Jennifer要進軍美加市場，經過數(shù)星期的信件傳真往來，終于與一家加拿大的中盤經銷商，Standard家用電器，約好了當面商談合作的可能性。Jennifer與買家首度會面，不但要說明公司目前的計劃，還要告訴對方自己在此商談中所扮演的角色。
Good afternoon. It's a pleasure to finally meet you. I'm Jennifer Wong from Action Appliances. I hope the two of you had a pleasant flight. Please take a seat.
As you know, Action is looking to expand into western Canada and the United States. What we need to get our foot in the door is a well-known distributor. To be perfectly honest, it would be quite a head start for us if we could secure a deal with a respected distributor like you, Standard Suppliers.
I'll be responsible for the first round of negotiations here in Taipei. I hope we can make some definite headway during your stay in Taiwan. As the stakes get higher, so to speak, my supervisor, Mr. Cheng, will join us at the bargaining table.
And now, I'm sure you must have questions.
兩位中午好，很高興終于與你們會面了。我是Action電器的Jennifer Wong，我希望兩位一路旅程還算順利，請坐。
您也知道，Action希望能將市場擴展到加拿大西部及美國，因此我們目前需要的，就是一家聲譽卓著的經銷商，來幫助我們打入市場。老實說，如果我們能和像貴公司這樣的信譽良好經銷商合作，那真是一個非常好的開始。
敝人負責此次在臺北第一階段的商談。希望趁兩位在臺北停留的這段時間內，我們能有明朗化的進展。當進入高層次的商談時，我的上司鄭先生會加入商談。
現(xiàn)在，你們有任何問題，請直接提出來。
短語解說
be looking to 希望，計劃
這是美式俚語用法，表明展望未來要做的事。
With the demise of communism in Europe, we're looking to open new markets in Poland and Yugoslavia.
由于歐洲共產政權崩潰，我們計劃將在波蘭及南斯拉夫開發(fā)新市場。
get one's foot in the door 開始涉足于
這詞組原本是指推銷員挨家挨戶拜訪客戶時，會將腳擋在門口邊，讓對方沒辦法關門，不得不聽他推銷產品?，F(xiàn)在則用來比喻“涉足某事，并從此愈做愈好”。
It takes years of hard work to even get your foot in the door in the world of broadcast journalism.
要涉足新聞廣播界，需要用功努力多年才行。
head start 搶得先機
這個名詞詞組原指在比賽中搶先，引申為因起步早而造成有利之先機。
With a head start in business, you can make it all the way to the top.
做生意時搶得先機，你才能順利一路到達巔峰。
so to speak 可說是
通常在言談間引起一個比喻性的說法時，會用這個詞組。它在句中出現(xiàn)時，前后要以逗號隔開。
Our editor in chief is, so to speak, a king in the office.
我們的總編輯在辦公室里，可說是，像個國王。
at the bargaining table 談判桌上
字面上來看，這個詞組指“談判的會議桌”，引申為整個談判過程。
We decided to step up to the bargaining table and share our views with the other company.
我們決定參加談判，與對方公司商討我們的看法。
句型總結
● 禮貌性招呼
1. It's a pleasure to finally meet you.
2. It's great to finally get a chance to know you.
3. At last, I've been looking forward to meeting you.
一開口要立刻感謝對方前來與你會面。說時因為你與對方事前已有相當程度的聯(lián)系，所以不同于一般性初次見面的說法。此時，應強調“能得一見，三生有幸”的商業(yè)客套。
● 表達目的
1. What we need to get our foot in the door is a well-known distributor.
2. Our main goal is to open doors for our products in the West with a respected distributor.
3. My company's top priority is to introduce our products to new markets in the West, and that requires a well-known distributor.
直截了當?shù)恼f明自己的目標和需求--亦即此番將與對方磋商的重要計劃；同時，也借機間接來贊賞對方公司的信譽。"Well known", "respected", 的。
● 自己的角色
1. I'll be responsible for the first round of negotiations here in Taipei.
2. My main role here is to get the negotiation process started.
3. I'll mainly be in charge of the first round of negotiations.
說明自己將在商談中扮演的角色是絕對有必要的，因為，這樣才不至于延誤后來決策的過程。通常這句話之后還要講明自己上司扮演的角色。關鍵詞為"responsible for", "in charge of"。
● 請對方發(fā)言
1. And now, I'm sure you must have questions.
2. And now, I'd be happy to answer your questions.
3. I'd like to turn the conversation over to you. Do you have any questions?
最后的目的是以和氣的口吻，希望能展開交談。重點是要讓對方知道你有誠意與對方溝通，希望了解他們此刻的想法。這是在商場應注意的禮貌。
結構分析
通常跟客戶自我介紹時的說辭依情況不同而略有差異，不過由于你與客戶已有書信來往，那么就可以依以下的步驟進行：
1. 歡迎客戶
自我介紹，并感謝客戶遠道來跟你談生意。
2. 未來計劃
簡短說明公司對未來合作計劃的期許。
3. 談判角色
敘述你在商談中將扮演的角色。
4. 邀請發(fā)言
最后，給對方發(fā)言機會。
Good afternoon. It's a pleasure to finally meet you. I'm Jennifer Wong from Action Appliances. I hope the two of you had a pleasant flight. Please take a seat.
