《商务英语口语》课件 Unit 16 Price and Payment

安徽省高等学校省级规划教材全国职业院校国际贸易专业“新形态”教材21世纪高职高专规划教材国际经济与贸易系列SpokenEnglishforBusinessCommunication商务英语口语ContentsModuleOne:EstablishmentofBusinessRelationsModuleTwo:BusinessTravelModuleThree:BusinessReceptionModuleFour:TradeFairSpokenEnglishforBusinessCommunicationModuleFive:BusinessNegotiationModuleSix:Follow-upServiceModuleFiveBusinessNegotiationSpokenEnglishforBusinessCommunicationUnit15OfferandCounter-offerUnit17Packing,DeliveryandInsuranceUnit16PriceandPaymentUnit16PriceandPaymentSpokenEnglishforBusinessCommunicationWarm-upQuestionsTipsSpeakingPracticeSituationalDialogues

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication1.Whataresellersandbuyersconcernedaboutinnegotiatingtheprice?Forreference:Whensellersandbuyersarenegotiatingtheprice,theymaybeconcernedaboutthequalityandquantityofgoods,transportdistance,placeandtermsofdelivery,paymentterms,riskofexchangeratechangesandseasonaldemandchanges.

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication2.Doyouknowthemainpaymenttermsininternationaltrade?Forreference:(1)Remittance(汇付):A.TelegraphicTransfer,T/T(电汇)B.MailTransfer,M/T(信汇)C.DemandDraft,D/D(票汇)(2)Collection(托收)A.DocumentsagainstPayment,D/P(付款交单)DocumentsagainstPaymentatsight,D/Patsight(即期付款交单)DocumentsagainstPaymentaftersight,D/Paftersight(远期付款交单)B.DocumentsagainstAcceptance(承兑交单)(3)LetterofCredit(信用证)

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue1KatefromBlackDiamondistalkingwithJohnfromABCChemicalCompanyaboutpriceandtermsofpayment.A:Kate,whatarethequotationsofthetwotypesyou’rerecommending?B:Well,underwhichtermsdoyouwishtoenquire,FOBorCIF?Andwhichport?A:FOBShanghai.Wehaveourownforwarder.B:Anotherquestion,mayIknowyourpotentialconsumption?Asyouknow,thequotationsforFCLandLCLarealittledifferentforthefreightcost.A:Iwanttoknowyourquoteat1*20FCL.Ourannualconsumptiononthesetwotypesareabout30mtseach.B:Inthiscondition,thepricesforthesetwotypesareUS$21/kgforPowCarbon®DandUS$13.5/kgforPowCarbon®1000G.Thequotationsaremadeaccordingtoyourconsumption.A:Then

howaboutthepayments?B:Weonlyacceptpaymentbyconfirmedandirrevocableletterofcreditatsight.SpokenEnglishforBusinessCommunicationA:Wow,that’sdemanding.Asyouknow,we’restilllookingforlong-termcooperation,notjustoneorder.B:That’showweworkwithallofourclients.A:

IwonderifyouwouldacceptD/AorD/P.B:I’mafraidourfinancialdepartmentwouldnotapprovesuchterms.L/Catsightiswhatwerequireforallourclientsabouttheirinitialorders.A:Tobefrank,usingL/Cwouldincreaseourcost.WehavetopayadepositwhenopeninganL/Cwithabank,whichwilltieupourfundandincreaseourcost.B:ButanL/Cwouldgivebothofusequalprotectionandguarantee.IhavetosaywecannotacceptD/AorD/Pasthetermsofpayment.A:Allright.Ifyouinsist,sobeit.Wehopethatyoucangiveusmorefavorablediscountsinfuturecooperation.B:Thankyouverymuchforyourunderstanding.MainPaymentTermsinInternationalTrade

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue2AfterKatereceivestheL/C,sheiscallingtoaskJohnforamendmenttotheL/C.A:Hello,John.It’sKate.B:Hello,Kate.HowcanIhelpyou?A:WehavereceivedyourL/CNo.5079issuedonJan2th.Shallwetalkaboutit?B:Ofcourse.Isthereanythingwrong?A:AftercarefulexaminationoftheL/C,wehavefoundsomediscrepancieswhich

arenotinconformity

with

the

termsstipulatedinour

Contract

No.0128.

