評論
打印
Brief Introduction
代理是國際貿易中采用的貿易方式之一。
所謂代理就是由進出口公司給予代理商，在特定地區和一定期限內，享有代銷指定商品的權利。雙方屬于一種委托和被委托的代銷關系，而不是買賣關系。代理商應積極推銷代理商品，并享有收取傭金的權利。由于對代理權限的委托不一，代理可分為獨家代理、一般代理和總代理。
獨家代理指委托人在一定時期，特定地區給予代理人推銷指定商品的專營權，委托人向代理人支付傭金，負擔經營風險，一般不再向該地區其他商人銷售該種商品。即使直接銷售，也要按協議規定給獨家代理應得的傭金，這種傭金叫做隱傭（Sleeping Commission）。獨家代理則代表委托人與買主洽談交易，并以委托人的名義或由委托人自己同買主簽訂合同。
一般代理是指不享有對某種商品的專營權，但其他權利、義務和獨家代理一樣。在同一地區，同一時期內，委托人可以選定一家或幾家客戶作為一般代理商，并根據銷售商品的金額支付傭金。委托人可以直接與其他買主成交，無須另給代理商傭金。
總代理是指代理商在指定地區內不僅有權獨家代銷指定商品，而且還有權代表委托人辦理一些其他非商品性的事務。
相關專題:
Basic Expressions
1. I would like to discuss with you the problem of agency for your electric fans.
我想同貴方商談你們電風扇的代理問題。
2. I wonder whether your firm is represented in our country.
我不知道貴公司在我國是否有代理。
3. We should be glad if you would consider our application to act as agents for the sales of your products in our country.
如果貴方能考慮我們的申請使我們成為貴公司產品在我國市場的銷 售代理的話，我們會很高興的。
4. We are pleased to offer you a sole agency for the sale of our products in your country.
我們很樂意指定你們成為我方產品在貴國的獨家代理。
5. We are pleased that you are prepared to appoint us as your sole agent for your products.
對貴方有意指定我們成為貴方產品的獨家代理，我們感到很高興。
6. We’re favorably impressed by your proposal for a sole distributor.
對貴方建議由我方擔任獨家經銷商一事，我們頗感興趣。
7. Thank you for offering us the agency for your products and appreciate the confidence you have placed in us.
謝謝貴方提出讓我們代理你們的產品，我們很感激你們對我們所表示的信心。
8. If you give us the agency, we should spare no efforts to further your interests.
如果貴方給予我們代理權，我們將不遺余力為貴方爭取利益。
9. As your agents, we’ll make greater efforts to push the sale of your products.
作為你們的代理，我們將會更加努力地推銷你方產品。
10. We appreciate your efforts in pushing the sale of our electric fans.
我們感激貴方在推銷我方電扇產品方面所做的努力。
11. I’m afraid we can’t agree to appoint you as our sole agent because the annual turnover you promised is too low.
恐怕我們不能同意指定你方作為我們的獨家代理，因為你方所承諾 的年銷售量太少了。
12. We will increase our turnover if you appoint us as your sole agent.
如果你方指定我們作為獨家代理，我們將增加我們的銷售量。
13. We’d like to sign a sole agency agreement with you on your electric fans for a period of three years.
我們想同你方簽訂一項為期三年專營電扇的獨家代理協議。
14. As our sole distributor, you are not expected to handle the sale of similar products of other origins.
你方作為我們的獨家經營商是不允許經營銷售其他類似產品的。
15. I think you know already that I want to discuss the representation for your alarm clocks.
想必你已知道，我想和你方商談鬧鐘的代理事宜。
16. We usually get a 10% commission of the amount on every deal.
通常我們取得的傭金是每筆成交額的10%。
17. According to your estimate, what is the maximum annual turnover you could fulfill?
據你估計，你能完成最大年銷售量是多少？
Conversations
Dialogue 1
A: First of all, I would like to thank you for your kind invitation to visit your beautiful country. I hope my visit will help to promote a friendly relationship between us.
B: We’ve been looking forward to your visit. It is a great pleasure for us to have you as our guest. It is always more convenient to discuss things face to face.
A: I would like to tell you that my clients are very satisfied with the last delivery of your slippers. The styles and colors are very much to the taste of our market.
B: We’ve received some similar comments from other Australian firms too.
A: I understand you are selling the same products to some other Australian importers. This tends to complicate my business. As you know, I am experienced in the business of slippers and
enjoy a good business relationship with all the leading whole- salers and retailers in that line. I have a mind to expand this business in the years to come. One of the reasons of my visit here is to sign a sole agency agreement with you on these items for a period of 3 years. As it is to our mutual interests and profit, I am sure you’ll have no objection to it.
B: We appreciate your good intention and your effort in pushing the sale of our slippers. As you know, the demand for this item in your market is quite substantial. However, according to our records, the total amount of your order last year was moderate, which does not warrant an agency appointment. Unless you
increase the turnover we can hardly appoint you our sole agent.
