【正文】 tential. 你們產(chǎn)品自從兩年以前進入我們市場以來，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發(fā)出某種銷售網(wǎng)絡(luò)，將會賣得更好。 To tell you the truth, I was just thinking of that. 說實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. 額外保險費？這沒問題。做事保險一些總沒壞處。 Then we will cover War Risk for you. 這樣我們就替你投保戰(zhàn)爭險。 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. 你是說發(fā)票金額的130%嗎？可以，但也要交額外保險費。 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。 Does All Risks include War Risk? 一切險也包括戰(zhàn)爭險嗎？ No. War Risk is a special additional risk, and it has to be arranged separately. 不。戰(zhàn)爭險是一種特殊附加險，必須單獨投保。 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看，我認為應(yīng)該投保戰(zhàn)爭險。 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)爭險要交額外保險費，因為我們CIF報價沒有包括這種險別。 What about .? 水漬險呢？ . has a broader coverage. It covers everything in . plus partial loss caused by natural calamities. 水漬險范圍廣一些，除了平安險的范圍外，還包括自然災(zāi)害引起的部分損失。 And All Risks? 那么一切險呢？ All Risks means WPA plus additional risks, or extraneous risks, risks not incidental to transport by sea. 一切險就是水漬險加上附加險，附加險即不是由于海上運輸本身的特性所帶來的風(fēng)險。 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呢？ I have to say that I know every little about this clause. Can you explain it a little?. 我得說我對這個條款了解很少。你能不能解釋一下？ provides coverage of three basic, some additional risks and some special additional risks. 好的。《海洋運輸貨物保險條款》承保三種基本險、一些附加險和一些特殊附加險。 The three basic risks are Free from Particular Average (.), With Particular Averaged (.) and All Risks (.). 這三種基本險是平安險、水漬險和一切險。 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，平安險包括自然災(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，我們只是為了鼓勵將來的交易才給你這個通融的。 We always insure our goods with the People’s Insurance Company of China as per their Ocean Marine Cargo Clause, , 1981 revision. 我們總是按照中國人民保險公司1981年1月1日的《海洋運輸貨物保險條款》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. 我們愿意先付10%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行的第一筆交易，我很希望能夠遵照慣例，也就是說，用即期信用證付款。 You don’t mean to say you want cash, do you? 您不是在說您想要現(xiàn)金吧？ Actually, that’s just what I wanted to say. 實際上，這正是我想要說的。 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. 您不認為信用證跟現(xiàn)金差不多嗎？ 而且如果您愿意，什么時候都是可以貼現(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，問題是我們正處在世紀(jì)之交，千年蟲讓我們擔(dān)憂。所以為保險起見，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，我是說進入新世紀(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，當(dāng)前國際貨幣市場不太穩(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？我相信過去幾年的愉快合作已經(jīng)證明，我們都是值得信賴的業(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…… Let’s consider another way, say, letter of credit. Do you think that’s acceptable? 那么我們來考慮另一種方式，比如說信用證，您認為可以接受嗎？ 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 … 信用證本來是可以的。但您知道，利率時刻都在變化，不能保證我們… Then when is the earliest shipment we can expect? 那么最早什么時候可以裝運呢？ 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. 我剛才說過，貨物要經(jīng)過長途運輸，我實在不想任何冒險。 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？ 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。 Well, I just mean they’re easily breakable. 我是說紙箱容易破裂。 There’s no need to worry. We can reinforce the cartons with straps. 這個不用擔(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