新視野商務(wù)英語(yǔ)視聽(tīng)說(shuō)(第三版)(下) Unit 6-電子教案

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課程名稱(chēng)新視野商務(wù)英語(yǔ)視聽(tīng)說(shuō)（第三版）（下）

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教材《新視野商務(wù)英語(yǔ)視聽(tīng)說(shuō)（第三版）（下）》

Unit6TermsofPayment

LearningObjectives（教學(xué)目標(biāo)）

Aftercompletingthisunit,Ssshouldbeableto:

一talkaboutdifferentmodesofpayment;

—understandthebasicelementsofanL/C;

一recommendtheuseofanL/C.

BusinessProfile(內(nèi)容概覽)

WhatIsaLetterofCredit?

Aletterofcredit(L/C)isabindingdocumentthatabuyercanrequestfromhisbankin

ordertoguaranteethatthepaymentforgoodswillbetransferredtotheseller.Basically,a

letterofcreditgivesthesellerreassurancethathewillreceivethepaymentforthegoods.

Inorderforthepaymenttooccur,thesellerhastopresentthebankwiththenecessary

shippingdocumentsconfirmingthedeliveryofgoodswithinagiventimeframe.AnL/Cis

oftenusedininternationaltradetoeliminateriskssuchasunfamiliaritywiththeforeign

country,customs,orpoliticalinstability.

Inaddition,aletterofcreditisabankingmechanismwhichallowsimporterstooffer

securetermstoexporters.Thismechanismisasfollows:

?apaymentundertakinggivenbythebank(theissuingbank)

?onbehalfofthebuyer(theapplicant)

?topayaseller(thebeneficiary)

?agivenamountofmoney

■onpresentationofspecifieddocumentsrepresentingthesupplyofgoods

■withinspecifictimelimits

?thesedocumentsconformingtotermsandconditionssetoutintheletterofcredit

?thesedocumentstobepresentedataspecifiedplace

Putsimply,theissuingbank'sroleistwofold:

?toguaranteetothesellerthatifcompliantdocumentsarepresented,thebankwillpay

thesellertheamountdue.Thisofferssecuritytotheseller—thebanksaysineffect“Wewill

payyouifyoupresentdocuments(XYZ)”.

?toexaminethedocuments,andonlypayifthesecomplywiththetermsandconditions

setoutintheletterofcredit.Thisprotectsthebuyer'sinterests—thebanksays〃Wewill

onlypayyoursupplieronyourbehalfiftheypresentthedocuments(XYZ)thatyouhave

askedfor".

Notethattheletterofcreditreferstodocumentsrepresentingthegoods—notthegoods

themselves!Banksarenotinthebusinessofexamininggoodsonbehalfoftheircustomers.

Typicallythedocumentsrequestedwillincludeacommercialinvoice,atransportdocument

suchasabillofladingorairwaybillandaninsurancedocument;buttherearemanyothers.

Thestagesoftheissuingaletterofcredit

1.Thebuyerandthesellerreachanagreementonterms,includingthemeansoftransport,

periodofcreditoffered(ifany)andlatestdateofshipment.

2.Thebuyerappliestohisbankforissuingaletterofcredit.Thebankwillevaluatethe

buyer'screditstanding,andmayrequirecashcoverand/orreductionofotherlendinglimits.

3.Thisbank(theissuingbank)issuesanL/C,sendingittotheadvisingbankbyairmailor

(morecommonly)electronicmeanssuchastelexorSWIFT.

4.Theadvisingbankestablishestheauthenticityoftheletterofcreditusingsignaturebooks

ortestcodes,theninformstheseller(thebeneficiary).TheadvisingbankMAYconfirmthe

L/C,i.e.additsownguaranteeofpayment.

5.ThesellershouldnowcheckthattheL/Cmatchesthecommercialagreementandthatall

itstermsandconditionscanbesatisfied(e.g.alldocumentscanbeobtainedingoodtime).If

thereisanythingthatmaycauseaproblem,anAMENDMENTmustberequested.

6.ThesellershipsthegoodsandthenassemblesthedocumentsdetailedintheL/C(invoice,

transportdocumentetc.).Beforepresentingthedocumentstothebank,thesellershould

checkthemfordiscrepanciesagainsttheL/Candcorrectthedocumentswherenecessary.

7.Thedocumentsarepresentedtoabank,usuallytheadvisingbank.Theadvisingbank

checksthedocumentsagainsttheL/C.Ifthedocumentsarecompliant,thebankpaysthe

sellerandforwardsthedocumentstotheissuingbank.

