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?
0 ^3 c; V$ d8 w' Z, o 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.6 y; f! o; I0 d
m: what kinds of conditions?
1 f* I3 V9 Y* ~1 _ r: we'd need your full technical and marketing support.9 R8 e9 t7 C' \( g' ]
m: could you explain what you mean by that?
; y) A# o" m( U 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.
" O1 {$ m) o& m8 Q8 x2 N: t m: it's no problem with the training. as for service support, we usually pay a yearly fee, pegged to(根据)total sales.
4 c% G& U; Q* c; A 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.0 p( E* T& ^) o/ m; F
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.- T2 o2 l/ H0 `, S: o
r: we'll think about it, and talk more tomorrow.
- P0 M `# ?/ A& ] { m: fine. we'd like you to tell us about your marketing plans. |