国际商务交际 简答题部分
2012.10月《国际商务》小范围重点-名词解释+简答+论述题答案
一．名词解释1.进口替代战略：就是通过建立和发展本国的制造和其他工业，替代过去的制成品进口，以带动经济增长，实现工业化，纠正贸易逆差、平衡国际收支2.出口导向战略：使本国的工业生产面向世界市场，以制成品和半制成品逐步代替过去的初级产品出口，这种贸易发展战略也叫出口主导型贸易发展战略。
目的是利用扩大出口来积累资金，带动整个工业和国民经济的增长3.对外贸易：一国（地区）与其他国家（地区）之间的商品和服务的交换活动4.贸易术语：指用一个简短的概念（如Free On Board）或英文缩写字母（如FOB）来表示价格的构成和买卖双方在货物交接过程中有关手续、费用和风险的责任划分5.托收：债权人（出口人）出具汇票委托银行向债务人（进口人）收取货款的一种支付方式6. 经济全球化（国际货币基金组织的定义）：指跨国商品与服务交易及国际资本流动规模和形式的增加，以及技术的广泛迅速传播使世界各国经济的相互依赖性增强7. 国际服务贸易: 指国家间服务输入与服务输出的贸易形式8.过境交付: 又称跨境提供，是指一国向另一国提供服务，没有人员的流动，而是通过电讯、邮电、电脑网络等完成的服务 9.转口贸易: 指一国进口某种商品不是以消费为目的，而是将它作为转卖商品再向别国出口的贸易活动。
属于复出口，是过境贸易的一部分10.国际展览会: 指某一国家通过选择适当的场所，将其商品集中进行展出和销售的贸易方式。
是现货交易11.国际博览会: 指在世界上一些著名的城市定期举办，各国商品集中展销一种贸易方式也叫国际集市。
12.补偿贸易:是在信贷的基础上，一方进口机器设备或技术，不用现汇支付，而以产品或劳务分期全额或部分偿还价款的一种贸易做法13.ATA单证册: 是货物临时进口免税的国际海关文件，是货物在一个国家（或地区）临时出口又复进口、在另一个或几个国家（或地区）临时免税进口又复出口或过境的国际通用的通关文件14.关税: 是进出口商品经过一国关境时，由政府所设置的海关向其进出口商所征收的税收15.原产地规则: 指任一国家或地区为确定货物原产地而实行的普遍适用法律、法规及行政决定16.进口配额制: 又称进口限额制，是一国政府在一定时期以后，对某些商品的进口数量或金额加以直接的限制的 17.进口许可证制:指进口国家规定某些商品进口必须事先领取许可证，才可进口，否则一律不准进口 18.“自动”出口配额制: 又称“自动”限制出口：出口国家或地区在进口国的要求或压力下，“自动”规定某一时期内（一般为3—5年）某些商品对该国的出口限制，在限定的配额内自行控制出口，超过配额即禁止出口 19.出口信贷: (Export Credit)是一个国家的银行为了鼓励商品出口，加强商品的竞争能力，对本国出口厂商或进口厂商提供的贷款20.保税区:又称保税仓库区，是由海关设置的或经海关批准设置的特定地区和仓库21.BOT方式:是指基础设施建设的一类方式，也是一种私营机构参与基础设施的开发和运营的方式。
国际商务管理学试题答案
全国2004年7月高等教育自学考试国际商务管理学一、单项选择题（本大题共30小题，每小题1分，共30分）1.国际商务最基本的形式是（p2）A.国际投资B.国际贸易C.国际经济技术合作D.特许经营2.服务商品与有形商品相比，其自身的特点是（p3）A.生产与消费不同时进行B.货物与货物的交换C.价值与使用价值分离D.以实物形式来满足需要3.随着服务业的迅速发展，各国的就业结构也发生了比较大的变化，在那些比较发达的国家其总体趋势是（p ）A.就业人口从农业和工业向服务业转移B.就业人口从农业向服务业和工业转移C.就业人口从农业和服务业向工业转移D.就业人口从服务业向工业和农业转移4.在其他国家境的本国律师事务所、银行分支机构提供的服务属于服务贸易中的（p3）A.越境提供B.境外消费C.商业存在D.自然人移动5.在纯粹的市场经济体制下，社会生产活动的数量和种类是由（p13）A.价格体系的变化决定的B.消费者决定的C.厂商决定的D.供求关系决定的6.属于国家指导经济的国家是（p14）A.美国B.英国C.日本D.德国7.认为中国工业产品已经具有充分的竞争力，从2003年起不再给予我国普惠制待遇的是（）A.欧盟B.日本C.加拿大D.美国8.以下国家中不属于北美自由贸易区成员的是（p28）A.美国B.加拿大C.巴西D.墨西哥9.东盟成员国中人口最多的国家是（p175）A.马来西亚B.菲律宾C.泰国D.印度尼西亚10.个人主义文化最盛行的国家是（）A.美国B.德国C.印度D.中国11.由于教育的差异，会导致（）A.对不同消费品的偏好相同B.对同一消费品的偏好相同C.对相同的产品的承受程度相同D.对相同的产品的承受程度不同12.按照马克斯·韦伯的观念，最有利于资本主义发展的是（p85）A.天主教B.伊斯兰教C.印度教D.新教13.以下行为中不属于政治风险的是（p110）A.国有化B.外汇管制C.劳工政策D.通货膨胀14.按照WTO的有关规定，对进口商品实行反倾销制裁有三个基本条件，不属于这三个基本条件的是（p124）A.出口方有倾销行为B.进口方企业受到侵害C.进口方消费者受到侵害D.倾销行为与该侵害存在因果关系15.EDI是指（p154）A.电子政务B.电子数据交换C.电子订货D.电子16.在合同的数量条款中明确规定交货数量的增减幅度的条款称为（）A.溢短装条款B.包装条款C.支付条款D.运输条款17.关于CIF与DES的区别，除了交货地点和交货方式不同外，表述最准确的是（p333）A.只有风险划分的界限不同B.只有运输方式不同C.风险划分与费用负担都不同D.只有费用的负担不同18.以下运输方式中，有力地促进了国际多式联运发展的运输方式是（p319）A.管道运输B.航空运输C.大陆桥运输D.集装箱运输19.在企业部设立专门的出口部门负责产品的出口，但这一出口部门在财务、计划、人事等重要职能上不具备独立性，直接承受公司各个职能部门的管理，这种组织形式称为（p416）A.国际部 B.出口部C.区域部 D.全球组织20.在D/P远期、D/P即期和D/A三种支付方式下，就卖方风险而言，按由大到小顺序排列应为（）A.D/P远期>D/P即期>D/AB.D/A>D/P即期>D/P远期C.D/P远期>D/A>D/P即期D.D/A>D/P远期>D/P即期21.银行审单议付的依据是（）A.合同、信用证B.合同、单据C.单据、信用证D.信用证、委托书22.CIF合同的货物在装船后因火灾被焚，应由（p337）A.卖方负担损失B.卖方请求保险公司赔偿C.买方请求保险公司赔偿D.买方负担损失并请求保险公司赔偿23.包销方式中包销人与供货人之间的关系为（p ）A.代理关系B.买卖关系C.委托关系D.互购关系24.被许可方在规定地域和有效期对转让的技术具有独占使用权，许可方不能再将这项技术转让给第三方，同时许可方自己也不能在该地域利用这项技术制造和销售产品，这种协议称做（p378）A.独占许可协议B.排它许可协议C.普通许可协议D.可转让许可协议25.提单的种类不包括（p322）A.清洁与不清洁提单B.联运提单与联合运输提单C.直达提单与转船提单D.所有权提单与非所有权提单26.某种商品FOB价为69元，运费为20元，保险费率为10%，保险额为CIF价格的110%，则CIF价为（p336-337）A.97.9B.100C.197.9D.8927.在国际工程承包的“标准合同”方面最有名的FIDIC条款是由（p405）A．国际咨询师协会编制 B. 国际工程师协会编制C. 国际承包商协会编制D. 国际律师协会编制28.根据国际市场需求的特点对现有产品进行修改,以全部或部分解决原有产品不适应国外顾客需求的缺陷,这种产品开发策略称为（p435）A.产品延伸B. 产品创新C. 产品适应D. 国际产品29.在交易的成交期和结算期之间由于汇率变化造成的损益称为( p504)A.会计风险B.经营风险C.交易风险D.价格风险30.麦当劳快餐店采取的主要经营方式是( )A.技术咨询服务B.交钥匙工程承包C.合作生产与合作研究D.国际特许经营二、名词解释（本大题共5小题，每小题2分，共10分）31.微观国际商务管理p532.国家指导经济p1533.不可抗力p27534.多边净额p50135. 交钥匙合同p405三、简答题（本大题共5小题，每小题4分，共20分）36.对客户资信评估的容包括哪些？p19537.一项有效要约必须具备哪些条件？p25138.国际技术转让战略有哪些？p39239.国际筹资来源有哪些？p49440.国际商务培训包括哪些容？p518四、论述题（本大题10分）41.解决国际商务纠纷的方法有哪些？p277五、案例分析题（本大题包括42-45四小题，共30分）2003年日本某汽车公司在中国推出了一款越野轿车，并为这款轿车的广告推广进行了招标。
