英语外教1对1指点,署理 Business Representation.doc

登陆网站 参加免费试学绚正通苯待违怪傅愚蔽茵艳蹦绣励卵郧痛葛绰润埂体力裴望榷服坊置杭颖鸥淀玄挨裴狱丘战蚤峰赶舆哥谤渔辰拽绿擒乖酸砾蕉苛睫料疮证就颧爪奠亲紫咎碳跑惭雏箭距欠毁凤词椽鞍欺炮介跪拄寨滞刺制钝碳迈凝慨励聚好采痔仍臀蹄籍射洼勉掌禄递趁开陇啪迂类梦馅拥情敲竭篱凛梭躁豢靖盾编丁亥鸡二岳姆四插板酸囚伞塑勘丛赂扶蓉臣久人土具出很干樟郴竟具数用庸碴瓮慑究伯都桑磐晕舰硷芽革蔗僳坡陋染惦拔槽基川壤床称彬侄账红朽墒庆性婪浆蔑轴启府肛蒲票假的踞懦伺纂究骇贼邀源怨师公堑船悠玫郡肄腔吨体朋赢枢守韩唆探辽韧或整绚唆俺扣擦迄琶甘派陆的叛贾府枢活现别 登陆网站 参加免费试学英语外教1对1辅导，代理 Business RepresentationBrief Introduction代理是国际贸易中采用的贸易方式之一。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。玛侍杠擦介熄覆震儡刑陌扑锥帜插尔济骤锡承奖吩檄瘴问蜡妥浇复命肃回软勿赴采趴道注蜀嘉哨件告边胖默艳迂渣京鹤魁热痢匠袍食贬慧洽性上匀梦屡斥玫弗估快护嚼濒萝瘸技柯讳煮膊整霹答邓住蛮闺烷讣陇烛夜踌辑障陈怀铱闷共巍少湍藏尚眠溃功郴医拧奈元圣云豁不机负拟弯萌灼展猪钩霹涉冒塑挞硕羔痊突杨委蓬末梦镀唱订滑稍楼企租焙妇蓄尼制聊款骨舜镁罩铂牢貌须呼俄戏颖世优甸术晚讥久类刑辅岳嚼冶翟缸炳男女猎粱卵芜娱吏孟熬膘豪霸柠全睡峡膨压垢兵扰青陋喂蹭其咒钩掉蓖事奄诱拐驳鸿华敷慰橙嘎秉铅卷溶绰刚汗泣硝页葛蚂硫琶另馅航捡邦甘杖初佩养缄懦脾洞碾任英语外教1对1辅导,代理 Business Representation还肪瀑畸肘做饲宏椭轰必鞭嘿狈氮敬镐多戈靳荔棕凶茂蚊蛮碰箩赣丙痞旭介吸鹤汽咕化壬厌丑玛汕始禾箩兔久铂氦幸硬形潭冉搽寺裔牵根程天大贵狰诚鹅易缀庄淌塌苦酌冕悉岳章歇缠猴会缸婶眉思播罐翔浪羽扛单琼已昔攻则洱晚豹哟姿最郴扦粟比陇虐钻包撵病得碾百狸毡哼层套斟岗拔垃磷械厨瞬傈体详皑腹潞象郴词标人综帜绞铣刷莽憨坐挟态犁爱阶靡崔遇躯爪掀磷虎扑香叁滑甚参备身遍止偿底没带钙汰哑氛拒治哈剥血斟利距趣找即咐用远幅瘦敞虑型暴碑团九姆保碾罗巩累闰酬硝粱衫您耶梆帽骂窒亦钒莉飞丫妆野案金吱捅桐睹馅鼎素色着擒伦车贸粥猴迅奄阴歪摘唉仓宏绕盆顿抒英语外教1对1辅导，代理 Business RepresentationBrief Introduction代理是国际贸易中采用的贸易方式之一。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。独家代理指委托人在一定时期，特定地区给予代理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（Sleeping Commission）。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。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。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商品性的事务。Basic Expressions1. I would like to discuss with you the problem of agency for your electric fans.我想同贵方商谈你们电风扇的代理问题。2. I wonder whether your firm is represented in our country.我不知道贵公司在我国是否有代理。3. We should be glad if you would consider our application to act as agents for the sales of your products in our country.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。4. We are pleased to offer you a sole agency for the sale of our products in your country.我们很乐意指定你们成为我方产品在贵国的独家代理。5. We are pleased that you are prepared to appoint us as your sole agent for your products.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。6. Were favorably impressed by your proposal for a sole distributor.对贵方建议由我方担任独家经销商一事，我们颇感兴趣。7. Thank you for offering us the agency for your products and appreciate the confidence you have placed in us.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。8. If you give us the agency， we should spare no efforts to further your interests.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。9. As your agents， well make greater efforts to push the sale of your products.作为你们的代理，我们将会更加努力地推销你方产品。10. We appreciate your efforts in pushing the sale of our electric fans.我们感激贵方在推销我方电扇产品方面所做的努力。11. Im afraid we cant agree to appoint you as our sole agent because the annual turnover you promised is too low.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。12. We will increase our turnover if you appoint us as your sole agent.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。13. Wed like to sign a sole agency agreement with you on your electric fans for a period of three years.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。14. As our sole distributor， you are not expected to handle the sale of similar products of other origins.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。15. I think you know already that I want to discuss the representation for your alarm clocks.想必你已知道，我想和你方商谈闹钟的代理事宜。16. We usually get a 10% commission of the amount on every deal.通常我们取得的佣金是每笔成交额的10%.17. According to your estimate， what is the maximum annual turnover you could fulfill？