外贸业务员英语复习题

11年理论21．What is the most appropriate term when the seller must pay the cost and freight necessary to bring the goods to the named port of destination by a roll-on车货齐运的;滚装的/roll-off vessel?（）A．FOB B．FCAC．CIF D．CPT22．When the seller pays for the goods to be loaded on board the container ship, but does not pay freight or insurance, what is most appropriate term? （）A．DDU B．CFRC．FCA D．CIF23．According to INCOTERMS 2000, when the seller is responsible for the arrival of the goods at the agreed place or point of destination, the corresponding trade terms are following except （）.A．DDU B．DDPC．CFR D．DEQ24．An insurance agreement is called an（）.A．insurance policyB．insurance contractC．insurance cover D．insurance document 25．What is the name given to the sum of money which a person agrees to pay to an insurance company?（）A．compensation B．commissionC．insurance value D．premium 26．“Financial documents”means bills of exchange, promissory notes,（）or other similar instruments used for obtaining the payment of money.A．invoices B．deposit receipts银行存单C．checks D．bills of lading27．The war risk is considered to be the （）.A．Free of Particular Average B．With AverageC．special additional risks D．general additional risks28．The irrevocable L/C can（）.A．be amended or canceled without notice to the beneficiaryB．be amended or canceled if the buyer notifies the sellerC．neither be amended nor canceled without agreement of all partiesD．be amended but not be canceled by an applicant29．Bank of China informs the beneficiary, a Chinese import and export company that a foreign bank has opened a letter of credit in his favor. The bank does not add its engagement by informing the beneficiary. The Bank of China is acting as （）.信用证有关当事方A．the issuing bank B．the advising bankC．the confirming bank D．the negotiating bank 30．Which of the following payment modes may bring the highest risk to a seller?（）A．D/A B．D/P after sight远期付款交单C．D/P at sight D．T/T in advance Questions from 31 to 35 are based on the following passage: There are a lot of “markets”. Some markets are local; you may be willing to compare prices for fruits and vegetables in a few shops in your local area, but you would be unwilling to go across the city to find out more information. Some markets are national. Many firms sell goods across the country. Some markets are global or international. Increasingly, more and more countries are involved in the world economy, whether they know about it or not.However, there are many other markets: labor markets for job seekers, supermarkets for grocery shopping, foreign exchange market, capital market, real estate markets and so on. And we must not overlook the fact that many services such as banking, insurance are also bought and sold on a worldwide scale.But what is a “market”? Most people would say, “A market is a place where enough buyers and sellers meet face to face, so that a market price for goods and services can be determined.”H owever, with rapid growth of telecommunications, it is no longer necessary for buyers and sellers to physically meet to form a market.You may hear the terms “global market”or “global economy”. What do those terms mean to you? What do they mean to business today? Thanks to the Information Age we are seconds away from the rest of world. Business everywhere recognizes that they can expand their market to anywhere and do business at any time because of the Internet. Now, the Internet is the fastest growing market in the world today, yet buyers and sellers don’t even have to leave their own homes to transact business.In the modern world, a market can take many forms. Generallyspeaking, a market may be housed in a place, or it may exist only in people’s minds. And a market can be any place or process that brings together buyers and sellers with a view to agreeing to a price. 31．Which of following markets is not mentioned in the passage? （）A．Asian market B．international marketC．national market D．local market32．The stock market, banking services market and capital market can be described as（）.A．supermarket B．financial marketC．labor market D．real estate market 33．Which of following is the fastest developing market according to the passage?（）A．home market B．labor marketC．the Internet D．international trade market34．Which of following statements is True according to the passage?（）A．You are willing to find fruits and vegetables at a lower price all over the country.B．If a firm sell its products across the country, then it is doing international business.C．Insurance can not be sold on a worldwide scale.D．Buyers and sellers can do business without meeting face to face.35．