商务英语试题

第一篇：商务英语试题

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

Translate into Chinese.(10×2=20)CIF

ETA

L/C

B/L

D/A

T/T

FOB

CFR

D/P

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

(2)中性包装

(3)装运通知

(4)收货人

(5)实盘

(6)平安险

(7)保险商

(8)清洁提单

(9)报价单

(10)虚盘

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

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

提单

Document Against Acceptance 承兑交单Telegraphic Transfer 电汇

Free on Board 离岸价

Cost and Freight 成本加运费 Document Against Payment 付款交单

Gross Weight 毛重

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

(2)neutral packing(3)shipping advice

(4)consignor

(5)firm offer

(6)free from particular average(7)underwriter

(8)clear bill of lading(9)quotation

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

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

CIF

L/C

B/L

D/P

T/T

ETA

S.S

PO

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

(2)佣金

(3)运输代理

(4)保险费

(5)报价单

(6)实盘

(7)名片

(8)商业发票

(9)规格

(10)收货人

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

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

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

Cost, Insurance and Freight 到岸价格 Letter of Credit 信用证

Bill of Lading 提单

Document Against payment 承兑交单Telegraphic Transfer电汇 Estimated Time of Arrival 预计到达时间

Steamship 货轮

Purchase Order 采购单

Net Weight净重

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

(2)commission(3)forwarder

(4)premium

(5)quotation

(6)firm offer

(7)business card

(8)commercial invoice

(9)specification

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

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

CIF

L/C

B/L

PO

N.W G.W

S.S T/T

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

(2)中性包装

(3)装运通知

(4)承运人

(5)销售确认书

(6)一切险

(7)最终用户

(8)清洁提单

(9)报价单

(10)规格

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

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

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

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

提单 Purchasing Order 采购单

Net Weight净重 Gross Weight毛重

Steamship 货轮

Telegraphic Transfer电汇

Estimated Time of Arrival 预计到达时间

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

(1)soft offer

(2)neutral packing

(3)shipping advice

(4)carrier

(5)sales confirmation

(6)all risks

(7)end-user

(8)clean bill of lading

(9)quotation sheet

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

T T T F T, T T T T F

第二篇：商务英语试题

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

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

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

such as energy industries

and

military

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

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

cigarrette

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

to repot to leader

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

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

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

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

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

第三篇：商务英语试题

全国2009年10月自学考试国际贸易实务

（一）试题

一、单项选择题(本大题共24小题，每小题1分，共24分)在每小题列出的四个备选项中只有一个是符合题目要求的，请将其代码填写在题后的括号内。错选、多选或未选均无分。1.《2000年通则》将国际贸易中使用的贸易术语归纳为()A.11条 B.12条

C.13条

D.15条

D.装运船上

D.买卖双方共同承担

D.不一定

D.DES 术语 2.在采用FOB交货时，买卖双方风险的转移是在()A.工厂 B.码头

C.装运港船舷

3.采用CFR变形（CFR Landed）成交时，卸货费由()A.买方承担 B.卖方承担

C.船方承担

4.采用DAF贸易术语成交时，出口报关的责任、费用由()A.买方承担 B.卖方承担

C.共同承担

5.卖方想要承担最低的合同义务时，最好采用()A.EXW 术语 B.FCA 术语

C.CIF 术语

B.全部包装和局部包装 6.商品按照包装质地的不同，可以分为()A.软性包装、半硬性包装和硬性包装 C.运输包装和销售包装

D.纸制、金属、木制、塑料和玻璃制品包装等

7.在班轮运费的基本运费计收标准中，若按货物的毛重计收，则在运价表内()A.用字母“W”表示 B.用字母“M”表示 C.用字母“AV”表示

D.用字母“W/M”表示

8.速遣费是指负责装卸货物的一方，在约定的装卸时间内提前完成装卸任务，则可以()A.从买方取得奖金 B.从卖方取得奖金 C.从船方取得奖金

D.从保险公司取得奖金

9.提单按收货人的抬头进行分类，可以分为()A.记名提单、不记名提单与指示提单 C.直达提单、转船提单与联运提单 10.全损可以分为实际全损与()A.推定全损 B.共同海损

B.清洁提单与不清洁提单 D.已装船提单和备运提单

C.理论全损

D.表面全损

11.中国某企业出口纺织品，其出口总成本为520000元人民币，出口后外汇净收入为86000美元，假如外汇牌价为100美元折合人民币690元，则该企业的出口盈亏率为()A.12.3％ B.14.1％

