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In this conversation，Mr．Brown and Miss Zhang meet at the Guangzhou Fair，and they talk about the possibility for Mr．Brown to be the sole agent in Canada for the products of Miss Zhang's company．They negotiate about Mr．Brown's advantage as an agent，territory，commission，etc．，and finally，they come to an agreement．You should know how to talk about agency agreement with or as an agent．

在这一对话中，布朗先生和张小姐在广交会上相遇，双方谈论了布朗先生做张小姐公司产品在加拿大市场的独家代理的事情，双方就代理优势、地域、佣金等问题进行谈判，最后达成了一致。你应该学会如何和代理进行谈判，或者如何作为代理进行谈判。

A—Miss Zhang　B—Mr．Brown

A　Good morning，Mr．Brown．I appreciate your taking the time to attend the Fair．

早上好，布朗先生，谢谢您光临广交会。

B　Good morning，Miss Zhang．Thank you for your kind invitation．I have been looking forward to meeting you．It's always more convenient to discuss things face-to-face．

早上好，张小姐，谢谢您的友好邀请，我一直盼望着与您会面，面谈总是比较方便些。

A　Yes，Mr．Brown．We've considered your offer to act as our sole agent for selling our products，bicycles，in Canada．We appreciate your good intention in pushing the sales of our products．But as you might know，before we can give you a definite answer，we'd like to know your ability in this respect．Doyou have anyparticular advantages for acting as our agent?

是的，布朗先生。我们已经考虑了贵方希望做我方自行车产品在加拿大市场的独家代理的提议。我们感谢贵方推销我方产品的好意，但在我方能给您明确答复之前，我得了解贵方推销我方产品的能力如何。贵方作为我方代理拥有什么特别的优势呢?

B　Talking about our ability in pushing the sales of your bicycles，I assure you that you will have nothing to worry about．We are well experienced in the business of bicycles and connected with all the leading wholesalers and retailers in the line throughout the whole Canadian market．

谈到我方推销贵方自行车的能力，我向贵方保证，请尽管放心，无需顾虑。我方经营自行车富有经验，和这一行业中全加拿大市场上的大批发商和零售商都有很好的业务关系。

A　Sounds fine．Now may I know the minimum annual sales you can guarantee?

听起来不错，那么你们能保证的年度最低销售额是多少?

B　How about$2 000 000 for a start?This figure is what we feel we can realistically reach as a first year goal．

定200万美元作为开头怎么样?我们认为第一年，这个目标比较现实，可以实现。

A　Though it is no big amount，it's worth trying anyway．Next，what is the territory to be covered?

虽然数额不够大，但也值得一试，那么接下来的问题是代理地区呢?

B　All of Canada．

A　Well，on what commission are you prepared to work for us?

你打算要多少佣金呢?

B　Miss Zhang，I'm sure you certainly realize that a lot of initial work has to be done if we want to draw business awayfromCanadian-madeproducts．Thiscallsfor educating the customers，which takes time and money．Therefore，we would be most satisfied if you could grant us 6%commission on the CIF basis．

张小姐，我想您当然知道，如果我们想要从加拿大本地产品那里把生意拉过来，要做许多基础工作。要消费者接受，这需要时间和金钱，因此，如果能给我们到岸价6%的佣金，我们就非常满足了。

A　Our agents in other areas usually get 5%commission．Besides，with the sole agency in your hand you could easily control the market and there is no need for you to spend much money in advertising．Therefore，we can't make your case an exception．We can only grant you 5% commission．

我们其他地区的代理商通常只拿到5%的佣金。而且，您获得独家代理权后，就可以轻而易举地控制市场，不用花费太多的钱做广告。因此，我们不能对您例外，只能同意5%的佣金。

B　Well，if you put it this way，I'll have to comply．

那好吧，如果您这样说，我们只好同意。

A　I'd like to stress that as our sole agent you could not sell similar products for other manufacturers．We must make that very clear．

我想强调一下，贵方作为我方的独家代理，就不能销售其他厂家类似的产品，这点必须讲清楚。

B　No，certainly not．That's a reasonable restriction．

当然，这是合理要求。

A　When shall we sign the contract，Mr．Brown?

布朗先生，我们什么时候签订协议呢?