So

werequestyoutoamendtheL/C.B:Oh,really?LetmechecktheL/C.A:YoucanseethattheL/Camountisnotcorrect.ThetotalamountinourcontractisUS$63000.ButtheamountinyourL/CisUS$60300.SpokenEnglishforBusinessCommunicationB:OK.WewillcheckthecontractamountandmakethecorrespondingamendmentintheL/C.A:What’smore,wefindthebeneficiarywronglyspelled.Ourcompanyis“BlackDiamondMaterialScienceCo.,Ltd.”ratherthan“BackDiamondMaterialScienceCo.,Ltd.”B:I’venoteditdownandI’msorryforthat.Wewillreviseitassoonaspossible.A:Onemorequestion.PartialshipmentisnotallowedinyourL/C.

Canyouaccommodate

usinthisrespect?B:Itisourusualpracticetoshipgoodsinonelot.A:Ithinkitwouldbetoourmutualbenefit

ifyouallowpartialshipment.Inthisway,wecouldshipimmediatelywhateverisreadyinsteadofwaitingforthewholeshipmenttobecompleted.B:Iamsorrythatthisisunacceptable.Allowingpartialshipmentswillcauseusinconvenience,soIhopeyoucanprepareallthegoodsatonetime.A:That’sOKifyoureallyinsist.PleaseamendtheL/Caccordingtowhatweagreedonabovesothatwecaneffectshipmentintime.B:Iwillgotothebankassoonaspossible.A:YourearlyamendmenttotheL/Cwillbehighlyappreciated.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue3Sixmonthslater,JohniscallingKate,tryingtopersuadehertoadoptdifferenttermsofpaymentfortheirseconddeal.A:Thisisourrepeatorder,Kate.Ihopeyoucanacceptmoreconvenienttermsofpayment.LasttimewepaidbyL/C,itwastroublesomeandexpensive.B:IbelieveyoumustbeawarethattheL/Cgivesustheadditionalprotectionofthebanker’sguarantee.A:Iknow.Sincewehavealreadytradedonce,Ibelievethatyoufindustrustworthy.ItwillhelpmegreatlyifyoucouldacceptD/Athistime.B:WehavenoprecedentforacceptanceofD/A,whichistooriskyforexporters.A:WhataboutD/P?SpokenEnglishforBusinessCommunicationB:Well,toshowoursincerity,Isuggestthatwemeethalfway,70%byL/CandthebalancebyD/Patsight.A:Oh.Everytimewehavetopayahighservicechargetothebank.B:Iseewhatyoumean.But,thisisthebestwecando.I’mafraidnomoreconcessioncanbemade.Theprofityougetfromsellingourproductswillcoverthecost.A:OK.Deal.So,whendoIhavetoopentheL/CifIwouldlikethegoodstobedeliverednextmonth?B:TheL/Cshouldbeopenedonemonthbeforetheshipment.A:Allright.I’llarrangefortheL/Ctobeopenedinyourfavorasearlyaspossible.B:Thatwouldbefine.A:Iamgladthatourdiscussionhasbeenverypleasantandfruitful.Isincerelyhopeourbusinessrelationshipwilldevelopsteadily.B:Me,too.1.forwarder:货运代理2.FCL:整箱货（fullcontainerload）3.LCL:拼箱货（lessthancontainerload）4.confirmed:保兑的5.irrevocable:不可撤销的6.D/A:承兑交单（documentagainstacceptance）7.D/P:付款交单（documentagainstpayment）8.deposit:保证金，押金9.amendment:修改10.discrepancy:不符，差异11.stipulate:规定，保证12.beneficiary:受益人13.accommodate:照顾14.precedent:先例15.concession:让步Notes:1.inthiscondition在这样的条件下，这样的话inthiscase这样的话inthatcase那样的话UsefulExpressions:2. Thenhowaboutthepayment?

付款条件是什么样的？Whatarethepaymentterms?

你们对于付款条件有什么要求？Andforthetermsofpayment,whatdoyouusuallyrequire?你们通常要求什么付款条件？UsefulExpressions:3.Weonlyacceptpaymentbyconfirmedandirrevocableletterofcreditatsight.

我们只接受保兑的、不可撤销的即期信用证付款。WeonlyacceptpaymentbyconfirmedandirrevocablesightL/C.

