商务英语函电 第二版 课件 Unit 7 Terms of Payment

UnitSevenTermsofPaymentPartOne:TeachingAims&Requirements1.HelpstudentstogetageneralknowledgeofthetermsofpaymentinInternationalTradeBusiness,includingtheLetterofCreditwhichistheonemostoftenadoptedinInternationalCargoTrade.2.Helpstudentstostudythespecimenlettersregardingpaymentandpaymenttermsandlearnsomeusefulwordsandexpressionsinthisrespect.3.Helpstudentstolearnhowtowritesuchkindofletters,especiallythelettersaskingforamendmenttoL/C.PartTwo:BackgroundKnowledgeI.PaymentinInternationalTradeIninternationaltrade,buyersandsellersareintwocountries.Sometimes,theyhavetodobusinesswithunknowntraders.Ifthesellerdeliversgoodsbeforepaymenthasbeenmade,herunscertainrisksofnonpaymentofthebuyer;andifthebuyermakespaymentinadvance,helikewiserunsrisksofnon-deliveryofthegoods.Thus,itbecomesnecessaryforathirdpartytoactasanintermediatebetweenthemtosolvetheproblemofpayment.Thispartyisthebank,whoeitherguaranteespaymenttothesellerandexaminestheseller’sshippingdocumentsforthebuyerormakescollectionfortheseller.

II.TermsofpaymentininternationaltradeTermsofpaymentmeanswayormethodofmakingpayment.Astheyhavemuchtodowiththeinterestsandbenefitsofboththebuyerandtheseller,theyshouldbeagreeduponduringthenegotiationofatransactionandbeexplicitlylaiddowninthecontract.ThemethodsofpaymentweuseinthefinancingofinternationaltradearechieflytheLetterofCredit,CollectionandRemittance.

1.TheLetterofCreditThemostoftenusedmethodofpaymentinourinternationaltradeistheL/Cwhichisareliableandsafemethodofpayment.Itnotonlyfacilitatestradewithunknownbuyersandsellers,butalsogivesprotectiontobothsellersandbuyers.AnL/Cisawrittenpromisemadebyabankthatitwillmakepaymentforthegoodsshipped.Thatistosay,thebankpromisestopayforthegoodswhenitopensaletterofcredit.Itstatesthattheexporterwillgetpaidifthedocumentsconformtotheconditionssetforthintheletter.Theseconditionsarebasedonthesalescontractorsalesconfirmationbetweenthebuyerandtheseller.TheissuanceofaletterofcreditstarswiththebuyerwhoinstructshisbanktoissueanL/Cforhisaccountinfavorofthesellerfortheamountofthepurchase.Thebuyer’sbank(theopeningbank)sendstheL/Ctoitscorrespondentbankintheseller’scountry,givinginstructionsabouttheamountofthecredit,thebeneficiary,thecurrency,thedocumentsrequiredandotherspecialinstructions.Onreceiptofit,thecorrespondentadvisesthesellerofthereceiptofthecredit.SometimesasellerrequiresaconfirmedL/C.Inthiscase,thecorrespondentusuallyaddsitsconfirmationandadvisesthesellerofthesame.Hence,thecorrespondenthasbecometheconfirmingbank.Thenthesellerwilldispatchthegoodsaccordingly.2.CollectionAfterthegoodshavebeenshipped,theexportermayissueadraftbasedontheinvoiceamountandsendalltheshippingdocumentstotheimportertoaskhimtopayforthegoods.Thisiscalled“collection”.Thatistosay,theexportershipsthegoodstotheimporterbeforehecollectspaymentforthegoodsthroughhisbank.Inthiscase,thebankswillonlydotheserviceofcollectingandremittingandwillnotbeliablefornon-paymentoftheimporter.Undercollection,therearetwotermsofpayment----documentsagainstpayment(D/P)anddocumentsagainstacceptance(D/A).D/Pcallsforactualpaymentagainsttransferofshippingdocuments.ThereareD/PatsightandD/Paftersight.Theformerrequiresimmediatepaymentbytheimportertogetholdofthedocuments.Inthelattercondition,theimporterisgivenacertainperiodtomakepaymentas30,45,60or90daysafterpresentationofthedocuments,butheisnotallowedtogetholdofthedocumentsuntilhepays.D/Acallsfordeliveryofdocumentsagainstacceptanceofthedraftdrawnbytheexporter/seller.D/Aisalwaysaftersight.3.RemittanceByremittancewemeanthatthebuyeronhisowninitiativeremitsmoneytothesellerthroughabankcontracted.Therearethreekinds:MailTransfer(信汇),

