1、BEC商务英语（高级）听力模拟试卷 117及答案与解析 一、 PART ONE 0 You will hear a speaker addressing a group of investors attending a seminar to learn about problems facing potential exporters. As you listen, for questions 1-12, complete the notes, using up to three words or a number. After you have listened once, replay t
2、he recording. PROBLEMS FACING POTENTIAL EXPORTERS 【 L1】 In order to be successful, a firm must clearly_, objectives and potential problems. 【 L2】 If a company doesnt have some expertise and_, it may not be able to enter the first step. 【 L3】 Initial difficulties and_are often failed by the top manag
3、ement. 【 L4】 Compared with the domestic market, it is time-consuming and tiresome to establish a firm in a_. 【 L5】 The benefits would at last outweigh the investment, if a good foundation is laid for_. 【 L6】 The reason why_act more independently is that the overseas communications and transportation
4、 is more difficult than their counterparts at home_. 【 L7】 It is not easy to account for a new foreign market, and foreign customers have a large part to rely on the_. 【 L8】 The difficulty for the new exporter is the neglect of the_at the time that the domestic market booms. 【 L9】 Many companies are
5、 reluctant to improve their products to meet the regulations of_of other countries. 【 L10】 If exporters expect distributing agents to have a better performance, they must locate _permanently in the local regions. 【 L11】 The distributor and the domestic counterparts should be treated_. 【 L12】 In gene
6、ral,_is needed for success in using the combination of marketing techniques. 1 【 L1】 2 【 L2】 3 【 L3】 4 【 L4】 5 【 L5】 6 【 L6】 7 【 L7】 8 【 L8】 9 【 L9】 10 【 L10】 11 【 L11】 12 【 L12】 二、 PART TWO 12 You will hear five recordings. For each extract, there are two tasks. For Task One, choose what is mainly
7、talked about from the list A-H. For Task Two, decide what do they do from the list A-H. After you have listened once, replay the recording. Task One-What is mainly talked about For questions 13-17, match the extracts with the main idea, listed A-H. For each extract, decide what is mainly talked abou
8、t. Write one letter(A-H)next to the number of the extract. A to ask for a pay raise B experience share in customer service C the notice of welcoming a new employee D the automation of the production process company E assuming the position of assistant product manager F the creation of the sales fore
9、cast G the extension of contract and more sales activities H the creation of healthy corporate culture 13 _ 14 _ 15 _ 16 _ 17 _ 17 Task Two-What do they do For questions 18-22, match the extract with what they do, listed A-H. For each extract, choose what do they do. Write one letter(A-H)next to the
10、 number of the extract. A a human resources manager B a wholesaler C a software engineer D an employee in customer service department E an assistant product manager F a finance manager G a sales manager H an investment consultant 18 _ 19 _ 20 _ 21 _ 22 _ 三、 PART THREE 22 You will hear two persons ar
11、e exchanging their views about the democracy in the company. For each question(23-30), mark one letter(A, B or C)for the correct answer. After you have listened once, replay the recording. 23 What is the main reason causing Henry Fords assembly line to collapse? （ A） Being lack of democracy and too
12、autocratic （ B） Being holding back by the obsolete business systems （ C） Something related with bureaucratic structures 24 Which description is right about the genuine democracy introduced in the company? （ A） Six counselors are permanent chief executives anyway. （ B） Every manager gets points from
13、one to a hundred from his staff, anonymously. （ C） One long-serving manager need not be appraised. 25 The staff are very realistic about choosing future bosses because （ A） the working staff are concerned about the financial success of the factory. （ B） the boss from the outside doesnt get a clue ab
14、out the situation in the factory. （ C） the boss will control their freedom in the factory. 26 Which of the following description is true about the organisation? （ A） The organisation now consists of six concentric circles. （ B） The inner circle consists of three vice-presidents. （ C） A second circle
15、 consists of up to 10 leaders of the business units. 27 What is the major question people have teen asking about the Semco experiment? （ A） Whether the experiment is transferable （ B） Whether the staff can have experience （ C） Whether the experiment is viable anywhere 28 Why must they take Semco ser
16、iously? （ A） Because a company that can survive over a decade of Brazils inflation cant just be neglected （ B） Because transferring the model has much hope of success （ C） Because the companies can together share the fruits of the success 29 Why doesnt transferring the Semco model to a large corpora
17、tion have much hope of success? （ A） Because General Motors doesnt have the democratic organisations in the company （ B） Because giving up control would spread the information out in the open （ C） Because the model has not been popular in the large companies 30 According to Charles, will the democra
18、tic method be popularly practiced in the west? （ A） No, the people of the Western capitalism are not as civilized as we think. （ B） Yes, a few smaller companies have tried to directly copy the democratic method. （ C） No, people are not exactly willing to subject themselves to scrutiny by their subor
19、dinate. BEC商务英语（高级）听力模拟试卷 117答案与解析 一、 PART ONE 0 【听力原文】 You will hear a speaker addressing a group of investors attending a seminar to learn about problems facing potential exporters. As you listen, for questions 1 to 12, complete the notes using up to three words or a number. After you have listene
20、d once, replay the recording. You now have 45 seconds to read through the questions. pause Now listen, and complete the notes. pause Man: Good morning, ladies and gentlemen. Im honoured to have this opportunity to talk to you. My name is Tony Brown, and Im Chief Executive of the Marketing Research.
