Terms of Payment

目前，国际贸易中常用的付款方式( payment terms)有：汇付（Remittance）、托收（Collection )、信用证（Letter of Cred it）三种方式。大金额交易时主要是用到信用证，小买卖当然是用托收和汇付来完成。

作为国际结算中的一个重要组成部分，对外贸易货款的支付一般是利用汇票这种支付凭据通过银行进行的。汇票中的跟单汇票（Documentary Draft）是对外贸易中最常用的一种支付工具。汇票按付款时间的不同，分为即期汇票和远期汇票两种。

Basic Expressions

1. Our terms of payment are by a confirmed irrevocable letter of credit by draft at sight.

我们的支付方式是以保兑不可撤消的、凭即期汇票支付的信用证。

2. Since the total amount is so big and the world monetary market is rather unstable at the moment, we can not ac cept any terms of payment other than a Letter of Credit.

因为这次交易额大，而且目前国际金融市场很不稳定，所以我们除 接受信用证付款外，不能接受别的付款方式。

3. We would suggest that for this particular order you let us have a D/D, on receipt of which we shall ship the goods on the first available steamer.

此次订货，我们建议你们使用即期汇票。收到该汇票后，我们将把 货物装上第一条可定到的船。

4. In order to conclude the business, I hope you’ll meet me half way. What about 50% by L/C and the balance by D/P?

为了做成这批生意，希望双方都各让步一半。百分之五十以信用证 付款，百分之五十按付款交单怎么样？

5. For such a large amount, a L/C is costly. Besides, it ties up my money. All this adds to my cost.

开这样大数额的信用证，费用很大，再说资金也要积压，这些都要 使成本增加。

6. I’d like to discuss the terms of payment with you. I won der if you would accept D/P.

我想同你讨论一下付款条件。不知你能否接受付款交单的方式。

7. Since we are old friends, I suppose D/P or D/A should be adopted this time as the mode of payment.

咱们是老朋友了，我想这次应该用D/P或者D/A付款方式吧。

8. As we must adhere to our customary practice, we hope that you will not think us unaccommodating.

由于我们必须坚持我们的一贯做法，我们希望你不要认为我们是不 肯通融的。

9. We regret we cannot accept Cash Against Documents On Arrival Of Goods At Destination.

非常遗憾，我们无法接受“货到目的地后凭单付款”这一条件。

10. We wish to reiterate that it is only in view of our long and friendly business relations that we extend you this accommodation.

我们重申，正是鉴于双方长期友好的业务关系，我们才做出此项调和。

11. We have instructed our bank to open an irrevocable documentary letter of credit in your favor. The amount is $ 1,300.00.

我们已通知我方银行开立以你方为受益人的、不可撤消的、跟单信 用证，其金额为一千三百美金。



12. We’d like you to accept D/P for this transaction and future ones.

我们希望你们对这笔交易和今后的交易接受付款交单方式。

13. Your proposal for payment by time draft for Order No.1 is accept- able to us.

对于你方一号订单，我们可以接受你们远期汇票支付的提议。

14. We shall draw on you at 60 days sight the goods have been shipped. Please honor our draft when it falls due.

货物装运后，我们将向你方开出见票六十天内付款的汇票，请到期 即付。

15. The bank has just advised us that our Draft No.2 was de clined (rejected, refused).

我们刚收到银行通知，我们的第二号汇票被拒付了。

16. Under the installment plan, 20% of the contract value is to be paid with orders.

根据这个分期付款计划，合同总值的百分之二十应在订货时付讫。

17. Please indicate that the L/C is negotiable in our country.

请注明信用证在我国可以议付。

18. We shall open an irrevocable letter of credit in your favor, pay able in Hong Kong against shipping documents.

我方将开立以你方为受益人的、不可撤消的信用证，在香港付款交 单。

19. Your request for D/P payment has been considered and we agree to grant you this facility.

我们已经考虑过了你方付款交单的要求，并同意给予你们这个方便。

20. The time draft is to be countersigned by the Bank of Hong Kong, certifying that your signature is true and valid.

远期汇票要由香港银行回签，以证明你方签字是真实、有效的。

Conversations

Dialogue 1

W: Well, we’ve settled the question of price, quality and quantity. Now what about the terms of payment?

B: We only accept payment by irrevocable letter of credit payable against shipping documents.

W: I see. Could you make an exception and accept D/A or D/P?

B: I’m afraid not. We insist on a letter of credit.

W: To tell you the truth, a letter of credit would increase the cost of my import. When I open a letter of credit with a bank, I have to pay a deposit. That’ll tie up my money and increase my cost.

B: Consult your bank and see if they will reduce the required deposit to a minimum.

