1、Chapter6-8Payment,Skill-trainingObjectivesThestudentsarerequiredtolearnandmasterhowtotalkwiththecustomersaboutdemandingpayment.KnowledgeObjectivesPracticetalkingwiththecustomersaboutdemandingpayment.,ApproachProject-basedteaching,discussion,questionsandanswersTeachingSteps,Step1:Introductionofthebac

2、kground,Aftersettlingtheproblemofplacinganorder,Mr.ZhongFei,thesalesmanagerofHunanTianyuImport&ExportCorporation,isgoingtodiscussthetermsofpaymentwithMr.Smith.Finally,Mr.SmithacceptsthetermsofpaymentbyirrevocableL/C.,Step2:Presentationthetrainingtasks,Step3:Practiceinclass,Task1.Finishthefollowingco

3、nversations:DemandingPaymentbyIrrevocableL/C(1)S:(我想了解一般情況下，你們采取什么付款方式？)Z:（當(dāng)我們與外國(guó)顧客做買賣時(shí)，我們采用保兌的，不可撤銷的信用證，憑裝船單據(jù)付款。）S:（信用證付款是最保險(xiǎn)的方法，但相當(dāng)復(fù)雜。你們能否來(lái)個(gè)例外，接受承兌交單或付款交單？）Z:（恐怕不可能，我們迄今為止從未有例外，因?yàn)閷?duì)于這種商品，以信用證支付，是我國(guó)資助貿(mào)易的一種方式。而且，信用證是國(guó)際貿(mào)易中普遍采用的付款方式，我們必須堅(jiān)持這種習(xí)慣做法。）,S:IhaveheardChinahadadoptedtheopenpolicyandwantstoenlar

4、geitsforeignbusiness,ofcourse,(你們一定接受不同的支付方法，對(duì)嗎？我希望你們?cè)诟犊顥l件方面能通融些。)Z:Rightyouare.(但是那要依具體情況而定，否則會(huì)給我們帶來(lái)許多麻煩。所以我們出口一向要求以信用證付款，反過(guò)來(lái)，我們進(jìn)口也采用信用證付款。),2.DemandingPaymentbyIrrevocableL/C(2)S:Mr.Zhong,(我們都退一步吧，百分之五十的信用證，其余的用付款交單？)Z:Imsorry,Mr.Smith.(即使那樣，也不能答應(yīng)你，說(shuō)實(shí)在的，承兌交單不可行，因?yàn)槲夜境惺艿娘L(fēng)險(xiǎn)太大了。也許以后彼此生意做多了，我們可以同意付款交單

5、條件，但是現(xiàn)在我們只接受保兌的，不可撤銷的信用證，憑裝船單據(jù)付款。)S:（坦率地說(shuō)，信用證會(huì)增加我們的進(jìn)口貨的成本。在銀行開(kāi)出貨價(jià)為800萬(wàn)美元的信用證，我們一大筆得付押金，這樣就會(huì)積壓我們的資金，給我們帶來(lái)許多困難。）Z:Isee,itmaybe.(但對(duì)于金額大的訂貨，我們更是堅(jiān)持用信用證付款。)Youknowthat(保兌的，不可撤銷的信用證給出口商增加了銀行擔(dān)保。再說(shuō)，你可以將訂單削減一半，以擺脫你的困難，然后再寄張訂單來(lái)，或者你也可以和銀行商量，是否把押金減到最低限度。),3OpeningtheL/CS:Ifthatsthecase,Illhavenochoice,buttoaccep

6、tthetermsofpaymentbytheconfirmed,irrevocableL/C.Now,(什么時(shí)候我們得開(kāi)出相關(guān)信用證？)Z:（信用證必須在交貨前15-30天由買方開(kāi)出，以便我方作出必要的安排。）S:（信用證有效期多長(zhǎng)？）Z:（有效期為裝船日后15天。）S:（請(qǐng)問(wèn)你們將提供哪些單據(jù)？）Z:（除匯票外，我們還將交給你們一整套提單、發(fā)票、出口許可證、保險(xiǎn)單、產(chǎn)地證書和檢驗(yàn)證書。）Isupposethatsall.S:(這筆交易，我們能否采用分期付款的方式？)Z:（為了今后的業(yè)務(wù)，我們采用三月內(nèi)等額分期付款的方式，但第一批款項(xiàng)要在發(fā)貨前15天到達(dá)我方。）S:（我能用人民幣付款嗎？）Z

7、:（我們希望你們最好用美元支付。）S:（假如我們用人民幣付款，你能告訴我怎樣辦理嗎？）Z:（現(xiàn)在歐美許多銀行和北京的中國(guó)銀行有賬戶往來(lái)，他們能夠開(kāi)出信用證，并且用人民幣支付。你去銀行問(wèn)一下就知道了，他們會(huì)替你辦理這項(xiàng)業(yè)務(wù)的。）,Task2.Patterndrills.Makesentenceswiththefollowingitalicizedexpressions:Whatdoyouthinkaboutthetermsofpayment?Nowyoutry:a.我們所定得價(jià)格。b.我們所給的折扣。c.我們草擬的新合同。2.TheyareinapositiontoopenL/CinRenMin