21、Many firms fail because when they begin exporting they have not researched the target markets or developed ah international marketing plan. To be successful, a firm must clearly define goals, objectives and potential problems. Secondly, it must develop a definitive plan to accomplish its objective,
22、regardless of the problems involved. Unless the firm is fortunate enough to possess a staff with considerable expertise, it may not be able to take this Grucial first step without qualified outside guidance. Often top management is not committed enough to overcome the initial difficulties and financ
23、ial requirements of exporting. It can often take more time and effort to establish a firm in a foreign market than in the domestic one. Although the early delays and costs involved in exporting may seem difficult to justify when compared to establish domestic trade, the exporter should take a more o
24、bjective view of this process and carefully monitor international marketing efforts through these early difficulties. If a good foundation is laid for export businesses, the benefits derived should eventually outweigh the investment. Another problem area is in the selection of the foreign distributo
25、r. The complications involved in overseas communications and transportation require international distributors to act with greater independence than their domestic counterparts. Also, since a new exporters trademarks and reputation are usually unknown in the foreign market, foreign customers may buy
26、 on the strength of the distributing agents reputation. A firm should therefore conduct a thorough evaluation of the distributors facilities, the personnel handling its account, and the management methods employed. Another common difficulty for the new exporter is the neglect of the export market on
27、ce the domestic one booms: too many companies only concentrate on exporting when there is a recession. Others may refuse to modify products to meet the regulations of cultural preferences of other countries. Local safety regulations cannot be ignored by exporters. If necessary modifications are not
28、made at the factory, the distributor must make them, usually at a greater cost and probably not as satisfactorily. It should also be noted that the resulting smaller profit margin makes the account less attractive. If exporters expect distributing agents to actively promote their accounts, they must
29、 be trained, and their performance continually monitored. This requires a company marketing executive to be located permanently in the distributors geographical region. It is therefore advisable for new exporters to concentrate their efforts in a few geographical areas until there is sufficient busi
30、ness to support a company representative. The distributor should also be treated on an equal basis with domestic counterparts. For example, special discount offers, sales incentive programmes and special credit terms should be available. Considering a joint-venture or licensing agreement is another
31、option for new exporters. However, many companies still dismiss international marketing as unviable. There are a number of reasons for this. There may be import restrictions in the target market, the company may lack sufficient financial resources, or its product line may be too limited. Yet, many p
32、roducts that can compete on a national basis can be successful in the majority of world markets. In general, all that is needed for success is flexibility in using the proper combinations of marketing techniques. pause Now listen to the recording again. pause That is the end of Part One. You now hav
33、e 20 seconds to check your answers. pause 1 【正确答案】 DEFINE GOALS 【试题解析】 从录音原文中可知，一个公司要取得成功，就必须明确自己的目标，思考面临的潜在困难。 2 【正确答案】 QUALIFIED OUTSIDE GUIDANCE 【试题解析】 从录音原文中可知，如果一个公司没有专业的人员，也没有合格的外部指导，那么它不可能迈出其成功的第一步。 3 【正确答案】 FINANCIAL REQUIREMENTS 【试题解析】 从录音原文中可知，通常情况下，高层管理者没有负起足够的责任去摆脱出口最初面临的 困境，克服资金需求方面的困难。
34、 4 【正确答案】 FOREIGN MARKET 【试题解析】 从录音原文中可知。通常情况下，在国外建立公司比在国内建立公司需要花费更多的时间和精力。 5 【正确答案】 EXPORT BUSINESSES 【试题解析】 从录音原文中可知，如果出口企业奠定了良好的基础，最终获得的收益将大于最初的投入。 6 【正确答案】 INTERNATIONAL DISTRIBUTORS 【试题解析】 从录音原文中可知，海外通信和交通方面所面临的困难使得国际销售商比 国内销售商拥有更大的独立性。 7 【正确答案】 DISTRIBUTING AGENTS REPUTATION 【试题解析】 从录音原文中可知，在圈
35、外市场，一个新的出口公司的商标通常不为人熟知，名气不大，所以外国的消费者可能依靠经销商的知名度来购买产品。 8 【正确答案】 EXPORT MARKET 【试题解析】 从录音原文中可知，新出口商所面临的另一个普遍的问题是在国内市场繁荣的时候容易忽视出口市场，也就是国际市场。 9 【正确答案】 CULTURAL PREFERENCES 【试题解析】 从录音原文中可知，其他出口公司不愿意为了迎合其他国家的文化偏好而去改进其产品。 10 【正确答案】 (A)MARKETING EXECUTIVE 【试题解析】 从录音原文中可知，这就需要一家公司在销售商所在地区永久配备一名营销经理。 11 【正确答案
