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ID:49928841
大小:88.50 KB
页数:15页
时间:2020-03-04
《国际商务洽谈口语教程课件答案 王振南ISBN 9787566300959Unit 6_Negotiating payment terms.ppt》由会员上传分享,免费在线阅读,更多相关内容在教育资源-天天文库。
1、Unit6NegotiatingPaymentTermsWarm-upHowdoyoupaywhenyougoshoppingatalocalstore?Forexample,whenyoubuyamobilephoneset?CanyoupaythesamewayifyoubuythekioskfromSigma?Why?Howcanwesolvetheproblem?MajorconcernswithpaymentinglobaltradeRiskcontrolGlobaltradeisfulloffinancialrisksCos
2、tsSomepaymentlikeL/CissafebutcostlyBalancebetweensalesandrisksGoodbalancecouldboostsaleswhilereducingrisksatatolerablelevelRemittance汇款MailTransfer(M/T):信汇transferredbymailThebuyerhandsoverthepaymenttoremittingbankthatwillauthorizethebankintheseller'scountrybymailtomaket
3、hepaymenttohimTelegraphicTransfer(T/T):电汇transferredbytelegraphicmeansmoreexpensivebutmuchfasterthanM/TCaution:FastbutriskytothebuyerforpaymentinadvanceWhentouse?FacilitatingsalesbutriskcontrolRemittance:RiskControlThebuyerneedstotakecontroloftheriskOftenusedforasmallord
4、erAlargesumofremittanceisriskytothebuyerAlsousedasadownpaymentofalargerorderDownpaymentisapartofthewholepaymentCollection:D/AD/A:DeliveryagainstAcceptance(承兑交单)Thesellershipsthegoodsfirstalongwithadraftwhichspecifiesdateforthebuyertopay.Thenthebuyercantakethegoodsfirstwi
5、thapromisethathewillpaywhenitisdue.Ifhefailstokeephispromise,thesellerwillnotgetthepayment.(Draft,awrittenorderdirectingthepaymentofmoneyfromanaccount.)So,D/Ahasnoprotectiontotheexporter.Collection:D/PD/P:DeliveryagainstPayment(付款交单)TheselleralsohastoshipthegoodsfirstBut
6、hehastopaybeforetakinggoodsIfthebuyerfailstopay,itiscostlytogetthegoodsbackfromanothercountry.So,D/Pofferslimitedprotectiontotheseller.Collection:RiskControlThesellerhastotakecontroloftheRisksbyKeepingtheordersmallerAppointinganoverseastradeagentTheagentcanhelphandleanyp
7、roblemsSettinguptheirownofficeintheoverseascountryWhydoweneedL/C?(1/2)Equalprotectiontoboth:Thebankusesitscredit(orreputation)toguaranteethepaymentThebuyerisprotectedagainstnon-shipmentorlateshipmentWithL/C,thebuyerdoesn’thavetopayinadvance.Thebankpromisesthatthebuyerwil
8、lnothavetopayuntilhereceivesthedocumentsofthegoods.WhydoweneedL/C?(2/2)Thesellerisprotectedagainstnon-p
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