商务英语谈判复习题第一套.doc
《商务谈判》试题4套及答案(大学期末复习资料).doc
新世纪高职高专市场营销类系列规划教材配套试卷A卷商务谈判（第五版）一、填空（15分，每空1分）1、谈判的基本要素包括：________ 、 ______ 和谈判背景。
2、按商务谈判所在分，商务谈判分为: ____________ 、_______ 、________ o3、商务谈判的程序包括：________ 、 _________ 和履约阶段。
4、货物买卖谈判的内容分为：________________ 、商务部分和 ___________ o5、商务谈判中的僵局产生的原因通常有：___________________ 、_____________ -_______________ 、___________________ 等。
6、谈判终结的判断通常考虑三方面：____________________________ 、时机是否成熟 _____________________ O二、判断分析题（30分要求先判断再分析）1、谈判是智慧的较量和利益与行为的协调。
2、商务谈判中的标的、品质、包装、数量、付款方式等条款与价格条款没有实质的联系。
3、“协议并非都在谈判桌上达成，信息也不一定都从正规渠道获得，往往来自更广泛的社交和交流”是错误的。
三、论述题（15分）在实践中，人们对谈判与商务谈判有种种认识：“谈判是敌对关系的暂时缓和。
"谈判是你输我赢的战争。
”“商务谈判是商业性欺诈的代言词。
”“商务谈判是经济上的耍手腕。
"商务谈判是经营上的阴谋诡计。
”“谈判是利益需求的相互满足。
”等等。
针对以上种种认识，试述谈判与商务谈判的真正含义及商务谈判在经济活动中的必要性。
四、案例分析题（40分）1、xx年，山东某市塑料编织袋厂厂长获悉日本某株式会社准备向我国出售环保塑料编织袋生产线，出马与日商谈判。
谈判桌上，日方代表开始开价240 万美元，我方厂长立即答复,据我们掌握情报，贵国某株式会社所提供产品与你们完全一样，开价只是贵方一半，我建议你们重新报价。
商务谈判试题1.doc
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.国际商务谈判与一般贸易谈判的共性体现在（）A.较强的政策性B.以价格为核心C.谈判内容广泛D.影响因素复杂2.商务谈判人员的最佳年龄一般在（）A.20〜45岁B.25—55 岁C.30〜55岁D.40—60 岁3.在任何欧洲国家都只用于万圣节和葬礼，而不宜送人的花是（）A.荷花B.菊花C.玫瑰花D.茉莉花4.套期保值者根据现货交易情况，先在期货市场上建立空头交易地位，然后再以多头进行平仓的做法叫（）A.卖期保值B.买期保值C.掉期交易D.期权交易5.双方谈判人员适当互赠礼品的做法是（）A.求助B.贿赂C.为了理解D.润滑策略6.在谈判的交锋过程中，成功的谈判者花在听上的时间占到总谈判时间的（）A.30%以下B.30%〜40%C.40%〜50%D.50%以上7.无论穿什么，都不会把手放到口袋里，因为这样做会被认为是粗鲁的。
具有这种行为习惯的是（）B.美国人C.韩国人D.日本人8.在国际商务谈判中，认为手帕象征亲人离别，是不祥之物，不能送人的国家是（）A.美国B.英国C.法国D.意大利9.商务谈判成为必要是由于交易中存在（）A.冲突B.攻击C.合作D.辩论10.从法律学角度来讲，其结果是终局性的是（）A.协商B.调解C.仲裁D.诉讼11.在一支谈判队伍中，负责对交易标的物的品质进行谈判的是（）A.技术人员B.法律人员C.商务人员D.谈判领导人12.若我方在谈判中实力较强，可采取的外汇风险防范方法是（）A.硬货币计价法B.对等易货贸易法C.约定货币保值条款D.汇率风险分摊条款13.“对这个问题，我虽没有调查过，但曾经听说过。
”这种答复谈判对手的技巧是（）A.避正答偏B.答非所问C.以问代答D.推卸责任14.在国际商务谈判中，往往会不断地点头，但并非表示“同意”。
商务英语复习题及答案
商务英语复习题及答案一、选择题1. What does "B2B" stand for in the context of business?A. Business to BusinessB. Business to ConsumerC. Business to GovernmentD. Business to Industry答案：A2. Which of the following is NOT a common payment term in international trade?A. FOB (Free On Board)B. CIF (Cost, Insurance and Freight)C. DDP (Delivered Duty Paid)D. COD (Cash on Delivery)答案：D3. In a business negotiation, what does "NR" mean?A. Not ReceivedB. Not ReadyC. Not RespondedD. Non-Renewable答案：C二、填空题4. When addressing a formal business letter, it is appropriate to use the title "_______" before the person's name.答案：Dear Sir/Madam5. The abbreviation "ETA" in logistics stands for "_______". 答案：Estimated Time of Arrival6. In a business proposal, the section that outlines the benefits of the proposed solution is called "_______".答案：Benefits三、阅读理解Read the following passage and answer the questions:In today's globalized economy, companies are increasingly looking for ways to expand their markets and reach new customers. One effective strategy is to engage in cross-border e-commerce, which allows businesses to sell their products and services online to customers in different countries. This approach not only opens up new revenue streams but also helps to build brand awareness on a global scale.7. What is the main advantage of cross-border e-commerce mentioned in the passage?答案：It allows businesses to sell their products and services online to customers in different countries.8. What is another benefit of engaging in cross-border e-commerce?答案：It helps to build brand awareness on a global scale.四、翻译题9. 将下列句子从英文翻译成中文："The company is seeking to diversify its product line to appeal to a broader customer base."答案：该公司正寻求多样化其产品线，以吸引更广泛的客户群。
商务英语考试试题
