商务英语习题集

一、词汇部分

1. In the budget we allocated most of the money to _________. A. marketer

B. marketing

C. market

D. marketed

2. The high interest rates have _________ my business. A. bankrupted

B. bankrupt

C. bankruptcy

D. bankrupting

3. We can offer you a/an ________ for bulk purchase. A. account

B. amount

C. discount

D. court

4. We offered the agent a 10% _________. A. comission

B. account

C. amount

D. commission

5. The exporter must __________ the goods on time. A. deliver

B. delivery

C. delivered

D. deliveried

6. The __________ system in China is socialist market __________. A. economical economy C. economic economy

B. economic economic

D. economy economic

7. The difference between manufacturing cost and the selling price is called the _________. A. net profit

B. net margin

C. gross profit

D. gross cost

8. We surrendered a clean bill of lading for the _________ of payment. A. bargain

B. transfer

C. bargaining

D. negotiation

9. Before you make an offer, you should pay attention to the supply and demand situation of the line of goods on the world market. When supply exceeds demand, you should make your price ________; when supply lags behind demand, you can make your price_________. A. higher lower

B. lower higher

C. more less

D. less more

10. The company agreed to sell the products to us __________ because of our good reputation. A. at credit

B. in credit

C. of credit

D. on credit

11. While the goods are on an ocean vessel, it is necessary to _________ them against risks. A. sure

B. make

C. insure

D. take

12. During the ________ crisis, many companies _________. A. economical went bankrupt

B. economical was bankrupt

C. economic went bankrupt D. economic was bankrupt

13.We have signed an exclusive sales agreement with the German company. We are the sole __________ here. A. buyer

B. customer

C. consumer

D. distributor

14. When nations export more than they import, they are said to have a/an _________. A. unfavorable balance of trade C. trade deficit

B. favorable balance of trade D. trade gap

15. It is said that Larry has benefit a lot from the ____________ of his shares. A. depreciation

B. appreciation

C. devaluation

D. valuation

16. __________ trade refers to the exchange of services among nations. A. Visible

B. Cargo

C. Invisible

D. Commodity

17. If there is a/an __________ clause in the sales contract, the quantity of delivery may be more or less to a certain extent than the contractual quantity. A. insurance

B. quantity

C. delivery

D. more or less

18. Compared with that of other suppliers, our prices of tea are much lower, if you _________ an order ________ us, they must be salable in your country. A. give to

B. place to

C. place with

D. give with

19. We’ve _______ your offer sheet, we think your price is higher than what we _______. A. accepted C. received

thought thought

B. accepted D. received

expected expected

20. As we ________ our products in the newspaper last month, the turnover has increased recently. A. pushed

B. promoted

C. advertised

D. sold

21. Documentary bill is always accompanied by shipping documents, among which _______ is the most important one. A. bill of lading

B. insurance certificate D. letter of credit

C. commercial invoice

22. A ________ bill stipulates for immediate payment by the drawee on demand or at the sight of the bill. A. usance C. sight

B. time D. clean

23. _________, as one of the terms of payment in foreign trade, means the importer remits the payment to

the exporter through a bank. A. Collection C. Remittance

B. Letter of Credit D. Remitting

24. The irrevocable L/C means once the credit is issued it cannot be cancelled or amended before the expiry date without the agreement of _________. A. issuing bank C. applicant

B. negotiating banking D. beneficiary

25. A bill of exchange can be transferred by the original payee to another person through __________. A. endorsement C. presentation

B. discount D. acceptance

26. A charter party may be for the carriage of goods from one specified port to another, and is known as a ________. A. time charter

B. voyage charter D. special charter

C. bareboat charter

27. \" $ 50/MT CIF London\ A. shipment

B. loading D. destination

C. transshipment

28. A ________ B/L restricts the transfer of the document and the goods will be delivered on arrival only to the consignee mentioned in the B/L. A. direct C. bearer

B. order D. straight

29. A policy holder, also can be called __________ is the person who purchases insurance. A. the insurer C. the insured

B. the assurer D. the insuree

30. The _________ tariff is a duty proportional to the price of the goods being taxed. A. ad valorem C. mixed

B. specific D. compound

二、完型填空 Passage 1

Flight to the unknown

The world’s airline industry will change 1 quickly in the next twelve months than in any year since aviation began. Watch out for the 2 trends:

Passenger traffic will go 3 by 4% a year in Europe. Asia will see even faster growth-up 4 9% a year. Flight delays will become a nightmare. 5 travel under 700km, high speed trains will be the answer. Paris to Lyon by train 6 two hours; by plane it can take up to three-city centre to city centre.

Air fares will not fall. Last year, airlines lost money 7 they will have to increase prices, or go bankrupt.

There will be more competition. More small airlines will start 8 . Good. But as the number of flights increases, so will the congestion in the airports. 9 governments will need to spend more money on them. 10 there will be even more delays. 1. A. less

B. little B. followed B. up

C. more C. follow C. to C. for C. As C. takes C. and C. back C. So C. Then

2. A. following 3. A. down 4. A. to 5. A. To 6. A. take 7. A. so 8. A. down

B. down B. For

B. took B. because B. up B. As B. So

9. A. Because

10. A. Otherwise Passage 2

Telecommuter Portrait: Editing Facts by Fax

Jennifer Porter is the managing director of Healthcare, a publication of the American Pharmaceutical Association. 1 her private office in her Virginia home, she assigns 2 to ten articles for each issue of the magazine. The writers send their stories on a computer disk, usually 3 means of an overnight delivery service. Porter checks them and than sends them 4 the designer’s office in New York.

Porter’s biggest problem 5 electric publishing is training her writers. One sent the story on a wrong-sized disk; 6 used a disk that my computer couldn’t read; a third used software I couldn’t decipher.

The disk problems should improve on the next issue. 7 Porter has recently invested in a modem 8 writers can send their stories directly to her computer.

Porter says she is a skeptical technical consumer. I like a computer the same way I 9 a pencil. They are both tools that must work. 10 something goes wrong with my electric equipment out here in the middle of Virginia, I have to put it in the car and take it someplace. 1. A. From 2. A. /

B. To B. up B. as B. to

C. For C. down C. by C. and C. or C. another C. Therefore C. then C. dislike C. If

3. A. with 4. A. with 5. A. with 6. A. other 7. A. So

B. and B. one

B. Because B. that B. like B. As

8. A. so that 9. A. be fond 10. A. Whether Passage 3

Meet Thomas Kingsley

Thomas Kingsley works for Meridian Finance in East London. He works as a sales executive. He 1 with a large number of small and medium-sized business in the London area. He 2 them on the best financial products for their needs.

He is only in 3 office in the morning when he discuss clients 4 the Sales Manager. Then he travels around London to see his clients. He informs them about new products on the market. He keeps a 5 of any changes in the clients’ information so that he can offer advice if necessary. He 6 his paperwork and arranges 7 from home or from his car between appointments.

If any members would like 8 advice on insurance or any financial product, please do not 9 to phone Thomas or one of his colleagues 10 0207 236 4925. They will be happy to help you if they can!

1. A. organizes 2. A. advise 3. A. his 4. A. with 5. A. notice 6. A. does 7. A. meets 8. A. an

B. provides B. advises B. her B. to

C. deals C. advised C. its C. from C. reference C. deals C. meetings C. some C. think C. under

B. record

B. produces B. meet B. a

9. A. hesitate 10. A. to Passage 4

B. stop B. on

Tourism in Thailand

In 1997 there were over 7 million visitors to Thailand. There were more independent travelers (up 4.5% on last year) 1 people on group tours (down 4.7%). The largest number of visitors was 2 East Asia. 78% of group tour travelers and 51% of 3 travellers were from countries such as Malaysia, Hong Kong and Japan. The second largest number of tourists 4 from Europe: 14% of group tour visitors and 27% of independent travellers, 5 the largest number coming from France and Germany. The smallest number of visitors was from Africa. 0.4% of group visitors and 0.9% of independent travelers were from African countries, and 6 half of those were from South Africa.

There were changes 7 the numbers of visitors from different countries. Visitors from Argentina were up by 53% for group tours and 26% 8 independent travelers. The number of visitors from Bangladesh was 9 there were 70% fewer group tour visitors and 48% fewer independent travelers than last year. The number of visitors from Sweden was up 10 24% for group tours and 15% for independent travelers. 1. A. less 2. A. from 3. A. group 4. A. was

B. than B. to

C. much C. for C. independ C. is

B. independent B. were

5. A. without 6. A. being 7. A. in 8. A. to 9. A. up 10. A. by Passage 5

B. with B. over B. at B. as B. by B. for

C. in C. more C. among C. for C. down C. to

Commercial Banks

1 the end of May 1995, China has 15 commercial banks, the International Business reported. Eight of these are 2 nationwide. They are: the Industrial and Commercial Bank of China, the Agricultural Bank of China, the Bank of China, the People’s Construction Bank of China, the Communications Bank, the CITIC Industrial Bank, the China Everbright Bank and Huaxia Bank.

There are six 3 shareholding banks. They are: the Merchant’s Bank, the Guangdong Development Bank, the Shenzhen Development Bank, the Fuzhou Industrial Bank, the Shanghai Pudong Development Bank and the Hainan Development Bank.

Apart 4 these, there is the 5 of the People’s Construction Bank of China, the China Investment Bank and two housing deposit banks. They are fully 6 by the People’s Bank of China.

To add 7 the 15, the Minsheng Banking Corp was set up in January 1996. It is now the 8 non-state bank.

Five foreign banks have so far been 9 to run branch offices in Beijing. Here is a 10 of them: Bank of Tokyo

Tel 591640

Tel 500425

Tel 5001121

Citibank of the United States

Hong Kong and Shanghai Banking Corporation Nanyang Commercial Bank Industrial Bank of Japan 1. A. In 2. A. run

B. By

Tel 5139026

Tel 5953728

C. at C. ran C. regional C. among

B. operated

3. A. nationwide 4. A. to

B. worldwide B. from

5. A. affiliate 6. A. founded 7. A. to 8. A. single

B. branch B. operated B. into

C. infiliate C. funded C. for C. one C. ratified C. name

B. only B. awarded B. list

9. A. allowed 10. A. display Passage 6

Importance of Public Image

Public image refers to how a company is viewed by its customers, suppliers, and stockholders, by the financial community, by the communities in which it operates, and by the federal and local governments. Public image is controllable 1 just as the product, price, place, and promotional efforts are.

A firm’s public image 2 a vital role in the attractiveness of the firm and its products to employees, customers, 3 to such outside as stockholders, suppliers, creditors, government officials, as well as diverse special groups. With some things it is 4 to satisfy all the diverse publics: for example, a new highly automated plant may meet the approval of creditors and stockholders, but 5 will undoubtedly find resistance from employees who see 6 threatened. On the other hand, high quality products and service standards should bring almost complete approval, 7 low quality products and false claims would be widely looked down upon.

A firm’s public image, 8 it is good, should be treasured and protected. It is a valuable asset that usually is built up over a long and satisfying relationship of a firm with its publics. If a firm has 9 a quality image, this is not easily countered or imitated by competitors. 10 an image may enable a firm to charge higher prices, to woo the best distributors and dealers, to attract the best employees, to expect the 11 favourable creditor relationships and lowest borrowing costs. It should also allow the firm’s stock to command a higher price-earning ratio than 12 firms in the same industry without such a good reputation and public image.

