Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,Click to edit Master title style,Business English Conversation,商务英语会话,Unit 5,Negotiating,III.On Terms of Payment,Learning Objectives,understand and explain the main terms of payment.,comprehend and use basic vocabulary and expressions related to payment terms.,develop skills to negotiate on common problems of payment,especially on recommending the use of L/C.,Important&Difficult Points,Main terms of payments:remittance,collection and L/C,Operation and basic elements of L/C,On recommending and deciding to use a beneficial payment terms,Teaching Procedures,Step 1,Warming-up Practice,Step 3,Presentation&Comprehension,Step 4,Imitation&Practice,Step 5,Summarizing on the Key Points,Step 6,Further Development,Step 7,Consolidation Practice,Step 8,Comment&Assignment,Step 2 Discussing on Background Information,Warming-up Practice,1)What payment terms will you choose if you are an exporter/importer?Why?,2)Why are the sellers/exporters more likely to accept L/C as terms of payment,while the buyers/importers are not?,(What are the advantages and disadvantages of using L/C?),Background Information,Payment in international trade is often encountered with more,difficulties owing to the fact either party to a business transaction,has relatively limited knowledge of the financial strength and,commercial reputation of his counterpart.To guarantee the,punctual delivery on the part of the seller and payment by the buyer,different modes of payments havebeen created,which can be divided,into three categories,illustrated as follows:,remittance(T/T,M/T,D/D demand draft),collection(D/P,D/A),and letter of credit(L/C).,Presentation&Comprehension,Listen to the conversation and try to answer some,questions according to the tape.,Q1:Which one is the buyer or seller?,Q2:What payment terms does B suggest at first?,Q3:What payment terms does A like to accept firstly?,Q4:Why does B not like to pay by letter of credit?,Q5:Whats the last result?,Imitation&Practice,Summarizing on the Key Points,We only accept payment by irrevocable letter of credit payable against presentation of shipping documents.,2.As this is the first deal between us,I hope we can trade on customary terms,i.e.letter of credit payable against sight draft.,3.For such a large order,I think it necessary to pay by L/C in order to get the banks guarantee.,Suggest using L/C,Useful expressions and functional sentences,Summarizing on the Key Points,1.It would help me greatly if you would accept D/A or D/P.,2.Could you make an exception and accept D/A or D/P?,4.Comparatively speaking,this is a very profitable deal and we have only moderate cash reserves,tie-up funds for two-three months would cause problems for us.,2.Frankly speaking,we have only moderate means at hand,so we would be very appreciative if you can accept payment by D/P at 30 days sight.,3.As you are aware,payment by L/C is a bit complicated and expensive.Could you make some concession,say,to accept D/P?,4.Lets do this:if you can reduce the price by 2%and give us three months to raise money,wed be willing to give you a 10%down payment.,5.We are entitled to easier payment terms after these years of friendly cooperation.,II.,提出用较为宽容的支付方式,Useful expressions,Summarizing on the Key Points,1.We cant accept any other terms of payment.,2.We regret we cant accept payment“cash against document.,3.If you cant be more flexible,we wont accept your terms of payment.,4.We have insisted on payment by L/C from the beginning of our negotiations.,5.It is really difficult for us to grant your request.,III,坚持用原有的方式付款,Useful expressions,Summarizing on the Key Points,1.Well agree to change the terms of payment from L/C at sight to D/P at sight.,2.We accept D/P payment for future dealings.,3.What do you say to 50%by L/C and the balance by D/P?,4.In order to pave the way for your promotion of our products in your market,we will accept D/P at sight as a special accommodation.,5.However,in view of our friendly relations,we will accept payment for your trial order on D/P basis as an exceptional case.,6.Ill have to consult our head office.Well,my head office says the best we can do is to accept 60 days L/C.),IV,同意让步,Useful expressions,Further Development,Get the students to listen to the tapes and work in groups to imitate the conversations in the video.,Invite some pairs of students to perform in class.,Consolidation Practice,Role Play:,Mr./Ms.Peterson and Mr./Ms.Wang are negotiating,about the main conditions for Order No.061030.Now they come,to the terms of payment.,Task Presentation&Analysis,A:You are,:Mr./Ms.Wang,the sales representative of Benteng Company.,Usually require 30%of payment by T/T in advance and the balance by L/C at sight.,Making a concession to accept 20%by T/T in advance and the balance by 30days L/C.,Give the specific date/time for TT in advance and opening the L/C.,B:You are:,Mr./Ms Peterson,the purchasing specialist of Dantell Company.,Want