As in the previous chapter,this dialog is about DVD player negotiations,BOb and Jane are still the principals.In this scenario,Jane uses the smart method.She heads up a team who did their homework and they're ready for anything.She'll introduce team members to defend or attact,as needed.The dialog picks up after the introductions.
跟一章节相同,这个对话是关于DVD放影机的谈判.鲍伯和珍仍然是主角.在这次的故事中,珍用了聪明的应对方式,她带领一组成员,每个人都做了准备,可以处理任何状况.她会视情况指示小组要攻、还是要守。对话从彼此介绍后开始。
Bob:Well,let's go to it,shall we?
好了,开始谈正事吧.
My numbers people tell me we can afford to offer $12.42 per unit delivered to L.A.
我的财务人员告诉我,我方可以提供的价格是单位价格12.42美元,洛杉矶交货.
Jane:That's a lot less than we were expecting.
这比我们所期望的价格低了很多.
Bob:That's true,Jane,but we have a little crisis going on over here.
没错,珍,但我们这里发生了一些危机.
The Koreans are dumping units in the southern California market and we need a lower price to be competitive.
韩国人倾销了许多产品到南加州市场,我们需要低一点的价格,才能和别人竞争.
Otherwise,the units will just sit in the warehouse.
要不然,所有的产品就只能放在仓库里了.
Bill made a study of the market and he's prepared a report for us.Bill, would you please?
比尔做了市场调查,也为大家准备了一份报告.比尔,可以开始吗?
Bill:That's right
好的.
A manufacturer headquartered in Seoul is assembling units in Malaysia and shipping them directly to L.A.
有一家总部设于在首尔的制造商,在马来西亚组装产品,然后将成品直接运送到洛杉矶.
They goosed their exports fifteen percent and it's all landing in our territory.
他们增加了百分之十五的出口量,全部都到了美国.
They're nearly doubled their market share and we're on the ropes.
最近他们的市场占有率更是增长了一倍,我们的情况很不利.
Jane:We heard about the Koreans and Joseph did some checking for me.
我们听说了关于韩国人的这件事,乔瑟夫帮我查了一下情况.
I'll let him tell you what he found out. Joe?
我会让他向大家报告一下他所知道的情况,乔,可以吗?
Joe:Yes. We were also worried about the Koreans and found that they did increase output by fifteen percent.
好的.我们也很担心韩国人这次的倾销举动.他们的确增加了百分之十五的产量.
However,they increased distribution throughout the west coast,and only about five percent,at most,is getting to your market in southern California.
但他们的铺货是平均分散到整下美国西岸,最多也只有百分之五是销售到你们南加州的市场中.
Further,the price is low but the quality sucks.
再说,他们的价格虽然低,但品质很差.
We have reports of about an eighteen percent return and exchange rate,and sales fell off dramatically once word of that got out.
我们接到的报告显示,他们大约有百分之十八的退货率和换货率.消息传出去后,他们的销售业绩就大幅下滑.
The overall impact in Northern California is at worst,minimal.
即使受到最大冲击的北加州,也只受了些微小影响.
In fact,there's evidence the poor quality is lowering their market share on not just comparable units,but all their lines-everything they sell under that brand name across the boards.
事实上,证据显示,因为他们的品质不良,不只DVD放影机,几乎所有同厂牌的产品线都受到波及,市场点有率都下滑.
Gentleman,I think you're worried about nothing.
各位,我想你们的烦恼是多余的.
Bob:Well,that's certainly nice to know.But,it doesn't alter the depressed economy.
知道那种情况,的确让人安心不少,但经济还是不景气.
If we're going to move those units,we have to offer them at a damn good price.
如果我们要把这些产品销售出去,我们就必须能提供一个非常好的价格.
Jane:We agree. Louis prepared a study on that aspect of your market and ...Well,I'll let him tell you what he found.
没错,路易斯准备了一份关于你们市场景气的报告,让他来说明一下他的调查结果.