13 of factors affect the public image of a corporation, 14 include physical facilities, contacts of outsiders with company employees, product quality and dependability, prices 15 competitors, customer service, the kind of advertising and the media and programs used, and the use of public relations and publicly.

1. A. at considerable extent C. to considerate extent 2. A. establishes 3. A. but

B. to considerable extent D. at considerate extent C. makes C. and

D. obtains D. as

B. plays B. however B. easy B. some B. jobs B. when B. if

4. A. possible 5. A. they 6. A. plant 7. A. while

C. not impossible D. impossible C. it

D. we D. themselves D. and D. however D. learned D. / D. the most D. another D. Am amount D. Most

C. machines C. as

8. A. although 9. A. been 10. A. With

C. even if C. found C. Like C. most C. others

B. developed B. Such B. more B. other B. Many B. It

11. A. a more 12. A. the other

13. A. A great deal 14. A. They

C. A number C. Some

15. A. related to C. relative to Passage 7

B. connected with D. related with

Federal Deposit Insurance Corporation

Before 1993, and particularly during the period 1929-33, bank failures were not uncommon. 1 a bank overextended itself in creating credit or if several of its important loans could not be repaid, depositors in the bank would frequently become panicky and 2 to make large withdrawals. 3 the bank had only small number of its deposits backed by currency, the bank would soon be unable to meet withdrawals, and most depositors 4 their money. Most frequently a bank merely needed time to improve its cash position by calling in some of its loans and not making additional ones. In 1933 the number of bank failures 5 a peak, forcing the federal government to intervene and 6 the banks temporarily. To help restore the public’s confidence in banks and strengthen the banking community, Congress passed legislation setting 7 the Federal Deposit Insurance Corporation. 8 corporation, an agency of the federal government, now insures over 90 percent of all mutual savings and commercial bank deposits for 9

$100,000 per deposit. The FDIC has 10 its insurance fund by charging member institutions one-twelfth of 1 percent of their total deposits.

As a result of the protection 11 by the FDIC and through other kinds of supervision, bank failures have been reduced to a few isolated instances. When deposits are federally insured, people 12 rush to withdraw their money if they 13 the financial condition of their bank. The delay gives the banks the necessary time to adjust their cash credit balance, and this action helps to reduce the 14 of bankruptcy. For an example of the value of the FDIC , note that the failure in 1974 of the huge Franklin National Bank did not 15 a panic, and that depositors lost no money as Franklin was taken over by another bank. 1. A. Although

B. Even if B. begin

C. if

D. Because D. will begin D. Considering D. would lose D. arrived D. has closed D. to D. A D. equal D. build

2. A. have begun 3. A. Because 4. A. lost

C. can begin C. As a result C. will lost

B. Because of B. had lost B. reached B. closing B. about B. This B. as much B. build up

5. A. fell from 6. A. closed 7. A. in

C. climbed up C. close C. up

8. A. For the 9. A. up to

C. As a

C. as many as C. built

10. A. built up 11. A. provided 12. A. no

B. providing B. any more

C. provided with D. provided by C. no longer

D. not

13. A. become concerned about C. become concerned in 14. A. likely 15. A. touch up Passage 8

B. become concerned with D. concern C. possibly

D. opportunity D. touch on

B. possibility B. touch down

C. touch off

People Express

People Express, founded in April 1981, grew rapidly on the basis of low fares and no-frills service. It soon became a leading airline and 1 changed the industry as firms constantly engaged in price wars to lure passengers. Then, People Express’ bubble 2 because it over-expanded, consumer complaints

mounted and other airlines matched its fares on popular routes. In 1986, People Express 3 hundreds of millions of dollars and was forced to sell out to Texas Air, the owner of Continental and Eastern Airlines.

In early 1987, Texas Air 4 People Express into its Continental division and industry observers believed 5 the costly fare wars would be ended. They could not have been more wrong. To stimulate business for its 6 Continental Airlines, Texas Air instituted a new low fare category 7 MaxSaver. The fare offered prices that were up to 40 per cent lower than ―supersaver‖ rates offered 8 all airlines. For example, the round-trip MaxSaver fare from New York to Houston was $79. The MaxSaver fares were immediately matched by all major airlines, 9 feared losing business.

While MaxSaver rates were low, they also had restrictions. Tickets could not be 10 of flight times modified after purchase. Passengers would have to stay over either a Saturday or Sunday. Reservations had to be made at least two days 11 , and there were limited seats available. Three weeks after MaxSaver rates were 12 American Airlines announced plans to raise its discount fares and require 30-day 13 purchasing for its lowest fares. It fell it could not continue at the rates in effect. However, just 10 days 14 American Airlines had to revise its plan. Texas Air refused to abandon the MaxSaver fare; it even extended the program into the busy summer season. Competitors went along and the price war raged on, 15 an executive’s comment that ―nobody’s cost structure can survive MaxSaver.‖ 1. A. little 2. A. burst

B. slowly B. explode B. made B. merged B. which

C. quick C. opened C. lost

D. radically D. disappeared D. disappeared D. mixed D. that D. extended D. calling on D. by D. this D. canceled D. later D. adapted D. prior to

3. A. gained 4. A. emerged 5. A. what

C. has combined C. where

6. A. expand 7. A. called 8. A. to 9. A. what

B. to extend B. calling B. for B. that

C. expanded C. to call C. with C. which

10. A. put off 11. A. before

B. canceling B. in advance B. brought in B. before

C. destroyed C. ahead of C. taken in C. ahead

12. A. introduced 13. A. advanced

14. A. lately 15. A. despite of Passage 9

B. later B. despite

C. late

D. latter D. although

C. in spite

CATSA

Gia Andina de Triconos (CATSA), a Bolivian joint venture of the U.S. Dresser Industries and local investors, which had based its investment 1 an allocation under the metalworking program, closed its doors after 2 to penetrate the Andean market after more than two years in operation. The prospect of 3 access to the Andean market, plus protection provided by a 55 percent ―advalorem‖ common outer tariff on bits sourced from outside the bloc, made the sales outlook seem 4 . However, CATSA’s ―monopoly‖ position in Ancom proved specious. 5 the plant went on stream in 1974, the company was never able to export a single drill bit to the Andean market; and its local sales were 6 a state-owned petroleum company. This market was clearly 7 , since the operation had been based on exporting the bulk of the plant’s 200-unit-per-month capacity to the Andean area.

CATSA could not penetrate the Ancom market for several reasons:

Although Ancom 8 a 55 percent common outer tariff on third-country imports, some Ancom countries had previously 9 LAFTA (Latin American Free Trade Association) tariff concessions, which take precedence over the Ancom tariffs.

Ancom members simply did not 10 the spirit of the metalworking agreement. After the installation of the CATSA facility, plants producing tricorne bits 11 in Peru and Venezuela. Under the metalworking program, participating 12 were committed to prohibiting new foreign investment in allocations of other Ancom countries. But on the question of new investment by local industry, the obligation was only not to encourage it, with no requirement to prevent it. 13 Venezuela, it has no commitment to limit local production or to honour the outer tariff, because it was not yet a member of Ancom when the metalworking agreement was signed and was thus not a 14 to the pact.

Also according to Bolivia, Colombia and Ecuador employed 15 obstacles to avoid applying the common outer tariff.

The withdrawal of Chile from Ancom cost Bolivia a lucrative potential market, too. 1. A. in 2. A. fail

B. to

C. under C. failing

D. on D. succeeding

B. to fail

3. A. no duty 4. A. good 5. A. So

B. no-duty B. well

C. duty-bound C. bad C. But

D. duty-free D. badly D. Therefore D. exported to D. insufficient D. has imposed on D. granted D. give D. had set up

B. Although B. confined in B. sufficient B. got

6. A. confined to 7. A. big enough 8. A. has got 9. A. admitted 10. A. learn

C. expanded to C. too big

C. has imposed C. granting C. take

B. admitting B. honour

11. A. are put B. are established C. were set up

12. A. member government C. member governments 13. A. In case of 14. A. party

B. members government D. members governments C. In case C. person

D. On case D. partner D. a great number

B. In the case of B. member

15. A. a series of

Passage 10

B. a great deal of C. a large amount of

Under the cash basis of accounting, a firm recognizes revenues from selling goods and providing services in the period when it receives cash from customers. It reports 1 in the period when it makes cash expenditures for merchandise, salaries, insurance, taxes, and 2 items. To illustrate the measurement of performance under the cash basis of accounting, consider the following example.

Donald and Joanne Allens open a hardware store on January 1 , Year 1. The firm receives $20,000 3 cash from the Allens and borrows $12,000 from a local bank. It must repay the loan on June 30, Year 1, with interest charged 4 the rate of 12 percent per year. The firm rents a store building on January1, and pays 2 months’ rent of $4,000 5 . On January 1, it also pays the premium of $ 2,400 for property and liability insurance coverage for the year 6 December 31, Year 1. During January it acquires merchandise costing $40,000, 7 it purchases $26,000 for cash and $14,000 on account. Sales to customers during January total $50,000, of which $34,000 is for 8 and $16,000 is on account. The acquisition cost of the merchandise 9 during January is $32,000, and various employees receive $5,000 in salaries.

Lawyers, accountants, and 10 professionals are the principal entities that use the cash basis of

accounting. These professionals have 11 small investments in multiperiod assets, 12 buildings and equipment, and usually collect cash from clients soon after they 13 services. Most of these firms actually use a modified cash basis of accounting, under which they 14 the costs of buildings, equipment, and similar items as assets 15 .

Most individuals use the cash basis of accounting for the purpose of computing personal income and personal income taxes. 1. A. by using up 2. A. similar

B. expenses B. a lot of B. on B. by

C. by spending

D. expense D. different D. in D. in D. in front D. while ending D. of that D. cash D. was sold D. other D. in relation to D. for the purpose of D. bring D. treat

C. a large number of C. within C. at

3. A. by means of 4. A. with

5. A. in advance of 6. A. ended

B. ahead of B. ending B. in which B. money B. sold B. different

C. in advance C. to end

7. A. of which 8. A. expenses 9. A. sell off 10. A. the same 11. A. relatively 12. A. so that 13. A. render 14. A. treat as

C. with which C. rent

C. is sold C. like

B. relative to B. such that B. pay for B. pay for

C. been relative to C. such as C. put into

C. pay back B. when purchased

15. A. when purchasing C. when purchase

Passage 11

D. which purchased

Brokers

Brokers neither physically handle products being distributed nor work on a continuing 1 with their principals. 2 , a broker is and independent wholesaling middleman that brings buyers and sellers together and provides market information to either party. Most brokers work for sellers, 3 a small percentage represent buyers.

Brokers have no authority to set prices. They simply negotiate a sale and leave it up to the seller to

accept or 4 the buyer’s offer. They also furnish considerable market information 5 prices, products, and general market conditions.

