外贸英语函电教程 第二版 课件 Unit 4 Negotiating Payment Terms

NegotiatingPaymentTermsUnit4Objectives1Tohelpyoulearntoanalyzetheadvantagesanddisadvantagesofdifferentpaymenttermsforimportersandexporters.2Tohelpyoulearntowriteemailsnegotiatingpaymentterms.Activity1Understandingdifferentpaymentterms1.Formgroupsof4to5.Readthefollowingflowchartsofdifferentpaymentterms.Preparetoactoutoneofthem.Youmayusegestures,posters,andmotionswhileperforming.Getreadytoanswerquestionsfrombothyourteacherandfellowstudentsafteryourperformance.Prepareforgroupwork汇款人电汇业务程序图(TelegraphicTransfer,T/T)收款人汇出行汇入行买卖合同规定以电/信汇付款1.电/信汇申请书交款、付费2.电/信汇委托通知6.收回垫款或付诡借记通知收据4.汇款通知3.付款5.收款人(进口人)委托人(出口人)付款交单(documentagainstpayment,D/P)代收行托收行合同规定付款交单方式3.按委托书指示向买方提示汇票和单据付款后代收行交单5.2.寄交托收指示书、汇票、货运单据6.办理转账并通知款已收妥审单无误后付款4.1.装货，填写托收委托书，开立汇票，跟单交付交款7.付款人(进口人委托人(出口人)承兑交单(documentagainstacceptance,D/A)代收行托收行合同规定承兑交单方式3.按委托书指示向买方提示汇票和单据，进口人承兑汇票，银行交单交款6.到期日付款4.2.寄交托收指示书、汇票、货运单据5.办理转账并通知款已收妥1.装货，填写托收委托书，开立汇票，跟单交付航运公司卖方买方通知行开证行1.订立合同单据7.3.开立信用证9.单据信用证业务图解10.付款依汇票支付8.开证通知4.付款12.申请信用证2.单据13.海运提单6.发运货物5.货物到达通知11.放货15.海运提单14.2.Compareandcontrastthebenefitsandrisksofeachpaymenttermforboththeimporterandtheexporter.Thenfillouttheformon

P63.1Workingroupsof4(homegroup).Nameeachmemberwithanumberfrom1to4.23Expertgroups:findyourcorrespondingcardP61-62.Readtheinstructiononyourcard,finishthetask,andthengobacktoyourhomegroup.4Homegroups:completetheformbelowthefourrolecardsandgetreadytoshareyourresultswiththeclass.Rearrangeyourhomegroupstoformexpertgroups:No.1studentsgettogethertoformexpertgroup1;No.2studentsgettogethertoformexpertgroup2;No.3studentsgettogethertoformexpertgroup3;No.4studentsgettogethertoformexpertgroup4.(Therewillbe4expertgroups.)RoleCard1forExpertGroup1Readthefollowingstatements.FilloutColumn2(Part1.paymentanddeliverysequence)

intheformonP63withtheappropriatestatements.Thestatementscanbeusedmorethanonce.Statementsa.Paymentfirst,deliveryafterwardsb.Deliveryfirst,paymentafterwardsc.PaymentagainstshippingdocumentsRoleCard2forExpertGroup2Readthefollowingstatements.FilloutColumn3(Part2.forexporters)intheformonP63withtheappropriatestatements.Thestatementscanbeusedmorethanonce.(1)Expensesa.

