全国外经贸从业人员考试
国际商务英语等级考试（中级）试卷
2011年12月
Ⅰ．Listening: 20%（听力，20分）
Section A
Directions: Listen carefully and fill in the blanks with the words or phrases you’ve heard.
The conduct of negotiation on sales of goods is around the main of the
contract. The buyer shall discuss with several foreign companies simultaneously or separately in business. Due to the status differences of the two parties, generally the seller shall discuss the
export business on the results.
No matter in what situation, the goal of the negotiators is to provide/get the right product in the
right place at the right time at the right price. For the exporter, he must make sure that he gets for the product, and for the importer, he must be assured that what he will get is exactly what he
orders.
Section B
Directions: Listen to the tape and translate the sentences into Chinese.
1. .
2. .
3. .
4. .
5. .Sect
ion C
Directions: In this part, 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 on your paper and decide which is the correct answer
to the question you have heard.
（ ）1．A. Boss and employee.
B. Interviewer and applicant.
C. Lawyer and client.
D. Doctor and patient.
（ ）2．A. By air.
B. By bus.
C. By train.
D. By sea.
（ ）3．A. To look for David Lewis.
B. To give David Lewis a report.
C. To speak to David Lewis.
D. To give David Lewis a message.
（ ）4．A. To quit her job.
B. To work harder.
C. To talk to her boss.
D. To sue her boss.
（ ）5．A. Two days.
B. Three days.
C. Four days.
II．Reading & Comprehension: 40%（阅读与理解，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. Then write
down the right answer in the brackets for each sentence. This section totals 10 points, one point
for each sentence.
（ ）1．Thank you for the order of February 2 for 28,800 raincoats.
A. captioned B. captioning C. to caption D. caption
（ ）2． stipulated in our Sales Confirmation No. 593, each bicycle is enclosed in
a corrugated cardboard pack.
A. Since B. As C. For D. Because
（ ）3．Although we have the quantity stock, it is too late for us to ship 80% of
your order in March.
A. from B. for C. in D. at
（ ）4．You now wish to advance the date of shipment one month.
A. by B. to C. for D. at
（ ）5．As we usually place substantial orders, we would like to a quantity
discount.
A. be allowed B. allow C. allowing D. have allowed
（ ）6．We are now enclosing our spring catalogue and price list _______ CIF Shanghai.
A. quoted B. to quote C. having quoted D. quoting
（ ）7．Checks are run to ensure that the expiry date, date and place for presentation of
documents and the latest date for shipment are all ___________.
A. accepted B. accepting C. to accept D. acceptable
（ ）8．We can only assume that an oversight has been made in making the order.
A. down B. out C. for D. up
（ ）9．There are too many examples in aviation and other of what has
happened to companies that have tried to do that.
A. sections B. sectors C. segments D. components
（ ）10．If a company wishes to enter the Chinese market, it usually looks for a local
who will cooperate in setting up a joint venture.
A. man B. talent C. manager D. partner
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. Then write down the correct answer in the
（ ）1．A. offer B. order C. enquiry D. quotation （ ）2．A. cancel B. decline C. accept D. return （ ）3．A. buy B. recover C. make D. meet
（ ）4．A. install B. produce C. deliver D. ship
（ ）5．A. delivery B. production C. shipment D. product （ ）6．A. committed B. promised C. commented D. advised （ ）7．A. refer B. regret C. are sorry D. apologize （ ）8．A. accept B. buy C. supply D. deliver （ ）9．A. condition B. standing C. situation D. problem （ ）10．A. requirements B. demands C. satisfaction D. orders
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. Then write down the correct answer in the brackets for each question or statement. This section totals 20 points, two points for each question.
Passage One
The impact of e-commerce is happening in phases. In its first phase (1994-1997), e-commerce was about presence: making sure that everybody had a web site, meeting the demand that every company, large or small, get out there and have at least something on the Internet. People weren't quite sure why they were doing it, but they knew that they had to have an online presence.
