《外贸商函》发送询价信函（举一反三考点练）-讲义

举一反三考点练 《外贸商函》发送询价信函-讲义 1.掌握询盘的类型与表达方式； 2.掌握常用国际贸易术语； 3.掌握表达期待回复的礼貌句型； 知识点一 询盘的类型与表达方式 询盘可以分为具体询盘（specific enquiry）和一般询盘（general enquiry）。具体询盘通常指明想要购买的特定产品或信息，而一般询盘则可能更广泛地了解公司业务或产品范围。 相关词汇/表达：specific enquiry, general enquiry, be in the market for sth. (表示有意购买某物，常用于具体询盘), make an enquiry for sth.。 例句：We are making a specific enquiry for famous brand athletic shoes for the African market. (我方正在就非洲市场的名牌运动鞋进行具体询盘。) (单项选择题) A customer writes to a company asking for detailed information about the types of machinery they offer and their technical specifications. What kind of enquiry is this?（ ） A. A specific enquiry for a particular machine. B. A general enquiry about the company's product range. C. An order for machinery. D. A complaint about a previous purchase. 【答案】B 【解析】该顾客询问的是公司提供的机器类型和技术规格，范围较广，旨在了解公司的整体产品情况，而非特定某一款机器，因此属于一般询盘。 【要点】考查区分具体询盘和一般询盘的依据（询问范围）。 (单项选择题) A potential buyer sends an email stating, "We are in the market for high-quality leather handbags and would like to receive your catalog and price list." Which term best describes this type of enquiry?（ ） A. General enquiry B. Specific enquiry C. Complaint D. Order confirmation 【答案】B 【解析】该潜在买家明确表示正在寻找（be in the market for）特定的高品质皮革手袋，并要求提供目录和价目表，这表明他们有意购买特定产品，属于具体询盘。 【要点】考查识别具体询盘的标志（明确指出特定产品或意图购买）以及短语 "be in the market for sth." 的用法。 (单项选择题) Which of the following sentences uses the phrase "make an enquiry for sth." correctly to indicate a general interest in a company's offerings?（ ） A. We are making an enquiry for 100 units of Model X, as specified in our previous email. B. We are making an enquiry for your company's services in the renewable energy sector. C. We are making an enquiry for the shipping costs of our confirmed order. D. We are making an enquiry for the opening hours of your retail store. 【答案】B 【解析】选项B询问的是公司在可再生能源领域提供的服务，这属于对公司业务范围的广泛了解，符合一般询盘的特点。虽然使用了 "make an enquiry for"，但询问的对象（公司服务范围）使其偏向一般询盘。其他选项A、C、D都指向了非常具体的事项（特定型号、特定订单的运费、特定商店的营业时间），更符合具体询盘的特征，尽管语法上 "make an enquiry for" 也可以用，但不符合题目要求选择表示“一般兴趣”的句子。 【要点】考查短语 "make an enquiry for sth." 的用法及其在不同询盘类型中的适用性。 (判断题) A specific enquiry always includes the exact model number or product code of the item the enquirer is interested in.（ ） 【答案】× 【解析】具体询盘的核心是明确指出想要购买的“特定产品或信息”，这通常意味着产品类别、名称或大致描述是清晰的，但不一定总是包含精确的型号或产品代码。例如，询问“非洲市场的名牌运动鞋”就是具体询盘，但没有给出具体型号。因此，包含精确型号或代码是具体询盘的常见情况，但不是绝对必须的。 【要点】考查对具体询盘定义的理解，避免将其定义过于狭窄。 (判断题) When a company sends a catalog and price list in response to an enquiry, the original enquiry was most likely a general enquiry.（ ） 【答案】× 【解析】回复目录和价目表通常是为了满足对方对产品范围和价格信息的广泛需求。虽然一般询盘会引发这样的回复，但具体询盘（例如询问某类产品的信息）也可能需要公司提供目录和价目表来展示具体选项。因此，不能仅凭回复内容就断定原始询盘一定是 general enquiry。不过，相比直接询问某一款产品的具体细节，请求目录和价目表更常见于 general enquiry 或初步的具体询盘阶段。 【要点】考查对询盘类型与常见回复方式之间关系的理解，避免绝对化判断。 (填空题) If a buyer says, "We are __________ famous brand watches suitable for the European market," they are expressing an intention to purchase, which characterizes a ________ enquiry. 【答案】 in the market for / specific 【解析】第一个空需要填入表示“有意购买某物”的短语，即 "be in the market for"。第二个空根据句意，买家明确指出了想要购买的特定产品（名牌手表）及其目标市场，这符合具体询盘的定义。 【要点】考查短语 "be in the market for sth." 的应用和具体询盘的识别。 (填空题) A company receives a letter starting with "We are interested in learning more about your company's overall business activities and potential cooperation opportunities." This is an example of a(n) ________ enquiry, as opposed to asking for details about a single product, which would be a(n) ________ enquiry. 