商务英语300句:Unit 12 Terms of Payment 支付条款

~ Brief Introduction
目前，国际贸易中常用的付款方式( payment terms)有：汇付（Remittance）、托收（Collection )、信用证（Letter of Cred it）三种方式。大金额交易时主要是用到信用证，小买卖当然是用托收和汇付来完成。
作为国际结算中的一个重要组成部分，对外贸易货款的支付一般是利用汇票这种支付凭据通过银行进行的。汇票中的跟单汇票（Documentary Draft）是对外贸易中最常用的一种支付工具。汇票按付款时间的不同，分为即期汇票和远期汇票两种。
Dialogue 1
W: Well
we’ve settled the question of price
quality and quantity. Now what about the terms of payment?
B: We only accept payment by irrevocable letter of credit payable against shipping documents.
W: I see. Could you make an exception and accept D/A or D/P?
B: I’m afraid not. We insist on a letter of credit.
W: To tell you the truth
a letter of credit would increase the cost of my import. When I open a letter of credit with a bank
I have to pay a deposit. That’ll tie up my money and increase my cost.
B: Consult your bank and see if they will reduce the required deposit to a minimum.
-- 好吧，既然价格、质量和数量问题都已谈妥，现在来谈谈付款方式 怎么样？
-- 我们只接受不可撤消的、凭装运单据付款的信用证。
-- 我明白。你们能不能破例接受承兑交单或付款交单？
-- 恐怕不行，我们是坚决要求采用信用证付款。
-- 老实说，信用证会增加我方进口货的成本。要在银行开立信用证，我得付一笔押金。这样会占压我的资金，因而会增加成本。
-- 你和开证行商量一下，看他们能否把押金减少到最低限度。
W: Still
there will be bank charges in connection with the credit. It would help me greatly if you would accept D/A or D/P. You can draw on me just as if there were a letter of credit. It makes no great difference to you
but it does to me.
B: Well
Mrs. Wang
you must be aware that an irrevocable letter of cred it gives the exporter the additional protection of the bank er’s guarantee. We always require L/C for our exports. And the other way round
we pay by L/C for our imports.
W: To meet you half way
what do you say if 50% by L/C and the balance by D/P?
B: I’m very sorry
Mrs. Wang. But I’m afraid I can’t promise you even that. As I’ve said
we require payment by L/C.
-- 即便那样，开立信用证还是要支付银行手续费。假如你能接受承兑 交单或付款交单，这就帮我大忙了。你就当作是信用证一样向我开 汇票。这对你来说区别不大，但是对我来说就大不一样了。
-- 王小姐，你应该也知道，不可撤消的信用证给出口商增加了银行的 担保。我们出口一向要求采用信用证；反过来讲，我们进口也是信 用证付款。
-- 我们都各让一步吧，货价的百分之五十用信用证，其余的采用付款 交单，你看怎么样？
-- 对不起，王小姐。即便那样，我恐怕也不能答应。我都说过了，我 们要求用信用证付款。
Dialogue 2
A: Well
Mr. Brown
we’ve settled everything in connection with this transaction except the question of payment in yen. Now can you explain to me how to make payment in yen?
B: Many of our business friends in England
France
Switzerland
Italy and Germany are paying for our exports in Japan currency. It is quite easy to do so.
A: I know some of them are doing that. But this is new to me. I’ve never made payment in yen before. It is convenient to make pay- ment in pound sterling
but I may have some difficulty in making payment in yen.
B: Many banks in Europe now carry accounts in yen. They are in a position to open letters of credit and effect payment in yen. Con- sult your banks and you’ll see that they are ready to offer you this service.
A: Do you mean to say that I can open a letter of credit in yen with a bank in London or Bonn?
B: Sure you can. Several of the banks in London
such as the National Westminster Bank and Barclays Bank are in a position to open letters of credit in yen. They’ll do so against our sales confirmation or contract.
A: I see.
-- 布朗先生，除了日元付款问题外，我们已经谈妥了有关这笔交易 的所有事项。现在，能不能请你解释一下如何用日元付款？
-- 我们在英国、法国、瑞士、意大利及德国的许多商界朋友都用日元 支付我们的出口货物。这很容易做到。
-- 我知道有些人是这么做。但对我来说，这是新做法。我从来没用过
日元付款。用英镑付款很方便
但用日元付款可能会有些麻烦。
-- 现在欧洲许多银行都可以开立日元账户。他们可以开立信用证并且 用日元支付。你去银行咨询就可知道，他们会替你办理这项业务的。
-- 你是说我可以在伦敦或者波恩的银行开立日元信用证吗？
-- 当然可以。在伦敦有好几家银行，如国家威斯敏斯特银行和巴克 莱银行等都可以凭我们的销售确认书或合同开立日元信用证。
-- 我知道了。
Dialogue 3
W：To get around your difficulty
Mr. Brown
I’d sug gest that you reduce your order by half. You can send in an ad di tion al order later.
