《支付方式》PPT课件.ppt

Chapter Seven Terms of Payment 支付方式 Modes of payment There are many modes of payment in foreign trade, and commonly used are three basic ones: remittance, (T/T; M/T; D/D ) collection and L/C. next Telegraphic Transfer（ T/T） procedure Payee Beneficiary Creditor Exporter Remitter Debtor Importer Remitting BankPaying Bank T/T 申请并付款 取得交款回 执 电汇委托书 核实通知并付 款 寄付讫收据 remittance Contract Remittance 1 1. Before effect the payment, there must exist a contract between the two parties. 2. The remitter applies for the T/T and makes the payment. 3. The remitting bank returns the receipt of the payment to the remitter. Remittance 2 4. The remitting bank sends a trust deed by cable (T/T)/ by mail (M/T) to its correspondent bank at the exporters end and entrusts it with the task to pay money to the exporter. 5. The paying bank pays to the beneficiary and returns the receipt of payment to the remitting bank for compensation. Demand Draft The buyer buys a draft from a local bank and sends it by mail to the seller, and the seller can collect money from the relative bank at his end against the draft sent by the buyer. When do we usually use the remittance? Payment in advance 预付货款 Cash with order (CWO) 订货付现 Cash on delivery (COD) 货到付款 Open account trade (O/A) 赊账交易 Collection Document Against payment (D/P) D/P at sight D/P after sight Document Against Acceptance (D/A) D/P at sight Contract Collecting bank Bank at importers end Remitting bank Bank at exporters end Payer or importer Principal exporter 1 6 2 5 34 D/P 1 1. The exporter applies to the remitting bank for collecting the invoice value by sending an application, a sight bill (time draft) and shipping documents. 2. The remitting bank draws up a collection order and transfers it together with the draft and shipping documents to the collecting bank. D/P 2 3. The collecting bank presents the bill and documents to the payer. 4. The importer effects the payment at presentation and gets the documents from the collecting bank. 5. The collecting bank transfers the accounts to the remitting bank. 6 The remitting bank transfers the account to the principal. D/P after sight Contract Collecting bank Bank at importers end Remitting bank Bank at exporters end Payer or importer Principal exporter 1 6 2 5 34 D/P after sight 4 4. The importer pays in due course to the collecting bank and gets the shipping documents from the collecting bank. D/A Contract Collecting bank Bank at importers end Remitting bank Bank at exporters end Payer or importer Principal exporter 1 6 2 5 34 D/A 4 4 After the importer accepts the draft, the bank will deliver the shipping documents to the importer, while taking back the draft. The importer pays the purchase price in due course. L/C Letter of Credit is the most often used method of payment in the financing of international trade. It is a reliable and safe method of payment. L/C Procedure 受益人开证申请人 议付行 通知行 LC 申请开证 开出信用证 审核通知信用证 发货 交单议付 审单垫付货 款 寄单索汇 付款赎单 开证行 付款行 An L/C concludes the following information 1. Sth about the L/C itself. 2. Requirements about the goods. 3. Sth about the transportation. 4. Requirements about the documents. 5. Some special requirements. It must be in complete conformity with the contract and related documents. Sentence Patterns We regret we cant accept payment “cash against document“. 很抱歉，我们不能接受凭单付款办法。 Well agree to change the terms of payment from L/C at sight to D/P at sight. 我们同意将即期信用证付款方式改为即期付款 交单。 Sentence Patterns We accept D/P payment for future dealings. 以后的交易我们以付款交单方式支付。 We can do the business on 60 days D/P basis. 我们可以按60天付款交单的方式进行交易。 Sentence Patterns We agree to draw at 30 days D/P. 我们同意开立30天期的付款交单汇票。 Well draw D/P against your purchase. 我们按付款交单方式收你方这批货款。 As a special sign of encouragement, well consider accepting payment by D/P at this sales-purchasing stage. 