[外语类试卷]BEC商务英语(高级)听力模拟试卷54及答案与解析.doc
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1、BEC商务英语(高级)听力模拟试卷 54及答案与解析 一、 PART ONE 0 PROBLEMS FACING POTENTIAL EXPORTERS 1 In order to be successful, a firm must clearly_, objectives and potential problems. 2 If a company doesnt have some expertise and_, it may not be able to enter the first step. 3 Initial difficulties and_are often failed b
2、y the top management. 4 Compared with the domestic market, it is time-consuming and tiresome to establish a firm in a_. 5 The benefits would at last outweigh the investment, if a good foundation is laid for_. 6 The reason why_act more independently is that the overseas communications and transportat
3、ion is more difficult than their counterparts at home_. 7 It is not easy to account for a new foreign market, and foreign customers have a large part to rely on the_. 8 The difficulty for the new exporter is the neglect of the_at the time that the domestic market booms. 9 Many companies are reluctan
4、t to improve their products to meet the regulations of_of other countries. 10 If exporters expect distributing agents to have a better performance, they must locate _permanently in the local regions. 11 The distributor and the domestic counterparts should be treated_. 12 In general, _is needed for s
5、uccess in using the combination of marketing techniques. 二、 PART TWO 12 A I sent an invitation to a wrong company. B I gave confidential information accidentally to the competitors. C I make decisions all by myself without consulting others. D I brought the wrong paperwork. E Some advisors made poor
6、 recommendations. F The sales revenue is not satisfactory. G I miscalculated the money. H I made a fake accounting sheet. 13 _ 14 _ 15 _ 16 _ 17 _ 17 A Confirming the company before sending invitation. B A partnership abroad was formed. C Consulting the colleagues and making a back up plan. D Some p
7、roducts are rebranded. E Hope that the loss would soon be made up. F We should think out a new plan and an advertising campaign. G Bravely told the truth and quit. H Hope that the sales revenue will rise. 18 _ 19 _ 20 _ 21 _ 22 _ 三、 PART THREE 23 According to Sam, what was the purpose of his visit t
8、o Brazil and Chile? ( A) To present the findings and conclusions from a visit to Brazil and Chile. ( B) To investigate the potential for Sandozs formula powdered milk in Central and South American markets. ( C) To discover ways to penetrate the Central and South American markets. 24 What did Sam str
9、ess at the very beginning of his report? ( A) His findings were very tentative. ( B) He did a very small scale survey. ( C) He stressed that his visit was undertaken last week. 25 What did Sam discover during his visit? ( A) There was a great deal of interest in Sandozs products, especially in the s
10、tandard and range. ( B) Goods produced using Sandozs production lines would be very attractive to the population. ( C) The popularity of top quality imported and domestic products has been increasing. 26 Which obstacle was NOT mentioned in the conversation? ( A) The spending power of the ordinary pe
11、ople might not be strong enough. ( B) The laws in Central and South America might not permit them to do business there. ( C) The selling strategies might be different from what theyre applying now. 27 What was Graces objection in setting up joint ventures? ( A) She thought that legal advice should b
12、e sought after first consideration. ( B) She thought that setting up joint ventures should be a long-term project. ( C) She was worried that the profit margin in joint ventures might be too low. 28 What was the option Sam mentioned for gaining quick returns in a short time? ( A) The import-export ar
13、rangements. ( B) The licensing arrangements. ( C) The local sales and marketing. 29 Why did Sam mention Nests failure in Africa? ( A) Because he wanted to prove the importance of a thorough feasibility investigation before taking any of the recommended options. ( B) Because the main problem in Centr
14、al and South American markets is poor health conditions. ( C) Because he wanted to arrange another longer visit to Brazil or Chile early next year. 30 When will Grace meet with the Senior Management Group? ( A) Next December. ( B) The coming year. ( C) This December. BEC商务英语(高级)听力模拟试卷 54答案与解析 一、 PAR
15、T ONE 0 【听力原文】 Man: Good morning, ladies and gentlemen. Im honoured to have this opportunity to talk to you. My name is Tony Brown, and Im Chief Executive of the Marketing Research. Many firms fail because when they begin exporting they have not researched the target markets or developed an internat
16、ional marketing plan. To be successful, a firm must clearly define goals, objectives and potential problems. Secondly, it must develop a definitive plan to accomplish its objective, regardless of the problems involved. Unless the firm is fortunate enough to possess a staft with considerable expertis
17、e, it may not be able to take this crucial first step without qualified outside guidance. Often top management is not committed enough to overcome the initial difficulties and financial requirements of exporting. It can often take more time and effort to establish a firm in a foreign market than in
18、the domestic one. Although the early delays and costs involved in exporting may seem difficult to justify when compared to establish domestic trade, the exporter should take a more objective view of this process and carefully monitor international marketing efforts through these early difficulties.
19、If a good foundation is laid for export businesses, the benefits derived should eventually outweigh the investment. Another problem area is in the selection of the foreign distributor. The complications involved in overseas communications and transportation require international distributors to act
20、with greater independence than their domestic counterparts. Also, since a new exporters trademarks and reputation are usually unknown in the foreign market, foreign customers may buy on the strength of the distributing agents reputation. A firm should therefore conduct a thorough evaluation of the d
21、istributors facilities, the personnel handling its account, and the management methods employed. Another common difficulty for the new exporter is the neglect of the export market once the domestic one booms: too many companies only concentrate on exporting when there is a recession. Others may refu
22、se to modify products to meet the regulations of cultural preferences of other countries. Local safety regulations cannot be ignored by exporters. If necessary modifications are not made at the factory, the distributor must make them, usually at a greater cost and probably not as satisfactorily. It
23、should also be noted that the resulting smaller profit margin makes the account less attractive. If exporters expect distributing agents to actively promote their accounts, they must be trained, and their performance continually monitored. This requires a company marketing executive to be located pe
24、rmanently in the distributors geographical region. It is therefore advisable for new exporters to concentrate their efforts in a few geographical areas until there is sufficient business to support a company representative. The distributor should also be treated on an equal basis with domestic count
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