1、BEC商务英语（高级）听力模拟试卷 1及答案与解析 一、 PART ONE 1 You will hear a business presentation about 3 simple selling tactics. As you listen, for questions 1 -12, complete the notes, using up to three words or a number. You will hear the recording twice. SELLING TACTICS NOTES Business Presentation Pay Attention to G
2、etting Attention 1. A major obstacle of selling things is that your sales message will be_ Three proven ways you can capture a prospects attention quickly: 2. Make a_ 3. Emphasize the _ 4. Trigger Your Customers Emphasize the Human Relationship 5. Prospective customers are more receptive to buying f
3、rom a real person than from _ Tip： 6. Sell yourself to make prospective customers _ with the selling process, 7. Sell your company and its history of producing results to make prospective customers confident of your ability to deliver _ Trigger Your Customers imagination 8. Convert the benefits deli
4、vered by your product or service into 9. Put your prospect in the picture by dramatizing what it feels like to be 10. Be _ 11. If you promote a business opportunity, describe what it feels like to be at home working _ Tip: 12. Be sure your word pictures are dramatizing benefits and _ 二、 PART TWO 13
5、In this part of the Listening Test you listen to five short monologues, spoken by five different speakers. There are two tasks for each of the five monologues. For each task you must choose one out of eight options. You can either do one task the first time you listen and the other task the second t
6、ime, or deal with the two tasks for each monologue together. Within each monologue, the information for each of the two tasks may come in either order. Listen for overall meaning. Do not choose an answer iust because you hear the same words in the recording as in the question. Check you have not use
7、d the same option more than once within each task. You will hear five different people talking about a meeting they have attended. For each extract there are two tasks. For Task One, choose the topic to be discussed at the meeting from the list A - H. For Task Two, choose the speakers comment on the
8、 meeting from the list A - H. You will hear the recording twice. 13 TASK ONE - TOPIC TO BE DISCUSSED For questions 13 - 17, match the extracts with the topics to be discussed at each meeting, listed A - H. For each extract, choose the topic to be discussed at the meeting. Write one letter (A- H) nex
9、t to the number of the extract. A reducing production costs B a possible merger C staff morale D putting a new idea into production E change in market strategy F internal reorganisation G problems in supply chain H organisation of staff training 18 TASK TWO - COMMENT ON THE MEETING For questions 18
10、- 22, match the extracts with the speakers comments on the meetings, listed A - H. For each extract, choose the comment on the meeting. Write one letter (A - H) next to the number of the extract. A Not all the relevant information was made available. B I disagreed with the conclusion that was reache
11、d. C The chairperson lost control of the meeting. D A few of the participants didnt listen to each other E I didnt say everything I wanted to say. F The meeting was dominated by one person. G The decision made at the meeting was later ignored, H I was not convinced that the decision taken reflected
12、the majority view. 三、 PART THREE 22 How to approach Listening Test Part Three In this part of the Listening Test you listen to a long conversation or interview and answer eight questions. Before you listen, read the questions. Think what the recording will be about. Note all possible answers as you
13、listen for the first time. Do not make an immediate decision. Do not worry if you do not know the answers. You will hear the recording a second time. Listen for overall meaning. Do not choose an answer just because you hear the same words in the recording as in the question. Decide on your final ans
14、wer only after you have listened for the second time. You will hear a discussion between Clive, the owner of a bicycle accessories business, and Rose, a business advisor. For each question 23 - 30, mark one letter A, B or C for the correct answer You will hear the recording twice. 23 Rose suggests t
15、hat when Clive appraises his business, he should highlight （ A） the scope of his after-sales service. （ B） the speed of his delivery system. （ C） the quality of his product range. 24 In the medium term, Clive says his main aim is to （ A） increase his number of multiple retailer stockists. （ B） impro
16、ve his standing against competitors. （ C） broaden the skills base of his staff. 25 What is Clives long-term goal? （ A） to replace existing goods with higher quality goods （ B） to boost his profile through association with sport （ C） to build and maintain a stronger brand image 26 What point does Ros
17、e make about advertising in newspapers? （ A） The effect of the message may be slight. （ B） The message must be repeated frequently （ C） The possibilities for message design are limited. 27 Why does Clive think advertising in guidebooks would be effective? （ A） Guidebooks generally only carry a few a
