外贸英语口语对话：支付条款Having settled the price of transaction. Mr Fracer is having a talk about payment terms with Mr Li from our trading corporation.F：Of talking over the price,at all is on the high sides as compared with those of arrival goods,the quality of your products,I suppose,will probably make up for it.Now,let's come to the terms of payment.L：Ok.That's what I am going to say.As usual,our terms of payment are by confirmed,irrevocable at sight draft against presentation of shipping documents.F：But other suppliers can give us more favorableterms.You see,the world market has been rather downrecently,besides,our exchange quota is rather limited.So,we'd like to use DA to this transaction.L：I am afraid we cannot accept the DA,as youknow,devaluation of the dollar and its consequent repercursions are major currencies.Having given rise to grave and certain days in the international monaterymarket.Therefore,we find necessary to handle our business on LC basis,at least for the time being.F：Payment by LC involves additional expense for us.This leaves no margin and profits at the terms of payment.L：Mr Fracer,you know quite well that chinese goods enjoy an excellent reputation in foreign markets.Moreover,there is at present a volk for chinese goods.The article you are interested in is greatly in demand and it sells especiallywell.The quick turnover will of course will not only offset your LC expenses ,but give your factory a satisfactory profits.F：As far as I know,you sometimes grand your clients such terms as DA and DP,don't you?L：Yes,occasionally we do.But it is only at the very special circumstances that we agree to other payment terms.F：Ours is not an normal case,is it?It is indignitial of sample order.It doesn't pay to adopt LC terms for order as small as ours.The limited profits if any it is even enough to balance additional balances.L：Um,well,in order to finalize the business,we agree to DP sight as the best we can do.F：Thanks for your consideration,still is not good enough.As you know,I am a middle man,I need sometime to find the reliable clients,after I receive your bill.It would help me a lot if DP after sight is accepted,even 60 days will do.L：I am afraid no further concession can be made.It is just facility you are doing business that we make that concession.We cannot be better place elsewhere,can you?F：It seems I have to take a thing as they are.Let's put it into contract.L：Mr Fracer,I should mention we accepted such terms only once.Once goods were dispatched,we will show you a signed draft against you,which would be sent together with the shipping documents through our remitting bank to thecollecting bank at your end.It is still understood that you are to honor it on presentation.F：You may rest assure that this documentary jag will be duely honored on presentation.I did some business with San corportions on collection basis.They can proof to you my credit.L：We trust you and hope you will leave us your credit.F：Surely I will.Well,as a selling season is approaching,I'd like you to make a prompt shipment.L：We will try our best.Dialogue 1：This will a few minutes before we visit the factory.May I ask you a question?Go ahead please?Could you agree the payment by DA?This is a sample order.Occasionally we do.But yours is normal case,isn't it?As you know,it doesn't pay to open an LC with bank for such a small amount.We will consider that when we make you the firm offer.For regular orders,couldn't you agree to payment by LC at 60 days at sight?I am afraid not.Our usual practice is LC at sight.I see.Here are cars comes for picking us up.Let's go.Please.Dialogue 2：S：Mr Hong,do you accept DA?H：Well,we usually accept the payment by confirmed irrevocable credit at sight.S：It's safer for payment by LC for large orders.But our order is really small one,further more,we are oldfriends,this is not the first dealing between us anyway.Do you doubt our credit position?H：No,Mr Smith.Certainly,we have faith in you.But the international monternary market is changeable,nobody can stop a possible decline in prices,which will bring troubles to us.S：How about DP at sight down?H：We cannot accept other payment terms this trade except LC.We will consider DP terms at proper times in the future.S：Well,we cannot reach an agreement today,I amafraid.Shall we discuss it tomorrow,after I consulted with home offices.H：That's alright.After the finished talking of questions about theprice,Mr Blag is going to talk about payment term with Mr Wang from our trade company.S：I am glad we are likely to conclude the first transaction with you soon.We settled all the questions about packing,insurance,packing and shipment.Now,how about your terms of payment?W：As you've seen from specially contract,we requires payment by confirmed irrevocable LC against the presentation of shipping documents.S：I am sorry to hear that you insist on the terms by LC.Could you make an exception in our case like that DP or DA.W：I am afraid not.It is our usual practice to use that payment by LC only.S：Frankly,the letter of credit will raise the cost of my imports.When I open the letter of credit with bank,I have to pay margin.That will not only take my money,but also increase my cost.W：Oh,I cannot be of any help in this aspect.You'd better consult your bank,and ask them to reduce the required margin as minimum.S：Still be bank charges in faxing to banks in opening LC.It would help me greatly if you could accept DP or DA instead,you can join on