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(共31张PPT)
第10章 代理 Agency
10.1 担当独家代理 Asking for Sole Agency
10.2同意与拒绝代理 A Favorable and Unfavorable Reply
主要内容
Agencies
In international trade, a lot of business has been done through selling or buying agents, and most of the large firms I the world have agencies or agents. In order to enlarge business activities, we have to choose some reliable agents for the sale of our products, and make an agreement with them so as to facilitate opening new markets in every part of the world.
Kinds of agents
General agents
Sole agent
Sentence pattern
This is to inform you that
This is to acknowledge
This is to advise that
This is to certify that
E.G. This is to certify that the accounts are correct.
act as
The general trading companies often act as intermediaries between banks and manufacturing and retail concerns.
agent
If you would appoint us your agent, we would give you a reasonable guarantee to sell USD100,000 a month, because yours is a line we can handle well.
The company has agencies in all parts of Africa.
specialize
It made economic sense for a nation to specialize in certain activities and produce those goods in which it had the advantages in different fields.
deem
Do you deem the plan feasible
Take into consideration
We hope that you will take our requirements into your consideration.
We can’t take your claim into consideration.
学习要点
掌握签订代理协议时应该注意的问题。
掌握以下词汇的含义和用法：
agency, agent, principal, contract, commission, exclusive agent, agent agreement, mode of trade, etc.
掌握申请代理的英文表达。
学会写申请独家代理的信函。
Terms to learn
agency (代理)： 是指代理人按照委托人的授权，代表委托人与第三人签订的合同或其他法律行为等。
2. agent (代理人)：代理人主要分为三种：总代理、独家代理、一般代理。
3. sole agent (独家代理)：是指在指定地区和期限内单独代表委托人行事，从事代理协议中规定的有关业务的代理人。
4. agency agreement (代理协议)：是明确委托人和代理人之间权利与义务的法律文件。协议内容由双方当事人按照契约自由的原则，根据双方的合意加以规定。主要内容包括代理商品和地区、代理人和委托人的权利与义务、佣金的支付等。
Think and Discuss
What is an agent
What is a letter of asking for a sole agent usually about
What are the clauses of an agency agreement
10.1 A sample letter
Dear Sirs,
We are writing to you with regard to acting as agent for the sale of your products in Cairo. We specialize in this line for decades and have wide business connections throughout the country. Cairo is a vast and potential market for your products. We intend to break fresh ground for you.
We have been working with Hong He Import and Export Corporation
for years and our relations have been proved mutually satisfactory. You may refer to them for any information concerning our firm.
We are very interested in entering into an exclusive agreement with your corporation for the promotion of sales of your products in our district.
We await your news with keen interest.
Yours,
Language points
1. break fresh ground开辟新天地
e.g. We intend to break fresh ground for you.
我们打算为你方产品开辟新天地。
2. You may refer to them for any information concerning our firm.
你方可以向他们咨询我公司的信息。
refer to： 参阅、提及、向…咨询
e.g. we have referred your letter to the A.B.C. Co.
我们已经把你方的来信转给A.B.C.公司。
As to shipment, please refer to Clause 3 in contract No.3590
关于装运，请参阅第3590号合同。
agent ;agency代理权, sales agent销售代理,buying agent采购代理, advertising agent广告代理, shipping agent运输代理
Key to 10.1
1. 主要的批发商和零售商
零售价
独家代理协议
独家代理
分销商
Act as an agent
Enter into agreement
Break fresh ground
Agent’s commission
Have a good knowledge of
2.
To, in, to, by,in,with,to
3.
Dear sirs,
Thank you for your letter of Sep. 12th asking for sole agency. As we are now only at the get-acquainted stage, we deem it rather premature to take into consideration of sole agency. In our opinion, it would be better for both of us to try out a period of cooperation to see how thing prove we appreciate your efforts in pushing sales of our products at your end. And hope you continue your efforts in building a large turnover to justify the sole agency arrangement .
yours truly,
4.
1）因为最近我们打算扩大与中国最大生产商的业务关系，因此，我方希望做你方代理。我方有能力把你方商品引进欧洲市场。
2）我方希望做你方出口商品的代理商，因为我们控制着国内巨大的市场。
3）我方希望你方指定我方作为你方彩电在加拿大的代理。
4）We specialize in this line, and we are able to expand new market in Africa.
5) We hope we can act as a sole agent for your products in Egypt.
