剑桥商务英语高级-141及答案解析.doc

1、剑桥商务英语高级-141 及答案解析(总分：30.00，做题时间：90 分钟)一、BLISTENING/B(总题数：0，分数：0.00)二、Part One(总题数：1，分数：12.00) As you listen, for questions 1-12, complete the notes, using up to three words or a number. After you have listened once, replay the recording.Basic information1. Snowy is a leading _ retailer in the world

2、2. Snowy has over _ stores all around the world.3. Since 2005, Snowy has entered _.Development of Snowy4. Snowys _ policy caught consumers attention.5. Snowy provides additional beauty services, such as the hair styling counter called _.6. Natalie Ricci, the European _ director, redesigned the grou

3、ps retail format.7. LGP is a _ goods group.8. In 2005, the Selective Retailing division posted sales of _.Antony Couleau9. He started his business in the year of _.10. In the 1970s, the French cosmetics market was dominated by a _ retail model.11. In the 1970s, Couleau adapted the _ format to perfum

4、e sales.12. In 1978, he launched a new perfume store called _. （分数：12.00）填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_三、Part Two(总题数：2，分数：10.00) For each extract, there are two tasks. For Task One, decide which strategy each person suggests from the list A-H. F

5、or Task Two, decide what possible problem on negotiating table each speaker implies, from the list A-H. After you have listened once, replay the recording.Task OneNegotiation Strategy For questions 1-5, match the extracts with the meetings, listed A-H. For each extract, choose the negotiation strate

6、gy each person suggests. Write one letter (A-H) next to the number of the extract.A keep the words as few as possibleB achieve mutual benefitsC keep the suit and tie neatD clarify your biggest needs before negotiatingE weaken your position wiselyF dont be aggressive towards the other partys interest

7、sG offer friendly helpH put forward questions properly （分数：5.00）(1)._（分数：1.00）填空项 1:_(2)._（分数：1.00）填空项 1:_(3)._（分数：1.00）填空项 1:_(4)._（分数：1.00）填空项 1:_(5)._（分数：1.00）填空项 1:_Task TwoPossible Problem For questions 6-10, match the extracts with the possible problem, listed A-H. For each extract, choose the

8、 problem each speaker implies. Write one letter (A-H) next to the number of the extract.A You will fail the negotiation unless everything is well prepared.B Too many questions are presented during negotiations.C Your hostile attitude may destroy your gains.D Many negotiations conclude nothing in dis

9、pute.E People often interrupt the other sides speech.F Speaking excessively could make your rival annoyed.G Negotiators tend to quit if they cant move forward.H Improper statements arouse others contempt.（分数：5.00）(1)._（分数：1.00）填空项 1:_(2)._（分数：1.00）填空项 1:_(3)._（分数：1.00）填空项 1:_(4)._（分数：1.00）填空项 1:_(5)

10、分数：1.00）填空项 1:_四、Part Three(总题数：1，分数：8.00)（分数：8.00）(1).What conditions did Charles Haldeman face when he entered this company? A. The company had six CEOs working for it and they would not cooperate. B. The housing crisis triggered the financial crisis. C. Employees had low morale because of freq

11、uent changes of the CEO position.（分数：1.00）A.B.C.D.(2).Why did he accept this job as CEO of this company? A. It was a promising job to work in a company with high reputation. B. It was a huge challenge to motivate employees. C. He was good at effective management.（分数：1.00）A.B.C.D.(3).The significance

12、 of the effectiveness template is that _. A. it saved Freddie Mac from the crisis B. it worked in Charles previous company, Putnam Investment Management, LLC C. it can be applied to any company to improve effectiveness（分数：1.00）A.B.C.D.(4).What is the relationship between ethics and making money? A.

13、Companies cannot have them both. B. Making money is the priority. C. Without ethics companies cannot succeed.（分数：1.00）A.B.C.D.(5).What kind of working environment is needed according to his template? A. A relaxing and caring environment in which employees try their best. B. An honest and warm enviro

14、nment in which employees do what they want. C. An open and direct environment in which employees know what is going on.（分数：1.00）A.B.C.D.(6).Charles Haldeman suggests that the managers should _. A. walk around building, get better connections with employees and learn whats going on B. stay in the off

15、ice and finish the document job C. be separated from employees and keep a certain distance（分数：1.00）A.B.C.D.(7).How can companies help employees to know what to do? A. Cheer up the morale and make employees work actively. B. Set up a clear plan that every employee can understand and carry out. C. Let

