外贸函电termsofpayment课件.ppt
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1、Brief introduction In foreign trade,buyers and sellers are in 2 countries.Sometimes,they have to do business with unknown buyers.If the seller delivers goods before payment has been made,he runs certain risks of nonpayment of the buyer,and if the buyer makes payment in advance,he likewise runs risks
2、 of non-delivery of the goods.It becomes necessary for a third party to act as an intermediate between them to solve the problem of payment.This party is the bank,who either guarantees payment to the seller and examine the sellers shipping documents for the buyer or makes collection for the seller.T
3、hat is why we say payment in foreign trade is rather complicated.Part 1 PaymentBrief introduction In recent years,large amount of overdue debts have occurred in Chinas foreign trade.Owing to bad management and the disadvantage of enterprises system,many exporters suffer from failing to recover their
4、 foreign exchange.So,every exporter shall pay close attention to terms of payment(支付条款)(支付条款).The terms of payment are an important part of the business contractFrom the sellers point of view,the best terms would be full payment in cash at the time of sale,while the buyers would prefer to have the g
5、oods before making paymentImporters and exporters are separated from each other by thousands of milesThis adds to the difficulties of coming to an agreement on how payment should be madeMethod of payment 1.Kinds of payments with times 1).Payment before delivery 交货前付款 2).Payment as delivery 交货时付款 3).
6、Payment after delivery 交货后付款2.Ways of payment A).Transfer/Remittance 汇款 Mail Transfer M/T 信汇 Telegraphic Transfer T/T 电汇 Bankers demand draft 票汇 B).Collection 托收 Documents against payment D/P 付款交单 Documents against Acceptance D/A 承兑交单 C).Letter of Credit L/C 信用证 (There are many different kinds of L/
7、C,such as Irrevocable Letter of Credit 不可撤销信用证 Confirmed Letter of Credit 保兑信用证 Divisible Letter of Credit 可分割信用证 Transferable Letter of Credit 可转让信用证 Sight Letter of Credit 即期信用证 Time Letter of Credit 远期信用证 Anticipatory Letter of Credit 预支信用证 Revolving Letter of Credit 循环信用证 Clean Letter of Credit
8、光票信用证 Documentary Letter of Credit 跟单信用证Letter of credit(This unit deals mainly with irrevocable documentary credit.)The exporters and importers usually meet each other half way and agree to payment by letter of credit opened by a reliable bank A letter of credit is a bankers guarantee that payment
9、will be made on presentation of all the required shipping documents.In this way,the sellers or exporters receive a guarantee not only from the buyers or importers,but also from a banker that payment will be made on delivery of the goodsOn the other hand,the buyers or importers are given the guarante
10、e that the banker will not make payment unless the shipping documents are presentedLetter of credit An L/C is a tool or instrument of payment,and the payment is guaranteed by a bank.It is usually called“an open letter of request”,because the opening bank requests the negotiating bank to advance mone
11、y or give credit to the beneficiary,and promises that he will remburse or repay the same to the negotiating bank against a draft accompanied by the relative shipping documents The parties concerned to a documentary credit are:The applicant(importer/buyer)开证申请人 The issuing bank开证行 The advising bank通知
12、行 The confirming bank保兑行 The nominated paying/negotiating/accepting bank 指定的付款行/议付行/承兑行 The beneficiary(seller/exporter)受益人Applicant(Importer)Beneficiary(Exporter)1 S/C Paying bank Issuing bankAdvising bank Negotiating bank8 Paying the money for documents2 L/C application4 Credit advice5Presenting d
