信用證和保函的區(qū)別還是很大的，因此在發(fā)盤函撰寫過程中對(duì)于這一點(diǎn)要引起足夠重視，這二者對(duì)于銷售產(chǎn)品的外貿(mào)公司獲利情況所會(huì)帶來的影響可用深遠(yuǎn)來形容。
首先信用證和保函這二者之間具有一定的相似之處，對(duì)于買賣雙方在交易過程中的權(quán)利和在交易過程中所具有的義務(wù)，這二者之間沒有本質(zhì)的區(qū)別。不同之處在于在外貿(mào)商務(wù)往來之中為合同的一方提供相應(yīng)的擔(dān)保服務(wù)，在這種服務(wù)過程之中，如果作為被服務(wù)對(duì)象的一方在實(shí)際的交易過程中沒有任何違約情況發(fā)生，那么作為擔(dān)保的這一方將不承擔(dān)相應(yīng)的賠償責(zé)任，但對(duì)于信用證而言則不同，在這種模式之中為用戶開證的這家銀行要實(shí)施先行付款。很多企業(yè)在發(fā)盤函撰寫過程中喜歡使用后者。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
能夠收到貴公司的回函，我方感到非常榮幸，在產(chǎn)品銷售價(jià)格方面，貴方和我方都沒有任何爭(zhēng)議，目前爭(zhēng)議存在于兩個(gè)方面，一個(gè)是在運(yùn)輸過程中的費(fèi)用及相關(guān)問題，另外一個(gè)是銀行保函和信用證應(yīng)用問題。
首先我方認(rèn)為在此次產(chǎn)品銷售過程之中，不應(yīng)由我方承擔(dān)運(yùn)輸費(fèi)用以及相關(guān)的保險(xiǎn)費(fèi)用，我方所銷售的產(chǎn)品在離岸之后相應(yīng)產(chǎn)品安全及其他一些問題將由貴公司自行負(fù)責(zé)，產(chǎn)品在陸路運(yùn)輸方面的費(fèi)用我方將會(huì)承擔(dān)，而在產(chǎn)品到達(dá)港口之后，船只的租賃費(fèi)用以及產(chǎn)品海上運(yùn)輸保險(xiǎn)費(fèi)用則應(yīng)由貴公司承擔(dān)，如果能夠在這方面達(dá)成統(tǒng)一，那么希望我們的合作愉快，如果不能夠在這方面達(dá)成一致，本次交易將無法繼續(xù)下去，這是我公司高層會(huì)議之后決定的，也是我公司的底線。
此外，貴公司所提出的銀行保函相關(guān)業(yè)務(wù)往來，我方認(rèn)為這種交易方式有所不妥，我方在和外貿(mào)企業(yè)商務(wù)往來中所接受的方式都為信用證，因此希望在本次交易過程之中貴方也為我方提供信用證，如果在這兩方面沒有任何問題，那么我方會(huì)和貴方盡早簽訂合同，貴方所需要的產(chǎn)品將于10月21日在上海港口發(fā)貨。我方產(chǎn)品庫存充足，在發(fā)貨方面不會(huì)有任何問題，希望盡早得到貴公司的回復(fù)。
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.” 對(duì)于企業(yè)所會(huì)帶來的影響還是較大的，在外貿(mào)往來過程之中，由于產(chǎn)品運(yùn)輸路途遙遠(yuǎn)，會(huì)有空運(yùn)或海運(yùn)等相關(guān)的環(huán)節(jié)，在這樣的環(huán)節(jié)之中由于不可確定因素很可能對(duì)產(chǎn)品造成影響，而這樣的影響會(huì)導(dǎo)致買賣雙方在此后對(duì)于相關(guān)產(chǎn)品價(jià)值賠償問題上無法達(dá)成統(tǒng)一意見，相對(duì)來說信用證能夠確保銷售一方的利益，而作為銀行保函而言，并無法完全確保銷售方利益。也正是因?yàn)檫@樣的原因，在進(jìn)出口商貿(mào)往來過程之中，多數(shù)的企業(yè)都希望通過信用證這種方式來推進(jìn)業(yè)務(wù)的展開，而不喜歡使用銀行保函，但需要注意，在一些極為特殊的情況之下，銀行保函能夠給公司帶來的安全保障也是較為可靠的，不過所適用的范圍相對(duì)較窄，因此在當(dāng)下的進(jìn)出口貿(mào)易之中涉及到信用證的相關(guān)交易會(huì)更多一些，一般情況下在這樣的商貿(mào)交易展開過程中，賣方在市場(chǎng)上處于主導(dǎo)。而在買方處于主導(dǎo)權(quán)的狀態(tài)之下，往往不會(huì)采用這種模式展開交易。
