【外贸英语口语学习】 在全球化贸易的大舞台上，代理与分销商合作模式是众多外贸企业拓展海外市场、提升产品销量的重要策略。然而，很多外贸从业者在实际谈判中常常面临诸多语言上的挑战。面对不同的谈判场景，不知道如何用恰当的英语表达自己的观点和诉求；在处理合作细节和争议时，缺乏灵活的沟通技巧，导致谈判陷入僵局；甚至因为英语口语表达不够专业，给对方留下不专业的印象，影响合作机会。这些问题严重制约了外贸业务的拓展和发展。

　　为了帮助广大外贸人解决这些难题，提升在代理/分销商合作谈判中的英语沟通能力，本文围绕代理/分销商合作谈判的全流程，精心划分了核心场景，并整理了一系列实用外贸英语口语，可以直接套用。

　　一、合作意向开启

　　（一）主动抛出合作邀请

　　1. We’re impressed by your company’s strong distribution network in the European market. We’d like to discuss the possibility of appointing you as our exclusive agent in this region.（贵公司在欧洲市场的强大分销网络令我们印象深刻，我们希望探讨任命贵方为我方该区域独家代理的可能性。）

　　2. Having learned about your rich experience in promoting similar products, we’re interested in establishing a distributor partnership with you to expand our market share in Southeast Asia.（了解到贵方在推广同类产品方面的丰富经验，我们有意与贵方建立分销合作关系，拓展我方在东南亚的市场份额。）

　　3. We’re looking for a reliable local partner to represent our brand. Could you share your thoughts on cooperating as our distributor in your country?（我们正在寻找可靠的本地合作伙伴代表我方品牌，贵方是否愿意分享作为我方在贵国分销商的合作想法？）

　　（二） 回应对方合作意向

　　1. Thank you for your offer to be your agent. We’re quite interested in this cooperation. Could you first elaborate on your expectations for the agent?（感谢贵方邀请我方担任代理，我们对此次合作颇具兴趣。能否先详细说明贵方对代理方的期望？）

　　2. We’ve been following your brand for a long time and are willing to discuss the distribution cooperation. What are the core terms you focus on for this partnership?（我们长期关注贵方品牌，愿意洽谈分销合作事宜。贵方对此次合作最关注的核心条款是什么？）

　　3. Your products are highly competitive in our market. Before moving forward, we’d like to know your support policies for distributors.（贵方产品在我方市场极具竞争力，在推进合作前，我们想了解贵方对分销商的支持政策。）

　　二、合作范围与权限

　　（一） 明确代理/分销区域

　　1. We propose appointing you as our exclusive agent in France, with no other agents or distributors allowed to operate in this area during the cooperation period.（我们提议任命贵方为我方在法国的独家代理，合作期间不允许其他代理或分销商在该区域开展业务。）

　　2. As a distributor, your business scope will cover the whole of Brazil. We’ll ensure that we won’t supply products directly to any customers in this region.（作为分销商，贵方的业务范围将覆盖整个巴西，我们将确保不直接向该区域任何客户供货。）

　　3. Could we narrow down the initial cooperation area to three major cities first? If the performance is satisfactory, we can expand it to the entire country later.（我们能否先将初期合作区域缩小至三个主要城市？若业绩达标，后续可扩展至全国范围。）

　　（二） 界定产品与权限边界

　　1. The cooperation will cover our full range of electronic products, including new models to be launched within the next two years.（此次合作将涵盖我方全系列电子产品，包括未来两年内推出的新品。）

　　2. As our exclusive agent, you’ll have the right to promote and sell our products, but you’re not allowed to rebrand or modify the products without our written approval.（作为我方独家代理，贵方拥有产品推广和销售权，但未经我方书面同意，不得重新贴牌或修改产品。）

　　3. Do you allow us to sell complementary products from other brands while distributing yours? This will help us better expand the market.（贵方是否允许我们在分销贵方产品的同时，销售其他品牌的互补产品？这将帮助我们更好地开拓市场。）

　　三、合作期限与业绩目标

　　（一） 协商合作期限

　　1. We suggest a cooperation term of 3 years, with an option to renew automatically if both parties are satisfied with the cooperation results.（我们建议合作期限为3年，若双方对合作成果满意，可自动续约。）

　　2. Let’s start with a 1-year trial cooperation. After evaluating the performance, we can decide whether to extend the term and upgrade the cooperation to exclusive agency.（我们先开展1年的试合作，评估业绩后，再决定是否延长期限并升级为独家代理合作。）

　　3. What’s your expected cooperation term? We hope there’s a 3-month notice period if either party intends to terminate the cooperation.（贵方期望的合作期限是多久？我们希望若任何一方有意终止合作，需提前3个月发出通知。）

　　（二） 设定业绩目标

　　1. Based on the market size and your distribution capacity, we set an annual sales target of $500,000 for the first year.（结合市场规模和贵方分销能力，我们为第一年设定50万美元的年度销售目标。）

　　2. If you exceed the annual target by more than 20%, we’ll offer you an additional 2% bonus as a reward.（若贵方年度业绩超出目标20%以上，我们将额外给予2%的奖金作为奖励。）

