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《国际商务函电》期末考试试卷附答案Part Ⅰ 单项选择题（本大题共15小题，每小题4分，共60分）1. We have ____ a provisional agreement on technical cooperation.A. been interesting inB. entered intoC. interested inD. entering into2. We wish to offer you the new “Rose” paint we have ____ to the trade.A. givenB. recommendedC. introducedD. reported3. The purpose of a sales letter is to ____the prospective customer’s interest.A. encourageB. arouseC. attractD. secure4. We think much regret that we fail to complete the work ____the agreed contract time.A. forB. byC. toD. towards5. For ____ commodities as oil, sand and timber, rail transportation is cheaper than road transportation.A. unpackedB. large quantities ofC. unpackagedD. bulk6. Our _________ of sales are as shown.A. terms and conditionsB. termination and conditioningC. term and conditionD. terminations and conditionings7. We confirm ____ your S/C dated Feb. 23, 2009.A. have receivedB. having receivedC. had receivingD. having receiving8. A letter of credit would __ the cost of our imports.A. reduceB. raiseC. growD. drop9. Your terms are _____, so both of us are _____.A. satisfying, satisfyingB. satisfied, satisfiedC. satisfactory, satisfiedD. satisfied, satisfying10. Our client has agreed to _____shipment date of their L/C to August 30.A. enlargeB. expandC. expectD. extend11. Your terms are______, so both of us are ______.A satisfying, satisfyingB satisfied, satisfiedC satisfactory, satisfiedD satisfied, satisfying12. Our offer can only remain ______for three days.A. openedB. non-firmC. invalidD. valid13. We can hardly ______an agreement with you since your quotation is ______ to us.A. reach, acceptedB. reach, unacceptableC. arrive, acceptingD. arrive, acceptable14. The machines were shipped two weeks ago and ______you by now.A. should have reachedB. have reachedC. should reachD. shall reach15. We suggested that you ______ the matter and let us know your final decision.A. reconsidersB. reconsiderC. reconsideredD. reconsideringPart Ⅰ 商务术语考查（本大题共2题，共30分）Task 1缩率语写全称（每题2分，共10分）1. Corp. ______________________2. Encls _______________________3. sight L/C ______________________4. kg. ____________________5. FCL __________________Task 2将下列短语其与对应的汉语意思进行搭配。
国际商务练习题一、单选题1.（A ）是指缔约一方现在和将来所给予任何第三方的一切特权、优待、利益及豁免，也同样给予缔约对方。
（1）.最惠国待遇（2）.国民待遇（3）.市场经济地位（4）.战略伙伴2（B）是指缔约一方保证缔约另一方的公民、企业和船舶在本国境内享受与本国公民、企业和船舶同等的待遇。
（1）.最惠国待遇（2）.国民待遇（3）.市场经济地位（4）.战略伙伴3在下列商业活动中，哪一笔属于国际商务活动（B）。
（1）,美国花旗银行上海浦东分行向美国花旗银行总行贷款（2）,美国花旗银行上海浦东分行向中国建设银行浦东分行贷款（3）,美国花旗银行上海浦东分行向美国城市银行上海浦东分行贷款（4）,美国花旗银行上海浦东分行向美国第一国民银行总行贷款4（B）是企业所特有的、能够经得起时间考验的、具有延展性，并且是竞争对手难以模仿的技术或能力。
（1）.竞争力（2）.核心竞争力（3）.国际竞争力（4）.表层竞争力5.企业通过自身要素的优化及与外部环境的交互作用，在有限的市场资源配置中占有相对优势，进而处于良性循环的可持续发展状态的能力( A )（1）.竞争力（2）.核心竞争力（3）.国际竞争力（4）.表层竞争力6.(C )是竞争力资产与竞争力国际化过程的统一。
（1）.竞争力（2）.核心竞争力（3）.国际竞争力（4）.表层竞争力7.企业通过一系列具体的策略和措施，使本企业成本与同行业其他企业成本相比很低的战略叫（C）（1）.差异化战略（2）.集中战略（3）. 成本领先战略（4）.低价倾销战略8企业采取一种集中的、为一组特定用户服务的战略是( B )A. A.差异化战略（2）.集中战略（3）. 成本领先战略（4）.低价倾销战略9.一些企业拥有或可以得到的那些外国企业不能获得的优势，如产品、技术、规模经济、市场等称之为（A）（1）.所有权优势（2）.区位优势（3）.内部化优势（4）.成本优势10某中国小家电企业，总资产50亿元，年销售额20亿元，雇员总数4万人；其中，国外资产5亿元，国外销售额4亿元，国外雇员2千人，该企业跨国化指数为( D)（1）.10% （2）.20% （3）.5% （4）.11.7%11. 在其他国家境内的本国律师事务所、银行分支机构提供的服务属于服务贸易中的（D）（1）. 境外消费（2）. 跨境提供（3）. 自然人流动（4）. 商业存在12．企业通过各种不同的方式，进口原料、材料或零件，利用本国的生产能力和技术，加工成成品后再出口，从而获得以外汇体现的附加价值，这一国际化方式称(C )（1）.一般贸易（2）.技术贸易（3）.加工贸易（4）.国际特许经营13某公司为东道国建造工厂或其他工程项目，一旦设计与建造工程完成，即将该工厂或项目所有权和管理权依合同完整地给对方，这一国际化方式称(D )。
2024年4月34国际商务大纲主要包括以下几个方面：一、考试目的本部分旨在测试考生对国际商务的基本概念、原理、规则和操作程序等方面的知识和能力，包括国际商务环境分析、国际商务组织、国际贸易、国际金融、国际投资、国际技术转让等方面的内容。
二、考试要求1. 掌握国际商务的基本概念、原理和规则；2. 熟悉国际商务环境，包括政治、经济、文化等方面的情况；3. 具备国际商务组织、贸易、投资、技术转让等方面的实际操作能力；4. 能够运用相关理论和方法分析解决国际商务实际问题。
