13-14上外贸洽谈B卷
学院
2013 -2014 学年度第一学期试题卷
外贸洽谈（B卷）
（课程代码：）
考试类型适用于专业
本试卷满分100分，考试时间90分钟。
一、单项选择题
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。（本大题共20小题，每小题1分，共20分）
1.按谈判中双方所采取的的态度，可以将谈判分为立场型谈判、原则型谈判和( )
A、软式谈判
B、集体谈判
C、横向谈判
D、投资谈判
2.在商务谈判中，双方地位平等是指双方在___上的平等。( )
A、实力
B、经济利益
C、法律
D、级别
3.价格条款的谈判应由____承提。( )
A、法律人员
B、商务人员
C、财务人员
D、技术人员
4.市场信息的语言组织结构包括文字式结构和____结构。( )
A、图形式
B、数据式
C、表格式
D、组合式
5.根据谈判者让步的程度，谈判风格可分为软弱型模式、强有力模式和( )
A、合作型模式
B、对立型模式
C、温和型模式
D、中立型模式
6.在国际商务谈判中，有两种典型的报价战术，即西欧式报价和( )
A、中国式报价
B、日本式报价
C、东欧式报价
D、中东式报价
7.在缺乏谈判经验的情况下，进行一些较为陌生的谈判，谈判人员应采取_____的让步方式。( )
A、坚定
B、等额
C、风险性
D、不平衡
8.商务谈判中，作为摸清对方需要，掌握对方心理的手段是( )
A、问
B、听
C、看
D、说
9.谈判中的讨价还价主要体现在___上。( )
A、叙
B、答
C、问
D、辩
10.谈判中最为纷繁多变，也是经常发生破裂的阶段是谈判( )
A、初期
B、中期
C、协议期
D、后期
11.国际商务谈判中，非人员风险主要有政治风险、自然风险和( )
A、技术风险
B、市场风险
C、经济风险
D、素质风险
装 订 线
12.谈判中，双方互赠礼品时，西方人较为重视礼物的意义和( ) A 、礼物价值 B 、礼物包装 C 、礼物类型 D 、感情价值
13.谈判中以与别人保持良好关系为满足的谈判心理属于是( ) A 、进取型 B 、关系型 C 、权力型 D 、自我型 14.英国人的谈判风格一般表现为( )
A 、讲效率
B 、守信用
C 、按部就班
D 、有优越感 15.日本人的谈判风格一般表现为( )
A 、直截了当
B 、不讲面子
C 、等级观念弱
D 、集团意识强
16、（ ）的核心是谈判的双方既要考虑自己的利益，也兼顾对方的利益，是平等式的谈判。
A 、让步型谈判
B 、立场型谈判
C 、互惠型谈判
D 、原则型谈判
17、（ ）是双方下决心按磋商达成的最终交易条件成交的阶段。 A 、报价阶段 B 、开局阶段 C 、成交阶段 D 、磋商阶段 18、报价阶段的策略主要体现在（ ）。 A 、把价格压得越低越好 B 、如何报价 C 、把价格抬得越高越好 D 、场外交易 19、商务谈判必须实现的目标是谈判的（ ）。 A 、最低目标 B 、可接受的目标 C 、最高目标 D 、实际需求目标
20、价格解释是（ ）。
A 、买方还价
B 、卖方报价
C 、卖方对报价所进行的解释
D 、买方对报价所进行的解释 二、多项选择题。将正确选项填入括号内，多选、错选、漏选均不得分（本大题共10小题，每题3分，共30分）
1、商务谈判的基本要素有（ ） A 、谈判当事人 B 、谈判议题
C 、谈判目的
D 、谈判地点
2、当商务谈判陷入僵局时，以下技巧有助于改变气氛（ ） A 、改变谈判话题 B 、改变谈判环境 C 、改变谈判日期 D 、更换谈判人员
3、.国际经济贸易活动中解决争端的普遍的、基本的方式是（ ） A.第三方协调 B.仲裁 C.诉讼 D.贸易报复
4、选择自己所在单位作为谈判地点的优势有（ ） A.便于侦察对方 B.容易寻找借口 C.易向上级请示汇报 D.方便查找资料与信息
5、进行报价解释时必须遵循的原则是（ ）
A.不问不答
B.有问必答
C.避实就虚
D.能言不书 6、涉外商务合同签订的内容包括（ ） A 、品名条款 B 、品质条款 C 、数量条款 D 、包装条款 7、商务谈判人员的性格种类有（ ） A 、贪权人 B 、说服者 C 、执行者 D 、接受者
8、商务谈判成败的评价标准包括（ ）
A 、谈判目标
B 、谈判效率
C 、人际关系
D 、谈判协议 9、谈判中迂回入题的方法有( ) A 、从题外语入题 B 、从自谦入题
C 、从确定议题入题
D 、从询问对方交易条件入题 10、国际商务谈判中的市场风险具体有( ) A 、投资风险 B 、利率风险
C 、汇率风险
D 、价格风险
三、简答题。（本大题共有3小题，每小题5分，共15分）
1、商务谈判的特征有哪些？
2
、在商务谈判的开局阶段，谈判人员的主要任务是什么？
3、商务谈判的目标层次是怎样的？
四、论述题（10分）
美国著名谈判学家杰德勒·尼尔伦伯格把谈判称为“合作的利己主义”，请谈谈你对此的理解。
装 订 线
五、案例分析题（25分）
中方A 公司与美方B 公司就某项条款进行谈判,由于美方B 公司就该项条款与A 方始终未达成协议,且始终不愿作出进一步的让步,因此,在进一步的谈判中,A 方人员虽然耐心地重申了己方的有关要求,并希望双方都能在互利互惠的基础上做出进一步的让步,但,B 方人员却含糊其词,顾左右而言它,一会儿说对A 方的有关要求还是不够明确,一会儿又借口有急事需要处理,希望谈判能够继续拖延,要么就是将谈判委托给无实际决策权的人员来进行。
请分析下列问题:
1、你认为B 方人员的所作所为有何不妥之处?
2、你认为谈判结果将如何?
外贸英语函电的写作格式常用范文
外贸英语函电的写作格式常用范文 外贸函电涉及到的知识很广泛，那么外贸函电的英语写作格式需要注意哪些问题呢，接下来为大家整理了外贸英语函电的写作格式，希望对你有帮助哦! 1.请求建立商业关系 Rogers Chemical Supply Co. 10E.22Street Omaha8,Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply. Very truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。如价格公道，本公司必大额订购。烦请早日赐复。此致 2.回复对方建立商业关系的请求 Thank your for your letter of the 16th of this month. We
外贸函电信函例文
