1、Section 15 付款方式Payment Terms,I Main Points Payment is rather complex in international trade, what risks should be taken into consideration?What are the payment terms most frequently used in foreign trade?The most generally used modes of payment in international trade are:,I. 要点概述Main Points 1. What
2、are the payment terms most frequently used in foreign trade?,1. What are the payment terms most frequently used in foreign trade?,There are different terms of payment in foreign trade.a) Cash in advance: Sellers goods must be special in one way or another;,b) Letter of credit: Letters of Credit requ
3、ire total accuracy in conforming to terms, conditions, and documentation. Usually, confirmed irrevocable credit is the inclusion of a second assurance of payment, usually a Bank, prevents unexpected problems, and adds assurance that issuing bank has been deemed acceptable by confirming bank; Unconfi
4、rmed irrevocable credit means credit can be changed only by mutual agreement, as stipulated in a sales agreement; e) Sight draft: A draft payable upon presentation; f) Time draft: a draft payable within a specified number of days after it is presented; g) Open accountTherefore, payment is rather com
5、plex in international trade and risks should be taken into consideration.,2. What are the payment discounts in payment?,In foreign trade, the most common types of discounts and allowances are: a) Cash discounts for prompt payment: These are intended to speed payment and thereby provide liquidity to
6、the firm and they are sometimes used as a promotional device;b) Quantity discounts: These are price reductions given for large purchases; c) Trade discounts: these are also called functional discounts, payments to distribution channel members for performing some function; d) Partial payment discount
7、s: it is very similar to the trade discount, used when the seller wishes to improve cash flow or liquidity, but finds that the buyer typically is unable to meet the desired discount deadline;,e) Forward dating: This is where the purchaser doesnt pay for the goods until well after they arrive and the
8、 date on the invoice is moved forward; f) Promotional allowances: These are price reductions given to the buyer for performing some promotional activity. These include an allowance for creating and maintaining an in-store display or a co-op advertising allowance; g) Brokerage allowance: From the poi
9、nt of view of the manufacturer, any brokerage fee paid is similar to a promotional allowance. It is usually based on a percentage of the sales generated by the broker.,II. 商界名言 Business Sayings,1. Opportunity knocks but once. 机不可失时不在来。2. Saying is one thing and doing another. 说是一回事，做是一回事。3. No bees,
10、 no honey; no work, no money. 无蜂无蜜，不劳无获。4. Short accounts make long friends. 好朋友勤算账5. The buyer needs a hundred eyes, the seller but one. 买者需要百只眼，卖者只需一只眼。6. A rich mans foolish sayings pass for wise ones. 有钱人说的傻话，被视为明智之言。,III. 核心词语Core Words and Phrases (omitted)要求课前背诵重要术语IV. 经典句式Typical Sentences (
11、omitted)要求首先思考如何翻译？有多少不同的路径？变换词性、主语、从句会产生什么不同的效果？,V. 段落写译 Paragraph Writing and Translating,1. 我们的付款方式，一般是以保兑的、不可撤消的、以我公司为收益人的、按发票金额见票即付的信用证支付。该信用证通过我们认可的银行开出。,1. 我们的付款方式，一般是以保兑的、不可撤消的、以我公司为收益人的、按发票金额见票即付的信用证支付。该信用证通过我们认可的银行开出。Our usual mode of payment is by confirmed, irrevocable letter of credit,
12、available by draft at sight for the full amount of the invoice value to be established in our favor through a bank acceptable to us.,2. 装运期临近，我们必须指出，除非你方信用证在本月底之前到达我处否则我们将无法在规定的期限内装运。,2. 装运期临近，我们必须指出，除非你方信用证在本月底之前到达我处否则我们将无法在规定的期限内装运。The shipment date is approaching. We must point out that unless yo
