第一篇：商務(wù)英語(yǔ)試題口語(yǔ)翻譯一單元

Business English outline for unit 1

Situations:

1.貴公司提供食宿嗎？如果你們提供食宿，我就接受這份工作，并且簽合同。

Dose your company provide accommodation /room and board? If your company provides accommodation/room and board,I will accept this job and sign a contract.2.你在東莞有多久了？買(mǎi)了房沒(méi)？打算買(mǎi)不？為什么？

How long have you been in Dongguan? Have you bought a house ?Do you plan /Are you going to buy ? Why?

3.你早餐通常吃什么？

What do you usually eat for breakfast?

4.你喜歡看電影嗎？為什么？你多久去看一次電影？

Do you like to watch movies? Why ? How often do you go to see a movie?

5.東莞的生活花費(fèi)高嗎？

Is the cost of living high in Dongguan?

6.你能告訴我東莞一些大型超市或者百貨商店嗎？

Can you tell me some big supermarkets or department stores in Dongguan?

7.你覺(jué)得東莞的環(huán)境怎么樣？好還是很糟糕？為什么？

what do you think of the environment in Dongguan ? good or terrible?Why?

8.在你們公司有晉升或者加薪的機(jī)會(huì)嗎？

Does your job offer any opportunity for a promotion or a raise?

9.東莞的生活節(jié)奏快嗎？為什么？

Is the pace of life fast in Dongguan? Why ?

10.你去過(guò)……嗎？覺(jué)得那兒的景色、人……怎么樣？

Have you been to …? What do you think of the scenery、the people…in there?

11.你們公司在什么位置？你通常是怎么來(lái)翻譯中心的？

Where is your company located? How do you usually go to the Translation Center?

12.你對(duì)……的第一印象怎么樣？好還是不好？為什么？

What is you fist impression of ….Good or bad? Why?

13.你猜怎么了？我終于說(shuō)服我爸爸戒煙了。

Guess what ? I persuaded my father to stop smoking finally.14.你說(shuō)謊的時(shí)候感覺(jué)怎么樣？

How do you feel when you tell lies ?

15.我很困惑不知道該不該辭工。畢竟現(xiàn)在工作難找。

I am confused whether to quit or not, anyway it's difficult to find a job now.16.你曾經(jīng)有過(guò)自己感到很尷尬的事情嗎？發(fā)生了什么？

Have you ever been/felt embarrassed? What happened?

17.3G手機(jī)現(xiàn)在很受歡迎，知道為什么嗎？你可以用手機(jī)……

3G mobile phone is very popular now , do you know why? You can use the phone …with the phone…

18.你的手機(jī)或者電腦或者某件衣服花了多少錢(qián)？?jī)r(jià)錢(qián)合理嗎？還是太貴了？

How much is your mobile phone or computer s? Is the price reasonable?or it is too expensive?

19.你目前的職位主要負(fù)責(zé)做什么？

What are you responsible for at work?

20.你適應(yīng)東莞的吃、天氣、生活、……了嗎？為什么？

Are you use to the food、weather、life in Dongguan? Why?

21.你住的地方安全嗎？有被盜過(guò)嗎？安全，有保安24小時(shí)值班。

Is your neighborhood safe?Has it ever been robbed? It's safe, There are securities on duty all the time.

第二篇：國(guó)際商務(wù)英語(yǔ)試題(一)

廣東外語(yǔ)外貿(mào)大學(xué)公開(kāi)學(xué)院輔導(dǎo)資料

國(guó)際商務(wù)英語(yǔ)試卷

（一）課程代碼：05844

I.Translate the following words and expressions from English into Chinese（10%）

1.International business

2.GDP

3.Free trade area

4.Multinational corporation

5.Specialization

6.specific duty

7.roll on roll off

8.EDI

9.article number

10.auction

Ⅱ.Translate the following words and expressions from Chinese into English（10%）

11.返傾銷(xiāo)

12.最惠國(guó)條款

13.貼現(xiàn)

14.充分就業(yè)

15.保兌信用證

16.零庫(kù)存

17.代位，取代

18.保護(hù)主義

19.免除條款（豁免條款）

20.證券交易所

Ⅲ.Match the words and expressions on the left with the explanations on the right（10%）

21.contracting partya.amount above what is estimated as necessary

22.giltsb.a business concern owned or controlled in whole

or in part by another concern

23.cyclicalc.recurring in cycles

24.affiliated.stocks issued by government

25.legal actione.an action taken against some one in accordance

with the law.26.marginf.a country or firm that signs a legal agreement

27.poolingg.a trace of land including its buildings

28.verified datah.a set of international rules for the interpretation of1

trade terms

29.Incotermsi.authentic materials

30.premisesj.a combination of funds formed for common advantage

Ⅳ.Make brief explanations of the following terms in English（10%）

31.MFN

32.Invisible trade

33.firm offer

34.open account

35.L/C

Ⅴ.Answer the following questions in English（20%）

36.Was China a low-income country a few years ago? How about now?

37.Can you explain the word “negotiable” in the phrase “negotiable transport?document” ?

38.What is the most common form of non-tariff barriers? Explain it in a few words.39.What is economy of scale? What is the relation between economy of scale andtrade?

Ⅵ.Translate the following into Chinese（15%）

40.Documentary collection is a means of ensuring that the goods are only handed over to the buyer when the amount shown on a bill of exchange is paid or when the customer accepts the bill as a contract to pay by a specified date.The exporter sends the bill of exchange and the shipping documents to his bank, which forwards them to a bank in the customer’s country.This bank, or the exporter’s agents in the country concerned, takes the documents to the customer.If it is a sight bill the customer pays the amount directly.If it is a time bill he signs the bill, which means he has “accepted” it for payment within a certain specified time.In return for either payment or acceptance of payment, the customer is handed the shipping documents which give title to the goods.Ⅶ.Translate the following into English（25%）

41.在國(guó)際貿(mào)易中進(jìn)出口雙方都面臨風(fēng)險(xiǎn)，因?yàn)榭偞嬖趯?duì)方不履約的可能

42.對(duì)于一筆具體交易來(lái)說(shuō)，信用證不一定是最理想的付款方式。締約雙方應(yīng)根據(jù)具體情況做出最好的選擇。

43.未掛牌證券市場(chǎng)是為了滿足已經(jīng)確立了地位的，但是較小的，而且不太成熟的公司的需求而建立的44.已裝船提單表明貨物已實(shí)際裝上開(kāi)往目的港的承運(yùn)船只

