Lesson Ten外貿(mào)函電 大連理工學(xué)院出版社

1、 Unit 4 Terms of Payment支付方式vLesson 10 D/A and D/P Terms v 付款交單及承兌交單vLesson 11 Urging establishment of L/C v 催促開(kāi)立信用證vLesson 12 Asking for Amendment to L/C v 要求修改信用證vLesson 13 Extension of L/C 延展信用證vTerms of payment is one of key factors in negotiation. The risks borne by both parties are different w

2、ith different terms of payment. Sellers are not sure that payment can be surely obtained and likewise that buyers are not sure that goods can be received in good condition. Both seller and buyers have intention to adopt a favorable payment. vBasically there are five modes of payment in international

3、 trade: remittance, collection, factoring, forfeiting and letter of credit,vRemittance is often adopted to pay for small orders from old customers, commission, samples, deposit and so on. Payment is sometimes made by collection through banks under the terms of Documents against Payment (D/P) or Docu

4、ments against Acceptance (D/A). Factoring is a complete financial package that combines working capital financing, credit risk protection, vaccounts receivable bookkeeping and collection services. Under forfeiting service the bank purchases without recourse from the exporter the accepted usance draf

5、t so as to provide finance to the export. L/C is a reliable and safe method of payment for both buyers and sellers. v vIt is the buyers responsibility to open relative L/C within the time stated in Sales Contract. If buyers do not establish the L/C or the L/C does not reach sellers in time, sellers

6、must write to urge establishing of L/C or contact buyers for it. Sellers should take care in scrutinizing the credit to see if all the terms and conditions in the credit can be complied with, if not, amendments should be made well in advance of shipment. Otherwise, the sellers may run the risk of no

7、t being paid. Lesson 10 D/A and D/P Terms Objectives New Words & Expressions Chinese Version of the Text the Structure of the Letter the Supplementary Reading Keys to ExercisesvSpecimen 1 Asking for D/A paymentvI. New Words and Expressions v1 . payment n. 支付、付款支付、付款v相關(guān)短語(yǔ)：deferred payment 延期付款v c

8、ash payment 現(xiàn)金付款v down payment 付款定金v full payment 全額付款v payment terms /terms of payment 支付條款v v表達(dá)付款方式的句子有: The terms of payment are byv The payment is to be made byv The mode of payment is byv句式：in payment of (money of invoice, expenses and commission)v in payment for (money of some specific things)

9、ve.g.隨函附上一張5,000美元的支票, 支付123號(hào)發(fā)票。vWe enclose a cheque for $ 5,000 in payment of the invoice No. 123.v 我方寄去一張5,000美元的支票, 支付訂購(gòu)的椅子。vWe send a cheque for $5,000 in payment for chairs we ordered.v v. pay 付款付款v相關(guān)詞組：pay in advance預(yù)付v pay by installments 分期付款v pay on delivery貨到付款v pay on account/credit賒賬付款v

10、adj. payable 可付的，應(yīng)付的可付的，應(yīng)付的v相關(guān)詞組：the amount payable 應(yīng)付金額v the notes payable 應(yīng)付票據(jù)v the account payable 應(yīng)付賬款v payable on demand 見(jiàn)票即付v payable to order 應(yīng)付抬頭人ve.g. 貨款可以分期支付。vThe price of the goods is payable by installment.v用信用證支付，憑即期匯票付款。vPayment can be made by L/C，payable by draft at sight.v D/P 和和D/A

11、 vD/P payment documents against payment 付款交單vD/A payment documents against acceptance 承兌交單vD/P or D/A at sight 即期付款交單/承兌交單vD/P or D/A after sight 遠(yuǎn)期付款交單/承兌交單vD/P or D/A at 30/60/90/120 days after sight v見(jiàn)票后30/60/90/120天付款交單/承兌交單vD/P or D/A at 30/60/90/120 days after date of B/Lv提單簽發(fā)日后30/60/90/120天付款

12、交單/承兌交單vD/P or D/A at a fixed date在某一具體日期付款交單/承兌交單v L/C 信用證信用證 vL/C (letter of credit) 是國(guó)際貿(mào)易中最常用的付款方式。全稱(chēng)時(shí)，前面的冠詞為a, 縮寫(xiě)時(shí)，前面的冠詞為an, 即a letter of credit, an L/C. 復(fù)數(shù)形式為letters of credit, Ls/C.v即期信用證的說(shuō)法：L/C available by draft at sightv L/C available by sight draftv L/C payable against draft a sightv L/C p

