1、剑桥商务英语高级-134 及答案解析(总分：30.00，做题时间：90 分钟)一、BLISTENING/B(总题数：0，分数：0.00)二、BPART ONE/B(总题数：1，分数：12.00) As you listen, for questions 1-12, complete the notes, using up to three words or a number.Expanding Distribution Channels1. Retail and _ is one kind of distribution channels.2. Many retailers are const
2、antly targeting on _.3. Better pricing and _ can offset cost and turn a tidy profit.4. The wholesalers buy _ and often have transportation networks in place.5. Attending _ related to your product category helps to find reps for wholesalers.Direct Distribution6. Direct mail pieces include flyers, pos
3、tcards, brochures and _.7. Internet sales are booming because more users gaining _ Internet access.8. eBay and Amazon provide quick self-signup options and _ are not necessary.Global Distribution9. China, India and the _ have nearly 45 percent of world population combined.10. Patience and dedication
4、 are needed to solve _.11. One can find help through international _ and trade partners.12. On the website export, gov one can find resources which support _. （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:_三、BPART TWO/B(总题数：2，分数：10.00) For each extract,
5、 there are two tasks. For Task One, choose the cause of the trouble from the list A-H. For Task Two, choose the solutions they applied from the list A-H. Task OneCause of Trouble For questions 13-17, match the extracts with the business trouble, listed A-H. For each extract, choose the cause of trou
6、ble stated. Write one letter (A-H) next to the number extract.A weak sales performanceB tight financial budget to offer discounts to buyersC low-cost of new mediumD big mistakes in business analysisE the popularity of InternetF illegal operation of the companyG imbalance between work and customers r
7、esponsibilitiesH indifferent customers （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:_Task TwoSolutions For questions 18-22, match the extracts with the solution given by the speaker, listed A-H. For each question, choose the solutio
8、n they gave. Write one letter (A-H) next to the number extract.A sign long-time contract with a manufacturerB launch sales promotes and win back the customersC find a manufacturer who wants to offer serviceD launch an e-commerce siteE visit all his customers during work timeF attack the competitors
9、by new productsG hire assistanceH embark on new business analysis（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:_四、BPART THREE/B(总题数：1，分数：8.00) For each question 23-30, mark one letter A, B or C for the correct answer.（分数：8.00）(1).Wha
10、t can we learn from the marketing report? A. Celebrity endorsements are not popular in advertising. B. 20 percent of all ads today use celebrities. C. Smaller businesses can not afford using celebrity spokespersons.（分数：1.00）A.B.C.D.(2).How does a company find the right spokesperson? A. Celebrities h
11、ave to be major national names. B. Local and regional “celebrities“ can also help our small business. C. Small business should not find a celebrity.（分数：1.00）A.B.C.D.(3).What kind of advertisements in which a celebrity can appear are not mentioned? A. Television, radio. B. Internet. C. Product packag
12、e.（分数：1.00）A.B.C.D.(4).According to the conversation, a celebrity will not A. make personal appearances on charity grand openings B. be fund-raiser for the company C. speak on your behalf at press conferences（分数：1.00）A.B.C.D.(5).Professional agencies that specialize in booking celebrity can A. defin
13、e what they expect from the partnership with the spokesperson B. make a plan and clarify your needs and expectations C. help you assess your needs of the celebrities（分数：1.00）A.B.C.D.(6).The Fame Index can help companies find a celebrity because A. the Fame Index contains the names of 10,000 stars B.
14、 the Fame Index uses 250 categories to match talents to businesses and products C. the Fame Index is an agency which can help contact celebrities（分数：1.00）A.B.C.D.(7).What is right about the cost and contact with a celebrity? A. Talent fees and celebrity endorsements will be different accordingly. B.
