健身用品與經(jīng)銷商會(huì)晤 1

　　Dan Smith是一位美國(guó)的健身用品經(jīng)銷商，此次是Robert Liu第一回與他交手。就在短短幾分鐘的交談中，Robert Liu既感到這位大漢粗獷的外表，藏有狡兔的心思――他肯定是沙場(chǎng)老將，自己絕不可掉以輕心。雙方第一回過(guò)招如下：

　　D: I'd like to get the ball rolling（開(kāi)始）by talking about prices.

　　R: Shoot.（洗耳恭聽(tīng)）I'd be happy to answer any questions you may have.

　　D: Your products are very good. But I'm a little worried about the prices you’re asking.

　　R: You think we about be asking for more?(laughs)

　　D: (chuckles莞爾) That's not exactly what I had in mind. I know your research costs are high, but what I’d like is a 25% discount.

　　R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.

　　D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales（大筆交易）――that will slash your costs（大量減低成本）for making the Exec-U-ciser, right?

　　R: Yes, but it's hard to see how you can place such large orders. How could you turn over（銷磬）so many? (pause) We’d need a guarantee of future business, not just a promise.

　　D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?

　　R: If you can guarantee that on paper, I think we can discuss this further.