商业书信英语 第八单元

[00:01.11]相关知识
[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没有分行和贸易代表，若想开拓海外市场，
[00:10.55]it ogten seeks the help of agents.
[00:12.08]就需要寻求代理商的帮助，
[00:13.61]who may be either an individual
[00:14.96]代理商可以是个人，
[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，他受雇于货主，在自己的名下作为中介人为货主销售商品。
[00:22.65]For example,an agent may help an exporter in establishing marketing 1 channels and increase the exporter sales in that country.
[00:27.35]例如：代理商帮助出口商在国外建立市场销售渠道，扩大销售量。
[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]出口商雇用居住在进口国的委托代理商为其推销产品。
[00:40.75]while an importer may appoint commission agents in the exporter's country to buy on its account.
[00:43.95]而进口商则指定在出口国的委托代理商为其购买商品。
[00:47.15]Al long as a company tkes it into consideration to apoint an agent,
[00:49.44]一俟公司考虑指定一家代理，
[00:51.72]it should start from an investigation 2 in detail into any rlevant,worthy 3 information of  prospective 4 agents such as the qualifications,experience and personal qualites.
[00:58.31]他首先应对未来代理的资格、经验、个人品质作出详细调查，
[01:04.89]The would-be agent should be a respevtable and experienced businessman with long-term established position and distinguished 5 reputation.
[01:10.03]未来代理应该是一位令人尊敬、经验丰富、资深望众的商人。
[01:15.18]He has the efficient organization and facilities to do a good job.
[01:17.47]他应该拥有做好出口工作的高效组织和设备。
[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]有为出口商经营买卖的长期稳定的兴趣和多方面的市场关系。
[01:28.08]An agent appointed should keep abreast 6 of local martet conditions and the market for operation.
[01:31.05]被指定代理的人或公司应该熟悉并掌握当地市场情况。
[01:34.01]He knows better what goods local people welcomemost and what prices the market will bear.
[01:37.33]他了解什么样的商品销路最好和什么样的价格定位能被接受。
[01:40.65]He offers many more valuable services and information to the exporter.
[01:43.12]他应能为出口商提供较好的服务和有价值的情报。
[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]在有关方面签订代理协议书之前，代理的条件必须明确。
[01:55.51]They are as follows:the principal and the agent;the type and the nature of the agency
[01:59.07]它包括谁是货主谁是代理商；代理的形式和性质
[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]（诸如：总代理、独家代理、一般代理、担任进口商的买入代理、保证收取贷款的代理、国内代理、国外代理等）；
[02:21.24]the products the agent appointed for;the territory to be concerned;
[02:23.95]代理经营的商品；代理经营的地区范围；
[02:26.65]the agent's authority granted by the principatl;the duties of agent and principal;
[02:29.68]货主授予代理的权利；代理的责任；
[02:32.71]the duration of the agency;commission for the agent;
[02:34.76]代理的期限；代理的佣金；
[02:36.81]detail fo expenses to be allowed such as for faxes and telephone calls;
[02:39.40]诸如传真、电话费用的细则；
[02:41.99]the law governing the agreement and the method of arbitration 7 in case of the event of dispute.
[02:44.78]协议所依据的法律和一旦发生争端的仲裁办法。
[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没有彼时彼地的监督和控制，所以以上所提到的这些方面尤显得特别重要。
[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]代理商必须严格按照由双方签署的代理协议的规定进行贸易操作。
[03:09.02]Opening Sentence
[03:10.11]开篇语
[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]我们了解到贵公司正在寻找一个可靠的、与电器行业有良好关系的公司作为你方在香港地区的代理。
[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]我们正在计划在这一地区委派一名高效率的销售代理促进市场开发。
[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]感谢你方建议以独家代理的方式为我们提供服务，
[03:40.45]but first of all we find it necessary to know the regular quantity you guarantee to sell monthly.
