外经贸实用英语口语（第二版）Lesson 14 payment

Lesson14Payment支付LearningObjectivesTolearndifferentpaymentmodesandmeansininternationalsettlementTodiscusspaymenttermssuitableforboththesellersandbuyersTolearnhowtoaskforeasierpaymenttermsandgiveresponsesConversationAFocuson:AskingforpaymentbyD/PforthefirstdealInsistingonpaymentbyL/CNotes1.letterofcredit信用证1)信用证是可数的普通名词，单数为letterofcredit，复数为lettersofcredit，但在商业信中常作大写，单数为L/C，复数为Ls/C。此外，商业书信有时也用credit一个词示信用证，复数为credits2)即期信用证的表达方法是：letterofcreditavailablebysightdraft这里available可以和payable互用，by可以和against互用，sightdraft也可说成draftatsight，在商业书信中常简称sightL/C3)远期信用证的说法usanceL/C;timeL/C;termL/C以见票三十天议付的信用证为例：a.30days(usance)L/Cb.(time)L/Cat30daysc.(term)L/Cat30daysaftersightd.L/Cavailablebydraftat30daysaftersight2.Asyouareaware如你所知awareadj.明白的，清楚的，知道的Areyouawarethatyourcarisparkedonthesidewalk?你知道你把车停在人行道上了吗？Isheawareofthepriceofshoeslikethose?他知道那双鞋的价格有多高吗？3.thebalance余额；剩下的局部；平衡“剩下的局部〞还可说成therest，theremainder4.beinapositionto...能够〔指处于某种地位可做某事，或适宜做某事〕Wearenotinapositiontopromiseyouthatwewillmanufactureitinthenearfuture.我们无法保证在近期生产该产品。beinapositionto通常不宜与条件句连用，下面的句子用can或shallbeableto较好：IfyouopenanL/Cimmediately,weshallbeabletoshipthegoodsthismonth.如你方立即开信用证，我们就能在本月份装船。5.withaviewto为了……，着眼于……有时说withaviewof或withaneyeto，后接名词、动名词或其它名词性短语Thesemeasuresaretakenwithaviewtoincreasingthecompany'sprofits.采取这些措施是为了增加公司利润。Weallowyoua5%commissionwithaviewofencouragingfuturetransactions.我们给你5%的佣金，目的是鼓励将来的交易。6.accommodatevt.照顾，给……提供方便WecanaccommodateyouwithpaymentbyD/P.我们照顾你们用付款交单方式支付。accommodatingadj.〔形容人〕通融的，与人方便的ThesellersareaccommodatingenoughtoacceptpaymentbyD/A.买方很通融地接受承兑交单的支付方式。Pleasedonotthinkusunaccommodating.请不要认为我们不肯行方便。ConversationBFocuson:PaymentbyinstallmentsT/T(TelegraphicTransfer)L/G(LetterofGuarantee)Notes1.installmentpayment分期付款常说paymentbyinstallmentinstallment数期中的一期，数批中的一批。再如：shipmentininstallment分批装运70%ofthecontractvaluebepaiduponfirstdelivery,and30%aftercompletionofthelastshipment.额的70%用货到付款，30%在最后一批装运完成后支付。spreaddeliveries在这儿也是“分批交货〞的意思2.Consideringthelargesumofthepaymentforthefirstdelivery,...考虑到首批付款的金额相当大，……considering考虑到Consideringtheweather,wegottherequitesoon.考虑到天气情况，我们到得还是相当快的。Consideringyoursincerityinpushingthesalesofourproducts,wewillincreaseyourcommissionto3.5%.考虑到你们推销我方产品的诚意，我们将把给你的佣金提高到3.5%。3.Canyouexplainthisinmoredetail?能不能解释得更具体一些？indetail具体地，详细地Wehaven'tyethadachancetodiscussthematterindetail.我们还没有时机具体讨论这一问题。4.We'llproduceanL/Gissuedbyourbank.我们将出具银行开立的保。produce出具Heproducedaletterfromhisdeskwhichheaskedmetoread.他从桌上拿了一封信，让我读。5.ontheconditionthat条件是，在……条件下I'llcometothepartyontheconditionthatyoudon'twearthoseridiculoustrousers!你别穿那条滑稽的裤子，我就参加晚会！6.identicalto与……完全相同；与……相似Thetestsareidenticaltothosecarriedoutlastyear.