Transcript English Business Correspondence

Chapter Seven Terms of Payment
支付条款
1.汇付（Remittance)： 通过进出口商双方所在地银行
的汇兑业务进行结算，即由汇款人将货款交所在地银
行，由该银行委托收款人所在地银行转交给收款人。
信汇: M/T (Mail Transfer )--由进口人将货款交给所在
地银行，由该行用信件委托出口人所在地银行把货款
付给出口人。
电汇: T/T (Telegraphic Transfer ) --由进口地银行发电
通知出口地银行付款给出口人。
票汇: D/D (Demand Draft )-- 进口人向当地银行购买
即期汇票，然后寄给出口人，出口人持票向汇票上指
定的付款行取货款。
无论哪种汇付方式，货运单据都是由出口人自行
寄给进口人，银行并不经手.
在国际贸易中，汇付的方式常用于以下几种业务
中：
1.预付货款—payment in advance
2.随订单付现—cash with order
3.交货付现— cash on delivery
4.记账交易-- open account trade
2.托收（Collection）
出口方根据外贸合同规定将货物装运出口后，开立以
进口人为付款人的商业汇票并附上有关单据，委托当
地银行通过进口方所在地银行向进口方代收货款后汇
回出口方的一种结算方式。
(1)光票托收 Clean Collection：不附带任何货运单
据的汇票）
(2)跟单托收 Documentary Collection
a.付款交单：D/P (Documents against
Payment )代收行在收到进口方货款后，将汇票及所
附的货运单据交付给进口方。按时间不同又分为：
即期付款交单： D/P at sight, sight D/P
远期付款交单： D/P after sight
b. 承兑交单：D/A (Documents against
Acceptance)
出口方在货物付运后，开具进口方为付款人的
远期汇票，连同各种货运单据一并交委托行寄
往进口方代收行；代收行在进口方承兑汇票后，
将跟单汇票交给付款人，进口方于汇票到期日
付清货款。
装运单据shipping documents,如:商业发票、装
箱单、提单等。
3.信用证（L/C)
国际贸易最常用的支付方法是L/C,这是
一种可靠又安全的支付方式便于卖方与
陌生的买方进行交易，并对买卖双方都
有保障。
信用证的支付程序：
1、进口商要求其银行开立以出口商为受益人的信用证。
2、进口商银行开立信用证，并将其寄给出口商国家的往
来银行。因进口商银行开立信用证，故被称为开证行。
3、出口商银行收到开证行的信用证后将其递交给出口商。
由于该银行把信用证递交给了出口商，故被称为通知
行。
4、出口商完成装运并准备即期汇票及所有的装运单据，
然后把汇票和装运单据递交通知行要求议付，即要求
付款。通知行帮助出口商取得货款。
5、通知行把汇票及装运单据寄给开证行要求支付。
6、开证行收到汇票及装运单据后把它们递交给进口商。
7、开证行，此时被称为付款行把货款汇给通知行
8、 通知行收到货款后交给出口商。
• 在其他付款方式中，银行职能作托收和汇付的工作，
对进口商不付货款不予负责；而在信用证的情况下，
开证行以自己的信用为交易垫付货款。
• 就卖方的利益来说，信用证（L/C）比付款交单
（D/P）好，D/P at sight 比D/P after sight 好，
而付款交单（D/P）又比承兑交单（D/A)好。在国际
贸易中，只在进口商财务状况良好，或过去一系列业
务中进口商付款可靠，从而取得出口商信任，才可以
接受托收的支付方式。
Letter 1
Asking for payment by term L/C
 Language Points
1. pay v. 付（款，费用）；付款；（对…）注意
 to pay in advance
预付
 to pay by installments 分期付款
 to pay on delivery
货到付款
 to pay by 30 days L/C
 to pay by time L/C at 30 days
以见票后30天议付的信用证付款
 Language Points
 payable adj. 应付的（款项）；可付
的

bills payable
 amount payable
 account payable
 a check payable at sight
应付票据
应付金额
应付帐款
见票即付的支票
 Language Points
 payment n. （不可数）支付；（可数）支付的款
 payment terms
支付条件；付款条件
 payment in advance
预付货款
 deferred payment
延期付款

现金付款
cash payment
 payment on deferred terms 迟期付款
 monthly payments of US$3,000
 in payment of
每月付款3000美元
付某种费用的款，如发票、费用、佣金等
 in payment for 付某种具体实物的款，如广告、商品、样
品等
 Language Points
1) 随函附上3000美元支票一张，以支付截至目前所欠你方
的全部佣金。
We enclose a check for US$3,000 in payment of
all commissions due to you up to date.
