《外贸商函》Project 1 Establishment of Business Relations（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2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2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2卷 知识模块 1 外贸商函 Project 1 Establishment of Business Relations（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.When replying to a Letter of Establishing Business Relation, the first thing to do is usually to ( ). A. introduce new products directly B. confirm receipt of the original letter C. request payment terms immediately D. refuse cooperation politely 2.Which of the following tones is most appropriate for a positive reply letter to a business cooperation request? A. Cold and indifferent B. Enthusiastic but professional C. Rude and dismissive D. Vague and ambiguous 3.In a reply letter refusing a cooperation request, it is important to ( ). A. criticize the sender's company severely B. avoid giving any reason for refusal C. express thanks and explain the reason politely D. ignore the sender's previous content 4.What information should be included in a reply letter agreeing to provide product samples? A. Sample production cost and delivery time B. The sender's personal hobbies C. Unrelated company internal news D. Competitors' product prices 5.When replying to a letter that asks for the latest price list, the reply letter should focus on ( ). A. providing accurate price information as required B. complaining about the high cost of raw materials C. introducing irrelevant product categories D. asking for the sender's bank account 6.Which of the following is a proper opening sentence for a reply letter? A. "We have no idea about your previous letter." B. "We are writing to reply to your letter dated October 10, 2025, regarding establishing business relations." C. "Please pay the money you owe us immediately." D. "We don't want to cooperate with your company." 7.In international trade reply letters, the language style should be ( ). A. Informal and full of slang B. Formal, clear and concise C. Humorous and exaggerated D. Long and redundant 8.If a company needs more time to prepare the information requested in the original letter, the reply letter should ( ). A. ignore the request and talk about other topics B. refuse the request directly C. inform the sender of the situation and promise a specific reply time D. blame the sender for asking too many questions 9.Which of the following is NOT a common part of a reply letter? A. Confirmation of receiving the original letter B. Response to the specific requirements in the original letter C. Personal comments on the sender's company's boss D. Expression of expectation for future communication 10.When replying to a letter about inquiring about after-sales service, the reply letter should mainly ( ). A. explain the after-sales service policy in detail B. promote new products aggressively C. ask for the sender's purchase history unconditionally D. avoid mentioning after-sales service issues 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.确认收到信函 ________________________ 2.积极回复 ________________________ 3.样品寄送 ________________________ 4.价格清单 ________________________ 5.售后服务政策 ________________________ 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.reply deadline ________________________ 2.sample cost ________________________ 3.delivery terms ________________________ 4.inquiry content ________________________ 5.cooperation refusal ________________________ 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.我们已收到贵公司2025年10月12日关于建立业务关系的信函，并很高兴在此回复。 _______________________________________________________________________________ 2.关于贵方索要的最新产品价格清单，我们将在本周五之前发送至贵公司邮箱。 _______________________________________________________________________________ 3.很遗憾告知贵方，由于目前产能不足，我们暂时无法满足贵公司的样品需求，望谅解。 _______________________________________________________________________________ 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 pleased to confirm receipt of your letter dated October 8, 2025, and we are willing to provide you with the product samples you requested. _______________________________________________________________________________ 2.Due to the adjustment of our product line, the price of the product you inquired about has changed slightly, and the updated price list is attached to this letter. _______________________________________________________________________________ 3.We apologize for the delay in replying to your letter. We needed more time to verify the information you requested. _______________________________________________________________________________ 六、写作(本大题共1小题，20分) 假设你是德国Euro Digital Solutions GmbH的采购经理，你公司近期收到了中国Global Tech Export Co., Ltd.