外贸交际英语scene3-Talking-about-the-Payment课件.ppt

1、Talking about the PaymentqWarm-upq SpeakingqPractical Writing q Practical LearningqTrainingn1.知识目标知识目标:（1）了解合同中价格条款的内容；n（2）掌握付款洽谈的内容和技巧；n（3）掌握催开信用证及回复函、修改信用证及n 回复函、信用证展期及回复函写作；（4）掌握电子邮件的应用方法；n （5）了解信用证的风险并掌握修改信用证的方法。n2.能力目标能力目标:（1）能够进行付款洽谈；n （2）能够写作催开信用证及其回复函、修改信用证及n 其回复函、信用证展期及其回复函；n （3）能够在国际贸易中，熟练

2、应用电子邮件；n （4）能够读懂信用证，并修改信用证。DialoguesWritingPractical learningTrainingn3.素质目标素质目标:（1）熟悉并适应贸易工作；n （2）能够进行商务英语交际；n （3）具有一丝不苟、严肃认真的工作作风。DialoguesWritingPractical learningTrainingn教学重点：教学重点：催开信用证及其回复函、修改信用证及其回复函、信用证展期及其回复函；信用证。n教学难点：教学难点：信用证风险防范与控制。DialoguesWritingPractical learningTraining Payment is on

3、e of the most important steps in international trade.Terms of payment is directly related with the benefits of both sides of the buyer and the seller.The method of payment for each transaction is to be agreed upon between the two trading parties at the time of placing an order.Generally,there are th

4、ree commonly used methods:L/C(letter of credit),collection and remittance.With the development of Internet and modern E-commerce,modern payment and online payment such as Western Union,Alipay,Paypal,is used widely.Section I.DialoguesWritingPractical learningTraining As a seller,generally in modern b

5、usiness,T/T before shipment is the first choice of payment,and then L/C at sight,better irrevocable confirmed L/C at sight,if possible,L/C after sight is also a safe consideration.Payment term in a contract is usually adopted payment at different times and with different types.For example,Payment:30

6、 percent downpayment of total invoice value by T/T 5 days after contract,60 percent payment before shipment by L/C at sight,and 10 percent after service period by D/A.DialoguesWritingPractical learningTrainingPre-taskTask PracticeDialoguesWritingPractical learningTraining常用付款方式介绍每一次交易时的付款方式由买卖双方在订货时

7、商定。通常有三种常用的支付方式：信用证、托收和汇付。随着互联网和现代电子商务的发展，在线支付已被广泛采用。1.Letter of Credit 信用证信用证最常用的付款方式是用信用证支付，它既可靠又安全。按惯例，信用证须在装运日期前开立并到达卖方。这样，卖方有足够的时间确保信用证中所订条款与合同规定条款完全一致。如果有不同之处，卖方可要求买方修改信用证。同样，买方也可要求修改信用证。每一份信用证和装运日期，都有到期期限。通常情况下，装船期和信用证的有效期至少要相隔两个星期以上。若发生意外事件，卖方将不得不要求买方推迟装船期，延长信用证的有效期。一般来说，卖方应注意如下事项：1）催促买方开立信用

8、证；2）按合同条款审证；3）要求修改信用证。DialoguesWritingPractical learningTraining尽管在国际贸易活动中信用证有很多种形式，最常用的有以下几种：Sight L/C;即期信用证；Time or Usance L/C;远期信用证；Revocable and Irrevocable L/C;可撤销和不可撤销信用证；Unconfirmed and Confirmed L/C;不保兑和保兑信用证；Transferable and Non-transferable L/C;可转让和不可转让信用证；Documentary and Clean L/C;跟单信用证和光

9、票信用证；Revolving L/C.循环信用证。DialoguesWritingPractical learningTraining常用付款方式介绍2.Collection 托收托收另一种支付方式是通过银行以付款交单或承兑交单的方式托收。付款交单有即期、远期两种。承兑交单总是远期的。按付款交单（D/P Documents against Payment）付款方式，卖方指示他的银行，将单证连同汇票送交买方银行或在买方所在地附近的往来银行，同时指示接收单据的银行，向买方银行提示汇票并要求买方付款。在买方支付即期汇票后，指示必须表明授权往来银行将单据交付买方。买方只有在支付了即期汇票后，始能取得单

