08959 BEC商务英语（二）
来源：江苏自考网
时间：2020-12-09 13:49:48
高纲 1224
江苏省高等教育自学考试大纲
08959 BEC商务英语（二）
南京航空航天大学 编
江苏省高等教育自学考试委员会办公室
一、课程性质及其设置目的与要求
（一）课程性质和特点
BEC商务英语（二）是我省高等教育自学考试商务英语专业（本科段）的学位课程。其任务是培养应考者系统地学习在商务活动中常见的英语语言，了解商务运作和沟通的基本原理和实用技巧，掌握商务活动各环节中基础英语的表达方式以及商务英语专用词与句式的运用。
（二）本课程的基本要求
本课程共分为12个单元，主要包括与人沟通（电话交流技巧与商务信函撰写等）、商务活动（创业、会议、促销等），商务管理（招新、培训、人文与法规等）等内容。通过对本课程的学习，要求应考者对商务英语有一个全面和正确的了解。具体应达到以下要求：
1.了解商务运作和沟通的基本原理和实用技巧；
2.学习商务活动中常见的英语语言；
3.理解并掌握商务活动各环节中英语专用词、句式的表达方式和运用。
（三）本课程与相关课程的联系
BEC商务英语（二）不仅讲授商务知识，更侧重的是英语语言的习得，它是以商务运作的各个环节为背景，彰显英语语言在商务环境中的特殊用途；是商务运作和英语语言两者的结合。因此，本课程学习的功效将直接影响外贸口语、商务口译、商务沟通、商务贸易实务、国际贸易虚拟运行等课程的学习。
二、课程内容与考核目标
（一） 课程内容
依据教材、教学大纲及需掌握的基本要素，本大纲将应考者须掌握的语言功能及商务技能分成12个模块。
（二）考核目标
紧扣教材中呈现的商务活动和沟通的基本原则及实用技巧，重点考查商务活动中所涉及的英语知识和商务常识。应考者须全面掌握教材的基本内容，并结合大量课外材料的阅读，在掌握基础理论的基础上完成考核要求。试题涵盖最基本的商务英语词汇和句式，以及商务活动中日常内容，例如工作方式、公司福利、广告、招新、促销、培训和品牌化等。
三、有关说明和实施要求
（一）关于“课程内容与考核目标”中有关提法的说明
1.关于教材的内容：本教程使用的是新编剑桥商务英语（中级）一书，书中有大量的听说材料；尽管考核中不包括听力和口语题型，但教材中的听说材料在平时学习时应充分予以重视和利用。
2.关于考查的内容：英语知识侧重词汇、阅读、功能意念与写作；商务常识侧重与人沟通（电话交流技巧与商务信函撰写等）、商务活动（创业、会议、促销等），商务管理（招新、培训、人文与法规等）。
（二） 自学教材
《新编剑桥商务英语（中级）学生用书》 John Hughes编著 经济科学出版社 2008年10月第1版
（三） 自学方法的指导
本课程作为一门的学位课程，涉及面广，信息量大；既注重原理和技巧的学习也强调实际的运用，侧重理论与实际的结合。应考者在自学过程中应该注意以下几点：
1.关于课程教材的学习：在每个模块学习之前，应先仔细阅读目录中所列出的知识点，做到心中有数。在模块学习过程中，注意重点与细节的有机结合，做到有的放矢。认真完成教材中每个模块的习题和思考题，这一过程可有效地帮助自学者理解、消化和巩固所学的知识，增加分析问题、解决问题的能力。在每个模块学习之后，注意加强词汇和句法的记忆和运用，做到活学活用，触类旁通。
2.关于辅助材料的学习：多阅读与商务有关的报刊和杂志以及收听或观看相关的音频或视频资料，拓展个人的视野和知识面，加强英语语言的运用和商务知识的积累。
（四）对社会助学的要求
1.应熟知考试大纲对课程所提出的总的要求和各模块的知识点。
2.对应考者进行辅导时，紧扣指定的教材，以考试大纲为依据，不要随意增删内容，以免与考试大纲脱节。
3.注意对应考者能力的培养，特别是自学能力的培养，要引导应考者逐步学会独立学习，在自学过程中善于提出问题、分析问题、做出判断和解决问题。
（五）关于命题和考试的若干规定
1.本大纲各模块所提到的考核要求中，各条细目都是考试的内容，试题覆盖面广。
2.试题难易程度要合理，可分为四档：易、较易、较难、难，这四档在各份试卷中所占的比例约为2：3：3：2。
3.考试方式为闭卷笔试，考试时间为120分钟。评分采用百分制，60分为及格。
4.考试题型由选择填空、判断正误、完形填空、阅读理解、翻译、完成对话、商函写作7个部分组成。
（1）选择填空（15%）
此题型是测试应试者语言的综合能力。主要是有关商务词汇及语法结构的用法，以及关系到结构、时态等语法的熟练应用。要求应试者掌握教材中所有单词及基本的词语搭配，同时能正确运用本册教材中所涉及的基本的语法结构。
（2）判断正误（10%）
该部分主要考察应试者对教材中所涉及的一些商务知识的理解，同时也考察对一些商务词汇的理解和运用。
（3） 完形填空 （10%）
该部分不仅是考查对文章的理解，而且还考查语法、词汇和结构的运用；如词的搭配、固定短语等。考生首先必须阅读文章，了解文章的大意，在这个基础上再根据上下文确定最佳选择。
（4）阅读理解 （30%）
此题型考察应试者对商务题材的文章和一些商务信函等的理解能力。应试者通过阅读3篇短文，理解并掌握其中的内容。
（5） 翻译 （10%）
此题型考察应试者对包含商务知识的句子的理解。要求应试者能够在理解句子含义的同时还要具有一定的翻译技巧。
（6） 完成对话（10%）
此题型主要是针对教材中大量出现的听说内容所作的书面形式考察。旨在考察应试者对商务英语中常用的功能意念表达的掌握。要求考生熟悉商务活动中常用的场景对话。
（7）商函写作 （15%）
