国际商务函电（第二版）unit8 Payment

,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,国际商务函电第二版,主编：李宏亮,出版社：对外经济贸易大学出版社,Unit 8,Payment,国际商务函电第二版,Study Aims, 应知目标,1. To know three main terms of payment and their procedures.,2. To know the knowledge of “Lead in Part.,3. To know the knowledge of “Business Link Part.,应会目标,1. To be able to translate these terms of payment and procures.,2. To be able to write a letter of payment.,Contents,V,Task Practices,IV,Cases study,III,Key Sentence Patterns,II,Writing skills,I,Lead-in,V,I,Business Link,V,I,I,More to,Practice,Part I Lead in,Payment is an important issue in international trade. No export transaction can be regarded as successful until the money has been paid for the goods delivered overseas, and the proceeds have been safely credited to the exporters account.,In international trade, there are major modes of payment that the buyers may adopt namely remittance, collection and letter of credit (L/C).,Payment sometimes is made by collection or remittance. These two modes of payment rely on commercial credit between sellers and buyers. Remittance means the buyer send the payment through bank or other forms to the receiver initiatively. It is divided into three forms of mail transfer (M/T), telegraphic transfer (T/T) and demand draft (D/D). Collection means the creditor issues the bill of exchange and entrusts the bank to collect the payment of the shipment. It has two forms: one is documents against payment (D/P), and the other documents against acceptance (D/A).,L/C is used in cases where the exporter wishes to avoid the risk, and it involves a guarantee of the bank opening the L/C. It is one of the most common forms of payment in international business. A letter of credit is a document issued by a bank (issuing bank) stating its commitment to pay the seller a stated amount of money on behalf of the buyer as long as the seller meets very specific terms and conditions. Letters of credit are more formally called documentary letters of credit, and are with different types.,Part II,Writing skills,Step 1: To mention the contract, goods, etc.,Step 2: To suggest the terms of payment,Step 3: To give out the reason,Step 4: To wish the reader to accept,Part III,Key Sentence Patterns,1.After careful study of your proposal, we agree to D/P payment terms for this contract.,2.For future transactions D/P will only be accepted if the amount involved for each transaction is below $5000.,3.If the amount exceeds that figure, payment by L/C will be required.,4.The consignment 245 will leave Ningbo by S.S. Kunlun, due to arrive at Port Klang sometime in late February.,5.We have drawn on you at 60 days and passed the draft and shipping documents to our branch.,Part III,Key Sentence Patterns,6.The documents will be presented to you by the Citi Bank against your acceptance of the draft.,7.We would appreciate it very much if you could ship the goods to us on T/T basis.,8.Payment by confirmed, irrevocable L/C payable by draft at sight is convenient for us.,9.On receipt of L/C we shall make the necessary arrangement for the shipment of your order.,10.Any request for further assistance or information will receive our immediate attention.,Part IV,Cases study,Case,1,Business background,Senders information:,Name:,Jack,Company:,Hangzhou Hollway Trade Co., Ltd.,Add:,118 Wensan Rd Hangzhou, Zhejiang, P.R.China 310000,Tel:,0086-571-82826266,Fax:,0086-571-82826267,Website:,Email:,Business scope:,foodstuff, kitchenware, flower pots,Overseas markets:,Europe, America, Asia, South America,Part IV,Cases study,Case,1,Business background,Recipients information:,Name:,Mary,Company:,Southafrican