Theexpensesarelow.b.Theexpensesarenotsohigh.c.Theexpensesarehigh.(2)Complexitya.Theprocedureisnotcomplicatedatall.b.Theprocedureisnotsocomplicated.c.Theprocedureiscomplicated.(3)Timeusedforcollectingpaymenta.Itisfasttocollectpayment.b.Ittakesalongtimetocollectpayment.(4)Riskanalysisa.Norisksb.Littlerisksc.Extremelyhighrisksofbeingunabletoreceivethepaymentd.RisksofbeingunabletocollectpaymentwhendiscrepanciesbetweenL/Canddocumentshaven’tbeenfounde.Riskofbeingunabletohavethecargobackwhenthebuyerrefusestopayf.Sincethispaymenttermsisveryunfavorablefortheexporter,theexportermayapplyforacreditlimitfromSinosuretoensurethatpaymentwillbecollectedeveniftheimporterfailstopay.StatementsRoleCard3forExpertGroup3Readthefollowingstatements.FilloutColumn4(Part3.forimporters)intheformonP63withtheappropriatestatements.Thestatementscanbeusedmorethanonce.(1)Expensesa.Theexpensesarelow.b.Theexpensesarenotsohigh.c.Theexpensesarehigh(如交单费、融资费等).(2)Degreeofcomplexitya.Theprocedureisnotcomplicatedatall.b.Theprocedureisnotsocomplicated.c.Theprocedureiscomplicated.(3)Riskanalysisa.Littlerisksb.Risksofbeingunabletogetthecargoc.Cargowillsurelybereceivedaslongaspaymentismade.d.CanenjoyfinancingadvantagesStatementsRoleCard4forExpertGroup4Readthefollowingstatements.FilloutColumn5(Part4.whentobeused)

intheformonP63withtheappropriatestatements.Thestatementscanbeusedmorethanonce.Statementsa.Thecontractvalueisnotsolarge.b.Forbusinesspartnerswhotrusteachother.c.Forlargeordersorbusinesspartnerswhodonottrusteachother.d.Itisusuallyusedfordownpayment.TTbeforeshipmentpaymentfirst,delivery

afterwardslittlerisksTheexpensesareverylow.Theprocedureisnotcomplicatedatall.canenjoyfinancingadvantagesItisfasttocollectpayment.Theexpensesareverylow.Theprocedureisnotcomplicatedatall.RisksofbeingunabletoreceivethecargoThecontractvalueisnotsolarge.TTaftershipmentComparisonandContrastofDifferentTermsofPaymentTermsof

paymentPart

1.PaymentanddeliverysequencePart

2.forexportersPart3.

forimportersPart

4.WhentobeusedadvantagesdisadvantagesadvantagesdisadvantagesforbusinesspartnerswhotrusteachotherItisusuallyusedfordownpayment.TTaftershipmentdeliveryfirst,paymentafterwardsTheexpensesareverylow.Theprocedureisnotcomplicatedatall.Itisfasttocollectpayment.risksofbeingunabletocollectpaymentThecontractvalueisnotsolarge.littlerisksTheexpensesareverylow.Theprocedureisnotcomplicated.forbusinesspartnerswhotrusteachotherTTbeforeshipmentpaymentfirst,delivery

afterwardslittlerisksTheexpensesareverylow.Theprocedureisnotcomplicatedatall.canenjoyfinancingadvantagesItisfasttocollectpayment.Theexpensesareverylow.Theprocedureisnotcomplicatedatall.RisksofbeingunabletoreceivethecargoThecontractvalueisnotsolarge.forbusinesspartnerswhotrusteachotherItisusuallyusedfordownpayment.D/Patsight(Documentsagainstpayment)ComparisonandContrastofDifferentTermsofPaymentTermsof

paymentPart

1.PaymentanddeliverysequencePart

2.forexportersPart3.

forimportersPart

4.WhentobeusedadvantagesdisadvantagesadvantagesdisadvantagesD/Patsight(Documentsagainstpayment)deliveryfirst,paymentafterwards;paymentagainstshippingdocumentsTheexpensesarenotsohigh.Theprocedureisnotsocomplicated.risksofbeingunabletocollectpaymentforbusinesspartnerswhotrusteachotherCargowillsurelybereceivedaslongaspaymentismade.Theexpensesarenotsohigh.Theprocedureisnotsocomplicated.TTaftershipmentdeliveryfirst,paymentafterwardsTheexpensesareverylow.Theprocedureisnotcomplicatedatall.Itisfasttocollectpayment.risksofbeingunabletocollectpaymentThecontractvalueisnotsolarge.littlerisksTheexpensesareverylow.Theprocedureisnotcomplicatedatall.forbusinesspartnerswhotrusteachotherComparisonandContrastofDifferentTermsofPaymentTermsof

paymentPart

1.PaymentanddeliverysequencePart

2.forexportersPart3.

