FOCUS 7. Letters to make up.

1. Make up a reply to Letter 23, Focus 6. Stipulate that the situation might have been caused by some misunderstanding due to errors or misprints in the books. You should convince your Client that you have abided by the Agency.

2. Make up a reply to Letter 24, Focus 6. Insist on your position on the matter: you strongly believe that the Agent is not to bear responsibility for the pilferage because of some particular circumstances (give details).

FOCUS 8. Role play.

1. Hold negotiations on the Agency clauses. Specify the Agent’s designation; its representation on letterheads, advertising; office signs; publicizing the Company’s services.

2. Hold negotiations between the Agent and the Principal on suspension of the Agency.

3. A general import agent goods wishes to handle a Russian firm’s plastic ware. He calls on a potential Principal and makes him an offer of services. The Agent has an excellent sales organization and a thorough knowledge of his market. He thinks that the Principal’s product would sell very well. He is prepared to do business with the Principal either on a consignment basis or by placing firm orders. He is interested in handling a sole agency for the Principal which, he thinks would be to their mutual advantage. The principal asks the Agent to give him some idea of the terms on which he would be willing to operate as the Principal’s agent and approximately what amount of stock he would wish to hold. The Agent provides the Principal with the information he asked for. The Principal (choose either variant):

Ø accepts the offer on condition that the Agent handles no competing goods from Russian manufacturers;

Ø turns the offer down since he never uses sole agencies anywhere in the world as he has found sole agencies tend to be rather restrictive both for the Principal and his customers.

FOCUS 9. Act as an interpreter.

DIALOGUE 1 9

DIALOGUE 2

– Я думаю, г-н Смит, Вы помните наш разговор на закрытии выставки на прошлой неделе.

– If I remember right you expressed your dissatisfaction with the present agents.

– Совершенно верно. Я не доволен тем, как агенты продают мои товары на этом рынке. Я уже отправил им предварительное письменное уведомление о прекращении действия соглашения. Вы упомянули в нашем последнем разговоре, что Ваша фирма могла бы выступать на местном рынке в качестве агента по продаже фарфора.

– I shall be much pleased to overtake the business if we can agree upon terms. We do very well in selling in porcelain and have close links with the Buyers of this class of the goods.

– Насколько мне известно, Ваша обычная комиссия – 4% с чистой суммы счетов за товары, проданные при Вашем посредничестве. Но мы бы хотели, чтобы Вы взяли на себя делькредере. Какова Ваша комиссия в этом случае?

– If we accept del credere we charge a commission of 5%.

– Это нас вполне устраивает. Я думаю, мы обсудим подробности агентского соглашения на следующей неделе.

Дата добавления: 2015-11-16