论坛 › 福建 › 外贸独家代理协议，到底该怎么签？

6257rv7 发表于 2024-7-31 19:56:36

外贸独家代理协议，到底该怎么签？

    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倘若</span>有外商<span style="color: black;">忽然</span>跟你提出要<span style="color: black;">签定</span>独家代理协议，到底签不签？</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">大众</span>好，我是外贸星哥，欢迎来到我的频道。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">答案当然是“签”。但这绝不是简单地在白纸黑字上签个字就了事。<strong style="color: blue;"><span style="color: black;">签定</span>独家代理协议是一项技术活，<span style="color: black;">触及</span><span style="color: black;">非常多</span>专业知识和细节。</strong></span></p>
    <div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-axegupay5k/bfa1870c3ca24c3cb9080306798ba5a0~noop.image?_iz=58558&amp;from=article.pc_detail&amp;lk3s=953192f4&amp;x-expires=1723026408&amp;x-signature=c4dGamrrSc%2BytNGJW9sV32PcvSU%3D" style="width: 50%; margin-bottom: 20px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">商务讨论</p>
    </div>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">今天，我将结合自己十几年的外贸经验，手把手教你<span style="color: black;">怎样</span><span style="color: black;">签定</span>一份有分量、有<span style="color: black;">需求</span>，专业而又严谨的独家代理协议。</span></p>
    <h1 style="color: black; text-align: left; margin-bottom: 10px;"><span style="color: black;">1、</span>背景调研</h1>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在<span style="color: black;">签定</span>独家代理协议前，必须对客户进行全面的背景调查。调查什么？</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">市场地位：</strong>客户在其市场中<span style="color: black;">是不是</span>为领先企业？<span style="color: black;">认识</span>客户的市场地位非常重要，<span style="color: black;">由于</span>这决定了<span style="color: black;">她们</span>的影响力和市场覆盖能力。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">采购<span style="color: black;">潜能</span>：</strong><span style="color: black;">评定</span>客户的采购能力。<span style="color: black;">她们</span><span style="color: black;">是不是</span>有足够的资金和资源来履行协议？采购<span style="color: black;">潜能</span>决定了客户的<span style="color: black;">长时间</span>合作价值。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">复购模式：</strong>客户<span style="color: black;">是不是</span>有稳定的复购模式？<span style="color: black;">认识</span>客户的采购频率和订单规模，<span style="color: black;">保证</span><span style="color: black;">她们</span>是<span style="color: black;">靠谱</span>的<span style="color: black;">长时间</span>合作伙伴。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">中国进口比例：</strong>客户从中国进口的比例是多少？这<span style="color: black;">能够</span><span style="color: black;">帮忙</span>你判断客户对中国<span style="color: black;">制品</span>的依赖程度和信任度。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">利润率：</strong>订单的利润率<span style="color: black;">怎样</span>？这不仅<span style="color: black;">包含</span><span style="color: black;">咱们</span>从订单里面收获的利润率，还<span style="color: black;">包含</span>外商的订单利润率。<span style="color: black;">仅有</span>双方都有利润，合作<span style="color: black;">才可</span><span style="color: black;">很久</span>。</span></p>
    <h1 style="color: black; text-align: left; margin-bottom: 10px;"><span style="color: black;">2、</span>谈判策略</h1>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">经过</span>背景调研，确认了客户的资质值得交付某一地区的独家代理权之后，下一步<span style="color: black;">便是</span>谈判。以下是四个关键点，一点<span style="color: black;">亦</span><span style="color: black;">不可</span>放过。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">时间期限：</strong>给独家代理协议设定一个时间期限。<span style="color: black;">一般</span><span style="color: black;">意见</span>有效期先做一年。一年内做得好，<span style="color: black;">能够</span>续签；做得<span style="color: black;">欠好</span>，协议终止。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">试用期：</strong>设定一个试用期。例如，前三个月必须完成<span style="color: black;">必定</span>数量的订单。例如，<span style="color: black;">咱们</span>是卖冰箱的，<span style="color: black;">能够</span>设定为前三个月完成<span style="color: black;">最少</span>1000台冰箱的订单，否则协议自动终止。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">目的</span>设定：</strong>给客户设定一个年度<span style="color: black;">目的</span>。例如，<span style="color: black;">倘若</span>客户之前在市场上<span style="color: black;">已然</span><span style="color: black;">营销</span>了8000台冰箱，<span style="color: black;">或</span>在该地区你已有客户能完成8000台冰箱的<span style="color: black;">营销</span>量，<span style="color: black;">那样</span>你<span style="color: black;">能够</span><span style="color: black;">需求</span><span style="color: black;">她们</span>在下一年度<span style="color: black;">最少</span><span style="color: black;">营销</span>9000台，<span style="color: black;">保证</span>实现10%—15%的业绩增量。<span style="color: black;">另外</span>，你还需设定一个利润<span style="color: black;">目的</span>，例如订单毛利为20%。否则，即使<span style="color: black;">营销</span>量<span style="color: black;">增多</span>，利润不达标，卖得越多反而亏得越多。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">区域范围：</strong><span style="color: black;">按照</span>客户的实力确定独家代理的区域范围。<span style="color: black;">知道</span><span style="color: black;">她们</span>是覆盖<span style="color: black;">全部</span>欧洲，还是仅限于德国本土。不是“人有多大胆，地有多大产”，光靠外商吹牛和贪婪就给大市场，那不是傻吗？而应该是他有几斤几两，我就给他几分的市场空间。</span></p>
