商务英语写作

张静

目录

  • 1 An Overview of Business Writing
    • 1.1 Visual materials for the Chapter
    • 1.2 Functions of Business Writing
    • 1.3 Criteria and Techniques for Effective Business Writing
    • 1.4 Approaches to Organizing Business Writing
  • 2 Structure and Styles of Business Letters
    • 2.1 Structure of Business Letters
    • 2.2 Styles of Business Letters
  • 3 Sales-related Inquiries and Replies
    • 3.1 Introduction
    • 3.2 Sample Analysis
    • 3.3 Useful Patterns and Sentences
  • 4 Order Letters and Confirmation Letters
    • 4.1 Introduction
    • 4.2 sample Analysis
    • 4.3 Useful Sentences and Patterns
  • 5 Letters of Shipment
    • 5.1 Introduction
    • 5.2 Sample Analysis
    • 5.3 Useful Sentences and Patterns
  • 6 letters of Payment and Settlement of Accounts
    • 6.1 Introduction
    • 6.2 Sample Analysis
    • 6.3 Useful Sentences and Patterns
  • 7 Routine Claims and Adjustments
    • 7.1 Introduction
    • 7.2 Sample Analysis
    • 7.3 Useful Patterns and Sentences
  • 8 Persuasive Claims and Refusals
    • 8.1 Introduction
    • 8.2 Sample Analysis
    • 8.3 Useful Patterns and Sentences
  • 9 Sales Letters
    • 9.1 Introduction
    • 9.2 Sample Analysis
    • 9.3 Useful Patterns and Sentences
  • 10 Invitation and Thank-you Letters
    • 10.1 Introduction
    • 10.2 Sample
    • 10.3 Useful Patterns and Sentences
  • 11 Letters of Apology and Congratuation
    • 11.1 Introduction
    • 11.2 Sample Analysis
    • 11.3 Useful Patterns and Sentences
  • 12 Notices and Announcements
    • 12.1 Introduction
    • 12.2 Sample Analysis
    • 12.3 Useful Patterns and Sentences
  • 13 Memos and Minutes
    • 13.1 Memos
      • 13.1.1 Introduction
      • 13.1.2 Sample Analysis
      • 13.1.3 Useful Patterns and Sentences
    • 13.2 minutes
      • 13.2.1 Introduction
      • 13.2.2 Sample Analysis
    • 13.3 Useful Patterns and Sentences
  • 14 Resume
    • 14.1 Introductioon
    • 14.2 Sample Analysis
    • 14.3 Useful Patterns and Sentences
    • 14.4 More reference: Steps in Resume Writng
  • 15 Letters of Application
    • 15.1 Introduction
    • 15.2 Sample Analysis
    • 15.3 Useful Patterns and Sentences
  • 16 Letters of Recommendation
    • 16.1 Introduction
    • 16.2 Sample Analysis
    • 16.3 Useful Patterns and Sentences
  • 17 Proposals
    • 17.1 Introduction
    • 17.2 Sample Analysis
    • 17.3 Useful Patterns and Sentences
  • 18 Reports
    • 18.1 Introduction
    • 18.2 Sample
    • 18.3 Useful Patterns and Sentences
  • 19 Questionnaires
    • 19.1 Introduction
    • 19.2 Sample Analysis
  • 20 Business Agreements
    • 20.1 Introduction
    • 20.2 sample  Analysis
    • 20.3 Useful Patterns and Sentences
Introduction


 


 


 


Letters of Payment

Enquiries about terms of payment and replies are routine work. Most traders know the various                   methods of  payment available for settling international trade transactions. However, there  are cases where the requests  between the buyer and the seller cannot be met, then a letter of explanation is required.

This kind of letter in some way implies persuasion. You-viewpoint presentation is one of the                     principles in  handling persuasive messages.

Obviously, you-viewpoint presentation sounds better. With you-viewpoint presentation, the seller            has taken into  consideration the benefits or difficulties of the buyer and suggests a possible                       settlement, thus encouraging the  buyer  to cooperate more closely with the seller.

Letters of payment usually discuss the method of payment or talk about getting the payment                     documents prepared, expedited or changed. Payment is an important issue in business.

Four main payment methods:

Open account

PrepaidDocumentary collection: D/P, D/A

                                (Document Against Payment, document AgainstAcceptance )

Letterof Credit (L/C)


Settlement of Accounts

Today  credit is widely used in business, especially in B2B business.

Settlementof accounts on credit basis is much more complicated than those on cash basis

When customers fail to pay their accounts promptly ,you have to send collectionletters, reminding             them of the past-dues and urging them to pay;you have to clarify when there are some changes

Lettersof settlement of accounts usually take direct writing style, but sometimes you have to use                indirect way of writing, appealing to sympathy, fairness andself-interest.

 

 Writing pattern

The  opening paragraph----state directly and clearly which letter you are referring to.

