新編商務(wù)英語(yǔ)：Terms of Payment

UNIT7TermsofPayment

ProcedureofL/C41Reading2Listen&Talk11PartiestoL/C3ContentsChecklist5Listen&TalkDialogue

ListeningRolePlaySmith:Well,Mr.Liu,we’vesettledtheproblemsonprice,qualityandquantity.Nowwhataboutthetermsofpayment?Liu:Weonlyacceptpaymentbyirrevocableletterofcreditpayableagainstshippingdocuments.Smith:Isee.CouldyoumakeanexceptionandacceptD/AorD/P?Liu:Iamafraidnot.Weinsistonaletterofcredit.Smith:Frankly,Mr.Liu,aletterofcreditwouldincreasethecostofmyimport.WhenIopenaletterofcreditwithabank,Ihavetopayadeposit.Thatwilltieupmymoneyandaddtomycost.Liu:Mr.Smith,Isuggestyoutoconsultyourbankandseeiftheycanreducetherequireddeposittominimum.Smith:Still,therewillbebankchargesinconnectionwiththecredit.ItwillhelpmegreatlyifyoucouldacceptD/AorD/P.Youcandrawonmejustasiftherewerealetterofcredit.Itmakesnosignificantdifferencetoyou,butitdoestome.Liu:Well,Mr.Smith,youmustbeawarethatanirrevocableletterofcreditgivestheexportertheadditionalprotectionofthebanker’sguarantee.WealwaysrequireL/Cforourexports.Andviceversa,wepaybyL/Cforourimports.Smith:Tomeetyouhalfway,whatdoyousayto50%byL/CandthebalancebyD/P.Listen&TalkDialogue1DialogueLiu:I’msorry,I’mafraidIcan’tpromiseyoueventhat.AndI’vesaidwerequirepaymentbyL/C.Togetaroundyourdifficulty,I’dsuggestthatyoureduceyourorderbyhalf.Youcansendinanadditionalorderlater.Smith:Well,I’llconsiderthepossibility.Bytheway,whendoIhavetoopentheL/CifIwantthegoodstobedeliveredinJune?Liu:Amonthbeforethetimeyouwantthegoodstobeshipped.Smith:Couldyoupossiblyeffectshipmentmorepromptly?Liu:Well,gettingthegoodsready,makingoutthedocumentsandbookingtheshippingspace,allthesetaketime,youknow.Youcannotexpectustomakedeliveryinlessthanamonth,canyou?Smith:Verywell,Mr.Liu,I’llnotreducemyorder.I’lltakethefullquantityyouoffer,andI’llarrangefortheL/CtobeopenedinyourfavorassoonasIgethome.Liu:Whenwillthatbe?Smith:Earlynextmonth.Inthemeantime,Ishouldbeverypleasedifyoucouldgeteverythingready.IhopethatthegoodscanbedispatchedpromptlyafteryougetmyL/C.Liu:Youcanbeassuredofthat.We’llbookyourorderandinquirefortheshippingspacenowsothatshipmentcanbeeffectedwithintwoorthreeweeksonreceiptofyouL/C.Smith:That’llbefine.Iappreciateyourcooperation.Jack:Hello,Giles,Mr.AndersontoldmethatIamtoworkwithyouthisweek.Giles:Yes,welcomeonboard,Jack!Jack:Whatareyoudoingatthemoment?Giles:WesoldsomesmalltoolsandequipmentstoAmsterdam.Here’sthecontract.TheyopenedanL/Candwe’veshippedbytheStarofPatagonia.NowIhavetoprepareallthedocumentsexactlyinaccordancewiththetermsofthecredit,andpresentthemthroughtheBankofFortis.We’veshippedabitlate,soI’minahurrytonegotiatethedocumentsbeforethecreditexpires.Usuallywe’dsendaparcellikethisonacontainership,buttherewasn’tonesailingintime.Jack:Supposethere’samistakeintheL/C?Thewrongprice,forexample.Giles:Oh,Icheckedallthesewhenwewerenotifiedofthecreditamonthago.Jack:Justwhatarethedocumentscalledfor?Giles:Firstofall,aclean,on-boardbillofladingmarkedFreightpaid.I’vealreadycheckedit,itlooksOK,it’ssignedanddated,therearerightnumbersofpackagesandthedescriptionofthegoodsmatchesthecredit.Jack:Iseeyou’vealreadyhadaninvoicetypedwithfivecopies.Giles:Yes,butit’sgottobesignedbyMr.Anderson.Maybeyoucancheckitagainstthecontractforme.Listen&TalkDialogue2Listen&TalkDialogue2Jack:What’sthis?Giles:It’stheconsularinvoice.ThathastobesignedattheNetherlandsConsulate.Doyouthinkyoucouldgotherethisafternoon?Jack:I’llbegladto,it’llmakeabreakfromtheoffice.Giles:NowI’vegottomakeoutthesightdraft.That’sinseveralcopiestoo.Jack:Andhere’stheinsurancecertificate,issuedunderouropencoverpolicy,Isuppose?Justamoment,thenumberofitemsinthecertificateandthebillofladingdoesn’tagreewiththenumberinthecontract!Giles:Oh,don’tworryaboutit.Ifyoulookatthecontractagainyou’llseeitsayspartialshipmentsallowed.Weareshippingintwolots,becausethebuyerwantstogetthemassoonaspossible.We’llprobablyhavetogetthecreditextendedforthesecondshipment.Thatremindsme,Imustmakeoutacreditforsometime.Jack:What’sthatfor? Giles:It’souragent’scommission.Weremitittohimeverythreemonths;nothingtodowiththeL/C,ofcourse.Jack:Therearealsodebitnotes,aren’tthere?Giles:Yes,they’reforextracharges,overandabovethecontractprice.Forinstance,freightandinsurance,ifwesellFOBbutchargethebuyeratactual.Jack:Isee.Acommercialletterofcredit(L/C)isawritten_________

