商务英语函电 15代理 [武汉理工]

Unit15Agency TeachingObjectives KnowledgeRequirements 1Tohelpstudentstolearnandmasterkeywords phrasesandsentencepatterns2Toenablestudentstoknowthekindsofclaims CompetenceRequirements Toenablestudentstoknowthemainpointsinwritingletterstodealwithagency PartOneIntroduction Ininternationaltrade businessishandlednotonlybydirectnegotiationsbetweenthebuyersandthesellers butalsointhewayofagencies Animportantreasonforappointingaforeignagentishisknowledgeoflocalconditionsandofthemarketinwhichhewilloperate Heknowswhatgoodsarebestsuitedtohisareaandwhatpricesthemarketwillbear Theprincipalpaystherewardtotheagencyaccordingtothesalesvolumeintheformofcommission Therearemainlytwokindsoftheagent sform 1 GeneralagentTheagentdoesnotenjoytherightofsellingthegoodsexclusivelyinthegivenarea sellingthegoodsforprincipalsandpaysincommissionthatjustaccepted 2 Exclusive sole agentTheprincipalauthorizestheagentenjoystheright whichisundersomeagreementtosellacertaingoodsexclusivelyinagivenareaoveraperiod Thefirststepinchoosinganagentistomakesurewhetherthefirmorpersonappointedhassufficientmeanstodevelopthetradeandwhetherthefirmorpersonhasreliableconnectionsinthedesignatedarea Thecompanyshouldmakesearchinginquiriesintothequalifications experienceandpersonalagents forexample Theirreliabilityandfinancialsoundness Theirmarketconnectionsandtheeffectivenessoftheirsalesorganization Theirtechnicalabilitytohandlethegoodstobemarketed Thenatureandextentofotheragenciestheymayhold andinparticularwhethertheseareconnectedwiththesaleofcompetingproducts PartTwoAgencyLetters Samples Analysisofagencyletters repliesmayhelpreinforcethenecessaryinformationandstrengthenyourimpressionandunderstandingofthestructuralpartsofagencyletters 2 1StructuralPartsofAgencyLettersAnalysisofSpecimenLetters AskingforAgency Seethefollowingtable Upontheaboveanalysis wemaycometotheimpressionandconclusionthat Structuralpartsoflettersforagencyconsistofthefollowingsections Section1 Refertoyoursourceofinformation Section2 IndicateimportanceofthebusinessSection5 Expressthanksforthehelp cordialexpectationforapromptfavorablereply Besides allorsomeofthefollowingmattersmaybecoveredintheagencyletters natureanddurationoftheagency territorytobecovered dutiesofagentandprincipal methodofpurchaseandsale 2 2SampleLettersofAgencySample1SeekingforAgencyDearsirs liketoseekacompanyorindividualwhowouldbewillingtorepresentus Ourcompanyisaleadingcompanyspecializesinvarioushighqualityclothes andwehadmanyoutletsthroughoutseveralcountries Thecolorandthestyleofourbrandclothesareverymuchtothetasteofthemarket Therepresentativewearelookingforwillbeexperiencedinthefieldofhandlingclothes shouldalreadybedoingbusinesswithbuyersandhavingbuiltcloselinkswithmarket IfyouareinterestedinrepresentingusinChina pleasecontactus Welookforwardtohearingfromyou Yourssincerely signature Sample2ApplyingforAgencyDearsirs WeunderstandfromB ECorporationofKansascitythatyouarelookingforareliablefirmwithgoodconnectionsinthetextiletradetorepresentyouinBrazilia Havinghadexperienceinmarketingtextiles wearefamiliarwithcustomer sneedsandareconfidentthatwecoulddevelopagoodmarketforyouinBrazilia Wehavespaciousandwell equippedshowroomsandanexperiencedstaffofscalesrepresentativeswhocouldpushyourbusiness Weshouldbepleasedtolearnthatyouareinterestedinourproposalandonwhattermsyouwouldbewillingtoconcludeanagencyagreement Ifyourequire wecanprovidefirst classreferences butforgeneralinformationconcerningourstandinginthetradewesuggestyourefertoB ECorporation Yoursfaithfully signature Sample3theApplicationforSoleAgencyDearsirs