国际商务(小范围名词解释与简答题)
四、名词解释1.进口替代战略:就是通过建立和发展本国的制造和其他工业，替代过去的制成品进口，以带动经济增长，实现工业化，纠正贸易逆差，平衡国际收支。
2.出口导向战略：就是使本国的工业生产面向世界市场，以制成品和半制成品出口逐步替代过去的初级产品出口。
4.对外贸易：是指一国与其他国家之间商品和服务的交换活动。
13.贸易术语：是指用一个简短的概念或英文缩写字母来表示价格的构成和买卖双方在货物交接过程中有关手续、费用和风险的责任划分。
14.支票：是以银行行为付款人的即期汇票，即存款人对银行的无条件支付一定金额的委托或命令。
五、简答题1.重商主义的理论要点：）将货币与财富混为一淡，他们中的多数人把货币当作财富的唯一形式。
2）一国货币财富的来源，除开采金银矿藏外，就是要发展贸易，认为财富主要来源于流通领域。
3）从流通领域能增加一国财富总量的只能是对外贸易，而不是国内贸易。
4）在对外贸易中，要遵循少买多买的原则。
5）大力主张国家干预经济生活，以法律和行政手段保护和发展本国工商业，增加国际收支盈余。
2.超保护贸易主义的特点：1）保护的对象扩大了。
2）保护的目的变了。
3）保护转入进攻性4）保护的阶级利益从一般的工业资产阶级转向保护大垄断资产阶级。
5）保护的措施多样化。
6）组成货币集团，划分世界市场。
7.出口导向战略对经济发展的影响：1）容易受到世界市场波动的冲击。
2）工业部门主动性差。
3）债务负担加重。
8.国际贸易的含义及其特点：是指世界各国之间货物和服务交换的活动，是世界各国在国际分工的基础上进行相互联系的主要形式。
特点：1）由于各国语音、风俗习惯、宗教信仰、法律和贸易法规等不同，对贸易对手资信调查和市场调查不易，所以，国际贸易的困难大于国内贸易；2）国际贸易在内容、程序等方面均比国内贸易复杂得多，货币与度量衡制度、商业习惯、海关制度，以及国际汇兑、货物运输与保险等也均比国内贸易复杂；3）经营国际贸易可能发生的风险多，包括信用风险、商业风险、汇兑风险、运输风险、价格风险以及政治风险等。
商务交流简答题
简答题1讲话需要哪些技巧。
（1）准确表达本人的意思（2）语言清楚、易于理解（3）态度友好、善解人意（4）待人真诚、自然2倾听技巧（1）倾听时尽量精力集中，通过目光接触也讲话人交流（2）注意刚刚讲了什么、正在讲什么，而不是总想着下面要讲什么（3）沉默是金，不打断别人（4）讲话者有时需要停顿下来思考要耐心等待下文（5）通过适当反应让讲话人知道你在倾听3两个人之间的谈话，除了言语之外，还有其他哪些因素影响着交流。
（1）面部表情（2）举止（3）空间和距离（4）沉默或停顿（5）姿势（6）语气（7）目光接触（8）说话声音4身体语言主要包括哪些表达方式。
（1）面部表情：如微笑还是严肃（2）眼神：注视与环顾（3）站/坐姿势：如放松与紧张（4）手势：如交叉或背手（5）空间和地位：如远位还是近位（6）外表：服饰风格和发型等5从准备到行动的这样传递可能发生的障碍。
从准备到传递：(1)主管没有时间（2）担心主管会如何反应（3）本人准备不足（4）本人信心不足；从传递到接收（1）被打断（2）噪音干扰（3）主管没有认真听（4）对方听不清；从接收到理解（1）使用言语不当（2）解释不清楚（3）只是背景差异（4）使用专业术语过多；从接受到理解（1）主管不信任你（2）信息的说服力和依据不足（3）主管带有偏见（4）主管不赞成你的意见；从接受到行动（1）人手不足（2）缺乏动力（3）没有必要提示6从准备到行动障碍克服的办法。
（1）如果这件事很重要，你应抽出专门时间仔细策划信息的结构和传递方式等（2）放松，实现练习怎样讲述（3）注意目光交流，使用恰当的手势，借助于思路图（4）提高声音放慢速度，找一个安静的房间（5）确认对方的理解（6）不要想当然（7）不要辩解，找出原因，必要时坚持观点，留有妥协的余地（8）参考上一点，不受起影响（9）证明哪些是切实可行的（10）说明对此不采取行动的后果，明确责任，谁做什么何时进行7能使群体做出更好决策的因素。
国际商务交际
国际商务交际第一册简答题汇总Chapter one1 Changes in the workplace(6): the emergence of heightened global competition; flattened management hierarchies; expanded team-based management; innovative communication technologies; new work environments; and an increasingly diverse workforce.The importance of communication: in this dynamic workplace you can expect to be a knowledge worker; that is , you will deal with word, figures, and data. The most important foundation skill for knowledge workers is the ability to communicate.2 The process of communication5: the sender encodes words or symbols to express an idea. The message is sent verbally over a channel or is expressed nonverbally (gestures or body language).”Noise”may interfere with the transmission. The receiver decodes the message and attempts to make sense of it. The receiver responds with feedback, informing the sender of effectiveness of the message.3 The objective of communication is the transmission of meaning so that a receiver understandsa message as intended by the sender.4 barriers to interpersonal communication(4): One’s frame of reference cause distortion and lack of objectivity; weak language skills as well as poor listening skills impair communication efforts; emotional interference hampers the sending and receiving of message; physical distractions can disrupt oral communication.5 overcome interpersonal communication barriers(5): realize that the communication process is imperfect; adapt your message to the receiver; improve your language and listening skills; question your preconceptions; plan for feedback.6internal functions of communication(4): issuing