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Unit 11 Acceptance
Acceptance
接受

Brief Introduction

在进出口贸易中，洽谈交易程序一般按询盘--发盘--还盘--接受--签订合同这五个环节来进行的。
接受是达成交易和订立合同必不可少的环节。接受在法律上叫做承诺。它是指受盘人在发盘有效期内完全同意发盘的全部内容，愿意订立合同的一种表示。

一项有效的接受一般必须具备以下条件：
一、它必须是受盘人对一项实盘的完全同意。
二、必须是发盘所规定的受盘人表示同意才有效。
三、必须是受盘人在发盘有效期内或合理时间内表示同意才有效。
四、接受应由受盘人作出声明或其他行为方式表示，并且这种表示 传达给发盘人后才开始有效。


Basic Expressions

1. Our price is quite reasonable and other buyers in your market have accepted it.
我们的价格很合理，已经为你们市场的其他买主所接受了。

2. Please accept our offer and confirm the above-mentioned terms immediately.   
请即接受我方报盘，并尽快确认以上条款。

3. Owing to heavy commitments, we can not accept fresh business at present.
由于订货太多，目前我们无法接受新的业务。

4. Taking the quality into consideration, we accept your offer.
考虑到质量，我们接受你方报盘。

5. We are pleased to have transacted our first act of business with your firm.
我们很高兴同贵公司达成了首批交易。

6. We have succeeded in putting through the deal of five hundred bicycles.
我们成功地达成了五百辆自行车的交易。

7. We have faxed our confirmation of your order and you are requested to open the L/C as soon as possible.

我们已发传真确认接受你方订单，请你们尽快开立信用证。

8. We strongly recommend acceptance as our stocks are running low.

由于存货日渐趋少，我们力荐贵方接受。

9. With an eye to future business we’ll accept payment by D/P this time.

为了今后的业务，我们这次可以接受付款交单方式。

10. We are sorry that we cannot accept your counteroffer, as the price quoted by us is quite realistic.

报给你方的价格已很实际，很抱歉不能接受你方还盘。

11. The price you quoted being found workable, we have faxed you our acceptance.

我们认为你们所报价格可行，已发传真给你方表示接受。

12. We accept your offer provided that shipment is made in November.

如能在十一月份装船，我们就接受你方报价。

13. Although the prevailing quotations are somewhat higher, we will accept the order on the same terms as be fore with the view of encouraging business.

尽管目前报价偏高，但为了促进今后业务的开展，我们仍将按过去 条件接受你方订单。

Conversations

Dialogue 1

B: Mrs. Wang, would you give us an idea of the price you regard as workable?

W: As I said before, your price is so high that we find it difficult to make a bid. We hope you will take the initiative and bridge the gap.

B: Just to comply, we’re ready to reduce the price by 5 percent. I hope this concession of ours will get the ball rolling.

W: So do we. Certainly it’s a step forward on your side. But the gap is still too wide.

B: The ball is in your court, Mrs.Wang. What price would you suggest?

W: To make your offer workable, I think you should take another step down as big as the one you’ve just taken.

B: That won’t do. You see, our profit margin is very narrow. It simply can’t stand such a big cut.

W: I hate to disappoint you, Mr. Brown, but if that’s the case, we have no alternative but to cover our requirements elsewhere. Do think it over, please. We sincerely hope our discussion will come to a suc cess ful conclusion.

B: Well, I’m not authorized to agree to such a big reduction. Would you mind waiting a day or two, until I get a reply from the home office?

W: Not at all. Shall we meet again, say, on Friday morning?

B: Good. Friday morning at 9.

-- 王小姐，你认为什么价格可行呢？

-- 我讲过， 你方价格太高使我们很难还价，希望你方能主动弥合差距。

-- 好吧，依从你们的意见，我们准备削价5%，希望我们这次让步能 打开局面。

-- 我们也希望如此。 当然你们方面是前进了一步，但是差距还是很大。

-- 王小姐，看你的了。你出个价吧？
-- 要使你方报盘可行的话，我认为你应象刚才一样再跨出一步。
-- 这不行。你知道，我方利润额很小了，实在经不起这样大幅度的削 价了。
-- 布朗先生，我不想使你感到失望，但是如果你方坚持这样的话，我 们没有别的办法，只好从别处购买了。请仔细考虑一下，我们衷心 希望这次谈判能圆满达成。
-- 是这样，我无权同意这样大幅度的削价，请你等我一两天，好吗？ 我要等国内总公司的答复。
-- 当然可以。那我们星期五上午再见面，好不好？
-- 好，星期五上午九点。

Dialogue 2


B: Good morning, Mrs.Wang. Any news?

W: Yes. I’ve succeeded in persuading our export manager to agree to a reduction of ten percent. He made this an exception with an eye to future business.

B: Good. We certainly appreciate your making these concessions for us.

W: May I repeat 15 Tunnel Drillers, specifications as shown in the technical data, at 57,000 Swiss Francs each, F.O.B. European Main Ports? Business is closed at this price.

B: Yes, that’s right. Shall we go over the other terms and conditions of the transaction to see if we agree on all the particulars?

W: All right. We have no objection to the stipulations about the packing and shipping marks. As a matter of fact, we always pack

our machines in new strong wooden cases suit able for long distance ocean transportation.

B: The machines must be well protect ed against dampness, moisture, rust, and be able to stand shock and rough handling.

W: We’ll see to that.

-- 王小姐，早上好。有什么消息吗？

-- 有，我已经说服我方出口部经理同意降价10%。他考虑到以后的生 意，所以破例降价。

-- 太好了，我们非常感激你方做出这些让步。

-- 我再重复一下报盘：15台隧道钻机，规格详见技术资料，欧洲主要 港口离岸价每台五万七千瑞士法郎。交易就按此价敲定。

-- 没错。我们再检查一下这项交易的其他条款，好吗？看看有没有意 见不一致的地方？

-- 好，我们同意关于包装和唛头的条款。其实，我们的机器包装都 采用适合于长途海洋运输的崭新牢固的木箱。

-- 机器的包装必须防湿、防潮、防锈、防震，并且经得起粗鲁的搬运。

-- 我们会注意的。

B: They are to be shipped not later than Sep tem ber 2001.

W: There’s no question about that.

B: And what about the terms of payment?

W: Payment by L/C, to be opened by the buyer 15 to 20 days prior to the date of delivery. That’s what we’ve agreed upon, isn’t it?

B: Yes, quite so.

W: We’d like to add the condition that the letter of credit shall be valid until the 15th day after shipment. You know, it sometimes takes us a week or so to get all the shipping documents ready for the presentation and negotiation. This will give us more leeway.

B: That can be done. Any questions about the in spec tion and claims?

W: None whatsoever. The quality and per for mance of our machines can stand every possible test. We agree to your conditions.

B: Do you also agree to the condition that all disputes, if unsettled, shall be referred to the For eign Trade Arbitration Commission for the Pro mo tion of In ter na tion al Trade?

W: Certainly, but I’m sure there will be no oc ca sion for arbitration.


-- 装船期不能迟于2001年9月。

-- 没问题。

-- 关于付款方式呢？

-- 付款采用信用证，在交货前15到20天期间由买方开出。这些我们 都已同意了，是不是？

-- 对，是这样。

-- 我们希望加上一条，信用证有效期应至货物装船后第十五日截止。 要把所有装船单据都准备好以便提交银行议付，有时需要一个星期 左右。定上这样一条可以让我们的时间充裕一点。

-- 行。关于商检和索赔，有什么问题吗？

-- 完全没有问题。我们的机器经得起任何质量和性能方面的测试。我 们同意你方条款。

-- 你是否也同意这样一条，解决不了的纠纷，就提交国际贸易促进会 的对外贸易仲裁委员会去仲裁？

-- 可以，不过我相信根本不需要仲裁。

B: Well, then, we’ve agreed on all the major points.
W: Yes, Mr. Brown. We’re glad the deal has come off nicely and hope there will be more to come.
B: So long as we keep to the principle of equality and mutual benefit, trade between our two countries will develop further.
W: When can the contract be ready for signature?
B: I’ll have it ready in a couple of days.
W: The earlier the better. I’m leaving next week.
B: How about next Monday afternoon at 5? I’ll have a copy of the contract sent to your hotel in the morning for you to look over.
W: That suits us fine.


-- 那好，主要要点我们都一致同意了。

-- 是的，布朗先生，我们很高兴圆满达成这项交易，希望以后能达成 更多的交易。

-- 只要我们坚持平等互利的原则，我们两国间的贸易一定会有所发展。

-- 合同什么时候能准备好签字？

-- 我会在几天内准备好的。

-- 越早越好，我下星期离开这里。

-- 下星期一下午五点怎么样？我上午会把合同送到你宾馆请你过目。

-- 太好了。

Dialogue 3


A: Mrs. Miller, you are an old friend of ours. In order to encourage fu ture business and as a gesture of friendship, we are pre pared to cut our price by 5%. Will that satisfy you?