我们只接受保兑的、不可撤销的即期信用证付款。TheonlymodeofpaymentweacceptisconfirmedandirrevocableL/Catsight.

我们只接受保兑的、不可撤销的即期信用证付款。WecannotacceptyourpaymentbytimeL/C.

我们不能接受你方以远期信用证付款。UsefulExpressions:4.IwonderifyouwouldacceptD/AorD/P.

我想知道你方是否接受承兑交单或付款交单。IamwonderingwhetheryoucouldacceptD/AorD/P.

我想知道你方是否接受承兑交单或付款交单。IwonderifD/AorD/Pisacceptableforyou.

我想知道你方是否接受承兑交单或付款交单。MayIknowifyouacceptD/Paftersight?

请问你方是否接受远期付款交单?UsefulExpressions:5.ButanL/Cwouldgivebothofusequalprotectionandguarantee.

但是信用证会为我们双方提供平等的保护和保证。However,anL/Cwouldgivebothofusequalprotectionandguarantee.

但是信用证会为我们双方提供平等的保护和保证。YoushouldbeawarethatanL/Cwillprotecttheinterestsforbothofus.

您应该知道，信用证可以保护我们双方的利益。UsefulExpressions:6.WehavefoundsomediscrepancieswhicharenotinconformitywiththetermsstipulatedinourContractNo.0128.

我们发现一些与0128号合同条款不符的地方。Wefoundsomeplacesthatdidnotmatchthetermsofthecontract.

我们发现一些与合同条款不符的地方。WehavefoundtheL/Cisinconsistentwithourcontract.

我们发现信用证与合同不符。UsefulExpressions:7.SowerequestyoutoamendtheL/C.

所以我方要求你方修改信用证。ThereforeweaskyoutoamendtheL/C.

所以我方要求你方修改信用证。SowerequestyoutomakeanamendmenttotheL/C.

所以我方要求你方修改信用证。UsefulExpressions:8.PartialshipmentisnotallowedinyourL/C.

你方信用证不允许分批装运。Youdon’tallowpartialshipmentinyourL/C.你方信用证不允许分批装运。TransshipmentisnotallowedinyourL/C.

你方信用证不允许转运。UsefulExpressions:9.Canyouaccommodateusinthisrespect?

你能在这方面照顾一下我方吗?Wewishthatyoucanaccommodateusinthisrespect.

希望你方在这方面给予照顾。Could you make an exception in our case? 

您能不能这次给我们破例?Youraccommodationinthisrespectwillbeconducivetofurtherdevelopmentofourbusiness.

你方在这方面通融一下，这将有助于我们业务的进一步发展。UsefulExpressions:10.YourearlyamendmenttotheL/Cwillbehighlyappreciated. 

请早日修改信用证，不胜感激。IwouldappreciateitifyoucouldamendtheL/Cassoonaspossible.

请早日修改信用证，不胜感激。Iwouldbegratefulforyourearlyamendmenttotheletterofcredit.

请早日修改信用证，不胜感激。UsefulExpressions:11.WehavenoprecedentforacceptanceofD/A.

我们没有接受承兑交单的先例。WehaveneveracceptedD/Aasthetermsofpayment.

我们从不接受承兑交单的付款方式。IamregretfultosaywecannotacceptT/Tasthetermsofpayment.

很抱歉，我们不能接受电汇付款。UsefulExpressions:

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation1.Couldyoupleasequoteusyourlowestpriceofthesurgicalmasks?

请你就这些医用口罩为我们报最低价好吗？2.Isyourofferafirmoneoronesubjecttofinalconfirmation?

你们的报价是实盘，还是需要最后确认的？3.L/Catsightiswhatwerequireforallourclientsabouttheirinitialorders.

即期信用证是我们对所有客户首次订货的要求。4.WouldyouaccommodateusthistimeandacceptpaymentbyT/T?

你们这次能不能融通一下，接受电汇付款？5.Isuggestthatwemeethalfway,60%byL/CandthebalancebyD/Patsight.

