商务英语与国际商务谈判考核试卷

商务英语与国际商务谈判考核试卷考生姓名：__________答题日期：__________得分：__________判卷人：__________

一、单项选择题（本题共20小题，每小题1分，共20分，在每小题给出的四个选项中，只有一项是符合题目要求的）

1.Ininternationalbusinessnegotiation,whichofthefollowingisNOTacommonlyusednegotiationstrategy?

(A)BATNA

(B)ZoneofPossibleAgreement

(C)Win-Win

(D)GameTheory

2.Whichofthefollowingphrasesisoftenusedtoexpressagreementinabusinessnegotiation?

(A)Icouldn'tagreemore.

(B)Idon'tthinkso.

(C)That'soutofthequestion.

(D)It'snotmycupoftea.

3.Whenconductingbusinessnegotiations,whichofthefollowingisconsideredgoodetiquette?

(A)Arrivinglateforthemeeting

(B)Interruptingtheotherparty

(C)Usingprofessionallanguage

(D)Sendingatextmessageduringthenegotiation

4.Whichofthefollowingisakeyelementincross-culturalbusinessnegotiation?

(A)Languageproficiency

(B)Productknowledge

(C)Culturalawareness

(D)Technicalskills

5.Whatisthepurposeofa"LetterofIntent"ininternationalbusiness?

(A)Tofinalizethedeal

(B)Toexpressinterestinapotentialdeal

(C)Toprovidedetailedtermsoftheagreement

(D)Torequestadditionalinformation

6.WhichofthefollowingisacommonbusinessEnglishtermforacompany'sfinancialhealth?

(A)GDP

(B)Marketshare

(C)Balancesheet

(D)Profitmargin

7.Inabusinessnegotiation,whichofthefollowingphrasesisusedtomakeaconcession?

(A)I'msorry,butthat'snon-negotiable.

(B)Wecan'tgoanylowerthanthat.

(C)Ithinkwecanmeetinthemiddleonthis.

(D)That'sourbestofferandit'sfinal.

8.Whichofthefollowingisakeyprincipleofeffectivebusinesscommunication?

(A)Usingcomplexvocabulary

(B)Beingverbose

(C)Clarity

(D)Avoidingeyecontact

9.Whatdoes"ROI"standforinbusinessEnglish?

(A)ReturnonInvestment

(B)RiskofInvestment

(C)RateofInterest

(D)RegulatoryOversightInitiative

10.Whichofthefollowingisacommonbusinessnegotiationtactic?

(A)Bullying

(B)Threatening

(C)Buildingrapport

(D)Withdrawingfromthenegotiation

11.InbusinessEnglish,whichofthefollowingtermsreferstoacompany'splanforfuturegrowth?

(A)Missionstatement

(B)Businessplan

(C)SWOTanalysis

(D)Annualreport

12.Whichofthefollowingphrasesisusedtocloseabusinessdeal?

(A)Let'sagreetodisagree.

(B)Ithinkwe'vereachedanimpasse.

(C)Wehaveadeal.

(D)Let'stablethisdiscussionfornow.

13.Whatisthepurposeofabusinesscontract?

(A)Tooutlinethecompany'sobjectives

(B)Toprovideaframeworkforthenegotiationprocess

(C)Tospecifytherightsandobligationsofthepartiesinvolved

(D)Toassesstherisksofthebusinessventure

14.WhichofthefollowingisNOTapartofthenegotiationpreparationprocess?

(A)Conductingmarketresearch

(B)Analyzingtheotherparty'sstrengthsandweaknesses

(C)DeterminingyourBATNA

(D)Settingthemeetingagenda

15.Whatisa"counteroffer"inbusinessnegotiation?

(A)Arevisedoffermadebythebuyer

(B)Arevisedoffermadebytheseller

(C)Anofferthatisimmediatelyaccepted

(D)Anofferthatismadewithoutanyintentionofacceptance

16.InbusinessEnglish,whichofthefollowingtermsreferstoacompany'smaincompetitors?

(A)Partners

(B)Clients

(C)Shareholders

(D)Rivals

17.Whichofthefollowingisanimportantaspectofbusinessethics?

