mooc商务谈判英语_1章节答案(慕课2023完整答案)

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mooc商务谈判英语_1章节答案(慕课2023完整答案)

Task 1 Companies and Products 介绍公司和产品

1.1 和老外谈产品随堂测验

1、商务Mr. Black’s company has a longer history than Miss Li’s.

2、谈判More and more American people prefer silk clothes made in China.

3、英语Owing to fierce competition in the market,章节 sales in Miss Li’s company are falling.

4、Miss Li gives Mr. Black her company’s profile and promotional literature for his 答案答案information.

5、It’s inconvenient for Miss. Li to show Mr. Black around the sample room.

1.1 和老外谈产品随堂测验

1、慕课The完整 sample room is simply decorated.

2、Silk evening gowns are just ordinary in quality.

3、商务Miss Li said that a 10% discount would be given on a large order.

4、谈判In order to promote our business relations,英语 Miss Li gave Mr. Black some free samples.

5、Mr. Black is 章节not very satisfied with the samples.

1.2 和我一起学对话随堂测验

1、Why are products in Miss Li's company still selling fast in spite of fierce competition?答案答案 Their products are still selling fast mainly becasue of ___________.
A、fine quality
B、慕课10% discount
C、完整reasonable price
D、商务the lowest price

2、Which aspects of company profile does Miss Li present to Mr. Black?
A、staff and headquarters
B、business activities and history
C、products and services
D、present development and reputation

1.3 和我一起学术语 Test(观看完1.3两个视频后测试)

1、Our company was ___________ in 1995.
A、establish
B、found
C、setted up
D、established

2、Our company is committed to _______ sustainable development of innovative technology in order to produce new products.
A、nurture
B、nurturing
C、to nurture
D、be nurtured

3、With unique design and first-class quality, our products are well _______ in the European market.
A、received
B、receiving
C、to receive
D、to be received

4、Our products are _____ in quality and reasonable in price.
A、favorable
B、superior
C、excellent
D、reliable

Task 2 Sales Promotion

2.1 大家一起谈促销随堂测验

1、Linda is a secretary.

2、Mrs. Xing works in a mobile phone company.

3、The sales of their mobile phones decreased by 35% in the third quarter.

4、The sales in the domestic market enjoyed a slight increase.

5、They agreed to take action to fight against gloomy market situation.

2.1 大家一起谈促销随堂测验

1、There are four people attending the meeting.

2、Their products attract younger generations for their delicate design and good performance.

3、According to the survey, people in east part of China are sensitive to price.

4、Price can be used to build customer base.

5、Radio commercials, TV commercials, and full-page ads in newspapers are forms of advertising.

2 .2 和我一起学对话 Test (观看完2.2两个视频后测试)

1、There are 3 types of strategies being mentioned in the dialogue. They are discounted price, advertising, and _______.

2、"Be sensitive to price"means ________ in Chinese.

3、“Buy one get one free” means __________ in Chinese.

4、“Free trial” means __________ in Chinese.

5、“Operation cost” means __________ in Chinese.

Task 3 Enquiries and Offers

3.1 跟我学询盘和报盘随堂测验

1、What has Mr. Steve seen before his talk with Miss Young?
A、the factory
B、other suppliers’’ products
C、the exhibits of the company
D、the catalogue

2、Whick item does Miss Young recommend?
A、Articles No. 16
B、Articles No. 30
C、Articles No. 27
D、Articles No. 13

3、What does Mr. Steve want to obtain in addition?
A、commission
B、discount
C、bonus
D、profit

4、What is Miss Young’s attitude towards commission?
A、There will be no commission at all.
B、Miss Young is very happy to grant commssion.
C、It depends on the price of the goods.
D、It depends on the size of the order.

5、How much commission does Miss Young allow?
A、1%
B、2%
C、2.5%
D、3%

3.2 和我一起学对话 Test （观看完3.2两个视频后测试）

1、
A、It is a sales brochure.
B、It's a prototype.
C、It's a sample cutting.
D、It's an exhibit.

2、Our offer will be made on receipt of your ___________（具体询盘）.
A、general enquiry
B、enquiry
C、specific offer
D、specific enquiry

3、Could you tell us something about _________（支付条款）?
A、quotation
B、price list
C、payment terms
D、payment sheet

4、When you inquire about the shipment, you can say:
A、Our quotation is FOB Guangzhou with a commission of 2% for you.
B、Could you please let us know your lowest quotation, CIF European main ports?
C、Could you make prompt delivery?
D、What’s the minimum quantity of an order?

