《外贸英语函电》-Chapter 5

Task8

ApplyingforSoleAgencyPartⅠ:IntroductionIninternationaltrade,manytransactionsaredonethroughagencies.Whenaforeigntradecompanyseekstodevelopitsmarketabroad,itoftenresortstothehelpofagents,fortheyhavebetterknowledgeofthelocalmarketconditionsandtheneedsofthelocalcustomers.Basically,therearetwotypesofagents:generalagentandsoleorexclusiveagent.Ageneralagentmaybeafirmorapersonwhoactsunderinstructionsfromhisprincipaltosellorbuyonthebesttermsobtainable.Hechargesacommissionforhisserviceundercertainagreementorcontract.下一页返回Task8

ApplyingforSoleAgencyWhileasoleagent,alsocalledexclusiveagent,maybeafirmorapersonwhoactsforhisforeignprincipalwithexclusiveagentrightstosellinacertainareaonacommissionbasiscertaincommoditiessuppliedbytheprincipalundersomeagreement.Thesoleagentwillnotsellothergoodsthatcompetewiththeprincipal's,andforageneralagencythereisnosuchundertaking.PartⅡ:WritingTips（1）Statethepurposeofwritingthisemail.（2）Illustrateyourstrengthsand,ifnecessary,howyouplantoexpandthebusiness.上一页下一页返回Task8

ApplyingforSoleAgency（3）Directthereceivertothebankorothersourcesforinformationaboutthefinancialstatusandcommercialreputationifnecessary.（4）Endtheemailwithexpectationforafavorablereply.PartⅢ:SampleEmailsEmail1:ApplyingforSoleAgencyDearMaggie,WetakethelibertyofwritingyouthisemailtoaskifyouarealreadyrepresentedinFrance,asweareinterestedinactingasyoursoleagentforthesaleofyourbicyclesbothforadultsandforchildrentoourcountry.上一页下一页返回Task8

ApplyingforSoleAgencyWeareoneofthelargest,long⁃standingestablishmentsinallkindsofmachines.Wehavebetterknowledgeofthemarkethereandgoodbusinessrelationswiththedomesticwholesalersandtheleadingretailers.WevisitedyourstandatShanghaiBicycleExhibitiontheotherday.Andwethinkthehighquality,attractivedesignandreasonablepricesofyourbicycleswillappealtoourcustomers.Wefeelconfidentthatifyougiveusanyopportunitytodealwithyourgoods,theresultwillbeentirelysatisfactorytobothofus.Wehandleacoupleofotheragencies,buttheyareinnon⁃competinglines.上一页下一页返回Task8

ApplyingforSoleAgencyAstoourfinancialstandingandreliability,wewishtoreferyoutoourbankandthemanufacturerswhichwecooperatewith.Theywillofferyouthefirst⁃classreferencesthatproveusagentsofhighestintegrity.Wearelookingforwardtoyourfavorablereply.Sincerelyyours,ThompsonNotes:1.takethelibertyofdoingsth.冒昧做某事上一页下一页返回Task8

ApplyingforSoleAgencyWetakethelibertyofsendingyousamplesofwheattoday.今天我们冒昧寄去了小麦样品。2.representvt.代表,代理MyrecentaimistorepresentmycompanyattheCantonFair.我的近期目标是代表公司参加广交会。3.establishmentn.企业搭配:marketingestablishment营销企业scientificestablishment科研机构4.domesticadj.国内的,家庭的上一页下一页返回Task8

ApplyingforSoleAgencyAsthedomesticmarketbecomessaturated,firmsbegintoexporttheproducts.由于国内市场饱和,各企业开始出口外销。5.wholesalern.批发商6.retailern.零售商7.non⁃competingadj.非竞争的Thisnon⁃competingclauseisnolongerlegal.这项非竞争条款已经不再合法。8.financialstanding财务状况上一页下一页返回Task8

ApplyingforSoleAgency9.reliabilityn.可靠性10.integrityn.正直,诚实；完整Ihavealwaysregardedhimasamanofhighintegrity.我一直认为他正直诚实。Email2:RequestinganImportertoBeaSoleAgentDearSirorMadam,Weunderstandthatyoudealinstationeryandrelatedproducts,andwouldliketoknowifyouareinterestedinmarketingourproductsinyourcountryonacommissionbasis.上一页下一页返回Task8

