1、BEC商务英语（高级）阅读模拟试卷 26及答案与解析 一、 PART ONE 0 Look at the statements below and at the 5 passages. Which (A, B, C, D or E) does each statement 1-8 refer to? For each statement 1-8, mark one letter (A, B, C, D or E) on your Answer Sheet. You will need to use some of these letters more than once. A Sight Bi
2、ll of Exchange A sight B/E is usually defined as A bill which is expressed to be payable on demand, or at sight, or on presentation; and a bill in which no time for payment is expressed. In other words, a sight B/E is the B/E that is payable at once the moment the B/E is presented to the drawee of i
3、t. A sight B/E is used in the case where the exporter wants to sell goods to the importer for immediate payment. When a sight B/E is presented to the drawee, the presentation will itself trigger the settlement process unless the B/E is dishonoured. B Usance Bill of Exchange A usance B/E is the one t
4、hat is payable at a stipulated period of time after sight or after date. The date on which the drawee/acceptor sights the B/E is considered as the date on which the B/E is accepted. The acceptor adds the date to his acceptance. In this way the date of payments is fixed. The date on which payment sho
5、uld be effected is called maturity date of the B/E. So a B/E that is payable at 60 days is not a sight B/E but a usance B/E. C Clean Bill of Exchange A clean B/E is the one that is not accompanied by any commercial documents, especially not accompanied by the shipping documents. The drawer of a clea
6、n B/E may be a business, an individual, or a bank. The payee may be a business, an individual, or a bank. In international trade, a clean B/E is usually used where the export is not of goods but of a service or used in respect of commission, the remainder of the payment and so on. A clean B/E is use
7、d where no shipment is involved or where the shipping documents have for some reason been sent separately to the buyer. D Documentary Bill of Exchange A documentary B/E is the one that is accompanied by commercial documents like the invoice, B/L, and insurance policy. When a documentary B/E is prese
8、nted to the drawee for payment or for acceptance, the drawee will not effect the payment or acceptance unless the shipping documents are also presented to him. A documentary B/E is welcomed by both the importer and the exporter because both can have more security. E Commercial Bill of Exchange The d
9、rawer of a commercial B/E may be a business or an individual and the payer may be a business, an individual or a bank. In international payments, the drawer of a commercial B/E is normally the exporter, who draws a B/E for the purpose of getting payment for the goods he sells. A commercial B/E is us
10、ually accompanied by shipping documents. 1 The shipping documents must be presented; otherwise the drawee will not make payment or accept the draft. 2 This B/E is not often used in international trade. 3 The payment procedure starts when the B/E is handed in on condition that it is not refused. 4 Th
11、e drawee need not make payment the moment the B/E is presented to him. 5 This B/E is normally drawn by the exporter and is presented together with shipping documents. The drawer may be a company or a person. The drawee may also be a company or a person. 6 This B/E may be used when a small amount of
12、money is to be collected. 7 This B/E is preferred by the seller and buyer because they do not worry about payment by using it. 8 The B/E is preferred when money is intended to be paid the moment it is presented. 二、 PART TWO 8 Read this passage from an article about arbitration. Choose the best sente
13、nce from the following sentences to fill each of the gaps. For each gap 9-14, mark one letter (A-H) on your Answer Sheet. Do not use any letter more than once. Arbitration Since World War , arbitration has proved an extremely popular mode for resolving disputes. Arbitration, arguably, could be said
14、to be the first step towards privatisation of justice, in that it is an alternative resolution through national (State) courts. The parties have greater control over the appointment of arbitrators, language of the arbitration, place of arbitration, and the principles to be applied to issues under co
15、nsideration. The principles need not be tied to a national law, such as English Law or Chinese Law. The issue could be decided on equitable principles. In other words, arbitration means the settlement of disputes through the appointment of independent referees who hear and adjudicate cases. (9) . Th
16、is is different from “conciliation“, which is the use of an independent and fair minded intermediary to help resolve a dispute, with the conciliator acting as an honest broker between the disputants-advising each side of the others views and feelings and suggesting compromises (rather than reaching
17、an independent decision, as happens with arbitration). (10) . In theory, the decision to settle disputes in this way is agreed on beforehand by the two parties as part of the framework within which they intend to trade. In practice, it is normally imposed upon their trading relationships by the stro
18、nger party, who inserts it as a clause in his Standard Terms and Conditions, to which the weaker party must agree if he wishes to trade. The word arbitrate originates from the Latin arbitrari (to judge, or reach a decision). (11) . It is an essential element in arbitration that the arbitrators decis