45.合同依法實(shí)施，未能履行合同義務(wù)的一方可能受到起訴，并被強(qiáng)制做出賠償。2

第三篇：商務(wù)英語(yǔ)試題

1． What do you think globalization means? What global companies can you think of? What industries are they in? Do global companies do more harm than good? In my opinion,globalization means a company set up subsidaries in the other countries and make them into local companies.Also setting up new companies means the transferring of technology and capital.When offering to global companies ,we may easy to think of P&G,KFC,AIRBUS,NOKIA and so on.these companies are in different industries,some in instant food industries,some in heavy industries,some in aviation industries.It may different to say absolutely global companies do more harm or do more good.It obviously that global companies give us much cheaper ang higher quality products which make us enjoy a more comfortable life.Also global companies introduced more advanced technology and management skills.But on the other hand,with the strong competition,some national companies is eliminating and our national cuture is also dispearing with the step of globalization.2． Are you influenced by brands when you choose products or services?(Why or why not?)Would you consider buying a new brand of product newly introduced to the market?(Why or why not?)What do you think a company should do to create brand awareness for a new brand? I think whether I influenced by the brands depend on different kinds of things.When I choose something I use everyday such as shampoo,I will firstly take brands into consideration.Because I think shampoo is a kind of chemical product,some small companies may add put some unhealthy addition ,which may have a bad influence on my health.But when I choose cloths ,I think style and quality are important than brands.Generally I don’t want to have a try to a new brand of product,because I think it is not worthy for me to try a product with un certainty.But if there are some discount or free-trying,I’d like to have a try.For a company who want to create brand awareness,I have some suggestions.Firstly it’s necessary to make a product rocognisale.Secondly,the company should associate with specific quality with his brand.thirdly,forming a customer loyalty is impotant for a company.3． How often do you travel by air, rail, underground, road and sea? What do you enjoy about traveling? What don’t you enjoy? To be honest,t have never traveled by air and sea.when I go to school or go back home , I will travel by train.Almost I will traveled by

train four times a year.But when I go out for a short trip.I will travel by bus.when I travel to different place ,I am enjoying the scenes in differert place,I will be happy when I learn different culture from different cities.Also ,during the journey we can communicated with different people and gain some friends.But there are some unhappy things such as the crowed train,the traffic jam or some abusive person.We may lost our way to in strange cities.4． What’s important when choose household appliance? ? Brand name ? Technology

When I choose house hold appliance ,I will take several factors into consideration such as brand name ,price ,sevices,and technology and so on.firstly,I will select several famous brands for me to make choice.the reason why I choose famous brands because usually famous brands stands for good quality and better sevices.besidea that price worth for money is also important,with the same quality ,I will choose the product with a lower price.as we all known that household applicance is a kind of durable product.we’ll use it for a long time ,so the sevice is important too.good sevice is a guarantee for our products.last but not least, a product with advanced technology may means more time it can be used and much safer,more electricity-saving.5． Which of the following statements do you agree with? Why? ? People remember advertisements not products.? Advertising raises prices.? Advertising has a bad influence on children.I think people sometimes remember advertisements but not the product.usuarally if a advertisement is too attractive ,the people who watch it may pay more attention to the advertisement rather than the product.but usually,people will remember the product also because there is a high frequency of broadcasting advertisement.actually advertusing will arise the price of product,as we all know,advertising is very expensive,so the advertising increase the tolly cost of the product ,so the product will be sold at a higher price.but on the other hand ,advertising reduce the seeking cost of customers,customers can easily to fing out what they are want tobuy and avoid buying a wrong product,so it is difficult to say advertising raises prices absolutely.I think there may be bad influence on children,because some companies in order to promote their sales,they may add some unhealthy factors to advertisement to draw children’s attention.so this may had bad influence on children.6． What is dress code? How important is personal appearance at work? For example? Think about formal clothing, uniforms, men with earrings and tattoos, etc.Dress cold is how you dress in certain place.For example if you work in the police-office ,you need to wear uniform.But if you work is designing something you need to wear casually as you want.I think the personal appearance have great relation to the work.If you work as a accountant ,your personal appearance should be neat and tidy.We usually see some barber with earring in order to show that they are fashion.But if a policeman withearrings we may think that he shuoldn’t be a good policeman.It will be amussing that a barber dressed in a uniform.That may also have bad influence on their job.7． Is free trade always a good thing? Do you think it leads to the creation of jobs, or to unemployment? Should certain industries be protected? If so, which? As everything in the world have two sides,free trade is not the exception.On one hand free trade may make our product import more easily,meanwhile,the product from the other countries will import to our country more easily.if the product we produced have a competitive advantages ,free trade may leads to creation of jobs.But if we don’t have advantages ,our factories may go to bankrupt, and a lot of people will out of work.In my opinion some indutries

such as energy industries

and

military

industries should be protected.Because these industries is the economic lifeline of our country.In order to get a good economy order ,we should protect these industries.8． What is important when advertising a product? ? Target markets ? Choice of media To be a succeseful advertisement ,here are some important factors.The purpose of the advertaisement is promoting sales.To find the right target market is very important,only fing the potential customer can the advertisement be effective.choosing the right media is may help you convey the information of the product effectively to the potential customers.For example ,KFC also make advertisement on bus TV or bus stop.But some daylily-comsumption product may advertise on TV.Tirldly,the content of the advertisement is also important.Nowadays with thedevelopment of advertisement,there are so many different advertisement on TV or some other media,the attractive content is a guanrantee for draw enough attention from the custums.The factors mentioned above are both important for a

good advertisement.9． A colleague in a company which tests medical equipment has been making bad mistakes recently at work.This is because she has a serious illness.You are her friend and the only person at work who knows this.She has asked you to keep it a secret.What should you do? Before i make decision,I should get some information about the miatake and the bad influence of this mistake.If the mistake have a serious influence on my colleague’s work.I will have a talk with my friend and tell her or him that the lose.I will advise him or her to tell the leader the truth,and I will help him to explain the situation.but if he insist that he would not tell the truth I will not keep the secret.I will make a explaination to my company in order to help the company to make a right decision.Though I don’t keep the secret and maybe my friend will be angury with me ,I still i do the what i should do.10． What is your opinion of the following strange inventions: ? The self-extinguishing cigarette has a container of water buried near the filter tip.? A collapsible coffin which can be carried on the bus.The self-extinguishing cigarette is a very interesting invention.I think this invention may help those people who have always forget to extinguish the cigarrete extinguish the cigarette.Maybe this invention will reduce the chance of fire.But I think this kind of cigarrete may cost too much to make and use.With this reason I think this kind of

cigarrette

may not sell very well.A collapsible coffin is easy to carry.But I think if we use this kind of coffin for my dead relations ,the passengers on the bus may feel very uncomfortale.meanwhile I think this kind of coffin also show unrespect to my relations.SO i think I would not like to use it at all.11． What are the methods of communication to staff in most companies? Is it important to let your manager know your ideas about work?(Why?)Do you think people can be trained to communicate more efficiently?(How?)In companies ,people often use telephone ,MSN and e-mails to communicate about work.People also use telephone to communiate how to do the work.They use e-mails

to repot to leader

what work they have finished.It is important to let my manager know your ideas about work.Because through communicate the work ideas ,my manager will get further understangding with me ,which may give me a hand on my work.I think people can be trained to communicate more efficiently.For example they use the same format to send and reback e-mails.If there is a meeting people should give suggesttion in turn and should not interrupt other ‘s talking.12． Do you think cultures are becoming more alike? Is this a good or bad thing? For example, think about : a.improved communications;b.global business;c.cheap foreign travel;d.trading groups(EU, ASEAN, etc.)In my opinion , cultures are becoming more alike nowadays.With the development of technology and information, Cultural Exchange is become more common these days.With the cutrual exchange , some cutures has absorbed some of the advantages of other cultures.I think Cultural assimilation is a trend of the development of cutures.I think that cultural assimilation is a good thing.Because it is adapted to the needs of the community.Under the similar background of cultures, communication will become more easy, which is the driving force for social progress.global business also will develop very quickly.13． Discuss these statements.Do you agree with them? Give your reasons.1.‘Small is beautiful’ is a better strategy in business than ‘big is best’

