实用商务英语 商务代理

8　商务代理

你将听到的

互利互惠

We think our proposal to be your agent is to our mutual interest and profit.

表达信心

We're in a position to take good care of your import business as a buying agent.

请求考虑

We should be glad if you could consider our application to act as your agent.

洽谈条件

We should be very pleased to represent you, if terms and conditions are right.

拒绝委托

We will not accept your agency on these terms.

你也许会说

谢绝好意

How can we appoint you as our sole agent for such a small quantity?

职责范围

Our agency agreement calls for a timely market report.

指定代理

We've decided to entrust you with the sole agency for cars.

续订协议

We can renew the agreement of agency on its expiry.

职场心经

代理人在指定的区域和期限内代理商品的专营权即为一般代理。作为代理商，在谈判中要强调自己对市场的了解，熟悉及在推销中所做的努力。

代理协议谈判中，销量是关键问题之一。当然，委托方在确定商品总额时也要避免过高或过低，指定区域也要适宜。

洽谈代理协议，必须先确定各项重要的原则性条款。至于其他细节等，则应放到后一步的具体谈判时再谈，不能舍本逐末。

必备的词汇热身

●　provision [prəuˈviʃən] n.内容，条款

●　authorize [ˈɔ:θəraiz] v.授权，委托

●　commit oneself to 致力于

●　unanimous [ju:ˈnæniməs] adj.无异议，一致的

●　prolong [prəˈlɔŋ] v.延长

●　for the sake of 为了……原因

当谈论代理事宜的时候你会听到

We think our proposal to be your agent is to our mutual interest and profit.

我们认为作你方代理的建议对双方都有利。

We're in a position to take good care of your import business as a buying agent.

我们能很好地担当起作贵方进口业务中的采购代理的责任。

import business表示的是“进口业务”，与之相对应的出口业务则应该表示为export business。

We should be glad if you could consider our application to act as your agent.

如果贵方能考虑我方的申请，成为贵公司的代理，我们将非常高兴。

We should be very pleased to represent you, if terms and conditions are right.

假如条件合适，我们很愿意做贵方代理。

We will not accept your agency on these terms.

在这些条件下，我们不会接受贵方的代理委托。

当谈论代理事宜的时候你会说

1．Don't you think the annual turnover for a sole agent is rather conservative?

对独家代理来讲，这样一个年销售量，您不认为太保守吗？

2．How can we appoint you as our sole agent for such a small quantity?

订货量如此之少，我们怎能请您做独家代理呢？

3．Our agency agreement calls for a timely market report.

我们的代理协议要求你方及时递交一份市场报告。

4．I hope you'll spare no efforts to promote the sale of our products so as to pave the way for renewing the agency agreement when it expires at the end of this year.

希望贵方能尽力促进销售，为协议在今年年底期满后续订铺平道路。

spare no efforts表示“竭尽全力，不遗余力”，表示相同意思时还可以用try one's utmost。

5．We can renew the agreement of agency on its expiry.

我们可以在代理协议期满时续订。

6．We'd like to clear up the range of the sole agent's activities.

我们想明确一下独家代理的职责范围。

7．In consideration of your extensive experience in the field, we are glad to appoint you as our agent.

考虑到你们在这一业务范围的丰富经验，我们很高兴指定他们为我们的代理。

in consideration of表示的意思是“考虑到，鉴于”，用法和意思上都比较接近与in view of.

8．We've decided to entrust you with the sole agency for cars.

我们决定委托你作为我们汽车的独家代理。

9．Thank you for your proposal of acting as our agent.

谢谢你方打算作我们代理的建议。

10．We have to decline your proposal of acting as our sole agency.

我们不得不谢绝你们打算作我方独家代理的建议。

拓展学习

申请代理

A：Would you let me know under what conditions we can represent you？

您能告诉我在什么条件下我们才能成为贵方的代理吗？

B：We don't think it is proper to consider the matter of agency at present.

我们认为目前不宜考虑代理问题。

As your agent, we'll make greater efforts to push your products.

作为贵方代理，我们将更加努力地推销贵方产品。

We can play an important part as a buying agent in your overseas trade.

我们能在担任贵方海外贸易的采购代理中发挥重要的作用。

I'd like to discuss with you the problem of agency for your silk shirts.

我想同您商谈一下贵方丝绸衬衫的代理问题。

agent代理分很多种形式，例如：总代理（General Agency），独家代理（The Exclusive Agency or Sole Agency），佣金代理（Commission Agency）等。

代理协议

A：When do you expect to sign the agency agreement?

您打算何时签订代理协议呢？

B：Tomorrow will be OK.

明天就行。

The agency agreement has been drawn up for the period of one year.

为期一年的代理协议书已经拟订出来了。

I want to sign a sole agency agreement with you on this item for a period of 2 years.

