2021年中級(jí)商務(wù)英語(yǔ)口語(yǔ)考試指導(dǎo)：代理（2）

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2021年中級(jí)商務(wù)英語(yǔ)口語(yǔ)考試指導(dǎo)：代理（2）

Conversations

Dialogue 1

A: First of all, I would like to thank you for your kind invitation to visit your beautiful country. Ihope my visit will help to promote a friendly relationship between us.

B: We’ve been looking forward to your visit. It is a great pleasure for us to have you as ourguest. It is always more convenient to discuss things face to face.

A: I would like to tell you that my clients are very satisfied with the last delivery of yourslippers. The styles and colors are very much to the taste of our market.

B: We’ve received some similar comments from other Australian firms too.

A: I understand you are selling the same products to some other Australian importers. Thistends to complicate my business. As you know, I am experienced in the business of slippersand

enjoy a good business relationship with all the leading whole- salers and retailers in that line. Ihave a mind to expand this business in the years to come. One of the reasons of my visit hereis to sign a sole agency agreement with you on these items for a period of 3 years. As it is toour mutual interests and profit, I am sure you’ll have no objection to it.

B: We appreciate your good intention and your effort in pushing the sale of our slippers. Asyou know, the demand for this item in your market is quite substantial. However, according toour records, the total amount of your order last year was moderate, which does not warrantan agency appointment. Unless you

increase the turnover we can hardly appoint you our sole agent.

-- 首先，我想感謝你盛情邀請(qǐng)我訪問(wèn)你們美麗的國(guó)家。我希望這次 訪問(wèn)將有助于促進(jìn)我們之間的友好關(guān)系。

-- 我們一直在盼著你的到來(lái)。有你來(lái)做客，真是我們的榮幸。面對(duì) 面的談判總是比較方便。

-- 我想告訴你，我們的客戶對(duì)你方的最后一批拖鞋非常滿意。拖鞋 的式樣和顏色很符合我們市場(chǎng)的需要。

-- 我們從其他澳大利亞公司那里也聽到了類似的反映。

-- 我知道你們也向其他澳大利亞進(jìn)口商出售同樣的產(chǎn)品。這使我們 的生意很難做。你知道，我方在經(jīng)營(yíng)拖鞋業(yè)務(wù)方面很有經(jīng)驗(yàn)，而 且和這一行業(yè)中的所有大批發(fā)商和零售商有很好的業(yè)務(wù)關(guān)系。我 打算將來(lái)擴(kuò)大這項(xiàng)業(yè)務(wù)。我來(lái)訪的原因之一就是想和你們簽訂一 項(xiàng)為期三年的獨(dú)家代理協(xié)議。這符合我們雙方的利益，我確信你 方不會(huì)有任何反對(duì)意見。

-- 謝謝你方好意以及在推銷我方拖鞋上所做的努力。但是你知道你 方市場(chǎng)對(duì)這一商品的需求很大。然而根據(jù)我們的記錄，你方去年 的訂貨總量不大，不夠資格做代理。除非你方增加營(yíng)業(yè)額，我們 無(wú)法指定你方為我們的獨(dú)家代理。

A: I’ll come to that. My proposal is: Plastic slippers of all sizes. 50, 000 pairs annually within thearea of the whole Australian market. We expect a 5% commission, of course.

B: As far as I remember, we sold about 40,000 pairs last year to you alone. Don’t you thinkthis annual turnover is rather conserva- tive for a sole agent?

A: Well, I admit I always do business on the safe side. Could you let me have your proposalthen?

B: Let’s put it this way. I propose a sole agency agreement for

Ladies and gents plastic slippers (excluding children’s) for a duration of 3 years; 60,000 pairsto be sold in the first year, 70,000 pairs in the second year, and 80,000 pairs in the third year,the area is to be within the continent of Australia (excluding any neighboring island),commission 5%.

A: You certainly drive a hard bargain, Mrs. Brown.

B: On the contrary, Mr. London, we value your friendship more than anything else. We bothunderstand our slippers are very popular in your market on account of their superior qualityand competi- tive price. And with the sole agency in your hand, there will be no competitionand you can easily control the market, which would naturally result in bigger sales. I’m sure youcan fulfill the agreement without much difficulty.

A: Well, if you put it this way, I’ll have to comply. When shall we sign the contract, Mrs.Brown?