5、When you talk about quantity, you can say:
A、Under normal conditions, we’ll deliver the goods within two weeks after receipt of the order.
B、Here is our price list. All the prices in the list are subject to our final confirmation.
C、We’re willing to make you a firm offer at this price.
D、This is the maximum quantity we can supply at present.

Task 4 Price Bargaining

4.1 和老外谈价格随堂测验

1、Which item (items) is Mr. Collins interested in purchasing?
A、the AFG-7
B、the AFG-6
C、both the AFG-5 and the AFG-7
D、both the AFG-5 and the AFG-6

2、Why does Mr. Collins refuse to accept the seller’s price at the beginning?
A、Because the price list is on FOB basis.
B、Because Mr. Collins is not satisfied with the quality of the product.
C、Because Mr. Collins thinks the price is on the high side.
D、Because the products are immitations.

3、What does Mrs. Chen emphasize when they are negotiating prices?
A、the quality of their products
B、the size of the order
C、the long-term relationship
D、the commission

4、Does Mr. Collins succeed in convincing Mrs. Chen to reduce the price?

5、Do they reach an agreement at last?

4.1 和老外谈价格随堂测验

1、What does Mr. Cooper think about the quotation Mrs. Chen made?
A、It is reasonable.
B、It's feasible.
C、It's out of line with the current market.
D、It's workable.

2、the rock-bottom price 的中文意思是什么？
A、底价
B、价格适中
C、实价
D、矿石价格

3、How are Mr. Cooper’s sales in Europe?
A、Not very well.
B、Very good.
C、there has been large demand in the local market
D、there has been less demand in the local market

4、Why does Mrs. Chen say there has been an increased production cost?
A、high wages
B、expensive energy
C、a falling exchange rate in China
D、a rising exchange rate in China

5、Why does Mrs. Chen ask for a break?
A、Because it's time for dinner.
B、Because Mrs. Chen has something urgent to take care of at the moment.
C、Because either side becomes emotional and it is time to call for a time-out.
D、Because a short break gives everyone a chance to calm down and clear their minds.

4.2 和我一起学对话随堂测验

1、“报给我方你方最优惠的价格”可以翻译为：
A、quote your lowest price
B、quote us for cotton shirts
C、quote us the price for scooters
D、quote us your favorable price

2、“减价2%”可以翻译为：
A、reduce the price to 2%
B、reduce the price by 2%
C、reduce the price in 2%
D、reduce the price for 2%

3、What are the factors to be considered in the price bargaining?
A、the purpose of the negotiation
B、terms of payment
C、date of delivery
D、quality and discount

4、The buyer wants to sell at a high price and a secure term of payment.

5、The seller wants to buy at a low price and an earlier delivery date.

4.2 和我一起学对话随堂测验

1、若贵方价格合理，我们可能向你们大量订货。这句话可以翻译为： If your prices are _________，we may place a large order with you.

2、我们的价格比其他供应商的低5%。这句话可以翻译为： Our price is _____ ______ _______that of other suppliers.

3、这是我们的底价。这句话可以翻译为： This is really our _______ price.

4、我们希望你方报给我方CIF利物浦价。这句话可以翻译为： We hope you will _______ ________ on the basis of CIF Liverpool.

5、你方价格太高，我方要求减价5%。这句话可以翻译为： Your price is too high and we ask for a ________ of 5%.

3.2 和我一起学对话 Test （观看完4.2两个视频后测试）

1、“减价2%”可以翻译为：_________________
A、reduce the price to 2%
B、reduce the price by 2%
C、reduce the price in 2%
D、reduce the price for 2%

2、What are the factors to be considered in the price negotiation?
A、terms of payment
B、date of delivery
C、the purpose of the negotiation
D、discount on large quantity purchase
E、quality

3、The buyer wants to sell at a high price and a secure term of payment.

4、The seller wants to buy at a low price and an earlier delivery date.

5、“报给我方你方优惠价格”可以翻译为：_______ _______ _______ _______ _______

6、我们的价格比其他供应商的低5%。这句话可以翻译为： Our price is _____ ______ _______that of other suppliers.

