客户邮件： Hi I, I am about ready to place more orders for 4mm white? Let me know if you are interested in doing business with us. Material to be paid upon arrival.
我的回复： Hi ，
Very glad to get your 2nd inquiry.
To be honest, our standard payment terms is 100% prepaid before loading. (30% deposit before production + 70% balance paid before loading ). I don't want you think we are too rigid, but actually this is also the standard terms in our industry. （这句不错，不是英文不错，而是看到诚意。standard term不要乱吹，真的是standard才说，不然客户看到其他供货商不是这个standard时会迷之怒。）
I've do my best to persuade our management to meet your request, but it's too hard for us to fully accept your way. I hope you can understand my thoughts. （你又不解释为什么不能接受，只说是跟高层争取过了，说服力不够。不过好像比上几篇说：我跟老板说了下他就答应减价了。。。要好很多了。）
We cherish every customer, （cherish, 用字不错）so below is the our solutions for you:
25% deposit before production, we also need deposit to pay our raw material supplier, 75% balance paid 15 days after see the copy of bill of lading. （注意。。。你这句在说，我的物料成本只是占了25%其他的除了人工就是利润了～哗。。。1元的料4元卖出去，暴利啊。。另一个要点，客户可能会觉得你这什么破公司？买料都不够钱了？我还敢用你吗？） At this way you will pay balance when material almost arrive at you. I hope this make you feel much better.
I understand as a serious buyer you may worry about our quality, （感觉除了质量外，他在乎的还有其他。你先别一箱情愿地以为人家对你的质量没信心。。。还是你自己没信心？）my suggestion is you can request a third party to inspect goods before shipment, we will do shipment until get approval from your inspection. We welcome inspections before shipments, this help assured for both buyers and us. Or you can place a trial order to check our quality and services before place regular orders.
DDU – Delivered Duty Unpaid (named place of destination)
This term means that the seller delivers the goods to the buyer to the named place of destination in the contract of sale. A transaction in international trade where the seller is responsible for making a safe delivery of goods to a named destination, paying all transportation and customs clearance expenses but not the duty. The seller bears the risks and costs associated with supplying the goods to the delivery location, where the buyer becomes responsible for paying the duty and taxes.
Of course I am ready to intake your order :) We’ve spent long time together trying to make things happen (yeah…yeah..ok.. 文法老师又来说我错吧）and I am sure we can figure it out. （拉拉战斗友谊。不过此处这一段不是所有情况都合适。有时，你想拉近距离，有时你却是想怎样保持礼貌的距离。这一点要你自己决定）
As an industrial norm （norm跟standard差不多，不过standard是个比较科学和生硬的字）, 100% payment before shipment has it reason. If you are so kind （这里我用了你们一直很爱的kind字。为什么？）to put yourself into my shoes: you get a paper or sometime just a verbal confirmation from customer and then you start to spend money on material and processing. Until the goods arrive your customer you don’t get anything back. The risk and the cash cycle are just too big for us. （要让他明白你的处境，这个put yourself into my shoes是挺好用的）
We also notice your request on DDU term. To be frank we don’t normally work on this term simply because we don’t understand the risk behind it. （不明白这个风险所以我们很少做DDU。非常合理） In order to win your order （我是有多想要你的订单啊！）we seriously look into it and work together with a logistic provider who has good experience and presence in your country. （要说明，你找的不是一个一段的三流物流公司。他们专业，跟重要的，是熟悉贵国情况）I do a total cost breakdown for your reference by attachment with the hope that make our cost structure more visualize to you.（这是服务！这不是你口常说的服务好，不是那种跪着接单管接管送管陪玩的服务。这是实际解决客户痛点，为他增值的服务。）
We’ve been looking for a reasonable middle point that balance our risk and cost, and here is the proposal: （列点是最能清楚条理的方法）
1. We need XX% of deposit to kick of this project and cover all the related cost (material + overhead) 2. We will do DDU, as you wish. （as you wish, 如你所愿）We will cover part of your risk. 3. Feel free to arrange 3rd party inspection if it is necessary. However I personally don’t think it is a must. We have a quality system that you can trust. （你要派人来可以，但我觉得没这必要） 4. We offer extra 15 days for your incoming inspection before paying us the balance. This make sure you have enough time to check and reduce your quality risk. （仁至义尽了吧）
This is by far the best deal we’ve offered. I hope this time we could start the business.