9.1.1 商议支付方式信函的写作要点(课件）《外贸英文函电第3版》（电子工业出版社）

外贸英文函电 李辉 白丹 主编 第3版 1 Terms of Payment 专业知识简介 学习目标 学习内容 本章小结 Chapter 9 复习思考题 2 专业知识简介 支付是进出口贸易的核心。在当今国际贸易结算方式中，有三种主要的付款方式（Payment Terms）：汇付（Remittance）、托收（Collection）和信用证（Letter of Credit or L/C）。一般而言，大额交易使用信用证，小笔交易使用托收和汇付来完成。此外，还有两种或两种以上方式结合使用以及赊账（Open Account）、分期付款（Installment）、延期付款（Deferred Payment）、交单付现（Cash Against Documents）及交货付现（Cash on Delivery）等支付方式。 作为国际结算中的一个重要组成部分，汇票（bill of exchange /draft）是对外贸易中最常用的一种支付工具。汇票按付款时间的不同，分为即期汇票（sight draft）和远期汇票（time draft）两种。 modes of payment remittance T/T(telegraphic transfer) M/T( mail transfer) D/D (demand draft) documentary collection D/P D/P at sight D/P after sight D/A L/C (letter of credit) 3 学习目标 了解汇付、托收及信用证三种支付方式； 掌握三种支付方式条款的词汇与常用表达； 掌握有关支付方式信函的写作。 4 学习内容 写作指南 9.1 样函解析 实用句子 9.2 9.3 常用表达 9.4 5 9.1 写作指南 9.1.1 商议支付方式信函的写作要点 （1）提到成交的合同或货物。 （2）建议采用何种支付方式，并给出原因 （3）希望对方接受。 9.1.2 回复商议支付方式信函的写作要点 （1）陈述对方的来函。 （2）向对方说明接受或拒绝对方提出的支付方式的原因。 （3）说明己方的付款方式建议，并表达愿意成交的愿望。 9.1.3 进口商更改支付方式信函的写作要点 （1）进口商提到收到出口商来函的具体日期和具体内容。 （2）向出口商提出更改付款方式的要求和具体更改内容，并说服对方接受。 （3）说明你所提议的付款方式的理由。 （4）等待对方接受。 6 9.1 写作指南 9.1.4 出口商同意更改付款方式信函的写作要点 （1）出口商提到收到进口商来函的日期，以及要求更改付款方式的内容。 （2）出口商说明本公司一贯采用的付款方式，并指出此次交易同意进口商更改付款方式的原因。 （3）出口商同意进口商更改付款方式的同时，要声明附带条件是只此一次，下不为例。 （4）未来具体交易的付款方式仍需双方商讨。 9.1.5 出口商拒绝更改付款方式信函的写作要点 （1）提及对方提出更改付款方式来函的日期和更改付款方式的具体内容。 （2）拒绝更改付款方式的具体情况。 （3）说明拒绝的原因。 7 9.2 样函解析 9.2.1 样函1：提议信用证的支付方式 Dear Mr. Benson, Have a nice day! We are very glad to have reached an agreement with you on 30,000 pieces of hair dryers. All the terms and conditions have been confirmed except the terms of payment. As our usual practice, our terms of payment are by confirmed, irrevocable letter of credit payable by draft at sight in our favor. We hope you will establish the L/C at an early date. The sooner we get your L/C, the sooner shipment can be effected. Waiting for your favorable reply at an early date. Best regards, David Lee General Manager Yuyao International Trading Co., Ltd. 8 9.2 样函解析 9.2.2 样函2：对样函1的回复 Dear Mr. David Lee: We appreciate your great efforts in executing the order. In view that it is our first order and to show our great sincerity, we are in a position to accept payment by L/C although there is a small amount, say USD 20,000. We have submitted an application letter to Bank of America, Los Angeles Branch to open for our account the relevant documentary L/C for the total amount of USD 30,000. We further need you to prepare the following documents: Bill of Lading in duplicate, Commercial Invoice in triplicate, Packing List in triplicate, and Certificate of Origin in duplicate. Once the L/C has been established, we will write to notify you. Best wishes, Mark Benson 9 9.2 样函解析 9.2.3 样函3：建议改变付款条件 Dear Mr. Wang, We are pleased to inform you that the 950 sets of laptops sent in two lots have arrived here in good condition. Since the goods are quite satisfactory, we would like to place with you a repeat order for 1,500 sets of laptops (500 sets for each model). The prices and other terms remain unchanged. However, for this transaction, we would suggest payment by D/P instead of L/C, which would save our cost and we believe it would be convenient to you as well. In fact, an Indonesian company has already done business with us on D/P basis. We hope therefore that you will not hesitate to come to an agreement with us on payment terms so as to conclude the transaction. We look forward to your favourable reply. Best regards, Mohammed Khan General Manager J.A.Hussain & Co. 10 9.2 样函解析 9.2.4 样函4：对样函3的回复 Dear Mohammed Khan, We are glad to learn from your e-mail of