2) 收到你方300美元支票一纸，支付我方上个月寄
给贵公司的样品。
We have received your check for US$300 in
payment for the samples we sent you last month.
 Language Points
2. letter of credit
信用证
信用证的种类：
 Confirmed L/C
保兑的信用证
 Unconfirmed L/C
未保兑的信用证
 Sight L/C
即期信用证
 Time/term L/C
远期信用证
 Revocable L/C
可撤销的信用证
 Irrevocable L/C
不可撤销的信用证
 Language Points
Transferable L/C
可转让的
 Non-transferable L/C 不可转让
 Divisible L/C
可分割的
 Indivisible L/C
不可分割的
 Documentary L/C
跟单信用证
 Language Points
3. departure n.
背离；违背（后接介词from）
1) 这严重地违反了你方的诺言。
It is a gross departure from promise.
2) 我们能在起航前将货物备妥。
We can get the goods ready before the
ship’s departure.
 Language Points
4. usual practice
通常惯例；习惯做法
 international business practice
 customary practice
国际商务惯例
习惯做法；惯例
1) 不管订单大小，我们的通常做法是要求
即期信用证。
It is our usual practice to ask for sight L/C, no
matter the order is large-sized or small-sized.
 Language Points
6. precedent n. 创…的先例
 set a precedent
开创先例
 take sth. as a precedent 将某事当作先
例
1) 我们在这方面的通融不能为以后交易开创先例。
Our accommodation in this respect should not
set a precedent for future transactions.
 Language Points
7. follow the usual procedure
按常规办理
 Analyzing the Letter
Paragraph One: identifying the reference
Paragraph Two: accepting the proposal, giving
the reasons
Paragraph Three: making it clear that the
concession does not apply to future transactions
Paragraph Four: stating the enclosures in detail
Comments:
This letter is brief and to the point. It tells the recipient
exactly that the concession is only for this deal, and cannot
set precedent for future transactions.
 Chinese version of the letter
执事先生：
感谢你方二月10日5000打衬衫的订单。
我们认真研究了你方提出的以见票后30天的信用
证付款的建议。我们通常不接受远期信用证。但是，鉴于
我们双方长期互惠的贸易关系，此次我们愿意破例接受你
方的建议。
我们必须重申这次变更仅限于本次交易，决不能
作为今后交易的先例。
随函附上有关上述订货的第TL120号销售合同。
如能按常规办理将不胜感激。
谨上，
Letter 2
Asking for easier payment
 Language Points
1. ties up funds
占压资金
 tying up funds 占压资金
 tie-up of funds 占压资金
 Language Points
2. easy payment terms
容的支付条件
易于接受的条件；宽
 easier payment terms
宽松的支付方式将有助于我们彼此间的业务。
Easier payment terms would be conducive to our
business with you.
3. cash against documents on arrival of the goods
货到凭单付款
4. draw
开出（汇票）
 draw a draft on sb for an amount
against sth
 draw on sb at sight for an amount
against sth
 根据…向某人开出金额为…的…汇票
 to accept a draft
承兑汇票
 to honor a draft
承兑汇票
 to dishonor a draft 拒付汇票
 Language Points
1)我们已根据这些单据通过亚洲银行向你方开立
了发票金额的即期汇票。
We have drawn a sight draft on you against the
documents for the amount of invoice through
the Bank of Asia .
2)请确认我们可以就你328号订单向你方开出金
额为两万八千美元的六十天远期汇票收款。
Please confirm that we can draw on you at 60
days after sight for US$28,000 against your
Order No. 328.
Chinese version of the letter
执事先生：
过去我们从你方购进纺纱机零件通常都是以保兑
的、不可撤销的信用证来支付的。
按这种支付方式，使我方花费很大。从我方开立
信用证到我们的客户向我们支付货款，资金占压约达4个
月之久。在目前的情形下，由于经济不景气而且银行利
率又比较高，这使我们感到特别有压力。
如蒙你方能给予较宽容的支付条款，很有可能给
双边带来贸易的增长。我们提议以货到凭单付现或开具
见票三个月付款的汇票向我方索款。
希望我们的请求能得到你的认可并盼早日答复。
谨上，
Letter 3
Declining time L/C
 Language Points
1. goods are ready for shipment 货物备妥待运
2. adhere v.
