《外贸商函》修改支付条款（举一反三考点练）-讲义

举一反三考点练 《外贸商函》修改支付条款-讲义 1.掌握修改付款条款的常用表达与理由陈述； 2.掌握表达同意或做出让步的礼貌商务用语； 3.掌握付款方式与市场、风险因素的关联性； 知识点一 修改付款条款的常用表达与理由陈述 在商务信函中请求修改付款条款时，会使用明确的目的性动词，如 “amend” (修改) 或 “modify”。同时，需要陈述提出修改请求的原因，常用 “in consideration of…” (考虑到…) 引导原因状语，或直接说明具体原因，例如 “due to the fluctuation in the world monetary market” (由于世界金融市场的波动) 或 “the rise in foreign exchange rate” (外汇汇率的上涨)。掌握这些表达有助于清晰、有理有据地提出修改要求。 (单项选择题) When requesting a change to the payment terms in a business letter, which verb is commonly used to express the action of making an adjustment? ( ) A. Confirm B. Amend C. Acknowledge D. Expedite 【答案】B 【解析】在商务信函中请求修改付款条款时，常用明确的目的性动词，如 "amend" (修改) 或 "modify"。选项B "amend" 正是表达“修改”这一动作的常用词汇。 【要点】考查在商务信函中表达“修改”付款条款这一动作的常用词汇。 1.(单项选择题) In a business letter requesting a modification of payment terms, which phrase is typically used to introduce the reason for the request? ( ) A. As per your request B. In consideration of the circumstances C. We confirm receipt of your payment D. Please proceed with the shipment 【答案】B 【解析】需要陈述提出修改请求的原因，常用 "in consideration of…" (考虑到…) 引导原因状语。选项B "In consideration of the circumstances" 符合这一用法，表示“考虑到具体情况”。 【要点】考查在商务信函中陈述修改请求原因的常用引导短语。 2.(单项选择题) Which of the following reasons is a plausible justification for requesting a change in payment terms, as mentioned in the provided knowledge? ( ) A. The buyer's dissatisfaction with the product quality. B. Due to the fluctuation in the world monetary market. C. The seller's desire to close the deal faster. D. The buyer's change of address. 【答案】B 【要点】考查对提出修改付款条款请求的常见、合理理由的理解。 3.(判断题) It is considered inappropriate to state the specific reasons for requesting a modification of payment terms in a business letter. ( ) 【答案】× 【解析】提出修改请求时，清晰、有理有据地陈述原因是非常重要的，这有助于对方理解并考虑请求。因此，不说明具体原因是不恰当的。 【要点】考查对在请求修改付款条款时是否需要陈述理由的理解。 1.(判断题) The verbs "amend" and "modify" can be used interchangeably when asking to change payment terms in a business context. ( ) 【答案】√ 【解析】在请求修改付款条款时，会使用明确的目的性动词，如 “amend” (修改) 或 “modify”。这两个词在表示“修改”条款的意义上可以互换使用。 【要点】考查对 "amend" 和 "modify" 在修改付款条款语境下可互换性的理解。 2.(填空题) Please fill in the blank with the most appropriate phrase to introduce the reason for requesting a change in payment terms: "We would like to ______ the payment terms ______ the recent increase in banking fees." ( ) 【答案】amend / in consideration of 【解析】请求修改时常用 "amend" 或 "modify" 表示动作，常用 "in consideration of…" 引导原因。此处应填入 "amend" 作为动词，"in consideration of" 作为引导原因的短语。 【要点】考查结合动作动词和原因引导短语完成句子的能力。 3.(填空题) Complete the sentence with a common reason for modifying payment terms as suggested in the text: "Due to ______, we are requesting a more flexible payment schedule." ( ) 【答案】the rise in foreign exchange rate (或 the fluctuation in the world monetary market) 【要点】考查对文中提到的具体修改付款条款理由的记忆和应用。 · 请求修改付款条款时，应使用“amend”或“modify”等明确表达修改意图的动词。 · 陈述修改原因时，常用“In consideration of…”引导原因状语，使请求更具说服力。 · 也可以直接说明具体原因，如提及世界金融市场波动或外汇汇率上涨等客观因素。 · 掌握这些表达方式有助于在商务信函中清晰、有理有据地提出付款条款的修改要求。 知识点二 表达同意或做出让步的礼貌商务用语 当一方同意或接受另一方的付款条款修改请求时，尤其是在需要做出让步的情况下，会使用特定的礼貌表达。常用句型包括 “We agree to your request and accept payment by…”，“To meet each other half way, how would you say to…?” (为了各让一步，你看…怎么样?)，“Your proposal has been considered and we agree to…”，“We will make an exception for you and accept payment by…”。