December 6 that you are prepared to place a repeat order with us. And your proposal of changing payment terms is agreeable to us, but we would prefer T/T to D/P. Once the contract is signed, you are to remit by T/T within a week 40% of the proceeds to our account as your down payment. We will fax the B/L to you as soon as the shipment has been loaded on board. Within 3 days after you receive our fax, the remaining 60% of the payment must be made. After we confirm receiving your payment, we will immediately courier the original B/L to you directly. In case we do not receive your payment within 3 days, we will have to notify the shipping company to return the cargo. We believe T/T is a suitable payment method for both of us as we share the risks as well as the obiligations. It has been very popular in China and will definitely facilitate our sales to our mutual benefits. We await your early reply. Best regards, Wangyongtai sales Manager Yuyao Strong International Trading Co., Ltd. 11 9.2 样函解析 9.2.5 样函5：要求T/T付款方式 Dear Sirs, Thank you for your letter of May12 offering us 100 sets of refrigerators. We know that you only accept payment by L/C for all deals. But, as this order is rather small in value, we hope you would agree to our payment by T/T upon receipt of the required documents. As you know, competition from other brands is very keen here and we have to offer our goods on favorable terms and conditions. It is expensive to pay by L/C and, moreover, such payment terms will tie up our funds for a long time, which is a big problem to a small company like us. After several years of satisfactory trading with you, we feel that we are entitled to easier payment terms. It will be highly appreciated if you could allow us to remit the total amount by T/T as soon as the goods are ready. We are anticipating your acceptance of the above request. Yours faithfully, 12 9.2 样函解析 9.2.6 样函6：拒绝D/A方式 Dear Sirs, We have received your letter of October 2, 2018 asking for payment by D/A for Order No. 345. It is our usual practice to do business with new customers on L/C basis. Therefore, we regret that we are unable to agree to your above request. However, in view of the amount being very small, we are prepared to accept D/P at sight, as an exceptional case, which we hope will facilitate your sale of our products. We will draw on you documentary draft at sight through our bank on collection basis. But we wish to make it clear that the accommodation is only for this deal, which should in no case set a precedent. For future transactions, payment L/C will still be required if the amount is more than USD30000. We hope the above will be acceptable to you and await your confirmation. Yours faithfully, 13 9.3 实用句子 9.3.1 信用证付款方式 （1）For further transactions, if the value of orders exceeds USD 3000, we can only accept L/C. 对于今后的交易，如果订单金额超过3000美金，我们只接受信用证。 （2）Our usual terms of payment are by a confirmed irrevocable letter of credit by draft at sight, in our favor, reaching us one month ahead of shipment. 我们通常的支付方式是以你方为受益人，保兑的、不可撤销的、凭即期汇票支付的信用证。 （3）The Buyer shall open a confirmed irrevocable L/C at sight in favor of the Seller with/through the bank acceptable to the Seller, one month before the shipment, and it’s valid for 15days after shipment. 买方通过卖方可接受的银行在装运前一个月开立以卖方为受益人的保兑的、不可撤销、即期信用证，有效期至装运后15天。 （4）We issue a credit in the favor of Dahua Import & Export Company at the request of New York Bye Co., for the amount of USD 30000 availabe by draft drawn on us at sight. 按照纽约拜公司的要求，我们开出以大华进出口公司为受益人的、金额为30000美金的即期信用证。 （5）L/C has been very popular in the world trade, which is a suitable payment terms for both of them as the buyer and the seller share the risks and as well as obligations. 信用证在世界贸易中已很流行，因为买卖双方共担风险与义务，所以是一种合理的付款方式。 14 9.3 实用句子 9.3.2 其他付款方式 （1）As agreed, the terms of payment for the above orders are letters of credit at 60 days’ sight or D/P at sight. 根据协议，对于上述订单的支付采用60天远期信用证或即期付款交单。 （2）We regret to inform you that we cannot entertain your request for payment by D/A. 我方抱歉不能接受你方承兑交单的支付方式。 （3）Our terms of payment are D/P instead of D/A. 我方的付款方式是付款交单而不是承兑交单。 （4）We propose 30% down payment by T/T and the balance is to be paid by an irrevocable L/C. 我们建议30%的预付款，余款采用不可撒销的信用证。 （5）As establishing L/C costs us a great deal of money, we propose D/A payment terms. 因为开信用证使我方花许多钱，所以我方建议承兑交单的付款方式。 （6）As you know, the bank interest is very high at present and we can do this transaction on 60 days D/P basis. 正如你所了解的，目前的银行利率太高，我们可以按60天付款交单的方式进行交易。 （7）We agree to the changes in payment terms, but for this time only. 我们同意更改付款方式，但是仅此一次。 （8）As to payment, we are agreeable to draw on you at 30 days’ sight, on D/A terms. 关于支付，我方同意向你方开30天远期汇票，采用承兑交单方式。 （9）As this is a new product, in order to test the market, we propose D/A for this first order. 因为这是一款新产品，为了验证一下市场的反映，我们建议第一笔订单采用承兑交单方式。 15 9.3 实用句子 （10）As the value of this order is less than USD 3000, we propose payment on D/P basis and we can save the expenses of opening a letter of credit. 由于这笔订单的金额少于3000美金，我们建议付款交单方式，这样我们可以节约开信用证的费用。 （11）We’ll agree to change the terms of payment from L/C at sight to D/P at sight. 我们同意将即期信用证付款方式改为即期付款交单。 （12）In compliance with your request, we exceptionally accept delivery against D/P at sight, but this should not be taken as a precedent. 按贵方要求，我方破例接收即期付款交单，但下不为例。 （13）For such a large amount, L/C is costly. Besides, it ties up our money. All this adds to our cost. 对于大数额，信用费用很大，再说资金也要积压，这些都会增加我方成本。 （14）You may draw on Bank of China, Tianjin branch at sight for the amount of the invoice. 贵方可开具以中国银行天津分行为付款人的发票金额的即期汇票。 （15）We’d like to propose another payment term, that is T/T, please confirm. 我们建议另外一种付款方式，用电汇，请确认。 （16）We’ll pay 30% in advance as down payment and the balance will be paid when the goods are shipped. 我们建议预付30%作为定金，余款在货物装运后支付。 16 9.4 常用表达 （1）承兑交单 D/A （2）即期付款交单 D/P at sight （3）30天远期付款交单 D/P 30 days after sight （4）即期信用证L/C at sight (sight L/C, L/C payable by draft at sight) （5）预付款 down payment （6）银行汇票a banker’s draft/a demand draft （7）向某人开汇票draw on sb. （8）跟单托收 documentary collection （9）商业汇票 commercial invoice （10）30%预付款 30% of the down payment by T/T （11）余款见提单付清 the balance paid against B/L （12）信汇M/T （13）票汇D/D （14）汇付 remittance （15）远期付款交单 D/P after sight 17 支付条款是国际贸易合同的一个主要内容。不同的支付方式对于贸易双方而言，在贸易结算中的风险以及经营中的资金负担都是不相同的。选择正确支付方式能使进出口双方在货款收付方面的风险得到控制，并在资金周转方面得到某种通融，从而促进交易目的的实现。在选择中，应从贸易双方共同的利益点出发，本着风险分摊的原则，选用综合结算方式，从而促成进出口商的双赢。目前，进出口贸易中，较常用的支付方式有汇付（Remittance）、托收（Collection）和信用证（Letter of Credit）。大额交易时主要使用信用证，小笔交易或者出口商为了适应国际间激烈的竞争，在支付方式上给予国外进口商优惠待遇，采用汇付和托收来完成。汇付包括信汇（M/T）、电汇（T/T）和票汇（D/D）。托收（Collection）分为光票托收和跟单托收。跟单托收（Documentary Collection）按照交单的前提分为付款交单（D/P）和承兑交单（D/A）。付款交单按照付款的时间，又分为即期付款交单（D/P at sight）和远期付款交单（D/P after sight）。对出口商来说，D/P比D/A更加安全。信用证支付是这三种付款方式中最常用的，因为它能为买卖双方提供高度保障。 本章小结 18 Give a reply to the above with the following hints. （1）八月二十日电悉。 （2）60天期承兑交单不能接受。 （3）考虑到长期友好合作关系，可同意60天期付款交单。 复习思考题 19 PPT模板下载：/moban/ 行业PPT模板：/hangye/ 节日PPT模板：/jieri/ PPT素材下载：/sucai/ PPT背景图片：/beijing/ PPT图表下载：/tubiao/ 优秀PPT下载：/xiazai/ PPT教程： /powerpoint/ Word教程： /word/ Excel教程：/excel/ 资料下载：/ziliao/ PPT课件下载：/kejian/ 范文下载：/fanwen/ 试卷下载：/shiti/ 教案下载：/jiaoan/ 字体下载：/ziti/ Thank you! 20 $$