进进商业本领栏目

(来源：中国物流论坛)

本日Lucky的办公室出现了一个生面容――Kevin Hughes，此人代表美国一家活动产物公司，特地来中国探求加工。联系的加工产物是活动型“磁质石膏护垫”，受伤的活动员包上这种产物上场角逐，即可保护受伤部位，且不故障活动。

现在，我们就来看看两人的会面情况：

L: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons（权衡得失落）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（投资于……）our company?

K: No, we don't, Mr. Lucky. This is just OEM.(加工制造）

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 U.S. $1000 a piece, we'll make an average return of just 4百分. 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.(技能让渡）

Lucky在背面的闲谈末了提出签约十年的要求，Kevin会不会理睬呢？如果谜底能反对的话，Lucky又有何计划？他同心专心为公司的长处计划，勉力夺取技能转移的协议，而对方会宁愿出让此项比款项更贵重的资产吗？

请看以下分解：

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（吐露）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（冒险）for just two year's sales, I'm sorry, but you're not in our ballpark（接受的范围）.

K: What would it take to keep Pacer interested?L: A three-year guarantee, not two. And a qualilty inspection（质量查抄）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 IT huge capital outlay（本钱支付）for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground（获得开端提高）.

行至此处，闲谈都还算是在IT的氛围下举行，双方各自追求赢利的方案。但针对技能转移这一项，Lucky所提的包管和要求可否消弭Kevin心中的挂念，现在此闲谈能否终露曙光呢？

以下对话即为您发表谜底：

K: If we transferred our technical and research expertise（技能与钻研的专业知识）, what would stop you from IT the same product?

L: We'd be willing to sign a commitment. We'll put it in writing（书面包管）that we won't copycat（仿冒）the Sports Cast within five years after ending our contract.

K: Sounds O.K., 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（一批的临盆）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 kitches that pop up（处理突发的事变）.

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.

编纂保举：做到99°也要将末了1°烧开 　　如何杜尽客户说“NO”？

佳构保举广交会上的“新颖特”经历妙龄女“玩”出超凡soho！看看这位营业小姐 晕！SOHO族的4个奇怪版本12岁神童大话搜集创业10月“热辣”动静 top10！询盘&答复询盘“杀手锏”！英语白话必会109句抢走对手客户的六年夜招抓住主顾 走好18步！！