外貿(mào)函電termsofpayment課件

BriefintroductionInforeigntrade,buyersandsellersarein2countries.Sometimes,theyhavetodobusinesswithunknownbuyers.Ifthesellerdeliversgoodsbeforepaymenthasbeenmade,herunscertainrisksofnonpaymentofthebuyer,andifthebuyermakespaymentinadvance,helikewiserunsrisksofnon-deliveryofthegoods.Itbecomesnecessaryforathirdpartytoactasanintermediatebetweenthemtosolvetheproblemofpayment.Thispartyisthebank,whoeitherguaranteespaymenttothesellerandexaminetheseller’sshippingdocumentsforthebuyerormakescollectionfortheseller.Thatiswhywesaypaymentinforeigntradeisrathercomplicated.Part1PaymentBriefintroductionInrecentyears,largeamountofoverduedebtshaveoccurredinChina’sforeigntrade.Owingtobadmanagementandthedisadvantageofenterprise’ssystem,manyexporterssufferfromfailingtorecovertheirforeignexchange.So,everyexportershallpaycloseattentiontotermsofpayment（支付條款）.Thetermsofpaymentareanimportantpartofthebusinesscontract．Fromtheseller'spointofview,thebesttermswouldbefullpaymentincashatthetimeofsale，whilethebuyerswouldprefertohavethegoodsbeforemakingpayment．Importersandexportersareseparatedfromeachotherbythousandsofmiles．Thisaddstothedifficultiesofcomingtoanagreementonhowpaymentshouldbemade．Methodofpayment1.Kindsofpaymentswithtimes1).Paymentbeforedelivery交貨前付款2).Paymentasdelivery交貨時付款3).Paymentafterdelivery交貨后付款2.WaysofpaymentA).Transfer/Remittance匯款MailTransferM/T信匯TelegraphicTransferT/T電匯Banker`sdemanddraft票匯B).Collection托收DocumentsagainstpaymentD/P付款交單DocumentsagainstAcceptanceD/A承兌交單C).LetterofCreditL/C信用證（TherearemanydifferentkindsofL/C,suchasIrrevocableLetterofCredit不可撤銷信用證ConfirmedLetterofCredit保兌信用證DivisibleLetterofCredit可分割信用證TransferableLetterofCredit可轉(zhuǎn)讓信用證SightLetterofCredit即期信用證TimeLetterofCredit遠期信用證AnticipatoryLetterofCredit預(yù)支信用證RevolvingLetterofCredit循環(huán)信用證CleanLetterofCredit光票信用證DocumentaryLetterofCredit跟單信用證Letterofcredit（Thisunitdealsmainlywithirrevocabledocumentarycredit.）

Theexportersandimportersusuallymeeteachotherhalfwayandagreetopaymentbyletterofcreditopenedbyareliablebank．Aletterofcreditisabanker'sguaranteethatpaymentwillbemadeonpresentationofalltherequiredshippingdocuments.Inthisway，thesellersorexportersreceiveaguaranteenotonlyfromthebuyersorimporters,butalsofromabankerthatpaymentwillbemadeondeliveryofthegoods．Ontheotherhand,thebuyersorimportersaregiventheguaranteethatthebankerwillnotmakepaymentunlesstheshippingdocumentsarepresentedLetterofcreditAnL/Cisatoolorinstrumentofpayment,andthepaymentisguaranteedbyabank.Itisusuallycalled“anopenletterofrequest”,becausetheopeningbankrequeststhenegotiatingbanktoadvancemoneyorgivecredittothebeneficiary,andpromisesthathewillremburseorrepaythesametothenegotiatingbankagainstadraftaccompaniedbytherelativeshippingdocumentsThepartiesconcernedtoadocumentarycreditare:Theapplicant(importer/buyer)開證申請人Theissuingbank開證行Theadvisingbank通知行Theconfirmingbank保兌行Thenominatedpaying/negotiating/acceptingbank指定的付款行/議付行/承兌行Thebeneficiary(seller/exporter)受益人Applicant（Importer）Beneficiary（Exporter）

1S/C

PayingbankIssuingbankAdvisingbankNegotiatingbank8Payingthemoneyfordocuments2L/Capplication4Creditadvice5Presentingdocumentsfornegotiation3IssuingL/C6Recourse

7Reimbursement

PerformanceofL/CTheproceduresforissuinganL/C

1.