7、这是我们的底价。这句话可以翻译为： This is really our _______ price.

8、我们希望你方报给我方CIF利物浦价。这句话可以翻译为： We hope you will _______ ________ on the basis of CIF Liverpool.

9、你方价格太高，我方要求减价5%。这句话可以翻译为： Your price is too high and we ask for a ________ of 5%.

10、若贵方价格合理，我们可能向你们大量订货。这句话可以翻译为： If your prices are _________，we may place a large order with you.

Task 5 Commission and Discount

5.1 和老外谈佣金和折扣随堂测验

1、How much would Mr. Williams like to order?
A、50,000 square meters of wool carpet
B、both 50,000 square meters of wool carpet, and 30,000 square meters of silk carpet
C、both 5,000 square meters of wool carpet, and 3,000 square meters of silk carpet
D、both 50,000 square meters of wool carpet, and 3,000 square meters of silk carpet

2、What percentage of discount does Mrs. Wang grant?
A、7%
B、8%
C、9%
D、6%

3、Is Mr. Williams interested in placing an order for the new varieties?

4、For such a big quantity, do you think Mrs. Wang will give a favorable discount?

5、Is Mr. Williams satisfied with the 5% discount?

5.1 和老外谈佣金和折扣随堂测验

1、Who are the target customers of the auto-defrosting refrigerators?
A、university students
B、travellers
C、offices
D、hotels

2、How long does the quotation price remain open?
A、for three days
B、for five days
C、for thee days
D、for a week

3、Is the latest price list on CIF basis?

4、Does Miss Wang allow a quantity discount if the order is large enough?

5、Does Miss Wang allow any commission?

5.2 和我一起学对话随堂测验

1、“给与3.5%的商业折扣”可以翻译为：
A、to allow a discount of 3.5%
B、to allow a special discount of 3.5%
C、to allow a trade discount of 3.5%
D、to allow a trade discount by 3.5%

2、“我们公司长期经营化工产品。” 可以翻译为： Our company__________ chemical products.
A、handles
B、trades in
C、deals in
D、is in the line of

3、“给与你方一个优惠的折扣” 可以翻译为： to ________ you a favorable discount

4、“他们打算订购你方的洗衣机。” 可以翻译为： They _________ __________ place an order for your washing machines.

5、“折扣”可以翻译为：

5.2 和我一起学对话随堂测验

1、What does commission mean?
A、It's a reward given to an agent.
B、It's based on the percentage of the sale.
C、It's in proportion to the price at which the goods are bought or sold.
D、It is paid to a salesperson for every sale that he or she makes.

2、What factors could impact the commission rate?
A、product
B、order size
C、payment method
D、price

3、"你们会给多少佣金?" 可以翻译为： _________ __________ commission will you give?

4、"如果你方订单不低于3500英镑，我们所报价格包括你方5%的佣金。" 可以翻译为： The price we quoted includes 5% commission for you provided your order is not _______ _______ GBP3,500 in value.

5、"如果你方准备将佣金提高到2%，我们将额外订购2000箱。" 可以翻译为： If you are prepared to _______ the commission to 2％，we will order extra 2,000 cases．

5.2 和我一起学对话 test（观看完5.2两个视频后测试）

1、“我们公司长期经营化工产品。” 可以翻译为： Our company__________ chemical products.
A、handles
B、trades in
C、deals in
D、is in the line of

2、What does commission mean?
A、It's a reward given to an agent.
B、It's based on the percentage of the sale.
C、It's in proportion to the price at which the goods are bought or sold.
D、It is paid to a salesperson for every sale that he or she makes.

3、What factors could impact the commission rate?
A、product
B、order size
C、payment method
D、price

4、“给与3.5%的商业折扣”可以翻译为：

5、“给与你方一个优惠的折扣” 可以翻译为： to ________ you a favorable discount

6、“他们打算订购你方的洗衣机。” 可以翻译为： They _________ __________ place an order for your washing machines.

7、“折扣”可以翻译为：

8、"你们会给多少佣金?" 可以翻译为： _________ __________ commission will you give?

9、"如果你方订单不低于3500英镑，我们所报价格包括你方5%的佣金。" 可以翻译为： The price we quoted includes 5% commission for you provided your order is not _______ _______ GBP3,500 in value.

