商务英语(上)期末复习题.doc

商务英语(上)期末复习题

Match the words on the left with their definitions on the right. (10%)

1.marketing communication research ()

2? keeping the tills ringing()

3.the cash-flow forecast()

4.product range ()

5.presentation ()

6? buying behavior ()

7. current account ()

& mental attribute ()

9.market share ()

10.the critical determinant ()

a?a statement which shows where cash comes from and where it goes over a period of time

b.a bank account which allow you to put in and take out money whenever you

wishes

c.formal talks from someone inside a company about the company and its

products.

d.research into ways of talking to the public

e> all the products sold by a company

f. percentage of consumers who buy from a particular company

ge keeping the cash tills working

h. the way in which consumers purchase goods

i> the most important factor in a decision

j. the skills you have that are connected with the way you think and your ability to think

? Complete the following sentences, using the appropriate expressions from the box below> Remember to put the verbs in the correct form> (20%)

set up, be interested in, apply for, clock in, end up with, break down, target at, agree on, turn down, fall back on

l.___________________________________________ We were worried about what would happen if the car __________________________ a gain and so we spent all

our savings on a new van.

2.1used to work in my father's factory, but when he decided to sell it, I ______ my own business.

3.Traditionally we had people who came in and _____ a nd were working on the shop floor.

4.He was __ for the promotion because he didn't have enough experience.

5.1had always _____ w riting. Particularly writing stories for children.

6.____________________________________ T he professor wrote a book last month which _______________________________ teenagers who have psychological trouble.

7.It was difficult to find a job. I____ lots of them but I didn't receive any offers-

&A lot of small businesses _____ full order books, and no money.

9.If they don^t cut their price, we can always _____ our old supplier.

10.The two assistant managers have cooperated very well with each other for many years, but they don3 4 5t __ everything.

III. Translate the following two paragraphs into Chinese. Please write your translation on the Answer Sheet. (15%)

1.The marketing concept is the belief that a whole firm must be coordinated to serve its present and potential customers and to do so at a profit. This means getting to understand what customers really want and following closely the changes in tastes that occur. If a firm is to follow up on this awareness of customer wants in a profitable way, it must be well coordinated in its pursuit of the common goal-一customer satisfaction.

2.Alternative titles for the income statement included Earnings Statement, Statement of Operations, and Profit and Loss Statement. However, income statement is by far the most popular term for this important financial statement. In brief, we can say that an income statement is used to summarize the operating results of a business by matching the revenue earned during a given time period with the expenses in obtaining that revenue.

IV. Answer the following questions based on what you have learned from the textbook. You should use complete sentences. (10%)

3 The term intangible assets is used to describe assets which are used in the operation of the business but no physical substance, and are non-current. Current assets such as accounts receivable or prepaid rent are not included in the intangible classification, even though they are lacking in physical substance.

1. How many types of consumer research are there? what are differences among them? (4%)

2. What is the marketing department responsible for in a company? List at least two responsibilities.(3%)

3. What does SMART stand for? (3%)

V- Cloze (15%)

Read this text about an Italian car company. Choose the best word to fill each gap. For each question mark one letter (A, B, C or D) on your Answer Sheet Jack Cohen and his wife Tessa began their small grocery business on London、High Street in the early 1950s. Since that time the company, TESCO, has grown to

become .the UK H s leading food retailer with annual sales of 6.4pounds billion and has _________ 1_ a new reputation for quality and service? Its 384 stores in England, Scotland and Wales _2_ more than nine million customers per week.

In the 34-year-old Colin Smith we can see TESCCTs _3 _____ on value plus quality and service. Upon ___ 4 __ TESCCTs management team in 1987 as trading director

for fresh meats, he immediately focused ____ 5 __ improving supply and distribution systems. He set up a supplier certification program with strict specifications for processing facilities and livestock quality, plus _____________ 6 ___ q uality checks at each TESCO distribution center and store.

