第一篇：體驗商務英語2試卷A

黑龍江外國語學院2013-2014學年 第2學期

Term 2 2013-2014 Academic YearHeilongjiang International University

機密（Confidential）編號（No.）： 13-14-2-040349A

試 題（Test）

課程名稱（Subject）：體驗商務英語2 考核類別（Type of test）： 考查課程類別(Type of course):專業必修考試形式(Test type):大作業使用范圍（Target group）：2013級財務管理1-8班、市場營銷班、Finish the following two tasks:

Task One(40%):

Background: Fast-Track Inc., based in Boston, US, sells corporate training videos and management training courses.Fast-Track is looking for a new Sales Manager for its subsidiary in Warsaw, Poland.Fast-Track advertised the vacancy only inside the company as it believes in offering career opportunities to its staff.The subsidiary’s recent sales results were poor.Sales revenue was 30% below target.The reasons are:

? Sales representatives are not motivated and staff turnover is high.? The previous manager had no clear strategy for developing sales in the area.? Very few sales contracts were made.There are three candidates for the position.See page 13.Suppose you are Barbara(or Eva or Tadeusz).You need to write an application letter to the company.In the letter(at least 120 words), you write:

? The purpose of the letter

?

?

?

?

Self-introduction Your advantages You ambitions.The letter begins with:Dear Sir or Madam and ends with your signature.Task Two(60%)：

Background： Marcia Lee Jeans is based in New York.Its brand is well known in the United States.The jeans sell in the upper price ranges and appeal to fashion conscious people aged 15 to 40.They are distributed in major department stores throughout the country.At present, the jeans are made in the US by a number of factories on the East coast, none of which are owned by Marcia Lee Jeans.Competition in this segment of the market is strong, so the company has to keep costs as low as possible in order to remain profitable.In the next ten years, Marcia Lee plans to expand in Europe and South-east Asia so that i becomes a global company.To do this, it has decided to build its own factory in an overseas country.The factory will have approximately 2000 workers who will produce the jeans.The workers will be recruited locally.The company is considering four countries as a location for the factory.Information about each country on page 105.You write a report to the CEO of the company, including:

? Discuss the four countries and rank them in order of suitability as a location

? Discuss the advantages and disadvantages of each location

?

Decide which is the most suitable location for the new jeans factory.

第二篇：unit1體驗商務英語

Ten ways to improve your career

Ajilon Finance, a leading staffing and recruiting services firm, offers the following tips for getting ahead in your career.Make a list of your priorities and outline your tasks for the day.Write down your short-and long-term goals, evaluate your progress fre-quently and stay focused.Are you really present? You may physically be at work, but are you there mentally?

Learn how to work through others.Delegating tasks is an important skill to master at any level.Always look for opportuni-ties to broaden your skills.For example, you can attend professional development seminars.Socialise with colleagues.This will help you learn about what’s happening in other departments.Create your own goals.Determine where you want to be professional and what skills you need to reach that goal.Be comfortable with being uncomfortable.Accept chal-lenges that force you to try something new.Be clear about what you want.If you believe you deserve a promotion, ask for one.Take time off and relax.Attending to your personal life and doing things that make you happy will help your performance at work.Seek satisfaction.If you’re disappointed by your current career, look for ways to transform your job into more of what you want.If this does not solve the problem, maybe it’s time to look for a new position.‘If you follow this advice, you will significantly increase your opportunities to earn more money, get promoted sooner and move ahead faster,’ says Mr Lebovits, President and Chief Operating Officer of Ajilon Finance.Ten ways to improve your career

From Business Wire

第三篇：商務英語溝通試卷

商務英語溝通試卷

Part One（5%）

I ．Multiple Choice(1％x5=5%）

Directions: In this part, there are items 1-5.Choose the best answer A,B,C or D 1．All the following might affect your final message EXCEPT＿

A.age B.educational background C.culture D.temper

2.Being responsive to individual differences, what language must you make a conscions effort to use?

A.bias-free language.B.bilingual language C.formal language D.foreign language 3.When planning your communication, you should strive for＿that will serve

you in much the same way a blueprint serves a builder or an itinerary serves a

traveler.A.a report B.an outline

C.a document D.an idea 4.Which of the following is NOT of the common bases for idea sequence? A.character B.familiarity C.space D.importance 5.Which of the following is NOT effective use of E-Mail? A.check mail promptly B.do not contribute to E-Mail overload C.use E-Mail not only for appropriate message D.exercise caution against Part Two（95%）

E ．Gap-Filling(2％x5＝10%）

Directions: Complete statements 6一10，filling in each gap with a proper word or a phrase.6.When revising, people should edit or rewrite messages for vividness，clarity，conciseness and readability.7.Use graphics,visual aids and forms whenever possible because they simplify the message.8.To.Minimize disappointment and maintain a positive relationship，it’a good idea to use the inductive for refusing requests for a favor, an action，or even a donation.9.If the title is longer than one line, arrange it in the inverted pyramid format；that is，make each succeeding line shorter than the line preceding it.10.The four steps involved in.interviewing are: preparation，interchange, uation and action.Ⅲ.T/F Questions（1％X5 =5%）

Directions：Decide whether statements 11一15 are true or false.Write“T“ for

”true “，and ”F“ for ”false”．

11.Team members at the performing stage of team development exhibit the following behaviors：commitment, cooperation, communication and contribution.T 12.The manager failed to sign the second copy of the engagement letter.F

13.Effective persuasive messages are built on multiple selling points interwoven throughout the message.F

14.During a presentation, the speaker should generally avoid jargon and technical terms.T

15.While some employers place heavy emphasis.on academic performance, others place more weight on an applicant's abilities and experiences.T IV.Term Definition(4% x4＝16%）

