1、考研英语阅读理解 A 节(传统题型)分类精讲商业经济类-(二)及答案解析(总分：100.00，做题时间：90 分钟)一、Section Reading Co(总题数：5，分数：100.00)How can an organizations sales operation be improved? One of the keys to becoming more effective is to first determine the type of “selling process“ which needs to be used. In other words, the role the sal
2、esperson must play has to be identified. There are three different processes sales staff can adopt: narrative, suggestive and consultative.The narrative approach depends on the salesperson moving quickly into a standardized presentation. Every buyer receives the same presentation. Emphasis is on hig
3、hlighting benefits and how the product or service can help the buyer. This is an effective approach if the buying motive for all customers is basically the same. This process is well suited where there are a great number of prospects to be called on.The suggestive approach depends on the seller bein
4、g in a position to offer alternative recommendations. This is quite different from the narrative approach as the presentation is tailored to the individual customer. Here, the salesperson must initiate some discussion in order to get the buyer in a positive flame of mind.An example of this process w
5、ould be a restaurant wine steward who has checked with the waiter what food the customer has ordered and then opens by saying that either “this or that“ particular wine would go best with the food ordered.This is an excellent approach where one doesnt have much time with the customer but is able to
6、acquire some basic information and then offer a particular recommendation. This process is well suited for products and services. However, it does require the salesperson to acquire basic information from the customer before moving on to the presentation.The consultative approach requires the salesp
7、erson to have a thorough understanding of the customer and what the customer is trying to achieve. The role of the salesperson is to become an adviser or consultant and he must acquire a great deal of information from the customer. With this information the salesperson can plan what to offer the cus
8、tomer.In this case, the salesperson must tailor the presentation to highlight how the salespersons product or service can be of help. This approach will usually require a number of sales calls as the buying process may be complex. The consultative approach requires a wide variety of skills, includin
9、g probing, listening, analysis, creativity and persuasiveness. The other two approaches typically require fewer skills.Hiring, training, motivating and rewarding salespeople need to be linked to the type of sales process being used and this is where the problem starts. Many organizations which shoul
10、d be using a consultative approach use a narrative approach. They use standardized methods and do not tailor presentations to individual customers. You see this in many industries. When this is the case, price becomes a key criterion for the customer.A key issue in developing a professional sales or
11、ganization is in first establishing the sales process. When that decision has been made, all other sales decisions, including hiring, training and rewards can be linked to it.（分数：20.00）(1).How would you describe the writers style?A. Persuasive. B. Critical.C. Personal. D. Argumentative.（分数：4.00）A.B.
12、C.D.(2).In paragraph 4 the main point is toA. provide an example of the suggestive approach.B. describe the advantages of the suggestive approach.C. assess the suggestive approach.D. compare the suggestive and the narrative approaches.（分数：4.00）A.B.C.D.(3).According to the passage which of the approa
13、ches is the most complicated?A. The narrative approach.B. The suggestive approach.C. No significant difference.D. The consultative approach.（分数：4.00）A.B.C.D.(4).According to the writer, too many organizationsA. are content with a consultative approach.B. are content with a narrative approach.C. adap
14、t their sales presentations unnecessarily.D. are content with individual approaches to individual companies.（分数：4.00）A.B.C.D.(5).According to the text, the writer is probablyA. an academic. B. a journalist.C. a professional writer. D. a businessman.（分数：4.00）A.B.C.D.The outcry over internet firms, ha
15、bit of surreptitiously tracking web surfers, activities has clearly resonated inside the White House. The Obama administration announced that it intends to work with Congress to produce “a privacy bill of rights“ giving American consumers greater control over how their information is collected and u
16、sed by digital marketers.Those who have been lobbying for change agree with, but are unsympathetic to, internet firms worries that such a law could dent their advertising-driven business models, which rely on tracking and targeting consumers to maximize revenues. “This is dimming the prospects of Go
17、ogle, Facebook and other digital ad companies,“ says Jeffrey Chester of the Centre for Digital Democracy. Quite how dark things get for them will depend on the details of the bill. It will seek to lay down the basic principles of internet privacy rights, broadly following recommendations published l
