1、剑桥商务英语中级-108 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：7.00)AThe difference between being a manager and being a leader is simple. Management is a career. Leadership is a calling. You dont have to be tall, well-spoken and good looking to be a successful leader. You dont h
2、ave to have that “special something“ to fulfill the leadership role.BWhat you have to have is clearly defined convictions-and, more importantly, the courage of your convictions to see them manifest into reality. Only when you understand your role as guide and steward based on your own moat deeply he
3、ld truths can you move from manager to leader.CWhether the group you oversee is called employees, associates, co-workers, teammates or anything else, what they are looking for is someone in whom they can place their trust. Someone they know is working for the greater good-for them and for the organi
4、zation. Theyre looking for someone not only that they can-but that they want to-follow.DBecause it is only when you have followers-people who have placed their trust in you-that you know you have moved into that leadership role. And the way you see it is that your organization is transcending all pr
5、evious quality, productivity, innovation and revenue achievements. Youre operating at such a high level of efficiency that youre giving budget back to the corporation-and youre still beating your goals.（分数：7.00）(1).The authors attitude towards the difference between a manager and a leader.（分数：1.00）填
6、空项 1:_(2).Someone the group want to follow.（分数：1.00）填空项 1:_(3).Difference between a manager and a leader.（分数：1.00）填空项 1:_(4).The qualifications of being a leader.（分数：1.00）填空项 1:_(5).The leader must be a person who works for the employees and the organization.（分数：1.00）填空项 1:_(6).Only when you have fo
7、llowers can you be a leader.（分数：1.00）填空项 1:_(7).Under your leading, the organization has got great achievements.（分数：1.00）填空项 1:_三、PART TWO(总题数：1，分数：5.00)KNOWING THE CUSTOMERSWhen correlated with the salespeoples actual performance, the differences in their knowledge of their customers emerged as the
8、 primary characteristic of superior sales performance. More specifically, the researchers uncovered five key areas where the best salespeople excelled.First, the top salespeople were able to provide much richer descriptions of each type of customers. They gave better identifying characteristics, pro
9、vided more detailed information, and had a better understanding of each customers unique needs. (8) Second, the better salespeople tended to categorize their customers based on the latters buying needs, rather than categorizing them with more superficial identifiers like the customers appearance or
10、demographics. (9) Third, (10) That is, they were able to look at several different customer interactions, identify common behaviors or traits, and apply those observations to similar types of customers.Fourth, the top salespeople had a greater number of discrete selling steps in their own sales proc
11、esses. Where a low performer may have executed only a few selling tasks during each sale, the high performers saw the need for many more activities to successfully close the deal. (11) Finally, and perhaps most disturbingly, the best salespeople had abandoned a greater amount of their previous sales
12、 training than their less successful peers. (12) A the more effective salespeople were better at “abstraction“ than their lower-performing peers.B One can infer the extra selling steps were in response to the actual buying needs of their customers.C Basically, the best salespeople knew more about th
13、eir customers than their lower-performing colleagues.D More specifically, the researchers uncovered five key areas where the best salespeople excelled. E So in addition to their ability to more fully describe their customers, the best salespeople also gave descriptions largely derived from their cus
14、tomers perspective-not their own.F They had developed their own approaches to selling more closely aligned with their customers needs.G In contrast, the less successful salespeople were dutifully doing more of what they had been instructed to do, but they were getting less in return.（分数：5.00）填空项 1:_
15、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)PRICE SYSTEMPrices determine how resources are to be used. They are also the means by which products and services that are in limited supply are rationed among buyers. The price system of the United States is a very complex network composed of t
16、he prices of all the products bought and sold in the economy as well as those of a myriad of services, including labor, professional transportation, and public utility services. The interrelationships of all these prices make up the “system“ of prices. The price of any particular product or service
17、is linked to a broad, complicated system of prices in which everything seems to supply to the transaction, guarantees on the product or service, delivery terms, return privileges, and other factors. In other words, both buyer and seller depend more or less upon everything else. If one were to ask ra
