Chapter 3
Learning Aims
学完本章，学生应能：
1．根据不同的潜在客户分清具体询盘与一般询盘；
2．熟悉询价单、报价单以及价目表；
3．提高还盘处理能力；
4．掌握商务谈判的信件的结构以及相关术语和表达方式；
5．熟悉一些工艺品的名称；
6．学会分析案例，并撰写商务谈判的信函。
Background Information
国际商务谈判，作为商务活动中必不可少的一部分，包括4个基本环节，即询盘、发盘、还盘和接受。
询盘是商务洽谈中真正的第一步，往往由进口商作出，向出口商询问具体商品的详细信息，尤其是价格信息，但对双方没有约束力。写询盘信时应遵循以下原则：①信的开头应告诉收信人你进行询盘的信息来源，如你是如何得知其公司名称或产品的、你的身份是什么。②注重礼貌、简短、切中要点，但切勿使用过分客套、谦卑的言词。③具体说明所要问询的内容。
报盘也叫报价，是出口商将某种产品按一定的交易条件向进口商表达成交的愿望。发出报盘的人称为报盘人，而接受报盘者叫受盘人。报盘可分为两种：实盘和虚盘。报盘信通常包括以下内容：①如果买方发出询盘，应对其表示感谢。②商品名称、质量、数量及规格。
③价格条款、折扣、佣金和付款条件。④包装方式及交货日期。⑤报盘（对于实盘而言）的有效期。
还盘是在双方为签订合同而进行的谈判期间，一方对另一方的前一报盘作出的反应。还盘意味着自动拒绝前一报盘。它往往包含以下各点：①对报盘人表示感谢。②对不能接受报盘表示遗憾。③说明不能接受的理由。④进行还盘。⑤敦促受盘人接受还盘。
接受是谈判中的最后一个环节，是受盘人在报盘有效期内无条件地接受报盘所有条件的行为。
Letter 1
Letter 2
塞缪尔·陈Letter 3
Letter 4
Letter 5
Letter 6
Letter 7
Letter 8
Letter 9
Letter 10
Letter 12
Letter 13
Exercises
I. Fill in the appropriate words.
1. buyers; sellers; offer; written; for; relations; in
2. price; on
3. step; as follows
4. declining; acceptance
5. quote
6. With
7. for; at
8. At; in/of
9. to; confirmation
10. exception; discount
11. with; for
12. in
13. with
14. trial; response
15. appreciative
II. Choose the best answer.
1. D
2. A
3. D
4. C
5. D
6. A
7. A
8. A
9. C 10. D
11 A 12. C 13. B
III. Translate the following into Chinese.
1．如你方报价具有竞争性且交货期合适，我方将很高兴向你方订货。
2．希望向我公司报具有竞争性的机绣枕套利物浦到岸价。
3．如蒙报干果花最低价，将非常感谢。
4．现报盘如下，（此盘）以贵公司在9月24日前答复有效。
5．贵公司还盘价与现行市场价不合。
6．顺告通知，由于外汇市场波动，报价变动不会提前告知。
7．为了达到你们的目标价，建议你们采用替代品，其质量与你方指定的产品非常接近。
8．你方关于印花被套的报价可以接受，但是我们无法接受即期信用证的付款方式，因为成本太高。
IV. Translate the following into English.
1. We regret that your counter-offer is not acceptable, as the price we quoted leaves up very little
margin of profit.
2. Samples and quotations at favorable prices will be immediately sent to you upon receipt of your
specific enquiry.
3. We desire some sample of your products in order to acquaint ourselves with the material and
workmanship before we place a large order with you.
4. We might add here that，owing to heavy demand，our offer remains firm until January 10, and
that there is little likelihood of the goods remaining unsold once this particular offer has lapsed.
5. There is no possibility of getting business done unless you reduce your price by 3%．
6. We take pleasure in offering you the following goods.
7. After carefully calculating the price again, we decide to make a further concession of 2 USD per
yard, in the hope that this would expedite your order.
8. Taking into consideration our friendly business relations, we would exceptionally comply with
your request. However, this should not be taken as a precedent in future.
