2　付款方式

你将听到的

即期汇票

When the goods are dispatched, we'll issue a sight draft against you.

只接受信用证

Payment by L/C is our usual practice of doing business.

信用证的弊端

A letter of credit would add to the cost of my import.

承兑交单

Since we have made some concessions on price and the date of shipment, we insist on documents against acceptance.

为了合作

My suggestion is if you accept our terms of payment, we will have more business in the future.

各让一半

How about 50％ by L/C, 50％ by D/P?

开证日期

Your L/C should reach us by 1st October.

希望分期付款

We wish to make the payment for these machines by installment.

延期付款

Your account has been extended another month, but we will insist on payment by the end of July.

你也许会说

询问条件

Could you tell me the terms of payment?

对方坚持

We insist on payment in cash on delivery.

我方希望

Please send us your cheque to settle the matter.

催要款项

I'd appreciate if you would pay for the first 10 machines in advance.

职场心经

在国际贸易中，通常有四种常用的支付方式，它们是先款后货、跟单信用证、跟单托收和先货后款。

先款后货是指买方在卖方运输货物之前先付款给卖方。本支付方式要求买方对卖方的按合约交货能力具有高度的信任，这是因为，它向卖方提供最大安全，但向买方提供了最大风险。信用证是指银行（开证行）根据进口人（开证人）的请求和指示向出口人（受益人）开立的一定金额的、并在一定期限内凭规定的单据承诺付款的书面文件。凭信用证付款是我国对外贸易中最常用的付款方式。跟单托收是指银行根据委托人提交的指示书，处理金融单据或商业单据，以获得付款或承兑交单，或按照其他条件交单。卖方发运货物给买方，但通过银行发送包括货权单据在内的单据，指示银行只有在买方付款的情况下才将单据交给买方。托收可能提供几乎相同的风险，但是卖方面临的风险可能比买方要大，因为买方可以拒绝提货。先货后款指买方承诺在发货后的指定时间内，支付货款给卖方。卖方因此而完全依仗买方的支付货款能力和意愿，所以，它给买方带来最小风险，但给卖方带来最大风险。

必备的词汇热身

●　amount [[əˈmaunt] n.数额

●　purchase [ˈpə:tʃəs] v.购买

●　deal [di:l] n.交易

●　million [ˈmiljən] n.百万

●　installment [inˈstɔ:lmənt] n.分期付款

●　payment [ˈpeimənt] n.付款

●　documents against payment（D/P） 付款交单

●　document against acceptance (D/A) 承兑交单

●　D/A at sight 即期交单

●　D/A after date 远期交单

●　pay off 全部支付，偿清

●　at sight 见票即付

当谈论付款的时候你会听到

When the goods are dispatched, we'll issue a sight draft against you.

货物一启运，我方即向贵方开出即期汇票。

We will draw on you for the expenses.

我们将所有费用向你方开出汇票。

Payment by L/C is our usual practice of doing business.

我们做生意时通常只接受信用证付款。

A letter of credit would add to the cost of my import.

信用证会增加我方进口的成本。

Since we have made some concessions on price and the date of shipment, we insist on documents against acceptance.

我们在价格和运货日期上做了让步，因此我方坚持承兑交单方式付款。

My suggestion is if you accept our terms of payment, we will have more business in the future.

我建议如果你能接受我们的付款条件，以后我们会有更多的生意往来。

How about 50％ by L/C, 50％ by D/P?

50％由信用证支付，50％采用付款交单方式如何？

Your L/C should reach us by 1st October.

你方信用证应在10月1日前开达我方。

We wish to make the payment for these machines by installment.

我方希望用分期付款方式购买这些机器。

Your account has been extended another month, but we will insist on payment by the end of July.

同意你方再延期1个月付款，但我方坚持7月底前付款。

当谈论付款的时候你会说

1．We insist on payment in cash on delivery.

我公司坚持货到付款。

2．Could you tell me the terms of payment?

能否告诉我付款条件？

3．What kind of installment do you have in mind?

你们想怎么分期付款？

4．Please send us your cheque to settle the matter.

请寄支票以结此账。

5．We hope you will accept D/A payment terms.

我们希望你们接受承兑交单付款条件。

6．We won't accept payment in cash on delivery.

我公司不接受货到付款的支付方式。

7．For special items, we can adopt payment by installments.

对一些特殊的货物，我们可以采取分期付款的方式。

8．You should make payment against our documentary draft upon presentation.

贵公司应凭我公司的跟单汇票于见票时付款。

9．I'd appreciate if you would pay for the first 10 machines in advance.

如果你方能预付头10台机器货款，我会非常感激。

10．The shipping documents are to be delivered to you against payment only.

装运单据于付款后交至贵公司。

拓展学习

信用证种类

A：What kind of L/C do you want to open?

您想开哪一种信用证？

B：I want to open a confirmed irrevocable L/C.

我想开一张保兑的不可撤销的信用证。

Documentary L/C is frequently used in international trade.

跟单信用证在国际贸易中使用较多。

All L/C must state whether they are irrevocable or revocable.