18、ndomly selected individuals to define “price“, many would reply that price is an amount of money paid by the buyer to the seller of a product of service or, in other words, that price is the money value of a product of service as agreed upon in a market transaction.This definition is, of course, val
19、id as far as it goes. For a complete understanding of a price in any particular transaction, much more than the amount of money involved must be known. Both the buyer and the seller should be familiar with not only the money amount, but with the amount and quality of the product or service to be exc
20、hanged, the time and place at which the exchange will take place and payment will be made, the form of money to be used, the credit terms and discounts that should be fully aware of all the factors that comprise the total “package“ being exchanged for the asked-for amount of money in order that they
21、 may evaluate a given price.（分数：6.00）(1).What is the main idea of the passage?（分数：1.00）A.The Inherent Weaknesses of the Price System.B.The Complexities of the Price System.C.Credit Terms in Transactions.D.Resource Allocation and the Public Sector,(2).According to the passage, the price system is rel
22、ated primarily to _.（分数：1.00）A.labor and educationB.transportation and insuranceC.utilities and repairsD.products and services(3).According to the passage, which of the following is NOT a factor in the complete understanding of price?（分数：1.00）A.Instructions that come with a product.B.The quantity of
23、 a product.C.The quality of a product.D.Guarantees that cover a product.(4).According to the passage, which of the following is NOT true about the definition of price?（分数：1.00）A.Price system is a complicated network.B.Price refers to the quantity and quality of the product.C.Price is an amount of mo
24、ney paid by the buyer to the seller.D.Besides money, many other factors are involved in the price system.(5).In the last sentence of the passage, “they“ refers to _.（分数：1.00）A.return privilegesB.all the factorsC.buyer and sellerD.money(6).The paragraph following the passage most likely discusses _.（
25、分数：1.00）A.unusual ways to advertise productsB.types of payment plans for serviceC.theories about how products affect different levels of societyD.how certain elements of a price “package“ influence its market value五、PART FOUR(总题数：1，分数：15.00)AdvertisementThe dynamic developing economies of the world
26、are (19) with potential. Not only have they demonstrated (20) levels of growth, but we believe this looks set, (21) by (22) inflows of foreign investment. Fidelity Emerging Markets Fund is supposed to help you (23) on this promising (24) .The key to real success in Emerging Markets is (25) and resou
27、rces, of Fidelities foremost strengths. As the worlds largest (26) investment management organization, we can draw upon a(n) (27) network of offices covering developing (28) across Asia, Latin America and Europe.This local presence means we can apply a hands-on (29) , searching out a capitalizing on
28、 investment opportunities as soon as they come to (30) . As a result, Fidelity becomes one of the worlds leading names in (31) stock markets, where we currently manage 5 billion pounds?So (32) now to find out more about the Fidelity Emerging Markets Fund- and get the potential of these dynamic marke
29、ts teamed with the strength of the Fidelity organization. For more information, calls us, free of (33) from any of the countries below. If you live elsewhere, please use the UK number or post or fax the coupon.（分数：15.00）A.ripeB.crudeC.rawD.freshA.intensiveB.extensiveC.extraordinaryD.unusualA.encoura
30、gedB.backedC.discouragedD.takenA.growingB.improvingC.developingD.increasingA.flourishB.capitalizeC.prosperD.boostA.outlookB.prospectC.expectationD.hopeA.studyB.researchC.reportD.documentA.independentB.dependentC.reliableD.liableA.comprehensiveB.intensiveC.extensiveD.wideA.businessesB.companiesC.corp
31、orationsD.economiesA.meansB.approachC.shiftD.routeA.delightB.darknessC.lightD.brightA.emergingB.disappearingC.appearingD.missingA.takeB.startC.beginD.actA.dischargeB.chargeC.feeD.fare六、PART FIVE(总题数：1，分数：12.00)The True Key to ValueEough Okay, the economy is unquestionably “bad“ enough, but most of u
32、s still have toCompany put food on the table, manage our business company, and produce a profit.34 And even though the economy may go up and down, some things35 never change-one of which being, even in the tough times, when most of us cut back36 on spending, nobody can completely stop spending. That
33、 means somebody is37 always buying and somebody is always selling things. In tough economic times,38 you just need to make sure that you are one of those doing some selling. The39 key to selling anything success in these conditions is something that can be40 referred to as “exceeding expectations“.
