商务英语谈判Project 8 Terms of 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,*,Project 8 Terms of Payment,Working Situation,Learning Goal,Pre-negotiation,In Negotiating,Post-negotiation,Working Situation,Suppose you(Miss Lin)are a clerk from Foreign Trade Department of Fujian Minfa Holdings Garments Imp.&Exp.Corp.Ltd.(Minfa Building,168 Hudong Road,Fuzhou).You and one of your clients,Ms More from Australian Textile Trading Company(320 Edward Street,Sydney,Australia)have negotiated for several rounds and have reached agreements on the following items.Tomorrow you are going to continue your negotiation on terms of payment.,Name of commodity:T-shirts,S/2,M/6,L/4,Quantity:S/2208pcs,M/6306pcs,L/4108pcs,Unit price:USD38.9 per pc CIF Sydney,Total amount:USD24,195.80,Learning Goal,1.To get acquainted with various ways of payment,especially those customarily used in the import and export situations.,2.To inquire,get and deal with the information in negotiating the terms of payment.,3.To learn how to negotiate terms of payment by both face-to-face and letter or e-mail.,Pre-negotiation-,Relevant Knowledge,Pre-negotiation,Practical Expressions-Common Terms,1.bill of exchange(draft,bill)汇票,2.drawer 出票人,3.drawee 受票人,4.payee 受款人,5.payment at sight 见票即付,6.payable days after sight 见票后天付,7.payable days after date 出票后天付,8.payable on a fixed date 定日付款,Pre-negotiation,Practical Expressions-Common Terms,9.bankers draft银行汇票/银行票据,mercial draft 商业汇票,11.clean bill 光票,12.documentary bill 跟单汇票,13.sight draft 即期汇票,14.time bill/usance bill 远期汇票,15.acceptance 承兑,16.general acceptance 一般承兑,Pre-negotiation,Practical Expressions-Common Terms,17.qualified acceptance 限制承兑,18.endorsement 背书,19.discounting 贴现,20.dishonor 拒付,21.promissory note 本票,mercial promissory note 商业本票,23.bank promissory note 银行本票,24.check/cheque 支票,Pre-negotiation,Practical Expressions-Common Terms,25.cash check 现金支票,26.transfer check 转账支票,27.remittance 汇付,28.remitter 汇款人,29.remitting bank 汇出行,30.paying bank 汇入行,31.Mail Transfer(M/T)信汇,32.Telegraphic Transfer(T/T)电汇,Pre-negotiation,Practical Expressions-Common Terms,33.Demand Draft(D/D)票汇,34.Cash on Delivery(COD)货到付款,35.Payment in Advance 预付货款,36.Cash with Order 随订单付现,37.Collection 托收,38.remitting bank 托收银行,39.collecting bank 代收行,40.presenting bank 提示行,Pre-negotiation,Practical Expressions-Practical Sentences,1.Would you like to have a talk with us about terms of payment?,现在我们来谈谈付款方式，好吗?,2.Whats your regular practice concerning terms of payment?,你们通常采用什么方式付款?,3.Is it at sight or after sight?,是即期还是远期?,4.The terms of payment we usually adopt are confirmed and irrevocable L/C.,我们通常采用的付款方式是保兑的、不可撤销的信用证。,5.To open an L/C will add to the cost of our imports.,开信用证会增加我们进口的本钱。,Pre-negotiation,Practical Expressions-Practical Sentences,6.We regret we cannot accept“cash against documents on arrival of goods at destination.,我方歉难同意“货抵目的地付款交单条款。,7.Since the amount involved is rather small,we agree to draw on you by documentary sight draft.,由于金额很小，我们同意向你方开出即期跟单汇票。,8.We are pleased to confirm that each shipment will be separately charged and that we shall draw on you for the invoice value.,兹确认，各次交货将分别向你方收款，并按发票金额向你方开具汇票。,Pre-negotiation,Practical Expressions-Practical Sentences,9.Im sorry to say the only terms of payment we can accept is 100%irrevocable documentary L/C.,很抱歉，我们只能接受100%不可撤销跟单信用证的付款条款。,10.Opening an L/C is not a problem.,开立信用证不成问题。,11.You always request us to open an L/C at sight,but the date of delivery is always 40 days after your receipt of the L/C.,你方一直要求我们开立即期信用证，可是交货期总是在你方收到信用证之后的40天。,12.L/C at sight is what we request for all our customers.,开立即期信用证是我们对所有客户的要求。,Pre-negotiation,Practical Expressions-Practical Sentences,13.The only thing I can do is to deliver the goods 20 days after we receive your L/C.,我方唯一能做的是收到贵方的信用证后20天发货。,14.Then I will put it in the L/C that goods shall be delivered 20 days upon your receipt of L/C.,那我将在信用证中写上你方在收到信用证后20天内交货。,15.It would help us greatly if you would accept D/A.,贵方假设能接受承兑交单付款方式，那么对我方帮助很大。,16.I wonder if you will accept D/P?,不知贵方能否接受付款交单方式?,Pre-negotiation,Practical Expressions-Practical Sentences,17.Its very difficult for us to accept your suggestion.,我们无法接受你的建议。,18.The L/C remains valid until the 15th day after shipment.,信用证在装船后15天内有效。,19.Your L/C must reach us 30 days before delivery.,你们的信用证一定要在交货前30天到达我方。,20.We propose to pay by Bill of Exchange at 30 days,documents against acceptance.,我们建议以见票30天付款的汇票承兑交单方式进行付款。,In Negotiating,-Negotiating by Letter,Sample Letter,1,A letter of requesting payment by D/P,Dear Miss Lin,Further to our letter of August 10 concerning your T-shirts,We would like to make payment on D/P basis.,We propose this method of payment as we can save the expenses of opening a Letter of Credit.This would decrease the cost of our import and whats more,to avoid having our funds tied up.We believe this will help our sales.We hope you will accommodate us in this respect and agree to our arrangement for payment.,We look forward to receiving your confirmation of our order.,Yours faithfully,Katherine Mor