剑桥商务英语中级模拟57.docx
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剑桥商务英语中级模拟57.docx
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剑桥商务英语中级模拟57
剑桥商务英语中级模拟57
READING
PARTONE
·Lookatthestatementsbelowandapassageaboutleadershipontheoppositepage.
·Whichsection(A,B,C,orD.doeseachstatement1--7referto?
·Foreachstatement1--7,markoneletter(A,B,C,orD.onyourAnswerSheet.
·Youwillneedtousesomeoftheselettersmorethanonce.
A
Thedifferencebetweenbeingamanagerandbeingaleaderissimple.Managementisacareer.Leadershipisacalling.Youdon'thavetobetall,well-spokenandgoodlookingtobeasuccessfulleader.Youdon'thavetohavethat"specialsomething"tofulfilltheleadershiprole.
B
Whatyouhavetohaveisclearlydefinedconvictions--and,moreimportantly,thecourageofyourconvictionstoseethemmanifestintoreality.Onlywhenyouunderstandyourroleasguideandstewardbasedonyourownmoatdeeplyheldtruthscanyoumovefrommanagertoleader.
C
Whetherthegroupyouoverseeiscalledemployees,associates,co-workers,teammatesoranythingelse,whattheyarelookingforissomeoneinwhomtheycanplacetheirtrust.Someonetheyknowisworkingforthegreatergood--forthemandfortheorganization.They'relookingforsomeonenotonlythattheycan--butthattheywantto--follow.
D
Becauseitisonlywhenyouhavefollowers--peoplewhohaveplacedtheirtrustinyou--thatyouknowyouhavemovedintothatleadershiprole.Andthewayyouseeitisthatyourorganizationistranscendingallpreviousquality,productivity,innovationandrevenueachievements.You'reoperatingatsuchahighlevelofefficiencythatyou'regivingbudgetbacktothecorporation---andyou'restillbeatingyourgoals.
1、Theauthor'sattitudetowardsthedifferencebetweenamanagerandaleader.
2、Someonethegroupwanttofollow.
3、Differencebetweenamanagerandaleader.
4、Thequalificationsofbeingaleader.
5、Theleadermustbeapersonwhoworksfortheemployeesandtheorganization.
6、Onlywhenyouhavefollowerscanyoubealeader.
7、Underyourleading,theorganizationhasgotgreatachievements.
PARTTWO
·Readthearticlebelowaboutknowingthecustomers.
·Choosethebestsentencefromtheoppositepagetofilleachofthegaps.
·Foreachgap8--12,markoneletter(A--G.onyourAnswerSheet.
·Donotuseanylettermorethanonce.
KNOWINGTHECUSTOMERS
Whencorrelatedwiththesalespeople'sactualperformance,thedifferencesintheirknowledgeoftheircustomersemergedastheprimarycharacteristicofsuperiorsalesperformance.Morespecifically,theresearchersuncoveredfivekeyareaswherethebestsalespeopleexcelled.
First,thetopsalespeoplewereabletoprovidemuchricherdescriptionsofeachtypeofcustomers.Theygavebetteridentifyingcharacteristics,providedmoredetailedinformation,andhadabetterunderstandingofeachcustomer'suniqueneeds. 8
Second,thebettersalespeopletendedtocategorizetheircustomersbasedonthelatter'sbuyingneeds,ratherthancategorizingthemwithmoresuperficialidentifierslikethecustomer'sappearanceordemographics. 9
Third, 10 Thatis,theywereabletolookatseveraldifferentcustomerinteractions,identifycommonbehaviorsortraits,andapplythoseobservationstosimilartypesofcustomers.
Fourth,thetopsalespeoplehadagreaternumberofdiscretesellingstepsintheirownsalesprocesses.Wherealowperformermayhaveexecutedonlyafewsellingtasksduringeachsale,thehighperformerssawtheneedformanymoreactivitiestosuccessfullyclosethedeal. 11
Finally,andperhapsmostdisturbingly,thebestsalespeoplehadabandonedagreateramountoftheirprevioussalestrainingthantheirlesssuccessfulpeers. 12
A themoreeffectivesalespeoplewerebetterat"abstraction"than theirlower-performingpeers.
B Onecaninfertheextrasellingstepswereinresponsetotheactualbuyingneedsoftheircustomers.
C Basically,thebestsalespeopleknewmoreabouttheircustomersthantheirlower-performingcolleagues.
