体验商务英语2试卷A

第一篇：体验商务英语2试卷A

黑龙江外国语学院2013-2014学年 第2学期

Term 2 2013-2014 Academic YearHeilongjiang International University

机密（Confidential）编号（No.）： 13-14-2-040349A

试 题（Test）

课程名称（Subject）：体验商务英语2 考核类别（Type of test）： 考查课程类别(Type of course):专业必修考试形式(Test type):大作业使用范围（Target group）：2013级财务管理1-8班、市场营销班、Finish the following two tasks:

Task One(40%):

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

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

 The purpose of the letter









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

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

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

 Discuss the advantages and disadvantages of each location



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

第二篇：unit1体验商务英语

Ten ways to improve your career

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

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

From Business Wire

第三篇：商务英语沟通试卷

商务英语沟通试卷

Part One（5%）

I ．Multiple Choice(1％x5=5%）

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

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

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

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

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

traveler.A.a report B.an outline

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

E ．Gap-Filling(2％x5＝10%）

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

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

”true “，and ”F“ for ”false”．

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

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

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

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

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

①The sender encodes the message.（1分）

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

③ The receiver decodes the message.（1分）

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

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

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

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

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

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

③Use such connecting word；（1分）

④Use transition sentences.（1分）

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

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

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

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

VI.Graphics(10%）

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

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

Situation;

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

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

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

第四篇：商务英语写作试卷

«商务英语写作»考试题型介绍

«商务英语写作»考试所采用的题型包括：单项选择题、填空题、单句翻译题和撰写英文书信等。现分别举例说明：

1．单项选择题

这里所说的单项选择题实际上是一般所说的多项选择题，是国际上英语测试中最常见的一种题型。这种题型要求学生在给定的三或四个选择项中选出一个正确答案。通过这种题型既可测试学生对英语词汇掌握的广度和深度，也可测试学生对英语语法掌握的广度和深度。例如：

We agree to ccotinue business

the terms

stated in our Contract N0 46．

a．on, on

b．as, as

c．as, on

d．on, as

正确答案是d．on, as.[分析]本题的测试点是考查学生对介词多义性的掌握程度，以及对as + v-ed(过去分词)这种结构的运用。

题中on“按照，根据”；as+v-ed中as为连词，意为“如同”,也可释为“按照”。根据题意，只有d是正确答案。其余三个选择项都是错的: 选择项a中”on stated“有问题； 选择项b中”as the terms”有问题；选择项c中“as the terms”，“on the stated”都有问题。

[译文] “我们按第46号合同规定的条件续签商务协议”。

2.填空题

这部分试题指的是单句填空。题中不设任何选择项，要求考生根据题意，用自己掌握的词汇进行填空，只要意思成立，无语言错误，符合英语规范就行。这部分试题的测试重点是介词，当然也包括一些常用的动词、副词、形容词和连词等。因此解答这类试题的关键是根据题意判断题中缺少的是哪一类词。如果是介词，还得确定与题中哪个词搭配：是一般搭配或是固定搭配，是构成短语动词或是构成成语；如果是动词，还是确定其形式：谓语形式或非谓语形式（不定式、分句或动名词）。然后，在此基础上，从自己掌握的词汇中选出合适的词填入空白处，完成句子的意思。特别要注意不能出语言错误。例如：

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

[考点] 短语动词inform sb.of sth。“通知某人某事”；in which引出定语从句。

[解题关键] 判别inform us后缺少固定搭配介词of；在which引出的定语从句中，which 指代的是time，所以which前面必须得有介词in，即in which，在定语从句中作时间状语。[译文]“请告可能最短时间内的装运期。”

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

[考点] 短语介词in compliance with“按照”；on presentation and delivery of “在提交„时”；as specified“按规定”。

[解题关键] 辨别题中的compliance是短语介词的主导词，前面缺少in，后面缺少with，介词短语in compliance with the terms of the L/C修饰前面的过去分词drawn；presentation and delivery前面缺少介词on“，on +（动）名词”通常表示时间；specified前面缺少as，as specified为习用语。