[03:43.88]但我们认为首先有必要了解你们能保证的每月正常销量。
[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]兹去信询问，我们是否有可能现在开始讨论就在英国独家代理你公司照相机的安排事宜。
[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]我们非常高兴收到你们7月21日的信件及你方正式的代理协议和产品目录。
[04:10.88]Middle Part
[04:11.85]中间部分
[04:12.81]We would like to obtain the opportuities to expand our service to your company.
[04:15.45]我们很希望有机会扩大对你们国家的服务。
[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]代理可作为厂家的营销助手和“耳目”，帮助厂家随时掌握市场最新发展情报。
[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]尽管我们在许多亚洲国家有代表而且产品畅销，但是我们仍然有兴趣在较远地区扩大我们的生意。
[04:39.35]We are well-known also for ourexperienced staff of sales repressentatives who can carry out your sales program.
[04:44.15]我们还因为拥有富有经验的销售代表队伍而著名，他们能积极贯彻你方的推销计划。
[04:48.94]During my agency with YongFang Company I had first-hand experience of promoting cosmetics 8 which will be helpful for me to act as agent for the sale of your products.
[04:55.08]在担任“永芳”公司的独家代理期间，我积累了第一手的推销化妆品的经验，这将对我做产品的推销代理很有帮助。
[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]作为我公司的独家代理，你方必须保证既不能销售其他厂商的具有竞争性的商品，也不可以向别的地区转口我方商品。
[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]如果你方接受我们做你方的家具产品的推销代理的申请，我们打算与你方讨论一下佣金率的事宜。
[05:26.14]If you are not already represented in Paris,we should like to offer our services as your agents.
[05:29.22]如果你方在巴黎还没有代理，我们愿意做您的代理，为您提供服务。
[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]我们愿意试行12个月，如果一切进展顺利，我们可以在这次协议期满之时再续协议。
[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]过去我们是ABC公司的代理，它是你公司的竞争对手，但是因为它已在这一地区建立了自己的分公司而不再需要我们的服务，所以我们现在可以自由地为你方提供服务，做你们的代理。
[05:57.90]Closing Sentence
[05:58.84]结束语
[05:59.78]As this a worthy proposal,we are convinced that it will have your approval.
[06:02.25]因为这是一个很有价值的建议，我们相信会得到你方的同意。
[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]只等代理协议签字办妥，我们就立即欣然起草通函，向我们的客户宣布你方为我方的代理的任命。
[06:18.64]If you offer us this chance os agency we should make every effort to further your interests.
[06:21.49]如果你方惠于我们这一做你方代理的机会，我们会尽一切努力增进你方的利益。
[06:24.34]We would be grateful for your recommendation of a reliable and competent firm as our representative.
[06:28.19]对于您给我们推荐一家可信赖的有能力的公司作我们的代理，我们十分感谢。
[06:32.05]We evpress our heartful gratitude 9 for your offering us this opportunity to take up your agency here.
[06:35.83]对于您提供我们承担你方在这里的代理工作的机会，我们表示由衷的感谢。
[06:39.62]Gentlemen,
[06:40.14]敬启者，
[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]据悉贵公司在台湾尚未设置代表，因此特修函愿在方面效劳，
[06:52.29]We are sure that you know very well the advantage of representation .
[06:54.46]想必贵公司知道设置代表的好处。
[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]若外国生产商或出口商打算与台湾进行大宗交易，设置代理尤为必要，因为军事及工业等方面的采购，均以公开招标方式进行。
[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]只有通过设置常驻性代表，才有机会及时并有效地投标。
[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]国际贸易公司为中国外贸界积有三十年历史及诚实信誉的著名商家。
[07:30.12]We have very good connections with the procurement 10 agencies and government enterprises.
[07:33.21]本公司与采购机构以及国营企业有良好的合作关系。
[07:36.31]We know how to meet tender requirements and could handle them effectively and sucessfully.
[07:39.19]熟悉如何适应招标的要求，并且能够有效地、成功地处理。
[07:42.08]We shall be very much pleased to act as your sole distributor in Taiwan for your products.