ApplyingforSoleAgencyWearealargeandwell⁃establishedfirmspecializinginthemanufactureofstationeryofallkinds,andourproductssellwellinmanypartsoftheworld.Theattachedcataloguewillshowyouthewiderangeofourproducts,forwhichenquiriessuggestapromisingmarketfortheminyourcountry.Ifyouareinterestedinourproposal,pleaseletusknowwhichofourproductsaremostlikelytoappealtoyourcustomers,andalsotermsforcommissionandotherchargesonwhichyouwouldbewillingtorepresentus.上一页下一页返回Task8

ApplyingforSoleAgencyWeshouldbegratefulifyoucouldgiveussomeideasofthemarketprospectsforourproductsandsuggestwaysinwhichwecouldhelpyoutodevelopthemarket.Wehopetohearfavorablyfromyousoon.Yoursfaithfully,NathalieNotes:1.stationeryn.文具；办公用品Sheworksinthestationerydepartmentofabigfirm.她在一家大公司的文具部工作。上一页下一页返回Task8

ApplyingforSoleAgency2.relatedadj.相关的,有联系的Theunemploymentfiguresarenotnecessarilyrelatedtotheriseinprices.失业人数同物价的上涨并无必然联系。3.marketvt.推销,营销Touch⁃tonetelephoneshavebeenmarketedinAmericasince1963.按键式电话从1963年起就开始在美国销售。上一页下一页返回Task8

ApplyingforSoleAgency4.promisingadj.有前途的,有希望的WefindFranceapromisingmarketforournewly⁃developedproduct.我们发现新研发的产品在法国很有前景。5.appealto对有吸引力TheouterpackingappealstomostclientsinSouthAmerica.该外包装对南美洲的客户很有吸引力。6.commissionn.佣金,手续费Thesalesmenworkoncommissiononly.销售人员只根据销售量提取佣金。上一页下一页返回Task8

ApplyingforSoleAgency7.prospectn.前景,期望ThereisagreatprospectforourproductsintheEuropeanmarket.我们的产品在欧洲市场前景很好。上一页返回Task9

RespondingtoSoleAgencyApplications

PartⅠ:IntroductionPriortotheappointmentofanagent,theprincipalshouldmakeacarefulinvestigationaboutthequalification,experienceandprofessionalmoralityofthefirmorthepersontobeappointed,suchas:（1）Thereliabilityandfinancialsoundnessoftheperspectiveagent.（2）Hismarketingandsalespromotingskills.（3）Hismarketconnectionsandsaleschannels.下一页返回Task9

RespondingtoSoleAgencyApplications

（4）Whethertheprospectiveagentisalsoanagentofsimilargoods.Thetermsandconditionsofagencyshouldbemadeclearanddefinitebeforetheagreementissignedbythepartiesconcerned.Pointstobecoveredintheagreementmayincludethefollowing:（1）Theprincipalandtheagent.（2）Thenatureanddurationoftheagency.（3）Theterritorytobecovered.（4）Theproductstheagentappointedfor.上一页下一页返回Task9

RespondingtoSoleAgencyApplications

（5）Thecommissionfortheagent.（6）Therightsanddutiesoftheagentandtheprincipal.（7）Themethodofpurchaseandsale.（8）Detailsofexpensestobeallowed.（9）Themethodofarbitrationincaseoftheeventofdispute.PartⅡ:WritingTips（1）Stateyourresponsetothemailreceivedintheopeningparagraph,eitherfavorablyorunfavorably.（2）Negotiatefurtherdetailsiftheapplicationisacceptedorstatethereasonswhyitisrejected.上一页下一页返回Task9

RespondingtoSoleAgencyApplications

（3）Expressthehopeforabrighterbusinessprospectorthepotentialityforafuturecooperation.PartⅢ:SampleEmailsEmail1:GrantingSoleAgencytotheApplicantDearNathalie,WehavereceivedyouremailofDec.12thandarefavorablyimpressedwiththeproposalyoumade.Afteracarefulreviewofourrelationsandthebusinessachievements,wehavedecidedtoentrustyouwiththesoleagencyforourvideocamerasintheterritoryofArgentina.上一页下一页返回Task9

RespondingtoSoleAgencyApplications

AttachedpleasefindacopyofthedraftAgencyAgreementdrawnupbyusforaperiodofoneyear.Pleasegooverthedetailedtermsandconditionsandadviseuswhethertheymeetwithyourapproval.Pleaserestassuredthatwearealwaysanxioustocooperatewithyoucloselywithaviewtofurtheringamutuallybeneficialtrade.Yourstruly,Jackie上一页下一页返回Task9

