经销—当事人之间的关系.pptVIP

主讲教师：夏夕美 introduction International trade forms refer to the common practices and channels between countries for the flow of commodities or services. Every import or export is carried out through certain trade form. Besides the direct trade form discussed in this book so far, there are a few indirect ones commonly used in international trade as well. Distribution-经销 1. Definition: It means that the distributor allocates and sells the goods on behalf of the exporter. 2. the kinds: Fixed distribution (Non-exclusive Distribution)--定销 Exclusive sales (Sole Distribution) --包销 Distribution-经销 3. Features The relation between the supplier and the distributor is Principal to Principle; the distributor sells goods in his own name and on his own account. Distribution-经销 4. The contents of distribution agreement The scope of the agreement The area of distribution Period of distribution Quantity and amount Methods of pricing Other obligations 经销—定义 经销（Distribution）是指进口商（经销商）与出口商（供货商）达成协议，承担在规定的期限和区域内销售指定商品的一种贸易方式。 经销—类型 依据经销权限的不同，分为两种类型： 独家经销（Sole Distribution）：我国通常称为包销（Exclusive Sales），是指出口商通过签订协议给国外销售商在一定时期、一定地区经营某一种或某一类商品的专营权利。这种专营权是指专卖权和专买权。 一般经销：又称定销。即出口商可在同一时间、同一地区内寻找几家经销商来经销同类商品，经销商也不享有独家专营权。 经销—当事人之间的关系 A 经销—包销的特点 三定：在包销协议中定商品、定期限、定地区 三自：指包销商自行购买、自行销售、自负盈亏 一专：指专营权（专买权、专卖权） *定销（一般经销）与包销（独家经销）的不同是：没有专营权 经销—特点 在经销的条件下，经销商和出口商的关系是一种买卖关系。出口商根据经销协议供货，而经销人则根据经销协议购货，在经营中自担风险、自负盈亏。 它与单边逐笔销售不同的是，双方当事人除签订买卖合同外，还要事先签订经销协议，确定双方当事人的权利与义务,使买卖双方确立一种较为稳固的购销关系。 1. Definition It means that the agent signs contracts with a third party on behalf of the principle or does other matters relating to the sales in compliance with the instruction from his principal, while the principal shall be responsible for the agent’s business activities and the obligations incurred therein. 2. the kinds The commission agent The sole agent The general agent 3. Features The agent can’t surpass the scope of authority and he can’t sign contract in his own name. He is a middleman a