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:
% w& B# k! G. E+ B% R; z" P D: I‘d like to get the ball rolling(开始)by talking about prices.7 R y0 X2 \$ W& @* o
R: Shoot.(洗耳恭听)I‘d be happy to answer any questions you may have.% h/ F0 a* N6 q" [( {' G+ a
D: Your products are very good. But I‘m a little worried about the prices you’re asking.
# D% o7 O- E( Q6 C# N; o$ e R: You think we about be asking for more?(laughs)
% s0 U0 x) F. L3 W 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.
+ g3 `9 v/ F9 G [ R: That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers.+ C6 k, U1 x4 G
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?' g- B2 y8 X+ @; x* _! Y
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.* L2 W3 f$ |9 I5 T
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?# f% F: D' h% R/ L
R: If you can guarantee that on paper, I think we can discuss this further. |