Because of the limited services provided, brokers receive relatively small commissions— 5 percent or less 6 , brokers need to operate on a low-cost basis. Food brokers 7 buyers and sellers of food and 8 general-merchandise items to one another and bring them together to complete a sale. They are well 9 about market conditions, terms of sale, sources of credit, price setting, potential 10 , and the art of negotiating. They do not actually provide credit but sometimes store and deliver goods. Brokers also do not 11 goods and usually are not allowed to complete a transaction 12 formal approval. Like other brokers, food brokers generally represent the seller, who pays their commission.

Food brokers, 13 manufacturers’ agents, operate in specific geographic locations and work for a limited 14 of food producers within these areas. Their sales force calls on chain-store buyers, store managers, and institutional purchasing agents. Brokers work 15 with advertising agencies. The average commission for food brokers is 5 percent of sales. 1. A. basic

B. basical B. Instead

C. basically C. So

D. basis D. Therefore D. although D. lower D. regarding D. Because D. bring D. connected with D. informed D. agents D. give the title to

2. A. Instead of

3. A. for example 4. A. raise

B. as a result B. take

C. since C. reject

5. A. regards 6. A. However 7. A. introduce 8. A. relating

B. in relation B. Therefore B. to introduce B. relate

C. with regard C. For instance C. take

C. to relate to C. known C. buyers

9. A. informed of 10. A. sellers

B. informing B. people

11. A. take title to 12. A. with 13. A. alike

B. take title of B. have B. like

C. have title for

C. in the possession of D. without C. resemble C. amount C. closely

D. look like D. quantities D. closer

14. A. number 15. A. close

B. sum B. loose

Passage 12

Educational Background of Successful Managers

Psychologist Douglas Bray and Ann Howard have for more than 25 years been studying college graduates in entry-level management ranks for AT&T. Here are some of their findings.

Master’s degree can be 1 . Howard says of Master’s degree holders, ―They bring us greater 2 and interpersonal skills and more motivation for 3 and money, but they are not any smarter.‖ This applied equally to 4 of an MA, MS, and MBA.

There are key 5 between technical and non-technical majors. Business majors led the pack in organizing, planning, and decision-making skills. 6 and social science graduates also 7 high. Math, science, and engineering majors scored much lower in these skills. Technical majors did have 8 general mental ability, but they were not as 9 or as good at interpersonal skills. As you might expect, social science majors were quite low on 10 skills. Business majors were the ones most eager to get ahead.

For the future managers, AT&T is still looking for about a third each of business, technical, and liberal arts majors. While they are still looking for master’s degrees, some firms say that the 11 of the MBA has passed. Many companies 12 the same management training programs for their new people, whether or not they have a master’s degree.

13 the success/ failure studies of managers, educational background is probably less important than 14 skill that people develop. As one president of a large company puts it, ―We’re really looking for a particular kind of 15 rather than a particular degree.‖ 1. A. useful

B. helpful

C. successful

D. beneficial D. cooperation D. honour D. holder D. difficultly D. Human subject D. gained D. higher D. imagination D. qualitive D. epoch

2. A. administrative 3. A. ranks 4. A. owner

B. cooperative B. social level B. winner

C. administration C. status

C. possessor C. difficult C. Human C. get

5. A. difference B. differences B. Humanity B. scored B. tow

6. A. Humanities 7. A. score 8. A. high 9. A. create

C. lower

B. creative B. quantity B. years

C. imaginative C. quality C. era

10. A. quantitative 11. A. times

12. A. supply B. offer B. Even if B. actual

C. provide

D. award D. Though D. real D. persons

13. A. Regardless of 14. A. practical 15. A. person

Passage 13

C. Even though C. factual

B. personnel C. human being

Charlie Has a Chance to Get Ahead

Charlie is employed as an accountant in a small assembly plant in the Midwest. In his seven years at Astro-Technology, he has become 1 with most of the 200 employees and enjoys the 2 of his office and the company attitude toward him. However, in the past three years, he has not received a promotion, and there is little chance for one in the near future. The raises he has 3 have not kept up with inflation. He has discussed the situation frequently with his wife, Rita, who is working as a personnel officer at a research firm in town.

Although Rita has never told Charlie, she feels that her job has more status than his. 4 Charlie earns slightly more than income, she has more flexible hours, more holidays with pay, better company fringe benefits, and apparently more status when the two companies’ organizational charters are 5 . Rita enjoys her present position and the salary she receives.

The two daughters are doing well in grammar school and are active girl scouts and the 4H club. A month ago Charlie 6 a new position for an accountant in their home office in Dallas. He knows that his company has a 7 of promotion from within, and his supervisor feels that he would have a good chance of getting the position. It would mean an immediate 15 percent 8 in pay; more prestige, because he would have a private office; and more 9 for promotions. He applied for the position, but was afraid to tell her wife. When the interview was 10 he informed Rita that he had to go to Dallas for a seminar.

Charlie was 11 with Dallas and the possible neighbourhoods his family could select to make their home. The home office was impressive! Dark walnut and chrome were everywhere, and the personnel in the office were friendly. After a tour of the facility he had an interview with five managers.

A week later he was 12 that he was one of the three finalists. He was excited and eager to accept the position if it was offered him. That night, when he told Rita, she was 13 . The move would mean they would have to leave their lovely home that they had been remolding over the last seven years. The girls would have to find new friends.

Finally and most 14 could Rita find a job as good as the one she has? It seemed unfair to force her to move and give up a good job, just so Charlie could satisfy his own 15 . It turned into a real argument. Charlie wanted to move and Rita did not. Charlie was saying that he is a striver and Rita was saying she is happy with their status in life. 1. A. known

B. acquainted B. context B. get

C. acquaint

D. knowed D. relation D. received D. Or D. contrasted D. listened to D. practices D. arising D. opportunities D. meted D. impressed D. inform D. upset D. unfortunately D. ego

2. A. environment 3. A. accepted 4. A. If

C. atmosphere C. receive

B. Even though B. comparing B. heard B. habit B. raising B. chance

C. However C. contrast C. listened C. practice C. arise

5. A. compared 6. A. heard of 7. A. rule 8. A. raise

9. A. chances 10. A. schedule

C. opportunity C. scheduling C. impress

B. scheduled B. impressing B. noticed B. excited B. unhappy B. spirits

11. A. impressive 12. A. noticing 13. A. upsetting 14. A. important 15. A. goal

Passage 14

C. informed C. pleasant C. sad

C. wants

Payment

Payment is an important part during the period of fulfilling the contract as well as in business negotiations. After a contract is 1 , what the buyer shall have to do is to make payment of the goods so as to get the 2 to take delivery.

Nowadays, in international trade, the most widely used 3 of payment is letter of credit (L/C), sight L/C or term L/C. Besides, there are two other modes, 4 Remittance and Collection. Remittance is 5 into three kinds, i.e. Mail Transfer (M/T), Demand Draft (D/D) and Telegraphic Transfer (T/T). There are two kinds of 6 : Documents against Payment (D/P) and Documents against 7 (D/A).

However, payment is something quite 8 in business.

In foreign trade, payment is usually effected through a bank, as an L/C makes business with unknown 9 easy and provides protection to both exporter and importer. Simply speaking, the opening of an L/C means the relative bank agrees to pay the 10 so long as the documents 11 by the exporter appear to be in exact accordance with the L/C.

Upon 12 of the L/C, the exporter must examine it very carefully, especially the expiry date, the date of shipment, the amount the 13 to be shipped, the documents required, etc., in order to make sure that the 14 in the L/C strictly conform to the contract. Any of them 15 not in order, the exporter should ask the importer for an amendment with the least possible delay. classified acceptance exporter

Passage 15

Bill of Exchange and Letter of Credit

The two principal methods of payment for exported goods are by Bill of Exchange and by Letter of Credit. The Bill of Exchange is an order in writing 1 someone (the buyer) to pay a specified sum of money at a specified date. If the bill must be paid 2 , it is known as a Sight Bill. The drawer (the exporter) draws up the 3 naming the person who must pay the bill. This person (the buyer ) is known as the 4 . The drawer then gives the Bill of Exchange to the bank. When the bank 5 the bill to the drawee he must 6 pay it immediately (if it is a sight bill) or accept it by writing ―Accepted‖ on it. By accepting a bill, a person agrees to pay the bill at a 7 date (usually in three months). When the drawee pays or accepts the bill, the bank gives him the 8 that allow him to collect the goods from the quay when they arrive. 9 the documents when the sight bill is paid is called ―Documents against Payment‖. Receiving the documents when a bill is 10 is called ―Documents against Acceptance‖.

The main document in exporting is the Bill of Lading, which is the 11 to the goods. The title deed is the document, which proves 12 of goods. When a bill of exchange has been accepted by the drawee it becomes 13 . This means that it can be 14 to another person, to pay a debt for example. On the other hand, if the exporter does not want to wait for 15 of an accepted bill of exchange, he can discount (sell) it at a Discount House. 16 bills of exchange is a way of lending and borrowing money. A bill of lading

complicated namely importers

mode

documents presented being

signed quantity receipt

collection stipulations

is also negotiable, so goods can be sold by selling the bill of lading before goods actually arrive in the importing country.

A letter of credit is a letter written by the buyer’s bank to the exporter’s bank 17 payment of a specified sum of money to a specified person (the exporter). The importer has to apply to his bank to open a letter of credit. The exporter is paid 18 he presents the exporter documents to his bank. presents documents transferred authorizing

Passage 16

Invoice Price Calculation

The invoice price has to be stated in accordance with the agreed terms of the contract as explained earlier; it may be the FOB price, or the EXW price, or the CIF price etc.. In the case of a CIF contract, the price calculation in the 1 has to comply with the principles explained earlier, unless the agreement of the parties 2 is gained. The buyer will often ask that a detailed statement of the 3 of the price be shown on the invoice, 4 the actual net price at the factory and the further charges separately, because he requires these details for 5 to his own authorities.

When payment under a letter of credit is agreed, it is normal that the commercial invoice is one of the documents which have to be tendered to the 6 . Great care should be taken to contain the correct 7 of the goods and the other necessary details, exactly as specified in the contract of sale. The bank needs these details to open credit. If the required details are not stated or incorrectly stated, the 8 of the documents will be rejected. The following points should be 9 : 1. Commercial invoices must be made out in the name of the 10 for the credit, unless otherwise

stipulated in the credit.

2. Banks may refuse commercial invoices issued for amounts 11 the amount permitted by the credit,

unless otherwise stipulated in the credit.

3. The description of the goods in the commercial invoice must 12 with the description in the credit,

while the goods may be described in general terms not 13 with the description of the goods in the

receiving specified when

immediately accepted ownership negotiable

drawee

requesting either title deed

bill of exchange payment

discounting

credit in all other documents. The details in the invoice also have to correspond with those in other documents tendered to the bank.

