第一篇：新編推銷實(shí)務(wù)期末考試試卷

新編推銷實(shí)務(wù)期末考試試卷

一． 選擇題（每小題2分共30分）

1、推銷員小李向顧客推銷完一種洗潔劑后又向顧客推薦公司新產(chǎn)品—口腔清新噴霧劑，這是使用的（）尋找顧客。

A、委任助手法

B、普訪法

C、廣告開(kāi)拓法

D、現(xiàn)有顧客挖潛法

2、“親戚朋友是生意的扶手棍”說(shuō)的是尋找顧客方法中的（）。A、連鎖法

B、緣故法

C、權(quán)威介紹法

D、委托助手法

3、尋找顧客的最基本的方法是（）。

A、逐戶推銷法

B、廣告開(kāi)拓法

C、連鎖法

D、緣故法

4、在英國(guó)有一些經(jīng)營(yíng)日用小商品的商店,商品一律售價(jià)一英鎊,你認(rèn)為這類商店主要吸引以下那一類型的顧客()A 理智型 B 經(jīng)濟(jì)型 C 沖動(dòng)型 D 從眾型

5、推銷人員問(wèn)顧客：“您是要愛(ài)普生LQ-1600K還是要LQ-1800K呢？”他的方法是（）

A 請(qǐng)求成交法 B 選擇成交法 C 談判成交法 D 小點(diǎn)成交法

6、推銷人員對(duì)推銷對(duì)象的情況一無(wú)所知或知之甚少時(shí)，直接走訪某一特定區(qū)域或基本一特定職業(yè)的所有個(gè)人或組織，以尋找準(zhǔn)顧客的方法，被叫做（）。

A 卷地毯式訪問(wèn)法 B 鏈?zhǔn)揭]法 C 中心開(kāi)花法 D 關(guān)系拓展法 E 個(gè)人觀察法 F 委托助手法

7、假定成交法建立在（）的基礎(chǔ)上。A 顧客不會(huì)買 B 顧客會(huì)購(gòu)買 C 顧客不會(huì)主動(dòng)購(gòu)買 D 顧客有從眾心理

8、顧客在購(gòu)買過(guò)程中小心謹(jǐn)慎，斤斤計(jì)較，總希望獲得更多的利益的顧客類型是（）。

A.干練型 B．防衛(wèi)型 C.尋求答案型 D．軟心腸型

9、推銷員方格中，（9，1）型屬于（）A、事不關(guān)己型 B、強(qiáng)行推銷型 C、顧客導(dǎo)向型 D、解決問(wèn)題導(dǎo)向型

10、推銷工作的第一步是（）。

A.尋找顧客 B.接近顧客 C.約見(jiàn)顧客 D.推銷洽談

11、推銷方格理論包括（）和（）。

A．推銷方格 B.領(lǐng)導(dǎo)方格 C.管理方格 D.顧客方格

12、推銷員除具備基本的思想、文化、身體外還有（）A 語(yǔ)言表達(dá)能力 B 心理素質(zhì) C 洞察能力 D 應(yīng)變能力

13、自我介紹時(shí)不對(duì)的做法是（）A.先介紹再遞名片； B.先遞名片再做介紹；

C.初次見(jiàn)面介紹不宜超過(guò)2分鐘

D.先介紹自己，再讓對(duì)方介紹

14、“獵犬法”又稱為（）

A．逐戶推銷法B.連鎖介紹法 C.重要人物法D.委托助手法

15、客戶說(shuō)：“這種冰箱還可以，但壞了沒(méi)有地方修?！边@種異議是（）

A.價(jià)格異議 B.服務(wù)異議 C.質(zhì)量異議 D.其它異議

二、判斷題（每小題2分共20分）

1、一旦顧客進(jìn)入店堂，營(yíng)業(yè)員就應(yīng)馬上上前說(shuō)服購(gòu)買。（）

2、在顧客同意購(gòu)買你的商品之前，就假定他已決定要購(gòu)買，這樣做屬于強(qiáng)迫推銷法。（）

3、利益接近法是指推銷人員以一些小巧精致的禮品，贈(zèng)送給顧客，進(jìn)而和顧客認(rèn)識(shí)并接近，借以達(dá)到接近顧客目的的一種方法。（）

4、每個(gè)推銷人員在推銷過(guò)程中必須自始至終的執(zhí)行推銷計(jì)劃。（）

5、強(qiáng)調(diào)共同點(diǎn)是推銷人員與顧客建立親和力的有效途徑（）

6、推銷與營(yíng)銷在目的、手段、方式方法上都是一樣的。（）

7、愛(ài)達(dá)模式的推銷步驟首先是喚起顧客興趣。（）

8、男士與女士握手時(shí)，應(yīng)緊緊握手較長(zhǎng)時(shí)間，以示尊重。（）

9、談判過(guò)程中收到對(duì)方名片，應(yīng)立即將名片放入口袋。（）

10、“FABE”中“A”的意思是“利益”。（）

三、名詞解釋（每題5分共20分）顧問(wèn)式銷售模式

委托助手法 “MAN”原則

假定成交法

四、簡(jiǎn)答題（每題5分共10分）

1、應(yīng)該把握哪些成交的最佳時(shí)期。

2、常見(jiàn)的顧客異議類型有哪些？請(qǐng)任選兩種類型的顧客異議，說(shuō)明應(yīng)該如何處理？

五、案例分析題

1、別具一格的接近法

“請(qǐng)將此函寄回本公司，即贈(zèng)送古羅馬銀幣。”

這是美國(guó)一家人壽保險(xiǎn)公司的推銷員寄給準(zhǔn)顧客的一封信中所寫的話。信發(fā)出后效果很好，公司不斷收到回信。于是，推銷員拿著古羅馬銀幣，逐一拜訪這些回函的準(zhǔn)顧客：“我是xxx人壽保險(xiǎn)公司的業(yè)務(wù)員，我把你需要的古羅馬銀幣拿來(lái)給你?！睂?duì)方面對(duì)這種希望得到的饋贈(zèng)和免費(fèi)的服務(wù)當(dāng)然歡迎。一旦推銷員進(jìn)顧客的家門，就可以逐步將對(duì)方引入人壽保險(xiǎn)的話題，開(kāi)展推銷行動(dòng)。思考他論題： 這位推銷員使用了什么形式的接近方法？利用了準(zhǔn)顧客的一些什么心理？（4分）