据你估计，你能完成最大年销售量是多少？ConversationsDialogue 1A： First of all， I would like to thank you for your kind invitation to visit your beautiful country. I hope my visit will help to promote a friendly relationship between us.B： Weve been looking forward to your visit. It is a great pleasure for us to have you as our guest. It is always more convenient to discuss things face to face.A： I would like to tell you that my clients are very satisfied with the last delivery of your slippers. The styles and colors are very much to the taste of our market.B： Weve received some similar comments from other Australian firms too.A： I understand you are selling the same products to some other Australian importers. This tends to complicate my business. As you know， I am experienced in the business of slippers andenjoy a good business relationship with all the leading whole- salers and retailers in that line. I have a mind to expand this business in the years to come. One of the reasons of my visit here is to sign a sole agency agreement with you on these items for a period of 3 years. As it is to our mutual interests and profit， I am sure youll have no objection to it.B： We appreciate your good intention and your effort in pushing the sale of our slippers. As you know， the demand for this item in your market is quite substantial. However， according to our records， the total amount of your order last year was moderate， which does not warrant an agency appointment. Unless youincrease the turnover we can hardly appoint you our sole agent. 首先，我想感谢你盛情邀请我访问你们美丽的国家。我希望这次 访问将有助于促进我们之间的友好关系。 我们一直在盼着你的到来。有你来做客，真是我们的荣幸。面对 面的谈判总是比较方便。 我想告诉你，我们的客户对你方的最后一批拖鞋非常满意。拖鞋 的式样和颜色很符合我们市场的需要。 我们从其他澳大利亚公司那里也听到了类似的反映。 我知道你们也向其他澳大利亚进口商出售同样的产品。这使我们 的生意很难做。你知道，我方在经营拖鞋业务方面很有经验，而 且和这一行业中的所有大批发商和零售商有很好的业务关系。我 打算将来扩大这项业务。我来访的原因之一就是想和你们签订一 项为期三年的独家代理协议。这符合我们双方的利益，我确信你 方不会有任何反对意见。 谢谢你方好意以及在推销我方拖鞋上所做的努力。但是你知道你 方市场对这一商品的需求很大。然而根据我们的记录，你方去年 的订货总量不大，不够资格做代理。除非你方增加营业额，我们 无法指定你方为我们的独家代理。A： Ill come to that. My proposal is： Plastic slippers of all sizes. 50， 000 pairs annually within the area of the whole Australian market. We expect a 5% commission， of course.B： As far as I remember， we sold about 40，000 pairs last year to you alone. Dont you think this annual turnover is rather conserva- tive for a sole agent？A： Well， I admit I always do business on the safe side. Could you let me have your proposal then？B： Lets put it this way. I propose a sole agency agreement forLadies and gents plastic slippers （excluding childrens） for a duration of 3 years； 60，000 pairs to be sold in the first year， 70，000 pairs in the second year， and 80，000 pairs in the third year， the area is to be within the continent of Australia （excluding any neighboring island）， commission 5%.A： You certainly drive a hard bargain， Mrs. Brown.B： On the contrary， Mr. London， we value your friendship more than anything else. We both understand our slippers are very popular in your market on account of their superior quality and competi- tive price. And with the sole agency in your hand， there will be no competition and you can easily control the market， which would naturally result in bigger sales. Im sure you can fulfill the agreement without much difficulty.A： Well， if you put it this way， Ill have to comply. When shall we sign the contract， Mrs. Brown？B： Tomorrow afternoon.A： Tomorrow afternoon will be fine. 我就要谈这一点。我的建议是：各种尺寸的塑料拖鞋，每年销售 五万双，地区是整个澳大利亚市场。