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1、Unit TenAgencyn n(1)(1)n nDear:Dear:n nWeareobligedtoyouforyourinquiryregardingsoleagencyforthesaleofourTableWeareobligedtoyouforyourinquiryregardingsoleagencyforthesaleofourTableClothsinSweden.ClothsinSweden.n nAfterseriousconsideration,wedecidednottocommitourselvesatthisstage,whentheAfterseriousco
2、nsideration,wedecidednottocommitourselvesatthisstage,whentherecordoftransactionsshowsonlyamoderatevolumeofbusiness.recordoftransactionsshowsonlyamoderatevolumeofbusiness.n nPleasedonotmisinterprettheaboveremarks.Theydonotimplydissatisfaction.WearePleasedonotmisinterprettheaboveremarks.Theydonotimply
3、dissatisfaction.Wearequitesatisfiedwiththeamountofbusinessyouhavedonewithus.However,weareofquitesatisfiedwiththeamountofbusinessyouhavedonewithus.However,weareoftheopinionthatabiggerturnovermustbereachedtojustifyestablishinganagency.Wetheopinionthatabiggerturnovermustbereachedtojustifyestablishingan
4、agency.Wethinkitadvisabletopostponethismatteruntilyourfuturesaleswarrantsuchastep.thinkitadvisabletopostponethismatteruntilyourfuturesaleswarrantsuchastep.n nWehopethatyouwillappreciateourpositionandcontinuegivingusyourcooperation.Wehopethatyouwillappreciateourpositionandcontinuegivingusyourcooperat
5、ion.n nSincerely,Sincerely,Correspondence(1)n nWeWeareobligedtoareobligedtoyouforyourinquiryregardingsoleagencyyouforyourinquiryregardingsoleagencyforthesaleofourTableClothsinSweden.forthesaleofourTableClothsinSweden.n n感谢贵方函询有关在瑞典独家代理销售我方台布的事宜。感谢贵方函询有关在瑞典独家代理销售我方台布的事宜。n nbeobligedtobeobligedtosbsb.
6、for.forsthsth. .为某事感谢某人为某事感谢某人n nWearemuchobligedtoyouforgivingussomuchadvice.Wearemuchobligedtoyouforgivingussomuchadvice.n n贵方提出许多意见，我方非常感激。贵方提出许多意见，我方非常感激。n nWeshouldbegreatlyobligedifyouwouldsendusyourofferWeshouldbegreatlyobligedifyouwouldsendusyourofferbyreturnmail.byreturnmail.n n如蒙迅速寄来报盘，则感激
7、不尽。如蒙迅速寄来报盘，则感激不尽。n nAfterseriousconsideration,wedecidednottoAfterseriousconsideration,wedecidednottocommitcommitourselvesourselvesatthisstage,whentherecordoftransactionsshowsatthisstage,whentherecordoftransactionsshowsonlyamoderatevolumeofbusiness.onlyamoderatevolumeofbusiness.n n经过慎重考虑，我方决定目前不能批准，
8、（因为）记录显经过慎重考虑，我方决定目前不能批准，（因为）记录显示交易量并不大。示交易量并不大。n ncommitoneselfcommitoneself让（自己）承担责任，承诺（定货）让（自己）承担责任，承诺（定货）n nWewishtobeabletoshipthegoodswellaheadoftheshippingschedule,Wewishtobeabletoshipthegoodswellaheadoftheshippingschedule,butwecannotcommitourselves.butwecannotcommitourselves.n n我方希望能按装运计划提前装
9、运，但不能为此承担责任。我方希望能按装运计划提前装运，但不能为此承担责任。n nThesuppliercommitshimselftoshipthegoodsin3equallotsinthenextThesuppliercommitshimselftoshipthegoodsin3equallotsinthenextquarter.quarter.n n供方允诺在下个季度内分三批平均交货。供方允诺在下个季度内分三批平均交货。n nThemanufacturershavenowheavilycommittedthemselvestosubstantialThemanufacturershave
10、nowheavilycommittedthemselvestosubstantialordersforafewmonthsahead.ordersforafewmonthsahead.n n制造商已接受大量定货，未来几个月的任务很繁重。制造商已接受大量定货，未来几个月的任务很繁重。 n nPleasedonotmisinterprettheaboveremarks.TheydonotimplyPleasedonotmisinterprettheaboveremarks.Theydonotimplydissatisfaction.dissatisfaction.n n请不要曲解上述评价。它们并不
11、含有责怪的意思。请不要曲解上述评价。它们并不含有责怪的意思。 n nWeWearequitesatisfiedwiththeamountofbusinessyouhavedonewithus.arequitesatisfiedwiththeamountofbusinessyouhavedonewithus.HoweverHowever,weareoftheopinionthatabiggerturnovermustbereachedto,weareoftheopinionthatabiggerturnovermustbereachedtojustifyestablishinganjustify
12、establishinganagency.agency.n n我方对贵方完成的贸易额非常满意，但（我方认为）要想成为代理必我方对贵方完成的贸易额非常满意，但（我方认为）要想成为代理必须完成更大的营业额，须完成更大的营业额， n nWeWethinkitadvisabletothinkitadvisabletopostponepostponethismatteruntilyourfuturesaleswarrantthismatteruntilyourfuturesaleswarrantsuchastep.suchastep.n n建议将此事推迟直到贵方能证明这一点为止。建议将此事推迟直到贵方能
13、证明这一点为止。n npostponev.postponev.延迟，延期延迟，延期n nItmustbeunderstoodthatouragreementtopostponetheItmustbeunderstoodthatouragreementtopostponethepaymentdoesnotamounttoanacceptanceofyourpaymentdoesnotamounttoanacceptanceofyouropinionofthegoodssupplied.opinionofthegoodssupplied.n n必须了解，我方同意延期付款并不等于接受贵方关于必须了解
14、，我方同意延期付款并不等于接受贵方关于所供货物的意见。所供货物的意见。n nIfyoudonotneedthegoodsimmediately,wecanIfyoudonotneedthegoodsimmediately,wecanpostponedeliveryuntil(to)nextmonth.postponedeliveryuntil(to)nextmonth.n n如贵方不立即需要该货，我方可延至下月交货。如贵方不立即需要该货，我方可延至下月交货。n nWehopethatyouwillWehopethatyouwillappreciateappreciateourpositiona
