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 o# i Q' Q+ H9 R/ K( P' Q
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.
) L! o& U8 N2 T6 B/ y5 a m: what kinds of conditions?2 x$ G: t4 q3 s5 |1 k
r: we'd need your full technical and marketing support.! S- `6 \1 z8 z$ I) u4 [9 O. L
m: could you explain what you mean by that?- g2 n5 s6 ~. }1 i. p, l
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.
' H/ A2 H- c4 m0 D m: it's no problem with the training. as for service support, we usually pay a yearly fee, pegged to(根据)total sales.' j; A4 A, ?: N; L0 K' I% w
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.( Y% `4 J5 x- f, H+ z
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.
0 s3 E9 U- q* T r: we'll think about it, and talk more tomorrow.) E" R2 S! Y% J; a
m: fine. we'd like you to tell us about your marketing plans. |