2.Big companies should aim to gain market share rather than make profits.3.Companies should focus on what they do best rather than diversify.I think it is difficult to say absolutely small or big is good in business.In my opinion , The size of the company must adapt to the development of itsself.I agree with the idea that Big companies should aim to gain market share rather than make profits.Large companies have a strong production capacity.Only more market share can match to the production capacity.also large companies have Economies of scale,so big companies have a lower cost of product.I agree that Companies should focus on what they do best rather than diversify.F ocusing on what they do best will help the company get the competitive advantages such as Adequate funding and advanced technology.4.14． What makes a great leader？ Make a list of characteristics.Are there differences between men and women as leaders? Are people who were leaders at school more likely to be leaders later in life? I think a good leader should be open and decisinve and Charismatic.An open leader could communicate with people at all levels in order to get

enough information to make deisions.also it is very important for a leader with the ability of selecting information,so decisive is also important.I think actually there not much big differences between men and women as leaders.Because we know that good leaders also have some characteristics in common.There maybe some slingtly difference between men and women as leaders such as the manners they use when do the work.I think people who were leaders at school more likely to be leaders later in life.Because we know that leaders at school may get some ability to be a leader ,which nay help them to become a good leader in the future.15． What’s important when evaluating the success of teamwork? ? Mutual trust

In my opinion , Mutual trust Full cooperation and adquate communiation are

important when evaluating the success of teamwork.Firstly Mutual trust is the basement of the team.With Mutual trust Members may focus on their own work Efficiently.secondly ,cooperation is crucial to a team ‘s success.With th e help of each other ‘s the work will be more easy to do.And there will be many different ideas among different member,which may help the leader to board his horizion.thidly adquate communicate will help menber know each other very well.with the adquate communicate with each other ,something difficult will be more easy to solute.

第四篇：商務(wù)英語(yǔ)試題

1.Give the Following Trade Abbreviations Full Names, and Then

Translate into Chinese.(10×2=20)CIF

ETA

L/C

B/L

D/A

T/T

FOB

CFR

D/P

G.W 2.Translate the Following Words and Expressions from Chinese to English.(10×1=10)(1)樣品

(2)中性包裝

(3)裝運(yùn)通知

(4)收貨人

(5)實(shí)盤(pán)

(6)平安險(xiǎn)

(7)保險(xiǎn)商

(8)清潔提單

(9)報(bào)價(jià)單

(10)虛盤(pán)

3.Decide on Whether the Following Statements are True or False.Circle “T” for True and “F” for False.（10×2=20）

(1)T F Order refers to an oral or written request to supply a specified quantity of goods.(2)T FDirective marks are eye-catching figures and concise instructions concerning manner of proper handling, storing, loading and unloading of the packed goods.(3)T F Not binding on the offerer, a soft offer is unclear, incomplete and with reservations.(4)T F As for FOB or CFR terms, the buyer should arrange the insurance and bear the covering expenses.(5)T F In international trade, when no amicable settlement can be made between the buyer and the seller, the disputes may be referred to a tribunal of their own choice.This method of settling disputes is called arbitration.(6)T F In foreign trade, there are three main modes of payment: Remittance, Collection and Letter of credit.(7)T F Safe, reliable and convenient inner packing and creative, elegant and attractive outer packing are what he must strive for.(8)T F Letter of credit is a kind of commercial credit instead of bank credit like remittance or collection.(9)T F In international trade, as far as the seller’s benefit is concerned, L/C is better than D/P.whereas D/A is better than D/P.(10)T F In most movements of goods, three parties are involved: the consignor，the consignee and the carrier.1.Give the Following Trade Abbreviations Full Names, and Then Translate Into Chinese.(10×2=20)Cost, Insurance and Freight 到岸價(jià)格Estimated Time of Arrival 預(yù)計(jì)到達(dá)時(shí)間 Letter of Credit 信用證，Bill of Lading

提單

Document Against Acceptance 承兌交單Telegraphic Transfer 電匯

Free on Board 離岸價(jià)

Cost and Freight 成本加運(yùn)費(fèi) Document Against Payment 付款交單

Gross Weight 毛重

2.Translate the Following Words and Expressions from Chinese to English.(10×1=10)(1)sample

(2)neutral packing(3)shipping advice

(4)consignor

(5)firm offer

(6)free from particular average(7)underwriter

(8)clear bill of lading(9)quotation

(10)soft offer 3.Decide on whether the following statements are true or false.Circle “T” for True and “F” for False.（10×2=20）

T T T T T, T F F F T 1． Give the Following Trade Abbreviations Full Names, and Then Translate into Chinese.(10×2=20)FOB

CIF

L/C

B/L

D/P

T/T

ETA

S.S

PO

N.W 2.Translate the Following Words and Expressions from Chinese to English.(10×1=10)(1)分銷(xiāo)商

(2)傭金

(3)運(yùn)輸代理

(4)保險(xiǎn)費(fèi)

(5)報(bào)價(jià)單

(6)實(shí)盤(pán)

(7)名片

(8)商業(yè)發(fā)票

(9)規(guī)格

(10)收貨人

3.Decide on Whether the Following Statements are True or False.Circle “T” for True and “F” for False.（10×2=20）

(1)T F Order refers to an oral or written request to supply a specified quantity of goods.(2)T F firm offer provides a period of validity.It remains valid until the validity ends.(3)T F Safe, reliable and convenient inner packing and creative, elegant and attractive outer packing are what he must strive for.(4)T F Letter of credit is a kind of commercial credit instead of bank credit like remittance or collection.(5)T F In international trade, when no amicable settlement can be made between the buyer and the seller, the disputes may be referred to a tribunal of their own choice.This method of settling disputes is called arbitration.(6)T F In international trade, as far as the seller’s benefit is concerned, L/C

is better than D/P.whereas D/A is better than D/P.(7)T F In most movements of goods, three parties are involved: the consignor, the consignee and the carrier.(8)T F Only when the transactions are rather small and the finance involved is small too can remittance be accepted.(9)T F Directive marks are obvious symbols or words to warn people against the hidden danger of inflammables, explosives and poisonous products.(10)T F Neutral packing makes it possible for exporters to get around high customs duties or unreasonable import quota of the importing countries.2.Give the Following Trade Abbreviations Full Names, and Then Translate Into Chinese.(10×2=20)Free on Board 離岸價(jià)

Cost, Insurance and Freight 到岸價(jià)格 Letter of Credit 信用證

Bill of Lading 提單

Document Against payment 承兌交單Telegraphic Transfer電匯 Estimated Time of Arrival 預(yù)計(jì)到達(dá)時(shí)間

Steamship 貨輪

Purchase Order 采購(gòu)單

Net Weight凈重

2.Translate the Following Words and Expressions from Chinese to English.(10×1=10)(1)distributor

(2)commission(3)forwarder

(4)premium

(5)quotation

(6)firm offer

(7)business card

(8)commercial invoice

(9)specification

(10)consignee 3.Decide on whether the following statements are true or false.Circle “T” for True and “F” for False.（10×2=20）

T T T F T，F(xiàn) T T F F 2． Give the Following Trade Abbreviations Full Names, and Then Translate into Chinese.(10×2=20)FOB

CIF

L/C

B/L

PO

N.W G.W

S.S T/T

ETA 2.Translate the Following Words and Expressions from Chinese to English.(10×1=10)(1)虛盤(pán)

(2)中性包裝

(3)裝運(yùn)通知

(4)承運(yùn)人

(5)銷(xiāo)售確認(rèn)書(shū)

(6)一切險(xiǎn)

