unit 5《外经贸函电与谈判》 课件.ppt

,*,石家庄邮电职业技术学院外语系,English Business Correspondence,石家庄邮电职业技术学院外语系,Unit Five,Terms of Payment,The Operation flow,Text,Structure,Sentence Patterns,Exercises,Text,Structure,Sentence Patterns,Exercises,Modes of international settlement,Remittance,汇款,Collection,托收,Letter of Credit,信用证,Letter of Guarantee,银行保函,Stand-by Letter of Credit,备用信用证,Points for attention:,Letters regarding payment often fall into the following types:discussing mode of payment,urging establishment of L/C,amending L/C or asking for extension of L/C.,Correspondence(1),Dear:,We have received your fax of April 15th reading:,50CASES CANNED CRABMEAT SHIPPED SSEASTWIND MARCH30TH PLSOPENL/C ATONCE,And thank you for your information that the 50 cases meat have been shipped by S.S.“East Wind”on March 30th.,Our bank has opened by telex a$5,000 Letter of Credit for the 50 cases of canned provisions.,Please send us confirmation of the shipment.,Sincerely,Text,Text,Your ref.:Our ref.:reference,编号,Thank you for your letter,reference PS/LW,we enclose a copy of our latest catalogue.,感谢你方,9,月,15,日编号为,PS/LW,的来函。,Please quote our Ref.No.5630 when answering this letter.,复信请引用我方编号,5630,。,Text,We have received your fax of April 15th,reading:,50CASES CANNED CRABMEAT SHIPPED SSEASTWIND MARCH30TH PLSOPENL/C ATONCE,我方已收到贵方,4,月,15,日传真，其内容如下：,50,箱蟹肉,3,月,30,日装东风轮请即开信用证”,Text,reading=reading as follows,We have received your fax of April 15th reading:,Text,And thank you for your information that the 50 cases meat have been shipped by,S.S.,“East Wind”on March 30th.,感谢贵方告知,50,箱蟹肉已于,3,月,30,日由东风轮装运。,Text,S.S.(or s.s.,S/S)steam ship=M.V.(or m.v.;M/V)motor vessel,号轮,S.S.“East Wind”,Text,Our bank has opened by telex a$5,000 Letter of Credit for the 50 cases of canned provisions.,Please send us confirmation of the shipment.,我方开户行已为此,50,箱罐头食品电开了信用证，金额为,5000,美元。,请寄已装船确认书,Text,Correspondence(2),Contract No.VH-53541 Grinding Machines,The captioned machinery will be ready for delivery ex work in November,2001.,In accordance with the contract,you are kindly requested to open within ten days after receipt of this preliminary shipping advice,with the Bank of China,the relation Letter of Credit in our favor,to be advised to us by the Union Bank of Switzerland,Zurich.,We have sent a fax to you today reading as follows:,“CONTRACT VH-53541 GRINDINGMACHINE DELIVERY RADY PLSOPENL/C ATONCE ADVISINGUS THROUGH UNIONBANK ZURICH”,Your prompt attention and cooperation in this matter will be highly appreciated.,Sincerely,Text,The captioned machinery will,be ready for delivery,ex work,in November,2001.,标题所示机器将于,2001,年,11,月以工厂交货价备妥待运。,Text,be ready for delivery=be ready for shipment,备妥待运,Text,ex work=ex factory(ex mill),工厂交货,以交货地点为标准的价格术语之一。根据,1990,年,国际贸易术语解释通则,，工厂交货系指卖方在其所在地（即工厂或仓库等）将备妥的货物交付买方时，履行其交付义务。特别是，卖方不承担将货物装上买方备妥的运输车辆或办理出口结关手续的责任，除非另有约定，买方承担自卖方的所在地将货物运至预期目的地的全部费用和风险。在这种价格条件下，卖方所负担的责任、费用和风险最小。因此，它对卖方最有利。在买方不能直接或间接地办理出口手续的情况下，不应使用本术语。,Text,ex quay(named port of importation),目的港码头交货,此为以交货地点为标准的价格术语之一，但不是广泛使用的一种。规定这种价格时，应明确进口税有卖方还是买方负担。,在美国这一术语的名称为,ex dock,或,ex pier,；在英联邦则用,ex wharf.,Ex quay,duties on buyers account(named port of importation),目的港码头交货,/,进口税有买方负担,这一价格条件与,ex quay,duty paid(named port of importation(“,目的港码头交货,/,已完税”,),的唯一区别在于买方（而非卖方）必须自己和自费取得进口许可证，并负担任何进口捐税和费用。,。,Text,In accordance with,the contract,you are kindly requested to open within ten days after receipt of this preliminary shipping advice,with the Bank of China,the,relative,Letter of Credit in our favor,to be advised to us by the Union Bank of Switzerland,Zurich.,按照合同，请在收到次预先装运通知后,10,日内通过中国银行开立以我方为抬头的相关信用证，并由瑞士苏黎士联合银行通知我方。