商务英语考试试题Part I: Listening Comprehension (30 points)Section A: Short Conversations1. (5 points)Speaker A: Good morning. May I help you?Speaker B: Yes, I'd like to inquire about the availability of meeting rooms on the 20th of this month.Speaker A: Sure. Could you please provide me with your name and contact information?Speaker B: Of course. My name is John Smith, and you can reach me at 555-1234.Question:What does the man want to know?A. The meeting room availability on the 20th.B. The contact information of the receptionist.C. The reservation details for next month's meeting.2. (5 points)Speaker A: Hi, Mark. How's the new marketing campaign going?Speaker B: Not so well. We're not seeing the expected results.Speaker A: Have you analyzed the reasons behind this setback?Speaker B: Yes, it seems that our target audience is not responding positively to the advertising message.Question:What is the main problem with the marketing campaign?A. The campaign is not achieving the expected results.B. The target audience is not aware of the advertising message.C. The marketing team has not analyzed the setback properly.Section B: Passages3. (10 points)You will hear a passage about tourism in China. Listen carefully and answer the questions.Question 1:What is the focus of the passage?A. The increase in international tourists visiting China.B. The top tourist attractions in China.C. The impact of tourism on China's economy.Question 2:What is the purpose of the passage?A. To provide recommendations for travelers in China.B. To inform about the development of tourism in China.C. To promote future tourism partnerships with China.4. (10 points)You will hear a passage about effective business communication skills. Listen carefully and answer the questions.Question 1:What is the purpose of effective business communication?A. To build and maintain professional relationships.B. To gain a competitive advantage in the market.C. To increase profits for the company.Question 2:According to the passage, what are the key components of effective communication?A. Clear and concise messages, active listening, and nonverbal cues.B. Extensive vocabulary, strong voice projection, and technical knowledge.C. Formal language, detailed reports, and persuasive speaking.Part II: Reading Comprehension (40 points)Section A: Multiple Choice QuestionsRead the following passage and choose the best answer to each question.Quality Control in ManufacturingQuality control plays a crucial role in ensuring that manufacturing processes are efficient and products meet or exceed customers' expectations. It involves monitoring and maintaining the desired level of quality throughout the production process. Here are some key aspects of quality control:1. Inspection: Regular inspections are carried out to identify defects or issues in raw materials, components, and finished goods. This helps in early detection of problems and avoids costly rework or customer complaints.2. Testing: Various tests are performed using appropriate equipment and techniques to ensure that products meet required specifications and comply with industry standards. This includes checks for dimensions, performance, strength, and durability.3. Quality Documentation: Comprehensive documentation is essential for traceability and providing evidence of adherence to quality standards. This includes records of inspections, testing results, and any corrective actions taken.4. Continuous Improvement: Quality control is an ongoing process that aims to continuously improve performance and reduce defects. Feedback from inspections, testing, and customer feedback plays a vital role in identifying areas of improvement and implementing corrective measures.5. Training and Education: Proper training programs are essential to ensure that employees understand quality control procedures, standards, and the importance of their roles in maintaining product quality.Question 1: What is the main purpose of quality control in manufacturing?A. To exceed customers' expectations.B. To reduce defects and improve performance.C. To implement traceability and documentation.Question 2: What role does comprehensive documentation play in quality control?A. It helps in early detection of problems.B. It provides evidence of adherence to quality standards.C. It ensures proper training programs for employees.Section B: Passage CompletionRead the following passage. Choose the best option to complete each blank.International Business EtiquetteIn today's globalized business