B: Tomorrow afternoon.

A: Tomorrow afternoon will be fine.

-- 我就要談這一點(diǎn)。我的建議是：各種尺寸的塑料拖鞋，每年銷售 五萬(wàn)雙，地區(qū)是整個(gè)澳大利亞市場(chǎng)。當(dāng)然，我們希望有5%的傭金。

-- 我記得，光去年我們就向你們出售了大約四萬(wàn)雙拖鞋。對(duì)獨(dú)家代理 來(lái)講，你不認(rèn)為這個(gè)年銷售量數(shù)字太過(guò)保守了嗎?

-- 是，我承認(rèn)我做生意從來(lái)謹(jǐn)慎從事，那么我聽聽你的建議，好嗎?

-- 這樣說(shuō)吧，我建議訂一個(gè)專銷男、女塑料拖鞋(不包括童鞋)為期 三年的獨(dú)家代理協(xié)議，第一年銷六萬(wàn)雙，第二年銷七萬(wàn)雙，第三年 銷八萬(wàn)雙，地區(qū)是整個(gè)澳大利亞(不包括任何鄰近島嶼)，傭金是 百分之五。

-- 你真會(huì)還價(jià)，布朗夫人。

-- 恰恰相反，倫敦先生，我們很珍惜你方友誼。我們雙方都知道我們 的拖鞋價(jià)廉物美而暢銷于你方市場(chǎng)。你取得了獨(dú)家代理權(quán)之后，你 就可以輕而易舉地控制市場(chǎng)，沒(méi)有其他競(jìng)爭(zhēng)，其結(jié)果自然是銷售量 增大。我確信你完成這一協(xié)議不會(huì)有任何困難。

-- 好吧，如果你這么說(shuō)，我只好同意了。布朗夫人，我們什么時(shí)候簽 協(xié)議?

-- 明天下午。

-- 行，明天下午。

Dialogue 2

A: I think you know already that I want to discuss the representa- tion for your alarm clocks.

B: Yes, Mr. Bergerson. You mentioned that in your letter. To tell you the truth, your proposalsurprised us.

A: Is that so? Anyhow I want to go over the details with you in person, so you can give mysuggestion thorough consideration. Our firm specializes in this line of business. We have sixsales representatives, who are on the road all the time, covering the whole of the Europeanmarket.

B: Do you sell direct to shops?

A: Yes, we specialize in handling clocks and watches of all sorts. We have well establishedchannels of distribution and we canvass the retailers direct, without any middlemen.

B: Do you keep a stock of these things?

A: In some cases, such as the wristwatches, which always have a steady market, we keep astock in London and act as distributors as well as agents. Generally, however, we pass on theorders of our clients to the manufacturers for supply. We are paid for our service, of course.

B: That is, your commission.

-- 想必你已知道，我想和你商談你方鬧鐘的代理問(wèn)題。

-- 是的，博格森先生，你在信中有提到。說(shuō)實(shí)話，你方的建議使我們 有些意外。

-- 真的嗎?我想親自同你談?wù)劶?xì)節(jié)問(wèn)題，這樣你可以好好考慮我的建 議。我們公司專營(yíng)這項(xiàng)業(yè)務(wù)，有六名銷售代表常年在外，負(fù)責(zé)整 個(gè)歐洲市場(chǎng)。

-- 你是否直接銷售給商店?

-- 對(duì)，我們專營(yíng)各類鐘表。我們有良好的銷售渠道，不通過(guò)任何中間 商直接向零售商推銷。

-- 你們有庫(kù)存嗎?

-- 有的商品如手表，市場(chǎng)很穩(wěn)定，我們?cè)趥惗赜袔?kù)存，經(jīng)銷商品兼作 代理。然而，一般來(lái)講，我們把客戶的訂貨單交給制造商去供貨。 當(dāng)然，我們根據(jù)所提供的服務(wù)取得報(bào)酬。

-- 那就是你們的傭金。

A: Yes, our commission is very reasonable. We usually get a 10% commission of theamount on every deal.

B: Our agents in other areas usually get a 3-5% commission.

A: The European market is not familiar with your products. You have competitors from Japanand other continental countries. At the beginning of our campaign, there is sales resistanceto overcome, we must send out salesmen to do a lot of traveling and spend a considerableamount of money on advertising in news- papers and TV programs. A 10% commission willnot leave us much.

