Unit 10 Other Terms of Payment

其他支付方式

10.1 Introduction10.1 Introduction （简介）（简介） 目的：掌握汇付和托收两种汇款方式信函的书写，

包括如何介绍付款方式、要求更有利的付款方式或变更付款方式等。

汇付（ Remittance ）是最简单的国际货款结算方式。采用汇付方式结算货款时，出口方将货物直接交付给进口方，由进口方径自通过银行将货款汇给出口方。汇付方式有三种：电汇（ Telegraphic Transfer or T/T ），信汇（ Mail Transfer or M/T ）和票汇（ Demand Draft or D/D ）。

托收（ Collection ）分为光票托收和跟单托收。跟单托收又

分为承兑交单（ Documents Against Acceptance or D/A ）和付款交单（ Documents Against Payment or D/P ），付款交单又可分为即期付款交单（ D/P at sight ）和远期付款交单（ D/P after sight ）。

10.2 Writing Skills10.2 Writing Skills （写作技巧）（写作技巧）

写作步骤 表达方式

（ 1 ）提示合同或相关的货物

We refer you to Contract No…. （关于第……号合同） Referring to … （关于……）

With regard to our contract of … （关于……的合同） With reference to the contract of … （关于……的合同）

其他付款方式信函的写作步骤及常见表达方式：

（ 2 ）提出具体付款的方式及理由

As … we shall be glad if you … （因为……，如果你方……我们将不胜感激。） As you know…, we suggest that … （正如你所知……，我们建议……。） Owing to…, we would appreciate it if you ….（由于……，如果你方……我们将不胜感激。）

（ 3 ）表示希望对方同意的愿望

We wish you can accommodate us in this respect. （希望你方在这方面给予照顾。） We hope to receive your favorably reply.（望收到你方肯定的答复。）

回复其他付款方式信函的写作步骤及常见表达式：回复其他付款方式信函的写作步骤及常见表达式：写作步骤 表达方式

（ 1 ）说明收到信函

We have received your letter of … （收到你方……的来信。） Thank you for your letter of … （感谢你方……的来信。）

（ 2 ）说明自己的意见（同意或不同意），并阐明理由

We agree to … （我们同意……。） We want to make it clear that… （我方想澄清一点……。） With regard to …, we regret being unable to accept…（关于……，很遗憾我们不能接受……。）

（ 3 ）说明自己为此做出的努力以及做生意的意愿

It is in view of our friendly relationship that we extend you this accommodation. （鉴于我们的友好关系，我们才给予你方此照顾。） We sincerely hope that we can … （诚挚地希望我们能……。）

10.3 Specimen Letters10.3 Specimen Letters （样函）（样函）

Letter 1 ： Ask for easier terms of paymentDear Mr. Deng,

We’ve studied the specifications and price-list of our new paints and now wish to place the enclosed order with you. As we are in urgent need of several of the items, we should be glad if you make up and ship the order as soon as you possibly can.

In the past, we have dealt with you on sight credit basis. Now, we would like to propose a different way of payment, i.e., when the goods purchased by us are ready for shipment and the freight space booked, you cable us and we will remit you the full amount by T/T.

The reasons are we can thus more confidently assure our buyers of the time of delivery and save a lot of expenses on opening the letter of credit. As we feel this would not make much difference to you but would facilitate our sales, we hope you will grant our request.

We look forward to your confirmation of our order and your affirmative reply to our new arrangements of payment.

Yours faithfully,

Alexander Tunk

Letter 2 ： A reply to Letter 1Dear Mr. Tunk,

We are pleased to acknowledge your order for our new paints.

The arrangements you proposed to meet outstanding accounts are quite satisfactory. All items included in your order can be supplied from stock and will be packed and shipped immediately your remittance by T/T is received.

Yours sincerely,

Xiang Deng

Letter 3 ： Request for payment by D/ADear Mr. Liu, Thank you for your letter of 4th of June, which arrived this

morning.

We are pleased that you have been able to ship our order in good time but we are surprised that you still demand payment against documents. After long years of satisfactory trading we feel that we are entitled to easier terms. Most of our suppliers are drawing on us at 60 d/s, documents against acceptance, and we should be grateful if you could grant us the same terms.

We are looking forward to your favorably reply.

Yours faithfully,

Billy Singh

Letter 4 ： A reply to Letter 3Dear Mr. Singh,

We have received your letter in which you ask for an easier term of payment.

In consideration of the very pleasant business relationship we have had with your firm for more than 15 years, we have decided to agree to your suggestion. We shall, therefore, in future draw on you at 60 d/s, documents against acceptance, and trust that this term will suit your requirements.

We hope that our concession will result in a considerable increase of your orders and assure you that we shall always endeavor to execute them to your complete satisfaction.

Yours faithfully,

Mark Liu

Letter 5 ： Propose to pay by D/P at sightDear Sirs, We wish to place with you an order for 100 leather

handbags.

