4、拿下訂單，開心慶祝

4、拿下訂單，開心慶祝

經(jīng)過了近半個月的會面、參觀和反復(fù)談判，新加坡的分銷商終于和Innovo簽訂了contract（合同），正式開始合作。這是Nancy接手Marketing Department Director一職以來做成的第一單，這個訂單開啟了Innovo在South-East Asia市場的良好開端，給公司的未來發(fā)展帶來了新的希望。

勝利來之不易，商場如戰(zhàn)場，為了做成這個單子，Nancy不但邀請對方來京商談，自己也是三次往返新加坡，竭盡全力和分銷商溝通，幫助他們了解Innovo的產(chǎn)品和市場，消除他們方方面面的顧慮。她還把各種產(chǎn)品的samples（樣品）給對方寄去試用，一旦對方有什么疑問，Nancy和同事們總是在第一時間給他們解釋清楚。新加坡分銷商也漸漸被Nancy的誠意所感動，經(jīng)過一番仔細考察和斟酌之后，終于下定決心和Innovo合作，第一筆訂單就是一千萬元的金額。等到雙方確定可以簽訂合同的時候，Nancy整個人都瘦了一圈，顯得特別憔悴。但她還是非常高興，因為自己的努力終于得到了回報。

同時，Nancy也非常感謝同事們在這段時間里對她的配合，沒有群策群力，沒有團隊的support（支持）和努力，絕不可能有現(xiàn)在的成果。

公司管理層對Nancy的首戰(zhàn)告捷非常滿意，決定舉辦一場celebration banquet（慶功宴），和新加坡分銷商共同慶祝合作的開始。Nancy作為促成這次合作的功臣，免不了要向?qū)Ψ街罗o?？伤皬膩頉]有在這種場合致辭的經(jīng)驗，擔心自己講不好話破壞了氣氛。她把擔心告訴了Johnson，可他一聽就笑了，“You should be the last person to worry about this.（你最不該擔心這個了。）”這句話讓Nancy更不明白了。

接著，Johnson告訴她，整個project都是Nancy親自跟下來的，她是和經(jīng)銷商打交道的前線，已經(jīng)千辛萬苦地win their trust（贏得了他們的信任），可以說對對方已經(jīng)很了解很熟悉了。那么應(yīng)該和人家說些什么，難道Nancy不是最清楚的人嗎？

經(jīng)Johnson這么一點撥，Nancy才恍然大悟，經(jīng)過這么多回合的談判，彼此都非常了解了，這個發(fā)言可以以最簡單的方式進行。她只需要表示一下對對方的感謝，強調(diào)和對方合作的初衷，以及展望未來的合作前景就可以了。于是，Nancy很快就確定了這次發(fā)言的要點：

　　How to Speech in a Banquet

Express your gratitude.

Emphasize the initiative of cooperation.

Present prospects for further cooperation.

宴會在融洽的氣氛中進行，新加坡分銷商先對Innovo的熱情款待表達了謝意，接下來就輪到Nancy致辭了，她舉起一杯紅酒：

May I have your attention, please?

I'd like to take a moment to express my sincere thanks to our cooperation partner.

As you know, we have inked an agreement to distribute three major serials in Singapore. This joint venture is the cause to celebrate because it marks our entry into the South-East Asian market.

This is only the first time that we cooperate with each other. We worked hard for this day, but it's worth it. I am sure that there will be more chances for us to work together in the future.

We couldn't have asked for a better business partner. With Innovo's excellent products and your well-established distribution network, we can both stay one step ahead of the competition. This will definitely be a win-win deal.

I think I speak for all my fellow colleagues when I say that we at Innovo are delighted to be working together with an industry leader like you. I anticipate nothing but growth for both our companies over the coming years.