1. Nowadays, most developing countries would turn to agents and intermediaries to help develop foreign trade and foreign markets, for they know what goods are best suited to the area and what prices the market will bear. So we say agents are playing very important roles in international trade. There are several types of agents, among which general agent and sole agent are the main types. Chapter Thirteen Agency Sectuion One Introduction

2. Specimen 1 P223 Comments This is a very good letter about agency, in which the writer expresses his meaning very clear. When you receive a letter like this, please do remember to give a reply as soon as possible. Section Two Specimen Letters

3. Notes 1 Cotton Printed Sheets 印花棉床单 2 promising prospect 市场前景 3 this line 这一行 4 wfork up a very satisfactory business 建立起令人满意的业务关系 5 Del Credere commission 保付佣金 6 subject to renewal 可以续约延长 7 be referred to arbitration 由仲裁解决

4. Specimen 2 P225 Comments The writer in this letter is looking for a new agent for his products. So he writes to the reader to express his wishes for his new product agent. In the letter, the writer tells the reader about the commission he will grant and his own requirements. Notes 1 annual turnover 年营业额 2 warrant 指派

5. Specimen 3 P226 Comments The writer in this letter wants to be sole agent of the goods he has seen because he thinks the products will have ready market in his own country. In writing such kind of letter, we should keep in mind that the information you provide must be completed and let the reader have confidence that you are the right person to be his sole agent in that market.

6. Notes 1 Autumn Guangzhou Fair 广州秋季交易会 2 ready market 良好的销路 3 household electric appliance 家电用品

7. Specimen 4 P226 Comments The writer in this letter is looking for an agent. From a good friend he gets some information about the reader so he writes him to express his meanings about selling 300 sets of men shirts and let him know where the goods are now in order that the reader can make his decisions according to the situation.

8. Notes 1 extensive dealing 广泛的业务联系 2 dz 打 3 Consignment Invoice 寄售发票

9. Specimen 5 P227 Comments The goods to be commissioned for sale have arrived at the destination on time. On opening the case, the writer finds they are satisfied with to the remarket. So he writes the letter to help sell the goods. Notes dispose of 销售

10. Specimen 6 P228 Comments This letter is to tell the information about the consignment. In the last paragraph the writer offers his best wishes. Notes 1 try your market 在贵方市场试销 2 annexed 附带

11. Specimen 7 P228 Comments This letter tells some information about the 50 cases of Christmas presents. Though it is the first time for the exporter and the importer to corporate, the exporter has tired his best to do everything well and leave a good impression on the importer ， which is very important for futher transactions.

12. Notes 1 Account Sales 销售清单 2 net proceeds 净款 3 at your disposal 代为保管

13. Specimen 8 P229 Comments This is a very short and simple letter about agent, in which the writer gives some information about the goods to be sold and expresses his wishes that the goods would be sold at great profits. Notes X’mas Fancy Goods 杂货

14. Section Three Useful Words & Expressions P229 Section Four Useful Sentences P231 Section Five Exercises P235