TelegraphicTransfer（电汇）andDemandDraft（票汇）.Thismethodofpaymentisacceptedonlyinthefollowingtwocases:1)Whenthetransactionsarerathersmallandthefinanceinvolvedissmall,too.2)Whensomesmallsumsmustbepaidsuchasthepackingcosts,inspectionchargesorthebankingexpenses.4.ComparethemethodsofpaymentAsfarastheseller’sbenefitisconcerned,L/CisbetterthanD/P.D/PatsightisbetterthanD/Paftersight,whereasD/PisbetterthanD/A.Ininternationaltrade,paymentthroughcollectionisacceptedonlywhenthefinancialstandingoftheimporterissoundorwhereapreviouscourseofbusinesshasinspiredtheexporterwithconfidencethattheimporterwillbegoodforpayment.III.UrgingestablishmentofL/CIfthebuyerandtheselleragreeonL/Cpaymentterms,aftertheacknowledgementoftheorderandthesigningofthecontract,thebuyer,asarule,isunderobligationtoopenaletterofcreditwithhisbankwithinthecontractualtime.Inourexporttrade,itistheusualpracticethattheL/Cistobeopenedandtoreachtheseller30daysbeforeshipmentsoastogivethesellerenoughtimetomakepreparationsforshipment,suchasmakingthegoodsreadyandbookingshippingspace.Forpromptshipment,itisadvisablethatthecreditbeissuedingoodtime.However,theremaybecircumstanceswherethebuyerfailstoestablishL/C,oritdoesnotreachthesellerintime.Then,aletter,orafaxhastobesenttothebuyertourgehimtoexpeditetheL/Cortoascertainitswhereabouts.Whateverthecausemaybe,itisalwaysannoyingtotheseller,butnosuggestionofannoyanceisallowedtoappearinsuchaletter.Itisnotadvisable,exceptunderspecialconditions,tostartofftoostronglybyblamingthebuyerfornotexecutingthecontract.

InhisfirstmessagetourgetheestablishmentofL/C,thesellershould:Beaspoliteandrestrainedaspossible,inordernottoannoythebuyer;StatethefactthatthegoodsorderedarereadyforshipmentbuttherelevantL/Chasnotyetcometohand;Attimes,remindthebuyeroftheconsequencesthedelayedL/Cmightleadto.Expressthehopeforthebuyer’spromptattentiontotheL/C.Ifthefirstmessagebringsnoreply,sendasecondone.Thisone,thoughstillrestrained,willexpressdisappointmentandsurprise.MessagesrushingL/Cmustbewrittenwithtact.Theiraimistopersuadethebuyertocooperatemorecloselyandinfacttofulfillhisobligations;otherwise,theywillgiveoffensetothebuyerandbringaboutunhappyconsequences.IV.L/Camendment&extensionItiscustomarythattheseller,uponreceiptoftherelevantL/C,willfirstofallmakeathoroughexaminationtoseewhethertheclausessetforthintheL/Careinfullconformitywiththetermsstatedinthesalescontract/confirmation.Thisstepisessential.Aminordifferencebetweenthetwo,ifnotdiscoveredordulyamended,maycausethesellermuchinconvenienceorevenbringaboutheavyeconomiclosses,becausethenegotiatingbankwillrefusenegotiationofthedocumentsaccordingtotheinstructionsgivenbytheopeningbank.Therefore,ifanydiscrepanciesorsomeunforeseenspecialclausestowhichthesellerdoesnotagreearefoundintheL/C,thesellershouldsendanadvicetothebuyer,askinghimtomakeamendment.Sometimesanunexpectedsituationregardingsupply,shipping,etc.mayarise.Inthiscase,anamendmenttotheoriginalL/Cwillalsoberequired.Ininternationaltrade,whenthesellerreceivestheadviceofL/Camendment,heshouldcarefullyscrutinizeitonceagain.Onlyifnodiscrepanciesarefoundbetweenthetwo,canthesellermakedeliveryofthecontractedgoods.NotonlycantheselleraskforamendmenttoanL/C,thebuyercanlikewiseaskforamendmentifhefindsanythingintheL/Cneedstobealtered.TheusualprocedureisthatthebuyershouldfirstobtainconsentfromthesellerandtheninstructtheopeningbanktoamendtheL/C.Besidesthetimeofshipment,whichisusuallystipulatedintheL/C,eachL/Chasitsexpirydate.Inordertoleavesufficienttimetothesellertomakeouttheshippingdocumentsandthebanktomaketheirnegotiation,thetimeofshipmentandtheexpirydateoftheL/Cshouldbemadeatleasttwoweeksapart.Sometimesthesellermayfailtogetthegoodsreadyforshipmentintimeorthebuyermayrequestthattheshipmentbepostponedforonereasonoranother;thenthesellerwillhavetoaskforextensionoftheexpirydateaswellasthedateofshipmentoftheL/C.OnlywhenhereceivestheadviceofL/Cextensionfromthebank,canthesellereffectshipmentaccordingly.LettersconcerningL/CamendmentandextensionshouldbewrittenwithcourtesybecauseamereamendmenttoorextensionofL/Cwillneedtimeandmoney,whichisalwaysanannoyingthingtothebuyer.PartThree:SampleLetters(1)StudyUsefulWords&Phrases1.draftn.

