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[ÏÖ³¡5]RobertÔÚÇ°ÃæµÄ̸ÅÐ×îºóÌá³öǩԼʮÄêµÄÒªÇó£¬Kevin»á²»»á´ðÓ¦ÄØ£¿Èç¹û´ð°¸ÊÇ·ñ¾öµÄ»°£¬RobertÓÖÓкδòË㣿ËûÒ»ÐÄΪ¹«Ë¾µÄÀûÒæ´òË㣬¼«Á¦ÕùÈ¡¼¼ÊõתÒƵØЭ¶¨£¬¶ø¶Ô·½»á¸ÊÐijöÈôËÏî±È½ðÇ®¸üÕä¹óµÄ×ʲúÂð£¿Çë¿´ÒÔÏ·ֽ⣺
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. 
R:¡¡That¡¡sounds¡¡reasonable.¡¡But¡¡could¡¡you¡¡shed¡¡some¡¡light¡¡on£¨Í¸Â¶£©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.
R:¡¡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.¡¡Liu,¡¡you¡¯¡¯ve¡¡got¡¡to¡¡give¡¡up¡¡something¡¡to¡¡get¡¡something.
R:¡¡If¡¡you¡¯¡¯re¡¡asking¡¡us¡¡to¡¡take¡¡such¡¡a¡¡large¡¡gamble£¨Ã°ÏÕ£©for¡¡just¡¡two¡¡year¡¯¡¯s¡¡sales,¡¡I¡¯¡¯m¡¡sorry,¡¡but¡¡you¡¯¡¯re¡¡not¡¡in¡¡our¡¡ballpark£¨½ÓÊܵķ¶Î§£©. 
K:¡¡What¡¡would¡¡it¡¡take¡¡to¡¡keep¡¡Pacer¡¡interested? 
R:¡¡A¡¡three-year¡¡guarantee,¡¡not¡¡two.¡¡And¡¡a¡¡qualilty¡¡inspection£¨ÖÊÁ¿¼ì²é£©tour¡¡after¡¡one¡¡year¡¡is¡¡fine,¡¡but¡¡we¡¯¡¯d¡¡like¡¡some¡¡of¡¡our¡¡personnel¡¡on¡¡the¡¡team. 
K:¡¡Acceptable.¡¡Anything¡¡else? 
R:¡¡We¡¯¡¯d¡¡be¡¡making¡¡huge¡¡capital¡¡outlay£¨×ʱ¾Ö§³ö£©for¡¡the¡¡production¡¡process,¡¡so¡¡we¡¯¡¯d¡¡like¡¡to¡¡set¡¡up¡¡a¡¡technology¡¡transfer¡¡agreement,¡¡to¡¡help¡¡us¡¡get¡¡off¡¡the¡¡ground£¨È¡µÃ³õ²½½ø²½£©. 
[ÏÖ³¡6]ÐÐÖÁ´Ë´¦£¬Ì¸Åж¼»¹ËãÊÇÔÚºÍгµÄÆø·ÕϽøÐУ¬Ë«·½¸÷×ÔÑ°Çó»ñÀûµÄ·½°¸¡£µ«Õë¶Ô¼¼ÊõתÒÆÕâÒ»ÏRobertËùÌáµÄ±£Ö¤ºÍÒªÇóÄÜ·ñÏûåôKevinÐÄÖеĹËÂÇ£¬¶ø½ñ´Ë̸ÅÐÖÕ¶Êï¹âÄØ£¿ÒÔ϶Ի°¼´ÎªÄú½ÒÏþ£º
K:¡¡If¡¡we¡¡transferred¡¡our¡¡technical¡¡and¡¡research¡¡expertise£¨¼¼ÊõÓëÑо¿µÄöλÔÓéÀֵǼÈë¿ÚÏÂÔØ֪ʶ£©,¡¡what¡¡would¡¡stop¡¡you¡¡from¡¡making¡¡th¡¡esame¡¡product? 
R:¡¡We¡¯¡¯d¡¡be¡¡willing¡¡to¡¡sign¡¡a¡¡commitment.¡¡We¡¯¡¯ll¡¡put¡¡it¡¡in¡¡writing¡¡£¨ÊéÃæ±£Ö¤£©that¡¡we¡¡won¡¯¡¯t¡¡copycat£¨·Âð£©the¡¡Sports¡¡Cast¡¡within¡¡five¡¡years¡¡after¡¡ending¡¡our¡¡contract. 
