技能考核题库.doc

湖南省高等职业院校学生专业技能考核题库
商务英语
岗位核心技能：
模块一：商务英语谈判模块
试题编号：H1-16
项目名称：保险条款谈判
一、任务描述
（一）注意事项
1、所有考试项目均为机上操作；
2、开考后，考生必须打开所抽取题号对应的文件夹，并将文件夹中的答卷重命名为“原文件名+工位号”；
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
1、保险条款谈判对话设计
了解谈判双方背景，熟悉外贸业务流程和专业术语，灵活运用谈判策略，合理补全谈判对话，语言表达到位，交流畅通，环节紧凑；
2、保险条款谈判函电撰写
理解命题要求，确定函电性质；函电格式正确，字数达标；表达流畅，文字通顺，逻辑合理。
（三）考试资料
1. 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@

2.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@ ,

3. 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 resistances, 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 into 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 which has made a special contribution to the country.

（四)抽考试题
Section I外贸业务谈判 (30%)
Directions: You are required to complete a negotiation based on the following situation with at least 100 words.
Situation: David Bush (the importer), Purchasing Manager of Galaxy Refrigeration Private Limited visits you (Liu Dongmei), trade representative of BROAD Air Quality Technology Group. You are discussing the insurance about WPA, the Risk of Breakage, and so on.
You are required to finish the following tasks:
---- Extend greetings and offer help;
---- Show your willingness and ask if there are questions;
----Consider WPA ( basing on CIF);
----Give a positive answer, but refuse to bear extra premium;
----State the procedure for claim (Provide a survey report and claim after the arrival of the consignment);
----State the period for the claim (within 60 days after the arrival of the goods);
----Inform your usual practice for insurance value (110%) and can not bear extra premium;
----Express your willingness of cooperation.

A: David Bush (the importer) B: You (the exporter)
A: Good morning, Mr. Liu.
B:Goodmorning,MrDavid. .
A: Last time we discussed the terms of payment. Shall we talk about the terms of insurance today?
B:Yes, Do you have question to ask for us ? .
A: Yes. I’d like to know what kind of insurance coverage you have in mind for the goods we ordered.
B: We will consider WPA but your order goods are basing on CIF .
A: Could you cover the Risk of Breakage for us?
B: I am sorry to say that we can not bear extra premium, because the premium is paid by buyer.
A: I see. By the way, in the event of loss of or damage to my goods, what is the procedure for filing a claim?
B:We will provide a survey report and claim after the arrival of the consignment .
A: How long is the availability period to claim?
B Within 60 days after the arrival of the goods .
A: That’s understood. One more thing here, we’d like to have the goods insured for 130% of the invoice value. Can that be arranged?
B: Our usual practice for insurance policy for 110% of invoice value and can not bear extra premium; .
A: You can rest assured that we’ll pay for the extra premium above 110% of the invoice value.
B:No Problem, We hope we can establish a good business relation with you. .
A: I hope so.

Section II 外贸英语函电撰写 (30%)
Directions: You are required to write a letter based on the following situation with at least 120 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 introduce 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;
Show regret for the buyer’s 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

二、实施条件
项目
基本实施条件
备注
场地
每个商务英语实训室配置40个操作台面和座位，每个实训室照明通风良好。
必备
设备
每个商务英语实训室配有1台服务器、40－50台计算机，并安装Office办公软件，配置局域网。
必备
测评专家
每40名考生配备1名考评员。考评员要求具备至少二年以上从事国际贸易工作经验或三年以上商务英语实践教学指导经历。
必备
三、考核时量：
考核时间：60分钟
四、评分标准
评价内容
配分
考核点
备注
作品(60分)
保险条款谈判对话设计
(30分)
3分
字数达到要求记3分，每少10词扣1分。
补全的谈判对话字数少于30词，本项目记0分。
5分
英语表达通顺，语法、句法使用正确记5分；单词、句型错误每处扣1分。
5分
应对得体，对话流转合理记5分；逻辑错误每处扣1分。
5分
对话中能使用准确的保险条款谈判的套语、术语记5分，套语、术语使用错误每处扣1分。
12分
理解题目要求，信息点完整记12分；信息点每缺失一处扣1.5分。
保险条款函电撰写
(30分)
5分
字数达到要求记5分，每少10词扣1分。
信函字数少于30词，本项目记0分。
5分
函电格式完全正确记5分，信内地址、结束敬语、排版每错一处扣1分。
10分
语言表达通顺，语法、句型使用正确记10分；单词、语法每错一处扣1分。
5分
函电中能使用准确的保险条款谈判套语、术语记5分；每错一处扣1分。
5分
理解题目要求，信息点完整记5分；信息点每缺失一处扣1分。

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