-- 好吧，既然价格、质量和数量问题都已谈妥，现在来谈谈付款方式 怎么样？

-- 我们只接受不可撤消的、凭装运单据付款的信用证。

-- 我明白。你们能不能破例接受承兑交单或付款交单？

-- 恐怕不行，我们是坚决要求采用信用证付款。

-- 老实说，信用证会增加我方进口货的成本。要在银行开立信用证，我得付一笔押金。这样会占压我的资金，因而会增加成本。

-- 你和开证行商量一下，看他们能否把押金减少到最低限度。

W: Still, there will be bank

商品、货物

商品
article of commerce||commercial article

食品
article of food

家具
article of furniture

衣着类商品
article of clothing

出口商品
article of export

实用品
article of utility

贵重品
article of value

委托买卖品
article of consigned

被抛弃货物
abandoned goods

空运货物
air-borne goods

货物的分配
assignment of goods

 

特价品
bargain goods
禁制品||黑市货
black-market goods

罐头
canned goods||tinned goods

生产原料
capital goods

粗制品
coarse goods||crude goods||bad article

出清存货||清仓货物
clearance goods

消费品
consumer goods||consumpiton goods

禁止进口货
contraband goods

棉制品
cotton goods

应交税的商品
customable goods

易损商品
damaged goods

耐久商品
durable goods

危险品
dangerous goods

国货
article of domestic manufacture||domestic goods(U.S.A.)||inland goods(U.K.)

衣料
dress-goods

陶瓷||瓷器
earthen-ware goods

绸缎尼龙纺织品
dry-goods

进口货
article of import||foreign goods||imported goods||sea-borne||goods

杂货
fancy goods||sundry goods||miscellaneous goods||general goods||general merchandise

高级品
high-quality goods

一等品(同样类推: second rate goods 二等品 ...)
first-rate goods||first-class goods

重品
heavy goods

轻质品
light goods

家庭用品
household goods||domestic article||household article

奢侈品
luxury goods

易燃品
inflammable goods

廉价品
low-priced goods

主要商品
major goods

制成品
finished goods||manufactured goods||finished article

半成品
half-finished goods||semi-manufactured goods||unfinished goods||unfinished article

体积货物
measurement goods

高级品
quality goods||superior article||valuable merchandise

不耐久货品
perishable goods

加工品
processed goods

衣料||论件商品
piece-goods

零售商品
retail goods

批发商品
wholesale goods

抢救货||剩余物资||换代货
salvage goods

绢制品||纺织品
silk goods||soft goods

体育用品
sporting goods

季节性货品
seasonal goods

标准货||正牌货
standard goods||standard merchandise

缺货
shortage of goods

必需商品||纤维制品
staple goods

战略物资
strategic goods

代用品
substitute goods

供应商品
supply of goods

战争物资
war goods

已售货品
sold goods

退货商品
reshipped goods||returned merchandise

剩货||存货
unsold goods

毛织品
woollen goods

酒类
wet goods

销货收入
goods earnings

货物的运送
goods traffic

完税商品
dutiable article

工艺品||特种商品
fancy article

礼品
gift article

化妆品
toilet article

二手货
secondhand article||used article

扣留品||查封货
seized article

陈列品
shop soiled article

有竞争力商品
competing article

有用物品
useful article

有害物品
hazardous article

已通(海)关商品
approved merchandise

未准通(海)关商品
unapproved merchandise

货主不明的货物
unclaimed merchandise

货车||火车
merchandise train

商品贸易
merchandise trade

商品的分配
commodities allocation

商品买卖介绍人||商品经纪人
commodity broker

货物买卖经纪人
produce broker||produce exchange||produce partment

囤积货品
commodity corner

商品美金(美)
commodity dollar

物品集散、批发中心
commodity distribution center||produce distributing center

商业汇票
commodity draft

商品交易所
commodity exchange

商品市场价格
commodity market||commodity prices

商品化币(美)
commodity money

日用品||必需品
daily commodity

必需品
essential commodity

易销商品||适销品
marketable commodity

易腐品||保管困难的商品
perishable commodity

商品转手
movement of commodity

主要物品||重要产品
shortage of commodities

生活用品
vital commodity

产品陈列馆
produce museum

农作物||农产品
produce of fields

工业产品
industrial products

智力产品
intellectual products

海产品
marine products

天然产品
natural products

副产品
residual products

质量

上等货
Al article||OK article

一级品
first grade article||fine article||good article||superior article

超级品
article of first quality||article of extrra OK grade||extra fine article

中级品
middling||medium goods||common goods||good fair average(G.F.A.)||fair average quality(F.A.Q.)

