外贸业务员现场过招

今天Lucky的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来中国寻找加工合作方。接下来，小编给大家准备了外贸业务员现场过招,欢迎大家参考与借鉴。

接洽的加工产品是运动型"磁质石膏护垫"，受伤的运动员使用这种产品上场比赛，即可保护受伤部位，且不妨碍活动。

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 pros1 and cons2 (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 (投资于……) our company?

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

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 (技术转让)。

Lucky 提出了合作条件，Kevin会答应吗?欲知后事如何，且看下一轮谈判。

Lucky

为了达到技术转移的目的，Lucky提出保证。不知这些保证能否消除Kevin心中的顾虑，而今此谈判是否终露曙光呢?

K： If we transferred our technical and research expertise1 (技术与研究的专业知识), what would stop you from making the same product?

L： We'd be willing to sign a commitment. We'll put it in writing (书面保证) 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 (一批的生产) 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 (处理突发事件)。

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.

谈判至此，双方达成一致，也都尽力为己方争取到了最大利益，可算得上谈判成功的良好范例了。