C.15.8％

C.受款人

D.签票人 D.19.6％

12.汇票的使用中，受票人又称()A.出票人 B.付款人

13.由一人向另一个人签发的，保证于见票时或定期或在可以确定的将来时间，对某人或其指定人或持票人支付一定金额的无条件的书面承诺是()A.本票 B.支票

C.汇票

D.现金支票

14.受益人要求原证的通知行或其他银行以原证为基础，另开一张内容相识的新信用证称为()A.循环信用证 B.保兑信用证 C.对开信用证

D.转开信用证

15.磋商交易的接受环节，关于接受生效的时间各国法律有不同的规定，其中英美法采用的是()A.“投邮生效”原则 B.“到达生效”原则 C.“合同生效”原则

D.“发盘生效”原则

16.在信用证项下的制单结汇中，议付行要求“单、证表面严格相符”，但假如在单、证不符情况下，议付行先向国外开证行拍发电报或电传，列明单、证不符点，待开证行复电同意后再将单据寄出的做法称为()A.“表提” B.“电提” C.“跟单托收”

D.“凭保议付”

D.解除合同

17.纵观各国法律，下列哪项不是违约的基本救济方法？()．．A.实际履行 B.损害赔偿

C.暂停合同

18.供货商可在同一时间、同一地区内，委派几家商号经销同类商品的做法称为()A.包销 B.定销

C.区域经销

D.阶段经销

第 1 页

19.寄售人与代销人之间是()A.委托与托受关系

D.一般经销关系 B.买卖关系 C.包销代理关系

20.“投机商人预计未来价格将出现上涨时，先买进期货合同，等价格上涨后再卖出对冲，从中获利”的投机行为称为()A.出头 B.多头

C.进头

D.即期付款交单 D.空头

21.对卖方而言，以下最好的支付方式是()A.信用证 B.承兑交单 C.远期付款交单

22.我国企业某商品对外商报价为不含佣金CIF价为每公吨2300美元，后外商要求报CIFC5％的价格，如果要保证我国企业的净收入保持不变，则对外改报的含佣金价格为()A.2396.5美元 B.2421.1美元 C.2594.8美元

D.2831.7美元

D.20％ 23.根据一般惯例，违约金数额应不超过货物总金额的()A.3％ B.5％

C.10％

B.独立承担销售费用 24.寄售情况下，代销人()A.与寄售人各承担销售费用的50％ C.不承担任何销售费用

D.与寄售人共同协商各自承担的比例

二、多项选择题(本大题共5小题，每小题2分，共10分)在每小题列出的五个备选项中至少有两个是符合题目要求的，请将其代码填写在题后的括号内。错选、多选、少选或未选均无分。

25.FCA适用的运输方式有()

A.公路 B.铁路 C.河、海 D.航空运输 E.多式联运 26.运输包装上的标志，按其用途可以分为()

A.运输标记 B.原产地标 C.销售商标记 D.指示性标记 E.警告性标记 27.在国际贸易中，从事商品检验的机构多种多样，归纳起来，主要有()

A.官方机构 B.私人开设的检验机构 C.行业协会开设的检验机构 D.生产制造厂商 E.用货单位或买方 28.进出口结付汇单据中的发票主要有()A.商业发票 B.海关发票

C.领事发票 D.厂商发票 E.形式发票

29.开展展卖业务时应注意()A.选择适当的展卖商品B.选择好合作的客户C.尽量拉长展出的时间D.选择合适的展出地点E.选择适当的展卖时机

三、名词解释(本大题共4小题，每小题4分，共16分)30.多式联运单据 31.不可抗力 32.押汇 33.投标

四、简答题(本大题共3小题，每小题6分，共18分)34.选用贸易术语时应考虑的因素主要有哪些？35.简述影响外贸进出口成交价格的因素。36.简述履行进口合同的主要环节。

五、计算题(本大题共2小题，每小题6分，共12分)37.国内某出口企业出口羊毛60公吨，羊毛的公定回潮率为14％，其实际回潮率由实际货物进行抽样检测，假设实际抽取1千克样品，用科学方法去掉其中水分，最后可以净剩0.9千克的干羊毛，请计算该批羊毛的公量。(结果请保留两位小数)38.某国内企业与外商签订了某套机械设备的买卖合同，商定货物的初步价款为350万美元，双方同意按某物价指数和工资指数予以调整。约定原材料在价格中的比重为60％，工资在价格中的比重为20％,管理费与利润在价格中的比重为20％，并以签订合同时的物价指数为100，当交货时原材料物价指数上升至120，工资指数上升至115，假设双方按约定调整价款，则该合同的最终成交价应该为多少？