我建议我们各让一步，60%用信用证付款，其余的即期付款交单。

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation6.如果贵方坚持这个价格，那我方则无利可图。Ifyousticktothisprice,itwillleaveusnomarginofprofit.7.我们的惯例是对于超过1000件以上的订单给予2%的折扣。Ourregularpracticeis2%discountfororderexceeding1,000sets.8.我想知道你方是否接受承兑交单或付款交单。IwonderifyouwouldacceptD/AorD/P.9.请你方尽早开立信用证，不胜感激。IwouldappreciateitifyoucouldopentheL/Cassoonaspossible.10.每次我们都要向银行支付高额的服务费。Everytimewehavetopayahighservicechargetothebank.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask2:RolePlayJenicaisasalesmanagerinAnhuiOSAPetProductsCo.,Ltd.andsheisnegotiatingaboutthetermsofpaymentwithherclientKent,whoisfromNewZealand.JenicaplanstoaskKenttopaybyL/C,butKentasksforeasieronessuchasD/A,D/PorT/T.Atlast,theyagreetopaybyL/Cat30days’sight.NegotiatingaboutTermsofPaymentSpeakingPracticeSpokenEnglishforBusinessCommunicationTask3:FreeTalk：TopicforMoralEducation:integrity

Forreference:Themajorreasonsforimportersnotbeingabletopayaspromisedareasfollows:theimportersmightfailtopayinfullforthegoods;theimportersmightgobankrupt;theimportersmightrunintodifficultiesgettingtheforeignexchangetopaythegoods;theimportersarenotreliableandsimplyrefusetopaytheagreedamountofmoneyonvariousexcuses.1.Whatdoyouthinkarethemainreasonsforimportersnotbeingabletopayaspromisedininternationaltrade?SpeakingPracticeSpokenEnglishforBusinessCommunication2.Doyouthinkintegrityisimportantforcollegestudents’schoollifeandfuturecareerdevelopment?Task3:FreeTalk：TopicforMoralEducation:integrity

Forreference:Yes.Collegestudentsshouldnotonlylearntostudy,butalsolearntoconductthemselveswell,strivingtobehonestandtrustworthy.Onlyinthiswaycangoodinterpersonalrelationsbeestablishedandall-rounddevelopmentbeachieved.Thisisalsohelpfultofuturejobhuntingandcareerdevelopment.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage1:NegotiatingGoal:ContractorRelationship?Negotiatorsfromdifferentculturesmaytendtoviewthepurposeofanegotiationdifferently.Fordealmakersfromsomecultures,thegoalofabusinessnegotiation,firstandforemost,isasignedcontractbetweentheparties.Otherculturestendtoconsiderthatthegoalofanegotiationisnotasignedcontractbutratherthecreationofarelationshipbetweenthetwosides.Althoughthewrittencontractexpressestherelationship,theessenceofthedealistherelationshipitself.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingAccordingtoonesurveyover400personsfromtwelvenationalities,74percentoftheSpanishrespondentsclaimedtheirgoalinanegotiationwasacontract,whereasonly33percentoftheIndianexecutiveshadasimilarview.ThedifferenceinapproachmayexplainwhycertainAsiannegotiators,whosenegotiatinggoalisoftenthecreationofarelationship,tendtogivemoretimeandefforttonegotiationpreliminaries,whileNorthAmericansoftenwanttorushthroughthisfirstphaseofdealmaking.Thepreliminariesofnegotiation,inwhichthepartiesseektogettoknowoneanotherthoroughly,areacrucialfoundationforagoodbusinessrelationship.Theymayseemlessimportantwhenthegoalismerelyacontract.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingItisthereforeimportanttodeterminehowyourcounterpartsviewthepurposeofyournegotiation.Ifrelationshipnegotiatorssitontheothersideofthetable,merelyconvincingthemofyourabilitytodeliveronalow-costcontractmaynotbeenoughtolandyouthedeal.Youmayalsohavetopersuadethem,fromtheveryfirstmeeting,thatyourtwoorganizationshavethepotentialtobuildarewardingrelationshipoverthelongterm.Ontheotherhand,iftheothersideisbasicallyacontractdealmaker,tryingtobuildarelationshipmaybeawasteoftimeandenergy.1.Culturesaffecttransactionspeoplemakeandthewaytheynegotiate.True.2.Negotiatorsfromdifferentculturesmaytendtoviewthepurposeofanegotiationsimilarly.False.Negotiatorsfromdifferentculturesmaytendtoviewthepurposeofanegotiationdifferently.3.IndianexecutivesaremorelikelytoviewtheirgoalinanegotiationasacontractthanSpanishexecutivesare.False.SpanishexecutivesaremorelikelytoviewtheirgoalinanegotiationasacontractthanIndianexecutivesare.Say“True”or“False”accordingtothepassage.Thencorrectthefalsestatements.4.Asiannegotiatorstendtogivemoretimeandefforttonegotiationpreliminaries.True.5.TryingtobuildarelationshipwithNorthAmericannegotiatorsmaybeawasteoftimeandenergy.True.Say“True”or“False”accordingtothepassage.Thencorrectthefalsestatements.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage2：CCPITFoundedin1952,ChinaCouncilforthePromotionofInternationalTrade(CCPIT)isanationalforeigntradeandinvestmentpromotionagency.ThemajorresponsibilitiesoftheCCPITinclude:implementrelevantmajornationaldevelopmentstrategies,andpromoteforeigntrade,bilateralinvestmentandeconomic&technologicalcooperation;carryforwardcooperationwithoverseastradepromotioncounterparts;receiveoverseashigh-endtradeandeconomicdelegations;organizeChinesetradeandeconomydelegationstovisitforeigncountries;manageoverseastradeexhibitionsorganizedbyChineseagencies,participateinaffairsofBureauInternationaldesExpositions(BIE)andWorldExpoonbehalfoftheChinesegovernment;holdororganizeChinesecompaniestoattendtradeandeconomicexhibitions,forums,fairsandotherinternationalconferences;representdomesticindustryandcommerceinthefieldofforeigntrade,andinvolveintotheformulationoftradeandeconomicpoliciesandrules,foreigntradenegotiationandmakingofinternationalcommercialrules;carryoutlegal

