《外贸商函》Project 1 Establishment of Business Relations（1）-理论知识考点训练卷 2026版浙江省外贸类专业考纲百套卷卷 第1卷（原卷版+解析版）

编写说明：2026版浙江省《外贸类考纲百套卷》依据《浙江省高校招生职业技能考试大纲——外贸类理论知识》编写。本套试卷由80份试卷三个部分组成，第一部分是针对考纲的理论知识考点训练卷，共57份；第二部分是理论知识常考题训练卷，每个知识模块6-7份训练卷，两个模块共13份；第三部分是理论知识专业综合训练卷，参考历年来外贸类专业真题试卷和模拟试卷，编写的10份专业综合训练卷。 本试卷是《外贸类考纲百套卷》的第1卷，按知识模块1外贸商函——Project 1 Establishment of Business Relations的范围要求编写。 其要求是： （1）了解外贸商务信函的结构、三种书写格式及基本撰写原则。 （2）理解与外贸交易磋商环节和合同签订相关的英语词汇、短语、套语和句型。 （3）能正确阅读、理解、并结合商务礼仪要求撰写外贸业务各环节的商务信函，能正确拟定进出口合同的主要条款。 2026版浙江省《外贸类考纲百套卷》第1卷 知识模块 1 外贸商函 Project 1 Establishment of Business Relations（1） 理论知识考点训练卷 考试时间60分钟 满分100分 班级 姓名 学号 成绩 一、单项选择题(本大题共10小题，每小题2分，共20分) 在每小题列出的四个备选答案中，只有一个是符合题目要求的。错涂、多涂或未涂均无分。 1.When writing a Letter of Establishing Business Relation, the main purpose is to ( ). A. complain about the quality of goods B. request payment for goods C. seek to start a business cooperation with the recipient D. inform the recipient of the cancellation of an order 2.Which of the following information is NOT usually included in a Letter of Establishing Business Relation?（ ） A. The source of the recipient's information B. The introduction of the sender's company and products C. The detailed terms of a signed contract D. The intention to cooperate 3.In a Letter of Establishing Business Relation, it is appropriate to express the intention to cooperate in a ( ) tone. A. pushy and demanding B. polite and sincere C. casual and indifferent D. arrogant and superior 4.Which of the following is a proper way to start a Letter of Establishing Business Relation?（ ） A. "We are writing to ask you to pay the overdue payment immediately." B. "We learned your company's name and address from the China Import and Export Fair." C. "We regret to inform you that we cannot accept your order." D. "This is to confirm the receipt of your goods." 5.When introducing the sender's company in the letter, the focus should be on ( ). A. the personal hobbies of the company's boss B. the company's history of failures C. the company's strengths, products and services related to the potential cooperation D. the company's internal management rules 6.What is the common way to end a Letter of Establishing Business Relation?（ ） A. Urging the recipient to reply within 24 hours B. Expressing the expectation of receiving a positive reply C. Refusing any further communication D. Complaining about the recipient's slow response 7.Which of the following is NOT a suitable channel to obtain the recipient's information for writing the letter?（ ） A. Trade fairs B. Business directories C. Personal social media accounts of the recipient's employees D. Chamber of Commerce 8.In international trade, a Letter of Establishing Business Relation is usually written to ( ). A. only domestic companies B. only companies in developed countries C. potential business partners at home and abroad D. only companies that have had disputes with the sender before 9.The language style of a Letter of Establishing Business Relation should be ( ). A. informal and colloquial B. formal and professional C. humorous and exaggerated D. vague and ambiguous 10.When mentioning the sender's products in the letter, it is better to ( ). A. only list the product names without any details B. introduce the product features, advantages and application fields relevant to the recipient C. exaggerate the product's functions beyond the actual situation D. keep silent about the product quality 二、词语中译英(本大题共5小题，每小题3分，共15分) 请将下列外贸商函中常用的中文词语译成英文。 