The second phase (1997-2000) of e-commerce was about transactions buying and selling over digital media. The focus in this phase was on order flow and gross revenue. Some of that was the matching of buyers and sellers who never would have found each other in the past. Some of it was simply taking transactions that would have been done through paper purchase orders and saying that this business was done on the Internet, although the meaning of that change was quite insignificant. But in this phase, the announcements were all about order flow at any cost: why-sell-it-when-you-can-give-it-away business models. As a result, many of the first movers in this phase such as Value America, are either gasping, have gasped their last breath, or are flailing about in a sea of red ink.
Today, e-commerce is entering the third phase (2000-?), with a focus on how the Internet can impact profitability. And profitability is not about increasing gross revenues but rather increasing gross margins. We call this phase e-business, and it includes all the applications and processes enabling a company to service a business transaction. Thus, e-business is not just about e-commerce transactions or about buying and selling over the Web: it's the overall strategy of redefining old business models, with the aid of technology, to maximize customer value and profits. To paraphrase Business Week: “Forget B2B and B2C, E-business is about P2P-path to profitability."
( ) 1．Between 1994 and 1997, companies built their web sites mainly because they A. wanted to find more customers
B. had no other things to do
C. wanted to show their existence on Internet
D. felt the Internet was quite interesting
( ) 2．In the second phase of e-commerce, companies were satisfied that they have built their own web sites on Internet
B. have taken some transactions through Internet
C. took transactions through paper purchase orders
D. take transactions through paper purchase orders
( ) 3．What does “the first movers" (para. 2) most probably mean?
A. The first motivations for the companies to take e-commerce.
B. The earliest transformation of transactions from paper orders to e-commerce.
C. The first companies that have failed in the field of e-commerce.
D. The earliest companies that get involved in e-commerce.
( ) 4．The earliest e-commerce began in the year of .
A. 1994 B. 1997 C. 1999 D. 2000
( ) 5．What does the last sentence in the passage most probably mean?
A. B2B and B2C are no longer suitable e-business models.
B. The aim of taking e-business is to earn more profit.
C. E-business is by no means a good way of getting profit.
D. P2P is the most suitable e-business model.
Passage Two
Walk into a street market anywhere from Manila to Manchester, and someone will be selling T-shirts branded with the distinctive CK logo of Calvin Klein, the New York fashion designer.
If the price is very low, the T-shirts are probably fakes. Calvin Klein, like most other internationally-known fashion designers, has, for a long time, had problems with counterfeits selling poor quality merchandise bearing his brand name. Now he is doing something about it. “As the Calvin Klein brand has become well-known, we’ve seen a big increase in counterfeit activity,” says Gabriella Forte, chief executive of Calvin Klein, “the better-known the brand name, the more people want to rip it off.”
In the past Calvin Klein took a relatively passive approach to the counterfeit problem. The company has now got tougher by establishing a network of employees and external specialists to uncover copyright abuse.
The move began with a general change in corporate strategy whereby Calvin Klein has aggressively expanded its interests outside North America. Calvin Klein has been one of the leading fashion designers in the North America market since the mid-1970s. Now Calvin Klein is building up its fashion business in other countries. It has increased its investment in advertising, and restructured its licensing arrangements by signing long-term deals with partners for entire regions such as Europe or Asia, rather than giving licensing rights to individual countries. But as sales and brand awareness have risen, Calvin Klein has become an increasingly popular target for Asian and European counterfeiters, alongside other luxury brands such as Gucci, Chanel and Ralph Lauren.
The fake goods, mostly T-shirts, jeans and baseball caps, not only reduce the company’s own
sales but damage its brand image by linking it to poor quality merchandise. “You’d be amazed at how many people pay $5 for a T-shirt without realizing it’s counterfeit,” said one executive.
( ) 6．Which of the following statements is the correct understanding of the word “logo”?
A. a name, a term or a symbol which is used to differentiate a product from
competitors’ products.
B. the ability of a brand to make money.
C. the symbol of a company or other organization.
D. agreements which allow a company to make and sell a registered brand locally.
( ) 7．According to the passage, why the problem of CK’S being counterfeiting is getting
worse?