36、】 EQUALLY 【试题解析】 从录音原文中可知，海外的经销商应得到和国内经销商同等的待遇，就是受到同样的重视。 12 【正确答案】 FLEXIBILITY 【试题解析】 从录音原文中可知，总的来说，成功所需要的是 能够灵活运用营销技巧。 二、 PART TWO 12 【听力原文】 You will hear five recordings. For each extract, there are two tasks. Look at Task One. For each question, 13-17, decide what they are mainly talking about f
37、rom the list A H. Now look at Task Two. For each question, 18 22, decide what work each person is doing. After you have listened once, replay the recording. You have 30 seconds to read the two lists. pause Now listen, and do the two tasks. pause Man: Hello, everyone. Today we are going to talk about
38、 the sales forecast of our department we are going to create. There are some details we have to make sure. First, there are some factors that can affect our future sales: economic downturns, employee turnover, changing trends and fashions, increased competitions and etc. We have to take these factor
39、s into account and make a believable and reliable sales forecast. Secondly, all of us should feel part of achieving the sales forecast. Its a problem of attitude. Never, never take it as the managers task and act as if you have no responsibility for it. Actually, its our task and expectation. We are
40、 working and improving together. Its to everyones benefit. So I hope we should communicate well with each other. Last, on this piece of paper are your tasks. I have assigned two to three tasks to each of you. Hopefully, you will get all of them finished at the end of this month. Woman: Attention ple
41、ase. Here I am pleased to announce that a new employee, Mike, will be joining our staff starting from next week. He will assume the position of assistant product manager and report to me directly. His main responsibilities are to oversee the sales activities of our sales team, stipulate strategic sa
42、les plan, manage sales activities by means of biz opportunity identification, customer visiting, order fulfillment, customer satisfaction and etc. Our newest employee has come to us from Siemens China, where he held the position of product manager. We believe that he will be a valuable addition to o
43、ur team. Please join me in wishing our newest employee a successful career with our company. I am planning to organise some activities to welcome our new employee, and if you have any suggestions, do please send to me via e-mails. Thanks. Man: Hello, everybody. I am very pleased to share some experi
44、ence in dealing with customer service with you. Newcomers are always confused with this kind of job and sometimes you may think its really easy and need no special training at all. Actually I had this kind of opinion when I just entered into this career. However, my views have changed as time passed
45、 by. Dealing with customer service isnt as simple as dialing a number and talking to persons. On the other end, it requires a strategy. One of the primary keys to dealing with customer service is to remain calm and polite at all times. Do not, however, confuse calmness and politeness with meekness.
46、In this relationship, customers have the upper hand, so they shouldnt hesitate to take advantage of it. Secondly, explain the problem as clearly as possible. Lastly, but more importantly, bear in mind that the customers are always right. Woman; Hello, Mr. Philip. I am so glad that finally I have the
47、 chanoe to discuss with you after I have sent you the letter two weeks ago. You must have been quite busy these days. As you know, I am grateful for the opportunity to work tor you and I enjoy doing so. I hope, youIl agree that in the two years I have worked for you, I have become an integral member
48、 of your team and accomplished a great deal. For example, in the last six months alone, I have successfully finished the software project ahead of time. However, I am still working for the initial salary on which we agreed two years ago. If my memory serves me right, we also agreed to negotiate my s
49、alary in two years based on my performance and that time has come. Therefore, in light of my performance and our agreement, I am respectfully requesting an immediate pay raise of 20 percent, to be followed in six months by a performance-based pay raise of an additional three percent. Thank you. Man: Hello, I am calling to discuss the extension of our contract for next year. Your brand of automobile air conditioning has been going really
