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近年來(lái)我國(guó)一帶一路政策發(fā)展極快，國(guó)內(nèi)商家和巴基斯坦用戶的溝通變得越來(lái)越頻繁，很多巴基斯坦客戶都會(huì)要國(guó)內(nèi)一些涉外企業(yè)的邀請(qǐng)函，以此參加中國(guó)所舉行的一些外貿(mào)展銷(xiāo)會(huì)，那么在這一類(lèi)型用戶要邀請(qǐng)函時(shí)，外貿(mào)企業(yè)該怎樣應(yīng)對(duì)呢?

有些外貿(mào)企業(yè)并不關(guān)注此種問(wèn)題，認(rèn)為有巴基斯坦客戶要邀請(qǐng)函，直接按照此前設(shè)計(jì)好的邀請(qǐng)函內(nèi)容復(fù)制一份發(fā)送給巴基斯坦客戶就好了，實(shí)際上這樣的做法并不妥當(dāng)，要知道巴基斯坦客戶和歐美人在進(jìn)行商業(yè)溝通時(shí)所采用的模式并不相同，歐美用戶如果關(guān)注到了某一類(lèi)型的展銷(xiāo)會(huì)會(huì)針對(duì)的進(jìn)行篩選，也就是說(shuō)在得到展銷(xiāo)會(huì)邀請(qǐng)函之前就會(huì)充分了解該展銷(xiāo)會(huì)的特點(diǎn)和自己企業(yè)是否合適，之后會(huì)作出決定，通常情況下會(huì)鎖定一個(gè)目標(biāo)，之后派遣工作人員參與外貿(mào)展銷(xiāo)會(huì)。

而巴基斯坦客戶則不是如此，這一類(lèi)型用戶往往沒(méi)有提前作出決定的習(xí)慣，會(huì)隨機(jī)進(jìn)行不同類(lèi)型展銷(xiāo)會(huì)的比較，也正是因?yàn)榇朔N原因，很少看到歐美用戶要邀請(qǐng)函，但是巴基斯坦客戶要邀請(qǐng)函確是常態(tài)，巴基斯坦用戶只要發(fā)現(xiàn)這一類(lèi)型展銷(xiāo)會(huì)和自己企業(yè)產(chǎn)品銷(xiāo)售具有關(guān)聯(lián)性，就會(huì)提出要邀請(qǐng)函的要求，而之后則會(huì)大量的進(jìn)行對(duì)比，看哪一家企業(yè)和自身銷(xiāo)售產(chǎn)品契合度高，并且會(huì)對(duì)該家企業(yè)的經(jīng)營(yíng)模式以及是否具有親和度等非常感興趣，也就是說(shuō)在交易過(guò)程中人性化理念即多，這和歐美用戶只關(guān)注產(chǎn)品自身具有顯著的不同，因此遇到巴基斯坦客戶要邀請(qǐng)函時(shí)關(guān)注到溝通技巧。

Ali took Mr. Punjab:

It's a great honor for your company to pay attention to this mechanical product exhibition sponsored by our company. Mr. Ali has purchased some mechanical parts in our company before. For your company, our marketing department is quite impressed. Last time you used the Western Union remittance from Pakistan. Although there was a little unhappiness in the process of purchasing products, you finally cooperated. It's still perfect.

This exhibition will be held in Shenzhen on April 5. If your company can come, we will be honored. The products on display at this exhibition include farming machinery and CNC machine tools. This exhibition invites more than 60 enterprises in Asia-Pacific region to participate. It is one of the large-scale exhibitions held by our company in the past ten years. The relevant contents of the exhibition are listed in the annex, such as Your company can come to our exhibition and will reimburse you for less than four people's air tickets and local accommodation fees.

阿里把旁遮普先生：

萬(wàn)分榮幸貴公司對(duì)我公司所主辦的這次機(jī)械產(chǎn)品展銷(xiāo)會(huì)有所關(guān)注，阿里把旁遮普先生此前曾在我公司購(gòu)買(mǎi)過(guò)部分機(jī)械配件，對(duì)于貴公司，我公司營(yíng)銷(xiāo)部門(mén)印象較為深刻，上次貴公司使用巴基斯坦的西聯(lián)匯款，雖然在產(chǎn)品購(gòu)入過(guò)程中有些小小的不愉快，但最終的合作還是很完美的。

本次展銷(xiāo)會(huì)將在4月5日于深圳舉行，如貴公司能夠蒞臨，我方將不勝榮幸，本次展銷(xiāo)會(huì)所展銷(xiāo)的產(chǎn)品有農(nóng)耕機(jī)械設(shè)備以及數(shù)控機(jī)床相關(guān)設(shè)備產(chǎn)品，本次展會(huì)邀約亞太地區(qū)60多家企業(yè)參與，是十幾年來(lái)我公司所舉辦的大型展銷(xiāo)會(huì)之一，展銷(xiāo)會(huì)相關(guān)內(nèi)容會(huì)在附件之中，如貴公司能夠蒞臨我方展銷(xiāo)會(huì)，將為貴公司報(bào)銷(xiāo)4人以下機(jī)票以及當(dāng)?shù)刈∷拶M(fèi)用等。

這家外貿(mào)企業(yè)的回函是很有技巧的，充分關(guān)注到了巴基斯坦用戶在溝通中注重人性化這一點(diǎn)，重點(diǎn)提到了“r. Ali has purchased some mechanical parts from Punjab in our company before. I am deeply impressed by your company's marketing department. Last time you used the Western Union remittance from Pakistan. Although there was a little unhappiness in the process of purchasing products, the cooperation was perfect in the end. ”明確表示此前和對(duì)方曾經(jīng)合作，直到當(dāng)下依然印象深刻，是將對(duì)方作為重要客戶之一對(duì)待的，這能夠引起巴基斯坦用戶的親和度，之后該外貿(mào)企業(yè)在信函中提及“If you can come to our exhibition, you will be reimbursed for less than 4 people's air tickets and local accommodation fees.”這是重點(diǎn)之一，巴基斯坦商人在商貿(mào)往來(lái)中和歐美商人最大的不同之處在于并不注重細(xì)節(jié)，巴基斯坦商人將商業(yè)往來(lái)中的任何流程都視作一個(gè)整體，理所當(dāng)然的認(rèn)為只要訂貨，那么在這個(gè)流程中的費(fèi)用就應(yīng)該是主辦方之處。但是歐美用戶很少有這樣的想法，歐美用戶很少去關(guān)注參加商貿(mào)會(huì)展中對(duì)方是否會(huì)支付相關(guān)差旅費(fèi)用，更關(guān)注的是該展銷(xiāo)會(huì)產(chǎn)品能否具有實(shí)用性，公司購(gòu)入這些產(chǎn)品之后能否獲得更大收益，在參加展銷(xiāo)會(huì)時(shí)，時(shí)間是否會(huì)浪費(fèi)掉等等。歐美生意人經(jīng)常掛在嘴邊的一句諺語(yǔ)是“Time is money. Others don't need much attention. Make good use of time to reach a deal for mutual benefit.”巴基斯坦用戶在生意往來(lái)中則很少這樣想，因此在溝通中一定要讓對(duì)方感受到受到尊重，并讓對(duì)方有融入感。