汇票e.g.toissueadraft开具汇票

todrawadrafton/uponsb.向某人开具汇票

todrawon/uponsb.向某人开具汇票

todrawonsb.atsight向某人开出即期汇票

todrawonsb.at30d/s(or:at30days’sight)向某人开出30天期汇票

toacceptadraft承兑汇票

todiscountadraft汇票贴现

e.g.Wearewillingtoacceptyourdraftfortheamountofthecredit.

我们愿承兑你方根据信用证金额开具的汇票。

YourdraftonusforUS$2,010infavorofABCCo.hasbeenaccepted.

你开给我们的付给ABC公司的2,010美元的汇票已承兑。

TheexportersdiscountthedraftwiththeBankofChinainLondon.

出口商将汇票向伦敦中行贴现。2.draw(vt.vi.)

这个词汇在商务函电中的使用比较频繁，一般有以下几层含义：(1)attract吸引；引起e.g.Wewishtodraw/call/inviteyourattentiontothefactthatthetermsintherelevantL/Cshouldstrictlyconformtothosestipulatedinoursalesconfirmation.

我们愿提请你方注意，有关信用证中的条件应与我方销售确认书中的规定严格相符。(2)compose(drawup)草拟；拟定e.g.1)Thecontractisbeingdrawnup..2)Thisagreementwillbedrawnupinadayortwoforapproval.(3)writeout(abillonsb.for…)开具汇票e.g.1)ThedocumentarydrafthasbeendrawnontheBankofSingaporeatsightforUS$20,000undertheirL/CNo.123.

我们已按新加坡银行第123号信用证规定向他们开出金额为20,000美元的即期跟单汇票。

2)Asarranged,wehavedrawnon/uponyouagainstthedocumentsfortheamountofinvoicethroughtheBankofAsia.

根据约定，我们已通过亚洲银行按照发票金额向你方开具了跟单汇票。

3)WeregrettonotethatourdraftdrawnonyouonthetermsofD/P30daysaftersightwasdishonoured.

很遗憾，我们按照30天期付款交单的条件向你方开出的汇票遭到银行的拒付。PartThree:SampleLetters(2)StudyUsefulWords&Phrases1.insb.’sfavor/infavorofsb.:

以……为收款人；以……为受益人；以……为抬头e.g.WehaveopenedtherelativeL/CinyourfavorwiththeBankofChina,ChengduBranch.

我们已向中国银行成都分行开立了以你方为受益人的信用证。2.payablea.

