S: First of all, I would like to thank you for your kind invitation extended to me to visit your beautiful country. I hope my visit will help promote our established friendly relationship.
L: We've been looking forward to your visit. It is always more convenient to have face-to-face discussions.
史：首先，我想感謝你們盛情邀請我訪問你們美麗的國家。我希望這次訪問將有助于促 我們之間已有的友好關系。
李：我們一直在盼望你的來訪。面對面的談判總是比較方便些。
S: Yes. I would like to tell you that my clients are very satisfied with the last delivery of your plastic slipper. They find the styles and colors are to the taste of our consumers.
L: We've received some similar comments from other Australian firms too.
史：是的。我想告訴你我們顧客對你們交的最后一批塑料拖鞋非常滿意。他們認為拖鞋的式樣和顏色都符合消費者的要求。
李：我們從其他澳大利亞商號也聽到類似的反映。
S: This is just what I want to discuss with you. I understand you are selling the same products to some other Australian importers. This tends to complicate my business. As you know, I am experienced in the business of slippers and enjoy a good business relationship with all the leading wholesalers and retailers in that line. I have a mind to expand this business in the years to come.
L: I see.
史：這正好是我想和你討論的問題。我知道你們向其他澳大利亞進口商出售同樣的產品。 樣會使我們的業務活動變得復雜化。你知道，我對經營妥協業務富有經驗，而且和這一行業中所有大批發商和零售商有很好的業務聯系。我想在以后的年月里擴大這項業務。
李：我懂了。
S: So, one of the reason of my visit here is to sign sole agency agreement with you on this item for a period of 3 years. As it is to our mutual interest and profit, I am sure you'll have no objection to it.
L: We appreciate your good intention and our effort in pushing the sale of our slippers. But as you know the demand for this item in your market is substantial. However, according to our records, the total amount of our order last year was moderate, which does not warrant an agency appointment. Unless you increase the turnover we can hardly appoint you as our sole agent.
史：所以我來訪的原因之一是想和你們簽定一項為期三年的塑料拖鞋獨家代理協議。因為這符合雙方的利益，我確信你不會有反對意見的。
李：我們感謝你的好意以及在推銷我拖鞋方面所做的努力，但是你也知道你們市場對這一商品的需求很大。然而根據我們的紀錄，你們去年的訂貨總量不大，證明不了你足以勝任我們的代理。除非你們增加營業額，我們無法指定你為我方獨家代理。
S: I'll come to that. My proposal is: plastic slippers of all sizes. 50,000 pairs annually within the area of the whole Australian market. We expect a 5% commission, of course.
L: As far as I remember, we sold about 40,000 pairs last year to you alone. Don't you think the annual turnover for a sole agent is rather conservative?
史：我就要談這一點。我的建議是：各種尺寸的塑料拖鞋，每年銷售5萬雙，地區是整個澳大利亞市場。當然，我們希望有5％的傭金。
李：根據我的記憶，我們去年單向你方就出售了大約4萬雙。對獨家代理來講，這樣一個年銷售量，你是否認為太保守了？
S: Well, I admit I always do business on the safe side. Could you let me have your proposal then?
L: Let's put it this way. I propose a sole agency agreement for ladies' and gents' plastic slippers (excluding children's) for duration of 3 years; 60,000 pairs to be sold in the first year, 70,000 pairs in the second year, and 80,000 pairs in the third year. The area is within the continent of Australia (excluding any neighboring islands). Commission: 5%.
史：是啊，我承認我做生意從來謹慎從事。那么，讓我聽聽你的建議，好嗎？
李：是不是這樣辦。我建議訂一個專銷男、女塑料拖鞋（不包括童鞋）的獨家代理協議， 期三年；第一年銷6萬雙，第二年銷7萬雙，第三年銷8萬雙。地區是整個澳大利亞大陸（不包括任何鄰近島嶼）。傭金5％。
S: You are sure hard on me, Mr. Li.
L: On the contrary, Mr. Smith, we value your friendship more than anything else. We both understand that our slippers are very popular in your market on account of their superior quality and competitive price. And with the Sole Agency in your hand, there will be no competition and you could easily control the market, which would naturally result in bigger sales. I'm sure you can fulfill the agreement without much difficulty.
史：你真苛刻，李先生。
李：恰恰相反，史密斯先生，我們珍惜你方的友誼比什么都覺得寶貴。我們雙方都知道中國拖鞋價廉物美因而暢銷于你方市場。你取得了獨家代理權以后，你可以輕而易舉地控制市場，其結果，自然是銷量增大。我確信你能毫無困難地完成這一協議的。
S: Well, if you put it this way, I have to comply. When shall we sign the contract, Mr. Li?
L: Tomorrow afternoon.
S: Tomorrow afternoon will be fine.
史：好吧，如果你這么說，我只好同意了。李先生；我們什么時候簽協議？
李：明天下午。
史：明天下午行。
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