Directions: Explain terms 16一19 in English.16.group communication Group communication occurs among more than two people：a committee，a club，or all the students enrolled in a class.17.redundancy A redundancy is a phrase in which one word unnecessarily repeats an idea contained in an accompanying word.18.flowchart A flowchart is a step-by-step diagram of a procedure or a graphic depiction of a system or organization.19.unstructured interview An unstructured interview is a freewheeling exchange and may shift tram one subject to another, depending on the interests of the participants.V.Short-Answered Questions(6% x4 =24%)Directions: Answer questions 20一23 in English 20.What are the stages of the communication process model?（Describe the five stages, in the communication process using the following terms：（a)sender,（b)encode,（c)channel，（d)receiver,（e)decode,(f)feedback, and（g)interferences or barriers.）

①The sender encodes the message.（1分）

②The sender selects an appropriate channel and transmits the message.(1分）

③ The receiver decodes the message.（1分）

④The receiver encodes the message to feedback to clarify misunderstandings.（1分）

⑤ The sender and receiver remove interferences or barriers that hinder the communication process.(2分）

21.What must you keep in mind when writing appreciation messages? ①be sent in a timely manner;(2分）

②avoid exaggerated，strong language that is hardly believable；（2分）③ contain specific comments about the outstanding qualities or performsnce.(2分）

22.What techniques are useful for achieving coherence? ① Repeat a word that was used in the preceding sentence；(2分）

②Use a pronoun that represents a noun used in the preceding sentence；(2分）

③Use such connecting word；（1分）

④Use transition sentences.（1分）

23.How can presentation visuals be used to enhance a presentation? ①Clarifies and emphasizes important points；（1分）②Increases retention from 14% to 38%；（1分）

③Reduces the time required to present a concept：（1分）

④Results in a speaker's achieving goals 34% more often than when presenta-tion visuals are not used；（2分）

⑤Increases group consensus by 21% when presentation visuals are used in a meeting.（1分）

VI.Graphics(10%）

Directions: Draw a line chart according to the given information.24.Draw a line Chart.prepare the line chart showing the sales of Boeing, 1990－1996.90(300)，91(450），92(470)，93(320)，94（280)，95(220)，96(210)．

VII.Writing(15% x2 =30%）25.Composition（1）

Situation;

You are Zhanglin, sales manager of Lod Company, 56 Changan Street, Beijing,Tel: 010一88698234.You want to introduce your products to Mr.Gaojun, 123 of N0.4 Street, Shenyang.There are over 800 colors and patterns to choose, and from Nov 5，2004 a 24一hour 20 percent off sale on all clothes are given to all the new customers.Task: Write a sales letter with the given information.LOD 56 Changan Sneet Beijing(010)88698234 Nov 5,2004 Mr.Gaojun 123#, No.4 Street Shenyang Dear Mr.Gaojun, We learned through a mutual business associate that you might be interested in some of our products.Lod Company bas been in business for more than 25 years and handles many kinds of clothes.Over 800 patterns and colors are available for you to choose.And our products are reliable in qualities.You can also enjoy 20 percent discount when you choose to buy our clothes now.And it is our pleasure to serve for you 24 hours per day from Nov 5.If our line of business matches your needs, please feel free to call or write us.We would be most happy to assist you in any way we can.26.Composition(2)Situation;

You are Kitty Lu, the Assistant Manager at Lord’s Booksellers.Your boss Louise Harrison, says to you，“We have received some complaints recently about customer service.I want you to write a report on staff attitudes, general behavior and job satisfaction.I’d like the report as soon as possible so that we can improve the situation.”

Task: Write the appropriate report including any relevant information.Report on Customer Complaints Terms of reference Louise Harrison has asked for a report on what the staff believe to be the causes recent customer complaints about the service they have received.Proceedings I discussed with various members of staff their feelings towards the company and their jobs.Findings 1.Many staff are dissatisfied because they have not bad a pay rise due to recession.2.Some members of staff have not bad training since they started working for the company.3.Staff are finding that the company does not stock as many books as usual and that customers are requesting many tides that are not in stock.4.The supervisor was not replaced when be left last year and the staff do not have clear instructions regarding breaks, staff benefits and who to ask if they have questions Conclusions There seem to be a few reasons for staff dissatisfaction or confusion which might be causing customers to complain about service.Recommendations I recommend that we arrange for staff training and either promoting or finding a suit-able supervisor.Kitty Lu April 15，2005

第四篇：商務英語寫作試卷

?商務英語寫作?考試題型介紹

?商務英語寫作?考試所采用的題型包括：單項選擇題、填空題、單句翻譯題和撰寫英文書信等。現分別舉例說明：

1．單項選擇題

這里所說的單項選擇題實際上是一般所說的多項選擇題，是國際上英語測試中最常見的一種題型。這種題型要求學生在給定的三或四個選擇項中選出一個正確答案。通過這種題型既可測試學生對英語詞匯掌握的廣度和深度，也可測試學生對英語語法掌握的廣度和深度。例如：

We agree to ccotinue business

the terms

stated in our Contract N0 46．

a．on, on

b．as, as

c．as, on

d．on, as

正確答案是d．on, as.[分析]本題的測試點是考查學生對介詞多義性的掌握程度，以及對as + v-ed(過去分詞)這種結構的運用。

題中on“按照，根據”；as+v-ed中as為連詞，意為“如同”,也可釋為“按照”。根據題意，只有d是正確答案。其余三個選擇項都是錯的: 選擇項a中”on stated“有問題； 選擇項b中”as the terms”有問題；選擇項c中“as the terms”，“on the stated”都有問題。

