Unit 22 AgencyAgency

Let’s think What is agency?

 Listening Listening  Speaking Speaking  Business Reading Business ReadingBusiness Reading  Grammar Grammar  Practice Exercises Practice ExercisesPractice Exercises Unit 22 Agency

Listening 1. We discussed agency agreements with you. 2. Are you still interested in representing us in China? 3. We should have to be sure whether any of your equipment overlaps what we are handling. 4. Oh, we would ask you to take a sole agency. 5. I think I’m quite clear now after your explanation. Task One: Listen to the dialogue first and repeat the following sentences.

Mr. Kent: When you were in Tokyo last year, we discussed agency agreements with you. Do you ____________ that? Mr. Johnson: Yes, it was about the car power _________, am I right? Mr. Kent: That’s right. Are you still interested in representing us in China? Mr. Johnson: Yes. But there are a few points which need further _________ before we can give you a _________ answer. Mr. Kent: What are they then? Mr. Johnson: First, we should have to be sure whether any of your equipment overlaps what we are handling. Mr. Kent: Are you thinking of the domestic machinery or of the _________ equipment? Listening Task Two: Listen to the dialogue again and fill in the missing words. ( Ⅰ ) remember plants studyingdefinite imported

Mr. Johnson: Both. Second, what’s the extent of agency, sole agency or _________ agency? Mr. Kent: Oh, we would ask you to take a sole agency. Mr. Johnson: Third, and also finally, to what _________ would you help us technically? Mr. Kent: We would assign one of our _________ representatives to train your staff members who are ________________ our equipment. Mr. Johnson: I see. I think I’m quite clear now after your explanation. Thank you. I’ll arrange another meeting with you when your _________ contract is ready. Listening Task Two: Listen to the dialogue again and fill in the missing words. ( Ⅱ ) common extent technical in charge of draft

Listening Task Three: Listen to the dialogue the last time and answer the following questions. ● Does Mr. Johnson agree to be the agent of Mr. Kent? ● What kind of product does Mr. Johnson represent? ● What kind of agent will Mr. Johnson be? ● What will Mr. Johnson arrange when his draft contract is ready?

Speaking Task Four: Pairwork. Situation : Situation : Mr. Cheng, a representative of the China Textiles Imp. & Exp. Corporation holds a discussion with Mr. Johnson, a foreign businessman, who applies to be an agent in his market for knitwear from China. The following may be useful: I’m willing to be a … agent for your product. What kind of advantage can you offer? We’ve more than 10 years trading experience. What’s the minimum annual sales you can guarantee? …

Business Reading 1. Why do agents play a very important role in foreign trade? 2. What the main types of agents? 3. What should we get to know about a prospective agent? Questions:

Business Reading agent Guessing Game qualification principal male suit exclusive [ 'eid ʒ ənt ] n. 代理 人，代理商 [ sju:t ] v. 适合，满足 [ 'prinsəp(ə)l, -sip- ] a. 主要的 n. 负责人；校长；资本 [ meil ] n. 男性 [iks'klu:siv ] a. 独占的，唯 一的，排外的 [.kw ɔ lifi'kei ʃ ən ] n. 资格，条 件，限制

Business Reading by means of Guessing Game play a role 用，凭借 起作用

FT Business Reading Choosing Game ( ) 1. International trade can be handled not only by direct negotiation between the buyers and the sellers but also by means of agencies. ( ) 2. A commission agent should be a firm. ( ) 3. Exclusive agents have sole rights to sell certain commodities in a certain area. ( ) 4. Exclusive agents don’t charge a commission for their services. ( ) 5. In choosing an agent, we should make an inqurires of a prospective agent. FTTF OR T

1. He is the European ______________ for many Japanese companies. 2. As our sole agent, you can get 5% ______________. 3. What sort of ______________ do you need for the job? 4. He _______________________ in developing production. 5. They succeeded ______________ hard working. 6. That arrangement will ______________ me quite well. 7. Our firm is ______________ in India by Mr. Hall. 8. To a certain ______________ his ideas are valuable. Business Reading Filling Game commission agent represented qualification plays an important role extent by means of suit agent commission qualification plays an important role by means of suit represented represented extent

