商务英语笔试试卷.doc

剑桥商务英语第二册笔试试卷LISTENINGPart One l For questions 1-8, you will hear eight short recordings.l For each question, mark one letter A, B, or C.l You will hear each recording twice.1. What is Merias job title?A. Sales ExecutiveB. Marketing ManagerC. Managing director2. Where are they going to take the visitors?A. The Italian ExperienceB. The Thai houseC. The Potato House3. What was the final decision about the meeting?A. It will take place as arranged.B. It will take place at a later date.C. It will not take place.4. Which part of the job offer was George unhappy about?A. The amount of pay.B. The number of hours.C. The number of holidays.5. Which graph is the Head of Department talking about? A B C6. When are the visitors arriving? A. Ten oclock. B. Half past ten. C. Eleven oclock.7. Which photocopier do they decide to buy? A. The X 40 B. The BT100 C. The RX200.8. Which part of the factory does Alan want to change? A. The packing hall. B. The warehouse. C. The production line.Part Twol Look at the notes below.l Some information is missing.l You will hear two people discussing an invoice.l For each question, fill in the missing information in the numbered space using a word, numbers or letters.l You will hear the conversation twice.SHAEPENERS the stationers!Invoice number: (9)._Invoice Date: (10)._ February 2002Photocopy paper: (11)._ boxes 9.94V.A.T. (12)._ %Total to pay: (13)._To reach us by: (14)._ 2002Contact name: (15). Marjorie_Telephone no. (16).01623_.VocabularyPart One: l Fill in each gap with a proper word.1. Another word for a computer screen is _.2. The retail price is 30% higher than the price.3. After receiving their enquiry, we sent them a _(报价).4. We sent the buyer a _ (催账信) to remind them of the overdue payment.5. Banks _（收取） very high rates of interest on credit loans.6. Every year a company must allow for _ (折旧)in the value of its machines and buildings.7. As explained in our catalog, this program carries a 3-month _.8. Every meeting needs an _（议事日程）.9. In a meeting, the secretary keeps the _（会议记录） in order to get the meeting recorded.10. When the machine stop running, the engineers have the opportunity to carry out the necessary _.Reading Part Onel Look at the statements below and the information about training courses on the opposite page.l Which course(A,B,C or D)does each statement 1-7 refer to?l For each statement 1-7,mark one letter(A B,C or D)on your Answer Sheet.l You will need to use some of these letters more than one.1. This course is for people with little or no experience of the topic.2. You will learn what a lender can do if a company does not repay a loan.3. Companies can decide where their employees will take the course.4. You will learn to assess whether a business can pay back the money it owes.5. This course will help you to deal with the paperwork involved in processing loans.6. You will look at the legal aspects of hiring equipment.7. This course will concentrate on the laws that apply when a business borrows money.ALoans AdministrationThis course looks at the administrative functions of a bank s LoansDepartment, e.g.dealing with credit applications and Keeping records of loan transactions. We will use real application forms of the type that administrative staffs in loans departments regularly handle. It will be particularly useful for experienced staff with day-to-day administrative responsibility for loan portfolios. Although most clients choose to enjoy our beautiful premises, the course can be run at the client company or elsewhere.B Cash flow AnalysisOn this advanced course you will build up a database of a companys cash flow over time and identify and interpret patterns of change. You will analyses the cash flow of a few sample companies and use your analysis to judge their ability to settle their debts. This course will help you perform an advanced cash flow analysis of your own company.CLoan ContractsOpen to anyone who completed our introductory course on legal contracts in business, this course on legal contracts in business, this course looks at the legal principles involved when a company takes out a loan, and outlines how to take legal action against a company that defaults on its repayments. You will compare the interests and responsibilities of both parties to a loan contract.D Leasing & Asset FinanceThis is a course for those new to leasing. It will provide you with a basic understanding of why companies preter to lease property or machinery, rather than buy. You will learn about both the expenses and tax benefits of leasing and you will study a variety of lease agreements and the laws relating to them.Part Twol Read the article below.l Fill in each of the gaps1-10 with one word. Beans stocks to its back yardL.L.BEAN is a family company. Its boss, Mr. Leon Gorman, is the grandson of Leon Leonwood Bean, the founder of Americas most famous mail order business. Like Timerberland, L.L.Bean firat made a name for itself by making superior footwear, the famed Maine hunting boot, and has earned a deserved reputation for the quality of the $600m worth of mainly outdoor clothes and equipment it sells each year.Mr. Gorman has shown scarcely any interest in selling abroad much like his late grandfather, who used to block suggestions that he expand markets by saying: “ Im eating three meals a day now, and I cant eat four.” So few of the 11.3m packages L.L.Bean ships each year with extraordinary dispatch and efficiency go outside North America. If the company and Americas trade balance are the losers, so are the foreigners denied easy access to some of the best things made in the United States. About 94% of Beans goods carry the L.L.Bean label, either because the product is manufactured by Bean or, as is nowadays more likely, it is made by others to its specifications. Either way, L.L.Bean stands behind all it sells.Customers can return a Bean product for any reason at any time and they get a replacement or their money back. One recently returned a bag with bullet holes in it. In a covering note the customer explained that books in the bag had saves his life when he was hit by stray shots and could he please have a mew bag. L.L.Bean said yes immediately. The company is committed to satisfying its customers, and it says it is for customers to decide whether or not they are satisfied. Foreigners have good reason to complain that they are not.L.L.Bean is the most famous (1)_ business in the USA.It has a reputation for the (2)_ of its products.The company doesnt sell (3)_ products abroad.More of L.L.Beans products are made by (4)_ than by (5)_.Customers can (6)_ any Bean product at any time and receive a (7)_ or a (8)_ without question.L.L.Bean is committed to (9)_ its customers.The