1、剑桥商务英语高级-113 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)ACAREERIN RETAILINGKeeping the customer satisfied is central to the retail business. But how much job satisfaction can workers in the retail trade expect? Five people who work in retailing talk about their caree
2、rs.ASteve Cain is deputy director of trading for a large supermarket. He says, “When I moved into the retail sector I found it offered more tangible achievements and rewards than my previous business consultancy work. The power base has changed in the industry, and its the retailers who are now driv
3、ing things forward. Before, buyers waited for the product to come in and negotiated the price with the manufacturers, but now in food retailing, its the retailers themselves who are developing their own brands and fixing prices, so that makes it an exciting field to work in.“BVirginia Clement is sup
4、port and development manager for a large clothing department store. “This means I am responsible for all the buying and merchandising. This demands teamwork, and for me this is one of the most attractive aspects of working at head office. You have a lot of contact with people, from shop floor staff
5、to suppliers. We work in a very open environment and were very team orientated. Each team is responsible for getting a particular product to the store on time and in the right quantities.“CTim Edlund, who works in buying for a large clothing store, says, “The buyer has to have some flair for design,
6、 but balancing that, you need a strategic view and business acumen. There are numerous factors influencing a buyers choice of product range for each season. I have to be aware of current trends in the suppliers market, competitors activity and both local and global customer demand. I go all over Bri
7、tain to keep abreast of this information. Working hours are very irregular, so its the complete opposite to a 9 to 5 job. It can be extremely exhausting, but I love it.“DDiane Maxwell is buying controller for womens wear for a home shopping catalogue company. She says that, despite the hard work, he
8、r job remains varied and satisfying. “Ive gained a huge range of skills with the company in all kinds of fields, both through formal courses and by means of on-the-job training. The scope of the buying role is extremely broad. Its not just about the product. The focus of the job is on producing a pr
9、ofitable range and that requires extensive business knowledge.“EJan Shaw is personnel director of a supermarket. She says, “What we really want to do in our company is take on people with a real interest in trade rather than managers who only want to complete a job as fast as possible. Our new gradu
10、ate recruitment programme aims to do exactly that. The induction programme introduces all aspects of working for our company, giving early responsibility and first-hand experience of the companys working culture. Career development within the company is based on general management skills rather than
11、 pecialisation, so whatever department they are in, employees will focus on similar aims./（分数：8.00）(1).The way this market operates has been transformed.（分数：1.00）填空项 1:_(2).New employees are given an overview of how the company works.（分数：1.00）填空项 1:_(3).Ive increased my business expertise since join
12、ing the company.（分数：1.00）填空项 1:_(4).I enjoy working in retail more than in my former job.（分数：1.00）填空项 1:_(5).Working closely with other people is an important feature of this job.（分数：1.00）填空项 1:_(6).Company training is organised so that all staff share common goals.（分数：1.00）填空项 1:_(7).I need to keep
13、 up to date with developments in my field.（分数：1.00）填空项 1:_(8).My business would like to employ only people genuinely committed to a career in retailing.（分数：1.00）填空项 1:_三、PART TWO(总题数：1，分数：6.00)REFERENCES CANNOT ALWAYS BE TRUSTED BYPOTENTIAL EMPLOYERSDull, but reliable, will make a good parent - so s
14、aid a head teachers reference which I was once sent for a school-leaver. (0) HMost references are unreliable, although recruiters usually ask for them. Few ask for character references today, as these have proved useless. (9) However, these cannot always be trusted. A few may be biased. (10) This ca
15、n also occur if there has been friction between boss and subordinate over personal or business matters.On the other hand, there can also be positive bias. An employer who wants to get rid of someone may fail to mention any relevant failings or even give a glowing report to help the individual go qui
16、ckly. (11) But if they do, the law in Britain says they owe a duty of care to both the employer to whom it is supplied and to the individual to whom it refers.Most written references are unreliable because they are not specific enough. So how do you, and a potential employer, ensure that any referen
