既然双方都有意向合作，协商一下合作细节是必不可少的。
tom: since you'd like to act as our sole agent, we'd like to know your plan to push the sales of our products. an agent may give us lots of help to break into a new market. i hope it's a win-win result for both of us.
汤姆：既然你要做我们的独家代理商，我们想知道你推销我们产品的计划。要进入一个新市场，代理商将给我们很大帮助。我希望这对我们是双赢的。
agent: well, we'll advertise a lot on tv programs and in newspaper. at the same time we'll execute widespread promotion activities. we propose the guaranteed annual amount be $500 000 for a start.
代理商：嗯，我们会在报纸上和电视节目里做大量广告，同时开展大规模的促销活动。我们建议代理的年销售额开始时订为50万美元。
tom: that's not bad. what is the territory to be covered?
汤姆：那样不错。你要代理哪些地区？
agent: all the areas in louisiana state.
代理商：路易斯安那州的所有地区。
tom: and the rate ofmission you ask for? we usually grantmission at the rate of about 6% on every deal.
汤姆：你想要收取多少佣金呢？我们一般把每笔交易额的6%左右作为佣金。
agent: honestly, the rate ofmission you grant us is far too small. we want to get a 10%mission. because our potential customers are not familiar with your goods,so it'll cost us a lot of money to popularize your products.
代理商：坦白说，你给我们的佣金率太低了。我们想要10%。因为我们的潜在客户对你们的产品并不熟悉，要使你们的产品畅销我们要花不少钱。
tom: all right. we understand your position in being a middleman. we can make this an exception and give you an 8%mission for a trial period of one year.
汤姆：好吧。我们理解你们作为中间商的处境。我们可以破例给你们8%的佣金，试行一年。
agent: pretty reasonable. i am confident that our cooperation will succeed.
代理商：很合理。我相信我们的合作会很成功的。
notes
1. sole agent 独家代理
2. win-win [win'win] adj 双赢的，双方都获利的
3. grant [grɑ:nt] v. 授予；同意；承认，认为；n. 授予物，补助金；同意，给予；财产转让
4. middleman ['midl?m?n] n.中间人，经纪人
小贴士
有关合作的名言：
1. one strand of silk doesn't make a thread; one tree doesn't make a forest.
单丝不成线，独木不成林。
2. united we stand, divided we fall.
合即立，分即垮。
3. it's difficult to achieve anything without friendly support.
孤掌难鸣。
4. the planning lies with man, the oue with heaven.
谋事在人，成事在天。
认真签订合约
dialogue
the contract is the guarantee for both parties to keep promises.
合约是合作双方履行承诺的保障。
andrew: have you had a chance to look over the draft contract?
安德鲁：你看过合同草案了吗？
bill: yes, i made a very close study of it.
比尔：是的，昨晚我仔细审阅了合同草案。
andrew: any questions?
安德鲁：有什么问题吗？
bill: yes, there is a point which i'd like to bring up. i found some clauses in this contract are in conflict with the supplementary conditions. how do we deal with it?
比尔：是的，有一点我想提一下，我看到有些合同条款与附加条款有冲突，该怎样处理？
andrew: i think the supplementary conditions should be taken as final and binding. do you agree?
安德鲁：我认为如果有冲突应以附加条款为准。你同意吗？
bill: i see. we can accept that.
比尔：我明白了，我们可以接受。
andrew: is there anything else?
安德鲁：还有什么问题吗？
bill: no, nothing more.
比尔：没有了。
andrew: ok, we must make it clear in the contract. i will add the term to the contract soon.
安德鲁：好的，我们必须在合同中加以明确。我马上把这个条款加到合同里。
（a moment later）
（过了一会儿）
andrew: please look this over before we sign it . if there is no problem, shall we sign this contract now?
安德鲁：请在签合同之前再过目一遍。如果没问题的话，我们现在就签约好吗？
bill: of course. i've been looking forward to this moment.
比尔：当然可以。我一直都很期待这个时刻呢。
notes
1. in conflict wit 和……有矛盾，不一致
2. binding ['baindi?] adj. 必须遵守的，有法律约束力的；n. 镶边，（书籍的）封皮
3. look over 把……看一遍，把……过目；察看，参观
小贴士
contract 合同，订立合同
make a contract 签订合同
contractor 订约人，承包人
place a contract 订合同
contractual 合同的，契约的
enter into a contract 订合同
sign a contract 签合同
draw up a contract 拟订合同
get a contract 得到合同
land a contract 得到或拥有合同
a written contract 书面合同
countersign a contract 会签合同
draft a contract 起草合同
copies of the contract 合同副本
originals of the contract 合同正本
a nice fat contract 一份很有利的合同
an executory contract 尚待履行的合同
庆祝双赢合作
dialogue
having dinner is amon way to celebrate cooperation.
吃饭是庆祝合作的比较常见的方式。
peter: mr. white, i wonder if you have time this evening.
彼得：怀特先生，您今天晚上有空吗？
mr. white: i am available this evening. do you have any plans?
