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先决条件谈得拢

日期:10-21| 味学网| http://www.weixiu6.com |办公英语 |人气:456

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     Robert说明Pacer在行销与技术上的基础后,终于取信了Mark, 也为此谈判迈开成功的第一步。在谈判佣金鱼合约期限这类议题之前,Robert想先确定一些条件,包括独家代理权与Botany Bay所能提供的协助。你知道Robert运用了哪些技巧,才不会让Mark以此作条件来威胁Pacer让步?我们看看Robert怎么说:

     M: Mr. Liu, what kinds of sales do you think you could get?

    R: Well, to begin with, we'd have to insist on sole agency in Taiwan. We believe we could spike(激增) sales by 30% to 40% in the first year. But certain conditions would have to be met.

     M: What kinds of conditions?

    R: We'd need your full technical and marketing support.

    M: Could you explain what you mean by that?

    R: We'd like you to give training to our technical staff; we'd also like you to pay a fee for after-sales service.

    M: It's no problem with the training. As for service support, we usually pay a yearly fee, pegged to(根据)total sales.

    R: Sounds OK, if we can come to terms(达成协定) on how much is fair. As for marketing support, we would like you to assume 50% of all costs.

    M: We'd prefer 40%. Many customers learn about our products through  international magazines, trade shows, and so on. We pick up the tab(付款)for that, but you get the sales in Taiwan.

     R: We'll think about it, and talk more tomorrow.

    M: Fine. We'd like you to tell us about your marketing plans.


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