chapter 6 terms of payment

1、Chapter SixTerms of PaymentObjectivesp To know about payment termsp To learn the phrases and expressions about paymentp To learn how to write a business letter about paymentI. Basic Knowledgep Payment is one of the most important steps in international trade. Terms of payment is directly related wit

2、h the benefits of both sides of the buyer and seller. The method of payment for each transaction is to be agreed upon between the two trading parties at the time of placing an order. Generally, there are three commonly used methods: L/C (letter of credit), collection and remittance. With the develop

3、ment of Internet and modern E-commerce, Online Payment is used widely.1. IntroductionRemittance( (匯付匯付) )Mail Transfer( (M/T) )（信匯）（信匯）Telegraphic Transfer( (T/T) )( (電匯電匯) )Demand Draft( (D/D) )( (票匯票匯) )Collection ( (托收托收) )collection on clean bill( (光票托收付光票托收付) )documentary collection ( (跟單托收跟單托收

4、) )documentary collection ( (跟單托收跟單托收) )documents against payment ( (D/P) )付款交單付款交單documents againstacceptance ( (D/A) )承兌交單承兌交單Letter of Credit ( (信用證信用證) )Revocable L/C & Irrevocable L/C ( (可撤銷信用證與不可撤銷信用證可撤銷信用證與不可撤銷信用證) )Sight Credit & Usance / Time/ Term Credit ( (即期信用證與遠(yuǎn)期信用證即期信用證與遠(yuǎn)期信用證)

5、)Documentary L/C & Clean L/C (跟單信用證與光票信用證跟單信用證與光票信用證)Confirmed L/C & Unconfirmed L/C (保兌信用證與未保兌信用證保兌信用證與未保兌信用證)單證相符單證相符單單一致單單一致A letter of credit or L/C is aundertakingconditionalof paymentsby a bankat the request of the buyer.Letter of Credit is a kind of payment term, and it is an effectiv

6、e means to solve the commercial credit crisis between buyers and sellers. L/C is a bank credit, and its development impels the development of international trade.Payment is sometimes made by collection through banks under the terms of Documents against Payment (D/P) or Documents against Acceptance (

7、D/A). There are D/P at sight and D/P after sight. D/A is always after sight. Under D/P payment method, the seller instructs his bank to send the documents, along with the draft, to the buyers bank or to a correspondent bank in the buyers vicinity. He also instructs the receiving bank to present the

8、draft to the buyer for payment. When the buyer pays the sight draft, the instructions state that the correspondent bank is authorized to release the accompanying documents to the buyer. The buyer obtains the title documents, namely the negotiable bills of lading, only after he pays the sight draft.S

9、ometimes we accept the terms of payment by remittance, which means the buyer himself remits money to the seller through a bank contracted. There are three kinds of remittance: mail transfer (M/T), telegraphic transfer (T/T) and demand draft (D/D). Generally, only when the transactions are rather sma

10、ll and the finance involved is small too can remittance be accepted. Samples postage, commissions and little order payment are usually adopted T/T payment. 2. Documents used in international settlementCommercial Invoice/Paper 商業(yè)發(fā)票Packing List 裝箱單Certificate of Origin 產(chǎn)地證Insurance Policy 保險單Marine Bi

11、ll of Lading, B/L 海運(yùn)提單Combined Transport Document, CTD 復(fù)（聯(lián)）合運(yùn)輸單據(jù)Airway Bill 空運(yùn)單Railway Bill 鐵路運(yùn)單3 Legal Basis 國際結(jié)算和法律密切相關(guān)，國際結(jié)算和法律密切相關(guān)， 涉及有涉及有關(guān)的國際法、國內(nèi)法和國際慣例。關(guān)的國際法、國內(nèi)法和國際慣例。國際法國際法International Law1. 聯(lián)合國國際貨物買賣合同公約United Nations Convention On Contracts For the International Sales of Goods2.聯(lián)合國國際匯票和國際本票公

12、約草案、國際支票公約草案UNConvention on International Bills Of Exchange and International Promissory Notes 3.日內(nèi)瓦統(tǒng)一匯票、本票法公約和日內(nèi)瓦統(tǒng)一支票法公約_日內(nèi)瓦統(tǒng)一法Convention on the Unification of the Law Relating to Bills of Ex-change and Promissory Notes 國內(nèi)國內(nèi)法法 domestic law1.中華人民共和國票據(jù)法1995年5月10日2.中華人民共和國外匯管理?xiàng)l例 1996年1月8日3.中國人民銀行制定的結(jié)匯

