商务函电考试卷.doc

函电考试卷 answering the questions（10题，每题2分） Through what channels can one obtain the desired names and addresses of the companies to be deal with? Please give six or seven channels. 1).advertisements in the media; 2). Market survey’ 3). Trade negotiation; 4). Investigation to the foreign country; 5). Exhibitions and Trade Fair; 6). Banks; 7). Trade directory; 8). Chambers of commerce; 9). Commercial Counselor’s Office; 10). Trade press. Why does the buyer want to make an enquiry? To make a purchase of some goods and get information about the price, samples, catalogues, discount, delivery date, terms of payment, insurance, claim and other terms. Is the enquiry usually addressed to the company or to an individual? Why? To the company. Because if you address the letter to an individual the letter may be delayed due to his or her absence. Or you may make a mistake and send it to the wrong person who is not in charge of the matter. What should be included in a firm offer? The description of the commodity, the unit price, quantity, specifications, the time of shipment, the mode of payment, the detailed information of the goods etc should be included in a firm offer. After receiving an offer must be buyer accept it? What can the buyer do if he finds any terms in the offer unacceptable? No. if the buyer finds any terms in the offer unacceptable he can negotiate with the seller and make a counter-offer to show his disappointment to the price, packing, quantity or the date of delivery and state his own instead. What are the most important elements of an effective sales letter? An effective sales letter consists of four essential elements: 1) arouse interest; 2) create desire; 3) carry conviction; 4) induce action. when will a seller use a “follow up” letter? When a seller receives no response from his customer concerning the offer he made previously, he writes a “follow up” letter to ascertain the reason. Sometimes no order has been received from an old customer, a “follow up” l