PPT7商務(wù)英語

1、Objectives:Objectives:How to place and confirm an order3. How to fill in a contract in English2. The contents of a sales contract or sales confirmation4. How to fill in a contract in EnglishIntroduction Payment is an indispensable and complicated part in the course of in international trade. The fin

2、al result of all business activities should be to recover the goods supplied or services rendered. Otherwise, all of them will be meaningless. Payment clause is very important in an international sales contract including such aspects as amount, time, place, currencies, modes and instruments of payme

3、nt. Remittance, collection and letter of credit ( L/C ) are three major modes of payment. But usually bills of exchange will be used in these modes of payment. A bill of exchange is a written order to a bank or a customer to pay someone on demand or at a fixed time in the future a certain sum of mon

4、ey. It is also called a draft or simply a bill. Brief Introduction1.Letter of Credit ( L/C )L/C is the most widely used, because it is reliable by committing the bank to honor drafts and / or documents presented by the exporter who performs in strict accordance with the L/C stipulations. It is a rel

5、iable and safe method of payment facilitating trade with unknown buyers and giving protection to both sellers and buyers. A letter of credit is a written undertaking, given at the request of the buyer, by the buyers bank (the issuing bank ) to pay a seller (the beneficiary ), usually through an advi

6、sing or negotiating bank in the beneficiarys country, provided the terms and conditions of the credit are complied with and documents called for by the credit are presented within the time limit specified.The disadvantage of this method of payment is the cost, which is to be borne by the importer fo

7、r opening an L/C, that is usually higher than other means of payment, and it takes a longer time. Brief Introduction2.CollectionCollection is a paying arrangement under which the exporter, as drawer of a bill of exchange, hands the bill of exchange to his bank, who in turn forwards it to the buyer t

8、hrough a collection bank in the buyers country. There are two types of collection: clean one and documentary collection. A collection is a “clean” one if the seller only draws a bill of exchange on the buyer without handing over any shipping documents to him; if it is one under which shipping docume

9、nts accompany the bill of exchange, the collection is known as “documentary collection”.Documentary collection falls into two major categories: one is documents against payment ( D/P ), the other, documents against acceptance ( D/A ).Introduction 3.RemittanceAs the simplest method of payment in inte

10、rnational trade, remittance means that the payer (usually the buyer) remits a certain sum of money in accordance with the parties agreement to the payee ( usually the seller ) through a bank. This method of payment is often used for down payment, payment of commission and for sample, settlement of c

11、laim, or as performance bond etc. Based on the means of transferring funds, a remittance usually falls into the following three types:a.Mail Transfer ( M/T )b.Telegraphic Transfer ( T/T )c.Demand Draft ( D/D )When we negotiate the terms of payment in the letter of payment terms, we should state the

12、payment terms clearly and accurately. Always express the accepted terms of payment explicitly and unmistakably in business correspondence in order to avoid misunderstanding and subsequent trouble.Usually a letter focusing on negotiating payment terms by the importers often consists of the following

13、parts:1) Mention the Contract No., Order No. goods, etc. in the opening sentences;2) Suggest the specific terms of payment and put forward the reason clearly;3) In the closing part, express your hope that the method of payment will be accepatable to your business partner and expectation for cooperat

14、ion and an early reply.Writing TipsWhen the exporter received the importers letter, the reply to such letter also often consists of the following parts:1) State that you have received the letter in the opening sentences;2) Mention the method of payment your company usually adopts and give the reply

15、of accepting or declining the suggested terms of payment; Give the reasons;3) State your good will and your wish to do business with the importer.Writing TipsLesson 16 (A)Asking for Payment by T/T (B) Confirmation Payment by T/TLesson 17Declining Payment by 60 Days L/C(B) Reply Lesson 18 (A) Asking

16、for Easier PaymentLesson 16 About the letter This letter is from the buyers to the seller asking for Payment by T/T. Among the several payment modes, L/C is the safest to the seller. But there is a disadvantage to the buyer, that is, made him over-charged. As the buyer issues an L/C through the open

