《外贸商函》回复收到的还盘信函（举一反三考点练）-课后自测（卷1）

举一反三考点练 《外贸商函》回复收到的还盘信函-课后自测 知识点一 回复还盘时承认对方观点并引出己方理由的句式 1. (单项选择题)In a reply to a counter-offer, which sentence structure best demonstrates acknowledging the other party's view before presenting your own counter-argument?（ ） A. We firmly reject your proposal and insist on our original terms. B. We do understand your concern regarding the price, however, we must emphasize the superior durability of our product. C. Your point is invalid as the market conditions have changed. D. Please reconsider your offer as it is not acceptable to us. 2. (单项选择题)Which of the following phrases is NOT typically used to acknowledge the other party's point in the context described?（ ） A. We take your point. B. We do agree with you on that. C. We appreciate your perspective. D. You are absolutely right, let's drop the price immediately. 3. (单项选择题)What is the primary function of the word "however" in the sentence structure "We take your point, however, we believe..."?（ ） A. To show strong agreement with the other party. B. To introduce a direct contradiction without any concession. C. To signal a shift in focus and introduce a contrasting or supplementary reason. D. To soften the refusal and avoid any mention of counter-arguments. 4. (判断题)The phrase "We do agree with you, but..." is an effective way to start a response to a counter-offer because it immediately establishes common ground and sets a cooperative tone.（ ） 5. (判断题)Using the phrase "but we hope to remind you of..." after acknowledging the other party's point is generally considered ineffective because it sounds condescending.（ ） 6. (判断题)In the example sentence "We do agree that your market is competitive, but we hope to remind you of the difference in quality and workmanship," the word "do" serves no grammatical purpose and can be omitted without changing the meaning.（ ） 7. (单项选择题)Choose the best response to a customer's comment that your product price is too high, using the acknowledged structure:（ ） Customer: "Your price is quite high compared to competitors." You should reply: A. "Yes, it is. We need to lower it to match theirs." B. "We do see that it's higher, but we hope to remind you of the extensive warranty and superior after-sales service we provide." C. "Our costs are justified. You should accept the price as it is." D. "That's not true. Our price is very competitive." 知识点二 表达做出让步或调整条件的常用表达 1. (单项选择题)When a seller agrees to change the delivery date slightly, which phrase is most appropriate to express this flexibility?（ ） A. We are strictly adhering to the original schedule. B. We are prepared to accommodate you in this respect. C. We regret that we cannot make any changes. D. Your request is beyond our capabilities. 2. (单项选择题)Which of the following sentences best illustrates the phrase "make a reduction of... in the price"?（ ） A. We are willing to extend the payment deadline. B. Due to bulk purchase, we can make a reduction of 10% in the price. C. We need to discuss the quality specifications further. D. We appreciate your prompt reply. 3. (单项选择题)In the sentence "We will make a concession on the shipping cost to maintain our business," what does "make a concession" imply?（ ） A. We will increase the shipping cost. B. We will refuse to discuss the shipping cost. C. We will agree to lower or change the shipping cost. D. We will ask for a higher shipping cost. 4. (单项选择题)Choose the phrase that suggests the seller is willing to adjust terms but maintains some control.（ ） A. We demand full compliance with our terms. B. We are prepared to meet your requirements. C. We will only ship after full payment is received. D. We cannot possibly grant your request. 