15、 All companies should hire a national star. C. Contacting talent is not an easy job to do as we might think.（分数：1.00）A.B.C.D.(8).What suggestion is not mentioned about hiring celebrity as spokesperson? A. Superstar may not be out of your reach or budget. B. Big stars are better than local celebritie
16、s or athletes in advertising. C. Avoid celebrity with negative press or involved in a scandal.（分数：1.00）A.B.C.D.剑桥商务英语高级-134 答案解析(总分：30.00，做题时间：90 分钟)一、BLISTENING/B(总题数：0，分数：0.00)二、BPART ONE/B(总题数：1，分数：12.00) As you listen, for questions 1-12, complete the notes, using up to three words or a number.E
17、xpanding Distribution Channels1. Retail and _ is one kind of distribution channels.2. Many retailers are constantly targeting on _.3. Better pricing and _ can offset cost and turn a tidy profit.4. The wholesalers buy _ and often have transportation networks in place.5. Attending _ related to your pr
18、oduct category helps to find reps for wholesalers.Direct Distribution6. Direct mail pieces include flyers, postcards, brochures and _.7. Internet sales are booming because more users gaining _ Internet access.8. eBay and Amazon provide quick self-signup options and _ are not necessary.Global Distrib
19、ution9. China, India and the _ have nearly 45 percent of world population combined.10. Patience and dedication are needed to solve _.11. One can find help through international _ and trade partners.12. On the website export, gov one can find resources which support _. （分数：12.00）填空项 1:_ （正确答案：WHOLESA
20、LE）解析：解析 1-12 Hello, everybody, I am director of Export. gov. Today I am going to talk about Expanding Distribution Channels. As we all know, adding new distribution venues can boost your bottom line, diversify your business and increase brand awareness. Some distribution channels to consider includ
21、e: 1. Focus on Retail and wholesale. 2. Dont overlook direct marketing. 3. Go where your buyers go. Many retailers are constantly on the lookout for new products. Department stores and specialty retailers have significant shelf space to fill. And even though they take a cut of each sale, you can off
22、set that cost and turn a tidy profit with better pricing and sales volume. Working with a wholesaler provides a similar set of advantages. Plus, they buy in bulk and often have transportation networks in place. Cheek out the National Association of Wholesaler-Distributors to find a wholesaler in you
23、r industry. To find reps for wholesalers, you can attend trade shows related to your product category. You can also outsource the legwork with a retail fulfillment service, distribution specialist or product marketing firm. Alternatively, an independent sales representative can be found through the
24、Manufacturers Agents National Association (MANA). Go direct Direct marketing methods can expand the reach of just about any venture, especially a small business that has saturated a local market. Direct mail pieces such as flyers, postcards, brochures and catalogs allow companies to grow beyond thei
25、r state or region and can even help achieve national exposure. Telemarketing can also provide broad reach. All these methods require an initial investment, but many specialized marketing firms are ready to launch a campaign with minimal lead time. Just make sure to carefully track your ROI. Internet
26、 sales continue to grow, with more users gaining high-speed Internet access and the overall comfort level with e-commerce growing every year. Shopping sites like eBay and Amazon provide good examples of quick self-signup options and require no programming skills. Go global The U. S. has less than 5
27、percent of the worlds population. China, India and the European Union have nearly 45 percent combined. Any international sales effort will require the patience and dedication to navigate through government restrictions, but high profit margins can make it worthwhile. Help is available through intern
28、ational commerce consultants and trade partners, both of which can be found at trade shows and export events. Websites such as Export. gov offer resources dedicated to supporting potential exporters, including a list of international trade events. For more information, please feel free to contact us
29、 through email. 1. 本题与 Test1 第二题类似，原文 include 后出现很多项目，本题只考察了一项。填空项 1:_ （正确答案：NEW PRODUCTS）解析：原文“Many retailers are constantly on the lookout for new products”，“lookout”指监视、关注。在问题中被替换为“target on”。填空项 1:_ （正确答案：SALES VOLUME）解析：原文用了 with，这里要注意句子结构的变化，全面把握句子含义。填空项 1:_ （正确答案：IN BULK）解析：填空项 1:_ （正确答案：TRAD
30、E SHOWS）解析：填空项 1:_ （正确答案：CATALOGS）解析：填空项 1:_ （正确答案：HIGH-SPEED）解析：填空项 1:_ （正确答案：PROGRAMMING SKILLS）解析：注意标定核心词汇，即“key words”，这些关键词汇是题目的题眼和表述对象，本题的表述对象是“eBay and Amazon”，另外还要注意句式的变化。填空项 1:_ （正确答案：EUROPEAN UNION）解析：填空项 1:_ （正确答案：GOVERNMENT RESTRICTION）解析：题干用了“solve”代替原文比较正式的词汇“navigate through”，要注意理解含义。