2這位推銷員所設(shè)計(jì)的接近方案有哪些缺陷？應(yīng)如何克服這些缺陷？（6分）

2、客戶：“你這個(gè)皮包設(shè)計(jì)的顏色非常棒，令人耳目一新，可惜啊，這個(gè)皮子的品質(zhì)不是最好的。”

推銷員：“您眼力真的特別好，這個(gè)皮料啊，的確不是最好的，若選最好皮料的話，這個(gè)價(jià)格可能就要比現(xiàn)在這個(gè)價(jià)格高出好幾倍了?！?/p>

問(wèn)題：（1）客戶提出的異議是什么？（4分）

（2）推銷員采用了什么處理異議的方法？這種方法使用時(shí)運(yùn)用的條件和應(yīng)注意的問(wèn)題是什么？（6分）

第二篇：新編大學(xué)英語(yǔ)期末考試試卷

新編大學(xué)英語(yǔ)A2期末考試試卷

Part I Listening Comprehension(20%)Section A Directions: In this section, you will hear 10 short conversations.At the end of each conversation, a question will be asked about what was said.Both the conversation and the question will be spoken only once.After each question there will be a pause.During the pause, you must read the four choices marked A), B), C)and D), and decide which is the best answer.Then mark the corresponding letter on the Answer Sheet with a single line through the center.Section A.A.An advertisement B.A newspaper C.Their work D.A dream A.On foot B.By car C.By bus D.By bike A.Three B.Four C.Five D.Six A.The restaurant provides good food B.She enjoys her part-time job C.The restaurant offers cheap food D.There are several cooks in the restaurant.A.The movie was disappointing B.The movie was expensive to see.C.He wants to see the movie again.D.He should have seen the movie at home.A.$ 64 B.$ 86 C.$96 D.$140 A.To stay at home B.To go to bed immediately C.To see a movie D.To go to a party.A.Tom is unable to hear well.B.Tom didn’t say anything at the meeting.C.Tom doesn’t listen to him.D.Tom went out before the meeting was over.A.She bought something for her aunt.B.She was there only briefly.C.She missed it.D.She went to it on her way to the hospital.A.One hour and a half.B.Half an hour.C.45 minutes.D.40 minutes.Section B.Compound Dictation.Directions: In this section, you will hear a passage three times.During the first reading, you should listen carefully for a general idea of the whole passage.Then listen to the passage again.When the first part of the passage is being read, you should fill in the missing word during the pause at each blank.After listening to the second part of the passage you are required to write down the main points according to what you have just heard.Finally, when the passage is read the third time you can check what you have written.In many ___11___ of the world people clap hands to show that they like or __12___ of something.In the theater, at a concert, or at a football game, people ____13____ hands after they see something they like.In Russia the actors, ___14___, and athletes clap ____15_________ the audience.In most countries, however, the performers are happy to receive the applause.They don’t clap back to their fan.A very long time ago clapping meant the ___16____of what it means now.When people did not like an actor or a performer they clapped.They were trying to make as much noise as possible.They continued to clap until the actor left the ___17_____.At some time in history the ___18___of clapping changed.It became a compliment instead of an insult.Now when an audience wants to show great admiration for a performer, they not only clap but they ____19____.That is called a standing ovation.A standing ovation is the dream of every performer._________________20___________________________!Part Ⅱ Reading Comprehension(35 minutes)(40%)Directions: There are 4 passages in this part.Each passage is followed by some questions or unfinished statements.For each of them there are four choices marked A), B), C)and D).You should decide on the best choice and mark the corresponding letter on the Answer Sheet with a single line through the center.Passage One Questions 21 to 25 are based on the following passage.Joseph Weizenbaum，professor of computer science at MIT, thinks that the sense of power over the machine ultimately corrupts the computer hacker(黑客)and makes him into a not very desirable sort of programmer.The hackers are so involved with designing their programs, making it more and more complex and bending it to their hill, that they don’t bother trying to make it understandable to other users.They rarely keep recorders of their programs for the benefit of others, and they take rarely time to understand why a problem occurred.Computer science teachers say they can usually pick out the prospective hackers in their courses because these students make their homework assignments more complex than they need to be.Rather than using the simplest and most direct method, they take joy in adding extra steps just to prove their ingenuity.But perhaps those hackers know something that we don’t about the shape of things to come.“ That hacker who had to be literally dragged off his chair at MIT is now a multi-millionaire of the computer industry,” says MIT Professor Michael Dertouzos.“ And two former hackers became the founders of the highly successful Apple home computer company.”

