《外贸商函》Project 1 Establishment of Business Relations（3）-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3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3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3卷 知识模块 1 外贸商函 Project 1 Establishment of Business Relations（3） 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 investigating a customer's credit is to ( ). A. promote new products to the customer B. assess the customer's ability to pay debts on time C. collect the customer's personal hobbies D. confirm the customer's office address 【答案】B 【解析】客户资信调查的核心目标是评估客户按时偿还债务的能力，这是降低外贸合作中付款风险的关键。A“推广新产品”是销售环节任务，C“收集个人爱好”与商务无关，D“确认办公地址”是基础信息核实，非资信调查核心，故B正确。 2.Which of the following is a reliable channel to obtain a customer's credit information? A. The customer's social media posts about daily life B. Formal credit reporting agencies C. Rumors from the customer's competitors D. The customer's former employees' private comments 【答案】B 【解析】正规信用报告机构（如邓白氏、当地央行认可的机构）提供的信息经过验证，具有真实性和权威性，是可靠渠道。A“日常社交媒体内容”、C“竞争对手谣言”、D“员工私人评论”均缺乏客观性和合法性，信息可信度低，故B正确。 3.When investigating the credit of a new overseas customer, which of the following information is most important? A. The customer's company registration certificate B. The customer's office decoration style C. The customer's employee dress code D. The customer's annual travel plans 【答案】A 【解析】公司注册证书能证明客户的合法经营资质，是海外新客户资信调查的基础且关键信息。B“办公室装修风格”、C“员工着装”、D“年度旅行计划”与客户偿债能力和信用状况无关，故A正确。 4.What should a company do if the credit investigation shows that the customer has a history of delayed payment? A. Immediately sign a large-value cooperation contract with the customer B. Refuse any form of cooperation with the customer permanently C. Adjust the payment terms (e.g., require advance payment) to reduce risks D. Ignore the credit result and continue negotiations as usual 【答案】C 【解析】若客户有延迟付款史，需通过调整付款条款（如预付部分款项、缩短信用期）控制风险，而非极端地“立即签大额合同”（A）或“永久拒绝合作”（B），也不能“忽视风险”（D），故C正确。 5.Which of the following is NOT a common content in a credit investigation report? A. The customer's financial status (e.g., annual revenue) B. The customer's payment record with previous suppliers C. The customer's favorite brand of office supplies D. The customer's business scope and market reputation 【答案】C 【解析】资信调查报告需包含客户财务状况（A）、付款记录（B）、业务范围与口碑（D）等与信用相关的信息；“喜欢的办公用品品牌”是无关细节，不属于报告内容，故C正确。 6.When sending a letter to a third party (e.g., a bank) to inquire about a customer's credit, the tone should be ( ). A. Casual and friendly like chatting B. Formal and polite to show respect C. Arrogant and demanding to get quick replies D. Vague and ambiguous to avoid responsibility 【答案】B 【解析】向第三方（如银行）查询客户资信时，需用正式礼貌的语气体现尊重，以获得对方配合。A“随意闲聊式”显得不专业，C“傲慢要求”易引发反感，D“模糊不清”会导致需求传达不明，故B正确。 7.The core principle of customer credit investigation is to ( ). A. Obtain as much information as possible regardless of legality B. Ensure the collected information is true, accurate and legal C. Focus only on the customer's past payment history and ignore future potential D. Rely solely on the customer's self-provided information 【答案】B 【解析】资信调查需遵循“真实、准确、合法”原则，只有合法获取的真实信息才能为合作决策提供可靠依据。A“无视合法性获取信息”违法，C“仅看过去忽略未来”不全面，D“仅依赖客户自供信息”易有隐瞒，故B正确。 8.Which of the following customers usually requires a more strict credit investigation? A. A long-term cooperative customer with a good payment record B. A new customer who intends to sign a large-value long-term contract C. A customer who only purchases small quantities of low-value goods D. A customer recommended by a trusted long-term partner 【答案】B 【解析】新客户缺乏合作历史，且大额长期合同风险更高，需更严格的资信调查以规避潜在损失。A“长期优质客户”、C“小额低价值客户”、D“可信伙伴推荐客户”风险较低，调查可适当简化，故B正确。 9.What is the common way to follow up after completing a customer's credit investigation? A. File the credit report and not use it for future cooperation decisions B. Share the customer's credit information with all competitors C. Analyze the credit report and adjust cooperation strategies accordingly D. Delete all credit investigation materials to protect customer privacy 【答案】C 【解析】资信调查的最终目的是服务合作决策，因此需分析报告结果（如信用良好则放宽付款条款，信用一般则加强风险控制）并调整策略。A“归档不用”浪费资源，B“共享给竞争对手”违反保密原则，D“删除材料”不利于后续追溯，故C正确。 10.When a customer refuses to provide necessary information for credit investigation, the company should ( ). A. Force the customer to provide information through legal means B. Give up the credit investigation and proceed with cooperation C. Explain the necessity of credit investigation and try to obtain information through other legal channels D. Accuse the customer of having bad credit and terminate communication 【答案】C 【解析】客户拒绝提供信息时，应先解释资信调查对双方合作风险防控的必要性，再通过正规第三方渠道（如信用机构）获取信息。A“强制获取”违法，B“放弃调查”忽视风险，D“指责客户”破坏合作氛围，故C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.资信调查 ________________________ 【答案】credit investigation 2.还款能力 ________________________ 【答案】repayment ability 3.