商務談判八大實例-資料下載頁
2025-05-16 03:13本頁面
【正文】 you do better? R: We39。re already wellestablished in the medical products business. The MedicDisk 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 .分配，分發(fā)，配給capabilities（分銷能力）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 es from the Kaohsiung, Taichung, and Tainan areas. That39。s a great deal of untapped market potential（未開發(fā)的市場潛力）, Mr. Davis. 商務談判實例(八) Robert說明Pacer在行銷與技術上的基礎后，終于取信了Mark, 也為此談判邁開成功的第一步。在談判傭金魚合約期限這類議題之前，Robert想先確定一些條件，包括獨家代理權與Botany Bay所能提供的協(xié)助。你知道Robert運用了哪些技巧，才不會讓Mark以此作條件來威脅Pacer讓步？我們看看Robert怎么說： M: Mr. Liu, what kinds of sales do you think you could get? R: Well, to begin with, we39。d have to insist on sole agency in Taiwan. We believe we could spike（激增） sales by 30% to 40% in the first year. But certain conditions would have to be met. M: What kinds of conditions? R: We39。d need your full technical and marketing support. M: Could you explain what you mean by that? R: We39。d like you to give training to our technical staff。 we39。d also like you to pay a fee for aftersales service. M: It39。s no problem with the training. As for service support, we usually pay a yearly fee, pegged to（根據(jù)）total sales. R: Sounds OK, if we can e to terms（達成協(xié)定） on how much is fair. As for marketing support, we would like you to assume 50% of all costs. M: We39。d prefer 40%. Many customers learn about our products through international magazines, trade shows, and so on. We pick up the tab（付款）for that, but you get the sales in Taiwan. R: We39。ll think about it, and talk more tomorrow. M: Fine. We39。d like you to tell us about your marketing plans. 7 /
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