【正文】 ur hand: 如果你正在尋找優(yōu)秀的合作伙伴來(lái)實(shí)施您的銷售計(jì)劃，或是尋找合適的分銷商來(lái)實(shí)現(xiàn)合資，你必需熟悉您的銷售部門(mén)。 Our broad work enables us to deliver the information and the business contacts you are looking for. 我們龐大的服務(wù)網(wǎng)絡(luò)，能夠?yàn)槟焖偬峁┧栊畔⒒蛏虡I(yè)接洽機(jī)會(huì)。 We give you a personalized answer to your questions and guarantee the right match. 在分析您的具體情況后，我們有針對(duì)性地解答您所提出的問(wèn)題，并保證正確的市場(chǎng)配對(duì)。 We optimize buying and selling strategies in Europe by mutual understanding, mutual listening and hence, mutual benefits. 通過(guò)彼此的認(rèn)真傾聽(tīng)和深入了解，我們能夠優(yōu)化您在歐洲的銷售或采購(gòu)策略，從而實(shí)現(xiàn)互利。 Matchmaking Services 市場(chǎng)配對(duì) 169。 Version: 4 / May 2007 35 It is very hard to spot the ultimate business partner in this fiercely petitive market. The right choice is linked to the following question: 在激烈競(jìng)爭(zhēng)的市場(chǎng)中，很難最終找到合適的商業(yè)合作伙伴。如何做正確的選擇取決于以下問(wèn)題： Which kind of distributor do you need? 你需要哪種類型的分銷商？ Should you work with an agent or with a sales representative instead? 你需要一個(gè)代理商，還是銷售代表？ What should be his location? 他的地點(diǎn)應(yīng)該在哪里？ Is one distributor enough or do you need more than one? 一個(gè)分銷商足夠嗎？還是需要更多？ The answers to these questions, though, require a stockintrade knowledge of the market in general and a refined view on the European distribution sector. 一般來(lái)說(shuō)，回答這些問(wèn)題，需要關(guān)于市場(chǎng)的豐富知識(shí)以及對(duì)于歐洲銷售部門(mén)的準(zhǔn)確認(rèn)識(shí)。 Cisema gives you the requisite insight and business intelligence to help you. We never deliver standardized solutions. Hence, we guarantee the right match by offering your pany a personalized solution in 4 easy steps: 凱思公司向您提供需要的市場(chǎng)知識(shí)和商業(yè)手段。通過(guò)具體問(wèn)題具體分析，我們提出恰當(dāng)?shù)慕鉀Q方案。由此，我們可以通過(guò)向您提供個(gè)性化的解決方案，來(lái)保證正確的市場(chǎng)配對(duì)。 We listen to your story and your chosen business strategy. 我們認(rèn)真聆聽(tīng)你的故事和你選擇的商業(yè)策略。 We screen the European distribution market, according to your requirements. 我們根據(jù)您的需求掃視歐洲銷售市場(chǎng)， We advise and inform you on the different options. 我們向你提供多項(xiàng)選擇。 You can then make the best, welldeliberated choice. 從而您可以妥善做出最佳選擇。 Finding the right European distributor 169。 Version: 4 / May 2007 36 The role of culture in international business is recognized as having a major impact on: 眾所周知，文化在國(guó)際貿(mào)易中扮演著重要角色，它對(duì)下列商業(yè)行為有著重要影響： international sales 國(guó)際銷售 Marketing 市場(chǎng)營(yíng)銷 Recruitment 雇員 Management 管理 Mergers 合并 /并購(gòu) Misunderstandings and poor munication have negative effects on people as well as businesses. Intercultural training is increasingly being recognized as a critical element in succeeding on the global stage. 誤解和拙劣的溝通，對(duì)個(gè)人和商務(wù)都會(huì)產(chǎn)生較強(qiáng)的負(fù)面影響。文化差異培訓(xùn)漸漸為大家所認(rèn)同，并逐漸成為在世界舞臺(tái)上成功的關(guān)鍵因素。 Cisema offers a range of intercultural training, seminars and solutions aimed at meeting the demands of people, panies and anizations. 為了滿足個(gè)人、公司或組織的具體要求， Cisema提供一系列的文化差異培訓(xùn)、研討會(huì)以及解決方案。 Our staff are a mix of academics and business personnel offering the ability to tailor our courses to meet the clients particular requirements. 我們的專家隊(duì)伍源自各行各業(yè)，能夠?yàn)榭蛻袅矿w裁衣，滿足其特殊需要。 Intercultural Training 文化差異培訓(xùn) 169。 Version: 4 / May 2007 37 Negotiation support is an important challenge for businesstobusiness consulting that is still poorly supported in many cases. 對(duì)于在各方面依舊匱乏的 B TO B 形式的咨詢服務(wù)，談判支持是一個(gè)重大的挑戰(zhàn)。 One reason is that negotiation processes are much harder to formalize than the business processes in the fulfillment phase. 原因即為：在實(shí)施階段，談判進(jìn)程遠(yuǎn)遠(yuǎn)比貿(mào)易進(jìn)程更難控制。 The goal of Cisema is to council and guide Chinese panies during all phases of doing international trade with European customers and to help out where it is necessary. 凱思公司的宗旨是協(xié)助并指導(dǎo)中國(guó)公司同歐洲客戶進(jìn)行國(guó)際貿(mào)易的各個(gè)階段操作，同時(shí)在必要時(shí)候，幫助解決貿(mào)易過(guò)程遇到的問(wèn)題。 We are prepared to: 我們可以提供： Study the RFP (request for proposal) from your customers carefully 仔細(xì)研究客戶的需求方案 Control the timeline for sending back your proposals to the customer 控制答復(fù)客戶的時(shí)間 Complete the required data for your customer negotiations 完善您同客戶商談必需的數(shù)據(jù) Support the negotiate to your advantage 支持對(duì)您有利的談判 Watch out for hidden project costs 提醒潛在的項(xiàng)目成本 Carefully review terms and conditions of your customers 仔細(xì)審查客戶所列的條款及條件 Support for Contract Negotiation 支持合同洽談 169。 Version: 4 / May 2007 38 HAST and Cisema have been cooperating ever since 2022, and two parts will sign a cooperation agreement during the SinoEurope Business Cooperation Convention for SMEs. Especially, an allied service agency of Cisema and HSTA will be established after the convention. 德國(guó)凱思公司和杭州市科技協(xié)會(huì)，早在 2022年就開(kāi)始初步合作，在此次 ―京杭國(guó)際高科技產(chǎn)業(yè)化合作交流會(huì)” 期間，雙方將正式簽訂合作協(xié)議。值得一提的是，雙方將組建一個(gè)聯(lián)合服務(wù)機(jī)構(gòu)，常年向中外企業(yè)提供相關(guān)服務(wù)。 Objectives and methods of cooperation: 目標(biāo)和方法： Setup a mercial bridge for the enterprises between Zhejiang of . China and three European countries whose official language is German: Germany, Switzerland, Australia , and on demand also to othe