[译文]“按信用证条件开出的汇票按规定提交单据如期支付。”

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

[考点] be represented by“由„代表，由„代理”；for the sale of “（为了）销售”；in your district“在你地区”。

[解题关键] 本题是被动句，介词短语 by Messrs Freeman & Brothers Co.Ltd用作“We are already represented”的行为主体；the sale前、后缺介词for, of；介词短语for the sale of this commodity表示目的，修饰represented；in your district修饰the sale。

[译文] “我公司委托Messrs Freeman & Brothers 有限公司作代理，在你地区销售该产品。”

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

[考点] a catalogue of your Rubber Boots；“橡胶长统靴目录”；together with 连词，“和，加之”；terms of“„的条件”

[解题关键] 本题的意思是：感谢寄送产品目录及付款和优惠条件。根据题意，判断出catalogue后跟介词短语of your Rubber Boots做后置定语；together with是短语介词，后跟terms；terms后跟介词短语of payment and the largest discount„作后置定语。

[译文]“若贵方能寄给我们橡胶长统靴目录及付款和能给的最优惠的折扣条件，我们将不胜感谢。”

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

[考点] owing to“由于”；on the part of “„方面的；就„而言”；from„to„“从„到„”

[解题关键] Owing to 是短语介词，后跟名词delay，Owing to the delay„表示原因，在句中状语；on the part of也是短语介词，on the part of the suppliers这一介词短语作delay的后置定语；from September 10th.To October 10th.修饰extend.[译文] “由于供应方的拖延，请贵方将装运日期从9月10日延长到10月10日。”

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

[考点] inquire about “查询、询问”，短语动词；in your letter“贵方来信中”；be considered to have “被认为具有”；amount to“合计，总额达”；delay in payment “拖延付款”

[解题关键] 本题由两个句子组成。第一句是被动句The company„is considered„。其中inquire about是短语动词，you inquired about是省去了which的，修饰company 的定语从句；in your letter修饰inquired about；be considered后的to并不是介词，而是构成动词不定式的小品词。这里的to have an excellent reputation作句子的主语company的补语。第二句的结构是„We have sold goods„，but have never experienced a delay„。其中amount to是短语动词，amounting to eight million dollars是分词短语，作goods的后置定语；in payment介词短语是修饰delay的后置短语。

[译文] “贵方3月10日来函所询问的那家公司认为享有最良好的信誉。我们与该公司做过几次数额达800万美元的交易，但是从未发生过拖欠货款事宜。”

3.选择给定的适当的单词填空题

这部分试题是短文填空题，每空填一个词，待填的单词集中列在题首。做这一试题时，切忌见空就填，最好先很快通读一遍整个语篇，熟悉语言环境，然后从给定的单词中仔细选择出正确答案。例如：

选择下列适当的单词填空：

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

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

[考点] in other words “换言之”；offerers“报盘人”on receiving„ “在收到„时”；in accordance with“按照，根据”；inquire for“询问，询价”

[解题关键] 从标题就可以知道，整个短文是对报盘下定义，闭幕式进行适当的解释。第一空选words填入。in other words “换言之”为习用语，引出下文，对给offer下的定义，进行解释。第二空，根据题意应填offerers作which引出的定语从句的主语。第三空，动名词receiving前填介词on，表示时间。第四空和第五空分别选介词in和with填空，构成短语介词in accordance with。第六空是动词inquire的固定搭配for，inquire for是短语动词。

[译文] “报盘是卖方为签订合同向买方提出的一种建议，或者说，报盘是指发盘人向受盘人提出的某种交易条件，并愿意按此条件同受盘人达成交易。这些条件主要包括商品名称、牌号、规格、数量、价格、包装、支付、交货期限等。因此，一收到国外的询盘函电，我们就必须根据可供存货及该商品的市场情况，向海外客户报价并提出有关的贸易条件和条款。这就称之为报盘或报价。”