When seen in this light, the hacker phenomenon may not be so strange after all.If, as many psychiatrists say, play is really the basis for all human activity, then the hacker games are really the preparation for future developments.Sherry Turkle, a professor of sociology at MIT, points out that the computer, because it seems to us to be so “ intelligent”, so “capable”, so “human”, affects the way we think about ourselves and our ideas about what we are.She says that computers and computer toys already play an important role in children’s efforts to develop an identity by allowing them to test ideas about what is alive and what is not.21.The Passage tells about_____.what has caused the emergence of computer hackers the strange behavior of the computer hackers the importance of bringing up computer hackers different opinions concerning the hacker phenomenon 22.Professor Weizenbaum believes the hackers’ strange behavior is caused by_____.their deliberate attempts to make their problems complex and impracticable their incompetence in making new computer programmes their ignorance of the responsibility they should assume their strong desire to control the computer 23.In Professor Bertouzos’ opinion, which of the following is true?___ The hackers are likely to be very successful business man.Only a few hackers will be successful in their later life.The hackers probably have better insight into the future than other people.The computer industry will certainly make the hackers millionaires.24.The phrase“to develop an identity”(Line7, Para.4)probably means_________.to cultivate creativity to seek an answer to become distinguished to form a habit 25.The passage tries to convey to its readers the idea that______.perhaps the hacker phenomenon is a welcome development the computer hackers are the hope of the computer industry.The computer hackers could be useful if under proper guidance The hackers may prove indispensable to the computer industry.Passage Two Questions 26 to 30 are based on the following passage.Within about 50 million years, one of the mammals that lives in a marine environment, the whale, has developed into the largest of all animals forms.However, at least for the last 150 years, trouble has closed in on whales from humans.Whales have been hunted since about the eleventh century.Certain types of whales have been hunted too much.Recently, their number has been reduced so greatly that they are in danger of becoming extinct.People are worried about the fact that the number of whales is getting smaller and smaller.They are working to save them.There are reasons why people want to protect the whales.One reason is that whales help to keep a balance between plants and animals.People have been throwing their wastes into the oceans and seas, and these wastes increase the amount of salt in ocean and seawater.The increased salt helps some plants and some very small creatures to grow but these plants and small creatures are harmful to fish.However, whales are eating large numbers of plants and animals that grow in very salty water.In this way, whales are doing a good job as they keep the ocean water clean enough for the fish.In addition, because fish supply necessary food for many people, whales become our good friends which we want to save.Some people are now working to save whales by using the law.They hold meeting to ask fishermen to reduce the number of whales which can be killed in a year.They also work within countries to persuade law makers to make whaling against the law and to make the use of whale products against the law too.Now this struggle to save whales is going on in many places in the world.Some governments will not let people sell whale products in their countries.Other governments have changed the law about whaling.Many people believe that since the number of whales is regarded as a serious world problem, the remaining whales will be saved.26.The passage mainly discussed ________.the protection of whales the strange behaviors of whales the mysterious life of whales the advantages of too many whales 27.From the passage we know that during the last 150 years humans have______.returned to nature learned how to swim threatened the existence of some marine mammals begun to harvest certain plants from the ocean as food 28.According to the passage, certain kinds of whales will soon _______.kill most of the plants and small creatures find some other places to live in die out die from pollution 29.Salt in the oceans usually ______.decreases the plants which are harmful to fish gets rid of harmful plants and creatures removes the wastes thrown into them increases the plants and small creatures that do harm to fish 30.Whales are helpful to humans because______.they eat a large quantity of plants and creatures harmful to fish they make the oceans more and more salty they often save sailors lost in a storm they can communicate with humans Passage Three Questions 31 to 35 are based on the following passage.What should you think about in trying to find your career? You are probably better at some school subjects than others.These may show strengths that you can use in your work.A boy who is good at mathematics can use that in an engineering career.A girl who spells well and likes English may be good at office work.So it is important to know the subjects you do well in at school.On the other hand, you may not have any specially strong or weak subjects but your records show a general satisfactory standard.Although not all subjects can be used directly in a job, they may have indirect value.A knowledge of history is not required for most jobs but if history is one of your good subjects you will have learned to remember facts and details.This is an ability that can be useful in many jobs.Your school may have taught you skills, such as typing or technical drawing, which you can use in your work.You may be good at mental work or cookery and look for a job where you can improve these skills.If you have had a part-time job on Saturdays or in the summer, think what you gained from it.If nothing else, you may have learned how to get to work on time, to follow instructions and to get on with older workers.You may have learned to give correct change in a shop, for example.Just as important, you may become interested in a particular industry or career you see from the inside in a part-time job.Facing your weak points is also part of knowing yourself.You may be all thumbs when you handle tools, perhaps you are a poor speller of cannot add up a column of figures.It is better to face any weaknesses than to pretend they do not exist.Your school record, for instance, may not be too good, yet it is an important part of your background.You should not be apologetic about it but instead recognize that you will have a chance of a fresh start at work.31.Which of the following best sums up the first paragraph? The importance of doing well at school.Using school performance to help to choose a career.The importance of being good at all subjects.The indirect value of school work.32.The writer thinks that for a student to have a part-time job is probably______.a waste of time that could have been spent on study useful for his future work a good way to earn extra money a good way to find out his weak points 33.According to the passage, if a student’s school record is not good, he______.will be a complete failure in his future work will not be able to find a suitable job will regret not having worked harder at school may do well in his future work 34.Which subject is supposed to have no direct value for job hunting? Mathematics English

Technical Drawing History 35.The whole passage centers on _____.choosing a career according to what one is skilled in acquiring knowledge by working hard at school finding one’s strong and weak points developing one’s abilities useful in school work Part III Vocabulary and Structure(15%)Directions: There are 30 incomplete sentences in this part.For each sentence there are four choices marked A., B., C.and D..Choose the one answer that best completes the sentence.36.The general strike is a means of _______________ the total authority of the government.A.incorporating

B.reinforcing

C.challenging

D.transforming 37.They work hard to ________ a barren landscape into an area of beautiful pastureland.A.transform

B.transition

C.transit

D.transport 38.George took _________ of the fine weather to do a day’s work in his garden.A.chance

B.interest

C.advantage

D.charge 39.I’d rather you ________ make any comment on the issue for the time being.A.don’t

B.wouldn’t

C.didn’t

D.shouldn’t 40.The new shopping center will not be ________ until next year.A.useful

B.available

C.avail

D.using

41.Shall we _______ girl ________ roses?

compare … for

B.compare … like

C.compare … with

D.compare … to 42.Please _____________ me if you feel sick.A.turn down

B.turn to

C.turn up

D.turn toward 43.____________ the teacher last night, I would have asked him about.A.Had I seen

B.I had seen

C.If I saw

D.If I have seen 44.Stop making so much noise, for you are _______ me from my work.A.attracting

B.distracting

C.contracting

D.contacting 45.The forest was ________ to few trees by the great fire.A.reduced

B.lessened

C.decreased

D.restricted 46.Let’s think of a situation _________ this idiom can be used.A.where

B.which

C.that

D.what 47.People will not believe those who always ________.A.argue

B.exaggerate

C.quarrel

D.tell truth 48.When _________ the evidence of his guilt, he confessed at once.A.faced up with

B.met with

C.opposed by

D.confronted with 49.His plan was rejected, ______ of its merits.A.regardless

B.countless

C.because

D.involving 50.Any country in the world should always be _______ with other countries.A.on peace

B.at peace

C.at ease

D.in case 51.________ it’s raining heavily, we’ll have to put off the picnic.A.Now that

B.Unless

C.If

D.If only 52.He looks _______ young, in fact he is in his fifties.A.apparently

B.evidently

C.plainly

D.clearly 53.The failure in the experiment _______ the carelessness of the young assistant.A.results in