One of Smith H s priorities has been an___ 7 ____ lamb program. TESCO could not obtain enough fresh lamb to ___ 8 ___ d eman4 and was ____ 9 __ to fill in with frozen product. Smith turned to Cryovac specialists who ____ 10 __ with TESCO and its meat suppliers to __ 11 ___ the Problem.

The __ 12 ___ was a new packaging system from Cryovac featuring a harder Cryovac Barrier Bag which dramatically ___ 13 ___ package damages. Vacuum packaged fresh lamb now arrives at TESCO stores in the best condition year-round and sales have ______ 14 __ to more than 60 million pounds _____ 15 __

1.A. had B. done C. made D. established

2.A. sell B. serve C. meet D. hold

3.A. emphasis B. idea C. name D. importance

4.A. becoming B. being C? entering D. joining

5.A. on B. in C. at D. with

6.A. nearby B. far C. further D? farther

7. A. old B? improved C. impossible D able

8. A. ask B. answer C. satisfy D. question

9. A. tried B. forced C. led D. set

10. A. cooperate B. link C. study D. sit

11. A. attack B. answer C. ask D? demand

12. A. next B. first C. result D. beginning

13. A. prevented B. stopped C. reduced D. increased

14. A. enriched B. reached C.

arrived D. grown

15. A. daily B. annually C? usually D.

particularly

VI. Reading comprehension （30 %）

Read the following passages carefully, answer questions and write them clearly on your answer sheet.

Passage One

There are various ways in which individual economic units can interact with one another?Three basic ways may be described as the market system, the administered system and the traditional system.

In a market system individual economic units are free to interact among each other in the marketplace. It is possible to buy commodities from other economic units or sell commodities to them. In a market, transactions may take place via barter （实物交M）or money exchange. In a barter economy, real goods such as automobiles, shoes, and pizzas are traded against each other. Obviously, finding somebody who wants to trade my old car in exchange for a sailboat may not always be an easy task. Hence, the introduction of money as a medium of exchange eases transactions considerably. In the modern economy, goods and services are bought or sold for money.

An alternative （可供选择白勺办法）to the market system is administrative control by some agency over all transactions. This agency will issue edicts（法令）or commands as to how much of each goods and services should be produced, exchanged, and consumed by each economic unit. Central planning may be one way of administering such an economy. The central plan, drawn up by the government, shows the amount of each commodity produced by the various firms and allocated to different households for consumption? This is an example of complete planning of production, consumption, and exchange for the whole economy.

In a tradition society, production and consumption patterns are governed by tradition: every personas place within the economic system is fixed by parentage, religion, and custom. Transactions take place on the basis of tradition, too. People belonging to a certain group or caste (社会等级制度)may have an obligation to care for other persons, provide

them with food and shelter, care for their health, and provide for their education. Clearly, in a system where every decision is made on the basis of tradition alone, progress may be difficult to achieve. A stagnant society may result.

1.What is the main purpose of the passage?

A.To outline contrasting types of economic systems.

B.To explain the science of economics.

C? To argue for the superiority of one economic system.

D. To compare barter and money-exchange market.

2.In the second paragraph, the word “real” in "real goods" could best be replaced by which of the following?

A.high quality

B. concrete

C. utter D?authentic

3.According to the passage, a barter economy can lead to __________ .

A.rapid speed of transactions

B. misunderstanding

C.inflations

D. difficulties for the traders

4.According to the passage, who has the greatest degree of control in an administered system?

A.Individual households B? Small businesses

C. Major corporations

D. The government

5.Which of the following is NOT mentioned by the author as a criterion for determining a person's place in a traditional society?

A.Family background

B. Age

C. Religious beliefs D? Custom

Passage Two

Some people believe that you have to be a special kind of person to sell a product. But although it is clear that a successful sales representative does need special talents and an outgoing personality, many of the skills he uses are used by us all; we build and maintain relationships with different kinds of people, we listen to and take note of what they tell us and don^t just enjoy the sound of our own voices, and we explain things to them or discusses ideas with them.