在此推销阶段，我们将考虑接受付款交 单方式以资鼓励。 Sentence Patterns 很抱歉，我们不能同意“货抵目的地付 款交单”方式付款。 We regret we cant accept “Cash against Documents“ on arrival of goods at destination. 买方建议用承兑交单作为付款方式，但 卖方不愿例外。 The buyer suggested D/A as the terms of payment, but the seller was unwilling to make any exception. Sentence Patterns 我们不同意开具30天期的承兑交单汇票 。 We cant agree to draw at 30 days D/A. 因此，最好是采用付款交单方式或承兑交单方 式。 So its better for us to adopt D/P or D/A. 我建议这次用付款交单或承兑交单方式来付 款。 I suppose D/P or D/A should be adopted as the mode of payment this time. Sentence Patterns 如果您能接受D/P或D/A付款，那可帮了我们大忙。 It would help me greatly if you would accept D/A or D/P. 您能否来个例外，接受D/A或D/P付款方式？ Could you make an exception and accept D/A or D/P? 主题：索取逾期账款 亲爱的先生： 第8756号账单 鉴于贵方总是及时结清项目，而此次逾期一个 月仍未收到贵方上述账目的欠款，我们想知道 是否有何特殊原因。 我们猜想贵方可能未及时收到我们8月30日发 出的80，000美元欠款的账单。现寄出一份， 并希望贵方及早处理。 你真诚的xxx subject: Demanding Overdue Payment Dear Sirs, Account No.8756 As you are usually very prompt in settling your accounts, we wonder whether there is any special reason why we have not received payment of the above account, already a month overdue. We think you may not have received the statement of account we sent you on 30th August showing the balance of US$ 80,000 you owe. We send you a copy and hope it may have your early attention. Yours faithfully, 主题：再次索取欠款 亲爱的先生： 第8756号账单 未见贵方对我们9月8日来信要求结算一事之 回复。我们再次来函提醒贵方，欠款为80， 000美元。毫无疑问，一定有特殊原因使贵方 延误付款，我们期待贵方说明原因并寄上汇款 。 你真诚的xxx Subject: Urging Payment Dear Sirs, Account No.8756 Not having received any reply to our E-mail of September 8 requesting settlement of the above account, we are writing again to remind you that the amount still owing is US$ 80,000. No doubt there is some special reason for delay in payment and we should welcome an explanation and also your remittance, Yours faithfully, xxx 三度索取欠款 亲爱的先生： 第8756号账单 我们于9月8日及9月18日两次去函要求结付80，000美元欠款， 单至今未收到贵方任何答复，对此我们感到难于理解。我们希望 贵方至少得解释为什么账款至今未付。 我想你们也知道我们对贵方多方关照，但你们对我们先前的两次 询函不作答复。你们这样做恐怕已经使我们别无选择，只能采取 其他步骤来收回欠款。 我们极不愿意做任何损害你们信誉的任何事情。即使现在我们还 准备再给你们一次机会来挽回此事。因此，我们再给你们15天时 间来结清账目。 Subject: Insisting on Payment Dear Sirs, Account No.8756 It is very difficult to understand why we have not heard from you in reply to our two E-mail of 8th and 18th September for payment of the sum US$ 80,000 you are still owing. We had hoped that you would at least explain why the account continues to remain unpaid. I am sure you will agree that we have shown every consideration and now you fail to reply to our earlier requests for payment, I am afraid you leave us no choice but to take other steps to recover the amount due. We are most reluctant to do anything from which your credit and reputation might suffer and even now we prepare to give you a further opportunity to put the matter right.We therefore propose to give you 15 days to clear your account, Yours faithfully, xxx Sentences (1)The following items totaling $4000 are still open on your account. 你的欠款总计为4000美元。 (2)It is now several weeks since we sent you our first invoice and we have not yet received your payment. 我们的第一份发票已经寄出有好几周了，但我们尚 未收到你的任何款项。 (3)Im wondering about your plans for paying your account which, as you know, is now over 40 days over due. 我想了解一下你的付款计划，要知道，你的付款已 经逾期40多天了。 (4)We must now ask you to settle this account within the next few days. 请你务必在这几日内结清这笔账款。 Case Study 1 案例一：未审查买方资信即草签合约所引起的 争端 中国山东青岛国有化工厂为投产某化工产品， 需从国外进口生产设备。在向美、日、德等国 的知名厂商发电询盘后，因这此报价均在1， 000万美元以上，大大超过我方的预算价格而 无法签约。这时A国B国公司得知此情况后，主 动向我方发盘，报出800万美元的价格，并保 证按我方的技术要求供货。我方初次与B国公 司接触，对其经营状况和资信了解不深，考虑 到价格因素，即与其签订了正式供货合同。 Continued 双方约定：买方于订约后30天内开出LC，卖 方于10月31日前交货。但到货物交货期，B公 司只交齐了200万美元的设备。我方就与其交 涉，B公司以美元汇率变化为借口，要求合同 价格增加100万美元，并要求延期交货。我方 对此极为不满，但考虑工期紧张，一时难以寻 找其他合适的供货商，经谈判答应追加对方 50万元美元，并将交货期延迟到12月底。到 12月底，B公司仍未交齐全部设备。而此时 L/C有效期已到，B公司再次要求延期，由于 种种原因我方未能展期，B公司以此为借口， 停止发货。 