外貿(mào)英語(yǔ)函電教程 第二版 課件 Unit 4 Negotiating Payment Terms

NegotiatingPaymentTermsUnit4Objectives1Tohelpyoulearntoanalyzetheadvantagesanddisadvantagesofdifferentpaymenttermsforimportersandexporters.2Tohelpyoulearntowriteemailsnegotiatingpaymentterms.Activity1Understandingdifferentpaymentterms1.Formgroupsof4to5.Readthefollowingflowchartsofdifferentpaymentterms.Preparetoactoutoneofthem.Youmayusegestures,posters,andmotionswhileperforming.Getreadytoanswerquestionsfrombothyourteacherandfellowstudentsafteryourperformance.Prepareforgroupwork匯款人電匯業(yè)務(wù)程序圖(TelegraphicTransfer,T/T)收款人匯出行匯入行買賣合同規(guī)定以電/信匯付款1.電/信匯申請(qǐng)書交款、付費(fèi)2.電/信匯委托通知6.收回墊款或付詭借記通知收據(jù)4.匯款通知3.付款5.收款人(進(jìn)口人)委托人(出口人)付款交單(documentagainstpayment,D/P)代收行托收行合同規(guī)定付款交單方式3.按委托書指示向買方提示匯票和單據(jù)付款后代收行交單5.2.寄交托收指示書、匯票、貨運(yùn)單據(jù)6.辦理轉(zhuǎn)賬并通知款已收妥審單無(wú)誤后付款4.1.裝貨，填寫托收委托書，開立匯票，跟單交付交款7.付款人(進(jìn)口人委托人(出口人)承兌交單(documentagainstacceptance,D/A)代收行托收行合同規(guī)定承兌交單方式3.按委托書指示向買方提示匯票和單據(jù)，進(jìn)口人承兌匯票，銀行交單交款6.到期日付款4.2.寄交托收指示書、匯票、貨運(yùn)單據(jù)5.辦理轉(zhuǎn)賬并通知款已收妥1.裝貨，填寫托收委托書，開立匯票，跟單交付航運(yùn)公司賣方買方通知行開證行1.訂立合同單據(jù)7.3.開立信用證9.單據(jù)信用證業(yè)務(wù)圖解10.付款依匯票支付8.開證通知4.付款12.申請(qǐng)信用證2.單據(jù)13.海運(yùn)提單6.發(fā)運(yùn)貨物5.貨物到達(dá)通知11.放貨15.海運(yùn)提單14.2.Compareandcontrastthebenefitsandrisksofeachpaymenttermforboththeimporterandtheexporter.Thenfillouttheformon

P63.1Workingroupsof4(homegroup).Nameeachmemberwithanumberfrom1to4.23Expertgroups:findyourcorrespondingcardP61-62.Readtheinstructiononyourcard,finishthetask,andthengobacktoyourhomegroup.4Homegroups:completetheformbelowthefourrolecardsandgetreadytoshareyourresultswiththeclass.Rearrangeyourhomegroupstoformexpertgroups:No.1studentsgettogethertoformexpertgroup1;No.2studentsgettogethertoformexpertgroup2;No.3studentsgettogethertoformexpertgroup3;No.4studentsgettogethertoformexpertgroup4.(Therewillbe4expertgroups.)RoleCard1forExpertGroup1Readthefollowingstatements.FilloutColumn2(Part1.paymentanddeliverysequence)

intheformonP63withtheappropriatestatements.Thestatementscanbeusedmorethanonce.Statementsa.Paymentfirst,deliveryafterwardsb.Deliveryfirst,paymentafterwardsc.PaymentagainstshippingdocumentsRoleCard2forExpertGroup2Readthefollowingstatements.FilloutColumn3(Part2.forexporters)intheformonP63withtheappropriatestatements.Thestatementscanbeusedmorethanonce.(1)Expensesa.