A firm may depend on their own sales team and/or on the salesmanship of their distributors, wholesalers or retailers. But any company needs to establish a personal relationship with its major clients ('key accounts') and potential customers ('prospects v). It is often said that 'people do business with people5: a firm doesn^t just deal impersonally with another firm, but a person in the buying department receives personal visits from people representing the firm^s suppliers on a regular basis— or in the case of department

stores or chain stores, a team of buyers may travel around visiting suppliers- Keeping sales people 4on the road" is much more expensive than employing them to work in the office and much of their time is spent unproductively traveling. Telephone selling may use this time more productively (though in some countries this is illegal), but a face-to-face meeting and discussion is much more effective. Companies involved in the export trade often have a separate export sales force, whose travel and accommodation expenses may be very high. Servicing overseas customers may consequently often be done by phone, telex or letter and personal visits may be infrequent. Many firms appoint an overseas agent or distributor whose own sales force takes over responsibility for selling their products in another country.

A sales department consists of many people who are based in different parts of the country or the world, who don^t have the day-to-day contact and opportunities for communicating with each other that office-based staff have. For this reason, firms hold regular sales conferences where their entire sales force can meet, receive information and ask question about new products and receive training.

6.Which of the following skills is not required of a salesman?

A.He can explain.

B.He can take in information.

C.He can say in a beautiful voice.

D.He can communicate with others.

7.What is the most important factor in selling goods?

A.Visiting customers frequently.

B.Depending on retailers-

C.Having more telephone communication.

D.Maintaining good personal relationship.

& According to this passage, which statement is true?

A.A firm may depend on wholesalers to form personal relationship with its major customers.

B.Keeping sales people on the road is useful and productive.

C.Face-to-face meetings and discussions are effective.

D.A separate export sales force is indispensable.

9.The reasons why many firms appoint overseas agents are as follows except

A.overseas agents can take over responsibility for selling products in their own countries.

B.overseas agents are more skillful in selling goods.

C.It is a good way to cut down unproductive expense incurred in traveling.

D.overseas agents have location advantage.

10.With which of the following statements would the author most likely agree?

A.Office-based sales force is better than country-based one.

B.Country-based sales force is better than office-based one.

C.Country-based sales force can use phone and telex more effectively.

D.Office-based sales force can have day-to-day contact.

Passage Three

The economy of the US after 1952 was the economy of a well fed, almost fully employed people. Despite occasional alarms, the country escaped any postwar liquidation Q青

算)and lived in a state of boom. The history of extraction, production and distribution had therefore been almost nothing but a statistical table of reflecting prosperity. An economic survey of the year 1955, a typical year of the 1950s, may be typical as illustrating the decade. The national output was valued at about 10 percent above that of 1954 (1955 output was estimated at 392 billion dollars). The production of manufacturers was about 40 percent more than it had averaged in the years immediately following World War II. The country、business spent about 30 billion dollars for new factories and machinery. National income available for spending was almost a third greater than it had been in 1950? Consumers spent about 256 billion dollars: that is, about 700 million dollars a day, or about twenty-five million dollars every hour, all around the clock. Sixty-five million people held jobs and only a little more than two million wanted jobs but could not find them. Only agriculture complained that it was an ominous echo of the mid-1920s. As farmers9 share of their products declined, marketing costs rose? But there were few pessimists among the observers of the national economy. Those few seemed to fear that the prosperity was based on government pump priming on a stupendous scale.

11.The passage is mainly concerned with which of the following aspects of US history?

A. The agricultural trends of the 1950s

B? The unemployment rate in 1955.

C.The general economic situation in the 1950s

D.The federal budget of 1952

12.In line 4, the word "boom" could be replaced by which of the following?

A.Nearby explosion

B.Thunderous noise

C.General public support

D? Rapid economic growth

13.The passage states that income available for spending in the US was approximately how much greater in 1955 than in 1950?

A.33%

B.50%

C.60%

D.90%

14.According to the passage, about how many million people were unemployed in 1955?

A.One

B.Two

C.Three

D.Four

15.Which of the following were least satisfied with the national economy in the 1950s?

A.Farmers

B.Economists

C.Politicians

D.Steelworkers