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1、个人收集整理 仅供参考学习商务谈判第三步第三部分-过程4 与代理有关的谈判 申请地区代理或独家代理Dialogue 1 比尔向李斯特先生提出在德国其他地区设立独家代理机构的建议。Bill: Business hasnt been very brisk in our line recently, Mr. Lister.资料个人收集整理，勿做商业用途Lister: Yes, orders have been few and far between, I must admit.资料个人收集整理，勿做商业用途Bill: How do you account for that? No demand or
2、 overstock.资料个人收集整理，勿做商业用途Lister: One reason is, the market has been sluggish. Another reason is too many suppliers.资料个人收集整理，勿做商业用途Bill: Do you have any agencies in other parts of Germany?资料个人收集整理，勿做商业用途Lister: No, we work solely from Berlin.Bill: Then, you might be missing out on what other areas h
3、ave to offer.资料个人收集整理，勿做商业用途Lister: I dont think so. Our representatives tours around the country ever so often.资料个人收集整理，勿做商业用途Bill: In a word, Id like you to think it over.Lister: Ill take it into consideration, and let you know what decision we reach.资料个人收集整理，勿做商业用途Dialogue 2 ABC是一家生产手提电脑的公司。 Robe
4、rt有意争取该公司铲平的代理权。Mike: Mr. Robert, total sales on the Portable Computer were US$200,000 last year, through our agent in China.资料个人收集整理，勿做商业用途Robert: Our research shows most of your sales are made in the Southern area. Your agent has only been able to target the southern market.资料个人收集整理，勿做商业用途Mike: Tr
5、ue, but we are happy with the sales. Its a new product.资料个人收集整理，勿做商业用途Robert: We have enjoyed great popularity in this line. We have no doubt that we can do better this year if you appoint us as your sales agent.资料个人收集整理，勿做商业用途Mike: Can you tell me what your sales have been like in the past years?资料
6、个人收集整理，勿做商业用途Robert: In the past four years, our unit sales have gone up by 400 percent, and profits have gone up almost 450 percent.资料个人收集整理，勿做商业用途Mike: What kind of distribution capabilities do you have?资料个人收集整理，勿做商业用途Robert: We have salespeople in our major areas around China, selling directly to
7、 customers.资料个人收集整理，勿做商业用途Mike: What about your sales?Robert: In terms of unit sales, 50 percent is still from the Southern area. The rest comes from Southeast, Northeast, and Northwest areas. That is a great deal of untapped market potential, Mr. Mike.资料个人收集整理，勿做商业用途Mike: Mr. Robert, what kind of s
8、ales do you think you could get?资料个人收集整理，勿做商业用途Robert: Well, first of all, wed have to insist on sole agency in Southern area. We believe sales could soar by 40% to 50% in the first year. But certain conditions would have to be met.资料个人收集整理，勿做商业用途Mike: What kind of conditions?Robert: We would like y
9、ou to give training to our technical and maintenance staff. Wed also like you to pay a fee after-sales service, we usually pay a yearly fee on the basis of total sales.资料个人收集整理，勿做商业用途Robert: Sounds good, as long as we can come to terms on how much is fair. As for marketing support, we would like you
10、 to assume 50% of advertising& publicity expenses.资料个人收集整理，勿做商业用途Mike: We prefer 40%. Many clients learn about our products through international magazines, trade shows, but you get the sales in China.资料个人收集整理，勿做商业用途Robert: We will consider it, and discuss this subject tomorrow. 资料个人收集整理，勿做商业用途Mike:
11、 Fine. We would like you to tell us about your marketing plans.资料个人收集整理，勿做商业用途商谈代理佣金Dialogue 1 李斯特和徐先生在商谈独家代理的佣金。Lister: By the way, what commission can we obtain? We expect an 8% commission.资料个人收集整理，勿做商业用途Mr. Xu: What is the total annual turnover you could fulfill?资料个人收集整理，勿做商业用途Lister: 8000 sets e
12、ach year.Mr. Xu: Commission is usually given as percentage of the total value of a transaction. Our agents in other areas usually get a 3%-5% commission.资料个人收集整理，勿做商业用途Lister: Mr. Xu, as you know, we do business on a commission basis. We must send our salesmen to do a lot of travelling and spend a g
13、reat deal of money on advertising in TV programs, newspapers and magazines. An 8% commission wont leave us much.资料个人收集整理，勿做商业用途Mr. Xu: Our price is calculated according to the cost. An 8% commission means an increase in our price. Since we have made concession in price, well give you a 3% commission
14、. This is the best we can do.资料个人收集整理，勿做商业用途Lister: The commission you give is too little. We have no way to promote the sales of your products.资料个人收集整理，勿做商业用途Mr. Xu: Lets put it in this way: I suggest that we should sign a sole agency agreement on this commodity for a duration of three years. The a
15、mount of transaction in the first year is 3000,000 US dollars, 5000,000 US dollars in the third year. The area is the whole of America. The commission is 5%. Is that right?资料个人收集整理，勿做商业用途Lister: Mr. Xu, you are too hard on me.Mr. Xu: You are wrong, Mr. Lister. We value the friendship between us more
16、 than anything. As you know, with the sole agency in your hands, there will be no competitiors, and you could easily control the market, which surely results in bigger sales. Im sure you can fulfill the agreement.资料个人收集整理，勿做商业用途Lister: Well, If you say so, I have no rejection. Lets sign the agreement tomorrow.资料个人收集整理，勿做商业用途 同意代理请求Dialogue 1Alice 已和Brown 有了一段时间的生意往来，
