涉外貿(mào)易企業(yè)產(chǎn)品銷售過程中，會(huì)因?yàn)槟承┰蚨獠少彿椒制谥Ц犊铐?xiàng)，例如尾款支付通常是在用戶收到產(chǎn)品后的一段時(shí)間，這一時(shí)間可由銷售方企業(yè)自行決定，當(dāng)客戶企業(yè)收到產(chǎn)品之后，客戶不付尾款怎么辦呢?
首先要了解客戶不付尾款的原因，此后通過催款函和客戶企業(yè)進(jìn)行溝通，對(duì)問題深入了解并找出解決方案，以不影響客戶此后貿(mào)易往來為基礎(chǔ)，第一時(shí)間追回尾款。
如下案例：
Mr. Alex, our company and your company entered into a contract on November 2, in which you purchased 140 fish grain pots with antique human face, 140 pottery in Ma Jia Kiln, 350 celadon bear lamps in Longshan Black Pottery, 240 porcelain pieces in Qing Dynasty in imitation kiln, and 3200 pieces in Qing Dynasty porcelain. Including Qing Dynasty porcelain Wang Ciying porcelain, straw basin, Qing Dynasty porcelain rouge bottle, four sheep square copper ware 350 plus anti-Changxin palace lamp, the same period 125 pieces, 15 consecutive chopped tree shaped copper lamp 320, a total price of 7.62 million yuan. It is expressly stated in the contract that we shall be responsible for the transportation and insurance costs of our products. You received our goods on November 25th, and the final payment shall be made on December 6th in accordance with the terms of the contract. As of the date of this letter, you have been in arrears for more than seven days. We hope that you will be able to return the final payment by December 15. When the foreign trade enterprise did not pay the final payment to the customers of the purchase products, it first chose to issue an offer letter, in which it reiterated the relevant details from the signing details, and pointed out in this reminder letter, It is hoped that the other company will return the final payment by December 13, giving the other party sufficient time to operate the funds and making a corresponding request.
亞歷克斯先生
我公司和貴公司于11月2日達(dá)成合同，貴公司在我方購入仿古人面魚紋盆140個(gè)，馬家窯陶器140個(gè)，龍山黑陶140個(gè)，青瓷熊燈350件，仿定窯瓷器240件，清代瓷器3200件，包括草文盆，清代瓷器胭脂瓶，長頸花瓶，四角花盆，青銅類型仿古擺件四羊方尊銅器350件，仿長信宮燈125件，15連樹形銅燈320件，總價(jià)762萬元。
在合同中明確闡明我公司負(fù)責(zé)產(chǎn)品運(yùn)輸費(fèi)用及保險(xiǎn)費(fèi)用以及其他一系列相關(guān)費(fèi)用，直至產(chǎn)品抵達(dá)美國口岸，貴公司于11月25日接到我公司貨品，按照合同規(guī)定尾款應(yīng)于12月6日支付，截止本函發(fā)出時(shí)間，貴公司尾款拖欠已超過七天，希望貴公司能夠在12月15日前返還尾款。
該外貿(mào)企業(yè)針對(duì)購買產(chǎn)品客戶不付尾款怎么辦這一問題，首先選擇了催款函，在催款函中再次重申了相關(guān)合同簽署細(xì)節(jié)，在這封催款函中指出，希望對(duì)方企業(yè)在12月13日之前返還尾款，給對(duì)方留出足夠時(shí)間運(yùn)作資金，并提出相應(yīng)請(qǐng)求。
如下是該公司發(fā)出的第二封信函：
Mr. Alex has sent us a letter asking you to return the final payment within the appropriate time, but your position is to return it by December 13, without giving any corresponding explanation. This is very difficult for our company to accept. Upon the decision of the board of directors of your company, we have hired Mr. Zhang Tingxiang, a Shanghai Guangyuan law firm, to accept the relevant legal matters. Mr. Wang Hanlin, Washington Branch of Guangyuan Law firm in Shanghai, will be in charge. You will receive a letter from your lawyer on the 5th, hoping that you will take it seriously.
亞歷克斯先生
此前我公司已發(fā)出信函，要求貴公司在相應(yīng)時(shí)間之內(nèi)返還尾款，但貴公司直到在12月13日未返還尾款，也并未給出任何相應(yīng)說明。
對(duì)于貴公司這種做法我公司很難接受，經(jīng)公司董事會(huì)決定將訴諸法律，我公司已聘請(qǐng)上海廣元律師事務(wù)所張庭芳律師手受相關(guān)事宜，將由上海廣元律師事務(wù)所駐華盛頓分所王漢林律師全權(quán)負(fù)責(zé)。5日貴公司將接到律師函，希望貴公司認(rèn)真對(duì)待。
從如上案例可以看到，該案例中的涉外工藝品銷售公司發(fā)出催款函后，客戶公司并未在相應(yīng)時(shí)間返還尾款，而且沒有給出任何理由，這家公司選擇了法律途徑解決問題。
很多外貿(mào)企業(yè)擔(dān)心在涉及法律途徑時(shí)，由于海外公司所處國家文化背景不同，法律相應(yīng)條款具有差異，因此付諸法律途徑會(huì)遇到諸多麻煩，實(shí)際上這樣的問題完全不需要擔(dān)心，由于我國涉外貿(mào)易發(fā)展多年，因此不論是產(chǎn)品銷售渠道，還是在相關(guān)法律層面都已經(jīng)非常完善，對(duì)海外客戶企業(yè)不付尾款問題付諸法律行動(dòng)時(shí)，并不需要外貿(mào)企業(yè)到國外發(fā)起申訴，只需要找到國內(nèi)代理人即可，當(dāng)下國內(nèi)的很多律師事務(wù)所都有涉外業(yè)務(wù)，這些律師事務(wù)所在海外國家有分支機(jī)構(gòu)，代理外貿(mào)企業(yè)相關(guān)法律訴訟業(yè)務(wù)之后，會(huì)由國外分支機(jī)構(gòu)工作人員全權(quán)負(fù)責(zé)處理，對(duì)于一些惡意不付尾款的海外客戶切忌姑息，一定要在第一時(shí)間訴諸法律追討欠款，這樣才不會(huì)對(duì)企業(yè)后期發(fā)展造成影響，在涉外貿(mào)易來往過程之中，惡意拖欠尾款客戶雖然是少數(shù)，但對(duì)于這一類型問題外貿(mào)公司不能掉以輕心。
