商務(wù)談判實(shí)例（七）

Botany Bay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(wú)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Botany Bay的代表，Mark Davis，首度會(huì)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……作為目標(biāo)市場(chǎng)）。

　　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(kāi)發(fā)的市場(chǎng)潛力）， Mr. Davis

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