国家开放大学学位英语考试复习-商务英语3阅读（含答案）.docx

1、Unit1Passage1Inbusiness,youhavetodealinpersonwithallkindsofpeople.Whentalkingtopeoplewithinyourcompanywhodon'tspeakyourlanguage,youmayhavetouseEnglish;thesepeoplemaybecolleaguesorco-workers一whomayworkwithyouinyourowndepartment,inanotherpartofthebuildingorinanotherbranch.Andyoumayalsohavetodealwi

2、thpeoplefromoutsidetheorganization:clients,suppliers,visitorsandmembersofthepublic.Moreover,thesepeoplemaybefriendsorstrangerspeopleofyourownage,orpeoplewhoareyoungerorolderlhanyou.Therelationshipyouhavewithapersondeterminesthekindoflanguageyouuse.Forexample,it'snotappropriatetosay"Hi,howar

3、cyou!"whenmeetingtheManagingDirectorofalargecompanyortosay"Goodmorning,it'sagreatpleasuretomeetyou.,whenbeingintroducedtoapersonyou'llbeworkingcloselywithinthesameteam.Peopleusuallyformanimpressionofyoufromthewayyouspeakandbehave.Peopleindifferentcountrieshavedifferentideasofwhatso

4、undsfriendly,politeorsincereandofwhatsoundsrudeorunfriendly!Goodmannersinyourculturemaybeconsideredbadmannersinanother.Sometimesyourbodylanguage,gesturesandexpressionsmaytellpeoplemoreaboutyouthanthewordsyouuse.1. Thetopicofthepassageis.A. self-imageinbusinesssituationB. theimportanceofappropriatech

5、oiceoflanguageC. dealingwithpeopleinbusinessD. theimportanceofbuildingrelationshipswithyourworkmatesThelanguageyouusewhentalkingwithpeopleinbusinessisdecidedby.A. yourrelationshipwiththeparticularpersonB. yourselfC. yourbossD. thecompanyyourarcworkingforcustomersrecognizeinformationaboutorderstatus,

6、product,deliveryschedule,andshipmenttrackingasnecessaryelementsoftotalcustomerservice.Then,managersrealizethatinformationcanbeusedtoreducehumanresourcerequirements.What'smore,informationincreasesflexibilitywithregardtohow,when,andwhereresourcesmaybeusedtogainstrategicadvantage.Andfinally,enhance

7、dinformationtransferandexchangecapabilityofusingtheInternetischangingrelationshipsbetweenbuyersandsellersandrefiningchannelrelationships.1. Accordingtothepassage,aboutsupplychain,wecanknowthat.A. supplychainmanagementhasarousedlittleinterestsinceWorldWarIIB. supplychainisakindofnetworkcomposedofonee

8、lementC. themaintaskforthesupplychainsistosupplyrawmaterialsD. informationplaysanimportantroleinsupply-chainmanagementThewordc如如彼inparagraph2isclosestinmeaningto.A. learningB. producingC. catchingD. improvingWecaninferfromParagraph2thatinformationtechnology.A. isnecessaryformanagerstomakedecisionsB.

9、 isonlyusedinmanufacturingcomputersC. makespeopleuseinformationfreelyD. ishelpfulforweatherforecastThereasonfortheuseofinformationinlogisticsis.A. informationcanhelpcustomersbuygoodsatalowerpriceB. therelationshipbetweenbuyersandsellersgetsmorecomplexbymoderninformationC. thechoicesoftransportationa

10、retimelyprovidedforsuppliersD. therequirementsofhumanresourcearereducedbyusinginformationWhichofthefollowingisthebesttitleforthepassage?A. TheUseofInformationTechnologyinManagementB. TheImportanceofInformationinSupplyChainC. TheDevelopmentofInformationTechnologyinLogisticsD. TheProcessofDecision-mak

11、inginComputerProductionDCADBUnit8Passage7TheBasicsofImportandExportImportingandexportingistransferringgoodsfromonecountrytoanotherwhilepayingattentiontothelawsandrequirementsofbringinggoodsoutorintothatcountry.Ifyouwanttoimportinlargequantitiesforcommercialpurposes,you'llneedtohavetheconsentofth

12、elocalcustomsdepartmentandtherightpaperwork.Importandexportarethebasicsofinternationaltrade.Ifyouarelookingforwardtostartingyourownbusinessinthefieldofimportingandexportingbusiness,thenherearesomelipsforstarters.Foreignembassiesprovideniceprogramsandagreatdealofinformationabouttheirgoodstopromoteexp

