I. Product of Marketing 一、營(yíng)銷產(chǎn)品
Personal Auto loan 個(gè)人汽車消費(fèi)貸款
II. Client’s Background Information 二、客戶背景
6.He has a family of three persons with income of eight hundred thousand. Now he wants to buy a car of middle grade valued about 200,000 RMB yuan. 1、姓名：孫韋
III. Main Points of Marketing 三、營(yíng)銷要領(lǐng)
Good morning, everyone! I am Jiang Xin from BIAN MIN Money Mate, now working as a wealth manager. Today, I will introduce personal auto loan to Mr. Sun according to his needs. 各位領(lǐng)導(dǎo)、各位評(píng)委，大家早上好！我叫蔣鑫，來(lái)自“便民”理財(cái)室，目前的崗位是理財(cái)員。今天，我將根據(jù)孫先生的具體情況，向他營(yíng)銷我行的個(gè)人汽車消費(fèi)貸款。
IV. Content of Speech 四、演講內(nèi)容
Hello! Mr. Sun. My name is Jiang Xin, a wealth manager here. Nice to see you and I hope I can serve you. You appears to be a boss, l dare to say. Is there anything I can do for you? As you want to buy a car at the price of about 200,000 RMB yuan, I think our personal auto loan will meet your needs. Let me give you some details. 孫先生，您好！我叫蔣鑫，是這里的理財(cái)員。很高興認(rèn)識(shí)您，并希望有機(jī)會(huì)為您服務(wù)?？茨耐獗硪欢ㄊ俏焕习澹粵](méi)猜錯(cuò)，請(qǐng)問(wèn)有什么需要幫忙的？是到我行來(lái)貸款，我看您貸款不是買房就是買車，讓我說(shuō)中了吧。您需要買一輛20萬(wàn)左右的轎車？我來(lái)給您介紹一下我行的汽車消費(fèi)貸款。
Personal auto loan is referred to the RMB secured loan provided to borrowers by lenders used for buying autos. It is based on the principle of “partial self-financing, valid guarantee, special funds for special purpose and repayment on schedule”. The guarantee is in three forms: pledge loan, collateral loan and guarantee loan. The loan quota shall be no more than 80% of auto value if the guarantee is made by means of hypothecation; if the colateral is made by means of mortgage of the auto or other properties, it shall be no more than 70% of auto value; if the guarantee is made by means of mortgage of the auto or other properties, it shall be no more than 60% of auto value; It usually lasts 3 years and is no longer than 5 years. The loan interest rate is implemented in accordance with the loan interest rate stipulated by the People's Bank of China. 我行開辦的個(gè)人汽車消費(fèi)貸款是指銀行向申請(qǐng)購(gòu)買汽車的借款人發(fā)放的人民幣擔(dān)保貸款。實(shí)行“部分自籌、有效擔(dān)保、?？顚Ｓ?、按期償還”的原則。擔(dān)保方式有質(zhì)押擔(dān)保、抵押擔(dān)保、保證擔(dān)保三種方式。如果您采用質(zhì)押擔(dān)保方式，我們可以貸到車款的80％，采用抵押擔(dān)保方式，我們可以貸到車款的70％，采用保證擔(dān)保方式，我們可以貸到車款的60％，我們的貸款期限一般為3年，最長(zhǎng)不超過(guò)5年（含5年）。貸款利率：按照中國(guó)人民銀行規(guī)定的同期貸款利率執(zhí)行。
In your situation, I suggest that you pay 30% of the auto value at about 60,000 RMB yuan initially and take a 5-year term loan, totaled 140,000 yuan with the auto on mortgage. In this case, you are going to pay the bank 2,500 yuan per month. It won’t press you so much. Also you are allowed to repay us ahead of schedule if you wish. By the way, being the largest bank in China, we have wide links with many auto distributors. We can recommend you several of them with good reputations and reasonable price, and you can select one among them. 針對(duì)您個(gè)人的情況，我建議首付30％，約6萬(wàn)元人民幣，以車輛做抵押，貸款14萬(wàn)元人民幣，期限定5年，3年對(duì)您可能還款壓力較大，5年月均還款約2,500元人民幣，對(duì)您的生活影響不大。如果您發(fā)財(cái)了，貸款還可以提前歸還，我行是全國(guó)的銀行，我行與許多經(jīng)銷商有業(yè)務(wù)往來(lái)。我們可以給您推薦幾家信譽(yù)好、價(jià)格優(yōu)的經(jīng)銷商，讓您貨比三家。
Mr. Sun, are you interested in our product? If you have any questions or suggestions, please call our hotline on 010-7517198. I’ll be very glad to serve you with convenience, quick and satisfaction at any time. We’ll be good friends. Our philosophy is "Using tomorrow’s money makes today’s dream come true". I wish you haveａcar of your own as early as possible. 孫先生，您對(duì)個(gè)人汽車消費(fèi)貸款產(chǎn)品是否感興趣？如果您有什么問(wèn)題或建議，可隨時(shí)撥打我們的熱線電話010-7517198，我將很高興隨時(shí)為您提供周到、快捷、滿意的服務(wù)。希望我們能成為朋友。我們的口號(hào)是“用明天的錢，圓今天的夢(mèng)”。祝您早日擁有一輛自己的汽車。
