Lesson 27 (A) Asking for Easier Payment Terms(B) Reply

I.About the letter:

Among the several paymentmodes，L/C is the safest to the seller. But there is a disadvantage to the buyer，that is，made him over-charged. As the buyer issues an L/C through the opening bank，he has to not only pay for the bank's charges，but also the depositwhich causes him a loss in interests. Generally speaking，this kind of payment terms discourages the seller to expand business abroad. But the adoption of the term L/C in our foreign trade is common.

This letter is about a counter-offer，asking for easier payment terms，e.g. Cash against documents on arrival of goods instead of by confirmed，irrevocable letter of credit.

The second letter is an unfavorable reply in which the seller expresses his different views towards the problems raised by the buyer.

II.Additional notes:

1. as a rule通常

As a rule comm ission is allowed to agents only.

通常佣金只付给代理商。

2. tight(钱，商品)紧缺的，难以得到的

Energy resources are tight the world over.

全球范围内能源都很紧缺。

This article is in tight supply at this time of year.

每年这个时候这种货物都很紧缺。

3. conducive a.有帮助的

We believe personal contactw ill be conducive to the promotion of better understanding.

我们相信私下沟通有助于更好的理解。

conduce v.有助于(后接to)

Investigations w ill conduce to a better analysis of the business situation.调研有助于更好地分析业务形式。

4. draw vt.＆vi.开出(汇票)

指开立票据时，及物动词draw作“开立”解，不及物动词draw作

“开立票据”解，因此，draw a draft= draw(vi.)

1) draw(a draft) on sb. for．．．开出向某人索取……的汇票，开具汇票向某人索取……

2) draw on sb. against sth.表示开出汇票向某人索取某笔款项

As agreed，we are draw ing on you at sight against your purchase of a sample lot.

按照商定，对你方所购样货我们开出即期汇票向你方索取。

As arranged，we have drawn on you against the documents for the amount of invoice through the Bank of Asia.

按照安排，我们已经凭单据向你方开具汇票通过亚洲银行向你方索取发票金额。

We regret to note that our draft drawn on you on the terms of D/P 30 days after sightwas dishonored.

我们遗憾地注意到我们开给你方的30天期付款交单的汇票遭到了拒付。

3) to draw D/P(or D/A) against your purchase.

对于你方这批购货按付款交单(或承兑交单)方式收款

drawer n.出票人，发票人

drawee n.受票人，(汇票)付款人

5. priority n.优先

top priority最优先考虑的事

give priority to．．．给……以优先权，优先考虑

enjoy priority in．．．在……方面享有优先权

We are unable to appoint you as our agent in your district，but you may enjoy priority in our offers.

我方不能任命你方为你地区的代理商，但你方对我方的报价享有优先权。

This question w ill take top(first/highest) priority in our discussion.

这个问题是我们讨论中最优先考虑的事。

6. arrangement n.安排;办法;计划;准备(复数)

As soon as your L/C arrives，we w illmake arrangement to ship the goods.

你方信用证一旦抵达，我方将安排装运该批货物。

We want to modify the original arrangement for delivery of Order No. C-245.

我方想调整第C-245号订单的原交货计划。

arrange v.安排;准备;办理

We w ill arrange to have the L/C opened as early as possible.

我方将尽快安排开立信用证。

On receipt of your L/C，we shall arrange to ship the goods by the first available steamer.

一收到你方信用证，我方将安排最快船只装运货物。

7. interval n.间隔的时间

at intervals每隔一会儿

at interval of．．．每隔……时间

at regular intervals每隔一定时间

III.Chinese version of the texts:

(A)要求更宽松的支付办法

敬启者:

我们过去向你方购买低碳钢板通常是用保兑的、不可撤销的信用证支付的。

按此种方式支付，我方开支实为过大。从我们开出信用证到客户向我们付款，占压资金约达四个月之久。在目前的情况下，由于银根紧缩，及银行利息之高，这一问题使我们特别感到有压力。