V. Letter writing.
Offer
Counter-offer
BEC商务英语高级真题及答案(5) In the last few years, managers throughout industry have seen more changes than many of them could have expected to see in their entire working lives having to communicate information which often leads to feelings of insecurity has become a key activity. From being regarded as relatively unimportant in many companies , management employee communication has become a central corporate need. Concordia International provides a good example of a company that has adjusted well to the changing needs for communication . since 1995 , Concordia has been turned inside-out and upside-down, to ensure that it is a marketing –led, customer-responsive business, one that looks outwards at customers and competitors, rather than inwards at its own processes and the way things were done in the past. In the last eight years, Concordia has reduced its workforce by more than 80.000 people - or 35% -on a voluntary basis, with further downsizing anticipated. From being an engineering company, Concordia is now remaking itself as a service company. The role of employee communication in such a context is to build people’s self-confidence, to persuade them that, although it is inevitable that the changes will go ahead, they also bring with them new opportunities for employees. However, this is not an easy task. People tend to be skeptical of these claims and to feel that they are losing touch with the company they have worked for over many years. This is understandable, since many of the old certainties are being swept away , including the core activities of the company they work for. Above all , they have had to face up to the fact that they no longer have a job for life. Research indicates that people respond to this predicament in a variety of ways. The bulk of employees fall into two main categories in terms of their response to the
国家开放大学《商务英语3》形考任务（单元测试1）参考 答案 一、选择填空，从A、B、C三个选项中选出一个能填入空白处的最佳选项。（每题10分） 1、—Why did you choose our company? —__________________________ A. Please speak up a little bit. B. I'm afraid I can't understand you. C. Sorry, I didn't catch that. Would you say it again? 2、—Can you show me the schedule? —__________________________. A. You won't miss the plane B. Sure, a tight schedule as usual C. Don't worry. I can help you with that 3、I was __________ devising sales strategies and targets for the West Region. A. responsible with B. responsible for C. responsible in 4、The following hints may help you stay energized, or at least ___________ until you can make the time for rest. A. get you going
B. get you go C. get you gone 5、I led and _________a sales team of 20 people. A. suggested B. motivated C. moved 6、Good manners may be varied ________cultural backgrounds. A. since B. because C. due to 7、Is ________ possible to take a 10-minute break during the meeting tomorrow morning? A. now B. that C. it 8、—You need to pay a visit to our important customers from Chamberlain Automation Systems Company in Washington. —_____________________________ A. Sorry, can you repeat the name of the company? B. Can't you repeat the name of the company? C. What's the name of the company? 9、—Morning, Maggie. Could you talk briefly about your career
商务英语试题 I.Translate the following terms into English (30%): 1) 兼并 2) 商业周期 3) 上市公司 4) 泡沫经济 5) 股份 6) 欧洲债券市场 7) 审计 8) 贸易壁垒 9) 进口（贸易中） 10)出口（贸易中） II.Translate the following terms into Chinese(30%): 1) EU 2) VC 3) promotion policy 4) marketing environment 5) bank statement 6) venture capital 7) buyer behavior 8) market segment 9) liquid investment 10) trade union
III.Read the article and choose one best answer to each of the following multiple choice questions according to the article ( 40%): New Economy As America emerges from what may be the shortest economic slump in memory, there is increasing evidence that New Economy factors---- including high productivity rates, better inventory management, more flexible labor markets, and a greater share of jobs in the service sector ---- were in fact responsible for the brevity of the slowdown. As the remarkable US expansion of the 1990s appears to be continuing, the New Economy seems to have passed the first real test of its resiliency. And the structural changes being driven by the New Economy have not receded or been impeded by the changes of the last year; rather, they are as strong as ever. As these structural changes continue to sweep through our national economy, they are restructuring and reshaping the 50 state economies. In 1999, at the height of the New Economy euphoria, PPI released its first State New Economy Index, which included 17 indicators to measure the degree to which state economies were structured and operated according to the tenets of the New Economy. In 2002, after the New Economy has proved itself and is being viewed by most with a more careful and realistic eye, PPI’s 2002 State index uses 21 economic indicators to measure these differences and ass ess states’ progress as they adapt to the new economic order. With these indicators as a frame of reference, the report then outlines a state-level public policy framework aimed at boosting the incomes of all Americans. While in 1999 many thought that the New Economy changed everything (including the need for companies to make a profit), in 2001 many scoffed at it as simply a flash in the pan or, worse, a myth spun by an over-imaginative media. Many questioned if after the superb economic performance of the 1990s we were doomed to return to the dismal days of the later 1970s and 1980s. The reality is that the New Economy was neither an epochal and dizzying transformation nor a slogan generated by some dot-com companies looking to inflate their IPO prices. Rather it was and is the kind of profound transformation of all industries that happens perhaps twice ina century. Such a change is equivalent in scope and depth to the rise of the manufacturing economy in the 1890s and the emergence of the mass-production, corporate economy in the 1940s and 1950s. As we pass through one of those groundswells that regularly but infrequently reshape the economy (and society) from top to bottom, there will be occasional bumps along the way---- like the recent economic downturn---- but these are the negative phrases within what we can expect to be a much longer growth period.
