谈判试卷-1.doc

长沙民政职业技术学院商务英语专业质量目标测试试题
（试卷一）
考试模块：商务英语谈判 考试时量：90分钟

一、注意事项
1、所有考试项目均为机上操作。
2、开考后，考生必须在K盘上新建一个文件夹，命名为：考生号（即考生 当日抽考号码）+BUSINESS ENGLISH，考试结束前将答卷另存入该文件夹， 否则答卷无效。
3、考试期间如果遇到问题请及时找监考老师，不得私自更换电脑。
4、考试过程中以及考试结束后，考生不得随意关闭电脑或重启电脑，否则 造成数据丢失由考生本人负责。

二、考试要求
（一）国际商务信息检索
1、阅读并理解所给信息；
2、检索并筛选有效信息；
3、填写并翻译所需信息。
（二）外贸英语函电撰写
1、理解命题要求，确定函电性质；
2、函电格式正确，字数达标；
3、表达流畅，文字通顺，逻辑合理。
（三）商务谈判案例分析
1、阅读并理解所给案例；
2、熟悉进出口业务流程，并运用跨文化交际技巧分析案例；
3、借鉴国际贸易惯例，解决所给案例问题。

三、考试资料
（一）出口方基本情况
Company
BROAD Air Quality Technology Group
Url

Office Address
Yuanda Town Yuanda 3rd road, Changsha, Hunan, China
Zip code
 410138
Phone
086-0731-84086688
Fax
086-0731-84552000
E-mail
css@

（二）进口方基本情况
Company
Galaxy Refrigeration Private Limited Co.
Url

Office Address
No. D-8, Shanti Kunj, Near Church, Vasant Kunj New Delhi, India
Phone
+(91)-(11)-26130435
Fax
+(91)-(11)-26130436
E-mail
chanderkumar@ ,

（三）出口方信息
BROAD Air Quality Technology Group is an enterprise based on the vision of unique technologies and philosophy of preserving life. All BROAD products and services have essentially optimized human life and the environment of the earth, BROAD Air Conditioning Equipment Co. Ltd supplies no-electric central air conditioning powered by natural gas and waste heat as well as packaged water distribution system.
BROAD Energy Utilization Co. Ltd provides energy management contract service, district cooling-heating-power system (CHP) investment, building and operation.
BROAD Sustainable Building Technology Co. Ltd provides factory-made sustainable building with level 9 earthquake resistance, with 6 times material less, 5 time energy efficient, and 20 times air purification.
BROAD Air Quality Technology Group headquartered in Changsha, China has already exported products to more than 70 countries.
Company Development Path
On June 5, 1988, using USD 3,000 the company was registered in Chenzhou, Hunan to develop heating equipment.
In 1992, the company relocated to Changsha to start producing large scale non-electric central air conditioning chillers and equipment
In 1998 the company's non-electric air conditioners entered the international market
In 1999 the company began producing packaged central air conditioning systems
In 2005 the company began producing air quality products, which are now sold in more than 60 countries around the world.
Products
The Complete Set of Central Air Conditioning Equipment (Including hot water, to automate a building)
Services
After Sales Service, Trusteeship Service, EMC, Engineering Design Consulting
Value
Healthy, Energy Efficient, Cost Saving
Comments from Premier Wen Jiabao
BROAD non-electric air conditioning is the Circular Economy
BROAD is not a common company. You have made a special contribution to the country.