B: That’s great. Thank you for making this concession. I accept.

A: Now I repeat: 5,000 transistor sets, spec i fi ca tions as shown in our catalogue at $ 20 each C.I.F. Los Angeles.

B: Good. Now that the price is decided on, we can discuss the packaging.

A: As to packaging, we’ll pack them two dozens to one carton, gross weight about 25 kilos a carton.

B: Carton?

A: Yes, corrugated cardboard boxes.

B: Could you use wooden cases instead?

A: Why use wooden cases?

B: I’m afraid the cardboard boxes are not strong enough for ocean transportation.
  
-- 米勒女士，你都是我们的老朋友了。为了将来业务进一步发展，也 作为友好的表示，我们准备削价5%，这样做你满意吗？

-- 太好了。谢谢你作出这一让步。我接受了。

-- 现在我重复一下，五千台半导体收音机，规格根据我方目录所示， 每台20美元洛杉矶到岸价。

-- 好，既然价格已定，我们可以讨论一下包装问题。

-- 关于包装问题，我们一只纸板箱内装两打，每箱毛重25公斤。

-- 是纸板箱吗？

-- 是瓦楞形硬纸箱。

-- 你们能否改用木箱？

-- 为什么用木箱？

-- 恐怕纸板箱用于远洋运输不够结实。

A: Cartons are comparatively light, and there fore easy to handle. They’ll not be stowed away with the heavy cargo. Besides, we’ll reinforce the cartons with metal straps.

B: All right. Carton or no carton, the packaging must be waterproof as well as strong enough to stand shock and rough handling.

A: You needn’t worry about that. Cartons are extensively used in our shipments to foreign countries and there have never been complaints from our clients. Now, as regards payment, we have agreed to use dollars, am I right?

B: That’s right. As soon as I get home, I’ll see about the opening of the letter of credit.

A: Please open the letter of credit 15 to 30 days before the date of delivery so that we’ll have enough time to make all the nec es sary arrangements. Another thing, the L/C should be val id until the 15th day after shipment.

B: No problem. That can be done. I understand you’ll ship the goods before the end of May?

-- 纸板箱比较轻，便于搬运。纸箱不会和别的笨重货物堆放在一起 的。此外，我们会用铁条加固纸箱的。

-- 好，不管是不是纸箱，包装必须防水，而且必须坚固，经得起震动 和粗鲁地搬运。

-- 这个你不必担心。我们发往国外的货中广泛使用纸箱，从未听到 过国外客户有什么抱怨。至于付款，我们已同意使用美元，对吗？

-- 对，我一回去就着手办理开立信用证。

-- 请在交货前15天到30天内开立信用证，以便我方有足够的时间作 好必要的安排。另外，信用证应在装船后15天内保持有效。
-- 没问题，可以办到，你们将在5月底前交货吗？

A: Right. We’ll ship the goods according to the agreed time schedule. Last, but not least, the inspection is to be carried out by Hous ton Commodities Inspection Bureau, which is final and binding on both parties.

B: Yes, we agreed to that. We have great confidence in your inspection institution. Through years of dealing with you, we’ve convinced of your commercial integrity.

A: Thank you. You can rest assured that we’ll do ev ery thing

possible to prevent de fec tive commodities from going abroad. However, if there should be any disputes, we wish to have them settled through friendly discussions.

B: Exactly. That’s what we have done in the past.

A: Well, it seems we have covered everything. We’ll have the

con tract ready in a couple of days.

B: Can you speed it up and let me have it today? I’m leaving tomo- rrow. I’ve been here for almost a month now, you see. My corpo- ration is urging me to return. I’ve booked the tick et for to mor row afternoon’s flight at 3: 00.
A: Let me see. If we can’t get the contract ready by then, we’ll send it to you by airmail for your signature.

B: That’s fine too.

-- 对，我们将根据规定时间交货。最后一点，但并不是最不重要 的一点是，商检由休斯顿商品检疫局执行。其检疫结果是最后依 据，对双方都有约束力。

-- 是的，我们同意了这条。我们对你方商检机构很信任。通过多年的 和你们打交道，我们确信你们的商业信誉可靠。

-- 谢谢。你们尽可放心，我们将尽一切可能去防止次品出口；但是万 一有争议的话，我们希望通过友好协商来解决。

-- 正是这样，我们过去就是这么做的。

-- 好吧，看来我们各方面都谈过了。我们将在几天内把合同准备好。

-- 能否加快点，让我今天拿到，行不行？我明天回国，你知道我在这 儿呆了近一个月了。我的公司催我回去，我已经买了明天下午三点 钟的飞机票。

-- 让我想想。如果到时合同还没有准备好，我们将航空寄给你签字。

-- 也好。
  
Words and Expressions

bid [bid] 出价
tunnel driller 地道钻孔机
technical data 技术资料
shipping marks 唛头
dampness 潮湿，湿气
moisture [5mCistFE] 水分，湿气
rust [rQst] 锈
leeway [5li:wei] 余地
corrugate [5kCru^eit] 成波状，使起皱
unsettled [5Qn5setld] 未解决的
cardboard [5kB:dbC:d] 硬纸板
stow away 理舱，把货物堆放好
bind [baind ] 束缚，约束


Notes

1. take the initiative 采取主动，带头
2. bridge the gap 弥合差距，实际是reach an agreement on price
3. get the ball rolling 推动（把这笔交易往前推动），即开始
4. The ball is in your court. 轮到你了。
5. take another step down 再减一次价
6. can’t stand 经不住（受不了）
7. We have no alternative but to…… 我们没有别的办法，只好……
8. come to a successful conclusion 圆满结束
9. make this an exception 就这次破例
10. with an eye to 考虑到

11. presentation and negotiation the seller presents the shipping documents to the negotiating bank to negotiate his draft for the goods shipped.

卖方向议付行提交运输单据办理议付手续，取得出口货物的贷款。

12. Council for Promotion of International Trade

国际贸易促进委员会

13. There will be no occasion for arbitration at all.

根本没有必要进行仲裁。

14. The deal has come off nicely. 这笔交易圆满成功了。

15. That suits me fine. 我没有问题。

16. carton or no carton 不管用不用纸箱

A Specimen Letter

Dear Sirs:

We are glad to know from your letter of May 15th that you have ac-cepted our offer dated May 4th.
In reply, we confirm having sold to you 10,000 metric tons of small red beans on the following terms and conditions:
Price: at U.S. $400 per metric ton C.F.R. Vancouver.
Packaging: in gunny bags of about 50 kilograms net each
Quality: FAQ 2001
Shipment: to be effected from New York to Vancouver during Jan u ary 2001.
Payment: by a confirmed and irrevocable letter of cred it in our favor, pay able by draft at sight.
We are pleased to have transacted this first business with you and look forward to the further expansion of trade to our mutual benefit.

先生：

我们很高兴从贵方五月十五日的来信中得知，你们已接受我方五月四日的报盘。

对此，我方确认按下列条款售给你方一万公吨小红豆：

价格：每公吨成本加运费四百美元

目的港：温哥华

包装：麻袋，每袋净重五十公斤

品质：2001年产大路货

装运：2001年1月船期，从纽约至温哥华

支付：以我方为受益人的保兑的、不可撤消的信用证，凭即期汇票支付。

非常高兴此次与你们达成第一笔交易，盼望以后能进一步发展双方互利的贸易。

Substitution Drills


1 The gap between your price and mine is still great.

the quantities

the prices   
你我之间的 价格差异 仍然很大。

数量差异

价格差异


2 will lead to the change of our trade policy in the future.

The execution of the contract

The falling of the price

The absence of the tariffs

The coming of the financial reforms

合同的执行 将会导致我们未来贸易政策的变化。

价格的下调

关税的免除

即将到来的财政改革


3 We can assure that everything is in order. Thank you for your sincere cooperation.

you they’ll be safe

that your goods will be safe and sound

我们可以保证 事情都会有条不紊的。 谢谢您的真诚合作。

他们将会很安全。

你的货物将会完好无损。

4 You mean we should meet each other half way?

choose the minimum?

accept the adjustable price?

你的意思是说我们应该 各让一半吗？

选择最小量吗？

接受可调节价格吗？

5 Mr. Green, do you think it’s time to sign the contract?

discuss the terms of payment?

start working?