1.建立业务关系 ________________________ 2.潜在合作伙伴 ________________________ 3.贸易展会 ________________________ 4.产品优势 ________________________ 5.积极回复 ________________________ 三、词语英译中(本大题共5小题，每小题3分，共15分) 请将下列外贸商函中常用的英文词语译成中文。 1.business directory ________________________ 2.chamber of commerce ________________________ 3.cooperation intention ________________________ 4.product specification ________________________ 5.overdue payment ________________________ 四、句子中译英(本大题共3小题，每小题5分，共15分) 请将下列外贸商函中常用的中文句子译成英文。 1.我们从中国国际贸易促进委员会得知贵公司的名称和地址，并希望与贵公司建立业务关系。 _______________________________________________________________________________ 2.我司主要经营电子产品，产品具有质量可靠、价格合理等优势，相信能满足贵方市场需求。 _______________________________________________________________________________ 3.我公司拥有 15 年以上农产品出口经验，已建立完整的供应链，能够为全球合作伙伴提供稳定且高质量的货物。 _______________________________________________________________________________ 五、句子英译中(本大题共3小题，每小题5分，共15分) 请将下列外贸商备中常用的英文句子译成中文。 1.We are writing to express our interest in establishing business relations with your company and would like to know more about your main products. _______________________________________________________________________________ 2.Our company has been engaged in the import and export of textiles for more than 10 years and has won a good reputation in the international market. _______________________________________________________________________________ 3.We would appreciate it if you could send us your latest product catalog and price list at your earliest convenience. _______________________________________________________________________________ 六、写作(本大题共1小题，20分) 假设你是 Global Tech Export Co.Ltd.（环球科技出口有限公司）的外贸专员，你司专注于消费类电子产品出口，主营产品包括无线蓝牙耳机、智能手表、便携式充电宝及小型家用智能电器等。你从近期举办的 Berlin International Consumer Electronics Show (IFA)（柏林国际消费电子展）上获取了德国 Euro Digital Solutions GmbH（欧洲数字解决方案有限公司）的信息，了解到该公司需进口高品质消费类电子产品。请你据此撰写一封建立业务关系的信函，内容需包含以下要点：​ 1.说明信息来源（柏林国际消费电子展）及获知对方有电子产品进口需求的情况；​ 2.简要介绍你司背景（专注消费类电子产品出口的经验、核心产品类别）；​ 3.突出产品优势（如品质管控、技术创新、符合欧洲市场标准等）；​ 4.表达建立长期业务合作的意愿，并请求对方提供其具体采购需求或最新合作意向；​ 5.告知对方可提供产品样品或进一步技术资料，方便后续沟通。​ Reference words: Berlin International Consumer Electronics Show (IFA), consumer electronics, quality control, European market standards, long-term business cooperation, purchasing needs, product samples, technical documents 学科网（北京）股份有限公司 学科网（北京）股份有限公司 $$ 编写说明：2026版浙江省《外贸类考纲百套卷》依据《浙江省高校招生职业技能考试大纲——外贸类理论知识》编写。本套试卷由80份试卷三个部分组成，第一部分是针对考纲的理论知识考点训练卷，共57份；第二部分是理论知识常考题训练卷，每个知识模块6-7份训练卷，两个模块共13份；第三部分是理论知识专业综合训练卷，参考历年来外贸类专业真题试卷和模拟试卷，编写的10份专业综合训练卷。 本试卷是《外贸类考纲百套卷》的第1卷，按知识模块1外贸商函——Project 1 Establishment of Business Relations的范围要求编写。 其要求是： （1）了解外贸商务信函的结构、三种书写格式及基本撰写原则。 （2）理解与外贸交易磋商环节和合同签订相关的英语词汇、短语、套语和句型。 （3）能正确阅读、理解、并结合商务礼仪要求撰写外贸业务各环节的商务信函，能正确拟定进出口合同的主要条款。 2026版浙江省《外贸类考纲百套卷》第1卷 知识模块 1 外贸商函 Project 1 Establishment of Business Relations（1） 理论知识考点训练卷 考试时间60分钟 满分100分 班级 姓名 学号 成绩 一、单项选择题(本大题共10小题，每小题2分，共20分) 在每小题列出的四个备选答案中，只有一个是符合题目要求的。错涂、多涂或未涂均无分。 