发来的建立业务关系信函，对方在信中表达了合作意愿，并希望了解你公司的具体采购需求，同时表示可提供产品样品。请你写一封回复信函，内容包括： 1.确认收到对方信函并感谢其合作意向； 2.说明你公司近期需采购无线蓝牙耳机和便携式充电宝，且对产品的蓝牙版本（需5.3及以上）、电池容量（充电宝需20000mAh及以上）有明确要求； 3.表示希望对方提供上述两种产品的样品各5个，并告知样品寄送地址； 4.表达期待收到样品后进一步洽谈合作的意愿。​ 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2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2卷 知识模块 1 外贸商函 Project 1 Establishment of Business Relations（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.When replying to a Letter of Establishing Business Relation, the first thing to do is usually to ( ). A. introduce new products directly B. confirm receipt of the original letter C. request payment terms immediately D. refuse cooperation politely 【答案】B 【解析】回复信函的首要步骤是确认已收到对方原发信函，这是商务沟通中的基本礼仪，能让对方知晓其信息已被接收。A选项“直接介绍新产品”、C选项“立即索要付款条件”、D选项“礼貌拒绝合作”均不符合回复信函的开篇逻辑，故B正确。 2.Which of the following tones is most appropriate for a positive reply letter to a business cooperation request? A. Cold and indifferent B. Enthusiastic but professional C. Rude and dismissive D. Vague and ambiguous 【答案】B 【解析】对合作请求的积极回复需体现热情以传递合作诚意，同时保持专业以符合商务场景规范。A“冷漠”、C“粗鲁”、D“模糊”均不符合商务礼仪与积极回复的定位，故B正确。 3.In a reply letter refusing a cooperation request, it is important to ( ). A. criticize the sender's company severely B. avoid giving any reason for refusal C. express thanks and explain the reason politely D. ignore the sender's previous content 【答案】C 【解析】拒绝合作的回复需兼顾礼貌与尊重，感谢对方的合作意向并委婉说明拒绝原因，可减少对方不满，为未来潜在合作留有余地。A“严厉批评”、B“不说明原因”、D“忽视原发信内容”均会破坏商务关系，故C正确。 4.What information should be included in a reply letter agreeing to provide product samples? A. Sample production cost and delivery time B. The sender's personal hobbies C. Unrelated company internal news D. Competitors' product prices 【答案】A 【解析】同意提供样品的回复中，样品生产成本（关系到是否收费或后续费用承担）和寄送时间（方便对方安排接收）是对方关注的核心信息。B“发信人个人爱好”、C“无关内部新闻”、D“竞争对手价格”与样品提供无关，故A正确。 5.When replying to a letter that asks for the latest price list, the reply letter should focus on ( ). A. providing accurate price information as required B. complaining about the high cost of raw materials C. introducing irrelevant product categories D. asking for the sender's bank account 【答案】A 【解析】回复询问最新价目表的信函，核心任务是按对方需求提供准确价格信息，这是满足对方核心诉求的关键。B“抱怨原材料成本”、C“介绍无关产品”、D“索要银行账户”均偏离主题，故A正确。 6.Which of the following is a proper opening sentence for a reply letter? A. "We have no idea about your previous letter." B. "We are writing to reply to your letter dated October 10, 2025, regarding establishing business relations." C. "Please pay the money you owe us immediately." D. "We don't want to cooperate with your company." 【答案】B 【解析】回复信函的开篇需明确提及原发信日期及核心内容，让对方清晰知晓回复对应的是哪封函件。A“不清楚原发信内容”、C“索要欠款”、D“拒绝合作”均不符合回复信函的合理开篇，故B正确。 7.In international trade reply letters, the language style should be ( ). A. Informal and full of slang B. Formal, clear and concise C. Humorous and exaggerated D. Long and redundant 【答案】B 【解析】国际贸易回复信函需正式以体现专业性，清晰简洁以确保信息准确传递，避免误解。A“非正式且含俚语”、C“幽默夸张”、D“冗长冗余”均不符合外贸商函的语言规范，故B正确。 8.If a company needs more time to prepare the information requested in the original letter, the reply letter should ( ). A. ignore the request and talk about other topics B. refuse the request directly C. inform the sender of the situation and promise a specific reply time D. blame the sender for asking too many questions 【答案】C 【解析】若需更多时间准备所需信息，应如实告知对方情况并承诺具体回复时间，这是负责任的商务沟通方式。A“忽视请求”、B“直接拒绝”、D“指责对方”均会影响商务关系，故C正确。 9.Which of the following is NOT a common part of a reply letter? A. Confirmation of receiving the original letter B. Response to the specific requirements in the original letter C. Personal comments on the sender's company's boss D. Expression of expectation for future communication 【答案】C 【解析】回复信函的常见部分包括确认收信、回应原发信具体需求、表达未来沟通期待，而“对发信公司老板的个人评价”属于私人话题，与商务回复无关，不属于回复信函的常规内容，故C正确。 10.When replying to a letter about inquiring about after-sales service, the reply letter should mainly ( ). A. explain the after-sales service policy in detail B. promote new products aggressively C. ask for the sender's purchase history unconditionally D. avoid mentioning after-sales service issues 【答案】A 【解析】回复询问售后服务的信函，核心是详细解释售后服务政策（如保修期限、维修流程等），满足对方对售后保障的关切。