外贸英语函电Unit11Agency省公开课金奖全国赛课一等奖微课获奖课件

UnitTenAgency1/31CaseanalysisYou:fromMaoFengTeaCompanyCompanydevelopment:ThecompanytrytoexporttheteatoThailandforthefirsttimeProblem:wehavenoknowledgeoftheconditionsandmarketsinThailand.Dotheylikedrinkingtea?Dotheylikegreenteaorblacktea?Whatpricescantheybear?Howtosolvetheproblem?whatcanwedo?2/31SuggestionWecanresorttotheagentFamiliarwiththelocalconditionsandmarketsInfact,manytransactionsarethroughagencies3/31AgenciesIntroductionTypesofagentSamplelettersSentencepatternsExercises

4/31Agencycansimplyindicatesucharelationthattheexporterempowersaforeignbusinessmantoconductbusinessperformanceabroad.Theformeriscalledprincipal,thelatteragent.Introduction5/31IntroductionPrincipalAgentAgencyagreementrevenuecommissionCollectinginformation6/31Importantfactorsforappointinganagentknowledgeoflocalconditionsandofthemarketsinwhichtheywilloperatewhatgoodsarebestsuitedtotheareawhatpricesthemarketwillbear7/31Theirreliabilityandfinancialsoundness;Theirmarketconnectionsandtheeffectivenessoftheirsalesorganization;Theirtechnicalabilitytohandlethegoodstobemarketed;Thenatureandextentofotheragenciestheymayhold,andinparticular,whethertheseareconnectedwiththesaleofcompetingproducts.8/31PurposesoflettersaboutagenciesAgentAskingforagencyPrincipalLookingfor/appointinganagencyAcceptanceorrefusal9/31TypesofagentAgeneralagentAfirmwhoactsunderinstructionsfromhisprincipaltosellorbuyonthebesttermsobtainableAsoleagent(exclusive)Afirmorapersonwhoactsforhisforeignprincipalwithexclusiveagentrightstosellinacertainareaonacommissionbasiswhoknowstheirdifference10/31differenceThesoleagentwillnotsellothergoodsthatcompetewiththeprincipal's11/31SamplelettersCase1-lookingforagencyCase3-acceptingproposalforsoleagencyCase5-anunfavorablereplySentencespatterns12/31Case1Whatistheaimoftheletter?Canyougiveasubjectforthisletter?Whydowechoosehimasanagent?Howmanytimesdoesagentandagencyariserespectively?Whatisthedifferencebetweenagentandagency?13/31KeywordsDemandfor…Chinaornaments陶瓷装饰品AppointanagentCometoarrangementsTherearesomesignsof有迹象表明…BringaboutOfferyouasoleagency14/31UsefulsentencesBeingawareofyourwideexperiencesoftheChinatradeandofyourconnectionswiththeprincipalbuyersinyourcountry,wefeelthatyourfirmistherightpersontodothisandwehavepleasureinofferingyouasoleagency.因为知晓你们有丰富中国贸易经验，而且你方还同贵国主要买主有业务联络，我们认为你企业是适当人选，所以我们很高兴向你提供独家代理。15/31AgentagencyAgentapersonauthorizedexpresslyorimpliedlytotransactbusinessforanother,calledthePrincipal,即：明示范或默认受权为委托方进行业务人

Agencybusiness,placeofbusinessofanagent,即：代理人业务，代理人办理业务地点。也就是：代理业务，代理处。16/31GeneralideaStatetheintentionStatethereasonHopeforcooperation17/31Case3Agencyforsth.Entrustyouwiththesoleagencyin…ProvisionMeetwithInone'spower18/31TheAgencyAgreementhasbeendrawnupforadurationofoneyear,automaticallyrenewableonexpirationforasimilarperiodunlessawrittennoticeisgiventothecontrary.代理协议已经草拟，期限为一年，除非另有书面通知不然到期时本协议将自动延续相同时间。19/31Case5Attheget-acquaintedstagePrematureTakeintoconsiderationTryoutMarketabilityJustifythesoleagencyarrangementWithintheframeworkof20/31SentencespatternsAskingforagencyAppointmentofAgencyRefusaltoapplicationforagencyAcceptanceoftheapplicationforagencies21/31Askingforagency

1.AsktobeanagentWeaskedtobethesole(exclusive)agentforyourlacquer['lækɚ]waresinourcountry.2.TooffertoactasanagentWewritetoactasyouragentforthesaleofyourproductsinSpain.Beingareliablefirmwithwideandvariedexperienceintheline,weoffertoactasyoursoleagentinourterritory.22/313.toofferone’sserviceasanagentSinceyouarenotdirectlyrepresentedinourarea,we’dliketoofferourserviceasyouragent.Withmanyyears’marketingexperienceandgoodconnectionsinthetrade,weofferourserviceasyouragentinKuwait.4.torecommendsb.asanagentHavinghadanexperiencedstaffofsalesrepresentativesandspaciousandwell-equippedshowrooms,werecommendourselvestoactasyoursoleagentforyourForeverBrandBicyclesinIran.23/31Aswehavelearnedthatyouareanxioustoextendyourbusinessinourmarket,wewouldliketorecommendABCCompanyasyoursellingagentforyourmerchandise.5.toproposeanagencyagreementWehaveamindtoexpandthebusinessandproposeasoleagencyagreementforyourfootwearsforadurationof5years.24/31Beinterestedinbecoming/actingasyouragent有意担当…Applyasyouragent申请担任…Applyforsoleagencyfor…in…申请…商品在…地方代理25/31AppointmentofAgency1.toappointsb.asanagentRegardingyourproposaltorepresentusforthesaleonourcannedfoods,wehavedecidedtoappointyouasouragentinHongkong.WearequitewillingtoappointyouasourexclusiveagentforRedLanternBrandRadiosinyourcountryonconditionthatyourealizetheannualturnoverofUS$500,000.2.toentrustsb.withagencyAfteracarefulreviewofourbusinessrelationsandyourpasteffortsinpushingthesaleofourproducts,wehavedecidedtoentrustyouwiththeexclusiveagencyforourwillow-waresinyourcountry.26/31Refusaltoapplicationforagency1.tobeprematureRegardingthequestionofagency,weshouldthinkitisprematureforustoconsiderit.Weappreciateyoursuggestionthatyousellourproductsonanexclusivebasis,butwethinkitprematureforustoenterintoagencyagreementatthepresentstage.2.todeferdiscussionofWe’venotedyourrequesttoactasouragentinyourcountry,butwefeelitwouldbebettertodeferdiscussionofit.27/313.nottowarrant(justify)anagencyappointmentThetotalamountofyourorderlastyearwasmoderate,whichdoesnotwarrantanagencyappointment.Wedon’tthinkthepastrecordsoftransactionsjustifyestablishingtheagency.However,weshallrefertoitwhenbusinessdevelopstoourmutualsatisfaction.28/31AcceptanceoftheapplicationforagenciesWideexperience/connectionsHaveanextensi