单击此处编辑母版标题样式单击此处编辑母版副标题样式11国际商务函电实务International Business Correspondence PracticePart Two Business Correspondence Writing Part Two Business Correspondence Writing P Practiceractice第二部商务函电写作实务Page 2国际商务函电实务国际商务函电实务Project 8Page 3Urging Payment（催款催证）国际商务函电实务国际商务函电实务Lead In（导入）nTo reach the goal of the project, the following knowledge and talents are required:nA good awareness of payment methods, especially T/T, collection and L/C.nGood skills in writing such business letters and faxes for urging payment or opening L/C. nGood English in expression and grammar. nDuring the process of implementing contract, for the seller, one of the necessary steps is to urge the buyer to make payment or establish L/C according to the terms of payment. As stipulated in the contract, the buyer shall make payment or establish L/C on time, but sometimes they may be delayed for various reasons. In order to collect the payment safely and promptly, the seller has to urge the buyer to expedite payment or opening L/C.Page 4Project8UrgingPaymentAims and Demands（学习目标）ToknowtheimportanceofurgingpaymentoropeningL/Candknowwhentowritesuchlettersorfaxes;Tomasterthestrategiesandcontentsforwritingsuchcorrespondence;Tomastersometypicalsentencepatternsandexpressionsonthematter.Personal qualitySkillsKnowledgeTowritebusinesslettersandfaxesforurgingpaymentoropeningL/Cwithcorrectstrategies;Towritesuchcorrespondencewiththeessentialcomponentsinthecorrectformatsandlayouts;TomastertheskillsofcorrectlytranslatingsuchlettersandfaxesfromChineseintoEnglishandviceversa.Totrainthetalentsofdiscoveryorexploratorylearning,tryingtofindouttherulesand/orthestrategiesforreachingthegoalofthejobsintheproject;Totraintolearnhowtocommunicateandcooperatewithyourcompanionsorco-workers.Page 5Project8UrgingPaymentPage 6Difficulties and Focuses（难点和重点） TowritesuchbusinesslettersandfaxesforurgingpaymentoropeningL/Cwithcorrectstrategies;Tomastersometypicalsentencepatternsandexpressionstotranslatethemessagesintheprojectjobsskillfullyandcorrectly;Towritesuchlettersandfaxeswiththeessentialcomponentsinthecorrectformatsandlayouts;Totraintoknowdiscoveryorexploratorylearning,tryingtofindoutrulesand/orstrategiesforreachingthegoalofthejobsintheproject;Totraintolearnhowtocommunicateandcooperatewithyourcompanionsorco-workers.Project8UrgingPaymentCase Study（案例学习）Page 7Therearetwocasesinthisproject.OneistourgepaymentonT/TbasisandtheotheristourgeestablishmentofL/C.Inbothcases,suchwrittencommunicationshouldsoundpersuasive,effective,correct,cordial,sincereandcourteous.Project8UrgingPaymentCase 8.1 Urging Payment by T/T Page 8Situation: ThebuyerJohnson&JohnsonTextilesCo.Ltd.andthesellerLinfengImportandExportCo.Ltd.havesignedthecontract,whichstatesthatthebuyershallpay30%ofthetotalvaluebyT/TinadvancewithorderandthebalanceistobepaidagainstthecopyoftheB/L.Project8UrgingPaymentPage 9Situation: Sincethecountersamplehasbeenapprovedbythebuyerandtheproductionofthetrousersisapproaching,thesellerthinksitisnecessarytowritetothebuyerforurgingapromptpayment.Youarerequiredasthesellertodraftafaxtothiseffect.Inreply,thebuyersendsafaxandstatesthat30%oftheproceedshasbeenremittedbyT/Ttothesellersaccountandrequiresthesellertopayacarefulexecutionoftheorderandtoguaranteepunctualdelivery.Pleasedraftthereplybyfaxforthebuyer.Project8UrgingPaymentCase 8.1 Urging Payment by T/T Page 10In-class Presentation: Studentsarerequiredtopresenttheirfaxesinclass,showingwhatyouhavelearnedabouturginganeffectivepayment.Project8UrgingPaymentCase 8.1 Urging Payment by T/T Page 11Reference files:Thefollowingisthereferenceofsellersfaxofurgingpaymentandbuyersfaxreplyforthecase.Pleasereadthemcarefullyandcomparethemwithyourdrafts,rewritingpartsofthemwhenyoufeelnecessary.Payattentiontothefactthatthereareprobablysomemistakesorerrorsinthemandyoushouldfindthemout.Project8UrgingPaymentCase 8.1 Urging Payment by T/T Page 12Sellers fax of urging paymentProject8UrgingPaymentCase 8.1 Urging Payment by T/T Page 13Buyers fax replyProject8UrgingPaymentCase 8.1 Urging Payment by T/T c & DConsideration and Discussion（思考与讨论） Project8UrgingPaymentPage 15Consideration and Discussion（思考与讨论） 1.WhatarethemovesorstrategiesincomposingafaxforurgingpaymentoropeningL/C?2.Arethereanywrongpartsormissingpartsintheformatofthefax?Pleasefindthemout.3.Doyouthinkthereareanywrongexpressionsingrammarorstyleandhowtoimprovethem?4.Arethereanynecessaryimprovementsforthebusinesspracticeinthefax?Whatdoyouthinkaboutthem?Project8UrgingPaymentPage 16Consideration and Discussion（思考与讨论） StrategiesforurgingpaymentWhenwritingafaxoranemailforurgingpaymentoropeningL/C,thefollowingpartsandparticularsareusuallycontained:1.Referringtothecoveringgoodsandthenumberofthesalesconfirmationortheorder2.PointingouttheunfavorablefactsorthereasonsinvolvedandurgingpaymentoropeningtherelevantL/C3.DrawingapplicantsattentiontothestipulationscontractedwhenopeningL/C4.MakingPromise,encouragementandexpectationofapromptconfirmationProject8UrgingPaymentPage 17Consideration and Discussion（思考与讨论） StrategiesforreplytourgingpaymentInreply,thebuyersfaxoremailusuallycovers1.Mentioningtheincomingfaxoremailwiththanks2.InformingthesellerofthepaymenttobemadeortheL/Ctobeopened3.Requestingforacarefulexecution,goodqualityofthegoodsandapunctualshipmentProject8UrgingPaymentPage 18Consideration and Discussion（思考与讨论） AstoPT2,PT3andPT4,pleaserefertotheReferenceBookforthem.Project8UrgingPaymentReference Key to Case 8.1 Urging Payment by T/T Page 19Sellers Fax of Urging PaymentProject8UrgingPaymentPage 20Buyers Fax ReplyProject8UrgingPaymentReference Key to Case 8.1 Urging Payment by T/T Page 21Situation: ThebuyerAlanSmithandthesellerSusanLihavesignedthecontractfortheWomensDressShoesandtheWomensLeisureShoes.Afteronemonthofproduction,thegoodsarenownearlyreadyforshipment.Case 8.2 Urging Establishment of L/CProject8UrgingPaymentPage 22Situation: SusanLiissendingafaxtoJoseA.DelgadotorushthebuyerintoopeningL/CimmediatelythroughhisbankandrequesttheL/CshouldreachthesellerbyJune25,2012.Meanwhile,shecallsthebuyersattentiontothefactthatthestipulationsintheL/CshallbeinstrictconformitywiththetermsandconditionsspecifiedinS/CNo.JPT2SC120425sothattheordercanbesmoothlycarriedout.Case 8.2 Urging Establishment of L/CProject8UrgingPaymentPage 23Situation: ThebuyerrepliestoSusanLibydraftingafaxtoconfirmhavingestablishedanL/CnumberedinDC1901611000106andrequiresthelattertoensurethepunctualshipment.Pleasedraftthetwofaxesforbothofthem.Case 8.2 Urging Establishment of L/CProject8UrgingPaymentPage 24In-class Presentation:Studentsarerequiredtopresenttheirworkinclass,showingthefaxestheyhavedraftedandwhattheyhavelearnedabouturgingestablishmentofL/C.Case 8.2 Urging Establishment of L/CProject8UrgingPaymentPage 25Reference