SellerandBuyerconcludeasalescontract,withmethodofpaymentusuallybyletterofcredit(documentarycredit).

2.Buyerappliestohisissuingbank,usuallyinBuyer'scountry,forletterofcreditinfavorofSeller(beneficiary).

TheproceduresforissuinganL/C

3.Issuingbankrequestsanotherbanktoadvise,andusuallytoconfirm,thecredit.

4.AdvisingbankforwardsletterofcredittoSellerinformingaboutthetermsandconditionsofcredit.

TheproceduresforissuinganL/C

5.Ifcredittermsandconditionsconformtosalescontract,Sellerpreparesgoodsanddocumentation,andarrangesdeliveryofgoodstocarrier.

TheproceduresforissuinganL/C

6.Sellerpresentsdocumentsevidencingtheshipmentanddraft(billofexchange)tonegotiatingbanknamedinthecredit(theadvisingbankusually),oranybankwillingtonegotiateunderthetermsofcredit.TheproceduresforissuinganL/C7.Bankexaminesthedocumentsanddraftforcompliancewithcreditterms.Ifcompliedwith,bankwillnegotiate.8.Banksendsthedocumentsanddrafttotheissuingbank.ReturnTheproceduresforissuinganL/C

9.Bankexaminesthedocumentsanddraftforcompliancewithcreditterms.Ifcompliedwith,Seller'sdraftishonored.

10.DocumentsreleasetoBuyerafterpayment.

ReturnTheproceduresforissuinganL/C11.Buyersurrendersbillofladingtocarrier(incaseofoceanfreight)inexchangeforthegoodsorthedeliveryorder.

ReturnSentencepatterns

L/C常用搭配L/Ccovering/regardingfortheamountofinone’sfavorforone’saccountwith/through+goods+amount+beneficiary+payee+issuingbankL/C常用搭配PleaseopenanL/CcoveringtwentymetrictonsofapplesfortheamountofUSD20,000.WeopenedanL/Cinyourfavor

throughtheCitiBankthismorning.

請開立一個20公噸蘋果的信用證，金額為2萬美元。今早，我們經(jīng)由花旗銀行開立了一個以你方為受益人的信用證。L/C常用搭配TodaywehaveopenedanirrevocableL/CinyourfavorfortheamountofUS$9000coveringourOrderNo.3422withtheBankofChina,Dalian.我們今天通過中國人民銀行大連分行就第3422號定單開立了以你方為受益人的不可撤消的信用證，金額為9千美元。+L/C常用搭配今天，我方收到由美國花旗銀行開出的以你方為付款人的金額為3500美元的信用證。

WereceivedanL/CforUSD3,500foryouraccountbytheCitiBankthismorning.Returnwithreferenceto參考，查看WithreferencetoyourofferofJan.3,wewishtopointoutthatthepriceis$24eachinsteadof$26.WereferyoutoourcontractofJuly3for1000dozenofmen’sshirts.參考你方1月3日報盤，我們想指出價格是每個24美元而不是26美元。請查看我們7月3日關(guān)于1000打男式襯衫的合同。stipulateTheshipmentisstipulatedtobemadebeforeJuly15.Itisstipulatedinthecontractthattheinsuranceshouldbecoveredbytheseller.（合同）規(guī)定在7月15日以前裝運。合同規(guī)定由賣方投保。Returnshouldbe….insteadof/notis…not開證行應(yīng)是中國銀行而不是花旗銀行。單價應(yīng)為每公噸38英鎊而不是每公噸38歐元。TheissuingbankshouldbeBankofChinainsteadofCitibank.Theunitpriceshouldbe￡38perM/Tnot€38perM/T.shouldbe….insteadof/not

is…not裝運港是上海，不是大連。TheportofshipmentisShanghainotDalian.Returndrawv.開出(匯票) Asagreed,wearedrawing(adraft)onyouforthevalueofthissampleshipment. 按約定，我們將開出一張匯票向你方索取這批樣貨的價款。

