1、剑桥商务英语中级-155 及答案解析(总分：85.00，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)AMarket awareness of the MP3 has exploded and the retailer who specializes in MP3 is seeing growth like never before. Admittedly, some customers buy their first MP3 in the supermarket, but for advice, add-ons and
2、 particular services they turn to the specialist. There are a large number of MP3 retailers and I cant help but feel the market only has room for four players. Undoubtedly, customer service is the factor that differentiates operators and I think this year we will probably see rationalization in the
3、sector.BWhen I first started in the industry, MP3 were retailing at a thousand pounds and were as large as box files. Now, prices are constantly being driven down, because they are getting more compact and also there is intense competition between the MP3 providers. This will continue, and while ret
4、ail dealers profits will be affected dramatically, MP3 providers will have to generate more revenues by offering more services to the MP3 user.COver a few years, prices have dropped sharply and technological advances have meant products have changed - and are changing. Successful retailers must try
5、to keep on top of these developments and invest in the training of employees so they are able to offer impartial advice to customers. E-commerce is taking off but this wont necessarily replace traditional retail outlets. In order to stand out, you need innovative ideas on customer service. We dont b
6、elieve in criticizing other retailers, but theres nothing particularly exciting out there at present.DThe MP3 business is behaving like the Internet industry in take-up and the pace of innovation, and its important not to be left behind. We must continue to innovate in delivering the product to the
7、customer. In terms of service provision, you can draw comparisons between us and our closest rival, but clearly all the main MP3 retailers have succeeded in taking the industry forward. Growth has accelerated rapidly and the MP3 has changed from simply being an entertaining tool, to being a multifun
8、ctional gadget for everyone.（分数：7.00）(1).There is a need for retail staff to stay informed about the MP3 they are selling.（分数：1.00）填空项 1:_(2).The market will not sustain the present number of MP3 retailers.（分数：1.00）填空项 1:_(3).The use of MP3 is no longer restricted to a specific group of people.（分数：1
9、.00）填空项 1:_(4).There is a dramatic change in the size of MP3.（分数：1.00）填空项 1:_(5).There is a negative view of competing MP3 retailers.（分数：1.00）填空项 1:_(6).There is a comparison between change in the MP3 industry and that in a different sector.（分数：1.00）填空项 1:_(7).Those services available at MP3 outlets
10、 are not provided by other retailers.（分数：1.00）填空项 1:_三、PART TWO(总题数：1，分数：5.00)Telephone EtiquetteProper Telephone Etiquette is more important than ever in todays business environment. Much of our business communication takes place on the phone: in the office, at home, in the car, virtually anywhere.
11、 In this area, proper phone technique can make or break deals or relationships The following are some guidelines to help you use the phone as a powerful tool.First is the greeting. When answering the phone for business, be sure to identify yourself (and your company, if applicable). (8) Thus, the ot
12、her party does not think they have reached a wrong number.Use proper phone etiquette from the start. You want to be sure to be polite to the gatekeepers i. e. secretaries, receptionists etc. that answer the phone for your business contacts, as they are the ones who have the power to put you through.
13、 They may sit outside the office, but they too have influence and power so a greeting such as “Good morning“ is important. (9) Some business relationships, especially in fields like sales, start or stall right at the front desk.When you have reached the party, if your call has been expected, remind
14、them of the prior conversation and appointment. People get busy and can seem surprised until you remind them of where they should remember you from. (10) Calling unannounced is much like dropping in and you shouldnt overstay unless invited. If the other person does not have time, briefly state the p
15、urpose of your call and ask for an appointment to follow up at a later time.Have a phone diary. Keep a pencil and pad near the phone and jot notes during phone conversations. This will help you actively listen and have a reference for later. (11) This lets the other person know that you care about w
16、hat they have to say. Recap at the end of the call, using your notes, and repeat any resolutions or commitments on either side to be sure you are both on the same page.End the call on a positive note by thanking the other person for their time and express an interest in speaking with them again (if
17、that is true). (12) A gracious goodbye leaves the door open for further communication and in this day of mergers and acquisitions you never know with whom you will be doing business with in the future, so burning any bridges, or telephone lines, would be unwise. A. Employ active listening noises suc
18、h as yes or I see or great. B. It would also be wise to learn and use the names of the top assistants. C. If not, just let them know you appreciated them speaking with you and end the call. D. If your call is not expected, unless it will be a short call, ask the party if they have the time for you.