5. (判断题)The phrase "accommodate you in this respect" is typically used when a seller agrees to change something requested by the buyer.（ ） 6. (判断题)Using the phrase "make a concession" in a negotiation always indicates that the speaker has given up a significant advantage.（ ） 7. (判断题)The phrase "be prepared to do sth." can express a willingness to make changes or adjustments in a business context.（ ） 知识点三 解释无法满足要求或提出附加条件的理由 1. (单项选择题) When a seller cannot accept a buyer's counter-offer completely, which of the following reasons is LEAST likely to be used?（ ） A. Our customary practice does not allow for such terms. B. We are fully committed with existing orders. C. The buyer has a good credit history. D. The market for this product is currently declining. 2. (单项选择题) Which phrase best conveys the idea of reminding the buyer of an important detail regarding the payment terms?（ ） A. We trust you will understand our situation. B. Prompt payment is essential for this order. C. We are fully committed at present. D. We look forward to your early reply. 3. (单项选择题) Choose the phrase that best indicates the seller's current operational status when they cannot fulfill an order sooner.（ ） A. In fact, worldwide demand is high. B. We remind you of the agreed delivery date. C. We are fully committed and cannot ship before August. D. At your earliest convenience, please confirm the order. 4. (单项选择题) The phrase "customary practice" is used by a seller to explain that:（ ） A. They are too busy to deal with the counter-offer now. B. The market price has dropped significantly. C. Their standard business procedures do not include the terms proposed by the buyer. D. They need more time to investigate the buyer's creditworthiness. 5. (单项选择题) Select the phrase that suggests an external factor affecting the seller's ability to meet the buyer's request.（ ） A. We are fully committed with other projects. B. In fact, worldwide supply chains are disrupted. C. We remind you that prompt payment is required. D. At your earliest convenience, please resubmit the order. 6. (判断题) A seller can use the reason "declining market" to justify not accepting a buyer's lower price counter-offer.（ ） 7. (判断题) Reminding a buyer of the importance of prompt payment is an inappropriate way to explain why a counter-offer cannot be fully accepted.（ ） 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 $$ 举一反三考点练 《外贸商函》回复收到的还盘信函-课后自测 知识点一 回复还盘时承认对方观点并引出己方理由的句式 1. (单项选择题)In a reply to a counter-offer, which sentence structure best demonstrates acknowledging the other party's view before presenting your own counter-argument?（ ） A. We firmly reject your proposal and insist on our original terms. B. We do understand your concern regarding the price, however, we must emphasize the superior durability of our product. C. Your point is invalid as the market conditions have changed. D. Please reconsider your offer as it is not acceptable to us. 【答案】B 【解析】选项B使用了 "We do understand your concern..." 来承认对方的观点，然后用 "however" 进行转折，引出己方的理由（产品更耐用），这完全符合题目中描述的句式结构。其他选项要么没有承认对方观点，要么直接拒绝。 2. (单项选择题)Which of the following phrases is NOT typically used to acknowledge the other party's point in the context described?（ ） A. We take your point. B. We do agree with you on that. C. We appreciate your perspective. D. You are absolutely right, let's drop the price immediately. 【答案】D 【解析】选项A、B、C都是用来表示理解或部分同意对方观点的常用语。选项D虽然承认了对方观点，但直接同意降价，没有体现“承认观点后引出己方理由”的策略性沟通，且语气过于绝对，不符合通常的商务沟通技巧。 3. (单项选择题)What is the primary function of the word "however" in the sentence structure "We take your point, however, we believe..."