销售代理 销售能力 Sales Agent
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。这种产品可广泛应用于医院、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 on the Medic-Disk were US$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.
M: 刘先生，‘病历磁盘’透过我们香港的代理，去年的销售锁已达十万美元。
R: 我们的调查显示，该产品的.销售市场主要在台北地区。你们的代理商仅能以台北为目标市场。
M: 不错！但我们对这样的销售成绩十分满意。这毕竟是新产品嘛！要卖得更好不容易。
R: 我们公司在医疗用品界一向信誉卓著。‘病历磁盘’若能加入我们的产品阵容，将会是一条好路线。
M: 您能否谈谈贵公司过去几年的销售情形？
R: 过去三年中，我们单项产品销售量成长百分之三百五十；利润则飙长了将近四百个百分点。
M: 贵公司的通路掌握情形如何？
R: 我们在全省四个主要地区都有销售人员，将产品直销给客户。
M: 那销路如何？
R: 以单项产品而言，百分之五十五的销路仍来自台北地区。其它则分别来自高雄、台中、台南等地区。Davis先生，这些未开发的市场可是具有相当潜力哦！
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