2026年商务英语沟通与外贸实操考试试题

2026年商务英语沟通与外贸实操考试试题一、单选题（共10题，每题2分，计20分）考察方向：国际贸易基本流程、商务礼仪、跨文化沟通。1.WhennegotiatingacontractwithaGermancompany,whichofthefollowingphrasesismostappropriatetobuildtrust?A."Wecanmeetanytimeyouareconvenient."B."Ourpriceisthebestinthemarket."C."WehavebeenworkingwithmanyGermanfirmsforyears."D."Thiscontractislegallybindingoncesigned."2.WhichdocumentisrequiredforcustomsclearancewhenexportinggoodsfromChinatotheUSA?A.ProformaInvoiceB.PackingListC.BillofLadingD.CertificateofOrigin3.IfaBritishclientemailsaskingfora10%discount,whatisthebestwaytorespond?A."Sorry,ourpricesarefixed."B."Wecanoffer5%ifyouorderover100units."C."Wewillconsideritifyousignalong-termcontract."D."Wealreadygaveyouthebestpricelastweek."4.Whichcountryismostlikelytopreferaformalwrittenagreementoververbalcontracts?A.USAB.BrazilC.JapanD.Australia5.WhatshouldaChineseexporterdoifaFrenchbuyerclaimstheshipmentarriveddamaged?A.Immediatelyrefundthefullamount.B.Askforavideoproofbeforeprocessinganyclaim.C.Informtheinsurancecompanyandnegotiateapartialrefund.D.Ignorethecomplaintasitmightbefalse.6.Whichemailsubjectlineismostprofessionalforschedulingameeting?A."Quickquestionaboutorder#12345"B."Meetingrequest:Contractnegotiation"C."Urgent:Shipmentsdelayedduetobadweather"D."Checkthisout!"7.Inwhichregionisthe"letterofcredit"(L/C)stillwidelyusedforlargetransactions?A.NorthAmericaB.SoutheastAsiaC.MiddleEastD.SouthAmerica8.Whichphraseisbestforexpressingregretinabusinessemail?A."I’msorry,butthisisbeyondourcontrol."B."Weapologizeforthedelay,butwe’reworkinghardtofixit."C."Don’tworry,thiswon’thappenagain."D."Youmusthavemisunderstoodourterms."9.IfaRussianclientinsistsoncashpaymentforasmallorder,whatshouldtheexporterdo?A.Acceptittomaintaintherelationship.B.RefuseandinsistonT/TorL/C.C.Offera5%discountascompensation.D.Requesta50%depositupfront.10.Whichtermismostrelevantfor"Incoterms2020"?A.ExporttaxrebatesB.InternationalshippingregulationsC.Paymentmethodsincross-bordertradeD.Intellectualpropertyrightsprotection二、多选题（共5题，每题3分，计15分）考察方向：国际贸易术语（Incoterms）、纠纷解决机制、汇率风险。1.Whichofthefollowingarekeyelementsinaproformainvoice?A.DetaileddescriptionofgoodsB.Buyer’sbankaccountinformationC.ExpecteddeliverydateD.Incotermsterms(e.g.,FOB,CIF)2.Whatarecommonmethodstomitigatecurrencyexchangerisks?A.ForwardcontractsB.OpencurrencyaccountsC.OfferingdiscountsforcashpaymentsD.Negotiatingintheexporter’shomecurrency3.Whichdocumentsaretypicallyincludedina"fullsetofshippingdocuments"?A.BillofLadingB.CommercialInvoiceC.PackingListD.InsuranceCertificate4.WhatshouldaChinesecompanydoifaGermanbuyerdisputesaqualityissue?A.Sendateamtoinspectthegoodsimmediately.B.Provideproofofqualitybeforeproduction.C.Offerareplacementorpartialrefund.D.Consultalawyerbeforeresponding.5.Whichscenariosrequirea"certificateoforigin"?A.Importinggoodsfromafreetradeagreement(FTA)country.B.Exportinggoodstoavoidhightariffs.C.Taxrefundfordomesticmanufacturers.D.Verifyingthecountryofmanufactureforbranding.三、情景分析题（共3题，每题10分，计30分）考察方向：实际案例分析、商务沟通技巧、外贸流程处理。1.Scenario:AJapanesecompanyemailsyourChinesefirmaskingfora30%discountonamachineryorder.Theoriginalpriceis¥500,000,andthebuyerhasnotplacedanypreviousorders.Questions:-Howwouldyourespondprofessionally?