外贸客户接待实用对话指南
提升接待技巧，增强客户信任
初次接待外贸客户是建立合作关系的重要一步。以下提供8种实用对话模式，便于根据实际情况调整使用。
1. 机场接机出口
如不熟悉客户，可在出口处举写有“WELCOME [客户名字]”的牌子以确认身份。
标准对话：
- You: Excuse me, are you Mr. Brown from England?
- Client: Yes. I am.
- You: I'm pleased to meet you, Mr. Brown. My name is David with BJ Machinery and Equipment Import and Export Co., Ltd. I came here to meet you.
- Client: How do you do?
- You: How do you do? Welcome to Beijing. Is this your first visit to China?
- Client: No, I’ve visited several times, but this is my first trip to Beijing. I feel honored to visit such a beautiful city.
- You: We're delighted to have you here. Hope you’ll enjoy your stay.
2. 离开机场前往市区
提供帮助搬行李，并邀请客户共进晚餐或了解行程安排。
- You: Can I help you with your bags? We've got a car waiting outside.
- Client: A limo! A very good and expensive car!
- You: I hope you had a pleasant flight. Would you like an informal dinner with us tonight?
- Client: Thank you, but I’d prefer to rest in the hotel before tomorrow's meeting.
- You: Of course, no problem. Just to confirm, tomorrow's factory visit is at 10 a.m. I'll pick you up at 9:15.
- Client: Perfect. Thank you so much.
- You: It’s my pleasure. Is there anything you'd like to see while in Beijing?
- Client: I would love to see some historical spots.
- You: I can arrange that for you. Enjoy your time here.
3. 参观工厂
让客户了解产品生产流程，并展示企业实力。
- You: Please follow me, we will start with the design department, then proceed to the production line.
- Client: How much do you spend on design development each year?
- You: Around 10% of gross sales.
- Client: That’s fine.
- You: Let's look at our workshop now. Here is where most of our manufacturing takes place.
- Client: Have all manual processes been replaced by automated systems?
- You: Yes, fully automated.
- Client: Are the batteries manufactured in-house?
- You: No, they come from other specialized suppliers.
- Client: What type of battery is used?
- You: These are lithium-ion batteries with a lifespan of over three years.
4. 工厂参观中遇到管理人员
向客户介绍重要人员并简短交流有助于增强合作信心。
- You: Mr. Brown, meet Mr. Zhang, our factory director.
- Zhang: Mr. Brown, welcome. We've improved production methods since your last suggestion.
- Client: Thanks, I appreciate the changes you've made.
5. 深入车间交流
提供关键业务数据可有效展示公司运营能力。
- You: This warehouse stores fast-moving goods to ensure timely order fulfillment.
- Client: If I placed an order now, how long would delivery take?
- You: That depends on the size and nature of the order.
- Client: How large is your plant?
- You: It covers 80,000 square meters and has been operating since 1970.
- Client: Impressive. How many employees work here?
- You: About 300 people across three shifts.
- Client: How do you ensure quality control?
- You: Each product undergoes five inspections throughout the manufacturing process.
- Client: What’s the monthly output?
- You: Currently 1,000 units, increasing to 1,200 starting October.
- Client: What’s the rejection rate?
- You: Normally around 1%.
- Client: That’s excellent! I’m confident about doing business with you now.
6. 工作午餐
利用午休时间增进私人关系，为商业合作加分。
- You: Mr. Brown, it’s lunchtime now. Allow me to treat you to some seafood.
- Client: You’re very thoughtful. Glad to have the opportunity to visit your facility.
外商游览颐和园及机场送别对话场景
商务洽谈后的友好交流与文化展示
大卫，谢谢你的周到安排，我很高兴有机会参观你们工厂，我希望我们达成一些生意。
Y：It's my pleasure. By the way, tomorrow I will show you around scenic spots.
这是我的荣幸，另外，明天，我将带你逛逛名胜古迹。
7. 游览名胜古迹：
C：What's the next place we're going to visit?
我们要游览的下一个地方是哪儿？
Y：The Summer Palace.
颐和园
C：That would be nice.
那太好了。
Y：The Summer Palace is located on the northwest suburbs of Beijing. It is the most beautiful and the largest imperial garden existing in China. The construction first started in 1750 during Emperor Qianlong's reign, when it was called the Garden of Clear Ripples.
颐和园位于北京的西北郊，是中国现存最美丽、最大的皇家园林。其建设最早始于1750年乾隆皇帝统治时期，当时被称为清漪园。
C：I can't wait to visit it.
我都等不及想参观它了。
Y：Here we are, this is the Summer Palace. We are now visiting the Garden of Virtuous Harmony, where Emperor Guangxu and Empress Dowager Cixi enjoyed Beijing Opera performances. It mainly consists of the Dressing House, the Grand Theater Building, and the Hall of Pleasure Smile.
我们到了，这就是颐和园。我们现在参观的是德和园，这是当年光绪皇帝和慈禧皇太后欣赏京剧的地方，主要由化妆楼、大戏台和慈禧看戏时使用的颐乐殿三部分组成。
C：The Summer Palace is a lot larger than I expected it would be.
颐和园比我想象的大多了。
Y：The Summer Palace covers an area of 290 hectares, of which the lake occupies about three fourths. Look over there, it is the Kunming Lake.
颐和园占地290公顷，其中水面约占四分之三。你看那边，那是昆明湖。
C：The view is fantastic. Could you take a picture of me with the lake in the background?
风景美极了，你能以湖为背景给我照张相吗？
Y：OK. Ready! Cheese. You've got a good shot.
好的，准备！笑一笑，你拍了一张好照片。
8. 机场送别客户：
Y：Now you are to board the plane. We're sorry that we haven't done much to help you during your stay in Beijing.
现在你要登机了，很抱歉，在你在北京期间没能给予太多帮助。
C：I appreciate what you have done for me. Everything I have seen here has left a deep impression on me. I really don't know how to express my thanks to you.
十分感谢你对我的关照。我在北京所见的一切都给我留下了深刻印象，真不知道怎样表达我的谢意。
Y：We are ready to help you.
我们很乐意为你提供帮助。
C：Will you be kind to say "Thank You" to Mr. Zhang, director of your factory, and other friends for me?
请代我向你们的张厂长及其他朋友转达我的谢意好吗？
Y：I'd like to. I'm sure your visit will help promote friendship and understanding between both of us. Welcome to China again.
我一定转达。我相信你的来访会增进我们之间的友谊与相互理解，欢迎再次来中国。
C：Of course, I will. Well, it's time for me to say goodbye. The plane will take off soon. Hope some day you will come to England for a visit.
当然，我会的。好吧，是告别的时候了，飞机马上要起飞了，希望将来你们能去英国访问。
Y：Thank you, I will if I have the chance. Goodbye and happy landing!
谢谢，如果有机会，我会去的。再见，一路平安！
C：Goodbye!
再见。