【答案】 general / specific 【解析】这封信询问的是公司的整体业务活动和合作机会，范围广泛，旨在全面了解公司，因此是 general enquiry。与之对比，询问单一产品的详细信息则是 specific enquiry。 【要点】考查根据询盘内容区分 general enquiry 和 specific enquiry 的能力。 · 询盘主要分为具体询盘和一般询盘两种类型。 · 具体询盘通常明确指出想要购买的特定产品或详细信息。 · 一般询盘则更侧重于广泛了解公司的整体业务或产品范围。 · 表达具体询盘时，常用短语如 "be in the market for sth." 或 "make an enquiry for sth."。 知识点二 常用国际贸易术语 在国际贸易中，使用标准化的贸易术语来明确买卖双方的责任、风险和成本划分非常重要。常见的术语包括 FOB（装运港船上交货）、CFR（成本加运费）和 CIF（成本、保险费加运费）。 相关词汇/表达：FOB (Free on Board), CFR (Cost and Freight), CIF (Cost, Insurance and Freight), price terms, trade terms。 例句：We usually quote our prices on CIF basis. (我们通常按CIF条件报价。) (单项选择题) Which of the following trade terms includes the cost of goods, insurance, and freight to the destination port? ( ) A. FOB B. CFR C. CIF D. EXW 【答案】C 【解析】CIF (Cost, Insurance and Freight) 的含义是成本、保险费加运费，它包含了货物的成本、从装运港到目的港的运费以及货物运输保险的费用。FOB 只包含成本和货物装上船为止的责任；CFR 包含成本和运费，但不包含保险费；EXW (Ex Works) 是工厂交货，卖方责任最小。 【要点】考查对 CIF 术语包含内容的理解。 1.(单项选择题) Under FOB terms, who is responsible for paying the ocean freight from the port of shipment to the port of destination? ( ) A. The seller B. The buyer C. The shipping company D. Both the seller and the buyer equally 【答案】B 【解析】FOB (Free on Board) 的含义是装运港船上交货。在 FOB 条件下，卖方的责任是将货物装上指定的船只，风险在货物越过船舷时转移给买方。因此，从装运港到目的港的海洋运费由买方承担。 【要点】考查 FOB 术语下运费的承担方。 2.(单项选择题) What is the primary difference between CFR and CIF terms regarding insurance? ( ) A. CFR includes insurance, while CIF does not. B. CIF includes insurance, while CFR does not. C. Both CFR and CIF include insurance. D. Neither CFR nor CIF includes insurance. 【答案】B 【解析】CFR (Cost and Freight) 是成本加运费，卖方负责支付将货物运至指定目的港所需的运费，但不负责办理货物保险。CIF (Cost, Insurance and Freight) 是成本、保险费加运费，卖方除了支付运费外，还必须办理货物运输保险并支付保险费。因此，保险是 CIF 和 CFR 的主要区别。 【要点】考查 CFR 和 CIF 在保险责任上的区别。 3.(判断题) The risk of loss or damage to the goods transfers from the seller to the buyer when the goods are delivered to the carrier at the port of shipment under FOB terms. ( ) 【答案】× 【解析】在 FOB 术语下，风险是在货物“装上船” (on board the vessel) 时，即货物越过船舷时，从卖方转移给买方，而不是在港口将货物交给承运人时就转移。 【要点】考查 FOB 术语下风险转移的具体时点。 1.(判断题) If a seller quotes prices on CFR terms, they are responsible for paying the freight to get the goods to the named port of destination. ( ) 【答案】√ 【解析】CFR (Cost and Freight) 的含义是成本加运费。采用 CFR 术语时，卖方必须支付将货物运至指定的目的港所需的运费，这是卖方的责任之一。 【要点】考查 CFR 术语下卖方的运费支付责任。 2.(填空题) The abbreviation ______ stands for "Free on Board", indicating that the seller's responsibility ends once the goods are placed on board the ship at the port of shipment. 【答案】FOB 【解析】题目描述的是 FOB (Free on Board) 术语的含义，即卖方在装运港将货物装上船后，其责任即告结束。因此，填入的缩写是 FOB。 【要点】考查 FOB 术语的英文全称及其核心含义。 3.(填空题) When using ______ terms, the seller is obligated not only to pay the freight to the named port of destination but also to procure insurance and pay the insurance premium for the goods. 【答案】CIF 【解析】题目描述的是卖方不仅要支付运费到指定目的港，还要办理保险并支付保险费的情况。这符合 CIF (Cost, Insurance and Freight) 术语的定义。 【要点】考查 CIF 术语下卖方的双重责任（支付运费和保险费）。 · 国际贸易术语如 FOB、CFR 和 CIF 是标准化的，用于明确买卖双方的责任划分。 · 这些术语有助于清晰界定货物在运输过程中的风险转移点。 · FOB、CFR 和 CIF 分别代表了不同的成本构成和运输责任承担方。 知识点三 表达期待回复的礼貌句型 在商务信函的结尾，使用礼貌、专业的语言表达期待对方早日回复，有助于维持良好的业务关系。 相关句型：We are looking forward to having your early reply. / We hope to hear from you soon. / We look forward to hearing from you soon. / We await your early reply with keen interest. 