15、ndcontinueourpositionandcontinuegivingusyourcooperation.givingusyourcooperation.n n希望贵方能理解我方处境并继续给予合作。希望贵方能理解我方处境并继续给予合作。n nappreciatev.appreciatev.理解，谅解理解，谅解n nWehopethatyouwillappreciateoursituationandcooperateWehopethatyouwillappreciateoursituationandcooperatewithus.withus.n n希望能谅解我方的处境并予以合作。希望能谅
16、解我方的处境并予以合作。n nWeappreciatethatyoudonotwanttousethesedamagedWeappreciatethatyoudonotwanttousethesedamagedmachinesastheyare.machinesastheyare.n n我方理解贵方不愿使用损坏成现在这样的机器。我方理解贵方不愿使用损坏成现在这样的机器。n n(2)(2)n nDear:Dear:n nWewishtothankyouforyourcooperationandassistanceoverthesepastyearsinthesalesofourWewishtot
17、hankyouforyourcooperationandassistanceoverthesepastyearsinthesalesofourembroideries.embroideries.n nYoumayrecallthatMr.JohnNathan,thenhewasinBeijing,broughtupthequestionofourYoumayrecallthatMr.JohnNathan,thenhewasinBeijing,broughtupthequestionofourrepresentationasyoursoleagentforChineseembroideriesi
18、nSweden.ItwasagreeduponatthatrepresentationasyoursoleagentforChineseembroideriesinSweden.ItwasagreeduponatthattimethatweweretopostponeanagreementuntilthetotalhadreachedtimethatweweretopostponeanagreementuntilthetotalhadreachedStgStg.100,000.100,000.n nWeshouldliketodiscussagainthisquestionofactingas
19、yoursoleagentinSweden.SuchanWeshouldliketodiscussagainthisquestionofactingasyoursoleagentinSweden.Suchanagreementwouldnotonlyfacilitateoursalespromotion,butwouldalsoeliminateunnecessaryagreementwouldnotonlyfacilitateoursalespromotion,butwouldalsoeliminateunnecessarydiscrepanciesbetweenyourofferswhen
20、quotingthroughdifferentchannels.Wewouldliketohavediscrepanciesbetweenyourofferswhenquotingthroughdifferentchannels.Wewouldliketohaveyourcommentsonthismatter.yourcommentsonthismatter.n nWeshallcontinueoureffortstocanvasstheSwedishmarketformoreordersofChineseembroideriesWeshallcontinueoureffortstocanv
21、asstheSwedishmarketformoreordersofChineseembroideriessoastofurtherexpandthemarket.soastofurtherexpandthemarket.n nWehopethatyouwillappreciateourpositioncontinuegivingusyourcooperation.Wehopethatyouwillappreciateourpositioncontinuegivingusyourcooperation.n nWeawaityourfavorablereply.Weawaityourfavora
22、blereply.n nSincerely,Sincerely,Correspondence 2n nWewishtothankyouforyourcooperationandassistanceoverWewishtothankyouforyourcooperationandassistanceoverthesepastyearsinthesalesofourembroideries.thesepastyearsinthesalesofourembroideries.n n感谢贵方过去这些年在销售绣制品上所给予的合作和帮助。感谢贵方过去这些年在销售绣制品上所给予的合作和帮助。n nYouma
23、yrecallthatMr.JohnNathan,YoumayrecallthatMr.JohnNathan,whenwhenhewasinhewasinBeijing,broughtupthequestionofourrepresentationasBeijing,broughtupthequestionofourrepresentationasyoursoleagentforChineseembroideriesinSweden.yoursoleagentforChineseembroideriesinSweden.n n贵方也许会记起贵方也许会记起JohnNothanJohnNothan
24、先生在北京时提出的关于先生在北京时提出的关于担当贵方在瑞典中国绣制品的独家代理的建议。担当贵方在瑞典中国绣制品的独家代理的建议。n n It ItwasagreeduponatthattimethatweweretopostponewasagreeduponatthattimethatweweretopostponeanagreementuntilthetotalhadreachedanagreementuntilthetotalhadreachedStgStg.100,000.100,000.n n当时同意总销售额达到当时同意总销售额达到100100，000000英镑时才签订代理协英镑时才签
25、订代理协议。议。n nWeshouldliketodiscussagainthisquestionofactingasyoursoleWeshouldliketodiscussagainthisquestionofactingasyoursoleagentinSweden.agentinSweden.n n我方想再次讨论关于担当贵方在瑞典的独家代理事宜。我方想再次讨论关于担当贵方在瑞典的独家代理事宜。 n nSuchSuchanagreementwouldnotonlyanagreementwouldnotonlyfacilitatefacilitateoursalespromotion,bu
26、toursalespromotion,butwouldalsoeliminateunnecessarydiscrepanciesbetweenyourofferswouldalsoeliminateunnecessarydiscrepanciesbetweenyourofferswhenquotingthroughdifferentchannels.whenquotingthroughdifferentchannels.n n签订这样的协议，不仅可以促进销售，而且还能排除由于不同渠签订这样的协议，不仅可以促进销售，而且还能排除由于不同渠道报价而产生的不必要的差异。道报价而产生的不必要的差异。
27、n nWeWewouldliketowouldliketohaveyourhaveyourcommentscommentsononthismatter.thismatter.n n希望得到贵方对此事的看法。希望得到贵方对此事的看法。n nfacilitatev.facilitatev.使容易，促进使容易，促进n nThepackingcasesarelightandstrong.TheyfacilitatetheThepackingcasesarelightandstrong.Theyfacilitatethestorageanddistributionofthegoods.storagean
28、ddistributionofthegoods.n n包装箱既轻便又结实，便于货物的储存和销售。包装箱既轻便又结实，便于货物的储存和销售。n nThiswillfacilitateoursettlementofthematter.Thiswillfacilitateoursettlementofthematter.n n这将有利于我方处理此事。这将有利于我方处理此事。n n( (注意：不能说成注意：不能说成ThiswillfacilitateustosettletheThiswillfacilitateustosettlethematter.)matter.)n mentn.评论，意见评论，意
29、见n nOurgoodshavebeenaccordedfavorablecommentsbyOurgoodshavebeenaccordedfavorablecommentsbyoverseasfriends.overseasfriends.n n我方货物受到海外客户的好评。我方货物受到海外客户的好评。n nWhatarethebuyerscommentsonthequality?Whatarethebuyerscommentsonthequality?n n买主对质量有何评论？买主对质量有何评论？n nWhatcommentshaveyouaboutourmanagersbehavior?
