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1、,经 贸 英 语,ENGLISH FOR CAREERS,Unit 5 Payment,新职业英语,Warming-up,Reading A,Listening,Speaking,4,1,2,3,Reading B,5,Writing,6,Project,7,Vocabulary and Structure,8,Unit 5 Payment,Task 1 The following logos represent four major banks whose services are available in China. Please find out from the following
2、table the full name for each, and talk about the banks.,Unit 5 Payment,Huaxia Bank China Merchants Bank Bank of Communications Citibank The Hong Kong and Shanghai Banking Corporation Bank of Beijing Industrial and Commercial Bank of China China Construction Bank,华夏银行,招商银行,交通银行,花旗银行,汇丰银行,北京银行,中国工商银行,
3、中国建设银行,Task 2 Banks play a very important role in paying in international trade. The following are the main business banks deal in. Which business are you familiar with? Which business do you think is related to payment in international trade?,Unit 5 Payment,Deposit,Collection,Investment,Withdrawal,
4、Loan,Remittance,Credit Card,Reading A,Text,Task 1,Task 2,Task 3,Task 4,Background Information,Unit 5 Payment,Background Information Risk is the primary concern in payment in international trade. Both the exporter and the importer face risks because of the characteristics of international trade. So b
5、usiness people adopt various terms of payment according to how much risk is involved. Each party seeks a term that is favorable to him or her but that the other party will also accept. To avoid possible financial losses, both the seller and the buyer must understand the various methods; otherwise, h
6、e or she may accept a method of payment that is riskier or more expensive. And as a result, cost may offset the profit.,Reading A,Task 1 Before reading the passage, see how much you know about payment in international trade by answering the following questions.,Unit 5 Payment,1. What are the risks t
7、hat dealers may be faced with in international payment?,2. Which method of payment is the safest for either the seller or the buyer in your opinion?,Cheatthe seller makes the shipment but is never able to receive the payment, or the buyer makes the payment with the goods never received; financial lo
8、ssesthe buyer receives the shipment or the seller receives the payment later than the date stated in the contract; disputethe buyer receives the shipment but claims the goods are inferior or not in compliance with the contract, for which the seller holds different ideas.,For the seller, the safest m
9、ethod of payment is cash in advance, or telegraphic transfer; for the buyer, the safest method of payment is cash on delivery.,Payment in International Trade,There are many ways of payment in international trade. The three modes of payment usually used are Remittance, Collection and Letter of Credit
10、. Remittance includes Telegraphic Transfer (T/T), Mail Transfer (M/T), Demand Draft (D/D). Among the three ways, T/T is fast and safe, but at higher cost; M/T is slower, but at lower cost; D/D is suitable for cash on delivery trade. Sometimes, the importer requests payment to be made by collection t
11、hrough banks under the terms of Documents Against Payment (D/P) or Documents Against Acceptance (D/A). In practice, payment by collection should be accepted with much care. It is usually used when the financial status of the importer is sound or when the exporter wishes to improve the sale of his/he
12、r goods. Otherwise, the more preferable payment is the Letter of Credit (L/C).,Reading A,Unit 5 Payment,国际贸易中的支付方式有很多种。三种经常使用的方式包括汇付、托收和信用证。 汇付包括电汇、信汇和票汇。其中，电汇快捷安全，但是费用较高；信汇速度略慢，但费用也略低；票汇适用于货到付款的贸易方式。 有时，进口商会根据付款交单或承兑交单的条款要求银行采取托收的方式。实际上，采用托收方式时要非常小心，通常在进口商的财务状况非常好或者出口商期望增加销售额的时候才会采用，否则，更有利的付款方式是采用信
13、用证。,Reading A, L/C is a guarantee given by the importers bank that it will pay for the goods exported, provided that the exporter can provide a given set of documents in accordance with clauses in the L/C. L/C provides protection for both importer and exporter. Most L/Cs are irrevocable once the imp
14、orter has had them sent, which means it cannot be changed unless both the importer and the exporter agree. The most popular type of L/C is Confirmed Irrevocable Letter of Credit. Usually a L/C must be established and reach the exporter one month prior to the time of shipment, so as to give the expor
15、ter enough time to prepare the goods for shipment. Though there is no uniform format for a L/C, the following main items shall be stated in a L/C: statements about the parties concerned, required documents to be sent with the draft and other necessary terms. On receiving the L/C, the exporter should
16、 make a thorough examination to see if all the stipulations in the L/C are in exact accordance with the terms of the contract. If not, the exporter should require the importer to make immediate amendments.,Unit 5 Payment,信用证是买方银行所作的为出口的商品付款的承诺，前提是出口商能够提供与信用证中条款规定相一致的单据。信用证对进出口双方都提供了保障。一旦应进口商的要求发出，大多
