爭(zhēng)取產(chǎn)品代理權(quán) Buy and Sell

Botany Bay是家生產(chǎn)高科技醫(yī)療用品的公司。其產(chǎn)品‘病歷磁盤’（Medic－Disk）可貯存?zhèn)€人病歷；數(shù)據(jù)取用方便，真是達(dá)到‘一碟在手，妙用無(wú)窮’的目標(biāo)。此產(chǎn)品廣泛使用于醫(yī)院﹑養(yǎng)老院﹑學(xué)校等。因此Pacer有意爭(zhēng)取該產(chǎn)品軟﹑硬設(shè)備的代理權(quán)。以下就是Robert與Botany Bay的代表，Mark Davis，首度會(huì)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.

句型總結(jié)

●　 根據(jù)調(diào)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.

　 想要取信別人，首重真憑實(shí)據(jù)。引用調(diào)查結(jié)果的句型是："Our research shows (that)..."。
　 此句型可接子句，直接陳述調(diào)查的結(jié)果；其作用在于向?qū)Ψ桨凳咀约阂言谑虑白隽讼喈?dāng)程度的了解，對(duì)眼前的情形了如指掌。

●　 證明實(shí)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.

　 對(duì)方若懷疑自己公司的實(shí)力，有意采高姿態(tài)時(shí)，最佳的反擊方式就是重申己方實(shí)力堅(jiān)強(qiáng)且有目共睹。說(shuō)法為："We're already well-established in the...business."。
　 "well-established"，意思是‘基礎(chǔ)穩(wěn)固的’。整句話的含意是‘我們?cè)凇缏曌u(yù)卓著’，語(yǔ)氣充滿自信。直接有力，卻不魯莽。

●　 合作遠(yuǎn)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"對(duì)其公司原有產(chǎn)品線會(huì)有錦上添花的作用時(shí)，他說(shuō)："The Medic Disk would be a good addition to our product range."。
　 "product range"是指‘產(chǎn)品所包含的種類、項(xiàng)目’。從"addition"這字可得知，該產(chǎn)品與自己公司的產(chǎn)品屬相同領(lǐng)域；同時(shí)暗示對(duì)方，此產(chǎn)品若能加入本公司的產(chǎn)品陣容，則我方可輕易掌握銷售方面的重點(diǎn)與方向。