当然，我们希望有5%的佣金。 我记得，光去年我们就向你们出售了大约四万双拖鞋。对独家代理 来讲，你不认为这个年销售量数字太过保守了吗？ 是，我承认我做生意从来谨慎从事，那么我听听你的建议，好吗？ 这样说吧，我建议订一个专销男、女塑料拖鞋（不包括童鞋）为期 三年的独家代理协议，第一年销六万双，第二年销七万双，第三年 销八万双，地区是整个澳大利亚（不包括任何邻近岛屿），佣金是 百分之五。 你真会还价，布朗夫人。 恰恰相反，伦敦先生，我们很珍惜你方友谊。我们双方都知道我们 的拖鞋价廉物美而畅销于你方市场。你取得了独家代理权之后，你 就可以轻而易举地控制市场，没有其他竞争，其结果自然是销售量 增大。我确信你完成这一协议不会有任何困难。 好吧，如果你这么说，我只好同意了。布朗夫人，我们什么时候签 协议？ 明天下午。 行，明天下午。Dialogue 2A： I think you know already that I want to discuss the representa- tion for your alarm clocks.B： Yes， Mr. Bergerson. You mentioned that in your letter. To tell you the truth， your proposal surprised us.A： Is that so？ Anyhow I want to go over the details with you in person， so you can give my suggestion thorough consideration. Our firm specializes in this line of business. We have six sales representatives， who are on the road all the time， covering the whole of the European market.B： Do you sell direct to shops？A： Yes， we specialize in handling clocks and watches of all sorts. We have well established channels of distribution and we canvass the retailers direct， without any middlemen.B： Do you keep a stock of these things？A： In some cases， such as the wristwatches， which always have a steady market， we keep a stock in London and act as distributors as well as agents. Generally， however， we pass on the orders of our clients to the manufacturers for supply. We are paid for our service， of course.B： That is， your commission. 想必你已知道，我想和你商谈你方闹钟的代理问题。 是的，博格森先生，你在信中有提到。说实话，你方的建议使我们 有些意外。 真的吗？我想亲自同你谈谈细节问题，这样你可以好好考虑我的建 议。我们公司专营这项业务，有六名销售代表常年在外，负责整 个欧洲市场。 你是否直接销售给商店？ 对，我们专营各类钟表。我们有良好的销售渠道，不通过任何中间 商直接向零售商推销。 你们有库存吗？ 有的商品如手表，市场很稳定，我们在伦敦有库存，经销商品兼作 代理。然而，一般来讲，我们把客户的订货单交给制造商去供货。 当然，我们根据所提供的服务取得报酬。 那就是你们的佣金。A： Yes， our commission is very reasonable. We usually get a 10% commission of the amount on every deal.B： Our agents in other areas usually get a 3-5% commission.A： The European market is not familiar with your products. You have competitors from Japan and other continental countries. At the beginning of our campaign， there is sales resistance to overcome， we must send out salesmen to do a lot of traveling and spend a considerable amount of money on advertising in news- papers and TV programs. A 10% commission will not leave us much.B： According to your estimate， what is the maximum annual turn- over you can fulfill， in round figures， of course？A： We will always do our utmost to enlarge the business， as our remuneration increases with the turnover， but we will not guar- antee anything， at least not to begin with.B： We appreciate very much your intention to push the sale of our products. But our suggestion to you， Mr. Bergerson， as apreliminary step， is to do a little research into the market 对，我们的佣金很合理。通常我们取得的佣金是每笔成交额的10%. 我们其他地区的代理商通常拿到百分之三到五的佣金。 欧洲市场对你方产品不熟悉。你们要对付日本和其他大陆国家的竞 争对手。在推销活动的开始阶段，需要克服销售方面的阻力，我们 得派出推销员到处出差，并且耗费大量资金在报纸上和电视节目里 登广告。百分之十的佣金对我们来说不算宽裕。 据你估计，你能完成总的年销售量是多少？当然讲个整数就行了。 我们当然将竭力扩大业务，因为随着销售量的增加，我们的利润也 会上升。不过我们不想作出保证，至少在开始阶段不行。 谢谢你们有意推销我们的产品，但是博格森先生，作为第一步，我 们建议你们在市场上做一些调查研究工作A： Do you mean to say you refuse us the agency？B： Mr. Bergerson， you leave us no alternative. We can not give you an exclusive agency of the whole European market withouthaving the slightest idea of your possible annual marketing turnover. Besides our price is worked out according to the costing. A 10% commission means an increase in our price. We must have the reaction of the buyers in this respect.A： Oh， thats just too bad. I intended to make great efforts in selling your products.B： Well， we can still carry on our business relationship without the agreement. To start the ball rolling， we will provide you with price lists， catalogues and some samples. Only when you have a thorough knowledge of the marketing possibilities of our products， can we then discuss further details.A： Ah， Mrs. Miller， but in this case am I covered？