【Project Leading】项目导入

Contract execution is contracting parties’ action to implement the contract. In order to effectively perform and realize anticipated objectives of goods sales contract, preparing the goods, shipping and payment collection are the three key links in the process. The three links are closely related and inseparable. After contract negotiations in the previous stage, Zheng Hao concludes the contract with the client. Later, he begins to perform his duty of delivering the goods. In this process, Zheng Hao communicates with the client concerning contract execution through correspondence.   

【Task Splitting】任务分解

While preparing the goods, delivering the goods and collecting the payment, each link has to be in co-ordination with other links. In the process of contract execution, several tasks need to be done:

1. Communication while the goods are being prepared;

2. Communication prior to and after the delivery of the goods;

3. Collecting payment from the buyer. 

Task 1  Communication during the Stock-up Stage
备货阶段的沟通

【Task Description】任务描述

Preparing the goods is the material basis of performing international sales contracts. After signing the contract, Zheng Hao starts to prepare the goods, on the one hand confirming with the client about various requirements in the process of production, especially sample production, and on the other hand, communicating with the client about the opening and modifying of the L/C, and advance payment.    

【Knowledge Link】知识链接

国际货物买卖合同的有效履行，一方面取决于卖方按合同规定交货，另一方面还决定于买方按照合同规定及时开立信用证或支付货款。在国际贸易中，客人往往由于资金短缺或市场变化等原因，拖延开证或付款。因此， 我们必须做好合同管理和来证收款等管理工作。凡按信用证方式支付货款的合同，如客人在接近规定期限仍未开立信用证，我们应结合货源和船期，通过函电或其他办法催促对方及时办理开证手续。需要提前交货时，应提醒客人提前开证。按预付款方式支付货款的合同，也应按前述流程操作。

信用证开到后，应立即根据合同并参照UCP600规定对信用证内容逐条认真审核。信用证条款必须与合同内容相一致，在未与我方协商并征得我方同意前，不得随意改变。

审核信用证是银行与外贸企业的共同责任。由于银行与外贸企业的分工不同，审核内容各有侧重。银行着重审核开证行资信、所承担的责任以及收汇线路等方面的条款，外贸企业则着重审核信用证的内容是否与原订合同相一致。凡属于品质、数量、包装、金额、交货期、港口等交易条件的不符，责任在对方而又不能为我方接受或难以办到时，应立即要求国外客户修改；有时由于船期、舱位及备货过程中发生问题不能按期装运，责任在我方的，也应及时商请客人改证。

在同一信用证中，如有多处需要修改的，原则上应一次提出。对于开证行根据开证人申请发来的修改通知书的内容，也要认真审核，如仍不能接受或对通知书中增加的内容不能接受时，应及时表示拒绝，并将修改通知书退回通知行，同时提请开证人进行修改。

修改通知书退回通知行应在收到修改通知书之日起三天内，否则，银行将按修改后的内容办理。修改通知书的内容按惯例要么全部接受，要么全部拒绝，而不能接受其一（其中一部分）而拒绝其二（其余部分）。

【Task Underway】任务进行

郑好发邮件给安迪，敦促其尽快开立信用证。

Dear Mr. Andy Burns,

With reference to the 40,000pcs cosmetic pencil under order No.10543, we wish to draw your attention to the fact that the date of delivery is approaching, but up to the present we have not received the covering L/C. Please do your utmost to expedite its establishment, so that we may execute the order within the prescribed time.

In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the order.

We look forward to receiving your favourable response at an early date.

Thanks and best regards.

 

Zheng Hao

 

郑好收到信用证后，发邮件给安迪要求改证。

Dear Mr. Andy Burns,

We have received your L/C No.8976 issued by the GIGI Bank with many thanks. On perusal, we find that transshipment and partial shipment are not allowed.

As direct steamers to your port are few and far between, we have to ship via Singapore more often than not. As to partial shipment, it would be to our mutual benefit if we could ship immediately whatever is ready instead of waiting for the whole shipment to be completed. Therefore, we have e-mailed you this afternoon, asking you to amend your L/C to read “Partial shipment and transshipment are allowed”.

We hope you will see to it that the amendment is cabled without delay.

Thanks and best regards.

