1、剑桥商务英语高级-71 及答案解析(总分：100.00，做题时间：90 分钟)一、READING(总题数：0，分数：0.00)二、PART ONE(总题数：1，分数：8.00)AVilla On Saba:Villa + Small Hotel On SabaSell Price: Starting at $ 750,000Location: Zions Hill Saba Netherlands AntillesVilla + Cottage (bedroom with private bath, living room, fully equipped kitchen, patio) $ 8
2、00K;Hotel/Restaurant, 5 bedrooms with private bath, roof-top pool, lounge, wine cellar, state of the art kitchen, 18 seats restaurant $ 750;Hotel + Cottage $ 800;All three buildings $1.4 million;Financing available to qualified buyers.BHoliday Inn (Golden Mile):Executive Luncheon at the Barons Table
3、 from 12 noon-2:30 p.m. Monday to Saturday at $138. The Cafe Vienna features daily lunch and dinner buffet from 12 noon-2:30 p.m. and 6 p.m.-9:30 p.m. at $93 ($70 children) and $173 ($113 children).CIsland Shangri-La:Contemporary music and Rhythm and Blues by the Music Lights at the Cyrano, 5p.m.-1:
4、30 a.m. Sunday to Thursday; 5pm-2:30a. m. (Friday, Saturday), entertainment begins at 9 p.m. except Sundays. Contemporary music by lounge pianist Renato Sulit, Monday to Saturday, and Ernesto Vioya (Sunday) from 5 p.m. Monday to Saturday, and 3 p.m. Sunday. Singer Joyce San Mateo accompanied by Sams
5、on de Guzman on the keyboard performs popular tunes at the Lobster Bar from 7 p.m. Monday to Saturday.DExcelsior: Jazz band Bambi and Nothing Heavy plays every night at the Dickens Bar.Jazz sessions by Tony Carpio every Sunday from 3 pm-6 pm.Located on the lower ground floor. Open daily from 11 am-2
6、 am.Stylist Band performs at the talk of the Town from 9 pm-12.45 pm or I am from Sunday to Thursday, and from 9 pm-2 am on Friday, Saturday and pre-public holidays.EEaton Hotel: The Coffee Shop Lobby Lounge features Japanese dinner buffet at $178 per person for Monday to Thursday and $188 for Frida
7、ys, weekends and public holidays. Astor Cafe serves American and Chinese breakfast set priced at $ 50 daily from 7am-12 noon.Tea buffet priced at $ 50 per person from 3pm-5pm every Saturday, Sunday and public holiday. Yat Tung Restaurant offers all-you-can-eat dinner spectacular featuring clams, sna
8、ils and Peking duck at $ 60 per person from every Sunday to Thursday.（分数：8.00）(1).A child spends less money on food than his parents.（分数：1.00）填空项 1:_(2).A famous pianist plays piano for a well-known singer.（分数：1.00）填空项 1:_(3).You and your wife can have some famous Chinese food for only $120.（分数：1.00
9、）填空项 1:_(4).You can enjoy music there for more than eight hours on Tuesdays.（分数：1.00）填空项 1:_(5).The hotel has heavy dance music for you to enjoy every night.（分数：1.00）填空项 1:_(6).Performances last five hours on the day before Labour Day.（分数：1.00）填空项 1:_(7).European meals are served in the afternoons a
10、nd at night.（分数：1.00）填空项 1:_(8).You may have a hotel of your own if you are interested and rich enough.（分数：1.00）填空项 1:_三、PART TWO(总题数：1，分数：6.00)Merrill Lynch Co., Inc. is a Delaware corporation that, through its subsidiaries and affiliates, provides capital markets services, investment banking and a
11、dvisory services, wealth management, asset management, insurance, banking and related products and services on a global basis.Slowly and deliberately, like the process of natural evolution, the economies of our world are coming together example. Today, trading alliances are being formed that promise
12、 to become stronger than the nations that comprise them.But as the world grows closer, it also grows more complex. So, too, has Merrill Lynch evolved. (9) But we have learned that to compete in the global market place requires more than just global resources (10) . Everywhere we serve the world, Mer
13、rill Lynch acts as catalyst to bring people together with opportunities (11) . So an investor in Asia can profit from the efforts of business people in Argentina and vice vers a. Wherever we are in the world, it is our business to focus on our clients and build long-term relations with them; to act
14、as responsible citizens in the communities in which we live and work; and, above all, to maintain our reputation for integrity.Our world is being brought together, not simply by the authority of nations but by the power of individuals; individuals who allow themselves to hope for a better life (12)
15、Although the road may not be easy or quick, we believe we can help our clients achieve even greater successes, in a world brought together by individuals with hope (13) . The difference is Merrill Lynch.In brief, Merrill Lynch demonstrates its commitments to clients and shareholders through the firm
16、s emphasis on excellence, integrity and ethical behaviour. We maintain a strong and engaged board of independent directors to oversee our business practices and make recommendations for improvement, if needed. (14) A. We think that make the differenceall the difference in the world.B. With the excep
