单位文秘网 2020-10-16 20:53:48 点击: 次
:情景对话
an Smith是一位美国的健身用品经销商,此次是RobertLiu第一回与他交手。就在短短几分钟的交谈中,RobertLiu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:
D: Id like to get the ball rolling(开始)by talkingabout prices.
R: Shoot.(洗耳恭听)Id be happy to answer anyquestions you may have.
D: Your products are very good. But Im a littleworried about the prices youre asking.
R: You think we about be asking for more(laughs)
D: (chuckles莞尔) Thats not exactly what I had in mind. I know your research costs arehigh, but what Id like is a 25% discount.
R: That seems to be a little high, Mr. Smith. I dont know how we can make a profit withthose numbers.
D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volumesales(大笔交易)――that will slash your costs(大量减低成本)for making the Exec-U-ciser,right
R: Yes, but its hard to see how you can place such large orders. How could you turnover(销磬)so many (pause) Wed need a guarantee of future business, not just a promise.
D: We said we wanted 1000 pieces over a six-month period. What if we place orders fortwelve months, with a guarantee
R: If you can guarantee that on paper, I think we can discuss this further.
:简洁对话K: If we transferred our technical and research expertise(技术与研究的专业知识), what would stop you from making th esame product
R: Wed be willing to sign a commitment. Well put it in writing (书面保证)that we wont copycat(仿冒)the Sports Cast within five years after ending our contract.
K: Sounds O.K., if its for any similar product. That would give us better protection. But wed have to interest on a ten year limit.
R: Fine. We have no intention of becoming your competitor.
K: Great. Then lets settle the details of the transfer agreement.
R: Well need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take
K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production
R: Our first production run(一批的生产)should be one week after our team finishes its training. But Id like your team to stay a full week after that, to handle any kitches that pop up(处理突发的事件).
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