B“强行推销新产品”、C“无条件索要采购历史”、D“回避售后问题”均不符合回复目的，故A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.确认收到信函 ________________________ 【答案】confirm receipt of the letter 2.积极回复 ________________________ 【答案】positive reply 3.样品寄送 ________________________ 【答案】sample delivery 4.价格清单 ________________________ 【答案】price list 5.售后服务政策 ________________________ 【答案】after-sales service policy 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.reply deadline ________________________ 【答案】回复期限 2.sample cost ________________________ 【答案】样品成本 3.delivery terms ________________________ 【答案】交货条款 4.inquiry content ________________________ 【答案】询盘内容 5.cooperation refusal ________________________ 【答案】合作拒绝 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.我们已收到贵公司2025年10月12日关于建立业务关系的信函，并很高兴在此回复。 _______________________________________________________________________________ 【答案】We have received your letter dated October 12, 2025, regarding the establishment of business relations, and are pleased to reply here. 2.关于贵方索要的最新产品价格清单，我们将在本周五之前发送至贵公司邮箱。 _______________________________________________________________________________ 【答案】Regarding the latest product price list you requested, we will send it to your company's email address before this Friday. 3.很遗憾告知贵方，由于目前产能不足，我们暂时无法满足贵公司的样品需求，望谅解。 _______________________________________________________________________________ 【答案】We regret to inform you that due to insufficient production capacity at present, we cannot meet your company's sample requirements temporarily. We hope you can understand. 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 pleased to confirm receipt of your letter dated October 8, 2025, and we are willing to provide you with the product samples you requested. _______________________________________________________________________________ 【答案】我们很高兴确认已收到您2025年10月8日的信函，并且愿意为您提供所需的产品样品。 2.Due to the adjustment of our product line, the price of the product you inquired about has changed slightly, and the updated price list is attached to this letter. _______________________________________________________________________________ 【答案】由于我司产品线调整，您所询产品的价格略有变动，最新价格清单已随本函附上。 3.We apologize for the delay in replying to your letter. We needed more time to verify the information you requested. _______________________________________________________________________________ 【答案】对于回复您信函的延迟，我们深表歉意。我们需要更多时间核实您所要求的信息。 六、写作(本大题共1小题，20分) 假设你是德国Euro Digital Solutions GmbH的采购经理，你公司近期收到了中国Global Tech Export Co., Ltd.发来的建立业务关系信函，对方在信中表达了合作意愿，并希望了解你公司的具体采购需求，同时表示可提供产品样品。请你写一封回复信函，内容包括： 1.确认收到对方信函并感谢其合作意向； 2.说明你公司近期需采购无线蓝牙耳机和便携式充电宝，且对产品的蓝牙版本（需5.3及以上）、电池容量（充电宝需20000mAh及以上）有明确要求； 3.表示希望对方提供上述两种产品的样品各5个，并告知样品寄送地址； 4.表达期待收到样品后进一步洽谈合作的意愿。​ 【答案仅供参考】 Dear Sir/Madam, We are writing to reply to your letter regarding establishing business relations, and we would like to express our sincere thanks for your kind cooperation intention. It is a great pleasure to receive your initiative to cooperate, and we believe there is broad potential for collaboration between our two companies. Regarding our specific purchasing needs recently, we plan to purchase wireless Bluetooth headsets and portable power banks. For the wireless Bluetooth headsets, we have a clear requirement that the Bluetooth version should be 5.3 or above to ensure stable connection performance. As for the portable power banks, the battery capacity must be 20000mAh or more to meet the long-term power supply needs of our customers. We hope you can provide 5 samples of each of the above two products (5 wireless Bluetooth headsets and 5 portable power banks). Please send the samples to the following address: 45 Digital Boulevard, Berlin 10115, Germany. When sending, please note our company name and the mark "Sample for Cooperation" on the package to facilitate our receiving and sorting. We are looking forward to receiving the samples soon. After we test and confirm the quality of the samples meets our requirements, we will further discuss the specific cooperation details (such as order quantity, delivery time and payment terms) with you. Should you have any questions about the sample requirements or delivery, please feel free to contact us. Sincerely yours, Anna Müller Purchasing Manager Euro Digital Solutions GmbH Tel: +49-30-12345678 Email: anna.mueller@eurodigitalsolutions.com 学科网（北京）股份有限公司 学科网（北京）股份有限公司 $$