 

  Zheng Hao

【Communication Skills】沟通技巧

（1）催证函要说明我方至今没有收到L/C，要求对方尽快办理开证手续。如果可能，说明要求对方尽快开证的理由，此外，还可以重申一下与开证有关的其他要求。

（2）注意用词用句要适当，语气千万不能情绪化，过于焦急、不满、责备等一定不能流露出来，要明白客人迟延开证一定有他的原因。尤其在目前买方市场情况下，客人是处在优势地位的，不要毫无必要地得罪他。

（3）如果第一封邮件没有回复，在间隔一个合理时间后，可以发第二封催问。这次，只需将上一封邮件加上“RE-SEND”字样，重发一遍即可。如果必要的话，可以加上如果不能及时收到L/C， 将会产生哪些后果，语气同样要委婉一些。

【Task Extension】任务扩展

Letter 1  

Pressing for Advance Payment

Dear Sirs，

Regarding the 1018/1041 pencils under our proforma invoice No.ACWJ08026, please be noted that workshop is making production plan, but your advance payment USD3,200.00 for this invoice has not received so far. Please arrange payment ASAP so that workshop can start production.

As you know, this is the high season for manufacturing. Many orders have to be executed within the prescribed time. If your payment comes too late, I’m afraid we are not able to meet shipment date because of manufacturing delay.

Your early reply will be highly appreciated.

 

Yours sincerely,

 

Letter 2

Order Confirmation Prior To Bulk Production

Dear Sirs,

Your order No.10000587 has been received with many thanks.

1) Enclosed please find printing text of mode pencil—black & brown. Please confirm it.

Please be noted that colon will be removed & put dot after the word WT in the printing text.

2) Item .No.0704801—black 921A.

Please confirm batch No.for this pencil is M0355.

The location of batch No.is at end of barrel which is the same as supplied before.Is it right?

The packing of 0704801 is 12pcs/polybag, 144pcs/white box. 2,880pcs/ctn. Please confirm it.

The size of 0704801 is that the total length with cap is 190-192mm,barrel length without cap is 180mm,barrel diameter is 7.5-7.6mm. Please confirm it.

3) Owing to inflation and exchange rate is rising in China, the price of order No.10000587 has to be changed as follows:

0702269 & 0702270        USD0.11/PC CNF DUBAI BY AIR

0704801                 USD0.085/PC CNF DUBAI BY AIR

Please understand and confirm above.

Your kindly attention will be highly appreciated.

 

Yours sincerely,

 

Letter 3

Urging Establishment of an L/C

Dear Sirs,

We write to inform you that the goods under S/C No.1234 have been ready for shipment for quite some time. As contracted, the relative L/C covering the above should have reached us before the end of last week. But much to our disappointment, we have not received any reply up to now even though we sent you a fax two weeks ago pressing you for the establishment of the same.

To avoid any possible delay in shipment, please see to it that the L/C should be opened immediately and the stipulations in it are in exact agreement with the terms of the contract.

Your prompt attention to this matter will be appreciated.

 

Yours faithfully,

 

Letter 4

Amending to an L/C

Dear Sirs,

Your Letter of Credit No.1221 covering 5,000 metric tons of Shandong Groundnut Oils has been received today.

Upon checking the L/C with the contract, we regret to find that it contains some discrepancies which please amend as follows:

(1)The contract number should be 823/1221 instead of 832/1221.

(2)The goods are to be packed “in drums of 200kgs each” instead of “in drums of 100kgs each”.

(3)Please delete the insurance clause as business is closed on CFR basis.

(4)Since direct steamers from here to your port are few and far between, please amend the L/C to read “transshipment allowed”.

As the goods have been ready for shipment for quite some time, you are requested to rush amendments to the covering L/C as soon as possible, thus facilitating our execution of your order.

 

Yours faithfully,

【Writing Q&A】写作答疑

大货生产前与客人进行订单确认是买卖合同履行过程中必不可少的一个环节。有关货物的设计、颜色、包装等问题在大货生产前应与客人确认清楚，以避免将来买卖双方产生纠纷、索赔。关于订单确认的信函在写作时应注意以下几点问题：

（1）确认信函要意思表达明确，避免使用有歧义的文字，注意语言的逻辑性，注意修饰语的位置。

（2）确认信函一定要简洁，避免不必要的重复，避免废话连篇，重点要突出。使用短句和简单的单词，语法要正确。

（3）需要确认的内容一定要写具体，不能笼统概述。

（4）确认信函表达应有礼貌，但不要过度谦卑，避免说教。

【Useful Expression】交流表达

1. As the goods against your order No.9876 have been ready for quite some time, it is imperative that you take immediate action to have the covering L/C established as soon as possible.

由于贵方9876号订单的货物已备好一段时间，当务之急是贵方立即采取行动，尽快开立相关信用证。

2. Please do your utmost to expedite L/C, so that we may execute the order smoothly.

请尽最大努力尽快开立信用证，以便我方能顺利履行订单。

3. We wish to draw your attention to the fact that the date of delivery of your order No.9876 is approaching, but we still have not received the covering L/C up to date. Please do your utmost to expedite the same to reach here before 7^th Nov., so that shipment may be effected without delay.