2014 春 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 subsidiaries in the other countries and make them into local companies.And setting up new companies means the transferring of technology and capital.When referring 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 difficult to say absolutely global companies do more harm or do more good.It obviously that global companies give us much cheaper and 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 culture is also disappear 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 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 uncertainty.But if there are some discount or free-trying,I’d like to have a try. For a company which wants to create brand awareness,I have some suggestions.Firstly it’s necessary to make a product recognise. Secondly,the company should associate with specific quality with his brand.Thirdly,forming a customer loyalty is important for a company. 3．What is important when arranging a business trip abroad ?Type of transport ?Accommodation ?Contact person I think when arranging a business trip abroad there are three things to consider. First, you must choose the type of transport. As overseas travels involve long distances, the plane is the best choice for reaching your destination rapidly. Secondly, you should also consider what accommodation best suits your purposes. Choosing a hotel with all modern conveniences and communication facilities will help you accomplish your tasks much better. Lastly, you should have a contact person who has important local connections and up-to-date local business information. 4．Do you think that the advertising practices described below are acceptable Why ?Using children in advertisements ?Using film stars in advertisements ?Promoting alcohol on TV ?Comparing your products to your competitors’ products 孩子：When the children's minds are not fully mature, parents are keen to cultivate children's talent ,practicing courage to help them grow better. But sometimes the situation is that kids do not necessarily very keen on this, some children may not have extraordinary talent. And also in the growth process, the psychological gap can not be avoided. 名人：弊端Celebrity endorsement ads make compelling product.Celebrity endorsement advertising can deepen people's perception of the brand. Increase sales by star.好处:Star negative information affects the consumers for the product choice; celebrity endorsements make false advertising for fame and wealth; Celebrity endorsements misled consumers, make consumers los when choosing goods. 电视宣传酒精：On behalf of the Chinese splendid culture. Chinese wine has a long history of wine as a special drink which witnessed the rise and fall of a dynasty.Moderate amounts of wine is beneficial to the health of the body, but drinking too much can lead to serious consequences, such as drunk driving.