B.results from

C.leads to

D.as a result 54.His younger brother is _______________________ he.A.ten centimeters tall than

B.ten centimeters taller than C.ten centimeters as taller than

D.ten centimeters taller as 55.He __________ works in that University.A.no longer

B.no more

C.longer than

D.no more than 56.Speech difficulties may sometimes be ________ if a person is shown where to place the tongue and teeth to make sounds.A.overpaid

B.overstated

C.overturned

D.overcome 57.His position is _______ to hers.A.inferior

B.high

C.low

D.good 58.He seems to __________ criminals.associated into

B.associated in C.associated with

D.associated to 59.I’m sure Harry will remember, but why not give him a ring _______ he forgets? A.in the case

B.in case of C.in case

D.in the case of 60.Only under special circumstances __________ to take make-up tests.A.freshmen are permitted

B.are freshmen permitted C.permitted are freshmen

D.are permitted freshmen 61.He is a very ________ secretary.So the boss wants to promote him.A.unless

B.effective

C.adequate

D.efficient 62.Generally, most of the people in world are not willing to __________ force to solve the dispute.A.ask for

B.like

C.resort to

D.get 63.The new arrival was ______ the famous scientist.A.none but

B.nothing but C.none other than

D.nothing other than 64.Human beings have _______ themselves to very diverse environments with the help of fire, agriculture and machines.A.adapted

B.adopted

C.adepted

D.addicted 65.It’s necessary ___________ the dictionary immediately.A.that he returned

B.that he return C.that he will return

D.that he has to return Part V Cloze(10%)Directions: For each of the following blanks four choices are given, choose the most appropriate one.The first man who cooked his food, instead of eating it raw, lived so long ago that we have no idea who he was or where he lived.We do know, however, that(66)thousands of years, food was always eaten cold and(67).Perhaps the cooked food was heated accidentally by a(68)fire or by the melted lava from an erupting(69).When people first tasted food that had been cooked, they found it tasted better.However,(70)after this discovery, cooked food must have remained a rarity(71)man learned how to make and light(72).Primitive men who lived in hot regions could depend on the heat of the sun(73)their food.For example, in the desert(74)of the southwestern United States, the Indians cooked their food by(75)it on a flat(76)in the hot sum.They cooked piece of meat and thin cakes of corn meal in this 77).We surmise that the earliest kitchen(78)was a stick(79)which a piece of meat could be attached and held over a fire.Later this stick was(80)by an iron rod or spit which could be turned frequently to cook the meat(81)all sides.Cooking food in water was(82)before man learned to make water containers that could not be(83)by fire.The(84)cooking pots were reed or grass baskets in which soups and stews could be cooked.As early as 166 B.C., the Egyptians had learned to make(85)permanent cooking pots out of sandstone.Many years later, the Eskimos learned to make similar pans.66.A)in

B)on

C)through

D)of 67.A)raw

B)crude

C)man-made

D)fresh 68.A)forest

B)cooked

C)kitchen

D)lightning 69.A)volcano

B)cave

C)mountain

D)valley 70.A)through

B)since

C)soon

D)even 71.A)when

B)which

C)until

D)as 72.A)food

B)a fire

C)himself

D)it 73.A)to cook

B)cooking

C)cooked

D)cook 74.A)places

B)realms

C)areas

D)domains 75.A)beating

B)frying

C)drying

D)placing 76.A)stone

B)board

C)table

D)plate 77.A)zone

B)sector

C)method

D)fashion 78.A)utensil

B)instrument

C)tool

D)equipment 79.A)by

B)over

C)on

D)to 80.A)supported

B)replaced

C)changed

D)switched 81.A)by

B)on

C)over

D)at 82.A)incapable

B)unavoidable

C)impossible

D)unpopular 83.A)broken

B)destroyed

C)spoiled

D)pierced 84.A)newest

B)latest

C)first

D)worst 85.A)stronger

B)better

C)more

D)longer Part V Writing(15%)Directions: For this part, you are allowed thirty minutes to write a composition on the topic “A Job-Applying Letter ” You should write at least 100 words and your composition should be based on the following : 1)Reason for writing(including how you found out about the job)2)Relevant information about yourself 3)How to contact you 4)Closing Keys: 聽(tīng)力答案：

１－５ ＡＣＣＡＡ

６－１０ ＣＡＣＣＤ

11.parts 12.approve

13.clap

14.performers 15.together with 16.opposite

17.stage 18.meaning 19.not only clap but they stand up and clap 20.Many actors say that is what they work so hard for----Applause!Applause!21-25 D D C B A

26-30 ACCDA

31-35 BBDDA 36~ 40 CACCB

41~45 DBABA 46~ 50 ABD A B

51~55 A ABB A 56~60 D A CCB

61~ 65 DCCA B 66----70.DAAAD

71---75.CBACD

76---80.ACADB

81-85.BCBCC

第三篇：現(xiàn)代推銷實(shí)務(wù)試卷答案3

《現(xiàn)代推銷實(shí)務(wù)》課程期末考試卷（C）參考答案

一、單項(xiàng)選擇題（在本題的每一小題的備選答案中，只有一個(gè)答案是正確的，請(qǐng)把你認(rèn)為正確答案的題號(hào)，填入題干的括號(hào)內(nèi)。多選不給分。每題1分，共20分）

1．A 2．C 3．D 4．C 5．A6．D 7．D 8．A 9．A 10．C

11．A 12．C 13．C 14．A 15．C16．A 17．D 18．B 19．D 20．D

二、多項(xiàng)選擇題（在本題的每一小題的備選答案中，正確答案有兩個(gè)或兩個(gè)以上，請(qǐng)把你認(rèn)為正確答案的題號(hào)，填入題干的括號(hào)內(nèi)。少選、多選不給分。每題2分，共40分）