17、ce given on your behalf is genuinely helpful? (12) Employers normally expect two: one, your immediate superior in your current or most recent job; the other, your boss in the post before, so long as it was in the last five years or so. For a senior post, more may be required.For their part, no prosp
18、ective employer should approach your current employer until you have an offer subject to references and you have given permission. (13) Once you get the offer, and before giving permission to make contact, tell your boss and explain that the prospective employer will be asking for a reference. Do th
19、is face-to-face and during the meeting describe the job for which you have applied. If you can provide a job description or the relevant job advertisements, even better. (14) Even if your referee does express some doubts about your fitness for the post, dont worry, employers often prefer to back the
20、ir own judgement. A. It would also be wrong for anyone to contact your penultimate firm before then because word may reach your current employer on the grapevine. B. In fact, employers do not have to give references at all. C. These might include your bosss immediate senior and someone at the same l
21、evel as your boss who is familiar with your work. D. Your boss can then match the reference needs to the needs of the job. E. What they seek are references from previous employers. F. Some managers think it an act of disloyalty if an employee applies for a job elsewhere and will give poor references
22、 or only weak praise. G. Firstly, as an employee, make sure you choose the right referees. H. It amused me at the time, but said more about the referee than the candidat（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)The ability to negotiate successfully, to reach agree
23、ments with other people or parties, is a key skill in any business. This negotiation could be with a buyer or seller and it almost always involves an element of compromise. But, when entering negotiations, you should always keep in mind that it is almost impossible to negotiate and make agreements s
24、uccessfully if you think you cant afford to lose or walk away from what is on offer. This will result in your avoiding asking for anything more than what you think the other side will give without a dispute. You become a passive observer, with the other side dictating the terms.In most negotiations
25、one side has more to offer than the other and proper planning can help minimise the effects of this imbalance. Decide on set limits for what you can offer before negotiations begin. There are always advantages you can offer the other side, and you clearly have benefits they want or need or they woul
26、d not be negotiating with you. In fact, the buyer or seller often wants you more than you think, so it is to your advantage to try and see things from their point of view. The better you know their real needs or wants - not just the ones they have told you - the more successful you will be, and the
27、less likely you are to fall into the trap of giving them more than you really need to.But it is also true that a concession they really need or will value from you wont cost you as much as it benefits them, and yet may still leave you with everything you want. If you know the other side must reach a
28、greement on a deal by a certain date for financial reasons, your willingness to comply with that date could be worth a great deal of money to them, without costing you much, if anything at all. It is up to you to find out what the other side really needs.Untrained negotiators often allow their feeli
29、ngs to become too involved and they may take each rejection of a proposal as personal rejection. So they become angry with the other person, or blame them for failing to reach an agreement. While it is important to be yourself and, on occasion, not be afraid to express how you honestly feel, it is i
30、mportant to judge carefully when to do this. It is particularly important to maintain a polite and friendly personal relationship when you are facing a difficult negotiation, but keeping negative personal feelings out of negotiation doesnt mean hiding your personality.Think carefully about your nego
31、tiation schedule. Take breaks, particularly during times when you cannot agree over a particular point. But if you have to continue the negotiation on another day, make it soon, and keep the momentum of the negotiations. As long as you are still talking and meeting, you build rapport with the other
32、party; learn more about what they need and ensure that your company is the one most likely to make the deal. This may require both patience and perseverance - but patience pays!To win a negotiation then, means that neither side should feel that they have lost. You should know what you can offer the
33、other side and know exactly what they want. If you have done everything you can and the deal remains outside the limits you have defined for yourself beforehand, then walk away from it. Either way, youre a winner!（分数：6.00）(1).What does the writer advise us to remember when we start negotiations?（分数：
