外贸英语函电 课件 第11、12章 支付 Payment、包装 Packing

第十一章 支付Payment学习目标了解国际贸易实务中付款环节的基本知识熟悉掌握涉及支付环节的各类信函通过操练能够自己动手写作相关信函关键词支付方式（Termsofpayment）；信用证（LetterofCredit）；付款交单（DocumentsagainstPayment）(D/P)；承兑交单（DocumentsagainstAcceptance）(D/A)；汇付（Remittance）；电汇（T/T)结算方式

在国际贸易中，不同的支付方式对于贸易双方而言，在贸易结算中的风险以及经营中的资金负担都是不相同的。主要的结算方式有：汇付（remittance）托收（collection）信用证（LetterofCredit）汇付（remittance）汇付是指汇款人（债务人）主动将款项交给银行，委托其使用某种结算工具，通过其在国外的分支行或代理行，将款项付给国外收款人的一种结算方式。它是最简单的结算方式，也是其他各种结算方式的基础。汇付按照使用的结算工具不同，可分为：电汇TelegraphicTransfer(T/T)信汇MailTransfer（M/T)票汇DemandDraft(D/D)汇付方式在国际贸易实务中有两种运用方式：预付货款。预付货款对于出口商而言较为有利。货到付款。货到付款则对于进口商较为有利。

买方要求用较简单的T/T付款方式付款

DearMr.Zhang,We’vestudiedthespecificationsandprice-listofyournewpaintsandnowwishtoplaceanorderwithyou.EnclosedisourOrderNo.267.Asweareinurgentneedofseveraloftheitems,weshallbegladifyoushiptheorderassoonasyoupossiblycan.Inthepast,wehavedealtwithyouonsightL/Cbasis.Now,wewouldliketoproposeadifferentwayofpayment,i.e.,whenthegoodspurchasedbyusarereadyforshipmentandthefreightspacebooked,youletusknowandwewillremityouthefullamountbyT/T.Thereasonsarewecanthusmoreconfidentlyassureourbuyersofthetimeofdeliveryandsavealotofexpensesinopeningaletterofcredit.Aswefeelthiswouldnotmakemuchdifferencetoyoubutwouldfacilitateoursales,wehopeyouwillgrantourrequest.Welookforwardtoyourconfirmationofourorderandyouraffirmativereplytoournewarrangementsofpayment.Yoursfaithfully,同意电汇付款方式的信函DearMr.Smith,Wearepleasedtoacknowledgeyourorderforournewpaints.Thepaymentarrangementsyouproposedtomeetoutstandingaccountsarequiteacceptable.AlltheitemsincludedinyourordercanbesuppliedfromstockandwillbepackedandshippedimmediatelyafteryourremittancebyT/Tisreceived.Yourssincerely,尊敬的史密斯先生：很高兴收到您对我们新油漆的定单。您提议的结清账目的付款方式是可接受的。您定单中所列所有货品均有现货可供。一俟收到您的电汇将立即将货物打包运输。

瑾上托收（collection）

托收是指由债权人开立汇票，委托银行通过其海外分支行或代理行，向国外债务人收取货款或劳务价值的一种结算方式。跟单托收通过用单据代表货物控制货物所有权，将结算风险及资金负担在进出口双方之间进行了平衡。对于出口商来说，出口商通过控制货权单据来控制货物，不付款或承兑就不会交单。一般不会受到“银货两空”的损失，比赊销安全。对于进口商来说，只要付款或承兑，马上就能取得单据，从而得到货物的所有权，比预付货款方式安全。在贸易实务中，托收按照是否附有货运单据可以分为：光票托收(cleancollection)和跟单托收（documentarycollection)。跟单托收相对被普遍使用。跟单托收跟单托收可分为：付款交单D/P（DocumentsagainstPayment）在D/P条件下，代收行在买方支付了全部票据金额以后才能将有关票据交给买方，这样卖方的货款得到了有效的保障。承兑交单D/A（DocumentsagainstAcceptance）。在D/A下，代收行在买方承兑有关汇票后就可以将有关单据交付买方，这时卖方已经交出了货物的物权凭证，一旦买方的信用出现危机，到期不付款，卖方手中仅有一张已承兑汇票能约束买方的义务，仍可能遭受钱、货两空的损失，对于出口商来说选用D/A一定要慎重。买方要求以即期付款交单方式付款

DearSirs,Wewishtoplacewithyouanorderfor100leatherhandbags.

