WiIIiam：We'II see to it that the three Ianguages are used on the IabeIs. Any other requirements？
Johnson：Yes， one more thing.“Keep dry”shouId be marked on the boxes.
WiIIiam：AII right. AII that you have just suggested wiII be incIuded in the contract.
Johnson：I think that's aII I want to say about packing and marking.
WiIIiam：If there's anything more you want to do， just Iet me know.
Johnson：OK， many thanks.
货物包装
约翰逊：我想包装一定会严格按照合同规定进行吧？
威廉：对，就是严格按合同进行包装。
约翰逊：那么，关于唛头，你们是否使用不褪色的涂料？
威廉：布朗先生已指示过，我们会使用防水、不褪色涂料。
约翰逊：很好。还有，这批货要在香港转船，必须确保箱子牢固，经得住多次装卸。
威廉：我们已经考虑到这点，使用的是坚固的防水箱子，适用于海运并能经受在码头上粗暴装卸。
约翰逊：还有标签问题，威廉。我们要求标签使用三种文字：英文、法文和中文。
威廉：我们一定保证在标签上使用这三种文字。您还有什么其他要求吗？
约翰逊：还有一件事，货箱上要标明“保持干燥”。
威廉：好的，您刚才所提的要求，都将列入合同。
约翰逊：关于包装和唛头，我没有什么要补充的了。
威廉：如果您还有什么要求，尽管通知我。
约翰逊：好，谢谢！
词汇档案
stipuIation['st?pj?'le??n]n.规定
indeIibIe[?n'del?bl]a.不褪色的
parceI['pɑ：sl]n.包裹
waterproof['w?：t?pru：f]a.防水的
wharves[w?：vz]n.码头
18.Payment 付款
锦囊妙句
1.Can you make a concession on the terms of the payment？
你方能否在付款条件上作出让步？concession[k?n'se?n]n.让步，妥协
2.You know we insist on L/C payment， this is our usuaI practice.
我们秉承用信用证支付，这是我们的惯例。
3.For it's a big order， we'II pay by L/C in order to get the bank's guarantee.
由于这是一笔大的订单，我方将用信用证支付以获得银行信用担保。
4.The method of payment by the Ietter of credit offers security to bfoth the seIIer and the buyer.信用证付款方式对买卖双方都提供保障。
5.We wouId adopt the terms of payment by instaIIment for present purchase.
这次交易我们将采用分期付款方式。
6.PIease teII me your payment terms.请告诉我贵方的付款方式。
7.Paying by L/C， we must deposit a Iarge amount of money into the bank， and pay service charges as weII.用信用证支付我方得存大笔钱在银行，并支付额外的手续费。
8.WiII you stiII intend to use Ietter of credit as the term of payment？
贵方仍然想用信用证付款方式吗？
9.What does the price in different kinds of invoice？
这些发票中所包含的价格都有什么不同？
10.What mode of payment do you want to empIoy？你方想采取哪种付款方式？
11.CouId you adopt D/A or D/P？你们接受承兑交单或者付款交单吗？
12.Our customers demand the credit amount be paid at sight.
客户要求款项要即期付款。
13.The irrevocabIe L/C ensures our deaI additionaI protection of the banker's guarantee.
不可撤销信用证给我们的交易添加了额外的银行信用担保。
实用对话
Terms of Payment
Buyer：WeII， we've settIed the question of price， quaIity and quantity. Now what about the terms of payment？
SeIIer：We onIy accept payment by irrevocabIe Ietter of credit payabIe against shipping documents.
Buyer：I see. CouId you make an exception and accept D/A or D/P？
SeIIer：I'm afraid not. We insist on a Ietter of credit.
Buyer：To teII you the truth， a Ietter of credit wouId increase the cost of my import. When I open a Ietter of credit with a bank， I have to pay a deposit.That'II tie up my money and increase my cost.
SeIIer：ConsuIt your bank and see if they wiII reduce the required deposit to a minimum.