格林先生，你认为是该 签协议了吗？

讨论付款条件了吗？

开始工作了吗？

Unit 12 Terms of Pay ment
Terms of Pay ment

支付条款

Brief Introduction


目前，国际贸易中常用的付款方式( payment terms)有：汇付（Remittance）、托收（Collection )、信用证（Letter of Cred it）三种方式。大金额交易时主要是用到信用证，小买卖当然是用托收和汇付来完成。

作为国际结算中的一个重要组成部分，对外贸易货款的支付一般是利用汇票这种支付凭据通过银行进行的。汇票中的跟单汇票（Documentary Draft）是对外贸易中最常用的一种支付工具。汇票按付款时间的不同，分为即期汇票和远期汇票两种。


Basic Expressions

1. Our terms of payment are by a confirmed irrevocable letter of credit by draft at sight.

我们的支付方式是以保兑不可撤消的、凭即期汇票支付的信用证。

2. Since the total amount is so big and the world monetary market is rather unstable at the moment, we can not ac cept any terms of payment other than a Letter of Credit.

因为这次交易额大，而且目前国际金融市场很不稳定，所以我们除 接受信用证付款外，不能接受别的付款方式。

3. We would suggest that for this particular order you let us have a D/D, on receipt of which we shall ship the goods on the first available steamer.

此次订货，我们建议你们使用即期汇票。收到该汇票后，我们将把 货物装上第一条可定到的船。

4. In order to conclude the business, I hope you’ll meet me half way. What about 50% by L/C and the balance by D/P?

为了做成这批生意，希望双方都各让步一半。百分之五十以信用证 付款，百分之五十按付款交单怎么样？

5. For such a large amount, a L/C is costly. Besides, it ties up my money. All this adds to my cost.

开这样大数额的信用证，费用很大，再说资金也要积压，这些都要 使成本增加。

6. I’d like to discuss the terms of payment with you. I won der if you would accept D/P.

我想同你讨论一下付款条件。不知你能否接受付款交单的方式。

7. Since we are old friends, I suppose D/P or D/A should be adopted this time as the mode of payment.

咱们是老朋友了，我想这次应该用D/P或者D/A付款方式吧。

8. As we must adhere to our customary practice, we hope that you will not think us unaccommodating.

由于我们必须坚持我们的一贯做法，我们希望你不要认为我们是不 肯通融的。

9. We regret we cannot accept Cash Against Documents On Arrival Of Goods At Destination.

非常遗憾，我们无法接受“货到目的地后凭单付款”这一条件。

10. We wish to reiterate that it is only in view of our long and friendly business relations that we extend you this accommodation.

我们重申，正是鉴于双方长期友好的业务关系，我们才做出此项调和。

11. We have instructed our bank to open an irrevocable documentary letter of credit in your favor. The amount is $ 1,300.00.

我们已通知我方银行开立以你方为受益人的、不可撤消的、跟单信 用证，其金额为一千三百美金。
  
12. We’d like you to accept D/P for this transaction and future ones.

我们希望你们对这笔交易和今后的交易接受付款交单方式。

13. Your proposal for payment by time draft for Order No.1 is accept- able to us.

对于你方一号订单，我们可以接受你们远期汇票支付的提议。

14. We shall draw on you at 60 days sight the goods have been shipped. Please honor our draft when it falls due.

货物装运后，我们将向你方开出见票六十天内付款的汇票，请到期 即付。

15. The bank has just advised us that our Draft No.2 was de clined (rejected, refused).

我们刚收到银行通知，我们的第二号汇票被拒付了。

16. Under the installment plan, 20% of the contract value is to be paid with orders.

根据这个分期付款计划，合同总值的百分之二十应在订货时付讫。

17. Please indicate that the L/C is negotiable in our country.

请注明信用证在我国可以议付。


18. We shall open an irrevocable letter of credit in your favor, pay able in Hong Kong against shipping documents.

我方将开立以你方为受益人的、不可撤消的信用证，在香港付款交 单。

19. Your request for D/P payment has been considered and we agree to grant you this facility.

我们已经考虑过了你方付款交单的要求，并同意给予你们这个方便。

20. The time draft is to be countersigned by the Bank of Hong Kong, certifying that your signature is true and valid.

远期汇票要由香港银行回签，以证明你方签字是真实、有效的。
Conversations


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。

-- 王小姐，你应该也知道，不可撤消的信用证给出口商增加了银行的 担保。我们出口一向要求采用信用证；反过来讲，我们进口也是信 用证付款。

-- 我们都各让一步吧，货价的百分之五十用信用证，其余的采用付款 交单，你看怎么样？

-- 对不起，王小姐。即便那样，我恐怕也不能答应。我都说过了，我 们要求用信用证付款。

Dialogue 2

A: Well, Mr. Brown, we’ve 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 paying 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. I’ve 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 carry accounts in yen. They are in a position to open letters of credit and effect payment in yen. Con- sult your banks and you’ll 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 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. They’ll 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 3

W：To get around your difficulty, Mr. Brown, I’d sug gest that you reduce your order by half. You can send in an ad di tion al order later.

B: Well, I’ll 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: Getting 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. I’ll not reduce my order. I’ll take the full quan ti ty you offer. And I’ll arrange for the Letter of Credit 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. We’ll book you order 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: That’ll 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、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 pleasant 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 few 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 done in this manner.

W: Naturally, I appreciate your efforts in pushing the sale of

Japanese arts and crafts. But I’m 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, I’ll be staying here for another two weeks. But I’m looking forward to having something done in this respect.

W: We’ll talk about it next time. Now that everything is settled, let’s 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 Expressions

irrevocable [i5revEkEbl] 不可撤消的，不可取回的

deposit [di5pCzit] 押金，定金

tie up 占压资金

minimum [5minimEm] 最低限度

guarantee [7^ArEn5ti:] 保证，担保

Switzerland [5switsElEnd] 瑞士

currency [5kQrEnsi] 货币

be in a position to 能够

sales confirmation 销售确认书

effect [i5fekt] 实行，生成

promptly [5prRmptlI] 迅速地

dispatch [dis5pAtF] 发送


Notes


1. 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

4. D/A = Documents against Acceptance 承兑交单

5. in connection with 有关于……， 和……有关系的

6. draw on sb. 向……开出汇票

7. you must be aware that… 你一定知道

8. and the other way round 反过来讲

9. 50% by L/C and the balance by D/P

百分之五十采用信用证，剩余部分采用付款交单

10. against our sales confirmation 凭我们的销售确认书

11. to be opened in your favor 以你方为受益人的

12. you can rest assured of that 这个你可以放心

13. thanks to 由于，因为

14. now that everything is settled…… 既然事情都解决了……
   
A Specimen Letter

Dear sirs：

We have received your letter of December 20th and noted with interest your intention of pushing the sale of our automobiles in your country.

Although we are much appreciative of your efforts to help sell our automobiles, we regret being unable to consider your request for payment by D/A 60 days?sight. Our usual practice is to ask for sight L/C.

However, in order to facilitate developing the sale of automobiles in your market, we are prepared to accept payment by D/P at sight as a special accommodation.

We hope that the above payment terms will be acceptable to you and look forward to the pleasure of hearing from you soon.

Yours faithfully,

Manager

先生：

十二月二十日来函收到，获悉你方有意在贵国推销我们的汽车。对此，我们很感兴趣。
对你们为推销我方汽车所作的努力，我们甚为感激。 但对你方要求以见票后六十天内承兑交单付款一事，我们很保歉不能予以考虑。我们通常的做法是要求即期信用证付款。
然而，为了促进我们的汽车在贵方市场上的销售，我方准备接受即期交单付款方式，以示特别照顾。
希望你能接受上述付款条件，并盼早日收到回音。
经理

释文

  支付条款
  


Substitution Drills

1 A: What are your terms of payment?

How are we going to arrange payment?

What is the mode of payment?

B: We want payment to be made by confirmed, irrevocable L/C.

You’ll need to open a confirmed and irrevocable letter of credit.

We’d like you to pay us by confirmed and irrevocable letter of credit.

你们使用什么付款方式？

我们怎么安排付款？

付款方式是什么？

我们要求采用保兑的、不可撤消的信用证来支付。

你们需要开立一个保兑的、不可撤消的信用证。

我们希望你们能用保兑的、不可撤消的信用证来支付给我们。

2 A:The point is that to open a L/C does mean additional expense.

The trouble is that opening a L/C will add to the cost of our imports.

The problem is that payment by L/C will cause us some difficulty in getting the license.

B: I’m sorry that can’t be helped.

问题是开立一个信用证将意味着额外的开支。

问题是开立一个信用证将增加我们的进口成本。

问题是用信用证付款将给我们获得许可证方面带来一些困难。

很抱歉，没办法。

3 A:When shall we open the letter of credit?

do we have to establish the letter of credit?

shall we arrange for a credit line under the contract terms?

B: Thirty days before the month of shipment.
The credit line should be opened one month before the time of shipment.

The buyer shall open the credit line 30 days before the date of shipment.

我们应该什么时候开立信用证？

我们必须什么时候开立信用证？

我们应该什么时候按协议条款安排信贷额度？

在装船当月前30天。

信用证必须在装船前一个月办理。

买方应该在装船日期前30天内办理信贷额度。

4 A: How long should our L/C be valid?

When should we set the expiry date?

