中国大学商务谈判英语_1课后答案(mooc完整答案)

点击查看答案

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

2、大学答案答案More and more American people prefer silk clothes made in China.

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

4、Miss Li gives Mr. Black her company’s profile and promotional literature for his 英语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、课后The完整 sample room is simply decorated.

2、Silk evening gowns are just ordinary in quality.

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

4、大学答案答案In order to promote our business relations,商务 Miss Li gave Mr. Black some free samples.

5、Mr. Black is 谈判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?英语 Their products are still selling fast mainly becasue of ___________.
A、fine quality
B、课后10% discount
C、完整reasonable price
D、中国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.

中国大学商务谈判英语

商务谈判是商业活动中不可或缺的一部分，也是大学商学院课程中的重要内容之一。在全球化的背景下，中国与外国企业进行商务谈判的机会越来越多，因此，掌握商务谈判英语对于大学生们来说至关重要。

商务谈判的基本流程

商务谈判的基本流程包括：

• 确定谈判目标
• 进行调研与准备
• 制定谈判策略
• 进行开场白
• 交换信息
• 提出要求
• 达成协议
• 总结谈判结果

商务谈判中常用的英语词汇和短语

在商务谈判中，英语词汇和短语的运用可以起到更好的沟通和交流作用。以下是一些常用的英语词汇和短语：

• 谈判（negotiation）
• 协商（consultation）
• 交换意见（exchange views）
• 提出要求（put forward a request）
• 达成协议（reach an agreement）
• 签署合同（sign a contract）
• 撤销协议（cancel an agreement）
• 追究责任（hold responsible）
• 谅解（understanding）
• 阻碍（obstacle）
• 让步（concession）
• 比较优势（competitive advantage）
• 价值观（value）
• 信任（trust）
• 合作（cooperation）
• 交流（communication）
• 技术转让（technology transfer）
• 市场调查（market research）

商务谈判中的礼仪

在商务谈判中，礼仪是非常重要的。以下是一些需要注意的礼仪问题：

• 行为举止要得体，注意仪态。
• 注意语言的礼貌和正式性。
• 避免过多使用俚语和缩略语等非正式的语言。
• 避免使用过于直白和冲击性的言辞。
• 遵守当地的礼仪和习俗。
• 注意身着得当，避免穿着过于随意或暴露的衣服。
• 注意时间的守约和准时。
• 避免在商务谈判中抽烟或饮酒等不当行为。

商务谈判中需要注意的问题

商务谈判中需要注意的问题有很多，以下是一些需要注意的问题：

• 语言障碍问题。对于中国人来说，英语可能会成为一个障碍，因此，需要提前做好语言准备，准备好相关的商务英语词汇和短语。
• 文化差异问题。由于中西方文化和商业体系的差异，会对商务谈判产生一定的影响。因此，需要了解对方国家和地区的文化背景和商业惯例。
• 双方需求差异问题。在商务谈判中，双方需求差异很大，因此需要进行充分的沟通和协商，以达成共同的利益。
• 信息不透明问题。在商务谈判中，信息的透明度和准确性非常关键，如果信息不够透明和准确，会对谈判结果产生不良影响。
• 法律问题。在商务谈判过程中，需要遵守对应的法律条款，如果违反相关的法律规定，会产生不良影响和后果。

结论

商务谈判是商业活动中非常重要的一部分，也是大学商学院课程中的重要内容之一。掌握商务谈判英语对于大学生们来说非常重要，学好商务谈判英语可以帮助大学生们更好地进行商业交流和合作。