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?6 w2 r* z6 H% P3 s9 |
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.- ?( D$ ]/ u2 K; |$ n |
m: what kinds of conditions?
) V; w: x% L& o r: we'd need your full technical and marketing support.
( w; \+ V q# q! F( \1 B& w' ` m: could you explain what you mean by that?
3 h |! d5 c# G! w/ |; f 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.
`: m# @! Y. l& q6 J9 e m: it's no problem with the training. as for service support, we usually pay a yearly fee, pegged to(根据)total sales.0 m0 C7 L" m I6 D+ i
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.) T, V! T5 z, d9 {( {
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.7 \4 ^% |: B' R) Y6 w, U! p
r: we'll think about it, and talk more tomorrow./ d* B; s! O, m8 K0 J
m: fine. we'd like you to tell us about your marketing plans. |