situation-18-Agency-代理

Module4ConsequentAffairs模块4业务善后,Situation18Agency情景18代理,Situation18Agency,BefamiliarwiththewordsandexpressionsusedinduplicateordersandrepeatordersBeabletowritelettersofplacing,acceptingandrefusingduplicateordersandrepeatorders,BackgroundInformationSpecimenLettersWritingTutorialVocabularyBuilderSentenceMenuTryYourHandTestYourselfTips,Contents,Situation18Agency,Ininternationaltrade,manytransactionsareconductednotthroughdirectnegotiationbetweenimportersandexportersbutthroughagencies.Agencyistherightgrantedbytheexporter(principal)toacompanyoraperson(agent)inthetargetmarkettobuyorsellcertaincommoditiesonbehalfoftheexporter.Andtheagentearnsacommissiononthesalesitmakes.,在国际贸易中，很多交易并不是由进口商和出口商直接磋商，而是通过代理来达成的。代理就是出口商（委托人）授权给目标市场的公司或个人（代理商），由他代表出口商从事某种商品的买卖活动。代理商通过销售产品赚取佣金。,BackgroundInformation,背景介绍,样信欣赏,写作指南,词汇拓展,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,样信欣赏,写作指南,词汇拓展,句型归纳,大胆尝试,挑战自我,外贸小贴士,Theadvantageofappointingforeignagentsisthattheyaremorefamiliarwiththelocalmarketinwhichtheyoperateandtheyknowbettertherequirementsofthelocalcustomers.Sothattheyaremorelikelytopushthesaleoftheproducts.,指定国外代理商的好处在于，他们对自己所在的当地市场更为熟悉，也更懂得当地顾客的需求，因此能够更好地推销产品。,背景介绍,Situation18Agency,样信欣赏,写作指南,词汇拓展,句型归纳,大胆尝试,挑战自我,外贸小贴士,Sofarasitspurviewofagencyisconcerned,anagentcanbeageneralagentoranexclusiveagent(soleagent).Thedifferencebetweenthegeneralagentandtheexclusiveagentisthattheexclusiveagentistheonlyonethathisprincipalappointstosellcertaincommoditieswithsoleagencyrightinaspecificterritory;butaprincipalcanhavemorethanonegeneralagentinacertainterritory.,从代理权限来看，代理商分为一般代理和独家代理两种。两者的区别在于，独家代理是委托人对某种商品在某个地区任命的唯一的代理商，拥有独家代理权；而委托人在某地的一般代理则可以超过一个。,背景介绍,Situation18Agency,背景介绍,样信欣赏,写作指南,词汇拓展,句型归纳,大胆尝试,挑战自我,外贸小贴士,SpecimenLetter1：ApplyingforAgency,Task:TheMarketingManagerofHuntingtonTradingCompany,SteveFrankiswritingtoZhejiangGraceImportandExportCompanywithaviewtoactingastheirsalesagentinLondon.,英国Huntington贸易公司的市场部经理AlanBrown正在给浙江格雷斯进出口公司写信，希望能成为他们在伦敦地区的销售代理。,Situation18Agency,背景介绍,样信欣赏,写作指南,词汇拓展,句型归纳,大胆尝试,挑战自我,外贸小贴士,BentonGarmentsCompany612MapleDrive,Columbia,SC29205September26,2013ShaoMingExportDepartmentZhejiangGraceImportandExportCompany516HeshanRoadHangzhou,China,Situation18Agency,背景介绍,样信欣赏,写作指南,DearSirorMadam,WehavevisitedChinaImportthetermsandconditionsaresetforthindetails.,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,Enclosedpleasefindacopyofthedraft.Itwillbeappreciatedifyouconfirmtheprovisionsinitatyourearliestconvenience.Aformalagreementwillthenbedrawnupandcopiessentforyoursignature.Yoursfaithfully,BenQiuExportManager,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,translation,Situation18Agency,LanguagePointsofLetter2,actas充当，担任actasyouragency=actforyou=representyou=beyourrepresentative,Note1,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,LanguagePointsofLetter2,consultations咨询consultvi.Explainingwhyyouarequalifiedforthepositionofanagent;Providingchannelsforcreditinvestigation;(Ifnecessary)Tellyourexpectationofthecommissionoraskthereceiverabouttheirconditions;Expressingyourhopeofbeingappointed,说明信息来源和写信的目的；说明自己能胜任代理工作的理由；为对方提供进行资信调查的渠道；(如有必要)提出或询问代理条件；希望对方能接受自己的申请。,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,Theprincipalshouldenclosethedraftofagencyagreementtotheletterinreplyifheacceptstheapplication;ifhedoesnt,statehereasontactfully.,委托人如果同意接受申请，回信时要附上草拟的代理协议；如果不接受，也要以委婉的语气说明不接受的理由。,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,Lettersacceptingtheapplicationforagencymaycontainthefollowingparts:接受代理申请的信件格式如下：,Expressingyourappreciationfortheletterandrepeatingbrieflythecontentsoftheletter;AcceptingtheapplicationIndicatingthatadraftofagencyagreementisenclosed;Expectingearlyreplyofconfirmation,感谢对方的来信，并简单重复信件内容；说明愿意接受申请；随信附上代理协议草案；希望对方尽早回复确认。