A. The company changed its way of dealing with counterfeiters.
B. The brand name has become well-known.
C. The price of the fake goods is much lower than that of the original ones.
D. The brand name is easy to remember.
( ) 8．What was Calvin Klein’s attitude to counterfeiting at present?
A. He adopts a constructive and active approach.
B. He is pessimistic and discouraged.
C. He thinks fighting back doesn’t pay.
D. He asserts that the brand awareness has risen and counterfeiting will drop over time.
( ) 9．What has the company done to fight back counterfeiting?
A. Establishing a network of employees to find out the counterfeiters.
B. Inviting external specialists to uncover copyright abuse.
C. Adopting a positive and more aggressive strategy.
D. All of the above.
( ) 10．How many fashion victims are mentioned in the passage?
A. One, Gucci.
B. Three, they are Gucci, Chanel and Ralph Lauren.
C. One, Calvin Klein.
D. Calvin Klein, Gucci, Channel and Ralph Lauren.
III．Business Translation: 20%（商务翻译，20分）
Section A
Directions: There are ten terms in this section. Translate the English terms or phrases into
Chinese and the Chinese terms or phrases into English. Then write down the translation on the paper. This section totals 10 points, one point for each term.
1. trading association 2. trade journal
3. reciprocal L/C 4. voyage charter
5. particular average 6.促销资料
7.指示性标志 8.麻袋
9.原产地国 10.索款通知书
.
Section B
Directions: Translate the following five Chinese sentences into English. Then write down the translation on the paper. This part totals 10 points, two points for each sentence.
1.我们的惯例是对货物按发票金额110%投保。
2.你方价格比我市同类商品价格高10％左右。
3.兹附我公司的最新商品目录和报有CIF上海价的价格单。
4.如你方能立即处理该订单，我们不胜感激。
5.我们的货款必须用保兑的、不可撤销的即期信用证支付。
IV．Business Writing: 20%（商函写作，20分）
Directions: In this section, you are required to write an English letter in the full correct layout based on the information given below. Then write down the letter on the paper. This section totals 20 points.
1．对方公司名称和地址：London Foreign Trade Co. Ltd.
2891 Park Street London, United Kingdom
收件人姓名和头衔：Dave Blank Purchase Manager
2．写信日期：2011年2月15日
3．感谢对方第581号订单，订购5,000辆“永久牌”自行车；同时告知：对方所要求的所有自行车你方都能提供现货，而且你方正安排由“美人鱼”号轮装运，该轮下月底能从上海启航。
4．按照你方第593号销售确认书的规定，每辆自行车装入一瓦楞硬纸盒，25辆捆绑在一起，然后用塑料薄膜包裹好。每货柜装250辆，因此整批货将共计20个货柜，每货柜重8.3吨。
5．提醒对方有关信用证须于3月10日前开抵你方，以便你方能及时安排货物装运。
6．期望早日收到对方的回复。
7．写信人： Chen Hua Marketing Manager
公司名称和地址：Shanghai Bicycles Trading Co. Ltd.
260 Qixing Road, Shanghai 201101, China
国际商务英语等级考试（中级）参考答案
（考试编号：201102）
Ⅰ．Listening: 20%（听力，20分）
Section A (每小题1分，共5分)
1. clauses 2. import 3. basis 4. desired 5. paid Section B (每小题2分，共10分)
1．如果价格具有竞争性，我们拟向你方大量订购。
2．我们很遗憾不能接受你方的还价。
3．请为我方所订的500台录音机投保平安险。
4．我们想确切知道你们什么时候可以安排装运货物。
5．如果你方能同意60天远期信用证支付，我方将不胜感激。
Section C (每小题1分，共5分)
1. B 2. C 3. D 4. A 5. D
II．Reading Comprehension: 40%（阅读理解，40分）
Section A (每小题1分，共10分)
1. A 2. B 3. C 4. A 5. A 6. D 7. D 8. D 9. B 10. D Section B(每小题1分，共10分)
1. B 2. B 3. D 4. A 5. B 6. A 7. B 8. A 9. C 10. A Section C(每小题2分，共20分)
1. C 2. B 3. B 4. A 5. B 6. C 7. B 8. A 9. D 10. D III．Business Translation: 20%（商务翻译，20分）
Section A (每小题1分，共10分)
1．贸易关系 2．行业刊物 3．对开信用证
4．定程租船 5．单独海损 6．sales literature
7．indicative mark 8．gunny bag 9．country of origin
10．debit note
Section B (每小题2分，共10分)
1．It is our usual practice to effect insurance on the goods for 110% of the invoice value.
