外贸外语：经典商务英语谈判实例(7)

商务谈判实例(七)

BotanyBay是家生产高科技医疗用品的公司。其产品“病例磁盘”可储存个人病例；资料取用方便，真是达到“一盘在手，妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬件设备的代理权。

以下就是Robert与BotanyBay的代表，MarkDavis，首度会面的情形：

M:Mr.Liu,totalsalesontheMedic-DiskwereU.S.$100,000lastyear,throughouragentinHongKong.
R:Ourresearchshowsmostofyoursales,aremadeintheTaipeiarea.YouragenthasonlybeenabletotargettheTaipeimarket（把……作为目标市场）.
M:True,butwearehappywiththesales.It'sanewproduct.Howcouldyoudobetter?
R:We'realreadywell-establishedinthemedicalproductsbusiness.TheMedic-Diskwouldbeagoodadditiontoourproductrange.
M:Canyoutellmewhatyoursaleshavebeenlikeinpastyears?
R:Inthepastthreeyears,ourunitsaleshavegoneupby350percent;profitshavegoneupalmost400percent.
M:Whatkindofdistributioncapabilities（分销能力）doyouhave?
R:Wehavesalespeopleinfourmajorareasaroundtheisland,sellingdirectlytocustomers.
M:Whataboutyoursales?
R:Intermsofunitsales,55percentarestillfromtheTaipeiarea.TherestcomesfromtheKaohsiung,Taichung,andTainanareas.That'sagreatdealofuntappedmarketpotential（未开发的市场潜力）,Mr.Davis