(A)Maximizingprofitsatallcosts

(B)Favoringonesupplieroverothers

(C)Maintainingconfidentiality

(D)Withholdinginformation

18.Whatisthepurposeofa"memo"inabusinesssetting?

(A)Tocommunicateimportantinformationwithinthecompany

(B)Toadvertiseproductsorservices

(C)Torequestfundingforaproject

(D)Toconductmarketresearch

19.WhichofthefollowingisacommonbusinessEnglishtermforacompany'ssalesperformance?

(A)Revenue

(B)Grossprofit

(C)Marketpenetration

(D)Customerretention

20.Incross-culturalbusinessnegotiation,whichofthefollowingfactorscaninfluencetheoutcome?

(A)Bodylanguage

(B)Personalrelationships

(C)Timemanagement

(D)Alloftheabove

二、多选题（本题共20小题，每小题1.5分，共30分，在每小题给出的四个选项中，至少有一项是符合题目要求的）

1.Whichofthefollowingfactorscanaffecttheoutcomeofinternationalbusinessnegotiations?()

(A)Culturaldifferences

(B)Languageproficiency

(C)Economicconditions

(D)Alloftheabove

2.Whatarethecomponentsofatypicalbusinesscontract?()

(A)Offer

(B)Acceptance

(C)Consideration

(D)Alloftheabove

3.Inbusinesscommunication,whichofthefollowingaregoodpractices?()

(A)Usingjargon

(B)Beingconcise

(C)Usingclearlanguage

(D)BandC

4.Whatarethebenefitsofeffectivenegotiationskillsinbusiness?()

(A)Buildingstrongrelationships

(B)Enhancingcompanyreputation

(C)Increasingprofits

(D)Alloftheabove

5.Whichofthefollowingcanbeconsideredaspartofacompany'scompetitiveadvantage?()

(A)Brandrecognition

(B)Productquality

(C)Customerservice

(D)AandB

6.Whatarethecommonbarriersincross-culturalcommunication?()

(A)Languagedifferences

(B)Non-verbalcues

(C)Preconceptionsandstereotypes

(D)AandB

7.Duringabusinessnegotiation,whichofthefollowingcanbeusedasapersuasivetechnique?()

(A)Usinglogicalarguments

(B)Highlightingbenefits

(C)Creatingasenseofurgency

(D)AandB

8.Whataretheelementsofasuccessfulbusinesspresentation?()

(A)Clearstructure

(B)Engagingvisuals

(C)Relevancetotheaudience

(D)Alloftheabove

9.Whichofthefollowingarecommonlyusedmethodsininternationalpaymentforgoodsandservices?()

(A)Wiretransfer

(B)Letterofcredit

(C)Bankdraft

(D)A,B,andC

10.Whatarethekeyelementsofabusinessplan?()

(A)Executivesummary

(B)Marketanalysis

(C)Financialprojections

(D)Alloftheabove

11.Inwhichofthefollowingsituationsmightacompanyconsiderhiringalobbyist?()

(A)Toinfluencepublicpolicy

(B)Tobuildrelationshipswithgovernmentofficials

(C)Tonavigatecomplexregulations

(D)AandB

12.Whichofthefollowingarecommonlyusedbusinessabbreviations?()

(A)CEO

(B)ROI

(C)B2B

(D)A,B,andC

13.Whatarethestagesofthenegotiationprocess?()

(A)Preparation

(B)Opening

(C)Bargaining

(D)Closing

(E)Alloftheabove

14.Whichofthefollowingcanbepartofacompany'smarketingmix?()

(A)Product

(B)Price

(C)Place

(D)Promotion

(E)A,B,C,andD

15.Whatarethepotentialchallengesinmanagingavirtualteam?()

(A)Timezonedifferences

(B)Communicationbarriers

(C)Lackofface-to-faceinteraction

(D)AandB

16.InwhichofthefollowingscenarioswouldacompanymostlikelyuseaSWOTanalysis?()

(A)Whenlaunchinganewproduct

(B)Whenenteringanewmarket

(C)Whenevaluatinginternalstrengthsandweaknesses

(D)A,B,andC

17.Whichofthefollowingarecharacteristicsofaneffectiveteamleader?()