forimportersPart

4.WhentobeusedadvantagesdisadvantagesadvantagesdisadvantagesTTaftershipmentdeliveryfirst,paymentafterwardsTheexpensesareverylow.Theprocedureisnotcomplicatedatall.Itisfasttocollectpayment.risksofbeingunabletocollectpaymentThecontractvalueisnotsolarge.littlerisksTheexpensesareverylow.Theprocedureisnotcomplicatedatall.forbusinesspartnerswhotrusteachotherD/A30days(Documentsagainstacceptance)deliveryfirst,paymentafterwardsTheexpensesarenotsohigh.Theprocedureisnotsocomplicated.risksofbeingunabletocollectpaymentforbusinesspartnerswhotrusteachotherNorisksIttakeslongtimetocollectpayment.canenjoyfinancingadvantagesTheexpensesarenotsohigh.D/Patsight(Documentsagainstpayment)deliveryfirst,paymentafterwards;paymentagainstshippingdocumentsTheexpensesarenotsohigh.Theprocedureisnotsocomplicated.Itisfasttocollectpayment.risksofbeingunabletocollectpaymentforbusinesspartnerswhotrusteachotherCargowillsurelybereceivedaslongaspaymentismade.Theexpensesarenotsohigh.Theprocedureisnotsocomplicated.ComparisonandContrastofDifferentTermsofPaymentTermsof

paymentPart

1.PaymentanddeliverysequencePart

2.forexportersPart3.

forimportersPart

4.WhentobeusedadvantagesdisadvantagesadvantagesdisadvantagesIfyouagreetodobusinesswiththiskindofpaymentterms,usuallyyouneedtoapplyforacreditlimitfromtheSinosuretoensurethatyouwillgetthepaymenteveniftheimporterfailstopay.Theprocedureisnotsocomplicated.D/A30days(Documentsagainstacceptance)deliveryfirst,paymentafterwardsTheexpensesarenotsohigh.Theprocedureisnotsocomplicated.risksofbeingunabletocollectpaymentforbusinesspartnerswhotrusteachotherNorisksTheprocedureisnotsocomplicated.risksofbeingunabletocollectpaymentIttakeslongtimetocollectpayment.canenjoyfinancingadvantagesTheexpensesarenotsohigh.Ifyouagreetodobusinesswiththiskindofpaymentterms,usuallyyouneedtoapplyforacreditlimitfromtheSinosuretoensurethatyouwillgetthepaymenteveniftheimporterfailstopay.L/Catsight(Letterofcredit)deliveryfirst,paymentafterwards;paymentagainstshippingdocumentsPaymentwillbecollectedaslongastheL/Canddocumentsareinexactcompliancewitheachother.forlargeordersorbusinesspartnerswhodonottrusteachotherCargowillsurelybereceivedaslongaspaymentismade.Theprocedureiscomplicated.risksofbeingunabletocollectpaymentwhendiscrepanciesbetweenL/Canddocumentshavebeenfound.Payfeestothebankwhenhandlingshippingdocuments.(例如：交单费，融资费）Theexpensesarehigh.D/Patsight(Documentsagainstpayment)deliveryfirst,paymentafterwards;paymentagainstshippingdocumentsTheexpensesarenotsohigh.Theprocedureisnotsocomplicated.Itisfasttocollectpayment.risksofbeingunabletocollectpaymentforbusinesspartnerswhotrusteachotherCargowillsurelybereceivedaslongaspaymentismade.Theexpensesarenotsohigh.Theprocedureisnotsocomplicated.ComparisonandContrastofDifferentTermsofPaymentTermsof

paymentPart

1.PaymentanddeliverysequencePart

2.forexportersPart3.

forimportersPart

4.WhentobeusedadvantagesdisadvantagesadvantagesdisadvantagesTTbeforeshipmentpaymentfirst,deliveryafterwardslittlerisks

Theexpensesareverylow.RisksofbeingunabletoreceivethecargoThecontractvalueisnotsolarge.

forbusinesspartnerswhotrusteachother

Itisusuallyusedfordownpayment.Theexpensesareverylow.

Theprocedureisnotcomplicatedatall.

Theprocedureisnotcomplicatedatall.

canenjoyfinancingadvantages

Itisfasttocollectpayment.

TTaftershipmentdeliveryfirst,paymentafterwards

Theexpensesareverylow.risksofbeingunabletocollectpaymentlittlerisks

Thecontractvalueisnotsolarge.

forbusinesspartnerswhotrusteachotherTheprocedureisnotcomplicatedatall.