,Text,relative adj.=relevant,有关的,Let us have the relative samples and catalogues for our study.,请寄来有关样品与目录，以便研究。,Supply must be relative to demand.,供与求必须相适应。,Messrs.M.L.Carter of Berlin would answer any inquires relative to our standing.,柏林的,M.L.,卡特公司愿回答有关我公司资信情况的任何查询。,Text,in accordance with,根据，与,一致,In accordance with cables exchanged,we are glad to have sold you 50 tons,Castorseeds,.,按照双方往来电报，我方很高兴已售给贵方,50,吨篦麻籽。,Part B shall guarantee that the machines to be provided are in accordance with Part As requirements and specifications.,乙方保证其供给的机器符合甲方的要求和规格。,The quality must be in strict accordance with the sample.,质量必须同样品严格一致。,Text,We have sent a fax to you today reading as follows:,“CONTRACT VH-53541 GRINDINGMACHINE DELIVERY RADY PLSOPENL/C ATONCE ADVISINGUS THROUGH UNIONBANK ZURICH”,Your prompt attention and cooperation in this matter will be highly appreciated.,我方已于今日向贵方发去一份传真，其内容如下：,“合同第,VH53541,号项下磨床备妥待运请即开信用证经苏黎士联合银行通知我方”。,贵方对此事如能迅速办理并加以合作，将不胜感激。,Text,Correspondence(3),Dear:,“Chrysanthemum”Brand Vacuum Cleaner,We received your letter of Dec.29,1988 and appreciate your intention to promote the sales of our vacuum cleaner in your country.,We regret that we are unable to consider your request for payment on D/A terms.As a rule,we ask for payment by L/C.,But,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.,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 your early reply.,Sincerely,Text,We received your letter of Dec.29,1988 and appreciate your intention to,promote the sales of,our vacuum cleaner in your country.,贵方,1988,年,12,月,29,日来函已收到，对贵方在本国努力推销我方真空吸尘器深表感谢。,Text,promote the sales of,推销,=(pushsales),Chinese foreign trade corporations also make use of the international fairs as channels to display and promote the sales of Chinese products.,中国的外贸公司，也利用国际博览会作为展出和推销中国产品的渠道。,It would be impossible for us to push any sales at such a price.,按这种价格，我方无法推销。,Text,We regret that we are unable to consider your request for payment on,D/A,terms.As a rule,we ask for payment by L/C.,很遗憾，我方不能考虑贵方以承兑交单的方式付款的要求。通常，我方要求以信用证来付款。,Text,payment on D/A terms,承兑交单的付款方式,D/A(documents against acceptance),承兑交单,这属于托收方式。由出口商开具汇票（,draft),连同装运单据通过银行托收。进口商只须承兑汇票即可取得单证，待汇票到期时再付款。采用这种方式，出口商所担风险较大。如果进口上取得货运单据后，到期拒不付款，出口商要遭受货款两空的损失。只有出口商非常信任进口商资信的情况下才能使用。,Text,But,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.,但，鉴于贵我双方之间的友好关系，作为例外，我方愿接受贵方以付款交单方式来支付的试订单，换句话说，我方将不用信用证而是通过我方银行凭即期跟单汇票以托收的方式向贵方收款。,Text,in view of,鉴于,In view of the increased demand for our products,we wish to appoint an agent.,鉴于对我方产品的需求有所增加，我方想委派一家代理商。,In view of the fact that all other customers have accepted this price,we cannot reduce it any further.,鉴于其他客户皆已接受此价格，我方不能再降价。,Text,D/P(documents against payment),付款交单,进口商不开信用证，由出口商开出汇票连同装运单证通过银行向进口商收款，进口商必须付清货款才能取得单证。按支付时间的不同，付款交单又可分即期付款交单,(D/P at sight),和远期付款交单,(D/P after sight),。这种方式属于托收,(collection),。如果日后进口商到期拒付，则与银行无关，应由出口商自己承担风险。其性质与承兑交单差不多，应谨慎。,Text,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 your early reply.,希望以上付款方式能为贵方接受并盼及时收到贵方试定单。,盼早复。,Text,in due course(of time)=in due time=duly,在适当的时候（常常指没有耽误的意思）,We have received your Sales Confirmation No.2002 in due course.,我方已及时收到贵方第,2002,号售货确认书。,If you find any stipulations therein disagreeable,please advise us in due time.,如对其中任何规定有异议，请及时告知。,Choice of Terms of Payment,1)payment by L/C,用信用证付款,We adopt payment by L/C.,我们采用信用证付款方式。,2)Under(on)terms,按,方式,We regret that we are unable to consider your request for payment under D/A terms.,对你方要求以承兑交单方式付款一事，我们歉难考虑。,Sentence Patterns,3)onbasis,按,方式,We are prepared to accept payment for your trial order on D/P basis.,对你方这批试订购的货物，我们准备接受付款交单方式付款。