Business English Correspondence Content Structure Learning Goals Learning
外 贸 英 语 函 电 Business English Correspondence 主编 项伟峰
Content Structure § Learning Goals § Learning Task 1 § Learning Task 2 § Module Assessment § Module Conclusion Job Competency Job task Exercises Summary
Module Five Payment 1 Learning Goals (Job competency) 2 Learning Task 1 3 Learning Task 2 4 Module Assessment 5 Module Conclusion
Learning Goals v. Get familiar with time of payment and different method of payment v. Negotiate the suitable payment terms with the counterpart. v. Request amendment on payment method v. Respond to modified payment terms
Module Five Payment 1 Learning Goals (Job competency) 2 Learning Task 1 3 Learning Task 2 4 Module Assessment 5 Module Conclusion
Learning Task 1 Negotiate terms of payment Section 1 Lead in Section 2 Business Compass Section 3 Work Samples and Analysis Section 4 Core Phrases and Sentence Patterns Section 5 Simulation Workshop Section 6 Summary
Lead in Discussion: v 1. What are sellers and buyers concerned about in negotiating payment terms? v 2. Which method of payment do you prefer if you are the exporter? and which one if you are the importer?
Keys 1. Both parties want assurance that the deal will be completed successfully. The exporter would like to be paid for his goods as early as possible, but for the importer, he would like to postpone payment until he sees the goods and makes sure it is what he wants. 2. For the exports, payment in advance by TT and L/C are more secure; For importers, payment after delivery or by D/P or D/A are preferable.
Learning Task 1 Negotiate terms of payment Section 1 Lead in Section 2 Business Compass Section 3 Work Samples and Analysis Section 4 Core Phrases and Sentence Patterns Section 5 Simulation Workshop Section 6 Summary
1. 1 Time of payment Four types of payment method: v Prepayment; Payment Prior to Delivery 交 货前付款 v Payment Against Delivery交货时付款 (includes CAD, D/P at sight and L/C) v Payment after Delivery/deferred payment 交货后付款(includes open account, consignment and D/A) v Installments 分期付款
1. 1 Time of payment
1. 2 Method of Payment Key factors for choosing method of payment: v trust between buyers and sellers (买卖双方互信程度) v bank involvement (银行介入的程度)
1. 2 Method of Payment v Direct settlement and payment (买卖双方直接清偿及付款) v Collection (托收) v Letter of Credit (信用证)
1. 2. 1 Direct settlement and payment v PREPAID/PREPAYMENT/ADVANCE PAYMENT v Cash With Order(CWO) 订货付款 v CASH IN ADVANCE(CIA)/ PAYMENT IN ADVANCE(PIA) 预付货款
1. 2. 1 Direct settlement and payment v CASH AGAINST DOCUMENTS (CAD) (交单 据时付款) v CASH ON DELIVERY/COLLECT ON DELIVERY(交货付款)
1. 2. 1 Direct settlement and payment v CONSIGNMENT寄售 v OPEN ACCOUNT 货到后,先记账,过段时间 再付款以结账
1. 2. 1 Direct settlement and payment v INSTALLMENT/Progressive Payment v BANK TRANSFER –REMITTANCE BY T/T, M/T OR D/D (by SWIFT)
1. 2. 2 Documentary Collections v Documents against payment (D/P), the documents attached to the draft needed to obtain goods are available only after payment of the draft. v. Documents against acceptance (D/A), the documents attached to the draft needed to obtain goods are available only after acceptance of the draft. D/A applies to a time draft.
1. 2. 2 Documentary Collections
1. 2. 3 Documentary Letter of Credit A documentary letter of credit is a conditional guarantee of payment in which an overseas bank takes responsibility for paying you after you ship your goods, provided you present all the required documents such as documents of title, insurance policies, commercial invoices and regulatory documents. (Detailed explanation of L/C will be learned in Module 6. )
1. 3 Invoices and Pro-forma Invoices v A commercial invoice issued by the seller which gives a description of the goods, prices, terms exactly as specified in the sales contract. v A pro-forma invoice is an invoice with the words pro-forma typed or stamped on it, prepared by the exporter and required in advance by the importer chiefly for information, import license or letter of credit purposes.
