L: I don't think we can.
史：我们已经谈妥了付款条件。是否可能在九月份交货?
李：我看不行。
S: Then when is the earliest we can expect shipment?
L: By the middle of October, I think.
史：那么最早什么时候可以交货呢?
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：那太迟了。你知道，在我们那儿十一月是这个商品的上市季节，另外我们海关手续相当复杂。
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，通过销售渠道以及繁琐的公文程序起码要花上两个星期。这样，从交货到我们零售商收到货以前总共要花四至五个星期。所以十月份以前, 货必须装上船，否则我们便不能应季急备货。
李：但是我们工厂第三季度的货已全部订满了。事实上，我们很多客户在订四季度的货。
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，你当然知道交货时间对我们来说是很得要的。如果当我们把商品投放到市场去的时候，别的进口商已把商品脱手赚了钱，那我们就亏了。
李：这点我明白。但是今年我们做的买卖比以往哪一年都要大，非常抱歉我们不能把交货期提前。
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。我衷心希望你对我们的请求特别给予考虑一下。
李：你可以相信，我们最不愿做那些使顾客失望的事情，特别像你们这样的老客户。但是我们的厂家眼前生产任务硬度得很重，这是事实。
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：你不能想些办法说服厂家提前一些时候交货吗?请特别加一把劲。及时交货对我们可关系大啦!
李：好吧，史密斯先生。我们同厂家联系一下，听听他们的意见。
外贸业务谈判进程:Shipment 交货(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：我刚想起来，还有一种可能性可确保即期交货。
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：交货港把汕头改为香港怎么样?
李：恐怕我们不能同意。我们是在广州这里同你们做成的买卖，而你们订的货是在汕头生产的。我想指出我们接受的所有订货是从汕头或黄埔港发货。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：事情是这样的，从汕头到大阪每个月只有一、二次船运，而从香港起运的船则相当频繁。如果从香港交货。如果从香港交货，我们收到货物的时间便会早得多。
李：我明白了。你想通过香港把货从汕头运到大阪，在香港转船。是不是要我们这么去做呢?
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，就是这样，因为我们想要商品尽可能早点上市销售。
李：可能是个好主意。但就我所知，在香港转船期间，货物有被盗和损坏的风险。从汕头改为黄埔交货怎么样?这两个地方你可以选择一个作为交货港，对我们来说都一样。从黄埔启航的船要比汕头多。
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：对我来说倒也可以，但是我得想一想，明天给你肯定答复。如果我选择黄埔港，你们可能在三月底以前交货吗?
李：我们尽力而为。不管怎样，请你放心交货不会迟于四月上半个月。
