新编推销实务期末考试试卷

第一篇：新编推销实务期末考试试卷

新编推销实务期末考试试卷

一． 选择题（每小题2分共30分）

1、推销员小李向顾客推销完一种洗洁剂后又向顾客推荐公司新产品—口腔清新喷雾剂，这是使用的（）寻找顾客。

A、委任助手法

B、普访法

C、广告开拓法

D、现有顾客挖潜法

2、“亲戚朋友是生意的扶手棍”说的是寻找顾客方法中的（）。A、连锁法

B、缘故法

C、权威介绍法

D、委托助手法

3、寻找顾客的最基本的方法是（）。

A、逐户推销法

B、广告开拓法

C、连锁法

D、缘故法

4、在英国有一些经营日用小商品的商店,商品一律售价一英镑,你认为这类商店主要吸引以下那一类型的顾客()A 理智型 B 经济型 C 冲动型 D 从众型

5、推销人员问顾客：“您是要爱普生LQ-1600K还是要LQ-1800K呢？”他的方法是（）

A 请求成交法 B 选择成交法 C 谈判成交法 D 小点成交法

6、推销人员对推销对象的情况一无所知或知之甚少时，直接走访某一特定区域或基本一特定职业的所有个人或组织，以寻找准顾客的方法，被叫做（）。

A 卷地毯式访问法 B 链式引荐法 C 中心开花法 D 关系拓展法 E 个人观察法 F 委托助手法

7、假定成交法建立在（）的基础上。A 顾客不会买 B 顾客会购买 C 顾客不会主动购买 D 顾客有从众心理

8、顾客在购买过程中小心谨慎，斤斤计较，总希望获得更多的利益的顾客类型是（）。

A.干练型 B．防卫型 C.寻求答案型 D．软心肠型

9、推销员方格中，（9，1）型属于（）A、事不关己型 B、强行推销型 C、顾客导向型 D、解决问题导向型

10、推销工作的第一步是（）。

A.寻找顾客 B.接近顾客 C.约见顾客 D.推销洽谈

11、推销方格理论包括（）和（）。

A．推销方格 B.领导方格 C.管理方格 D.顾客方格

12、推销员除具备基本的思想、文化、身体外还有（）A 语言表达能力 B 心理素质 C 洞察能力 D 应变能力

13、自我介绍时不对的做法是（）A.先介绍再递名片； B.先递名片再做介绍；

C.初次见面介绍不宜超过2分钟

D.先介绍自己，再让对方介绍

14、“猎犬法”又称为（）

A．逐户推销法B.连锁介绍法 C.重要人物法D.委托助手法

15、客户说：“这种冰箱还可以，但坏了没有地方修。”这种异议是（）

A.价格异议 B.服务异议 C.质量异议 D.其它异议

二、判断题（每小题2分共20分）

1、一旦顾客进入店堂，营业员就应马上上前说服购买。（）

2、在顾客同意购买你的商品之前，就假定他已决定要购买，这样做属于强迫推销法。（）

3、利益接近法是指推销人员以一些小巧精致的礼品，赠送给顾客，进而和顾客认识并接近，借以达到接近顾客目的的一种方法。（）

4、每个推销人员在推销过程中必须自始至终的执行推销计划。（）

5、强调共同点是推销人员与顾客建立亲和力的有效途径（）

6、推销与营销在目的、手段、方式方法上都是一样的。（）

7、爱达模式的推销步骤首先是唤起顾客兴趣。（）

8、男士与女士握手时，应紧紧握手较长时间，以示尊重。（）

9、谈判过程中收到对方名片，应立即将名片放入口袋。（）

10、“FABE”中“A”的意思是“利益”。（）

三、名词解释（每题5分共20分）顾问式销售模式

委托助手法 “MAN”原则

假定成交法

四、简答题（每题5分共10分）

1、应该把握哪些成交的最佳时期。

2、常见的顾客异议类型有哪些？请任选两种类型的顾客异议，说明应该如何处理？

五、案例分析题

1、别具一格的接近法

“请将此函寄回本公司，即赠送古罗马银币。”

这是美国一家人寿保险公司的推销员寄给准顾客的一封信中所写的话。信发出后效果很好，公司不断收到回信。于是，推销员拿着古罗马银币，逐一拜访这些回函的准顾客：“我是xxx人寿保险公司的业务员，我把你需要的古罗马银币拿来给你。”对方面对这种希望得到的馈赠和免费的服务当然欢迎。一旦推销员进顾客的家门，就可以逐步将对方引入人寿保险的话题，开展推销行动。思考他论题： 这位推销员使用了什么形式的接近方法？利用了准顾客的一些什么心理？（4分）

2这位推销员所设计的接近方案有哪些缺陷？应如何克服这些缺陷？（6分）

2、客户：“你这个皮包设计的颜色非常棒，令人耳目一新，可惜啊，这个皮子的品质不是最好的。”

