中英合作商务英语讲解5

商务英语综合教程IV（第三版）Unit5Unit 5 Banking and PaymentRelated InformationAs being paid in full and on time is of the utmost concern to exporters, the level of risk in extending credit is a major consideration. There are several ways in which the exporter can receive payment when selling his products abroad, depending on how trustworthy he considers the buyer to be. Typically with domestic sales, if the buyer has good credit, sales are made on open account; if not, cash in advance is required. For export sales, these ways are not the only common methods. Listed in order from most secure for the exporter to the least secure, the basic methods of payment are:Cash in advance;Documentary letter of credit;Documentary collection or draft;Open account;Other payment mechanisms, such as consignment sales.Cash in AdvanceReceiving payment by cash in advance of the shipment might seem ideal. In this situation, the exporter is relieved of collection problems and has immediate use of the money. A wire transfer is commonly used and has the advantage of being almost immediate. Payment by check may result in a collection delay of up to six weeks. Therefore, this method may defeat the original intention of receiving payment before the shipment.Letter of CreditA Letter of credit is a document issued by a bank (issuing bank) stating its commitment to pay someone a stated amountof money on behalf of a buyer so long as the seller meets very specific terms and conditions. Letters of credit are more formally called documentary letters of credit.Before payment, the bank responsible for making payment on behalf of the buyer verifies that all documents are exactly as required by the letter of credit.If an exporter is unfamiliar with the credit risk of the foreign bank, or if there is concern about the political or economic risk associated with the country in which the bank is located, it is advised that a letter of credit issued by a foreign bank be “confirmed” by a local bank in the exporter’s country. This means that th e local bank adds its pledge to pay to that of the foreign bank. Letters of credit that are not confirmed are called “advised” letters of credit. The local department of commerce district office or an international banker will help exporters determine whether a confirmed or advised letter of credit is appropriate for a particular transaction.1. Types of Letter of Credit①Irrevocable/Revocable:A letter of credit that cannot be amended or cancelled without prior mutual consent of all parties to the credit is irrevocable. Such a letter of credit guarantees payment by the bank to the seller/exporter so long as all the terms and conditions of the credit have been met. This is the most popular form of letter of credit.A revocable letter is one that can be cancelled or altered by the drawee (buyer) after it has been issued by the drawee’s bank. Revocable letters of credit are rarely used because of security concerns.②Confirmed/UnconfirmedA confirmed letter of credit is when a second guarantee is added to the document by another bank. The advising bank, the branch or the correspondent through which the issuing bank routes the letter of credit, adds its undertaking and commitment to pay to the letter of credit. This confirmation means that the seller/beneficiary may also look to the credit worthiness of the confirming bank for payment assurance. The irrevocable and confirmed letter of credit is the most popular form of letter of credit in Chinese international export.An unconfirmed letter of credit is when the document bears the guarantee of the issuing bank alone. The advising bank merely informs the exporter of the terms and conditions of the letter of credit, without adding its obligation to pay. The exporter assumes the payment risk of the issuing bank, which is typically located in a foreign country.