独家代理谈判实例：外贸业务中的沟通与协商
通过真实案例解析独家代理协议的洽谈要点和技巧
在外贸实务中，客户提出要求做产品独家代理是常见情况。本文以一段英文对话形式展示了独家代理谈判的实际交流过程，涵盖从初次接触到价格、佣金及代理条款讨论的核心内容。
出口商在会谈中表示，如果代理商能在市场上取得销售成果，可以考虑任命其为中国市场的独家代理；而进口商则强调自身在行业中的长期经验、现有客户资源以及销售渠道优势，并提出希望获得最低保障佣金，确保初期推广成本得到覆盖。
双方在价格体系、库存责任、订单处理方式等方面进行了深入交流，并明确了后续所需支持材料，如报价单、产品目录和宣传资料等。
此次谈判展示了代理商期望的权益保障与出口商控制成本之间的平衡点，也为从事外贸业务的人士提供了如何有效回应客户关于独家代理要求的实操参考。
佣金协商与代理协议讨论
EXPORTER: Yes, we can provide all the information you need. Then what rate of commission do you expect from us?
IMPORTER: Initially, we expect a 7% commission. It's very reasonable, isn't it? And the area for our agency representation should include Shanghai, Zhejiang Province, and Jiangsu Province.
EXPORTER: We hope to agree on the commission rate and terms of the agency agreement. However, I must consult with my company headquarters first. This is an important matter that cannot be decided hastily.
IMPORTER: Good. Well, let's have lunch together and continue discussing other points this afternoon.