考试跟去年的根本相同。5.Youshouldcompensateusifyourmachinesdonotmeasureuptothecontractedstandard.如果你们的机器赶不上合同标准，你们就应赔偿我们。compensate赔偿Theinsurancecompanywillcompensateyouforallthelosses.保险公司将赔偿你们所有损失。6.measureupto赶上，及得上；与……相符Thequalityofthegoodsyoudelivermustmeasureuptothesamples.你们所供货物的质量应与样品相符。ConversationCFocuson:PaymentinadvanceinaconsiderableorderUrgingforPaymentbyT/TNotes1.Withoutthepayment,theywon’triskproducingthesevaluableinstrumentsyou’veordered.不付款的话，他们不会冒险生产你们所订购的这些贵重仪器。riskvt.冒……之险Thecompanyriskslossinprofitsbycuttingprices.降价使公司冒有损失利润之险。Theyriskedlosingtheirjobs.他们冒着失去工作的风险。还可以用短语take/runtheriskofdoingsth.,beattheriskofsth./doingsth.等。2.Inthatcase,youwillloseout.那样的话，你们就亏本了。loseout亏本，表示“亏本，赔钱〞3.Actually,wearemanagingtocollectmanyoverdueaccountsreceivablefromourcustomers.事实上，我们正设法从客户那里收回了一些到期应付的款项。managetodosth.设法做成了某事，相当于succeededindoingsth，表示有了明确的结果，如：4.Wemanagetogetintouchwiththesoleagent.我们设法〔成功地〕联系上了独家代理商。比较：trytodosth尽力去做某事，没有明确结果，如：We’lltrytotalkhimaround.我们会尽力说服他的。5.accountsreceivable应收账款应付账款accountspayable逾期账款overdueaccounts,outstandingaccountsExercisesExerciseIIPatterndrills.Makesentenceswiththefollowingitalicizedexpressions:1)Asyouareaware,paymentbyL/Cisabitcomplicatedandexpensive.Asyouknow,thecostofrawmaterialhasgoneuptremendously.Nowyoutry:a.如你所知，这种产品供大于求。b.如你所知，国际货币市场非常不稳定。c.如你所知，时装的价格通常比普通服装高很多。d.如你所知，我们这款手提电脑相当好卖。Asyouareaware,thesupplyofthisproductexceedsthedemand.Asyouareaware,theinternationalcurrencymarketisveryunstablenowadays.Asyouknow,thepriceforfashionisusuallymuchhigherthanthatforcommonclothes.Asyouknow,ourlaptopcomputerofthiskindsellsprettywell.key2)I'mnotinapositiontogiveyouananswer.Nowyoutry:a.很遗憾我方无法报给你方所需质量的商品。b.由于大量承约，我方目前无法接受新订单。c.目前我们无法承揽新生意。d.我们不能向你供给该货物。Weareregretfulthatwe’renotinapositiontoofferthegoodsofyourneededquality.Owingtoheavycommitments,we’recurrentlynotinapositiontoentertainanyfreshorders.We’renotinapositiontoentertainnewbusinessatpresent.We’renotinapositiontosupplythegoodstoyou.key3)Butwewishtopointoutthatitisonlywithaviewtoencouragingfuturedealswithyouthatweareaccommodatingyouthistime.Nowyoutry:a.我们想指出，你方递价明显与现行市场价格不符。b.我们想指出，所装货物的质量不符合合同规定标准。c.我们想指出，你方报价太高，难以在此价格上成交。d.我们想指出，我方9月10日的信函已完全讲清此事。Wewishtopointoutthatyourbidisobviouslyoutoflinewiththeprevailingmarketprice.Wewishtopointoutthatthequalityoftheloadedgoodsisnotuptothecontractedstandard.Wewishtopointoutthatyourofferissohighthatnodealcanbeclosedatthisprice.WewishtopointoutthatourletterofSep.10hassettledthismatter.key4)Let'scometothemodeofpayment.Nowyoutry:a.下面我们接着谈保险事宜。b.下面我们接着谈合资企业一事。c.下面我们接着谈长期合作问题。d.下面我们接着谈短重一事。Let’scometotheinsurance.Let’scometothematterofjointventure.Let’scometothematteroflong-termcooperation.Let’scometotheshortweight.key5)Consideringthelargesumofthepaymentforthefirstdelivery,wesuggestpaymentbyL/C.Nowyoutry:a.