13、ur L/C reaches us by the end of this month, we shall not be able to effect shipment within the stipulated time limit.,3. 我方当前的安排与平常并无不同，从你们开立信用证到货物抵达你方港口一般需要约三个月的时间。而且，只有在货物备齐待运时方可开证。,3. 我方当前的安排与平常并无不同，从你们开立信用证到货物抵达你方港口一般需要约三个月的时间。而且，只有在货物备齐待运时方可开证。There is nothing unusual in our current arrangement
14、. From the time you open credit until the shipment reaches your port is normally about three months. In addition, your L/C is only opened when the goods are ready for shipment.,4. 按销售确认书规定，你方信用证应于上月底以前到达，但迄今未收到，很是遗憾。请接到此信后，立即办理开证，以便按规定及时发运。,4. 按销售确认书规定，你方信用证应于上月底以前到达，但迄今未收到，很是遗憾。请接到此信后，立即办理开证，以便按规定及
15、时发运。 According to the stipulation of our S/C, your covering L/C should have reached us before the end of last month, we regret to note that up to the present we havent received it yet. Please expedite the establishment of the relevant L/C upon receipt of this letter so that we may effect shipment in
16、 time as stipulated.,5. 在2009年9月9日函中报盘时我们曾清楚地指出过在香港转运的必要性，为了加速交货，我们不得不要求你方将信用证相应展期。,5. 在2009年9月9日函中报盘时我们曾清楚地指出过在香港转运的必要性，为了加速交货，我们不得不要求你方将信用证相应展期。When making our offer in our letter of September 9, 2009, we clearly pointed out the necessity of transshipment at Hong Kong. In order to expedite deliver
17、y of the goods, we have to request you to amend the relevant L/C accordingly.,VI. 讨论评估 Discussion and Assessment,商务英语写作教师通常需要花费较多的时间用于批改学生习作，此外还需要许多时间用于登记学生语用错误并分析归类以便课堂讲评，让学生明白自己写得好在哪里，差在哪里。结果常常是通宵达旦、疲惫不堪，修改其中的用词与句法错误，对不恰当的表达方式进行标志。请问你是如何对待教师的批改？对于划线部分是否考虑有什么更好的表达？,1）实践中，学生对教师的批改反应不一，有的会看看得分几何便弃之一边
18、，有的会查找字典看看修改的道理，有的可能对密密麻麻的红色批改反为不悦。这种批改方式的最为直接的后果就是：部分学生作文更加漫不经心，因为随便写写即可，反正有人修改，他用不着费力去字斟句酌讲究布局谋篇，所以效果也不理想。由于实际原因，全批全改的方式难以为继，其它方式也同样尴尬。,研究Cohen (1991)发现，即使教师批阅作文很仔细，在语言上做了许多修改，但在拿到作文本后认真查找语法参考书，把作文中语言问题弄懂弄清楚的学生很少。商务英语写作教学的目的是培养的是一种技能，需要大量的训练。为此，建议学习者高度重视教师和他人对自己习作的批改和指正意见。,2）在写作中，不但要注重语言的形式，而且要注重语
19、言的交际功能。,也就是说，如果连形式合乎规范都做不到，便不可能指望达到理想的交际。要在语言的接受式技能（receptive skills）与产出式技能（productive skills）方面，寻求一种平衡，在大量吸收语言素材的同时，能积极地把所学语料运用到语言交际的实践中去；同时，他们也能在课堂外寻找各种操练目的语的机会。可见，平时背诵重点句式后，要学会创造机会去运用。比如，在同学之间运用学过的句式模拟洽谈和讨论。,学习策略本身并无优劣之分，重要的是使用者如何运用这些策略。许多研究也表明，良好的语言学习者能够根据不同的场合改变学习策略。学习策略是相对的，成功的语言学习方法因人而异。教师可以介
20、绍各类策略，学习者需要灵活选择适合自身需求的方法和策略,VII. 应用写作 Applied Writing,A. Write a letter to tell your supplier your terms of paymenta) thanks for the order received;b) your usual payment terms;c) reasons for adopting a certain payment method rather than the demanded one;d) other possible favorable conditions.,B. Sam
21、ple writing,1. Demand to Endorsers for Immediate Payment,1. Demand to Endorsers for Immediate Payment,Dear Edmund:The undersigned is the holder of the below described (check) (note) to which you are an endorser.Notice is hereby provided that said instrument has not been paid, and protest and demand
22、is hereby made upon you to immediately pay the face amount of the instrument in the amount of $6789.In the event payment is not made within five (5) days, the undersigned shall proceed to suit on your warranties of endorsement.Very truly, Oswald,2. Confirmation of Extension of Payment Date,Dear Geof
23、frey:This will acknowledge our telephone conversation of this date. As was stated in our letter dated (date), we should be receiving our financing by (date).In view of the above, we would appreciate your extending the date for our payment of the account until (date). This will enable us to make sure
24、 that all of the appropriate documents have been prepared.We appreciate your courtesies, past and present. It has been a pleasure doing business with your company and we look forward to years of pleasant associations.Yours faithfully,EmilyFinance Dept,Letters of credit accomplish their purpose by su