(7)最終用戶

(8)清潔提單

(9)報(bào)價(jià)單

(10)規(guī)格

3.Decide on Whether the Following Statements are True or False.Circle “T” for True and “F” for False.（10×2=20）

(1)T F A general inquiry means the buyer asks for general information he needs.(2)T F Collection is a kind of commercial credit instead of bank credit.(3)T F Warning marks are eye-catching figures and concise instructions concerning manner of proper handling, storing, loading and unloading of the packed goods.(4)T F Documentary Collection can be divided into two groups: D/A and D/P.D/A is always at sight.(5)T F The People’s Insurance Company of China provides three basic types: FPA, WPA and All Risks.(6)T F When the buyer sends the seller an order for some goods, he also

sends him a confirmation of purchase in duplicate to be countersigned, with one copy to be returned for file.(7)T F Safe, reliable and convenient inner packing and creative, elegant and attractive outer packing are what he must strive for.(8)T F In international trade, when no amicable settlement can be made between the buyer and the seller, the disputes may be referred to a tribunal of their own choice.This method of settling disputes is called arbitration(9)T F Not binding on the offerer, a soft offer is unclear, incomplete and with reservations.(10)T F In customary practice, the exporter should send a shipping advice to the importer as soon as the shipment is made, so that the

importer may insure the shipment against risks for CIF and CFR transactions.3.Give the Following Trade Abbreviations Full Names, and Then Translate Into Chinese.(10×2=20)Free on Board 離岸價(jià)，Cost, Insurance and Freight 到岸價(jià)格, Letter of Credit 信用證，Bill of Lading

提單 Purchasing Order 采購(gòu)單

Net Weight凈重 Gross Weight毛重

Steamship 貨輪

Telegraphic Transfer電匯

Estimated Time of Arrival 預(yù)計(jì)到達(dá)時(shí)間

2.Translate the Following Words and Expressions from Chinese to English.(10×1=10)

(1)soft offer

(2)neutral packing

(3)shipping advice

(4)carrier

(5)sales confirmation

(6)all risks

(7)end-user

(8)clean bill of lading

(9)quotation sheet

(10)specification 3.Decide on whether the following statements are true or false.Circle “T” for True and “F” for False.（10×2=20）

T T T F T, T T T T F

第五篇：商務(wù)英語(yǔ)試題

全國(guó)2009年10月自學(xué)考試國(guó)際貿(mào)易實(shí)務(wù)

（一）試題

一、單項(xiàng)選擇題(本大題共24小題，每小題1分，共24分)在每小題列出的四個(gè)備選項(xiàng)中只有一個(gè)是符合題目要求的，請(qǐng)將其代碼填寫(xiě)在題后的括號(hào)內(nèi)。錯(cuò)選、多選或未選均無(wú)分。1.《2000年通則》將國(guó)際貿(mào)易中使用的貿(mào)易術(shù)語(yǔ)歸納為()A.11條 B.12條

C.13條

D.15條

D.裝運(yùn)船上

D.買(mǎi)賣(mài)雙方共同承擔(dān)

D.不一定

D.DES 術(shù)語(yǔ) 2.在采用FOB交貨時(shí)，買(mǎi)賣(mài)雙方風(fēng)險(xiǎn)的轉(zhuǎn)移是在()A.工廠 B.碼頭

C.裝運(yùn)港船舷

3.采用CFR變形（CFR Landed）成交時(shí)，卸貨費(fèi)由()A.買(mǎi)方承擔(dān) B.賣(mài)方承擔(dān)

C.船方承擔(dān)

4.采用DAF貿(mào)易術(shù)語(yǔ)成交時(shí)，出口報(bào)關(guān)的責(zé)任、費(fèi)用由()A.買(mǎi)方承擔(dān) B.賣(mài)方承擔(dān)

C.共同承擔(dān)

5.賣(mài)方想要承擔(dān)最低的合同義務(wù)時(shí)，最好采用()A.EXW 術(shù)語(yǔ) B.FCA 術(shù)語(yǔ)

C.CIF 術(shù)語(yǔ)

B.全部包裝和局部包裝 6.商品按照包裝質(zhì)地的不同，可以分為()A.軟性包裝、半硬性包裝和硬性包裝 C.運(yùn)輸包裝和銷(xiāo)售包裝

D.紙制、金屬、木制、塑料和玻璃制品包裝等

7.在班輪運(yùn)費(fèi)的基本運(yùn)費(fèi)計(jì)收標(biāo)準(zhǔn)中，若按貨物的毛重計(jì)收，則在運(yùn)價(jià)表內(nèi)()A.用字母“W”表示 B.用字母“M”表示 C.用字母“AV”表示

D.用字母“W/M”表示

8.速遣費(fèi)是指負(fù)責(zé)裝卸貨物的一方，在約定的裝卸時(shí)間內(nèi)提前完成裝卸任務(wù)，則可以()A.從買(mǎi)方取得獎(jiǎng)金 B.從賣(mài)方取得獎(jiǎng)金 C.從船方取得獎(jiǎng)金

D.從保險(xiǎn)公司取得獎(jiǎng)金

9.提單按收貨人的抬頭進(jìn)行分類(lèi)，可以分為()A.記名提單、不記名提單與指示提單 C.直達(dá)提單、轉(zhuǎn)船提單與聯(lián)運(yùn)提單 10.全損可以分為實(shí)際全損與()A.推定全損 B.共同海損

B.清潔提單與不清潔提單 D.已裝船提單和備運(yùn)提單

C.理論全損

D.表面全損

11.中國(guó)某企業(yè)出口紡織品，其出口總成本為520000元人民幣，出口后外匯凈收入為86000美元，假如外匯牌價(jià)為100美元折合人民幣690元，則該企業(yè)的出口盈虧率為()A.12.3％ B.14.1％

C.15.8％

C.受款人

D.簽票人 D.19.6％

12.匯票的使用中，受票人又稱()A.出票人 B.付款人

13.由一人向另一個(gè)人簽發(fā)的，保證于見(jiàn)票時(shí)或定期或在可以確定的將來(lái)時(shí)間，對(duì)某人或其指定人或持票人支付一定金額的無(wú)條件的書(shū)面承諾是()A.本票 B.支票

C.匯票

D.現(xiàn)金支票

14.受益人要求原證的通知行或其他銀行以原證為基礎(chǔ)，另開(kāi)一張內(nèi)容相識(shí)的新信用證稱為()A.循環(huán)信用證 B.保兌信用證 C.對(duì)開(kāi)信用證

D.轉(zhuǎn)開(kāi)信用證

15.磋商交易的接受環(huán)節(jié)，關(guān)于接受生效的時(shí)間各國(guó)法律有不同的規(guī)定，其中英美法采用的是()A.“投郵生效”原則 B.“到達(dá)生效”原則 C.“合同生效”原則

D.“發(fā)盤(pán)生效”原則

16.在信用證項(xiàng)下的制單結(jié)匯中，議付行要求“單、證表面嚴(yán)格相符”，但假如在單、證不符情況下，議付行先向國(guó)外開(kāi)證行拍發(fā)電報(bào)或電傳，列明單、證不符點(diǎn)，待開(kāi)證行復(fù)電同意后再將單據(jù)寄出的做法稱為()A.“表提” B.“電提” C.“跟單托收”

D.“憑保議付”