低档货
inferior article||article of inferior quality||low grade goods||bad goods

价格行情

实际价
actual price

标价||不二价
fixed price

进口价
import price

出口价
export price

价格表||价目表
list price

时价||现行价
current price

市场标价
market price||tag price

出厂价格
factory price||price at factory

成本价
cost price||prime cost||first cost

原成本
initial cost

购入价格
buying price||purchase price

出售价格
selling price||sale price

净价
net price||nett price

现货价格||立即付款价格
spot price

总价||毛价
gross price

特别价格||牺牲价格
special price

特价||低于市场价格
marked-down price

付现金价格||现金支付价
cash price

赊购价格||挂帐价格
credit price

契约价格||合同价
contract price

特贵(讨价)价格
fancy pirce||exorbitant pirce||extravagant price

普通价格
average price||natural price||normal price

 

缺货时的市场价
famine price
平面价格
flat price

询价
asked price

追加的价格
additional price

加上杂费的价格
all-round price

按行情索要的最高价
best price obtainable

出价||递价
bid price

一揽子价格
blanket price||lump price

削价||折扣价||降价
cut price||price cutting

竞销价格||拍卖价格
auction price

开价||起始价
opening price

概算价格
approximate price

行市价格
ruling price

基本价格
basic price||ground price

记录价格||破记录价格
record pirce

收盘价||稍跌的价格
close price

收盘行情
closing pirce

竞争价格
competitive price

加价价格
cost plus price

保证金付清后价格
exhaust price

额外价格
extra price

平价||相当价格
fair price

实价||固定价格
firm price

发行价格
issue price

高价
high price

低价
low price

清算价格(美)
making-up price

造币价格(纯金)
mint price

廉价||低价
moderate price

名义价格
nominal price

最低价格||成交价格
lowest price

最低价格||成交价格
rock-bottom pirce

最高价格
ceiling price

最低价格
floor price

报价||报盘价
offered price

公定价格||官方定价
official price

黑市价格
black-market price

包括一切费用的价格
overhead price

质量单位价格
per quality unit price

现行价格
present price||price current

禁止价格
prohibitive price

开价||报价
quoted price

克己价格||竞买最低价
reserve price

零售价格
retail price

批发价格
wholesale price

双方议定价格
settling price

场外价格||交易所外价格
street price

预约价格
subscription price

卷尺价格
tape price

内部行情
trade price||inside price

两种价格
two prices

单价||单位价格
unit price

最低价格||开拍价格
upset price

广大价格||行情价格
wide price

商品价格协会
price association

标价
price card

价格协定
price cartel

价格波动
price fluctuation

物价指数
price index||price numbers

限价
price-limit||limit

价格表
price-list

价目记号
price mark

价格变动
price movements

交易价格||议定价
price negotiated

价格条款
price terms

加上费用价格
price plus

投标价格
price tendered

工资
price wages||price-work

装运港船上交货价格
F.O.B. price||Free on board price

装运港船上交货并含平仓费在内的价格
F.O.B. & Trimmed price

船边交货价格
F.A.S. price||Free alongside ship price

到岸价格(成本+运费+保险)
C.I.F. price||Cost, insurance, and freight price

成本加运费价格
C. & F. price||Cost & freight price

CIF加佣金和利息价格
C.I.F. & C.I. price||C.I.F. Commission, Interest price

CIF加汇费价格
C.I.F. & E. price||C.I.F. & Exchange price

含全部费用的价格
franco price

现场交货价格
loco price

卡车交货价
F.O.T. price||Free on Truck price

码头交货价
free docks price

目的地码头交货价
Ex quay price

工厂交货价
Ex factory price

目的地船上交货价
EX ship price||free overside price

火车站交货价
At station price

含铁路运费价格
On rail price

到岸价格||陆上交货价
landed price

关栈交货价||保税仓库交货价
Inbond||bond price

完税后交货价格
Duty paid||Ex customs compound

完税前交货价格
Duty unpaid price

发盘用语

报盘
to offer||to make an offer||to submit an offering

发实盘
to offer firm||to make a firm offer

还盘
to make a counter offer||to counter

本报盘以尚未出售为准
to offer subject to unsold, without engagement

留盘
to hold an offer open||to keep an offer open

撤销一项发盘
to withdraw an offer||to cancel an offer

接受一项发盘
to close with an offer||to entertain an offer||to accept an offer

更改发盘
to improve an offer

变更报盘
to alter an offer

延长发盘有效期
to extend an offer

重新报盘
to renew an offer

重复报盘
to repeat an offer

拒绝接受报盘
to decline an offer

此报盘以我方尚未售出为准
an offer subject unsold

一般报盘

上述报盘, 以你方答复在不迟于本月底前到达我方为有效。一旦此报盘过期, 此货不可能存留不售。
This offer is firm subject to your immediate reply which should reach us not later than the end of this month. There is little likelihood of the goods remaining unsold once this particular offer has lapsed.

为使你满意并维持顾客, 对贵公司的需求, 我们不计较数量多少, 均提供最低价格。
In our offer, we shall make it our business to charge you the lowest possible price for any quantity you may require, in order to give you an entire satisfaction and to retain your customs.

相信贵方能接受我们的报价, 此盘有效期可到回电为止。
We trust that you will be able to accept our offer, which shall be kept open against reply by wire.

此盘有效期至收到你方回电为止。
This offer will remain open until receipt of your wire per return.

兹向该公司提供这些商品的报价。
We offered them the goods.

我们向该公司提供这些商品的报价。
We offered the articles to the firm.