此题型旨在考查应试者能否正确熟练地撰写商务活动中常用的英语信函及公司内部使用的备忘录、电子邮件等。能否做到词能达意、格式规范。
附录 题型示例
Part I选择填空 (Multiple Choice) (15 points in all, 1 point for each)
Choose from the given choices the correct one and write the corresponding letter in the brackets.
这部分由15道单项选择题组成，每题4个选择项。这一部分每题 1分，共15分。如：
We’re trying to raise public ____ of the brand in Europe.
A. opinion B. attitude C. awareness D. view
Part II 判断正误 (True or False) (10 points in all, 1 point for each)
Decide whether each of the following statements is true or false. Write a T in the brackets if it is true or an F if it is false.
这部分包含10个句子，每个句子都是有关商务知识的描述，要求应考者根据所掌握的知识判断句子正误。每题1分，共10分。如：
( ) You are temping if you work for different companies for a short time without a permanent contract.
Part III 完形填空 (Cloze) (10 points in all, 1 point for each)
Fill in each blank in the passage the correct answer and write the corresponding letter in the brackets
完形填空由一篇留有10个空格、篇幅在200-300单词有关商务题材的短文构成，每个空格为1题，每题有A、B、C、D、4个选择项。应考者应根据短文内容从每题的四个备选答案中选出1个最佳答案。每题1分，共10分。如：
Gold is a measure of money which is recognized all over the world. For centuries it was the foundation of the international monetary system and 1____ today, it remains one of the most important components of a country’s foreign currency reserves.
What 2____ gold attractive is that it has a value of its own for both industrial and ornamental purposes, unlike paper bank notes, which are worthless on themselves. As a result, gold is bought as an 3____ in times of financial uncertainty.
Until the 1930s, several European currencies were based on the Gold Standard, which meant that the value of a 4____ of currency was fixed in 5____ of a stated quantity of gold. People would freely 6____ any bank notes they had for gold. In 1931, world-wide financial problems caused the Gold Standard to be dropped. Then, in 1935, the USA, France and the UK 7____ the price of gold at $35 an ounce, which remained the price until 1971. Because the demand for gold 8____ so fast, however, the price of gold for ornamental and industrial purposes was 9____ to rise. Today one ounce of gold costs $390 in London.
Gold for jewellery is mixed with a metal alloy and the purity of the gold is measured in carats. Most gold sold to the public has 40% gold and is called nine-carat gold. Gold investors can buy pure gold from dealers in the 10____ of gold bars or gold coins.
