世紀商務(wù)英語綜合教程Unit9

1、Unit 9 International AgencyRelated InformationSales Agency AgreementNO：Date：This Agreement is entered into between the parties concerned on the basis of equality and mutual benefit to develop business on terms and conditions mutually agreed upon as follows: 1. Contracting PartiesSupplier: ( hereinaf

2、ter called “party A” )Agent: ( hereinafter called “ party B” )Party A hereby appoint Party B to act as his selling agent to sell the commodity mentioned below.2. Commodity and Quantity or AmountIt is mutually agreed that Party B shall undertake to sell not less than. of the aforesaid commodity in th

3、e duration of this Agreement 。3. TerritoryIn . only.4. Confirmation of OrdersThe quantities, prices and shipments of the commodities stated in this Agreement shall be confirmed in each transaction, the particulars of which are to be specified in the Sales Confirmation signed by the two parties heret

4、o.5. PaymentAfter confirmation of the order, Party B shall arrange to open a confirmed, irrevocable L/C available by draft at sight in favor of Party A within the time stipulated in the relevant S/C. Party B shall also notify Party A immediately after L/C is opened so that Party A can get prepared f

5、or delivery.6. CommissionsUpon the expiration of the Agreement and Party B sfulfillment of the total turnover mentioned in Article 2, Party A shall pay to Party B. % commission on the basis of the aggregate amount of the invoice value against the shipments effected.7. Reports on Market ConditionsPar

6、ty B shall forward once every three months to party A detailed reports on current market conditions and of consumers comments. Meanwhile, Party B shall, from time to time, send to party A samples of similar commodities offered by other suppliers, together with their prices, sales information and adv

7、ertising materials.8. Advertising & Publicity ExpensesParty B shall bear all expenses for advertising and publicity within the aforementioned territory in the duration of this Agreement and submit to Party A all patterns and/or drawings and description for prior approval.9. Validity of Agreement

8、This Agreement, after its being signed by the parties concerned, shall remain in force for.days from . to . If either Party wishes to extend this Agreement, he shall notice, in writing, the other party one month prior to its expiration. The matter shall be decided by the agreement and by consent of

9、the parties hereto. Should either party fail to implement the terms and conditions herein, the other party is entitled to terminate this Agreement.10. ArbitrationAll disputes arising from the execution of this Agreement shall be settled through friendly consultations. In case no settlement can be re

10、ached, the case in dispute shall then be submitted to the Foreign Trade Arbitration Commission of the China Council for the Promotion of International Trade for arbitration in accordance with its provisional rules of procedure. The decision made by this Commission shall be regarded as final and bind

11、ing upon both parties. Arbitration fees shall be borne by the losing party ,unless otherwise awarded.11. Other Terms & Conditions Party A shall not supply the contracted commodity to any other buyer(s) in the above mentioned territory. Direct enquiries, if any, will be referred to Party B. Howev

12、er, should any other buyers wish to deal with Party A directly, Party A may do so. But party A shall send to Party B a copy of Sales Confirmation and give Party B.% commission on the basis of the net invoice value of the transaction(s) concluded. Should Party B fail to pass on his orders to Party A

13、in a period of . months for a minimum of ., Party A shall not bind himself to this Agreement. For any business transacted between governments of both Parties, Party A may handle such direct dealings as authorized by Party A s government without binding himself to this Agreement. Party B shall not in

14、terfere in such direct dealings nor shall Party B bring forward any demand for compensation therefrom. This Agreement shall be subject to the terms and conditions in the Sales Confirmation signed by both parties hereto.This Agreement is signed on . at. and is in two originals, each Party holds one.P

15、arty A:Party B:(Signature)(Signature)Lead - in1. ListeningPart11 .D2.A3. BPart 21 .T2.F3.T4.T5.FTape Script:Here are a few particular questions you might want to ask when you choose an agent:What is the company s history and what are the qifuicaaltions and backgrounds of the principal officers?Does

16、the company have adequate trained personnel, facilities, resources to devote to your business?What is their current sales volume?What is the size of their inventory?How will they market your product (retail, wholesale or direct)?Which territories or areas of the country do they cover?Do they have ot

17、her foreign clients? Are any of these clients your competitors? It is important to obtain references from several current clients.What types of customers do they serve?Do they publish a catalogue?What is their sales force?When you have this background information and are comfortable about proceeding

