1、BEC商务英语（中级）阅读模拟试卷 142及答案与解析 一、 PART ONE 0 Look at the statements below and the four paragraphs. Which clip(A, B, C and D)does each sentence 1 -7 refer to? For each sentence 1 -7, mark one letter (A, B, C or D) on your Answer Sheet. You will need to use some of the letters more than once. A ULTMATE L
2、EADERSHIP by John Connor This book is a well-researched study of the problem of leadership in global quoted companies. 160 international business leaders were asked how they added value to their companies and their answers form the main part of this book. Both managers and companies are analysed in
3、order to show hew they cope with difficult issues. A useful book for all senior managers. B TWENTIETH CENTURY LEADERS by Maximilian Lander 100 well-known US business leaders through this century are described in this book, which analyses how their fortunes were made and sometimes lost. The backgroun
4、d, business career, character and personal life of each individual are outlined, creating an impressive collection of biographies and an excellent refererce work. C MY YEARS WITH BAIZE ENGINEERING by James Salinas Salinas outlines the key qualities of good management in this autobiography. He believ
5、es that decisions should be based on fact, not opinions; that peoples strengths should be exploited; and that disagreement is sometimes necessary. But the main point he makes in that leadership means performing well at all times and setting a good example. D LEADING ON edited by Frances Peake In thi
6、s collection of essays, top business leaders predict how businesses will change over the next few years. They analyse changes in business and society and their effects on job markets, as well as taking a look at possible strengths and weaknesses of leading economies and their currencies. This collec
7、tion outlines a vision of tomorrows business world and the type of leaders that will be required. 1 In this book you learn about the lives of business leaders from the past. 2 The writer of this book gives his personal views of what makes a good business leader. 3 This book is based on interviews wi
8、th business leaders. 4 This book looks at how large companies deal with various problem areas. 5 This is an account of one business leaders experience. 6 This book describes both successes and failures. 7 This book suggests probable trends in the business world. 二、 PART TWO 7 Read the following text
9、 about marketing.Choose the best sentence from the opposite page to fill each of the gaps.For each gap(8-12)mark one letter(A-G)on your Answer Sheet.Do not mark any letter twice.There is an example at the beginning(0). MarketingIn the past, the concept of marketing emphasised sales. The producer or
10、manufacturer made a product he wanted to sell.(0) C Basically, selling the product would be accomplished by sales promotion, which included advertising and personal selling.【 P1】_Distribution consisted of transportation, storage, and related services such as financing, standardisation and grading, a
11、nd the related risks.The modern marketing concept encompasses all of the activities mentioned, but it is based on a different set of principles. 【 P2】 _In other words, goods should be produced only if they can be sold. Therefore, the producer should consider who is going to buy the product or what t
12、he market for the product is before production begins. 【 P3】 _Marketing now involves first deciding what the customer wants, and designing and producing a product that satisfies these wants at a profit to the company. 【 P4】 _This is much more difficult since it involves human behaviour. 【 P5】 _Thus,
13、 demand and market forces are still important aspects of modern marketing, but they are considered prior to the production process.Example: A It subscribes to the notion that production can be economically justified only by consumption.B In addition to sales promotion, marketing also involved the ph
14、ysical distribution of the product to the places where it was actually sold.C Marketing is as important in todays economy as the production of goods and services.D Production, on the other hand, is mostly an engineering problem.E Instead of concentrating solely on production, the company must consid
15、er the desires of the consumers.F This is very different from making a product and then thinking about how to sell it.G More than half the cost of consumer goods can be traced to marketing activities. 8 【 P1】 9 【 P2】 10 【 P3】 11 【 P4】 12 【 P5】 三、 PART THREE 12 Read the article below about product li
16、fe cycles and the questions on tile opposite page. For each question (13-18), mark one letter (A, B, C or D) on your Answer Sheet for the answer you choose. Sales Strategies .Vary with Product Life Cycles One of the most important concepts in sales management and marketing is that of tile product li
17、fe cycle. This is a historical record of the life of a product, showing the stage in its life the product has reached at a particular time. By identifying the stage that a product is in or may be heading towards, companies can formulate better marketing plans. All products have lives in as much as t
18、hey are created, sell with varying profitability over a period of time, and then become obsolete and are replaced or simply no longer produced. A products sales position and profitability can be expected to fluctuate over time and so, at each successive stage in the products cycle, it is necessary t
19、o adopt different tactics. The two main features of the product life cycle are unit sales and unit profit. The unit sales figures usually jump on introduction, as a response to heavy advertising and promotion, as customers buy the product experimentally. This is generally followed by a leveling off
20、while it is evaluated - the length of this period depending on the use to which the product is put. Then, unit sales rise steadily through the growth phase to the maturity phase, when the product is widely accepted, and so on to saturation level. By this time, competitors will have entered the marke
