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Conversations

Dialogue 1

A: First of all, I would like to thank you for your kind invitation to visit your beautiful country. I hope my visit will help to promote a friendly relationship between us.

B: We’ve been looking forward to your visit. It is a great pleasure for us to have you as our guest. It is always more convenient to discuss things face to face.

A: I would like to tell you that my clients are very satisfied with the last delivery of your slippers. The styles and colors are very much to the taste of our market.

B: We’ve received some similar comments from other Australian firms too.

A: I understand you are selling the same products to some other Australian importers. This tends to complicate my business. As you know, I am experienced in the business of slippers and enjoy a good business relationship with all the leading whole- salers and retailers in that line. I have a mind to expand this business in the years to come. One of the reasons of my visit here is to sign a sole agency agreement with you on these items for a period of 3 years. As it is to our mutual interests and profit, I am sure you’ll have no objection to it.

B: We appreciate your good intention and your effort in pushing the sale of our slippers. As you know, the demand for this item in your market is quite substantial. However, according to our records, the total amount of your order last year was moderate, which does not warrant an agency appointment. Unless you increase the turnover we can hardly appoint you our sole agent.

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

-- 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品。這使我們 的生意很難做。你知道，我方在經營拖鞋業務方面很有經驗，而 且和這一行業中的所有大批發商和零售商有很好的業務關系。我 打算將來擴大這項業務。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 三年的獨家代理協議，第一年銷六萬雙，第二年銷七萬雙，第三年 銷八萬雙，地區是整個澳大利亞（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之后，你 就可以輕而易舉地控制市場，沒有其他競爭，其結果自然是銷售量 增大。我確信你完成這一協議不會有任何困難。

-- 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 協議？

-- 明天下午。

-- 行，明天下午。

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