商務(wù)英語函電Chapter 8 (3)

1、 WritingBefore writing a letter, you shouldp1. Understand your companys preference It is important to understand the usual payment terms of the company. Every company has its own practice to do business. p 2. Express the terms of payment clearly and accurately.p 3. Use the proper words to change the

2、 payment terms. If the expected payment terms are turned down, you should give some advice politely and give the reasons for the change.Writing tipsA letter focusing on negotiating payment terms by : 1. In the openning sentences: Mention the Contract No., Order No. goods, etc. 2. Suggest the spefici

3、c terms of payment and put forward the reason clearly;3. In the closing part: express your hope that the method of payment will be acceptable to your business partner and expectation for cooperation and an early reply.Writing tipsreply to such letters focusing on negotiating payment terms by : 1. In

4、 the openning sentences: state that you have received the letter. 2. Metion the method of payment your company usually adopts and give the reply of accepting or declining and suggested terms of payment; give the reasons.3. State your good will and your wish to do business with the importer. 寫信要點(diǎn)1.談及

5、合同或訂單下的貨物2.提出支付方式的要求和理由3.強(qiáng)調(diào)慣例的做法，請給予理解4.賣方同意買方要求，則表明希望相互通融，對(duì)對(duì)方的要求給予考慮以及對(duì)成功合作的意愿；賣方若拒絕買方要求，則表明自己的做法的必然性，合理性。Dear sirs or Madams, On 14 November we 寄去一份賬單 _ for services 提供的 _ to your office at the Lellie International Exposition. More than a month has now 過去 _, but we have not received payment or ack

6、nowledgement of our bill. Please 核查疏漏 _, and 匯寄賬款 _ at your earliest convenience.We look forward to future services to your coporation.Thank you for your prompt attention to this matter. Faithfully yours , submitted a billrenderedelapsedcheck this oversightremit paymentn Part one: state the fact tha

7、t we have not received the payment duly and urge the remittance of payment.n Part two: look forward for the future cooperation.n Part three: show thanks and urge again.Submit to submit report 遞交報(bào)告Head teachers yesterday submitted a claim for a 9 per cent pay rise. 校長們昨天提交了一份要求加薪 9%的聲明。RemitMany immi

8、grants regularly remit money to their families.很多移民定期給他們的家人寄錢。Render We are going to render them economic assistance. 我們打算向他們提供經(jīng)濟(jì)援助.The Hong Kong Badminton Association is invited to render referee services. .大會(huì)將邀請香港羽毛球總會(huì)提供裁判服務(wù).Sentence patterns請貴方核實(shí)是否疏漏并盡快匯寄賬款。 Please check this oversight, and remit

9、 payment at your earliest convenience.感謝貴方盡早回復(fù)/對(duì)此事及時(shí)處理。 Thank you for your prompt attention to this matter.Your kind and prompt attention of the issue will be highly appreciated.We will be grateful if you would give this matter your prompt attention.Your kindness in giving priority to the considerat

10、ion of the above request and giving us an early favorable reply will be highly appreciated.Sentence patternsGentlemanWith reference (A. of B.to ) your Order No.2376 and our S/C TJ-362, wed like to let you konw that these glass tables are ready for shipment. Please (A.remit B.submit ) the (A. reminde

11、r B.remainder ) payment 70% of the Invoice value; total is USD 5600.00 to our Account by T/T.Our bank is : Bank of China, TianJin (A. Branch B. Subbranch). Account No. 12010972569.Please send us your information after you have (A.effectedB.affected) remittance. Best regards,Yours truly,Urge Payment

12、Dear sirs, We have received your recent inquiry and are fully aware that we are 拖欠60天 _. We appreciate your patience and your willingness to help us 解決現(xiàn)狀 _. sixty days in arrears resolve this situationarrear n. 欠款；待完成的工作欠款；待完成的工作The current economy has had a negative effect on business growth. That,

