《外贸商函》Project 3 Offer（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8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8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8卷 知识模块 1 外贸商函 Project 3 Offer（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.What is the main difference between a voluntary offer and a responsive offer? A. A voluntary offer is sent without the buyer’s prior enquiry, while a responsive offer replies to the buyer’s enquiry. B. A voluntary offer has no validity period, while a responsive offer does. C. A voluntary offer is non-binding, while a responsive offer is always binding. D. A voluntary offer is only for small orders, while a responsive offer is for large orders. 2.The main purpose of making a voluntary offer is to ( ). A. complain about the buyer’s past cooperation issues B. proactively recommend products to potential buyers and explore cooperation opportunities C. cancel a previously agreed deal D. ask the buyer to return defective goods 3.Which of the following is a key factor to consider when making a voluntary offer? A. The buyer’s personal family situation B. The buyer’s potential product needs and market demand C. The seller’s internal staff turnover rate D. The seller’s office decoration style 4.When making a voluntary offer, the seller should avoid ( ). A. introducing the product’s unique selling points B. providing clear terms (e.g., price, quantity) C. sending irrelevant product information to the buyer D. expressing sincerity for cooperation 5.Which of the following information is necessary to include in a voluntary offer? A. The seller’s employee’s favorite hobbies B. Clear product specifications and prices C. The buyer’s competitor’s product prices D. The seller’s annual party photos 6.What tone is most appropriate for a voluntary offer? A. Pushy and aggressive B. Polite, proactive and professional C. Casual and unconcerned D. Ambiguous and confusing 7.If the buyer does not respond to the voluntary offer, the seller should ( ). A. Send repeated reminders every day to pressure the buyer B. Respect the buyer’s decision and can follow up appropriately after a period C. Publicly criticize the buyer on social media D. Refuse any future cooperation with the buyer 8.Which of the following is a proper way to start a voluntary offer letter? A. "We are writing to sell you our products whether you need them or not." B. "We noticed your company’s focus on home goods and would like to offer our new sofa collection." C. "You must accept our offer to avoid losing a good opportunity." D. "We are angry that you didn’t reply to our previous email." 9.A voluntary offer should be ( ) to increase the chance of the buyer’s interest. A. Tailored to the buyer’s potential needs B. Full of unrelated industry news C. Written in a very casual colloquial style D. Missing key terms like price and quantity 10.What is the advantage of making a voluntary offer? A. It can only maintain existing customers, not develop new ones B. It proactively grasps market opportunities and expands potential customer groups C. It eliminates the need for any follow-up communication with the buyer D. It requires less preparation than a responsive offer 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.主动报盘________________________ 2.潜在客户________________________ 3.产品卖点________________________ 4.市场需求________________________ 5.主动推荐________________________ 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.voluntary offer letter________________________ 2.potential demand________________________ 3.unique selling point (USP)________________________ 4.proactive cooperation________________________ 5.follow-up communication________________________ 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.我方注意到贵公司专注于户外用品销售，特主动向贵方报盘我方新款露营帐篷。 _______________________________________________________________________________ 2.基于对贵地区市场需求的了解，我方主动报盘这款高性价比的便携式烧烤炉，单价45美元，报盘有效期10天。 _______________________________________________________________________________ 3.我方主动向贵方报盘这款节能LED灯，其核心卖点是低功耗、长寿命，最小起订量200个。 _______________________________________________________________________________ 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 a voluntary offer for our new organic cotton towels, as we know your store specializes in eco-friendly products. _______________________________________________________________________________ 2.This voluntary offer is valid for 15 days, and we can adjust the quantity based on your actual needs. _______________________________________________________________________________ 3.Considering the high demand for winter clothing in your region, we would like to offer you our new down jackets at a competitive price of $89 each. _______________________________________________________________________________ 六、写作(本大题共1小题，20分) 假设你是中国Green Home Supplies Co., Ltd.的销售人员，你公司新推出了可降解餐具（如可降解餐盒、可降解吸管）。你了解到美国Eco-Life Store专注于销售环保产品，特向其发送一封主动报盘函。内容包括： 1.说明主动报盘的原因（了解到对方销售环保产品，匹配我方新品）； 2.报出可降解餐盒（单价2美元/个）和可降解吸管（单价0.1美元/根）的单价、报盘有效期（12天）； 3.表达期待对方回复及后续合作的意愿。 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8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8卷 知识模块 1 外贸商函 Project 3 Offer（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.What is the main difference between a voluntary offer and a responsive offer? A. A voluntary offer is sent without the buyer’s prior enquiry, while a responsive offer replies to the buyer’s enquiry. B. A voluntary offer has no validity period, while a responsive offer does. C. A voluntary offer is non-binding, while a responsive offer is always binding. D. A voluntary offer is only for small orders, while a responsive offer is for large orders. 【答案】A 【解析】主动报盘（voluntary offer）的核心特征是无需买方事先询盘，卖方主动发起；而回应式报盘（responsive offer）是针对买方已有的询盘进行回复。B“主动报盘无有效期”、C“主动报盘一定无约束力”、D“主动报盘仅用于小订单”均不符合实际，故A正确。 2.The main purpose of making a voluntary offer is to ( ). A. complain about the buyer’s past cooperation issues B. proactively recommend products to potential buyers and explore cooperation opportunities C. cancel a previously agreed deal D. ask the buyer to return defective goods 【答案】B 【解析】主动报盘的目的是主动向潜在买方推荐产品，挖掘对方潜在需求，进而开拓合作机会。A“投诉过往合作问题”、C“取消已达成交易”、D“要求退货”均与主动报盘的“主动开拓合作”目标无关，故B正确。 3.Which of the following is a key factor to consider when making a voluntary offer? A. The buyer’s personal family situation B. The buyer’s potential product needs and market demand C. The seller’s internal staff turnover rate D. The seller’s office decoration style 【答案】B 【解析】主动报盘需基于对买方潜在需求和目标市场需求的判断（如买方主营品类、地区消费偏好），才能提高报盘的针对性和成功率。A“买方家庭情况”、C“卖方员工流动率”、D“卖方办公装修”均与报盘有效性无关，故B正确。 4.When making a voluntary offer, the seller should avoid ( ). A. introducing the product’s unique selling points B. providing clear terms (e.g., price, quantity) C. sending irrelevant product information to the buyer D. expressing sincerity for cooperation 【答案】C 【解析】主动报盘应聚焦与买方潜在需求相关的产品信息，发送无关信息会分散买方注意力，降低合作意愿。A“介绍产品卖点”、B“提供清晰条款”、D“表达合作诚意”均是主动报盘的必要做法，故C正确。 5.Which of the following information is necessary to include in a voluntary offer? A. The seller’s employee’s favorite hobbies B. Clear product specifications and prices C. The buyer’s competitor’s product prices D. The seller’s annual party photos 【答案】B 【解析】无论主动报盘还是回应式报盘，清晰的产品规格和价格都是核心必要信息，便于买方评估是否符合需求。A“员工爱好”、C“竞争对手价格”、D“年会照片”均非报盘必要内容，故B正确。 6.What tone is most appropriate for a voluntary offer? A. Pushy and aggressive B. Polite, proactive and professional C. Casual and unconcerned D. Ambiguous and confusing 【答案】B 【解析】主动报盘需礼貌体现尊重，主动传递合作意愿，专业展现产品和条款，三者结合才能吸引买方关注。A“强硬激进”、C“随意冷漠”、D“模糊不清”均易引发买方反感，故B正确。 7.If the buyer does not respond to the voluntary offer, the seller should ( ). A. Send repeated reminders every day to pressure the buyer B. Respect the buyer’s decision and can follow up appropriately after a period C. Publicly criticize the buyer on social media D. Refuse any future cooperation with the buyer 【答案】B 【解析】买方未回复主动报盘时，应尊重对方决策（如需求不匹配），避免过度打扰，可在合理周期后（如1-2周）适当跟进，既保持联系又不造成压力。A“每日催单”、C“公开批评”、D“拒绝未来合作”均破坏商业关系，故B正确。 8.Which of the following is a proper way to start a voluntary offer letter? A. "We are writing to sell you our products whether you need them or not." B. "We noticed your company’s focus on home goods and would like to offer our new sofa collection." C. "You must accept our offer to avoid losing a good opportunity." D. "We are angry that you didn’t reply to our previous email." 