,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,Letterstodeclinetheapplicationcanbeorganizedasfollows:拒绝代理申请的信件解释如下：,Expressingyourappreciationfortheletterandrepeatingbrieflythecontentsoftheletter;Expressingregretforhavingdeclinedtheapplicationandstatingthereason;Expectingcooperationinfuture,感谢对方来信，并简单重复信件内容；对不能接受申请表示遗憾并讲明原因；期待双方今后可以合作。,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,VocabularyBuilder,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,SentenceMenu,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,TryYourHand,YouaretheExportManagerofSuzhouJinxiuTextilesCorporation.YoureceivedaletterfromBlueStarTrading,Inc.inAustraliaasfollows:,你是苏州锦绣纺织品有限公司出口部经理，收到澳大利亚蓝星贸易有限公司的来信如下：,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,DearSirs,WelearnfromBdoonesutmost)随函附寄协议书草稿一份，请详阅其条款，并请告知是否同意。(agencyagreement)如果你方继续为促销我方的产品做出努力，我方将乐意考虑贵方的独家代理事宜。(continueeffortsin;discussthematterof)经过慎重考虑，我方决定委托贵方作为我们在中国销售“丽人”牌化妆品的独家代理。(entrustwith)请别误解，上述说法绝不表示我方有不满意之处。(misinterpret;remarks),词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,Tips:Preparationsbeforeapplyingforagency,Beforeacompanyoranindividualappliestobeanagent,itisessentialtogetacomprehensiveunderstandingoftheprincipal,includingthefollowing:,公司或者个人想要申请成为代理商之前，对委托人进行全面了解是非常有必要的。建议了解的信息有：,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,Backgroundoftheprincipal,suchas:scopeofbusiness,financialposition,integrity,etc.Specificinformationabouttheproducts,suchas:quality,specificationsandauthenticationstandard,etc.Typesofagency,suchas:commissionagency,soleagencyorgeneralagency.Availableinformationregardingthetargetmarketandconsumers.,委托人的背景情况，如：经营范围、资金实力、诚信度等。代理产品的具体情况，如：产品质量、规格、认证标准等。代理类型，如：佣金代理、独家代理还是总代理。关于目标市场和消费者的信息。,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,Inaddition,thecompanyorindividualshouldalsolearnabouthiscompetitorswhoarealsoapplyingforthesameagencysothathecanidentifyhisstrongpointscomparedwiththeothers.“Knowyourselfandknowyourenemy.”Thatisthewaytowinoutinthecompetition.,此外，还应了解一些同样也在申请代理的竞争对手的情况，分析自己和他们相比所具有的优势。知己知彼，才能在竞争中胜出。,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,Ontheotherhand,beforeplacinghisentrustonanagent,theexportershouldalsocarefullyexaminethefollowingaspectsaboutthecandidate:,同样，作为出口商，在指定某个代理商之前，也应该对其进行仔细调查，了解以下相关信息：,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Tips:Factorsshouldbeconsideredinchoosinganagent,Situation18Agency,Creditstandingandfinancialpositionoftheapplicant;Marketingexperienceandabilityoftheapplicant,includingmarketingconcept,marketingmethodsandsalespromotionskills,etc.Marketconnectionsandsaleschannelsoftheapplicant;Whethertheapplicantisalsoanagentofotherproducts,especiallycompetingproducts.,1.申请人的资信情况；2.申请人的营销经验和能力，包括营销理念、营销方法、促销技巧等；3.申请人的市场关系和销售渠道；4.申请人是否同时代理其他产品，特别是同类竞争产品。,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,Asaforeignagentwillbeworkinginamarketbeyondtheprincipalscontrolorsupervision,afullygraspoftheaboveinformationisespeciallysignificant.,由于国际销售代理是在委托人无法监控的国外市场工作的，因此充分掌握以上信息就显得尤为重要。,词汇拓展,背景介绍,样信欣赏,写作指南,句型归纳,大胆尝试,挑战自我,外贸小贴士,Situation18Agency,Letter1最近我方参加了在广州举行的中国进出口商品交易会，你方展出的床品质量高、设计好、价格合理，令我们印象深刻。我们相信你们的产品在我国市场肯定会有潜在的需求，因此冒昧写信询问你方是否能指定我方为代理商来推销你们的产品。我方是本地市场上最大的进口商和经销商之一，从事本行业已经10年多了，与全国各地的批发商、百货商场和超市关系良好，并熟悉客户的需求。实际上，其他领域的好几家生产商都指定我们为他们的独家代理，而且对我们的工作表现都非常满意。如果你方授予我们代理权，我们将不遗余力地推销你们的产品，我们保证明年你方产品的销量将有显著增加。当然，你们肯定需要了解我方的资信情况，关于这点你们可以向伦敦城市银行咨询，他们将提供一流的参考资料