13、orting.Youcanfindoutexactlywhatitisyouarclookingtobuy.Ifyouareexporting,youcanapproachyourlocaldepartmentoftradeandseewhatplanstheyhaveonoffertopromoteexports.Besides,youshouldconsultthetaxdepartmenttofindoutifthereisaparticularprocesstosettingupanimportingandexportingcompanyandwhatdocumentationyouw

14、illrequire.Itisalsonecessarythatyoufindoutaboutanylicensingrequirementsforimportingandexportingofgoods.Somecountriesdonotallowtheirgoodstogotoacertaincountryandviceversa,thisisknownasanembargo.Inthisway,youcanmakesurethattherearenoembargoeswiththecountryyouarelookingtotradewith.1. Accordingtoparagra

15、ph1,whichofthefollowingstatementisNOTtrue?A. Whenimportingandexporting,lawsandrequirementscanbeneglected.B. Youshouldgetpermissionfromlocalcustomsifyouwanttoimportforcommercialpurpose.C. Buyingorsellinggoodsfromonecountrytoanotherisimportingorexporting.D. Therearerequirementsrelatedtoimportingandexp

16、ortingincountries.2. Foreignembassiesdon't.A. supplyniceprogramsabouttheirgoodsB. distributelotsofinformationaboutthingsforsaleC. doalottopromoteexportingD. sellagreatdealofgoodsIfyouwanttoknowtheexportpromotingplans,youmay.A. readlawsandrequirementscarefullyB. attendprogramsprovidedbyforeignemb

17、assiesC. approachthelocaldepartmentoftradeD. havetheconsentofthelocalcustomsYoushouldgetinformationoradvicefromtoknowwhatofficialpapersarerequiredtoestablishanimportingandexportingcompany.A. thelocalcustomsB. foreignembassiesC. localdepartmentoftradeD. thetaxdepartmentWhatdoesthewordembargomeaninthe

18、secondparagraph?A. anordertostoptradingB. goingontoashipC. permissiontoenterlhecountryD. agreementontradingADCDA2. Peopleusuallyformanimpressionofyoufrom.A. yourwayofdoingjobsB. yourlanguageandmannersC. yourfacialexpressionsD. theideasyoupresentedGoodmannersinyourculturemaybeconsideredbadmannersinan

19、other.Goodmannersinthisstatementmean.A. tobehaveappropriatelyB. tobehavelovelyC. tobehaveaggressivelyD. tobehaveaccordingtoyourowncultureThemessageofthearticleisthat.A. dealingwithpeoplesuccessfulinbusinessisnoteasyB. clientswithdifferentculturalbackgroundismostchallengingC. languageplaysaveryimport

20、antroleinsellingupbusinessrelationshipD. yourbehaviorusuallyhelpsalotinforminganimpressionCABAAUnit2Passage2JuniorAchievementisaninternationalmovementtoeducateyoungpeopleaboutbusinessandeconomicsforthepurposeofhelpingthempreparetosucceedintheworldeconomy.Theorganizationisthelargestofitskind.JuniorAc

21、hievementhasRonethroughdifferentstagesinitsdevelopment.Itwasstartedbytwobusinessleaders,HoraceMosesandTheodoreVail,andSenatorMurrayCranein1919inSpringfield,Massachusetts.Theorganizationstartedwithasmallnumberofchildrenagedtentotwelve.Formorethan50years,JuniorAchievementprogramsmetafterschoolasagroup

22、ofbusinessclubs.Butin1975,JuniorAchievementbegantoofferclassesduringschoolhours.Manymoreyoungpeoplejoinedtheorganizationonceitbegantoteachbusinessskillsaspartoftheschoolday.In2004,JuniorAchievementWorldwidewasformed.TheJuniorAchievementprogramsteachaboutbusinesses,howtheyareorganized,andhowproductsa

23、remadeandsold.TheprogramsalsoteachabouttheAmericanandworldeconomiesandbusinessoperations.Youngpeoplecanlearnhowentrepreneurshipworksbyoperatingtheirowncompanies.Forinstance,thestudentsdevelopaproductandsellsharesintheircompany.Theyusethemoneytobuythematerialstheyneedtomaketheirproduct,whichtheythens

24、ell.Finally,theyreturntheprofitstothepeoplewhoboughtsharesinthecompany.It'sreportedthatintheUnitedStatesalone,therearemorethan22,000placesthatholdJuniorAchievementeventscurrently.AccordingtoJuniorAchievement,about287,000volunteerssupportitsprogramsaroundtheworld.1. JuniorAchievementaimsto.A. car