16、 employees draw up a work plan.（分数：1.00）A.B.C.D.(8).What is the role of CEO in his template? A. The role of CEO is to supervise directors and employees. B. Chatting with others and communicating the mission goals are critical to CEOs. C. The role of CEO is setting up plans together with consumers an

17、d Congress.（分数：1.00）A.B.C.D.剑桥商务英语高级-141 答案解析(总分：30.00，做题时间：90 分钟)一、BLISTENING/B(总题数：0，分数：0.00)二、Part One(总题数：1，分数：12.00) As you listen, for questions 1-12, complete the notes, using up to three words or a number. After you have listened once, replay the recording.Basic information1. Snowy is a lead

18、ing _ retailer in the world.2. Snowy has over _ stores all around the world.3. Since 2005, Snowy has entered _.Development of Snowy4. Snowys _ policy caught consumers attention.5. Snowy provides additional beauty services, such as the hair styling counter called _.6. Natalie Ricci, the European _ di

19、rector, redesigned the groups retail format.7. LGP is a _ goods group.8. In 2005, the Selective Retailing division posted sales of _.Antony Couleau9. He started his business in the year of _.10. In the 1970s, the French cosmetics market was dominated by a _ retail model.11. In the 1970s, Couleau ada

20、pted the _ format to perfume sales.12. In 1978, he launched a new perfume store called _. （分数：12.00）填空项 1:_ （正确答案：perfume;）解析：解析 1-12 F: Good morning everyone. Welcome to World Business Class. Im Professor Monica Smith. Today we are going to talk about a very famous brand, Snowy in the cosmetics ind

21、ustry. First, let me tell you about the history of this brand. Snowy is a world-leading specialist perfume retailer, with more than 470 stores across Europe, in the United States, and, since 2005, in China. Snowy pioneered the limited assistance self-service concept in the perfume sector, presenting

22、 a broad product range encompassing many different brands, in a break from the traditional single-brand retail focus. An increasing share of Snowys revenues, however, has come from the development of its own private label, the Snowy-branded range. This line has captured consumer attention not only f

23、rom its low-pricing policy, but also for its launch of such innovative products as makeup for legs, and especially the launch of its Snowy I, a hugely successful anti-wrinkle cream, launched in 2003. Another key to Snowys success in the mid-2000s has been the addition of a wide range of beauty servi

24、ces, such as the hair styling counter called “The Magical Lounge“ and specialized service areas such as the Nail Bar, the Brow Bar, and the Smile Bar, among others. Architects of the companys turnaround have been chairman and CEO Jane Pellegrin and European marketing director Natalie Ricci, who have

25、 also redesigned the groups retail format. These changes have helped the company end years of losses and post impressive revenue increases at mid-decade. Snowy is a subsidiary of luxury goods group LGP, which owns many of the brands positioned on Snowys shelves. Snowy is the largest unit of LGPs Sel

26、ective Retailing Division, which includes the Snowy. com online sales site, DFS Galleria and Miami Cruise-line, and the Bon March Department Store in Paris. In 2005, the Selective Retailing division posted sales of EUR 4.65 billion. The founder of this brand is Antony Couleau. He started out in busi

27、ness with a single perfume store in Limoges, in Frances Haute Vienne region, in 1968. The French perfume and cosmetics market, as elsewhere in Europe, remained dominated by a heavily service-based retail model, in which sales staff generally received commissions based on sales. In the case of depart

28、ment stores, which dominated the market for perfumes and cosmetics, sales staff typically represented a single brand. Yet through the 1970s, Couleau increasingly sought a means to adapt the self-service format to perfume sales. In 1979, Couleau launched a new perfume store called Shop 8 in Limoges.

29、The store was a distinct departure from the typical small perfume shop, providing a large and open selling space, and placing products within reach of customers.填空项 1:_ （正确答案：470;）解析：填空项 1:_ （正确答案：China;）解析：填空项 1:_ （正确答案：low-pricing;）解析：填空项 1:_ （正确答案：the magical lounge;）解析：填空项 1:_ （正确答案：marketing;）解

30、析：填空项 1:_ （正确答案：luxury;）解析：填空项 1:_ （正确答案：EUR 4.65 billion;）解析：填空项 1:_ （正确答案：1968;）解析：填空项 1:_ （正确答案：service-based;）解析：填空项 1:_ （正确答案：serf-service;）解析：填空项 1:_ （正确答案：shop 8.）解析：三、Part Two(总题数：2，分数：10.00) For each extract, there are two tasks. For Task One, decide which strategy each person suggests from

