1、BEC 商务英语（高级）阅读模拟试卷 24（无答案）一、PART ONE0 Look at the statements below and the profiles of five executives on the opposite page.Which executive (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
2、 these letters more than once.A Steve CakebreadWhen Salesforce. com, the online customer-relations management company went shopping for a CFO last year, it was ramping up to take on the big boys. It found an experienced hand. Steve Cakebread spent 18 years at HP, running divisions around the world;
3、moved to Silicon Graphics as VP for finance, worldwide sales and distribution; and then joined Autodesk as CFO. He says a long resume has real value: “Its all too easy for a new company not to bring in enough experience.“B Mark AngelinoDrawing on his 22 years of sales experience at IBM, Mark Angelin
4、o picked a few sectors he wanted to own - transportation, financial services, manufacturing, and health care and found sales managers with deep expertise in those industries. Angelino changed the compensation system to reward employees who developed longer-term and more profitable customer relations
5、hips. In less than two years, he added 1.1 billion in new revenues and almost 2 million new customers, and built Nextels sales force into the most successful in the telecom industry.C Adam BosworthBosworths wisdom accounted for his extraordinary success at Microsoft, where he helped lead the develop
6、ment of Internet Explorer and pioneered XML, the standard language at the heart of Web services and the potential universal translator of data between incompatible systems. “I would like to say that Web services was a great engineering achievement, but it was always about keeping it simple, stupid,“
7、 he says. “The big challenge was getting people aligned with it.“ At BEA, he has stoutly defended the technological lead of the companys franchise product, the WebLogic application server, against a concerted assault by IBMs WebSpere.D Jeff KayWhen he was only 34, Jeff Kay was tapped to run the Nati
8、onal Institute of Standards and Technology, the governments biggest civilian R some will be understated. others inclined to exaggeration; some more conscious of status and far less egalitarian than Americans, others so circumspect (to save face and preserve harmony as to leave a typical Western busi
9、nessman baffled in trying to find out the intent).Understanding manners and customs is especially important in negotiations because misunderstanding manners or customs of another culture may result in poor outcomes or even disasters.To negotiate effectively in cross-culture negotiation, all types of
10、 communication should be read correctly. For example, Americans often interpret inaction and silence as negative sign. Japanese managers tend to expect that their silence can get Americans to lower prices or sweeten a deal. Even a simple agreement may take days to negotiate in the Middle East becaus
11、e the Arab party may want to talk about unrelated issues or do something else for a while. The aggressive style of Russian negotiators and their usual last-minute change requests may cause astonishment and concern on the part of ill-prepared negotiators. The following examples may further show how c
12、ulture conflicts damage international trade transactions.At the negotiation table, Western business negotiation group leader found the Japanese negotiation leader nodding his head after he made his offer to the Japanese negotiator, so he thought the Japanese business counterpart agreed to their offe
13、r, and he took out the contract, hoping to conclude the negotiation by signing the sales contract. But, to his great astonishment, the Japanese counterpart did not show any sign of signing the contract. The Western business negotiation group leader, however, felt offended. He thought the Japanese co
14、unterpart was not serious. The negotiation then ended resultless. The process of decision making is varied. The time taken to make one decision will depend on whether such authority is centralized, assigned to a committee of technical people, routed through a network within the organization, or enti
15、rely delegated to the negotiator. For example, again it is concerned with the negotiation between the Japanese businesspeople and an American group. After being offered the price, the Japanese negotiators habitually remained silent for some time. The American negotiator, however, thought that the pr
16、ice he had offered might be not competitive. So he reduced the offered price, which surprised and very much pleased the Japanese negotiators. 15 In the first paragraph, the writer intends to show that_.（A）negotiation is very important in international business（B） differences in culture in negotiatio
17、n cannot be neglected（C） businesspeople must negotiate carefully（D）culture is very important16 People from different cultures may have different methods in negotiating, this is because_.（A）they just have different views of the business（B） culture contributes to this difference（C） their styles of neg
18、otiation are different（D）their cultural levels are not the same17 Negotiation between businesspeople from various countries is in fact_.（A）an activity of reading the implications of cultures（B） an activity of understanding the styles（C） to convey cultural implications（D）to put across the cultural in
19、tentions18 Negotiators from Japan nod repeatedly means_.（A）that they agree to the terms and conditions（B） they dont accept the terms and conditions that are offered by the counterparts（C） they are listening but not ready to accept the terms and conditions（D）they want to counter-offer19 Businesspeopl
20、e from _may take longer time to make decisions to accept the terms and conditions.（A）the USA（B） Russia（C） Japan（D）the Middle East20 What are we told in international business negotiation?（A）We must be alert to the counterpartss attitude towards the negotiation.（B） We should learn the culture of othe