19、E. Remember, do not end the call abruptly. F. If answering someone elses line, be sure to include their name in your speaking. G. In this area, proper phone technique can make or break deals or relationships.（分数：5.00）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)Sales Strategies .Var
20、y with Product Life CyclesOne of the most important concepts in sales management and marketing is that of tile product life cycle. This is a historical record of the life of a product, showing the stage in its life the product has reached at a particular time. By identifying the stage that a product
21、 is in or may be heading towards, companies can formulate better marketing plans. All products have lives in as much as they are created, sell with varying profitability over a period of time, and then become obsolete and are replaced or simply no longer produced. A products sales position and profi
22、tability can be expected to fluctuate over time and so, at each successive stage in the products cycle, it is necessary to adopt different tactics.The two main features of the product life cycle are unit sales and unit profit. The unit sales figures usually jump on introduction, as a response to hea
23、vy advertising and promotion, as customers buy the product experimentally. This is generally followed by a leveling off while it is evaluated - the length of this period depending on the use to which the product is put. Then, unit sales rise steadily through the growth phase to the maturity phase, w
24、hen the product is widely accepted, and so on to saturation level. By this time, competitors will have entered the market with their own version and, from this point, the sales team will have to work even harder to win all additional sales. Eventually, the products sales decline as better versions e
25、nter the market and competition becomes too strong.In retrospect, most firms know what happened to their products from launch to withdrawal. They can compile this information from the records of unit sales.Unfortunately, unit sales are not the complete story as it is unit profit that is the decisive
26、 factor, although this is not always recorded accurately. It is this figure that sales management has to monitor, though, to ensure an effective marketing strategy and to produce effective profits.At launch, the product is costed accurately on the basis of production costs plus selling costs. Initia
27、lly these remain fairly stable, but, when the product is proving successful, competitors will bring out their own copy-cat products. With a competitor in the field, the original firm has to respond in order to maintain its market position. It can run special sales promotions, improve deliveries, mak
28、e more frequent sales calls and so on. Often the extra expenditure is not accurately charged to the product and the result is that, long before unit sales are noticeably falling, the unit profit has already fallen.The product life cycle, then, presents a picture of what happened in the products life
29、time, so how can this be used as all ongoing aid to management decision- making? Every sales manager has a chart on which the progress of sales is plotted and this can be used as a guide to the stage of development each product is currently in. An essential management skill is being able to interpre
30、t sales results and draw in the stages as they occur. Deciding where each stage begins and ends can be a random exercise, though usually the stages are based on where the rate of sales growth or decline becomes pronounced.（分数：6.00）(1).According to the text, the end of a products life cycle is marked
31、 by（分数：1.00）A.a sharp rise in production costs.B.the product becoming outdated.C.an increase in customer complaints.D.less support from sales management.(2).What does the writer say about sales management in the first paragraph?（分数：1.00）A.Companies should spend more time on their sales planning.B.Th
32、ere are many managers who need to improve their sales performance.C.Most sales managers fail to recognise which stage a product has reached.D.The sales approach should change with each phase of the product life cycl(3).According to the text, a greater sales effort is required for a product when（分数：1
33、.00）A.it is particularly innovative.B.the advertising budget has been cut.C.rival companies start to produce something similar.D.consumer interest switches to a new product category.(4).According to the text, a good marketing strategy must primarily be concerned with（分数：1.00）A.sales statistics.B.pro
