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1、Lesson 11,Payment 付款,Aims,Negotiate payment terms covering: a. Payment by L/C b. Payment by collection(D/P and D/A) c. Payment by T/T,Language Skills,Negotiate payment terms covering: a. Payment by L/C; It has been our customary practice to require payment by confirmed and irrevocable sight L/C. Ope
2、ning an L/C causes us a lot of expenses. L/C provides guarantee to both the sellers and the buyers. L/C is normal for our exports to America. We can let you make the payment by usance L/C considering youre an old client.,Language Skills,Payment by collection(D/P and D/A) What would you say to paymen
3、t by D/P? We do accept D/P, which is only for some regular customers and small amounts. We shall be grateful to you if you grant us payment by D/A to facilitate our sales. For the sake of safety, D/P is the only thing we can accept. We could grant you the favorable terms of payment of D/A at 45 days
4、 after sight.,Language Skills,c. Payment by T/T It will be 15% down payment by T/T and the balance by 60 days L/C. I know T / T is the quickest way. Considering your good track record, I agree to payment by T/T. We will remit you the full amount by T/T when the goods are ready for shipment. We usual
5、ly accept T/T against copy of B/L.,Part A Sample Conversation,1. guarantee n. v. 保证，保函；担保 Increased demand is not always a guarantee of better price. 需求增长不一定保证能卖个好价。 We have a one-year guarantee on our new car. 我们的新汽车保用一年。 We have to cancel the order, because you cant guarantee delivery before May 1
6、5th. 因为你方不能保证在5月15号之前交货，我们只好取消订单。,The clock is guaranteed for one year. 本钟表保用一年。 His insurance guaranteed him against money loss in case of fire. 保险可使他在火灾中不受经济损失。,2. You should leave us some time to raise money. 你们应该留给我们些时间筹集资金。 raise money 筹集资金 The company is trying to raise the capital to fund its
7、 expansion program. 该公司正在为发展计划努力筹集资金。 The young volunteers raised RMB50 000 for the “Hope“ school in this village. 青年志愿者为该村的希望小学筹款人民币5万元。,3. Thats a deal. 就这么定了。 还可以说Lets call it a deal. 4. for the sake of 为起见，为了的缘故 for the sake of simpleness 为了简便起见,5. Ill take you at your word. 我就相信你说的话。 word是“诺言”的
8、意思。再如： I can give you my word. 我可以向你承诺。,Part B Listening,I. Listen and complete each of the following sentences. 1. Payment _ will cause us financial _ . 2. What is your _ about terms of payment? 3. We ask for your _ of L/C to _ .,in advance,trouble,regular practice,extension,September 30th,4. A _ G
9、uarantee should be issued by a _ bank. 5. Usually, the buyer will ask for _ payment terms to _ their sales.,easier,facilitate,reliable,Letter of,II. Repeat the sentences you hear on the tape. 1. Could you make an exception, say to accept D/A? 2. As an importer, we think remittance against documents
10、is safer. 3. Youre not serious, arent you? Nobody pays in cash in international trade. 4. I think I may as well come straight to the point. 5. Oh! Come on! You talk as if we would not pay the money to you.,III. Write down the sentences you hear on the tape in full. Each will be read three times. 1.
11、All things considered, well agree to your proposal to pay by D/P after sight. 2. Well do it on condition that you give 10% down payment. 3. Thatll not only tie up my money, but also increase my cost. 4. The L/C should reach us 30 days prior to the date of shipment. 5. Will you do us a special favor
12、and exceptionally entertain payment by D/A?,IV. Listen to the short conversations and choose the best answer to each of the following questions. 1. A: For an amount under RMB15 000, D/P can be accepted. B: Cant you make an exception? Under what circumstances does the seller accept D/P? a. Amount und
13、er RMB50 000. b. Amount above RMB50 000. c. Amount under RMB15 000. d. Amount above RMB15 000.,2. A: The present market for this article is dull. B: But I cant share your opinion about the market. What does the second speaker mean? a. He means the market is weak. b. He means the market is not weak.
14、c. He agrees with the first speaker. d. He wants to increase their market share.,3. A: Can you consider payment by D/A? B: I cant give you my word without contacting the departments concerned. What is happening here? a. The man refuses to accept D/A. b. The man agrees to accept D/A. c. The man cant
15、make any decision right now. d. The man asked the woman to contact the department concerned direct.,4. A: We request advance payment for 50% of the total contract value. B: Are you kidding? International practice is just 20% maximum, which we can hardly accept, either. How much is the advance paymen
16、t acceptable to second speaker? a. 50% of the total contract value. b. 20%. c. Less than 20%. d. Between 20% and 50%.,5. A: Dont you think that our reputation is just as good as money? B: I agree with you, but payment by L/C is an international practice, you know. What does the second speaker want to say? a. The first speakers reputation is good. b. Th