17、ing bank, he has not only to pay for the banks charges, but also the deposit, which causes him a loss interest. This letter is about a counter-offer, a s k i n g f o r e a s i e r p a y m e n t . From: Jeremy Weiner To: Sent: Monday, October 29, 2010 10:00 AM Subject: Asking for payment by T/T Attac

18、hment: order sheet Dear Alicia, We are pleased to receive your offer for sandals and slippers, knowing that you normally required 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 esta

19、blishment of L/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 a different mode of payment, say, telegraphic transfer (T/T). We shall appreciate it if you will allow us to pay 30

20、% of the total value for this order in advance by T/T and the balance against copy B/L. Lesson 16 (A) Asking for payment by T/T We are asking for this concession so that we can give our customers a specific delivery date and also save the expenses of opening an L/C. We hope you could grant our reque

21、st. 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 WeinerChinese version From: To: Jeremy Weiner Sent: Wednesday, Oc

22、tober 31, 2009 9:45 AMSubject: Confirm payment by T/T Attachment: T/T route and account No. Dear Jeremy Weiner,We have received your E-mail of October 31 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 bel

23、ieve this modification to payment terms will be more conducive to the expansion of 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 by CHINA CITIC BANK, FUZHOU BRANCH, so that we can start the product

24、ion for you ASAP. The attachment explains our T/T route and account No.Hoping to hear from you soon.Best regards, Alicia Lesson 16 （B）Confirming payment by T/TNotes1. payment terms 付款條件主要包括使用的貨幣、付款時間、地點以及支付方付款條件主要包括使用的貨幣、付款時間、地點以及支付方式等問題，與價格條件、品質(zhì)條件、數(shù)量條件、包裝條件以式等問題，與價格條件、品質(zhì)條件、數(shù)量條件、包裝條件以及交貨條件，同為國際貿(mào)易買賣合

25、約上應(yīng)具備的主要交易條及交貨條件，同為國際貿(mào)易買賣合約上應(yīng)具備的主要交易條件。件。2. confirmed and irrevocable L/C 保兌的、不可撤銷的信用證保兌的、不可撤銷的信用證Our payment terms are by a confirmed and irrevocable L/C payable by draft at sight.我們的付款條件是以保兌的、不可撤銷的即期信用證支付。我們的付款條件是以保兌的、不可撤銷的即期信用證支付。Back pay vt. 付（款項，費用等）；付（款項，費用等）； 給予（主意等）；進(jìn)行（訪問等）給予（主意等）；進(jìn)行（訪問等） vi

26、. 付款付款;值得值得;合算合算 pay in advance 預(yù)付預(yù)付 pay by installments 分期付款分期付款 pay on delivery 貨到付款貨到付款 pay for ph. v. 付出代價付出代價,為了得到為了得到-而付款而付款 payable adj. 可付的可付的,應(yīng)付的應(yīng)付的 bills payable 應(yīng)付票據(jù)應(yīng)付票據(jù) a cheque payable at sight 見票即付的支票見票即付的支票 amount payable 應(yīng)付金額應(yīng)付金額NotesNotesNotespayment n. (不可數(shù)不可數(shù))支付支付; (可數(shù)可數(shù))支付的款支付的款

27、terms of payment 或或payment terms 支付條款支付條款 payment on deferred terms 遠(yuǎn)期遠(yuǎn)期(延期延期)付款付款 monthly payment of RMB￥3,000 每月付人民幣三千元每月付人民幣三千元1)付某種費用的款付某種費用的款,如發(fā)票如發(fā)票, 費用費用,傭金等傭金等,常用常用 “in payment of” eg.We are enclosing our Cheque No. B 123 issued by the Barclays Bank, London for Stg.2000 in payment of your Inv

28、oice No. 56. 茲寄去倫敦巴克萊銀行所開的第茲寄去倫敦巴克萊銀行所開的第B123號支票一紙?zhí)栔币患?金額計金額計 2000英鎊英鎊,系付你方的系付你方的56號發(fā)票之款號發(fā)票之款.NotesNotesNotes2)付某種具體事物的款付某種具體事物的款,如商品如商品,廣告廣告,樣品等樣品等,常用常用 “in payment for” eg.We airmailed you yesterday a series of “Hua Sheng” Brand Electric Fans as samples and we are looking forward to your US$ 230