这些表达既表明了同意的态度，又体现了对对方立场和长期合作关系的尊重。 (单项选择题) When a company agrees to modify its payment terms, which phrase politely conveys acceptance while acknowledging a compromise?（ ） A. We insist on our original terms. B. To meet each other half way, how would you say to accept payment by installment? C. Your request is unreasonable. D. We will not consider any changes. 【答案】B 【解析】选项B “为了各让一步，你看…怎么样?” (To meet each other half way, how would you say to…?) 是典型的表示做出让步并寻求双方都能接受的解决方案的礼貌表达。它既表明了愿意调整，也暗示了这是双方共同努力的结果。 【要点】考查表达同意并做出让步的礼貌商务用语。 1.(单项选择题) Which of the following sentences best demonstrates polite agreement to a change in payment terms, especially when it involves a concession?（ ） A. We cannot accept your proposal. B. Your proposal has been considered and we agree to payment by bank transfer. C. We will think about your request later. D. You should follow our standard payment method. 【答案】B 【解析】选项B “Your proposal has been considered and we agree to…” 表明已经认真考虑了对方的提议并同意接受新的付款方式。这种表达方式礼貌且专业，常用于表示同意，尤其是在可能涉及让步的情况下。 【要点】考查表达同意对方提议的礼貌商务用语。 2.(单项选择题) In a business context, when a company decides to accept a different payment method as an exception, which phrase is most appropriate to convey this decision politely?（ ） A. We demand you pay immediately. B. We will make an exception for you and accept payment by credit card. C. You must follow our usual rules. D. This is not how we normally operate. 【答案】B 【解析】选项B “We will make an exception for you and accept payment by…” 直接表明了这是一次例外处理，并接受了对方提出的付款方式。这种表达既说明了同意，也体现了对对方特殊情况的考虑，非常礼貌。 【要点】考查表达同意并作为例外处理的礼貌商务用语。 3.(判断题) Using the phrase "We agree to your request and accept payment by..." is generally considered impolite in a business negotiation, especially when making concessions.（ ） 【答案】× 【解析】“We agree to your request and accept payment by…” 是表达同意的常用礼貌商务用语。它清晰地传达了接受对方请求的信息，本身并不带有不礼貌的意味，尤其是在商务谈判中，清晰表达同意是必要的。 【要点】考查对常用同意表达礼貌性的理解。 1.(判断题) The phrase "To meet each other half way..." implies that both parties have made some concessions to reach an agreement.（ ） 【答案】√ 【解析】“为了各让一步…” (To meet each other half way...) 这个短语的核心含义就是双方都做出一定的让步，以寻求一个双方都能接受的中间解决方案。因此，它确实暗示了双方都做出了妥协。 【要点】考查对“各让一步”这一表达含义的理解。 2.(填空题) Please fill in the blank with the most appropriate polite business phrase: "After careful consideration, __________ payment by installment." (在仔细考虑后，我们同意接受分期付款。) 【答案】we agree to accept 【解析】“We agree to...” 是表达同意的常用句型。结合句意，填入 “we agree to accept” 最符合语境，既表达了同意，又体现了礼貌。 【要点】考查在特定语境下选择表达同意的礼貌用语。 3.(填空题) Please fill in the blank with the most appropriate polite business phrase: "__________ payment by credit card for this special order." (我们破例接受您用信用卡支付这笔特殊订单的款项。) 【答案】We will make an exception and accept 【解析】“We will make an exception for you and accept...” 是表达同意作为例外处理的礼貌用语。结合句意，填入 “We will make an exception and accept” 最贴切，表明了这是一次例外情况下的接受。 【要点】考查在特定语境下选择表达同意并作为例外处理的礼貌用语。 · 在商务沟通中，使用“We agree to your request...”等句型能清晰且礼貌地表达同意对方的请求。 · “To meet each other half way...”这类表达常用于表示做出让步，以寻求双方都能接受的折中方案。 · 通过“Your proposal has been considered...”这样的措辞，既表明已认真评估，又委婉地传达了同意的结果，显得更为周全。 · “We will make an exception for you...”则特别适用于同意作为例外处理的情况，体现了对特定情况的灵活性和对客户的尊重。 知识点三 付款方式与市场、风险因素的关联性 付款方式的选择往往与市场状况、交易风险和合作关系紧密相关。