10、证，即取得可转让提单。付款交单按付款时间可分为三种类型，即期付款交单，远期付款交单和出票后付款交单。DialoguesWritingPractical learningTraining常用付款方式介绍 按承兑交单（D/A Documents against Acceptance）付款方式，有时买方要求卖方故意放宽付款期限。请注意，在此情况下，一切手续与上面所述相同，只是卖方不开即期汇票要求买方立即付款，而是开一张譬如见票90天付款的远期汇票。托收银行所收到的指示是，只要买方以书面形式承诺在90天后汇票期满时付款，银行即可将提单和其它单证全部交给买方。在国际贸易中，从考虑卖方利益出发，信用证优于

11、付款交单。即期付款交单优于远期。而付款交单要优于承兑交单。通过托收的支付有风险，除非进口商的商业信誉卓著或进口商是老客户。DialoguesWritingPractical learningTraining常用付款方式介绍 3.Remittance 汇付汇付 有时我们也接受汇付。汇付指的是买方本人通过合约中规定的银行把钱付给卖方。汇付方式有三种：信汇mail transfer(M/T)、电汇telegraphic transfer(T/T)、票汇demand draft(D/D)。一般来说，只有当交易量很小、涉及到的金额也很小的情况下，才可以接受汇付方式支付。样品邮寄费、佣金及小订单付款通常采

12、用电汇支付方式。DialoguesWritingPractical learningTraining常用付款方式介绍4.E-bank payment-Alipay 网上银行付款网上银行付款-支付宝：支付宝：支付宝（）由属于著名的B2B网站阿里巴巴公司的浙江支付宝网络科技有限公司创办，专业提供网上支付服务。致力于为中国电子商务提供各种安全、方便、个性化的在线支付解决方案。支付宝以其在电子商务支付领域先进的技术、风险管理与控制等能力赢得银行的认同。目前已和国内工商银行、农业银行、建设银行、交通银行、招商银行等各大商业银行建立了战略合作。DialoguesWritingPractical learn

13、ingTraining常用付款方式介绍 1.Our usual way of payment is by confirmed and irrevocable letter of credit available by draft at sight for the full amount of the contracted goods to be established in our favour through a bank acceptable to the sellers.2.For payment,we require 100%value,confirmed and irrevocabl

14、e letter of credit with partial shipment and transshipment allowed clause,available by draft at sight,payable against surrendering the full set of shipping documents to the negotiating bank here.DialoguesWritingPractical learningTraining 3.We regret having to inform you that we cannot accept payment

15、 by D/P.4.We regret to say that we are unable to consider your request for payment under D/A terms.5.We dont accept payment in US dollars.Please conclude the business in terms of Swiss francs.6.We require payment by L/C to reach us one month prior to the time of shipment.7.Our terms of payment are 3

16、0-day credit period,not 60-day credit.Its customary.DialoguesWritingPractical learningTraining 1.You should talk about the payment about a certain goods that you are interested in.2.You should search for information and typical expressions about the payment,quantity and quality based on the goods yo

17、u chose.3.You make a role-play,one roles as exporters,the other one roles as customers.DialoguesWritingPractical learningTrainingnThere are three commonly used payment methods:L/C(letter of credit),collection and remittance.n有三种常用的付款方式：信用证、托收和汇付。nL/C 信用证，主要包括：nSight L/C;即期信用证；nTime or Usance L/C;远期信

18、用证；nRevocable and Irrevocable L/C;可撤销和不可撤销信用证；nUnconfirmed and Confirmed L/C;不保兑和保兑信用证；nTransferable and Non-transferable L/C;可转让和不可转让信用证；nDocumentary and Clean L/C;跟单信用证和光票信用证；nRevolving L/C.循环信用证。DialoguesWritingPractical learningTrainingnCollection 托收，主要包括：nD/P(documents against payment)付款交单nD/A(