（到期）应支付的；可支付的e.g.billspayable到期（应付）的帐

payableatsight见票即付（此处的“票”即为即期汇票）3.negotiationn.

议付e.g.tomakenegotiation(银行)办理议付

negotiationofdocuments(银行)议付单证

tonegotiateshippingdocuments(银行)议付装运单证PartThree:SampleLetters(3)StudyUsefulWords&Phrases1.totheextentof:

总计；金额为……同义短语:fortheamountof;foratotalof;for(该短语通常放在它所修饰的名词后面。)e.g.1)WehaveopenedthecoveringL/Cfor(theamountof)US$10,000.2)WehavereceivedyourL/CNo.234forthetotalofRMB25,000coveringyourOrderNo.987forWalnutMeat.我方已收到你方第987号订单项下核桃仁的第234号信用证，计人民币25，000元。3)WerequestyoutoestablishanL/Cinourfavorforthecontractedamount(or:for

thecontractvalue)throughanAmericanbank.我们要求你方通过一家美国银行开立以我方为抬头的相当于合同金额的信用证。关于信用证金额的表达，还有以下几种方式：1)uptoanaggregateamountofHongkongDollars…累计金额最高为港币……2)forasum(or:sums)notexceedingatotalofRMB￥…总金额不得超过人民币……3)totheextentofHKD…总金额为港币……4)fortheamountofUSD…金额为美元……5)foranamountnotexceedingatotalofJPY…金额的总数不得超过……日元的限度2.acceptancen.signingofabillofexchangetoshowthatyouagreetopayit承兑（汇票）e.g.topresentabill(ofexchange)foracceptance:forpaymentbythepersonwhohasacceptit

提示汇票供承兑

Weencloseourdraftat30daysforacceptancebyyourbankers.

随函附上见票30天付款的汇票，由你方银行承兑。accept

vt.tosign(abillofexchange)toindicatethatyoupromisetopayit承兑（汇票）e.g.1)Ourbankwillacceptyour60days’draftonthemfortheamountofyourinvoice.

我方银行将承兑你们按你方发票金额向他们开具的60天期汇票。

2)Immediatelywereceivetheaccepteddraftwewillarrangetoshipthegoods.

接到你方银行承兑的汇票后，我们当即安排装运。

3.consignmentn.goodssentfordelivery;transferofgoodstoanagenttobesold一批交付的货物；委托装运的货物；货物；寄售（的货物）e.g.1)afreshconsignmentofsewingmachines一批新到的缝纫机2)Thelastconsignmentwasfounddefective.

最后一批货物发现有瑕疵。3)Whatcoveragewillyoutakeoutforthisconsignment?

对此货你方将投保什么险？4)consignmentsale;saleonaconsignmentbasis寄售5)Weentertainthebusinessonconsignment/aconsignmentbasis.

我们愿以寄售的方式接受这笔交易。6)Youmayselltheconsignmentgoodsatreducedprices.你方可降价销售寄售的货物。PartThree:SampleLetters(4)StudyUsefulWords&Phrases1.with/inreferenceto:(formalorwritten)withregardto,referringto,regarding,about关于

e.g.1)Withreferenceto/ReferringtoourletterofJuly22,wewouldliketoremindyouofthetimeofdelivery.2)Withreferencetopayment,wecannotdootherthanL/Catsight.

