商务英语函电 10支付 [武汉理工]

Unit10TermsofPayment TeachingObjectives KnowledgeRequirements 1Tomakestudentsmasterdifferentmodesoftermsofpayment2Toenablestudentstogetfamiliarwithdifferentkindsofbusinessletterabouttermsofpayment CompetenceRequirements Tohavestudentsskillfullywritebusinesslettersabouttermsofpaymentaccordingtotheusefulwords expressionsandsentences PartOneIntroduction Internationalpaymentsarefinancialactivitiesconductedamongdifferentcountries Payingforgoodssuppliedindomestictradeisfairlysimplematterbecausepaymentcanbemadeeitherinadvanceorwithinareasonableshortperiodafterdelivery Paymentismuchcomplicatedininternationaltrade Thesellersmustsometimeswaitseveralmonthsfortheirmoneyorthebuyersmayneedtopayseveralmonthsbeforetheyevenseetheirgoods Clearly boththesellersandbuyersruncertainriskofnon paymentornon delivery Sotheappointmentofagentsfortrustpurposebecomesnecessary Thisfunctionisusuallyentrustedtobanks whichhavebranchesorcorrespondentbanksinmosttownsandcitiesoverseas Ininternationaltrade themostfrequentlyusedmeansofpaymentincludebillofexchange promissorynote andcheque Thelattertwoareonlyusedoccasionallyinforeigntrade Onthebasisofdifferentcriteria billsofexchangemaybeclassifiedintoseveraltypes 1 CommercialBillandBanker sBill2 CleanBillandDocumentaryBill3 Sight orDemand BillandTime orUsance Bill4 CommercialAcceptanceBillandBanker sAcceptanceBillSightdrafttermsinvolvelessrisk sincetitletoaconsignmentisonlyreleasedagainstpayment evensotheshippermaybeleftwithhisconsignmentonhishands orrather afloat ifthedraftisdishonored Whendraftsarepresentedunderaletterofcredit however theshipperhasfullprotection andonlytheopeningandconfirmingbanksrunanyrisk Basically therearethreemodesofpaymentthatthebuyersmayadoptnamelyremittance collectionandletterofcredit L C 1 RemittanceThismodeofpaymentmeansthatthepayer usuallythebuyer remitsacertainsumofmoneyinaccordancewiththeparties agreementtothepayee usuallytheseller throughabank Payermayremitthesuminthefollowingmanners Seethefollowingtable 1 MailTransfer M T 2 TelegraphicTransfer T T 3 DemandDraft D D Thismethodofpaymentisoftenusedfordownpayment paymentofcommissionandforsample settlementofclaim orasperformancebond etc 2 CollectionUndercollection theexporterissuesadraftwithshippingdocumentsattached thenforwardsthedrafttoabankinhisplace i e theremittingbank tomakeanapplicationforcollectionandentruststheremittingbanktocollectthepurchasepricefromthebuyerthroughitscorrespondentbankabroad i e thecollectingbank Inthecourseofcollection banksonlyprovidetheserviceofcollectingandremittingandarenotliablefornon paymentoftheimporter Whenthemodeofcollectionhasbeenadopted theimporter exporterrequestspaymenttobemadethroughbanksunderthetermsofdocumentsagainstpayment D P ordocumentsagainstacceptance D A D Pcallsforactualpaymentagainsttransferofshippingdocuments D Acallsfordeliveryofdocumentsagainstacceptanceofthedraftdrawnbytheexporter Seethefollowingtable 1 DocumentagainstPayment D P Underthispaymentterm theexporteristoshipthegoodsorderedanddelivertherelevantshippingdocumentstothebuyerabroadthroughtheremittingbankandthecollectingbankwithinstructionsnottoreleasethedocumentstothebuyeruntilthefullpaymentiseffected Accordingtothedifferenttimeofpayment documentagainstpaymentcanbefurtherdividedintoD PatsightandD Paftersight 2 DocumentagainstAcceptance D A Thistermofpaymentisapplicableonlytoatimebillthatisusedindocumentarycollection inwhichthecollectingbankwillreleasetheshippingdocumentstothebuyerwithoutanypaymentbutmerelyagainsttheacceptanceofthebillbythebuyertohonorthedraftatacertainfuturedateagreeduponbetweenthesellerandthebuyer