商务谈判实例(七)

文章作者 100test 发表时间 2011:08:12 13:05:04
来源 100Test.Com百考试题网

　　商务谈判实例(七)
　　Botany Bay是家生产高科技医疗用品的公司。其产品“病例磁盘”可储存个人病例；资料取用方便，真是达到“一盘在手，妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬件设备的代理权。以下就是Robert与Botany Bay的代表，Mark Davis，首度会面的情形：
　　M: Mr. Liu, total sales onthe Medic-Disk were U.S.$ 100,000 last year, through our agent in Hong Kong.
　　R: Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market（把……作为目标市场）.
　　M: True, but we are happy with the sales. It’s a new product. How could you do better?
　　R: We’re already well-established in the medical products business. The Medic-Disk would be a good addition to our product range.
　　M: Can you tell me what your sales have been like in past years?
　　R: In the past three years, our unit sales have gone up by 350 percent. profits have gone up almost 400 percent.
　　M: What kind of distribution capabilities（分销能力）do you have?
　　R: We have salespeople in four major areas around the island, selling directly to customers.
　　M: What about your sales?
　　R: In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. That’s a great deal of untapped market potential（未开发的市场潜力）, Mr. Davis.