2．Your price is 10% higher than that of the similar products in our market.
3．We are enclosing our latest catalogue and price list quoting prices CIF Shanghai.
4．Your prompt attention to this order will be appreciated.
5．our payment is to be made by confirmed, irrevocable sight L/C.
IV．Business Writing: 20%（商函写作，20分）
Shanghai Bicycles Trading Co. Ltd.
260 Qixing Road, Shanghai 201101, China (1分)
15 February 2011 (1分)
Mr. Dave Blank
Purchase Manager
London Foreign Trade Co. Ltd.
2891 Park Street, London
United Kingdom (1分)
Dear Mr. Blank (1分)
Thank you for your order No. 581 for 5,000 Forever Brand Bicycles and we are pleased to inform you that we can supply all the bicycles you required from stock and are arranging shipment by M.V. Mermaid, which can sail from Shanghai by the end of next month. (5分)
As stipulated in our Sales Confirmation No. 593, each bicycle is enclosed in a corrugated cardboard pack, and 25 are banded together and wrapped in plastic sheets. A container holds 250 bicycles and the whole shipment will therefore comprise 20 containers, each weighing 8.3 tons. (6分)
We would like to remind you that the covering L/C must reach us before March10 so that we can make shipment in good time. (2分)
We are looking forward to receiving your early reply. (1分)
Yours sincerely (1分)
Chen Hua
Marketing Manager (1分)
国际商务英语等级考试（中级）试卷 第 11 页 （共 11 页）
全国外经贸从业人员考试
国际商务英语等级考试（中级）试卷
2011年12月
Ⅰ．Listening: 20%（听力，20分）
Section A
Directions: Listen carefully and fill in the blanks with the words or phrases you’ve heard.
The conduct of negotiation on sales of goods is around the main of the
contract. The buyer shall discuss with several foreign companies simultaneously or separately in business. Due to the status differences of the two parties, generally the seller shall discuss the
export business on the results.
No matter in what situation, the goal of the negotiators is to provide/get the right product in the
right place at the right time at the right price. For the exporter, he must make sure that he gets for the product, and for the importer, he must be assured that what he will get is exactly what he
orders.
Section B
Directions: Listen to the tape and translate the sentences into Chinese.
1. .
2. .
3. .
4. .
5. .Sect
ion C
Directions: In this part, 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 on your paper and decide which is the correct answer
to the question you have heard.
（ ）1．A. Boss and employee.
B. Interviewer and applicant.
C. Lawyer and client.
D. Doctor and patient.
（ ）2．A. By air.
B. By bus.
C. By train.
D. By sea.
（ ）3．A. To look for David Lewis.
B. To give David Lewis a report.
C. To speak to David Lewis.
D. To give David Lewis a message.
（ ）4．A. To quit her job.
B. To work harder.
C. To talk to her boss.
D. To sue her boss.
（ ）5．A. Two days.
B. Three days.
C. Four days.
II．Reading & Comprehension: 40%（阅读与理解，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. Then write
down the right answer in the brackets for each sentence. This section totals 10 points, one point
for each sentence.
（ ）1．Thank you for the order of February 2 for 28,800 raincoats.
A. captioned B. captioning C. to caption D. caption
（ ）2． stipulated in our Sales Confirmation No. 593, each bicycle is enclosed in
a corrugated cardboard pack.
A. Since B. As C. For D. Because
（ ）3．Although we have the quantity stock, it is too late for us to ship 80% of
your order in March.