10、"如果你方准备将佣金提高到2%，我们将额外订购2000箱。" 可以翻译为： If you are prepared to _______ the commission to 2％，we will order extra 2,000 cases．

5.2 测试修订

1、“我们公司长期经营化工产品。” 可以翻译为： Our company__________ chemical products.
A、handles
B、trades in
C、deals in
D、is in the line of

2、What does commission mean?
A、It's a reward given to an agent.
B、It's based on the percentage of the sale.
C、It's in proportion to the price at which the goods are bought or sold.
D、It is paid to a salesperson for every sale that he or she makes.

3、What factors could impact the commission rate?
A、product
B、order size
C、price
D、payment method

4、“给与3.5%的商业折扣”可以翻译为：

5、“给予你方一个优惠的折扣” 可以翻译为： to ________ you a favorable discount

6、“他们打算订购你方的洗衣机。” 可以翻译为： They _________ __________ place an order for your washing machines.

7、“折扣”可以翻译为：

8、"你们会给多少佣金?" 可以翻译为： _________ __________ commission will you give?

9、"如果你方订单不低于3500英镑，我们所报价格包括你方5%的佣金。" 可以翻译为： The price we quoted includes 5% commission for you provided your order is not _______ _______ GBP3,500 in value.

10、"如果你方准备将佣金提高到2%，我们将额外订购2000箱。" 可以翻译为： If you are prepared to _______ the commission to 2％，we will order extra 2,000 cases．

Task 6 Quality and Quantity

6.1 和老外谈品质和数量随堂测验

1、Mr. Simon would like Ms. Wang to produce the goods based on his original sample at the start of negotiation.

2、Ms. Wang can supply the goods from stock.

3、Mr. Simon would like to keep the price unchanged.

4、Ms. Wang recommends using the substitute fabric.

5、Mr. Simon agrees to use the substitute fabric for his order.

6.1 和老外谈品质和数量随堂测验

1、Mr. Simon is satisfied with the counter sample.

2、Ms. Wang is satisfied with the quantity of samples ordered by Mr. Simon.

3、Mr. Simon agrees to pay more for the samples he orders.

4、Ms. Wang needs a minimum of 2000 pieces for a formal order.

5、The minimum quantity Ms. Wang asks is unacceptable to Mr. Simon.

6.2 测试

1、翻译品质证书

2、翻译优质品质

3、翻译品质控制

4、最终检验

5、起订量

6、翻译装箱单

7、净重

8、翻译毛重

Task 7 Terms of Payment

7.1 和老外谈支付随堂测验

1、Does Mr. Black ask for easier payment terms?

2、Is the total amount of the initial order less than USD5000.00?

3、Does Miss Li refuse to accept payment by D/A?

4、Do they agree to accept payment by D/P?

7.1 和老外谈支付随堂测验

1、Do they often conclude business on L/C basis?

2、L/C is the safest method of payment, but it will increase the cost.

3、Mr. Black doesn't accept payment by L/C.

7.2 和我一起学对话随堂测验

1、What payment terms do they finally agree to accept?
A、Payment by L/C
B、Payment by D/P
C、Payment by L/C and D/P
D、Payment by D/A

2、________ is the bank that, in documentary collections, forwards a seller’s shipping documents to the collecting bank and receives the payment from the collecting bank on behalf of the seller.
A、Opening bank
B、Collecting bank
C、Negotiating bank
D、Remitting bank

3、I will assure you that this documentary draft will be duly ______ on presentation.
A、dishonored
B、honoring
C、honored
D、dishonoring

7.2 测试

1、Our terms of payment are by a confirmed irrevocable letter of credit payable by draft at sight.
A、我们的付款方式是以保付不可撤销的、凭即期汇票支付的信用证。
B、我们的支付方式是以保兑不可撤销的、凭即期汇票支付的信用证。
C、我们的付款方式是以保付不可撤销的、凭远期汇票支付的信用证。
D、我们的支付方式是以保付不可撤销的、凭远期汇票支付的信用证。

2、We shall draw on you at 60 days sight the goods have been shipped. Please honor our draft when it falls due.
A、货物装运后，我们将向你方开出见票60天内付款的汇票，请到期承兑。
B、货物装运后，我们将向你方开出见票60天内付款的票据，请到期承兑。
C、货物装运后，我们将向你方开出见票60天内付款的票据，请到期即付。
D、货物装运后，我们将向你方开出见票60天内付款的汇票，请到期即付。

