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1、LOGOLOGO国际商务英语口语(第三版)unit1-5terms of payment 支付方式支付方式 D/A(Document against Acceptance)承兑交单承兑交单D/P（Document against Payment）付款交单付款交单 irrevocable irevkbl adj.不可撤销不可撤销 Letter of Credit(L/C)信用证信用证 at sight 即期即期 acceptable kseptbl adj.可以接受的可以接受的usual practice 习惯做法、惯例习惯做法、惯例effect payment 付款付款costly kstli
2、 adj.费用昂贵的费用昂贵的flexible fleksbl adj.灵活的灵活的world monetary market 国际货币市场国际货币市场unstable nsteibl adj.不稳定的不稳定的to be on the safe side 为保险起见为保险起见customary terms 惯例惯例make concession 做出让步做出让步NEW WORDS&EXPRESSIONS understanding .ndstndi n.理解理解tie up funds 占用资金占用资金T/T(telegraphic transfer)电汇电汇additional dinl a
3、dj.额外的额外的expense ikspens n.费用费用profit margin 利润空间利润空间down payment 定金定金remit rimit v.汇款汇款a/c no.(account no.)账号账号stipulate stipjuleit v.规定规定application plikein n.申请申请loss ls n.损失损失misunderstanding misndstndi 误会误会concern kns:n n.关心关心subsequent sbsikwnt adj.以后的以后的amendment mendmnt n.修改修改NEW WORDS&EXPRE
4、SSIONS LOGOLOGOUSEFUL SENTENCES 建议和选择付款方式建议和选择付款方式 1.I wonder if we can make payment for this order by 1.I wonder if we can make payment for this order by documentary collection.documentary collection.不知道我们是否能用跟单托收作为这份订单的付款方式。不知道我们是否能用跟单托收作为这份订单的付款方式。2.I would suggest you give us more favorable term
5、s.What about 2.I would suggest you give us more favorable terms.What about D/A?D/A?我建议你们给与我方更优惠的条款我建议你们给与我方更优惠的条款,用承兑交单付款可以吗用承兑交单付款可以吗?3.For this order,can we make payment by T/T?3.For this order,can we make payment by T/T?针对这宗订单针对这宗订单,我们可以用电汇付款吗我们可以用电汇付款吗?4.4.Then,is D/P acceptable to you?Then,is D
6、/P acceptable to you?那么你们可以接受付款交单吗那么你们可以接受付款交单吗?5.Could you make some concession,say,to accept D/P?5.Could you make some concession,say,to accept D/P?你们能不能做些让步你们能不能做些让步,比如说比如说,接受付款交单接受付款交单?LOGOLOGOUSEFUL SENTENCES1.In terms of payment,we only accept confirmed irrevocable L/C.1.In terms of payment,we
7、 only accept confirmed irrevocable L/C.在付款方面在付款方面,我们只接受保兑、不可撤销信用证。我们只接受保兑、不可撤销信用证。2.We regret we cannot accept T/T payment.2.We regret we cannot accept T/T payment.非常遗憾，我们无法接受电汇这一支付方式。非常遗憾，我们无法接受电汇这一支付方式。3.I am afraid we are not in a position to allow you to make the 3.I am afraid we are not in a po
8、sition to allow you to make the payment by L/C after sight.payment by L/C after sight.我们不能够接受你方以远期汇票形式付款。我们不能够接受你方以远期汇票形式付款。.4.We regret that your proposal of payment by L/C at 60 days is not 4.We regret that your proposal of payment by L/C at 60 days is not acceptable to us.acceptable to us.对于你方提出的
9、对于你方提出的6060天议付的信用证支付方式，我方抱歉不能接受。天议付的信用证支付方式，我方抱歉不能接受。5.While we understand your difficulty in opening an L/C,we regret 5.While we understand your difficulty in opening an L/C,we regret that we cannot accept your D/P terms for this transaction.that we cannot accept your D/P terms for this transaction
10、.我方理解你们开证的难处，但对本次交易抱歉不能接受我方理解你们开证的难处，但对本次交易抱歉不能接受 付款交单方式。付款交单方式。歉告不能接受对方要歉告不能接受对方要求求 LOGOLOGOUSEFUL SENTENCES1.It is our usual practice to require sight L/C.We cannot make an 1.It is our usual practice to require sight L/C.We cannot make an exception this time.exception this time.要求即期信用证要求即期信用证/见票即付
11、的信用证支付是我方的一贯作法。这次不能破例。见票即付的信用证支付是我方的一贯作法。这次不能破例。2.L/C is a reliable and safe method of payment,and it protects the 2.L/C is a reliable and safe method of payment,and it protects the seller as well as the buyer.seller as well as the buyer.信用证是一种可靠且安全的付款方式，同时保护买卖双方。信用证是一种可靠且安全的付款方式，同时保护买卖双方。3.Since th
12、e total amount is so big and the world monetary market is 3.Since the total amount is so big and the world monetary market is rather unstable at the moment,we can not accept any terms of payment rather unstable at the moment,we can not accept any terms of payment other than a Letter of Credit.other
