedsandtechn
3、icalrequirementsTheirbudget,andpurchaseplanPrepareasolutionthatcanmeettheirneedsOfferandcounter-offer:Technical,andCommercialnegotiationlikepriceandothertradetermsSalesskillsGivethemsomeinformationandgettheirfeedback(1stfieldtrip)Givethemsomemoreinformationandg
4、etmorefeedback(2rdfieldtrip)SolutionsalesratherthanproductsalesBringotherpeopleresourcestokeeppushing,andmovingaheadSampleNon-FirmOffer(Letter)Dearsirs, WethankyouforyourletterofJuly10,1998andhavepleasureinofferingyouthefollowing: Commodity:embroidered（绣花的）sati
5、n（绸缎）mini（迷你）skirts. Quantity:10000dozens.Price:$50perdozenCFRNewYork. Packing:insee-throughplasticbags. Shipment:inAugust1998. Payment:byirrevocableL/C,payablebydraftatsight.Thisofferissubjecttoourconfirmation.Ifyoufinditacceptable,letushaveyourreplyassoonaspo
6、ssible. Yoursfaithfully,SampleFirmOfferDearSirs, Weconfirmyourfaxof18thofthispresentmonth,AskingustomakeyoufirmoffersforbothgroundnutsandWalnutmeatCFRAmsterdam.Wefaxedbackthismorning,offeringyou360metrictonsShandonggroundnuts,hand-packed(人工摘取的),shelledandungrad
7、edatRMB1800permetricton,CFRAmsterdamoranyotherEuropeanMainportforshipmentduringJuly/August,1998.Thisofferisfirm,subjectto（――有效）yourreplyreachinguswithinoneweek.Wewishtopointoutthatthisisthebestpricewecanquoteandthatweareunabletoentertain(接受)anycounteroffers. Yo
8、ursfaithfully,QuotationAlsoknownaslistpriceorpricelistBreakdownpriceDiscount(option)Othernon-pricetermssuchasPricingandproductlifecycleMarketingdept.shouldsetrightpricingstr
