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1、,Unit 12 Payment 货款支付,Content,Warm-Up Questions,What do business partners discuss in term of the payment? What are the meaning of the means of the payment? Can you mention some?,They discuss about the means of payment, the place and time of payment, and the method of payment.,The means of payment re
2、fer to the instruments used in international trade. In international trade, cash is rarely used. Methods of payment chiefly include remittance, collection, and letter of credit.,Business Profile,Drawn Under,L/C NO. ,Dated,Payable with interest %per annum,Exchange for,At,Sight of this FIRST of exchan
3、ge,Pay to the order of,The sum of,To ,Shanghai,China,Bill of Exchange,NO. ,Sample,Drawer,出票,提示,付款、承兑,Bill of exchange，Draft,Seller,Buyer,Drawer Payee Payer（Drawee）,Useful Expression,(1) What about the terms of payment? (2) We accept payment by irrevocable letter of credit payable against shipment do
4、cuments. (3) In as much as the amount involved is rather small, we agree to draw on you by documentary sight draft. (4) It would be much appreciated for you if you could pay for the first 20 machines in advance. (5) The amount concerned was forwarded to your account of the China Bank by telegraphic
5、transfer today. (6) Payment is to be effected by 100% confirmed; irrevocable letter of credit payable by draft at sight. (7) Well open an irrevocable letter of credit in your favor within 10 days from the date of the contract. (8) We earnestly hope that you will extend the credit by 15 days. (9) I a
6、m sorry to tell you that your payment is 6 months overdue in total. (10)For a few special import items we can adopt “payment by installment”.,Dialogue,Dialogue 1 Discuss the Terms of Payment Mr. Blake: Well, weve settled the question of price, quality and quantity. Now what about the terms of paymen
7、t? Mr. Chen: We only accept payment by irrevocable letter of credit payable against shipment documents. That is, documentary L/C. Mr. Blake: Thats the common way of payment. Could you make an exception for this deal, I mean could you accept D/A or D/P? Documents against acceptance or documents again
8、st payment? Mr. Chen: Im afraid not. We insist on a letter of credit. Mr. Blake: To tell you the truth, a letter of credit would increase my cost. When I open a letter of credit with a bank, I have to pay a deposit. Thatll tie up my money and increase my cost. Mr. Chen: Could you consult your bank a
9、nd see if they will reduce the required deposit to a minimum?,Dialogue,Mr. Blake: You know, there will be bank charges in connection with the credit. It would help me greatly if you would accept D/A or D/P. It makes no great difference to you, but it does to me. Mr. Chen: Well, you must be aware tha
10、t an irrevocable letter of credit gives the exporter the additional protection of the bankers guarantee. We always require L/C for our exports. On the other hand, we pay by L/C for our imports. Mr. Blake: To meet you half way, what do you say if 50% by L/C and the balance by D/P? Mr. Chen: Im very s
11、orry. But Im afraid I cant promise you even that. As Ive said, we require payment by L/C.,Dialogue,Dialogue 2 Decide L/C Payment Mr. Blake: Lets move on to the terms of payment. What would you say to pay by D/P? Mr. Chen: Im afraid I cant. Normally we require confirmed and irrevocable L/C， draft at
12、sight. Mr. Blake: But sometimes you do accept D/P, dont you? Opening an L/C causes us many expenses, you know, it requires a certain sum of deposit in the bank. Mr. Chen: Yes, we do accept D/P, but only for some regular customers, and that is only for a small amount of the deals. You know this is th
13、e first time we have done business with you. Mr. Blake: I understand the payment by L/C provides guarantee to both the sellers and the buyers. As to the large amount, will a time L/C, say 60 days after sight, be acceptable? You see, we are making a concession. You should leave us some time to raise
14、money. Mr. Chen: But as mentioned just now, it is not a small order. In that case, we have to bear great risk in producing the goods and preparing them for shipment. So I really have to stick to our usual practice.,Dialogue,Mr. Blake: OK, I see. But I do hope that we can use T/T payment after we get
15、 more acquainted. Mr. Chen: No problem.,Career Skills: Making and Responding to Suggestions,Warm-up Choosing the right way to phrase suggestions depends on the context of the conversation. Being able to give an opinion about the best course of action or to advise someone about what you think they sh
16、ould do means using the appropriate language. You can do this by using the following phrases. How / what about? Couldnt you/we ? Why dont you ? If I were you I suggestion / think you should It might be better to ,Ok, lets do / try that. Sounds good to me. But what if ? The only thing / problem is Its a good idea, but Youre right.,Listening,Listen to six short dialogues in which people make sugges
