商務談判實例(七)

BotanyBay是家生產高科技醫療用品的公司。其產品“病例磁盤”可儲存個人病例；資料取用方便，真是達到“一盤在手，妙用無窮”的目的。此產品可廣泛使用于醫院、養老院、學校等。因此Pacer有意爭取該產品軟硬件設備的代理權。

以下就是Robert與BotanyBay的代表，MarkDavis，首度會面的情形：

M:Mr.Liu,totalsalesontheMedic-DiskwereU.S.$100,000lastyear,throughouragentinHongKong.
R:Ourresearchshowsmostofyoursales,aremadeintheTaipeiarea.YouragenthasonlybeenabletotargettheTaipeimarket（把……作為目標市場）.
M:True,butwearehappywiththesales.It'sanewproduct.Howcouldyoudobetter?
R:We'realreadywell-establishedinthemedicalproductsbusiness.TheMedic-Diskwouldbeagoodadditiontoourproductrange.
M:Canyoutellmewhatyoursaleshavebeenlikeinpastyears?
R:Inthepastthreeyears,ourunitsaleshavegoneupby350percent;profitshavegoneupalmost400percent.
M:Whatkindofdistributioncapabilities（分銷能力）doyouhave?
R:Wehavesalespeopleinfourmajorareasaroundtheisland,sellingdirectlytocustomers.
M:Whataboutyoursales?
R:Intermsofunitsales,55percentarestillfromtheTaipeiarea.TherestcomesfromtheKaohsiung,Taichung,andTainanareas.That'sagreatdealofuntappedmarketpotential（未開發的市場潛力）,Mr.Davis