四、测试试题
Section I国际商务信息检索 （本题共45分）
Directions: Read the following brief introduction to Galaxy Refrigeration Private Limited Co. from the official website of the company.
A Brief Introduction to Galaxy Refrigeration Private Limited Co.
Established in the year 2003, we, Galaxy Refrigeration Private Limited Co. are engaged in the sphere of importing and supplying a wide range of white westing house chillers, white westinghouse dishwasher, white westinghouse dryers and white westinghouse microwaves. These are procured from one of the most reliable home appliances company, White Westinghouse of USA. Apart from this company, we are also associated with various other original manufacturers such as Sony, Compaq, Yamaha, JVC, Sanyo, IBM, HP, Canon, Samsung, Nokia, Bosch, and Olympus, from where we procure these products and supply to our clients spread all over the world.
The entire range is manufactured at advanced laboratories that are equipped with latest equipment ensuring optimum performance of the refrigerators, ventilation systems, commercial ventilation systems, chilling units, commercial chilling units and others units. Already checked at manufacturers end, we also check the quality of these White westinghouse Refrigerators, White westing house Freezer, White westinghouse Microwave, White westing house Air Care and White westing house Washer & Dryer at our end and provide defect free products to our clients.
(11)Being a client centric organization, we ensure trouble free functioning of these products and hence, we provide prompt after sale service to them. Under the able guidance of our owner, Mr. Naresh Kapoor and Mr. Chandar Kumar, who have been in this business for 20 years, we have touched new heights of success in the industry.
Our Associate
We take pride in being associated with White Westinghouse that is one of the leading home appliances companies of USA. The company was formed by the acquisition of the Westinghouse Electric Corporation's Appliance Unit by white consolidated industries in 1975. Later on the company entered into the Appliance Industry and acquired COPEMAN Electric Stove Company In 1917.
It started manufacturing electric products that included automatic washing machines, frost-free refrigeration and other that have been appreciated all over the world by global clients for low power consumption and low maintenance.  (12)These products are engineered with superior technology by using quality raw material and components that ensure durable performance & high functionality. We are a prominent importer of various electronic items from different companies such as:
· Sony
· Compaq
· Yamaha
· JVC
· Sanyo
· IBM
· HP
· Canon
· Samsung
· Nokia
· Bosch
· Olympus
· White Westinghouse
Quality Assurance
We are a quality conscious organization and ensure that our electric appliances such as ventilation systems, commercial ventilation systems, chilling units, commercial chilling units, automatic washing machines, stainless steel refrigerators, commercial washing machines, etc, are up to the mark and provide great level of satisfaction to our clients. (13)Even being a supplier, we ensure that the entire range of products, we procure from renowned vendors and manufacturers are tested on various quality parameters so that our clients face no trouble in using these products.
With an aim towards offering maximum client satisfaction, we test our Refrigerators, Chilling Units & Ventilation and Washer & Dryer rigidly and follow stringent quality measures. We test our cooling and refrigeration solutions on the following parameters:
• Noise level
• Temperature and corrosion resistance
• Functionality
• Robust construction
Warehousing
In our unit we have a large warehousing facility to store our Refrigerators, Chilling Units & Ventilation and Washer & Dryer. (14)The unit is managed by expert and efficient warehousing professionals, who manage proper inventory and helps us in storing the above mentioned range systematically. The warehouse is segregated into various sections, so that we can store the products separately ensuring fast retrieval of the same, when needed. Further, the products are stored after proper labeling and packaging. We use high quality of packaging material to protect our products from dust, water and heat. Our warehousing professionals maintain a proper inventory to ensure systematic arrangements of every consignment.
Wide Distribution Network
Over the period of time, we have developed a wide distribution network all over the country that has helped us in creating large clientele. (15)Our distributors have rich industrial experience and market knowledge that assist us in serving our clients in best possible manner.
They understand the market dynamics that enable us to procure desired products from our associates and fulfill the requirements of the clients within committed time frame. Further, due to our expert procurement agents, we have been able to source reliable ventilation systems, commercial ventilation systems, chilling units, commercial chilling units, automatic washing machines, stainless steel refrigerators, commercial washing machines, refrigerators, chilling units & ventilation and washer & dryer for our valued clients. Further, we have also tied up with various C&F Agents, who assists us in ensuring quick delivery.

Task 1: Search for useful information in the passage and complete the summary below. Fill in each blank with NO MORE THAN THREE WORDS. （15分）
Galaxy Refrigeration Private Limited Co. Profile
Founded in 1 , Galaxy Refrigeration Private Limited Co. specializes in 2 of White Westinghouse Appliances, which are 3 from one of the most reliable US 4 company, White Westinghouse. The company also procures from various other 5 and supplies to the clients spread all over the world. With an aim towards offering 6 , the company tests the products rigidly and follows stringent 7 . The company has a 8 to store the products. It has developed a wide 9 network all over the country that helps to 10 .

Task 2: Translate the underlined sentences in the passage into Chinese. （30分）
11. Being a client centric organization, we ensure trouble free functioning of these products and hence, we provide prompt after sale service to them.

12. These products are engineered with superior technology by using quality raw material and components that ensure durable performance & high functionality.

13. Even being a supplier, we ensure that the entire range of products, we procure from renowned vendors and manufacturers are tested on various quality parameters so that our clients face no trouble in using these products.

14. The unit is managed by expert and efficient warehousing professionals, who manage proper inventory and helps us in storing the above mentioned range systematically.

15. Our distributors have rich industrial experience and market knowledge that assist us in serving our clients in best possible manner.

Section II 外贸英语函电撰写 （本题共35分）
Directions: You are required to write a letter based on the following situation with at least 150 words. (Note: Your letter should adopt the modified-block style.)
Situation: As a sales representative of BROAD Air Quality Technology Group, you are going to write to a client of Galaxy Refrigeration Private Limited Co. to discuss the insurance terms for X Vacuum Boiler. (For more information about the two parties, please refer to the background information given above.)
The following aspects should be included in the letter:
Indicate the inside addresses of the sender, the receiver, the date, the complimentary close and the signature;
Indicate the L/C No., value and issuing bank;
Request for covering TPND and SRCC in addition to FPA and War Risk;
Emphasize that the additional insurance terms were not agreed upon by both parties;
State the usual practice of the seller for the nature of the contracted goods and explain the reason;
Agree to cover the excessive risks at the buyer’s cost;
Suggest amending the L/C to cover the extra premium.

SectionIII商务谈判案例分析 （本题共20分）
Directions: Read the following case and analyze the problem with at least 100 words.
Case: BROAD Air Quality Technology Group established a CIF contract with Galaxy Refrigeration Private Limited Co. in India, selling 1500 units Broad Fresh air machine (1,000 units of TB100; 200 units of DC3.6 and 300 units of DC5.4). BROAD had issued against all risks, from Chinese warehouse in Shanghai to the warehouse of the importer in Mumbai. Later, when the goods were being shipped from warehouse to shipping terminals, the losses within the scope of the risk of underwriting occurred. Bearing insurance policy and the certificate for the damaged goods, the importer asked for compensation from the insurance company, while the insurance company refused to compensate it, saying that the importer at that time did not have insurance benefits to the goods.

Problem: In such circumstances, does Galaxy Refrigeration Private Limited Co. have the right to claim by virtue of the transferred policy? Why?
Your analysis should be written according to the following clues:
1. Case analysis
2. Solution
3. Suggestion or Summary

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