 The middle part--- mention the method of payment your company usually adopts,things about                                     payment documents or accounts due, mistakes or misunderstanding inthe accounts, and                            suggestions   to solve the problem, etc.

Theclosing part----express your hope that the method of payment will be acceptableto your business                                        partner

 

The Main Content of Letters Making a Specific Request Concerning Payment

 

1) Expressing your regret for your inability to accept a specific payment term

2) Giving your reasons for your inability to accept a specific payment term

3) Suggesting the way how to solve the problem


　国际贸易的付款方式主要有以下若干种:

1. 汇付:(包含以下三种)

           A. 电汇(T/T) B. 信汇(M/T) C. 票汇(D/T)

2. 信用证

    (简称L/C)支付方式是随着国际贸易的发展、银行参与国际贸易结算的过程中逐步形成的。由于货款的支付以取得符合信用证规定的货运单据为条件，避免了预付货款的风险，因此信用证支付方式在很大程度上解决了进、出口双方在付款和交货问题上的矛盾。它已成为国际贸易中的一种主要付款方式。

3. 汇票(Bill of Exchange，Draft)是出票人签发的，委托付款人在见票时或者在指定日期无条件支付确定的金额给收款人或者持票人的票据。

       从以上定义可知，汇票是一种无条件支付的委托，有三个当事人：出票人、付款人和收款人。

            　汇票从不同角度可分成以下几种：

    按出票人不同，可分成银行汇票和商业汇票。银行汇票 (Bank's Draft)，出票人是银行，付款人也是银行。商业汇票(Cormmercial Draft)，出票人是企业或个人，付款人可以是企业、个人或银行。

    按是否附有包括运输单据在内的商业单据，可分为光票和跟单汇票。光票(Clean Draft)，指不附带商业单据的汇票。银行汇票多是光票。跟单汇票(Documentary Draft)，指附有包括运输单据在内的商业单据的汇票。跟单汇票多是商业汇票。

  4. 本票(Promissory Note)是出票人签发的，承诺自己在见票时无条件支付确定金额给收款人或者持票人的票据。这是我国《票据法》对本票的定义，指的是银行本票。

    国外票据法，允许企业和个人签发本票，称为一般本票。但在国际贸易中使用的本票，均为银行本票。

 按付款日期不同，汇票可分为即期汇票和远期汇票。汇票上付款日期有四种记载方式：见票即付(at sight);见票后若干天付款(at days after sight);出票后若干天付款(at••days afterdate);定日付款(at a fixed day)。若汇票上未记载付款日期，则视作见票即付。见票即付的汇票为即期汇票。其他三种记载方式为远期汇票。

5. 支票(Chaque，Check)是出票人签发，委托办理支票存款业务的银行或者其他金融机构在见票时无条件支付确定的金额给收款人或持票人的票据。

     　从以上定义可见，支票是以银行为付款人的即期汇票。支票出票人签发的支票金额，不得超出其在付款人处的存款金额。如果存款低于支票金额，银行将拒付。这种支票称为空头支票，出票人要负法律上的责任。

6. 托收(COLLECTION)是出口商开立汇票，委托银行代收款项，向国外进口商收取货款或劳务款项的一种结算方式。

    收当事人有四个，主要责任如下：

    1.委托人(PRINCIPAL)

       　也称出票人，一般是出口商，主要是行使与进口商签订的合同上的条款，履行与银行签订的委托收款的合同。

    2.寄单行(REMITTING BANK)

      也称托收行，是委托代收款项的银行，主要是按照委托人的要求和国际惯例进行处理业务。

    3.代收行(COLLECTING BANK)

       　托收行是在进口地的代理人，根据托收行的委托书向付款人收款的银行。

    4.付款人(DRAWEE)

          　一般是进口商。主要是支付款项的人。

.托收方式

　　托收方式有：

1.跟单托收(DOCUMENTARYCOLLECTION)

(1).跟单托收概念

　　跟单托收是汇票连同商业单据向进口行收取款项的一种托收方式，有时为了避免印花税，也有不开汇票，只拿商业单据委托银行代收。

(2).跟单托收种类

　　即期付款交单(DOCUMENT AGAINSTPAYMENT AT SIGHT)：俗称D/P AT SIGHT，指开出的汇票是即期汇票，进口商见票，只有付完货款，才能拿到商业单据。

　　远期付款交单(DOCUMENTS AGAINSTPAYMENT OF USANCE BILL)：出口商开出远期汇票，进口商向银行承兑于汇票到期日付款交单的付款交单方式。

　　承兑交单方式(DOCUMENT AGAINSTACCEPTANCE)：俗称D/A，代收银行在进口商承兑远期汇票后向其交付单据的一种方式。

2.光票托收(CLEAN COLLECTION)

　　光票托收指汇票不附带货运票据的一种托收方式。主要用于货款的尾数、样品费用、佣金、带垫费用、贸易从属费用、索赔以及非贸易的款项。