8、Bi.Nowyoutry:a.幫你解決資金積壓的困難。b.以美元支付他們的進(jìn)口商品。c.收到你方的信用證后馬上發(fā)貨。,3.Howlongdoesittakeyoutomakedelivery?Nowyoutry:a.從廠家得到這些貨物。b.備貨，制單，訂船只艙位。c.說(shuō)服廠家提前一點(diǎn)交貨。4.InnocasewoulditbelaterthanJuly2nd.Nowyoutry:a.我們能在短期內(nèi)向廠家獲得這么多的貨物。b.我們能在三月底將貨物運(yùn)至目的港。c.我們能使你這樣的老顧客失望。5.MayIsuggestthatyouputdowninthecontract“shipmentonJun

9、e15orearlier”?Nowyoutry:a.我們這筆買賣采取分期付款。b.你對(duì)我們的要求給以特殊考慮。c.你方接受“貨到目的地后憑單付款”這一條件。,Task3.Readandtranslatethefollowingminidialogues:DemandingPaymentbyL/CA:Whatdoyouthinkofthetermspayment?B:WehopeyouwillacceptD/Ppaymentterms.A:Itsdifficultforustoacceptyoursuggestion.Weonlyacceptpaymentbyconfirmed,irrevoca

10、bleL/C.Thisisourusualpractice.B:AnL/Cwouldincreasethecostofmyimport.CouldyoupleasemakeanexceptioninourcaseandacceptD/P?A:Imafraidnot.WeinsistonanL/C.Youdbetterconsultyourbankandaskthemtoreducetherequiredmargintoaminimum.,2.InsistingonPaymentbyL/C(1)A:IwonderifyouwillacceptD/AorD/P?B:Weonlyacceptpaym

11、entbyconfirmedirrevocableL/Cpayablebydraftatsight.A:CouldyoumakeanexceptionandacceptD/AorD/P?B:Imsorrythatwecant.YoumustbeawarethatanirrevocableL/Cgivestheexportertheadditionalprotectionofthebankersguarantee.,3.InsistingonPaymentbyL/C(2)A:InordertoopenanL/Cwithabank,wehavetopayadeposit.Thatwilltieup

12、ourcapitalandaddtothecostofourimports.SoIhopeyouacceptD/A.B:Sorryindeed.Icoulddonothinginthisrespect.Youmayconsultyourbankandseeiftheywillreducetherequireddeposittoaminimum.A:ButtherewillbebankchargeandfaxexpensesinopeninganL/C.IfyouwouldacceptD/AorD/P,itwouldhelpusgreatly.Youcandrawonusjustasifther

13、ewereanL/C.Itmakesnogreatdifferencetoyou,us.B:ImsorrythatIcantpromiseyoueventhat.WealwaysrequireL/Cforourexports,andtheotherwayroundwepaybyL/Cforourimports.Thatsthecustomarypracticeinternationally.Thatwillbenefitusboth.,4.InsistingonPaymentbyL/C(3)A:Howabout50%byL/CandthebalancebyD/A?B:Verysorry.Wec

14、antmakeanexception.Ifwedid,therewouldbealotoftrouble.A:ButIhaveheardthatChinaadopttheopenpolicy.Youshouldacceptdifferentkindofpayments.B:Rightyouare,butitdependsonthespecificcircumstance.5.InsistingonPaymentbyInstallmentsA:Wouldyouspecificallyexplainyourproposalaboutthetermsofpayment?B:“Paymentbyins

15、tallments”isoneofthetermsofpaymentthathasbeenacceptedandveryoftenusedbyseveralofoursellersabroad.A:ThetotalvalueofyourorderamountstoUS$250,000.ThegoodswillbeshippedtoChinainfivedifferentlotswithin5months.B:Iproposeweshouldissueatimedraftfor50,000coveringthevalueofthefirstpartialshipment.,6.Openingan

16、L/C(1)A:WellopenanL/Cifyoupromisetoeffectshipmentonemonthearlier.B:Weareveryhappytobeofhelp.Icanassureyouofourcooperation.ButyourL/Cmustreachus20daysbeforedelivery,andmustbeaconfirmedirrevocableone.A:Yes,IllsetaboutanL/CassoonasIarrivehome.B:RemembertoindicatethattheL/Cisnegotiableinourcountryandvaliduntilthe20thdayaftershipment.7.OpeninganL/C(2)A:WhendoIhavetoopentheL/CifwewantthegoodstobedeliveredinJune?B:Youllhavetoop