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商务谈判:介绍销售能力
[ 2006-09-15 09:14 ]

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。这种产品可广泛应用于医院、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 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.

(来源:洋话连篇 英语点津 Annabel 编辑)

 
 

 

 

 
 
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