me as if there is an letter ofcredit.It makes no great difference to you,but it will certainly does to me.W：Well,I see your point.But your doclet aware that irrevocable LC give us additional protection of bank's guarantee.That's why we always require LC for ourexports.That's the usual practice in documents internationally.S：But I heard you would accept different kind of payment as China has a doc open policy and you are following international policys.W：Quite right.But that all depends on the specific circumstances.S：As this is the first transaction concluded.and the time with the world competition is rather keen,I would suggest that you would use more valuable terms,that would promote the trade between countries.What about DA?W：Sorry,it cannot be done.Payment by LC is our usual practice in business with all customers for such commodities,especially with our new customers.If we can make an exception here.we cannot know where to stop.Besides,our price is very competitive and I don't think you will have any difficulties in sales.S：Is DP acceptable for you?W：Perhaps we shall whether we can do DP terms.After we have done more business together.For the moment,I am afraid we much insist our usual payment terms.S：If in that that,I have no alternative but to accept your terms of payment.By the way,when must I have open the LC in one of goods to be delivered before Christmas season.As you know,Christmas is the selling season at our end.W：A month before date of shipment,as mentioned in our sales contract,S：could you possibly allow one earlier shipment as I expect one goods well before Christmas starts.W：Getting in the goods ready,packing the documents and packing shipping space,all this takes time,you know.You can not expect us make an shipment in less than a month.S：Alright.I will help LC open by fax as soon as I get home.W：When will that be?S：Early next week.Meanwhile,please get everything ready in and transfer these goods immediately after you get my LC.W：You may rest your shirt for that.We will pack your order and require for the shipment space right away.So,the shipment can be affected in two or three weeks after receiving your LC.S：That would be fine.Thank you very much for your cooperation.W：I am glad to be of help.The earlier we get your LC,the sooner shipment can be made.We will let you know as soon as the goods are shipped.S：Thank you.I am looking forward to your shipping advice by fax.W：Sure,I will send it by fax.：Goodbye and thank you for coming.S：Bye.S：Ah,Mr Yang.Sit down,won't you?Scar?Y：Thank you,I believe I will.BOk.I am glad to say that we have settled theprice,quality,quantity of the transaction.And what about the terms of payment?Y：We only accept payment by confirmed,irrevocable letter of credit,available against presentation of shipping documents.S：But I heard you would accept different kinds of payment,such as DA and DP.Y：Quite right.But that all depend on circumstances.S：As this is the first transaction,I would suggest that you could give us more favorable term.What about DA?Y：Sorry,it can not be done.Payment is our usual practice by all customers for such commodities,especially with our new customers.As a matter of fact,LC protects the seller as well as the buyer.S：Then,is DP acceptable for you?Y：Perhaps we shall consider it after we have more business together.But so far,we haven't known much about credit status each other.So,I am afraid we must insist our usual form.S：To tell you frankly,the letter of credit will add my cost of imports.In opening the letter of credit with the bank,I have to pay the deposit,that will tight up my funds.Y：You might consult to bank to see if they can reduce the require deposit to minimum.S：Also,there will be certainly bank charges.It would help me greatly if you could accept DA or DP.You can join on me just as if there were letter of credit.To you,it makes no difference.But to me,it does.Y：Well,Mr Sinclare.You must be aware that the irrevocable letter of credit gives the export additional protection of the banker's guarantee.We always requires LCfor all exports.And the other way around,we pay by LC for our imports.S：To meet each other health way,what do you say forfifty percent by LC and balance by DP?Y：I am awfully sorry,Mr Sinclare.But I am cannot promise even that.As have said,we usually require the payment by LC,however,to get around your difficulties,I suggest you reduce your order by half,we can send in a additional order later.S：Well,I will think it over.By the way,when must I open the LC,if I want to get goods to be delivered in June.Y：A month before shipment.S：Could you possibly affect shipment earlier?Y：Getting the goods ready,making all thedocuments,booking the shipping space,all these takes time you know.You cannot expect us make the delivery in less than a month.S：Very well.Mr yang.I should not reduce my order.I will take the full quantity you offer and arrange the LC as soon as I get home.Y：When will that be?S：Early next week.In the meantime,I shall be pleased if you could get everything ready.I hope these goods can be dispatched immediately after you get the LC.Y：You may be assure of that.We will book the order and require the shipping space right away,so that the shipment can be affected within two or three weeks after receipt of your LC.S：That will be fine.I appreciate your cooperation.Y：The sooner we get your LC,the sooner shipment can be affected.S：Thank you very much.Mr Yang.Y：I am glad to be of help.。