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:3 l2 F: i& w, ?: d8 L& {
D: I‘d like to get the ball rolling(开始)by talking about prices.
: |2 S W( ^" [, t: m R: Shoot.(洗耳恭听)I‘d be happy to answer any questions you may have.1 U" F, T- M: e* ~
D: Your products are very good. But I‘m a little worried about the prices you’re asking.
0 s/ ^" h7 J$ i/ f4 x) }" X. O R: You think we about be asking for more?(laughs)
, M) S+ y7 A/ O1 |: Y t; u: Y 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.. T$ {) M) X* ]$ L( W( x
R: That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers.
7 l7 T& X* p) w, s: E T 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?
; l2 h' S8 o0 I K; C8 N/ ] 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.
2 y3 V/ x* p, _2 N1 \1 Z D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?: c& _6 ]% z5 w8 A/ I+ Y
R: If you can guarantee that on paper, I think we can discuss this further. |