回应Prices and Payment

2021年1月20日发(作者：台词英文)
Prices and Payment
◆

An Australian camping goods distributor talks with a Chinese exporter.

◆

Distributor : My company really likes the variety and quality of your camping
goods.

◆

Exporter : Thank you. I'm quite certain that we can satisfy your customers.
We've had great success in exporting our products to America, for example.

◆

Distributor : I'm ready to place an order as soon as we negotiate final prices.

◆

Exporter : We'd be only too pleased to do business with you. What items are
you interested in?

◆

Distributor : I'm thinking of ordering the tent model we discussed. I'm also
interested in your aluminum camping stove. What prices do you offer on these
two items?

◆

Exporter : The tents go for $$63.00 each, and the stoves are $$20.50,
wholesale.

◆

Distributor: Are those prices C.I.F. or F.O.B.?

◆

Exporter : All prices are F.O.B.

◆

Distributor : I don't think the price on that tent is workable for us.

◆

Exporter
：

I'm afraid we can't go any lower. We do have a similar tent which
uses high-impact plastic poles instead of aluminum. It's considerably cheaper -
$$45.00.

◆

Distributor: That sounds like a possibility. Of course, I ll have to inspect the
tent before placing an order.

◆

Exporter : No problem. You can see it right here at our showroom.

◆

Distributor : How do you pack the goods?

◆

Exporter : The tents come in individual carrying cases, wrapped in plastic, in
lots of a dozen.

◆

Distributor : I think we'd need 10 gross.

◆

Exporter : Fine. We do request all our overseas customers to do one thing.

◆

Distributor : What's that?

◆

Exporter : We'd like to ask you to establish a local letter of credit in our favor.

◆

Distributor : My company can easily do that. Let's have a look at the tent.
Then I'll let you know as soon as a letter of credit is arranged.



An American importer meets with a Taiwan exporter to discuss terms of
payment.

◆

Importer : Thank you for meeting with me this morning. We've been getting
together quite often lately. My company is very pleased with the deal I've been
able to negotiate.
◆

Exporter: Yes, we've been able to undersell the competition with our new
hearing device.

◆

Importer: Now that we've settled on a price, we need to discuss terms of
payment. Is it necessary to do anything special in the way of payments for
international trade?
◆

Exporter: You could have the goods sent on consignment.
That way you wouldn't have to pay until you actually sold the hearing devices.

◆

Importer : But wouldn't we get a better deal if we bought the goods outright?
We'd expect to be able to obtain a reasonably large reduction in price.

◆

Exporter : Yes, you would; and we'd prefer to have the money up-front, so
we can pay off our transistor supplier.

◆

Importer
：

Has the supplier indicated a need for money?
◆

Exporter : Oh, no. They're an enormously well- financed organization. It's
just that we'd get a discount if we paid before the fifteenth of the month.
Importer Can we pay you by check?

◆

Importer : Can we pay you by check?

◆

Exporter : The customary method of payment in international trade is the
letter of credit. A local bank will grant you, let's say a letter of credit line of
$$250,000. You would then need to pay one half the total invoice in local
currency. The balance would be payable upon receipt of the goods.

◆

Importer : How can I open a letter of credit?
◆

Exporter : You would need to describe the transaction to the bank, and
specify the documents the bank needs. For example, the certificate of insurance.

◆

Importer : I see no reason why my company can't operate this way.

◆

Exporter: We ask you to use an irrevocable letter of credit. this means that
the bank would guarantee payment even if your company is unable to pay. This
way we maintain continuous control over our financial risk until the final
payment is made.

◆

Importer : I guess the next step is for me to visit the bank. Thank you for
making my first importing experience a pleasant one.

◆

Exporter : Well, exporting is what we're in business for. I notice that you
have very few hesitations about beginning.

◆

Importer : You've calmed my fears marvelously.
Dialogue 1





W: Well, we
’
ve settled the question of price, quality and quantity. Now what about the terms of
payment
？

B: We only accept payment by irrevocable letter of credit payable against shipping documents.

W: I see. Could you make an exception and accept D/A or D/P?

B: I’m afraid not. We insist on a letter of credit.


W: To tell you the truth, a letter of credit would increase the cost of my import. When I open a
letter of credit with a bank, I have to
pay a deposit. That’ll tie up my money and increase my cost.


B: Consult your bank and see if they will reduce the required deposit to a minimum.

--
好吧，既然价格、质量和数量问题都已谈妥，现在来谈谈付款方式

怎么样？






--
我们只接受不可撤消的、凭装运单据付款的信用证。






--
我明白。你们能不能破例接受承兑交单或付款交单？






--
恐怕不行，我们是坚决要求采用信用证付款。






--
老实说，信用证会增加我方进口货的成本。要在银行开立信用证，我得付一笔 押金。这
样会占压我的资金，因而会增加成本。






--
你和开证行商量一下，看他们能否把押金减少到最低限度。


W: Still, there will be bank charges in connection with the credit. It would help me greatly if you
would accept D/A or D/P. You can draw on me just as if there were a letter of credit. It makes no
great difference to you, but it does to me.





B: Well, Mrs. Wang, you must be aware that an irrevocable letter of cred it gives the exporter the
additional protection of the bank er’s guarantee. We always require L/C for our exports. And the
other way round, we pay by L/C for our imports.





W: To meet you half way, what do you say if 50% by L/C and the balance by D/P?





B:
I’m
very
sorry,
Mrs.
Wang.
But
I’m
afraid
I
can’t
promise
you
even
that.
As
I’ve
said,
we
require payment by L/C.

--
即便那样，开立信用证还是要支付银行手续费。假如你能接受承兑

交单或付款交单，这
就帮我大忙了。你就当作是信用证一样向我开

汇票。这对你来说区别不大，但是对我来说
就大不一样了。