商务英语(中级)试卷及参考问题详解

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全国外经贸从业人员考试

国际商务英语等级考试（中级）

试题册

考试时间:2013年12月7日 09:30-11:30

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考生姓名：

准考证号：

考点（考区）：

注意事项

一、考生将姓名、身份证号、考试项目、考点（考区）、准考证号填涂在试题册及答题卡（答

题纸）相应位置。

二、考生在规定考试时间内做完试题册上的试题，并将答案填涂在答题卡（答题纸）相应

位置，写在试题册上的答案一律无效。全部答题时间为120分钟。

三、考生在答题卡上作答时，切忌超出答题区域。如因超出区域作答导致答题卡失效，由

考生个人负责。客观题按题号顺序进行填涂，主观题在每题左上角写清题号按顺序作答。凡因题号不清导致考试成绩有误，由考生个人负责。

四、考生不得将试题册、答题卡（答题纸）带出考场。考试结束，监考员收卷后考生方可

离开考场。

五、考生注意对自己的答案保密。若被抄袭，一经发现，后果自负。

★请将答案写在答题卡上，答案写在试卷上无效。

一、客观题（本大题有60小题，每小题1分，共60分）

[1-20] Listening: 20%（听力，20分）

Section A

Directions: In this section you will hear 5 questions. After you hear each question, read the four choices in your paper and decide which is the correct answer to the question you have heard. Each question will be read twice.

1. A. Over there. B. You are right.

C. Be careful.

D. Fine, thank you.

2. A. It’s almost done. B. You said it.

C. It was a little bit bumpy as we landed.

D. Please go a head.

3. A. I’m fine. B. I’ll be here all week.

C. Yes, the very first.

D. I’m sorry I don’t know.

4. A. Ask my assistant for it. B. I don’t mind.

C. I don’t care.

D. No, I don’t. Will it be a problem?

5. A. Large quantity. B. Good quality and reasonable price.

C. Made in China.

D. Very competitive.

Section B

Directions: In this section you will hear 10 statements. After you hear each statement, read the four choices in your paper and decide which one’s meaning is similarly to the statement you have heard. The sections will be read twice.

6. A. People can’t bargain in the expensive stores, since the quality of the goods is good.

B. The goods in middle-priced shops are expensive, but they are of good quality.

C. Many department stores sell only middle-priced products.

D. Middle-priced shops only sell cheap goods.

7. A. I sent them an order by fax.

B. I sent them an order by email.

C. I sent the information by fax so that it could reach them quickly.

D. I sent them an order immediately so that they could ship without delay.

8. A. You gave me the wrong financial report, Mr Smith.

B. Sorry, Mr Smith. I put the financial report in the wrong place.

C. Excuse me, Mr Smith. Did you give me the financial report?

D. Sorry, Mr Smith. I misread the financial report.

9. A. The project was approved in spite of the high budget.

B. The project was not approved because the budget was high.

C. The budget for the project was approved.

D. The project was approved without a budget.

10. A. Please send us a sample of your product.

B. We would like to receive your product soon.

C. We don’t know you have sent us your sample.

D. We will send you a sample of this product upon your request.

11. A. Even if you work harder, you can’t get a promotion.

B. You should work harder to get a promotion.

C. You didn’t work hard, so you didn’t get good results.

D. You needn’t work hard to get a promotion.

12. A. He remembered to buy a lock.

B. He forgot to lock the door when he left.

C. He didn’t remember where his key was.

D. He remembered to lock the door when leaving.

13. A. The machine cannot be used.

B. The machine is used less.

C. The machine will be used a lot.

D. The machine has been sold.

14. A. I don’t have enough money to buy a house now.

B. I will buy a Ford.

C. I can buy a new house now.

D. I have bought a new house.

15. A. She studied Economics at Beijing University for four years.

B. She graduated from Beijing University in 2000.

C. She was 20 when she went to university.

D. She studied for four years at Beijing University.

Section C

Directions:In this section you will hear 5 short conversations between two speakers. At the end of each conversation, there will be a question about what was said. After you hear a conversation and question about it, read the four choices in your paper and decide which is the correct answer to the question you have heard. Both the conversations and the questions will be read twice.

