最近有盆友問貓熊哥的有關獨家代理為問題，說TA的客戶有要求做他們產品的獨家代理，該如何答復客戶，如何談判獨家代理協議。
這種外貿獨家代理形式進出口都常用，你需要懂得其中的套路和談判技巧。
所以，這里以一個獨家代理的談判實例，培訓一下大家對獨家代理的基本概念和流程。
FOREIGN EXPOTER: It's very nice of you to invite me to a Chinese lunch.
非常感謝你邀請我的中式午餐
CHINESE IMPORTER:The pleasure is mine, I hope you'd like to have Chinese food today for a change, This Chinese restaurant is one of the best in Shanghai, and foreigners visiting Shanghai would never want to miss typical Shanghai cuisine in this restuarant.
這是我的榮幸，我希望你喜歡今天的中餐，換換口味。這家中餐館還是上海最好的餐廳之一，來上海的外國人從不想錯過典型的這家的典型上海料理。
EXPORTER: I've heard of this famous establishment before, I came to China and I 'm sure I 'll like their food.
我以前聽說過這家著名的餐廳，我來過中國兵器我確信我會喜歡他們的食品。
IMPORTER:getting to matters at hand, you told me you're representing xxx Ltd.and that you wish to introduce their products of (Industrial Induction Heaters, Furances and Welders) into our market, is that so?
我們來談談手中的業務吧，你告訴我說你是XXX公司的代表，你打算介紹他們的（工業感應加熱爐，鍋爐和焊機）產品進入我們市場，是那樣的吧？
EXPORTER: Yes. You know, XXX ltd. is an established firm whose products have met with warm reception on the European market for their superior quality and attractive prices, Now they want to develop trade with China and to find an outlet for their products here in Shanghai.
是的，你知道，XXX公司是公認的其產品在歐洲市場以其超高質量和有吸引力的價格備受歡迎。現在他們想開發同中國的貿易，并打算在上海給他們的產品找銷路。
I'll appreciate your strenuous efforts to promote the sales in your market on a commission basis. When your attempts prove to be fruitful, I may even consider appointing you as our sole agent in CHina.
我們將非常感激你在傭金的基礎上在你們市場的促銷的艱苦努力。當你的努力證明有成果，我甚至可能考慮指定你作為我們在中國的獨家代理。
IMPORTER: Well, I suppose we could best discuss this business now, I think you realize that the products you wish to sell are within the scope of our business activities and we have years of experience in this particular line.
我想我們最好可以現在就談論這事，我認為你也認為你希望銷售的產品正好是我們的業務經營范圍，并且我們在這條特殊領域有多年的經驗。
furhermore, we've got many prospective buyer, including retailers and end-users, who are interested in your products, our sales representative pay regular visits to these buyers and have established excellent connections with them.
另外，我們已經有潛在的買家，包括零售商和最終用戶，他們都對你們的產品感興趣。我們的銷售代表定期拜訪這些買家并和他們建立非常好的聯系。
EXPORTER:It's really very interesting to hear that. How many sales representatives do you have?
聽到你說的那些非常令我感興趣。你們有多少銷售代表？
IMPORTER:At present, we have six, They are constantly on the road covering key cities of Zhejiang and Jiangsu Provinces. As a rule, we deal only with exclusive distributors, What I mean is we sell to only one client in any one city.
目前，我們有6個，他們經常去跑在去浙江和江蘇省的主要城市的路上。我們的原則是，我們只和獨家分銷商合作，我的意思是我們在一個城市只賣給一個客戶。
EXPORTER: I see, you sell direct to shops.
我明白，你只賣給商店。
IMPORTER: Yes, our clients are all for speciality products, not the kind of things to sell in bulk to wholesalers, we approach the retailers direct, without any middleman.
是的，我們的客戶都是專營的，并不是大批量賣給批發商的。我們直接接觸零售商，中間沒有中間商。
EXPORTER: Do you keep any stock of the goods?
