1、BEC商务英语（高级）阅读模拟试卷 33及答案与解析 一、 PART ONE 0 Look at the statements below and the five extracts. Which extract (A, B, C, D or E) does each statement (1-8) refer to? For each statement (1-8), mark one letter (A, B, C, D or E) on your Answer Sheet. You will need to use some of these letters more than once
2、. A To maintain a statistical measure of the quantity of goods shipped abroad and to provide a means of determining whether regulations are being met, most countries require ship ments abroad to be accompanied by an export declaration. Usually such a declaration, presented at the port of exit, inclu
3、des the names and addresses of the principals involved, the destination of the goods, a full description of the goods, and their declared value. When manufacturers are exporting from the United States, Customs and the Department of Cormmerce require an export declaration for all shipments. If specif
4、ic licenses are required to ship a particular commodity, the export license must be presented with the export declaration for proper certification. It thus serves as the principal means of control for regulatory agencies of the U.S. government. B In exporting, the bill that the exporter or consignor
5、 sends to the importer or consignee is called a commercial invoice. This invoice lists full particulars of the shipment. The marks, the number of packages, an accurate packing list, and a full description of the merchandise should appear on the commercial invoice. It should state the name of the shi
6、p (if ocean transportation is used), the name and address of the consignee, the contract number, the code word for the contract if one is used, the price per unit of the merchandise, and the total price of the shipment. The commercial invoice should also show the nature of the price quotation, wheth
7、er the merchandise is sold FOB factory, FAS vessel, or ClF port of destination. C Another essential shipping document for shipments to some countries is the consular invoice. This is a document obtained by the exporter in his or her country from the governmental representative of the importers count
8、ry. It was originally designed to help ensure that fair market values would be listed on the invoices prepared by the exporter. Thus the exporter must prepare and haw certified before the foreign consul or representative a document containing all essential details of the sale. After certification th
9、e document is forwarded to the buyer for presentation to customs with the customs declaration, ostensibly for use in determining the amount of tariff to be levied. In recent years, a number of countries including the United States and the Philippines, have eliminated the requirement for the consular
10、 invoice. But where they are still required, they must be provided. D The packing list is sometimes displayed on the commercial invoice, or it may be a separate document, depending on the number of packages and the complexity of the list. It should contain, item by item, the contents of cases or con
11、tainers in a shipment. The items should be listed separately with their weight and description set forth so as to make a complete check of the contents of each package possible upon arrival at the port of destination or the customs office. This information is also useful for the consignee. Any varia
12、tion in description from the commercial invoice or consular invoice usually subjects the consignee to large fines, which are then passed on to the exporter. E These contain a wide variety of special inspection certificates issued by various authorities and may be required by the importer to meet his
13、 or her own or government requirements. These documents certify as to purity and absence of disease, and are issued to cover food products, plants, seeds, and live animals. Frequently, they must be legalized by the consular representative of the importing country. Food products are those for which s
14、anitary certificates are most often required. Special certificates are also issued for certain types of merchandise, to certify a required composition or the existence of specific ingredients. Some types of steel, for example, are sold on analysis. Certain chemical mixtures must be analyzed and cert
15、ified with respect to the presence of desired constituents. 1 This invoice lists full particulars of the shipment. 2 It should contain, item by item, the contents of cases or containers in a shipment. 3 At best, it is evidence of the intentions of the parties and is a notification to the consignee o
16、f all the facts and the amount to be paid. 4 If specific licenses are required to ship a particular commodity, the export license must be presented with the export declaration, for proper certification. 5 This is a document obtained by the exporter in his or her country from the governmental represe
17、ntative of the importers country. 6 Food products are those for which sanitary certificates are most often required. 7 Any variation in description from the commercial invoice or consular invoice usually subjects the consignee to large fines, which are then passed on to the exporter. 8 It was origin
18、ally designed to help ensure that fair market values would be listed on the invoices prepared by the exporter. 二、 PART TWO 8 Read this text taken from an article about Marketing Communications. Choose the best sentence to fill each of the gaps. For each gap 9 14, mark one letter (A H) on your Answer
19、 Sheet. Do not use any letter more than once. Many management writers have discussed the idea of satisfying customers needs and wants. H Despite the vast amount of information available on customers, finding out exactly what they require is a challenge that certain companies, such as Sainsburys and
20、Marks and Spencer, have found extraordinarily difficult to meet. (9) . In a report written by the research company Business Intelligence,50% of companies felt that their marketing communications were ineffective and 85 % said that any attempt to gain customer loyalty failed. The two extremes of mark
21、eting can be summarized by looking at the difference between the East and the West. (10) . Biros, socks, Light bulbs if it can be made and distributed then there is a market. In the prosperous West, it is the other extreme. Such is the attraction of profit that the marketing specialists are competin
22、g with some incredibly sophisticated advertising for some rather simple products! (11) . The Internet is also adding another dimension to the marketing process as is the growing resistance to subtle, clever advertising, which seems to have lost its edge in the marketplace. Out of this turmoil there
23、has evolved another definition of marketing known as customer relationship marketing(CRM). Customers are much less loyal than they used to be and can afford to chop and change. (12) . Microsoft did this by reorganizing the business around the customer, splitting itself into four new divisions which
24、focus on the customer. (13) . The call centers are likely to form the basis of the future of marketing, although there is little evidence that they will work. (14) . A The choice is seemingly endless, with a typical superstore stocking between 20,000 and 25,000 different lines totaling between two a
25、nd four million products per store. B In the spring of 1999,both companies announced heavy falls in profit largely due to their inability to listen to and respond to the customer. C Consumers also dislike the synthesized voice which asks you to press certain numbers on the keypad, depending on the s