Sunflower Trade Co., Ltd.,Add:,227 Long St Capetown, South Africa,Tel:,27-21-3456666,Fax:,27-21-3456667,Website:,Email:,Business scope:,foodstuff ,kitchenware,Overseas markets:,America, Europe, Asia, Africa,Part IV,Cases study,Case,1,Task description,Jack of Hangzhou Hollway Trade Co., Ltd (herein called B Co., ltd) contacts Mary, manager of Southafrican Sunflower Trade Co., Ltd. (herein called A Co., ltd) on the net. He will send an email to Mary for asking for T/T payment term for waists under No.666 Order with total value of US$ 15600 .,Hints, mention the contract No, total value and products, express thanks for T/T payment, wish to get an early reply,Case,1,Specimen letter 1,Key:,From: jackabchotmail (A Co., Ltd.),To: (B Co., Ltd.),Date: Dec 5, 2021,Subject: ask for T/T payment,Attachment:,Dear Mary:,Reference is made to your contract No. 888 covering coffee pots in the amount of US$15 600.,As it is less than US$20,000 in value, we would appreciate it very much if you could ship the goods to us on T/T basis.,We hope you will accommodate us in this respect and look forward to your favorable reply soon.,Yours sincerely,Jack,manager,Part IV,Cases study,Case,2,Business background,Senders information:,Name:,Mike,Company:,Guangzhou Med International Trade Co., Ltd.,Add:,298 Liuhua Rd Guangzhou, Guangdong, P.R.China 318000,Tel:,0086-20-68886666,Fax:,0086-20-68886667,Website:,Email:,Business scope:,household appliances,Overseas markets:,Japan, Korea, Africa,Part IV,Cases study,Case,2,Business background,Recipients information:,Name:,Johnson,Company:,Japan NKK Trade Co., Ltd.,Add:,227 Long St Capetown, Japan,Tel:,0086-21-3456666,Fax:,0086-21-3456667,Website:,Email:,Business scope:,shoes, garments,Overseas markets:,America, Europe, Asia,Part IV,Cases study,Case,2,Task description,Mike, a sales manager of Guangzhou Med International Trade Co., Ltd. (herein called C Co., ltd) got an email from Japan NKK Trade Co., Ltd. (herein called D Co., ltd) last week asking for payment terms. He will send an email to Johnson for giving a reply.,Hints, thank for the customers first order, confirm payment terms, express desire of further cooperation, wish to get an early reply,Case,2,Specimen letter 2,Key:,From: coolmikehotmail (C Co., Ltd.),To: (D Co., Ltd.),Date: June 8, 2021,Subject: L/C payment,Attachment:,Dear Johnson:,Were glad to place an initial order with you,As to our terms of payment, it is usually required to be made by an irrevocable letters of credit, payable by draft at sight, reaching us 30 days ahead of shipment, remaining valid for negotiation in China.,We hope the above payment terms will be acceptable to you and expect more business opportunities.,Look forward to receiving your confirmation ASAP.,Yours Sincerely,Mike,C Co., Ltd.,Part V Task Practice,Task 1,ABC Co is an import and export company of Electronic computer and accessories and has enjoyed a good reputation.,Clark, a sales manager of ABC Co got an email from BCD Co., Ltd. last week asking for D/P payment. He will send an email to Johnson for giving a favorable reply.,You are required to send an email to BCD Co., Ltd as the role of Clark, according to the following tips.,Description,Requirements,Part V Task Practice,Task 1, inform the customer of receiving requirement for D/P payment, agree to the payment terms, state ones usual payment by L/C, only value below $5000 by D/P, wish to get more further business opportunities,Tips,Part V Task Practice,Task 1,Dear Sir or Madam:,We have received your email of Feb 5, asking for D/P terms of payment.,Considering long term business relationship, we agree to D/P payment