19、documents against acceptance)承兑交单nRemittance 汇付，主要包括：nM/T(mail transfer)信汇nT/T(telegraphic transfer)电汇nD/D(demand draft)票汇DialoguesWritingPractical learningTrainingnWe only accept irrevocable Letter of Credit payable against shipping documents.我们只接受见发货单据付款的不可撤销信用证方式。n说明：最常见的信用证形式的理解：nIrrevocable:不可撤

20、销的，不可撤销信用证是指开证行一经开出、在有效期内未经受益人或议付行等有关当事人同意，不得随意修改或撤销的信用证。nConfirmed:保兑的，保兑信用证是指开证银行开出的信用证经另一定银行加以保兑，保证兑付受益人所开具的汇票，保兑银行通常是由通知银行担任。DialoguesWritingPractical learningTrainingnTransferable:可转让的，可转让信用证是指经出口商请求，进口商同意，由开证银行开立可转让信用证，并载明授权受益人（即原信用证受益人）有权将信用证所列金额的全部或部分转让给出口商以外的第三者，即第二受益人有权使用转让后的权力。nDivisible：

21、可分割的，可分割信用证是指受益人被允许将信用证的全部或一部分转让给另一个受益人(或同时转让给两个或两个以上的第三者)的信用证。按照国际惯例只要可转让的信用证规定准许分批装运,它就是可分割的。DialoguesWritingPractical learningTraining Urging Establishment of L/C Amendments of L/CDialoguesWritingPractical learningTraining Extension of L/CUrging Establishment of L/CDialoguesWritingPractical learn

22、ingTraining Dear Sirs,We regret to inform you that we have not received your L/C covering the Sales Contract KTS121 up to now.It is clearly stipulated that the relevant L/C should reach us by the end of September.Although the time limit for the arrival of your L/C has been exceeded,we are still prep

23、ared to ship your order in view of the long-term friendly relations between us.Please do your utmost to expedite its establishment,so that we may execute the order within the prescribed time.Urging Establishment of L/CDialoguesWritingPractical learningTrainingIn order to avoid subsequent amendments,

24、please see to it that the L/C stipulations are in exact accordance with the terms of the contract.We look forward to receiving your favorable response at an early date.Sincerely yoursWang DaweiWeifang Kite PlantTel:86-536-8881234Fax:86-536-8881235E-mail:Urging Establishment of L/CDialoguesWritingPra

25、ctical learningTraining Dear Mr.Wang,Sorry for late establishment of the L/C just because of a sudden earthquake influence.We have instructed the Bank of England to open an irrevocable letter of credit in your favor,covering 5,000pcs Weifang butterfly kites in the amount of USD45,000.00,valid until

26、Sep 25th,2007.The letter of credit will be confirmed by Bank of England,Hong Kong branch,who will accept your 30 days draft on them for the amount of your invoice.Urging Establishment of L/CDialoguesWritingPractical learningTraining The shipping documents required for negotiation are:A full set of c

27、lean on board Bill of Lading;3 Commercial Invoices;1 Insurance Policy.Please advise us by email when the ordered kites have been delivered.Best regardsMr.SmithGlobal Trade Company,Kite BranchE-mail:K一般来说，当交易达成时，买方就有义务在合同规定的时间内通过其往来银行开立信用证。在实践中，习惯做法是在装运期前一个月开立信用证并到达卖方，以便给卖方充足的时间办理装运，如准备货物、预定舱位等。如果买方没

28、有能够及时开立信用证，或买方开立的信用证没有能够及时到达卖方，卖方就必须和买方联系，催开信用证或弄清信用证的下落。撰写这类书信时，注意用词要得体，千万不要使用责怪和厌烦的口吻。应该有礼貌地说明所订货物已经备妥，但有关的信用证却没有收到。如果第一封信函没有回音，可以发第二封信函。这次，仍应克制情绪，但可以适当表示失望的心情。DialoguesWritingPractical learningTraining1.Sorry for not received the L/C2.Ask for reasons3.Declare troubles of shipment4.Urge to establi