★绝密·考试前严禁任何人翻阅 全国外经贸从业人员考试 国际商务英语等级考试（初级） 试题册 考试时间： 2014 年 5 月 31 日09:30-11:30 ※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※※ 考生姓名： 准考证号： 考点（考区）： 注意事项 （答一、考生将姓名、身份证号、考试项目、考点（考区）、准考证号填涂在试题册及答题卡 题纸）相应位置。 二、考生在规定考试时间内做完试题册上的试题，并将答案填涂在答题卡（答题纸）相应 位置，写在试题册上的答案一律无效。全部答题时间为120 分钟。 三、考生在答题卡上作答时，切忌超出答题区域。如因超出区域作答导致答题卡失效，由 考生个人负责。客观题按题号顺序进行填涂，主观题在每题左上角写清题号按顺序作 答。凡因题号不清导致考试成绩有误，由考生个人负责。 四、考生不得将试题册、答题卡（答题纸）带出考场。考试结束，监考员收卷后考生方可 离开考场。 五、考生注意对自己的答案保密。若被抄袭，一经发现，后果自负。
★ 请将答案写在答题卡上，答案写在试卷上无效。 一、客观题（本大题有60 小题，每小题 1 分，共 60 分） [1-20] Listening: 20%（听力，20分） Section A Directions: Listen to the following dialogue and choose the correct word or words to fill each gap from A,B,C or D. This section accounts for 5 points. Each question will be read twice. Mike: It would be nice to see you again, Mary. Are you free on Sunday evening? Mary: I ’m sorry, I ’m not. I ’ve got to visit my aunt1. Mike: Oh, that s’a pity. Monday ’s difficult for me. What about Tuesday evening? Mart: Tuesday ’s bad for me as well. I ’ve got to go to a meeting. Mike: Wednesday then? Mary: No, Wednesday’s out for me, I’m afraid. I ’ve got to 2 and do some work. I really must. Mike: Oh, that ’s a shame. Well, I can’t 3Thursday. What about Friday? Mary: I ’m4sorry. I’ve got to go out for dinner on Friday. Mike: Have you got to? Can ’tyou get out of it? Mary: I ’m afraid not. I ’ve simply got to go. Mike: Well, it looks as if we’ll have to wait till next week then. Mary: Yes, I ’m sorry, Mike. Look, I must go now. I have to meet Lisa in ten minutes. Ring me next week 5 . Mike: Fine. Try and keep an evening free for me. 1． A. in the hospital B. in hospital C. in hotel D. in hostel 2． A. stay in B. staying C. stay D. sleep 3． A. make that B. make this C. make D. make it 4． A. outright B. awfully C. really D. totally 5． A. some time B. sometimes C. sometime D. some times Section B Directions: Listen to the following passage and choose the correct word or words to fill each gap from A,B,C or D. This section accounts for 5 points. Each question will be read twice. For international investors, the decision to invest in a foreign country, whether to establish or 6 a plant or a sales network, or to purchase stocks or bonds, is a difficult one. Before they make the decision to invest abroad, international investors will have to make sure that the
Unit5 一、选择填空，从A、B、C三个选项中选出一个能填入空白处的最佳选项。（每题10分）1、— May I suggest the sales start on or about October 1? — .A. What do you mean? B. Isn't it a very new idea here in this city? C. Great. We can start to prepare for the big event. 答案：C 解析：本题考核“提出建议”和“表达赞同”的交际用语。提出建议的时候，可以使用may I suggest, you had better, why don't you等；表达赞同可以说I agree with you, great，you said it，it's a good idea，great…等，所以答案是C。2、— What kind of music are you going to have in the background? — Light ones. . A. I have a totally different idea. B. It makes the audience feel comfortable. C. I think we can run billboard advertising. 答案：B解析：本题考核“what 提问的细节提问”的交际用语，需要直截了当有针对性地给予回应。题干中，给出了 Light ones, 表示“轻音乐”。三个选项只有选项B（它给人以舒适的感觉）符合语境，所以答案是B。 3、They have signed the _______ to export textiles. A. content B. contract C. contact 答案：B 解析：名词content意为“内容”；contract意为“合同”，contact 意为“接触”。句子的谓语动词是sign“签订”，宾语应为“合同”，所以答案是B。 4、We will _____ an order with your company for digital cameras. A. reserve B. book C. place 答案：C 解析：本题考查动词place与order的搭配。reserve意为“预定（桌子）”，如reserve a table 订桌子；book 意为“预定”（票），如book a ticket 订票；place an order 是个固定搭配，意为“订购，下单”；故选择C。 5、We usually keep a large supply _______ stock. A. at B. on C. in 答案：A 解析：介词短语in stock是个固定搭配，意为“有现货”；选项B和C是错误搭配，所以答案是A。 二、阅读理解（每题10分） 阅读下面的文章，根据文章内容判断文章后的句子是正确（T）还是错误（F）。 There are eight traditional functions of marketing:
1 Match a word from A and B and complete sentences 1─10. Use each word from A twice. product. 2 Market research showed very good potential for marketing the magazine to executives in the age range 25─35. 3 A consumer profile is simply a description of a typical customer. 4 Our company has established its brand name through a multi-million multi-media advertising campaign 5 The introduction of a product to the market is called the product launch. 6 Family and friends are a major factor in consumer behavior. They really influence what people buy, where and how. 7 A market segment is a group of customers of similar age and income level. 8 I don’t think cutting our advertising budget by half is a good idea. Our campaigns are highly successful and always generate huge profits in the long term. 9 Our representatives are under a lot of pressure to meet their sales targets. 10 I’m afraid I can only make a pessimistic sales forecast for February and March. Language Review: Questions 2 Re-order the words to make questions. 1 much advertising do how on spend you ? How much do you spend on advertising? 12 does endorsement mean what ?What does endorsement mean? 13 strengths and are company’s weaknesses what your ? What are your company’s strengths and weaknesses? 14 range did extend product their they when ? When did they extend their product range? 15 is team leading sales who your ? Who is leading your sales team? 3 Complete each question with an appropriate word. 16 __Did________ your market share increase last year? 17 ___What_______ kind of products do footballers endorse? 18 ____Are______ they doing any market research at the moment? 19 _Which_________ of these two products is more successful? 20 ____Have______ you met our new manager?