In the modern world, what a market can take?（）A．A market can be housed in a place.B．A market can exist in people’s mind.C．A market can be a place where buyers and sellers meet for bargain.D．above allQuestions from 36 to 40 are based on the following passage: China’s trade volume surged in 2010. The development wasn’tonly in quantity, but also in quality—namely structure diversification 多样化;经营多样化.The European Union, the United States and Japan remainedChina’s top 3 largest trading partners in 2010.But trade volumes between China and other emerging economies increased also. Bilateral trade volumes between China and other BRIC nations —Brazil, Russia and India —all jumped more than 40 percent. That made India China’s tenth largest trading partner.Huang Guohua, Statistics Department（统计部）Director主管;署长;局长;处长;主任of General Administration of Customs said “Trade volume between China and emerging economies increased faster than that with the traditional market. It indicates that China’s foreign trade is diversifying, and showing less dependence on the traditional partners. It’s a good way to reduce risks.”Data also shows that foreign trade volumes developed dramatically in China’s middle and western areas last year. Although the southern province of Guangdong still topped others in the total volume of import and export.Huang Guohua said “The export volume of middle and western areas surged over 40 percent year on year in 2010. The speed was 10 percentage points higher than the country’s total. It indicates that industrial structure has improved in these areas.”The import and export volume of private enterprises surged faster than the country’s average in 2010, with 47 percent year on year growth. Experts say China’s foreign trade development reduced dependence on foreign-funded enterprises.2010 imports and exports reached a historical high with a strong sign that the country’s trade sector has shrugged off不理，轻视the global economic recession.36．Which country is not China’s top 3 largest trading partners in 2010?（）A．the E.U. B．the U.K.C．the U.S.A. D．Japan37．According to the passage, what does the word “BRIC ”mean?（）A．Brazil, Russia,Indiaand ChinaB．Britain, Romania,Italyand CanadaC．Bulgaria, Russia,Indonesiaand ColombiaD．Belgium, Romania,Israeland Cuba38．In which terms can we say that China’s foreign trade is diversifying?（）A．the development in quantityB．the development in qualityC．the development in quantity and qualityD．the development in quotient39．What indicates that industrial structure has improved in middle and western areas?（）A．Trade volumes between China and other emerging economies increased also.B．Trade volume between China and emerging economies increased faster than that with the traditional market.C．The southern province of Guangdong still topped others in the total volume of import and export.D．The speed was 10 percentage points higher than the country’s total.40．According to the passage, which enterprisessurged faster than the country’s in 2010?（）A．state-ownedenterprises B．joint venturesC．private enterprises D．foreign-funded enterprises 14．UCP600 is a code to standardize the conditions under which bankers are prepared to issue documentary credit.（）15．Unless otherwise stipulated in the credit, the minimum amount for which the insurance document must indicate the insurance cover（保险范围）to have been effected is the CIF value of the goods plus20%, but only when the CIF value can be determined from the documents on their face.10年21．（）is composed of a specific reference number, abbreviations of consignee, the port of destination and the package number.A．Shipping mark B．Indicative markC．Warning mark D．No mark22．The word “about” used in conn ection with the amount of the credit is to be construed as allowing a difference not to exceed more or less than the amount to which it renders. （）A．5%, 5% B．5%, 10%C．10%, 10% D．10%, 5%23．F. A. Q. is the abbreviation of（）.A．Free Average Quality B．Fair Average QuantityC．Fair Average Quality中等品质D．Free Average Quantity 24．The exporter or his agent is normally the person named as（）on a bill of lading or on an air waybill.A．shipperB．underwriter担保人;保险商C．consignee：['kɔnsai'ni:] D．guarantor保证人25．Rock Co. wants to purchase lumber from Logging Co.. Rock Co.and Logging Co. agree that a letter of credit will be used for payment. Who is the applicant?（）A．Rock Co. B．Logging Co.C．Bank D．None of them 26．Remitting bank is the bank to which the（）entrusts the collection items.（principal,drawer; remitting bank; collecting bank;drawee）A．principal B．payerC．drawee D．importer27．