精品商务谈判第三步第三部分.docx

精品商务谈判第三步第三部分.docx

《精品商务谈判第三步第三部分.docx》由会员分享，可在线阅读，更多相关《精品商务谈判第三步第三部分.docx（8页珍藏版）》请在冰豆网上搜索。

精品商务谈判第三步第三部分

商务谈判第三步第三部分---过程

4与代理有关的谈判

申请地区代理或独家代理

Dialogue1

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:

Businesshasn’tbeenverybriskinourlinerecently,Mr.Lister.资料个人收集整理，勿做商业用途

Lister:

Yes,ordershavebeenfewandfarbetween,Imustadmit.资料个人收集整理，勿做商业用途

Bill:

Howdoyouaccountforthat?

Nodemandoroverstock.资料个人收集整理，勿做商业用途

Lister:

Onereasonis,themarkethasbeensluggish.Anotherreasonistoomanysuppliers.资料个人收集整理，勿做商业用途

Bill:

DoyouhaveanyagenciesinotherpartsofGermany?

资料个人收集整理，勿做商业用途

Lister:

No,weworksolelyfromBerlin.

Bill:

Then,youmightbemissingoutonwhatotherareashavetooffer.资料个人收集整理，勿做商业用途

Lister:

Idon’tthinkso.Ourrepresentativestoursaroundthecountryeversooften.资料个人收集整理，勿做商业用途

Bill:

Inaword,I’dlikeyoutothinkitover.

Lister:

I’lltakeitintoconsideration,andletyouknowwhatdecisionwereach.资料个人收集整理，勿做商业用途

Dialogue2

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,totalsalesonthePortableComputerwereUS$200,000lastyear,throughouragentinChina.资料个人收集整理，勿做商业用途

Robert:

OurresearchshowsmostofyoursalesaremadeintheSouthernarea.Youragenthasonlybeenabletotargetthesouthernmarket.资料个人收集整理，勿做商业用途

Mike:

True,butwearehappywiththesales.It’sanewproduct.资料个人收集整理，勿做商业用途

Robert:

Wehaveenjoyedgreatpopularityinthisline.Wehavenodoubtthatwecandobetterthisyearifyouappointusasyoursalesagent.资料个人收集整理，勿做商业用途

Mike:

Canyoutellmewhatyoursaleshavebeenlikeinthepastyears?

资料个人收集整理，勿做商业用途

Robert:

Inthepastfouryears,ourunitsaleshavegoneupby400percent,andprofitshavegoneupalmost450percent.资料个人收集整理，勿做商业用途

Mike:

Whatkindofdistributioncapabilitiesdoyouhave?

资料个人收集整理，勿做商业用途

Robert:

WehavesalespeopleinourmajorareasaroundChina,sellingdirectlytocustomers.资料个人收集整理，勿做商业用途

Mike:

Whataboutyoursales?

Robert:

Intermsofunitsales,50percentisstillfromtheSouthernarea.TherestcomesfromSoutheast,Northeast,andNorthwestareas.Thatisagreatdealofuntappedmarketpotential,Mr.Mike.资料个人收集整理，勿做商业用途

Mike:

Mr.Robert,whatkindofsalesdoyouthinkyoucouldget?

资料个人收集整理，勿做商业用途

Robert:

Well,firstofall,we’dhavetoinsistonsoleagencyinSouthernarea.Webelievesalescouldsoarby40%to50%inthefirstyear.Butcertainconditionswouldhavetobemet.资料个人收集整理，勿做商业用途

Mike:

Whatkindofconditions?

Robert:

Wewouldlikeyoutogivetrainingtoourtechnicalandmaintenancestaff.We’dalsolikeyoutopayafeeafter-salesservice,weusuallypayayearlyfeeonthebasisoftotalsales.资料个人收集整理，勿做商业用途

Robert:

Soundsgood,aslongaswecancometotermsonhowmuchisfair.Asformarketingsupport,wewouldlikeyoutoassume50%ofadvertising&publicityexpenses.资料个人收集整理，勿做商业用途

Mike:

Weprefer40%.Manyclientslearnaboutourproductsthroughinternationalmagazines,tradeshows,butyougetthesalesinChina.资料个人收集整理，勿做商业用途

Robert:

Wewillconsiderit,anddiscussthissubjecttomorrow.资料个人收集整理，勿做商业用途

Mike:

Fine.Wewouldlikeyoutotellusaboutyourmarketingplans.资料个人收集整理，勿做商业用途

商谈代理佣金

Dialogue1

李斯特和徐先生在商谈独家代理的佣金。

Lister:

Bytheway,whatcommissioncanweobtain?

