山东财经大学 选修课 商务英语 课件

1、Topic Six Payment & Delivery (付款与交货)Teaching Proceduresv1. Introductionv2. Useful Sentencesv3. Sample Lettersv4. Situational Conversationv5. ExercisesIntroductionv1) In foreign trade, there are three main modes of payment: Remittance (汇付), Collection (托收) and Letter of credit (信用证).v2) Remittanc

2、e means that the importer remits the amount of money to the exporter through banks. There are three kinds of remittance. Mail Transfer (M/T) (信汇), Telegraphic Transfer (T/T) (电汇) and Remittance by Bankers Demand Draft (D/D) (票汇). Only when the transactions are rather small and the finance involved i

3、s small too can remittance be accepted. v3) Collection means that the exporter draws a draft (开汇票) according to the invoice and then instructs the banker to collect the amount of money in question (相关的) from the importer. There are two kinds of international collection: Clean Collection (光票托收)and Do

4、cumentary Collection(跟单托收). In most cases, the later practiced for payment. Documentary Collection can be divided into two groups: Documents against Acceptance (D/A) (承兑交单) and Document against Payment (D/P)(付款交单). There are D/P at sight (即期付款交单)and D/P after sight(远期付款交单). D/A is always after sight

5、. 4) Letter of credit is the most widely used method of payment in international trade. Its a kind of bank credit instead of commercial credit like remittance or collection. The L/C is a written document drawn to the exporter by the bank at the request of the importer. The bank shall insure the paym

6、ent. The L/C can assure the seller that he will be paid and the buyer will not have to pay until the merchandise has been shipped. The L/C must be in complete conformity with the contract and the documents, otherwise, the exporter will ask the importer to make amendments to the L/C. There are many k

7、inds of Ls/C: Documentary L/C (跟单信用证), Clean L/C(光票信用证), Irrevocable L/C(不可撤销信用证), Confirmed L/C(保兑信用证), unconfirmed L/C(不保兑信用证), Sight L/C(即期信用证),Usance L/C(远期信用证), Transferable L/C(可转让信用证), Non-transferable L/C(不可转让信用证), Revolving L/C(循环信用证), Anticipatory L/C(预支信用证), Negotiation L/C(议付信用证), Accept

8、ance L/C(承兑信用证) and ect.vIn international trade, as far as the sellers benefit is concerned, L/C is better than D/P. D/P at sight is better than D/P after sight, whereas D/P is better than D/A. Payment through collection is risky unless the importers financial standing is sound or he is your old cus

9、tomer.Words and Phrases on Paymentv down payment 预付款v tie up 占压v the balance 剩余部分v payment by installments 分期付款v facilitate ones financing 帮助资金周转v exceptional case 例外v monetary market 金融市场v grant the facility 答应/给与便利v make great difference to 对有很大影响v not to be taken as a precedent 下不为例v be identical

10、 to 与一致vpayment by irrevocable letter of credit payable against shipping documents 不可撤消的、凭装运单据付款的信用证付款方式 draw on sb. 向开出汇票 50% by L/C and the balance by D/P 百分之五十采用信用证，剩余部分采用付款交单 against our sales confirmation 凭我们的销售确认书 to be opened in your favor 以你方为受益人的 Useful Sentencesv1. 即期信用证支付是我方的通常做法，对这笔交易我们不

11、能破例。vIts our usual practice to require payment by sight L/C, so we cant set a precedent for this transaction.v2. 使用信用证的缺点是它将使我方资金积压。vThe disadvantage of using L/C is that it ties up our capital.v3. 我们都退让一步吧！50%信用证，其余的用付款交单，你看怎么样？vLets meet each other halfway. What do you think of 50% by L/C and the

12、balance by D/P?v4. 鉴于我方的大量订购，我希望贵方能提供更优惠的付款条件。vIn view of the unusually big size of our order, we hope you will offer us more favorable terms.v5. 我们坚持用信用证付款，因为它给出口商增加了银行担保。vWe insists on payment by L/C, because it gives the exporter the additional protection of banks guarantee.v6. 开这样大数额的信用证费用很大，再说我

13、方资金也要积压。这都增加成本。vFor such a large amount, opening of L/C is expensive. Besides it ties up our money. All this adds to our cost.v7. 由于这笔交易的货款数额巨大，我们希望贵方能同意我方分期付款的要求。vIn view of the large amount involved in this transaction, we hope youll agree to our request for installment payment.v8. 10%的预付是不够的。我方要求

14、你们把预付款至少增加到20%。vThe 10% advance payment is not sufficient, so we ask you to increase it to at least 20%.v9. 请把分批付款中的第一次付款用电汇方式支付，余额分五批支付。vPlease remit the down payment to us by T/T. Payment of the balance is to be spread over 5 installments.v10. 正因为这次交易额大，而且目前国际金融市场仍不够稳定，我们坚持用信用证。vSince the total am

