【正文】 tential. 你們產(chǎn)品自從兩年以前進(jìn)入我們市場(chǎng)以來(lái)，顯示出了很大的潛力。 But you can do even better if you develop some kind of sales network there. 但如果你們能在那兒開(kāi)發(fā)出某種銷(xiāo)售網(wǎng)絡(luò)，將會(huì)賣(mài)得更好。 To tell you the truth, I was just thinking of that. 說(shuō)實(shí)話我也正在考慮這事。 Additional premium? That’s not a problem. There’s no harm in doing things on the safe side. 額外保險(xiǎn)費(fèi)？這沒(méi)問(wèn)題。做事保險(xiǎn)一些總沒(méi)壞處。 Then we will cover War Risk for you. 這樣我們就替你投保戰(zhàn)爭(zhēng)險(xiǎn)。 Good. One more thing. What if I want a 130% coverage? 好的。還有一件事，如果我按130%投保呢？ You mean 130% of the invoice value? This can be done, but you will have to pay the extra premium too. 你是說(shuō)發(fā)票金額的130%嗎？可以，但也要交額外保險(xiǎn)費(fèi)。 In this case I’d rather have 110%. 這樣的話，我還是投保110%吧。 We usually insure against All Risks for 110% of the invoice value. 我們通常按發(fā)票金額的110%投保一切險(xiǎn)。 Does All Risks include War Risk? 一切險(xiǎn)也包括戰(zhàn)爭(zhēng)險(xiǎn)嗎？ No. War Risk is a special additional risk, and it has to be arranged separately. 不。戰(zhàn)爭(zhēng)險(xiǎn)是一種特殊附加險(xiǎn)，必須單獨(dú)投保。 But judging from the recent situation in Kosovo, I think War Risk should be covered. 但是從科所沃目前的形勢(shì)看，我認(rèn)為應(yīng)該投保戰(zhàn)爭(zhēng)險(xiǎn)。 We can certainly do this, but it is subject to an additional premium, because our CIF quotation doesn’t include this risk. 我們當(dāng)然可以做到，但戰(zhàn)爭(zhēng)險(xiǎn)要交額外保險(xiǎn)費(fèi)，因?yàn)槲覀僀IF報(bào)價(jià)沒(méi)有包括這種險(xiǎn)別。 What about .? 水漬險(xiǎn)呢？ . has a broader coverage. It covers everything in . plus partial loss caused by natural calamities. 水漬險(xiǎn)范圍廣一些，除了平安險(xiǎn)的范圍外，還包括自然災(zāi)害引起的部分損失。 And All Risks? 那么一切險(xiǎn)呢？ All Risks means WPA plus additional risks, or extraneous risks, risks not incidental to transport by sea. 一切險(xiǎn)就是水漬險(xiǎn)加上附加險(xiǎn)，附加險(xiǎn)即不是由于海上運(yùn)輸本身的特性所帶來(lái)的風(fēng)險(xiǎn)。 I see. Now, for this particular article, what risks do you usually cover? 我明白了。那么我們這批貨，你們通常投保什么險(xiǎn)呢？ I have to say that I know every little about this clause. Can you explain it a little?. 我得說(shuō)我對(duì)這個(gè)條款了解很少。你能不能解釋一下？ provides coverage of three basic, some additional risks and some special additional risks. 好的。《海洋運(yùn)輸貨物保險(xiǎn)條款》承保三種基本險(xiǎn)、一些附加險(xiǎn)和一些特殊附加險(xiǎn)。 The three basic risks are Free from Particular Average (.), With Particular Averaged (.) and All Risks (.). 這三種基本險(xiǎn)是平安險(xiǎn)、水漬險(xiǎn)和一切險(xiǎn)。 What do they mean respectively? 它們分別是什么意思？ Well, roughly speaking, . covers total loss resulting from both natural calamities and accidents, and partial loss caused by accidents. 大體上說(shuō)，平安險(xiǎn)包括自然災(zāi)害和意外事故造成的全部損失和意外事故造成的部分損失。 I’m afraid I’m not in a position to give you an answer. I’ll have to consult our head office. 恐怕我無(wú)權(quán)給您答復(fù)，我得和我們總公司聯(lián)系一下。 Well, my head office says the best we can do is to accept 60 days L/C. 總公司說(shuō)我們最多只能接受60天信用證。 60 days? That’s all right. 60天？好吧。 But we wish to point out that it is only with a view to encouraging future deals with you that we are acmodating you this time. 但是我們想指出的是，我們只是為了鼓勵(lì)將來(lái)的交易才給你這個(gè)通融的。 We always insure our goods with the People’s Insurance Company of China as per their Ocean Marine Cargo Clause, , 1981 revision. 我們總是按照中國(guó)人民保險(xiǎn)公司1981年1月1日的《海洋運(yùn)輸貨物保險(xiǎn)條款》向他們投保。 I understand your position. But at the moment, I do have some difficulty. 