terms for this contract. However, we consider it advisable to make it clear that for future transactions D/P will only be accepted if the amount involved for each transaction is below $5000. If the amount exceeds that figure, payment by L/C will be required.,Thank you very much for your cooperation and welcome further business opportunities.,Yours,faithfull,y,Clark,ABC Co., Ltd.,Suggested answer for Task 1,Part V Task Practice,Task,2,B Co., Ltd is an importer of foodstuff in Shanghai, China.,Mary , a foreign salesperson of B Co., Ltd. has received an email from A Co., Ltd asking for D/A payment terms. She will send an email to A Co., Ltd. informing the buyer of her usual practice of payment by L/C or D/P at sight .,You are required to reply an email to A Co., Ltd. as the role of Mary, according to the following tips.,Description,Requirements,Part V Task Practice,Task,2, thank for email from A Co., Ltd., express the understanding of A Co., Ltd., state the payment requirements, wish to get an early reply,Tips,Part V Task Practice,Task,2,Dear Sir or Madam:,Thank you for your email of Jan, 8 asking for payment by D/A 30 days.,Unfortunately, we regret to be unable to accept it.,Payment by irrevocable L/C payable by draft at sight or D/P is convenient for us. We are now awaiting the arrival of your L/C, on receipt of which we shall make the necessary arrangements for the shipment of your order. Any request for further assistance or information will receive our immediate attention.,Yours Sincerely,Mary,B Co., Ltd.,Suggested answer for Task 2,Part VI,Business Link,支付方式,出口商为了适应国际间剧烈的竞争，竞相采用各种灵活的贸易方式以扩大出口，特别是在支付条款方面，给予国外进口商以各种优惠待遇。目前出口商较常用的支付方式有：,1信用证支付(L/C payment)，其缺点是进口商的费用负担大。进口商到银行开立信用证，不但要付银行手续费，而且要先付垫头(Margin)，损失利息。一般来说，这对扩大外销不利，但收汇相当稳妥。采用信用证支付方式，为了适应竞争，出口商常在价格上给予优惠。,2付款交单(D/P)，进口商不开信用证，由出口商开出汇票连同装运单证通过银行向进口商收款，进口商必须付清货款才能取得单证。这种方式属于托收(Collection)方式，也有人把这种方式称作现金支付(on a cash basis)。,3承兑交单(D/A)，这也属于托收方式。由出口商开具汇票(Draft)连同装运单证通过银行托收。进口商只须承兑汇票即可取得单证。汇票是远期的，有30/60/90/120天期等。进口商在汇票到期日必须付款。在取得单证到付款日期间，进口商取得出口商的商业信用(Commercial Credit)。,4赊账方式(Open Account Terms)，出口商将货物赊销给进口商，双方订立契约，说明每季度/半年/年度结算一次，这种方式风险很大。,Part VI,Business Link,汇票,汇票是出票人签发的，委托付款人在见票时或者在指定日期无条件支付确定的金额给收款人或者持票人的票据。从以上定义可知，汇票是一种无条件支付的委托，有三个当事人：出票人、付款人和收款人。,按出票人不同，可分成银行汇票和商业汇票。银行汇票，出票人是银行，付款人也是银行。商业汇票，出票人是企业或个人，付款人可以是企业、个人或银行。,按是否附有包括运输单据在内的商业单据，可分为光票和跟单汇票。光票指不附带商业单据的汇票。银行汇票多是光票。跟单汇票指附有包括运输单据在内的商业单据的汇票。跟单汇票多是商业汇票。按付款日期不同，汇票可分为即期汇票和远期汇票。,Part VI,Business Link, 信用证操作过程简介:,1进口商和出口商之间签订一个商品买卖合同。,2进口商向银行开证行递交保证金按合同条款申请开立信用证。信用证内容要求与合同条款一致，如果不同以信用证为准。,3经银行开证行审核同意开证，银行收取开证费。信用证由开证行用SWIFT等方式到进口商所在地的通知行。,4通知行通知出口商取信用证并收取通知费。,5出口商按信用证的要求出货和缮制单据。,6出口商将全套按L/C要求缮制的单据交银行议付行结汇。银行收取手续费并将单据寄开证行。,7开证行收到单据经审核无误，将货款汇到出口商银行议付行账户，并将单据交进口商，凭此单据清关提货。,Part VI,I,More to Practice,I. Translate the following business terms or expressions,1.,支付方式,2.,票汇,3.,托收,4.,汇付,5.,付款交单,6.,承兑交单,7.,装运单证,8.,汇票,9.,电汇,10.,不可撤销的信用证,Key,：,1. terms of payment 2. D/D (Demand Draft),3. collection 4. remittance,5. D/P (document against payment) 6. D/A (document against acceptance),7. shipping documents 8. draft,9. T/T (Telegraphic Transfer) 10. irrevocable L/C,Part VI,I,More to Practice,I,I,. Translate the following sentences into Chinese.,1.Our terms of payment are by a confirmed irrevocable letter of credit by draft at sight.,2.Since the total amount is so big and the world monetary market is rather unstable at the moment, we can not accept any terms of payment other than a Letter of Credit.,3.We would suggest that for this particular order you let us have a L/C, on receipt of which we shall ship the goods on the first available steamer.,4.In order to conclude the business, I hope youll meet me half way. What about 50% by L/C and the balance by D/P?,5.Id like to discuss the terms of payment with you. I wonder if you would accept D/A.,Key,：,1.,我们的支付方式是以保兑不可撤消的、凭即期汇票支付的信用证。