18、s, then obtain a credit report about their financial position.2. Spot DictationTape Script:1. delicate task2. the would - be agent' s3. banking and commercial references4. handled5. .represented6. agent ' s premises7. an exclusive rightText ALanguage Study1. grantvt. to give給予 We will grant

19、you a 20% commission if you place an order big enough. We can grant you the agency of the goods in your area. n. offer, giving 給予 The grant of discount depends on the quantity you may order.2. accomplishvt. to complete, to realize 完成，實現(xiàn) We will make all necessary arrangements to accomplish shipment

20、in time. To accomplish the task, the team members shall cooperate closely.3. undertake vt. to promise 承諾，答應(yīng) As this is an order of substantial size, we cannot safely undertake to complete its manufacture in a month' s time. We undertake to make payment due in accordance with the contract terms.t

21、o begin開始，著手 They undertake logistics as their core business.undertaking n.事業(yè)，任務(wù)4. fulfilvt. to carry out 執(zhí)行，履行 We have to point out that if you fail to effect shipment within the stipulated time, we shallnot be able to fulfil our contract with our clients. We can cancel the contract if you fail to

22、fulfil your part.fulfilment n.履行，完成5. expiration . coming to an end, termination 期滿，終止 You should be aware of the expiration of credit. The expiration date of this offer is until next Friday.expire vi.終止，失效，期滿 The credit will expire on May. His terms of office expires this year.expiry n.終止，期滿6. exec

23、utevt. to carry out 執(zhí)行，履行 You may be assured that we' ll execute the order duly. We hope you can execute the payment in good time.execution n.執(zhí)行，履行execution of order 交付訂貨execution of contract 執(zhí)行合同7. It is usually paid upon the expiration of the agreement and the agent' s fulfillment of theto

24、tal turnover mentioned, on the basis of the aggregate amount of the invoice value against the shipments effected.這句話里有兩個從句 ，一個是 upon the expiration of the agreement and the agent' s fulfillmentof the total turnover mentioned,還有一個是 on the basis of the aggregate amount of theinvoice value against

25、the shipments effected. "against"翻譯成 "根據(jù)”.整句話的意思是“通常，協(xié)議到期，代理完成所有銷售任務(wù)時，根據(jù)所發(fā)貨物發(fā)票累計金額支付傭金。”Translation of the Text代理基本概念國際貿(mào)易中的代理，主要是指銷售代理。出口商與國外的代理商達成協(xié)議，授權(quán)代理人代表出口商銷售商品、簽訂合同。代理人在委托人授權(quán)的范圍內(nèi)行事，不承擔(dān)銷售風(fēng)險和費用，按達成交易的數(shù)額提取傭金。代理的一般做法如圖所示：缺圖代理的種類根據(jù)委托人授予代理人權(quán)限的不同，銷售代理可分為下列幾種：總代理：有權(quán)代表委托人從事某種產(chǎn)品的所有業(yè)務(wù)，在指定區(qū)域

26、代表委托人進行各項業(yè)務(wù)；可以同時代理業(yè)務(wù)范圍內(nèi)的幾家委托人。獨家代理或銷售代理：在規(guī)定的市場或地區(qū)被委托人授予獨家代理權(quán)的代理。授予獨家代理權(quán)的協(xié)議不是為了遏制委托人的競爭，而是限制委托人在以上范圍內(nèi)通過其他代理人進行銷售。在指定范圍內(nèi)授予批發(fā)商的獨家銷售權(quán)，即在某一區(qū)域做批發(fā)銷售的專營權(quán)，是為了阻止在指定區(qū)域的任何競爭。一般代理：有時也稱傭金代理，以自己的名義為委托人銷售貨物。他獨立于委托人，收取傭金，除在法國，其他地方的代理都有權(quán)從事他認為合適的商品買賣。委托人可同時委托若干個代理人在同一地區(qū)推銷相同商品。獨家代理協(xié)議規(guī)定有專營權(quán)的代理協(xié)議，即為獨家代理協(xié)議。其主要內(nèi)容如下：1. 協(xié)議雙方

