商务英语听说PPT 参考答案Unit 7 Terms of Payment

Unit 7 Terms of Payment
Starting-up
True or False.
1.The methods of payment we use in the international trade are chiefly Remittance,
Collection and the Letter of Credit. ( T )
2.Among T/T, M/T and D/D, T/T is the cheapest method of payment. ( F )
3.Under collection, there are two terms of payment---documents against payment
and document against acceptance. ( T ) 4.Clean collection refers to a collection of financial documents accompanied by
commercial documents or commercial documents not accompanied by the
financial documents. ( F )
5.L/C is commercial credit instead of bank credit. ( F )
6.Beneficiary is usually the exporter and is entitled to use the letter of credit for
payment of the goods. ( T )
7.Sight L/C means the payment can be made until a specific date. ( F )
8.The opening bank is usually a bank in the country of the exporter . ( F ) Categorize the given payment terms into three groups.
A.sight credit
B. time L/C
C. telegraphic transfer
D. documents against payment
E. mail transfer
F. documents against acceptance
G. demand transfer
Initial Listening
T T a a s s k k11
1. documentary credit
2. clean collection
3.documents against payment
4. 30% deposit by T/T
5.documents against acceptance
6.confirmed, irrevocable L/C
7.L/C at sight 8.revolving L/C
9.payment in advance 10.60 days’ L/C
T T a a s s k k22
1.We only accept payment by irrevocable L/C payable against shipping documents.
2.We need to put a deposit in the bank and thus tying up the capital of a small company like
ours.
3.In order to finalize business, we agree to use payment by D/P at sight.
4.Payment is to be made by L/C payable by draft at 60 days to remain valid for negotiation in
China till the 15th day after the date of shipment.
5.The L/C should reach us 30 days before the time of shipment.
6.We would like payment prior to delivery, since this is your first order.
7.What kind of installment payment do you have in your mind?
8.Customers who buy machines from us pay 30% on the order confirmation, and 70% before
the delivery of machines.
T T a a s s k k33
1.W: You know, this time our order is large in sizes. It’s expensive to open an L/C because we
need to put a deposit in the bank.
M: Generally, we only accept payment by confirmed and irrevocable letter of credit payable against shipping documents.
Q: What does the woman expect?
A. She would like payment by L/C.
B. She would like to use other payment terms other than L/
C.
C. She expects to confirm payment by confirmed and irrevocable L/C.
D. She desires to obtain orders in large quantity.
2.M: How about an L/C at 90 days?
W: It’s OK. Please open the letter of credit in good time, and please make sure that the L/C could reach us a month before the date of delivery.
Q: What does the woman mean?
A. She is not sure when the date of delivery is.
B. She can’t accept L/C at 90 days and make sure the L/C is to be opened in time.
C. She can accept L/C and expect to have it before delivery.
D. She will open the L/C one month before the shipment date.
3.W: But I heard you would accept different kinds of payment such as D/A or D/P.
M: Yes, we can accept other modes of payment only when the transaction involves very small amount.
Q: What does the man mean?
A. He can accept D/A or D/P conditionally.
B. He wants the woman to change her mind.
C. He can’t agree with the woman.
D. He will consider accepting payment by D/A or D/P.
4.M:Because of the size of the order that we’re placing, we’ll need 60 days to pay for it instead
of 30 days.
W: Can you give me some assurance that your company has sufficient financial resources to draw on?
Q: What does the woman ask the man to do?
A. The man needs to draw on the woman.
B. The woman would like the man to provide evidence to show his good financial standing.
C. The woman asks the man to consider other payment terms.
D. The woman hopes that the man will agree to her suggestion.
5.W:How about 50% by L/C and the balance by D/A?
M:Don’t you think it is a little troublesome by doing so with only 100 metric tons?
Q: What does the man mean?
A. He is not satisfied with the quantity.
B. He doesn’t like the woman’s suggest.
C. He can accept 50% by L/C and the balance by D/A.
D. He asks the woman whether she agrees to the payment terms.
Intensive Listening
D D i i a a l l o o g g u u e e11..
1. Listen to the dialogue and decide whether the following statements
are true or false. Write “T” for true and “F” for false.