我们提请贵司注意，贵方9876号订单的交货期临近，但我方至今仍未收到相关信用证。请尽最大努力尽快开立信用证并使我方在11月7日前收到，以便按时交货。

4. When we offered the goods it was expressly stated that shipment would be effected in…

当我们报价时，我方明确表示货物将在……装运。

5. We are sorry that owing to some delay on the part of our suppliers, we are unable to get the goods ready before the end of this month.

非常抱歉，由于我方部分供应商的迟延，我方无法在本月底之前备妥货物。

6. Please extend the shipment date of your L/C to…and validity to…, thus enabling us to effect shipment of the goods in time.

请将信用证的装运期和有效期分别延展至……和……，以便我方能够及时装运货物。

【Notes】词汇与短语

1. approach  v./ n.  临近

e.g.  The manufacture of this order is approaching completion.（这批订单的生产已接近完成。）

e.g.  The selling season is approaching.（销售季节即将来临。）

e.g.  On (or: With; or: At) the approach of the season, we expect a large inflow of enquiries.（在季节临近之际，我们预计将有大批询盘涌到。）

v.  与……接洽（和contact同义，但用被动语态时不如contact正式）

e.g.  Please approach them again.（请再和他们联系。）

e.g.  We have been approached by several buyers for the supply of walnuts.（曾有几家买主向我们联系核桃的供应。）

2.establishment  n.  开立；建立

e.g.  Application has been made to the bank for the establishment of L/C.（已向银行申请开证。）

establish  v.  开立；建立；确立

e.g.  The relevant L/C has already been established.（有关信用证业已开立。）

e.g.  We shall be glad to establish business relations with you.（我们乐于同你们建立业务关系。）

e.g.  We admit that you deserve some credit for establishing this brand in your market.（这个牌号立足于贵方市场（或在贵方市场打开销路），我们承认贵方是有功的。）

说“开立信用证”，最不正式的是open an L/C，比较正式的说法是 establish an L/C；从银行角度还可以说issue an L/C。

e.g.  Letter of credit will be opened (or: established) in a few days.（信用证日内即开。）

e.g.  We have arranged with our bankers to issue an L/C in your favour.（我们已和我方银行办妥向贵方开出信用证的手续。）

3. amendment  n.  修改；修改书

amendment advice 或 advice of amendment  修改通知

e.g.  The wording of the agreement calls for amendment.（协议书的措词需要修改。）

e.g.  Please rush the amendment to the L/C.（请对信用证速做修改。）

amend  v.  修改（amend的宾语后接动词不定式，也可接as）

e.g.  Please amend the amount of the L/C to read “5% more or less allowed”.（请将信用证上的金额改为“允许5%的机动幅度”。）

e.g.  Please amend the credit as allowing partshipments.（请将信用证改为允许分批装运。）

4. in accordance with  按照，根据；与……一致（美国用in accordance to）

in exact(full)accordance with  与……完全一致

in strict accordance with  与……严格一致

e.g.  The stipulations in your L/C are not in accordance with the contract.（贵方信用证的规定与合同不一致。）

e.g.  The quality of the goods must be in strict accordance with (that of ) the sample.

（货物质量必须与样品严格相符。）in accordance with 作“按照，根据”解时与according to 同义，但语气较重。如指往来函电、合同、规定等，用前者比较合适。

5.response  n.  反应；回答，答复

e.g.  Please keep us advised of the response to our new products in your market.（请随时告知贵方市场对我方新产品的反应。）

respond  v.  作答，回报；反应（后接介词to）

e.g.  We hope you will respond to our inquiries promptly.（我们希望贵方迅速答复我方的询问。）

e.g.  How did they respond to your efforts to enlarge business?（他们对贵方扩大业务的努力作何反应？）

6.on perusal  在详阅之后

e.g.  On perusal of your L/C, we found some discrepancy which needs amending.（在审阅贵方信用证之后，我们发现一些不符之处需要修改。）

7.via  prep. （拉丁语=by way of）经由

e.g.  The goods will be shipped via Germany.（货物将由德国转运。）

e.g.  The samples were sent via airmail.（样品已空邮寄去。）

8. more often than not  经常，多半（=very frequently）

9. so far  至今；到目前为止

10. high season  旺季

11. colon n.  冒号

12. pencil barrel  笔杆

13. inflation n.  通货膨胀；膨胀