上列货物, 按本季行情, 报价为:
We offer the goods at the current season's prices of

清库发盘

现减价处理库存货物, 价格至少减50%, 是家俱及五金制品前所未有的优惠价, 请勿失良机。
The stock on hand at present will be sold at a reduction of at least 50 per cent., and purchasers are respectfully in vited to avail themselves of this opportunity of providing themselves with articles in furniture and ironmongery at unprecedentedly low prices.

 

请各位早日光临, 勿失良机。
Purchasers are respectfully requested to come early to prevent disappointment.
我们正在清仓, 有丝织品、天鹅绒、丝带、披风、披肩、毛制品、棉织品以及其他男士服饰, 均以进货价出售, 特告。
We are pleased to notify you that the whole of their extensive stock of silks velvets, ribbons, mantles, shawls, woollen and cotton goods. haberdashery, is now on sale at prime cost.

本店另有他用, 全部货物急需清仓处理。
As the premises will be shortly required for other purposes, the whole of the goods must be immediately disposed of without reserve.

请求前来订货发盘

我们与本地一流的厂商均有贸易联系, 所以能提供贵方所需的东西, 只要贵方有吩咐,定能使贵方满意。冒昧请你关照。
We venture to solicit a share of your favour, as being in touch with all the leading merchants here, we are able to deal satisfactorily with any commissions with which you may entrust us.

尽管孟加拉在抵制英货, 但棉织品仍然畅销。贵方如委托我们试销, 相信您不会失望。
In spite of the boycott of British manufactures in Bengal, there is still a fine market for cotton goods, and if you would consign us a small trial parcel, we are sure you will not be disappointed with the result.

我公司是制造厂商, 能保证产品质量和做工精美。贵公司订货如能一如既往, 将不胜感激。我当迅速、认真履约, 提供高效优质服务。
Being actual manufacturers, we are able to guarantee a uniform quality and excellent workmanship of our goods, and we shall be glad to be favoured, as before, with your esteemed orders, which shall have our prompt and careful attention.

数日前写给贵公司的信谅已收到, 前函的发盘现又有重要进展。
Since I wrote to you a few days ago, there hsas been an important development as regards the offer I then made you.

关于经营地毯可见效益一事, 在上星期写给贵公司的信中, 有个要点没有提到, 即:
Referring to the letter which I wrote to you last week about the profit you could make by taking up the sales of rugs, there is an important point which I did not mention. It is this:

为不使我们的顾客失望, 贵公司如对这次生意有兴趣, 请迅速通知我们。因目前所剩余货不多, 日后我们无法再以此价进货。
I am anxious not to disappoint possible buyers in distant cities, to whom I wrote at the same time. Will you please therefore let me hear from you at once if this bargain interests you, because there are only a very few left now and we cannot get more at anything like this price.

我们的报价只有5天有效期, 但又考虑到, 外地区顾客应给予更多的时间研究, 才算公平。
Our offer to you was open only for 5 days, but, on thinking it over, it appears to us to be only fair that buyers in distant cities should be allowed extra time.

本人冒昧地邀请贵方于5月17日前来光顾本店, 请多关照。
On the 17th May, I venture to invite you to have a look at my shop, and wish me success.

本店现有时新商品, 如能光顾, 则非常感谢。
I have stocked it with up-to-date goods, and I shall regard it as a favour if you will come along and look at them.

请您光临, 购买与否, 悉听尊便。
Yes, just look at them-for you will hot be pressed to buy.

实盘
请确认实盘F.O.B.大连还是C.I.F.青岛。
please get a firm offer, F.O.B. Dalian, or C.I.F. Qingdao.

贵公司可否以电报确认实盘?
Can you obtain firm offer, subject to cable reply?

本实盘以7月10日中午前得到贵方答复生效。
We offer you firm the articles subject to receiving your reply here at noon on July 10.

为了提高顾客的兴趣, 请报实盘。
Please make us firm offer in order to interest our buyers.

付款条件

现金帐户
Cash account

预付现金
Cash advance

凭提货单支付现金
Cash against Bill of Lading (B/L)

凭单据付现款||凭装货单付现款
Cash against Documents

现金资产
Cash assets

现金结存||现金差额
Cash balance

现收现付制||现金收付制
Cash basis

付现款后交货||交货前付现款
Cash before delivery

装运前付现款
Cash before shipment

现金交易
Cash dealing

现款押金||现金存款
Cash deposit

现金折扣||现金贴现
Cash discount

付现款||现金支付
Cash payment

现金结算
Cash settlement

货到付现款
Cash on delivery (C.O.D.)(Eng.)

货到收现款
Collect on delivery (C.O.D.)(Am.)

