1、剑桥商务英语高级-93 及答案解析(总分：99.00，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)APeople enjoy doing business with people they like, according to Katherine Grice, a senior associate at Impact Factory, a communications training company. “Take time to ask about children, partners, clients, holid
2、ays and so forth. Rapport is like the WD40 of business-it smoothes the way.“ If you want to call the shots at work, try to establish a close rapport with your fellows first since . Building rapport in your workplace is essential because people like to say “yes“ to those they like and a solid, long-t
3、erm foundation is more effective than a spritz of quick-fix charm.B Trakey Richards, a senior consultant at PTP, a training company, believes that most people want to be liked but would be better off being respected= “People assume that being popular means being more influential, but respect is more
4、 important. Most people think about how other people see them and adapt their message, their delivery and their body language to making other people think well of them. rather than concentrating on the message on the table.“ He also thinks that one will build leadership while building respect and tr
5、ust.CThe degree to which you listen to other people will have a significant effect on your power to influence people, Brian Leggett, Professor of Managing People in Organisations at IESE business school, said in his book Developing Your Persuasive Edge. “Without listening to our audience, it is diff
6、icult to match our message with their needs,“ he wrote. According to Brian Leggett, “Listen not just to what is being said, but to what is not being said. Listening will help a person to discover what motivates people; then he or she can then use this information.“DThe way you look and act makes a b
7、ig difference, according to Professor Johnson. “Delivery is very much tied up with non-verbal communication and style. There is no one style that is appropriate for all occasions. “ It is possible to adapt your style to suit particular circumstances, but it is not always a good idea. “If you are not
8、 working from a principle-centred set of beliefs, style-change can be dangerous. For it emphasises uncertainty.“EGuide. do not dictate or manipulate. Show people where you want them to go, but let them work out the path themselves, Kevin Carroll, the author of The Red Rubber Ball at Work, said. “Nev
9、er be heavy-handed You are directing people, but then you have to . allow them enough freedom to figure out their own process. If you abuse your influence, it might work for a period but it will be short-lived because people will resent the way that you are doing it,“ he said.（分数：8.00）(1).To earn pe
10、oples respect is very important for one who wants to demonstrate his influence and to become a leader.（分数：1.00）填空项 1:_(2).Being an influent person does not mean to control people to ones advantage unfairly or dishonestly.（分数：1.00）填空项 1:_(3).A friendly relationship is very important to enhance ones i
11、nfluence on people at work.（分数：1.00）填空项 1:_(4).One should open his ears if he wants to become more influential.（分数：1.00）填空项 1:_(5).It is important for a person to deliver and keep a mature style on business occasions.（分数：1.00）填空项 1:_(6).To be a good listener is important to the leadership.（分数：1.00）填
12、空项 1:_(7).Directing people and letting them work out the results on their own initiation is more important than giving their orders and rules.（分数：1.00）填空项 1:_(8).Popularity may in some way enhance peoples leadership, but winning trust and respect is more important.（分数：1.00）填空项 1:_三、PART TWO(总题数：1，分数
13、：6.00)AdvertisingThe primary function of advertising is to communicate marketing objectives to selected target audience. It is used to accomplish a number of tasks, using different media vehicles, reaching diverse audience, and gaining interest with a number of creative approaches. However, despite
14、the seemingly endless channels for utilizing advertising, it is basically a marketing communication tool. When we examine unsuccessful advertising campaigns, we often find that advertising was used to accomplish inappropriate tasks. Successful advertising must be oriented to specific objective.Effec
15、tive advertising is an extension of basic marketing plans and is derived from it. However, advertising goals are not the same as marketing goals. The marketing staff sets the marketing goals or objectives. (9) It also determines how these resources will be distributed to specific target markets and
16、what sales objective can be expected over time and geography.Advertising goals are communication objectives designed to reach the target audience with the appropriate message. Ad. goals are based on marketing objectives, but they are not the same as marketing goals.Note that advertising goals are ba