Theexpensesarelow.b.Theexpensesarenotsohigh.c.Theexpensesarehigh.(2)Complexitya.Theprocedureisnotcomplicatedatall.b.Theprocedureisnotsocomplicated.c.Theprocedureiscomplicated.(3)Timeusedforcollectingpaymenta.Itisfasttocollectpayment.b.Ittakesalongtimetocollectpayment.(4)Riskanalysisa.Norisksb.Littlerisksc.Extremelyhighrisksofbeingunabletoreceivethepaymentd.RisksofbeingunabletocollectpaymentwhendiscrepanciesbetweenL/Canddocumentshaven’tbeenfounde.Riskofbeingunabletohavethecargobackwhenthebuyerrefusestopayf.Sincethispaymenttermsisveryunfavorablefortheexporter,theexportermayapplyforacreditlimitfromSinosuretoensurethatpaymentwillbecollectedeveniftheimporterfailstopay.StatementsRoleCard3forExpertGroup3Readthefollowingstatements.FilloutColumn4(Part3.forimporters)intheformonP63withtheappropriatestatements.Thestatementscanbeusedmorethanonce.(1)Expensesa.Theexpensesarelow.b.Theexpensesarenotsohigh.c.Theexpensesarehigh(如交單費(fèi)、融資費(fèi)等).(2)Degreeofcomplexitya.Theprocedureisnotcomplicatedatall.b.Theprocedureisnotsocomplicated.c.Theprocedureiscomplicated.(3)Riskanalysisa.Littlerisksb.Risksofbeingunabletogetthecargoc.Cargowillsurelybereceivedaslongaspaymentismade.d.CanenjoyfinancingadvantagesStatementsRoleCard4forExpertGroup4Readthefollowingstatements.FilloutColumn5(Part4.whentobeused)

intheformonP63withtheappropriatestatements.Thestatementscanbeusedmorethanonce.Statementsa.Thecontractvalueisnotsolarge.b.Forbusinesspartnerswhotrusteachother.c.Forlargeordersorbusinesspartnerswhodonottrusteachother.d.Itisusuallyusedfordownpayment.TTbeforeshipmentpaymentfirst,delivery

afterwardslittlerisksTheexpensesareverylow.Theprocedureisnotcomplicatedatall.canenjoyfinancingadvantagesItisfasttocollectpayment.Theexpensesareverylow.Theprocedureisnotcomplicatedatall.RisksofbeingunabletoreceivethecargoThecontractvalueisnotsolarge.TTaftershipmentComparisonandContrastofDifferentTermsofPaymentTermsof

paymentPart

1.PaymentanddeliverysequencePart

2.forexportersPart3.

forimportersPart

4.WhentobeusedadvantagesdisadvantagesadvantagesdisadvantagesforbusinesspartnerswhotrusteachotherItisusuallyusedfordownpayment.TTaftershipmentdeliveryfirst,paymentafterwardsTheexpensesareverylow.Theprocedureisnotcomplicatedatall.Itisfasttocollectpayment.risksofbeingunabletocollectpaymentThecontractvalueisnotsolarge.littlerisksTheexpensesareverylow.Theprocedureisnotcomplicated.forbusinesspartnerswhotrusteachotherTTbeforeshipmentpaymentfirst,delivery

afterwardslittlerisksTheexpensesareverylow.Theprocedureisnotcomplicatedatall.canenjoyfinancingadvantagesItisfasttocollectpayment.Theexpensesareverylow.Theprocedureisnotcomplicatedatall.RisksofbeingunabletoreceivethecargoThecontractvalueisnotsolarge.forbusinesspartnerswhotrusteachotherItisusuallyusedfordownpayment.D/Patsight(Documentsagainstpayment)ComparisonandContrastofDifferentTermsofPaymentTermsof

paymentPart

1.PaymentanddeliverysequencePart

2.forexportersPart3.

forimportersPart

4.WhentobeusedadvantagesdisadvantagesadvantagesdisadvantagesD/Patsight(Documentsagainstpayment)deliveryfirst,paymentafterwards;paymentagainstshippingdocumentsTheexpensesarenotsohigh.Theprocedureisnotsocomplicated.risksofbeingunabletocollectpaymentforbusinesspartnerswhotrusteachotherCargowillsurelybereceivedaslongaspaymentismade.Theexpensesarenotsohigh.Theprocedureisnotsocomplicated.TTaftershipmentdeliveryfirst,paymentafterwardsTheexpensesareverylow.Theprocedureisnotcomplicatedatall.Itisfasttocollectpayment.risksofbeingunabletocollectpaymentThecontractvalueisnotsolarge.littlerisksTheexpensesareverylow.Theprocedureisnotcomplicatedatall.forbusinesspartnerswhotrusteachotherComparisonandContrastofDifferentTermsofPaymentTermsof

paymentPart

1.PaymentanddeliverysequencePart

2.forexportersPart3.