1. 4 Instrument of Payment v BILL OF EXCHANGE 出票人 Drawer ① ② 受票人(付款人) Drawee(Payer) 收款人 Payee ③
1. 4 Instrument of Payment v BILL OF EXCHANGE
1. 4 Instrument of Payment v PROMISSORY NOTE 出票人/ 付款人 Maker ①出票 收款人 ②收款 Payee
1. 4 Instrument of Payment v CHEQUE/CHECK Cheque for US$2, 658. 00 London, 20 Nov. , 2011 Pay to the order of China National Textile Corp. The sum of US DOLLARS TWO THOUSAND SIX HUNDRED AND FIFTY EIGHT ONLY To National Westmister Bank, London, England For ABC Trade Co. signed
1. 5 How to choose terms of payment Key factors to determine payment method: vbusiness relationship; vnature of the merchandise; vindustry norms; vdistance; vpotential risk for currency fluctuation; vpolitical and economic stability.
Example of Payment Terms: v Payment shall be made Cash With Order by means of T/T or M/T. (订货时以电汇或信汇付 现款。) v Net CAD (Cash Against Documents) payable in New York. (凭单证在纽约付现金。) v Payment shall be made by check when the goods have been sold. (货物一经出售,应以 支票付款。) v Payment shall be effected by T/T or M/T immediately after sale of goods. (货物销售后, 应即以电汇或信汇方式支付货款。)
Example of Payment Terms: v By O/A basis, payment to be made within 60 days after B/L date. (记账,提单签发日期后60 天内付款) v Payment by L/C draft at 60 days after sight( 凭信用证下所开汇票见票后60天付款。) v Payment by sight bill, documents against payment. (凭即期汇票付款,付款交单。) v Payment by 60 days sight bill,documents against payment.(凭见票后六十天付款之汇 票付款,付款交单。) v Payment by 180 days date bill,documents against acceptance. (凭见票后180天付款之汇 票付款,承兑交单。)
Combination of payment methods v 70% at sight L/C, 30% T/T(or 80% L/C, 20% T/T, the portion can be negotiated) v 30% T/T as down-payment, 70% T/T before shipment. v 30% T/T upon order confirmation(downpayment),70% L/C at 60 days. v 50% T/T before shipment,50% T/T after shipment(or 50% T/T 30 days after B/L date)
Combination of payment methods v 30% T/T Prepayed and the balance against B/L copy v 30% T/T as down-payment, 70% D/P. v 50% T/T as down-payment,30% T/T 30 days after B/L date,20% T/T 60 days after B/L date
1. 6 Writing guide Propose payment terms: v. Referring to the relative order or contract. v. Putting forward favorable payment terms or your usual practice. v. Stating the reasons. v. Expecting acceptance.
1. 6 Writing guide Respond to proposal of payment terms: v. Refer to the other party’s letter. v. Express agreement or disagreement to his requirement. v. State the reasons. v. Express your proposal or insist on your usual practice, if you disagree.
Learning Task 1 Negotiate terms of payment Section 1 Lead in Section 2 Business Compass Section 3 Work Samples and Analysis Section 4 Core Phrases and Sentence Patterns Section 5 Simulation Workshop Section 6 Summary
Letter 1 Propose payment by T/T Dear Mr. Pradabtanakij: Thank you for your interest in Exotic Textiles. We are very pleased to begin our mutually profitable partnership. Our policy with new customers is to require a 50% payment in advance for all shipments, preferably via wire transfer. (We can also accept credit card payments by phone or fax. ) The remaining 50% is due within 10 days of delivery. Enclosed you will find all the account details you will need for a wire transfer. We look forward to receiving your first order. Yours faithfully, Malika Karmarkar, Sales Manager
Letter 1 Propose payment by T/T Comments: v. The letter lays out the agreed payment terms briefly but clearly. Analysis: v. Para. 1 Thank the customer for interest. v. Para. 2 State the terms of payment v. Para. 3 Detail the enclosures and expectation v. Enclosure: account detailsy.