承兑后若干天付款
days after acceptance (D/A)

开票日后若干日
days after date (D/D)

见票后若干日
days after sight (D/S)

定期汇票
date draft

承兑交单
documents against acceptance (D/A)||documentary Bill for Acceptance (D/A)

付款交单
documents against payment (D/P)

折扣
discount (DC)

付现款时2%折扣
less 2% due net cash

现款5%折扣
5% for cash

一个月内付款2%折扣
2% one month

三个月内付款需现金
3 months net

立即付现款
prompt cash

付现款
net cash||ready cash||cash

汇票(美)
draft

汇票(英)
bill of exchange

见票即付||即期汇票
draft at sight||sight draft

托收汇票
draft for collection||bill for collection

来取即付汇票
draft on demand||bill on demand

见票后 .. 天付款
draft at .. days' date

跟单汇票
draft with documents atta ched||documentary draft

无追索权汇票
draft without recourse

银行汇票
bank draft

银行汇票||银行票据
banker's draft

商业汇票
merchant's draft

电汇
cable draft

折扣汇票
discount draft

 

被拒付汇票
dishonoured draft
付款例文

我方现拟采购附单所开出的各项货物, 希贵方能尽量航寄最优惠的 C&F 纽约价格.
We are now in the market for the goods mentioned in the attached list and shall appreciate it if you will airmail us as soon as possible your best quotation C&F, New York.

这次订单为合同的组成部分之一。请告最优惠条件为盼。
Please put us on your best terms, as this order forms a part of the contract.

请告知现金支付的最佳条件和折扣率。
Please state your best terms and discount for cash.

请告知有关折扣的最佳装运条件。
Please put us on your very best shipping terms as regards discount.

由于贵方报价需现金, 所以我们想再打折扣。
We think you can well accord us a substantial discount off your list price, which we see are quoted net cash

谢绝报盘

感谢贵方报价, 遗撼的是目前我公司对此尚无兴趣。
We thank you for your offer, but we regret that it does not at present interest us.

感谢寄来的样品。但目前我库存过多, 待需用时, 定当与贵公司接洽。
We thank you fo rthe samples just received, but at present we are rather overstocked; when we are in the market again, we will give you an opportunity of quoting.

我们曾对此类商品进行过试销, 因顾客反映不良而停止, 所以无法考虑贵方对该商品的报价, 深表遗撼。
We regret we cannot avail ourselves of your offer of these goods, because we have allready tried such goods, and had discontinued them through the complaints of our customers.

谢谢贵方的报价, 遗撼的是我们无法订货。
We thank you for your offer, but regret being unable to hand you orders.

样品用语
样品
sample

模式||样本||图案
pattern

标本
specimen||type

模式||规范
model

标准
standard

说明书||商标||标记
description brand

样品卡
sample card

样品本
sample book

样品号码
sample number

样品簿
sample sheet

样品切片
sample-cutting

样品留底||复样
dueplicate sample

新样品
new sample

报样
outturn sample

装船样品||运出样品
shipping sample

发货人样品
shipper's sample

标准样品
standard sample||type sample

商用样品
trade sample

现货样品||购货样品
purchase sample

工厂样品
maker's sample

仲裁人样品
umpire sample

样品
sample passer

样品
split sample

样品
selling sample

样品
buyer's sample

样品
reference sample

样品
counter sample

样品
original sample

样品
free sample

样品
sample fair

样品
sample room

样品
sample offer||offer with samples

样品
sample discount

样品
sample order

样品
sample parcel

样品
sample post

样品
full set of samples

平均选样
average sample

中等级样品||大路货样品
fair average sample

与样品相符||按照样品
as per sample

与样品相同
to be equal to sample

样品薄
pattern book

式样卡
pattern card

送样品
to sample

取样品
to get a sample||to take a sample

寄样品||提供样品
to send a sample

展示样品||陈列样品
to show a sample

检查样品
to inspect a sample

凭样品买
to buy on sample

凭样品卖
to sell on sample

按照样品||符合样品
to be in accordance with the sample||to be according to the sample||to correspond with the sample

与样品相符合||可视同
to be up to the sample||to be equal to the sample

比样品差
to be inferior to the sample

印花的式样||花纹装饰的式样
flowered pattern||flowery pattern

新式样
new pattern||newest pattern

旧式样
old-fashioned pattern

装饰式样
ornamental pattern

普通式样
plain pattern

格花式样
shepherd's plaid pattern||checkered pattern

条纹式样
striped pattern

询求样品

本公司相信, 4月18日寄出的纪念品必已收到。本公司极为乐意知悉, 此批货物是否合于贵公司的意愿, 请来函告知。
We trust that the samples of souvenirs sent on the 18th April have reached you. We should be greatly obliged if you would inform us whether these goods are suitable for your purposes.

如能提供下列各种高档印刷用纸, 请寄样品。
Will you please send us samples of the best printing papers you can offer of the following kinds:

贵公司的纸张如能符合我方要求, 而且价格合理, 可否提供样品?
Can you send us samples of paper that you can guarantee in this respect, and that will also be reasonable in price?

