外貿(mào)函電_付款方式(PPT31頁)課件

1、付款是商務(wù)交易的重要部分。所有商務(wù)活動的結(jié)果都應(yīng)該是對所提供的貨物或服務(wù)獲得價值。如果付款不能保證，那么所有的一切都沒有意義。在商業(yè)上有許多付款方式，而國際貿(mào)易中的付款方式更復(fù) 雜，國外賬戶的支付也有許多形式。 國際貿(mào)易中最常用的支付方法是信用證（簡稱 L/C），這是一種可靠而安全的支付方法，便于賣方與 陌生的買方交易，并對買賣雙方都有保障。開證的程序始于買方。他通知他的往來銀行開立以賣方為受 益人的信用證，并以購貨的金額為該信用證金額。買方的往來銀行（開證行）把信用證寄給他在賣方國 家的往來行，告知信用證金額、受益人為誰、所使用的貨幣、必備單證以及其他特定要求。信用證到達(dá)后，該往來行通知賣方

2、，該信用證已收到。有時賣方要求保兌信用證。在這種情況下，該往來行通常由自己保兌，成為保兌行，并把由他保兌的情況，通知賣方，賣方是按信用證所列要求發(fā)貨。支付有時通過銀行托收，其術(shù)語為“付款交貨”（D/P）或“承兌交單”（D/A）。在這種情況下，銀行只能作托收和匯付的工作，對進(jìn)口商不付貨不予負(fù)責(zé)；而用信用證的情況下，開證行以自己的信用為交易墊付貨款。付款交單要求在移交裝運單證即付款。它分為見票（即期）付款交單和見票后（遠(yuǎn)期）付款交單兩種。前者要求進(jìn)口商見票即付款來獲得裝運單證；1. normally （=as a rule）通常，一般說來，正常情況下, 正常地, 一般地。例：It is not n

3、ormally this cold in this season.（在這個季節(jié)通常不這么冷。）2. confirmed, irrevocable letter of credit 例：A confirmed, irrevocable letter of credit is required. （要求用保兌的、不可撤銷的信用證付款。） 3. cost 成本，費用，花費。動詞或名詞。 例：This costs me ￥1,000.（這花了我 1000 元。）4. credit 意思同 Letter of Credit 信用證。 5. tie up（資金）積壓。 例：Payment by L/C w

4、ill tie up my money.（信用證付款會積壓我的資金。）6. fund 資金，基金。名詞。例：Their company is short of funds now.（他們公司目前資金短缺。）7. currently 目前，意思同 at present。 例：We are currently making an experiment.（我們目前正在做一項試驗。）8. particularly=in particular。特別是。尤其是。 例：We are particularly interested in your model 234 bicycles.（我們尤其對你們的 23

5、4 型自行車感興 趣。）9. in view of 等于 considering 有鑒于。 例：1）It is in view of our long-standing business relationship that we make you such a counter-offer. （鑒于我們長期的友好業(yè)務(wù)關(guān)系我們才給你方這樣一個還盤。） （2）In view of our long friendship we are going to reduce our price by 3%.（鑒于我們長期的友好關(guān)系 我們將降價 3%。）10. economic climate 經(jīng)濟(jì)形勢，經(jīng)濟(jì)氣

6、候。11. interest rates 利率。12. payment terms，同 terms of payment 支付方式。也可以說 modes of payment 或 methods of payment。pay 支付，給予。 例：（1）We trust you will pay our draft on presentation. （我們相信你方在見到我們的匯票時即照付。） （2）Please pay special attention to this point.（請對此點予以特別注意。）13. lead to 導(dǎo)致，引導(dǎo)某人。 例：（1）He leads us to a wr

7、ong road.（他引我們?nèi)肫缤?。）?）His fault leads to a wrong conclusion.（他的錯誤使他得出了錯誤的結(jié)論。）14. Cash against Documents/付款交單。 例：We shall be glad if you will agree to ship the goods to us as before on Cash Against Documents basis. （如果你能和過去一樣同意按付款交單的方式給我方發(fā)貨，我將不勝感激。）15. draw on向開匯票。 例：We have drawn on you a 30 day dra

