1、剑桥商务英语中级-147 及答案解析(总分：100.00，做题时间：90 分钟)一、READING(总题数：0，分数：0.00)二、PART ONE(总题数：1，分数：7.00)AGet as much information about the client as possibleannual reports company periodicals, publicity. Sometimes there is a point of contact, i.e. someone who is involved in drafting the request for proposals and w
2、ho can answer technical questions about the form and content of your proposal. Call the personthey may reveal some information that, can give you a competitive edge or at least a more customised approach to solving the prospective clients problem. Sometimes they ever, have a checklist of items they
3、look for in each proposal and will be prepared to tell you about it if you ask.BProposals are evaluated by a wide range of readers, from top management to technical evaluators to budget analysers. These readers will focus on different sections of a proposal, perhaps missing out whole segments, All r
4、eaders, however, should be able to evaluate the first section of a proposal, which is a summary of the document. The length can vary greatlyit may sometimes be only one paragraph but in a very formal report it may run to several pages.CThe worst thing you can de is offer value judgements which the c
5、lient can refute. You want to seem serious, fair, objective and factual. Only after you build a foundation of fact can you offer a few judgements. Otherwise, you are likely to invite the reader to take issue with you. The facts are your findings and should be labelled as such: opinions are conclusio
6、ns and should be labelled that way. If you use adjectives like powerful, wide-ranging, significant, etc., make sure you support them with details.DIn proposal writing there is a tendency to rely on standard formats, i.e. static, standard sentences, paragraphs or pages that seem to fit all situations
7、 and do not change from proposal to proposal. No-company sees itself as being like any other and so the last thing you want is for a prospective client to believe you are just recycling old solutions. You must try to create (the ideas to fit the needs of the particular client and try not to copy old
8、 ideas because you cannot be bothered to generate new ones).（分数：7.00）(1).Start with a statement that will be accessible to everyone who studies it.（分数：1.00）填空项 1:_(2).You should back up all claims you make.（分数：1.00）填空项 1:_(3).Dont repeat the content of previous proposals.（分数：1.00）填空项 1:_(4).Companie
9、s may already have prepared some ideas about what they expect in the proposal.（分数：1.00）填空项 1:_(5).Remember that proposals are read by more than one person.（分数：1.00）填空项 1:_(6).Be aware that all clients regard themselves as unique.（分数：1.00）填空项 1:_(7).You should separate verifiable information from you
10、r personal point of view.（分数：1.00）填空项 1:_三、PART TWO(总题数：1，分数：5.00)The Securities ExchangeWhen people buy stock, most do so through one of the securities exchanges or marketplaces for stocks and bonds. These marketplaces are commonly called “stock exchanges“ and they provide a meeting place for both
11、the buyer and seller. To understand why such securities or stock exchanges are important in the purchase and sale of stocks and bonds, consider what would happen if you, and everyone who wanted do buy (or sell) securities, had to find your own buyer (or seller). If the market is going down the only
12、way to recover your investment is to hang on to the stock and wait for it to come back. More importantly, how would you find out who is interested in selling that stock to you (or buying it from you)? In order to handle this marketing problem, securities exchanges sprung up. These exchanges are noth
13、ing more than locations where stocks are bought and sold. And since there is a common meeting place for there (or send their representatives). The result is a very systematic market process, where transations are handled in an orderly manner and the operations are both supervised and regulated by la
14、w. (8) Buying and Selling SecuritiesThe general approach in buying and selling securities, regardless of the exchange where they are purchased, is basically the same, We provide a general picture of how security transactions take place; and for a fuller understanding, we will discuss some of the imp
15、ortant terminology and functions of security trading. (9) How would you go about buying stock in a major corporation? Its really quite simple. First, you would decide what you want to buysuch as 100 shares of IBM. (10) Assuming your broker works for a major stock brokerage, the order would be teleph
16、oned directly to a company clerk on the floor of the New York Stock Exchange. The clerk would hand the order to a member of the Exchange who is a partner in the brokerage. This individual would then go to the appropriate locale on the trading floor and ask for the latest quote on IBM. Let us say it
