Having settled the price of transaction. Mr Fracer is having a talk about payment terms with Mr Li from our trading corporation.已经确定了交易的价格。弗拉尔先生正在与我们贸易公司的李先生讨论付款条件。
F:Of talking over the price,at all is on the high sides as compared with those of arrival goods,the quality of your products,I suppose,will probably make up for it.Now,let's come to the terms of payment.在谈到价格的时候，我认为你们的产品的质量可能会弥补这一点，因为与那些到货的商品相比，你们的产品质量很好。现在，让我们来谈谈付款条件。
L:Ok.That's what I am going to say.As usual,our terms of payment are by confirmed,irrevocable at sight draft against presentation of shipping documents.好的。这就是我要说的。同往常一样，我们的付款条件是保兑的，不可撤消的，凭装运单据见票即付。
F:But other suppliers can give us more favorable terms.You see,the world market has been rather down recently,besides,our exchange quota is rather limited. So,we'd like to use DA to this transaction.但其他供应商可以给我们更优惠的条件。你看，最近世界市场行情低迷，而且我们的外汇配额相当有限。所以，我们想用DA来处理这笔交易。
L:I am afraid we cannot accept the DA,as you know,devaluation of the dollar and its consequent repercursions are major currencies.Having given rise to grave and certain days in the international monatery market.Therefore,we find necessary to handle our business on LC basis,at least for the time being.恐怕我们不能接受DA，正如你们所知，美元贬值及其后续的储备货币是主要货币。在国际市场上已经有了很严重的日子。因此，我们发现有必要在LC基础上处理我们的业务，至少目前是这样。
F:Payment by LC involves additional expense for us.This leaves no margin and profits at the terms of payment.信用证的付款包括我们的额外费用。这样就不会在付款条件下产生利润和利润。
L:Mr Fracer,you know quite well that chinese goods enjoy an excellent reputation in foreign markets.Moreover,there is at present a volk for chinese goods.The article you are interested in is greatly in demand and it sells especially well.The quick turnover will of course will not only offset your LC expenses ,but give your factory a satisfactory profits.弗拉先生，你很清楚，中国商品在国外市场享有很高的声誉。此外，中国商品目前也存在着一种volk。你感兴趣的那篇文章有很大的需求，而且卖得特别好。快速周转当然不仅会抵消你的LC费用，而且会给你的工厂带来令人满意的利润。
F:As far as I know,you sometimes grand your clients such terms as DA and DP,don't you?据我所知，你有时会给你的客户提供诸如DA和DP这样的术语，对吗？
L:Yes,occasionally we do.But it is only at the very special circumstances that we agree to other payment terms.是的,有时候我们做。但只有在非常特殊的情况下，我们才同意其他付款方式。
F:Ours is not an normal case,is it?It is indignitial of sample order.It doesn't pay to adopt LC terms for order as small as ours.The limited profits if any it is even enough to balance additional balances.我们的情况不是正常的，是吗？这是样品定单的不合理之处。按照我们的要求，采用LC条款是不值得的。如果有足够的利润来平衡额外的余额的话，利润是有限的。
L:Um,well,in order to finalize the business,we agree to DP sight as the best we can do.嗯，为了完成业务，我们同意把DP看作是我们能做的最好的事情。
F:Thanks for your consideration,still is not good enough.As you know,I am a middle man,I need sometime to find the reliable clients,after I receive your bill.It would help me a lot if DP after sight is accepted,even 60 days will do.
L:I am afraid no further concession can be made.It is just facility you are doing business that we make that concession.We cannot be better place elsewhere,can you?我恐怕没有进一步的让步了。这只是你在做的事情，我们做出了让步。我们不能在别的地方更好，对吗？
F:It seems I have to take a thing as they are.Let's put it into contract.看来我得照他们的样子去做。让我们把它做成合同。
L:Mr Fracer,I should mention we accepted such terms only once.Once goods were dispatched,we will show you a signed draft against you,which would be sent together with the shipping documents through our remitting bank to the collecting bank at your end.It is still understood that you are to honor it on presentation.弗拉先生，我应该提一下，我们只接受过一次这样的条款。货物一经发运，我们将向你方出示一份与你方签字的汇票，该汇票将连同装船单据一起寄到托收银行，最后寄到托收银行。大家仍然明白，你要在展示时尊重它。
F:You may rest assure that this documentary jag will be duely honored on presentation.I did some business with San corportions on collection basis.They can proof to you my credit.你可以放心，这部纪录片将在展示会上被授予荣誉。我在收集的基础上与San公司做了一些生意。他们可以向你证明我的信用。
L:We trust you and hope you will leave us your credit.我们相信你，希望你能给我们留下你的信用。
F:Surely I will.Well,as a selling season is approaching,I'd like you to make a prompt shipment.当然我会的。好吧，随着销售季节的临近，我希望你能尽快装运。
L:We will try our best.我们将尽最大努力。
This will a few minutes before we visit the factory.May I ask you a question?
