外贸英语函电 广东交通职业技术学院 樊文辉

Unit 6: Terms of Payment

Module 9 Terms of Payment Learning Objectives Introduction Writing Skills Specimen Letters

Learning Objectives Following are the goals for this module. Read them and consider your personal goals. 1. To get a general idea of international payment. 2. To learn about various means of payment. 3. To learn about remittance, collection, open account, etc. 4. To understand and be able to express terms of payment. 5. To practice writing letters on payment by D/A, D/P, T/T, etc.

Writing Skills 1. To state the payment terms clearly and accurately. Always express your accepted terms explicitly and unmistakably in business correspondence in order to avoid misunderstanding and subsequent trouble. 2. If the expected terms of payment cannot be accepted, make a polite request and give the reason for a change. Main points of asking for payment are: 1. Referring to the relative order or contract. 2. Putting forward favorable payment terms or your usual practice. 3. Stating the reasons. 4. Expecting acceptance.

Writing Skills When you reply to such a letter, you should: 1. Refer to the other party’s letter. 2. Express agreement or disagreement to his requirement. 3. State the reasons. 4. Express your proposal or insist on your usual practice if you disagree with the other party’s proposal. 5. Express good wishes for cooperation and future business.

Part Two http://www.dutpgz.cn Steps/Contents Typical Expressions Part I. For Letters on Negotiating the Terms of Payment Asking for easier terms of payment 1. Referring to the relative order or contract We refer to your contract No. ... 关于贵方第……号合同 Referring to... 关于…… With regard to our contract of... 关于我们……的合同 With reference to the contract of... 关于……的合同 As..., we shall be glad if you... 因为……,如果贵方……我们将不胜感激｡ http://www.dutpgz.cn

Part Two http://www.dutpgz.cn Steps/Contents Typical Expressions 2. Putting forward favorable payment terms or stating the reasons As you know..., we suggest that... 正如你所知……,我们建议…… Owing to..., we would appreciate it if you... 由于……,如果贵方……,我们将不胜感激｡ 3. Expecting the acceptance We wish that you can accommodate us in this respect. 我们希望贵方在这方面给予照顾｡ We hope to receive your favourable reply. 我们希望收到贵方肯定的答复｡ http://www.dutpgz.cn

Part Two http://www.dutpgz.cn Steps/Contents Typical Expressions Replies to the letters asking for easier terms of payment 1. Stating the receipt of the letter We have received your letter of... 已收到贵方……的来函｡ Thank you for your letter of... 感谢贵方……的来函｡ 2. Accepting or refusing the terms and stating the reasons or providing suggestions We understand that you have some difficulties in opening the L/C. Such being the case, we suggest... payment. 我们理解贵方开证有困难,因此建议使用……付款｡ http://www.dutpgz.cn

Part Two http://www.dutpgz.cn Steps/Contents Typical Expressions In terms of payment, we could only accept confirmed irrevocable L/C. 在付款条件方面,我们只接受保兑的､不可撤销的信用证｡ We regret we cannot accept your terms of payment. 抱歉我们不能接受贵方的支付条款｡ 3. Expecting cooperation or favorable reply See other units for the same expressions. http://www.dutpgz.cn

Part Two http://www.dutpgz.cn Steps/Contents Typical Expressions Part II. For Letters on L/C Urging establishment of L/C 1. Referring to the goods, relative order or contract See Part I. in this table for the same expressions. The date of delivery is approaching, but we still have not received your L/C. 交货日期已临近,但迄今为止我方尚未收到贵方信用证｡ http://www.dutpgz.cn

Part Two http://www.dutpgz.cn Steps/Contents Typical Expressions 2. Complaining about non-receipt of L/C, stating your urgent need for the L/C and inviting attention to the matter We wish to remind you that it was agreed when placing the order, that you would establish the required L/C upon receipt of our confirmation. 我方提请贵方注意,订货时双方约定,一接到我方确认书,贵方就开立信用证｡ The goods have been ready for shipment for quite some time. We request that you take immediate action, particularly since we are not aware of any valid reason for further delaying the opening of the L/C. 由于货已备妥多日,贵方应立即开证,我们不知贵方有何合理理由迟迟不开证｡ http://www.dutpgz.cn

Part Two http://www.dutpgz.cn Steps/Contents Typical Expressions 3.Urging the buyer to rush the opening of L/C We would be grateful if you would expedite establishment of the L/C so that we can ship the order in time. 希望贵方能立即开证,以便我方按时发货｡ We want to make it clear that the L/C should be opened in time, otherwise, it will cause us a great deal of difficulties. 请注意信用证应及时开立,否则将导致很多麻烦｡ Please open the relevant L/C in time to ensure the fulfillm-ent of the order. 请及时开立相关信用证以保证订单的执行｡ In order to book the shipping space at an earlier date, please open the L/C immediately. 为便于及早租船定舱,请尽快开证｡ http://www.dutpgz.cn