The requirements of laws in different countries in respect of invoices vary greatly and are altered from time to time. For instance, some countries 14 that the commercial invoice should be 15 a certificate of value. The exporter who does not use the services of freight 16 should keep himself informed of these changes and makes certain that he 17 the goods in accordance with the latest invoice requirements in force in the country of destination. In case of doubt, the exporter can contact the 18 of the country of destination, the overseas division of the Department of Trade, Department of Commerce.

setting out tender

elements description prescribe forwarder

noticed

submission

invoice

nominated bank in excess of correspond

to the country inconsistent applicant

consulate

dispatches

combined with

Passage 17

Forms of Credit Instruments

Credit instruments, in general, convey the following information: the identity of the borrower, the amount of money to be paid when the instrument 1 , and the amount of interest and 2 it is to be paid. Credit instruments take a variety of forms. In general, the many types of 3 , or securities, can be categorized into either promises to pay or order to pay. There are two types of promises to pay: notes, 4 are usually short-term credit instruments; and 5 which usually involve long-term credit instrument. These securities indicate that a borrower promises to 6 to the lender the original value of the loan, plus interest, at specified times. One very important promise to pay, called commercial paper, is an unsecured note. Commercial paper is typically 7 by corporations and nonblank financial institutions. The maximum 8 of maturity is 270 days for commercial paper

Orders to pay are also called drafts. A draft, or bill of exchange, is a(n) 9 written order where the party 10 it (the drawer) orders another party (the drawee) to pay money, usually to a third party (the payee). Draft, unlike promissory notes, include a third party. Drafts are further 11 into bank drafts and trade drafts. The 12 must be obligated to the drawer either by agreement or through debt relationship before the drawee is obligated to the 13 to honor the order.

which

when length issued

repay

matures drawer

bonds drawee

credit instruments classified

Passage 18

creating unconditional

Time Limit Governing a Shipment

Generally speaking, the time limit governing a shipment is of three categories:

The terms regarding shipment under the first category, i.e. the shipment with a fixed date, may read as follows: shipment during March, March shipment, shipment at or before the end of July, shipment on or before Aug. 15, or shipment during Sept./Oct. whichever the 1 of shipment, there is always a definite date or period 2 on, at, before, or during which the shipment should be made.

Under the second category, i.e. the shipment with a date in near future, such terms, as immediate shipment, prompt shipment, and shipment as soon as possible are often found in a sales 3 . As can be expected, immediate shipment requires that the exporter should make delivery to a steamer within two weeks after the 4 of the contract. Prompt shipment 5 the delivery within three or four weeks. But, internationally, these terms are not unified and therefore are 6 to different interpretations. So, it is not 7 to use such terms of uncertainty unless the exporter and the importer previously reached a 8 regarding the time limit under these terms.

The third category stipulates an indefinite date on which the delivery of goods is to be effected. The terms like shipment within 30 days after the date of 9 of the letter of credit, shipment subject to 10 available, shipment by first available steamer, or shipment by first 11 , are often used for this purpose. Though these terms are quite vague, they sometimes prove to be useful when it is difficult to 12 freight space and impossible to guarantee that a shipment would be made within a definite time limit. Exporters therefore accept 13 for shipment subject to shipping space available and feel that this clause allows them to 14 shipment until they can work out a contract with a shipping company.

conclusion advisable defer

consensus

terms

fixed

contract

calls for

order

subject

shipping space

secure

receipt

opportunity

Passage 19

A Purchase Order Itself being a Sales Contract

If you are buying products or materials from another company, you can often accomplish this purchase this purchase with a simple Purchase Order rather than a Sales Contract. A Purchase Order itself can be a contract. 1 the Purchase Order is your form or the seller’s form, consider the following points:

Complete description of goods: Does the Purchase Order contain a complete 2 of the goods that you think you are buying? (This information helps you avoid 3.) Does the description include all 4 and related items? Are you getting the latest or most 5 version or model of the goods being purchased?

Price: Is the price clearly set forth? Does the Purchase Order include a statement that says the price 6 the entire payment required? Be wary of hidden charges, handling fees, and delivery fees.

Delivery: How will the goods be provided – will the seller deliver it or do you pick it up? Are the goods 7 to be ready by a certain date? Is a penalty 8 if the goods aren’t ready by the designated date? Terms: When is payment due? Is a partial payment required in advance? Net 30 days? Payable 9?

Refund and return policy: What refund and return rights do you have, if any? The seller will want to limit your rights. At the very least, you should get a 10 or return right if the goods prove defective, do not 11 your specification, or are not reasonably satisfactory to you. Tax: How much tax must be paid? Who pays the tax?

Representations: Are you buying the goods based on 12 or statements from the seller or the seller’s salesmen or agents? If so, make sure that the purchase order states that you are buying the goods 13 those statements.

Warranties: Do any warranties cover the goods? What do the 14 cover? How long are the warranties?

If the seller provides the Purchase Order Form for you to sign, the document will undoubtedly be very 15 (in the seller’s favor). Read the Purchase Order 16 carefully and don’t be afraid to make changes, even if the document is a preprinted form.

misunderstandings undated based on warranties

description guaranteed

needed parts sets forth refund

whether

imposed over one-sided

representations over time

conform to

Passage 20

Attitude towards Inquiries

An inquiry is a request for the trade terms of certain commodity or for general information. When the buyer intends to 1 , he may send out and inquiry to an exporter, 2 a quotation or an offer for the goods he wishes to buy or simply 3 for some general information about these goods. Inquiries may be made by letter, telegram, telex, or fax or 4 by telephone or 5 face-to-face talk. Since the 1990’s, inquiries made by E-mail have been 6 the increase. Today progressive business houses regard all inquiries, 7 they contain direct sales possibilities or not, 8 opportunities to promote sales by gaining goodwill. The personal touch should be evident in both the 9 and the tone of the response.

The information or material 10 should meet the specific request of the inquirer, and the manner of 11 should suggest a genuine willingness to serve. The response should be made promptly and should be complete, 12 , and cheerful. Responses to routine inquiries 13 orders, prices, out-of-stock items, shipping dates, and delivery information may be 14 quite properly through the use of forms and form letter, 15 in correspondence between a manufacturer and a jobber, a wholesaler, or a retailer. Such form letters must be 16 with special care, however, if they are not to seem cold, formal, and inconsiderable. asking import

substance as

on

living

even appropriate

whether through

expedited concerning

phrasing provided composed particularly

三、阅读理解 Passage 1

Most insurance companies in the world are stock insurance companies or mutual insurance companies. A stock insurance company is owned by stockholders, who share in profits earned by the company. A mutual insurance company is owned by the policyholders. Profits earned by a mutual insurance company are returned to the policyholders as dividends or used to cut future insurance cost.

In addition to the private insurance organizations, certain types of insurance are provided in the U.S. by governmental organizations. A notable instance is the system of social security operated by the federal government through the Social Security Administration.

An insurance company may require a policyholder to provide proof of the ownership and the value of the lost or damaged property before it pays compensation. For this reason, policyholders should have such evidence of their possessions as lists, sales receipts, appraisals, or photographs. The evidence should be kept in a safe-deposit box or other secure place outside the home.

Many companies that sell health insurance policies provide cash benefits to the insured person. A cash benefit is a fixed dollar amount for each medical expense or day of hospitalization. If the cash benefits do not cover the entire cost of medical care, the policyholder must pay the rest. 1. The profits earned by a mutual insurance company __________. A. are shared by the stockholders

B. are all given to the policyholders as stocks C. are used to reduce future insurance cost D. are used I some investment

2. As to the types of insurance organizations, there are __________. A. both private and governmental organizations B. only private insurance companies C. only governmental organizations D. mostly health insurance companies

3. The word ―their‖ in the third paragraph refers to _________. A. sales receipts

B. the insurance companies C. the policyholders D. the properties

4. The evidence of photographs should be kept __________. A. in secure place at home B. in a pocket C. in a drawer

D. securely outside the home

5. If a person buys a health insurance policy, he can receive _________. A. a fixed mount to pay for hospitalization B. enough money to pay for medical expense C. get a huge compensation for illness

D. a changeable sum of money for each medical care Passage 2

The History of Volkswagen

Ferdinand Porsche started work on the ―people’s car‖ with money he received form the German government in 1934. First of all he traveled to America to learn about car production with his new American machinery in Wolfsburg, Lower Saxony.

Commercial production stopped during the war and the factory and its 9,000 workers fell into British hands in 1945. After the war the British helped the local economy by ordering 20,000 cars but decided not to take over the company as they did not think it had a future. Instead, Heinrich Nordhoff took over as Managing Director and the Volkswagen success story began.

Within five years annual production went from 20,000 to 230,000 cars and the company founded its first South American subsidiary, Volkswagen do Brazil S.A.. In 1949 the first exports to the USA arrived in New York, where they were described as ―beetle-like‖ and the VW Beetle legend was born. Thirty-two years later the 20 millionth Beetle rolled off a Volkswagen de Mexico production line. In 1960 Volkswagen became a public limited company valued at DM 600m.

The company continued its globalization by setting up its own production facilities in Australia (1957), Nigeria (1973) and Japan (1990) while expanding into the USA (1976) and Spain (1986) by buying car manufacturers. The company also set up a joint venture in China (1982). Political events at the end of 1989 gave VW the opportunity to move into central Europe, where it soon began production in the former East Germany and expanded into the Czech Republic.

Today Volkswagen AG is Europe’s largest car-maker with 242,770 employees and a turnover of $ 65bn. With new versions of two the world’s successful cars, the Beetle and the Golf, the future for VW looks every bit as bright as its past.

1. During the war the company __________. A. stopped producing cars completely B. stopped producing cars for sale to the public

C. continued producing cars as before

2. Porsche produced the first Volkswagen car __________. A. ten months after he received government money B. three years after he received governmental money C. four years after he received governmental money 3. The company opened a Chinese joint venture in _______. A. 1977 B. 1982 C. 1994

4. The company exported the first Beetle to USA in __________. A. 1949 B. 1957 C. 1976

5. The British did not take over the company because _________. A. they did not think it would survive B. they did not have enough money C. Heinrich Nordhoff had already bought it

6. Between 1945 and 1950 production increased _________. A. every year by 20,000 B. from 20,000 to 230,000 C. by 20,000 to 230,000

7. Volkswagen expanded globally by buying other car companies _________. A. and forming partnerships B. and building its own car plants

C. and also building new car plants and forming partnerships 8. How many Beetles have been produced? A. 3 million B. about 12 million C. over 20 million Passage 3

Publicity is any promotional communication about an organization or its products that is presented by the media but is not paid for by the organization. Publicity usually takes the form of a news story appearing in a mass media or an endorsement provided by an individual informally or in a speech or interview.

