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S: Thanks for making time to have lunch with me, Joan. I know how busy you are.
J: Well, you know, Steven, a lot of business gets done over a relaxing lunch at a place like this; not the negotiating table.
S: Joan, Mr. Taylor has told me that we have a slight problem over numbers.
J: I don't think it's a big problem. Brian simply told me that he didn't have the delegated authority to make a decision.
S: Yes, I understand. Money questions must be reviewed by the boss, if you will.
J: I see. Well, in a nutshell, we feel we should be rewarded for volume sales.
S: Sounds reasonable. Can you run some numbers by me?
J: If Northern Reflections is to be your sole agent in North America, we think a 10% discount on orders over 100,000 pieces per quarter is acceptable, 12% over 200,000, and so on, up to 500,000.
S: I think I can accept that, if you really feel you can sell such large numbers.
J: I believe that we can.
S: I'll tell you what; I can give you the discounts if you agree to a commission of 12% on net-list prices.
J: 14% and you've got yourself a deal.
S: How about 13%?
J: OK, I think we can accept the 13% commission on net-list prices.
S: Good. And can we agree to payment once a month?
J: We'd prefer to make payment per quarter. With such large orders, it would hurt our cash-flow if we paid out so much before sales started coming in.
S: 谢谢您赶来与我共进午餐，Joan。我知道您一定很忙。
J: 唔，Steven，您知道，许多生意事实上是在这样的地方吃顿轻松的午餐谈成的，而不是在谈判桌上。
S: Joan, Taylor先生告诉我，价码上出了点小问题。
J: 我并不觉得那是什么问题，Brian只是说，他没有作决定的权力。
S: 是的，我知道。可以这么说，钱的问题一向由老板定夺。
J: 我了解。好吧，简言之，我方公司认为我们应该享有大量购买的折扣。
S: 听起来很合理，您可否给我具体的数字呢？
J: 如果Northern Reflections日后成为贵公司在北美的独家代理商，我想如每季订货10万件以上就打九折。20万件以上，打八八折，照这样的折扣方式，类推到50万件。
S: 如果您真认为贵公司能够销售这么多的货，我想我可以接受这样的条件。
J: 我相信我们办得到。
S: 我有个建议，如果您同意佣金定为净价的百分之十二，那我就同意您要的折扣。
J: 百分之十四，咱们就成交。
S: 百分之十三，如何？
J: 好吧，我想我们可以接受净价百分之十三的佣金条件。
S: 那我们是每月付款一次吗？
J: 我想每季付一次比较好。因为我们下的订单这么大，如果在我们销售进帐之前，就付出这么大笔的款项，这将有损我们的现金流量。 |
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发表于 2008-4-2 12:42
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