19、ion shall be final and bind upon the parties. There is, in principle, a severely restricted right of judicial review of arbitration awards on questions of law in a very limited number of cases, but the parties can exclude judicial review completely by an express agreement, if they so wish. Arbitrati
20、on often allows you to resolve disputes more quickly and cheaply than by going to court. (12) . When the arbitration is over, the decisions of the arbitrators are final. If you are unhappy with the result, you cannot go to court for judgment. (13) . If you want to appeal an arbitrators decision you
21、must do so within three months. In addition, mediation is also an option that can be considered before going to arbitration. Mediation may allow you to save time and money because it is quicker than arbitration Mediation also can be less confrontational than arbitration. (14) . A. The person appoint
22、ed to act as arbitrator will hear the views of both parties on the matter in dispute and decide where the truth of the matter lies and how the problem should he resolved. B. Arbitration is the settlement of disputes between parties without recourse to law. C. The arbitrators decisions can only be ap
23、pealed under very limited circumstances. D. The referees must be mutually selected by each party to the disputes. E. Arbitrators are very helpful in arbitration and can solve your problems. F. If you cant reach an agreement through mediation, you can still go to arbitration. G. Instead of judges or
24、juries, arbitrators decide if wrongdoing occurred and how to correct it or compensate you for it. 三、 PART THREE 14 Read the following article about the four Ps of the marketing mix and the questions that follow. For each Question 15-20, mark one letter (A, B, C or D) on your Answer Sheet for the ans
25、wer you choose. The variety of smaller market segments within the consumer and business market is enormous, and the firm that is good at target marketing will have a valuable edge over its competitors. But identifying the market is only part of the task. The other basic element in any total marketin
26、g program is the marketing mix. The marketing mix can be defined as the blend of product, price, promotion, and placement (or distribution) that satisfies the demands of the chosen market segment. The four Ps have to fit closely together. And, as we shall see, the key to effective marketing is the a
27、bility to adjust each of the four factors in response to the demands of the target market. Product A businesspersons first marketing decision concerns the products or services that will attract customers in the target market. The key is to determine consumers needs and wants and translate them into
28、desirable products and services. Rising crime rates, for example, have created a target market among small businesses for a growing number of security services. Similarly, the rapid increase in the number of working women has inspired clothing manufacturers to include more high-priced ladies suits i
29、n their overall product mix: many women have discovered they need to “dress for success“ just the way men do. Changing conditions require the continuous reevaluation of product lines. At Procter & Gamble, alert executives saw rising detergent costs as a threat to continued high-volume usage of their
30、 products in the home and added to their list of products a number of cloth substitute paper products, including Pampers disposable baby diapers. Pampers now outsell P & Gs Tide detergent. After picking the products to be developed businesspeople make other marketing decisions about each one. These
31、include selecting a brand name, designing a package and establishing a product guarantee. Price Having made the basic decisions about the product line, the marketing manager must decide how the company should price its products. Perhaps a policy based on low prices will increase profits to the great
32、est possible amount. Supermarkets have used this tactic successfully on two levels. Most offer unbranded, so-called generic products at the lowest price and offer their own brand, usually at a slightly higher price, in addition to the highest-price commercial brands. On the other hand, the desirabil
33、ity of some products depends on a high-quality image, which a high price helps to confer. Curtis Mathes brand televisions are advertised as the “the most expensive television set in America and worth it,“ and come with a four year limited warranty. Promotion Very often the most important decision a
34、marketing manager makes is how the manufacturer should inform prospective customers about its products. This involves promotion, which includes the sales approach. Some marketing strategists, like those at Avon Products, may decide to emphasize direct selling and spend most of their promotion dollar
35、s to train and pay salespeople. Others, like producers of soap and headache remedies, promote their products through advertising, primarily on television. Department stores also spend heavily on advertising, but they choose newspapers as the most effective medium. The alternatives are many and the c
36、hoice may determine the success of a marketing effort. Placement The fourth element in the marketing mix is placement (or distribution): how the manufacturer gets its products to the customers. Transportation is the major factor here, but placement also entails decisions about distribution outlets.