,Sentence Patterns,4)to make an exception(or:as an exceptional case),破例,In view of our long business relation,we will make an exception to our rules and accept L/C at 30 days(after)sight.,As an exceptional case,we accept payment for your initial order on D/A basis.,Sentence Patterns,5)as a special accommodation,作为特殊照顾,As a special accommodation,we agree to your proposal and accept payment by D/P at sight,but this should not be regarded as a precedent.,作为特殊照顾，我们同意你方建议接受即期付款交单，但是这不应视为先例。,In order to pave the way for your pushing the sale for our products in your market,we agree to payment for this transaction under D/A terms.,Sentence Patterns,6)to be applicable,D/P is applicable only if the amount involved for each transaction is less than$1,000.,D/A payment is not applicable to your case.,Sentence Patterns,7)to remitby,In order to save a lot of expenses on opening the letter of credit,we will remit you the full amount by T/T when the goods purchased by us are ready for shipment and the freight space is booked.,Sentence Patterns,2.Urging establishment of L/C,1)to expedite(rush)an L/C,Please expedite(v.,加速,派出),the L/C so that we may execute the order smoothly.,As the goods have been ready,please rush the L/C covering S/C AC 1301.,Sentence Patterns,2)to enable,sb,.to effect shipment,使某人能发货,The shipment date is approaching.It would be advisable for you to open the L/C covering your order No.751 as early as possible so as to enable us to effect shipment within the stipulated time limit.,Sentence Patterns,3)to confirm to,与,相一致,Please see to it that the L/C stipulation conform strictly to the terms of the contract so as avoid subsequent amendment.,Sentence Patterns,4)to cancel(rescind,废除),a contract,取消合同,The goods are ready for,despatch,.Please do your utmost to expedite the L/C,or we can but rescind the order and ask you to refund to us the storage charges we have paid on your behalf.,Sentence Patterns,3.Establishment of L/C,1)to arrange to open an L/C,安排开立信用证,We enclose an application form for documentary credit and shall be glad if you will arrange to open for our account an irrevocable letter of credit for$40,000 in favor of ABC company,the credit to be valid until June 15.,兹附寄跟单信用证申请表一份，请开立以,ABC,公司为受益人，金额为,4,万美元的不可撤销之信用证，有效期至,6,月,15,日止，由我方付款。,Sentence Patterns,2)to establish(open)an L/C throughbank,通过,银行开立信用证,We write to inform you that we have today established with Chemical Bank an irrevocable documentary L/C in your favor for the amount of$52,000 covering 1,000 sets of TV.,Sentence Patterns,3)to be confirmed by,由,保兑,This L/C will be confirmed by the First Commercial Bank and they will accept draft on them at sixty days after sight for the amount of your invoice.,Sentence Patterns,4)to draw(a draft)on,sb,.,向某人开立汇票,You have authority to draw a 60 days draft on our bank against this credit for the amount of your invoice.,You are authorized to draw on us at 30 days against this credit for the amount of your invoice after shipment is made.,Sentence Patterns,5)to be accompanied by,附有,Your draft must be accompanied by the following documents.,Sentence Patterns,4.Amendment of L/C,to find discrepancy,发现差异,We have received your L/C No 531 and on checking up the clauses,have found the following discrepancies in it.,2)to make amendment,修改,Please instruct your bank to make the necessary amendments of the L/C.,Sentence Patterns,3)to amendas,将,改为,Please amend the L/C as allowing partial shipments.,4)to amend(so as)to read,将,改为,Please amend the amount of the L/C to read”2%more or less”,Sentence Patterns,5)to increase(reduce)to,将,增加（减少）到,We