1. 商务函电 世纪商务英语 齐齐哈尔职业学院外语系

2. Unit 4 Terms of payment Introduction Main points of asking for payment Main points of replies Main points of urging establishment of L/C Main points of Amendment to L/C

3. Main Points of asking for payment Opening: a. referring to the relative order or contract Body: putting forward favorable payment term stating the reasons Closing: expecting acceptance

4. Main points of replies Disagree to the requirements Agree to the requirements

5. Main Points of asking for payment Opening: a.referring to the goods, relative order or contract Body: complaining about non-receipt of L/C stating the reasons asking for opening the L/C inviting attentions to the matter Closing: expecting receiving L/C in early time

6. Main Points of asking for payment Opening: a. referring to the relative L/C Body: pointing out the discrepancy asking for amendment to L/C Closing: expecting an early amendment

7. Lesson Ten D/A and D/P Terms

8. Asking for D/A payment Specimen 1 Amtrade International Co., Ltd. LV2570 Kilda Road, Melbourne Vic 3004, Australia China Garment Import ﹠ Export Corp. 216, Yan Tian Road Shenyang, Liaoning China Dear Sirs, Re: 2000 dz PUMA shoes Thank you for you letter of May 9 in which we have concluded a transaction of 2000 dozen PUMA brand shoes. But to our regret, you still ask for payment by confirmed irrevocable L/C as a rule. Payment by L/C is rather inconvenient to a customer like us who place medium-sized orders. It will add to our cost and undoubtedly tie up our liquid funds for three or four months. This may cause delay in execution of the contract. The question becomes gnawing under present circumstances. In view of our long business relationship and the small amount involved in this transaction, we hope you will extend us an easier payment terms as an exception, i.e. payment by D/A. Your accommodation would be conducive Amtrade International Co., Ltd. LV2570 Kilda Road, Melbourne Vic 3004, Australia China Garment Import ﹠ Export Corp. 216, Yan Tian Road Shenyang, Liaoning China Dear Sirs, Re: 2000 dz PUMA shoes Thank you for you letter of May 9 in which we have concluded a transaction of 2000 dozen PUMA brand shoes. But to our regret, you still ask for payment by confirmed irrevocable L/C as a rule. Payment by L/C is rather inconvenient to a customer like us who place medium-sized orders. It will add to our cost and undoubtedly tie up our liquid funds for three or four months. This may cause delay in execution of the contract. The question becomes gnawing under present circumstances. In view of our long business relationship and the small amount involved in this transaction, we hope you will extend us an easier payment terms as an exception, i.e. payment by D/A. Your accommodation would be conducive

9. to the future business and facilitate us promoting your products in our market. We shall highly appreciate your kindness in consideration of the above request and giving us a favorable reply. Yours faithfully, Amtrade International Co., Ltd. John Stewart Sales Manager Specimen 1 Asking for D/A payment

10. Specimen 2 Declining D/A Terms and Proposing to Pay by D/P China Garment Import ﹠ Export Corp. 216, Yan Tian Road, Shenyang, Liaoning, China May 24, 2006 Amtrade International Co., Ltd. LV2570 Kilda Road Melbourne Vic 3004 Australia Dear Mr. Stewart, Re: 2000 da PUMA shes We receive your letter dated May 15 about 2000 dozen PUMA shes asking for D/A terms. We are so regretful to inform you that we are unable to accept your D/A payment term, which is not our usual practice, as this will also tie up our funds. At present, international market fluctuates frequently. We generally do business with clients on the basis of sight L/C, as L/C terms give us guarantee. However, in consideration of our future business we are prepared to extend you D/P after sight so as to ensure timely collection of the proceeds. We believe you can understand us fully. A sight draft will be drawn on you through Bank of China, Liaoning branch in due time. China Garment Import ﹠ Export Corp. 216, Yan Tian Road, Shenyang, Liaoning, China May 24, 2006 Amtrade International Co., Ltd. LV2570 Kilda Road Melbourne Vic 3004 Australia Dear Mr. Stewart, Re: 2000 da PUMA shes We receive your letter dated May 15 about 2000 dozen PUMA shes asking for D/A terms. We are so regretful to inform you that we are unable to accept your D/A payment term, which is not our usual practice, as this will also tie up our funds. At present, international market fluctuates frequently. We generally do business with clients on the basis of sight L/C, as L/C terms give us guarantee. However, in consideration of our future business we are prepared to extend you D/P after sight so as to ensure timely collection of the proceeds. We believe you can understand us fully. A sight draft will be drawn on you through Bank of China, Liaoning branch in due time.

