在國際貿易中，除了買賣雙方直接逐筆洽談業務并達成交易外，還可以根據業務需要在一些國家或地區選擇可靠的客戶建立代理關系。
委托國外代理商的一個重要的原因，在于代理熟悉當地的市場和實際買家的情況。
可以利用代理在當地市場上的有利條件幫助我們開拓，鞏固和擴大出口市場。
代理關系的建立，雙方的權利及義務，是根據雙方簽訂的代理協議來確定的。
在這種關系下，被稱為委托人的一方，授權給被稱為代理人的另一方，由后者代理前者向第三方訂立合同或進行其他商業行為。
委托人對代理方按其經營金額，以傭金的形式支付酬金。
代理主要有下面三種形式:
獨家代理：委托人授予代理人在某一地區域和一定時期內享有獨家代理銷售某項指定商品的專營權。
一般代理：代理人在特定區域內不享有銷售代理商品的專營權利，只是接受委托人的委托代為銷售商品，收取傭金。
總代理：總代理人具有由委托人授予的較為廣泛的權限，可以代表委托人在推銷商品。
總代理除簽訂合同之外，還從事其他業務活動和辦理一些非商業性的事物，而由委托人承擔法律責任。
下面貓熊哥把有關建立代理關系的談判函電推廣給大家，在實際業務中非常有用！
1.We wish to sell our hand tools in your country, and should like to be put in touch with a company or individual who would be willing to represent us.
我們希望在你們國家銷售我們的手工工具，我們打算聯系愿意代理我們的公司或者個人。
2.We have been in touch with your Chamber of Commerce, who recommend you as a possible agent for the sale of our products in your country.
我們一直與你們的商會保持聯系，他們推薦你們作為我們產品在你們國家銷售可能的代理。
we are one of the largest Diesel Engine manufacturers in China and wish to expand our sales to South East Asian countries.
我們是中國最大的柴油機生產商之一，并希望擴大我們在東南亞國家的銷售。
3.In view of the development of agriculture there, there is an enormous potential market for our agricultural implements.
鑒于你們那里農業的發展，我們的農具在你們那兒有一個巨大潛在的市場。
Since we have been dealing with you in this line for many years and have offices or representatives in all major cities and towns in this country .
因為我們一直與你們做這一行業多年，并在這個國家所有主要城市和城鎮都設有辦事處或代表。
we are confident that your capability will justify our appointing you as our sole agents.
我們是相信，你們的能力將證明我們應該任命你們作為我們的獨家代理
4.You are experienced dealers in pumps, having been in the business for more than twenty years and enjoying good business relations with all the leading wholesalers and retailers in this line.
你們是經驗豐富的泵類經銷商，已經經營了二十多年，享有與所有在此行業的主要批發商和零售商良好的業務關系。
with a view to expanding this busines in your country, we should be glad if you could represent us as sole agency for our pumps.
著眼于在貴國擴大這個業務，我們會很高興如果你能作為我們泵的獨家代理。
5.While appreciating your good intentions to act as our agents and your efforts in selling our products.
非常欣賞你打算作為我們代理的好意，和你對我們產品銷售的努力。
we regret being unable to meet your request to act as our agents in your country as our record with you shows only a moderate volume of business.
但是我們很遺憾無法滿足你在你的國家作為我們代理商的要求。因為你的記錄顯示你的銷售量一般。
We therefore suggest postponement of the matter until a bigger turnover justifies establishing the agency.
因此，我們建議推遲此事直到你有更大的營業額來證明你有資格設立代理機構。
6.As to the agency, we should first know your sales volume, your plan for promoting our products, the possible annual turnover and the import licensing position.
至于代理，我們首先要知道你的銷量，你對促銷我們的產品計劃，每年可能的營業額和取得進口許可證的可能性。
Without this information, it is rather difficult for us to consider the agency problem.
