在国际贸易中，除了买卖双方直接逐笔洽谈业务并达成交易外，还可以根据业务需要在一些国家或地区选择可靠的客户建立代理关系。

委托国外代理商的一个重要的原因，在于代理熟悉当地的市场和实际买家的情况。

可以利用代理在当地市场上的有利条件帮助我们开拓，巩固和扩大出口市场。

代理关系的建立，双方的权利及义务，是根据双方签订的代理协议来确定的。

在这种关系下，被称为委托人的一方，授权给被称为代理人的另一方，由后者代理前者向第三方订立合同或进行其他商业行为。

委托人对代理方按其经营金额，以佣金的形式支付酬金。

代理主要有下面三种形式:

独家代理：委托人授予代理人在某一地区域和一定时期内享有独家代理销售某项指定商品的专营权。

一般代理：代理人在特定区域内不享有销售代理商品的专营权利，只是接受委托人的委托代为销售商品，收取佣金。

总代理：总代理人具有由委托人授予的较为广泛的权限，可以代表委托人在推销商品。

总代理除签订合同之外，还从事其他业务活动和办理一些非商业性的事物，而由委托人承担法律责任。

下面猫熊哥把有关建立代理关系的谈判函电推广给大家，在实际业务中非常有用！

1.We wish to sell our hand tools in your country, and should like to be  put in touch with a company or individual who would be willing to represent us.

我们希望在你们国家销售我们的手工工具，我们打算联系愿意代理我们的公司或者个人。

2.We have been in touch with your Chamber of Commerce, who recommend you as a possible agent for the sale of our products in your country.

我们一直与你们的商会保持联系，他们推荐你们作为我们产品在你们国家销售可能的代理。

we are one of the largest Diesel Engine manufacturers in China and wish to expand our sales to South East Asian countries.

我们是中国最大的柴油机生产商之一，并希望扩大我们在东南亚国家的销售。

3.In view of the development of agriculture there, there is an enormous potential market for our agricultural implements.

鉴于你们那里农业的发展，我们的农具在你们那儿有一个巨大潜在的市场。

Since we have been dealing with you in this line for many years and have offices or representatives in all major cities and towns in this country .

因为我们一直与你们做这一行业多年，并在这个国家所有主要城市和城镇都设有办事处或代表。

we are confident that your capability will justify our appointing you as our sole agents.

我们是相信，你们的能力将证明我们应该任命你们作为我们的独家代理

4.You are experienced dealers in pumps, having been in the business for more than twenty years and enjoying good business relations with all the leading wholesalers and retailers in this line.

你们是经验丰富的泵类经销商，已经经营了二十多年，享有与所有在此行业的主要批发商和零售商良好的业务关系。

with a view to expanding this busines in your country, we should be glad if you could represent us as sole agency for our pumps.

着眼于在贵国扩大这个业务，我们会很高兴如果你能作为我们泵的独家代理。

5.While appreciating your good intentions to act as our agents and your efforts in selling our products.

非常欣赏你打算作为我们代理的好意，和你对我们产品销售的努力。

we regret being unable to meet your request to act as our agents in your country as our record with you shows only a moderate volume of business.

但是我们很遗憾无法满足你在你的国家作为我们代理商的要求。因为你的记录显示你的销售量一般。

We therefore suggest postponement of the matter until a bigger turnover justifies establishing the agency.

因此，我们建议推迟此事直到你有更大的营业额来证明你有资格设立代理机构。

6.As to the agency, we should first know your sales volume, your plan for promoting our products, the possible annual turnover and the import licensing position.

至于代理，我们首先要知道你的销量，你对促销我们的产品计划，每年可能的营业额和取得进口许可证的可能性。

Without this information, it is rather difficult for us to consider the agency problem.

没有这些信息，这对我们考虑你代理的问题是相当困难的。

7.we are pleased to have received your E-mail Ref.PG567 of the 16th October, in which you propose to offer your service as our exclusive agent for Green Leaf Brand Shirts in Srilanka.

我们很高兴能收到十月16日参考号为PG567的E-mail，在信中你打算在斯里兰卡做我们绿叶牌衬衫的独家代理。

for which we thank you. After careful consideration, we wish to advise you that we have decided to appoint you as our exclusive agent on the following terms and condition.

为此我们非常感谢。经过慎重考虑，我们想告诉你，我们已经决定在下列条件下任命你为我们的独家代理。

8.Your past business record has shown your ability in handling our products, Bearing this mind, we would like to offer you the sole agency if you are at all interested.

你过去的业务记录表明你有能力经销我们的产品。考虑到这一点，如果你确实感兴趣，我们愿意给予你独家代理权。

We shall quote you our prices at 15% below export list prices with payment to be made at 60 d/s on D/P basis.

我们将给予你比我们出口目录价格低15%的价格，并且按60天付款交单的方式支付。

9.As you are probably aware, your competitors are firmly established here for their reasonable prices and excellent quality.

正如你所知道的，你的竞争对手以合理的价格和优良的品质而具有超强信誉。

and it will be a hard fight to win business among such powerful rivals.

要赢得如此强大的对手，这将是一场艰苦的斗争。

As you agents, we are willing to intensify our advertising campaign and make more energetic efforts in pushing the sales of your products.

作为你的代理，我们愿意加强我们的广告宣传活动，用更多的努力推动你的产品销售。

However, you must support us by bearing part of the cost. May we suggest that you would increase the commission to 15% intead of 10%,so as to meet the increased expenses.

但是，你必须承担相关成本的一部分，作为对我们的支持。所以我们建议您将佣金从10％提高到15％，以满足增加的费用

10.We find it  necessary to point out that the Agency Agreement signed between us last year calls for your efforts to reach the amount of  USD100,000.

