外貿業務員必須對外貿的所有形式都懂的這種貿易形式你不見得懂得，今天給大家講講補償貿易，補償貿易是通過利用國外資金擴大對外貿易的一種貿易方式。

通常是由締約一方以賒銷方式向對方提供機械設備以及技術等，同時承諾向對方購買一定數量或金額的商品。

也就是在信貸的基礎上，一方向另一方進口機械設備以及技術等，然后在一定時期內，用商品或雙方商定的商品清償價款的一種貿易方式。

這種產品或商品可以是直接產品，也可以是間接產品；所謂間接產品就是該產品與進口產品的機械設備或生產線無關的其他產品。

除了用產品來償付引進的機械設備等費用外，補償貿易在具體掌握上尚無一定的模式。

補償貿易雖然原則上是以商品來償付所引進的機械設備等，但具體的業務實踐中并不是簡單地以貨易貨，仍然需要商定支付和結算的辦法。

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

在磋商補償貿易業務時，對設備的技術要求以及其先進性和適用性等必須有明確確定。

如對設備的名稱，型號，規格，性能參數應在合同中做出具體規定，同時應明確設備安裝調試的責任，設備供應方應負責技術指導等。

合同中對有關信貸的條件，補償產品的名稱，總金額，每期補償的時間，數量和質量的要求，以及補償產品的作價辦法等，也應該在合同中明確。

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價格及相關圖文說明書。

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.

我們已聯系我們的客戶，并高興地通知您，經過研究你們的說明書，他們發現機器適合他們的生產需要。

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，由于目前對其產品的需求不足，他們認為不宜用現金購買機器，但是他們認為，如果你們愿意回購所有或大部分用你們機器制造的產品 ，他們可能有可能通過補償貿易方式與你們做生意。即， 在進口機器后，他們將通過用直接產品銷售給你們以償還成本和費用。

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，我們用返銷產品支付你們機器的費用，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，我們將提出有關技術數據，質量標準，付款，價格等的具體計劃供您考慮。

We await your reply in this regard.

我們等待您的答復

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日回復我們11月12日關于賠償貿易的信，并高興地得知您同意以補償貿易方式向我們出售塑料注塑機。

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.

關于我們進口機器的支付，我們建議連續分三年分期支付，即在提單日期后一年內支付機器總價值的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器所生產的30%的產品，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.

由于這僅占總產量的很小一部分，并且由于產品各種規格的價格不一，為符合補償貿易的精神，我們認為你方必須保證每年返銷的金額不低于我方于同年內償付你方設備的金額。此條件也將納入我們的擔保函中。

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