Dear sir or madam: We get your name and address from the net, and the products that your company need’s are in our scope of business. So we send mail to you ,in hope to establish a long-term relations of cooperation. Our company is a big foreign tread company, engaged import and export business with nearly 20 years, and get good reputation. Sending enclosed with a catalogue and a price list for your reference. After receiving your inquiry, we will give you the most preferential price. Your early reply will be highly appreciate. 0003: Dear sir or madam: It is my pleasure to be looked by you of this mail. we gone into your company net , and glade to fond that your products are our needs’ . Our company Intercom Import & Export Co .,Ltd have done business of Children’s Bicycles importing for many years , and enjoy good reputation . We hope can establish relations of cooperation with you. In order to our deep treading , hoping that you can send a catalogue and the most good price list for our reference. Your early reply will be highly appreciate . Yours Intercom Import & Export Co .,Ltd James Brown 0007: Dear sir of madam: We get your address from internet , and know that you are one of the leading company in garment industry. We are interested in your No. MS1201 MEN’S DORM PANT, we hope to get detailed information on MEN’S DORM PANT, including prices 、colors , and all kinds of article numbers’samples , these are important for our reference. If your price and quality are attractive , we will place an order. Hoping for your early reply.
外贸函电英语[1]1
函电(1) 今天的题目是: Self-introduction 例文如下: Dear Sirs, We owe your name and address to the Commercial Counsellor's Office of the Swedish Embassy in Beijing who have informed us that you are in the market for Textiles. We avail ourselves of this opportunity to approach you for the establishment of trade relations with you. We are a state-operated corporation,handling both the import and export of Textiles. In order to acquaint you with our business lines,we enclose a copy of our Export List covering the main items suppliable at present. Should any of the items be of interest to you,please let me know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements. In our trade with merchants of various countries,we always adhere to the principle of equality and mutual benefit. It is our hope to promote,by joint efforts,both trade and friendshp to our mutual advantage. We look forward to receiving your enquiries soon. Yours faithfully, 函电(2) ------ A (A) Request for the establishment of business relations 例文如下: Dear sirs, Having obtained your name and address from Messrs. Anderson & Co.,Rotterdam,we are writing you in the hope of establishing business relations with you. We have been importers of Arts & Crafts for many years. At present,we are interested in various kinds of Chinese Arts and Crafts and should appreciate your catalogues and quotations. If your prices are in line,we trust important business can materialize. We are looking forward to receiving your early reply.
