外貿(mào)英語面試筆試題及答案PartIListeningComprehension(30points)SectionAShortConversationsDirections:Youwillheartenshortconversations.EachconversationwillbeplayedONCE.ChoosethebestanswerfromthefourchoicesmarkedA,B,CandD.1.W:TheforwarderjustemailedthatthevesselETAinFelixstowehasbeenpushedbacktothe18thbecauseofcongestioninRotterdam.M:ThatmeansourL/CexpirydatewillbefivedaysearlierthanthenewETA.We’dbetteraskthecustomerforanextension.Q:Whatwillthespeakersprobablydonext?A.Canceltheshipment.B.Amendtheletterofcredit.C.Switchtoairfreight.D.Claimcompensationfromthecarrier.Answer:B2.W:Thepre-shipmentinspectionreportshows3%ofthecartonsweredented.M:Tellthefactorytorepackthosecartonsandissueanewpackinglist.Otherwisetheissuingbankwillraiseadiscrepancy.Q:Whymustthecartonsberepacked?A.Toreducethefreightcost.B.Toavoidadocumentarydiscrepancy.C.Tosatisfytheinsurancecompany.D.Toshortentheloadingtime.Answer:B3.M:OursiliconekitchentoolsareFDA-approvedandBPA-free.W:Good,buttheGermanbuyeralsowantsLFGBcertification.CanyouprovideitbynextTuesday?Q:Whatcertificationisadditionallyrequired?A.LFGB.B.FDA.C.BPA.D.CE.Answer:A4.W:Theconsignee’snameontheB/Lismisspelled—“Smyth”insteadof“Smith”.M:We’llasktheshippinglinetoissueaswitchbillatSouthampton,butthecourierfeewillbeonouraccount.Q:WhowillbearthecourierfeeforthecorrectedB/L?A.Theconsignee.B.Theshippingline.C.Thesupplier.D.Thefreightforwarder.Answer:C5.M:Theyarnyousuppliedis18.5micron,butthecontractspecifies17.5micronmaximum.W:Wecangranta4%allowance,orreplacethenon-conformingquantitywithin30days.Q:Whatisthebuyerentitledto?A.A4%discountorreplacement.B.Afullrefundonly.C.Penaltyinterestat8%.D.Nothing,becausethedeviationisminor.Answer:A6.W:ThecustomsinJakartadetainedtheshipmentbecausetheHScode6203.42wasdeclaredinsteadof6203.49.M:That’sadifferenceof7%induty.We’llhavetosubmitanamendeddeclarationandpaytheshortfall.Q:Whywasthecargodetained?A.IncorrectHScode.B.Insufficientinvoicevalue.C.Lackoforigincertificate.D.Overloadedcontainerweight.Answer:A7.M:Thebuyeropenedaback-to-backcreditbasedonthemastercreditreceivedfromWalmart.W:Makesurethesub-creditmirrorsthemastertermsexceptfortheamountandexpiry.Q:Whatkindofcredithasbeenopened?A.Revolvingcredit.B.Back-to-backcredit.C.Redclausecredit.D.Standbycredit.Answer:B8.W:The3-in-1blenderispricedUSD38FOBShenzhen,butthecustomerwantsCIFHamburg.M:AddUSD2.60forfreightand0.45%insurance,thenroundtoUSD41.Q:Whatwillthenewunitpricebe?A.USD40.60.B.USD41.C.USD38.45.D.USD42.Answer:B9.M:Thewoodenpalletsmustbeheat-treatedandstampedIPPC;otherwiseAustralianquarantinewillfumigateonarrivalatourcost.W:We’llchangetoplasticpallets—cheaperthanfumigationandfasteratdestination.Q:Whywillplasticpalletsbeused?A.Toreduceweight.B.Toavoidfumigationcharges.C.Toincreaseloadcapacity.D.Toimproveappearance.Answer:B10.W:Thecourierjustcollectedtheoriginaldocuments,butDHLsaysasnowstormmaydelaydeliveryby48hours.M:Thatstillleavesusfourdayswithinthepresentationperiod.We’resafe.Q:HowmanydaysremainwithintheL/Cpresentationperiod?A.2.B.4.C.6.D.8.Answer:BSectionBLongerTalkDirections:Youwillhearashorttalkentitled“FiveTrendsReshapingGlobalSourcing”.ThetalkwillbeplayedTWICE.Fillintheblankswithexactwordsorfigures.Today’ssourcingmanagersoperateinanenvironmentwhere30%ofaproduct’slandedcostcanbedeterminedafterthegoodsleavethefactorygate.First,near-shoringisgainingtraction:Mexico’sshareofUSapparelimportsrosefrom3.6%in2019to11.2%in2023,cuttingleadtimeby21daysversusAsia.Second,energypricevolatilityaddsUSD0.12perpolyestershirtforeveryUSD10increaseinabarrelofoil.Third,buyersnowinsert“forcemajeurereinstatement”clausesallowingorderssuspendedbypandemicstoberevivedatoriginalpriceswithin180days.Fourth,ESGscoringisquantitative:onemajorEuropeanretailerawards15%ofthetotalvendorratingtocarbonfootprint,measuredinkgCO?eperdozen.Finally,digitaltwins—virtualreplicasofsupplychains—reducestock-outsby8%andsaveUSD1.3millionannuallyforamid-sizeimporter.11.Mexico’sshareofUSapparelimportsin2023:______%12.Lead-timereductionversusAsia:______days13.ExtracostperpolyestershirtwhenoilrisesUSD10:USD______14.Maximumperiodtoreinstateordersunderforcemajeure:______days15.CO?eweightinginvendorscorecard:______%16.Annualstock-outsavingviadigitaltwins:USD______millionAnswers:11.11.212.2113.0.1214.18015.1516.1.3PartIIReadingComprehension(40points)Text1Thehumblepalletisbecomingadataplatform.FinnishstartupLogiTrackembedsNFCtagsindeckboards,transmittinglocation,shockandhumidityevery15minutesviaLTE-M.Importersaccessadashboardthatpredictscontainercondensationrisk36hoursahead,allowingdesiccantadjustment.Duringa2023pilot,aGermanhome-improvementchainreducedmoldclaimsonChinesepowertoolsby42%,savingEUR480000insixmonths.TheservicecostsEUR1.80perpallettrip,butinsurersnowgranta12%premiumrebate,narrowingnetcosttoEUR0.58.17.WhatproblemisdirectlysolvedbyLogiTrack’sdata?A.Molddamage.B.Piracy.C.Portcongestion.D.Currencyfluctuation.Answer:A18.Howoftenisdatatransmitted?A.Every5minutes.B.Every15minutes.C.Everyhour.D.Everyday.Answer:B19.Whatisthenetcostperpallettripafterinsurancerebate?A.EUR0.58.B.EUR1.22.C.EUR1.80.D.EUR2.38.Answer:AText2RulesoforiginundertheAfricanContinentalFreeTradeArea(AfCFTA)allow60%regionalvaluecontent(RVC)usingthebuild-downmethod,or30%usingbuild-up.AKenyanapparelfactoryimportsVietnamesefabric,addsdyeing,printingandtailoringworth45%ofex-worksprice.Thefactorycanshipduty-freetoGhanabecausethe45%plus17%Kenyancottonexceedsthe60%threshold.However,ifthesamefactorymerelycutsandsewsimportedready-to-dyefabric,addingonly25%value,thegoodsfacean8%MFNdutyinGhana.20.Whichmethodisusedinthefirstscenario?A.Build-up.B.Build-down.C.Roll-up.D.Transactionvalue.Answer:B21.WhatistheminimumRVCrequiredunderbuild-up?A.60%.B.45%.C.30%.D.25%.Answer:C22.Whydoesthesecondshipmentincurduty?A.RVCbelowthreshold.B.WrongHScode.C.Non-preferentialcargo.D.Insufficientinvoicevalue.Answer:AText3Incoterms?2020allocatesriskandcostbutsaysnothingabouttitletransfer.AcleverexportersellingEXWcanstillretainownershipbyinsertingaretention-of-title(ROT)clauseinthesalescontract,enforceableunderthe1980CISGifthelawoftheimporter’scountryrecognizessuchclauses.In2022,aDutchcourtupheldanROTclausewritteninEnglishandincorporatedbyreferenceonthereversesideofaChineseinvoice,rulingthatthebuyer—thoughpickingupgoodsEXWShenzhen—neveracquiredownershipbecauseunpaid.TheunpaidsellerreclaimedthegoodsfromtheDutchsub-buyer,whohadtoreturnthemeventhoughhehadpaidtheintermediary.23.WhatlegalinstrumentallowedtheChineseexportertoreclaimgoods?A.Incoterms?2020.B.Retention-of-titleclause.C.Letterofcredit.D.Billoflading.Answer:B24.Whichconventiongovernsthesalescontract?A.Hague-VisbyRules.B.CISG.C.UNCITRALModelLaw.D.NewYorkConvention.Answer:B25.WhydidtheDutchsub-buyerlosethegoods?A.Hefailedtoinsurethem.B.Theintermediarywasunpaid.C.TheROTclausewasenforceable.D.TheHScodewaswrong.Answer:CPartIIIClozeTest(10points)Directions:FillineachblankwithONEsuitableword.Themostoverlookedcostincontainerizedtradeisnotfreight,butdemurrage.WhenavesselarrivesatLosAngeles,theterminalgrantsfivefreedays;thereafter,theshipperpaysUSD165percontainerperday.Duringthe2022portbacklog,averagedwelltimehit14days,(26)______eachimporteranextraUSD1485.OneworkaroundistodiverttothePortofOakland,(27)______freetimeissevendaysandrailrampspaceisplentiful.Anothertacticistonegotiate“extendedfreetime”inthe(28)______oflading—carriersoftenconcedetwoextradaystoFAK(freight-all-kinds)cargoiftheannualvolumeexceeds1000TEU.Athirdrouteisto(29)______a“free-flow”container,whichisoff-loadedlastandtruckeddirectlytoaninlanddepot,bypassingthecongestedyard.Finally,somebeneficialcargoowners(BCOs)inserta(30)______clauseinsalescontracts,shiftingdemurrageliabilitytothebuyeroncethecontainerleavestheterminalgate.Answers:26.costing27.where28.bill29.book30.pass-throughPartIVTranslation(20points)SectionAChinese→English31.由于紅海局勢緊張，班輪公司紛紛改道好望角，導(dǎo)致上海至鹿特丹的即期運價在兩周內(nèi)飆升了86%，每40尺柜突破4000美元。Answer:DuetoRedSeatensions,linercompaniesarereroutingviatheCapeofGoodHope,pushingShanghai–Rotterdamspotratesup86%withintwoweekstooverUSD4000per40ftcontainer.32.我們已在海關(guān)電子口岸系統(tǒng)提交出境檢驗檢疫申請，預(yù)計明日上午生成電子底賬，屆時可預(yù)約監(jiān)裝。Answer:Wehavesubmittedtheoutboundinspectionandquarantineapplicationinthecustomse-portsystem;theelectronicledgerisexpectedtomorrowmorning,afterwhichwecanbooksupervisedloading.SectionBEnglish→Chinese33.ThesellershallnotbeliableforanyfailureordelayinperformancecausedbyactsofGod,war,blockade,revolution,riot,mobilization,governmentrestraint,plague,strike,lockout,fire,flood,oranyothereventreasonablybeyonditscontrol.Answer:賣方對因天災(zāi)、戰(zhàn)爭、封鎖、革命、暴動、動員、政府管制、瘟疫、罷工、閉廠、火災(zāi)、水災(zāi)或其他合理控制范圍之外的事件導(dǎo)致的履約失敗或延遲不承擔(dān)責(zé)任。34.AnydisputearisingoutoforinconnectionwiththiscontractshallbesubmittedtotheHongKongInternationalArbitrationCentreanddecidedinaccordancewithitsUNCITRALArbitrationRulesinforceatthecommencementofthearbitration.Answer:凡因本合同引起或與本合同有關(guān)的任何爭議，均應(yīng)提交香港國際仲裁中心，并根據(jù)仲裁開始時有效的《聯(lián)合國國際貿(mào)易法委員會仲裁規(guī)則》裁決。PartVBusinessWriting(30points)Task:YouaretheexportmanagerofNingboSolarTechCo.AGermanbuyerhasaskedfora5%discountbecausetheeurohasdepreciated7%againstthedollarsinceorderconfirmation.Writeadiplomaticemailrefusingthediscountbutofferinganalternativethatprotectsbothsides.