There are three channels for gaining publicity. One is to prepare a story (called a news release) and make it known to the media. The intention is for the selected newspapers, television stations, or other media to report the information as news. The second channel is personal communication with a group. A press conference will draw media representatives if they feel the subject or speaker has news value. Company tours and speeches to different groups of people are other forms of individual-to-group communications. The third channel in one-on-one personal communication, often called lobbying. Companies lobby law makers or other powerful people in an attempt to influence their opinions, and also their decisions. In addition, firms will give products to highly visible people in hope that the people will be seen using them. Publicity can help to accomplish any communication objective. It can be used to announce new products, publicize new policies, recognize employees, describe research breakthroughs, or report financial performance— if the message is viewed by the media as newsworthy or by the group or individual receivers as interesting or useful. This is what distinguishes publicity from advertising— publicity cannot be ―forced‖ on the audience. This is also the source of its power. The creditability level of publicity typically is much higher than advertising. If we tell you our product is great, you may well be skeptical. But if an independent, objective third party says our product is great, you are more likely to believe it. 1. Individual-to-group communication includes ________. A. a news release B. lobbying C. a press conference D. an advertising

2. Publicity is distinguished from advertising in that _________. A. it can be readily accepted by the audience B. it can be ―forced‖ on the audience

C. it can be used to accomplish any communication objective D. it is extremely skeptical

3. The credibility level of publicity typically is __________. A. as high as advertising

B. a little lower than advertising C. much higher than advertising D. Both A and B.

4. Publicity is used to attract _________. A. media representatives

B. the attention of the public to the products of a company C. powerful people

D. governmental departments Passage 4

A Risky Business

As everyone in business knows, working life can be difficult. At times, it seems impossible to reach a position where everything is running smoothly. Computer failure, client indecision and even mistakes by staff can quickly send a company into crisis. Many disasters are completely unforeseen, and it is becoming increasingly important for managers to learn how to live with the unexpected.

1. After several major disasters in the City of London, a group of managers have got together to form an organization called Survive. Their objective is to advise companies of the steps they should take in order to maintain business continuity in the event of disaster. So far they have worked with 600 companies in the UK and they are rapidly branching out to locations around the world. Survive Singapore, which offers its services to companies in the Pacific Rim, is the latest branch of the organization to be established. The advice they offer can be broken down into three areas.

1. What ever size your company is, the basic lessons are the same. Firstly, if you listen to employees and customers then you are far more likely to discover the risks you may be running which you hadn’t thought of. Maybe safety procedures have got a little out of date; it is your employees who can tell you which working practices are dangerous or inadequately supervised. Wider issues, such as polluting a local river, may be discovered through the public. If you have systems to keep in touch with what people are saying about you, then you will have a chance of preventing problems before they arrive.

3. Secondly, many companies don’t have adequate insurance. In fact, many small companies have very little insurance at all and only discover that they are under insured when it is too late. A fire may break out in the office and destroy not only the office furniture but also invaluable customer records and legal documents. The effect of the damage to the company can often make recovery impossible. Survive will

assist companies in assessing their risk of unexpected events, and point them in the direction of suitable insurance companies.

4. The third area to look at is what to do if your office did burn down and all your records were lost. What you need is a business continuity plan. Professional assistance in drawing up a plan can be provided by Survive, who will give you access to publications, conferences, databases and workshops where you can discuss problems with people in similar situations to yours.

For questions 1—4, choose the best title for each numbered paragraph form the list below. For each numbered paragraph 1—4, mark one letter A—G on your Answer Sheet. Do not use any letter more than once.

1. Paragraph 1 _________ 2. Paragraph 2 _________ 3. Paragraph 3 _________ 4. Paragraph 4 _________

Using the information in the text, complete each sentence 5—8 with a phrase A—G from the list below.

For each question 5—8, mark one letter A—G on your Answer Sheet. Do not use any letter more than once. 5. Survive’s aim is to advise you _________. 6. Discover from your employees __________.

7. Find out from people outside your business __________. 8. Survive can help you to calculate __________.

A. how to insure against computer failure

B. what is happening in your office that is potentially dangerous C. what the chances are of a disaster hitting your company D. what the law requires you to do in the event of a disaster E. what damage you may be causing to the environment

A Plan for the worst B How to contact Survive C The Survive organization D Reducing pollution E Be well insured F Insurance around the world G Listen and learn F. which is the safest location for your business G. how to keep your business going following disaster Passage 5

Read this text about a sales campaign and answer questions 1—8. EASY-COOK INC TOKYO 24 June 2004 Dear Mr. Lee Re: Instant Spicy Noodles Sales Campaign Thank you for your fax, received yesterday, about your ideas for changes to our autumn Sales Campaign. I have considered them carefully and would like to make the following comments. Detailed below: 1. As you know, our company has a reputation for good and simple business practice, which has been built up over many years. It seems to me, therefore, that our existing customers would be confused by a change in our discount method. I believe it would be preferable to keep the present system (i.e. discount for multiples of 50 and above). However, I am open to further ideas, if you think it would substantially increase the wholesale sales. 2. I like your comments about sales promotion, in particular those for shop display. Our company has an excellent printer who will certainly be able to turn your ideas into good display materials. However, I hope that the cost will not be higher than the estimated cost in the budget. We are aiming to keep our profit margins as high as possible to pay for the new equipment required for the new product. Would it be possible to prepare a detailed costing analysis (in consultation with the printers) for further study? 3. Concerning your ideas about a new range of products, I agree entirely with your ideas about finding our market reaction as quickly as possible. I feel sure there will be great enthusiasm, in the beginning, when we hope to establish our product on the market. I recommend that we analyze its level of success in the market within three months of the product launch, to see if it has made a significant impression. After that we can review the campaign in the light of those results. We can also discuss any possible changes to the product at that time. 4. To come to the last point raised in your fax: in my opinion the existing workforce is quite capable of handling the campaign. All the sales employees are aware of the amount of work needed to reach the sales targets. At this late stage I do not wish to increase the workforce. Again, the costs of such a move would upset the budget estimates for the campaign. Once again, thank you for your comments. They are most helpful. I would be very grateful for any further comments you may have on this letter, but would ask that I receive them before the Final Planning Meeting on Friday. Yours sincerely Kim Matsuzake Head of Sales

For questions 1—4, choose the best title for each numbered paragraph form the list below. For each numbered paragraph 1—4, mark one letter A—G on your Answer Sheet. Do not use any letter more than once.

1. Paragraph 1 _________ 2. Paragraph 2 _________ 3. Paragraph 3 _________ 4. Paragraph 4 _________

Using the information in the text, complete each sentence 5—8 with a phrase A—G from the list below.

For each question 5—8, mark one letter A—G on your Answer Sheet. Do not use any letter more than once.

5. There is no need for an increase in _________. 6. The new product must provide finance for __________. 7. How the product will be developed will depend on __________.

A. B. C. D. E. F. G. Late Payment Staff Levels Advertising Pricing Policy Product Development Training Programmes Future Investment 8. Buyer do not want a change in __________.

A. customers B. personnel C. pricing policy D. market research E. machinery F. sales campaign G. publicity Passage 6

Read the text below about a course run by a company called Sonam for its managers.

Sonam In-house Course : Finance for Managers

The Training Department has been asked to run this very successful course again. It will take place from 10 to 12 at Head Office.

1. This is an intensive, practical, residential course with the purpose of improving the ability of managers

to deal with the financial and numerical work. It will cover:  the underlying principles of financial management;

 developing the skills needed in planning and implementing a budget;  improving the ability of managers to read and interpret accounting data;  understanding and interpreting Sonam internal financial systems.

By the end of the three days, managers will have a greater knowledge of hoe finance works in Sonam. They will also have learned how a more effective use of information technology is essential for improving profitability.

2. There was very positive feedback after the April course, especially form the managers of the more

recently established departments, who particularly appreciated the practical and ―Sonam-based‖ course. We believe that this course meets the needs of non-financial managers who may already have some degree of involvement in budget planning and financial management as part of their job, and who wish to increase their expertise in job-related finance. The course is not intended for managers who have undergone a professional training in finance.

3. Participants will have to do a certain amount of work in preparation for the course. Managers will be

asked to analyze the financial procedures of their own departments. This will support a programme of group exercises and case studies to stimulate discussion and decide on action, relating specifically to actual Sonam issues and problems. The topics expected to come out of this work are: costing method and cost control, the structure of Sonam internal accounting systems, profit analysis and cash-flow forecasts, capital and revenue spending, and the practical tools of measurement in financial performance.

4. Tim Reeves is the author of a well-known series of business skills publications. He has particular

expertise in the needs of medium-sized company with our range of business activities. The other consultant involved will be Peter Harrington, an ex-Sonam Financial Manager, whose special contribution has been to relate the course content to current Sonam systems and procedures. Following feedback form the April course and recent management recommendations, more attention will be given to the details of Sonam pricing policy.

Please send completed internal application forms to Ros Dixon as soon as possible if you would like to reserve a place on this course. Further details of accommodation and exact timings will be distributed within three days. If you require further information now, please contact me on 4425. Roger Pearson, Training

For questions 1—4, choose the best title for each numbered paragraph form the list below. For each numbered paragraph 1—4, mark one letter A—G on your Answer Sheet. Do not use any letter more than once.

1. Paragraph 1 _________ 2. Paragraph 2 _________ 3. Paragraph 3 _________ 4. Paragraph 4 _________

A. B. C. D. E. F. G. Course participants The problem of pricing Course aims Learning activities and topic areas Experience required Course leaders Information technology for managers Using the information in the text, complete each sentence 5—8 with a phrase A—G from the list below.

For each question 5—8, mark one letter A—G on your Answer Sheet. Do not use any letter more than once.

5. Before the course, managers must consider _________. 6. As a result of suggestions, the course will deal with __________. 7. The course is not intended for managers with __________.

8. Making better use of information technology is the key to __________.

A. staff management experience B. the way charges are calculated C. problems with customer accounts D. a specific finance background E. making more money

F. systems for financial management G. rationalizing capital spending Passage 7

The Problem of Late Payment

Small and medium-size businesses have had a hard time over the last few years. In the UK thousands of businesses have gone bankrupt as a result of declining markets, increased competition from abroad and rising overheads. However, another factor which is common to many bankruptcies is the lack of cashflow caused by late payment of invoices.

1. In 1996 a survey by Thornton Hughes International discovered that more than a quarter of businesses

in Europe have to wait more than 90 days to be paid and 8% of businesses are forced to wait more than 120 days. Late payers often say they settle their accounts late because of recession, but there is evidence that many firms are using late payment as a method of improving their own cashflow. A survey shows that 36% of delays in payment are international. By delaying the settlement of their accounts, businesses transfer their financial problems to other businesses. It is usually the smallest firms that suffer most from this king of behavior.

2. There are now plans to do something about this problem. The European Commission (the governing

body of the European Union) suggests there should be legal penalties for late payment. Late payers should be legally required to pay interest on the debt. To be effective, the interest rate would be high. Finally, a system of fines (to be paid in addition to the interest payments) should be introduced. A recent survey in the UK revealed that 35% of transactions are carried out without any contract at all. It was therefore unclear when payments were due. In Denmark, even though the problem is smaller, the authorities have decided to deal with it by automatically applying a legal payment period when there is no written contract. This ensures that payment is fixed at 30 days after the creditor has requested payment.

3. Many of the cash problems of small and medium-sized companies are, in fact, caused by national and

local government agencies settling their accounts late. The European Commission has proposed that this area should be looked at. They point out that in some countries, for example the USA, interest on arrears is already paid automatically by public authorities. In France, cities publish dates of their payments to contractors to show how quickly they settle their debts.

4. The European Commission suggests several other ways of dealing with the problem of late payment.

Firstly, they suggest offering courses for small businesses. These courses would include legal advice on drafting contracts and on methods of obtaining payment for outstanding debts. Secondly, they would offer workshops to the public officials who are responsible for dealing with contracts. Thirdly, they suggest national campaigns to persuade large organizations not to take advantage of their greater financial strength and size when they are dealing with smaller businesses. Part of the publicity would be the message that if we work together to make payment periods shorter we can help not only the financial health of small and medium-sized businesses, but also that of the economy as a whole.

