4、拿下訂單，開心慶祝

4、拿下訂單，開心慶祝

經(jīng)過(guò)了近半個(gè)月的會(huì)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(lái)做成的第一單，這個(gè)訂單開啟了Innovo在South-East Asia市場(chǎng)的良好開端，給公司的未來(lái)發(fā)展帶來(lái)了新的希望。

勝利來(lái)之不易，商場(chǎng)如戰(zhàn)場(chǎng)，為了做成這個(gè)單子，Nancy不但邀請(qǐng)對(duì)方來(lái)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(chǎng)，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(duì)方寄去試用，一旦對(duì)方有什么疑問(wèn)，Nancy和同事們總是在第一時(shí)間給他們解釋清楚。新加坡分銷商也漸漸被Nancy的誠(chéng)意所感動(dòng)，經(jīng)過(guò)一番仔細(xì)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(wàn)元的金額。等到雙方確定可以簽訂合同的時(shí)候，Nancy整個(gè)人都瘦了一圈，顯得特別憔悴。但她還是非常高興，因?yàn)樽约旱呐K于得到了回報(bào)。

同時(shí)，Nancy也非常感謝同事們?cè)谶@段時(shí)間里對(duì)她的配合，沒(méi)有群策群力，沒(méi)有團(tuán)隊(duì)的support（支持）和努力，絕不可能有現(xiàn)在的成果。

公司管理層對(duì)Nancy的首戰(zhàn)告捷非常滿意，決定舉辦一場(chǎng)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?lái)沒(méi)有在這種場(chǎng)合致辭的經(jīng)驗(yàn)，擔(dān)心自己講不好話破壞了氣氛。她把擔(dān)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(dān)心這個(gè)了。）”這句話讓Nancy更不明白了。

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

經(jīng)Johnson這么一點(diǎn)撥，Nancy才恍然大悟，經(jīng)過(guò)這么多回合的談判，彼此都非常了解了，這個(gè)發(fā)言可以以最簡(jiǎn)單的方式進(jìn)行。她只需要表示一下對(duì)對(duì)方的感謝，強(qiáng)調(diào)和對(duì)方合作的初衷，以及展望未來(lái)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(diǎn)：

　　How to Speech in a Banquet

Express your gratitude.

Emphasize the initiative of cooperation.

Present prospects for further cooperation.

宴會(huì)在融洽的氣氛中進(jìn)行，新加坡分銷商先對(duì)Innovo的熱情款待表達(dá)了謝意，接下來(lái)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.