FOCUS 7. Letters to make up.

1. Make up a letter to the Chamber of Commerce asking for some information about the Agents. Follow the plan:

Ø introduce your company to advantage;

Ø outline the cooperation you seek;

Ø don’t forget about a complimentary close.

2. Make up a letter from a Principal to an Agent offering an Agency. Follow the plan:

Ø introduce your company;

Ø explain where you have obtained the information about the Agent;

Ø outline the services you require from the Agent;

Ø specify the Agency terms (exclusive or non-exclusive, territory, commission, way of settling accounts, Principal’s support, terms of delivery, term of the contract, claims, other provisions);

Ø don’t forget about a complimentary close.

3. Make up a letter to a Client requesting an Agency. Follow the plan:

Ø introduce you company and explain where you have got the information about the Client;

Ø provide convincing arguments that your future cooperation will be fruitful;

Ø specify your terms;

Ø don’t forget about a complimentary close.

4. Write a reply to letter No. 29, Focus 6.

FOCUS 8. Role play.

1. You are a Russian export manufacturer and you find you must raise your prices owing to rising costs in your country. You phone your foreign agent and ask him if he thinks the market will stand the proposed increases.

The agent informs you of the growing competition on this market from Indian and Chinese products all of which are of quite good quality and considerably cheaper than yours. He thinks that your current prices are too high for the market and competitors are winning customers from you. He adds that the quality of your products is outstanding and meets customers’ requirements but he thinks that you should reduce your prices if you wish to remain competitive.

You ask your agent to send you a report on market condition (types of the goods in demand, competition and prices) to decide whether it is worth continuing with the sales of these products in your agent’s country if you fail to reduce costs.

2. You are a Russian manufacturer. You have offered an agency to a prospective agent. The agent calls on you to clarify some points:

Ø type of agency (exclusive or non-exclusive);

Ø area to be covered (the whole country, a region etc.);

Ø commission;

Ø support from the principal (guarantee, after-sale service, additional expenses for advertising etc.);

Ø special terms (a del credere commission).

FOCUS 9. Act as an interpreter.

DIALOGUE 1 9

DIALOGUE 2

– Mr Petrov, we want to supply you with machine-tools manufactured by a British company and in return we are ready to distribute in Great Britain, as your exclusive Agents, specified Russian machines to an equal value.

– Ваше предложение весьма интересно. Я уполномочен моей компанией рассматривать и решать вопросы по агентскому соглашению. Я надеюсь, что поставляемое оборудование будет пользоваться спросом.

– We have carried out market research and suggest that you should act as our Agents on a consignment basis. In our turn we will purchase from you machines of your manufacture equal in value to the sales of our machines from consignment stock.

– Отдельно необходимо оговорить вопросы рекламы, демонстрационных залов, технического обслуживания и так далее. У Вас есть проект агентского соглашения?

– Yes, here you are. We are glad to hand you an illustrated catalogue of the machine-tools of our manufacture, manuals, prospectuses, brochures and leaflets. We hope to get similar printed matter for the machines of Russian origin.

– Мы, несомненно, предоставим Вам все имеющиеся материалы, прежде чем подписать агентское соглашение и отправить товар на консигнацию. А сейчас мы хотели бы показать Вам наш стенд на Международной выставке «Машиностроение», где Вы сможете увидеть наши станки в действии.

DIALOGUE 3

– Мы бы хотели поставить наше оборудование на рынок Вашей страны. Однако этот рынок новый для нас, поэтому мы хотели бы воспользоваться услугами агентов.

– Our firm has considerable expertise in the sale of different types of machines and we are sure that we could sell a large number of your machines annually.

– Мы заинтересованы в предложении Вашей фирмы. Какими возможностями Вы располагаете для распространения товаров на рынке и привлечения потенциальных покупателей?

– We have show-rooms in different cities where the machines can be shown to advantage. If you appoint us as your Agents, we will charge a commission of 5 per cent on the net amount of all invoices for the goods sold through us.

– Мы бы хотели, чтобы Вы взяли на себя делькредере. Какую дополнительную комиссию Вы взимаете за это?

– We are prepared to accept delcredere for which we will charge a commission of 1.5 per cent.

– Я думаю, наша фирма одобрит заключение агентского соглашения с Вами. В таком случае мы немедленно вышлем Вам каталоги нашей номенклатуры станков с подробной технической информацией, а также наш прейскурант.

– Settled.

DIALOGUE 4

– We have seen the collection of your mechanical garden tools here at the Fair and they appeal to us very much. Would you like to entrust us with the sale of your mechanical tools in this country?

– Мы хорошо знаем возможности датского рынка и думаем, что наши товары будут пользоваться большим спросом у Вас. На каких условиях мы могли бы заключить с Вами агентское соглашение?

– We could do business with you either on a consignment basis or on a basis of firm orders. Which would you prefer?

– Мы хотели бы отправлять товар на консигнацию. Какую комиссию Вы обычно взимаете за продажу товаров с консигнационного склада?

– Our usual commission for the goods sold from consignment stock is 5 per cent.

– Вы принимаете на себя делькредере?

– We could accept delcredere but that means an increase of 1 per cent in the commission.

– Это нас вполне устраивает. Мы думаем, что деловые отношения с Вашей фирмой будут развиваться к удовлетворению всех заинтересованных сторон.

Дата добавления: 2015-11-16