For questions 1—4, choose the best title for each numbered paragraph form the list below. For each numbered paragraph 1—4, mark one letter A—G on your Answer Sheet. Do not use any letter more than once.

1. Paragraph 1 _________ 2. Paragraph 2 _________ 3. Paragraph 3 _________

A. B. C. D. E. F. G. Assistance from the law International credits Reasons for late payment The effect of recession Late payment by public bodies Training and information Using overdrafts 4. Paragraph 4 _________

Using the information in the text, complete each sentence 5—8 with a phrase A—G from the list below.

For each question 5—8, mark one letter A—G on your Answer Sheet. Do not use any letter more than once.

5. Earlier payments would particularly improve the finances of _________. 6. Many __________ arrange business deals without any written agreements. 7. When there is no written contract __________ must pay within one month. 8. __________ publish details of the time it takes to pay their creditors.

A. large companies B. small businesses

C. public authorities in the USA D. the European Commission E. businesses in Denmark F. cities in France G. companies in the UK Passage 8

CHILE INVESTS IN FRUIT AND VEGETABLES

Chile has become one of Europe’s favorite sourcing countries for fruit and vegetables. In fact, it has taken less than ten years for Chile to establish itself as Latin America’s largest exporter of fruit and vegetables, with Europe the largest consumer. Fresh produce exports are one of the country’s main growth sectors, with over 36 million tons of fruit and seven million tons of vegetables exported world-wide each year.

1. Much of the country’s agriculture is carried out in the fertile Maipo Valley, which is also famous as a wine-growing area. The Mediterranean climate and fertile soil provide ideal growing conditions, helped by a comparative absence of insects and disease. Being located in the southern hemisphere is another advantage and, at certain times of the year, fruit such as grapes and certain vegetables can be obtained only from Chile.

2. The Chileans recognize that investment is the key to continued success, and have invested heavily in food-processing and packaging technology in order to build up sales pf value-added foods, such as frozen and tinned fruit and vegetables, in addition to the original juices and jams. Raspberries are their largest frozen fruit export, with some 19,000 tons exported each year, and asparagus, with 3,500 tons, their largest vegetable export. There has been a dramatic rise in the export sales of frozen fruit and vegetables, which have increased by as much as 4000% in some cases.

3. A very important player in this success story has been the Frutos del Maipo Corporation. Frutos del Maipo was formed in 1978, originally to provide fruit for jam producers in Chile. Using both fresh and frozen fruit, it now supplies the national industry all year round, as well as the principal markets of Europe, the USA and Japan. Its sales last year reached 8,000 tons and were valued at US$12m, representing 30% of the Chilean market.

4. The UK is Chile’s forth largest European importer of frozen produce, importing over three million tons, valued at US$6m. The distance between Santiago and the UK means that most of this fruit and vegetable cargo is transported by air. British Airways has benefited from the dramatic increase in exports to the UK, adding a third direct weekly flight to Santiago. BA’s World Cargo Division has seen a 45% growth in the movement of fresh goods from Chile to the UK in the last year. According to Rodrigo Casal of British Airways World Cargo, this trade between Chile and the UK will continue to grow at a rapid rate.

For questions 1—4, choose the best title for each numbered paragraph form the list below. For each numbered paragraph 1—4, mark one letter A—G on your Answer Sheet. Do not use any letter more than once.

1. Paragraph 1 _________ 2. Paragraph 2 _________ 3. Paragraph 3 _________ 4. Paragraph 4 _________

A. B. C. D. E. F. G. Develop the export range The importance of the US and Japan Protection from disease A Chilean company’s success Competition from technology Natural advantages Increased freight business Using the information in the text, complete each sentence 5—8 with a phrase A—G from the list below.

For each question 5—8, mark one letter A—G on your Answer Sheet.

Do not use any letter more than once.

5. The biggest importers of Chilean fruit and vegetables are _________. 6. Chile has realized the importance of using __________.

7. A particular large increase occurred in the exports of __________. 8. Frutos de Maipo started by supplying __________.

A. frozen fruit and vegetables B. other Latin American countries C. the jam industry

D. up-to-date processing methods E. modern air-freight terminals F. European countries G. juices and jams Passage 9

Look at the sentences below and the book reviews. Which book does each sentence 1—7 refer to? For each sentence, mark one letter A, B, C or D on your Answer Sheet. You will need to use some of the letters more than once. A

The Trainer’s Pocketbook Formerly known as the Instructor’s Pocketbook, the eighth edition of this short guide covers ―all the essential s of training‖, from creating the right learning environment to the use of audio-visual equipment. This 78-page book concentrates on presenting the key facts in summary form. B

The Handbook of Health and Safety This is a comprehensive guide intended for managers, union safety representatives and anyone teaching for Occupational Health & Safety examinations. Apart from the usual subjects of legal obligations and risk prevention, it focus on a relatively neglected issue, that of health concerns about computer use—particularly those associated with keyboard work. C

Writing Effective Advertisements This guide has been put together by best-selling author John Newton and looks at the reasons why some advertisements are more successful than others. Ideal both for someone starting up in business and for the established business person, it contains useful information on advertisement layout and content. D

Using Management Games This second edition, which reflects the growing trend to use management games as training tools, acts as a guide to exercises designated to increase group effectiveness. The writer explains the ways in which exercises, for example puzzles and communication games, can be used to improve group co-operation. 1. It describes activities which have become increasingly popular. 2. It gives important information as briefly as possible.

3. It deals with an area that has received little attention previously. 4. It describes methods that can help with team-building.

5. It is suitable for people with varying degrees of commercial experience. 6. It was previously published with a different title.

7. It is written for people from different types of professional background. Passage 10

Look at the sentences below and the advertisement. Which business for sale does each sentence 1—7 refer to? For each sentence, mark one letter A, B, C or D on your Answer Sheet. You will need to use some of the letters more than once.

EBTA BUSINESS TRANSFER AGENTS

The following businesses in the region are offered for sale:

A

RESTAURANT A large, well-decorated restaurant in an excellent position near the city centre. Open three years with annual turnover of $100.000. Regular trade and booking for weddings, special occasions, etc. Available on 50-year lease. Price on request B

ESTABLISHED POTTERY Family business established for over fifty years in city’s main commercial area. Small pottery, currently employs twelve people producing china figures, vases, and other decorative items. Price includes premises plus equipment and raw materials. Price $200.000 C

VACANT SHOP Located in superb historic building on excellent city centre site. Large premises recently renovated to a very high standard. Would suit a wide range of different trades. Available on limited (three-year) lease or longer if required. Short lease $15,000 D

GARAGE & CAR REPAIR Small business with great potential for development. Garage with petrol station on main road between city and coast. Includes large workshop suitable for car repair business. Small, three-bedroom house attached to workshop, and room for further building. Whole property $190,000 1. It is located outside the city

2. It will be easy to use for various types of retail business. 3. You know how much money it took last year. 4. This business already manufactures goods for sale. 5. Its price includes living accommodation. 6. It has been operating for many years.

7. You will have to find out the price from the agents.

Passage 11

Look at the sentences below and the job advertisement. Which job does each sentence 1—7 refer to? For

each sentence, mark one letter A, B, C or D on your Answer Sheet. You will need to use some of the letters more than once. A

Financial Analyst $20-25,000+benefits As a young and enthusiastic finalist/newly qualified, you should demonstrate the potential to progress quickly within the company and to develop an excellent understanding of the commercial needs of the business. With an analytical approach and strong communication skills, you will provide support on purchase price variances, prepare financial reports for the European Head Office and undertake ad hoc projects. B

Executive Director The Women’s Environment Network (WEN) is looking for a highly motivated, inspiring woman to lead one of Britain’s most successful environmental campaigning and information organizations. Experience required includes management and organizational skills. Media and editing experience and a knowledge of the environment and/or women’s movement. You will need to run campaigns and motivate a team of about 30 volunteers and paid staff. C

Wanted: EXPERIENCED INTERNATIONAL SALESPERSON representing leading travel company to companies and multinationals in the UK. Applicants are expected to be able to display word-processing skills and familiarity with database software. Basic salary, excellent commission and company car. We have a full scale London office. D

Office Equipment Sales Staff New Business Sales People Required by successful office equipment supplier to develop business in Europe. Must have proven ability to sell at senior levels in top companies. The successful applicant will be fluent in at least one foreign language. 1. You need to have experience of working with newspapers. 2. You have to be able to use a computer.

3. The job will involve providing senior staff with data.

4. You should have successful sales experience with leading companies. 5. You need to be able to get the best out of people who work for you. 6. Your earnings will depend on how much you sell. 7. You need to show you are suitable for early promotion. Passage 12

Look at the sentences below and the job advertisement. Which job does each sentence 1—7 refer to? For each sentence, mark one letter A, B, C or D on your Answer Sheet. You will need to use some of the letters more than once. A

Product Manager This company has at present about 30% of the market and a turnover of more than $500 million. The person appointed will have responsibility for a long-established product which is a household name. Experience in the insurance market is necessary and a background in accountancy would be helpful. B

Group Product Manager This is a rare opportunity to work at a senior level for a market leader in the food industry, located in the north of the country. The person appointed will report directly to the Marketing Director and take full responsibility for a turnover in excess of $80 million and a team of three managers. Applicants need to have a minimum of five years’ experience in product management. A market research qualification would be advantage. C

Management Trainees For this exciting position in the leisure industry we are seeking management trainees to develop excellent buying skills. Possibly a new graduate, the successful applicant may have experience with a big national retailer, but must certainly possess excellent negotiation and communication skills. D

Marketing Executive This important position has recently been created by one of the country’s leading clothes manufacturers. It is an outstanding opportunity for a graduate with two years’ experience in design or magazine publishing. The successful candidate will be given responsibility for a major, recently launched brand. It would be an advantage to have experience of promotional activities. Excellent fringe benefits on offer. 1. Experience in advertising would be helpful in this job.

2. This job would probably suit somebody who has worked in the purchasing department of a large chain

of stores.

3. Three years’ experience would not be enough for this job.

4. For this job it would be useful if you have studied how to carry out surveys into consumer attitudes. 5. In this job you would take charge of a product which has been on the market for many years. 6. To get this job it is not necessary to have work experience. 7. Such a high-ranking position does not come up very often. Passage 13

Look at the sentences below and the information about new business books. Which book does each sentence 1—7 refer to? For each sentence, mark one letter A, B, C or D on your Answer Sheet. You will need to use some of the letters more than once. A

GREAT SALES CAMPAIGNS The book examines the most successful sales campaigns of recent years. It provides examples of how major consumer brands, like Coca-Cola, Nike, 3M and Toyota, have been promoted in magazines and newspapers. It includes information about the creative and planning processes behind the promotion of these popular products. B

THE AUTOMOTIVE INDUSTRY TODAY Find out how top executives from leading car companies view the changing relationships between manufacturers and their suppliers. This book is a series of interviews with leading players in the industry: purchasing managers discuss the rise of global suppliers and chief executives present the international trend towards mergers and acquisitions in the industry. C

THE EXECUTIVE’S HANDBOOK This new edition of The Executive’s Handbook provides an analysis of the main political and economic trends of the late 1990’s. It is especially good on cost structures, changing consumer trends and cross-border expansion. These are key elements that affect international business deals, making the book essential reading for anyone involved in international trading. D

LEAD YOUR COMPANY TO SUCCESS This is a collection of in-depth interviews with some of the world’s top business executives in the car, soft drinks and clothing industries. A fascinating work, it will make you question much of the generally accepted theory on what successful leadership within manufacturing involves. 1. This book tells you about recent developments in consumer buying patterns. 2. The opinions expressed in this book differ from those of most experts in this field. 3. This book contains interviews with business leaders from several large industries.