1.When writing a Letter of Establishing Business Relation, the main purpose is to ( ). A. complain about the quality of goods B. request payment for goods C. seek to start a business cooperation with the recipient D. inform the recipient of the cancellation of an order 【答案】C 【解析】建立业务关系信函是外贸合作的初始沟通工具，核心目标是开启合作，而非处理后续环节问题。选项 A “投诉货物质量” 属于投诉函目的，与本题无关；选项 B “索要货款” 是催款函或付款通知函的目的，不符合题意；选项 C “寻求与收信方开展业务合作”，精准契合建立业务关系信函的核心意图，为正确答案；选项 D “通知取消订单” 是订单取消函的内容，与本题场景不符。 2.Which of the following information is NOT usually included in a Letter of Establishing Business Relation?（ ） A. The source of the recipient's information B. The introduction of the sender's company and products C. The detailed terms of a signed contract D. The intention to cooperate 【答案】C 【解析】选项 A “收信方信息来源” 是信函开篇必要内容，用于说明获取对方信息的渠道，体现沟通的合理性；选项 B “发信方公司及产品介绍” 是核心内容，用于展示自身实力，吸引潜在合作；选项 C “已签合同的详细条款”，建立业务关系阶段仅为初步意向沟通，合同条款需在后续磋商、签约环节确定，不属于此类信函内容，为正确答案；选项 D “合作意向” 是信函核心诉求，需明确表达以推动后续沟通。 3.In a Letter of Establishing Business Relation, it is appropriate to express the intention to cooperate in a ( ) tone. A. pushy and demanding B. polite and sincere C. casual and indifferent D. arrogant and superior 【答案】B 【解析】选项 A “强硬且要求式” 会给对方压迫感，破坏初始合作氛围；选项 B “礼貌且真诚” 符合商务礼仪，既能体现尊重，又能传递合作诚意，利于建立信任，为正确答案；选项 C “随意且冷漠” 会显得态度不专业，无法展现合作积极性；选项 D “傲慢且优越” 易引发对方反感，直接阻碍合作可能性。 4.Which of the following is a proper way to start a Letter of Establishing Business Relation?（ ） A. "We are writing to ask you to pay the overdue payment immediately." B. "We learned your company's name and address from the China Import and Export Fair." C. "We regret to inform you that we cannot accept your order." D. "This is to confirm the receipt of your goods." 【答案】B 【解析】选项 A “要求立即支付逾期款项” 是催款函开篇，与建立业务关系无关；选项 B “从中国进出口商品交易会得知贵公司名称地址”，明确了信息来源，符合此类信函开篇的常规表述，为正确答案；选项 C “告知无法接受订单” 是订单拒绝函内容，场景不符；选项 D “确认收到货物” 是收货确认函的开篇，与本题无关。 5.When introducing the sender's company in the letter, the focus should be on ( ). A. the personal hobbies of the company's boss B. the company's history of failures C. the company's strengths, products and services related to the potential cooperation D. the company's internal management rules 【答案】C 【解析】选项 A “公司老板个人爱好” 属于私人信息，与商业合作无关，不应在信函中提及；选项 B “公司失败历史” 会削弱对方合作信心，不符合积极展示实力的原则；选项 C“与潜在合作相关的公司优势、产品及服务”，能精准匹配对方需求，凸显合作价值，为正确答案；选项 D “公司内部管理制度” 属于内部运营内容，对外部合作无直接参考意义。 6.What is the common way to end a Letter of Establishing Business Relation?（ ） A. Urging the recipient to reply within 24 hours B. Expressing the expectation of receiving a positive reply C. Refusing any further communication D. Complaining about the recipient's slow response 【答案】B 【解析】选项 A “要求 24 小时内回复” 过于强硬，不符合商务沟通的委婉原则；选项 B “表达期待收到积极回复”，既传递了合作意愿，又体现了对对方的尊重，为正确答案；选项 C “拒绝进一步沟通” 与建立业务关系的初衷完全相悖；选项 D “抱怨对方回复慢”，此时尚未形成沟通互动，不存在 “回复慢” 的前提，且负面情绪不利于合作。 7.Which of the following is NOT a suitable channel to obtain the recipient's information for writing the letter?（ ） A. Trade fairs B. Business directories C. Personal social media accounts of the recipient's employees D. Chamber of Commerce 【答案】C 【解析】选项 A “贸易展会” 是外贸中获取客户信息的核心渠道，如广交会、柏林消费电子展等；选项 B “商业名录” 是整理好的企业信息合集，属于正规商业信息来源；选项 C “收信方员工个人社交媒体账号” 属于私人信息范畴，未经允许获取并使用不恰当，且信息未必与商业需求相关，为正确答案；选项 D “商会” 是官方或半官方的商业组织，会提供会员企业的公开信息，属于正规渠道。 