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Brief Introduction
代理是国际贸易中采用的贸易方式之一。
所谓代理就是由进出口公司给予代理商，在特定地区和一定期限内，享有代销指定商品的权利。双方属于一种委托和被委托的代销关系，而不是买卖关系。代理商应积极推销代理商品，并享有收取佣金的权利。由于对代理权限的委托不一，代理可分为独家代理、一般代理和总代理。
独家代理指委托人在一定时期，特定地区给予代理人推销指定商品的专营权，委托人向代理人支付佣金，负担经营风险，一般不再向该地区其他商人销售该种商品。即使直接销售，也要按协议规定给独家代理应得的佣金，这种佣金叫做隐佣（Sleeping Commission）。独家代理则代表委托人与买主洽谈交易，并以委托人的名义或由委托人自己同买主签订合同。
一般代理是指不享有对某种商品的专营权，但其他权利、义务和独家代理一样。在同一地区，同一时期内，委托人可以选定一家或几家客户作为一般代理商，并根据销售商品的金额支付佣金。委托人可以直接与其他买主成交，无须另给代理商佣金。
总代理是指代理商在指定地区内不仅有权独家代销指定商品，而且还有权代表委托人办理一些其他非商品性的事务。
相关专题:
Basic Expressions
1. I would like to discuss with you the problem of agency for your electric fans.
我想同贵方商谈你们电风扇的代理问题。
2. I wonder whether your firm is represented in our country.
我不知道贵公司在我国是否有代理。
3. We should be glad if you would consider our application to act as agents for the sales of your products in our country.
如果贵方能考虑我们的申请使我们成为贵公司产品在我国市场的销 售代理的话，我们会很高兴的。
4. We are pleased to offer you a sole agency for the sale of our products in your country.
我们很乐意指定你们成为我方产品在贵国的独家代理。
5. We are pleased that you are prepared to appoint us as your sole agent for your products.
对贵方有意指定我们成为贵方产品的独家代理，我们感到很高兴。
6. We’re favorably impressed by your proposal for a sole distributor.
对贵方建议由我方担任独家经销商一事，我们颇感兴趣。
7. Thank you for offering us the agency for your products and appreciate the confidence you have placed in us.
谢谢贵方提出让我们代理你们的产品，我们很感激你们对我们所表示的信心。
8. If you give us the agency, we should spare no efforts to further your interests.
如果贵方给予我们代理权，我们将不遗余力为贵方争取利益。
9. As your agents, we’ll make greater efforts to push the sale of your products.
作为你们的代理，我们将会更加努力地推销你方产品。
10. We appreciate your efforts in pushing the sale of our electric fans.
我们感激贵方在推销我方电扇产品方面所做的努力。
11. I’m afraid we can’t agree to appoint you as our sole agent because the annual turnover you promised is too low.
恐怕我们不能同意指定你方作为我们的独家代理，因为你方所承诺 的年销售量太少了。
12. We will increase our turnover if you appoint us as your sole agent.
如果你方指定我们作为独家代理，我们将增加我们的销售量。
13. We’d like to sign a sole agency agreement with you on your electric fans for a period of three years.
我们想同你方签订一项为期三年专营电扇的独家代理协议。
14. As our sole distributor, you are not expected to handle the sale of similar products of other origins.
你方作为我们的独家经营商是不允许经营销售其他类似产品的。
15. I think you know already that I want to discuss the representation for your alarm clocks.
想必你已知道，我想和你方商谈闹钟的代理事宜。
16. We usually get a 10% commission of the amount on every deal.
通常我们取得的佣金是每笔成交额的10%。
17. According to your estimate, what is the maximum annual turnover you could fulfill?
据你估计，你能完成最大年销售量是多少？
Conversations
Dialogue 1
A: First of all, I would like to thank you for your kind invitation to visit your beautiful country. I hope my visit will help to promote a friendly relationship between us.
B: We’ve been looking forward to your visit. It is a great pleasure for us to have you as our guest. It is always more convenient to discuss things face to face.
A: I would like to tell you that my clients are very satisfied with the last delivery of your slippers. The styles and colors are very much to the taste of our market.
B: We’ve received some similar comments from other Australian firms too.
A: I understand you are selling the same products to some other Australian importers. This tends to complicate my business. As you know, I am experienced in the business of slippers and
enjoy a good business relationship with all the leading whole- salers and retailers in that line. I have a mind to expand this business in the years to come. One of the reasons of my visit here is to sign a sole agency agreement with you on these items for a period of 3 years. As it is to our mutual interests and profit, I am sure you’ll have no objection to it.
B: We appreciate your good intention and your effort in pushing the sale of our slippers. As you know, the demand for this item in your market is quite substantial. However, according to our records, the total amount of your order last year was moderate, which does not warrant an agency appointment. Unless you
increase the turnover we can hardly appoint you our sole agent.