10.2 a sample letter
Dear Sirs,
We have received your letter of Sep. 12 and are favorable impressed with the proposal you made. After a careful review of our relations and the business achievements, We are prepared to offer you the exclusive agency on the following terms and conditions:
You act as our sole agent for a trial period of one year, commencing on Jan. 1st,2008We pay you a 7% commission on your sales of our products.
Do advertising for our products. The fees are to be deducted from our proceeds.
Please find the other details as the enclosed Agency Agreement.
Please go over the detailed terms and conditions and advise us whether they meet with your approval.
Yours,
Language points
advertising 广告宣传
advertising agency 广告代理
advertising campaign 广告运动
advertising expenses 广告费
After a careful review of our relations and the business achievements,…
经过认真回顾双方的业务关系，……
Please go over the detailed terms and conditions and advise us whether they meet with your approval.
请仔细阅读其详细条款，并告知是否同意。
Key to 10.2
1. usual, assure, to, of,view,in,as,in,on,in,of,in
2.b,c,b,d,c,b
补充练习： 翻译
Dear…:
We are obliged to you for your inquiry regarding sole agency for the sale of our Table Cloths in Sweden.
After serious consideration, we decided not to commit ourselves at this stage, when the record of transactions shows only a moderate volume of business.
Please do not misinterpret the above remarks. They do not imply dissatisfaction. We are quite satisfied with the amount of business you have done with us. However, we are of the opinion that a bigger turnover must be reached to justify establishing an agency. We think it advisable to postpone this matter until your future sales warrant such a step.
We hope that you will appreciate our position and continue giving us your cooperation.
Sincerely,
We are obliged to you for your inquiry regarding sole agency for the sale of our Table Cloths in Sweden.
感谢贵方函询有关在瑞典独家代理销售我方台布的事宜。
be obliged to sb. for sth. 为某事感谢某人
We are much obliged to you for giving us so much advice.
贵方提出许多意见，我方非常感激。
We should be greatly obliged if you would send us your offer by return mail.
如蒙迅速寄来报盘，则感激不尽。
After serious consideration, we decided not to commit ourselves at this stage, when the record of transactions shows only a moderate volume of business.
经过慎重考虑，我方决定目前不能批准，（因为）记录显示交易量并不大。
commit oneself 让（自己）承担责任，承诺（定货）
We wish to be able to ship the goods well ahead of the shipping schedule, but we cannot commit ourselves.
我方希望能按装船计划提前装运，但不能为此承担责任。
The supplier commits himself to ship the goods in 3 equal lots in the next quarter.
供方允诺在下个季度内分三批平均交货。
The manufacturers have now heavily committed themselves to substantial orders for a few months ahead.
制造商已接受大量定货，未来几个月的任务很繁重。
Please do not misinterpret the above remarks. They do not imply dissatisfaction. We are quite satisfied with the amount of business you have done with us. However, we are of the opinion that a bigger turnover must be reached to justify establishing an agency. We think it advisable to postpone this matter until your future sales warrant such a step.
请不要曲解上述评价。它们并不含有责怪的意思。我方对贵方完成的贸易额非常满意，但（我方认为）要想成为代理必须完成更大的营业额，建议将此事推迟直到贵方能证明这一点为止。
postpone v. 延迟，延期
It must be understood that our agreement to postpone the payment does not amount to an acceptance of your opinion of the goods supplied.
必须了解，我方同意延期付款并不等于接受贵方关于所供货物的意见。
If you do not need the goods immediately, we can postpone delivery until (to) next month.
如贵方不立即需要该货，我方可延至下月交货。
We hope that you will appreciate our position and continue giving us your cooperation.
希望贵方能理解我方处境并继续给予合作。
appreciate v.理解，谅解
We hope that you will appreciate our situation and cooperate with us.
希望能谅解我方的处境并予以合作。
We appreciate that you do not want to use these damaged machines as they are.
我方理解贵方不愿使用损坏成现在这样的机器。
Some Useful Sentences
After paying due consideration to your proposals and investigating your business standing we have decided to appoint you as our agent in the district you defined, subject to the following terms and conditions.
We have already had agency arrangement with Messrs… for the sale of this product in your region.
If business between us could be further extended, we shall take into consideration your proposal of an agency agreement.
We shall consider the question of an agency when circumstances necessitate doing so.
Regarding your request for an agency arrangement, we consider it still too early for us to come into matter.
Ending

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