國際貿(mào)易貿(mào)易有多種多樣的貿(mào)易形式除了一般逐筆售定的

1、Module Fourteen: AgencyIntroductionIntensive Study Case studySummaryHomeworkSupplementary1 國際貿(mào)易貿(mào)易有多種多樣的貿(mào)易形式。除了一般逐筆售定的方式外，還有代理、包銷、寄售、來料加工、交易所買賣等方式。國際貿(mào)易中的各種方式是隨著國際商品交換不斷發(fā)展的具體要求的。本單元主要介紹獨(dú)家代理、代理協(xié)議等國際貿(mào)易方式。 代理(Agency)是指賣方給與國外客戶在規(guī)定的地區(qū)內(nèi)享有代銷指定商品的權(quán)利。雙方系委托的代銷關(guān)系。代理商有積極推銷代理商品的義務(wù)，并享有收取傭金的權(quán)利。根據(jù)委托人給與代理商的不同權(quán)限，代理人可分為

2、獨(dú)家代理（Exclusive Agency 或Sole Agency）、一般代理（Agency）和總代理(General Agency)。Brief Introduction2general agent ( 一般代理)：General agent may be a firm or a person who acts under some degree of instructions from his principals to sell (or to buy) goods on the best terms obtainable. He charges a “commission” for h

3、is services under some kinds of agreement or contract.sole agent (exclusive agent) (獨(dú)家代理人)Similar to general agent, a sole agent may be a firm or a person who acts as exclusively for one foreign principal with exclusive (or sole) agency right to sell on a commission basis certain commodities in a ce

4、rtain area under some kind of agreement or contract.kinds of agents:3Intensive StudyWords and Phrasessentence patterns41 agent n. 代理人；代理商；授權(quán)代表別人行事的人 agency n. 代理從本意講，agent 是 a person authorized expressly or impliedly to transact business for another, called the Principal, 即：明示范或默認(rèn)受權(quán)為委托方進(jìn)行業(yè)務(wù)的人；agency

5、 是business, place of business of an agent, 即： 代理人的業(yè)務(wù)，代理人辦理業(yè)務(wù)的地點(diǎn)。也就是：代理業(yè)務(wù)，代理處。 一般說來，agent 指代理人，agents或agency 指代理方。 eg.The company has agencies in all parts of Africa. 該公司在非洲各地均有代理。 The volume of business done does not warrant entrusting you with exclusive agency at present. 已達(dá)成的營業(yè)額還不足以使我方目前委托你方為獨(dú)家代理。

6、Words and Phrases5 2. entrust v. 委托, 托付 entrust sb. with sth. 委托某人做某事。 entrust sth to sb. 把某事委托某人 eg. In view of the fact that the rate of premium you quoted is quite reasonable, we have decided to entrust your company with the insurance of this shipment. 鑒于你方所報保費(fèi)合理，我方?jīng)Q定委托你們辦理此批船貨保險。 We have entrust

7、ed the matter to our representative, who will have a discussion with you. 我們已將此事委托我們的代表和你方商談。Words and Phrases63turnover n. 營業(yè)額，成交量： 在給定的時期間成交的總額 eg. annual turnover 每年營業(yè)額 turnover rate 周轉(zhuǎn)率 turnover tax 周轉(zhuǎn)稅 Should you be prepared to appoint us as your agents, we would guarantee a turnover of 100,000

8、 each year. 如你方委任我們作為你們的代理人，我們保證每年營業(yè)額做到十萬英鎊。 According to the usual practice you are expected to submit to us annual sales program, i.e. an estimated amount of turnover. 按照通常做法，希望你們提交一份年度銷售計劃，及估計營業(yè)額。 We have reduced the price by 5% so as to make a quick turnover.我方已降低5%，以便加快周轉(zhuǎn)。 Words and Phrases74.

