国际商务英语等级考试（中级）试卷
2012年5月
题目序号 应得分数 实际得分 得分 评卷人 复核人 Ⅰ．Listening: 20%（听力，20分） Ⅰ 20 Ⅱ 40 Ⅲ 20 Ⅳ 20 总分 100 核分人 Section A
Directions: Listen carefully and fill in the blanks with the words or phrases you’ve heard.
An offer is a reply made by a seller to the enquiry by a buyer. It has also been the practice that a seller voluntarily makes an offer to his customers or new customers who may have interest in his products without waiting for an enquiry. In practical business, there are two kinds of offer: firm offer and non-firm offer. A firm offer is a promise to supply products at a stated price on the stated terms a stated period of time. Once a firm offer is made, it becomes a contractual obligation and cannot be withdrawn by the seller within its validity. It is for the buyer to decide whether to accept or reject. A quotation which all the necessary information required in the enquiry is a promise to supply goods on the stated terms, it is taken as a non-firm offer. A non-firm offer is not legally and does not have a validity during which the offer is open. Section B
Directions: Listen to the tape and translate the sentences into Chinese.
1. .
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2. . 3. . 4. . 5. . Section 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 in your paper and decide which is the correct answer to the question you have heard. （ ）1. A. 1500 dollars.
B. 1000 dollars. C. 1800 dollars. D. 1300 dollars.
（ ）2. A. He wants a piece of each type.
B. He can’t tear either piece of cloth.
C. The pieces of cloth are made by a secret process. D. The pieces of cloth seem identical to him.
（ ）3. A. Invite the man to visit her house.
B. Talk to her secretary on the phone. C. Meet her secretary first. D. Go to see Ms. Lin immediately.
（ ）4. A. He will owe $160.
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B. He will owe $150. C. He will owe $120. D. He will owe $50.
（ ）5. A. The man is not welcomed.
B. The man hasn’t met the woman before. C. The man is welcomed there again.
D. The woman doesn’t want to see the man again.
得分 评卷人 复核人
II. Reading & Comprehension: 40%（阅读理解，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. We have instructed our bank, Bank of China, Beijing Branch, to open a confirmed,
irrevocable letter of credit USD108,000 your favor. A. for; for B. for; in C. in; in D. to; for
（ ）2. Your order will be ready for shipment by February 28 and be packed
seaworthy containers.
A. by B. through C. in D. within
（ ） 3. Our raincoats are now packed in a polythene bag each and then in a cardboard box,
12 dozen a carton.
A. in B. at C. by D. to
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（ ）4. Meanwhile please give special care to the packing, lest the goods in
transit.
A. damage B. should be damaged C. will be damaged D. should damage
（ ）5. We are sending you our quotation sheet and a copy of our latest catalogue giving
the details you .
A. ask for B. asked for C. asking for D. are asking for
（ ）6. You now wish to advance the date of shipment one month.
A. by B. to C. for D. at
（ ）7. We always deal payment by sight L/C.
A. with B. in C. at D. on
（ ）8. Please that the L/C stipulations are in strict conformity with those of
the Confirmation to avoid subsequent amendments.
A. see to B. see to it C. see the fact D. see it
（ ）9. Your letter of September 10 to Fujian Foreign Trade Corp. has been
passed on to us for attention and reply.
A. addresses B. addressing C. addressed D. being addressed
（ ）10. We hereby authorize you to on us at 60 days after sight to the extent
of USD20,000.00.
A. open B. establish C. draw D. build
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 brackets. This section totals 10 points, one point for each blank.
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Dear Mr. Henry We are very glad to receive your 1 of February 3 and thank you for your interest in our products. We are 2 you our quotation sheet and a copy of our latest catalogue giving the details you asked for, and hope that some of our products will be suitable for your market. 3 regular purchases of over 100 dozen of individual item, we would give a discount of 3%. As to payment, we 4 accept payment by sight L/C. We assure our clients 5 delivery within 20 days after 6 of the L/C. In addition to bamboo and straw 7 , we also deal in carvings, porcelains, wooden products and a wide 8 of Christmas gift items, details of which you will find in the catalogue. If you need 9 further information, please let us know. We look forward to welcoming you 10 our customer. Yours sincerely Wong Hai Sales Manager （ ）1. A. payment B. order C. enquiry D. consignment （ ）2. A. enclosing B. sending C. attaching D. placing （ ）3. A. On B. In C. At D. Within （ ）4. A. always B. seldom C. barely D. usually （ ）5 A. for B. of C. in D. to
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（ ）6. A. receipt B. reception C. receiving D. received （ ）7. A. item B. commodity C. articles D. merchandises （ ）8. A. goods B. article C. range D. chain （ ）9. A. some B. all C. more D. any （ ）10. A. as B. for C. to D. on 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
In international commerce, payment for goods and services usually involves the currencies of more than one country, and the problem of which currency to use can become a serious barrier to completing a deal. There would be no problem if the currency of a seller’s country could always be bought and sold at a fixed and invariable price compared to the money of a buyer’s country. However, in most cases, the relative value of currencies is constantly changing, and some are quite volatile.
