外贸英语函电(第六版,兰天编著)Chapter Eleven

ChapterEleven

Agency国际贸易业务知识

Agency代理

Whenanexporterwantstostartdirectbusinessrelationswiththecustomerabroad,hecanappointarepresentativewhoresidesabroadbymeansofcontract.Theremunerationoftheagentiscommissionbasedonthepriceofgoodssoldbyhim.Beforeplacinghistrustinaself-employedagent,theexportershouldtakecareinthefollowingtwoaspects在委任代理人之前，出口商需要弄清下面两种情况：

First,inquiriesshouldbemadethroughbank,andiftheyresultinsatisfactoryreply,theexportercanarrangeashortprobationaryperiodbeforethelong-termcontract.

Second,theexportershouldmeettheagentinperson,developmutualunderstandingandconfidencebeforereachingimportantagencyagreement.Incommercialcircles,agencyisusuallycontractedbetweentwoparties,aprincipal委托人

andanagent代理人,thelatterbeingauthorizedtoactunderthecontrolandonbehalfoftheformeronacommissionbasisinbusinesstransactionswithathirdparty.

Everyagencycontracthastodealwiththreerelationships

一份代理协议所涉及到的当事人:

thatbetweenprincipalandtheagent,

thatbetweentheagentandthecustomer,

andthatbetweentheprincipalandthecustomer.

Oncetheagency/agentagreementisconcluded,boththeprincipalandtheagenthavesomeduties.

Fortheprincipal,hehastopaytheagreedremuneration(报酬)basedonthepurchasepriceactuallysoldbytheagent.Fortheagent'spart,hehastorevealallimportantfactstohisprincipal.Hehastousehisskill,intelligencetoactonthebehalfofhisprincipal.Hemustnotacceptbribesormakesecretprofitsfromhisuniqueposition.Hemustnotdivulge(泄露)confidentialmaterialorinformationtoathirdpartybothduringandafterhisemployment.Besides,anagenthastokeepproperaccountsandprovidetheprincipalwiththeaccountsuponrequest.Acommissionisgenerallybasedonacertainpercentageofthesalesinvolved.Thefactorsthatdeterminetherateofacommissiondependlargelyonthekindsofcommodities,prevailingmarketconditions,andtotalamountofthesales.Thegreaterdifficultiesinpushingsales,thehigherrateofcommission.

AcommissionmaybebasedonthetotalamountoftheinvoiceoronFOBvalue.Itmaybepaidatthetimeeachtransactionisaccomplishedorpaidperiodically.Inoneword,italldependsonhowthetermsconcerningcommissionaremadeintheagencyagreement.

Agencyinforeigntradeisgeneralofthreekinds：

国际贸易代理的类型：

soleagency/exclusiveagency独家代理

agency一般代理

generalagency总代理SoleAgency

Undersoleagency,asoleagentisappointed.Heisentitledtoanexclusiverighttosellthedesignatedgoodsfortheprincipalinaspecifiedareawithinastatedperiodoftime.

Anagentwithexclusivetradingrightscanobtaincommissiononallsalesconductedinhisregion,whetheritisthroughhisownorothers'efforts.Agency

Undersuchagency,anagentdoesnotenjoythesameexclusiverightasasoleagent.Hemerelyactsonbehalfoftheprincipal,pushingsalesofhisgoodsinacertainareawithinacertainperiodandreceivingduecommission.Inthisway,unlikesoleagency,theprincipalcanappointothersinthesameareaashisagentstosellthesamekindofhisgoodsinthesameperiod.Hecanalsodirectlyorindirectlysellthegoodstootherbuyerswithoutpayinganycommissiontotheagentoragents.

GeneralAgency

Ageneralagentundergeneralagencyisempoweredwithgreaterrightbyaprincipaltopushsalesofhiscommodities,signcontractsandengageinotherbusinessandnon-businessactivitiesonbehalfofhim.Theprincipalislegallyboundtowhatthegeneralagenthasdoneonaccountofhim,and,innature,thegeneralagentservesasarepresentativesentabroadbytheprincipal.ExclusiveSales包销

Exclusivesalesareestablishedbetweenasellerandexclusivedistributorbymeansofanexclusivesalesagreement,underwhichtheexclusivedistributorisauthorizedbythesellerwithanexclusiverighttobuyand,thensellthedesignatedgoodsinthespecifiedareaorregionwithinaspecifiedperiodoftime.Aexclusivedistributordoesnotactonbehalfofthesupplierandisnotaccountabletohim(不对供货商负责).Hebuysgoodsandresellsthemtohiscustomersforhisownprofit.Theprofitoftheexclusivedistributorisnormallythedifferencebetweenthebuyingandsellingprice.Exclusivesalesdiffergreatlyfromagencyinmanyways

包销和代理的区别：

Underexclusivesales,thetransactionisbothasaleandpurchase,andtherelationshipbetweenthepartiesconcernedisofaprincipaltoaprincipal.Theexclusivedistributorengagesinthepurchaseandsaleofgoodsathisowncostandrisks.

