1、v付款是商務交易的重要部分。所有商務活動的結果都應該是對所提供的貨物或服務獲得價值。如果付款不能保證，那么所有的一切都沒有意義。在商業上有許多付款方式，而國際貿易中的付款方式更復 雜，國外賬戶的支付也有許多形式。 國際貿易中最常用的支付方法是信用證（簡稱 L/C），這是一種可靠而安全的支付方法，便于賣方與 陌生的買方交易，并對買賣雙方都有保障。開證的程序始于買方。他通知他的往來銀行開立以賣方為受 益人的信用證，并以購貨的金額為該信用證金額。買方的往來銀行（開證行）把信用證寄給他在賣方國 家的往來行，告知信用證金額、受益人為誰、所使用的貨幣、必備單證以及其他特定要求。v信用證到達后，該往來行通知

2、賣方，該信用證已收到。有時賣方要求保兌信用證。在這種情況下，該往來行通常由自己保兌，成為保兌行，并把由他保兌的情況，通知賣方，賣方是按信用證所列要求發貨。v支付有時通過銀行托收，其術語為“付款交貨”（D/P）或“承兌交單”（D/A）。在這種情況下，銀行只能作托收和匯付的工作，對進口商不付貨不予負責；而用信用證的情況下，開證行以自己的信用為交易墊付貨款。付款交單要求在移交裝運單證即付款。它分為見票（即期）付款交單和見票后（遠期）付款交單兩種。前者要求進口商見票即付款來獲得裝運單證；v1. normally （=as a rule）通常，一般說來，正常情況下, 正常地, 一般地。例：It is n

3、ot normally this cold in this season.（在這個季節通常不這么冷。）2. confirmed, irrevocable letter of credit 例：A confirmed, irrevocable letter of credit is required. （要求用保兌的、不可撤銷的信用證付款。） 3. cost 成本，費用，花費。動詞或名詞。 例：This costs me ￥1,000.（這花了我 1000 元。）4. credit 意思同 Letter of Credit 信用證。 5. tie up（資金）積壓。 例：Payment by L

4、/C will tie up my money.（信用證付款會積壓我的資金。）v6. fund 資金，基金。名詞。例：Their company is short of funds now.（他們公司目前資金短缺。）7. currently 目前，意思同 at present。 例：We are currently making an experiment.（我們目前正在做一項試驗。）8. particularly=in particular。特別是。尤其是。 例：We are particularly interested in your model 234 bicycles.（我們尤其對你

5、們的 234 型自行車感興 趣。）v9. in view of 等于 considering 有鑒于。 例：1）It is in view of our long-standing business relationship that we make you such a counter-offer. （鑒于我們長期的友好業務關系我們才給你方這樣一個還盤。） （2）In view of our long friendship we are going to reduce our price by 3%.（鑒于我們長期的友好關系 我們將降價 3%。）10. economic climate 經濟

6、形勢，經濟氣候。11. interest rates 利率。12. payment terms，同 terms of payment 支付方式。也可以說 modes of payment 或 methods of payment。pay 支付，給予。 例：（1）We trust you will pay our draft on presentation. （我們相信你方在見到我們的匯票時即照付。） （2）Please pay special attention to this point.（請對此點予以特別注意。）v13. lead to 導致，引導某人。 例：（1）He leads us

7、to a wrong road.（他引我們入歧途。）v（2）His fault leads to a wrong conclusion.（他的錯誤使他得出了錯誤的結論。）v14. Cash against Documents/付款交單。 例：We shall be glad if you will agree to ship the goods to us as before on Cash Against Documents basis. （如果你能和過去一樣同意按付款交單的方式給我方發貨，我將不勝感激。）15. draw on向開匯票。 例：We have drawn on you a 3

8、0 day draft.（我們已向你方開立了 30 天期的匯票。）16. at three months sight 三個月期的，即三個月后付款。v17. meet with 偶遇；碰到。 例：I met with a friend in the train yesterday.（昨天我在火車上遇到一位朋友。）18.In favor of:贊成/支持（某人或某事物)；有利于，以取代； (支票)以某人某部門為受款人v19. All in favor of this proposition will please say “Aye”. v請所有贊成這項提議的人講一聲“贊成”。v20. Price

9、control would gradually disappear in favor of a free market. 價格控制逐漸被自由市場所代替。 v21. This check is made out in favor of a food corporation. v這張支票的受款人為一家食品公司。這張支票的受款人為一家食品公司。v22. Comply with：服從，遵從；應；順應；：服從，遵從；應；順應； 照辦照辦 vThe factory was closed for failing to comply with government safety regulations. 工廠

10、由于未能遵守政府的安全條例而被關閉了。工廠由于未能遵守政府的安全條例而被關閉了。vYou must comply with her request. 她的要求你應照辦。她的要求你應照辦。 v23.In accordance with：adv. 與與一致，依照秉承；因一致，依照秉承；因 vOnes opinion tends to differ in accordance with ones standpoint. 不同的立場勢必形成不同的見解。 vHe acted in accordance with his beliefs. 他按照自己的信念行事。vWe should make decisi

