《外贸商函》Project 4 Counter-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10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10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10卷 知识模块 1 外贸商函 Project 4 Counter-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 replying to a received counter-offer letter is to ( ). A. complain about the buyer’s slow response B. clearly inform the buyer of whether to accept, refuse, or propose further negotiation on the counter-offer terms C. promote new products unrelated to the current transaction D. ask the buyer to provide their bank account information 2.Which of the following tones is most appropriate for replying to a counter-offer letter? A. Rude and dismissive B. Polite, clear and professional C. Casual and unconcerned D. Ambiguous and confusing 3.If the seller fully accepts the buyer’s counter-offer terms, the reply letter should ( ). A. Ignore the counter-offer terms and repeat the original offer B. Clearly confirm acceptance and propose the next step (e.g., signing the contract) C. Refuse to provide any follow-up information D. Criticize the buyer’s counter-offer terms first 4.What should the seller do if they partially accept the buyer’s counter-offer (e.g., accept the revised price but not the revised quantity)? A. Only state the accepted terms and ignore the unaccepted ones B. Clearly distinguish between accepted and unaccepted terms and explain the reason for unacceptance C. Reject the entire counter-offer directly D. Ask the buyer to re-submit a new counter-offer 5.Which of the following information must be included in a reply to a counter-offer letter? A. The seller’s employee’s personal hobbies B. A clear response to the buyer’s revised terms C. The buyer’s competitor’s product prices D. The seller’s annual party photos 6.If the seller needs more time to evaluate the counter-offer, the reply letter should ( ). A. Ignore the counter-offer and wait for the buyer to follow up B. Inform the buyer of the need for extra time and promise a specific reply date C. Refuse the counter-offer immediately D. Accuse the buyer of putting pressure on the evaluation 7.What is a common way to end a reply letter to a counter-offer? A. Threatening the buyer with no future cooperation B. Expressing the expectation of smooth follow-up communication C. Complaining about the buyer’s unreasonable counter-offer D. Sharing the seller’s internal meeting schedule 8.When replying to a counter-offer letter, the seller should first ( ). A. Confirm receipt of the buyer’s counter-offer letter B. Delete the buyer’s counter-offer letter C. Share the counter-offer with all competitors D. Propose a completely new offer unrelated to the counter-offer 9.If the seller refuses the buyer’s counter-offer, the reply letter should ( ). A. Be polite and explain the reason for refusal to maintain potential cooperation B. Be rude to show the seller’s firm attitude C. Ignore the buyer’s counter-offer and talk about other topics D. Refuse any future communication with the buyer 10.The difference between replying to an offer letter and replying to a counter-offer letter is that the latter focuses on ( ). A. The seller’s original offer terms B. Responding to the buyer’s revised terms based on the original offer C. The buyer’s past purchase history D. The seller’s new 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.还盘回复函________________________ 2.部分接受 ________________________ 3.后续步骤 ________________________ 4.评估时间 ________________________ 5.拒绝理由 ________________________ 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.full acceptance of counter-offer ________________________ 2.partial acceptance of counter-offer ________________________ 3.follow-up steps ________________________ 4.evaluation period ________________________ 5.reason for rejection ________________________ 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20日的还盘函，现回复如下：我方接受贵方修订后的单价，但无法接受修订后的最小起订量。 _______________________________________________________________________________ 2.由于还盘条款涉及我方生产成本核算，我方需5天时间评估，将于2025年12月28日前给予贵方明确答复。 _______________________________________________________________________________ 3.我方遗憾地告知贵方，因贵方修订后的付款方式超出我方风险承受范围，故无法接受本次还盘，望贵方理解。 _______________________________________________________________________________ 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 writing to reply to your counter-offer letter dated December 18, 2025, and we are pleased to confirm full acceptance of your revised terms. _______________________________________________________________________________ 2.We can accept your revised unit price of $15 per piece, but we cannot accept the revised delivery time of 45 days—our production schedule only allows delivery within 30 days. _______________________________________________________________________________ 3.We need 3 more working days to evaluate your counter-offer, and we promise to send you a reply by the end of this week. _______________________________________________________________________________ 六、写作(本大题共1小题，20分) 假设你是中国Electronics Plus Co., Ltd.的销售人员，你公司此前向美国Tech Mart报盘无线充电器（单价25美元/个，最小起订量500个，交货时间20天）。近日收到对方还盘函，对方提出修订条款：单价22美元/个，最小起订量400个，交货时间30天。请你写一封回复函，内容包括： 1.确认收到还盘函； 2.说明接受修订后的单价和最小起订量，但因生产计划限制，交货时间最多只能延长至25天； 3.表达期待对方确认并推进后续合作的意愿。 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10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10卷 知识模块 1 外贸商函 Project 4 Counter-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 replying to a received counter-offer letter is to ( ). A. complain about the buyer’s slow response B. clearly inform the buyer of whether to accept, refuse, or propose further negotiation on the counter-offer terms C. promote new products unrelated to the current transaction D. ask the buyer to provide their bank account information 【答案】 【解析】回复还盘函的核心目的是向买方明确传递对其修订条款的态度——接受、拒绝或提议进一步谈判，为后续交易推进提供方向。A“投诉买方回复慢”、C“推广无关产品”、D“索要银行账户”均与该核心目的无关，故B正确。 2.Which of the following tones is most appropriate for replying to a counter-offer letter? A. Rude and dismissive B. Polite, clear and professional C. Casual and unconcerned D. Ambiguous and confusing 【答案】 【解析】还盘回复需礼貌体现对买方的尊重，清晰传递态度以避免误解，专业展现商务素养，三者结合才能保障沟通效率。A“粗鲁轻蔑”、C“随意冷漠”、D“模糊不清”均易引发买方反感，破坏合作氛围，故B正确。 3.If the seller fully accepts the buyer’s counter-offer terms, the reply letter should ( ). A. Ignore the counter-offer terms and repeat the original offer B. Clearly confirm acceptance and propose the next step (e.g., signing the contract) C. Refuse to provide any follow-up information D. Criticize the buyer’s counter-offer terms first 【答案】 【解析】若完全接受还盘，需明确确认接受态度，并提出下一步行动（如签约、确认订单），推动交易落地；A“重复原报盘”、C“拒绝提供后续信息”、D“先批评还盘条款”均不符合“完全接受”的逻辑，故B正确。 4.What should the seller do if they partially accept the buyer’s counter-offer (e.g., accept the revised price but not the revised quantity)? A. Only state the accepted terms and ignore the unaccepted ones B. Clearly distinguish between accepted and unaccepted terms and explain the reason for unacceptance C. Reject the entire counter-offer directly D. Ask the buyer to re-submit a new counter-offer 【答案】 【解析】部分接受还盘时，需清晰区分“接受条款”与“不接受条款”，并解释不接受的合理原因（如成本限制），让买方理解立场，为进一步协商留空间；A“忽略不接受条款”、C“直接拒绝全部还盘”、D“要求重新还盘”均易导致信息混乱或合作破裂，故B正确。 5.Which of the following information must be included in a reply to a counter-offer letter? A. The seller’s employee’s personal hobbies B. A clear response to the buyer’s revised terms C. The buyer’s competitor’s product prices D. The seller’s annual party photos 【答案】 【解析】回复还盘函的核心是对买方修订条款给出明确回应，这是保障沟通有效性的基础；A“员工个人爱好”、C“竞争对手价格”、D“年会照片”均非必要内容，故B正确。 6.If the seller needs more time to evaluate the counter-offer, the reply letter should ( ). A. Ignore the counter-offer and wait for the buyer to follow up B. Inform the buyer of the need for extra time and promise a specific reply date C. Refuse the counter-offer immediately D. Accuse the buyer of putting pressure on the evaluation 【答案】 【解析】若需更多评估时间，应如实告知买方并承诺具体回复日期，体现负责任的态度，避免买方误解为“忽视还盘”；A“忽略还盘”、C“立即拒绝”、D“指责买方施压”均会影响商务关系，故B正确。 7.What is a common way to end a reply letter to a counter-offer? A. Threatening the buyer with no future cooperation B. Expressing the expectation of smooth follow-up communication C. Complaining about the buyer’s unreasonable counter-offer D. Sharing the seller’s internal meeting schedule 【答案】 【解析】回复还盘函的结尾通常表达对后续沟通顺利的期待，传递积极合作意愿；A“威胁不合作”、C“抱怨还盘不合理”、D“分享内部会议安排”均不符合结尾的商务礼仪，故B正确。 8.When replying to a counter-offer letter, the seller should first ( ). A. Confirm receipt of the buyer’s counter-offer letter B. Delete the buyer’s counter-offer letter C. Share the counter-offer with all competitors D. Propose a completely new offer unrelated to the counter-offer 【答案】 【解析】回复还盘函的开篇需先确认收到买方的还盘函，让买方知晓其还盘已被接收，这是商务沟通的基本流程；B“删除还盘函”、C“分享给竞争对手”、D“提出无关新报盘”均不符合回复逻辑，故A正确。 