D Aisalwaysaftersight AdvantagesandDisadvantagesofCollection Therearesomeadvantagesfortheexporterunderthemodeofcollection Sincetheremittingbankinstructsthecollectingbanknottohandovertheshippingdocumentstothebuyeruntilthedraftisacceptedorpaid thus alotofrisksin shipmentearlier settlementlater canbeavoided What smore thebuyer slackofcommercialintegritycanalsobeprevented Whenfacingamarketwithfiercecompetition theexportercanusecollectiontowincustomersandpromoteitssales Ontheotherhand theimportermayalsogetadvantagesfromcollection Firstly itcanfacilitatetheimportertoobtainfinancing UnderD Paftersight capitaltie upoftheimportercanbeavoidedorreduced Secondly theexpensesarelow Undercollection theimporterdoesnotneedtopaytheservicefeeasrequiredfortheopeningofL C However problemsstillexist UnderD P thereisthepossibilityofthebuyerorhisbankrefusingtohonorthedraftandtakeuptheshippingdocuments especiallyatatimewhenthemarketisfalling Insuchacase thesellermayfacetheriskofnon paymentorlatepaymentbythebuyer althoughheisstilltheownerofthegoods AsforD A themoststrikingdisadvantagesisthatafterthebuyeracceptsthedraft thedocumentsoftitlewillbesurrenderedtohim So ifthebuyergoesbankruptorbecomeinsolventbeforethepaymentofthedraft thesellerwillbearthelossesofallthepayment Therefore D AismoreriskythanD Pfortheexporter Ininternationaltrade paymentthroughcollectionisacceptedonlywhenthefinancialstandingoftheimporterissoundorwhereapreviouscourseofbusinesshasinspiredtheexporterwithconfidencethattheimporterwillbegoodforpayment 3 LetterofCredit L C Themostgenerallyusedmethodofpaymentinthefinancingofinternationaltradeistheletterofcredit abbreviatedtoL C whichisareliableandsafemethodofpayment facilitatingtradewithunknownbuyersandgivingprotectiontobothsellersandbuyers Theprocessofissuingaletterofcreditstartswiththebuyer HeinstructshisbanktoissueanL Cinfavorofthesellerfortheamountofthepurchase Thebuyer sbank theopeningbank thensendstoitscorrespondentbankintheseller scountry theL C givinginstructionsabouttheamountofthecredit thebeneficiary thecurrency thedocumentsrequiredandotherspecialinstructions Onarrival thecorrespondentbankadvisesthesellerofthereceiptofthecredit SometimesasellerrequiresaconfirmedL C Inthiscase thecorrespondentbankusuallyaddsitsconfirmation andadvisesthesellerofthesame thesellerwillthendispatchthegoodsaccordingly Asfarastheseller sbenefitisconcerned L CisbetterthanD P D PatsightisbetterthanD Paftersight whereasD PisbetterthanD A PartTwoTermsofPayment SpecimenLetters 2 1StructuralPartsofLettersaboutTermsofPaymentAnalysisofSpecimenLetter AskingforEasierPaymentTerms Seethetable Upontheaboveanalysis wemaycometotheimpressionandconclusionthat StructuralpartsoflettersaboutTermsofPaymentconsistofthefollowingsections Section1 RefertotherelativeorderorcontractSection4 Urgetheacceptanceoftheproposal 2 2SamplesofLettersaboutTermsofPaymentSample1AskforanExtensionofPaymentTermsDearSir Madam Wearepleasedtoinformyouthatweareverysatisfiedwiththequalityofyourproductsandthepromptnessofdeliveryandhopetoexpandourbusinesswithyou Whileweappreciateyourcooperationinthepastyears wewouldaskforanextensionofpaymenttermsassightD Pisratherinconvenientforus Manyofoursuppliersareinfactsupplyinguson60daysD P orevenD Abasis Yoursupportinthisrespectwillhelpalotindevelopingfuturebusinessbetweenus Wearewaitingforyourfavorablereply Yoursfaithfully Sample2UrgingEstablishmentofL CDearSirs Re OurSalesContractNo C234Withreferencetothe4 000dozenshirtsunderourS CNo C234 wewishtodrawyourattentiontothefactthatthedateofdeliveryisapproaching butwestillhavenotreceivedyourcoveringLetterofCredittodate