中级-Sales+and+negotiation及答案解析.doc

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1、中级-Sales+and+negotiation 及答案解析(总分：84.00，做题时间：90 分钟)一、Of, out of (总题数：1，分数：10.00)Fill the gaps in these sentences with a suitable noun and prepositional phrase. The first one is done for you as an example.of inferior quality of minor importance of short duration out of date out of orderout of stock o

2、ut of work to a certain extent under separate cover with reference to（分数：10.00）(1).We are sending you our Spring catalogue under_（分数：1.00）填空项 1:_(2).Because the other items on the agenda were _ the meeting was adjourned.（分数：1.00）填空项 1:_(3).It is at this stage of the process that any products _ are r

3、emoved from the assembly line.（分数：1.00）填空项 1:_(4).Even if the machines are _ , they should not be touched unless the power supply is off.（分数：1.00）填空项 1:_(5).At a time when so many skilled workers are _ it will be easy to fill the vacancy.（分数：1.00）填空项 1:_(6).The old machinery was completely _（分数：1.00

4、）填空项 1:_(7)._ your letter of 15 March, we are unable to offer you an alternative delivery date.（分数：1.00）填空项 1:_(8).The strike was _ , so the production lost was minimal.（分数：1.00）填空项 1:_(9).Well have to reduce the workforce _ , perhaps by a process of voluntary redundancies.（分数：1.00）填空项 1:_(10).We re

5、gret that we are unable to supply the items you ordered, as we are completely _（分数：1.00）填空项 1:_二、Askino for and nivin(总题数：0，分数：0.00)Decide which of the expressions below can be used for these functions:a asking for advice from a friend d giving advice in a direct fashionb asking for advice from some

6、one you dont know well e accepting advicec giving advice indirectly f rejecting adviceMark the expressions a, b, c, etc.（分数：10.00）(1).Thats a good idea . _.（分数：1.00）填空项 1:_(2).If I were in your position, I would ._（分数：1.00）填空项 1:_(3).Good idea, lets try that _（分数：1.00）填空项 1:_(4).Im not sure thats su

7、ch a good idea_（分数：1.00）填空项 1:_(5).I would appreciate your advice on_（分数：1.00）填空项 1:_(6).Could I ask for some advice on .?_（分数：1.00）填空项 1:_(7).Have you ever thought of .?_（分数：1.00）填空项 1:_(8).Id like your advice on_（分数：1.00）填空项 1:_(9).Why dont you .?_（分数：1.00）填空项 1:_(10).Do you think I should .?_（分数：

8、1.00）填空项 1:_Youll hear three short conversations. Answer these questions about each conversation.1.How well do the people know each other?2.What problem does each person have?3.What advice does the other person give?4.Does the other person accept the advice given? （分数：4.00）_Youll hear three short co

9、nversations. Answer these questions about each conversation.1.How well do the people know each other?2.What problem does each person have?3.What advice does the other person give?4.Does the other person accept the advice given? （分数：4.00）_Youll hear three short conversations. Answer these questions a

10、bout each conversation.1.How well do the people know each other?2.What problem does each person have?3.What advice does the other person give?4.Does the other person accept the advice given? （分数：4.00）_五、Talking shop(总题数：1，分数：5.00)1. （分数：5.00）_六、Co-operation and com(总题数：1，分数：7.00)CO-OPERATION AND COM

11、PETITION IN NEGOTIATIONNegotiations are complex because one is dealing with both facts and people. It is clear that negotiators must above all have a good understanding of the subject. They must also be aware of the gen- eral policy of the company or institution in relation to the issues and they mu

12、st be familiar with the organisational structure and the decision-making process.However, awareness of these facts may not necessarily suffice to reach a successful outcome. Personal, human factors must be taken into account. The approach and strategy adopted in negotiat- ing are influenced by attit

13、ude as well as by a cool, clear logical analysis of the facts and ones interests. The personal needs of the actors in negotiating must therefore be considered. These can include a need for friendship, goodwill, credibility, recognition of status and authority, a desire to be appreciated by ones own

14、side and to be promoted and, finally, an occasional need to get home reasonably early on a Friday evening. It is a well-known fact that meetings scheduled on a Friday evening are shorter than those held at other times.-timing can pressure people into reaching a decision and personal factors can beco

15、me part of the bargaining process.Researchers who have studied the negotiating process recom- mend separating the people from the problem. An analysis o| negotiating language shows that, for example, indirect and impersonal forms are used. This necessity to be hard on the facts and soft on the peopl

16、e can result in the sometimes complex, almost ritualistic, style of negotiating language.Language varies according to the negotiating style. In negotiat- ing you can use either a co-operative style or a competitive one. In the co-operative style the basic principle is that both parties can gain some