21、r countries.（C） We must avoid cultural conflict.（D）We have to pay great attention to the cultural differences when negotiating.四、PART FOUR20 Read the article about packaging and labeling. Choose the best word to fill each gap from A, B, C or D that follow. For each Question 21-30, mark one letter (A
22、, B, C or D) on your Answer Sheet.Packaging and labeling are both very important to a product, as most physical products have to he packaged and labeled. Both are thought of as an element of product strategy and many marketers even have called packaging a fifth P.The main concern in designing packag
23、es for products, especially for new products, is to protect the (21) on its journey from the factory to the customer. This is especially true (22) industrial goods and appliances whose sales are made from display models. From the (23) of marketing, packaging is of vital importance in sales promotion
24、. Sales are (24) by packages that are visible, informative, emotionally appealing, and workable.Good packaging helps sell because (25) with high visibility are easier to find when they are displayed on store shelves. Design with good and useful information may help (26) customers and make them more
25、(27) to decide to buy the goods. The (28) factor in packaging refers to the image that consumers form after viewing a product.(29) in packaging means that the container not only protects the product but is also easy to open and re-close, is readily stored, and has utility for secondary uses once the
26、 product is used up. For example, in China, some goods are packaged in a special container- a real cup, which can be used as a cup after the goods within are used up.The label may be a simple tag attached to the product or an elaborate designed (30) that is part of the package. The label normally ca
27、rries information about the brand name, manufacturers name and address, price, specifications, and so on. （A）goods（B） cargoes（C） merchandise（D）products（A）with（B） to（C） for（D）of（A）perspective（B） views（C） opinion（D）prospect（A）very good（B） enhanced（C） grown up（D）much better（A）deliveries（B） freights（C）
28、packaging（D）items（A）interests（B） attract（C） appeal（D）find（A）inclined（B） inclining（C） wanting（D）interesting（A）emotional（B） subjective（C） objective（D）opposite（A）contents（B） content（C） workability（D）affect（A）graphic（B） line（C） bar（D）paper五、PART FIVE30 Read the article about how to handle trick question
29、s in a job interview. For each question 31-40, write one word in CAPITAL LETTERS on your Answer Sheet.How do You Handle Trick Questions?Many trained interviewers have a trick question they always ASK, one for which there is no correct answer but that lets you potentially damage yourself whichever wa
30、y you respond.The chairperson (31) an English department may ask a potential teacher, “How heavily do you count off for spelling errors when you grade an essay?“ If the candidate regards spelling errors very minimally, he or she may (32) accused of having very low academic standards. On the (33) han
31、d, if the candidate penalizes heavily for these errors, he or she may be accused of being out of touch (34) current approaches to teaching writing and with evaluation techniques.If the interviewer asks you (35) you like to work overtime and you enthusiastically say “yes“, he or she may then smugly t
32、ell you that company policy prohibits employees (36) working overtime. If you hedge or say “no“, the interviewer may say that the willingness to be flexible with overtime hours is a requirement of all employees. Try to spot the trick question so (37) you will not be trapped by it. Remember that one
33、of your tasks at the interview is to gain some control of the flow of talk. Ask a question yourself: “I am certainly willing to do what overtime assignments are necessary (38) my position. How much overtime do most of your employees work each month?“If the interviewer asks, “What was it (39) your la
34、st job that you most disliked,“ see this as a trick question and sidestep it: “Im not certain I really disliked anything about my last job. I just feel that I am now ready (40) even more challenges and responsibilities. “六、PART SIX40 Read the article below about leadership lessons for the 21st centu
35、ry.In most of the lines 41-52 there is one extra word. It is either grammatically incorrect or does not fit in with the meaning of the text. Some lines, however, are correct.If a line is correct, write CORRECT on your Answer Sheet.If there is an extra word in the line, write the extra word in CAPITA
36、L LETTERS on your Answer Sheet.Leadership Lessons for the 21st CenturyCorrect There are some leadership lessons for managers in the business worldWhich for the 21st century. The most important lesson is to treat the people which41 you do business with as if they were members of your family own.42 Pr
37、osperity depends on to how much understanding one receives from43 the people with whom one conducts business. Remember that44 after-sales service is more important rather than assistance before sales.45 It is through such service so that one gets permanent customers. Dont46 sell customers goods that
38、 they are attracted to. Sell them goods that47 will benefit them from. To be out of stock is due to carelessness. If this48 happens up, apologize to the customers, ask for their addresses, and tell49 them that you will deliver the goods on immediately. Its not enough50 to work conscientiously. No ma
39、tter what kind of job, you should51 think of yourself as being completely down in charge of and responsible52 for your own self work. If we cannot make a profit, that means we are committing a sort of crime against society. We take societys capital, we take their people, we take their materials, yet without a good profit, we are using precious resources that could be better used elsewhere.