13、 along with some short-term notes _, has caused a temporary 現(xiàn)金流動(dòng)困難 _ for our firm. We look forward to that flow being restored within the next two to three months as 期票得到償清 _ and some new products enter the market. cash flow crunchcoming duecrunch n. 困境困境the notes are satisfied Our 未付的 _ invoice _ U

14、S$3,760. Enclosed please find a check for US$ 1,000 to help 支付欠款 _. We anticipate paying you an additional US$ 1,000 each month for two months, and the 余額 _of US$ 760 by mid-July.Again, we appreciate your patience and _ and look forward to 繼續(xù)合作 _Sincerely yours,outstanding adj. 未償付的未償付的balance n. 余額

15、余額flexiblityoutstandingtotalssatisfy that debt balance our continued relationship. In arrears =in debt/ fall behind in The company finally paid the turnover tax in arrears. 這間公司終于補(bǔ)交了他們偷漏的營業(yè)稅。 The payments on that car loan are in arrears by three months. 購車貸款的償付被拖欠了三個(gè)月。 He is in arrears with his work

16、. 他工作落后。Outstanding adj（款項(xiàng)）未支付的，未結(jié)清的 The total debt outstanding is $70 billion. 未償債務(wù)總額達(dá)700億美元。You have to pay your outstanding bill. 你必須結(jié)清余賬。Phrases with similar meaning: owed as a debt;outstanding billsthe amount still owedundischarged debtsBalance（錢款的）剩余部分 The balance of an amount of money is what

17、 remains to be paid for something or what remains when part of the amount has been spent. They were due to pay the balance on delivery. 他們應(yīng)該在貨到時(shí)支付余額。Dear sirs or Madams, With regard to our S/C ST04-312, we _ _ your of the 20 February, enclosing a draft _ US$ 50, 000 to _. We have passed the amount _

18、 . Enclosed please find our 正式收據(jù)_, which we trust you will find 妥當(dāng)?shù)?_. Looking forward to your order again. Yours faithfully, have been duly in receipt of forbalance your accountto your credit 記入賬戶之貸方formal receiptin orderCould you find some special terms used in accounting in this letter?We have pa

19、ssed the amount to your credit. 記入貴方賬戶之貸方 我方賬戶中你方債務(wù)的減少。Effect Payment 請將合同總額的20%在2010年10月底前匯給賣方作為首期付款。 Please _ 20% of the contract value to the seller before the end of October 2010 as _. 請將貨款匯往中國銀行香港分行我方賬戶中國銀行香港分行我方賬戶，帳號(hào)為14236538，收款人為芝加哥XYZ公司。 Please send your _ to our account No.14236538 _Bank of

20、 China Hong Kong Branch _the XYZ Corporation (Chicago). remitdown paymentwith in favor of remittanceEffect Payment : 我方將以托收方式開出向你方支取的即期跟單匯票。 We will _ you by our documentary draft at sight _. draw on on collection basisEffect Payment 現(xiàn)寄上金額為3000美元的支票一張，以支付貴方2010年9月20日第ST123號(hào)發(fā)票的貨款，請查收。 Enclosed please

21、 find a check _US$ 3,000 _ your Invoice No.ST 123 of September 20, 2010. 請?jiān)诳鄢鄳?yīng)手續(xù)費(fèi)后，將貨款貸記我方賬戶。 Please _with the proceeds after deducting your_. forin settlement of credit our account chargesLetter 4 It is a letter claiming debts from the receiver because the exporter has received a bounced check in

22、the settlement. pay attention to the vocabulary about checks.Dear Sirs, We are sorry to inform you that your check No.224, dated on June 7, and 為我公司開具的_ our company 總價(jià)為 _US$ 376.68 is not good 有誤. The bank of Atlanta returned this check today 注明 _ _ Insufficient Funds.出于無奈 _ we now make this formal

23、approach and request you to send us immediately a 保兌支票 _ for US$ 376.67. 請盡快處理此事_ Sincerely yours, drawn toin the amount of the notationwith It is with reluctance thatcertified check We insist on your prompt attention to this matter.Effect Payment 請注意，如附件所示，貴公司賬戶已逾期，請及時(shí)寄付貨款。不勝感激。 Please note that yo