What should be the validity of the L/C?

B: The L/C should be valid for 15 days after the date of shipment.
  

The expiry date of the L/C is to be 15 days after the date of shipment.

The L/C must remain valid until the fifteenth day after shipment.

我们的信用证应该多长时间有效？
我们应该把失效期设为哪一天？
信用证应该多长时间有效？
信用证应该在装船日期后15天内有效。
信用证应该在装船日期15天后失效。
信用证必须在装船后15天有效。


5 A:Payment by L/C is quite usual in international trade.
our usual practice.
customary in foreign trade.

B: I know. L/C is all right, but could you
consider 60 days?sight draft?
be more flexible for future dealings？
make your payment terms easier for us just for this small order？
信用证支付在国际贸易中非常普遍。
信用证支付是我们的通常做法。
信用证支付在对外贸易中是惯例。


我知道，信用证支付是不错，但是你们能考虑60天的即期汇票吗？

但是未来的交易你能否更灵活一点？

但这小批订单的付款方式能否容易一点？

6 It is $30. Mr. Green, please pay the cashier.
comes to
amounts to
adds up to
总共30美元，格林先生，请付款给出纳员。


7 Here is your change of 5 Yuan. Please double check it.
See if it’s all right.

I hope I haven’t made a mistake.
Please keep it carefully.
这是您的五元零钱。 请再核实一下。
看看是否正确。
我希望没出错。
请妥善保管。

Unit 13 Packing
Packing

包装

Brief Introduction

包装包括运输包装（外包装或大包装）和销售包装（内包装或小包装）。这些都是为了保护商品的品质完好和数量完整而采取的措施。具体来说，运输包装不仅要起到能防止货物运输途中受损的作用，同时也应具备装卸方便、贮存和防盗的功能。

在国际贸易中，还有一种中性包装，它是在商品包装上既不注明生产国别、地名和厂名，也不注明原有商标和牌号的包装。


Basic Expressions

1. These goods are very expensive, and easily damaged.
这批货很贵又容易被损坏。

2. Last time you told me that you wanted the most economical packaging.
上次你跟我说要最经济的包装。

3. We always take extra care with every shipment.
每批货我们都会特别小心的。

4. As this article is fragile, please case it into durable packaging.
这种物品易碎，请以耐用包装来装箱。

5. The cost of this article includes packaging.
这种物品的价格已包含了包装费。

6. As a rule, the buyer ought to bear the charges of packaging.
通常，包装费用应由买方负担。
  
7. The outer packing should be strong enough for transportation.

外包装应坚固，适合于运输。

8. As to the inner packaging, it must be attractive and helpful to the sales.
至于内包装，必须具有吸引力，有利于促销。

9. For dangerous and poisonous cargo, the nature and the gener- ally adopted symbol shall be marked conspicuously on each package.
对于危险品和有毒的货物，在每件包装上应有醒目的标记及性质说 明。

10. We usually pack each piece of men’s shirt in a box, half dozen to a box and 10 dozens to a wooden case.
我们通常把每件男衬衣装入一个盒子里，半打装一箱，十打装一个 木箱。


11. Nowadays many kinds of drinks are packed in paper tins.
现今很多饮料使用纸听装。


12. The wooden case should be not only seaworthy but also strong enough to protect the goods from any damage.
木箱不仅要适合于海运，还要十分坚固足以保护货物不受任何损失。


13. Please pack one TV set to a cardboard box, 4 sets to a wooden case suitable for export.
请把每台电视机装一纸板箱，每四台装一适合于出口的木箱。


14. All the cases are strongly packed in compliance with your request.
按你方要求，所有箱子都包装得很牢固。


15. The outer packing in bales or in wooden cases is at buyer’s option.
外包装打包还是使用木箱，由买方选择。

16. Please be assured that the packaging is strong enough to withstand rough handling.
请确保此包装牢固，足以承受粗糙地搬运。

17. The goods must be packed in five - ply strong paper bags as stipulated in the contract.
货物应按合同规定用五层厚牢固纸袋包装。

Conversations


Dialogue 1


A: Hi, Mr. Brown, we have visited the factories and I’m very satisfied with your factories?production conditions.

B: Yes, they are our main export bases of tools with the advantage of having good production experience and long historical record. All their products enjoy high prestige in the world market.

A: That’s very good. But I have little knowledge about the packing of your pliers. I just want to know the details about that.

B: Ok, I’ll show you how the packing is like. We have a showroom on the ground floor. Let’s go downstairs and have a look.

A: Sure.

(Now they are in the showroom. They are walking around the room looking at the samples of packaging. Mr. Brown is

explaining the packing to the customer).


-- 嗨，布朗先生，我们已参观了工厂，并对你们工厂的生产条件很满 意。

-- 是的，这些厂生产经验丰富，历史悠久，是我们工具出口的主要生 产厂家。所有产品在国际市场上享有很高的声誉。

-- 太好了。至于钳子的包装，我了解甚少，我很想知道包装的具体情 况。

-- 可以，我带你去看看包装。在一楼，我们有一间陈列室。我们一起 下去看一下吧。

-- 可以。（他们在样品室边走边看包装样品。布郎先生正给客户解释 包装情况。）

B: These are the various kinds of packing for pliers. Normally, we have three types of packing: skin packing, hanging packing, and blister packing.

A: Oh, the packing looks very nice.

B: The skin packing is the most advanced packing for this product in the world market. It catches the eyes and can help push sales.

A: Good, what about the export packing?

B: Well, they are packed in boxes of two dozens each, 100 boxes to a wooden case.

A: Is the wooden case strong enough for transportation? You see, 100 boxes of pliers are very heavy. It’s about 2,400 kilograms.


-- 这些是钳子的各种包装。通常有三种：薄膜包装、挂式包装、罩 板包装。

-- 这些包装很好看。

-- 薄膜包装是世界市场上这种产品的最新包装。它惹人注目，能帮 助促销。

-- 很好，那么出口包装如何？

-- 每两打装一盒，一百盒装一木箱。

-- 木箱是否很坚固适应运输需要？一百盒钳子很重，大约 有二千四 百公斤。

B: You can rest assured of that. So far, no customers have com- plained about our outer packing.

A: I’m glad to hear that. By the way, do you accept neutral packing?

B: Yes, we can pack the goods according to your instructions.

A: Very good. Ok, Mr. Brown, I’m now totally satisfied with your packing. You can execute our first order now, and I will open the L/C immediately after I return to Taipei.

B: All right. We’ll make the shipment as soon as your L/C is on hand.


-- 这点你尽可放心。目前，还没有客户抱怨我们的外包装有问题。

-- 这样太好了。顺便问一下，你们接受中性包装吗？

-- 接受，我们可以根据你方的指示说明进行包装。

-- 好，布朗先生，就这样吧，我很满意你们的包装。现在你可以生 产我们的第一批订货了。我回到台北后就立即开立信用证。

-- 那好，一收到你方信用证，我们即安排装运。


Dialogue 2


A: That price of ours, by the way, is for a minimum quantity of 1,000 saddles.
  
B: Yes, I noticed that. To what extent would local assembly help sales, did you say?

A: 20-30%. But we proposed the plan from the storage and delivery viewpoint. That is to say, less warehouse space and prompt delivery.

B: Yes, of course. Assembly would be quite a simple matter. Cycle dealers could put them together in a very short time.

A: Sales have been exceptionally good during the past twelve months.

B: Yes, I’ve noticed that. Where have you been placing them?

A: All in the local market. One or two suggestions that came in from the distribution might interest you.

B: Yes. What were they? Anything that will help sales?

A: Perhaps. General opinion is that the rear carrier should be offered as an extra.

B: That’s to keep the price down, I suppose. I’ll take it up with our overseas department and listen to what they’ve got to say about this.

A: Thanks.


-- 顺便说一下，我们的价格是针对最小量为1000个车座而言的。

-- 是的，我注意到了。你说本地装配能在多大程度上促进销售呢？

-- 百分之二十到三十。但我们是从贮存和运输的角度做出此计划的。 就是说，更少的仓库空间和更快捷的运输。

-- 是的，当然。装配将是一件很简单的事。自行车商人能在很短的 时间内将它们组装起来。

-- 在过去的12个月中销售是特别的好。

-- 对，我看到了。你们把它们都投放在哪些市场上了？

-- 都在本地市场上。你可能会想听取经销商的一些建议。

-- 当然。是什么建议？是关于促销的吗？

-- 可能吧。大家都认为后面的行李架应该额外提供。

-- 我想那会把价格降下来。我会把这个建议反映到我们的海外部，听 取一下他们的建议。

-- 谢谢。


Dialogue 3


A: I wish to make it clear at the outset that this matter of labels is entirely our problem.

B: I should say it is something we have never come across before.
  
