場景三
Talking about the Payment
談付款方式
Buyer: How are you Mr. Wang? Glad to hear you again. We've settled the questions of price, quality and quantity. Now what about the terms of payment?
王先生，最近怎么樣?很高興再次和你通話。我們已經談妥了價格，質量和數量的問題，該談談付款方式了吧?
SELLER: Morning, Mr. Smith. Thanks for calling me for payment negotiation.
早上好，史密斯先生。謝謝你為了這件事來電。
BUYER: Do you accept D/A or D/P?
承兌交單或付款交單的方式可以嗎?
SELLER: Sorry. We only accept irrevocable Letter of Credit payable against shipping documents.
對不起，我們只接受不可撤銷信用證的方式，見票付款。
BUYER: I see. But as you know, the Western market has been declining recently. Business is not easy as it used to be. As an old client of yours, I think we should enjoy your special treatment. I hope you would allow us to pay by D/A or D/P.
我明白。但你也知道，西方市場最近持續萎靡，生意不像之前那么好做了。我們也是貴公司的老主顧了，總該得到一點特殊對待吧。希望貴公司能同意以承兌交單或付款交單的方式付款。
SELLER: I understand your situation, Mr. Smith. As you pointed out, the Western economy is going down; the international financial market is not stable. To be on the safe side, we can't make exceptions.
我理解貴公司的處境，但你剛剛也說了，西方經濟在逐步下滑;國際金融市場也處于不穩定的狀態，為了安全起見，我們還是不能例外。
BUYER: It will increase our expenses to open the L/C and tie up our funds.
開信用證會增加我們的成本，這樣我們的資金會更加緊張。
SELLER: Dear Mr. Smith, as one of our old customers, you know well that Chinese kites have enjoyed a good reputation in your market and will be selling well. The quick turnover will not only free your cost on L/C, but also benefit you a lot.
親愛的史密斯先生，您作為我們的老主顧，應該很清楚我們中國的風箏質量在貴國市場上的聲譽，肯定會暢銷的。這不僅僅能緩解你開信用證的資金壓力，也能大賺一筆呢。
BUYER: Your words sound OK, but we still feel that to pay by L/C is not reasonable, especially at present when the world market is inactive. In order to conclude this transaction, we both need to make some concessions. How about 50% by L/C, 50% by D/P? Otherwise we might turn to other suppliers.
你說的很有道理，但是我們還是覺得用信用證的方式付款不合理，尤其是在現在世界經濟不活躍的情況下。為了談成這筆生意，我們雙方都需要做一些讓步。一半用信用證一半用承兌怎么樣?如果不行的話我們只能找別家了。
SELLER: Mr. Smith, as I said, we only accept L/C. Since you are our old customer and your order is quite large, how about 70% by L/C and 30% by D/P? This is not our normal practice. If you agree, we can make the deal. If not, I can't do anything else.
史密斯先生，我剛剛說過了，我們是非信用證不接受的。看在您是我們老主顧的份上，也看在您定了這么大量商品的份上，70%用信用證，30%用承兌匯票怎么樣?我們這么做可算是例外了。如果你同意，那我們就成交，如果你不同意，那我也無能為力了。
BUYER: All right, I agree. Could you make sure that the goods will be delivered before May, 2012 so that they can catch up with the sales season before the Children's Day?
好吧，我同意。你方能否確定在2012年五月之前把貨運到?這樣我們就能趕上兒童節前夕的旺季了。
SELLER: In this case, you'd better open the L/C before the 10th of April since we need time to get the goods ready and book the shipping space. So I suggest stipulate the time of shipment as “within 15 days after the receipt of the L/C.” Furthermore, we'd like a confirmed irrevocable L/C at sight payable against documents.
這樣的話，你最好在4月10日前把信用證開出來，因為我們需要時間準備商品和預定船只。所以我建議把裝船期規定為“收到信用證后15日內”。此外，我們希望收到的是即期付款的不可撤銷憑證。
BUYER: Another question. Can we make payment by L/C after sight?
還有個問題，我們能開見票后兌付的信用證嗎?
SELLER: It looks that we have to make another concession. In consideration of our good relationship for years, we give you further special treatment for a L/C payment 30 days after sight.
那我們不得不再做一點讓步了。考慮到我們多年的老交情，我們同意見票30天內兌付。
BUYER: Thanks a lot. We think we will have a successful transaction this time.
太感謝啦。我們這次合作肯定會成功的。
SELLER: We agree to your time L/C payment but it should be clear that the interest occurred should be borne by your side according to the interest rates on international monetary market. What do you think of it?
我們同意你所說的遠期信用證付款，但是要說清楚的是，產生的利息應由你方根據國際貨幣市場的利率承擔，這樣可以嗎?
BUYER: Agree. Thanks, Mr. Wang. We will try our best to open the L/C before 10th of April. How long should the L/C be valid?
可以，謝謝你，王先生。我們盡量在4月10日前把信用證開出來。信用證的有效期應該是多久?
SELLER: Since you are paying by a 30-day L/C, let's say the L/C expires 15 days after the 30-day duration is due, OK?
既然你是見票30日內兌付，那就兌付之日起15天內失效吧，可以嗎?
Buyer: That'll be fine. We'll open the L/C according to your requirement within the designated time.
好。我們會在規定時間內按照你的要求把信用證開出來。
Seller: Thank you.
謝謝。
Buyer: By the way, Mr. Wang, could you tell me what documents you'll provide?
順便問一下，你們會提供哪些票據?
Seller: Together with the draft, we'll send you a complete set of Bill of Lading, a Commercial Invoice, a Certificate of Quality, a Certificate of Quantity, Packing List, a Certificate of Origin, an Insurance Policy, a Shipping Advice. That's all.
除了合同之外，還有一整套的提貨單，一張商業發票，一份品質認證書，一份數量證明書，裝箱單，原產地證書，保單 和發貨通知書。就這些。
Buyer: Thanks a lot. You have been most helpful.
太謝謝了。你可幫了大忙了。