( ) 1. A. yet B. just C. now D. even
( ) 2. A. makes B. turns C. gives D. forms
( ) 3. A. expense B. allowance C. investment D. interest
( ) 4. A. unit B. piece C. bit D. part
( ) 5. A. conditions B. reference C. terms D. ways
( ) 6. A. convert B. exchange C. alter D. refund
( ) 7. A. fixed B. attached C. laid D. stood
( ) 8. A. grew B. raised C. heightened D. gained
( ) 9. A. granted B. allowed C. accepted D. passed
( ) 10. A. sort B. fashion C. form D. type
Part IV阅读理解 (Reading Comprehension) (30 points in all, 2 points for each)
Read the following passage carefully and complete the sentences or answer the questions with the correct choice.
这部分由3篇短文组成，题材以商务内容为主，搭配日常生活内容话题。要求应考者在准确、快速阅读短文后，根据获得的信息做出选择。每篇阅读材料后有5个单项选择，应考者应根据阅读材料内容从每题A、B、C、D、4个选择中选出1个最佳答案。这部分总共15题，每题2分，共30分。如：
Prospecting is the first step in the selling process. A prospect is a qualified person or an organization that has the potential to buy your product or service. Prospecting is the lifeblood of sales because it identifies potential customers. The reasons that a salesperson must look constantly for new prospects are to increase sales and to replace customers that will be lost over time.
A prospect should not be confused with a lead. The name of a person or organization that might be a prospect is referred to as a lead. A lead can also be referred to as a suspect, indicating the person or organization is suspected of being a prospect. Once the lead has been qualified, the lead becomes a prospect. As a salesperson, you can ask yourself three questions to determine if an inspanidual or organization is a qualified prospect: (1) Does the prospect have the money to buy? (2) Does the prospect have the authority to buy? (3) Does the prospect have the desire to buy?
A simple way to remember this qualifying process is to think of the word MAD. A true prospect must have the financial resources, money or credit, to pay and the authority to make the buying decision. The prospect also should desire your product. Sometimes an inspanidual or organization may not recognize a need for your product. It’s a challenge for a salesperson to create a desire in the prospect for the product.
Locating leads and qualifying prospects are important activities for salespeople. Sources of prospects can be many and varied or few and similar, depending on the service or goods sold by the salesperson. Naturally, persons selling different services and goods might not use the same sources for prospects. A salesperson of oil-field pipe supplies would make extensive use of various industry directories in a search for names of drilling companies. A life insurance salesperson could use personal acquaintances and present customers as sources of prospects.
( ) 1. What does prospecting refer to?
A. A selling process
B. Locating potential customers
C. Identifying organizations
D. The lifeblood of business
( ) 2. How is a lead related to a prospect?
A. A lead is just a prospect.
B. A prospect can also be called a lead.
C. A lead is a qualified prospect.
D. A lead is suspected of being a prospect.
( ) 3. What challenge faces a salesperson in selling process?
A. How to determine if a person is a qualified prospect.
B. How to create desire for a product in prospects.
C. How to remember the process of qualifying prospects.
D. How to recognize the need of a prospect for a product.
( ) 4. Which of the following is not true in terms of the sources of prospects?
A. There can be many sources for salespeople to locate prospects.
B. The process of locating leads is controlled by the sources of prospects.
C. Sources of prospects depend on the products or service.
D. Varied sources of prospects may be used for selling different services.
( ) 5. According to the speaker, how could a life insurance salesperson look for prospects?
A. Through newspaper announcements
B. Through personal directories
C. Through customer representations
D. Through personal acquaintances
Part V翻译 (Translation) (10 points in all, 2 points for each)
Translate the following sentences into Chinese.
本题由5个英文句子组成，要求把这5个句子翻译成中文。句子均选用与教材内容相关的、结构略复杂的长句。每题2分，共10分。如：
Unlike most stores, where you get a free plastic bag which you then throw away, at Beavis and Son we will sell you a strong reusable bag, with the cost going to a charity which saves the rainforests of the Amazon.
Part VI完成对话 (Conversation Completion) (10 points in all, 1 points for each)
Choose from the seven choices below the correct phrase or sentence to fill the five gaps in the conversation.
