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外貿(mào)業(yè)務(wù)員會(huì)見外國客戶對話實(shí)例

時(shí)間:2021-02-07 15:22:18 外貿(mào)英語 我要投稿

外貿(mào)業(yè)務(wù)員會(huì)見外國客戶對話實(shí)例

  外貿(mào)人接見客戶是常見的事,因此,會(huì)面的交談就格外重要,因?yàn)榭蛻魜淼侥愕?工廠,你等于你成功了80%,這張很有可能拿下。

外貿(mào)業(yè)務(wù)員會(huì)見外國客戶對話實(shí)例

  今天Lucky的辦公室出現(xiàn)了一個(gè)生面孔――Kevin Hughes,此人代表美國一家運(yùn)動(dòng)產(chǎn)品公司,專程來中國尋找加工合作方。接洽的加工產(chǎn)品是運(yùn)動(dòng)型"磁質(zhì)石膏護(hù)墊",受傷的運(yùn)動(dòng)員使用這種產(chǎn)品上場比賽,即可保護(hù)受傷部位,且不妨礙活動(dòng)。

  現(xiàn)在,我們就來看看兩人的會(huì)面情況:

  L: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons (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 (投資于……) our company?

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

  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 (技術(shù)轉(zhuǎn)讓)。

  Lucky 提出了合作條件,Kevin會(huì)答應(yīng)嗎?欲知后事如何,且看下一輪談判。

  Lucky在前面的'談判中提出簽約十年、提高單價(jià)和技術(shù)轉(zhuǎn)讓的要求,Kevin會(huì)不會(huì)答應(yīng)呢?如果答案是否定的話,Lucky又有何打算?他一心為公司的利益謀劃,極力爭取技術(shù)轉(zhuǎn)移的協(xié)定,而對方會(huì)甘心出讓此項(xiàng)比金錢更珍貴的資產(chǎn)嗎?

  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 (透露) 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 (冒險(xiǎn)) for just two year's sales, I'm sorry, but you're not in our ballpark (接受的范圍)。

  K: What would it take to keep Pacer interested?

  L: A three-year guarantee, not two. And a quality inspection(質(zhì)量檢查)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 making huge capital outlay (資本支出) for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground (取得初步進(jìn)步)。

  行至此處,談判都還算是在和諧的氣氛下進(jìn)行,雙方各自尋求獲利的方案。Lucky 再次提出技術(shù)轉(zhuǎn)移的要求,不知雙方會(huì)有何種結(jié)論。

  為了達(dá)到技術(shù)轉(zhuǎn)移的目的,Lucky提出保證。不知這些保證能否消除Kevin心中的顧慮,而今此談判是否終露曙光呢?

  K: If we transferred our technical and research expertise (技術(shù)與研究的專業(yè)知識(shí)), what would stop you from making the same product?

  L: We'd be willing to sign a commitment. We'll put it in writing (書面保證) 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 (一批的生產(chǎn)) 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 (處理突發(fā)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.

  談判至此,雙方達(dá)成一致,也都盡力為己方爭取到了最大利益,可算得上談判成功的良好范例了。

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