4. The financial information provided in this book will be useful for import-export companies. 5. This book describes how a number of top companies have marketed their products. 6. This book outlines change in the sources of the materials and parts needed for production. 7. This book discusses a variety of major influences on the business world.

Passage 14

Reducing Your Company’s Bank Charges

Every business needs to keep its costs to a minimum. One significant expense is bank charges, which all businesses are forced to pay. Although most business could reduce these charges, very few make the effort to review the situation regularly. Here are a few suggestions on how to get the most out of your bank. 1. The main charges come from the bank charging interest on borrowed money. The interest rate is either

directly linked to the Base Rate, or is a ―managed‖ interest rate: banks will nearly always quote their

managed interest rate in preference to the linked rate. When interest rates change, the managed rate is slow to react. In fact, what usually happens is that when interest rates fall, the managed rate doesn’t move at all. But when interest rates rise, the managed rate goes up immediately. Persuading your bank manager to offer you a linked interest rate may be difficult, but if you can, it is nearly always worth it. 2. From time to time many businesses reach the position where they need an overdraft. When this

happens, it is vital that you contact your bank manager beforehand to arrange an overdraft facility. It is equally important to ensure that the size of the overdraft is sufficient, as it will be very difficult to negotiate an increased amount at a later date. Charges can be vry high for bounced cheques, and administration fees are charged each time the debt increases. And it doesn’t matter how good a customer you are. If it’s unauthorized, you pay.

3. No bank intentionally overcharges, but it’s a sad fact that it does happen, usually through staff error.

Just because you have agreed an interest rate, don’t automatically assume that that’s what you’ll be charged. Fortunately, computer systems in banks have improved dramatically over the years and system errors hardly ever happen. Most standard small business tariffs are fairly straightforward so you don’t have to be a mathematical genius to work out what you should be charged. Most banks now send you a detailed list of charges on your account without you having to ask for it, and this will make it easier for you to track down any problems. Note that it is your responsibility to make sure that no errors have occurred.

4. Charges and interest rates change regularly. Whilst there is much to be said for staying with something

that you’re familiar with, banks are always keen to get good new business. It might also be the case that the way a particular bank has structured its charges is more suited to your business than what is offered by your current bank. Large savings can be made, and don’t forget that if you’re just starting up, many banks offer special packages with no administration charges for the first year.

For questions 1—4, choose the best title for each numbered paragraph form the list below. For each numbered paragraph 1—4, mark one letter A—G on your Answer Sheet. Do not use any letter more than once.

1. Paragraph 1 _________ 2. Paragraph 2 _________

A. B. C. D. E. F. G. Check your bank statement Arrange for your bank to pay your bills Getting the right type of loan Borrow as little as possible Consider your bank’s competitors Listen to your bank manager Think ahead when borrowing money 3. Paragraph 3 _________ 4. Paragraph 4 _________

Using the information in the text, complete each sentence 5—8 with a phrase A—G from the list below.

For each question 5—8, mark one letter A—G on your Answer Sheet. Do not use any letter more than once. 5. Banks generally don’t like to_________. 6. Nowadays banks rarely __________. 7. Many banks __________ automatically.

8. To attract business, many banks do not __________ to new customers.

A. increase bank charges B. offer linked interest rates C. give overdrafts D. charge fees

E. provide a record of charges F. bounce cheques G. make calculation errors

Passage 15

Look at the sentences below and the book reviews. Which book does each sentence 1—7 refer to? For each sentence, mark one letter A, B, C or D on your Answer Sheet. You will need to use some of the letters more than once. A

MY YEARS WITH BAIZE ENGINEERING by James Salinas Salinas outlines the key qualities of good management in this autobiography. He believes that decisions should be based on fact, not opinions; that people’s strengths should be exploited; and that disagreement is sometimes necessary. But the main point he makes is that leadership means performing well at all times and setting a good example. B

LEANDING ON edited by Frances Peake In this collection of essays, top business leaders predict how businesses will change over the next few years. They analyze changes in business and society and their effects on job markets, as well as taking a look at possible strengths and weaknesses of leading economies and their currencies. This collection outlines a vision of tomorrow’s business world and the type of leaders that will be required. C

ULTIMATE LEADERSHIP by John Connor This book is a well-researched study of the problem of leadership in global quoted companies. 160 international business leaders were asked how they added value to their companies and their answers form the main part of this book. Both managers and companies are analyzed in order to show how they cope with difficult issues. A useful book for all senior managers. D

TWENTIETH CENTURY LEADERS by Maximilian Landor 100 well-known US business leaders through this century are described in this book, which analyzes how their fortunes were made and sometimes lost. The background, business career, character and personal life of each individual are outlined, creating an impressive collection of biographies and an excellent reference work. 1. In this book you learn about the lives of business leaders from the past. 2. This book looks at how large companies deal with various problem areas. 3. This is an account of one business leader’s experiences. 4. This book describes both successes and failures. 5. This book suggests probable trends in the business world.

6. The writer of this book gives his personal views of what makes a good business leader.

7. This book is based on interviews with business leaders. Passage 16

The Euro Biscuit

1. Thomsons Biscuits is the forth largest biscuit company in the world, with subsidiaries in fifteen

different European countries. The past decade, though, has seen the introduction of many changes in the food industry in Europe. Trend in food production and consumer behavior have been greatly influenced by the American food industry, and Thomsons’ market position has declined since the appearance of American biscuits on European supermarket shelves. However, company President Jack Martins is taking steps to reverse this trend and make Thomsons the number one brand of biscuit throughout Europe within the next ten years.

2. To achieve this, Thomsons must become a low-cost producer with improved profitability. Martins has

identified the most effective ways of reducing costs in the organization of the company. Firstly, and most importantly, the number of biscuit producing plants has been cut from nearly seventy to forty. The company has sold off a number of loss-making operations and found ways of amalgamating smaller plants. In addition, it has reduced overheads by 15% by cutting senior management positions at its various offices. Production itself is also changing, with manual skills no longer in such high demand. Mass production is now taking place in centralized factories with new machinery and far fewer employees. The number of suppliers has also been cut by 50%.

3. Thomsons have moved their advertising form six different agencies to one, and picked one public

relations company to promote their products in Europe. The company has also consolidated its five brands into one, created one style of packaging in place of twelve different ones, and introduced a single new logo for all products. Consumers can now recognize Thomsons biscuits more easily and the company’s profile has become much stronger than that of its American competitors.

4. Martins believes that Europeans often overestimate their differences and underestimate their

similarities. It is the similarities that have allowed Thomsons to develop a unified European work-culture. All subsidiaries are now expected to work in a united network, with shared values and a shared purpose, producing for the European market as whole rather than for different national markets.

For questions 1—4, choose the best title for each numbered paragraph form the list below. For each numbered paragraph 1—4, mark one letter A—G on your Answer Sheet.

Do not use any letter more than once.

1. Paragraph 1 _________ 2. Paragraph 2 _________ 3. Paragraph 3 _________ 4. Paragraph 4 _________

Using the information in the text, complete each sentence 5—8 with a phrase A—G from the list below.

For each question 5—8, mark one letter A—G on your Answer Sheet. Do not use any letter more than once.

5. Thomsons position has been damaged by introduction of attractive _________. 6. Thomsons has to find ways of increasing the size of its __________. 7. Thomsons has introduced more efficient __________ at its factories. 8. In the past, Thomsons used a variety of __________.

A. packaging designs B. profit margins C. staff productivity D. manufacturing methods E. international products F. management teams G. manual skills

Passage 17

Look at the sentences below and the job advertisements. Which job does each sentence 1—7 refer to? For

A. B. C. D. E. F. G. Changes in company structure American biscuits in Europe A common approach across the company Threat faced by leading biscuit manufacturer Improvements in product identity Different European markets for biscuits Costs of small-scale production each sentence, mark one letter A, B, C or D on your Answer Sheet. You will need to use some of the letters more than once. A

BUSINESS MANAGER You will be responsible for our global business within specific countries and will have a good understanding of international distribution, possibly based on previous experience, plus the ability to work in markets that are highly varied in their culture. You will be fluent in a second language, be willing to travel extensively, and preferable have a degree. B

DEPARTMENT STORE BUYER Based at our head office in London, you will select and order stock from our suppliers in Italy. You will need to predict fashion trends, and build a strong relationship with our Italian office. You will have gained your buying experience in women’s fashion and will hold a degree in design with a business studies component. C

LEGAL SERVICES ADMINISTRATOR As head of the legal office, your work will include managing the office IT network, typing reports, diary maintenance and supervision of another staff member. You will need good organizational skills in order to keep ahead of a varied workload. You will be dealing with senior executives and government officials, so a mature and efficient manner is essential. D

REGIONAL LEISURE SITES MANAGER You will be responsible for budgetary planning, contract negotiation, local marketing and effective administration. You will communicate frequently with our main office using the latest technology. Your experience could be from any business sector but you should enjoy outdoor life and will ideally possess an estate management qualification. 1. You will be responsible for the operation of a computer system. 2. You must be able to forecast what people will want to wear.

3. You will be able to work with people from many different countries and backgrounds.

4. You will have a qualification which covers two subject areas. 5. It is necessary to have worked in this sector before.

6. You will need to keep in contact with the headquarters of the organization.

7. The advertisement emphasizes the need to have a suitable approach to important people. Passage 18

A Lesson in Stress Management

Demands placed on us at work can often lead to considerable worry and discomfort. There are, however, ways of protecting ourselves from the stress we face at work. We interviewed Jane Collard, a consultant in stress management.

1. In Jane Collard’s opinion, stress is becoming an increasingly common feature of the workplace. Stress

is a highly individual reaction, which varies considerably from person to person, and it is very difficult for some employees to avoid it. Indeed, stress is regarded by many as part of the organizational culture of our institutions: it comes with the job. Recent figures indicate that time taken off work because of stress has increased by 500 percent since the 1950s. Undoubtedly, changes in working conditions have led to greater pressure at work at all levels. With reductions in staffing, workloads for individual employees have increased. In addition, many employees are left worrying about the security of their jobs.

2. On the stress management courses that she runs, Jane Collard tries to make the trainees realize that

stress in itself is not harmful. Everyone needs a certain level of stress to enable them to feel motivated and to perform effectively. A complete absence of stress can be as damaging as overstress, since it can make people lose interest in their work, and even lead to depression. The difficulties occur when the amount of stress rises above a level which is healthy for a particular individual. If this happens, the effects are very obvious and the trainees are taught to recognize the signs. Stress may be expressed physically, for example through headaches and tiredness, or through emotional problems such as depression. A person suffering from stress many also start to behave differently, and can be difficult to deal with.