D.解除合同

17.縱觀各國(guó)法律，下列哪項(xiàng)不是違約的基本救濟(jì)方法？()．．A.實(shí)際履行 B.損害賠償

C.暫停合同

18.供貨商可在同一時(shí)間、同一地區(qū)內(nèi)，委派幾家商號(hào)經(jīng)銷(xiāo)同類(lèi)商品的做法稱為()A.包銷(xiāo) B.定銷(xiāo)

C.區(qū)域經(jīng)銷(xiāo)

D.階段經(jīng)銷(xiāo)

第 1 頁(yè)

19.寄售人與代銷(xiāo)人之間是()A.委托與托受關(guān)系

D.一般經(jīng)銷(xiāo)關(guān)系 B.買(mǎi)賣(mài)關(guān)系 C.包銷(xiāo)代理關(guān)系

20.“投機(jī)商人預(yù)計(jì)未來(lái)價(jià)格將出現(xiàn)上漲時(shí)，先買(mǎi)進(jìn)期貨合同，等價(jià)格上漲后再賣(mài)出對(duì)沖，從中獲利”的投機(jī)行為稱為()A.出頭 B.多頭

C.進(jìn)頭

D.即期付款交單 D.空頭

21.對(duì)賣(mài)方而言，以下最好的支付方式是()A.信用證 B.承兌交單 C.遠(yuǎn)期付款交單

22.我國(guó)企業(yè)某商品對(duì)外商報(bào)價(jià)為不含傭金CIF價(jià)為每公噸2300美元，后外商要求報(bào)CIFC5％的價(jià)格，如果要保證我國(guó)企業(yè)的凈收入保持不變，則對(duì)外改報(bào)的含傭金價(jià)格為()A.2396.5美元 B.2421.1美元 C.2594.8美元

D.2831.7美元

D.20％ 23.根據(jù)一般慣例，違約金數(shù)額應(yīng)不超過(guò)貨物總金額的()A.3％ B.5％

C.10％

B.獨(dú)立承擔(dān)銷(xiāo)售費(fèi)用 24.寄售情況下，代銷(xiāo)人()A.與寄售人各承擔(dān)銷(xiāo)售費(fèi)用的50％ C.不承擔(dān)任何銷(xiāo)售費(fèi)用

D.與寄售人共同協(xié)商各自承擔(dān)的比例

二、多項(xiàng)選擇題(本大題共5小題，每小題2分，共10分)在每小題列出的五個(gè)備選項(xiàng)中至少有兩個(gè)是符合題目要求的，請(qǐng)將其代碼填寫(xiě)在題后的括號(hào)內(nèi)。錯(cuò)選、多選、少選或未選均無(wú)分。

25.FCA適用的運(yùn)輸方式有()

A.公路 B.鐵路 C.河、海 D.航空運(yùn)輸 E.多式聯(lián)運(yùn) 26.運(yùn)輸包裝上的標(biāo)志，按其用途可以分為()

A.運(yùn)輸標(biāo)記 B.原產(chǎn)地標(biāo) C.銷(xiāo)售商標(biāo)記 D.指示性標(biāo)記 E.警告性標(biāo)記 27.在國(guó)際貿(mào)易中，從事商品檢驗(yàn)的機(jī)構(gòu)多種多樣，歸納起來(lái)，主要有()

A.官方機(jī)構(gòu) B.私人開(kāi)設(shè)的檢驗(yàn)機(jī)構(gòu) C.行業(yè)協(xié)會(huì)開(kāi)設(shè)的檢驗(yàn)機(jī)構(gòu) D.生產(chǎn)制造廠商 E.用貨單位或買(mǎi)方 28.進(jìn)出口結(jié)付匯單據(jù)中的發(fā)票主要有()A.商業(yè)發(fā)票 B.海關(guān)發(fā)票

C.領(lǐng)事發(fā)票 D.廠商發(fā)票 E.形式發(fā)票

29.開(kāi)展展賣(mài)業(yè)務(wù)時(shí)應(yīng)注意()A.選擇適當(dāng)?shù)恼官u(mài)商品B.選擇好合作的客戶C.盡量拉長(zhǎng)展出的時(shí)間D.選擇合適的展出地點(diǎn)E.選擇適當(dāng)?shù)恼官u(mài)時(shí)機(jī)

三、名詞解釋(本大題共4小題，每小題4分，共16分)30.多式聯(lián)運(yùn)單據(jù) 31.不可抗力 32.押匯 33.投標(biāo)

四、簡(jiǎn)答題(本大題共3小題，每小題6分，共18分)34.選用貿(mào)易術(shù)語(yǔ)時(shí)應(yīng)考慮的因素主要有哪些？35.簡(jiǎn)述影響外貿(mào)進(jìn)出口成交價(jià)格的因素。36.簡(jiǎn)述履行進(jìn)口合同的主要環(huán)節(jié)。

五、計(jì)算題(本大題共2小題，每小題6分，共12分)37.國(guó)內(nèi)某出口企業(yè)出口羊毛60公噸，羊毛的公定回潮率為14％，其實(shí)際回潮率由實(shí)際貨物進(jìn)行抽樣檢測(cè)，假設(shè)實(shí)際抽取1千克樣品，用科學(xué)方法去掉其中水分，最后可以凈剩0.9千克的干羊毛，請(qǐng)計(jì)算該批羊毛的公量。(結(jié)果請(qǐng)保留兩位小數(shù))38.某國(guó)內(nèi)企業(yè)與外商簽訂了某套機(jī)械設(shè)備的買(mǎi)賣(mài)合同，商定貨物的初步價(jià)款為350萬(wàn)美元，雙方同意按某物價(jià)指數(shù)和工資指數(shù)予以調(diào)整。約定原材料在價(jià)格中的比重為60％，工資在價(jià)格中的比重為20％,管理費(fèi)與利潤(rùn)在價(jià)格中的比重為20％，并以簽訂合同時(shí)的物價(jià)指數(shù)為100，當(dāng)交貨時(shí)原材料物價(jià)指數(shù)上升至120，工資指數(shù)上升至115，假設(shè)雙方按約定調(diào)整價(jià)款，則該合同的最終成交價(jià)應(yīng)該為多少？

六、案例分析題（本大題共2小題，每小題10分，共20分）

39.我國(guó)某企業(yè)緊急出口一批服裝到迪拜，共計(jì)300公噸，對(duì)方企業(yè)也已經(jīng)開(kāi)好信用證，信用證上要求該批貨物不允許分批裝運(yùn)。但由于我方企業(yè)生產(chǎn)能力有限，不能及時(shí)提供300公噸的服裝，因此，我方企業(yè)按對(duì)方企業(yè)的要求，在國(guó)內(nèi)組織了其他同類(lèi)貨源，并于青島、上海和寧波三個(gè)港口各裝運(yùn)了100公噸的貨物在同一航次的同一條船上，同時(shí)在提單注明了不同的裝運(yùn)地和不同的裝運(yùn)日期。鑒于該種情形，我方企業(yè)是否違約？銀行最終能否議付？

40.中國(guó)A公司向澳大利亞B公司發(fā)盤(pán)，銷(xiāo)售某商品一批，除列明其它一些必要的交易條件外，發(fā)盤(pán)表明，以即期信用證付款，收到信用證后2個(gè)月交貨。B商在發(fā)盤(pán)有效期內(nèi)回電，稱接受發(fā)盤(pán)，同時(shí)要求立即裝運(yùn)。但A公司未做答復(fù)。隨即B商開(kāi)來(lái)即期信用證，并注明“立即裝運(yùn)”。當(dāng)時(shí)該貨物的國(guó)際市場(chǎng)價(jià)格大幅上漲，A公司拒絕交貨，并立即退回信用證。試分析A公司的做法是否合理？雙方之間是否存在合同關(guān)系？