推销员：“您眼力真的特别好，这个皮料啊，的确不是最好的，若选最好皮料的话，这个价格可能就要比现在这个价格高出好几倍了。”

问题：（1）客户提出的异议是什么？（4分）

（2）推销员采用了什么处理异议的方法？这种方法使用时运用的条件和应注意的问题是什么？（6分）

第二篇：新编大学英语期末考试试卷

新编大学英语A2期末考试试卷

Part I Listening Comprehension(20%)Section A Directions: In this section, you will hear 10 short conversations.At the end of each conversation, a question will be asked about what was said.Both the conversation and the question will be spoken only once.After each question there will be a pause.During the pause, you must read the four choices marked A), B), C)and D), and decide which is the best answer.Then mark the corresponding letter on the Answer Sheet with a single line through the center.Section A.A.An advertisement B.A newspaper C.Their work D.A dream A.On foot B.By car C.By bus D.By bike A.Three B.Four C.Five D.Six A.The restaurant provides good food B.She enjoys her part-time job C.The restaurant offers cheap food D.There are several cooks in the restaurant.A.The movie was disappointing B.The movie was expensive to see.C.He wants to see the movie again.D.He should have seen the movie at home.A.$ 64 B.$ 86 C.$96 D.$140 A.To stay at home B.To go to bed immediately C.To see a movie D.To go to a party.A.Tom is unable to hear well.B.Tom didn’t say anything at the meeting.C.Tom doesn’t listen to him.D.Tom went out before the meeting was over.A.She bought something for her aunt.B.She was there only briefly.C.She missed it.D.She went to it on her way to the hospital.A.One hour and a half.B.Half an hour.C.45 minutes.D.40 minutes.Section B.Compound Dictation.Directions: In this section, you will hear a passage three times.During the first reading, you should listen carefully for a general idea of the whole passage.Then listen to the passage again.When the first part of the passage is being read, you should fill in the missing word during the pause at each blank.After listening to the second part of the passage you are required to write down the main points according to what you have just heard.Finally, when the passage is read the third time you can check what you have written.In many ___11___ of the world people clap hands to show that they like or __12___ of something.In the theater, at a concert, or at a football game, people ____13____ hands after they see something they like.In Russia the actors, ___14___, and athletes clap ____15_________ the audience.In most countries, however, the performers are happy to receive the applause.They don’t clap back to their fan.A very long time ago clapping meant the ___16____of what it means now.When people did not like an actor or a performer they clapped.They were trying to make as much noise as possible.They continued to clap until the actor left the ___17_____.At some time in history the ___18___of clapping changed.It became a compliment instead of an insult.Now when an audience wants to show great admiration for a performer, they not only clap but they ____19____.That is called a standing ovation.A standing ovation is the dream of every performer._________________20___________________________!Part Ⅱ Reading Comprehension(35 minutes)(40%)Directions: There are 4 passages in this part.Each passage is followed by some questions or unfinished statements.For each of them there are four choices marked A), B), C)and D).You should decide on the best choice and mark the corresponding letter on the Answer Sheet with a single line through the center.Passage One Questions 21 to 25 are based on the following passage.Joseph Weizenbaum，professor of computer science at MIT, thinks that the sense of power over the machine ultimately corrupts the computer hacker(黑客)and makes him into a not very desirable sort of programmer.The hackers are so involved with designing their programs, making it more and more complex and bending it to their hill, that they don’t bother trying to make it understandable to other users.They rarely keep recorders of their programs for the benefit of others, and they take rarely time to understand why a problem occurred.Computer science teachers say they can usually pick out the prospective hackers in their courses because these students make their homework assignments more complex than they need to be.Rather than using the simplest and most direct method, they take joy in adding extra steps just to prove their ingenuity.But perhaps those hackers know something that we don’t about the shape of things to come.“ That hacker who had to be literally dragged off his chair at MIT is now a multi-millionaire of the computer industry,” says MIT Professor Michael Dertouzos.“ And two former hackers became the founders of the highly successful Apple home computer company.”