我理解您。但目前我確實(shí)有困難。 I would like to bend the rules a little if possible. 如果可能的話，我是愿意通融一下的。 We’d be willing to give you a 10% down payment. 我們?cè)敢庀雀?0%的定金。 And the balance by 90 days L/C? 余額用90天信用證支付嗎？ yes 是的。 Don’t worry. We’re only asking for cash this time. 別擔(dān)心。我們只是這次要現(xiàn)金。 Well, I think I have no other choice. 那么，我只好答應(yīng)了。 Then that’s settled. 好，就這么定了。 Yes. I have to admit that you are very astute. 只好這樣啦。我不得不承認(rèn)您很精明。 As this is the first deal between us, I hope we can trade on customary terms, .,letter of credit payable against sight draft. 由于這是我們之間進(jìn)行的第一筆交易，我很希望能夠遵照慣例，也就是說(shuō)，用即期信用證付款。 You don’t mean to say you want cash, do you? 您不是在說(shuō)您想要現(xiàn)金吧？ Actually, that’s just what I wanted to say. 實(shí)際上，這正是我想要說(shuō)的。 Don’t you think a letter of credit is just as good as cash? And you can discount it at any time, if you like. 您不認(rèn)為信用證跟現(xiàn)金差不多嗎？ 而且如果您愿意，什么時(shí)候都是可以貼現(xiàn)的。 The problem, you see, is that we are now at the turn of the century. We’re worried about the millennium bug. To be on the safe side, I think cash is the only thing we can accept. 您知道，問(wèn)題是我們正處在世紀(jì)之交，千年蟲(chóng)讓我們擔(dān)憂。所以為保險(xiǎn)起見(jiàn)，我們只接受現(xiàn)金。 Will you still ask for cash in the future, I mean, after we enter the new century? 將來(lái)，我是說(shuō)進(jìn)入新世紀(jì)以后，你們?nèi)匀灰F(xiàn)金嗎？ I’m sorry. I have to think it over. As you are probably aware, the international money market is not so stable nowadays. 很抱歉，我得好好考慮考慮。您可能有所警覺(jué)，當(dāng)前國(guó)際貨幣市場(chǎng)不太穩(wěn)定。 Don’t you trust me? I believe that our pleasant cooperation over the years has proved us trustworthy partners. 您難道不相信我嗎？我相信過(guò)去幾年的愉快合作已經(jīng)證明，我們都是值得信賴(lài)的業(yè)務(wù)伙伴。 Yes, I know it. But I’m not worrying about your reliability … 這我知道，但我擔(dān)心的不是你的信譽(yù)…… Let’s consider another way, say, letter of credit. Do you think that’s acceptable? 那么我們來(lái)考慮另一種方式，比如說(shuō)信用證，您認(rèn)為可以接受嗎？ A letter of credit should have been all right. But as you know, interest rates are changing from minute to minute. And we can not be assured that … 信用證本來(lái)是可以的。但您知道，利率時(shí)刻都在變化，不能保證我們… Then when is the earliest shipment we can expect? 那么最早什么時(shí)候可以裝運(yùn)呢？ By the middle of October, I think. 我想要到十月中旬。 It’s too late. You see, November is the season for this modity in our market, and our customs formalities are rather plicated. 那太遲了。你知道，在我們那兒十一月是這個(gè)商品上市季節(jié)，另外我們的海關(guān)手續(xù)相當(dāng)復(fù)雜。 I understand. 我明白。 In terms of payment, would you like to accept D/P? 付款方式方面，您愿意接受付款交單嗎？ As I just said, it’s a longdistance transportation. I really don’t want to take any chances. 我剛才說(shuō)過(guò)，貨物要經(jīng)過(guò)長(zhǎng)途運(yùn)輸，我實(shí)在不想任何冒險(xiǎn)。 You need have no fears about that. 你不用擔(dān)心。 Well, I suppose there is no other choice. 好吧，看來(lái)只能這樣了。 Now that we’ve settled the terms of payment, is it possible to effect shipment during September? 我們已經(jīng)談妥了付款條件。是否能在九月份裝運(yùn)？ I don’t think we can. 我看不行。 But we’re only talking about shirts. They’re not fragile goods. Besides, cartons are light and easy to handle. 但我們講的是襯衣。襯衣不是易碎物品。而且紙箱輕便，容易搬運(yùn)。 Well, I just mean they’re easily breakable. 我是說(shuō)紙箱容易破裂。 There’s no need to worry. We can reinforce the cartons with straps. 這個(gè)不用擔(dān)心。我們可以用條帶加固。 Look, these goods will have to go a long way before they arrive at our port. What i