25、ryouteducationintheworldB. helptheyoungbesuccessfulineconomyinternationallyC. educateyoungpeopleforinternationalbusinessesD. developbusinessandeconomyworldwideThephrasegonethroughinparagraph2means.A. experiencedaparticularprocessB. beenofficiallyacceptedC. usedupmoneyandsupplyD. beenexaminedcarefull

26、yisNottrueaboutthestartingofJuniorAchievement.A. ThreepersonsstarteditinMassachusetts.B. Thereweremainlyteenagersintheorganizationwhenitwasstarted.C. JuniorAchievementstartedtoprovideclassesafterschoolfrom1975.D. JuniorAchievementWorldwidewasformedintheearly21stcentury.2. TheJuniorAchievementprogram

27、sdon'tprovideteachingon.A. theoperationsofentrepreneursB. relationshipsandculturesamongdifferentbusinessesC. howbusinessesarcorganizedD. howproductsaremanufacturedandsoldWecaninferfromthepassagethat.A. thepurposeofJuniorAchievementistotrainbetteremployeesforbusinesses.B. JuniorAchievementdevelop

28、edquicklyinitsfirst5()years.C. Childrenover12arenotallowedtojointheorganization.D. TheJuniorAchievementprogramsarepopularnowintheUnitedStates.BACBDPassage3ThreeEffectiveManagementStylesBeinganeffectivemanagermeansknowingwhentousetherightmanagementstyle.Somestyles,forinstance,aremorepeople-oriented,w

29、hileotherstendtofocusonaprojectorproduct.Themanagementstyleyouselectwilldependonyourpeople'sskillsandknowledge,availableresources(liketimeandmoney),desiredresults,and,ofcourse,thetaskbeforeyou.Thecommonmanagementstylescanbesummarizedintothreecategories.Theparticipatorystyleisthefirstofitskind.He

30、re,itiscriticaltogiveeachemployeeanentiretasktocomplete.Ifthat'snotpossible,makesuretheindividualknowsandunderstandshisorherpartasitrelatestotheprojectortask.Whenpeopleinyourteamknowwheretheyfitinthebigpicture,theyYemorelikelytobemotivatedtocompletethetask.Followingthat,wehavethedirectingstyle.S

31、ometimesasituationwillcallforadirectstyleofmanagement.Perhapsatightdeadlinelooms,ortheprojectinvolvesnumerousemployeesandrequiresatop-downmanagementapproach.Here,amanageranswersfivequestionsfortheemployees:What?Where?How?Why?andWhen?Letemployeesknowwhattheyneedtodo,howthey'regoingtodoit,andwhent

32、hequestionsmustbedealtwith.Thelastoneistheteamworkstyle.Ifyouwanttospeedupaprojectandchoosethebestprocessforcompletingthatproject,managingbyteamworkisthewaytogo.Whenyoumotivatepeopletopooltheirknowledge,theresultsmayexceedyourexpectations.Often,teamscantackleproblemsmorequicklythanwhatyoucanaccompli

33、shonyourown.Thegive-and-takecancreateaprocessthatyoucanrepeatinotherprojects.1. Beinganeffectivemanagerliesinknowingtheright.A. knowledgeB. skillsC. tasksD. managementstylesWhichofthefollowingisNOTmentionedasafocusofdifferentmanagementstyles?A. People.B. Project.C. Customers.D. Products.2. Whichofth

34、efollowingcan'tbeinferredfromthepassage?A. Themanagementstyleislikelytochangebecausethechangeofdesiredresults.B. Themanagementstyleislikelytochangebecausethemanagerhasbeenchanged.C. Themanagementstyleislikelytochangebecausethechangeofresources.D. Themanagementstyleislikelytochangebecausethechang

35、eoftasks.3. Whenpeopleinyourteamknowwheretheyfitinthebigpicture,theyaremorelikelytobetocompletethetask.A. inspiredB. frustratedC. reluctantD. objectiveWhatisthebesttitleforthispassage?A. HowToBeanEffectivemanagerB. HowToMotivateYourEmployeesC. ThreeEffectiveManagementStylesD. ThreeCategoriesofEffect

36、iveManagersDCBACUnit4Passage4HardSellvs.SoftSellHardsellandsoftsellareimportantbusinesstermsandusefulstrategiesforsalesstafftoknowandunderstand.Bothofthemcanwork.Theeffectdependsonthetypeofcustomersandthetypeofproducts.Hardsellisakindofmoredirectandforceful.Thesalespersonjustkeepsexplaininghowgoodth