B: According to your estimate, what is the maximum annual turn- over you can fulfill, in roundfigures, of course?

A: We will always do our utmost to enlarge the business, as our remuneration increases withthe turnover, but we will not guar- antee anything, at least not to begin with.

B: We appreciate very much your intention to push the sale of our products. But oursuggestion to you, Mr. Bergerson, as a

preliminary step, is to do a little research into the market……

-- 對(duì)，我們的傭金很合理。通常我們?nèi)〉玫膫蚪鹗敲抗P成交額的10%。

-- 我們其他地區(qū)的代理商通常拿到百分之三到五的傭金。

-- 歐洲市場(chǎng)對(duì)你方產(chǎn)品不熟悉。你們要對(duì)付日本和其他大陸國(guó)家的競(jìng) 爭(zhēng)對(duì)手。在推銷活動(dòng)的開始階段，需要克服銷售方面的阻力，我們 得派出推銷員到處出差，并且耗費(fèi)大量資金在報(bào)紙上和電視節(jié)目里 登廣告。百分之十的傭金對(duì)我們來(lái)說(shuō)不算寬裕。

-- 據(jù)你估計(jì)，你能完成總的年銷售量是多少?當(dāng)然講個(gè)整數(shù)就行了。

-- 我們當(dāng)然將竭力擴(kuò)大業(yè)務(wù)，因?yàn)殡S著銷售量的增加，我們的利潤(rùn)也 會(huì)上升。不過(guò)我們不想作出保證，至少在開始階段不行。

-- 謝謝你們有意推銷我們的產(chǎn)品，但是博格森先生，作為第一步，我 們建議你們?cè)谑袌?chǎng)上做一些調(diào)查研究工作……

A: Do you mean to say you refuse us the agency?

B: Mr. Bergerson, you leave us no alternative. We can not give you an exclusive agency ofthe whole European market without

having the slightest idea of your possible annualmarketing turnover. Besides our price is worked outaccording to the costing. A 10% commission meansan increase in our price. We must have the reactionof the buyers in this respect.

A: Oh, that’s just too bad. I intended to make greatefforts in selling your products.

B: Well, we can still carry on our businessrelationship without the agreement. To start the ballrolling, we will provide you with price lists, cataloguesand some samples. Only when you have a thorough knowledge of the marketing possibilities ofour products, can we then discuss further details.

A: Ah, Mrs. Miller, but in this case am I covered?

B: Oh, yes. We will give you a 5% commission on every transaction.

A: All right, but I’ll be back again for the Autumn Fair. And then I hope we can see eye to eyeabout our commission and the terms of the agency.

B: Very good. We will discuss the matter again at the next Fair.

-- 你的意思是說(shuō)，你拒絕我們做代理?

-- 博格森先生，你讓我們沒(méi)有選擇了。我們不能連你方每年可能銷售 多少都不知道就給予你們整個(gè)歐洲市場(chǎng)的獨(dú)家代理權(quán)。 而且我方價(jià) 格是根據(jù)成本而定的。給予百分之十的傭金就意味著我們的價(jià)格要 提高。我們必須知道賣主在這方面有什么反映。

-- 那太糟糕了，我本想努力推銷你們的產(chǎn)品。

-- 不過(guò)，即使沒(méi)有這個(gè)協(xié)議，我們?nèi)匀豢梢岳^續(xù)發(fā)展我們之間的業(yè)務(wù) 關(guān)系。作為開始，我們?cè)敢饨o你方提供價(jià)目單、目錄冊(cè)和一些樣 品。等你們?nèi)媪私馕覀儺a(chǎn)品的銷售可能性后，我們才能進(jìn)一步商 談。

-- 好吧，米勒女士，那么我有沒(méi)有傭金呢?

-- 當(dāng)然有，每筆交易，我們給你5%的傭金。

-- 行，我到秋季交易會(huì)再來(lái)談。我希望到那時(shí)候我們能在傭金和代 理協(xié)議的條款上取得一致意見。

-- 好，我們下次交易會(huì)再談。

Dialogue 3

A: I’m pleased to meet you again, Mrs. King.

B: Pleased to see you, too, Mr. Brown.

A: You’ve had a good trip, I hope.

B: Yes, a very pleasant journey, thank you.

A: It’s been a full two years since we last saw each other.

