商务人员成功谈判实例选摘(七)

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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.

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