《外贸商函》Project 3 Offer（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7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7卷，按知识模块1外贸商函——Project 3 Offer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7卷 知识模块 1 外贸商函 Project 3 Offer（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 making an offer in foreign trade is to ( ). A. complain about the buyer’s late payment B. provide the buyer with clear transaction terms (e.g., price, quantity) to invite acceptance C. cancel a previously signed contract D. ask the buyer to provide their financial statements 2.Which of the following is a necessary part of a valid offer? A. The buyer’s personal hobbies B. Clear product price and quantity terms C. The seller’s employee vacation schedule D. Unrelated product promotions 3.When making an offer, the seller should ensure the terms are ( ). A. Vague and ambiguous B. Clear and specific C. Casual and unorganized D. Complex and confusing 4.What does "offer validity period" mean in an offer? A. The time the buyer has to accept the offer B. The seller’s business registration validity C. The product’s shelf life D. The delivery time of the goods 5.If the buyer accepts the offer within the validity period, the seller ( ). A. Can randomly change the offer terms B. Must fulfill the offer terms C. Can refuse to cooperate without reason D. Can increase the product price arbitrarily 6.Which of the following is NOT a common term in an offer? A. Product specifications B. Payment method C. The buyer’s company logo design D. Delivery place 7.When making an offer to a new buyer, the tone should be ( ). A. Polite and professional B. Rude and demanding C. Casual and colloquial D. Arrogant and superior 8.What should the seller do if they need to modify the offer after sending it? A. Ignore the sent offer and send a new one without notice B. Inform the buyer promptly and explain the modified terms C. Wait for the buyer’s acceptance before mentioning the modification D. Refuse to communicate with the buyer about the modification 9. A "firm offer" (binding offer) means that the seller ( ). A. Can cancel the offer at any time B. Is legally bound to fulfill the offer if the buyer accepts it within validity C. Can change the price without notifying the buyer D. Does not need to specify the validity period 10.The difference between an offer and a quotation is that an offer is ( ). A. More casual and non-binding B. Legally binding if it meets the valid conditions C. Only used for small-value transactions D. Not required to include specific terms 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.报盘 ________________________ 2.实盘 ________________________ 3.报盘有效期________________________ 4.付款方式 ________________________ 5.交货地点 ________________________ 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.firm offer ________________________ 2.offer modification ________________________ 3.acceptance of offer ________________________ 4.unit price ________________________ 5.minimum order quantity________________________ 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.我方就贵方所需的棉质T恤向贵方报盘，单价12美元，最小起订量500件，报盘有效期7天。 _______________________________________________________________________________ 2.本报盘为实盘，若贵方在10天内接受，我方将按此条款履行交货义务。 _______________________________________________________________________________ 3.如贵方对报盘中的付款方式（电汇）有疑问，请随时与我方联系。 _______________________________________________________________________________ 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 making you an offer for 1000 sets of wireless headphones at $35 each, with the offer valid for 5 working days. _______________________________________________________________________________ 2.This is a firm offer, and we will not change any terms within the validity period unless we notify you in advance. _______________________________________________________________________________ 3.Please note that the offer does not include shipping costs, and the delivery place will be the port of Shanghai. _______________________________________________________________________________ 六、写作(本大题共1小题，20分) 假设你是中国Sports Gear Co., Ltd.的销售人员，你公司收到美国Athletic Shop的询盘，对方想采购运动跑鞋。请你写一封报盘函，内容包括： 1.确认收到询盘并表明报盘目的； 2.报出运动跑鞋的单价（28美元/双）、最小起订量（300双）、报盘有效期（10天）及付款方式（预付30%，交货后付70%）； 3.表达期待贵方接受报盘的意愿。 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7卷，按知识模块1外贸商函——Project 3 Offer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7卷 知识模块 1 外贸商函 Project 3 Offer（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 making an offer in foreign trade is to ( ). A. complain about the buyer’s late payment B. provide the buyer with clear transaction terms (e.g., price, quantity) to invite acceptance C. cancel a previously signed contract D. ask the buyer to provide their financial statements 【答案】B 【解析】报盘的核心目的是向买方提供明确的交易条款（如价格、数量、有效期等），邀请买方接受以达成交易。A“投诉买方逾期付款”是催款函目的，C“取消已签合同”是合同取消函目的，D“索要买方财务报表”是资信调查环节内容，均与报盘无关，故B正确。 2.Which of the following is a necessary part of a valid offer? A. The buyer’s personal hobbies B. Clear product price and quantity terms C. The seller’s employee vacation schedule D. Unrelated product promotions 【答案】B 【解析】有效报盘需包含明确的产品价格和数量条款，这是判断交易核心成本与规模的基础；A“买方个人爱好”、C“卖方员工休假安排”、D“无关产品推广”均非报盘必要内容，故B正确。 3.When making an offer, the seller should ensure the terms are ( ). A. Vague and ambiguous B. Clear and specific C. Casual and unorganized D. Complex and confusing 【答案】B 【解析】报盘条款需清晰具体（如明确单价、数量、有效期），避免模糊表述导致买方误解或后续交易纠纷；A“模糊不清”、C“随意无序”、D“复杂混乱”均不符合报盘的专业性要求，故B正确。 