34、Quite so simply, this is the means by41 which value is created and things get sold. You can not exceed expectations in42 price, quality, or service-and possibly all three-but you must understand it43 what it really means to exceed expectations before you can very actually do it.44 The first thing to
35、 understand is this: The expectations you exceed today become45 the likely seed for new opportunities in the future. This may seem obvious, but many people fail to connect todays actions with future opportunities.（分数：12.00）填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_
36、填空项 1:_七、WRITING(总题数：2，分数：10.00)1.PART ONEYou work for a company which is going to buy a set of equipment from China. You are asked to translate a lot of specifications and instructions within four months, which is impossible. Therefore you decide to advertise for two experienced translators as soon
37、 as possible.Write a short note to Mr. Max Remington, the Public Relations Manager. Ask for an advertisement for two translators.Explain the reasonMention your urgencyWrite 30-40 words on your Answer Sheet.NOTEDear Mr. Max Remington,（分数：5.00）_2.The table below shows the average family expenditure in
38、 America.Write a report describing the information shown below.Write 120-140 words on a separate sheet. AVERAGE FAMILY EXPENDITURE IN AMERICA (%)（分数：5.00）_八、LISTENING(总题数：0，分数：0.00)九、PART ONE(总题数：0，分数：0.00)十、Conversation One(总题数：1，分数：4.00)Telephone MessageVisiting City: BarcelonaMain Features:1. The
39、 Old City: old buildings2. (1) _: beautiful, magnificent3. several (2) _restaurants food is cheap(3) _4. Staying Hotel (4): _ Hotel（分数：4.00）填空项 1:_填空项 1:_填空项 1:_填空项 1:_十一、Conversation Two(总题数：1，分数：4.00)Phone Message PadHiring RegistrationDate: 5th Jan. Time: 9:30Name of the customer : Mary (5) 1Cont
40、act No: (6) 2Service Details :1. An apartment near (7) 3 street, with an air-conditioner and heating system2. Rent: on more than (8) 4 a month, including water and gas.3. Renting Period: about 1.5 years from February.（分数：4.00）填空项 1:_填空项 1:_填空项 1:_填空项 1:_十二、Conversation Three(总题数：1，分数：4.00)MessageDat
41、e: 1st Apr. Time: 9:45Item: buying (9) 1Purpose: 10 for meeting room, (10) 2 for the officeTotal money: (11) 3Deadline for purchasing: before (1) 4 April（分数：4.00）填空项 1:_填空项 1:_填空项 1:_填空项 1:_十三、PART TWO(总题数：0，分数：0.00)十四、Section One(总题数：1，分数：5.00)A on the planeB at the bankC at the airportD at the off
42、iceE at the theatreF at the hotelG at the customsH on the bus（分数：5.00）(1)._（分数：1.00）填空项 1:_(2)._（分数：1.00）填空项 1:_(3)._（分数：1.00）填空项 1:_(4)._（分数：1.00）填空项 1:_(5)._（分数：1.00）填空项 1:_十五、Section Two(总题数：1，分数：5.00)A to stop smokingB to fall into sleepC to leave a companyD to mail a parcelE to go shoppingF to
43、go to the beachG to resign from the officeH to find a motel（分数：5.00）(1)._（分数：1.00）填空项 1:_(2)._（分数：1.00）填空项 1:_(3)._（分数：1.00）填空项 1:_(4)._（分数：1.00）填空项 1:_(5)._（分数：1.00）填空项 1:_十六、PART THREE(总题数：1，分数：8.00)(1).The crisis met by Japanese chemical groups is caused by, one of the reasons _.（分数：1.00）A.over c
44、apacityB.high pricesC.high cost(2).The productions manufactured by Asahi Chemical, Japans largest poly styrene manufacturer take up _ of the market.（分数：1.00）A.12%B.25%C.26.6%(3)._ is Japans biggest plastics group.（分数：1.00）A.Mitsubishi KaseiB.Mitsubishi PetrochemicalC.Mitsui Petrochemical Industries(
45、4).On Oct. 1st, Mitsubishi Petrochemical is going to merge with _.（分数：1.00）A.Kawasaki PlantB.Mitsui PetrochemicalC.Mitsubishi Kasei(5).The dividend of _ remains the same as in last year.（分数：1.00）A.Mitsubishi PetrochemicalB.Mitsui Petrochemical Industries and Shin-EtsuC.Sumitomo Chemical(6)._ chemica
46、l group is not explained in detail in this report.（分数：1.00）A.Shin-EtsuB.Mitsubishi KaseiC.Mitsui Petrochemical(7)._ chemical group has the highest per share according to the report.（分数：1.00）A.Mitsubishi PetrochemicalB.Shin-EtsuC.Mitsui Petrochemical Industries(8)._ is going to open a new plant.（分数：1.00）A.Shin-EtsuB.Mitsui PetrochemicalC.Mitsubishi Petrochemical十七、SPEAKI