?（ ） A. To show strong agreement with the other party. B. To introduce a direct contradiction without any concession. C. To signal a shift in focus and introduce a contrasting or supplementary reason. D. To soften the refusal and avoid any mention of counter-arguments. 【答案】C 【解析】"However" 在这里起到转折的作用，表明虽然承认了对方的观点，但接下来要提出不同的看法或补充的理由，这是这种句式结构的核心功能。 4. (判断题)The phrase "We do agree with you, but..." is an effective way to start a response to a counter-offer because it immediately establishes common ground and sets a cooperative tone.（ ） 【答案】√ 【解析】这种句式通过先承认对方观点，确实能够建立共同点，缓和气氛，为接下来的沟通打下合作的基础，是商务沟通中常用的技巧。 5. (判断题)Using the phrase "but we hope to remind you of..." after acknowledging the other party's point is generally considered ineffective because it sounds condescending.（ ） 【答案】× 【解析】"But we hope to remind you of..." 是一种相对礼貌且常用的方式，用来在承认对方观点后，温和地引导对方注意己方的优势或事实。虽然措辞需要把握，但通常不被认为是傲慢的，反而是一种提醒和强调。 6. (判断题)In the example sentence "We do agree that your market is competitive, but we hope to remind you of the difference in quality and workmanship," the word "do" serves no grammatical purpose and can be omitted without changing the meaning.（ ） 【答案】× 【解析】这里的 "do" 是一个强调助动词，用来加强 "agree" 的语气，表示“我们确实认同”，比直接说 "We agree..." 语气更肯定，更能体现对对方观点的理解和尊重。省略后语气会减弱。 7. (单项选择题)Choose the best response to a customer's comment that your product price is too high, using the acknowledged structure:（ ） Customer: "Your price is quite high compared to competitors." You should reply: A. "Yes, it is. We need to lower it to match theirs." B. "We do see that it's higher, but we hope to remind you of the extensive warranty and superior after-sales service we provide." C. "Our costs are justified. You should accept the price as it is." D. "That's not true. Our price is very competitive." 【答案】B 【解析】选项B先承认价格确实较高 ("We do see that it's higher")，然后用 "but" 转折，引出己方的优势（保修和售后服务），完全符合题目要求的句式和沟通策略。其他选项要么直接同意降价，要么态度强硬或直接否定。 知识点二 表达做出让步或调整条件的常用表达 1. (单项选择题)When a seller agrees to change the delivery date slightly, which phrase is most appropriate to express this flexibility?（ ） A. We are strictly adhering to the original schedule. B. We are prepared to accommodate you in this respect. C. We regret that we cannot make any changes. D. Your request is beyond our capabilities. 【答案】B 【解析】选项B “We are prepared to accommodate you in this respect.”（我们准备在这方面迁就你方。）准确地表达了同意做出调整（让步）的意思，符合“accommodate sb. in this respect”的用法。其他选项要么表示坚持原计划，要么表示拒绝。 2. (单项选择题)Which of the following sentences best illustrates the phrase "make a reduction of... in the price"?（ ） A. We are willing to extend the payment deadline. B. Due to bulk purchase, we can make a reduction of 10% in the price. C. We need to discuss the quality specifications further. D. We appreciate your prompt reply. 【答案】B 【解析】选项B “Due to bulk purchase, we can make a reduction of 10% in the price.”（由于批量购买，我们可以降价10%。）直接使用了“make a reduction of... in the price”的结构，表示在价格上做出具体的减少。其他选项涉及的是付款期限、规格讨论和感谢，不相关。 3. (单项选择题)In the sentence "We will make a concession on the shipping cost to maintain our business," what does "make a concession" imply?（ ） A. We will increase the shipping cost. B. We will refuse to discuss the shipping cost. C. We will agree to lower or change the shipping cost. D. We will ask for a higher shipping cost. 【答案】C 【解析】“make a concession”意为“做出让步”，通常指在某个方面同意对方的要求或做出有利于对方的调整。在此句中，指同意在运费方面做出调整（如降低），以维持业务关系。选项C准确解释了这一点。 4. (单项选择题)Choose the phrase that suggests the seller is willing to adjust terms but maintains some control.（ ） A. We demand full compliance with our terms. B. We are prepared to meet your requirements. C. We will only ship after full payment is received. D. We cannot possibly grant your request. 