37、eproductis,whypeopleshouldbuyitandevenhowthepricesmightincreaseifthecustomerwalksoff.Softsellisadifferentapproach.Thesalespersontriestobuildtrustwithconsumers.Hedoesn'tputpressureonthemtobuythings,justrecommendingaproductandlettingtheconsumersmaketheirowndecisions.Anexampleofsoftsellistodistribu

38、tefreesamplestowhichcustomersoftenrespondfavorably.Businessescanusefreesamplestobuildrapportandengagecustomersinproductsorservices.Recommendingproductsbetweenfriendsisalittlebitlikedoingsoftselling.Peopledon'treallycareifsomeoneelsebuystheproduct.Theyarejustgivingtheirhonestopinionsandtryingtobe

39、helpful.Humorinadvertisingisalsousedtoattractthecustomers,attentionandgettheminterestedintheproductsorservices.Customersoftenresisthardsalestactics,thusmakingsoft-sellingmuchmoreeffectiveforsuccess.1. What'sthetopicandmainideaofthepassage?A. SellingStrategy-SalesStaff.B. SalesStaffWhatSalesStaff

40、ShouldKnowC. SellingStrategy-HardSellandSoftSellStrategiesD. FactorsofSales-CustomersandProductsisNOTtheexampleofsoftsalesmentionedinthepassage.A. distributingfreesamplestocustomerB. recommendingproductsamongfriendsC. puttingpressureoncustomersD. lettingcustomersmaketheirowndecisionsThewordresistint

41、helastparagraphmeans.A. tostoptobelieveinB. tobecomeinterestedinC. tobeconfusedwithD. torefusetoacceptMakinghumorousadvertisementsisoneoftheapproachescompaniesusetoA. reducesellingcostsB. drawpeople'sattentionontheirproductsC. avoidtheshortageofsalesstaffD. showandexplaintheirproductsAccordingto

42、thepassagetheauthorindicatesthat.A. softsellispreferredbybusinesscompaniesB. hardsellisrarelyresistedbycustomersC. softsellisexpensiveD. hardsellandsoftsellareofsameeffectivenessinsalesCCDBAUnit5Passage5SecretofSalesYoudon'thavetobeaspecialkindofpersontosellaproduct.Althoughsuccessfulsalespeople

43、oftenhavespecialtalentsanoutgoingpersonality,theskillstheyemployareusedbyusall:webuildandmaimamrelationshipswithdifferentkindsofpeople,welistentoandtakenoteofwhattheytellusanddon'tjustenjoythesoundofourownvoices,andweexplainthingstothemordiscussideaswiththem.Keepingsalespeople“ontheroad,ismuchmo

44、reexpensivethanemployingthemtoworkintheofficebecausemuchoftheirtimeisspentintraveling.Telephonesellingmayusethistimemoreproductively,butafacc-to-faccmeetingismuchmoreeffective.Exportcompaniesoftenhaveaseparateexportsalesforce,whosetravelandaccommodationexpensesmaybeveryhigh.Soservingoverseascustomer

45、smayoftenbedonebyphone,fax,letteroremailwithoutsomanypersonalvisits.Manyfirmsemployanoverseasagentwhoisresponsibleforsellingtheirproductsinanothercountry.Asalesdepartmentconsistsofmanypeoplewhoarebasedindifferentpartsofthecountryortheworld,andwhodon'thaveday-to-daycontactorchancesforcommunicatin

46、gwitheachother.Forthisreason,firmsholdregularsalesconferenceswheretheirentiresalesforcecanmeet,receiveinformationandaskquestionsaboutnewproductsandreceivetraining.1. Whatdoesmaintainmeaninthefirstparagraph?A. Cheerup.B. Giveup.C. Keepup.D. Standup.2. Keepingsalespeople"ontheroad"costsmoreb

47、ecause.A. theyhavetobuildnewrelationshipsB. theyhavetoexplainthingstoclientsanddiscussideaswiththemC. theyhavetolistenandtakenotewhileexchangingideaswithclientsD. theyhavetotaketimetotravelAccordingtothepassage,ismoreeffectiveinsavingtime.A. TelephonemeetingB. Face-to-facemeetingC. SalesconferenceD. E-mailcommunicationWhichofthefollowingstatementsabouttheexportcompaniesisNOTtrue?A. Theirsalesforceusuallyhashighexpenseontravelandaccommodation.B. Phone,fax,letter,personalvisitoremailareoftenusedbythemtoservecustomers.C. Theyemployoverseasagentstoselltheirproductsinotherc