401.As the volume of business concluded by you is not big enough, we won’ t consider the question of agency.
402.We think it premature for us to discuss the question of agency at present stage.
403.The time is not yet mature to discussion of agency.
404.We would like to say that this initial stage contract between us , both side do not understand each other very well, so there seems to be no sufficient bases for us to negotiate agency.
405.I am afraid that this is not good time yet to push the sales of our product in your market.
406.We do not think the time is right for the discussion of the question of exclusive agency.
407.We regret to say that since there is so far no transaction concluded between us, we have to decline your quest for agency.
408.The question of agency is still under consideration and we hope you will continue your effort to push the sale of our product at present stage.
409.We shall not consider pointing you as our sole agent until your sales record justify our doing so.
410.Shall we discuss the matter of agency when your market condition turns better?



Unit Fifteen 代理条件和要求
Part one
411. We can’t give you exclusive agency of the whole European market without having the slightest idea of your possible annual marketing turnover.
412. Before we know your sales volume ,your plan for promotion and import license’s conditions, it is rather difficult for us to consider your proposal.
413.We have noted your quest to act as our agent in your district, but before going further into the matter, we should like to know more about your market.
414.To enable us to make further study of your proposal, would you please let us know as early as possible the sales prospects of the item in your market ,your program in detail, your business organizations in various districts and their activities.
415.Unless you increase the turnover we can hardly point you as our sole agent.
416.If you can push the sales successfully for the next 6 month we may appoint you as our agent.
417.We feel it would be better to consider the matter of agency after you done more business with us.
418.To be our agent you need to increase your annual turnover.
419.To be our agent you are requested to push your sales of our product effectively.
420.We hope you will do your best to push the sale of our products.
421.To facilitate the extension of sales, you mush advertise our products by mean of TV and newspapers.
422. We hope that you will redouble your efforts in your sales pushing.
423.To be our agent your minimum annual turnover should be at least 8000 cents.
424.If you could agree to terms, we would point you as our sole agent.
425.If terms are workable , we think you will be just the firm we would like to have to represent us.
Part Two
426.If you wish to work for other firms as well, You must obtain our permission first.
427.To be our sole agent you should not sell similar products from other manufacturers without our prior approval .
428.As our agent , you should not sell products of similar characteristic from other maker’s .We must make that very clear.
429.As our sole distributor ,you will neither handle the same or similar products of other regions nor re-export our goods outside to any other region outside your own.
430.During the validity of the agency agreement you should not handing any other foreign products of the same line and competitive types.
431.Every six month , we ‘d like to receive from you a detailed report on current market conditions and user’s comments on our products.
432.Your market report should show how big demands for our products is in your market.
433.The market report should include the trend of the development of the market , upward or downward.
434.We ‘d you to send us your sale’s statistics every six month instead of every year.
435.As our agent you should send us your market report regularly at least once every three month.
436.At the beginning of the sales promotion you have to try every means to overcome sales difficulties.
437.To effectively promote sales , your way of doing business should always comply with the constantly changing circumstances.
438.During the agency please pay close attention to the consumer’s comments on our products.
439.You are under obligation to display optimum samples of the products during the duration of the agency.
440.We hoped that you will strictly observe all the terms and condition of the agency agreement.