Theexpensesareverylow.

Itisfasttocollectpayment.

Theprocedureisnotcomplicatedatall.

D/Patsight(Documentsagainstpayment)deliveryfirst,

payment

afterwards;paymentagainstshippingdocumentsTheexpensesarenotsohigh.risksofbeingunabletocollectpaymentCargowillsurelybereceivedaslongaspaymentismade.

forbusinesspartnerswhotrusteachotherTheprocedureisnotsocomplicated.

Theexpensesarenotsohigh.

Theprocedureisnotsocomplicated.

D/A30days(Documentsagainstacceptance)

deliveryfirst,paymentafterwards

Norisks

forbusinesspartnerswhotrusteachotherTheexpensesarenotsohigh.risksofbeingunabletocollectpaymentcanenjoyfinancingadvantages

Theprocedureisnotsocomplicated.risksofbeingunabletohavethecargobackwhenthebuyerrefusestopayTheexpensesarenotsohigh.

Ittakeslongtimetocollectpayment.

Ifyouagreetodobusinesswiththiskindofpaymentterms,usuallyyouneedtoapplyforacreditlimitfromtheSinosuretoensurethatyouwillgetthepaymenteveniftheimporterfailstopay.

Theprocedureisnotsocomplicated.

L/Catsight(Letterofcredit)deliveryfirst,

payment

afterwards;paymentagainst

shipping

documents

PaymentwillbecollectedaslongastheL/Canddocumentsareinexactcompliancewitheachother.risksofbeingunabletocollectpaymentwhendiscrepanciesbetweenL/Canddocumentshavebeenfound.Cargowillsurelybereceivedaslongaspaymentismade.

Theprocedureiscomplicated.

forlargeordersorbusinessPartnerswhodonottrusteachother

Payfeestothebankwhenhandlingshippingdocuments.(例如：交单费，融资费）

Theexpensesarehigh.ComparisonandContrastofDifferentTermsofPaymentComparisonandContrastofDifferentTermsofPaymentTermsof

paymentPart

1.PaymentanddeliverysequencePart

2.forexportersPart3.

forimportersPart

4.Whentobeusedadvantagesdisadvantagesadvantagesdisadvantages

A.getthegoodsheorderedB.beabletopayforthegoodsC.getthetrustoftheexporterD.findasuitablepaymentmethodTheriskforanimporterinabusinesstransactionisthathemaynot_______

.Activity2Whichoneismorefavorable?1.Choosethebestanswersforthefollowingquestions.

Anexporterwillsuffergreatlossiftheimporterdefaults.Theunderlinedwordmeans

.A.makesmistakesB.forgetsC.failstopayD.disappears12CAWhichofthefollowingtermsofpaymentisrelativelysafeandfairforbothimportersandexporters?_______A.L/CB.T/TC.D/P30daysD.D/A30days3A

WhydosomanyimportersandexportersprefertouseT/T?_______A.Itissafeandthecostislow.B.Itisprofitable.C.Itisfasttocollectpaymentandthecostislow.D.Itensurestimelyandfullpaymenttotheexporter.C4

D/Patsightrequires_______.A.immediatepaymentwhendocumentsarepresentedtotheimporterB.paymenttobecollectedaftertheimporterreceivesthecargoC.paymentmadebythebankD.paymentmadebytheshipper

IfthepaymenttermisD/A30daysaftersight,whichofthefollowingstatementsisNOTtrue?_______A.Theimportercangettheshippingdocumentsaslongashepromisestopaywithin30days.B.Theimporterdoesn’tneedtopaywhenthedocumentsarebeingpresentedtohim.C.Theimportercangetthecargoaslongasheacceptsa30-daydraftdrawnuponhim.D.Theimporterwon’tgetthecargountilhemakespayment.56AD

Iftheexporterandtheimporterdonotknoweachotherwellandarelocatedincountriesthousandsofmilesapart,whichofthefollowingtermsofpaymentisthesafestfortheexporter?_______A.byD/PatsightB.by30%T/Tinadvance,70%D/PC.by30%prepay,30%uponbillofladingreceiptand40%uponlandedD.byanirrevocableL/Catsight