(A)Goodcommunicationskills

(B)Abilitytodelegatetasks

(C)Emotionalintelligence

(D)AandB

18.Whatarethecomponentsofabalancesheet?()

(A)Assets

(B)Liabilities

(C)Equity

(D)Revenue

(E)A,B,andC

19.Whichofthefollowingareexamplesofintellectualproperty?()

(A)Patents

(B)Trademarks

(C)Copyrights

(D)A,B,andC

20.Whatarethebenefitsofglobaloutsourcinginbusiness?()

(A)Costsavings

(B)Accesstospecializedskills

(C)Increasedefficiency

(D)AandB

三、填空题（本题共10小题，每小题2分，共20分，请将正确答案填到题目空白处）

1.Inabusinesscontext,theterm"benchmarking"referstotheprocessofcomparingyourcompany'sproducts,services,orpracticesagainstthoseof_________.()

2.Themainpurposeofabusinessproposalisto_________.()

3.The"GoldenRule"inbusinessethicsstatesthatcompaniesshouldtreatothersastheywouldliketobe_________.()

4._________isakeyfactorthatinfluencesconsumerbuyingbehavior.()

5.Themostcommonformofbusinessownershipisthe_________.()

6.Ininternationaltrade,"Incoterms"areusedtodefinetheresponsibilitiesofthebuyerandseller,including_________.()

7.A"win-win"negotiationoutcomeisonewherebothpartiesfeeltheyhavegained_________.()

8._________istheartofpresentinganargumentinawaythatislikelytopersuadetheaudience.()

9.Thethreemaintypesofbusinesslettersarepersuasive,informative,and_________.()

10._________isthepracticeofhiringpeoplefromoutsidethecompanytofillhigh-levelmanagementpositions.()

四、判断题（本题共10小题，每题1分，共10分，正确的请在答题括号中画√，错误的画×）

1.Inbusiness,aSWOTanalysisisusedtoassessonlythestrengthsandweaknessesofacompany.()

2.Itisacceptabletousefirstpersonpronounslike"I"and"we"informalbusinesswriting.()

3.Acompany'sbrandispurelyavisualidentity,includingitslogoandcolorscheme.()

4.Theterm"downsizing"referstoreducingthenumberofemployeesinacompany.()

5.Inanegotiation,makingthefirstofferisgenerallydisadvantageous.()

6.Allinternationalbusinesscontractsmustbeinwritingtobelegallybinding.()

7.Culturalawarenessisnotimportantininternationalbusinessnegotiations.()

8.A"memo"isaformalwrittenmessagefromonepersontoanotherwithinthesameorganization.()

9.The"PeterPrinciple"statesthatemployeeswilltendtorisetotheirlevelofincompetence.()

10.Inbusiness,a"merger"isthesameasa"takeover".()

五、主观题（本题共4小题，每题10分，共40分）

1.Describethekeyelementsofasuccessfulinternationalbusinessnegotiation.Provideexamplestoillustrateyourpoints.

2.Discusstheimportanceofculturalawarenessininternationalbusinesscommunicationandnegotiation.Howcanculturaldifferencesimpacttheoutcomeofanegotiation?

3.ExplaintheconceptofBATNAinnegotiation.WhyisitcrucialtodetermineyourBATNAbeforeenteringintoanegotiation?

4.Provideanoverviewofthestepsinvolvedinpreparingforaninternationalbusinessnegotiation.Discusstheimportanceofeachstepandhowitcontributestothenegotiationprocess.

标准答案

一、单项选择题

1.D

2.A

3.C

4.C

5.B

6.C

7.C

8.C

9.A

10.C

11.B

12.C

13.C

14.D

15.D

16.D

17.C

18.A

19.D

20.B

二、多选题

1.D

2.D

3.D

4.D

5.D

6.D

7.D

8.D

9.D

10.D

11.D

12.D

13.E

14.E

15.D

16.D

17.D

18.E

19.D

20.D

三、填空题

1.competitors

2.toproposeabusinessideaorproject

3.treated

4.price

5.soleproprietorship

6.deliveryandriskofloss

7.value

8.persuasion

9.congratulatory

10.hiring

四、判断题

1.×

2.×

3.×

4.