商務英語300句:Unit 8 Discount and Commission 折扣和佣金

Brief Introduction

佣金一般是中間商因介紹交易或代買商品而獲取的報酬。作爲中間商因其有一定的貿易渠道，所以通過其開展交易已是國際貿易中的一種普遍做法。

佣金一般來說分爲：明傭和暗傭。明傭是指在合同中已明確確定下來的佣金。暗傭是指在合同中沒有表明，而由雙方另行約定。佣金數額的計算一般按發票金額總值，即C.I.F.價格或C.F.R.價格乘以佣金率而得。但金額較大的也有按F.O.B.淨價計傭的。

折扣是指賣方按照商品的原價給買方以一定比率的價格減讓。折扣包括數量折扣、季節性折扣、特別折扣、額外折扣等。具體折扣數額或者比例的多少，應根據具體情況而定。當買賣雙方確定了折扣比例後，可在買賣合同中明確地表示出來。

11. To be frank with you, a discount of 4% wouldn’t help very much.

坦率地說，百分之四的折扣幫助不大。

12. We usuAlly get 5% to 10% discount from our suppliers.

我們通常從供貨商那兒獲得百分之五至百分之十的折扣。

13. If your order is large enough, we can allow you a higher discount on our price.

如你方訂購量很大，我們可以給更高的折扣。

14. Because of their poor quality, we have to sell the goods at a 5% discount.

由於品質低劣，我們不得不降價百分之五出售貨物。

15. It was only after much persuasion that the buyer finally agreed to accept the goods at a discount of 10% off the quoted price.

經過反覆勸說，買方最後才同意按報價打九折收下貨物。

Conversations

Dialogue 1

A: Hello, Mr. Kubat. I am glad to meet you here at the fair.

B: Likewise. Take a seat, please. How about a cup of tea?

A: Good. Thank you. It seems your business is prosperous. So many customers here.

B: Yes, not too bad. Our sales are going up year after year. And we still have a large potential production capacity.

A: Well, do you think of choosing a commission representative or agent abroad to promote your sales?

B: That’s a good idea. So far, we have several agents abroad.

A: We are willing to be your agent in Thailand for hand-tools. What’s your idea?

B: It coincides with our desire.

A: Then, what’s your usual commission rate for your agents?

B: Usually, we give a commission of 3% to our agents.

A: 3% is too low, I think. You see, we have a lot of work to do in promoting the sales, such as advertising on radio or TV, printing booklets, leaflets, catalogues and so on. It all costs. 3% is not enough.

B: Don’t worry. We’ll allow you a higher commission rate if your sales score a substantial increase.

A: You mean to say……

B: Now, if you sell US$ 2 million worth of hand-tools annually, we can only allow 3% commission. If the annual turnover exceeds US$ 5 million, you can get 5% commission. What do you think of that?

A: It sounds OK. Then how do you pay the commission?

B: We may deduct the commission from the invoice value directly or remit it to you after payment.

A: All right. If it is okay,we would like to sign an agency agreement with you immediately.

B: Think it over. We hope to keep a good business relationship with you.

A: Thank you for your help.

-- 你好，庫巴特先生，很高興在本屆交易會上見到你。

-- 我也很高興。請坐，喝杯茶好嗎？

-- 好，謝謝。看起來生意很興旺，這麼多客戶光臨。

-- 是的，還可以。銷量年年遞增，我們的生產潛力還很大。

-- 哦，你們是否想在國外選擇一家代辦商或代理人爲你們推銷產品？

-- 這個主意不錯。不過，目前我們在國外已有幾家代理人。

-- 我們願意在泰國做你方的手工工具代理人。不知你們意見如何？

-- 這正合我們的心意。

-- 那麼，你們通常給代理人的佣金率是多少？

--通常給百分之三。

-- 我認爲百分之三太低了。你知道，爲了推銷你方的產品，我們要做 很多的工作。比如，在電臺或電視上做廣告，印刷小冊子、傳單和 商品目錄等。這一切花銷，百分之三是不夠的。

-- 別擔心，如果你們的銷量大幅度增長，我們會給予更高的佣金。

-- 您的意思是……

-- 如你方手工工具的年銷量爲二百萬美元，我們只能給百分之三的佣金。如果年銷量超過五百萬美元，你就可得到百分之五的佣金，你看如何？

-- 這還差不多。那麼，佣金如何支付？

-- 我們可以直接從發票金額中扣除佣金，或在付款後匯給你方。

-- 那好。如果可以，我們會與你們立即簽訂代理協議。

-- 好好考慮一下，我們希望與你方保持良好的貿易關係。

-- 謝謝你們的關照。

Dialogue 2

A: Mr. Kirkman, I’ve considered the offer you made me yesterday. I must point out that your price is much higher than other offers we’ve received.

B: Well, it may appear a little higher, but the quality of our products is much better than that of other suppliers. You must take this into consideration.

A: I agree with you on this point. That’s why we like doing business with you. This time I intend to place a large order but business is almost impossible unless you give me a discount.

B: If so, we’ll certainly give you a discount. But how large is the order you intend to place with us?

A: 80,000 sets with a discount rate of 20%.

B: I am afraid I can not agree to such a big discount. Such a discount won’t leave us anything. Our maximum is 10%.

-- 柯克蒙先生，我已考慮過你昨天的報價了。我得指出你們的價格比 我們收到的其他報價高很多。

-- 可能顯得高一點，但我們的產品質量要比其他供應商的好。你應該 考慮到這一點。

-- 這點我同意。那也是爲什麼我們喜歡和你們做生意。此次我們想下 訂一個大訂單，但你們要給我一個折扣，否則很難成交。

-- 既然如此，我們當然會給你們一個折扣。但你們要訂購多少呢？

-- 八萬套，折扣百分之二十。

-- 我恐怕不能同意給這麼高的折扣。給這樣一個折扣，我們就無利可圖了。我們最高給百分之十。

A: Oh, Mr. Kirkman, you see, with such a large order on hand, you needn’t worry anymore. You don’t have to take in new orders. Think it over. We are old friends.

