代理-Agency课件

1、代理-Agency,Agency,安琼、黄列敏、刘励、马小丹、秦敏、徐荣军、张司燕,代理-Agency,学习目标,了解代理的的主要类型 了解在指派代理前需要调查哪些相关信息 熟悉代理协议条款的要点 书写代理申请函 书写婉拒代理申请函 委托客户为独家代理,代理-Agency,1. General agency 一般代理 2. Sole (exclusive) agency 独家代理,Two types of agencies,代理-Agency,1.General agency,一般代理是指在同一地区代理内，委托人同时委派几个代理人为其推销商品。普通代理不享有销售代理商品的专营权利。在我国出口业

2、务中，大多采用这种代理方式。（一般代理是代理权未经特别限制，代理人可以实施法律上规定其可以实施的一切代理行为的代理，故又称为全权代理、总括代理，佣金代理） 代理人根据推销商品的实际金额或根据协议规定的办法或百分率向委托人收取佣金，委托人也可以直接与该地区的实际买主成交，而无须给代理人佣金。,2.Sole agency Exclusive agency,独家代理是指在指定地区和一定的期限内，由该独家代理人单独代表委托人从事有关的商业活动。委托人在该地区内不得再委派第二个代理人。采用独家代理方式时，作为委托人的出口商即给予国外的代理人在规定的地区和期限内推销指定商品的专营权。 按照惯例，委托人在代

3、理区域内达成的交易，凡属独家代理人专营的商品，不论其是否通过该独家代理人，委托人都要向他支付约定比例的佣金。,代理-Agency,Brokers: who negotiate sales and purchase contracts for buyers and sellers, without rights of their own in the goods. Factors: who have authority to sell in their own name for the principal, to receive payment, and to sell at times and

4、 prices which they consider advisable. Forwarding agents: who carry out all the duties connected with collecting and delivering the goods.,经纪人、中间商,经销人,货运代理,代理-Agency,prospective agent a) his reliability and financial soundness b) his market connections c) his technical ability to handle the goods to

5、 be marketed. d) the nature and extent of other agencies they may hold, and in particular, whether they are connected with the sales of competing products.,代理-Agency,Asking for sole agency,写要求担当代理的信件应说明己方所具有的优势和条件，所能承担的义务等，要表现出诚恳、积极，并让对方感到可信、有能力。 appliance器皿、器具 exclusive 独家的 act as 担当 break fresh gr

6、ound 开辟新天地 specialize in 专门经营 refer to 参阅、提及 enter into 达成、签订 promotion 促销、促进 Exclusive agreement 独家代理协议,代理-Agency,We would be glad if you would consider our application to act as your sole agent for the sale of your shoes. 如能考虑我们担任贵公司鞋子销售代理的申请， 我们会很高兴。 We should be pleased to represent you. 我们愿作为你方

7、代理。 We would like to know if you wish to be represented in this market. 我们想了解贵公司是否在本地寻找代理商。,代理-Agency,Agent: sales agent 销售代理 = selling agent buying agent 采购代理 advertising agent 广告代理 Shipping/forwarding agent 运输代理 Insurance agent 保险代理 Exclusive: exclusive agreement 独家代理协议 Exclusive distribution 总经销

8、Exclusive sales 包销、独家经销 Exclusive sales agreement 独家经销协议,代理-Agency,独家代理与独家经销区别,Exclusive agency,独家专营权 特定地区和期限 双方之间是委托与被委托关系。 代理商的收入是佣金。 以委托人的名义从事销售。,Exclusive distribution,独家专营权 特定地区和期限 双方之间是一种买卖关系。 经销商的收入是买卖差价收入。 以自己的名义从事销售。,代理-Agency,Declining the request for agency,写这类信件应礼貌，不伤害对方感情，应说明事情的原委，并表示以后

9、重谈此事或感谢。 convey 传递、转送 remark 备注、话 representative 代理 Revert to 重谈 warrant 保证、使有（正当）理由 Turnover 营业额 linen 亚麻 Commit 承诺、答应 misinterpret 误解,代理-Agency,We are not yet prepared to take the question of sole agent into consideration for the time being. 我们目前还不准备考虑有关独家代理的问题。 I think it premature for us to disc

10、uss the question of agency. 我认为现在讨论代理问题为时过早。 The volume of business done does not warrant entrusting you with exclusive agency at present. 已达成的营业额还不足以使我方目前委托你方为独家代理.,代理-Agency,Signing sole agency agreement,写这类信件应慎重，明确委托人与被委托人之间的义务，并附代理协议（主要包括当事人、代理的商品、代理范围、支付方法、佣金、费用、协议期限等条款）。 Appoint 委派、指派 commence

11、 开始（书面） Statement 报表 proceeds 所得款、收入 Render 提交 advertising 广告宣传 Circular 通函（通函是通知事项的函件的简称。它一般是面向一定方向的公众的函件，不是个人信函。 ）,代理-Agency,sole agency agreement a）names of the parties concerned （in full） b） names of the commodity c） price and quantity d）territory to be covered e） duration / validity of the agre

12、ement f） terms of payment g） commission h） other terms Party B shall not sell, distribute or promote the sales of any products competitive with or similar to the above commodity in Singapore and shall not solicit or accept orders for the purpose of selling them outside Singapore. Party A shall refer

13、 to Party B any enquiries or orders for the commodity in question received by Party A from other firms in Singapore during the validity of this agreement. 基于本协议授予的独家代理权，甲方不得直接或间接地通过乙方以外的渠道向新加坡顾客销售或出口第三条所列商品，乙方不得在新加坡经销、分销或促销与上述商品相竞争或类似的产品，也不得招揽或接受以到新加坡以外地区销售为目的的订单，在本协议有效期内，甲方应将其收到的来自新加坡其他商家的有关代理产品的询价

14、或订单转交给乙方。,独家代理权,代理-Agency,8. Market Report In order to keep Party A well informed of the prevailing market conditions, Party B should undertake to supply Party A, at least once a quarter or at any time when necessary, with market reports concerning changes of the local regulations in connection with

15、 the import and sales of the commodity covered by this agreement, local market tendency and the buyers comments on quality, packing, price, etc. of the goods supplied by Party A under this agreement. Party B shall also supply party A with quotations and advertising materials on similar products of o

16、ther suppliers. 为使甲方充分了解现行市场情况，乙方承担至少每季度一次或在必要时随时向甲方提供市场报告， 内容包括与本协议代理商品的进口与销售有关的地方规章的变动、当地市场发展趋势以及买方对甲方按协议供应的货物的品质、包装、价格等方面的意见。乙方还承担向甲方提供其他供应商类似商品的报价和广告资料。,商情报告,代理-Agency,9. Advertising and Expenses Party B shall bear all expenses for advertising and publicity in connection with the commodity in qu

17、estion in Singapore within the validity of this agreement, and shall submit to Party A all audio and video materials intended for advertising for prior approval. 乙方负担本协议有效期内在新加坡销售代理商品做广告宣传的一切费用，并向甲方提交所用于广告的声像资料，供甲方事先核准。,广告及费用,代理-Agency,10. Commission Party A shall pay Party B a commission of 5% on t

18、he net invoiced selling price on all orders directly obtained by Party B and accepted by party A. No commission shall be paid until Party A receives the full payment for each order. 对乙方直接获取并经甲方确认接受的订单，甲方按净发票售价向乙方支付5%的佣金。 佣金在甲方收到每笔订单的全部货款后才会支付。,佣金,代理-Agency,11. Validity of Agreement This agreement, when duly signed by the both parties concerned, shall remain in force for