Letter 2 Payment by D/P at sight Dear Mr. Lindquvst, We have made up your order, No. 8540, which is now aboard the SS Leda which sails for Copenhagen on 11 June. We are sure you will be pleased with the selection of items that we were able to get from stock. As there was no time to check references, we have drawn a sight draft which will be sent to Nordbank, Garnes Vej, Copenhagen, and will be presented to you with the documents for payment. If you can supply two references before placing your next order, we will put the transaction on a document against acceptance basis with payment 30 days after sight. Yours sincerely, D. Panton
Letter 2 Payment by D/P at sight Comments: v. The letter contains all the necessary information about payment. The tone is friendly, assuring the customer of shipment and suggesting D/A after 30 days sight acceptable in next order if two references were provided. Analysis: v Para. 1 Give details of shipment. v Para. 2 State confidentially of the goods and explain D/P at sight is used v Para. 3 State D/A after 30 days sight acceptable if references provided.
Letter 3 Buyer proposes payment by D/A Dear Mr. Lee: We wish to place with you a trial order for 150 cases of 4 Canned Luncheon Meat at your price of US$ 300 per case CFR Kuwait for shipment during October/November. As this particular order involves a relatively small amount and we have only moderate means at hand, we would suggest payment by D/A at 60 days’ sight. If the trial sale proves successful, you may count on us for further orders. We hope you can give our proposal your most favorable consideration and await your early reply. Truly yours, Henry Harrison
Letter 3 Buyer proposes payment by D/A Comments: v. The writer wishes to place the order and accept the price terms except payment method and proposes payment by D/A at 60 d/s. The language is concise and clear. Analysis: v Para. 1 Wish to place the order and confirm the price terms. v Para. 2 Propose payment by D/A at 60 d/s v Para. 3 Expectation
Letter 4 Negotiate payment by L/C Dear Sirs Thank you for your order No. 908 for 50 metric tons of Peanut, but we regret being unable to accept your terms of payment, 50% by L/C at 30 days sight, the balance 50% by D/P at sight. The specimen contract we sent you last time indicates clearly that our usual terms of payment are by confirmed, irrevocable, divisible, revolving and transferable letter of credit in our favor, available by draft at sight, reaching us at least 30 days ahead of shipment and remaining valid for negotiation at our counter till the 15 th day after the final date of bill of lading, and permitting transshipment and partial shipments.
Letter 4 Negotiate payment by L/C We also mentioned in our letter on 10 July that several big British firms had already done business with us on the above terms basis. We hope you would agree with us on payment terms so as to get the initial transaction through. As soon as we get your confirmation, we will airmail you the contract for counter-signature. We are looking forward to your favorable reply. Yours faithfully David Wang
Letter 4 Negotiate payment by L/C Comments: v This is a polite rejection of the proposal for other payment terms. It gives good reasons for not agreeing to the proposal. The tone of the letter is unlikely to antagonize the customer. Analysis: v Para. 1 Identify the reference and reject the proposal politely. v Para. 2 Make it clear that terms of payment by L/C v Para. 3 Give confidentiality from your point of view and urge acceptance of payment terms. v Para. 4 Instructions on what action is to be taken v Para. 5 Expectation.
Letter 5 Confirm Payment by L/C Dear Mr. Lee, Thank you for your letter of 15 April regarding payment terms. We agree to your proposal, the terms of which are as follows. Payment will be by confirmed, irrevocable letter of credit with draft at sight The price quoted to us is with no discount. The above payment terms have been approved by our Managing Director and will be acted on accordingly. The order is being prepared and will reach you in the next ten days.
Letter 5 Confirm Payment by L/C I would like to take this opportunity to inform you that our representative, Mr. John Green, will attend the forthcoming Canton Fair. He will be writing to you shortly. We sincerely hope that future discussions between our companies will lead to further mutually beneficial business. Yours sincerely, Denis Thorpe Manager
Letter 5 Confirm Payment by L/C Comments: v The letter lays out the agreed payment terms briefly but clearly. The fact that a personal contact will be arranged indicates that the purchaser intends to cement the business relationship. Analysis: v Para. 1 Make the reference clear. v Para. 2 State the payment terms. v Para. 3 Indicate when the order will be placed. v Para. 4 Add any further relevant information. v Para. 5 Complete the letter with a friendly message
Letter 6 Request modified payment terms from L/C to T/T Dear Sirs, We enclose our Order No. 463. We have examined the specifications and price list for your range of ceramic files and now wish to place on order with you. As we are in urgent need of new stock, we would be grateful if you would make up the order and ship it as soon as possible. In the past we have traded with you on a sight credit basis. We would now like to propose a different arrangement. When the goods are ready for shipment and the freight space booked, you telex us and we then remit the full amount by telegraphic transfer (T/T).