这部分是一段商务场景对话，其中有10个句子空缺，对话后面有12个选项；要求应考者从12个选项中选出正确的答案填到对话中对应的位置。每题1分，共10分。如：
1 ( ) 2 ( ) 3( ) 4 ( ) 5( )
6 ( ) 7 ( ) 8( ) 9 ( ) 10( )
A. just down the end of the corridor is our marketing department
B. if we go right down the corridor
C. in there by the stairs also is the coffee machine
D. it makes even more noise than the old one
E. if you keep going down the corridor
F. I’ll see you in a minute
G. as we come round the corner on the left is the purchasing department
H. It’s open at lunchtime and in the afternoon as well
I. as we go round the corner on the right
J. opposite Mrs. Bronson’s office just here is the General Manager’s office
K. I’ll prepare that
L. I’m assuming you’re dealing with that
Michael: …What was that room next door to Reception? I heard a strange noise coming from it.
Margaret: Oh, right, yes, that’s where the photocopier is.
Michael: Oh, I see. That’s what it was.
Margaret: Yes, we’ve had a new one installed. It’s very fast but _________1___________, unfortunately. Right, let’s go this way now.
Michael: OK.
Margaret: Well, __________2____________.
Michael: General Manager, fine.
Margaret: I expect he’ll speak to you later.
Michael: OK.
Margaret: And, ___________3___________, on the right-hand side are the lifts.
Michael: Fine.
Margaret: And on the left are the stairs.
Michael: OK.
Margaret: So they’re handy opposite each other.
Michael: Right, fine.
Margaret: And, __________4___________.
Michael: Oh, right, very useful.
Margaret: Yes, the most important thing of all. You’ll meet most of the members of staff there, I should think.
Michael: Fine.
Margaret: And, ____________5_____________, on the right-hand side, just down here, you can see the conference room.
Michael: Great.
Margaret: And, _____________6____________, here is the sales department.
Michael: Sales, OK.
Margaret: And ____________7_____________.
Michael: OK, the purchasing department.
Margaret: And, if you can see, ___________8____________.
Michael: Oh, that’s where they are, right, fine.
Margaret: That’s right, next to you actually, in the accounts department.
Michael: Right.
Margaret: Which is just on the right here?
Michael: Huhu.
Margaret: And on the left opposite, is the canteen.
Michael: Oh, very important.
Margaret: ___________9____________.
Michael: OK, right.
Margaret: And if we come in here on the right, then. That’s your desk over by the window.
Michael: Oh, that’s marvelous.
Margaret: Yes，with a lovely view of the park.
Michael: Oh, isn’t that beautiful?
Margaret: It’s better than the view from my office.
Michael: Right. Oh, well that’s marvelous … Just one thing, I wondered if you could perhaps tell me where the gents toilet is while we’re about it?
Margaret: Oh, right, yes, of course. It’s at the end of the corridor just opposite reception.
Michael: Right. Thank you. __________10___________.
Margaret: Right, OK.
Part VII商函写作 (Business Writing) (15 points)
这部分要求应考者根据所给信息，用英文撰写一封120词左右的商务信函、报告、备忘录、提案、传真等。本题15分。如：
Fenway Software is relocating several employees to Dublin. Write a REPORT of 100-120 words about a relocation company, Executive Relocation Services (ERS). The report should contain the following points:
l The purpose of writing this report
l Your findings about ERS
Ø ERS offers a comprehensive house search service
Ø ERS offers no partner employment service
Ø ERS place children in local schools
Ø ERS arranges all necessary documentation
Ø ERS offers full packing, storage and shipping services.
l Its costs compare favorourably with competitors.
