商务英语初级真题（1）

For each question 15 – 20 , mark one letter (A, B, C or D ) on your Answer Sheet for the answer you

The Negotiating Table:

You can negotiate virtually Projects, resources, expectations and deadlines are all outcomes of Some people negotiate deals for a Dr Herb Cohen is one of these professional talkers, called in by companies to negotiate on their behalf . He approaches the art of negotiation as a game because, as he is usually negotiating for somebody else, he says this helps him drain the emotional content from his He is working in a competitive field and needs to avoid being too Whether he succeeds or not, it is important to him to make a good impression so that people will recommend

The starting point for any deal, he believes, is to identify exactly what you want from each More often than not, one party will be trying to persuade the other round to their point of Negotiation requires two people at the end saying ‘yes”. This can be a problem because one of them usually begins by saying “no”. However, although this can make talks more difficult, this is often just a starting point in the negotiation Top management may well reject the idea initially because it is the safer option but they would not be there if they were not

It is a misconception that skilled negotiators are smooth operators in smart Dr Cohen says that one of his strategies is to dress down so that the other side can relate to Pitch your look to suit your You do not need to make them feel better than you but, For example, dressing in a style that is not overtly expensive or successful will make you more People will generally feel more comfortable with somebody who appears to be like them rather than superior to They may not like you but they will feel they can trust

Dr Cohen suggests that the best way to sell your proposal is by getting into the world of the other Ask questions rather than give answers and take an interest in what the other person is saying, even if you think what they are saying is You do not need to become their best friends but being too clever will alienate A lot of deals are made on Do not rush what you are saying---put a few hesitations in , do not try to blind them with your verbal Also, you should repeat back to them what they have said to show you take them

Inevitably some deals will not Generally the longer the negotiations go on, the better chance they have because people do not want to think their investment and energies have gone to However , joint venture can mean joint risk and sometimes , if this becomes too great , neither party may be prepared to see the deal through . More common is a corporate culture clash between companies, which can put paid to any Even having agreed a deal, things may not be tied up quickly because when the lawyers get involved, everything gets slowed down as they argue about small

De Cohen thinks that children are the masters of Their goals are totally They understand the decision-making process within families If Mum refuses their request , they will troop along to Dad and pressure If al else fails, they will try the grandparents, using some emotional They can also be very single-minded and have an inexhaustible supply of energy for the cause they are So there are lesson to be learned from watching and listening to

15 Dr Cohen treats negotiation as a game in order to

A put people at ease

B remain detached

C be competitive

D impress rivals

16 Many people say “no” to a suggestion in the beginning to

A convince the other party of their point of view

B show they are not really interested

C indicate they wish to take the easy option

D protect their company’s situation

17 Dr Cohen says that when you are trying to negotiate you should

A adapt your style to the people you are talking to

B make the other side feel superior to you

C dress in a way to make you feel

D try to make the other side like you

18 According to Dr Cohen, understanding the other person will help you to

A gain their friendship

B speed up the negotiations

C plan your next

D convince them of your point of view

19 Deals sometimes fail because

A negotiations have gone on too long

B the companies operate in different ways

C one party risks more than the

D the lawyers work too slowly

20 Dr Cohen mentions children’s negotiation techniques to show that you should

A be prepared to try every route

B try not to make people feel guilty

C be careful not to exhaust yourself

D control the decision-making

参考答案:15 B 16D 17A 18D 19B 20 A

第一段有这样一句话needs to avoid being too adversarial，也就是说要保持客观，公正，超然，所以选择B。

从第二度最后一句话可以看出，Top management may well reject the idea initially because it is the safer option but they would not be there if they were not 应该选择D。

第三段，Dr Cohen says that one of his strategies is to dress down so that the other side can relate to Pitch your look to suit your 所以选择A。

do not need to become their best friends but being too clever will alienate you should repeat back to them what they have said to show you take them 所以选择D。

从第四段的这句话可以看出，More common is a corporate culture clash between companies, which can put paid to any 选择B。

商务英语初级真题（2）

Questions 21 -30

Read the article from the Chairman’s statement in a pharmaceutical company’s annual report

Choose the correct word to fill each gap from (A, B, C or D) on the opposite page .