第 2 頁(yè)

2009年10月全國(guó)自考國(guó)際貿(mào)易實(shí)務(wù)

（一）試卷答案

一 選擇

1-5 CCBBA 6-10 AACAA 11-15 BBADA 16-20 BCBAB 21-24 ABBC 二 多選 ABCDE 2 ADE 3 ABCDE 4 ABCDE 5 ABDE 三 名稱解釋

多式聯(lián)運(yùn)單據(jù)：是指證明多式聯(lián)運(yùn)合同以及證明多式聯(lián)運(yùn)經(jīng)營(yíng)人接管貨物并負(fù)責(zé)按合同條款交付貨物的單據(jù)，它由多式聯(lián)運(yùn)經(jīng)營(yíng)人簽發(fā)，這種單據(jù)應(yīng)依發(fā)貨人的選擇，或?yàn)榭赊D(zhuǎn)讓的單據(jù)，或?yàn)椴豢赊D(zhuǎn)讓的單據(jù)。不可抗力：是指買(mǎi)賣(mài)合同簽訂后，不是由于合同當(dāng)事人的過(guò)失或疏忽，而是由于發(fā)生了合同當(dāng)事人無(wú)法預(yù)見(jiàn)、無(wú)法預(yù)防、無(wú)法避免和無(wú)法控制的事件，以致不能履行或不能如期履行合同，發(fā)生意外事故的一方可以免除履行合同的責(zé)任或推遲履行合同。

押匯：又稱買(mǎi)單結(jié)匯，即指議付行在審單無(wú)誤情況下，按信用證條款貼現(xiàn)受益人的匯票或者以一定的折扣買(mǎi)入信用證下的貨運(yùn)單據(jù)，從票面金額中扣除從議付日到估計(jì)收到票款之日的利息，將余款按議付日外匯牌價(jià)折成人民幣，撥給出口企業(yè)。4投標(biāo)：是指投標(biāo)人應(yīng)招標(biāo)人的邀請(qǐng)，按照招標(biāo)的要求與條件，在規(guī)定的時(shí)間內(nèi)向招標(biāo)人遞價(jià)，爭(zhēng)取中標(biāo)的行為。

四 簡(jiǎn)答題(1)考慮運(yùn)輸條件(2)考慮貨源情況(3)考慮運(yùn)費(fèi)因素(4)考慮運(yùn)輸途中的風(fēng)險(xiǎn)(5)考慮辦理進(jìn)出口貨物結(jié)關(guān)手續(xù)的難易。2(1)商品的質(zhì)量和檔次；(2)運(yùn)輸距離；(3)交貨地點(diǎn)和交貨條件；(4)季節(jié)性需要的變化；(5)成交數(shù)量；(6)支付條件和匯率變動(dòng)的風(fēng)險(xiǎn)；(7)國(guó)際市場(chǎng)的價(jià)格的走勢(shì)；(8)其他

3(1)開(kāi)立信用證；(2)派船接運(yùn)貨物；(3)投保貨運(yùn)險(xiǎn)；(4)審單和付匯；(5)報(bào)關(guān)、納稅；(6)驗(yàn)收和撥交貨物。

五 計(jì)算題 實(shí)際回潮率＝(1-0.9)／0.9＝11.1％ 公量=商品凈重×［(1+公定回潮率)／(1+實(shí)際回潮率)］ =60×(1+14％)／(1+11.1％)=61.57 公噸

按題意可知P0=350 萬(wàn)，A=20％，B=60％，C=20％，M=120，M0=100，W=115，W0=100(2分)則最終價(jià)格 P=P0(A+BM／M0+CW／W0)(2 分)=350(20％+60％×120／100+20％×115／100)=350(0.2+0.72+0.23)=402.5 萬(wàn)美元

六 案例分析題 這不構(gòu)成違約，銀行能議付。由于分批裝運(yùn)是指一筆成交的貨物分若干批次裝運(yùn)。但一筆成交的貨物，在不同時(shí)間和地點(diǎn)分別裝在同一航次、同一條船上，即使分別簽發(fā)了若干不同內(nèi)容的提單，也不能按分批裝運(yùn)論處，因?yàn)樵摴P成交的貨物是同時(shí)到達(dá)目的地的。因而，我方企業(yè)的做法符合合同的規(guī)定，不屬于分批裝運(yùn)，同時(shí)，銀行也不能拒絕議付。A 公司的做法合理，雙方不存在合同關(guān)系。(3 分)根據(jù)《聯(lián)合國(guó)國(guó)際貨物銷(xiāo)售合同公約》的規(guī)定，對(duì)發(fā)盤(pán)進(jìn)行實(shí)質(zhì)性變更的答復(fù)為還盤(pán)；(3 分)B 商的答復(fù)改變了發(fā)盤(pán)的交貨時(shí)間，不是接受，是還盤(pán)，因此合同不成立。(2 分)A 拒絕交貨，并退回信用證的做法無(wú)可指責(zé)。

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全國(guó)2010年10月自學(xué)考試國(guó)際商務(wù)談判試題

一、單項(xiàng)選擇題（本大題共20小題，每小題1分，共20分）

在每小題列出的四個(gè)備選項(xiàng)中只有一個(gè)是符合題目要求的，請(qǐng)將其代碼填寫(xiě)在題后的括號(hào)內(nèi)。錯(cuò)選、多選或未選均無(wú)分。1.談判人員具備了“T”形知識(shí)結(jié)構(gòu)，這表明談判人員是()A.技術(shù)專家 B.商務(wù)專家 C.全能型專家 D.法律專家

2.先報(bào)有較大虛頭的價(jià)格，然后適時(shí)壓低價(jià)格。這種報(bào)價(jià)術(shù)被稱為()A.西歐式報(bào)價(jià)術(shù) B.日本式報(bào)價(jià)術(shù) C.北美式報(bào)價(jià)術(shù) D.阿拉伯式報(bào)價(jià)術(shù) 3.講究節(jié)儉，反對(duì)浪費(fèi)，把浪費(fèi)看成是“罪惡”的是()A.中國(guó)人 B.德國(guó)人 C.韓國(guó)人 D.意大利人

4.隨時(shí)準(zhǔn)備為達(dá)成協(xié)議而讓步，希望通過(guò)談判簽訂一個(gè)皆大歡喜的協(xié)議。這種談判被稱為()A.軟式談判 B.硬式談判 C.原則型談判 D.價(jià)值型談判 5.一個(gè)談判小組組長(zhǎng)最佳的領(lǐng)導(dǎo)效益為()A.3～4人 B.3～5人 C.3～6人 D.3～7人

6.如果是1個(gè)小時(shí)的談判，精力量旺盛的階段只有最初的()A.3～5分鐘 B.4～6分鐘 C.5～8分鐘 D.6～9分鐘 7.談判中，強(qiáng)調(diào)“一時(shí)多用”的是()A.瑞士人 B.中東人 C.德國(guó)人 D.北美人 8.下列選項(xiàng)中，不屬于合同風(fēng)險(xiǎn)的是()．．．A.交貨風(fēng)險(xiǎn) B.質(zhì)量風(fēng)險(xiǎn) C.數(shù)量風(fēng)險(xiǎn) D.會(huì)計(jì)風(fēng)險(xiǎn)

