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一.补偿贸易（Compensation Trade）又称产品返销，指交易的一方在对方提供信用的基础上，进口设备技术，然后以该设备技术所生产的产品，分期抵付进口设备技术的价款及利息。 按照偿付款的不同，补偿贸易大体上可分为三类： 1）、直接产品补偿。即双方在协议中约定，由设备供应方向设备进口方承诺购买一定数量或金额的由该设备直接生产出来的产品。这种做法的局限性在于，它要求生产出来的直接产品及其质量必须是对方所需要的，或者在国际市场上是可销的，否则不易为对方所接受。 2）、其它产品补偿。当所交易的设备本身并不生产物质产品，或设备所生产的直接产品非对方所需或在国际市场上不好销时，可由双方根据需要和可能进行协商，用回购其它产品来代替。 3）、劳务补偿。这种做法常见于同来料加工或来件装配相结合的中小型补偿贸易中。具体做法是：双方根据协议，往往由对方代为购进所需的技术、设备，货款由对方垫付。我方按对方要求加工生产后，从应收的工缴费中分期扣还所欠款项。 上述三种做法还可结合使用，即进行综合补偿。有时，根据实际情况的需要，还可以部分用直接产品或其它产品或劳务补偿，部分用现汇支付等等。 二.补偿贸易与一般贸易方式相比，具有以下两个基本特征： （1）信贷是进行补偿贸易必不可缺少的前提条件。 （2）设备供应方必须同时承诺回购设备进口方的产品或劳务，这是构成补偿贸易的必备条件。 应当明确的是，在信贷基础上进行设备的进口并不一定构成补偿贸易，补偿贸易不仅要求设备供应方提供信贷，同时还要承诺回购对方的产品或劳务，以使对方用所得货款还贷款。这两个条件必须同时具备，缺一不可。 此外，进行补偿贸易，双方须签订补偿贸易协议。 最后，应指出的是进行补偿贸易应注意以下问题：首先要做好项目的可行性研究；其次要合理计算贷款的成本和安排偿还期；再次，要正确处理补偿产品和正常出口的关系。 三.下面是关于补偿贸易的谈判的函电： 1.We are interested to learn that you may consider supplying us with industrial equipment and technology in the form of compensation trade, In this connection, we would like to state that the equipment and technology to be introduced into our country should be really advanced by world standards and the payment for the equipment and technology will be made by the countersale of the direct products. 我们想知道，你是否可以考虑以补偿贸易的形式为我们提供工业设备和技术。在这方面，我们要指出，引进设备和技术到我国，按世界标准，应该真正先进的设备和技术，将由返销直接产品的方式支付货款。 2.At present, medium-sized compensation deals, especially those aiming at untilizing our existing factory facility without the need of heavy investment and yet ensuring quick increase in export earning to finance the import of equipment will be given top priority. 目前，中型补偿交易，特别是，旨在现有工厂设施而不需要大量投资的基础上，通过快速增加出口收入以资助进口设备的款项的交易将被优先考虑。 3.Compensation trade is one of the latest forms of internation trade today, under which the importer of machinery and equipment or technology will pay for them all or partly with the resultant products without involving foreign exhange. 补偿贸易是当今最新的国际贸易形式之一，机械和设备或技术的进口商将用全部或部分生产出的产品偿还货款，而不涉及到外汇。 4.We are pleased to note that through personal negotiation, there is greater possibility to deal with you on the basis of compensation trade, We have passed on the brochures you send to us to the parties concerned who will make a thorough study of them and will let us know their comments. 我们很高兴地注意到，通过亲自谈判，在补偿贸易的基础上同你做生意的可能性更大。我们已将您发送给我们的手册传递给有关各方，他们将对其进行彻底研究，并将告诉我们他们的意见。 5.We shall reimburse you the total amount of the equipment imported by 5 equal annual instalments whereas you will accept the countersale of all the products turned out with the said equipment, A certian percentage of the sales proceeds of each consigment of the prodcuts will be used as instalment payment. For details, we may have further discussions later. 我们将分5年分期付款给你，我们进口的设备货款，您将接受使用所述设备产出的所有产品的返销，每批交货产品的销售收入的一定百分比将被用作 分期付款。 详情请稍后再讨论。 6.We shall remit you 10% of the total value of the equipment purchased as a down payment while you have to instruct your bank to issue a Letter of Guanrantee immediately after signing the compensation trade agreement, The L/G guarantees that the issuing bank shall refund us the down payment plus an interest at 10% per annum if you fail to honour the agreement. 我们将把购买你设备总价值的10％作为首付支付给你，而您必须指示您的银行在签署补偿贸易协议后立即开立保函。保函要保证开证如果你不遵守协议，银行将退还我们首付款加上每年10％的利息。 7.We have received your quotation of ... But find that you have quoted us only a total amount of the whole equipment, making it difficult for us to make a comparison with other suppliers, As the said equipment consisits of many items, we should like you to quote them item by item and we do not think there will be any difficulty for you. 我们已收到您的报价...但是发现您只报给我们整个设备的总价，这让我们很难与其他供应商进行比较。由于所述设备包含许多项目，我们希望你按项目逐项报价，我们不认为这对你会有什么困难。 8.We thank you for accepting the arrangements for buy-back products relative to the deal of compensation trade under negotiation, as to your request for our assistance in selling the countersale prodcuts, we are willing to do so but shall assume no obligation in this respect. 我们感谢您接受谈判中的补偿贸易，通过的回购产品的安排，以及你请求我们协助销售反销产品的要求，我们愿意这样做，但在这方面不承担任何义务。 9.We regret to learn from your letter of ... that you wish to sell us the equipment on cash basis becaue you do not deal in the products to be turned out with the equipment to be supplied by you, Since the begginning of the negotiation of the deal. we have made it clear that your counter-purchase of the direct products is the key factor of this transaction and the equipment is to be paid for with buy-back products. 我们很遗憾从您...的信中了解到，您希望以现金方式向我们出售设备，因为您不经营用您提供的设备生产出的产品，因为在生意刚开始谈判时。 我们已经明确表示，您回购直接产品是本次交易的关键因素，设备将通过回购产品方式支付。 10.As to the payment terms of this project of compensation trade, we both have agreed that reciprocal letters of credit will be adopted as the means of payment, Under this arrangement, we shall open an irrevocable L/C in your favour available by sight draft as soon as the contract is signed and in turn you should establish an irrevocable L/C in our favourable at sight for all buy-back products within 15 days after the signing of the contract. 关于本项目补偿贸易的付款条件，我们双方同意将采用对开信用证作为付款方式，根据这一安排，我们将开立一份不可撤销的信用证， 合同签署后，您应该在签订合同后15天内为所有回购产品开立不可撤销的L / C。 |
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