三、考试内容1. 国际商务环境分析：包括政治、经济、文化等方面的基本情况，以及国际商务环境的变化对国际商务活动的影响；2. 国际商务组织：包括国际商务组织的类型、特点、组织结构、运作方式等方面的内容；3. 国际贸易：包括国际贸易的基本概念、贸易政策、贸易规则、贸易方式等方面的内容；4. 国际金融：包括国际金融市场、国际金融组织、国际货币体系等方面的内容；5. 国际投资：包括国际投资的概念、投资环境、投资方式、投资风险等方面的内容；6. 国际技术转让：包括技术转让的概念、方式、风险、知识产权等方面的内容。
四、考试形式考试形式为闭卷机考，考试时间为180分钟。
试卷题型为选择题、判断题和案例分析题等。
五、备考建议1. 全面掌握国际商务的基本概念和原理，熟悉相关的规则和操作程序；2. 关注国际商务环境的变化，了解相关政策和规则的变化对国际商务活动的影响；3. 注重实际操作能力的培养，多进行案例分析和模拟操作；4. 加强对国际贸易、国际金融、国际投资等领域的深入学习和理解；5. 注重平时的积累和总结，提高解题速度和准确性。
一．英译汉1. counter-signature 会签2. We are sending you our S/C Number 200 in duplicate.现特此寄上我方销售确认书第200号一式两份，其中一份请在签退后退回供我方存档。
3. Enclosed is our sales confirmation Number 35 in duplicate. Please sign a copy and return for our file.随函附上我方销售确认书35号一式两份。
请签署一份副本，并返回我们的文件。
4. Documentary L/C 跟单信用证5. Extension of L/C 信用证延期6. It appears that the stipulations in the L/C are not in agreement with the contract.We are cabling you this afternoon, asking you to amend the L/C to read:TRANSHIPMENT AND PARTSHIPMENTS ALLOWED7. The price fixed at a reasonable level. 价格固定在一个合理的水平。
8. The price has advanced considerably. 价格大幅上涨。
9. be not in a position to make any further reduction. 不能再次降价。
10. If it were not for the friendship between us, we would not have made affirm offer at such a low price. 如果不是为了我们之间的友谊，我们就不会以如此低的价格来确认报价。
11. As the market is weak at present, your quotation is unworkable.由于目前市场疲软，你方报价是行不通的。
LESSON 1 进/出口商自我介绍Specimen 1 An importer’s self-introductionDear Sirs,We have obtained your name and address from Fort Co., Ltd, and we are writing in the hope that you would be willing to establish business relations with us.We have been leading importers of casual shoes for many years. At present, we are interested in extending our range and would appreciate your catalogues and quotations.If your prices are competitive we would like to place a trial order with you.We look forward to your early reply.Yours faithfully,信件一敬启者:我们从伏特公司得知贵司商号与地址，特此来函，希望能同贵司发展商务关系。
多年来，本公司经营休闲鞋类进口生意，目前想扩展业务范围。
请惠寄商品目录与报价单。
如贵司产品价格有竞争力，本公司必定向你方试订。
恭候回音。
谨上Specimen 2 A letter From an ExporterDear Sir or Madam,Through the courtesy of Tokyo Chamber of Commerce and Industry, we are given to understand that you are one of the leading importers of textile products in your country. As this item falls within the scope of our business activities, we are writing to you with a keen desire to enter into business connections with you.We specialize in the exportation of Chinese textile products, such as Textiles Knitwear of Ladies’, Men’s, Children’s and Youth fashion, Sportswear and Jeans. We can also design and produce equipment and machines for textile. Our products are excellent in quality and reasonable in price.To give you a general idea of our business lines, we e nclose a copy of our export list, showing the main items now in supply and we hope that you would contact us if any item is of interest to you.We look forward to receiving your early reply, and assure you that your requirements will have our best and prompt attention.Yours faithfully,信件二敬启者:承蒙东京工商会的介绍,我们获悉你方是贵国最大的纺织品进口商之一。
国际商务英语函电国际商务英语函电--International Business Correspondence Chapter 1A Genneral Enquiry and Its Reply Dear Sirs,Your firm has been recommended to us by the Haier Electrics Company,with whom we have done business for many years.We are intrested in your slectric typewriters for use in offices and shall be glad if you will send us acopy of your illustrated catalogue and cuurent price list.We are awaiting your prompt reply.Yours sincerely Susan Bloc Manager(A Reply)Dear Ms.Bloc,We welcome you for your enquiry of Feb.1 and thank you for your interest in our commodities.We are enclosing some copies of our illustrated catalogues and aprice list giving the details you asked for.We trust that you will agree that our products and price appeal to the most selective buyer.And we also allow aproper discount according to the quantity ordered.Thank you again for your interest in our products.We are loking forward to your order and you may be assured that it will receive our prompt and careful attention.Yours trul y,Li Ming Export Manager Useful Expressions 1.As we are in the market for.,we should be pleased if you would send us your best quotations.我方意欲购买.，如能报最优价，不胜感激。