13、、售匯及付匯管理規(guī)定國際慣例國際慣例 International Custom（Practice）1.跟單信用證統(tǒng)一慣例Uniform Customs and Practice for Documentary Credit, ICC Publication No.500, UCP 5002.托收統(tǒng)一規(guī)則Uniform Rules for Collection , URC 5223.見索即付保函統(tǒng)一規(guī)則Uniform Rules for Demand Guarantees ,URDG458 13 國際商會International Chamber of Commerce 制定4.國際保付代理慣例

14、, 1994The Convention on International Factoring 國際保理商聯(lián)合會Factors Chain International，簡稱FCI制定 4 當(dāng)代國際貿(mào)易結(jié)算的特點(diǎn)當(dāng)代國際貿(mào)易結(jié)算的特點(diǎn)1.憑單付款 Documents against Payment 2.非現(xiàn)金結(jié)算non-cash settlement 3.以銀行為中心的國際結(jié)算體系 international settlement system Centered on banks 4.結(jié)算單據(jù)多樣化和EDI( Electronic Data Interchange) 全球性帳務(wù)清算和資金轉(zhuǎn)移網(wǎng)絡(luò)

15、有全球性帳務(wù)清算和資金轉(zhuǎn)移網(wǎng)絡(luò)有3個：個：1.環(huán)球銀行間金融電訊協(xié)會Society for Worldwide Interbank Financial Telecommunication, SWIFT(Brussels)2.交換銀行互相收付系統(tǒng)Clearing House Interbank Payment System, CHIPS(New York)3.交換銀行自動收付系統(tǒng)Clearing House Automated Payment System, CHAPS( London)II. Words and Expressions Banks Merchants Bank 招商銀行招商銀行

16、 Bank of China 中國銀行中國銀行Industrial and Commercial Bank of China 中國工商銀行中國工商銀行Agriculture Bank of China 農(nóng)業(yè)銀行農(nóng)業(yè)銀行 Construction Bank of China 建設(shè)銀行建設(shè)銀行 Communications Bank of China 交通銀行交通銀行 HSBC 匯豐銀行匯豐銀行 Standard Chartered Bank 渣打銀行渣打銀行 Citi Bank花旗銀行花旗銀行 draft 匯票 Promisory Note 本票 cheque 支票 clean bill 光票

17、documentary bill 跟單匯票 Financial Instruments Sight Bill 即期匯票 Time Bill遠(yuǎn)期匯票 Usance Bill遠(yuǎn)期匯票 Commercial Bill 商業(yè)匯票 Bankers Bill 銀行匯票 Commercial Acceptance Bill商業(yè)承兌匯票 Bankers Acceptance Bill銀行承兌匯票 invoice 發(fā)票 Proforma Invoice形式發(fā)票 Sample Invoice樣品發(fā)票 Consignment Invoice 寄售發(fā)票 Certified Invoice證明發(fā)票 Manufactur

18、ers Invoice 廠商發(fā)票Sentence Patterns and Examples選擇付款條款(Choice of Terms of Payment） 句型：句型：Payment by L/C用信用證方式支付用信用證方式支付 例我們采用（接受）信用證付款方式。例我們采用（接受）信用證付款方式。 We adopt (accept) payment by L/C. 例我們的支付條件是以保兌的、不可撤銷的、以我公司例我們的支付條件是以保兌的、不可撤銷的、以我公司為受益人的、允許分裝和轉(zhuǎn)船、見票即付的信用證支付。該為受益人的、允許分裝和轉(zhuǎn)船、見票即付的信用證支付。該信用應(yīng)于裝期前一個月到達(dá)我

19、方，并在規(guī)定的裝期后信用應(yīng)于裝期前一個月到達(dá)我方，并在規(guī)定的裝期后21天內(nèi)天內(nèi)可以在中國議付?？梢栽谥袊h付。 Our usual terms of payment are by confirmed, irrevocable letter of credit in our favor, payable (available) by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiation in China for a further 21 days after the pre

20、scribed time of shipment and allowing transshipment and partial shipments.句型2：under (on)terms 按方式 例對你方要求以承兌交單方式付款一事，我們抱例對你方要求以承兌交單方式付款一事，我們抱歉難考慮。歉難考慮。 We regret that we are unable to consider your request for payment under D/A terms. 例我們希望你方能按按例我們希望你方能按按60 天期承兌交單方式向天期承兌交單方式向我方供貨。我方供貨。 We wish you co

21、uld supply us in future on 60 d/s D/A terms. 句型3：onbasis 按方式 例：對你方這批試購的貨物我們準(zhǔn)備接受付款例：對你方這批試購的貨物我們準(zhǔn)備接受付款交單方式付款。交單方式付款。 We are prepared to accept payment for your trial order on D/P basis.句型4：to make an exception (or：as an exceptional case)破例 例由于我們長期的貿(mào)易關(guān)系，我們破例地接例由于我們長期的貿(mào)易關(guān)系，我們破例地接受見票后受見票后30天議付的信用證。天議付的信

