PPT7商务英语

1、Objectives:Objectives:How to place and confirm an order3. How to fill in a contract in English2. The contents of a sales contract or sales confirmation4. How to fill in a contract in EnglishIntroduction Payment is an indispensable and complicated part in the course of in international trade. The fin

2、al result of all business activities should be to recover the goods supplied or services rendered. Otherwise, all of them will be meaningless. Payment clause is very important in an international sales contract including such aspects as amount, time, place, currencies, modes and instruments of payme

3、nt. Remittance, collection and letter of credit ( L/C ) are three major modes of payment. But usually bills of exchange will be used in these modes of payment. A bill of exchange is a written order to a bank or a customer to pay someone on demand or at a fixed time in the future a certain sum of mon

4、ey. It is also called a draft or simply a bill. Brief Introduction1.Letter of Credit ( L/C )L/C is the most widely used, because it is reliable by committing the bank to honor drafts and / or documents presented by the exporter who performs in strict accordance with the L/C stipulations. It is a rel

5、iable and safe method of payment facilitating trade with unknown buyers and giving protection to both sellers and buyers. A letter of credit is a written undertaking, given at the request of the buyer, by the buyers bank (the issuing bank ) to pay a seller (the beneficiary ), usually through an advi

6、sing or negotiating bank in the beneficiarys country, provided the terms and conditions of the credit are complied with and documents called for by the credit are presented within the time limit specified.The disadvantage of this method of payment is the cost, which is to be borne by the importer fo

7、r opening an L/C, that is usually higher than other means of payment, and it takes a longer time. Brief Introduction2.CollectionCollection is a paying arrangement under which the exporter, as drawer of a bill of exchange, hands the bill of exchange to his bank, who in turn forwards it to the buyer t

8、hrough a collection bank in the buyers country. There are two types of collection: clean one and documentary collection. A collection is a “clean” one if the seller only draws a bill of exchange on the buyer without handing over any shipping documents to him; if it is one under which shipping docume

9、nts accompany the bill of exchange, the collection is known as “documentary collection”.Documentary collection falls into two major categories: one is documents against payment ( D/P ), the other, documents against acceptance ( D/A ).Introduction 3.RemittanceAs the simplest method of payment in inte

10、rnational trade, remittance means that the payer (usually the buyer) remits a certain sum of money in accordance with the parties agreement to the payee ( usually the seller ) through a bank. This method of payment is often used for down payment, payment of commission and for sample, settlement of c

11、laim, or as performance bond etc. Based on the means of transferring funds, a remittance usually falls into the following three types:a.Mail Transfer ( M/T )b.Telegraphic Transfer ( T/T )c.Demand Draft ( D/D )When we negotiate the terms of payment in the letter of payment terms, we should state the

12、payment terms clearly and accurately. Always express the accepted terms of payment explicitly and unmistakably in business correspondence in order to avoid misunderstanding and subsequent trouble.Usually a letter focusing on negotiating payment terms by the importers often consists of the following

13、parts:1) Mention the Contract No., Order No. goods, etc. in the opening sentences;2) Suggest the specific terms of payment and put forward the reason clearly;3) In the closing part, express your hope that the method of payment will be accepatable to your business partner and expectation for cooperat

14、ion and an early reply.Writing TipsWhen the exporter received the importers letter, the reply to such letter also often consists of the following parts:1) State that you have received the letter in the opening sentences;2) Mention the method of payment your company usually adopts and give the reply

15、of accepting or declining the suggested terms of payment; Give the reasons;3) State your good will and your wish to do business with the importer.Writing TipsLesson 16 (A)Asking for Payment by T/T (B) Confirmation Payment by T/TLesson 17Declining Payment by 60 Days L/C(B) Reply Lesson 18 (A) Asking

16、for Easier PaymentLesson 16 About the letter This letter is from the buyers to the seller asking for Payment by T/T. Among the several payment modes, L/C is the safest to the seller. But there is a disadvantage to the buyer, that is, made him over-charged. As the buyer issues an L/C through the open