17、is “70 to a quarter.“ (11) If your broker wants, a sale can be struck at 70.25 since the order calls for a purchase at the current market price. More likely, however, your broker will bid 70.125 and hope to save you one eighth of a point or 12.50. And it is likely that another broker with an order t
18、o sell will show up and accept the bid of 70 1/8. The two brokers will then initial each others sales orders and see that the transaction is relayed to the exchange employee known as the reporter. The reporter sees that the sale is reported and a few minutes later it will come out on the ticker tape
19、.Bulls and BearsWhat does “a bull“ mean? It is a term that is used to refer to an invester who expects prices to rise.(12) Of course, the market will not always rise. Sometimes stocks drop and remain low for extended periods of time. Those investors who expect stock prices to decline are known as “b
20、ears.“ During the Great Depression, the bears made a great deal of money. While the bulls were “buying long“ the bears were “selling short.“A How would you know what a fair price for the security is?B This means that someone is currently bidding “ 70 for the stock and another party is willing to sel
21、l at 70.25.“C How stocks are actually purchasedD “Bulls“ buy in anticipation of the market going up.E In this way, the buyer (or seller) is ensured that the best price is secured and they are not shortchanged or cheated in any way.F Then you would place a call to your stockbroker, who would enter an
22、 order to buy the 100 shares at the current market price.G If the market is going down the only way to recover your investment is to hang on to the stock and wait for it to come back.（分数：5.00）填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_四、PART THREE(总题数：1，分数：6.00)Public RelationsA company does not function in
23、 a vacuum, but rather as part of a society. That society consists of the people who work for it, the people and companies that do business with it, the public at large, and the government that regulates and taxes it. These groups are known as a companys “publics.“ In order for a company to deal with
24、 these publics effectively, a relationship of trust must exist. Employees will not cooperate with or put forth their best efforts for a company that they do not trust or that they fed is taking advantage of them. The public will not buy products or services from a company that, in their view, is not
25、 responsible or trustworthy. And the government, as the protector of the society it governs, is especially vigilant in dealing with a company that it regards as not operating in the public interest. Given these circumstances, every business, whether it is a giant corporation or a small factory, a fi
26、ve-star hotel or a roadside tavern, needs to give some thought to the relationship it has with all the various publics it interacts with. The techniques that a company uses to improve these relationships are known as “public relations“, also called “PR“.The goal of public relations is usually to imp
27、rove the climate or atmosphere in which a company operates. Here are some results a company might expect from a successful public relations campaign:Its products and services are better known.Its relationship with employees has improved.Its public reputation has improved.A successful public relation
28、s campaign can get people to do something that will help a company, stop them from doing something that might hurt it, or at least allow the company to proceed with a course of action without criticism. “An organization with good public relations has a favourable image or reputation, perhaps as a re
29、sult of pubic relations activities.“ Says Richard Weiner, a noted and award-winning public relations counselor. In developing and implementing public relations plans, companies often use a simple five-step process: research or fact finding, planning, action, communication, and evaluation.A classic e
30、xample of public relation at work is McDonalds. it has always been important to McDmalds to be known as a company that values cleanliness. Indeed, founder Ray Kroc emphasized cleanliness along with quality, service, and value as being the four most important things in any McDonalds operation. For th
31、at reason, Kroc instructed the first McDonalds franchisees to pick up all litter within a two block radius of their stores, whether it was McDonalds litter or not. The company also did many other things to help protect the environment. In 1990, it announced a program called McRecycle in which McDona
32、lds committed itself to buy 100 million in recycled materials for use in building and remodeling its restaurants. It is important to understand the role public relations has played in all the companys decisions. McDonalds has always been socially responsible and extremely concealed about its image.T
33、hese two facts are part and parcel of its public relationships. To McDonalds, public relationships activities go much deeper than simply sending out press releases and having corporate officers serve on various charitable boards. The company understands that real public relations means taking signif