外贸函电英文信函
建立业务关系 Dear Sirs， Through the courtesy of Mr.Freemen,we are given to understand that you are one of the leading exporters of Chinese light industrial products in your area. We now avail ourselves of this opportunity to write to you and see if we can establish business relations with you. We are very well connected with all the major dealers of light industrial products in this area . We are confident that we can sell large quantities of Chinese goods if we receive your offers at competitive prices. Please send to us necessary information regarding your products for export. We look forward to receiving your early reply. Y ours sincerely, XXX Dear Sirs， We acknowledge with thanks the receipt of your letter of September 10 ,2009,informing us of your interest in our products. We look forward to establishing positive business relationship with your corporation. We are a state-owned corporation（国有公司) specializing in the export of Chinese light industrial products. We are convinced that our joint business efforts will be to our mutual benefit. As requested, a booklet including a general introduction , the scope of business and other topics are enclosed for your reference . Should you require any further information,please don't hesitate to let us know. Y ours sincerely, XXX 询盘 United Textiles Ltd. Y ork House , Lawton Street ,
进出口外贸英语函电 范文
1. 主动联系采购商 Dear Sirs: May 1, 2001 Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market - that it is the best mountain bike available. Enclosed is our brochure. Yours faithfully 2. 提出询价 Dear Sirs: Jun.1, 2001 We received your promotional letter and brochure today. We believe that your would do well here in the U.S.A. Kindly send us further details of your prices and terms of sale. We ask you to make every effort to quote at competitive prices in order to secure our business. We look forward to hearing from you soon.. Truly 3. 迅速提供报价 Gentlemen: June 4, 2001 Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on the model together with the catalog and price list. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. We look forward to the opportunity of being of service of you. 交易的契机 4. 如何讨价还价 Gentlemen: June 8, 2001 We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market, If you are prepared
商务英语写作-商务英语信函范例：教你学写邀请与答复信函
商务英语写作 商务英语信函范例：教你学写邀请与答复信 函 invitation and reply dear mr. / ms, we should like to invite your corporation to attend the 2000 international fair which will be held from august 29 to september 4 at the above address. full details on the fair will be sent in a week. we look forward to hearing from you soon, and hope that you will be able to attend. yours faithfully 尊敬的先生/小姐， 在上述地址，我们想请贵公司参加于八月二十九日到九月四日举办的2000国际商品交易会，关于交易会的详情我们一周内将寄给你。希望不久能收到你的来信，并能来参加。 您诚挚的
肯定答复 dear mr. / ms, thank you for your letter of june 28 inviting our corporation to participate in the 2000 international fair. we are very pleased to accept and will plan to display our electrical appliances as we did in previous years.
英文外贸函电——建立贸易关系
Dear Sirs Having had your name and address from the Commercial Counsellor's Office of our Embassy in Pakistan,we avail ourselves of this opportunity to write to you and see if we can establish business relations with you. We are a state-owned corporation sepcializing in the export of table-cloths,and are in a position to accept orders against customers'samples specifying design,specifications and packaging are also prepared to accept orders for goods with customers'own trade marks or brand names. In order to give you a rough idea of our various table-cloths,we are airmailling you under separate cover a copy of our latest catalogue for your you find any of the items interesting,please let us know as soon as shall be glad to send you quotations and samples upon receipt of your concrete enquiries. We await your early reply. Yours faithfully Dear Sirs, We known your name and address from the website of and note with pleasure the items of your demand just fall within the scope of our business line. First of all, we avail ourselves of this opportunity to introduce our company in order to be acquainted with you. (我们从阿里巴巴网站上看到您公司的名称和地址，并且很高兴地了解到您需要的产品正好符合我们的业务范围。