③Transferable L/CA transferable L/C refers to a letter of credit that can be redirected at the s eller’s request. These are used when an export broker is involved. Once all conditions on the letter of credit are met, the broker’s bank receives the payment, takes out his commission, and completes the transaction as negotiated.④Sight/Time L/CA sight letter of credit requires payment to be made upon presentation of the specified documents while a time letter of credit states that payment is due within a certain time (usually 30, 60, 90, or 180 days).Changes made to a letter of credit are called amendments. The fees charged by the banks involved in amending the letter of credit may be paid either by the buyer or the seller, but the letter of credit should specify which party is responsible. Since changesare costly and time consuming, every effort should be made to get the letter of credit right the first time.An exporter is usually not paid until the advising or confirming bank receives the funds from the issuing bank. T o expedite the receipt of funds, wire transfers may be used. Bank practices vary, however, and the exporter may be able to receive funds by discounting the letter of credit at the bank, which involves paying a fee to the bank for this service. Exporters should consult with their international bankers about bank policy on these issues.2. L/C Payment Procedure①The importer applies to open an L/C to the seller througha bank who can open the L/C.②The issuing (opening) bank issues the L/C, sending it to the advising bank by airmail or (morecommonly) electronic means such SWIFT (Society for Worldwide Interbank Financial Telecommunications). The advising bank will inform the exporter of the establishment of the L/C.③The exporter will check all the terms and conditions listed in the L/C. If all terms andconditions are as agreed, the exporter will arrange the shipment within the time specified in the L/C.④After the goods are loaded on board the ship without any damage, the captain will issue theclean bill of lading to the exporter.⑤The exporter will draw a draft for the invoice value and sends it accompanied by the clean billof lading and oth er relevant documents to the exporter’s bank (negotiating bank) to gather the payment. Only with a cleanbill of lading can you claim the ownership of the goods.⑥The negotiating bank will send the draft with the clean bill of lading and relevant documents tothe opening bank.⑦The opening bank will inform the importer that all documents are received⑧The importer will go to the bank to make the payment to get the clean bill of lading andrelevant documents. With all of these documents, the importer can clear the import customs and pick up the goods after the goods arrive on the destination sea port.⑨The opening bank will credit the proceeds to the exporter’s account through the negotiatingbank.Lead-in1. ListeningPassage 11. C2. DTape Script:Although the type of services offered by a bank depends upon the type of a bank and the country, services provided usually include:1. Lending out money to companies and individuals2. Issuing checking and saving accounts3. Cashing checks4. Facilitating money transactions such as wiring transfer and cashier checks5. Issue credit cards, ATM cards, and debit cards6. Storage of valuables, particularly in a safe deposit boxPassage 21. C2. BTape Script:If you pay for imports in advance, you risk finds that the goods never turn up, or are faulty. Recovering your money or getting compensation can be very time consuming and expensive, and may even prove impossible.You can protect yourself by using suitable payment terms. It is not uncommon to ask suppliers to offer you credit.Suppliers may prefer you to use a documentary collection. This payment method helps protect them if you fail to pay after delivery. Your bank can advise you on what is involved.In many cases, the supplier may want you to use a letter of credit. This is the general practice in international trade if the order size is large enough.2. Spot DictationTape Script:1.deal with reliable suppliers2.assess product quality3.Investigating suppliers’ management systems can help reassure you4.who mistreat their employees.5.outsource any work to subcontractors6.Enforcing your contractual rightsText ALanguage Study1. payment n.