16. A. Driver and customer. B. Employer and employee.

C. Seller and buyer.

D. Seller and insurance agent.

17. A. D/P. B. D/A.

C. T/T.

D. L/C.

18. A. The restaurant. B. The hotel.

C. The school.

D. The office.

19. A. L/C amendment. B. L/C extention.

C. L/C negotiation.

D. L/C application.

20. A. No, she won’t. B. No one knows.

C. Yes, she will.

D. She didn’t say Yes or No.

[21-60] Reading Comprehension: 40%（阅读理解，40分）

Section A

Directions: There are ten incomplete sentences in this section. For each sentence there are four choices marked A, B, C, and D. Choose the ONE that best completes the sentence. This section totals 10 points, one point for each sentence.

21. We have instructed our bank, Bank of China, Beijing Branch, to open a confirmed,

irrevocable letter of credit USD108,000 your favor.

A. for; for

B. for; in

C. in; in

D. to; for

22. Your order will be ready for shipment by February 28 and be packed seaworthy

containers.

A. by

B. through

C. in

D. within

23. Our raincoats are now packed in a polythene bag each and then in a cardboard box, 12 dozen

a carton.

A. in

B. at

C. by

D. to

24. Meanwhile please give special care to the packing, lest the goods in transit.

A. damage

B. should be damaged

C. to be damaged

D. should damage

25. We are sending you our quotation sheet and a copy of our latest catalogue giving the details

you .

A. ask for

B. asked for

C. asking for

D. are asking for

26. You now wish to advance the date of shipment one month.

A. by

B. to

C. for

D. at

27. We always deal payment by sight L/C.

A. with

B. in

C. at

D. on

28. Please that the L/C stipulations are in strict conformity with those of the

Confirmation to avoid subsequent amendments.

A. see to

B. see to it

C. see the fact

D. see it

29. Your letter of September 10 to Fujian Foreign Trade Corp. has been passed on to us

for attention and reply.

A. addresses

B. addressing

C. addressed

D. being addressed

30. We hereby authorize you to on us at 60 days after sight to the extent of

USD20,000.00.

A. open

B. establish

C. draw

D. build

Section B

Directions: There are ten blanks in the following letter. You are required to choose the best one from the given four choices marked A, B, C, and D. This section totals 10 points, one point for each blank.

Dear Sir

With 31 to Our S/C no.7904 of August 8, we 32 to say that your L/C has not reached us up to now. This has caused us much 33 as the goods have been 34 for quite some time and we have already made preparations for shipment according to the 35 of the said S/C.

The demand of late has been so great that we find it hard to 36 them for you any longer. However, in 37 of our friendly business relations, we are prepared to wait for your L/C, which must reach us 38 October 5, 2006. If we again fail to receive your L/C in time, we shall 39 our S/C and ask you to refund to us the storage charges we have paid on your behalf.

Your cooperation in this respect will be 40 .

Sincerely yours

31. A. refer B. reference C. regards D. regarding

32. A. regret B. regretted C. regretting D. regrettable

33. A. inconvenience B. issues C. problem D. question

34. A. made B. open C. ready D. produced

35. A. regulation B. stipulation C. rule D. specification

36. A. remain B. sell C. supply D. keep

37. A. regard B. respect C. view D. term

38. A. not later than B. later than C. no more than D. none later than

39. A. call B. reject C. refuse D. cancel

40. A. grateful B. thankful C. appreciated D. obliged Section C

Directions: There are two passages in this section. Each passage is followed by some questions or unfinished statements. For each of them there are four choices marked A, B, C, and D. You should decide on the best choice. This section totals 20 points, two points for each question.

Questions 41 to 50 are based on the following passage.

1Ivester, a factory foreman’s son and former accountant, stepped in smoothly to run Coca-Cola as CEO following the death of champion wealth creator Roberto Goizueta. Early in his job as Coke’s chief, Goizueta had recognized Ivester’s drive, commenting that he was the hardest-working man he had ever met. Together the two changed the company’s operations and capital structure to maximize shareholder value.

2Both of Ivester’s parents were factory workers from a tiny mill town in Georgia. His parents were children of the depression, he recalls, ‘strong savers, very strong religious values,’ and had very high expectations for their only son. If he got an A, his father would say, ‘They give

A pluses, don’t they?’