六、案例分析题（本大题共2小题，每小题10分，共20分）

39.我国某企业紧急出口一批服装到迪拜，共计300公吨，对方企业也已经开好信用证，信用证上要求该批货物不允许分批装运。但由于我方企业生产能力有限，不能及时提供300公吨的服装，因此，我方企业按对方企业的要求，在国内组织了其他同类货源，并于青岛、上海和宁波三个港口各装运了100公吨的货物在同一航次的同一条船上，同时在提单注明了不同的装运地和不同的装运日期。鉴于该种情形，我方企业是否违约？银行最终能否议付？

40.中国A公司向澳大利亚B公司发盘，销售某商品一批，除列明其它一些必要的交易条件外，发盘表明，以即期信用证付款，收到信用证后2个月交货。B商在发盘有效期内回电，称接受发盘，同时要求立即装运。但A公司未做答复。随即B商开来即期信用证，并注明“立即装运”。当时该货物的国际市场价格大幅上涨，A公司拒绝交货，并立即退回信用证。试分析A公司的做法是否合理？双方之间是否存在合同关系？

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2009年10月全国自考国际贸易实务

（一）试卷答案

一 选择

1-5 CCBBA 6-10 AACAA 11-15 BBADA 16-20 BCBAB 21-24 ABBC 二 多选 ABCDE 2 ADE 3 ABCDE 4 ABCDE 5 ABDE 三 名称解释

多式联运单据：是指证明多式联运合同以及证明多式联运经营人接管货物并负责按合同条款交付货物的单据，它由多式联运经营人签发，这种单据应依发货人的选择，或为可转让的单据，或为不可转让的单据。不可抗力：是指买卖合同签订后，不是由于合同当事人的过失或疏忽，而是由于发生了合同当事人无法预见、无法预防、无法避免和无法控制的事件，以致不能履行或不能如期履行合同，发生意外事故的一方可以免除履行合同的责任或推迟履行合同。

押汇：又称买单结汇，即指议付行在审单无误情况下，按信用证条款贴现受益人的汇票或者以一定的折扣买入信用证下的货运单据，从票面金额中扣除从议付日到估计收到票款之日的利息，将余款按议付日外汇牌价折成人民币，拨给出口企业。4投标：是指投标人应招标人的邀请，按照招标的要求与条件，在规定的时间内向招标人递价，争取中标的行为。

四 简答题(1)考虑运输条件(2)考虑货源情况(3)考虑运费因素(4)考虑运输途中的风险(5)考虑办理进出口货物结关手续的难易。2(1)商品的质量和档次；(2)运输距离；(3)交货地点和交货条件；(4)季节性需要的变化；(5)成交数量；(6)支付条件和汇率变动的风险；(7)国际市场的价格的走势；(8)其他

3(1)开立信用证；(2)派船接运货物；(3)投保货运险；(4)审单和付汇；(5)报关、纳税；(6)验收和拨交货物。

五 计算题 实际回潮率＝(1-0.9)／0.9＝11.1％ 公量=商品净重×［(1+公定回潮率)／(1+实际回潮率)］ =60×(1+14％)／(1+11.1％)=61.57 公吨

按题意可知P0=350 万，A=20％，B=60％，C=20％，M=120，M0=100，W=115，W0=100(2分)则最终价格 P=P0(A+BM／M0+CW／W0)(2 分)=350(20％+60％×120／100+20％×115／100)=350(0.2+0.72+0.23)=402.5 万美元

六 案例分析题 这不构成违约，银行能议付。由于分批装运是指一笔成交的货物分若干批次装运。但一笔成交的货物，在不同时间和地点分别装在同一航次、同一条船上，即使分别签发了若干不同内容的提单，也不能按分批装运论处，因为该笔成交的货物是同时到达目的地的。因而，我方企业的做法符合合同的规定，不属于分批装运，同时，银行也不能拒绝议付。A 公司的做法合理，双方不存在合同关系。(3 分)根据《联合国国际货物销售合同公约》的规定，对发盘进行实质性变更的答复为还盘；(3 分)B 商的答复改变了发盘的交货时间，不是接受，是还盘，因此合同不成立。(2 分)A 拒绝交货，并退回信用证的做法无可指责。