When seen in this light, the hacker phenomenon may not be so strange after all.If, as many psychiatrists say, play is really the basis for all human activity, then the hacker games are really the preparation for future developments.Sherry Turkle, a professor of sociology at MIT, points out that the computer, because it seems to us to be so “ intelligent”, so “capable”, so “human”, affects the way we think about ourselves and our ideas about what we are.She says that computers and computer toys already play an important role in children’s efforts to develop an identity by allowing them to test ideas about what is alive and what is not.21.The Passage tells about_____.what has caused the emergence of computer hackers the strange behavior of the computer hackers the importance of bringing up computer hackers different opinions concerning the hacker phenomenon 22.Professor Weizenbaum believes the hackers’ strange behavior is caused by_____.their deliberate attempts to make their problems complex and impracticable their incompetence in making new computer programmes their ignorance of the responsibility they should assume their strong desire to control the computer 23.In Professor Bertouzos’ opinion, which of the following is true?___ The hackers are likely to be very successful business man.Only a few hackers will be successful in their later life.The hackers probably have better insight into the future than other people.The computer industry will certainly make the hackers millionaires.24.The phrase“to develop an identity”(Line7, Para.4)probably means_________.to cultivate creativity to seek an answer to become distinguished to form a habit 25.The passage tries to convey to its readers the idea that______.perhaps the hacker phenomenon is a welcome development the computer hackers are the hope of the computer industry.The computer hackers could be useful if under proper guidance The hackers may prove indispensable to the computer industry.Passage Two Questions 26 to 30 are based on the following passage.Within about 50 million years, one of the mammals that lives in a marine environment, the whale, has developed into the largest of all animals forms.However, at least for the last 150 years, trouble has closed in on whales from humans.Whales have been hunted since about the eleventh century.Certain types of whales have been hunted too much.Recently, their number has been reduced so greatly that they are in danger of becoming extinct.People are worried about the fact that the number of whales is getting smaller and smaller.They are working to save them.There are reasons why people want to protect the whales.One reason is that whales help to keep a balance between plants and animals.People have been throwing their wastes into the oceans and seas, and these wastes increase the amount of salt in ocean and seawater.The increased salt helps some plants and some very small creatures to grow but these plants and small creatures are harmful to fish.However, whales are eating large numbers of plants and animals that grow in very salty water.In this way, whales are doing a good job as they keep the ocean water clean enough for the fish.In addition, because fish supply necessary food for many people, whales become our good friends which we want to save.Some people are now working to save whales by using the law.They hold meeting to ask fishermen to reduce the number of whales which can be killed in a year.They also work within countries to persuade law makers to make whaling against the law and to make the use of whale products against the law too.Now this struggle to save whales is going on in many places in the world.Some governments will not let people sell whale products in their countries.Other governments have changed the law about whaling.Many people believe that since the number of whales is regarded as a serious world problem, the remaining whales will be saved.26.The passage mainly discussed ________.the protection of whales the strange behaviors of whales the mysterious life of whales the advantages of too many whales 27.From the passage we know that during the last 150 years humans have______.returned to nature learned how to swim threatened the existence of some marine mammals begun to harvest certain plants from the ocean as food 28.According to the passage, certain kinds of whales will soon _______.kill most of the plants and small creatures find some other places to live in die out die from pollution 29.Salt in the oceans usually ______.decreases the plants which are harmful to fish gets rid of harmful plants and creatures removes the wastes thrown into them increases the plants and small creatures that do harm to fish 30.Whales are helpful to humans because______.they eat a large quantity of plants and creatures harmful to fish they make the oceans more and more salty they often save sailors lost in a storm they can communicate with humans Passage Three Questions 31 to 35 are based on the following passage.What should you think about in trying to find your career? You are probably better at some school subjects than others.These may show strengths that you can use in your work.A boy who is good at mathematics can use that in an engineering career.A girl who spells well and likes English may be good at office work.So it is important to know the subjects you do well in at school.On the other hand, you may not have any specially strong or weak subjects but your records show a general satisfactory standard.Although not all subjects can be used directly in a job, they may have indirect value.A knowledge of history is not required for most jobs but if history is one of your good subjects you will have learned to remember facts and details.This is an ability that can be useful in many jobs.Your school may have taught you skills, such as typing or technical drawing, which you can use in your work.You may be good at mental work or cookery and look for a job where you can improve these skills.If you have had a part-time job on Saturdays or in the summer, think what you gained from it.If nothing else, you may have learned how to get to work on time, to follow instructions and to get on with older workers.You may have learned to give correct change in a shop, for example.Just as important, you may become interested in a particular industry or career you see from the inside in a part-time job.Facing your weak points is also part of knowing yourself.You may be all thumbs when you handle tools, perhaps you are a poor speller of cannot add up a column of figures.It is better to face any weaknesses than to pretend they do not exist.Your school record, for instance, may not be too good, yet it is an important part of your background.You should not be apologetic about it but instead recognize that you will have a chance of a fresh start at work.31.Which of the following best sums up the first paragraph? The importance of doing well at school.Using school performance to help to choose a career.The importance of being good at all subjects.The indirect value of school work.32.The writer thinks that for a student to have a part-time job is probably______.a waste of time that could have been spent on study useful for his future work a good way to earn extra money a good way to find out his weak points 33.According to the passage, if a student’s school record is not good, he______.will be a complete failure in his future work will not be able to find a suitable job will regret not having worked harder at school may do well in his future work 34.Which subject is supposed to have no direct value for job hunting? Mathematics English

