剑桥商务英语Unit 10 Agency

商务英语作者：阮绩智责任编辑：张琛出版日期：2011年12月IDPN:308-2011-58课件章数：124Copyright©2002byTheMcGraw-HillCompanies,Inc.Allrightsreserved.LearningObjectivesUnderstandtherolesanagentplaysininternationalbusinessUnderstanddifferenttypesofagentsininternationalbusinessDescribetheadvantagesanddisadvantagesofusingagentsNegotiatetermsandconditionsoftheagencyagreementWriteletterstodealwithagencymatters4Copyright©2002byTheMcGraw-HillCompanies,Inc.Allrightsreserved.SpeakingTaskStartingUp1ListeningTask23ReadingTask5WritingTaskFollow-upPractice64543216Contents4Copyright©2002byTheMcGraw-HillCompanies,Inc.Allrightsreserved.10.1StartingUp10.1.1Therearedifferenttypesofagents.Workwithyourpartnertoworkoutasmanytypesofagentsasyoucanandthenexplainthefunctionsofeach.generalagentAgent4Copyright©2002byTheMcGraw-HillCompanies,Inc.Allrightsreserved.10.1.2Workinpairstoworkoutasmanyfactorsasyoucanthatneedtobeconsideredwhenappointingasalesagent.Forexample:theagent’spastandpresentbusinessrelationshipwiththeprincipalexperiencefinancialposition4Copyright©2002byTheMcGraw-HillCompanies,Inc.Allrightsreserved.10.1.3Discussthefollowingquestionsinpairsorsmallgroups.1)Whatarethemainconsiderationsforusinganagent?2)Howcanwefindagentsinforeigncountries?3)Whatcanforeignagentsdotohelpyoutosellyourproductsoverseas?4Copyright©2002byTheMcGraw-HillCompanies,Inc.Allrightsreserved.Inthispartyouwilllistentotwopassagesandoneconversationaboutagency.Trytofinishtheexerciseswhilelistening.Areyouready?10.2ListeningTask10.2.1Listentothepassageandcompletethefollowingtable.AgenciesinInternationalTradeReasonsforforeignagentsInternationaltradeisrather__________becausethereare_________and__________intermsof_________,measurementsystems,_______________,tradecustomsandhabits,_______,________________________andother_______________.Aforeignagentis__________with________________________andcanoperatethebusiness_____________.Twotypesofagents1)_______________whoactsforhis______________with______________tosellina_____________ona_______________andhewillnotsell________that________theproductsofthe_________.2)______________whoactsunder_________from__________tosellortobuygoodsonthe__________________,charginga___________underan_________concerned.Theprincipal’sinvestigationonhisagentincludes:1)qualification______________________________2)________________________________________3)________________________________________4)thereliabilityandthefinancialpositionofthefirm5)________________________________________6)________________________________________7)________________________________________complicatedobstaclesdifferencescurrencycommerciallawstariffstransportationandinsuranceartificialobstaclesfamiliarlocalconditionsandthemarkettomutualbenefitAnexclusiveagentforeignprincipalexclusiverightsparticularareacommissionbasisproductscompeteprincipalAgeneralagentinstructionshisprincipalbesttermsobtainablecommissionagreementexperienceprofessionalmoralitytheirpromotingandgoods-selectingskillstheirreliableconnectionsinthedesignatedareawhetherthefirmisalsoanagentofsimilargoods10.2.2Listentothepassageandcompletethefollowingtable.ForeignAgentsFunctionsperformedbyforeignagents1)To_________________foryourproductsand________________tothesepeople.2)To_______________________________foryourproduct.3)To_______________and_____________________inbusinessdealingsin_________________.4)To__________________ofyourpublicitymaterials5)Tohelpyouwith___________and/or_________________.6)To________________with_________________________.Differenttypesofforeignagents1)__________________usedmostoftenby________andpaida__________________onlywhenthe___________.2)_______________paid_____________todocertainworkforyourcompanyover______________________.3)________________placedon___________butalsoreceivea______________________.The________providesthemwith________tohelp______theirbusinesswhilethe_____________givesthemadditional__________toworkharder___________.identifycustomersmarketyourgoodsuncoverotheropportunities/marketstranslateforyouactasyourinterpretertheforeigncountryvalidatetranslationlocaltravellivingarrangementsprovideguidancelocalgovernmentregulationsCommissionedagentsexportersapercentageofasalesaleismadeRetaineragentsafixedamountaspecifiedperiodoftimeRetainer/commissionedagentsaretainerpercentagefromeachsaleretainerfundsruncommissionincentiveonyourbehalf10.2.3Listentotheconversationandanswerthefollowingquestions.1)WhatistherelationshipbetweenMs.ZhangandMr.Wood?_______________________________________________________________2)WhatdidMs.ZhangofferMr.Wood?______________________________________________________________3)WhatisthetermsofagencyproposedbyMs.Zhang?_______________________________________________________________4)DidMr.Woodaccepttheproposal?Whatdidhesay?______________________________________________________________5)Whatistheagreementtheyhavereachedregardingthesoleagency?______________________________________________________________6)WhatisMr.Woodnotexpectedtodoasasoleagent?_____________________________________________________________