34、duct details.C.consumer data.D.profit information.(5).According to the text, profit levels may fail to correspond to the volume of sales because（分数：1.00）A.the full selling costs have not been taken into account.B.the production costs were not estimated correctly.C.there are unforeseen problems with
35、distribution.D.there has been a lack of economic stability.(6).What does the writer say about the charts that show sales progress?（分数：1.00）A.It is a matter of judgment where one sales phase finishes and another begins.B.Managers should review policy when a sharp fall in sales is indicated.C.It is di
36、fficult to see how sales charts can provide a sufficient guidance to managers.D.Managers should get confirmation of the data they plot on the sales charts.五、PART FOUR(总题数：1，分数：15.00)1stApril 20Dear Mr. Jones,I am pleased to confirm our ability to meet your requirements for the HDC Graphics Workstati
37、on.Considering your special needs, I suggest that you place your order for the agreed equipment as soon as possible. The (19) time for hardware for example is 6 weeks from receipt of order to (20) . Thus, an order placed with us tomorrow will (21) delivery to your site by the week commencing Monday,
38、 May 15th.All orders must be accompanied by a (22) of 20% of the total amount shown on the attached (23) . The (24) amount should be paid no later than one week following delivery. Please note that (25) charges have not been included, and a separate invoice covering these charges will be (26) at the
39、 time of delivery.As I (27) you on the phone, this particular hardware runs the (28) version of EUCLID-IS, 2.2b. However, it is not expected that this software will be (29) in this country until next month.We have every (30) in the suitability of our hardware for such software. Moreover, you can be
40、assured of our (31) to solve any minor difficulties through our experienced customer service team.As I informed you, the equipment carries a one-year (32) . During this period, we undertake to send one of our staff to carry out repairs on site within a period of 12 hours. For your future (33) , howe
41、ver, we also operate an insurance scheme, covering the equipment against breakdowns for a small additional cost.SincerelyJackie Lee（分数：15.00）A.deliveryB.arrivalC.transportD.postageA.institutionB.initiationC.introductionD.installationA.compelB.ensureC.promiseD.maintainA.portionB.percentageC.depositD.
42、discountA.chequeB.invoiceC.chargeD.demandA.payableB.creditedC.owingD.outstandingA.transportationB.transferenceC.transformationD.transmissionA.writtenB.conveyedC.issuedD.distributedA.affirmedB.confirmedC.certifiedD.assuredA.latterB.latestC.lastD.lateA.serviceableB.availableC.workableD.presentableA.co
43、nfidenceB.certaintyC.dependenceD.convictionA.skillB.facilityC.abilityD.talentA.undertakingB.guaranteeC.insuranceD.obligationA.noticeB.concernC.awarenessD.reference六、PART FIVE(总题数：1，分数：12.00)Are you one of those people who doesnt trust anyone else to do what needs to be done? Some managers they cant
44、bear anyone else to help them in any way. They34. dont believe that anyone can do such a job as well as they can. It is not surprising35. that they then get overwhelmed by work and complain that they have far too much36. to do, but it could be argued that it is by their own fault. If they learnt to
45、delegate,37. they would have much more time available. Besides the saving time and freeing38. them to concentrate on tasks that are important, delegating also benefits to the39. company. If managers delegate effectively, their staff will become more skilled and40. committed. Asking staff to make the
46、 decisions improves their efficiency and morale.41. This will contribute itself not only to the success of the team, but to the success of42. the company as a whole. More importantly, it will also show how good a persons43. managerial skills are, which is useful when those candidates are considered
47、for44. the promotion. Trusting other people to do a job properly and providing them with the45. opportunity to do so well is therefore an essential management skill in the workplace of today.（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:_填空项 1:_七、WRITING(总题数：2
48、，分数：10.00)1.PART ONEYou work for a company, which is going to buy a set of equipment from America. You are asked to translate a lot of specifications and instructions within four months, which is impossible. Therefore you decide to advertise for one experienced translator as soon as possible.Write a short note to Mr. Max Jackson, the Human Resources Manager. Ask for an advertisement for one translator.Explain the reason.（分数：5.00）_