30、Whatcommentshaveyouaboutourmanagersbehavior?n n你对我们经理的态度有何评论？你对我们经理的态度有何评论？n nWeshallcontinueoureffortstoWeshallcontinueoureffortstocanvasscanvasstheSwedishmarkettheSwedishmarketformoreordersofChineseembroideriessoastofurtherformoreordersofChineseembroideriessoastofurtherexpandthemarket.expandthemar
31、ket.n n为了拓展市场，我方将继续致力于向瑞典推销更多的绣制为了拓展市场，我方将继续致力于向瑞典推销更多的绣制品订单。品订单。n ncanvassv.canvassv.兜揽，推销兜揽，推销n nWehavewell-establishedchannelsofdistributionandweWehavewell-establishedchannelsofdistributionandwecanvasstheretailersdirect,withoutanymiddleman.canvasstheretailersdirect,withoutanymiddleman.n n我方有良好的销售
32、渠道，不通过中间商而直接向零售我方有良好的销售渠道，不通过中间商而直接向零售商推销。商推销。n nWillyoupleasecanvassyourmarket(buyers,customers,Willyoupleasecanvassyourmarket(buyers,customers,clients)fororders.clients)fororders.n n请向贵方市场（买主，客户）兜揽定货。请向贵方市场（买主，客户）兜揽定货。n nWehopethatyouwillappreciateourpositionandcontinuegivingusyourcooperation.n n希
33、望贵方能理解我方处境并继续给予合作。n nWeawaityourfavorablereply.n n盼惠复。n n(3)(3)n nSoleAgencyforEmbroideriesinSwedenSoleAgencyforEmbroideriesinSwedenn nWehavereceivedyourletterofthe15thandarefavorablyimpressedWehavereceivedyourletterofthe15thandarefavorablyimpressedwiththeproposalyoumake.Youarekindlyinformedthatweha
34、vewiththeproposalyoumake.YouarekindlyinformedthatwehavedecidedtoentrustyouwiththesoleagencyforourEmbroideriesinthedecidedtoentrustyouwiththesoleagencyforourEmbroideriesintheterritoryofSweden.territoryofSweden.n nTheAgencyAgreementhasbeendrawnupforadurationofoneyear,TheAgencyAgreementhasbeendrawnupfo
35、radurationofoneyear,automaticallyrenewableonexpirationforasimilarperiodunlessaautomaticallyrenewableonexpirationforasimilarperiodunlessawrittennoticeisgiventothecontrary.Enclosedyouwillfindacopyofwrittennoticeisgiventothecontrary.Enclosedyouwillfindacopyofthedraft.Pleasegoovertheprovisionsandadviseu
36、swhethertheythedraft.Pleasegoovertheprovisionsandadviseuswhethertheymeetwithyourapproval.meetwithyourapproval.n nWeshalldoallinourpowertoassistyouinestablishingamutuallyWeshalldoallinourpowertoassistyouinestablishingamutuallybeneficialtrade.beneficialtrade.n nWehavereceivedyourletterofthe15thandWeha
37、vereceivedyourletterofthe15thandarefavorablyarefavorablyimpressedwithimpressedwiththeproposalyoumake.theproposalyoumake.n n贵方贵方1515日来函已收到。（贵方）所提建议给我方留下日来函已收到。（贵方）所提建议给我方留下了很好的印象。了很好的印象。 n nYouYouarekindlyinformedthatwehavedecidedtoarekindlyinformedthatwehavedecidedtoentrustentrustyouwithyouwiththeso
38、leagencyforourEmbroideriesinthethesoleagencyforourEmbroideriesintheterritoryofSweden.territoryofSweden.n n现告知我方已决定委任贵方为我方在瑞典地区绣制品现告知我方已决定委任贵方为我方在瑞典地区绣制品的独家代理。的独家代理。 n nbeimpressedwith(by)beimpressedwith(by)对对有印象有印象n nWeweremuchimpressedwith(by)thehighqualityandWeweremuchimpressedwith(by)thehighquali
39、tyandfineworkmanshipofyourproducts.fineworkmanshipofyourproducts.n n我方对贵方产品的质量高超和工艺精湛曾有过非常好我方对贵方产品的质量高超和工艺精湛曾有过非常好的印象。的印象。n nWevisitedyourstandattheParisTradeExhibitionlastWevisitedyourstandattheParisTradeExhibitionlastmonth,andwereveryimpressedbyyourdisplayofmonth,andwereveryimpressedbyyourdisplayo
40、fblankets.blankets.n n上个月我们参观了巴黎贸易展览会中贵公司的展台，上个月我们参观了巴黎贸易展览会中贵公司的展台，对贵公司毛毯的展出有很好的印象。对贵公司毛毯的展出有很好的印象。n nentrustentrustsbsb.withentrust.withentrustsbsb.todo.todosthsth. .委任某人（做）某委任某人（做）某事事n nWehavedecidedtoentrustyouwiththesoleagencyforWehavedecidedtoentrustyouwiththesoleagencyforourourTiantanTiantanb
41、randShirtsinEgypt.brandShirtsinEgypt.n n我方已决定授予贵方在埃及销售我天坛牌衬衫的独家我方已决定授予贵方在埃及销售我天坛牌衬衫的独家代理权。代理权。n nWeentrustthisimportantordertoyourcarefulattention.Weentrustthisimportantordertoyourcarefulattention.n n我方将此重要定货提交你方，请慎重处理。我方将此重要定货提交你方，请慎重处理。n nTheAgencyAgreementhasbeendrawnupforadurationTheAgencyAgreem
42、enthasbeendrawnupforadurationofoneyear,automaticallyrenewableonexpirationforaofoneyear,automaticallyrenewableonexpirationforasimilarperiodunlessawrittennoticeisgivensimilarperiodunlessawrittennoticeisgiventothetothecontrarycontrary. .n n代理协议已经拟定，期限一年。期满后自动延长一年，代理协议已经拟定，期限一年。期满后自动延长一年，除非有书面通知取消协议。除非有
43、书面通知取消协议。 n nEnclosedEnclosedyouwillfindacopyofthedraft.Pleasegooveryouwillfindacopyofthedraft.Pleasegoovertheprovisionsandadviseuswhethertheymeetwithyourtheprovisionsandadviseuswhethertheymeetwithyourapproval.approval.n n随函附上草案一份，希查收。请审核各项条款并告知随函附上草案一份，希查收。请审核各项条款并告知我方是否同意。我方是否同意。n ntothecontraryto
44、thecontrary相反的，相反地相反的，相反地n nUnlesswehearfromyoutothecontrary,wewilldeductUnlesswehearfromyoutothecontrary,wewilldeductyourcommissionfromthevalueoftheshipment.yourcommissionfromthevalueoftheshipment.n n除非贵方来函提出相反意见，我方将从货价中扣除佣除非贵方来函提出相反意见，我方将从货价中扣除佣金。金。n nWeshalldoallinourpowertoassistyouinestablishin
45、gaWeshalldoallinourpowertoassistyouinestablishingamutuallybeneficialtrade.mutuallybeneficialtrade.n n我方将竭尽所能帮助贵方建立互利贸易我方将竭尽所能帮助贵方建立互利贸易Sales Agency Agreement 销售代理协议销售代理协议 n n NONO：n n合同号：合同号： n nDateDate：n n日期：日期： n nThisAgreementisenteredintobetweenthepartiesThisAgreementisenteredintobetweenthepart
46、iesconcernedonthebasisofequalityandmutualbenefitconcernedonthebasisofequalityandmutualbenefittodevelopbusinessontermsandconditionsmutuallytodevelopbusinessontermsandconditionsmutuallyagreeduponasfollows:agreeduponasfollows:n n为在平等互利的基础上发展贸易，有关方按下列为在平等互利的基础上发展贸易，有关方按下列条件签订本协议：条件签订本协议： Sales Agency Ag
