1、专业英语八级模拟试卷 565及答案与解析 SECTION A MINI-LECTURE Directions: In this section you sill hear a mini-lecture. You will hear the lecture ONCE ONLY. While listening, take notes on the important points. Your notes will not be marked, but you will need them to complete a gap-filling task after the mini-lecture.
2、 When the lecture is over, you will be given two minutes to check your notes, and another ten minutes to complete the gap-filling task on ANSWER SHEET ONE. Use the blank sheet for note-taking. 0 How Market Leaders Keep Their Edge Research finds that there are three methods with which big companies k
3、eep their advantages, and researchers name them three different value disciplines. 1) Discipline of【 1】 _Excellence: 【 1】 _ The company wins through cost. These companies usually try to provide customers with【 2】 _and 【 2】_ easy service, or both. They may also try their best to cut cost. Price/Costc
4、o is an example. 2) Discipline of Product【 3】 _: 【 3】 _ This kind of companies usually win with product. These companies attract customers mainly by continuously【 4】 _their product or services. 【 4】 _ In order to achieve this purpose, they have to challenge themselves in three ways: a) They must be【
5、 5】 _ ; 【 5】 _ b) They must commercialize their【 6】 _ quickly; 【 6】 _ c) They must keep【 7】 _ 【 7】 _ 3) Discipline of Customer Intimacy: Companies of this kind mainly win with intimate【 8】 _ 【 8】 _ Intimate customer relation is like the relation between close neighbours. These companies usually try
6、to provide what a particular customer wants rather than what the【 9】 _ wants in general. 【 9】 _ These companies regard it important to understand customers and their need. 【 10】 _ is the greatest assets to these companies. What they value is 【 10】_ not instant profit, but relationships. Cable but we
7、 know all about the killers and destroyers. People think a great deal of them, so much so that on all the highest ills in the great cities of the world you will find the figure of a conqueror or a general or a soldier. And I think most people believe that the greatest Countries are those that have b
8、eaten in battle the greatest number of other countries and ruled over them as conquerors. It is just possible they are, hut they are not the most civilized. Animals fight; so do savages; hence to be good at fighting is to be good in the way in which an animal or a savage is good, but it is not to be
9、 civilized. 三、 PART VI WRITING (45 MIN) Directions: Write a composition of about 400 words on the following topic. 45 With the fast development of China, more and more citizens have bought cars. That means the number of cars running on the roads of China is increasing. This also brings a serious pro
10、blem: air pollution. You are asked to write a composition of more than 400 words to express your ideas about the relation between the car and air pollution. In the first part of your writing you should present your thesis statement, and in the second part you should support the thesis statement with
11、 appropriate details. In the last part you should bring what you have written to a natural conclusion or a summary. Marks will be awarded for content, organization, grammar and appropriateness. Failure to follow the above instructions may result in loss of marks. Write your composition on ANSWER SHE
12、ET FOUR 专业英语八级模拟试卷 565答案与解析 SECTION A MINI-LECTURE Directions: In this section you sill hear a mini-lecture. You will hear the lecture ONCE ONLY. While listening, take notes on the important points. Your notes will not be marked, but you will need them to complete a gap-filling task after the mini-l
13、ecture. When the lecture is over, you will be given two minutes to check your notes, and another ten minutes to complete the gap-filling task on ANSWER SHEET ONE. Use the blank sheet for note-taking. 0 【听力原文】 Good morning, everybody. Today we are going to talk about how big companies manage to keep
14、their ad vantages. The title for this lecture can be “How Market Leaders Keep Their Edge“. A research shows that no company can succeed today by trying to be all things to all people. It must in stead find the unique value that it alone can deliver to a chosen market. We have identified three distin
15、ct value disciplines. We name the first value discipline operational excellence, the second discipline product leadership, and the last discipline customer intimacy. Choosing one discipline to master does not mean that a company aban dons the other two, only that it picks a dimension of value on whi
16、ch to stake its market reputation over the long term. Now lets look at these disciplines one by one. The first value discipline, as we just mentioned, is operational excellence. These companies mainly win through cost. Operationally excellent companies deliver a combination of quality, price, and ea