Technical Drawing History 35.The whole passage centers on _____.choosing a career according to what one is skilled in acquiring knowledge by working hard at school finding one’s strong and weak points developing one’s abilities useful in school work Part III Vocabulary and Structure(15%)Directions: There are 30 incomplete sentences in this part.For each sentence there are four choices marked A., B., C.and D..Choose the one answer that best completes the sentence.36.The general strike is a means of _______________ the total authority of the government.A.incorporating

B.reinforcing

C.challenging

D.transforming 37.They work hard to ________ a barren landscape into an area of beautiful pastureland.A.transform

B.transition

C.transit

D.transport 38.George took _________ of the fine weather to do a day’s work in his garden.A.chance

B.interest

C.advantage

D.charge 39.I’d rather you ________ make any comment on the issue for the time being.A.don’t

B.wouldn’t

C.didn’t

D.shouldn’t 40.The new shopping center will not be ________ until next year.A.useful

B.available

C.avail

D.using

41.Shall we _______ girl ________ roses?

compare … for

B.compare … like

C.compare … with

D.compare … to 42.Please _____________ me if you feel sick.A.turn down

B.turn to

C.turn up

D.turn toward 43.____________ the teacher last night, I would have asked him about.A.Had I seen

B.I had seen

C.If I saw

D.If I have seen 44.Stop making so much noise, for you are _______ me from my work.A.attracting

B.distracting

C.contracting

D.contacting 45.The forest was ________ to few trees by the great fire.A.reduced

B.lessened

C.decreased

D.restricted 46.Let’s think of a situation _________ this idiom can be used.A.where

B.which

C.that

D.what 47.People will not believe those who always ________.A.argue

B.exaggerate

C.quarrel

D.tell truth 48.When _________ the evidence of his guilt, he confessed at once.A.faced up with

B.met with

C.opposed by

D.confronted with 49.His plan was rejected, ______ of its merits.A.regardless

B.countless

C.because

D.involving 50.Any country in the world should always be _______ with other countries.A.on peace

B.at peace

C.at ease

D.in case 51.________ it’s raining heavily, we’ll have to put off the picnic.A.Now that

B.Unless

C.If

D.If only 52.He looks _______ young, in fact he is in his fifties.A.apparently

B.evidently

C.plainly

D.clearly 53.The failure in the experiment _______ the carelessness of the young assistant.A.results in

B.results from

C.leads to

D.as a result 54.His younger brother is _______________________ he.A.ten centimeters tall than

B.ten centimeters taller than C.ten centimeters as taller than

D.ten centimeters taller as 55.He __________ works in that University.A.no longer

B.no more

C.longer than

D.no more than 56.Speech difficulties may sometimes be ________ if a person is shown where to place the tongue and teeth to make sounds.A.overpaid

B.overstated

C.overturned

D.overcome 57.His position is _______ to hers.A.inferior

B.high

C.low

D.good 58.He seems to __________ criminals.associated into

B.associated in C.associated with

D.associated to 59.I’m sure Harry will remember, but why not give him a ring _______ he forgets? A.in the case

B.in case of C.in case

D.in the case of 60.Only under special circumstances __________ to take make-up tests.A.freshmen are permitted

B.are freshmen permitted C.permitted are freshmen

D.are permitted freshmen 61.He is a very ________ secretary.So the boss wants to promote him.A.unless

B.effective

C.adequate

D.efficient 62.Generally, most of the people in world are not willing to __________ force to solve the dispute.A.ask for

B.like

C.resort to

D.get 63.The new arrival was ______ the famous scientist.A.none but

B.nothing but C.none other than

D.nothing other than 64.Human beings have _______ themselves to very diverse environments with the help of fire, agriculture and machines.A.adapted

B.adopted

C.adepted

D.addicted 65.It’s necessary ___________ the dictionary immediately.A.that he returned

B.that he return C.that he will return

D.that he has to return Part V Cloze(10%)Directions: For each of the following blanks four choices are given, choose the most appropriate one.The first man who cooked his food, instead of eating it raw, lived so long ago that we have no idea who he was or where he lived.We do know, however, that(66)thousands of years, food was always eaten cold and(67).Perhaps the cooked food was heated accidentally by a(68)fire or by the melted lava from an erupting(69).When people first tasted food that had been cooked, they found it tasted better.However,(70)after this discovery, cooked food must have remained a rarity(71)man learned how to make and light(72).Primitive men who lived in hot regions could depend on the heat of the sun(73)their food.For example, in the desert(74)of the southwestern United States, the Indians cooked their food by(75)it on a flat(76)in the hot sum.They cooked piece of meat and thin cakes of corn meal in this 77).We surmise that the earliest kitchen(78)was a stick(79)which a piece of meat could be attached and held over a fire.Later this stick was(80)by an iron rod or spit which could be turned frequently to cook the meat(81)all sides.Cooking food in water was(82)before man learned to make water containers that could not be(83)by fire.The(84)cooking pots were reed or grass baskets in which soups and stews could be cooked.As early as 166 B.C., the Egyptians had learned to make(85)permanent cooking pots out of sandstone.Many years later, the Eskimos learned to make similar pans.66.A)in