IfpaymentismadebyirrevocableL/C,theexporterisguaranteedtogetpaidunless_______.A.thegoodsaredamagedB.theshipisdamagedC.theimporterisbankruptD.theopeningbankisbankrupt78DD

Taketheroleoftheexporter.Readthefollowingpairsofpaymentmethodsandchoosethemorefavorableonesfortheexporter.(1)a.D/A30daysb.D/Patsight(2)a.D/Patsightb.D/P30daysaftersight(3)a.D/Patsightb.L/Catsight(4)a.L/Catsightb.L/C30daysaftersight(5)a.30%inadvance,balancebeforeshipmentb.30%inadvance,balanceagainstB/L(6)a.30%inadvance,balanceagainstB/Lb.30%inadvance,balanceagainstthecopyofB/L(7)a.30%inadvance,60%beforeshipmentand10%within10daysafterreceiptofgoodsb.30%inadvance,balancebeforeshipment(8)a.30%inadvance,balanceagainstthecopyofB/Lb.30%deposit,30%whengoodsarriveattheportofdischarge,and40%within30dayswhengoodsarriveatthewarehouse(9)a.30%inadvance,balancetobepaidwithin10daysafterreceiptofgoodsb.30%inadvance,balancetobepaidwithin10daysaftershipdate9b.D/Patsighta.D/Patsightb.L/Catsighta.L/Catsighta.30%inadvance,balancebeforeshipmentb.30%inadvance,balanceagainstthecopyofB/Lb.30%inadvance,balancebeforeshipmenta.30%inadvance,balanceagainstthecopyofB/Lb.30%inadvance,balancetobepaidwithin10daysaftershipdate2.Logontothefollowinge-businesssitesandfindoutthecommonly-usedpaymentmethodsone-businessplatforms.

3.Readthesixcasesbelowandmakedecisionswhethertoacceptthepaymenttermsornotforeachcase.Choosethefactorsyouhaveconsideredwhilemakingdecisions.

FactorsforconsiderationA.ordervalueB.expensesC.buyer’sreputationD.previouscooperationE.markettrendF.exchangerateG.experienceofdealingwithL/CH.thestabilityandsafetyofthecustomer’sregionI.seller’sreputationCase1

ThesellerhasreceivedthefirstorderfromabuyerintheUSA.ThetotalvalueisaboveUSD95,430andthebuyerwantstomakepaymentbyL/C30daysaftersight.Ifyouweretheseller,wouldyouacceptit?Factorsconsidered:___________________________.Case2

ThesellerhasjustreceivedthefirstorderfromanewclientandtheordervalueisUSD9,000.ThesellerisaskingforpaymenttobemadebyL/Catsight.Ifyouwerethebuyer,wouldyouacceptit?Factorsconsidered:___________________________.Case3

ThesellerhasjustreceivedanorderwiththevalueofUSD30,000fromanoldcustomerwhohasplacedrepeatedorders.Thecustomerusedtopayby100%T/Tbeforeshipment,butthistimehewantsthepaymenttobemadebyD/A30days.Ifyouweretheseller,wouldyouacceptit?Factorsconsidered:___________________________.AFGABGACDFHCase4

ABCCompanyisspecializinginmanufacturingChristmasgifts.SinceSeptember,thecompanyisreceivingmanyordersfromcustomersinEuropeandNorthAmerica.ABCCompanyisaskingforpaymenttobemadebyT/Tbeforetheshipmentofgoods.Ifyouwerethebuyer,wouldyouacceptit?Factorsconsidered:___________________________.Case5

FebruaryisusuallytheslackseasonforABCCompanyspecializinginmanufacturingpartydecorationandChristmasgifts.ThecompanyhasjustreceivedanorderfromabuyerwhoisaskingforpaymenttobemadebyT/T10daysaftertheB/Ldate.Ifyouweretheseller,wouldyouacceptit?Factorsconsidered:___________________________.Case6