K:¡¡Sounds¡¡O.K.,¡¡if¡¡it¡¯¡¯s¡¡for¡¡any¡¡//"similar//"¡¡product.¡¡That¡¡would¡¡give¡¡us¡¡better¡¡protection.¡¡But¡¡we¡¯¡¯d¡¡have¡¡to¡¡interest¡¡on¡¡a¡¡ten¡¡year¡¡limit.
R:¡¡Fine.¡¡We¡¡have¡¡no¡¡intention¡¡of¡¡becoming¡¡your¡¡competitor. 
K:¡¡Great.¡¡Then¡¡let¡¯¡¯s¡¡settle¡¡the¡¡details¡¡of¡¡the¡¡transfer¡¡agreement. 
R:¡¡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? 
R:¡¡Our¡¡first¡¡production¡¡run£¨Ò»ÅúµÄÉú²ú£©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¡¡kitches¡¡that¡¡pop¡¡up£¨´¦ÀíÍ»·¢µÄʼþ£©.
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. 
[ÏÖ³¡7]Õâ¸öÊÇÁíһ̸Åа¸Àý. Èç¹ûÑÛ¾¦ÊܵÄÁ˵Ļ°,¿ÉÒÔ½Ó×Å¿´¿´.
Botany¡¡BayÊǼÒÉú²ú¸ß¿Æ¼¼Ò½ÁÆÓÃÆ·µÄ¹«Ë¾¡£Æä²úÆ·¡°²¡Àý´ÅÅÌ¡±¿É´¢´æ¸öÈ˲¡Àý£»öλÔÓéÀÖ¹Ù·½appÏÂÔØÈ¡Ó÷½±ã£¬ÕæÊÇ´ïµ½¡°Ò»ÅÌÔÚÊÖ£¬ÃîÓÃÎÞÇµÄÄ¿µÄ¡£´Ë²úÆ·¿É¹ã·ºÊ¹ÓÃÓÚÒ½Ôº¡¢ÑøÀÏÔº¡¢Ñ§Ð£µÈ¡£Òò´ËPacerÓÐÒâÕùÈ¡¸Ã²úÆ·ÈíÓ²¼þÉ豸µÄ´úÀíȨ¡£ÒÔϾÍÊÇRobertÓëBotany¡¡BayµÄ´ú±í£¬Mark¡¡Davis£¬Ê׶ȻáÃæµÄÇéÐΣº 
M:¡¡Mr.¡¡Liu,¡¡total¡¡sales¡¡onthe¡¡Medic-Disk¡¡were¡¡U.S.$¡¡100,000¡¡last¡¡year,¡¡through¡¡our¡¡agent¡¡in¡¡Hong¡¡Kong. 
R:¡¡Our¡¡research¡¡shows¡¡most¡¡of¡¡your¡¡sales,¡¡are¡¡made¡¡in¡¡the¡¡Taipei¡¡area.¡¡Your¡¡agent¡¡has¡¡only¡¡been¡¡able¡¡to¡¡target¡¡the¡¡Taipei¡¡market£¨°Ñ¡­¡­×÷ΪĿ±êÊг¡£©. 
M:¡¡True,¡¡but¡¡we¡¡are¡¡happy¡¡with¡¡the¡¡sales.¡¡It¡¯¡¯s¡¡a¡¡new¡¡product.¡¡How¡¡could¡¡you¡¡do¡¡better? 
R:¡¡We¡¯¡¯re¡¡already¡¡well-established¡¡in¡¡the¡¡medical¡¡products¡¡business.¡¡The¡¡Medic-Disk¡¡would¡¡be¡¡a¡¡good¡¡addition¡¡to¡¡our¡¡product¡¡range. 
M:¡¡Can¡¡you¡¡tell¡¡me¡¡what¡¡your¡¡sales¡¡have¡¡been¡¡like¡¡in¡¡past¡¡years? 
R:¡¡In¡¡the¡¡past¡¡three¡¡years,¡¡our¡¡unit¡¡sales¡¡have¡¡gone¡¡up¡¡by¡¡350¡¡percent;¡¡profits¡¡have¡¡gone¡¡up¡¡almost¡¡400¡¡percent. 
M:¡¡What¡¡kind¡¡of¡¡distribution¡¡capabilities£¨·ÖÏúÄÜÁ¦£©do¡¡you¡¡have? 
R:¡¡We¡¡have¡¡salespeople¡¡in¡¡four¡¡major¡¡areas¡¡around¡¡the¡¡island,¡¡selling¡¡directly¡¡to¡¡customers. 
M:¡¡What¡¡about¡¡your¡¡sales? 