Inthecaseofagencyarrangements,therelationshipbetweenthepartiesisthatofaprincipaltoanagent,who,whenengagedintrade,investsnocapital,bearsnorisksofoperation,butactsmerelyonbehalfoftheprincipalsimplyonacommissionbasis.辨析：contract，compact，pact，treaty和convention

contract正式书面契约经，经常是商业性质的，而且条款表达清楚，可由法律保证其实施。

compact

指认真、严肃的协定交换。可换两个人之间的，政治派别间的或国家集团间的决定。该协定可能不是书面文件，惟有依靠互相间的信任来保证其有效性或实施，并且暗示参与各方具有强烈的责任感。

afive-nationcompacttocontrolopiumtraffic管制鸦片运输的五国协定

UNGlobalCompact

联合国全球协议/盟约

pact可与compact互换用于越来越多的国家间非官方协定的名称。

StabilityPactforSouthEasternEurope东南欧稳定公约

WarsawPact华沙协定

treaty

国家间经过谈判或外交途径达成的协议或条约。用于终止战争、领土的购买，或含有保障和平的条款。

TheTreatyofVersailles凡尔赛和约(于1919年6月第一次世界大战结束时签定)

convention不太正式，但所指的是更具体，指几个国家间就涉及他们各国的问题如邮政、版权或战争行为缔结的协议，或指军事指挥官们就军事行动所签定的协议。

UnitedNationsConventiononContractsfortheInternationalSaleofGoods联合国国际货物销售合同公约LetterOne

关键词:appoint

v.委派，委任

appointsb.apost/appointsb.forapost

…appointedher(for)thechiefoperatingofficerofthecompany.

关键词:doubt

n.怀疑，疑虑，未确定，不信任，不相信

有关doubt的句式：

Thereisnodoubtthatheisguilty.毫无疑问,…

Ihave(my)doubtsaboutwhetherheisthebestmanforthejob.我怀疑…

Wehavenodoubtofhisability.我们相信…

Thereisnotmuchdoubtaboutit.这是没什么可怀疑的。

Thereislittledoubtthat…毫无疑问,…

Pleasedismissalldoubtsaboutit.请打消对此事的一切顾虑。关键词：principaladj.主要的,首要的Theprincipalcauseofmostsuccessishardwork,notluckortalent.ThequeenofEnglandhasnorealpower.TheprincipalleaderofEnglandistheprimeminister.辨析：principal和principleprinciplen.原理，原则，主义，信念Theyhaveagreedtotheproposalinprinciplebutwestillhavetonegotiatetheterms.关键词:primary

adj.主要的，首要的TheprimaryreasonforthefamilyreunionistocelebrateGrandma’sninetiethbirthday.Mybrother’sprimaryinterestinlifeseemstobeplayingbasketball-hepracticesdayandnight.词汇扩展记忆primary,primarily和primeprimarilyadv.首要地primeadj.最好的，首要的，典型的

Inmyhome,weprimarilyspeakSpanish,unlesswehaveEnglish-speakingvisitors.Then,ofcourse,wecommunicateinEnglish.TVbroadcasterscanchargethemostofadsthatappearduringprimetime,whenmostpeoplearewatching.LetterTwo

辨析：remove,eliminate,dismiss,expel

这些动词均有“开除，驱出，去掉”之意。

Remove普通用词，不带任何感情色彩。

Eliminate通常指例行的、有步骤地去掉某物或某人。

Dismiss既可指突然地迅速地排除，也可指解雇或开除。

Expel多指强行解除公职或驱出住地。

Thelosingteamwaseliminatedfromfurthercompetition.

YesterdaymyhusbandremovedthegateandRexgotsoannoyedwehavenotseenhimsince.

“Thebossthreatenedtodismissalltheemployeeswhohadexpressedtheirsympathyforthestrike,butit‘sallbluff.”

Thepupilwasexpelledfromschoolforcheating

Ifyouhangupclothesrightafterthedryerstops,youcaneliminatetheneedtoironmanytimes.Becausemyfatherhashighbloodpressure,he’ssupposedtoeliminatesaltfromhisdiet.Peopletakeaspirintoeliminateheadaches.Theprincipaldecidedtodismiss

下课thestudentsearlysotheycouldgethomebeforethestorm.Thejudgewouldnotdismiss

使(或让)离开theangryneighborsuntiltheyshookhands.WhenJonsprained扭伤hisankleatwork,hisbossdismissed使(或让)离开himsohecouldgotothedoctor.Topreventanybodyfromgettinghurtwhenthefirebrokeout,Mrs.Browndismissed使(或让)离开herworkersandtoldthemtogohome.LetterThree

辨析：动词approve,confirm,sanction

approve普通用词，常指正式或官方的批准

endorse以公开声明的形式批准或背书于

sanction语气最强，常指官方的同意或批准，是书面用词

Thecitycouncil

approved

thebuildingplan.

He'shadhislicense

endorsed

fordangerousdriving.

Thechurchwouldnot

sanction

theking'ssecondmarriage.辨析：批准approvaln.和endorsementn.

Myparentsdon’tapproveofmesmokingcigarettes.

Congressapprovedthebudget.

Theprivilegeofvoting选举权isarightsanctionedbylaw.

