一、 简答（3个）
1. What are 12 telephone tips?
1) Fax or e-mail ahead if you want to make sure the other person has time to prepare for the call.
2) Make sure you have with you all the documents you’ll need before you dial the number.
3) The other person can’t my not understand you easily, so try to speak slowly and clearly.
4) The other person can’t see your reactions, so always confirm that you have ( or have not) understood each point that’s been made. Don’t pretend you have understood when you haven’t.
5) The other person can’t see what a nice person you are, so make sure you sound polite and agreeable.
6) The other person hasn’t got all day, so make sure your call is brief.
7) The other person is getting an impression of your firm while talking with you, so make sure that you sound efficient – your firm’s image may be at stake, even if you’re just taking a message.
8) Don’t rely on your memory: make notes during a call and rewrite these notes immediately afterwards as a record of the call.
9) Smile while you’re talking. Your listener can ‘hear’ your smile.
10)Don’t try to be funny – you may be misunderstood.
11)Don’t interrupt the other person: let them finish what they want to say.
12)Send a follow-up e-mail, fax or letter to confirm any important details (especially prices and numbers), so that you both have a written record.
2. Different modes of communications:
1) Face to face communication.
2) Communication on the phone.
3) Written communication.
3. Four “Golden Rules” for writing a business report:
1) Be accurate.
2) Be brief.
3) Be clear.
4) Be decisive.
4. What are 7 steps of planning a letter?
1) Write down your aim: what is the purpose of this letter?
2) Assemble all the relevant information and documents: copies of previous correspondence, reports, figures, etc.
3) Arrange the points in order of importance. Decide which points are irrelevant and can be left out. Make rough notes.
4) Write an outline in note form. Check it through considering these questions:
• Have you left any important points out?
• Can the order of presentation be made clearer?
• Have you included anything that is not relevant?
5) Write a first draft, leaving plenty of space for changes and revisions.
6) Revise your first draft by considering these questions:
• Information: Does it cover all the essential points?
Is the information relevant, correct and complete?
• English: Are the grammar, spelling and punctuation correct?
• Style: Does it look attractive?
Does it sound natural and sincere?
Is it clear, concise and courteous?
Will it give the reader the right impression?
Is it the kind of letter you would like to receive yourself?
7) Write, type or dictate your final version.
5. Three major sectors of industry:
1) Primary: agriculture, fishing, mining, construction.
2) Secondary: crafts & manufacturing.
3) Tertiary: services, inc, education, banking, insurance, etc.
6. Specialists involved in import/export transaction:
1) Shipping agent（运货代理商） / freight forwarder（运货代理行，转运行） (supplier’s own export department)
2) Airlines, Shipping lines（航运公司）, railways or road haulage（货运） firms.
3) Importer’s and exporter’s bank arranging payments（付款安排）.
4) Customs officers（海关人员） for duty checking（关税检查）.
5) The manufacturer or Chamber of Commerce（商会） (Certificate of Origin)（货物原产地证明）.
6) An insurance company / insurance broker（保险经纪人）.
7) An exporter credit insurance（信用保险） company（出口信贷保险公司）.
8) A lawyer for a special contract.
7. Methods of payment:
1) On a cash with order basis (cash deposit with order).
2) On open account（往来账户）.
3) By irrevocable letter of credit（不可撤销信用证）.
4) By bill of exchange（汇票）.
5) By check.（支票）
6) Cash with order（CWO）（订购即付）.
8. What is letter of credit?
It refers to a letter addressed by a bank instructing the addressee to allow the person named to draw a specified sum on the credit of the addressor bank.
9. Considerations in choosing a good supplier:
1) competitive price
2) need to import
3) ability to deliver on time
4) after-sale service
5) technical support services
10.What are advantages for having a regular sole supplier?
1) getting a better discount.
2) having favorable terms of payment and even extended credit.
3) helping you out with an urgent order at short notice.
4) tailoring his products to your needs.
5) delivering goods of the quality on time.
11.What is international trade?
International trade, also known as world trade, or overseas trade, is the fair and deliberate exchange of goods and services across national boundaries. From a broad sense, international trade includes the overseas trade of the countries all over the world. The scale of international trade to some extent reflects the development and trend of economic globalization.
12.What is international business?
International business is the worldwide exchange of goods and services among nations, generally using some form of currency as payment.
Exports are goods trades sent out of a country, while imports are goods purchased abroad and brought into a country. A country also can export and import talent, patents, know-how, and skills.
In this definition, international business refers to two aspects, one is the international trade transaction such as the sales of goods and services; the other is the funds transfer as a result of some trade and non-trade transactions such as international lending and investment, international aids and grants, cross-border personal remittances.
13.Face-to-face communication
Advantages & pleasures:
1) more personal.
2) more interaction and feedback possible.
3) can make more impact.
4) cheaper if no travel involved.
5) you can smile.
6) body language.
7) language expressiveness.
Disadvantages & difficulties:
1) must think as you speak once you’ve said something it can’t be unsaid.
2) saying something once may not be remembered.
14. Writing
Advantages & pleasures:
1) A record can be kept for the files.
2) Copy for others.
3) Errors can be changed.
4) You can write or read when you’re in the right mood.
5) You can take your time over planning and how you’ll express complicated or delicate details.
Disadvantages & difficulties:
1) Writing takes longer.
2) There is no feedback or the feedback is delayed.
3) No “personal touch”.
4) No smiles.
5) No handshakes.
三、 翻译（3个）
1. 我们的每一个产品都是用百分之百的天然原料制成。
Every single one of our products is made from 100% natural ingredients.
2. 我们期待在适当的时候收到您的订单。
We look forward to receiving your esteemed order in due course.
3. 我们通常以保兑的、不可撤销的、60天有效期的信用证为付款条件。
We usually pay by confirmed 60-day irrevocable letter of credit.
4. 货款由一家美国银行开具的银行汇票或支票支付。
Payment with order is by banker’s draft or cheque on a US bank.
5. 您能否确认您已经收到了我们的样品？
Could you confirm that you’ve received our samples?
6. 他们认识到掌握自己未来要担负的责任。
They recognize the responsibility that comes with controlling their own futures.
7. 对于新的供货商，我们的付款方式一般是以我国货币支付的、保兑的、不可撤销的信用证。
We usually deal with new suppliers on the basis of payment in currency by confirmed irrevocable letter of credit.
8. 从收到你方书面订单以及信用证3至4周后货物即装运。
The goods will be ready for shipment 3 to 4 weeks from receipt of your written order and confirmation of your letter of credit.
9. 我们下订单前需要检测样品。
Before placing an order we should need to examine samples of products.
10. 所有产品附全额无条件退款保证。
Full no-argument money-back warranty is on all our products.
11. 请报给我们最优惠价格及装运期。
Please quote us your best price and shipping date.
12. 我们对定期订购你方产品的可能性表示乐观。
There is good prospect of our placing regular orders.
13. 附单上有我们所需货物的详细规格说明。
A full specification of our requirements is given on the attached sheet.
14. 改善信用控制可以大大地改变你的生意前景。
Improving credit control can make a world of difference to your business prospects.
15.据我所知，你们的产品在这个地区有潜在的市场。
As far as I know, there is potential market for your products in this area.
16.一家私人公司可能是仅有一个所有人的小公司，也可能是有数千股东的很大的公司。
A private company might be a small firm with just one owner, or a very large firm with thousands of shareholders.
