商务交际英语(2)考试样题
湖南广播电视大学外语教研室湖南广播电视大学开放教育期末考试
商务交际英语（2）考试样题（开卷）
注意事项
一、将你的准考证号、学生证号、姓名及分校（工作站）的名称填
写在答题纸的规定栏内。考试结束后，把试卷和答题纸放在桌上。
试卷和答题纸均不得带出考场；
二、仔细读懂题目的说明，并按题目的要求答题。答案一定要写在
答题纸的指定位置上，写在试卷上的答案无效；
三、用蓝、黑圆珠笔或钢笔答题，使用铅笔无效。
I. MULTIPLE CHOICES (10小题，每小题1分，共10分)
Choose the letter indicating the best choice to complete each sentence or answer each question. Your judgment should be based on your understanding of the course book.
1. The _________ in an instruction warn readers about possible injury or other dangers.
A. special skills
B. cautions
C. time frame
2. How does a process description function?
A. It describes what an object is like.
B. It explains how something works.
C. It explains how to perform a process.
3. Graphic aids provide a(n) ________ representation of words.
A. audio
B. verbal
C. visual
4. A ________ is used to show how the parts of a whole are distributed.
A. pie chart
B. line graph
C. map
5. A service culture is a combination of ________ policies and attitudes that penetrate a
company.
A. customer-focused
B. technology-focused
C. capital-focused
6. Choose the most appropriate response to this customer inquiry: “What was the profit margin
on that project? I need the infor mation for my monthly report.”
A. Why would I tell you? You are not my customer.
B. I?m not sure but it might be about 48 percent.
C. I don?t know, b ut I can find out for you. I?ll call you in a few minutes.
7. ________ is what you do most frequently in the daily life.
A. Intensive listening
B. Casual listening
C. Active listening
8. Active participation in meetings means that ________.
A. you should keep the meeting under control
B. you are partially responsible for the meeting
C. you must not make any important decisions
9. Which of the following is NOT a popular meeting time?
A. Early in the morning.
B. Right after lunch.
C. Late in the evening.
10. Use a general resume if ________.
A. you are applying for a variety of jobs
B. you?ve got one particular job in mind
C. you?ve targeted on one or two companies
II. TRUE / FALSE (10小题，每小题1分，共10分)
Write a T in the space provided if the statement is true. Write an F in the space if the statement is false. Your judgment should be based on your understanding of the course book.
11. Unfamiliar terms may discourage people from reading the instructions.
12. In describing a process, begin each step with a verb.
13. A drawing is used to emphasize details of an idea or procedure.
14. You need to pay more attention to external customers than internal ones.
15. The pitch of your voice is its highness or lowness.
16. Nonverbal symbols exist only in oral communication.
17. The social zone is common for most business meetings or social gatherings.
18. To memorize a speech means to read it from a written copy of the speech.
19. When scheduling a meeting, consider the travel needs of the participants.
20. There is no need to do research on specific organizations in job searches.
III. QUESTIONS AND SHORT ANSWERS (5小题，每小题2分，共10分)
21. What is an RFP? What does a company use it for?
22. List at least TWO ways to foster trust with a customer.
23. List at least TWO examples of nonverbal symbols.
24. What does an effective meeting need?
25. List at least FOUR sections contained in a resume.
IV. READING COMPREHENSION (10小题，每小题2分，共20分)
Read the following two passages and answer the questions.
Passage One
Benjamin Contreras works in the shipping department of a large publisher. When customers return damaged books, the damage often is not obvious to the clerks who unpack them. They sometimes place these books back on the warehouse shelves. The damaged books are then shipped out again to the next customer who orders them. That customer finds the damage, returns them again, and usually complains about the inconvenience.
Benjamin thinks the company could avoid shipping out damaged books by creating labels that identify the books as damaged. The company could send the new labels to customers who want to return damaged books. When the damaged books arrived back at the warehouse with the new labels, the clerks would know to give the customer credit for the return and then destroy the
books.
Benjamin?s supervisor, Karen Horner, likes this idea and has the new labels made. She asks Benjamin to write a letter to customers, explaining how to use the labels. Karen decides that he also should write a complete set of instructions for returning books. This would prevent customers from shipping by the wrong method, sending the books to the wrong address, and so on. She also asks Benjamin to write a description of the ret urn process for staff in other departments because they often ask questions about it.
