A: How’re you! Mr. White. My name is Xia Zheng, Deputy Managing Director of Tianming Electrical Machine Import Corp. Though it i

A：您好!怀特先生。我叫夏征，是天明电机进口公司的副总经理。虽然这是我们首次见面，但在过去的函电往来中，我经常见到您的名字，久仰了。
B: This is my first visit to the metropolis of Guangzhou and I’m deeply impressed by what I’ve seen here.
A：您到这儿已经好几天了吧?去过哪些地方呢?
B: Yes, I’ve been round the city, and seen some famous sites of historical interest. I enjoyed the visits very much, especially the visits to the museums.
A： 您这么喜欢我们的城市，真是太好了。我想您也喜欢我们的商务建议吧。不知道您给我们带来了什么好消息?
B: Well, I think we have explained to you in our correspondence why we could not accept your proposal. As you know, what you intend to buy from us will involve the whole factory equipment including the necessary accessories and parts. That’s really a tremendous amount of work as well as money which are beyond our means.
A：贵公司是世界上著名的跨国公司，电机业的龙头老大，我们要买的这个成套设备对你们来说根本算不了什么。
B: But, Mr. Xia, you should understand that ours is a branch and our plan must be approved by the board of directors of the multinational before it is put into practice.
A：我能理解。跨国公司子公司的财务都是独立核算、自负盈亏的。我了解贵公司，单独制造我们要买的这些成套设备对你们来说是毫无问题的，况且必要的时候你们总部还会给予财务帮助呢。
B: Oh, I agree on that point. But you see, even if our head office gives us any financial aid, interest has to be paid just the same as a loan from a commercial bank. By the way, what about the banker’s guarantee?
A：我们会请中国银行担保。您有什么具体建议吗？
B: Yes. I propose that payment be made by installments, that is, after each shipment we will send you the Bs/L and other necessary documents through our bank and yours — the Bank of China. To ensure the payment, the Bank of China should give us a written letter to the effect that they will guarantee the payment if the buyer fails to do so. And the letter of guarantee should reach us two months before shipment is due, as stipulated in the contract.
A：对于您的这个建议我要带回去向我们的总经理汇报。我们公司要对这个问题进行研究，待我们拿出最终方案后，我们再约时间讨论好吗？
B: OK. I am looking forward to the good news.