1.Mr. Smith prefers easier payment terms other than L/C. ( T )
2.Mr. Wang says payment by L/C is only for business with new client. ( F )
3.Mr Wang agrees to 50% payment by L/C and the balance by D/P. ( F )
4.Mr. Smith agrees to pay a deposit. ( F )
5.Mr. Smith will open the L/C in compliance with Mr. Wang’s request. ( T )
2.Listen to the dialogue again and complete sentences according to
the contents in the dialogue.
1.We only accept payment by confirmed, irrevocable letter of credit payable against sight draft.
2.The trouble is if we can’t collect the payment on time, it will affect our capital turnover.
3.We haven’t known much about credit status for each other.
4.However, to get around your difficulty, I’d suggest that D/P be accepted in the future
business.
5.We promise to get everything ready and dispatch the goods immediately after we receive your
order and L/C.
3.Take notes for negotiation on payment terms.
Mr. Smith’s initial desire on payment T/T after shipment
The payment Mr. Wang insist on L/C
The second suggestion of Mr. Smith D/P at sight
The third suggestion of Mr. Smith 50% by L/C and balance by D/P
The payment agreed upon Irrevocable letter of credit
Tape Script:
Shawn Smith : From Long Beach Trading Co., Ltd. in USA
Wang Kai: From TC-Max Textile Import & Export Co., Ltd. in China
Dialogue 1
Smith: I’m glad that w e’ve settled the price. Let’s get down to the terms of payment. What do you have in mind?
Wang: We only accept payment by confirmed, irrevocable letter of credit payable against sight draft.
Smith: But we’d better use a different payment terms such as T/T after shipment.
Wang: As this is the first transaction we’ve done with you. I’m afraid it can’t be done. Payment by L/C is our usual practice with all customers for such commodities especially with our new customers.
Smith: Are you worrying about our reliability?
Wang: That’s not only thing what I really mean. The trouble is if we can’t collect the payment on time, it will affect our capital turnover.
Smith: Then how about D/P at sight?
Wang: Perhaps we shall consider it after we have more business together. But so far, we haven’t known much about credit status for each other. So I’m afraid we must insist on our usual
form.
Smith: To be honest, an L/C would add to the cost of our imports. In opening a letter of credit with
a bank, I will have to pay a deposit. That will tie up our funds. Still, there will be certain
bank charges.
Wang: Well, Mr. Smith, you must be aware that an irrevocable letter of credit gives both of us the additional protection of the banker’s guarantee.
Smith: To meet each other halfway, what do you say to 50% by L/C and balance by D/P? Wang: I’m terribly sorry, Mr. Smith, but I’m afraid I cannot promise even that. As I’ve said, we do require payment by L/C. However, to get around your difficulty, I’d suggest that D/P be
accepted in the future business.
Smith: So it seems I have no choice but to accept it. When must I open the L/C, if I want the goods to be delivered in time?
Wang: A month before shipment. We promise to get everything ready and dispatch the goods immediately after we receive your order and L/C.
Smith: All right. I’ll take your word for it.
D D i i a a l l o o g g u u e e22..
Listen to the dialogue and choose the best answer to each of the following questions.
1-5 ACCBA
Tape Script:
Dialogue 2
Buyer: Next we need to talk about payment terms.
Seller: In view of our long-term pleasant cooperation, we’d like to require payment on D/P basis.
It’s quite easy for you, isn’t it?
Buyer: Thank you very much for your accommodation. But as you may be aware, the recent uncertainty of the market tendency and declining of the local purchasing power have really brought us much inconvenience. We shall be thankful if you grant us payment by D/A. Seller: Actually, we were thinking of your problems when we suggested replacing L/C with D/P.
And we certainly understand that D/A is more ideal term for you. But, can you also consider our worries? So, I’m afraid no further concession can be made. It is just to facilitate our sales.
Buyer: Well, it seems I have to take things as they are. Le t’s put it into contract.
Seller: I should mention that we accept such terms only once. When the goods are dispatched, we’ll issue a sight draft against you, which will be sent together with the shipping documents through our remitting bank to the collecting bank at your end. It is understood that you are to honor it on presentation.
Buyer: You may rest assured that this documentary draft will be duly honored on presentation. Seller: We trust you and hope you’ll live up to your credit.
Buyer: Surely I will.。