24、ur account, as shown on the attached statement, is_. Your _will be appreciated. past dueprompt remittance Dear Sirs, We are 收悉 _ your letter of 1 September 2010.我們通常采用信用證方式付款_ . 鑒于 _ your first order, we are prepared to accept payment by 即期付款交單 _ (or 30天遠(yuǎn)期付款交單 at 30 days sight) for the value of good

25、s shipped, but it should not be taken as a precedent 不可作為先例. For future transactions, payment by Letter of Credit will still be required. We are waiting for your early reply. Yours faithfully, in receipt of It is our usual practiceto make payment on L/C basisIn view of D/P at sightin receipt of 已已收到

26、收到貴方2015年5月4日詢盤收悉, 多謝.We are in receipt of your inquiry of May 4, 2015 for which we thank you. We hold the merchandise in readiness to ship upon receipt of your remittance. 我們?yōu)橘F方保留著這些已備齊的訂貨,待收到貴方匯款后即可裝運(yùn).in view of 由于， 鑒于； 基于鑒于你我雙方的長期貿(mào)易關(guān)系, 我們可以做成這筆交易. In view of our longstanding business relationship

27、, we can conclude the transaction. In view of our longstanding relations, we decide to reduce the price. 鑒于我們 長期 的業(yè)務(wù)關(guān)系, 我們決定降價(jià).Phrases with similar meaning: in consideration ofconsideringtake. into considerationtake. into accountaccept payment by選擇付款方式We accept payment by L/C . payment under D/A ter

28、ms. . your order on D/P basis. . L/C at 30 days 對(duì)你方這批試購的貨物，我們準(zhǔn)備接受付款交單方式付款。 We are prepared to accept payment for your trial order on D/P basis.p鑒于我們的長期業(yè)務(wù)關(guān)系，我們破例接受見票后30天議付的信用證。 In view of our long business relations, we will make an exception to our rules and accept L/C at 30 days.Translation Exercis

29、eTranslation Exercise作為特殊照顧，我們同意你方建議接受即期付款交單，但是這不應(yīng)視為先例。 As a special accommodation, we agree to your proposal and accept payment by D/P at sight, but this should not be regarded as a precedent.for the value of 用于支付的貨款p As agreed, we are drawing ( a draft ) on you for the value of the sample. 按照商定,對(duì)這

30、批樣貨的價(jià)款, 我們開出匯票向你方索取.p 我們將開出光票向你方索取這批樣貨的價(jià)款. We will draw a clean draft on you for the value of the sample. : 開信用證花費(fèi)很大，對(duì)我們這樣的小公司來說，對(duì)資金周轉(zhuǎn)影響太大。最好還是采用付款交單或是承兌交單付款方式吧。 Its expensive to open L/C and tie up the capital of a small company like ours. So its better for us to adopt D/P or D/A. u tie up 資金難以再動(dòng)用N

31、egotiation of Payment TermsExFill in the blanks with suitable prepositions As usual, _ the value of the goods we are drawing_you_60days_favor of the Bank of China and trust you will pay our draft_ presentationonatinonfor: 在一些特殊項(xiàng)目的進(jìn)口中，我方采用分期付款分期付款方式。 We adopt _for some special import items. 首期付款 down

32、 payment Negotiation of Payment Termsinstallment payment Related terms Deferred paymentProgressive paymentPayment in advancePayment at maturityCash with order (C.W.O)Pay on delivery (P.O.D)Cash on delivery (C.O.D)Pay bearer延期付款分期支付預(yù)付貨款到期付款隨訂單付現(xiàn)貨到付款交貨付現(xiàn)付給來人: 由于交易額甚小，希望貴方同意我方在收到單證以后以信匯方式付款。 As the val

33、ue of this order is rather small, we hope you would agree to our making payment by M/T after receipt of the documents. 我方建議以見票后見票后30天付款的匯票承兌交單天付款的匯票承兌交單，貴方若接受，請確認(rèn)。 We propose to pay by Bill of Exchange at 30 d/s, documents against acceptance. Please confirm if this is acceptable to you.Negotiation o

