外贸业务员会见外国客户对话实例

外贸人接见客户是常见的事,因此,会面的交谈就格外重要,因为客户来到你的 工厂,你等于你成功了80%,这张很有可能拿下。

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。

Lucky在前面的谈判中提出签约十年、提高单价和技术转让的要求,Kevin会不会答应呢?如果答案是否定的话,Lucky又有何打算?他一心为公司的利益谋划,极力争取技术转移的协定,而对方会甘心出让此项比金钱更珍贵的资产吗?

    K: We can't sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.

    L: That sounds reasonable. But could you shed some light on (透露) the size of your orders?

    K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.

    L: Excuse me, Mr. Hughes, but it seems to me we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.

    K: Mr. Lucky, you've got to give up something to get something.

    L: If you're asking us to take such a large gamble (冒险) for just two year's sales, I'm sorry, but you're not in our ballpark (接受的范围)。

    K: What would it take to keep Pacer interested?

    L: A three-year guarantee, not two. And a quality inspection(质量检查)tour after one year is fine, but we'd like some of our personnel on the team.

    K: Acceptable. Anything else?

    L: We'd be making huge capital outlay (资本支出) for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground (取得初步进步)。

    行至此处,谈判都还算是在和谐的气氛下进行,双方各自寻求获利的方案。Lucky 再次提出技术转移的要求,不知双方会有何种结论。

为了达到技术转移的目的,Lucky提出保证。不知这些保证能否消除Kevin心中的顾虑,而今此谈判是否终露曙光呢?

    K: If we transferred our technical and research expertise (技术与研究的专业知识), what would stop you from making the same product?

    L: We'd be willing to sign a commitment. We'll put it in writing (书面保证) that we won't copycat (仿冒) the Sports Cast within five years after ending our contract.

    K: Sounds OK, if it's for any "similar" product. That would give us better protection. But we'd have to interest on a ten-year limit.

    L: Fine. We have no intention of becoming your competitor.

    K: Great. Then let's settle the details of the transfer agreement.

    L: We'll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take?

    K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production?

    L: Our first production run (一批的生产) should be one week after our team finishes its training. But I'd like your team to stay a full week after that, to handle any things that pop up (处理突发事件)。

    K: Can do. Everything seems to be set, Robert. I'll bring in a sample contract tomorrow. If you like, we can sign it then.

    谈判至此,双方达成一致,也都尽力为己方争取到了最大利益,可算得上谈判成功的良好范例了。


[本日志由 Cheney 于 2010-03-18 09:59 AM 编辑]
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