I think you know already that I want to discuss the represent - ton for your alarm clocks .   Yes , Mr . Bergeron . You mentioned that in your letter . To tell you the truth , your proposal surprised us .   Is that so ? Anyhow I want to go over the details with you in person , so you can give my suggestion thorough consideration . Our firm specializes in this line of business . We have six sales representatives , who are on the road all the time , covering the whole of the European market .   Do you sell direct to shops ?   Yes , we specialize in handling clocks and watches of all sorts . We have well established channels of distribution and we canvass the retailers direct , without any middlemen .   Do you keep a stock of these things ?   In some cases , such as the wristwatches , which always have a steady market , we keep a stock in London and act as distributors as well as agents . Generally , however , we pass on the orders of our clients to the manufacturers for supply . We are paid for our service , of course .   That is , your commission .   Yes , our commission is very reasonable . We usually get a 10 % commission of the amount on every deal .   Our agents in other areas usually get a 3-5 % commission .   The European market is not familiar with your products . You have competitors from Japan and other continental countries . At the beginning of our campaign , there is sales resistance to overcome , we must send out salesmen to do a lot of traveling and spend a considerable amount of money on advertising in news - papers and TV programs . A 10 % commission will not leave us much .   According to your estimate , what is the maximum annual turn - over you can fulfill , in round figures , of course ?   We will always do our utmost to enlarge the business , as our remuneration increases with the turnover , but we will not guar - ante anything , at least not to begin with .   We appreciate very much your intention to push the sale of our products . But our suggestion to you , Mr . Bergeron , as a preliminary step , is to do a little research into the market ...   Do you mean to say you refuse us the agency ?   Mr . Bergeron , you leave us no alternative . We can not give you an exclusive agency of the whole European market without having the slightest idea of your possible annual marketing turnover . Besides our price is worked out according to the costing . A 10 % commission means an increase in our price . We must have the reaction of the buyers in this respect .   Oh , that's just too bad . I intended to make great efforts in selling your products .   Well , we can still carry on our business relationship without the agreement . To start the ball rolling , we will provide you with price lists , catalogues and some samples . Only when you have a thorough knowledge of the marketing possibilities of our products , can we then discuss further details .   Ah , Mrs . Miller , but in this case am I covered ?   Oh , yes . We will give you a 5 % commission on every transaction .   All right , but I'll be back again for the Autumn Fair . And then I hope we can see eye to eye about our commission and the terms of the agency .   Very good . We will discuss the matter again at the next Fair . 