34、f Payment Terms: 為了做成這筆交易，我方準(zhǔn)備接受50%用信用證，余額部分用即期付款交單方式支付。 In order to_ , we are prepared to accept payment of 50% by L/C and the _ by D/P at sight. 為了今后的業(yè)務(wù)，我方同意不用即期信用證，而改用即期付款交單方式。With an eye to our future business, well agree to change the terms of payment from L/C at sight to D/P at sight. Negotiat

35、ion of Payment Termsconclude this transactionbalance : In view of the amount of this transaction being very small, we agree to draw on you a sight draft through a bank for the value of the goods ordered. 鑒于此批交易數(shù)量較少，我方通過銀行開出即期匯票，向你方支取所訂貨物的款項(xiàng)。 應(yīng)你方要求，我方破例接受即期付款交單方式，但下不為例。_, we _ accept delivery against

36、 D/P at sight, but this should not be regarded as a_. Negotiation of Payment TermsIn compliance with your requestexceptionallyprecedent: 十分遺憾地通知貴方，盡管我方非常渴望能夠?yàn)榘l(fā)展雙方貿(mào)易創(chuàng)造條件，但恕我方無法接受承兌交單方式。 We regret having to inform you that although it is our desire to pave the way for a smooth development of business

37、between us, we cannot accept payment by D/A. Negotiation of Payment Terms: 很抱歉通知貴方，所列付款方式與我方通常的貿(mào)易做法不符。We are sorry to inform you that the listed terms of payment do not correspond to our customary business practice. 我方歉難接受“貨抵目的港憑單付現(xiàn)貨抵目的港憑單付現(xiàn)”條款。 We regret we cannot accept Cash against Document on ar

38、rival of goods at destination.Negotiation of Payment Terms1. Please open an L/C immediately so that we can _ shipment in time. A. effect B. cover C. made D.ship2. Could you make an _ for us and accept D/P or D/A ? A. expect B. exception C. except D. expectation3. We have made _ that we would accept

39、D/P terms for your present order. A. clear B. it is clear C. that clear D. it clearChoose the best answer ABD4. You are kindly requested to _ this draft by signing on the back. A. accepted B. accepting C. acceptance D. accept 5. Please send us a cheque to settle the _. A. account B. accounting C. ac

40、countant D. accounts6. Your kindness _ granting us the term and confirming our orders will be highly appreciated. A. to B. with C. in D. on Choose the best answer DAC1. Exporter requires L/C Importer requests T/T Exporter agrees 2. Exporter requires L/C Importer requests Exporter suggests D/P at sig

41、htWriting and Translation艾莉西亞： 很高興收到你方對(duì)涼鞋及拖鞋的報(bào)價(jià)，得悉你方通常以保兌的不可撤銷的信用證支付。很遺憾地告知，我方無法接受你方的付款方式。 如你所知，在申請開證時(shí)，我方必須向銀行支付一定的押金。此外，目前銀行的利率非常高，以信用證方式支付確實(shí)使我方花費(fèi)很大。因此，我方提議用電匯。若你方能同意我方對(duì)該筆訂單以電匯形式預(yù)付30%的貨款，余額部分憑提單副本支付的話，我方將不勝感激。 希望你方能答應(yīng)我方的要求。隨附我方的最終訂單，請核實(shí)并寄最終形式發(fā)票以推進(jìn)交易。希望收到你方對(duì)訂單的確認(rèn)及同意我方關(guān)于支付方式的建議。商祺/ 杰瑞米1 (1)艾莉西亞： 很高興收

42、到你方對(duì)涼鞋及拖鞋的報(bào)價(jià)，得悉你方通常要求以保兌的不可撤銷的信用證支付。很遺憾地告知，我方無法接受你方的付款方式。Dear Alicia,We are pleased to receive your offer for sandals and slippers, knowing that you normally require payment by confirmed and irrevocable L/C at sight. We regret to inform you that we are unable to accept your terms of payment. 如你所知，在申