29、in payment for the above. 我方昨日空郵去我方昨日空郵去“華生華生”牌電扇系列樣品牌電扇系列樣品,并盼望收到并盼望收到 你方金額計你方金額計230美元的支票，以償付上述樣品。美元的支票，以償付上述樣品。Back3. easier terms 較寬松的條款較寬松的條款easy adj. (價格等價格等)易于接受的，寬松的；（行情等）疲易于接受的，寬松的；（行情等）疲軟的軟的Easy payment terms would be conducive to our business with you.寬松的支付方式將有助于我們彼此間的業(yè)務(wù)。寬松的支付方式將有助于我們彼此間的業(yè)

30、務(wù)。4. deposit n. 定金定金It is our usual practice to require 30% deposit of the total value when you place an order with us.我們的慣例是在你方訂貨時需先支付總值我們的慣例是在你方訂貨時需先支付總值30%的定金。的定金。5. Telegraphic Transfer (T/T) 電匯電匯Mail Transfer ( M/T) 信匯信匯Demand Draft ( D/D) 票匯票匯Back6D/P 全稱全稱documents against payment 付款交單付款交單7. w

31、ith a view to 為了為了 It is with a view to encouraging future transactions that we grant you this price reduction. 我們給予你方降價是為了鼓勵今后的交易。我們給予你方降價是為了鼓勵今后的交易。8. be conducive to (常與常與to連用連用) 有助于有助于的；有利于的；有利于的；助的；助長長的的Close cooperation between us is conducive to the promotion of business. 我們之間的緊密合作有助于促進(jìn)業(yè)務(wù)的發(fā)展。

32、我們之間的緊密合作有助于促進(jìn)業(yè)務(wù)的發(fā)展。Back9. wire v。電匯。電匯We have wired USD6,500 to you as the deposit of the goods.我們今天已給你電匯我們今天已給你電匯6500美元作為貨物的定金。美元作為貨物的定金。10. route n. (匯款匯款)路徑，由銀行提供路徑，由銀行提供.BackExercisesExercise 1 Exercise 2 Exercise 3ExercisesExercisesExercises1. Translate the following expressions A. From Chines

33、e into English: confirmed and irrevocable L/C 2. pay a deposit3. on L/C basis 4. be entitled to 5. the balance 6. total value 保兌的不可撤銷的信用證保兌的不可撤銷的信用證支付押金支付押金 在信用證基礎(chǔ)上在信用證基礎(chǔ)上 有權(quán)利要求有權(quán)利要求余額余額總金額總金額 Exercises1 即期信用證即期信用證2. 電匯電匯3付款方式付款方式4. 開立信用證開立信用證sight L/C T/T (Telegraphic Transfer )method of payment op

34、en / establish / issue an L/CB. From Chinese into English:1. ( ) If the payment is to be made “30 days sight”, it means that the payment will have to be made 30 days after the issuing of this draft. 2. ( ) So far, documentary credits are the most ideal method of payment to provide security for both

35、buyers and sellers. Therefore, in whatever conditions, L/C should the first consideration in the method of payment for transactions. 3. ( ) The negotiating bank is usually referring to the issuing bank in the importing country. F F FII. Decide whether the following statements are True or False. Then

36、 write T for true and F for False in the brackets before each statement.4. ( ) To the seller, payment by D/P is much safer than by D/A. 5. ( ) On the basis of collection, the exporter usually demands the payment first before making shipment so as to protect his interest. 6. ( ) Whoever holds the bil

37、l of exchange, he has the right to demand the payment. T FTII. Decide whether the following statements are True or False. Then write T for true and F for False in the brackets before each statement.III. Complete the following letter by translating the Chinese into English. We are in receipt of your

38、letter of May 10 and have noted your request for payment by T/T for S/C No.356.We regret that _(我方無法考慮接受你方電匯付款的要求我方無法考慮接受你方電匯付款的要求)，according to _(根據(jù)慣例根據(jù)慣例)，we ask for payment by L/C at sight. But _（考慮到（考慮到這筆交易的金額很?。?，這筆交易的金額很?。琠(作為一個例外作為一個例外)，we are prepared to accept easier payment terms for this