坚持；忠于（后接介词to）
1) 我们一贯坚持平等互利、互通有无的原则。
We always adhere to the principle of equality,
mutual benefit and exchange of needed goods.
 Language Points
3. accommodate v. 通融；照顾
 accommodation n.
通融；照顾
 accommodating adj.
通融的；照顾的
 unaccommodating adj. 不肯通融的；不肯照顾的
 Language Points
1) 作为一项特殊照顾，我们接受三十天的远
期信用证。
As a special accommodation, we will accept
time L/C at 30 days.
2) 希望你方不要认为我们是不肯通融的。
We sincerely hope that you will not think us
unaccommodating.
3) 望你方能照顾允许给我方佣金百分之五。
We hope you will accommodate us by allowing
5% commission.
Chinese version of the letter
执事先生：
感谢你方三月十日的来函并得知你方希望我们
对支付条款做一变更。
说实话，我们原先商定的办法是司空见惯的。
从你方开立信用证到货物抵达贵港口，这中间间隔通常
约需三个月，这是很正常的。另外，你们只是在我们的
货物已备妥待运时才开立的信用证。
非常抱歉我们必须要坚持我们的习惯做法并真
诚地希望不要因此而影响你我未来的贸易关系。
一经你方询购的钢管到货自当立即与你接洽。
谨上，
Letter 4
Asking for payment by D/A
 Language Points
1. a chain department store 经营连锁式百货店
2. count on
指望；依靠
You can count on their cooperation with you.
你们可以指望他们的合作。
They counted on imports to stimulate their economy.
他们依靠进口来刺激他们的经济。
 Language Points
3. in the circumstances （情况）既然这样
类似的表达法：
△
such being the case
△
under the circumstances
4. make purchase on our own account自负盈亏，为自己
的利益
类似的表达法：
at one’s own risk
for one’s own account
 Language Points
5.test the market 测试市场
6.check sth with 与…相符合
Chinese version of the letter
执事先生：
本公司是旧金山经营连锁式百货商店，有意购进一批瓷器。
虽然我们相信该商品销售前景会看好，但与此地同类商品相比
价格太高，因此不敢贸然购货。
建议你方是否愿意接受承兑交单的付款方式以试销发货。一旦
确定销路后，便可向你方实订货。
我们认为上述安排可有效地测试市场反应，并相信贵公司愿意
与我方合作。
至于本公司的资信状况，可向美国旧金山银行查询。
谨上，
Letter 5
Declining D/A payment
 Language Points
1. as an exception
作为例外
2. the best we can do 至多能做
3.run risk
承担风险
4.volume of sales
销售量
 Language Points
5.expedite v. 加速
The shipment time for your order is approaching, but
we have not yet received the covering L/C. Please do
your utmost to expedite the same to reach us before the
end of this month, so that shipment may be effected
without delay.
你方订货的装运期临近，但尚未收到有关的信用证，
请你方尽力将信用证在本月底以前寄给我方，以便
按期装运。
Chinese version of the letter
执事先生：
2001年十一月十一日来函收悉，谢谢。
贵公司要求以承兑交单方式付款试销发货，经我方研究后，
不能同意该提议，对此深感遗憾。
本公司愿意破例接受见票即付的付款方式，以满足贵公司试
销发货的要求。
如果贵公司接受我方建议，所需承担风险几近于零。因为我
们的瓷器以质量优异、设计新颖和价格合理而著称。在过去
的五十年里，我们的产品畅销全球。我们认为你方取得令人
满意的销售量并不困难。
谨上，
Letter 6
Asking for direct payment by the buyer
 Language Points
1. amount n.v.
数额；金额；总额；
（金额）合计；达到
 in the amount of
金额计
 to the amount of
金额计
 for the amount of
金额计
 to amount to…
金额达到
 to come to an amount of
金额达到
 Chinese version of the letter
执事先生：
兹 谈 及 你 方 关 于 木 材 的 第 374 号 合 同 ， 金 额 计
￡800英镑和有关铁管的第375号合同，金额计￡700
英镑。
因为这两笔合同的金额折合均不足1000英镑，因
此我们希望你方能按交单付款方式发货。
相信你方能同意这一安排并期待你方早日答复。
谨上，
Letter 7
Agreeing to the proposal for
direct payment
 Language Points
1. equivalent n.
等值
 equivalent adj.
等值的
1) 按现行兑换率，100美元折合多少人民币？
What is the equivalent of US$100 in RMB at the
current cross rate?