9、specialize v. 專門經(jīng)營 基本結(jié)構(gòu)：specialize in + n. eg.It made economic sense for a nation to specialize in certain activities and produce those goods in which it had the most advantage, and to exchange those goods for the products of other nations which had advantage in different fields. 對一個國家來說，專門從事一定的生產(chǎn)活動

10、，生產(chǎn)它擁有最大優(yōu) 勢的商品， 并用這些商品和在其他方面擁有優(yōu)勢的國家所生產(chǎn)的 產(chǎn)品進(jìn)行交換，那在經(jīng)濟(jì)上是合算的。Words and Phrases8sentence patternsIm entitled to being appointed as your agent 我有權(quán)被指定為你方代理。 We keep a stock in London and act as distributors as well as agents. 我們在倫敦有庫存并經(jīng)營銷售兼做代理。Thank you for your proposal of acting as our agent. 謝謝你方作為我們代理的

11、建議。 If we come to terms, well appoint you as our agent. 如果達(dá)成協(xié)議，我們將指定你為我方的代理。 9sentence patternsWe wish to handle as an agent the goods you are exporting. 我們愿意擔(dān)任你們出口商品的代理。Were in a position to take good care of your import business as a buying agent. 我們能負(fù)起作為你方進(jìn)口業(yè)務(wù)中買放代理的責(zé)任。 10sentence patterns We wont

12、 consider agency in your market at present. 我們目前不考慮在你地市場的代理問題。 We have to decline your proposal of acting as our sole agency. 我們不得不謝絕你們作為我方獨(dú)家代理的建議。I think it premature for us to discuss the question of agency. 我認(rèn)為現(xiàn)在討論代理問題為時過早。We wonder whether we may conclude a long term agency contract with you. 我們

13、不知道能否與你方達(dá)成長期代理合約11sentence patternsI am here today to apply for the sole agency of your product in our local market. 我今天來是為了申請做你方產(chǎn)品在我國市場上的獨(dú)家代理。 How can we appoint you as our sole agent for such a small quantity? 訂貨量如此之少，我們怎能請您做獨(dú)家代理呢？ 12sentence patternsI propose a sole agency agreement for bicycles

14、for a period of 3 years. 我建議訂一個專銷自行車的為期三年的獨(dú)家代理協(xié)議。 We are not yet prepared to take the question of sole agent into consideration for the time being. 我們目前還不準(zhǔn)備考慮有關(guān)獨(dú)家代理的問題。 Your application for sole agency is now under our careful consideration. 我們正在仔細(xì)考慮你方想要獨(dú)家（經(jīng)營）代理的請求。13sentence patternsWe should be in

15、terested in acting as your sole agent. 我們很樂意做貴公司的獨(dú)家代理人。 When do you expect to sign the agency agreement? 您何時簽定代理協(xié)議呢？ the agency agreement has been drawn up for the period of one year. 為期一年的代理協(xié)議書已經(jīng)擬訂出來。14Practical Cases (代理案例)申請獨(dú)家代理(Exclusive Agency ) March 20,2001 Lowie Fashion Clothes Factory 11078

16、6 East Street, New York U.S.A. Gentlemen: We ate working as one of the largest department stores in this are a,being sole agents for many world famous clothes brands.after paying due consideration to your product and making a certain time of survey on your business standing, we are making you this a

17、pplication, asking permission to act as sole agent for the sale of your Lowie brand clothes in this area. Enclosed you may find our detailed application draft.please go it over and make us your comment reply.We thank you for your proper consideration of our proposal and assure you of our full cooper

18、ation. Yours truly, Dadong Fashion Clothes Store City Huang ZhenExecutive Manager15Summary: words & Expressions to the taste of; well-established; annual turnover commission; in connection with; entrust; justify16 Homework:Review the whole textpreparing some information on the next text17Supplementarysole agent 獨(dú)家代理（人） selling agents 銷售代理 buying agents 購貨代理 forwarding agents 運(yùn)輸代理 the agent carrying stock 儲貨代理the ag