第三节 对公收付款沟通
💡 场景：业务团队就如何进行收款和付款的细节，与财务资金相关人员进行线上咨询。
术语解析
认款 fund allocation
公司日常业务活动中会经常收到各类到款，有的是为了还某个赊销项目的欠款，有的是预付款项用来
预定某个产品和服务，还有保证金等等场景，都需要及时确认到款的用途和归属，从而才能开展后续
的工作。在实务中，我们把这个工作称之为“认款”，用大白话说，就是确认钱是谁的/属于哪个项目
的，英文我们用到allocation分配这个词，我们在预算沟通这节课里提到过的临时预算分配，也是用的
这个词，大家还记得吗？它的动词形态，allocate，把什么分配到什么上，allocate to。认款操作通常
涉及财务和业务部门共同配合。
• I hope the finance team finishes fund allocation more promptly. My customer repaid the
outstanding invoices days ago and their credit limit hasn't recovered yet.
• 希望财务团队认款更及时一点，我的客户还款好多天了还没有给他们恢复授信额度。
• This transaction is pending allocation for ages. No one is able to confirm its application for
over 2 years. We have no choice but to book non-operating income and close it.
• 这笔款项长期没有认款，超过两年了也没能确认是什么用途，只能当做营业外收入清理掉了。
• Please allocate this advance payment to that order and then we can proceed with the
shipment.
• 这笔预付款请认到那个订单上，然后我们就可以安排发货了。
锁汇 Lock-in exchange rate
就是锁定汇率，通常在汇率波动频繁或者对远期交易有汇率要求时做的操作。办了锁定汇率的业务，
就可以在结算外币的当天，按照先前确定的汇率进行结汇，而不是按照当天的汇率来结算。在国际付
款中，公司资金部门常常会做锁汇的操作。
• We'd like to make the payment to the vendor and lock in an exchange rate. Could you
please provide a T+0 spot rate to buy the below amount of USD and sell CNY?
• 我们想要支付供应商货款并锁定一下汇率，可否提供当天以下金额的人民币兑美元汇率报价？
• The price is approved. Please help us lock in this rate and the payment is due in 30 days.
• 汇率报价已批准，请帮我们锁定一下这个汇率，我们预计30天后付款。
中间行手续费 Intermediary bank charges
操作过国际收付款的朋友们可能注意到过，有时候我们收到海外客户的汇款，和我们开出去的票面金
额相比经常会“短斤少两”，这里除了收款行和付款行会比较明确的收取或者扣除一些手续费之外，
还有一些“隐性”的费用是很难提前知晓的，那这就是中间行手续费 Intermediary bank charges。中
间行是国际转账经常涉及的只承担资金划转角色的银行。首先为什么会有中间行呢？国际间付款，很
多时候由于汇款银行A和收款银行B没有直接的业务往来，所以结算起来就不是很方便，就像两个人彼
此知道名字，但不熟悉，就需要一个双方都认可的第三方C来作为中转，这个C与其他方银行都有业务
往来，因此一般中间行是有国际结算能力，有雄厚实力的大银行，
再通俗点，就好像乘坐飞机从北京去往巴西，很多时候没有直达的航线，就需要选择转机一次或两次
才能到达目的地，中间行就起“转机”的作用。
中间行会就资金中转业务收取一定的手续费，通常在10-50元美金，中间行越多、手续费越高。手续费
的承担也有双方共同承担、收款方承担、付款方承担等几种方式。这也就是为什么收款的一方经常会
收到和打款金额不一致的款项。
• A: Sometimes my clients receive our payments with a small shortage in the expected
amount. Do you know what caused it?
• B: That's because there are intermediary banks involved in the cross-national fund
transactions and they may charge for the transfers.
• A: 有时候我的客户收到我们支付的款项时金额会比预定的少一点，你知道什么原因导致的吗？
• B: 那是因为国际间转账过程中会涉及到中间行，他们会扣一些转账手续费。
• Sales director: "Moving forward, let's not ask the clients to make it up for intermediary
bank charges that are less than $50. We can bear the cost to avoid affecting customer
relationships for a small shortage in payment. Nor do you need to seek my approval for it
every time"
• 销售总监：“以后中间行手续费不超过50美元的就不用找客户要了，我们承担就行，没必要因为
这点小钱影响客情，也不用每次都找我审批了。”
付款到期日 Payment due date
赊销业务中最后的付款期限，如果超期未支付，则成为逾期付款，可能产生罚息penalty fees和其他严
重后果。付款到期日在国际业务中通常是用开票日期invoice date加上合同账期算出来的。除了付款到
期，其他事项的到期也可以用due date来表达，比如必须交作业的时间、必须完成某项任务的时间，
类似DDL。
• Please warn this client that their outstanding invoice is 15 days past due. If they remain
delinquent, we will start to charge penalty fees and reserve our right to take legal measures.
