客户参观厂房相关流程由刀豆文库小编整理，希望给你工作、学习、生活带来方便，猜你可能喜欢“客户参观工厂流程”。
实用商务英语之工厂参观
-----个人总结的阿里培训课程内容，分享给需要的人
一．Before visit
Think before you lead 三思而后行
1.客户类型
（1）Sales：会注重你的进价是多少，最重要的是关心你的卖价，还有你的市场marketing和这个产品的一些优势（与同行产品相比的优势，能够说服他的客户去购买。
（2）Purchaser/Buyer: 采购或老板，他在中国会有很多供应商suppliers，他关心的是你的配合（质量是否达标、交期是否赶得上等）和服务service、你公司的产能capacity、价格要非常有竞争优势和供应链（产品从原材料到半成品再到成品）
（3）Product Manager: 负责开发产品，开发周期会比较长，关心的是产品的生命周期、你的设计有没有技术含量、是不是很新颖、符不符合他们的消费者and user和你的研发能力。要放长线钓大鱼、循序渐进step by step。
（4）QC/3rd Party: 第三方验厂，注重的是我们的劳工是否符合劳动法（工作时间多久，一般正常的工作时间是8小时和是否雇佣童工）和环境environment（环境清不清洁、是否符合卫生检验的标准）
2.样品间sample room & PPT(1)样品间：方便客户去选，给客户感觉比较profeional(2)PPT：介绍产品、公司资历等
3.（1）厂房是否清洁
（2）人员安排是否到位（涉及到产品专业知识的，要安排工程师在旁边）
（3）酒店安排&接送（客户的时间安排）
二．Meeting
Useful Sentences, dialogue
1.Make appointment预约
Please let us know when you will be free so that we can arrange the tour for you.如果客户说I will be in China during fifteenth to seventeenth May,这种情况下你可以直接告诉他How about seventeenth? I will you up.直接告诉他一个具体时间exact date，不要告诉他什么时候有空就什么时候过来，以免客户把你给遗忘了。
2.Welcome欢迎
Welcome, let me show you around the factory.可以在工厂的门口拉一个横幅” Welcome Mr.**……” 会让客户觉得备受宠爱。
3.Product产品
It sells well both at home and abroad and enjoys a good fame.Hot sell!热卖
4.Fashion流行
Pink is out of fashion, blue is coming into fashion.This design is out of fashion, your design is coming into fashion.5.Advantage优势
Our plant works with everything from the raw material to the finished product.从原材料到成品，价格会比较有优势
6.In good order 井然有序
Orders are filled on a strict rotation basis.订单是按时间顺序来排的。公司是系统化的管理
三．Scenario--参观工厂
Dialogue 1-1（S=Sale, B=Buyer）介绍步骤：
①工厂规模、生产能力、人数、历史 ②引导客户从生产线开始
③生产流程production proce
S: Please come this way, Mr.Smith.I’ll show you around and explain the operation as we go along.要走在客户的左前方或右前方
B: That’ll be most helpful.S: Our plant covers an area of 9,000 square meters with 800 employees.We’re running on three shifts.And we founded in 1995.如果公司很小，才建立一两年，可以说Our bo engages in this area for ten years.B: Does the plant work with everything from the raw material to the finished products?
S: Our aociates联营工厂specializing in these fields make some acceories零配件.Well, here we’re at the production shop.Shall we start with the aembly line?
B: That’s fine.Dialogue 1-2 客户看什么： ①生产流程、产能
②机器是不是经常翻修，老机器要擦干净一点 ③供应链：原材料、半成品、成品，怎么出来的，怎么包装、质检 让客户进入你的势力范围，让他feel ease,消除戒备心理。
S: Please come this way.The new machine is very similar to the old one, although it is a lot faster.B: I’ve been very impreed by what I’ve seen.I know the factory is operating at full capacity.全力
S: Yep.We’ve received plenty of orders, both for home needs国内and for export.Now this is where the machine aembles the bicycles.B: Is any work done by subcontractors? 分包商
S: No, we are full self-sufficient自给自足.We have laboratories, quality control department and packaging department all here.Dialogue 1-3 ①R&D=Research and Development研发部门，技术更新：keep up with the state of art technology ②QC=Quality Control预防不良、发现不良、跟踪解决不良
③员工培养：激发员工积极性、培养员工的团队意识、提高个人素质，发挥个人潜能，承担更多责任
B: Have you been producing this new model for a long time?
S: Yes, we’ve introduced new technology and started the new model last year.Our designers always keep up with（与…一致）the state of art technology.B: Is the staff of engineers big?
S: Totally we have about 230 design engineers and production engineers.公司设计人员很少的话可以这么说yeah, we have some team of engineers.We always cooperate with big design company, they have many many engineers.B: How do you ensure quality control?
S: Well, it’s done by the QC department.没有质检部门的话，可以这么说Three steps, first, our worker, after we finished our product, our designer, we will check it one by one, then our package department, before they package the items they will check it.Third, we have certificate.检测报告
Dialogue 1-4 B: Do you also check the packaging?
S: Sure, but we’ve recently started to use packing companies too.B: I hear there is on-the-job training program here? 在职培训项目
S: Yes, our staff training department is responsible for this.Is there anything else you’d like to see?
B: Thanks.That’s very interesting.S: Ok.Let’s go to my office and have a cup of tea.咖啡（老外可喝不惯中国的茶，矿泉水最好也不要，最好就是咖啡了）
总结：看厂流程
1.看厂安排：确定时间、人物、厂房
2.厂房：产品工艺流程；R&D，QC；注意某些部门不需要参观 3.文化氛围：环境卫生、员工健康、娱乐设施等
4.客户谈判：会议室内设有样品间，并带着问题，不要浪费太多时间 ①预定、布置会议室 ②提前准备好相关样品 ③拟订商谈内容，逐项展开
四．会议中如何探听虚实
巧妙提问 1---重复对方的问题 Customer: Your price is so high.Sales: Do you think our price is too high? 反问过去，客户可能会告诉你一些他care的一些东西、细节问题
巧妙提问 2---看完工厂后，询问对方的感受
Sales: How do you think about your current vendors（客户的供应商）in China.OR What do you think of our cooperation?
巧妙提问 3---热土豆理论
（客户抛给你一个热土豆，很烫，再抛回去）Customer: Our budget for the rug is US$20/M2 Sales: If we can help you to find out a double layer rug, which is very durable, but the price exceeds your budget of 10%, will you consider? Customer: Ok, I will consider.Sales: What if it exceeds the budget, by who be approved? Customer: This is need to sanctioned准许 by vice-president副总.Sales: You really want to make the deal, aren’t you? Why not call your vice-president if he approves the budgets?
五．参观后跟进
1.写感谢信
2.附上meeting memo会议记录, 注明跟进时间、人物 3.定期关怀
模板：
Meeting Memo Date: 19th Oct.2011 Attendee（参与人）: Place:
Content
Who（谁负责这件事）
When（何时完成）（价格还没谈拢，客户对一个新产品感兴趣）(someone)（日期）2（新产品客户提供设计）（客户）
（日期）…
…
…
…
附上会议记录的目的：你下次找客户的时候有借口了，而不至于那么生硬的没话可说。
PS: 最后客户临走前送给客户一个有中国特色的礼物，要小巧，轻便，方便携带。