13、ayable against sight draftv遠(yuǎn)期信用證的說(shuō)法：vL/C available/payable by draft at 30 days after sight/after date of draftvL/C at 30 days after sight/after issued date of B/L v30 days L/Cv以30天期信用證為例說(shuō)明：vL/C at 30 days sight, 30 days L/C, L/C payable by draft at 30 days sight, L/C payable by 30 days draft, etc. 信

14、用證類(lèi)別信用證類(lèi)別 Kinds of L/C：vRevocable / Irrevocable L/C 可撤消/不可撤消的信用證 vConfirmed /Unconfirmed L/C 保兌的/不保兌的信用證vTransferable/ Untransferable L/C 可轉(zhuǎn)讓/不可轉(zhuǎn)讓信用證vRevolving L/C 循環(huán)信用證vReciprocal L/C 對(duì)開(kāi)信用證vBack to Back L/C 背對(duì)背信用證 vCountervailing credit （俗稱(chēng)）子證 vOverriding credit （俗稱(chēng)）母證 vBankers/ Trade Acceptance L/

15、C 銀行承兌/商業(yè)承兌信用證 vRed Clause L/C 紅條款信用證 vAnticipatory L/C 預(yù)支信用證 vusance credit payment at sight 假遠(yuǎn)期信用證 vUniform Customs and Practice for Documentary Credits 跟單信用證統(tǒng)一慣例 vCredit with T/T Reimbursement Clause 帶有電報(bào)索匯條款的信用證vtravellers L/C (or:circular L/C) 旅行信用證v2. tie up 占用，擠占 v e.g. tie up capital, money,

16、 wealth 占用資本，金錢(qián)，財(cái)富ve.g. 她繼承的50,000美元被用來(lái)做生意。vThe $50,000 she inherited is tied up in her business.v3. execution n. （工作，計(jì)劃）實(shí)行，完成 ve.g. 我們會(huì)履行合同的。vWell make execution of the contract.v他的用意甚佳，但合同的履行不令人滿(mǎn)意。vHis intention was good, but the execution of the contract was unsatisfactory.v我們給你方發(fā)貨，履行你方789號(hào)訂單。vWe

17、 have delivered goods in execution of your order No.789. v v. execute 執(zhí)行，實(shí)行v相關(guān)詞組：execute an order 執(zhí)行訂單v execute a plan 實(shí)施計(jì)劃v execute a contract履行合同v4. contract n. 合同、合約ve.g. 如在合同中指出的，在信用證中不能加入任何未經(jīng)雙方同意的條款。v As pointed out in the contract, you can not put in the L/C any terms not agreed upon by the tw

18、o parties. v. adj. Contracted 已定約的，合同的v e.g. 請(qǐng)保證合同上的貨物裝運(yùn)時(shí)狀況良好。v Please assure us that the contracted goods are in good condition when shipped.v 由于開(kāi)立信用證延誤了， 不能按合同裝運(yùn)。v Owing to the delay in opening the L/C, shipment cannot be made as contracted. v5. involve v. 牽涉，涉及v句式：involve sb inv be/become/get inv

19、olved in sth（with sb）ve.g. 我們不想給你方帶來(lái)任何不必要的麻煩和費(fèi)用。vWe dont want to involve you in any unnecessary trouble and expenses.vn. involvement 連累，包含ve.g. 卷入糾紛，很難處理。vIts difficult to deal with involvement in trouble.v 6. accommodation n. 照顧，通融v extend accommodation to sb.ve.g. 作為特別通融，對(duì)于此訂單，我們擬接受30天期信用證付款。vAs a

20、 special accommodation, we are prepared to accept payment by 30 days L/C for this order.v感謝你方在這筆交易中所給予的通融。vThank you for the accommodation you have extended us in this transaction.v v. accommodate 照顧，通融，提供，使適應(yīng)ve.g.我們這樣做是為了照顧你方客戶(hù)。vWe did this to accommodate your buyers.v adj. accommodatingv7. be cond

21、ucive to 有助于的ve.g. 在過(guò)去的半年里你的努力會(huì)有助于你成功的。vYour hard work in the past half year will be conducive to full success.vv. Conduce有助于，導(dǎo)致，幫助產(chǎn)生v用法：conduce to/towards sth.ve.g.訂單不一定會(huì)給人帶來(lái)利潤(rùn)。vOrder does not always conduce to profit. v8. facilitate v. 使容易，使便利，減輕的困難ve.g. 你方適當(dāng)?shù)陌b為我方海運(yùn)提供了極大的便利。vYour proper packing h