writer is (10)_ that L.L.Bean products arent available abroad.Part Three l Read the article below about changes in working hours.l Choose the best sentence (A-G) to fill in each of the gaps.l For each gap 1-5, mark one letter (A-G) on your Answer Sheet.l Do not use any letter more than once.l There is an example at the beginning (0).GETTING THE BEST FROM YOUR STAFFEd Smith, a senior manager for Trustco Ltd in Worcester, used to work a minimum of 70 hours a week. He traveled regularly between the UK and USA and began to feel he had become almost a stranger to his wife and his two young sons. (0) _G_ . This idea worked. These days, he still goes to work very early but he also leaves early. He now sees his children before they go to bed and then does about an hours work by computer from home in the evening, keeping in touch with American colleagues. (1) _. The key to Ed Smiths changing his hours was persuading his employer that he and other staff were more productive when they worked the hours that suited them. This is easier said than done, of course. (2) _. Many of them are slow to realize the benefits of letting employees work fewer or more flexible hours.A recent survey of five thousand senior managers found that nearly half of them always worked more than their contract hours, while many worked evenings and weekends. A majority thought that this not only had a negative effect on their family relationships and their health, but also reduced their productivity. (3) _. It seems that it is job satisfaction that is the deciding factor when it comes to employee productivity. However, the good news is that more employers are now starting to realize that they are only going to get higher output from their staff if those staff are happy and want to be at work. (4) _. His company have brought in changes partly for competitive reasons. The research and development part of the business employs highly trained scientists, who are expensive to replace. (5) _. The employees seem to be very happy with the new arrangements and, as a result, productivity rates have gradually but consistently increased and staff turnover rates have fallen dramatically. According to Ed Smith, many companies would benefit from a similar scheme, and everyone, from directors to employees families, would have something to gain. A. Ed Smiths new working hours are just one example of the attempt to alter corporate culture.B. This adds to the increasing evidence that long hours are not necessarily useful hours.C. They are often willing to accept that happy employees produce more.D. He admits to feeling much happier, and believes he has established a balance between work and home life.E. It can be difficult to persuade organizations that a change of this type is in their interest, too. F. To keep them happy, trust time has been introduced, where the company trusts employees to do what is required, in whatever time it takes. G. Realizing that he was putting himself under too much stress, he decided to try to change his working hours. Part Fourl Read the article below about exporting and the questions on the opposite page.l For each question 1-5, mark one letter (A,B,C, or D) on your Answer Sheet.PROBLEMS FACING POTENTIAL EXPORTERSMany firms fail because when they begin exporting they have not researched the target markets or developed an international 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 staff with considerable expertise, 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 the domestic one. Although the early delays and costs involved in exporting may seem difficult to justify when compared to established domestic trade, the exporter should take a more objective view of this process and carefully monitor international marketing efforts through these early difficulties. If a good foundation is laid for export business, 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 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 distributors 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 refuse to modify products to meet the regulations or 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 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 permanently 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 counterparts. For example, special discount offers, sales incentive programs and special credit terms should be available. Considering a joint-venture or licensing agreement is another option for new exporters. However, many companies still dismiss international marketing as unviable. There are a number of reasons for this. There may be import restrictions in the target market, the company may lack sufficient financial resources, or its product line may be too limited. Yet, many products that can compete on a national basis can be successful in the majority of world markets. In general, all that is needed for success is flexibility in using the proper combinations of marketing techniques. 1. In the first paragraph, the writer suggests that firms thinking about exporting should A. get professional advice.B. study international marketing. C. identify the most profitable markets.D. have different objectives to other exporters. 2. The writer believes that if sufficient preparation is undertaken A. initial difficulties can be easily avoided.B. the costs can be recovered quite quickly.C. management will become more committed.D. the exporter will be successful in the long term. 3. An exporter should choose a distributor whoA. has experienced personnel.B. has good communication skills.C. is well-established in the target market.D. is not financially dependent on the import business. 4. New exporters often make the mistake of ignoring the export market when A. distribution costs are too high.B. their product is selling well at home.C. there is a global economic recession.D. distributors cannot make safety modifications.5. For a distributor to be successful, the exporter mustA. focus on one particular region.B. finance local advertising campaigns.C. give the same support as to domestic agents.D. make sure there are sufficient marketing staff locally.6. In the last paragraph, the writer states that some companies are reluctant to export becauseA. there is little demand for their products. B. the importation of certain goods is controlled.C. they do not have good marketing techniques.D. they are not able to compete with local businesses. WritingPart One l You are visiting a trade fair in Rome with your boss. You have seen this hotel in a brochure.Grand HotelThe Grand Hotel is situated in the heart of Rome city center with its exciting nightlife. The hotel has 120 rooms including 42 business rooms specifically designed for the business traveler