47、reement 销售代理协议销售代理协议n n 1.ContractingParties1.ContractingPartiesn n订约人订约人n nSupplier:Supplier:（hereinaftercalled“partyA”hereinaftercalled“partyA”）n n供货人（以下称甲方）：供货人（以下称甲方）：n nAgent:Agent:（hereinaftercalled“partyB”hereinaftercalled“partyB”）n n销售代理人（以下称乙方）：销售代理人（以下称乙方）：n nPartyAherebyappointPartyBtoact
48、ashissellingPartyAherebyappointPartyBtoactashissellingagenttosellthecommoditymentionedbelow.agenttosellthecommoditymentionedbelow.n n甲方委托乙方为销售代理人，推销下列商品。甲方委托乙方为销售代理人，推销下列商品。Sales Agency Agreement 销售代理协议销售代理协议n n2.CommodityandQuantityorAmount2.CommodityandQuantityorAmountn n商品名称及数量或金额商品名称及数量或金额n nIti
49、smutuallyagreedthatPartyBshallundertaketoItismutuallyagreedthatPartyBshallundertaketosellnotlessthan.oftheaforesaidcommodityinthesellnotlessthan.oftheaforesaidcommodityinthedurationofthisAgreementdurationofthisAgreement。 n n双方约定，乙方在协议有效期内，双方约定，乙方在协议有效期内， 销售不少于销售不少于*的商品。的商品。n n3.Territory3.Territoryn
50、 n经销地区经销地区n nIn.only.In.only.n n只限在只限在.。Sales Agency Agreement Sales Agency Agreement 销售代理协议销售代理协议销售代理协议销售代理协议 4.ConfirmationofOrders4.ConfirmationofOrders订单的确认订单的确认Thequantities,pricesandshipmentsofthecommoditiesstatedinthisThequantities,pricesandshipmentsofthecommoditiesstatedinthisAgreementshallb
51、econfirmedineachtransaction,theparticularsofAgreementshallbeconfirmedineachtransaction,theparticularsofwhicharetobespecifiedintheSalesConfirmationsignedbythetwowhicharetobespecifiedintheSalesConfirmationsignedbythetwopartieshereto.partieshereto.本协议所规定商品的数量、价格及装运条件等，应在每笔交易本协议所规定商品的数量、价格及装运条件等，应在每笔交易中
52、确认，其细目应在双方签订的销售确认书中作出规定中确认，其细目应在双方签订的销售确认书中作出规定 5.Payment5.Payment付款付款Afterconfirmationoftheorder,PartyBshallarrangetoopenaAfterconfirmationoftheorder,PartyBshallarrangetoopenaconfirmed,irrevocableL/Cavailablebydraftatsightinfavourofconfirmed,irrevocableL/CavailablebydraftatsightinfavourofPartyAwith
53、inthetimestipulatedintherelevantS/C.PartyBshallPartyAwithinthetimestipulatedintherelevantS/C.PartyBshallalsonotifyPartyAimmediatelyafterL/CisopenedsothatPartyAalsonotifyPartyAimmediatelyafterL/CisopenedsothatPartyAcangetpreparedfordelivery.cangetpreparedfordelivery.订单确认之后，乙方须按照有关确认书所规定的时间开立以甲订单确认之后，
54、乙方须按照有关确认书所规定的时间开立以甲方为受益人的保兑的、不可撤销的即期信用证。乙方开出信用证方为受益人的保兑的、不可撤销的即期信用证。乙方开出信用证后，应立即通知甲方，以便甲方准备交货。后，应立即通知甲方，以便甲方准备交货。Sales Agency Agreement Sales Agency Agreement 销售代理协议销售代理协议销售代理协议销售代理协议n n6.Commission6.Commissionn n佣金佣金n n UpontheexpirationoftheAgreementandPartyUpontheexpirationoftheAgreementandParty
55、BsfullfilmentofthetotalturnovermentionedinBsfullfilmentofthetotalturnovermentionedinArticle2,PartyAshallpaytoPartyB.%Article2,PartyAshallpaytoPartyB.%commissiononthebasisoftheaggregateamountcommissiononthebasisoftheaggregateamountoftheinvoicevalueagainsttheshipmentsoftheinvoicevalueagainsttheshipmen
56、tseffected.effected.n n在本协议期满时，若乙方完成了第二款所规在本协议期满时，若乙方完成了第二款所规定的数额，甲方应按装运货物所收到的发票定的数额，甲方应按装运货物所收到的发票累计总金额付给乙方累计总金额付给乙方* *%的佣金。的佣金。 7.ReportsonMarketConditions7.ReportsonMarketConditionsn n市场情况报告市场情况报告n nPartyBshallforwardonceeverythreemonthstopartyPartyBshallforwardonceeverythreemonthstopartyAdetaile
57、dreportsoncurrentmarketconditionsandofAdetailedreportsoncurrentmarketconditionsandofconsumerscomments.Meanwhile,PartyBshall,fromconsumerscomments.Meanwhile,PartyBshall,fromtimetotime,sendtopartyAsamplesofsimilartimetotime,sendtopartyAsamplesofsimilarcommoditiesofferedbyothersuppliers,togetherwithcom
58、moditiesofferedbyothersuppliers,togetherwiththeirprices,salesinformationandadvertisingmaterials.theirprices,salesinformationandadvertisingmaterials.n n乙方每乙方每3 3个月向甲方提供一次有关当时市场情况和用个月向甲方提供一次有关当时市场情况和用户意见的详细报告。同时，乙方应随时向甲方提供户意见的详细报告。同时，乙方应随时向甲方提供其他供应商的类似商品样品及其价格、销售情况和其他供应商的类似商品样品及其价格、销售情况和广告资料。广告资料。 n n
59、8.Advertising&PublicityExpenses8.Advertising&PublicityExpensesn n宣传广告费用宣传广告费用n nPartyBshallbearallexpensesforadvertisingandPartyBshallbearallexpensesforadvertisingandpublicitywithintheaforementionedterritoryinthepublicitywithintheaforementionedterritoryinthedurationofthisAgreementandsubmittoPartyAal
60、ldurationofthisAgreementandsubmittoPartyAallpatternsand/ordrawingsanddescriptionforpriorpatternsand/ordrawingsanddescriptionforpriorapproval.approval.n n在本协议有效期内，乙方在上述经销地区所作广告在本协议有效期内，乙方在上述经销地区所作广告宣传的一切费用，由乙方自理。乙方须事先向甲方宣传的一切费用，由乙方自理。乙方须事先向甲方提供宣传广告的图案及文字说明，由甲方审阅同意。提供宣传广告的图案及文字说明，由甲方审阅同意。n n9.Validity
61、ofAgreement9.ValidityofAgreementn n协议有效期协议有效期n nThisAgreement,afteritsbeingsignedbythepartiesThisAgreement,afteritsbeingsignedbythepartiesconcerned,shallremaininforcefor.daysfrom.to.Ifconcerned,shallremaininforcefor.daysfrom.to.IfeitherPartywishestoextendthisAgreement,heshallnotice,eitherPartywishes
62、toextendthisAgreement,heshallnotice,inwriting,theotherpartyonemonthpriortoitsexpiration.inwriting,theotherpartyonemonthpriortoitsexpiration.ThemattershallbedecidedbytheagreementandbyconsentThemattershallbedecidedbytheagreementandbyconsentofthepartieshereto.Shouldeitherpartyfailtoimplementtheofthepar
63、tieshereto.Shouldeitherpartyfailtoimplementthetermsandconditionsherein,theotherpartyisentitledtotermsandconditionsherein,theotherpartyisentitledtoterminatethisAgreement.terminatethisAgreement.n n本协议经双方签字后生效，有效期为本协议经双方签字后生效，有效期为*天，自天，自*至至*。若。若一方希望延长本协议，则须在本协议期满前一方希望延长本协议，则须在本协议期满前1 1个月书面通个月书面通知另一方，经双
64、方协商决定。知另一方，经双方协商决定。 若协议一方未履行协议条款，另一方有权终止协议。若协议一方未履行协议条款，另一方有权终止协议。 10.Arbitration10.Arbitrationn n仲裁仲裁n nAlldisputesarisingfromtheexecutionofthisAgreementshallbeAlldisputesarisingfromtheexecutionofthisAgreementshallbesettledthroughfriendlyconsultations.Incasenosettlementcansettledthroughfriendlycons