Benjamin has read many sets of instructions and assumes that a description of a process would be very similar. He thinks he probably could just give other staff members a copy of the instructions he writes for the customers. Benjamin is concerned about the customers? reaction to the instructions. He often talks with them on the phone and knows they are very busy and tend to be impatient. They may not read the instructions; some may be annoyed at even receiving them.
26. Which department does Benjamin work in?
A. Sales department.
B. Shipping department.
C. Accounting department.
27. According to Benjamin, if there are labels that ________, the company can avoid shipping out
damaged books.
A. tell the books are damaged
B. show the books are new
C. offer customers discounts
28. Benjamin is asked to ________.
A. design the labels
B. destroy the books
C. write an instruction
29. Benjamin is customers? reactions to the instruction.
A. surprised at
B. angry with
C. concerned about
30. Which of the following writings is applied by Benjamin?
A. Object description.
B. Process description.
C. Mechanism description. Passage Two
From time to time, whatever our occupations are, we need to persuade others to see things our way. Often we have to use persuasion to favorably influence customers, suppliers and shareholders. Although persuasion is a skill valuable in any job, few people receive any relevant training -except professional salespeople. Selling, a dirty word to many people, is the art of persuasion. Everyone can benefit from learning the basic techniques of selling.
Customers do not make buying decisions unless they recognize a need which the sales person can satisfy. You need to be able to ask the right questions in a way which is relevant to your customers' interests. If you can do so, the customer will answer fully and honestly, because he can
see a benefit in doing so. Once a customer acknowledges a need, he is more willing to listen to the benefits of the product. He will not necessarily be interested in the product itself, but in what it can do to satisfy his need.
Generally speaking, salespeople employ five skills. First, they ask questions and really listen to the replies so they can identify the cu stomer?s needs exactly. Second, they describe those benefits of the product which me et that customer?s needs. Thi rd, they use evidence to support any claims made. Fourth, they overcome objections. Finally, they close the sale. These techniques can be used positively by us all, at work and in our daily lives.
31. According to the passage, how can we favorably influence others?
A. By considering things in their ways.
B. By persuading them in favor of us.
C. By listening to them effectively.
32. According to the passage, which of the following statements is true?
A. Persuasion is useful only in marketing and sales.
B. Everyone can be successful in selling.
C. Many people have bad feelings to the word, selling.
33. According to the passage, customers decide to buy a product when _______.
A. they realize the product is a necessity to them
B. their friends and relatives have the same product
C. they have enough money to buy the product
34. If a salesperson shows you some statistics to prove his product is popular, he is using the
skill _____mentioned in the last paragraph.
A. second
B. third
C. fourth
35. The author?s attitude to selling is ________.
A. positive
B. negative
C. indifferent
V. TRANSLATION (4段短文，每段5分，共20分)
Translate the following passages into Chinese.
36. To organize a persuasive message, follow these steps: (1) gain the reader?s attention, (2)
show the reader that he or she has a need, (3) explain your solution to that need, (4) present the supporting information and (5) end by asking for a specific action.
37. A graphic aid provides a visual representation of the words in your message. Because most
people remember what they see much longer and better than what they hear, graphic aids are important for you to know how to use as you work to improve your communication skills.
38. Think of the introduction as a transition from the greeting to the topic of the conversation. An
introduction may be direct or indirect.
39. …It?s not what you say, bu t how you say it that counts.? Paralanguage involves the nonverbal
symbols that accompany a verbal message and reveal the difference between what is said and how it is said.
VI. WRITING (30分)
40. Create a table that arranges into rows and columns the information in the paragraph below.
Include a title for the table as well as labels at the top of each column. (10分)
The University has set eight courses at Level One from Monday to Friday: two for Monday, International Trade from 9: 00 to 11: 00 and Foundations to International Finance from 15: 00 to 17: 00; two for Tuesday, Economic Law from 9: 00 to 11: 00 and History of Economy from 15: 00 to 17: 00; one for Wednesday, Comparison between Western and Chinese Cultures from 9: 00 to 11: 00; two for Thursday, English Reading from 9: 00 to 11: 00, and International Politics from 15: 00 to 17: 00; one for Friday, Business English from 15: 00 to 17: 00.