29、sh5.Actions and declaration6.Response with confirmation7.Contact informationDialoguesWritingPractical learningTraining1.Received2.Sorry3.Reason for late opening4.Effort and promise5.Shipment requirements6.Wishes7.Contact informationDialoguesWritingPractical learningTraining1)As the goods against you

30、r order No.111 have been ready for shipment for quite some time,it is imperative that you take immediate action to have the covering credit established as soon as possible.由于贵方定单第111号之货已备待运有相当长时间了，贵方必须立即行动尽快开出信用证。2)We hope that you will take commercial reputation into account in all seriousness and

31、open L/C at once,otherwise you will be responsible for all the losses arising there from.DialoguesWritingPractical learningTraining希望贵方认真考虑商业信誉，立即开证，否则，由此产生的一切损失均由贵方负责。3)The shipment time for your order is approaching,but we have not yet received the covering L/C.Pls do your utmost to expedite the s

32、ame to reach here before the end of this month so that shipment may be effected without delay.贵方定单的装船期已经临近，但我们尚未收入到有关信用证，请尽最大努力从速将信用证在本月底开到，以便及时装运。DialoguesWritingPractical learningTrainingn阅读并翻译以下信函：nDear Sirs,nRe:Urging Establishment of L/C nWith reference to our Sales Contract No.2012101 covering

33、 1000 dozen of Thermos Flask,we regret to inform you that we have not received your relevant L/C,though you promised to establish the L/C immediately after the signing of the contract.According to the contract stipulation,shipment is to be effected before November 10,2012.Please note that if your L/

34、C cannot reach us within one week,we are afraid that delivery will have to be postponed.Please give this matter your immediate attention and expedite the covering L/C so that we can effect shipment without any delay.We hope to receive your L/C soon.n Yours sincerely,n敬启者:主题:催开信用证 我们很遗憾地通知你方：尽管你方承诺合同

35、一经签订，立即开立2012101号销售合同项下的1000打保温瓶胆的信用证，但是,至今我方仍未收到相关信用证。根据合同规定,货物必须在2012年11月10日或以前装运。请注意：如果你方信用证不能在一周内抵达我方，恐怕我方不得不延迟交货。请密切关注此事，加速开立相关信用证，以便我方毫不延迟地办理交货事宜。盼望早日收到你方的信用证。n你真诚的XXXAmendments of L/CDialoguesWritingPractical learningTrainingDear Mr.Mr.Smith,Thanks for your effort.We received your L/C No.KTS-

36、345 against our S/C No.KTS121 just this morning.On perusal,we find that there are still certain clauses,which do not conform to those of the contract.Hereby we list the discrepancies for your attention.The contract No.is KTS121 instead of KTSI21.As direct steamers to your port are few and far betwee

37、n,we have to ship via Hong Kong more often than not.Therefore,please amend your L/C by stating“Transshipment allowed.”Amendments of L/CDialoguesWritingPractical learningTraining We hope you will make the necessary amendments immediately so that we can ship the goods in time.Your prompt attention to

38、the above will be appreciated.Wang DaweiWeifang Kite PlantTel:86-536-8881234Fax:86-536-8881235E-mail: nDear Mr.Wang,nThanks for your e-mail asking for amendments of the L/C.nWe agree to amend KTSI21 to KTS121.This is caused by careless typing.We will do this to our bank this afternoon.We prefer a di

39、rect steamer but if you cant find it you may amend the L/C stating“Transshipment allowed”.nWe will fax you a revised L/C copy as soon as possible for a quick shipment.DialoguesWritingPractical learningTrainingAmendments of L/CnWaiting for your early shipment.nBest regardsnMr.SmithnGlobal Trade Compa

40、ny,Kite BranchnE-mail:KDialoguesWritingPractical learningTrainingAmendments of L/CDialoguesWritingPractical learningTraining信用证修改的规则如下:第一，只有买方(开证人)有权决定是否接受修改信用证；第二，只有卖方(受益人)有权决定是否接受信用证修改。修改信用证应注意以下几点:第一，凡是需要修改的内容，应做到一次性向客人提出，避免多次修改信用证的情况。第二，对于不可撤消信用证中任何条款的修改，都必须取得当事人的同意后才能生效。第三，收到信用证修改后，应及时检查修改内容是否符