Go ahead please?
Could you agree the payment by DA?This is a sample order.
Occasionally we do.But yours is normal case,isn't it?
As you know,it doesn't pay to open an LC with bank for such a small amount.
We will consider that when we make you the firm offer.
For regular orders,couldn't you agree to payment by LC at 60 days at sight?
I am afraid not.Our usual practice is LC at sight.
Here are cars comes for picking us up.
S:Mr Hong,do you accept DA?
H:Well,we usually accept the payment by confirmed irrevocable credit at sight.
S:It's safer for payment by LC for large orders.But our order is really small one,further more,we are old friends,this is not the first dealing between us anyway.Do you doubt our credit position?
H:No,Mr Smith.Certainly,we have faith in you.But the international monternary market is changeable,nobody can stop a possible decline in prices,which will bring troubles to us.
S:How about DP at sight down?
H:We cannot accept other payment terms this trade except LC.We will consider DP terms at proper times in the future.
S:Well,we cannot reach an agreement today,I am afraid.Shall we discuss it tomorrow,after I consulted with home offices.
After the finished talking of questions about the price,Mr Blag is going to talk about payment term with Mr Wang from our trade company.在谈完有关价格的问题后，Blag先生将与我们贸易公司的王先生讨论付款条件。
S:I am glad we are likely to conclude the first transaction with you soon.We settled all the questions about packing,insurance,packing and shipment.Now,how about your terms of payment?很高兴我们能尽快与贵公司达成第一个交易。我们解决了所有的关于包装的问题,保险、包装和装运。现在，你的付款条件如何？
W:As you've seen from specially contract,we requires payment by confirmed irrevocable LC against the presentation of shipping documents.正如您在特别合同中看到的，我们要求通过保兑的不可撤销的信用证付款，以防止装运单据的出现。
S:I am sorry to hear that you insist on the terms by LC.Could you make an exception in our case like that DP or DA.我很遗憾听到你方坚持信用证条款。你能不能在我们的例子中例外，比如DP或DA。
W:I am afraid not.It is our usual practice to use that payment by LC only.恐怕不可以。我们通常只使用信用证付款。
S:Frankly,the letter of credit will raise the cost of my imports.When I open the letter of credit with bank,I have to pay margin.That will not only take my money,but also increase my cost.坦白地说，信用证会提高我的进口成本。当我用银行开立信用证时，我必须支付保证金。这不仅会带走我的钱，还会增加我的成本。
W:Oh,I cannot be of any help in this aspect.You'd better consult your bank,and ask them to reduce the required margin as minimum.哦，在这方面我没有任何帮助。你最好咨询一下你的银行，并要求他们把最低要求的保证金降低。
S:Still be bank charges in faxing to banks in opening LC.It would help me greatly if you could accept DP or DA instead,you can join on me as if there is an letter of credit.It makes no great difference to you,but it will certainly does to me.在开信用证时仍需向银行收费。如果你能接受DP或DA，这对我有很大帮助，你可以加入我的行列，就好像有信用证一样。这对你没有多大影响，但肯定对我有影响。
W:Well,I see your point.But your doclet aware that irrevocable LC give us additional protection of bank's guarantee.That's why we always require LC for our exports.That's the usual practice in documents internationally.好吧,我明白你的意思。但是你的doclet知道不可撤销的信用证给我们提供了银行担保的额外保护。这就是为什么我们总是要求我们出口的信用证。这是国际文书中惯用的做法。
S:But I heard you would accept different kind of payment as China has a doc open policy and you are following international policys.但我听说你会接受不同的付款方式，因为中国有一个开放的政策，你正在关注国际政策。
W:Quite right.But that all depends on the specific circumstances.完全正确。但这都取决于具体情况。
S:As this is the first transaction concluded.and the time with the world competition is rather keen,I would suggest that you would use more valuable terms,that would promote the trade between countries.What about DA?因为这是第一个事务结束。在世界竞争激烈的时候，我建议你使用更有价值的术语，促进国家间的贸易。DA怎么样呢?