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全国2010年10月自学考试国际商务谈判试题

一、单项选择题（本大题共20小题，每小题1分，共20分）

在每小题列出的四个备选项中只有一个是符合题目要求的，请将其代码填写在题后的括号内。错选、多选或未选均无分。1.谈判人员具备了“T”形知识结构，这表明谈判人员是()A.技术专家 B.商务专家 C.全能型专家 D.法律专家

2.先报有较大虚头的价格，然后适时压低价格。这种报价术被称为()A.西欧式报价术 B.日本式报价术 C.北美式报价术 D.阿拉伯式报价术 3.讲究节俭，反对浪费，把浪费看成是“罪恶”的是()A.中国人 B.德国人 C.韩国人 D.意大利人

4.随时准备为达成协议而让步，希望通过谈判签订一个皆大欢喜的协议。这种谈判被称为()A.软式谈判 B.硬式谈判 C.原则型谈判 D.价值型谈判 5.一个谈判小组组长最佳的领导效益为()A.3～4人 B.3～5人 C.3～6人 D.3～7人

6.如果是1个小时的谈判，精力量旺盛的阶段只有最初的()A.3～5分钟 B.4～6分钟 C.5～8分钟 D.6～9分钟 7.谈判中，强调“一时多用”的是()A.瑞士人 B.中东人 C.德国人 D.北美人 8.下列选项中，不属于合同风险的是()．．．A.交货风险 B.质量风险 C.数量风险 D.会计风险

9.与阿拉伯商人接触时不能赠送酒类礼品，因为饮酒在阿拉伯国家是被严格禁止的。这突出反映的是商务谈判影响因素中的()A.政治状况因素 B.法律制度因素 C.商业习惯因素 D.社会习俗因素 10.在买卖做成之后，会举行一个长时间的宴会，请对方洗蒸气浴的是()A.中国人 B.日本人 C.韩国人 D.芬兰人

11.“按照贵方要求，我们的观点不是已经阐述清楚了吗?”这种商务谈判的发问类型属于()A.借助式发问 B.探索式发问 C.强调式发问 D.澄清式发问 12.下列选项中，不属于应对利率风险的技术手段是()．．．A.利用远期交易 B.利用平衡法 C.利用期权交易 D.利用利率期货市场 13.在商务谈判中贯彻“有理、有利、有节”的方针。这体现的是商务谈判的()A.平等互利原则 B.灵活机动原则 C.友好协商原则 D.依法办事原则 14.国际商务谈判策略制定的第四步是()A.寻找关键问题 B.确定具体目标 C.形成假设性方法 D.形成具体谈判策略 15.下列各项中，不属于善言灵巧的谈判对手的性格特征是()．．．A.乐于交际 B.容易激动 C.善于表达 D.处世机灵 16.眉毛上耸，表示此人处于()A.愤怒状态 B.困窘状态 C.戒备状态 D.惊喜状态 17.商务谈判中必须要实现的目标被称为()A.最低目标 B.实际需求目标 C.可接受目标 D.最优期望目标

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18.在执行合同过程中双方对合同条款理解不同而导致的僵局被称为()A.初期僵局 B.执行期僵局 C.协议期僵局 D.中期僵局

19.“贵方某先生的问题提得很好，我曾经在某一份资料上看过有关这一问题的记载，就记忆所及，大概是„„”。这种答复谈判对手的技巧是()A.以问代答 B.避正答偏 C.答非所问 D.推卸责任

20.货物运输途中，货主要面临船沉货毁的风险。这种风险按性质来分属于()A.纯风险 B.投机风险 C.汇率风险 D.市场风险

二、多项选择题（本大题共5小题，每小题2分，共10分）

在每小题列出的五个备选项中至少有两个是符合题目要求的，请将其代码填写在题后的括号内。错选、多选、少选或未选均无分。

21.国际商务谈判中的个体心理特征主要表现为()A.个性 B.情绪 C.态度 D.印象 E.知觉 22.国际商务谈判的基本程序一般包括()A.准备阶段 B.开局阶段 C.正式谈判阶段 D.僵局阶段 E.签约阶段 23.国际商务谈判中的汇率风险主要有()A.交易结算风险 B.外汇买卖风险 C.会计风险 D.利率风险 E.价格风险 24.在商务谈判中，迂回人题的方法包括()A.从自谦入题 B.从题外话入题 C.从天气状况入题 D.从介绍己方谈判人员入题 E.从介绍己方经营状况入题 25.以下有关犹太商人谈判风格的说法正确的有()A.善变 B.友好而坦诚 C.交易条件比较苛刻 D.关系网广泛而且坚固 E.注重小团体和个人利益