考虑到质量，我们的价格还是可行的。b.考虑到订货的数量，你们应该将价格再降一点。c.考虑到剩下的时间不多了，我们得加快速度。d.考虑到你是公司的老员工了，公司准备派你到美国考察一趟。Consideringthequality,ourpriceisworkable.Consideringthequantityweorder,youshouldloweryourpricefurther.Consideringthelimitedtimeleft,wehavetospeedup.Consideringthatyouareaseasonedemployee,thecompanywillsendyoutovisitAmerica.keyExerciseIIIPutthefollowingsentencesintoEnglishorally:1.如果你们同意接受付款交单的话，别的方面我们可以做些让步。IfyouagreetoD/P,wemaymakeconcessionsonotherterms.2.在付款方面，我们可以接受保兑的、不可撤销的信用证。Regardingpayment,wecanacceptaconfirmed,irrevocableL/C.3.对于将来的交易，如果金额不超过2,000美元的话，可以接受付款交单。Forfuturedeals,D/PwillbeacceptableiftheinvolvedamountisnomorethanUSD2,000.4.我们越早收到你们的信用证，就能越早安排装船。TheearlierwereceiveyourL/C,thesoonertheshipmentwillbemade.5.鉴于我方大量订购，我希望贵方能提供更优惠的付款条件。Inviewofoursizableorder,wehopeyoucangrantusmorefavorablepaymentterms.6.由于这笔交易的货款数目巨大，我们希望贵方能同意我方分期付款的要求。Consideringtheconsiderableamountthisdealinvolves,wehopeyoucanmeetourrequestforpaymentbyinstallments.7.在签合同之前，我们有必要讨论支付方式。Wefinditnecessarytodiscussthemodeofpaymentbeforesigningthecontract.8.为了扩大业务，这次我们将接受远期信用证。Withaviewtoenlargingbusiness,wewillaccepttermL/Cthistime.9.我们坚持用信用证付款，因为它给出口商增加了银行担保。WesticktopaymentbyL/Csinceitaddsbanker’sguaranteetosellers.10.在合同签订以后10天内，我们将开出以你方为受益人的不可撤销的信用证。We’llopenanirrevocableL/Cinyourfavorwithin10daysafterthecontractissigned.ExerciseIVRoleplaythefollowingdialogueintoEnglishorally：A:上午好，Lewis先生，请坐。B:谢谢，刘先生。很快乐再次见到你。现在让我们继续磋商交易。A:好的，那么你想了解什么情况？B:请问贵方通常接受哪种支付方式？A:保兑的、不可撤消的信用证，这是国际贸易中惯用的付款方式。B:我明白。但你知道，用信用证支付手续繁琐，而且花费也很高，况且这次交易额又相当大，我们所需支付的押金也要高。咱们已合作过屡次，你能否接受付款交单或承兑交单，作为一种特别照顾？参考译文A:用信用证付款是公司的规定，虽然我们相信像你们这样的著名的跨国公司是不会违约的。B:那么我们各让一步吧!50%的货款用信用证支付，其余的用付款交单，你看如何?A:好吧，鉴于我们长期友好的关系,我同意你方的建议，但下不为例。B:感谢你方密切合作。参考译文A:Goodmorning,Mr.Lewis.Pleasehaveaseat.B:Thankyou,Mr.Liu.Nicetomeetyouagain.Let’scontinueournegotiation,shallwe?A:OK.Whatwouldyouliketodiscusstoday?B:Iwanttoknowwhatpaymenttermsyouusuallyaccept.A:ByconfirmedandirrevocableL/C,whichisacustomarypracticeininternationaltrade.B:Isee.Butasyouknow,paymentbyL/Cisalittlecomplicatedandcostly.Besides,thedepositwehavetopaythistimeishigherbecauseofthelargecontractvalue.Sincewehavecooperatedformanytimes,wewonderifyoucanacceptD/PorevenD/Aasaspecialaccommodation.ExerciseIV返回中文A:I’mafraidthatit’scompanyruletopaybyL/C,althoughwetrustwell-knownmultinationalcompanieslikeyouwon’tbreakthecontract.B:Howaboutmeetingeachotherhalfway?Thatis,50%ofthecontractvalueistobepaidbyL/C,andthebalancebyD/P.Whatwouldyousay?A:OK.Consideringourlong-termandfriendlybusinessrelationship,weagreetoyourproposalbutthiscannotbetakenasaprecedent.B:Thankyouforyourclosecooperation.返回中文Thankyou!