65、ultations.Incasenosettlementcanbereached,thecaseindisputeshallthenbesubmittedtothebereached,thecaseindisputeshallthenbesubmittedtotheForeignTradeArbitrationCommissionoftheChinaCouncilforForeignTradeArbitrationCommissionoftheChinaCouncilforthePromotionofInternationalTradeforarbitrationinaccordancethe
66、PromotionofInternationalTradeforarbitrationinaccordancewithitsprovisionalrulesofprocedure.Thedecisionmadebythiswithitsprovisionalrulesofprocedure.ThedecisionmadebythisCommissionshallberegardedasfinalandbindinguponbothCommissionshallberegardedasfinalandbindinguponbothparties.Arbitrationfeesshallbebor
67、nebythelosingparty,unlessparties.Arbitrationfeesshallbebornebythelosingparty,unlessotherwiseawarded.otherwiseawarded.n n 在履行协议过程中，如产生争议，双方应友好协商解决。若在履行协议过程中，如产生争议，双方应友好协商解决。若通过友好协商达不成协议，则提交中国国际贸易促进委员会通过友好协商达不成协议，则提交中国国际贸易促进委员会对外贸易仲裁委员会，根据该会仲裁程序暂行规定进行仲裁。对外贸易仲裁委员会，根据该会仲裁程序暂行规定进行仲裁。该委员会的决定是终局的，对双方均具有约束力
68、。仲裁费用，该委员会的决定是终局的，对双方均具有约束力。仲裁费用，除另有规定外，由败诉一方负担。除另有规定外，由败诉一方负担。11.OtherTerms&Conditions11.OtherTerms&Conditionsn n其他条款其他条款n nPartyAshallnotsupplythecontractedcommoditytoPartyAshallnotsupplythecontractedcommoditytoanyotherbuyer(s)intheabovementionedterritory.anyotherbuyer(s)intheabovementionedterrito
69、ry.Directenquiries,ifany,willbereferredtoPartyB.Directenquiries,ifany,willbereferredtoPartyB.However,shouldanyotherbuyerswishtodealwithHowever,shouldanyotherbuyerswishtodealwithPartyAdirectly,PartyAmaydoso.ButpartyAshallPartyAdirectly,PartyAmaydoso.ButpartyAshallsendtoPartyBacopyofSalesConfirmationa
70、ndgivesendtoPartyBacopyofSalesConfirmationandgivePartyB.%commissiononthebasisofthenetinvoicePartyB.%commissiononthebasisofthenetinvoicevalueofthetransaction(s)concluded.valueofthetransaction(s)concluded.n n(1)(1)甲方不得向经销地区其他买主供应本协议所规甲方不得向经销地区其他买主供应本协议所规定的商品。如有询价，当转达给乙方洽办。若有买定的商品。如有询价，当转达给乙方洽办。若有买主希望从
71、甲方直接订购，甲方可以供货，但甲方须主希望从甲方直接订购，甲方可以供货，但甲方须将有关销售确认书副本寄给乙方，并按所达成交易将有关销售确认书副本寄给乙方，并按所达成交易的发票金额给予乙方的发票金额给予乙方* *%的佣金。的佣金。 n n(2)ShouldPartyBfailtopassonhisorderstoPartyA(2)ShouldPartyBfailtopassonhisorderstoPartyAinaperiodof.monthsforaminimumof.,PartyAinaperiodof.monthsforaminimumof.,PartyAshallnotbindhims
72、elftothisAgreement.shallnotbindhimselftothisAgreement.n n若乙方在若乙方在* *月内未能向甲方提供至少月内未能向甲方提供至少*订货，甲方不订货，甲方不承担本协议的义务承担本协议的义务n nForanybusinesstransactedbetweengovernmentsofbothForanybusinesstransactedbetweengovernmentsofbothParties,PartyAmayhandlesuchdirectdealingsasParties,PartyAmayhandlesuchdirectdealin
73、gsasauthorizedbyPartyAsgovernmentwithoutbindingauthorizedbyPartyAsgovernmentwithoutbindinghimselftothisAgreement.PartyBshallnotinterfereinhimselftothisAgreement.PartyBshallnotinterfereinsuchdirectdealingsnorshallPartyBbringforwardanysuchdirectdealingsnorshallPartyBbringforwardanydemandforcompensatio
74、ntherefrom.demandforcompensationtherefrom.n n(3)(3)对双方政府间的贸易，甲方有权按其政府的授权对双方政府间的贸易，甲方有权按其政府的授权进行有关的直接贸易，而不受本协议约束。乙方不得进行有关的直接贸易，而不受本协议约束。乙方不得干涉此种直接贸易，也无权向甲方提出任何补偿或佣干涉此种直接贸易，也无权向甲方提出任何补偿或佣金要求。金要求。 n n(4)ThisAgreementshallbesubjecttothetermsand(4)ThisAgreementshallbesubjecttothetermsandconditionsintheSa
75、lesConfirmationsignedbybothconditionsintheSalesConfirmationsignedbybothpartieshereto.partieshereto.n n本协议受签约双方所签订的销售确认条款的制约。本协议受签约双方所签订的销售确认条款的制约。n nThisAgreementissignedon.at.andisintwoThisAgreementissignedon.at.andisintwooriginalsoriginals；eachPartyholdsone.eachPartyholdsone.n n本协议于本协议于*年年* *月月* *
76、日在日在*签订，正本两份，甲乙双签订，正本两份，甲乙双方各执一份。方各执一份。n nPartyA:PartyB:PartyA:PartyB:(Signature)(Signature)(Signature)(Signature)n n甲方：甲方：乙方：乙方：n n（签字）（签字）（签字）（签字）n nSentence PatternsSentence Patternsn nI.I.Asking for agencyAsking for agencyn n1.Asktobeanagent1.Asktobeanagentn nWeaskedtobethesole(exclusive)agentfo
77、ryourlacquerWeaskedtobethesole(exclusive)agentforyourlacquerwaresinourcountry.waresinourcountry.n n2.Tooffertoactasanagent2.Tooffertoactasanagentn nWewritetoactasyouragentforthesaleofyourproductsinWewritetoactasyouragentforthesaleofyourproductsinSpain.Spain.n nBeingareliablefirmwithwideandvariedexpe
78、rienceintheBeingareliablefirmwithwideandvariedexperienceintheline,weoffertoactasyoursoleagentinourterritory.line,weoffertoactasyoursoleagentinourterritory.n n3.toofferonesserviceasanagent3.toofferonesserviceasanagentn nSinceyouarenotdirectlyrepresentedinourarea,wedSinceyouarenotdirectlyrepresentedin
79、ourarea,wedliketoofferourserviceasyouragent.liketoofferourserviceasyouragent.n nWithmanyyearsmarketingexperienceandgoodWithmanyyearsmarketingexperienceandgoodconnectionsinthetrade,weofferourserviceasyouragentconnectionsinthetrade,weofferourserviceasyouragentinKuwait.inKuwait.n n4.torecommend4.toreco
80、mmendsbsb.asanagent.asanagentn nHavinghadanexperiencedstaffofsalesrepresentativesHavinghadanexperiencedstaffofsalesrepresentativesandspaciousandwell-equippedshowrooms,weandspaciousandwell-equippedshowrooms,werecommendourselvestoactasyoursoleagentforyourrecommendourselvestoactasyoursoleagentforyourFo
81、reverBrandBicyclesinIran.ForeverBrandBicyclesinIran.n nAswehavelearnedthatyouareanxioustoextendyourAswehavelearnedthatyouareanxioustoextendyourbusinessinourmarket,wewouldliketorecommendABCbusinessinourmarket,wewouldliketorecommendABCCompanyasyoursellingagentforyourmerchandise.Companyasyoursellingage