三、名词解释题（本大题共4小题，每小题3分，共12分）26.诉讼 27.戏剧式模拟 28.递盘 29.迂回法

四、简答题(本大题共5小题，每小题6分，共30分)30.国际商务谈判的特殊性有哪些? 31.简述国际商务谈判中宗教信仰因素的影响。

32.在谈判的开局阶段如何交换意见？ 33.简述商务谈判中阻止对方进攻的策略。34.简述商务谈判中提问时应注意的问题。

五、论述题（本大题共2小题，每小题8分，共16分）

35.联系实际说明日本商人的谈判风格。36.试述规避国际商务谈判风险的措施与手段。

六、案例分析题(本大题共1小题，12分)37.背景材料

谁也没有料到，1964年《中国画报》的一张封面竟成为泄密照。照片中，大庆油田的“铁人”王进喜头戴大狗皮帽，身穿厚棉袄，顶着鹅毛大雪，握着钻机手柄眺望远方，在他身后散布着星星点点的高大井架。日本情报专家据此解开了大庆油田之谜。他们根据照片上王进喜的衣着判断，大庆油田位于齐齐哈尔与哈尔滨之间；通过照片中王进喜所握手柄的架式，推断出油井的直径；从王进喜所站的钻井与背后油田间的距离和井架密度，推断出油田的大致储量和产量。有了如此多的准确情报，日本人迅速设计出适合大庆油田开采用的石油设备。当我国政府向世界各国征求开采大庆油田的设计方案时，日本人一举中标。

问题：(1)上述案例对你开展商务谈判有何启示?(2)你认为在开展商务谈判前主要应收集哪些信息?(3)如何对收集到的信息进行处理?

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全国2011年4月自学考试外贸英语写作试题

Part One: Questions 1-20 Directions: There are 20 sentences in this part.For each sentence there are four choices marked A, B, C and D.Choose the ONE that best completes the sentence.（在下列各题中选择一个最佳答案填空。）20% 1.Selling appliances and ______ them keep him busy.A.to repair B.repaired C.repairing D.repair 2.Customers are very angry ______ the delay of the ordered goods.A.with B.at C.to D.from 3.The television set that I ordered two months ago arrived today badly ______.A.breaking B.broke C.damaging D.damaged 4.The foreign partner did not fulfill our order, ______.A.so did it intend to B.nor did it intend to C.nor it intended to D.so it intended to 5.______ it is wise to invest in the new project is being discussed.A.Whether B.If C.Weather D.What 6.We regret ______ you that our research department will no longer provide services.A.informed B.inform C.to inform D.informing 7.A resolution on employee representation is ______ for a vote tomorrow afternoon.A.presented B.to present C.presenting D.to be presented 8.In socialist and capitalist economies ______, increasing numbers of highly qualified workers are unable to find jobs that require their skills and training.A.alike B.like C.likely D.liking 9.The turnover of the company in the second quarter was ______ that of the corresponding period last year.A.the same as B.as much than C.more as D.the same with 10.It is not advisable that one ______ beyond one’s means.A.lived B.is living C.lives D.live 11.______, the more likely you may come to a right solution.A.You more thoroughly consider a problem B.Most thoroughly a problem you consider C.The most thoroughly you consider a problem D.The more thoroughly you consider a problem 12.Doctors recommend that everyone exercise every day, particularly those who spend many hours ______ sedentary work.A.to do B.doing C.do D.done 13.If Mr.Li ______ Managing Director, the company would have been collapsed.A.would be B.were C.is D.had been 14.We have till now ______ as many as 30 anti-dumping suits against foreign exporters.A.aroused B.rose C.raised D.risen 15.______ you mentioned in your letter in connection with the question of agency has had our attention.A.What B.That C.When D.Which 16.We wish to know the port ______ the transhipment will be made.A.which B.at that C.where D.when 17.The company is making a market investigation in order to obtain ______ as possible.A.as many information B.as many informations C.as much information D.as much informations 18.______ generalists, business also needs specialists.A.Beside B.Besides C.Except D.Except for 19.The computer will ______ in this department.A.remain permanently B.remain permanent C.remind permanently D.remind permanent 20.The engine of your car needs ______.A.to clean B.clean C.cleaning D.cleaned Part Two: Questions 21-30 There is one mistake in each of the following questions.Detect and correct the mistakes.Write your corrections together with the mistakes on the answer sheet.（下列每句各有一个错误，找出错误并改正。请将错误及改正写在答题纸上。）20% Example: Who’s taking care the dog while you’re away?