①the act of paying or the state of being paid 支付,偿还◆He proposed a payment by T/T.◆We will make payment when the draft is presented to us.②the amount paid 支付的款项◆We received the payment in time.pay vi. & vt. 支付，付款; 偿还，payer n. 支付者, 付款人payee n. 收款人, 领款人2. consignement n.①the act of consigning 委托,寄售的行为◆We can conclude the deal on consignement.◆Consignment provi des that payment is made only on completed sales.②something consigned 交付、寄售的东西◆It is expected that the consignment will be ready for shipment in the early part of August.◆The consignment will leave Tianjin by s.s.“Eastwind”.consign v.交付，寄售consignee n. 受托人，收货人consignor n. 委托者, 发货人, 寄件人, 交付人3. clear①vt. to settle a debt 结清，付清◆The account shall be cleared up before the end of each year.②vt.&vi. to comply with customs and harbor requirements in discharging a cargo or in leaving or entering a port 办理结关手续◆Goods going through clearing shall be inspected.clearance n.结关；结算，清算4. draw①vt. & vi. to use (a check, for example) when paying 开支票使用支票等付款◆We are drawing on you at sight for the value of your last purchase.◆You can draw on us a 60-days draft.②vt. to withdraw (money) 提取（钱）◆You can draw the money out at any time you like.drawings n.用汇票支付的金额drawer n.开票人开立汇票索款的人drawee n.(支票、汇票等的)付款人5. honourvt. to pay or to accept 承兑，兑现◆The buyer shall honour the draft when it is presented to him.◆The draf t is honoured when it is due.dishonour vt.不兑现，不承兑6. negotiable a.①transferable from one person to another 可转让的,可流通的，可议付的◆The seller shall send three negotiable B/L to the buyer immediately after shipment is made.◆A full set of negotiable shipping docu ments shall be made out to order.②easy or possible to negotiate or be negotiated 可协商的◆This issue is negotiable through friendly discussion.non-negotiable a.不可转让的，不可议付的non-negotiable B/L 提单副本negotiation 议付，转让7. address vt.①to dispatch or consign 寄送，托运派遣或寄送◆The drawer addressed the draft to the drawee.②to mark with a destination 写地址标注目的地◆Would you please pass on the letter addressed to your Shanghai branch?◆The letter is addressed with an unclear name.8. bear vt.①to carry on one’s person; convey亲自携带；运输◆The person who bears the draft has the right to take delivery of the goods.②to be accountable for; assume 负责,对……负责；承担责任◆The extra premium will be borne by the buyer.◆The insurance company will bear the responsibility if proper coverage is insured.bearer n.持有人9. accept①vt. to consent to pay 承兑, 同意偿还◆The supplier’s draft at 60 days will be accepted by the bank’s correspondent in India◆The latter accepts it by signing the draft on the back and the draft will be countersigned bythe banker so that it gives the seller the guarantee of the bankers’.②vt.&vi. to receive (something offered), especially with gladness 接受◆We have persuaded our manufacturers to accept this order◆We agree to accept the goods in 3 shipments.acceptable a. 可接受的，可承兑的acceptance n. 接受，承兑acceptor n.承兑者10. due a.①expired 到期◆The draft falls due on May 30.◆The drawee shall pay the draft when it comes due.②owed 应付的，欠的◆We have received the remittance, but have to point out that500,00 is still due to us.◆The commission due to you will be paid at the end of this month.overdue a. 超时，过期11. issue①vt. to open or draw 开具（汇票），开立（信用证）◆We have received your L/C No.4062 issued by ABC Bank.◆We would prefer you to issue your L/C as stipulated so that we can continue our friendlybusiness relations.②n. a matter of public concern, a question 议题公众关心的事物,问题◆This issue arouses many public interests.issuer n.