公司采購 價(jià)格初探 Purchase
Dan Smith是一位美國的健身用品經(jīng)銷(xiāo)商,來(lái)向Robert Liu的公司采購貨品。這是他們第一次交手。在短短幾分鐘的交談中,雙方都感到對方是久經(jīng)沙場(chǎng)的老將。談判就在拉鋸中開(kāi)始了。雙方第一回過(guò)招如下: D: I'd like to get the ball rolling(開(kāi)始)by talking about prices. R: Shoot(洗耳恭聽(tīng)). I'd be happy to answer any questions you may have. D: Your products are very good. But I'm a little worried about the prices you're asking. R: You think we should be asking for more? (laughs) D: (chuckles) That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount. R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers. D: Please, Robert, call me Dan. (pause) Well, if we promise future business--volume sales(大筆交易)--that will slash your costs(大量減低成本)for making the Exec-U-ciser, right? R: Yes, but it's hard to see how you can place such large orders. How could you turn over(銷(xiāo)磬)so many? (pause) We'd need a guarantee of future business, not just a promise. D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee? R: If you can guarantee that on paper, I think we can discuss this further. D: 我想就從價(jià)錢(qián)方面開(kāi)始談吧! R: 洗耳恭聽(tīng)!我很樂(lè )意答復任何問(wèn)題。 D: 貴公司的產(chǎn)品很出色;但你們開(kāi)的價(jià)碼,讓我覺(jué)得有點(diǎn)困難。 R: 你是覺(jué)得我們應該把價(jià)錢(qián)開(kāi)高一點(diǎn)啰? D: 我不是這個(gè)意思。我知道你們投入很高的開(kāi)發(fā)費用,但是,我想要七五折。 R: Smith先生,這個(gè)折扣似乎多了點(diǎn)。這樣的'價(jià)格,我們公司怎么能有利潤可賺! D: Robert,請叫我Dan好了。這樣吧!若我們答應以后繼續合作,而且是大筆的生意,就可以使你們大幅降低‘健你樂(lè )’的制造成本,對不? R: 嗯!不過(guò),我看不出您怎能下這么大筆的訂單?!貴公司如何銷(xiāo)售這么多的貨呢?我們要的可是保證,而不是隨口答應就算數的哦! D: 我們本來(lái)說(shuō)半年內訂貨1000件。如果現在我們保證一年內都會(huì )跟你們訂貨,你意下如何? R: 如果你們能以書(shū)面保證,我想我們可以再談。 |
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