8、ft.（我們已向你方開立了 30 天期的匯票。）16. at three months sight 三個月期的，即三個月后付款。17. meet with 偶遇；碰到。 例：I met with a friend in the train yesterday.（昨天我在火車上遇到一位朋友。）18.In favor of:贊成/支持（某人或某事物)；有利于，以取代； (支票)以某人某部門為受款人19. All in favor of this proposition will please say “Aye”. 請所有贊成這項提議的人講一聲“贊成”。20. Price control would

9、 gradually disappear in favor of a free market. 價格控制逐漸被自由市場所代替。 21. This check is made out in favor of a food corporation. 這張支票的受款人為一家食品公司。22. Comply with：服從，遵從；應(yīng)；順應(yīng)； 照辦 The factory was closed for failing to comply with government safety regulations. 工廠由于未能遵守政府的安全條例而被關(guān)閉了。You must comply with her req

10、uest. 她的要求你應(yīng)照辦。 23.In accordance with：adv. 與一致，依照秉承；因 Ones opinion tends to differ in accordance with ones standpoint. 不同的立場勢必形成不同的見解。 He acted in accordance with his beliefs. 他按照自己的信念行事。We should make decisions in accordance with specific conditions. 我們應(yīng)當(dāng)根據(jù)具體情況做出決定。 24. Respectively: adv. 各自地； 各個地；

11、 分別地 They finished first and second respectively. 他們分獲一二名。Their sons, Ben and Jonathan, were three and six respectively. 他們的兒子，本和喬納森，分別是3歲和6歲。Respectable：adj. 可敬的； 品行端正的； 可觀的，相當(dāng)大的 He came from a perfectly respectable middle-class family. 他出身于一個非常正派的中產(chǎn)階級家庭。Shes respectably dressed in jeans and sweats

12、hirt. 她穿著牛仔褲和運動衫，非常得體。It was an eminently respectable boarding school. 這是所非常好的寄宿學(xué)校。 Payments Letters 付款信 一、The Steps of Writing Payment Letters 付款信的寫作步驟就賣方的利益來說，信用證比付款交單好，見票即付款交單比見票后才付款交單好，而付款交單又比承兌交單好。在國際貿(mào)易中，只在進(jìn)口商財務(wù)狀況良好，或過去一系列業(yè)務(wù)中進(jìn)口商付款可靠，從而 取得出口商信任，才可以接受托收貸款的辦法。付款方式的信函應(yīng)該寫得仔細(xì)并解釋清楚。買方提出付款方式的信函寫法如下：1提示

13、合同、貨物等；（Mentioning the contract，goods，etc.） 情景搭配用語：Useful expressionsWe refer you to Contract No.（關(guān)于第號合同）Referring to（關(guān)于）With regard to（with reference to）our Contract（關(guān)于我們合同）2提出具體付款方式及理由；（Suggesting the term of payment and the reason）As.we shall be glad if you（因為如果你我將不勝感激）As you know，we suggest（你知道我

14、們建議）Owing towe would appreciate it if you（由于如果我們將不勝感激）3希望對方同意。（Wishing the reader to accept）We wish you can accommodate us in this respect.（希望你方再次給予照顧）Useful Language 付款信的常用句式1. We may have some difficulties making payment in Japanese yen. 用日圓付款可能會有困難。2. It would help me greatly if you would accept

15、D/P or D/A instead. 如果你們能接受付款交單或承兌交單，這會對我?guī)椭艽蟆?. I would very much appreciate it if you could take our suggestion into consideration. 如果你們能考慮一下我們的意見，則非常感激。4. How about 50% by L/C and the rest by D/P? 貨價的百分之五十用信用證，其余用 D/P（付款交單），您看怎么樣？5. We will open an L/C if you promise to effect shipment one month