开立人，开具人12. investigatevt. to observe or inquire into in detail; examine systematically 调查详细地观察或查询；系统地检查◆We will investigate the claim you made carefully and let you know the result soon.◆The matter will be investigated to avoid similar occurence.investigation n.调查investigator n. 调查者13. clean a.①with no documents光票,无跟单有价证券◆Draft that has no documents with it is clean.◆A clean draft is different from the documentary draft.②having no marks清洁的，无不良记录的◆A full set of clean on board B/L shall be prepared according to the L/C stipulations.14. remitvt.&vi. to transmit (money) in payment汇款登记入帐◆Remit the money to me after you g o back to your corporation.◆Father remit the money to me on the first every month. Remit by cheque.remittance n. 汇寄，汇寄的款项remitting bank 汇款行15. endorse vt.①to write one’s signature on the back of (a check, for example) as evidence of the legaltransfer of its ownership, especially in return for the cash or credit indicated on its face（支票等的）背书签名于（支票的）背面以作为合法转让其所有权的证据，尤其是作为对标于其正面的现金或信用卡的交换◆A full set of clean on board ocean B/L is made out to order, blank endorsed.◆The endorsed documents prove the transfer of ownership.②to place (one’s signature), as on a contract, to indicate approval of its contents or terms. 签署，批准签署（签名），如在合同上，表明对其内容或条款的赞同◆The other party agrees with the contract by endorsing on it.endorsement n.背书, 签注(文件), 认可16. surrendervt. to render, to give out, to deliver 交出，给出，让与◆We therefore think it would be unwise to surrender the enclosed documents on a D/A basis.◆The documents can be surrendered only after payment.17. obligatevt. to bind, compel, or constrain 使负有责任或义务◆The contractual parties are obligated to execute the terms and conditions in the contract.◆As contracted, the buyer is obligated to make payment before taking delivery of the goods. obligation n.义务，责任Translation of the Text银行支票与汇票在出口到国外时，从几百美元到几千美元的小笔订单常用银行支票与汇票来支付。

Unit Five 企业经营：微软的Peopl e-Ready企业软件方案（I）s t r e a m l i n e o p e r a t i o n sc l o s ede a l sc u s t o m e r r e l a t i o n s h i p sa w e a l t h o f i n f o r m a t i o nw a r r a n t y c l a i m s客户关系管理：CRM （CRM是Customer Relationship Management的简称，中文译为客户关系管理。

是指企业用CRM来管理与客户之间的关系。

）automated processesThe Business Value of Softwaresoftware solutionpurviewThe overall orientation of the software strategyeither system-centric or people-centriccompetitive advantagedrive your business forwardassetthe social, economic and political drivers of the worldrationalized business practicesWhat is a People-Ready Business?h t t p://w w w.m i c r o s o f t.c o m/b u s i n e s s/p e o p l e r e a d y/o v e r v i e w/w h i t e p a p e r.m s p xT h e P e o p l e-R e a d y B u s i n e s sB u s i n e s s e s d o n’t f i n d c u s t o m e r s,s t r e a m l i n e o p e r a t i o n s,c l o s e d e a l s,o r i n v e n t p r o d u c t s—p e o p l e d o.I s y o u r b u s i n e s s p e o p l e-r e a d y?W h a t c a n y o u d o t o m a k e y o u r b u s i n e s s e x c e l?E m p o w e r y o u r p e o p l e t o d r i v e t h e b u s i n e s s f o r w a r d b y g i v i n g t h e m t h e r i g h t t o o l s,i n f o r m a t i o n,a n do p p o r t u n i t i e s.W h e n a b u s i n e s s g i v e s i t s p e o p l e w h a t t h e y n e e d t o s u c c e e d, w e c a l l i t"p e o p l e-r e a d y."E x e c u t i v e S u m m a r yE v e r y b u s i n e s s i s d i f f e r e n t,b u t m a n y o f t h e d e m a n d s t h a t b u s i n e s s e s f a c e r e m a i n t h e s a m e:•C r e a t i n g l o y a l a n d p r o f i t a b l e c u s t o m e r r e l a t i o n s h i p s.•I n v e n t i n g a n d e n h a n c i n g p r o d u c t s o r s e r v i c e s.•M a n a g i n g a b u s i n e s s i n t h e m o s t e f f i c i e n t w a y p o s s i b l e.