《外贸商函》Project 9 Claims and Settlement（2）-理论知识考点训练卷 2026版浙江省外贸类专业考纲百套卷 第22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22卷，按知识模块1外贸商函——Project 9 Claims and Settlement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22卷 知识模块 1 外贸商函 Project 9 Claims and Settlement（2） 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.The main purpose of settling claims in foreign trade is to ( ). A. Avoid all future cooperation with the claimant B. Resolve disputes caused by breach of contract (e.g., defective goods) fairly to maintain business relationships C. Force the claimant to accept unreasonable solutions D. Ignore the claimant’s loss and delay the process indefinitely 【答案】B 【解析】处理索赔的核心目的是公平解决因违约（如货物缺陷）引发的纠纷，在弥补受损方损失的同时，尽可能维护双方业务关系，为后续合作留有余地。A“避免未来合作”、C“强制接受不合理方案”、D“忽视损失拖延”均违背处理索赔的初衷，故B正确。 2.Which of the following is a necessary step before settling a claim? A. Verifying the authenticity of the claimant’s evidence (e.g., inspection report, photos) B. Immediately agreeing to the claimant’s compensation request without checking C. Refusing to communicate with the claimant D. Canceling all signed contracts with the claimant 【答案】A 【解析】处理索赔前必须核实索赔方证据（如检验报告、照片）的真实性，避免因虚假证据或误解导致错误决策；B“未经核实立即同意”易造成不必要损失，C“拒绝沟通”、D“取消所有合同”均激化矛盾，故A正确。 3.When settling a claim, the respondent (e.g., seller) should maintain a ( ) tone. A. Defensive and uncooperative B. Polite, cooperative and solution-oriented C. Arrogant and dismissive D. Vague and evasive 【答案】B 【解析】处理索赔时，责任方（如卖方）需保持礼貌（体现尊重）、合作（积极沟通）、以解决问题为导向（主动提出方案）的态度，才能高效推进纠纷解决。A“防御不配合”、C“傲慢轻视”、D“模糊回避”均阻碍索赔处理，故B正确。 4.Which of the following is a common reasonable solution for settling a claim? A. Refusing to compensate and blaming the claimant B. Offering a partial refund, replacement of defective goods, or a discount on future orders C. Asking the claimant to bear all losses caused by the breach D. Delaying the response until the claimant gives up 【答案】B 【解析】合理的索赔处理方案需兼顾双方利益，如部分退款（弥补当前损失）、更换缺陷货物（解决货物问题）、后续订单折扣（维护长期合作）；A“拒绝赔偿并指责”、C“要求受损方承担全部损失”、D“拖延至放弃”均不合理，故B正确。 5.If the claimant’s compensation request is too high and lacks evidence, the respondent should ( ). A. Reject the request completely and end the communication B. Explain politely why the request is unreasonable and propose a fair alternative solution C. Agree to the request to avoid conflicts D. Ignore the request and wait for the claimant to reduce the amount 【答案】B 【解析】若索赔方要求过高且无证据，责任方应礼貌解释不合理之处（如“赔偿金额超出实际损失”），同时提出公平替代方案（如“建议赔偿XX金额”），而非极端处理；A“完全拒绝终止沟通”、C“妥协接受”、D“忽视等待”均不利于问题解决，故B正确。 6.What should the respondent do after reaching an agreement on settling the claim? A. Only confirm verbally without written records B. Sign a written settlement agreement to clarify the solution (e.g., compensation amount, timeline) C. Break the agreement secretly to reduce costs D. Share the settlement details with competitors 【答案】B 【解析】索赔处理达成一致后，需签署书面和解协议，明确解决方案（如赔偿金额、履行时间），避免后续因“口头约定”产生争议；A“仅口头确认”、C“暗中违约”、D“分享给竞争对手”均不符合规范，故B正确。 7.Which of the following is an improper practice when settling a claim? A. Responding to the claimant’s request in a timely manner B. Providing clear reasons for accepting or rejecting part of the claim C. Ignoring the claimant’s evidence and refusing to negotiate D. Considering the long-term business relationship when proposing solutions 【答案】C 【解析】处理索赔时，忽视索赔方证据且拒绝协商，会让对方认为缺乏诚意，导致纠纷升级；A“及时回复”、B“说明接受/拒绝理由”、C“考虑长期合作”均为正确做法，故C正确。 8.The "settlement timeline" in a claim settlement agreement refers to ( ). A. The time when the original contract was signed B. The deadline for the respondent to fulfill the settlement obligation (e.g., paying compensation) C. The time when the claimant first lodged the claim D. The time for the respondent to produce new goods 【答案】B 【解析】索赔和解协议中的“履行期限”指责任方完成赔偿义务的截止时间（如“5个工作日内付款”）；A“原合同签署时间”、C“首次索赔时间”、D“生产新货时间”均与“履行期限”无关，故B正确。 9.If the respondent fails to fulfill the claim settlement agreement (e.g., delays compensation), the claimant can ( ). A. Give up the rights and accept the loss B. Remind the respondent of the agreement and ask for timely fulfillment C. Publicly slander the respondent on social media D. Immediately destroy all business documents related to the respondent 【答案】B 【解析】若责任方未履行和解协议（如延迟赔偿），索赔方可提醒对方协议内容，要求及时履行，既维护自身权益，又避免直接激化矛盾；A“放弃权利”、C“公开诋毁”、D“销毁文件”均不可取，故B正确。 10.The difference between settling claims and lodging claims is that the former ( ). A. Is initiated by the party who suffered losses (e.g., buyer) to request compensation B. Is led by the party responsible for the breach (e.g., seller) to resolve the claim C. Does not require reference to the original contract or evidence D. Focuses on accusing the other party of breach of contract 【答案】B 【解析】“处理索赔”由违约责任方（如卖方）主导，核心是解决索赔方提出的诉求；A“受损方发起索赔”、C“不参考合同/证据”、D“指责违约”均是“提出索赔”的特点，故B正确。 