Video 1 音频：

Video 1 慢速音频：

对话文本：

Lump sum payment

Mr. Dobson: It's good that we've settled on the questions of price, quality, quantity and packing. Shall we discuss the terms of payment now?

Mr. Liang: Good idea. Let's get down to business. Since this is our first order in this field, we would like a lump sum payment. It saves time for both of us.

Mr. Dobson: Lump sum advance payment? You mean we make all the payment before the goods are delivered? I don't think that's international practice. Besides, it's a bit demanding for such a large trial order.

Mr. Liang: That's our usual way when starting a new business relationship. What terms do you suggest? 

Mr. Dobson: I wonder if you can accept payment by installments. You know, our goods will also be delivered in partial shipment.

Mr. Liang: What do you mean exactly?

Mr. Dobson: I think the payment can be divided into two installments. 70% of the total can be paid at first delivery and the other 30% after final acceptance.

Mr. Liang: Well, I see your point. But normally we conduct our international sales with an L/C. But you rejected that possibility. Actually, an L/C provides us with guaranteed payment from the bank. How about cash on delivery?

Mr. Dobson: That sounds reasonable. But as our order is quite substantial this time, cash on delivery will put us in a very difficult position with backward cash flow. Maybe we can make an advance payment to show you our sincerity.

Mr. Liang: How much do you have in mind?

Mr. Dobson: What about 25% of the total? In that case, we'd pay 25% in advance and pay 75% on fi nal acceptance.

Mr. Liang: OK. You drive a hard bargain! I'll accept your last proposal, but my company requires the final 75% payment to be paid within one month of the final delivery. Do you think that will be OK for you?

Mr. Dobson: That's all right with us. And you can rest assured it will all go through OK. You know, we have an excellent reputation all over the world and we're the fourth largest European company in this line of business.

Mr. Liang: Great. On our side, we'll ensure prompt shipment so as to be sure your products get to the market in your area quickly.

Mr. Dobson: I appreciate your cooperation. I can envisage a sustainable and long-term relationship ahead. We can promise there'll be no problem with the payment. But I hope you can offer us more favourable conditions for later transactions.

Mr. Liang: Of course. If these transactions prove successful and satisfactory, we can discuss many things later on. Right?

Mr. Dobson: Yes. Then let's call it a deal.

Mr. Liang: Yes, and now let's go and celebrate.

2. Watch the video again. Pay attention to the terms of payment proposed by the buyer and the seller respectively, and their responses to each other. Then fill in the blanks.