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taking care → taking care of 21.Countries that neglect an education will be severely restrained in economic development.22.The shelfs of merchandise are so arranged as to attract housewives.23.No one made more profit in that transaction than him.24.The machine is cost-effective because it has higher productivity, greater versatility and easier to use.25.Office stationery may be very expensive depend on the quality of paper and printing prices.26.The home-made machine is superior than the imported one in many aspects.27.Our trading partner is very tough in the negotiation that it is unlikely to reach an agreement soon.28.Despite there are ten managers, only the Managing Director has the decision-making power.29.It is well know that Chinese table-cloths are exquisitely made and moderately priced.30.Which articles are more marketable in those countries are important to us.Part Three: Questions 31-40 Write logical sentences with the words and phrases given.(用所给的词和短语写出符合逻辑的句子。)10% 31.and to boost / products of / it is important / marketing promotions / high quality / both to maintain 32.by a product / from its manufacturer / any person / is injured / may recover damages / who 33.our correspondence / paper shortage / forced us / has / to limit 34.met / sales territories / to discuss / the distribution of / the regional managers 35.for 110% of / to be covered / against All Risks / insurance is / by the seller / the invoice value 36.that we / concession in price / it has been / any further / cannot make / made clear 37.that most workers / financial rewards / it was / offering / were in favor of / an incentive scheme 38.you understand / to leave the company / my position / although / I am sure / I am reluctant 39.is omitted / in the communication / if / misunderstanding / an important detail / may occur 40.in a job / for further studies too / wants to / but she / Karen is interested / go abroad Part Four: Questions 41-50 Each of the following sentences contains one punctuation error.One punctuation in each is either missing or misused.Detect the error and write the missing punctuation or your correction together with the word before the punctuation on the answer sheet.（下面每句都有一个标点符号错误，该用标点处未用标点或标点符号用错。改正错误或补写标点，并将其与前面的一个单词一起填写在答题纸上。）10% Example: A.What a nice present you gave me.me!B.You think you are right don’t you? right, 41.A ten day leave was granted to Mr.Selmer.42.This work order must be completed by Friday;therefore you may have to work late Thursday.43.The ability to communicate is essential, the ability to communicate on the job is critical.44.I don’t know where Mr.Lacey is?

45.Friday, July 1;Friday, July 8;and Friday, July 15, are all possible dates for conducting the balloting.46.Radio Times carries details of all B.B.C.TV and radio programmes.47.Our usual terms of payment are by letter of credit available by sight draft。48.What do you know about the specifications of the trip scissors.49.These womens’ garments are newly designed and quite in style.50.Stallions yield the highest prices;but mares can also be extremely expensive.Part Five: Memo Writing Write a memo in about 50 words.(写一份50个单词左右的备忘录。)15% 51.You are Jim White, the president of the company.You’ve just received a letter from AB Company praising a clerk, Sun Green, for his good work.The sales manager of AB Company Mr.William said Sun Green is efficient and friendly and he enjoys doing business with Sun.Write a memo to Sun Green to congratulate him and thank him for working hard, and invite him to lunch next week.Part Six: Letter Writing Write a letter in 130-150 words.（写一封字数为130-150的信函。）25% 52.假设你是某公司的总经理，出访美国即将回国。向接待你的公司代表史密斯先生写一封感谢信，主要内容如下： 1）对贵公司访问即将结束，很快就要返回中国。2）感谢对方在你逗留期间给予的热情款待。

3）访问富有成效，并将有利于今后在贸易方面的合作。4）盼望在不久后有幸在中国欢迎对方，以便进一步发展关系。5）祝愿对方身体健康，工作成功。

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第四篇：国际商务英语试题2答案

广东外语外贸大学公开学院辅导资料

国际商务英语试卷2参考答案

课程代码：05844

I。Match the words and expressions on the left with the explanations on the right：（5%）