If the value of a currency changes between the time a deal is made and the time payment is made it could have serious impact on the profitability of a transaction. For example, if a trader has made a deal to be paid in a foreign currency and that currency devalues before payment is made, the trader will receive less value for the goods than originally anticipated. Of course it is also true that extra profits could be made if the foreign currency increases in value. In any event, this is a risk most traders would prefer to avoid.
There are many ways of dealing with foreign exchange risk and the simplest, if you are the seller, is insisting on payment in your own currency. This strategy lays the risk at the buyer’s door, but it may not always be a viable option, and traders may have to accept payment in foreign currency in order to make a sale. If full agreement cannot be reached, it may be
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possible for both buyer and seller to share the risk by arranging for a portion of the payment to be made in one currency and the remainder in another.
If it is absolutely necessary to take on the foreign exchange risk, traders can protect themselves in a number of ways. One way is to build the estimated cost of a currency fluctuation into the deal to guard against potential losses. However, as this is simply an estimate it will rarely fully protect the trader.
（ ）1. Which of the following is least likely to constitute a barrier to completing a deal?
A. There are many currencies in the world.
B. The seller and the buyer disagree on the use of a currency.
C. The buying and selling prices of the currency of the seller’s country in terms of the currency of the buyer’s country are changing violently. D. The relative value of currencies is invariably fluctuating.
（ ）2. Which of the following statements is true?
A. The profitability of a transaction will not be affected if the value of a currency remains static.
B. The trader will receive less value for the goods than originally anticipated if the value of the foreign currency for the contract is higher at the time of payment than at the time of concluding the deal.
C. The trader will receive more value for the goods than originally anticipated if the value of the foreign currency for the contract is higher at the time of payment than at the time of concluding the deal.
D. Most traders seek to make profits by taking advantage of price fluctuations of currencies.
（ ）3. There are many ways of dealing with foreign exchange risk, and the writer suggests
_______ in the third paragraph.
A. one B. two C. three D. four
（ ）4. A viable option is an option that _______ .
A. will enable the trader to develop its business B. is likely to generate profits for the trader C. can work successfully
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D. makes the trader a stronger competitor
（ ）5. The last paragraph implies that the writer thinks _______ .
A. it absolutely necessary that traders take on the foreign exchange risk B. that there are a number of ways by which traders can fully protect themselves C. that to build the estimated cost of a currency fluctuation into the deal to guard against potential losses is a perfect way of protecting traders
D. that traders are unlikely to be fully protected although there are more than one way available to them
Passage Two
Running a small business certainly is alluring, which is why so many people dream of it. Sad to say, though, of every ten small businesses formed, eight go out of business within the first ten years after they open their doors. The financial risks of running a small business are very high.
Even if the business keeps going, the odds are not in the entrepreneur’s favor that he or she will have the next Ben & Jerry’s Ice Cream Company, New England’s leading premium ice-cream vendor. It is more likely that the business will produce a living for its owner, but not much more. And there are always worries about the new equipment, expanding inventory, rent increases, or competition. Ben & Jerry’s, for instance, found itself shut out of supermarkets as a result of competition from Haagen-Dazs, the original premium ice cream maker whose owners sold it to Pillsbury. It took a lawsuit to open the supermarket doors again.
In addition to facing financial and psychological stresses, entrepreneurs tend to be victims of physical stress. The small businessperson often must be the owner, manager, sales force, shopping and receiving clerk, bookkeeper, and custodian. Sixteen-hour days quickly become standard, and vacations are rarely possible.
A key element in the definition of an entrepreneur is that he or she takes risks. If the potential rewards – whether financial or psychological – were not enormous, no one would go into a small business. A million or so people each year balance the risks and rewards of entrepreneurship and decide to become entrepreneurs. Our society rewards innovation and
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risk taking, if the entrepreneur can persist. Many creative persons succeed or fail not in their business concepts but rather in managing their businesses once they start.
（ ）6. Many people dream of running a small business because they think that _______.
A. it is less risky B. it is flexible C. it is tempting D. it is profitable
（ ）7. When business continues to grow , the entrepreneur ________.
A. is offered more opportunities to expand B. still has many worries C. faces more competition D. tends to get involved in lawsuits
（ ）8. It’s hard for small businesses to survive because entrepreneurs face all but_______.