• 请提醒这个客户他们的欠款已经超过付款到期日15天了，如果继续逾期，我们会开始收取罚息并
保留采取法务措施的权利。
• Our finance team closely monitors these dates and ensures that payments are made before
or on the payment due date.
• 我们的财务团队会密切监控这些付款日期，确保在到期日前完成打款。
实战对话
Sales Team: Hi, this is Barry from the sales team. I wanted to 销售团队: 嗨，我是销售团队的
discuss the details of our payment process with you. Barry。我想和你讨论一下我们的付
Finance Team: Hi Barry, sure, I'm happy to help. What specific 款流程的细节。
details do you need? 财务团队: 嗨，Barry，当然，我很
Payment process 付款流程 乐意帮助你。你需要了解哪些具体的
细节？
Specific details 具体细节
Sales Team: I'd like to know how we handle receiving/collecting 销售团队: 我想知道我们如何处理从
payments from our customers. Can you walk me through the 客户那里收取付款。你能给我解释一
process? 下整个流程吗？
Finance Team: Of course. When a customer wants to make a 财务团队: 当客户想要付款时，我们
payment, we provide them with our bank account details or other 会提供给他们我们的银行账户信息，
payment options like credit cards or online payment platforms. 或者其他付款选项，比如信用卡或在
Once they initiate/process the payment, we track it in our system. 线支付平台。一旦他们发起/处理付
Handle 处理 款，我们会在系统中进行跟踪。
receive/collect payments from customers 从客户那里收款
Walk somebody through 过一下
Bank account 银行账户
Credit card 信用卡
Initiate/process the payment 发起/处理付款
Sales Team: How do we ensure that the payment is accurately 销售团队: 我们如何确保付款被准确
recorded? 记录？
Finance Team: We have a dedicated team that reconciles the 财务团队: 我们有专门的团队，负责
payments received with the corresponding invoices or orders. They 将收到的付款与相应的发票或订单进
verify the payment amount, match it with the customer's 行对账。他们核实付款金额，与客户
information, and update our records accordingly. 信息进行匹配，并相应更新我们的记
Dedicated 专门的 录。
Reconcile 对账
Verify 核实
Sales Team: That's great. Now, let's talk about our outgoing 销售团队: 那太好了。那我们来谈谈
payments. How do we handle paying our vendors and suppliers? 支出付款吧。我们怎么处理向供应商
Finance Team: When we receive an invoice from a vendor or 的付款？
supplier, we review it for accuracy and then schedule the payment. 财务团队: 当我们收到供应商的发票
We have a system in place where we can set up electronic transfers, 时，我们会对其进行准确性审核，然
issue checks, or use online payment platforms to send the funds. 后安排付款。我们的系统可以设置电
Outgoing payments 支出付款 子转账、开具支票，或使用在线支付
平台来转账。
Vendor 供应商
Electronic transfer 电子转账
Issue checks 开具发票
Sales Team: How do we ensure timely payments and avoid any 销售团队: 我们如何确保及时付款，
delays? 避免任何延迟？
Finance Team: We have a payment schedule that outlines the due 财务团队: 我们有一个付款计划，详
dates for each invoice. Our finance team closely monitors these 细列出了每张发票的到期日期。我们
dates and ensures that payments are made before or on the due 的财务团队密切监控这些日期，并确
date. We also maintain open communication with vendors to 保在到期日之前或当天进行付款。我
address any issues or delays that may arise. 们还与供应商保持着开放的沟通，以
Due date 到期日 解决可能出现的任何问题或延迟。
Invoice 发票
Open communication 透明的沟通
Sales Team: Sometimes my clients receive our payments with a 销售团队: 有时我的客户收到我们的
small shortage in amount. Do you know what caused it? 付款时，金额会有一小笔短缺。你知
Finance Team: That's because there are intermediary banks 道是什么原因吗？
involved in the cross-national fund transactions and they may 财务团队: 那是因为跨国资金交易涉
charge for the transfers. 及到中间银行，他们可能会对转账收
Shortage 短缺 取费用。
Cross-national fund transaction 跨过资金交易