D Morespecifically,theresearchersuncoveredfivekeyareaswherethebestsalespeopleexcelled.
E Soinadditiontotheirabilitytomorefullydescribetheircustomers,thebestsalespeoplealsogavedescriptionslargelyderivedfromtheircustomers'perspective--nottheirown.
F Theyhaddevelopedtheirownapproachestosellingmorecloselyalignedwiththeircustomers'needs.
G Incontrast,thelesssuccessfulsalespeopleweredutifullydoingmoreofwhattheyhadbeeninstructedtodo,buttheyweregettinglessinreturn.
PARTTHREE
·Readthearticlebelowaboutpricesystem,andthequestionsontheoppositepage.
·Foreachquestion13--18,markoneletter(A,B,C,orD.onyourAnswerSheetfortheansweryouchoose.
PRICESYSTEM
Pricesdeterminehowresourcesaretobeused.Theyarealsothemeansbywhichproductsandservicesthatareinlimitedsupplyarerationedamongbuyers.ThepricesystemoftheUnitedStatesisaverycomplexnetworkcomposedofthepricesofalltheproductsboughtandsoldintheeconomyaswellasthoseofamyriadofservices,includinglabor,professionaltransportation,andpublicutilityservices.Theinterrelationshipsofallthesepricesmakeupthe"system"ofprices.Thepriceofanyparticularproductorserviceislinkedtoabroad,complicatedsystemofpricesinwhicheverythingseemstosupplytothetransaction,guaranteesontheproductorservice,deliveryterms,returnprivileges,andotherfactors.Inotherwords,bothbuyerandsellerdependmoreorlessuponeverythingelse.Ifoneweretoaskrandomlyselectedindividualstodefine"price",manywouldreplythatpriceisanamountofmoneypaidbythebuyertothesellerofaproductofserviceor,inotherwords,thatpriceisthemoneyvalueofaproductofserviceasagreeduponinamarkettransaction.
Thisdefinitionis,ofcourse,validasfarasitgoes.Foracompleteunderstandingofapriceinanyparticulartransaction,muchmorethantheamountofmoneyinvolvedmustbeknown.Boththebuyerandthesellershouldbefamiliarwithnotonlythemoneyamount,butwiththeamountandqualityoftheproductorservicetobeexchanged,thetimeandplaceatwhichtheexchangewilltakeplaceandpaymentwillbemade,theformofmoneytobeused,thecredittermsanddiscountsthatshouldbefullyawareofallthefactorsthatcomprisethetotal"package"beingexchangedfortheasked--foramountofmoneyinorderthattheymayevaluateagivenprice.
13、Whatisthemainideaofthepassage?
A.TheInherentWeaknessesofthePriceSystem.
B.TheComplexitiesofthePriceSystem.
C.CreditTermsinTransactions.
D.ResourceAllocationandthePublicSector,
14、Accordingtothepassage,thepricesystemisrelatedprimarilyto______.
A.laborandeducation
B.transportationandinsurance
C.utilitiesandrepairs
D.productsandservices
15、Accordingtothepassage,whichofthefollowingisNOTafactorinthecompleteunderstandingofprice?
A.Instructionsthatcomewithaproduct.
B.Thequantityofaproduct.
C.Thequalityofaproduct.
D.Guaranteesthatcoveraproduct.
16、Accordingtothepassage,whichofthefollowingisNOTtrueaboutthedefinitionofprice?
A.Pricesystemisacomplicatednetwork.
B.Pricereferstothequantityandqualityoftheproduct.
C.Priceisanamountofmoneypaidbythebuyertotheseller.
D.Besidesmoney,manyotherfactorsareinvolvedinthepricesystem.
17、Inthelastsentenceofthepassage,"they"refersto______.
A.returnprivileges
B.allthefactors
C.buyerandseller
D.money
18、Theparagraphfollowingthepassagemostlikelydiscusses______.
A.unusualwaystoadvertiseproducts
B.typesofpaymentplansforservice
C.theoriesabouthowproductsaffectdifferentlevelsofsociety
D.howcertainelementsofaprice"package"influenceitsmarketvalue
PARTFOUR
·Readthearticlebelowaboutadvertisement.
·ChoosethebestwordorphrasetofilleachgapfromA,B,C,orDontheoppositepage.
·Foreachquestion19--33,markoneletter(A,B,C,orD.onyourAnswerSheet.
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19、A.ripe B.crude C.raw D.fresh
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