客户证言
Glaseksperten
Siggi Strandeng——出口销售经理，Glaseksperten
Glaseksperten是一家斯堪的纳维亚玻璃制造商。Tom Evans协助该公司在此前毫无存在感的情况下开拓英国市场，随后又参与了更广泛的出口机会开发。Siggi Strandeng是该公司的出口销售经理。
证言全文
译自英文原始证言。
致相关人士：
Tom Evans问我是否愿意就我们共同完成的工作提供一些反馈，我很乐意这样做。在Glaseksperten开拓英国市场期间，我与Tom密切合作。
我们刚开始合作时，英国对我们而言是一个全新的市场。这不仅仅是找到一些企业并尝试向它们销售的问题。我们需要理解这个市场是如何运作的、客户对一家斯堪的纳维亚供应商有怎样的期待，以及我们应如何以一种在当地行得通的方式来展示自己。
在这方面Tom给了我们很大帮助。他深度参与我们的出口团队，并定期把市场上的反馈带回给我们。如果客户对产品、价格、交货、技术信息或我们的工作方式有疑问，Tom会把这些信息反馈给我们，并帮助我们理解哪些地方需要改进或用不同的方式来说明。
这很有用，因为在一个国家行得通的做法，未必能自动适用于另一个国家。Tom帮助我们从英国客户的角度看待这项业务，并在需要的地方调整了我们的做法。
他也花了很多时间来发展客户关系。有些机会需要很长时间才会变成真正的项目，而Tom很擅长保持联系、跟进事务并让客户保持兴趣，同时又不过度推销。当项目进入实质阶段后，他会通过询盘、报价和讨论持续与我们和客户保持参与。
我还很欣赏的一点是，Tom与我们合作得非常紧密。我并没有觉得我们只是雇了一个外部销售人员，然后他就消失了，只是给我们发来一些线索。我们经常沟通，他也理解我们作为一家企业想要实现的目标。
他对机会也很诚实。如果他认为某家公司不够认真，或者不适合我们，他会直接说出来，而不是浪费我们的时间。当他认为某个机会值得追进时，他会持续为之努力。
Tom在市场上很好地代表了Glaseksperten，我对他代表我们与客户交流感到放心。这一点很重要，因为在进入另一个国家时，很多情况下，这个人正是客户对你公司的第一印象。
随着合作的深入，Tom不仅参与了英国市场，也参与了更广泛的出口机会开发。
根据我的经验，Tom的优势不仅在于发掘潜在业务。他也很擅长理解一个新市场、随着时间推移建立关系，并在制造商内部开展工作，使公司能够更好地为在当地赢得业务做好准备。
我很乐意向正在寻求开拓新国家市场的其他制造商推荐Tom。
此致，
Siggi Strandeng
Export Sales Manager
Glaseksperten
查看英文原文
英文原文
To whom it may concern,
Tom Evans asked if I would give you some feedback about the work we did together, which I am happy to do.
I worked closely with Tom when Glaseksperten was developing the UK market.
When we first started working together, the UK was a new market for us. It was not only a question of finding some companies and trying to sell to them. We needed to understand how the market worked, what customers expected from a Scandinavian supplier and how we should present ourselves in a way that made sense locally.
Tom helped us a lot with this.
He became very involved with our export team and gave us regular feedback from the market. If customers had questions about products, prices, delivery, technical information or how we worked, Tom would bring this back to us and help us understand what we needed to improve or explain differently.
This was useful because sometimes what works well in one country does not automatically work in another. Tom helped us see the business from the UK customer’s side and adapt our approach where necessary.
He also spent a lot of time developing relationships. Some opportunities take a long time before there is a real project and Tom was good at staying in contact, following things up and keeping customers interested without pushing too much. When projects became active, he stayed involved with us and the customer through enquiries, quotations and discussions.
Another thing I appreciated was that Tom worked very closely with us. I did not feel that we had simply appointed an external salesperson who disappeared and sent us some leads. We spoke regularly and he understood what we were trying to achieve as a business.
He was also honest about opportunities. If he thought a company was not serious or was not the right fit for us, he would say this rather than waste our time. When he believed an opportunity was worth pursuing, he would keep working on it.
Tom represented Glaseksperten well in the market and I was comfortable with him speaking with customers on our behalf. This is important when you are entering another country because, in many cases, that person is the first experience the customer has of your company.
As our work developed, Tom became involved not only with the UK but with wider export opportunities as well.
From my experience, Tom’s strength is not only finding potential business. He is good at understanding a new market, building relationships over time and working with the manufacturer internally so the company becomes better prepared to win business there.
I would be happy to recommend Tom to another manufacturer looking to develop business in a new country.
Best regards,
Siggi Strandeng
Export Sales Manager
Glaseksperten
这份证言背后的工作
- 在此前毫无存在感的情况下为英国市场制定进入方案：明确产品适合什么位置、适合哪类买家，以及应如何定位。
- 从零开始建立目标客户名单，随后对潜在客户、加工商、安装商和经销商进行直接接触和销售拜访。
- 在开发直接业务的同时招募经销商，使产品拥有不止一条通往终端客户的路径。
- 担任该制造商在英国的商业代表，随后支持更广泛的出口拓展工作。