1、Unit Seven Payment(I)支付条款Terms of payment in a Sales Confirmation/ContractoTerms of Payment:oAfter conclusion of business,the Buyer shall open with the Bank of China,Beijing a Letter of Credit in favor of the Seller,available by draft at sight against presentation of the shipping documents as stipul
2、ated under the contract.The said Letter of Credit shall remain in force till the 15th day after shipment.OrBy 100%Confirmed,Transferable Letter of Credit to be available by sight draft and to remain valid for negotiation in China until the 14th day after the aforesaid Time of Shipment.开给我方100%即期付款可转
3、让信用证，并须注明可在上述装运日后14天内在中国议付有效。oBy irrevocable Letter of Credit at 60 days after sight,reaching the Seller not later than Nov.30,2009 and remaining valid for negotiation in China for further 15 days after the shipment.(in case of D/P+T/T)oTerm of payment:：30%of total amount down-payment by T/T before
4、年月日,the balance by D/P at sight within 3days against receipt of original documents.The finished total amount is according to the unit price and the finished weight.（In case of T/T）oPayment:o30%T/T of the contract value in advance and the buyer has to fax the bank transfer notice to the seller.o70%of
5、 the contract value right after the Seller sends copies of Bill of Lading,Commercial invoice,Certificate if Invoice to the Buyer.The Seller has to send the original Bill of Lading to the Buyer after receipt of this payment.oTerms of Payment:o30%T/T in advance,70%T/T before sending original Bill of L
6、adingThree methods of payment:1.Remittance 汇款汇款 Telegraphic Transfer,T/T 电汇 Mail Transfer,M/T 信汇 Bankers Demand Draft,D/D 票汇2.Collection 托收托收 D/P 付款交单 D/A 承兑交单3.Letter of Credit,L/C 信用证信用证Documentary collection 跟单托收跟单托收D/P:documents against payment The release/delivery of documents against payment 凭
7、付款人（进口商）的付款而交出单据 D/A:documents against acceptance The release/delivery of documents against acceptance of tenor draft 凭付款人（进口商）对远期汇票的承兑而交出单据Letter(3)(Declining the buyers request for payment by D/A)1.draw1)draw a draft on sb.(付款人付款人)for(金额金额)We have draw a clean draft on you for the balance of$600.我
8、们已开出光票向你索取余额600美元。We agree to draw at 60 days D/P.我方同意开立60天期付款交单汇票。drawer(出票人出票人)drawee(付款人付款人)In international trade,*the drawer of a draft is usually the exporter*the drawee or payer is usually the importer or the importers bank*the payee（收款人）is usually the exporter who is also the drawer补充信件补充信件L
9、etter 1(Introducing Terms of Payment)oDear Sirs,oWe have received your letter enquiring of our terms of payment.oOur usual terms of payment are by L/C for the full amount of the invoice value in our favor,available by draft at sight,reaching us one month before shipment,remaining valid for negotiati
10、on in China till the 21st day after the prescribed time of shipment,and allowing transshipment and partial shipments.Sometimes we can also accept time L/C available by draft at some days and some other terms of payment such as D/P and D/A,in order to facilitate the buyers financing and promote busin
11、ess to mutual benefits.oHowever,we consider it advisable to make it clear that D/P or D/A is only acceptable if the amount involved for each transaction,with other terms agreeable to us,is below$2000.00 or its equivalent in Renminbi at exchange rate then prevailing.If the amount exceeds that figure,
12、payment by L/C is required.oThe above mentioned are some of the methods of payment commonly used in our foreign trade practice.Any request for further assistance or information will receive our immediate attention.oWe look forward to the pleasure of getting your first order.oYours sincerely,Letter 2
13、(Asking Payment by a Combination of T/T and D/P)oDear Sirs,oWe thank you for your letter of April 15 offering us 1,000 dozen silk pajamas,but regret being unable to accept your terms of payment.oPayment by L/C is rather inconvenient to a customer like us who often places medium-sized orders.After lo
14、ng years of satisfactory trading on a sight credit basis,we feel we are entitled to easier terms.Most of our suppliers are in fact supplying us on T/T or D/P basis.oConsidering the small amount involved in this transaction,we shall be grateful if you will allow us to pay 30%of the total value for th
15、is order by T/T after we receive your shipping advice by fax and the balance by D/P at sight.oYour accommodation in this respect will be conductive to further development of our business.oPlease take the above into careful consideration and e-mail your confirmation early.oSincerely yours,Letter 3(Ad