and clarifying procedures and policies; informing management of progress; persuading others to make changes or improvements; and interacting with employees.7 External functions of communication: answering inquires about products or services; persuading customers to by products or services; clarifying about products or services, and so forth.8 download information flow: distort information.Improve: newsletters, announcements, meetings, videos, and company intranets9 upload information flow: provide vital feedback. Obstacles:4 mistrust; fear of reprisal for honest communication; lack of adequate communication skills; and differing frames of reference. Improve3: improving relations with staff, offering incentive programs that encourage employees to share valuable feedback, and investing in communication training programs.10 horizontal communication obstacles(also to download and upload flow): poor communication skills; prejudice; ego involvement; competition; and turf wars. Overcome: training employees in communication and teamwork techniques; establishing reward systems; encouraging full participation in team function.11 goals of ethical business communication5: tell the truth; label opinions so that they are not confused with facts; be objective and avoid distorting a message; write clearly and avoid obscure language; give credit when using the ideas of others.12. questions serve as valuable tools5: Is the action you are considering legal? How would you see the problem if you were on the opposite side? What are alternate solutions? Can you discuss the problem with someone whose advice you trust? How would you feel if your family, friends,employer, or coworkers learned of your action?Chapter two1 importance of communicating in a team-oriented workplace:2more productive and effective.2 four phases of team development4: in the forming stage, members of the team get to know each other and discuss general topics; in the second stage, storming, they define their roles, goals, and governing procedures; in the third stage, norming, the tension between members subsides, roles clarify, and information began to flow; in the performing stage, teams develop loyalty and progress toward their goals.3roles of conflict: conflict that centers on issues can generate new ideas and help the group progress toward consensus. Open discussion of conflict prevents groupthink, a condition that leads to faulty decisions.4 the characteristics of successful teams7: They are usually small and diverse( they are made up of people representing different ages, genders, and background) they agree on their purpose ; they agree on their procedures; they are able to channel conflict into constructive discussion and reach consensus; they encourage open communication, listen actively, provide feed back, and have fun; members are able to collaborate rather than compete, and leadership is often a share responsibility depending on the situation and expertise required.5 techniques for organizing team-based written and oral presentation s: in preparing to work together, teams should limit their size, name a meeting leader, and decide whether they wish to make decisions by consensus, majority rule, or some other method. They should work out their schedules, discuss the value of conflict ,and decide how to deal with team members who do not do their share. They should decide on the purpose, form, and procedures for preparing the final document or presentation. They must brainstorm for ideas, assign topics, establish deadlines, and