外贸函电英语课件

Chapter

12

AgencyLearning

Focus.

Terms

on

Agency.

Types

ofAgents•

Agency

Agreement.

Letters

on

Agency-Asking for

Agency-

Seeking

AgencyIn

the

following

dialogue

Richard

discuss

with

Benson

therepresentation

for

the

goods

of

Benson's

company

in

theEuropean

market.Richard:

Ithink

you

alreadyknow

what

I

want

to

discuss.Benson:

Yes.

You

mentioned

it

in

your

letter

and

fax.

To

be

honest,your

proposal

surprised

us.Richard:

Really?

Anyway,

I

want

to

go

over

the

details

with

you

inperson,

so

you

can

give

my

suggestion

thorough

consideration.Our

firm

specializes

in

this

line

of

business

and

we

have

six

salesgroups,

who

are

always

on

the

road,

covering

the

whole

of

theEuropean

marketBenson:

Do

you

sell

directly

to

shops?Richard:

Yes,

we

specialize

in

handling

this

kinds

of

goods.

Wehave

well-established

channels

of

distribution

and

we

contact

theretailers

directly,

without

any

middlemen.Benson:

Do

you

keep

stock

of

these

things?Richard:

In

some

cases,

such

as

goods

that

always

have

a

steadymarket,

we

keep

stock

in

London

and

act

as

distributors

as

well

asagents.Generally,

we

pass

on

the

orders

of

our

clients

to

themanufacturers

for

supply.

We

are

paid

for

service,

of

course.Benson:

That

is

your

commission.Richard:

Yes,

our

commission

is

veryreasonable.

We

usually

get10%

commission

of

the

amount

on

every

deal.Benson:

Our

agentsin

other

areas

usually

get

a

3%・5%commission.Richard:

The

European

marketis

not

familiarwith

your

products.You

have

competitors

from

Japan

and

other

continental

countries.At

the

beginning

of

our

campaign,

there

is

sales

resistance

toovercome,

and

we

must

send

out

salesmen

to

do

a

lot

of

travelingand

spend

a

considerable

amount

of

money

on

advertising

innewspapers

and

TV

programs.

A

10%

commission

will

not

leaveus

much.>

Agencyis

a

legalrelationship

betweenaprincipal（委托人）and

another

party,namedas

agent（代理人）,whois

authorizedto

carryoutthe

principaPs

instructions

intransaction

witha

third

party.>

commission

佣金>

agencyagreement>

General

Agent>

Sole

Agent

(Exclusive

Agent)>

Purchasing/BuyingAgent>

Sales/SellingAgentAgency

Agreement•

The

duration

of

the

agency;•

The

territory

to

be

covered;•

The

obligation

of

agent

and

principal;•

The

method

of

purchase

and

sale;Agency

Agreement•

Details

of

the

commission;•

Lawof

the

country

related

toagreement;•

Arbitration

items

while

disputingmediated.>

Dear

Sirs,>

We

are

writing

to

offer

our

service

as

a

sole

agent

foryour

"Giant”

Bicycles

in

our

country.>

As

you

may

know,

with

15

years

9

experience

in

this

line,we

are

quite

familiar

with

the

market

and

customers

9

needshere.

Combining

the

styles

and

quality

of

your

bicycleswhich

are

very

much

to

the

taste

of

our

market

with

ourspecially-designed

showroom

and

well-developed

salespromotion

organization,

we

have

full

confidence

in

assuringyou

of

an

annual

turnover

of

US$700,000.>

We

believe

the

sales

records

of

recent

years

and

the

long,satisfactory

business

relations

between

us

will

justify

thatwe

are

entitled

to

a

sole

agent

in

this

district.

A

copy

ofdetailed

plan

regarding

handling

your

products

is

enclosedfor

your

reference.>

We

hope

to

hear

favorably

from

you.>

Yours

f