-Whatconditionsmightyouimposeifyouagreetoadiscount?2.Scenario:AUKclientreceivesdamagedgoodsshippedfromChinaunderCIFterms.Thebuyerclaimstheinsurerrefusedcompensationbecausethepackagingwasnotproperlymarked.Questions:-Whatstepsshouldtheexportertakeimmediately?-Howcantheexporteravoidsimilarissuesinthefuture?3.Scenario:ABrazilianbuyerrequestsa"just-in-time"deliveryforasmallbatchofelectronics,buttheorderisurgentanddisruptsyourproductionschedule.Questions:-Whatnegotiationstrategiescouldyouuse?-Whatdocumentswouldbenecessarytojustifydelays?四、商务邮件写作（共2题，每题15分，计30分）考察方向：邮件格式、语气把握、关键信息传递。1.WriteaprofessionalemailtoaFrenchbuyerconfirmingareviseddeliverydateforanorderoffurniture(Order#XYZ-789).TheoriginaldatewasMay20,buttheshipmentwillnowarriveonJune5duetoportcongestion.-Includeanapology,reasonsfordelay,andanewtimeline.2.DraftanemailtoaGermansuppliercomplainingaboutlatedeliveryofrawmaterials(PartA-123).Thedelaywillaffectyourproduction,andyouneedaresolutionbynextweek.-Statetheissue,consequences,anddemandawrittencommitmenttoimproveon-timedelivery.五、外贸实操题（共1题，20分）考察方向：合同条款理解、风险控制。Scenario:AChinesecompanyisexportingsolarpanelstoaGermanfirmunderFOBterms(Incoterms2020).Thebuyerinsistsona5-yearwarranty,buttheexporterisconcernedaboutlong-termcosts.Tasks:1.Listthreenegotiationpointstoaddressthisissue.2.Explainhowtoincludethesepointsinacontractdraft.答案与解析一、单选题1.C-Germansvaluelong-termpartnerships;mentioningpastcollaborationsbuildscredibility.2.D-ACertificateofOriginisrequiredforcustomsintheUSAtoverifygoods’origin.3.B-Offeringapartialdiscountwithacondition(ordervolume)showsflexibility.4.C-Japanesebusinessculturefavorsformalwrittenagreements.5.C-Notifyinsurersimmediatelyandnegotiatecompensationwhileprovingfault.6.B-Clearandprofessionalsubjectlinesimproveemailresponserates.7.C-TheMiddleEastreliesheavilyonL/Cforhigh-valuetransactionsduetoriskaversion.8.B-Acknowledgingtheissueandtakingactionshowsresponsibility.9.B-Cashpaymentisriskyforexporters;refusingandinsistingonsecurepaymentmethodsissafer.10.B-Incotermsgovernshippinganddeliveryresponsibilities.二、多选题1.A,D-ProformainvoicesincludeproductdetailsandIncotermsterms.2.A,B-Forwardcontractsandopenaccountshelpmanageexchangeratevolatility.3.A,B,C-BillofLading,CommercialInvoice,andPackingListarestandardshippingdocuments.4.A,C-Immediateinspectionandofferingreplacementsresolvedisputesfaster.5.A,B-CertificatesofOriginareusedforFTAbenefitsandtariffavoidance.三、情景分析题1.Response:-"Thankyouforyourinquiry.Whilea30%discountisbeyondourstandardrange,wecouldconsidera10%reductionifyouplaceanorderover1,000unitsnextquarter.Letusknowyourthoughts."-Conditions:Highervolume,longerpaymentterms(e.g.,30days).2.Steps:-Contacttheinsurerimmediatelywithphotosofdamagesandshippingdocuments.-ReviewpackaginginstructionstoensurecompliancewithIncoterms.-Prevention:Usedouble-boxingorreinforcedpackagingforfragileitems.3.Negotiation:-"Weunderstandyoururgency,butthecurrentproductionscheduleisfixed.Wouldyouaccepta2-dayextensioninexchangefora3%discount?"-Documents:Shippingconfirmation,productiontimeline,andjustificationfordelays.四、商务邮件写作1.EmailDraft:>Subject:ConfirmationofRevisedDeliveryDateforOrder#XYZ-789>Dear[Buyer’sName],>Thankyouforyourpatience.Duetoportcongestion,we’verescheduledthedeliveryofyourfurnitureordertoJune5.Wesincerelyapologizeforthisdelayandappreciateyourunderstanding.Thegoodswillbewell-packagedtoensuresafetransit.Plea