82、ntforyourmerchandise.n n5.toproposeanagencyagreement5.toproposeanagencyagreementn nWehaveamindtoexpandthebusinessandproposeasoleWehaveamindtoexpandthebusinessandproposeasoleagencyagreementforyouragencyagreementforyourfootwearsfootwearsforadurationof5years.foradurationof5years.n nII.II.Appointment of
83、 AgencyAppointment of Agencyn n1.toappoint1.toappointsbsb.asanagent.asanagentn nRegardingyourproposaltorepresentusforthesaleonourcannedfoods,Regardingyourproposaltorepresentusforthesaleonourcannedfoods,wehavedecidedtoappointyouasouragentinwehavedecidedtoappointyouasouragentinHongkongHongkong. .n nWe
84、arequitewillingtoappointyouasourexclusiveagentforRedLanternWearequitewillingtoappointyouasourexclusiveagentforRedLanternBrandRadiosinyourcountryonconditionthatyourealizetheannualBrandRadiosinyourcountryonconditionthatyourealizetheannualturnoverofUS$500,000.turnoverofUS$500,000.n n2.toentrust2.toentr
85、ustsbsb.withagency.withagencyn nAfteracarefulreviewofourbusinessrelationsandyourpasteffortsinAfteracarefulreviewofourbusinessrelationsandyourpasteffortsinpushingthesaleofourproducts,wehavedecidedtoentrustyouwiththepushingthesaleofourproducts,wehavedecidedtoentrustyouwiththeexclusiveagencyforourwillo
86、w-waresinyourcountry.exclusiveagencyforourwillow-waresinyourcountry.n nIII.RefusaltoapplicationforagencyIII.Refusaltoapplicationforagencyn n1.tobepremature1.tobeprematuren nRegardingthequestionofagency,weshouldthinkitisprematureforustoRegardingthequestionofagency,weshouldthinkitisprematureforustocon
87、siderit.considerit.n nWeappreciateyoursuggestionthatyousellourproductsonanexclusiveWeappreciateyoursuggestionthatyousellourproductsonanexclusivebasis,butwethinkitprematureforustoenterintoagencyagreementatthebasis,butwethinkitprematureforustoenterintoagencyagreementatthepresentstage.presentstage.n n2
88、.todeferdiscussionof2.todeferdiscussionofn nWevenotedyourrequesttoactasouragentinyourcountry,butwefeelitWevenotedyourrequesttoactasouragentinyourcountry,butwefeelitwouldbebettertodeferdiscussionofit.wouldbebettertodeferdiscussionofit.n n3.nottowarrant(justify)anagencyappointment3.nottowarrant(justif
89、y)anagencyappointmentn nThetotalamountofyourorderlastyearwasmoderate,whichThetotalamountofyourorderlastyearwasmoderate,whichdoesnotwarrantanagencyappointment.doesnotwarrantanagencyappointment.n nWedontthinkthepastrecordsoftransactionsjustifyWedontthinkthepastrecordsoftransactionsjustifyestablishingt
90、heagency.However,weshallrefertoitwhenestablishingtheagency.However,weshallrefertoitwhenbusinessdevelopstoourmutualsatisfaction.businessdevelopstoourmutualsatisfaction.n n4.torecommend4.torecommendsbsb.asanagent.asanagentn nHavinghadanexperiencedstaffofsalesrepresentativesandHavinghadanexperiencedsta
91、ffofsalesrepresentativesandspaciousandwell-equippedshowrooms,werecommendspaciousandwell-equippedshowrooms,werecommendourselvestoactasyoursoleagentforyourForeverBrandourselvestoactasyoursoleagentforyourForeverBrandBicyclesinIran.BicyclesinIran.n nAswehavelearnedthatyouareanxioustoextendyourAswehavele
92、arnedthatyouareanxioustoextendyourbusinessinourmarket,wewouldliketorecommendABCbusinessinourmarket,wewouldliketorecommendABCCompanyasyoursellingagentforyourmerchandise.Companyasyoursellingagentforyourmerchandise.Contentsl1.Introductionl2.Words & their expressionsl3.Basic Expressionsl4.Substitution D
93、rillsl5.Writing Strategyl6.Practice1. IntroductionlIfabusinesscompanydoesnthaveabranchofficeorrepresentativeinaplace,itmayappointanagenttoactonitsbehalf.Theywillsignanagencyagreement.Theagentmustactinstrictaccordancewiththeprovisionsoftheagencyagreementbetweenhimselfandhisprincipal.Therearemainlytwo
94、typesofagents:generalagentandsole/exclusiveagent.AGeneralAgent(总代理:指委托人在指定地区的全权代表，他有权代表委托人从事一般商务活动和某些非商务性事务。)maybeafirmorapersonwhoactsunderinstructionsfromhisprincipaltosellorbuyonthebesttermsobtainable,chargingacommissionunderanagreementconcerned.1. IntroductionlASoleAgent(独家代理:在指定地区和期限内单独代表委托人行事，
95、从事代理协议中规定的有关业务的代理人。委托人在该地区内，不得委托其他代理人。)maybeafirmorapersonwhoactsexclusivelyforoneforeignprincipalwithexclusiveagencyrightstosellcertainkindsofcommoditiesinacertainareacontractedbetweenthetwoparties.(*一般代理（CommissionAgent）：又称佣金代理，是指在同一地区和期限内委托人可以同时委派几个代理人代表委托人行事，代理人不享有独家专营权。佣金代理完成授权范围内的事务后按协议规定的办法向委
96、托人计收佣金。)1. IntroductionlThereareallkindsofagencies/agentsininternationaltrade,suchassellingagency/agent,buyingagency/agent,forwardingorshippingagency/agent,thedelcredereagency/agent.Wemainlytalkaboutsoleagency/agentofsellingagency/agentinthisunit.Thefollowingarethetwowaystoestablishtherelationshipof
97、thesoleagency.(1)Animporterappliesforthesoleagency/agent.(2)Animporterisappointedasthesoleagency/agent.1. Introductionl代理是国际贸易中采用的贸易方式之一。l所谓代理就是由进出口公司给予代理商，在特定地区和一定期限内，享有代销指定商品的权利。双方属于一种委托和被委托的代销关系，而不是买卖关系。代理商应积极推销代理商品，并享有收取佣金的权利。由于对代理权限的委托不一，代理可分为独家代理、一般代理和总代理。1. Introductionl独家代理指委托人在一定时期，特定地区给予代理
98、人推销指定商品的专营权，委托人向代理人支付佣金，负担经营风险，一般不再向该地区其他商人销售该种商品。即使直接销售，也要按协议规定给独家代理应得的佣金，这种佣金叫做隐佣（SleepingCommission）。独家代理则代表委托人与买主洽谈交易，并以委托人的名义或由委托人自己同买主签订合同。l一般代理是指不享有对某种商品的专营权，但其他权利、义务和独家代理一样。在同一地区，同一时期内，委托人可以选定一家或几家客户作为一般代理商，并根据销售商品的金额支付佣金。委托人可以直接与其他买主成交，无须另给代理商佣金。l总代理是指代理商在指定地区内不仅有权独家代销指定商品，而且还有权代表委托人办理一些其他非
99、商品性的事务。2. Words&theirexpressionsl1.representv.代理，代表lOurfirmisrepresentedbyABCCompanyinJapan.l本公司在日本的代理商是ABC公司。lWeshouldbegladtoknowonwhattermsyouwouldbewillingtorepresentus,alsothetermsonwhichbusinessisgenerallyconductedinyourcountry.l望告知你方充当代理人的条件及贵国的一般业务条件.lWearetheagentforTextilesinthiscityandwis