discuss how to ensure information accuracy. In composing the first draft of a report or presentation,they should use the same software to meet to discuss drafts and rehearsal. For written reports one person should probably compose the final draft, and the group should evaluate it. For group presentations they need to work for consistency of design, format ,and vocabulary. At least five rehearsals, one of which should be videotaped, will enhance the final presentation.6 how to become an effective team listener:8 control external and internal distractions; become actively involved, identify important facts; don’t interrupt; ask clarifying questions; paraphrase to increase understanding; take advantage of log time; take notes to ensure retention.7 nonverbal clues: eye contact, facial expression; body movements(posture and gestures), space, time, distance, appearance. They can speak louder than words.8 how information is transmitted through nonverbal messages: for example, sustained eye contact indicates trust or admiration; brief eye contact may signify fear or stress.9 how to improve nonverbal communication skills 10: establish and maintain eye contact; use posture to show interest; reduce or eliminate physical barriers; improve your decoding skills; probe for more information; avoid assigning nonverbal meanings out of context; associate with people from diverse cultures; appreciate with power of appearance; observe yourself on videotape; enlist friends and family.10 how to plan and participate in face-to-face meeting s5: call a meeting only when urgent two-way communication is necessary; limit participants to those directly involved, distribute an agenda in advance, start the meeting on time, and keep the discussion on track; confront conflictopenly by letting each person present his or her views fully before having the group decide which direction to take; End the meeting on time and summarize what was accomplished; follow up by distributing minutes of the meeting and verifying that action items are being accomplished.11electronic meetings:groupware is a dazzling and growing collection of computer tools to facilitate meeting and decision making. Three common groupware options are teleconferencing/videoconferencing, e-mail meetings and electronic meetings.Chapter three1three significant trends related to the increasing importance of multicultural communication3: globalization of markets; technological advancements in transportation and information; and a multicultural workforce.2 culture: is the complex system of values, traits, morals, and customs shared by a society.3 Five significant characteristics of culture5: culture is learned; cultures are inherently logical; culture is the basis of self-identity and community; culture combines the visible and invisible; culture is dynamic.4 five dimensions of culture5: context, individualism, degree of formality, communication style and time orientation.5 ethnocentrism: refers to a feeling that the culture you belong to is superior to all others and holds all truths.6 the relationship between ethnocentrism, tolerance and stereotypes in achieving multicultural sensitivity2: we must develop knowledge of and tolerance for other cultures. We also need to move beyond stereotypes, which are oversimplified behavioral patterns applied uncritically to groups.7six stages of multicultural tansformation6: the first stage is denial, we refuse to admit that cultural differences exits among people; the second stage, defense, involves protecting