l Your conclusion
l Your recommendations
江苏省高等教育自学考试大纲
08959 BEC商务英语（二）
南京航空航天大学 编
江苏省高等教育自学考试委员会办公室
一、课程性质及其设置目的与要求
（一）课程性质和特点
BEC商务英语（二）是我省高等教育自学考试商务英语专业（本科段）的学位课程。其任务是培养应考者系统地学习在商务活动中常见的英语语言，了解商务运作和沟通的基本原理和实用技巧，掌握商务活动各环节中基础英语的表达方式以及商务英语专用词与句式的运用。
（二）本课程的基本要求
本课程共分为12个单元，主要包括与人沟通（电话交流技巧与商务信函撰写等）、商务活动（创业、会议、促销等），商务管理（招新、培训、人文与法规等）等内容。通过对本课程的学习，要求应考者对商务英语有一个全面和正确的了解。具体应达到以下要求：
1.了解商务运作和沟通的基本原理和实用技巧；
2.学习商务活动中常见的英语语言；
3.理解并掌握商务活动各环节中英语专用词、句式的表达方式和运用。
（三）本课程与相关课程的联系
BEC商务英语（二）不仅讲授商务知识，更侧重的是英语语言的习得，它是以商务运作的各个环节为背景，彰显英语语言在商务环境中的特殊用途；是商务运作和英语语言两者的结合。因此，本课程学习的功效将直接影响外贸口语、商务口译、商务沟通、商务贸易实务、国际贸易虚拟运行等课程的学习。
二、课程内容与考核目标
（一） 课程内容
依据教材、教学大纲及需掌握的基本要素，本大纲将应考者须掌握的语言功能及商务技能分成12个模块。
| 模块/主题 | 语言功能及商务技能 |
| Module 1 工作方式 |
谈论工作方式与工作职责 与人沟通 撰写备忘录 |
| Module 2 公司福利 |
讨论员工福利与激励措施 撰写求职信 介绍公司情况 撰写公司内部交流使用的备忘录、便条、留言、电子邮件等商务信函 |
| Module 3 创业 |
了解公司经营形式 组织研讨会 语音留言 记录留言 |
| Module 4 广告 |
讨论不同形式的广告 了解广告规范 委派工作 撰写报告 |
| Module 5 工作场所 |
讨论公司场所的艺术作品 参与会议讨论 会议报告、会议记录 |
| Module 6 招新 |
讨论雇佣及解雇 撰写公司内部交流使用的电子邮件 |
| Module 7 销售 |
讨论销售类型 讨论工作 推销产品 撰写传真 |
| Module 8 培训 |
了解培训课程 讨论培训需求 撰写投诉抱怨信及回复 |
| Module 9 品牌化 |
讨论品牌化 电话交流 撰写有关品牌化的报告或提案 |
| Module 10 管理 |
讨论公司管理 撰写会议报告 项目管理 |
| Module 11 伦理经济学 |
讨论公平贸易、替代能源 撰写提案 |
| Module 12 经济法规 |
讨论商标法律问题 撰写新闻稿 |
紧扣教材中呈现的商务活动和沟通的基本原则及实用技巧，重点考查商务活动中所涉及的英语知识和商务常识。应考者须全面掌握教材的基本内容，并结合大量课外材料的阅读，在掌握基础理论的基础上完成考核要求。试题涵盖最基本的商务英语词汇和句式，以及商务活动中日常内容，例如工作方式、公司福利、广告、招新、促销、培训和品牌化等。
三、有关说明和实施要求
（一）关于“课程内容与考核目标”中有关提法的说明
1.关于教材的内容：本教程使用的是新编剑桥商务英语（中级）一书，书中有大量的听说材料；尽管考核中不包括听力和口语题型，但教材中的听说材料在平时学习时应充分予以重视和利用。
2.关于考查的内容：英语知识侧重词汇、阅读、功能意念与写作；商务常识侧重与人沟通（电话交流技巧与商务信函撰写等）、商务活动（创业、会议、促销等），商务管理（招新、培训、人文与法规等）。
（二） 自学教材
《新编剑桥商务英语（中级）学生用书》 John Hughes编著 经济科学出版社 2008年10月第1版
（三） 自学方法的指导
本课程作为一门的学位课程，涉及面广，信息量大；既注重原理和技巧的学习也强调实际的运用，侧重理论与实际的结合。应考者在自学过程中应该注意以下几点：
1.关于课程教材的学习：在每个模块学习之前，应先仔细阅读目录中所列出的知识点，做到心中有数。在模块学习过程中，注意重点与细节的有机结合，做到有的放矢。认真完成教材中每个模块的习题和思考题，这一过程可有效地帮助自学者理解、消化和巩固所学的知识，增加分析问题、解决问题的能力。在每个模块学习之后，注意加强词汇和句法的记忆和运用，做到活学活用，触类旁通。
2.关于辅助材料的学习：多阅读与商务有关的报刊和杂志以及收听或观看相关的音频或视频资料，拓展个人的视野和知识面，加强英语语言的运用和商务知识的积累。
（四）对社会助学的要求
1.应熟知考试大纲对课程所提出的总的要求和各模块的知识点。
2.对应考者进行辅导时，紧扣指定的教材，以考试大纲为依据，不要随意增删内容，以免与考试大纲脱节。
3.注意对应考者能力的培养，特别是自学能力的培养，要引导应考者逐步学会独立学习，在自学过程中善于提出问题、分析问题、做出判断和解决问题。
（五）关于命题和考试的若干规定
