商务英语听说 Unit 7 Terms of Payment

商务英语视听说商务英语视听说PAGEPAGE3Unit7TermsofPaymentUnitGoalsListeningListeningMainpaymenttermsTradetermsInsistonpaymentbyL/CProposepaymentbyT/T(D/P)SpeakingAdviseeasierpaymentterms.DiscussthecharacteristicsofL/CNegotiatepaymenttermsStarting-upStarting-uperegseer.”trueand“F”forfalse.ThemethodsofpaymentweuseintheinternationaltradearechieflyRemittance,CollectionandtheLetterofCredit.( )AmongM/TandD/D,T/Tisthecheapestmethodofpayment.( )Undercollection,therearetwotermsofpaymentdocumentsagainstpaymentanddocumentagainstacceptance.( )Cleancollectionreferstoacollectionoffinancialdocumentsaccompaniedbycommercialdocumentsorcommercialdocumentsnotaccompaniedbythefinancialdocuments.( )L/Ciscommercialcreditinsteadofbankcredit.( )Beneficiaryisusuallytheexporterandisentitledtousetheletterofcreditforpaymentofthegoods.( )SightL/Cmeansthepaymentcanbemadeuntilaspecificdate.( )Theopeningbankisusuallyabankinthecountryoftheexporter.( )Categorizethegivenpaymenttermsintothreegroups.A.sightcredit B. timeL/C C.telegraphictransferD.documentsagainstpayment E. mailtransferdocumentsagainstacceptance G.demandtransferRemittanceRemittanceCollectionLetterofCreditInitialListeningInitialListeningBeforelistening,pleaselearnthefollowingtradetermsbyheart.TradeTermsremittancecollectionM/T=mailtransferT/T=telegraphictransferD/D=demanddraftD/P=DocumentsagainstPaymentD/A=DocumentsagainstAcceptancepaymentterms/termsofpaymentsightL/C;sightcreditopeningbanknegotiatingbankapplicantbeneficiarydocumentaryL/C

托收付款交单承兑交单支付方式开证行跟单信用证Now,pleasecompletethefollowingtasks.TaskTask1Youwillhearsomephrasescoveringdifferentpaymentmethods.Repeatforthefirsttimeyouhear.Thenlistenagainandwriteyouranswersdown.1. 3. 5. 7. 9.

