-- 首先，我想感謝你盛情邀請我訪問你們美麗的GJ。我希望這次 訪問將有助于促進我們之間的友好關(guān)系。

-- 我們一直在盼著你的到來。有你來做客，真是我們的榮幸。面對 面的談判總是比較方便。

-- 我想告訴你，我們的客戶對你方的最后一批拖鞋非常滿意。拖鞋 的式樣和顏色很符合我們市場的需要。

-- 我們從其他澳大利亞公司那里也聽到了類似的反映。

-- 我知道你們也向其他澳大利亞進口商出售同樣的產(chǎn)品。這使我們 的生意很難做。你知道，我方在經(jīng)營拖鞋業(yè)務方面很有經(jīng)驗，而 且和這一行業(yè)中的所有大批發(fā)商和零售商有很好的業(yè)務關(guān)系。我 打算將來擴大這項業(yè)務。我來訪的原因之一就是想和你們簽訂一 項為期三年的獨家代理協(xié)議。這符合我們雙方的利益，我確信你 方不會有任何反對意見。

-- 謝謝你方好意以及在推銷我方拖鞋上所做的努力。但是你知道你 方市場對這一商品的需求很大。然而根據(jù)我們的記錄，你方去年 的訂貨總量不大，不夠資格做代理。除非你方增加營業(yè)額，我們 無法指定你方為我們的獨家代理。

A: 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.

B: As far as I remember, we sold about 40,000 pairs last year to you alone. Don’t you think this annual turnover is rather conserva- tive for a sole agent?

A: Well, I admit I always do business on the safe side. Could you let me have your proposal then?

B: Let’s put it this way. I propose a sole agency agreement for

Ladies and gents plastic slippers (excluding children’s) for a 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 to be within the continent of Australia (excluding any neighboring island), commission 5%.

A: You certainly drive a hard bargain, Mrs. Brown.

B: On the contrary, Mr. London, we value your friendship more than anything else. We both understand our slippers are very popular in your market on account of their superior quality and competi- tive price. And with the sole agency in your hand, there will be no competition and you can easily control the market, which would naturally result in bigger sales. I’m sure you can fulfill the agreement without much difficulty.

A: Well, if you put it this way, I’ll have to comply. When shall we sign the contract, Mrs. Brown?

B: Tomorrow afternoon.

A: Tomorrow afternoon will be fine.

-- 我就要談這一點。我的建議是：各種尺寸的塑料拖鞋，每年銷售 五萬雙，地區(qū)是整個澳大利亞市場。當然，我們希望有5%的傭金。

-- 我記得，光去年我們就向你們出售了大約四萬雙拖鞋。對獨家代理 來講，你不認為這個年銷售量數(shù)字太過保守了嗎？

-- 是，我承認我做生意從來謹慎從事，那么我聽聽你的建議，好嗎？

-- 這樣說吧，我建議訂一個專銷男、女塑料拖鞋（不包括童鞋）為期 三年的獨家代理協(xié)議，第一年銷六萬雙，第二年銷七萬雙，第三年 銷八萬雙，地區(qū)是整個澳大利亞（不包括任何鄰近島嶼），傭金是 百分之五。

-- 你真會還價，布朗夫人。

-- 恰恰相反，倫敦先生，我們很珍惜你方友誼。我們雙方都知道我們 的拖鞋價廉物美而暢銷于你方市場。你取得了獨家代理權(quán)之后，你 就可以輕而易舉地控制市場，沒有其他競爭，其結(jié)果自然是銷售量 增大。我確信你完成這一協(xié)議不會有任何困難。

-- 好吧，如果你這么說，我只好同意了。布朗夫人，我們什么時候簽 協(xié)議？

-- 明天下午。

-- 行，明天下午。

Dialogue 2

A: I think you know already that I want to discuss the representa- tion for your alarm clocks.

B: Yes, Mr. Bergerson. You mentioned that in your letter. To tell you the truth, your proposal surprised us.

A: Is that so? Anyhow I want to go over the details with you in person, so you can give my suggestion thorough consideration. Our firm specializes in this line of business. We have six sales representatives, who are on the road all the time, covering the whole of the European market.

B: Do you sell direct to shops?

A: Yes, we specialize in handling clocks and watches of all sorts. We have well established channels of distribution and we canvass the retailers direct, without any middlemen.

B: Do you keep a stock of these things?

A: In some cases, such as the wristwatches, which always have a steady market, we keep a stock in London and act as distributors as well as agents. Generally, however, we pass on the orders of our clients to the manufacturers for supply. We are paid for our service, of course.

B: That is, your commission.

-- 想必你已知道，我想和你商談你方鬧鐘的代理問題。

-- 是的，博格森先生，你在信中有提到。說實話，你方的建議使我們 有些意外。

-- 真的嗎？我想親自同你談談細節(jié)問題，這樣你可以好好考慮我的建 議。我們公司專營這項業(yè)務，有六名銷售代表常年在外，負責整 個歐洲市場。

-- 你是否直接銷售給商店？

-- 對，我們專營各類鐘表。我們有良好的銷售渠道，不通過任何中間 商直接向零售商推銷。

-- 你們有庫存嗎？

-- 有的商品如手表，市場很穩(wěn)定，我們在倫敦有庫存，經(jīng)銷商品兼作 代理。然而，一般來講，我們把客戶的訂貨單交給制造商去供貨。 當然，我們根據(jù)所提供的服務取得報酬。

-- 那就是你們的傭金。

A: Yes, our commission is very reasonable. We usually get a 10% commission of the amount on every deal.

B: Our agents in other areas usually get a 3-5% commission.

A: The European market is not familiar with your products. You have competitors from Japan and other continental countries. At the beginning of our campaign, there is sales resistance to overcome, we must send out salesmen to do a lot of traveling and spend a considerable amount of money on advertising in news- papers and TV programs. A 10% commission will not leave us much.

B: According to your estimate, what is the maximum annual turn- over you can fulfill, in round figures, of course?

A: We will always do our utmost to enlarge the business, as our remuneration increases with the turnover, but we will not guar- antee anything, at least not to begin with.

B: We appreciate very much your intention to push the sale of our products. But our suggestion to you, Mr. Bergerson, as a

preliminary step, is to do a little research into the market……

-- 對，我們的傭金很合理。通常我們?nèi)〉玫膫蚪鹗敲抗P成交額的10%。

-- 我們其他地區(qū)的代理商通常拿到百分之三到五的傭金。

-- 歐洲市場對你方產(chǎn)品不熟悉。你們要對付日本和其他大陸GJ的競 爭對手。在推銷活動的開始階段，需要克服銷售方面的阻力，我們 得派出推銷員到處出差，并且耗費大量資金在報紙上和電視節(jié)目里 登廣告。百分之十的傭金對我們來說不算寬裕。

-- 據(jù)你估計，你能完成總的年銷售量是多少？當然講個整數(shù)就行了。

-- 我們當然將竭力擴大業(yè)務，因為隨著銷售量的增加，我們的利潤也 會上升。不過我們不想作出保證，至少在開始階段不行。

-- 謝謝你們有意推銷我們的產(chǎn)品，但是博格森先生，作為第一步，我 們建議你們在市場上做一些調(diào)查研究工作……

 A: Do you mean to say you refuse us the agency?

B: Mr. Bergerson, you leave us no alternative. We can not give you an exclusive agency of the whole European market without

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