Societydoesnotsanctionchildlabor.

Theapplicationwasendorsedbythegovernors’board.

LetterFour

句型:用于证明文件的开头语

Thisis(hereby)toinformyouthat…兹通知/通告…..

Thisis(hereby)tocertifythat…兹证明…..

Thisis(hereby)toannouncethat…兹宣布/宣告…..词汇的扩展记忆

exclusiveadj.排外的，独占的，唯一的exclusionn.排除，除外，被排除在外的事物excludevt.拒绝接纳，把...排除在外，排斥exclusivelyadv.排外地，专有地exclusivityn.排他性Inmakingpickles腌渍品,泡菜thatwillbestoredforalongtime,airmustbeexcludedfromthejars.Thelittleboyrancryingtohisteacherafterotherchildrenexcludedhimfromtheirgame.Myauntisavegetarianandexcludesallmeatfromherhouse.Whenmyunclehadasevereillness,thedoctorexcludedeveryonefromhishospitalroomexceptmyaunt.TheHonorClubatourschoolissoexclusivethatonly5percentofthestudentbodyisqualifiedtojoin.Becomingavegetarianmeansmorethantheexclusionofmeatfromthediet.Italsomeanscreatingabalanceddietthatdoesn’tinvolvemeat.

LetterFive短语:

tryout试用Wewouldliketoexpressouropinionontheplanuntilithasbeentriedout.Hisbrother'sexampleinspiredhimto

tryout

forthefootballteam.

关键词：turnover

n.

营业额、成交量、周转率

annualturnover每年营业额

turnoverrate周转率

turnovertax流转税、营业税

Thisproducthasafastturnover,threeshipmentsgoingoutperday.

Theshophasaturnoverof500,000dollarsaweek.

Thatcompanyhasafastturnoverbecauseofthepoorworkingconditions.

Theyhaveaveryhighturnoverofstaff.

Six

SoleAgencyAgreement独家代理协议

在合同中，使用shall这个词不是单纯的情态动词。shall在合同中出现，是个法律词汇，表示合同中要履行的义务，如不能履行，就构成违约。常见的句式有：

PartyBshallundertaketo…

PartyBshallhavetheobligationto…

PartyBshallbeobligedto…

表示“在合同的有效期之内”的句式有：

inthedurationoftheAgreement

duringthelifetimeoftheAgreement

duringtheeffectiveperiodofthisAgreement

duringthecontracted/contractualtime

合同中常见的条件状语从句AdverbialClausesofConditions，有以下这些连词引出:

if…

intheeventthat…

intheeventof…

incaseof…

inthecaseof…

should…

unless

providedthat…

provided…IftheForceMajeureeventlastsover60days,theBuyershallhavetherighttocanceltheContractortheundeliveredpartoftheContract.

Claims,ifany(Ifthereisany),shallbesubmittedbyFaxwithinfourteendaysafterthearrivalofthegoodsatdestination.这个句子中的ifany是个省略句，完整的句式是Ifthereisany.但合同中常出现的是它的缩略形式，如ifrequired,ifpossible,ifnecessary,ifagreeable。

incase在表示条件时，往往一种thepossibilityofsthhappening,其条件成熟的可能性比“if从句”要小。

IncasethattheBuyerfailstocarryoutanyofthetermsorconditionstothisContractwiththeSeller,theSellershallhavetherighttoterminatealloranypartofthisContractwiththeBuyerorpostponeshipmentorstopanygoodsintransitandtheBuyershallineverysuchcasebeliabletotheSellerforalllosses,damagesandexpensestherebyincurred.在合同中，should+S+V这种结构表明，发生条件句中所述情况的可能性很小，如果该条件句所述的情况发生了，那么主句所设的事宜必须完成。

ShouldanyofthestipulationstotheContractbealtered,amended,supplementedordeleted,thesameshallbenegotiatedbetweenandagreeduponbybothpartiesandwrittendocumentsshallbesignedbytherepresentativesofbothparties.在合同中，连词unless相当于ifnot,exceptiforexceptwhen。它引出的从句现在时表示将来，一般不用虚拟条件句。

Youwillnevermakeprogressunlessyoustudyhard.

特殊句式：unlessotherwise+p.p.（过去分词）表示“除非另有……者外”

Unlessexpresslyagreedto,theportofshipmentisattheSeller’soption.

Unlessotherwisestatedthereafter,theaccountingprinciplesemployedshallbethesameasthoseappliedintheprecedingyears.

Neitherpartyshallhavetherighttorepresenttheotherpartyunlessotherwisearranged.在条件状语从句中，连词provided(that)表示“当事人所希望的条件”。

Wecansellalotofgarmentsprovidedthatyourpriceishighlycompetitive.关键词:bound

adj.

必定的，有义务的，受约束的

beboundtodosth.

You’vedonesomuchworkthatyou’reboundtopasstheexam.

IamboundtosayIdisagreewithyouonthispoint.Seven

SoleDistributorshipAgreement包销协议

在合同中，有些特殊的副词，如whereby,它在句子中的含义相当于定于从句bywhich。

关键词：whereas