2009年外贸业务员考试基础理论试卷 B(5)

2009年外贸业务员考试基础理论试卷 B

In international marketing negotiations, it is advisable for small and medium-sized exporters not just to limit their discussions to pricing issues, although pricing is a key factor in any business transaction, exporters should give more attention to the full range of marketing factors. They should stress the strengths of their firms and products and match them with the perceived needs of the buyers. Once these issues have been covered, they can consider the question of price and are able to develop a profitable business.

36．Negotiations work wonders because（ ）.

A．importers and exporters can build a bridge together

B．they do help solve problems and get more understanding for each other C．they bring satisfactory deal every time

D．the gap between importers and exporters can be fairly filled in every instance 37．A successful negotiator should be（ ）.

A．aggressive C．well-prepared A．prices

C．manufacturing costs A．obtaining relevant information B．developing counter-proposals

C．formulating the negotiating strategy and tactics D．all of the above

40．The author advises the small and medium-sized exporters to do business with（ ）.

A．care

C．more stress on profit B．a prospective insight D．pricing issues

B．mild D．hesitative

B．full range of marketing factors D．customers’ needs

38．In international marketing negotiations,（ ）always come first.

39．80% of the overall time should go to preparations which involve（ ）.

二、多项选择题（请将答案填涂在答题卡上，答

在试卷上无效。每小题1.5分，共15分，多

选或少选均不得分）

1．下列关于班轮运输说法正确的有（ ）。

A．具有定线、定港、定期和相对稳定运费费率的特点 B．由船方负责货物装卸，运费中包括装卸费 C．以运送大宗货物为主 D．不规定滞期、速遣条款

外贸业务基础理论试卷（B卷） 第6页 （共12页）