国际贸易贸易有多种多样的贸易形式除了一般逐笔售定的

1、Module Fourteen: AgencyIntroductionIntensive Study Case studySummaryHomeworkSupplementary1 国际贸易贸易有多种多样的贸易形式。除了一般逐笔售定的方式外，还有代理、包销、寄售、来料加工、交易所买卖等方式。国际贸易中的各种方式是随着国际商品交换不断发展的具体要求的。本单元主要介绍独家代理、代理协议等国际贸易方式。 代理(Agency)是指卖方给与国外客户在规定的地区内享有代销指定商品的权利。双方系委托的代销关系。代理商有积极推销代理商品的义务，并享有收取佣金的权利。根据委托人给与代理商的不同权限，代理人可分为

2、独家代理（Exclusive Agency 或Sole Agency）、一般代理（Agency）和总代理(General Agency)。Brief Introduction2general agent ( 一般代理)：General agent may be a firm or a person who acts under some degree of instructions from his principals to sell (or to buy) goods on the best terms obtainable. He charges a “commission” for h

3、is services under some kinds of agreement or contract.sole agent (exclusive agent) (独家代理人)Similar to general agent, a sole agent may be a firm or a person who acts as exclusively for one foreign principal with exclusive (or sole) agency right to sell on a commission basis certain commodities in a ce

4、rtain area under some kind of agreement or contract.kinds of agents:3Intensive StudyWords and Phrasessentence patterns41 agent n. 代理人；代理商；授权代表别人行事的人 agency n. 代理从本意讲，agent 是 a person authorized expressly or impliedly to transact business for another, called the Principal, 即：明示范或默认受权为委托方进行业务的人；agency

5、 是business, place of business of an agent, 即： 代理人的业务，代理人办理业务的地点。也就是：代理业务，代理处。 一般说来，agent 指代理人，agents或agency 指代理方。 eg.The company has agencies in all parts of Africa. 该公司在非洲各地均有代理。 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。

6、Words and Phrases5 2. entrust v. 委托, 托付 entrust sb. with sth. 委托某人做某事。 entrust sth to sb. 把某事委托某人 eg. In view of the fact that the rate of premium you quoted is quite reasonable, we have decided to entrust your company with the insurance of this shipment. 鉴于你方所报保费合理，我方决定委托你们办理此批船货保险。 We have entrust

7、ed the matter to our representative, who will have a discussion with you. 我们已将此事委托我们的代表和你方商谈。Words and Phrases63turnover n. 营业额，成交量： 在给定的时期间成交的总额 eg. annual turnover 每年营业额 turnover rate 周转率 turnover tax 周转税 Should you be prepared to appoint us as your agents, we would guarantee a turnover of 100,000

8、 each year. 如你方委任我们作为你们的代理人，我们保证每年营业额做到十万英镑。 According to the usual practice you are expected to submit to us annual sales program, i.e. an estimated amount of turnover. 按照通常做法，希望你们提交一份年度销售计划，及估计营业额。 We have reduced the price by 5% so as to make a quick turnover.我方已降低5%，以便加快周转。 Words and Phrases74.

9、specialize v. 专门经营 基本结构：specialize in + n. eg.It made economic sense for a nation to specialize in certain activities and produce those goods in which it had the most advantage, and to exchange those goods for the products of other nations which had advantage in different fields. 对一个国家来说，专门从事一定的生产活动

10、，生产它拥有最大优 势的商品， 并用这些商品和在其他方面拥有优势的国家所生产的 产品进行交换，那在经济上是合算的。Words and Phrases8sentence patternsIm entitled to being appointed as your agent 我有权被指定为你方代理。 We keep a stock in London and act as distributors as well as agents. 我们在伦敦有库存并经营销售兼做代理。Thank you for your proposal of acting as our agent. 谢谢你方作为我们代理的

11、建议。 If we come to terms, well appoint you as our agent. 如果达成协议，我们将指定你为我方的代理。 9sentence patternsWe wish to handle as an agent the goods you are exporting. 我们愿意担任你们出口商品的代理。Were in a position to take good care of your import business as a buying agent. 我们能负起作为你方进口业务中买放代理的责任。 10sentence patterns We wont

12、 consider agency in your market at present. 我们目前不考虑在你地市场的代理问题。 We have to decline your proposal of acting as our sole agency. 我们不得不谢绝你们作为我方独家代理的建议。I think it premature for us to discuss the question of agency. 我认为现在讨论代理问题为时过早。We wonder whether we may conclude a long term agency contract with you. 我们

13、不知道能否与你方达成长期代理合约11sentence patternsI am here today to apply for the sole agency of your product in our local market. 我今天来是为了申请做你方产品在我国市场上的独家代理。 How can we appoint you as our sole agent for such a small quantity? 订货量如此之少，我们怎能请您做独家代理呢？ 12sentence patternsI propose a sole agency agreement for bicycles

14、for a period of 3 years. 我建议订一个专销自行车的为期三年的独家代理协议。 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。 Your application for sole agency is now under our careful consideration. 我们正在仔细考虑你方想要独家（经营）代理的请求。13sentence patternsWe should be in

15、terested in acting as your sole agent. 我们很乐意做贵公司的独家代理人。 When do you expect to sign the agency agreement? 您何时签定代理协议呢？ the agency agreement has been drawn up for the period of one year. 为期一年的代理协议书已经拟订出来。14Practical Cases (代理案例)申请独家代理(Exclusive Agency ) March 20,2001 Lowie Fashion Clothes Factory 11078

16、6 East Street, New York U.S.A. Gentlemen: We ate working as one of the largest department stores in this are a,being sole agents for many world famous clothes brands.after paying due consideration to your product and making a certain time of survey on your business standing, we are making you this a

17、pplication, asking permission to act as sole agent for the sale of your Lowie brand clothes in this area. Enclosed you may find our detailed application draft.please go it over and make us your comment reply.We thank you for your proper consideration of our proposal and assure you of our full cooper

18、ation. Yours truly, Dadong Fashion Clothes Store City Huang ZhenExecutive Manager15Summary: words & Expressions to the taste of; well-established; annual turnover commission; in connection with; entrust; justify16 Homework:Review the whole textpreparing some information on the next text17Supplementarysole agent 独家代理（人） selling agents 销售代理 buying agents 购货代理 forwarding agents 运输代理 the agent carrying stock 储货代理the ag