05844国际商务英语复习题资料(5)

05844国际商务英语复习题资料（5）

36 what are general procedures in business negotiation?P59

under normal circumstances, business negotiation may be carried out through correspondence, cables and telexes or be conducted orally or both. Generally in international practices, there are five modules of business negotiation for reaching an agreement. They are enquiry, offer, counter-off, acceptance and conclusion of a contract.

37.How many points should an offer with engagement contain?P62

To be brief, an offer with engagement with clarity and precision should contain the following points:

(1) A detailed description of the item

(2) Price, currency

(3) Packaging

(4)minimum or maximum quantity

(5)Quality

(6) Shipping date, mode

(7) Terms of payment

(8) A timeframe during which the offer is available

38.what are basic negotiation skills?P67-68

A successful negotiation can be guided by the following basic negotiation skills.

(1) Separate people from the problem

(2) Focus on Interests not Positions

(3) Be well prepared

(4)Be patience and integrity

39. What are 7c principles in business negotiation?P71

The objectives of negotiation are to obtain complete understanding between the parties involved. These objectives can be achieved by following some principles for negotiation language.

courtesy, conciseness, clarity, correctness, constructiveness, concession

V. Answer the following questions in English.

36.What are three major international rules and practices on price terms?P83

The following are three major international rules and practices on price terms drawn up by different organizations.

(1)Warsaw-Oxford rules 1932 《华沙-牛津规则》

(2)Revised American foreign trade definition 1941

(3) Incoterms 2000 《2000年国际贸易术语解释规则》

37. What are six commonly used trade terms?P86-89

FOB, CIF, CFR, FCA, CPT, CIP

V. Answer the following questions in English.

36. What does "price" mean?P111

Price is the amount of money that is needed to acquire some combination of a product and its accompanying services.

V. Answer the following questions in English.

35 What are the most commonly used payment methods in international settlement? P216

The most commonly used payment methods in international settlement are remittance, collection, letter of credit, factoring, letter of guarantee and stand-by credit.

36. What is remitting bank? P218

Remitting bank is the bank transferring funds at the request of a remitter to its correspondent or its branch in another country and instructing the latter to pay a certain amount of money to a beneficiary.

37. What are the major items of a collection order（托收委托书）?P229-230

The major items of a collection order are as follows:

name and address of the drawee, name and address of the remitting bank as well as the collecting bank, documents release conditions, store and insure clause, bank and other charges, protest clause, advise of dishonor, prior presentation, case-of-need. method of settlement, subject to URC, the signature of the drawee V. Answer the following questions in English.

36.what should a successful business letter of establishing business relations contain?P262

A successful business letter of establishing business relations should contain the following:

the source of his information, his intention, the business scope of his firm and also its branches and liaison offices, if any, the reference as to his firm's financial position and integrity

VI. Translate the following into Chinese.

40.In the second half of the twentieth century, international business has become an important economic force. Today few, if any, countries are economically self-sufficient. Even China, with its vast human and natural resources, has not been able to remain aloof from the world economy. In the United States, international business touch people's lives daily. Common goods and services such as Shell gasoline stations, etc., often identified with the United States, are, in fact, foreign owned.

41. International business is business conducted in more than one country, including buying and selling goods and services. Other international business activities include marketing, manufacturing, mining, and farming. In sum, international business is all the practices a business in a single country does, but at the international level.

40.20世纪的后半叶，国际商务成了推动经济发展的重要力量。在当今世界，极少有什么国家能够在经济上实现自给自足。即使是像中国这样有着丰富人力和自然资源的国家，也不能孤立于世界经济之外。在美国，国家商务与人们的日常生活休戚相关。一些常见货物和服务，例如壳牌加油站，通常认为是美国的，实际上为外国所拥有。

41.国家商务是两国或更多国家间进行的商务活动，包括买卖货物和服务。其他国际商务形式还包括：营销，制造，采矿和农业。总之，国际商务包括一个国家内进行的所有的商务活动，只不过这些活动是在国际间进行的。