Asellerhasjustreceivedanorderfromaregionwhereitisnotstableandsaferightnow.ThecustomerisaskingforpaymenttobemadebyD/Patsight.Ifyouweretheseller,wouldyouacceptit?Factorsconsidered:___________________________.CHACDEFHEIActivity3Replyingcustomers’paymentrequestsPrepareforgroupworkReadthefollowingemailswrittenbytheimporteraskingformorefavorabletermsofpayment.Taketheroleoftheexporter,analyzethepossiblerisks,advantagesandrelevantbackgroundinformationabouttheimporterandfillouttheanalysisform.Decidewhethertoaccept,declineorputforwardacompromisedtermsofpayment.Supportyourdecisionwithreasons.Writeareply.Readthesamplereplyattheendoftheunitandcompareitwithyourreply.12345ToSubjectDearMr.Deng,Enclosedpleasefindourorderforyournewpaints.Weareinurgentneedofseveraloftheitems,pleaseshiptheorderassoonasyoucan.Inthepast,wehavedealtwithyouonsightcreditbasis.Now,wewouldliketoproposeadifferentwayofpayment,i.e.,whenthegoodspurchasedbyusarereadyforshipmentandthefreightspacebooked,youcableusandwewillpayyouthefullamountbyT/T,sothatwecanassureourbuyersofthetimeofdeliveryandsavealotofexpensesonopeningtheL/C.Re.:PINo.478fornewpaintsdengxin@Email1Itwillnotmakemuchdifferencetoyoubutwouldfacilitateoursales.Wehopeyouwillgrantourrequest.Awaityourfavorablereply.Bestregards,AlexanderTunkToSubjectItwillnotmakemuchdifferencetoyoubutwouldfacilitateoursales.Wehopeyouwillgrantourrequest.Awaityourfavorablereply.Bestregards,AlexanderTunkRe.:PINo.478fornewpaintsdengxin@Email1DearMr.Deng,Enclosedpleasefindourorderforyournewpaints.Weareinurgentneedofseveraloftheitems,pleaseshiptheorderassoonasyoucan.Inthepast,wehavedealtwithyouonsightcreditbasis.Now,wewouldliketoproposeadifferentwayofpayment,i.e.,whenthegoodspurchasedbyusarereadyforshipmentandthefreightspacebooked,youcableusandwewillpayyouthefullamountbyT/T,sothatwecanassureourbuyersofthetimeofdeliveryandsavealotofexpensesonopeningtheL/C.Importer’sreasons(1)Isheanewcustomeroroldcustomer?(2)Didtheexportergetpaymentsuccessfullyforthepreviousdeals?(3)Arehisreasonsforchangingthepaymentmethodacceptable?MethodofpaymentproposedbytheimporterAnalysisFormforEmail1Importer’sbackgroundinformationPaymentbyT/Twhenthegoodsarereadyforshipmentandthefreightspacebooked.TheycanassuretheirbuyerthetimeofdeliveryandsavetheexpensesforopeninganL/C.Oldcustomer.YesYesRiskanalysisAdvantagesfortheexporterExporter’sdecisionExporter’sreasons(7)Whatbenefitswillthisnewpaymentmethodbringtotheexporter?A.Accept

B.Decline

C.

Compromise(4)Whenwilltheexportergetthepayment,beforeshipmentoraftershipment?(5)Whatkindoflosswilltherebeiftheimporterrefusestopay?(6)Cantherisksbeundertheexporter’scontrol?(open)Theexportercangetpaymentearlier.BeforeshipmentTheexporterstillhasthegoods,butneedtosellthemtoanotherbuyer.YesAnalysisFormforEmail1ToSubjectDearMary,Wewishtoplacewithyouanotherorderfor10,000sewingmachines.Afterlong-termcooperationwithyou,we’dliketoaskforeasiertermsofpayment.Ourpaymenttermswithothervendorsarenet30daysornet60daysaftertheshipmentdate,sowewouldliketopayyoubyD/A30days.Weshouldbegratefulifyoucouldgrantusthesameterms.Awaityourfavorablereply.Bestregards,CrystalRe.:OrderNo.123forsewingmachinesmary@Email2Importer’sreasonsImporter’sbackgroundinformation(1)Isheanewcustomeroroldcustomer?(2)Didtheexportergetpaymentsuccessfullyforthepreviousdeals?(3)Arehisreasonsforchangingthepaymentmethodacceptable?MethodofpaymentproposedbytheimporterAnalysisFormforEmail2D/A30daysTheypayothervendorsbynet30daysornet60days.Oldcustomer.YesopenRiskanalysisAdvantagesfortheexporterExporter’sdecisionExporter’sreasons(7)Whatbenefitswillthisnewpaymentmethodbringtotheexporter?A.Accept

B.Decline

C.