Wearedrawingonyouatsightagainstyourpurchaseof200setsofcolorTVsets. 對于你方購買的200臺彩電，我們將開出即期匯票向你方索取貨款。withaneyeto著眼于，考慮到，為了 Wehaveloweredourpricewithaneyetoclosingthisdeal. 為了達成這筆交易，我們已經(jīng)降低了我們的價格。

Withaneyetoourbusinessprospects,wewishyouwillchangeyourtermsofpayment. 為了你我貿(mào)易的前景，我們希望你們可以變更付款條件。Letteraboutchoosingpayment（1）Therelevantbusinessdocuments,suchasthecontractNo.,theorderNo.andsoon;（2）Thecustomarypaymentpracticeofthewriters;（3）Themethodofpaymentthatthewritersasksforthisbusiness.Sampleletteronpage153(incoming)DearsirsWerefertoourletterofenquirydatedthe5thOctober.WehavereceivedyourProformaInvoiceNo.03688andnowwishtoplaceaninitialorderfor1,500tapesTypeNo.EM127DN.Theordernumberis7305.Wehaveinstructed

ourbank,theGeneralCommercialBankofVenezuelatoopenanirrevocabledocumentaryletterofcreditinyourfavour.Theamountis&1,275.00.Thiscreditwillbeconfirmedsoonbyourbank’scorrespondentinLondon.

Youareauthorizedtodrawa60days’draftonourbankagainstthiscreditfortheamountofyourinvoice.

Yourdraftmustbeaccompaniedbyacompletesetofshippingdocuments,consistingof:

AfullsetofcleanshippedBillofLadingCommercialInvoice5copiesTheinsurancecertificate2copies

Thecreditisvaliduntilthe12thFebruary.Yours

sincerelyLanguagepointsProformaInvoiceNo.03688

形式發(fā)票placeaninitialorder首次訂購instructed

通知GeneralCommercialBankofVenezuela

委內(nèi)瑞拉商業(yè)銀行開立以你方為受益人的不可撤銷的跟單信用證inyourfavour以你方為受益人byourbank’scorrespondentinLondon我方銀行的倫敦往來行LanguagepointsYouareauthorizedtodrawa60days’draftonourbankagainstthiscreditfortheamountofyourinvoice.

現(xiàn)授權(quán)你方憑此信用證向我方銀行按你方發(fā)票金額開立見票60天付款的匯票Yourdraftmustbeaccompaniedbyacompletesetofshippingdocuments,你方必須隨付全套裝運單證AfullsetofcleanshippedBillofLading全套清潔已裝船提單Ourbankwillacceptyour60days’draftonthemfortheamountofyourinvoiceincludingthecostoffreightandinsurance,asagreed.