例如，在 “a prospective market” (有潜力的市场) 或为了促进 “regular sales” (定期销售)，一方可能会更愿意接受对方提出的付款方式（如从L/C改为T/T）。 同时，外部因素如 “the world monetary market” (世界金融市场) 的波动和 “foreign exchange rate” (外汇汇率) 的变化也会影响对付款方式的选择和修改请求。理解这些关联有助于更全面地评估和协商付款条款。 (单项选择题) When entering a "prospective market", a seller might be more willing to accept the buyer's preferred payment method, such as changing from L/C to T/T, primarily to achieve which goal? （ ） A. Reducing the risk of currency fluctuation. B. Enhancing the buyer's creditworthiness. C. Facilitating the establishment of regular sales. D. Simplifying the payment process for the seller. 【答案】C 【解析】进入有潜力的市场时，为了促进业务发展并建立长期、稳定的合作关系（即实现定期销售），卖方可能更愿意在付款方式上做出让步，以达成交易并培养客户。 【要点】考查付款方式选择与开拓新市场、促进定期销售之间的关联。 1.(单项选择题) Which external factor is most likely to prompt a company to request a change in payment terms, such as from T/T to L/C, to mitigate financial risk? （ ） A. Stable and predictable domestic economic growth. B. Significant fluctuations in the world monetary market. C. The implementation of new local tax regulations. D. Improved transportation and logistics efficiency. 【答案】B 【解析】世界金融市场的波动（如经济不稳定、信贷紧缩等）会增加交易风险，尤其是在涉及国际交易时。为了降低这种风险，公司可能会倾向于选择更安全的付款方式，如信用证（L/C），即使这意味着流程更复杂或成本更高。 【要点】考查外部金融市场波动对付款方式选择的影响。 2.(单项选择题) In a long-term business relationship where trust and cooperation are well-established, which payment method is often more readily accepted by both parties compared to a strict Letter of Credit? （ ） A. Cash in advance. B. Open account (O/A). C. Unconfirmed Letter of Credit. D. Sight Draft after sight. 【答案】B 【解析】在合作关系稳固、相互信任的情况下，双方可能更倾向于采用对交易流程干扰较小的付款方式，如赊销（Open account），即使它对卖方风险较高。这体现了合作关系对付款方式选择的影响。 【要点】考查合作关系与信任程度对付款方式选择的影响。 3.(判断题) Changes in foreign exchange rates have little impact on the negotiation of payment methods between international trading partners. （ ） 【答案】× 【解析】外汇汇率的变动直接影响交易双方的实际收入和成本，是重要的风险因素。因此，汇率预期的不稳定会显著影响对付款方式（如是否要求预付款、使用哪种货币结算等）的谈判。 【要点】考查外汇汇率变化对国际交易中付款方式谈判的影响。 1.(判断题) A seller is generally more inclined to insist on a Letter of Credit (L/C) payment method when dealing with a first-time buyer, even in a prospective market, to protect against potential default. （ ） 【答案】√ 【解析】对于首次合作的买方，卖方对其信用状况和履约能力缺乏了解，交易风险相对较高。为了保障自身权益，防止买方违约，卖方通常会坚持使用风险较低的付款方式，如信用证（L/C）。 【要点】考查交易风险（特别是针对新客户）与付款方式选择之间的关系。 2.(填空题) To encourage regular sales and build customer loyalty, a company might adopt a more flexible payment policy, such as accepting ________ instead of strictly requiring a Letter of Credit for repeat orders from trusted clients. 【答案】Telegraphic Transfer (T/T) / Open Account (O/A) 【解析】为了促进定期销售和培养客户忠诚度，公司会对信誉良好的老客户采取更灵活的付款政策。电汇（T/T）或赊销（O/A）是比信用证（L/C）更便捷、对客户更友好的方式，常被用于此类情况。 【要点】考查促进定期销售与付款方式灵活性之间的关系，以及具体付款方式的例子。 3.(填空题) Significant volatility in ________ can increase the financial uncertainty for both buyers and sellers, potentially leading to requests for modifications in payment terms to hedge against exchange rate losses. 【答案】foreign exchange rates / the world monetary market 【解析】外汇汇率的剧烈波动或世界金融市场的动荡会增加交易双方的经济不确定性，使双方都希望调整付款条款（如使用更稳定的货币、要求预付款或采用锁汇等措施）以规避汇率风险。 【要点】考查外部风险因素（具体为汇率或金融市场波动）与付款条款修改请求之间的关联。 · 付款方式的选择会根据市场是潜力的还是成熟的而有所调整，以适应不同的商业目标。 · 为了促进定期销售和维持良好合作关系，交易方可能更愿意接受对方偏好的、更便捷的付款方式。 · 外部经济环境，如全球金融市场波动和汇率变化，是影响付款方式选择和调整请求的重要风险因素。 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 $$