S: I think you know already that I want to discuss the representation for you're alarm clocks with you.
L: Yes. You have mentioned it in your letters. Do you now have anything specific?

史：想必你已知道，我准备同你商谈你方闹钟的代理问题。
李：是的，你在信中提到了。现在你方有什么具体建议呢？

S: Yes, I want to go over the details with you in person, so you can give my suggestion your thorough consideration. Our firm is specialized in this line of business; we have six sales representatives, who are on the road all the time, covering the whole of the European market.
L: Do you sell direct to shops?

史：好，我想亲自同你一起谈谈细节问题，以使你能充分考虑我方建议。我们公司专营 这项业务，有六个推销员长年在外；跑遍整个欧洲市场。
李：你们是否直接卖给商店?

S: Well, we are specialized in handling clocks and watches of all sorts. We have well established channels of distribution and we canvass the retailers direct, without any middleman.
L: Do you keep a stock of the goods?

史：是这样的。我们专营各种类型的钟表。我们有妥善安排的销售渠道，不通过中间商
直接向零售商推销。
李：你们各有存货吗？

S: In some cases, such as the wristwatches, which always have a steady market, we keep a stock in London and act as distributors as well as agents. Generally, however, we pass on the orders of our clients to the manufacturers for supply. We are paid for our service.
L: That is, the commission.

史：有的商品，如手表，市场稳定，我们在伦敦就有库存。我们经营销售兼作代理。然
而一般来讲，我们把客户的订货送交制造商供应。根据所提供的服务，我们取得报
酬。
李：那就是取得佣金。

S: Yes, our commission is very reasonable. We are usually paid with a 10% commission of the amount for every deal.
L: Our agents in other areas usually get a 3-5% commission.

史：是的，我们的佣金十分合情合理。通常我们取得的佣金是每笔成交额的10％。
李：我方其它地区的代理通常拿3－5％的佣金。

S: The European market is not familiar with your products. You have keen 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 for advertising in newspapers and TV programs. A 10% commission won't leave us much.
L: According to your estimate, what is the maximum annual turnover you could fulfill, in round figures, of course?

史：欧洲市场对你方产品不熟悉。你们要对付日本和其它欧洲大陆国家的激烈竞争。在
推销活动的开始阶段，销售上的阻力要克服，我们必须派出推销员四处奔走，并且耗费大量资金在报纸上和电视节目里登广告、10％的佣金对我们来说不算宽裕。
李：你估计，你能完成的最大年销售量是多少，当然讲个整数也行。

S: We will always do our utmost to enlarge the business, as our remuneration increases with the turnover, but we will not guarantee anything, at least not to begin with.
L: We appreciate your intention to push the sale of our products. But our suggestion to you, Mr. Smith, is to do a little research in the market as a preliminary step.

史：我们当然将尽力扩大业务，因为随着销售量的增加，我们报酬也会上升。不过我们
不想提出一个具体数字的保征，至少在开始阶段不能保证。
李：我们赞赏你方推销我们产品的意愿。但 是，史密斯先生，作为第 一步，我们建
议你们在市场上进行一些调查研究工作。

S: Do you mean to say you've turned down our proposal?
L: Mr. Smith, you leave us no room for consideration. We cannot let you be our exclusive agent of the whole European market without having the slightest idea of your possible annual marketing turnover. Besides our price is worked out according to the castings. A 10% commission means an increase in our price. We must have the reaction of the buyers in this respect.

史：你的意思是说我们的建议不行，是吗？
李：史密斯先生，你不给我们留一点考虑的余地。让你当我方在整个欧洲市场的独家代
理，却一点都不知道你方每年可能销售多少，我们不能这样做。另外，我方价格是
根据成本计算的，10％的佣金意味着价格提高，我们必须知道买主在这方面有什么
反映。

S: Oh, that's just too bad. I intended to make greater efforts in selling your products.
L: But we will carry on our business relationship without the agreement just the same. As to the problem of agency, we can discuss further details when you have a thorough knowledge of the marketing possibilities of our products.
史：真糟糕，我本来想更加努力地推销你们的产品。
李：不过，即使没有这个协议，我们仍然能继续发展我们之间的业务关系。至于代理问题，等你们全面了解我们产品的销售可能性的时候，我们再进一步细谈。

S: Well, business as usual. Then am I covered?
L: Oh, yes. We will give you a 4% commission on every transaction.

史：好吧，一切照旧。那么我有没有佣金呢？
李：呢，当然有的。每次成交时我们给你4% 的佣金。

S: All right, but I'll come back again for the Autumn Fair. I hope we can see eye to eye about our commission and the other terms of the agency then.
L: Very good. We will discuss the matter again at the next Fair.

史：行，我到秋交会再来谈。我希望到那时候我们能在佣金和代理协议的其它条款上能
取得一致意见。
李：很好。我们下次交易会再谈。