外贸函电,外企必备

Unit 7 Terms of Payment

I. Introduction

The payment plays a very important role in business. The final result of all business activity should be to recover the value of goods supplied or services rendered. If payment is not ensured then all will be meaningless. Both the exporter and importer face risks in an export transition because there is always the possibility that the other party may not fulfill the contract.

For exporters there is the risk that buyers defaults; the customers might not pay in full for the goods. There are several reasons for this: the importers might go bankrupt; a war might ban importers of certain commodities. Another possibility is that the importer might run into difficulties getting the foreign exchange to pay for the goods. It is even possible that the importers are not reliable and simply refuse to pay the agreed amount of money.

For the importers there is risk that the goods will be delayed and they might only receive them after paying them. This may caused by port congestion or strikes. Delays in fulfillment of orders by exporters and difficult customs clearance in the importing country can cause loss of business. There is also a risk that the wrong goods might be sent.

Payment in foreign trade is complicated and settlement for foreign accounts may be made in a number of ways. The method of payment for each transaction is to be agreed upon between the two trading parties at the time of placing an order. The most often adopted method of payment in our foreign trade is payment by L/C,

Terms of payment means way or method of making payment. The methods we use in payment in the clearing of international trade are remittance, collection and the letter of credit (L/C).

Remittance is classified into 3 kinds: 1)Mail transfer (M/T) 2)Telegraphic transfer (T/T) 3)Demand draft (D/D) The buyer buys a draft from a local bank and sends it by mail to the seller, the seller or his appointed person can collect money from the relative bank at his end against the draft sent by the buyer.

Sometimes, the importer requests payment to be made by collection through banks under the terms of documents against payment (D/P) or documents against acceptance (D/A). In this case, the banks will only do the service of collecting and remitting and will not be liable for non-payment of the importer. D/P calls for actual payment against transfer of shipping documents. There are D/P at sight and D/P after sight. The former requires immediate payment by the importer to get hold of the documents. In the latter condition, the importer is given a certain period to make payment as 30, 45, 60 or 90 days after presentation of the documents, but he is not allowed to get hold of the documents until he pays. D/A calls for delivery of documents against acceptance of the draft drawn by the exporter. D/A is always after sight.

L/C is used in cases where the exporter wishes to avoid the risk, and it involves a guarantee of the bank opening the L/C. An L/C is a document issued by a bank (issuing bank) stating its commitment to pay the seller a stated amount of money on behalf of the buyer as long as the seller meets very specific terms and conditions. There are many types of L/C, such as Documentarty L/C, Irrevocable L/C, Revocable L/C, Transferable L/C, Sight L/C, Time L/C, Confirmed L/C, Unconfirmed L/C. Parties concerned to a documentary credit are: the applicant, the issuing bank, the advising bank, negotiating bank, the paying bank, confirming bank and the beneficiary.

The letters of payment of payment in international trade may discuss which terms of payment of OK for both parties, accept or decline a method of payment, urge to open the relevant L/C or ask for amendment to the L/C.

II. Study of sample letters

Letter 1 Payment on D/P terms

Dear Mr. Baker,

Thank you for your order of May 10. As requested, we have arranged to ship the electric hair dryers by S.S. Fenghua, leaving Shanghai on May 20.

As the urgency of your order left us no time to make usual inquiries about the payment, we have to place this transaction on a cash basis and have drawn on you through the Bank of China for the amount of the enclosed invoice. The bank will instruct its correspondent in Melbourne to pass the bill of lading to you against payment of the draft.

When you have seen our products, we are sure that you will find them satisfactory. We hope that your present order will order will be the first of many to follow in the near future.

Yours sincerely,

Wang Mei

Wang Mei

Sales Manager

Letter 2 Payment on D/A terms

Dear Mr. Johns,

We are pleased to inform you that arrangements have now been made to ship the sewing machines you ordered on October 22. The consignment will leave Shanghai by S.S. Jinan, due to arrive at Port Klang sometime in late November.

In keeping with our usual terms of payment, we have drawn on you at 60 says and passed the draft and shipping documents to our banker. The documents will be presented to you by the Standard Chartered Bank against your acceptance of the draft in the usual way.

