《商务英语与函电》期终考试试卷(A卷)

《商务英语与函电》期终考试试卷（A卷）班级：＿＿＿＿＿＿＿＿学号＿＿＿＿＿＿＿＿＿姓名＿＿＿＿＿＿＿

ⅠTranslate the following terms into Chinese (30)

1.balance sheet

2.social insurance

3.public assistance

4.foreign exchange

5.mutual fund

6.prestige advertising

7.brand loyalty

8.primary data

9.rate of exchange

10.people skill

11.individual proprietorship

12.collision insurance

13.brokerage firm

14.IMF

15. promotion cost

ⅡFill in the blanks with the correct forms of the following words (10)

recommend blend linguistic trace goodwill breakdown suffice represent communicate concession

16. A contract like this would never have been signed if both parties had stuck to their own views and refused to make any _________.

17.The secretary will arrange for your preferred _________ of coffee

to be made in your office.

18.Though they strongly _________ him for this post, the manager of

the department still decided not to have him interviewed.

19.When a suspect is questioned, the police focus their attention not

only on his ___________ expressions, but also on his non-verbal activities to see whether he is lying or telling the truth.

20.When she was young she had stayed in America for a year. That’s

why she speaks English with a _________ of American accent. 21.When we are arranging the sale we should take into consideration

the _________ of our company for it plays a vital role in boosting sales.

22.The __________ of talks between the workers and the management

evoked another round of strike.

23.We don’t need too many examples in this case. One will

___________ to make the whole matter clear.

24.Price __________ the value placed on what is exchanged.

25.Promotion is a persuasive form of _________.

ⅢTranslation(20)

1.贵公司已由英国伦敦商会推荐给我公司

＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿2. To enable us to get the usual references, we should be glad if you would send us the names and addresses of two firms with which you have had regular dealings.

＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿3. 对于超过100件的订单，我方给予5%的折扣

＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿4. You must have noticed that the cost of raw materials has gone up recently.

＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿

5.他们已经从伦敦中国银行开立有关信用凭证。

＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿

ⅣReading (20)

Passage 1 (1*10=10)

Dear Sirs,

We learn from the Johnson Trading Company that you are exporting computers of various ranges. We are large dealers in computers in this area.

We would like you to supply us with a copy of your catalogue or sample book together with pricelist. When you reply, please quote us your lowest prices on CIF London basis including your commission that would be allowed on purchase of not less than 1000.

If your prices are workable in the market here, we are interested to be your long term partner.

You’re immediately reply would be a ppreciated.

Yours faithfully

Passage 2(2*5=10)

The market investigation is indispensable to sales promotion. They are closely related as the lips and teeth, so to speak. What you produce is for sale on the market. It would be impossible to succeed in selling a product without first investigating the market.

In the international market, goods on sale coming from different countries and suppliers are always facing keen competition. Under such circumstances, they will try everything possible to familiarize themselves with the market conditions. In making investigations, we

ought to get information about what similar items the competitors are offering on the market, what prices they are quoting (报价), what features their products have, who are their regular customers, etc. Then, how can we obtain such information? There are many channels that we can make use of in doing this sort of work. The commercial counselor's offices of our embassies stationed abroad can help us in making market investigations. Nowadays, our import and export corporations send their trade groups abroad every now and then. One of their purposes is to make market surveys on the spot.

Certainly, face-to-face talks with foreign businessmen are also important channels to get market information. The Chinese Export Commodities Fairs and some other fairs of similar nature as well as visits of foreign businessmen provide us with such opportunities. Of course , there are some other ways of making market investigations.

41. In making market investigation , one should_________.

A. get enough information concerned

B. advertise his products

C. produce high quality goods

D. none of the above

42. The word "indispensable" in the first line means_________.

A. impossible

B. essential

C. advisable

D. available

43. Which of the following statements is not true?

A. The relationship between market investigation and sales promotion is just as that of the lips and teeth.

B. It is impossible to succeed in selling a product without market investigation.

C. There are various ways of making market investigation.

D. Production goes before market investigation.

44. Making market investigation is very important because_________.

A. in market, goods on sale are numerous

B. every producer is facing keen competition

C. it can greatly promote sales

D. all of the above

45. All the following are channels to get market information except _________.

A. to have commercial counselor’s office of our embassies stationed abroad

B. to promote the quality of our own products

C. to send trade groups abroad every now and then

D. to have face-to-face talks with foreign businessmen

Ⅴ写作（20分）

执事先生：

感谢你方12月20号传真，向我们报100双名牌运动鞋。

很抱歉，你们的价格与市价完全不符，也不现实。如能减价6%，我们可能成交。

事实上，有竞争的价格通常会带来高市场份额和丰厚的利润回报，希望你们考虑此点。

盼望你方早日答复。

你诚挚的