A: The Federal Food and Drug Administration, or the FDA as we call it for short, imposes a whole set of regulations on the import of food products to the United States. Over the years, they have become so rigid and complicated that they are now quite a head- ache for us importers.

B: In my opinion, overly strict regulations are just another way of restricting imports.

A: Ah, there’s something in what you’re saying. According to the present FDA regulations, the Ma Ling Labels then cannot be used if the lichee is to be offered for import into the Unit ed States.

-- 我希望从一开始就想说明标签的事情完全是我们的问题。

-- 我得说这个问题是我们从来没有遇到过的。

-- 联邦食物药品管理局，或者简称FDA，在向美国的食品进口上强加 了一整套规章制度。这些年来，这些制度变得如此严格和复杂以 至于使我们进口商感到相当的头疼。

-- 依我的意见，过于严格的规章正是另一种方式限制进口。

-- 啊，你说得有些道理。根据现在的FDA规章，如果荔枝要被获准进 入美国，Ma Ling标签就不能使用。


B: Why not? Our canned lichee and canned provisions have al- ready been widely sold in various markets abroad, and the Ma Ling Label has now been accepted by most of overseas custom- ers and importers. Is it quite impossible for you to use the Ma Ling labels as they are?

A: I’d be quite willing to if I could, but we must comply with the label requirements according to our law, or we can’t clear the consignment of lichee through the Customs.

B: In that case, what can we do to help you? Have you any suggestions?

A: Would you consider quoting us for the order with neutral cans on a C.I.F. basis for delivery in Hong Kong? Our associated company there will have the labels printed to comply with the FDA regulations.

B: Do you think that’s the only way out? You know we usually do the labeling, as we are responsible for the brand labels of our products.


-- 为什么不行呢？我们的罐装荔枝和其他罐装品已经在国外许多市 场上广泛销售，而且Ma Ling商标已经被大多数的海外顾客和进
口商所接受。你真的没法使用Ma Ling标签吗？

-- 如果可以的话我当然乐意做了，但是根据我们的法律，我们必须 服从于商标许可，否则不能通过海关得到我们的订货。

-- 既然那样，我们怎样才能帮到你们呢？你有什么建议吗？

-- 关于这批订货采用中性罐装，你能否考虑报给我们CIF香港到岸价 格？我们的附属公司会按照食品及药物管理局的规定将标签打印出 来。

-- 只能这样吗？通常我们自己做标签，因为我们要为自己的品牌标签 负责。


Dialogue 4

A: Mr. Jones, shall we now discuss the packaging?

B: Very well. You know, we have definite ways of packaging garments. As to blouses, we use a polythene wrapper for each article, all ready for window display.

A: Good. A wrapping that catches the eye will certainly help push the sales. With competition from similar garments producers, the merchandise must not only be good value but also look attractive.

B: Right you are. We’ll see to it that the blouses appeal to the eye as well as to the purse.

A: What about the outer packing?

B: We’ll pack them 10 dozens to one carton, gross weight around 25 kilos a carton.

A: Cartons?

B: Yes, corrugated cardboard boxes.

A: Could you use wooden cases instead?

B: Why use wooden cases?

-- 琼斯先生，我们来谈谈包装好吗？

-- 好。你知道，我们对服装包装有特定的方式。至于女衫，一件装一 个聚乙烯口袋，可直接放在橱窗里陈列。

-- 好。袋子引人注目肯定有助于推销。商品不仅要货真价实，还要 能吸引人，因为有许多类似的服装与之竞争。

-- 这点你说对了。我们会注意把女衫做得跟手提包一样美观。

-- 外包装是怎么样的？

-- 十打装一纸箱，每箱毛重约25公斤。

-- 纸箱？

-- 是的，瓦楞纸板箱。

-- 你不能用木箱代替吗？

-- 为什么要用木箱呢？
A: I’m afraid the cardboard boxes are not strong enough for such a heavy load.

B: The cartons are comparatively light, and therefore easy to handle. They won’t be stowed away with the heavy cargo. The steve- dores will see to that. Besides, we’ll reinforce the cartons with straps. Silk blouses are not fragile goods. They can stand a lot of jolting.

A: Maybe you are right, but the goods are to be transhipped at Hamburg or London. If the boxes are moved about on an open wharf, the dampness or rain may get into them. This would make the blouses spotted or ruined.

B: No need to worry about that. The cartons lined with plastic sheets are waterproof, and as the boxes are made of cardboard, they will be handled with care.

A: Well, I don’t want to take any chances. Besides, cartons are easy to cut open, and this increases the risk of pilferage.


-- 恐怕纸板箱不够结实，经受不住装这么重的货物。

-- 纸箱比较轻，因而容易搬运。纸箱不会和重物一起堆放，搬运工 人会注意到这一点。此外，我们还用铁皮带加固。丝绸女衫并非 易碎货物，经受得住剧烈地震动。

-- 你也许说得对，但这些货物要在汉堡或伦敦转运。如果纸箱在露 天码头上搬运，潮气和雨水就有可能渗透进去，这就会使女衫弄 得斑斑点点的，或甚至毁掉。

-- 那个没必要担心。纸箱内都衬有塑料布，是防水的，而且由于箱 子是硬纸板的，所以在搬运的时候就会小心处理。

-- 嘿，我可不想去冒险，再说，纸箱容易被割开，这就增加了被偷 盗的风险。

B: Tampering with cartons is easily detected. I should say that this rather discourages pilferage.

A: Maybe so, but I’m afraid that in case of damage or pilferage, the insurance company will refuse compensation on the ground of improper packing, or packing unsuitable for sea voyage.

B: But cartons are quite seaworthy. They are extensively used in our shipments to continental ports. There are never any complaints from our clients, and our insurance company has also approved such packing for W.P.A. and T.P.N.D.
  

-- 纸箱弄破是容易检查出来的，我说这恰恰可以防止偷盗。

-- 也可能,但在出现损坏或偷盗时,恐怕保险公司会借口包装不当、或 包装不适合于海运为由而拒绝赔偿。

-- 纸箱是很适合海运的。 对于运往(欧洲)大陆港口的货物，我们广 泛采用纸箱，而且从未有客户抱怨过，我们的保险公司承保水渍险 和偷窃及提货不着险时，也同意使用这种包装。



A: If you could guarantee compensation in case the insurance com- pany refuses to honor a claim for faulty packing, we would be quite willing to accept cartons.

B: I’m sorry, but we can’t take on any responsibility that is beyond our functions and powers. We’ll make sure that the packing is seaworthy, but we can’t commit ourselves to being responsible for every kind of mishap.

A: I can understand your position. Perhaps I’m asking too much.

B: We’ll use wooden cases if you insist, but the charge for packing will be considerably higher, and it also slows delivery.

A: Well, I’ll call you immediately for instructions on the matter.

B: Please do. I’ll be waiting for your reply.


-- 万一保险公司以包装不当为由而拒绝接受索赔时，如果你保证赔偿 的话，我们就乐于接受纸箱。

-- 对不起，我们不能承担任何超出我们职权范围的责任。我们可以保 证包装适合海运，但不能对每一种损失都负责。

-- 我能理解你的立场，也许我要求得太多了。

-- 如果你坚持，我们可以使用木箱，但包装费用就要高得多，而且发 运也要延期。

-- 关于这件事，我会马上打电话给你指示。

-- 好的，我等着你的回答。


Words and Expressions
garment [ 5^B:mEnt ] 服装，衣服
polythene [7pCli5Wi:n] 聚乙烯
wrapper [5rApE ] 封套，包装物
catch the eye 引人注目
stevedore [5sti:vidC:] 装卸工，搬运工
strap [strAp] 带，铁皮带
lichee [5li:tFi:] 荔枝

comparatively [kEm5pArEtIvlI] 稍微，有点
  
Notes

1. be ready for window display 可直接做橱窗陈列

2. wrapping that catches the eye 引人注意的包装

3. We’ll see to it that the blouses appeal to the eye as well as to the price. 我们会注意使这些衬衫看上去美观，价格具有吸引力。

4. an open wharf 露天码头

5. to honor a claim for faulty packing 接受由于包装不当而提出的索赔

6. bring up 提出

a. You may bring up the matter at the meeting for consideration this afternoon. 今天下午你可以把这件事在会议上提出来考虑。

b. This problem will be brought up at the next meeting.

这个问题在下次会议上会被提出来。


7. to stand 经得起，耐得住，忍受

Please see that the packing is seaworthy and stands long sea voyage. 请注意包装必须适合于海运，并经得起长期的海上航行。

8. on the ground(s) of 以……为理由

They would ask for compensation on the grounds of faulty packing.

他们会以包装有瑕疵而要求赔偿。

9. to smooth out 解决；弄平

a. Before going into further discussion, there are one or two things to be smoothed out. 在进一步讨论前，还有一两件事情需要解决。

b. Every time she got up from a seat, she always smoothed out the crease in her dress.
她每次从座位上站起来时，总是把连衣裙上的皱弄平。



A Specimen Letter

Dear Sirs:

We are pleased to inform you that 50 cases of adjustable wrenches you shipped to Lagos on March 18th have arrived in perfect condition. This shows that you have made a great deal of improvement in packing.

