1、BEC商务英语（高级）听力模拟试卷 120及答案与解析 一、 PART ONE 0 You will hear a speaker addressing the topic of selling a business. 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. SELLING A BUSINESS 【 L1】 Before you make a deal
2、 with any potential purchaser, you should sign a_ 【 L2】 Many confidential letters have no_ 【 L3】 You should keep the deal to yourself excluding the employees until the deal has_ 【 L4】 During the process of producing the information,_should be informed of the sale. 【 L5】 When discussing with your pot
3、ential purchaser you should mark everything_ 【 L6】 Before a formal contract, you should negotiate a_with your potential purchaser about the main conditions of the sale. 【 L7】 Not all the points for discussion in the process of_will be appeared in the summary. 【 L8】 Make certain that your paperwork i
4、s_ 【 L9】 It is vital that_, bank statements, finance documents and employment, supplier and customer contacts are well ordered. 【 L10】 An employer must issue statements of terms of employment to all the employees within_ 【 L11】 If you fail to issue the terms and conditions, you should have the_which
5、 would help you to identify them. 【 L12】 If you want to make a sale, the approval of people_will be needed. 1 【 L1】 2 【 L2】 3 【 L3】 4 【 L4】 5 【 L5】 6 【 L6】 7 【 L7】 8 【 L8】 9 【 L9】 10 【 L10】 11 【 L11】 12 【 L12】 二、 PART TWO 12 You will hear five different people talking about training programme they h
6、ave just attended. For each extract, there are two tasks. For Fask One, decide what industry each speaker works in from the list A-H; For Task Two, decide what they have mainly learned in the training programme, from the list A-H. After you have listened once, replay the recording. Task One-Industry
7、 that each speaker works in For questions 13-17, match the extracts with industry each speaker works in, listed A-H. For each extract, decide on the industry each speaker works in. Write one letter(A-H)next to the number of the extract. A The speaker works in a wine company. B The speaker works in a
8、 school. C The speaker works in an airline company. D The speaker works in an online electrical appliances company. E The speaker works in a software company. F The speaker works in a bank. G The speaker works in a consulting company. H The speaker works in a sales company. 13 _ 14 _ 15 _ 16 _ 17 _
9、17 Task Two-What they have mainly learned For questions 18-22, match the extracts with what they mainly learned for the speaker, listed A-H. For each extract, choose what each speaker has mainly learned. Write one letter(A-H)next to the number of the extract. A The importance of cooperation. B The i
10、mportance of hard-work. C How to forge tight relationship with customers. D How to ask for a raise. E How to become an excellent salesperson. F The philosophies of the company. G To identify principal duties and learn to be responsible and serve the customers well. H How to get promotion quickly. 18
11、 _ 19 _ 20 _ 21 _ 22 _ 三、 PART THREE 22 You will hear a radio presenter interviewing a very famous Senior HR Manager in the top 500 fortune called Karla DeCaprio. For each question(23-30), mark one letter(A, B or C)for the correct answer. After you have listened once, replay the recording. 23 What i
12、s Karla DeCaprios previous job? （ A） She was an athletic trainer. （ B） She worked in the hospital room. （ C） She was in charge of a high school. 24 What degree does Karla DeCaprio get? （ A） Bachelor degree of human resources degree from the College of Business （ B） Masters in Labour and Human Resour
13、ces （ C） PhD at Ohio State University 25 Which company did Karla DeCaprio began her human resources career? （ A） Microsoft （ B） Spry （ C） At Compuserv, an online connectivity company 26 What did Karla DeCaprio enjoy most as a human resource professional? （ A） She enjoyed the sense of assignment. （ B
14、） She enjoyed the sense of success. （ C） She enjoyed the sense of offering. 27 The working hours of Karla DeCaprio are （ A） regular as other jobs. （ B） as many as other managers. （ C） irregular as to specific job. 28 A successful HR manager needs skills in （ A） Social acumen, population acumen and o
15、verall control. （ B） Business acumen, systematical thinking and people acumen. （ C） Acumen in every field. 29 What tips does Karla DeCaprio give the people who decide to go in HR? （ A） Have an expert title （ B） Learn the acumen in business and people （ C） Learn the operation of the company you serve
16、 for 30 What does Karla DeCaprio think is the key to success? （ A） the ability of learning （ B） the insight （ C） the experience in different fields BEC商务英语（高级）听力模拟试卷 120答案与 解析 一、 PART ONE 0 【听力原文】 You will hear a speaker addressing the topic of selling a business. As you listen, for questions 1 to 1
17、2, complete the notes using up to three words or a number. After you have listened once, replay the recording. You now have 45 seconds to read through the questions. pause Now listen, and complete the notes. pause Man: Good morning, ladies and gentlemen. Im honorued to have this opportunity to talk