11. It is necessary for us to make it clear that this concession is only for your convenience to push sales of our new products, which should in no case be taken as a precedent. Yours faithfully, China Garment Import ﹠ Export Corp. Zhou Yanming Manager It is necessary for us to make it clear that this concession is only for your convenience to push sales of our new products, which should in no case be taken as a precedent. Yours faithfully, China Garment Import ﹠ Export Corp. Zhou Yanming Manager Specimen 2 Declining D/A Terms and Proposing to Pay by D/P

12. Tag sight L/CD/P after sight Confirmed irrevocable L/C easier payment termsusual practice liquid funds proceeds sight draft

13. Arm yourself payment n. paying (money) as a ruletie up execution in execution of / make execution of Inconvenient Our payment terms is ususally by confirmed irrevocable L/C. As a rule, we only accept L/C in our business. Payment by L/C will tie up our funds. in execution of / make execution of make execution of order

14. Translate the following expressions into Chinese. remittance sight draft collection confirmed letter of credit documents against payment liquid funds terms of payment D/A Exercises

15. Lesson Eleven Urging Establishment of L/C

16. Specimen 1 Pressing for Opening L/C Dear Sirs, Re: S/C No. GB556 With reference to the correspondences exchanged between us recently, we have finalized the business on the basis of FOB. Needless to say that as a buyer, you are responsible for applying for an L/C, but much to our disappointment we have not had any news from you though we sent you an email two weeks ago pressing you for opening. We have got the goods 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. As the date of delivery is only one month and half away, we recommend that you open the L/C without delay. Extra charges and any losses caused by delay of arrival of L/C will be for your account. Please open your L/C immediately and let us have your reply by return. Your prompt attention to this matter will be appreciated. Yours truly, Dear Sirs, Re: S/C No. GB556 With reference to the correspondences exchanged between us recently, we have finalized the business on the basis of FOB. Needless to say that as a buyer, you are responsible for applying for an L/C, but much to our disappointment we have not had any news from you though we sent you an email two weeks ago pressing you for opening. We have got the goods 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. As the date of delivery is only one month and half away, we recommend that you open the L/C without delay. Extra charges and any losses caused by delay of arrival of L/C will be for your account. Please open your L/C immediately and let us have your reply by return. Your prompt attention to this matter will be appreciated. Yours truly,

17. Specimen 2 Dear Sirs, Re: S/C No. GB556 Thank you for your letter of May 30, we hereby draw your attention to the fact that application has been made to the Bank of China, Shanghai Branch for the establishment of an irrevocable L/C in your favor, covering COMPAQ 1200+,valid until July 15, for the amount of US$2600000. The following documents are required: 1. Commercial invoice in triplicate. 2. One copy of insurance policy. 3. A set of clean shipped B/L. 4. Packing list in duplicate. The above mentioned goods are in great need now, and any delay in shipment will result in benefit losses. We shall be obliged if you could response immediately. We await your prompt shipment. Yours sincerely, Dear Sirs, Re: S/C No. GB556 Thank you for your letter of May 30, we hereby draw your attention to the fact that application has been made to the Bank of China, Shanghai Branch for the establishment of an irrevocable L/C in your favor, covering COMPAQ 1200+,valid until July 15, for the amount of US$2600000. The following documents are required: 1. Commercial invoice in triplicate. 2. One copy of insurance policy. 3. A set of clean shipped B/L. 4. Packing list in duplicate. The above mentioned goods are in great need now, and any delay in shipment will result in benefit losses. We shall be obliged if you could response immediately. We await your prompt shipment. Yours sincerely, Advise the Opening of L/C

18. Tag clean shipped B/Lpacking list correspondence commercial invoiceinsurance policy FOB

19. Arm yourself urge v. force or impel in an indicated direction needless to say responsible for be liable for apply for make a request for apply to sb. for sth press v. urge, insist on referring to your order of July 8, we are writing to urge your to establish the relative L/C.

20. Exercises Translate the following expressions into Chinese. correspondence commercial invoice FOB clean shipped B/L date of delivery packing list extra charges insurance policy