22、用證。 In view of our long business relation, we will make an exception to our rules and accept L/C at 30 days (after )sight. 例對于你方初次訂單，我們破例地接受承兌例對于你方初次訂單，我們破例地接受承兌交單付款方式。交單付款方式。 As an exceptional case , we accept payment for your initial order on D/A basis. 句型5：as a special accommodation 作為特殊照顧 例作為特殊照

23、顧，我們同意你方建議接受即期例作為特殊照顧，我們同意你方建議接受即期付款交單，但是這不應(yīng)視為先例。付款交單，但是這不應(yīng)視為先例。 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 . 例為協(xié)助你方在你市場推銷我方產(chǎn)品，對此交例為協(xié)助你方在你市場推銷我方產(chǎn)品，對此交易我方同意按承兌交單方式付款，以示特別照顧。易我方同意按承兌交單方式付款，以示特別照顧。 In order to

24、 pave the way for your pushing the sale for our products in your market, we agree to payment for this transaction under D/A terms as a special accommodation. 句型6：to be applicable可適用的 例只有在每次交易的金額不超過例只有在每次交易的金額不超過1000美元美元時，才可用付款交單的付款方式。時，才可用付款交單的付款方式。 D/P is applicable only if the amount involved for

25、each transaction is less than 1000. 例承兌交單付款不適用于你方情況。例承兌交單付款不適用于你方情況。 D/A payment is not applicable to your case.句型：to remitby以方式匯票款 例：為了節(jié)省開立信用證的大量費(fèi)用，我們將在我例：為了節(jié)省開立信用證的大量費(fèi)用，我們將在我方購買的貨物已備齊待運(yùn)，艙位已訂下時，電匯全方購買的貨物已備齊待運(yùn)，艙位已訂下時，電匯全部金額。部金額。 In order to save a lot of expenses on opening the letter of credit, we

26、will remit you the full amount by T/T when the goods purchased by us are ready for shipment and the freight space is booked.Some ExamplesShall we have a talk about terms of payment today? 我們今天談?wù)劯犊顥l件怎么樣？ What is the mode of payment you wish to employ? 您希望用什么方式付款？ 我們的付款方式一般是不可撤銷的憑即期匯票支付的信用證。 Our usual

27、 terms of payment are irrevocable letters of credit payable by draft at sight. 如你方同意按即期信用證付款，我們即能達(dá)成交易。 If you agree the payment by sight L/C, we will come to terms. 我們不知你方可否考慮接受我們提出的延期付款的支付方式。 We wonder whether you can consider accepting the deferred payment we proposed. 對于這批購貨，我們建議以歐元付款。 For this p

28、urchase, we propose to pay in euros. 關(guān)于第101合同，我們同意采用D/P的付款方式。 With regard to Contract No.101, we are agreeable to D/P payment terms. 我們希望重申一下，我們破例接受D/P方式付款僅僅是表明我們與你方發(fā)展今后業(yè)務(wù)的良好愿望。 We wish to reiterate that it is to show our goodwill for developing future business with you that we exceptionally accept

29、your D/P payment terms. III. Writing Skills Discussing mode of payment Advising the opening of L/C Urging Establishment of L/C Asking for L/C Amendment Asking for L/C extension (How to check up an L/C)Letters regarding payment often fall into the following types:1. Put forward the problem of terms o

30、f payment.2. Present the desired terms of payment and explain why this mode of payment is preferred or why other terms of payment cannot be accepted.3. Close the letter by expressing expectations of an early reply or suggesting future business dealings. Writing Principles of Letters of Payment Terms

31、 state clearly the current situation and the problems raise the specific requirement make a definite reply. If declining the request of payment, youd better use the friendly mood giving detailed reasonsWriting Principles of Letter Pressing for Payment Strive for clarity. To the point of asking for p

32、ayment telling out the amount, the expected date of payment. To avoid hurting your customer, youd better add the sentence like this: “If money has been remitted, please dont mind this letter.”Inquiring about Terms of Payment 1Dear Mr. Wang,Let us reintroduce ourselves as a Venezuelan dealer of food

33、additives. During our brief meeting at the China Export Commodities Fair 2010; you kindly presented me a name card and some of your samples. After a close study back home, we are glad to tell you that we find much interest in most of them, and we have confidence that your goods will find a ready market at this end.But as I was rather in a hurry then at the fair, there was a few things left not discussed. would you pl