9.與阿拉伯商人接觸時(shí)不能贈(zèng)送酒類(lèi)禮品，因?yàn)轱嬀圃诎⒗畤?guó)家是被嚴(yán)格禁止的。這突出反映的是商務(wù)談判影響因素中的()A.政治狀況因素 B.法律制度因素 C.商業(yè)習(xí)慣因素 D.社會(huì)習(xí)俗因素 10.在買(mǎi)賣(mài)做成之后，會(huì)舉行一個(gè)長(zhǎng)時(shí)間的宴會(huì)，請(qǐng)對(duì)方洗蒸氣浴的是()A.中國(guó)人 B.日本人 C.韓國(guó)人 D.芬蘭人

11.“按照貴方要求，我們的觀點(diǎn)不是已經(jīng)闡述清楚了嗎?”這種商務(wù)談判的發(fā)問(wèn)類(lèi)型屬于()A.借助式發(fā)問(wèn) B.探索式發(fā)問(wèn) C.強(qiáng)調(diào)式發(fā)問(wèn) D.澄清式發(fā)問(wèn) 12.下列選項(xiàng)中，不屬于應(yīng)對(duì)利率風(fēng)險(xiǎn)的技術(shù)手段是()．．．A.利用遠(yuǎn)期交易 B.利用平衡法 C.利用期權(quán)交易 D.利用利率期貨市場(chǎng) 13.在商務(wù)談判中貫徹“有理、有利、有節(jié)”的方針。這體現(xiàn)的是商務(wù)談判的()A.平等互利原則 B.靈活機(jī)動(dòng)原則 C.友好協(xié)商原則 D.依法辦事原則 14.國(guó)際商務(wù)談判策略制定的第四步是()A.尋找關(guān)鍵問(wèn)題 B.確定具體目標(biāo) C.形成假設(shè)性方法 D.形成具體談判策略 15.下列各項(xiàng)中，不屬于善言靈巧的談判對(duì)手的性格特征是()．．．A.樂(lè)于交際 B.容易激動(dòng) C.善于表達(dá) D.處世機(jī)靈 16.眉毛上聳，表示此人處于()A.憤怒狀態(tài) B.困窘狀態(tài) C.戒備狀態(tài) D.驚喜狀態(tài) 17.商務(wù)談判中必須要實(shí)現(xiàn)的目標(biāo)被稱為()A.最低目標(biāo) B.實(shí)際需求目標(biāo) C.可接受目標(biāo) D.最優(yōu)期望目標(biāo)

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18.在執(zhí)行合同過(guò)程中雙方對(duì)合同條款理解不同而導(dǎo)致的僵局被稱為()A.初期僵局 B.執(zhí)行期僵局 C.協(xié)議期僵局 D.中期僵局

19.“貴方某先生的問(wèn)題提得很好，我曾經(jīng)在某一份資料上看過(guò)有關(guān)這一問(wèn)題的記載，就記憶所及，大概是??”。這種答復(fù)談判對(duì)手的技巧是()A.以問(wèn)代答 B.避正答偏 C.答非所問(wèn) D.推卸責(zé)任

20.貨物運(yùn)輸途中，貨主要面臨船沉貨毀的風(fēng)險(xiǎn)。這種風(fēng)險(xiǎn)按性質(zhì)來(lái)分屬于()A.純風(fēng)險(xiǎn) B.投機(jī)風(fēng)險(xiǎn) C.匯率風(fēng)險(xiǎn) D.市場(chǎng)風(fēng)險(xiǎn)

二、多項(xiàng)選擇題（本大題共5小題，每小題2分，共10分）

在每小題列出的五個(gè)備選項(xiàng)中至少有兩個(gè)是符合題目要求的，請(qǐng)將其代碼填寫(xiě)在題后的括號(hào)內(nèi)。錯(cuò)選、多選、少選或未選均無(wú)分。

21.國(guó)際商務(wù)談判中的個(gè)體心理特征主要表現(xiàn)為()A.個(gè)性 B.情緒 C.態(tài)度 D.印象 E.知覺(jué) 22.國(guó)際商務(wù)談判的基本程序一般包括()A.準(zhǔn)備階段 B.開(kāi)局階段 C.正式談判階段 D.僵局階段 E.簽約階段 23.國(guó)際商務(wù)談判中的匯率風(fēng)險(xiǎn)主要有()A.交易結(jié)算風(fēng)險(xiǎn) B.外匯買(mǎi)賣(mài)風(fēng)險(xiǎn) C.會(huì)計(jì)風(fēng)險(xiǎn) D.利率風(fēng)險(xiǎn) E.價(jià)格風(fēng)險(xiǎn) 24.在商務(wù)談判中，迂回人題的方法包括()A.從自謙入題 B.從題外話入題 C.從天氣狀況入題 D.從介紹己方談判人員入題 E.從介紹己方經(jīng)營(yíng)狀況入題 25.以下有關(guān)猶太商人談判風(fēng)格的說(shuō)法正確的有()A.善變 B.友好而坦誠(chéng) C.交易條件比較苛刻 D.關(guān)系網(wǎng)廣泛而且堅(jiān)固 E.注重小團(tuán)體和個(gè)人利益

三、名詞解釋題（本大題共4小題，每小題3分，共12分）26.訴訟 27.戲劇式模擬 28.遞盤(pán) 29.迂回法

四、簡(jiǎn)答題(本大題共5小題，每小題6分，共30分)30.國(guó)際商務(wù)談判的特殊性有哪些? 31.簡(jiǎn)述國(guó)際商務(wù)談判中宗教信仰因素的影響。

32.在談判的開(kāi)局階段如何交換意見(jiàn)？ 33.簡(jiǎn)述商務(wù)談判中阻止對(duì)方進(jìn)攻的策略。34.簡(jiǎn)述商務(wù)談判中提問(wèn)時(shí)應(yīng)注意的問(wèn)題。

五、論述題（本大題共2小題，每小題8分，共16分）

35.聯(lián)系實(shí)際說(shuō)明日本商人的談判風(fēng)格。36.試述規(guī)避?chē)?guó)際商務(wù)談判風(fēng)險(xiǎn)的措施與手段。

六、案例分析題(本大題共1小題，12分)37.背景材料

誰(shuí)也沒(méi)有料到，1964年《中國(guó)畫(huà)報(bào)》的一張封面竟成為泄密照。照片中，大慶油田的“鐵人”王進(jìn)喜頭戴大狗皮帽，身穿厚棉襖，頂著鵝毛大雪，握著鉆機(jī)手柄眺望遠(yuǎn)方，在他身后散布著星星點(diǎn)點(diǎn)的高大井架。日本情報(bào)專家據(jù)此解開(kāi)了大慶油田之謎。他們根據(jù)照片上王進(jìn)喜的衣著判斷，大慶油田位于齊齊哈爾與哈爾濱之間；通過(guò)照片中王進(jìn)喜所握手柄的架式，推斷出油井的直徑；從王進(jìn)喜所站的鉆井與背后油田間的距離和井架密度，推斷出油田的大致儲(chǔ)量和產(chǎn)量。有了如此多的準(zhǔn)確情報(bào)，日本人迅速設(shè)計(jì)出適合大慶油田開(kāi)采用的石油設(shè)備。當(dāng)我國(guó)政府向世界各國(guó)征求開(kāi)采大慶油田的設(shè)計(jì)方案時(shí)，日本人一舉中標(biāo)。

問(wèn)題：(1)上述案例對(duì)你開(kāi)展商務(wù)談判有何啟示?(2)你認(rèn)為在開(kāi)展商務(wù)談判前主要應(yīng)收集哪些信息?(3)如何對(duì)收集到的信息進(jìn)行處理?

