2025年中职第二学年（商务英语）商务谈判口语试题及答案.doc

2025年中职第二学年（商务英语）商务谈判口语试题及答案

（考试时间：90分钟 满分100分）
班级______ 姓名______

第I卷
（总共10题，每题3分，从每题所给的A、B、C三个选项中，选出最佳选项）

1. 在商务谈判中，表达“我们希望达成互利共赢的协议”，以下哪种英文表述最合适？
A. We hope to reach an agreement that benefits both sides.
B. We hope to make an agreement that is good for us.
C. We hope to get an agreement that helps only one side.

2. 当对方提出一个不合理的要求时，你想委婉拒绝，说“恐怕这个要求不太可行”，英文怎么说？
A. I'm afraid this requirement is not very possible.
B. I'm afraid this demand is not very practical.
C. I'm afraid this request is not very doable.

3. 介绍自己公司的优势时说“我们公司在产品质量控制方面有着丰富的经验”，英文是？
A. Our company has rich experience in product quality control.
B. Our company has a lot of experience in product quality management.
C. Our company has much experience in product quality supervision.

4. 询问对方对某个方案的看法，说“您对这个方案有什么意见吗？”，英文表达是？
A. Do you have any ideas about this plan?
B. Do you have any opinions on this scheme?
C. Do you have any thoughts on this proposal?

5. 表示“我们可以考虑在价格上做出一些调整”，英文怎么讲？
A. We can consider making some adjustments on the price.
B. We can think about making some changes in the price.
C. We can contemplate making some modifications to the price.

6. 谈判中说“我们需要进一步讨论细节问题”，英文是？
A. We need to further discuss the detailed problems.
B. We need to discuss the details further.
C. We need to talk about the detailed issues more.

7. 当对方询问交货时间时回答“我们预计在两周内交货”，英文表述为？
A. We expect to deliver the goods within two weeks.
B. We anticipate delivering the products in two weeks.
C. We predict to send the goods within two weeks.

8. 强调合作的重要性说“只有通过合作，我们才能实现共同目标”，英文是？
A. Only through cooperation can we achieve our common goals.
B. Only by cooperation can we reach our shared objectives.
C. Only with cooperation can we attain our mutual aims.

9. 对对方的提议表示认同说“我完全同意您的这个提议”，英文怎么说？
A. I fully agree with your this proposal.
B. I completely approve of your this suggestion.
C. I entirely concur with your this offer.

10. 谈判结束时说“期待与您有更多的合作机会”，英文是？
A. Looking forward to having more cooperation opportunities with you.
B. Expecting to have more chances of cooperation with you.
C. Anticipating to have more collaborative opportunities with you.

第II卷

二、情景对话填空（总共5题，每题4分，根据对话情景，在空白处填入合适的句子）

A: Good morning, Mr. Smith. Nice to meet you here.
B: Good morning. Nice to meet you too. 11. ____________________?
A: We've prepared a detailed plan for this negotiation. We believe it can meet both sides' needs.
B: Sounds good. But 12. ____________________ first. I'm concerned about the product quality.
A: We have strict quality control procedures. Our products are of high quality and have passed relevant certifications.
B: That's fine. Then 13. ____________________? The market is highly competitive now.
A: We offer a very competitive price. Considering the quality and features of our products, it's a very reasonable price.
B: Hmm, I see. 14. ____________________? We need the goods as soon as possible.
A: We expect to deliver the goods within three weeks after the agreement is reached.
B: Okay. 15. ____________________. Let's move on to the specific terms of the agreement.

三、翻译题（总共5题，每题4分，将下列中文句子翻译成英文）

16. 我们很高兴能与贵公司建立长期合作关系。
17. 这份合同涵盖了双方的主要权利和义务。
18. 请您明确一下您的需求，以便我们更好地为您服务。
19. 我们会尽最大努力满足您的要求。
20. 如果有任何问题，请随时与我们联系。

四、商务情景分析（总共2题，每题15分，阅读以下商务情景材料，回答问题）

材料：
A公司代表与B公司代表就一笔订单进行谈判。A公司希望B公司能提高订单数量，同时降低价格。B公司则担心提高订单数量会影响产品质量，并且认为当前价格已经很合理。在谈判过程中，A公司强调双方长期合作的潜力，B公司也表示希望合作能顺利进行，但对于A公司提出的要求仍持保留态度。

21. 请分析A公司和B公司在谈判中的核心诉求分别是什么？
22. 如果你是A公司代表，你会如何进一步说服B公司提高订单数量并降低价格？

五、商务谈判角色扮演（总共2题，每题15分，根据以下商务情景，进行角色扮演）

情景：
C公司有意向D公司购买一批办公设备。D公司销售代表与C公司采购代表进行谈判。D公司希望能以较高价格出售设备，同时尽量减少售后服务。C公司则希望以较低价格购买，并且要求完善的售后服务。

23. 请你扮演D公司销售代表，与C公司采购代表进行谈判，阐述你的观点和理由。
24. 请你扮演C公司采购代表，与D公司销售代表进行谈判，阐述你的观点和理由。

答案：
1. A
2. B
3. A
4. B
5. A
6. B
7. A
8. A
9. 应改为I fully agree with your proposal. 原句表述错误。
10. A
11. What's your plan for this negotiation
12. I'd like to know about the product quality
13. how about the price
14. What's the delivery time
15. That seems acceptable
16. We are very glad to establish a long - term cooperative relationship with your company.
17. This contract covers the main rights and obligations of both sides.
18. Please clarify your needs so that we can serve you better.
19. We will try our best to meet your requirements.
20. If you have any questions, please feel free to contact us.
21. A公司核心诉求：提高订单数量并降低价格。B公司核心诉求：担心提高订单数量影响产品质量，认为当前价格合理，希望合作顺利进行。
22. 可强调增加订单数量能带来规模效应，降低双方成本。对于价格，可提出一些优惠政策，如达到一定订单量给予折扣，或者提供增值服务来弥补价格上的调整。同时，强调长期合作能带来更多稳定收益，消除B公司对质量的担忧。
23. 作为D公司销售代表：我认为我们的办公设备质量上乘，采用了先进技术，能为贵公司提高办公效率。所以价格方面不能再降低了。而且我们的售后服务一直很到位，有专业团队随时解决问题，不需要额外增加服务内容。
24. 作为C公司采购代表：我们对设备价格有预算限制，希望能以更优惠价格购买。而且办公设备使用频率高，完善的售后服务能保障设备正常运行，减少我们的后顾之忧。如果贵公司能在价格和服务上做出调整，我们很愿意达成合作。