17、thing from the negotiation without harming the interests of the other. Or in other words that both parties will benefit more in the long run in friendship and co-operation even if they make some concessions. This type of negotiation is likely to take place in-house between colleagues and departments

18、, or between companies when there is a longstanding relationship and common goals are being pursued.Unfortunately co-operative style negotiations without a trace of competition are rare. In most negotiating situations there is some- thing to be gained or lost. There can be a danger in adopting a co-

19、 operative mode, as unscrupulous people maytake advantage of co- operative people.The opposite mode to co-operative negotiating is competitive negotiating. Negotiators see each other as opponents. Knowledge of the other partys needs is used to develop strategies to exploit weaknesses rather than to

20、seek a solution satisfactory to both sides. This type of negotiating may be appropriate in the case of one-off contracts where the aim is to get the best result possible without considering future relationships or the risk of a breakdow in negotiations. Needless to say, the language in this type of

21、discussion may become hostile and threatening even if it remains formal.In reality most negotiations are a complex blend of co-operative and competitive mode. Negotiating successfully implies dealing appropriately with the four main components of any negotiation: facts, people, competition, co-opera

22、tion.Skilled negotiators are sensitive to the linguistic signals, as well as the non-verbal ones of facial expressions, gesture and behav- iour, which show the type of negotiating mode they are in.Language reflects tactics and therefore a study of the language used in negotiating brings a greater aw

23、areness of the negotiatinc process.（分数：7.00）(1).Good negotiators must know their _ well and they must know their companys _ But they must also consider _ factors because they are dealing with _（分数：1.00）_(2).Negotiations are affected by the participants _ , as well as logic.（分数：1.00）_(3).Research has

24、 shown that it can help to separate the _ from the _This can be done by using special negotiating _（分数：1.00）_(4).In a _ style of negotiation, the participants try not to harm each others _ In order to maintain a good long-term _ they both make _（分数：1.00）_(5).In a _ style of negotiation the parties a

25、re _ This style may be suitable for a _ contract. The language here can become _ and _（分数：1.00）_(6).Most negotiations are a _ of the two styles. A good negotiator must be aware of the _ and _ signals which show the style being used.（分数：1.00）_(7).The four main factors involved in a negotiation are _

26、, _, _ and _（分数：1.00）_七、International styles(总题数：0，分数：0.00)2.Listen to the interview and decide which of these points is mentioned in the course of the talk. 1.English used in general international business situations 2.the Americanization of the global economy 3.the Japanese conversation style 4.na

27、tional characteristics as demonstrated in negotiating 5.Europeans adopting the same style of negotiating（分数：5.00）_3.Listen to the interview again and match up what is said about the various nationalities styles and what they do or what they are like in international negotiations, according to the ex

28、pert.（分数：5.00）_十、Order of adverbs(总题数：0，分数：0.00)十一、Insert the adverbs o(总题数：10，分数：10.00)4.The corporate headquarters moved from Houston to Charlotte. recently（分数：1.00）_5.The company realized that it was a profit-making area. very quickly（分数：1.00）_6.Our sales staff worked the whole year. hard（分数：1.00

29、）_7.The machine was serviced by the engineer, carefully（分数：1.00）_8.The production schedule will be achieved, probably（分数：1.00）_9.The order book is stagnating, currently（分数：1.00）_10.They check their inventory, weekly（分数：1.00）_11.Im sorry to say there is little we can do. immediately（分数：1.00）_12.The c

30、ustomer delivered the cargo, punctually（分数：1.00）_13.We have increased our product range in order to give our customers more choice. gradually（分数：1.00）_十二、Insert the adverbs o(总题数：10，分数：10.00)14.There have been disputes with our stippliers, rarely（分数：1.00）_15.Last year there were delays in concluding

31、 contracts, frequently（分数：1.00）_16.The company went bankrupt as a result, nearly（分数：1.00）_17.Now our firm is going to open a European factory, probably（分数：1.00）_18.We would have accepted the offer, certainly（分数：1.00）_19.Serious clients can expect to be told the facts, hardly（分数：1.00）_20.You dont kno

32、w what were talking about, obviously（分数：1.00）_21.The customers complain when we send John instead of Margaret to the sales conference. always（分数：1.00）_22.Their operating expenses remained low. apparently（分数：1.00）_23.The liaison officer forgot to inform the export managers PA. completely（分数：1.00）_十三、

33、In these sentences t(总题数：10，分数：10.00)24.There has been a mistake definitely in this invoice.（分数：1.00）_25.European computer manufacturers are going apparently to work together on this project.（分数：1.00）_26.Do you think the firm ever will get the Chinese order?（分数：1.00）_27.The final price was much higher than occasionally the purchaser expected.（分数：1.00）_28.The customer was quite initially satisfied with our after-sales service.（分数：1.00）_29.We asked to see the chief negotiator before we made specifically the decision.（分数：1.00）_30.The