《外贸商函》Project 4 Counter-offer（1）-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9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9卷，按知识模块1外贸商函——Project 4 Counter-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9卷 知识模块 1 外贸商函 Project 4 Counter-offer（1） 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 core purpose of collecting information from a received counter-offer letter? A. To promote new products unrelated to the current transaction B. To understand the buyer’s revised terms and decide whether to negotiate further C. To cancel the original offer immediately without discussion D. To ask the buyer to provide their financial statements 2.Which of the following is a key piece of information to collect from a counter-offer letter? A. The buyer’s favorite color of office supplies B. The buyer’s revised product price or quantity C. The seller’s own production schedule D. The seller’s employee training plan 3.When collecting information from a counter-offer letter, the seller should first confirm ( ). A. Whether the counter-offer is related to the original offer B. The buyer’s personal travel plans C. The seller’s past cooperation history with other buyers D. The buyer’s company logo design 4.If the buyer’s revised payment terms in the counter-offer are unacceptable to the seller, the seller should ( ). A. Ignore the counter-offer and wait for the buyer’s further contact B. Politely negotiate with the buyer to adjust the terms C. Refuse all future cooperation with the buyer D. Accuse the buyer of being uncooperative 5.Which of the following information in a counter-offer letter directly affects the seller’s profit? A. The buyer’s revised unit price B. The buyer’s company address C. The buyer’s employee count D. The buyer’s marketing strategies 6.What should the seller do if the counter-offer letter lacks clear revised delivery time? A. Guess the delivery time and sign the contract B. Politely ask the buyer to clarify the revised delivery time C. Accept the counter-offer without hesitation D. Reject the counter-offer immediately 7.The "validity period of the counter-offer" collected from the letter helps the seller ( ). A. Decide the deadline for responding to the counter-offer B. Confirm the buyer’s business hours C. Arrange the seller’s internal meeting schedule D. Prepare the product packaging design 8.Which of the following is a proper way to record the collected information from a counter-offer letter? A. Write down key revised terms in a structured document B. Rely on memory to remember all details C. Share the counter-offer with all competitors D. Delete the counter-offer letter after reading 9.If the buyer’s revised minimum order quantity in the counter-offer is lower than the seller’s requirement, the seller should ( ). A. Insist on the original minimum order quantity without negotiation B. Consider adjusting the quantity if it meets the seller’s cost requirements C. Refuse to reply to the buyer’s counter-offer D. Increase the product price arbitrarily to make up for the loss 10.The difference between collecting information from an offer letter and a counter-offer letter is that the latter focuses on ( ). A. The seller’s original terms B. The buyer’s revised terms based on the original offer C. The buyer’s past purchase history D. The seller’s product promotion plans 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.还盘函 ________________________ 2.修订条款 ________________________ 3.还盘有效期 ________________________ 4.议价空间 ________________________ 5.修订后的单价________________________ 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.counter-offer terms ________________________ 2.revised payment method ________________________ 3.counter-offer validity ________________________ 4.negotiation scope ________________________ 5.revised 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.我方已收到贵方2025年12月15日的还盘函，正在梳理函中修订后的单价、付款方式等关键信息。 _______________________________________________________________________________ 2.贵方还盘函中提及的还盘有效期为5天，我方将在此期限内给出是否接受修订条款的答复。 _______________________________________________________________________________ 3.若贵方在还盘函中能进一步明确修订后的交货地点，我方将更高效地评估是否开展后续谈判。 _______________________________________________________________________________ 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 have collected information from your counter-offer letter and found that your revised unit price for plastic containers is $4.5 each, which is lower than our original offer. _______________________________________________________________________________ 2.Please confirm whether the revised delivery time (30 days after order confirmation) in the counter-offer letter is correct. _______________________________________________________________________________ 3.The revised minimum order quantity in your counter-offer is 150 pieces, and we need to discuss with our production department before responding. _______________________________________________________________________________ 六、写作(本大题共1小题，20分) 假设你是中国Home Textile Co., Ltd.的销售人员，你公司此前向美国Comfort Home Store报盘棉质床单（单价18美元/条，最小起订量400条，付款方式为预付30%）。近日收到对方的还盘函，对方提出修订条款：单价16美元/条，最小起订量300条，付款方式为预付20%。请你写一封邮件给对方，说明你已收集到上述还盘信息，并告知需3天时间内部评估，承诺3天后给予明确答复。 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9卷，按知识模块1外贸商函——Project 4 Counter-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9卷 知识模块 1 外贸商函 Project 4 Counter-offer（1） 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 core purpose of collecting information from a received counter-offer letter? A. To promote new products unrelated to the current transaction B. To understand the buyer’s revised terms and decide whether to negotiate further C. To cancel the original offer immediately without discussion D. To ask the buyer to provide their financial statements 【答案】B 【解析】还盘函是买方对卖方原报盘的修订回应，收集其信息的核心目的是明确买方的修订条款（如价格、数量），进而判断是否需进一步谈判以达成共识。A“推广无关产品”、C“立即取消原报盘”、D“索要财务报表”均与该核心目的无关，故B正确。 2.Which of the following is a key piece of information to collect from a counter-offer letter? A. The buyer’s favorite color of office supplies B. The buyer’s revised product price or quantity C. The seller’s own production schedule D. The seller’s employee training plan 【答案】B 【解析】还盘函的核心是买方对原报盘条款的修订，因此“修订后的产品价格或数量”是必须收集的关键信息；A“买方喜欢的办公用品颜色”、C“卖方生产计划”、D“卖方员工培训计划”均与还盘内容无关，故B正确。 3.When collecting information from a counter-offer letter, the seller should first confirm ( ). A. Whether the counter-offer is related to the original offer B. The buyer’s personal travel plans C. The seller’s past cooperation history with other buyers D. The buyer’s company logo design 【答案】A 【解析】收集还盘信息时，首先需确认该还盘是否针对本次交易的原报盘，避免与其他业务混淆，确保信息对应性。B“买方旅行计划”、C“与其他买方的合作史”、D“买方logo设计”均非首要确认内容，故A正确。 4.If the buyer’s revised payment terms in the counter-offer are unacceptable to the seller, the seller should ( ). A. Ignore the counter-offer and wait for the buyer’s further contact B. Politely negotiate with the buyer to adjust the terms C. Refuse all future cooperation with the buyer D. Accuse the buyer of being uncooperative 【答案】B 【解析】若买方修订的付款条款不可接受，卖方应通过礼貌谈判寻求双方都能接受的方案，而非极端处理；A“忽视还盘”、C“拒绝未来合作”、D“指责买方”均会破坏合作氛围，故B正确。 5.Which of the following information in a counter-offer letter directly affects the seller’s profit? A. The buyer’s revised unit price B. The buyer’s company address C. The buyer’s employee count D. The buyer’s marketing strategies 【答案】A 【解析】产品单价直接决定卖方的单位利润，买方修订后的单价会直接影响整体盈利情况；B“买方公司地址”、C“员工数量”、D“营销策略”与卖方利润无直接关联，故A正确。 6.What should the seller do if the counter-offer letter lacks clear revised delivery time? A. Guess the delivery time and sign the contract B. Politely ask the buyer to clarify the revised delivery time C. Accept the counter-offer without hesitation D. Reject the counter-offer immediately 【答案】B 【解析】若还盘函中缺乏明确的修订交货时间，应礼貌请求买方澄清，避免后续交易因时间模糊产生纠纷；A“猜测时间签合同”、C“无条件接受”、D“立即拒绝”均不符合严谨的商务逻辑，故B正确。 7.The "validity period of the counter-offer" collected from the letter helps the seller ( ). A. Decide the deadline for responding to the counter-offer B. Confirm the buyer’s business hours C. Arrange the seller’s internal meeting schedule D. Prepare the product packaging design 【答案】A 【解析】“还盘有效期”指卖方需回应还盘的截止时间，收集该信息可帮助卖方合理安排评估和回复时间，避免错过谈判机会。B“买方营业时间”、C“卖方内部会议”、D“包装设计”均与还盘有效期无关，故A正确。 8.Which of the following is a proper way to record the collected information from a counter-offer letter? A. Write down key revised terms in a structured document B. Rely on memory to remember all details C. Share the counter-offer with all competitors D. Delete the counter-offer letter after reading 【答案】A 【解析】用结构化文档记录还盘的关键修订条款（如价格、数量、付款方式），可清晰整理信息，便于内部评估和后续追溯；B“依赖记忆”易遗漏信息，C“分享给竞争对手”违反保密原则，D“删除函件”不利于后续核对，故A正确。 