按照商定，我方銀行將承兌你方按包括運費在內(nèi)的發(fā)票金額向它開立的見票后60天付款的匯票Yourbillwillthereforebeat60d/sforfullCIFinvoicevalue.因此你方的匯票是見票后60天付款。Sampleletteronpage154DearsirsWethankyouforyourletterof14thNovember,19…Wearepleasedtoreceiveyourorder,andwishtosaythatwehaveadequatestocksofTypeEM127DNtapesinourwarehouse,andthatdeliverydatecanbemet.Paymentbyirrevocableletterofcreditisconvenientforus,andweshalldrawa60d/sbillonyourbank.WearenowawaitingthearrivalofyourL/C,onreceiptofwhichweshallmakethenecessaryarrangementsfortheshipmentofyourorder.Anyrequestforfurtherassistanceorinformationwillreceiveourimmediateattention.Languagepointsthatdeliverydatecanbemet.可以如期交貨drawa60d/sbillonyourbank開立見票后60天付款的匯票Anyrequestforfurtherassistanceorinformationwillreceiveourimmediateattention.你方如果需要進一步協(xié)助或資料，當必即辦。Exercisesonpage163Translation:1Pleasenotethatpaymentistobemadebyconfirmed,irrevocableL/Callowingpartialshipmentandtransshipment,availablebydraftatsight.2Ourusualmodeofpaymentisbyconfirmed,irrevocableletterofcredit,availablebydraftatsightforthefullamountoftheinvoicevaluetobeestablishedinourfavourthroughabankacceptabletous.3IthasbeenourusualpracticetodobusinesswithpaymentbyD/PatsightinsteadofbyL/C.weshould,therefore,likeyoutoacceptD/Ptermsforthistransactionandfutureones.4YourproposalforpaymentbytimedraftforOrderNo.1156isacceptabletous,andweshalldrawonyouat60days’sightafterthegoodshavebeenshipped.Pleasehonourourdraftwhenitfallsdue.5.Inordertopavethewayforyourpushingthesaleofourproductsinyourmarket,wewillacceptpaymentbyD/Patsightasaspecialaccommodation.6YourrequestforpaymentbyD/Phasbeentakenintoconsideration.Inviewofthesmallamountofthistransaction,wearepreparedtoeffectshipmentonthisbasis.[Aim]■TheadvantageofpaymentbyL/C■LearntowritealetterurgingbuyerstoopenanL/C[Main&DifficultPoints]■WhatshouldthesellerwriteinhisfirstlettertourgethebuyertoexpeditetheL/CPart2UrgingEstablishmentofL/C(催開信用證)Introduction

WhenshallL/Cbeopened:Itistheusualpracticethattheletterofcreditistobeopenedandtoreachthesellers30daysaheadofshipmentsoastogivethesellerenoughtimetomakepreparationforshipment,suchasmakingthegoodsreadyandbookingshippingspace.Forpromptshipment,itisadvisablethattheletterofcreditbeissuedingoodtime.■ItistheusualpracticethattheL/Cistobeestablishedandtoreachtheselleronemonthpriortothedateofshipmentsoastogivethesellerampletimetomakepreparationsforshipment.

However,theremaybecircumstanceswherethebuyerfailstoestablishtheL/C,ortheL/Cdoesnotreachthesellerintime;thenaletterhastobesenttothebuyertourgehimtoexpeditetheL/C.PrinciplesofwritinglettersurgingestablishmentofL/C: NosuggestionofannoyanceisallowedtobeshownintheletterurgingestablishmentofL/C.Itisnotadvisable,exceptunderspecialconditions,tostartofftoostronglybyblamingthebuyerfornotexecutingthecontract.Thefirstmessagesentshouldthereforebeapolitenotesayingthatthegoodsorderedarereadybuttherelevantletterofcredithasnotyetbereceived.Ifthefirstmessagebringsnoreply,asecondonewillbesent.Thisone,thoughstillrestrained,willexpressdisappointmentandsurprise.ThefollowingstructureisforyourreferenceinwritingaletterurgingestablishmentofL/C:Opentheletterinapositiveway.Forexample,inthefirstparagraphthesellerusuallyinformsthebuyerthatthegoodsarereadyfordispatchorthattheshippingspacehasalreadybeenbooked.

PolitelypushthebuyerstoopentheL/Cwithoutdelay,eitherbyreferringtothestipulationsofthecontractorbyremindingthebuyersoftheseriousnessofnotopeningtheL/Cintime.3. Expressexpectationsandaskthebuyerstotakeimmediateaction.Sentencepatterns1.Thedateofdeliveryisapproaching,butwestillhavenotreceivedyourL/C.交貨日期已臨近,但迄今為止我方尚未收到貴方信用證?2.Wewishtoremindyouthatitwasagreedwhenplacingtheorder,thatyouwouldestablishtherequiredL/Cuponreceiptofourconfirmation.我方提請貴方注意,訂貨時雙方約定,一接到我方確認書,貴方就開立信用證?

3.Thegoodshavebeenreadyforshipmentforquitesometime.Werequestthatyoutakeimmediateaction,particularlysincewearenotawareofanyvalidreasonforfurtherdelayingtheopeningoftheL/C.由于貨已備妥多日,貴方應(yīng)立即開證,我們不知貴方有何合理理由遲遲不開證?