PleaseexpeditetheopeningoftheL C sothatwemayexecutetheordersmoothly Inordertoavoidsubsequentamendments pleaseseetoitthattheL Cstipulationsareinexactaccordancewiththetermsofthecontract Wehopetoreceiveyourfavorablenewssoon Yourssincerely Notes withreferenceto关于 expedite迅速执行 发送 Sample3aLetterAdvisingtoEstablishLetterofCreditRelationsDearSirs WehavepleasureinadvisingthatwehavebeensuccessfulinsecuringThree 3 Ordersaspertheparticularsgivenintheseparateairletterwearepostingtoday WeshallbeobligedifyouwillkindlyletushaveaSalesNoteasperthepricesindicatedbyusintheIndents andafurtherdocumentshowingtheextraamountandcommissionduetousoneachIndent andassoonaswereceivetheseweshallestablishaletterofcreditinyourfavor Thereforepleasedonotdelaythematter andletushavetheSalesNoteandtheotherdocumentsperreturnairmail Wearealsointerestedinthefollowinggoods Spoons SafetyRazors Scissors smallandmedium TableKnives andNoveltyWatches Ifyouareinapositiontosupplythese pleaseletushavethesamples togetherwithyourCIF Cprices Ifyouhaveanyotherinterestingitems pleasedonotfailtofurnishuswithsamples togetherwithyourCIF Cprices asthereiseverypossibilityonverygoodorders Yoursfaithfully Note SalesNote SalesConfirmation Sample4aLettertoInformtheL CEstablishmentDearSirs WerefertoourorderforyourelectroniccomputersplacedwithyouonNovember11 andduefordeliverybytheendofthisyear TheordernumberwasNG5866 Wehavetodayinstructedourbankerstoopenanirrevocabledocumentaryletterofcreditinyourfavor forUS 120 000 thiswillbeconfirmedbyourbankers correspondents theChaseManhattanBank Inc inNewYorkwhowillacceptyourdraftonthemat30daysfortheamountofyourinvoice ThecreditisvaliduntilJanuary15 Documentsrequiredare BillofLading Fullsets CommercialInvoice 4copies InsurancePolicyThepricesyouquotedusbeingCIFGuangzhou theamountofourcreditwillcovertheamountofyourinvoice andalsothecostoffreightandinsurance Yoursfaithfully Note cover beenoughmoneyfor Sample5AmendmentstoQualityTermsinL CDearSirs Re L CNo TK309WethankyouforyourLetterofCreditNo TK309coveringyourOrderNo 9008ofthe16thDecemberfor430metrictonsofthecontractedgoods Wehavenotedthatthecreditcallsforamaterialof65 whichmustbeanerror andwishtoinviteyourattentiontoourofferdatedNovember1 inwhichitwasexpresslymentionedthatthematerialwouldbeof63 5 minimum Wouldyoupleaseinstructyourbankerstoamend65 toread63 5 otherwiseweshallbeunabletonegotiatetheshippingdocuments Besides yourcreditrequiresthegoodstobepackedinl00kgdrums Astheyarecustomarilypackedin160kgdrums wehavetoaskyoutomakeappropriateamendmenttoyourcreditinthisregard Pleaseseetoitthatyourfuturecreditsarecorrectineveryway Astheshipmentofthisorderisreadytogoforward yourpromptattentiontothismatterwillbemuchappreciated Yoursfaithfully Note contractedgoods goodssettledorarrangedbycontractoragreement Sample6aLettertoGrantAmendmenttoL CDearSirs Re AmendmenttoL CNo 5301WehaveforacknowledgementyourletterdatedJune3 andhavetoapologizetoyouforthemistakewe vemadeintheabove mentionedL C whichiscompletelyduetocarelessness WehavealreadyinstructedourbanktoamendtherelevantL Cbycablewithouttheleastdelayandwearesurethecableamendmentwillreachyouinoneortwodays Aswearebadlyinneedofthegoods weshouldbeverygratefulifyouwouldkindlyarrangepromptshipment Again sorryforthemistakeandthankyouforyourkindcooperationinthisrespect Yoursfaithfully Note acknowledgement alettersayingthatsthhasbeenreceived acceptance Sample7Buyer sInformingtheSellerofOpeningtheL CforCarsGentlemen Re L CforCarsThankyouforyourletterofMarch18andwearepleasedtoknowthattheshipmentofthecarswebookedcanbemadenextmonth Asrequested wehaveopenedaLetterofCreditNo 