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Unit 9

Terms of Payment

Dialogue A

L/C Payment

Ms.Liu and Mr.York are discussing about payment.

Mr.York, as for payment,

we usually ask for payment by an irrevocable sight L/C.

Well, Ms.Liu, 

why don’t we adopt more flexible mode of payment, say D/P?

I’m sorry.

L/C payment is what we request for all our customers. 

As you are doubtlessly aware, 

an irrevocable L/C provides both of us with banker’s guarantee, 

which is mutually beneficial for first-deal business partners like us.

Yes, we agree on this point. 

But to be frank, 

L/C payment is complicated and expensive.

I understand your points, 

but we cannot help you in this respect. 

Actually, we pay by L/C for our imports too. 

After all, 

it’s a usual practice adopted internationally.

I see. 

Since you insist on L/C payment, 

we’d like to accept it in order to promote business. 

In this case, 

when can you deliver our order?

You may be assured of our timely delivery of your goods after we get the L/C. 

Still, about one month is needed for making up your order and arranging transport.

Then, we’ll ask our bank to open the relevant L/C at least 30 days before shipment date.

Great.

Another thing, could you fax us a copy B/L after loading to facilitate our receiving the shipment?

No problem. 

We’ll send you the copies. 

And the originals will be submitted promptly together with a sight draft drawn on you 

and other necessary documents for negotiation.

Good. 

I think we’ve done with payment then.

OK, we are expecting to receive your L/C soon.

Dialogue B  

Asking for Easier Terms

Mr.Blair is asking for easier payment terms for repeated orders.

Good morning, Mr.Chen. 

I guess you’ve known the purpose of our visit today.

Good morning, Mr.Blair. 

I received your email yesterday. 

You want to discuss the payment by D/P at 60 days sight for the repeated orders with us.

Yes. What do you say to it then?

Although we appreciate your repeated orders, 

I’m sorry we must stick to our usual payment terms, i.e. L/C.

Are you worrying about our reliability?

No, certainly not. 

L/C payment is required for all our customers. 

We grant D/P at sight only when the involved business amount is very small. 

But yours is not the case.

I think you’ve found us trustworthy partner after friendly cooperation for years. 

You may count on our timely payment.

I remembered we allowed you to pay by a 30 days L/C for the last order. 

But, I should say, 

we have suffered no small bank interest loss.

We appreciated it. 

But frankly speaking, 

L/C payment has added to our import cost for many years and also tied up our money in the bank. 

As you know, 

the economic situation is not bright, 

and this has increased the burden on us.

Well, we can understand your situation. 

We can make a concession this time to make the transaction smooth. 

What about D/P at 30 days sight instead? 

This is the best we can do.

I’m glad you accommodate us with D/P at 30 days sight. 

Anyway, 

it leaves us one month to raise money before payment, 

easier than L/C payment.

We hope you know it is only under very rare circumstances that we accept D/P at 30 days sight. 

Please ensure timely acceptance and payment by then.

Thank you very much. 

We’ll do it without fail.