madebyabankthatitwillmakepaymentforthegoods_________.Toputitsimply,thebankpromisestopayforthegoodswhenit________aletterofcredit.This___________isfavorabletobothofthesellerandthebuyer.The_________likesitbecausepaymentfortheexportgoodsis_________bythebank.The___________knowsthatno__________willbemadebeforetheexportgoodshavebeenshipped.Soaletterofcreditisthe_________methodofpaymentusedin____________.ListeningPassagepromise

shippedopensarrangementexporter

guaranteed

importerpaymentfavored

foreigntrade

RolePlayMr.WangandMr.Miltonarediscussingthetermsofpayment.Mr.WanginsistsononlyacceptingirrevocableL/Cagainstsightdraft;Mr.MiltonistryingtopersuadehimtoacceptD/P.ExercisesTranslatethefollowingsentencesintoEnglish1)單據(jù)到達(dá)對(duì)方，我們承兌匯票。2)我們保持了經(jīng)營(yíng)的靈活性，一直控制著銷(xiāo)售、廣告和促銷(xiāo)。3)我們希望與你們建立合資企業(yè)。4)回國(guó)后，我們馬上開(kāi)立以你方為抬頭的信用證。5)如果我想六月要貨，我應(yīng)該在什么時(shí)候開(kāi)立信用證？6)我們的協(xié)商非常愉快且富有成效。7)你不能期望我們?cè)谝粋€(gè)月內(nèi)就運(yùn)貨，不是嗎？8)我們要求用信用證付款。