As you know, Action is looking to expand into western Canada and the United States. What we need to get our foot in the door is a well-known distributor. To be perfectly honest, it would be quite a head start for us if we could secure a deal with a respected distributor like you, Standard Suppliers.
I'll be responsible for the first round of negotiations here in Taipei. I hope we can make some definite headway during your stay in Taiwan. As the stakes get higher, so to speak, my supervisor, Mr. Cheng, will join us at the bargaining table.
And now, I'm sure you must have questions.
兩位中午好，很高興終于與你們會面了。我是Action電器的Jennifer Wong，我希望兩位一路旅程還算順利，請坐。
您也知道，Action希望能將市場擴展到加拿大西部及美國，因此我們目前需要的，就是一家聲譽卓著的經銷商，來幫助我們打入市場。老實說，如果我們能和像貴公司這樣的信譽良好經銷商合作，那真是一個非常好的開始。
敝人負責此次在臺北第一階段的商談。希望趁兩位在臺北停留的這段時間內，我們能有明朗化的進展。當進入高層次的商談時，我的上司鄭先生會加入商談。
現(xiàn)在，你們有任何問題，請直接提出來。
短語解說
be looking to 希望，計劃
這是美式俚語用法，表明展望未來要做的事。
With the demise of communism in Europe, we're looking to open new markets in Poland and Yugoslavia.
由于歐洲共產政權崩潰，我們計劃將在波蘭及南斯拉夫開發(fā)新市場。
get one's foot in the door 開始涉足于
這詞組原本是指推銷員挨家挨戶拜訪客戶時，會將腳擋在門口邊，讓對方沒辦法關門，不得不聽他推銷產品?，F(xiàn)在則用來比喻“涉足某事，并從此愈做愈好”。
It takes years of hard work to even get your foot in the door in the world of broadcast journalism.
要涉足新聞廣播界，需要用功努力多年才行。
head start 搶得先機
這個名詞詞組原指在比賽中搶先，引申為因起步早而造成有利之先機。
With a head start in business, you can make it all the way to the top.
做生意時搶得先機，你才能順利一路到達巔峰。
so to speak 可說是
通常在言談間引起一個比喻性的說法時，會用這個詞組。它在句中出現(xiàn)時，前后要以逗號隔開。
Our editor in chief is, so to speak, a king in the office.
我們的總編輯在辦公室里，可說是，像個國王。
at the bargaining table 談判桌上
字面上來看，這個詞組指“談判的會議桌”，引申為整個談判過程。
We decided to step up to the bargaining table and share our views with the other company.
我們決定參加談判，與對方公司商討我們的看法。
句型總結
● 禮貌性招呼
1. It's a pleasure to finally meet you.
2. It's great to finally get a chance to know you.
3. At last, I've been looking forward to meeting you.
一開口要立刻感謝對方前來與你會面。說時因為你與對方事前已有相當程度的聯(lián)系，所以不同于一般性初次見面的說法。此時，應強調“能得一見，三生有幸”的商業(yè)客套。
● 表達目的
1. What we need to get our foot in the door is a well-known distributor.
2. Our main goal is to open doors for our products in the West with a respected distributor.
3. My company's top priority is to introduce our products to new markets in the West, and that requires a well-known distributor.
直截了當?shù)恼f明自己的目標和需求--亦即此番將與對方磋商的重要計劃；同時，也借機間接來贊賞對方公司的信譽。"Well known", "respected", 的。
● 自己的角色
1. I'll be responsible for the first round of negotiations here in Taipei.
2. My main role here is to get the negotiation process started.
3. I'll mainly be in charge of the first round of negotiations.
說明自己將在商談中扮演的角色是絕對有必要的，因為，這樣才不至于延誤后來決策的過程。通常這句話之后還要講明自己上司扮演的角色。關鍵詞為"responsible for", "in charge of"。
● 請對方發(fā)言
1. And now, I'm sure you must have questions.
2. And now, I'd be happy to answer your questions.
3. I'd like to turn the conversation over to you. Do you have any questions?
最后的目的是以和氣的口吻，希望能展開交談。重點是要讓對方知道你有誠意與對方溝通，希望了解他們此刻的想法。這是在商場應注意的禮貌。
結構分析
通常跟客戶自我介紹時的說辭依情況不同而略有差異，不過由于你與客戶已有書信來往，那么就可以依以下的步驟進行：
1. 歡迎客戶
自我介紹，并感謝客戶遠道來跟你談生意。
2. 未來計劃
簡短說明公司對未來合作計劃的期許。
3. 談判角色
敘述你在商談中將扮演的角色。
4. 邀請發(fā)言
最后，給對方發(fā)言機會。