外貿業(yè)務員現(xiàn)場過招[1]

    外貿業(yè)務員現(xiàn)場過招（一） 

    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動產品公司，專程來中國尋找加工合作方。接洽的加工產品是運動型"磁質石膏護墊"，受傷的運動員使用這種產品上場比賽，即可保護受傷部位，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）。

    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 （技術轉讓）。

    Lucky 提出了合作條件，Kevin會答應嗎？欲知后事如何，且看下一輪談判。（來源：外語教育網
）