下列品种的高档书信用纸如能供货, 请寄样品。
Will you please send us samples of the best note-papers you can offer of the following kinds:

请寄给我们春季用的衬料新品种样品, 库存或现生产中的布料均可。
You might also send me patterns of any new linings in stock or on the looms, for the spring.

寄送样品

贵公司昨日的来信收悉, 我们将送去下列样品。
We have received your favour of yesterday's date, and have pleasure in enclosing you our samples as follows:

今日送上第三号混合燕麦样品, 请查收。报价为F.O.B.旧金山, 每夸特(28磅)10美元。
We have this day sent you, per sample post, a sample of No. 3 mixed oats, which we quote $10.00 per qr., f.o.b. San Francisco.

现送上我公司最近发行的目录一份和几件样品, 贵公司对此可能感兴趣, 我们静候回音。
We are enclosing a copy of our recent catalogue with a few samples which may possibly interest you, and shall be glad to hear from you at any time.

今天, 我们冒昧送去小麦样品。
We take the liberty to day of sending you samples of wheat.

收到样品

 

贵公司5月20日寄来的样品和价目表均已收到。
Your esteemed favour of the 20th May, with samples and price-list, is duly to hand.
贵公司寄来的价格表、折扣率、成交条件和样品均收到。对以上诸方面, 我们均感到满意。
We have received your samples, with a price-list, also your scale of rebate and terms of settlement, all of which we find satisfactory.

贵公司的样品已收到, 现已转给用户。
Receiving your samples, we have shown them to hteir buyers.

贵公司6月1日的来信、葡萄酒样品和价目表均已收到。经试饮, 品质很好。不足的是价格比我们的通常价格高出太多。
We have duly received your letter of Jun 1, with samples and price-list of your wines, which we have tested. The qualities are satisfactory, but your prices are considerably above our usual figures.

目录、价目表

希望能寄给我们贵公司的目录以及大批量订货的报价。
I shall be glad if you will send me your catalogue, together with quotations for large quantities.

随信寄去目录表一份, 并附有批量订购现货的报价。
We are sending you by this post a catalogue, containing quotations for large orders taken from our existing stock.

现寄上一份适合贵公司业务的, 并附有图解的机械目录付本。
We have pleasure in sending herewith a copy of our illustrated catalogue of the machines suitable for your business.

随信寄去新修改的目录和价目表, 希望这些商品能适合贵公司的业务。
I send you my revised catalogue and price-list, in the hope that you may find something to suit you.

 

charges in connection with the credit. It would help me greatly if you would accept D/A or D/P. You can draw on me just as if there were a letter of credit. It makes no great difference to you, but it does to me.

B: Well, Mrs. Wang, you must be aware that an irrevocable letter of cred it gives the exporter the additional protection of the bank er’s guarantee. We always require L/C for our exports. And the other way round, we pay by L/C for our imports.

W: To meet you half way, what do you say if 50% by L/C and the balance by D/P?

B: I’m very sorry, Mrs. Wang. But I’m afraid I can’t promise you even that. As I’ve said, we require payment by L/C.



-- 即便那样，开立信用证还是要支付银行手续费。假如你能接受承兑 交单或付款交单，这就帮我大忙了。你就当作是信用证一样向我开 汇票。这对你来说区别不大，但是对我来说就大不一样了。

-- 王小姐，你应该也知道，不可撤消的信用证给出口商增加了银行的 担保。我们出口一向要求采用信用证；反过来讲，我们进口也是信 用证付款。

-- 我们都各让一步吧，货价的百分之五十用信用证，其余的采用付款 交单，你看怎么样？

-- 对不起，王小姐。即便那样，我恐怕也不能答应。我都说过了，我 们要求用信用证付款。

Dialogue 2

A: Well, Mr. Brown, we’ve settled everything in connection with this transaction except the question of payment in yen. Now can you explain to me how to make payment in yen?

B: Many of our business friends in England, France, Switzerland, Italy and Germany are paying for our exports in Japan currency. It is quite easy to do so.

A: I know some of them are doing that. But this is new to me. I’ve never made payment in yen before. It is convenient to make pay- ment in pound sterling, but I may have some difficulty in making payment in yen.

B: Many banks in Europe now carry accounts in yen. They are in a position to open letters of credit and effect payment in yen. Con- sult your banks and you’ll see that they are ready to offer you this service.

A: Do you mean to say that I can open a letter of credit in yen with a bank in London or Bonn?

B: Sure you can. Several of the banks in London, such as the National Westminster Bank and Barclays Bank are in a position to open letters of credit in yen. They’ll do so against our sales confirmation or contract.

A: I see.