Letter 6 Request modified payment terms from L/C to T/T We are asking for this concession so that we can give our customers a specific delivery date and also save the expense of opening a letter of credit. As we believe that this arrangement should make little difference to you, but should help our sales; we trust that you will agree of our request. We look forward to receiving confirmation of our order and your agreement to the new arrangements for payment. Yours faithfully, Theresa Andrews Manager
Letter 6 Request modified payment terms from L/C to T/T Comments: v The letter politely requests modified payment terms. The reasons given for the request are logical. Since the vendor will not be at risk, it is very likely that the proposal will be accepted. Telegraphic transfer is a completely secure method of payment. Analysis: v Para. 1 Identify the reference. v Para. 2 Urge quick delivery, giving the reasons. v Para. 3 State the modified payment terms requested. v Para. 4 Give the reasons for requesting the modified payment terms. v Para. 5 Urge acceptance of the proposal.
Letter 7 Agree to modified payment terms from L/C to T/T Dear Ms. Andrews, Thank you for your letter of 6 June and your Order No. 463 of the same date for ceramic tiles. We are pleased to accept the modified payment terms. A telex has been dispatched to you about this. All the items in your order can be supplied from stock and will be packed and shipped immediately your remittance by telegraphic transfer is received.
Letter 7 Agree to modified payment terms from L/C to T/T We will airmail you the following documents immediately after shipment: Bill of lading in duplicate; Invoice, CIF London, in triplicate; Insurance policy for 110% of invoice value; Guarantee of quality. We will, of course, notify you by telex as soon as your order is shipped. Yours sincerely, Marco Grassi
Letter 7 Agree to modified payment terms from L/C to T/T Comments: The letter accepts the proposal and, in a thoroughly businesslike manner, includes all the necessary information for the transaction to proceed. Analysis: v Para, 1 Identify the reference. v Para. 2 Accept the proposal and give written confirmation. v Para. 3 Detail the availability of goods and the conditions for shipment. v Para. 4 List the documents which will be forwarded later. Assure that further notification on shipment will be given. v Para. 5 End with a friendly message to the customer.
Letter 8 Request modified payment terms from L/C to T/T or D/P after sight Dear Sirs, In the past, our purchases of steel pipes from you have normally been paid by confirmed, irrevocable letter of credit. This arrangement has cost us a great deal of money. From the moment we open the credit until our buyers pay us normally ties up funds for about four months. This is currently a particularly serious problem for us in view of the difficult economic climate and the prevailing high interest rates.
Letter 8 Request modified payment terms from L/C to T/T or D/P after sight If you could offer us easier payment terms, it would probably lead to an increase in business between our companies. We propose either cash on delivery by T/T, or D/P after three months’ sight. We hope our request will meet with your agreement and look forward to your early reply. Sincerely yours, Adam Trent Managing Director
Comments & Analysis: Comments: v The letter lays out the company’s financial problem with the current payment terms. It then makes a request for easier payment terms. It supports the request by holding out the prospect of a possible increase in business. Analysis: v Para. 1 State the current payment arrangements. v Para. 2 Outline the financial problems affecting the company. v Para. 3 Make the request for easier payment terms. Give details of the proposed method of payment. v Para. 4 Urge acceptance of the proposal.
Letter 9 Refuse modified payment terms from L/C to D/P after sight Dear Mr. Trent, Thank you for your letter of 10 March asking for a change in payment terms. There is nothing unusual in our current arrangement. From the time you open credit until the shipment reaches your port is normally about three months. In addition, your L/C is only opened when the goods are ready for shipment. We regret to say that we must adhere to our usual practice and sincerely hope that this will not affect our future business relations. We will contact you as soon as supplies of the steel pipes you require come into stock. Faithfully yours, Andrea Coates
Comments & Analysis Comments: v This is a polite rejection of the proposal for easier payment terms. It gives good reasons for not agreeing to the proposal. The tone of the letter is unlikely to antagonize the customer. Analysis: v Para, 1 Identify the reference. v Para. 2 Analyze the payment position from your point of view. v Para. 3 Politely reject the proposal, quoting company policy. v Para. 4 Leave the way open for the transaction to proceed.