Under a collection, a bank acts only as a collecting agent to（）the exporter in obtaining payment or acceptance of his draft before the release of documents to the importer.A．guarantee B．assistC．promote D．push28．The issuing bank’s decision as to whether or not to accept the documents will be based strictly on the principle that the（）themselves must be in compliance with the terms and conditions of the credit, UCP600 and ISBP681.A．sales contract B．documentsC．goods D．services29．In insurance, the party who insures others against possible loss or damage and promises to effect payment in case of loss or damage is called（）.A．insured B．insuranceC．underwriter D．consignor 30．International payments and other message are often sent through an international computer network called（）.A．CHAPS B．SWIFTC．CHIPS D．CHATSQuestions from 31 to 35 are based on the following passage:As overseas sales and profits as a percentage of total sales and profits increase, there is likely to be more headquarters’ attention paid to foreign operations. Similarly, there will be pressures to centralize control in order to deal with the growing number of global competitors and the more homogenized(同质的)[həu'mɔdʒənaizd] needs of global consumers. The need for centralization will present more challenges for MNEs in controlling their global operations.One challenge involves management’s posi tion in foreign facilities, where manager may see the erosion：[i'rəuʒən] of their autonomy over marketing, production, and financial decisions. To keep those managers motivated, the company needs to include more nationalities on boards of directors and use cross-national management teams to develop practices that are globally rather than nationally oriented. But with such cross-national fertilization（肥沃;施肥）comes the risk of clashes between cultural traditions.A second challenge for MNEs is a consequence of their size. A number of them already have sales larger than many countries’ GDPs. To manage such organizations may require even greater decentralization and more horizontal communication among subsidiaries in different countries that are mutually dependent on parts, products, and resources. This mutual dependence among subsidiaries may in turn require new hierarchical relationships within the organizational structure.31．Usually headquarters would pay more attention to their foreign business if（）.A．their overseas sales and profits account for much of their total B．their overseas sales and profits increaseC．their foreign operations perform wellD．they have a better foreign market32．The better a company’s overseas performance is, the more necessary for the company to（）.A．centralize its overseas control B．control its global operations C．guard against its competitors D．present more challenges to itself33．If the company fails to control its foreign business, the headquarters’ position will be shaken in that（）.A．its foreign management often challenges the headquartersB．foreign management may make its own decisions withoutasking for the headquarters’ permissionC．foreign management might try to be independent in marketing, production, and financial decisionsD．headquarters’ decisions are often ignored34．In order to （）, the company needs to include more nationalities on boards of directors and use cross-national management teams.A．keep those foreign operation managers loyal to the headquarter B．be nationally orientedC．be globally orientedD．keep the foreign management from independence 35．The relation among subsidiaries preferred by an MNE is（）.A．greater decentralization B．mutual dependenceC．easy communication D．everlasting independence Questions from 36 to 40 are based on the following passage: In addition to visible trade, which involves the import and export of goods, there is also invisible trade, which involves the exchange of services between countries.Transportation service across national boundaries is an important kind of invisible trade. International transportation involves different means of transport such as ocean ships, planes, trains, trucks and inland water vessels. However, the most important of them is maritime['mæritai m] ships. When an export arranges shipment, he generally books space in the cargo compartment（区划;划分;隔间）of a ship or charters a whole vessel. Some countries such as Greece and Norway have large maritime fleets（船队;机群;(汽)车队）and earn a lot by way of this invisible trade.Insurance is another important kind of invisible trade. In the course of transportation, a cargo is vulnerable to many risks such as collision碰撞;相撞, pilferage小偷小摸, fire, storm, exploration, and even war. Goods being transported in