商务英语课件Unit10

LearningObjectivesUnderstandingthemainmodesofpaymentininternationaltradeNegotiatingtermsofpaymentWritingaletteraskingforL/Camendments◆SpeakingTask◆Warm-upPractice◆ListeningTask◆Follow-upPractice◆WritingTask◆ReadingTaskWeneedtodiscusssomequestionsaboutwhatwearegoingtolearninthisunit.Sure,that’llhelpusunderstandbetteraboutwhatwearerequiredtodo.●theimporter’spastandpresentbusinessrelationshipwiththeexporter●theimporter’spastpaymenthistoryandperceivedcreditworthiness10.1StartingUp1.Workinpairstoworkoutasmanyfactorsasyoucanthatneedtobeconsideredinnegotiatingpaymentsforexportsales.Forexample:2.Thetermsofpaymentareanimportantpartofthesalescontractbothsellersandbuyersareconcernedabout.Nowstorethewordsandphrasesthatareassociatedwithpaymenttermsandthenexplainordescribetheseterms.PaymentTermsM/TL/CT/TD/PD/AD/D3)Discussthefollowingquestions.1)Whatarethemaincontradictionsthatexistbetweensellersandbuyersininternationalpayment?2)Whatarebothsellersandbuyersconcernedaboutinnegotiatingpayment?3)Whatarethecommonlyusedmethodsofpaymentininternationaltrade?Canyoutelltheadvantagesanddisadvantagesofeachforbothsellersandbuyers?IntroductoryRemarksThe_____ofpaymentareanimportantpartofthe____________．Fromthe_______pointofview,thebesttermswouldbefullpaymentin______atthetimeofsale，whilethebuyerswouldprefertohavethegoodsbeforemaking_______．Importersandexportersareseparatedfromeachotherbythousandsofmiles．Thisaddstothedifficultiesofcomingto___________onhow________shouldbemade．Theexportersandimportersusuallymeeteachother________andagreetopaymentby____________openedbya________bank．Aletterofcreditisa________guaranteethatpaymentwillbemadeonpresentationofalltherequired________________.Inthisway，thesellersorexportersreceivea_________notonlyfromthebuyersorimporters,butalsofrom________thatpaymentwillbemadeon_________ofthegoods．Ontheotherhand,thebuyersorimportersaregiventhe_________thatthebankerwillnotmakepaymentunlessthe_________________arepresented．termssalescontractseller'scashpaymentanagreementpaymenthalfwayletterofcreditreliablebanker'sshippingdocumentsguaranteeabankerdeliveryguaranteeshippingdocumentsMainModesofPaymentinInternationalTradeI.RemittanceA.MailTransfer(M/T)B.TelegraphicTransfer(T/T)C.DemandDraft(D/D)II.CollectionA.CleanBillforCollectionB.DocumentaryBillforCollection1.DocumentagainstPayment(D/P)(1)D/Patsight(2)D/PaftersightD/PT/R2.DocumentagainstAcceptanceIII.LetterofCredit(L/C)UnderstandingLettersofCreditDoyouknowthat50%ofL/Cdocumentspresentedtobanksarerejected?Thiscostsyoudearly,inextrabankcharges,yourwastedtimeandthecustomerdissatisfaction.KeyContents•Whatisaletterofcredit?•LearnthedifferencesbetweendifferenttypesofL/Csandwhentousethem.•DiscoverwhicharethemostusualtypesofL/C-Sight,DeferredPayment,Transferable,Standby.ContractBeneficiary（Exporter)Beneficiary（Exporter)Applicant（Importer)Applicant（Importer)NegotiatingBankAdvisingBankPayingBankIssuingBankTheflowchartofadocumentarycredit①②③④⑤⑥⑦⑧⑨Afterthesalescontracthasbeenestablishedbetweentheexporterandimporter,agreeingtosettlethepaymentbyL/C,theapplicant(theimporter)appliestotheirbankforaletterofcreditinfavoroftheexporter(beneficiary)Theissuingbank(openingbank)issuesanL/Candforwardsittotheadvisingbankintheexporter’scountry.Theadvisingbankpassesthedocumentarycredittothebeneficiaryafterverifyingthegenuinenessofthecredit.OnreceivingtheL/C,theexporterchecksthetermsandconditionsofthecreditbasedonthesalescontract.Ifthereisadiscrepancy,thebeneficiarymayhavetheoptiontoacceptitasitstandsortoasktheapplicanttohaveitamendedsoastobeinlinewiththecontract.TheexporterpreparesthedocumentationasperthetermsandconditionsoftheL/C,andhavethegoodsshipped.Theexporterthenpresentsthedocumentstothenegotiatingbankforthenegotiationofthedraft.Afterreceivingthedocuments,thenegotiatingbankwillcheckthedocumentsagainstthetermsandconditionsoftheL/C.Ifallareinorder,theabovebankwilleffectpaymenttothebeneficiary.Thenegotiatingbankforwardsthedocumentstothepayingbankorthebankauthorizedbytheissuingbanktoaskforreimbursement.Thepayingbank,afterreceivingthedocumentsfromthenegotiatingbank,willexaminethemcarefullytoseewhetherthedocumentsareincompliancewiththetermsoftheL/C.IfthedocumentsconformtotheL/C,thepayingbankwillreimbursethenegotiatingbankwhichhaspaidthebeneficiary.Theissuingbankwillnotifytheimporterofthearrivalofthedocumentsandaskhimtopaythebankforthedocuments.TheimporterwillpaymoneytothebankandgetthedocumentswithwhichhecanclaimthemerchandiseDifferentTypesofLettersofCredit•1.Accordingtotheattachingofdocuments1)Cleancredit2)Documentarycredit•2.Accordingtotherevocabilityofcredit1)Revocablecredit2)Irrevocablecredit•3.Accordingtothetransferabilityofcredit1)Transferablecredit2)Non-transferablecredit•4.Accordingtotheaddingofconfirmation1)Confirmedcredit2)Unconfirmedcredit•5.Accordingtothetimeofpayment1)Sightcredit2)Usanceortimecredit•6.Accordingtothemethodofpayment1)Paymentcredit2)Deferredpaymentcredit3)Acceptancecredit4)Negotiationcredit•7.Accordingtothecreditamounttobeusedrevolvingly1)Automatic2)Semi-automatic3