W:Sorry,it cannot be done.Payment by LC is our usual practice in business with all customers for such commodities,especially with our new customers.If we can make an exception here.we cannot know where to stop.Besides,our price is very competitive and I don't think you will have any difficulties in sales.对不起,它不能被完成。信用证付款是我们与所有客户的惯例，特别是我们的新客户。如果我们可以在这里做一个例外。我们不知道该停在哪里。另外，我们的价格很有竞争力，我认为你们的销售不会有任何困难。
S:Is DP acceptable for you?DP可以接受吗？
W:Perhaps we shall whether we can do DP terms.After we have done more business together.For the moment,I am afraid we much insist our usual payment terms.也许我们可以做DP的条款。在我们一起做了更多的生意之后。目前，恐怕我们会坚持按惯例付款。
S:If in that that,I have no alternative but to accept your terms of payment.By the way,when must I have open the LC in one of goods to be delivered before Christmas season.As you know,Christmas is the selling season at our end.如果那样的话，我别无选择，只能接受你方的付款条件。顺便说一下，我必须在圣诞节前把信用证开在一件货物上。正如你所知，圣诞节是我们的销售旺季。
W:A month before date of shipment,as mentioned in our sales contract,装运日期前一个月，如我们的销售合同所述，
S:could you possibly allow one earlier shipment as I expect one goods well before Christmas starts.你能否允许我提前交货，因为我预计在圣诞节开始前就有一件货物。
W:Getting in the goods ready,packing the documents and packing shipping space,all this takes time,you know.You can not expect us make an shipment in less than a month.准备好货物，打包文件，包装运输空间，这一切都需要时间，你知道的。你不能指望我们在不到一个月的时间内装运。
S:Alright.I will help LC open by fax as soon as I get home.好吧。我一到家就把信用证打开。
W:When will that be?什么时候可以好
S:Early next week.Meanwhile,please get everything ready in and transfer these goods immediately after you get my LC.下周初。与此同时，请在收到我的信用证后立即把所有的东西都准备好，并立即转让。
W:You may rest your shirt for that.We will pack your order and require for the shipment space right away.So,the shipment can be affected in two or three weeks after receiving your LC.你可以把你的衬衫弄到这上面去。我们将立即打包你们的订单，并要求立即发货。因此，在收到你的信用证后两到三周内，货物就会受到影响。
S:That would be fine.Thank you very much for your cooperation.这将是很好。非常感谢你们的合作。
W:I am glad to be of help.The earlier we get your LC,the sooner shipment can be made.We will let you know as soon as the goods are shipped.我很高兴能帮上忙。我们越早收到你们的信用证，就能尽快装运。货物一发运，我们就通知你。
S:Thank you.I am looking forward to your shipping advice by fax.谢谢你！我期待着你方传真的装运通知。
W:Sure,I will send it by fax.:Goodbye and thank you for coming.当然，我将用传真发送。再见，谢谢你的光临。
S:Ah,Mr Yang.Sit down,won't you?Scar?啊,杨先生。你坐下来,不会?
Y:Thank you,I believe I will.谢谢，我相信我会的。
Ok.I am glad to say that we have settled the price,quality,quantity of the transaction.And what about the terms of payment?好的。我很高兴地说，我们已经确定了交易的价格、质量和数量。那付款条件呢？
Y:We only accept payment by confirmed,irrevocable letter of credit,available against presentation of shipping documents.我们只接受保兑的、不可撤消的、凭装运单据的信用证付款。
S:But I heard you would accept different kinds of payment,such as DA and DP.但我听说你会接受不同种类的付款，比如DA和DP。
Y:Quite right.But that all depend on circumstances.完全正确。但这一切都取决于环境。
S:As this is the first transaction,I would suggest that you could give us more favorable term.What about DA?因为这是第一个交易，我建议你可以给我们更优惠的条件。DA呢?