18、to you. My name is James Clair, and Im Chief Executive of the Institute of Marketing Research. My talk today is about selling a business. If you plan to sell your business, be careful. There are an enormous number of traps awaiting the inexperienced seller. Before giving out any information about th
19、e business to any potential purchaser, make sure they have signed a confidentiality undertaking that is, a document promising not to make confidential information public. You do not want a potential buyer using this confidential information either in the course of negotiations or after negotiations
20、have broken down. Many confidentiality letters, however, have no legal value, so taking appropriate advice is recommended. You should also consider your strategy for informing your staff of the proposed sale. Most business owners want to keep the sale secret from their employees until the deal has b
21、een completed or at least until negotiations are fairly advanced. This can be difficult, though, and if staff find out about the sale, it can unsettle them. In addition, you will need to produce a considerable amount of information about the business and its running; for this you will require the co
22、-operation of senior management, who will therefore need to be informed of the sale. When corresponding with a potential purchaser marks everything “subject to contract“. Contracts can be made accidentally and you do not want to be committed until a formal contract, including all of the relevant ter
23、ms, has been negotiated and signed. To avoid this, many people negotiate a summary document which briefly sets out the main conditions of the sale. These documents can be useful because potential areas of dispute or disagreement can be seen in advance. They should be short and simple, and full arran
24、gement should be negotiated with the buyer as soon as possible. Do remember, however, that a summary rarely deals with all the points for discussion which are going to arise in the course of negotiations. Make sure all your paperwork is in order. A buyer will want to see vast quantities of informati
25、on and documentation on the business. It is vital therefore that you ensure all insurance policies, bank statements, finance documents, and employment, supplier and customer contracts are well ordered and up to date. This will save everyone a lot of time. In addition, make sure that all staffs have
26、up-to-date contracts of employment. An employer must, by law, issue statements of employment to all employees within two months of their starting work. These protect both the employer and the employee, and mean that there is certainty about those terms and conditions. Even if you fail to issue them
27、the buyer will still expect you to be able to identify with certainty what the terms and conditions are. The absence of written contracts makes that much more difficult. You may also need the approval of people entirely external to the business for the sale to take place. The most frequent example o
28、f this is when significant pieces of machinery and equipment are subject to financing arrangements, and the consent of the financier is necessary. Getting such agreement generally takes time, so you will need to move quickly if a buyer wants it done before completing the deal. pause Now listen to th
29、e recording again. pause That is the end of Part One. You now have 20 seconds to check your answers. pause 1 【正确答案】 CONFIDENTIALITY UNDERTAKING 【试题解析】 如果你想向潜在买者透露任何消息，那么之前一定要签署一份保密协议。 2 【正确答案】 LEGAL VALUE 【试题解析】 许多的保密协议没有法律效力，所以推荐接受合理化建议。 3 【正确答案】 BEEN COMPLETED 【试题解析】 在达成交易前，许多公司的老板都是对自己的员工保密。 4 【正
30、确答案】 SENIOR MANAGEMENT 【试题解析】 事实上，你需 要高层管理人员的通力合作，所以必须要和他们说明出售公司的 事情。 5 【正确答案】 SUBJECT TO CONTRACT 【试题解析】 你和潜在的购买者协商表明所有事情要遵从合同的条款。 6 【正确答案】 SUMMARY DOCUMENT 【试题解析】 所以为了避免造成的上述麻烦，许多的人就先讨论一个简要的文件，简单列出变卖公司的主要情况。 7 【正确答案】 NEGOTIATIONS 【试题解析】 一个概括的协议很少会把协商中要讨论的所有要点都列举出。 8 【正确答案】 IN ORDER 【试题解析】 一定要保证所有的
31、文件都井井有条。 9 【正确答案】 INSURANCE POLICIES 【试题解析】 一定要保证所有的保单，银行单据，财政文件，雇佣合同，供应商合同和客户合同都井井有条，保证其时效性，这点是很重要的。 10 【正确答案】 TWO MONTHS 【试题解析】 一个老板要在员工开始工作后两个月内向他们发放具有法律效力的雇佣合同。 11 【正确答案】 WRITTEN CONTRACTS 【试题解析】 即使你不能拿出那些条款和条件 的话，购买者仍希望你能够明确其内容。如果缺失手写的合同会使问题更糟糕。 12 【正确答案】 OUTSIDE THE BUSINESS/EXTERNALLY 【试题解析】
32、在变卖公司的时候，可能也需要得到公司外部人员的同意。 二、 PART TWO 12 【听力原文】 You will hear five different people talking about training programme they have just attended. For each extract, there are two tasks. Look at Task One. For each question, 13-17, decide what industry each speaker works in from the list A H; Now look at
33、Task Two. For each question, 18 22, decide what they have mainly learned in the training programme, from the list A H. After you have listened once, replay the recording. You have 30 seconds to read the two lists. pause Now listen, and do the two tasks. pause Man; It seems that I dont completely und