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全國(guó)2011年4月自學(xué)考試外貿(mào)英語(yǔ)寫(xiě)作試題

Part One: Questions 1-20 Directions: There are 20 sentences in this part.For each sentence there are four choices marked A, B, C and D.Choose the ONE that best completes the sentence.（在下列各題中選擇一個(gè)最佳答案填空。）20% 1.Selling appliances and ______ them keep him busy.A.to repair B.repaired C.repairing D.repair 2.Customers are very angry ______ the delay of the ordered goods.A.with B.at C.to D.from 3.The television set that I ordered two months ago arrived today badly ______.A.breaking B.broke C.damaging D.damaged 4.The foreign partner did not fulfill our order, ______.A.so did it intend to B.nor did it intend to C.nor it intended to D.so it intended to 5.______ it is wise to invest in the new project is being discussed.A.Whether B.If C.Weather D.What 6.We regret ______ you that our research department will no longer provide services.A.informed B.inform C.to inform D.informing 7.A resolution on employee representation is ______ for a vote tomorrow afternoon.A.presented B.to present C.presenting D.to be presented 8.In socialist and capitalist economies ______, increasing numbers of highly qualified workers are unable to find jobs that require their skills and training.A.alike B.like C.likely D.liking 9.The turnover of the company in the second quarter was ______ that of the corresponding period last year.A.the same as B.as much than C.more as D.the same with 10.It is not advisable that one ______ beyond one’s means.A.lived B.is living C.lives D.live 11.______, the more likely you may come to a right solution.A.You more thoroughly consider a problem B.Most thoroughly a problem you consider C.The most thoroughly you consider a problem D.The more thoroughly you consider a problem 12.Doctors recommend that everyone exercise every day, particularly those who spend many hours ______ sedentary work.A.to do B.doing C.do D.done 13.If Mr.Li ______ Managing Director, the company would have been collapsed.A.would be B.were C.is D.had been 14.We have till now ______ as many as 30 anti-dumping suits against foreign exporters.A.aroused B.rose C.raised D.risen 15.______ you mentioned in your letter in connection with the question of agency has had our attention.A.What B.That C.When D.Which 16.We wish to know the port ______ the transhipment will be made.A.which B.at that C.where D.when 17.The company is making a market investigation in order to obtain ______ as possible.A.as many information B.as many informations C.as much information D.as much informations 18.______ generalists, business also needs specialists.A.Beside B.Besides C.Except D.Except for 19.The computer will ______ in this department.A.remain permanently B.remain permanent C.remind permanently D.remind permanent 20.The engine of your car needs ______.A.to clean B.clean C.cleaning D.cleaned Part Two: Questions 21-30 There is one mistake in each of the following questions.Detect and correct the mistakes.Write your corrections together with the mistakes on the answer sheet.（下列每句各有一個(gè)錯(cuò)誤，找出錯(cuò)誤并改正。請(qǐng)將錯(cuò)誤及改正寫(xiě)在答題紙上。）20% Example: Who’s taking care the dog while you’re away?

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taking care → taking care of 21.Countries that neglect an education will be severely restrained in economic development.22.The shelfs of merchandise are so arranged as to attract housewives.23.No one made more profit in that transaction than him.24.The machine is cost-effective because it has higher productivity, greater versatility and easier to use.25.Office stationery may be very expensive depend on the quality of paper and printing prices.26.The home-made machine is superior than the imported one in many aspects.27.Our trading partner is very tough in the negotiation that it is unlikely to reach an agreement soon.28.Despite there are ten managers, only the Managing Director has the decision-making power.29.It is well know that Chinese table-cloths are exquisitely made and moderately priced.30.Which articles are more marketable in those countries are important to us.Part Three: Questions 31-40 Write logical sentences with the words and phrases given.(用所給的詞和短語(yǔ)寫(xiě)出符合邏輯的句子。)10% 31.and to boost / products of / it is important / marketing promotions / high quality / both to maintain 32.by a product / from its manufacturer / any person / is injured / may recover damages / who 33.our correspondence / paper shortage / forced us / has / to limit 34.met / sales territories / to discuss / the distribution of / the regional managers 35.for 110% of / to be covered / against All Risks / insurance is / by the seller / the invoice value 36.that we / concession in price / it has been / any further / cannot make / made clear 37.that most workers / financial rewards / it was / offering / were in favor of / an incentive scheme 38.you understand / to leave the company / my position / although / I am sure / I am reluctant 39.is omitted / in the communication / if / misunderstanding / an important detail / may occur 40.in a job / for further studies too / wants to / but she / Karen is interested / go abroad Part Four: Questions 41-50 Each of the following sentences contains one punctuation error.One punctuation in each is either missing or misused.Detect the error and write the missing punctuation or your correction together with the word before the punctuation on the answer sheet.（下面每句都有一個(gè)標(biāo)點(diǎn)符號(hào)錯(cuò)誤，該用標(biāo)點(diǎn)處未用標(biāo)點(diǎn)或標(biāo)點(diǎn)符號(hào)用錯(cuò)。改正錯(cuò)誤或補(bǔ)寫(xiě)標(biāo)點(diǎn)，并將其與前面的一個(gè)單詞一起填寫(xiě)在答題紙上。）10% Example: A.What a nice present you gave me.me!B.You think you are right don’t you? right, 41.A ten day leave was granted to Mr.Selmer.42.This work order must be completed by Friday;therefore you may have to work late Thursday.43.The ability to communicate is essential, the ability to communicate on the job is critical.44.I don’t know where Mr.Lacey is?

45.Friday, July 1;Friday, July 8;and Friday, July 15, are all possible dates for conducting the balloting.46.Radio Times carries details of all B.B.C.TV and radio programmes.47.Our usual terms of payment are by letter of credit available by sight draft。48.What do you know about the specifications of the trip scissors.49.These womens’ garments are newly designed and quite in style.50.Stallions yield the highest prices;but mares can also be extremely expensive.Part Five: Memo Writing Write a memo in about 50 words.(寫(xiě)一份50個(gè)單詞左右的備忘錄。)15% 51.You are Jim White, the president of the company.You’ve just received a letter from AB Company praising a clerk, Sun Green, for his good work.The sales manager of AB Company Mr.William said Sun Green is efficient and friendly and he enjoys doing business with Sun.Write a memo to Sun Green to congratulate him and thank him for working hard, and invite him to lunch next week.Part Six: Letter Writing Write a letter in 130-150 words.（寫(xiě)一封字?jǐn)?shù)為130-150的信函。）25% 52.假設(shè)你是某公司的總經(jīng)理，出訪美國(guó)即將回國(guó)。向接待你的公司代表史密斯先生寫(xiě)一封感謝信，主要內(nèi)容如下： 1）對(duì)貴公司訪問(wèn)即將結(jié)束，很快就要返回中國(guó)。2）感謝對(duì)方在你逗留期間給予的熱情款待。

3）訪問(wèn)富有成效，并將有利于今后在貿(mào)易方面的合作。4）盼望在不久后有幸在中國(guó)歡迎對(duì)方，以便進(jìn)一步發(fā)展關(guān)系。5）祝愿對(duì)方身體健康，工作成功。

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