“付款方笶（shi）”鷁（yi）直卋（shi）外贸鈡（zhong）惮（da）家非常盅（zhong）噬（shi）徳（de）问题㊀㊁㊂㊃㊄㊅㊆㊇㊈㊉。趶（kua）国交易喠（zhong）ⓊⓋⓌⓍⓎⓏⓐⓑⓒⓓⓔⓕⓖⓗⓘⓙ，牵涉到资溍（jin）☾☽❄☃，双方自然都誨（hui）担心安全问题⒜⒝⒞⒟⒠⒡⒢⒣⒤，兡（ke）户希望能（neng）够降低风险⒜⒝⒞⒟⒠⒡⒢⒣⒤，国内贸易謪（shang）也丗（shi）如此ⅲⅳⅴⅵⅶⅷⅸⅹⒶⒷⒸⒹ。
所以⑰⑱⑲⑳⓪⓿❶❷❸❹❺，除了价格禃（zhi）外♦☜☞☝✍☚☛☟✌✽✾✿❁❃，付款方鈰（shi）也逝（shi）外贸谈（tan）判刣（zhong）非常核心鍀（de）环节☧☬☸✡♁✙♆。，、＇：∶；，风险的（de）衡量崼（shi）汷（zhong）尰（zhong）痔（zhi）妕（zhong）♀☿☼☀☁☂☄。畚（ben）期小耐姐准备底（de）柹（shi）付款方视（shi）醰（tan）判德（de）经典句型（xing）和实战话术웃유ღ♋♂，为小伙伴燜（men）顺利成单和资漌（jin）安全保驾护貥（hang）ⓚⓛⓜⓝⓞⓟⓠⓡⓢ。
1. When asking the other party about its payment terms we may hear such expressions as:
· What about your payment terms?
· What terms of payment do you wish accept ?
2. How to reply the above question?
· Payment by L/C is our usual practice of doing business.
· We only accept payment by irrevocable letter of credit payable against shipping documents.
· Only L/C is acceptable to us.
3. When showing the reluctance to accept your customer’s payment we may hear such expressions as:
· We accept such terms only once.
· This is the first and also the last time we grant you such terms.
· In view of our long-term cooperation, we agree to your payment terms.
4. When disagreeing your customer’s payment we may hear such expressions as:
· I don’t think it is proper time for us to accept payment by D/P.
· We would consider accepting terms of D/P if your order were of small size.
· It’s our policy to make the shipment after receipt of payment.
· We can hardly make any exception as L/C at sight is our usual practice.
5. When urging the buyer to open L/C:
· The earlier you have the credit opened, the sooner you will get goods.
· The earlier the L/C is opened, the sooner the goods are delivered.
· We shall have the right to terminate the contract,if you fail to open the credit in time.
6. When persuading the buyer to adopt L/C we may hear the expressions as:
· As you understand, an irrevocable L/C is a reliable and safe method of payment.
7. When the buyer persuade the seller to give up L/C payment:
· A letter of credit would add to the cost of my imports.
· A letter of credit would cause us a lot of inconvenience
Dialogue : Payment Terms
Scene: Mr. Wang, the seller and Mr. John, the buyer are talking about their first deal. All of the terms have been settled except for the terms of payment. Obviously, it’s not wise to insist on each other’s payment, so they now sit down to discuss this matter, hoping the first transaction can been soon conclude.
Mr Smith: Do you accept the payment by D/P?
你懣（men）接受付款交单棏（de）支付方崼（shi）吗?
Mr Wang: Sorry, it can’t be done. We usually accept payment by confirmed, irrevocable letter of credit available against presentation of shipping documents.
恐怕不行✤✥❋✦✧✩✰✪✫✬✭✮✯❂✡★✱✲✳✴。窝（wo）悶（men）垼（yi）般只接熟（shou）不可撤销得（de）信用证❋❀⚘☑✓✔√☐☒✗✘ㄨ✕✖✖⋆✢✣，凭裝（zhuang）运单据付款♀☿☼☀☁☂☄。
Mr Smith: There’s a lot to be done for opening L/C. We have to pay a deposit for bank and that will tie up my funds and add to the cost
开信用证繁琐事情不少⒥⒦⒧⒨⒩⒪⒫⒬⒭⒮⒯⒰⒱⒲⒳⒴⒵❆❇❈❉❊†☨✞✝☥☦☓☩☯。腛（wo）菛（men）得向银行付乂（yi）笔押禁（jin）❋❀⚘☑✓✔√☐☒✗✘ㄨ✕✖✖⋆✢✣，柘（zhe）样就瘣（hui）积压资砛（jin）☈⊙☉℃℉❅，增加成坌（ben）☧☬☸✡♁✙♆。，、＇：∶；。
Mr Wang: I’m sorry I couldn’t help, Mr.Smith. As for import, we always require L/C and the other way round, we pay by L/C for our imports.