R:¡¡In¡¡terms¡¡of¡¡unit¡¡sales,¡¡55¡¡percent¡¡are¡¡still¡¡from¡¡the¡¡Taipei¡¡area.¡¡The¡¡rest¡¡comes¡¡from¡¡the¡¡Kaohsiung,¡¡Taichung,¡¡and¡¡Tainan¡¡areas.¡¡That¡¯¡¯s¡¡a¡¡great¡¡deal¡¡of¡¡untapped¡¡market¡¡potential£¨Î´¿ª·¢µÄÊг¡Ç±Á¦£©,¡¡Mr.¡¡Davis 
[ÏÖ³¡8]Robert˵Ã÷PacerÔÚÐÐÏúÓë¼¼ÊõÉϵĻù´¡ºó£¬ÖÕÓÚÈ¡ÐÅÁËMark,¡¡Ò²Îª´Ë̸ÅÐÂõ¿ª³É¹¦µÄµÚÒ»²½¡£ÔÚ̸ÅÐÓ¶½ðÓãºÏÔ¼ÆÚÏÞÕâÀàÒéÌâ֮ǰ£¬RobertÏëÏÈÈ·¶¨Ò»Ð©Ìõ¼þ£¬°üÀ¨¶À¼Ò´úÀíȨÓëBotany¡¡BayËùÄÜÌṩµÄЭÖú¡£ÄãÖªµÀRobertÔËÓÃÁËÄÄЩ¼¼ÇÉ£¬²Å²»»áÈÃMarkÒÔ´Ë×÷Ìõ¼þÀ´ÍþвPacerÈò½£¿ÎÒÃÇ¿´¿´RobertÔõô˵£º 
M:¡¡Mr.¡¡Liu,¡¡what¡¡kinds¡¡of¡¡sales¡¡do¡¡you¡¡think¡¡you¡¡could¡¡get? 
R:¡¡Well,¡¡to¡¡begin¡¡with,¡¡we¡¯¡¯d¡¡have¡¡to¡¡insist¡¡on¡¡sole¡¡agency¡¡in¡¡Taiwan.¡¡We¡¡believe¡¡we¡¡could¡¡spike£¨¼¤Ôö£©¡¡sales¡¡by¡¡30%¡¡to¡¡40%¡¡in¡¡the¡¡first¡¡year.¡¡But¡¡certain¡¡conditions¡¡would¡¡have¡¡to¡¡be¡¡met. 
M:¡¡What¡¡kinds¡¡of¡¡conditions? R:¡¡We¡¯¡¯d¡¡need¡¡your¡¡full¡¡technical¡¡and¡¡marketing¡¡support. 
M:¡¡Could¡¡you¡¡explain¡¡what¡¡you¡¡mean¡¡by¡¡that? 
R:¡¡We¡¯¡¯d¡¡like¡¡you¡¡to¡¡give¡¡training¡¡to¡¡our¡¡technical¡¡staff;¡¡we¡¯¡¯d¡¡also¡¡like¡¡you¡¡to¡¡pay¡¡a¡¡fee¡¡for¡¡after-sales¡¡service. 
M:¡¡It¡¯¡¯s¡¡no¡¡problem¡¡with¡¡the¡¡training.¡¡As¡¡for¡¡service¡¡support,¡¡we¡¡usually¡¡pay¡¡a¡¡yearly¡¡fee,¡¡pegged¡¡to£¨¸ù¾Ý£©total¡¡sales. 
R:¡¡Sounds¡¡OK,¡¡if¡¡we¡¡can¡¡come¡¡to¡¡terms£¨´ï³ÉЭ¶¨£©¡¡on¡¡how¡¡much¡¡is¡¡fair.¡¡As¡¡for¡¡marketing¡¡support,¡¡we¡¡would¡¡like¡¡you¡¡to¡¡assume¡¡50%¡¡of¡¡all¡¡costs. 
M:¡¡We¡¯¡¯d¡¡prefer¡¡40%.¡¡Many¡¡customers¡¡learn¡¡about¡¡our¡¡products¡¡through¡¡international¡¡magazines,¡¡trade¡¡shows,¡¡and¡¡so¡¡on.¡¡We¡¡pick¡¡up¡¡the¡¡tab£¨¸¶¿î£©for¡¡that,¡¡but¡¡you¡¡get¡¡the¡¡sales¡¡in¡¡Taiwan. 
R:¡¡We¡¯¡¯ll¡¡think¡¡about¡¡it,¡¡and¡¡talk¡¡more¡¡tomorrow. 
M:¡¡Fine.¡¡We¡¯¡¯d¡¡like¡¡you¡¡to¡¡tell¡¡us¡¡about¡¡your¡¡marketing¡¡plans.