买卖过招第一回 Buy and Sell
Dan Smith是一位美国的健身用品经销商,此次是Robert第一回与他交手。就在短短几分钟的交谈中,Robert即感到这位大汉粗犷的外表下,藏有狡黠如脱兔的心思--他肯定是名沙场老将,自己绝不可掉以轻心。双方第一回过招如下:
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英文正文
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Dan: I d like to get the ball rolling by talking about prices.
Robert: Shoot. I d be happy to answer any questions you may have.
Dan: Your products are very good. But I m a little worried about the prices you re asking.
Robert: You think we should be asking for more?
Dan: 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.
Robert: That seems to be a little high, Mr. Smith. I don t know how we can make a profit with those numbers.
Dan: Please, Robert, call me Dan. Well, if we promise future business -- volume sales that will slash your costs for making the Exec-U-Ciser, right?
Robert: Yes, but it s hard to see how you can place such large orders. How could you turn over so many? We d need a guarantee of future business, not just a promise.
Dan: We said we wanted 1000 pieces over a six month period. What if we place orders for twelve months, with a guarantee?
Robert: If you can guarantee that on paper, I think we can discuss this further.
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中文翻译
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D: 我想就从价钱方面开始谈吧!
R: 洗耳恭听!我很乐意答复任何问题。
D: 贵公司的产品很出色;但你们开的价码,让我觉得有点困难。
R: 你是觉得我们应该把价钱开高一点啰?
D: 我不是这个意思。我知道你们投入很高的开发费用,但是,我想要七五折。
R: Smith先生,这个折扣似乎多了点。这样的价格,我们公司怎么能有利润可赚!
D: Robert,请叫我Dan好了。这样吧!若我们答应以后继续合作,而且是大笔的生意,就可以使你们大幅降低‘健你乐’的制造成本,对不?
R: 嗯!不过,我看不出您怎能下这么大笔的订单?!贵公司如何销售这么多的货呢?我们要的可是保证,而不是随口答应就算数的哦!
D: 我们本来说半年内订货1000件。如果现在我们保证一年内都会跟你们订货,你意下如何?
R: 如果你们能以书面保证,我想我们可以再谈。
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