1：—D o you have any suggest ions about it? 答案：After I read it in detai l,I wi l l te l l you m y opinion. 2：—Hi Bob,I’d l ike to congratulate you on the progress of Beihai project. 答案：Thank you,John.I t is real ly an interest ing project. 3：—Let m e sho w you ho w to use the printer. 答案：Thanks for your help. 4：—Mr.Taylor,this is the project plan you asked m e to m ake last w eek. 答案：Sure.That’s a quick job. 5：—W o uld you please let m e kno w so m ething m ore about the project? 答案：O K,I have div ided m y report into three parts,the f i rst part is an overview of the project. 6：Actual ly,buyers are the group of people 答案：who w a nt to buy certain goo ds or services. 7：I have f in ished 答案：reading 8：I hope our plan wi l l 答案：be approved 9：I’m sure you can 答案：stra ighten your project plan. by the board. things out. 10：It see ms that the ne w project in Nanj ing wi l l be even 答案：better than your current project. 11：M arkets are the syste m that 答案：br idges so m e people’s de m a n ds and som e other people’s 12：N o w,we have enlarged and 答案：consol idated our do m est ic market and European m arket. 13：Prices m ay change quickly i f supply or de m a n d 答案：changes . 14：So m eti mes buyers only purchase so m e 答案：assets ,tangible or intangible. 15：The third part is the 答案：expected results. 二、翻译：从以下A、B、C三个选项中选出与英文最适合的中文翻译。 1.No proble m,I wi l l handle it for you.{A;B;C} 答案：子问题1：C;子问题2：A;子问题3：B;子问题4：A;子问题5：C 二、听力理解：请听下面的对话，根据对话内容进行判断，正确为T，错误为F。 1.In the conversat ion Bob and John talk about three projects in total.{T;F} 答案：子问题1：T;子问题2：F;子问题3：F;子问题4：T;子问题5：T 二、阅读理解：阅读下面的短文，根据文章内容从A、B、C三个选项中选出一个最佳选项。 C U ST O M E R REFERR AL 答案：子问题1：C;子问题2：A;子问题3：C;子问题4：B;子问题5：B 二、阅读理解：阅读下面的短文，根据文章内容从A、B、C三个选项中选出一个最佳选项。 You m ay get consu m ers w h o want very high qual i ty serv ices sat isf i ed,but at a higher pr ice. 答案：子问题1：A;子问题2：C;子问题3：A;子问题4：B;子问题5：B 二、阅读理解：阅读下面的对话，选择合适的内容将对话补充完整。 JO H N:It see ms that the ne w project in Nanj ing wi l l be even better than your current project.... 答案：子问题1：C;子问题2：D;子问题3：E;子问题4：A;子问题5：B
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2014 春 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 subsidiaries in the other countries and make them into local companies.And setting up new companies means the transferring of technology and capital.When referring 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 difficult to say absolutely global companies do more harm or do more good.It obviously that global companies give us much cheaper and 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 culture is also disappear 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 put some unhealthy addition ,which may have a bad influence on my health.But when I choose cloths ,I think style and quality are