Learning Task 1 Negotiate terms of payment Section 1 Lead in Section 2 Business Compass Section 3 Work Samples and Analysis Section 4 Core Phrases and Sentence Patterns Section 5 Simulation Workshop Section 6 Summary
Core Phrases and Sentence Patterns 1. Payment by …; payment under/on. . . terms; payment on…basis 按……方式付款 2. To draw(a draft)on sb.向某人开汇票 v Draft at. . . days’ sight; draft at… d/s; 见票…天后 v Draft after…(date) …日期见票后 v Payment at sight draft见票即付 v Pay the draft upon/on presentation到期支付汇票 v Honor/pay/meet/protect the draft at maturity/when due. 到期支付汇票 v Dishonor/refuse to honor the draft拒付汇票
Core Phrases and Sentence Patterns 3. pay a deposit/margin 交付保证金(押金) 4. below/less than/ not in excess of. . (amount) 低于/少于/不足……金额 5. in excess of/exceed /above/over… (amount)超过…金额 6. remit/forward… to… 汇入 remit… by… 通过……方式汇款…. . 金额
Core Phrases and Sentence Patterns 7. more favorable/preferential/liberal terms 更优惠的条 件 v Special/favorable consideration/accommodation 特 殊考虑/特殊照顾 v accommodate sb. ; extend/give accommodation to sb. 照顾某人 v make an exception…to (rules) /of (a case)作为例外 v regard/taken as a precedent 援为先例 v offer easy credit terms 提供宽厚的信贷条件 8. stick to…; insist on 坚持 usual/customary practice/way 惯例,常规 9. change…from…to… 把…由… 改为…
Group Activity: Recite and Interpretation v. Step 1 Read aloud the Core Phrases and Sentence Patterns. (In and after class, 5 minutes in class) v. Step 2 Memorize and Recite v. Setp 3 Interpretation: One student read English and another student translate it into Chinese without looking at the textbook and then Chinese into English; Take turns to interpretate this part.
Learning Task 1 Negotiate terms of payment Section 1 Lead in Section 2 Business Compass Section 3 Work Samples and Analysis Section 4 Core Phrases and Sentence Patterns Section 5 Simulation Workshop Section 6 Summary
Keys 26 th July, 2011 Dear Sirs: Re: Wireless Digital Camera We thank you for your letter of July 12 together with your Order No, 9689 for the captioned goods, and have noted that you intend to push the sales of our products in your country. As to terms of payment, we usually require payment by irrevocable L/C available by draft at sight. With an eye to our future business, we accept as an exception, your mode of payment by D/P. In other word, we will draw on you a documentary draft at sight through our bank on collection basis. You may rest assured that we will do our utmost to execute your order within the stipulated time limit. We look forward to your repeat orders. Yours faithfully XXX Manager
Learning Task 1 Negotiate terms of payment Section 1 Lead in Section 2 Business Compass Section 3 Work Samples and Analysis Section 4 Core Phrases and Sentence Patterns Section 5 Simulation Workshop Section 6 Summary
Summary Time of payment: v. Prepayment; Payment Prior to Delivery v. Payment Against Delivery v. Payment after Delivery/deferred payment v. Installments Methods of payment: v. Direct payment mostly by remittance v. Collection v. Letter of Credit
Summary Direct payment: vprepaid/prepayment/advance payment vcash with order(CWO) vcash in advance(CIA)/payment in advance(PIA) vcash against document(CAD) vcash on delivery/collect on delivery vconsignment vopen account vinstallment Payment Instrument: vbill of exchange vpromissory note vcheque
Module Five Payment 1 Learning Goals (Job competency) 2 Learning Task 1 3 Learning Task 2 4 Module Assessment 5 Module Conclusion
Task 2 Settling Payment Problems Section 1 Lead in Section 2 Business Compass Section 3 Work Samples and Analysis Section 4 Core Phrases and Sentence Patterns Section 5 Simulation Workshop Section 6 Summary
Lead in: Read & Discuss Dear Sirs, You have not replied to our letter of November 15 and have not posted a cheque to us. We want to close our books without further delay. We are not willing to wait indefinitely for our money. In fact, our patience is exhausted. We can’t understand why you are treating us so badly. We shall not accept any excuses. We demand that you settle in full by T/T or our lawyers will be instructed to sue you. Tim Manager Question: What is the letter about and what are the faults of the letter?