17、tion of our CEO, all members of our board are independent.C. It also requires global resourcefulness: intelligence, creativity, agility and understanding.D. Today, trading alliances are being formed that promise to become stronger than the nations that comprise them.E. We believe that nothing holds
18、greater possibility than a world of individuals with hope for their own future.F. We have people and capabilities in place throughout the world, and our reach is unmatched.G. We treat equally people of different colours and different cultures.H. Through us people in different places depend mutually
19、upon each other.I. Command economies have gradually fallen and free markets are flourishing in nearly every corner of our worl（分数：6.00）填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_四、PART THREE(总题数：1，分数：6.00)Marketing is all around us. We are surrounded by businesses, like Apple Computer Inc., that carr
20、y good products grown or manufactured and prepared for sale. We also see many businesses that offer services, benefits or satisfactions that improve the personal appearance, health, comfort, or peace of mind of their users. Some products are used to make services available, such as the tools an auto
21、-mechanic uses in servicing a car.Marketing starts with people. Marketing businesses find out what customers want and work to supply those goods and services.Getting products from farms and factories to the people who will use them involves marketing at each step. Suppose a farmer recognizes the nee
22、d for popcorn and decides to grow some. When the popcorn is harvested and ready for marketing, it may go to one of many places, depending on whether it is to be stored or used right away. Marketing occurs at each step: when the farmer sells it, for example, to a storage warehouse and when the wareho
23、use in turn sells it to a supermarket or amusement park. Marketing occurs most obviously, perhaps, at the movie theater where patrons are greeted with the sight, sound, and aroma of freshly popped corn as they pass into the theater.The popcorn is a product. The movie theater where the popcorn was so
24、ld provides a service the opportunity to see a movie. Other business marketing services include beauty salons, insurance agencies, driving schools, emergency care centers, and the telephone companies. Services are marketed as products. Services vary from other products in several ways. They are inta
25、ngible and perishable. You cannot keep a plane flight, for example, nor can the airline gain income from an unsold seat. Services also vary in quality. One business-class flight may serve a hot meal while another offer only sandwiches. Finally services cannot be separated from the organization or pe
26、rson giving the service. You cannot buy a plane ride from a railroad. For these reasons, it is important that service businesses use marketing skills to find out what customers want and then supply it.Marketing involves many special activities. Among them are marketing research, product planning, ad
27、vertising, and selling. These activities and others make up the world of marketinga world of people, product, action and ideas. Thus, marketers respond to the needs of people.To prove the statement “Marketing is all around us“, we need only take a quick imaginary tour of your community.Your first gl
28、impse of marketing on our imaginary tour may be a store that sells food. It could be a small grocery store on the corner of your block, or it could be a large supermarket. Of course, these are not the only places that sell food. There are also meat markets, bakeries and if you live in the country, r
29、oadside fruit stands. Some stores feature one special kind of food such as health foods, cheeses, or barbecued chicken.As we continue our tour, you may see at least one department store and stores specializing in things such as shoes, jewelry, sporting goods, furniture, stationery, and flowers.You m
30、ay also see businesses that sell both goods and services. Many service stations, for example, sell not only gasoline, oil, and other goods but also lubrication and repair services. And you will surely come across restaurants and snack bars that provide food and food service such as Kentucky Fried Ch
31、icken and Burger King.The businesses where you and your family buy goods and services are known as retail stores or retailers. A retailer is a business that sells goods and services to the people who use them. But marketing consists of more than the retail businesses found in all communities. Market
32、ing is also activities you cannot buy and the people who engage in them. Some of these activities are promoting, pricing and distributing all the activities that help put the goods and services you want and need into your hands.As you continue touring your community, the billboards on highways or st
33、reets may encourage you to “Try 7 Up“ or “Disneyland“.Large signs above retail stores and attractive displays in store windows invite you to stop. If you turn on your car radio, you are sure to hear the announcer tell you why you should buy a certain product. Drive back to town and you may see a new