A. from B. for C. in D. at
（ ）4．You now wish to advance the date of shipment one month.
A. by B. to C. for D. at
（ ）5．As we usually place substantial orders, we would like to a quantity
discount.
A. be allowed B. allow C. allowing D. have allowed
（ ）6．We are now enclosing our spring catalogue and price list _______ CIF Shanghai.
A. quoted B. to quote C. having quoted D. quoting
（ ）7．Checks are run to ensure that the expiry date, date and place for presentation of
documents and the latest date for shipment are all ___________.
A. accepted B. accepting C. to accept D. acceptable
（ ）8．We can only assume that an oversight has been made in making the order.
A. down B. out C. for D. up
（ ）9．There are too many examples in aviation and other of what has
happened to companies that have tried to do that.
A. sections B. sectors C. segments D. components
（ ）10．If a company wishes to enter the Chinese market, it usually looks for a local
who will cooperate in setting up a joint venture.
A. man B. talent C. manager D. partner
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. Then write down the correct answer in the
（ ）1．A. offer B. order C. enquiry D. quotation （ ）2．A. cancel B. decline C. accept D. return （ ）3．A. buy B. recover C. make D. meet
（ ）4．A. install B. produce C. deliver D. ship
（ ）5．A. delivery B. production C. shipment D. product （ ）6．A. committed B. promised C. commented D. advised （ ）7．A. refer B. regret C. are sorry D. apologize （ ）8．A. accept B. buy C. supply D. deliver （ ）9．A. condition B. standing C. situation D. problem （ ）10．A. requirements B. demands C. satisfaction D. orders
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. Then write down the correct answer in the brackets for each question or statement. This section totals 20 points, two points for each question.
Passage One
The impact of e-commerce is happening in phases. In its first phase (1994-1997), e-commerce was about presence: making sure that everybody had a web site, meeting the demand that every company, large or small, get out there and have at least something on the Internet. People weren't quite sure why they were doing it, but they knew that they had to have an online presence.
The second phase (1997-2000) of e-commerce was about transactions buying and selling over digital media. The focus in this phase was on order flow and gross revenue. Some of that was the matching of buyers and sellers who never would have found each other in the past. Some of it was simply taking transactions that would have been done through paper purchase orders and saying that this business was done on the Internet, although the meaning of that change was quite insignificant. But in this phase, the announcements were all about order flow at any cost: why-sell-it-when-you-can-give-it-away business models. As a result, many of the first movers in this phase such as Value America, are either gasping, have gasped their last breath, or are flailing about in a sea of red ink.
Today, e-commerce is entering the third phase (2000-?), with a focus on how the Internet can impact profitability. And profitability is not about increasing gross revenues but rather increasing gross margins. We call this phase e-business, and it includes all the applications and processes enabling a company to service a business transaction. Thus, e-business is not just about e-commerce transactions or about buying and selling over the Web: it's the overall strategy of redefining old business models, with the aid of technology, to maximize customer value and profits. To paraphrase Business Week: “Forget B2B and B2C, E-business is about P2P-path to profitability."
( ) 1．Between 1994 and 1997, companies built their web sites mainly because they A. wanted to find more customers
B. had no other things to do
C. wanted to show their existence on Internet
D. felt the Internet was quite interesting
( ) 2．In the second phase of e-commerce, companies were satisfied that they have built their own web sites on Internet
B. have taken some transactions through Internet
C. took transactions through paper purchase orders
D. take transactions through paper purchase orders
( ) 3．What does “the first movers" (para. 2) most probably mean?
A. The first motivations for the companies to take e-commerce.
B. The earliest transformation of transactions from paper orders to e-commerce.
C. The first companies that have failed in the field of e-commerce.
D. The earliest companies that get involved in e-commerce.
( ) 4．The earliest e-commerce began in the year of .
A. 1994 B. 1997 C. 1999 D. 2000
( ) 5．What does the last sentence in the passage most probably mean?