【答案】B 【解析】主动报盘开篇应说明“为何向该买方主动报盘”（如匹配对方业务方向），让买方理解报盘的针对性。A“强制推销”、C“要求必须接受”、D“表达不满”均不符合主动报盘的礼貌和主动推荐逻辑，故B正确。 9.A voluntary offer should be ( ) to increase the chance of the buyer’s interest. A. Tailored to the buyer’s potential needs B. Full of unrelated industry news C. Written in a very casual colloquial style D. Missing key terms like price and quantity 【答案】A 【解析】主动报盘需贴合买方潜在需求（如买方主营品类、市场定位），才能提高买方兴趣。B“包含无关行业新闻”、C“过于口语化”、D“缺失关键条款”均会降低报盘有效性，故A正确。 10.What is the advantage of making a voluntary offer? A. It can only maintain existing customers, not develop new ones B. It proactively grasps market opportunities and expands potential customer groups C. It eliminates the need for any follow-up communication with the buyer D. It requires less preparation than a responsive offer 【答案】B 【解析】主动报盘的优势是打破“等待询盘”的被动模式，主动挖掘潜在客户、把握市场机会，扩大客户群体。A“仅维护老客户”、C“无需后续沟通”、D“准备更少”均与主动报盘的实际作用不符，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.主动报盘________________________ 【答案】voluntary offer 2.潜在客户________________________ 【答案】potential customer 3.产品卖点________________________ 【答案】product’s unique selling point (USP) 4.市场需求________________________ 【答案】market demand 5.主动推荐________________________ 【答案】proactive recommendation 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.voluntary offer letter________________________ 【答案】主动报盘函 2.potential demand________________________ 【答案】潜在需求 3.unique selling point (USP)________________________ 【答案】独特卖点（USP） 4.proactive cooperation________________________ 【答案】主动合作 5.follow-up communication________________________ 【答案】后续沟通 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.我方注意到贵公司专注于户外用品销售，特主动向贵方报盘我方新款露营帐篷。 _______________________________________________________________________________ 【答案】We noticed that your company focuses on outdoor products sales, so we are making you a voluntary offer for our new camping tents. 2.基于对贵地区市场需求的了解，我方主动报盘这款高性价比的便携式烧烤炉，单价45美元，报盘有效期10天。 _______________________________________________________________________________ 【答案】Based on our understanding of the market demand in your region, we are making you a voluntary offer for this cost-effective portable barbecue grill at a unit price of $45, with a validity period of 10 days. 3.我方主动向贵方报盘这款节能LED灯，其核心卖点是低功耗、长寿命，最小起订量200个。 _______________________________________________________________________________ 【答案】We are making you a voluntary offer for this energy-saving LED light, whose core unique selling point is low power consumption and long service life, with a minimum order quantity of 200 pieces. 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 a voluntary offer for our new organic cotton towels, as we know your store specializes in eco-friendly products. _______________________________________________________________________________ 【答案】我方了解到贵店专注于环保产品销售，特向贵方主动报盘我方新款有机棉毛巾。 2.This voluntary offer is valid for 15 days, and we can adjust the quantity based on your actual needs. _______________________________________________________________________________ 【答案】此主动报盘有效期为15天，我方可根据贵方实际需求调整订购数量。 3.Considering the high demand for winter clothing in your region, we would like to offer you our new down jackets at a competitive price of $89 each. _______________________________________________________________________________ 【答案】考虑到贵地区对冬季服装的高需求，我方愿向贵方报盘新款羽绒服，极具竞争力的单价为89美元。 六、写作(本大题共1小题，20分) 假设你是中国Green Home Supplies Co., Ltd.的销售人员，你公司新推出了可降解餐具（如可降解餐盒、可降解吸管）。你了解到美国Eco-Life Store专注于销售环保产品，特向其发送一封主动报盘函。内容包括： 1.说明主动报盘的原因（了解到对方销售环保产品，匹配我方新品）； 2.报出可降解餐盒（单价2美元/个）和可降解吸管（单价0.1美元/根）的单价、报盘有效期（12天）； 3.表达期待对方回复及后续合作的意愿。 【答案仅供参考】 Dear Sir/Madam, We are writing to make you a voluntary offer for our new biodegradable tableware, as we know your store specializes in selling eco-friendly products—this matches our new products well. Our offer terms are as follows: the unit price of biodegradable food containers is $2 each, and the unit price of biodegradable straws is $0.1 per piece. This voluntary offer is valid for 12 days. We hope to receive your reply soon and look forward to the possibility of future cooperation. If you have any questions about the products or offer terms, please feel free to contact us. Sincerely yours, Li Jia 学科网（北京）股份有限公司 学科网（北京）股份有限公司 $$