A: Yes, our commission is very reasonable. We usually get a 10% commission of the amount on every deal. : A. s' z5 z' l
, Y9 p1 I0 U% DB: Our agents in other areas usually get a 3-5% commission.
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3 [5 b4 J) }: z" UA: The European market is not familiar with your products. You have competitors from Japan and other continental countries. At the beginning of our campaign, there is sales resistance to overcome, we must send out salesmen to do a lot of traveling and spend a considerable amount of money on advertising in news- papers and TV programs. A 10% commission will not leave us much. 4 S6 P3 L" W" q0 B5 o; B
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B: According to your estimate, what is the maximum annual turn- over you can fulfill, in round figures, of course? " }7 x6 x \( \9 x- E5 y
& D$ P: R" }) y/ }; M4 F7 UA: We will always do our utmost to enlarge the business, as our remuneration increases with the turnover, but we will not guar- antee anything, at least not to begin with.
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B: We appreciate very much your intention to push the sale of our products. But our suggestion to you, Mr. Bergerson, as a
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preliminary step, is to do a little research into the market…… ! O" y, M% D6 O$ t
% ~- a8 S+ W- U8 J-- 对,我们的佣金很合理。通常我们取得的佣金是每笔成交额的10%。 7 H. t; t8 k, Z/ S3 P5 U5 b* L% n
-- 我们其他地区的代理商通常拿到百分之三到五的佣金。
1 b9 g* j7 d# O/ G3 ]-- 欧洲市场对你方产品不熟悉。你们要对付日本和其他大陆国家的竞 争对手。在推销活动的开始阶段,需要克服销售方面的阻力,我们 得派出推销员到处出差,并且耗费大量资金在报纸上和电视节目里 登广告。百分之十的佣金对我们来说不算宽裕。
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-- 据你估计,你能完成总的年销售量是多少?当然讲个整数就行了。 , J. G3 i: F [6 d
) B0 v. h; X$ B9 r8 w0 Z-- 我们当然将竭力扩大业务,因为随着销售量的增加,我们的利润也 会上升。不过我们不想作出保证,至少在开始阶段不行。
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0 o# A" o: Z9 Y" l5 l; n+ y-- 谢谢你们有意推销我们的产品,但是博格森先生,作为第一步,我 们建议你们在市场上做一些调查研究工作…… * v1 g: u( u) h9 d# `+ C8 Q9 l
; m! r' v. h/ x0 { A: Do you mean to say you refuse us the agency?
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B: Mr. Bergerson, you leave us no alternative. We can not give you an exclusive agency of the whole European market without # F2 O0 D$ s* j, j
. o1 j# I+ C$ Uhaving the slightest idea of your possible annual marketing turnover. Besides our price is worked out according to the costing. A 10% commission means an increase in our price. We must have the reaction of the buyers in this respect.
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A: Oh, that’s just too bad. I intended to make great efforts in selling your products. " t+ k* g* `9 `' }
# l/ U+ R+ q6 W" mB: Well, we can still carry on our business relationship without the agreement. To start the ball rolling, we will provide you with price lists, catalogues and some samples. Only when you have a thorough knowledge of the marketing possibilities of our products, can we then discuss further details. . T5 W! }! _$ ?5 x6 X% Q$ P% Y
7 o" ]. o9 ` v- l Y, U8 D; m. F \A: Ah, Mrs. Miller, but in this case am I covered? * [) U1 O/ a* z0 l) l3 I+ X( L
" [% y9 B, A/ Q8 pB: Oh, yes. We will give you a 5% commission on every transaction. 4 ~" i' u7 C# c3 V: F; ?
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A: All right, but I’ll be back again for the Autumn Fair. And then I hope we can see eye to eye about our commission and the t.mp3s of the agency. - E1 G# @2 y1 I' m
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B: Very good. We will discuss the matter again at the next Fair. ' o. ?' Z' [$ X) S
; v9 ?9 o* D @! u9 x& {/ Q6 d-- 你的意思是说,你拒绝我们做代理?
( d) g. i. I2 V* F* X-- 博格森先生,你让我们没有选择了。我们不能连你方每年可能销售 多少都不知道就给予你们整个欧洲市场的独家代理权。 而且我方价 格是根据成本而定的。给予百分之十的佣金就意味着我们的价格要 提高。我们必须知道卖主在这方面有什么反映。 B( [9 ~0 H) E4 z6 J# ?6 u# @
-- 那太糟糕了,我本想努力推销你们的产品。 - c( a& @; J) k3 N: k3 n+ \
-- 不过,即使没有这个协议,我们仍然可以继续发展我们之间的业务 关系。作为开始,我们愿意给你方提供价目单、目录册和一些样 品。等你们全面了解我们产品的销售可能性后,我们才能进一步商 谈。 1 `0 ~ x9 J1 K Z
-- 好吧,米勒女士,那么我有没有佣金呢?
& z, e: h' U7 h) y-- 当然有,每笔交易,我们给你5%的佣金。 % l3 w1 G. E, C3 H: X) E$ U1 w
-- 行,我到秋季交易会再来谈。我希望到那时候我们能在佣金和代 理协议的条款上取得一致意见。 9 n( k d9 p2 G' k+ n- g
-- 好,我们下次交易会再谈。 |