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

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

[考点] the latter “后者”；in favour of“以„为受益人，收款人，抬头人”；to drawn “提款，开出，开给”；in advance “提前，预选”；any possible risks “任何可能的风险”

[解题关键] 信用证是国际贸易中通常使用的一种支付手段。买方通过银行向卖方开出信用证支付货款。根据题意，第一空the的后面填形容词latter, the latter相当于名词，在句中作主语；第二空填in，第三空填of, in favour of是短语介词，后接名词the exporter，表示信用证开出出口商（抬头人是出口商）；to drawn on them这里属固定搭配，其中them指的是importer’s bankers，意为“以进口商银行为付款人而开出收款汇票，即向进口商银行提取货款”；in advance是习用语，修饰动词不定式to pay；any ______ risks之间只能填形容词possible，才符合题意。

[译文] “在国际贸易中，进口商很少直接付款给出口商。支付通常通过银行进行。当买卖双方签署了销售合同以后，前者指示他的银行按照购货的总价款，根据合同所规定的条款，把一个信用证开在出口商名下。该信用证受权出口商向该行提取合同规定的款项。因此，信用证是开证行应进口商的请示，开给出口商的一种银行保证付款的书面凭证。它的优点在于开证行开出的信用证是预先付款的担保。它解决了进出口双方互不信任的矛盾在完成交易的过程中可能遇到的任何风险。”

4.英汉翻译

这部分试题主要考核学生对外贸英语信函中常用句型和习用法的确切理解并将其译成通顺汉语的能力。该试题多由单句组成。做英译汉试题时，要特别注意试题句子本身的内容。对代词it, its, they, their等的指代关系一定要弄准确。某些单句或短语似乎相识，但在句中却另有所指或特指，或比喻或隐喻，对这些词和短语一定要反复推敲，选用准确的汉语来表达，切忌望文生义、想当然或八九十离十。做完这部分试题，一定要留出时间根据原文仔细校对译文。难译的词句要反复校对，注意有否漏译、错译或词不达意的文句。如果译文连考生自己都看不懂，肯定有问题，应采取相应措施进行再翻译或做文字加工。只有这样，才能取得好成绩。例如：

1.We look forward to the opportunity to be of service to you.[译文]“期待有为贵方效劳的机会。”

[考点] be of service to“为„服务”

[解题关键] to be of service to you 动词不定式短语修饰the opportunity，作后置定语，整个句子的翻译要符合中文外贸书信的用词规范。当然可以译写成：“我们盼望有机会为你们服务”，但这比上述译文“期待有为贵方效劳的机会”或“期待有机会为贵方效劳”逊色多了。

2.These goods being in great demand, we cannot hold this offer open.[译文] “这些货物需求量大，本公司无法保持此报盘有效。”

[考点] 分词独立结构These goods being in great demand的译法；hold this offer open“保持此报盘有效”

[解题关键] 分词独立结构在句中可译成独立的句子；hold this offer open为外贸习用语，用固定的译法（参见上述[译文]）。

3.We think you do better to accept this offer now than by delay be perhaps compelled to agree to others less advantageous.[译文] “本公司认为贵方现在应明智地接受这项报价，以免因迟延而或许被迫同意其他较为不利的条件。”

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

[解题关键] 弄清句子结构，特别是考点。Than后面的by delay修饰be perhaps compelled to agree„；形容词比较级less advantageous修饰others，作其后置定语。翻译成汉语时，„you do better to(do)„ than „ be perhaps compelled to(do)„采取了较灵活的译法。“做„比被迫做„好”引申为“做„以免被迫做„”（参见上述[译文]）。

4.Please accept our apologies for being not helpful to you.[译文] “对此我们无法对贵方有所帮助，请接受本公司的抱歉。”

[考点] being not helpful to you “对贵方无帮助”

[解题关键] 句子本身不难，但翻译成通顺的汉语却非易事，试比较：“请接受我们由于不能帮助你们而致的歉意。”；“由于对贵方无帮助，我们特致歉意，请接受。”这些译文都不如上述[译文]简练、通顺。