A. financial stress B. physical stress C. psychological stress D. public pressure
（ ）9. What is essential to an entrepreneur? A. Risk-taking spirit B. Ability to persist C. Good management skill D. Innovation
（ ）10. According to the writer , _______.
A. many creative persons succeed in their business
B. there are also enormous potential rewards for people running small businesses C. entrepreneurs depend on financial incentives provided by the government D. people decide to become entrepreneurs because they like to take risks 得分
评卷人 复核人 III．Business Translation: 20%（商务翻译，20分）
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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. remitting bank 2. regular purchase
3. shipping advice 4. Documents Against Acceptance
5. confirmed L/C 6. 颜色搭配
7.散装货 8.条形码
9.商务参赞 10.完税后交货（价）
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.感谢你方2月15日的来函，询购我方的产品。
2.随附我方的最新商品目录及价格表，供你方参考。
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3.你方价格比我市同类商品价格高10％左右。
4.我们相信这笔首批订货将为我们之间带来更多的业务。
5.请告知你方银行对信用证作必要修改。
得分 评卷人 复核人 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：Greek Tea Company Ltd.
120 Star Street, Gr.16503, Athens, the Hellenic Republic
收件人姓名和头衔：Nomad Augustatos, President 2. 写信日期：2012年5月8日
3. 谢谢对方第HT200-96号订单。你方已关注到对方要求35%折扣。
4. 实际上，与其他供应商报价比起来你方所报价格是很有竞争力的，而且你方的利润幅度是很小的，所以在目前情况下你方只能给顾客25%的最大折扣。
5. 但是，考虑到我们长期的业务关系，如果对方能把订购数量增至5,000公斤，你方愿意给对方30%的特别折扣。希望对方利用好这一特别报价，报价有效至本月10日。 6. 期望收到对方的订单。
7. 写信人：Zhang Jun Sales Manager
公司名称和地址：Huangshan Tea Trading Co.Ltd. 150 Siling Street, Hefei, Anhui, China
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国际商务英语等级考试（中级）参考答案
（考试编号：201201）
Ⅰ．Listening: 20%（听力，20分）
Section A(每小题1分，共5分)
1. regular 2. international 3. within 4. includes 5. binding Section B (每小题2分，共10分)
1.我们从互联网上得知贵公司的名称和地址。 2.请指示你方银行对信用证作必要修改。 3.如能迅速答复，我们将不胜感激。 4.希望你们赔偿一切损失。 5.上海是中国通向世界的东大门。 Section C (每小题1分，共5分)
1. D 2. D 3. B 4. B 5. C
II．Reading Comprehension: 40%（阅读理解，40分）
Section A(每小题1分，共10分)
1. B 2. C 3. D 4. B 5. B 6. A 7. D 8. B 9. C 10. C Section B (每小题1分，共10分)
1. C 2. B 3. A 4. D 5. B 6. A 7. C 8. C 9. D 10. A Section C (每小题2分，共20分)
1. A 2. A 3. B 4. C 5. D 6. C 7. B 8. D 9. A 10. B III．Business Translation: 20%（商务翻译，20分） Section A (每小题1分，共10分)
1.汇款行 2.定期购买 3.装船通知 4.承兑交单 5.保兑信用证 6. color assortment 7. bulk cargo 8. bar code 9. Commercial Counselor 10. DDP: Delivered Duty Paid Section B(每小题2分，共10分)
1.Thank you for your letter of February 15, enquiring for our products. 2.We enclose our latest catalogue and pricelist for your reference. 3.Your price is 10% higher than that of the similar products in our market. 4.We trust that this initial order will lead to more business between us. 5.Please instruct your bank to make necessary amendments to the L/C.
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IV．Business Writing: 20%（商函写作，20分） Huangshan Tea Trading Co.Ltd.
150 Siling Street, Hefei, Anhui, China (1分)
August 5, 2010 (1分)
Mr. Nomad Augustatos, President Greek Tea Company Ltd. 120 Star Street, Gr.16503, Athens The Hellenic Republic (1分)
Dear Mr. Augustatos (1分)
Thank you for your order No HT200-96. We have noticed with interest that you are asking for a 35% discount. (3分)
As a matter of fact, the price we have quoted you is very competitive, compared with quotations from other supplies. Furthermore, we are working on an extremely narrow profit margin, so 25% is the most generous discount we can give our customers under the present situation. (5分)
However, considering the long-standing business relationship between us, we are prepared to let you have a special discount of 30% if you will increase your quantity to 5,000 kilograms. We hope you will take advantage of this exceptional proposal, which remains open until the 10th of this month. (5分)
We are looking forward to receiving your order. (1分)
Sincerely yours (1分)
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Zhang Jun
Sales Manager (1分)
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