外贸业务员当场较量

今日Lucky的公司办公室出現了一个生面孔――Kevin Hughes，这人意味着英国一家运动装备企业，专程来我国找寻生产加工合作者。洽谈的生产加工商品是时尚运动"磁质熟石膏卫生巾"，负伤的选手应用这类商品上场，就可以维护负伤位置，且不防碍主题活动。

如今，大家就讨论一下两个人的见面状况：

L： We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons （衡量得失） with you.

K： Mr. Lucky, we've looked all over Asia for a manufacturer； your company is one of the most suitable.

L： If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.

K： I hope so. And what might be the basic questions you have？

L： First, do you intend to take a position in （项目投资于……） our company？

K： No, we don't, Mr. Lucky. This is just OEM （Original Equipment Manufacturing，代工生产）。

L： I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.

K： If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.

L： At US $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.

K： I'll check the number later, but what do you propose？

L： Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer （转让技术）。

Lucky 明确提出了协作标准，Kevin会同意吗？欲知丧事怎样，且看下一轮交涉。