是提高商务谈判英语水平的基础，多加练习你的英语口语水平会得到很大的提升。下面我整理了，供你阅读参考。

　　：例项对话

　　Botany Bay是家生产高科技医疗用品的公司。其产品“病例磁碟”可储存个人病例;资料取用方便，真是达到“一盘在手，妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬体装置的代理权。以下就是Robert与Botany Bay的代表，Mark Davis，首度会面的情形：

　　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把……作为目标市场.

　　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分销能力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 es from the Kaohsiung, Taichung, and Tainan areas. That's a great deal of untapped market potential未开发的市场潜力, Mr. Davis.

　　：情景对话

　　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激增 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根据total sales.

　　R: Sounds OK, if we can e to terms达成协定 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付款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.

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