外貿(mào)英語函電(第六版,蘭天編著)Chapter Eleven

ChapterEleven

Agency國際貿(mào)易業(yè)務(wù)知識

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兩種情況：

First,inquiriesshouldbemadethroughbank,andiftheyresultinsatisfactoryreply,theexportercanarrangeashortprobationaryperiodbeforethelong-termcontract.

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

andanagent代理人,thelatterbeingauthorizedtoactunderthecontrolandonbehalfoftheformeronacommissionbasisinbusinesstransactionswithathirdparty.

Everyagencycontracthastodealwiththreerelationships

一份代理協(xié)議所涉及到的當(dāng)事人:

thatbetweenprincipalandtheagent,

thatbetweentheagentandthecustomer,

andthatbetweentheprincipalandthecustomer.

Oncetheagency/agentagreementisconcluded,boththeprincipalandtheagenthavesomeduties.

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

AcommissionmaybebasedonthetotalamountoftheinvoiceoronFOBvalue.Itmaybepaidatthetimeeachtransactionisaccomplishedorpaidperiodically.Inoneword,italldependsonhowthetermsconcerningcommissionaremadeintheagencyagreement.

Agencyinforeigntradeisgeneralofthreekinds：

國際貿(mào)易代理的類型：

soleagency/exclusiveagency獨家代理

agency一般代理

generalagency總代理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包銷

Exclusivesalesareestablishedbetweenasellerandexclusivedistributorbymeansofanexclusivesalesagreement,underwhichtheexclusivedistributorisauthorizedbythesellerwithanexclusiverighttobuyand,thensellthedesignatedgoodsinthespecifiedareaorregionwithinaspecifiedperiodoftime.Aexclusivedistributordoesnotactonbehalfofthesupplierandisnotaccountabletohim(不對供貨商負(fù)責(zé)).Hebuysgoodsandresellsthemtohiscustomersforhisownprofit.Theprofitoftheexclusivedistributorisnormallythedifferencebetweenthebuyingandsellingprice.Exclusivesalesdiffergreatlyfromagencyinmanyways

包銷和代理的區(qū)別：

Underexclusivesales,thetransactionisbothasaleandpurchase,andtherelationshipbetweenthepartiesconcernedisofaprincipaltoaprincipal.Theexclusivedistributorengagesinthepurchaseandsaleofgoodsathisowncostandrisks.

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

contract正式書面契約經(jīng)，經(jīng)常是商業(yè)性質(zhì)的，而且條款表達(dá)清楚，可由法律保證其實施。

compact

指認(rèn)真、嚴(yán)肅的協(xié)定交換?？蓳Q兩個人之間的，政治派別間的或國家集團(tuán)間的決定。該協(xié)定可能不是書面文件，惟有依靠互相間的信任來保證其有效性或?qū)嵤⑶野凳緟⑴c各方具有強(qiáng)烈的責(zé)任感。

afive-nationcompacttocontrolopiumtraffic管制鴉片運輸?shù)奈鍑鴧f(xié)定

UNGlobalCompact

聯(lián)合國全球協(xié)議/盟約

pact可與compact互換用于越來越多的國家間非官方協(xié)定的名稱。

StabilityPactforSouthEasternEurope東南歐穩(wěn)定公約

WarsawPact華沙協(xié)定

treaty

國家間經(jīng)過談判或外交途徑達(dá)成的協(xié)議或條約。用于終止戰(zhàn)爭、領(lǐng)土的購買，或含有保障和平的條款。

TheTreatyofVersailles凡爾賽和約(于1919年6月第一次世界大戰(zhàn)結(jié)束時簽定)

convention不太正式，但所指的是更具體，指幾個國家間就涉及他們各國的問題如郵政、版權(quán)或戰(zhàn)爭行為締結(jié)的協(xié)議，或指軍事指揮官們就軍事行動所簽定的協(xié)議。

UnitedNationsConventiononContractsfortheInternationalSaleofGoods聯(lián)合國國際貨物銷售合同公約LetterOne

關(guān)鍵詞:appoint

v.委派，委任

appointsb.apost/appointsb.forapost

…appointedher(for)thechiefoperatingofficerofthecompany.