As for the pliers to be shipped to us, we would like you to have them packed in boxes of 2 dozens each, 100 boxes to a wooden case. We trust you will give special care to the packing in order to avoid damage in transit.

Kindly let us know if you can meet our requirements.

With our best regards.

释文
  
先生：

你三月十八日发送的五十箱可调节扳手已完好无损地到达拉各斯，对此我们非常高兴。这表明贵方在包装方面有了很大的改进。

关于即将发给我们的钳子，我们希望每两打装一盒，一百盒装一木箱。我们相信你们会特别注意包装，以免运输途中受损。

是否可按我们的要求包装，请告知。

顺致问候。



Substitution Drills


1 Our staffs in the transportation department are fully

engaged.

committed

friendly

helpful and efficient
  

  
包装

包装
  

我们运输部的全体职员 都很忙。

工作都很认真。

都很友好。

都很乐于助人而且做事效率高。


2 Your sincere advice on the packing is welcome.

comments are

关于包装，欢迎你提出诚恳的建议。

关于包装，你可以提出意见。


3 I had told you that by the beginning of September I would have completed the task. middle

end

我告诉过你到九月 初，我会完成任务。

中旬

Unit 14 Shipment
Shipment

装 运


Brief Introduction


在对外贸易中，按时装运进出口货物，及时将货物从厂方运至目的地，对完成进出口交易、满足市场需要、减少货物积压和提高商品的竞争能力，都起着积极重要的作用。 特别是对某些鲜活商品或季节性商品的运输，更要抢时间、争速度，及时完成运输任务，以免造成经济上的损失和信誉上的不良影响。如果装卸不及时，运输拖延，到货慢，就会影响商品的销路，甚至失去市场。

交货是指卖方按照同买方约定的时间、地点和运输方式将合同规定的货物交付给买方或其代理人。装运一般是指将货物装上运输工具，它与交货是两个不同的概念。但是，在国际商务中，由于采用F.O.B、

C.F.R 和 C.I.F 三种价格术语，卖方只要根据合同的有关规定将货物装上船，取得提单，就算交货。提单签发日期亦即为交货日。因此，装运一词常被用来代替交货的概念。 这种凭单交货被称为象征性交货。（实际交货是指货物运抵目的地，因而，装运时间与交货时间是并不一致的。）凭单交货时，装运期和交货期是一致的。在买卖合同中，合理地规定装运期（交货期）是很重要的。装运期（交货期）可分为三种：定期装运、近期装运和不定期装运。


Basic Expressions


1. How long does it usually take you to make a delivery?

通常你方需要多长时间交货？
  
  
2. As a rule, we deliver all our orders within three months after

re ceipt of the covering L/C.

一般说来，我们在收到有关的信用证后三个月内可交货。


3. Could you possibly advance shipment further more?

你方能不能再提前一点交货？


4. I hope that the goods can be shipped promptly after you get our L/C.

我希望你们能在收到我方信用证后马上装运。


5. Shipment should be made before October，otherwise we are not able to catch the season.

十月底前必须交货，否则就赶不上季节了。


6. The earliest shipment we can make is early March.

三月初是我们能够做到的最早交货日期。


7. I’m sorry，we can’t advance the time of shipment.

很抱歉，我们不能提前交货。

8. The order is so urgently required that we must ask you to expedite shipment.

我方迫切需要这次订货，故请贵方加快装运。

9. We are confident of being able to ship the goods to you by the end of next month.

我们相信能在下月底前将货物装运给你们。

10. The goods ordered are all in stock and we assure you that the first steamer will make the shipment available in November.

贵公司订购的货物我方均有现货，可保证在十一月份将货物装上第 一条便船。

11. Please see to it that the goods are shipped per PEACE sailing on or about October 15th.

请确保货物由十月十五日左右启航的“和平轮”装运。

12. Shipment by the middle of October will be too late for us.

十月中旬交货太晚了。


13. We’ll try our best to advance shipment to September.

我们会尽最大努力将交货期提前到九月。
  
14. When is the earliest possible date you can ship the goods?

你们最早什么时候可以装运？

15. I wonder whether you can make shipment in September.

我想知道你们能否在九月份装运。

16. How long will the delivery take from here to Canada by sea freight?

从这里到加拿大海运需多长时间？

17. I don’t think I can promise you any January shipments.

我不能保证一月份发货。

18. Please be informed that the shipment of the cargo (your purchase order No. 123) was sent yesterday, airway bill No.123.

特此通知这批货物（你方订单号码是No.123）昨天已装运，航 空货物的领取号码是No.123。


19. In case you do not receive the goods on or before December 12, please let us know.

万一你方没有在12月12日或之前收到货物，请告知我方。


20. We will do all we can to fill your order so that the goods will be shipped before October 15.

我方将尽全力履行此订单，将于10月15日前安排这些货物装船。


Conversations

Dialogue 1

A: Now we have settled the terms of payment. Is it possible to effect shipment during September?

B: I don’t think we can.

A: Then when is the earliest we can expect shipment?

B: By the middle of October, I think.

A: That’s too late. You see, November is the season for this commodity in our market, and our Customs formalities are rather compli- cated.

B: I understand.

A: Besides, the flow through the marketing channels and the red tape involved take at least a couple of weeks. Thus, after ship- ment it will be four to five weeks altogether before the goods can reach our retailers. The goods must therefore be shipped

before October;otherwise we won’t be in time for the selling season.


-- 现在我们已经谈妥了付款条件，你方是否能够在九月份装船?

-- 我看不行。

-- 那么最早什么时候可以装船呢?

-- 恐怕要在十月中旬。

-- 那太迟了。你知道，在我方市场上，十一月份是这种商品的上 市季节，而我们的海关手续又相当复杂。

-- 我明白。

-- 另外，通过销售渠道以及繁琐的公文程序，起码要花上几个星 期。这样从装船后到我们的零售商收到货物，总共要用四、五 个星期。因此，十月份前货物必须装船，否则我们就赶不上销 售季节了。

B: But our factories are fully committed for the third quarter. In fact, many of our clients are placing orders for delivery in the fourth quarter.

A: Mr. Brown, you certainly realize that the time of delivery is a mat- ter of great importance to us. If we place our goods on the market at a time when all other importers have already sold their goods at profitable prices, we shall lose out.

B: I see your point. However, we have done more business this year than any of the previous years. I am very sorry to say that we cannot advance the time of delivery.

A: That’s too bad, but I sincerely hope you will give our request your special consideration.

B: You may take it from me that the last thing we want to do is to disappoint an old customer like you. But the fact remains that our manufacturers have a heavy backlog on their hands.

A: But can’t you find some way to get round your producers for an earlier delivery? Make a special effort, please. A timely delivery means a lot to us.

B: All right. We’ll get in touch with our producers and see what they have to say.


-- 但是我们工厂第三季度的生产任务已全部排满了。事实上，我们很 多客户在订第四季度交的货呢。


-- 布朗先生，你知道的，交货时间对我们来说很重要。如果在我 们把商品投放到市场上去的时候，别的进口商已经把商品脱手 赚钱了，那我们就亏了。

-- 这点我明白。但是今年我们做的贸易比以往哪一年都要大。很 遗憾不能提前交货。

-- 那糟了，但我真心希望你们对我们的要求给予特殊的考虑。

-- 我可以向你保证，我们最不愿做那些让像你们这样的老客户失 望的事，但是我们的厂家眼前的交货压得很重，这是事实。

-- 你不能想些办法说服厂家提前一些时间交货吗? 请你特别加把 劲。及时交货对我们关系可大啦！

-- 好吧。我们和厂家联系一下，听听他们的意见。


Dialogue 2


A: It has just occurred to me that there is still another possibil- ity to ensure a prompt delivery of the goods.

B: And that is?

A: How about making Hong Kong the port of shipment instead of New York?

B: I’m afraid we can’t agree to that. We concluded the business with you here in Houston, and the goods you ordered are manufactured in New York. We wish to point out that all orders accepted by us are shipped from New York or Seattle. Hong Kong is out of the question.

A: It’s like this. There are only one or two ships sailing a month from New York to Osaka, while sailings from Hong Kong are quite frequent. If shipment were effected from Hong Kong, we could receive the goods much earlier.


-- 我刚想起来了，还有一种可能性确保即期交货。

-- 什么可能性？

-- 把交货港从纽约改为香港怎么样？

-- 那个我们恐怕不能同意。我们是在休斯顿达成交易的，而你所 订货物在纽约生产。我们要指出的是，我们接受的所有订货是 从纽约或西雅图发货的。香港不行。

-- 原因是这样的：从纽约到大阪每个月只有一二个航班，而从香 港到大阪的船却相当频繁。如果在香港交货，我们收到货物的 时间就会早很多。


B: I see. You want to have your goods shipped from New York to Osaka via Hong Kong, where they can be transshipped. Is that the idea?