faxes:Thefollowingarethefaxesforthecase.Pleasereaditcarefullyandcomparethemwithyourdrafts,rewritingpartsofthemwhenyoufeelnecessary.Payattentiontothefactthatthereareprobablysomemistakesorerrorsinitandyoushouldfindthemout.Case 8.2 Urging Establishment of L/CProject8UrgingPaymentPage 26Sellers fax of urging establishment of L/CCase 8.2 Urging Establishment of L/CProject8UrgingPaymentPage 27Reference fax reply from the buyerCase 8.2 Urging Establishment of L/CProject8UrgingPaymentc & DConsideration and Discussion（思考与讨论） Project8UrgingPaymentPage 29Consideration and Discussion（思考与讨论） 1.Whatarethewrongpartsormissingpartsintheformatofthefaxes?Pleasefindthemout.2.Arethereanywrongexpressionsingrammarorstyleandhowtoimprovethem?3.Arethereanynecessaryimprovementsforthebusinesspracticeinthefaxes?Whatdoyouthinkaboutthem?Project8UrgingPaymentPage 30Consideration and Discussion（思考与讨论） AstoPT1,PT2andPT3,pleaserefertotheReferenceBookforthem.Project8UrgingPaymentReference Key to Case 8.2 Urging Establishment of L/CPage 31Sellers Fax for Rushing Establishment of L/CProject8UrgingPaymentReference Key to Case 8.2 Urging Establishment of L/CPage 32Buyers Reply by FaxProject8UrgingPaymentTraining in Class（课堂训练）Training in Class（课堂训练）Page 34Completethefollowingsentenceswiththephasesorexpressionsgivenbelow.Changetheformwherenecessary.remit punctual go through expedite subsequent payment irrevocable prescribed urge valid prepare in conformity with in ones favor call ones attention1.Weusuallyacceptpaymentbyan_L/Cpayablebydraftatsight.2.Ihopeyoull_methemoneybytheendofthismonth.3.Inordertoavoid_amendments,pleasemakesurethatthestipulationsintheL/Careinstrictconformitywiththetermsandconditionsinoursalesconfirmation.4.Wearegladtohearthatalloftheconsignmenthavebeen_wellandwearereadytotakethedelivery.irrevocableremitsubsequentpreparedProject8UrgingPaymentTraining in Class（课堂训练）Page 35Completethefollowingsentenceswiththephasesorexpressionsgivenbelow.Changetheformwherenecessary.5.PleasedoyourutmosttoestablishtherelevantL/Csothatwemayexecutetheordersmoothlyandhavethegoodsshippedwiththe_time.6.However,itisregretfulforustofindthemnot_theoriginalpatterns.7.Wearewritingtoremindyouofthe_shipmentofthegoodsunderSalesConfirmationNo.JD178.8.Thesellermayrequirethebuyerto_establishmentoftheL/Contimeasthedeliverydateisapproaching.prescribedinconformitywithpunctualexpediteremit punctual go through expedite subsequent payment irrevocable prescribed urge valid prepare in conformity with in ones favor call ones attentionProject8UrgingPaymentTraining in Class（课堂训练）Page 36Completethefollowingsentenceswiththephasesorexpressionsgivenbelow.Changetheformwherenecessary.9.WearewritingwithpleasuretoinformyouthatwehavenowopenedanirrevocableletterofcreditnumberedinLC1901611000102_forUSD300,000.10.Assoonaswereceiveyou_forthe300dozenT-shirt,wewilleffectshipment.11.Withreferencetothe12,000chairsunderourSalesConfirmationNo.GB278,wewishto_tothefactthatwehavenotyetreceivedyourpayment.inyourfavorpaymentcallyourattentionremit punctual go through expedite subsequent payment irrevocable prescribed urge valid prepare in conformity with in ones favor call ones attentionProject8UrgingPaymentTraining in Class（课堂训练）Page 37Completethefollowingsentenceswiththephasesorexpressionsgivenbelow.Changetheformwherenecessary.12.Theseller_thebuyertotakeanimmediateaction,orelsehewouldfindothercustomers.13.Howlongwillittakeyouto_thenecessaryformalitiestoapplyforestablishmentoftheL/C?14.PleaseopenanL/Catsight_fornegotiationinourcountryfor15daysaftershipmentiseffected.isurginggothroughvalidremit