27、的基本關(guān)系。出口方與代理商之間的關(guān)系是委托代理關(guān)系。 代理人應(yīng)在委托人授權(quán)范圍內(nèi)行事， 并應(yīng) 對委托人誠信忠實。 委托人對代理人在上述范圍內(nèi)的代理行為， 承擔(dān)責(zé)任。 他們在平等互利 的基礎(chǔ)上達成協(xié)議，根據(jù)雙方協(xié)定的條件條款發(fā)展貿(mào)易。2代理的商品、地區(qū)和代理期限委托人應(yīng)明確說明代理銷售的商品類別和型號， 代理區(qū)域， 代理期限和所銷售的商品最小額。通常表示為：“乙方應(yīng)在協(xié)議有效期內(nèi)，銷售上述商品不少于”。如不能完成最低額度，委托人有權(quán)終止協(xié)議或調(diào)整傭金比率。3專營權(quán)在上述范圍內(nèi)， 委托人承諾所指定的獨家代理為唯一同買主進行交易的獨家代理商。 若 委托人與買主直接發(fā)生交易，仍應(yīng)按交易金額向獨家代理支

28、付傭金 ，這是獨家代理與一般 代理的主要區(qū)別。代理協(xié)議中必須規(guī)定傭金率、支付傭金的時間和方法。通常， 協(xié)議到期， 代理完成所有 銷售任務(wù)時，根據(jù)所發(fā)貨物發(fā)票累計金額支付傭金。4商情報告代理每 3 個月向委托方提供一次有關(guān)當(dāng)時市場情況和用戶意見的詳細報告。 同時， 代理 應(yīng)隨時向委托人提供其他供應(yīng)商的類似商品樣品及其價格、 銷售情況和廣告資料。 能否提供 合理的商情報告是評價代理人的重要依據(jù)。5訂單確認本協(xié)議所規(guī)定商品的數(shù)量、 價格及裝運條件等， 應(yīng)在每筆交易中確認， 其細目應(yīng)在雙方 簽訂的銷售協(xié)議書中作出規(guī)定。6其他條件條款其他諸如付款、廣告宣傳費用和仲裁等問題也在協(xié)議中進行詳細規(guī)定。 如使用

29、信用證 付款，訂單確認后，代理應(yīng)按照有關(guān)確認書所規(guī)定的時間開立以委托人為受益人的保兌的、不可撤銷的即期信用證。 代理開出信用證后， 應(yīng)立即通知委托人， 以便委托人準備交貨。至于廣告宣傳費用， 在本協(xié)議有效期內(nèi)， 通常是代理人承擔(dān)在上述經(jīng)銷地區(qū)所作的廣告宣傳費用，代理須事先向委托人提供宣傳廣告的圖案及文字說明，由委托人審閱同意。至于仲裁，雙方同意， 在履行協(xié)議過程中， 如產(chǎn)生爭議， 雙方應(yīng)友好協(xié)商解決。若通過友好協(xié)商達不成協(xié)議， 則提交中國國際貿(mào)易促進委員會對外貿(mào)易仲裁委員會， 根據(jù)該會仲裁程序暫行規(guī)定進行仲裁。該委員會的決定是終局的，對雙方均具有約束力。仲裁費用，除另有規(guī)定外，由敗 訴一方負擔(dān)

30、。NotesCommission agent: The term is applied to all kinds of work, not just shipping, but simply the employment of a local agent to look after your interests. Adopting a commission agent to conduct business is now an usual practice in international trade as the middleman has its regular trading chann

31、els. Commission is the return obtained by the middleman through introducing or buying products. It is divided into two kinds: clear and unclear commission (sometimes called stated and unstated commission).Keys1. Reading1. Agency in international trade mainly refers to sales agency.2. According to th

32、e different rights warranted by the principal, sales agent falls within three categories: general agent, exclusive agent and non exclusive agent.3. Relationship between contracting parties, products, area and duration of agency, exclusive right, reports on Market Conditions, confirmation of Orders,

33、and other terms and conditions.4. If the principal does business directly with the buyer, he shall still pay the commission to the agent.5. Whether the agent can submit reasonable market reports is always the important criterion for assessment of an agent.2. ComprehensionPart 11 .Agent who has the a

34、uthority to act for a princip al ' s all business of a certain kind. He acts on behalf of the principal and engages in business activities in named region.Agent who is granted exclusive right to sell within a particular market or area.Agent who accepts or sells goods for the account of his princ