A: Yes, exactly, because I want these goods on our market at the earliest possible date.

B: Your idea may be a good one, but the trouble is that there are risks of pilferage or damage to the goods during transshipment at Hong Kong. How about shipping them from Seattle instead of NewYork? You may choose either one as port of shipment. It makes no difference to us. There are more sailings from Seattle than from New York.

A: It sounds all right to me, but I will have to think about it. I’ll give you a definite answer tomorrow. If I choose Seattle, will it be possible for you to ship the goods by the end of March?

B: We’ll try our best. Anyway, we assure you that shipment will be made not later than the first half of April.


-- 原来是这样。你想经由香港中转把货从纽约运到大阪，是不是？

-- 对，就是这样，因为我们想把商品尽可能早地投放市场。

-- 这个想法倒不错。不过问题是，在香港转船期间，货物有被偷窃和 损坏的风险。交货港由纽约改为西雅图怎么样?你可以随便选择一 个装运港。对我们来说都一样。从西雅图启航的船只比纽约多。

-- 我是觉得不错，但我得想一想，明天给你答复。如果我选择西雅 图，你们能在三月底前交货吗？

-- 我们尽力而为吧！不管怎样，请你放心，交货不会迟于四月上旬。

Dialogue 3
A: Could you do something to advance your time of shipment?

B: Well, our manufacturers are fully committed at the moment. I’m afraid it’s very difficult to improve any further on the time.

A: I hope you’ll try to convince them to step up production.

B: We check their production schedule against our orders almost every day. As new orders keep coming in, they are working three shifts to step up production. I’m sorry, but we simply can
  
BUSINESS ENGLISH 300
  

not commit ourselves beyond what the production schedule can fulfill.

A: Well, in that case, there is nothing more to be said. What’s your last word as to the date then?

B: I said by the middle of October. This is the best we can promise.

A: All right. I’ll take you at your word. May I suggest that you put down in the contract shipment on October 15th or earlier? Our letter of credit will be opened early September.

B: Good. Let’s call it a deal. We’ll do our best to advance the ship- ment to September. The chances are that some of the other orders may be cancelled. But of course you cannot count on that. In any case, we’ll let you know by email.



-- 你们能否想些办法提前交货？

-- 但我们的厂家眼前都很忙，要再提前恐怕很难。

-- 希望你们能设法说服他们加速生产。

-- 我们几乎每天核对他们的生产进度以跟进订单。由于接连不断地 收到新订单，他们现在一天三班工作来加快生产。很抱歉，我们 承担的任务实在不能超出生产计划所能完成的限额。

-- 如果是这样，多说也无益。那么你能不能最后确定一下什么时候 能交货呢？

-- 要到十月中旬，这是我们能够答应的最缛掌凇?

-- 好吧，那就以你的话为准了。我建议你在合同里写上“十月十五 日或之前交货”行吗？我们在九月初开立信用证。

-- 好！就这样决定吧！我们尽力把交货期提前到九月份。有可能取 消其他一些订单，不过当然还不确定。不管怎样，我们会发电子 邮件告知你的。



A: That’s very considerate of you. And now, shall we discuss the insurance terms?

B: We generally insure W.P. (W.P.A) on a C.I.F. offer. Special risks, such as TPND (Theft, Pilferage and Non-delivery), leakage, breakage, oil, freshwater, etc. can also be covered upon request.

A: I suppose the additional premium for the special coverage is for the buyer’s account.

B: Quite right. According to the usual practice in international trade, special risks are not covered unless the buyer asks for them.
  


A: Then what about SRCC (Strikes, Riots and Civil Commotions)? Can we request you to cover this for our imports?

B: Yes, we accept it now, after it has been suspended for many years. However, if you want to have it covered for your imports at your end, you may arrange the insurance as you like.

A: Then please cover W.P.A. and TPND for this transaction.

B: All right, I’ll adjust the price accordingly.


-- 你想得真周到。现在我们谈谈保险条款好吗？

-- 一般来讲，我们在到岸价里投保了水渍险。特殊险如偷窃险、提货 不着险、漏损险、破损险、油污险、淡水险等等也可以根据客户要 求投保。

-- 我想投保特殊险别所需附加的保险费由买方负担吧。

-- 正是，根据国际贸易中的惯例，只有买方要求时才保特殊险。

-- 那么关于罢工、暴动、平民动乱险呢？能不能请你方为我们的进口 货保这种险呢？

-- 我们现在可以受理了，很多年来我们停办了这项业务。但是如果你 方想要为你们的进口货物投保这种险的话，你们可以自行安排。

-- 那么，请为这批货物保水渍险和偷窃、提货不着险。

-- 好，我会相应地把价格调整一下。


Words and Expressions


customs [5kQstEmz] 海关；关税

formality [ fC:5mAliti ] 正式手续

retailer [ ri:5teilE ] 零售店，零售商

season [ 5si:zn ] 季节，旺季

backlog [5bAklR^] 待办事项

production schedule 生产进度表

insure [ in5FuE ] 为……投保

special risk 特种险

leakage [ 5li:kidV ] 漏损（险）

breakage [ 5breikidV ] 破损（险）

freshwater [5freFwC:tE(r)] 淡水（险）

coverage [ 5kQvEridV ] (保险合同所列的)险别

Osaka [ Eu5sB:kE ] 大阪（日本地名）

tranship [ trAn5Fip ] 转运，换船

pilferage[ 5pilfEridV ] (小量地)偷
  

Notes

1. to effect shipment = to make shipment 装运

effect 实现 e.g. to effect payment 支付

2. the season for this commodity 这个商品的销售季节

3. red tape 繁琐的官方手续

4. place our goods on the market 销售商品 ( push the sale of our goods)

5. lose out 输掉，亏本

6. You may take it from me. 我可以向你保证。

7. the last thing we want to do 我们最不想做的事是……

8. convince your producers for an earlier delivery

说服你们的生产商早日交货

9. to step up production 加快生产

10. cannot commit ourselves to... 我们不能保证

11. Let’s call it a deal. (口)这笔交易就敲定吧（拍板）

12. the chances are…… 可能……（probably）

13. You cannot count on that. 你不要指望那个

14. TPND( Theft, Pilferage and Non-delivery) 偷窃提款不着险

15. for the buyer’s account 由买方负担费用

16. at your end/on your side 在你方


17. Via Hong Kong 途经香港

A Specimen Letter

Dear sir：

Your letter of the 5th March came to hand yesterday.

Accordingly, we have lost no time in getting in touch with our factories and urged them to hasten their delivery. Owing to heavy commitments, they cannot advance delivery from June to April but they understand perfectly that July is the selling season for shirts in your market. They eventually agree to make delivery in mid-May.

We have booked the shipping space on S.S.. Peace, which is scheduled to sail on or about the 20th of May. We shall send you an email as soon as the loading is completed.

Yours faithfully

National Textiles I/E Corp.

贵方三月五日来函昨日收悉。

据此，我们立即与厂方联系，催促他们赶快交货。由于交货任务繁重，他们不能把交货日期从六月份提前到四月份。但是他们非常清楚七月份是贵方市场衬衣的销售季节，故最终他们同意五月中旬交货。

我们已订妥“和平轮”的舱位，预计五月二十日左右开航。一旦装货完毕，我们即发电子邮件告知贵方。

国家纺织品进出口公司


Substitution Drills

1 A: May I know when we could expect delivery?

B: We can deliver 50% promptly, that is, in August. And the balance in October.

We can deliver 50% right away. The remaining half in the next two months.

Our earliest time of delivery is October.

能告诉我你们什么时候可以交货吗？

我们可以在八月份交一半货，其余的十月份交货。

有一半货我们可以马上送货，剩下的一半后两个月交。

我们最早的交货日期是十月。

2 A: I’m afraid October is the best we can do. October is the earliest possible date of delivery. we can’t promise delivery earlier than October. B: October then.

恐怕 十月是我们能够做到的最早的了。十月是最早的交货日期了。我们不能承诺早于十月交货。那就十月吧。

3 A: Could you deliver 100 tons immediately?

Is it possible to effect shipment immediately?

Do you think you can ship the goods soon?

B: No problem. We can deliver that from stock to meet your requirement.

I’m afraid prompt shipment is impossible.

I’ll have to look into the stock position.

