标题: 谈判实战：销售员和采购经理谈合作 [打印本页] 作者: 沙儿黄 时间: 2010-8-12 11:35 标题: 谈判实战：销售员和采购经理谈合作 Mark：Hello, Ms Carmichael. Please sit down. Would you like a cocktail?
Vicki： A dry martini, please. You can call me Vanessa. May I call you Mark?
Mark：Of course. Now, if you don’t mind, Vanessa, I’d like to discuss some business before dinner. As the executive summary in my proposal shows, I think our new line of graphics workstations are exactly what you need. In fact, they’re less expensive and more powerful than your stated requirements.
Vicki： No problem with that, Mark, but I question your objective of using a new operating system. That means new software and retraining.
Mark：Most of your existing software will work on the new system. The new software takes full advantage of our hardware and operating system combination, and will give your users the tools they need to increase productivity.
Vicki： I do like your proposed methodology of implementing in three phases. That’s important for easing the impact to our users. Now, based on the assumption that they will need more power again in a few years, I need lots of expansion capability. Our capital expenditures on hardware and software have mushroomed over the last 5 years, and my CEO wants me to rein in our costs.
Mark：You’ll be able to upgrade at relatively low cost to cover all your needs for the foreseeable future. Our hardware is very reliable, and the service contract gives you 24-hour on-location service for a full 3 years. Our growth impact studies show that cash flow expenditures over a 5-year period should be 35% less than other high-end workstations on the market.
Vicki： That’s music to my ears, Mark.Looks like we can do business together. Cheers!