[譯文] “我們按第46號合同規定的條件續簽商務協議”。

2.填空題

這部分試題指的是單句填空。題中不設任何選擇項，要求考生根據題意，用自己掌握的詞匯進行填空，只要意思成立，無語言錯誤，符合英語規范就行。這部分試題的測試重點是介詞，當然也包括一些常用的動詞、副詞、形容詞和連詞等。因此解答這類試題的關鍵是根據題意判斷題中缺少的是哪一類詞。如果是介詞，還得確定與題中哪個詞搭配：是一般搭配或是固定搭配，是構成短語動詞或是構成成語；如果是動詞，還是確定其形式：謂語形式或非謂語形式（不定式、分句或動名詞）。然后，在此基礎上，從自己掌握的詞匯中選出合適的詞填入空白處，完成句子的意思。特別要注意不能出語言錯誤。例如：

1.Please inform us ______ the shortest possible time ______ which you can effect delivery.[正確答案] of, in

[考點] 短語動詞inform sb.of sth。“通知某人某事”；in which引出定語從句。

[解題關鍵] 判別inform us后缺少固定搭配介詞of；在which引出的定語從句中，which 指代的是time，所以which前面必須得有介詞in，即in which，在定語從句中作時間狀語。[譯文]“請告可能最短時間內的裝運期。”

2.The drafts drawn ______________ compliance __________ the terms of the L/C shall be honoured ______ presentation and delivery of documents ______ specified.[正確答案] in, with, on, as

[考點] 短語介詞in compliance with“按照”；on presentation and delivery of “在提交?時”；as specified“按規定”。

[解題關鍵] 辨別題中的compliance是短語介詞的主導詞，前面缺少in，后面缺少with，介詞短語in compliance with the terms of the L/C修飾前面的過去分詞drawn；presentation and delivery前面缺少介詞on“，on +（動）名詞”通常表示時間；specified前面缺少as，as specified為習用語。

[譯文]“按信用證條件開出的匯票按規定提交單據如期支付。”

3.We are already represented ______ Messrs Freeman & Brothers Co.Ltd., ______ the sale ______ this commodity ______ your district.[正確答案] by, for, of, in

[考點] be represented by“由?代表，由?代理”；for the sale of “（為了）銷售”；in your district“在你地區”。

[解題關鍵] 本題是被動句，介詞短語 by Messrs Freeman & Brothers Co.Ltd用作“We are already represented”的行為主體；the sale前、后缺介詞for, of；介詞短語for the sale of this commodity表示目的，修飾represented；in your district修飾the sale。

[譯文] “我公司委托Messrs Freeman & Brothers 有限公司作代理，在你地區銷售該產品。”

4.We would appreciate your sending us a catalogue ______ your Rubber Boots ______ ______ terms ______ payment and the largest discount your could allow us.[正確答案] of, together, with, of

[考點] a catalogue of your Rubber Boots；“橡膠長統靴目錄”；together with 連詞，“和，加之”；terms of“?的條件”

[解題關鍵] 本題的意思是：感謝寄送產品目錄及付款和優惠條件。根據題意，判斷出catalogue后跟介詞短語of your Rubber Boots做后置定語；together with是短語介詞，后跟terms；terms后跟介詞短語of payment and the largest discount?作后置定語。

[譯文]“若貴方能寄給我們橡膠長統靴目錄及付款和能給的最優惠的折扣條件，我們將不勝感謝。”

5.Owing ______ the delay ______ the part of the suppliers, we must ask you to extend the date of shipment ______ September 10th.______ October 10th.[正確答案] to, on, from, to

[考點] owing to“由于”；on the part of “?方面的；就?而言”；from?to?“從?到?”

[解題關鍵] Owing to 是短語介詞，后跟名詞delay，Owing to the delay?表示原因，在句中狀語；on the part of也是短語介詞，on the part of the suppliers這一介詞短語作delay的后置定語；from September 10th.To October 10th.修飾extend.[譯文] “由于供應方的拖延，請貴方將裝運日期從9月10日延長到10月10日。”

6.The company you inquired ______ ______ your letter of March 10th.Is considered ______ have an excellent reputation.Several times we have sold goods amounting ______ eight million dollars, but have never experienced a delay ______ payment.[正確答案] about, in, to, to, in

[考點] inquire about “查詢、詢問”，短語動詞；in your letter“貴方來信中”；be considered to have “被認為具有”；amount to“合計，總額達”；delay in payment “拖延付款”

[解題關鍵] 本題由兩個句子組成。第一句是被動句The company?is considered?。其中inquire about是短語動詞，you inquired about是省去了which的，修飾company 的定語從句；in your letter修飾inquired about；be considered后的to并不是介詞，而是構成動詞不定式的小品詞。這里的to have an excellent reputation作句子的主語company的補語。第二句的結構是?We have sold goods?，but have never experienced a delay?。其中amount to是短語動詞，amounting to eight million dollars是分詞短語，作goods的后置定語；in payment介詞短語是修飾delay的后置短語。

[譯文] “貴方3月10日來函所詢問的那家公司認為享有最良好的信譽。我們與該公司做過幾次數額達800萬美元的交易，但是從未發生過拖欠貨款事宜。”

3.選擇給定的適當的單詞填空題

這部分試題是短文填空題，每空填一個詞，待填的單詞集中列在題首。做這一試題時，切忌見空就填，最好先很快通讀一遍整個語篇，熟悉語言環境，然后從給定的單詞中仔細選擇出正確答案。例如：

選擇下列適當的單詞填空：

1.for, in, offerers, on, with, words

Offer An offer is a proposal made by sellers to buyers in order to enter into a contract.In other ______, an offer refers to trading terms put forward by offerers to offerees, on which the ______ are willing to conclude business with the offerees.These terms mainly include name of commodity, brand, specifications, quantity, price, packing, payment, shipment, etc.Thus ______ receiving an inquiry by mail or telegram from abroad, we shall place before overseas customers the dance ______ the existing supply and market situations of the commodity inquired ______.And this is called an offer or a quotation.[正確答案] words, offerers, on, in, with, for