B: Well
I’ll consider the possibility. By the way
when do I open the L/C if I want the goods to be delivered in June?
W: A month before the time you want the goods to be delivered.
B: Could you possibly effect shipment more promptly?
W: Getting the goods ready
making out the documents and booking the shipping space -- all this takes time
you know. You cannot expect us to make delivery in less than a month.
B: Very well
. I’ll not reduce my order. I’ll take the full quan ti ty you offer. And I’ll arrange for the Letter of Credit to be opened in your favor as soon as I get home.
W: When will that be?
B: Early next week. In the meantime
I should be very pleased if you would get everything ready. I hope that the goods can be
dispatched promptly after you get my Letter of Credit.
W: You can rest assured of that. We’ll book you order and inquire for the shipping space now
so that shipment can be effected within o or three weeks of receipt of your L/C.
B: That’ll be fine. I appreciate your cooperation.
-- 布朗先生，我建议你把订单数量削减一半以摆脱你的困难。你可 以以后再下追加订单。
-- 喔，我考虑一下这种可能性。顺便问一下，如果我想要你们六月份 交货的话，我需要在什么时候开立信用证呢？
-- 交货期前一个月。
-- 你们能否再提前一点交货呢？
-- 你瞧，备货、制单证、订舱位——所有这些都要花时间。你总不 能要求我们在不到一个月的时间内交货吧。
-- 好吧，王小姐，我不打算减少订单的数量。你提供的数量我全部
都要。我一回去马上着手办理开立以你方为受益人的信用证。
-- 那将是什么时候？
-- 下周初。与此同时，如果你们能将所有的事情准备好，我会非常 满意。我希望你们收到我的信用证后能马上发货。
-- 这点我们可以保证。我们这就下单生产、订舱位，这样在收到你方 信用证的两、三星期内就能安排装运。
-- 好，谢谢你们的合作。
W: Very good. Well
thanks to your cooperation
our discussion has been very pleasant and fruitful. I sincerely hope that the volume of trade beeen us will be even greater in the future.
B: By the way
Mrs. Wang
we have a mind to do joint participa- tion with you on Japanese arts and crafts in our market. Would you entertain this proposal?
W: Well
this is something new. A few of our friends from Europe have also suggested that we participate in joint enterprise with them dealing in some of our goods. We think there are a lot of details to go into.
B: If you feel our proposal is attractive
it is estimated that business to the extent of over enty million marks can be done in this manner.
W: Naturally
I appreciate your efforts in pushing the sale of
Japanese arts and crafts. But I’m not in a position to discuss your proposal today. I must first talk to our director
and discuss it with you some other time.
B: All right. Anyway
I’ll be staying here for another o weeks. But I’m looking forward to having something done in this respect.
W: We’ll talk about it next time. Now that everything is settled
let’s have a cup of tea
and take our minds off business for a change.
-- 太好了。由于你们的合作，我们之间的谈判很愉快而且富有成果。 我真诚地希望今后我们之间的贸易额会进一步扩大。
-- 王小姐，顺便提一句，我们有意与你方合作，在我国市场上合资 经营日本工艺品。你们愿意接受这个提议吗？
-- 这是一个新做法。有些欧洲朋友也建议我们与他们一起合资经营我 们的一些产品。不过，这个需要进行详细地讨论。
-- 如果你们觉得我方提议值得考虑采纳，估计以这种方式，贸易额 可以达到二千万马克以上。
-- 当然，我们很感激贵方为推销日本工艺品所作的努力，但是我今 天无法与你方讨论这一问题。我得先和我们主管商量一下，然后和 您找个时间再谈。
-- 好吧，反正我还会再呆两个星期。不过我期望在这方面能够取得进 展。
-- 我们下次再谈吧。既然所有的问题都解决了，我们喝杯茶，抛开业 务问题休息一下吧。
Words and Expressions
irrevocable [i5revEkEbl] 不可撤消的，不可取回的
deposit [di5pCzit] 押金，定金
tie up 占压资金
minimum [5minimEm] 最低限度
guarantee [7^ArEn5ti:] 保证，担保
Switzerland [5switsElEnd] 瑞士
currency [5kQrEnsi] 货币
be in a position to 能够
sales confirmation 销售确认书
effect [i5fekt] 实行，生成
promptly [5prRmptlI] 迅速地
dispatch [dis5pAtF] 发送
Notes
1. joint enterprise 合营企业
2. payment by irrevocable letter of credit payable against shipping documents
不可撤消的、凭装运单据付款的信用证付款方式
3. D/P = Documents against Payment 付款交单
4. D/A = Documents against Acceptance 承兑交单
5. in connection with 有关于……， 和……有关系的
6. draw on *** . 向……开出汇票
7. you must be aware that… 你一定知道
8. and the other way round 反过来讲
9. 50% by L/C and the balance by D/P
百分之五十采用信用证，剩余部分采用付款交单
10. against our sales confirmation 凭我们的销售确认书
11. to be opened in your favor 以你方为受益人的
12. you can rest assured of that 这个你可以放心
13. thanks to 由于，因为
14. now that everything is settled…… 既然事情都解决了……
A Specimen Letter
Dear sirs：
We have received your letter of December 20th and noted with interest your intention of pushing the sale of our automobiles in your country.