31、 the list A-H. For Task Two, decide what possible problem on negotiating table each speaker implies, from the list A-H. After you have listened once, replay the recording.Task OneNegotiation Strategy For questions 1-5, match the extracts with the meetings, listed A-H. For each extract, choose the ne

32、gotiation strategy each person suggests. Write one letter (A-H) next to the number of the extract.A keep the words as few as possibleB achieve mutual benefitsC keep the suit and tie neatD clarify your biggest needs before negotiatingE weaken your position wiselyF dont be aggressive towards the other

33、 partys interestsG offer friendly helpH put forward questions properly （分数：5.00）(1)._（分数：1.00）填空项 1:_ （正确答案：D）解析：解析 13-22Speaker 1M: Remember to check your tie. Not the one you wear round your neck, your T-I-E. “T“ stands for “tradeables“ . These are the things youll take if you can obtain them, but

34、 theyre not that significant to you and youll concede them if it helps you to push the negotiation forward. “I“ symbolizes “ideals“. These are the things youd really like to get and will fight to get, but not if it costs you the deal. Finally, and most importantly, “E“ stands for “essentials“. Its n

35、ot that these are absolutely non-negotiable. Everythings negotiable. What I am saying is that make your priorities clear before you begin, thats my advice. But if it looks like youre not going to get your essentials, then thats the time to start thinking about walking away from the negotiating table

36、Speaker 2F: Well, frankly, I get a bit fed up with hearing people go on about win-win negotiating. I mean, lets face it, a bunch of negotiations are basically win-lose, and your opponents interests are the last thing you should be pondering. Investing in a house, a car, double-glazingall win-lose s

37、ituations. And youd be astounded how many business bargaining is basically one-off deals as well. As far as I am concerned, in a win-lose scenario the tougher you arewithout actually being aggressivethe further youll get. Thats because your rival takes your attitude as an indication of whats possibl

38、e and whats not. And, its obvious that the less friendly you seem, the lower their expectations will be. Its like the old saying: give them an inch and theyll take a mile.Speaker 3M: “You always know who is going to win a negotiationits he who pauses the longest. “ I forget who it was who said that

39、but its pretty precious advicebasically, shut up! And remember that silence is very often your best weapon. Its a highly problematic argument to counter. Faced with stretched and uncomfortable silences, your counterpart is liable to launch another concession or abandon their strategy or weaken their

40、 own position by becoming defensive, so play your cards close to your chest. Talk less, learn more. Conversely, its likely that the active talker irritates the opponent and makes him take a revenge in price. Theres an old Swedish proverb: “Talking is silver. But listening is gold. “ Speaker 4F: I th

41、ink the biggest trap that less experienced negotiators fall into is to turn the whole negotiation into a debate, which it isnt. This is occasionally called “positional negotiating“. Both sides end up arguing the whys and wherefores, rationalizing their position, trying to justify themselves. Its a c

42、omplete waste of time. Youre not there to convince your opponent that youre right. He doesnt care if youre right or not. And neither should you. Youre there to explore both sides interests, generate options and trade concessionspreferably giving away things that mean little to you but a lot to him a

43、nd receiving the opposite in return. This is “interest-based negotiation“ discovering the needs, desires and fears behind your opponents position and working on those. The two phrases you need most of all are “if. , then. “ . If I give you that, then what do I get? And “what if.?“ What if we looked

44、at this another way? What if we did this instead?Speaker 5M: The key skill in negotiating is the ability to come up with the right questionsand ask lots of them. As a matter of fact, theres an organisation called the Huthwaite Research Group, who recorded hundreds of negotiations and guess what they

45、 found? “Skilled negotiators ask more than twice as many questions as average bargainers. “ So, what I am recommending is to phrase as many of your comments as possible as questions. You dont understand something? Dont say you dont understandyoull look stupid. Ask a questionyoull look intelligent. Y

46、ou strongly disagree? Dont say you strongly disagreetheyll think youre being weird. Pose a questiontheyll hold youre seeking to be of great help. You have an awesome ideatheyll wish it was their idea. Keep those questions coming and dont take “no“ for an answer!(2)._（分数：1.00）填空项 1:_ （正确答案：F）解析：(3)._（分数：1.00）填空项 1:_ （正确答案：A）解析：(4)._（分数：1.00）填空项 1:_ （正确答案：B）解析：(5)._（分数：1.00）填空项 1:_