For this particular order we would like to pay by D/P at sight. Involved about USD2 000, this order is comparatively a little one. It goes without saying that we very appreciate the support you have extended us in the past. If you can do us a special favor this time, please send us your contract, upon receipt of which we will establish the draft of D/P.

Yours faithfully, Wan Wang

Letter 6 ： A reply to Letter 5Dear Mr. Wang, We are in receipt of your letter of August 22. Having studied your suggestion for payment by D/P at

sight for USD2 000, it is quite difficult for us to accept that. As our usual practice goes, we require payment by confirmed and irrevocable letter of credit. That is to say, at present, we can’t accept D/P terms in all transactions with our customers abroad. I regret to say that we must adhere to our usual practice and hope that this will not affect our future business relations.

Yours

sincerely, Don Torend

10.4 Focal Words10.4 Focal Words （焦点词汇）（焦点词汇）dueadj. 适当的，预期的，应支付的The contract has been signed in due form. The negotiation is due to begin from next Monday.We are going to pay the amount due to you within one

month.

n. 应得物，（复）应付款You should give him his due. These are harbor dues.

due to 由于，应归于Due to our mistake, we can’t book shipping freight space in

time.

filen. 文件夹，档案，锉刀Take out the file we need and copy those documents.

These are files of all the previous contracts.

v. 把……归档，提出（申请），排成纵队行进Please file away these documents.

He has filed an application with the authorities.

The court has filed a suit against him.

They filed out of the room.

means

n. 方法，财产，资产This company has left no means untried to expand the foreign

markets.

That foreign firm has not much means.

by all means 尽一切办法，务必This plan must be realized by all means.

by any means 无论如何By any means, we have to ensure that the goods will reach in

perfect condition.

by means of… 用……，依靠……He succeeded by means of perseverance.

obligev. 迫使，以契约束缚，答应……的请求，（用被动语态）使

感激The company was obliged to sign the contract.

The boss obliged himself to settle his company’s bills.

Will you oblige me by closing the window?

obligee n. 债权人

obliging adj. 乐于助人的，有礼貌的

obligor n. 债务人

outstandingadj. 杰出的，未完成的，未付款的He has made outstanding contributions to the company.

There is still an outstanding issue.

We don’t know how to deal with an outstanding check.

n. （复）未偿清的贷款

10.5 Useful Sentences10.5 Useful Sentences （实用语句）（实用语句）

1. 结算用语 This account is under examination, and if found

correct, it shall be carried to a new account, in conformity with your instructions.

Enclosed we hand you a statement of account to date, showing a balance of USD20 000 in our favor, which we trust will be found in order.

Your favor of yesterday was duly received, and we hand you herewith a statement of your account as requested, which we hope you will find correct.

2. 请求付款 With these facts before you, we feel sure that you will

send us your check by return mail. Thank you. Please let us have your check for the USD60 now past

overdue. We urge that you make this settlement without delay.

3. 催告付款 We wish to state that if the account be not paid by

next Monday, we shall be forced to place the matter in the hands of four solicitors.

In spite of your repeated promises to let us have a cheque, we are still without a settlement of your outstanding account, and therefore, unless same is settled by the end of this month, we shall be compelled to hand over the matter to our solicitor.

4. 汇票汇款 I send you herewith a cheque, value USD250 000,

receipt of which please acknowledge.

5. 付款已收到 We acknowledge receipt of your cheque, USD100 000,

in settlement of the charges on the consignment, and pass this sum to your credit, with best thanks.

6. 开立汇票 We advise you that we have drawn on you this day for

USD100 000, at 3m/s, to the order of yourself, which we commend to your kind protection.

7. 请求承兑汇票 Enclosed we hand you a draft, USD300 000, drawn on

you by our London house. Kindly accept same and return.

We have taken the liberty of drawing on you today against this consignment for USD500 000 at sixty days’ sight, which please protect on presentation.

8. 寄汇票 Enclosed is a sight draft for USD26.15 on Messrs.

Robert & Sons, which clears off our indebtedness to you.

Enclosed you will receive first of exchange for USD500 at sixty days’ sight, on George Bury & Co., with which you will please to do the needful, and credit my account accordingly.

9. 承兑汇票 Your three drafts on Martin & Co., to my order, have

been accepted by Smith & Co.

10. 无法承兑汇票 We state that your draft, No. 3345, for USD2 500 000,

duly accepted by Mr. Wang, has been dishonored by non-payment.

11. 延期付款 I shall be very much obliged if you will give me a little

more time to settle your account due 3rd July.

12. 往来账目 Enclosed I now wait on you with your account current,

leaving a balance of USD500 in my favor, which if found correct, you will be so good as to pass to a new account.

13. 分期付款 As the machine was hired to you on the understanding

that regular payments would be made, we must ask that in future the terms of the agreement should be strictly adhered to.

14. 付款日通知 The account is subject to 10% discount if settled within

fifteen days of rendering, after which it is strictly net.