争取产品代理权 Buy and Sell

Botany Bay是家生产高科技医疗用品的公司。其产品‘病历磁盘’（Medic－Disk）可贮存个人病历；数据取用方便，真是达到‘一碟在手，妙用无穷’的目标。此产品广泛使用于医院﹑养老院﹑学校等。因此Pacer有意争取该产品软﹑硬设备的代理权。以下就是Robert与Botany Bay的代表，Mark Davis，首度会面的情形：

英文正文

Mark: Mr. Liu, total sales on the Medic Disk were $100,000 last year, through our agent in Hong Kong.

Robert: Our research shows most of your sales are made in the Taipei area. Your agent has only been able to target the Taipei market.

Mark: True, but we are happy with the sales. It's a new product. How could you do better?

Robert: We're already well established in the medical products business. The Medic Disk would be a good addition to our product range.

Mark: Can you tell me what your sales have been like in past years?

Robert: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent.

Mark: What kind of distribution capabilities do you have?

Robert: We have salespeople in four major areas around the island, selling directly to customers.

Mark: What about your sales?

Robert: In terms of unit sales, 55 percent are from the Taipei area. The rest comes from the Kaohsiung, Taichung, and the Tainan areas. That's a great deal of untapped market potential, Mr. Davis.

句型总结

●　 根据调查
1. Our research shows (that) most of your sales are made in the Taipei area.
2. Our investigations show (that) most of your sales are made in the Taipei area.
3. We've learned (that) most of your sales are made in the Taipei area.
4. We're aware of the fact (that) most of your sales are made in the Taipei area.

　 想要取信别人，首重真凭实据。引用调查结果的句型是："Our research shows (that)..."。
　 此句型可接子句，直接陈述调查的结果；其作用在于向对方暗示自己已在事前做了相当程度的了解，对眼前的情形了如指掌。

●　 证明实力
1. We're already well established in the medical products business.
2. We have many years' experience in the medical products business.
3. We've been very successful in the medical products business.
4. We've successfully established ourselves in the medical products business.

　 对方若怀疑自己公司的实力，有意采高姿态时，最佳的反击方式就是重申己方实力坚强且有目共睹。说法为："We're already well-established in the...business."。
　 "well-established"，意思是‘基础稳固的’。整句话的含意是‘我们在…界声誉卓著’，语气充满自信。直接有力，却不鲁莽。

●　 合作远景
1. The Medic Disk would be a good addition to our product range.
2. The Medic Disk would nicely expand our product range.
3. The Medic Disk would be a good complement to our product range.
4. The Medic Disk would be a good additional line for our product range.

　 Robert表示"Medic Disk"对其公司原有产品线会有锦上添花的作用时，他说："The Medic Disk would be a good addition to our product range."。
　 "product range"是指‘产品所包含的种类、项目’。从"addition"这字可得知，该产品与自己公司的产品属相同领域；同时暗示对方，此产品若能加入本公司的产品阵容，则我方可轻易掌握销售方面的重点与方向。