外貿(mào)業(yè)務(wù)員必須對外貿(mào)的所有形式都懂的這種貿(mào)易形式你不見得懂得，今天給大家講講補(bǔ)償貿(mào)易，補(bǔ)償貿(mào)易是通過利用國外資金擴(kuò)大對外貿(mào)易的一種貿(mào)易方式。

通常是由締約一方以賒銷方式向?qū)Ψ教峁C(jī)械設(shè)備以及技術(shù)等，同時承諾向?qū)Ψ劫徺I一定數(shù)量或金額的商品。

也就是在信貸的基礎(chǔ)上，一方向另一方進(jìn)口機(jī)械設(shè)備以及技術(shù)等，然后在一定時期內(nèi)，用商品或雙方商定的商品清償價(jià)款的一種貿(mào)易方式。

這種產(chǎn)品或商品可以是直接產(chǎn)品，也可以是間接產(chǎn)品；所謂間接產(chǎn)品就是該產(chǎn)品與進(jìn)口產(chǎn)品的機(jī)械設(shè)備或生產(chǎn)線無關(guān)的其他產(chǎn)品。

除了用產(chǎn)品來償付引進(jìn)的機(jī)械設(shè)備等費(fèi)用外，補(bǔ)償貿(mào)易在具體掌握上尚無一定的模式。

補(bǔ)償貿(mào)易雖然原則上是以商品來償付所引進(jìn)的機(jī)械設(shè)備等，但具體的業(yè)務(wù)實(shí)踐中并不是簡單地以貨易貨，仍然需要商定支付和結(jié)算的辦法。

一般來說，可以按照不同業(yè)務(wù)的具體情況，采用不同的方式，如托收，對開信用證，銀行擔(dān)保書，貸款等方式加以清算。

在磋商補(bǔ)償貿(mào)易業(yè)務(wù)時，對設(shè)備的技術(shù)要求以及其先進(jìn)性和適用性等必須有明確確定。

如對設(shè)備的名稱，型號，規(guī)格，性能參數(shù)應(yīng)在合同中做出具體規(guī)定，同時應(yīng)明確設(shè)備安裝調(diào)試的責(zé)任，設(shè)備供應(yīng)方應(yīng)負(fù)責(zé)技術(shù)指導(dǎo)等。

合同中對有關(guān)信貸的條件，補(bǔ)償產(chǎn)品的名稱，總金額，每期補(bǔ)償?shù)臅r間，數(shù)量和質(zhì)量的要求，以及補(bǔ)償產(chǎn)品的作價(jià)辦法等，也應(yīng)該在合同中明確。

Dear Sirs:

Thanks you for your offer for Plastics Injection Machines together with the relevant illustrative leaflets.

感謝您提供塑料注塑機(jī)價(jià)格及相關(guān)圖文說明書。

We have contacted our customers and wish to inform you that having studied your pamphlets, they find the Machine suitable for their need in production.

我們已聯(lián)系我們的客戶，并高興地通知您，經(jīng)過研究你們的說明書，他們發(fā)現(xiàn)機(jī)器適合他們的生產(chǎn)需要。

However, owing to the slack demand for their products for the timebeing, they do not think it advisable to buy the machines with cash but are of the opinion that if you will buy back all or a big portion of the products manufactured with your machines, It  may be possible for them to do business with you through compensation trade, i,e. after importing the machines, they will reimburse you the cost and charges by selling you the direct products.

然而，由于目前對其產(chǎn)品的需求不足，他們認(rèn)為不宜用現(xiàn)金購買機(jī)器，但是他們認(rèn)為，如果你們愿意回購所有或大部分用你們機(jī)器制造的產(chǎn)品 ，他們可能有可能通過補(bǔ)償貿(mào)易方式與你們做生意。即， 在進(jìn)口機(jī)器后，他們將通過用直接產(chǎn)品銷售給你們以償還成本和費(fèi)用。

it goes without saying that the countersale of our products will also provide you with full security for the payment of the machines.

不用說，我們用返銷產(chǎn)品支付你們機(jī)器的費(fèi)用，將為您提供全額付款保證。

If you agree to the proposal, we shall put forward our concrete plan as to the technical data, quality standard, payment, price, etc. for your consideration.

如果您同意該提案，我們將提出有關(guān)技術(shù)數(shù)據(jù)，質(zhì)量標(biāo)準(zhǔn)，付款，價(jià)格等的具體計(jì)劃供您考慮。

We await your reply in this regard.

我們等待您的答復(fù)

your faithfully.

Dear Sirs:

We have received your letter of 23 November in reply to ours of 12 Nov. with regard to compensation trade and are glad to learn that you agree to sell the Plastics Injection Machines to us on compensation trade basis.

我們已收到您11月23日回復(fù)我們11月12日關(guān)于賠償貿(mào)易的信，并高興地得知您同意以補(bǔ)償貿(mào)易方式向我們出售塑料注塑機(jī)。

Concerning the payment for the machines to be imported by us, we suggest that we make payment by three annual instalments without interst, namely, 10% of the total value of the machines to be paid within one year after the date of bill of lading.

關(guān)于我們進(jìn)口機(jī)器的支付，我們建議連續(xù)分三年分期支付，即在提單日期后一年內(nèi)支付機(jī)器總價(jià)值的10％。

the remaining 30% and 60% to be paid in the second and third year respectively. in this connection, we will instruct the Bank of Pakistan  Islamabad Branch to issue a Letter of Guarantee to guarantee that the payment will be effected in time.

其余30％和60％分別在第二年和第三年支付。 在這方面，我們將指示巴基銀行，伊斯蘭堡分行開立保證函，以保證按時付款。

We also learn from your letter that you will only buy back 30% of the products to be turned out with your machines and that you will effect payment by L/C payable at sight.

我們也從你方信中獲悉，你們僅回購有你們機(jī)器所生產(chǎn)的30%的產(chǎn)品，并用即期信用證付款。

Since this is only a small percentage of our total output and because different specifications of our products are differently priced, we are of the opinion that, in the spirit of compensation trade, it would be incumbent on you to guarantee that you will accept our countersale products each year to a value not less than our instalment payment to you in the same year. This condition will also be incorporated in our Letter of Guarantee.

由于這僅占總產(chǎn)量的很小一部分，并且由于產(chǎn)品各種規(guī)格的價(jià)格不一，為符合補(bǔ)償貿(mào)易的精神，我們認(rèn)為你方必須保證每年返銷的金額不低于我方于同年內(nèi)償付你方設(shè)備的金額。此條件也將納入我們的擔(dān)保函中。

We hope that our proposal will meet with your approval and we are looking forward to hearing from you soon.