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    信用证和保函的区别还是很大的,因此在发盘函撰写过程中对于这一点要引起足够重视,这二者对于销售产品的外贸公司获利情况所会带来的影响可用深远来形容。首先信用证和保函这二者之间具有一定的相似之处,对于买卖双方在交易过程中的权利和在交易过程中所具有的义务,这二者之间没有本质的区别。

    信用证和保函的区别还是很大的,因此在发盘函撰写过程中对于这一点要引起足够重视,这二者对于销售产品外贸公司获利情况所会带来的影响可用深远来形容。

    首先信用证和保函这二者之间具有一定的相似之处,对于买卖双方在交易过程中的权利和在交易过程中所具有的义务,这二者之间没有本质的区别。不同之处在于在外贸商务往来之中为合同的一方提供相应的担保服务,在这种服务过程之中,如果作为被服务对象的一方在实际的交易过程中没有任何违约情况发生,那么作为担保的这一方将不承担相应的赔偿责任,但对于信用证而言则不同,在这种模式之中为用户开证的这家银行要实施先行付款。很多企业在发盘函撰写过程中喜欢使用后者。例如:

    MR James

    We are very honored to receive your reply. There is no dispute between you and us regarding the selling price of the products. There are two aspects of the dispute, one is the cost in the course of transportation and related issues, the other is the application of bank guarantee and letter of credit.

    First of all, we do not think that we should bear the transportation cost and the related insurance cost in the sales process of this product. The safety and other problems of the products we sell will be the responsibility of your company after we leave the shore. We will bear the cost of the products in land transportation and the cost of the products arriving at the shore. After arriving at the port, the Charter fee of the vessel and the marine insurance fee of the product shall be borne by your company. If we can reach a unified agreement in this respect, we hope that our cooperation will be pleasant. If we can not reach an agreement in this respect, this transaction will not continue. This is decided after our company's high-level meeting. It is also our company's bottom line.

    In addition, we consider this transaction to be inappropriate in relation to your bank guarantee business. We accept the letter of credit in our business dealings with foreign trade enterprises. Therefore, we hope that you will also provide us with the letter of credit in the course of this transaction, if there are no problems in these two respects. Then we will sign a contract with you as soon as possible. The products you need will be shipped at Shanghai port on October 21. We have a good stock of our products and will have no problem in shipping them. We hope to get your reply as soon as possible.

    詹姆斯先生

    能够收到贵公司的回函,我方感到非常荣幸,在产品销售价格方面,贵方和我方都没有任何争议,目前争议存在于两个方面,一个是在运输过程中的费用及相关问题,另外一个是银行保函和信用证应用问题。

    首先我方认为在此次产品销售过程之中,不应由我方承担运输费用以及相关的保险费用,我方所销售的产品在离岸之后相应产品安全及其他一些问题将由贵公司自行负责,产品在陆路运输方面的费用我方将会承担,而在产品到达港口之后,船只的租赁费用以及产品海上运输保险费用则应由贵公司承担,如果能够在这方面达成统一,那么希望我们的合作愉快,如果不能够在这方面达成一致,本次交易将无法继续下去,这是我公司高层会议之后决定的,也是我公司的底线。

    此外,贵公司所提出的银行保函相关业务往来,我方认为这种交易方式有所不妥,我方在和外贸企业商务往来中所接受的方式都为信用证,因此希望在本次交易过程之中贵方也为我方提供信用证,如果在这两方面没有任何问题,那么我方会和贵方尽早签订合同,贵方所需要的产品将于10月21日在上海港口发货。我方产品库存充足,在发货方面不会有任何问题,希望尽早得到贵公司的回复。

    如上模版中所涉及的“In addition, we consider this transaction to be inappropriate in relation to your banker's guarantee business. The way we accept in our business dealings with foreign trade enterprises is letter of credit. Therefore, we hope that you will also provide us with a letter of credit in the course of this transaction.” 对于企业所会带来的影响还是较大的,在外贸往来过程之中,由于产品运输路途遥远,会有空运海运等相关的环节,在这样的环节之中由于不可确定因素很可能对产品造成影响,而这样的影响会导致买卖双方在此后对于相关产品价值赔偿问题上无法达成统一意见,相对来说信用证能够确保销售一方的利益,而作为银行保函而言,并无法完全确保销售方利益。也正是因为这样的原因,在进出口商贸往来过程之中,多数的企业都希望通过信用证这种方式来推进业务的展开,而不喜欢使用银行保函,但需要注意,在一些极为特殊的情况之下,银行保函能够给公司带来的安全保障也是较为可靠的,不过所适用的范围相对较窄,因此在当下的进出口贸易之中涉及到信用证的相关交易会更多一些,一般情况下在这样的商贸交易展开过程中,卖方在市场上处于主导。而在买方处于主导权的状态之下,往往不会采用这种模式展开交易。


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