Yours sincerely,

Zhang Ping

Zhang Ping

Sales Manager

Letter 3 Urge establishment of L/C

Dear Mr. Thompson,

With reference to the 4,000 dozen Shirts under our Sales Confirmation No. TE 151, we wish to draw your attention to the fact that the date of delivery is approaching but up to the present we have not received the covering L/C. Please do your utmost to expedite its establishment so that we may execute the order within the prescribed time.

In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract.

We look forward to receiving your favorable response at an early date.

Yours sincerely,

Zhang Hua

Zhang Hua

Sales Manager

Letter 4 Request to amend L/C

Dear Ms. Mays,

We are in receipt of your letter of May 23 requesting us to send all of your Order On. MC-471 in one lot. We are sorry that we are unable to comply with your request.

Due to the size of your order, we will not be able to meet your requested delivery date of June 15 if we send in one lot. We plan to ship about two-thirds of the order first, the remaining one-third will arrive two weeks later.

Please amend the L/C to allow for partial shipment, and to extend the validity period to cover the second shipment.

We trust that this arrangement will meet with your approval, as we are attempting to get as many bedding as possible for you at the earliest date. We look forward to your early reply.

Yours sincerely,

Zhuo Jing

Zhuo Jing

Sales Manager

Letter 5 Payment on L/C terms

Dear Sir,

We refer to our letter of enquiry dated 5 October. We have received your Proforma Invoice No. 03688 and now wish to place an initial order for 1,500 tapes Type No. EM 127DN. The Order number is 7213.

We have instructed our bank, the General Commercial Bank of Venezuela to open an irrevocable documentary L/C in your favor. The amount is $ 1,275.00. This credit will be confirmed soon by our bank’s correspondent in London. You are authorized to draw a 60 days’draft on our bank against this credit for the amount of your invoice. Your draft must be accompanied by a complete set of shipping documents, consisting of:

A full set of clean shipped Bill of Lading

Commercial Invoice 5 copies

The Insurance Certificate 2 copies

Our bank will accept your 60 days’ draft on them for the amount of your invoice including the cost of freight and insurance, as agreed. Your bill will therefore be at 60d/s for full CIF invoice value. The credit is valid until the 12th February.

Yours sincerely,

Judy Low

Judy Low

Manager

Letter 6 Accept payment on L/C terms

Dear Sir,

We thank you for your letter of 14th November, 2013.We are pleased to receive your order, and wish to say that we have adequate stocks of Type EM127DN tapes in our warehouse, and that delivery date can be met.

Payment by irrevocable L/C is convenient for us, and we shall draw a 60 b/s bill on your bank.

We are now waiting the arrival of your L/C, on receipt of which we shall make the necessary arrangements for the shipment of your order. Any request for further assistance or information will receive our immediate attention.

Yours sincerely,

Kevin Green

Kevin Green

Manager

III. Useful expressions

1. Our usual mode of payment is by confirmed, irrevocable L/C in our favor, available by draft at sight, reaching us ahead of shipment and allowing transshipment and partial shipments.

2. On examination, we find that the amount of your L/C is insufficient. Please increase the unit price from RMB￥0.55 to RMB￥0.60 and total amount to RMB￥37,000.00.

3. In compliance with your request, we will make an exception to our rules and accept delivery against D/P at sight, but this should not be regarded as a precedent.

4. We regret having to inform to you that although it is our desire to pave the way for a smooth development of business between us, we cannot accept payment by D/D.

5. We regret our inability to make any arrangement contrary to our usual practice, which is payment by confirmed, irrevocable L/C payable against presentation of shipping documents and valid for at least 15 days beyond the promised date of shipment.

6. We wish to draw your attention to the fact that as a special sign of encouragement, we shall consider accepting payment by D/P during this sales-pushing stage. We trust this will greatly facilitate your efforts in sales.

7. Payment is to be made against sight draft drawn under a confirmed, irrevocable and transferable L/C without recourse for the full amount of purchase.

8. As the amount of our Order No.111 is below ￡1000, please agree to payment by D/P, because an L/C will cost us much.

9. We propose to pay by bill of exchange at 30 days’ documents against acceptance. Please confirm if this is acceptable to you.