-- 布朗先生，除了日元付款问题外，我们已经谈妥了有关这笔交易 的所有事项。现在，能不能请你解释一下如何用日元付款？

-- 我们在英国、法国、瑞士、意大利及德国的许多商界朋友都用日元 支付我们的出口货物。这很容易做到。

-- 我知道有些人是这么做。但对我来说，这是新做法。我从来没用过

日元付款。用英镑付款很方便,但用日元付款可能会有些麻烦。

-- 现在欧洲许多银行都可以开立日元账户。他们可以开立信用证并且 用日元支付。你去银行咨询就可知道，他们会替你办理这项业务的。

-- 你是说我可以在伦敦或者波恩的银行开立日元信用证吗？

-- 当然可以。在伦敦有好几家银行，如国家威斯敏斯特银行和巴克 莱银行等都可以凭我们的销售确认书或合同开立日元信用证。

-- 我知道了。

Dialogue 3

W：To get around your difficulty, Mr. Brown, I’d sug gest that you reduce your order by half. You can send in an ad di tion al order later.

B: Well, I’ll consider the possibility. By the way, when do I open the L/C if I want the goods to be delivered in June?

W: A month before the time you want the goods to be delivered.

B: Could you possibly effect shipment more promptly?

W: Getting the goods ready, making out the documents and booking the shipping space -- all this takes time, you know. You cannot expect us to make delivery in less than a month.



B: Very well, Mrs.Wang. I’ll not reduce my order. I’ll take the full quan ti ty you offer. And I’ll arrange for the Letter of Credit to be opened in your favor as soon as I get home.

W: When will that be?

B: Early next week. In the meantime, I should be very pleased if you would get everything ready. I hope that the goods can be

dispatched promptly after you get my Letter of Credit.

W: You can rest assured of that. We’ll book you order and inquire for the shipping space now, so that shipment can be effected within two or three weeks of receipt of your L/C.

B: That’ll be fine. I appreciate your cooperation.

-- 布朗先生，我建议你把订单数量削减一半以摆脱你的困难。你可 以以后再下追加订单。

-- 喔，我考虑一下这种可能性。顺便问一下，如果我想要你们六月份 交货的话，我需要在什么时候开立信用证呢？

-- 交货期前一个月。

-- 你们能否再提前一点交货呢？

-- 你瞧，备货、制单证、订舱位——所有这些都要花时间。你总不 能要求我们在不到一个月的时间内交货吧。

-- 好吧，王小姐，我不打算减少订单的数量。你提供的数量我全部

都要。我一回去马上着手办理开立以你方为受益人的信用证。

-- 那将是什么时候？

-- 下周初。与此同时，如果你们能将所有的事情准备好，我会非常 满意。我希望你们收到我的信用证后能马上发货。

-- 这点我们可以保证。我们这就下单生产、订舱位，这样在收到你方 信用证的两、三星期内就能安排装运。

-- 好，谢谢你们的合作。

W: Very good. Well, thanks to your cooperation, our discussion has been very pleasant a

nd fruitful. I sincerely hope that the volume of trade between us will be even greater in the future.

B: By the way, Mrs. Wang, we have a mind to do joint participa- tion with you on Japanese arts and crafts in our market. Would you entertain this proposal?

W: Well, this is something new. A few of our friends from Europe have also suggested that we participate in joint enterprise with them dealing in some of our goods. We think there are a lot of details to go into.

B: If you feel our proposal is attractive, it is estimated that business to the extent of over twenty million marks can be done in this manner.

W: Naturally, I appreciate your efforts in pushing the sale of

Japanese arts and crafts. But I’m not in a position to discuss your proposal today. I must first talk to our director, and discuss it with you some other time.

B: All right. Anyway, I’ll be staying here for another two weeks. But I’m looking forward to having something done in this respect.

W: We’ll talk about it next time. Now that everything is settled, let’s have a cup of tea, and take our minds off business for a change.