22、as greatly facilitated our shipping by sea.v n. facility 靈巧，熟練；便利的工具或設(shè)備vfacilities for study研究設(shè)備vfacilities for travel便利旅行的工具vsports facilities運(yùn)動(dòng)設(shè)備 v9. in consideration of 考慮，顧及v take sth into consideration 考慮到某事v leave sth out of consideration對(duì)某事未加考慮ve.g. 如果把產(chǎn)品的質(zhì)量考慮在內(nèi)，承兌交單是可接受的。v If you take the qu

23、ality of our products into consideration, D/A terms is acceptable to you .v v. consider 考慮，顧及 ve.g.綜合考慮，我方打算接受你方付款條件。vAll things considered, we are prepare to accept your payment terms.v prep considering 鑒于，就而言ve.g.鑒于我們長(zhǎng)期友好關(guān)系，我方給你通融。vWe afford you this accommodation considering your long friendly re

24、lations.vSpecimen 2 Declining D/A terms and proposing to pay by D/Pv1. decline v. 婉謝，謝絕; 下降ve.g.自由市場(chǎng)上美元下跌.vThe dollar is declining in the free market.v市場(chǎng)行情下跌,你方的報(bào)價(jià)行不通.vThe market is declining and your offer is unworkable.v有消息表明，美元的價(jià)值受到金融市場(chǎng)的影響而下跌。vSources indicate that the value of the dollar decline

25、 because of the influence of the financial market.vdeclination n. v2. propose v. 建議,提議vpropose sth.vpropose doing sth.vpropose that sb. do sth.ve.g. 我建議你方盡快發(fā)運(yùn)貨物。v We propose that you should dispatch the goods as soon as possible. v3. fluctuate v. 變動(dòng),上下,動(dòng)搖ve.g.由于市場(chǎng)上價(jià)格波動(dòng)較大,我們請(qǐng)求你方給予10%的折扣.vOwing to the

26、 fact that the price in the market fluctuates greatly, we ask you to give us a 10% discountv4. on the basis of 在基礎(chǔ)上，以為基礎(chǔ)vsimilar expression: onbasisve.g.我方確認(rèn)已在FOB基礎(chǔ)上達(dá)成交易。vWe confirme that we have concluded the business on the basis of FOB.von the basis of sight L/C. 以即期信用證方式vv. base 以作基礎(chǔ)，基于v句式：base

27、on / be based on v5. ensure v. 確定，保證；保證得到，獲得ve.g. 我們會(huì)盡一切可能確保信用證的開(kāi)立和送達(dá)你方。v Well try our best to ensure the establishment of L/C and the delivery of it.v早點(diǎn)寄出你的包裹以便保證它能及時(shí)寄到。vMail your package early so as to ensure its timely arrival.v6. draw v. 寫(xiě)，開(kāi)立vdraw a bill/a cheque/an order開(kāi)票據(jù)/支票/匯票v句式：draw up草擬，制

28、定ve.g. 我會(huì)向你開(kāi)出費(fèi)用清單的。vI shall draw up a list of charges for you.vn. drawer 出票人vn. drawee受票人，付款人v7. in no case 無(wú)論如何都不ve.g. 價(jià)格無(wú)論如何都不會(huì)提高10%。vThe price should, in no case, be raised up to 10%。vIn no case(放在句首，句子倒裝)ve.g.無(wú)論如何我們都不會(huì)接受你方還盤(pán)的。vIn no case will we accept your counteroffer.v8. take sth. as a preced

29、ent 將某事當(dāng)作先例ve.g. 我們?cè)谶@方面的通融決不能為以后的交易開(kāi)創(chuàng)先例。vOur accommodation in this respect should not set a precedent for future transactions.II. Chinese Version of the Textv昂木國(guó)際貿(mào)易有限責(zé)任公司v澳大利亞墨爾本提達(dá)路LV2570, 郵編 Vic 3004v中國(guó)服裝進(jìn)出口公司v中國(guó)遼寧沈陽(yáng)鹽田路216號(hào)v敬啟者：v事由: 2000打彪馬鞋v感謝你方5月9日來(lái)信，達(dá)成2000打PUMA牌鞋的合同。但遺憾的是，作為慣例，你方仍然要求采用保兌的、不可撤銷(xiāo)的信

