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1、外销员考试辅导：TermsofPayment支付条款Dialogue 2A: Well, Mr. Brown, weve settled everything in connection with this transaction except the question of payment in yen. Now can you explain to me how to make payment in yen?B: Many of our business friends in England, France, Switzerland, Italy and Germany are payin
2、g for our exports in Japan currency. It is quite easy to do so.A: I know some of them are doing that. But this is new to me. Ive never made payment in yen before. It is convenient to make pay- ment in pound sterling, but I may have some difficulty in making payment in yen.B: Many banks in Europe now
3、 carry accounts in yen. They are in a position to open letters of credit and effect payment in yen. Con- sult your banks and youll see that they are ready to offer you this service.A: Do you mean to say that I can open a letter of credit in yen with a bank in London or Bonn?B: Sure you can. Several
4、of the banks in London, such as the National Westminster Bank and Barclays Bank are in a position to open letters of credit in yen. Theyll do so against our sales confirmation or contract.A: I see.- 布朗先生，除了日元付款问题外，我们已经谈妥了有关这笔交易 的所有事项。现在，能不能请你解释一下如何用日元付款？- 我们在英国、法国、瑞士、意大利及德国的许多商界朋友都用日元 支付我们的出口货物。这很容易
5、做到。- 我知道有些人是这么做。但对我来说，这是新做法。我从来没用过日元付款。用英镑付款很方便,但用日元付款可能会有些麻烦。- 现在欧洲许多银行都可以开立日元账户。他们可以开立信用证并且 用日元支付。你去银行咨询就可知道，他们会替你办理这项业务的。- 你是说我可以在伦敦或者波恩的银行开立日元信用证吗？- 当然可以。在伦敦有好几家银行，如国家威斯敏斯特银行和巴克 莱银行等都可以凭我们的销售确认书或合同开立日元信用证。- 我知道了。Dialogue 3W：To get around your difficulty, Mr. Brown, Id sug gest that you reduce yo
6、ur order by half. You can send in an ad di tion al order later.B: Well, Ill consider the possibility. By the way, when do I open the L/C if I want the goods to be delivered in June?W: A month before the time you want the goods to be delivered.B: Could you possibly effect shipment more promptly?W: Ge
7、tting the goods ready, making out the documents and booking the shipping space - all this takes time, you know. You cannot expect us to make delivery in less than a month.B: Very well, Mrs.Wang. Ill not reduce my order. Ill take the full quan ti ty you offer. And Ill arrange for the Letter of Credit
8、 to be opened in your favor as soon as I get home.W: When will that be?B: Early next week. In the meantime, I should be very pleased if you would get everything ready. I hope that the goods can be dispatched promptly after you get my Letter of Credit.W: You can rest assured of that. Well book you or
9、der and inquire for the shipping space now, so that shipment can be effected within two or three weeks of receipt of your L/C.B: Thatll be fine. I appreciate your cooperation.- 布朗先生，我建议你把订单数量削减一半以摆脱你的困难。你可 以以后再下追加订单。- 喔，我考虑一下这种可能性。顺便问一下，如果我想要你们六月份 交货的话，我需要在什么时候开立信用证呢？- 交货期前一个月。- 你们能否再提前一点交货呢？- 你瞧，备货
10、、制单证、订舱位所有这些都要花时间。你总不 能要求我们在不到一个月的时间内交货吧。- 好吧，王小姐，我不打算减少订单的数量。你提供的数量我全部都要。我一回去马上着手办理开立以你方为受益人的信用证。- 那将是什么时候？- 下周初。与此同时，如果你们能将所有的事情准备好，我会非常 满意。我希望你们收到我的信用证后能马上发货。- 这点我们可以保证。我们这就下单生产、订舱位，这样在收到你方 信用证的两、三星期内就能安排装运。- 好，谢谢你们的合作。W: Very good. Well, thanks to your cooperation, our discussion has been very p
11、leasant and fruitful. I sincerely hope that the volume of trade between us will be even greater in the future.B: By the way, Mrs. Wang, we have a mind to do joint participa- tion with you on Japanese arts and crafts in our market. Would you entertain this proposal?W: Well, this is something new. A f
12、ew of our friends from Europe have also suggested that we participate in joint enterprise with them dealing in some of our goods. We think there are a lot of details to go into.B: If you feel our proposal is attractive, it is estimated that business to the extent of over twenty million marks can be
13、done in this manner.W: Naturally, I appreciate your efforts in pushing the sale of Japanese arts and crafts. But Im not in a position to discuss your proposal today. I must first talk to our director, and discuss it with you some other time.B: All right. Anyway, Ill be staying here for another two w
14、eeks. But Im looking forward to having something done in this respect.W: Well talk about it next time. Now that everything is settled, lets have a cup of tea, and take our minds off business for a change.- 太好了。由于你们的合作，我们之间的谈判很愉快而且富有成果。 我真诚地希望今后我们之间的贸易额会进一步扩大。- 王小姐，顺便提一句，我们有意与你方合作，在我国市场上合资 经营日本工艺品。你们
15、愿意接受这个提议吗？- 这是一个新做法。有些欧洲朋友也建议我们与他们一起合资经营我 们的一些产品。不过，这个需要进行详细地讨论。- 如果你们觉得我方提议值得考虑采纳，估计以这种方式，贸易额 可以达到二千万马克以上。- 当然，我们很感激贵方为推销日本工艺品所作的努力，但是我今 天无法与你方讨论这一问题。我得先和我们主管商量一下，然后和 您找个时间再谈。- 好吧，反正我还会再呆两个星期。不过我期望在这方面能够取得进 展。- 我们下次再谈吧。既然所有的问题都解决了，我们喝杯茶，抛开业 务问题休息一下吧。Words and Expressionsirrevocable 不可撤消的，不可取回的depos
16、it 押金，定金tie up 占压资金minimum 最低限度 guarantee 保证，担保Switzerland 瑞士currency 货币be in a position to 能够sales confirmation 销售确认书effect 实行，生成promptly 迅速地dispatch 发送Notes1. joint enterprise 合营企业2. payment by irrevocable letter of credit payable against shipping documents不可撤消的、凭装运单据付款的信用证付款方式3. D/P = Documents against Payment 付款交单
