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-- 首先，我想感谢你盛情邀请我访问你们美丽的国家。我希望这次 访问将有助于促进我们之间的友好关系。
-- 我们一直在盼着你的到来。有你来做客，真是我们的荣幸。面对 面的谈判总是比较方便。
-- 我想告诉你，我们的客户对你方的最后一批拖鞋非常满意。拖鞋 的式样和颜色很符合我们市场的需要。
-- 我们从其他澳大利亚公司那里也听到了类似的反映。
-- 我知道你们也向其他澳大利亚进口商出售同样的产品。这使我们 的生意很难做。你知道，我方在经营拖鞋业务方面很有经验，而 且和这一行业中的所有大批发商和零售商有很好的业务关系。我 打算将来扩大这项业务。我来访的原因之一就是想和你们签订一 项为期三年的独家代理协议。这符合我们双方的利益，我确信你 方不会有任何反对意见。
-- 谢谢你方好意以及在推销我方拖鞋上所做的努力。但是你知道你 方市场对这一商品的需求很大。然而根据我们的记录，你方去年 的订货总量不大，不够资格做代理。除非你方增加营业额，我们 无法指定你方为我们的独家代理。
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.
-- 我就要谈这一点。我的建议是：各种尺寸的塑料拖鞋，每年销售 五万双，地区是整个澳大利亚市场。当然，我们希望有5%的佣金。
-- 我记得，光去年我们就向你们出售了大约四万双拖鞋。对独家代理 来讲，你不认为这个年销售量数字太过保守了吗？
-- 是，我承认我做生意从来谨慎从事，那么我听听你的建议，好吗？
-- 这样说吧，我建议订一个专销男、女塑料拖鞋（不包括童鞋）为期 三年的独家代理协议，第一年销六万双，第二年销七万双，第三年 销八万双，地区是整个澳大利亚（不包括任何邻近岛屿），佣金是 百分之五。
-- 你真会还价，布朗夫人。
-- 恰恰相反，伦敦先生，我们很珍惜你方友谊。我们双方都知道我们 的拖鞋价廉物美而畅销于你方市场。你取得了独家代理权之后，你 就可以轻而易举地控制市场，没有其他竞争，其结果自然是销售量 增大。我确信你完成这一协议不会有任何困难。
-- 好吧，如果你这么说，我只好同意了。布朗夫人，我们什么时候签 协议？
-- 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，我想和你商谈你方闹钟的代理问题。
-- 是的，博格森先生，你在信中有提到。说实话，你方的建议使我们 有些意外。
-- 真的吗？我想亲自同你谈谈细节问题，这样你可以好好考虑我的建 议。我们公司专营这项业务，有六名销售代表常年在外，负责整 个欧洲市场。
-- 你是否直接销售给商店？
-- 对，我们专营各类钟表。我们有良好的销售渠道，不通过任何中间 商直接向零售商推销。
-- 你们有库存吗？
-- 有的商品如手表，市场很稳定，我们在伦敦有库存，经销商品兼作 代理。然而，一般来讲，我们把客户的订货单交给制造商去供货。 当然，我们根据所提供的服务取得报酬。
-- 那就是你们的佣金。
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……
-- 对，我们的佣金很合理。通常我们取得的佣金是每笔成交额的10%。
-- 我们其他地区的代理商通常拿到百分之三到五的佣金。
-- 欧洲市场对你方产品不熟悉。你们要对付日本和其他大陆国家的竞 争对手。在推销活动的开始阶段，需要克服销售方面的阻力，我们 得派出推销员到处出差，并且耗费大量资金在报纸上和电视节目里 登广告。百分之十的佣金对我们来说不算宽裕。
-- 据你估计，你能完成总的年销售量是多少？当然讲个整数就行了。
-- 我们当然将竭力扩大业务，因为随着销售量的增加，我们的利润也 会上升。不过我们不想作出保证，至少在开始阶段不行。
-- 谢谢你们有意推销我们的产品，但是博格森先生，作为第一步，我 们建议你们在市场上做一些调查研究工作……
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