21. Lesson Twelve Asking for Amendment to L/C

22. Specimen 1 Amendment to Discrepancies Dear Sirs, We refer to the 1500 dozen shirts under our S/C No. TS121 and wish to point out that the time of shipment is approaching, but we found sruprisingly there are several points in the L/C not in conformity with what stipulated in the contract as follows: (1) The amount of your L/C is insufficient. The total amount is USD$2100 instead of USD$2000. (2) Please delete the clause “by direct steamer” and insert the wording “transshipment and partial shipment are allowed.” (3) The validity of L/C is 20 days after shipment. We shall highly appreciate it if you pay prompt attentions to this matter and give us respone at the earliest convenience. Yours faithfully, Dear Sirs, We refer to the 1500 dozen shirts under our S/C No. TS121 and wish to point out that the time of shipment is approaching, but we found sruprisingly there are several points in the L/C not in conformity with what stipulated in the contract as follows: (1) The amount of your L/C is insufficient. The total amount is USD$2100 instead of USD$2000. (2) Please delete the clause “by direct steamer” and insert the wording “transshipment and partial shipment are allowed.” (3) The validity of L/C is 20 days after shipment. We shall highly appreciate it if you pay prompt attentions to this matter and give us respone at the earliest convenience. Yours faithfully,

23. Specimen 2 Partial Shipment and Tansshipment are Allowed Dear Sirs, Thanks for your L/C No.JZP125 for the amount of BP ￡ 6000 covering 600 sets of color HDTV. On perusal, we find that partial shipment and transshipment are prohibited. We would accept your order on condition that you wouldn’t mind the commodity is shipped partially and transshipment is allowed. Direct steamers from here to your port are few and far between and we can hardly get the whole lot ready within half a month. So we are reluctant to ask you to amend your L/C to read: Partial shipment and transshipment allowed. As the deadline for shipment will soon be overdue, so please make necessary amendments to the L/C without any delay. Yours sincerely,

24. Tag HDTVdeadline direct steamer partial shipmentvalidity transshipment

25. Arm yourself at the earliest convenience stipulate for sth. insufficient adj. not sufficient insert v. put, fit, place into on perusal we have received your L/C dated April 4 and found that the amount is insufficient. please insert the word “about” before the quantity of the goods. On perusal, we find the price does not conform to that in the Proforma Invoice. Please let us have your confirmation of the above at your earliest convenience.

26. Exercises Letter-writing Practice Suppose you are the salesman of Trines Company and have concluded a transaciton of Louis Vitton Jeans in size 24-31 with one of the customer. However, when you received the L/C, you found some points were not in line with that in the contract. Now write a letter to ask for amendments, including: a. The place of expiry should be “in China” instead of “in New York”. b. Transshipment should be allowed. c. Insert “about” before the quantity. d. The quantity is 120 cases instead of 145 cases.

27. Lesson Thirteen Extension of L/C

28. Specimen 1 Extension of Shipment Date and Validity Dear Sirs, We acknowledge with thanks receipt of your L/C No.1123, covering your order for 30 long tons of Bridge brand welding electrodes. We are sorry that, on account of the delay on part of your suppliers at the point of origin, we won’t be able to have the goods prepared by the end of March. We thus sent you a fax yesterday, asking for the extension of the shipment date and validity of the credit. It is expected that the consignment will be ready for shipment in the early part of May and we are arranging to ship it on s.s “Fan Yang” sailing from Dalian on or about 10th May. Thank you for your understanding and cooperation in this matter. We sincerely hope that you would immediately extend your L/C as requested thus enabling us to effect shipment of the goods in question. Yours turly, Dear Sirs, We acknowledge with thanks receipt of your L/C No.1123, covering your order for 30 long tons of Bridge brand welding electrodes. We are sorry that, on account of the delay on part of your suppliers at the point of origin, we won’t be able to have the goods prepared by the end of March. We thus sent you a fax yesterday, asking for the extension of the shipment date and validity of the credit. It is expected that the consignment will be ready for shipment in the early part of May and we are arranging to ship it on s.s “Fan Yang” sailing from Dalian on or about 10th May. Thank you for your understanding and cooperation in this matter. We sincerely hope that you would immediately extend your L/C as requested thus enabling us to effect shipment of the goods in question. Yours turly,

29. Specimen 2 Asking for Extension Dear Mr. Zhou, We are glad to inform you that a new Import License has been granted and that we are able to increase the total amount of L/C NO. NBB993745 to USD 110000000. You will soon receive our L/C amendment advice through your advising bank. As we understand it is impossible to ship the goods before the originally agreed delivery date, we would like to have the shipment and validity date of the L/C extended to October 15 and 30 respectively. Please refer to the attached copy of our application for amendment to the said L/C. We wish to thank you again for your close cooperation, which has enabled us to obtain the new Import License in such a short time. Yours faithfully,

30. Tag welding electrode amendment advice advising bank Import License

31. Arm yourself long ton on account of for this/that reason on part of extension on or about enable sb. to do sth. As the steamer is delayed by storm, an extension of 15 days is required.

32. Exercises Translate the following expressions into Chinese. Improt License extension of L/C amendment advice long ton advising bank application delivery date