5.We hope you will understand the circumstances which compel us to decline you after.[译文] “我们不得不拒绝贵方报盘，希望能理解我方的处理。”

[考点] 限制性定语从句的处理

[解题关键] 试题本身不难理解：which引出的从句是circumstances的限制性定语从句。如果译成：“我们希望你们能理解迫使我们拒绝贵方报盘的情况”，显然，这样的译文很累赘，与中文商务信函语体的特点——简练、明确不相符合。如果将“迫使”引申为“不得不”，把“情况”改成“处境”，再把限制性定语作为非限制性定语从句处理，译文就大不一样了（参见上述[译文]）。

6.Thank you for your kindness and look forward to your continued favors and attention.[译文] “感谢贵方的善意，并期待贵方继续支持与关照。”

[考点] continued favors “继续支持”

[解题关键] 本题的难点是如何理解与翻译favor一词。Favor既可用作名词，又可用作动词。用作名词时，意思为“好感，喜爱；[宠，偏]爱；赞成[同]；恩惠”等。这里取其“赞成”这一意思，引申为“支持”，符合汉语搭配“继续支持”。

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

[译文] “感谢贵方7月4日的报价，但必须指出的是，贵方提出的取价使我方几乎无利可图。贵方能否降价5%以便我方大量订购？”

[考点] leave us little or no margin of the profit “使我方几乎无利可图”

[解题关键] 深刻理解试题内容：proposed quotation当然指的是对方提出的报价；leave us(sth,)“留给我们„”，换言之，“使我们得到„”；litter or no margin of the profit = little of the profit “无利润”和no margin of the profit“无余利”，总括起来就是“无利可图”所以得出了上述[译文]。

5.汉英翻译

这部分试题主要考核学生综合应用英语的能力。该试题由商务信函中的一些单句组成。做这汉译英试题和做英译汉试题一样，首先要正确理解试题的内容，并在此基础上选用商留英语信函中的相应句型、词汇来表达。特别要注意词的搭配关系。切忌只顾词义，不顾词性，按汉语结构，逐字进行排列组合。做完这部分试题后，同样要根据原文仔细较对，看是否有错误、漏译或用词不当的地方。一定要从英语的角度来阅读译文，检查句子结构是否成立，词性是否用错，搭配是否正确。整个译文要符合英语的表达习惯，切忌中国式英语（Chinese English）。例如：

1.我们相信这批寄售货物将完好抵达，并使贵方完全满意。

[译文] The consignment, we feel sure, will arrive in good condition and prove to be entirely satisfactory.[考点] 完好抵达；使满意

[解题关键] 试题中所说的“完好抵达”，说的是寄售货物抵达时的状态，没有受损，和装船时一样，所以只能译成arrive in good condition，而不能译成arrive well；至于“使满意”，当然可以直接译为satisfy，但是这样就有中国式英语之嫌。而最主要的是，这里所说的“使贵方完全满意”是指寄售货物：到达不受损失这一事实让销售代理商感到满意，而寄售货物本身令销售代理商是否感到满意问题不是主要的，所以这里译成prove to be entirely satisfactory是比较合适的（参见[译文]）。至于“我们相信”，可以像[译文]中作插入句处理，当然也可以We fell [are] sure(或We believe [think] that the consignment will arrive in good condition and prove to be entirely satisfactory.)

2.至于索赔，我们的保险公司只接受超过实际损失5%的部分。

[译文] As to claim, our insurance company will only accept the part of loss that is over 5%.[考点] 超过实际损失5%的部分。