100、htorepresentanotherfirm.l我们是本市纺织品的代理人，愿意为其它公司代理。2. Words&theirexpressionsl2.agencyn.代理lagencyagreement代理协议lagencycontract代理合同lagencycommission代理佣金lsoleagency独家代理lYourapplicationforsoleagencyforaperiodofoneyearisnowundercarefulconsideration.l我们正在认真考虑你们担任我方独家代理为期一年的申请。lMicrosoftCompanyhasagenciesinall
101、partsoftheworld.l微软公司在全球各地都有代理。2. Words&theirexpressionslAsyouragent,wellmakegreatereffortstopushthesaleofyourproducts.l作为你方的代理，我们将会更加努力地推销你方产品。lWeareafraidthatwecannotagreetoappointyouasoursoleagentbecausetheannualturnoveryoupromisedistoolow.l我方恐怕不能同意你方作为我们的独家代理，因为你方所承诺的年销售量太低。lWedliketosignasoleag
102、encyagreementwithyouonyourelectricfansforaperiodofthreeyears.l我们想同你方签订一项为期三年专营电扇的独家代理协议。2. Words&theirexpressionsl3.appointmentn.任命，选派lappointv.委任，指定lappointsb.as指派某人为lWeareveryhappytoappointyouasourrepresentative.l我们很高兴任命你方为我们的业务代表。lWeappointyouasoursoleagentaccordingtothetermsmentionedinyourletter
103、ofSeptember13,2002.l我们现在同意按你方2002年9月13日来函所提条件，任命你方为我方的独家代理。2. Words&theirexpressionslWeareafraidwecantagreetoappointyouasouragentforthesaleofourproductsinyourareabecausetheannualturnoveryoupromisedistoolow.l我们恐怕不能同意你方作为在你地销售我方产品的代理，因为你方所承诺的年销售量太低。lWearequitewillingtoofferyouanappointmentonadelcreder
104、ebasisof15%commissiononthenetvalueofallordersreceivedthroughyou,providedyouarewillingtolodgeadequatesecuritywithourbankershere.l我方愿委任你方为信用担保代理人，凡通过你方接受的订单，我们按所订净值的百分之十五给予你方佣金，但需要你方答应在我银行存入足够的保证金。2. Words&theirexpressionsl4.agentn.代理人，代理商lsalesagent销售代理lsellingagent销售代理lsoleagent独家代理lexclusiveagent独家
105、代理lcommissionagent佣金代理lgeneralagent总代理lmanufacturersexportagent制造商出口代理2. Words&theirexpressionsladvertisingagent广告代理linsuranceagent保险代理lshippingagent货运代理lWeunderstandfromsister-housethatyouwishtohaveanagentinthismarket.l从我姐妹公司获悉，你方想在这个市场上有一个代理人。lInviewofourexperienceandextensivebusinessconnections,w
106、ehopeyouwillappointusyoursoleagentfortheterritory.l鉴于我们有丰富的经验和广泛的业务关系，相信你方会任命我公司为该地区的独家代理。3.Basic Expressionsl1.Iwouldliketodiscusswithyoutheproblemofagencyforyourelectricfans.l我想同贵方商谈你们电风扇的代理问题。l2.Iwonderwhetheryourfirmisrepresentedinourcountry.l我不知道贵公司在我国是否有代理。l3.Weshouldbegladifyouwouldconsiderou
107、rapplicationtoactasagentsforthesalesofyourproductsinourcountry.l如果贵方能考虑我们的申请使我们成为贵公司产品在我国市场的销售代理的话，我们会很高兴的。3.Basic Expressionsl4.Wearepleasedtoofferyouasoleagencyforthesaleofourproductsinyourcountry.l我们很乐意指定你们成为我方产品在贵国的独家代理。l5.Wearepleasedthatyouarepreparedtoappointusasyoursoleagentforyourproducts.l
108、对贵方有意指定我们成为贵方产品的独家代理，我们感到很高兴。l6.Werefavorablyimpressedbyyourproposalforasoledistributor.l对贵方建议由我方担任独家经销商一事，我们颇感兴趣。l7.Thankyouforofferingustheagencyforyourproductsandappreciatetheconfidenceyouhaveplacedinus.l谢谢贵方提出让我们代理你们的产品，我们很感激你们对我们所表示的信心。3.Basic Expressionsl8.Ifyougiveustheagency,weshouldsparenoe
109、ffortstofurtheryourinterests.l如果贵方给予我们代理权，我们将不遗余力为贵方争取利益。l9.Asyouragents,wellmakegreatereffortstopushthesaleofyourproducts.l作为你们的代理，我们将会更加努力地推销你方产品。l10.Weappreciateyoureffortsinpushingthesaleofourelectricfans.l我们感激贵方在推销我方电扇产品方面所做的努力。4.Substitution Drills l1A:Youcouldbedoingbetterifyoudevelopedsomeki
110、ndofsalesnetworkthere.lB:Werethinkingoffindingawaytoreachallourpotentialcustomers.lpenetratethatnewmarket.lbreakintotheEuropeanmarket.l2A:Howlonghaveyoubeeninthisbusiness?lB:Fornearlytenyears.Wehaveverygoodconnectionswithwholesalers,chainstoresanddistributors.lForalmosttwentyyears.Werewellconnectedw
111、ithfirmsinthisfield.lWeregoingtocelebratethefirmsthirtiethanniversarythisNovember.4.Substitution Drillsl3A:Weboughtalotfromyoulastyear,amountingtoasmuchas$500,000.lB:Werequitesatisfiedwiththewaythingsaregoingnow.lWerequitepleasedwithwhatyouvedonetoexpandthemarket.lWeappreciatetheeffortsyouvemadeinhe
112、lpingourproducts.l4A:Ifyouappointusasyouragent,theturnoverwillbethreetimeswhatitistoday.lwecanworkupabigdemandforyourproductsatourend.lwecansortoutthelicenseandtheregulationsforyou.lB:Wedliketoknowmoreaboutyourproposalbeforegivinganopinion.lWewontconsiderthequestionofagencyforthetimebeing.lImsorryId
113、ontthinkitstherighttimeforthismatter.4.Substitution Drillsl5A:WewishtohaveanagenttopushourproductsinAustralia.Wouldyouliketoacceptthisappointment?lWedliketoappointageneralagenttohandleourproductsinBritain.Areyouinterestedinit?lWeneedanexperiencedrepresentativeforourproductsinFrance.Wouldyoubeinteres
114、ted?lB:Weshouldbeverypleasedtorepresentyouifthetermsandconditionsareright.lWewouldbeinterestedinactingasyourgeneralagentthere.lImwillingtohandleyourexportsasanagent.4.Substitution Drillsl6A:Whatstheannualorderyoucanguarantee?lWhataretheannualsalesyoucanmakeforthisproduct?lWhatstheannualturnoveryouca
115、ndo?lB:Tobeonthesafeside,notlessthan$200,000forastart.lAround$500,000tobeginwith.Itsnotasmallfigure,Ishouldsay.lIdratherstartonamoderatescale,say,10,000tons.4.Substitution Drillsl7A:Ineedntmentionthatthepriceyougiveusmustbecompetitive.lyourtermsforusmustbefavorablelthedeliverydatemustbekeptlB:Certai
116、nly.Termsforouragentsareusuallyveryfavorable.l8A:Andthecommissionyouexpect?lWhatcommissionwouldyouexpect?lWhatabouttherateofcommissionyouwanttocharge?lB:10%ontotalsales.lAminimumof3%commissiononthesaleprice.lAcommissionof5%onsalesandamonthlysumof$5,000forexpenses.4.Substitution Drillsl9A:Maywehaveas