WerecentlyattendedtheInternationalPhotographicExhibitioninShanghaiandwereimpressedbythequality attractivedesignandreasonablepricesofyourcameras Havingseenyourfullcatalogue weareconvincedthatthereisapromisingmarketforyourproductshereinChina Ifyouarenotalreadyrepresentedhereweshouldbeinterestedinactingasyoursoleagents Asleadingimportersanddistributorsofmorethan30years standinginthephotographictrade wehaveagoodknowledgeoftheChinesemarket Throughoursalesorganizationwehavegoodcontactswiththeleadingretailers Wehandleseveralotheragenciesinnon competinglines andifourproposalinterestsyouwecansupplyfirst classreferencesfrommanufacturersinBritain WefirmlybelievethatanagencyformarketingyourproductsinJordanwouldbeofconsiderablebenefittobothofusandwelookforwardtohearingthatyouareinterestedinourproposal Mr Wu ourPurchaseDirector willbeinEnglandduringMayandwillbepleasedtocallonyouifwehearfromyoupositively Yoursfaithfully signature Sample4Manufacturer sReplyDearWang Thankyouforyourletterof28Marchandforyourcommentsonourcameras Wearestillayoungcompanybutareexpandingrapidly AtpresentouroverseasrepresentationisconfinedtocountriesinWesternEuropewhereourcamerasaresellingwell Howeverweareinterestedinthechanceofdevelopingourtradefurtherafield WhenyourMr WuisinEnglandweshouldcertainlyliketomeethimtodiscussyourproposalfurther IfMr Wuwillgetintouchwithustoarrangeameeting wecanalsoarrangeforhimtolookaroundourfactoryandseeforhimselfthequalityofthematerialsandworkmanshipputintoourcameras Yoursfaithfully signature Sample5DecliningaRequestforAgencyDearsirs Weareobligedtoyouforyourinquiryregardingsoleagencyforthesaleofourproduct Afterseriousconsideration wethinkitwouldappearprematuretodiscussthismatter asthesalesvolumeofbusinessdoesnotwarrantentrustingyouwithexclusiveagencyatpresent Pleasedonotmisinterprettheaboveremarks Theydonotimplydissatisfaction However ifabiggerturnovercanberealizedtojustifyestablishingtheagencyweshouldlikeyoutorepresentus Wehopeyouwillagreewithusandcontinueplacingorderswithus Yourstruly signature Sample6Manufacturer sConfirmationofAgencyTermsDearsirs Wewerepleasedtolearnfromyourfaxof11JunethatyouarewillingtoacceptanagencyformarketingourgoodsinSaudiArabia SetoutbelowarethetermsdiscussedandagreedwithyourMr Williamswhenhecalledhereearlierthismonth butbeforedraftingtheformalagreementweshouldlikeyoutoconfirmthem 1 Theagencywilloperateasform1September2006foraperiodof3years 2 TheagencywillbeasoleagencyformarketingourgoodsinSaudiArabia 3 NosalesofcompetingproductswillbemadeinSaudiArabiaeitheronyourownaccountoronaccountofanyotherfirmofcompany 4 Allcustomers orderswillbetransmittedtousimmediatelyforsupplydirect 5 Credittermswillnotbegivenorpromisedtoanycustomerswithoutourexpressconsent 6 Allgoodssuppliedwillbeinvoicedbyusdirecttocustomerswithcopiestoyou 7 Acommissionof5 basedonFOBvaluesofallgoodsshippedtoSaudiArabia whetheronordersplacedthroughyouornot willbepayableattheendofquarter 8 Aspecialdelcrederecommissionof2 willbeadded 9 Customerswillberequiredtosettletheiraccountswithusdirect Astatementwillbesenttoyouattheendofeachmonthofallpaymentsreceivedbyus 10 Allquestionsofdifferencearisingunderouragreementwillbereferredtoarbitration Pleaseconfirmyouragreementtotheseterms Aformalagreementwillthenbedraftedandcopiessentforyoursignature Faithfullyyours signature Sample7AgencyArrangementAgencyArrangementbetweenBankofChinaandNationalBankofYork1 Thisarrangementisavailablefortransactionsineitherdirectionbetweenthefollowingofficesoftheabovebanks 2 ControldocumentsEachBankshallreceivefromtheotherBanktheauthorizedsignaturesandthetermsandconditions TheBankofChinashallalsosupplytobranchesoftheNationalBankofYork