A. B2B and B2C are no longer suitable e-business models.
B. The aim of taking e-business is to earn more profit.
C. E-business is by no means a good way of getting profit.
D. P2P is the most suitable e-business model.
Passage Two
Walk into a street market anywhere from Manila to Manchester, and someone will be selling T-shirts branded with the distinctive CK logo of Calvin Klein, the New York fashion designer.
If the price is very low, the T-shirts are probably fakes. Calvin Klein, like most other internationally-known fashion designers, has, for a long time, had problems with counterfeits selling poor quality merchandise bearing his brand name. Now he is doing something about it. “As the Calvin Klein brand has become well-known, we’ve seen a big increase in counterfeit activity,” says Gabriella Forte, chief executive of Calvin Klein, “the better-known the brand name, the more people want to rip it off.”
In the past Calvin Klein took a relatively passive approach to the counterfeit problem. The company has now got tougher by establishing a network of employees and external specialists to uncover copyright abuse.
The move began with a general change in corporate strategy whereby Calvin Klein has aggressively expanded its interests outside North America. Calvin Klein has been one of the leading fashion designers in the North America market since the mid-1970s. Now Calvin Klein is building up its fashion business in other countries. It has increased its investment in advertising, and restructured its licensing arrangements by signing long-term deals with partners for entire regions such as Europe or Asia, rather than giving licensing rights to individual countries. But as sales and brand awareness have risen, Calvin Klein has become an increasingly popular target for Asian and European counterfeiters, alongside other luxury brands such as Gucci, Chanel and Ralph Lauren.
The fake goods, mostly T-shirts, jeans and baseball caps, not only reduce the company’s own
sales but damage its brand image by linking it to poor quality merchandise. “You’d be amazed at how many people pay $5 for a T-shirt without realizing it’s counterfeit,” said one executive.
( ) 6．Which of the following statements is the correct understanding of the word “logo”?
A. a name, a term or a symbol which is used to differentiate a product from
competitors’ products.
B. the ability of a brand to make money.
C. the symbol of a company or other organization.
D. agreements which allow a company to make and sell a registered brand locally.
( ) 7．According to the passage, why the problem of CK’S being counterfeiting is getting
worse?
A. The company changed its way of dealing with counterfeiters.
B. The brand name has become well-known.
C. The price of the fake goods is much lower than that of the original ones.
D. The brand name is easy to remember.
( ) 8．What was Calvin Klein’s attitude to counterfeiting at present?
A. He adopts a constructive and active approach.
B. He is pessimistic and discouraged.
C. He thinks fighting back doesn’t pay.
D. He asserts that the brand awareness has risen and counterfeiting will drop over time.
( ) 9．What has the company done to fight back counterfeiting?
A. Establishing a network of employees to find out the counterfeiters.
B. Inviting external specialists to uncover copyright abuse.
C. Adopting a positive and more aggressive strategy.
D. All of the above.
( ) 10．How many fashion victims are mentioned in the passage?
A. One, Gucci.
B. Three, they are Gucci, Chanel and Ralph Lauren.
C. One, Calvin Klein.
D. Calvin Klein, Gucci, Channel and Ralph Lauren.
III．Business Translation: 20%（商务翻译，20分）
Section A
Directions: There are ten terms in this section. Translate the English terms or phrases into
Chinese and the Chinese terms or phrases into English. Then write down the translation on the paper. This section totals 10 points, one point for each term.
1. trading association 2. trade journal
3. reciprocal L/C 4. voyage charter
5. particular average 6.促销资料
7.指示性标志 8.麻袋
9.原产地国 10.索款通知书
.
Section B
Directions: Translate the following five Chinese sentences into English. Then write down the translation on the paper. This part totals 10 points, two points for each sentence.
1.我们的惯例是对货物按发票金额110%投保。
2.你方价格比我市同类商品价格高10％左右。
3.兹附我公司的最新商品目录和报有CIF上海价的价格单。
4.如你方能立即处理该订单，我们不胜感激。
5.我们的货款必须用保兑的、不可撤销的即期信用证支付。
IV．Business Writing: 20%（商函写作，20分）
Directions: In this section, you are required to write an English letter in the full correct layout based on the information given below. Then write down the letter on the paper. This section totals 20 points.