如蒙你方放宽支付条件，我们确信这一通融将有助于促进业务。我们建议采用货到后凭单付款或开具见票三个月付款的汇票向我方索款。

恳请你方对上述要求给予优先考虑并早复佳音为感。

谨启

(B)答复

敬启者:

从你方八月二日来函得知你方希望放宽我们的付款条件。

实际上我们原先商定的办法是司空见惯的。从你方开出信用证到货物抵达你港，这个间隔仅为一个月左右，实属相当正常。另外，你方只是在我方货妥待运时开证，因此，歉难满足你方的希望。

因我方必须坚持习惯作法，我方衷心希望你方不要认为我方不予以照顾。

一俟低碳钢板新货运到，我们将立即与你方联系。

谨启

IV.Key to the exercises:

1. Fill in the blanksw ith verbs in the subjunctivemood:

1) would be，would，extend

2) should be，would place

3) would be appreciated，would send

4) had arrived，would have shipped

5) were，would make

6) would have place

7) might have done

2. Translate the sentences into Chinese:

1)我方已通过尼日利亚银行向你方开出上述金额的即期汇票并指示该行在你方兑付汇票时交出单据。

2)我们愿强调指出，我们在这方面破例照顾你方是为了表达与你方发展业务的良好愿望。

3)在此推销阶段我们可以考虑接受付款交单方式以示鼓励。你方对此会感兴趣。我们相信这种做法大大有助于你方推销。

4)根据要求，我们请我们的中国银行分别开立两份信用证，每份5 000公吨，这样便于你方分别在波士顿和温哥华交货。

5)我们的支付方式是保兑的、不可撤销的、以我方为受益人的、凭即期汇票支付的信用证，在装船前一个月寄达我方，于规定的装船期后二十一天在中国议付有效，允许转船及分批装运。

3. Translate the following sentences into English:

1) Wewonder if you can accept(or: consider accepting) our proposal for paymentby D/P on arrival of goods.

2) Themode of paymentwe require is quite normal. We regretwe cannotaccommodate you in this respect.

3) If you cannot accept the above，pleasemake your own proposal.

4) Regarding your request for D/P payment，we are taking it into consideration and will let your know our decision soon.

5) We shall be very grateful if you can give us(favor usw ith) easier payment terms.

6) According to the present situation，we can accept D/P payment terms if the transaction does not exceed GBP．．．

7) The change would involve a lot of extra expenses.

8) This problem would involve us in no small trouble.

9) In consideration of our pleasantbusiness relationship we have had w ith you for15 years，we agree to make the concession and trust itw ill suit your requirement.

10) We have always been doing business on L/C basis，and you have never raised any objection. We are at a loss to understand why you now wish to have a change in payment terms.

V.Optional Letter:

Dear Sirs，

We are glad that through our mutual efforts and cooperation at the Spring Fair，the deal for 50 metric tons M ild Steel Bars has been brought to a conclusion. We sincerely hope that this initial businessw ill serve to promote the friendship aswell as trade between our two countries.

W ith regard to payment for the above order，we insist from the outset of our business talks that payment should bemade by a credit in US Dollar.

We have begun producing the goods ordered and expected to effect timely shipment as soon as your L/C arrives. Therefore，we hope you will proceed w ith thematter in the same spiritof close observance of the contract，and do your best to have the credit opened in US dollars w ithout delay.

We assure you of our full cooperation and trust your L/C will reach us in due time.

Yours faithfully，

Chinese Version:

敬启者:

很高兴通过我们双方在春交会的共同努力与合作，达成了50公吨低碳扁钢的交易。我方真诚地希望第一笔交易能促进我们两国之间交易的同时也能促进我们之间的友谊。

关于付款方式，我方从一开始的谈判就坚持使用美元信用证支付。

我方已开始生产你方所购产品，预计一收到你方信用证我方就能装运。因此我方希望你方能继续按合同的规定尽快开立美元信用证。

我方保证会全力合作，希望你方信用证及时抵达我方。

谨启