談判（7）——爭取產品代理權
Botany Bay是家生產高科技醫療用品的公司。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。此產品可廣泛使用于醫院、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 onthe Medic-Disk were U.S.$ 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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