Buyer： I see. Could you make an exception and accept D/A or D/P
Seller： Im afraid not. We insist on a letter of credit.
Buyer： To tell you the truth， a letter of credit would increase the cost ofmy import. When I open a letter of credit with a bank， I have topay a deposit. Thatll tie up my money and increase my cost.
Seller： Consult your bank and see if they will reduce the requireddeposit 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。
经 典 释 疑
Weve settled the question of price， quality and quantity. 价格、质量和数量问题都已谈妥。
settle the question 谈妥，这里的settle 指的是结束，解决。例如：
Weve settled the question so dont worry about it. 事情已经谈妥了，所以不要担心。
OK， thats good. 好的，太好了。
常 用 语 聚 焦
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 /knse∫n/ n. 让步，妥协2. You know we insist on L/C payment， this is our usual practice. 我们秉承用信用证支付，这是我们的惯例。
3. For its a big order， well pay by L/C in order to get the banks 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 letter of credit offers security to both the seller and the buyer. 信用证付款方式对买卖双方都提供保障。
5. We would adopt the terms of payment by installment for present purchase. 这次交易我们将采用分期付款方式。
6. Please tell me your payment terms. 请告诉我贵方的付款方式。
7. Paying by L/C， we must deposit a large amount of money into the bank，and pay service charges as well. 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. Will you still intend to use letter 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 employ 你方想采取哪种付款方式？
11. Could 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 irrevocable L/C ensures our deal additional protection of the bankers 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。
7 What is the insurance premium for these goods 这批货物的保险是多少？
触 类 旁 通
What is the insurance premium
保险费是多少？
超 级 情 景 会 话
Insurance
Helen： Im calling to discuss the level of insurance coverage youve requested for your order.
Henry： I believe that we have requested an amount twenty-five percent above the invoice value
Helen： Yes， thats right. We have no problem in complying with your request， but we think that the amount is a bit excessive.
Henry： Weve had a lot of trouble in the past with damaged goods.
Helen： I can understand your concern. However， the normal coverage for goods of this type is to insure them for the total invoice amount plus ten percent.
Henry： We would feel more comfortable with the additional protection.
Helen： Unfortunately， if you want to increase the coverage， we will have to charge you extra for the additional cost.
Henry： But the insurance was supposed to be included in the quotation.
Helen： Yes， but we quoted you normal coverage at regular rates.
Henry： I see.
Helen： We can， however， arrange the extra coverage. But I suggest you contact your insurance agent there and compare rates.
Henry： Youre right. It might be cheaper on this end.
Helen： Fax me whatever rates you find there and Ill compare them with what we can offer.
保险
海伦：我打电话来是想讨论你所要求的订单保险额的级别。
亨利：我想我们要求的是高于发票价值百分之二十五的保险金额。
海伦： 是的，没错。我们可以答应这个要求，但是我们觉得金额有点太高。
亨利：我们过去有太多货物毁损的困扰。
海伦： 我能了解你的考虑。然而，一般这类产品的保险额度是发票总额再加百分之十。
亨利：有额外的保障会让我们觉得安全些。
海伦： 很遗憾，如果你们想增加保险额的话，我们就得向你们收取额外的费用。
亨利：但是保险应该包含在报价里了。
海伦：是的，但是我们向你们报的价是一般比例下的正常保险额。
亨利：我了解。
海伦： 不过，超出的保险额我们可以再商量。但是我建议你和你们那边的保险代理商联络并比较一下价格。
亨利：你说得没错，在这边可能会比较便宜。
海伦： 不论你那里找到的是哪一种价格都传真给我，我会和我们可以提供的价格来做比较。
经 典 释 疑
We can， however， arrange the extra coverage. 不过，超出的保险额我们可以再商量。however 作副词用时，表示“然而、但是”，可以位于句首、句中和句末；位于句首时，要用逗号与句子其它部分隔开；位于句中时，其前后都要用逗号；位于句末时其前用逗号分开。however 能独立成句，语气较强。but 则相反，but 是并列名词，连接两个并列分句，上下二句在总的意义上构成了对比。例如：I really dont like cheese，but I will try just a little this time. 我实在是不喜欢吃奶酪，但是这次我要尝一点。
常 用 语 聚 焦
1. What is the insurance premium 保险费是多少？
premium /pri：mim/ n. 保险费。
2. An All Risks policy covers every sort of hazard， doesnt it 一份综合险保单保所有的险，是吗？
3. Wed like to cover the porcelain ware against All Risks. 我们想为这批瓷器投保综合险。
4. An F.P.A. policy only covers you against total loss in the case of minorperils. 平安险只有在发生较小危险时才给保全部损失险。
☆ in the case of 就……来说。
5. The F.P.A. doesnt cover partial loss of the nature of particular average.
平安险不包括单独海损性质的部分损失。
partial /pɑ：∫l/ a. 部分的。
6. A W.P.A. or W.A. policy covers you against partial loss in all cases. 水渍险在任何情况下都给保部分损失险。
7. We can serve you with a broad range of coverage against all kinds ofrisks for sea transport. 我公司可以承保海洋运输的所有险别。
range /reind/ n. 一系列。
8. Generally speaking， aviation insurance is much cheaper than marineinsurance. 空运保险一般要比海运保险便宜。
9. Are there any other clauses in marine policies 海运险还包括其它条款吗？
clause /kl ：z/ n. 条款。
10. Breakage is a particular average， isnt it 破碎险属于一种单独海损，对吗？
11. The risk of breakage is covered by marine insurance， isnt it 破碎险是包括在海洋运输货物险之内的，对吗？
12. What risks should be covered 您看应该保哪些险？
13. Please fill in the application form. 请填写一下保单。
14. What kind of insurance are you able to provide for my consignment 贵公司能为我们这批货保哪些险呢？
consignment /knsainmnt/ n. 货物。
15. What insurance will you take out 你们打算投保哪些险？
8 Do you have some specif i c request forpacking 你方对包装有什么特殊要求吗？
触 类 旁 通
How are you going to pack
你打算怎样包装？
超 级 情 景 会 话
About Packing
Johnson： I suppose packing will be done strictly in accordance with thecontract stipulation.
William： Yes， strictly is the word for it.
Johnson： Now， about marking. Are you using indelible paint
William： We have received instructions from Mr. Brown on marking.
Water-repellent indelible paint is to be use.
Johnson： Fine. And as the parcel is to be transshipped at Hong Kong，we must be assured that the boxes are strong enough to standall the handling.