[解题关键] 整个句子应译成英语里的主+谓+宾句型，即„company will accept„the part„；其中“超过实际损失5%的”是修饰part的定语，该定语的翻译是关键；“超过”又是关键中的关键：是用动词surpass, excel, exceed或用系表结构be over。这些词语都有“超过”这一含义。但所指的事物以及使用的场合都不相同：surpass和excel指的“超过”是“比„强”的意思，在此意义上两者可以互换。如：Our company surpassed [excelled] all the other in the turnover in this region.（在本地区我公司的营业额超过了所有其他公司。）显然这两个词在本试题中都不能用。Exceed和be over指“超过（一定量或允许范围），在此意义上两者也可以互换。”如：The cost will not exceed [be over]￡50.（成本不超过50英镑。）可见，这两词在本试题中均可选用。至于“实际损失”，在英语中用loss一词表达足够了，前面不必要写成practical（或realistic, factual）loss，这是中国式英语，英语中没有这一说法。

3.因为我们的价格是很实际的，我们确难同意把价格降低到你方表示的水平。

[译文] As our price is very realistic, we can hardly agree to reduce our price to the extent you(have)indicated.[考点]（价格是）很实际的；确难同意；（降低到）你方表示的水平

[解题关键] 英语中“实际价格”多用realistic price，但也有用practical price的时候；“确难同意”即可用can hardly agree，也可用cannot agree，但前者修饰效果好一些，也可用level。因此，本试题除上述[译文]外，也可译成：As our price is very practical, we cannot agree to cut down our price to the level you(have)indicated.4.定货太多，到年底交货的产品都已售完

[译文] We are heavily committed and have sold out all the goods to be delivered up to the end of this year.[考点] 定货太多；到年底；交货的产品

[解题关键] 英语中“定货太多”可用be heavily committed或have quite a lot of orders，当然，前者语言简练；“到年底”可用up to the end of this year 或 by the end of this year;“交货的产品”可用the goods to be delivered或the goods delivered。因此，除上述[译文]外，本试题还可以译成：We have quite a lot of orders and have sold out all the goods delivered by the end of this year.5.由于这台设备是按你方提供的规格制造的，请定货时同时支付30%的押金。

[译文] Since this new equipment is to be manufactured to your specification, a deposit of 30% of the total value should accompany your order.[考点] 按„规格制造；定货时同时支付„押金

[解题关键] 英语中“按„规格制造”可以写成manufacture to(according to, in accordance with)„ specification；“定货时同时支付„押金”可以写成：a deposit„should accompany your order 或You should pay a deposit when making an order, 但前者语言更简练。（参见上述[译文]）

6.撰写英文书信

撰写英文书信的目的是测试学生在语篇上综合应用英语表达思想的能力，外贸函电考试中书信撰写，实际是一封中文商务信件的汉译英。做这部分试题和汉译英试题一样，首先要确定书信的内容：是询问、报盘、订货、或装运、保险、索赔等，亦或是其他商务问题。在此基础上选用相应外贸书信中的相应句型和有关的词汇、惯用法来进行翻译。切忌逐字逐句进行硬译。词汇选定以后，要特别注意该词的词性，否则写成的句子在英语中就不成立。做完这部分试题，一定要根据原文仔细校对，看有无漏译、错译或用词不当的地方。按照英语语法和书信文体来检查整篇书信，重点放在句型结构、词性、词的搭配是否正确，是否符合英语的表达习惯。撰写英文书信时，既可采用平头式，也可采用缩进式。例如：

先生们：

谢谢贵公司5月15日来函并按时签署和寄回的销售确认书。

根据4,000台照相机销售确认书，我方已安排交货事宜。在收到你方信用证后，可望在下月装船。

装来信提示，交货日期逼近，但我方至今仍未收到贵方有关的信用证，我们认为你方必须迅速开出信用证，这样我们才能如期履行订单。

至盼早复。

此致

敬礼

[译文]

Dear Sirs，We are in receipt with thanks of your letter dated May 15 and the Sales Confirmation duly signed and returned by you.In compliance with the sales Confirmation of these 4,000 Cameras, we have arranged for delivery and hope the shipment will be made during the next month, if your L/C arrives here in time.Today we write to invite your attention to the fact that the date of delivery is approaching, but so far we have not yet received your relevant L/C.We consider it is necessary for you to expedite the establishment of the L/C, so as to enable us to carry out the order smoothly.We are looking forward to receiving your favourable news in the shortest possible time.[考点] 谢谢贵公司„函„；销售确认书；安排交货事宜；可望在下月装；现来信提示；至今仍未收到；迅速开出信用证；履行订单；至盼早复，此致敬礼。

