商务英语函电 (8)

1、Unit 8 Terms of Payment商务英语函电商务英语函电Unit 8 Terms of PaymentContentContentKnowledge ObjectiveKnowledge ObjectiveSkill ObjectiveSkill ObjectiveWarm UpWarm Up Business Situational Design Business Situational Design Specimen Letters Specimen Letters Notes Notes Trade Terms and Typical Sentences Trade Ter

2、ms and Typical SentencesPractice TrainingPractice TrainingSkill TrainingSkill Training1Know the principle terms of payment in international trade2Master the writing contents and methods of payment lettersKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Ter

3、ms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectKnowledge ObjectiveKnowledge Objective商务英语函电Unit 8 Terms of Payment1Write payment letters by D/P, D/A and L/C2Reply to accept or reject payment by D/P, D/A and L/CKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational Desi

4、gnSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of Project3Use written language properly and precisely商务英语函电Unit 8 Terms of PaymentPayment is an important and complicated part in the process of international trade. Generally speaking, there are three ma

5、jor modes of payment: namely remittance, collection and letter of credit (L/C). This unit mainly focuses on the terms of payment mostly adopted in international businessD/P, D/A and L/C.D/P and D/A are terms of payment under collection. D/P stands for Documents against Payment which calls for actual

6、 payment against transfer of shipping documents. There are D/P at sight and D/P after sight. D/A means Documents against Acceptance, it calls for delivery of documents against acceptance of the draft drawn by the seller. D/A is always after sight. Here please pay attention that payment through colle

7、ction is accepted only when the financial status of the buyer is sound.L/C is the most generally used mode of payment in financing international trade which is reliable and safe for both sellers and buyers. Especially, it gives the beneficiary greater assurance of payment. L/C includes various types

8、, such as revocable or irrevocable credits, confirmed or unconfirmed credits, clean or documentary credits, sight or usance/time credits, etc. And an irrevocable, confirmed letter of credit at sight is the most preferred L/C by the sellers.As far as the sellers benefit is concerned, L/C is better th

9、an D/P. D/P at sight is better than D/P after sight, whereas D/P is better than D/A in international trade.KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectWarm UpWarm Up商务英语函电Unit

10、 8 Terms of PaymentSituation:As we all know, terms of payment, an essential part of the process of international business plays a more and more important role nowadays. Payment for exporting is more difficult than for merely selling in the home market because the customer lives in another country. N

11、ot only does this mean that a great distance separates the exporter and his customer, but the exporter bears greater risks.KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectBusiness

12、 Business Situational DesignSituational DesignTask:Please surf the Internet or browse professional books as more as possible to find various terms of payment adopted in international trade. Please collect relative information and introduce the modes of payment by PPT.商务英语函电Unit 8 Terms of Payment1.1

13、.Asking for D/A paymentAsking for D/A paymentSampleSampleOctober 18, 2011Dear Sirs,Thank you for your letter of 14th October, 2011. We are pleased to know that you have adequate stock of type EM 413 radios in the warehouse, and the delivery date can be met.As the amount of the goods is less than US

14、$ 1,000, We would appreciate it greatly if you could accept payment by D/A.We hope you could give us special consideration and look forward to your early reply.Yours faithfully,KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPra

15、ctice TrainingSkill TrainingSummary of ProjectSpecimen LettersSpecimen Letters商务英语函电Unit 8 Terms of Payment2 2Asking for easier paymentAsking for easier paymentSampleSampleDecember 17, 2011Dear Sirs,Thank you for your letter of 10th December, which arrived this morning.We are pleased that you have s

16、hipped our order in time but we are surprised that you still ask for payment against documents. After long years of satisfactory trade we feel that we are entitled to easier payment. We should be grateful if you could draw on us at 60 days D/A.We are looking forward to your favorable reply.Yours fai

17、thfully, KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectSpecimen LettersSpecimen Letters商务英语函电Unit 8 Terms of Payment3 3Accepting D/P paymentAccepting D/P paymentSampleSampleJanu

18、ary 24, 2012Dear Sirs,We are in receipt of your letter of August 22. Having studied your suggestion for payment by D/A for a trial order of 120 cartons Black Tea, we regret that we are unable to entertain your request. As our usual practice goes, we require payment by confirmed and irrevocable lette