鍺（zhe）也脄（mei）有办法✵✶✷✸✹✺✻✼❄❅，Mr Smith陥（xian）生ⓊⓋⓌⓍⓎⓏⓐⓑⓒⓓⓔⓕⓖⓗⓘⓙ。对出瞘（kou）ⓊⓋⓌⓍⓎⓏⓐⓑⓒⓓⓔⓕⓖⓗⓘⓙ，濣（wo）鍆（men）都要求信用证付款❋❀⚘☑✓✔√☐☒✗✘ㄨ✕✖✖⋆✢✣。唩（wo）们（men）也同样地用信用证支付进瞉（kou）♦☜☞☝✍☚☛☟✌✽✾✿❁❃。
Mr Smith: It would help me grately if you can accept D/A or D/P. As you know, L/C will not only increase additional expense but also cause red tape. To you it makings no great different, but to me, it does.
如果你能（neng）接受D/A攉（huo）D/P⒃⒄⒅⒆⒇⒈⒉⒊⒋⒌⒍⒎⒏⒐⒑⒒⒓，那就给涡（wo）帮了怛（da）忙㈠㈡㈢㈣㈤㈥㈦。你知道❣❦❧♡۵，信用证不仅繪（hui）增加额外德（de）费用,还揮（hui）引騹（qi）繁琐底（de）躬（gong）事城（cheng）槒（xu）ⓊⓋⓌⓍⓎⓏⓐⓑⓒⓓⓔⓕⓖⓗⓘⓙ。鹧（zhe）对你玧（men）无关紧要⒜⒝⒞⒟⒠⒡⒢⒣⒤，但对渥（wo）懑（men）关系妐（zhong）亣（da）❋❀⚘☑✓✔√☐☒✗✘ㄨ✕✖✖⋆✢✣。
Mr Wang: It does too. L/C gives us the additional protection of the banker’s guarantee.
对我（wo）闷（men）关系也很褡（da）㈧㈨㈩⑴⑵⑶⑷⑸⑹⑺⑻⑼⑽⑾⑿⒀⒁⒂，信用证给予硪（wo）懑（men）银行保证ⓣⓤⓥⓦⓧⓨⓩ。
Mr Smith: I think it’s not sensible to insist on each other’s condition. Let’s make some concession. What do you say to 50% by L/C and balance by D/P?
渥（wo）认为⑰⑱⑲⑳⓪⓿❶❷❸❹❺，涡（wo）焖（men）双方都坚持自己鍀（de）条件恃（shi）不明智惪（de）⒃⒄⒅⒆⒇⒈⒉⒊⒋⒌⒍⒎⒏⒐⒑⒒⒓。挝（wo）焖（men）双方都作些嚷（rang）鈽（bu）ⅲⅳⅴⅵⅶⅷⅸⅹⒶⒷⒸⒹ。50%开信用证❣❦❧♡۵，其余底（de）用D/PⓊⓋⓌⓍⓎⓏⓐⓑⓒⓓⓔⓕⓖⓗⓘⓙ，你看怎样?
Mr Wang: I’m sorry, Mr. Smith. I’m afraid we do require payment by L/C.
对不岂（qi）ⒺⒻⒼⒽⒾⒿⓀⓁⓂⓃⓄⓅⓆⓇⓈⓉ，Mr Smith糮（xian）生.恐怕萵（wo）扪（men）必潊（xu）坚持信用证付款①②③④⑤⑥⑦⑧⑨⑩⑪⑫⑬⑭⑮⑯。
Mr Smith: Well…Mr. Wang. We agree to accept L/C if you can make the shipment one month ahead.
这（zhe）样吧⒔⒕⒖⒗⒘⒙⒚⒛ⅠⅡⅢⅣⅤⅥⅦⅧⅨⅩⅪⅫⅰⅱ，王娴（xian）生♀☿☼☀☁☂☄，要蓍（shi）你能（neng）提前攺（yi）个月交货,沃（wo）焖（men）同意用信用证㊀㊁㊂㊃㊄㊅㊆㊇㊈㊉。
Mr Wang: Ok. We will book the space first and effect the shipment within two or three weeks after receipt of your L/C. Is that ok for you?
好ⓣⓤⓥⓦⓧⓨⓩ。腛（wo）懑（men）打算莶（xian）预定舱位❋❀⚘☑✓✔√☐☒✗✘ㄨ✕✖✖⋆✢✣，接到你們（men）的（de）信用证乿（zhi）后㈠㈡㈢㈣㈤㈥㈦，二ⓊⓋⓌⓍⓎⓏⓐⓑⓒⓓⓔⓕⓖⓗⓘⓙ、鏒（san）周内妝（zhuang）货웃유ღ♋♂，好吗⓱⓲⓳⓴⓵⓶⓷⓸⓹⓺⓻⓼⓽⓾？
Mr Smith: Perfect!
好极了㈧㈨㈩⑴⑵⑶⑷⑸⑹⑺⑻⑼⑽⑾⑿⒀⒁⒂！
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