4.WewouldbegratefulifyouwouldexpediteestablishmentoftheL/Csothatwecanshiptheorderintime.希望貴方能立即開證,以便我方按時發(fā)貨?5.WewanttomakeitclearthattheL/Cshouldbeopenedintime,otherwise,itwillcauseusagreatdealofdifficulties.請注意信用證應(yīng)及時開立,否則將導(dǎo)致很多麻煩?

6.PleaseopentherelevantL/Cintimetoensurethefulfillmentoftheorder.請及時開立相關(guān)信用證以保證訂單的執(zhí)行?7.Inordertobooktheshippingspaceatanearlierdate,pleaseopentheL/Cimmediately.為便于及早租船定艙,請盡快開證?8.WehopeyouwillopentheL/Cintime,soastoensureearlyshipment.希望貴方能及時開出該信用證,以確保早日裝運?9.WelookforwardtoreceivingtherelativeL/Catanearlydate.期待早日收到相關(guān)信用證?10.Wehavewrittentourgethemanufacturertospeedupproductionofyourorder.我們已經(jīng)寫信敦促制造商加速生產(chǎn)你方的訂貨。11.一收到貴方來函，我們就聯(lián)系了銀行，催促他們開立信用證。Onreceivingyourletter,wehavecontactedourbankandurgedthemtoopentheletterofcredit.WritingSkillsWhenwritingletterstourgeestablishmentofL/C,thefollowingshouldbepaidmoreattention:■TomentionthenumberoforderorS/C■TostressnothavereceivedthecoveringL/C■TourgeestablishmentoftheL/Candrelatedmatters■ToexpresstheexpectationIV.1.The800bicyclesunderContract268havebeenreadyforshipmentforquitesometime,butwehavenotyetreceivedyourcoveringL/Ctodate.PleaseopentheL/cassoonaspossiblesothatwemayeffectshipment.CONT268BICYCLES800READYSOMETIMECOVERINGL/CUNRCVDTODATEPLSOPENITASAPRGDS2.IfyourL/Creachesusbytheendofthismonth,wewillexertourutmosteffortstoarrangeshipmentofyourorderedgoodsatthebeginningofnextmonth.IFYRL/CREACHESUSBYENDTHISMTH,WLARRANGESHIPTATBEGINNINGNEXTMTHRGDS.3.AsyouhavefailedtoestablishedintimetheL/CcoveringoursalesconfirmationNo.1033,wehavetorescindthissalesconfirmationandholdyouresponsibleforallthelossesarisingtherefrom.ASUHVFAILEDTOESTBL/CFORS/C1033,WEHVTORESCINDTHISS/CNHOLDURESPONSIBLEFORALLLOSSESARISINGTHEREFROMRGDS.4.YoumayrecallthataccordingtothestipulationsofourS/CNo.321,therelevantL/CshouldreachusnotlaterthanNov.15.we,therefore,hopethatyouwillopenitintimesoastoavoidanydelayineffectingshipment.UMAYRECALLTHATACCORDINGTOSTIPULATIONSOFS/C321,RELEVANTL/CSHUDREACHUSNOTLATERTHAN15/11.PLSOPENITINTIMETOAVOIDDELAYINGSHIPT.RGDS.BriefIntroduction

Theexporter,onreceivingtherelevantL/C,shouldfirstofallmakeathoroughexaminationtomakesurethatalltheclausessetforthintheL/Careinfullaccordancewiththetermsofthesalescontract(orsalesconfirmation)IfanydiscrepanciesorsomeunforeseenclausestowhichtheexporterdoesnotagreearefoundintheL/C,theexportershouldsendaletterorfaxtotheimporter,askinghimtomakeamendmentsaccordingly.Sometimesanunexpectedsituationinregardtosupply,shipping,etc.mayarise.Inthiscase,anamendmenttotheoriginalL/Cwillalsoberequired.L/CAmendmentWhydoestheexporterhavetoamendtheL/C:ItisessentialfortheexportertodosobecauseaminordifferencebetweentheclausesoftheL/Candthetermsstipulatedinthesalescontractorsalesconfirmation,ifnotdiscoveredordulyamended,maycausethesellermuchinconveniencebecausethenegotiatingbankwillrefusetomakethepayment.ThefollowingstructureisforyourreferenceinwritingaletteraskingforL/Camendmentorextension:1.AcknowledgereceiptoftheL/Candthankthebuyerforopeningit.2. Pointouttheproblempolitelyandaskthebuyertomaketheamendmentaccordingly.Usually, detailedandcourteousexplanationsforsucharequestshouldbeprovided.