,2.,因为这次交易额大，而且目前国际金融市场很不稳定，所以我们除接受信用证付款外，不能接受别的付款方式。,3.,此次订货，我们建议你们使用信用证。收到信用证后，我们将把货物装上第一条可定到的船。,4.,为了做成这批生意，希望双方都各让步一半。百分之五十以信用证 付款，百分之五十按付款交单怎么样？,5.,我想同你讨论一下付款条件。不知你能否接受承兑交单的方式。,Part VI,I,More to Practice,I,I,. Translate the following sentences into Chinese.,6.As we must adhere to our customary practice, we hope that you will not think us unaccommodating.,7.We have instructed our bank to open an irrevocable documentary letter of credit in your favor. The amount is $ 1,300.00.,8.Your request for T/T payment has been considered and we agree to grant you this facility.,9.Wed like you to accept L/C for this transaction and future ones.,10.We shall draw on you at 60 days sight the goods have been shipped. Please honor our draft when it falls due.,Key,：,6.,由于我们必须坚持我们的一贯做法，我们希望你不要认为我们是不肯通融的。,7.,我们已通知我方银行开立以你方为受益人的、不可撤消的、跟单信用证，其金额为一千三百美金。,8.,我们已经考虑过了你方电汇的要求，并同意给予你们这个方便。,9.,我们希望你们对这笔交易和今后的交易接受信用证付款方式。,10.,货物装运后，我们将向你方开出见票六十天内付款的汇票，请到期即付。,Part VI,I,More to Practice,II,I,. Translate the following sentences into English.,1.你想必知道我们要求即期信用证付款吧。,2.我们通常采用的付款方式是保兑不可撤销的信用证。,3.关于将来的经常性订货，你们能否同意采用远期信用证呢？,4.开立信用证会增加我们进口的本钱。,5.不可撤销的信用证会使你方出口商品得到银行的担保。,Key,：,1.You no doubt know we request payment by L/C available against draft at sight.,2.The terms of payment we usually adopt are confirmed and irrevocable letter of credit.,3.As for regular orders in future, could you agree to time L/C?,4.To open a L/C will add to the cost of our imports.,5.The irrevocable L/C gives your exports the protection of a bankers guarantee.,Part VI,I,More to Practice,I,II,. Translate the following sentences into English.,6.,由于我方向贵国出口一般采用即期信用证付款方式，这次也不能例外。,7.,开立信用证花费很大，这对我们这样的小公司来说，对资金周转影响太大，最好还是采用,D/P,或,D/A,付款方式。,8.,我方将开立以你为受益人的不可撤销信用证，在香港凭装运单据付款交单。,9.,我们通常采用不可撤销的信用证，凭装运单据结汇的付款方式。,10.,我方同意接受以见票,30,天后付款的信用证支付方式。,Key,：,6.,L/C at sight is normal for our export to your country, so we can hardly make any exception this time.,7. It is expensive to open a L/C and ties up the capital of a small company like ours. So its better for us to adopt D/P or D/A.,8. We shall open an irrevocable letter of credit in your favor, payable in Hong Kong against shipping documents.,9. We usually accept payment by irrevocable L/C payable against shipping documents.,10. We agree to accept L/C available by draft at 30 days sight.,Part VI,I,More to Practice,IV. Writing practice.,Please write a letter of asking for payment by D/P according to the following given information.,Senders information:,Name: Louis,Company: Greenpower Equipment Imp and Exp Co., Ltd,Email:,Products: Fuel Economizers,Recipients information:,Name: Alice,Company: Green Products Imp and Exp Co., Ltd.,Email:,Subject: the initial order,Date: Jan 8, 2021,Part VI,I,More to Practice,IV. Writing practice.,KEY,From: (Greenpower Equipment Imp and Exp Co., Ltd.),To: (Green Products Imp and Exp Co., Ltd.),Date: Jan 8, 2021,Subject: D/P payment,Attachment:,Dear Sir or Madam:,We refer to our Order No.567 for Fuel Economizers. As this order totals less than $3000, we would request that you agree to ship the goods to us on D/P basis. As you know, establishing a letter of credit charges much, and we would like to keep the costs down so that we may provide our customers with a reasonable price.,We hope that you will accommodate us in this respect and continue to supply us with products on the same basis.,We look forward to your reply.,Yours Sincerely,Louis,Greenpower Equipment Imp and Exp Co., Ltd.,Thank you,