13、ocuments for negotiation3 Issuing L/C6 Recourse 7 Reimbursement Performance of L/CThe procedures for issuing an L/C 1.Seller and Buyer conclude a sales contract,with method of payment usually by letter of credit(documentary credit).2.Buyer applies to his issuing bank,usually in Buyers country,for le
14、tter of credit in favor of Seller(beneficiary).The procedures for issuing an L/C 3.Issuing bank requests another bank to advise,and usually to confirm,the credit.4.Advising bank forwards letter of credit to Seller informing about the terms and conditions of credit.The procedures for issuing an L/C 5
15、.If credit terms and conditions conform to sales contract,Seller prepares goods and documentation,and arranges delivery of goods to carrier.The procedures for issuing an L/C 6.Seller presents documents evidencing the shipment and draft(bill of exchange)to negotiating bank named in the credit(the adv
16、ising bank usually),or any bank willing to negotiate under the terms of credit.The procedures for issuing an L/C7.Bank examines the documents and draft for compliance with credit terms.If complied with,bank will negotiate.8.Bank sends the documents and draft to the issuing bank.ReturnThe procedures
17、for issuing an L/C 9.Bank examines the documents and draft for compliance with credit terms.If complied with,Sellers draft is honored.10.Documents release to Buyer after payment.ReturnThe procedures for issuing an L/C11.Buyer surrenders bill of lading to carrier(in case of ocean freight)in exchange
18、for the goods or the delivery order.ReturnSentence patterns L/C 常用搭配常用搭配L/Ccovering/regardingfor the amount ofin ones favorfor ones accountwith/through+goods+amount+beneficiary+payee+issuing bankL/C 常用搭配常用搭配 Please open an L/C covering twenty metric tons of apples for the amount of USD 20,000.We ope
19、ned an L/C in your favor through the Citi Bank this morning.请开立一个20公吨苹果的信用证,金额为2万美元。今早,我们经由花旗银行开立了一个以你方为受益人的信用证。L/C 常用搭配常用搭配 Today we have opened an irrevocable L/C in your favor for the amount of US$9000 covering our Order No.3422 with the Bank of China,Dalian.我们今天通过中国人民银行大连分行就第3422号定单开立了以你方为受益人的不可
20、撤消的信用证,金额为9千美元。+L/C 常用搭配常用搭配 今天,我方收到由美国花旗银行开出的以你方为付款人的金额为3500美元的信用证。We received an L/C for USD 3,500 for your account by the Citi Bank this morning.Returnwith reference to参考,查看 With reference to your offer of Jan.3,we wish to point out that the price is$24 each instead of$26.We refer you to our cont
21、ract of July 3 for 1000 dozen of mens shirts.参考你方1月3日报盘,我们想指出价格是每个24美元而不是26美元。请查看我们7月3日关于1000打男式衬衫的合同。stipulate The shipment is stipulated to be made before July 15.It is stipulated in the contract that the insurance should be covered by the seller.(合同)规定在7月15日以前装运。合同规定由卖方投保。Returnshould be.instead
22、of/not isnot 开证行应是中国银行而不是花旗银行。单价应为每公吨38英镑而不是每公吨38欧元。The issuing bank should be Bank of China instead of Citibank.The unit price should be 38 per M/T not 38 per M/T.should be.instead of/not isnot 装运港是上海,不是大连。The port of shipment is Shanghai not Dalian.Return draw v.开出开出(汇票汇票)As agreed,we are drawing(
23、a draft)on you for the value of this sample shipment.按约定,我们将开出一张汇票向你方索取这批按约定,我们将开出一张汇票向你方索取这批样货的价款。样货的价款。We are drawing on you at sight against your purchase of 200 sets of color TV sets.对于你方购买的对于你方购买的200台彩电,我们将开出即期汇台彩电,我们将开出即期汇票向你方索取货款。票向你方索取货款。with an eye to 着眼于,考虑到,着眼于,考虑到,为了为了 We have lowered ou
24、r price with an eye to closing this deal.为了达成这笔交易,我们已经降低了我们的价为了达成这笔交易,我们已经降低了我们的价格。格。With an eye to our business prospects,we wish you will change your terms of payment.为了你我贸易的前景,我们希望你们可以变更为了你我贸易的前景,我们希望你们可以变更付款条件。付款条件。Letter about choosing payment(1)The relevant business documents,such as the contr
25、act No.,the order No.and so on;(2)The customary payment practice of the writers;(3)The method of payment that the writers asks for this business.Sample letter on page 153(incoming)Dear sirs We refer to our letter of enquiry dated the 5th October.We have received your Proforma Invoice No.03688 and no
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