你們貨物有庫存嗎？
IMPORTER:Generally speaking, we do not keep any stock. We'll just pass the orders onto you, and you supply the clients dierct, However, if you decide to appoint us as your sole agent, we may consider carrying a limited quantity of stock on hand.
通常來說，我們沒有任何庫存，我們只是把訂單給你，你直接給他們供貨。但是，如果你決定指定我們作為你的獨家代理，我們可以考慮手里持有限的庫存。
EXPORTER: Then what price should we quote you?
那么我們給你報什么價格呢？
IMPORTER:Well, we would like to have you quote list prices, and then decide what discounts to offer according to whether we supply retailers or end-users, I suppose you might as well work out your prices from your costs.
我們喜歡得到你們的價格表單，然后根據我們給零售商還是最終用戶供貨來決定多少折扣價格。我想你們應該根據你們成本而算出的價格表。
EXPORTER: Yes. but before fixing our prices, we have to know what your service charges will be.
是的，但是定價前我們需要知道你們的服務費是多少？
IMPORTER: Do you mean commision? That is what I am thinking about. You can raise your prices so as to cover us with a certain percentage, which is to be decided through friendly consultation
你是說傭金？ 那也是我們在考慮的。你可以提高你的價格來包括我們一定的傭金比率。傭金比率可以通過友好協商決定。
EXPORTER: Yes, I like the idea of a percentage, we know where we stand.
是的，我們喜歡比率的說法，我們清楚我們的立場。
IMPORTER:And our remuneration increases with the turnover, But as you know to start with, we'll have more difficulties with new products.Therefore, we would like to ask for a guranteed mininum, I mean an allowance you are going to pay us, say monthly, even if the sales do not warrant it.
并且我們的報酬要隨著營業額的增加而增加。但是你知道剛開始，我們將非常困難推銷新產品。因此，我們要求應該有最低保障費。我的意思是，
每月即使沒有達到最低量，你們應該支付我們津貼。
othervise, with all the travelling and advertising that is to be done, especially at the beginning of our sales campaign, we might find ourselves out of pocket, After all, you can hardly expect us to finance your sales promotion
否則，所有的差旅費，廣告費尤其是在剛開始的促銷活動費用的支持，我們會發現我們透支了。如果這樣，你就很難期望我們有財政支出支持對你產品的推銷了
EXPORTER:You are driving a .... how do you say?
你在進行...你說怎么辦吧？
IMPORTER: Driving a hard bargain
在進行殺價
EXPORTER: Yes,
是的
IMPORTER:Well, you think so? Supposing you decide to grant us the agency and we both agree on the terms, you should send us as many as possible price lists, illustrated catalogues, and also leaflets to be distributed among our clients.
哦，你這么想？ 假如你決定指定我們作為代理，我們雙方就這些條款達成一致。你們將寄給我們很多價格表，圖文樣本，產品頁等發給們的用戶。
EXPORTER: Yes, we can give you all that. Then what rate of commission do you expect from us?
是的， 我們可以提供你所有那些資料。那么你希望我們給你多少傭金？
IMPORTER: To start with, we expect 7% commision, It's very reasonable, isn't it? and the area to be designated for our agency representation should include Shanghai, Zhejiang Province and Jiangsu Province.
剛開始，我們希望7%的傭金。這非常合理，不是嗎？而且我們代理的地區應該包括上海，浙江省和江蘇省。
EXPORTER: I hope we can see eye to eye about your rate of commissioon and the terms of the agency agreement, But I'll have to consult my home office and see what they have to say. This is a matter of importance and it cannot be settled cursorily.
我們希望認真的研究你的傭金和代理協議的條款，但是我必須咨詢我們公司，并且看看他們這么說。這是非常重要的事情我們不能草率達成協議。
IMPORTER: Good, Well, let's have lunch together and then we can continue discussing others points this aftermoon
好的，那么，我們一起去吃午餐，然后，下午我們可以繼續討論其他的問題。