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1函电考试卷一、answeringthequestions（10题，每题2分）1.Throughwhatchannelscanoneobtainthedesirednamesandaddressesofthecompaniestobedealwith?Pleasegivesixorsevenchannels.1).advertisementsinthemedia;2).Marketsurvey’3).Tradenegotiation;4).Investigationtotheforeigncountry;5).ExhibitionsandTradeFair;6).Banks;7).Tradedirectory;8).Chambersofcommerce;9).CommercialCounselor’sOffice;10).Tradepress.2.Whydoesthebuyerwanttomakeanenquiry?Tomakeapurchaseofsomegoodsandgetinformationabouttheprice,samples,catalogues,discount,deliverydate,termsofpayment,insurance,claimandotherterms.3.Istheenquiryusuallyaddressedtothecompanyortoanindividual?Why?Tothecompany.Becauseifyouaddressthelettertoanindividualthelettermaybedelayedduetohisorherabsence.Oryoumaymakeamistakeandsendittothewrongpersonwhoisnotinchargeofthematter.4.Whatshouldbeincludedinafirmoffer?Thedescriptionofthecommodity,theunitprice,quantity,specifications,thetimeofshipment,themodeofpayment,thedetailedinformationofthegoodsetcshouldbeincludedinafirmoffer.5.Afterreceivinganoffermustbebuyeracceptit?Whatcanthebuyerdoifhefindsanytermsintheofferunacceptable?No.ifthebuyerfindsanytermsintheofferunacceptablehecannegotiatewiththesellerandmakeacounter-offertoshowhisdisappointmenttotheprice,packing,quantityorthedateofdeliveryandstatehisowninstead.6.Whatarethemostimportantelementsofaneffectivesalesletter?Aneffectivesalesletterconsistsoffouressentialelements:1)arouseinterest;2)createdesire;3)carryconviction;4)induceaction.7.whenwillasellerusea“followup”letter?Whenasellerreceivesnoresponsefromhiscustomerconcerningtheofferhemadepreviously,hewritesa“followup”lettertoascertainthereason.Sometimesnoorderhasbeenreceivedfromanoldcustomer,a“followup”lettermaybesenttoinquireintothereasonforhissilence.8.Whenshouldbethesellerwriteanacknowledgement?Whatshouldbeincludedinanacknowledgement?Thesellershouldwriteanacknowledgementwhentheorderisfromanewcustomer.Theacknowledgementshould1)Acknowledgetheorderwiththeexpressionofthanks;2)restatetheshippinginstructions,thetermsofpayment;3)addafavorablecommentonthegoodsordered;4)drawattentiontootherproductslikelytobeofinterest;5)Hopeforfurtherorders.29.Whatisthedifferentbetweenpackingandpackaging?Packing,alsonamedasouterorlargepacking,isdesignednotonlytoprotectgoodsfromdamagesandtheft,butalsotofacilitatetransport,loadingandstowage.Packaging,alsonamedasinnerorsmallpacking,isamarketingtermforthepresentationofgoods,i.e.themannerinwhichtheyarewrappedordisplayed.10.Whatadvantagedoesthedocumentarycredithaveforboththeexporterandimporter?Thedocumentarycreditprovidesthemostsatisfactorymethodofobtainingpaymentinforeigntrade.Itprovidessecurityofpaymenttotheexporter,andenablestheimportertoensurethathereceivesthegoodsasorderedanddeliveredinthewayherequires.11.WhyisAllRiskthemostcomprehensiveofthethreebasickindsofinsurancecoverage?Underthiscoverage,theinsurerisresponsibleforalltotalorpartiallossof,ordamagetothegoodsinsuredeitherarisingfromseaperilsorgeneralexternalcauses.12.Whatdoestheagencyagreementgenerallyincluded?1).Thenames,scopes,contents,priceranges,termsofpayment,kindsofforeigncurrencyoftheentrustedimportcommodity,andothertermsthatshallbespecified;2)Theextentoftherightoftheagentauthorizedbytheprincipal;3)Therightsandobligationsofbothpartiesaswellastheexpensesthattheyshallbear;4)Theagencycommissionandotherstipulationsonthesharingofothereconomicinterests;5)Thesettlementofdisputes;6)Theperiodofvalidityoftheagencyagreement.13.Underwhatcircumstancescanthebuyer/importercomplaintotheseller/exporter?thebuyer/importercanclaimagainsttheseller/exporterifanydamagestothegoodsarefound,orthespecificationsand/orquantityarenotinconformitywiththestipulationsinthecontract,exceptwhentheresponsibilitiesliewiththeinsurancecompanyorshippingcompany.二、Choosethebestchoice.(10题，每题1分）1.Wearelookingforwardto______A____A.hearingfromyousoonB.receiveyourreplysoonC.receivefromyousoonD.youreplysoon2.WehavelearntyourcorporationfromyourCCPIT____A_____wehavebeeningoodbusinessrelationsformanyyears.A.withwhichB.whichC.withthatD.that3.Webelievethereisa____B_______marketinourareaformoderatelypricedgoodsofthekindmentionedabove.A.promisedB.promisingC.promiseD.promoting4.Samplesofplastickitchen-ware___B____youaskedinyourenquiryofSeptember3arebeingsenttoyoutoday.A.whichB.forwhichC.towhichD.inwhich5.Ifthepricesare___A__,wetrustimportantbusinesscanmaterialize.A.InlineB.inthelineC.onlineD.ontheline6.Wehavepleasureinenclosingadetailedpricelistforthegoodsyou__D___inyourletter.A.InformedB.saidC.toldD.required7.Iamsorrytosaytheitemsyourequiredare__A___,butwe’lle-mailyouassoonasthearticlesareavailable.A.OutofstockB.soldupC.instockD.committed8.Wecangrantyouaspecialdiscountof5%__D___repeatorders.A.inB.ofC.forDon9.Thankyouforyour______C___inourrangeofluggage.Weshallbepleasedtosupplyyourrequirements.A.likeB.AgreementC.interestD.favor310.Wecansupplywoodenclothranging___B___whitethroughred______black.A./…andB.from…toC.from…andD.from…till11.Wewereverypleasedtoreceiveyourletterinquiring____D__leisureproducts.A./B.intoC.onD.for12.Weshallbeglad