B)on

C)through

D)of 67.A)raw

B)crude

C)man-made

D)fresh 68.A)forest

B)cooked

C)kitchen

D)lightning 69.A)volcano

B)cave

C)mountain

D)valley 70.A)through

B)since

C)soon

D)even 71.A)when

B)which

C)until

D)as 72.A)food

B)a fire

C)himself

D)it 73.A)to cook

B)cooking

C)cooked

D)cook 74.A)places

B)realms

C)areas

D)domains 75.A)beating

B)frying

C)drying

D)placing 76.A)stone

B)board

C)table

D)plate 77.A)zone

B)sector

C)method

D)fashion 78.A)utensil

B)instrument

C)tool

D)equipment 79.A)by

B)over

C)on

D)to 80.A)supported

B)replaced

C)changed

D)switched 81.A)by

B)on

C)over

D)at 82.A)incapable

B)unavoidable

C)impossible

D)unpopular 83.A)broken

B)destroyed

C)spoiled

D)pierced 84.A)newest

B)latest

C)first

D)worst 85.A)stronger

B)better

C)more

D)longer Part V Writing(15%)Directions: For this part, you are allowed thirty minutes to write a composition on the topic “A Job-Applying Letter ” You should write at least 100 words and your composition should be based on the following : 1)Reason for writing(including how you found out about the job)2)Relevant information about yourself 3)How to contact you 4)Closing Keys: 听力答案：

１－５ ＡＣＣＡＡ

６－１０ ＣＡＣＣＤ

11.parts 12.approve

13.clap

14.performers 15.together with 16.opposite

17.stage 18.meaning 19.not only clap but they stand up and clap 20.Many actors say that is what they work so hard for----Applause!Applause!21-25 D D C B A

26-30 ACCDA

31-35 BBDDA 36~ 40 CACCB

41~45 DBABA 46~ 50 ABD A B

51~55 A ABB A 56~60 D A CCB

61~ 65 DCCA B 66----70.DAAAD

71---75.CBACD

76---80.ACADB

81-85.BCBCC

第三篇：现代推销实务试卷答案3

《现代推销实务》课程期末考试卷（C）参考答案

一、单项选择题（在本题的每一小题的备选答案中，只有一个答案是正确的，请把你认为正确答案的题号，填入题干的括号内。多选不给分。每题1分，共20分）

1．A 2．C 3．D 4．C 5．A6．D 7．D 8．A 9．A 10．C

11．A 12．C 13．C 14．A 15．C16．A 17．D 18．B 19．D 20．D

二、多项选择题（在本题的每一小题的备选答案中，正确答案有两个或两个以上，请把你认为正确答案的题号，填入题干的括号内。少选、多选不给分。每题2分，共40分）

1．ABD 2．BCD 3．ABCD 4．ABCD 5．AB6．ABD 7．ABC 8．AB 9．ABCD 10．ABC

11．ABC 12．ABC 13．ABCD 14．BCD 15．ABCD16．BCD 17．BCD 18．AB 19．AC 20．ABC

三、判断题（判断下列各题是否正确。正确的在题后的括号内打“√”，错误的打“x”。每小题1分，共14分）

1．× 2．× 3．× 4．√ 5．√6．× 7．√ 8．√ 9．√ 10．√

11．× 12．×13．√ 14．×

四、辨析题（每小题4分，共16分，请先判断，后说明理由）

1、答：这种说法是对的。

辨析：言之成理即可。

2、答：这种说法是对的。

辨析：言之成理即可。

3、这种说法是错误的。

辨析：言之成理即可。

4、这种说法是对的。

辨析：言之成理即可。

五、案例分析（本小题10分）

答：（1）以引证别人的意见开场。

以提出问题开场，以讲述有趣之事开场，以赠送礼品开场。

［判分标准：应结合案例对答案要点进行相应阐述，否则酌情扣分］

（2）选择成交法。

请求成交法、局部成交法、假定成交法、限期成交法、从众成交法、保证成交法、优惠成交法、最后成交法、激将成交法、让步成交法、饥饿成交法。

［判分标准：应结合案例对答案要点进行相应阐述，否则酌情扣分］

第四篇：《国际贸易实务》期末考试试卷及答案

《国际贸易实务》期末考试试卷及答案(一)