30、用證支付。v像我們這樣中等數(shù)量訂單的客戶(hù)，信用證的支付方式非常不便。這種支付方式會(huì)增加我方成本，毫無(wú)疑問(wèn)會(huì)占用我方3-4個(gè)月的流動(dòng)資金，還有可能延遲履行合同。在目前情況下，這一問(wèn)題非常擾人。v鑒于我們長(zhǎng)期的業(yè)務(wù)關(guān)系，以及交易金額較少，我方希望你方破例給予較寬松的支付方式，比如承兌交單。你方的通融有益于今后業(yè)務(wù)，便于我方推銷(xiāo)你方產(chǎn)品。v如果你方能考慮以上的要求并給于我方佳音，我方將萬(wàn)分感謝。 v昂木國(guó)際貿(mào)易有限責(zé)任公司v (簽名)v約翰. 斯特華v銷(xiāo)售經(jīng)理v謹(jǐn)上v2006年五月十五日v中國(guó)服裝進(jìn)出口公司v中國(guó)遼寧沈陽(yáng)鹽田路216號(hào)v昂木國(guó)際貿(mào)易有限責(zé)任公司v澳大利亞墨爾本提達(dá)路LV2570, 郵

31、編 Vic 3004 v斯特華先生：v我方收到你方5月15日關(guān)于2000打彪馬牌運(yùn)動(dòng)鞋來(lái)信，要求承兌交單付款方式。很遺憾地告知你方，我方不能接受承兌交單的付款方式。這不是我方慣例，因?yàn)橐矊?huì)占用我方資金。v目前，國(guó)際市場(chǎng)變化多端，我方通常在即期信用證基礎(chǔ)上與客戶(hù)開(kāi)展業(yè)務(wù)，因?yàn)樗鼙ＷC收到貨款。然而，考慮我們今后的交易，我方給與你方遠(yuǎn)期付款交單的方式，確保及時(shí)收到款項(xiàng)。我方相信你方能給予充分理解。請(qǐng)你方通過(guò)中國(guó)銀行，遼寧分行及時(shí)開(kāi)立即期匯票。v有必要強(qiáng)調(diào)的是，這一讓步僅僅是為了便于你方推銷(xiāo)我方新產(chǎn)品，下不為例。 v中國(guó)服裝進(jìn)出口公司v(簽名)v周?chē)?yán)明v經(jīng)理v謹(jǐn)上v2006年五月二十四日v. Ma

32、in points of the lettervSpecimen 1va. receipt of the letter and reference to the payment termsvb. expression of refusal and reason vc. asking for new payment termsvc. expectation of favorable reply vSpecimen 2va. referring to the letter and refusing the payment termsvb. giving the reason of refusal

33、and suggesting a new arrangementvc. stressing the accommodation Supplementary Readingv補(bǔ)充閱讀一v敬啟者：v12月20日來(lái)函收到，獲悉你方有意在貴國(guó)推銷(xiāo)我們的汽車(chē)。對(duì)此，我們很感興趣。 v對(duì)你們?yōu)橥其N(xiāo)我方汽車(chē)所作的努力，我們甚為感激。 但對(duì)你方要求以見(jiàn)票后六十天承兌交單方式付款一事，我們很抱歉不能予以考慮。我們通常的做法是要求即期信用證付款。 v然而，為了促進(jìn)我們的汽車(chē)在貴方市場(chǎng)上的銷(xiāo)售，我方準(zhǔn)備接受即期付款交單方式，以示特別照顧。 v希望你能接受上述付款條件，并盼早日收到回復(fù)。v經(jīng)理v謹(jǐn)上v補(bǔ)充閱讀二 v敬

34、啟者: v很高興得知你方對(duì)我方有競(jìng)爭(zhēng)力的價(jià)格感到滿(mǎn)意。我方通常以?xún)煞N付款方式與客戶(hù)成交。v1100%電匯預(yù)付v2100%即期信用證v由于你方不采用信用證的支付方式，堅(jiān)持采用付款交單的方式，我們各自堅(jiān)持自己的觀點(diǎn)是不明智的。為什么我們互相不能做一些讓步呢？供你方參考，我方建議30%的貨款采用電匯預(yù)付，剩余70%采用即期付款交單。v雖然我方相信你方的誠(chéng)信和能力，但我方再次申明，很遺憾不能接受你方付款交單的方式，尤其對(duì)第一筆交易的新客戶(hù)?；蛟S經(jīng)過(guò)幾次順利且令人滿(mǎn)意的交易后，我方能考慮其他較寬松的支付方式。v等待你方建議。v謹(jǐn)上IV. Key to the exercisesvII. Improving TrainingvTranslate the following sentences into English:v1) We do hope the business will be conducive to extending your market.v2) We require D/P as a rule, but in consideration of our long cooperation, we a