沒有這些信息，這對我們考慮你代理的問題是相當困難的。
7.we are pleased to have received your E-mail Ref.PG567 of the 16th October, in which you propose to offer your service as our exclusive agent for Green Leaf Brand Shirts in Srilanka.
我們很高興能收到十月16日參考號為PG567的E-mail，在信中你打算在斯里蘭卡做我們綠葉牌襯衫的獨家代理。
for which we thank you. After careful consideration, we wish to advise you that we have decided to appoint you as our exclusive agent on the following terms and condition.
為此我們非常感謝。經過慎重考慮，我們想告訴你，我們已經決定在下列條件下任命你為我們的獨家代理。
8.Your past business record has shown your ability in handling our products, Bearing this mind, we would like to offer you the sole agency if you are at all interested.
你過去的業務記錄表明你有能力經銷我們的產品。考慮到這一點，如果你確實感興趣，我們愿意給予你獨家代理權。
We shall quote you our prices at 15% below export list prices with payment to be made at 60 d/s on D/P basis.
我們將給予你比我們出口目錄價格低15%的價格，并且按60天付款交單的方式支付。
9.As you are probably aware, your competitors are firmly established here for their reasonable prices and excellent quality.
正如你所知道的，你的競爭對手以合理的價格和優良的品質而具有超強信譽。
and it will be a hard fight to win business among such powerful rivals.
要贏得如此強大的對手，這將是一場艱苦的斗爭。
As you agents, we are willing to intensify our advertising campaign and make more energetic efforts in pushing the sales of your products.
作為你的代理，我們愿意加強我們的廣告宣傳活動，用更多的努力推動你的產品銷售。
However, you must support us by bearing part of the cost. May we suggest that you would increase the commission to 15% intead of 10%,so as to meet the increased expenses.
但是，你必須承擔相關成本的一部分，作為對我們的支持。所以我們建議您將傭金從10％提高到15％，以滿足增加的費用
10.We find it necessary to point out that the Agency Agreement signed between us last year calls for your efforts to reach the amount of USD100,000.
我們認為有必要指出的是，我們去年簽署的代理協議要求你努力達到USD100,000.的營業額。
However, in going through our records, we find that the business done up to date amounts to USD10，000 only. This is obviously at variance with the target set forth in the aforementioned Agreement and need to be rectified immediately.
但是，通過我們的記錄，我們發現，你們至今才只有10000美元。這顯然是與上述協議中所規定的目標有差別，需要你們立即予以糾正。
We strongly ask you to spare no effort to enlarge business to carry our the provisions of the Agreement.
我們強烈要求你不遺余力地擴大銷售業務以達到我們協議中的規定。
11.If you are interested in establishing an agency here, our Mr. Smith would be pleased to call on you in March, 2017.
如果你有興趣在這里建立一個代理機構，我們的史密斯先生很樂意在2017年三月拜訪你，
12.We are also interested in handling a sole agency for you, which we think would be to our mutual advantage.
我們也有興趣做為你的獨家代理，我們覺得這是對我們雙方都有利。
In view of the steady increase in the demand for our beauty preparations, we have decided to appoint an agent to handle our export trade with your country.
鑒于我們的美容制劑的需求穩步增長，我們已經決定任命一個代理來處理我們與貴國的出口貿易。
13.We appreciate the confidence you show in us by offering us a sole agency here for your products.
我們非常欣賞你授予我們在這里作為你們產品的獨家代理，這表現出你對我們的信心。
14.On all sales, we are entitled to receive a commission of 15%, During the validity of the agrency agreement. we shall not handle any other foreign products of the same line and competitive types.
在所有的銷售，我們有權收取15％的傭金，在協議有效期內，我們將不經意其他國外的相同和有競爭性的產品。
The area to be covered by the agency agreement is confined to Pakistan.
代理協議覆蓋的區域被限制在巴基斯坦。
If you agree to grant us the sole agency we will devote full attention to the development of your products on the Pakistan market and will go into the matter further.
