商务英语(上)期末复习题

1、商务英语（上）期末复习题I.                   Match the words on the left with their definitions on the right. (10%)1.      marketing communication research ( )2.keeping the tills ringing( )3.the ca

2、sh-flow forecast( ) 4.product range ( )5.presentation ( ) 6.buying behavior ( )7.current account ( )8.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 timeb. a bank account which allow you to put

3、in and take out money whenever you wishesc. formal talks from someone inside a company about the company and its products.d. research into ways of talking to the publice. all the products sold by a companyf. percentage of consumers who buy from a particular companyg. keeping the cash tills workingh.

4、 the way in which consumers purchase goodsi. the most important factor in a decisionj. the skills you have that are connected with the way you think and your ability to thinkII.                Complete the following sentences

5、, 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 on1.We were worried about what would happen if the car _ again and so we spent

6、all our savings on a new van.2.I used to work in my fathers factory, but when he decided to sell it, I _ my own business.3.Traditionally we had people who came in and _ and were working on the shop floor. 4.He was _ for the promotion because he didnt have enough experience.5. I had always _ writing.

7、 Particularly writing stories for children. 6.The 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 didnt receive any offers.8.A lot of small businesses _ full order books, and no money.9. If they dont cut thei

8、r price, we can always _ our old supplier.10. The two assistant managers have cooperated very well with each other for many years, but they dont _ everything. III       Translate the following two paragraphs into Chinese. Please write your translation on the Answer Shee

9、t. (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

10、 this awareness of customer wants in a profitable way, it must be well coordinated in its pursuit of the common goal- customer satisfaction.2. Alternative titles for the income statement included Earnings Statement, Statement of Operations, and Profit and Loss Statement. However, income statement is

11、 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.3. The term intangible as

12、sets 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.IV. Answer

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

14、s.(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"s High St

15、reet in the early 1950s. Since that time the company, TESCO, has grown to become .the UK"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 we

16、ek. In the 34-year-old Colin Smith we can see TESCO"s _3_ on value plus quality and service. Upon _4_ TESCO"s 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 s

17、trict specifications for processing facilities and livestock quality, plus _ 6_ quality checks at each TESCO distribution center and store. One of Smith"s priorities has been an_ 7_ lamb program. TESCO could not obtain enough fresh lamb to _8_ deman4 and was _ 9_ to fill in with frozen product.

18、 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 c

19、ondition 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. fu

20、rther 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. redu

21、ced D. increased 14. A. enriched B. reached C. arrived D. grown 15. A. daily B. annually C. usually D. particularlyVI. Reading comprehension (30)Read the following passages carefully, answer questions and write them clearly on your answer sheet.Passage OneThere are various ways in which individual e

22、conomic 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

23、 economic units or sell commodities to them. In a market, transactions may take place via barter (实物交易) 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

24、 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 (可供选择的办法) to the market system is administrative control by some agency over all

25、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

26、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 per

27、sons 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

28、, 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 s

29、cience 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. authentic3. According to the

30、passage, a barter economy can lead to _.A. rapid speed of transactions B. misunderstandingC. inflations D. difficulties for the traders4. According to the passage, who has the greatest degree of control in an administered system? A. Individual households B. Small businessesC. Major corporations D. T

31、he government 5. Which of the following is NOT mentioned by the author as a criterion for determining a persons place in a traditional society?A. Family background B. AgeC. Religious beliefs D. CustomPassage Two Some people believe that you have to be a special kind of person to sell a product. But

32、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 dont just enjoy th

33、e 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

34、) and potential customers (prospects). It is often said that people do business with people: a firm doesnt just deal impersonally with another firm, but a person in the buying department receives personal visits from people representing the firms suppliers on a regular basis- or in the case of depar

35、tment stores or chain stores, a team of buyers may travel around visiting suppliers. Keeping sales people on 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 (thou

36、gh 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 d

37、one 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 c

38、ountry or the world, who dont 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 recei

39、ve 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 retai

40、lers.C. Having more telephone communication.D. Maintaining good personal relationship.8. 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-

41、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 exceptA. overseas agents can take over responsibility for selling products in their own countries.B. overseas agents are more skillful

42、 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 fo

43、rce 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 ThreeThe economy of the US after 1952 was the economy of a well fed, almost fully employed people. Despite occasional alarms, the

44、country escaped any postwar liquidation (清算) 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 il

45、lustrating 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 countrys business spent about 30 billion dollars f