外貿(mào)業(yè)務(wù)員會見外國客戶對話實(shí)例

　　外貿(mào)人接見客戶是常見的事，因此，會面的交談就格外重要，因?yàn)榭蛻魜淼侥愕?工廠，你等于你成功了80%，這張很有可能拿下。

　　今天Lucky的辦公室出現(xiàn)了一個生面孔――Kevin Hughes，此人代表美國一家運(yùn)動產(chǎn)品公司，專程來中國尋找加工合作方。接洽的加工產(chǎn)品是運(yùn)動型"磁質(zhì)石膏護(hù)墊"，受傷的運(yùn)動員使用這種產(chǎn)品上場比賽，即可保護(hù)受傷部位，且不妨礙活動。

　　現(xiàn)在，我們就來看看兩人的會面情況：

　　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 (投資于……) our company?

　　K： No, we don't, Mr. Lucky. This is just OEM (Original Equipment Manufacturing，貼牌生產(chǎn))。

　　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 (技術(shù)轉(zhuǎn)讓)。

　　Lucky 提出了合作條件，Kevin會答應(yīng)嗎?欲知后事如何，且看下一輪談判。

　　Lucky在前面的'談判中提出簽約十年、提高單價和技術(shù)轉(zhuǎn)讓的要求，Kevin會不會答應(yīng)呢?如果答案是否定的話，Lucky又有何打算?他一心為公司的利益謀劃，極力爭取技術(shù)轉(zhuǎn)移的協(xié)定，而對方會甘心出讓此項(xiàng)比金錢更珍貴的資產(chǎn)嗎?

　　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 (冒險) for just two year's sales, I'm sorry, but you're not in our ballpark (接受的范圍)。

　　K： What would it take to keep Pacer interested?

　　L： A three-year guarantee, not two. And a quality inspection(質(zhì)量檢查)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 (資本支出) for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground (取得初步進(jìn)步)。

　　行至此處，談判都還算是在和諧的氣氛下進(jìn)行，雙方各自尋求獲利的方案。Lucky 再次提出技術(shù)轉(zhuǎn)移的要求，不知雙方會有何種結(jié)論。

　　為了達(dá)到技術(shù)轉(zhuǎn)移的目的，Lucky提出保證。不知這些保證能否消除Kevin心中的顧慮，而今此談判是否終露曙光呢?

　　K： If we transferred our technical and research expertise (技術(shù)與研究的專業(yè)知識), what would stop you from making the same product?

　　L： We'd be willing to sign a commitment. We'll put it in writing (書面保證) 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 (一批的生產(chǎn)) 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 (處理突發(fā)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.

　　談判至此，雙方達(dá)成一致，也都盡力為己方爭取到了最大利益，可算得上談判成功的良好范例了。

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