34、 car-wash business, with a huge sign, “Grand Opening TodayHalf Price“, and many cars lined up to take advantage of the bargain. Pass a newsstand and you can buy many kinds of newspapers and magazines which contain a wide variety of advertising. Visit a computer store and a well-informed salesperson
35、shows you how various computers work and answers your questions about them. Many forms of promotion are an essential part of marketing.On our trip through town you may see friends buying gasoline for their cars, or a student purchasing a book. These activities are business transactions. All business
36、 transactions involve the exchange of one thing for another. In modern societies a transaction involves the exchange of goods or services for money. The amount to be paid is its price. Many things influence prices including the number of suppliers, the number of customers, and the amount of the prod
37、uct available.People are involved in marketing in many ways. They may be salespeople in department stores, cashiers in supermarkets, ticket sellers in movie theaters, service-station attendants, real estate agents, florists, or automobile dealers. These people are directly involved in marketing. Man
38、y others who you may not see are also a part of marketing. This group includes receiving clerks in a large store, designers of window displays, artists preparing posters, copywriters preparing newspaper ads, and so on.Now let us try to define marketing. Although marketing is sometimes called “distri
39、bution“, the terms actually have different meanings. Distribution is the total process of moving, handling and storing goods on the way from producers to consumers. Marketing, in contrast, is much broader. The American Marketing Association issued this definition after a years study: marketing is th
40、e process of planning and executing the conception, pricing, promotion and distribution of ideas, goods, and services to create exchanges that satisfy individual and organizational objectives.Note the wide range of this definition which includes the following major points.Marketing exists to create
41、exchanges that satisfy the goals of individuals and organizations.To reach these goals, marketing begins with planning and follows through with pricing, promotion, and distribution.Ideas as well as goods and services are marketed.Non-profit organizations as well as profit-making ones employ the mark
42、eting process.（分数：6.00）(1).What is the first step in marketing?（分数：1.00）A.Growing products on farm.B.Finding out what customers want.C.Supplying goods and service to customers.D.Manufacturing products in factories.(2).Marketing tries to meet the needs of _.（分数：1.00）A.manufacturersB.marketersC.compan
43、iesD.people and organizations(3).Which of the following offers only service?（分数：1.00）A.Bakeries.B.Department stores.C.Theaters.D.Kentucky Fried Chicken.(4).Billboards on highways serve to _.（分数：1.00）A.attract drivers attentionB.invite people to stop and lookC.advertize products and servicesD.remind
44、people to drive safely(5).How is marketing different from distribution?（分数：1.00）A.Marketing does not include storing goods on the way from producers to consumers.B.Marketing does not include handling goods on the way from producers to consumers.C.Marketing does not include moving goods from producer
45、s to consumers.D.Marketing is much broader than distribution.(6).Of the following people, who are not involved in marketing?（分数：1.00）A.Police detectives.B.Service-station attendants.C.Designers of window display,D.Copywriters preparing newspaper ads.五、PART FOUR(总题数：1，分数：10.00)Some people believe tha
46、t you have to be a special kind of person to sell a product. But Though it is clear that a successful sales rep does need special talents and an outgoing personality, many of the skills he uses are used by us all; we build and (21) relationships with different kinds of people, we listen to and take
47、note of what they tell us and dont just enjoy the sound of our own voices and we explain things to them and discuss ideas with them.A firm may depend on their own sales team or on the salesmanship of their distributors, wholesalers or retailers. (22) any company needs to establish a personal relatio
48、nship with its major clients (“key accounts“) and potential customers (“prospects“). It is often said that “people do business with people“, a firm doesnt just deal impersonally (23) another firm, but a person in the buying department receives personal visits from people representing the firms suppl
49、iers on a regular basis, or in the case of department stores (24) chain stores, a team of buyers may travel around visiting suppliers.Keeping sales people “on the road“ is much more expensive (25) employing them to work in the office and much of their time is spent unproductively traveling. Telephone selling may use this time more pr