3. Endtheletterinawaythatencouragesthe buyertotakeimmediateaction.

PleaseamendtheL/Ctoallowtransshipmentandpartialshipment.

PleaseamendtheamountoftheL/C,whichshouldbe€25,000.

請修改信用證，允許轉(zhuǎn)船和分批裝運。

請修改信用證金額，金額應(yīng)為2萬5千歐元。

Sentencepatterns:

amend….as/toamend….as/to‘Partialshipmentisnotallowed’shouldbeamendedas‘Partialshipmentisallowed’.PleaseamendtheamountoftheL/Cto“2%moreorless”不允許分批裝運應(yīng)改為允許分批裝運。請將信用證上的金額為“2%moreorless”。amendment修改，修改書PleaserushtheamendmenttotheL/C.WeencloseamendmentadviceofL/CNo.50.請對信用證速作修改。茲附寄第50號信用證的修改通知。1. Thesellerisliablefortherefundoftheextracostbecauseofthediscrepancyinweight.賣方應(yīng)負責退還因重量差異而多收的貨款。信用證條款與合同條款有幾點不符之處。ThereareseveraldiscrepanciesbetweentheclausesoftheL/Candthetermsofthecontract.2. OurcustomercallsfortheshipmenttomadeduringJune.我們的客戶要求貨物6月份裝運。

裝運指示要求即可裝運。Theshippinginstructioncallsforimmediatedeliveryofthegoods.4. Asdirectsteamerssailingtoyourportarefewandfarbetween,wehavetoshipthegoodsviaHongKong. 因為開往貴港的直達船稀少，我們不得不經(jīng)過香港轉(zhuǎn)運。5. Pleasedeletethisclause,foritdoesn'tcomplywiththetermsofourcontract.請刪除這一條款，因為它跟我們的合同不符。

Wewouldliketoaskyoutodelete“partialshipmentisnotallowed”fromtheL/C.請把“不允許分批裝運”從信用證中刪除。6. Pleaseinserttheclause“Allowingtransshipment”inyourL/C.請在你方信用證中加上一條“允許轉(zhuǎn)運”。

我們要求你方在數(shù)量前加上“大約”字樣。Youarerequiredtoinserttheword“about”beforethequantityofthegoods.7. Wewillarrangeforthegoodstobepackedinthisnewkindofcartononyourapproval.一經(jīng)貴方批準，我們將安排用這種新紙箱包裝貨物。8. Asscheduled,thegoodswillarriveatyourendbyMarch.按計劃，貨物將在3月份之前到達貴處。Thegoodsarescheduledtobeloadedons.s.“Asia”beforetheendofthisweek.貨物計劃在本周末之前裝上“亞洲”輪。12.Youcanrestassuredthatweshallexertourselvestocomplywithyourrequest.請放心，我們將盡力滿足你們的要求。我們保證盡力加緊生產(chǎn)你方訂貨。Wepromisetoexertourselvestorushtheproductionofyourorder.WritingSkillsWhenwritingletterstoamendtheL/C,thefollowingshouldbepaidmoreattention:■ToconfirmhavingreceivedtheL/C,andpointoutthediscrepancies■Tostatehowtocorrectthediscrepancies■Tomakerequestforpromptamendment

AskingforL/CExtension

[Aim]LearntowritelettersaboutL/Cextension

[Main&DifficultPoints]UnderwhatconditionsiaanextensionofL/CnecessaryExtensionInwhatcasesextensionoftheL/Cisnecessary: Therearetimeswhentheexporterfailstogetthegoodsreadyfortheshipmentintimeortheimporterrequeststhatshipmentbepostponedforonereasonoranother.Undersuchcircumstances,theexporterwillhave