Weexpectan8%commission.资料个人收集整理，勿做商业用途

Mr.Xu:

Whatisthetotalannualturnoveryoucouldfulfill?

资料个人收集整理，勿做商业用途

Lister:

8000setseachyear.

Mr.Xu:

Commissionisusuallygivenaspercentageofthetotalvalueofatransaction.Ouragentsinotherareasusuallygeta3%-5%commission.资料个人收集整理，勿做商业用途

Lister:

Mr.Xu,asyouknow,wedobusinessonacommissionbasis.WemustsendoursalesmentodoalotoftravellingandspendagreatdealofmoneyonadvertisinginTVprograms,newspapersandmagazines.An8%commissionwon’tleaveusmuch.资料个人收集整理，勿做商业用途

Mr.Xu:

Ourpriceiscalculatedaccordingtothecost.An8%commissionmeansanincreaseinourprice.Sincewehavemadeconcessioninprice,we’llgiveyoua3%commission.Thisisthebestwecando.资料个人收集整理，勿做商业用途

Lister:

Thecommissionyougiveistoolittle.Wehavenowaytopromotethesalesofyourproducts.资料个人收集整理，勿做商业用途

Mr.Xu:

Let’sputitinthisway:

Isuggestthatweshouldsignasoleagencyagreementonthiscommodityforadurationofthreeyears.Theamountoftransactioninthefirstyearis3000,000USdollars,5000,000USdollarsinthethirdyear.TheareaisthewholeofAmerica.Thecommissionis5%.Isthatright?

资料个人收集整理，勿做商业用途

Lister:

Mr.Xu,youaretoohardonme.

Mr.Xu:

Youarewrong,Mr.Lister.Wevaluethefriendshipbetweenusmorethananything.Asyouknow,withthesoleagencyinyourhands,therewillbenocompetitiors,andyoucouldeasilycontrolthemarket,whichsurelyresultsinbiggersales.I’msureyoucanfulfilltheagreement.资料个人收集整理，勿做商业用途

Lister:

Well,Ifyousayso,Ihavenorejection.Let’ssigntheagreementtomorrow.资料个人收集整理，勿做商业用途

同意代理请求

Dialogue1

Alice已和Brown有了一段时间的生意往来，她适时地提出了想要争取在纽约做独家代理人。

Brown没有马上同意。

资料个人收集整理，勿做商业用途

Alice:

Mr.Brown,wehavedonebusinesswitheachotherfornearlyfiveyears,ifI’mnotmistaken.资料个人收集整理，勿做商业用途

Brown:

Yes.AndIhavetosaythatwegetalongwitheachotherquitesatisfactory.资料个人收集整理，勿做商业用途

Alice:

Diditeveroccurtoyouthatwemighttakeanewstepforward?

HaveyoueverconsideredappointingusasyoursoleagencyinNewYork?

资料个人收集整理，勿做商业用途

Brown:

Italldependsonwhatyoucando.

Alice:

Whatdoyouthinkistheminimumannualsalesvolumeyoucanguarantee?

资料个人收集整理，勿做商业用途

Brown:

Itsoundsabitconservative,doesn’tit?

Tobeouragent,yourminimumannualturnovershouldbeatleast60,000sets.资料个人收集整理，勿做商业用途

Alice:

Thisfigurecanbeincreasedto60,000setsforthesecondyear.资料个人收集整理，勿做商业用途

Brown:

We’llgiveitaboughtandletyouknowpromptly.资料个人收集整理，勿做商业用途

Brown经过一番考虑之后，同意Alice做代理的请求。

Brown:

MissAlice,inviewofourlongbusinessrelationsandamicablecooperationprospects,wehavedecidedtoofferyouanappointmentasoursoleagentforNewYork.资料个人收集整理，勿做商业用途

Alice:

I’mgladtohearthat.Wewillredoubleoureffortstopushthesaleofyourproducts.资料个人收集整理，勿做商业用途

Brown:

Idon’tthinkitnecessaryformetopointouttoyouthatasoursoleagentyouarenottohandlethesameorsimilarproductsofotherorigins.资料个人收集整理，勿做商业用途

Alice:

No,certainlynot.

Brown:

Andyouarenotallowedtore-exportourgoodstoanyotherplaceoutsideNewYork.资料个人收集整理，勿做商业用途

Alice:

That’sreasonable.Whatelseisthereinthisrespect?