18、ast December by the Department of Commerce. The departments report said consumers should be told more about why data are being collected about them and how they are used; and it called for stricter limits on what companies can do with information they collect.Whatever legislation finally emerges is
19、likely to give a broader role to the Federal Trade Commission (FTC), which will almost certainly be charged with deciding how those principles are translated into practice and with policing their implementation. Among other things, the FTC is known to be keen on a formal “do not track“ system, which
20、 would allow users to block certain sites from monitoring their online activities.Keen to avoid this, the online-advertising industry has been working overtime to convince policymakers that it can police itself using systems such as icons on web pages that show surfers when they are being tracked. A
21、nd it is telling anyone who will listen that consumers will suffer if tough do-not-track rules hit ad revenues, forcing web firms to charge for more content. With Mr. Obama throwing his weight behind internet privacy, this rearguard action is less likely to be successful. Some ad firms have started
22、talking of creating a do-not-track system of their own that would limit the damage to their digital activities.Although all this may dent their revenues, Americas internet giants could also benefit from the legislation if it helps them in their dealings with the European Union. The EUs already fairl
23、y strict rules on privacywhich it considers a fundamental human rightare being tightened further. The time-consuming and expensive legal hoops the EU makes American internet firms jump through, to be allowed to handle Europeans online data, will become more demanding. If by passing its own online-pr
24、ivacy “bill of rights“, America can convince the EU to ease this legal burden, then it will be an important win for American companies, says Joel Reidenberg, a professor at Fordham Universitys law school. Google, Facebook and others will no doubt be trackingboth online and offlinethe progress of EU-
25、American talks on this matter very closely.（分数：20.00）(1).The privacy hill of rights is meant toA. clamp down web surferss dishonest behaviours.B. restrict internet firms, control over information.C. give American government control over information.D. ease the tension between digital markets and web
26、 users.（分数：4.00）A.B.C.D.(2).What is the biggest concern of internet firms with the privacy bill?A. downsizing ad revenues.B. decreasing digital data.C. ever-growing user base.D. increasingly demanding users.（分数：4.00）A.B.C.D.(3).Whats the response of the online-advertising industry towards the formal
27、 “do not track system“?A. A gentle persuasion.B. A stiff resistance.C. A forced surrender.D. A combination of tough and soft.（分数：4.00）A.B.C.D.(4).The author suggests in the last paragraph that the privacy bill couldA. be harmful to Europeans privacy rights.B. be desirable for American internet firms
28、.C. be helpful with the EU-American relationship.D. be questionable in dealing with privacy problems.（分数：4.00）A.B.C.D.(5).According to the text, who will most fancy the privacy bill?A. EU. B. FTC.C. Web consumers. D. The Centre for Digital Democracy.（分数：4.00）A.B.C.D.Just recently the trustees of Soc
29、ial Security and Medicare issued their annual reports on the programs futures. Heres one startling fact: By 2030 the projected costs of Social Security and Medicare could easily consumevia higher taxesa third of workers future wage and salary increases. Were mortgaging workers future pay gains for b
30、aby boomers retirement benefits.This matters because Social Security and Medicare are pay-as-you-go programs. Current taxpayers pay current benefits. Future taxpayers will pay future benefits. Baby boomers retirement benefits will come mostly from their children and grandchildren, who will be tomorr
31、ows workers. Consequently, baby boomers children and grandchildren face massive tax increases. Social Security and Medicare spending now equals 14 percent of wage and salary income, reports Elizabeth Bell, a research assistant to Eugene Steuerle of the Urban Institute, Washington, D.C Of course, pay
32、roll taxes dont cover all the costs of Social Security and Medicare. Still, these figures provide a crude indicator of the economic burden, because costs are imposed heavily on workers via some tax, government borrowing and cuts in other government programs.It can be argued that the costs are bearab
33、le. The wage gains in the trustees reports could prove too pessimistic. Like all forecasts, theyre subject to errors. Even if they come true, they assume that tomorrows wages will be higher than todays. Productivity increases; wages rise. In 2030, under the trustees “intermediate“ assumptions, worke
