銷(xiāo)售代理 銷(xiāo)售能力 Sales Agent
Botany Bay是家生產(chǎn)高科技醫(yī)療用品的公司。其產(chǎn)品“病例磁盤(pán)”可儲(chǔ)存?zhèn)�人病例；資料取用方便，真是達(dá)到“一盤(pán)在手，妙用無(wú)窮”的目的。這種產(chǎn)品可廣泛應(yīng)用于醫(yī)院、養(yǎng)老院、學(xué)校等。因此Pacer有意爭(zhēng)取該產(chǎn)品軟硬件設(shè)備的代理權(quán)。以下就是Robert與Botany Bay的代表，Mark Davis，首度會(huì)面的情形：
M: Mr. Liu, total sales on the Medic-Disk were US$100,000 last year, through our agent in Hong Kong.
R: Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market（把……作為目標(biāo)市場(chǎng)）.
M: True, but we are happy with the sales. It's a new product. How could you do better?
R: We're already well-established in the medical products business. The Medic-Disk would be a good addition to our product range.
M: Can you tell me what your sales have been like in past years?
R: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent.
M: What kind of distribution capabilities（分銷(xiāo)能力）do you have?
R: We have salespeople in four major areas around the island, selling directly to customers.
M: What about your sales?
R: In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. That's a great deal of untapped market potential（未開(kāi)發(fā)的市場(chǎng)潛力）, Mr. Davis.
M: 劉先生，‘病歷磁盤(pán)’透過(guò)我們香港的代理，去年的銷(xiāo)售鎖已達(dá)十萬(wàn)美元。
R: 我們的調(diào)查顯示，該產(chǎn)品的.銷(xiāo)售市場(chǎng)主要在臺(tái)北地區(qū)。你們的代理商僅能以臺(tái)北為目標(biāo)市場(chǎng)。
M: 不錯(cuò)！但我們對(duì)這樣的銷(xiāo)售成績(jī)十分滿意。這畢竟是新產(chǎn)品嘛！要賣(mài)得更好不容易。
R: 我們公司在醫(yī)療用品界一向信譽(yù)卓著。‘病歷磁盤(pán)’若能加入我們的產(chǎn)品陣容，將會(huì)是一條好路線。
M: 您能否談?wù)勝F公司過(guò)去幾年的銷(xiāo)售情形？
R: 過(guò)去三年中，我們單項(xiàng)產(chǎn)品銷(xiāo)售量成長(zhǎng)百分之三百五十；利潤(rùn)則飆長(zhǎng)了將近四百個(gè)百分點(diǎn)。
M: 貴公司的通路掌握情形如何？
R: 我們?cè)谌∷膫�(gè)主要地區(qū)都有銷(xiāo)售人員，將產(chǎn)品直銷(xiāo)給客戶。
M: 那銷(xiāo)路如何？
R: 以單項(xiàng)產(chǎn)品而言，百分之五十五的銷(xiāo)路仍來(lái)自臺(tái)北地區(qū)。其它則分別來(lái)自高雄、臺(tái)中、臺(tái)南等地區(qū)。Davis先生，這些未開(kāi)發(fā)的市場(chǎng)可是具有相當(dāng)潛力哦！
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