17、ing bank, he has not only to pay for the banks charges, but also the deposit, which causes him a loss interest. This letter is about a counter-offer, a s k i n g f o r e a s i e r p a y m e n t . From: Jeremy Weiner To: Sent: Monday, October 29, 2010 10:00 AM Subject: Asking for payment by T/T Attac

18、hment: order sheet Dear Alicia, We are pleased to receive your offer for sandals and slippers, knowing that you normally required payment by confirmed and irrevocable L/C at sight. We regret to inform you that we are unable to accept your terms of payment. As you may know, when applying for the esta

19、blishment of L/C, we have to pay a deposit in the bank. Besides, the bank interest is very high at present. It has really cost us a great deal on L/C basis. So we would like to propose a different mode of payment, say, telegraphic transfer (T/T). We shall appreciate it if you will allow us to pay 30

20、% of the total value for this order in advance by T/T and the balance against copy B/L. Lesson 16 (A) Asking for payment by T/T We are asking for this concession so that we can give our customers a specific delivery date and also save the expenses of opening an L/C. We hope you could grant our reque

21、st. Attached herewith is our final order sheet. Kindly review and send us the final PI to proceed further. We look forward to receiving confirmation of our order and your agreement to our new proposal for payment. Best regards, Jeremy WeinerChinese version From: To: Jeremy Weiner Sent: Wednesday, Oc

22、tober 31, 2009 9:45 AMSubject: Confirm payment by T/T Attachment: T/T route and account No. Dear Jeremy Weiner,We have received your E-mail of October 31 and thanks for your Order No.123.With a view to encouraging our future business, we are pleased to accept your proposal for payment by T/T. We bel

23、ieve this modification to payment terms will be more conducive to the expansion of trade between us.Please kindly check the PI and your file with completed information as attached. If it is OK for you, please wire 30% deposit to us by CHINA CITIC BANK, FUZHOU BRANCH, so that we can start the product

24、ion for you ASAP. The attachment explains our T/T route and account No.Hoping to hear from you soon.Best regards, Alicia Lesson 16 （B）Confirming payment by T/TNotes1. payment terms 付款条件主要包括使用的货币、付款时间、地点以及支付方付款条件主要包括使用的货币、付款时间、地点以及支付方式等问题，与价格条件、品质条件、数量条件、包装条件以式等问题，与价格条件、品质条件、数量条件、包装条件以及交货条件，同为国际贸易买卖合

25、约上应具备的主要交易条及交货条件，同为国际贸易买卖合约上应具备的主要交易条件。件。2. confirmed and irrevocable L/C 保兑的、不可撤销的信用证保兑的、不可撤销的信用证Our payment terms are by a confirmed and irrevocable L/C payable by draft at sight.我们的付款条件是以保兑的、不可撤销的即期信用证支付。我们的付款条件是以保兑的、不可撤销的即期信用证支付。Back pay vt. 付（款项，费用等）；付（款项，费用等）； 给予（主意等）；进行（访问等）给予（主意等）；进行（访问等） vi

26、. 付款付款;值得值得;合算合算 pay in advance 预付预付 pay by installments 分期付款分期付款 pay on delivery 货到付款货到付款 pay for ph. v. 付出代价付出代价,为了得到为了得到-而付款而付款 payable adj. 可付的可付的,应付的应付的 bills payable 应付票据应付票据 a cheque payable at sight 见票即付的支票见票即付的支票 amount payable 应付金额应付金额NotesNotesNotespayment n. (不可数不可数)支付支付; (可数可数)支付的款支付的款

27、terms of payment 或或payment terms 支付条款支付条款 payment on deferred terms 远期远期(延期延期)付款付款 monthly payment of RMB￥3,000 每月付人民币三千元每月付人民币三千元1)付某种费用的款付某种费用的款,如发票如发票, 费用费用,佣金等佣金等,常用常用 “in payment of” eg.We are enclosing our Cheque No. B 123 issued by the Barclays Bank, London for Stg.2000 in payment of your Inv

