Negotiations Staff Who to Bring 谈判成员的筛选
Dialog 1 Disk 3-10
The first dialog shows a well-prepared woman, Lilly, at a sales meeting selling computer sound cards. She's up against a team, led by Hank representing the buyer. This is the first time these companies are dealing with each other, so the buyer is going go try to overwhelm Lilly to get a better deal. Lilly is alone and all other charaters at the meeting work for the potential buyer.
Hank: All right, Lilly, we've been getting a good product and excellent service from our regular supplier. Why should we buy from you?
Lilly: Our sound cards are just as good ; in fact, they're made by the same company that makes the unit you're using now. My service is just as good, maybe better. Give me a chance, and I'll prove it. I'll give you the service like....
Hand: Service is the least of our concerns. Because of the volume we deal in, we've always gotten the best service.
Lilly: I can do better. I can get you the same sound card you're buying now for less than 50% of your current price if you don't mind using the manufacturer's brand name.
HanK: We can get that from our old people as well. We prefer using the well-known brand name. Our customers like it.
Lilly: Okay, I've got two answers for you. First, I can give you the name brand for two or three percent less than you're currently paying.
Second, a recent market study in the U.S. shows most end users don't care whose sound card you use so long as it works.
And these cards work. You know that. I sent you five units for testing, and if they didn't perform, I wouldn't be standing here.
Jane: Who did this study you just refered to, and when?
Lilly: Just a minute, I have it right now.
Lilly opens an indexed file, pulls out a group of stapled papers and hands them to the person seated next to her.
These are copies of the study. I have one for everyone. Take one and pass on the rest please.
As you can see, it was done by a well-known professional market research company.
If you have questions, I'll do my best to answer them.
But I recommend you go to the source and call the people that did the study. Their name and contact person is on the last page.
Sam: Look! We've got a winner right now. Why should we drop them and go with you?
Lilly: Because I can deliver you the service. Jimmy Lee at World Components is a good man, I know him well, but he's gotten fat off of customers like you, and he doesn't work as hard as he used to.
Sam: Why do you say that?
Lilly: We're in the same business, buying from the same source, but my prices are better.
A customer like you should get the best price right off the bat. You shouldn't have to call him and ask what happened here.
Why is my price better than him? He's not really trying any more. If you give an order today, I'll deliver them at the price in my proposal, not a cent more.