8.In international trade, a Letter of Establishing Business Relation is usually written to ( ). A. only domestic companies B. only companies in developed countries C. potential business partners at home and abroad D. only companies that have had disputes with the sender before 【答案】C 【解析】选项 A “仅国内公司”，国际贸易包含跨境合作，此类信函也可发送给国外潜在伙伴，范围过窄；选项 B “仅发达国家公司”，合作不受国家发展水平限制，只要有合作需求即可，范围过窄；选项 C “国内外潜在合作伙伴”，符合国际贸易的合作逻辑，无论是国内还是国外，只要存在合作可能性，均可发送，为正确答案；选项 D “仅与发信方有过纠纷的公司”，有纠纷的公司通常不是潜在合作对象，与信函目的不符。 9.The language style of a Letter of Establishing Business Relation should be ( ). A. informal and colloquial B. formal and professional C. humorous and exaggerated D. vague and ambiguous 【答案】B 【解析】选项 A “非正式且口语化”，外贸商函需体现专业性，口语化表达会降低公司专业形象；选项 B “正式且专业”，能展现公司的严谨态度与专业能力，符合商务沟通规范，为正确答案；选项 C “幽默且夸张”，幽默易造成理解偏差，夸张可能误导对方，不符合商函的准确性原则；选项 D “模糊且不明确”，会导致对方无法清晰了解合作意图与公司实力，阻碍沟通推进。 10.When mentioning the sender's products in the letter, it is better to ( ). A. only list the product names without any details B. introduce the product features, advantages and application fields relevant to the recipient C. exaggerate the product's functions beyond the actual situation D. keep silent about the product quality 【答案】B 【解析】选项 A “仅列产品名无细节”，无法让对方了解产品优势，无法吸引合作兴趣；选项 B“介绍与收信方相关的产品特点、优势及应用领域”，能精准对接对方需求，凸显产品对其的价值，为正确答案；选项 C “夸大产品功能” 违反商函的诚信原则，后续可能引发纠纷，损害公司信誉；选项 D “不提及产品质量”，质量是合作的核心考量因素之一，回避会让对方产生疑虑，不利于合作推进。 二、词语中译英(本大题共5小题，每小题3分，共15分) 请将下列外贸商函中常用的中文词语译成英文。 1.建立业务关系 ________________________ 【答案】establish business relations 2.潜在合作伙伴 ________________________ 【答案】potential business partner 3.贸易展会 ________________________ 【答案】trade fair 4.产品优势 ________________________ 【答案】product advantage 5.积极回复 ________________________ 【答案】positive reply 三、词语英译中(本大题共5小题，每小题3分，共15分) 请将下列外贸商函中常用的英文词语译成中文。 1.business directory ________________________ 【答案】商业名录 2.chamber of commerce ________________________ 【答案】商会 3.cooperation intention ________________________ 【答案】合作意向 4.product specification ________________________ 【答案】产品规格 5.overdue payment ________________________ 【答案】逾期付款 四、句子中译英(本大题共3小题，每小题5分，共15分) 请将下列外贸商函中常用的中文句子译成英文。 1.我们从中国国际贸易促进委员会得知贵公司的名称和地址，并希望与贵公司建立业务关系。 _______________________________________________________________________________ 【答案】We learned your company's name and address from the China Council for the Promotion of International Trade and hope to establish business relations with your company. 2.我司主要经营电子产品，产品具有质量可靠、价格合理等优势，相信能满足贵方市场需求。 _______________________________________________________________________________ 【答案】Our company mainly deals in electronic products, which have the advantages of reliable quality and reasonable price. We believe they can meet the needs of your market. 3.我公司拥有 15 年以上农产品出口经验，已建立完整的供应链，能够为全球合作伙伴提供稳定且高质量的货物。 _______________________________________________________________________________ 【答案】With over 15 years of experience in the export of agricultural products, our company has established a complete supply chain and can provide stable and high-quality goods to global partners. 五、句子英译中(本大题共3小题，每小题5分，共15分) 请将下列外贸商备中常用的英文句子译成中文。 1.We are writing to express our interest in establishing business relations with your company and would like to know more about your main products. _______________________________________________________________________________ 【答案】我们写此信是为了表达与贵公司建立业务关系的兴趣，并希望了解更多关于贵公司主要产品的信息。 2.Our company has been engaged in the import and export of textiles for more than 10 years and has won a good reputation in the international market. _______________________________________________________________________________ 【答案】我公司从事纺织品进出口业务已逾 10 年，在国际市场上赢得了良好的声誉。 