国际商务英语口语口译语教学课件第5章 货款1

after we deliver the last goods, so that we may arrange the shipment. Miller: No problem.
SCENE 3 Mr. Hughes has placed an order with Mr. Li. He is required to pay by L/C, which
5.1 Payment Modes 付款方式 What are the major payment modes?
SCENE 1 Having agreed on prices, the buyer and the seller are negotiating over terms
of payment and payment modes.
should reach Mr. Li before the date of delivery. Now they are talking about it.
Reading and Discussing Read the script of the conversation and think over these questions: 1. Why is L/C required to reach 30 days before the date of delivery? 2. What should you do to open an L/C? 3. What are the special requirements for L/C?
Li: Yes, but you know, the process of manufacture lasts quite long and it will surely involve considerable amount of money. As an exporter, we’d like to have our investment returned as early as possible.
to the bank which is far more expensive than the charge of T/T. Could you adopt D/P or D/A? As far as I know, you do sometimes accept D/A or D/P. Seller: Well, it depends. Some of our customers have long-standing relationship wider after this transaction, we can also accept D/P. But this is your first order, we insist on a letter of credit. Buyer: Fine. I’m in bad need of these goods, so I’ll do what you require.
Li: Mr. Hughes, we only accept confirmed and irrevocable letter of credit. Hughes: When do we send you the L/C, Mr. Li? Li: Your L/C must reach us 30 days before the date of delivery so as to enable us to
Miller: Fine. By the way, when will the draft fall due? Li: On March 31, 2013. Please see that the draft for the first partial shipment will reach us
for our acceptance at the time of the contract being signed. Miller: We will. Li: As to the goods, we’ll send them to you in four different lots within four years. Miller: Delivered by April 30th each year, is it right? Li: Yes. And I have to mention that you should issue a draft for the next partial shipment
Reading and Discussing Read the script of the conversation and think over these questions: 1. What payment mode does the seller accept? 2. What does the buyer think of this payment mode? 3. Why does the buyer suggest D/P? 4. Do they agree on the payment mode?
Buyer: We have settled price, quantity and shipment. Shall we discuss the terms of payment?
Seller: Yes. As a rule, we would like 100% T/T payment prior to delivery. Buyer: Well, this is a large order. It will take four or five months to sell the goods and
Miller: I understand. But we have been cooperating well for years. You may rest assured that the payment is guaranteed.
Li: Well, in order to help us to make this transaction possible, I’d like you to issue a time draft for USD $200,000 covering the value of the first partial shipment.
国际商务英语口语口译语教学课件第5章 货款1
D/P是付款交单，发货后准备好议付单据，通过银行交单至客户方银 行，客户银行提示客户单据已到，客户付款后银行交单。
D/A则是承兑交单，也是通过银行交单给客户银行，不同的是客人只 需承兑我方单据，就可以拿走正本单据，到期后再付款。
T/T是电汇（单据一般是我方直接邮寄给客户，无须通过银行）， 如果使用T/T付款方式，一般的做法是客户先要给我们30%的预付款， 剩余70%款项一般保险的方法是，货装船后，客人凭传真的提单正本 付款，等款到账后再邮寄整套正本单据给客人。
Li: We have a good reputation in the line. You can trust in us. Hughes: Fine. We’ll open the L/C soon after we return. This is the first time we
have done foreign trade, would you tell me if I have to pay a deposit for L/C? Li: Yes, you do. After you have paid the deposit, the opening bank bears the first
L/C信用证付款方式属于银行信用，是很保险的一种付款方式，但开 证行信誉一定要好，单证人员审单要认真仔细，公司业务、储运、单 证部门要协调一致，避免单据出现不符点。
总体来说，L/C比D/P（D/P SIGHT）安全；D/P（D/P SIGHT）比D/A 安全。其实最主要是要看客人的信用情况、自己的产品质量以及市场 行情。
Li: I’d like to talk about the mode of payment for this order. Miller: For this order valuing USD $600,000 we will pay in installment, which
we made clear at the beginning of negotiation. The payment will be spread over four shipments during four years.
make all necessary arrangements. Hughes: In this case, you have an assurance of payments, but we have to rely on you to
ship goods as described in documents.
start to make a profit. If we give you advance payment, we’ll get many troubles. Seller: In this case, you can choose to pay 50% deposit of the invoice value by T/T and
then pay the balance by L/C at sight. Buyer: We can pay 50% deposit by T/T, but we don’t want to pay the balance by L/C. Seller: Why? Buyer: To be frank, it’s expensive to open an L/C because we should pay extra money