Dan Smith是一位美国的健身用品经销商,此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中,Robert Liu既感到这位大汉粗犷的外表,藏有狡兔的心思――他肯定是沙场老将,自己绝不可掉以轻心。双方第一回过招如下:
D: Id like to get the ball rollingby talking about prices.
R: Shoot.Id be happy to answer any questions you may have.
D: Your products are very good. But Im a little worried about the prices youre asking.
R: You think we about be asking for more?
D: Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount.
R: That seems to be a little high, Mr. Smith. I dont know how we can make a profit with those numbers.
D: Please, Robert, call me Dan. Well, if we promise future business――volume sales――that will slash your costsfor making the Exec-U-ciser, right?
R: Yes, but its hard to see how you can place such large orders. How could you turn overso many? Wed need a guarantee of future business, not just a promise.
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
R: If you can guarantee that on paper, I think we can discuss this further.
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