信用报告机构________________________ 【答案】credit reporting agency 4.付款记录 ________________________ 【答案】payment record 5.财务状况 ________________________ 【答案】financial status 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. credit risk ________________________ 【答案】信用风险 2. payment term ________________________ 【答案】付款条款 3. financial statement ________________________ 【答案】财务报表 4. market reputation ________________________ 【答案】市场声誉 5. third-party inquiry ________________________ 【答案】第三方查询 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.为降低合作风险，我们计划对贵公司进行一次资信调查，望予以配合。 _______________________________________________________________________________ 【答案】To reduce cooperation risks, we plan to conduct a credit investigation on your company and hope you will cooperate. 2.我们从信用报告机构获悉，贵公司过往付款记录良好，无逾期情况。 _______________________________________________________________________________ 【答案】We learned from the credit reporting agency that your company has a good payment record in the past and no overdue payments. 3.若贵方无法提供财务报表，我们将难以评估贵公司的还款能力，从而影响后续合作洽谈。 _______________________________________________________________________________ 【答案】If you cannot provide financial statements, it will be difficult for us to assess your company's repayment ability, which will affect the subsequent cooperation negotiations. 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 need to investigate the credit of this new customer before signing the large-scale supply contract to avoid potential payment risks. _______________________________________________________________________________ 【答案】在签订大额供货合同前，我们需要调查这位新客户的资信状况，以规避潜在的付款风险。 2.The credit report shows that this company has a stable financial status and has never defaulted on payments to its suppliers. _______________________________________________________________________________ 【答案】信用报告显示，该公司财务状况稳定，从未出现对供应商的付款违约情况。 3.If you have any questions about our credit investigation process, please feel free to contact our financial department for detailed explanation. _______________________________________________________________________________ 【答案】若您对我们的资信调查流程有任何疑问，欢迎随时联系我司财务部门咨询详情。 六、写作(本大题共1小题，20分) 假设你是中国Sunny Textile Export Co., Ltd.（阳光纺织品出口有限公司）的财务专员，你公司近期与英国New Era Clothing Co., Ltd.（新时代服装有限公司）洽谈一笔大额纺织品出口业务。为降低付款风险，需向该公司的合作银行——英国Barclays Bank（巴克莱银行）发送一封资信调查函。请你撰写此函，内容包括： 1.说明发函目的（调查New Era Clothing Co., Ltd.的资信状况）及与该公司的合作背景（拟开展大额纺织品出口业务）； 2.请求银行提供该公司的关键资信信息（如近2年财务状况、过往付款记录、是否存在债务违约情况）； 3.承诺对获取的资信信息严格保密，仅用于本次合作决策； 4.提供本公司联系方式，方便银行沟通反馈。​ 【答案仅供参考】 Dear Sir/Madam, We are writing to you on behalf of Sunny Textile Export Co., Ltd., a professional textile exporter in China. The purpose of this letter is to investigate the credit status of your cooperative customer—New Era Clothing Co., Ltd. (hereafter referred to as "New Era")—as we are currently negotiating a large-value textile export business with New Era and aim to reduce potential payment risks in this cooperation. To make a scientific and reasonable decision on this cooperation, we kindly request your bank to provide key credit information about New Era, including but not limited to the following: 1. The company's financial status in the past 2 years (such as annual revenue, total assets and liabilities); 2. New Era's payment records with its suppliers over the same period (whether there were delays or defaults); 3. Whether the company has any history of debt default (e.g., failure to repay bank loans on time) in recent years. We solemnly promise that all the credit information obtained from your bank will be strictly kept confidential and will only be used for the decision-making of this textile export cooperation with New Era. We will not disclose or use this information for any other commercial or non-commercial purposes without your prior permission. Should you need further information to process our request or have any questions, please feel free to contact our financial department. Our contact details are as follows: Tel: +86-21-87654321; Email: finance@sunnytextile.com. We would greatly appreciate your support and look forward to your prompt response. Sincerely yours, Zhang Wei 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3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3卷 知识模块 1 外贸商函 Project 1 Establishment of Business Relations（3） 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 investigating a customer's credit is to ( ). A. promote new products to the customer B. assess the customer's ability to pay debts on time C. collect the customer's personal hobbies D. confirm the customer's office address 2.Which of the following is a reliable channel to obtain a customer's credit information? A. The customer's social media posts about daily life B. Formal credit reporting agencies C. Rumors from the customer's