商务谈判第三步第三部分.docxVIP

个人收集整理 仅供参考学习 商务谈判第三步第三部分 ---过程 与代理有关的谈判申请地区代理或独家代理 Dialogue 1 比尔向李斯特先生提出在德国其他地区设立独家代理机构的建议。 Bill: Business hasn’tbeen very brisk in our line recently, Mr. Lister.资 料个人收集整理，勿做商业用途 Lister: Yes, orders have been few and far between, I must admit资.料个 人收集整理，勿做商业用途 Bill: How do you account for that? No demand or overstock资.料个人收集 整理，勿做商业用途 Lister: One reason is, the market has been sluggish. Another reason is too many suppliers资.料个人收集整理，勿做商业用途 Bill: Do you have any agencies in other parts of Germany?资料个人收集整 理，勿做商业用途 Lister: No, we work solely from Berlin. Bill: Then, you might be missing out on what other areas have to offer.资料个人收集整理，勿做商业用途 Lister: I don’t think so. Our representatives tours around the country ever so often资.料个人收集整理，勿做商业用途 Bill: In a word, I ’d like you to think it over. Lister: I ’ll take it into consideration, and let you know what decision we reach.资料个人收集整理，勿做商业用途 Dialogue 2 1/10 个人收集整理 仅供参考学习 ABC 是一家生产手提电脑的公司。 Robert有意争取该公司铲平的代 理权。 Mike: Mr. Robert, total sales on the Portable Computer were US$200,000 last year, through our agent in China资.料个人收集整理， 勿做商业用途 Robert: Our research shows most of your sales are made in the Southern area. Your agent has only been able to target the southern market.资料个人收集整理，勿做商业用途 Mike: True, but we are happy with the sales. It’s a new product资.料个人 收集整理，勿做商业用途 Robert: We have enjoyed great popularity in this line. We have no doubt that we can do better this year if you appoint us as your sales agent.资料个人收集整理，勿做商业用途 Mike: Can you tell me what your sales have been like in the past years?资料个人收集整理，勿做商业用途 Robert: In the past four years, our unit sales have gone up by 400 percent, and profits have gone up almost 450 percent资料.个人收集整理，勿做商 业用途 Mike: What kind of distribution capabilities do you have?资料个人收集整理， 勿做商业用途 Robert: We have salespeoplein our major areas around China, selling directly to customers资.料个人收集整理，勿做商业用途 Mike: What about your sales? Robert: In terms of unit sales, 50 percent is still from the Southern area. The rest co