31、填空项 1:_ （正确答案：COMERCE CONSULTANTS）解析：填空项 1:_ （正确答案：POTENTIAL EXPORTERS）解析：三、BPART TWO/B(总题数：2，分数：10.00) For each extract, there are two tasks. For Task One, choose the cause of the trouble from the list A-H. For Task Two, choose the solutions they applied from the list A-H. Task OneCause of Trouble
32、For questions 13-17, match the extracts with the business trouble, listed A-H. For each extract, choose the cause of trouble stated. Write one letter (A-H) next to the number extract.A weak sales performanceB tight financial budget to offer discounts to buyersC low-cost of new mediumD big mistakes i
33、n business analysisE the popularity of InternetF illegal operation of the companyG imbalance between work and customers responsibilitiesH indifferent customers （分数：5.00）(1)._（分数：1.00）填空项 1:_ （正确答案：D）解析：解析 13-22Speaker 1Our company had invested in a new product and it ended up making heavy losses bec
34、ause a typical business analysis error had been made: historical data had been extrapolated into the future. They had misread their sales and demand.Managers have to know how to do business analysis effectively and know what they are looking for, and also draw the right conclusions from what they fi
35、nd. Everyone learns from their mistakes and the ability to use business analysis to spot errors and correct them is invaluable. The company then embarked on some new business analysis, scaled down production and attacked the market from a different segment. The product then went on to dominate its m
36、arket sector and became a highly profitable market leader.Speaker 2As a successful entrepreneur running a movie rental business in the small university town of Sackville, I was used to fluctuations in sales. However, I noticed an alarming downward trend in sales volume while reviewing my weekly sale
37、s figures for 2009.I was obviously concerned about this trend; I had to find a way to take it, my business was going to survive. The first reaction is making a market investigation to dig a bit deeper. I realized it was primarily due to the ability to legally and illegally acquire movie content from
38、 the Internet. As most of my customers were students, they could easily shift to the other mediums, leaving me out in the cold. Now I know the reason, it became easier for me to launch sales promotions later to draw back my customers.Speaker 3Customers were very warm and receptive but the business l
39、ike supermarkets, chain stores were not at all receptive. They wanted to know what they would get by purchasing the product, i.e. special discounts, coupons for their customers, etc. I could not make the product and sell it and be cost-effective. I spoke to dozens of manufacturers and none could be
40、competitive because I have no enough money to buy in bulk. I finally found a manufacturer that believed in my products and was willing to manufacture the line making little to no money in the hopes that one day I would be a big player and I would return the favor.Speaker 4Today, the business landsca
41、pe has changed. Competition in the mail order industry has intensified. The advent of the Internet has given consumers another medium of choice for shopping. Amidst all these changes, my company cannot remain at the top of her game. We realized that the Internet would be a popular way to shop. In 20
42、02, the company launched a completely redesigned e-commerce site that provides users with greater functionality, ease of use, and sophisticated merchandising capabilities. Since then, we have invested in a state-of-the-art site that features all of our 6,000 products. Today, Internet orders comprise
43、 about 21 percent of total orders. I have successfully steered my company to embrace the Web and we are continuing our efforts to shift more of our business online.Speaker 5I spread about the services soon after I have my own company. I was then doing 3 or 4 clients. However, I was faced with the di
44、fficulty in balancing my work with the responsibility to my customers. I know that what was happening was that I couldnt get to all of them during my work time. Sometimes in the morning, it was taking me too long to get through them and I didnt want to be late for my job. So what I started to do was
45、 that I hired a retired old guy who used to come in the middle of the day and come to help me with my jobsbefore work and after work. Right now, our service is throughout the state of New Jersey.(2)._（分数：1.00）填空项 1:_ （正确答案：A）解析：对于原文“an alarming downward trend in sales volume”的正确理解，其实就是销售表现不佳，即“weak
46、sales performance”。(3)._（分数：1.00）填空项 1:_ （正确答案：B）解析：(4)._（分数：1.00）填空项 1:_ （正确答案：E）解析：如文中所述，“The advent of the Internet”导致了企业不能“remain at the top of her game”，所以选 E。(5)._（分数：1.00）填空项 1:_ （正确答案：G）解析：Task TwoSolutions For questions 18-22, match the extracts with the solution given by the speaker, listed A-H. For each question, choose the solution they gave. Write one letter (A-H) next to the number extract.A sign long