1.本大纲各模块所提到的考核要求中，各条细目都是考试的内容，试题覆盖面广。
2.试题难易程度要合理，可分为四档：易、较易、较难、难，这四档在各份试卷中所占的比例约为2：3：3：2。
3.考试方式为闭卷笔试，考试时间为120分钟。评分采用百分制，60分为及格。
4.考试题型由选择填空、判断正误、完形填空、阅读理解、翻译、完成对话、商函写作7个部分组成。
（1）选择填空（15%）
此题型是测试应试者语言的综合能力。主要是有关商务词汇及语法结构的用法，以及关系到结构、时态等语法的熟练应用。要求应试者掌握教材中所有单词及基本的词语搭配，同时能正确运用本册教材中所涉及的基本的语法结构。
（2）判断正误（10%）
该部分主要考察应试者对教材中所涉及的一些商务知识的理解，同时也考察对一些商务词汇的理解和运用。
（3） 完形填空 （10%）
该部分不仅是考查对文章的理解，而且还考查语法、词汇和结构的运用；如词的搭配、固定短语等。考生首先必须阅读文章，了解文章的大意，在这个基础上再根据上下文确定最佳选择。
（4）阅读理解 （30%）
此题型考察应试者对商务题材的文章和一些商务信函等的理解能力。应试者通过阅读3篇短文，理解并掌握其中的内容。
（5） 翻译 （10%）
此题型考察应试者对包含商务知识的句子的理解。要求应试者能够在理解句子含义的同时还要具有一定的翻译技巧。
（6） 完成对话（10%）
此题型主要是针对教材中大量出现的听说内容所作的书面形式考察。旨在考察应试者对商务英语中常用的功能意念表达的掌握。要求考生熟悉商务活动中常用的场景对话。
（7）商函写作 （15%）
此题型旨在考查应试者能否正确熟练地撰写商务活动中常用的英语信函及公司内部使用的备忘录、电子邮件等。能否做到词能达意、格式规范。
附录 题型示例
Part I选择填空 (Multiple Choice) (15 points in all, 1 point for each)
Choose from the given choices the correct one and write the corresponding letter in the brackets.
这部分由15道单项选择题组成，每题4个选择项。这一部分每题 1分，共15分。如：
We’re trying to raise public ____ of the brand in Europe.
A. opinion B. attitude C. awareness D. view
Part II 判断正误 (True or False) (10 points in all, 1 point for each)
Decide whether each of the following statements is true or false. Write a T in the brackets if it is true or an F if it is false.
这部分包含10个句子，每个句子都是有关商务知识的描述，要求应考者根据所掌握的知识判断句子正误。每题1分，共10分。如：
( ) You are temping if you work for different companies for a short time without a permanent contract.
Part III 完形填空 (Cloze) (10 points in all, 1 point for each)
Fill in each blank in the passage the correct answer and write the corresponding letter in the brackets
完形填空由一篇留有10个空格、篇幅在200-300单词有关商务题材的短文构成，每个空格为1题，每题有A、B、C、D、4个选择项。应考者应根据短文内容从每题的四个备选答案中选出1个最佳答案。每题1分，共10分。如：
Gold is a measure of money which is recognized all over the world. For centuries it was the foundation of the international monetary system and 1____ today, it remains one of the most important components of a country’s foreign currency reserves.
What 2____ gold attractive is that it has a value of its own for both industrial and ornamental purposes, unlike paper bank notes, which are worthless on themselves. As a result, gold is bought as an 3____ in times of financial uncertainty.