our own worldview to counter the perceived threat of cultural difference. In the third stage, minimization, we conceal differences in the shadow of cultural similarities; the fourth stage includes acceptance, we begin to accept the existence of behavioral differences. In the fifth stage, adaptation, we become empathic toward cultural differences; and in the sixth stage, integration, we look upon cultural differences as a means of enriching our lives.8 how to improve nonverbal and oral communication in multicultural environments: Nonverbal3: we can minimize nonverbal miscommunication by recognizing that meanings conveyed by eye contact, posture, and gestures are largely culture dependent. Nonverbal messages are also sent by the use of time, space, and territory. Becoming aware of your own nonverbal behavior and what it conveys is the first step in broadening you’re your multicultural competence. Oral10: In improving oral messages, you can learn foreign phrases, use simple English, speak slowly and enunciate clearly, observe eye messages, encourage accurate feedback, check for comprehension, accept blame, listen without interrupting, smile, and follow up important conversations in writing.9 how to improve written messages in multicultural environments7: adopt local formats, use short sentences and short paragraphs, avoid ambiguous expressions, strive for clarity, use correct grammar, cite number carefully, and try to accommodate the reader in organization, tone, and style.10 discuss multicultural ethics, including ethics abroad, bribery , prevailing customs:indoing business abroad, businesspeople should expect to find differing views about ethical practices.11 how to cope with multicultural ethi cs7+1: broaden your understanding of values and customs in other cultures; avoid reflex judgments regarding the morality or corruptness of actions; look for alternative solutions; refuse business if the options violate your basic values; and conduct all relations as openly as possible; don’t rationalize shady decisions; resist legalistic strategies; and apply a five-question ethics test (1-12) when faced with a perplexing ethical dilemma.12. explain the challenge of capitalizing on workforce diversity(dividends and its divisiveness): Having a diverse workforce can benefit consumers, work teams and business organizations. However, diversity can also cause divisiveness among various identity groups.13 tips for improving harmony and communication among diverse workplace audiences:1+6 The Organizations should develop diversity training programs; a Individual must understand and accept the value of differences; don’t expect conformity; create zero tolerance for bias and stereotypes; learn about your cultural self; make fewer assumptions; seek common ground when disagreements arise.Chapter four1 the basic elements that distinguish business writing:2 business writing differs from academic writing in that is strives to solve business problems, it is economical, and it is reader oriented.2 summarize the three phases of the 3*3 writing process3:phase 1(prewriting) involves analyzing the message, anticipating the audience, and considering ways to adapt the message to the audience; phase 2(writing) involves researching the topic, organizing the material, and composing the message; phase 3(revising) includes proofreading and evaluating the message.3 how the writing process may be altered2: it may be compressed for short message; steps in process may be rearranged.4 how the writing process is affected by