所有的信用证必须注明是不可撤销的信用证还是可撤销的。

We will open an irrevocable L/C in your favor right after our confirmation.

一经本公司确认后，我们马上开一份不可撤销信用证给贵公司。

付款谈判

A：What about the terms of payment?

现在来谈谈付款方式好吗？

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

我们通常只接受不可撤销的凭装船单据付款的信用证。

As an importer, we think remittance against documents is safer.

作为进口商，我公司认为凭单汇付更为安全。

We would like to make our payment for this complete set of equipment by installment.

我们想对这一整套设备分期付款。

If you can entertain installment payment on deferred terms, we would be in a position to place orders with you for these machines.

如果你能用延期付款的方式来接受分期付款，我们将订购这些机器。

As usual, our terms of payment are by confirmed, irrevocable L/C payable by sight draft.

通常我们的付款方式是保兑的不可撤销的即期汇票信用证。

催款

A：We have granted you the extra time, and therefore we expect you to live up to your promise.

我公司对此已特别宽限，诚望贵方能信守诺言。

B：You should pay the sales proceeds in advance by T/T to reach us not later than October 5th.

贵公司应不迟于10月5日将货款用电汇方式预付至我公司。

The cash discount given on this bill is an inventive to pay the bill on date due.

我公司给予本次账单的现金折扣是对如期付款的奖励。

We enclose a cheque for $4,000 in payment of your invoice of the September 10.

为支付贵方9月10日发票，我方函寄面额为4000美元支票一张。

We are duly in receipt of your letter of May 5, enclosing a draft, value $40000 in check, which has been credited your account as requested.

我们已收到贵方5月5日函寄的面额为40000美元的汇票一张，用以结算贵方账款。

Documents will be checked and paid immediately after receipt if there is no discrepancy.

单据收到后核对无误，我们就立即付款。

场景应用

客户对设备非常满意，但是他想了解一下付款方式，于是韦德先生详细地为对方进行了介绍。

A：Your equipment is the best I've ever seen. But what are the terms of your payment?

B：Oh, they're very flexible. The only requirement is an advance payment of twenty five percent before delivery.

A：And when is the balance due?

B：Upon installation of the equipment, for the cash option.

A：I see. What other options are there?

B：We offer financing.

A：How does that work?

B：You pay the advance, and the balance is paid off over a period of twelve months.

A：At what rate?

B：Eleven percent. It's very reasonable.

A：Actually, that seems high. With the cash option, do you mean only cash, or will you take other forms of payment?

B：We would also accept a certified check or a direct bank remittance.

A：你们的设备是我见过最好的，但是，你们的付款方式是怎样的？

B：哦，我们付款方式非常灵活的。唯一的要求就是交货之前要先付25％的预付款。

A：那什么时候付清余款？

B：如果是付现，那设备装好就要付清。

A：我明白了。还有其他什么选择？

B：我们提供贷款服务。

A：那是怎样付款的？

B：先付预付款，余款在12个月内付清。

A：利率是多少？

B：11％，非常合理。

A：事实上，有点高。选择付现，你是说只收现金，或者还有其他的付款方式？

B：我们也接受保付支票或者是直接银行汇款。

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balance的所有解释中我们最常见的是名词形式，表示“平衡”，而在对话中是它的另外一种名词解释，表示“余额”。

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体谅到对方的难处，加上对方的信誉比较好，所以程先生在付款方式上做出了让步。

A：Would it be possible for you to accept payment through collection?

B：I'm sorry to say that we only accept the letter of credit.

A：But as the world market is inactive recently, business is no longer as easy as it was. We hope that you would bend a little to allow us to pay by D/A or D/P.

B：Payment through collection is risky to the exporter.

A：We have done some business with other companies on collection basis, so they can prove to you our credit.

B：OK. In order to conclude this transaction, we agree to your proposal.

A：Thank you very much. Then what else do you require?

B：You're required to present the full set of documents to the bank for negotiation within the time allowed.

A：Sure. I'll do it.Call it a day .

A：你们能不能接受托收的方式付款。

B：很遗憾，我们只接受信用证。

A：但是最近国际市场很不景气，生意不再像以往那样好做了。希望你们让一点，允许我们用承兑交单或付款交单支付。

B：通过托收方式支付对于出口商是有风险的。

A：我们同其他公司以托收方式做过生意，他们可以证明我方信誉。

B：好吧。为了达成交易，我们同意你们的提议。

A：非常感谢，你们还有其他要求吗？

B：请您在规定的期限里向银行提交全套单证议付。

A：好，我一定办到。那今天就到此为止了。

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Call it a day.

今天就到这儿吧。

Call it a day.是个典型的英语俚语，常常用于宣布结束一天的工作，且暗示对工作绩效表示满意，意思是今天就知道这里为止，可以休息了。也有可能是由于工作超过了平日工作的时间，觉得做得已经够多了，急于收工。例如：It's late, and we're hungry. Let's call it a day and continue the work tomorrow morning.（太晚了，我们还饿着，今天就到此为止吧，明早再接着干。）

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