For each question 21-30,mark one letter (A, B, C or D) on your Answer Sheet .

There is an example at the beginning , (0)

Charman’s Statement

Two year ago we undertook to increase our sales and to at least (10) our We published this (21) in order to demonstrate our resolve to lead the business successfully through the demanding period following the expiry of patents which had given us the exclusive right to develop two of our major

I am very please to (22) that we achieved what we set (23) to We have achieved increased of 4% and 6% in sales and earnings (24) this comes despite considerable losses (25) the expiry of the It is testimony to the depth and vitality of our portfolio of medicines that we have been able to survive the largest single patent expiry our industry has

Looking further ahead, I firmly believe that this company can continue to deliver strong , sustainable growth, enabling us to stay at the (28) of the research-based pharmaceutical

The power and pace of technological and scientific development, combined with economic and social pressures, are (29) huge changes in our industry, the successful companies of the future will be those that anticipate and (30) to this change, integrate new technologies effectively, and are closest to their I have full confidence in our ability to remain a major player in our

21 A warranty B obligation C commitment D contract

22 A inform B specify C notify D report

23 A in B out c aside D up

24A respectively B serially C consecutively D sequentially

25 A pursuing B resulting C following D depending

26 A contribution B donation C investment D subsidy

27 A numbers B figures C sums D points

28 A foreground B forefront C lead D advance

29 A forcing B impelling C urging D thrusting

30 A meet B suit C correspond D respond

参考答案：21-25 C D B A C 26-30 A B B A D

商务英语初级真题（3）

In the last few years, managers throughout industry haveseen more changes than many of them could have expected tosee in their entire working lives having to communicateinformation which often leads to feelings of insecurity hasbecome a key From being regarded as relativelyunimportant in many companies , management employeecommunication has become a central corporate

Concordia International provides a good example of acompany that has adjusted well to the changing needs for communication . since 1995 ,Concordia has been turned inside-out and upside-down, to ensure that it is a marketing –led,customer-responsive business, one that looks outwards at customers and competitors, ratherthan inwards at its own processes and the way things were done in the In the last eightyears, Concordia has reduced its workforce by more than people - or 35% -on a voluntarybasis, with further downsizing

From being an engineering company, Concordia is now remaking itself as a service role of employee communication in such a context is to build people’s self-confidence, topersuade them that, although it is inevitable that the changes will go ahead, they also bring withthem new opportunities for However, this is not an easy People tend to beskeptical of these claims and to feel that they are losing touch with the company they haveworked for over many This is understandable, since many of the old certainties are beingswept away , including the core activities of the company they work Above all , they have hadto face up to the fact that they no longer have a job for

Research indicates that people respond to this predicament in a variety of The bulk ofemployees fall into two main categories in terms of their response to the new situation: on the onehand there are the “ pragmatists” and on the other “ the highly anxious” the former see their jobas a means to an end and have a relatively short-term perspective, with strong loyalty to their localterm , rather than the company as a whole . The second category, usually the majority, mayrespond to threatened changes with a feeling of having been let down, and even feel anger at thecompany for what they see as changing the terms of their

The employee communication process needs to be capable of accurately directing itsmessages at a variety of employee groups and departments within the workforce . this is whymiddle managers and line managers are so key to They are the people who knowabout the full rage of concerns among the The problem in the past was that this crucialarea was often the responsibility of a separate, relatively isolated Concordia puts responsibilityfor communication firmly on line All their research points to the same conclusion: peopleprefer to get their information face-to-face from their line That is the key relationshipand where arguments and hearts and minds –are

The general rule in company communication is to tell employees as much as you can as soonas you If you can’t provide details, then at least put the news in context and commit yourselfto providing greater detail when it becomes available another rule of company communication isthat there must be a fit between what the company is telling its employees and what it is telling In the last eight years, Concordia has

A made over employees reduncdant

B completed a period of downsizing

C reduced its workforce of by 35%

D given 35% of departing employees voluntary redundancy

16 From Concordia’s point of view, the role of communication is to

A win employee support before going ahead with the changes

B change the company’s core

C emphasise the positive aspects of the changes

D explain the need for the changes

17 what does research show about most employees’ response to change?