11、ons in accordance with specific conditions. 我們應當根據具體情況做出決定。 v24. Respectively: adv. 各自地；各自地； 各個地；各個地； 分別地分別地 vThey finished first and second respectively. v他們分獲一二名。vTheir sons, Ben and Jonathan, were three and six respectively. v他們的兒子，本和喬納森，分別是3歲和6歲。vRespectable：adj. 可敬的；可敬的； 品行端正的；品行端正的； 可觀的，相當大可觀的

12、，相當大的的v He came from a perfectly respectable middle-class family. v他出身于一個非常正派的中產階級家庭。vShes respectably dressed in jeans and sweatshirt. v她穿著牛仔褲和運動衫，非常得體。vIt was an eminently respectable boarding school. 這是所非常好的寄宿學校。 Payments Letters 付款信v 一、The Steps of Writing Payment Letters 付款信的寫作步驟v就賣方的利益來說，信用證比付

13、款交單好，見票即付款交單比見票后才付款交單好，而付款交單又比承兌交單好。在國際貿易中，只在進口商財務狀況良好，或過去一系列業務中進口商付款可靠，從而 取得出口商信任，才可以接受托收貸款的辦法。付款方式的信函應該寫得仔細并解釋清楚。v買方提出付款方式的信函寫法如下：1提示合同、貨物等；（Mentioning the contract，goods，etc.） 情景搭配用語：Useful expressionsWe refer you to Contract No.（關于第號合同）Referring to（關于）With regard to（with reference to）our Contrac

14、t（關于我們合同）v2提出具體付款方式及理由；（Suggesting the term of payment and the reason）As.we shall be glad if you（因為如果你我將不勝感激）As you know，we suggest（你知道我們建議）Owing towe would appreciate it if you（由于如果我們將不勝感激）v3希望對方同意。（Wishing the reader to accept）We wish you can accommodate us in this respect.（希望你方再次給予照顧）Useful Langu

15、age 付款信的常用句式v1. We may have some difficulties making payment in Japanese yen. 用日圓付款可能會有困難。2. It would help me greatly if you would accept D/P or D/A instead. 如果你們能接受付款交單或承兌交單，這會對我幫助很大。3. I would very much appreciate it if you could take our suggestion into consideration. 如果你們能考慮一下我們的意見，則非常感激。v4. How

16、 about 50% by L/C and the rest by D/P? 貨價的百分之五十用信用證，其余用 D/P（付款交單），您看怎么樣？v5. We will open an L/C if you promise to effect shipment one month earlier. 如果你們答應提前一個月交貨，我們就同意開信用證。6. We have the pleasure in advising you that L/C No.MI029 for the amount of $35,000 has beenestablished in your favor through t

17、he Commercial Bank. 我們很高興地告知，以你方為受益人的金額為 35,000 美元的 MI092 號信用證已由商業銀行開出。7. We are glad to inform you that a letter of credit（an L/C）in your favor was opened yesterday. 很高興通知你方，以你方為受益人的信用證已于昨天開立。 Replying to Payment Letters 回復付款信一、The Steps of Replying to Payment Letters 回復付款信的寫作步驟 買方提出一種付款要求，賣方可以同意也可

18、以拒絕。拒絕付款方式的信函應該客氣，并盡量和讀者 建立起良好關系。 賣方回復買方付款要求信函寫法：1說明收到信函；（Stating that you have received their letter） 情景搭配用語：Useful expressionsWe have received your letter of （收到你方的來信）Thank you for your letter （感謝方來信）2說明自己的意見（同意或不同意）及其理由；（Giving your reply of agreeing or refusing and yourreasons）v情景搭配用語：Useful exp

19、ressionsWe agree to（我們同意）We want to make it clear that（我方想澄清一點）With regard to.we regret being unable to accept（關于很遺憾不能接受）v3說明自己為此做出的努力以及做生意的意愿。（Stating your good will and your wish to do businesswith the reader） 情景搭配用語：Useful expressionsIt is in view of our friendly relationship that we extend you t

20、his accommodation.（鑒于我們的友好關系 我們才給予你方此照顧）We sincerely hope that we can（誠摯地希望我們能）Useful Language 回復付款信的常用句式v1. The only term of payment we can accept is 100% irrevocable documentary letter of credit. 我們能接受的付款條件只有 100%不可撤銷跟單信用證。 2. L/C at sight is what we request for all our customers. 開即期信用證是我方對我們所有客戶

21、的要求。 3. We cant accept payment on deferred terms. 我們不能接受延期付款。 4. Weve drawn on you for payment of the invoice amounting to $30,000. 我們已經按照發票金額 30,000 美元向你方開出了匯票。v5. This is the normal terms of payment in international business. 這是國際貿易中慣用的付款方式。6. Owing to the delay in opening L/C，shipment cannot be m

22、ade as contracted and should be postponed toOctober. 由于開證延誤，裝運不能按合同進行，要推遲到十月份。7. If these terms are agreeable to you，please amend the relative L/C to allow partial shipment. 如果你方同意這些條款，請修改相關的信用證為允許分批裝運。8. We should be obliged for your immediate amendment of the L/C to enable us to make shipment in t