[解题关键] 一封完整的商务书信（正文）开头语和结束语是不可缺少的。“谢谢贵公司„函„”是开头语。英语中有很多种写法，任择其一都行，如：Thank [We thank] you very much for your letter of [dated]„；With many thanks for your letter of [dated]„；We have duly received with man y thanks your letter dated [of]„；We are in receipt with thanks of your letter dated „。“至盼早复”是结束语，也有很多写法： We are looking forward to receiving your favourable news in the shortest possible time;We hope to receive your favour at an early date;We hope to be favoured with a reply with the least delay;Hoping to hear from you soon;Expecting shortly to hear from you;Write to us as soon as you can;We beg that you will send us an answer at the earliest possible moment.等等，任选其一都行。“此致敬礼”也属结束语，可译成Send our best regards。至于“销售确认书”相应的译文是Sales Confirmation。“安排交货事宜”可写成arrange for delivery, arrange to deliver。“可望在下月装船”可写成hope(that)the shipment will be made during the next month。“现来信提示”可写成Today we write to invite your attention to the fact that „“迅速开出信用证”可写成expedite [speed up] the establishment [opening] of the L/C。“履行订单”可写成carry out the order。

2004-2005第二学期《商务英语写作》考试试卷（A）

湖州师范学院2004—2005学年第二学期

《商务英语写作》考试试卷(A)

一、Multiple choices.(15%)

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

B.may have to

C.has the right to

D.reserve the right to

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

B.importer

C.dealer

D.plant

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

B.credit

C.loan

D.make

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

B.causes

C.helps

D.promotes

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

B.have not been

C.has not been

D.were not

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

B.issued

C.arranged

D.remitted

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

B.correct

C.establish

D.amend

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

B.of

C.according to

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

B.obtain

C.meet

D.reach

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

B.mistakes

C.adjustments

D.defects

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

B.to, along with

C.into, with

D.on, over

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

B.however

C.nevertheless

D.and

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

B.promotion

C.prompt

D.promptitude

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

B.happy

C.prevented

D.reluctant

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

B.So that

C.For

D.Because

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

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

Regarding the question of insurance, we wish to state

for transactions concluded on CIF basis our usual practice

to cover All Risks

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

that are under the Ocean Marine Cargo Clauses of

People’s Insurance Company of , we may do so

your behalf, but the extra premium should be borne

you.The Risk of Breakage

in your letter is

fact included in All Risks;therefore it is not

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

underlined, i.e.you must

delivery of the goods

good time upon their 16

at the destination.If 17

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

survey to the surveyor as stipulated in the Policy

order to avoid subsequent trouble.四、Translate the following sentences into English.(20%)1.按照第180号销售确认书所规定的，有关信用证应该不迟于6月28日到达我方，希望你方及时开出信用证，以确保按时装船。

2.感谢贵公司6月20日的订单，我方很乐于接受。但遗憾的是我方无法接受你方订单中要求的8月2日为交货期。此产品我们最早能在8月20日发运。贵公司是否能接受较迟的交货时间，请速告。谢谢！

3.包装问题已得到充分重视，我方确信这将使你客户满意。

4．货物的保险将由我方以CIF价的110%投保。如果要求附加险，额外保险费将由买方负担。

5.我方准备给你方合理的赔偿，但不是你方索赔的数目，因为我方不能理解为什么损失超过货物实际价值的50%，请重新考虑。

五、Letter Writing（20%）

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

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

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

Mention the time of the meeting.u

Ask him to bring materials needed.u

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

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

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

《商务英语写作》考试试卷(B)