Tips: v. Never adopt an injured tone or talk about your own convenience. v. Do not use such wording as (“Why do you treat us like this? ’ or ‘Until you pay we cannot clear our books”)
Task 2 Settling Payment Problems Section 1 Lead in Section 2 Business Compass Section 3 Work Samples and Analysis Section 4 Core Phrases and Sentence Patterns Section 5 Simulation Workshop Section 6 Summary
1. Collection for Non-payment Reasons for non-payment: vinability to pay: temporary or permanent difficult economic conditions vdeliberate non-payment: lack of integrity. vcarelessness: both in accounting methods and in monitoring of accounts receivable. Collection letters serve two purposes: vget the money owed: collecting the overdue bill vmaintain goodwill: preserving customer relationship
1. Collection for Non-payment Collection Stages: v. REMINDER: a friendly tone v. INQUIRY: firmer and more direct v. URGENT APPEAL: make your demand for payment explicit v. ULTIMATUM: a last resort
1. Collection for Non-payment Step-by-step guide for collection letters: v Step 1: State the concern and the situation (make clear date purchased, amount owed and date due). Do not apologize for calling attention to the debt. v Step 2: Indicate the deadline for paying the bill and any penalties that may result. You may also wish to indicate your company’s policy concerning late payments, grace periods, penalties or alternative payment plans. v Step 3: Indicate the consequences of not paying the bill or even warnings of ruined credit ratings or involvement of a collection agency. v Step 4: Encourage the recipient to send full payment or contact you to arrange a payment schedule. End with good will and a positive attitude that this situation will be resolved satisfactorily.
2. Request and respond to delay in payment Requests for delay in payment: v. Step 1. State the amount due and the date for payment and regret your inability to pay. v. Step 2. Explain the circumstances – give your reasons for your inability. Keep to the facts; avoid a whining tone. v. Step 3. Indicate how and when you wish to pay or how much more time you need. v. Step 4. Assure the reader of your intention to pay or of your confidence that your business situation will improve. v. Step 5. Express the gratitude that you will feel if your request is granted.
2. Request and respond to delay in payment Refuse the delay in payment: v. Step 1. Identify the reference. v. Step 2. State that you cannot allow payment (of whole or part of the debt) to be deferred; possibly give your reasons for this. v. Step 3. Insist your original policy or your revised terms: a certain amount to be paid at once; a further amount or amounts to be paid on a date or dates given. v. Step 4. Express the hope of acceptance and you expectation to receipt of the payment.
Task 2 Settling Payment Problems Section 1 Lead in Section 2 Business Compass Section 3 Work Samples and Analysis Section 4 Core Phrases and Sentence Patterns Section 5 Simulation Workshop Section 6 Summary
Letter 1 Debtors ask for more time Dear Sirs, Order R/34 Thanks for your letter of October 9 and we regret that you have had to write to us again about payment for this order. Because of cash-flow difficulties we are obliged to ask you for two more weeks in which to pay. These difficulties are only temporary and we are confident that we shall be able to pay in full next month, Yours sincerely, Tom Manager
Comments & Analysis Comments: The letter lays out the company’s financial problem and makes a request for deferred payment. Analysis: u. Para 1. State the reference and apology u. Para 2. Request for deferred payment with explanations
Comments & Analysis Comments: The letter lays out the company’s financial problem and makes a request for deferred payment. Analysis: v. Para 1. State the reference and apology v. Para 2. Request for deferred payment with explanations. Comments:
Letter 2 Friendly reminder collection letters Dear Mr. Johnson: Our records show that your January account for US$11350 is still unpaid. Would you please send us your check within 15 days? Please excuse us for this reminder if your payment is already in the mail. Thank you for your cooperation. Sincerely, Laurence Jameson
Comments & Analysis Comments: This polite reminder gives the client an opportunity to settle the account. Analysis: v. Para 1. Remind the client about the amount he owes and politely give the client a chance to settle the account. v. Para 2. Anticipate that the payment may have been made. v. Para 3. End with a friendly message.