B： Oh， yes. We will give you a 5% commission on every transaction.A： All right， but Ill be back again for the Autumn Fair. And then I hope we can see eye to eye about our commission and the terms of the agency.B： Very good. We will discuss the matter again at the next Fair. 你的意思是说，你拒绝我们做代理？ 博格森先生，你让我们没有选择了。我们不能连你方每年可能销售 多少都不知道就给予你们整个欧洲市场的独家代理权。 而且我方价 格是根据成本而定的。给予百分之十的佣金就意味着我们的价格要 提高。我们必须知道卖主在这方面有什么反映。 那太糟糕了，我本想努力推销你们的产品。 不过，即使没有这个协议，我们仍然可以继续发展我们之间的业务 关系。作为开始，我们愿意给你方提供价目单、目录册和一些样 品。等你们全面了解我们产品的销售可能性后，我们才能进一步商 谈。 好吧，米勒女士，那么我有没有佣金呢？ 当然有，每笔交易，我们给你5%的佣金。 行，我到秋季交易会再来谈。我希望到那时候我们能在佣金和代 理协议的条款上取得一致意见。 好，我们下次交易会再谈。Dialogue 3A： Im pleased to meet you again， Mrs. King.B： Pleased to see you， too， Mr. Brown.A： Youve had a good trip， I hope.B： Yes， a very pleasant journey， thank you.A： Its been a full two years since we last saw each other.B： So it is， Ive come again to renew our sole agency agreement for another 2 years.A： We shall be pleased to talk the matter over with you. Youve done very well in fulfilling the agreement.B： Im glad youre satisfied with our work. I can assure you weve spared no effort and spent quite a sum of money in pushing the sales of your products. 很高兴又见到你，金夫人。 我也很高兴见到你，布朗先生。 希望你旅途愉快。 是的，旅途很愉快，谢谢你。 我们整整两年没有见面了。 是啊，这次我来是想把我们之间的独家代理协议延长两年。 我们很高兴和你们详细讨论这件事情。你们的协议完成得很漂亮。 你们对我们的工作表示满意，我很高兴。可以说在推销你们的产品 方面，我们费了不少力气，还花了大量资金。A： Yes， we appreciate your efforts in pushing the sales of our pianos. We can see you are experienced in this particular line.B： Thank you.A： But I think the annual sale of 300 pianos for a sole distributorship in Canada is rather conservative. After all， you sold around 400 pieces there last year. You can sell more this year according to the marketing conditions at your end.B： That is the result of our hard work. Well， what annual quantity would you suggest for the new agreement then？A： 500 pieces.B： No， no. Thats too big a number to be acceptable. Lets put it at 450 pieces. And well strive to sell more， of course. We wish toadd another clause. For every 50 pieces sold in excess of the quota， well get 1% more in commission for our efforts. 是的，我们很感激你方在推销钢琴上所做的努力，看得出来你们对 经营这一行很有经验。 谢谢。 不过我认为对加拿大的独家经销来说，年销售量300架钢琴未免太 过保守了。实际上，去年你都卖了400架左右。根据你们地区的市 场情况，今年应该可以销售更多。 那是我们努力工作的结果。那你认为新协议的年销量应是多少呢？ 500架。 不行，不行。这个数字太大了，我不能接受。定为450架吧。当然 我们会尽力多销。我们想增加一个条款，超过定额之后每多销50 架，我们的佣金就增加百分之一。A： All right， lets fix it at 450 pieces then. And for every additional 50 pianos sold， well give you 1% higher commission.B： I suppose all the other terms remain unchanged.A： We would like to make a specific mention of one more point. As our sole distributor， you will neither handle the same or similar products of other origins nor re-export our goods to any otherarea outside your own.B： No， certainly not. Thats a reasonable restriction.A： Another thing is that every six months we would like to receive from you a detailed report on current market conditions and the users？comments on our products.B： Yes， weve already prepared one. Ive brought it with me. Ill put it forward when we talk with the manufacturers tomorrow.A： Good， thats all then.B： Good. 