28、oice No. 56. 兹寄去伦敦巴克莱银行所开的第兹寄去伦敦巴克莱银行所开的第B123号支票一纸号支票一纸,金额计金额计 2000英镑英镑,系付你方的系付你方的56号发票之款号发票之款.NotesNotesNotes2)付某种具体事物的款付某种具体事物的款,如商品如商品,广告广告,样品等样品等,常用常用 “in payment for” eg.We airmailed you yesterday a series of “Hua Sheng” Brand Electric Fans as samples and we are looking forward to your US$ 230

29、in payment for the above. 我方昨日空邮去我方昨日空邮去“华生华生”牌电扇系列样品牌电扇系列样品,并盼望收到并盼望收到 你方金额计你方金额计230美元的支票，以偿付上述样品。美元的支票，以偿付上述样品。Back3. easier terms 较宽松的条款较宽松的条款easy adj. (价格等价格等)易于接受的，宽松的；（行情等）疲易于接受的，宽松的；（行情等）疲软的软的Easy payment terms would be conducive to our business with you.宽松的支付方式将有助于我们彼此间的业务。宽松的支付方式将有助于我们彼此间的业

30、务。4. deposit n. 定金定金It is our usual practice to require 30% deposit of the total value when you place an order with us.我们的惯例是在你方订货时需先支付总值我们的惯例是在你方订货时需先支付总值30%的定金。的定金。5. Telegraphic Transfer (T/T) 电汇电汇Mail Transfer ( M/T) 信汇信汇Demand Draft ( D/D) 票汇票汇Back6D/P 全称全称documents against payment 付款交单付款交单7. w

31、ith a view to 为了为了 It is with a view to encouraging future transactions that we grant you this price reduction. 我们给予你方降价是为了鼓励今后的交易。我们给予你方降价是为了鼓励今后的交易。8. be conducive to (常与常与to连用连用) 有助于有助于的；有利于的；有利于的；助的；助长长的的Close cooperation between us is conducive to the promotion of business. 我们之间的紧密合作有助于促进业务的发展。

32、我们之间的紧密合作有助于促进业务的发展。Back9. wire v。电汇。电汇We have wired USD6,500 to you as the deposit of the goods.我们今天已给你电汇我们今天已给你电汇6500美元作为货物的定金。美元作为货物的定金。10. route n. (汇款汇款)路径，由银行提供路径，由银行提供.BackExercisesExercise 1 Exercise 2 Exercise 3ExercisesExercisesExercises1. Translate the following expressions A. From Chines

33、e into English: confirmed and irrevocable L/C 2. pay a deposit3. on L/C basis 4. be entitled to 5. the balance 6. total value 保兑的不可撤销的信用证保兑的不可撤销的信用证支付押金支付押金 在信用证基础上在信用证基础上 有权利要求有权利要求余额余额总金额总金额 Exercises1 即期信用证即期信用证2. 电汇电汇3付款方式付款方式4. 开立信用证开立信用证sight L/C T/T (Telegraphic Transfer )method of payment op

34、en / establish / issue an L/CB. From Chinese into English:1. ( ) If the payment is to be made “30 days sight”, it means that the payment will have to be made 30 days after the issuing of this draft. 2. ( ) So far, documentary credits are the most ideal method of payment to provide security for both

35、buyers and sellers. Therefore, in whatever conditions, L/C should the first consideration in the method of payment for transactions. 3. ( ) The negotiating bank is usually referring to the issuing bank in the importing country. F F FII. Decide whether the following statements are True or False. Then

36、 write T for true and F for False in the brackets before each statement.4. ( ) To the seller, payment by D/P is much safer than by D/A. 5. ( ) On the basis of collection, the exporter usually demands the payment first before making shipment so as to protect his interest. 6. ( ) Whoever holds the bil

37、l of exchange, he has the right to demand the payment. T FTII. Decide whether the following statements are True or False. Then write T for true and F for False in the brackets before each statement.III. Complete the following letter by translating the Chinese into English. We are in receipt of your

