外贸业务员必须对外贸的所有形式都懂的这种贸易形式你不见得懂得，今天给大家讲讲补偿贸易，补偿贸易是通过利用国外资金扩大对外贸易的一种贸易方式。
通常是由缔约一方以赊销方式向对方提供机械设备以及技术等，同时承诺向对方购买一定数量或金额的商品。
也就是在信贷的基础上，一方向另一方进口机械设备以及技术等，然后在一定时期内，用商品或双方商定的商品清偿价款的一种贸易方式。
这种产品或商品可以是直接产品，也可以是间接产品；所谓间接产品就是该产品与进口产品的机械设备或生产线无关的其他产品。
除了用产品来偿付引进的机械设备等费用外，补偿贸易在具体掌握上尚无一定的模式。
补偿贸易虽然原则上是以商品来偿付所引进的机械设备等，但具体的业务实践中并不是简单地以货易货，仍然需要商定支付和结算的办法。
一般来说，可以按照不同业务的具体情况，采用不同的方式，如托收，对开信用证，银行担保书，贷款等方式加以清算。
在磋商补偿贸易业务时，对设备的技术要求以及其先进性和适用性等必须有明确确定。
如对设备的名称，型号，规格，性能参数应在合同中做出具体规定，同时应明确设备安装调试的责任，设备供应方应负责技术指导等。
合同中对有关信贷的条件，补偿产品的名称，总金额，每期补偿的时间，数量和质量的要求，以及补偿产品的作价办法等，也应该在合同中明确。
Dear Sirs:
Thanks you for your offer for Plastics Injection Machines together with the relevant illustrative leaflets.
感谢您提供塑料注塑机价格及相关图文说明书。
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.
我们已联系我们的客户，并高兴地通知您，经过研究你们的说明书，他们发现机器适合他们的生产需要。
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，由于目前对其产品的需求不足，他们认为不宜用现金购买机器，但是他们认为，如果你们愿意回购所有或大部分用你们机器制造的产品 ，他们可能有可能通过补偿贸易方式与你们做生意。即， 在进口机器后，他们将通过用直接产品销售给你们以偿还成本和费用。
it goes without saying that the countersale of our products will also provide you with full security for the payment of the machines.
不用说，我们用返销产品支付你们机器的费用，将为您提供全额付款保证。
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.
如果您同意该提案，我们将提出有关技术数据，质量标准，付款，价格等的具体计划供您考虑。
We await your reply in this regard.
我们等待您的答复
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.
我们已收到您11月23日回复我们11月12日关于赔偿贸易的信，并高兴地得知您同意以补偿贸易方式向我们出售塑料注塑机。
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.
关于我们进口机器的支付，我们建议连续分三年分期支付，即在提单日期后一年内支付机器总价值的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％分别在第二年和第三年支付。 在这方面，我们将指示巴基银行，伊斯兰堡分行开立保证函，以保证按时付款。
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.
我们也从你方信中获悉，你们仅回购有你们机器所生产的30%的产品，并用即期信用证付款。
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.
由于这仅占总产量的很小一部分，并且由于产品各种规格的价格不一，为符合补偿贸易的精神，我们认为你方必须保证每年返销的金额不低于我方于同年内偿付你方设备的金额。此条件也将纳入我们的担保函中。
We hope that our proposal will meet with your approval and we are looking forward to hearing from you soon.