34、rs before-tax incomes would be about a third higher than now, says Tom Saving of Texas A to limit future spending by curbing retirement benefits for the better-off; to keep people in the productive economy longer by encouraging jobs that mix “work“ and “retirement“.（分数：20.00）(1).What does the last s
35、entence of the first paragraph probably imply?A. Young people save from their salaries now to pay for retirement later.B. The next generation of workers pay for the pensions of current workers.C. Some property is given as a security for payment of money borrowed.D. Workers will receive future compen
36、sation for a current salary reduction.（分数：4.00）A.B.C.D.(2).The main tax base for Social Security and Medicare isA. retirement benefits.B. the wage and salary.C. governments budget.D. trustee fund.（分数：4.00）A.B.C.D.(3).It can be learnt from the trustees reports thatA. the costs of retirement programs
37、are decreasing.B. governments capacity to provide social security increases.C. future income will rise at a steady but low pace.D. fewer workers will support more retirees in the future.（分数：4.00）A.B.C.D.(4).The rising costs of Social Security and Medicare create a danger becauseA. they make people l
38、ose faith in the American dream.B. they might reduce economic growth.C. they will trigger a political death spiral.D. they will bring about an aging society.（分数：4.00）A.B.C.D.(5).To avoid a dismal future of the retirement programs, maybe we couldA. acknowledge generational conflicts.B. raise the reti
39、rement age by several years.C. impose a heavy tax on rich people.D. encourage early full retirement.（分数：4.00）A.B.C.D.So unstoppable has the euro crisis become that even rescue talk only fuels ever-rising panic. Investors have sniffed out that Europes leaders seem unwilling ever to do enough. Yet unl
40、ess politicians act fast to persuade the world that their desire to preserve the euro is greater than the markets ability to bet against it, the single currency faces ruin.It is a sobering thought that so much depends on the leadership of squabbling European politicians who still consistently undere
41、stimate what confronts them. But the only way to stop the downward spiral now is an act of supreme collective will by euro-zone governments to erect a barrage of financial measures to stave off the crisis and put the governance of the euro on a sounder footing.A rescue must do four things fast. Firs
42、t, it must make clear which of Europes governments are deemed illiquid and which are insolvent, giving unlimited backing to the solvent governments but restructuring the debt of those that can never repay it. Second, it has to shore up Europes banks to ensure they can withstand a sovereign default.
43、Third, it needs to shift the euro zones macroeconomic policy towards an agenda for growth. And finally, it must start the process of designing a new system to stop such a mess ever being created again.So far the euro zones response has relied too much on austerity. Sharply cutting budget deficits ha
44、s been the priority. But this collectively huge fiscal contraction is self-defeating. By driving weakened economies into recession it only increases worries about both government debts and European banks. And mere budget-cutting does not deal with the real cause of the mess, which is a loss of credi
45、bility.Instead of austerity, a credible rescue should start with growth. All the troubled economies need a renewed programme of structural reform and liberalisation. Freeing up services and professions, privatizing companies, cutting bureaucracy and delaying retirement will create conditions for ren
46、ewed growthand that is the best way to reduce debts.The recapitalization of Europes banks must be based on proper stress tests. Some banks may be able to raise money in the equity markets, but the most vulnerable will need government help. It makes sense to set up a euro-zone bank fund, together wit
47、h a euro-zone bank-resolution authority.None of this will work unless the Europeans create a firewall around the governments who can pay their debts and who are not in debt. Some have argued for a system of Eurobonds in which every countrys debt is backed by all. But the political oversight to ensur
48、e that high-spending countries do not waste other peoples money would take years to sort outand one thing the euro zone does not have is time.（分数：20.00）(1).Which of the following is true according to Paragraphs 1 and 2?A. There is a fuel panic among European countries.B. The world is unaware of the
49、coming euro crisis.C. European politicians are frustrated with the euro crisis.D. Cooperation among European countries may ease the euro crisis.（分数：4.00）A.B.C.D.(2).The phrase “shore up“ (Para. 3) most probably meansA. give support to.B. place reliance on.C. make threats to.D. get loans from.（分数：4.00）A.B.C.D.(3).We learn from Paragraph 4 that the austerity across the euro zoneA. may make the euro crisis even worse.B. can help revive the economy.C. arouses wide worries in European governments.D. causes a credit crisis all over Europe.（分数：4.00）A