Y:Sorry,it can not be done.Payment is our usual practice by all customers for such commodities,especially with our new customers.As a matter of fact,LC protects the seller as well as the buyer.对不起，这是不可能的。我们的客户通常都是这样的，特别是我们的新客户。事实上，信用证既保护卖方，也保护买方。
S:Then,is DP acceptable for you?那么，DP可以接受吗？
Y:Perhaps we shall consider it after we have more business together.But so far,we haven't known much about credit status each other.So,I am afraid we must insist our usual form.也许在我们有更多的生意之后，我们应该考虑一下。但到目前为止，我们还不太了解彼此的信用状况。所以，恐怕我们必须坚持我们一贯的形式。
S:To tell you frankly,the letter of credit will add my cost of imports.In opening the letter of credit with the bank,I have to pay the deposit,that will tight up my funds.坦率地说，信用证将增加我的进口成本。在银行开立信用证时，我必须付保证金，这将使我的资金紧张。
Y:You might consult to bank to see if they can reduce the require deposit to minimum.你可以向银行咨询，看看他们是否能把要求存款降到最低。
S:Also,there will be certainly bank charges.It would help me greatly if you could accept DA or DP.You can join on me just as if there were letter of credit.To you,it makes no difference.But to me,it does.当然，也会有银行收费。如果你能接受DA或DP，这对我有很大帮助。你可以加入我，就好像有信用证一样。对你来说，这没什么区别。但对我来说,确实如此。
Y:Well,Mr Sinclare.You must be aware that the irrevocable letter of credit gives the export additional protection of the banker's guarantee.We always requires LC for all exports.And the other way around,we pay by LC for our imports.嗯,Sinclare先生。你必须知道，不可撤消的信用证给出口商提供了额外的保护银行的担保。我们总是要求所有出口的信用证。另一种方法是，我们用LC支付进口。
S:To meet each other health way,what do you say for fifty percent by LC and balance by DP?为了满足彼此的健康需求，你认为什么是50%的LC和DP的平衡？
Y:I am awfully sorry,Mr Sinclare.But I am cannot promise even that.As have said,we usually require the payment by LC,however,to get around your difficulties,I suggest you reduce your order by half,we can send in a additional order later.我非常抱歉，辛克莱尔先生。但我不能保证这一点。如您所说，我们通常要求信用证付款，但是，为了规避您的困难，我建议您将订单减少一半，我们可以稍后再发送一个订单。
S:Well,I will think it over.By the way,when must I open the LC,if I want to get goods to be delivered in June.好吧，我会考虑的。顺便问一下，如果我想在六月份交货的话，我什么时候开信用证呢？
Y:A month before shipment.一个月前装运。
S:Could you possibly affect shipment earlier?你能不能早一点影响装运？
Y:Getting the goods ready,making all the documents,booking the shipping space,all these takes time you know.You cannot expect us make the delivery in less than a month.准备好货物，制作所有的文件，预订舱位，所有这些都需要时间。你不能指望我们在不到一个月的时间内交货。
S:Very well.Mr yang.I should not reduce my order.I will take the full quantity you offer and arrange the LC as soon as I get home.很好。杨先生。我不应该减少我的订单。我一到家就把你所提供的全部数量和信用证安排好。
Y:When will that be?那什么时候可以呢？
S:Early next week.In the meantime,I shall be pleased if you could get everything ready.I hope these goods can be dispatched immediately after you get the LC.下周初。与此同时，如果你能把一切准备就绪，我将很高兴。我希望你们拿到信用证后马上就能发货。
Y:You may be assure of that.We will book the order and require the shipping space right away,so that the shipment can be affected within two or three weeks after receipt of your LC.你可以保证这一点。我们将立即订下订单，并要求立即发货，这样货物在收到贵方信用证后两到三周内就会受到影响。
S:That will be fine.I appreciate your cooperation.那将是很好。我感激你的合作。
Y:The sooner we get your LC,the sooner shipment can be affected.们越早收到你的信用证，货物就越快受到影响。
S:Thank you very much.Mr Yang.非常感谢。杨先生。
Y:I am glad to be of help.我很高兴能帮上忙。