另外，有着这些职位的客户往往学历较高，有些人有MBA 的学历。所以，他们往往比较喜欢听比较“酸”的话。这些人开口闭口就是：value, global supply chain, private label, costs, partnership，bottom line等等。你可以这样说： We are one of the top 3 private label suppliers in the global market. Our producing capacity is more than 5,0000000000000units each week. Furthermore, you know, the knowledge and the know-how sometimes is more important than the machines and equipments. Fortunately, we have accumulated enough producing and management know-how from our long-term co-operation with XXXX company. I am sure we can help you to reduce your international sourcing costs, we can help you to increase your bottom line.
假如是零售商：How many stores does your company have?
假如是中间商：Do you distribute your goods only in your domestic market or in the whole Europe?Which country is your biggest market? (不能直接问谁是你最大的客户，这样太敏感了。）
技巧七
在广交会最后一两天的时候，你可以问：What do you think how about the trade show?Did you find everything which you need exactly?你问这种问题很容易从客户那里得到你们整个行业的情况，客户的观点对你是很有价值的。同时，你也可以间接问客户：你还有什么产品没找到，说不定你可以帮上客户的忙等等。假如，你刚好也有这种产品的话，客户也会把订单下给你。
技巧八
跟客户介绍时，不要总是说：Our quality is very good！展会上大家时间都不多，不要说一些客人没有办法衡量的话。另外，大公司的买家很多都受过专业的采购培训，他们内部有一套定量的评估体系。所以，最好用你本行业的定量术语来表达，假如本行业没有定量术语，就直接说，We have supplied our products for XXXXX company for 5 years, and XXXX company is quiet satisfied for our quality. So I believe we can meet or exceed your quality requirements. 这个XXXX公司最好是客户应该知道的，和客户差不多同类档次的，或者高一点点，不要高太多，否则会被客户误解。