international trade must be insured against loss or damage. Large insurance companies provide service for international trade and earn fees for other nations’ foreign trade. Lloyd’s of London is a leading exporter of this service.Tourism is yet another important form of invisible trade. Many countries may have beautiful scenery, wonderful attractions, places of historical interest, or merely a mild and sunny climate. These countries attract large numbers of tourists, who spend money for traveling, hotelaccommodations, meals, taxis, and so on. Some countries depend heavily on tourism for their foreign exchange earnings, and many countries are making great efforts to develop their tourism.The fourth type of invisible trade meriting值得,应受attention is called immigrant remittance汇款、付款. This refers to the money sent back to home countries by people working in a foreign land. Import and export of labor service may be undertaken by individuals, or organized by companies or even by states. And this is becoming an important kind of invisible trade for some countries.Invisible trade can be as important to some countries as visible trade is to others. In reality, the kinds of trade nations engage in are varied and complex, often a mixture of visible and invisible trade. 36．According to the definition of invisible trade, the followings belong to invisible trade except（）.A．foreign trade consultation B．car sellingC．after-sale-service D．on-line software maintenance 37．Lloyd’s is the leading company of（）.A．transportation B．insuranceC．tourism D．import and export 38．Immigrant remittance means（）.A．money sent back to home country by the people working abroadB．money paying for the commodity they buyC．the salary they ownD．the money people possess39．According to the meaning of the passage, China at present engages mostly in（）.A．visible trade B．invisible tradeC．combination of the two D．commodity trade 40．How many types of invisible trade are mentioned in the passage?（）A．2 B．3C．4 D．514．Pro forma invoice has legal status, and its details are normally transferred to a commercial invoice. （）15．The importer will normally require the exporter to present shipped on board B/L, for it provides better guarantee for bothnegotiating bank and the consignee. （）09年21．What is the term when the consignment：[kən'sainmənt]托付物；委托is delivered with all the charges up to arrival at the port of destination paid by the seller?（）A．FOB B．FCAC．DDU D．CIF22．Where goods are to be dispatched派遣;发送;快递by road, rail or air instead of by sea, the documentary credit will call for a road transport document or a rail transportdocument or an airway bill instead of（）.A．a bill of exchange B．a certificate of originC．a bill of lading D．a certificate of insurance 23．The drawee of a cheque is（）.A．the person who is to receive paymentB．the bank that has to make paymentC．the last person to endorse the chequeD．the person whose bank account will be debited24．A bank that opens an L/C at the request of an importeris a (an)（）.A．issuing bank B．paying bankC．accepting bank D．informing bank 25．Tariffs can（）.A．decrease the domestic price of a productB．increase government earnings from taxesC．increase the quantity of importsD．decrease domestic production26．Foreign trade can be conducted on the following terms of payment except for（）.A．open account未清账户；记帐交易B．documentary collectionC．documentary credits D．public bonds公债27．The risk of breakage is considered to be （）.A．Free from Particular Average平安险B．General Additional Risks一般附加险C．With Average D．Special Additional Risks特殊附加险28．If a seller finds any discrepancies in the letter of credit against the sales contract, whom should he write to asking for an amendment?（）A．the issuing bank B．the advising bankC．the applicant D．the negotiating bank 29．A clean transport documents is one which bears no clause or notation declaring a defective condition of the （）.A．vessel B．B/L itselfC．goodsor their packaging D．voyage30．Which of the following payment modes may bring the lowest risk to a seller?（）A．T/T in advance B．L/CC．D/P D．