forimportersPart

4.WhentobeusedadvantagesdisadvantagesadvantagesdisadvantagesTTaftershipmentdeliveryfirst,paymentafterwardsTheexpensesareverylow.Theprocedureisnotcomplicatedatall.Itisfasttocollectpayment.risksofbeingunabletocollectpaymentThecontractvalueisnotsolarge.littlerisksTheexpensesareverylow.Theprocedureisnotcomplicatedatall.forbusinesspartnerswhotrusteachotherD/A30days(Documentsagainstacceptance)deliveryfirst,paymentafterwardsTheexpensesarenotsohigh.Theprocedureisnotsocomplicated.risksofbeingunabletocollectpaymentforbusinesspartnerswhotrusteachotherNorisksIttakeslongtimetocollectpayment.canenjoyfinancingadvantagesTheexpensesarenotsohigh.D/Patsight(Documentsagainstpayment)deliveryfirst,paymentafterwards;paymentagainstshippingdocumentsTheexpensesarenotsohigh.Theprocedureisnotsocomplicated.Itisfasttocollectpayment.risksofbeingunabletocollectpaymentforbusinesspartnerswhotrusteachotherCargowillsurelybereceivedaslongaspaymentismade.Theexpensesarenotsohigh.Theprocedureisnotsocomplicated.ComparisonandContrastofDifferentTermsofPaymentTermsof

paymentPart

1.PaymentanddeliverysequencePart

2.forexportersPart3.

forimportersPart

4.WhentobeusedadvantagesdisadvantagesadvantagesdisadvantagesIfyouagreetodobusinesswiththiskindofpaymentterms,usuallyyouneedtoapplyforacreditlimitfromtheSinosuretoensurethatyouwillgetthepaymenteveniftheimporterfailstopay.Theprocedureisnotsocomplicated.D/A30days(Documentsagainstacceptance)deliveryfirst,paymentafterwardsTheexpensesarenotsohigh.Theprocedureisnotsocomplicated.risksofbeingunabletocollectpaymentforbusinesspartnerswhotrusteachotherNorisksTheprocedureisnotsocomplicated.risksofbeingunabletocollectpaymentIttakeslongtimetocollectpayment.canenjoyfinancingadvantagesTheexpensesarenotsohigh.Ifyouagreetodobusinesswiththiskindofpaymentterms,usuallyyouneedtoapplyforacreditlimitfromtheSinosuretoensurethatyouwillgetthepaymenteveniftheimporterfailstopay.L/Catsight(Letterofcredit)deliveryfirst,paymentafterwards;paymentagainstshippingdocumentsPaymentwillbecollectedaslongastheL/Canddocumentsareinexactcompliancewitheachother.forlargeordersorbusinesspartnerswhodonottrusteachotherCargowillsurelybereceivedaslongaspaymentismade.Theprocedureiscomplicated.risksofbeingunabletocollectpaymentwhendiscrepanciesbetweenL/Canddocumentshavebeenfound.Payfeestothebankwhenhandlingshippingdocuments.(例如：交單費(fèi)，融資費(fèi)）Theexpensesarehigh.D/Patsight(Documentsagainstpayment)deliveryfirst,paymentafterwards;paymentagainstshippingdocumentsTheexpensesarenotsohigh.Theprocedureisnotsocomplicated.Itisfasttocollectpayment.risksofbeingunabletocollectpaymentforbusinesspartnerswhotrusteachotherCargowillsurelybereceivedaslongaspaymentismade.Theexpensesarenotsohigh.Theprocedureisnotsocomplicated.ComparisonandContrastofDifferentTermsofPaymentTermsof

paymentPart

1.PaymentanddeliverysequencePart

2.forexportersPart3.

forimportersPart

4.WhentobeusedadvantagesdisadvantagesadvantagesdisadvantagesTTbeforeshipmentpaymentfirst,deliveryafterwardslittlerisks

Theexpensesareverylow.RisksofbeingunabletoreceivethecargoThecontractvalueisnotsolarge.

forbusinesspartnerswhotrusteachother

Itisusuallyusedfordownpayment.Theexpensesareverylow.

Theprocedureisnotcomplicatedatall.

Theprocedureisnotcomplicatedatall.

canenjoyfinancingadvantages

Itisfasttocollectpayment.