8488inyourfavorwiththeBangladeshBankforReconstruction DevelopmenttotheamountofUS 150 000tocoverourorderfor10cars Uponreceiptoftheabove mentionedL C youarekindlyrequestedtoexecuteimmediateshipment asperagreement Assoonasthegoodsaredispatched pleasecableusdetailsoftheshipment thusenablingustoarrangefortheinsurancehere Weawaitwithkeeninterestyourshippingadvice Yoursrespectfully Sample8AskingforD APaymentDearSirs Re 2 000dzPUMAshoesThankyouforyourletterofMay9inwhichwehaveconcludedatransactionof2 000dozenPUMAbrandshoes Buttoourregret youstillaskforpaymentbyconfirmedirrevocableL Casarule PaymentbyL Cisratherinconvenienttoacustomerlikeuswhoplacemedium sizedorders Itwilladdtoourcostandundoubtedlytieupourliquidfundsforthreeorfourmonths Thismaycausedelayinexecutionofthecontract Thequestionbecomesgnawingunderpresentcircumstances Inviewofourlongbusinessrelationshipandthesmallamountinvolvedinthistransaction wehopeyouwillextendusaneasierpaymenttermsasanexception i e paymentbyD A Youraccommodationwouldbeconducivetothefuturebusinessandfacilitateuspromotingyourproductsinourmarket Weshallhighlyappreciateyourkindnessinconsiderationoftheaboverequestandgivingusafavorablereply Yoursfaithfully Notes confirmedirrevocableL C保兑的不可撤消的信用证 liquidfunds流动资金 easierpaymentterms宽松的付款方式 Sample9DecliningD ApaymentDearMr Merton Thankyouforyourletterof11November2005 Wehaveconsideredyourrequestforatrialdeliveryofchinaondocumentsagainstacceptanceterms butregrettosaythatwecannotagreetoyourproposal Asanexception thebestwecandoforthetrailistoofferyoudirectpaymentatsightterms Ifyouacceptourproposalyourunverylittlerisk sinceourchinaiswellknownforitsquality attractivedesignandreasonableprice Ourlinessellverywellallovertheworldandhavedonesofarforthelast50years Wedonotthinkyouwillhaveanydifficultiesinachievingasatisfactoryvolumeofsales Ifyoufindourproposalacceptable pleaseletusknowandwecanthenexpeditethetransaction Yourssincerely T BrightwellSalesManagerNotes todate 相当于 untilnow 到目前为止 expedite 相当于 speedup 加快 催促 Sample10AskingforDirectPaymentbytheBuyerDearMr Smith WerefertoyourContractNo 623coveringlumberintheamountof 800andContractNo 624forironpipeintheamountof 700 SinceboththesecontractarelessthanGB 1 000invalue wewouldlikeyoutoshipthegoodstousonacashagainstdocuments CAD basis Wetrustthatthisarrangementwillmeetwithyourapprovalandlookforwardtoyourearlyreply Yoursfaithfully 2 3WritingSkillsforLettersaboutTermsofPayment Throughtheabovesampleletters wemaycometotheideaofsomeguidelinesinwritinglettersabouttermsofpayment Thoseguidelinesmightbecitedasfollows AstoLettersConcerningUrgingEstablishmentofL COpening referringtothegoods relativeorderorcontract Body 1 Complainingaboutnon receiptofL C 2 AskingforopeningtheL C 3 Invitingattentionstothematter Closing expectingreceivingL Cinearlytime AstoRepliestoLettersConcerningTermsofPaymentTherepliestotheselettersgenerallyincludetwokinds 1 Agreetotherequirements Opening receivingtheletterBody 1 Acceptingpaymentterms 2 StatingthereasonofacceptanceClosing expectingacooperationorfavorablereply2 Disagreetotherequirements Opening receivingtheletterBody 1 Expressingrefusalandstatingreason 2 ProvidingsuggestionsofnewpaymenttermsofinsistingonprevioustermsClosing hopingtocooperateinthefuture Summary ThemostfrequentlyusedmethodsofpaymentinthefinancingofinternationaltradeareRemittance CollectionandtheLetterofCredit abbreviatedtoL C ofwhichthemostgenerallyusedoneistheletterofcredit abbreviatedtoL C whichisareliableandsafemethodofpayment facilitatingtradewithunknownbuyersandgivingprotectiontobothsellersandbuyers Remittancemeansthatthepayer