Unit Sixteen 合同
Part One
441.We are satisfied with the terms of this contract for the most part, but we feel that your terms of payment are too severe.
442.We would like to have another discussion of these conditions in the afternoon before there are finally included in the contract.
443. Before signing the contract this afternoon, I think we better go over few final details.
444.We’d better draw up a rough draft to the contract then talk it over in detail at our next meeting.
445.This is a copy of our specimen contract in which the general sales terms and conditions are contained.
446.We hope that you won’t object to our inserting such a clause in the agreement.
447.If any other clause in this contract is in conflict with the supplementary conditions the supplementary conditions should be taken as final and binding.
448.We think it is necessary to include a force majeure clause in this contract.
449. After studying your draft contract we found it necessary to make a few changes.
450.Since both of us are in agreement on all the terms shall we sign the contract now?
451.We think your draw contract needs some modification.
452.Any modification alteration to the contract shall be made with the consent of both parties.
453.No changes can be made on this contract without mutual consent.
454.We must make it clear in the contract that you are obliged to complete the delivery of the good within the contractual time of shipment.
455.If the shipment can not be made within three month as stipulated, the contract will become void.
Part Two
456.This agreement is made both in Chinese and English. The two versions of agreement shall have equal status in law.
457.This agreement is drawn up separately in Chinese and in English. Each part hold one original and one duplicate of each language. The two languages are of the same effect.
458. Both versions of this contract are equally authentic.
459. Any amendment of the contract shall come to force only after the written agreement is signed by both of us.
460.The contract shall become effective as soon as it signed by both parties.
461.This agreement will remain valid for one year and shall become effective on the date of signing.
462.We’d like to make the contract to be valid for two year at the beginning .
463.I think we better make some changes in the wording of this sentence.
464.Isn’t it better to word it in this way?
465.I’d like to replace this phrase with “after the date of delivery”.
466.If neither party considers it is necessary to extend the contract the proposing party may take the initiative to conduct negotiation with the other party one month prior to its expiration.
467.In case of breach of any of the provisions of this agreement by one party, the other party shall have the right to terminate this agreement by giving notice in writing to its opposite party.
468.If you fail to make the delivery ten weeks later than the time of shipment stipulated in the contract, we shall have the right to cancel the contract.
469.If both parties do not agree to renew the contract at its expiration, it will automatically become void.
470.If you want to terminate the contract before its terms is up, you should notify us of its cancellation six month before.



Unit Seventeen 卖方对支付方式的要求
Part One.
471.Our usual terms of payment are by confirmed , irrevocable letter of credit in our favour, reaching us one month ahead of shipment.
472.We proposed to pay by 30 d/s.
473.The terms of payment we wish to adopt are confirmed and irrevocable letter of credit.
474.We should like to advise you that payment by collection is acceptable.
475.We would prefer you to pay in US dollars.
476.According to the contract, after receipt of the preliminary shipping advice, you are kindly requested to open with the Bank of China the relative L/C in our favour within ten days.
477.Payment of the purchase is to be effected by an irrevocable letter of credit in our favour, payable by draft at sight in pounds sterling in London.
478.We don’t accept payment in US dollars. Please conclude the business in terms of Swiss francs.
479.We require payment by L/C to reach us one month prior to the time of shipment.
480.We require immediate payment upon presentation of shipping documents.
481.Payment by irrevocable letter of credit is convenient for us and we shall draw a 60d/s bill in your bank.
482.We will draw you a documentary draft at sight through our bank on collection basis.
483.Our terms of payment are 30-day credit period, not 60-day credit. It’s customary.
484.As usual, we should require of you an L/C to be issued through a first-rate bank.
485.It would be advisable for you to establish the covering L/C as early as possible enable us to effect shipment in due time.
486.We propose paying by TT when the shipment is ready.
487.We regret having to inform you that we cannot accept payment by D/P.
488.We regret to say that we are unable to consider your request for payment under D/A terms.
489.You can pay for all or part of the equipment and technology purchased from us in resultant products.
490.Since you are not short of cash, we can arrange for your payment over 2 months without charges of any kind.
Part Two
491. As a special case , we may consider accepting your payments by D/P.
492.If the amount of each transaction is below $500, we agree to D/A 30 days terms.
493.We could grant you the favourable terms of payment as D/A 45 days after sight.
494.In view of the small amount of this transaction, we are prepare to accept payment by D/P at sight.
495.D/P or D/A is only accepted if the amount involved for each transaction is less the ￡1,000.
496.We request a 10% payment at the time of ordering . The remaining amount must be paid within 60 days.
497.We can only accept 20% cash payment in local currency. The other 80% by L/C should reach us 15 to 30 days before the delivery.
498. If the payment is made by installments, the annual interest is calculated by 6% and paid off at the end of each year.
499.Full payments must be made within 60 days.
500.The telegraphic transfer shall reach the bank of China at least five days before the delivery date of vessel.
501.The letter of credit for each order shall reach us 30 days.
502.15-20 days prior to the date of delivery, you should pay against the presentation of the drawn on the opening bank.
503.The payment shall be made by telegraphic transfer to the bank of China , Head office ,Beijing, China, for our account, within five business days after the contract signature date.
504.Advance payment of 25% of the contract value shall be paid within 30 days of the date of signing the contract.
505.The payment shall be made by five annual installments of 20% each.
506.We require full payment within 45 days with a 15% discount for cash payment in advance.
507.The total amount mush be paid in full upon receipt of the shipping documents.
508.We require payment by L/C to reach us one month prior to the time of shipment.
509.You are requested to pay $5,000 as a down payment.
510.Ten percent of the contract value shall be paid in advance by cash, and 90% by sight draft drawn under an L/C.