18、dvertisements, （ B） Copies of guidebooks are often kept for several years. （ C） Several people usually read each copy of a guidebook 28 What aspect of direct mail worries Clive? （ A） the cost of buying lists of consumers （ B） the time needed to produce a mailshot （ C） the difficulty of measuring eff
19、ectiveness 29 What does Rose advise about preparing a mailshot? （ A） All visual features should be consistent. （ B） Only high-quality stationery items should be used. （ C） The letter should have a directly personal style. 30 Rose says a widespread problem about exhibitions is that （ A） exhibitors no
20、rmal routines are disrupted by participating, （ B） organisers lack accurate knowledge of markets. （ C） visitors rarely place orders at an exhibition, BEC商务英语（高级）听 力模拟试卷 1答案与解析 一、 PART ONE 1 【听力原文】 M: Good morning everyone and welcome. Thanks for coming. My name is Bob Leduc. Today I will talk about
21、some selling tactics. The following 3 simple selling tactics produce sales by responding to the way customers normally think and behave. They work for any business regardless of what you sell, how you sell or where you sell it. 1. Pay Attention to Getting Attention Can you remember the last 3 advert
22、ising messages beamed at you? Can you remember even one of them? Most people cant, including your prospective customers. That% because they automatically ignore the steady stream of advertising directed at them. This illustrates a major obstacle you need to overcome before you can sell anything. You
23、 have to get your prospects attentionand get it fast or your sales message will be ignored. Here are 3 proven ways you can capture a prospects attention quickly, Make a dramatic statement: Example: “Even My Doctor Uses These Health Products“ I Surprise your prospects with something unexpected: Examp
24、le: “Try our service without charge for one month; why arent you making six figures?“ And Id like to tell you a tip: Include attention getting headlines on all your web pages. Many visitors arrive at a web page then immediately click awayunless something instantly catches their attention. 2. Emphasi
25、ze the Human Relationship Prospective customers are more receptive to buying from a real person than from an impersonal company. Look for ways to create a personal relationship with your prospective customers. For example: If you sell face to face, spend some time early in the soiling process gettin
26、g to know a little about your prospects and letting them get to know you. If you sell online or in some other way where you dont talk with prospects, include some information about you in your presentation. What you say about yourself will have the greatest impact if it highlights why you are unique
27、ly qualified to provide what your customer wants. And there is a tip. Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective customers confident of your ability to deliver what you promise. 3. T
28、rigger Your Customers Imagination Convert the benefits delivered by your product or service into vivid word pictures. Then put your prospect in the picture by dramatizing what it feels like to be enjoying those benefits. Be specific. If you sell financial products, describe what it feels like to enj
29、oy an affluent living without debt. If you sell boats, describe what it feels like cutting through the waves with your friends onboard. If you promote a business opportunity, describe what it feels like to be at home working without a boss, And Id like to introduce a tip. Be sure your word pictures
30、are dramatizing benefits and not describing features. People dont really care about the new high-tech insulation used in their beverage cooler (a feature). They just want to be able to enjoy ice cold beverages all day long on a hot day (the benefit). These 3 selling tactics produce sales by respondi
31、ng to normal human behavior. Use them in your web pages, sales letters and personal presentations. The volume of business they produce will surprise you. 1 【正确答案】 IGNORED 2 【正确答案】 DRAMATIC STATEMENT 3 【正确答案】 HUMAN RELATIONSHIP 4 【正确答案】 IMAGINATION 5 【正确答案】 AN IMPERSONAL COMPANY 6 【正确答案】 COMFORTABLE
32、7 【正确答案】 WHAT YOU PROMISE 8 【正确答案】 VIVID WORD PICTURES 9 【正确答案】 ENJOYING THOSE BENEFITS 10 【正确答案】 SPECIFIC 11 【正确答案】 WITHOUT A BOSS 12 【正确答案】 NOT DESCRIBING FEATURES 二、 PART TWO 13 【听力原文】 Speaker 1 I think the worst meeting I ever attended was one where there was an awful lot of talk in fact the cha
33、irperson bent over backwards to make sure everyone had their say, and clearly a lot of people felt strongly about the proposal on the table. We seemed to be pretty evenly divided on it, so it really needed a vote, but the chair chose to take the feeling of the meeting instead, and I felt he was undu
34、ly influenced by the opinions of one or two very vocal people. And it was a pretty important matter, too, because our design department had come up with a range of materials that would entail radically changing the manufacturing process. We agreed to go ahead with it, but we were taking a real risk.
