外贸业务谈判进程:Payment and Delivery 付款及装运(1)
P: Well, we've settled the question of price, quality and quantity. Now what about the terms of payment?
L: We only accept payment by irrevocable letter of credit payable against shipment documents.
P: I see. Could you make an exception and accept D/A or D/P?
L: I'm afraid not. We insist on a letter of credit.
P: To tell you frankly, a letter of credit would increase the cost of my import. When I open a letter of credit with a bank, I have to pay a deposit. That'll tie up my money and add to my cost.
L: Consult your bank and see if they will reduce the required deposit to a minimum.
P: Still, there will be bank charges in connection with the credit. It would help me greatly if you would accept D/A or D/P. You can draw on me just as if there were a letter of credit. It makes no great difference to you, but it does to me.
L: Well, Mr. Peter, you must be aware that an irrevocable letter of credit gives the exporter the additional protection of the banker's guarantee. We always require L/C for our exports. And the other way round, we pay by L/C for our imports.
P: To meet you half-way, what do you say to 50% by L/C and the balance by D/P?
L: I/m sorry, Mr. Peter, but I'm afraid I can't promise you even that. As I've said, we require payment by L/C.
外贸业务谈判进程:Payment and Delivery 付款及装运(2)
L: To get around your difficulty, Mr. Peter, I'd suggest that you reduce your order by half. You can send in an additional order later.
P: Well, I'll consider the possibility. By the way, when do I have to open the L/C, if I want the goods to be delivered in June?
L: A month before the time you want the goods to be delivered.
P: Could you possibly affect shipment more promptly?
L: Getting the goods ready, making out the documents and booking the shipping space … all this takes time you know. You cannot expect us to make delivery in less than a month.
P: Very well, Mr. Li. I'll not reduce my order. I'll take the full quantity you offer. And I'll arrange for the L/C to be opened in your favor as soon as I get home.
L: When will that be?
P: Early next week. In the meantime, I should be very pleased if you would get everything ready. I hope that the goods can be dispatched promptly after you get my L/C.
L: You can rest assured of that. We'll book your order and inquire for the shipment space now, so that shipment can be affected within two or three after receipt of your L/C.
P: That'll be fine. I appreciate your cooperation.
L: Very good. Well, thanks to your cooperation, our discussion has been very pleasant and fruitful. I sincerely hope that the volume of trade between us will be even greater in future.
P: I hope so too. Now that everything is settled, let's have a cup of tea, and get our minds off business for a change.
外贸业务谈判进程:Payment and Delivery 付款及装运(3)
P: Well, Mr. Li, we've settled everything in connection with this transaction except the question of payment in Renminbi. Now,can you explain to me how to make payment in Renminbi?
L: Many of our business friends in England, France, Switzerland, Italy and West Germany are paying for our exports in Chinese currency. It is quite easy to do so.
P:I know some of them are doing that. But this is new to me. I've never made payment in Renminbi before. It is convenient to make payment in pound sterling, but I may have some difficulty making payment in Renminbi.
L: Many banks in Europe now carry accounts in Renminbi with the Bank of China, Beijing. They are in position to open letters of credit and effect payment in Renminbi. Consult your bank s and you'll see that they are ready to offer you this service.
P: Do you mean to say that I can open a letter of credit in Renminbi with a bank of London of Bern?
L: Surely you can. Several of the banks in London, such as the Bank of China (London), the National Westminster Bank and Barclays Bank are in a position to open letters of credit in Renminbi. They'll do so against our sales confirmation or contract.
P:I see