外贸口语9支付条件ppt课件.pptx

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1、支付条件On Terms of Payment(I) Talk over 商量，讨论 我有一件重要事情与您商量。 I have an important matter to talk over with you. Rival goods （价格）有竞争性的产品 Make up 补偿 我同意给您5%的佣金，以补偿您在广告上的花销。 Im going to grant you 5% commission to make up your advertising expenses. Sight draft 即期汇票 Irrevocable 不可撤消的 Presentation 支付 Exchange

2、quota 外汇限额 Currency 货币 We dont want to involve you in unnecessary expense. 我们不想使您支付额外费用。 Margin 赚头 Turn-over 周转 抵消 Offset 您给的佣金不足以抵消通讯费用。 The commission you allowed is not sufficient to offset the cable expenses. D/P sight 即期付款交单 To finalize the matter 达成交易 Middleman 中间商 D/P after sight 远期付款交单 To ma

3、ke concession 作出让步 Remitting bank 汇款银行 Collecting bank 托收银行To honor it on presentation 见票即付Sister corporations 兄弟公司On collection basis 按托收方式Selling season 销售旺季Favorable terms 优惠条件The world market has been rather dull recently. 国际市场近来极不景气。The devaluation of the dollar and its consequent repercussions

4、 on some major currencies have given rise to grave uncertainties in the international monetary market.由于美元的贬值，一些主要货币也随之受到影响，这导致了国际金融市场极不稳定。At least for the time being 至少在目前The Chinese goods enjoy an excellent reputation in foreign markets.中国商品在国际市场享有盛名。 The quick turn-over will not only offset your

5、L/C expenses, but also give you a satisfactory profit. 资金快速周转，不仅会抵消你们在信用证上的支出，而且也会给你们来带可观的利润。 It is in the nature of sample order. 这只是一个试订购的性质。 It doesnt pay to adopt L/C terms for an order as small as ours. 像我们这少量的订货采用信用证支付是不合算的。 is not enough to balance the additional expenses. 还不够抵消那些额外开支。 You ca

6、nt be better placed elsewhere, can you? 您在别处得不到比这更优惠的条件，是吗？ It seems I have to take things as they are. 看来我只好将就了。 When the goods are dispatched, well issue a sight draft against you. 货物一启运，我方即向贵方开出即期汇票。 背景知识 在国际贸易中，汇付（汇款）、托收和信用证是三种主要支付手段。 汇付（remittance）是债务人（即进口商）通过银行，将款项交债权人（出口商）的结算方式。汇付有三种：电汇（teleg

7、raphic transfer, T/T）,信汇（mail transfer, M/T）和票汇（remittance by bankers demand draft, D/D）. 汇付常用于预付货款，随订单付款（cash with order）和记账交易（open account trade）。汇付方式的使用，取决于交易双方中一方对另一方的信任，因此属于商业信用。另外，当出口商扩大其市场时，汇付可用于出口商提供给进口商的一种优惠待遇。 托收（collection）是指由卖方根据发票金额开立汇票，委托银行向进口商收取贷款。托收可分为光票托收（clean collection）。光票托收主要用于小

8、额交易货款、部分预付货款、分期支付货款及贸易从属费用的收取。 在大多数情况下，跟单托收被用作付款方式。跟单托收可分为两类：付款交单（documents against payment, D/P）和承兑交单（documents against acceptance, D/A）。付款交单是指进口商付了货款根据付款才会得到货运单据。根据付款时间的不同，付款交单可分为即期付款交单（ documents against payment at sight, D/P at sight ）和远期付款交单（documents against payment after sight, D/P after sigh

9、t）。即期付款条件下，托收行（remitting bank）得到汇票和单据后，想进口商出示汇票，进口商应立即对出口商开出的跟单汇票付款，付款后交单。如果规定了远期付款交单，进口商应立即承兑出口商开出的揭示XX天内付款的跟单汇票，到期时付款，汇款后交单。承兑交单是指进口商承兑汇票后，托收银行才会交给他货运单据。进口商在汇票到期时要兑付、汇票。当进出口商之间非常熟悉，或者贷款金额较小时，可以使用托收。使用托收支付可以避免使用信用证的费用和复杂的手续。然而托收其实是货物发运后才付款，很明显是有风险的，可以说托收是出口商提供给进口商的一种商业信用。卖方可否得到其货款取决于买方的信用。示范表达Havin

10、g settled the price of the transaction, Mr. Frazer is having a talk about payment terms with Mr. Li from our trading corporation. F= Mr. Frazer L= Mr. Li F: Weve talked over the price. Although its on the high sides as compared with those of rival goods, the quality of your products, I suppose, will

11、 probably make up for it. Now lets come to the terms of payment. L: OK. Thats what I was going to say. As usual, our terms of payment are by confirmed, irrevocable by sight draft against presentation of shipping documents. F: But other suppliers can give us more favorable terms. You see, the world m

12、arket has been rather dull recently. Besides, our exchange quota is rather limited. So wed like to use D/A in this transaction. L: Im afraid we cannot accept D/A. As you know, the devaluation of the dollar and its consequent repercussions on some major currencies have given rise to grave uncertainti

13、es in the international monetary market. Therefore, we find it necessary to handle our business on L/C basis, at least for the time being. F: Payment by L/C involves additional expenses for us. This leaves us no margin of profit at your terms of payment. L: Mr. Frazer, you know quite well that Chine

14、se goods enjoy an excellent reputation in foreign markets. Moreover, there is at present a vogue for Chinese goods. The article you are interested in is greatly in demand, it sells especially well. The quick turn over will, of course, not only offset your L/C expenses, but also give you a satisfacto

15、ry profit. F: As far as I know, you sometimes grant your clients such terms as D/A or D/P, dont you? L: Yes, occasionally we do. But it is only under very special circumstances that we agree to other payment terms. F: Ours is not a normal case, is it? It is in the nature of sample order. It doesnt p

16、ay to adopt L/C terms for an order as small as ours. The limited profit, if any, is not even enough to balance the additional expenses. L: Mnnwell, in order to finalize the business, we agree to D/P sight, that is the best we can do. F: Thank you for your consideration. Still it is not good enough.

17、You know Im a middleman, I need some time to find a reliable client after I receive your bill. It would help me a lot if D/P after sight is accepted, even 60 days will do. L：Im afraid no further concession can be made. It is just to facilitate your doing business that we made this concession. You ca

18、nt be better placed elsewhere, can you? F：Well, it seems I have to take things as they are. Lets put it into contract. L：Mr.Frazer, I should mention that we accept such terms only once. When the goods are dispatched, well issue a sight draft against you, which will be sent together with the shipping

19、 document through our remitting bank to the collecting bank at your end. It is understood that you are to honor it on presentation. F：You may rest assured that this documentary draft will be duly honored on presentation. I did some business with some of your sister corporation on collecting basis, they can prove to you my credit. L：We trust you and hope youll live up to your credit. F：Surely, I will. Well, as the selling season is approaching, I should like you to make a prompt shipment. L：Well try our best.