Dan Smith是一位美国的健身用品经销商,此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中,Robert Liu既感到这位大汉粗犷的外表,藏有狡兔的心思――他肯定是沙场老将,自己绝不可掉以轻心。双方第一回过招如下:% r4 d% s A8 ?
D: I‘d like to get the ball rolling(开始)by talking about prices.* [/ N: H9 P8 x5 D R; p
R: Shoot.(洗耳恭听)I‘d be happy to answer any questions you may have.
, P# p) G/ I. j# Z D: Your products are very good. But I‘m a little worried about the prices you’re asking.; s9 z: Z* ?1 D$ F7 Q* A
R: You think we about be asking for more?(laughs)) I# s N0 T( N
D: (chuckles莞尔) That‘s not exactly what I had in mind. I know your research costs are high, but what I’d like is a 25% discount.( C+ z$ f; M- D7 x. u( k. f% C2 L
R: That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers.
( ?) m1 y, y( B2 E# Y* g; o! M D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales(大笔交易)――that will slash your costs(大量减低成本)for making the Exec-U-ciser, right?
' h/ g2 d/ P9 t j, L R: Yes, but it‘s hard to see how you can place such large orders. How could you turn over(销磬)so many? (pause) We’d need a guarantee of future business, not just a promise.
5 C$ e( A: ~' F2 }& z3 K9 C5 r D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
; e4 f% y9 P* `* [3 K# f' T0 M5 j* g R: If you can guarantee that on paper, I think we can discuss this further. |