ForthisparticularorderwewouldliketopaybyD/Patsight.InvolvedaboutUSD2000,thisorderiscomparativelyalittleone.Itgoeswithoutsayingthatweverymuchappreciatethesupportyouhaveextendedusinthepast.Itwillbehighlyappreciatedifyoucandousaspecialfavorthistime.Welookforwardtoyourfavourablereply.Yoursfaithfully,卖方的否定回复

DearMr.Wang,WeareinreceiptofyourletterofAugust22.HavingstudiedyoursuggestionforpaymentbyD/PatsightforUSD2,000,itisquitedifficultforustoacceptthat.Asourusualpracticegoes,werequirepaymentbyconfirmedandirrevocableletterofcredit.Thatistosay,atpresent,wecan’tacceptD/Ptermsinalltransactionswithourcustomersabroad.Inviewofourfriendlyrelations,we,however,exceptionallyagreetoacceptL/Cpayablebydraftat60days’sight.Wehopethisaccommodationwillresultinmoreordersfromyourcustomers.Weareawaitingyourletterofcredit,uponreceiptofwhichweshallarrangeshipmentwithoutdelay.Yourssincerely,信用证（LetterofCredit）

信用证(L/C)是开证行根据买方（开证申请人）的请求，开给卖方的一种保证承担支付货款的书面凭证。这种方式把应由买方承担的付款义务转化为银行的付款义务，从而加入了银行信用，由于银行承担了第一性的付款责任，有审单的义务，使得结算的程序更为严格、规范，对于买卖双方而言，结算的风险进一步得到控制；资金融通也更为便利。因此，该种方式被贸易各方广泛接受。例句：

WehavemadearrangementwithBankofJapan,Tokyo,toopenacreditinyourfavor.ThecreditisvaliduntilMay31,andwillbeconfirmedbytheBank’sLondonOffice.我们已与日本银行东京分行安排开立了以你方为受益人的信用证。该证有效期截止至5月31日，并将由该行的伦敦办事处保兑。

买方向买方地开证行申请开立信用证

DearSirs

PleaseopenacreditofGBP300,000withyourcorrespondentsinLondoninfavoroftheUniversalClothingCo,London,tobeavailabletotheCompanyuntilJuly31againstashipmentofwaterproofclothingbyS.S.CathayleavingLondonforTokyoonJuly24.WhentheconsignmentisshippedtheCompanyistodrawonyourcorrespondentsat60d/s.Thedocumentstoaccompanythedraftarethebilloflading,commercialandconsularinvoicesandinsurancepolicy.Kindlyaskyourcorrespondentstoseethattheinsurancepolicygivesfullcoverbeforetheyaccept（承兑）thedraft.

Yoursfaithfully买方通知卖方信用证已开出DearSirs,Re:OrderNo.7766Wewritetoinformyouthatwehavenowopenedanirrevocableletterofcreditinyourfavorfor£300,000covering10000(tenthousand)waterproofraincoatsunderourOrderNo.7766withtheBankofJapan,Tokyo.ThecreditisvaliduntilAugust9andwillbeconfirmedtoyoubytheBank’sLondonoffice,GreshamStreet,EC2P2EB.ItisunderstoodthatthegoodswillbeshippedbyS.S.Cathay,sailingfromLondononJuly24.TheLetterofcreditauthorizesyoutodrawat60days’onthebankinLondonfortheamountofyourinvoiceaftershipmentismade.Beforeacceptingthedraft,thebankwillrequireyoutoproducethefollowingdocuments:BillsofLadingintriplicate,CommercialandConsularInvoices,PackingList,andInsurancepolicy.WewillexpectyourconsignmentabouttheendofAugust.

Pleasenotifyuswhenthegoodsareshipped.Yoursfaithfully,卖方向买方写信催开信用证

DearSirs,WewishtorefertoyourOrderNo.7766for10000waterproofraincoats.AsthegoodswerecontractedforshipmentonJuly24,therelativeletterofcreditshouldreachusnotlaterthanJune25.Thedateofdeliveryisapproaching;however,wehavenotyetreceivedtherequiredL/Cuptonow.PleaselookintothematteranddoyourutmosttoexpeditetheL/Cortheshipmentwillbeaffectedandthemanufacturerswillcomplainoftheholdingupoftheirproducts.Inordertoavoidsubsequentamendment,pleaseseetoitthattheL/Cstipulationsareinexactaccordancewiththecontractterms.