1．ABD 2．BCD 3．ABCD 4．ABCD 5．AB6．ABD 7．ABC 8．AB 9．ABCD 10．ABC

11．ABC 12．ABC 13．ABCD 14．BCD 15．ABCD16．BCD 17．BCD 18．AB 19．AC 20．ABC

三、判斷題（判斷下列各題是否正確。正確的在題后的括號(hào)內(nèi)打“√”，錯(cuò)誤的打“x”。每小題1分，共14分）

1．× 2．× 3．× 4．√ 5．√6．× 7．√ 8．√ 9．√ 10．√

11．× 12．×13．√ 14．×

四、辨析題（每小題4分，共16分，請(qǐng)先判斷，后說(shuō)明理由）

1、答：這種說(shuō)法是對(duì)的。

辨析：言之成理即可。

2、答：這種說(shuō)法是對(duì)的。

辨析：言之成理即可。

3、這種說(shuō)法是錯(cuò)誤的。

辨析：言之成理即可。

4、這種說(shuō)法是對(duì)的。

辨析：言之成理即可。

五、案例分析（本小題10分）

答：（1）以引證別人的意見(jiàn)開(kāi)場(chǎng)。

以提出問(wèn)題開(kāi)場(chǎng)，以講述有趣之事開(kāi)場(chǎng)，以贈(zèng)送禮品開(kāi)場(chǎng)。

［判分標(biāo)準(zhǔn)：應(yīng)結(jié)合案例對(duì)答案要點(diǎn)進(jìn)行相應(yīng)闡述，否則酌情扣分］

（2）選擇成交法。

請(qǐng)求成交法、局部成交法、假定成交法、限期成交法、從眾成交法、保證成交法、優(yōu)惠成交法、最后成交法、激將成交法、讓步成交法、饑餓成交法。

［判分標(biāo)準(zhǔn)：應(yīng)結(jié)合案例對(duì)答案要點(diǎn)進(jìn)行相應(yīng)闡述，否則酌情扣分］

第四篇：《國(guó)際貿(mào)易實(shí)務(wù)》期末考試試卷及答案

《國(guó)際貿(mào)易實(shí)務(wù)》期末考試試卷及答案(一)

一． 判斷題：（10分）

1.某外商來(lái)電要我方提供大豆，要求按含油量20％，含水分15％，不完善粒6％，雜質(zhì)1％的規(guī)格訂立合同，對(duì)此，在一般情況下，我方可以接受。(X)2.若賣方交付貨物的品質(zhì)在約定的品質(zhì)機(jī)動(dòng)幅度或品質(zhì)公差范圍內(nèi)，除非買賣雙方另有規(guī)定，一般不另行增減價(jià)格。(,V,)3.在出口貿(mào)易中，表示品質(zhì)的方法多種多樣，為了明確責(zé)任，最好采用既憑樣品，又憑規(guī)格買賣的方法。(X)4.根據(jù)《公約》的規(guī)定，如賣方所交貨物多于約定數(shù)量，買方可以全部收下合同規(guī)定和賣方多交的貨物，也可以全部拒收合同規(guī)定和賣方多交的貨物。(X)5.以毛作凈就是以凈重代替毛重。(X)6.保險(xiǎn)公司對(duì)陸運(yùn)戰(zhàn)爭(zhēng)險(xiǎn)的承保責(zé)任起訖與海運(yùn)戰(zhàn)爭(zhēng)險(xiǎn)的承保責(zé)任起訖都是“倉(cāng)至倉(cāng)”。(X)7.不論在何種情況下，固定作價(jià)都比非固定作價(jià)有利。(X)8.傭金和折扣都可分為明傭(扣)和暗傭(扣)兩種。(,V,)9.含傭價(jià)=凈價(jià)／(1一傭金率)，其中的凈價(jià)一定是FOB價(jià)。(X)10.FOB價(jià)格術(shù)語(yǔ)的變形是因裝貨費(fèi)用的負(fù)擔(dān)問(wèn)題而產(chǎn)生的，而CIF價(jià)格術(shù)語(yǔ)的變形則是因卸貨費(fèi)用的負(fù)擔(dān)問(wèn)題而產(chǎn)生的。(,V,)二． 單項(xiàng)選擇題：（15分）

1.在交貨數(shù)量前加上“約”或“大約”字樣，按《UCP500》的規(guī)定，這種約定可解釋為交貨數(shù)量不超過(guò)(A)的增減幅度。

A．10％ B．5％ C．2.5％ D．1.5％

2.在品質(zhì)條款的規(guī)定上，對(duì)某些比較難掌握其品質(zhì)的工業(yè)制成品或農(nóng)副產(chǎn)品，我們多在合同中規(guī)定(C)。

A．溢短裝條款 B．增減價(jià)條款 C．品質(zhì)公差或品質(zhì)機(jī)動(dòng)幅度 D．商品的凈重

3.憑賣方樣品成交時(shí)，應(yīng)留存(B)以備交貨時(shí)核查之用。A．回樣 B．復(fù)樣 C．參考樣 D．對(duì)等樣品

4.《1932年華沙一牛津規(guī)則》是國(guó)際法協(xié)會(huì)專門為解釋(C)合同而制定的。A．FOB B．CFR C．CIF D．FCA 5.CIF Ex Ship's Hold與DES相比，買方承擔(dān)的風(fēng)險(xiǎn)(A)。

A．前者大 B．兩者相同 C．后者大 D．買方不承擔(dān)任何風(fēng)險(xiǎn) 6.在交貨地點(diǎn)上，《1941年美國(guó)對(duì)外貿(mào)易定義修訂本》中對(duì)(C)的解釋與《2000年通則》中對(duì)FOB的解釋相同。

A．FOB Under Tackle B．FOB C．FOB Vessel D．FOB liner Terms 7.某外貿(mào)公司對(duì)外以CFR報(bào)價(jià)，如果該公司先將貨物交到貨站或使用滾裝與集裝箱運(yùn)輸時(shí)，應(yīng)采用(C)為宜。

A．FCA B．CIP C．CPT D．DDP 8.對(duì)于大批量交易的散裝貨，因較難掌握商品的數(shù)量，通常在合同中規(guī)定(B)。A．品質(zhì)公差條款 B．溢短裝條款 C．立即裝運(yùn)條款 D．倉(cāng)至倉(cāng)條款

9.合同中未注明商品重量是按毛重還是按凈重計(jì)算時(shí)，則習(xí)慣上應(yīng)按(B)計(jì)算。A．毛重 B．凈重 C．以毛作凈 D．公量

