Unit 13 Agency

1、Unit 13 AgencyLearning objectives 1.Know the major types of agents; 2. Know what to investigate before appointing an agent; 3. Know the points to be covered in the agency agreement; 4.Write an application for sales agency;5.Decline the agency application;6.Replies to the offer of agency.I agency Age

2、ncy means that the agent signs contract with a third party on behalf of the principal in compliance with the instructions from his principal.II parties concerned the agent the principalIII the major types of agents general agent sole agent 1.general agent: A general agent may be a firm or a person w

3、ho acts under some degree of instructions from his principal to sell (or to buy) goods on the best terms obtainable. He charges a “commission” for his services under some kind of agreement or contract.2.sole agent (exclusive agent): Similar to general agent, a sole agent may be a firm or a person wh

4、o acts exclusively for one foreign principal with exclusive ( or sole) agency rights to sell on a commission basis certain commodities in a certain area under some kind of agreement or contract.IV the points should pay attention to before appointing an agent 1the reliability and financial soundness

5、of the prospective agent;2 his marketing and sales skills;3 his market connections and sales channels;4.whether the prospective agent is also an agent of similar goods;V Points to be covered in the agreement may include the following:1.the principal and the agent2.the nature and duration of agency3.

6、the territory to be covered4.the products the agent appointed for5.the commission for the agent6.the rights and duties of the agent and the principal 7.the method of arbitration in case of disputeLetter 1Having had much experience in marketing electrical home appliances, we are familiar with custome

7、rs need and we are confident we can develop a good market for your in southwest Asia.confident adj.有信心的，+of,that从句 We are confident of your competence.3. entrust sb. with sth. 委托某人做某事 entrust sth.to sb.把某事委托某人 We have decided to entrust you with the sole agency for our Smart Brand Suits in Egypt. We

8、 have entrust the matter to our representative.4. The appointment will be for a trial period of twelve months in the first instance.5. in the first instance 首先6.circular 通函7.agency n.代理处（可数）；代理，代理关系，代理权（不可数）We do not think the time is ripe for the discussion of the question of exclusive agency. This

9、 large firm has agencies all over the world.Letter 2We are writing to offer our services as your agent in Spain.reference: 资信证明人printed cotton fabrics 印花棉织品details of your ranges经营范围the highest integrity最高的商业信誉opportune adj.适宜的 You ve arrived at a most opportune moment. Time is opportune for doing t

10、hat.7.choose qualities 选品质优良的商品8.tick off勾出Letter 3stationery: 文具If you are interested in our proposal, please let us know which of our products are most likely to appeal to your customers, and also the terms for commission and other charges on which you would be willing to represent us.3. on a comm

11、ission basis以佣金支付形式4.appeal to.对.有吸引力We trust you will find that its design and color will appeal much to your market.Writing Messrs. Westcott & Co. complain that 500 tins of condensed milk ordered by them arrived dented and punctured; they attribute the damage to improper packing and emphasize

12、the need for greater care. Write a letter on behalf of Westcott & Co. to the above effect.Dear sirs, We received 500 tins of condensed milk (our Order No.506). However, on examining the contents we found that a great number of them were dented and punctured. The damage was obviously attributed t

13、o defective packing. We pointed this out to your local agents, who endorsed the receipt “84 tins damaged.” No doubt you will take the matter up with your factory and advise them to give more care to packing; otherwise business in this line be affected. For the present we should be obliged if you wou

14、ld send us 84 replacement tins. The surveyors report will be forwarded immediately after it has been prepared. Yours trulyLetter 4distributor: 分销商It would be advisable at the initial stage to take 1,000 “Shanghai” brand Microwave Ovens to test the market. advisable adj.可取的,明智的We consider it advisabl

15、e to postpone the discussion.3.draft agreement:协议草案Letter 5This is to announce that it has been necessary for us to dispense with the services of Mr.Gabriel as our agent in your districtdispense with 免除，省却 Machinery dispenses with much labour.3.assist us by forwarding your orders 继续支持我们,提供订单4.incide

16、ntal to 由于.而引起的 diseases incidental to childhoodLetter 61.Your endeavors have made it possible for our commodity to win a good reputation in your district.2.agree to renewal of a sole agency agreement 同意延长独家代理协议 subject to renewal重新续签后生效 renew v.更新,恢复,(契约的)重订或展期 No modification or renewal of this agreement shall be binding unless in writing. 本协议的修改或展期,非经书面同意,无约束力.3.reassure v.再向.保证Exercises II.To conclude an agency agreement.Bid : 买方发盘，递盘indebt:受恩惠于Otherwise: 另外IV. Letter 1Stating thatGetting