Asthematterisurgent,wewouldbemostgratefulforanearlyreply.Yoursfaithfully，卖方要求买方修改及延展信用证

DearSirs,Re:L/CNo.12345IssuedbyBarclay’sBankWeherebyacknowledgewiththanksreceiptofthecaptionedL/CfortheamountofUSD2500coveringyourOrderNo.215forrapeseeds.ItappearsthattheamountofyourL/Cisinsufficient,asthecorrecttotalCIFvalueofyourordercomestoUSD2650insteadofUSD2500withadifferenceofUSD150.Furthermore,whenwebookedyourorder,wemadeitclearthatdeliveryshouldbemadewithinonemonthafterreceiptofyourL/C.Nowyouareallowingusonlyhalfamonth.Asyoumaybewellaware,itisdifficultforustogettheshipmentreadyinsuchashortperiodoftime.Inviewoftheabove,youarerequestedtoincreasetheamountofyourL/CbyUSD150,makingatotalofUSD2650,andalsotoextendthetimeofshipmentto31OctoberandvalidityofL/CtoNovember15.Yourpromptattentiontothismatterwillbeappreciated.Yoursfaithfully,第十二章 包装Packing学习目标了解国际贸易实务中有关货物包装的基本知识熟悉掌握涉及货物的包装和运输标志的信函通过操练能够自己动手写作相关信函关键词包装（packing）、唛头（shippingmark）包装的定义和作用

包装，国际贸易合同中的要件（condition）之一，是进出口业务中一项不容忽视的环节。

适当包装的商品，不仅便于运输、装卸、搬运、储存、保管、清点、陈列和携带，而且不易丢失或被盗，为各方面提供了便利。宣传美化商品，提高商品身价，吸引顾客，扩大销路，增加售价。包装类别根据包装在流通过程中所起作用的不同，可分为：运输包装（即外包装outerpacking）习惯称之为大包装或外包装,其特点是便于运输、装卸和储存。运输包装分两种:单件运输包装,如箱、桶、袋、包、捆、卷、筐、篓或罐等；集合运输包装,如集装包、集装袋、托盘、集装箱等。销售包装（即内包装innerpacking）。销售包装习惯上称之为小包装,其特点是便于分配、销售和消费。中性包装

定义：中性包装（NeutralPacking）是指既不标明生产国别、地名和厂商名称，也不标明商标或品牌的包装，也就是说，在出口商品包装的内外，都没有原产地和出口厂商的标记。类别。中性包装包括：无牌中性包装。是指包装上既无生产国别和厂商名称，又无商标、品牌定牌中性包装。是指包装上仅有买方指定的商标或品牌，但无生产国别和厂商名称。作用采用中性包装，是为了打破某些进口国家与地区的关税和非关税壁垒以及适应交易的特殊需要（如转口销售等），它是出口国家厂商加强对外竞销和扩大出口的一种手段。定牌(OEM)定牌(OEM,originalequipmentmanufacturer)俗称代工，是指卖方按买方要求在其出售的商品或包装上标明买方指定的商标或牌号，这种做法叫定牌生产。许多国家的出口厂商，为了利用买主的经营能力及其商业信誉和品牌声誉，以提高商品售价和扩大销路，也愿意接受定牌生产。运输标志运输标志，即唛头(shippingmark)。通常是由一个简单的几何图形和一些字母、数字及简单的文字组成，其作用在于使货物在装卸、运输、保管过程中容易被有关人员识别，以防错发错运。按国际标准化组织（ISO）的建议，包括四项内容：(l)收货人名称的英文缩写或简称；(2)参考号，如订单、发票或运单号码；(3)目的地；(4)件号；唛头例：