[考點] in other words “換言之”；offerers“報盤人”on receiving? “在收到?時”；in accordance with“按照，根據”；inquire for“詢問，詢價”

[解題關鍵] 從標題就可以知道，整個短文是對報盤下定義，閉幕式進行適當的解釋。第一空選words填入。in other words “換言之”為習用語，引出下文，對給offer下的定義，進行解釋。第二空，根據題意應填offerers作which引出的定語從句的主語。第三空，動名詞receiving前填介詞on，表示時間。第四空和第五空分別選介詞in和with填空，構成短語介詞in accordance with。第六空是動詞inquire的固定搭配for，inquire for是短語動詞。

[譯文] “報盤是賣方為簽訂合同向買方提出的一種建議，或者說，報盤是指發盤人向受盤人提出的某種交易條件，并愿意按此條件同受盤人達成交易。這些條件主要包括商品名稱、牌號、規格、數量、價格、包裝、支付、交貨期限等。因此，一收到國外的詢盤函電，我們就必須根據可供存貨及該商品的市場情況，向海外客戶報價并提出有關的貿易條件和條款。這就稱之為報盤或報價。”

2.draw, in, in, latter, of, possible

Letter of Credit In international trade, there is seldom direct payment by the importer to the exporter.Payment is usually effected through a bank.When a sales contract is signed by the sellers and the buyers, the ______ will instruct their bankers to open a letter of credit for the amount of the purchase and ______ favour ______the exporter on the terms and conditions as stipulated in the contract.A letter of credit is a written instrument issued by the importer’s bankers, authorizing to ______ on them for a certain amount in accordance with the contract stipulations.Its advantage is that the L/C issued is the guarantee of the opening bank to pay ______ advance.It resolves the contradiction that both the importer and the exporter do not trust each other and advoids meeting any ______ risks in doing businesses.[正確答案] latter, in, of, draw, in, possible

[考點] the latter “后者”；in favour of“以?為受益人，收款人，抬頭人”；to drawn “提款，開出，開給”；in advance “提前，預選”；any possible risks “任何可能的風險”

[解題關鍵] 信用證是國際貿易中通常使用的一種支付手段。買方通過銀行向賣方開出信用證支付貨款。根據題意，第一空the的后面填形容詞latter, the latter相當于名詞，在句中作主語；第二空填in，第三空填of, in favour of是短語介詞，后接名詞the exporter，表示信用證開出出口商（抬頭人是出口商）；to drawn on them這里屬固定搭配，其中them指的是importer’s bankers，意為“以進口商銀行為付款人而開出收款匯票，即向進口商銀行提取貨款”；in advance是習用語，修飾動詞不定式to pay；any ______ risks之間只能填形容詞possible，才符合題意。

[譯文] “在國際貿易中，進口商很少直接付款給出口商。支付通常通過銀行進行。當買賣雙方簽署了銷售合同以后，前者指示他的銀行按照購貨的總價款，根據合同所規定的條款，把一個信用證開在出口商名下。該信用證受權出口商向該行提取合同規定的款項。因此，信用證是開證行應進口商的請示，開給出口商的一種銀行保證付款的書面憑證。它的優點在于開證行開出的信用證是預先付款的擔保。它解決了進出口雙方互不信任的矛盾在完成交易的過程中可能遇到的任何風險。”

4.英漢翻譯

這部分試題主要考核學生對外貿英語信函中常用句型和習用法的確切理解并將其譯成通順漢語的能力。該試題多由單句組成。做英譯漢試題時，要特別注意試題句子本身的內容。對代詞it, its, they, their等的指代關系一定要弄準確。某些單句或短語似乎相識，但在句中卻另有所指或特指，或比喻或隱喻，對這些詞和短語一定要反復推敲，選用準確的漢語來表達，切忌望文生義、想當然或八九十離十。做完這部分試題，一定要留出時間根據原文仔細校對譯文。難譯的詞句要反復校對，注意有否漏譯、錯譯或詞不達意的文句。如果譯文連考生自己都看不懂，肯定有問題，應采取相應措施進行再翻譯或做文字加工。只有這樣，才能取得好成績。例如：

1.We look forward to the opportunity to be of service to you.[譯文]“期待有為貴方效勞的機會。”

[考點] be of service to“為?服務”

[解題關鍵] to be of service to you 動詞不定式短語修飾the opportunity，作后置定語，整個句子的翻譯要符合中文外貿書信的用詞規范。當然可以譯寫成：“我們盼望有機會為你們服務”，但這比上述譯文“期待有為貴方效勞的機會”或“期待有機會為貴方效勞”遜色多了。

2.These goods being in great demand, we cannot hold this offer open.[譯文] “這些貨物需求量大，本公司無法保持此報盤有效。”

[考點] 分詞獨立結構These goods being in great demand的譯法；hold this offer open“保持此報盤有效”

[解題關鍵] 分詞獨立結構在句中可譯成獨立的句子；hold this offer open為外貿習用語，用固定的譯法（參見上述[譯文]）。

3.We think you do better to accept this offer now than by delay be perhaps compelled to agree to others less advantageous.[譯文] “本公司認為貴方現在應明智地接受這項報價，以免因遲延而或許被迫同意其他較為不利的條件。”

[考點] ?you do better to(do)? than ? be(perhaps)compelled to(do)“做?比被迫做?好”

[解題關鍵] 弄清句子結構，特別是考點。Than后面的by delay修飾be perhaps compelled to agree?；形容詞比較級less advantageous修飾others，作其后置定語。翻譯成漢語時，?you do better to(do)? than ? be perhaps compelled to(do)?采取了較靈活的譯法。“做?比被迫做?好”引申為“做?以免被迫做?”（參見上述[譯文]）。