9.If the seller refuses the buyer’s counter-offer, the reply letter should ( ). A. Be polite and explain the reason for refusal to maintain potential cooperation B. Be rude to show the seller’s firm attitude C. Ignore the buyer’s counter-offer and talk about other topics D. Refuse any future communication with the buyer 【答案】 【解析】拒绝还盘时需保持礼貌，同时解释拒绝原因（如成本过高、产能限制），既维护自身立场，又为未来潜在合作保留可能；B“态度粗鲁”、C“转移话题”、D“拒绝后续沟通”均会破坏商业关系，故A正确。 10.The difference between replying to an offer letter and replying to a counter-offer letter is that the latter focuses on ( ). A. The seller’s original offer terms B. Responding to the buyer’s revised terms based on the original offer C. The buyer’s past purchase history D. The seller’s new product promotion plans 【答案】 【解析】回复报盘函聚焦对“卖方原报盘”的回应，而回复还盘函则围绕“买方基于原报盘的修订条款”展开，二者核心回应对象不同；A“卖方原报盘条款”是回复报盘函的重点，C“买方过往采购史”、D“卖方新品推广”与两类回复均无直接关联，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.还盘回复函________________________ 【答案】counter-offer reply letter 2.部分接受 ________________________ 【答案】partial acceptance 3.后续步骤 ________________________ 【答案】follow-up steps 4.评估时间 ________________________ 【答案】evaluation period 5.拒绝理由 ________________________ 【答案】reason for rejection 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.full acceptance of counter-offer ________________________ 【答案】还盘的完全接受 2.partial acceptance of counter-offer ________________________ 【答案】还盘的部分接受 3.follow-up steps ________________________ 【答案】后续步骤 4.evaluation period ________________________ 【答案】评估周期 5.reason for rejection ________________________ 【答案】拒绝理由 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20日的还盘函，现回复如下：我方接受贵方修订后的单价，但无法接受修订后的最小起订量。 _______________________________________________________________________________ 【答案】We have received your counter-offer letter dated December 20, 2025, and are replying as follows: we accept your revised unit price, but cannot accept your revised minimum order quantity. 2.由于还盘条款涉及我方生产成本核算，我方需5天时间评估，将于2025年12月28日前给予贵方明确答复。 _______________________________________________________________________________ 【答案】Since the counter-offer terms involve our production cost calculation, we need 5 days for evaluation and will give you a clear reply by December 28, 2025. 3.我方遗憾地告知贵方，因贵方修订后的付款方式超出我方风险承受范围，故无法接受本次还盘，望贵方理解。 _______________________________________________________________________________ 【答案】We regret to inform you that we cannot accept this counter-offer because your revised payment method exceeds our risk tolerance. 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 writing to reply to your counter-offer letter dated December 18, 2025, and we are pleased to confirm full acceptance of your revised terms. _______________________________________________________________________________ 【答案】我方特致函回复贵方2025年12月18日的还盘函，很高兴确认完全接受贵方的修订条款。 2.We can accept your revised unit price of $15 per piece, but we cannot accept the revised delivery time of 45 days—our production schedule only allows delivery within 30 days. _______________________________________________________________________________ 【答案】我方可以接受贵方每个15美元的修订单价，但无法接受45天的修订交货时间——我方生产计划仅允许30天内交货。 3.We need 3 more working days to evaluate your counter-offer, and we promise to send you a reply by the end of this week. _______________________________________________________________________________ 【答案】我方还需3个工作日评估贵方还盘，并承诺于本周末前向贵方发送回复。 六、写作(本大题共1小题，20分) 假设你是中国Electronics Plus Co., Ltd.的销售人员，你公司此前向美国Tech Mart报盘无线充电器（单价25美元/个，最小起订量500个，交货时间20天）。近日收到对方还盘函，对方提出修订条款：单价22美元/个，最小起订量400个，交货时间30天。请你写一封回复函，内容包括： 1.确认收到还盘函； 2.说明接受修订后的单价和最小起订量，但因生产计划限制，交货时间最多只能延长至25天； 3.表达期待对方确认并推进后续合作的意愿。 【答案仅供参考】 Dear Sir/Madam, We are writing to confirm receipt of your counter-offer letter regarding the wireless chargers. After careful evaluation, we are pleased to accept your revised terms as follows: the unit price of $22 per piece and the minimum order quantity of 400 pieces. However, due to our tight production schedule, we can only extend the delivery time to a maximum of 25 days, instead of the 30 days you proposed. We hope you can confirm this adjusted delivery time. Once confirmed, we can start preparing the next steps, such as signing the sales contract. If you have any questions, please feel free to contact us. Sincerely yours, Li Ming 学科网（北京）股份有限公司 学科网（北京）股份有限公司 $$