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

B.Together with

C.Without

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

B.hence

C.therefore

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

B.no

C.a

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

B.reasonable

C.outstanding

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

B.As

C.Being

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

B.deal in

C.hand in

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

B.of

C.with

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

B.for

C.with

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

B.much

C.many a

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

B.to

C.at

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

B.and, by

C.but, for

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

B.managerial

C.unfortunate

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

B.on

C.with

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

B.on

C.to

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

B.borne

C.small

D.settled

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

Dear Sirs

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

luxury foods

the prices quoted

our initial offer to you.We understand your concern

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

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

Each jar is wrapped in tissue paper 6

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

strong cardboard cartons, twelve

a carton, separated

each other

corrugated paper dividers.The cartons are then packed

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

movement

them.In addition, the crates are lined

waterproof, airtight material.The lids are secured

nailing, and the crates are strapped

metal bands.In the case

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

details required by the Argentinian authorities, as well as

your own mark, details

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

1.谢谢贵方二月十四日抱盘。我们对贵方价格和质量感到满意，现寄上定单一张，订购下列商品。

2.你方订货的装船时间迫近，但尚未收到有关的信用证，请你尽力将信用证在本月底以前寄到我方，以便按期装船。

3.我方已采取措施改进包装，确信今后的交货将使你方完全满意。4．货物的保险将由我方以CIF价的110%投保。如果要求附加险，额外保险费将由买方负担。5.对蒙受的损失，我们要求赔偿460美元。

五、Letter Writing（20%）

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

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

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

第五篇：体验商务英语第十三单元翻译

第十三单元

从利物浦到东京

Boodle & Dunthorne 是一家珠宝制造和零售商。Joloda 制造卡车装货设备。两家公

司总部都在英国利物浦。首席执行官为 Martin Wainwright(Boodle & Dunthorne)和Wainwright Kordel（Joloda）。

1.为重要的文化和语言差异做好准备。这点貌似非常明显，但仍有一些人在日本却不雇佣一名能够同时解释传统和文化的优质翻译而试图勉强应付过去。

2.利用高层的人际关系。这比利用价格更为重要。本人出席至关重要。在Joloda公司对日销售的十年之后，最近才引进了一名新的销售员。Wainwright表示在日本的国家贸易展览会上的定期展览对其目标部门建立概评非常重要。

3.耐心取得回报。在成功获得一个订单之前可能要奔波数次。Boodle & Dunthorne在开始工作之前花费了大约16个月而Wainwright在得到一个订单之前花费了40，000英镑。他曾经从一个贸易展览上返回英国并打算就此结束，但就在这时，与他一起本打算第二天收工的销售经理接到三天以后与三井公司会面的电话。Boodle & Dunthorne迅速地获得成功。

4.避免中间人从而缩短交货时间。Joloda 在日本有一个代理商，但这能够缩短配销链从而提供更快的服务。Boodle & Dunthorne 雇佣了一位顶尖设计Rebecca Hawkins，并自主制造珠宝，从而提供了具有原创设计的快速直接的服务。

5.使用当地货币报价。你的银行应能够为你提供帮助，如果它做不到的话，换一家银行。

6.方言、气候和文化有许多变体。比如从大阪到东京，你可能需要不同的销售商和不同的翻译。这是由于你在东京的人完全不可能有合适的联系网络。

7.重点强调你的产品的原产国。根据Wainwright和Kordel的说法，英国被看做是精巧、古典但充满历史的代名词。不论你销售的是珠宝或是工程产品，强调你的产品中的任何手工艺以及你所在城市的文化遗产。

8.锻炼你的直觉。Wainwright和Kordel 表示礼貌的文化会避免日本客人表达出厌恶和不满。Wainwright说，如果他们造访英国，记住不经常享用大餐或过多的肉类。去吃鱼更为稳妥。

9.有些Joloda的顾客是来自不熟悉西方文化的地区。Kordel建议这种顾客对英国的造访应从始至终收到监督指导并由翻译陪同。

10.赠送礼物。Kordel说：“日本人喜欢送出和接受精美的礼物。”Wainwright 同样表示：“身份地位是非常重要的，所以那些名牌最受欢迎。然而，重要的不是礼物的价值，而是礼物是由你赠送的这个事实。”