39、transaction. _（一半貨款以電匯方式支付，另一半貨到后憑單付款）。（一半貨款以電匯方式支付，另一半貨到后憑單付款）。 Dear Sirs,we can not entertain your request for payment by T/T our usual practice In view of the small amount of the orderas an exceptional casePayment is to be made by T/T for half ofthis order, balance by D/P upon delivery .III. Comp

40、lete the following letter by translating the Chinese into English. we think we should make it clear that this concession will only be acceptable if the amount involved for each transaction is less than USD 5000.We believe this modification to payment terms will be more conductive to the expansion of

41、 trade between us and look forward to hearing from you soon.Best regards,Lesson17Declining payment by 60 days L/C About the letterAbout the letter This is an unfavorable reply in which the seller expresses their different views towards the problems raised by the buyer. Meanwhile, the seller also s u

42、 p p o r t s w i t h s o m e sufficient reasons to explain why they have to decline the buyers request and insist on payment by L/C at sight.From: To: Jeremy Sent: Tuesday, Nov. 8, 2010 10:45 AMSubject: Payment under Order No.378 Dear Jeremy Weiner, We confirm having received your trial Order No. 03

43、.05.GB24.for flip flop slippers and thanks a lot for your efforts. Regarding the coming order, although we appreciate your intention and suggestion, we regret to inform you that we are unable to entertain your request for payment by 60 days L/C, owing to frequent fluctuation of present market We do

44、hope you can do more efforts and wish you can support us by L/C at sight for payment terms so as to ensure timely collection of the proceeds. We can fully understand what you mean by MSN that you have to invest much into materials purchase. So L/C at sight is much fair for both of us. Chinese versio

45、n On the other hand, the offer is quite competitive. We cannot afford the US currency loss. Currently we have to stare at the exchange rate carefully. Once the order is firm, we couldnt increase customers price for our cost loss. If we ask for cost up suddenly when we inform you that the US exchange

46、 rate is dropping, and we will lose. That would ruin all business. We dont think you would like to see that happen. We look forward to your confirmation of our payment by L/C at sight. Your early favorable reply will be highly appreciated. Best regards Alicia Wu.NotesNotes1.letter of credit 信用證信用證1)

47、 信用證是可數(shù)的普通名詞信用證是可數(shù)的普通名詞, 單數(shù)為單數(shù)為 a letter of credit, 復(fù)數(shù)為復(fù)數(shù)為letters of credit,但在商業(yè)書信中常作大寫但在商業(yè)書信中常作大寫,單數(shù)為單數(shù)為 an L/C, 復(fù)數(shù)為復(fù)數(shù)為Ls/C . 此外此外,商業(yè)書信有時也用商業(yè)書信有時也用credit一個一個字表示信用證字表示信用證,復(fù)數(shù)為復(fù)數(shù)為credits.NotesNotes2) 即期信用證的幾種說法即期信用證的幾種說法:a.letter of credit available by draft at sight;b.letter of credit payable against

48、 draft at sight;c.letter of credit available by sight draft;d.letter of credit payable against sight draft.在商業(yè)書信中常簡稱在商業(yè)書信中常簡稱“sight L/C”NotesNotes3）遠(yuǎn)期）遠(yuǎn)期(近期近期)信用證的說法信用證的說法:usance L/C; time L/C; term L/C以見票三十天議付的信用證為例以見票三十天議付的信用證為例,介紹下面幾種常見的介紹下面幾種常見的說法說法:a. L/C available by draft at 30 days after sig

49、ht;b. (usance/time/term) L/C at 30 days after sight;c. (usance /time /term) L/C at 30 days;d.30 days (usance /time/ term) L/C.2. fluctuation n. 波動 The present price fluctuation in the world market has forced us to adjust our price accordingly. 目前世界市場價格變化不定，迫使我們必須相應(yīng)地調(diào)整價格。Back 3. proceeds n. (貨款，常用復(fù)數(shù))

