L: I don't think we can.
史：我們已經談妥了付款條件。是否可能在九月份交貨?
李：我看不行。
S: Then when is the earliest we can expect shipment?
L: By the middle of October, I think.
史：那么最早什么時候可以交貨呢?
李：我想要到十月中旬。
S: It's too late. You see, November is the season for this commodity in our market, and our Customs formalities are rather complicated.
L: I understand.
史：那太遲了。你知道，在我們那兒十一月是這個商品的上市季節，另外我們海關手續相當復雜。
李：我明白。
S: Well, the flow through the marketing channels and the red tape involved take at least a couple of weeks. Thus, after shipment it will be altogether four to five weeks before the goods can reach our retailers, the goods must therefore be shipped before October, or we won't be ready for the season.
L: But our factories are fully committed for the third quarter. In fact, many of our clients are placing orders for delivery in the fourth quarter.
史：嗯，通過銷售渠道以及繁瑣的公文程序起碼要花上兩個星期。這樣，從交貨到我們零售商收到貨以前總共要花四至五個星期。所以十月份以前, 貨必須裝上船，否則我們便不能應季急備貨。
李：但是我們工廠第三季度的貨已全部訂滿了。事實上，我們很多客戶在訂四季度的貨。
S: Mr. Li, you certainly realize that time of delivery is a matter of great importance to us. If we place our goods on the market at a time when all other importers have already sold their goods at profitable prices, we shall lose out.
L: I see your point. However, we have done more business this year than any of the previous years. I am very sorry to say that we cannot advance the time of delivery.
史：李先生，你當然知道交貨時間對我們來說是很得要的。如果當我們把商品投放到市場去的時候，別的進口商已把商品脫手賺了錢，那我們就虧了。
李：這點我明白。但是今年我們做的買賣比以往哪一年都要大，非常抱歉我們不能把交貨期提前。
S: This is too bad, but I sincerely hope you will give our request your special consideration.
L: You may take it from me that the last thing we want to do is to disappoint a customer, particularly an old customer like you. But the fact remains that our manufacturers have a heavy backlog on hand.
史：那太糟了。我衷心希望你對我們的請求特別給予考慮一下。
李：你可以相信，我們最不愿做那些使顧客失望的事情，特別像你們這樣的老客戶。但是我們的廠家眼前生產任務硬度得很重，這是事實。
S: But can't you find some way to get round your producers for an earlier delivery? Make a special effort, please. A timely delivery means a lot to us.
L: All right, Mr. Smith. We'll get in touch with our producers and see they have to say.
史：你不能想些辦法說服廠家提前一些時候交貨嗎?請特別加一把勁。及時交貨對我們可關系大啦!
李：好吧，史密斯先生。我們同廠家聯系一下，聽聽他們的意見。
外貿業務談判進程:Shipment 交貨(2)
S: It has just occurred to me that there is still another possibility to ensure a prompt delivery of the goods.
L: And that is?
史：我剛想起來，還有一種可能性可確保即期交貨。
李：什么可能性?
S: How about making HongKong the port of shipment instead of Swatow?
L: I'm afraid we can't agree to that. We concluded the business with you here in Canton, and the goods you ordered are manufactured in Swatow. We wish to point out that all orders accepted by us are shipped from Swatow or Whampoa. HongKong is out of the question.
史：交貨港把汕頭改為香港怎么樣?
李：恐怕我們不能同意。我們是在廣州這里同你們做成的買賣，而你們訂的貨是在汕頭生產的。我想指出我們接受的所有訂貨是從汕頭或黃埔港發貨。香港不可能。
S: It is like this. There are only one or two sailings a month from Swatow to Osaka, while sailings from HongKong are quite frequent. If shipment were effected from HongKong, we could receive the goods much earlier.
L: I see. You want to have your goods shipped from Swatow to Osaka via HongKong, where they can be transshipped. Is that what you want us to do.
史：事情是這樣的，從汕頭到大阪每個月只有一、二次船運，而從香港起運的船則相當頻繁。如果從香港交貨。如果從香港交貨，我們收到貨物的時間便會早得多。
李：我明白了。你想通過香港把貨從汕頭運到大阪，在香港轉船。是不是要我們這么去做呢?
S: Yes, exactly, because I want these goods on our market at the earliest possible date.
L: Your idea may be good, but as far as I know, there are risks of pilferage or damage to the goods during transshipment in HongKong. How about shipping them from Whampoa instead of Swatow? You may choose either one as port of shipment. It makes no difference to us. There are more sailings from Whampoa than from Swatow.
史：是，就是這樣，因為我們想要商品盡可能早點上市銷售。
李：可能是個好主意。但就我所知，在香港轉船期間，貨物有被盜和損壞的風險。從汕頭改為黃埔交貨怎么樣?這兩個地方你可以選擇一個作為交貨港，對我們來說都一樣。從黃埔啟航的船要比汕頭多。
S: It sounds all right to me, but I will have to think about it. I'll give you a definite answer tomorrow. If I choose Whampoa, will it be possible for you to ship the goods by the end of March?
L: We'll try our best. Anyway, we assure you that shipment will be made not later than the first half of April.
史：對我來說倒也可以，但是我得想一想，明天給你肯定答復。如果我選擇黃埔港，你們可能在三月底以前交貨嗎?
李：我們盡力而為。不管怎樣，請你放心交貨不會遲于四月上半個月。