34、erstand the company I work for before the training programme during the training process, I fully comprehend the three distinct but interrelated philosophies of my company: practice-based, partnership-oriented and holistic. As to practice-based, it is about a collaborative style of working as our co
35、nsultants and clients combine their knowledge and experiences to create success. This is best achieved when working very closely with the clients management teams since they have the ultimate responsibility in driving their organisation forward. Working with clients in a practice-based manner requir
36、es trust and confidence on both sides. Therefore it is imperative that we see our clients as partners that we serve long-term. The more we work together; the better is the understanding and the solutions that will emerge. The holistic approach that we adopt in the work is expressed in three characte
37、ristics; system perspective, balance of hard and soft factors and transferring knowledge and growing talents. Woman: I majored in marketing in college. I have learned theories of customer relationship management at school. However, in my companys training programme, I knew more about customer relati
38、onship management both in theory and from some practical examples. As an online electrical appliances company, our company pays great attention to forging a tight connection with the customers. While providing customer service, our company also gathers data on the customers buying habits and needs,
39、and then stores and analyses that data and uses it to improve products and services as well as management policies. Through some vivid examples, I also learned some simple techniques in establishing powerful sustaining relationships with customers, such as the use of open-ended questions; questions
40、that begin with “when“, “how“, “where“ and “why“ help to quickly engage the prospect to start talking as these questions cannot be answered by a simple yes or no response. These questions are very effective in getting customers to “open up“. Well, you say, it is really a practical method. Man: Yes,
41、cooperation. Thats what is heard most in the training. Well, I have to admit cooperation means a lot, especially for our software company, in which usually several members of staff are involved in a single project or under some circumstances; several companies are engaged in a project. Of course, go
42、od cooperation calls for effective communication among all staff members, between managers and staff, among several companies who work on the same project, among your company and its; suppliers and customers etc: I have learned some effective communication skills; during the training. Say, for examp
43、le, use the word “i“. When you use the word “I“, youre letting people know that what youre! saying is only according to your personal understanding, not a blanket fact. This can help keep people from feeling targeted and attacked. Theres a difference between telling someone “Youre ignoring me“ and “
44、I feel like you are ignoring me.“ Woman; The training is quite a new experience for me. I had never realised that to work in a wine and brandy corporation was such a fancy experience. The first class in the training was to identify our principal duties; and to ensure that we were aware of individual
45、 roles and responsibilities. Beyond that, we were trained in specific details in serving our customers. From that Ive learned that taking orders is more than just writing down what the customers need. More importantly, we were offered a definitive checklist in taking a wine order, presenting and pou
46、ring the wine. Firstly, we should write down the name of the wine clearly on the order book. And then show the wine to the person who ordered it, to check that it is the correct bottle. Then give the person who ordered the wine the option of tasting it. Man: Yeah, to be a good salesman is really a.
47、great challenge for me, especially because of the fact that Ive just graduated from school and never had professional sales training. In the training I have learned some qualities that a professional salesperson should have. First of all, a good salesperson is usually a good talker, and he has the “
48、gift of the gab“, an outgoing personality, is charming, friendly, has a sense of humour. However, people are looking for a person who is honest, has integrity, is truthful, and most importantly, cares about the needs of his or her clients and possesses a genuine desire to serve them. In-depth resear
49、ch of the top 3 percent of outstanding sales professionals throughout the country has shown that these top performers share two common characteristics the ability to establish rapport with their customers and the consistent creation of an atmosphere of trust in all their sales relationships. pause Now listen to the recording again. pause That is the end of Part Two. pause 13 【正确答案】 G 14 【正确答案】 D 15 【正确答案】 E 16 【正确答案】 A 17 【正确答案】 H 18 【正确答案】
