Programme5PaymentandDeliveryProgramme5PaymentandDeliLeaningObjectives:

Learnhowtonegotiatewithbusinesspartnersabouttermsofpayment;Knowthewaytorejectthecustomer’sunreasonabledemand;Practicecommunicatingwithbusinesspartnersforthefirstcooperation;Practicelisteningforspecificinformation.LeaningObjectives:

LearnhowInbusinessworld,notonlydomestictradebutalsointernationaltradehassettledthroughpaymentbythebuyers.However,paymentininternationaltradeisoftenfacedmanydifficulties.Toguaranteethepunctualdeliveryonthepartofsellerandpaymentbythebuyer,differenttermsofpaymenthavebeencreated.Theycanbedividedintothreeparts:Remittance,CollectionandLetterofcredit.PaymentbyCollectionandL/Daremostfrequentlyusedininternationaltrade.Inbusinessworld,notonlydo目前，國際貿易中常用的付款方式(paymentterms)：

Remittance（匯付）

Collection（托收)

LetterofCredit（信用證）。大金額交易時主要是用到信用證，小買賣當然是用托收和匯付來完成。目前，國際貿易中常用的付款方式(paymenttermsBasicExpressions:1.Ourtermsofpaymentarebyaconfirmedirrevocableletterofcreditbydraftatsight.2.Sincethetotalamountissobigandtheworldmonetarymarketisratherunstableatthemoment,wecannotacceptanytermsofpaymentotherthanaLetterofCredit.BasicExpressions:1.OurtermBasicExpressions:3.Inordertoconcludethebusiness,Ihopeyou’llmeetmehalfway.Whatabout50%byL/CandthebalancebyD/P?4.I’dliketodiscussthetermsofpaymentwithyou.IwonderifyouwouldacceptD/P.

BasicExpressions:3.InorderBasicExpressions:5.Sinceweareoldfriends,IsupposeD/PorD/Ashouldbeadoptedthistimeasthemodeofpayment.6.We’dlikeyoutoacceptD/Pforthistransactionandfutureones.BasicExpressions:5.SinceweBasicExpressions:7.Weshalldrawonyouat60dayssightthegoodshavebeenshipped.Pleasehonorourdraftwhenitfallsdue.8.YourrequestforD/Ppaymenthasbeenconsideredandweagreetograntyouthisfacility.BasicExpressions:7.WeshallProject1InameetingroomInameetingroom,Mr.RodgersandMs.Hearetalkingaboutthetermsofpayment.What’stheresultofthetalk?Project1InameetingroomAnswersofTask1:Task1Listentotheconversation1andfillintheblanks.1.conclude2.settled3.irrevocable4.raise5.deposit6.tieup7.additional8.appreciate9.itcan’eration.AnswersofTask1:Task1ListProject2

WouldtheyacceptpaybyD/A?

Asanoldpartner,Mr.andMrs.DavidRodgers

wantstopaybyD/A.WouldtheyacceptpaybyD/A?

Iftheydon’tacceptpaybyD/A,whattermsofpaymenttheyacceptatlast?Project2

WouldtheyacceptAnswersofTask2:Task2Listentotheconversation2andfillintheblanks.1.thetermsofpayment2.regularpractice3.norighttomakeanychanges4.makeanexception5.deal6.long-term7.Ipose9.atsight10.concessions11.uptoyouAnswersofTask2:Task2ListAnswersofTask3:Task3Listentotheconversationagainanddecidewhetherthestatementsaretrueorfalse.1.F2.T3.T4.T5.T6.F7.T8.TAnswersofTask3:Task3ListProject3

Talkingaboutthedelivery

Mr.DavidRodgersaskedBeiHaiForeignTradeCompanytodeliverythegoodsassoonastheyreceivetheL/C.HowdidHeXinresponsetohim?Project3

TalkingaboutthedeAnswersofTask4:Task4Listentotheconversation3andfillintheblanks.1.waitaminute2.contract3.request4.delivery5.receipt6.unfair7.Asfor8.waitfor30days9.arrangetransportation10.nearly3weeks11.Icando12.25days13.putitin14.openAnswersofTask4:Task4ListAnswersofTask5:Task5Listentotheconversationagainandanswerthefollowingquestions.1.Hecomplainedthedateofdelivery,andaskedHeXintoadvancethedateofdelivery.2.Yes,sheis.3.L/Catsight.4.No,theydidn’t.5.ReceivedL/C.6.Hethoughtitwasunfair.7.HecanaskhisbanktoopentheL/Casquicklyaspossible.8.Theyconcludeanagreement:HeXinpromisestodeliverthegoods25daysaftertheyreceivedtheL/C.AnswersofTask5:Task5ListProject4Payininstallment