Part Two http://www.dutpgz.cn Steps/Contents Typical Expressions 4. Expecting receiving L/C in early time We hope you will open the L/C in time, so as to ensure early shipment. 希望贵方能及时开出该信用证,以确保早日装运｡ We look forward to receiving the relative L/C at an early date. 期待早日收到相关信用证｡ Applying for L/C 1. Asking a bank for the opening of an L/C Please open an irrevocable Letter of Credit in favor of... 请开立一份以……为收益人的不可撤销信用证｡ http://www.dutpgz.cn

Part Two http://www.dutpgz.cn Steps/Contents Typical Expressions We shall be very glad if you arrange to issue an irrevocable L/C for the amount of... in favor of... 如贵方能安排开立以……为收益人的,金额为……的不可撤销信用证,我们将不胜感激｡ 2. Stating details of information in L/C The L/C should state that transshipment is prohibited. 信用证应注明禁止转运｡ Partial shipments are permitted because we cannot supply all the goods you ordered at one time. 应允许分批装运,因为我们不能一次提供所有贵方订购的货物｡ Payment will be made against shipping documents. 应凭运输单据付款｡ http://www.dutpgz.cn

Part Two http://www.dutpgz.cn Steps/Contents Typical Expressions 3. Enclosing the application form and expecting an early opening of L/C We enclose the application form for the L/C and would be glad if you can open the L/C as soon as possible. 附上信用证申请表,如能尽早开证,将不胜感激｡ Please open the L/C as soon as possible. 请尽早开证｡ Please arrange to have the L/C opened at your earliest convenience. 请尽早安排开出信用证｡ Advising the seller of the establishment of the L/C 1. Referring to the goods, relative order or contract See Part I. in this table for the same expressions. http://www.dutpgz.cn

Part Two http://www.dutpgz.cn Steps/Contents Typical Expressions 2. Stating that you have instructed a bank to open an L/C, indicating the details of the L/C We are glad to inform you that the L/C No. ... for the amount of ...has been established in your favor through the... Bank. 很高兴告知您,以贵方为受益人的金额为……的第……号信用证已由……银行开出｡ We have opened an L/C in your favour through the... (bank) for an amount of... 我们已通过……银行开立了以贵方为受益人的金额为……的信用证｡ The relevant L/C has already been established. 相关信用证已经开出｡ We have arranged with our bank to issue an L/C in your favor. 我们已和我方银行办妥向贵方开出信用证的手续｡ http://www.dutpgz.cn

Part Two http://www.dutpgz.cn Steps/Contents Typical Expressions 3. Expecting an early shipment Upon receipt of the above-mentioned L/C, please arrange shipment immediately as per the contracted date. 收到信用证后,请立即按合同规定安排装运｡ Please advise us when the goods have been shipped. 货物装运之后请通知我方｡ Asking the buyer for the amendment or extending of the L/C 1. Telling the buyers that you have received the L/C We wish to acknowledge receipt of the L/C No.30 for the amount of US$5000 covering your order No.987. 贵方987号订单项下金额5000美元的30号信用证已收到｡ http://www.dutpgz.cn

Part Two http://www.dutpgz.cn Steps/Contents Typical Expressions Thank you for your L/C No. ... 谢谢你们的……号信用证｡ We have received your L/C No. ... 你们的……号信用证已收到｡ See other units for the similar expressions. 2. Pointing out the discrepancies that need amendment or stating the reasons for extending We find that the following two points do not conform to the contract. 我们发现信用证条款中有两点与合同不符｡ Please delete “transshipment not allowed” as direct steamers to your port are not available and transshipment at Hong Kong is necessary. 请删去“不准转船”字样｡因为到你方港口没有直达船,必须在香港转船｡ http://www.dutpgz.cn

Part Two http://www.dutpgz.cn Steps/Contents Typical Expressions Under such circumstances, we find that both the shipment and validity of the L/C should be extended respectively. 在这种情形下,船期和信用证有效期都应延期｡ 3. Expecting an early amendment Your prompt attention to the matter will be much appreciated. 请尽快办理此事,不胜感激｡ We will not be able to ship the goods in time if the amendments to the L/C come too late. 如果信用证修改得太迟,我们将无法按时交货｡ http://www.dutpgz.cn