34、icant actions first, then announcing them to the public. Without the first step, the second would be meaningless. Many companies do not understand this basic principle: If you want to make news, you must first do something newsworthy.（分数：6.00）(1).According to the passage, a companys publics refer to
35、 _ .（分数：1.00）A.people in a societyB.employees and employers within a companyC.people and organizations in and outside a companyD.the company and the government(2).A good public relationship is based on _ .（分数：1.00）A.mutual understandingB.mutual familiarityC.mutual attractionD.mutual trust(3).The aim
36、 of public relations is to _ .（分数：1.00）A.improve a companys operating environmentB.make a companys products known to the publicC.make a companys name known to the publicD.establish a good relationship with employees(4).The passage tells us that a good reputation of a company mostly comes from _ .（分数
37、：1.00）A.its high quality productsB.the fame of its executivesC.its public relation activitiesD.its relationship with the government(5).According to the text, how many steps are usually adopted to implement public relation plans?（分数：1.00）A.Three.B.Five.C.Eight.D.Net mentioned.(6).Which of the followi
38、ng can be inferred from the passage?（分数：1.00）A.Public relations first, business second.B.Actions speak louder than words.C.It is easier said than done.D.One should seek truth from facts.五、PART FOUR(总题数：1，分数：15.00)Staff AppraisalManagement and staff have agreed to put in place (example) a company-wid
39、e system for staff appraisal. Each member of staff will meet at least once a year with their manager to discuss and assess the employees performance and to complete an appraisal form.Staff appraisal interviews are a valuable means of (19) between managers and subordinates: they ensure that an organi
40、zation develops its human (20) and that employees get maximum job (21) The guidelines below have been drawn up in order to assist in this (22) The Appraisal InterviewThe main (23) of the interview is to (24) employees be as effective as possible in their present jobs. It (25) the manager and subordi
41、nate the opportunity to review past and present job performance together, and to (26) for the future.First StagePreparation for the interviewBefore the appraisal interview the manager and subordinate should (27) the specific areas for discussion and agree on a time-period which the appraisal should
42、(28) (normally 12 months).Second StageAt the interviewIf necessary the employee and manager should (29) to last years appraisal and decide whether key aims and targets have been achieved. They should (30) on aims for the future appraisal period and how performance should be judged.Third StageAssessm
43、ent of performanceThe appraisal document should be completed by the manager after the interview. It should then be discussed with the employee before the (31) signing.It should include: a) Areas of the employees work where there have been failures. b) Areas where there have been prominent successes.
44、 c) An assessment of the employees (32) to organize and plan his or her time, and to make the most efficient (33) of resources.（分数：15.00）A.speechB.talkC.functionD.communicationA.resourcesB.servicesC.facilitiesD.suppliesA.enjoymentB.prideC.happinessD.satisfactionA.designB.processC.organizationD.metho
45、dA.wayB.purposeC.reasonD.definitionA.assistB.aidC.helpD.supportA.givesB.producesC.presentsD.suppliesA.outlineB.planC.determineD.proposeA.distinguishB.noticeC.pointD.identityA.coverB.focusC.containD.fulfillA.seeB.consultC.considerD.referA.confirmB.agreeC.discussD.arrangeA.pastB.endC.finalD.closingA.t
46、alentB.practiceC.techniqueD.abilityA.useB.valueC.wrothD.service六、PART FIVE(总题数：1，分数：12.00)MilairLetter of ApologyDear Customer0 Over the last two years Milair has been experienced unprecedented growth. Whilst we are00 delighted at the increasing popularity of our products, this success has brought w
47、ith34 it some problems. Even though with over 450 trained customer service staff, our telephone35 answering standards have fallen on a number of occasions, particularly during July and36 August. The vast majority of our customers have continued so to receive a good quality of37 service, but some hav
48、e experienced by a service well short of their, and our, expectations.38 As a result, we are speeding up our recruitment programmed to have the39 more people available40 to take your calls. We are also making much greater use of automated telephone technology.41 As Managing Director of Milair, I wan
49、t to take this opportunity to contact these of you42 who have been affected and for assure you that my colleagues and I are dedicated to43 delivering the highest possible standard of a service. I am confident that the steps we are44 taking in will help us to de this, and apologize for any inconvenience caused.45 Your si