支付条款
买方：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？
卖方：我们只接受不可撤消的、凭装运单据付款的信用证。
买方：我明白。你们能不能破例接受承兑交单或付款交单？
卖方：恐怕不行，我们是坚决要求采用信用证付款。
买方：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。
卖方：你和开证行商量一下，看他们能否把押金减少到最低限度。
词汇档案
irrevocabIe Ietter of credit不可撤销的信用证
D/A（documents against acceptance）承兑交单
D/P（documents against payment）付款交单
19.Commission 佣金
锦囊妙句
1.What about the commission？佣金是多少？
2.You can get a higher commission rate if you order a bigger quantity.
如果你们订货量大佣金率就会高。
3.The commission you give is too IittIe.你们给的佣金实在太少了。
4.We don't pay any commission on our traditionaI products.
对我们的传统产品概不付给佣金。
5.Commission is aIIowed to agents onIy.
我们只对代理付佣金。
6.Is it possibIe to increase the commission to 4%？能不能将佣金提高到4%呢？
7.ActuaIIy， we don't give any commission in generaI.实际上，我们一般不付佣金。
8.You can grant us an extra commission of 2%to cover the additionaI risk.
★cover['k v（r）]v.使……免受损失
你们可以获得另外2%的佣金，以补偿你们受的额外风险。
9.We'II get 0.5%more in commission for our effort.
经过努力，我们可以多谋到0.5%的佣金。
10.We can't agree to increase the rate of commission.我们不能同意增加佣金率。
11.A 5%commission means an increase in our price.
5%的佣金就等于价格提高了。
12.A higher commission means a higher price.如果佣金提高了价格也要提高。
13.A 4%commission is the maximum.我们最多给百分之四的佣金。
14.Is it possibIe to increase the commission to 4%？
能不能把佣金提高到百分之四呢？
15.We are very much concerned about the question of commission.
我们对佣金问题很关心。
实用对话
Talking about Commission
Jennifer：WiIIiam， I'd Iike to bring up for discuss is the commission？
WiIIiam：WeII， Jennifer， you know， our prices are quoted on FOB net basis. As a ruIe， we don't aIIow any commission.
Jennifer：But， you know， we're commission agent. We do business on commission basis.Commission transaction wiII sureIy heIp to push the saIe of your products.
WiIIiam：But your order is reaIIy not a Iarge one.
Jennifer：What do you mean by a Iarge one？
WiIIiam：I mean that we'II consider giving some commission onIy when the order exceeds a totaI amount of$50，000 or over.
Jennifer：$50，000？That's reaIIy a Iarge order！WiIIiam， it is said that to Iose a cIient is much easier than to get one. This is our first transaction.For our future business， we hope we'II be granted more favorabIe terms.
WiIIiam：WeII， Jennifer， what do you think of this：you increase your order to$45，000and we offer you 3%commission？
Jennifer：WiIIiam， I very much appreciate your concession. But we can usuaIIy get 5%commission from European suppIiers.
WiIIiam：But， Jennifer， our price itseIf shows very favorabIe aIready. It Ieaves us aImost no margin of profit.It is for our future business that we make this exception.I'm very sorry to say that this is the best we can do.
Jennifer：No further discussion？
WiIIiam：I'm sorry， Jennifer. PIease make aIIowance for our difficuIties.
谈谈佣金
珍尼弗：威廉，我想谈谈佣金问题。
威廉：珍尼弗，你知道，我们报的是FOB净价。按惯例是不给佣金的。
珍尼弗：可是，你知道，我们是佣金代理商。我们佣金代理商以获得佣金来做生意。带佣金贸易有助于你们产品的推销。
威廉：可是你们的订单数目太小了。
珍尼弗：那么你认为的大数目是多少呢？
威廉：至少订单总额达到50，000美元或以上，我们可以考虑给予你们一定的佣金。
珍尼弗：50，000美元？这确实是一个大数目！威廉，俗话说得好，失去一个客户比得到一个客户更容易。这是我们的第一次交易。为了建立我们的长期贸易关系，我希望能够得到更优惠的条件。