Until the 1930s, several European currencies were based on the Gold Standard, which meant that the value of a 4____ of currency was fixed in 5____ of a stated quantity of gold. People would freely 6____ any bank notes they had for gold. In 1931, world-wide financial problems caused the Gold Standard to be dropped. Then, in 1935, the USA, France and the UK 7____ the price of gold at $35 an ounce, which remained the price until 1971. Because the demand for gold 8____ so fast, however, the price of gold for ornamental and industrial purposes was 9____ to rise. Today one ounce of gold costs $390 in London.
Gold for jewellery is mixed with a metal alloy and the purity of the gold is measured in carats. Most gold sold to the public has 40% gold and is called nine-carat gold. Gold investors can buy pure gold from dealers in the 10____ of gold bars or gold coins.
( ) 1. A. yet B. just C. now D. even
( ) 2. A. makes B. turns C. gives D. forms
( ) 3. A. expense B. allowance C. investment D. interest
( ) 4. A. unit B. piece C. bit D. part
( ) 5. A. conditions B. reference C. terms D. ways
( ) 6. A. convert B. exchange C. alter D. refund
( ) 7. A. fixed B. attached C. laid D. stood
( ) 8. A. grew B. raised C. heightened D. gained
( ) 9. A. granted B. allowed C. accepted D. passed
( ) 10. A. sort B. fashion C. form D. type
Part IV阅读理解 (Reading Comprehension) (30 points in all, 2 points for each)
Read the following passage carefully and complete the sentences or answer the questions with the correct choice.
这部分由3篇短文组成，题材以商务内容为主，搭配日常生活内容话题。要求应考者在准确、快速阅读短文后，根据获得的信息做出选择。每篇阅读材料后有5个单项选择，应考者应根据阅读材料内容从每题A、B、C、D、4个选择中选出1个最佳答案。这部分总共15题，每题2分，共30分。如：
Prospecting is the first step in the selling process. A prospect is a qualified person or an organization that has the potential to buy your product or service. Prospecting is the lifeblood of sales because it identifies potential customers. The reasons that a salesperson must look constantly for new prospects are to increase sales and to replace customers that will be lost over time.
A prospect should not be confused with a lead. The name of a person or organization that might be a prospect is referred to as a lead. A lead can also be referred to as a suspect, indicating the person or organization is suspected of being a prospect. Once the lead has been qualified, the lead becomes a prospect. As a salesperson, you can ask yourself three questions to determine if an inspanidual or organization is a qualified prospect: (1) Does the prospect have the money to buy? (2) Does the prospect have the authority to buy? (3) Does the prospect have the desire to buy?
A simple way to remember this qualifying process is to think of the word MAD. A true prospect must have the financial resources, money or credit, to pay and the authority to make the buying decision. The prospect also should desire your product. Sometimes an inspanidual or organization may not recognize a need for your product. It’s a challenge for a salesperson to create a desire in the prospect for the product.
Locating leads and qualifying prospects are important activities for salespeople. Sources of prospects can be many and varied or few and similar, depending on the service or goods sold by the salesperson. Naturally, persons selling different services and goods might not use the same sources for prospects. A salesperson of oil-field pipe supplies would make extensive use of various industry directories in a search for names of drilling companies. A life insurance salesperson could use personal acquaintances and present customers as sources of prospects.
( ) 1. What does prospecting refer to?
A. A selling process
B. Locating potential customers
C. Identifying organizations
D. The lifeblood of business
( ) 2. How is a lead related to a prospect?
A. A lead is just a prospect.
B. A prospect can also be called a lead.
C. A lead is a qualified prospect.
D. A lead is suspected of being a prospect.
( ) 3. What challenge faces a salesperson in selling process?
A. How to determine if a person is a qualified prospect.
B. How to create desire for a product in prospects.
C. How to remember the process of qualifying prospects.
D. How to recognize the need of a prospect for a product.
( ) 4. Which of the following is not true in terms of the sources of prospects?
A. There can be many sources for salespeople to locate prospects.
B. The process of locating leads is controlled by the sources of prospects.
C. Sources of prospects depend on the products or service.
D. Varied sources of prospects may be used for selling different services.
( ) 5. According to the speaker, how could a life insurance salesperson look for prospects?
A. Through newspaper announcements
B. Through personal directories
C. Through customer representations
D. Through personal acquaintances
Part V翻译 (Translation) (10 points in all, 2 points for each)
Translate the following sentences into Chinese.