    <h1 style="color: black; text-align: left; margin-bottom: 10px;"><span style="color: black;">3、</span>沟通技巧</h1>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在与客户沟通<span style="color: black;">以上</span>四点时，以下是<span style="color: black;">有些</span>实用的英文表达方式，<span style="color: black;">帮忙</span>你顺利进行谈判：</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">时间期限：</strong></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">We typically offer a one-year exclusive agency agreement. If the performance is satisfactory, we can extend it; otherwise, the agreement will be terminated.</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><strong style="color: blue;">试用期：</strong></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">We propose a three-month probation period. During this time, you must complete an order of at least 1000 refrigerators. If not, the agreement will be void.</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">目的</span>设定：</strong></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">We propose setting an annual sales target based on your past performance in the market. Given that you sold 8000 refrigerators last year or another client achieved this quantity in your region, we recommend aiming for a 10%—15% increase. This sets a target of at least 9000 units for the upcoming year, ensuring a sustainable growth trajectory.</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><strong style="color: blue;">区域范围：</strong></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">Based on your market strength, we need to define the exclusive territory. Are you planning to cover the entire Europe, or are you focusing on specific regions like Germany?</span></span></p>
    <h1 style="color: black; text-align: left; margin-bottom: 10px;">四：其他<span style="color: black;">重视</span>事项</h1>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">除了<span style="color: black;">以上</span>关键点外，还有<span style="color: black;">有些</span>重要事项需要<span style="color: black;">重视</span>：</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">知识产权<span style="color: black;">守护</span>：</strong><span style="color: black;">保证</span>在协议中<span style="color: black;">知道</span>规定知识产权的<span style="color: black;">守护</span><span style="color: black;">办法</span>，<span style="color: black;">包含</span>品牌、专利和商标等。这<span style="color: black;">能够</span>防止客户在<span style="color: black;">将来</span>对你的知识产权进行侵权。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">履约<span style="color: black;">保准</span>：</strong><span style="color: black;">能够</span><span style="color: black;">思虑</span><span style="color: black;">需求</span>客户<span style="color: black;">供给</span><span style="color: black;">必定</span>的履约<span style="color: black;">保准</span>金，<span style="color: black;">保证</span><span style="color: black;">她们</span>能够履行协议中的责任。这<span style="color: black;">能够</span><span style="color: black;">做为</span>一种<span style="color: black;">危害</span><span style="color: black;">掌控</span><span style="color: black;">办法</span>。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">市场支持：</strong><span style="color: black;">知道</span>你将为客户<span style="color: black;">供给</span><span style="color: black;">那些</span>市场支持，如<span style="color: black;">宣传</span>、促销和培训等。<span style="color: black;">保证</span>客户有足够的资源和支持来推广和<span style="color: black;">营销</span>你的<span style="color: black;">制品</span>。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">法律合规</strong>：<span style="color: black;">保证</span>协议符合当地的法律法规，避免<span style="color: black;">将来</span><span style="color: black;">显现</span>法律纠纷。<span style="color: black;">能够</span><span style="color: black;">思虑</span>咨询专业的法律顾问，<span style="color: black;">保证</span>协议的合法性和完整性。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我是外贸星哥，感谢你的<span style="color: black;">陪同</span>，愿每一次分享都能助你驰骋外贸江湖，继续关注我，下期精彩，<span style="color: black;">咱们</span>再会。</span></p>

7wu1wm0 发表于 2024-9-30 13:50:04

说得好啊！我在外链论坛打滚这么多年，所谓阅人无数，就算没有见过猪走路，也总明白猪肉是啥味道的。

b1gc8v 发表于 2024-10-19 16:25:08

楼主的文章深得我心，表示由衷的感谢！

b1gc8v 发表于 2024-10-24 21:56:21

论坛的成果是显著的，但我们不能因为成绩而沾沾自喜。

nqkk58 发表于 2024-11-7 00:40:11

你的见解独到，让我受益匪浅，非常感谢。

nqkk58 发表于 前天 09:51

你的见解独到，让我受益匪浅，非常感谢。

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