(120–150words)SampleAnswer:DearMrHoffmann,Thankyouforyourmessageregardingcurrencymovement.Wefullyunderstandthepressurea7%eurodepreciationcreates.Unfortunately,asamanufacturerwhosecomponentcostsaredenominatedinUSdollars,wecannotabsorbafurther5%reductionwithoutcompromisingquality.Instead,weproposeconvertingtheoutstanding70%balanceintoaeuro-fixedamountbasedontoday’sECBrate,effectivelylockingyourcostandremovingfurtherFXexposure.Wecanalsoadvanceshipmentbytwoweekstoaccelerateyourcashcycle.Webelievethisbalancedapproachsharesthecurrencyriskfairlyandkeepsourpartnershiponsolidground.Pleaseletusknowyourthoughts.Bestregards,LisaChenExportManagerNingboSolarTechCo.PartVICaseAnalysis(30points)Scenario:Yousold5000cottontotebagsDDPChicagoatUSD2.80each.Thegoodsarrived,butUSCustomsassessedanti-dumpingdutyof15.36%becausethefabricoriginatedfromanIndianmillontheADlist.ThedutyamountstoUSD2150.Yourbuyerrefusestopay,arguingDDPmeans“all-in.”YourfactoryinVietnamrefusestocontribute,claimingtheysuppliedonlycuttingandsewing.Outline:(1)WhoislegallyliableunderIncoterms?2020fortheunforeseenduty?(2)Threenegotiationstepsyouwouldtake.(3)OneclausetoinsertinfutureDDPcontractstoavoidrecurrence.Answer:(1)UnderIncoterms?2020DDP,thesellerisobligatedtoclearcustomsandpay“anyimportduty,”includingunforeseenADduty,unlessthepartiesagreeotherwise.Thus,theexporterisprimafacieliable.(2)Step1:ProvidethebuyerwithCBPcasenumberanddutycomputation,provingthedutywasunforeseeableatcontractdate(nopublicnotice).Requestsharedpain50/50.Step2:OfferacreditnoteofUSD0.20perunitonthenextthreeorders,effectivelyspreadingthecostover15000bags.Step3:Threatentocancelfutureblanketordersunlessthebuyeracceptsatleastathirdoftheduty;highlightthatsustainedcooperationisworthmorethanaone-offdispute.(3)Futureclause:“Anyanti-dumpingorcountervailingdutyimposedaftercontractdateshallbeborne50%bySellerand50%byBuyer,andthetotalcontractpriceshallbeadjustedaccordingly.”PartVIIMathematics&Logistics(20points)36.A40ftHCcontainerhasinternaldimensions12.03m×2.35m×2.69mandamaximumpayloadof28200kg.Youneedtoloadcartonsof58cm×38cm×38cm,eachweighing18kg.a)Howmanywholecartonsfitifloadedwithnooverhangandnostackingonthe58cmside?b)Whatistheutilizationratiobyweight?Answer:a)Alonglength:12.03÷0.58=20.74→20Alongwidth:2.35÷0.38=6.18→6Alongheight:2.69÷0.38=7.07→7Totalcartons=20×6×7=840b)Totalweight=840×18=15120kgUtilization=15120÷28200=53.6%37.Theall-inairfreightrateisUSD4.50perkg+17%fuelsurcharge+9%securityfee.Yourshipmentweighs486kgandmeasures120cm×80cm×60cm.a)Computethevolumeweight.b)Calculatethechargeableweight.c)Givethetotalcost.Answer:a)Volumeweight=(120×80×60)÷6000=96kgb)Actualweight486kg>96kg→chargeableweight=486kgc)Basecost=486×4.50=USD2187Fuel=2187×17%=USD371.79Security=2187×9%=USD196.83Total=2187+371.79+196.83=USD2755.62PartVIIIProfessionalEthics&Compliance(20points)38.Afreightforwarderofferstore-label“MadeinChina”garmentswith“MadeinMalaysia”stickerstocircumventimpendingADduty.Draftaconciserefusalemail(60–70words)thatpreservestherelationship.Answer:HiAli,Thankyouforthecreativesuggestion.Ourcompliancepolicyforbidsanyalterationofcountry-of-originmarkings,andwemustrespectWTOrules.Let’sexplorelegal