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外贸业务员现场过招[1]
08-12-27 | www.ningbotutor.com | From: 网络 View:

   

外贸业务员现场过招(一)

    今天Lucky的办公室出现了一个生面孔――Kevin Hughes,此人代表美国一家运动产品公司,专程来中国寻找加工合作方。接洽的加工产品是运动型"磁质石膏护垫",受伤的运动员使用这种产品上场比赛,即可保护受伤部位,且不妨碍活动。

    现在,我们就来看看两人的会面情况:

    L: We found your proposal quite interesting, Mr. Hughes. We''d like to weigh the pros and cons (衡量得失) with you.

    K: Mr. Lucky, we''ve looked all over Asia for a manufacturer; your company is one of the most suitable.

    L: If we can settle a number of basic questions, I''m confident in saying that we are the most suitable for your needs.

    K: I hope so. And what might be the basic questions you have?

    L: First, do you intend to take a position in (投资于……) our company?

    K: No, we don''t, Mr. Lucky. This is just OEM (Original Equipment Manufacturing,贴牌生产)。

    L: I see. Then, the most important thing is the size of your orders. We''ll have to invest a great deal of money in the new production process.

    K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.

    L: At US $1000 a piece, we''ll make an average return of just 4%. That''s too great a financial burden for us.

    K: I''ll check the number later, but what do you propose?

    L: Here''s how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer (技术转让)。

    Lucky 提出了合作条件,Kevin会答应吗?欲知后事如何,且看下一轮谈判。

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