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1、Chapter 5 Terms of Payment,Contents,Background Information,Learning Aims,have some basic idea about how to negotiate the terms of payment in the clearing of international trade, namely Remittance, L/C and collection, mostly focusing on L/C; know the structure of letters on issuing, amending and exte
2、nding L/C as well as related terms and useful expressions; acquaint yourselves with some names of mechanic products;,Learning Aims,learn how to analyze cases and write letters on negotiating terms of payment, urging establishment of L/C, as well as L/C amendment and extension.,Three principal modes
3、of payment (1) L/C: Letter of Credit 信用证 (2) Remittance 汇付 Telegraphic Transfer (T/T)电汇 T/T in advance T/T after shipment,Payment,Payment,(3) Collection 托收 D/P a. D/P at sight b. D/P after sight D/A,Part I Payment,letters on negotiating terms of payment,(1) Recalling the satisfactory terms and condi
4、tions agreed upon for the transaction. (2) Stating the practice for the terms of payment of the exporter. (3) Showing the cooperative spirit of the two parties to conclude the transaction the soonest possible.,Case 1 Case 2 Case 3 Case 4 Case 5 Case 6 Case 7 Case 8,Case Study,易，购买30,000个数控加工零件，双方已就产
5、品合同的各条款进行确认，但就支付方式仍未达成共识，于是去函要求威高公司以信用证方式支付。,Case 1,宁波思壮国际贸易有限公司是一家主营机械配件的出口公司，目前已经与美国威高公司初步达成一笔交,Key points,达成数控加工零件交易 要求信用证支付,Useful Expressions,1. CNC machined parts 2. terms and conditions 3. usual practice 4. confirmed credit 5. irrevocable credit 6. documentary credit 7. in ones favor/in favor
6、 of sb 8. establish an L/C,1.数控加工零件 2.条款 3.惯例 4.保兑信用证 5.不可撤销信用证 6.跟单信用证 7.以某人为受益人 8.开立信用证,Useful Sentences,1. To be on the safe side, we insist on payment by L/C. 2. In terms of payment, we could only accept confirmed, irrevocable L/C. 3. The sooner we get your L/C, the sooner shipment can be effect
7、ed. 4. Please open an L/C without any delay to facilitate early shipment. 5. An irrevocable, transferable L/C would be most appropriate. 6. It is our usual practice to ask for payment by confirmed, irrevocable letter of credit.,Letter 1,Letter 1,As the usual practice, our terms of payment are by con
8、firmed, irrevocable letter of credit in our favor, available by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiation in China for another 21 days after the prescribed time of shipment. Hope you will establish the L/C,Letter 1,at an early date in that the sooner we
9、 get your L/C, the sooner shipment can be effected. Waiting for your favorable reply at an early date. Best regards, David Lee,Notes to Letter One,1. usual practice 惯例 e.g. As our usual practice goes, we require payment to be made by confirmed and irrevocable letter of credit. 按我方通常做法，我们要求以保兑的不可撤销信用
10、证为付款方式。 2. in sbs favor/in favor of sb 以某人为受益人，此处受益人即为汇票、信用证等的抬头 e.g. Shipment will be effected within 20 days after receipt of the relevant L/C issued by your first class bank in our favor upon signing Sales Contract. 在收到由你方首席银行按照销售合同签发的以我方为受益人的信用证后20天内，将安排货物装船。,Notes to Letter One,3. valid 有效的 表示在
11、一定时间期限内起作用，即“有效”的表达有： (A) be valid/firm/effective/good (B) remain valid/firm/effective/good (C) the validity of is e.g. Our quotation will be valid subject to your reply reaching here within one week. 我方的报价有效期以你方一周内复到为准。,Notes to Letter One,4. establish an L/C 开立信用证 表示动作“开立”的动词还可用：open e.g. We have
12、opened an L/C in your favor through the Bank of China for an amount of 17,000 to cover the full CIF value of our order No 754. 我方已通过中国银行开立以贵方为抬头人、数额为17000英镑的信用证来支付编号为754订单的所有到岸价的货款。,Notes to Letter One,5. effect shipment 安排装运 Shipment在此处含有“装运”的动作含义，在外贸英语中shipment也可指装运的货物，要注意使用的语境加以区分。 表示“装运”的动词搭配还可用
13、：make shipment/deliver the goods 若由于某些原因，无法按时发货，只能“延期装运”，则可用这样的表达：postpone the shipment/delay the shipment e.g. We will like to ask you to effect shipment promptly=prompt shipment required. 希望你们能立即装货启运。,Case 2,马克看到李总要求信用证支付的信函后，遂写信答复。,Key points,答复是否采用信用证支付,Useful Expressions,be in a position to do
14、sth. submit an application letter for sbs account Bill of Lading=B/L Commercial Invoice Packing List,1.能够做某事 2.递交申请信 3. 由某人支付 4.海运提单 5.商业发票 6.装箱单,Useful Expressions,Certificate of Origin in duplicate in triplicate,7. 原产地证 8. 一式两份 9. 一式三份,Useful Sentences,1. We propose to pay by bill of exchange at 3
15、0 d/s, documents against acceptance. Please confirm if this is acceptable to you. 2. In order to show our great sincerity, we agree to accept payment by confirmed, irrevocable and documentary L/C. 3. Its expensive to open L/C and tie up the capital of a small company like us. So its better for us to
16、 adopt D/P or D/A. 4. With an eye to our future business, well agree to change the terms of payment from L/C at sight to T/T.,Useful Sentences,5. We regret having to inform you that although it is our desire to pave the way for a smooth development of business between us, we cannot accept payment by L/C. 6. In order to conclude this transaction, we are prepared to make payment of 50% by T/T in advance and the balance by L/C at sight.,Letter 2,Letter 2,Letter 2,Notes
