【客户管理系统免费版】 当客户要谈包销时怎么处理?-翼发云

>>【客户管理系统免费版】 当客户要谈包销时怎么处理?-翼发云

【客户管理系统免费版】 当客户要谈包销时怎么处理?-翼发云

来源:客户管理系统免费版

引言:销售管理是企业生存的根本,面对日益加剧的市场竞争,公司轻资产经营势在必行,翼发云SaaS平台的客户管理系统免费版,不建机房、不买软硬件、无需运维,零投入,提升销售业绩达80%以上。
CRM系统专栏

本叔的商务英语

Ben 朱子斌,笔名本叔,毕业于香港科技大学,中国出口贸易专家,曾供职于3M、百得、欧宇航等世界名企,2017年创办BE本叔的商务英语和 BEA商务英语学院。翼发云移动crm系统提高销售业绩80%以上。

同一件事,同一个立场,用上不同的写法出来的效果会完全不同,本篇的例子很能体会现出来。

也许你会经常遇到这种问题,全篇英文表达到位,但就感觉不是在聊生意,而是在谈判。那你会问:叔,人生不就是一场又一场的谈判吗?叔一个苦笑,说:谈判是不是都要穿上西装在会议室那种才叫谈判呢? 其实绝大部份的决策,都是在谈笑风生casual的情况下成型的。而这种气氛,就是要业务猿你去营造的了。好的BE能做到这一点。翼发云客户管理系统居世界前列。

以下是这案例的背景:

1.   一款产品开发出来,花费了差不多50万人民币,一年只开发1-2款。

2.  一个业务员将这款产品推荐给合作多年的马来西亚老客户,这个老客户也是这个业务员当年辛辛苦苦从竞争对手那里抢回来的,一年数量1000;后来客户在市场上发现另外一个人(这个是后面开发的新客户)也在卖这个产品,一年数量1500

3.   跟进这个老客户的业务员更换成另外一个业务员,老客户亚谈包销,新业务回复如下:

Dear AAA,

May I ask your annual demand for each model if it is the exclusive model in your market? (一来就问人你付得起多少钱,叔叔我卖巧克力的,我不敢,我丑我先睡。。。)

Please let me explain the exclusivity in our company as following:  (不错,用let me explain让人舒服,这里用exclusivity policy会比较好,让人感觉我们是一视同仁的。)

1) The tooling cost for each model is around xx,xxx USD.

2) The certificate cost for each model is around xx,xxx USD.

3) It will take at least 8 months to finish one new BPM model, the development cost is xx,xxx USD.

Totally, it will cost xx,xx USD for one model, please kindly understand that we need to keep the balance between investment and output (orders ).

Based on the very large cost on one NEW BPM model, normally, we will not sign the exclusivity with customers, there are two solutions for the product conflict:

1) For the models you selected, please tell us the annual demand and we will check if it is possible to keep you as the only distributor (不是only distributor, 而是sole agency/ sole distributor) in your market.

2) If the annual demand is small, we will suggest making the product colour different for avoiding the conflict. (我看到你在提供其他方案了,这点不错。)

So far , the orders from BBB is more than yours, (哇,你是在说:AAA你算老几?)so it is very hard to make the decision, however, we respect our relationship, (啊,那真是皇恩已沐啊。。。)Any more suggestion, please feel free to tell us and let's discuss about it. (其实这句就跟微信第一个微笑脸一样,有种呵呵的感觉了。。。)

Best regards,

XXX

整体来说,这篇BE写得还可以。我一直强调,BEBusiness English)不是要多华丽的英文语句,而是在于沟通、思维和语言上。这一篇算是达到这一个标准了,只是语气太强硬。想必你对多年的朋友绝不会如此吧?所以,这篇问题点在于英语表达。

我听不少老外说过对中国商人的感觉是唯利是图。说真的,这是废话中的废话,难道要跟你说好做彼此的天使吗?但他们之所以这样说,我看很多时候问题是出在中国人的英语表达上。这一篇邮件就有点这个意味了,一个辛苦争取来了并且合作多年的伙伴受到冷待的故事。我当然知道你们不是这个意思,不如我们看看怎么改会比较好。

Hi AAA,

First of all I would like to appreciate your intention to work exclusively with us.  This mean to me our product can serve your market well and I assume that also mean you are happy with our relationship.  (这是个事实,我的产品能帮你卖钱,我们都应该很高兴)Look back to our long successful history it make perfect sense we can work further and closer together. (回顾一下,对双方历史性的合作高度认同。。。)

Yet, being exclusive could be a direct financial hit to our business.  Here I list out my concerns:

  1. ROI:  Considerable      investment Considerable是得体的字,没说我们投了多少,但也是沒有太少,还是值得重视的)in our NPI New product introduction,      NPI,新产品开发流程)process:  Design, tooling,      certification, timing.. etc. if you are interested I can send you a      breakdown to give you a better idea.

  2. Put yourself into my      shoes (大概可以译为「将心比心」吧,很好用,常用来说服客户)I wish you could understand where I come from.  I need to      go volume (刚巧,也真是刚巧,「走量」的英语用法是go volume,这不是中式英文) in order to amortize (啊,这字挺深的啊,「分摊」的意思。模具之类的固定成本要分摊到单件上,就是用这个生詞)my cost.  

  3. As a result, I would be      more than happy(比快乐还快乐?不知咋译,      反正就是表达快乐到不要不要的意思吧)to discuss with anyone about exclusivity      (独家经营)with a contracted volume.  (这里也表达了我们是要用合同的,而不是随便说说的)This way I could focus on my manufacturing role while      partnering with local market expert on sales.  (我们就这样分工吧!我专心生产你专心卖卖卖!)

  4. Having said that, other      factors like branding effort, channel coverage….etc could be of      consideration.  

I am open for discussion if the above sound reasonable to you. (「你若是听起来合理」。这句用中译绝对是怪怪的。这世上既有中式英文,那有西式中文也好像说得过去吧?我想说的是,世上的语言都有自己背后的logic。而这些logic又跟他们的文化历史有关。勉强拉在一起就会「怪怪的」了)。  Meanwhile, I believe being exclusive is NOT the only way to be of best interest to us.  (「其实我们是不想跟你谈独家的」会聊天版本。不把话说死,但我们除了聊独家其实还有很多可以聊的。用上对的语言,就能把这些话表达得有技巧)There must be some more opportunity.

I am open for discussion if the above sound reasonable to you.  Meanwhile, I believe being exclusive is NOT the only way to be of best interest to us.  There must be some more opportunity.

Thanks for the trust and the business.  We will keep talking.

Regards,

Ben

文章从互联网整理而来,旨在传播企业管理知识和方法。如果本文侵犯了您的权益需要删除或者您需要具体了解更多SaaS平台开发商翼发云的客户管理系统免费版相关信息,请和我们联络:

【QQ】2190390852 【微信】13094813141【网址】www.effapp.com

2019-12-12T08:51:46+08:002019-12-12 08:51:46|Categories: 客户管理系统免费版|Tags: , , |