13、than a Letter of Credit.因为这次交易额大，而且目前国际金融市场很不稳定，所以我们除接受信用证付因为这次交易额大，而且目前国际金融市场很不稳定，所以我们除接受信用证付款外，不能接受别的付款方式。款外，不能接受别的付款方式。4.As we must adhere to our customary practice,we sincerely hope that you 4.As we must adhere to our customary practice,we sincerely hope that you will not think us unaccommodatin
14、g.will not think us unaccommodating.由于我们必须坚持我们的一贯作法，所以真诚希望你们不要认为我们不予以通融。由于我们必须坚持我们的一贯作法，所以真诚希望你们不要认为我们不予以通融。5.To be on the safe side,we insist on the payment by L/C.5.To be on the safe side,we insist on the payment by L/C.为保险起见为保险起见,我们坚持信用证付款方式我们坚持信用证付款方式.卖方陈述坚守信用证的理由卖方陈述坚守信用证的理由 LOGOLOGOUSEFUL SENT
15、ENCES1.To open an L/C for such a large amount at a bank is costly.1.To open an L/C for such a large amount at a bank is costly.向银行申请开立如此大金额的信用证费用很高。向银行申请开立如此大金额的信用证费用很高。2.As the amount involved is too small,it doesnt pay to open an L/C.2.As the amount involved is too small,it doesnt pay to open an L
16、/C.由于涉及金额太少，开证不划算。由于涉及金额太少，开证不划算。3.For such a small amount,payment by L/C involves additional expenses 3.For such a small amount,payment by L/C involves additional expenses for us.for us.由于金额太少，用信用证支付增加了我们额外的花费。由于金额太少，用信用证支付增加了我们额外的花费。4.Opening an L/C causes us a lot of expenses because it requires
17、a 4.Opening an L/C causes us a lot of expenses because it requires a certain sum of deposit in the bank.certain sum of deposit in the bank.因为开立信用证需要一笔保证金，这给我们带来很大的花销。因为开立信用证需要一笔保证金，这给我们带来很大的花销。5.In opening an L/C,I have to pay a deposit and that will tie up my fund 5.In opening an L/C,I have to pay
18、a deposit and that will tie up my fund and add to the cost of my imports.and add to the cost of my imports.为了开立信用证，我们不得不支付一笔保证金，这会积压我们的资金，同时增加为了开立信用证，我们不得不支付一笔保证金，这会积压我们的资金，同时增加我们进口成本。我们进口成本。买方陈述拒绝采用信用证的理由买方陈述拒绝采用信用证的理由 LOGOLOGOUSEFUL SENTENCES 做出让步做出让步 1.As a special accommodation,we agree to your
19、proposal and accept payment by 1.As a special accommodation,we agree to your proposal and accept payment by D/P at sight,but this should not be regarded as a precedent.D/P at sight,but this should not be regarded as a precedent.作为特殊照顾，我们同意你方建议接受即期付款交单，但是这不应视为先例。作为特殊照顾，我们同意你方建议接受即期付款交单，但是这不应视为先例。2.Si
20、nce you are our old customer,I agree.However,youll send us the L/C 2.Since you are our old customer,I agree.However,youll send us the L/C within 30 days.within 30 days.由于你是我们的老客户由于你是我们的老客户,我同意你的建议。但是你必须在我同意你的建议。但是你必须在3030天内给我方寄开信用证。天内给我方寄开信用证。3.In view of our long business relation,we will make an e
21、xception to our 3.In view of our long business relation,we will make an exception to our rules and accept L/C at 30 days.rules and accept L/C at 30 days.鉴于我们长期业务关系，我们破例地接受见票后鉴于我们长期业务关系，我们破例地接受见票后3030天议付的信用证。天议付的信用证。4.In order to conclude the business,I hope youll meet me half way.What 4.In order to
22、conclude the business,I hope youll meet me half way.What about 50%by L/C and the balance by D/P?about 50%by L/C and the balance by D/P?为了做成这批生意，希望双方都各让步一半。百分之五十以信用证付款，百分之五十按为了做成这批生意，希望双方都各让步一半。百分之五十以信用证付款，百分之五十按付款交单怎么样？付款交单怎么样？5.Your request for D/P payment has been considered and we agree to grant
23、you 5.Your request for D/P payment has been considered and we agree to grant you this facility.this facility.我们已经考虑过了你方付款交单的要求，并同意给予你们这个方便。我们已经考虑过了你方付款交单的要求，并同意给予你们这个方便。A:Id like to discuss the terms of payment with you.I wonder if you would accept _.B:I am so sorry,we cant.Generally,we only accept
24、payment by_.A:I understand your position.But at this moment,I do have some difficulty.Could you make some concession,say,to accept_?B:Sorry,it cant be done.It is our _to effect payment by L/C,especially with our new customers.A:You know the total amount is so big this time.To open an L/C for such a
25、large amount at a bank is_.And it will waste much time to get the money.Can you be a bit more flexible?B:I regret we cant.Since the world monetary market is rather _ at the moment and this order is very large,to be_,we insist on the payment by L/C.A:We hope you can accept our suggestion and we will
