3.6代理商或分销商 Agents or distributors
代理商- AGENT
由出口公司指定的第三方，代表其在特定地理区域或行业部门营销和销售其产品或服务。
A third party appointed by the exporting company to act on its behalf to market and sell its product or service in a particular geographical territory or industry sector.
代理商通常以佣金为基础受雇，通常为一些非竞争性公司工作。通常，他们将协商保留费，任何后续销售都将产生佣金。因为他们是自雇人士，所以他们可以产生的销售额越多，他们就能赚到的越多。
Agents are often employed on a commission basis and usually work for a number of non‑competing companies. Generally, they will negotiate a retainer fee and any subsequent sales will generate a commission. Because they are self‑employed, the more sales they can generate, the more they can earn.
代理协议是在出口公司（委托人）和代理商之间起草的，因此出口公司可以放心地控制其货物的销售对象和价格。该协议还定义了允许代理商销售其产品的地区，因此在任何一个国家/地区，公司雇用多个代理商的服务并不罕见。
Agency agreements are drawn up between the exporting company (the principal) and the agent, so the exporting company can be assured of having some control over who its goods are sold to and at what price. The agreement also defines the territory where the agent is allowed to market its product, so in any one country it is not unusual for a company to employ the services of several agents.
分销商-DISTRIBUTOR
履行与代理商类似的角色，主要区别在于分销商通常直接购买货物，然后在指定区域内以利润出售货物。使用分销商为卖方提供了优势，因为他们通常不对分销商产生的任何损失或索赔负责。然而，主要的缺点是，由于货物已出售给分销商，卖方对销售地点和方式的控制较少。分销协议可以提供一些保护。
Fulfils a similar role to an agent, with the main difference that the distributor usually makes an outright purchase of the goods and then sells them on, again in a specified territory, at a profit. Using a distributor provides an advantage to the seller, as they are not usually responsible for any losses or claims incurred by the distributor. However, the main disadvantage is that as the goods have been sold to the distributor, the seller has less control over where and how they are sold. The distribution agreement can provide some protection.
分销协议可以是单一的经销权，即授予在特定市场销售产品或服务的唯一权利，也可以是选择性的经销权，其中对谁（以及在什么条件下）可以销售产品或服务施加限制。
Distribution agreements can either be sole distributorships, where the sole rights to sell the product or service in a particular market are granted, or a selective distributorship, where restrictions are applied as to whom (and under what conditions) the product or service can be sold.
Table ： Differences between agents and distributors
| Agent | Distributor |
| 不取得货物的所有权和控制权，因此不承担风险
Does not take ownership and control of the goods, therefore is not assuming risks |
直接购买货物，获得所有权和控制权，承担所有风险
Purchases the goods outright, taking ownership and control, assuming all risks |
| 代表出口公司谈判货物销售，赚取佣金
Negotiates the sale of the goods on behalf of the exporting company for a commission |
将货物出售给客户，赚取利润
Sells the goods on to customers, making a profit |
| 无权同意/设定销售价格
Has no authority to agree the sale price |
通常有权设定货物的销售价格
Usually has the authority to set the selling price of the goods |
| 通常不为买方提供售后支持
Does not usually provide after-sales support for the buyer |
经常提供售后支持 可以是选择性或单一经销 Quite often provides after-sales support Can be selective or sole distributorships |
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