[07:44.69]本公司非常乐意担任贵公司产品在台湾的独家代理。
[07:47.30]We like to have exclusive arrangements with you.
[07:48.79]并愿与贵公司单独洽谈协商办法。
[07:50.28]Please kindly 11 consider our request and give us your consent in appointing us as your exclusive representatives in China for mutual 12 benefit.
[07:55.87]希望贵公司能对此建议加以考虑，为使双方均获利，请任命本公司为贵方在中国的独家代理。
[08:01.46]We hope to receive the detailed 13 tetailed terms under such distributor's agreements.
[08:04.02]谨盼收到贵方经销合约之详细条件。
[08:06.58]Please also let us know the percentage of commissions which you will give us in each transaction.
[08:09.42]并请告知我方每笔交易贵方可给予的佣金率。
[08:12.25]Looking forward to recriving your favorable reply,we remain.
[08:14.39]盼赐佳音。
[08:16.54]Very truly yours.
[08:18.34]您真诚的，
[08:20.14]Gentlemen,
[08:20.98]敬启者，
[08:21.81]Our dealing 14 with you in the past six months have given us the impression that your firm has no representatives in Chins
[08:26.08]以往六个月以来同贵公司的交往使我方意识到贵公司在中国的尚未设置代理，
[08:30.35]in the distribution of your pricipals' products produced in America.
[08:32.56]用来经销贵方托销人在美国生产的产品。
[08:34.77]As our transactions have been very satisfactory to you,
[08:36.70]承蒙贵公司抬爱，同贵方的交往一直都使贵方满意，
[08:38.64]we now like to offer our services in a regular manner.
[08:40.46]愿以后能经常为贵方效劳。
[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]我们希望自今后起担当贵公司在台湾的独家代理，换句话说，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 15.
[09:00.59]明确地讲，我方对美国制药非常感兴趣，并且已经在代理其它药剂，而中国大众十分需要新制剂和抗生素。
[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]盼贵方能接受此建议，并且告知期限和具体条款，尤其是贵方愿意支付的佣金率或折扣。
[09:21.61]Very truly yours.
[09:22.70]您真诚的，
[09:23.80]Dear Sirs
[09:24.39]敬启者，
[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 16 as your sole agents for the sale of your bicycles both for adults and for children to our country.
[09:34.04]我们冒昧去函，旨在询问贵方在韩国是否已经设置有代理处，我方对担任贵公司的独家代理，负责贵方成人以及孩童自行车在本国的销售十分感兴趣。
[09:43.11]We are one of the largest,long-standing 17 establishments in all kinds of machines.
[09:45.72]在经销各种机械设备方面，我方是最大的、具有丰富经验的公司之一。
[09:48.33]We have better knowledge of the market here and good business relation with the domestic wholesalers and the leading retailers 18.
[09:53.40]我们比较了解这里的的市场行情，并且与国内的批发商和主要的零售商有很好的商业合作关系。
[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]我们认为其高质量、漂亮的外形以及合理的价位一定会吸引顾客。我们前几天参观过贵公司在上海自行车交易会的摊位，
[10:12.05]We fell confident that if you give us any opportunity to deal in your goods,the result will be entirely 19 satisfactory to both of us.
[10:16.84]我们相信只要贵方给我们代理的机会，结果一定会使贵、我双方都十分满意。
[10:21.64]We handle a compule of other agencies ,but they are i non-competing lines.
[10:23.84]我们同时还兼任其他公司的代理，但由于行业不同并不会有竞争。
[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]至于我方的财政情况和可信度，我们建议贵方联系我方的银行以及同我方合作的制造商查询。
[10:36.13]They will offer you the first-class references that prove us agents of the highestintegirty.
[10:39.23]他们会给贵方提供第一手信息，证明我方是信誉度极高的代理商。
[10:42.32]We are looking forward to your favorable reply.
[10:43.88]谨盼收到贵方的好消息。
[10:45.43]Yours faithfully.
[10:46.53]您真诚的，