competitors D. The customer's former employees' private comments 3.When investigating the credit of a new overseas customer, which of the following information is most important? A. The customer's company registration certificate B. The customer's office decoration style C. The customer's employee dress code D. The customer's annual travel plans 4.What should a company do if the credit investigation shows that the customer has a history of delayed payment? A. Immediately sign a large-value cooperation contract with the customer B. Refuse any form of cooperation with the customer permanently C. Adjust the payment terms (e.g., require advance payment) to reduce risks D. Ignore the credit result and continue negotiations as usual 5.Which of the following is NOT a common content in a credit investigation report? A. The customer's financial status (e.g., annual revenue) B. The customer's payment record with previous suppliers C. The customer's favorite brand of office supplies D. The customer's business scope and market reputation 6.When sending a letter to a third party (e.g., a bank) to inquire about a customer's credit, the tone should be ( ). A. Casual and friendly like chatting B. Formal and polite to show respect C. Arrogant and demanding to get quick replies D. Vague and ambiguous to avoid responsibility 7.The core principle of customer credit investigation is to ( ). A. Obtain as much information as possible regardless of legality B. Ensure the collected information is true, accurate and legal C. Focus only on the customer's past payment history and ignore future potential D. Rely solely on the customer's self-provided information 8.Which of the following customers usually requires a more strict credit investigation? A. A long-term cooperative customer with a good payment record B. A new customer who intends to sign a large-value long-term contract C. A customer who only purchases small quantities of low-value goods D. A customer recommended by a trusted long-term partner 9.What is the common way to follow up after completing a customer's credit investigation? A. File the credit report and not use it for future cooperation decisions B. Share the customer's credit information with all competitors C. Analyze the credit report and adjust cooperation strategies accordingly D. Delete all credit investigation materials to protect customer privacy 10.When a customer refuses to provide necessary information for credit investigation, the company should ( ). A. Force the customer to provide information through legal means B. Give up the credit investigation and proceed with cooperation C. Explain the necessity of credit investigation and try to obtain information through other legal channels D. Accuse the customer of having bad credit and terminate communication 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.资信调查 ________________________ 2.还款能力 ________________________ 3.信用报告机构________________________ 4.付款记录 ________________________ 5.财务状况 ________________________ 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. credit risk ________________________ 2. payment term ________________________ 3. financial statement ________________________ 4. market reputation ________________________ 5. third-party inquiry ________________________ 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.为降低合作风险，我们计划对贵公司进行一次资信调查，望予以配合。 _______________________________________________________________________________ 2.我们从信用报告机构获悉，贵公司过往付款记录良好，无逾期情况。 _______________________________________________________________________________ 3.若贵方无法提供财务报表，我们将难以评估贵公司的还款能力，从而影响后续合作洽谈。 _______________________________________________________________________________ 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 need to investigate the credit of this new customer before signing the large-scale supply contract to avoid potential payment risks. _______________________________________________________________________________ 2.The credit report shows that this company has a stable financial status and has never defaulted on payments to its suppliers. _______________________________________________________________________________ 3.If you have any questions about our credit investigation process, please feel free to contact our financial department for detailed explanation. _______________________________________________________________________________ 六、写作(本大题共1小题，20分) 假设你是中国Sunny Textile Export Co., Ltd.（阳光纺织品出口有限公司）的财务专员，你公司近期与英国New Era Clothing Co., Ltd.（新时代服装有限公司）洽谈一笔大额纺织品出口业务。为降低付款风险，需向该公司的合作银行——英国Barclays Bank（巴克莱银行）发送一封资信调查函。请你撰写此函，内容包括： 1.说明发函目的（调查New Era Clothing Co., Ltd.的资信状况）及与该公司的合作背景（拟开展大额纺织品出口业务）； 2.请求银行提供该公司的关键资信信息（如近2年财务状况、过往付款记录、是否存在债务违约情况）； 3.承诺对获取的资信信息严格保密，仅用于本次合作决策； 4.提供本公司联系方式，方便银行沟通反馈。​ 学科网（北京）股份有限公司 学科网（北京）股份有限公司 $$