Transcript 外贸函电实战U7
《外贸函电实战—情 境仿真+案例剖析》 Chapter 7 Payment Section I. Warming-up Questions ◆ How do you think can the seller successfully get the payment in international trade? ◆ What are differences of payment in international trade and that in daily purchase? Section II. Basic Knowledge The definition of payment in international trade Three main ways of payment Section III. Scene Simulation Sam is the sales manager of Shanghai Mickey Trading Co., Ltd. which is specializing in vacuum cups, and Robert is the purchasing manager of FTK company in Australia. They met in Canton Fair in April, 2013. Before the conclusion of a deal, they sat down to discuss terms of payment. Section III. Scene Simulation Student A, B and C are the sales representatives of Qingdao Blue Bird Electric Devices Co., Ltd. which is specializing in electronic devices. Student D , E and F are from Jason company in London. They met in 2013 Canton Fair and established a good relationship with each other, and later London company wanted to purchase some products from Blue Bird company. At last, they had a video conference to discuss the mode of payment, Please play the roles in this scene. Section IV. Specimen Letter Specimen Letter 1: Paid by D/P 浙江中瑞机械设备有限公司（以下简称 “中瑞公司”）业务员Coco在2013年3月18 日报了一份关于800 kW，CUMMINS发电机 组的价格给阿尔及利亚客户John。John在收 到报价后做了回复，内容如下。 Dear Coco, Thank you for your prompt reply dated Mar. 18, 2013. We have carefully read your quotation sheet and found that your price was reasonable ① and acceptable to us. As this is the first time we work together ②, we would like to stress on the payment terms. We prefer D/P at sight ③ which is our company’s usual practice for new suppliers. Would you please let me know whether it is acceptable to you or not? We are looking forward to your early reply. Best Regards, John Algeria Power Plant Company Words and Expressions ① reasonable adj.合理的，合适的 ② work together合作 ③ D/P at sight 即期付款交单付款交单（D/P）按 付款时间的不同，又可分为即期付款交单和远 期付款交单。即期付款交单（Documents against Payment at sight，D/P at sight）是指出 口方开具即期汇票，通过代收银行向进口方提 示、进口方见票后必须立即付清货款才能领取 货运单据的付款交单方式。 信函分析 以上为客户关于付款条件与供应商的谈判 客户首先感谢Coco的来函，并表示接受其报价 接着客户告诉Coco，他们公司通常给予新供应的 付款条件为D/P at sight（即期付款交单）。然而 D/P at sight这种付款方式的风险相对较大。那么 对于第一次交易的客户，Coco应该怎样回复呢 请看第二封邮件。 Specimen Letter 2: Paid by T/T 中瑞公司财务部规定对于新客户只能采用T/ 方式收款，而且预付款必须在30%以上。Coco 在收到John回复后，考虑到客户的订单金 较大，希望给客户一个折中的付款方式， 复信函如下。 信函分析 针对John发来的关于付款条件的信函，Coco首先 表示感谢。然后告诉他根据公司规定，对于新客 户D/P是不可接受的，而只能采用T/T。鉴于客户 的订单金额较大，与经理沟通后，最终给客户的 付款条件是30%预付，70%在装船前付清。最后 说明了因为这次客户订单的特殊性，公司必须在 产品装运前做大量的测试，因而付款条件也相对 严格一些，希望客户理解。