8.Theissuingbanknowchecksthedocumentsitself.Iftheyareinorder(anditisasightL/C),

itreimbursestheseller'sbankimmediately.

9.Theissuingbankdebitsthebuyerandreleasesthedocuments(includingthetransport

document)sothatthebuyercanclaimthegoodsfromthecarrier.

LanguageExpansion（語(yǔ)言擴(kuò)充）

Suggestingdeferredpayment

Ipromisewewillsettleouraccountwithyounextmonth.

Wewouldliketorequestanextendedpaymentplan.

Couldyouallowusafurther30daystoclearouraccount?

We'reawfullysorrywecan'tpaythetotalsumrightnowduetofinancialproblems.

Dealingwithlatepayment

Thepaymentisoverdue.We'dappreciateitifyousettleyouraccountimmediately.

Anyfurtherdelayinmakingthispaymentisunacceptable.

Wewillbeobligedtotakeanynecessarylegalactiontorecovertheamount.

Wesuggestyoumakeanimmediatepaymenttoavoidgettinganunfavourablecredit

record.

Youmustrecognisewecan'taffordtoallowthisaccounttogounpaidforanylonger.

Unlessyourremittancereachesusin2days,ourattorneywillbeinstructedtostartlegal

process.

ExtendingtheL/C

WeaskyoutoextendtheL/CuntilSeptember30th.

ThevalidityoftheL/Cwillbeextendedto31stofJanuary.

Couldyoupossiblypersuadeyourmanagerstoarrangeforaone-monthextensionoftheL/C

Astheshippingspaceisquitebusyatthemoment,canyoudefertheL/Cuntilnextmonth?

DiscussingL/Cs

Forsuchalargeamount,anL/Ciscostly.Ittiesupourmoneyandincreasesourcosts.

It'sexpensivetoopenanL/Cbecauseweneedtoputadepositinthebank.

TheL/Chasnotbeenhonouredforthreemonths.

DoyouhaveanyotherspecialrequirementsfortheL/C?

WillyourbankopentheL/Cbymailorbytelex?

Otherpaymentterms

Therewillbea2%discountforpromptpayment.

Canwepaybycheckorbycash?

IstheL/Cconfirmedorunconfirmed?

Paymentbyinstallments

Weadoptapaymentbyinstallmentpolicyforsomeimports.

Undertheinstallmentstipulations,30%ofthecontractvalueistobepaidwiththeorder.

Thepaymentwillbemadebythreeconsecutiveinstallments.

Weprefer30%incashand70%oninstallments.

補(bǔ)充教學(xué)資源

Video1

Lumpsumpayment

Mr.Dobson:Itsgoodthatwe'vesettledonthequestionsofprice,quality,quantityand

packing.Shallwediscussthetermsofpaymentnow?

Mr.Liang:Goodidea.Let'sgetdowntobusiness.Sincethisisourfirstorderinthisfield,we

wouldlikealumpsumpayment.Itsavestimeforbothofus.

Mr.Dobson:Lumpsumadvancepayment?Youmeanwemakeallthepaymentbeforethe

goodsaredelivered?Idon'tthinkthat'sinternationalpractice.Besides,itsabitdemanding

forsuchalargetrialorder.

Mr.Liang:That'sourusualwaywhenstartinganewbusinessrelationship.Whattermsdo

yousuggest?

Mr.Dobson:Iwonderifyoucanacceptpaymentbyinstallments.Youknow,ourgoodswill

alsobedeliveredinpartialshipment.

Mr.Liang:Whatdoyoumeanexactly?

Mr.Dobson:Ithinkthepaymentcanbedividedintotwoinstallments.70%ofthetotalcan

bepaidatfirstdeliveryandtheother30%afterfinalacceptance.

Mr.Liang:Well,Iseeyourpoint.ButnormallyweconductourinternationalsaleswithanL/C.

Butyourejectedthatpossibility.Actually,anL/Cprovidesuswithguaranteedpaymentfrom

thebank.Howaboutcashondelivery?

Mr.Dobson:Thatsoundsreasonable.Butasourorderisquitesubstantialthistime,cashon

deliverywillputusinaverydifficultpositionwithbackwardcashflow.Maybewecanmake

anadvancepaymenttoshowyouoursincerity.

Mr.Liang:Howmuchdoyouhaveinmind?

Mr.Dobson:Whatabout25%ofthetotal?Inthatcase,we'dpay25%inadvanceandpay

75%onfinalacceptance.

Mr.Liang:OK.Youdriveahardbargain!I'llacceptyourlastproposal,butmycompany

requiresthefinal75%paymenttobepaidwithinonemonthofthefinaldelivery.Doyou

thinkthatwillbeOKforyou?

Mr.Dobson:That'sallrightwithus.AndyoucanrestassureditwillallgothroughOK.You

know,wehaveanexcellentreputationallovertheworldandwe'rethefourthlargest

Europeancompanyinthislineofbusiness.

Mr.Liang:Great.Onourside,wellensurepromptshipmentsoastobesureyourproducts

gettothemarketinyourareaquickly.

Mr.Dobson:Iappreciateyourcooperation.Icanenvisageasustainableandlong-term

relationshipahead.Wecanpromisethere'llbenoproblemwiththepayment.ButIhope

youcanofferusmorefavourableconditionsforlatertransactions.

Mr.Liang:Ofcourse.Ifthesetransactionsprovesuccessfulandsatisfactory,wecandiscuss

manythingslateron.Right?

Mr.Dobson:Yes.Thenletscallitadeal.

Mr.Liang:Yes,andnowlet'sgoandcelebrate.

Video2

Paymentbyletterofcredit

Ada:Goodmorning.IsAlexhere?

Alex:Yes,here.Oh,lookatyou.Howdidyougetthatletterintosuchamess?

Ada:KmreallysorrytobotheryoubutIaccidentallyspiltsomewateronitwhenIwas

cleaningmydesk.Canyoudomeafavour?Didyousavethisdocument?

Alex:Yes,IthinkIsavedtheinformationonmycomputer.OK,whatdoyouneed?

Ada:Thisisverykindofyou.First,couldyoupleasereadthefirstpartofthelettersothatI

canmakeoutsomeofthemissinginformation?

Alex:OK."WehavebeenrequestedbytheSunBank,SunlightCity,Australiatoadvisethat

theyhaveopenedwithustheirirrevocabledocumentarycreditnumberSB-87654for

accountofDEFImports,7SunshineStreet,SunlightCity,Australiainyourfavourforthe

amountofnotexceedingfiftythousandU.S.dollars(US$50,000.00)availablebyyourdraft(s)

drawnonusatsightforfullinvoicevalue."Gotit?

Ada:Yes,mostofit.Butwouldyourepeatthecreditnumberandtheamountagain?

Alex:ThecreditnumberisS-B,dash,8-7-6-5-4.AndnotexceedingfiftythousandU.S.dollars

(US$50,000.00)availablebyyourdrafts.

Ada:Oh,$50,000?

Alex:Yes.Nowthisisofvitalimportance.Youknow,we'vedonebusinesswiththat

Australiancompanymanytimes.ButthistimetheorderisNo.DEF-101datedJanuary10thz

2006for100sets"ABC"brandpneumatictools,1/2〃drivecompletewithhoseandquick

couplings.So,youshouldwritethatbelow,under''PurchaseOrderNo."hereand"Covering"

here.

Ada:Right.No.DEFdash101...andpneumatictools,1/2"drivecompletewithhoseand

quickcouplings.

Alex:Good,you'vegotit!Canyoumakeoutthedocumentstheylistedtocheckifthey

complywithourrequirements?Yourmanagerisfussyaboutthis.

Ada:Luckythatsomeoftheinformationhereisstillclear.ForNo.2,howmanycopiesofthe

packinglistsshouldtherebe?

Alex:Five.Ourcustomersnormallywantfivecopiesofthecommercialinvoiceandpacking

listfromus.

Ada:Isee.AndhereNo.3.Fullsetof3/3cleanonboardoceanbilloflading,andhowmany

non-negotiablecopies?

Alex:Two.

Ada:Andfreightprepaid,orfreighttocollect?

Alex:Freightprepaid.

Ada:OK.Iguesseverythingisclearforthispartnow.Letstracethefollowingitems.About

shipment.Wewon'tdeliverthegoodsinseveralconsecutivebatches,right?

Alex:No,partialshipmentisprohibitedbuttransshipmentisallowed.

Ada:Oh,yes.Herearesomespecialconditionsonus.

Alex:First,alldocumentsshouldindicatetheimportlicenceNO.IP/79370datedJanuary

18th,2006andallchargesoutsideAustraliawillbeonourside.

Ada:IPforwarddash79370.AndallchargesoutsideAustraliaareonthebeneficiary's

account.Good.AndIcanreadherethatallthedocumentsshouldbepresentedwithin15

daysaftershipment.

Alex:Yes,15daysisaveryimportantmessage.Besides,thedraftswillbemarkedwith

uDrawnunderdocumentarycreditNo.SB-87654attheSunBank,SunlightCity,Austral