16、vising the Establishment of L/C)oDear Sirs,oWe have received your letter and the enclosed S/C No.037 and are now sending you the counter-signed S/C for your file.oWe are also pleased to inform you that we have instructed our bank,the General Commercial Bank of Mexico to open a letter of credit No.08
17、25 in your favor for US$32,000,valid until July 15.This credit will be confirmed by our banks correspondent in New York.You are authorized to draw a 30 days draft on our bank for the amount of the invoice value.Your draft must be accompanied by the following documents in duplicate:Commercial Invoice
18、,Bill of Lading,Packing List,Insurance Policy and Certificate of Origin.oPlease make shipment in early July or even earlier if possible,and inform us by fax when the goods are ready.oYours sincerely,Letter 4(Asking for payment by D/A)oDear Sirs,oOur past purchase of portable computers from you has b
19、een paid as a rule by confirmed L/C.oIt has indeed cost us a great deal to pay by L/C.From the moment to open credit till the time our buyers pay us,the tie-up（占用）（占用）of our funds last about three months.Under the present circumstances,this question is particularly taxing owing to the tight money co
20、ndition and high bank interest.oTherefore,concerning the payment of this transaction,we suggest a 30 days draft under D/A instead of the usual terms of payment.oThe market here is quite dull and we are overstocked now.oWe hope this is acceptable to you.Look forward to favorable reply.oSincerely,Lett
21、er 5（Accepting Payment by D/A）oDear Sirs,oWe have received your letter of November 20 regarding the change in payment method.oIt is our usual practice to require payment by letter of credit at sight.But,as you mention in your letter,you have proven your performance on previous contracts,we therefore
22、 agree to payment by D/A,but for this one time only.oAs far as future transactions are concerned,we would prefer to discuss them with you on a deal-to-deal basis.oWe hope that our reply is satisfactory to you.oSincerely,Letter 6(Insisting on Payment by L/C)oDear Sirs,oThank you for your letter of No
23、vember 25,asking us to deliver one lot of laptop by D/A.oIt has been our company policy to have L/Cs opened by all overseas customers who wish to purchase our products;therefore,we are sorry that we cannot meet your requirement.However,in view of your good wish to push the sales of our products,we e
24、xceptionally accept 45 days L/C.We trust this special accommodation will facilitate your making a favorable decision.oWaiting for your early reply for further discussion.oSincerely,关于支付的套语：关于支付的套语：1.oOur usual terms of payment is 或Payment is to be made oby L/C in our favour,oavailable by a draft at
25、sight(a 30 days draft)for the amount of your invoice(the invoice value),oreaching us one month ahead of(before,proceeding)shipment,oremaining valid for negotiation(payment,acceptance)in place for another 21/14 days after the prescribed time of shipment.2.We accept payment by D/P at sight(D/A at 30 d
26、ays sight)for the value of the goodso(1)in view of the small amount of the transaction.o(2)in order to pave the way for your promoting our products.o(3)in considering the friendship relationship between us.o(4)during this sales pushing stage.o(5)as an exception(special accommodation,a special sign o
27、f encouragement),(but this should not be regarded as a precedent).3.o(1)We general require payment by L/C,o(2)We cant accept payment contrary to our usual practice,o(3)Our usual terms of payment is by L/C,oWe regret our inability to accept D/P（D/A）terms,oso first lets do business on L/C basis and le
28、ave the matter to be discussed later on.Exercises：o1请注意，付款是以保兑的、不可撤销的、允许分装和转船、见票即付的信用证支付。o 2我们的付款方式，一般是以保兑的、不可撤销的、以我公司为受益人的、按发票金额见票即付的信用证支付。该信用证应通过我们认可的银行开出。o3我们通常的做法是凭即期付款交单而不用信用证。因此，我们希望你对这笔交易和今后交易也接受付款交单方式。o 4对你方第56号定单，我们可以接受你们所提的用远期汇票支付的建议。货物装出后，我们将向你方开出60天期的汇票，请到期即付。o5为了你方在你市场推销我方产品铺平道路，我方将接受即期
29、付款交单方式付款，以示特别照顾。o6，你方以付款交单方式付款的要求，我方已予以考虑。鉴于这笔交易金额甚微，我们准备以此方式办理装运。o7.请用信用证付款，由你方在交货前15天到20天期间开出，其有效期到货物装船后15天截止，以便使我方准备好所有的装运单据提交银行议付。o8.鉴于你方经常订购且量大，建议开具以我方为抬头的循环信用证，这样既减少麻烦又节约开支。o9.由于去年我们向你们多次大量订购，因此我们认为有资格要求更优惠的支付条件。o10.如果你方想在这个市场扩大业务，就得采取更为灵活的支付方式。o11.为了表示我方的真诚合作，如果你方在本月底之前确认订单，我们同意30天期付款交单。o12.经进一步考虑，我们决定各让一半，把通常的即期信用证支付条款改为见票45天付款的信用证。o13.因为你方的电动机在我方市场是新产品，希望你们照顾我们，接受远期信用证支付而不是即期信用证，以便我们能更好地应对来自其他供应商的竞争。