punctual go through expedite subsequent payment irrevocable prescribed urge valid prepare in conformity with in ones favor call ones attentionProject8UrgingPaymentProject Practice Tasks（项目实践工作任务）I. Sentence Translation（单句翻译） Task 8.1 A.Translate the following sentences into Chinese:Page 38n1. We are writing to remind you of remitting the payment to our account with ICBC Chengdu not later than Oct. 23, 2012. n1. 兹致电提醒贵方于2012年10月23日前将货款汇入我方工商银行成都分行账户。n2. This is to inform you that an L/C in your favor has been opened through Bank of China, New York.n2. 兹通知，以你方为受益人的信用证已由中国银行纽约分行开出。n3. Please open an L/C immediately so that we can effect shipment on time.n3. 请立即开出信用证以便我们按时装运。Project8UrgingPaymentProject Practice Tasks（项目实践工作任务）I. Sentence Translation（单句翻译） Task 8.1 A.Translate the following sentences into Chinese:Page 39n4. We wish to draw your attention to the fact that the date of delivery of your Order No. 245 is approaching, but we have not yet received the covering L/C up to date. Please do your utmost to expedite the same to reach here by , so that shipment may be affected without delay.n4. 我们希望提请贵方注意，你方第245号订单的交货期已临近，但至今为止我们仍然未收到有关信用证。请速开证于前送达我方，以至于不误装期。n5. We are sending our draft through Bank of China, Chengdu on (for) documentary collection.n5. 我们将汇票送交中国银行成都分行按跟单托收。 Project8UrgingPaymentProject Practice Tasks（项目实践工作任务）I. Sentence Translation（单句翻译） Task 8.1 A.Translate the following sentences into Chinese:Page 40n6. Now that all the final results of each shipment have come out, please cable us your final settlement sheet with total amounts you should pay to us for our confirmation. n6. 既然每批货物的最后结果已出来，请电告你方的最终结算单以及你方应付我方的总额，以便我方确认。 n7. Our principal (line manager) is pressing us to get the outstanding invoices paid soonest possible. Some of the items are being outstanding for rather long time, so we request you to manage to settle them at your earliest convenience.n7. 我方的主要负责人（主管）在催促我们尽快将拖欠的发票支付。有些项目拖欠得太久了，我们要求你方尽量早日解决。 Project8UrgingPaymentProject Practice Tasks（项目实践工作任务）I. Sentence Translation（单句翻译） Task 8.1 A.Translate the following sentences into Chinese:Page 41n8. In order to avoid subsequent unnecessary amendment and expenses (To save you subsequent trouble and expenses), please see to it that the L/C stipulations are in exact accordance with the terms in the contract.n8. 为了避免今后不必要的修改和费用（为了今后省却贵方的麻烦和费用），请务必做到信用证的规定须与合同条款完全一致。 Project8UrgingPaymentProject Practice Tasks（项目实践工作任务）Page 42n1.请及时开出信用证。n1. Please open a letter of credit promptly.n2. 我们已与日本银行东京分行安排开立以你方为受益人的信用证。n2. We have made arrangement with Bank of Japan, Tokyo to open a credit in your favour. n3. 请调查一下这个事情，并尽快开立信用证，否则装运将会受到影响。n3. Please look into the matter and do your utmost to expedite the L/C or the shipment will be affected. I. Sentence Translation（单句翻译） Task 8.1 B. Translate the following sentences into English:Project8UrgingPaymentProject Practice Tasks（项目实践工作任务）Page 43n4.根据合同规定，货物需于5月12日装运，相关信用证应不晚于4月25日抵达我方。n4. As the goods were contracted for shipment in May 12, the relevant letter of credit should reach us not later than April 25.n5. 为避免日后修改，请确保信用证的相关规定与合同完全一致。n5. In order to avoid subsequent amendment, please make sure that the L/C stipulations are in exact accordance with the contract terms. n6. 兹通知，第JP155号订单项下10，000件以你方为受益人的男士裤子的信用证，金额为300,000美元，已由花旗银行华盛顿分行开出。