10.某外貿(mào)公司與外商簽訂了一份出口某商品的合同，合同中規(guī)定的出口數(shù)量為500公噸。在溢短裝條款中規(guī)定，允許賣方交貨的數(shù)量可增減5％，但未對(duì)多交部分貨物如何作價(jià)給予規(guī)定。賣方依合約規(guī)定多交了20公噸，根據(jù)《公約》的規(guī)定，此20公噸應(yīng)按(B)作價(jià)。A．到岸價(jià) B．合同價(jià) C．離岸價(jià) D．議定價(jià) 11.我國(guó)現(xiàn)行的法定度量衡制度是(B)。A．公制 B．國(guó)際單位制 C．英制 D．美制

12.按《UCP 500》解釋，若信用證條款中未明確規(guī)定是否“允許分批裝運(yùn)”、“允許轉(zhuǎn)運(yùn)”，則應(yīng)視為(B)。

A．可允許分批裝運(yùn)，但不允許轉(zhuǎn)運(yùn) B．可允許分批裝運(yùn)和轉(zhuǎn)運(yùn) C．可允許轉(zhuǎn)運(yùn)，但不允許分批裝運(yùn) D．不允許分批裝運(yùn)和轉(zhuǎn)運(yùn) 13.海運(yùn)提單日期應(yīng)理解為(C)。

A．貨物開(kāi)始裝船的日期 B．貨物裝船過(guò)程中任何一天 C．貨物裝船完畢的日期 D．簽訂運(yùn)輸合同的日期

14.CIC“特殊附加險(xiǎn)”是指在特殊情況下，要求保險(xiǎn)公司承保的險(xiǎn)別，(B)。A．一般可以單獨(dú)投保 B．不能單獨(dú)投保

C．可單獨(dú)投保兩項(xiàng)以上的“特殊附加險(xiǎn)” D．在被保險(xiǎn)人同意的情況下，可以單獨(dú)投保 15.某批出口貨物投保了水漬險(xiǎn)，在運(yùn)輸過(guò)程中由于雨淋致使貨物遭受部分損失，這樣的損失保險(xiǎn)公司將(C)。

A．負(fù)責(zé)賠償整批貨物 B．負(fù)責(zé)賠償被雨淋濕的部分 C．不給予賠償 D．在被保險(xiǎn)人同意的情況下，保險(xiǎn)公司負(fù)責(zé)賠償被雨淋濕的部分

四．多項(xiàng)選擇題:(20分)1.根據(jù)《2000年通則》的解釋，以下(ABCD)是責(zé)任、費(fèi)用劃分點(diǎn)相分離的貿(mào)易術(shù)語(yǔ)。A．CFR B．CIF C．CPT D．CIP 2.FOB貿(mào)易術(shù)語(yǔ)的變形是(ABCD)。A．FOB班輪條件 B．FOB包括平艙、理艙 C．FOB包括理艙 D．FOB吊鉤下交貨 3.CIF術(shù)語(yǔ)與DES術(shù)語(yǔ)的區(qū)別是(BCD)。

A.適用的運(yùn)輸方式不同 B．CIF為憑單交貨，DES為憑實(shí)物交貨 C．不但風(fēng)險(xiǎn)劃分界線不同，而且費(fèi)用劃分也不同 D．CIF合同屬于裝運(yùn)合同，DES合同屬于到達(dá)合同

4.國(guó)際貨物買賣合同中比較常見(jiàn)的裝運(yùn)期的規(guī)定方法有(BD)。A．規(guī)定在某一天裝運(yùn) B．規(guī)定在收到信用證后若干天內(nèi)裝運(yùn) C．籠統(tǒng)地規(guī)定裝運(yùn)期 D．明確規(guī)定具體的裝運(yùn)期限 5.在國(guó)際貿(mào)易中，常見(jiàn)的計(jì)重方法有(ABCD)。

A．毛重 B．凈重 C．公量 D．理論重量和法定重量

6.某公司向國(guó)外某客商出口500臺(tái)電冰箱，合同沒(méi)有規(guī)定賣方交貨的數(shù)量可溢短裝5％，賣方實(shí)際交貨時(shí)多交了20臺(tái)，買方可就賣方多交的20臺(tái)電冰箱作出(ACD)的決定。A．收取520臺(tái)電冰箱 B．拒收52公噸貨物 C．收取多交貨物中的10臺(tái) D．拒收多交的20臺(tái)電冰箱 7.在發(fā)生以下(BCD)的情況下，可判定貨物發(fā)生了實(shí)際全損。

A．為避免實(shí)際全損所支出的費(fèi)用與繼續(xù)將貨物運(yùn)抵目的地的費(fèi)用之和超過(guò)了保險(xiǎn) 價(jià)值 B．貨物發(fā)生了全部損失

C．貨物完全變質(zhì) D．貨物不可能歸還被保險(xiǎn)人 8.共同海損的構(gòu)成條件有(ABCD)。

A．必須確有共同危險(xiǎn) B．采取的措施是有意的、合理的 C．犧牲和費(fèi)用支出是非常性質(zhì)的

D．構(gòu)成共同海損的犧牲和費(fèi)用的開(kāi)支最終必須是有效的 9.根據(jù)我國(guó)海運(yùn)貨物保險(xiǎn)條款(即CIC條款)的規(guī)定，海洋運(yùn)輸貨物保險(xiǎn)中的基本險(xiǎn)可分為(ABC)。A．平安險(xiǎn) B．水漬險(xiǎn) C．一切險(xiǎn) D．附加險(xiǎn) 10.傭金的表示方法有(AB)。

A．在價(jià)格中表明所含傭金的百分比 B．用字母“C”來(lái)表示 C．用“R”表示 D．用字母“D”來(lái)表示

《國(guó)際貿(mào)易實(shí)務(wù)》期末考試試卷及答案(二)

五.名詞解釋：（12分）

1.象征性交貨 2.FCA 3.對(duì)等樣品 4.中性包裝 5.班輪運(yùn)輸 六.計(jì)算題：（10分）

1.出口100箱貨物至科威特，每箱50美元CFRC3%科威特?？蛻粢蟾膱?bào)FOBC5%上海價(jià)，該貨物每箱體積為 42cm×28cm×25cm，總毛重為20，000千克，海運(yùn)運(yùn)費(fèi)按W／M（11級(jí)），出口地至科威特11級(jí)貨基本運(yùn)費(fèi)為70美元，港口附加費(fèi)20％。試求FOBC5%上海價(jià)是多少？