D/AQuestions from 31 to 35 are based on the following passage: Negotiations work wonders. This is particularly so in international business since it is mostly through negotiations that exporters and importers bridge their differences and reach a fair and mutually satisfactory deal.By presenting a more comprehensive negotiating package in a well planned and organized manner, exporters should be able to improve the effectiveness of their business discussions and in the long term the profitability of their export operations.To avoid being confronted by costly demands, an exporter should try to determine t he buyer’s real interest in the product s from the outset（最初,开始）. This can be ascertained（查明,弄清）through appropriate questions but must also be based on research and other preparations before the negotiations. Only then can a suitable counter-proposal be presented.To achieve a favorable outcome from the negotiations, an exporter should draw up a plan of action beforehand, which addresses a few key issues. Experienced negotiators consider that as much as 80% of their overall time devoted to negotiations should go to such preparations. The preliminary work should be aimed at obtaining relevant information on the target market and the buyers of the products. It should also include developing counter-proposals if objections are raised on any of the exporter’s o pening negotiatingpoints. The preparations should thus involve formulating the negotiating strategy and tactics（战术;策略;手法）.In international marketing negotiations, it is advisable for small and medium-sized exporters not just to limit their discussions to pricing issues, although pricing is a key factor in any business transaction, exporters should give more attention to the full range of marketing factors. They should stress the strengths of their firms and products and match them with the perceived needs of the buyers. Once these issues have been covered, they can consider the question of price and are able to develop a profitable business. 31．Negotiations work wonders because（）.A．importers and exporters can build a bridge togetherB．they do help solve problems and get more understanding for each otherC．they bring satisfactory deal every timeD．the gap between importers and exporters can be fairly filled in every instance32．A successful negotiator should be（）.A．aggressive B．mildC．well-prepared D．hesitative33．In international marketing negotiations,（）always come first.A．prices B．full range of marketing factors C．manufacturing costs D．customers’ needs 34．80% of the overall time should go to preparations which involve （）.A．obtaining relevant informationB．developing counter-proposalsC．formulating the negotiating strategy and tacticsD．all of the above35．The author advises the small and medium-sized exporters to do business with（）.A．care B．a prospective insightC．more stress on profit D．pricing issues Questions from 36 to 40 are based on the following passage: Against this background, the WTO faces several daunting（令人怯步的）challenges. The first is to continue bringing down tariffs on traded goods. Average penalties have fallen steadily since the GATT’s关税暨贸易总协定formation but even the most open economies retain lofty barriers高耸的,极高的: for instance, America still charges a tariff of 14.6% on import of clothing, five times higherthan its average levy.Resistance to tariff cuts is strongest in agriculture. According to Tim Josling, a trade expert at Stanford University, tariffs and other barriers on farm goods average a crippling极有害的;有严重后果的40% worldwide and create distortions that “destroy huge amounts o f value”. A new set of global farm talk s is planned to start in 1999. At the least, you might think, these could lock in impressive reforms in Latin America and encourage further watering-down of the European Union’s Common Agricultural Policy. But they wi ll prove difficult: squabbles：['skwɔbl]争吵;口角over agriculture almost sank the Uruguay round.36．What does the WTO face?（）A．fair trade rules B．free tradeC．export tax reduction D．several challenges 37．Where do impressive reforms lock in according to the passage?（）A．America B．AsiaC．Latin America D．Africa38．According to the passage, which statement is NOT true?（）A．The WTO faces several daunting challenges, one of which is to continue bringing down tariffs on traded goods.B．America still charges a tariff of 14.6% on import of clothing, four times higher than its average levy.C．The strongest resistance to tariff cuts is in agriculture field.D．A trade expert said that tariffs and other barriers on farm goods averaged a crippling 40% worldwide.39．When is a new set of global farm talks planned to start?（）A．1980 B．1990C．2001 D．at the end of 20th century 40．The best title for the passage is（）.A．NEW TRADE RULESB．UNFAIR TRADE RULESC．TRADE BARRIERS FOR DEVELOPING COUNTRIESD．TARIFF CHALLENGES TO WTO14．As per UCP600, the words “to”, “till”, “from”, “between” when used to determine a period of shipmentinclude the date or dates mentioned, the words “before” and“after” exclude the date mentioned. （）15．The more or less clause is the clause that stipulates that the quantitydelivered can be moreor less within certain extent (range). （）。