17、sed on improving communication and consumer attitudes toward a product. (10) Obviously, even sophisticated corporations often confuse marketing and advertising goals.Advertising is the communication arm of the marketing process. (11) Advertising has many roles. It is designed to dispose a person to
18、buy a product, to change minds, or even to advocate less consuming (“demarketing“). (12) Most advertising, however, is for the marketing of goods and services.Advertising is also the everyday culture of virtually every American. It is estimated that the average person sees or hears as many as 1,200
19、ads and commercials each day. (13) It mirrors this environment and also brings about subtle changes in the behaviour of the publics that uses it. It is no wonder that advertising is one of the most scrutinized of all business enterprises.(14) Advertisers are viewed in many ways by the public they se
20、rve. Manufacturers are asking for more tangible evidence of advertisings role in the selling process, and the media are constantly seeking higher advertising rates to cover spiritual expenses. At the same time, the audiences that advertisers seek are becoming even more fragmented. Consumers, despite
21、 seemingly fascinated with advertisings creative process, tend to become more cynical and disbelieving about its claims. A. It is a method of delivering a message from a sponsor, through a formal communication channel, to a desired audience. B. It may be used to help elect a candidate, raise money f
22、or charity, or support a cause. C. The marketing department decides how to allocate resources to various tasks, including advertising. D. Advertising is part of the social, cultural, and business environment. E. Today, advertising is functioning in a changing economic and social climate. F. It is in
23、teresting to note that a survey indicated that a majority of companies wanted to measure advertising success based on sales. G. Before we can determine advertising objectives, it is advisable to distinguish between marketing and advertising goals. H. Were now living in an advertising ag（分数：6.00）填空项
24、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)An incredible opportunity for real estate investors is investing in foreclosure. Foreclosed homes repeatedly sell at deep discounts; which provides buyers a straightforward opportunity to profit. Because foreclosed homes are often high
25、ly discounted, they can be purchased and sold with a large return. Homes that are facing or have vanished by way of foreclosure often meet the investing goals of both the long term investor and the investor that plans to flip the property.Plainly stated, a foreclosed property is one that has been re
26、possessed by the lender for non-disbursement of the mortgage. Since the majority mortgages are collateralised by the actual property, a dwelling that has gone through foreclosure has re-claimed by the bank. There are a lot of things that occur all through this progression, and depending on which sta
27、tus the residence is located, the procedure can actually take numerous months. As a consequence of the difficulty of the process as well as the length and the cost for both the bank and homeowner, there exists a chance for investors to arbitrate and help both parties in the circumstances.Throughout
28、the period previous to a home is officially repossessed by the bank, the real estate investor may have an opportunity to jump in. Throughout this preforeclosure time, the bank is actively taking steps to eject the property owner and take back the house. For the duration of this time, the homeowners
29、are in the situation that they are no longer making payments to the bank and at jeopardy of losing their credit rating, their dwelling, and even their pride. Throughout these periods, an investor can choose to intervene and buy the habitat at a discounted rate from the homeowner. Depending on the si
30、tuation, the investor could be able to purchase the house for less than is owed on it (short sale) which presents an important occasion.As mentioned before, the preforeclosure process may last many months. Nonetheless, if a declaration is not met involving the bank and landholder or a likely investo
31、r, the route ends with the bank placing the house up for community public sale.The last step in a foreclosed habitat is when the regional sheriff comes to provide the eviction notice and paste the public sale notice on the front door. At that point forward, the dwelling is officially foreclosed.Thou
32、gh it is much more challenging, after a habitat is foreclosed upon, it may well be bought at a discount at community sale. Although these auctions there are certainly deals to be had. However, it is important to realise that if the smallest bid is not met, the bank that owns the property could opt t
33、o get it back. In addition, at open public sale, you are competing with a number of additional investors so you may well not get as high-quality of a contract as you would have previously. All in all though, investing in foreclosed homes can be a grand way to profit.（分数：6.00）(1).In the first paragra