41、合要求，并分别情况表示接受或重新提出修改。第四，对于修改内容要么全部接受，要么全部拒绝，部分接受修改中的内容是无效的。第五，有关信用证修改必须通过原信用证通知行才具真实，有效；通过客人直接寄送的修改申请书或修改书复印件不是有效的修改。第六，明确修改费用由谁承担。一般按照责任归属来确定修改费用由谁承担。1.Received2.Sorry3.Reason for late opening4.Effort and promise5.Shipment requirements6.Wishes7.Contact informationDialoguesWritingPractical learningT

42、raining1.Thanks 2.Received the L/C3.Discrepancies4.Asking amendments5.Wishes6.Contact informationDialoguesWritingPractical learningTraining开头部分 主要是感谢对方开来的信用证并引出信用证的号码。如：1)We are very pleased to receive your L/C No.025HGM356 issued by THE BANK OF TOKYO,LTD.NEW YORK AGENCY 100 BROADWAY NEW YORK,N.Y.10

43、005 DATED JUNE 15.2002.2)Thank you for your L/C No.MQC0278 established by ALAHLI BANK OF KUWAIT dated 5 MAY 2002.DialoguesWritingPractical learningTraining主要修改内容 列明开证行开来的信用证中存在的不符点并说明如何修改。例如：3)However we are sorry to find it contains the following discrepancies.4)But the following points are in disc

44、repancy with the stipulation of our S/C No.02CHES98.5)As to the description of the goods please insert the wordbefore.(有关货物的描述，请在前插图)DialoguesWritingPractical learningTraining6)The should be not 7)The should be instead of 8)Please delete the clause 9)As there is no direct steamer sailing to your por

45、t next month,please amend the relative L/C to read“transshipment allowed”.10)Please extend the shipment date and the validity of the L/C to and respectively.(请分别把装运期和信用证扔效期扩展到和)DialoguesWritingPractical learningTraining结束部分 感谢对方的合作,希望信用证修改书在年月日前开到。例如：11)Thank you for your kind cooperation,please see

46、 to it that the L/C amendment reach us before(date),failing which we shall not be able to effect punctual shipment.DialoguesWritingPractical learningTrainingnWrite a letter according to the following Chinese letter:n敬启者：n我方已收到你方有关1000双运动鞋信用证。经审阅，我方发现信用证部分地方与所签合同规定不符，故请将信用证修改如下：n1)60天远期信用证应改为即期信用证；n2

47、)信用证所述合同号码为HN238，应改为销售确认书HN238M；n3)“不允许分批装运”条款应改为“允许分批装运”条款。n希望你方尽快修改信用证，以便我方能立即装运现货。对你方的合作，我方预致谢意。n谨上nDear Sirs,nWe have received your L/C with 1000 pairs of sports shoes.On examination,we find that some points are not in conformity with the terms stipulated in the contract.So you are kindly asked

48、to amend your L/C as follows:q60 days after sight should read L/C at sightqContract No.HN238 in the L/C should be amended to Sales Confirmation No.HN238M.q“Transshipment prohibited”should be“transshipment permitted”.nThank you for your cooperation to the above in advance.nYours sincerelynDear Mr.Smi

49、th,nWe thank you for the amendments to the L/C.But we are sorry to tell you that owing to some delay on the part of our manufactures we are unable to get the goods ready before the end of this month.So we sent you this e-mail kindly asking for extending the validity of the L/C and the date of shipme

50、nt to June 20 and July 5 respectively.nWe are looking forward to receiving your extension at an early date and thank you in advance.DialoguesWritingPractical learningTraining Extension of L/CnWang DaweinWeifang Kite PlantnTel:86-536-8881234nFax:86-536-8881235nE-mail:DialoguesWritingPractical learnin