43、請開證時(shí)，我方必須向銀行支付一定的押金。此外，目前銀行的利率非常高，以信用證方式支付確實(shí)使我方花費(fèi)很大。因此，我方提議用電匯。若你方能同意我方對(duì)該筆訂單以電匯形式預(yù)付以電匯形式預(yù)付30%的貨款的貨款，余額部分憑提單副本支付余額部分憑提單副本支付的話，我方將不勝感激。As you may know, when applying for the establishment of L/C, we have to pay a deposit in the bank. Besides, the bank interest is very high at present. It has really co

44、st us a great deal on L/C basis. So we would like to propose telegraphic transfer (T/T). We shall appreciate it if you will allow us to pay 30% of the total value for this order in advance by T/T and the balance against B/L copy. Negotiation of Payment Terms 希望你方能答應(yīng)我方的要求。隨附我方的最終訂單，請核實(shí)并寄最終形式發(fā)票以推進(jìn)交易。希

45、望收到你方對(duì)訂單的確認(rèn)及同意我方關(guān)于支付方式的建議。商祺/ 杰瑞米We hope you could grant our request. Attached herewith is our final order sheet. Kindly review and send us the final PI to proceed further. We look forward to receiving confirmation of our order and your agreement to our new proposal for payment. Best regards, Jeremy

46、 WeinerDear Alicia,We are pleased to receive your offer for sandals and slippers, knowing that you normally require payment by confirmed and irrevocable L/C at sight. We regret to inform you that we are unable to accept your terms of payment.As you may know, when applying for the establishment of L/

47、C, we have to pay a deposit in the bank. Besides, the bank interest is very high at present. It has really cost us a great deal on L/C basis. So we would like to propose telegraphic transfer (T/T). We shall appreciate it if you will allow us to pay 30% of the total value for this order in advance by

48、 T/T and the balance against copy B/L. We hope you could grant our request. Attached herewith is our final order sheet. Kindly review and send us the final PI to proceed further. We look forward to receiving confirmation of our order and your agreement to our new proposal for payment. Best regards,

49、Jeremy Weiner你公司出口涼鞋，通常支付方式要求保兌的不可撤銷的信用證。A公司訂購涼鞋，但表示信用證方式支付花費(fèi)很大。因此，提議用電匯預(yù)付30%的貨款，余額部分憑提單副本支付?；貜?fù)A公司，同意以電匯支付。STEPS：1. 收悉對(duì)方郵件并感謝對(duì)方訂單。2. 表示為鼓勵(lì)今后交易，可接受電匯支付建議。3. 隨附形式發(fā)票請對(duì)方核實(shí)，并請對(duì)方電匯定金。4. 期待對(duì)方早日回復(fù)。Task1 (2)Negotiation of Payment Terms1. 收悉對(duì)方郵件并感謝對(duì)方訂單。收悉對(duì)方郵件并感謝對(duì)方訂單。已收到你方10 月29日郵件，感謝你們第123號(hào)訂單。Dear Jeremy Wein

50、er,We have received your E-mail of October 29 and thanks for your order No.123.2. 表示為鼓勵(lì)今后交易，可接受電匯支付建議。表示為鼓勵(lì)今后交易，可接受電匯支付建議。為了鼓勵(lì)今后的交易，我方樂于接受你方電匯支付的建議。我們相信修改付款方式將更有助于拓展我們之間的交易。With a view to encouraging our future business, we are pleased to accept your proposal for payment by T/T. We believe this modi

51、fication to payment terms will be more conducive to the expansion of trade between us. Negotiation of Payment Terms3. 隨附形式發(fā)票請對(duì)方核實(shí)，并請對(duì)方電匯定金。隨附形式發(fā)票請對(duì)方核實(shí)，并請對(duì)方電匯定金。請核實(shí)形式發(fā)票及隨附詳細(xì)資料的你方文件。如果一切沒問題，請通過中國銀行福州分行電匯我方30%定金，以便我們能盡快為你方開始生產(chǎn)。附件說明了我們的電匯路徑及帳號(hào)。Please kindly check the PI and your file with completed info

