Botany Bay是家生产高科技医疗用品的公司。其产品“病例磁盘”可储存个人病例；资料取用方便，真是达到“一盘在手，妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬件设备的代理权。以下就是Robert与Botany Bay的代表，Mark Davis，首度会面的情形： M： Mr. Liu, total sales onthe Medic-Disk were U.S.$ 100,000 last year, through our agent in Hong Kong.6 H$ T2 ]8 U6 h- T
R： Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market（把……作为目标市场）。
3 x$ I; \8 l/ @; Y+ y5 Q' ] M： True, but we are happy with the sales. It's a new product. How could you do better？4 q, B0 R4 \8 P* h
R： We're already well-established in the medical products business. The Medic-Disk would be a good addition to our product range., a# F; P6 {0 C; E
M： Can you tell me what your sales have been like in past years？: x9 R7 t4 j3 ] n, b2 Q
R： In the past three years, our unit sales have gone up by 350 percent； profits have gone up almost 400 percent.
3 {$ F% H) L) l0 C. @, w$ l+ ? M： What kind of distribution capabilities（分销能力）do you have？
; d9 @% t# S9 b" u% `* Z R： We have salespeople in four major areas around the island, selling directly to customers.
! O: C1 g8 `& n* L& c! M2 l( Y M： What about your sales？
) B" L: h8 t4 n3 g2 ~9 R1 ~) L1 n R： In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. That's a great deal of untapped market potential（未开发的市场潜力）, Mr. Davis. |
发表于 2012-8-16 08:17:42