RespondingtoSoleAgencyApplications

Notes:1.impressvt.给以深刻的印象,使铭记Theboss'sdedicationtoworkimpressedtheimporteralot.老板的敬业精神给该进口商留下了深刻的印象。2.reviewn.回顾,复习；细查Thesearrangementsaresubjecttoperiodicreviews.这几项安排需定期检查。3.entrustvt.委托,托付,交托Canyouentrustanassistantwiththetask？你能把这项任务交托给助手吗？上一页下一页返回Task9

RespondingtoSoleAgencyApplications

4.territoryn.领土5.draftn.草稿6.drawup起草Acontractwillbedrawnupsoonandsenttoyouforyourconfirmation.我们将尽快起草合同并寄给贵公司供你方确认。7.furthervt.促进,增进,推动Wewilldoallwecantofurtheryourplans.我们将尽力促成你方的计划。上一页下一页返回Task9

RespondingtoSoleAgencyApplications

8.beneficialadj.有益的,有利的Thesuccessfulimpletionoftheprojectwillbebeneficialtobothofus.项目的顺利实施对我们双方都是有益的。Email2:DecliningtheApplicant'sRequesttoBeaSoleAgentDearChristina,ThankyouverymuchforyouremailofJuly28thinwhichyouproposedtobeoursoleagentformechanicaltoolsinJakarta.UnfortunatelywealreadyappointedMessrsMartin＆Co.asoursoleagentatyourend.上一页下一页返回Task9

RespondingtoSoleAgencyApplications

Wearequitesatisfiedwiththeamountofbusinesstheyhavebroughtus.However,westillappreciateyourinterestintakingoverthesalesofourproducts.Ifyouarewillingtorepresentusinothercitiesofyourcountry,wemaybepreparedtogiveyoutheagency.Ifthisproposalisacceptabletoyou,pleaseadviseusimmediatelysothatwecandiscussdetails.Yourssincerely,BruceLee上一页下一页返回Task9

RespondingtoSoleAgencyApplications

Notes:1.proposevt.建议,提议Pleaseallowmetoproposeatoastforalltheguestsattendingthefairtoday.请允许我提议为参加今天订货会的所有客人干杯。2.mechanicaltool机械工具3.appointvt.任命,委派；确定；制定Theheadoftheworkshopappointedthattheworkshouldbefinishedin2days.车间主任下令这项工作必须在两天内完成。上一页下一页返回Task9

RespondingtoSoleAgencyApplications

4.amountofbusiness业务量5.takeover接收；接管,接任,接替Jimwasappointedtotakeoverthesalesmanager'sworkafterhisdeparture.销售经理离任后,吉姆被任命接管他的工作。PartⅣ:UsefulExpressions1.IdentifyanAgent（确定代理商）1）Wewishtosellourautomaticcopyingmachinesinyourcountry,andwouldliketobeputintouchwithacompanyorindividualwhoiswillingtorepresentus.上一页下一页返回Task9

RespondingtoSoleAgencyApplications

我公司愿意在贵国销售全自动影印机,想与有意代理我公司产品的公司或个人联系。2）Theagentwearelookingforwillbeexperiencedinthisfield,andshouldalreadybedoingbusinesswithbuyersofofficeequipment,havingcontactswithsuitableoutlets.我公司要联系的代理商,必须在这方面有经验,目前正从事办公用品贸易且与合适的批发商有联系。2.AskingforAgency（要求代理）1）Weaskedtobethesole/exclusiveagentforyourlacquerwaresinourcountry.我们曾要求作为你方漆器制品在我国的代理。上一页下一页返回Task9

RespondingtoSoleAgencyApplications

2）Beingareliablefirmwithwideandvariedexperienceintheline,weoffertoactasyoursoleagentinourterritory.我们公司非常可靠,在此行业有着丰富的经验,现提出担任你方在我地区的代理。3）Withmanyyears'marketingexperienceandgoodconnectionsinthetrade,weofferourserviceasyouragentinKuwait.我们在此行业中已有多年的经验和广泛的客户,现提出担任你方在科威特的代理。上一页下一页返回Task9

