商業(yè)書信英語第八單元

[00:00.00]Relevant Knowledge [00:01.11]相關(guān)知識 [00:02.22]When a company does not have a branch office or repressentative abroad but wants to debelop its markets. [00:06.39]一些小型的公司在海外沒有分行和貿(mào)易代表，若想開拓海外市場， [00:10.55]it ogten seeks the help of agents. [00:12.08]就需要尋求代理商的幫助， [00:13.61]who may be either an individual [00:14.96]代理商可以是個人， [00:16.30]or a firm employed to act a middleman on behalf of the pricipal,but in their own names. [00:19.47]也可以是一家公司，他受雇于貨主，在自己的名下作為中介人為貨主銷售商品。 [00:22.65]For example,an agent may help an exporter in establishing marketing channels and increase the exporter sales in that country. [00:27.35]例如：代理商幫助出口商在國外建立市場銷售渠道，擴大銷售量。 [00:32.05]An exporter may have commision agents residing in the importer's country to push the sale of a certain article on its behalf [00:36.40]出口商雇用居住在進口國的委托代理商為其推銷產(chǎn)品。 [00:40.75]while an importer may appoint commission agents in the exporter's country to buy on its account. [00:43.95]而進口商則指定在出口國的委托代理商為其購買商品。 [00:47.15]Al long as a company tkes it into consideration to apoint an agent, [00:49.44]一俟公司考慮指定一家代理， [00:51.72]it should start from an investigation in detail into any rlevant,worthy information of prospective agents such as the qualifications,experience and personal qualites. [00:58.31]他首先應(yīng)對未來代理的資格、經(jīng)驗、個人品質(zhì)作出詳細調(diào)查， [01:04.89]The would-be agent should be a respevtable and experienced businessman with long-term established position and distinguished reputation. [01:10.03]未來代理應(yīng)該是一位令人尊敬、經(jīng)驗豐富、資深望眾的商人。 [01:15.18]He has the efficient organization and facilities to do a good job. [01:17.47]他應(yīng)該擁有做好出口工作的高效組織和設(shè)備。 [01:19.75]He has a long-term interest in handing the exporter's product and has established connections in the market. [01:23.92]有為出口商經(jīng)營買賣的長期穩(wěn)定的興趣和多方面的市場關(guān)系。 [01:28.08]An agent appointed should keep abreast of local martet conditions and the market for operation. [01:31.05]被指定代理的人或公司應(yīng)該熟悉并掌握當(dāng)?shù)厥袌銮闆r。 [01:34.01]He knows better what goods local people welcomemost and what prices the market will bear. [01:37.33]他了解什么樣的商品銷路最好和什么樣的價格定位能被接受。 [01:40.65]He offers many more valuable services and information to the exporter. [01:43.12]他應(yīng)能為出口商提供較好的服務(wù)和有價值的情報。 [01:45.59]The terms and conditions of agency should be made clear and definite before theagreement is signed by the parties concerned. [01:50.55]在有關(guān)方面簽訂代理協(xié)議書之前，代理的條件必須明確。 [01:55.51]They are as follows:the principal and the agent;the type and the nature of the agency [01:59.07]它包括誰是貨主誰是代理商；代理的形式和性質(zhì) [02:02.62](e.g.general agency,exclusive agency or sole agency and agency;a buying agent for importer,a del credere agent for merely transmitting orders,a home agent,and an overseas agent). [02:11.93]（諸如：總代理、獨家代理、一般代理、擔(dān)任進口商的買入代理、保證收取貸款的代理、國內(nèi)代理、國外代理等）； [02:21.24]the products the agent appointed for;the territory to be concerned; [02:23.95]代理經(jīng)營的商品；代理經(jīng)營的地區(qū)范圍； [02:26.65]the agent's authority granted by the principatl;the duties of agent and principal; [02:29.68]貨主授予代理的權(quán)利；代理的責(zé)任； [02:32.71]the duration of the agency;commission for the agent; [02:34.76]代理的期限；代理的傭金； [02:36.81]detail fo expenses to be allowed such as for faxes and telephone calls; [02:39.40]諸如傳真、電話費用的細則； [02:41.99]the law governing the agreement and the method of arbitration in case of the event of dispute. [02:44.78]協(xié)議所依據(jù)的法律和一旦發(fā)生爭端的仲裁辦法。 [02:47.58]The matters and so much and so on are especially important when foreign agents are appointed since they will working without local suppervision or control. [02:53.19]由于指定的海外代理工作沒有彼時彼地的監(jiān)督和控制，所以以上所提到的這些方面尤顯得特別重要。 [02:58.81]They must handle business transactions in strict accordance with the provisions of the agency agreement signed between himself and his principal. [03:03.92]代理商必須嚴格按照由雙方簽署的代理協(xié)議的規(guī)定進行貿(mào)易操作。 [03:09.02]Opening Sentence [03:10.11]開篇語 [03:11.19]We learn that you are looking for a reliable firm which has good relations in electric apperatus line to be your representative in Hong Kong. [03:17.00]我們了解到貴公司正在尋找一個可靠的、與電器行業(yè)有良好關(guān)系的公司作為你方在香港地區(qū)的代理。 [03:22.81]We are planning to appoint an agent with an efficient sales organization in the area to promote the development of our market. [03:27.61]我們正在計劃在這一地區(qū)委派一名高效率的銷售代理促進市場開發(fā)。 [03:32.40]Your proposal is apreciated that you offer your services in sales of our products on a sole agency basis, [03:36.42]感謝你方建議以獨家代理的方式為我們提供服務(wù)， [03:40.45]but first of all we find it necessary to know the regular quantity you guarantee to sell monthly. [03:43.88]但我們認為首先有必要了解你們能保證的每月正常銷量。 [03:47.32]We are writing to inquire whether we could perhaps begin discussing on arrangement whereby we handle your camera exclusively in the UK. [03:53.72]茲去信詢問，我們是否有可能現(xiàn)在開始討論就在英國獨家代理你公司照相機的安排事宜。 [04:00.12]We are happy to receive your letter of 21 July that is with copy of your formal agency agreement and the copy of your catalogue. [04:05.50]我們非常高興收到你們7月21日的信件及你方正式的代理協(xié)議和產(chǎn)品目錄。 [04:10.88]Middle Part [04:11.85]中間部分 [04:12.81]We would like to obtain the opportuities to expand our service to your company. [04:15.45]我們很希望有機會擴大對你們國家的服務(wù)。 [04:18.09]Agents play roles of manufacturer's marketing arm which can keep them informed of lastest developments and their eyes and ears in the marketplace. [04:23.52]代理可作為廠家的營銷助手和“耳目”，幫助廠家隨時掌握市場最新發(fā)展情報。 [04:28.96]We are interested in expanding our business in remote areas though we are represented in many Asian countries where our goods are selling well. [04:34.16]盡管我們在許多亞洲國家有代表而且產(chǎn)品暢銷，但是我們?nèi)匀挥信d趣在較遠地區(qū)擴大我們的生意。 [04:39.35]We are well-known also for ourexperienced staff of sales repressentatives who can carry out your sales program. [04:44.15]我們還因為擁有富有經(jīng)驗的銷售代表隊伍而著名，他們能積極貫徹你方的推銷計劃。 [04:48.94]During my agency with YongFang Company I had first-hand experience of promoting cosmetics which will be helpful for me to act as agent for the sale of your products. [04:55.08]在擔(dān)任“永芳”公司的獨家代理期間，我積累了第一手的推銷化妝品的經(jīng)驗，這將對我做產(chǎn)品的推銷代理很有幫助。 [05:01.22]As our exclusive agent,you should undertake neither to sell any competitive products of any other mannfactacturers nor reexport our products to any other areas outside your own. [05:08.72]作為我公司的獨家代理，你方必須保證既不能銷售其他廠商的具有競爭性的商品，也不可以向別的地區(qū)轉(zhuǎn)口我方商品。 [05:16.21]If you accept our application to be agents for sales of your furniture,we should like to able to discuss with you about the commission rate. [05:21.18]如果你方接受我們做你方的家具產(chǎn)品的推銷代理的申請，我們打算與你方討論一下傭金率的事宜。 [05:26.14]If you are not already represented in Paris,we should like to offer our services as your agents. [05:29.22]如果你方在巴黎還沒有代理，我們愿意做您的代理，為您提供服務(wù)。 [05:32.30]We would like to offer a trial period of twelve months.If everything goes successfully,we can renew the agency agreement on this expiry. [05:37.27]我們愿意試行12個月，如果一切進展順利，我們可以在這次協(xié)議期滿之時再續(xù)協(xié)議。 [05:42.23]We used to represent ABC Company ,one of your rivals ,but as they have established their own branch in the district and longer need our services,we are now free to offer ourselves as your agents. [05:50.07]過去我們是ABC公司的代理，它是你公司的競爭對手，但是因為它已在這一地區(qū)建立了自己的分公司而不再需要我們的服務(wù)，所以我們現(xiàn)在可以自由地為你方提供服務(wù)，做你們的代理。 [05:57.90]Closing Sentence [05:58.84]結(jié)束語 [05:59.78]As this a worthy proposal,we are convinced that it will have your approval. [06:02.25]因為這是一個很有價值的建議，我們相信會得到你方的同意。 [06:04.72]As soon as the agency agreements is signed ,we will take pleasure in drawing up a circular immediately for distribution to our customrers making an announcement of your appointment as our agents. [06:11.68]只等代理協(xié)議簽字辦妥，我們就立即欣然起草通函，向我們的客戶宣布你方為我方的代理的任命。 [06:18.64]If you offer us this chance os agency we should make every effort to further your interests. [06:21.49]如果你方惠于我們這一做你方代理的機會，我們會盡一切努力增進你方的利益。 [06:24.34]We would be grateful for your recommendation of a reliable and competent firm as our representative. [06:28.19]對于您給我們推薦一家可信賴的有能力的公司作我們的代理，我們十分感謝。 [06:32.05]We evpress our heartful gratitude for your offering us this opportunity to take up your agency here. [06:35.83]對于您提供我們承擔(dān)你方在這里的代理工作的機會，我們表示由衷的感謝。 [06:39.62]Gentlemen, [06:40.14]敬啟者， [06:40.67]We understand that your corporation is not yet represented in Taiwan,and ,therefore,we write to offer our services in this respect. [06:46.48]據(jù)悉貴公司在臺灣尚未設(shè)置代表，因此特修函愿在方面效勞， [06:52.29]We are sure that you know very well the advantage of representation . [06:54.46]想必貴公司知道設(shè)置代表的好處。 [06:56.63]This is especially necessary when foreign producers or exporters want to do a large volume of business with Taiwan,because all military and industrial purchases are done by open tenders. [07:04.32]若外國生產(chǎn)商或出口商打算與臺灣進行大宗交易，設(shè)置代理尤為必要，因為軍事及工業(yè)等方面的采購，均以公開招標(biāo)方式進行。 [07:12.01]It is only through a regular represntative that you will have a chance to offer or bid in time ans effentively. [07:16.57]只有通過設(shè)置常駐性代表，才有機會及時并有效地投標(biāo)。 [07:21.13]The International Trading Company is a well-knoen firm with 30 years of history and integrty in China's foreign trade. [07:25.62]國際貿(mào)易公司為中國外貿(mào)界積有三十年歷史及誠實信譽的著名商家。 [07:30.12]We have very good connections with the procurement agencies and government enterprises. [07:33.21]本公司與采購機構(gòu)以及國營企業(yè)有良好的合作關(guān)系。 [07:36.31]We know how to meet tender requirements and could handle them effectively and sucessfully. [07:39.19]熟悉如何適應(yīng)招標(biāo)的要求，并且能夠有效地、成功地處理。 [07:42.08]We shall be very much pleased to act as your sole distributor in Taiwan for your products. [07:44.69]本公司非常樂意擔(dān)任貴公司產(chǎn)品在臺灣的獨家代理。 [07:47.30]We like to have exclusive arrangements with you. [07:48.79]并愿與貴公司單獨洽談協(xié)商辦法。 [07:50.28]Please kindly consider our request and give us your consent in appointing us as your exclusive representatives in China for mutual benefit. [07:55.87]希望貴公司能對此建議加以考慮，為使雙方均獲利，請任命本公司為貴方在中國的獨家代理。 [08:01.46]We hope to receive the detailed tetailed terms under such distributor's agreements. [08:04.02]謹盼收到貴方經(jīng)銷合約之詳細條件。 [08:06.58]Please also let us know the percentage of commissions which you will give us in each transaction. [08:09.42]并請告知我方每筆交易貴方可給予的傭金率。 [08:12.25]Looking forward to recriving your favorable reply,we remain. [08:14.39]盼賜佳音。 [08:16.54]Very truly yours. [08:18.34]您真誠的， [08:20.14]Gentlemen, [08:20.98]敬啟者， [08:21.81]Our dealing with you in the past six months have given us the impression that your firm has no representatives in Chins [08:26.08]以往六個月以來同貴公司的交往使我方意識到貴公司在中國的尚未設(shè)置代理， [08:30.35]in the distribution of your pricipals' products produced in America. [08:32.56]用來經(jīng)銷貴方托銷人在美國生產(chǎn)的產(chǎn)品。 [08:34.77]As our transactions have been very satisfactory to you, [08:36.70]承蒙貴公司抬愛，同貴方的交往一直都使貴方滿意， [08:38.64]we now like to offer our services in a regular manner. [08:40.46]愿以后能經(jīng)常為貴方效勞。 [08:42.29]We wish to be your exclulsive representatives in Taiwan beginning from this year;in other words,we like to serve as sub-agent. [08:47.49]我們希望自今后起擔(dān)當(dāng)貴公司在臺灣的獨家代理，換句話說，也就是代理的代理。 [08:52.69]To be more specific ,we wish to say that we are interested in American drugs ,for we are already representing in a few other lines,and the Chinese public are in need of new preparations and antibiotics. [09:00.59]明確地講，我方對美國制藥非常感興趣，并且已經(jīng)在代理其它藥劑，而中國大眾十分需要新制劑和抗生素。 [09:08.49]We hope you will be good enough to accept to accept our proposal and let us know your terms and conditions ,expecially the amount of commission or discount which you will be willing to give us. [09:15.05]盼貴方能接受此建議，并且告知期限和具體條款，尤其是貴方愿意支付的傭金率或折扣。 [09:21.61]Very truly yours. [09:22.70]您真誠的， [09:23.80]Dear Sirs [09:24.39]敬啟者， [09:24.98]We take the liberty to write you this letter to ask if you are already represented in South Korea,as we are interested in acting as your sole agents for the sale of your bicycles both for adults and for children to our country. [09:34.04]我們冒昧去函，旨在詢問貴方在韓國是否已經(jīng)設(shè)置有代理處，我方對擔(dān)任貴公司的獨家代理，負責(zé)貴方成人以及孩童自行車在本國的銷售十分感興趣。 [09:43.11]We are one of the largest,long-standing establishments in all kinds of machines. [09:45.72]在經(jīng)銷各種機械設(shè)備方面，我方是最大的、具有豐富經(jīng)驗的公司之一。 [09:48.33]We have better knowledge of the market here and good business relation with the domestic wholesalers and the leading retailers. [09:53.40]我們比較了解這里的的市場行情，并且與國內(nèi)的批發(fā)商和主要的零售商有很好的商業(yè)合作關(guān)系。 [09:58.47]We visited your stand at Shanghai Bicycle Exhibition the other day,and we think the high quality,attractive design and reasonable prices of your bicycles will appeal to our customers. [10:05.26]我們認為其高質(zhì)量、漂亮的外形以及合理的價位一定會吸引顧客。我們前幾天參觀過貴公司在上海自行車交易會的攤位， [10:12.05]We fell confident that if you give us any opportunity to deal in your goods,the result will be entirely satisfactory to both of us. [10:16.84]我們相信只要貴方給我們代理的機會，結(jié)果一定會使貴、我雙方都十分滿意。 [10:21.64]We handle a compule of other agencies ,but they are i non-competing lines. [10:23.84]我們同時還兼任其他公司的代理，但由于行業(yè)不同并不會有競爭。 [10:26.05]As to our financial standing and reliability,we wish to refer you to our bank or the other manfacturers which we cooperate with. [10:31.09]至于我方的財政情況和可信度，我們建議貴方聯(lián)系我方的銀行以及同我方合作的制造商查詢。 [10:36.13]They will offer you the first-class references that prove us agents of the highestintegirty. [10:39.23]他們會給貴方提供第一手信息，證明我方是信譽度極高的代理商。 [10:42.32]We are looking forward to your favorable reply. [10:43.88]謹盼收到貴方的好消息。 [10:45.43]Yours faithfully. [10:46.53]您真誠的，

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