2001年12月4日 上午11时50分24秒 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?
' s, M4 c; V7 E% C9 P9 c 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.! O8 o1 m- b& o8 ], T5 `$ b* U
m: what kinds of conditions?
8 M( i$ [* _ B7 Y7 q" e r: we'd need your full technical and marketing support.+ u# X _. k; S+ ?/ F0 A! D
m: could you explain what you mean by that?
" U/ Z, s& D9 j3 P 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.- d: \0 k, W$ b( K% R
m: it's no problem with the training. as for service support, we usually pay a yearly fee, pegged to(根据)total sales.
% X! P1 k: _" j 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.
& i6 F9 {& D- E( b0 ?/ Q; n1 N 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.$ w0 K" P0 k }# d" j
r: we'll think about it, and talk more tomorrow.
2 _$ n; J- q$ ~2 v7 C4 C m: fine. we'd like you to tell us about your marketing plans. |