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。
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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。
下面就是请求做代理的函电：
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。
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.
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.