外贸函电Unit 13 Agency.ppt

unit 13 agency agency can simply indicate such a relation that the exporter empowers a foreign businessman to conduct business performance abroad. the former is called principal, the latter agent. introduction introduction when a company seeks to develop its markets in other countries, it often resorts to the help of agents, who will be employed to represent the company to sell its products. an important for appointing agents is their knowledge of local conditions and of the markets in which they will operate. in developing foreign trade, agents often play a very important role, for they know what goods are best suited to the area and what prices the market will bear. introduction as for as buying and selling are concerned, there are mainly two types of agents: general agent; sole agent(exclusive agent). introduction a general agent may be a firm or a person who acts under some degree of instructions from his principals of sell (or buy) goods on the best terms obtainable. he charges a commission for his services under some kinds of agreement or contract. introduction similar to a general agent, a sole agent may be firm or a person who acts for one foreign principal with exclusive agency rights to sell on a commission basis certain commodities in a certain area under some kinds of agreement or contract. introduction in choosing an agent, either a firm or a person, the company should make searching enquiries into the qualifications, experience and personal qualities of prospective agents, for example: introduction their reliability and financial soundness; their market connections and the effectiveness of their sales organization; their technical ability to handle the goods to be marketed; the nature and extent of other agencies they may hold, and in particular, whether these are connected with the sale of competing products. introduction the terms of agency are sometimes set out in correspondence between the parties, but when dealings are on a large scale, a formal agreement may be desirable, the agreement may be drafted by one of the parties in consultation with the other. introduction matters to be covered may include all or some of the following: the nature and duration of the agency (e.g. sole agency); the territory to be covered; the duties of agent and principals; the method of purchase and sale. introduction claim for inferior quality 1.a firm with good connections 2.electrical home appliance 家用电器 3.be familiar with 熟悉 4.experienced staff of sales representatives 有 经验的销售人员队伍 5.conclude an agency agreement 达成、签署代 理协议 letter 1 6. entrust 委托 entrust sb. with sth. e.g. we have decided to entrust picc with the insurance of this shipment. entrust sth. to sb. e.g. we have entrust the matter to our representative, who will have a discussion with you . letter 1 claim for inferior quality 7.in the first instance 首先，起初 8.draw up 写出，草拟 letter 1 claim for inferior quality asking to be sales agent 1. offer ones services to do sth. 愿意主动 做某事 offer ones services to act as sbs agent 2.printed cotton fabric 印花棉织品 3.in possession of 占有，持有（使他人无法 使用） letter 2 asking to be sales agent 4.details of your ranges 你方经营范围 5.be known as 6.tick off 做记号，标记出 letter 2 looking for an agent for the seller himself 1.on a commission basis 以佣金形式 2.appeal to 吸引 3.market prospects 市场前景 letter 3 on arrangement of commodity and district for exclusive sales 1.sole distributor 独家经销商 2.being well experienced and proficient in foreign trade， 在外贸方面经验丰富， 操作熟练， 3.in the initial stage 在起始阶段 letter 4 announcing termination of agency relation 1.termination 终止 2.dispense with sth./sb. 用不着，摆脱 3.incidental to 伴随发生 letter 5 agreeing to renewal of a sole agency agreement 1.renewal 续期，延期 2.inform sb. of sth. 3.make it possible for sb. to do sth. 使某人做某 事成为可能 e.g. the heavy snow make it possible for british people to have a white christmas. letter 6 useful expressions on agency 请求担任代理 offer our services as your agent be interested in becoming/ acting as your agent apply as your agent 按独家代理条件 on an exclusive basis act as agent on a sole commission basis handle (commodity) on an exclusive basis 委托某人为代理 appoint sb. (as) agent in (place) for (commodity) appoint sb. (as) for the sa