world, understanding and adhering to appropriate international business etiquette is key to successful cross-cultural communication and building strong business relationships. Here are some (1)_______________ for conducting business in different countries:1. France: Punctuality is highly valued in France, so be sure to arrive on time for meetings. Addressing people using their formal titles, such as "Monsieur" or "Madame," is also customary.2. Japan: Bowing is a common form of greeting in Japan. Business cards, known as meishi, are exchanged with both hands being held out, and they should be handled with respect.3. Brazil: Building personal relationships is important in Brazil. Business meetings often start with some small talk and conversation unrelated to business matters. It is also common to exchange kisses on the cheeks when greeting someone.4. Saudi Arabia: Respect for Islamic traditions and customs is crucial in Saudi Arabia. Women should dress modestly and meetings should be arranged in advance, preferably through a local contact.(2)_______________, it is always a good practice to research and familiarize yourself with the specific etiquette of the country you will be conducting business in.Question 1: What phrase best completes (1)?A. guidelines and practicesB. recommendations and adviceC. customs and traditionsQuestion 2: What phrase best completes (2)?A. To concludeB. As a resultC. In conclusionPart III: Writing (30 points)Write an email to your business partner, John, to:1. Confirm a meeting time and date for next week.2. Discuss the agenda for the upcoming meeting.3. Request any necessary documents or materials prior to the meeting. Remember to:- Use a professional and polite tone.- Keep the email concise and to the point.- Sign off appropriately.(Write your email on the following pages.)。
国际商务谈判 考试资料1
一．完形填空1. Fill in the blacksNot everyone is 1 out to be a negotiator, for being a negotiator, he must 2 a wide variety 3 technical, social, communication and 4 skill. The job of a negotiator 5 both mental acuity and a high 6 of sympathy with the 7 side of the party, and meanwhile he must always 8 the middle ground. To maximize the long-term 9 of the venture while securing 10 needs is also his job. Negotiation involves the 11 of personalities and each individual 12 different qualities to the bargaining table. Therefore, certain personal aspects of a negotiator’s approach 13 a negotiation can influence negotiation. This unit offers some personal qualities of a negotiator, such as patience, inventiveness and 14 , active listening, self-Control an analytical mind, flexibility and 15 of persuasion, to name only a few.If a negotiator is courteous, pleasant and 16 ，his opponents will feel more 17 and he willing to18 in. Last but not the least, 19 and creativity are also 20 of good negotiators2 .Fill in the blacksThere is 1_ new about negotiation .The origin of the word negotiation derives from the _2 word ,which means “to carry on 3. ”There are different 4 for negotiation. The definition of business-to business negotiation is: Business negotiation is the 5 of 6 over a set of 7 for the 8 of reaching an 9 The essence of negotiation is not about winning or losing ---it is about 10 a deal, which is 11 to both sides .A good outcome in negotiation is one in 12 both sides 13 . So in a 14 commercial negotiation , both parties have something to 15 and something to 16 .Negotiation is simply a means by which 17 people resolve their 18 aims and objective in a 19 and 20 acceptable manner .3. Cloze: Fill the blanks with the following words.affected being done expenses homeinvested knowing must opponent painfulpast phenomenon somewhat sure thisto under visitor walk willingThat nagging felling of not knowing or not 1____________ enough or not knowing for 2_________ is one reason why international negotiations are so demanding. The travelling negotiator is always 3___________ enormous pressure not to return 4_________ empty handed. He has