什么是独家代理，这种外贸形式有什么优点？如果谈判独家代理协议？
82501. 关于独家代理协议申请的谈话。
A" I want to sign a sole agency agreement with you for a period of 3 years.
我想和你们签订一份三年的独家代理协议。
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.
我对此很感兴趣。并且谢谢你想做我们独家代理的请求，另外我们想了解你们对我们公司产品的促销计划。
A: Here is our plan, And we have done a research of our market, I think we would broad the market successfully.
这是我们的计划书，并且我们已经做了一个市场调查，我想我们会成功地拓宽市场的。
B:But I think it is still too early for us to find an agent for your market.
但是，我认为在贵国市场找代理人阿三为时过早。
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。其他厂商已经进入我们市场了，如果你晚了投放你们的产品，我想，你就缺乏竞争力了。
B:I can't give you the thumbs up right now. But I will go back to consult with our directorate.
我现在无法立刻同意你的请求，不过我会回去和我们的董事会商量。
A: Thank you. I am looking forward to your favourable reply.
谢谢你，我静候佳音。
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2.关于独家代理的条件的会话。
A: Good morning. Mr. Smith.
早上好，史密斯先生。
B: Good morning. Mr.Wu.
早上好，吴先生。
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.
我方现在在寻找一家在茶叶贸易有良好关系的可靠公司作为我们在新西兰市场的代理，我想知道贵公司是否有兴趣？
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，过去两年我方一直在从事贵公司的产品销售，对于在新西兰扩展你方的产品，我方非常感兴趣。
A: Would you like to act as our sole agent?
贵公司是否愿意作为我们的独家代理？
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.
听起来不错，但是我想听听你方关于独家代理的条件好情况的想法，包括代理期限，佣金比率等等。
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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，那我们逐一讨论吧，代理期限为4年，从5月1日开始，我们将向贵公司提供成品的最低价格。
B:Can we sell below the minimum prices?
我方可以低于最低价格销售吗？
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，有别于过去贵方从我方购买产品以及以贵方的名义出售我们的产品的是：成为代理商之后，贵方将被授权可以代表我方与客户签订合同，但所有订单必须转交给我们，由我方直接供货。
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，实际的合同其实发生于贵方，即供货方和客户之间，当订单转交到贵方手中我们便可消失了？
A: Well.., you wouldn't leave without claiming your commission, would you?
但是，贵方不会不拿走佣金就离开。对吧？
B:Of course no.
当然不会。
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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.
我方将会根据贵方转交给我们的所有订单的FOB价格，付给贵方4%的佣金，根据我方实际收到的订单数量，我方将每4个月付给你们佣金。
B: Shall we say 5%?
我们可以要5%的佣金吗？
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，现在我方付给其他代理商的佣金都是4%，我方将付给贵方同样的条件。
B:What if customers in my territory order directly from you?
如果我国的客户直接向贵方订货，贵方会如何处理？
A: you will be entitled to the same rate of commission
贵方有权利得到同样比率的佣金。
B: That sounds fine, What's the minimum turnover you require?
听起来不错，贵方对每年的最低营业额有啥要求？
A:USD800,000 per year.
每年80万美金。
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B: What if the minimum turnover is not reached at the end of the year?
如果到年底，我方没有完成最低营业额，贵公司将会如何处理？
A:We reseve the right to terminate the agency if the sales fall below the minimum value over a certain period.
如果在一定时期内，贵方的销售额低于最低营业额，我方保留终止代理的权利。
B:And if the sales rise above the minimum value?
那么，如果销售额高于最低营业额呢？
A:You get more commission
贵方将得到更高的佣金。
B: That sound fair enough.
这听起来很合理。
A:As we wish to reach a quick decision, we hope you will let us know very soon whether our offer interests you.
由于我们要尽快做出决定，希望贵方尽快告诉我方贵方的意向。
B: I'll try to give you a reply in the next couple of days.
我方将在近几天尽快给予答复。
A: Thank you very much.
非常感谢。