资料个人收集整理，勿做商业用途

Brown:

Somethingelse.Everythreemonthswewouldliketoreceivefromyouadetailedreportoncurrentmarketconditionsandtheusers’commentsonyourproducts.资料个人收集整理，勿做商业用途

Alice:

I’llbepleasedtofurnishyouwithanyinformationyouneed.资料个人收集整理，勿做商业用途

Brown:

Sowe’vereachedamutualunderstandingonallthemajorpoints.YouaregoingtoactasoursoleagentinNewYork.Congratulations,MissAlice!

资料个人收集整理，勿做商业用途

拒绝代理请求

Dialogue1

杰克逊向刘先生提出代理其公司的产品，刘先生拒绝了他的代理建议。

Jackson:

Wethinkitishightimetoseriouslyputforwardthisproblem.Withexclusiveagencyagreement,weshallbeallthemoreactiveinpushingthesaleofyourproducts.资料个人收集整理，勿做商业用途

Liu:

Butweareonlyattheget-acquaintedstageanddon’tknoweathotherverywell.Besides,wedon’thavemuchexperienceofcooperationbetweenus.资料个人收集整理，勿做商业用途

Jackson:

Youdohaveawaywithsuchkindsofthings.Allright,accordingtoyourestimate,whatannualsalesvolumecanyoufulfillatthebeginning?

资料个人收集整理，勿做商业用途

Jackson:

30,000setsforallmodelsofcomputers.

Liu:

I’mafraidyouaretooconservative.Asoursoleagent,thisfigureisfarfrombeingenough.Isuggest，asapreliminarystep,youdoalittleresearchintothemarket.资料个人收集整理，勿做商业用途

Jackson:

Doyoumeantosayyourefuseusastheagent?

资料个人收集整理，勿做商业用途

Liu:

WhatImeanisthattoactasouragent,youmustatleasthaveatyourfinger-endstheconcretequantitiesoftheannualsalesvolume.Onlywhenyouhaveathoroughknowledgeofthemarketingpossibilitiesofourproducts,wecanthendiscussfurtherdetails.资料个人收集整理，勿做商业用途

Dialogue2

陈先生向乔治提出代理其公司的产品，乔治拒绝了他的代理申请。

Chen:

IthinkyouknowalreadythatIwanttodiscusstherepresentationforyourgarments.资料个人收集整理，勿做商业用途

George:

Yes.YoumentioneditinyourE-mail.Totellthetruth,yourproposalsurprisedus.Ouragentsinotherareasusuallygeta3%-5%commission,butyouwanttogetan8%commission.资料个人收集整理，勿做商业用途

Chen:

TheEuropeanmarketisnotfamiliarwithyourproducts.YouhavecompetitorsfromJapan,SouthKoreaandothercontinentalcountries.Atthebeginningofourcampaign,thereissalesresistancetoovercome.WemustsendoutsalesmentodoalotoftravellingandspendaconsiderableamountofmoneyonadvertisinginnewspapersandTVprogrammes.An8%commissionwillnotleaveusmuch.资料个人收集整理，勿做商业用途

George:

Accordingtoyourestimate,whatisthemaximumannualturnoveryoucouldfulfill?

资料个人收集整理，勿做商业用途

Chen:

Wewillalwaysdoourutmosttoenlargethebusiness,asourprofitincreaseswiththeturnover,butwewillnotguaranteeanything,atleastnotguaranteeatthebeginning.资料个人收集整理，勿做商业用途

George:

Weappreciateverymuchyourintentiontopushthesaleofourproducts.Butoursuggestiontoyou,Mr.Chen,asapreliminarystep,istodoalittleresearchintothemarket.资料个人收集整理，勿做商业用途

Chen:

Doyoumeantosayyourefuseusastheagent?

资料个人收集整理，勿做商业用途

George:

Mr.Chen,youleaveusnoalternative.WecannotgiveyourexclusiveagencyofthewholeEuropeanmarketwithouthavinganideaofyourpossibleannualmarketingturnover.Besides,ourpriceiscalculatedaccordingtothecost.An8%commissionmeansanincreaseinourprice.Wemusthavethereactionofthebuyersinthisrespect.资料个人收集整理，勿做商业用途

Chen:

Oh,that’sjusttoobad.Iintendedtomakegreateffortinsellingyourproducts.资料个人收集整理，勿做商业用途

George:

Well,wecan