3Dough Ivester is the guy who for nearly two years worked constantly to provide essential support to Roberto Goizueta as he not only turned Coca-Cola around but made it into a powerhouse. If you want to know just how driven Ivester is, know that more than a decade ago he set himself the goal of becoming the CEO and chairman of Coca-Cola. Then he put on paper the dates by which he intended to do that.

4By comparison with Goizueta, Ivester is an accountant by training, an introvert by nature. He worked systematically to obtain the breadth needed to be a modern chief executive – getting media coaching and spending three year’s worth of Saturdays, six hours at a time, being tutored in marketing.

5He is big on discipline, which to him means: be where you’re supposed to be. Dress the part (he is opposed to casual Fridays). Return phone calls promptly (employees know never to get too far away from their office voice-mail, even on weekends). Still, when directing his troops, he asks them to set ‘aspirations’ (difficult targets).

6Hierarchy is out –it slows everything down; he communicates freely with people at all levels. The ‘conventional’desk job is also out. Ivester prefers that employees think of themselves as knowledge workers –their office is the information they carry around with them, supported by technology that allows them to work anywhere. This really matters when your business is as large as Coke’s, which gets 80% of its profit from overseas.

7At Coke, business planning is no longer an annual ritual but a continual discussion –sometimes via voice-mail – among top executives. Technology is not just nice; it’s crucial.

Huge volumes of information don’t frighten Ivester; he insists that they are necessary for ‘real time’decision-making. With past-generation executives, their style was more ‘don’t bring me your problems, bring me your solutions,’ says Tim Haas, Senior Vice President and Head of Latin America. ‘Dough thrives on finding the solutions.’‘In a world this complicated and fast-moving, a CEO can’t afford to sit in the executive suite and guess,’Ivester says. He believes that many of America’s executives ‘are getting terribly isolated.’

41. The writer says that ‘Goizueta had recognized Ivester’s drive’ (Paragraph 1). What does drive

mean?

A. Talent.

B. Genius.

C. Energy.

D. Mind.

42. What is Dough Ivester’s previous job?

A. Foreman.

B. Accountant.

C. Teacher.

D. CEO.

43. ‘They give A pluses, don’t they?’ (Paragraph 2) Who is Ivester’s father referring to when he

says they?

A. Ivester’s teachers.

B. Ivester’s parents.

C. Ivester’s classmates.

D. Ivester’s colleagues.

44. Which of the following words refers to a time of high unemployment and poverty?

(Paragraph 2)

A. Mill.

B. Religion.

C. Saver.

D. Depression.

45. Which of the following words means ‘very determined to succeed’? (Paragraph 3)

A. Powerhouse.

B. Constantly.

C. Driven.

D. Set.

46. What does the sentence ‘Dress the part (he is opposed to casual Fridays)’? (Paragraph 5)

A. Always wear uniforms at work.

B. Always wear casually at work.

C. Always dress properly for work.

D. Always dress the way you like.

47. Where does Coca-Cola’s most profits come from?

A. Americas.

B. Europe.

C. Asia.

D. Overseas.

48. Ivester believes that many American executives ‘are getting terribly isolated.’ What is Ivester

doing to avoid becoming cut off from his staff?

A. Considering everything in terms of people at all levels.

B. Satisfying what people at all levels require.

C. Working with people at all levels.

D. Communicating freely with people at all levels.

49. Which of the following words means ‘Get a feeling of satisfaction from doing something’?

(Paragraph 7)

A. Afford.

B. Thrive.

C. Isolate.

D. Insist.

50. The most suitable title for this passage may be _______.

A. President of Coca-Cola

B. Chief Executives of Coca-Cola

C. The Real Douglas Ivester

D. Focus on Douglas Ivester

Questions 51 to 60 are based on the following passage.

1Steve Redwood, a London-based management consultant with Price Waterhouse, tells of a client who had brought together a team from eight different countries to work on a project.

‘T he national stereotypes applied,’ he says. ‘The people from Switzerland and Germany were mainly interested in the way the project organized. The people from Spain took a much more intuitive approach. The British had a high level of skepticism about whether the whole thing really mattered. Language was not the issue. It was more basic than that.’

2Behind this lies the most fundamental problem of all: the fact that outside a handful of companies – Lowell Bryan, a senior partner with McKinsey in New York puts it at between a dozen and 20 worldwide – even the biggest corporations are dominated by the culture of the home country.