RespondingtoSoleAgencyApplications

4）Wehaveamindtoexpandthebusinessandproposeasoleagencyagreementforyourfootwearsfordurationof5years.我们想要扩大业务,现提出为你方鞋业制品为期5年的独家代理协议。5）Iwouldliketodiscusswithyoutheproblemofagencyforyourlightindustrialproducts.我想和你们讨论一下做你们轻工业产品代理商的问题。6）Iwonderwhetheryourcompanyispresentedinourcountry.我想知道你们公司在我们国家是否有代理商。上一页下一页返回Task9

RespondingtoSoleAgencyApplications

7）Asyouragent,we'llmakegreatereffortstopushthesaleofyourproducts.作为你们的代理商,我们将尽更大的力气来推销你们的产品。9）Wewillincreaseourturnoverifyouappointusasyoursoleagent.如果你任命我们为你们的独家代理商,我们将大大增加年销售额。3.AppointmentofAgency（指定代理）1）Regardingyourproposaltorepresentusforthesaleofourcannedfoods,wehavedecidedtoappointyouasouragentinHongKong.上一页下一页返回Task9

RespondingtoSoleAgencyApplications

关于你方提议代理销售我方罐头食品一事,我们已经决定任命你为我方在香港的代理。2）WearequitewillingtoappointyouasourexclusiveagentforourproductsinyourcountryonconditionthatyourealizetheannualturnoverofUS＄500,000.我们十分愿意任命你方为我们产品在你们国家的独家代理,条件是你方每年的销售额要达到50万美元。3）Afteracarefulreviewofourbusinessrelationsandyourpasteffortsinpushingthesaleofourproducts,wehavedecidedtoentrustyouwiththeexclusiveagencyinyourcountry.上一页下一页返回Task9

RespondingtoSoleAgencyApplications

在仔细回顾了我们之间的业务关系及你方促销我方产品的业绩之后,我方决定委托你方为我们在你们国家的独家代理。4）Wehaveapprovedyourproposalasouragent.Pleasegoovertheattacheddraftagreementandletushaveyourcommentsbyturn.我们已经同意你方作为我们代理商的提议。请仔细看一下附件中的协议草稿,并将你们的意见回馈给我们。4.RefusaltoApplicationforAgency（拒绝代理申请）1）Weappreciateyoursuggestionthatyousellourproductsonanexclusivebasis,butwethinkitprematureforustoenterintoagencyagreementatthepresentstage.上一页下一页返回Task9

RespondingtoSoleAgencyApplications

非常感谢你方独家销售我方产品的建议,但我们认为在现阶段签订代理协议尚为时过早。2）We'venotedyourrequesttoactasouragentinyourcountry,butwefeelitwouldbebettertodeferdiscussionofit.我们注意到你方要求成为我们在你们国家的代理,但我们觉得推迟讨论此事为宜。3）Thetotalamountofyourorderlastyearwasmoderate,whichdoesnotwarrantanagencyappointment.去年你们订单的总金额并不高,还达不到任命代理的要求。上一页下一页返回Task9

RespondingtoSoleAgencyApplications

4）Afterseriousconsideration,wethinkthatitwouldbeprematuretocommitourselvesatthestagewhentherecordoftransactionsshowsonlyavolumeofbusiness.认真考虑之后,我们认为,在目前成交的贸易额还不大,如我们作出此决定尚为时过早。5）Pleasedonotmisinterprettheaboveremark,whichinnowayimpliesdissatisfaction.请别误解,上述说法绝不表示我们有什么不满的地方。6）Asamatteroffact,wearequitesatisfiedwiththeamountofbusinessyouhavebroughtus.事实上,你们为我们所带来的生意量颇使我们满意。上一页下一页返回Task9

RespondingtoSoleAgencyApplications

7）Weappreciateyourproposal,butwehavealreadyappointedABCCompanyasouragentinyourcity.非常感激你们的提议,但我们已经任命ABC公司为我们在你们城市的代理了。PartⅤ:PracticalEmailWritingsSample1:DecliningRequestforSoleAgency拒绝独家代理请求To:AlbertFrom:KellySubject:SoleAgencyforComputers上一页下一页返回Task9

RespondingtoSoleAgencyApplications

DearAlbert,Thankyouforyouremail,requestingtobeoursoleagentdealinginourcomputersinBelgium.Inreply,wewouldliketoinformyouthatitisratherdifficultforustoconsideryoursuggestionbeforeweknowtherecordsofsale,thepossibleannualturnoverandtheimportlicenseconditions.Wethinkitwouldbemuchbetterforustostartbusinessoncommissionbasisfirst.Whenwehavedonemoretogetherandbettermutua