關(guān)鍵詞:doubt

n.懷疑，疑慮，未確定，不信任，不相信

有關(guān)doubt的句式：

Thereisnodoubtthatheisguilty.毫無疑問,…

Ihave(my)doubtsaboutwhetherheisthebestmanforthejob.我懷疑…

Wehavenodoubtofhisability.我們相信…

Thereisnotmuchdoubtaboutit.這是沒什么可懷疑的。

Thereislittledoubtthat…毫無疑問,…

Pleasedismissalldoubtsaboutit.請打消對此事的一切顧慮。關(guān)鍵詞：principaladj.主要的,首要的Theprincipalcauseofmostsuccessishardwork,notluckortalent.ThequeenofEnglandhasnorealpower.TheprincipalleaderofEnglandistheprimeminister.辨析：principal和principleprinciplen.原理，原則，主義，信念Theyhaveagreedtotheproposalinprinciplebutwestillhavetonegotiatetheterms.關(guān)鍵詞:primary

adj.主要的，首要的TheprimaryreasonforthefamilyreunionistocelebrateGrandma’sninetiethbirthday.Mybrother’sprimaryinterestinlifeseemstobeplayingbasketball-hepracticesdayandnight.詞匯擴(kuò)展記憶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

這些動詞均有“開除，驅(qū)出，去掉”之意。

Remove普通用詞，不帶任何感情色彩。

Eliminate通常指例行的、有步驟地去掉某物或某人。

Dismiss既可指突然地迅速地排除，也可指解雇或開除。

Expel多指強(qiáng)行解除公職或驅(qū)出住地。

Thelosingteamwaseliminatedfromfurthercompetition.

YesterdaymyhusbandremovedthegateandRexgotsoannoyedwehavenotseenhimsince.

“Thebossthreatenedtodismissalltheemployeeswhohadexpressedtheirsympathyforthestrike,butit‘sallbluff.”

Thepupilwasexpelledfromschoolforcheating

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

下課thestudentsearlysotheycouldgethomebeforethestorm.Thejudgewouldnotdismiss

使(或讓)離開theangryneighborsuntiltheyshookhands.WhenJonsprained扭傷hisankleatwork,hisbossdismissed使(或讓)離開himsohecouldgotothedoctor.Topreventanybodyfromgettinghurtwhenthefirebrokeout,Mrs.Browndismissed使(或讓)離開herworkersandtoldthemtogohome.LetterThree

辨析：動詞approve,confirm,sanction

approve普通用詞，常指正式或官方的批準(zhǔn)

endorse以公開聲明的形式批準(zhǔn)或背書于

sanction語氣最強(qiáng)，常指官方的同意或批準(zhǔn)，是書面用詞

Thecitycouncil

approved

thebuildingplan.

He'shadhislicense

endorsed

fordangerousdriving.

Thechurchwouldnot

sanction

theking'ssecondmarriage.辨析：批準(zhǔn)approvaln.和endorsementn.

Myparentsdon’tapproveofmesmokingcigarettes.

Congressapprovedthebudget.

Theprivilegeofvoting選舉權(quán)isarightsanctionedbylaw.

Societydoesnotsanctionchildlabor.

Theapplicationwasendorsedbythegovernors’board.

LetterFour

句型:用于證明文件的開頭語

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

Thisis(hereby)tocertifythat…茲證明…..

Thisis(hereby)toannouncethat…茲宣布/宣告…..詞匯的擴(kuò)展記憶

exclusiveadj.排外的，獨占的，唯一的exclusionn.排除，除外，被排除在外的事物excludevt.拒絕接納，把...排除在外，排斥exclusivelyadv.排外地，專有地exclusivityn.排他性Inmakingpickles腌漬品,泡菜thatwillbestoredforalongtime,airmustbeexcludedfromthejars.Thelittleboyrancryingtohisteacherafterotherchildrenexcludedhimfromtheirgame.Myauntisavegetarianandexcludesallmeatfromherhouse.Whenmyunclehadasevereillness,thedoctorexcludedeveryonefromhishospitalroomexceptmyaunt.TheHonorClubatourschoolissoexclusivethatonly5percentofthestudentbodyisqualifiedtojoin.Becomingavegetarianmeansmorethantheexclusionofmeatfromthediet.Italsomeanscreatingabalanceddietthatdoesn’tinvolvemeat.