4.Please accept our apologies for being not helpful to you.[譯文] “對此我們無法對貴方有所幫助，請接受本公司的抱歉。”

[考點] being not helpful to you “對貴方無幫助”

[解題關鍵] 句子本身不難，但翻譯成通順的漢語卻非易事，試比較：“請接受我們由于不能幫助你們而致的歉意。”；“由于對貴方無幫助，我們特致歉意，請接受。”這些譯文都不如上述[譯文]簡練、通順。

5.We hope you will understand the circumstances which compel us to decline you after.[譯文] “我們不得不拒絕貴方報盤，希望能理解我方的處理。”

[考點] 限制性定語從句的處理

[解題關鍵] 試題本身不難理解：which引出的從句是circumstances的限制性定語從句。如果譯成：“我們希望你們能理解迫使我們拒絕貴方報盤的情況”，顯然，這樣的譯文很累贅，與中文商務信函語體的特點——簡練、明確不相符合。如果將“迫使”引申為“不得不”，把“情況”改成“處境”，再把限制性定語作為非限制性定語從句處理，譯文就大不一樣了（參見上述[譯文]）。

6.Thank you for your kindness and look forward to your continued favors and attention.[譯文] “感謝貴方的善意，并期待貴方繼續支持與關照。”

[考點] continued favors “繼續支持”

[解題關鍵] 本題的難點是如何理解與翻譯favor一詞。Favor既可用作名詞，又可用作動詞。用作名詞時，意思為“好感，喜愛；[寵，偏]愛；贊成[同]；恩惠”等。這里取其“贊成”這一意思，引申為“支持”，符合漢語搭配“繼續支持”。

7.We appreciate your offer of July 4, but we must point out that the proposed quotation will leave us little or no margin of the profit.Couldn’t you grant us a 5% cut in your price so that we may send you large orders?

[譯文] “感謝貴方7月4日的報價，但必須指出的是，貴方提出的取價使我方幾乎無利可圖。貴方能否降價5%以便我方大量訂購？”

[考點] leave us little or no margin of the profit “使我方幾乎無利可圖”

[解題關鍵] 深刻理解試題內容：proposed quotation當然指的是對方提出的報價；leave us(sth,)“留給我們?”，換言之，“使我們得到?”；litter or no margin of the profit = little of the profit “無利潤”和no margin of the profit“無余利”，總括起來就是“無利可圖”所以得出了上述[譯文]。

5.漢英翻譯

這部分試題主要考核學生綜合應用英語的能力。該試題由商務信函中的一些單句組成。做這漢譯英試題和做英譯漢試題一樣，首先要正確理解試題的內容，并在此基礎上選用商留英語信函中的相應句型、詞匯來表達。特別要注意詞的搭配關系。切忌只顧詞義，不顧詞性，按漢語結構，逐字進行排列組合。做完這部分試題后，同樣要根據原文仔細較對，看是否有錯誤、漏譯或用詞不當的地方。一定要從英語的角度來閱讀譯文，檢查句子結構是否成立，詞性是否用錯，搭配是否正確。整個譯文要符合英語的表達習慣，切忌中國式英語（Chinese English）。例如：

1.我們相信這批寄售貨物將完好抵達，并使貴方完全滿意。

[譯文] The consignment, we feel sure, will arrive in good condition and prove to be entirely satisfactory.[考點] 完好抵達；使滿意

[解題關鍵] 試題中所說的“完好抵達”，說的是寄售貨物抵達時的狀態，沒有受損，和裝船時一樣，所以只能譯成arrive in good condition，而不能譯成arrive well；至于“使滿意”，當然可以直接譯為satisfy，但是這樣就有中國式英語之嫌。而最主要的是，這里所說的“使貴方完全滿意”是指寄售貨物：到達不受損失這一事實讓銷售代理商感到滿意，而寄售貨物本身令銷售代理商是否感到滿意問題不是主要的，所以這里譯成prove to be entirely satisfactory是比較合適的（參見[譯文]）。至于“我們相信”，可以像[譯文]中作插入句處理，當然也可以We fell [are] sure(或We believe [think] that the consignment will arrive in good condition and prove to be entirely satisfactory.)

2.至于索賠，我們的保險公司只接受超過實際損失5%的部分。

[譯文] As to claim, our insurance company will only accept the part of loss that is over 5%.[考點] 超過實際損失5%的部分。

[解題關鍵] 整個句子應譯成英語里的主+謂+賓句型，即?company will accept?the part?；其中“超過實際損失5%的”是修飾part的定語，該定語的翻譯是關鍵；“超過”又是關鍵中的關鍵：是用動詞surpass, excel, exceed或用系表結構be over。這些詞語都有“超過”這一含義。但所指的事物以及使用的場合都不相同：surpass和excel指的“超過”是“比?強”的意思，在此意義上兩者可以互換。如：Our company surpassed [excelled] all the other in the turnover in this region.（在本地區我公司的營業額超過了所有其他公司。）顯然這兩個詞在本試題中都不能用。Exceed和be over指“超過（一定量或允許范圍），在此意義上兩者也可以互換。”如：The cost will not exceed [be over]￡50.（成本不超過50英鎊。）可見，這兩詞在本試題中均可選用。至于“實際損失”，在英語中用loss一詞表達足夠了，前面不必要寫成practical（或realistic, factual）loss，這是中國式英語，英語中沒有這一說法。

3.因為我們的價格是很實際的，我們確難同意把價格降低到你方表示的水平。

[譯文] As our price is very realistic, we can hardly agree to reduce our price to the extent you(have)indicated.[考點]（價格是）很實際的；確難同意；（降低到）你方表示的水平

