Look Forward to your early reply.
Sincerely，
Zhao Bin
Overseas Business Manager
DB Corporation
亲爱的史密斯先生：
贵方的包装指示邮件已收到，非常感谢。一收到贵方的邮件，我方就认真考虑了贵方的要求。但是很抱歉地通知您，我方不能满足贵方的包装要求。
鉴于双方长久的合作和良好的合作前景，我方真诚的希望贵方能够接受以下几点包装建议：
1.桌布每盒12打，每个纸板盒装16盒，10个纸板箱装一板条箱。
2.贵公司名称缩写会印在板条箱表面，而非全称。
3.板条箱表面的唛头除了印有货物的毛重和净重外，还需印有“中国制造”的字体。
希望贵方尽早回复。
真诚的，
赵斌
海外业务经理
DB公司
9.付款 Payment
比较常用的国际付款方式有三种，即信用证付款方式、TT付款方式和托收付款方式。
交流应急句
1.Can you make a concession on the terms of the payment？
贵方能否在付款条件上作出让步？
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'll 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 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.PIease 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 Iarge 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 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 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 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。
实用情景对话
Terms of Payment
Buyer：Well， we've settled the question of price， quality and quantity. Now what about the terms of payment？
Seller：We only accept payment by irrevocable Ietter of credit payable against shipping documents.
Buyer：I see. Could you make an exception and accept D/A or D/P？
Seller：I'm afraid not. We insist on a Ietter of credit.
Buyer：To tell you the truth， a Ietter of credit would increase the cost of my import. When I open a Ietter of credit with a bank， I have to pay a deposit.That'll tie up my money and increase my cost.
Seller：Consult your bank and see if they will 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。
欧美文化360°洗礼
Dear Mr. Wang，
In the past， our purchases of printers from you have normally been paid by sight L/C.
In view of the difficult economic climate and the prevailing high bank interest rates， it is hard for us to collect amount of money in a short period.
If you could offer us easier payment terms， it would probably expand the business between our two companies. We propose the payment of installments.We hope you will grant our requests and look forward to hearing from you.
Yours sincerely
Lillian Smith
Import Manager
DB Corporation
亲爱的王先生：
过去，我方从贵公司购买打印机一直都是以即期信用证付款。
鉴于现在经济形势不佳和银行利率普遍看涨，我方很难在短时间内筹集大量资金。
如果贵公司允许比较宽松的付款方式，我们双方的业务则很可能会得到扩展。我方建议采用分期付款的方式。
希望贵公司能同意我方的要求，期待贵方尽快回复。
您真诚的，
莉莲·史密斯
进口部经理
DB 公司
读书笔记
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10.保险 Insurance
货物运输保险是以运输途中的货物作为保险标的，保险人对由自然灾害和意外事故造成的货物损失负责赔偿责任的保险。分类：
1）海洋货物运输保险
2）陆上货物运输保险
3）航空货物运输保险
交流应急句
1.What is the insurance premium？
保险费是多少？
2.An all risks policy covers every sort of hazard， doesn't it？
一份综合险保单保所有的险，是吗？
3.We'd Iike 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 totaI Ioss in the case of minor perils.
平安险只有在发生较小危险时才给保全部损失险。
5.The F.P.A.doesn't cover partiaI Ioss of the nature of particular average.
平安险不包括单独海损性质的部分损失。
6.A W.P.A.or W.A.policy covers you against partiaI Ioss 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 of risks for sea transport.
我公司可以承保海洋运输的所有险别。
8.Generally speaking， aviation insurance is much cheaper than marine insurance.
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？
10.Breakage is a particular average， isn't it？
破碎险属于一种单独海损，对吗？
11.The risk of breakage is covered by marine insurance， isn't 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.PIease 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？
15.What insurance will you take out？
你们打算投保哪些险？
实用情景对话
Insurance
Helen：I'm calling to discuss the IeveI of insurance coverage you've requested for your order.
Henry：I believe that we have requested an amount twenty-five percent above the invoice value？
Helen：Yes， that's right. We have no problem in complying with your request， but we think that the amount is a bit excessive.
Henry：We've had a Iot of trouble in the past with damaged goods.
Helen：I can understand your concern. However， the normaI coverage for goods of this type is to insure them for the totaI invoice amount plus ten percent.
Henry：We would feeI more comfortable with the additionaI protection.
Helen：Unfortunately， if you want to increase the coverage， we will have to charge you extra for the additionaI cost.
Henry：But the insurance was supposed to be included in the quotation.
Helen：Yes， but we quoted you normaI 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：You're right. It might be cheaper on this end.Helen：Fax me whatever rates you find there and I'll 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。