No.1/6UPCOPENHAGENU.F.P397U.F.P–进口或出口公司的首字母397–客户的定单号或合同1/6UP–6箱货中的第一箱COPENHAGEN–目的港例：Kindlystencilourshippingmarksinletters5incheshigh,andgivegrossandnetweightoneachbox.请用5英寸高的字母印刷运输标志，并在每个箱上注上毛重和净重。指示性标志和警告性标志指示性标志(indicativemark)。按商品的特点，对于易碎、需防湿、防颠倒等商品，在包装上用醒目图形或文字，标明“小心轻放”（Handlewithcare)、“防潮湿”(Keepdry)、“此端向上”(Thissideup)等等。警告性标志(warningmark)。对于危险物品，例如易燃品、有毒品或易爆炸物品等，在外包装上必须醒目标明，以示警告。

在国际贸易往来函电中，买卖双方会就包装和运输标志达成一致。除了一些可遵循的国际惯例外，卖方有自己的包装处理方式，买方可能会对包装及其标志向卖方提出特殊的要求，卖方则予以回应。买方向卖方提出包装及标志方面的详细要求

DearSirs,S/CNo.90SP-24975Weacknowledgereceiptofyourletterdatedthe3rdthismonthenclosingtheabovesalescontractinduplicatebutwishtostatethataftergoingthroughthecontractwefindthatthepackingclauseinitisnotclearenough.Therelativeclausereadsasfollows:

Packing:Seaworthyexportpacking,suitableforlongdistanceoceantransportation.Inordertoeliminatepossiblefuturetroubles,wewouldliketomakeclearbeforehandourpackingrequirementsasfollows:

TheTeaunderthecaptionedcontractshouldbepackedininternationalstandardteaboxes,24boxesonapallet,10palletsinanFCLcontainer.OntheouterpackingpleasemarkourinitialsSCCinadiamond,underwhichtheportofdestinationandourordernumbershouldbestencilled.Inaddition,warningmarkslikeKEEPDRY,USENOHOOK,etc,shouldbeindicated.Wehavemadeafootnoteonthecontracttothateffectandarereturninghereinonecopyofthecontractafterdulycountersigningit.Wehopeyouwillfinditinorderandpayspecialattentiontothepacking.Welookforwardtoreceivingyourshippingadviceandthankyouinadvance.Yoursfaithfully,买方提出修改包装要求

DearSir,Subject:AboutthepackingOn10July,wereceivedyourconsignmentof40cardboardcartonsofsteelscrews.

Weregrettoinformyouthat10cartonsweredelivereddamagedandthecontentshadspilled,leadingtosomelosses.Weacceptthatthedamagewasnotyourfaultbutfeelthatwemustmodifyourpackingrequirementtoavoidfuturelosses.Werequirethatfuturepackingbeinwoodenboxesof20kilosnet,eachwoodenboxcontaining40cardbaordpacksof500gramsnet.Pleaseletusknowwhetherthesespecificationscanbemetbyyouandwhethertheywillleadtoanincreaseinyourprices.

Welookforwardtoyourearlyconfirmation.

Sincerelyyours,买方就运输标志提出要求

DearSirs:WeenclosethecountersignedcopyofcontactNo.250of3April2025for360balesofprintedcottons.Theletterofcreditisonitswaytoyou.Pleasemarkthebaleswithourinitials,withthedestinationandcontractnumberasfollows:

KTLONDON250Thiswillapplytoallshipmentsunlessotherwiseinstructed.Pleaseadviseusbyfaxassoonasshipmentiseffected.

Yoursfaithfully,卖方告知买方包装、唛头和运输事宜

DearSirs,YourOrderNo.256ofAugust10,2025

WearepleasedtoinformyouthattheTransistorRadioshavenowbeenshippedtoyouasspecifiedbelow. Packing:In15cases,4radiostoacase. Marking&Numbering:HTHI-15incircle,LosAngeles.Particularsofweightandmeasurementaregivenintheenclosedsheet. Shipment:Bys.s.“Arirang”ofKSLLine,whichsailedfromPusanonSeptember5,andisscheduledtoarriveatLosAngelesonSeptember22. WehavegivenacompletesetofBillsofLading,togetherwithInvoiceandInsuranceCertificate,bothintriplicate,toABCBankwithasightdraftforUS$20,000underthetermsofL/Candwehavereceivedthesumfromthesaidbank.Weshouldappreciateyourinformationonthearrivaloftheconsignment. Verytrulyyours,实用句型1.Sincethego