Exercises III. Translate the following sentences into Chinese. 1. Your request for payment by D/P has been taken into consideration. In view of the small amount of this transaction we are prepared to effect shipment on this basis. We are prepared to accept payment by confirmed, irrevocable L/C available by draft at sight instead of T/T reimbursement. 3. Since our terms of payment are acceptable to other buyers, we trust you will agree to do business with us on these terms. 你方以付款交单方式付款的要求，我方已给予考虑。鉴于这笔交易金额甚微，我们准备以此方式办理装运。 我方打算接受保兑的，不可撤销的信用证，以即期汇票而不是以电汇形式偿付。 因其他买主接受我方付款条款，相信你方会同意在此条款上与我们达成交易。

Exercises 作为特殊融通，在推销阶段我方考虑接受付款交单的付款方式。 。 III. Translate the following sentences into Chinese. 4. As a special accommodation, we shall consider accepting payment by D/P during this sales-pushing stage. 5. We propose to pay by bill of exchange at 30 d/s, documents against acceptance. Please confirm if this is acceptable to you. 6. We are drawing on you at 60 days in favors of the Bank of China and trust you will meet our draft upon presentation. 作为特殊融通，在推销阶段我方考虑接受付款交单的付款方式。 。 我方建议以见票三十天付款交单的汇票，承兑交单，你方若接受，请确认。 我方给你方开立了以中行为受益人的60天期汇票，相信你方会见票即付。

Exercises IV. Translate the following sentences into English. 1. 兹确认，各次交货将分别向你收款，按发票金额向你开具汇票。 2. 根据双方同意的条款，我们已向贵方开出随附发票所示金额的见票三十天付款的汇票。 3. 我方已于今日通知我方银行“远东公司”电汇给你方全部应付金额。 We are pleased to confirm that each shipment will be separately charged and that we shall draw on you for the invoice amount. According to the terms agreed upon, we have drawn on you at 30 days’ sight for the amount of the enclosed invoice. We have today instructed our Bank, the Far East Corporation, to remit the amount due by T/T.

Exercises IV. Translate the following sentences into English. 4. 为了确保早日交货，我们附寄银行汇票一张，金额为12,800美元，已扣除2%折扣。 请问你方今后是否愿意按承兑交单六十天付款条件卖货给我们？你处其他供货人已按此条件向我方发货。 6. 鉴于此笔交易金额很小，我们欲同意以即期付款交单方式支付货款。 To ensure prompt shipment, we enclose a bank draft for $ 12,800, being the amount less 2% discount. We would now like to ask you if you are willing to supply us in future on 60 d/s, D/A terms, as other suppliers in your country are already allowing us this credit. In view of the amount of this transaction being very small, we are prepared to accept payment by D/P at sight for the value of the goods.

Exercises IV. Translate the following sentences into English. 按你方要求，我方破例接受承兑交单的付款方式，但只此一次，下不为例。 8. 兹收到你方1 200美元的汇款。 At your request we exceptionally accept delivery against D/A, but this should not be regarded as precedent. We have received your remittance for $ 12,000.

Exercises 敬启者： Translate the following letter into English. 真空吸尘器 兹收到你方12月19日函，并感谢你方在贵国推销我方真空吸尘器的愿望。 很抱歉我方不能考虑你方采用承兑交单付款方式支付的请求，通常我 方只要求使用信用证付款。 鉴于我们的友好关系，我们破例对你方试订订单接受付款交单支付方 式，换言之，我们向你方开出即期跟单汇票，通过银行托收，不使用 信用证。但是，我们还得说明这一照顾只适于你方试订订单，下不为例。 我们希望上述付款条件能为你方所接受，并期待能如期收到你方试订订单。 盼早复。 谨启 敬启者：

Exercises II. Write letters with the following particular. Suppose you are the buyer, write a letter to the seller requesting payment by T/T. 1. Having studied the specifications and price-list of the new paints, you wish to place an order. 2. You are in urgent need of the goods and ask for prompt shipment. 3. In the past, you have dealt with the seller on sight credit basis. Now, you would like to propose a different way of payment, i.e., you will remit the full amount by T/T. 4. You give the reasons: saving a lot of expenses on opening the letter of credit and so helping push the sales. 5. Express your wish for an affirmative reply.

Exercises (Key) Dear Sirs, Translate the following letter into English. Re: Vacuum Cleaners We have received you letter of December 19, and appreciate your intention to push the sales of our vacuum cleaner in your country. We regret we are unable to consider your request for payment on D/A terms, as a rule, we ask for payment by L/C. In view of our friendly relations, we will, as an exceptional case, accept payment for your trial order on D/P basis. In other words, we will draw on you by documentary draft at sight, through our bank on collection basis, without L/C. But let us make it clear that this accommodation is only for your trial order, which will in no case set a precedent. We hope the above payment terms will be acceptable to you and expect to receive your trial order in due course. We look forward to you early reply.   Yours faithfully,

Thank You !

Thank You !