【答案】B 【解析】选项B “We are prepared to meet your requirements.”（我们准备满足你方的要求。）表明了愿意调整（满足要求），但“prepared to”也暗示了这是一种审慎的决定，而非完全被动接受，保留了做出决定的主动性，体现了灵活性但未完全放弃立场。选项A和D是强硬的拒绝，选项C是坚持特定条款。 5. (判断题)The phrase "accommodate you in this respect" is typically used when a seller agrees to change something requested by the buyer.（ ） 【答案】√ 【解析】“accommodate sb. in this respect”意为“在这方面迁就某人”，确实常用于表示一方（通常是卖方）同意在某个具体方面（如价格、付款方式、交货期等）满足另一方的请求或做出调整，这正是做出让步的一种表现。 6. (判断题)Using the phrase "make a concession" in a negotiation always indicates that the speaker has given up a significant advantage.（ ） 【答案】× 【解析】虽然“make a concession”意味着让步，但不一定总是“重要”的或“优势”的。它可以是小的调整，如例句中的降价5%，目的是维持关系或达成交易。将其绝对化为总是放弃重要优势是不准确的。 7. (判断题)The phrase "be prepared to do sth." can express a willingness to make changes or adjustments in a business context.（ ） 【答案】√ 【解析】“be prepared to do sth.”意为“准备做某事”，在商业谈判中，当用于可能涉及让步或调整的语境时（如“be prepared to reduce the price”或“be prepared to extend the deadline”），它确实表达了愿意做出改变或调整的意愿。 知识点三 解释无法满足要求或提出附加条件的理由 1. (单项选择题) When a seller cannot accept a buyer's counter-offer completely, which of the following reasons is LEAST likely to be used?（ ） A. Our customary practice does not allow for such terms. B. We are fully committed with existing orders. C. The buyer has a good credit history. D. The market for this product is currently declining. 【答案】C 【解析】选项A、B、D都是卖方可能提出的拒绝还盘的理由，分别涉及商业惯例、运营状况和市场环境。而选项C描述的是买方的良好信用记录，这通常是卖方愿意接受订单或放宽条件的理由，而不是拒绝的理由。 2. (单项选择题) Which phrase best conveys the idea of reminding the buyer of an important detail regarding the payment terms?（ ） A. We trust you will understand our situation. B. Prompt payment is essential for this order. C. We are fully committed at present. D. We look forward to your early reply. 【答案】B 【解析】选项B明确指出了“及时付款对本订单至关重要”，这是在提醒对方注意付款这一重要细节。其他选项分别表达了请求理解、说明运营状况和期待回复，不符合题意。 3. (单项选择题) Choose the phrase that best indicates the seller's current operational status when they cannot fulfill an order sooner.（ ） A. In fact, worldwide demand is high. B. We remind you of the agreed delivery date. C. We are fully committed and cannot ship before August. D. At your earliest convenience, please confirm the order. 【答案】C 【解析】选项C直接说明了“我们目前承约已满，无法在8月前装运”，清晰地表达了卖方因运营状况（订单已满）而无法提前发货。其他选项分别涉及市场情况、提醒对方注意细节和请求对方尽快确认订单。 4. (单项选择题) The phrase "customary practice" is used by a seller to explain that:（ ） A. They are too busy to deal with the counter-offer now. B. The market price has dropped significantly. C. Their standard business procedures do not include the terms proposed by the buyer. D. They need more time to investigate the buyer's creditworthiness. 【答案】C 【解析】“customary practice”指的是“商业惯例”或“标准做法”，卖方使用这个词是为了说明买方提出的条件不符合他们一贯的业务流程或规定。 5. (单项选择题) Select the phrase that suggests an external factor affecting the seller's ability to meet the buyer's request.（ ） A. We are fully committed with other projects. B. In fact, worldwide supply chains are disrupted. C. We remind you that prompt payment is required. D. At your earliest convenience, please resubmit the order. 【答案】B 【解析】选项B提到了“事实上，全球供应链受到干扰”，这是一个外部市场环境因素，解释了为什么卖方可能难以满足买方的要求。其他选项分别涉及内部运营状况、付款提醒和请求对方重新提交订单。 6. (判断题) A seller can use the reason "declining market" to justify not accepting a buyer's lower price counter-offer.（ ） 【答案】√ 【解析】“declining market”（市场下滑）是一个合理的理由。如果市场正在下滑，卖方可能认为即使接受较低的还价，也可能无法弥补成本或维持利润，因此可以以此为由拒绝接受更低的价格。 7. (判断题) Reminding a buyer of the importance of prompt payment is an inappropriate way to explain why a counter-offer cannot be fully accepted.（ ） 【答案】× 【解析】提醒买方注意及时付款的重要性（prompt payment）是完全可以接受的解释方式之一。这强调了特定条件（如付款条件）的必要性，是争取对方理解的一种策略。 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 $$