1． C2.E3.A4.D5.B

Ⅱ。Translate the following words and expressions：（10%）

(i)6.规模经济

7.跟单托收

8.分期付款

9.保险单

10.远期汇票

(ii)11.invisible trade

12.confirmed letter of credit

13.patterns of demand

14.prime bank

15.David Ricardo

Ⅲ。Make brief explanations of the following terms in English：（20%）

16.In the case of documents against acceptance, documents are handed over to the importer upon his acceptance of the bill of exchange drawn by the exporter.Payment will not be made until a later date.(P31 Para 3)

17.The importer that goes to a bank for the establishment of an L/C

18.International trade can be defined as the exchange of goods and services produced in one country with those produced in another.(P3 Para 1)

19.If a credit stipulated that its amount can be renewed or reinstated without specific amendment to the credit being made, it is then a revolving credit.(P57 para3)

20.A contract is an agreement which sets forth binding obligations of the relevant parties.(P68 para1)

Ⅳ。Fill in each of the following blanks with an appropriate word from the list（You can only choose 10 from the following 12 words in the square）：（10%）

21.are22.involves23.across24.means 25.them

26.provide 27.historical28.send29.which30.as

Ⅴ。Translate the following into English：（25%）

31.Theory of comparative advantage has become the cornerstone of modern thinking on international trade.32.Quotas or quantitative restrictions are the most common form of non-tariff barriers.33.In international trade it is almost impossible to match payment with physical delivery of the goods.34.Clean credit is generally used in non-trade settlement while documentary credit is used in commodity trade.35.If the contract is made by the seller, it is called a sales contract.If the contract is made by the buyer, it is called purchase contract.Ⅵ。Translate the following into Chinese：（15%）

36.跟其他任何付款方式一样，信用证并不完美。它不能给缔约双方提供绝对的安全。卖方可能由于买方延误开证，甚至未能开证而蒙受损失。而买方则可能由于卖方所提交的单据不能真实地代表所运货物而遭受损失。银行失去偿付能力或者破产也是不能绝对避免的。除此之外，由于银行对其提供的所有服务都将向客户收取费用，使用信用证比汇款和托收费用要高。所以，对于一笔具体交易来说，信用证也许不是最理想的付款方式。合同双方应该根据具体情况做出最好的选择。

Ⅶ。Answer the following questions in English：（15%）

37.How are D/A different from D/P after sight? Which is safer for the exporter?

In the case of documents against acceptance(D/A), documents are handed over to the importer upon his acceptance of the bill of exchange drawn by the exporter.Payment will not be made until a later date.D/P after sight gives the importer a certain period of time after presentation of the documents, but documents are not released to him until he actually pays for the merchandise.D/P after sight is safer for the exporter

38.In reality, complete specialization may never occur even when it is economically advantageous.For strategic or domestic reasons, a country may continue to produce goods for which it does not have an advantage.The benefits of specialization may also be affected by transport cost.Protectionist measures which are often taken by governments are also barriers to trade, and typical examples are tariffs and quotas.

第五篇：国际商务英语试题(一)

广东外语外贸大学公开学院辅导资料

国际商务英语试卷

（一）课程代码：05844

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

1.International business

2.GDP

3.Free trade area

4.Multinational corporation

5.Specialization

6.specific duty

7.roll on roll off

8.EDI

9.article number

10.auction

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

11.返倾销

12.最惠国条款

13.贴现

14.充分就业

15.保兑信用证

16.零库存

17.代位，取代

18.保护主义

19.免除条款（豁免条款）

20.证券交易所

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

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

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

or in part by another concern

23.cyclicalc.recurring in cycles

24.affiliated.stocks issued by government

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

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

27.poolingg.a trace of land including its buildings

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

trade terms

29.Incotermsi.authentic materials

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

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

31.MFN

32.Invisible trade

33.firm offer

34.open account

35.L/C

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

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

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

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

Ⅵ.Translate the following into Chinese（15%）

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

41.在国际贸易中进出口双方都面临风险，因为总存在对方不履约的可能

42.对于一笔具体交易来说，信用证不一定是最理想的付款方式。缔约双方应根据具体情况做出最好的选择。

43.未挂牌证券市场是为了满足已经确立了地位的，但是较小的，而且不太成熟的公司的需求而建立的44.已装船提单表明货物已实际装上开往目的港的承运船只

45.合同依法实施，未能履行合同义务的一方可能受到起诉，并被强制做出赔偿。2