Whatis“Payininstallment“?DidBeiHaiForeignTradeCompanyacceptinstallmentpayment?Project4PayininstallmentAnswersofTask6:Task6Lplicated5.besureofmysincerity6.valuing$6,000,0007.spread8.issueatimedraftonus9.thefirstpartialshipment10.falldue11.Ahenextfiveyears13.forouracceptanceAnswersofTask6:Task6ListAnswersofTask7:Task7Listentotheconversationagainanddecidewhetherthestatementsaretrueorfalse.1.F2.T3.T4.T5.T6.F7.T8.F9.FAnswersofTask7:Task7ListMakingDialogueCase1:FornewcustomerMr.BlackandMr.Wangaretalkingovertermsofpayment.Mr.BlackwantstopaybyD/P,butMr.WanginsistsonL/CatsightasanL/Cprotectstheseller.Atlast,Mr.BlackagreestopaybyL/C.MakingDialogueCase1:FornewMakingDialogueCase1:ForoldpartnerAforeigncustomershasconcludeatransactionofstationary.HeinsistsonD/Pterms.Afteralongtimediscussion,youfinallyagreetoaccepthisproposalbecausehisorderisabigone.MakingDialogueCase1:ForoldProgramme5PaymentandDeliveryProgramme5PaymentandDeliLeaningObjectives:

Learnhowtonegotiatewithbusinesspartnersabouttermsofpayment;Knowthewaytorejectthecustomer’sunreasonabledemand;Practicecommunicatingwithbusinesspartnersforthefirstcooperation;Practicelisteningforspecificinformation.LeaningObjectives:

LearnhowInbusinessworld,notonlydomestictradebutalsointernationaltradehassettledthroughpaymentbythebuyers.However,paymentininternationaltradeisoftenfacedmanydifficulties.Toguaranteethepunctualdeliveryonthepartofsellerandpaymentbythebuyer,differenttermsofpaymenthavebeencreated.Theycanbedividedintothreeparts:Remittance,CollectionandLetterofcredit.PaymentbyCollectionandL/Daremostfrequentlyusedininternationaltrade.Inbusinessworld,notonlydo目前，國際貿易中常用的付款方式(paymentterms)：

Remittance（匯付）

Collection（托收)

LetterofCredit（信用證）。大金額交易時主要是用到信用證，小買賣當然是用托收和匯付來完成。目前，國際貿易中常用的付款方式(paymenttermsBasicExpressions:1.Ourtermsofpaymentarebyaconfirmedirrevocableletterofcreditbydraftatsight.2.Sincethetotalamountissobigandtheworldmonetarymarketisratherunstableatthemoment,wecannotacceptanytermsofpaymentotherthanaLetterofCredit.BasicExpressions:1.OurtermBasicExpressions:3.Inordertoconcludethebusiness,Ihopeyou’llmeetmehalfway.Whatabout50%byL/CandthebalancebyD/P?4.I’dliketodiscussthetermsofpaymentwithyou.IwonderifyouwouldacceptD/P.

BasicExpressions:3.InorderBasicExpressions:5.Sinceweareoldfriends,IsupposeD/PorD/Ashouldbeadoptedthistimeasthemodeofpayment.6.We’dlikeyoutoacceptD/Pforthistransactionandfutureones.BasicExpressions:5.SinceweBasicExpressions:7.Weshalldrawonyouat60dayssightthegoodshavebeenshipped.Pleasehonorourdraftwhenitfallsdue.8.YourrequestforD/Ppaymenthasbeenconsideredandweagreetograntyouthisfacility.BasicExpressions:7.WeshallProject1InameetingroomInameetingroom,Mr.RodgersandMs.Hearetalkingaboutthetermsofpayment.What’stheresultofthetalk?Project1InameetingroomAnswersofTask1:Task1Listentotheconversation1andfillintheblanks.1.conclude2.settled3.irrevocable4.raise5.deposit6.tieup7.additional8.appreciate9.itcan’eration.AnswersofTask1:Task1ListProject2

WouldtheyacceptpaybyD/A?

Asanoldpartner,Mr.andMrs.DavidRodgers

wantstopaybyD/A.WouldtheyacceptpaybyD/A?

Iftheydon’tacceptpaybyD/A,whattermsofpaymenttheyacceptatlast?Project2

WouldtheyacceptAnswersofTask2:Task2Listentotheconversation2andfillintheblanks.1.thetermsofpayment2.regularpractice3.norighttomakeanychanges4.makeanexception5.deal6.long-term7.Ipose9.atsight10.concessions11.uptoyouAnswersofTask2:Task2ListAnswersofTask3:Task3Listentotheconversationagainanddecidewhetherthestatementsaretrueorfalse.1.F2.T3.T4.T5.T6.F7.T8.TAnswersofTask3:Task3ListProject3

Talkingaboutthedelivery

Mr.DavidRodgersaskedBeiHaiForeignTradeCompanytodeliverythegoodsassoonastheyreceivetheL/C.HowdidHeXinresponsetohim?Project3

TalkingaboutthedeAnswersofTask4:Task4Listentotheconversation3andfillintheblanks.1.waitaminute2.contract3.request4.delivery5.receipt6.unfair7.Asfor8.waitfor30days9.arrangetransportation10.nearly3weeks11.Icando12.25days13.putitin14.openAnswersofTask4:Task4ListAnswersofTask5:Task5Listentotheconversationagainandanswerthefollowingquestions.1.Hecomplainedthedateofdelivery,andaskedHeXintoadvancethedateofdelivery.2.Yes,sheis.3.L/Catsight.4.No,theydidn’t.5.ReceivedL/C.6.Hethoughtitwasunfair.7.HecanaskhisbanktoopentheL/Casquicklyaspossible.8.Theyconcludeanagreement:HeXinpromisestodeliverthegoods25daysaftertheyreceivedtheL/C.AnswersofTask5:Task5ListProject4Payininstallment

Whatis“Payininstallment“?D