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商務談判:介紹銷售能力
[ 2006-09-15 09:14 ]

Botany Bay是家生產高科技醫療用品的公司。其產品“病例磁盤”可儲存個人病例;資料取用方便,真是達到“一盤在手,妙用無窮”的目的。這種產品可廣泛應用于醫院、養老院、學校等。因此Pacer有意爭取該產品軟硬件設備的代理權。以下就是Robert與Botany Bay的代表,Mark Davis,首度會面的情形:

M: Mr. Liu, total sales on the Medic-Disk were US$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……作為目標市場).

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 comes from the Kaohsiung, Taichung, and Tainan areas. That's a great deal of untapped market potential(未開發的市場潛力), Mr. Davis.

(來源:洋話連篇 英語點津 Annabel 編輯)

 
 

 

 

 
 

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