Letter 3 Firm but mild reminder collection letters Dear Mr. Johnson: We wrote on February 15 that your January account for US$11350 was still unpaid. Would you please send your payment right away? Thank you for your cooperation. Very truly yours, Laurence Jameson
Comments & analysis Comments: This is a polite but firm reminder that an account must be settled. Analysis: Para 1. Refer to the correspondence and ask for immediate action. Para 2. End with a friendly message.
Letter 4 Ultimatum Dear Mr. Johnson: We wrote on February 15 and March 1 that your January account for US$11350 was still unpaid, but so far we have not heard from you. Would you please settle this account within the next 10 days? Otherwise we shall have to seek legal action. Yours truly, Laurence Jameson
Comments & analysis Comments: This is a firm final warning before the matter is turned over to legal action. It clearly sets out the outstanding amount and urges the reader to make the payment without delay. The client still has a chance to settle and continue the business relationship. Analysis: Para 1. Refer to previous reminders and inform the customer that his account is delinquent. Para 2. Urge a prompt payment and state what action you will take if the account is not settled.
Task 2 Settling Payment Problems Section 1 Lead in Section 2 Business Compass Section 3 Work Samples and Analysis Section 4 Core Phrases and Sentence Patterns Section 5 Simulation Workshop Section 6 Summary
Section 4 Core Phrases and Sentence Patterns 1. remind; reminder 提醒 2. payment by installments; installment payment 分期付款 down payment 分批付款的第一次付款 installment payment on deferred terms 分期付款兼延期付款条件 3. due on. . . (date) (某日)付款到期 overdue; past-due; 过期(逾期) owing/outstanding/unpaid结欠、未付的 delinquent 拖欠的, 逾期未付的
Section 4 Core Phrases and Sentence Patterns 4. the balance/remaining/outstanding余额 5. settle/clear the account 结清 6. resort to… ; handle…; refer…to… 处理 7. disregard (a letter, etc. ) (对信件等)不予 理会
Group Activity: Recite and Interpretation v. Step 1 Read aloud the Core Phrases and Sentence Patterns. (In and after class, 5 minutes in class) v. Step 2 Memorize and Recite v. Setp 3 Interpretation: One student read English and another student translate it into Chinese without looking at the textbook and then Chinese into English; Take turns to interpretate this part.
Task 2 Settling Payment Problems Section 1 Lead in Section 2 Business Compass Section 3 Work Samples and Analysis Section 4 Core Phrases and Sentence Patterns Section 5 Simulation Workshop Section 6 Summary
Rewrite the following letter: Dear Mr. Smith: We really regret writing this type of letter. However, since your account for US$11565 is now more than two months overdue, we have no choice but to remind you of this fact. For the past ten years, during which time we have mutually done business, we have counted you as one of our most reliable customers. We, therefore, much regret the delay of payment which has occurred this time; we urge you to protect your excellent credit rating by sending your remittance soon. Chances are that you have only overlooked it, or the payment may on its way now. In that case, please excuse us for this reminder. Very truly yours, Jimmy Gao Accounts Supervisor
Keys Dear Mr. Smith: Unfortunately your account for US$565 is now more than two months overdue. Would you please make payment right away, or if there is a problem, call us at 2345 -6 789? If payment is already in the mail, please disregard this reminder. Very truly yours, Jimmy Gao Accounts Supervisor.
Task 2 Settling Payment Problems Section 1 Lead in Section 2 Business Compass Section 3 Work Samples and Analysis Section 4 Core Phrases and Sentence Patterns Section 5 Simulation Workshop Section 6 Summary
Section 6 Summary Colletion Leter: 1) The amount owed; 2) How long the bill is overdue; 3) A specific action the customer may take Delay in payment: Some are temporary financial difficulties but many businesses make use of it as part of their usual strategy of doing business. If the request of delay of payment refused, explain politely.
Module Five Payment 1 Learning Goals (Job competency) 2 Learning Task 1 3 Learning Task 2 4 Module Assessment 5 Module Conclusion
Module Five Payment 1 Learning Goals (Job competency) 2 Learning Task 1 3 Learning Task 2 4 Module Assessment 5 Module Conclusion
Module Conclusion
Module Conclusion
《外贸英语函电》 ISBN 978 -7 -303 -14749 -6
- Slides: 101