38、letter of May 10 and have noted your request for payment by T/T for S/C No.356.We regret that _(我方无法考虑接受你方电汇付款的要求我方无法考虑接受你方电汇付款的要求)，according to _(根据惯例根据惯例)，we ask for payment by L/C at sight. But _（考虑到（考虑到这笔交易的金额很小），这笔交易的金额很小），_(作为一个例外作为一个例外)，we are prepared to accept easier payment terms for this

39、transaction. _（一半货款以电汇方式支付，另一半货到后凭单付款）。（一半货款以电汇方式支付，另一半货到后凭单付款）。 Dear Sirs,we can not entertain your request for payment by T/T our usual practice In view of the small amount of the orderas an exceptional casePayment is to be made by T/T for half ofthis order, balance by D/P upon delivery .III. Comp

40、lete the following letter by translating the Chinese into English. we think we should make it clear that this concession will only be acceptable if the amount involved for each transaction is less than USD 5000.We believe this modification to payment terms will be more conductive to the expansion of

41、 trade between us and look forward to hearing from you soon.Best regards,Lesson17Declining payment by 60 days L/C About the letterAbout the letter This is an unfavorable reply in which the seller expresses their different views towards the problems raised by the buyer. Meanwhile, the seller also s u

42、 p p o r t s w i t h s o m e sufficient reasons to explain why they have to decline the buyers request and insist on payment by L/C at sight.From: To: Jeremy Sent: Tuesday, Nov. 8, 2010 10:45 AMSubject: Payment under Order No.378 Dear Jeremy Weiner, We confirm having received your trial Order No. 03

43、.05.GB24.for flip flop slippers and thanks a lot for your efforts. Regarding the coming order, although we appreciate your intention and suggestion, we regret to inform you that we are unable to entertain your request for payment by 60 days L/C, owing to frequent fluctuation of present market We do

44、hope you can do more efforts and wish you can support us by L/C at sight for payment terms so as to ensure timely collection of the proceeds. We can fully understand what you mean by MSN that you have to invest much into materials purchase. So L/C at sight is much fair for both of us. Chinese versio

45、n On the other hand, the offer is quite competitive. We cannot afford the US currency loss. Currently we have to stare at the exchange rate carefully. Once the order is firm, we couldnt increase customers price for our cost loss. If we ask for cost up suddenly when we inform you that the US exchange

46、 rate is dropping, and we will lose. That would ruin all business. We dont think you would like to see that happen. We look forward to your confirmation of our payment by L/C at sight. Your early favorable reply will be highly appreciated. Best regards Alicia Wu.NotesNotes1.letter of credit 信用证信用证1)

47、 信用证是可数的普通名词信用证是可数的普通名词, 单数为单数为 a letter of credit, 复数为复数为letters of credit,但在商业书信中常作大写但在商业书信中常作大写,单数为单数为 an L/C, 复数为复数为Ls/C . 此外此外,商业书信有时也用商业书信有时也用credit一个一个字表示信用证字表示信用证,复数为复数为credits.NotesNotes2) 即期信用证的几种说法即期信用证的几种说法:a.letter of credit available by draft at sight;b.letter of credit payable against

48、 draft at sight;c.letter of credit available by sight draft;d.letter of credit payable against sight draft.在商业书信中常简称在商业书信中常简称“sight L/C”NotesNotes3）远期）远期(近期近期)信用证的说法信用证的说法:usance L/C; time L/C; term L/C以见票三十天议付的信用证为例以见票三十天议付的信用证为例,介绍下面几种常见的介绍下面几种常见的说法说法:a. L/C available by draft at 30 days after sig

49、ht;b. (usance/time/term) L/C at 30 days after sight;c. (usance /time /term) L/C at 30 days;d.30 days (usance /time/ term) L/C.2. fluctuation n. 波动 The present price fluctuation in the world market has forced us to adjust our price accordingly. 目前世界市场价格变化不定，迫使我们必须相应地调整价格。Back 3. proceeds n. (货款，常用复数)