我们认为有必要指出的是，我们去年签署的代理协议要求你努力达到USD100,000.的营业额。

However, in going through our records, we find that the business done up to date amounts to USD10，000 only. This is obviously at variance with the target set forth in the aforementioned Agreement and need to be rectified immediately.

但是，通过我们的记录，我们发现，你们至今才只有10000美元。这显然是与上述协议中所规定的目标有差别，需要你们立即予以纠正。

We strongly ask you to spare no effort to enlarge business to carry our the provisions of the Agreement.

我们强烈要求你不遗余力地扩大销售业务以达到我们协议中的规定。

11.If you are interested in establishing an agency here, our Mr. Smith would be pleased to call on you in March, 2017.

如果你有兴趣在这里建立一个代理机构，我们的史密斯先生很乐意在2017年三月拜访你，

12.We are also interested in handling a sole agency for you, which we think would be to our mutual advantage.

我们也有兴趣做为你的独家代理，我们觉得这是对我们双方都有利。

In view of the steady increase in the demand for our beauty preparations, we have decided to appoint an agent to handle our export trade with your country.

鉴于我们的美容制剂的需求稳步增长，我们已经决定任命一个代理来处理我们与贵国的出口贸易。

13.We appreciate the confidence you show in us by offering us a sole agency here for your products.

我们非常欣赏你授予我们在这里作为你们产品的独家代理，这表现出你对我们的信心。

14.On all sales, we are entitled to receive a commission of 15%, During the validity of the agrency agreement. we shall not handle any other foreign products of the same line and competitive types.

在所有的销售，我们有权收取15％的佣金，在协议有效期内，我们将不经意其他国外的相同和有竞争性的产品。

The area to be covered by the agency agreement is confined to Pakistan.

代理协议覆盖的区域被限制在巴基斯坦。

If you agree to grant us the sole agency we will devote full attention to the development of your products on the Pakistan market and will go into the matter further.

如果您同意授予我们的独家代理，我们将全力以赴致力于在巴基斯坦市场上开发你们的产品，并将进一步进行市场调查。

We look forward to receiving your favourable reply.

我们期待着您的佳音

Yours faithfully.

XXXX.

15.During the validity of the agency agreement, we shall not handle any other foreign products of the same line and competitive types.

在协议有效期内，我们将不经营其他国外相同和有竞争性的产品。

16.However, after serious consideration, we do not think conditions are ripe to entrust you with the agency at the present stage as the sales volume mentioned in your letter under reply is too small for us to grant you the agency.

但郑重考虑后，我们认为在现阶段委托你方为代理的条件尚不成熟，因你方来信中所述的销售量太小，我们不能给你代理权。

17.To tell you frankly, the average annual quantity we sold to your country in the past few years is much larger than what you mentioned.

坦白地告诉你，在过去的几年中，我们平均每年销售到你国的数量大大地大于你所说的数量。

18.In spite of this, please do not misinterpret our above remark which in no way implies dissatisfaction.

虽然这样，请不要误会我们上面所说；我们的话绝没暗示不满意。

19.The styles and colours are very much to the taste of our market.

样式和颜色很适合我们的市场。

20.We have built up a considerable number of well-established connections with excellent business results.

我们已建立起许多巩固的关系，并有上佳的商业业绩。

21.Dear Sirs:

For the past five years we have been selling your Electronic Lighters to wholesalers and large dealers in all parts of Pakistan .

在过去五年我们已经销售你们的电子打火机给巴基斯坦全国的批发商和大量的经销商。

and our clients are very much satisfied with your products, the styles and colours are very much to the taste of our market.

我们的用户非常满意你们的产品，式样和颜色很适合我们的市场。

We have built up a  considerable number of well-established connections with excellent business results.

我们已经建立起许多巩固的关系，并有上佳的商务业绩。

As we understand that you have no agent in Pakistan, we would like to offer our services.

因为我们知道你们在巴基斯坦还没有代理，我们愿意提供我们的服务。

For your reference, we would propose a sole agency agreement for a duration of tree years with annual turnover of 50,000, 60,000 and 70,000 pieces for the first, second and third year respectively.

供你参考，我们建议订立独家代理协议，限期3年，第一，第二，第三年的每年销售量分别为5万，6万，和7万只。

22.Dear Sirs:

Thank you for your letter of the 31st October in connection with sole agency.

谢谢你10月31日关于独家代理的来信。

In reply, we wish to state that we appreciate your efforts in pushing the sales of our Electronic Lighters in Pakistan and we satisfy with your work in the past.

作为答复，我们要指出，我们赞赏你在巴基斯坦推销我们的电子打火机的努力，我们对你在过去的工作非常满意。

However, after serious consideration, we do not think conditions are ripe to entrust you with the agency at the present stage as the sales volume mentioned in your letter under reply is too small for us to grant you the agency.

但是，认真考虑后，我们认为在现阶段委任你方为代理的条件尚不成熟，因你方来信所述的销售量太小，我们不能给你代理权。

to tell you frankly, the average annual quantity we sold to your country in the past few years is much larger than what you mentioned.

坦率地告诉你，在过去的几年中，我们平均每年销售到你国的数量大大地大于你所说的数量。

In spite of this, please do not misinterpret our above remark. which in no way implies dissatisfaction, If a bigger turnover can be realized to justify establishing the agency we would like you to represent us.

虽然这样，请不要误解我们上面所说；我们的话决没有暗示不满意。如果有更大的营业额作为依据，我们就可委托你来代理我们。

We hope you will  agree with us on this point and continue placing orders with us as you have done so far.

我们希望你能同意我们对此的观点，并且向你以前一样继续订购我们的产品。

Your faitfully.

XXXX.