本题由5个英文句子组成，要求把这5个句子翻译成中文。句子均选用与教材内容相关的、结构略复杂的长句。每题2分，共10分。如：
Unlike most stores, where you get a free plastic bag which you then throw away, at Beavis and Son we will sell you a strong reusable bag, with the cost going to a charity which saves the rainforests of the Amazon.
Part VI完成对话 (Conversation Completion) (10 points in all, 1 points for each)
Choose from the seven choices below the correct phrase or sentence to fill the five gaps in the conversation.
这部分是一段商务场景对话，其中有10个句子空缺，对话后面有12个选项；要求应考者从12个选项中选出正确的答案填到对话中对应的位置。每题1分，共10分。如：
1 ( ) 2 ( ) 3( ) 4 ( ) 5( )
6 ( ) 7 ( ) 8( ) 9 ( ) 10( )
A. just down the end of the corridor is our marketing department
B. if we go right down the corridor
C. in there by the stairs also is the coffee machine
D. it makes even more noise than the old one
E. if you keep going down the corridor
F. I’ll see you in a minute
G. as we come round the corner on the left is the purchasing department
H. It’s open at lunchtime and in the afternoon as well
I. as we go round the corner on the right
J. opposite Mrs. Bronson’s office just here is the General Manager’s office
K. I’ll prepare that
L. I’m assuming you’re dealing with that
Michael: …What was that room next door to Reception? I heard a strange noise coming from it.
Margaret: Oh, right, yes, that’s where the photocopier is.
Michael: Oh, I see. That’s what it was.
Margaret: Yes, we’ve had a new one installed. It’s very fast but _________1___________, unfortunately. Right, let’s go this way now.
Michael: OK.
Margaret: Well, __________2____________.
Michael: General Manager, fine.
Margaret: I expect he’ll speak to you later.
Michael: OK.
Margaret: And, ___________3___________, on the right-hand side are the lifts.
Michael: Fine.
Margaret: And on the left are the stairs.
Michael: OK.
Margaret: So they’re handy opposite each other.
Michael: Right, fine.
Margaret: And, __________4___________.
Michael: Oh, right, very useful.
Margaret: Yes, the most important thing of all. You’ll meet most of the members of staff there, I should think.
Michael: Fine.
Margaret: And, ____________5_____________, on the right-hand side, just down here, you can see the conference room.
Michael: Great.
Margaret: And, _____________6____________, here is the sales department.
Michael: Sales, OK.
Margaret: And ____________7_____________.
Michael: OK, the purchasing department.
Margaret: And, if you can see, ___________8____________.
Michael: Oh, that’s where they are, right, fine.
Margaret: That’s right, next to you actually, in the accounts department.
Michael: Right.
Margaret: Which is just on the right here?
Michael: Huhu.
Margaret: And on the left opposite, is the canteen.
Michael: Oh, very important.
Margaret: ___________9____________.
Michael: OK, right.
Margaret: And if we come in here on the right, then. That’s your desk over by the window.
Michael: Oh, that’s marvelous.
Margaret: Yes，with a lovely view of the park.
Michael: Oh, isn’t that beautiful?
Margaret: It’s better than the view from my office.
Michael: Right. Oh, well that’s marvelous … Just one thing, I wondered if you could perhaps tell me where the gents toilet is while we’re about it?
Margaret: Oh, right, yes, of course. It’s at the end of the corridor just opposite reception.
Michael: Right. Thank you. __________10___________.
Margaret: Right, OK.
Part VII商函写作 (Business Writing) (15 points)
这部分要求应考者根据所给信息，用英文撰写一封120词左右的商务信函、报告、备忘录、提案、传真等。本题15分。如：
Fenway Software is relocating several employees to Dublin. Write a REPORT of 100-120 words about a relocation company, Executive Relocation Services (ERS). The report should contain the following points:
l The purpose of writing this report
l Your findings about ERS
Ø ERS offers a comprehensive house search service
Ø ERS offers no partner employment service
Ø ERS place children in local schools
Ø ERS arranges all necessary documentation
Ø ERS offers full packing, storage and shipping services.
l Its costs compare favorourably with competitors.
l Your conclusion
l Your recommendations
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