37、Tupperware, for example, distributes directly to the consumer through its party approach. Most apparel companies, on the other hand, sell to retailers, who resell to consumers. In short, there are many ways of distributing goods. The Right Combination Finding the best mix of product, price, promotio
38、n, and placement has become an increasingly complex task for most businesses. Marketing directors have found that even the most subtle changes-in the shape or color of packaging, for instance, or the way the product is displayed in a store-can have a decisive impact on a products success, quite apar
39、t from its actual quality. In effect, you may have built a better mousetrap, but unless you package it well, set up good distribution, target your advertising appropriately, and offer a good warranty, the world wont necessarily take notice. Indeed, it has become more common to reverse the process an
40、d go to the market for new ideas rather than go into production with an untested idea and then attemp to find a market for it. 15 From the first two paragraphs we can learn that the most important element of effective marketing is _ （ A） to make the top quality products that satisfy the demands of t
41、he chosen market segment （ B） to combine and adjust the four factors in such a way that they meet the demands of the target market （ C） to sell goods at the lowest prices so as to satisfy the demands of the target market （ D） to make good use of all kinds of media to advertise the goods and attract
42、more consumers 16 P & Gs Pampers disposable baby diapers became a success in the market, because_. （ A） cloth-substitute paper products are the cheapest in the market and attract most consumers, especially married women （ B） the sensitive executives of P & G added new products in response to the cha
43、nges and demands of the target market （ C） the alert executives of P & G took a threat as a signal and lowered the price of their products responsively （ D） the alert executives of P & G tried to keep the high volume sales by cutting the prices of their products 17 In terms of product, the marketing
44、 decisions that businesspeople should make include the following except_. （ A） planning to substitute high-cost material with low-cost material （ B） picking the products that they are going to develop （ C） choosing a trademark for the products that they are going to develop （ D） designing a package
45、for the products that they are going to develop 18 As for pricing, we can infer from the passage that the best policy may be_. （ A） the lowest price for high-quality products will get the highest sales volume （ B） to set the highest prices for the best quality products all over the world （ C） to com
46、bine the lowest price for generic products with high price for high-quality products （ D） based on the calculation of production cost plus sales expenses 19 The lesson we can draw from the passage about promotion is _. （ A） marketing strategists usually emphasize direct selling and spend a lot on tr
47、aining and paying salespeople （ B） it is very effective to promote products through advertising on television （ C） newspapers is the most effective and widely used medium among marketing strategists （ D） there are many alternatives for promotion and the key factor leading to success in the market is
48、 the choice 20 We can infer from the passage if businesses want to succeed in the market, _. （ A） the marketing directors should try their utmost to build a better mousetrap （ B） the businesspeople should make their ideal products first and try to develop a market for it （ C） the businesspeople shou
49、ld make market investigation so as to get new ideas for their new products （ D） the marketing directors should follow the consumers so as to observe their behavior 四、 PART FOUR 20 Read the article below about levels of management. Choose the best word to fill each gap from A, B, C or D. For each Question 21-30, mark one letter (A, B, C or D) on your Answer Sheet. The three basic levels of management are top, middle, and first-line management. The fairly small numbe