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingconsulting,commercialconciliation,tradeandmaritimearbitration;signandissuecertificatesoforiginforexportproductsandothercertificatesanddocumentsrelatedtoforeigntrade,provideintellectualpropertyservicessuchaspatentapplication,trademarkregistration,litigationandrightssafeguarding;organizeindustriesandenterprisestocopewithtradedisputes;providetradeandeconomicinformation,trainingservicesetc.TheCCPITwillestablishwideconnectionswithrelevantinternationalorganizations,trade&investmentpromotionagencies,commercialassociationsandbusinesscircle,toorganizevariousformsofcommunicationandcooperation.Itiscommittedtoenhancingservicesforcompaniesandmakingpositivecontributionstodevelopmentofbilateralandmultilateraltraderelationships,promotionofworldeconomicprosperityandimprovementofthewell-beingofallmankind.1.WhenwasCCPITfounded?

CCPITwasfoundedin1952.2.WhatkindoforganizationisCCPIT?CCPITisanationalforeigntradeandinvestmentpromotionagency.3.WhatkindofcertificatescanCCPITissue?CCPITcansignandissuecertificatesoforiginforexportproductsandothercertificatesanddocumentsrelatedtoforeigntrade.Answerthefollowingquestionsorallyaccordingtothepassage.4.WillCCPITholdororganizeChinesecompaniestoattendtradeandeconomicexhibitions?Yes.5.WhatisCCPITcommittedto?Itiscommittedtoenhancingservicesforcompaniesandmakingpositivecontributionstodevelopmentofbilateralandmultilateraltraderelationships,promotionofworldeconomicprosperityandimprovementofthewell-beingofallmankind.Answerthefollowingquestionsorallyaccordingtothepassage.Tips:ExpressionsaboutLetterofCreditopener开证人applicant开证申请人openingbank;issuingbank开证行advisingbank;notifyingbank通知行beneficiary受益人negotiatingbank议付行payingbank;draweebank付款行confirmingbank保兑行reimbursingbank偿付行acceptingbank承兑行drawee付款人(或称受票人，指汇票)drawer出票人L/CNumber信用证号码dateofissue开证日期L/Camount信用证金额expirydateandplace有效期和到期地点documentspresentationperiod单据提交期限revocableL/C可撤销信用证irrevocableL/C不可撤销信用证confirmedL/C保兑信用证unconfirmedL/C不保兑信用证induplicate一式两份intriplicate一式三份

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue1A:凯特，您推荐的两种型号的产品报价是多少？B:嗯，您想询什么价，FOB价，还是CIF价？哪个港口？A:FOB上海港。我们有自己的货运代理。B:另一个问题，您能告诉我你们的潜在消费量吗？您也知道，整装和拼

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