[解題關鍵] 英語中“實際價格”多用realistic price，但也有用practical price的時候；“確難同意”即可用can hardly agree，也可用cannot agree，但前者修飾效果好一些，也可用level。因此，本試題除上述[譯文]外，也可譯成：As our price is very practical, we cannot agree to cut down our price to the level you(have)indicated.4.定貨太多，到年底交貨的產品都已售完

[譯文] We are heavily committed and have sold out all the goods to be delivered up to the end of this year.[考點] 定貨太多；到年底；交貨的產品

[解題關鍵] 英語中“定貨太多”可用be heavily committed或have quite a lot of orders，當然，前者語言簡練；“到年底”可用up to the end of this year 或 by the end of this year;“交貨的產品”可用the goods to be delivered或the goods delivered。因此，除上述[譯文]外，本試題還可以譯成：We have quite a lot of orders and have sold out all the goods delivered by the end of this year.5.由于這臺設備是按你方提供的規格制造的，請定貨時同時支付30%的押金。

[譯文] Since this new equipment is to be manufactured to your specification, a deposit of 30% of the total value should accompany your order.[考點] 按?規格制造；定貨時同時支付?押金

[解題關鍵] 英語中“按?規格制造”可以寫成manufacture to(according to, in accordance with)? specification；“定貨時同時支付?押金”可以寫成：a deposit?should accompany your order 或You should pay a deposit when making an order, 但前者語言更簡練。（參見上述[譯文]）

6.撰寫英文書信

撰寫英文書信的目的是測試學生在語篇上綜合應用英語表達思想的能力，外貿函電考試中書信撰寫，實際是一封中文商務信件的漢譯英。做這部分試題和漢譯英試題一樣，首先要確定書信的內容：是詢問、報盤、訂貨、或裝運、保險、索賠等，亦或是其他商務問題。在此基礎上選用相應外貿書信中的相應句型和有關的詞匯、慣用法來進行翻譯。切忌逐字逐句進行硬譯。詞匯選定以后，要特別注意該詞的詞性，否則寫成的句子在英語中就不成立。做完這部分試題，一定要根據原文仔細校對，看有無漏譯、錯譯或用詞不當的地方。按照英語語法和書信文體來檢查整篇書信，重點放在句型結構、詞性、詞的搭配是否正確，是否符合英語的表達習慣。撰寫英文書信時，既可采用平頭式，也可采用縮進式。例如：

先生們：

謝謝貴公司5月15日來函并按時簽署和寄回的銷售確認書。

根據4,000臺照相機銷售確認書，我方已安排交貨事宜。在收到你方信用證后，可望在下月裝船。

裝來信提示，交貨日期逼近，但我方至今仍未收到貴方有關的信用證，我們認為你方必須迅速開出信用證，這樣我們才能如期履行訂單。

至盼早復。

此致

敬禮

[譯文]

Dear Sirs，We are in receipt with thanks of your letter dated May 15 and the Sales Confirmation duly signed and returned by you.In compliance with the sales Confirmation of these 4,000 Cameras, we have arranged for delivery and hope the shipment will be made during the next month, if your L/C arrives here in time.Today we write to invite your attention to the fact that the date of delivery is approaching, but so far we have not yet received your relevant L/C.We consider it is necessary for you to expedite the establishment of the L/C, so as to enable us to carry out the order smoothly.We are looking forward to receiving your favourable news in the shortest possible time.[考點] 謝謝貴公司?函?；銷售確認書；安排交貨事宜；可望在下月裝；現來信提示；至今仍未收到；迅速開出信用證；履行訂單；至盼早復，此致敬禮。

[解題關鍵] 一封完整的商務書信（正文）開頭語和結束語是不可缺少的。“謝謝貴公司?函?”是開頭語。英語中有很多種寫法，任擇其一都行，如：Thank [We thank] you very much for your letter of [dated]?；With many thanks for your letter of [dated]?；We have duly received with man y thanks your letter dated [of]?；We are in receipt with thanks of your letter dated ?。“至盼早復”是結束語，也有很多寫法： We are looking forward to receiving your favourable news in the shortest possible time;We hope to receive your favour at an early date;We hope to be favoured with a reply with the least delay;Hoping to hear from you soon;Expecting shortly to hear from you;Write to us as soon as you can;We beg that you will send us an answer at the earliest possible moment.等等，任選其一都行。“此致敬禮”也屬結束語，可譯成Send our best regards。至于“銷售確認書”相應的譯文是Sales Confirmation。“安排交貨事宜”可寫成arrange for delivery, arrange to deliver。“可望在下月裝船”可寫成hope(that)the shipment will be made during the next month。“現來信提示”可寫成Today we write to invite your attention to the fact that ?“迅速開出信用證”可寫成expedite [speed up] the establishment [opening] of the L/C。“履行訂單”可寫成carry out the order。

2004-2005第二學期《商務英語寫作》考試試卷（A）

湖州師范學院2004—2005學年第二學期

《商務英語寫作》考試試卷(A)

一、Multiple choices.(15%)

1.In this case, the buyer ______ cancel the contract.A.could

B.may have to

C.has the right to

D.reserve the right to

2.Under these conditions the exporter has to make additional investment to raise the capacity of the ______ for producing export goods.A.buyer

B.importer

C.dealer

D.plant

3.We shall ______ your account with the amount drawn against the L/C.A.debt

B.credit

C.loan

D.make

4.Competition ______ to the technical transformation and restructuring of these industrial production.A.contributes

B.causes

C.helps

D.promotes

5.The importer will submit references if these ______ given in the preliminary negotiations.A.are not

B.have not been

C.has not been

D.were not

6.At our meeting earlier this month Mr Sharp ______ that he would approve the consignment contract.A.indicated

B.issued

C.arranged

D.remitted

7.At your request, we’ll _____ the L/C opened for your account two weeks ago.A.adjust