21、t with their own version and, from this point, the sales team will have to work even harder to win all additional sales. Eventually, the products sales decline as better versions enter the market and competition becomes too strong. In retrospect, most firms know what happened to their products from
22、launch to withdrawal. They can compile this information from the records of unit sales. Unfortunately, unit sales are not the complete story as it is unit profit that is the decisive factor, although this is not always recorded accurately. It is this figure that sales management has to monitor, thou
23、gh, to ensure an effective marketing strategy and to produce effective profits. At launch, the product is costed accurately on the basis of production costs plus selling costs. Initially these remain fairly stable, but, when the product is proving successful, competitors will bring out their own cop
24、y-cat products. With a competitor in the field, the original firm has to respond in order to maintain its market position. It can run special sales promotions, improve deliveries, make more frequent sales calls and so on. Often the extra expenditure is not accurately charged to the product and the r
25、esult is that, long before unit sales are noticeably falling, the unit profit has already fallen. The product life cycle, then, presents a picture of what happened in the products lifetime, so how can this be used as all ongoing aid to management decision- making? Every sales manager has a chart on
26、which the progress of sales is plotted and this can be used as a guide to the stage of development each product is currently in. An essential management skill is being able to interpret sales results and draw in the stages as they occur. Deciding where each stage begins and ends can be a random exer
27、cise, though usually the stages are based on where the rate of sales growth or decline becomes pronounced. 13 According to the text, the end of a products life cycle is marked by （ A） a sharp rise in production costs. （ B） the product becoming outdated. （ C） an increase in customer complaints. （ D）
28、less support from sales management. 14 What does the writer say about sales management in the first paragraph? （ A） Companies should spend more time on their sales planning. （ B） There are many managers who need to improve their sales performance. （ C） Most sales managers fail to recognise which sta
29、ge a product has reached. （ D） The sales approach should change with each phase of the product life cycle. 15 According to the text, a greater sales effort is required for a product when （ A） it is particularly innovative. （ B） the advertising budget has been cut. （ C） rival companies start to produ
30、ce something similar. （ D） consumer interest switches to a new product category. 16 According to the text, a good marketing strategy must primarily be concerned with （ A） sales statistics. （ B） product details. （ C） consumer data. （ D） profit information. 17 According to the text, profit levels may
31、fail to correspond to the volume of sales because （ A） the full selling costs have not been taken into account. （ B） the production costs were not estimated correctly. （ C） there are unforeseen problems with distribution. （ D） there has been a lack of economic stability. 18 What does the writer say
32、about the charts that show sales progress? （ A） It is a matter of judgment where one sales phase finishes and another begins. （ B） Managers should review policy when a sharp fall in sales is indicated. （ C） It is difficult to see how sales charts can provide a sufficient guidance to managers. （ D） M
33、anagers should get confirmation of the data they plot on the sales charts. 四、 PART FOUR 18 Read the text below about an accountant. Choose the best word to fill each gap, from A, B, C or D. For each question 19 33 mark one letter (A, B, C or D) on your Answer Sheet. There is an example at the beginn
34、ing, Charlie Has a Chance to Get Ahead Charlie is employed known an accountant in a small assembly plant in the Midwest. In his seven years at Astro-Technology, he has become (19) with most of the 200 employees and enjoys the (20) of his office and the company attitude toward him. However, in the pa
35、st three years, he has not received a promotion, and there is little chance for one in the near future. The raises he has (21) have not kept up with inflation. He has discussed the situation frequently with his wife, Rita, who is. working as a personnel officer at a research firm in town. Although R
36、ita has never told Charlie, she feels that her job has more status than his (22) Charlie earns slightly more than income, she has more flexible hours, more holidays with pay, better company fringe benefits, and apparently more status when the two companies organizational charters are (23) Rita enjoy
37、s her present position and the salary she receives. The two daughters are doing well in grammar school and are active in girl scouts and the 4H Club. A month ago Charlie (24) a new position for an accountant in their home office in Dallas. He knows that his company has a (25) of promoting from withi
38、n, and his supervisor feels that he would have a good chance of getting the position. It would mean an immediate 15 percent (26) in pay; more prestige, because he would have a private officer and more (27) for promotions. He applied for the position, but was afraid to tell his wife. When the intervi
39、ew was (28) he informed Rita that he had to go to Dallas for a seminar. Charlie was (29) with Dallas and the possible neighbourhoods his family could select to make their home. The home office was impressive! Dark walnut and chrome were everywhere, and the personnel in the office were very friendly.