50、 收益，收入All the proceeds will go into our account with the Bank of China, Shanghai Branch. 所有的貨款都將進(jìn)入我們在中國銀行上海分行的賬戶。 proceed v. 進(jìn)行 proceed to / with + n. proceed to + infinitive We are afraid we cannot proceed with your offer, which is too highly priced. 你方的報盤價格太高，恐怕無法做成交易。 With this issue settled, we

51、can now proceed to fresh business. 這個問題得到解決，我們現(xiàn)在可以進(jìn)行新業(yè)務(wù)了。 As soon as we receive your reply, we will proceed to talk with them again. 一俟收到你方答復(fù)，我們將和他們再次商談。Back4. competitive adj. 競爭的，有競爭力的To command certain share in the international market, competitive price is necessary. 要在國際市場擁有一定的份額，商品價格必須具有競爭力。5.

52、 exchange rate 匯率；兌換率 The exchange rate changes are needed to facilitate global adjustment.匯率變動是促成全球調(diào)整的必要條件。BackExercises1. Translate the following expressions A. From Chinese into English: owing to 2. 60 days L/C3. entertain 4. competitive offer 5. frequent fluctuation 6. present market 由于由于60 天的遠(yuǎn)期

53、信用證天的遠(yuǎn)期信用證 考慮并接受考慮并接受 競爭力的報盤競爭力的報盤 頻繁波動頻繁波動 當(dāng)前市場當(dāng)前市場Exercises1遠(yuǎn)期信用證遠(yuǎn)期信用證 2. 匯率匯率3美國貨幣美國貨幣4. 托收托收usance / time / term L/C exchange rate the US currency collection B. From Chinese into English:II. Identify the one error in each of the following sentences: Please see to it that the credit stipulations

54、are in A B C exact accordance of the terms of contract. D2. As you have failed to open the L/C in time, we regret Ato be unable to make shipment within the stipulating time C Dlimit. withstipulated3. In compliance with your request, we Aexceptionally accept delivery against D/P with sight, B Cbut th

55、is should not be regarded as a precedent. D4.We opened our confirmed and irrevocable letter Aof credit in our favor available by your draft Bat 60 days after sight drawn on this bank. C D5.We regret our inability to entertain your request Athat our L/C establishing with the Bank of BChina be confirm

56、ed by X Bank in your city. C Datin your favorestablished6. We shall draw on you by our documentary draft A at sight, in collection basis, without L/C. B C D 4.As requested, we have immediately arranged for A B7. our bankers to extend the expiry date of our C L/C for 15 days up to May 10. D8.With reg

57、ard of terms of payment, we regret being A B C unable to accept documents against payment. DonwithtoIV. Translate the following sentences into English :1.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。單方式。 2. 我方接受保兌的、不可撤銷的信用證，以即期匯票而不是以電匯我方接受保兌的、不可撤銷的信用證，以即期匯票而不是以電匯形式償付。形式償付。We are prepa

58、red to accept payment by confirmed, irrevocable L/C available by draft at sight instead of T/T reimbursement. 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. . 3. 鑒于交易總金額巨大，國際貨幣市場又很不穩(wěn)定，所以我方無法鑒于交易總金額巨大，國際貨幣市場又很不穩(wěn)定，所以我方無法接受除信用證外的其他支付方式。接

59、受除信用證外的其他支付方式。4. 鑒于我們長期的友好貿(mào)易關(guān)系，我方破例接受見票后鑒于我們長期的友好貿(mào)易關(guān)系，我方破例接受見票后60天議付發(fā)天議付發(fā)信用證。信用證。 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 the letter of credit.In view of our long friendly business relations, we will make an exception to our rules and accept L/C at 60 days after sight.5. 為了節(jié)省開立信用證的大量費用，我們將在貨物已備妥待運為了節(jié)省開立信用證的大量費用，我們將在貨物已備妥待運且艙位已訂下時，電匯全部金額。且艙位已訂下時，電匯全部金額。 In order to save a lot of expenses on opening the letter of credit, we will remit you the full amount by T/T when the goods are ready fo