Unit Eighteen 买方的支付方式
511. Payment by L/C is our method of trade in such commodities.
512.Our usual terms of payment are by an irrevocable L/C to be established in the seller’s favour through the bank of China.
513.For exports, we usually adopt irrevocable letters of credit available by seller’s documentary drafts at sight.
514.We usually make payment by letters of credit or adopt some other modes of payment such as immediate payment, deferred payment and payment by installments.
515.We have opened an L/C in your favor through the Bank of China for an amount of ￡17,000 to cover the full CIF value of our order No 754.
516.We will start the payment in half a year and all the amounts will be cleared off within 3 years by six installments.
517.We prefer to have the payment made by L/C through the negotiating bank in Sweden.
518.Payments shall be made by us after receipt of the shipping documents specified in clause 10 of this contract.
519.We shall open a letter of credit in your favor to be settled in US dollars.
520.We agree to accept goods in 3 shipments and you may draw on us at 60d/s from the date of dispatch of each shipment.
521.Could you make an exception in our case and accept D/P or D/A?
522.I hope you would leave us some leeway in terms of payment.
523.Would you agree to a 30-day credit period?
524.Because of the money problem, I hope that you can allow us to pay in installments with the first payment after delivery, then we’ll pay the rest once month.
525.We are having some trouble in receiving payment, so we want to ask if we could defer payment until the end of the month.
526.We refer payment after delivery, because these goods are very expensive.
527.We hope to payment by bill of exchange at 30d/s .
528.We hope you can accept payment in other currencies expect in US dollars.
529.We shall be very happy if you can grant us a extension of 2 weeks.
530.We ask to put off the time of our payment 3 months later to facilitate the capital turnover.


Unit Nineteen 保险
Part One
531. Please insure for us these products at invoice value plus 10% ( at 110% of the invoice value).
532.We’d like to cover our ordered goods against WPA for 120% of the invoice value according to our usual practice.
533.Please hold us covered for the cargo listed on the attached sheet.
534.For this consignment, we shall cover WPA and risk of breakage for 110% of the invoice value.
535.Our company will insure against all risks for 110% of the invoice value.
536.Please insure the electric fans at 120% of the invoice value.
537.The machines are to be unsured against all risks.
538.We only cover FPA and war risk.
539.There are not delicate goods that can be damaged on the voyage .FPA will be good enough.
540.Our goods are very valuable , so I want insure against all risks.
541.We’d like to get a policy for total loss only for these goods.
542.I’d like to get a AR insurance policy. That way , we will be covered for any kind of loss or damage.
543.I’m afraid that WPA coverage is too narrow for a shipment of this nature. Please extend the coverage to include TPND.
544.Would you insure our goods to be shipped from Shanghai to Lisbon next month?
545.Can you cover our goods against breakage?
546.We should be glad if you would provide cover of $390,000 on computers, in transit from Tokyo to Beijing.
547.Please insure us against all risks $300,000 value of 5,000 sets of “ Butterfly” sewing machines, sailing for New York.
548.Please insure for me against all risks 200 pieces of high-quality furniture valued $20,000.
549.We wishes to insure against all risks for the sum of $1,500 on 3 cases glassware.
550.We shall shortly be making regular shipments of leather goods to Canada, and shall be glad if you will issue an all risks marine insurance policy for $70,000 to cover these shipments.
Part Two
551.Please give us the policy rates for FPA coverage and for WPA coverage.
552.We require the current insurance rates for land transportation.
553.I have some glassware to be ship to Hongkong. What risks should I cover?
554.What is the insurance premium for these goods ?
555.We need to send a shipment to England. We want to find out about your marine insurance.
556.Please let us know the premium of breakage.
557.What kind of insurance do you usually provide ?
558.What kind of insurance can you suggest for these goods? We don’t want to take the risk of losing money because of under unsurance.
559.I have a batch of glassware to be shipped in the fourth quarter, but I don’t know what risks should be covered. I would like to know some details and your advice of course will be highly appreciated.
560.If we insure against free particular average, can you compensate us for all the losses if the ship sinks or bums, or get stuck?
561.Does your company cover all kinds of risks for transportation by sea, land and air?
562.We have insured the shipment for 130% of the invoice value, but the premium for the difference between 130% and 110% should be your account.
563.We have arranged insurance on your consignment of electric motor cars to be shipped in these ten days.
564.We may cover the inland insurance on your behalf, but you will pay the additional premium.
565.We can insure the porcelain vases on you behalf , but at a rather high premium and all the additional premium will be for your account.
566.We shall insure the goods for your behalf.
567.We have covered insurance on these goods for 10% above the invoice value against all risks.
568.We shall effect the insurance of the goods for 110% of their CIF value.
569.We have effected marine insurance on your behalf for the gross amount of the invoice plus 10%.
570.The marine insurance shall covered by us.