3、The bank has just advised us that our Draft No. 2 was declined.
A、我们刚收到银行建议，我们的2号汇票被下降了。
B、我们刚收到银行通知，我们的2号汇票被拒付了。
C、我们刚收到银行建议，我们的2号汇票被拒付了。
D、我们刚收到银行通知，我们的2号汇票被下降了。

4、Under the installment plan, 20% of the contract value is to be paid with orders.
A、根据这个分期付款计划，合同总值的20%应在订货时付讫。
B、根据这个安装付款计划，合同总值的20%应在订货时付讫。
C、根据这个安装付款计划，合同总值的20%应在订货时支付。
D、根据这个分期付款计划，合同总值的20%应在订货时支付。

5、We shall open an irrevocable letter of credit in your favor, payable in Hong Kong against shipping documents.
A、我方将开立有利于你方的、不可撤销信用证，在香港凭单付款。
B、我方将开立有利于你方的、不可撤销信用证，在香港凭单付款。
C、我方将开立以你方为受益人的、不可撤销信用证，在香港付款交单。
D、我方将开立以你方为受益人的、不可撤销信用证，在香港凭单付款。

6、L/C is a letter addressed to the seller, written and signed by a bank acting on behalf of the buyer.

7、The buyer asks a bank to open a letter of credit.

8、D/P at sight is applicable only to a time bill that is used in documentary collection.

9、The operation process of draft includes: to draw, presentation, acceptance, payment, endorsement, dishonor and recourse.

10、A bill of exchange, also called draft, is defined as “a conditional order in writing, addressed by one person to another.

学习通商务谈判英语_1

商务谈判是现代企业经营中不可避免的一环，因此掌握商务谈判英语不仅可以提升自身的沟通能力，也可以增加谈判的成功率。本文将介绍学习通商务谈判英语_1的相关内容。

一、商务谈判前的准备

商务谈判前的准备是谈判成功的重要基础，以下是一些准备工作：

了解对方：了解对方的公司背景、文化、产品和服务等信息，有利于更好地把握谈判的节奏和策略。
制定谈判计划：制定谈判的目标和步骤，确定自己的实际底线和可接受的交易条件，为谈判做好准备。
准备相关文件：准备与谈判内容相关的文件、数据和资料，以备不时之需。
培训谈判技能：通过练习和培训，提高自己的沟通能力和谈判技能。

二、商务谈判的基本原则

商务谈判的基本原则是合作、公正、诚信、广泛共识和共赢。以下是一些具体的原则：

尊重对方：尊重对方的文化差异、意见和利益，尽量避免冲突和误解。
互利共赢：寻求合作的机会和共同利益，达成互利共赢的局面。
讲求信誉：在谈判中保持诚信和承诺，增强企业的信誉度。
灵活应变：根据对方的变化和需求，灵活调整自己的策略和方案。

三、商务谈判的常用表达

以下是商务谈判中常用的英语表达：

Opening Remarks（开场白）：Good morning/afternoon/evening, ladies and gentlemen. Thank you for coming to this meeting today. （女士们、先生们，早上/下午/晚上好。感谢大家今天来参加这次会议。）
Introducing Yourself（自我介绍）：My name is John Smith. I am the CEO of ABC Corporation. （我叫约翰·史密斯，是ABC公司的CEO。）
Presenting Your Company（介绍公司）：ABC Corporation was founded in 1998. We are a leading provider of high-quality goods and services. （ABC公司成立于1998年，是高质量商品和服务的领先提供商。）
Asking for Clarification（询问澄清）：I'm sorry, could you please clarify what you mean by that? （对不起，请问你能澄清一下你的意思吗？）
Agreeing（同意）：I couldn't agree with you more. （我非常赞同你的观点。）
Disagreeing（不同意）：I'm afraid I have to disagree with you on that point. （恐怕我得在这个问题上反对你。）
Making a Counteroffer（提出反议）：I understand your offer, but I think we might be able to come to a compromise if you could lower the price by 10%. （我明白你的报价，但如果你能把价格降低10%，我认为我们可能会有妥协的余地。）
Closing Remarks（结束语）：Thank you for your time and effort today. We look forward to continuing our discussion in the future. （感谢你今天的时间和努力。我们期待着在未来继续讨论。）