Grammar

1 Mr. Jimmy Hecker will come for a site visit this autumn. Mr. Jimmy Hecker signed the contract in Beijing last September. 正确答案： Mr. Jimmy Hecker who signed the contract in Beijing last September will come for a site visit this autumn. 主 句 定 语 从 句定 语 从 句定 语 从 句定 语 从 句 变为 who 先 行 词先 行 词先 行 词先 行 词

2 You will be delighted with the excellent service. Our company offers its dealers excellent service. 正确答案： You will be delighted with the excellent service which/ that our company offers its dealers.

3 He is the employee. His work is the best in the company. 正确答案： He is the employee whose work is the best in the company.

4 The factory has got one success after another ． We visited the factory last week ． 正确答案： The factory we visited last week has got one success after another.

5 We are considering the trade terms. The trade terms might adverse to the interest of our principal. 正确答案： We are considering the trade terms which/ that might adverse to the interest of our principal.

1. Let us talk about our product line __________ includes digital cameras and phone-cameras A. when B. where C. what D. which 2. You can contract Mr. Liu __________ is the sales manager in that trading company. A. which B. whose C. who D. whom 3. Considering the quality, I should say the price __________ we offered is reasonable. A. that B. whom C. whose D. who 4. The people __________ own a business together are business partners. A. that B. whom C. whose D. who 5. Over 70 percent of the products __________ are sold in supermarkets in the USA are imported from Japan. A. which B. whose C. who D. whom Grammar Choosing Game D C A D A

6. All __________ we can do is to increase our order to $60,000. A. that B. whom C. whose D. who 7. What is the minimum annual sales __________ you can guarantee if we appoint you as our agent? A. that B. whom C. whose D. who 8. In international trade, an invoice __________ shows the number of cases, their weight and their value is required. A. which B. whose C. who D. whom 9. May I have a chance to visit the factory __________ pruducts are quite popular in European Market. A. which B. whose C. who D. whom A. which B. whose C. who D. whom 10. We allow a cash discount of 20% on payment __________ is made within 15 days. A. that B. whose C. who D. whom A. that B. whose C. who D. whomGrammar Choosing Game A A A B A

Practice Exercises Task One for Word Study 1. commodity a. methods 2. exclusive b. international business 3. handle c. company 4. means d. order 5. foreign trade e. sole 6. firm f. goods 7. instruction g. future 8. prospective h. deal in

1. 在发展对外贸易中，代理商往往起着重要的作用。 2. 主要有两种代理商，佣金代理商和独家代理商。 3. 佣金代理商按照某种协议或合同为其服务收取佣金。 4. 代理商知道什么商品适合该地区的需要以及该市场所能承受 的价格水平。 Practice Exercises Task Two for Translating In developing foreign trade, agents often play a very important role. There are mainly two types of agents: Commission agent and Exclusive agent. Commission agent charges a commission for his services under some kinds of agreements or contract. The Agents know what goods are the best suited to the area and what prices the market will bear.

1. We feel that your firm is the right one to be our sole agent in your country and we will have the pleasure of offering you a sole agency. 2. I propose the annual turnover is 10,000 pieces. 3. Brokers who negotiate sales and purchase contracts for the buyers and the sellers without their own in the goods. 4. Exclusive agents have the authority to sell the goods in their own name for the principal, to receive payment, and to decide to sell goods at times and prices which they consider advisable. 5. The agency agreement may be drafted by one of the parties in consulation with the other. Practice Exercises Task Two for Translating 我们觉得贵公司是担任我方在你国的独家代理的最佳人选，我们乐于提名你们 担任我们的独家代理。 我建议年销售量为一万件。 经纪人为买卖双方磋商销售合同和购货合同，而自己对货物没有所用权。 包销代理人有权以自己的名义为委托人销售货物，收取货款，并决定在他们认为合 适的时候，以合适的价格出售货物。 代理协议经双方洽商后，可由一方起草。