17、数信用证就是不可撤销的，这意味着除非进出口双方同意，否则该信用证是不可更改的。最常用的信用证是承兑的、不可撤销的信用证。 通常，信用证必须在装运前一个月开立并到达出口商，以便出口商有足够的时间备货装运。虽然信用证没有统一的格式，但是以下主要项目必须包括其中：有关各方的描述、要求与汇票同时发出的单据以及其他必要条款。 收到信用证后，出口商应立即对信用证的条款仔细核对，确保其与合同中规定的条款完全一致。如有不同，出口商应该要求进口商马上进行修改。,Reading A,Task 2 Read the passage. Choose from the following words or phrase
18、s and fill in the appropriate boxes.,Unit 5 Payment,mostly adopted modes of payment: ways of collection: ways of remittance: parties involved in payment in international trade:,letter of credit, confirmed irrevocable letter of credit; remittance; collection,documents against payment; documents again
19、st acceptance,telegraphic transfer; demand draft,exporters bank; importers bank; exporter; importer,Reading A,Task 3 Read the passage again and decide whether the following statements are true (T) or false (F)., 1. Collection should be carefully adopted if the importer is not very clear about the ex
20、porters financial status. 2. Collection is less favorable to the buyer than to the seller. 3. Letter of Credit is issued by the buyer to the seller to ensure the buyer receives the payment. 4. Confirmed Letter of Credit means it can not be changed once the importer has had it sent. 5. Stipulations i
21、n Letter of Credit should strictly conform to the terms of the contract.,F,F,F,F,T,Unit 5 Payment,Reading A,Task 4 The reading passage has shown different ways of payment. Summarize the differences among them. Suppose if you are a buyer, what is your choice? And what if you are a seller? Explain the
22、 reasons for your choice.,Unit 5 Payment,Task 1,Task 2,Task 3,Task 4,Task 5,Listening,Unit 5 Payment,Listening,Task 1 Grace Hilton is phoning George Miller to ask about the mode of payment. Listen to the conversation and fill in the blanks with what you hear.,Grace Hilton: Hello, Mr. Miller. This is
23、 Grace Hilton from High Land Corporation. We have read about your 1 2 and found some items particularly interesting.,George Miller: Thats good news. We will be willing to work with you to 3 4 5 there. Grace Hilton: Now Id like to discuss with you the mode of payment. George Miller: Well, Ms. Hilton,
24、 we require 6 7 8 , T/T, for new customers. Grace Hilton: That is a bit stiff, Im afraid. Its hard for us to accept. George Miller: Im sorry. But our company 9 10 that.,product,catalog,develop,Unit 5 Payment,the,market,payment,in,advance,insist,on,Script,George Miller: Parker Electronics. George Mil
25、ler is speaking. What can I do for you? Grace Hilton: Hello, Mr. Miller. This is Grace Hilton from High Land Corporation. We have read about your product catalog and found some items particularly interesting. We are quite confident that they will be readily accepted on the market here. George Miller
26、: Thats good news. We will be willing to work with you to develop the market there. Grace Hilton: Now Id like to discuss with you the mode of payment. George Miller: Well, Ms. Hilton, we require payment in advance, T/T, for new customers. Grace Hilton: That is a bit stiff, Im afraid. Its hard for us
27、 to accept. George Miller: Im sorry. But our company insists on that. Grace Hilton: Mm In that case, I have to talk to my boss before making the decision. George Miller: I shall be waiting for your good news.,Listening,Task 2 Louis is phoning Edison to have a further discussion about the mode of pay
28、ment. Listen to the conversation and match the people with the correct information.,plan to import boards from Vision Electronics,Unit 5 Payment,prefer D/P as the mode of payment,put forward the solution of paying by M/T,decide to arrange for the shipment after receiving the fax,a little hesitant be
29、cause M/T takes longer time than T/T,Script,Edison: Edison from Vision Electronics. How can I help you? Louis: Hello, Edison. This is Louis. Im calling to talk about the payment terms for the boards we are planning to import from your company. Edison: Then whats your decision? Louis: You know, we pr
30、efer D/P, but you insist on T/T. If we both stick to our own decisions, our cooperation would be impossible. Since the amount of this transaction is not very big, were thinking about M/T, which is as safe as T/T, but will save us quite some money. Edison: M/T? Wont it take too much time? Louis: Dont
31、 worry. I will make the payment in advance and have the mail sent by Citibank 15 days before your shipment. Edison: Sounds not bad. Please fax us the notification as soon as you finish the payment so that I can arrange for the shipment. Louis: OK. Thank you very much.,Listening,Task 3 Ms. Zhang is m
32、eeting Victor to discuss the mode of payment. Listen to the conversation and decide whether the following statements are true (T) or false (F)., 1. Victor represents the buyer of the bicycles. 2. Ms. Zhang visits to talk about the terms of payment. 3. Its the first time that Ms. Zhang deals with Vic
33、tor. 4. Victor considers opening a letter of credit too troublesome. 5. Ms. Zhang thinks payment in advance is not a favorable condition for old clients. 6. Ms. Zhang and Victor finally agree on confirmed irrevocable letter of credit as the mode of payment.,T,T,F,T,F,T,Unit 5 Payment,Script,Victor:
34、Ms. Zhang, we have reached an agreement on the price of your bicycles. Now shall we talk about the terms of payment? Ms. Zhang: Sure. Thats exactly the purpose of my coming here today. What do you think of the way of payment in advance, just the same as last time? Victor: Payment in advance? Thats i
35、mpossible! We accepted this mode last time just because you insisted that it is your requirement for starting business with new clients. Now that we have had successful cooperation, we are no longer your new client. Dont you think it is reasonable for you to offer favorable conditions to old clients
36、? Ms. Zhang: Dont worry, Victor. If you dont accept that mode, confirmed irrevocable letter of credit is also acceptable. Victor: Does it have to be in this way? You see, opening a letter of credit causes great trouble, and it will also add to our cost. Ms. Zhang: Im sorry, but it is the most I can
37、do. Whats more, I think it is good protection for both of us. Victor: Well, all right. I accept it,Listening,Task 4 Frank is receiving a phone call from Anna. Listen to the conversation and fill in the blanks with what you hear.,amendment to the L/C,Unit 5 Payment,1. Anna is calling to ask for No. 6
38、65. 2. There are two discrepancies between the L/C stipulations and the terms in the contract: First, ; second, . 3. Frank promises to submit an application form to and asks for as soon as possible.,the drawee of the draft should be “Millen Bank”, not “Millen Corp.”,the port of destination should be
39、 changed from “Boston” to “New York”,the issuing bank,amendment to the L/C,Script,Anna: This is Anna calling from Unicom, China. May I speak to Frank? Frank: Hello, Anna. This is Frank speaking. What can I do for you? Anna: Im calling to require amendment to the L/ C No. 665. Frank: Whats the matter
40、 with it? Anna: After going over the L/C clauses, we have found some discrepancies between your L/C stipulations and the terms of our sales contract. So we request you to amend the L/C accordingly so that we can execute our contract smoothly. Frank: Would you please give me more details? Anna: Sure.
41、 First of all, the drawee of the draft should be “Millen Bank”, not “Millen Corp.”; secondly, the port of destination should be changed from “Boston” to “New York”. Frank: I have been clear about the discrepancies. I feel so sorry and will submit an application form to the issuing bank asking for am
42、endment in accordance with your request. Anna: Thanks for your cooperation.,Listening,Task 5 The following conversation is about the extension of L/C. Listen to the conversation and answer the following questions.,Unit 5 Payment,What products are Andy and Ellen talking about? 2. What is the problem
43、Ellen is facing? 3. What is Ellen requesting Andy to do? 4. When will Ellens company have the goods sent?,Air conditioners.,Her company is not able to have the goods shipped at the time agreed.,To extend the L/C.,In the early next month.,Script,Ellen: Hello, Andy, Id like to talk to you about the L/
44、C No. 1298. Andy: I think you have received it and we did get your confirmation. Any problem with it? Ellen: Nothing wrong with it. Its us. Im sorry to tell you that we are unable to get the goods you ordered ready by the end of this month. Andy: Thats just too bad! If you cannot have the goods sent
45、 by the end of this month, we will miss the best sales time. You know, air conditioners are seasonal. Ellen: Im so sorry. Thats just come up really unexpectedly. And we will try our best to get the shipment ready as early as possible. In fact, it is expected that the consignment will be ready for sh
46、ipment in the early next month. Andy: You have to make sure that it cannot be later than that. Ellen: Thats for sure. I believe you will extend the shipment date of your L/C to July 10 and validity to July 30 to enable us to effect the shipment in question, will you? Andy: OK. I will make arrangemen
47、t for it. We have been cooperating well for quite a long time. For our long-term cooperation, I do hope this wont happen again. Ellen: I can assure you that. Thank you very much.,Task 1,Task 2,Task 3,Task 4,Speaking,Unit 5 Payment,Speaking,Task 1 Work in pairs. Make sentences by choosing relevant in
48、formation in each box.,Unit 5 Payment,Speaking,Unit 5 Payment,Speaking,Task 2 Work in pairs. Suppose the representative of Sunshine is negotiating the terms of payment with the manager of Australian Woolen Products (AWP). Practice making a conversation. Some useful expressions are provided for your
49、reference.,sample,Unit 5 Payment,Sample,A: We are very interested in the woolen blankets listed in the catalog. Shall we discuss terms of payment? B: Sure. We require T/T. A: Well, that term is really hard to accept. B: Im sorry. That is our policy for small amount of business. A: Can you consider other modes of payment such as letter of credit? B: That is a fixed rule. But if our firs