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.索赔处理 ________________________ 【答案】claim settlement 2.赔偿方案 ________________________ 【答案】compensation plan 3.书面和解协议 ________________________ 【答案】written settlement agreement 4.部分退款 ________________________ 【答案】partial refund 5.履行赔偿义务 ________________________ 【答案】fulfill the compensation obligation 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.Claim Settlement Proposal________________________ 【答案】索赔解决方案 2.Settlement Agreement ________________________ 【答案】理赔协议 3.Settlement Time frame ________________________ 【答案】理赔期限 4.Partial Settlement ________________________ 【答案】部分理赔 5.Settlement Confirmation________________________ 【答案】理赔确认书 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.我方已核实贵方提供的检验报告及缺陷货物照片，确认货物存在质量问题，现同意赔偿3000美元，将在10个工作日内支付。 _______________________________________________________________________________ 【答案】We have verified the inspection report and photos of defective goods you provided, confirmed the quality issue of the goods, and now agree to compensate you $3,000, which will be paid within 10 working days. 2.针对贵方提出的索赔，我方建议采用“更换20箱缺陷货物”的方案，货物将于下周安排发出，望贵方接受。 _______________________________________________________________________________ 【答案】Regarding the claim you lodged, we suggest settling it by replacing the 20 cartons of defective goods. The goods will be arranged for shipment next week, and we hope you will accept this plan. 3.双方已就索赔处理达成一致，现签署书面和解协议，明确赔偿金额为2500美元，履行期限为2026年7月30日前。 _______________________________________________________________________________ 【答案】Both parties have reached an agreement on claim settlement, and now we sign this written settlement agreement, which clarifies that the compensation amount is $2,500 and the fulfillment deadline is before July 30, 2026. 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.After verifying your inspection report, we agree to settle the claim by providing a 15% discount on your next order, as the defective goods account for a small proportion. _______________________________________________________________________________ 【答案】经核实贵方检验报告，因缺陷货物占比较少，我方同意通过为贵方下一笔订单提供15%折扣的方式处理此次索赔。 2.We regret the delay in delivery and will fulfill our compensation obligation by refunding $1,800 to your designated bank account within 5 working days. _______________________________________________________________________________ 【答案】我方对交货延迟深表歉意，并将在5个工作日内将1800美元退款至贵方指定银行账户，以履行赔偿义务。 3.Please sign and return the written settlement agreement so that we can start arranging the replacement of the 50 cartons of defective products. _______________________________________________________________________________ 【答案】请签署并寄回书面和解协议，以便我方开始安排50箱缺陷货物的更换事宜。 六、写作(本大题共1小题，20分) 假设你是中国Home Textile Export Co., Ltd.的外贸专员，你公司此前与德国Textile Mart签订合同（合同号：HT202606），出口1000条纯棉毛巾，因部分毛巾存在褪色问题，对方提出索赔。经核实，你公司确认存在质量问题，决定采用“赔偿1200欧元+后续订单给予10%折扣”的方案处理索赔。请你写一封邮件给对方，内容包括： 1.提及原合同号、货物问题及已核实情况； 2.说明索赔处理方案（赔偿金额及后续折扣）； 3.明确赔偿支付时间（5个工作日内），并请求对方确认是否接受该方案。 【答案仅供参考】 Dear Sir/Madam, We are writing to inform you of the claim settlement for Contract No. HT202606. As you mentioned, some of the 1,000 pure cotton towels we exported have fading issues. After verifying your provided evidence, we confirm this quality problem and take full responsibility. To settle this claim fairly, we propose the following plan: first, we will compensate you 1,200 Euros; second, we will offer a 10% discount on your next order with us. The 1,200 Euros compensation will be transferred to your designated bank account within 5 working days. We hope this plan meets your expectations. Please let us know if you accept it. If you have other suggestions, feel free to contact us for further discussion. Sincerely yours, Wang Tao 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22卷，按知识模块1外贸商函——Project 9 Claims and Settlement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22卷 知识模块 1 外贸商函 Project 9 Claims and Settlement（2） 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.The main purpose of settling claims in foreign trade is to ( ). A. Avoid all future cooperation with the claimant B. Resolve disputes caused by breach of contract (e.g., defective goods) fairly to maintain business relationships C. Force the claimant to accept unreasonable solutions D. Ignore the claimant’s loss and delay the process indefinitely 2.Which of the following is a necessary step before settling a claim? A. Verifying the authenticity of the claimant’s evidence (e.g., inspection report, photos) B. Immediately agreeing to the claimant’s compensation request without checking C. Refusing to communicate with the claimant D. Canceling all signed contracts with the