2.某公司出口貨物共200箱，對(duì)外報(bào)價(jià)為每箱438美元CFR馬尼拉，菲律賓商人要求將價(jià)格改報(bào)為FOB價(jià)，試求每箱貨物應(yīng)付的運(yùn)費(fèi)及應(yīng)改報(bào)的FOB價(jià)為多少?(已知該批貨物每箱的體積為45cm×35cm×25cm，毛重為30千克，商品計(jì)費(fèi)標(biāo)準(zhǔn)為W／M，每運(yùn)費(fèi)噸基本運(yùn)費(fèi)為100美元，到馬尼拉港需加收燃油附加費(fèi)20％，貨幣附加費(fèi)10％，港口擁擠費(fèi)20％。)解：（1）45cm*35cm*25cm=0.0394m3 因?yàn)?.0394>0.03 基本運(yùn)費(fèi)的計(jì)費(fèi)方法是W/M，應(yīng)選擇0.0394m3 來(lái)計(jì)算運(yùn)費(fèi)

單位運(yùn)費(fèi)=計(jì)費(fèi)標(biāo)準(zhǔn)*基本運(yùn)費(fèi)*商品數(shù)量*（1+各種附加費(fèi)率）=0.0394*100*(1+20%+20%+10%)=23.29美元

（2）FOB=CFR—運(yùn)費(fèi)=438—23.29=414.7美元 七.案例分析題:(18分）

1．某進(jìn)出口公司出口商品一批，合同和信用證都規(guī)定不準(zhǔn)分批裝運(yùn)，數(shù)量為20公噸，紙箱包裝，每箱20公斤，共1000箱，按《跟單信用證統(tǒng)一慣例》規(guī)定，賣方可否多交或少貨物？理由何在？

按《跟單信用證統(tǒng)一慣例》39條B款規(guī)定，賣方不能多交或少貨物。因?yàn)楸景咐且园b單位計(jì)數(shù)的。2．一份買賣日用品的CIF‘合同規(guī)定“9月份裝運(yùn)”，即期信用證的有效期為10月15日。賣方10月6日向銀行辦理議付所提交的單據(jù)中，包括9月29日簽發(fā)的已裝船清潔提單。經(jīng)銀行審核，單單相符、單證相符，銀行接受單據(jù)并支付了貨款。但買方收到貨物后，發(fā)現(xiàn)貨物受損嚴(yán)重，且短少50箱。買方因此拒絕收貨，并要求賣方退回貨款。問(wèn)：(1)買方有無(wú)拒收貨物并要求退款的權(quán)力?為什么?(2)此案中的買方應(yīng)如何處理此事才合理? 買方無(wú)權(quán)拒收貨物并要求退款，因?yàn)橘u方已履行合同義務(wù)。此案中的買方可向運(yùn)輸公司或保險(xiǎn)公司索賠。

3、我某公司向一外商發(fā)盤：“可供蝴蝶牌縫紉機(jī)JA-1 3000架木箱裝每架62美元CIFC2%巴基斯坦，訂立合同后2個(gè)月內(nèi)裝船，即期不可撤消信用證付款，請(qǐng)電復(fù)。”外商收到發(fā)盤后，立即電復(fù)說(shuō)“我接受你的發(fā)盤，在訂立合同后10天內(nèi)裝船?！蔽曳綄?duì)此未作答復(fù)。但外商來(lái)電要求我方與之訂立合同。試問(wèn)：雙方的合同是否成立？為什么？ 雙方的合同未成立，因?yàn)橥馍痰陌l(fā)盤已構(gòu)成對(duì)發(fā)盤的實(shí)質(zhì)性修改，屬還盤。

第五篇：《推銷實(shí)務(wù)》課程標(biāo)準(zhǔn)

《推銷實(shí)務(wù)》課程標(biāo)準(zhǔn)

課程編碼：0633166 課程類別：專業(yè)課

適用專業(yè)：市場(chǎng)營(yíng)銷 授課系部： 經(jīng)濟(jì)管理系

授課學(xué)期：第二學(xué)期 學(xué)時(shí)：64

先修課程：市場(chǎng)營(yíng)銷學(xué)等

編寫執(zhí)筆人及編寫日期：馮春燕 2013.04

審定負(fù)責(zé)人及審定日期：

一、課程性質(zhì)

（一）課程定位：《推銷實(shí)務(wù)》是高職市場(chǎng)營(yíng)銷專業(yè)的專業(yè)核心課程，也是重要的雙證書課程。根據(jù)本專業(yè)培養(yǎng)目標(biāo)，瞄準(zhǔn)銷售員、銷售主管崗位要求，為培養(yǎng)學(xué)生將來(lái)在商務(wù)交易活動(dòng)中推銷的基本理論知識(shí)與應(yīng)用能力而設(shè)置的一門專業(yè)課程。

該課程主要以銷售實(shí)際工作過(guò)程為主線構(gòu)建課程內(nèi)容，在了解推銷基本禮儀，并對(duì)推銷活動(dòng)有初步體驗(yàn)認(rèn)知的基礎(chǔ)上，主要圍繞“推銷活動(dòng)策劃、推銷準(zhǔn)備、引起客戶注意、激發(fā)客戶欲望、促成交易”等典型工作環(huán)節(jié)展開(kāi)。理論知識(shí)按照“必需、夠用”組織，而不是過(guò)于強(qiáng)調(diào)理論體系的完整性，突出推銷技能培養(yǎng)。具有很強(qiáng)的職業(yè)崗位針對(duì)性，操作性很強(qiáng)，是一門高職教學(xué)特色鮮明的專業(yè)課程。

本課程在第二學(xué)期開(kāi)設(shè)?？傉n時(shí)數(shù)為64學(xué)時(shí)，實(shí)行”教、學(xué)、做”一體化教學(xué)。

（二）設(shè)計(jì)思路：本課程是依據(jù)市場(chǎng)開(kāi)發(fā)與營(yíng)銷專業(yè)工作任務(wù)和職業(yè)能力而設(shè)置。課程的教學(xué)內(nèi)容的選擇與組織緊貼銷售員、銷售主管崗位工作崗位需要，為后續(xù)營(yíng)銷策劃等課程服務(wù)。