19、r of credit. That is to say, at present, we cannot accept D/A terms in all transactions with our buyers abroad. However, in consideration of our friendly relations, we are, as an exceptional case, prepared to accept payment by D/P.We sincerely hope that the above payment will be acceptable to you an

20、d trust you will appreciate our cooperation.Looking forward to your early reply.Yours faithfully, KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectSpecimen LettersSpecimen Letters商

21、务英语函电Unit 8 Terms of Payment4 4 Reply insisting on payment by L/C Reply insisting on payment by L/CSampleSampleKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectSpecimen LettersSpec

22、imen LettersNovember 23, 2011Dear Mr. Patel,We have received your letter of November 20, 2011 and noted your kind intention of pushing the sale of our canned food in your country.Although we are appreciated your trial order for 1,000 cases canned food, we regret that we are unable to consider your r

23、equest for payment under D/P terms. While we have confidence in your sincerity, we wish to reiterate that our usual terms of payment by confirmed and irrevocable letter of credit remain unchanged in all ordinary cases.Your understanding in this respect will be appreciated.Yours sincerely, 商务英语函电Unit

24、 8 Terms of Payment1letter of credit 信用证单数 letter of credit (L/C) 复数 letters of credit (Ls/C)confirmed L/C 保兑信用证unconfirmed L/C 不保兑信用证revocable L/C 可撤销信用证irrevocable L/C 不可撤销信用证clean L/C 光票信用证ocumentary L/C 跟单信用证sight L/C 即期信用证time/usance L/C 远期信用证transferable and divisible L/C 可转让与可分割的信用证revolving

25、L/C 循环信用证back to back L/C 背对背信用证reciprocal L/C 对开信用证open/establish/issue an L/C 开立信用证amend an L/C 修改信用证extend an L/C 延期信用证2stock n. 存货；库存stock v. 储存（货物）如：Your order can be supplied from stock. 您订的货可现贷供应。Do you stock raincoats? 你们有雨衣的存货么？KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational Des

26、ignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNotesNotes3warehouse n. 仓库如：All the goods have been arranged perfectly in the warehouse.所有的货物都已在仓库中安排妥当。商务英语函电Unit 8 Terms of Payment4amount n. 金额，数额contract amount = contract value 合同金额 maximum

27、 amount 最大额 minimum amount 最小额 for/in the amount of 金额为如：We have opened an L/C for the amount of the invoice value.我方已经开立了金额为发票金额的信用证。to the amount of 金额达到如：We ordered your chemicals to the amount of ￥2,600,000 last year. 去年我方从贵方购买的化肥金额达到了260万元人民币。5special consideration 特殊考虑/照顾如：Owing to the future

28、long cooperation, please offer us a special consideration.鉴于未来长期的合作，请给予我方特殊照顾。6in time 及时如：Will you be able to finish it in time? 你能及时完成么？KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of

29、ProjectNotesNotes7be entitled to 有资格或权利如：Full-time employees are entitled to receive health insurance.全职雇员都有资格享受医疗保险。商务英语函电Unit 8 Terms of Payment8draw on sb. 开出向某人索取的汇票如：We regret to note that our draft drawn on you on the terms of D/P 30 days after sight was dishonored.我们遗憾地注意到我们开给你方的30天期付款交单的汇票遭到

30、了拒付。drawer n. 出票人，开票人 drawee n. 受票人，（汇票）付款人9be in receipt of sth 某物收讫，已经收到某物如：We are in receipt of your goods.我们已收到你方货物。KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNotesNotes1

31、0usual practice=common practice 惯例，通常的做法如：In international trade, the payment is made by L/C. its a usual practice.在国际贸易中，用信用证付款是惯例。11an exceptional case 特例如：Viewing our long business relationship, accepting D/P term is an exceptional case for your company.鉴于我们长久的商业关系，接受贵公司的付款交单是个特例。商务英语函电Unit 8 Ter

32、ms of Payment12push the sale 促销promote the sale 促销如：Advertisement is the most effective way to promote the products.广告是促销产品的最佳方法。13trial order 试订货如：Wed like to place a trail order for 1,000 bicycles to explore our market.为了开拓市场，我方愿试订1 000辆自行车。KnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituation

