外贸业务谈判进程:Agency 代理(1)

S: First of all, I would like to thank you for your kind invitation extended to me to visit your beautiful country. I hope my visit will help promote our established friendly relationship.
L: We've been looking forward to your visit. It is always more convenient to have face-to-face discussions.

史：首先，我想感谢你们盛情邀请我访问你们美丽的国家。我希望这次访问将有助于促 我们之间已有的友好关系。
李：我们一直在盼望你的来访。面对面的谈判总是比较方便些。

S: Yes. I would like to tell you that my clients are very satisfied with the last delivery of your plastic slipper. They find the styles and colors are to the taste of our consumers.
L: We've received some similar comments from other Australian firms too.

史：是的。我想告诉你我们顾客对你们交的最后一批塑料拖鞋非常满意。他们认为拖鞋的式样和颜色都符合消费者的要求。
李：我们从其他澳大利亚商号也听到类似的反映。

S: This is just what I want to discuss with you. I understand you are selling the same products to some other Australian importers. This tends to complicate my business. As you know, I am experienced in the business of slippers and enjoy a good business relationship with all the leading wholesalers and retailers in that line. I have a mind to expand this business in the years to come.
L: I see.

史：这正好是我想和你讨论的问题。我知道你们向其他澳大利亚进口商出售同样的产品。 样会使我们的业务活动变得复杂化。你知道，我对经营妥协业务富有经验，而且和这一行业中所有大批发商和零售商有很好的业务联系。我想在以后的年月里扩大这项业务。
李：我懂了。

S: So, one of the reason of my visit here is to sign sole agency agreement with you on this item for a period of 3 years. As it is to our mutual interest and profit, I am sure you'll have no objection to it.
L: We appreciate your good intention and our effort in pushing the sale of our slippers. But as you know the demand for this item in your market is substantial. However, according to our records, the total amount of our order last year was moderate, which does not warrant an agency appointment. Unless you increase the turnover we can hardly appoint you as our sole agent.

史：所以我来访的原因之一是想和你们签定一项为期三年的塑料拖鞋独家代理协议。因为这符合双方的利益，我确信你不会有反对意见的。
李：我们感谢你的好意以及在推销我拖鞋方面所做的努力，但是你也知道你们市场对这一商品的需求很大。然而根据我们的纪录，你们去年的订货总量不大，证明不了你足以胜任我们的代理。除非你们增加营业额，我们无法指定你为我方独家代理。

S: I'll come to that. My proposal is: plastic slippers of all sizes. 50,000 pairs annually within the area of the whole Australian market. We expect a 5% commission, of course.
L: As far as I remember, we sold about 40,000 pairs last year to you alone. Don't you think the annual turnover for a sole agent is rather conservative?

史：我就要谈这一点。我的建议是：各种尺寸的塑料拖鞋，每年销售5万双，地区是整个澳大利亚市场。当然，我们希望有5％的佣金。
李：根据我的记忆，我们去年单向你方就出售了大约4万双。对独家代理来讲，这样一个年销售量，你是否认为太保守了？

S: Well, I admit I always do business on the safe side. Could you let me have your proposal then?
L: Let's put it this way. I propose a sole agency agreement for ladies' and gents' plastic slippers (excluding children's) for duration of 3 years; 60,000 pairs to be sold in the first year, 70,000 pairs in the second year, and 80,000 pairs in the third year. The area is within the continent of Australia (excluding any neighboring islands). Commission: 5%.

史：是啊，我承认我做生意从来谨慎从事。那么，让我听听你的建议，好吗？
李：是不是这样办。我建议订一个专销男、女塑料拖鞋（不包括童鞋）的独家代理协议， 期三年；第一年销6万双，第二年销7万双，第三年销8万双。地区是整个澳大利亚大陆（不包括任何邻近岛屿）。佣金5％。

S: You are sure hard on me, Mr. Li.
L: On the contrary, Mr. Smith, we value your friendship more than anything else. We both understand that our slippers are very popular in your market on account of their superior quality and competitive price. And with the Sole Agency in your hand, there will be no competition and you could easily control the market, which would naturally result in bigger sales. I'm sure you can fulfill the agreement without much difficulty.
史：你真苛刻，李先生。
李：恰恰相反，史密斯先生，我们珍惜你方的友谊比什么都觉得宝贵。我们双方都知道中国拖鞋价廉物美因而畅销于你方市场。你取得了独家代理权以后，你可以轻而易举地控制市场，其结果，自然是销量增大。我确信你能毫无困难地完成这一协议的。

S: Well, if you put it this way, I have to comply. When shall we sign the contract, Mr. Li?
L: Tomorrow afternoon.
S: Tomorrow afternoon will be fine.

史：好吧，如果你这么说，我只好同意了。李先生；我们什么时候签协议？
李：明天下午。
史：明天下午行。