TTaftershipmentdeliveryfirst,paymentafterwards

Theexpensesareverylow.risksofbeingunabletocollectpaymentlittlerisks

Thecontractvalueisnotsolarge.

forbusinesspartnerswhotrusteachotherTheprocedureisnotcomplicatedatall.

Theexpensesareverylow.

Itisfasttocollectpayment.

Theprocedureisnotcomplicatedatall.

D/Patsight(Documentsagainstpayment)deliveryfirst,

payment

afterwards;paymentagainstshippingdocumentsTheexpensesarenotsohigh.risksofbeingunabletocollectpaymentCargowillsurelybereceivedaslongaspaymentismade.

forbusinesspartnerswhotrusteachotherTheprocedureisnotsocomplicated.

Theexpensesarenotsohigh.

Theprocedureisnotsocomplicated.

D/A30days(Documentsagainstacceptance)

deliveryfirst,paymentafterwards

Norisks

forbusinesspartnerswhotrusteachotherTheexpensesarenotsohigh.risksofbeingunabletocollectpaymentcanenjoyfinancingadvantages

Theprocedureisnotsocomplicated.risksofbeingunabletohavethecargobackwhenthebuyerrefusestopayTheexpensesarenotsohigh.

Ittakeslongtimetocollectpayment.

Ifyouagreetodobusinesswiththiskindofpaymentterms,usuallyyouneedtoapplyforacreditlimitfromtheSinosuretoensurethatyouwillgetthepaymenteveniftheimporterfailstopay.

Theprocedureisnotsocomplicated.

L/Catsight(Letterofcredit)deliveryfirst,

payment

afterwards;paymentagainst

shipping

documents

PaymentwillbecollectedaslongastheL/Canddocumentsareinexactcompliancewitheachother.risksofbeingunabletocollectpaymentwhendiscrepanciesbetweenL/Canddocumentshavebeenfound.Cargowillsurelybereceivedaslongaspaymentismade.

Theprocedureiscomplicated.

forlargeordersorbusinessPartnerswhodonottrusteachother

Payfeestothebankwhenhandlingshippingdocuments.(例如：交單費(fèi)，融資費(fèi)）

Theexpensesarehigh.ComparisonandContrastofDifferentTermsofPaymentComparisonandContrastofDifferentTermsofPaymentTermsof

paymentPart

1.PaymentanddeliverysequencePart

2.forexportersPart3.

forimportersPart

4.Whentobeusedadvantagesdisadvantagesadvantagesdisadvantages

A.getthegoodsheorderedB.beabletopayforthegoodsC.getthetrustoftheexporterD.findasuitablepaymentmethodTheriskforanimporterinabusinesstransactionisthathemaynot_______

.Activity2Whichoneismorefavorable?1.Choosethebestanswersforthefollowingquestions.

Anexporterwillsuffergreatlossiftheimporterdefaults.Theunderlinedwordmeans

.A.makesmistakesB.forgetsC.failstopayD.disappears12CAWhichofthefollowingtermsofpaymentisrelativelysafeandfairforbothimportersandexporters?_______A.L/CB.T/TC.D/P30daysD.D/A30days3A

WhydosomanyimportersandexportersprefertouseT/T?_______A.Itissafeandthecostislow.B.Itisprofitable.C.Itisfasttocollectpaymentandthecostislow.D.Itensurestimelyandfullpaymenttotheexporter.C4

D/Patsightrequires_______.A.immediatepaymentwhendocumentsarepresentedtotheimporterB.paymenttobecollectedaftertheimporterreceivesthecargoC.paymentmadebythebankD.paymentmadebytheshipper

IfthepaymenttermisD/A30daysaftersight,whichofthefollowingstatementsisNOTtrue?_______A.Theimportercangettheshippingdocumentsaslongashepromisestopaywithin30days.B.Theimporterdoesn’tneedtopaywhenthedocumentsarebeingpresentedtohim.C.Theimportercangetthecargoaslongasheacceptsa30-daydraftdrawnuponhim.D.Theimporterwon’tgetthecargountilhemakespayment.56AD

Iftheexporterandtheimporterdonotknoweachotherwellandarelocatedincountriesthousandsofmilesapart,whichofthefollowingtermsofpaymentisthesafestfortheexporter?_______A.byD/PatsightB.by30%T/Tinadvance,70%D/PC.by30%prepay,30%uponbillofladingreceiptand40%uponlandedD.byanirrevocableL/Catsight