二、課程目標(biāo)

1．知識(shí)目標(biāo)：

（1）掌握制訂推銷計(jì)劃的方法。

（2）掌握尋找顧客的步驟及方法。

（3）掌握約見(jiàn)及接近顧客的方法及注意的問(wèn)題。

（4）掌握介紹與展示產(chǎn)品的原則、方法及需要注意的問(wèn)題。

（5）掌握各種成交方法。

2．能力目標(biāo)：

（1）能分析指定產(chǎn)品的宏觀環(huán)境、競(jìng)爭(zhēng)狀況和目標(biāo)消費(fèi)者的購(gòu)買行為特征。

（2）能尋找顧客并對(duì)潛在顧客進(jìn)行有效評(píng)估。

（3）能根據(jù)顧客的基本情況成功約見(jiàn)和接近顧客。

（4）能運(yùn)用推銷談判的基本理論進(jìn)行推銷洽談的設(shè)計(jì)。

（5）能根據(jù)顧客的實(shí)際問(wèn)題解決顧客異議。

（6）能識(shí)別成交信號(hào)并適時(shí)成交。

3.素質(zhì)目標(biāo)：

（1）學(xué)生“用戶需求”至上的意識(shí)，訓(xùn)練學(xué)生和客戶交流的職業(yè)素養(yǎng)。

（2）培養(yǎng)學(xué)生的心理承受能力、吃苦耐勞的精神和團(tuán)隊(duì)合作意識(shí)。

（3）遵紀(jì)守法，忠于國(guó)家與組織，忠于職守。

三、課程內(nèi)容與要求

四、實(shí)施建議

（一）教學(xué)基本要求

1．教學(xué)團(tuán)隊(duì)：

本課程教學(xué)團(tuán)隊(duì)共有 29人，主講教師2人，實(shí)驗(yàn)人員3人。校外兼職教師7人，全部本科學(xué)歷及以上，其中有10名具有碩士學(xué)位，2名具有博士學(xué)位。

2．實(shí)訓(xùn)基地：

（1）校園一角。

（2）瑞天商廈。

3．課程資源：

本課程已制定課程標(biāo)準(zhǔn)，每學(xué)期制定詳細(xì)授課計(jì)劃，安排好教學(xué)進(jìn)度，每次課都編寫教學(xué)設(shè)計(jì)，所有老師均實(shí)行多媒體教學(xué)。

（二）教學(xué)建議

1.教學(xué)模式：教學(xué)做一體化

2.教學(xué)方法：小組討論，案例教學(xué)，角色扮演。

（三）教材選用：

人民郵電出版社 《現(xiàn)代推銷實(shí)務(wù)》

高等教育出版社 《現(xiàn)代推銷技術(shù)》

南京大學(xué)出版社 《現(xiàn)代推銷理論與實(shí)務(wù)》

鐵道教育出版社 《推銷技巧》

五、學(xué)生考核與評(píng)價(jià)

課程綜合成績(jī)包括期末理論考試成績(jī)和形成性考核成績(jī)兩種形式，其中期末理論考試成績(jī)占課程綜合成績(jī)的70%，形成性考核成績(jī)占課程綜合成績(jī)的30%。

（一）期末理論考試

本課程期末理論考試在課程結(jié)束后進(jìn)行，采取閉卷、筆試的形式，題型有單項(xiàng)選擇題（主要考核專業(yè)核心課程常用到的推銷基本理論知識(shí)點(diǎn)為主）、多項(xiàng)選擇（主要以推銷的方法理論知識(shí)點(diǎn)為主）、簡(jiǎn)答題、論述題等，滿分為100分，按實(shí)際成績(jī)的70%記入本課程綜合成績(jī)。

（二）形成性考核

本課程形成性考核的形式包括上門推銷實(shí)踐考核、店鋪推銷實(shí)踐考核、電話推銷實(shí)踐考核、日常表現(xiàn)考核四種，滿分為100分，其分值比例分別為：20%、20%、20%、40%。

1.上門推銷實(shí)踐考核：占課程過(guò)程性考核成績(jī)的20%，滿分20分?？疾鞂W(xué)生活學(xué)活用。任課教師按照上門推銷教學(xué)情境安排學(xué)生以小組選擇適當(dāng)?shù)纳唐愤m當(dāng)?shù)牡攸c(diǎn)進(jìn)行上門推銷實(shí)踐，以組為單位整理成PPT形式在班級(jí)進(jìn)行交流并提交。

2.店鋪推銷實(shí)踐考核: 占課程過(guò)程性考核成績(jī)的20%，滿分20分。考察學(xué)生活學(xué)活用。任課教師按照店鋪推銷教學(xué)情境安排學(xué)生以小組為單位選擇適當(dāng)?shù)纳虉?chǎng)進(jìn)行營(yíng)業(yè)員體驗(yàn)，以組為單位整理成PPT形式在班級(jí)進(jìn)行交流并提交。

3.電話推銷實(shí)踐考核: 占課程過(guò)程性考核成績(jī)的20%，滿分20分?？疾鞂W(xué)生活學(xué)活用。任課教師按照電話推銷教學(xué)情境安排學(xué)生以小組為單位選擇適當(dāng)?shù)纳唐穼ふ蚁鄳?yīng)的顧客資料進(jìn)行電話推銷，以組為單位整理成PPT形式在班級(jí)進(jìn)行交流并提交。

4.日常表現(xiàn)：占課程過(guò)程性考核成績(jī)的40%，滿分40分。

（1）到課率考核 ：占日常表現(xiàn)50%，滿分20分。（每次上課有學(xué)習(xí)委員和老師共同考勤，凡有缺勤者每次扣1分，直至扣完。注：無(wú)故曠課者每次扣3分，累計(jì)3次該課程形成性考核成績(jī)?yōu)?分）

（2）課堂表現(xiàn)：占日常表現(xiàn)50%，滿分20分。（上課睡覺(jué)、玩手機(jī)、MP3、不參與項(xiàng)目小組學(xué)習(xí)各扣一分，直至扣完）。

六、課程整體設(shè)計(jì)