26、place _with you soon.B:I really cant help you.As this is the _ between us,I hope we can trade on customary terms,i.e.irrevocable Letter of Credit at sight.We may consider more _ payment terms after we have done more business.A:Well,I think I have no other choice.But we hope you can give us more favo
27、rable terms next time.B:Sure.Thank you for your understanding.LISTENING PRACTICE favorableirrevocable Letter of Credit at sightD/Ausual practiceD/Pon the safe sideunstablecostlyfurther orderfirst dealA:Hello,Peter.Long time no see.How are you these days?B:I am fine,thank you.Everything goes well.A:I
28、d like to discuss our order No.123 for the coffeemakers with you.To avoid having our _can we make the payment by _?B:I am sorry.I have to think it over.You know payment by L/C is our _.A:For such a small amount,payment by L/C involves _ for us.This leaves little _ on your terms of payment.B:Yes,I kn
29、ow it.Well,since you are our old customer,considering our long _,we agree to the payment by T/T.However,you should prepay 30%amount as _ before production,and the remaining 70%should be _ through bank after receipt of documents within _.Is it ok?A:No problem.By the way,can you give us your _?I want
30、to make a confirmation.B:Of course,here you are.A:Thanks a lot.You are so helpful.B:You are welcome.Hope to see you soon.LISTENING PRACTICE funds tied upT/Tusual practiceadditional expensesprofit marginbusiness relationsdown paymentremitted14daysa/c LOGOLOGOVideo LOGOLOGOVideo LOGOLOGOVideo LOGOLOGO
31、PRACTICE 1PRACTICE 1 实训场景实训场景 支付方式支付方式 地点地点 模拟公司谈判室模拟公司谈判室 形式形式 口头洽谈口头洽谈 内容内容 Tony works for Shenzhen Yuan Wei Bikes Company.It has a stand at the Tony works for Shenzhen Yuan Wei Bikes Company.It has a stand at the Guangzhou Trade Fair.Mr.Smith from Atlantic Bikes Company is interested in Guangzhou
32、 Trade Fair.Mr.Smith from Atlantic Bikes Company is interested in the mountain bikes and he enquires for 500 pcs.The catalogue and the the mountain bikes and he enquires for 500 pcs.The catalogue and the quotation offered to him are as follows:quotation offered to him are as follows:MB-005 MB-005Buy
33、er:Buyer:Mr.Smith from Atlantic Bikes CompanySeller:Seller:Tony from Shenzhen Yuan Wei Bikes CompanyCommodity:Commodity:Mountain BikesQuantity:Quantity:500 setsPrice:Price:at USD 100/set CIF CharlestonPayment Terms:Payment Terms:By Irrevocable L/C at sightShipment:Shipment:In May LOGOLOGO 要求要求 学生两人一
34、组，根据给出的情景进行关于付款方式的谈判，洽谈要点如下(供参考)：1.1.提出能否用付款交单提出能否用付款交单 1.按照惯例要求用不可撤销即期信按照惯例要求用不可撤销即期信用证支付用证支付 2.2.阐述开立信用证费用高、积压资阐述开立信用证费用高、积压资金金 2.说明坚持用信用证支付的原因说明坚持用信用证支付的原因 3.3.做出让步做出让步 3.承诺将来的贸易会给与更优惠的承诺将来的贸易会给与更优惠的条款条款 LOGOLOGOPRACTICE 2PRACTICE 2Direction：左图是上海：左图是上海亨特国际有限公司的圣诞亨特国际有限公司的圣诞礼品在网页上的报价单。礼品在网页上的报价单。
35、要求要求 学生两人一组，根学生两人一组，根据给出的情景设计对话，据给出的情景设计对话，商讨支付方式，最后达成商讨支付方式，最后达成一致意见。一致意见。LOGOLOGOKEYS TO EXERCISESKEYS TO EXERCISESEXERCISE 11.Translate the following sentences into Chinese orally.1.Translate the following sentences into Chinese orally.(1)(1)为了按要求装运，请在五月底前尽快开出相关的信用证。为了按要求装运，请在五月底前尽快开出相关的信用证。(2)(2
36、)用电汇支付肯定有助于我们节约时间和开立信用证的大笔费用。用电汇支付肯定有助于我们节约时间和开立信用证的大笔费用。(3)(3)我们惯用的支付方式是即期信用证。我们惯用的支付方式是即期信用证。(4)(4)折中一下，折中一下，50%50%用信用证，剩余款项用承兑交单方式支付，可以用信用证，剩余款项用承兑交单方式支付，可以 吗？吗？(5)(5)为了我们之间的达成交易，你方能不能放宽一下条款？为了我们之间的达成交易，你方能不能放宽一下条款？LOGOLOGOKEYS TO EXERCISESKEYS TO EXERCISES 2.Translate the following sentences int
37、o English orally.2.Translate the following sentences into English orally.(1)As the amount of this transaction is not big,we (1)As the amount of this transaction is not big,we request terms of payment by TT.request terms of payment by TT.(2)Our terms of payment are made by confirmed,irrevocable (2)Ou