一．英译汉1. counter-signature 会签2. We are sending you our S/C Number 200 in duplicate.现特此寄上我方销售确认书第200号一式两份，其中一份请在签退后退回供我方存档。
3. Enclosed is our sales confirmation Number 35 in duplicate. Please sign a copy and return for our file.随函附上我方销售确认书35号一式两份。
请签署一份副本，并返回我们的文件。
4. Documentary L/C 跟单信用证5. Extension of L/C 信用证延期6. It appears that the stipulations in the L/C are not in agreement with the contract.We are cabling you this afternoon, asking you to amend the L/C to read:TRANSHIPMENT AND PARTSHIPMENTS ALLOWED7. The price fixed at a reasonable level. 价格固定在一个合理的水平。
8. The price has advanced considerably. 价格大幅上涨。
9. be not in a position to make any further reduction. 不能再次降价。
10. If it were not for the friendship between us, we would not have made affirm offer at such a low price. 如果不是为了我们之间的友谊，我们就不会以如此低的价格来确认报价。
11. As the market is weak at present, your quotation is unworkable.由于目前市场疲软，你方报价是行不通的。
12. shipping advice装船通知13. partial shipment分批装运14. initial orders初始订单15. Please quote your lowest price C.I.F. Singapore for each of the following items, inclusive of our 3% commission.请就下列每项货物向我方报成本加运费、保险费到新加坡的最低价格，其中包括我们百分之三的佣金。
16. It is stipulated by the contract that the seller should fax the shipping advice to the buyer upon making the consignment on board.根据合同规定，卖家需在装货入船前给买家发装船通知。
17. liquid funds流动资金18. D/A承兑交单19. CIF成本加保险费、运费20. Please quote your lowest price. 请报你方最低价21. remittance汇款22. date of delivery交货日期23. We accept your payment by sight draft, which will not be taken as precedent.我方接受你方即期汇款的付款方式，这并不是先例24. confirm supply of……at the prices stated in…… 确保……供应量，按……所述价格25. subject to 缴纳二．汉译英敬启者：兹告售货确认书2567和2568号项下货物将于近期备妥。
按上述售货确认书规定，货物应在五、六月间装运。
两周前我方曾发给你方一份传真，要求你们从速开立有关的信用证。
但我方非常失望，我方迄今尚未收到任何回复。
你方可能记得，我方在前信中提到过有关开证的下列事项：1. 载明详细内容的信用证应在装运月期前一个月到达我方。
2. 开证时，请确保信用证中的规定与我方的合同相符。
装运期临近。
我方必须指出，除非你方信用证在本月底前到达我处，否则我们将无法在规定的限期内装运。
Dear Sirs,We inform you that the goods under S/C No.2576 and 2568 will be ready for shipment. The goods should be shipped during May/June as stipulated in S/C. We sent you a fax two weeks ago requiring you to open the relative L/C without any delay reading.However, much to our disappointment that we have not received any reply up to the time of writing.You may remember clearly that we identified in our previous letter the following of L/C:1. The L/C in details should reach us one month earlier than the time of shipment.2. You ensure that the L/C should be strictly conform to the stipulation of our contractThe time of shipment is drawing near and we have to point out that we shall not in a position to make the shipment in due course unless your L/C reaches us before the end of this month.Yours faithfully,1、下列不属于装运期的规定方法是（D ）A.明确规定具体装运期限B.规定在收到信用证后若干天装运C.笼统规定近期装运D.规定在交货期若干天前装运2、在定程租船方式下，我国对装卸费的收取采用较为普遍的办法AA.船方不负担装卸费 C.船方只负担装货费而不负责卸货费B.船方负担装卸费 D.船方只负担卸货费而不负责装货费3、就卖方承担的费用而言，费用从高到低的排列应该是（B ）A FOB.CFR.CIFB CIF.CFR.FOBC FOB.CIF. CFBD CIF.FOB.CFR4、上海出口一台设备海运至新加坡，中方办理出关手续，外方办理进关手续，外商支付运费、保险费，适用的贸易术语是（ A ）A FOB上海B CIF新加坡C CFR 新加坡D CIF上海5、上下不超过5%6、海运加内河航运D7、（D ）does not have the normally accepted meaning, but means loss in the insurancebusiness.A.Partial lossB. Total lossC. CoverageD. Average8、Contracts must be renewed oe week (D )their expiration.A.onB. AgainstC. The moment ofD.before9、We find that there is no stipulation of transshipment( D )in the relative L/C.A.allowingB.which allowsC.which allowedD.being allowed10、Please see that your written confirmation (A) by the end of this month,otherwise we will befree from the obligation for this offer.A.reaches usB.will reach usC.reach usD.resched usFor letters making offer1. Expressing your thanks for the inquiry,if any(如果有对方的询盘，首先要向对对方的询盘表示感谢)。