•B u i l d i n g h i g h-v a l u e c o n n e c t i o n s w i t h p a r t n e r s a n d s u p p l i e r s.B u t b u s i n e s s e s d o n't m e e t t h e s e c h a l l e n g e s—p e o p l e d o.W i t h i n ap e o p l e-r e a d y b u s i n e s s:•P e o p l e a r e e n a b l e d b y t h e s y s t e m s,t o o l s,a n d c u l t u r e t o m a k e b e t t e rd e c i s i o n s.•I n f o r m a t i o n e m p o w e r s p e o p l e t o d e l i g h t c u s t o m e r s,c r e a t e n e w p r o d u c t s,a n d w o r k w i t h p a r t n e r s a n d s u p p l i e r s.•B a r r i e r s a r e e l i m i n a t e d s o t h a t p e o p l e c a n m o r e e a s i l y w o r k w i t he a c h o t h e r,t h e i r p a r t n e r s,a n d t h e i r c u s t o m e r s.•T e c h n o l o g y a d a p t s t o c h a n g e,s o t h a t p e o p l e d o n't h a v e t o.•T h e r i g h t p r i o r i t i e s,o r g a n i z a t i o n,m o t i v a t i o n,a n d l e a d e r s h i p a r ei n p l a c e t o d r i v e s u c c e s s.B u s i n e s s e s b u i l t o n t h e s e p r i n c i p l e s t e n d t o s u c c e e d b e c a u s e p e o p l et h r o u g h o u t t h e b u s i n e s s a r e e m p o w e r e d t o c o n t r i b u t e t o t h a t s u c c e s s.C o m p a n i e s t h a t h a v e l e a r n e d t h i s l e s s o n i n c l u d e:•H y u n d a i M o t o r s,w h i c h f o u n d a w e a l t h o f i n f o r m a t i o n i n i t s w a r r a n t yc l a i m s a nd u se d i t t o e a r n a t o p r a t i n gf r o m J.D.P o w e r a n dA s s o c i a t e s.•Z u r i c h I n t e r n a t i o n a l A i r p o r t,w h i c h c o m b i n e d i t s i n f o r m a t i o n s o u r c e s i n t o a p o w e r f u l t o o l t h a t k e e p s p l a n e s a n d p e o p l e m o v i n g.•M i c r o s o f t,w h i c h d e v e l o p e d a u n i f i e d C R M t o o l t h a t g i v e s i t s s a l e sf o r c e a360-d eg r e e v i e w i n t o e v e r y c u s t o m e r th r o u g h t h e m o s tf a m i l i a r o f s o f t w a r e i n t e r f a c e s.W h a t d o e s t h e r i s e o f t h e i n f o r m a t i o n w o r k e r m e a n f o r y o u r b u s i n e s s?W h y d o h u m a n r e s o u r c e p r o f e s s i o n a l s r a n k r e t a i n i n g a n d d e v e l o p i n g t h e i rp e o p l e a s t h e m o s t c r i t i c a l i s s u e t h e y f a c e?W h y d o b u s i n e s s e s w i t hd e c e n t r a l i z e d d e c i s i o n-m a k i n g p r o c e s s e s t e n d t o h a v e h i g h e r s t o c k-m a r k e t v a l u a t i o n s t h a n t h e i r i n d u s t r y p e e r s?People Make the Difference/business/peopleready/overview/default.mspx?WT.svl=3 People drive business success. Human imagination creates the ideas that move business forward. Human conversations and human effort shape those ideas into products and services for the market. The unique ability of people to listen, respond, persuade, and think for themselves enables companies to sell effectively, serve their customers, and work together with their business partners in rich, satisfying ways that create lasting, high-value relationships.I n a n e r a w h e r e s o m e s e e t e c h n o l o g y a s a f o r c e t h a t p r o m i s e s t o m a k e p e o p l e s u b s e r v i e n t t o h i g h l y s t r u c t u r e d o r a u t o m a t e d p r o c e s s e s,M i c r o s o f t s e e s a b e t t e r w a y t o u n l o c k t h e p o t e n t i a l o f e v e r y p e r s o n.S y s t e m s c a n o n l yc r e a t e e f f i c i e n c y:I t i s p e o p l e w h o c r e a t e v a l u e.A nd t he m o r e p e o p l e c a nd o i n t he i r r o l e s,t h e m o r e v a l u e t h e y c a n c r e a t e.W h e n M i c r o s of t l o o k s a h e a d,w e s e e a w o r l d w h e r e o rg a n i z a t i o n s s u c c e e d b y e m p o w e r i n g p e o p l e t oh a r n e s si n f o r m a t i o n,e x p e r t i s e a n d t h e p o s s i b i l i t i e s o f c o m p l e xn e t w o r k s w i t h t o o l s t h a t g i v e t h e m i n s i g h t,r e a c h a n d o p p o r t u n i t i e s.Watch the webcast: Steve