1. LOGO Prepared for: IBM UC Chap 12

2. “Face-to-face”  The importance Trust Build and maintain the long term relationship  Form International exhibition Visiting the buyers Buyers visit

3. Visiting Buyers 1.Planning your trip Meeting schedule; arrival and departure schedule 2.Preparing travel documents Visa, passport, invitation letter, sponsor letter, itinerary (EU) 3.Things to carry Name card, brochure, product/office/factory images, production process video, sample (if possible) Souvenir, bring 1 if do not know, bring several if know well (for the other staff), pay attention on the culture!!! 4.Bringing your family Allowed for travelling, disallowed for meeting

4. Welcoming your buyers 1.Arrange the schedule Anticipate the departure, itinerary in Indonesia, experience in visiting Indonesia Only visiting you, arrange the pick-up and entertainment Help arrange the hotel, ask the expected roomrate 2.Pick up Do the pick up, respecting your buyers; anticipate the company 3.Entertainment Lunch - formal; dinner – closeness, may bring your family member 4.Help buyers fulfilling their needs

5. LOGO