国际商务函电课件11

nullnull Unit 11 AgencyMain Contents Main Contents 1、General Introduction of Agencies 2、Specimen letters of Agencies Introduction of AgenciesIntroduction of Agencies An agency arises when one person (the principal) authorizes another person (agent) to act on his/her behalf with third parties. In international trade, the most usual form of agency is that the seller authorizes some foreign forms to sell certain goods to the customers in a particular area during a particular period of time. null Advantages of Agency 1.less expensive 2.better access to the target marketnull The agent is obliged to market the goods actively and for doing this, he may either receive a percentage of the price of the goods – a commission – or he may receive a fee. null A letter asking for agency usually states the following: 1. Why he thinks an agent is needed. 2. What his strengths are in serving as an agent. 3. What terms he can accept. Specimen Letters Specimen Letters Letter 1 Letter 1 Dear Sirs, We recently attended the International Photographic Exhibition in Cairo and were impressed by the high quality, attractive design and reasonable prices of your cameras. Having since seen your full catalogue, we are convinced that there is a promising market for your products here in Damascus. If you are not already represented here, we should be interested in acting as your sole agent. nullAs leading importers and distributors of more than 20 years’ standing in the photographic trade, we have a good knowledge of the Damascus market. Through our sales organization, we have good contacts with the leading retailers. We handle several other agencies in non-competing lines and, if our proposal interested you, can supply first-class references from manufacturers in Britain.. nullWe firmly believe that an agency for marketing your products in Damascus would be of considerable benefit to both of us, and we look forward to learning that you are interested in our proposal. Mr. Salim Abdulla, our Purchasing Director, will be in Birmingham during May and will be pleased to call you if we hear from you positively. Yours faithfully Letter 2Letter 2Dear Sirs, Thank you for your letter of 5th April and for your comments of our cameras. We are still a young company, but expanding rapidly. At present our overseas representation is confirmed to countries in Western Europe, where our cameras are selling well. However, we are interested in the chance of developing our trade further afield. nullWhen your Mr. Salim Abdulla is in Birmingham, we should certainly like to meet him with a view to discussing your proposal further. If Mr. Abdulla will get in touch with me to arrange a meeting, I can also arrange him to look around our factory and see for himself the quality of the materials and workmanship put into our camera. Yours faithfully, Letter 3Letter 3Dear Sirs, Through the courtesy of your Commercial Counselor in this country we learned that you are looking for a firm competent for promoting the sales of your textile products on a large scale in our country. We have a well-organized sales network in Japan and numerous connections with major users throughout the country. We believe there are good prospects of a very profitable market for your products here and large sales turnover can be arranged, we could establish a mutually beneficial trade. . . nullAs to our financial standing and other information about us, please refer to Kyoto Bank and ATX Corporation, Los Angeles, who have consented to answer your inquiries. We look forward to hearing favorably from you. Yours faithfully,Letter 4Letter 4Dear Mr. Benson, We have received your letter of July 5 and after careful consideration, we are favorably impressed by your proposal to sell our textile products on sole agency basis in your country. However, before going further into the detailed arrangements, we would like you to let us have your proposal for handling our products in your market, covering the following matters: null- other companies represented; - summary of market conditions for the products; - your organization, local sales channels and promotional activities; - three-year sales outlook for our products; - your suggested terms of agreement. We look forward to hearing from you and to discussing possible terms in more detail. Yours faithfully,Letter 5 Letter 5 Dear Mr. Sue, We are very pleased with our discussion on the agency agreement and looking forward to a successful working relationship with you in the coming years. Before drafting the sole agency agreement to be countersigned by both sides, we would like to confirm the following major points: 1. Your act as our sole agent for a period of three years starting on January 1, 2006 in the territory of Hong Kong. null2. You shall promote and sell our products and solicit orders, referring all orders to us for fulfillment. 3. We pay you a commission of 10% on all sales arising in the territory. 4. Your render quarterly sales reports and quarterly summaries of sales activity. 5. You undertake not to sell the similar or competing products of other manufacturers. nullWe look forward to your confirmation to the above points, upon receipt of which we will prepare the agreement and send it to you for your signature. Yours faithfully, Notes Notes 1. agent, agency agency agreement agency commission sole agency exclusive agency 2. represent v. 代理,代表 We are willing to represent you for the sale of your Men’s Shirts in our country. Exercises Exercises 1. 我们正在仔细考虑你们担任我们独家代理为期一年的申请。 Your application for sole agency for a period of one year is now under our careful consideration. 2. 我们已经是其他几家厂商的代理,深信也能为贵公司效力。 We have already represented several other manufacturers and trust you will allow us to give you similar services. null3. 感谢你方授权我公司作为你们的产品在日本的销售代理。 Thank you for your offering us the selling agency in Japan for your product. 4.经过调查和适当考虑, 我们决定按照下列条件, 在你们提出的地区内由你们担任我方代理。 After investigation and due consideration, we have decided to appoint you our agent in the district you defined, subject to the following terms and conditions.null5. 目前已达成的营业额还不足以使我方委托你方为独家代理。 The volume of business done does not warrant entrusting you with exclusive agency at present. null 6. 自十个月前我们签订独家代理 协议 离婚协议模板下载合伙人协议 下载渠道分销协议免费下载敬业协议下载授课协议下载 以来,你方并未尽力开我方产品的销售市场, 而且你们的销售额也低于协议中所规定的最低水平。 Since the Sole Agency Agreement entered into between us ten months ago, you have not worked hard enough to exploit the potential of selling our products and your sales turnover is much below the minimum figures stipulated in the Agreement.