一． 判断题：（10分）

1.某外商来电要我方提供大豆，要求按含油量20％，含水分15％，不完善粒6％，杂质1％的规格订立合同，对此，在一般情况下，我方可以接受。(X)2.若卖方交付货物的品质在约定的品质机动幅度或品质公差范围内，除非买卖双方另有规定，一般不另行增减价格。(,V,)3.在出口贸易中，表示品质的方法多种多样，为了明确责任，最好采用既凭样品，又凭规格买卖的方法。(X)4.根据《公约》的规定，如卖方所交货物多于约定数量，买方可以全部收下合同规定和卖方多交的货物，也可以全部拒收合同规定和卖方多交的货物。(X)5.以毛作净就是以净重代替毛重。(X)6.保险公司对陆运战争险的承保责任起讫与海运战争险的承保责任起讫都是“仓至仓”。(X)7.不论在何种情况下，固定作价都比非固定作价有利。(X)8.佣金和折扣都可分为明佣(扣)和暗佣(扣)两种。(,V,)9.含佣价=净价／(1一佣金率)，其中的净价一定是FOB价。(X)10.FOB价格术语的变形是因装货费用的负担问题而产生的，而CIF价格术语的变形则是因卸货费用的负担问题而产生的。(,V,)二． 单项选择题：（15分）

1.在交货数量前加上“约”或“大约”字样，按《UCP500》的规定，这种约定可解释为交货数量不超过(A)的增减幅度。

A．10％ B．5％ C．2.5％ D．1.5％

2.在品质条款的规定上，对某些比较难掌握其品质的工业制成品或农副产品，我们多在合同中规定(C)。

A．溢短装条款 B．增减价条款 C．品质公差或品质机动幅度 D．商品的净重

3.凭卖方样品成交时，应留存(B)以备交货时核查之用。A．回样 B．复样 C．参考样 D．对等样品

4.《1932年华沙一牛津规则》是国际法协会专门为解释(C)合同而制定的。A．FOB B．CFR C．CIF D．FCA 5.CIF Ex Ship's Hold与DES相比，买方承担的风险(A)。

A．前者大 B．两者相同 C．后者大 D．买方不承担任何风险 6.在交货地点上，《1941年美国对外贸易定义修订本》中对(C)的解释与《2000年通则》中对FOB的解释相同。

A．FOB Under Tackle B．FOB C．FOB Vessel D．FOB liner Terms 7.某外贸公司对外以CFR报价，如果该公司先将货物交到货站或使用滚装与集装箱运输时，应采用(C)为宜。

A．FCA B．CIP C．CPT D．DDP 8.对于大批量交易的散装货，因较难掌握商品的数量，通常在合同中规定(B)。A．品质公差条款 B．溢短装条款 C．立即装运条款 D．仓至仓条款

9.合同中未注明商品重量是按毛重还是按净重计算时，则习惯上应按(B)计算。A．毛重 B．净重 C．以毛作净 D．公量

10.某外贸公司与外商签订了一份出口某商品的合同，合同中规定的出口数量为500公吨。在溢短装条款中规定，允许卖方交货的数量可增减5％，但未对多交部分货物如何作价给予规定。卖方依合约规定多交了20公吨，根据《公约》的规定，此20公吨应按(B)作价。A．到岸价 B．合同价 C．离岸价 D．议定价 11.我国现行的法定度量衡制度是(B)。A．公制 B．国际单位制 C．英制 D．美制

12.按《UCP 500》解释，若信用证条款中未明确规定是否“允许分批装运”、“允许转运”，则应视为(B)。

A．可允许分批装运，但不允许转运 B．可允许分批装运和转运 C．可允许转运，但不允许分批装运 D．不允许分批装运和转运 13.海运提单日期应理解为(C)。

A．货物开始装船的日期 B．货物装船过程中任何一天 C．货物装船完毕的日期 D．签订运输合同的日期

14.CIC“特殊附加险”是指在特殊情况下，要求保险公司承保的险别，(B)。A．一般可以单独投保 B．不能单独投保

C．可单独投保两项以上的“特殊附加险” D．在被保险人同意的情况下，可以单独投保 15.某批出口货物投保了水渍险，在运输过程中由于雨淋致使货物遭受部分损失，这样的损失保险公司将(C)。

A．负责赔偿整批货物 B．负责赔偿被雨淋湿的部分 C．不给予赔偿 D．在被保险人同意的情况下，保险公司负责赔偿被雨淋湿的部分

四．多项选择题:(20分)1.根据《2000年通则》的解释，以下(ABCD)是责任、费用划分点相分离的贸易术语。A．CFR B．CIF C．CPT D．CIP 2.FOB贸易术语的变形是(ABCD)。A．FOB班轮条件 B．FOB包括平舱、理舱 C．FOB包括理舱 D．FOB吊钩下交货 3.CIF术语与DES术语的区别是(BCD)。

A.适用的运输方式不同 B．CIF为凭单交货，DES为凭实物交货 C．不但风险划分界线不同，而且费用划分也不同 D．CIF合同属于装运合同，DES合同属于到达合同