关于支付方式，我们只能接受即期信用证。类似的表达：Referenceismadeto….关于（提及；参考）……。

e.g.ReferenceismadetoContractNo.988coveringSkirtsintheamountofRMB6,000andContractNo.998forSilkBlouseintheamountofRMB9,000.(Now,canyouunderstandtheabovesentence?Trytotranslateit.)2.foryourinformation(1)foryourreference供你方参考e.g.weareenclosingacopyofourlatestcatalogueforyourinformation/reference.随函寄上我方最新商品目录本一份，供你方参考。(2)奉告e.g.Foryourinformation,thecoveringgoodshavebeenshippedonboardS.S.DongfengscheduledtosailonSeptember12.奉告，有关货物已装定于9月12日启航的“东风”轮。(3)(可不翻译)e.g.Foryourinformation,nowwearespeciallyinterestedinimportingMan-madeLeatherBagsfromyourcountry.3.duea.(1)owing(to);tobepaid（款项）应支付的e.g.1)Wehavereceivedtheremittance,buthavetopointoutthat$500isstillduetous.2)Thecommissionduetoyouwillbepaidattheendofthismonth.(2)suitable,proper适当的，恰当的e.g.1)Afterdueconsideration,theydecidedtoacceptourproposal.2)Wearepleasedtoinformyouthatthecontractualgoodsarrivedatourplaceinduetime/course(attherighttime).(3)expected,appointedoragreed(foracertaintimeordate)（车、船等）预定应到的;（票据等）到期的e.g.1)Thetrainisduetoleaveathalfpastten.火车预定10点半离开。

2)SailedfromCopenhagenon20thAugust,S.S.Daqingisdue(toarrive)at/inQingdaoon30thSeptember.3)Thedraftfalls/becomesdueon31stMay.dulyad.inarightorsuitablemanner;attherighttime适当地；正式地；按时地e.g.1)Theyhavedulysolvedtheproblem.他们已经适当地解决了这个问题。

2)TheS/Chasbeendulysignedbytheseller.销售合同已由卖方（正式）签署。

3)Abillwasreceivedanddulypaid.收到了账单并及时支付了。

4)Thetrainhas(duly)arrived(induecourse).火车按时到达了。上句中，用duly或者induecourse均可。overduea.pastdue;beyondthetimefixedforpaymentarrival,etc.过期（未付）的；延误的e.g.1)anoverduepayment过期未付的款项

2)alongoverduedebt拖欠很久的债务

3)anoverduebill逾期未付的账单

4)Therentisoverdue.房租被拖欠了。

5)Theshipmentof30metrictonsofWheatisrapidlybecomingoverdue.

30公吨小麦的装运很快就过期了。4.see(toit)that…:

makesurethat…确保…；务使…e.g.1)Willsee(toit)thatthegoodsarecarefullyprocessed. 我们一定注意仔细加工此货。

2)Weshallappreciateitifyouwillsee(toit)thattheamendmentismadewithoutdelay.

请注意立刻修改信用证。PartThree:SampleLetters(5)StudyUsefulWords&Phrases1.coveringa.incoverof

有关……的；属于……的e.g.1)Pleaseletushaveyourpricelistcovering/foryourenamelware.2)Weshallappreciateasamplecoveringyouroffer.3)WehaveopenedanirrevocableL/Ccovering/incoverofourOrderNo.345.4)WeairmailedtoyouthreesamplesofPrintedShirtingcoveringourOrderNo.123.5)Weencloseourproformainvoiceintriplicatecovering500,000KnittingNeedles.

现随附我方关于五十万只编织针的形式发票一式三份。6)WesentyouyesterdayBillofLadingNo.HK5698coveringshipmentof3,000kilosWalnutmeat.上述句子中的covering和for的意思差不多，均可用for来替换。比较：coveredby:under项下的e.g.1)Pleaseshipthetwocasesofteacoveredby/underourOrderNo.167assoonaspossible.

请尽快装运我方第167号订单项下的两箱茶叶。

2)Thegoodscoveredby/underContractNo.XY-234willbeshippedbeforetheendofthismonth.第XY-234号合同项下的货物将于本月底装运。2.regret

vt.抱歉，遗憾e.g.1)Weregretverymuchtheinconveniencewehavecausedyou.2)Weregretourinabilityto/Weregretbeingunabletoacceptyourcounter-offer.3)ReferringtoyourenquiryofMarch4,weregrettoinformyouthatwearenotinapositiontosupplyyouwiththegoodsrequired.4)Weregretthatwecannotcomplywithyourrequest.很遗憾，不能满足你方的要求。

5)Weareregretfulforthemistakewemade.6)Wefeelregretfulthatthedelayinshipmenthascausedyoumuchinconvenience.

延迟装运给你们带来许多不便，深感歉意。

7)Itisregretted/regrettablethatthegoodsarrivedwerefounddefective.