如果您同意授予我們的獨家代理，我們將全力以赴致力于在巴基斯坦市場上開發你們的產品，并將進一步進行市場調查。
We look forward to receiving your favourable reply.
我們期待著您的佳音
Yours faithfully.
XXXX.
15.During the validity of the agency agreement, we shall not handle any other foreign products of the same line and competitive types.
在協議有效期內，我們將不經營其他國外相同和有競爭性的產品。
16.However, after serious consideration, we do not think conditions are ripe to entrust you with the agency at the present stage as the sales volume mentioned in your letter under reply is too small for us to grant you the agency.
但鄭重考慮后，我們認為在現階段委托你方為代理的條件尚不成熟，因你方來信中所述的銷售量太小，我們不能給你代理權。
17.To tell you frankly, the average annual quantity we sold to your country in the past few years is much larger than what you mentioned.
坦白地告訴你，在過去的幾年中，我們平均每年銷售到你國的數量大大地大于你所說的數量。
18.In spite of this, please do not misinterpret our above remark which in no way implies dissatisfaction.
雖然這樣，請不要誤會我們上面所說；我們的話絕沒暗示不滿意。
19.The styles and colours are very much to the taste of our market.
樣式和顏色很適合我們的市場。
20.We have built up a considerable number of well-established connections with excellent business results.
我們已建立起許多鞏固的關系，并有上佳的商業業績。
21.Dear Sirs:
For the past five years we have been selling your Electronic Lighters to wholesalers and large dealers in all parts of Pakistan .
在過去五年我們已經銷售你們的電子打火機給巴基斯坦全國的批發商和大量的經銷商。
and our clients are very much satisfied with your products, the styles and colours are very much to the taste of our market.
我們的用戶非常滿意你們的產品，式樣和顏色很適合我們的市場。
We have built up a considerable number of well-established connections with excellent business results.
我們已經建立起許多鞏固的關系，并有上佳的商務業績。
As we understand that you have no agent in Pakistan, we would like to offer our services.
因為我們知道你們在巴基斯坦還沒有代理，我們愿意提供我們的服務。
For your reference, we would propose a sole agency agreement for a duration of tree years with annual turnover of 50,000, 60,000 and 70,000 pieces for the first, second and third year respectively.
供你參考，我們建議訂立獨家代理協議，限期3年，第一，第二，第三年的每年銷售量分別為5萬，6萬，和7萬只。
22.Dear Sirs:
Thank you for your letter of the 31st October in connection with sole agency.
謝謝你10月31日關于獨家代理的來信。
In reply, we wish to state that we appreciate your efforts in pushing the sales of our Electronic Lighters in Pakistan and we satisfy with your work in the past.
作為答復，我們要指出，我們贊賞你在巴基斯坦推銷我們的電子打火機的努力，我們對你在過去的工作非常滿意。
However, after serious consideration, we do not think conditions are ripe to entrust you with the agency at the present stage as the sales volume mentioned in your letter under reply is too small for us to grant you the agency.
但是，認真考慮后，我們認為在現階段委任你方為代理的條件尚不成熟，因你方來信所述的銷售量太小，我們不能給你代理權。
to tell you frankly, the average annual quantity we sold to your country in the past few years is much larger than what you mentioned.
坦率地告訴你，在過去的幾年中，我們平均每年銷售到你國的數量大大地大于你所說的數量。
In spite of this, please do not misinterpret our above remark. which in no way implies dissatisfaction, If a bigger turnover can be realized to justify establishing the agency we would like you to represent us.
雖然這樣，請不要誤解我們上面所說；我們的話決沒有暗示不滿意。如果有更大的營業額作為依據，我們就可委托你來代理我們。
We hope you will agree with us on this point and continue placing orders with us as you have done so far.
我們希望你能同意我們對此的觀點，并且向你以前一樣繼續訂購我們的產品。
Your faitfully.
XXXX.