3‘Outside that handful,’ Mr Bryan says, ‘companies are very German, or very British, or very American. One big difference with American companies is they think globalization means Americanizing the world. Others don’t have that arrogance.’

4If top management all come from the home country, that makes it much more difficult to attract and keep a global pool of talent. ‘People know when they fit in and when they don’t,’Mr Bryan says. ‘That’s true even of national companies: there’s a tendency for people to have gone to the same school, or all have trained as engineers. It’s even more true when it comes to where you grew up.’

5The problem lies not in attracting people – a talented Indian or Korean manager will typically want early experience with a multinational –but in keeping them. ‘People will join the company to learn,’ Mr Bryan says, ‘but unless they feel they’re part of the company, they’re going to leave, and exploit the brand status of the company in their next job.’

6Given the importance of local cultures within the global company, an obvious question is how to appraise and identify talent around the world on a consistent basis. Richard Greenhalgh, head of management development and training at Unilever, says that the company has been working on this for the past four years. ‘We’ve been developing a set of

11 management competencies we can use worldwide,’ he says.

7‘The aim is to have a clear objective measure of potential. We measure such things as entrepreneurial drive, the ability to lead and develop others, and integrity. That makes up a common core of behaviors. We’ve tested it, and so far it seems to be culturally transferable.’

51. Which expression in Paragraph 1 matches the meaning ‘someone whose job is to give advice

to companies’?

A. Corporate leader.

B. Top manager.

C. Management consultant.

D. Corporate management.

52. Which expression in Paragraph 2 matches the meaning ‘a basic difficulty’?

A. Home country.

B. fundamental problem.

C. Management consultant.

D. Intuitive approach.

53. In Paragraph 3, ‘globalization’ means _______.

A. operation in America

B. operation in the home country

C. operation in many places

D. operation all around the world

54. According to Paragraphs 1-4, which of the following statements is true?

A. Managers from different countries approach tasks in different ways.

B. Lots of companies worldwide are truly international.

C. American companies think that globalization means developing an international culture.

D. In national companies, it’s common for people to come from different backgrounds.

55. In Paragraph 5, the problem with employing people with different national backgrounds is

_______.

A. recruiting them

B. motivating them

C. developing them

D. making them stay

56. In Paragraph 5, if they don’t feel part of the company, they will _______.

A. stay

B. leave

C. cause trouble

D. beat employers

57. In Paragraph 5, in applying for their next job, they will _______.

A. mention the company they have left so that people know where they have worked

B. not mention the company they have left

C. criticize the company they have left

D. explore the company they have left

58. In Paragraph 6, if you do something on a _______ basis, you use the same standards and rules

in every situation.

A. given

B. local

C. worldwide

D. consistent

59. In Paragraph 6, if something that is used in one culture can be used in another, it is culturally

_______.

A. made

B. entrepreneurial

C. transferable

D. potential

60. The most suitable title for this passage may be _______.

A. Corporate Culture

B. National Characteristics

C. International Integrity

D. Corporate Culture and National Characteristics ★答题卡空间有限，以下部分请注意控制答题篇幅。

二、主观题（本大题有6小题，其中第61-65每小题4分，第66小题20分，共40分）

[61-65] Business Translation: 20%（商务翻译，20分）

Directions: In this section, you are required to write on your ANSWER SHEET the English version of the following statements. Be sure that your grammar, punctuation, capitalization, and spelling are correct. Don’t use the so-called “simplified”words or expressions, such as bk for bank, or asap for as soon as possible. This section totals 20 points, four points for each statement.

61. 兹附上第175号售货确认书一式两份，请签署并退回一份供我方存档。

62. 待双方建立起牢固的贸易关系后，可重新考虑付款条件。

63. 若到货赶不上圣诞节采购高峰，什么价廉物美就毫无意义。

64. 请指示你方银行尽快修改信用证，以便我方能按时装运货物。

65. 如果你方能寄来最新的商品目录及价格表，我方将不甚感激。

[66] Business Writing: 20%（商函写作，20分）

Directions: In this section, you are required to write on your ANSWER SHEET an English letter in the full correct layout based on the information given below. This section totals 20 points.

①对方公司名称和地址：Shanghai Foreign Trading Company Ltd.