have found that the amount of your L/C is insufficient.Please increase the unit price from$3 to$3.5 and total amount to$70,000.,6)to delete (insert),删去（加上）,Please delete the clause“by direct steamer”and insert the wording“Transshipment and partial shipment are allowed”.,Sentence Patterns,5.Extension of L/C,1)to extendto,Please extend by cable the shipment date and the validity of your L/C to 15 May and 1 June respectively,thus enabling us to effect shipment of the goods.,Sentence Patterns,2)to ask extension of,要求延长,We are cabling you today asking for a two week extension of the L/C covering your order No.731 for 300 cases frozen chicken.,3)to have,sth,.extended until,将,延至,Please have the L/C No.419 extended until 4 June so that we may make shipment without fail.,Sentence Patterns,V.Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms:(15%),Copenhagen Bank,Date:4 January,2000,To:Bank of China,Beijing,We hereby open our Irrevocable Letter of Credit NO.112235 in favor of China Trading Corporation for account of Copenhagen Import Company up to an amount of GBP1,455,00(Say Pounds Sterling One Thousand Four Hundred And Fifty-five Only)for 100%of the invoice value relative to the shipment of:,2000,年外销员改证真题,150 metric tons of Writing Paper Type 501 at GBP97 per m/t CIF Copenhagen as per your S/C No.PO5476 from Copenhagen to China port.Drafts to be drawn at sight on our bank and accompanied by the following documents marked X:,(X)Commercial Invoice in triplicate,(X)Bill of Lading in triplicate made out to our order quoting L/C No.112235,marked FREIGHT COLLECT,2000,年外销员改证真题,(X)One original Marine Insurance Policy or Certificate for All Risks and War Risk,covering 110%of the invoice value,with claims payable in Copenhagen in the currency of draft(s)Partial shipments and transshipment are prohibited.,Shipment must be effected not later than 31 March,2000.,This L/C is valid at our counter until 15 April 2000.,2000,年外销员改证真题,附：,PO5476,号合同主要条款：,卖方：中国贸易公司,买方：哥本哈根进口公司,商品名称：写字纸,规格：,501,型,数量：,150,公吨,单价：,CIF,哥本哈根每公吨,97,英镑,总值：,14,550,英镑,装运期：,2000,年,3,月,31,日前自中国港口至哥本哈根,保险：由卖方按发票金额的,110%,保一切险和战争险,支付：不可撤销的即期信用证，于装运前,1,个月一到卖方，并于上述装运期后,15,天内在中国议付有效。,2000,年外销员改证真题,2000,年外销员改证真题,V.Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms:(15%),China Trading Corporation,Dear Sirs:,While we thank you for your L/C No.112235,we regret to say that we have found some discrepancies.You are therefore requested to make the following amendments:,2000,年外销员改证真题,1.The amount both in figures and in words should respectively read GBP14,500(Say Pounds Sterling Fourteen Thousand Five Hundred And Fifty Only);,2.From Copenhagen to China port should read from China port to Copenhagen;,3.The Bill of Lading should be marked Freight Prepaid instead Freight Collect;,4.Delete the clause Partial shipments and transshipment prohibited;,5.This L/C is valid at our counter should be amended to read This L/C is valid at your counter;,Please confirm the amendments by fax as soon as possible.,Yours sincerely(Signed),Commercial Invoice,商业发票,The commercial invoice gives details of the goods and,is issued by the seller(exporter).,It forms the basis of the transaction between the seller and the buyer(importer),and is completed in accordance with the number of prescribed copied required.The invoice usually gives a description of the goods,prices,terms exactly as specified in the sales contract,as well as shipping marks.,The primary function,of a commercial invoice is a check for the purchaser against charges and delivery.,Pro Forma Invoice,形式发票,This type of invoice may,be prepared by the export