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| salesmanship(2)--Dialogues |
| 2002年08月04日09:35:40 空中美语 |
 Dialogue
Taiwan exporters show skill in selling to foreign importers.
Importer This is a low price all right, but why do these disposable2 hospital gowns3 cost so much less than others?
Exporter Let me tell you why. One reason is that the gowns are made from non-woven fabric4. We use a special micro-fiber we've developed to make the fabric.
Importer How does that affect5 the price?
Exporter Non-woven fabric is easy to cut and sew6. We're able to assemble the gowns quickly.
Importer How's the durability of the gowns?
Exporter I happen to be especially proud of that feature of our gowns. Our fabric has more elasticity7 than others, so our gowns resist8 tearing and maintain9 their shape.
Importer That sounds too good to be true.
Exporter I've been selling these gowns for over a year. Our testing and customer feedbackl0 all testify l1 to their quality.
Importer I'm also concerned about12 their wet strength and water resistance. Hospital workers are exposed to stains and spills of all kinds.
Exporter Our fibers have a special finish13 which makes them highly stain and moisturel4-resistant. We think this product is going to be the pride of our company.
Importer I'm interested in your satellite receivers.
Exporter Our TVROs are one of our best-selling products. In fact we occupy about 50% of the world market on this item. We specialize in microwave technology.
Importer Taiwan has certainly gained a place in the high-tech market.
Exporter We used to lack15 R & D so we found it hard to innovate. That's the reason our company now invests 10% of our revenues16 in R & D.
Importer You used to have trouble with quality control too. Can you tell me how your company insures that your receivers meet a uniform high standard?
Exporter At first we had to station17 one of our engineers at the factories we used to forgeis the parts for our TVROs. But by now these factories have stringent19 quality control of their own.
Importer Well, we're looking for a supplier2~ who can give us a lower price with no reduction in quality.
Exporter May I ask how many TVROs you were thinking of ordering?
Importer I would estimate that we'd buy about 1,000 per month.
Exporter Well, since you'd be placing a large order, we can give you a discount on the price.
Importer That would certainly encourage us to order from you. Let me discuss what you offer with my home office.
Exporter I'll be expecting your call then.
第七章 推销术
台湾出口商展现了对国外进口商推销的本事。
进口商：这价钱确实是低，但这些抛弃式医院罩袍的价格何以比别家低那么多呢?
出口商：这个我说明一下。一个原因是这些罩袍是用不织布制成。
我们使用一种我们自己研发的微细纤维来制造布料。
进口商：那对价格有什么影响呢?
出口商：不织布容易剪裁容易缝，因此我们缝制起来快得多。
进口商：这些罩袍的耐用性怎么样?
出门商：说到耐用性，我们特别引以为傲。本公司布料的伸缩弹性比别家都要好。所以我们的罩袍禁得起拉扯，而且不易变形。
进口商：听起来太好了点!
山口尚：我卖这种罩袍已超过一年了。我们自己做的测试和顾客的口碑都证实罩袍的品质很好。
进口商：我也很想了解军袍的防渗强度和抗水性。因为医院的员工经常会沾到或被喷到东西。
出口简：我们的布料纤维经过特殊加工，所以才十分耐污、抗水。我想这种产品会是我们公司的代表作呢！
进口商：我对您们的卫星接收器很有兴趣。
出口商：我们的卫星接收天线TVRO是我们最畅销的产品之-。事实上在这项产品的全球市场上，我们的占有率是50%。微波科技是我们的专长。
进口商：台湾在高科技市场上确实占有一席之地。
出口商：以前我们缺乏研发，所以不易创新。因此我们公司现在将营业额的一成投资做研发进口商：过去您们公司的品管也有问题。您能不能说说看您们公司怎样确保接收天线维持稳
定的高品质标准?
出口商：原先我们得派工程师到生产TVRO配件的工厂中。不过现在这些工厂自己都有了严格的品管。
进口商：嗯，我们正在找一家低价但有一定品质的供应商。
出口商：请问您们想要订购多少数量的TVRO?
进门商：我估计是大约每月一千台。
出门商：好的，既然您要下的订单蛮大的，我们可以给您一个折扣价。
进口商：这样我们就会更想向您订购了。让我和总公司商量一下您们出的价。
出口商：那我等您的电话罗。
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