50、 收益，收入All the proceeds will go into our account with the Bank of China, Shanghai Branch. 所有的货款都将进入我们在中国银行上海分行的账户。 proceed v. 进行 proceed to / with + n. proceed to + infinitive We are afraid we cannot proceed with your offer, which is too highly priced. 你方的报盘价格太高，恐怕无法做成交易。 With this issue settled, we

51、can now proceed to fresh business. 这个问题得到解决，我们现在可以进行新业务了。 As soon as we receive your reply, we will proceed to talk with them again. 一俟收到你方答复，我们将和他们再次商谈。Back4. competitive adj. 竞争的，有竞争力的To command certain share in the international market, competitive price is necessary. 要在国际市场拥有一定的份额，商品价格必须具有竞争力。5.

52、 exchange rate 汇率；兑换率 The exchange rate changes are needed to facilitate global adjustment.汇率变动是促成全球调整的必要条件。BackExercises1. Translate the following expressions A. From Chinese into English: owing to 2. 60 days L/C3. entertain 4. competitive offer 5. frequent fluctuation 6. present market 由于由于60 天的远期

53、信用证天的远期信用证 考虑并接受考虑并接受 竞争力的报盘竞争力的报盘 频繁波动频繁波动 当前市场当前市场Exercises1远期信用证远期信用证 2. 汇率汇率3美国货币美国货币4. 托收托收usance / time / term L/C exchange rate the US currency collection B. From Chinese into English:II. Identify the one error in each of the following sentences: Please see to it that the credit stipulations

54、are in A B C exact accordance of the terms of contract. D2. As you have failed to open the L/C in time, we regret Ato be unable to make shipment within the stipulating time C Dlimit. withstipulated3. In compliance with your request, we Aexceptionally accept delivery against D/P with sight, B Cbut th

55、is should not be regarded as a precedent. D4.We opened our confirmed and irrevocable letter Aof credit in our favor available by your draft Bat 60 days after sight drawn on this bank. C D5.We regret our inability to entertain your request Athat our L/C establishing with the Bank of BChina be confirm

56、ed by X Bank in your city. C Datin your favorestablished6. We shall draw on you by our documentary draft A at sight, in collection basis, without L/C. B C D 4.As requested, we have immediately arranged for A B7. our bankers to extend the expiry date of our C L/C for 15 days up to May 10. D8.With reg

57、ard of terms of payment, we regret being A B C unable to accept documents against payment. DonwithtoIV. Translate the following sentences into English :1.为了今后的业务，我方同意不用即期信用证，而改用即期付款交为了今后的业务，我方同意不用即期信用证，而改用即期付款交单方式。单方式。 2. 我方接受保兑的、不可撤销的信用证，以即期汇票而不是以电汇我方接受保兑的、不可撤销的信用证，以即期汇票而不是以电汇形式偿付。形式偿付。We are prepa

58、red to accept payment by confirmed, irrevocable L/C available by draft at sight instead of T/T reimbursement. With an eye to our future business, well agree to change the terms of payment from L/C at sight to D/P at sight. . 3. 鉴于交易总金额巨大，国际货币市场又很不稳定，所以我方无法鉴于交易总金额巨大，国际货币市场又很不稳定，所以我方无法接受除信用证外的其他支付方式。接

59、受除信用证外的其他支付方式。4. 鉴于我们长期的友好贸易关系，我方破例接受见票后鉴于我们长期的友好贸易关系，我方破例接受见票后60天议付发天议付发信用证。信用证。 Since the total amount is so big and the world monetary market is rather unstable at the moment, we can not accept any terms of payment other than the letter of credit.In view of our long friendly business relations, we will make an exception to our rules and accept L/C at 60 days after sight.5. 为了节省开立信用证的大量费用，我们将在货物已备妥待运为了节省开立信用证的大量费用，我们将在货物已备妥待运且舱位已订下时，电汇全部金额。且舱位已订下时，电汇全部金额。 In order to save a lot of expenses on opening the letter of credit, we will remit you the full amount by T/T when the goods are ready fo