很遗憾，发现所到货物有缺陷。

8)AfterexaminingtheclausesofL/C,weregretfullyfindthattherearesomediscrepanciesbetweentheContractandtheL/C.

经审核信用证相关条款，我们很遗憾地发现，该证与有关合同之间存在一些不符点。PartThree:SampleLetters(6)StudyUsefulWords&Phrases1.amendmentn.修改；修订e.g.1)tomakeamendmenttoanL/C修改信用证2)anamendmenttotheoriginalL/C原本信用证的修改3)amendmentadvice修改通知书；改证通知书4)WehopeyouwillmakethenecessaryamendmentstoyourL/Casrequested.

希望你们将按我们的要求对该证作必要的修改。5)Pleasesendyouramendmentadvicepromptlysoastofacilitateshipmentatthisend.

请即寄信用证修改通知书，以利我方装船。6)Wehavetoaskyoutomake/effectthefollowingamendments/modifications/alterationstoyourL/C:我们不得不请你方对该证作如下的修改：amendv.修改；修订e.g.1)toamendtheL/C修改信用证

2)PleasearrangewithyourbankerstohavetherelativeL/C

amendedasfollows:

请联系你方银行将该(有关的)信用证修改如下：

3)PleaseamendtheL/Casallowingtransshipment(asallowingshipmentintwoequalinstalments).

请将该证修改为准许转船（准许分两批均等装运）。

4)Pleaseamendtheportofshipment“Dalian”as“Dalian”or“Tianjin”.

请把装运港“大连”修改为“大连”或“天津”。

5)Youarerequestedtoamendtheclause“…”toread“…”inaccordancewiththestipulationsofthecontract.

请按合同规定把“……”条款修改为“……”。

6)Theclauseistobesoamendedastoread“…”.

该条款应修改为“……”。2.stipulationn.

约定；规定；条款e.g.1)toconformto/toabideby/tocomplywithcontractstipulations

遵守合同条款

2)accordingtotheL/Cstipulations

按照信用证的规定stipulate

vt.&vi.约定；规定；订明e.g.常用的习惯搭配有：(1)tostipulateforsth.(2)tostipulatethat…1)Thecontractstipulates(for)directshipment.该合同规定直运。

2)Westipulate(for)paymentbyconfirmedL/C.我们约定凭保兑的信用证支付。3)Thecontractstipulatesthatshipmentshall/shouldbeeffectedbydirectsteamer.

该合同规定必须用直达船装运。4)Itisstipulatedthatthegoodsshouldbepackedinseaworthyexportwoodencases.

（双方）约定该货必须用适合于海运的出口木箱包装。stipulateda.约定的；规定的e.g.1)stipulatedquality/quantity约定的品质/数量

2)stipulatedtimeofshipment约定的装运期3.extend

vt.toprolong(period)延长；延期e.g.1)PleaseextendtheL/C(for)15days.请将信用证展期15天。

2)PleasehaveyourletterofcreditextendedtoJuly20.请将信用证展至7月20日。

3)Asthereisnoshippingspaceavailablewithinthismonth,wehavetorequestyoutoextendtheshipmentdateandthevalidityofyourL/Cto/till/untiltheend/30thofSeptemberandOctober15respectively.

由于本月没有舱位，我们只得要求你方将信用证中的装船期和有效期分别延展到9月底和10月15日。extensionn.prolonging(period)延长；延期e.g.1)extensionofthetimeofdelivery交货期的延长

2)extensionofthetimeofexpirationofL/C信用证有效期的延长

3)Anextensionof15daysisrequired.需要展期15天。

4)Werequestyoutomakeanextensionofthecreditto15thAugust.

请将该证的有效期展至8月15日。

5)Nofurtherextensionofshipmentwillbeallowed.我方将不允许再次延展装运期。4.confirm

vt.ractify;agreedefinitelyto(atreaty,anappointment,etc.)确认e.g.1)WeconfirmourfaxofDec.12regardingWalnutmeat.2)WeconfirmSeptember/Octobershipment.3)Weconfirmhavingfaxedyouafirmofferforthefollowinggoods:4)Weconfirmthatwesentyou