商务实战技巧之商务谈判时的经验（1） 2 I' \. J9 }" {$ G3 ?
D: I‘d like to get the ball rolling(开始)by talking about prices. % k1 Z1 \0 L4 r) o ]
R: Shoot.(洗耳恭听)I‘d be happy to answer any questions you may have. # g& t9 v" v% A/ z" J4 `2 M
D: Your products are very good. But I‘m a little worried about the prices you‘re asking.
- h; U8 _! C- ]: L: S6 Y R: You think we about be asking for more?(laughs) 转自:考试网 - [Examw.Com]& G1 A; V y& o1 n, E5 o4 X4 p; s, S
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.
9 d8 ^/ R: w8 D& { R: That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers. - g6 _( i% ]8 P
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?
9 f/ E4 k+ H) ?# k 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.
" N6 e- j- H) V1 _, X a; C' F% G D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee? |
发表于 2012-8-14 18:53:09