34、ph, the word “foreclose“ here is similar to（分数：1.00）A.rejectB.controlC.preventD.disqualify(2).Which of the following statements can correctly define a foreclosed property?（分数：1.00）A.Foreclosed properties are those that have been repossessed by the bank for non-disbursement of the mortgage.B.Foreclos
35、ed properties are those properties that have been claimed by investors for nondisbursement of the mortgage.C.A foreclosed property is one that has been repossessed by the owner by paying off the mortgage.D.A foreclosed property is one that property investors are competing to obtain for profits at an
36、 public auction.(3).Who is the legitimate owner of a foreclosed property?（分数：1.00）A.the first-hand property ownerB.the bankC.the investor who succeeds in the bidD.the auctioneer(4).A property is officially foreclosed（分数：1.00）A.when the bank takes steps to take it back.B.when an investor intervenes a
37、nd shows a strong desire to buy it.C.when the public sale is held.D.when the government evicts it by putting up a sale notice on its door.(5).The following statements about this article are correct except（分数：1.00）A.foreclosed properties cannot be promptly go into a sales market when it is officially
38、 foreclosed.B.property investors can always own a foreclosed property from the former property owner at a sales market.C.investors cannot always get a satisfactory contract from the foreclosed property as they wish.D.investing in foreclosed properties may become highly profitabl(6).Which of the foll
39、owing would be the most suitable title for the article?（分数：1.00）A.Profiting from foreclosureB.An opportunity for investment in real estateC.The Procedures of property foreclosureD.Investing in foreclosed properties五、PART FOUR(总题数：1，分数：10.00)The Present Recession Affects Women More Than MenIf men wer
40、e the first to lose their jobs in the heart of the economic crisis in the United States, a study now shows a trend, women, (21) mothers today, are suffering the collateral effects, while the American economy is back on the road to growth.According to a report by the Joint Economic Committee of Ameri
41、can Congress, American men were the most affected at the beginning of the crisis as over- (22) in most key sectors such as building and industry. Today, they are finding jobs, unlike women and especially single mothers. Between October 2009 and March 2010, women have lost 22,000 jobs while men have
42、found 260,000 jobs, a (23) by that Committee. According to the chairwoman of this Committee, Democrat Carolyn Maloney, the conclusions of the survey show that single women were particularly affected, with an (24) rate that (25) from 8 percent to 13.6 percent between the year 2007 to 2009.(26) one th
43、ird of jobs destroyed during the current recession were (27) by women, said Ms. Maloney. For example, it was discovered that during (28) recessions, this percentage was lower: Women have been affected by 15 percent of job losses during the recession of 2001. While women are losing more jobs, their f
44、amilies are more (29) on women incomes, said Carolyn Maloney.In 2009, 3.3 million women worked part time for (30) reasons, the report said. Either because they had not found a full-time employment or their working hours had been reduced to part time.So lets all hope that this trend will change soon
45、and that the economy gets better soon in America for women as well as for men.（分数：10.00）A.otherwiseB.especiallyC.likeD.particularlyA.affectedB.whelmingC.indulgingD.indulgedA.committeeB.findingC.findD.studyA.unemploymentB.employmentC.unemployedD.employedA.risedB.arousedC.roseD.climbedA.FinallyB.YetC.
46、ThroughoutD.OverallA.OccupyingB.holdC.OccupiedD.occupyedA.previousB.lastC.passedD.pastA.relyingB.dependingC.dependentD.reliableA.economicB.economicalC.financialD.living六、PART FIVE(总题数：1，分数：10.00)Some Knowledge about Human Resources ManagementThe Human Resources Management (HRM) function includes a v
47、ariety of activities, and the key them is deciding what staffing needs you have and whether to use independent contractors or hire employees to fill these needs, recruiting and training the best employees, ensuring they are high performers, dealing (31) performance issues, and ensuring that your per
48、sonnel and management practices conform (32) various regulations. Activities also include managing your approach (33) employee benefits and compensation, employee records and personnel policies. Usually small businesses (for-profit or nonprofit) have to carry out these activities themselves because
49、they cant yet afford part-time or full-time help. (34) they should always ensure that employees have and are aware (35) personnel policies which conform to current regulations. These policies are often in the (36) of employee manuals, which all employees have.Note (37) some people distinguish a difference between HRM (a major management activ