Ballmer shares his vision for people-ready business：/winme/0603/27335/PRB_Launch_mbr.asx1 hour, 3 minutesSteve Ballmer Shares His Vision for the People-Ready BusinessYou know what your business needs to do in order to succeed, but do you recognize the importance that people play in achieving that success? In this webcast, Microsoft CEO Steve Ballmer talks about the critical importance of empowering your people with software that can help them achieve their full potential-which, in turn, drives your organization’s performance.W e b e l i e v e t h a t o r g a n i z a t i o n s w h i c h p u t p e o p l e a t t h e c e n t e r o f p r o c e s s e s a n d i n f o r m a t i o n a r e b e t t e r p o s i t i o n e d t o m e e t t h e c h a l l e n g e s o f af a s t-c h a ng i n g,g l o b a l l y i n t e g r a t e d a n d i n t e r c o n n e c t e d w o r l d b e c a u s e th e y h a v ei n v e s t e d i n t h e m o s t a g i l e,r e s i l i e n t a n d c r e a t i v e a s s e t a v a i l a b l e t o t h e m.M i c r o s o f t c a n h e l p o r g a n i z a t i o n s r e a l i z e t h e b e n e f i t s o f b e c o m i n ga P e o p l e-R e a d y B u s i n e s s w i t h s o f t w a r e t h a t u n i q u e l y s t r e n g t h e n s t h ec a p a b i l i t i e s a nd c o n ne c t i o n s of p e o p l e t o c r e a t e v a l u e i n t h e i r r o l e s. The Business Value of SoftwareSoftware isn’t just a tool for experts, and understanding the business advantages of the right software solution isn't just the purview of IT professionals. Software touches processes central to the business such as operations, customer acquisition and retention, supply and partner management, and product and service development. The overall orientation of the software strategy-eithersystem-centric or people-centric-can determine the kind of competitive advantage and future flexibility the business will realize as a result of its investment.What can you do to drive your business forward?E m p o w e r p e o p l e t h r o u g h o u t y o u r o r g a n i z a t i o n w i t h t h e r i g h t t o o l s t ot r a n s f o r m c h a l l e n g e s i n t o o p p o r t u n i t i e s.R e s e a r c h s h o w s t h a t c o m p a n i e s w h i c h i n v e s t i n s o f t w a r e a s a s t r a t e g i ca s s e t f o r t h e i r p e o p l e p e r f o r mb e t t e r.I t a l s o s t a n d s t o r e a s o n t h a tb u s i n e s s s o l u t i o n s e n g i n e e r e d t o m e e tc u s t o m e r n e ed s a n d a n t i c i p a t ec h a n g e s i n t h e s o c i a l,e c o n o m i c a nd p o l i t i c a l d r i ve r s of t h e w o r l d d e l i v e r m o r e v a l u e t o o rg a n i z a t i o n s th a n s o f t w a r e d e v e l o p e d b y w hi m o r c o m m i t t e e. M i c r o s o f t b e l i e v e s s o f t w a r e t h a t e n a b l e s p e o p l e t o d i s c o v e r i n f o r m a t i o n a n d p a t t e r n s i n t h a t i n f o r m a t i o n;h e l p s t h e m m a k e b e t t e r i n f o r m a t i o n d e c i s i o n s;f a c i l i t a t e s e f f e c t i v e c o l l a b o r a t i o n w i t h c o l l e a g u e s,c u s t o m e r s a nd p a r t ne r s;a n d p r o m o t e s d e c i s i v e a c t i o n s b a s e d o nw e l l-i n f o r m e d i n s i g h t s i s t h e k e y t o m e e t i n g t h e c h a l l e n g e s o f t h e n e w w o r l d o f w o r k a n d o v e r c o m i n g i t s c h a l l e n g e s.A P e o p l e-R e a d y B u s i n e s s s u p p o r t s i t s p e o p l e w i t h s t r o n g v a l u e s,o n g o i n g e d u c a t i o n,a n dr a t i o n a l i z e d b u s i n e s s p r a c t i c e s,s o i t s p e o p l e-e n a b l e d w i t h r i g h tt e c h n o l o g y a n d i n f o r m a t i o n-a r e e m p o w e r e d t o t r a n s f o r m t h o s e c h a l l e n g e s i n t o o p p o r t u n i t i e s.员工使企业与众不同(以下Microsoft网站上的译文有不少错误，敬请留意)是员工成就了企业，人类的智慧在企业发展之路上散发着光芒。