商業(yè)書信英語(yǔ)第八單元

[00:00.00]Relevant Knowledge [00:01.11]相關(guān)知識(shí) [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(méi)有分行和貿(mào)易代表，若想開(kāi)拓海外市場(chǎng)， [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(gè)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(guó)外建立市場(chǎng)銷售渠道，擴(kuò)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(jìn)口國(guó)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(jìn)口商則指定在出口國(guó)的委托代理商為其購(gòu)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(duì)未來(lái)代理的資格、經(jīng)驗(yàn)、個(gè)人品質(zhì)作出詳細(xì)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(lái)代理應(yīng)該是一位令人尊敬、經(jīng)驗(yàn)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(yíng)買賣的長(zhǎng)期穩(wěn)定的興趣和多方面的市場(chǎng)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?chǎng)情況。 [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(jià)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(jià)值的情報(bào)。 [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(shuí)是貨主誰(shuí)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(dú)家代理、一般代理、擔(dān)任進(jìn)口商的買入代理、保證收取貸款的代理、國(guó)內(nèi)代理、國(guó)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(yíng)的商品；代理經(jīng)營(yíng)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(fèi)用的細(xì)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(zhēng)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(méi)有彼時(shí)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(yán)格按照由雙方簽署的代理協(xié)議的規(guī)定進(jìn)行貿(mào)易操作。 [03:09.02]Opening Sentence [03:10.11]開(kāi)篇語(yǔ) [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(gè)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(jì)劃在這一地區(qū)委派一名高效率的銷售代理促進(jìn)市場(chǎng)開(kāi)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(dú)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(rèn)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(wèn)，我們是否有可能現(xiàn)在開(kāi)始討論就在英國(guó)獨(dú)家代理你公司照相機(jī)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(jī)會(huì)擴(kuò)大對(duì)你們國(guó)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(yíng)銷助手和“耳目”，幫助廠家隨時(shí)掌握市場(chǎng)最新發(fā)展情報(bào)。 [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?cè)谠S多亞洲國(guó)家有代表而且產(chǎn)品暢銷，但是我們?nèi)匀挥信d趣在較遠(yuǎn)地區(qū)擴(kuò)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?yàn)閾碛懈挥薪?jīng)驗(yàn)的銷售代表隊(duì)伍而著名，他們能積極貫徹你方的推銷計(jì)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(dú)家代理期間，我積累了第一手的推銷化妝品的經(jīng)驗(yàn)，這將對(duì)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(dú)家代理，你方必須保證既不能銷售其他廠商的具有競(jìng)爭(zhēng)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(qǐng)，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(méi)有代理，我們?cè)敢庾瞿拇恚瑸槟峁┓?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?cè)敢庠囆?2個(gè)月，如果一切進(jìn)展順利，我們可以在這次協(xié)議期滿之時(shí)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(guò)去我們是ABC公司的代理，它是你公司的競(jìng)爭(zhēng)對(duì)手，但是因?yàn)樗言谶@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(yǔ) [05:59.78]As this a worthy proposal,we are convinced that it will have your approval. [06:02.25]因?yàn)檫@是一個(gè)很有價(jià)值的建議，我們相信會(huì)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(jī)會(huì)，我們會(huì)盡一切努力增進(jìn)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(duì)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(duì)于您提供我們承擔(dān)你方在這里的代理工作的機(jī)會(huì)，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(tái)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(guó)生產(chǎn)商或出口商打算與臺(tái)灣進(jìn)行大宗交易，設(shè)置代理尤為必要，因?yàn)檐娛录肮I(yè)等方面的采購(gòu)，均以公開(kāi)招標(biāo)方式進(jìn)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(guò)設(shè)置常駐性代表，才有機(jī)會(huì)及時(shí)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(guó)際貿(mào)易公司為中國(guó)外貿(mào)界積有三十年歷史及誠(chéng)實(shí)信譽(yù)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(gòu)機(jī)構(gòu)以及國(guó)營(yíng)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(lè)意擔(dān)任貴公司產(chǎn)品在臺(tái)灣的獨(dú)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(dú)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(duì)此建議加以考慮，為使雙方均獲利，請(qǐng)任命本公司為貴方在中國(guó)的獨(dú)家代理。 [08:01.46]We hope to receive the detailed tetailed terms under such distributor's agreements. [08:04.02]謹(jǐn)盼收到貴方經(jīng)銷合約之詳細(xì)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(qǐng)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(chéng)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(gè)月以來(lái)同貴公司的交往使我方意識(shí)到貴公司在中國(guó)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(lái)經(jīng)銷貴方托銷人在美國(guó)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(ài)，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(tái)灣的獨(dú)家代理，換句話說(shuō)，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(duì)美國(guó)制藥非常感興趣，并且已經(jīng)在代理其它藥劑，而中國(guó)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(chéng)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(wèn)貴方在韓國(guó)是否已經(jīng)設(shè)置有代理處，我方對(duì)擔(dān)任貴公司的獨(dú)家代理，負(fù)責(zé)貴方成人以及孩童自行車在本國(guó)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(jī)械設(shè)備方面，我方是最大的、具有豐富經(jīng)驗(yàn)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(chǎng)行情，并且與國(guó)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(rèn)為其高質(zhì)量、漂亮的外形以及合理的價(jià)位一定會(huì)吸引顧客。我們前幾天參觀過(guò)貴公司在上海自行車交易會(huì)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(jī)會(huì)，結(jié)果一定會(huì)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(shí)還兼任其他公司的代理，但由于行業(yè)不同并不會(huì)有競(jìng)爭(zhēng)。 [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(cái)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(huì)給貴方提供第一手信息，證明我方是信譽(yù)度極高的代理商。 [10:42.32]We are looking forward to your favorable reply. [10:43.88]謹(jǐn)盼收到貴方的好消息。 [10:45.43]Yours faithfully. [10:46.53]您真誠(chéng)的，

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