Continued 至此，我方不得不向法院起诉，经法院 调查，B公司仅是A国某大公司的一个办 事处，不具备法人地位，且经营状况不 佳。由于对设备行情估计不足，为向我 方供货已欠制造商许多货款，制造商已 对期采取法律措施。经法院判决我方虽 然胜诉，但并没有得到实质性的经济补 偿，最终我方工期一拖再拖，造成了难 以弥补的损失。 如何通过所学函电解决此问题？ Specimen Letter 1 付款交单 敬启者： 非常感谢贵方1298号订单，现通知你方所需货物已由 “GORDEN”汽轮运出，预计8月19日到达新加坡。 由于我们没有时间对贵公司的资信进行核查，我们相 信贵方可以理解此次我们有必要采取付款交单的方式 进行交易。我们已经通过新加坡的商业银行向你开出 了金额为7500美元的即期汇票。几天内，该银行将要 求你方支付汇票，然后给予全套单据以便提货。 我们希望在适当的时候我们能够建立经常性的业务关 系，那样你方的资信一经核实，我们就可以给与你方 三个月的时间付款。希望这是你方大量订单的第一份 。 SPECIMEN LETTER 1 Documents against payment Dear Sirs, We thank you for your Order No. 1298 and are pleased to inform you that the goods required have been dispatched by s/s Gorden, due at Singapore on 19 August. We are sure you can understand our position that on this occasion it is easy to make this a “Documents against Payment” transaction, since we have not had time to secure credit references on your firm. Continued We have drawn a sight draft on you for the amount of $7500 through the Merchant Bank Ltd. Of Singapore, who will approach you in a few days for the payment of the draft. They will then hand to you the full documents to enable you to take delivery. We hope that in due course we will be able to establish regular trading with you. In such circumstances we would be prepared to give you a three month credit once your references are secured. We hope that this will be only the first many orders you will place with us. Faithfully yours, Buyer proposes payment by D/A Dear Sirs, We wish to place with you a trial order for 150 cases of Canned Luncheon Meat at your price of US $300 per case CFR Kuwait for shipment during October/November. As this particular order involves a relatively small amount and we have only moderate means at hand, we would suggest payment by D/A at 60 days sight. If the trial sale proves successful, you may count on us for further orders. We hope you can give our proposal your most favorable consideration and await your early reply. Truly yours Reply: Seller Refuses Payment by D/A Dear Sirs, Thank you for your order of August 15 and we are pleased to learn that you intend to give our Canned Luncheon Meal a trial sale in your market. While we appreciate your good intention, we regret being unable to accept your request for payment by D/A 60 days sight. As we generally require payment by irrevocable letter of credit available by draft at sight, we can not make any arrangement contrary to our usual practice, especially for a new customer. May we suggest that we do business on the basis of payment by L/C first and leave the matter to be discussed at a later date? We hope the above payment terms are acceptable to you and look forward to your confirmation. Yours faithfully Sentence patterns According to the stipulations of Contract No. 398, the relevant L/C should reach us not later than February 15. We, therefore, hope that you will open it in time so as to avoid any delay in shipment. 根据398号合同的规， 有关信用证应不迟于2 月15日到达我处，我们希望你能及时开出信用 证以避免装运延误。 Sentence patterns 6. We regret that we could not ship the goods by the end of May only because of the delay of your L/C. Please attend to this matter without delay. 很遗憾，由于你方开证延误，我们5月底 之前无法交货。请你方尽快关注此事。 Sentence patterns Please insert the clause “Transshipment at Shanghai”. 请插入条款 “在上海转船”。 Sentence patterns 我们今天已通知我方银行伦敦弗兰克银行 ，开立以你方为抬头的保兑的、不可撤消的、 允许分运和转船的信用证，凭即期汇票并附全 套装运单据向议付行议付。 We have today instructed our bank, the Frank Bank in London to open in your favor a confirmed, irrevocable letter of credit with partial shipment and transshipment allowed clause, available by draft at sight, against surrendering the full set of shipping documents to the negotiating bank. Sentence patterns 我们感到遗憾，由于你方信用证耽误， 我们的货不能装3月份船，请尽速解决此 问题。 We regret that we could not ship the goods by a March vessel only because of the delay of your L/C. Please attend to this matter with all speed. Sentence Patterns 我们已从厂家购得此货，请速告，按新 的进口许可证规定，你方何时可开出信 用证。 