travelled a long way, 5__________ a lot of time and incurred huge 6__________ to participate in the negotiations,and the idea of all 7___________ being in vain, of returning empty handed, is often repulsive 8_________ him and to his company. As a result, he is often 9________ more anxious to get the deal 10_________ than he would have been had he negotiated at home. You should use this 11__________ to your advantage in international negotiations. If your 12________ visit you, you can assume that he will not 13___________ out easily and that he is probably 14__________ to go the extra mile in order to work something out. 15___________ the host in such a situation adds to your bargaining power. If you are the 16___________, try not to be 17_________ by all the time, money and hope you have invested in the trip. They are 18________ history. Remember that important question that you should have asked yourself during preparation:” Is reaching an agreement a 19__________? ” If not (and reaching agreement seldom is an absolute must), do not act as if it is. Be prepared to walk out and to return empty handed, 20__________ as that might be.4.Close:article basis before comes divergent effectively form has in interest into negotiation or printed should source speaking takes then tocommunicationCommunication is central 1_________ the negotiation process. Without the communication of ideas, positions, offers and counter-offers, 2__________ is not possible. The word “communication” 3___________ from the Latin communis, which means commonness or having something 4_________ common. So as communication occurs and the interchange of meanings 5__________ place, good negotiators will look for areas of common concern that favour the 6________ of both partiers. The areas of common interest 7__________be featured strongly in the working agenda. This common ground can then be used as the 8_________ for reducing the disruptive effect of any 9___________ issues. Note that in order to communicate 10 __________, the motives, attitudes and personality of the other party must be understood.A communication 11___________ three component parts: a source, a message and a destination. The source may be one person 12__________ to another, or one person speaking to a mass audience, or an 13_________ in a newspaper or a magazine, or a newsflash from a television 14_________ a radio station. The message comprises the idea or the feeling that the 15_________ is trying to convey. But before the message can be transmitted, it has to be encoded 16__________ a form that the destination can understand. This might take the 17__________ of speech, or the written word, or even an electronic recording that can be 18__________ out later. The destination 19_________ has to decode the message 20__________ it can be understood.二．判断True or false ?1.People in the distant past believed that there was more to gain from fighting over a problem than there was from bargaining over it.2.“A give-and-take trading process” is similar to “take it or leave it”.3. Negotiation is concerned with solving conflict between two or more parties, usually by the exchange of concessions .4.The definition of business-to-business negotiation contains three points.5.Business negotiation should be an event with either a winner or a loser .6.Everyone is cut out to be a good negotiator.7.Self-management or self-discipline is at the heart of every negotiation.8.Poor outcomes of a negotiation are closely related to poor decision-making and poor-discipline.9.Every negotiator can afford to negotiate always in the same way.10.The outcome of a negotiation is always hard to measure.11.Once a proposal is submitted in a negotiation, it cannot be added to or changed.12.The outcome of a negotiation always reflects the true bargaining strength of either side.13.The executives or chief negotiators seldom make mistakes when assigning membership to the negotiation14.To determine the negotiation objectives is one of the most important parts of pre-negotiation planning15.Successful buyers should have an understanding of costs and the relationships that exist between promise in a negotiation tends to reach an agreement.17.Once a negotiation style is chosen, it can be used all though the negotiation process. 