B　Tomorrow morning．

Part II．Useful Sentences常用句子

1．We would be very pleased to act as your agent if your terms and conditions are right．

如果你们的条件合适，我们将很乐意做你们的代理。

2．We have decided to entrust you with the sole agency for our Black Tea in the territory of Egypt．

我们已决定委任你们为代理，在埃及地区经营我们的红茶。

3．We think it premature for us to discuss the question of agency at the present stage．

我们认为现在讨论代理问题为时过早。

4．This particular line has already been taken by．．．

这项产品已由……代理了。

5．We have already been represented in your area by．．．

我们在你地区已经指定……为我们的代理了。

6．What's the annual order you can guarantee?

你们能保证的年订货量是多少?

7．What's the annual order you can do?

你们每年能做多少营业额?

8．What about the rate of commission you want to charge?

你们收多少佣金?

9．We'd like to have your detailed plan for the publicity campaign．

我们想知道你们详细的宣传计划。

10．May we have a reasonable amount from you for publicity?

你们可以给一笔适当的款子作为宣传之用吗?

11．Sales Promotion should be part of your overheads and be taken from your commission．

促销费用属于经营性开支，该从你们的佣金中支付。

12．Before we know your sales volume，your plan for promotion and import license's conditions，it is rather difficult for us to consider your proposal．

在了解贵方的销售额、促销计划以及进口许可的情况之前，我方很难考虑贵方的建议。

13．We have noted your quest to act as our agent in your district，but before going further into the matter，we should like to know more about your market．

我方已获悉贵方要在你们的地区做我方代理的请求，但在进一步研究此事前，我方想更多地了解贵方的市场情况。

14．To enable us to make further study of your proposal，would you please let us know as early as possible the sales prospects of the item in your market，your program in detail，your business organizations in various districts and their activities．

为了使我方进一步研究贵方的建议，请贵方尽快告诉我方该产品在贵方市场上的销售前景、详细计划、各地区的销售组织以及工作情况。

15．Unless you increase the turnover we can hardly point you as our sole agent．

如果贵方不提高营业额的话，我方很难委托贵方作为我方的独家代理。

16．If you can push the sales successfully for the next 6 months we may appoint you as our agent．

如果下半年贵方能成功地推销我方产品的话，我方也许可以委托贵方为我方的代理。

17．To facilitate the extension of sales，you must advertise our products by means of TV and newspapers．

为了扩大销售，贵方必须通过电视和报纸为我们的产品做广告。

18．To be our agent your minimum annual turnover should be at least USD800 000．

要做我方的代理，贵方每年的营业额至少是80万美元。

19．If you wish to work for other firms as well，you must obtain our permission first．

如果贵方希望能同时成为其他公司代理的话，必须事先获得我方的许可。

20．To be our sole agent you should not sell similar products from other manufacturers without our prior approval．

作为我方的独家代理，未经我方事先同意，贵方不可以同时经销其他厂商的同类产品。

21．As our agent，you should not sell products of similar characteristic from other makers．We must make that very clear．

作为我方的代理，贵方不可以经销其他厂商的同类产品，这一点我方必须说清楚。

22．Every six months，we'd like to receive from you a detailed report on current market conditions and user's comments on our products．

我方希望每6个月收到贵方一份关于现行市场状况和客户对我方产品评价的详细报告。

23．As our agent you should send us your market report regularly at least once every three months．

作为我方的代理，贵方应该经常通报市场报告，至少每个季度一份。

24．To effectively promote sales，your way of doing business shouldalwayscomplywiththeconstantlychanging circumstances．

为了有效地促销，贵方应该随着不断变化的市场环境来调整经营策略。

25．We hoped that you will strictly observe all the terms and condition of the agency agreement．

希望贵方能严格遵守代理合同中的所有条款。

Part III．New Words and Expressions单词和短语

face-to-face面对面

sole agent独家代理

as you might know如您所知

definite answer明确的答复

in this respect在此方面

particular advantage特别优势

be well experienced经验丰富

wholesalers批发商

minimum最小，最少的

annual sales年销售额

for a start最为开头

realistically现实地

territory地区，地域

grant给予，授予

advertising广告宣传

manufacturer制造商

restriction限制，要求

sign the contract签订协议

terms and conditions条件

entrust委托;交托

premature过早的;提前的

represent代表，代理

publicity campaign宣传运动

overhead经营性开支

import license进口许可

sales prospect销售前景

facilitate促进;促使;使便利

by means of借助……手段;依靠……方法

characteristic特征;特点

market report市场报告

agency agreement代理协议

Part IV．Compose a conversation based on the following situation．情景对话

You are a salesman well experienced in agency business．You want to act as the sole agent for a famous paint company in Singapore．They worry about your business abilities and decline your request first．However，with your great effort，they are finally convinced and decide to sign an agreement with you for a trial period of one year．