52、rmation as attached. If it is OK for you, please wire 30% deposit to us through BANK OF CHINA,FUZHOU BRANCH, so that we can start the production for you ASAP. The attachment explains our T/T route and account NO. 4. 期待對(duì)方早日回復(fù)。期待對(duì)方早日回復(fù)。Hoping to hear from you soon.Best regards,AliciaNegotiation of Pay

53、ment TermsDear Jeremy Weiner,We have received your E-mail of October 29 and thanks for your order No.123.With a view to encouraging our future business, we are pleased to accept your proposal for payment by T/T. We believe this modification to payment terms will be more conducive to the expansion of

54、 trade between us. Please kindly check the PI and your file with completed information as attached. If it is OK for you, please wire 30% deposit to us through BANK OF CHINA,FUZHOU BRANCH, so that we can start the production for you ASAP. The attachment explains our T/T route and account NO. Hoping t

55、o hear from you soon.Best regards,AliciaNegotiation of Payment TermsAlicia： 作為你的老客戶之一，多年來我們與你們一致在信用證基礎(chǔ)上達(dá)成交易。 這種支付方式使我方花費(fèi)很大。從我方開立信用證到我們客戶向我們支付貨款，資金占?jí)杭s達(dá)4個(gè)月之久。在當(dāng)前的情形下，鑒于經(jīng)濟(jì)不景氣，而且銀行利率又比較高，這使我們感到特別有壓力。這將增加我們的成本并使我們的利潤空間更小。 經(jīng)過多年令人滿意的合作，我們覺得有權(quán)要求較為寬松的支付條款，我們建議“開具見票60天付款的匯票承兌交單向我方索款”。你方可放心，一俟收到標(biāo)題項(xiàng)下貨物的裝運(yùn)單據(jù)，我方將

56、立即支付全部貨款。希望我方的提議能得到你的認(rèn)可，并對(duì)你方的合作預(yù)致謝意。商祺/Arne Jense2 (1)Alicia： 作為你的老客戶之一，多年來我們與你們一致在信用證基礎(chǔ)上達(dá)成交易。Dear Alicia,As one of your regular customers, we have been dealing with you on L/C basis for many years.這種支付方式使我方花費(fèi)很大。從我方開立信用證到我們客戶向我們支付貨款，資金占?jí)杭s達(dá)4個(gè)月之久。在當(dāng)前的情形下，鑒于經(jīng)濟(jì)不景氣，而且銀行利率又比較高，這使我們感到特別有壓力。這將增加我們的成本并使我們的利潤

57、空間更小。On this basis, it has cost us a great deal. From the moment we _ until our buyers pay us normally it _ for about four months. This is currently a particularly serious problem for us in view of the difficult economic climate and the prevailing high interest rates. Itll increase the cost and leav

58、e us a much narrower_. open the credit ties up funds profit margin經(jīng)過多年令人滿意的合作，我們覺得有權(quán)要求較為寬松的支付條款，我們建議“開具見票60天付款的匯票承兌交單向我方索款”。你方可放心，一俟收到標(biāo)題項(xiàng)下貨物的裝運(yùn)單據(jù)，我方將立即支付全部貨款。After years of satisfactory cooperation we feel that we are entitled to easier terms. We propose drawing on us at D/A 60 days sight. You may r

59、est assured that we will pay immediately the full amount of the purchase on receipt of the shipping documents for the captioned goods. 希望我方的提議能得到你的認(rèn)可，并對(duì)你方的合作預(yù)致謝意。商祺/Arne JenseWe hope this proposal will meet with your agreement and thanks for your cooperation in advance.Best regards,Arne JenseDear Al

60、icia,As one of your regular customers, we have been dealing with you on L/C basis for many years.On this basis, it has cost us a great deal. From the moment we open the credit until our buyers pay us normally it ties up funds for about four months. This is currently a particulaly serious problem for