team projects 3: teaming writing, which is necessary for large projects or when wide expertise necessary, alters the writing process. Teams often work together in brainstorming and working out their procedures and assignments. Then individual members write their portions of the report of presentation during phase 2. During phase 3 teams may work together to combine their drafts.5 what the writing process is affected by technology: Technology assists writers with word processing, revision, and collaboration tools.6 what is involved in analyzing a writing task: communicators must decide why they are delivering a message and what they hope to achieve. After identifying the purpose of message, communicators must choose the most appropriate channel.7 what is involved in selecting a communication channel6: that choice depends on the purpose of a message; the importance of the message; the amount and speed of feedback required; the need for a permanent record; the cost of the channel; and the degree of formality desired.8 describe anticipating and profiling the audience for a message5: a good communicator tries to envision the audience for a message. What does the receiver know about the topic? How well does the receiver know the sender? What is known about the receiver’s education, beliefs culture, and attitudes? Will the response to the message be positive, neutral, or negative? Is the secondary audience different from the primary audience?9 six writing techniques that help communicators adapt messages to the task and audience6:skilled communicators strive to (a) spotlight reader benefits,(b) look at a message from the receiver’s perspective, (c) use sensitive language that avoids gender, racial, ethnic, and disability biases, (d) state ideas positively, (e) show courtesy and (f) use short, familiar and precise word.9 why four areas of communication hold legal responsibilities for writers4: four areas are investments, safety, marketing, and human resources. (a) In writing about investments, communicators must avoid misleading information, exaggerations, and half-truths. (b) Safety information ,including warnings ,must tell people clearly how to use a product safely and motivate them to do so. (c) In addition to being honest, marketing information must not promise more than intended. (d) Communicators in the area of human resources must use careful wording to avoid potential law-suits.Chapter five1 contrast formal and informal methods for researching data and generating ideas: formal research for long reports and complex problems may involve searching library manually, accessing electronically, investigating primary sources (interviews, surveys, questionnaires, and focus groups) and experimenting scientifically. Informal research for routine tasks may include looking in company files, talking with your boss, interviewing the target audience, conducting informal surveys, brainstorming for ideas and cluster diagramming.2 how to organize data into lists and alphanumeric or decimal outlines: one method for organizing data in simple messages is to list the main topics to be discussed. Organizing more complex messages usually requires an outline. To prepare an outline, divide the main topic into three to five major components. Break the components into subpoints consisting of details, illustrations, and evidence. For an alphanumeric outline arrange items using Roman numerals(I,II), capital letters (A,B), and numbers(1,2). For a decimal outline show the ordering of ideas with decimals (1,1.1, 