1)Thedocumentscometous,andweacceptthedraft.2)Wemaintaincontinuouscontrolsoversales,advertising,promotion,andbranchadministrativepractices.3)Wehopetoparticipateinjointventureswithyou.4)I’llarrangefortheL/CtobeopenedinyourfavorassoonasIgethome.5)WhendoIhavetoopentheL/CifIwantthegoodstobedeliveredinJune?6)Ourdiscussionhasbeenverypleasantandfruitful.7)Youcannotexpectustomakedeliveryinlessthanamonth,canyou?8)WerequirepaymentbyL/C.TranslatethefollowingletterintoEnglishExercises敬啟者：事由：你方第456號(hào)訂單我們已接到你方4月15日來(lái)信，要求我們對(duì)第456號(hào)訂單接受“付款交單”方式支付。正如在談判時(shí)我們已經(jīng)說(shuō)過(guò)的，貨款必須以保兌的、不可撤消的、憑即期匯票支付的信用證付款。我們很難接受你們這一要求。但鑒于你我雙方之間的友好關(guān)系，我們例外地同意接受60天期的匯票的信用證。我們相信這一特別照顧定能使你為我們帶來(lái)更多的訂單。等候你們的信用證，收到后我們將立即安排裝運(yùn)不誤。謹(jǐn)啟DearSirs,Re:YourOrderNo.456Wehavereceivedyourletterof15April,askingustoacceptD/PpaymenttermsforyourorderNo.456.Inreply,weregretourbeingunabletograntyourrequest,aswestatedduringournegotiationsthatpaymentshouldbemadebyaconfirmed,irrevocableL/Cpayablebydraftatsight.Inviewofourfriendlyrelations,we,however,exceptionallyagreetoacceptL/Cpayablebydraftat60days’sight.Wehopethisaccommodationwillresultinprocuringlargeordersforus.WeareawaitingyourL/C,uponreceiptofwhichweshallarrangeshipmentwithoutdelay.Yoursfaithfully,

PartiestothecreditThebeneficiary

Sinceacreditgenerallybenefitstheexporter,thepartyinwhosefavorthecreditisopenediscalledthebeneficiary.Beneficiaryis,infact,theexporter,ortheseller.Theapplicant

Itisuptotheimportertofindacommercialbankthatiswillingtoopenaletterofcreditonhisbehalf.TheapplicantfortheL/Cisalsocalledtheopener,thebuyer,theimporter.Theopeningbank

Thebankthatopensthecreditonbehalfoftheimporteriscalledtheopeningbank,orissuingbank.Byissuingthecredit,thebankassumesfullresponsibilityforpaymentaftertheproperdocumentshavebeenpresented.Theadvising(notifying)bankTheissuingbanksendsthecredittoitscorrespondent,usuallyintheseller’scountry.Thisbankisnowcalledtheadvisingbankornotifyingbank,becauseitsdutyistoadvisethebeneficiaryofthearrivaloftheL/C.PartiestothecreditThenegotiatingbank

Aftertheexporterhascompletedshipment,hewillpresentafullsetofshippingdocumentstotheadvisingbankfornegotiationofpayment.Thisbankisnowcalledthenegotiatingbank,whichwillcheckthedrafttoensurethatitisproperlydrawnandwillseethateachdocumenthasbeensubmitted.Thenitwillsendonesetofshippingdocumentstotheissuingbank.Thepayingbank

Thebankwhichpaysfortheshipmentiscalledthepayingbank,whichmaybetheissuingbankorthenegotiatingbank.Theissuingbank,uponreceiptofthefullsetofshippingdocuments,willarrangetopaytheexporterfortheshipmentthroughthenegotiatingbank.Theconfirmingbank

AnadvisingbankmayberequestedtoadditsowncommitmenttotheL/C.Itisthencalledaconfirmingbank.AconfirmedL/Cisverysafesincetheconfirmingbankundertakestopaytheexporteriftheissuingbankfailstohonouritscommitment.ProcedureofL/C

Importer1Exporter24OpeningBank3AdvisingBank

TheprocedureofL/C1Thebuyerandthesellerconcludeasalescontractprovidingforpaymentbydocumentarycredit.2ThebuyerinstructshisbanktoissueanL/Cinfavorofthesellerfortheamountofpurchase.3theissuingbanksendstheL/Ctoitscorrespondentbankintheseller’scountry,givinginstructionsabouttheamountofthecredit,thebeneficiary,thecurrency,thedocumentsrequiredandotherinstructions.4Onarrivalofit,theadvisingbankadvisesthesellerofthereceiptofthecredit.ProcedureofL/C

ImporterExporter9101158

6OpeningBank7AdvisingBank(Paying)(Negotiating)TheprocedureofL/C5Thesellerwillthendispatchthegoodsaccordinglyandpresentthedraftdrawnontheissuingbankaccompaniedbyalltheshippingdocumentsforpayment.6thenegotiatingbankwillthoroughlyexamineallthedocuments.Ifeverythingisinorder,thebankwillsendthedocumentstotheopeningbank.7,8Theopeningbankpaysfortheshipmentbyremittingthemoneytotheexporter,careofthenegotiatingbank.9,10,11Theopeningbankrel