IfpaymentismadebyirrevocableL/C,theexporterisguaranteedtogetpaidunless_______.A.thegoodsaredamagedB.theshipisdamagedC.theimporterisbankruptD.theopeningbankisbankrupt78DD

Taketheroleoftheexporter.Readthefollowingpairsofpaymentmethodsandchoosethemorefavorableonesfortheexporter.(1)a.D/A30daysb.D/Patsight(2)a.D/Patsightb.D/P30daysaftersight(3)a.D/Patsightb.L/Catsight(4)a.L/Catsightb.L/C30daysaftersight(5)a.30%inadvance,balancebeforeshipmentb.30%inadvance,balanceagainstB/L(6)a.30%inadvance,balanceagainstB/Lb.30%inadvance,balanceagainstthecopyofB/L(7)a.30%inadvance,60%beforeshipmentand10%within10daysafterreceiptofgoodsb.30%inadvance,balancebeforeshipment(8)a.30%inadvance,balanceagainstthecopyofB/Lb.30%deposit,30%whengoodsarriveattheportofdischarge,and40%within30dayswhengoodsarriveatthewarehouse(9)a.30%inadvance,balancetobepaidwithin10daysafterreceiptofgoodsb.30%inadvance,balancetobepaidwithin10daysaftershipdate9b.D/Patsighta.D/Patsightb.L/Catsighta.L/Catsighta.30%inadvance,balancebeforeshipmentb.30%inadvance,balanceagainstthecopyofB/Lb.30%inadvance,balancebeforeshipmenta.30%inadvance,balanceagainstthecopyofB/Lb.30%inadvance,balancetobepaidwithin10daysaftershipdate2.Logontothefollowinge-businesssitesandfindoutthecommonly-usedpaymentmethodsone-businessplatforms.

3.Readthesixcasesbelowandmakedecisionswhethertoacceptthepaymenttermsornotforeachcase.Choosethefactorsyouhaveconsideredwhilemakingdecisions.

FactorsforconsiderationA.ordervalueB.expensesC.buyer’sreputationD.previouscooperationE.markettrendF.exchangerateG.experienceofdealingwithL/CH.thestabilityandsafetyofthecustomer’sregionI.seller’sreputationCase1

ThesellerhasreceivedthefirstorderfromabuyerintheUSA.ThetotalvalueisaboveUSD95,430andthebuyerwantstomakepaymentbyL/C30daysaftersight.Ifyouweretheseller,wouldyouacceptit?Factorsconsidered:___________________________.Case2

ThesellerhasjustreceivedthefirstorderfromanewclientandtheordervalueisUSD9,000.ThesellerisaskingforpaymenttobemadebyL/Catsight.Ifyouwerethebuyer,wouldyouacceptit?Factorsconsidered:___________________________.Case3

ThesellerhasjustreceivedanorderwiththevalueofUSD30,000fromanoldcustomerwhohasplacedrepeatedorders.Thecustomerusedtopayby100%T/Tbeforeshipment,butthistimehewantsthepaymenttobemadebyD/A30days.Ifyouweretheseller,wouldyouacceptit?Factorsconsidered:___________________________.AFGABGACDFHCase4

ABCCompanyisspecializinginmanufacturingChristmasgifts.SinceSeptember,thecompanyisreceivingmanyordersfromcustomersinEuropeandNorthAmerica.ABCCompanyisaskingforpaymenttobemadebyT/Tbeforetheshipmentofgoods.Ifyouwerethebuyer,wouldyouacceptit?Factorsconsidered:___________________________.Case5

FebruaryisusuallytheslackseasonforABCCompanyspecializinginmanufacturingpartydecorationandChristmasgifts.ThecompanyhasjustreceivedanorderfromabuyerwhoisaskingforpaymenttobemadebyT/T10daysaftertheB/Ldate.Ifyouweretheseller,wouldyouacceptit?Factorsconsidered:___________________________.Case6