B: Considering the long-standing business relationship between us, we shall grant you a special discount of 10%. As you know, we do business on the basis of equality and mutual benefit.

A: Yes, I also hope we do business on mutually beneficial basis. But 10% discount is not enough for such a big order.

B: Only for very special customers do we allow them a rate of 10% discount. Besides, the price of this product tends to go up. There is a heavy demand for it.

A: Yes, I know the present tendency. Anyhow, let’s meet each other halfway, how about 15%?

B: You are a real businesswoman! All right, I agree to give you a 15% discount provided you order 100,000 sets.

A: Ok, I accept.

-- 柯克蒙先生，手頭有這麼大一個訂單，你都不必再擔心了。你們都 不必接新訂單了。好好想一想吧，我們都是老朋友了。

-- 考慮到我們長期的貿易關係，我們纔給你百分之十的特別折扣。你 知道，我們是在平等互利的基礎上做交易的。

-- 是的，我們也希望在互利的基礎上做交易。但是，這麼大一筆訂 單，百分之十的折扣是不夠的。

-- 只有對十分特殊的客戶，我們纔給予百分之十的折扣。另外，這一 產品的價格日趨上升，需求旺盛。

-- 是的，我知道目前市場的趨勢。不管怎樣，我們互讓一下，給百分之十五怎麼樣？

-- 你真是個名副其實的商人。好吧，我同意給百分之十五的折扣，但你得訂購十萬套才行。

-- 好，我接受。

Words and Expressions

commission [kE5miFEn] 佣金

concession [ kEn5seFEn ] 讓步

consignment [ kEn5sainmEnt ] 貨物

deduct [ di5dQkt ] 扣除

embarrassing [ im5bArEsiN ] 令人爲難的

grant [^rB:nt] 許可，答應

head office 總公司

make a compromise 妥協

make oneself clear 表達清楚

general practice 慣例

profit margin 利潤率

distributor [dis5tribjutE] 經銷商

hand-tools 手工具

commission agent 佣金代理商

credit information 資信情況

Notes

1. potential production capacity/potential market 潛在生產力/潛在市場

2. It’s really impossible for us to make any concession by allowing you any commission. 我們真的很難在佣金問題上作出任何讓步。

make concession 意爲“做出讓步”

例：I don’t think I’ll make any concession in this matter.

我想我不會在這件事情上做出任何讓步。

3. pay

a.付（款項，費用，索賠等）

We believe you will pay our draft on presentation.

我們相信你方在見到我方匯票時即照付。

b. 合算，划算

It doesn’t pay to buy in small quantities. 小量購買不合算。

c. 給予

Special attention should be paid to the outer packaging. 要特別注意外包裝。

4. agree

a. agree to (to 爲介詞)對建議、辦法、條件等同意或接受

We agree to your terms of payment. 我們同意你的付款條件/付款方式。

b. agree to (to 爲不定式)

We agree to open (establish) L/C at once. 我們同意立即開立信用證。

c. agree with 同意某人的意見，一致

He agrees with what I say. 他同意我所說的。

d. agree on (upon) 雙方同意或商定

We agreed on sharing the expenses. 我們同意分擔費用。

e. agree (後可接 that 從句，其中 that可省略)

We agree that extra expenses are to be borne by both parties.

我們同意額外費用由雙方承擔。

A Specimen Letter

Letter One

Dear Sir:

We have received your letter of Jan. 12th, regarding commission on the sale of the above-mentioned goods.

As a rule, we usually grant 3% commission on this particular article. However, considering the difficulty you may meet with and your efforts in pushing sales of our products, we agree to raise your commission to 5%, in order to help you open the market at your end.

Yours faithfully,

釋文

先生：

您一月十二日關於銷售上述產品的佣金一信已收悉。

通常對這種特殊商品，我們只給百分之三的佣金。然而，考慮到您可能遇到的困難和在推銷我方產品中做出的努力，我們同意將佣金提高到百分之五以幫助開拓你方市場。

Letter Two

Dear Sir:

Your letter of April 20th inquiring about the discount is to hand.

As a rule, we do not grant any discount for small orders. However in regard to your order that is sufficiently large this time, we shall be pleased to give you a 6% discount, but this is not to be taken as a precedent.

As you are perhaps aware, our lighters are good in quality and cheap in price. So it pays to purchase from us in large quantities.

We shall welcome you to Beijing again and will do all we can to make your stay a pleasure one. We look forward to signing the contract with you at an early date.

With best regards.

先生：

您四月二十日關於詢問折扣問題的來函收悉。

一般來說，對於小批量訂貨我們不給折扣。但考慮到您此次訂貨量夠大，我們願給百分之六的折扣，但以後不是以此爲例。

你方可能瞭解到，我們的打火機價廉物美，所以向我們大量訂購是合算的。

歡迎您再來北京，我們將設法讓您在這裏過得愉快。我們盼望早日和您簽訂合同，順此致意。

Substitution Drills

1 Mr. Green, I’d like to discuss the discount.

I’d like to talk about commission

格林先生，我想與您討論一下折扣問題。

我想與您談談佣金問題。

2 How much discount do you intend to give us?

commission

你們打算給我們多少 折扣？

佣金？

3 It is very difficult for us to further lower our price.

reduce

cut

對於我們來說，再降低價格非常困難。

折扣和佣金

Business Representation