例句：We are looking forward to hearing from you soon regarding the illustrated catalogue. (我们期待早日收到贵方关于图解目录的回复。) (单项选择题) Which of the following phrases is the most polite and professional way to express anticipation for an early response in a business letter?（ ） A. We demand your immediate reply. B. We are looking forward to hearing from you soon. C. We don't care when you reply. D. Just reply when you feel like it. 【答案】B 【解析】选项B "We are looking forward to hearing from you soon." 是最常用且符合商务礼仪的表达方式，既礼貌又专业地表达了期待对方早日回复。选项A过于强硬，C和D则显得非常不专业且缺乏礼貌。 【要点】考查在商务信函结尾表达期待回复的标准礼貌用语。 1.(单项选择题) Which closing sentence best combines politeness with a clear expectation for a prompt reply regarding a specific document, such as a contract?（ ） A. Read the contract when you have time. B. We await your comments on the contract with keen interest. C. Send your approval immediately or face consequences. D. We'll call you later about the contract. 【答案】B 【解析】选项B "We await your comments on the contract with keen interest." 不仅礼貌地表达了期待回复（await...with keen interest），还指明了回复的内容（comments on the contract），符合商务沟通的要求。选项A、C、D在礼貌度或专业性上有所欠缺。 【要点】考查结合礼貌和专业性，针对特定文件表达期待回复的句型。 2.(单项选择题) Compare the following two phrases for closing a business inquiry: "We hope to hear from you soon." and "We are looking forward to your early reply." Which statement is correct?（ ） A. Only the first phrase is polite and professional. B. Only the second phrase is polite and professional. C. Both phrases are polite, professional, and commonly used to express anticipation for a reply. D. Neither phrase is suitable for formal business communication. 【答案】C 【解析】选项C是正确的。"We hope to hear from you soon." 和 "We are looking forward to your early reply." 都是商务信函中表达期待回复的常用、礼貌且专业的标准句型，两者在正式场合都可以使用。 【要点】考查对常见表达期待回复的礼貌句型的识别及其适用性。 3.(判断题) Using the phrase "We look forward to hearing from you soon." at the end of a business letter is considered impolite because it implies the sender is impatient.（ ） 【答案】× 【解析】这种说法是错误的。"We look forward to hearing from you soon." 是商务信函中非常标准和礼貌的结束语，它表达的是一种积极的期待，而非不耐烦。它表明发件人重视对方的回复并希望尽快收到，符合专业沟通的礼仪。 【要点】考查对常用礼貌结束语的理解及其是否会造成负面印象。 1.(判断题) In formal business correspondence, it is appropriate to use phrases like "We are looking forward to having your early reply." to politely urge the recipient to respond promptly.（ ） 【答案】√ 【解析】这种说法是正确的。"We are looking forward to having your early reply." 是一种非常礼貌且专业的表达方式，它明确表达了希望对方早日回复的意愿，但在语气上依然是积极和期待的，而非催促或命令，完全适用于正式的商务沟通。 【要点】考查对特定礼貌句型在正式商务沟通中适用性的判断。 2.(填空题) Please complete the following business letter closing with a polite and professional phrase expressing anticipation for an early reply regarding the price quotation. Thank you for your inquiry. The details are as follows... [Letter body] ... _______. 【答案】We look forward to hearing from you soon regarding the price quotation. 【要点】考查在特定商务场景下，运用礼貌句型结束信函并指明回复内容的能力。 3.(填空题) Choose the most suitable polite closing phrase from the options below to fill in the blank in a business email requesting feedback on a proposal. Dear Mr. Smith, ... [Email body about the proposal] ... We value your opinion and _______. Options: 【答案】await your early reply with keen interest 【要点】考查从给定选项中选择最恰当的礼貌句型来结束商务沟通并表达期待回复。 · 商务信函结尾使用礼貌句型表达期待回复，能体现专业素养。 · 常用表达如 "We look forward to hearing from you soon" 简洁且常用。 · 表达时可结合具体事宜，如 "regarding the illustrated catalogue"，使意图更明确。 原创精品资源学科网独家享有版权，侵权必究！2 学科网（北京）股份有限公司 学科网（北京）股份有限公司 $$