688 Gubei Road Shanghai 200336, China

收件人姓名和头衔：Mr. Dave Wong, Export Manager

②写信日期：2013年12月7日

③此函是关于你方11月15日第129号订单项下的激光打印机事宜。

④请对方马上空运该订单的第一批货，你方顾客急需这批货。你方建议使用带折合盖的纸

板箱，以方便海关开箱检验。

⑤对于剩下货物要求对方还是继续海运安排。请将每一盒用防水袋密封（建议用塑料袋），

然后装入大箱。在上一批货中你方不得不清除一定量的铁锈，你方认为铁锈在运输途中就已形成。

⑥请航空邮寄海运货箱内的装箱单复印件一份及原产地证书副本和商业发票，这将使你方

在货物抵达时能加快办理海关手续。

⑦写信人：Antonin Crajicek Import Manager

公司名称和地址：Vltava Trading Company Ltd.

18 Dvorak Street Prague, Czech Republic

（请将答案写在答题卡上，答案写在卷上无效）

国际商务英语等级考试（中级）参考答案

（考试编号：201302）

一、客观题（本大题有60小题，每小题1分，共60分）

[1-5]ACCDB [6-10]BCBBD [11-15]BBAAD [16-20]CDBAC [21-25]BCDBB [26-30]ADBCC [31-35]BAACB [36-40]DCADC

[41-45]CBADC [46-50]CDDBD [51-55]CBDAD [56-60]BADCD

二、主观题（本大题有6小题。其中第61-65小题，每小题4分，第66小题20分，共40分）

61. We are enclosing our Sales Confirmation No 175 in duplicate. Please sign and return one copy

for our file.

62. We may reconsider the terms of payment once we have established firm business relations

with you.

63. If the goods could not arrive in time for the Christmas rush, good quality and competitive

price would mean nothing at all.

64. Please instruct your bank to amend the L/C as soon as possible so that we can ship the goods

as scheduled.

65. We would appreciate it if you could send us your latest catalogue and pricelist.

66．

Vltava Trading Company Ltd.

18 Dvorak Street Prague, Czech Republic (1分)

7 December 2013 (1分)

Mr. Dave Wong

Export Manager

Shanghai Foreign Trading Company Ltd.

688 Gubei Road Shanghai 200336

China (1分)

Dear Mr. Wong (1分)

We would refer to our order No. 129 of Nov 15th for laser printers. (2分)

Please now dispatch the first part of this order by air, as these are urgently required by our customers. We suggest the use of cartons with hinged lids to facilitate opening for Customs examination. (4分)

You will no doubt proceed with your arrangements for transport for the remainder of the consignment, and we would ask you to be particularly careful to seal each box into a watertight bag —we recommend plastic —before packing into cases. In your last consignment we were obliged to remove a certain amount of rust, which we think had formed during the voyage. (4分)

We should be grateful if you could send us by airmail a copy of the packing list included in each case to be sent, and also duplicates of the Certificate of Origin and the Commercial Invoice. This will enable us to arrange speedy passage through Customs on arrival of the consignment. (4分)

Yours sincerely (1分)

Antonin Crajicek

Import Manager (1分)

商务英语函电参考答案

Reference Keys Unit 2 Establishing Business Relations 学学练练 I. 1. d 2. c 3. a 4. b 5. h 6. f 7. e 8. g II. 1.供你方参考 2. 期望，盼望 3. 供应中 4. in the hope of/that 5. establish business relations 6. fall within the scope of III. 1. desirous to 2. in the line of 3.give you a general idea 4. covering 5. in the market 6.refer to 7.be informed IV. 1. appreciate 2. in, for 3.upon 4. to 5. informed 6. with 7.enclosed 8. in 9. desire 10. for 实操练习 I. 1.Through the courtesy of ABC company, we have your name and address. 2. We would like to inform you that we could supply various types of men’s leather shoes. 3. We have established business relations with more than 50 countries in the world, on the basis of equality, mutual benefit and exchange of needed goods。 4. Specializing in the export of Chinese bicycles, we express our desire to trade with you in this line. 5. In order to promote business between us, we shall airmail you some samples for your reference. 6. We enclose a copy of catalog and a sampl e and are sure that you will be satisfied

商务英语Unit11参考答案

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Letter 2 Letter 3 Letter 4

Letter 5 Letter 6

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