B.correct

C.establish

D.amend

8.This chemical is made ______ a special formula.A.from

B.of

C.according to

D.in 9.The exporter can only increase his production to ______ the full capacity of the plant.A.get

B.obtain

C.meet

D.reach

10.In order to comply with the customer’s specifications, the factory had to make several ______ in the design.A.corrections

B.mistakes

C.adjustments

D.defects

11.From now no, the Chinese products enter ______ competition ______ foreign products in the international market.A.in, with

B.to, along with

C.into, with

D.on, over

12.We are pleased to note that you wish to expand our relationship, ______ suggest that we consider the matter of agency later.A.but

B.however

C.nevertheless

D.and

13.Competition can ______ the enterprises to improve the quality and increase the variety of their products.A.promote

B.promotion

C.prompt

D.promptitude

14.Because of the confidential nature of the deal, I was not _____ to announce it.A.supposed

B.happy

C.prevented

D.reluctant

15.______ you have entered your new office building, you probably would like to refurnish it.A.Now that

B.So that

C.For

D.Because

二、Translate the following letter into Chinese.(15%)

Dear Sirs，In regard to the first shipment against our Contract No.1234, we wrote you on 7th this month, informing you that part of the goods was not in conformity with the contracted specifications.We requested you to give us explanations and advise us how you would deal with the matter, but up to now we have not yet received any reply.So we regret to say that we can’t bind ourselves to accept the second lot of goods.We have to request that you should postpone the shipment of the goods for the time being.It goes without saying that we have no obligations whatever in this matter.We are looking forward to your reply.Yours faithfully，三、Fill in the blanks with suitable prepositions.(10%)

Regarding the question of insurance, we wish to state

for transactions concluded on CIF basis our usual practice

to cover All Risks

War Risks for 110% of the invoice value.If you wish to cover other

that are under the Ocean Marine Cargo Clauses of

People’s Insurance Company of , we may do so

your behalf, but the extra premium should be borne

you.The Risk of Breakage

in your letter is

fact included in All Risks;therefore it is not

to cover it separately.You may rest assured that the People’s Insurance Company of China is always prompt and equitable in settling claims.However，is one point to

underlined, i.e.you must

delivery of the goods

good time upon their 16

at the destination.If 17

insured goods are found to have sustained loss or , you should immediately apply

survey to the surveyor as stipulated in the Policy

order to avoid subsequent trouble.四、Translate the following sentences into English.(20%)1.按照第180號銷售確認書所規定的，有關信用證應該不遲于6月28日到達我方，希望你方及時開出信用證，以確保按時裝船。

2.感謝貴公司6月20日的訂單，我方很樂于接受。但遺憾的是我方無法接受你方訂單中要求的8月2日為交貨期。此產品我們最早能在8月20日發運。貴公司是否能接受較遲的交貨時間，請速告。謝謝！

3.包裝問題已得到充分重視，我方確信這將使你客戶滿意。

4．貨物的保險將由我方以CIF價的110%投保。如果要求附加險，額外保險費將由買方負擔。

5.我方準備給你方合理的賠償，但不是你方索賠的數目，因為我方不能理解為什么損失超過貨物實際價值的50%，請重新考慮。

五、Letter Writing（20%）

Messrs.Westcott & Co.complain that 600 tins of condensed milk ordered by them arrived dented and punctured;they attribute the damage to defective packing and emphasize the need for greater care.Write a letter of about 100 words on behalf of Westcott & Co.to the above effect.六、Writing（10%）

You are the general manger of a company.Write a memo to your sales manager.u

Ask him to attend a meeting to discuss affairs about the promotion expense of your company.u

Mention the time of the meeting.u

Ask him to bring materials needed.u

Write 30---40 words.七、Answer the following questions.（10%）

1.What do the shipping documents mainly include in a broad sense?

2.When should the seller send an advise to the buyer to make the amendment of L/C?

《商務英語寫作》考試試卷(B)

一、Multiple choices.(15%)1._____ these advantages we do not think there is any difficulty in pushing sale.A.With

B.Together with

C.Without

D.As 2.The goods are urgently needed.We ______ hope you will deliver them immediately.A.in the case

B.hence

C.therefore

D.for 3.The market report indicates there is ______ market in South America for about 40 tons a year.A.big

B.no

C.a

D.the 4.Thanks to the ______ work of our sales department, your last consignment has been all sold out.A.acceptable

B.reasonable

C.outstanding

D.tolerable 5.______ our general agent, you would also have to look after the advertising.A.To be

B.As

C.Being

D.For 6.The brochure covers a wide range of products we ______.A.deal with

B.deal in

C.hand in

D.hand over 7.The goods have been dispatched and the shipping documents ______ consignment are with us.A.for

B.of

C.with

D.to 8.If you are interested, we will send you a sample lot ______ charge.A.within

B.for

C.with

D.free of 9.The exhibition has ______ to offer that you will find interesting.A.many

B.much

C.many a

D.more 10.Our market survey informs us that you are achieving great success ______ our chemical products.A.on

B.to

C.at

D.with 11.We are glad to receive your order of yesterday, ______ regret that we cannot supply ______ the end of May.A.but, by

B.and, by

C.but, for

D.and, for 12.Mr.Brown decided that our estimate was ______ and asked us to begin work as from 1 January.A.delinquent

B.managerial

C.unfortunate

D.acceptable 13.We confirm that we agree ______ your suggestions made in our last letter.A.to

B.on

C.with

D.that 14.Whenever the price, time of shipment, payment terms, etc.are agreed ______, a transaction is concluded.A.with