怀特先生：有的。你有什么安排吗？
peter: would you be interested in dining with us to celebrate our cooperation?
彼得：今晚请你吃个饭来庆祝我们的合作成功，可以吗？
mr. white: oh, that's very kind of you. i'd like to.
怀特先生：噢，你真是太好了。我很乐意去。
peter: which kind of restaurant do you prefer, chinese or western?
彼得：您是想去中餐厅还是西餐厅？
mr. white: i've heard of that china has a unique and long history food culture, so i'd like to taste the local cuisine.
怀特先生：我听说中国有独特且历史悠久的饮食文化，因此我想品尝一下当地的特色佳肴。
peter: no problem. i know a famous restaurant nearby. the cuisine there is delicious and has its own specialty. how about going there?
彼得：没问题。我知道这附近有一家很有名的餐厅。那儿的每一道菜都很美味，各有特色。您觉得去那怎么样？
mr. white: it's up to you.
怀特先生：由你来定。
peter: ok, i'll pick you up at 6:00 p.m., if it's right with you.
彼得：好的。如果方便的话，我晚上6点去接您。
mr. white: of course. see you.
怀特先生：当然可以。再见。
peter: see you.
彼得：再见。
notes
1. unique [ju:'ni:k] adj. 独特的，独一无二的，稀罕的
2. food culture 饮食文化
3. cuisine [kwi'zi:n] n. 烹饪，佳肴
小贴士
1. to our pleasant cooperation!
为我们合作愉快干杯！
2. i am glad to collaborate actively with you in the new field.
很高兴和贵公司在新领域里积极合作。
3. the marriage of our twopanies is a match in heaven.
我们两家公司的联姻是天造地设的结合。
4. we'll hold a celebration to treat you this evening.
我们今晚将举行一场庆祝会犒劳大家。
5. champagne corks are popping throughout the celebrations.
庆祝会上开香槟的砰砰声不绝于耳。
6. we eventually create a win-win situation with our solidarity and tireless efforts.
通过大家的团结一致和不懈努力，我们最后创造出双赢的局面。
7. i propose a toast to our successful cooperation.
我提议为我们的合作成功干杯。
毕业之后还要上的10堂英语课 03 产品销售 03 产品销售
展销会，你准备好了吗
dialogue
joe is in charge of the preparation of the fair next thursday.
乔负责下周四将要举行的展销会的准备工作。
manager: joe, how is the preparation for the fair?
经理：乔，展销会准备得怎么样了？
joe: i am concerned for the hall decoration.
乔：我对大厅内的装潢布置很担心。
manager: what's the matter?
经理：怎么了？
joe: it should bepleted by next wednesday and we have only six days left.
乔：装潢应该在下周三结束，我们只剩下六天的时间了。
manager: i think we must catch time. the opening ceremony will be held on next thursday. have all the visitors been notified?
经理：我想我们必须要抓紧时间了。开幕式定于下周四举行。通知所有客户了吗？
joe: yes, i sent formal invitations to them half a month ago. i'm glad that our exhibition hall is on the first floor, so that more people can visit our display.
乔：是的。半个月前我就已经给他们发去正式请柬了。很高兴我们的展厅在一楼，这样会有更多的人能看到我们的展览。
manager: have you prepared the guidebook including the introduction and schedules of the fair?
经理：手册也准备好了吗，里面包括这次展销会的介绍和日程安排吗？
joe: yes, i have. i also have prepared a fair memo.
乔：准备好了。我还准备了一份展销会备忘录。
manager: what about the transport of the exhibits?
经理：展览品的运输情况怎么样？
joe: so far so good! they are all ready in the warehouse.
乔：目前一切顺利！展览品都已经在仓库里准备好了。
manager: great! i hope everything is in good order before the fair.
经理：很好。我希望展销会之前一切准备就绪。
notes
1. decoration [?dek?'rei??n] n. 装饰；装饰品；勋章
2. cherish ['t?eri?] v. 珍爱；抱有（希望等）；抚育
3. guidebook ['gaidbuk] n. 旅行指南，参考手册
4. in good order 整齐；情况良好
小贴士
展销会上常用句型：
1. no one can match us as far as cost performance is concerned.
就性价比而言，没有任何厂家能和我们相比。
2. the purpose of mying here is to inquire about the possibilities to establish trade relations with your firm.
我此行的目的是想寻求与贵公司建立贸易关系的可能性。
3. i think our two parties can draw up a tentative plan first.
我认为我们双方可以先草拟一份临时方案。
4. i think you'll know our products better after this visit.
我觉得此次参观后您会对我们的产品有更深的了解。
5. all these articles are our best selling lines this year.
所有的这些产品都是我们今年的畅销货。
6. if you are interested in our products, i will prepare a list of them.
如果您对我们的产品感兴趣的话，我可以列表供您参考。
7. our policy is not to grant exclusivity.
我们的方针是不授予专卖权。
8. these are international practice. we can't break them.
这些是国际惯例，我们不能违背。