【Task Description】任务描述
The sale of goods is the two-way flow between the goods and payment. In international sales transactions, it is the buyer’s obligation to make payment, and it is the seller’s right to collect the payment. After smoothly and timely shipping the goods, Zheng Hao prepares to make settlements for the exports. As the sales contract adopts L/C at sight as the payment term, Zheng Hao submits the documents to the bank for negotiation during the time of period for document presentation as stipulated in the L/C, and informs the client about the timely redeeming of the bills.
【Knowledge Link】知识链接
国际贸易的货款支付不单纯是一个技术问题，它经常也会受到各种政治和经济因素的制约。世界经济形势动荡不定，各国货币币值变动频繁，经常给外汇的收付带来影响。外贸企业在货款结算的问题上，一定要掌握国际金融市场的动态，同时考虑资金的周转效率、收付汇安全和费用成本的降低，灵活运用各种支付方式。
目前，在国际贸易中所使用的支付方式主要有三种：汇付、托收和信用证。以汇付方式支付货款是顺汇法；以托收和信用证方式收取货款是逆汇法。顺汇法是指由买方主动将货款汇给卖方；逆汇法是指由卖方主动向买方索取货款。除了前述三种基本的支付方式外，还有采用银行保函、备用信用证以及采用两种或两种以上方式结合的办法进行支付。
至于支付方式的选用，信用证是国际贸易中普遍采用的一种支付方式。由于银行信用一般比商业信用可靠，即期付款比远期付款更有利于安全收汇，因此在出口贸易中，主要采用不可撤销的即期信用证。远期信用证在必要时也可采用，但因迟收货款而增加的利息在计算价格时要考虑在内。至于托收或汇付，为了促进某些商品对外销售，对某些信用良好的客人也可采用，以适应市场竞争的需要。但对承兑交单托收方式，因风险很大，应从严控制。对于一些特殊商品，如成套设备、大型机械、大型运输工具，为了提高出口竞争力，扩大出口或及时进口，为了加速资金周转和利用外资，可根据不同情况和国际惯例，采用分期付款或迟期付款。
【Task Underway】任务进行
郑好在货物出运并向银行交单议付后，要求安迪赎单。
Dear Mr. Andy Burns,
Have a nice day! Please be advised that shipment covering 200,000pcs cosmetic pencil under L/C No.9891 (order No.10357) was made on S.S “LUSHAN” V.3051 on July 27th for transshipment at Singapore.
All set of shipping documents have been presented to Bank of China Anhui Branch for negotiation. As required by you, we have included all charges in our invoice, which amount to USD**** and enclose our draft at sight for this sum. We shall be very glad if your bank remits the amount to our account after you negotiate the documents.
Thank you for your help in this matter.
Yours faithfully,
【Communication Skills】沟通技巧
在国际货物买卖中，由于货款和货物不能在同一时间和空间内同时完成，往往是卖方在完成交货义务后，买方还未付款，卖方此时需要催促买方尽快付款。那么在与买方沟通收取货款的过程中，卖方应注意以下几点：
（1）对买方不要说对不起或含蓄提出付款要求，应直接提出。
（2）如果买方逾期未付，首先应和买方了解逾期的原因，如资金紧张、疏忽、货物品质不良，之后针对不同的原因，制定不同的收款策略。
（3）向你一直联系的人沟通付款事宜，避免买方内部之间互相推诿。
（4）货物装运后，就应及时和买方联系收款，不要拖延。
（5）在沟通过程中尽力要求买方一次全部付清货款。
（6）用词、语气要礼貌，内容有理有据。
【Task Extension】任务扩展
Letter 1
Pressing for Residual Payment through T/T
Dear Sirs,
I hope everything goes well with you.
With reference to order No.10000531 & 10000535 covering 30,000pcs 120cm pencil which will be shipped by air, both order will be finished on about Jan 20th 2017. Attached please find proforma invoice of both order. We are writing again to remind you that the amount still owing is USD15,120.00. Please arrange payment by T/T as soon as possible in order to ship the goods in time. All set of shipping documents will be sent to you directly after shipment is made.
You may count on our giving prompt attention to above both order and any further orders you may place with us. We will of course advise you as soon as your order is shipped.
Your kindly attention and early reply will be highly appreciated.
Yours faithfully,
Letter 2
Reply to Above Mail
Dear Sirs,
Hi! We already submitted the payment request to bank. Most probably the same will be transferred today. If it is not happening today, the same will be happened by Monday. So you please proceed with dispatch. On receipt of payment you may send documents.
Yours faithfully,
Letter 3
Checking the Client’s Receivables
Dear Sirs,
Could you please arrange to provide us the payment status for the order numbers below that you have procured from us since last Sept 1st? It’s very important and necessary.
Order numbers: 001/10, 006/10, 001/09, 016/09, 017/09, 018/09, 019/09, 020/09.
Attached please find update order list consisting of shipping date, volume, container, payment maturity date for your reference.
I will check on the same and revert.
Yours faithfully,
【Writing Q&A】写作答疑
国际货物买卖的最终目的是卖家对其所提供的货物或服务获得对价。如果卖方支付得不到实现，那么其先前所做的就毫无意义。货物出运后，卖方通过函电向买方收款时，应注意些什么呢？一般来讲，在写作这类函电时，应注意以下几点：
（1）信函应写得客气、仔细、清楚，尽量和买方建立起良好关系。尽量使用简洁、有力的句子，不要使用冗长的句子，信函的篇幅不要太长，用词清晰，可读性强。
（2）开始部分提及合同号、信用证号、货物名称等。
（3）正文部分根据具体情况提出付款理由、方式、时间等。
（4）结尾部分希望对方同意并尽快办理，根据具体业务情况，也可同时说明我方为此单所做的努力以及继续做生意的意愿。
【Useful Expression】交流表达
1. Not having received any reply to our mail requesting remittance of the balance amount under order No.3452, we are writing again to remind you that the amount still owing is USD5,890.00.