17、se of purchase that no one else in their market can match. They are not product or service innovators, nor do they cultivate one-to-one relationships with customers. They execute extraordinarily well, and their proposition to customers is guaranteed low price or convenient service, or both. Let me g
18、ive you an example. Price/Costco is a chain of warehouse club stores. It doesnt provide a particularly rich selection of merchandise-only 3,500 items, vs. 50,000 or more in competing stores. But as a customer, you dont have to spend much time deliberating over what brand of coffee or home appliance
19、to select. Price/Costco saves you that hassle by choosing for you. The company carries out rigorous evaluation of leading brands and shrewd purchasing of just the one brand in each category that represents the best value. That is a good idea, isnt it? Well, now lets move on to the second value disci
20、pline, which we call product leadership. Companies that follow this discipline usually win with great products. These companies concentrate on offering products with a continuously improving performance. Their proposition to customers is an offer of the best product, period. Moreover, product leader
21、s do not build their positions with just one innovations they continue to innovate year after year, product cycle after product cycle. Then how can a company continuously put forward new great products? To do this, they usually have to challenge themselves in three ways. First, they must be creative
22、. Being creative means recognizing and embracing ideas that may come from anywhere, both in and out of the company. Second, they must commercialise their ideas quickly. Third and the most important, they must firmly pursue ways to surpass their own latest products or services. If anyone is going to
23、render their technology obsolete, they prefer to do it themselves. OK, its probably time to talk about the third discipline. You see, we call it customer intimacy just now, and many companies do win through customer intimacy. A company that delivers value via customer intimacy builds bonds with cust
24、omers like those between good neighbours. Customer-intimate companies dont deliver what the market wants but what a specific customer wants. The customer-intimate company regard it important to know the people it sells to and the products and services they need. It continually tailors its products a
25、nd services and does so at reasonable prices. Its proposition is “We get you the best total solution.“ The custom- er-intimate companys greatest asset is its customers loyalty. Customers dont have to be attracted through expensive advertising and promotion. Customer-intimate companies dont pursue tr
26、ansactions; they cultivate relationships. They are adept at giving the customer more than he or she expects. By constantly upgrading offerings, customer-intimate companies stay ahead of customers rising expectations-expectations that, by the way, they themselves create. Cable Wireless, a long-distan
27、ce carrier, is a good example of a company that is better than most at building relationships that pay off in repeat sales from loyal customers. OK, now to sum up. Today we mainly discussed three value disciplines that can help companies to develop and keep their advantages. The first discipline, op
28、erational excellence, requires a company to win through cost. It has to try its best to provide customers with the most convenient products or services and, while doing this, try to keep its cost to the minimum. The second discipline, product leadership, requires a company to win through great produ
29、ct. The company has to make continuous efforts to update its products or services. Their advantage is not price or service, but the latest technology. The last discipline, customer intimacy, demands a company to win through close customer relation. The company has to study its customers thoroughly,
30、and pro vide them with the most suitable product or service. Despite the specialization required of market leaders, we regularly come across managers who dont buy the idea of having to narrow their operational focus. To these managers we say that if you decide to play an average game, dont expect to
31、 become a market leader. Choosing a discipline is the choice of winners. OK, I think its time for us to wind up our lecture. We really hope that this lecture can give you some idea. Thank you! 1 【正确答案】 operational 2 【正确答案】 low price 3 【正确答案】 leadership 4 【正确答案】 improve/better/enhance 5 【正确答案】 creati
32、ve/innovative 6 【正确答案】 product 7 【正确答案】 offering better products/providing better products/producing better products 8 【正确答案】 customer relation/relation with customers 9 【正确答案】 market 10 【正确答案】 Customer loyalty SECTION B INTERVIEW Directions: In this section you will hear everything ONCE ONLY. Liste
33、n carefully and then answer the questions that follow. Questions 1 to 5 are based on an interview. At the end of the interview you will be given 10 seconds to answer each of the following five questions. Now listen to the interview. 11 【听力原文】 W: Jacob Yount, along with his wife and business partner,