15、ount is so large and the world monetary market is still rather unstable at the moment, we adhere to L/C.Sample Letter One (Buyer Advises Seller That the L/C has Been Opened)v We have instructed the Bank of China, Guangzhou Branch to open an irrevocable letter of credit in your favor, covering COMPAQ

16、 1200 computers and the components in the amount of US$2000000, valid until 10th October. The Letter of Credit will be confirmed by Bank of China, New York branch, who will accept your 30 days draft on them for the amount of your invoice.v The shipping documents required for negotiation are:v A full

17、 set of clean shipped Bill of Ladingv 3 Commercial Invoicev 1 Insurance Policyv Please advise us by cable when the computers have been delivered. Sample Letter Two (Making Amendments to the L/C) We have received your L/C No. 2345 issued by the Bank of China, Guangzhou Branch for the amount of US$200

18、0000 COMPAQ1200 computers. Among the clauses specified in your L/C, we find that the following points do not agree with the contract: 1. The contract number is 010254 instead of 010154 2. The S/C No.010254 provides that your L/C shall not allow partial shipment, but the L/C in hand states: “PARTIAL

19、SHIPMENT ALLOWED”. Please make the necessary amendments accordingly. Sample Letter Three (Extending the Validity of L/C and the Date of Shipment)v We thank you for the amendments to the L/C. but we are sorry to tell you that owing to some delay on the part of our manufacturers we are unable to get t

20、he goods ready before the end of this month. v It is expected that the consignment will be ready for shipment in the middle of June, and shipment will be effected on 20 June.v We are looking forward to receiving your extension at an early date and thank you in advance.Situational Conversation After

21、settling the problem of placing an order, Mr. Yu is going to discuss the terms of payment and the date of delivery with Mr. Kinch. Finally Mr. Yu accepts the terms of payment by irrevocable L/C, and Mr. Kinch agrees to deliver the goods in the middle of June or earlier. 1) effect shipment = to make

22、shipment 装运 effect 实现 e.g. to effect payment 支付 2) place our goods on the market 销售商品 ( push the sale of our goods) 3) lose out 输掉，亏本 4) You may take it from me. 我可以向你保证。 5) the last thing we want to do 我们最不想做的事是 6) convince your producers for an earlier delivery 说服你们的生产商早日交货 7) to step up productio

23、n 加快生产 8) cannot commit ourselves to. 我们不能保证 9) Lets call it a deal. (口)这笔交易就敲定吧（拍板） Payment by L/C after SightY: Well, Mr. Kinch, we are glad that through our mutual efforts and cooperation, weve settled the issues of price, quality and quantity. Now what about the terms of payment?K: For the payme

24、nt of this order, we can only accept payment by confirmed irrevocable letter of credit payable against shipping documents.Y: I see. Could you make an exception and accept D/A or D/P?K: Im sorry, we cannot. To tell you the truth, D/A is impossible because our company would take a considerable risk. P

25、erhaps after more business together, we would agree to D/P terms. To be on the safe side(为慎重起见，以防万一), we only accept payment by confirmed, irrevocable letter of credit payable against shipping documents for our exports at present.Y: To be frank, when I open a letter of credit with a bank, I have to

26、pay a sum of deposit. This would increase the cost of our import and whats more, tie up our funds. To avoid having our funds tied up, could you bend the rules(通融) a little?K: Im afraid not. We insist on payment by letter of credit. You know that a confirmed irrevocable L/C gives the exporter the add

27、itional protection of the bankers guarantee. And whats more, you may consult your bank and see if they will reduce the required deposit to a minimum.Y: You can rest assured that we Chinese always mean what we say. Now, to meet you halfway, can we make the payment by L/C after sight?K: Well, since yo

28、ur old customers speak highly of your commercial integrity, and we believe this initial business will serve to promote the friendship as well as trade between us, Ill let you make the payment by a 30-day L/C and pay the interest according to the rates on international monetary market. What do you th

29、ink of it.Y: Thats terrific. Thank you very much indeed, Mr. Kinch. Opening the L/CY: Now, Mr. Kinch, when must we open the relevant L/C?K: Generally, the L/C should be opened by the buyer 15 to 30 days before delivery so that the seller can make the necessary arrangement. Therefore, could you send

30、us the L/C 30 days in advance, that is, 30 days before shipment is made?Y: Sure, no problem. How long should you L/C be valid?K: That we can go according to conventions. Since you are paying by a 30-days L/C, lets say the L/C expires 15 days after the 30-day duration is due, ok?Y: Thatll be fine, we