16、earlier. 如果你們答應(yīng)提前一個月交貨，我們就同意開信用證。6. We have the pleasure in advising you that L/C No.MI029 for the amount of $35,000 has beenestablished in your favor through the Commercial Bank. 我們很高興地告知，以你方為受益人的金額為 35,000 美元的 MI092 號信用證已由商業(yè)銀行開出。7. We are glad to inform you that a letter of credit（an L/C）in your f

17、avor was opened yesterday. 很高興通知你方，以你方為受益人的信用證已于昨天開立。 Replying to Payment Letters 回復(fù)付款信一、The Steps of Replying to Payment Letters 回復(fù)付款信的寫作步驟 買方提出一種付款要求，賣方可以同意也可以拒絕。拒絕付款方式的信函應(yīng)該客氣，并盡量和讀者 建立起良好關(guān)系。 賣方回復(fù)買方付款要求信函寫法：1說明收到信函；（Stating that you have received their letter） 情景搭配用語：Useful expressionsWe have rece

18、ived your letter of （收到你方的來信）Thank you for your letter （感謝方來信）2說明自己的意見（同意或不同意）及其理由；（Giving your reply of agreeing or refusing and yourreasons）情景搭配用語：Useful expressionsWe agree to（我們同意）We want to make it clear that（我方想澄清一點）With regard to.we regret being unable to accept（關(guān)于很遺憾不能接受）3說明自己為此做出的努力以及做生意的意愿

19、。（Stating your good will and your wish to do businesswith the reader） 情景搭配用語：Useful expressionsIt is in view of our friendly relationship that we extend you this accommodation.（鑒于我們的友好關(guān)系 我們才給予你方此照顧）We sincerely hope that we can（誠摯地希望我們能）Useful Language 回復(fù)付款信的常用句式1. The only term of payment we can ac

20、cept is 100% irrevocable documentary letter of credit. 我們能接受的付款條件只有 100%不可撤銷跟單信用證。 2. L/C at sight is what we request for all our customers. 開即期信用證是我方對我們所有客戶的要求。 3. We cant accept payment on deferred terms. 我們不能接受延期付款。 4. Weve drawn on you for payment of the invoice amounting to $30,000. 我們已經(jīng)按照發(fā)票金額

21、30,000 美元向你方開出了匯票。5. This is the normal terms of payment in international business. 這是國際貿(mào)易中慣用的付款方式。6. Owing to the delay in opening L/C，shipment cannot be made as contracted and should be postponed toOctober. 由于開證延誤，裝運不能按合同進(jìn)行，要推遲到十月份。7. If these terms are agreeable to you，please amend the relative L

22、/C to allow partial shipment. 如果你方同意這些條款，請修改相關(guān)的信用證為允許分批裝運。8. We should be obliged for your immediate amendment of the L/C to enable us to make shipment in time. 如你方能立即修改信用證使我方能及時裝運，我們將不勝感激。9. We are glad to inform you that a letter of credit（an L/C）in your favor was opened yesterday. 很高興通知你方，以你方為受益人

23、的信用證已于昨天開立。10. Please extend the shipping date to November 30 and validity to December 10 and let us have yourreply as soon as possible. 請將船期延展到 11 月 30 日，有效期延展到 12 月 10 日，并盡快給我方答復(fù)。11. Owing to some delay on the part of our suppliers, we are not in a position to ship the goods before July12. as stip

24、ulated in the L/C. Kindly extend the shipping date and credit validity for one month respectively. 由于供貨廠家的延誤，我們不能按信用證規(guī)定在 7 月 20 日之前發(fā)貨。故請將信用證的船期和有效 期分別延展一個月。12. Owing to unforeseen difficulties encountered by our manufacturers, we find it impossible to effectshipment before the end of this month. 由于制

