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· Read the following passage below about the factors that influence buying behavior.· For each question (23-28), choose the correct answer.· Mark one letter (A, B or C) on your Answer sheet. {{B}}FACTORS THAT INFLUENCE BUYING BEHAVIOR{{/B}} Throughout the buying process, various factors may' influence a buyer's purchase decision. An awareness of these factors and consumer preferences enables companies to appeal to the group most likely to respond to its products and services. Some of these factors include the following. CULTURE. The culture and subcultures we belong to shape our values, attitudes, and beliefs, and they influence the way we respond to tike world around us. Understanding culture is therefore an increasingly important step in international business and in marketing in diverse countries such as the United States. SOCIAL CLASS. In addition to being members of a particular culture, we also belong to a certain social class — upper, middle, lower, m' somewhere in between. In general, members of various classes enjoy different activities, buy different goods, shop in different places, and react to different media. REFERENCE GROUP. A reference group consists of people who have a good deal in common—family members, friends, co-workers, fellow students, teenagers, sports enthusiasts, music lovers, computer buffs. We are all members of many such reference groups, and we use the opinions of the appropriate group as a benchmark when we buy certain types of products or services. For example, shopping malls are today losing what has long been their most faithful audience — teens. That's because Generation Xers (those born between 1965 and 1978) think that malls are for parents and that malls have too many rules. So some retailers like Urban Outfitters and Tower Records refuse to open stores in most malls. SELF-IMAGE. The tendency to believe that "you are what you buy" is especially prevalent among young people. Marketers capitalize on our need to express our identity through our purchases by emphasizing the image value of products and services. That's why professional athletes and musicians are frequently used as product endorsers—so that we incorporate part of their public image into our own self-image. After all, doesn't everyone want to "be like Mike Jordan"? SITUATIONAL FACTORS. These factors include events or circumstances occurring in our lives that are more circumstantial in nature. For example, you have a coupon, you're in a hurry, it's Valentine's Day, it's your birthday, you're in a bad mood, and so on. Situational factors influence our buying patterns.

{{B}}PART ONE{{/B}}{{B}} Questions 1-8{{/B}} · For questions 1-8, you will hear eight short recordings. · For each question, mark one letter (A, B or C) for the correct answer. · After you have listened once, replay each recording.

{{B}}PART ONE{{/B}} Questions 1-5 ·Look at questions 1-5. ·In each question, which sentence is correct? ·For each question, mark one letter (A, B or C).

{{B}}PART ONE{{/B}}{{B}}· For questions 1-8 you will hear eight short recordings.· For each question, mark one letter (A, B or C) for the correct answer.· After you have listened once, replay each recording.{{/B}}

{{B}}PART ONE{{/B}}· For questions 1-8 you will hear eight short recordings.· For each question, mark one letter (A, B or C) for the correct answer.· You will hear the eight recordings twice.

● You will hear a manager talking to staffs about the way they answer the telephone. ● For each questions 23—30, mark one letter (A, B or C) for the correct answer. ● After you have listened once, replay the recording.

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· Listen to the head of a department talking to an employee about her performance.· For each question (23-30), mark one letter (A, B or C) for the correct answer.· You will hear the recording twice.

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· Read the following passage below about Chicago.· For questions 23 - 28, choose the correct answer.· Mark one letter (A, B or C) on your Answer Sheet. {{B}}Chicago{{/B}} Chicago, lying in the east of the USA, is the rather young American city. It was almost completely rebuilt after the Great Fire of 1871. One's first impression of the city may include streams of cars running to-and-fro on the highways, skyscrapers and the wide green water of Lake Michigan, which lies to the northeast of the city. The area of the city is over 228 square miles with a population of about 3 million. The climate of Chicago on the whole is almost the same as that of Beijing with rather hot days in summer, colorful and fresh days in fall and icy but often clear days in winter. The spring in Chicago is a little changeable in temperature. For instance, I saw a snowfall in early April this year while some of the flowers were already in full bloom. Chicago is also famous for its frequent strong winds, and as a result has got the name of "the Windy City".

· Read the magazine article below a new tape storage system.· For questions 23-28,choeso the correct answer.· Mark one letter (A, B or C) on your Answer Sheet. {{B}}TapeStore: A NEW TAPE SIORAGE SYSTEM{{/B}} TapeStore is a new kind of tape storage system which can store up to 6,000 computer tapes. No other tape storage system can hold as many computer tapes as TapeStore. The tapes look exactly like video cassettes. Many hundreds of data files can be stored on each tape, up to a maximum of 500 million bytes of data. If you stored the same amount of information on paper, you would need nearly 4.5 billion printed pages. The machine is a tall black box with a mechanical arm. The machine is 2.5 metres high and 3.0 metres wide. This is how it works. Each tape has a code printed on it. YOU feed the code number into TapaStore, which then looks for the code. As soon as TapaStore locates the cede, the arm reaches in and pulls out the tape. The system is very fast. It takes the mechanical arm about 10 seconds to find the tape it is looking for. The machine then searches the tape to extract the required file, and this take less than a minute. A human technician would have to locate and remove the tape by hand; and could take at least an hour to find the right file on the tape. Some of the world's biggest companies, including banks, insurance companies, airlines, telephone companies, utilities and computer centres, have bought the system. They like it particularly because the system guarantees the security of their data. TapeStore was originally developed in Canada and is now being marketed world-wide. In Europe alone, 750 have already been installed at a cost of 480,000 dollars each.

·You will hear a conversation between two employees of a company which is going to move its premises.·For each question 23-30, mark one letter (A, B or C) for the correct answer.·After you have listened once, replay the recording.

{{B}}PART ONE{{/B}}· For questions 1 -8 you will hear eight short recordings.· For each question, mark one letter (A, B or C) for the correct answer.· You will hear the eight recordings twice.

· Listen to the talk of business development.· For each question (23-30), mark one letter (A, B or C) for the correct answer.· You will hear the recording twice.

{{B}} Questions 23-30{{/B}} · You will hear people from the National Food Council complaining to retailers about the high prices they are charging for food products and household goods. They complain that the shops have marked up wholesale prices far too much. · For each question (23-30), mark one letter (A, B or C) for the correct answer. · After you have listened once, replay the recording.

● Listen to the talk on import regulations. ● For each questions 23--30, mark one letter (A, B or C) for the correct answer? ● After you have listened once, replay the recording.

Whattimewillthemancallagain?

{{B}}PART ONE{{/B}} ·In this part of the Listening Test you listen to eight short conversations or monologues and choose the best answer to eight questions. ·Before you listen, read each question and the three possible answers. ·Note all possible answers as you listen for the first time. Do not make an immediate decision. ·Do not worry if you do not know the answers. You will hear the recording a second time. ·Listen for overall meaning. Do not choose an answer just because you hear the same words in the recording as in the question. ·Decide on your final answer only after you have listened for the second time. ·For questions 1-8 you will hear eight short recordings. ·For each question, mark one letter (A, B or C) for the correct answer. ·You will hear the eight recordings twice.