sthedocumentsmentionedaboveformutualuse 3 TransactionsoriginatedwithBankofChina A Remittance AllBankofChina sofficesmentionedin 1 maydirectlydrawonNationalBankofYork sofficesmentionedin 1 bydrafts mailtransfersortelegraphictransfers B Commerciallettersofcredit AllBankofChina sofficesmentionedin 1 anyissuebymailorbycablecommerciallettersofcreditdirectlythroughNationalBankofYork sofficesmentionedin 1 Reimbursementforsuchtransactionswillbeeffectedaccordingtothestipulationsofthespecificletterofcredit C Collection AllBankofChina sofficesmentionedabovemaysendcollectionsdirectlytoNationalBankofYork sofficesmentionedabovewithspecificinstructionsonthedisposaloftheproceeds 4 TransactionsoriginatedwithNationalBankofYork signatures Summary Businesscompanieswhichdonothaveabranchofficeorrepresentativeinaplacemayappointanagenttoactontheirbehalf Theagentappointedmustactinstrictaccordancewiththeprovisionsoftheagencyagreementsignedbetweenhimselfandhisprincipal Exercises 1 TranslatethefollowingtermsintoChinese 1 Fiscalyear2 Purchasingagent3 Soleagencyagreement4 Exclusivedistribution5 Delcrederecommission6 Brokerage7 Representative8 Validity9 Controldocuments10 Fulfilladuty Answer 1 财政年度 2 采购代理人 3 独家代理协议 4 总经销 5 保付代理人佣金 6 佣金 经纪费 7 代表 8 有效期 9 检查文件 10 履行职责 2 TranslatethefollowingsentencesintoChinese 1 WewouldappreciateitifyoucouldconsiderourapplicationtoactasyouragencyforthesaleofyourshirtsinChina 2 Wedecidetoappointanagenttohandleourexporttradewithyourcountry 3 Havingobtainedareputablepositionandthoroughknowledge weensurethatanygoodsentrustedtouswillbeexecutedtoyoursatisfaction 4 WearewillingtoappointyouasourexclusiveagentinyourcountryonconditionthattheannualsalesvaluemustreachUS 650 000 5 Therepresentativewearelookingforwillberichexperiencedintrade andshouldalreadybedoingbusinessofcosmetic havingcontactswithsuitableoutlets 6 Weshalldoallinourpowertoassistyouinestablishingamutuallybeneficialbusinessrelation 7 Referringtoyourrequesttoactasoursoleagentfortoys wewillconsiderwhenbusinessbetweenushasbeenfurtherextended 8 TheAgencyAgreementhasbeendrawnupfordurationofoneyear automaticallyrenewableonexpirationforasimilarperiodunlessawrittennoticeisgiventothecontrary 9 TheterritorycoveredbythisagentagreementisconfinedtoSwitzerlandonly 10 Youundertakenottosellanyotherforeignproductofthesamelineandcompetitivetypes 1 如能考虑我们担任贵公司在中国的衬衫销售代理 我们将不胜感激 2 我们决定指定一家代理商经营我方对贵国的贸易 3 由于具有良好的声誉和贸易上丰富的知识 我们确信你方委托销售的商品会使你方满意 4 我们愿意任命你方为在你国家的独家代理 条件是你方每年的销售量要达到650000美元 5 我公司要联系的代理商 必须在贸易方面有丰富的经验 目前正从事化妆品贸易且与市场有联系的代理商 6 我们将尽最大努力和你方建立互惠互利的商贸关系 7 关于你方要求在玩具方面做我方的独家代理的问题 在我方业务进一步扩大后再予考虑 8 本代理协议签署的有效期为一年 到期时 如果未用书面提出异议 本协议将自动延长一年 9 本代理协议所包含的地区只限于瑞士 10 你方不能销售其他国外相同和与此有竞争性的产品 3 TranslatethefollowingshortpassagesintoEnglish 1 已注意到你方要做我方在你处的代理的要求 但在此之前 请把你们的推销计划和在你地市场可能达到的年营业额告知我方 2 我们认为在现阶段谈论代理的问题还为时过早 3 兹通知你方 这一具体业务有由 代办 该公司做我方独家代理人已很久 4 如能考虑我们担任贵公司产品销售代理的申请 我们将非常高兴 5 我们很高兴有你方担任我方鞋子在英国的独家销售代理 1 Wehavenotedyourrequesttoactasouragentinyourdistrict butbeforegoingfurtherintothematter weshouldliketoknowyourplanforpromotingsalesandtheannualturnoveryoumayrealizeinyourmarket 2 Wethinkitprematureforustodiscussthequestionofagencyforthepresent 3 Wewishtoinformyouthatthisparticularlinehasalreadybeentakenby whohasactedasoursoleagentforquitesometime 4 Weshouldbegladifyouwouldconsiderourapplicationtoactasyouragencyforthesaleofyourproducts 5 WeshallbegladtoofferyouasoleagencyforthesaleofourshoesinEngland MultipleChoices 1 Wegiveyoutheexclusivesales inyourcountry A representativeB agentC representationD agency 2 ourgeneralagent youwouldalsohavetolookaftertheadvertising A BeingB ForC AsD Tobe 3 Yourproposal