Discussing lines of cooperation

Agent: Good morning, Mr I. Pleased to meet you.

Principal: Good morning, Mr A. I'm also very glad to meet you after I've heard so much about your agency firm.

A. That's very kind of you. Well, Mr I., have you considered our proposal?

P. Yes, we have. I must admit we are very much interested in supplying our power equipment to the customers in your country.

A. I'm glad to hear that. You do not limit your activities only to Gov­ernmental circles now, do you?

P. No, we do not. We've started workingon a commercial basis, you know.

A. I am sure you will agree that big jobs, like power projects, taken up and carried out with the assistance of a local agent, become easier, more economical and beneficial.

P. I can't agree more. The role of an experienced, well-reputed local agent becomes really important when a firm executes a contract on a com­mercial basis.

A. Then, if I get you right, you are interested in cooperating with us and we, I believe, may get down to discussing our agency agreement?

P. Certainly.

A. Well, Mr I., we are going to deal with a company of your type for the first time and want to know what services you expect from us.

P. Just the usual obligations, we want you to keep us informed about the market in your country, to obtain orders for us and help us execute them.

A. You mean turn-key contracts, do you?

P. Not only. In all cases we'll need your help in putting up our specialists at hotels. Besides, we want you to help us participate in tenders invited in your country.

A. This matter requires special consideration. I'd say we'll make every ef­fort to help you. What if we discuss it during our next meeting?

P. All right. We've done a good day's job.

(Two days later)

P. If you don't object, Mr A., I'd like to resume the discussion about our participation in tenders in your country.

A. I'm at your service, Mr I. Now that you've brought up the matter, let me tell you that Brown & Co. in our country has just invited tenders for the construction of a high voltage transmission line.

P. That's very interesting.

A. As soon as we sign our agency agreement we shall be able to register your company as a participant.

P. Are there going to be many participants?

A. I don't know exactly. Several western manufacturers of turbines, gen­erators and other power equipment are well-established in our coun­try, but we assure you you can beat the competition if you cooperate with us.

P. You sound optimistic, Mr A.

A. We know your equipment and are absolutely confident that we can es­tablish you successfully in our country if you appoint us your agents.

P. We fully appreciate your desire to help us but are prospects as good as that?

A. Yes, they are. The only drawback is that your equipment is new on our market. To introduce it we'll need substantial sales promotion efforts, including plenty of advertising.

P. Well, Mr A., thank you very much for putting me into the picture.

A. Don't mention it. I'm sure our meeting today will be a good starting point for discussing an agency agreement.

P. Undoubtedly.

admit v признавать desire n желание

well-reputed а пользующийся economical а экономичный

хорошей репутацией drawback n недостаток

high voltage transmission line sales promotion efforts кампания
линия (высоковольтных) элек- по увеличению объема запродаж

тропередач to put into the picture ввести в курс

Confident а уверенный _дела

XIV. Give extensive answers to these questions.

1. Why is the practice of doing business through agents becoming popu­lar? 2. What obligations do agents undertake? 3. How is a publicity cam­paign arranged and what can the principals' contribution be? 4. How do agents assist their principals in executing contracts? 5. What does "selling goods on a consignment basis" mean? What kinds of goods are sold on such terms? 6. What are the main points of an agency agreement that require discussion? 7. What does the agent's commission depend on? 8. How and when are agents paid for the services they give? 9. What does "trade by

tender" mean? 10. Why do tenders submitted through local agents stand a better chance? 11. How do agents help their principals to participate in tenders? 12. How do agents help their principals to execute turn-key con­tracts?

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