usuallythebuyer remitsacertainsumofmoneyinaccordancewiththeparties agreementtothepayee usuallytheseller throughabank Payermayremitthesuminthreemanners MailTransfer M T TelegraphicTransfer T T andDemandDraft D D Thiswayofpaymentisoftenusedfordownpayment paymentofcommissionandforsample settlementofclaim orasperformancebond etc Whenthemodeofcollectionhasbeenadopted theimporter exporterrequestspaymenttobemadethroughbanksunderthetermsofdocumentsagainstpayment D P ordocumentsagainstacceptance D A D Pcallsforactualpaymentagainsttransferofshippingdocuments D Acallsfordeliveryofdocumentsagainstacceptanceofthedraftdrawnbytheexporter Themostgenerallyusedmethodofpaymentinthefinancingofinternationaltradeistheletterofcredit abbreviatedtoL C whichisareliableandsafemethodofpayment facilitatingtradewithunknownbuyersandgivingprotectiontobothsellersandbuyers Asfarastheseller sbenefitisconcerned L CisbetterthanD P D PatsightisbetterthanD Paftersight whereasD PisbetterthanD A Enquiriesabouttermsofpaymentandrepliesareroutinework Mosttradersknowthevariousmethodsofpaymentavailableforsettlinginternationaltradetransactions However therearecaseswheretherequestsbetweenthebuyerandthesellercannotbemet andthenaletterofexplanationisrequired Thiskindofletterinsomewayimpliespersuasion You viewpointpresentationisoneoftheprinciplesinhandlingpersuasivemessages Obviously you viewpointpresentationsoundsbetter Withyou viewpointpresentation thesellerhastakenintoconsiderationthebenefitsordifficultiesofthebuyerandsuggestsapossiblesettlement thusencouragingthebuyertocooperatemorecloselywiththeseller Exercises Exercise1 TranslatethefollowingtermsintoChinese 1 Deferredpayment 2 Paymentbyremittance 3 SightBill 4 TimeBill 5 Mailtransfer M T 6 DemandDraft D D 7 DocumentsagainstPayment D P 8 DocumentsagainstAcceptance D A 9 IrrevocableUnconfirmedL C 10 UntransferableL C Answer 1 延期付款 2 汇拨支付 3 即期汇票 4 远期汇票 5 信汇 6 票汇 7 付款交单 8 承兑交单 9 不可撤消不保兑的信用证 10 不可转让信用证 2 TranslatethefollowingsentencesintoChinese 1 PleasenotifyusofL Cnumberbyteleximmediately 2 We llagreetochangethetermsofpaymentfromL CatsighttoD Patsight 3 WeacceptD Ppaymentforfuturedealings 4 Wecandothebusinesson60daysD Pbasis 5 Weagreetodrawat30daysD P 6 We lldrawD Pagainstyourpurchase 7 Asaspecialsignofencouragement we llconsideracceptingpaymentbyD Patthissales purchasingstage 8 Weregretwecan taccept CashagainstDocuments onarrivalofgoodsatdestination 1 请立即电传通知我方信用证号码 2 我们同意将即期信用证付款方式改为即期付款交单 3 以后的交易我们以付款交单方式支付 4 我们可以按60天付款交单的方式进行交易 5 我们同意开立30天期的付款交单汇票 6 我们按付款交单方式收你方这批货款 7 在此推销阶段 我们将考虑接受付款交单方式以资鼓励 8 很抱歉 我们不能同意 货抵目的地付款交单 方式付款 3 TranslatethefollowingshortpassagesintoEnglish 1 我们的付款方式 一般是以保兑的 不可撤销的 以我公司为收益人的 按发票金额见票即付的信用证支付 该信用证应通过我们认可的银行开出 2 为了你方在你市场推销我方产品铺平道路 我方将接受即期付款交单方式付款 以示特别照顾 3 第268号合约项下的800辆自行车备妥待运已久 但至今我们尚未收到你们的有关信用证 请速开来 以便装运 4 现通知 你方通过利物浦麦加利银行开出的有关我方第187号售货确认书的信用证第H 15号刚刚收到 经审阅其中条款 我们遗憾地发现某些地方与合同规定的条款不符 其不符之处如下 a 佣金应是3 不是6 b 货物应于10月11月之间装运 不是10月30日或30日之前装运c 货物按发票价值的110 投保保险 不是150 5 收到你方789号信用证 谢谢 经核对条款 我们遗憾地发现你方信用证要求2000年10月装运 但我方合约规定11月份装运 因此 务请把装运期和议付期分别展至2000年11月30日和12月15日 请即办理展证事宜 并尽早电复 1 Ourusualmodeofpaymentisbyconfirmed irrevocableletterofcredit availablebydraftatsightforthefullamountoftheinvoicevaluetobeestablishedinourfavourthroughabankacceptabletous 2 Inordertopavethewayforyourpushingthesaleofourproductsinyourmarket wewillacceptthepaymentbyD Patsightasaspecialaccommodation 3 The800bicyclesunderContract268havebeenreadyforshipmentforquitesometime butwehavenotyetreceivedyourcoveringL Ctodate PleaseopentheL Cassoonaspossiblesothatwemayeffectshipment 4 WearepleasedtoinformyouthatL CNo H 15issuedbytheCharteredBankofLiv