33、al DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectNotesNotes14reiterate v. 再次反复说或做；重申如：We wish to reiterate that we only accept irrevocable confirmed L/C.我方再次重申，我方只接受保兑的不可撤销信用证。类似的表达方式还有:We wish to make it clear thatLet us make it clear t

34、hatWe think it advisable to make it clear thatIt must be clearly understood thatWe must emphasize (stress) that商务英语函电Unit 8 Terms of PaymentKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary o

35、f ProjectTrade Terms and Typical SentencesTrade Terms and Typical Sentences要求付款交单或承兑交单支付方式（要求付款交单或承兑交单支付方式（Request for payment by D/P or D/A）1To pay by L/C, well have to deposit a large amount of money into the bank, and pay service charges as well. That will tie up our money and therefore increase

36、the cost of our import.用信用证付款，我方须在银行存入大量现金，且支付服务费。这会占用大量资金，增加我方进口成本。2Opening an L/C means an additional cost on our imports.开立信用证意味着额外增加我方的进口成本。3It doesnt pay to do it by L/C as it is such a small order.此次是小额订单，无须使用信用证付款。4Payment by L/C involves additional expenses for us. This leaves us no margin o

37、f profit because of your terms of payment.信用证支付会增加我方额外的花费。此付款方式会使我方没有利润。商务英语函电Unit 8 Terms of PaymentKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectTrade Terms and Typical Senten

38、cesTrade Terms and Typical Sentences坚持信用证支付方式（坚持信用证支付方式（Insist on payment by L/C）1We only accept payment by irrevocable letter of credit payable against presentation of shipping documents.我方仅接受不可撤销信用证，凭装运单据付款。2We insist on L/C payment.我方坚持信用证付款。3Payment by L/C is our usual practice.信用证付款是我方惯例。4Payme

39、nt by L/C will give both of us the banks guarantee.信用证付款将使我们双方获得银行付款承诺。5For a new client, we wont accept any other terms of payment except L/C.对新客户，我方不接受信用证以外的任何付款方式。6For such a large order, I think it necessary to pay by L/C in order to get the banks guarantee.对于如此大额的订单，我认为采用信用证付款以获得银行的担保是很有必要的。商务英

40、语函电Unit 8 Terms of PaymentKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectTranslate the following expressions into Chinese.1. have adequate stock of 2. in the warehouse3. an excep

41、tional case4. the amount of the goods5. accept payment by D/P 6. trial order7. be in receipt of sth 8. confirmed and irrevocable letter of credit9. usual practice 10.be entitled to1库存充足2在仓库3特例4货物金额5接收付款交单6试订货7已经收到8保兑的不可撤销信用证9惯例10有资格或权力Practice TrainingPractice Training商务英语函电Unit 8 Terms of PaymentKn

42、owledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectChoose the best answer.1The companys sales ranked No.3 and No.6 in the country for 2010 and 2011 .A. respective B. separately C. sepa

43、rate D. respectively2We should act in conformity with terms and conditions as below.A. stipulating B. stipulated C. stipulate D. to stipulate3How much to spend on products is always problematic.A. promotion B. spreading C. activity D. campaign4Draft drawn this credit must be negotiated in China on o

44、r before May 5, 2011.A. at B. in C. with D. under5We require 100% value, irrevocable L/C in our favor with partial shipment allowed clause by draft at sight.A. available B. negotiable C. effected D. payablePractice TrainingPractice TrainingDBADA商务英语函电Unit 8 Terms of PaymentKnowledgeObjectiveSkill Ob

45、jectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectChoose the best answer.6Im sorry but the shoes are stock. We shall be having some more in next week.A. without B. on C. out of D. in7Under such , all we can

46、do concerning your request is to suggest you change to option B of our tour packages.A. atmosphere B. terms C. environment D. circumstances8Sales promotions may generate the initial of a new product.A. try B. trial C. dealing D. attempt9To speed up the of letter, the post office introduced automatic

47、 sorting.A. treatment B. transmission C. departure D. delivery10The export and import of goods may be made according to the terms of the contract of sale made the parties concerned.A. between B. among C. amidst D. amidPractice TrainingPractice TrainingCDBDA商务英语函电Unit 8 Terms of PaymentKnowledgeObjec