31、ll open the L/C according to your requirement within the designated time.K: Thank you.Y: By the way, Mr. Kinch, could you tell me what documents youll provide?K: Together with the draft, well send you a complete set of bills of lading, a commercial invoice, an export license, an insurance policy, a

32、certificate of origin and a certificate of inspection. Thats all.Y: Thanks a lot; youve been most helpful. Asking the Time of DeliveryY: May I ask how long it takes you to make delivery?K: As a rule, we deliver our goods within one month after receipt of the covering L/C. If sometimes we can get the

33、 goods early from our manufacturers, we can also make a prompt delivery.Y: Whats the time of delivery about our orders?K: Im afraid it would be by the end of July.Y: Is it possible for you to make delivery more promptly, Mr. Kinch? You see, some computer distributors in our city import the goods fro

34、m South Korea at a lower price. It is possible for them to place the goods on the market before us because South Korea is quite near to our country, and the transportation is convenient and repaid delivery will be made. So the time of delivery is a matter of great importance to us. If we place our g

35、oods on the market at a time when all other importers have already sold their goods at a profitable price, we shall lose out.K: I see what you mean, but weve done more business this year than ever before. Its difficult for us to get the goods from our manufacturers in large quantity as well as to ma

36、ke prompt delivery.Setting the Date of DeliveryvY: Can you find some way to get around your manufacturers for an earlier delivery, say, June? A timely delivery means a lot to us. I sincerely hope you will give our request your special consideration.vK: You may take it from me that(你可以绝对相信我的话) the la

37、st thing we want to do is to disappoint a customer, especially a new customer like you. But the fact remains that our manufacturers have a heavy backlog on hand. Well get in touch with our manufacturers and try our best to advance delivery to the middle of June and ship the goods in one lot.vY: When

38、 will the goods reach us, then?vK: If there is no accident during transportation, I think the goods will reach you by the end of July. In no case would it be later than August 2nd.vY: Good. We certainly appreciate your close cooperation. May I suggest will that you put down in the contract “shipment

39、 on June 20 or earlier ”? And our letter of credit will be opened by the end of May.vK: Good. Lets call it a deal. Well do our best to dispatch the goods as soon as possible after getting the L/C. Please indicate that the L/C is negotiable in our country.vY: Thats all right. Im very glad weve come t

40、o an agreement on terms of payment and date of delivery. Thanks to your close cooperation.vK: Very good. Our discussion has been very pleasant and fruitful. I sincerely hope that the volume of trade between us will be even greater in future.ExercisesvA: 关于支付方式，我们仅接受保兑的，不可撤销的信用证。vB：我们这笔订单数额很小，我不知道你是否

41、接受电汇。vA：恐怕不行。我们坚持用信用证。vB：开信用证要交押金，花费很大。尤其是在当前银根紧，银行利息高的情况下，资金积压会使我们这种小公司感到难以负担。vA：你和开证行商量一下，能否把押金设法减到最低限度。vB：即使那样，开信用证要付银行手续费。假如你能接受电汇，它将帮我们省一大笔费用。vA：鉴于我们长期的合作，我方同意将信用证改为电汇。vB：谢谢。vA: As for the mode of payment, we only accept confirmed irrevocable L/C.vB: Since the amount of our order is quite small

42、, I wonder if you agree to accept T/T.vA: Im afraid not. We insist on a letter of credit.vB: Opening an L/C is costly, for we need to put a deposit in the bank. The tie-up of our funds is particularly taxing for a small firm owing to tight money condition and unprecedentlyvhigh bank interest at pres

43、ent.vA: Consult your bank to see if they could reduce the required deposit to a minimum.vB: Still, there will be bank service charges in connection with the credit. If you could accept T/T, we could save a large sum of money.vA: Considering our long cooperation, we agree to the payment terms from L/

44、C to T/T.vB: Thank you very much.Some Sentences on PricesvPrice is easy.价格疲软。vPrice is easy off.价格趋于疲软。vPrice has declined.价格已跌落。vPrice has dipped (sagged).价格已下降。vPrice has tobogganed (长雪橇).价格突然下降。vPrice has plummeted.价格暴跌。vPrice has downslided.价格剧降。vPrice is looking up.价格看涨。vPrice has skyrocketed(物价飞涨).价格猛涨，vPrice has shot up.价格飞涨。vPrice has risen perpendicularly（垂直的，直立的）.价格直线上升。vPrice has risen in a spiral.价格螺旋上升。vPrice has hiked.价格急剧抬高。vYour price is on the high side.你方价格偏高。vPrice has advanced.价格已上涨。vThe goods are priced too high.货物定价太高。vYour price is rather stiff.你方价格相当高。