我们很荣幸有这个机会向您介绍我们的公司。) Our firm is an Chinese exporter of various Canned Foodstuffs. We highly hope to establish business relations with your esteemed company on the basis of mutual benefit in an earlier date. we are sending a catalogue and a pricelist under separate cover for your reference. We will submit our best price to you upon receipt of your concrete inquiry. (我公司是一家中国的出口企业，主营各类罐头食品。我们非常希望能在双赢的基础上尽早同贵公司建立业务关系。我们给您发出了产品目录和价格表以供参考。如果能够收到您具体的询盘，我们将为您提供最优惠的价格。) We are looking forward to receiving your earlier reply. (期待您的尽早回复。) Yours faithfully,
外贸函电
外贸函电常用范文 1、Set new business relationship 建立贸易关系，可以通过多种途径，如通过驻外机构、国外商会、同业商行、银行、出国访问、商品交易会、报纸广告、市场调查等等。建立贸易关系的信函，要写得诚恳、热情、礼貌、得体，并将写信人的意图清楚地叙述完整，给对方留下深刻地印象，使其愿意与你交往。Dear Mr. Jones: We understand from your information posted on https://www.wendangku.net/doc/f5687321.html, that you are in the market for textiles. We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future. We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our website https://www.wendangku.net/doc/f5687321.html,,which includes our latest product line. Should any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements. We look forward to receiving your enquires soon. Sincerely, John Roberts 2. Make an inquiry 询盘的内容主要是商品的价格、包装、交货期、付款方式等。询盘信应简洁、清楚、礼貌。Dear Sir or Madam: Messrs Johns and Smith of New York inform us that are exports of all cotton bed-sheets and pillowcases. We would like you to send us details of various ranges, including sizes, colors and prices, and also samples of the different qualities of material used. We are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of this kind mentioned. When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items. Price quoted should include insurance and freight to London. Yours faithfully 3. Make an offer 报盘函是指卖方在销售某种商品时，向买方报价、介绍商品情况。提出交易条件（包括商品名称、数量、价格、付款条件、交货日期等）时所写的一种外贸信函。报盘有实盘和虚盘之分。实盘是报盘人在规定的期限内对所提条件的肯定表示，报盘人在有限期内不得随意改变和撤回报盘内容，报盘一经买方接受，买卖立即敲定，双方就有了法律约束力的合同关系。虚盘是报盘人所作的非承诺性表示，附有保留条件，如“以我方最后确认为准（subject to our final confirmation）”等。 (a.)firm offer Dear Mr. Jones: We thank you for your email enquiry for both groundnuts and Walnutmeat
外贸函电感谢信常用语句
竭诚为您提供优质文档/双击可除外贸函电感谢信常用语句 篇一：外贸英语函电经典语句 外贸英语函电范文 20XX年10月11日星期一 外贸英语达到何种等级能够做外贸？ 一般很多外企都会要求过ceT4或者ceT6，当然最好是过了英语专业八级，也就是Tem8了。但是在实际工作中，企业最看重的还是于人沟通的能力，说英语的能力，也就是口语。口语不仅仅包括日常口语的交流，还有专门的外贸口语，讨价还价，报价，争取客户。 如何学好外贸英语？ 在学校学习外贸英语，可以这样： 1，重视外贸口语，有条件的话最好是交个外国朋友，这样能在一定程度上提高你的与外国人交流的能力2，学校开的外贸函电课程还有相关书籍，实用性不是很大，但是还是要多看看，学到一些基本的方法和相关术语3，多去外贸论坛，如Fob上海外贸论坛学习
5，借鉴别人的方法，同时形成自己独特的方法 如果英语基础不好从事外贸，可以这样： 1,没必要专门全职去学习英语，学习英语不在于你每天可以花多少时间学习，而在于你能坚持多久 2，在工作的过程中，留心地道的外贸英语的用法，记 下来，找机会多用3，如果你想学的话，在自学的基础上也 一定要有一个朋友或者老师给你指导，这样可以少走很多弯路。 4，在跟外国客户交流的过程中，要多学习别人的正确 表达方式，尽量多用地道的表达方式，而不要满足于能交流就可以 5，会说英语不代表会教英语，有外国朋友一起交流是 很好的，但是最好还是能跟专业的老师系统的学习外贸英语。 外贸函电解析： 函电(1) 今天的题目是:self-introduction 例文如下: Dearsirs, weoweyournameandaddresstothecommercialcounselor’sofficeoftheswedishembassyinbeijingwhohaveinformedu sthatyouareinthemarketforTextiles.
通知与确认商务英语信函写作
通知与确认商务英语信函写作 一、通知对方收到来信的确认函 1. dear mr/mrs, thank you for your letter no. a-3 of 6th may, offering us 6 ui-4 viewdatas. we have passed it on to our technical department for their consideration. we shall reply as soon as possible. yours faithfully 尊敬的先生/小姐， 谢谢您五月六日标号为a-3的来信，该信向我们提供6 ui-4图像数据。我们已把该信转给了技术部，备他们考虑。 我们将尽快回信 你诚挚的 2. dear mr/mrs, we have today received with thanks information concerning transactions onthe new york wheat exchange which will be made full use of by our researchdepartment. we look forward to further cooperation with you. yours faithfully 尊敬的先生/小姐， 我们今天收到了有关纽约小麦交易所的业务信息，非常感谢，我们的研究部门将充分利用这些信息。
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