48、tiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectFill in the blanks with the following words.trial order exception the amount of payment terms drawing on trial order confirmed delivery usual pra

49、ctice1We sold chemicals for you last year to US $ 2,000,000.2As agreed, we are you at sight against your purchase of a sample lot.3As known to all, the payment for our goods must be made by , irrevocable L/C at sight.4That whether we can give you a special discount depends on the size of your .5We s

50、hould be obliged if you would treat this order as urgent and arrange for immediate.6In compliance with your request, we will make an to our rules and accept delivery against 30 days L/C, but this prepared to effect shipment on this basis.7We regret to inform you that your proposal of payment by lett

51、er of credit at 30 days is not acceptable to us, as we have to stick to our of payment by L/C at sight.8We are at a loss to understand why you now wish to have a change in .Practice TrainingPractice Trainingthe amount ofdrawing onconfirmedtrial orderdelivery exception usual practicepayment terms商务英语

52、函电Unit 8 Terms of PaymentKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectTranslate the following sentences into Chinese.1We thank you for your letter of May 6 ordering 2,000 bags

53、of carpets.2We shall be grateful if you can give us easier payment terms.3Regarding your request for D/A payment, we are taking it into consideration andwill let you know our decision soon.4In the light of the present situation, we can accept D/P payment terms if the transaction does exceed US $ 5,0

54、00,000.5In view of our long friendly relations, we exceptionally accept 60 days D/P for this transaction.Practice TrainingPractice Training1We thank you for your letter of May 6 ordering 2,000 bags of carpets.感谢你方感谢你方5月月6日预订日预订2000包棉花的来信。包棉花的来信。2We shall be grateful if you can give us easier payment

55、 terms.如果贵方能给予我方更宽松的付款方式，我方将不胜感激。如果贵方能给予我方更宽松的付款方式，我方将不胜感激。3Regarding your request for D/A payment, we are taking it into consideration andwill let you know our decision soon.关于你方采用承兑交单的请求，我方会予以考虑并尽快告知我方的决定。关于你方采用承兑交单的请求，我方会予以考虑并尽快告知我方的决定。4In the light of the present situation, we can accept D/P pay

56、ment terms if the transaction does exceed US $ 5,000,000.鉴于目前的状况，如果交易的金额超过鉴于目前的状况，如果交易的金额超过500万美元，我方可以接受付款交单。万美元，我方可以接受付款交单。5In view of our long friendly relations, we exceptionally accept 60 days D/P for this transaction.考虑到我们长期友好的合作关系，此次交易我方破例接受考虑到我们长期友好的合作关系，此次交易我方破例接受60天远期付款交单。天远期付款交单。商务英语函电Unit

57、 8 Terms of PaymentKnowledgeObjectiveSkill ObjectiveWarm UpBusinessSituational DesignSpecimen LettersNotesTrade Terms and Typical SentencesPractice TrainingSkill TrainingSummary of ProjectPractice TrainingPractice TrainingTranslate the following sentences into English.1贵方付款交单的请求已考虑。鉴于此次交易金额不大，我方愿意接受

58、此方式。2根据33号销售确认书中的条款，你方应在装运日前两个月将信用证发至我处。3我们相信此次通融会确保你方向我方大量订货。4我们认为经过多年令人满意的贸易交往，我们有资格要求放宽付款条件。5考虑到我们双方长达10年的友好商业关系，我们同意作出让步，相信这会满足你方的要求。1贵方付款交单的请求已考虑。鉴于此次交易金额不大，我方愿意接受此方式。Your request for payment by D/P has been taken into consideration. In view of the small amount of this transaction, we are prepa

59、red to effect shipment on this basis.2根据33号销售确认书中的条款，你方应在装运日前两个月将信用证发至我处。According to the stipulations in our sales confirmation No. 33, you should send us your letter of credit two-month proceeding the date of shipment.3我们相信此次通融会确保你方向我方大量订货。We trust that this accommodation will enable you to secure

60、 more orders for us.4我们认为经过多年令人满意的贸易交往，我们有资格要求放宽付款条件。We think because of the pleasant trade relationship for years, we are entitled to request easier payment.5考虑到我们双方长达10年的友好商业关系，我们同意作出让步，相信这会满足你方的要求。In consideration of the pleasant business relationship we have had with you for 10 years, we agree t