Négociation vente en anglais

...

the seller:

_ if this order as a trial will become regular orders in the future;

_ wich fragrances he wants to try.

Needs already identified:

_ the buyers is looking for wellness and cleanliness solution;

_ very interested in fragrance dispenser such as microbust 3000 dispensers;

_ wants to develop better sanitaries solutions and hope for TC to support him in the

presentation of his products;

_ wants to propose his clients new and innovative products.

Question 2: complétons le tableau suivant

ETAPES Ce que vous faites et dites (en anglais)

Salutations ( greelings )

Présentation ( introducing oneself)

Formule d’usage ( preliminary “ small talk”

Good morning /Hi and Hello.

My name is Grace ELEKA, i’m from export manager for

TC concepts.

First of all, allow me to thank you for giving me your

time.

Annoncer l’objectif de la visite ( Recalling the

context of the meeting )

I have come to tell you about our new range of

products and i’m sure you will be very interested.

Suggérer un Plan d’entretien structure ( Setting the

agenda)

First, we should perhaps discuss the best way to

proceed. Shall we say tomorrow, 9 o’clock.

Présenter l’entreprise au prospect (Presenting your

company)

Rappeler le contexte de l’entretien (recalling the

context of the meeting).

TC began its activity in 1987 with distributors and

aerosol refills of ambient perfume. At the end of the

1990s, TC diversified its range by inverting massively

into the research and development of complete

solutions for sanitary facilities. TC is a world leader in

hygiene and odor control systems for commercial

building toilets. It has 150 employees worldwide.

The meeting will be about an order of a hundred

products first as a test after this trial, the client might

potentially order more and regulary.

Recherche un accord sur l’objectif, le plan, la

durée… ( evaluating how and getting the prospect

agreement).

Get this test command which will eventually result in

regular large orders. Whether this negociation results in

a distribution contract, build a regulation ship with this

partner over the long term.

TROISIEME ETAPE - LE PLAN DE DECOUVERTE

Question: Questions susceptibles d’être utilisées avec votre client lors de la phase de découverte.

CURRENT SITUATION

Facts

_ Competitors: how is our quote compared with the others? Which points

are you unhappy with?

_ Number of customers: How many departments and people do you

need to equip?

_ Customer profile: are you loyal to a brand? How much are you willing

to spend on a purchase?

_ Problems faced: what are the problems you are faced?

CURRENT SOLUTION

Opinion ( are you

satisfied?)

_ Suppliers: are you happy with your current suppliers? Are you satisfied

with the products you are currently using?

_ Price: how is our quote compared with the others?

_ Problems encountered: Sorry, i’m on the train and i have just lost the

connection.

Would you mind spelling that for me please

FUTURE SITUATION

Changes

_ Evolution foreseen (ambitions, changes): What’s your view of the

situation?

What would you like to improve? How much are you planning to invest?

FUTURE SOLUTION

Action

_ Ideal type of Microbust and refills: Microbursts economiser, effective

spray for 3,000 sprays; The monthly replacement of batteries is over.

The Smart Chip technology extends battery life:

A set of alkaline batteries lasts 3 years or more.

_ Delivery time: Reduce delivery time unless supplier error

_ Budget allotted: Improve the budget for goods

_ Time frame: The goods must be within a period of less than 30 days

QUATRIÈME ETAPE: L’ARGUMENTAIRE

Question Préparer l’argumentaire

Caractéristiques Avantages S O N C A S Preuves

L’entreprise Present in the world

World leader in its market

Strong