10 Much to our surprise, our draft on you dated 11 May and due 1 July was returned dishonored yesterday by our bank.

11. Please amend L/C No. 2345 to read as follows:

a)“metric ton”, as was contracted, instead of “long ton”;

b)“shipment latest 30th September and partial shipments and transshipment allowed.”

12. The shipment covered by your Credit No. 552 has been ready for quite some time, but the amendment advice has not yet arrived, and now an extension of 15 days is required.

Exercises

I. Put the following Chinese into English:

1. 汇付

2. 托收

3.保兑信用证

4. 信汇

5. 电汇

6. 票汇

7. 托收行

8. 运输单据

9. 付款交单10. 承兑交单

11. 跟单信用证12. 金额为13. 洁净已装船提单14. 承兑汇票

II. Multiple choice:

1. Payment should be made ___ sight draft.

A. at

B. upon

C. by

D. after

2. Mr Yin could agree ___ D/P terms.

A. With

B. to

C. in

D. ever

3. 90% of the credit amount must be paid __the presentation of documents.

A. at

B. by

C. against

D. when

4. You don’t say whether you wish the transaction to be __cash or __ credit.

A.at; on

B. by; by

C. on; in

D.in; by

5. We have opened an L/C in your favor __ the amount of RMB￥2,000.

A.on

B. in

C. by

D. at

6. In order to promote business between us to our mutual advantage, we shall consider ______

payment by D/P at 60 days.

A. accepting

B. accept

C. to accept

D. acceptance

7. Emphasis has to be laid to the point _____ shipment must be made within the validity of the L/C.

A. what

B. which

C. that

D.as

8. _____ subsequent amendments, please see to it that the L/C stipulations are strictly in accordance with the contract terms.

A. Avoid

B. Having avoided

C. To avoid

D. Being avoided

9. We shall open the L/C _____ the bank of Boston.

A. in

B. with

C. for

D. at

10. We advised our bank to ______ L/C No.6543 to read “Partial shipments to be permitted.

A. change

B. amend

C. alter

D. add

11. We think it impossible to have the L/C ______ again.

A. extended

B. extending

C. to extend

D. extends

12. As we are ______ of these goods, please expedite shipment after receiving our L/C.

A. in badly need

B. in urgently need

C. urgent in need

D. badly in need

13. An L/C should be established ______ our favor available by documentary draft ______

sixty days’ sight.

A. in, after

B. on, in

C. in, for

D. in, at

14. We regret ______ to accept your terms of payment and therefore have to return the

order to you.

A. not be able

B. cannot

C. not able

D. being unable

15. The amount in your L/C appears insufficient. The correct total CFR value of your order

comes to USD9,328.00 instead of 3,928.00, the difference ______ USD5,400.00.

A. be

B. is to be

C. being

D. been

III. Fill in the blanks with an appropriate words from the table.

request settled be whose had commitments receiving with have allow in for

Dear Sir,

We have received and checked your statement __1__ the quarter ended January 27 and agree with the balance of & 7,780 shown to __2__ due.

Up to now we have __3__ no difficulty in meeting our __4__ and have always __5__ our accounts __6__ you promptly. We could have done so now, but for the bankruptcy of an important

customer, __7__ affairs are not likely to be settled for some time. We should therefore be most grateful if you would __8__ us to defer payment of your present account __9__ the end of April.

During the next few weeks, we shall be __10__ payments under a number of large contracts and if you grant our __11__, we shall have no difficulty in settling with you __12__ full when the time comes.

Yours sincerely,

IV. Put the following sentences into English:

1. 我们通常支付方式是保兑的、不可撤消的信用证，凭即期汇票付款。

2. 如果你方同意提前一个月装运，我们将同意用即期信用证支付。

3. 为了有助在贵地市场推销我方产品，作为特殊照顾，我方将同意接受见票即付的付款交单方式。

4. 鉴于此次交易金额较小，我们打算接受见票后30天付款的交单付款的支付方式。

5. 很遗憾你们坚持以信用证付款。您能否为我们破例接受付款交单？

6. 考虑到我方面临的困境，我们要求你们修改信用证，改为在香港允许转船。

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