外貿(mào)英語函電Unit11Agency省公開課金獎全國賽課一等獎微課獲獎?wù)n件

UnitTenAgency1/31CaseanalysisYou:fromMaoFengTeaCompanyCompanydevelopment:ThecompanytrytoexporttheteatoThailandforthefirsttimeProblem:wehavenoknowledgeoftheconditionsandmarketsinThailand.Dotheylikedrinkingtea?Dotheylikegreenteaorblacktea?Whatpricescantheybear?Howtosolvetheproblem?whatcanwedo?2/31SuggestionWecanresorttotheagentFamiliarwiththelocalconditionsandmarketsInfact,manytransactionsarethroughagencies3/31AgenciesIntroductionTypesofagentSamplelettersSentencepatternsExercises

4/31Agencycansimplyindicatesucharelationthattheexporterempowersaforeignbusinessmantoconductbusinessperformanceabroad.Theformeriscalledprincipal,thelatteragent.Introduction5/31IntroductionPrincipalAgentAgencyagreementrevenuecommissionCollectinginformation6/31Importantfactorsforappointinganagentknowledgeoflocalconditionsandofthemarketsinwhichtheywilloperatewhatgoodsarebestsuitedtotheareawhatpricesthemarketwillbear7/31Theirreliabilityandfinancialsoundness;Theirmarketconnectionsandtheeffectivenessoftheirsalesorganization;Theirtechnicalabilitytohandlethegoodstobemarketed;Thenatureandextentofotheragenciestheymayhold,andinparticular,whethertheseareconnectedwiththesaleofcompetingproducts.8/31PurposesoflettersaboutagenciesAgentAskingforagencyPrincipalLookingfor/appointinganagencyAcceptanceorrefusal9/31TypesofagentAgeneralagentAfirmwhoactsunderinstructionsfromhisprincipaltosellorbuyonthebesttermsobtainableAsoleagent(exclusive)Afirmorapersonwhoactsforhisforeignprincipalwithexclusiveagentrightstosellinacertainareaonacommissionbasiswhoknowstheirdifference10/31differenceThesoleagentwillnotsellothergoodsthatcompetewiththeprincipal's11/31SamplelettersCase1-lookingforagencyCase3-acceptingproposalforsoleagencyCase5-anunfavorablereplySentencespatterns12/31Case1Whatistheaimoftheletter?Canyougiveasubjectforthisletter?Whydowechoosehimasanagent?Howmanytimesdoesagentandagencyariserespectively?Whatisthedifferencebetweenagentandagency?13/31KeywordsDemandfor…Chinaornaments陶瓷裝飾品AppointanagentCometoarrangementsTherearesomesignsof有跡象表明…BringaboutOfferyouasoleagency14/31UsefulsentencesBeingawareofyourwideexperiencesoftheChinatradeandofyourconnectionswiththeprincipalbuyersinyourcountry,wefeelthatyourfirmistherightpersontodothisandwehavepleasureinofferingyouasoleagency.因為知曉你們有豐富中國貿(mào)易經(jīng)驗，而且你方還同貴國主要買主有業(yè)務(wù)聯(lián)絡(luò)，我們認為你企業(yè)是適當(dāng)人選，所以我們很高興向你提供獨家代理。15/31AgentagencyAgentapersonauthorizedexpresslyorimpliedlytotransactbusinessforanother,calledthePrincipal,即：明示范或默認受權(quán)為委托方進行業(yè)務(wù)人

Agencybusiness,placeofbusinessofanagent,即：代理人業(yè)務(wù)，代理人辦理業(yè)務(wù)地點。也就是：代理業(yè)務(wù)，代理處。16/31GeneralideaStatetheintentionStatethereasonHopeforcooperation17/31Case3Agencyforsth.Entrustyouwiththesoleagencyin…ProvisionMeetwithInone'spower18/31TheAgencyAgreementhasbeendrawnupforadurationofoneyear,automaticallyrenewableonexpirationforasimilarperiodunlessawrittennoticeisgiventothecontrary.代理協(xié)議已經(jīng)草擬，期限為一年，除非另有書面通知不然到期時本協(xié)議將自動延續(xù)相同時間。19/31Case5Attheget-acquaintedstagePrematureTakeintoconsiderationTryoutMarketabilityJustifythesoleagencyarrangementWithintheframeworkof20/31SentencespatternsAskingforagencyAppointmentofAgencyRefusaltoapplicationforagencyAcceptanceoftheapplicationforagencies21/31Askingforagency

1.AsktobeanagentWeaskedtobethesole(exclusive)agentforyourlacquer['l?k?]waresinourcountry.2.TooffertoactasanagentWewritetoactasyouragentforthesaleofyourproductsinSpain.Beingareliablefirmwithwideandvariedexperienceintheline,weoffertoactasyoursoleagentinourterritory.22/313.toofferone’sserviceasanagentSinceyouarenotdirectlyrepresentedinourarea,we’dliketoofferourserviceasyouragent.Withmanyyears’marketingexperienceandgoodconnectionsinthetrade,weofferourserviceasyouragentinKuwait.4.torecommendsb.asanagentHavinghadanexperiencedstaffofsalesrepresentativesandspaciousandwell-equippedshowrooms,werecommendourselvestoactasyoursoleagentforyourForeverBrandBicyclesinIran.23/31Aswehavelearnedthatyouareanxioustoextendyourbusinessinourmarket,wewouldliketorecommendABCCompanyasyoursellingagentforyourmerchandise.5.toproposeanagencyagreementWehaveamindtoexpandthebusinessandproposeasoleagencyagreementforyourfootwearsforadurationof5years.24/31Beinterestedinbecoming/actingasyouragent有意擔(dān)當(dāng)…Applyasyouragent申請擔(dān)任…Applyforsoleagencyfor…in…申請…商品在…地方代理25/31AppointmentofAgency1.toappointsb.asanagentRegardingyourproposaltorepresentusforthesaleonourcannedfoods,wehavedecidedtoappointyouasouragentinHongkong.WearequitewillingtoappointyouasourexclusiveagentforRedLanternBrandRadiosinyourcountryonconditionthatyourealizetheannualturnoverofUS$500,000.2.toentrustsb.withagencyAfteracarefulreviewofourbusinessrelationsandyourpasteffortsinpushingthesaleofourproducts,wehavedecidedtoentrustyouwiththeexclusiveagencyforourwillow-waresinyourcountry.26/31Refusaltoapplicationforagency1.tobeprematureRegardingthequestionofagency,weshouldthinkitisprematureforustoconsiderit.Weappreciateyoursuggestionthatyousellourproductsonanexclusivebasis,butwethinkitprematureforustoenterintoagencyagreementatthepresentstage.2.todeferdiscussionofWe’venotedyourrequesttoactasouragentinyourcountry,butwefeelitwouldbebettertodeferdiscussionofit.27/313.nottowarrant(justify)anagencyappointmentThetotalamountofyourorderlastyearwasmoderate,whichdoesnotwarrantanagencyappointment.Wedon’tthinkthepastrecordsoftransactionsjustifyestablishingtheagency.However,weshallrefertoitwhenbusinessdevelopstoourmutualsatisfaction.28/31AcceptanceoftheapplicationforagenciesWideexperience/connectionsHaveanextensi