銷售代理 銷售能力 Sales Agent

Botany Bay是家生產高科技醫療用品的公司，

銷售代理 銷售能力 Sales Agent

。其產品“病例磁盤”可儲存個人病例；資料取用方便，真是達到“一盤在手，妙用無窮”的目的。這種產品可廣泛應用于醫院、養老院、學校等。因此Pacer有意爭取該產品軟硬件設備的代理權。以下就是Robert與Botany Bay的代表，Mark Davis，首度會面的情形：

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……作為目標市場）.

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（分銷能力）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（未開發的市場潛力）, Mr. Davis.

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M: 劉先生，‘病歷磁盤’透過我們香港的代理，去年的銷售鎖已達十萬美元，

資料共享平臺

《銷售代理 銷售能力 Sales Agent》(http://www.ipr-jzsc.com)。
R: 我們的調查顯示，該產品的銷售市場主要在臺北地區。你們的代理商僅能以臺北為目標市場。
M: 不錯！但我們對這樣的銷售成績十分滿意。這畢竟是新產品嘛！要賣得更好不容易。
R: 我們公司在醫療用品界一向信譽卓著。‘病歷磁盤’若能加入我們的產品陣容，將會是一條好路線。
M: 您能否談談貴公司過去幾年的銷售情形？
R: 過去三年中，我們單項產品銷售量成長百分之三百五十；利潤則飆長了將近四百個百分點。
M: 貴公司的通路掌握情形如何？
R: 我們在全省四個主要地區都有銷售人員，將產品直銷給客戶。
M: 那銷路如何？
R: 以單項產品而言，百分之五十五的銷路仍來自臺北地區。其它則分別來自高雄、臺中、臺南等地區。Davis先生，這些未開發的市場可是具有相當潛力哦！

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