2. figure n.
数字（指价格）
1) 我们不能按照你方价格成交。
We cannot do business at your figure.
 Language Points
3. in the light of 按照，根据 ；鉴于，考虑到
4. exception n.
例外
 make an exception
 exceptional
破例
例外的， 特殊的
 as an exceptional case 破例地，例外的
 exceptionally adv.
例外地， 破例地
 Language Points
1) 根据你方要求，我们破例同意以即期付款交
单的方式交货。
In compliance with your request ， we will
accept delivery against D/P at sight as an
exception .
2) 自去年圣诞节以来，对你方产品的
需求一直很大。
Demand for your products has been
exceptionally heavy since last Christmas .
 Chinese version of the letter
执事先生：
你方10月2日来函收悉。得知你方对第374号和
第375号合同以付款交单方式支付的建议。
我们同意你方的上述建议，但认为最好明确一下，
在今后的交易中，只是在每笔合同金额不超过1000英
镑或按当时的兑换率折算的等值人民币的情况下，才
可以采用付款交单方式。如果金额超过该数字，则要
求以信用证支付。
我们愿意重申只是鉴于我们双方长期互利的友好
关系，我们才给予你方这一照顾。
谨上，
 Practice Lessons
Dear sirs,
Thank you for your letter of March 22
asking for a change in payment terms.
We have studied your proposal to pay on
D/P terms, but found it hard to accept it.
Firstly, it is too late. According to terms and
conditions stipulated in our S/C No.778, we
have got the goods ready for shipment and are
awaiting the relative L/C. Secondly, the order is
large, involving $10,000 nearly. We would
agree if it were less than $6000.
 Practice Lessons
Therefore, we regret to say that we have no
choice but to adhere to customary practice, i.e.
payment by L/C. We hope that you will not
think us unaccommodating.
Yours faithfully,
 Practice Lessons
II. Make Choices：
1. payments should be made
a) at
b) upon
c
sight draft.
c) by
2. Payment by L/C is our method of
a) negotiating
b) settling
3. Mr.Yin could agree
a) with
b) to
b
d) after
b
c) financing d) assisting
D/P terms.
c) in
4. 90% of the credit amount must be paid
documents.
a) at
b) by
trade in chemicals.
c) against
d) ever
c
the presentation of
d) when
 Practice Lessons
5. You don’t say whether you wish the transaction to be
credit. b
a) at
b) by
c) on
d cash or
d) in
6. We shall be glad if you agree to ship the goods to us as before d Cash
Against Documents basis.
a) with
b) during
c) in
d) on
7. We have opened an L/C in your favour
￥20000.
a) on
b) in
c) by
d) at
8. If the amount exceeds that figure, payment
a) at
b) by
c) for
the amount of RMB
b
d) in
b
L/C will be required.
 Practice Lessons
9. From the enclosed copy of invoice you will see that price of US$1800
is well
b the maximum figure you stated.
a) in
b) within
c) between
d) at
c
10. We enclose a cheque for US＄20000
commissions due a you up to date.
a) to
b) by
c) in
11. We make purchases
a) in
b) on
12. We will draw
collection basis.
a) at
b) up
d) at
b our own account.
c) for
c
payment of all
d) with
you by our documentary draft at sight on
c) on
d) for
 Practice Lessons
III. Write a letter
particulars:
with
the
following
1. 一月十二日来函收到，获悉你方有意在贵国推销我们的自行车。
对此，我们非常感兴趣。
2. 对你方为推销自行车所做的努力我们甚为感激。
3. 但对你方要求以见票后六十天承兑交单方式付款一事，我们歉
难考虑。
4. 我们的通常做法是要求即期信用证付款。
5. 为了促进我方自行车在贵方市场上的销售，我方准备接受即期
付款交单方式，以示特别照顾。
6. 希望你方能接受上述付款条件并盼早日收到回音。
 Practice Lessons
Dear Sirs,
We have received your letter of November
12 and noted with interest your intention of
pushing the sale of our bicycle in your country.
Although we are much appreciative of your
efforts to help sell our bicycles, we regret being
unable to consider your request for payment by
D/A 60 days’ sight. Our usual practice is to ask
for sight L/C.
 Practice Lessons
However, in order to facilitate the sale of our
bicycles in your market, we are prepared to
accept payment by D/P at sight as a special
accommodation.
We hope that the above payment terms will
be acceptable to you and look forward to
hearing from you soon.
Yours faithfully,