1、AgencyUnit nine本章学习目标Understand usual forms foreign trade agent;了解外贸中常见的代理形式；Understand difference of various agents;了解各种代理形式的不同；Master basic structure of letters of establishing agent relations 掌握有关代理关系建立的各种函电的基本结构；Master content of foreign trade agency contract.掌握外贸代理合同的内容。9.1 Steps of Writing Let
2、ters of AgencyThere are two types of agents:general agent and sole agent.A general agent may be a firm or a person who acts under some degree of instructions from his principals to sell(or to buy)goods on the best terms obtainable.He charges a“commission”for his services under some kind of agreement
3、 or contract.A sole agent is similar to general agent.A sole agent may be a firm or a person who acts exclusively for one foreign principal with exclusive(or sole)agency rights to sell on a commission basis certain commodities in a certain area under some kind of agreement or contract.Why is an agen
4、cy important?The main reason is that good knowledge of the local condition and of the market in which he operates.So,when a company wants to develop his market,he often chooses one or more reliable agents in the local area.Before that,many rounds of correspondence will be exchanged to make certain t
5、he details of agency.9.1.1 Steps of Writing Letters of Finding Agency（找寻代理函电的写作步骤）（找寻代理函电的写作步骤）Step1:Show the source of information.Step 2:Briefly introduce your products.Step 3:Express the your requirement for agency.Step 4:Express the wish of cooperation and early reply.9.1.2 Steps of Writing a Le
6、tter of Asking for Acting as Agency（请求作为代理函电的写作步骤）（请求作为代理函电的写作步骤）Step1:Show the source of information.Step 2:Briefly introduce your own company(to show your qualification to act as an agent).Step 3:Give some suggestions of future business in the local area.Step 4:Express the wish of receiving early
7、reply.9.3 Agency AgreementAn agency agreement refers to a legal contract creating a fiduciary relationship whereby the first party(“the principal”)agrees that the actions of a second party(“the agent”)binds the principal to later agreements made by the agent as if the principal had himself personall
8、y made the later agreements.The power of the agent to bind the principal is usually legally referred to as authority.Agency created via an agreement may be a form of implied authority,such as when a person gives their credit card to a close relative;the cardholder may be required to pay for purchase
9、s made by the relative with their credit card.Many states employ the equal dignity rule whereby the agency agreement must be in writing if the later agreement would also necessarily be written,such as a contract to buy thousands of dollars worth of goods.An agency agreement usually covers：(1)preambl
10、e/preface (2)names of the parties concerned(in full)(3)names of the commodity(4)territory to be covered(5)price and quantity(6)duration/validity of the agreement(7)terms of payment(8)commission(9)other terms9.3.1 Sample Letters of Discussing Terms and Conditions in Agency Agreement（讨论代理协（讨论代理协议条款的函电
11、范例）议条款的函电范例）Dear Sirs:We have received your letter of the 15th and are impressed with the proposal you make.We are pleased to tell you that we have decided to entrust you with the general agency for our embroideries in the territory of Sweden.We have received the Agency Agreement you drew up for dur
12、ation of one year.After careful consideration,we propose that the agreement should be automatically renewable on expiration for a similar period unless a written notice is given to the contrary.Enclosed you will find a copy of the revised draft.Please go over the provisions and advise us whether the
13、y meet with your approval.We shall do all in our power to assist you in establishing a mutually beneficial trade.Yours Sincerely,常用外贸词汇及句型1.This is to announce that it has been necessary for us to dispense with the services of Messrs Johnson International Trade Corporation（JITC）as our agent in your
14、district.特此宣布，我们必须取消JITC公司作为我方在你地区的代理服务。2.I hope youll 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签铺平道路。3.Our agency agreement calls for a timely market report.我们的代理协议要求你
15、方及时递交市场报告一份。4.Since the agency agreement was signed,your turnover has amounted to US$500 000.自从代理协议签订以后，你们的销售额已达50万美元。5.We can renew the agreement of agency on its expiry for another 3 years.我们可以在代理协议期满时续订三年。6.Well consider appointing you as our sole agent for our T shirts for the next two years in
16、your local market.我们将考虑指定您为贵国市场上T恤衫的独家代理，为期两年。7.We are here today to apply for the sole agency of your product in our local market.我们今天来是为了申请做你方产品在我国市场上的独家代理。8.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，我们很高兴指定你们为我们的代理。9.We wo
17、nt consider agency in your market at present.我们目前不考虑在你地市场的代理问题。10.We have to decline your proposal of acting as our sole agency.我们不得不谢绝你们作为我方独家代理的建议。本章小结 在对外贸易的发展中，代理和中介机构往往发挥着非常重要的作用，国际贸易中的大量业务都是由各种代理机构来参与完成的。代理往往知道哪些货物是该地区最合适的，当地消费者对什么价格有一定承受能力，以及如何开拓新的市场。外贸代理为不熟悉国际贸易或者不熟悉新市场的客户提供服务，如代生产、订货部门办理进出口业务，收取手续费，而盈亏往往由委托单位负责。根据代理的权限，可以分为独家代理和一般代理；另外还有货运代理等。在发展代理关系时，委托人和代理人之间往往需要通过写大量关于代理事宜的信函，来完成代理细节的商讨。为了规范当事人的权利和义务，双方往往要达成代理合同或者代理协议。代理协议与常见的贸易合同有相似之处，但其重点是在代理的性质和期间、代理人的权利义务、代理的地域范围及代理的形式等。而上述这些内容也往往是代理类外贸函电商讨的重要内容。