-- 太好了。由于你们的合作，我们之间的谈判很愉快而且富有成果。 我真诚地希望今后我们之间的贸易额会进一步扩大。

-- 王小姐，顺便提一句，我们有意与你方合作，在我国市场上合资 经营日本工艺品。你们愿意接受这个提议吗？

-- 这是一个新做法。有些欧洲朋友也建议我们与他们一起合资经营我 们的一些产品。不过，这个需要进行详细地讨论。

-- 如果你们觉得我方提议值得考虑采纳，估计以这种方式，贸易额 可以达到二千万马克以上。

-- 当然，我们很感激贵方为推销日本工艺品所作的努力，但是我今 天无法与你方讨论这一问题。我得先和我们主管商量一下，然后和 您找个时间再谈。

-- 好吧，反正我还会再呆两个星期。不过我期望在这方面能够取得进 展。

-- 我们下次再谈吧。既然所有的问题都解决了，我们喝杯茶，抛开业 务问题休息一下吧。

Words and Expressions

irrevocable [i5revEkEbl] 不可撤消的，不可取回的

deposit [di5pCzit] 押金，定金

tie up 占压资金

minimum [5minimEm] 最低限度

guarantee [7^ArEn5ti:] 保证，担保

Switzerland [5switsElEnd] 瑞士

currency [5kQrEnsi] 货币

be in a position to 能够

sales confirmation 销售确认书

effect [i5fekt] 实行，生成

promptly [5prRmptlI] 迅速地

dispatch [dis5pAtF] 发送

Notes

1. joint enterprise 合营企业

2. payment by irrevocable letter of credit payable against shipping documents

不可撤消的、凭装运单据付款的信用证付款方式

3. D/P = Documents against Payment 付款交单

4. D/A = Documents against Acceptance 承兑交单

5. in connection with 有关于……， 和……有关系的

6. draw on sb. 向……开出汇票

7. you must be aware that… 你一定知道

8. and the other way round 反过来讲

9. 50% by L/C and the balance by D/P

百分之五十采用信用证，剩余部分采用付款交单

10. against our sales confirmation 凭我们的销售确认书

11. to be opened in your favor 以你方为受益人的

12. you can rest assured of that 这个你可以放心

13. thanks to 由于，因为

14. now that everything is settled…… 既然事情都解决了……



A Specimen Letter

Dear sirs：

We have received your letter of December 20th and noted with interest your intention of pushing the sale of our automobiles in your country.

Although we are much appreciative of your efforts to help sell our automobiles, we regret being unable to consider your request for payment by D/A 60 days?sight. Our usual practice is to ask for sight L/C.

However, in order to facilitate developing the sale of automobiles in your market, we are prepared to accept payment by D/P at sight as a special accommodation.

We hope that the above payment terms will be acceptable to you and look forward to the pleasure of hearing from you soon.

Yours faithfully,

Manager

先生：

十二月二十日来函收到，获悉你方有意在贵国推销我们的汽车。对此，我们很感兴趣。

对你们为推销我方汽车所作的努力，我们甚为感激。 但对你方要求以见票后六十天内承兑交单付款一事，我们很保歉不能予以考虑。我们通常的做法是要求即期信用证付款。

然而，为了促进我们的汽车在贵方市场上的销售，我方准备接受即期交单付款方式，以示特别照顾。

希望你能接受上述付款条件，并盼早日收到回音。

经理

释文

支付条款

Substitution Drills

1 A: What are your terms of payment?

How are we going to arrange payment?

What is the mode of payment?

B: We want payment to be made by confirmed, irrevocable L/C.

You’ll need to open a confirmed and irrevocable letter of credit.

We’d like you to pay us by confirmed and irrevocable letter of credit.

你们使用什么付款方式？

我们怎么安排付款？

付款方式是什么？

我们要求采用保兑的、不可撤消的信用证来支付。

你们需要开立一个保兑的、不可撤消的信用证。

我们希望你们能用保兑的、不可撤消的信用证来支付给我们。

2 A:The point is that to open a L/C does mean additional expense.

The trouble is that opening a L/C will add to the cost of our imports.

The problem is that payment by L/C will cause us some difficulty in getting the license.

B: I’m sorry that can’

t be helped.

问题是开立一个信用证将意味着额外的开支。

问题是开立一个信用证将增加我们的进口成本。

问题是用信用证付款将给我们获得许可证方面带来一些困难。

很抱歉，没办法。

3 A:When shall we open the letter of credit?

do we have to establish the letter of credit?

shall we arrange for a credit line under the contract terms?

B: Thirty days before the month of shipment.

The credit line should be opened one month before the time of shipment.

The buyer shall open the credit line 30 days before the date of shipment.

我们应该什么时候开立信用证？

我们必须什么时候开立信用证？

我们应该什么时候按协议条款安排信贷额度？

在装船当月前30天。

信用证必须在装船前一个月办理。

买方应该在装船日期前30天内办理信贷额度。

4 A: How long should our L/C be valid?

When should we set the expiry date?

What should be the validity of the L/C?

B: The L/C should be valid for 15 days after the date of shipment.



The expiry date of the L/C is to be 15 days after the date of shipment.

The L/C must remain valid until the fifteenth day after shipment.

我们的信用证应该多长时间有效？

我们应该把失效期设为哪一天？

信用证应该多长时间有效？

信用证应该在装船日期后15天内有效。

信用证应该在装船日期15天后失效。

信用证必须在装船后15天有效。

5 A:Payment by L/C is quite usual in international trade.

our usual practice.

customary in foreign trade.

B: I know. L/C is all right, but could you

consider 60 days?sight draft?

be more flexible for future dealings？

make your payment terms easier for us just for this small order？

信用证支付在国际贸易中非常普遍。

信用证支付是我们的通常做法。

信用证支付在对外贸易中是惯例。

我知道，信用证支付是不错，但是你们能考虑60天的即期汇票吗？

但是未来的交易你能否更灵活一点？

但这小批订单的付款方式能否容易一点？

6 It is $30. Mr. Green, please pay the cashier.

comes to

amounts to

adds up to

总共30美元，格林先生，请付款给出纳员。

7 Here is your change of 5 Yuan. Please double check it.

See if it’s all right.

I hope I haven’t made a mistake.

Please keep it carefully.

这是您的五元零钱。 请再核实一下。

看看是否正确。

我希望没出错。

请妥善保管。