41. You are working as an office clerk in a trading firm in Shanghai. You wish to apply for the
position of office manager in Premier Business Co. , ltd , whose advertisement has recently been published on the Beijing Youth. Your letter of application should include the following information: (20分)
? You are 32 years old, not married.
? You graduated from Nanjing University as B. A. in management. Afte r that you went on for one year?s united courses by Nanjing University and Johns-Hopkins University of U.S.A.
? You have worked for five years in t he trading firm in Shanghai.
? You are going to enclose your resume and credentials(证明文件) of your education qualification.
湖南广播电视大学开放教育期末考试
商务交际英语（2）试题答题纸
I. MULTIPLE CHOICES (10小题，每题1分，共10分)
1. 2. 3. 4. 5.
6. 7. 8. 9. 10.
II. TRUE OR FALSE (10小题，每题1分，共10分)
11. 12. 13. 14. 15.
16. 17. 18. 19. 20.
III. QUESTIONS AND SHORT ANSWERS (5小题，每小题2分，共10
分)
21.
22.
23.
24.
25.
IV. READING COMPREHENSION (10小题，每小题2分，共20分) Passage 1
26. 27. 28. 29. 30.
Passage 2
31. 32. 33. 34. 35.
V. TRANSLATION (4段短文，每段5分，共20分)
36.
37.
38.
39.
VI. WRITING (两大题，40题10分，41题20分，共30分) 40.
41.
湖南广播电视大学开放教育期末考试
商务交际英语（2）试题参考答案及评分标准
I. MULTIPLE CHOICES (10小题，每题2分，共20分)
Choose the letter indicating the best choice to complete each sentence or answer each question.
1. B
2. B
3. C
4. A
5. A
6. C
7. B
8. B
9. C 10. A
II. TRUE / FALSE (10小题，每小题1分，共10分)
Write a T in the space provided if the statement is true. Write an F in the space if the statement is false. Your judgment should be based on your understanding of the course book.
11. T 12. F 13. T 14. F 15. T
16. F 17. T 18. F 19. T 20. F
III. QUESTIONS AND SHORT ANSWERS (5小题，每小题2分，共10分)
21. What is an RFP? What does a company use it for?
An RFP is a request for proposals. A company sends out an RFP to solicit proposals for making decisions.
22. List at least TWO ways to foster trust with a customer.
(1) Make oneself accessible to the customer. (2) Give the customer knowledgeable responses.
(3) Maintain continuous contact with the customer. (List at least two)
23. List at least TWO examples of nonverbal symbols.
They are body language, appearance, touch, space, time or voice. (List at least two)
24. What does an effective meeting need?
It needs competent participants, organization and effective leadership.
25. List at least FOUR sections contained in a resume.
(1) Heading, (2) job objective, (3) special qualifications, (4) work experience, (5) education, (6) activities, interests and achievements, (7) personal information and (8) references. (List at least four).
IV. READING COMPREHENSION (10小题，每小题2分，共20分)
Read the following two passages and answer the questions.
Passage One
26. B 27. A 28. C 29. C 30. B
Passage Two
31. B 32. C 33. A 34. B 35. A
V. TRANSLATION (4段短文，每段5分，共20分)
Translate the following passages into Chinese.
36. To organize a persuasive message, follow these steps: (1) gain the reader?s attention, (2) show the reader that he or she has a need, (3) explain your solution to that need, (4) present the supporting information and (5) end by asking for a specific action.
建构一个说服性信息要遵循以下步骤：（1）吸引读者注意力；（2）让读者感到他们有需求；（3）解释你对该需求的解决办法；（4）提供补充信息；( 5) 结束时要求读者采取具体行动。
37. A graphic aid provides a visual representation of the words in your message. Because most people remember what they see much longer and better than what they hear , graphic aids are important for you to know how to use as you work to improve your communication skills.
图像辅助手段为信息文字的可视呈现。因为大多数人记住他们看见的东西比记住他们听见的更久更深刻，所以如果你想要改善自己的交际技能，重要的一点就是知道如何使用图像辅助手段。
38. Think of the introduction as a transition from the greeting to the topic of the conversation. An introduction may be direct or indirect.