23、ime. 如你方能立即修改信用證使我方能及時裝運，我們將不勝感激。v9. We are glad to inform you that a letter of credit（an L/C）in your favor was opened yesterday. 很高興通知你方，以你方為受益人的信用證已于昨天開立。10. Please extend the shipping date to November 30 and validity to December 10 and let us have yourreply as soon as possible. 請將船期延展到 11 月 30 日，

24、有效期延展到 12 月 10 日，并盡快給我方答復。11. Owing to some delay on the part of our suppliers, we are not in a position to ship the goods before July12. as stipulated in the L/C. Kindly extend the shipping date and credit validity for one month respectively. 由于供貨廠家的延誤，我們不能按信用證規定在 7 月 20 日之前發貨。故請將信用證的船期和有效 期分別延展一個月

25、。v12. Owing to unforeseen difficulties encountered by our manufacturers, we find it impossible to effectshipment before the end of this month. 由于制造商遇到不可預見的困難，我方不能在本月底前裝運。 .樣信v承蒙多年惠顧，本公司感激萬分。然近來合作出現承蒙多年惠顧，本公司感激萬分。然近來合作出現問題，令服務水準未能符合對方要求，本公司為此問題，令服務水準未能符合對方要求，本公司為此提憂不已。提憂不已。 貴公司采部發出定單后，再三更改內容；貴公司采部發出定

26、單后，再三更改內容；更有甚者，屢次退回訂購之貨品，導致了雙方公司更有甚者，屢次退回訂購之貨品，導致了雙方公司工作中的混亂和困惑。為避免問題日趨嚴重，特此工作中的混亂和困惑。為避免問題日趨嚴重，特此在接到定單后，由本公司銷售人員與貴公司復核。在接到定單后，由本公司銷售人員與貴公司復核。若需作出改支，本公司把定單修改后電傳副本，供若需作出改支，本公司把定單修改后電傳副本，供貴公司查核。貴公司查核。 盼望上述辦法經受減少延誤，促進雙盼望上述辦法經受減少延誤，促進雙方業務發展。方業務發展。vWe have been doing business together for a long time and

27、 we value our relationship of late, we have not been able to provide the kind of service we both want. The problem is that your purchasing department is changing orders after they have been placed. This has led to confusion and frustration for both of our companies. In several instances. you have re

28、turned goods that were originally ordered. To solve the problem , I propose that on receipt of an order, our sales staff contact you to verify it. If you decide on any changes, we will amend the order and fax you a copy so that you can check it. I trust this system will cut down on delays and errors

29、, and allow our operations to run smoothly. v本公司生產的一系列印刷機，獲二十多個國家的公司采用。本公司生產的一系列印刷機，獲二十多個國家的公司采用。隨函附上產品規格說明書，謹供參考。隨函附上產品規格說明書，謹供參考。 現為該產品開拓新現為該產品開拓新市場，希望得知貴地區從事印刷工業的代理商資料。如蒙貴市場，希望得知貴地區從事印刷工業的代理商資料。如蒙貴公司協助，將不勝感激。如能撥冗寄來數個符合上述要求代公司協助，將不勝感激。如能撥冗寄來數個符合上述要求代理商商號，則感激不盡。本公司將與其聯系，研究能否建立理商商號，則感激不盡。本公司將與其聯系，研究

30、能否建立互惠互利折業務關系?；セ莼ダ蹣I務關系。 右蒙惠告，不勝感荷右蒙惠告，不勝感荷!vOur company manufactures a range of printing presses that are used successfully by companies in over 20 countries. A product specification brochure is enclosed. We are considering expanding our products to new markets and we would appreciate you assistanc

31、e. vIn particular , we would like to identify the best agents who are currently serving the printing industry in your region. We are looking for organizations which conduct their business in a truly professional manner. They must be fully conversant with the technical side of the printing industry a

32、nd have a comprehensive understanding of all the features of the lines they represent. vWe would be very grateful if you could take a few moments to send us the names of three or four organizations that match our requirements. We shall then contact them to explore the possibility of establishing a m

33、utually acceptable business relationship. Thank you very much for your time and consideration in this matter. v 感謝感謝9月月15日的來信。欣聞閣下將于日的來信。欣聞閣下將于11月逗月逗留倫敦一個月，望到時能撥冗相會。本公司留倫敦一個月，望到時能撥冗相會。本公司對貴公司商品目錄中的針織時裝深感興趣。對貴公司商品目錄中的針織時裝深感興趣。現正研究設計款式，在中國制造后寄本公司現正研究設計款式，在中國制造后寄本公司時裝連鎖店發售。時裝連鎖店發售。 如能于如能于11月月6日或其后數日或其后

34、數天抽空來訪，當感激不盡。天抽空來訪，當感激不盡。 期待與您會面，期待與您會面，商討有關事宜。商討有關事宜。 vThank you for your letter of 15 September. I note that you will being the UK during the whole of November. We are quite interested by the fashion knitwear illustrated in your catalogue. As a fashion Chain. We might consider having some of our own designs manufactured in China. Please let me know when you would like to ca