Compromise(4)Whenwilltheexportergetthepayment,beforeshipmentoraftershipment?(5)Whatkindoflosswilltherebeiftheimporterrefusestopay?(6)Cantherisksbeundertheexporter’scontrol?(open)(open)AftershipmentTheexporterwilllosethegoodsandwon’tgetthepaymentNoAnalysisFormforEmail2(open)LanguagePractice1.TranslatethefollowingtermsintoEnglish.30天承兑交单即期付款交单30天远期付款交单承兑的、不可撤销的即期信用证预付款余款全款不可撤销的45天远期信用证12345678D/A30daysD/PatsightD/Pafter30dayssightconfirmedandirrevocableL/CatsightirrevocableL/Cafter45dayssightpaymentinadvancethebalancethefullpayment30%预付款，余款发货前付清30%预付款，余款见提单付清30%预付款，余款见提单副本付清30%预付款，余款货到后十天内付清30%预付款，余款在提单日后十天内付清111213141530%TTinadvance,thebalancetobepaidbeforedelivery30%TTinadvance,thebalancetobepaidagainstB/L30%TTinadvance,thebalancetobepaidagainstthecopyofB/L30%TTinadvance,thebalancetobepaidwithin10daysafterthereceiptofgoods30%TTinadvance,thebalancetobepaidwithin10daysaftertheB/Ldate2.TranslatethefollowingsentencesintoEnglish.我们公司的政策是30%的预付款，尾款发货前付清。1Itisourcompanypolicytoacceptpaymentby30%depositandthebalancetobepaidbeforeshipment.我们建议30%的预付款，余款采用不可撤销的信用证（30%前TT+70%irrevocableL/C）2Wepropose30%downpaymentandthebalancetobepaidbyanirrevocableL/C.我们公司的政策是前TT30%，余款见提单副本后付清。3Ithasbeenourcompanypolicytoworkon30%depositandthebalancetobepaidagainstthecopyofBillofLading.我们只能接受货到20天内支付40%货款，而不是您所要求的70%。4Wecanonlyacceptapaymentof40%within20daysafterthereceiptofthegoods,butnot70%asyouhaverequested.因为这款是新产品，为了促进销售，我们同意D/A30天。5Asthisisanewmodel,inordertohelpyoupushthesalesofit,weagreetoacceptpaymentbyD/A30days.我们同意您的建议。6Weagreetoyourproposal.我们考虑了您的建议，但是很遗憾不能接受。因为我们没有关于贵公司的足够的信用证明。7Wehaveconsideredyourproposal,butregrettosaythatwecannotacceptitbecausewedonothavesufficientcreditinformationofyourcompany.如您所说，在之前的合作过程中，贵公司已经证明了自己的信用状况。因此我们同意接受您更改付款方式，但是仅此一次。8Asyouhavementioned,youhaveprovenyourcreditduringthepreviouscooperation.Wethereforeagreetothechangesinpaymentmethod,butforthistimeonly.对于今后的交易，如果订单金额超过30000美金，我们只接受L/C。9Forfurthertransactions,ifthevalueofordersexceedsUSD30000,wecanonlyacceptL/C.Emailsandexperiencefromprofessionalsininternationaltrade1.Readtheemailbelowandanswerthequestion.ToSubjectDearSheila,HereIwouldliketotalkmoreaboutthepaymentterms.Inotedthatyourtermsarenet60daysuponreceiptofgoodsforothervendors.I’mafraidthatitisunacceptableforusnow.Maybewewilltryinthefutureasourbusinessgrows.Ourusualpaymentterms:30%prepay—30%uponthereceiptofbilloflading—40%uponlanded,whichisfairforbothofus.Iunderstandthatyouaskformorefavorablepaymenttermsasyourbusinessgrows.Wewouldliketoshowoursincerityandtodeepenourcooperationwithyouinthecomingyears.IdiscussedeverythingwithFrankandhehasdecidedthefollowingpaymenttermsoptionsforyou:Option1:30%prepay—30%uponlanded—40%30daysuponreceiptofgoods(30%deposit,30%whengoodsarriveattheportofdischarge,40%within30days