您能即刻运输100吨吗？

能立即安排装船吗？

你认为能很快装船吗？

没问题。我们可以交现货来满足你们的要求。

恐怕立即装船不太可能。

我得仔细检查一下存货的情况。

4 A: Please ship the goods in one lot in May.
B: I’m sorry that’s impossible. It would be very difficult for us to get the goods ready within such a short time.
I’m not sure if we are able to get the necessary shipping space.
We’ll have to contact the manufacturers. Maybe it’s possible. 请在五月份将货物分一批运过来。

对不起，那不可能。这么短的时间把货物准备好对我们来说很难。

我不敢肯定我们是否能订到必要的舱位。

我们将得联系生产商。也许可以。

5 A: Could you find a way to advance the shipment somehow?

do something to advance the time of delivery?

make the delivery a little earlier?

B: May I suggest

we effect shipment in three equal lots, starting from May?

we spread the goods over three months - May, June and July? partial shipment be allowed?

你能不能想办法提前装运？

你能想办法提前交货吗？

你能不能早一点交货？


我可否建议 我们从五月份开始分相等的三批办理装运？

我们把货物分五、六、七三个月交货？

允许部分装运？
6 A: Our people are most anxious about the October shipment; so far they’ve heard nothing from you.

B: We’re sorry for the delay. The trouble is that

direct sailings to your port are very few.

there is great demand on shipping lately

you changed the port of destination

我方很想知道十月装船一事，但到现在还没有听到你们的任何消 息。

此次拖延我们很抱歉。问题是 直达你们港口的船只太少了。

最近需要装运的太多了。

你们改变了目的港。


7 A:You know

we must have the goods in time for the Christmas rush.

we must have the goods ready for the shopping season.

the goods have to be here in March. Otherwise we’d be behind the season.

B: I understand. I’ll try my best.
你知道 我们必须在圣诞节采购前及时供货。
在购货旺季时我们必须把货准备好。
货物必须在三月份到位。否则我们就赶不上销售季节了。
我理解。我会尽力的。


8 I don’t think I can promise you any September shipments.
October
June
我想我不能答应你 九月 装运。
十月
六月

9 Would you like to have your refrigerator delivered?
furniture
washing machine
你的 电冰箱 要送货上门吗？
家具
洗衣机
  

10 You will probably get it within 10 days.
in a week
by the end of this month
no later than tomorrow afternoon 也许 十天内 你就可以收到。

一周内
这个月底
不迟于明天下午

Unit 15 Claim
Claim

索 赔

Brief Introduction

在执行合同的过程中，签约双方都应该严格履行合同义务。任何一方如果不能严格履行，就会给另一方带来麻烦。在这种情况下，受损失的一方有权根据合同规定要求责任方赔偿损失或采取其他补救措施。受损失的一方采取的这种行动称之为“索赔”，而责任方就受损失一方提出的要求进行处理，叫做“理赔”。

在业务中常见的是买方向卖方提出索赔，如卖方拒不交货、逾期装运、数量短缺、货物的品质规格与合同不符、错发错运、包装不妥、随船单证不全或漏填错发等致使买方遭受损失时，买方可向卖方提出索赔。但是在某些情况下，卖方也向买方提出索赔要求，如买方拒开或迟开信用证、不按时派船、无理毁约等致使卖方遭受损失时，卖方也会向买方提出索赔。


Basic Expressions
1. Please give our claim your favorable consideration.
请合理考虑我们的索赔要求。
2. Please examine the matter and send us the goods to meet the shortage as soon as possible.
请调查此事，并尽快将货物发给我们以弥补数量的不足。
3. As regards inferior quality of your goods, we claim a compensa- tion of U.S.$10,000.
至于你方产品的品质低劣问题，我方要求你方赔偿一万美元。
4. We shall lodge a claim for all the losses incurred as a consequence of your failure to ship our order in time.
由于你方未能及时交货，我方将向你方提出由此而遭受的全部损失的索赔。
5. Any complaint about the quality of the products should be lodged within 15 days after their arrival.
任何有关该产品质量问题的申诉应该在货物到达后的十五天内提出。
6. Our customers are complaining of the inferior quality of our products.
我们的客户投诉我们的产品质量低劣。
7. This seems to be a very clear case and we hope you will see your way to make a prompt settlement.
看来情况已十分清楚，我们希望你能设法尽快解决问题。
8. We regret that your claim on shortage cannot be accepted.
很遗憾，我们无法接受你方关于货物短装的索赔。
9. Our investigation shows that improper packing caused damage. Therefore we have to refer this matter to you.
我方检验证明，货物受损是由于包装不当而造成的。因此，我们不 得不将此事提交你处解决。
10. As the goods are inferior in quality, we are returning the whole of the 20 cases and must ask you to replace them.
由于这些产品质量低劣，所以我方把20箱全部退回，并务必请贵方 更换这些产品。
11. We very much regret the mistake in article number, which resulted in your receiving the wrong goods.
因货号有误，致使到货错误。对此，我们深表歉意。
12. The goods we’ve received do not tally with the sample on which we ordered.
我们收到的货物与订货样品不符。
13. In view of the long business relations between us, we wish to meet you half way to settle the claim.
考虑到我们之间长期的业务关系，我们愿意各让一半解决这项索赔。
14. We hope this unfortunate incident will not affect the relationship between us.
我们希望这一不幸事件将不会影响到我们双方之间的关系。
15. Apparently, the shortage is due to omission in packing.
很明显，货物短缺系包装遗漏所致。
16. In view of our friendly business relations, we are prepared to meet your claim for the 25 tons shortage weight.
考虑到我们之间的业务关系，我们准备接受25吨短装的索赔。
17. We are sorry that the quality of our goods did not turn out to your satisfaction.
我们很抱歉你们不满意我们货物的质量。
18. We can assure you that such a thing will not happen again in future deliveries.
我们保证在以后的交货中不会出现类似的事件。
19. Enclosed is the surveyor’s report on the three damaged cases.
内附有鉴定人对这破损的三箱货物的鉴定报告。
20. Here’s a survey report by a well-known lab in Houston, whose testimony is absolutely reliable.
这是由休斯顿的一个著名实验室提供的一份检验报告，证据绝对可靠。

Conversations

Dialogue 1

W: Hello, Mr. Brown, how are you? It is nice to see you again.

B: How are you, Mrs. Wang. It certainly is a pleasure to see you again here. I hope you had an enjoyable trip from London.

W: The flight was really long, but it was comfortable so I do not feel very tired.
B: I am glad that you had a pleasant trip. I hope you are comfortably settled and find things at the hotel satisfactory.

W: Everything is perfect, thank you. Well, now, Mr. Brown, if you don’t mind, I’ll get to the point.

B: Okay. You want to take up the subject of the arbutus, don’t you?

W: That’s right. You see, Mr. Brown, you have probably been ad- vised of the serious damage done to the last consignment of 60 cases of arbutus. Upon its arrival in London on board the S.S. Cornea, it was found, much to our regret, that about 50% of the cases were leaking. Closer inspection by the Health Officers showed that the contents were considered unfit for human consumption.


-- 布朗先生，你好。很高兴再次见到你。

-- 王小姐，你好。很荣幸在这里又见到你。希望你从伦敦来一路 旅途愉快。

-- 飞行时间虽长，但客机非常舒适，所以也不觉得很累。

-- 我很高兴你旅途愉快。希望你住得舒适，旅馆设备都还觉得满意。

-- 谢谢你，一切都很好。噢，布朗先生，要是你不介意的话，现在咱 们就开始谈谈业务吧。

-- 好，你想谈谈杨梅的事，对不对？

-- 对。布朗先生，也许你已经知道最后一批60箱的杨梅严重损坏的 情况。“柯娜”轮一到达伦敦的时候，我们就遗憾地发现其中有一 半左右的箱子渗漏。经卫生检疫局官员仔细检查，认为 内装食品 不可供人们食用。

B: Just a minute, if you please, Mrs.Wang. Have your people in London discovered what were the exact causes of the leakage? It was rather a singular case, for thousands of tons of this product have been exported and this seems to be the only case of a

shipment being damaged en route.

W: I am sorry I have to say it was not en route. It was definitely damaged prior to loading onto the S.S. Cornea. You may think it a singular case, yet the fact remains that this has made it

necessary for us to file a claim on you. Here, Mr. Brown, I have brought along with me the certificate issued by the London Health Office. It speaks for itself. As to the causes, closer inspection and examination by our cargo-handling people revealed that the
  
leakage of juice was brought about damaged tins. They were

evidently broken through careless handling while being loaded onto the ship’s hold in Sydney dock.

B: As I have said before, the whole business is most unfortunate. We have never come across such a case of damage during loading.


-- 王小姐，请稍等。请问伦敦的人有没有发现渗漏的确切原因？这件 事还只这么一次，我们已经出口好几千吨了，在中途损坏还是头一 回。

-- 很抱歉，我得说明，损坏不是在运输途中发生的。很明显, 损坏是 在装上“柯娜”轮号前发生的。你可能认为这事是头一回，可事实 不得不让我们向你们提出索赔。布朗先生，这儿是伦敦卫生检疫局 官员签发的证书，上面写得一清二楚。至于