Asellerhasjustreceivedanorderfromaregionwhereitisnotstableandsaferightnow.ThecustomerisaskingforpaymenttobemadebyD/Patsight.Ifyouweretheseller,wouldyouacceptit?Factorsconsidered:___________________________.CHACDEFHEIActivity3Replyingcustomers’paymentrequestsPrepareforgroupworkReadthefollowingemailswrittenbytheimporteraskingformorefavorabletermsofpayment.Taketheroleoftheexporter,analyzethepossiblerisks,advantagesandrelevantbackgroundinformationabouttheimporterandfillouttheanalysisform.Decidewhethertoaccept,declineorputforwardacompromisedtermsofpayment.Supportyourdecisionwithreasons.Writeareply.Readthesamplereplyattheendoftheunitandcompareitwithyourreply.12345ToSubjectDearMr.Deng,Enclosedpleasefindourorderforyournewpaints.Weareinurgentneedofseveraloftheitems,pleaseshiptheorderassoonasyoucan.Inthepast,wehavedealtwithyouonsightcreditbasis.Now,wewouldliketoproposeadifferentwayofpayment,i.e.,whenthegoodspurchasedbyusarereadyforshipmentandthefreightspacebooked,youcableusandwewillpayyouthefullamountbyT/T,sothatwecanassureourbuyersofthetimeofdeliveryandsavealotofexpensesonopeningtheL/C.Re.:PINo.478fornewpaintsdengxin@Email1Itwillnotmakemuchdifferencetoyoubutwouldfacilitateoursales.Wehopeyouwillgrantourrequest.Awaityourfavorablereply.Bestregards,AlexanderTunkToSubjectItwillnotmakemuchdifferencetoyoubutwouldfacilitateoursales.Wehopeyouwillgrantourrequest.Awaityourfavorablereply.Bestregards,AlexanderTunkRe.:PINo.478fornewpaintsdengxin@Email1DearMr.Deng,Enclosedpleasefindourorderforyournewpaints.Weareinurgentneedofseveraloftheitems,pleaseshiptheorderassoonasyoucan.Inthepast,wehavedealtwithyouonsightcreditbasis.Now,wewouldliketoproposeadifferentwayofpayment,i.e.,whenthegoodspurchasedbyusarereadyforshipmentandthefreightspacebooked,youcableusandwewillpayyouthefullamountbyT/T,sothatwecanassureourbuyersofthetimeofdeliveryandsavealotofexpensesonopeningtheL/C.Importer’sreasons(1)Isheanewcustomeroroldcustomer?(2)Didtheexportergetpaymentsuccessfullyforthepreviousdeals?(3)Arehisreasonsforchangingthepaymentmethodacceptable?MethodofpaymentproposedbytheimporterAnalysisFormforEmail1Importer’sbackgroundinformationPaymentbyT/Twhenthegoodsarereadyforshipmentandthefreightspacebooked.TheycanassuretheirbuyerthetimeofdeliveryandsavetheexpensesforopeninganL/C.Oldcustomer.YesYesRiskanalysisAdvantagesfortheexporterExporter’sdecisionExporter’sreasons(7)Whatbenefitswillthisnewpaymentmethodbringtotheexporter?A.Accept

B.Decline

C.

Compromise(4)Whenwilltheexportergetthepayment,beforeshipmentoraftershipment?(5)Whatkindoflosswilltherebeiftheimporterrefusestopay?(6)Cantherisksbeundertheexporter’scontrol?(open)Theexportercangetpaymentearlier.BeforeshipmentTheexporterstillhasthegoods,butneedtosellthemtoanotherbuyer.YesAnalysisFormforEmail1ToSubjectDearMary,Wewishtoplacewithyouanotherorderfor10,000sewingmachines.Afterlong-termcooperationwithyou,we’dliketoaskforeasiertermsofpayment.Ourpaymenttermswithothervendorsarenet30daysornet60daysaftertheshipmentdate,sowewouldliketopayyoubyD/A30days.Weshouldbegratefulifyoucouldgrantusthesameterms.Awaityourfavorablereply.Bestregards,CrystalRe.:OrderNo.123forsewingmachinesmary@Email2Importer’sreasonsImporter’sbackgroundinformation(1)Isheanewcustomeroroldcustomer?(2)Didtheexportergetpaymentsuccessfullyforthepreviousdeals?(3)Arehisreasonsforchangingthepaymentmethodacceptable?MethodofpaymentproposedbytheimporterAnalysisFormforEmail2D/A30daysTheypayothervendorsbynet30daysornet60days.Oldcustomer.YesopenRiskanalysisAdvantagesfortheexporterExporter’sdecisionExporter’sreasons(7)Whatbenefitswillthisnewpaymentmethodbringtotheexporter?A.Accept

B.Decline

C.