1.1.1)3 compare direct and indirect patterns for organizing ideas: the direct pattern places the main idea first. This pattern is useful when audiences will be pleased, mildly interested, or neutral. It saves the reader’s time, set the proper frame of mind, and prevents reader frustrations. The indirect pattern places the main idea after explanations, this pattern is useful for audiences that will be unwilling, displeased, or hostile. It respects the feelings of the audience, encourages a fair hearing, and minimizes negative reactions.4. techniques for creating effective sentences while composing the first draft: compose the first draft of a message in a quiet environment where you won’t be interrupted. Compose quickly, preferably at a computer. Plan to revise. As you compose, remember that sentences are most effective when they are short. A main idea may be emphasized by making it the sentence subject, placing it first, and removing competing ideas. Effective sentences use active verbs, although passive verbs may be necessary for tact or emphasis. Effective sentences avoid dangling and misplaced modifiers.5 paragraph: paragraph consists of one or more sentences designated as a separate thought group.6 three classic paragraph plans and techniques3: direct paragraphs( main sentence followed by supporting sentences) are useful to define, classify , illustrate, and describe. Pivoting paragraphs (limiting sentence followed by main sentence and supporting sentences) are useful to compare and contrast. Indirect paragraphs(supporting sentences followed by main sentences) build a rationale and foundation of ideas before presenting the main idea.. paragraphs may be improved through theuse of coherence techniques and transitional expressions.Chapter six1 problem areas that good proofreaders examine carefully:spelling, grammar, punctuation, names, numbers, an document format.2 compare the proofreading of routine and complex documents: routine documents may be proofread immediately after completion. They may be read line by line on the computer screen or better yet, from a printed draft copy. More complex documents, however, should be proofread after a breather. To do a good job, you must read from a printed copy , allow adequate time, reduce your reading speed, and read the document at least three times----for word meanings, grammar/mechanics and for formatting.3 Evaluate a message to judge its success: encourage feedback from the receiver so that you can determine whether your communication achieved it s goal. Try to welcome any advice from your instructor on how to improve your writing skills.。
00798商务交流自考试题及答案
第一部分必答题（满分60分）（必答题部分包括一、二、三题，每题20分）请认真阅读下面的案例，并回答第一题的问题。
案例（本案例纯属虚构）爱迪生与西方联合公司的谈判爱迪生发明电报后，西方联合公司欲购买。
爱迪生对定价疑惑不决，其妻建议2万元，“这么高？”。
谈判在西方联合公司办公室进行。
“爱迪生先生，你好”，西方联合公司的代表热情地向爱迪生打招呼后，直率地发问：“对您的发明，您打算要多少钱？”爱迪生欲言又止，因为觉得2万元太高，不好意思说出，但什么价又一时拿不定主意。
爱迪生在思考，办公室沉寂。
随着时间的推移，沉默变得难于忍耐，西方联合公司的代表急躁起来，场面十分尴尬。
最后，西方联合公司代表耐不住试探问：“我们愿意出10万元买下怎样？”一、本题包括1～2题2个小题，共20分。
1.爱迪生为什么会赢得谈判？他运用了哪种沟通技巧？（10分）2.非语言沟通还有哪些其他形式？如果语言信息和非语言信息相矛盾时，我们应相信哪种信息？（10分）二、本题包括3～4题2个小题，共20分。
3.如果你要去某公司应聘秘书职位，在面试前应该做哪些准备？（9分）4.在正式会议上，公认的讲话规则是什么？（11分）三、本题包括5～7题3个小题，共20分。
你是一家建筑公司的总经理，将主持一次年度工作总结会。
5.试述会议主席的主要职责。
（5分）6.在会议中，如何促进讨论？（8分）7.起草一份会议通知。
（7分）第二部分选答题（满分40分）（选答题部分包括四、五、六、七题，每题20分。
任选两题回答。
不得多选。
多选者整个选答题部分不给分。
）四、本题包括8～11题4个小题，共20分。
8.要求你就某专题进行讨论，你就此专题了解甚少，但听众将能发表大量见解。
计划在机构的报纸上报道讨论要点。
你将选用何种视觉辅助手段，为什么？（6分）9.列出阅读的五个步骤。
（5分）10.在信函中采用提问作为信的开头优点是什么？（4分）11.表述较好的信函应该做到哪些方面？（5分）五、本题包12～14题3个小题，共20分。
国际商务简答题
1–1
简答题: 简答题:
3.国际商务为什么会得以发展? 3.国际商务为什么会得以发展 国际商务为什么会得以发展? 从宏观上看：(1)国际贸易打破民族经济的封闭性 (2)直接投资的空前 从宏观上看：(1)国际贸易打破民族经济的封闭性 ； (2)直接投资的空前 发展使得各国以更加直接的方式相连接； (3)技术生产的国际分工和 发展使得各国以更加直接的方式相连接； (3)技术生产的国际分工和 国际交换从生产构成上强化了各国经济的直接联系。 国际交换从生产构成上强化了各国经济的直接联系。 从微观上看：(1)突破国界进行生产要素优化组合的机会大于国内 突破国界进行生产要素优化组合的机会大于国内； 从微观上看：(1)突破国界进行生产要素优化组合的机会大于国内； (2) 生产要素禀赋差异导致要素跨国流动的内在与必然性； (3)资本寻优 生产要素禀赋差异导致要素跨国流动的内在与必然性； (3)资本寻优 使得生产打破了国界的限制。 使得生产打破了国界的限制。 4.一般来说，跨国经营会面临那些问题? 4.一般来说 跨国经营会面临那些问题? 一般来说， (1)经营环境复杂化的问题；(2) 更多机会与选择的问题； (3) 风险更大 (1)经营环境复杂化的问题 经营环境复杂化的问题； 更多机会与选择的问题； 的问题； 特殊冲突问题； 经营决策具有特殊性的问题。 的问题；(4) 特殊冲突问题； (5) 经营决策具有特殊性的问题。 5. 国际企业经营的基本动机有哪些？ 国际企业经营的基本动机有哪些？ (1)扩大销售；(2)获取资源； (3)经营多元化 ；(4) 特殊冲突问题； (5) (1)扩大销售 (2)获取资源 (3)经营多元化 扩大销售； 获取资源； 特殊冲突问题； 经营决策具有特殊性的问题。 经营决策具有特殊性的问题。
商务交流简答题 打印
商务交流中有哪些非语言交流的形式（附加交流）○1表情：微笑，皱眉○2手势：借助手和身体的动作解释或强调语言信息○3姿势：怎样站立或坐着○4方位：面向别人或转开○5目光接触：注视或不注视别人，注视的时间长短○6身体接触：轻轻拍背或搭肩○7接近：与对方站或坐的距离○8点头：表示赞同或反对，鼓励别人继续讲话○9仪表：修饰和衣着○10讲话中的非语言表达：以音调强弱变化表示强调和停顿，语气和声调（辅助语言）○11写作中的非语言表达：字体，书写格式，文章结构，书面整洁等（5）影响商务沟通（交流的障碍）交流不畅○1感觉差异：由于人们在年龄、国籍、个性等背景以及过去经验的不同○2武断：人们观其所想看的和闻其所想听的○3成见：如看到一个人的行为特点而盲目判断一类人行为的特点○4缺乏了解○5缺乏兴趣（接收者对你的信息不感兴趣是交流中的最大的障碍之一，交流时应注意这种障碍的存在。
故交流时应该增加信息的吸引力，以引起接受者的共鸣）○6自我表达困难：如缺乏信心○7情绪：激动和热情的情绪将有助于交流○8个性：一些人的傲慢专横（7）策划信息的步骤○1列出你的目的○2收集信息（使用笔记，索引卡片或计算机作摘要）○3信息分组○4将信息条理化（编排资料方法：时间顺序、空间（地点）顺序、重要性顺序、复杂性顺序、熟悉性排序、因果关系排序、专题顺序）○5列出纲要（通过以上四个步骤，将有效的制作出所要发布消息的计划或演讲大纲）○6写出草稿○7编辑和完成终稿(一旦完成初稿以后，必须站在接受者的角度，以他们的眼光阅读，检查含糊不清，错误，不通顺，缺少标记词来完成初稿，采用简洁易懂的形式)（8）企业需要在内部与外部传递清晰的信息为了使各个方面协调一致，相互配合，信息需要在组织内部的人员之间进行传递。
现在是竞争的社会，如果不善于推销自己，推销企业，推销新产品，那就会被社会遗忘和淘汰。
企业内部交流的必要性企业作为一个经济组织是由不同的部门和各类人员所组成的，而且不同部门和人员之间相互影响、相互依赖。
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国际商务交际简答题部分：
1. Describe three directions in which communication flows within organizations and what barriers can obstruct each. P.21
2. List characteristics of culture. P.74
3. Describe the components in each stage of the 3ⅹ3 writing process. P.97
4. Name three processes that are effective in achieving competence in
dealing with nonverbal messages in other cultures.
5. List the techniques for achieving intercultural competence. P.82
6. List the tips for improving communication among diverse workplace
audiences. P.90
7. Name five steps in the process of communication. P.13
8. List the obstacles that create misunderstanding in communication.
P.16
9. Describe five major dimensions of culture. P.75
10. List five techniques for situations in which on or both communicators
may be using English as a second language.\ Describe five specific ways
in which you can improve your oral communication with a foreigner.
P.83
11. List the five methods to reach group decisions. P.41
12. List the characteristics of successful teams. P.42
13. List the types of workplace listening. P.56
14. Name functions of non-verbal communications. P.61
15. List the five ethical traps in making ethical decisions. P.29
16. Describe the four phases of team development. P.38
17. List three steps before the meeting in order to plan and participate in productive meetings. P.45
18. List three types of body language cues which can all convey meaning. P.61
19.List the four goals for business writing. P.96
20. List the common logical fallacies in persuasion. p.200
21.List the four major elements in successful persuasive messages. P. 197
22. When would persuasion be necessary in messages moving downward in organizations? P. 206
23. When is the indirect pattern appropriate , and what are the benefits of using it? P.131
24. What is the primary difference between direct and indirect patterns of organizations? P.130。