由于未收到任何对我方函请贵方支付有关3452号订单项下余款的回复，我方现再次函告提醒贵方未付余款金额为5 890.00美元。
2. No doubt there are some reasons for the delay in the payment.
延迟支付肯定是有原因的。
3. We should welcome a self explanatory and also your remittance.
我方期待贵方的解释，也期待贵方的汇付。
4. This is to outline the monthly settlement and spread reports our account department will prepare for you.
在此概述一下，将由我方财务部为贵方准备每月结算和差额报告。
5. When the initial report is sent to you, attached please find an explanation with all of the supporting details.
当初始报告发给贵方时，将附有详细解释。
6. The settlement report will list all pending payment due to you, any adjustments in our favour will be listed and supported, and the net spread figure will also be included.
结算报告将列出所有贵方应付账款、我方应收账款以及净差额。
【Notes】词汇与短语
1. transhipment n. 转船，也可写作transshipment
e.g. As there is no direct steamer to your port, please amend the L/C so as to allow(or:permit) transshipment.（因没有驶往你港的直达轮，请将信用证修改为允许转船。）
tranship v. 转船，也可写作transship
e.g. The goods will have to be transhipped at Singapore.（此货必须在新加坡转船。）
2. negotiation n. 议付
3. remit vi. 汇款 vt. 汇寄
e.g. We have already remitted the amount by cheque.（我们已将此款以支票汇去。）
e.g. Kindly remit by cheque.（请以支票汇款。）
remittance n. 汇款
make (or :send) (a) remittance 汇款；表示汇款金额时，用介词for
e.g. On receipt of your remittance, we will ship the goods immediately.（一收到贵方汇款，我方将立即装运货物。）
e.g. We will make (or: send) remittance to cover the expenses.（我们将把各项费用汇去。）
e.g. We have received your remittance for USD5,000.00.（我们已收到你们汇来的五千美元。）
4. remind vt. 提醒；使想起，使记起
5. prompt adj. 迅速的；敏捷的；立刻的；准时的
e.g. We look forward to your prompt shipment.（盼从速装运。）
prompt v. 促使
e.g. Our good busniess relations prompted us to make you such a favourable offer.（我们之间的良好业务关系促使我们向你们报这样优惠的盘。）
由形容词prompt 派生的名词有2个，一个是promptness，一个是promptitude，前者非正式，后者正式。商业书信中有时用介词短语with the utmost promptitude 表示“尽快地”。
6. submit vt. 提交，呈送
submit sth for sb’s approval 提出某事请某人核准（或征求某人同意）
e.g. The proposal submitted by you is now under careful study.（你们提出的建议正在仔细研究中。）
7.arbitration n. 仲裁
arbitration clause 仲裁条款
arbitration committee 仲裁委员会
compulsory arbitration 强制仲裁
refer a dispute to arbitration 把争议提交仲裁
submit a matter to arbitration 把事情提交仲裁
e.g. We wish to submit the case to arbitration and to abide by its decision.（我们愿将此案提交仲裁并遵守其裁决。）
arbitrate v. 仲裁
arbitrate between two parties 在两方间进行仲裁
arbitrate a dispute 仲裁一项争议
e.g. The two parties agreed to arbitrate their dispute.（双方同意把争议提交仲裁。）
arbitrator n. 仲裁人
e.g. If negotiations are deadlocked, an arbitrator must be called in.（如果谈判陷入僵局，就必须请一位仲裁人。）
8. procure vt. 取得，获得；实现
9. spread v. 伸展，散布
spread out ph. v. 把……分期
spread over ph. v. 在时间上延续
e.g. Buyer proposes to pay for the goods by installments spread over twelve months.
（买方打算分十二个月偿付货款。）
10.settlement 结算
11.initial adj. 最初的；开始的
12.pending adj. 未决的；待定的；未定的
13. in our favour 以我方为收款人
in sb’s favour (in favour of sb) 以……为受益人，以……为抬头（这是外贸业务术语，尤指把信用证开给某人名下）
e.g. The L/C has been opened in your favour.（信用证已开给贵方名下。）
in sb’s favour 还作“对某人有利”解。
e.g. The market situation is entirely in our favour.（市场情况完全对我们有利。）
favour(美 favor) n. 欢迎，赞许
e.g. They looked with favour on your sample shipment.（贵方发来的样货得到他们的赞许。）
e.g. Chinese commodities have enjoyed growing favour among buyers abroad.（中国商品在国外受到日益广泛的欢迎。）
favour(美 favor) v. 有利于
e.g. The opportunity does not favour our making a binding arrangement.（这种时机不利于我们做出一项有约束性的安排。）
14. reply n./v. 回答，答复（后接介词to）
商业函电中，表示答复，一般用reply，很少用answer。
e.g. We anxiously await your reply to our letter.（我们急切等候你们对我们去信的答复。）
e.g. Please reply to our mail immediately.（请立即答复我们的邮件。）
15. payment status 付款进度
16. proceed with 继续做……
17. receipt of payment 付款收据
18. update vt. 更新，修正