4.国际货物买卖合同中比较常见的装运期的规定方法有(BD)。A．规定在某一天装运 B．规定在收到信用证后若干天内装运 C．笼统地规定装运期 D．明确规定具体的装运期限 5.在国际贸易中，常见的计重方法有(ABCD)。

A．毛重 B．净重 C．公量 D．理论重量和法定重量

6.某公司向国外某客商出口500台电冰箱，合同没有规定卖方交货的数量可溢短装5％，卖方实际交货时多交了20台，买方可就卖方多交的20台电冰箱作出(ACD)的决定。A．收取520台电冰箱 B．拒收52公吨货物 C．收取多交货物中的10台 D．拒收多交的20台电冰箱 7.在发生以下(BCD)的情况下，可判定货物发生了实际全损。

A．为避免实际全损所支出的费用与继续将货物运抵目的地的费用之和超过了保险 价值 B．货物发生了全部损失

C．货物完全变质 D．货物不可能归还被保险人 8.共同海损的构成条件有(ABCD)。

A．必须确有共同危险 B．采取的措施是有意的、合理的 C．牺牲和费用支出是非常性质的

D．构成共同海损的牺牲和费用的开支最终必须是有效的 9.根据我国海运货物保险条款(即CIC条款)的规定，海洋运输货物保险中的基本险可分为(ABC)。A．平安险 B．水渍险 C．一切险 D．附加险 10.佣金的表示方法有(AB)。

A．在价格中表明所含佣金的百分比 B．用字母“C”来表示 C．用“R”表示 D．用字母“D”来表示

《国际贸易实务》期末考试试卷及答案(二)

五.名词解释：（12分）

1.象征性交货 2.FCA 3.对等样品 4.中性包装 5.班轮运输 六.计算题：（10分）

1.出口100箱货物至科威特，每箱50美元CFRC3%科威特。客户要求改报FOBC5%上海价，该货物每箱体积为 42cm×28cm×25cm，总毛重为20，000千克，海运运费按W／M（11级），出口地至科威特11级货基本运费为70美元，港口附加费20％。试求FOBC5%上海价是多少？

2.某公司出口货物共200箱，对外报价为每箱438美元CFR马尼拉，菲律宾商人要求将价格改报为FOB价，试求每箱货物应付的运费及应改报的FOB价为多少?(已知该批货物每箱的体积为45cm×35cm×25cm，毛重为30千克，商品计费标准为W／M，每运费吨基本运费为100美元，到马尼拉港需加收燃油附加费20％，货币附加费10％，港口拥挤费20％。)解：（1）45cm*35cm*25cm=0.0394m3 因为0.0394>0.03 基本运费的计费方法是W/M，应选择0.0394m3 来计算运费

单位运费=计费标准*基本运费*商品数量*（1+各种附加费率）=0.0394*100*(1+20%+20%+10%)=23.29美元

（2）FOB=CFR—运费=438—23.29=414.7美元 七.案例分析题:(18分）

1．某进出口公司出口商品一批，合同和信用证都规定不准分批装运，数量为20公吨，纸箱包装，每箱20公斤，共1000箱，按《跟单信用证统一惯例》规定，卖方可否多交或少货物？理由何在？

按《跟单信用证统一惯例》39条B款规定，卖方不能多交或少货物。因为本案例是以包装单位计数的。2．一份买卖日用品的CIF‘合同规定“9月份装运”，即期信用证的有效期为10月15日。卖方10月6日向银行办理议付所提交的单据中，包括9月29日签发的已装船清洁提单。经银行审核，单单相符、单证相符，银行接受单据并支付了货款。但买方收到货物后，发现货物受损严重，且短少50箱。买方因此拒绝收货，并要求卖方退回货款。问：(1)买方有无拒收货物并要求退款的权力?为什么?(2)此案中的买方应如何处理此事才合理? 买方无权拒收货物并要求退款，因为卖方已履行合同义务。此案中的买方可向运输公司或保险公司索赔。

3、我某公司向一外商发盘：“可供蝴蝶牌缝纫机JA-1 3000架木箱装每架62美元CIFC2%巴基斯坦，订立合同后2个月内装船，即期不可撤消信用证付款，请电复。”外商收到发盘后，立即电复说“我接受你的发盘，在订立合同后10天内装船。”我方对此未作答复。但外商来电要求我方与之订立合同。试问：双方的合同是否成立？为什么？ 双方的合同未成立，因为外商的发盘已构成对发盘的实质性修改，属还盘。

第五篇：《推销实务》课程标准

《推销实务》课程标准

课程编码：0633166 课程类别：专业课

适用专业：市场营销 授课系部： 经济管理系

授课学期：第二学期 学时：64

先修课程：市场营销学等

编写执笔人及编写日期：冯春燕 2013.04

审定负责人及审定日期：

一、课程性质

（一）课程定位：《推销实务》是高职市场营销专业的专业核心课程，也是重要的双证书课程。根据本专业培养目标，瞄准销售员、销售主管岗位要求，为培养学生将来在商务交易活动中推销的基本理论知识与应用能力而设置的一门专业课程。

