(完整版)高级商务英语BEC考试历年真题

技术资料分享技术资料分享高级商务英语(BEC)考试历年真题BEC商务英语高级考试历年真题(1)TheNegotiatingTableYoucannegotiatevirtuallyanything.Projects,resources,expectationsanddeadlinesarealloutcomesofnegotiation.Somepeoplenegotiatedealsforaliving.DrHerbCohenisoneoftheseprofessionaltalkers,calledinbycompaniestonegotiateontheir??behalf.Heapproachestheartofnegotiationasagamebecause,asheisusuallynegotiatingforsomebodyelse,hesaysthishelpshimdraintheemotionalcontentfromhisconversation.Heisworkinginacompetitivefieldandneedstoavoidbeingtooadversarial.Whetherhesucceedsornot,itisimportanttohimtomakeagoodimpressionsothatpeoplewillrecommendhim.Thestartingpointforanydeal,hebelieves,istoidentifyexactlywhatyouwantfromeachother.Moreoftenthannot,onepartywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwopeopleattheendsaying‘yes”.Thiscanbeaproblembecauseoneofthemusuallybeginsbysaying“no”.However,althoughthiscanmaketalksmoredifficult,thisisoftenjustastartingpointinthenegotiationgame.Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.Itisamisconceptionthatskillednegotiatorsaresmoothoperatorsinsmartsuits.DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.Pitchyourlooktosuityourcustomer.Youdonotneedtomakethemfeelbetterthanyoubut,Forexample,dressinginastylethatisnotovertlyexpensiveorsuccessfulwillmakeyoumoreapproachable.Peoplewillgenerallyfeelmorecomfortablewithsomebodywhoappearstobelikethemratherthansuperiortothem.Theymaynotlikeyoubuttheywillfeeltheycantrustyou.DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheotherside.Askquestionsratherthangiveanswersandtakeaninterestinwhattheotherpersonissaying,evenifyouthinkwhattheyaresayingissilly.Youdonotneedtobecometheirbestfriendsbutbeingtoocleverwillalienatethem.Alotofdealsaremadeonimpressions.Donotrushwhatyouaresaying---putafewhesitationsin,donottrytoblindthemwithyourverbaldexterity.Also,youshouldrepeatbacktothemwhattheyhavesaidtoshowyoutakethemseriouslyInevitablysomedealswillnotsucceed.Generallythelongerthenegotiationsgoon,thebetterchancetheyhavebecausepeopledonotwanttothinktheirinvestmentandenergieshavegonetowaste.However,jointventurecanmeanjointriskandsometimes,ifthisbecomestoogreat,neitherpartymaybepreparedtoseethedealthrough.Morecommonisacorporatecultureclashbetweencompanies,whichcanputpaidtoanydeal.Evenhavingagreedadeal,thingsmaynotbetiedupquicklybecausewhenthelawyersgetinvolved,everythinggetssloweddownastheyargueaboutsmalldetails.DeCohenthinksthatchildrenarethemastersofnegotiation.Theirgoalsaretotallyselfish.Theyunderstandthedecision-makingprocesswithinfamiliesperfectly.IfMumrefusestheirrequest,theywilltroopalongtoDadandpressurehim.Ifalelsefails,theywilltrythegrandparents,usingsomeemotionalblackmail.Theycanalsobeverysingle-mindedandhaveaninexhaustiblesupplyofenergyforthecausetheyarepursuing.Sotherearelessontobelearnedfromwatchingandlisteningtochildren.DrCohentreatsnegotiationasagameinordertoAputpeopleateaseBremaindetachedCbecompetitiveDimpressrivalsManypeoplesay“no”toasuggestioninthebeginningtoAconvincetheotherpartyoftheirpointofviewBshowtheyarenotreallyinterestedCindicatetheywishtotaketheeasyoptionDprotecttheircompany'ssituationDrCohensaysthatwhenyouaretryingtonegotiateyoushouldAadaptyourstyletothepeopleyouaretalkingtoBmaketheothersidefeelsuperiortoyouCdressinawaytomakeyoufeelcomfortable.DtrytomaketheothersidelikeyouAccordingtoDrCohen,understandingtheotherpersonwillhelpyoutoAgaintheirfriendshipBspeedupthenegotiationsCplanyournextmove.DconvincethemofyourpointofviewDealssometimesfailbecauseAnegotiationshavegoneontoolongBthecompaniesoperateindifferentwaysConepartyrisksmorethantheother.DthelawyersworktooslowlyDrCohenmentionschildren'snegotiationtechniquestoshowthatyoushouldAbepreparedtotryeveryrouteBtrynottomakepeoplefeelguiltyCbecarefulnottoexhaustyourselfDcontrolthedecision-makingprocess.关于negotiatingtechniques的文章。传统的阅读题型，相对比较容易。