Personal Auto loan 個(gè)人汽車消費(fèi)貸款
II. Client’s Background Information 二、客戶背景
6.He has a family of three persons with income of eight hundred thousand. Now he wants to buy a car of middle grade valued about 200,000 RMB yuan. 1、姓名：孫韋
III. Main Points of Marketing 三、營(yíng)銷要領(lǐng)
Good morning, everyone! I am Jiang Xin from BIAN MIN Money Mate, now working as a wealth manager. Today, I will introduce personal auto loan to Mr. Sun according to his needs. 各位領(lǐng)導(dǎo)、各位評(píng)委，大家早上好！我叫蔣鑫，來(lái)自“便民”理財(cái)室，目前的崗位是理財(cái)員。今天，我將根據(jù)孫先生的具體情況，向他營(yíng)銷我行的個(gè)人汽車消費(fèi)貸款。
IV. Content of Speech 四、演講內(nèi)容
Hello! Mr. Sun. My name is Jiang Xin, a wealth manager here. Nice to see you and I hope I can serve you. You appears to be a boss, l dare to say. Is there anything I can do for you? As you want to buy a car at the price of about 200,000 RMB yuan, I think our personal auto loan will meet your needs. Let me give you some details. 孫先生，您好！我叫蔣鑫，是這里的理財(cái)員。很高興認(rèn)識(shí)您，并希望有機(jī)會(huì)為您服務(wù)?？茨耐獗硪欢ㄊ俏焕习澹粵](méi)猜錯(cuò)，請(qǐng)問(wèn)有什么需要幫忙的？是到我行來(lái)貸款，我看您貸款不是買房就是買車，讓我說(shuō)中了吧。您需要買一輛20萬(wàn)左右的轎車？我來(lái)給您介紹一下我行的汽車消費(fèi)貸款。
Personal auto loan is referred to the RMB secured loan provided to borrowers by lenders used for buying autos. It is based on the principle of “partial self-financing, valid guarantee, special funds for special purpose and repayment on schedule”. The guarantee is in three forms: pledge loan, collateral loan and guarantee loan. The loan quota shall be no more than 80% of auto value if the guarantee is made by means of hypothecation; if the colateral is made by means of mortgage of the auto or other properties, it shall be no more than 70% of auto value; if the guarantee is made by means of mortgage of the auto or other properties, it shall be no more than 60% of auto value; It usually lasts 3 years and is no longer than 5 years. The loan interest rate is implemented in accordance with the loan interest rate stipulated by the People's Bank of China. 我行開辦的個(gè)人汽車消費(fèi)貸款是指銀行向申請(qǐng)購(gòu)買汽車的借款人發(fā)放的人民幣擔(dān)保貸款。實(shí)行“部分自籌、有效擔(dān)保、?？顚Ｓ?、按期償還”的原則。擔(dān)保方式有質(zhì)押擔(dān)保、抵押擔(dān)保、保證擔(dān)保三種方式。如果您采用質(zhì)押擔(dān)保方式，我們可以貸到車款的80％，采用抵押擔(dān)保方式，我們可以貸到車款的70％，采用保證擔(dān)保方式，我們可以貸到車款的60％，我們的貸款期限一般為3年，最長(zhǎng)不超過(guò)5年（含5年）。貸款利率：按照中國(guó)人民銀行規(guī)定的同期貸款利率執(zhí)行。
In your situation, I suggest that you pay 30% of the auto value at about 60,000 RMB yuan initially and take a 5-year term loan, totaled 140,000 yuan with the auto on mortgage. In this case, you are going to pay the bank 2,500 yuan per month. It won’t press you so much. Also you are allowed to repay us ahead of schedule if you wish. By the way, being the largest bank in China, we have wide links with many auto distributors. We can recommend you several of them with good reputations and reasonable price, and you can select one among them. 針對(duì)您個(gè)人的情況，我建議首付30％，約6萬(wàn)元人民幣，以車輛做抵押，貸款14萬(wàn)元人民幣，期限定5年，3年對(duì)您可能還款壓力較大，5年月均還款約2,500元人民幣，對(duì)您的生活影響不大。如果您發(fā)財(cái)了，貸款還可以提前歸還，我行是全國(guó)的銀行，我行與許多經(jīng)銷商有業(yè)務(wù)往來(lái)。我們可以給您推薦幾家信譽(yù)好、價(jià)格優(yōu)的經(jīng)銷商，讓您貨比三家。
Mr. Sun, are you interested in our product? If you have any questions or suggestions, please call our hotline on 010-7517198. I’ll be very glad to serve you with convenience, quick and satisfaction at any time. We’ll be good friends. Our philosophy is "Using tomorrow’s money makes today’s dream come true". I wish you haveａcar of your own as early as possible. 孫先生，您對(duì)個(gè)人汽車消費(fèi)貸款產(chǎn)品是否感興趣？如果您有什么問(wèn)題或建議，可隨時(shí)撥打我們的熱線電話010-7517198，我將很高興隨時(shí)為您提供周到、快捷、滿意的服務(wù)。希望我們能成為朋友。我們的口號(hào)是“用明天的錢，圓今天的夢(mèng)”。祝您早日擁有一輛自己的汽車。