B: So it is, I’ve come again to renew our sole agency agreement for another 2 years.

A: We shall be pleased to talk the matter over with you. You’ve done very well in fulfilling theagreement.

B: I’m glad you’re satisfied with our work. I can assure you we’ve spared no effort and spentquite a sum of money in pushing the sales of your products.

-- 很高興又見到你，金夫人。

-- 我也很高興見到你，布朗先生。

-- 希望你旅途愉快。

-- 是的，旅途很愉快，謝謝你。

-- 我們整整兩年沒(méi)有見面了。

-- 是啊，這次我來(lái)是想把我們之間的獨(dú)家代理協(xié)議延長(zhǎng)兩年。

-- 我們很高興和你們?cè)敿?xì)討論這件事情。你們的協(xié)議完成得很漂亮。

-- 你們對(duì)我們的工作表示滿意，我很高興?？梢哉f(shuō)在推銷你們的產(chǎn)品 方面，我們費(fèi)了不少力氣，還花了大量資金。

A: Yes, we appreciate your efforts in pushing the sales of our pianos. We can see you areexperienced in this particular line.

B: Thank you.

A: But I think the annual sale of 300 pianos for a sole distributorship in Canada is ratherconservative. After all, you sold around 400 pieces there last year. You can sell more this yearaccording to the marketing conditions at your end.

B: That is the result of our hard work. Well, what annual quantity would you suggest for thenew agreement then?

A: 500 pieces.

B: No, no. That’s too big a number to be acceptable. Let’s put it at 450 pieces. And we’llstrive to sell more, of course. We wish to

add another clause. For every 50 pieces sold in excess of the quota, we’ll get 1% more incommission for our efforts.

-- 是的，我們很感激你方在推銷鋼琴上所做的努力，看得出來(lái)你們對(duì) 經(jīng)營(yíng)這一行很有經(jīng)驗(yàn)。

-- 謝謝。

-- 不過(guò)我認(rèn)為對(duì)加拿大的獨(dú)家經(jīng)銷來(lái)說(shuō)，年銷售量300架鋼琴未免太 過(guò)保守了。實(shí)際上，去年你都賣了400架左右。根據(jù)你們地區(qū)的市 場(chǎng)情況，今年應(yīng)該可以銷售更多。

-- 那是我們努力工作的結(jié)果。那你認(rèn)為新協(xié)議的年銷量應(yīng)是多少呢?

-- 500架。

-- 不行，不行。這個(gè)數(shù)字太大了，我不能接受。定為450架吧。當(dāng)然 我們會(huì)盡力多銷。我們想增加一個(gè)條款，超過(guò)定額之后每多銷50 架，我們的傭金就增加百分之一。

A: All right, let’s fix it at 450 pieces then. And forevery additional 50 pianos sold, we’ll give you 1%higher commission.

B: I suppose all the other terms remain unchanged.

A: We would like to make a specific mention of onemore point. As our sole distributor, you will neither handle the same or similar products ofother origins nor re-export our goods to any other

area outside your own.

B: No, certainly not. That’s a reasonable restriction.

A: Another thing is that every six months we would like to receive from you a detailed reporton current market conditions and the users?comments on our products.

B: Yes, we’ve already prepared one. I’ve brought it with me. I’ll put it forward when we talk withthe manufacturers tomorrow.

A: Good, that’s all then.

B: Good.

-- 那好吧，那我們就定為450架吧。另外每多售50架，我們就再多給 你百分之一的傭金。

-- 我想其他條款都不變吧。

-- 另外一點(diǎn)，我想特別提一提。作為我們的獨(dú)家經(jīng)銷商，你們既不能 經(jīng)營(yíng)其他國(guó)家的同類或類似的產(chǎn)品，也不能把我們的產(chǎn)品再出口到 加拿大以外的地區(qū)去。

-- 那當(dāng)然不行，這是合理的限制。

-- 另外一點(diǎn)是我們希望每隔六個(gè)月收到你們的一份詳細(xì)的當(dāng)前市場(chǎng)情 況的報(bào)告和用戶對(duì)我們的反饋。

-- 我們已經(jīng)都準(zhǔn)備了一份。我這次把它帶來(lái)了。明天我們和生產(chǎn)商洽 談時(shí)，我就將它提交上去。

-- 好，那就這些了。

-- 好。

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