117、ubsidyforsalespromotion?lanallowanceforadvertising?lareasonableamountfromyouforpublicity?lB:Imafraidwecantpayforyoursalespromotion.lThatshouldbepartofyouroverheadsandbetakenfromyourcommission.lYes,butmerelyattheinitialstagetohelpyoupushthesale.l10A:Inthelongrunyourmarketwillnevergrow,notuntilyouhave
118、anagent.lB:Iseeyourpoint.Thankyouforyouradvice.Wellconsideryourproposal.lWemaytakeupthematteragainwhenwecometoknoweachotherbetter.lWethinkitwouldbebettertoconsiderthematterafteryouhavedonemorebusinesswithus.5.Writing Strategy l1)HowtowritetoestablishtherelationshipofthesoleagencylWhenwritingtoacompa
119、nyabroadtoapplyforthesoleagent,thefollowingcontentsshouldbeincludedintheletter:l(1)Thepurposeofyourletterl(2)Stateyourcorporatecapacityandstrongeconomicbackup.l(3)Stateyourtradecredit,yourcapabilitytoestablishasalenetworkfortheprincipalsproducts.l(4)Ifnecessary,makeaworkableplanforthemarketsale.5.Wr
120、iting StrategylWewouldliketoinformyouthatweactonasoleagencybasisforanumberofmanufacturers.WespecializeinrefinedcottongoodsandalltypesofhouseholdlinenfortheMiddleEasternmarket.lUntilnow,wehavebeenworkingwithyourtextilesdepartmentandourcollaborationhasprovedtobemutuallybeneficial.Pleaserefertothemfora
121、nyinformationregardingourcompany.lWeareveryinterestedtobeanexclusiveagentwithyourfactoryforthepromotionofyourproductsinBahrain.lWelookforwardtoyourearlyreply.5.Writing StrategylWhenwritingtoappointacompanyabroadasthesoleagent,thefollowingcontentsshouldbeincludedintheletter:l(1)Thepurposeofyourletter
122、l(2)Yourconditionsforthesoleagent,suchaseconomicbackup,tradecredit,capabilitytoestablishasalenetworkandsoon.5.Writing StrategylThankyouforyourproposaltoactasouragentforthesaleof_productsin_country/area.Iampleasedtoinformyouthatwehavedecidedtoacceptyourproposalonthebasisofa_percentcommission,payableo
123、nallordersreceivedthroughyou.Inaddition,wewillrefundexpensesreasonablyincurredinpromotingoursales.Providedthatthearrangementsyoumakewithcustomersarefavorabletoourinterests,wewilltrusttoyourjudgementsuchmattersasdiscountsandthegrantingofcredit.Wetrustthattheorderswereceivethroughyouandthetermsonwhich
124、youhaveacceptedthemwilljustifyourconfidenceinyourabilitytopromotethesaleofourproductsin_country/area.Sincerelyyours,5.Writing Strategyl2)HowtoreplysuchlettersWhenthereceiveragreestoestablishagencyrelations,hewillreplyto:l(1)expressthanksfortheincomingletterl(2)answertherequestintheincomingletterl(3)
125、expresshopeforfurthernegotiationonthesoleagreement.5.Writing StrategylThankyouforyourletterof12Aprilproposingasoleagencyforourofficemachines.Wehaveexaminedourlongand,Imustsay,mutuallybeneficialcollaboration.WewouldbeverypleasedtoentrustyouwiththesoleagencyforBahrain.Fromourrecords,wearepleasedtonote
126、thatyouhavetwoserviceengineerswhotooktrainingcoursesatourMilanfactory.Thesoleagencywillnaturallybecontingentonyoumaintainingqualifiedaftersalesstaff.lWehavedrawnupadraftagreementthatisenclosed.Pleaseexaminethedetailedtermsandconditionsandletusknowwhethertheymeetwithyourapproval.Onapersonalnote,Imust
127、saythatIamdelightedthatweareprobablygoingtostrengthenourrelationship.IhaveverypleasantmemoriesofmylastvisittoBahrainwhenyouentertainedmesodelightfully。lIlookforwardtoreciprocatingonyournextvisittoMilan.Myverybestwishestoyouandyourwife.5.Writing StrategylWhenthereceiverdoesntagreetoestablishagencyrel
128、ations,hewillreplyto:l(1)expressthanksfortheincomingletterl(2)expressregretfornotbeingabletoestablishagencyrelationsl(3)statehisreasons5.Writing StrategylThankyouforyourletterof1Septembersuggestingthatwegrantyouasoleagencyforourhouseholdlinens.Iregrettosaythat,atthisstage,suchanarrangementwouldberat
129、herpremature.Wewould,however,bewillingtoengageinatrialcollaborationwithyourcompanytoseehowthearrangementworks.Itwouldbenecessaryforyoutotestthemarketforourproduct.Youwouldalsohavetobuildupamuchlargerturnovertojustifyasoleagency.Weenclosepricelistscoveringalltheproductsyouareinterestedinandlookforwar
130、dtohearingfromyousoon.6. Practice l1.Imafraidwecantagreetoappointyouasoursoleagentbecausetheannualturnoveryoupromisedistoolow.l恐怕我们不能同意指定你方作为我们的独家代理，因为你方所承诺的年销售量太少了。l2.Wewillincreaseourturnoverifyouappointusasyoursoleagent.l如果你方指定我们作为独家代理，我们将增加我们的销售量。l3.Wedliketosignasoleagencyagreementwithyouonyour
131、electricfansforaperiodofthreeyears.l我们想同你方签订一项为期三年专营电扇的独家代理协议。l4.Asoursoledistributor,youarenotexpectedtohandlethesaleofsimilarproductsofotherorigins.l你方作为我们的独家经营商是不允许经营销售其他类似产品的。6. Practicel5.IthinkyouknowalreadythatIwanttodiscusstherepresentationforyouralarmclocks.l想必你已知道，我想和你方商谈闹钟的代理事宜。l6.Weusual
132、lygeta10%commissionoftheamountoneverydeal.l通常我们取得的佣金是每笔成交额的10%。l7.Accordingtoyourestimate,whatisthemaximumannualturnoveryoucouldfulfill?l据你估计，你能完成最大年销售量是多少？l8.Weshouldbegladifyouwouldconsiderourapplicationtoactasagentsforthesaleofyournewproducts.l如蒙考虑担任销售你方新产品的代理商，我们将十分高兴。6. Practicel9.Referringtoyo
133、urrequesttoactasoursoleagentforartandcraftitems,wewillconsiderthisquestionseriouslywhenbusinessbetweenushasbeenfurtherextended.l关于你方担任我方工艺品独家代理的要求，待双方业务进一步扩大后，我们会认真考虑。l10.Yourrequestforactingasouragentinyourterritoryhasbeennoted,butitwouldappearprematuretodiscussthismatteratpresent.Wethinkthattobeginwith,youcoulddobusinesswithusonacommissionbasis,andwhenwebecomewellacquaintedwitheachother,thequestionofagency-shipcouldthenbefurtherdiscussed.l已注意到你方愿意在贵地区担当我方代理的请求，但目前讨论此事尚不成熟。我们考虑首先可在收取佣金的基础上为我们开展业务，待彼此了解后，再进一步探讨这个问题。