A they expect it to have a bad effect on the company

B they feel completely powerless

C they become less loyal

D they fell they have been treated unfairly

18 Concordia’s communication process mainly relies on

A printed communication

B departmental heads

C personal communication

D a separate, specialized unit

19 According to the writer, what is the guiding principle about giving information within anorganization?

A Never make promises about future developments

B Give people an overall view at the earliest possible stage

C always include plenty of hard information

D Hold back until all the details can be provided

20 which of the following would be the most suitable title for the article?

A employee attitudes to company communication

B making company communication more effective

C Researching company commmucation

D Making employees feel less powerless

参考答案及解析

文章取材自一本管理手册，说的是一个组织里的有效沟通问题。这套题目有些特别，不像之前的阅读的第三部分，六道题目分别依次对应文章的六个段落，这题的答案稍微分散了些。

15题，答案很明显，但是选项很有迷惑性。答案是第二段的最后一句：In the last eight years, Concordia has reduced its workforce by more than people - or 35% -on a voluntary basis, with further downsizing 减少了80000员工(或者说减少了35%的员工)，预期还会减少更多。A选项是对的，made redundant是前面某套题目阅读的第五部分考过的词组;B不对，没有完成(completed)，因为预期还会裁减更多(with further downsizing anticipated);C也不对，迷惑性最大，reduced its workforce of ，用了介词of，所以这句的意思是一共就80000员工，而实际情况是减少了80000员工;D不对，35%的员工被裁减，都是在自愿的基础上的，而不是离开的人中有35%是自愿的。

16题，问根据此人的观点，沟通的角色是什么。也就是问沟通的目的或者作用是什么。答案在第三段。沟通是为了帮助人树立自信，说服他们虽然要面临一些变化，但是同样也会拥有一些新的机会。说白了，就是鼓励这些被裁的人。答案选C，强调变化的积极方面。这里的positive aspects是对前面说的bring with them new opportunities的一个概括。(想起了电影《在云端》，up in the air，里面那个老男人的工作就是职业裁员专家，专门对被裁的人说些这样的话。)

17题，问调查显示大多数人对change的反应是什么。这题在答案中也很明显，但是选项很纠结。都有点似是而非。The second category, usually the majority, may respond to threatened changes with a feeling of having been let ,and even feel anger at the company for what they see as changing the terms of their 大多数员工的反应就是很失望，甚至会很愤怒。个人觉得这题出的不够严谨，没有哪个选项能严格从原文中提炼出来。对比下D要好点，因为对公司失望和愤怒，就是觉得受到了不公正的待遇。此题有待高手补充更完美的理由。

18题，问沟通过程主要依赖于什么。答案是第五段的这句：people prefer to get their information face-to-face from their line managers。喜欢面对面的从直属经理那里获取信息。所以选C，个人的交流。

19题，问组织内部提供信息的指导准则是什么。最后一段的第一句就是：The general rule in company communication is to tell employees as much as you can as soon as you can。尽可能的快，尽可能的多。不能提供细节的，至少给个大致的背景消息(put the news in context)。时机成熟了，再告知更多。选B：在可能的最早的阶段让人有个总体的印象。

