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商务谈判:介绍销售能力
作者:深圳教育在线 来源:szedu.net 更新日期:2007-12-5
商务谈判:介绍销售能力
    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.

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