26、ervice required. D Although there will always be a place and function for marketing, it is unclear whether the traditional product or brand manager will still have a job in the twenty-first century, having been replaced by customer relations managers on the end of a telephone. E In Russia, if there
27、is a queue, you are advised to join as it means a manufacturer has actually produced something, regardless of whether there is a specific need. F Some companies now have customer call centers which are set up with the sole objective of handling complaint, Inquiries and after sales service. G It is e
28、stimated that winning over a new customer can cost up to five times as much as keeping a customer, so a new definition of marketing has evolved which is identifying, attracting and retaining the most valuable customers to sustain profitable growth. H Although the two are different, companies spend b
29、illions of pounds on market research with a view to targeting the potential customer in a more precise way. 三、 PART THREE 14 Read the following article about culture in business negotiation and the questions. For each question (15-20), mark one letter (A, B, C or D) on your Answer Sheet. Negotiation
30、 is a common and necessary process in concluding an international transaction. Businesspeople from different cultures may sometimes find themselves in an awkward position owing to the cultural conflict. As a matter of fact, when two parties of different cultures sit at the negotiation table, two cul
31、tures are conflicting. Cultural conflict may result in a failure of a deal or loss of opportunity or loss of profits. For example, foreigners with some knowledge about Chinese culture will avoid making an appointment with Chinese businesspeople to negotiate during the traditional Chinese Spring Fest
32、ival, especially on the New Years Eve and in the following three days, as Chinese people think that it is not the time to make money during the Festival. On the other hand, they need relaxation after a whole years hard work. Cultural elements influence the style, method, pace, and goals of the negot
33、iators. The negotiators must remain alert to not only the culture of the society represented but the personal views and outlook of the negotiator across the negotiation table and even across wire (talking on the phone). Negotiation between businesspeople is an activity of cross-cultural communicatio
34、n, and closely linked with communication is the accommodation of differences in negotiating styles. Some cultures are more formal than others, others more confrontational; some will be understated, others inclined to exaggeration; some more conscious of status and far less egalitarian than Americans
35、, others so circumspect (to save face and preserve harmony as to leave a typical Western businessman baffled in trying to find out the intent). Understanding manners and customs is especially important in negotiations because misunderstanding manners or customs of another culture may result in poor
36、outcomes or even disasters. To negotiate effectively in cross-culture negotiation, all types of communication should be read correctly. For example, Americans often interpret inaction and silence as negative sign. Japanese managers tend to expect that their silence can get Americans to lower prices
37、or sweeten a deal. Even a simple agreement may take days to negotiate in the Middle East because the Arab party may want to talk about unrelated issues or do something else for a while. The aggressive style of Russian negotiators and their usual last-minute change requests may cause astonishment and
38、 concern on the part of ill-prepared negotiators. The following examples may further show how culture conflicts damage international trade transactions. At the negotiation table, Western business negotiation group leader found the Japanese negotiation leader nodding his head after he made his offer
39、to the Japanese negotiator, so he thought the Japanese business counterpart agreed to their offer, and he took out the contract, hoping to conclude the negotiation by signing the sales contract. But, to his great astonishment, the Japanese counterpart did not show any sign of signing the contract. T
40、he Western business negotiation group leader, however, felt offended. He thought the Japanese counterpart was not serious. The negotiation then ended resultless. The process of decision making is varied. The time taken to make one decision will depend on whether such authority is centralized, assign
41、ed to a committee of technical people, routed through a network within the organization, or entirely delegated to the negotiator. For example, again it is concerned with the negotiation between the Japanese businesspeople and an American group. After being offered the price, The Japanese negotiators
42、 habitually remained silent for some time. The American negotiator, however. thought that the price he had offered might be not competitive. So he reduced the offered price, which surprised and very much pleased the Japanese negotiators. 15 In the first paragraph, the writer intends to show that （ A
43、） negotiation is very important in international business. （ B） differences in culture in negotiation cannot be neglected. （ C） businesspeople must negotiate carefully. （ D） culture is very important. 16 People from different cultures may have different methods in negotiating, this is because （ A） t
44、hey just have different views of the business. （ B） culture contributes to this difference. （ C） their styles of negotiation are different. （ D） their cultural levels are not the same. 17 Negotiation between businesspeople from various countries is in fact （ A） an activity of reading the implication
45、s of cultures. （ B） an activity of understanding the styles. （ C） to convey cultural implications. （ D） to put across the cultural intentions. 18 Negotiators from Japan nod repeatedly means （ A） that they agree to the terms and conditions. （ B） they dont accept the terms and conditions that are offe
46、red by the counterparts. （ C） they are listening but not ready to accept the terms and conditions. （ D） they want to counter-offer. 19 Which country do businesspeople come from may take longer time to make decisions to accept the terms and conditions? （ A） The USA （ B） Russia （ C） Japan （ D） The Mid
47、dle East 20 What are we told in international business negotiation? （ A） We must be alert to the counterparts attitude towards the negotiation. （ B） We should learn the culture of other countries. （ C） We must avoid cultural conflict. （ D） We have to pay great attention to the cultural differences w
48、hen negotiating. 四、 PART FOUR 20 Read the article below about sales. Choose the correct word to fill each gap from A, B, C or D. For each question (21-30), mark one letter (A, B, C or D) on your Answer Sheet. Some people believe that you have to be a special kind of person to sell a product. Althoug
49、h it is clear that a successful sales rep does need special talents and an outgoing personality, many of the skills he uses are used by most of us. we build and (21) . relationships with different kinds of people, we listen to and take note of what they tell us and dont just enjoy the sound of our own voices and we explain things to them and share ideas with them. A company may depend on its own sales team or on the salesmanship of its distributors, wholesalers or retailers. (22) any company needs to establish a personal relationship with its major clients (key