18.It’s an ideal way for some companies to use negotiation as an ongoing training tool by including less experienced members on the team.19.An analysis of the seller’s cost structure should always be considered by the buyer20.Anyone in a team can be a spokesman when the style of consensus is adopted.。
商务英语模拟题库 卷1 .doc
商务英语模拟题库 卷1Part One: ReadingQuestion 1-20(30%) Look at question 1-20.In each question, which sentence is correct?For each question, mark one letter( A, B or C) on your answer sheet. A. did not arrive.B. was sent to the wrong address.C. was destroyed. 2.A. arrived late.B. not arrived yet.C. been cancelled 3.A. call Alex tomorrow.B. wait for Alex to call back later.C. call Alex again later today. 4.A. will pick the parcel up today.B. intends to deliver the parcel at 3pm.C. came for the parcel parcel at 3pm. 5. A. her office. B. a meeting. C. her car. 6.A. immediately.B. before 25 January.C. after 25 January. 7.A. promised to call back.B. left a message.C. was put through.A.production.B.marketing.C.finance.9.A.producing enough goods.B.delivering enough goods.C.selling enough goods.10.A.to buy the product.B.more information.C. a product demonstration.11.B.Send only one of the two forms back to us.C.Send the top copy of the form for us to sign.12.A.obtain information about the company’s prices.B.arrange a visit to the showroom..C.speak to a representative about special offers.13.A.B. You must have tickets for this event.C. Tickets are now on sale for this event.14.A.B.The courses are designed by people working in banking and finance.C.The courses are organized for people working in banking and finance.15.A.B.You get a statement after each payment you make.C.You will not receive your statement of payment immediately.16.A.SalesB.FinanceC.Administration17.A.Return their identity card at the end of their visit.B.Show their identity card to one of the security staff.C.Collect their identity card before they leave.18A.visit the office again next week.B.make an appointment next week.C.telephone you next week.B.There is a discount on orders worth more than ￡75.C.It is cheaper to order calculators during August.20.Part TwoQuestions 21-30(20%)Look at the list below. It shows the contents page from a directory of suppliers.For question 21-25, decide which section (A—H) of the directory each person on theopposite page should consult.For each question, mark the correct letter (A—H) on your Answer Sheet.22. Yoko Kawana is looking for new equipment for her gym.23.Steve Jones wants to buy more products for his food store.24.Juan Martin is planning to paint his restaurant.25.Sara Lim wants to buy more stock for her school library.A. RightB. WrongC. Doesn’t say32.Some suppliers will change people less if they pay early.A. RightB. WrongC. Doesn’t say33.Different insurance companies charge almost the same prices for insurance policies.A. RightB. WrongC. Doesn’t say34.Interest rates will usually increase after people have borrowed money.A. RightB. WrongC. Doesn’t say35.Senior managers have the best views on how to save money.A. RightB. WrongC. Doesn’t say36.Many companies do not consider all the relevant information before they move.A. RightB. WrongC. Doesn’t say37.New machines are often more powerful than old machines.46. A far B soon C well47. A can B ought C willPart V (10%)Question 48-52Read the memo and the notice below.Complete the booking form.Write a word or phrase (in CAPITAL LETTERS) or a number on lines 48-52 on your answer sheet.Part VI Writing (6%+10%)I.■You are Daniel Black. You have organized a marketing conference for your companyat the Karoliny Conference Center, Prague.