我想和你们签订一项为期两年的独家代理协议。

I hope we can see eye to eye about the other terms of the agency then.

我希望到那时候我们能在代理协议的其他条款上取得一致意见。

We wonder whether we may conclude a long-term agency contract with you.

我们不知道能否与你方达成长期代理合约。

场景应用

经过协商，卡梅隆先生准备委托林强作为本公司在中国市场的独家代理。达成口头协议后双方就细节进行了进一步的交谈。

A：After careful consideration, we have decided to accept your proposal and appoint you as our agent.

B：That's good. It doesn't waste my breath. We're going to make best use of the favorable market conditions and increase the sales so as to justify the agency agreement between us.

A：As our sole agent, you are not to handle the same or similar products of other origins or re-export our goods to any other place outside China.

B：No, certainly not. That's reasonable restriction. And on your part, you will not supply your products to any other buyer in China within the validity of the sole agency agreement.

A：Yes. That goes without saying.

B：How long will the duration be?

A：Let's say two years to start with. After that the agreement can be renewed for a further period of two years if we both feel satisfied with it. Yes, one more thing. You'll have to forward us every three months a detailed report on current market conditions and the users' comments on our products.

B：We'd be glad to do so.

A：经过仔细考虑，我们决定接受你方提议，委托你作为我们的代理人。

B：太好了，我总算没有白费口舌。我们将充分利用有利的市场条件增加销售，以证明我们之间的代理协议是正确的。

A：作为我方的独家代理，你方不得经营其他供应商相同或类似的产品，也不得将我方产品转为出口到中国以外的其他地区。

B：好的，当然不会，这是合理的限制。而你方，在代理协议有效期内也不得向中国任何其他进口商供应该产品。

A：是的，这是不用多说的。

B：协议期限是多长？

A：作为开始我们先订两年吧。以后如果双方感到满意，可以续订两年。对了，还有一件事，每三个月你方要向我递交一份当前市场状况和客户对我产品意见的详细报告。

B：我们将乐意去完成。

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waste one's breath（白费口舌）

breath的本义是“呼吸”，在这儿比喻为人“说话时所费的力气”。waste one's breath喻指“费尽唇舌去劝说某人或评说某事而未能奏效”。该习语后面往往跟介词on sb./ sth.或-ing形式。例如：They won't listen, so don't waste your breath telling them.（他们不会听的，所以不要和他们白费唇舌了。）

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由于定价过于死板，代理的销售额不够理想。代理商将原因与厂家进行了交流，并提出了自己的建议。

A：I'm sorry to say your annual turnover last year is not as satisfactory as we expected. What is the matter?

B：Please let me explain. We have always been trying to sell more, which is to our mutual benefit. But we found it difficult for us to push our sales further because the prices you quoted were too fixed. We had no freedom to adapt them to our customers. The situation is, however, that there was the growing competition from countries like Japan and Korea, whose products were good in quality and much cheaper than yours.

A：But the quality and designs of our products are of the first class with which few of others can compete.

B：I wish you could see their products before you say so. I think you would find a general reduction in prices very advisable if you wish to remain competitive in our market.

A：In your opinion, a reduction in prices is inevitable?

B：At least you should set a lower limit on your prices. Otherwise there would be little hope of finding a market for your products. I didn't want to twist your arm to do it. But you can have a fully consideration of my words.

A：Well, we will take your opinion into consideration and give you a reply after our research.

A：很抱歉，我不得不说你们去年的销售额并不是很理想。究竟是怎么回事？

B：请听我解释，我们一直致力于销售更多的产品，这也符合我们双方的共同利益。但由于你们定的价格过于固定，使我们很难进一步推销你们的产品。我们根本没有按顾客的要求调整价格的自由。而情况是，来自日本、韩国等国的竞争日益激烈，他们的产品质量好，价格比你们的还要便宜得多。

A：但我们产品的质量和设计都属一流，无人能比。

B：我希望您能看看他们的产品再说这话。我认为如果您想在我国市场继续保持竞争力的话，实行降价是明智的。

A：那么您认为降低价格是在所难免的了？

B：至少您应定一个价格下调限度，否则，你们的产品很难找到市场。我并不是想强迫你们那么做，但你可以好好想想我说的。

A：好吧，我们会考虑您的意见，经过研究后我们会给你们一个答复。

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twist one's arm强迫某人做违背自己的意愿的事

单词twist是“用力扭转”的意思，一个人要是被别人把手臂拧到身后，会很难受的，所以该习语表示“给某人施加压力，强迫某人做违背自己意愿的事。”例如：My son has been twisting my arm to let him take my car out on a date ever since he got his driver's license.（自从我儿子拿到驾驶执照以来，他一直闹着要我同意他开着我的车去约会。）

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