Although we are much appreciative of your efforts to help sell our automobiles
we regret being unable to consider your request for payment by D/A 60 days?sight. Our usual practice is to ask for sight L/C.
However
in order to facilitate developing the sale of automobiles in your market
we are prepared to accept payment by D/P at sight as a special acmodation.
We hope that the above payment terms will be acceptable to you and look forward to the pleasure of hearing from you soon.
Yours faithfully

Manager
先生：
十二月二十日来函收到，获悉你方有意在贵国推销我们的汽车。对此，我们很感兴趣。
对你们为推销我方汽车所作的努力，我们甚为感激。 但对你方要求以见票后六十天内承兑交单付款一事，我们很保歉不能予以考虑。我们通常的做法是要求即期信用证付款。
然而，为了促进我们的汽车在贵方市场上的销售，我方准备接受即期交单付款方式，以示特别照顾。
希望你能接受上述付款条件，并盼早日收到回音。
经理
释文
支付条款
Substitution Drills
1 A: What are your terms of payment?
How are we going to arrange payment?
What is the mode of payment?
B: We want payment to be made by confirmed
irrevocable L/C.
You’ll need to open a confirmed and irrevocable letter of credit.
We’d like you to pay us by confirmed and irrevocable letter of credit.
你们使用什么付款方式？
我们怎么安排付款？
付款方式是什么？
我们要求采用保兑的、不可撤消的信用证来支付。
你们需要开立一个保兑的、不可撤消的信用证。
我们希望你们能用保兑的、不可撤消的信用证来支付给我们。
2 A:The point is that to open a L/C does mean additional expense.
The trouble is that opening a L/C will add to the cost of our imports.
The problem is that payment by L/C will cause us some difficulty in getting the license.
B: I’m sorry that can’t be helped.
问题是开立一个信用证将意味着额外的开支。
问题是开立一个信用证将增加我们的进口成本。
问题是用信用证付款将给我们获得许可证方面带来一些困难。
很抱歉，没办法。
3 A:When shall we open the letter of credit?
do we have to establish the letter of credit?
shall we arrange for a credit line under the contract terms?
B: Thirty days before the month of shipment.
The credit line should be opened one month before the time of shipment.
The buyer shall open the credit line 30 days before the date of shipment.
我们应该什么时候开立信用证？
我们必须什么时候开立信用证？
我们应该什么时候按协议条款安排信贷额度？
在装船当月前30天。
信用证必须在装船前一个月办理。
买方应该在装船日期前30天内办理信贷额度。
4 A: How long should our L/C be valid?
When should we set the expiry date?
What should be the validity of the L/C?
B: The L/C should be valid for 15 days after the date of shipment.
The expiry date of the L/C is to be 15 days after the date of shipment.
The L/C must remain valid until the fifteenth day after shipment.
我们的信用证应该多长时间有效？
我们应该把失效期设为哪一天？
信用证应该多长时间有效？
信用证应该在装船日期后15天内有效。
信用证应该在装船日期15天后失效。
信用证必须在装船后15天有效。
5 A:Payment by L/C is quite usual in international trade.
our usual practice.
customary in foreign trade.
B: I know. L/C is all right
but could you
consider 60 days?sight draft?
be more flexible for future dealings？
make your payment terms easier for us just for this *** all order？
信用证支付在国际贸易中非常普遍。
信用证支付是我们的通常做法。
信用证支付在对外贸易中是惯例。
我知道，信用证支付是不错，但是你们能考虑60天的即期汇票吗？
但是未来的交易你能否更灵活一点？
但这小批订单的付款方式能否容易一点？
6 It is $30. Mr. Green
please pay the cashier.
es to
amounts to
adds up to
总共30美元，格林先生，请付款给出纳员。
7 Here is your change of 5 Yuan. Please double check it.
See if it’s all right.
I hope I haven’t made a mistake.
Please keep it carefully.
这是您的五元零钱。 请再覈实一下。
看看是否正确。
我希望没出错。
请妥善保管。

---

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