35、ipal, but in his own name.2 .Relationship between Contracting PartiesProducts, Area and Duration of AgencyExclusive RightReports on Market ConditionsConfirmation of Orders1. A2. C3. A4.B5.D3. VocabularyPart 11. C2. A3. B4. E5. F6. DPart 21.precludes5. undertakes9. warrant4. Translation2. agreed upon

36、6.Appointed10. assumption3. accomplishing7. authorized4. grant8.AssessmentPart 11. C2. A3. B4.G5. D6.H7. E8. FPart 21. An exclusiveagency agreement is interpreted as preventingthe principal from appointinganother agent in the same territory. This agreement can not prevent any competition for the pri

37、ncipal.2. Agent can do any transaction that he thinks proper, and claims for commission from his principal. This is true except in France.3. Authorized by the principal, agent acts as his representative and keeps faith to him. The principal is responsible for all the agency activities.Part 31 .通常在協(xié)議

38、到期，代理商完成規(guī)定的總銷售額時，根據(jù)所發(fā)貨物的發(fā)票金額累計數(shù)額進 行支付。2 .若通過友好協(xié)商達不成協(xié)議，則提交中國國際貿(mào)易促進委員會對外貿(mào)易仲裁委員會，根據(jù) 該會仲裁程序暫行規(guī)定進行仲裁。Part 41. It is usually the agent who bears all expenses within the aforementioned territory in the duration of the agreement and submits to the principal all patterns and/or drawings and description for p

39、rior approval.2. All disputes arising from the execution of the agreement shall be settled through friendly consultations.3. The decision made by this Commission shall be regarded as final and binding upon both parties.5. Cloze1. A 2. D 3. C 4.B5. A 6. C 7. D 8. AText BLanguage Study1. assist vi &am

40、p; vt. to give aid or support 提供幫助或支持 China is always willing to assist underdeveloped countries. The conclusion of this intial business will assist us in building long term relations. n. the act of giving help 幫助 We thank you for your assist in the past few years.assistance n. help, aid 幫助，援助 assis

41、tant n. a helper 助手2. source vi. &vt. to obtain (parts or materials) from another business, country or manufacturer 從處獲得，購買 We can use sourcing agent in the original country to reduce our business cost. The agent can source products in name of importers. n. point of origin 來源 You must be sure of

42、 the source of information before declaring in public.out sourcing 外包3. approved a. being confirmed or consented 被認可的 Approved samples will be sent to you immediately. We will pass on the approved terms to you.getting approval獲得批準的 The application for proforma invoice has got approved. The approved

43、import license will be of great help to our business.approve vi. to agree 同意approval n. agreement, confirmation or consent 同意， 批準Translation of the Text中國義烏商品城出口代理在中國義烏商品城有很多出口代理，他們?yōu)榭蛻籼峁┮徽臼椒?wù)。下面是兩則分別由義 烏洪順進出口有限公司和 CVC 貿(mào)易有限公司張貼的產(chǎn)品介紹。義烏洪順進出口有限公司是一家專業(yè)公司，擁有自己的人工生產(chǎn)基地。同時我們擁有10 多年的貿(mào)易出口經(jīng)驗。我們根據(jù)政府要求幫助貴方進行對外貿(mào)易

44、事務(wù)。如我們能有機會與貴方合作， 我們將證明商品城是你最好的出口代理。 您的滿意是我們的最大愿望。 我們是 您在義烏城的采購部門。您只需告訴我們想要購買什么產(chǎn)品，其余的都交給我們！在中國義烏商品城您可以找到想要購買的任何商品，價廉物美。主要商品有時尚飾物、箱包、皮帶、人造植物、花、廚房用品和家庭用品、工藝品、油畫及框架、玩具、文具、運動用品、電子產(chǎn)品、內(nèi)衣、襪子、一般商品等等。我們的服務(wù)包括：1. 尋找生產(chǎn)廠商，報價，討價還價，訂單和質(zhì)量監(jiān)控；2. 帶隊參觀義烏及附近城市的工廠、展廳、批發(fā)市場；3. 清關(guān)和必要的單證業(yè)務(wù)；4. 預(yù)訂集裝箱，海上、航空成內(nèi)陸運輸；5. 英語、西班牙語、法語、中文、匈牙利語、德語、阿拉伯語翻譯和口譯；6. 國內(nèi)及當(dāng)?shù)剡\輸服務(wù)；7. 預(yù)訂酒店和在機場及市場接客。有了我們的幫助，