该课程主要以销售实际工作过程为主线构建课程内容，在了解推销基本礼仪，并对推销活动有初步体验认知的基础上，主要围绕“推销活动策划、推销准备、引起客户注意、激发客户欲望、促成交易”等典型工作环节展开。理论知识按照“必需、够用”组织，而不是过于强调理论体系的完整性，突出推销技能培养。具有很强的职业岗位针对性，操作性很强，是一门高职教学特色鲜明的专业课程。

本课程在第二学期开设。总课时数为64学时，实行”教、学、做”一体化教学。

（二）设计思路：本课程是依据市场开发与营销专业工作任务和职业能力而设置。课程的教学内容的选择与组织紧贴销售员、销售主管岗位工作岗位需要，为后续营销策划等课程服务。

二、课程目标

1．知识目标：

（1）掌握制订推销计划的方法。

（2）掌握寻找顾客的步骤及方法。

（3）掌握约见及接近顾客的方法及注意的问题。

（4）掌握介绍与展示产品的原则、方法及需要注意的问题。

（5）掌握各种成交方法。

2．能力目标：

（1）能分析指定产品的宏观环境、竞争状况和目标消费者的购买行为特征。

（2）能寻找顾客并对潜在顾客进行有效评估。

（3）能根据顾客的基本情况成功约见和接近顾客。

（4）能运用推销谈判的基本理论进行推销洽谈的设计。

（5）能根据顾客的实际问题解决顾客异议。

（6）能识别成交信号并适时成交。

3.素质目标：

（1）学生“用户需求”至上的意识，训练学生和客户交流的职业素养。

（2）培养学生的心理承受能力、吃苦耐劳的精神和团队合作意识。

（3）遵纪守法，忠于国家与组织，忠于职守。

三、课程内容与要求

四、实施建议

（一）教学基本要求

1．教学团队：

本课程教学团队共有 29人，主讲教师2人，实验人员3人。校外兼职教师7人，全部本科学历及以上，其中有10名具有硕士学位，2名具有博士学位。

2．实训基地：

（1）校园一角。

（2）瑞天商厦。

3．课程资源：

本课程已制定课程标准，每学期制定详细授课计划，安排好教学进度，每次课都编写教学设计，所有老师均实行多媒体教学。

（二）教学建议

1.教学模式：教学做一体化

2.教学方法：小组讨论，案例教学，角色扮演。

（三）教材选用：

人民邮电出版社 《现代推销实务》

高等教育出版社 《现代推销技术》

南京大学出版社 《现代推销理论与实务》

铁道教育出版社 《推销技巧》

五、学生考核与评价

课程综合成绩包括期末理论考试成绩和形成性考核成绩两种形式，其中期末理论考试成绩占课程综合成绩的70%，形成性考核成绩占课程综合成绩的30%。

（一）期末理论考试

本课程期末理论考试在课程结束后进行，采取闭卷、笔试的形式，题型有单项选择题（主要考核专业核心课程常用到的推销基本理论知识点为主）、多项选择（主要以推销的方法理论知识点为主）、简答题、论述题等，满分为100分，按实际成绩的70%记入本课程综合成绩。

（二）形成性考核

本课程形成性考核的形式包括上门推销实践考核、店铺推销实践考核、电话推销实践考核、日常表现考核四种，满分为100分，其分值比例分别为：20%、20%、20%、40%。

1.上门推销实践考核：占课程过程性考核成绩的20%，满分20分。考察学生活学活用。任课教师按照上门推销教学情境安排学生以小组选择适当的商品适当的地点进行上门推销实践，以组为单位整理成PPT形式在班级进行交流并提交。

2.店铺推销实践考核: 占课程过程性考核成绩的20%，满分20分。考察学生活学活用。任课教师按照店铺推销教学情境安排学生以小组为单位选择适当的商场进行营业员体验，以组为单位整理成PPT形式在班级进行交流并提交。

3.电话推销实践考核: 占课程过程性考核成绩的20%，满分20分。考察学生活学活用。任课教师按照电话推销教学情境安排学生以小组为单位选择适当的商品寻找相应的顾客资料进行电话推销，以组为单位整理成PPT形式在班级进行交流并提交。

4.日常表现：占课程过程性考核成绩的40%，满分40分。

（1）到课率考核 ：占日常表现50%，满分20分。（每次上课有学习委员和老师共同考勤，凡有缺勤者每次扣1分，直至扣完。注：无故旷课者每次扣3分，累计3次该课程形成性考核成绩为0分）

（2）课堂表现：占日常表现50%，满分20分。（上课睡觉、玩手机、MP3、不参与项目小组学习各扣一分，直至扣完）。

六、课程整体设计