把介绍当作对话中从寒暄到主题的过渡，介绍可以是直接的，也可以是间接的。
39. …It?s not what you say, but how you say it that counts.? Paralanguage involves the nonverbal symbols that accompany a verbal message and reveal the difference between what is said and how it is said.
“重要的不是你说了什么，而是怎么说。”辅助语言涉及到伴随一个言语信息的非言语符号，它揭露了说话内容与说话方式之间的差异。
VI. WRITING (2大题，40题10分，41题20分，共30分)
40. Create a table that arranges into rows and columns the information in the paragraph below. Include a title for the table as well as labels at the top of each column. (10分)
The University has set eight courses at Level One from Monday to Friday: two for Monday ,
International Trade from 9:00 to 11:00 and Foundations to International Finance from 15:00 to 17:00; two for Tuesday, Economic Law from 9:00 to 11:00 and History of Economy from 15:00 to 17:00; one for Wednesday, Comparison between Western and Chinese Cultures from 9:00 to 11:00; two for Thursday, English Reading from 9:00 to 11:00 and International Politics from 15:00 to 17: 00; one for Friday , Business English from15:00 to 17:00.
评分标准：
内容：5分
格式、拼法及其它：5分
41. You are working as an office clerk in a trading firm in Shanghai. You wish to apply for the position of office manager in Premier Business Co. ltd, whose advertisement has recently been published on the Beijing Youth. Your letter of application should include the following information: (20分)
? You are 32 years old, not married.
? You graduated from Hunan University as B.A. in management. After that you went on for one year?s united courses by Central-South University and Johns-Hopkins University of U. S. A.
? You have worked for five years in the trading firm in Shanghai.
? You are going to enclose your resume and credentials(证明文件) of your education qualification.
评分标准：
信件内容切题完整，语句连贯，条理清楚，语法基本正确，语言通顺恰当，信件格式正确。
内容：10分
格式：5分
句子结构、语法：3分
拼法、标点：2分
华中师大《高级英语写作》期末考试备考资料全集题及答案参考答案
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simile 1.It is as though he suddenly came out of a dark tunnel and found himself beneath the open sky 2.They are like the musketeers of Dumas… 3.The Elizabethans blew on it as on a dandelion clock, and floated to the ends of the earth. metaphor 1... and it is not easy for him to step out of that lukewarm bath 2.It is not until he is released from the habit of flexing his muscles and proving that he is just a “regular guy” that he realizes how crippling this habit has been 3.The glow of the conversation burst into flames. 4.The conversation was on wings. 5.The glow of the conversation burst into flames. 6.I have an unending love affair with dictionaries 7.we ought to think ourselves back into the shoes of the Saxon peasant. 8.We can batten down and ride it out 9.Wind and rain now whipped the house. mixed metaphor 1.and no one has any idea where it will go as it meanders or leaps and sparkles or just glows. metonymy – change of name – the association of two unlike things[mi't?nimi] 转喻，借代He met his W aterloo. He likes to read Hemingway. 1.In short, all of these publications are written in the language that the Third International describes synecdoche – whole for part or part for whole[si'nekd?ki] 提喻 He has many mouth to feed in his family. China beat South Korea 3 to 1. The vineyard are intersected by channels, red and yellow sails glide slowly through the vines. Nowadays more and more people have a liking for cotton. 1.But neither his vanity nor his purse is any concern of the dictionary' s 2.yet both racing to alter that uncertain balance of terror that stays the hand of mankind's final war. alliteration 1.… a concept of how things get written that throws very little light on Lincoln but a great deal on Life 2.ask of us here th e same high standards of strength and sacrifice… 3.One form of colonial control shall not have passed away. 4.We shall always hope to find them strongly supporting their own freedom. 5.We pledge the loyalty of faithful friends. 6.We shall pay any price, bear any burden 7.To assure the survival and the success of liberty assonance (元韵、母韵、半谐音) and antithesis … between the much-touted Second International (1934) and the much-clouted Third International (1961) antithesis – contrary in meaning but similar in form 对比 1.If a free society cannot help the many who are poor, it cannot save the few who are rich 2.Let both sides explore what problems unite us instead of belaboring those problems which divide us. 3.Let us never negotiate out of fear, but let us never fear to negotiate. 4.And so, my fellow Americans ask not what your country can do for you; ask what you can do for your country. parallelism – ideas are paired and sequenced in the same grammatical form