第3章 建立业务关系(6)

在国际贸易中，如果双方想要相互建立业务关系，通常会就一些关键事宜进行会议磋商，双方都想从中获得最大的利益。当客户拜访贵公司的时候，应当如何去做才能使得谈判成功？ 2.1 在机场接待客户

为了展现我方的好客，通常的惯例是中方的商务人士亲自到机场去接外国客户。以下将介绍机场接待客户的商务礼仪。我们要向接待朋友一样来款待我们的商务伙伴。当要会见非常重要的外国客户是，相关领导到机场接待客户是非常必要的，这样才能展现我们对建立或维持业务关系的重视程度。在机场，东道主要与客户互道问候、自我介绍并交换名片。东道主方要有一人提前离开去安排交通事宜，并带领客户去下榻的酒店。

Simulated Practice 2

Background:

Suppose you are the manager of a Chinese trading company and meet Mr. Smith at the Capital Airport. Please greet the customer and make a self-introduction. On the way to the hotel, please talk about his journey and the development of China and your city with Mr. Smith.

Please act as the Chinese manager and Mr. Smith with your partner respectively to practise receiving visitors at the airport.

The following checklist is for your reference: 1. Use your hands correctly.

① When you meet someone for the first time, it is usual to shake his right hand

with your right hand. ② Present and receive business cards with both hands or the right hand. 2. Remember people’s names quickly and use their titles properly.

① Spell and pronounce them correctly. ② Don’t use first names in the first-time business introduction, unless you are

asked to do so. 3. Use the business card properly.

① If you are using a bilingual business card, make sure that the side using the

local language is face up. ② Take time to read the card, once you have it. However, in Korea, you just

need to place it in your pocket for later reference. 4. Dress formally

① Don’t wear T-shirt, shorts, or jeans. You should note that your dress is also

important, particularly for those who come from Europe and America. ② When receiving visitors formally, the most appropriate clothes are suits in