　　The performance target should be realistic. Could we adjust it based on the first half-year’s actual sales?（业绩目标需切合实际，我们能否根据上半年实际销量进行调整？）

　　四、价格、返利与结算

　　（一） 协商供货价格

　　1. As our distributor, you’ll enjoy a wholesale price of 40% off the retail price. This price is valid for the entire cooperation period, excluding raw material price fluctuations.（作为我方分销商，贵方将享受零售价4折的供货价，此价格在整个合作期内有效，原材料价格波动情况除外。）

　　2. The supply price will be adjusted annually based on the international market price index. We’ll notify you of any changes 2 months in advance.（供货价格将根据国际市场价格指数每年调整一次，任何变动我们将提前2个月通知贵方。）

　　Compared with other suppliers, your price is a bit high. Could you offer a more favorable rate to help us gain market share?（与其他供应商相比，贵方价格偏高，能否给予更优惠的幅度，助力我们抢占市场？）

　　（二） 确定返利政策

　　1. We provide a tiered rebate policy: 3% rebate for annual sales between $500,000-$800,000, and 5% rebate for sales exceeding $800,000.（我们实行阶梯返利政策：年度销售额在50万-80万美元之间，返利3%；销售额超过80万美元，返利5%。）

　　2. The rebate will be settled annually and can be deducted from the next order payment or paid in cash.（返利将按年度结算，可用于抵扣下一批订单货款或以现金支付。）

　　Can the rebate be calculated on a quarterly basis instead of annually? It will help us improve cash flow.（返利能否按季度结算而非年度？这将有助于我们改善现金流。）

　　（三） 约定结算方式

　　1. For regular orders, we accept 20% deposit in advance and 80% payment against the copy of the shipping document.（对于常规订单，我们接受20%预付款，80%凭货运单据副本付款。）

　　2. After 6 months of stable cooperation, we can offer you a credit period of 30 days to support your business operations.（合作稳定6个月后，我们可为贵方提供30天的信用期，支持贵方业务运营。）

　　Could we adopt L/C at sight for the first few orders to ensure mutual trust? We can switch to more flexible terms later.（前几批订单我们能否采用即期信用证结算以保障双方信任？后续可转为更灵活的结算方式。）

　　五、双方责任与支持

　　（一） 我方（供应商）责任与支持

　　1. We’ll provide you with free product catalogs, promotional materials and technical training to help you promote our products.（我们将为贵方提供免费产品目录、宣传资料及技术培训，助力贵方推广产品。）

　　2. We guarantee timely delivery—orders will be shipped within 15 working days after receiving the deposit. In case of delayed delivery due to our reasons, we’ll compensate you accordingly.（我们保证按时交货，收到预付款后15个工作日内发货。若因我方原因延迟交货，将给予相应赔偿。）

　　3. We’ll provide after-sales support, including spare parts supply and technical guidance, to help you solve customer problems efficiently.（我们将提供售后服务支持，包括备件供应和技术指导，协助贵方高效解决客户问题。）

　　（二） 对方（代理/分销商）责任

　　1. You’re responsible for local market promotion, including participating in industry exhibitions and launching advertising campaigns to expand brand awareness.（贵方负责本地市场推广，包括参加行业展会、开展广告宣传活动，提升品牌知名度。）

　　2. You must maintain the brand image and ensure that the products are sold at the price range agreed by both parties, without vicious price competition.（贵方需维护品牌形象，确保产品在双方约定的价格区间内销售，不得进行恶性价格竞争。）

　　3. You should submit a monthly sales report and a market analysis report to us, helping us understand the local market dynamics.（贵方需每月向我方提交销售报表及市场分析报告，协助我们掌握本地市场动态。）

　　六、合作续约与终止

　　（一） 续约相关约定

　　1. Either party should propose renewal negotiations 3 months before the expiration of the cooperation term. If no objection is raised by either party, the cooperation will be automatically renewed for the same term.（任何一方应在合作期限届满前3个月提出续约洽谈，若双方均无异议，合作将自动续约相同期限。）

　　2. Based on the previous cooperation performance, we can adjust the terms such as performance targets and rebate rates during the renewal negotiation.（续约洽谈时，我们可根据上一轮合作业绩，调整业绩目标、返利比例等条款。）

　　（二） 终止合作条款

　　1. If either party fails to fulfill the agreed obligations (such as failing to meet the performance target for two consecutive years), the other party has the right to terminate the cooperation with a 1-month notice.（若任何一方未履行约定义务，如连续两年未达成业绩目标，另一方有权提前1个月发出通知终止合作。）

　　2. After the termination of cooperation, you should stop selling our products within 3 months and return all unused promotional materials and confidential documents.（合作终止后，贵方需在3个月内停止销售我方产品，并归还所有未使用的宣传资料及机密文件。）

　　3. Any outstanding payments and rebates should be settled within 15 days after the cooperation is terminated.（所有未结清的款项及返利，需在合作终止后15天内结算完毕。）

　　通过学习本文整理的实用外贸英语口语，您将能够在谈判中更加自信、专业地表达自己的观点和诉求，灵活应对各种谈判场景，争取更有利的合作条件。如果您想更深入的外贸英语口语学习，欢迎来到说客英语，我们有专业的英语外教以及专业的外贸英语口语学习课程，助您快速提升英语口语能力！