■ Write a memo to the delegates:●saying where the conference will be●saying when the conference will be●asking everyone to confirm if they can attend.II. ■ Read this letter from a salesperson enquiring about the transport and accommodation arrangements for a conference you have organized.●agreeing to make the hotel booking●explaining that she will have to pay for the extra night●asking her for her flight detailsAnswer SheetClass_______ Name___________ Mark________ Part I（30%）1_____ 2_____ 3______4______ 5______6______ 7_____ 8______ 9_____ 10______11____12_____13_____14_____15______16______17______ 18______ 19______20_____Part II (20%)21____22_____23_____24_____25_____26_____27______28_____29_____30_____Part III (14%)31____32____33____34____35______36______37______ Part IV (10%)38____ 39____ 40____ 41____ 42_____ 43_____44_____ 45______ 46_____ 47______Part V (10%)48____________49____________50____________51____________52____________Part VI (16%)I.MemoFrom: Daniel BlackTo: Marketing Personnel II.______________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ _________________________________________________。
国际商务谈判试卷.doc
原则型谈判和软式谈判 集体谈判 横向谈判 投资谈判A.实力B.经济利益C.法律D.级别法律人员 商务人员 财务人员 技术人员图形式数据式 农格式 D.组合式合作型模式B 对立型模式温和型模式 中立型模式中国式报价 H 本式报价 东欧式报价 中东式报价A.坚定B.等额C.风险性D.不平衡8.商务谈判屮, 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.说国际商务谈判试卷1 第一部分选择题一、单项选择题（本大题共15小题，每小题1分，共15分）在每小题列出的四个选项屮只有一个选项是符合题口要求的，请将正确选项前的字母填在题后的 括号内O1•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、2. 在商务谈判中，双方地位平等是指双方在—上的平等。
（3•价格条款的谈判应由—承捉。
（4•市场信息的语言组织结构包括文字式结构和—结构。
（5. 根据谈判者让步的程度，谈判风格口J 分为软弱型模式、强有力模式和（6. 在国际商务谈判屮，冇两种典型的报价战术，即曲欧式报价秋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。
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冲期 C.协议期 D.后期11.国际商务谈判非人员风险主要冇政治风险、自然风险和（)屮，A.技术风险B"场风险 C.经济风险 D.素质风险12.谈判屮，双方互赠礼品吋，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 •日木人的谈判风格一般表现为（)A.宜截了当B.不讲面子C.等级观念弱D.集团意识强二、多项选择题（本大题共11小题，每小题1分，共11分）在每小题列出的四个选项中有二至四个选项是符合题冃要求的，请将止确选项前的字母填在题后的括号内。
商务谈判试卷
1、Background material: a British consortium, vice president of a delegation to China toexamine the matter declared environment and negotiate a joint venture to do winery, awinery to welcome the arrangements. The first day of talks, the British officers all thesuits and ties, wearing a uniform specification attend our representative wearing a jacket, shoes, wear jeans, shoes, there's simply wearing those sweater coat. The result,after the end of the day's talks hastily, the British side even inspect the scene did not gothe next day to find a reason to go home.
(8)Business negotiations of the optimal target also called (A)
The highest goal B and actual demand target C, acceptable target D, the minimum target
(9)So, you to the prospect of the cooperation of both sides how see? "The answer of the negotiation opponent skills (A)
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《商务英语谈判》复习题（第一套）I. Translate the following sentences into Chinese. （10X2.5 分=25 分）1・ Our products are well known for their fine quality.2.How would you pack the goods we are going to order?3.We are in a position to offer tea from stock.4.The offer is subject to our final confirmation .5.If you make a further reduction of 3%, your price will be more competitive.6.We shall make shipment within the time the contract stipulates.7.What kind of terms of payment should you usually adopt?8.Our commodity has always come to the international standard.9.The packing must be strong enough to withstand rough handling.10.What coverage will you take out for our goods?IL Translate the following sentences into English. （10X2.5 分=25 分）1. 如果有任何纠纷，我们希望通过友好协商来解决。
2 •请尽快开立有关信用证。
3. 开箱时我们就发现货物少了10台。
4. 包装直接关系到产品的销售。
5. 与新客户做生意我们通常要求用信用证支付，这是我们的惯例。
6. 货物将在收到信用证30内发运。
7. 如果用即期信用证付款的话，我们可以减价2%o&我们很高兴接受你方报盘。
9. 我们已经同意了所有的条款.10. 额外的保费由你方承担。