LetterFive短語:

tryout試用Wewouldliketoexpressouropinionontheplanuntilithasbeentriedout.Hisbrother'sexampleinspiredhimto

tryout

forthefootballteam.

關(guān)鍵詞：turnover

n.

營業(yè)額、成交量、周轉(zhuǎn)率

annualturnover每年營業(yè)額

turnoverrate周轉(zhuǎn)率

turnovertax流轉(zhuǎn)稅、營業(yè)稅

Thisproducthasafastturnover,threeshipmentsgoingoutperday.

Theshophasaturnoverof500,000dollarsaweek.

Thatcompanyhasafastturnoverbecauseofthepoorworkingconditions.

Theyhaveaveryhighturnoverofstaff.

Six

SoleAgencyAgreement獨家代理協(xié)議

在合同中，使用shall這個詞不是單純的情態(tài)動詞。shall在合同中出現(xiàn)，是個法律詞匯，表示合同中要履行的義務(wù)，如不能履行，就構(gòu)成違約。常見的句式有：

PartyBshallundertaketo…

PartyBshallhavetheobligationto…

PartyBshallbeobligedto…

表示“在合同的有效期之內(nèi)”的句式有：

inthedurationoftheAgreement

duringthelifetimeoftheAgreement

duringtheeffectiveperiodofthisAgreement

duringthecontracted/contractualtime

合同中常見的條件狀語從句AdverbialClausesofConditions，有以下這些連詞引出:

if…

intheeventthat…

intheeventof…

incaseof…

inthecaseof…

should…

unless

providedthat…

provided…IftheForceMajeureeventlastsover60days,theBuyershallhavetherighttocanceltheContractortheundeliveredpartoftheContract.

Claims,ifany(Ifthereisany),shallbesubmittedbyFaxwithinfourteendaysafterthearrivalofthegoodsatdestination.這個句子中的ifany是個省略句，完整的句式是Ifthereisany.但合同中常出現(xiàn)的是它的縮略形式，如ifrequired,ifpossible,ifnecessary,ifagreeable。

incase在表示條件時，往往一種thepossibilityofsthhappening,其條件成熟的可能性比“if從句”要小。

IncasethattheBuyerfailstocarryoutanyofthetermsorconditionstothisContractwiththeSeller,theSellershallhavetherighttoterminatealloranypartofthisContractwiththeBuyerorpostponeshipmentorstopanygoodsintransitandtheBuyershallineverysuchcasebeliabletotheSellerforalllosses,damagesandexpensestherebyincurred.在合同中，should+S+V這種結(jié)構(gòu)表明，發(fā)生條件句中所述情況的可能性很小，如果該條件句所述的情況發(fā)生了，那么主句所設(shè)的事宜必須完成。

ShouldanyofthestipulationstotheContractbealtered,amended,supplementedordeleted,thesameshallbenegotiatedbetweenandagreeduponbybothpartiesandwrittendocumentsshallbesignedbytherepresentativesofbothparties.在合同中，連詞unless相當(dāng)于ifnot,exceptiforexceptwhen。它引出的從句現(xiàn)在時表示將來，一般不用虛擬條件句。

Youwillnevermakeprogressunlessyoustudyhard.

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

Unlessexpresslyagreedto,theportofshipmentisattheSeller’soption.

Unlessotherwisestatedthereafter,theaccountingprinciplesemployedshallbethesameasthoseappliedintheprecedingyears.

Neitherpartyshallhavetherighttorepresenttheotherpartyunlessotherwisearranged.在條件狀語從句中，連詞provided(that)表示“當(dāng)事人所希望的條件”。

Wecansellalotofgarmentsprovidedthatyourpriceishighlycompetitive.關(guān)鍵詞:bound

adj.

必定的，有義務(wù)的，受約束的

beboundtodosth.

You’vedonesomuchworkthatyou’reboundtopasstheexam.

IamboundtosayIdisagreewithyouonthispoint.Seven

SoleDistributorshipAgreement包銷協(xié)議

在合同中，有些特殊的副詞，如whereby,它在句子中的含義相當(dāng)于定于從句bywhich。

關(guān)鍵詞：whereas