Compromise(4)Whenwilltheexportergetthepayment,beforeshipmentoraftershipment?(5)Whatkindoflosswilltherebeiftheimporterrefusestopay?(6)Cantherisksbeundertheexporter’scontrol?(open)(open)AftershipmentTheexporterwilllosethegoodsandwon’tgetthepaymentNoAnalysisFormforEmail2(open)LanguagePractice1.TranslatethefollowingtermsintoEnglish.30天承兌交單即期付款交單30天遠(yuǎn)期付款交單承兌的、不可撤銷的即期信用證預(yù)付款余款全款不可撤銷的45天遠(yuǎn)期信用證12345678D/A30daysD/PatsightD/Pafter30dayssightconfirmedandirrevocableL/CatsightirrevocableL/Cafter45dayssightpaymentinadvancethebalancethefullpayment30%預(yù)付款，余款發(fā)貨前付清30%預(yù)付款，余款見提單付清30%預(yù)付款，余款見提單副本付清30%預(yù)付款，余款貨到后十天內(nèi)付清30%預(yù)付款，余款在提單日后十天內(nèi)付清111213141530%TTinadvance,thebalancetobepaidbeforedelivery30%TTinadvance,thebalancetobepaidagainstB/L30%TTinadvance,thebalancetobepaidagainstthecopyofB/L30%TTinadvance,thebalancetobepaidwithin10daysafterthereceiptofgoods30%TTinadvance,thebalancetobepaidwithin10daysaftertheB/Ldate2.TranslatethefollowingsentencesintoEnglish.我們公司的政策是30%的預(yù)付款，尾款發(fā)貨前付清。1Itisourcompanypolicytoacceptpaymentby30%depositandthebalancetobepaidbeforeshipment.我們建議30%的預(yù)付款，余款采用不可撤銷的信用證（30%前TT+70%irrevocableL/C）2Wepropose30%downpaymentandthebalancetobepaidbyanirrevocableL/C.我們公司的政策是前TT30%，余款見提單副本后付清。3Ithasbeenourcompanypolicytoworkon30%depositandthebalancetobepaidagainstthecopyofBillofLading.我們只能接受貨到20天內(nèi)支付40%貨款，而不是您所要求的70%。4Wecanonlyacceptapaymentof40%within20daysafterthereceiptofthegoods,butnot70%asyouhaverequested.因?yàn)檫@款是新產(chǎn)品，為了促進(jìn)銷售，我們同意D/A30天。5Asthisisanewmodel,inordertohelpyoupushthesalesofit,weagreetoacceptpaymentbyD/A30days.我們同意您的建議。6Weagreetoyourproposal.我們考慮了您的建議，但是很遺憾不能接受。因?yàn)槲覀儧](méi)有關(guān)于貴公司的足夠的信用證明。7Wehaveconsideredyourproposal,butregrettosaythatwecannotacceptitbecausewedonothavesufficientcreditinformationofyourcompany.如您所說(shuō)，在之前的合作過(guò)程中，貴公司已經(jīng)證明了自己的信用狀況。因此我們同意接受您更改付款方式，但是僅此一次。8Asyouhavementioned,youhaveprovenyourcreditduringthepreviouscooperation.Wethereforeagreetothechangesinpaymentmethod,butforthistimeonly.對(duì)于今后的交易，如果訂單金額超過(guò)30000美金，我們只接受L/C。9Forfurthertransactions,ifthevalueofordersexceedsUSD30000,wecanonlyacceptL/C.Emailsandexperiencefromprofessionalsininternationaltrade1.Readtheemailbelowandanswerthequestion.ToSubjectDearSheila,HereIwouldliketotalkmoreaboutthepaymentterms.Inotedthatyourtermsarenet60daysuponreceiptofgoodsforothervendors.I’mafraidthatitisunacceptableforusnow.Maybewewilltryinthefutureasourbusinessgrows.Ourusualpaymentterms:30%prepay—30%uponthereceiptofbilloflading—40%uponlanded,whichisfairforbothofus.Iunderstandthatyouaskformorefavorablepaymenttermsasyourbusinessgrows.Wewouldliketoshowoursincerityandtodeepenourcooperationwithyouinthecomingyears.IdiscussedeverythingwithFrankandhehasdecidedthefollowingpaymenttermsoptionsforyou:Option1:30%prepay—30%uponlanded—40%30daysuponreceiptofgoods(30%deposit,30%whengoodsarriveattheportofdischarge,40%within30days