商務(wù)談判實(shí)例(七)

BotanyBay是家生產(chǎn)高科技醫(yī)療用品的公司。其產(chǎn)品“病例磁盤”可儲(chǔ)存?zhèn)€人病例；資料取用方便，真是達(dá)到“一盤在手，妙用無窮”的目的。此產(chǎn)品可廣泛使用于醫(yī)院、養(yǎng)老院、學(xué)校等。因此Pacer有意爭(zhēng)取該產(chǎn)品軟硬件設(shè)備的代理權(quán)。

以下就是Robert與BotanyBay的代表，MarkDavis，首度會(huì)面的情形：

M:Mr.Liu,totalsalesontheMedic-DiskwereU.S.$100,000lastyear,throughouragentinHongKong.
R:Ourresearchshowsmostofyoursales,aremadeintheTaipeiarea.YouragenthasonlybeenabletotargettheTaipeimarket（把……作為目標(biāo)市場(chǎng)）.
M:True,butwearehappywiththesales.It'sanewproduct.Howcouldyoudobetter?
R:We'realreadywell-establishedinthemedicalproductsbusiness.TheMedic-Diskwouldbeagoodadditiontoourproductrange.
M:Canyoutellmewhatyoursaleshavebeenlikeinpastyears?
R:Inthepastthreeyears,ourunitsaleshavegoneupby350percent;profitshavegoneupalmost400percent.
M:Whatkindofdistributioncapabilities（分銷能力）doyouhave?
R:Wehavesalespeopleinfourmajorareasaroundtheisland,sellingdirectlytocustomers.
M:Whataboutyoursales?
R:Intermsofunitsales,55percentarestillfromtheTaipeiarea.TherestcomesfromtheKaohsiung,Taichung,andTainanareas.That'sagreatdealofuntappedmarketpotential（未開發(fā)的市場(chǎng)潛力）,Mr.Davis