2. 4. 6. 8. 10. TaskTask2Youwillheareightsentences.Whenyouhearthefirsttime,repeatthesentencesandpayattentiontothestressesandtones.Thenlistenagainandfillinthemissingwords.Weonlyaccept payableagainstshippingdocuments.Weneedtoputadepositinthebankandofacompanylikeours.Inordertofinalizebusiness,weagreeto.PaymentistobemadebyL/C Chinatillthedayafterthedateofshipment.TheL/Cshouldreachus .Wewould,sincethisisyourfirstWhatkinddoyouhaveinyourmind?Customerswhobuymachinesfromus ,and.TaskTask3Youwillhear5shortconversations.Attheendofeachconversation,onequestionwillbeasked.Boththedialogueandquestionwillbespokenonlyonce.Markthebestanswerforeachquestion.A.ShewouldlikepaymentbyL/C.ShewouldliketouseotherpaymenttermsotherthanL/C.SheexpectstoconfirmpaymentbyconfirmedandirrevocableL/C.Shedesirestoobtainordersinlargequantity.A.Sheisnotsurewhenthedateofdeliveryis.Shecan’tacceptL/Cat90daysandmakesuretheL/Cistobeopenedintime.ShecanacceptL/Candexpecttohaveitbeforedelivery.ShewillopentheL/Conemonthbeforetheshipmentdate.A.HecanacceptD/AorD/Pconditionally.Hewantsthewomantochangehermind.Hecan’tagreewiththewoman.HewillconsideracceptingpaymentbyD/AorQ:Whatdoesthewomanaskthemantodo?Themanneedstodrawonthewoman.Thewomanwouldlikethemantoprovideevidencetoshowhisgoodfinancialstanding.Thewomanasksthemantoconsiderotherpaymentterms.Thewomanhopesthatthemanwillagreetohersuggestion.A.Heisnotsatisfiedwiththequantity.Hedoesn’tlikethewoman’ssuggestion.Hecanaccept50%byL/CandthebalancebyD/A.商务英语视听说商务英语视听说Heasksthewomanwhethersheagreestothepaymentterms.OralDiscussionOralDiscussionBeforediscussion,youaregiventhefollowingadvices.ProfessionalAdvicesPaymentbyT/Tiscurrentlymoreprevailingindeals.T/Tisfavoredininternationaltradebysellertoaccommodateregularcustomers.30%T/Tinadvancewith70%T/TagainstB/Lisused.AttentionshouldbepaidtothefollowingsunderpaymentbyL/C:ThevalidityofL/CmaybelongerthantheshippingperiodThewords“approximately”orsimilarexpressionusedbeforetheamountofthecredit,orthequantitymeans10%moreorless.Thepresentationperiodshouldbenoted.DocumentsmustbepresentedWithinthepresentationperiod,butnotlaterthantheexpirydateofthecreditNow,pleasecompletethefollowingtasks.TaskTask1Workinpairs.DiscussthedifferenceintheproceduresofcollectionandL/C?TaskTask2Workinpairs.DiscussthecharacteristicsofL/C.TaskTask3Discussthefollowingtopic.ImagineyouareasellertopersuadeyourbuyerintoacceptingpaymentbyL/C,putdownthepersuasivesentences.IntensiveListeningIntensiveListeningNewwordsandNewwordsandExpressionreliabilityn.可靠性depositn.订金，收据tieup 占用irrevocablegetaroundadj.不可撤销的v.phr.规避4dispatch v.发（货）商务英语视听说商务英语视听说PAGEPAGE8DialogueDialogue1.1.Listentothedialogueanddecidewhetherthefollowingstatementsaretrueorfalse.Write“T”fortrueand“F”forfalse.SmithpreferseasierpaymenttermsotherthanL/C.( )WangsayspaymentbyL/Cisonlyforbusinesswithnewclient.( ).gso%tyCdeey.( )Smithagreestopayadeposit.( )SmithwillopentheL/CincompliancewithWang’srequest.( )2.Listentothedialogueagainandcompletesentencesaccordingtothecontentsinthedialogue.Weonlyacceptpaymentbyconfirmed,irrevocableletterof.Thetroubleisifwecan’tcollectthepaymentontime,itwillaffect.Wehaven’tknown foreach,I’dsuggestthatD/Pbeacceptedinthefuturebusiness.Wepromisetogeteverythingreadyand afterreceiveyourorderandL/C.3.Takenotesfornegotiationonpaymentterms.Smith’sinitialdesireonpayment ThepaymentWanginsiston ThesecondsuggestionofSmith ThethirdsuggestionofSmith ThepaymentagreeduponDialogueDialogue2.Listentothedialogueandchoosethebestanswertoeachofthefollowingquestions.Whatpaymenttermscantheselleraccommodatethebuyer?B.L/C C.D/A.Whatpaymenttermsdoesthebuyerexpect?D/P B.L/C C.D/AWhatproblemsdoesthebuyerhave?Hehasnoenoughcapitalfund.HehasnostrongpurchasingHeworriesaboutmarkettendencyandlocalpurchasingWhatdoesthesellerimplyforthefuturepayment?D/P B.L/C C.D/AWhatdoesthesellerexpect?Heexpectsthebuyerwillmakepaymentontime.HeexpectsthebuyerwillagreetomakepaymentbyL/C.Heexpectsthebuyerwillmakepaymentinadvance.OralpresentationOralpresentationInthispart,pleasemakeoralpresentationsafterreadingthefollowingtasks.Youaregiventhefunctionalsentencestohelpyou.FunctionalSentencesWhattermofpaymentdoyouwishtoaccept?Ourusualtermsofpaymentarebyconfirmed,irrevocableL/C.It’sourcompany’spolicytodothefirstdealbyL/Catsight.WewouldconsideracceptingtermsofD/Pifyourorderwereofsmallsize.Weaccept60daysL/Conlyforthistransaction.PerhapsweshallseewhetherwecanagreetoD/PtermsafterwehavemorebusinessI’mafraidwearenotinapositiontoacceptpaymentbyD/A,sincewehaven’tknownmuchaboutcreditstatusforeachother.It’sourpolicytotheshipmentafterreceiptofpayment.Theshipmentwouldbelateifyoufailtoopenthecreditintime.Aletterofcreditwouldaddtothecostofourimports.I’mafraidwemustinsistonpaymentbyL/C.Asamatteroffact,L/Cprotectstheselleraswellasthebuyer.Inordertoconcludethebusiness,shallwemeeteachotherhalfway,say,50%byL/CandthebalancebyD/P?CouldyoumakeanexceptionandacceptD/Athistime?Atyourrequest,weexceptionallyacceptdeliveryagainstD/Patsight,butthisshouldnotbetakenasaprecedent.Weregretthatweareunabletomeetyourrequest,asitisourusualpracticetoaskforsightL/C.WeshallopenaletterofcreditinyourfavortobesettledinEuropeandollars.L/Cshouldbeopenedbythebuyer15to20daysbeforedelivery.HowlongshouldourL/Cbevalid,thatistosay,whenshouldwesettheexpirydate?Astheamountofthistransactionisverysmall,wearepreparedtoacceptpaymentbyD/Patsight.Iwonderifwecanmakepaymentforthisorderbydocumentarycollection.TaskTask1RetellthepassageofDialogue1withthewordsandusefulsentencesusedinthedialogue.TaskTask2Workinpairs.StudentAplaystheroleofsellerandStudentBplaystheroleofbuyer.Makeupadialogueaccordingtothefollowingsituation.AstheworldmarkethasbeenratherdullrecentlyM.rWhitewouldliketomakepaymentbyD/A.HoweverM.rLeewouldnotconsiderhisproposalandinsistonpaymentbyL/CbecausepaymentbyL/Cistheirusualpracticewithallcustomers.Atlasttheyagreeonpaymentof50%ofthetotalvaluebyD/AandthebalancebyL/C.BackgroundInputIninternationaltrade,buyersandsellersareintwocountries.Sometimes,theyhavetodobusinesswithunknowntraders.Ifthesellerdeliversgoodsbeforepaymenthasbeenmade,herunscertainrisksofnonpaymentofthebuyer;andifthebuyermakespaymentinadvance,helikewiserunsrisksofnon-deliveryofthegoods.Thus,itbecomesnecessaryforathirdpartytoactasanintermediatebetweenthemtosolvetheproblemofpayment.Thispartyisthebank,whoeitherguaranteespaymenttothesellerandexaminestheseller’sshippingdocumentsforthebuyerormakescollectionfortheseller.ThemethodsofpaymentweuseinthefinancingofinternationaltradearechieflyRemittance,CollectionandtheLetterofCredit.Remittance:Itisasettlementmeansbywhichthebankpays,attheentrustmentoftheremittertothenominatedbeneficiary.Itmaybedividedintotelegraphictransfer(T/T),mailtransfer(M/T)anddemanddraft(D/D).T/Tissafeandquick,butcostsmore.M/Tisrelativelychea