40、 After a tour of the facility he had an interview with five managers. A week later he was (30) that he was one of the three finalists. He was excited and eager to accept the position if it was offered him. That night, when he told Rita, she Was (31) The move would mean they would have to leave their
41、 lovely home that they had been remodeling over the last seven years. The girls would have to find new friends. Finally and most (32) could Rita find a job as good as the one she has? It seemed unfair to force her to move and give up a good job, just so Charlie could satisfy his own (33) It turned i
42、nto a real argument. Charlie wanted to move and Rita did not. Charlie was saying that he is a striver and Rita was saying she is happy with their status in life. （ A） known （ B） acquainted （ C） acquaint （ D） knowed （ A） environment （ B） context （ C） atmosphere （ D） relation （ A） accepted （ B） get （
43、C） receive （ D） received （ A） If （ B） Even though （ C） However （ D） Or （ A） compared （ B） comparing （ C） contrast （ D） contrasted （ A） heard of （ B） heard （ C） listened （ D） listened to （ A） rule （ B） habit （ C） practice （ D） practices （ A） raise （ B） raising （ C） arise （ D） arising （ A） chances （ B
44、） chance （ C） opportunity （ D） opportunities （ A） schedule （ B） scheduled （ C） scheduling （ D） met （ A） impressive （ B） impressing （ C） impress （ D） impressed （ A） noticing （ B） noticed （ C） informed （ D） inform （ A） upsetting （ B） excited （ C） pleasant （ D） upset （ A） important （ B） unhappy （ C） sa
45、d （ D） unfortunately （ A） goal （ B） spirits （ C） wants （ D） ego 五、 PART FIVE 33 Read the article below about the winner of a business award. In most of the lines (34-45), there is one extra word. It either is grammatically incorrect or does not fit in with the meaning of the text. Some lines, howeve
46、r, are correct. If a line is correct, write CORRECT on your Answer Sheet. If there is an extra word in the line, write the extra word in CAPITAL LETTERS on your Answer Sheeet BEST SECRETARY OF THE YEAR 34 to be very strong. and I have to say I found that the selection procedure really 35 hard, “she
47、says. “I didnt think I had any chance of winning. When I heard my 36 name, my legs were so weak I could only hardly stand up.“ she laughs. So 37 how is the best secretary chosen from a group of so extremely good 38 and very different individuals? The final decision was reached after a 39 day-long se
48、ssion of the tests, interviews and exercises. Cathy Dunkin believes 40 the skills she uses in her job helped her how to perform well. For instance, although 41 most of her work is for her companys Managing Director, she works for six bosses 42 in all, so she always tries out to be prepared for anyth
49、ing that might happen. 43 As for the future, her firm has closed for its summer break now; as soon as 44 they will open again, there is a pay rise waiting for her. But Cathy is not 45 going to be relax. She says, “Theres always room for personal development. You must keep trying to improve.“ BEC商务英语（中级）阅读模拟试卷 142答案与解析 一、 PART ONE 1 【正确答案】 B 2 【正确答案】 C 3 【正确答案】 A 4 【正确答案】 A 5 【正确答案】 C 6 【正 确答案】 B 7 【正确答案】 D 二、 PART TWO 8 【正确答案】 B 【试题解析】 空白后一句提到销售包括交通、储存和相关的服务。可推测空白处应该讲到产品的销售地理位置。 B选项中的 “In addition to salespromtion”与上句首次提到的 s