The goods have already been bought from the manufacturer for our account, and we are anxious to know when you can arrange for a credit under new import license. Sentence Patterns 你方7月10日电传知悉信用证已开，但 很遗憾，我们尚未接到银行通知。请敦 促纽约保兑行尽快通知。 From your telex of 10th July, we learn that the L/C has been arranged, but we regret to say that we have received no bankers advice yet. Please push the confirming bank in New York for their soonest action. Sentence Patterns 你方订单已9月15日传真确认，以确认之日其15天内 信用证开到为条件。15天期限已过，10月1日尚未收 到信用证，也未听到任何消息，今日我们写信给你， 询问信用证究竟是何时开立的。 Your Order No. 123 was confirmed by our fax of September 15, subject to arrival of credit within 15 days from the date. The 15-day period having expired on October 1st without receipt of L/C, nor hearing any further advice from you, we write you today asking when the required L/C was opened. Urging the establishment of L/C Dear Sirs Reference is made to the 1,000 cartons of Canned Luncheon Meat under the subjected sales confirmation, we wish to draw your attention to the fact that the date of delivery is approaching, but up to the present we have not received the covering Letter of Credit. Please do your utmost to expedite its establishment, so that we may execute the order within the prescribed time. Continued In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract. We look forward to receiving your favorable response at an early date. Yours faithfully, Urging the establishment of L/C Dear Mr. Larson: We wish to point out that the goods under our S/C No. TZ293 (your Order No. 2987) have been ready for shipment for quite a long time. We are at a loss to understand why your covering L/C has not reached us yet and we havent heard any information from you in this respect. Unless your L/C advice is faxed the soonest possible, both delay in shipment and L/C extension will be inevitable. We look forward to your favorable response at an early date. Sincerely yours, Practice 1 催开信用证 敬启者： 主题：你方第456号订单 关于我方4月20日和5月18日的传真要求你方 开立标题项下订单的信用证，很遗憾我们至今 没有收到你方的任何消息。 我们希望提醒你方在下定单时你方同意一收到 我方的确认，就将开立所需的信用证。由于已 经过去了一个月我方没有收到你方的任何信息 ，不用说，我们的处境十分尴尬。因为货物已 经备好等待装运有一段时间了，对你们来说应 该立即采取行动，尤其是我们想不出你方有任 何理由继续拖延开立信用证。 诚挚问候 对催开信用证的回复 敬启者： 主题： 我方第456号订单 我方确已收到你方4月20日和5月18日的传真 ，催促我们开立标题项下订单的信用证。 非常抱歉由于我方职员的疏忽，导致信用证开 立的延迟。然而，一收到你方5月18日的传真 ，我们立即通过中国银行开立了相关的信用证 ，相信该证已经到达你方。 请允许我们再次为给你方带来的不便表示歉意 。 诚挚问候。 Reference Answer to practice one Urging the establishment of an L/C Dear Sirs, Re: your Order No. 456 With reference to our fax dated the 20th of April and the 18th of May, requesting you to establish the L/C covering the above mentioned order, we regret having received no news from you up till now. Continued We wish to remind you that it was agreed, when placing the order, that you would establish the required L/C upon receipt of our Confirmation. Needless to say, we are placed in a very embarrassing situation now that one month has elapsed and nothing whatsoever has been heard from you. As the goods have been ready for shipment for quite some time, it behooves you to take immediate action, particularly since we cannot think of any valid reason for further delaying the opening of the credit. Yours faithfully (Reply) Dear Sirs, Re: Our Order No. 456 We have received your faxes dated 20th of April and 18th of May, urging us to establish the L/C for the captioned order. We are very sorry for the delay in opening the L/C, which was due to an oversight of our staff. However, upon receipt of your fax of May 18, we immediately opened credit with Bank of China, and trust the same is now in your hand. Please allow us to express again our regret for the inconvenience that has been caused to you. 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