n6. We write to inform you that we have now opened an irrevocable letter of credit in your favour for USD300, 000 covering 10,000 (ten thousand) mens pants under our Order No. JP115 with the Citibank, Washington. I. Sentence Translation（单句翻译） Task 8.1 B. Translate the following sentences into English:Project8UrgingPaymentProject Practice Tasks（项目实践工作任务）Page 44n7.请确保安排使信用证在本周内到达这里。n7. Please make sure that the L/C is timed to reach here before the end of this week. n8. 请注意信用证在装运期前三十天开出。n8.Please see to it that the L/C is to be opened 30 days before the time of shipment. n9. 信用证的截止日期是9月25日。n9. The date of expiry of the L/C is September 25. I. Sentence Translation（单句翻译） Task 8.1 B. Translate the following sentences into English:Project8UrgingPaymentProject Practice Tasks（项目实践工作任务）Page 45n10.请你方注意这样一个事实，信用证的有效期已临近。请尽力完成装运不得再有延误。n10. We would like to draw your attention to the fact that the validity of the L/C is drawing near. Please do your utmost to effect shipment without further delay. n11. 请将你方款额汇往中国银行香港分行我方0123439043账户上，受益人是MT Newman Iron Ore Sales (Asia) Ltd.。n11. Please send your remittance to our Account No. 0123439043 with Bank of China, Hong Kong Branch in favor of MT Newman Iron Ore Sales (Asia) Ltd.n12. 没有你方信用证，我们不能装运此货。恳请做出一切努力，加速开出信用证，以便能够如约及时完成装运n12. We cannot ship the goods without / in the absence of your L/C. Please earnestly do your utmost to expedite the L/C so that shipment would be effected in time as contracted.I. Sentence Translation（单句翻译） Task 8.1 B. Translate the following sentences into English:Project8UrgingPaymentProject Practice Tasks（项目实践工作任务）Page 46n13.在开证时应注明港口拥挤附加费凭船公司证明在信用证以外支付。n13. It is to be stated in the L/C that port congestion surcharge, which is not included in the amount of L/C, shall be paid against a certificate issued by the shipping company.n14. 谢谢贵方2003年10月装运的每打32.20美元CIFc5 Los Angeles交货的3000打全棉男衬衫订单。请（通过你方银行）速开立以我方为受益人的信用证，并确保信用证于合同确定的装运期2003年10月30日前30天抵达我方。（或请留意确保及时开立有关信用证。）n14.Thank you for your order for 3000 dozen Mens Cotton Shirts at the price of USD32.20 per doz on CIFc5 Los Angeles basis for shipment during October, 2003. Please rush your L/C （or arrange with your bank to rush the L/C） in our favor and see to it that the L/C reaches us 30 days before June 30, 2003 as the shipment contracted (or see to the opening relevant L/C in good time).I. Sentence Translation（单句翻译） Task 8.1 B. Translate the following sentences into English:Project8UrgingPaymentProject Practice Tasks（项目实践工作任务）Page 47n15.鉴于贵方订单号523项下的货物已备妥待运多时，贵方立即采取行动尽快开立相关信用证已十分紧迫。否则，我们将赶不上这条船了。n15. As the goods against / under your Order No. have been ready for shipment for quite some time, it is urgent / imperative that you take an immediate action to have the covering / relevant L/C established / issued as soon as possible. Otherwise, we will miss the steamer.I. Sentence Translation（单句翻译） Task 8.1 B. Translate the following sentences into English:Project8UrgingPaymentProject Practice Tasks（项目实践工作任务）. Message Translation（短文翻译） Task 8.2 Translate the following e-mail into Chinese:Page 48Project8UrgingPaymentProject Practice Tasks（项目实践工作任务）. Message Translation（短文翻译） Task 8.2 Translate the following e-mail into Chinese:Page 49Project8UrgingPaymentPage 50Task 