35、 Speaker 2 Well, we once had a meeting about how to get raw materials exactly when we needed them: you see, sometimes theyd come in very soon after wed placed an order, and would fill all our storage space, and at other times production would have to stop because wed run out of what we needed. I rec
36、koned that we should renegotiate the agreement we had with the company concerned, to build in a time-scale, And that was what we decided to do, but it turned out that in fact they werent really interested, because in their terms we were too small a customer Oddly enough, one of our purchasing assist
37、ants knew about this, but hadnt been invited to the meeting. Still, it helped us when we drew up the agreement with o different firm, Speaker 3 The company had recently been taken over, and we were selling in overseas markets for the first time. A new department was set up, which a number of people
38、moved into from domestic sales. But they simply werent up to the new demands. For instance, they werent aware of cultural differences in how people negotiate, and as a result, our foreign sales just werent happening. So we had a meeting about how to get the input we needed, and the outcome was that
39、we decided to find a company that could provide an in-house seminar for us. The trouble was, some people had made up their minds about the best method before the meeting and though it was all very polite, they just ignored what the others said. Honestly, I was pretty annoyed, Speaker 4 I wish everyo
40、ne who chaired a meeting was trained in how to do iL For one thing, they really ought to make sure everyone gets the chance to say what they think, because otherwise people start wondering if theres any point in having a meeting, and that can be bad for morale. I was once in a project group, and we
41、had a meeting to consider improvements to the way one particular division was structured, Well, the Chief Executive decided to attend, which wasnt a good idea, because the project leader, who was chairing the meeting, kept asking the CE what he thought, so some people more or less gave up, Its not t
42、hat any of the project group particularly disagreed with the decisions, but they felt their opinions werent being taken seriously. Speaker 5 Our board of directors was in talks with one of our competitors about amalgamating, and the Managing Director called a meeting of the workforce to explain the
43、implications. He started by saying that the synergies in the new relationship would mean we could cut costs, particularly in bulk purchasing of supplies, and anyone whose job disappeared would be offered retraining, But people didnt believe him and thought there would be mass redundancies. It got co
44、mpletely out of hand. Everyone was determined to have their say, people were shouting, and eventually the MD gave up and walked out. It was the most chaotic meeting Ive ever attended, but at least we all felt a bit better for having let off steam! In fact demand for our products rose, and nobody was
45、 laid off after all, 13 【正确答案】 D 14 【正确答案】 G 15 【正确答案】 H 16 【正确答案】 F 17 【正确答案】 B 18 【正确答案】 H 19 【正确答案】 A 20 【正确答案】 D 21 【正确答案】 F 22 【正确答案】 C 三、 PART THREE 22 【听力原文】 F OK, Clive, now youve said that at this stage in our consultation process you want to talk about promoting the business . M Yes. F And
46、 I would say the place to start is establishing what it is you mean by the business. M Uh-huh. F So the first step is to carry out an appraisal, M Like an analysis? F Yes, considering all aspects of your operation, strengths and weaknesses, and so on, so you can get clear in your own head what your
47、selling points should, be. The possibilities for what you might focus on are pretty wide. People often tend to have a strong belief in their products, although these days expectations are generally so high that differentiation can be tough to establish on that front. In your case being able to get t
48、he goods to customers quickly is likely to have a greater impact and so be something worth drawing attention to - it represents the kind of service that will make the goods easier to sell, and so give you a wider appeal. M Interesting. F And you should also think ahead a bit, and specify what youre
49、looking to achieve through greater publicity. M Right. Ive been thinking in terms of improving the customer base. Bike accessories is a surprisingly competitive area but Im satisfied that were positioned reasonably well - although I would like to be selling in higher volumes, getting more bulk orders through chains. Ive got some very capable staff whod welcome the challenge of testing their skills in handling bigger deals. F And further into th