25、造商遇到不可預(yù)見的困難，我方不能在本月底前裝運。 .樣信承蒙多年惠顧，本公司感激萬分。然近來合作出現(xiàn)問題，令服務(wù)水準(zhǔn)未能符合對方要求，本公司為此提憂不已。 貴公司采部發(fā)出定單后，再三更改內(nèi)容；更有甚者，屢次退回訂購之貨品，導(dǎo)致了雙方公司工作中的混亂和困惑。為避免問題日趨嚴(yán)重，特此在接到定單后，由本公司銷售人員與貴公司復(fù)核。若需作出改支，本公司把定單修改后電傳副本，供貴公司查核。 盼望上述辦法經(jīng)受減少延誤，促進(jìn)雙方業(yè)務(wù)發(fā)展。We have been doing business together for a long time and we value our relationship of l

26、ate, we have not been able to provide the kind of service we both want. The problem is that your purchasing department is changing orders after they have been placed. This has led to confusion and frustration for both of our companies. In several instances. you have returned goods that were original

27、ly ordered. To solve the problem , I propose that on receipt of an order, our sales staff contact you to verify it. If you decide on any changes, we will amend the order and fax you a copy so that you can check it. I trust this system will cut down on delays and errors, and allow our operations to r

28、un smoothly. 本公司生產(chǎn)的一系列印刷機，獲二十多個國家的公司采用。隨函附上產(chǎn)品規(guī)格說明書，謹(jǐn)供參考。 現(xiàn)為該產(chǎn)品開拓新市場，希望得知貴地區(qū)從事印刷工業(yè)的代理商資料。如蒙貴公司協(xié)助，將不勝感激。如能撥冗寄來數(shù)個符合上述要求代理商商號，則感激不盡。本公司將與其聯(lián)系，研究能否建立互惠互利折業(yè)務(wù)關(guān)系。 右蒙惠告，不勝感荷!Our company manufactures a range of printing presses that are used successfully by companies in over 20 countries. A product specificati

29、on brochure is enclosed. We are considering expanding our products to new markets and we would appreciate you assistance. In particular , we would like to identify the best agents who are currently serving the printing industry in your region. We are looking for organizations which conduct their bus

30、iness in a truly professional manner. They must be fully conversant with the technical side of the printing industry and have a comprehensive understanding of all the features of the lines they represent. We would be very grateful if you could take a few moments to send us the names of three or four

31、 organizations that match our requirements. We shall then contact them to explore the possibility of establishing a mutually acceptable business relationship. Thank you very much for your time and consideration in this matter. 感謝9月15日的來信。欣聞閣下將于11月逗留倫敦一個月，望到時能撥冗相會。本公司對貴公司商品目錄中的針織時裝深感興趣。現(xiàn)正研究設(shè)計款式，在中國制造

32、后寄本公司時裝連鎖店發(fā)售。 如能于11月6日或其后數(shù)天抽空來訪，當(dāng)感激不盡。 期待與您會面，商討有關(guān)事宜。Thank you for your letter of 15 September. I note that you will being the UK during the whole of November. We are quite interested by the fashion knitwear illustrated in your catalogue. As a fashion Chain. We might consider having some of our own

33、designs manufactured in China. Please let me know when you would like to call on us. The week beginning 6 November would suit me best. I look forward to meeting you and discussing this matter.感謝1月26日來信。對上月貴公司更換所需貨，唯恐類似事件再發(fā)生，本公司生產(chǎn)、運輸和出口部經(jīng)理已商議制訂更有效方法處理貴公司事務(wù)，并為此特別設(shè)計清單。 隨信奉上該清單，供貴公司今后訂貨之用。當(dāng)中包括特殊規(guī)格、包裝要求和

34、樗說明等欄目，相信此舉有助本公司提供更佳服務(wù)，促進(jìn)雙方合作。如欲增設(shè)任何欄目于該清單上，懇求惠示。Thank you for your letter of 26 January. I apologize for the delivery problems you had with us last month. I have had a meeting with our production and shipping managers to work out a better system for handling your account .We know we made a mistake on your las