Practice Exercises Task Three for Clozing When a company wants to develop _______ business in foreign trade, it often seeks a foreign company or businessman to sell its products in an area too far away _______ effectively by itself. In this case the former is called ________ or supplier, the later _______. The agent earns his ________ on the selling prices. The relation between the principle and the agent is called _________. 1. A. it B. its C. it’s D. their 2. A. to cover B. cover C. to be covered D. covering 3. A. agent B. agency C. retailer D. principal 4. A. agent B. agency C. retailer D. principal 5. A. money B. commission C. discount D. bonus 6. A. agent B. agency C. retailer D. principal B C DA B B

Scene ：上海宏大实业有限公司想指定一家公司为其产品在香港地区 的独家代理。请你根据下述信息填写下面的代理协议。 Hints: 上海宏大实业有限公司指定新加坡华兴贸易私人有限公司为 其 “ 美玲 ” 牌洗衣机在香港地区的独家代理。订单价值不低于 10 万 美元，有效期为 2008 年 10 月 1 日至 2009 年 9 月 30 日。一年佣金按 净发票售价的 5% 。 Key Words: 青岛宏大实业有限公司 : Shanghai Hongda Industrial Co., Ltd. 新加坡华兴贸易私人有限公司 : Huaxing Trading Co., Ltd, Singapore “ 美玲 ” 牌洗衣机 : “Mei ling Brand” Washing Machines 按净发票售价 : on the net invoiced selling price Practice Exercises Task Four for Writing 空白表示范表

Scene ：上海宏大实业有限公司想指定一家公司为其产品在香港地区 的独家代理。请你根据下述信息填写下面的代理协议。 Hints: 上海宏大实业有限公司指定新加坡华兴贸易私人有限公司为 其 “ 美玲 ” 牌洗衣机在香港地区的独家代理。订单价值不低于 10 万 美元，有效期为 2008 年 10 月 1 日至 2009 年 9 月 30 日。一年佣金按 净发票售价的 5% 。 Key Words: 青岛宏大实业有限公司 : Shanghai Hongda Industrial Co., Ltd. 新加坡华兴贸易私人有限公司 : Huaxing Trading Co., Ltd, Singapore “ 美玲 ” 牌洗衣机 : “Mei ling Brand” Washing Machines 按净发票售价 : on the net invoiced selling price Practice Exercises Task Four for Writing Exclusive Agency Agreement 1. The parties Concerned Party A: ____________________________________________ Party B: ____________________________________________ 2. Appointment Party A ______ Party B as its _______________________ 3. Commodity _____________________________________________________ 4. Commission Party A shall pay Party B ___________________________ 5. Validity of agreement This agreement shall remain in force for 12 months from October 1, 2008 to September 30, 2009

Scene ：上海宏大实业有限公司想指定一家公司为其产品在香港地区 的独家代理。请你根据下述信息填写下面的代理协议。 Hints: 上海宏大实业有限公司指定新加坡华兴贸易私人有限公司为 其 “ 美玲 ” 牌洗衣机在香港地区的独家代理。订单价值不低于 10 万 美元，有效期为 2008 年 10 月 1 日至 2009 年 9 月 30 日。一年佣金按 净发票售价的 5% 。 Key Words: 青岛宏大实业有限公司 : Shanghai Hongda Industrial Co., Ltd. 新加坡华兴贸易私人有限公司 : Huaxing Trading Co., Ltd, Singapore “ 美玲 ” 牌洗衣机 : “Mei ling Brand” Washing Machines 按净发票售价 : on the net invoiced selling price Practice Exercises Task Four for Writing Exclusive Agency Agreement 1. The parties Concerned Party A: Shanghai Hongda Industrial Co., Ltd. Party B: Huaxing Trading Co., Ltd, Singapore 2. Appointment Party A appoints Party B as its exclusive agent 3. Commodity “Mei ling Brand” Washing Machines 4. Commission Party A shall pay Party B a commission of 5% on the net invoiced selling price. 5. Validity of agreement This agreement shall remain in force for 12 months from from October 1,2008 to September 30, 2009

The end