15题，答案很明显：hesaysthishelpshimdraintheemotionalcontentfromhisconversation。帮助他抽离他的谈话中的感情成分。要想选对，只需要知道选项B中detached的含义：notreactingtoorbecominginvolvedinsomethinginanemotionalway16题，这题貌似只能采取排除法。因为几个选项和原文的对应都不是太明显。问为什么很多人在一开始要对一个建议说“不”。答案是第二段的最后一句Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.。最高管理层在一开始可能会拒绝这个建议，因为这样是一个更安全的选择。但是如果他们真的不感兴趣的话，他们就不会在那里(谈判)了。A在这段文字中没有提到，B不对，他们肯定是感兴趣的，C也不对没有提到，原文说的是saferoption。选D,之所以会拒绝，因为从维护公司利益的角度，这样是一个saferoption。17题，答案也很明显：DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.这里的两个词组可以解释下：dressdown:towearclothesthataremoreinformalthantheonesyouwouldusuallywearrelateto:tofeelthatyouunderstandsomeone'sproblem,situationetc所以这个句子意思是穿的不那么正式，这样可以让另一方接近你。也就是A说的是你的风格适应你的谈判对象。C不对，不是makeyoufeelcomfortable，而是makeothersfeelcomfortable。D也不对，可能会误选，不是让别人喜欢你，like太夸张了，只是容易接近。18题，答案在第四段的第一句话：DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheotherside。.走进另一方的世界，就是原文说的understandingtheotherperson,目的是为了sellyourproposal，也就是让对方接受你的建议，选D。19题，谈判失败的原因，答案是第五段的这么一句：Morecommonisacorporatecultureclashbetweencompanies,whichcanputpaidtoanydeal。公司文化冲突导致的。文化冲突，就是两个公司在运作、理念等等上的不一致，选C：两个公司以不同的方式运作。20题，为什么要借鉴小孩子的办法，原文最后一段提到小孩子的办法就是，爸爸不行找妈妈，妈妈不行就在感情上敲诈爷爷奶奶。此路不通就换另一条，就是A说的尝试每一条路线。没有提到，C不对，原文说小孩子有inexhaustiblesupplyofenergy。D也没有提到。历年商务英语考试BEC中级真题(2)Thesecretofsuccessinelectroniccommerceliesinplacinganewemphasisonawell-establishedarea.Thatareaiscustomerservice,whichisnowtheonlypointof(19)betweenabusinessandthebuyingpublic.Thereareanumberoffactorsinareal-worldshopthat(20)people'sperceptionsofabusiness:these(21)thelocationandtheappearanceofthepremises,thequalityandthepricingofthemerchandiseorservices'andthebehaviourofthestaff.However,ifacompanyistryingtomakeagoodimpressionwithonlinecustomers,mostofthesefactorsdonot(22)apart.Inthe(23)ofthesefactors,thewaycustomersare(24)whentheyhaveareasontocallhasafundamentaleffectonacompany'sabilitytoretainthemascustomers.Evenmorethanregulartelephoneorin-personcustomers,webcustomersareimpatient，easilyfrustratedandalwaysconsciousthattheyhaveotherplaceswheretheycan(25)theirbusiness.Preventingthemfromdoingthatmeansmeetingthemontheirown(26)andprovidingthemwithwhattheywant.外语学习网Thisnecessity,in(27)，meansthatcompaniesthatselloverthenetmustgetback-endfunctionsright.Imposing(28)requirementsoncustomerswillnotwork;abusinessthat(29)oncustomersemailingforassistanceinsteadofusingthephone,forexample,willloserepeatcustom.Ifthephoneisused,itmustbeanswered(30),andthestaffshouldlookforwaysofhelpingeventhemostawkwardcustomers(31),asismoreusual,tryingtofindsome(32)toblamethecustomerforanyproblem.Animportant，finalpointisthatitisvitalthatalladdresses，weblinksandphonenumbersworkproperlyandefficiently.Thisoughtto(33)withoutsaying.Experience，however,showsthatitdoesnot.19、ArelationshipBassociationC.meetingDcontact20、AforceBdetermineCdecideDfix21、AencloseBconsistCincludeDcontain22、AgetBrunCplayDhave23、AabsenceBlackCneedDscarcity24、AcaredBtreatedCdealtDconsidered25、AdeliverBbringCmoveDtake26、ApoliciesBstandardsCtermsDconditions27、AturnBsequenceClineDorder28、AdenseBrigidCdeepDsolid29、AdemandsBinsistsCexpectsDinstructs30、ApunctuallyBpreciselyCpromptlyDpresently31、AapartfromBotherthanCexceptforDratherthan32、AcaseBexcuseCfaultDpurpose33、AdoBmakeCgoDcome历年商务英语考试BEC中级真题(3)0Regularmeetingswithclientsareimportanttoahealthycollaboration.They00maybesetupbytheclient,forexampletoreviewwiththeprogressofcurrentprojects,togivenewinstructionsthatmayhaveleadtoacontractvariationortodiscussanyconcerns.Theclientmeetingwhichcanalsobearrangedbyyouoranothermemberofyourcompanytoattractfromnewbusiness,toaddressaproblemunlessthatneedstobesolvedortogiveanupdateorstatusreportoncurrentbusinessventures.Yourpartisinthesemeetingswilldictatethekindofinformationyouneedandhowyoushouldprepareforthem.Ifyouwillberespondingtoquestionsputbyyourclient,thematerialyoupresentshoulddealin