20题，给文章选标题。这种题在BEC的阅读里还真不多见。选标题，就是要挑选文章的最主要意思，从整体上把握文章的main ideas。这篇文章通篇说的就是communication，前面介绍了沟通的背景：裁员;接着说了员工对裁员的反应;然后最后两段，一段说员工喜欢什么样的沟通方式，一段说沟通的原则是什么。综合起来，就是关于怎样进行有效沟通的问题。选B。A不对，片面了，只是文中某部分的内容，并且这部分内容是为后面做背景介绍，不是主要的;C不对，不是简单的research，research仅仅是介绍状况，文章还有关于实现措施的。

商务英语初级真题（4）

Questions 21 -30

Read the article from the Chairman’s statement in a pharmaceutical company’s annual report

Choose the correct word to fill each gap from (A, B, C or D) on the opposite page .

For each question 21-30,mark one letter (A, B, C or D) on your Answer Sheet .

There is an example at the beginning , (0)

Charman’s Statement

Two year ago we undertook to increase our sales and to at least (10) our We published this (21) in order to demonstrate our resolve to lead the business successfully through the demanding period following the expiry of patents which had given us the exclusive right to develop two of our major

I am very please to (22) that we achieved what we set (23) to We have achieved increased of 4% and 6% in sales and earnings (24) this comes despite considerable losses (25) the expiry of the It is testimony to the depth and vitality of our portfolio of medicines that we have been able to survive the largest single patent expiry our industry has

Looking further ahead, I firmly believe that this company can continue to deliver strong , sustainable growth, enabling us to stay at the (28) of the research-based pharmaceutical

The power and pace of technological and scientific development, combined with economic and social pressures, are (29) huge changes in our industry, the successful companies of the future will be those that anticipate and (30) to this change, integrate new technologies effectively, and are closest to their I have full confidence in our ability to remain a major player in our

21 A warranty B obligation C commitment D contract

22 A inform B specify C notify D report

23 A in B out c aside D up

24A respectively B serially C consecutively D sequentially

25 A pursuing B resulting C following D depending

26 A contribution B donation C investment D subsidy

27 A numbers B figures C sums D points

28 A foreground B forefront C lead D advance

29 A forcing B impelling C urging D thrusting

30 A meet B suit C correspond D respond

参考答案：21-25 C D B A C 26-30 A B B A D

商务英语初级真题（5）

Questions 21 -35

. Read this

. Choose the best word to fill each

. For each question (21 35) mark one letter (A , B ,C ,D)on your Answer

. One answer has been given as an

Too much to read! It/’s impossible to find time to read today/’s top business books-and thousands are published each Yet not keeping up with those books could be a serious-and expensive Often the ideas and insights they . . . . . . . . . . are available nowhere But how can you . . . . . . . . . which titles are worthwhile-let alone find time to read them?

Fortunately, there/’s a . . . . . . : Soundview Executive Book It . . . . . . . . . In fact, it/’s . . . . . . . . . . . to It is ingenious and Every month, you . . . . . . . . . . two or three quick reading, time saving . . . . . . . . of the best new business Each contains all the key points in the . . . . . . . . . . . The big difference ,instead of 200 to 500 pages ,the summary is only & Instead of . . . . . . . . . . . five ,ten or more hours to read ,it takes just 15

Of the thousands of business books . . . . . . . . . . .annually, only a . . . . . . . . . . .are really worth To save your time, our Editorial Board goes over them all . . . . . . . . . . .90%. Our standards are . . . . . . . . . . .,and the criteria

When a book meets all our tests, we prepare a Summary, instead of a review or a You get a skillful distillation that preserves the content ad spirit of the . . . . . . . . . . The titles cover . . . . . . . . . .of concern to business people There/’s . . . . . . . . . . .else like Soundview Executive Book

21 . see know ask answer

answer solution question problem

works costs sells buys

guarded granted guided guaranteed

pay send receive buy

titles summaries names prices

original first same another

spending costing taking sitting

publicized polished published popularized

dozen little handful couple

choosing eliminating writing publishing

high low expensive cheap

entire tired entering old

word subject sentence idea

something anything all nothing

答案: B B D C C C B A B