3.We would appreciate it if you could send us your latest product catalog and price list at your earliest convenience. _______________________________________________________________________________ 【答案】如能方便，请尽早寄来贵公司最新的产品目录和价格表，我们将不胜感激。 六、写作(本大题共1小题，20分) 假设你是 Global Tech Export Co.Ltd.（环球科技出口有限公司）的外贸专员，你司专注于消费类电子产品出口，主营产品包括无线蓝牙耳机、智能手表、便携式充电宝及小型家用智能电器等。你从近期举办的 Berlin International Consumer Electronics Show (IFA)（柏林国际消费电子展）上获取了德国 Euro Digital Solutions GmbH（欧洲数字解决方案有限公司）的信息，了解到该公司需进口高品质消费类电子产品。请你据此撰写一封建立业务关系的信函，内容需包含以下要点：​ 1.说明信息来源（柏林国际消费电子展）及获知对方有电子产品进口需求的情况；​ 2.简要介绍你司背景（专注消费类电子产品出口的经验、核心产品类别）；​ 3.突出产品优势（如品质管控、技术创新、符合欧洲市场标准等）；​ 4.表达建立长期业务合作的意愿，并请求对方提供其具体采购需求或最新合作意向；​ 5.告知对方可提供产品样品或进一步技术资料，方便后续沟通。​ Reference words: Berlin International Consumer Electronics Show (IFA), consumer electronics, quality control, European market standards, long-term business cooperation, purchasing needs, product samples, technical documents 【答案仅供参考】 Dear Sir/Madam,​ We hope this letter finds you well. We are writing to express our sincere intention to establish business relations with your esteemed company, Euro Digital Solutions GmbH. We had the pleasure of learning about your company at the recently held Berlin International Consumer Electronics Show (IFA) and were informed that your company is in need of importing high-quality consumer electronics—a field that aligns perfectly with our business scope.​ As a professional exporter specializing in consumer electronics for over 8 years, Global Tech Export Co., Ltd. has built a solid reputation in the international market. Our core product range covers wireless Bluetooth headsets, smart watches, portable power banks, and small household smart appliances. All our products undergo strict quality control procedures, from raw material selection to final product inspection, ensuring that each item meets the highest industry standards. Moreover, our R&D team focuses on continuous technical innovation, enabling our products to keep up with the latest market trends and meet the specific needs of different regions. Notably, all our products comply with European market standards (such as CE and RoHS certifications), which we believe will facilitate your market entry and sales in Europe.​ We highly value the potential cooperation with your company and are eager to build a stable long-term business cooperation based on mutual benefit. To better meet your requirements, we would greatly appreciate it if you could share your specific purchasing needs or latest cooperation intentions (such as target product categories, order quantities, or delivery timelines). Additionally, we are ready to provide product samples and detailed technical documents upon your request—this will allow you to have a first-hand understanding of our product quality and technical features.​ We look forward to your positive reply and the opportunity to discuss further cooperation details with you. Should you have any questions or need additional information, please do not hesitate to contact us.​ Sincerely yours,​ Li Ming​ Foreign Trade Specialist​ Global Tech Export Co.Ltd. 学科网（北京）股份有限公司 学科网（北京）股份有限公司 $$