9.If the buyer’s revised minimum order quantity in the counter-offer is lower than the seller’s requirement, the seller should ( ). A. Insist on the original minimum order quantity without negotiation B. Consider adjusting the quantity if it meets the seller’s cost requirements C. Refuse to reply to the buyer’s counter-offer D. Increase the product price arbitrarily to make up for the loss 【答案】B 【解析】若买方修订的最小起订量低于卖方要求，卖方可在成本可控的前提下考虑调整，以推动合作；A“坚持原量不谈判”、C“拒绝回复”、D“擅自提价”均可能导致合作破裂，故B正确。 10.The difference between collecting information from an offer letter and a counter-offer letter is that the latter focuses on ( ). A. The seller’s original terms B. The buyer’s revised terms based on the original offer C. The buyer’s past purchase history D. The seller’s product promotion plans 【答案】B 【解析】收集报盘函信息聚焦卖方的原条款，而还盘函信息则围绕买方基于原报盘提出的修订条款，二者核心关注点不同；A“卖方原条款”是报盘函信息重点，C“买方过往采购史”、D“卖方推广计划”与两类函件信息收集均无直接关联，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.还盘函 ________________________ 【答案】counter-offer letter 2.修订条款 ________________________ 【答案】revised terms 3.还盘有效期 ________________________ 【答案】counter-offer validity 4.议价空间 ________________________ 【答案】negotiation scope 5.修订后的单价________________________ 【答案】revised unit price 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.counter-offer terms ________________________ 【答案】还盘条款 2.revised payment method ________________________ 【答案】修订后的付款方式 3.counter-offer validity ________________________ 【答案】还盘有效期 4.negotiation scope ________________________ 【答案】谈判范围 5.revised minimum order quantity ________________________ 【答案】修订后的最小起订量 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.我方已收到贵方2025年12月15日的还盘函，正在梳理函中修订后的单价、付款方式等关键信息。 _______________________________________________________________________________ 【答案】We have received your counter-offer letter dated December 15, 2025, and are organizing key information such as the revised unit price and payment method in the letter. 2.贵方还盘函中提及的还盘有效期为5天，我方将在此期限内给出是否接受修订条款的答复。 _______________________________________________________________________________ 【答案】The counter-offer validity mentioned in your letter is 5 days, and we will give a reply on whether to accept the revised terms within this period. 3.若贵方在还盘函中能进一步明确修订后的交货地点，我方将更高效地评估是否开展后续谈判。 _______________________________________________________________________________ 【答案】If you can further clarify the revised delivery place in the counter-offer letter, we will evaluate whether to conduct follow-up negotiations more efficiently. 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 have collected information from your counter-offer letter and found that your revised unit price for plastic containers is $4.5 each, which is lower than our original offer. _______________________________________________________________________________ 【答案】我方已从贵方还盘函中收集到信息，发现贵方对塑料容器的修订单价为每个4.5美元，低于我方原报盘价格。 2.Please confirm whether the revised delivery time (30 days after order confirmation) in the counter-offer letter is correct. _______________________________________________________________________________ 【答案】请确认还盘函中修订后的交货时间（订单确认后30天）是否正确。 3.The revised minimum order quantity in your counter-offer is 150 pieces, and we need to discuss with our production department before responding. _______________________________________________________________________________ 【答案】贵方还盘中修订后的最小起订量为150件，我方需与生产部门沟通后再给予答复。 六、写作(本大题共1小题，20分) 假设你是中国Home Textile Co., Ltd.的销售人员，你公司此前向美国Comfort Home Store报盘棉质床单（单价18美元/条，最小起订量400条，付款方式为预付30%）。近日收到对方的还盘函，对方提出修订条款：单价16美元/条，最小起订量300条，付款方式为预付20%。请你写一封邮件给对方，说明你已收集到上述还盘信息，并告知需3天时间内部评估，承诺3天后给予明确答复。 【答案仅供参考】 Dear Sir/Madam, We are writing to inform you that we have received your counter-offer letter regarding the cotton bed sheets and collected all the revised terms. The key revised terms we noted are as follows: the unit price is $16 per piece (down from our original $18), the minimum order quantity is 300 pieces (lower than our original 400), and the payment method is 20% advance payment (reduced from our original 30%). We need 3 days to conduct an internal evaluation of these revised terms. We promise to give you a clear reply on whether we accept the counter-offer after 3 days. If you have any other questions during this period, please feel free to contact us. Sincerely yours, Zhang Na 学科网（北京）股份有限公司 学科网（北京）股份有限公司 $$