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1、,Unit 17 Agency 代理,Content,Warm-Up Questions,What are the two main types of agents? What are the other types of agencies with varying degrees of authority? Brokers, factors and forwarding agents.,General agent and sole agent (exclusive agent).,Business Profile,Business Profile,Types of the Agents 1.
2、 The commission agent 2. The del credere agent 3. The agent carrying stock (the mercantile agent) 4. The confirming house,Useful Expression,(1) We would be glad if you would consider our application to act as agents for the sale of your product in our country. (2) Well leave aside the problem of age
3、ncy until next week. Were not prepared to take the agency into consideration for the time being. (3) Well consider appointing you as our sole agent for our T-shirts for the next two years in your local market. (4) How can we appoint you as our sole agent for such a small quantity? (5) Thank you for
4、offering us the sales contract for your products and we appreciate the confidence you have placed in us. (6) I am here today to apply for the sole agency of your product in our local market. (7) If you give us the agency, we will spare no effort to further your interests. (8) As your agents, well ma
5、ke greater efforts to push the sale of your products. (9) We usually get a 10% commission of the amount on every deal. (10) Your application for sole agency is now under our careful consideration.,Dialogue,Dialogue 1 Hope to Sign a Sole Agency Agreement Ms Sullivan: This is the third year since weve
6、 established business relations. Our business has been expanding each year, and there is great potential for further cooperation. Mr. Wang: Thats the result of our mutual hard work and cooperation during the past three years. Thank you for your good intention and your efforts in pushing the sales of
7、 our products. Ms Sullivan: Id like to discuss with you the problem of agency for your products. To be frank with you, Id like to sign a sole agency agreement with you for a period of three years. Mr. Wang: Oh, Really? Shall we choose you as our sole agent? Ms Sullivan: Sure. As you know, we are all
8、 experienced in the business of auto accessories and connected with all the leading wholesalers and retailers in the line. It will help you increase the turnover if you appoint us as your sole agency. Mr. Wang: But wed like to know your market competitiveness in details.,Dialogue,Ms Sullivan: I bet
9、you are quite familiar with our company performance. Mr. Wang: But, according to our records, the total amount of your orders last two years was not so good that we couldnt make a decision. We need further discussion.,Dialogue,Dialogue 2 Conditions as a Sole Agency Ms Sullivan: OK, we have a lot of
10、priorities, for example, up to now we have more than twenty sales representatives covering the whole market in American. Mr. Wang: How do you sell your products? Ms Sullivan: Through efforts of years, we have set up direct distributions. They are such effective channels that we can contact our retai
11、lers directly. Mr. Wang: What is the advantage of your direct sale? Ms Sullivan: We could take full advantages in sending local representatives to report you our market tendency, customers requirement and market demand Mr. Wang: What are the details? Ms Sullivan: We could report you the price, funct
12、ion, structure, color, packing, quality and customers feedback. So can produce the type of product that the customers need. Thats why were able to develop the market for your products. Mr. Wang: And how about if there is a sudden change of the market? Ms Sullivan: We usually make market analysis, an
13、d if anything out of our prediction happens, I think, weve the ability to cope with it since were a firm with a history of 50 years.,Dialogue,Mr. Wang: But as a sole agent, you also have to fulfill some obligations. Ms Sullivan: Yes? Mr. Wang: Basically, our sole agent is required to have non-compet
14、ing line and sell no similar products of other manufacturers. Can you make it? Ms Sullivan: Mm, no problem. We know this is a common practice for a sole agent. Mr. Wang: Our sole agents also need to do market report at least once every three months or at any time when necessary, about current local
15、market research, buyers comments on quality, packing, price and any relevant information with our products. Does it make sense? Ms Sullivan: Well, yes, this is not difficult. Anything else? Mr. Wang: As an agent, we hope you should try to reach new business for us. Also the price and quantity for th
16、e goods of each transaction are to be fixed through negotiation by both parties, but those must be subject to our final confirmation. Ms Sullivan: Yes. Since it is your products, it is necessary for us to ask for your final decision.,Dialogue,Mr. Wang: To tell you the truth, youre not the only one applying to be agent for us in your country. Perhaps give us detailed information about your plan to operate as our agent. Ms Sullivan: No problem. We can send you the de