38、r terms of payment are made by confirmed,irrevocable letter of credit at sight and the L/C should reach us 30 letter of credit at sight and the L/C should reach us 30 days before date of shipment.days before date of shipment.(3)We agree terms of payment by documents against payment(D/P)(3)We agree t
39、erms of payment by documents against payment(D/P)if the amount is less than US$1,000.00.if the amount is less than US$1,000.00.(4)We request terms of payment by irrevocable L/C at sight (4)We request terms of payment by irrevocable L/C at sight as this is our first transaction.as this is our first t
40、ransaction.(5)As the international currency market is not stable,we (5)As the international currency market is not stable,we regret that we only accept terms of payment by L/C at sight regret that we only accept terms of payment by L/C at sight EXERCISE LOGOLOGOKEYS TO EXERCISESKEYS TO EXERCISESEXER
41、CISE 3(1)(1)A A：Can we make payment by T/T?Can we make payment by T/T?B B：But we only accept terms of payment by confirmed,But we only accept terms of payment by confirmed,irrevocable L/C at sight.irrevocable L/C at sight.A A：However,it is said that you can accept difference However,it is said that
42、you can accept difference terms of payment,such as D/A and D/P.terms of payment,such as D/A and D/P.B B：It depends on specific circumstances.It depends on specific circumstances.A A：For this trade,I hope that you can give us more For this trade,I hope that you can give us more favorable terms of pay
43、ment.favorable terms of payment.B B：We are very sorry.We only accept terms of payment We are very sorry.We only accept terms of payment by L/C as it is our first transaction.by L/C as it is our first transaction.A A：We seems we have no choice.We seems we have no choice.B B：Thanks for your understand
44、ing.Thanks for your LOGOLOGOKEYS TO EXERCISESKEYS TO EXERCISESEXERCISE 3(2)-1(2)-1 A A：Would you please do me a favor for this transaction by Would you please do me a favor for this transaction by 50%D/P and 50%D/A?50%D/P and 50%D/A?B B：But as usual,we always request payment by L/C at sight.But as u
45、sual,we always request payment by L/C at sight.A A：To be frank,it will increase our cost for issuing L/C,To be frank,it will increase our cost for issuing L/C,and we must pay certain deposit to the bank,and that and we must pay certain deposit to the bank,and that will tie up funds.will tie up funds
46、.B B：We also understand your difficulty.But I cant makeWe also understand your difficulty.But I cant make decision now,I have to contact our head office.decision now,I have to contact our head office.A A：Okay.We dont mind waiting for your reply.Okay.We dont mind waiting for your LOGOLOGOKEYS TO EXER
47、CISESKEYS TO EXERCISESEXERCISE 3 (2)-2 (2)-2 B B：Well,lets make each other half way,our head office Well,lets make each other half way,our head office says the best we can do is to accept 50%L/C and 50%D/P.says the best we can do is to accept 50%L/C and 50%D/P.A A：Can you be more flexible?Can you be
48、 more flexible?B B：We are very sorry.It is the best we can do,we also haveWe are very sorry.It is the best we can do,we also have difficulty.difficulty.A A：Okay,thanks for your cooperation.Okay,thanks for your cooperation.B B：You are welcome.You are LOGOLOGOKEYS TO EXERCISESKEYS TO EXERCISESEXERCISE
49、 3(3)(3)A:When can we have your L/C?A:When can we have your L/C?B:L/C will reach you 30 days before time of shipment,B:L/C will reach you 30 days before time of shipment,that is the end of June.that is the end of June.A:Couldnt it be a little earlier?A:Couldnt it be a little earlier?B:We will try ou
50、r best.When will you arrange shipment?B:We will try our best.When will you arrange shipment?A:The sooner we receive your L/C,the sooner we arrange A:The sooner we receive your L/C,the sooner we arrange production and shipment.production and shipment.B:Okay.Besides,do you have any requirement for the