日期:2011-01-19 10:14
他們的情況。
2、巧提問(wèn)題
用開(kāi)放式的問(wèn)題來(lái)了解進(jìn)口商的需求，使進(jìn)口商自由暢談?！癱an you tell me more about your
campany?”“what do you think of our proposal?”
對(duì)外商的回答，把重點(diǎn)和關(guān)鍵問(wèn)題記下來(lái)以備后用。進(jìn)口商常常會(huì)問(wèn)：“can not you do better than
that?”對(duì)此不要讓步，而應(yīng)反問(wèn)：“what is meant by better?”或“better than
what?”使進(jìn)口商說(shuō)明他們究竟在哪些方面不滿意。進(jìn)口商：“your competitor is offering better