8.3Sellersfax:Thefirstlotofthecannedpeachesisnearlyreadyfordelivery.Accordingtothepaymenttermsstipulatedintheconfirmedorder,thesellerChengduYuanhuiJuiceCorporationfaxestothebuyerWolfgangTradingCo.,Ltd.tourgethelattertoopentherelevantL/CintimeandmakesuretheL/Cstipulationsareinstrictaccordancewiththoseinthecontract.PleaserefertoProject2.2.4.3anddraftthefaxofurgingestablishmentofL/Cfortheseller.Project8UrgingPaymentSituational Practice （情境工作实践）Page 51Task 8.3Buyersfaxreply:ThebuyerrepliesbyfaxthathehasestablishedtheL/CwithDeutscheBankAG,Bonn.Herequiresthesellerscarefulexecutionoftheorderandguaranteeofthequalityofthegoods.Becausethebuyerscustomersareinbadneedofthegoods,thebuyerrequiresthefirstlottobeshippedbyJuly20,2013.Pleasedraftthefaxforthebuyer.Whendraftingthefaxes,youneeddecideaproperdateandallthenecessarydetailsbyyourselftofulfillthetask.Project8UrgingPaymentSituational Practice （情境工作实践）Page 52Reference Key to Project Practice TasksSellers Fax of Urging L/CTask 8.3Project8UrgingPaymentSituational Practice （情境工作实践）Page 53Reference Key to Project Practice TasksBuyers Fax ReplyTask 8.3Project8UrgingPaymentSituational Practice （情境工作实践）Page 54Task 8.4Sellersfax:ThesellerKunmingRuiliIndustrialTradingCo.,Ltd.faxestothebuyerSamuel&VargeTradingCo.,Ltd.toinformthelatterthatthegoodswillbepreparedverysoonandrequiresthebuyertogetreadyforpaymentofthegoodsontimeascontracted.Project8UrgingPaymentSituational Practice （情境工作实践）Page 55Task 8.4Buyersfaxreply:Thebuyerrepliesinhisfaxstatingthatthepaymenthasbeenpreparedandheislookingforwardtothepunctualdelivery.PleaserefertoProject2.2.4.4anddraftthefaxesforboththesellerandthebuyeraccordingly.Whendraftingthefaxes,youneeddecideaproperdateandallthenecessarydetailsbyyourselftofulfillthetask.Project8UrgingPaymentSituational Practice （情境工作实践）Page 56Task 8.4Reference Key to Project Practice TasksSellers Fax of Urging PaymentProject8UrgingPaymentSituational Practice （情境工作实践）Page 57Task 8.4Reference Key to Project Practice TasksBuyers Fax ReplyProject8UrgingPaymentSituational Practice （情境工作实践）Page 58Task 8.5Sellersfax:ThesellerShanghaiYongjieIndustrialDevelopmentCo.,Ltd.sendsafaxtothebuyerMillerConsultanttoinformthelatterthatthegoodsareproducedingoodconditionandcanbedeliveredontime.Theselleralsoremindsthebuyerofpreparingfortakingdeliveryaswellaspayingforthegoodsintimeasagreed.NowsupposeyouarethesellerandpleaserefertoProject2.2.4.5anddraftthefaxforhim.Project8UrgingPaymentSituational Practice （情境工作实践）Page 59Task 8.5Buyersfaxreply:Thebuyerrepliesinthefaxpromisingtheactivepreparingoftakingdeliveryandpunctualpayment.Nowsupposeyouarethebuyerandpleasedraftthefaxforhim.Whendraftingthefaxes,youneeddecideaproperdateandallthenecessarydetailsbyyourselftofulfillthetask.Project8UrgingPaymentSituational Practice （情境工作实践）Page 60Task 8.5Reference Key to Project Practice TasksSellers Fax for Collection of ProceedsProject8UrgingPaymentSituational Practice （情境工作实践）Page 61Task 8.5Reference Key to Project Practice TasksBuyers Fax ReplyProject8UrgingPaymentSituational Practice （情境工作实践）Page 62Pre-work for Next Project（新项目工作任务）Eachbusinessdepartment(group)triestostudythestepsinimplementingcontractandlearnabout(1)ThemeansandrouteofamendinganL/C.(2)HowtowriteanamendmenttoL/C.(3)ReadanL/Copenedbycabletofindoutitsstructureandhowitstermsaredeveloped.(4)ReadanL/Cissuedbylettertofindoutthekeywordsandphrasesineachterm,andtoseehowmanynewwordsandexpressionsthereareforyou.CopyyourusefulfindingsinyourUdisks.Youarerequiredtodemonstrateinclassnexttimewhatyoufindout.PWProject8UrgingPaymentThe End