4.What does "offer validity period" mean in an offer? A. The time the buyer has to accept the offer B. The seller’s business registration validity C. The product’s shelf life D. The delivery time of the goods 【答案】A 【解析】“报盘有效期”指买方接受报盘的截止时间，买方需在此期限内回复是否接受，否则报盘失效。B“卖方营业执照有效期”、C“产品保质期”、D“货物交货时间”均与报盘有效期无关，故A正确。 5.If the buyer accepts the offer within the validity period, the seller ( ). A. Can randomly change the offer terms B. Must fulfill the offer terms C. Can refuse to cooperate without reason D. Can increase the product price arbitrarily 【答案】B 【解析】若买方在有效期内接受报盘（尤其是实盘），卖方需按报盘条款履行义务，这是外贸报盘的基本商业规则；A“随意修改条款”、C“无故拒绝合作”、D“擅自提价”均违背诚信与契约精神，故B正确。 6.Which of the following is NOT a common term in an offer? A. Product specifications B. Payment method C. The buyer’s company logo design D. Delivery place 【答案】C 【解析】报盘常见条款包括产品规格（A）、付款方式（B）、交货地点（D），这些直接影响交易执行；“买方公司logo设计”是买方内部品牌设计需求，与报盘的交易条款无关，故C正确。 7.When making an offer to a new buyer, the tone should be ( ). A. Polite and professional B. Rude and demanding C. Casual and colloquial D. Arrogant and superior 【答案】A 【解析】向新买方报盘时，礼貌的语气体现对买方的尊重，专业的表述展现卖方的可信度，利于促成合作；B“粗鲁要求”、C“随意口语化”、D“傲慢优越”易引发买方反感，故A正确。 8.What should the seller do if they need to modify the offer after sending it? A. Ignore the sent offer and send a new one without notice B. Inform the buyer promptly and explain the modified terms C. Wait for the buyer’s acceptance before mentioning the modification D. Refuse to communicate with the buyer about the modification 【答案】B 【解析】若需修改已发送的报盘，应及时通知买方并说明修改内容，保障买方的知情权，避免信息不对称；A“擅自发送新报盘”、C“等待买方接受后再修改”、D“拒绝沟通修改”均会破坏信任，故B正确。 9. A "firm offer" (binding offer) means that the seller ( ). A. Can cancel the offer at any time B. Is legally bound to fulfill the offer if the buyer accepts it within validity C. Can change the price without notifying the buyer D. Does not need to specify the validity period 【答案】B 【解析】实盘（firm offer）具有法律约束力，若买方在有效期内接受，卖方需按报盘条款履行义务；A“随时取消报盘”、C“擅自调价”、D“无需明确有效期”均不符合实盘的定义，故B正确。 10.The difference between an offer and a quotation is that an offer is ( ). A. More casual and non-binding B. Legally binding if it meets the valid conditions C. Only used for small-value transactions D. Not required to include specific terms 【答案】B 【解析】报盘与报价的核心区别在于，符合有效条件的报盘（如实盘）具有法律约束力，而报价通常是初步价格参考，约束力较弱；A“更随意无约束力”、C“仅用于小额交易”、D“无需包含具体条款”均为报价的特点，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.报盘 ________________________ 【答案】offer 2.实盘 ________________________ 【答案】firm offer 3.报盘有效期________________________ 【答案】offer validity period 4.付款方式 ________________________ 【答案】payment method 5.交货地点 ________________________ 【答案】delivery place 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.firm offer ________________________ 【答案】实盘 2.offer modification ________________________ 【答案】报盘修改 3.acceptance of offer ________________________ 【答案】接受报盘 4.unit price ________________________ 【答案】单价 5.minimum order quantity________________________ 【答案】最小起订量 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.我方就贵方所需的棉质T恤向贵方报盘，单价12美元，最小起订量500件，报盘有效期7天。 _______________________________________________________________________________ 【答案】We are making you an offer for the cotton T-shirts you need, at a unit price of $12, with a minimum order quantity of 500 pieces and an offer validity period of 7 days. 2.本报盘为实盘，若贵方在10天内接受，我方将按此条款履行交货义务。 _______________________________________________________________________________ 【答案】This is a firm offer. If you accept it within 10 days, we will fulfill our delivery obligation in accordance with these terms. 3.如贵方对报盘中的付款方式（电汇）有疑问，请随时与我方联系。 _______________________________________________________________________________ 【答案】If you have any questions about the payment method (T/T) in the offer, please feel free to contact us. 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 making you an offer for 1000 sets of wireless headphones at $35 each, with the offer valid for 5 working days. _______________________________________________________________________________ 【答案】我方就1000套无线耳机向贵方报盘，单价35美元，报盘有效期为5个工作日。 2.This is a firm offer, and we will not change any terms within the validity period unless we notify you in advance. _______________________________________________________________________________ 【答案】本报盘为实盘，除非提前通知贵方，否则我方在有效期内不会更改任何条款。 3.Please note that the offer does not include shipping costs, and the delivery place will be the port of Shanghai. _______________________________________________________________________________ 【答案】请注意，本报盘不含运费，交货地点为上海港。 六、写作(本大题共1小题，20分) 假设你是中国Sports Gear Co., Ltd.的销售人员，你公司收到美国Athletic Shop的询盘，对方想采购运动跑鞋。请你写一封报盘函，内容包括： 1.确认收到询盘并表明报盘目的； 2.报出运动跑鞋的单价（28美元/双）、最小起订量（300双）、报盘有效期（10天）及付款方式（预付30%，交货后付70%）； 3.表达期待贵方接受报盘的意愿。 【答案仅供参考】 Dear Sir/Madam, We are writing to confirm receipt of your enquiry about sports running shoes and make you an official offer. For the sports running shoes you need, our offer terms are as follows: the unit price is $28 per pair, the minimum order quantity is 300 pairs, and the offer is valid for 10 days. Regarding the payment method, we require 30% advance payment and 70% payment after delivery. We hope you will accept this offer. If you have any questions about the offer terms, please contact us at any time. 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 $$