3. While it may not always be possible to prevent stress, there are a number of ways in which it can be

controlled. The first thing that the trainees learn is how to manage their time effectively. This involves, first of all, setting realistic goals for both the short and long term. Once this framework has been established, tasks are then prioritized on a daily basis. The trainees are also reminded that when they

are under pressure the less important items should be left, and they should never hesitate to delegate. Everyone is encouraged to look at ways of reducing ―wasted time‖, for example by grouping similar tasks together or dealing with items immediately.

4. Jane feels that one of the most useful features of the course is that it enables trainees to deal with those

demands or deadlines that they regard as unreasonable. They are encouraged to avoid being defensive, but at the same time they are advised not to be afraid of saying ―no‖. They are asked to give reasons only if necessary. The training helps them to foresee difficult situations or unwanted demands, and they learn how to prepare themselves mentally. Everyone is encouraged not to get stuck in negative thought patterns, where stress can feed a circular sense of helplessness. One solution they discuss is to think of a more encouraging alternative for each negative message. They learn, for example, to remind themselves that nothing terrible happens when a demand is refused or a deadline missed. Life goes on. For questions 1—4, choose the best title for each numbered paragraph form the list below. For each numbered paragraph 1—4, mark one letter A—G on your Answer Sheet. Do not use any letter more than once.

1. Paragraph 1 _________ 2. Paragraph 2 _________ 3. Paragraph 3 _________ 4. Paragraph 4 _________

Using the information in the text, complete each sentence 5—8 with a phrase A—G from the list below.

For each question 5—8, mark one letter A—G on your Answer Sheet. Do not use any letter more than once.

5. Most people agree that the recent increase in stress is due to changes in _________.

6. The trainees are taught that the right level of stress at work is important for good __________.

A. B. C. D. E. F. G. Higher stress levels among top managers Coping with stress through a positive attitude Time lost at work through sickness Causes of increased stress in work environment Explanations for missed deadlines Stress reduction through better organization Typical problems associated with stress 7. Trainees learn that one way of limiting stress is by deciding upon __________. 8. One of the most important parts of the course is learning how to react to __________.

A. levels of performance B. shorter deadlines C. employment practices D. higher levels of sickness E. unfair demands

F. successful management structure G. practical targets

Passage 19

Look at the sentences below and the job advertisements. Which job does each sentence 1—7 refer to? For each sentence, mark one letter A, B, C or D on your Answer Sheet. You will need to use some of the letters more than once. A

ILT CONSULTANTS $19,000 + benefits Here’s an exciting opportunity to combine your presentation skills and organizational abilities, working for a team of systems analysts. You will need to have a good eye for detail as the role involves large amounts of proof reading and checking. The job also involves client liaison at all levels, as well as an element of research. B

JOHN GUILD & SON $17,500 + benefits City finance house seeks a mature person to work for the Secretariat. The post involves: looking after customers’ financial assets such as property and possessions; database work; accounting; and organizational responsibilities. The bulk of the work load is highly confidential. A good level and range of PC experience will secure you an interview. C

HOOPER’S $17,000 Join this household name and play a key part in supporting Regional Operations Director and Marketing team. This is a newly-created position within a well-established firm and there is plenty of opportunity for you to develop your role. You will need to be self-motivated with the ability to prioritize. Some Windows experience essential. D

ITC INVESTMENT CONSULTANTS $18,000 + This is an opening for a bright, part-qualified assistant to work in an investment company’s busy personnel department. You will need to have one year’s experience of interviewing job applicants, and the confidence to handle appraisals and disciplinary actions. Future training will be offered for the right candidate. Keyboard skills are desirable as you will manage all personal correspondence. 1. This job involves working for a well-known company. 2. You will meet a wide variety of customers in this job. 3. This post involves responsibility for recruitment. 4. Your work should not be discussed outside the office. 5. In this job you will deal with people’s investment. 6. This post has recently been established.

7. Your job description will require you to read some documents very carefully. Passage 20

How to Argue with Your Boss

Before you argue with your boss, check with the boss’s secretary to determine his mood. If he ate nails for breakfast, it is not a good idea to ask him for something. Even without the boss’s secretary, there are keys to timing: don’t approach the boss when he’s on deadline; don’t go in right before lunch, when he is apt to be distracted and rushed; don’t go in just before or after he has taken a vacation.

1. If you’re mad, that will only make your boss mad. Calm down first. And don’t let a particular concern

open the floodgate for all your accumulated frustration. The boss will feel that you think negatively about the company and it is hopeless trying to change your mind. Then, maybe he will dismiss you. 2. Terrible disputes can result when neither the employer nor the employee knows what is the problem the

other wants to discuss. Sometimes the fight will go away when the issues are made clear. The employee has to get his point across clearly in order to make the boss understand it.

3. Your boss has enough on his mind without your adding more. If you can’t put forward an immediate

solution, at least suggest how to approach the problem. People who frequently present problems without solutions to their bosses may soon find they can’t get past the secretary.

4. To deal effectively with a boss, it’s important to consider his goals and pressures. If you can put

yourself in the position of being a partner to the boss, then he will be naturally more inclined to work with you to achieve your goals.

For questions 1—4, choose the best title for each numbered paragraph form the list below. For each numbered paragraph 1—4, mark one letter A—G on your Answer Sheet. Do not use any letter more than once.

1. Paragraph 1 _________

A. Keep your voice low all the time B. Put yourself in the boss’s position 2. Paragraph 2 _________

C. Propose your solution 3. Paragraph 3 _________ D. Don’t go in when you are angry E. Make the issue clear 4. Paragraph 4 _________

F. Never give in G. Respect your boss Using the information in the text, complete each sentence 5—8 with a phrase A—G from the list below.

For each question 5—8, mark one letter A—G on your Answer Sheet. Do not use any letter more than once.

5. If you want to ask the boss for anything, it is important to find out first _________. 6. It is necessary to make clear to the boss __________. 7. It is not wise to present the boss with a problem __________. 8. You must be considerate and think of the troubles __________.

A. to give the boss your advice B. how he is feeling C. the boss may have

D. what you really want to talk to him about E. without suggesting a way to solve it F. how unhappy you are G. say what you want to say

四、写作

Direction: In this part, you are required to write a memo according to the situation given below. Exercise 1

You are Head of Research for an international car manufacturer. You have to make an urgent trip tomorrow to visit Pierre Blanco, a colleague who works for the French subsidiary. Write a memo of about 50 words to your secretary:

 telling her who you are going to see and when  asking her to book flight tickets and accommodation

 telling her what work you would like her to do in your absence Exercise 2

You are the Sales Manager for a car parts company. You are unhappy about the company’s pricing policy. You want to make a visit as soon as possible to see Mr. Oyama at the Head Office in Tokyo. Write a memo of about 50 words to your secretary:  telling him to phone Head Office  saying who you want to see and why  suggesting two different times you could go Exercise 3

You are taking your annual holiday at the beginning of May and you will be out of the office for three weeks. Write a memo of about 50 words to your secretary, telling her:  when you are going on holiday and for how long  what should happen to your mail

 what she/he should do in case of an emergency Exercise 4

You are Project Team Leader. You have had to cancel your next project meeting because some of the members of your team will be abroad. Write a memo of about 50 words to your project team:  informing them of the cancellation and giving the reason  stating a new date and time for the meeting  requesting suggestions for the agenda Exercise 5

You are the Research and Development Director of an engineering company, which is a subsidiary of a

larger corporation. The Chairman of the corporation is visiting your company next week. Write a memo of about 50 words to all your staff :  informing them of the visit

 telling them why the visitor is coming

 telling them when he will arrive and asking them to be at the welcome reception for him Exercise 6

You have been asked to organize your company’s staff training programme. Before the programme starts you would like to identify training areas that staff are interested in. Write a memo of about 50 words to all staff:

 saying when the training programme will start

 asking for suggestions for what to include in the programme  giving a deadline for suggestions Exercise 7

Your company has just opened a new office in the United States. You have agreed to go and work there for six months. Write a memo of about 50 words to all your colleagues:  explaining why you will be absent  saying when you are leaving the office  expressing your wish to keep in touch Exercise 8

You are the training manager of a company which has won a large export order. You have been asked to organize language training for some of your staff. Write a memo of about 50 words to staff:  explaining why the courses are necessary  saying which members of staff should attend  announcing when the courses will start Exercise 9

You are the manager of a small printing company. A new employee, Mark McCabe, is joining your company on 10th May. Write a short memo of about 50 words to your office administrator:  saying who is starting work and when  telling him what Mark McCabe’ job will be  suggesting where Mark McCabe’s desk should be put

Exercise 10

You are a regional sales manager for an international company. You have been asked to go to a meeting at your company’s head office. You cannot go, so somebody else will go in your place. Write a memo of about 50 words to Erica Young, who is organizing the meeting:  apologizing for not being able to go to the meeting  explaining why you cannot go  saying who will go

五、口语练习 Topics for oral practice:

1. When choosing a job, some people think salary is the most important factor. While others care more

about the personal development. What’s your point of view? Are there any other points you think important?

2. Nowadays there is fierce competition on the job market, especially for those who have just graduated.

Without working experience, they lose many opportunities. How can they avoid this disadvantage and be successful on the job market?

3. Advertisement has become an indispensable part of our life. It is very helpful for people to make their

purchasing decision. But some people complain that it brings more trouble than benefit. Do you agree or disagree? Use your own experience and knowledge to support your idea.

4. E-commerce is becoming more and more popular. It makes shopping more convenient and saves our

time. But some people complain that it brings more trouble than benefit. Do you agree or disagree? Use your own experience and knowledge to support your idea.

5. Nowadays more and more young Chinese celebrate western festivals, such as Christmas and

Valentine’s Day. While some traditional Chinese festivals are becoming unfamiliar to them. What’s your point of view to this phenomenon?

6. Every year, there are thousands of Chinese students go abroad to pursue their study. Do you have such

a plan? Why or why not?

7. We all know team spirit is very important to an organization. For example, Japanese companies give

great importance to team-building. Some people think when teamwork is stressed, as long as all the members are well organized, capability of individuals can be neglected. Do you agree or disagree? Use

your own experience and knowledge to support your idea.

8. In our daily life, there are several factors could influence our purchasing decision. Which of the

following factors influences you most when you are making decision? Price, brand or after-sales service? Are there any other points you think are important?

9. An interview is of critical importance to job applicants. In your opinion, what is important when

preparing for a job interview?

10. Now some people think that there is serious indoor air pollution, and it is more serious than outdoor air

pollution. Do you agree or disagree? What are the possible causes of indoor air pollution?

11. Telecommunications have made the transmission of information more efficient. In what ways have the

phone, fax and E-mail changed the way we do business? Do they have any disadvantages?

12. Verbal communication skills are an important consideration in an interview. How important are

non-verbal factors such as appearance and dress? What advice would you give to a candidate coming for an interview ?