25、bstituting the credit of the bank for that of the customer, for the purpose of facilitating trade. Letters of credit used in international transactions are governed by the International Chamber of Commerce Uniform Customs and Practice for Documentary Credits. The general provisions and definitions o
26、f the International Chamber of Commerce are binding on all parties. Domestic collections in the United States are governed by the Uniform Commercial Code.,Elements of a Letter of CreditA payment undertaking given by a bank (issuing bank)On behalf of a buyer (applicant)To pay a seller (beneficiary) f
27、or a given amount of moneyOn presentation of specified documents representing the supply of goodsWithin specified time limitsDocuments must conform to terms and conditions set out in the letter of creditDocuments to be presented at a specified place,We have written to you on three occasions and have
28、 not received a reply. We cannot understand why you have taken no action to settle your account. We regret to inform you that unless we receive full payment within thirty days, your account will be cancelled and your credit terminated.,We have written to you on three occasions and have not received
29、a reply. We cannot understand why you have taken no action to settle your account. We regret to inform you that unless we receive full payment within thirty days, your account will be cancelled and your credit terminated.本公司已三次发信通知阁下有关事宜，然而未有收到回复，不知因何不缴交欠款。如30天内不缴交欠款，本公司将取消阁下的帐户，并终止贵我双方的信贷协定。,We wou
30、ld like to continue to serve you on open account terms, but to do this, your bills must be paid within 30 days as agreed. Your balance on account no. 7333 is long overdue and stands at GB4,000. This is a second reminder, so please send payment on receipt of this letter.,We would like to continue to
31、serve you on open account terms, but to do this, your bills must be paid within 30 days as agreed. Your balance on account no. 7333 is long overdue and stands at GB4,000. This is a second reminder, so please send payment on receipt of this letter.本厂希望与贵公司继续以往来帐方式交易，如贵公司同意，必须依照先前的协定，在30日内清还所欠的款项。根据帐单
32、7333的记录，贵公司所欠的4，000英镑缴款期限已过，这次是第二张催缴费，请尽快缴交款项。,As a building contractor, you do excellent work, and Im not disputing the $ 13, 010 uncharged. But there are two things we must straighten out. First, any contracts in the future must be written before work is stared. I cant take these huge surprises. S
33、econd, we dont have the cash to pay the entire billing now. The additional $ 13, 010 will have to be spread over the next six months.,We are unable to effect shipment according to the price and other terms originally agreed upon owing to the delay of your letter of credit, and therefore the responsi
34、bility for any loss arising subsequently will wholly rest with you.,We wish to draw your attention to the fact that the goods have been ready for shipment for a long time and the covering letter of credit, due to arrive here before march 15th,19,has not been received up to now. Please let us know th
35、e reason for the delay.Owing to the late arrival of the steamer on which we have booked space, we would appreciate your extending the shipment date and the validity of your L/C No.4985 to 31st Jan. 15th Feb. respectively.,The amendment advice should reach us by November 15, failing which you must extend the validity of the L/C to the end of this year. The shipment covered by your Credit No. 592 has been ready for quite some time, but the amendment advice has not yet arrived, and now an extension of 15 days is required.,