1．对方公司名称和地址：London Foreign Trade Co. Ltd.
2891 Park Street London, United Kingdom
收件人姓名和头衔：Dave Blank Purchase Manager
2．写信日期：2011年2月15日
3．感谢对方第581号订单，订购5,000辆“永久牌”自行车；同时告知：对方所要求的所有自行车你方都能提供现货，而且你方正安排由“美人鱼”号轮装运，该轮下月底能从上海启航。
4．按照你方第593号销售确认书的规定，每辆自行车装入一瓦楞硬纸盒，25辆捆绑在一起，然后用塑料薄膜包裹好。每货柜装250辆，因此整批货将共计20个货柜，每货柜重8.3吨。
5．提醒对方有关信用证须于3月10日前开抵你方，以便你方能及时安排货物装运。
6．期望早日收到对方的回复。
7．写信人： Chen Hua Marketing Manager
公司名称和地址：Shanghai Bicycles Trading Co. Ltd.
260 Qixing Road, Shanghai 201101, China
国际商务英语等级考试（中级）参考答案
（考试编号：201102）
Ⅰ．Listening: 20%（听力，20分）
Section A (每小题1分，共5分)
1. clauses 2. import 3. basis 4. desired 5. paid Section B (每小题2分，共10分)
1．如果价格具有竞争性，我们拟向你方大量订购。
2．我们很遗憾不能接受你方的还价。
3．请为我方所订的500台录音机投保平安险。
4．我们想确切知道你们什么时候可以安排装运货物。
5．如果你方能同意60天远期信用证支付，我方将不胜感激。
Section C (每小题1分，共5分)
1. B 2. C 3. D 4. A 5. D
II．Reading Comprehension: 40%（阅读理解，40分）
Section A (每小题1分，共10分)
1. A 2. B 3. C 4. A 5. A 6. D 7. D 8. D 9. B 10. D Section B(每小题1分，共10分)
1. B 2. B 3. D 4. A 5. B 6. A 7. B 8. A 9. C 10. A Section C(每小题2分，共20分)
1. C 2. B 3. B 4. A 5. B 6. C 7. B 8. A 9. D 10. D III．Business Translation: 20%（商务翻译，20分）
Section A (每小题1分，共10分)
1．贸易关系 2．行业刊物 3．对开信用证
4．定程租船 5．单独海损 6．sales literature
7．indicative mark 8．gunny bag 9．country of origin
10．debit note
Section B (每小题2分，共10分)
1．It is our usual practice to effect insurance on the goods for 110% of the invoice value.
2．Your price is 10% higher than that of the similar products in our market.
3．We are enclosing our latest catalogue and price list quoting prices CIF Shanghai.
4．Your prompt attention to this order will be appreciated.
5．our payment is to be made by confirmed, irrevocable sight L/C.
IV．Business Writing: 20%（商函写作，20分）
Shanghai Bicycles Trading Co. Ltd.
260 Qixing Road, Shanghai 201101, China (1分)
15 February 2011 (1分)
Mr. Dave Blank
Purchase Manager
London Foreign Trade Co. Ltd.
2891 Park Street, London
United Kingdom (1分)
Dear Mr. Blank (1分)
Thank you for your order No. 581 for 5,000 Forever Brand Bicycles and we are pleased to inform you that we can supply all the bicycles you required from stock and are arranging shipment by M.V. Mermaid, which can sail from Shanghai by the end of next month. (5分)
As stipulated in our Sales Confirmation No. 593, each bicycle is enclosed in a corrugated cardboard pack, and 25 are banded together and wrapped in plastic sheets. A container holds 250 bicycles and the whole shipment will therefore comprise 20 containers, each weighing 8.3 tons. (6分)
We would like to remind you that the covering L/C must reach us before March10 so that we can make shipment in good time. (2分)
We are looking forward to receiving your early reply. (1分)
Yours sincerely (1分)
Chen Hua
Marketing Manager (1分)
国际商务英语等级考试（中级）试卷 第 11 页 （共 11 页）