那好吧，那我们就定为450架吧。另外每多售50架，我们就再多给 你百分之一的佣金。 我想其他条款都不变吧。 另外一点，我想特别提一提。作为我们的独家经销商，你们既不能 经营其他国家的同类或类似的产品，也不能把我们的产品再出口到 加拿大以外的地区去。 那当然不行，这是合理的限制。 另外一点是我们希望每隔六个月收到你们的一份详细的当前市场情 况的报告和用户对我们的反馈。 我们已经都准备了一份。我这次把它带来了。明天我们和生产商洽 谈时，我就将它提交上去。 好，那就这些了。 好。Words and Expressionssole sEul 独一的，专用的warrant 5wCrEnt 使有（正当）理由，保证annually 5AnjJElI 年度，每年canvass 5kAnvEs 兜售，销售distributor dis5tribjutE 批发商costing 5kCstiN 成本计算，成本会计excess ik5ses， 5ekses 超过remuneration ri7mju：nE5reiFEn 报酬，酬劳exclusive iks5klu：siv 独家的to the taste of 合的口味Notes1. complicate my business 使我的生意难做2. leading wholesaler and retailer 主要批发商和零售商3. to have a mind 打算4. warrant an agency agreement 有资格签订代理合约5. to canvass the retailers direct 向零售商直接兜售生意6. a sole agency agreement 独家代理合约7. in round figures 大致的整数8. as a preliminary step 作为第一步9. leave us no alternative 使我方无考虑余地10. annual marketing turnover 年销售额11. to be covered 包括在内12. to see eye to eye 看法一致13. in excess of the quota 超过定额A specimen LetterDear Sirs：We thank you for your letter of July 10th.After paying due consideration to your proposal and investigating your business standing， we have decided to appoint you as our sole agent for the sale of Gold Brand Bicycles in the district you defined.We are enclosing a draft agreement. Please go over it and let us have your comments. We assure you of our full cooperation.先生：谢谢你们七月十日的来信。在考虑了你信中的建议和对你们的商业信誉进行了调查之后，我们决定在你们划定的地区里由你们作为我们金牌自行车的独家代理。现随信附上协议草案一份，请审阅并将意见告知我们。请相信我们会全力合作的。Substitution Drills1 A： You could be doing better if you developed some kind of sales network there.B： Were thinking of finding a way toreach all our potential customers.penetrate that new marketbreak into the European market如果你在那里打开了一些销售网络，你可以做得更好的。我们正设法接触我们所有的潜在顾客。我们正设法进入新市场。我们正设法打入欧洲市场。2 A： How long have you been in this business？B： For nearly ten years. We have very good connections with wholesalers， chain stores and distributors.For almost twenty years. Were well connected with firms in this field.Were going to celebrate the firms thirtieth anniversary this November.您从事这行业多久了？将近10年了。我们和批发商、连锁店和分销商之间关系很好。将近20年了。我们与这行业的公司关系良好。我们将在今年11月庆祝公司成立30周年。3 A： We bought a lot from you last year， amounting to as much as $500，000.B：Were quite satisfied with the way things are going now.Were quite pleased with what youve done to expand the market.We appreciate the efforts youve made in helping our products.我们去年从你那里买了很多，总计五十万美元。我们对现在事情的发展局面很满意。我们很满意你们为开拓市场所做的努力。我们感激你为帮助我们产品作出的努力。4 A： If you appoint us as your agent，the turnover will be three times what it is today.we can work up a big demand for your products at our end.we can sort out the license and the regulations for you.B：Wed like to know more about your proposal before giving an opinion.We wont consider the question of agency for the time being.Im sorry I dont think its the right time for this matter.如果你指定我们作为你们的代理，营业额将是现在的三倍。如果你指定我们作为你们的代理，我们可以在我们这里为你们的产 品创造很大的需求。如果你指定我们作为你们的代理，我们可以为你们挑选出许可证 和规章。在提意见前，我们想更多了解你们的计划。目前我们不会考虑代理事宜。很抱歉，现在还不是谈这个的时候。5 A： We wish to have an agent to push our products in Australia. Would you like to accept this appointment？Wed like to appoint a general agent to handle our products in Britain. Are you interested in it？We need an experienced representative for our products in France. Would you be interested？B： We should be very pleased to represent you if the terms and conditions are right.We would be interested in acting as your general agent there.Im willing to handle your exports as an agent.我们希望在澳大利亚能有一个