争取产品代理权

     Botany Bay是家生产高科技医疗用品的公司。其产品“病例磁盘”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件设备的代理权。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 comes 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.