We thank you for your inquiry of….and are pleased to quote as follows.Thank you for your inquiry and your interest in our products.Many thanks for your inquiry of…2. Making an offer. (Stating all the details of the goods and the main terms of transaction as requested)具体说明商品的名称，质量和规格，对价格，贸易术语，折扣，付款方式，包装和交货日期等做出详细规定。
We are enclosing our latest catalog and price last giving the details you asked for.Packing charges are included in the price , and we can make delivery whenever you wish.Please note our standard terms and conditions on the reverse side of the quotation.3. Indicating the period for which the offer is a firm offer, or remarking to the effect that the offer is made without engagement.写明发盘的有效期In view of our long-standing business relationship, we make you the following counter-offer. This offer is subject to your acceptance within 7daysThis offer is firm, subject to your reply reaching us before 5pm. September 28, our time. 4．Making favorable comments on the goods and the prices or drawing the customer’s attention to other products likely to interest the buyer(it is not necessary the case however) 表达与对方合作的愿望We are confident that you will find our products the finest on the market and considerably better than those of our competitors.The samples we sent will convince you of the excellent quality of our products.This is the best offer we can make and we believe that none of our competitors can be equal these terms.5．Expressing your hope for an order表达早日收到回复的愿望We are sure that these goods will meet your requirements, and we look forward to your first order.May we expect a trial from you while prices are greatly in your favor?We trust you will find our quotation satisfactory and look forward to receiving your order.Applying for L/C1. Asking a bank for the opening of an L/CPlease open an irrevocable letter of credit in the favor of………..We shall be very glad if you will arrange to issue an irrevocable L/C for the amount of … in favor of …2. Stating details of information in L/CThe L/C should state that transshipment is prohibited.Partial shipments are permitted because we can not supply all the goods you ordered at one time.Payment will be made against shipping documents.3. Enclosing the application form and expecting an early opening L/C.We enclose the application form for the L/C and would be glad if you can open the L/C as soon as possible.Please open the L/C as soon as possible.Advising the seller of the establishment of the L/C1. Referring to the goods, relative order or contract.We refer to your Contract Number…2. Stating that you have instructed a Bank to open a L/C, indicating the details of the L/C.We are glad to inform you that L/C Number …for the amount of … has been established in your favor through the…BankWe have opened an L/C in your favour through the......(bank)for an amount of......We have arranged with our bank to issue an L/C in your favor.3. Expecting an early shipment.Upon receipt of the above-mentioned L/C, please arrange shipment immediately as per the contracted date.Please advise us when the goods have been shipped.最后一个题请自行百度,题目是如何分析询盘并转化成订单,用中文作答,尽量不要与其他同学完全一样.下面答案仅供参考.1，你得分辨询盘的信息：是不是有针对性，询盘够不够专业。