34、1.00）A.You should not ask for too much.B.You shouldnt feel you have to accept the proposed deal.C.It is better not to be too aggressive in negotiations.D.You should have many different offers ready.(2).Why does the writer suggest that you put yourself in the other sides position?（分数：1.00）A.because t
35、hey may have lied about what they wantB.in order to avoid being trapped into making a deal you cannot changeC.because it is likely that they have more to offer than you doD.in order to be able to see your real value to them(3).The writer says that one advantage of making a concession to the other si
36、de is that（分数：1.00）A.you will be able to get something from them in return.B.it will please them without any inconvenience to you.C.the other party will be more willing to meet deadlines.D.you will make more money on the deal.(4).The writer feels that expressing personal feelings（分数：1.00）A.is especi
37、ally beneficial when negotiations are going badly.B.may result in bad decisions being made.C.often leads to anger during negotiations.D.may be positive at certain times.(5).What advice does the writer give concerning the negotiating schedule?（分数：1.00）A.Use breaks to discover more about the other par
38、tys needs.B.If serious disagreement occurs, postpone the meeting until another day.C.Dont lose the rhythm of the discussions.D.Continue the meeting until you reach an agreement.(6).What important piece of general advice is given in the article as a whole?（分数：1.00）A.Find out about the personalities o
39、f the people you will be negotiating with.B.When negotiating, be prepared to offer more than you originally planned.C.You shouldnt worry if negotiations break down.D.Do not allow your personality to intrude on negotiations.五、PART FOUR(总题数：1，分数：10.00)Business and the environmentThese days in business
40、, people have to face many challenging questions when designing , and implementing new projects in undeveloped areas of the countryside. One issue which has to be faced is whether it is possible to introduce new technology without destroying the local environment.Economic (21) and environmental cons
41、ervation are often seen as natural enemies. It is unfortunate that in the past this has often been true, and it has been necessary to choose between (22) the project or protecting the environment. However, by taking environmental considerations (23) at an early stage in a project, companies can sign
42、ificantly reduce any impact on local plants and animals.For example, in southern Africa, a company called CEL was asked to put up 410 km of a power transmission line without disturbing the rare birds which inhabit that area. The project was carried out with (24) disturbance last summer. What may sur
43、prise many business people is the fact that this consideration for local wildlife did not in any way (25) down the project. Indeed, the necessary advance planning (26) with local knowledge and advanced technology, (27) that the project was actually completed ahead of schedule. CEL was contracted to
44、finish the job by October and (28) to do so two months earlier.CEL is one of those companies which is (29) to the principle of environmental conservation. Many other companies have yet to be (30) of the importance of balancing the needs of people with those of the environment. However, it may be the
45、 only realistic way forward.（分数：10.00）A.developmentB.progressionC.riseD.increaseA.runningB.dealingC.controllingD.leadingA.deeplyB.gravelyC.seriouslyD.severelyA.bareB.smallestC.leastD.minimalA.turnB.slowC.speedD.holdA.tiedB.combinedC.addedD.relatedA.ledB.causedC.resultedD.meantA.managedB.succeededC.a
46、chievedD.fulfilledA.promisedB.persuadedC.convictedD.committedA.arguedB.convincedC.urgedD.impressed六、PART FIVE(总题数：1，分数：10.00)Services and utilities in NewtownIn Newtown there are: branch offices of 48 banks, more (31) 100 registered legal and commercial law offices, four important insurance companie
47、s, and a branch office of the International Business Bank. The telephone service (32) recently been improved by the installation of a new digital system, so businesses will experience (33) difficulty in obtaining telephone lines. The city has excellent resources to meet all travel requirements. Gate
48、way International Airport is within 20 km (34) the centre. The train station has both intercity and local services, and express routes run from the coach station (35) is not far away. Newtown Business Information Service, located in the centre of the city, offers (36) range of services to match the
49、needs of businesses. Advice on location, recruitment and marketing is available, in addition (37) highly qualified and experienced translators and interpreters. The International Business Exhibition Centre is the largest (38) best equipped in the country. Approximately 50 specialized international trade fairs are held