34、 Leeds, are the founders of JLmade, a Suzhou-based company that helps manufacture promotional items for major Western brands. Hello, welcome to our show, Mr. Yount. So you graduated from university in the U.S., and almost right after, came to China. What encouraged you to make such a drastic move? D
35、id you know a lot about China before you left? M: I think you might have known more than me, Tom. I had commencement ceremony, graduation, and the next day I was on a plane to China. W: My biggest questions are not so much about opening up your own business, but about doing it in China. Are you a wh
36、olly owned foreign enterprise or do you share the business with a Chinese business partner? What is it like opening up your own business in China? M: Were not a wholly-owned foreign enterprise. Were a Hong Kong company and a Chinese company. I am partners with my wife, who is native Chinese. (1) The
37、 Chinese ends of the company deals with the administration while the invoicing and profit are done from the Hong Kong end. Representative offices in China are getting tighter and tighter, its not as easy to hire and fire people, and set up your administration. (1) When we first registered, it was to
38、ugh. It was Leeds, my wife, who went around from office to office figuring out what papers to get. It was a headache, but it wasnt impossible. There would be whole days where we would just try to figure out how to get the internet hooked up. Everyday was almost a little mountain to climb, small admi
39、nistrative tasks turned into things that were probably a big waste of time. (1) I wish social media would have been available in 2004 when we started as it is now. Back then I didnt have Twitter, and Linkedln, and blogs to network with the Western side of the world. We used fax back then. I remember
40、 meeting a lot of clients just by cold faxing them. The fact that my wife is Chinese made all this possible. I couldnt imagine being a foreigner and trying to do it all myself. (1) But, registering the Hong Kong company was a piece of cake. You just have a meeting with an accountant and you can get
41、incorporated. Most foreigners have some kind of Hong Kong incorporation if they are doing business in China. W: What does your company, JLmade, do? M: We work with distributors, mainly in the promotional product industry. The distributors then sell to the big brands. So for example, we sell a lot in
42、directly to Canadian Club. But we dont work with Canadian Club, we work with their suppliers. Some big famous brands that we have served are Universal Pictures and Sol Beer, a Mexican beer company. A big company in the States doesnt want to be up late at night dealing with a Chinese factory and maki
43、ng payments abroad; so they hire a distributor, who hires us to make manufacturing in China possible. We set up manufacturing for things as big as a surf board down to a winter cap. Were industry specific, we work a lot in the alcohol and entertainment industries, and even some pharmaceuticals. W: (
44、2) Do you have any advice for someone considering opening up their own business in China? M: The one thing is to have solid, solid, solid people on your team. I cant stress that enough. I know it sounds like the obvious, but nothing over here is obvious. Dont assume anything. It is so hard to find s
45、taff that are loyal, has your vision, and will stay with you the whole time. Lets say youre a foreigner starting your own business in China. Youre going to need a Chinese business partner. You are going to need Chinese people to help you do all your work. And its crucial, direly important, to have s
46、olid, solid people. If it wasnt for Leeds, I dont know what I would be doing. Keeping a solid staff, one that is really on your team, isnt easy. I think when foreigners come to China they know its going to be a different culture, but they dont realize to the extent how different the mindset is. The
47、thinking about authority, the thinking about respect, is just completely different over here. Even how Chinese employees interact with their boss on a daily basis is different. W: Chinese is a tough language. Did you know any Mandarin before you left? How much do you use Mandarin for your everyday b
48、usiness dealings? Have you ever had any misunderstandings that have caused problems? M: I did not know any Mandarin before I left. In everyday business dealings, I use Mandarin close to zero. Its not that I am lazy speaker; its just that when money is on the line and I am getting ready to make a dea
49、l, its not time to get cute and start practicing my Chinese. When I go to a Chinese factory, Ill use Chinese in the introductions and to make some small talk. I mostly use Chinese when I am out by myself, or I am in my wifes hometown, in which case I have to use all Chinese. (3) I think I speak more than survival Chinese