Unit Twenty 对包装的建议及要求
Part One
571.If cartons are used, please put each chemical in strong polythene bags to ensure protection from dampness.
572.Cases must have an inner lining of stout, water-resistant paper.
573.We do not object to packing in cartons, provided the flaps are glued down and the cartons secured by metal bands.
574.Packing in sturdy wooden cases is essential. Cases must be nailed and secured by overall metal strapping.
575.I would suggest you strengthen the carton with double straps.
576.As the goods will probably be subject to a thorough customs examination, the cases should by of a type which can be easily made fast again after opening.
577.To avoid pilferage, we hope that the goods will be packed in wooden cases instead of in cartons as the cartons are easier to be cut open.
578.We have no objection to your packing the goods in cartons if you guarantee in your sales confirmations that you will pay compensation if we fail to get indemnification from the insurance company for the reason that the goods are not packed in seaworthy wooden cases.
579.We want the machine to be packed each in wooden case supported with soft materials to ensure that the machines thus packed will not shift inside the cases.
580.The green beans can be supplied in bulk or in gunny bags.
581.We asked the factory to use stronger cartons and double straps.
582.Please see to it that each carton is properly sealed, with a fireproof lining inside.
583.We need these goods to be packed in special packing materials even though they may cost us more.
584.We would like to have the screws packed in double gunny bags.
585.In order to avoid any possible damage in transit, we would ask you to pack the goods in strong but small wooden cases.
586.We refer special cartons of 30cm*60cm with two or three dozen to each carton because it’s convenient and easy to handle.
587.You’d better pack them in cartons of 10kg each instead of wooden cases of 6 kg.
588.As you know , paint is a highly inflammable commodity , and extra precautions are necessary. We should like you to have the goods packed in strong metal cartons, each containing 40 tins.
589.Is your normal packing still ten dozen per carton?
590.We hope that the beer is packed six bottles in a box which should be beautiful, durable and easy to carry.
Part Two
591. The packing must be able to withstand rough handling.
592.When packing, please take into account that the boxes must be able to withstand rough handing and transport over very bad roads.
593.Please give special attention to the packing, or the good could be damaged in transit.
594.Greater care must be given to packing, as any damage in transit would cause us heavy losses.
595.Please ship the goods in strong packing to ensure good condition on arrival.
596.The packing must be in line with local market preference.
597.A large number of the bed spreads we ordered from you last year were found soiled when they reached us . I hope you will take necessary precautions in packing this consignment.
598.Your packing must be seaworthy and can stand rough handling during transit.
599.We hope that the goods should be packed in a manner which ensures their safe arrival at the destination and facilitates their handling in transit.

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