B.on

C.to

D.that 15.The charges will be ______ by Asian Co.and us.A.heavy

B.borne

C.small

D.settled

二、Translate the following letter into Chinese.(15%)Dear Sirs，In regard to the first shipment against our Contract No.1234, we wrote you on 7th this month, informing you that part of the goods was not in conformity with the contracted specifications.We requested you to give us explanations and advise us how you would deal with the matter, but up to now we have not yet received any reply.So we regret to say that we can’t bind ourselves to accept the second lot of goods.We have to request that you should postpone the shipment of the goods for the time being.It goes without saying that we have no obligations whatever in this matter.We are looking forward to your reply.Yours faithfully，三、Fill in the blanks with suitable prepositions.(10%)

Dear Sirs

We thank you for your letter of 20 May, 1999 and can confirm that we are still offering our range

luxury foods

the prices quoted

our initial offer to you.We understand your concern

packing, and can assure you that we take every possible precaution to ensure that our products reach our customers all over the world

prime condition.For your information, “Ariel” caviar is packed as follows:

Each jar is wrapped in tissue paper 6

being placed in its individual decorative cardboard box.The boxes are then packed

strong cardboard cartons, twelve

a carton, separated

each other

corrugated paper dividers.The cartons are then packed

strong wooden crates.Since the crates are specially made to hold twenty-four cartons, these is no danger

movement

them.In addition, the crates are lined

waterproof, airtight material.The lids are secured

nailing, and the crates are strapped

metal bands.In the case

consignments being sent to you, transshipment at Buenos Aires will be necessary, so each case will be marked

details required by the Argentinian authorities, as well as

your own mark, details

weight, etc., and symbols representing the following warnings and directions: USE NO HOOKS!STOW AWAY FROM HEAT!THIS SIDE UP, and DO NOT DROP.We hope this has answered your questions, and look forward to receiving orders from you.Yours faithfully，四、Translate the following sentences into English.(20%)

1.謝謝貴方二月十四日抱盤。我們對貴方價格和質量感到滿意，現寄上定單一張，訂購下列商品。

2.你方訂貨的裝船時間迫近，但尚未收到有關的信用證，請你盡力將信用證在本月底以前寄到我方，以便按期裝船。

3.我方已采取措施改進包裝，確信今后的交貨將使你方完全滿意。4．貨物的保險將由我方以CIF價的110%投保。如果要求附加險，額外保險費將由買方負擔。5.對蒙受的損失，我們要求賠償460美元。

五、Letter Writing（20%）

Messrs.Westcott & Co.complain that 500 tins of condensed milk ordered by them arrived dented and punctured;they attribute the damage to defective packing and emphasize the need for greater care.Write a letter of about 100 words on behalf of Westcott & Co.to the above effect.六、Writing（10%）

You are the manager of an inquiry company.A new employee, John Anderson, is joining your company on 12, August.*Write a short memo to your office administrator.*Saying who is starting work and when.*Telling him what John Anderson’s job will be.*Suggesting where John Anderson’s desk should be put.*Write 30---40 words.七、Answer the following questions.（10%）

1.What do the shipping documents mainly include in a broad sense? 2．When should the seller send an advise to the buyer to make the amendment of L/C?

第五篇：體驗商務英語第十三單元翻譯

第十三單元

從利物浦到東京

Boodle & Dunthorne 是一家珠寶制造和零售商。Joloda 制造卡車裝貨設備。兩家公

司總部都在英國利物浦。首席執行官為 Martin Wainwright(Boodle & Dunthorne)和Wainwright Kordel（Joloda）。

1.為重要的文化和語言差異做好準備。這點貌似非常明顯，但仍有一些人在日本卻不雇傭一名能夠同時解釋傳統和文化的優質翻譯而試圖勉強應付過去。

2.利用高層的人際關系。這比利用價格更為重要。本人出席至關重要。在Joloda公司對日銷售的十年之后，最近才引進了一名新的銷售員。Wainwright表示在日本的國家貿易展覽會上的定期展覽對其目標部門建立概評非常重要。

3.耐心取得回報。在成功獲得一個訂單之前可能要奔波數次。Boodle & Dunthorne在開始工作之前花費了大約16個月而Wainwright在得到一個訂單之前花費了40，000英鎊。他曾經從一個貿易展覽上返回英國并打算就此結束，但就在這時，與他一起本打算第二天收工的銷售經理接到三天以后與三井公司會面的電話。Boodle & Dunthorne迅速地獲得成功。

4.避免中間人從而縮短交貨時間。Joloda 在日本有一個代理商，但這能夠縮短配銷鏈從而提供更快的服務。Boodle & Dunthorne 雇傭了一位頂尖設計Rebecca Hawkins，并自主制造珠寶，從而提供了具有原創設計的快速直接的服務。

5.使用當地貨幣報價。你的銀行應能夠為你提供幫助，如果它做不到的話，換一家銀行。

6.方言、氣候和文化有許多變體。比如從大阪到東京，你可能需要不同的銷售商和不同的翻譯。這是由于你在東京的人完全不可能有合適的聯系網絡。

7.重點強調你的產品的原產國。根據Wainwright和Kordel的說法，英國被看做是精巧、古典但充滿歷史的代名詞。不論你銷售的是珠寶或是工程產品，強調你的產品中的任何手工藝以及你所在城市的文化遺產。

8.鍛煉你的直覺。Wainwright和Kordel 表示禮貌的文化會避免日本客人表達出厭惡和不滿。Wainwright說，如果他們造訪英國，記住不經常享用大餐或過多的肉類。去吃魚更為穩妥。

9.有些Joloda的顧客是來自不熟悉西方文化的地區。Kordel建議這種顧客對英國的造訪應從始至終收到監督指導并由翻譯陪同。

10.贈送禮物。Kordel說：“日本人喜歡送出和接受精美的禮物。”Wainwright 同樣表示：“身份地位是非常重要的，所以那些名牌最受歡迎。然而，重要的不是禮物的價值，而是禮物是由你贈送的這個事實。”