claimant 3.When settling a claim, the respondent (e.g., seller) should maintain a ( ) tone. A. Defensive and uncooperative B. Polite, cooperative and solution-oriented C. Arrogant and dismissive D. Vague and evasive 4.Which of the following is a common reasonable solution for settling a claim? A. Refusing to compensate and blaming the claimant B. Offering a partial refund, replacement of defective goods, or a discount on future orders C. Asking the claimant to bear all losses caused by the breach D. Delaying the response until the claimant gives up 5.If the claimant’s compensation request is too high and lacks evidence, the respondent should ( ). A. Reject the request completely and end the communication B. Explain politely why the request is unreasonable and propose a fair alternative solution C. Agree to the request to avoid conflicts D. Ignore the request and wait for the claimant to reduce the amount 6.What should the respondent do after reaching an agreement on settling the claim? A. Only confirm verbally without written records B. Sign a written settlement agreement to clarify the solution (e.g., compensation amount, timeline) C. Break the agreement secretly to reduce costs D. Share the settlement details with competitors 7.Which of the following is an improper practice when settling a claim? A. Responding to the claimant’s request in a timely manner B. Providing clear reasons for accepting or rejecting part of the claim C. Ignoring the claimant’s evidence and refusing to negotiate D. Considering the long-term business relationship when proposing solutions 8.The "settlement timeline" in a claim settlement agreement refers to ( ). A. The time when the original contract was signed B. The deadline for the respondent to fulfill the settlement obligation (e.g., paying compensation) C. The time when the claimant first lodged the claim D. The time for the respondent to produce new goods 9.If the respondent fails to fulfill the claim settlement agreement (e.g., delays compensation), the claimant can ( ). A. Give up the rights and accept the loss B. Remind the respondent of the agreement and ask for timely fulfillment C. Publicly slander the respondent on social media D. Immediately destroy all business documents related to the respondent 10.The difference between settling claims and lodging claims is that the former ( ). A. Is initiated by the party who suffered losses (e.g., buyer) to request compensation B. Is led by the party responsible for the breach (e.g., seller) to resolve the claim C. Does not require reference to the original contract or evidence D. Focuses on accusing the other party of breach of contract 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.索赔处理 ________________________ 2.赔偿方案 ________________________ 3.书面和解协议 ________________________ 4.部分退款 ________________________ 5.履行赔偿义务 ________________________ 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.Claim Settlement Proposal________________________ 2.Settlement Agreement ________________________ 3.Settlement Time frame ________________________ 4.Partial Settlement ________________________ 5.Settlement Confirmation________________________ 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.我方已核实贵方提供的检验报告及缺陷货物照片，确认货物存在质量问题，现同意赔偿3000美元，将在10个工作日内支付。 _______________________________________________________________________________ 2.针对贵方提出的索赔，我方建议采用“更换20箱缺陷货物”的方案，货物将于下周安排发出，望贵方接受。 _______________________________________________________________________________ 3.双方已就索赔处理达成一致，现签署书面和解协议，明确赔偿金额为2500美元，履行期限为2026年7月30日前。 _______________________________________________________________________________ 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.After verifying your inspection report, we agree to settle the claim by providing a 15% discount on your next order, as the defective goods account for a small proportion. _______________________________________________________________________________ 2.We regret the delay in delivery and will fulfill our compensation obligation by refunding $1,800 to your designated bank account within 5 working days. _______________________________________________________________________________ 3.Please sign and return the written settlement agreement so that we can start arranging the replacement of the 50 cartons of defective products. _______________________________________________________________________________ 六、写作(本大题共1小题，20分) 假设你是中国Home Textile Export Co., Ltd.的外贸专员，你公司此前与德国Textile Mart签订合同（合同号：HT202606），出口1000条纯棉毛巾，因部分毛巾存在褪色问题，对方提出索赔。经核实，你公司确认存在质量问题，决定采用“赔偿1200欧元+后续订单给予10%折扣”的方案处理索赔。请你写一封邮件给对方，内容包括： 1.提及原合同号、货物问题及已核实情况； 2.说明索赔处理方案（赔偿金额及后续折扣）； 3.明确赔偿支付时间（5个工作日内），并请求对方确认是否接受该方案。 学科网（北京）股份有限公司 学科网（北京）股份有限公司 $$