在國際貿(mào)易中，除了買賣雙方直接逐筆洽談業(yè)務(wù)并達(dá)成交易外，還可以根據(jù)業(yè)務(wù)需要在一些國家或地區(qū)選擇可靠的客戶建立代理關(guān)系。
委托國外代理商的一個(gè)重要的原因，在于代理熟悉當(dāng)?shù)氐氖袌龊蛯?shí)際買家的情況。
可以利用代理在當(dāng)?shù)厥袌錾系挠欣麠l件幫助我們開拓，鞏固和擴(kuò)大出口市場。
代理關(guān)系的建立，雙方的權(quán)利及義務(wù)，是根據(jù)雙方簽訂的代理協(xié)議來確定的。
在這種關(guān)系下，被稱為委托人的一方，授權(quán)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(jìn)行其他商業(yè)行為。
委托人對(duì)代理方按其經(jīng)營金額，以傭金的形式支付酬金。
功夫外貿(mào)公眾號(hào) GFWAIMAO 手機(jī)上學(xué)習(xí)外貿(mào)和外貿(mào)英語口語
代理主要有下面三種形式:
獨(dú)家代理：委托人授予代理人在某一地區(qū)域和一定時(shí)期內(nèi)享有獨(dú)家代理銷售某項(xiàng)指定商品的專營權(quán)。
一般代理：代理人在特定區(qū)域內(nèi)不享有銷售代理商品的專營權(quán)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(quán)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(yè)務(wù)活動(dòng)和辦理一些非商業(yè)性的事物，而由委托人承擔(dān)法律責(zé)任。
下面就是請(qǐng)求做代理的函電：
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(jīng)銷售你們的電子打火機(jī)給巴基斯坦全國的批發(fā)商和大量的經(jīng)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(chǎn)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(jīng)建立起許多鞏固的關(guān)系，并有上佳的商務(wù)業(yè)績。
As we understand that you have no agent in Pakistan, we would like to offer our services.
因?yàn)槲覀冎滥銈冊(cè)诎突固惯€沒有代理，我們?cè)敢馓峁┪覀兊姆?wù)。
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(dú)家代理協(xié)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。
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(quán)收取15％的傭金，在協(xié)議有效期內(nèi)，我們將不經(jīng)意其他國外的相同和有競爭性的產(chǎn)品。
The area to be covered by the agency agreement is confined to Pakistan.
代理協(xié)議覆蓋的區(qū)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(dú)家代理，我們將全力以赴致力于在巴基斯坦市場上開發(fā)你們的產(chǎn)品，并將進(jìn)一步進(jìn)行市場調(diào)查。
We look forward to receiving your favourable reply.
我們期待著您的佳音
Yours faithfully.
XXXX.
Dear Sirs:
Thank you for your letter of the 31st October in connection with sole agency.
謝謝你10月31日關(guān)于獨(dú)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(fù)，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(jī)的努力，我們對(duì)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(rèn)真考慮后，我們認(rèn)為在現(xiàn)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(quán)。
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(shù)量大大地大于你所說的數(shù)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(qǐng)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(yè)額作為依據(jù)，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.