III. Role-play （50%）Mr. Johnson, a businessman from Canada, wants to place a trial order for Chinese green tea with you. As he has done business with you for quite a few years and the amount of his order is USD 300,000, he makes a suggestion to adopt D/A as the payment terms for his imports. In the negotiation, you finally agree to D/P at sight. Try to act out the negotiation.《商务英语谈判》复习题（第二套）I. Translate the following sentences into Chinese.（10X2.5 分=25 分）1.The quality conforms in every aspect to your requirements.2.Fm basically in favour of it, but the problem should be discussed further.3.We regret that we have to decline your offer.4.If you insist on your price, Fm afraid that business is impossible.5.As a rule, we deliver all our orders within three months after receipt of the covering L/C.6.More than 30% of the goods were seriously damaged when it arrived at the port of destination.7.If the L/C hasn^t reached us in time, we may not execute the order within the prescribed time.8.Under the circumstances, the only acceptable thing to us is to return all the goodsto you at your disposal.9.We require payment by confirmed, irrevocable L/C payable by sight draft againstpresentation of shipping documents.10.If terms and delivery date are satisfactory, we should expect to place regular orderswith you.IL Translate the following sentences into English・（10X2.5 分=25 分）1.能否通融一下接受30天的远期信用证？2.我们通常允许±10%的差额。
3.至于内包装，必须具有吸引力，有利于促销。
4 •请将你方希望投保的具体险别告我们。
5.我们发现有一箱货物受损严重。
6 •没有给我们足够的时间准备装运和单据。
7.机器包装必须防湿、防潮、防锈、防震。
8.我们承揽去世界各地的货物运输。
9•行情坚挺/稳定/活跃。
10.我相信新包装定会使您的客户满意。
III. Role-play （50%）Mr. Cheng is the sales manager of China Trading Company. Mr. Peter Kim is the manager from Pakistan. He is interested in medium-sized computers and is making an enquiry about the products, the prices, etc. They have made an appointment to meet at Mi*. Cheng's office at 9 am.《商务英语谈判》复习题（第三套）Translate the following sentences into Chinese.（10X2.5 分=25 分）1. The quality is appreciated by users abroad.2. If the quality is suitable, we may order in quantity.3. The offer is subject to our written acceptance.4. The goods are running low, yet demand is become active. Therefore, the recent prices will go upwards.5. We are confident of being able to ship the goods to you by the end of next month.6. We9re glad the deal has come off nicely and hope there will be more to come.7. It would be to our mutual benefit if you could allow partial shipment and transshipment.8. We regret to say that the goods you shipped to us are completely different from those stipulated in the contract.9・ We apologize sincerely for the trouble and will take all possible steps to avoid such a mistake again in the future.10. Ours is a sample order, and the amount involved is not so big, so I would like to propose a different mode of payment.IL Translate the following sentences into English・(10X2.5 分=25 分)1. 我们的产品质量优良（好/优）。
2. 这是我们的惯例，不能在做让步啦。
3・货物必须达到样品的标准。
4.不同商品需要不同的包装。
5.要求你方尽快对11号信用证做出修改。
6・我们按发票金额的110%为这批货物投保。
7.请在数量前加入“大约”字样。
8.按你方要求，所有箱子都包装得很牢I古I。
9.行情下跌/下滑。
10.表上所列价格以我方电报确认为准。
III. Role-play (50%)After settling a number of problems in a transaction, Mr. Li, from the Shanghai Garments Import and Export Corporation, is going to talk about the packing issue with Mr Smith, an importer from the United States.《商务英语谈判》复习题（第四套）I.Translate the following sentences into Chinese. （10X2.5 分=25 分）1.We would also like to know your terms of payment.2.What is your usual practice in giving commission?3.The offer is subject to your reply reaching here.4.Because this is our first transaction with you, we are prepared to reduce our priceto $ 120 per set CIF Sydney.5.The bill of lading should be marked as "freight prepaid".6.I heard you would accept different kinds of payment such as D/P or D/A.7.Please doif t forget to stencil “Handle with care?\ "Fragile冷and other relativewarning marks on the cartons.8.The goods you delivered to us are short by 15 tons from our order.9.As there is no direct steamer to your port, please amend the L/C to allowtransshipment.10.It would be better to pack the goods with equally assorted colors so as to facilitateselling.IL Translate the following sentences into English. （10X2.5 分=25 分）1. 我们的产品质量上乘。