最詳細全面地闡述獨家代理的條件以及如何談判獨家代理問題
1. 關於獨家代理協議申請的談話。
A" I want to sign a sole agency agreement with you for a period of 3 years.
我想和你們簽訂一份三年的獨家代理協議。
B: I am interested in that. And thank you for your offer to be our sole agent and we would like to have some information about your plans for promoting the sale of our products.
我對此很感興趣。並且謝謝你想做我們獨家代理的請求，另外我們想了解你們對我們公司產品的促銷計劃。
A: Here is our plan, And we have done a research of our market, I think we would broad the market successfully.
這是我們的計劃書，並且我們已經做了一個市場調查，我想我們會成功地拓寬市場的。
B:But I think it is still too early for us to find an agent for your market.
但是，我認為在貴國市場找代理人阿三為時過早。
A: No. no. no.,Other manufacturer has entered the market, and if you launch you products later, I think, you will be umcompetitive.
不，不，不。其他廠商已經進入我們市場了，如果你晚了投放你們的產品，我想，你就缺乏競爭力了。
B:I can t give you the thumbs up right now. But I will go back to consult with our directorate.
我現在無法立刻同意你的請求，不過我會回去和我們的董事會商量。
A: Thank you. I am looking forward to your favourable reply.
謝謝你，我靜候佳音。
2.關於獨家代理的條件的會話。
A: Good morning. Mr. Smith.
早上好，史密斯先生。
B: Good morning. Mr.Wu.
早上好，吳先生。
A: At the moment we are looking for a reliable firm with good connections in the tea trade to represent us in New Zealand, I wonder if you are interested.
我方現在在尋找一家在茶葉貿易有良好關係的可靠公司作為我們在紐西蘭市場的代理，我想知道貴公司是否有興趣？
B:Well, having been engaged in marketing your proudcts for the past two years, we are every interested in extending your sales in our country.
嗯，過去兩年我方一直在從事貴公司的產品銷售，對於在紐西蘭擴展你方的產品，我方非常感興趣。
A: Would you like to act as our sole agent?
貴公司是否願意作為我們的獨家代理？
B:It sounds like a good idea, but I need some information on the terms and conditions you have in mind, which includes the duration of the agency, the rate of commission and so on.
聽起來不錯，但是我想聽聽你方關於獨家代理的條件好情況的想法，包括代理期限，傭金比率等等。
A:Well, let s take them one by one, The agency will be for a period of 4 years commencing on 1st of May, We will provide you with the minimum prices at which the goods are to be sold.
好，那我們逐一討論吧，代理期限為4年，從5月1日開始，我們將向貴公司提供成品的最低價格。
B:Can we sell below the minimum prices?
我方可以低於最低價格銷售嗎？
A:No. Instead of buying and reselling our products in your own name in the way you did in the past. you will be authorized to sign contracts with customers on our behalf, but all orders shall be transmitted to us for supply directly.
不行，有別於過去貴方從我方購買產品以及以貴方的名義出售我們的產品的是：成為代理商之後，貴方將被授權可以代表我方與客戶簽訂合同，但所有訂單必須轉交給我們，由我方直接供貨。
B:So the actual contract will be concluded between you the principal and the customer, I will disapper competely from the picture when the order is passed along to you.
所以，實際的合同其實發生於貴方，即供貨方和客戶之間，當訂單轉交到貴方手中我們便可消失了？
A: Well.., you wouldn t leave without claiming your commission, would you?
但是，貴方不會不拿走傭金就離開。對吧？
B:Of course no.
當然不會。
A:We ll pay you a commission of 4% based on the FOB values of all orders placed through you. The commission will be payable every four months on the amount we actually receive.
我方將會根據貴方轉交給我們的所有訂單的FOB價格，付給貴方4%的傭金，根據我方實際收到的訂單數量，我方將每4個月付給你們傭金。
B: Shall we say 5%?
我們可以要5%的傭金嗎？
A:Well, as you know. the commission allowed to our other agents at present is 4%, and we d like to offer you the same terms.
哦，你知道，現在我方付給其他代理商的傭金都是4%，我方將付給貴方同樣的條件。
B:What if customers in my territory order directly from you?
如果我國的客戶直接向貴方訂貨，貴方會如何處理？
A: you will be entitled to the same rate of commission
貴方有權利得到同樣比率的傭金。
B: That sounds fine, What s the minimum turnover you require?
聽起來不錯，貴方對每年的最低營業額有啥要求？
A:USD800,000 per year.
每年80萬美金。
B: What if the minimum turnover is not reached at the end of the year?
如果到年底，我方沒有完成最低營業額，貴公司將會如何處理？
A:We reseve the right to terminate the agency if the sales fall below the minimum value over a certain period.
如果在一定時期內，貴方的銷售額低於最低營業額，我方保留終止代理的權利。
B:And if the sales rise above the minimum value?
那麼，如果銷售額高於最低營業額呢？
A:You get more commission
貴方將得到更高的傭金。
B: That sound fair enough.
這聽起來很合理。
A:As we wish to reach a quick decision, we hope you will let us know very soon whether our offer interests you.
由於我們要儘快做出決定，希望貴方儘快告訴我方貴方的意向。
B: I ll try to give you a reply in the next couple of days.
我方將在近幾天儘快給予答覆。
A: Thank you very much.
非常感謝。
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